You are listening to My Freedom Grove podcast with Gretchen Hernandez, episode 72.

Welcome to My Freedom Grove podcast. The all inclusive podcast that teaches mindset and business tools. We'll help you rise as your authentic self. Be unshakable with your emotional freedom and unstoppable in achieving any goal and living your purpose. I'm your host, Gretchen Hernandez. If you want to put your mental health first in life, relationships and business, you've come to the right place.

------------------------------------------------------------------------------------------

Hey there, my strong friends. Hey, I have been having so much fun lately. It's summertime. My stepdaughter has come to visit us. And so trying to figure out how would I balance working from home, helping all of my clients, but also having some fun with my kids while they're still here.

So my daughter's here, my stepdaughter and my son who is going to be moving down to LA next month for college, this is killing me. The pandemic made it so that he had to spend his first year of college still at home. So I got to keep him home, which was great, but it's time. It's time for him to move on. It's heartbreaking.

Two years ago, three years ago, we had all five of our kids home with us. In just a little over a month, we're going to be down to just having one kid at home. So, it's kind of tough going through a whole lot of change. But one of the fun things that we started to do was to go to the local vendor fairs.

In Mendocino county, specifically in the town of Gualala, there are vendors that set up on the side of the road right next to the ocean. They sell all of the things that they have made locally. You have a lot of people making jewelry, artwork, selling their succulents. There's also a farmer's market that's going on.

When we first started thinking about moving here, we loved this. We loved the community feel of it all. So many tourists would come. I love talking with strangers. I love hearing all about them, all of their stories. We thought this might be something fun for us. It gives us a social outlet, but it also gives us an opportunity if there was ever anything that we wanted to sell.

So my services are a little bit different, right? I don't have a tangible product to sell, but it does give me an opportunity to meet people. If they just happen to need my services, perfect. Right? Well, why not?

My daughters, I would love to teach them how to be entrepreneurs. I started learning when I was very young, like age 10, 11. I got into Junior Achievement, and it taught me all of the business stuff and how to sell stuff. Back then, it was like Christmas candles and stuff. I've always had that entrepreneurial spirit. Always wanting to learn how to make money on my own. So this was a great opportunity to teach them. We set up our booths, just little tables just to start. With paper tablecloths on it.

One of my daughters decided she wants to do a bakery someday. She wants to actually have a full-on bakery business. This is great for her to start. She's 11. She is starting to put out her cupcakes and her cookies. She's learning what works and what doesn't. My stepdaughter is making slime. She's amazing at all of the different slimes she can make.

They're learning so much about running a business and about how to interact with customers. It's also giving me a chance to meet people. It's been so much fun. There's many of you that follow me on Facebook. So you're getting to see some of the pictures, and I'm sharing some of my lessons learned as we're evolving this. I did actually meet a potential client through this. So you never know when you're going to run into someone who needs your services.

Keep your mind open at all of the different places that you can meet people.

Lean Approach to Business Design

In today's episode, I want to start talking about business models. I help you to design your business models, your processes, design your products and services and help you resolve all of the emotional triggers along the way. We do lots and lots of experiments together. One of the things that has helped me to stay anchored in my business, as I'm doing tons and tons of experiments, you eventually want to have one place where you're keeping all of your final things. The things that you've decided; the parts that are exactly right for my business.

Traditional style of starting up a business is to create a full on business plan. This can be anywhere from 10 to say 30 pages worth of lots of research. Once someone has it, it's kind of done, and they can take it, go get funding or go see if they can find some other investors.

I like to do things a little bit differently. I am a Lean Business Professional. I got certified in Lean Six Sigma. It's all about what is the fastest way that you can do things. It involves a lot of experimentation and cutting out a lot of the waste.

So sitting down and spending forever to come up with a huge business plan can take months and months without you actually getting out into the field and experimenting. But with Lean, you're starting with something. I always like to say, you're throwing clay, and then you're spinning it on one of those pottery wheels. You're poking at it and trying different things and seeing what it evolves into. Your business is going to do that too. If you don't get out there and start trying stuff, how do you know if it's actually going to work or not?

If you spend all of this time trying to make the perfect thing and then open the doors, if you didn't get it right, then it's not going to work. But if you take that approach of rapid experimentation, always trying new things, then you're going to have a lot more success because you're going to be able to adjust as you go. You're going to find the things that don't work. Okay, cut that part out. It was good to try it out. See what happens. Learn. Yep, that doesn't work.

But you find the things that do. And some of it is going to surprise you along the way. Like, I didn't know that a whale spouting through its blowhole was going to be the way that I was going to be able to interact with potential customers. Who would have seen that one coming? But that's exactly what happened on the side of the road. So keep your mind open.

Having that thing to anchor you down .so you don't have a business plan. What would you use to capture those final things that are working for you?

Meet the Lean Value Canvas

I like to use a Lean Value Canvas. There's a whole book series called the Strategyzer Series. This is by Alexander Osterwalder and a whole bunch of other people he's collaborated with a ton of people. One of them (book) is called Business Model Generation. There's another one on customer value. I forgot the exact name of it. Anyway, this series is really good at just giving you a one-sheet thing to anchor you down so that you can figure out what it is that you're going to experiment with.

The design process can be really messy, lots of sticky notes, lots of scribbles. When you're experimenting, it's a lot of experiments. It's not just one experiment, and you expect everything to work. You're finding all of those little pieces that work and all the ones that don't. Then you're getting all sorts of new, innovative ideas.

The Lean Value Canvas has nine different sections on it that basically replace having a business plan. This is where you're going to know these are the things you have to figure out in your business. And then, as you're doing experiments, the things that work are the things you're going to plug into these boxes; you’ll start off with just brainstorming based off of these nine boxes. So it's just a one piece of paper, and I will give you a copy of that template on the website page for this episode so that you have that visual so that you know what the heck I'm talking about.

I know we're not all auditory learners. Some of us are visual learners. So seeing it is helpful. So I'm going to go over the nine different parts of the Lean Value Canvas. And these are all of the things that we'll experiment through.

Part One: Customer Segment

So the very first thing is Customer Segment. Customer Segment is who exactly are you helping? What is their role in life? So any one person can have multiple roles in their life. They can be an employee. They can be a business owner. They can be a parent. They can be a child. They can be a friend. They can be a relationship partner. They also have different times in their life. So they might be having the best time of their life, and they want to invest in something, or they might be struggling in life and looking for some type of help. Where in their journey are they when they need your help?

And then also you can think about things like socioeconomic level. So one of the things that I see a lot of coaches getting hung up on is pricing. So as we come up with our pricing models on what to sell our products and services for, it's hard because we have huge hearts. We want to help everybody, but just know that there's a market for everybody. So there are folks that will need the lower-priced options.

And there are people that it's perfectly fine. They can afford the higher price options. And there are some that may not be able to afford it right away, but they want that higher priced option. And they're willing to save and work towards achieving that so that they can invest in it. Just know that that is possible. So when you're thinking Customer Segment, it's all of those different demographics about the person, about where they are on their journey, and what it is that they want in life.

Part Two: The Problem

The second part is the problem. What is the problem that they want a solution for? Usually people are trying to either escape some kind of discomfort. So they do have a problem statement, like something's gone wrong, and they need some help with it. But other people have a dream that they're going after, and they don't know how to get that dream, or they need some help to get to that dream. So in that problem section of the Lean Value Canvas, that's where you would define it.

Now, when you first start off, you might think, well, but I can help anybody with any problem. I know because I was there, too. I sometimes still am. And I have a hard time tightening that down and getting super focused, but it's a lot easier for people to know that you're their person when they know that you can solve their exact problem.

Part Three: The Solution

The next section is the Solution. What is your unique solution to that problem that they're trying to solve? I always like to talk about how it takes a variety of modalities to help any one person. Your solution can be a unique variety of modalities.

So as you've gone along in your journey, whatever it is that you struggled with before that you were able to get through, you tried a bunch of different things. You sampled a little over here and a little over there and sprinkled in a little bit more. All of that creates your own secret sauce. And don't forget all of the skills that you picked up from every job that you've had along the way. There are different components of that. That also goes into this special sauce. Whatever this solution is, this is unique just to you.

Part Four: The Unique Value Proposition

And that goes nicely into the next box on the Lean Value Canvas, which is the Unique Value Proposition.

So I'm sure that you've heard a simple little formula for a Unique Value Proposition. I help X (meaning what type of person) with Y (whatever problem it is that you're doing). And then the next one is, with or without Z.

So Z is either the pain that they're trying to get away from or the dream that they're trying to get to. You might also use that Z component to describe the exact thing that you do.

There's a variety of ways that you can say your Unique Value Proposition. You're going to experiment with it over and over, trying out the different ways of saying the X, the different ways of saying the Y, and the different ways of saying the Z. You'll go out, you'll experiment with that in different audiences of your ideal customer to see which one resonates with them the most? Which one is clear enough? And which one is easy enough for you to say where you feel that you're being very clear and that everybody would know exactly what it is that you're doing.

Now, my Unique Value Proposition, I'm going to be totally honest with you guys. I'm probably on at least version 25 out of it. So I say that I help entrepreneurs and intrapreneurs to design business in harmony with their mental health. I am sure that's still going to evolve over time. I do get a little bit more specific when people are asking me. I do get more specific when I go onto my website. I'm still experimenting.

You got to start with something, and then you just keep evolving it until all of a sudden, one day it's going to become crystal clear.

Part Five: Unfair Advantage

Your next section is called your Unfair Advantage. What is it that you have that makes your skillset more desirable than someone else's? So there's always somebody else out in the market that is doing something similar to you. They might be doing it with a different market segment. They might be doing it with the same market segment.

Their products and services might be identical to yours, or it might be slightly different, but there is something unique about you that gives you the Unfair Advantage. There's a book out there that's called Blue Ocean Strategy that you might want to check out. This one is talking about providing a product or service out to a market segment that has never experienced this before. So it could be an underserved market segment, or it could be that that product and service is so unique that no one's ever heard of it before.

So I don't know if you've seen Richard Branson is going to be launching his commercial airline or spaceship on Sunday. He's doing a live stream of it. This Sunday, it's shooting off into space. It's a commercial spaceship. Eventually, people can buy a ticket onto this.

So that is definitely a Blue Ocean Strategy. I think there might be two of them. Elon Musk, I think, has been trying to work on this, too. But an Unfair Advantage that he has is that he's got these wild and crazy ideas.

I mean, most people, if they're thinking, oh yeah, I want to go to the moon someday. They're just going to have that idea, and then they just let it fade. But if someone comes up with the crazy ideas and they have that right kind of drive, they're going to make it happen.

So what is it that is your Unfair Advantage? It could be that you have actually experienced the struggle that your potential clients are having. How many times have you gone to a service professional who has never actually done the thing that you're doing? Like they might understand a piece of it, but they've never actually submerged themselves into the full struggle that you're going through.

That's one of the things when I look back at my life, and I think of all of the different hard spots in my life, there are so many of them. But now I am super grateful for those because it seems like every person that I encounter, they might come to me for business, but they have something else going on underneath the surface that obstacles will pop up and it goes back to these other struggles.

I have the Unfair Advantages that I've gone through a lot of those same struggles, and I know exactly how to help coach them through that, so we can resolve the obstacle and they can keep going. Your obstacles become your diamonds. That might be your Unfair Advantage that you have gone through some of that stuff.

Your personality might also be your Unfair Advantage. So think of everything that you have going on. You’ve got a lot of really good stuff that other people don't have.

Part Six: Revenue Streams

The next part of the Lean Value Canvas is called Revenue Streams. This is where we'll spend a lot of our time together because obviously, if you're going into business, you need to be able to make some revenue.

Revenue can come from a variety of places. Immediately, we think about our products and services. So of course, I help you to design your products and services, but that's not the only place where you can get revenue. There are lots of ways that you can monetize what you do.

So, for example, podcast. A podcast is a great way to deliver value to your clients because you're sharing either some kind of mini-lesson that you've created or you're bringing in guest speakers who are sharing other insight. Now, when your podcast starts to get insanely popular, because you know that it will, at some point, you're going to have something very valuable for other business owners.

They're going to want to tap into your audience because your audience might also need their products and services. So that's when you can monetize your podcast. Now you don't have to. It’s there. It's an optional thing to consider because you're doing the podcast anyway. You know, the whole reason was for you to help your clients.

It also could be a way that you could get extra revenue and that revenue you can use to reinvest into your business and offer even more great things to your clients. So the ways that you can monetize your podcast is through advertisements. So other businesses can pay you for advertising space on your podcast. They can also be sponsors where they just want you to say their name for them. So it's not like they're running an ad, like where they're speaking as a sponsor, you, as the host, would share about their product or service, or just say, Hey, they're sponsored. Or my episode is sponsored by this particular company. They might even get their logo on your website or something. They'll pay you for that.

And then there's affiliate marketing. So with affiliate marketing, other companies are trying to get your clients or your audience to click on their links to go to their websites. So they will pay you for any clicks that come off of your website. So if you have a podcast, you can say, Hey, I recommend using this product. You can find that link in the webpage of my episode.

Now these are all things that I'm aware of. I have not chosen to go that route yet, someday I might. But I'd have to really believe in what it is that I sell. So, for example, Kajabi is my website provider. They are offering an affiliate deal where if people were to click on my website and go and purchase Kajabi services for their website, I get 30% of how much it costs.

And a Kajabi website per year is up around 2000 bucks a year. So I get $600 from that if I chose to do that. That's pretty nice. I mean, I love Kajabi, and they're adding all sorts of new features every day that's going to help a business to have like everything all in one stop. I have to stop and like take the time to sign up to be an affiliate and make that decision that I want to do it and learn like the tax stuff around it.

But know that that is a possible revenue stream for you. Other Revenue Streams could be tangible things that you choose to sell. So I know many people in our industry have decided to sell books. Books are one way of making some revenue. Books can also be used as a way to introduce yourself to future clients. And we'll talk about that on a different episode, but sometimes books are really just a marketing material and not a way of getting revenue, but some people definitely make a lot of revenue off of their books. So that's a possibility.

Speaking engagements is another way. So you might be speaking as part of your product and service anyway, with your clients, but other places, conferences, or say TEDx talks, things like that. They might have speaking engagements that are available. They can hire you.

I had a great aha moment by speaking to a speaking coach. So it is her profession to be a professional speaker. So she gets paid to speak. Whereas some of us are just using our speaking gigs as a marketing component, so that clients find out about us. If it is your profession, you get paid to speak. And it's quite possible at some of these conferences that you might go to, you're going to see a lot of keynote speakers. There are some people that are, they're thinking, Hey, this is a great marketing opportunity. They're speaking for free because they have exposure to these large audiences.

But there's other people that are like, no, actually this is my profession. I get paid to speak. So they would submit a proposal that would include what their fee was. This can also happen in corporate environments.

When I worked in corporate, we'd have speakers come in. Sometimes, patient speakers that had taken our medicine, they would come in. I never knew because I wasn't involved in that part that speakers can actually get paid. So consider that as one of your possible Revenue Streams.

So you've got your products and services. You've got different ways that you could monetize a podcast. It could also be a YouTube channel if you start doing one of those. I don't know if clubhouse is eventually going to have some monetization. So clubhouse is an auditory social network. So if you haven't checked that out, you can check that out. And, and then, you know, any kind of tangibles or speaking gigs. So consider all of those.

Part Seven: Channels

The next box on your Lean Value Canvas is called Channels. Channels are all of the ways that you would get customers. So you can consider this like marketing Channels. For example, I was telling you about the vendor fair that we went to. That is one channel in my business. I can meet people in person by being at a fair. I could also be at a conference or at a convention and set up a booth. There that's one channel.

I might meet people through Facebook, just organically. Just having conversations with people that I meet over Facebook or Instagram or LinkedIn. Doing any kind of advertising might be another channel. There are different ways that you can advertise. You can go with your social media advertising. So Facebook, Instagram, LinkedIn, they all have ways that you can do ads. Google has ads that you could run.

You could even consider doing ads on TV. One of the great things during the pandemic, a local channel out here in California, wanted to help small business owners. So they were actually offering free production services to create your ad. Now, I don't know if they'd actually give you free ad space on their channel, but for them to actually create your ad and help you with all that, the video, everything, that was a pretty cool deal. So you can advertise on TV.

You can even advertise in the newspaper. If people are still reading newspapers. There's magazines, too, that you could advertise in.

One of the things that I found pretty cool is that if you have a free event, which many of us in the coaching sphere do. We offer a free event for people to come to, whether that's a webinar or a workshop or something. Many of the local newspapers will allow you to advertise for free since it's a free event.

Also, in some of the Facebook groups, especially your local Facebook groups, same thing. If your activity is free, they'll let you advertise. Whereas if you're trying to advertise your paid programs, it's a hard, no. They don't want you in there doing that. But if it's free stuff, they're like, yeah, go ahead.

Well, if your free thing is the beginning part of any kind of sales funnel, then you've got a free way of getting some advertising. So your Channels, what are all of the different ways that you can meet your customers?

You might also have some strategic partners. So if you have anything in the community that lines up nicely with what your product or service is, see if you can have them advertise for you or include your business card there.

When I first moved out here to Mendocino, I really wanted to help just with the mindset coaching. And if you've heard some of my earlier podcast episodes, you know that I eventually evolved to include the business. Just because all of my clients coming my way, they wanted help with their business. So, of course, since I've got all this over a decade of business experience, it made sense to evolve in that direction.

But when I first started, I was just going to do the mindset coaching. I was just going to help with resolving the emotional triggers. And I thought, what a great channel I'm out here in a vacation space. People come out here, stressed out and they want to be able to relax. So where are they going to go? They're going to go to hotels. They're going to go to massage places. They're going to go to spas. So I started talking with those to see, could I have my business cards there?

I also talked with my hairdresser up in Fort Bragg. Because she has a lot of people coming through for weddings and weddings can be a stressful time. So there are strategic partners that can open up another channel for you, where you can have your stuff there with them. Because your product and service compliments what they're doing, it doesn't take away from them.

I also have had the fortunate experience lately that there's a nonprofit in the area that also wants to help people with their mental health, whatever challenges they're having, and their financial security. I have an opportunity to partner with them, to offer some of my classes for their clients that are coming in. That opens up another channel of folks. It also opens up another potential revenue stream.

Grants are available to nonprofits, and if they think that your product or service would be something to add to their portfolio, they may be able to apply for grants where they can pay for you to come and provide your products and services at their location.

I've also had the fortunate opportunity over the years, to know people that are on school boards. They start to see that schools need a lot of help. The students that they need help with anti-bullying programs or with anything with mental health, like that's specially big right now. They also can get grant money.

A few years ago before I moved, I had a very dear friend who worked for the school and they had $10,000 sitting there in grant money for an anti-bullying thing, but they didn't have anyone that they could pay to create a program. So she was asking me, is that something that I could create for them? So, I wasn't able to take up that opportunity cause we were moving at the time, but that's something for you to consider.

You're thinking of all of the Channels where you can get your different clients. So make sure they match your Customer Segment. Or if you're experimenting, you might update your Customer Segment as a result of a new channel being presented to you. It could also offer in a new revenue stream.

Part Eight: Key Metrics

Going on to the next box of the Lean Value Canvas are Key Metrics. I've seen so many business coaches, all they focus on is like $1 amount. Like, oh, you want to make a million dollars? All right, let's do it. And that's the only metric that they use is how much money have you made.

Okay. Seriously, there are so many things to measure in business.

If you just focus on that one and you're not hitting that number, especially in the very beginning, it's going to stay at zero for a while as you're building up everything. Like you can't just say one day, okay, I'm ready to go into business and you've flipped your open sign and voila people just come and start throwing money at you.

It would be great if it worked that way, but it doesn't.

So there are other metrics along the way that are going to let you know that you're making progress. When you break it out and you start looking at these other metrics in between, it helps you to stay in the game. Because if you're just looking at that final one and it stays zero for a long time, you're going to want to quit. But if you have other metrics building up to it.

So we talk about customer pipelines. So as part of your channel, the channel can have a pipeline where there's different stages that customers interact with you. They move along those Channels until they get to the very last one where they're ready to say yes to signing up with you.

There are different phases along the way, and you can count how many people are in each of those phases. And if you can see those numbers growing, then you know that you're making progress. If you can see where all of a sudden you have the very first one growing a lot, and the second one isn't growing at all, you know, where you can zero in to make some adjustments in your business so that those people you have in the first phase can now flow into the second phase.

But if you don't have your measurements set up, if you don't define what they are, you don't have a way to even be able to see them. You're going to have a really tough time. You're just going to focus on that dollar amount and you're going to want to quit. We don't want you to quit.

Being an entrepreneur is a lot of work and we want to see you actually get your business up and running and profitable. So do yourself a favor, identify some of those other Key Metrics along the way. That's something that I can help you with.

Part Nine: Cost Structure

Your final one is Cost Structure on your Lean Value Canvas. So Cost Structure is all of the money that you are putting out so that you can keep your business running.

You're going to have some fixed costs. Those are things that are the same amount every single month, or if it's just paid yearly, you know, whatever cadence it is, it's always the same amount. And then you're going to have your variable costs. So depending on what your activities are or how many clients are coming in, these are going to be the things that change over time.

If you happen to be someone that does large marketing campaigns, but only at specific times during the year, that will also be a variable cost because it's not the same all the time.

You're also going to want to look at your infrastructure. So your software that you're using and all of your training. The training's not your infrastructure, but you have to develop yourself.

You're also going to want to look at your labor cost. Now in the beginning, you might be starting off as a solopreneur. It's just you. So you're like, oh, I have no labor costs, but seriously, your hours are super important. You might not be paying yourself an hourly wage, but the amount of time that you put into your business is going to affect your mental health. If you're only putting in five hours into your business, that might be great. Like you might be feeling wonderful mental health wise because you're relaxing or you're doing other things, but your business isn't really going very fast. If you're putting in 60+ hours, your business might be taking off, but your mental health might be taking quite a hit. Or your relationships might be taking quite a hit.

So include in your Cost Structure. When you're looking at this. Your time. What is the right time for you? What is something costing you?

I heard a great quote recently about how in the beginning money is the thing that is the scarcity. We don't have a whole lot of money, so we're willing to spend a lot more time doing things, but eventually we have more money than we have time. So then we're willing to take the money to buy 'done for you services' so that you can get a lot more done with your time.

So just know it's not always going to be tough, the money, part's not always going to be tight. In the beginning it's just kind of par for the course. There are some people that will go out and get a loan for their business. You see restaurants doing that a lot of times. You don't see someone really starting out their restaurant on the side of the road.

Some people, yes, we have this great woman next to us at these vendor fairs who is selling tamales. And the variety of tamales she has; she has over 30 different types of tamales, it's great! But she is growing her business slowly, but in a way where she doesn't have to take money out. So eventually she'll have enough money. she can open up a restaurant without having to take a loan.

But there's other people that want to go a lot faster. So they will take out a loan and they'll pay for someone to come in and do all of their logos, all of their messaging, all of their products and services. They'll pay for someone to come and build their business establishment. And they're going to get going a lot faster.

All ways are the right way. There is no wrong way to get started in business. You pick whatever works for you and whatever means you have for getting started, just to make sure that you're writing all this stuff down in your Cost Structure.

So having a one pager that shows all of these different parts of your business can help you as you're doing all of the experiments. Because you're going to be getting out there, doing things really super fast, help yourself by keeping it really clear of what do you want to include and what do you not to include? Because some of the experiments you'll realize not a good investment of your time.

Keep this Lean Value Canvas. What I like about it is that it doesn't make you go in a certain order because it just doesn't work that way in business. Everything that you do is giving you more information about what works and what doesn't work for all nine of the sections.

A Lean Value Canvas is a living document. It's going to keep evolving. It might even be fun to start off with just version one of it. Write it down of like, okay, here's what I'm thinking right now. And then the next month make a copy of it and then make all of your adjustments to it. And then two months later, make another copy of it and make your adjustments to that. It'll be fun to see how your business evolves over time.

All right. So just a quick run through the nine different boxes of the Lean Value Canvas.

1. Customer Segment
2. Problem 
3. Solution
4. Unique Value Proposition
5. Unfair Advantage
6. Revenue Streams
7. Channels
8. Key Metrics
9. Cost Structure

Again, I will put a visual of that on the webpage for this episode. So that'll be MyFreedomGrove.com/podcast-72. You'll be able to go there, see what this looks like. I'll put the link to the books that this comes from. If you feel like reading the book to learn how to do all of this, you can.

I help you to design all of this. So we might have this as the anchor, but we're going to be doing a lot of stuff together using a Google Jam Board. So since we work together virtually, we need to have a way that we can have like a dry erase board and sticky notes as we're designing stuff, as we're doing experiments. And so a Google Jam Board is a great way of doing that because then you have a permanent record. So you can keep coming back, looking at it, adjusting things, flushing out more ideas.

This is proved to be a really good way for designing your whole business model, your sales funnels, and then we eventually get into the details around the metrics and seeing how your customers are flowing through your customer pipeline. So good stuff, lots of fun that we can have together. But if you want to start with that Lean Value Canvas, it's going to be right there on the website. So you can take a look at it.

All right., my strong friends. I hope that you have a great week. I hope that you are brainstorming all sorts of great ideas for your business. Keep experimenting; keep at it. You're going to get this all figured out. No problem.

All right. I will talk with you next week. Bye-bye. 

------------------------------------------------------------------------------------------

Thank you for listening to My Freedom Grove Podcast. I can't wait to work with you directly. I'll help you to be your authentic self, to have amazing relationships, and to live your purpose. I invite you to check out Unshakable Men and Unshakable Women. The Unshakable programs will give you all of the tools, the coaching and the community to help you rise in life, relationships, and business. To learn more, go to MyFreedomGrove.com/workwithme. I can't wait to see you there.