Who else are we prospecting? Do you know? And then who have we, who do we need to cycle back through? Who do we need to? I look like this, I look like. Being a karate kid. So I'm glad you guys can't see me cause I'm moving my hand around like a karate kid, but you know, we're, we're cycling things through. So after that client has made that final purchase, then they need to come back to be followed back up with again and not just left dangling. Marshall Atkinson So one of the things that I have started doing is trying to make small habit changes that have a domino effect. And looking for these opportunities. Now I'll tell you one that's really worked for me and that is making one outbound, personal video. And at least one. And so what I'mdoing is I'musing an app called a Soapbox and I can record a short little one or two- minute video and I can put it in an email and I can send it. To reactivate customers, chase down that invoice, is to get people to accept their proposal, or like you invite you to be on my podcast. Right? So I, my goal was to start doing more videos cause I'm a human-to-human marketing guy. Right? And nothing says you're more human than you see my, you seeing my face and saying, “oh yeah, it's Marshall” -- I’m that kind of guy. So Sarah, do you do anything like that where you set a small goal and try to work it and create a new habit? Sara Webb Yes, absolutely. So one of the things that I keep, I have it posted on the front of my computer, reminders on my computer is the 1% rule. So I have to do 1% better than everybody else. And it's, it's 1% -- 1% that's going to set me ahead from everyone else. So I don't know if you were like me, but as a kid, I had to have braces, so I had braces and it straightened my teeth. I didn't wear my retainer. I was in college. Guess what? I was like, I don't want to have messed-up teeth. When I go out into the workforce, I'm going to have braces again. So I wouldn't have a full set of rights in college. Again, the second time I had to pay for them. So I didn't wear my retainer again. So in 2020 or 2021, I went and had to again, go back and get Invisalign. The point of that story is if I just want my retainer every single day, then my teeth wouldn't have been out of alignment. The same is true of all of those individual actions that you're taking on a daily basis. 1% more responding back, and you know, having some of the tools in place and the processes, I think what was different from us, looking back, working out of my home versus working. Where we are now is now we have more people. And one thing that I didn't do well, in the beginning, created processes, create standards, and really leverage technology. Mostly because there wasn't that much business. It was all in my head. I was very competent to keep orders in my head and quotes. I would like a stack that I would go through every single day, but as we continue to grow and more, I needed more of that definitive “This is what I need to focus on today”. So I still use a handwritten planner, all my TPG friends out there know because we had a class about this earlier this year about how I have to organize and set myself up for the year. But it's a legit handwritten planner. That I have, and I include, you know, the books that I'm going to read for the month, for the quarter, for the year. I include what is the new skills training that I need to focus on. This year it was odd, you know, learning all of this SEO stuff because even though I'm not going to do it, I need to know enough about it on how to measure it. And what am I measuring? Next year, I really want to get into Adobe because to your point, everything is moving to video. So I need to understand how to change and it. I'm not going to be the person that does it, but I need to know what questions to ask and the framework to ask them. So, you know, responding back to those emails, having that list of what you're trying to focus on, and to your point, just setting that goal for yourself daily, where it becomes a standard and much more than just a habit.
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