132 - How To OutGrow Your Garage

In this episode, Jessi Burg shares her passion for helping small trades and service businesses identify what they want in order to establish a strategy to achieve their goals.  She offers self-guided online business courses that provide the tools and resources needed to manage your growing business.

Jessi is the founder of Outgrow Your Garage. She received her Bachelor’s Degree from St Lawrence University, and her Master’s in Environmental Leadership from Naropa University. She built Outgrow Your Garage around her passion for accessible, affordable learning and inclusivity in the business world. Before Outgrow Your Garage she ran a landscaping company for 5 years, and as a result she believes that the trades and services are often left behind in policy, business development, and education. Founding Outgrow Your Garage is helping further her advocacy work for those areas using her personal experiences and steadfast passion for small business support

To learn more, visit www.outgrowyourgarage.com

Offer:
Use promo code Blissed50 to receive 50% off her online courses.

In this episode we cover:

00:03:40   The Big Picture
00:05:43   A Starting Point
00:08:49  The Right Questions
00:10:37   Resources
00:12:20   SBDC
00:14:16   Choosing The Right Support
00:18:09   You Get To Decide
00:20:46   Planning For The Future
00:22:33   Your 4%
00:26:06   Virtual Co-Working

Thanks so much for tuning in again this week. I appreciate you  🙂

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Special thanks to Jessi Burg for being on the show.

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Chapters

• 3:40 The Big Picture
• 5:43 A Starting Point
• 8:49 The Right Questions
• 10:37 Resources
• 12:20 SBDC
• 14:16 Choosing The Right Support
• 18:09 You Get To Decide
• 20:46 Planning For The Future
• 22:33 Your 4%
• 26:06 Virtual Co-Working

Transcript

Did You Know  0:02  
Did you know that it may cost up to $15,000 to replace a frontline staff member? 

Intro  0:08  
Hello, action taker! Welcome to Live Blissed Out. A podcast where I have inspiration on informational conversations with business owners and subject matter experts to help you get the scoop on a variety of topics. Tired of hesitating or making decisions without having the big picture? Wanna be in the know? Then this is the place to go. I'm your host Marisa Huston. Helping you achieve bliss through awareness and action. So let's get to it. In this episode, Jessi Burg shares her passion for helping small trades and service businesses identify what they want in order to establish a strategy to achieve their goals. She offers self guided online business courses that provide the tools and resources needed to manage your growing business. Jessi is the founder of Outgrow Your Garage. She received her bachelor's degree from St. Lawrence University and her master's in environmental leadership from Naropa University. She built Outgrow Your Garage around her passion for accessible, affordable learning and inclusivity in the business world.  Before Outgrow Your Garage she ran a landscaping company for five years, and as a result, she believes that the trades and services are often left behind in policy, business development and education. Founding Outgrow Your Garage is helping further her advocacy work for those areas, using her personal experiences and steadfast passion for small business support. To learn more visit www.outgrowyourgarage.com. Use promo code blissed50 to receive 50% off her online courses.

Disclaimer  1:40  
The information opinions and recommendations presented in this podcast are for general information only and any reliance on the information provided in this podcast is done at your own risk. This podcast should not be considered professional advice. 

Marisa Huston  1:52  
Jessi, welcome to the show.

Jessi Burg  1:53  
Hi, I'm excited to be here.

Marisa Huston  1:55  
Yeah, me too. I'm excited to have you back. We are going to be talking about something that I believe is going to help a lot of business owners. I would appreciate it if you could share what we are talking about and how it can help our listeners.

Jessi Burg  2:09  
Yes, last time I was on a show we were talking about my landscaping business. And since then I have launched a new company called Outgrow Your Garage and the focus of that is to really help business owners who were just like me in that landscaping business where I was trying to figure out how to hire and I was trying to figure out how to run my business. I was trying to figure out how to factor in weird things like the price of gas when the amount of driving I was doing was different every day, and how do you put all those things in your budget? And so Outgrow Your Garage, really works with business owners to find a starting point for all of these weird questions you have that are specific to your business, but also really common to tons and tons of small businesses across the board. So we're talking about, oh god, how do I find a starting point when I have so many business problems, and I don't know what to do?

Marisa Huston  2:57  
And I'm sure that any business person, particularly a small business, can relate to exactly what you're saying. We struggle with so many things that many times we don't even plan for. You know, you're starting a business, you're good at what you do, you're excited to share your knowledge and expertise with your customers but you don't really realize all the intricate things that you have to consider. And there are so many. And then as you dive into it, you're faced with these challenges, and you have no one to talk to most likely. And what happens is we revert to doing it all ourselves. And that is when everything starts to happen. You start to really get frustrated and wonder, did I make the right decision?

Jessi Burg  3:40  
Exactly. And one of my favorite business companies, I know is called Delta Awesome. And one of the things that they say a lot about business owners is that you have to wear all of these hats. You have to be the visionary, you have to be the person who handles process, you have to be the person who handles wrap up, you have to be both detail oriented, and you have to be able to look at things in the big picture. And as a single person, nobody really has all of those skills. Like, I'm great at vision, I am lousy at attention to detail and follow through. I have to hire for that. That's my key to having a successful business. Other people are going to be really good at those detail oriented piece, but struggled to figure out what that vision is and know exactly where they're heading. Because one of the examples I really love to use is residential plumbers. If you are a residential plumber, you need to know in your head, every plumbing system that was in your area for the last 100 or 150 years, depending on how long your area has even had indoor plumbing. That doesn't leave a lot of space in your brain to figure out the intricacies of what are the hiring regulations in my area? Or how do I understand exactly how to do sales tax or market my supplies? Or understand what long term planning needs to happen for your business.

Marisa Huston  4:53  
Absolutely. There's a couple of things you mentioned there Jessi. One is the part about hiring for help. You can't do it all alone and so you have to identify essentially what you're good at, and then bring people in that are better than you in other areas, so that you keep your sanity. That is absolutely key. But then the other piece of it is people tend to shy away from hiring, for many reasons, but primarily because of fear. Like, they start with a certain budget in mind. Okay, this is how much money I have to start my business off. And they're afraid that if they hire help, that that money will run out before they get to the point where they're actually growing to the level that they need. And so there is this delicate balance that they have to consider and it can be very off putting and scary for people.

Jessi Burg  5:43  
Yeah, absolutely. One of the things I really like to focus on without Outgrow Your Garage is taking these big, scary problems, and providing a starting point, right? We can figure out so many things if we just know where to start. Because that's a lot of times the problem. You're like, I have this list of questions, I don't know how to find the answers. Sometimes I don't even know what the questions are. And hiring is a great example of that. I was very startled to discover, when I hired my first person in Colorado, that I had to file a form with the state, in order to hire. Tell the state, I have hired this person, here's what I'm paying them, here's information about them. And that wasn't something I had to do before. And so I was like, Oh, so you don't know that? You don't even know that you don't know that. Because that might not be a thing you've ever had to do before. And so with hiring, I think it is a little bit of a chicken and egg situation where you have to figure out how to afford it but you also have to figure out what you need. And that, to me is always a good starting point is what do you actually need? Do you want to hire a person? Or do you want a contractor to help come in with some of the skills that you're not going to learn? And so a great example of that as a bookkeeper. Most business owners, unless they haven't started a bookkeeping business, but a lot of us those intricate details of exactly how your finances work, you don't want to know all of those. You want to know the broad level stuff of am I making money? Am I not making money? But you don't necessarily want to go in and reconcile your bank account and keep track of every single individual transactions. You want somebody just give you the high level answers. Great, you can outsource that to a bookkeeper. They're a contractor. That's their specialty. But if you are a photographer, it's gonna be really helpful to you to bring on a person who understands how your business works, who understands how you work that can come with you to weddings, or special events or work in your studio, who can help you with the actual on the ground work. And so those questions of what do you actually need is a great starting point for hiring, because then you can figure out what the cost of that is. Is it a contractor? Are they a hiring person? Are they a W-2 employee? What are these different pieces. So we have a hiring course that's online that you can work through in pieces that really delves into all of that. It gives you those starting points for all the pieces. But the main focus is really on, what do you need and how much do different options cost? And we have an entire spreadsheet. And if any of your listeners want to check it out, there's actually a free worksheet that's on our website as well, that just kind of goes through, here's the cost of hiring. What is the starting point in terms of dollars?

Marisa Huston  8:12  
Yeah, so basically asking the right questions, understanding what your expectations are for your business, where you want to go. So having some sort of a plan, but then you have to execute on that plan. And that is where you come in. Where you really guide people. Because we all know there are resources out there, but what's beautiful about what you offer is it's a one stop shop. It's really a place to go to get answers, to get help in different categories. You're not jumping around, trying to figure out okay, who am I going to talk to for this? And what about this? Let's face it. We as business owners don't have time. That's a very valuable resource. So we need to be able to just get what we need and go.

Jessi Burg  8:49  
Absolutely. And I like to think about what we do as an hourglass. We are the center of that hourglass. Business owners have all these questions and all these concerns. And some of them are operations based, some of them are marketing based, some of them are sales based, some of them are other random things that are industry specific. So you're going to be paying attention to what are the latest and greatest trends in your industry, is this new technology? All of these different pieces. And so we filter, what are the important questions in a very specific topic, whether it's hiring, whether it's sales. Our last course was on client communication. How do you set up your client communication and build templates in advance? So all of those pieces. And then once you work through our course, then you get this list of resources to be able to delve in deeper. Because fundamentally part of growing your business is asking someone who specializes in that one question. So once you identify the important question in whatever topic you're thinking about, then you can go and you can talk to a bookkeeper or a social media expert, or a hiring firm to help you with recruitment or putting a job description out on indeed or whatever that next step is. And so that's something that I think is really important too. When you are doing your business learning is, if you go to a training, you need to have a next step. And it doesn't really matter what that business training is, because we've all had the experience of going to a conference or going to a workshop and going great. I learned all this information. What now?

Marisa Huston  10:14  
That is so true, Jessi. You almost feel like you had the appetizer and not the main course.

Jessi Burg  10:21  
Exactly. And so I think it's really important that anytime people interact with our programming, it's, here's your questions. Here's your next steps.

Marisa Huston  10:29  
Yeah. And I was thinking, as you were saying that. Do you specialize in helping Colorado businesses specifically?

Jessi Burg  10:37  
We can help businesses anywhere in the nation We really specialize in very small businesses, think less than five employees, and especially ones that are in those service industries. So what I really like to work with are companies that are one person, maybe two people, they're trying to figure out all the operations that they're doing within their own business and they're having trouble finding resources, because they are a service based business. And when I say service based business, I mean, anybody who has to hire in order to expand, they often can't do their business remotely, they often have to do some estimate or project scope or unpaid work before they get any paid work, and their business can't really be automated. So that could be anything from your skilled trades, like plumbing, and electricians, and HVAC people, into your services, your house cleaners, and your delivery drivers. But also anything like graphic designers or photographers or pet sitters. These businesses that have really common problems, but they don't get talked about a lot because you don't scale super well. You can't have that exponential hockey stick growth that you see in the startup world. There's only so big a photography business is ever going to get.

Marisa Huston  11:53  
As you were seeing that too. Let's say you were focusing on Colorado, every single county, for example, has their own regulation. So if you live in Arapahoe versus Denver versus Douglas County, that in itself requires you to understand some of the regulations within that county. And so you can't just assume that general rule of thumb for a business is going to apply to what it is you're trying to do where you're at.

Jessi Burg  12:20  
Exactly. What I want to do is be able to give people a list of questions that they can then take to an expert in their area. And I love to point people towards their local SBDC office, which stands for Small Business Development Council. And there's one in often every county or region in the United States. So no matter where you are in the country, you can call your local SBDC office and say, Hey, can you give me a list of things I need to do to hire in this area? Can you tell me how sales tax works in this area? Can you tell me this thing that is area specific, and they have these really cool one on one mentors who will be able to help you through that program? And so I love that as a free starting point for, you have this list of questions you got from Outgrow Your Garage or another workshop. What do you do with it? How do you find local information? And you can go to your SBDC anywhere in the country and they'll be able to help you. 

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Marisa Huston  13:51  
Would you consider Outgrow Your Garage, your first level of information where it's like a community a resource center, a learning place where you can gather information, ask questions, understand what it is you want to do, and then from there, Outgrow Gour Garage helps the business decide okay, now who do I need to reach out to? Who's a professional that I need to help me with x?

Jessi Burg  14:16  
Absolutely. I really think of Outgrow Your Garage as the place to identify the question. You don't know what you don't know. And you have to find that starting point. Outgrow Your Garage can walk you through here is the starting point, here are your next two steps and then you're going to go somewhere else to get more specific information, so that when you go talk to a bookkeeper, you have this list of questions, you understand exactly what your business needs and we have this really cool handout about how do you know if you want to work with that bookkeeper? Because I think that's a thing a lot of small businesses struggle with, is how do you work with somebody who has a skill you don't have? How do you know that that person is going to have your best interests at heart and work with your business in a way that serves your business? We all have heard the horror stories of I hired the wrong accountant. Now, my business is a mess financially, we've been taken advantage of, I don't know how we got in the situation, and I don't know what to do about it. I want to avoid that situation for businesses. And a lot of that is really knowing what does success mean with this relationship, with a contractor? What are the metrics? What are the expectations that you have and how much communication do you want. so that you can keep track of those things? I love talking about bookkeeping, because it is a really scary big thing for a lot of businesses. But if you can identify, what do you need as a bookkeeper? What are your personal expectations? How much communication Do you want? What's your budget? What are the things that you want to see? How often do you want reports? How much explanation do you want from your bookkeeper? If you can come in with all of those questions up front and know what your expectations are, it's a lot harder for somebody to come in and say, don't worry, I'm just going to take care of it. You never want somebody who tells you, they're just going to take care of it. You want to know what's going on in your business. And so making sure that people have that list of questions. And also a good idea of is this someone I want to work with? I know some really spectacular bookkeepers who are excellent at their job, but I don't want to work with them because they don't mesh with my personality.

Marisa Huston  16:20  
I was thinking that exact thing. For example, let's say you were looking for a coach. There's so many coaches that make a lot of promises about how they're going to help you. The reality is they specialize in different things and to your point, they have different personalities. And I've heard lots of people say, I thought this person was going to be able to help me that after I hired them and paid 1,000s of dollars for their service, because they're not cheap, I found out that I made a mistake. Like, it wasn't necessarily that they were not good at what they did but it wasn't right for me. And in fact, when I make referrals of people that I know that are really good at what they do, I typically will give the individual maybe three referrals. Because I am not the right person to make the decision as far as who is a good fit for them. They should make that decision. And so if I refer 3 really great people with three different personalities and areas of expertise, then I know that that person can interview them, have a conversation with them and get a better sense of whether or not one of those will be a good fit for them.

Jessi Burg  17:20  
Exactly. And so really thinking about when business owners are interviewing people to work with, do you want to work with this person, should be one of the most central questions.

Marisa Huston  17:32  
Oh, absolutely. And again, it's one of those things too, we don't think about. When you're in the weeds of your business and you need help. Let's say we'll go back to your example of a bookkeeper. Your first instinct is to just post something on Facebook or call a friend that you trust and say, who's your bookkeeper? But their bookkeeper may not necessarily be right for them. They're perfect for their friend. But is it the right fit for what you're looking for? And that's the really important consideration that many of us miss. Part of it is because we're in a rush. We're just like, I need a bookkeeper. My friend says this person's good. Okay, I'm just hiring them. And then they get into it and realize, mmm I should have given some more thought to this.

Jessi Burg  18:09  
Yeah. And I think as business owners, one of the things I like to say a lot is it's your business, and you get to make these decisions. And I think we forget that sometimes as business owner. It's okay to fire a client. It's okay to say, I think you're great at your job but I don't want to work with you. I think it's okay to say what you do is amazing but that's just not in my budget right now. Those are all things that you get to decide, because it's your business and you get to make those decisions, you get to set the direction that you're going in. And I think it's really hard to own that sometimes. Because you know, there's so much you don't know, on the business side, regardless of how much you do know, on the service side. And so you want to make sure that you are thinking about what is it that you want out of your business? And we want to make sure that we're covering that. If you want it to follow somebody else's direction, you'd have a job.

Marisa Huston  19:00  
Exactly!

Jessi Burg  19:01  
You wouldn't be running your own business. And so we run our own businesses, because we want that control. And to be able to say, this is how my schedule works. This is the values my business holds. These are the people that I want to work with. That's why you run your business. Keep that in mind when you talk to people.

Marisa Huston  19:15  
I'm so glad you pointed that out. Because it's a mindset thing too. Think about it if you were to go shopping somewhere, and you are spending money just like you would as a business owner, when you hire somebody, you're spending your own valuable money and investment towards something, right? Let's say you go to a restaurant and the food isn't good or the service wasn't good, or the way they manage the entire process wasn't to your expectations, you're likely never gonna go back there again, you're likely not going to refer that place to other people and you feel empowered to say, mmm it wasn't right for me. But yet when we run our own businesses, we don't think of it from that perspective. We almost feel like we have to do stuff. And to your point. It's your business. You create the business that you're looking for and the kind of business that you want to provide to your customers, you know. Cause, perhaps there's a gap out there where customers are not getting something and you're able to provide it, and you can create that for them.

Jessi Burg  20:07  
Absolutely. And that's a huge part of running your business and thinking about what is it that you want? 

Marisa Huston  20:13  
Such a simple question. But it's something I think a lot of us don't ask as business owners. And that's why I love what you're doing here. Because, it's a place for people to start. This is the place where they can ask those questions, where they can really understand what they should be asking. Because that's the other thing, sometimes we don't know what to ask. And so having a place to go to identify exactly what you want, get that clarity, and then be empowered from there to say, okay, now that I'm clear on what exactly I want to do, now I can go out and get the help that I need.

Jessi Burg  20:46  
Exactly. And we put together a course on pricing, and it is really service based pricing, how do I think about how much to charge for my services? And a large part of that is how do you plan for the future? How do you build in something that you want a year from now into your pricing today? And that's a huge question. And a thing that a lot of business owners really struggle with is how do you make those decisions of it's my business, what do I want and what do I want next year? Because if you're not doing that planning of what do I want in the future, you end up really stuck in this day to day grind. And we get really lost in that day to day grind. And so a lot of what I really like to do with Outgrow Your Garage is pull people's head out of that day to day grind. Because you have to think about the bigger picture of your business. What do you want in a year? What do you want in five years? What is all of your operations working and serving your business? Are there places that you're really burning time and energy that you don't need to be burning time and energy. And firing clients is a huge part of that. I love the expression firing clients because sometimes you do have to do that. Sometimes there are people who say, I want this thing and you're like, that's not what we do and that's not a reasonable expectation. One of the things I used to say a lot in landscaping to my staff was, we like to help people. but we are not the help. And that was an important distinction, 

Marisa Huston  21:57  
Oh, I love that. There's such joy as a business owner working for a client that you just love to work with, because they not only get you but you're able to really put out the best that you're capable of essentially. These people are respectful, they pay on time, they love your work. It's so inspiring to work with clients that are a right fit for you. And I think as business owners, we're so pressured, I guess, to serve every single person, because we're concerned about growing and being able to pay the bills, and there's just a lot of costs upfront. And so trying to balance that, I think and having a place to talk about that is so helpful.

Jessi Burg  22:33  
Yeah. And you can't serve everybody, one of my favorite business development programs that exist in the world is called the Rocky Mountain Microfinance Institute. And they are Colorado based. And they work with entrepreneurship as a method of increasing class mobility. And so their specific goal is to take people who don't have a lot of money, help them start a business and use that as a tool for literally pulling yourself out of poverty. And I think it's just an amazing, amazing organization. And one of the things that they talk about in their lunch programs is this idea of you have to identify your 4%. You can't serve everybody. So of all the possible people you could be serving, you're really only going to serve 4% of those well. And so what is that 4% of the market that you want to be working? Who are they? What do they do? What are their values? And if you can identify that, then suddenly everything gets a lot easier. Because you want to be able to say no. Here is what we do, here's what we like about it, here's how we operate and everything outside of that is just not our purview. Here's another business that might do that better.

Marisa Huston 22:41
It's so empowering. And just hearing you say that, I think is helpful. We need that validation. We think that maybe there's something wrong with us. Like why am I unable to do this, I mean, it's my job to help people and this individual is just not fitting my vision of what I want to do in my business. And then you feel guilty for not being able to help them. I love what you said is that, you could also refer them to another business, who'd be more than happy to help them because it's a better fit.

Jessi Burg 23:57
Exactly. And not everybody is the right fit. And I always think about this week, I bought a new house. And so we had to get a propane provider. And there are two propane providers in my area. I live out on the western slope of Colorado. And one of them has a national propane company and the other one is local. And so the local one is a little more expensive and they were supposed to come yesterday to fill my propane, but their driver had a family thing that cropped up and he had to call out for the day. And they're a small company so they didn't have another driver. So they had to push our propane filling back to today. That's great for me. I love supporting a company that has these family values, that money stays locally in my community, they communicated with me about what was happening and all of those pieces worked really well for me. The previous owners of our house went with the national company because it was a little cheaper. So their goal was to go with the cheapest one. But my goal is to support money in companies that stay within my community and spend my dollars locally. So neither company is better than the other one. It's just about what I want to support with my dollars. And so as a business that same thing is true. Not everybody is going to make choices the same way.

Marisa Huston  25:01  
Yes, I completely agree. And I think the same way you do. I would be more than happy to support a business that's local that I know is going to be upfront with me. And there's so many benefits to that.  Like I love being able to talk to one individual rather than getting bounced around or transferred to other states or wherever. And then I have to repeat myself over and over. They know you by name. There's a lot of different pros and cons and that's why it's so important to go back to what you said. Which, in a nutshell, when I think of Outgrow Your Garage, it's kind of like a place to meditate to give time and attention to your planning and expectations up front so that when you take action, you're empowered, you have all the tools you need. It would be like trying to build a table with no tools. And a business is really that thing for us. It's our baby. We care about it so much, because it's what's going to put food on the table and help us grow and do the things that we dream about. I think that piece where we take all the considerations upfront, we tend to overlook that because we're just go go go. I gotta go to this house and fix this and we don't spend enough time really analyzing what we want.

Jessi Burg  26:06  
Yeah, and one of the pieces that I love that Outgrow Your Garage does too is we have these virtual co- working sessions. And they happen virtually on purpose. Because our demographic is people who are all over the country, but who are often working by themselves. One of the loneliest parts of being a business owner and the hardest part for a lot of us is, you have any peers in your business so you need to find connection with other business owners. And not everybody has that. You have to build that community. So, OutGrow Your Garage has these virtual co-working sessions twice a week where business owners can come, they bring whatever they're working on in their business, we have these deep focus sessions where they say, this is what I'm going to work on and then you can go into it. But also, if you are looking for community to troubleshoot an issue, then that space is there for you to say, I'm trying to figure out this weird pricing thing and I need another head to think about it with me and I need that head to not be somebody that I'm paying and I need it to be somebody who understands how my business operates. And so you can have those kinds of conversations within our community, which I absolutely love is being able to watch people troubleshoot the pieces. And it doesn't matter if they're working their way through one of our courses, whether they're just bringing other pieces from other businesses. You just got to have that support of knowing your problems aren't just yours. Other people have comparable problems, other people can help talk you through it, you get to build that community.

Marisa Huston  27:22  
Yeah. And getting different perspectives too. It's hard for us to see outside of our thoughts because we're by ourselves, and we think we're alone. And you're right. Every problem that we're faced with somebody's already solved them in your industry and elsewhere. And just having a place to talk about it is very, very helpful. I really love the fact that you've created this community, providing resources to service businesses to help them overcome all of the struggles that they typically go through. How do they get a hold of you Jessi and learn more about what you offer?

Jessi Burg  27:52  
Our website is www.outgrowyour garage.com. We're also on LinkedIn, we're on Facebook, our co- working sessions are listed on Eventbrite and our hosting platform for our online courses is Teachable. So, if you happen to be perusing the teachable website, you can find us there as well. And then if any of your listeners want to check out our courses, they can use the code blissed50. So blissed like Live Blissed Out podcast, 50, five, zero for 50% off any of our courses. You can go and check out what we got.

Marisa Huston  28:24  
Oh, thank you, Jessi. That's so generous of you. And I am sure that people are gonna appreciate that, particularly when they might be listening right now going, okay, I need help and I just don't know where to go and I didn't know this place existed and now I have a resource and I'd like to check it out. So Jessi, thank you for sharing that with our listeners and for being here today.

Jessi Burg  28:44  
Absolutely. As always, I enjoy coming to talk to you.

Marisa Huston  28:47  
Same here! 

Outro  28:48  
That's a wrap for this episode of Live Blissed Out. Thanks to Jessi Burg for joining us and thanks for listening. If you have a question or comment for a future episode, all you have to do is go to www.speak pipe.com/lbovm or click the link in the show notes to leave a brief audio message. If you find value in our show please visit www.liveblissedout.com to reach out, subscribe and share on social media. This show is made possible through listeners like you. Thank you. So long for now and remember to keep moving forward!