How Emily Lark Moved Through Fear to Sell 120,000 Copies of Her Back Pain Program

Transcription

Hey, Yuri here, welcome back to the show, hope you’re doing great. Today I’ve got another treat for you.  We’ve got a great guest on today’s show, her name is Emily Lark and she is the creator and owner of Back To Life, the complete healthy back system, which is an amazing information product which we’re going to talk about in just a second.

She’s also the owner of a yoga studio and we’re going to be talking about how she had the courage, really to venture into starting her own business a number of years ago, in spite of all the fear that she was facing and feeling in her gut. You know that feeling of, “Oh my God, can I do this?” We’re going to talk about that and how she went through that. We’re also going to talk about how she sold over 120,000 copies of her Back To Life system, which is an online program that she has absolutely just crushed over the past year and a half.

It’s an inspiring story, Emily is an awesome person, I think you’ll really, really enjoy this one. So without any further ado, let’s welcome Emily Lark on to the show. Emily, what is up? Welcome to the Healthpreneur podcast.

Emily Lark:                          Yuri, thank you so much for having me.

Yuri Elkaim:                         Yes, you are welcome and again, just really stoked to have you on the show because we connected a little while ago and I’ve heard some really great things about what you’re up to, I guess specifically online because that’s kind of the space we’re in, but you also have a physical private studio.

 

Emily’s journey from brick and mortar to online and her program

Before we jump into the direction we want to take this conversation, which I think a lot of our listeners can relate to, which is walking through fear, self-doubt, all that kind of stuff, talk to us about what it’s been like, or that journey of brick and mortar to online. First of all, why? Then more like how did you start? How did you make that first step into coming online?

Emily Lark:                          Oh thanks, yeah that has been a huge transition for me. I opened my yoga studio about four and a half years ago and really spent every day there working with clients one on one, teaching classes. I didn’t have any experience in marketing, or certainly no experience in online marketing, I’d never built a website before, or written sales copy.

So the studio was just a very organic process, it grew through word of mouth so I was able to be pretty lazy with my marketing actually. Then I branched into the online world for two reasons. The first is I knew I had a program.  My program is called Back To Life and it helps people with back pain.  It’s exercises for back pain and for a lot of years, my in-person clients had been asking me to make videos for them, or for them to share with their families so that was always something in the back of my mind.

Then a couple of years ago, I found myself going through a divorce.  I have two small boys, and my studio while it does well, it was kind of a part time thing. I was very much a stay at home mom with my kids. So I needed something more in order to be able to support them as a single mom. So that was kind of the push I needed.

I had been wanting to do this for a while but sometimes you don’t do it until you really have to. So that’s what caused me to launch into the online space and really everything has shifted since then. Now I put almost all of my focus on marketing.  I spend all day sitting in front of a computer rather than up and out with other human beings, so it’s been a big shift in my daily life and also in my professional focus, for sure.

Yuri Elkaim:                         So when you were venturing online, what did that look like? Were you in front of your computer and you’re typing in, “How to start an online business?” What was that initial search? What did the thinking look like for you?

Emily Lark:                          Yeah that’s a really good question. At first I was looking at sites.  I initially wanted to have a yoga membership site where people could pay monthly and take yoga classes, but then I started studying marketing and listening to marketing podcasts and reading about online marketing and I realized that for someone like me, who didn’t really have a brand or a following, that would be pretty tricky to get people to sign up for a membership when they don’t even know who I am and had never bought from me. So that’s when I was introduced to ClickBank, who is my merchant service. When I went on ClickBank and started looking at a lot of the products on ClickBank and studying those products, that was really what guided and shaped how I developed my first product.

 

Learning how to write copy and market

Yuri Elkaim:                         That’s awesome. So you’ve sold 120,000 copies? Or you’ve impacted 120,000 customers in pretty much your first year, which is amazing.

Emily Lark:                          Thank you.

Yuri Elkaim:                         How did you do that?

Emily Lark:                          A lot of luck. No, I think I was very fortunate. I spent a lot of time working a lot of hours including a lot of nights and weekends.

I made the transition from focusing on my practice and my program and I transitioned into focusing really heavily on marketing. That is what made the difference for my program because I launched it and obviously as you know with affiliates, or with media buyers, it has to hit certain numbers in order for it to go out and to have the opportunity to spread. The key to the success of the program working, was the heavy attention to marketing I had been doing.

Once it did start working, I came into this industry and I didn’t know anybody, so I started flying out to events like Affiliate Summit West, and the Traffic and Conversion Summit, and just started networking as much as I could and met a couple of people at those events who really felt sorry for me and could see how hard it was being that new girl in the room who has no data behind them and no experience and no connections and a couple of people said, “I remember what it was like to be in your shoes so I’ll help you test, I’ll email your product out to my list.”

Yuri Elkaim:                         Don’t you just love the health space? There’s so many good guys and girls in this space, be it on the affiliate marketing side or whatever other side, it’s just such a great collaborative space, it really, really is.

Emily Lark:                          You’re so right and that is what has been the most surprising to me about this. I thought especially in online health and wellness that I’d be very disconnected, but I have met the most generous, heartfelt people and really some of the best friends that I’ve ever had now have come from this space.

Yuri Elkaim:                         Yeah, totally. So for everyone listening, here’s a message again about getting off your butt, getting to live events, just like actually hanging out with other humans and it’s the same message I keep saying, if you want to grow your online business, spend more time offline. That’s a huge revelation that I had in 2010, because I spent the first few years struggling my butt off, trying to figure this thing out on my own.

In 2010, I did exactly what you did, I started going out to events, met who I needed to meet and everything started from there. Yeah, so many people have said that. Two things, I wish I hired a coach sooner and get to live events.

Emily Lark:                          Yes it’s so true.

Yuri Elkaim:                         Yeah and then obviously you mentioned really studying and improving the mastery of marketing. Just so everyone knows, we’re talking about an information product with an upsell flow, so I’m assuming for you a lot of it was developing the skills of copywriting and that kind of stuff?

Emily Lark:                          Yeah.

Yuri Elkaim:                         What did that look for you in terms of what were the things you were doing on a daily basis to really own your craft?

Emily Lark:                          I spent a lot of time reading other sales copy and I even would watch VSLs, long Video Sales Letters, I would watch them and I would type them out and after watching them so many times and typing them out, I realized that so many of them followed what I thought of in my mind as an equation and a pattern. So I actually have an old picture where I typed out three or four VSLs and I laid them all across my living room floor page by page next to each other and I went through and I highlighted them, looking for every time they said something positive, every time they threw out a hook, looking for when they first mentioned the product and I found a real pattern there.

Then from there, I started crafting my own sales copy and bringing my own story into it while trying to hit those same markers of the timing and the expression of it, so that was the biggest thing that I did. It took months, it took hours a day for months to figure that out.

Yuri Elkaim:                         It’s so funny because … a lot of the clients that we help are more on the coaching side than the info side although we do have a lot of info clients as well, but it’s amazing that whether you’re coaching clients one on one or in a group setting and copy’s not as heavy as if you’re selling a product, copy is still really, really important because it’s really about just connecting a message in the right way with the right audience.

When I look at the people that I know in our space who’ve struggled for years, I’m thinking guys you probably know like Bruce or Andrew, these are guys that just did exactly what you did. They studied the heck out of what was working, they figured out the recipe and they just tested a bunch of stuff and it’s amazing what can happen when you crack that code because it doesn’t matter what space you go into or what happens in your life, this is a skillset that is going to really feed you in more ways than one forever. It’s so valuable to be able to put words on paper on a screen, or on video, and be able to influence people in a positive manner.

Emily Lark:                          You’re absolutely right. I think for me anyway, it didn’t feel intuitive at first. I first wrote a VSL and wrote a sales page that just was the way I thought it should be written and then I realized very quickly it was not going to get me anywhere, and if I wanted to do this right, I had to study what was working. Now, I’m about a year and a half in and I’m just now starting to branch out a little bit away from that, but of course I’ve got that foundation that I always work from, so it’s an interesting process.

 

How fear can be leveraged into a good thing that drives progress

Yuri Elkaim:                         Yeah, that’s awesome. Let’s shift gears a little bit because a lot of people that get into business for themselves or transition from offline to online or whatever the transition might be, come up against fear. I think it’s the same for the clients that we serve. If you’re helping somebody lose weight or get into better shape, there’s some type of fear of the unknown, “I’ve never done this before, am I going to be sore? Is this going to work out?” What was your experience? What were some of the blocks that you had internally as you were making this new path for yourself?

Emily Lark:                          This is honestly my favorite thing to talk about because I feel like fear has been the number one reason why I’ve been successful. Not so much the fear itself, but the way I shifted how I react to fear because for many years. I think I’ve always had an entrepreneurial spirit and I would have ideas of things I wanted to do and I’d get about half way into it and then all of a sudden the fear would come in a tidal wave and I would listen to it, I would feel the fear and the self-doubt and to me at the time, it felt like that was my gut trying to tell me I was making a mistake.

So I would rationalize that and say, “Oh yes, this is not the right choice for x, y or z reasons and so I’m not going to do this anymore.” So it was really about four years ago when I opened my yoga studio, in my heart it just felt like the right thing to do. I knew I wanted to do it but I also knew that that fear was probably going to come and take me down about half way through the process. So I made a promise to myself that no matter what, I was going to give myself just one year and I was going to do this full-force, as hard as I could for one year, no matter how scared I got and if at the end of that one year it wasn’t working, then I could give myself that out but I wasn’t going to do it until I’d gone through it for year.

So sure enough, as I started to open the studio, it took several months just laying the groundwork and getting it ready to open and I have never been more scared in my life. My body felt like it was being electrocuted every second of every day and fear can be sneaky too, because sometimes it feels scary, sometimes it can feel like boredom, you know? It can come in the form of disinterest-

Yuri Elkaim:                         Mm-hmm (affirmative).

Emily Lark:                           I think it can disguise itself in many ways. So I went through that process and I’d made myself that promise that I was going to go through it and as soon as I actually got to the grand opening of the studio, that week was like the clouds parted, the fear was gone and I realized that it had all been worth it and that was a huge transformational experience for me because I had never really walked through the fear in such an intense way and come out the other end.

Once I had gone through that experience, I realized that my fear was not telling me I shouldn’t do something, it was telling me I should and that I was doing something bigger than what I would normally do and I was doing something that was pushing me to grow and so that’s why it was scary. So I really fell in love with the emotion of fear and so when it came to starting my online business, I knew I was going to go through that same process again and I did and I think it was even 10 time worse because this business was even harder to launch into, but every time I started feeling that fear I would tell myself, “Don’t back away, run towards it.” It’s not a pleasant feeling at all, I’m not meaning to make it sound like it’s an enjoyable experience, it’s absolutely brutal but changing my mindset to move toward the fear has changed my life, it has changed everything in my life.

Yuri Elkaim:                         Yeah, that’s amazing. What specifically were you fearful about when you were opening the yoga studio and was that the same fear when you were starting your online business?

Emily Lark:                          I think so. I think it is multi-layered. The first fear was financial, it takes a lot of financial investment to start a business and you don’t know if you’re going to get a return on that investment so there’s a lot of fear and even guilt involved on spending the money on something that I didn’t know if it was going to work. There was a lot of fear … I tend to be a bit of a perfectionist and other people’s opinions of me matter probably more than they should, so there’s this huge fear of putting yourself out there very publicly and then not having it work.

Although one thing I tend to do with that, when I’m planning something big, or starting a business, or starting a new project, I tend to keep it to myself until I’m ready to launch it because that fear of other people’s reactions, or of looking like a failure in front of other people, can be pretty crippling. So I tend to keep those things more private but there’s so many new things that you have to encounter when you’re starting a new business too, so many new systems you have to learn, things you need to get familiar with and just every single time when something new would hit, “Oh, how am I going to hire a video production crew to come film my team?” Or, “Oh, what kind of IT guy do I need to use to build my site?” All of those things made me feel like a big idiot in the beginning because I didn’t know what I was doing, so there was the fear of that, just the fear of feeling stupid.

Yuri Elkaim:                         True.

Emily Lark:                          Not knowing what I was doing.

Yuri Elkaim:                         I can definitely relate to that. I think the strongest fear that I’ve felt with respect to looking like an idiot in front of other people was our first big event and I was like, “What if nobody shows up?”

Emily Lark:                          Oh my gosh, yeah.

Yuri Elkaim:                         That is a crippling fear and it is the worst feeling because as you said what other people think of us, unfortunately we hold in such high esteem, maybe now more than ever because of social media and stuff, but I think to be able to push through that and for anyone listening, it could be whatever it is for them, whether it’s enrolling clients or selling a product, or their own physical studio, because you have two choices I guess. You have the choice of staying where you are and not doing anything, or you have the choice of moving through that fear and just having faith that things are going to work out. What was it like for you? So as you’re feeling that feeling, what is the mental dialogue, maybe on the negative side, but what are some of the limiting discussions happening from that little guy in your head and how did you, or how do you, combat that with more positive internal dialogue, to keep you moving forward?

 

Combating the doubtful voice in the mind

Emily Lark:                          I think I had a lot of thoughts of … For me, I always felt like owning a business was something that other people could do and not me. So I would have a lot of thought of, “You’re a fraud.” Or, “You’re a wannabe.” Or, “This is not something that you’re equipped to do.” As far as combating those thoughts, honestly, I think I’m still figuring out how to do that, to tell you the truth. I haven’t figured out how to make those thoughts go away, I’ve just figured out how to let them be there and keep moving forward anyway, but they’re still there, even with the success that I’ve had in the last year, I constantly feel like I’m not good enough, I constantly feel like the next thing I do is going to be a huge failure and I would love to figure out how to make those thoughts go away. I haven’t figured that out yet, I just try to let them be there.

Yuri Elkaim:                         I don’t know if they ever do go away because I think one of the things that’s worked for me is I’ve just really developed this unwavering belief that everything is happening for me and with that belief, and it’s such a strong belief that no matter how bad or good things get, everything is happening for me. Whether it’s not hitting a specific goal or things not working out, it’s like, “Okay, cool, that was meant to be for whatever reason, let’s keep moving forward.” I think for me personally, it’s just having that belief, or that faith I guess, in a higher power or the universe, however you want to think of it, or yourself, to be like, “Yeah, this is working, this failure or this not so good thing is moving me one step closer to the ultimate thing.” So that’s worked for me.

Emily Lark:                          I couldn’t agree with you more and that is actually one of my mantras that I try to say to myself over and over again, especially when things are going bad. I say to myself, “This is a gift, this is a gift.” And then I say, “Thank you,” in my head. Looking back of course, we can see that all of those failures, everything that didn’t work out has led, at least for me, and it sounds like for you, to something so much greater and so much better. So I try to remind myself of that when I’m in it, rather than just looking back in hindsight.

Yuri Elkaim:                         Yeah, and I think it’s probably even more paralyzing for perfectionists and we see this a lot of times, we see this so often, it’s like, “Okay, why don’t you have this thing deployed yet?” Well, it’s not perfect yet, or … it ultimately comes down to the feeling of them not being good enough because I think perfectionism’s like, “If it’s not perfect it’s because I don’t think people are going to think it’s good enough,” which is really a reflection of the fact that I don’t think I’m good enough. What was it for you that … even with the product? Because a product is never perfect, it can always be a little better, like with any product out there, for you, what was the point where you said, “This is good enough, it’s fine, it’s going to support people.” What did that dialogue look like for you?

Emily Lark:                          I think for me, really I had to have deadlines that I set for myself. It has always helped me to … like for with the studio, I interviewed with a bunch of newspapers, had a bunch of articles come out with the grand opening date so I knew it was going to open on that date whether it was ready or not. Or for the product, I had deadlines with my videographer. I had rented the space, I had booked the film crew, so I knew ready or not, I was going to be there filming that day. That is one thing that helps me a lot is having those deadlines. When I don’t have a way to set firm deadlines that involve other people and being accountable to other people, that’s when I still do really struggle with going back and forth about things and taking longer than I should to launch something.

Yuri Elkaim:                         Yeah, that’s important. Just talking about accountability, what are your thoughts on having a coach, or having a mentor, or having that type of professional accountability?

Emily Lark:                          I love it. In the beginning when I was first getting started, I didn’t have that and those were the hardest days for me, was just sitting by myself and not having anybody that I could talk to or get feedback from and that was brutal. Now I feel like I have so many mentors in this space because I’m working with a lot of people now and I’m friends with a lot of people who’ve been doing this a lot longer than I have and that has taken this process from feeling really lonely and scary and hard to just feeling more supported. I definitely, I get so much more done, I’m more inspired, it’s less grueling, it makes a huge difference.

 

Belief-shattering moments and persistence

Yuri Elkaim:                         I want to talk about belief for a second. Was there a point where you believed that “Can this really work?” Was there a point for you where you had your belief system shattered? Let me give that a context. Two mutual friends of ours, I’m not going to mention their names to keep them anonymous, we’re at a Mastermind, one of the guys leaned back in his chair, saw the other guys computer and saw his ClickBank stats and that blew his mind. He was like, “This is actually possible?” That changed everything in the way he went about his business and his belief system. Was there a moment for you where you said, “Okay, wow, what I thought was possible is a fraction of what really is possible, let’s keep doing this and let’s just keep going harder?”

Emily Lark:                          Yes. Really I feel like the past year I have been flooded by moments like that. It has been like an avalanche of belief shattering moments for me. The first one happened when one of the very first people who were testing my offer, they had mailed that day and of course I was terrified, I thought it was going to bomb, and I was out at Costco that morning with my son, my three year old was in the shopping cart, and all of a sudden on my phone, ClickBank send email notifications every time a sale comes through and so I start getting all of these notifications of sales coming through on my phone and then all of a sudden I get a Skype message on my phone from a man who was in the UK actually, who had mailed for me. He starts saying, “This product is doing better than a lot of the big dog offers that I mail for, congratulations.” And it just knocked my socks off because I thought I was still in the testing phases, I didn’t think I had a success in me yet, I thought I was just testing things.

So that was a crazy moment, to be there in my Costco world with my kid and then all of a sudden realizing that a door had just opened up that I never thought would open ever but let alone that fast. Following that has just been … I think for me, the sales obviously were a big exciting thing, to see what numbers I was hitting but the most exciting thing for me has really been the connections I’ve been making with people, especially people in this industry that I had really idolized. So those have been a lot of big belief shattering moments too, where there would be somebody that seemed so untouchable and then all of a sudden I would find myself vacationing with them, or going to visit them or having dinner with them. Those have been big moments for me as well.

Yuri Elkaim:                         That’s awesome. I think those moments keep happening over and over again. Even at this point in my journey in our health and fitness business, we’ve been testing, I don’t know half a dozen offers, with cold traffic and it was like, “All right, this one’s going to be the best one yet, it’s going to be killer.” And it’s like, nothing, “Shit, holy cow.” And then we’re like, “All right, hey how about this one that we’ve had going somewhere else for a while? Let’s test this.” And all of a sudden, it’s like, “Holy cow, let’s scale this as fast as possible while the getting is good because this is unbelievable.” I think the message for you guys listening is you just have to keep going and there’s going to be moments that unfold over the journey that, even when you don’t think things are going to work out, you know what? You never know, just keep going, keep testing different things and I think the only time we fail is when we give up.

I think that’s the big difference between those like yourself who get the success, whatever success means to us, is that you just keep going, you keep moving through that fear, you keep seeing the journey unfold which is something you can’t enjoy if you stop. Persistence I think is, it sounds cliche and it’s over-used in entrepreneurial circles but it’s so important because if you just stop, you wouldn’t enjoy any of the stuff you’ve enjoyed.

Emily Lark:                          So true and I think too, getting used to realizing that maybe even the majority of the time you’re going to have failures and most of my time has been spent working on failures and then reworking them until they work. I feel like there’s almost a pattern where I’ll go through anywhere from three to six months of grinding at something that’s getting nowhere and then all of a sudden it hits and it works. Then you’re happy for like a day and then you’re back in the grind again.

Yuri Elkaim:                         Yeah. I think we have this mental disease as entrepreneurs where we have … I don’t know if it’s masochism or sadism, I always get those confused and being like you have to be realistic of the fact that the more you fail, the more you grow and the faster you can move forward and if you’re not okay with failure because you’re a perfectionist or whatever, you just have to listen like, the only reason I’m where I’m at, the only reason a lot of successful people are where they’re at is because they’ve just gotten okay with taking action and failing a lot and having those handful of successes along the way.

Emily Lark:                          Yeah, I think you’re right.

Yuri Elkaim:                         Yeah, because you just need one home run, you just need one home run and that’s it but you have to hit a lot of singles and you have to strike out a lot to get there.

Emily Lark:                          It’s so true and even with things like, we talk about things like social media, things like Facebook Lives or posts that people do, or even ads that we put out, so many of them don’t work and then you hit one that does and then it carries you, but you have to go through all of those trials and all of the ones that don’t work.

 

The Rapid Five

Yuri Elkaim:                         Yeah, absolutely, that’s great advice.   Emily, this has been really inspiring. Are you ready for the rapid five?

Emily Lark:                          Oh gosh.

Yuri Elkaim:                         If you think your journey in business has been fearful, just wait. No, it’s all good, it’s nothing to worry about. So five rapid fire questions, whatever comes top of mind is probably the right answer. So first one, what is your biggest weakness?

Emily Lark:                          Over thinking things.

Yuri Elkaim:                         Number two, what is your biggest strength?

Emily Lark:                          Persistence.

Yuri Elkaim:                         Number three, what’s one skill you’ve become dangerously good at in order to grow your business?

Emily Lark:                          Copywriting.

Yuri Elkaim:                         Four, what do you do first thing in the morning?

Emily Lark:                          The thing you’re not supposed to, I check my phone.

Yuri Elkaim:                         Do you sleep with your phone beside your bed?

Emily Lark:                          Yes I do.

Yuri Elkaim:                         I tell my wife, I’m like, “Why do you do this?” But to each their own, it’s all good. Five, complete the sentence, I know I’m being successful when …

Emily Lark:                          When I’m really scared.

Yuri Elkaim:                         Cool, that’s one we haven’t heard yet, that’s pretty cool, awesome. There we have it guys, Emily Lark, that was … thank you so much for joining us Emily. What is the best place for people to stalk you online and check out more about what you’re up to?

Emily Lark:                          Well they can always look for my Facebook page, I think it’s facebook/EmilyLarkOfficial or just under the name Emily Lark Healing In Motion. Or emilylark.com as well.

Yuri Elkaim:                         Cool, awesome, we’ll be sure to link to that in the show notes. Emily, once again, thank you so much for joining us, it’s been an awesome conversation, feels like we’ve covered so much in 30 minutes, and guys, hopefully you’ve gotten a lot out of this episode, a lot out of this conversation and just the constant reminder that the journey is not easy but it’s totally worth it. So Emily, thank you so much for inspiring us and sharing your journey with us today.

Emily Lark:                          Yuri, it’s such an honor, thank you.

 

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Yuri’s Take

Wasn’t it awesome? Isn’t is amazing to see how regular people, like you and I, like Emily, can walk through fear. It’s like walking on fire, we all face it and just absolutely create some amazing things and amazing amounts of courage to walk through that fear and just make stuff happen because … Guys, I want you to really understand this. The people who succeed in selling 120,000 copies of your program and making tons of money, impacting a lot of people, these are not super heroes, these are not avengers like The Incredible Hulk. These are regular, everyday people, believe me I know a lot of them, a lot of them have obviously been on this show and I can tell you, time and time again, there is nothing that separates them from you or anybody else except for what’s happening between their ears.

This has been such an important realization for me that I’m building out a whole new platform that we’re going to be getting on to do a TED Talk with and a lot of other big things and it all has to do with courage because I really believe that persistence is important and getting mentorship and coaching is important, all that good stuff, but at the end of the day, you have to have courage and courage is being able to feel the fear and do it anyways. It’s being able to understand that making a commitment is one thing and crossing the bridge to the result that you want is required to get where you want to get to, but that bridge is called courage.

Too few people, whether it’s in business or in life as they want to get their health under control, are not willing to go through their fear and cross that bridge, because of uncertainty, because they’re fearful of whatever it might be, of failure, of success, of what people might think. I’m telling you, it’s the most important thing that you have to be able to muster and the good thing is courage is like a muscle, the more you use it, the stronger it gets. So start off by making little courageous decisions and make a lot of them because it’s like flexing a muscle. So when you feel the fear, move through that, move into that, move into the unknown. Make decisions without needing 100% certainty that things are going to work out. The more you do that, the more courage you’re going to build as a muscle and the more confidence you’re going to build as a result of being more courageous. That my friend, is how you become unstoppable in your life.

So if you enjoy that, just let that simmer in and let that seed plant itself in your mind. I’ve got a lot more to share on this topic over the coming years, it’s going to be a huge part of my platform and I’ll keep you posted as we build this out. In the meantime, hope you’ve enjoyed today’s show, if you have, be sure to subscribe to the Healthpreneur podcast on iTunes. While you’re there if you’ve enjoyed this, leave a rating and review and I look forward to seeing you in our next episode. In the meantime, continue to get out there, be great, do great and I’ll see you soon.

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