Traci Miller But the truth is that a majority of our new clients come on by referral. I would say 85% of our new business is referral-based. Because they're frustrated, they say, "Hey, well, who do you use?" And they're like -- you know, we do have raving fans. We have people out there that will say, "God, you gotta use them". People change jobs. They go to different companies and they call us and say, I can't believe they're not using you... they have to. And then we get a new client. So it is the raving fans that have built our client base quite honestly.
<<COMMERCIAL>> Marshall Atkinson
Shifting gears, if you could go back in time and tell your younger self Traci, one tip, that's going to make a gigantic difference in how your business should run... what are you saying? Traci Miller On howmy business would run? Okay. I would say find your focus. You know, starting in this business, I kind of had the shiny object syndrome going on where I could do this, I can do this. This looks great. Oh, let's go into schools. Let's you know, I started in retail, to be honest, I was in retail for five or six years until I discovered the wholesale market and realized that was where I needed to spend my time. That was the highest and best use of my skills was in that B2B market. And, once I pivoted that's when the company took off and became solid and grew from there. So I would say, find your focus fast. And, I could say a bunch of stuff to myself, honestly. I could say, don't listen to the naysayers. You know, people are going to tell you you're crazy. Don't listen to them. Value your time -- I undervalued my time a lot in the beginning. You know, that makes you price for profit appropriately when you value your own time. But those are probably the big ones I would say. Marshall Atkinson Okay, cool. So, let's talk a little bit about the help that you've had along the way. So, what has led to your success? Is it hiring right? Or maybe reading a certain book, or attending a show, or partnering with a certain supplier? What do you think has helped you grow along the way? Traci Miller There have been so many people along my journey that have helped. This is not all about me. I'll say that upfront and wholeheartedly, the success of Color3 has been a team effort from the very beginning. So, I have surrounded myself with really great mentors along the way and people that I can be honest with and show my vulnerability to. So I've had a few great mentors that, brought me through to this point. And I still do today -- every level I get to, I look for another mentor. My biggest fear is I don't know what I don't know. And a mentor or coach or consultant or
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