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Episode 306 | Jam Session on 5 Ways You Can Invest In Your Business

Dannie Fountain

Today Dannie and Caitlyn are having a Jam Session on 5 Ways You Can Invest In Your Business.

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Episode 306 | Jam Session on 5 Ways You Can Invest In Your Business

We believe in accessible content and that anyone who wants to learn from this content should be able to. In order to support this, we’ve had every episode of Season 4 transcribed. The transcriptions are available at the bottom of every episode blog post.

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Episode Transcript - 5 Things to Invest

 

Dannie Lynn Fountain: [00:00:21] Hello and welcome back to the side hustle gal podcast. Today you've just got me in Caitlyn for one of our favorite jam sessions to date. We're going to be talking about the five ways that you can invest in your business, and we're going to talk about some of the things that we've invested in and how they have or have not worked out.

So grab your tea, grab your coffee because we are spilling it. Let's dig in.

Caitlyn Allen: [00:00:49] Yes. Okay, so here are the five things we're going to talk about. We're going to be talking about conferences. We're going to be talking about tools that we use in our business or don't use in our business anymore. We're going to talk masterminds and coaching. We're going to talk courses, and then lastly, retreats.

I am so excited to talk about these five things because. Guys you can make or break or, well, some of these can be great investments and others can be not so great investments and . We've both learned the hard way with some of these. So Dannie, what do you want to kick it off with? 

Dannie Lynn Fountain: [00:01:31] Let's kick it with courses, because while you were talking, I opened up my Trello board that has all of the business courses that I've bought linked with the logins and everything.

Caitlyn Allen: [00:01:43] I do that one by asana board. 

Dannie Lynn Fountain: [00:01:47] So I have one, two, three, four, five, six, seven, eight, nine, ten, eleven, twelve, thirteen, fourteen courses that I have bought in. The past probably three or four years. Um, and of these 14, I can honestly say that I have finished three. Um, so the three that I have finished, the first one is the bee free Lance.

Uh, business practices course, unfortunately be free. Lance no longer exists, which really sucks, but they had like a business practices course basically teaching you how to be the chief executive officer of your own business. That was amazing. I loved it. Um, I took Squarespace design guilds, custom CSS tricks for Squarespace course, and it's been amazing.

I mean, probably a good. Third to a half of my Squarespace website is CSS. So loved that course. Completed that one all the way through. And then I took the shareworthy designed course by spruce road. This is a course that's been updated a few times since it first launched, but it's amazing for talking about creating a InDesign and Photoshop and Adobe illustrator products for your course.

And I've used this course to design all of the PDF. Um, that I use for my digital downloads of my website. So those three courses have been great. Other courses that I've invested in and not finished include three courses from Jenna Kutcher, no shade copywriting for creatives. Uh, the winning creatives way, which I think has a course like from back in the day from Christina Scalera, um, own it Academy.

Which I don't even know what this is. When I click on it. Oh, that's Jessica Razatos course, which has since been updated, and I have finished the new verson. Um. Oh, the love inspired shop site school, which teaches you how to launch an online shop. Never finished that bad boy. And then I have like four courses from tin, creative collective now boss project, I think, um, none of which I finished.

So Caitlyn, what about you? What is your course library look like and where are you at? 

Caitlyn Allen: [00:04:16] Okay, let's not talk about it. No, I'm just kidding. So I am the person who buys the like. Bundles cause they're cheapest. Hell. Um, and I, yeah, I don't feel like I've finished ever any courses. Um, okay. I lied. I was a beta tester for, um, Vanessa kines tailwind or Pinterest course.

That one is freaking bomb. Um, and I have to say like, that is one of the best courses that I've ever been in. Mmm. Aye. What other courses? Currently I'm in one right now. I'm learning, um, about being a COO of your business with Kristin Kaplan. That one is phenomenal and I will finish. Um, but this one kind of ties into coaching, which, um, we'll talk about in a little bit, but this course specifically has coaching alongside of it.

So that's been really cool. Um, and then the only other course that I've really. Taken time to pay attention to was the, when your welcome sequence by, I think it's Aaliyah Walker. I think that's how you say your name. Um, which has been gold, especially as I'm helping my clients write their welcome sequences.

But outside of that, I have a lot of different ones and I have to say, I love having the variety of courses I have because even though I'm not finishing them, like I'm not sitting down and watching them like. Here's the, all of the course, finish it. I am going into each course for specific things that I'm looking for in my business at that time, or one of my client's business is at that time.

So that's why I like it. Like buying the course toolkits and of course bundles. Um, just because there's options and let me tell you, not every course is created equal cause I've seen some bad ones. So. I guess that kind of ties into, uh, a couple of conferences that we've been to. Um, so I am not going to be, I'm not going to share which conference I, um, attended that did not feel, uh. I don't even know. How do I say these words, Dannie. 

Dannie Lynn Fountain: [00:06:38] It didn't pay off. 

Caitlyn Allen: [00:06:40] It did not pay off. 

Dannie Lynn Fountain: [00:06:41] The investment didn't pay off. 

Caitlyn Allen: [00:06:42] Right. Um, there are so many moving parts to a conference that, um, if you're just, you know, a normal person with normal dietary restrictions and nothing like too important, um, it might not be that big of a deal for you, but, Mmm. I have a gluten allergy. And so something that is really important at a conference, especially if you're spending over a thousand dollars to attend a conference, not included , you know, lodging or anything like that. It's your, that you have food if the conference includes food. Um, so for any conference people out there, Dannie, I know that you are. About it so much is that you have to be dietary, inclusive. Um, and when you tell your client registry or you're not client, your registrants that it is dietary inclusive, you better back it up. So, um. Yeah, that was one of the biggest things that I saw at a conference was it just, it didn't, at the end of the day, the amount of money that I paid for that conference didn't, I didn't really learn that much and I didn't really get a lot out of it.

Um, I do have to say I've made some great connections, but that's on you to make, make sure that you're making connections. So if you do find yourself at a conference where you're like. Man, I'm not learning anything or this is just not a good time. The the least, they're the best thing for you to do is to just make really good connections while you're there.

Dannie Lynn Fountain: [00:08:16] Love the connections piece and love the dietary piece too, because frankly speaking, I don't want have a dietary restriction other than like a lactose intolerance, but that's easily avoidable, avoidable, 

Caitlyn Allen: [00:08:29] or can you just take a pill for it.

Dannie Lynn Fountain: [00:08:30] Yeah, but there's nothing worse than leaving a conference and still being fucking hungry because there's been like no protein options because they're trying to be.

Like healthy, I'm all for healthy food, but like, I need protein too. So in terms of conferences that I loved and, or regretted, um, if you follow me on Instagram, you know how I feel about creative at heart. We don't need to rehash that. But long story short is if a conference is not diverse, it ends up on my bad list.

Um, conferences that I've loved. The one conference that I keep going back to year after year and recommend to everyone, even if they're not Latina, is we all grow. Uh, the price point for we all grow is incredible for what you get the swag for. We all grow as hands down the best swag I've ever gotten from a conference.

Caitlyn Allen: [00:09:26] Dude swag was fricking killer. Like that swag. 

Dannie Lynn Fountain: [00:09:31] Yeah. Like we're talking doves entire product line. Neutrogena's entire product line. Like, I haven't bought toiletries in four years because of this conference. Um. The swag is amazing. The event is amazing. Ana knows how to produce an event with quality education.

She rarely, rarely, rarely repeat speakers. Something like 5% of her speakers are repeats. So it's a conference you can keep going back to year after year and love. Mmm. I also really loved Aluma tree. I attended a Loomer tree during a time in my life where I was ready to pivot. It's a very intimate retreat.

It's only 12 people. Um, and it felt like a mastermind, even though that was not what it was supposed to be at all. But it was amazing. And also, if you're a photographer reset conference. I do not know how Rebecca makes reset conference. So affordable. Like we're talking, it's sub $600 every year. I'm pretty sure.

Um, I've spoke at it three years. I spoke at a 2017, 18 and 19. It is incredible. There's opportunities to get one on one time with your favorite speakers. The party is great, the education is amazing, and they don't have too many sessions running at the same time, so you don't feel like you're missing out on content?

Because I pay to go to a conference sometimes and I can only attend a third of the content because there's four breakouts running at the same time. Reset. Uh, it's pretty good about that. And all of those conferences that offer the video downloads of the speakers pay for that upgrade. Like if it's 50 bucks, a hundred bucks to pay to upgrade for that, pay for the upgrade, and then set aside time in your calendar for professional development time and watch those keynote because for 50 or 75 or a hundred extra dollars, you're.

Tripling the value of your conference ticket because you're getting all of that breakout content you missed because you were at other sessions. 

Caitlyn Allen: [00:11:36] There's one conference that you didn't mention that I don't think you've attended, but the, I've heard really great things about, I can't really talk about a lot cause I'm only attended one conference.

Um, but I think I, uh, you know, after one I lost my, uh, . Lost how I felt about them. No, I'm just kidding. Um. Is social media marketing world. Um, I heard that that's a great conference because the speakers there are not the same damn speakers as every time before. Um, it seems to be that a lot of the conferences in our industry specifically always have the same people speaking.

It's always the same people talking. Um, no matter what conference. I mean, we can look at, I mean. I feel like if you look at any of the conferences, they have pretty much the same lineup or the same keynote speakers. Um, and I'm just not here for it. Like, also, I want to hear from like some big names. So social media marketing world gives you some of those bigger, bigger names, uh, that. You might not see, um, at some of the smaller conferences. 

Dannie Lynn Fountain: [00:12:48] A couple of others on my bucket list too is ConvertKit's craft and commerce. I'm not a convert K customer, but I've heard amazing things about that. Um, inbound, which is great for marketing, I've heard and hustle con, uh, so you have to have made like 700.

And $50 million, maybe I'm on crack. You have to have made millions of dollars in your startup to be able to speak at hustle con. Like there's an income threshold to prove that, like all of the seekers are successful. Um, so all of the speakers at hustleCon founders of startups that have either taken on VC funding or bootstrapped to multiple million dollars, so I would love to attend that one as well.

Caitlyn Allen: [00:13:34] Yeah, and I mean, my bucket list conference is happening this August. Uh, no. September. I lied. Um, it's called the four B conference. Um, four by four. How do I say it? Four by, I think, um, Dannie is hosting a conference. Y'all, I am so excited. There might be a doughnut table. I'm sorry, say that again, Dannie.

Dannie Lynn Fountain: [00:13:59] Literally. Did not tell you to say this.

Caitlyn Allen: [00:14:01] You didn't. No, I'm so excited about it though. The speakers are bomb. The photographer is fricking awesome. She was actually on the podcast last season, almost said last episode last season. Um, I'm so excited to attend a conference. Like Dannie's, I'm not even just saying this because it's because it's Danny, like I'm, I'm honestly super excited to see the people who are speaking because  never heard of them or I have heard of them, but I've, I've never seen them on stage before.

And I'm so here for that. I'm so excited to see new people stepping up. Like, Oh, I'm here for it. So. Y'all go check out Dannie's conference. There's only limited seating. I'm selling this thing, but do it. It's going to be, it's going to be awesome. 

Dannie Lynn Fountain: [00:14:54] You're, amazing. We literally didn't even talk about this before we recorded and she just talked about it. I love you. 

Um, okay, let's talk masterminds and coaches. So I've invested in some coaches before and I like built my own mastermind with friends, but I've never paid to be in a mastermind. Um, so I'm the coaching front. I think that intersection of you pay for what you get and checking people's qualifications is really important.

I've had three separate coaches. One was for free because she was building her coaching business. One I paid four figures for, and one I paid five figures for. Um. The coach for me that's been the best was actually the four figure coach. It was four figures for six months of coaching. She changed my life, changed my business.

Um, I worked with her in 2016 as I was pivoting away from having a full time job and going full time and kicking off my speaking career. Um, so I think that they don't have to be the most expensive coach, but like credentials and fit. Are critical to, um, I probably would recommend the five figure coach that I worked with. To other people. If she was what they needed, I definitely wouldn't recommend the free coach. I don't know if it's because she was new and building her practice, but it wasn't what I needed. Um, and on the mastermind front, I like Megan MayDell and I, a couple of years ago, launched our own, and it was like 10 people.

Well, we like tried to screen for people, but because that was not our area of expertise, we didn't screen well enough. And so there was a really big spread in where people were at. So it fell apart within like eight months. I mean, eight months is a long time for a mastermind to last. But. Like, it could have been a lot better.

Um, so I, I've been really curious about paying for some of these paid mastermind programs, but I'm also not here trying to pay $40,000 for a mastermind when this is my side hustle. 

Caitlyn Allen: [00:17:12] Mm. Yes. So it's funny because I've never paid for a mastermind per se, so I was in a. Group, shall we call it, um, that had masterminds in it.

And that was a lot of fun. I learned a lot. That's how I met Vanessa kines and I was part of her beta program. Um, masterminds literally changed my life because Danniie invited me to a mastermind. I started my business. So like, masterminds are awesome. Just be cognizant that paid masterminds are great. But you can also do it with some biz besties that you meet.

I'm online, so you don't have to pay some crazy amount to do a mastermind. Mmm. And on the coaching front, I have not worked with a coach, um, ever before outside of the course that I'm doing currently, that has a little bit of coaching alongside of it. Mmm. We've. On the different teams that I've been a part of, my clients have worked with coaches.

So by default, I've worked with coaches, but I've never, I've never worked with a coach one-on-one. Um, and 

Dannie Lynn Fountain: [00:18:30] Mmm. Like a privilege question. Do you think that like because you grew up in the business space with like me, Rosemary, Jana, Rayna jelly in your corner that you never needed a coach? 

Caitlyn Allen: [00:18:43] Yeah, I think, I mean that's the one thing that I can say is because of the connections that I have, it's been, I've been privileged to go to you and ask you like, Hey, I want to do this potentially like a speaking engagement.

What do I need to do? Or like. Rosemary, you are doing all of these things. How could I, you know, pivot this way if I wanted to? Yeah. I'm super privileged to have like those connections, but you, 

Dannie Lynn Fountain: [00:19:12] do you think that there is a way that other people could. Get that same benefit early on. Cause I also think like investing in a coach on day one is a mistake. So I'm wondering, 

Caitlyn Allen: [00:19:24] I completely agree 

Dannie Lynn Fountain: [00:19:25] as a stop gap until you are in a place where your business is ready for a coach. Do you have any advice for people on how to build that? Like. Little pad that you had of established business owners that helped you 

Caitlyn Allen: [00:19:39] make connections like, seriously, I cannot stress that enough. Like the one conference that I did go to, I made so many good connections, like I still talk to. Trina a little, I still talk to, Mmm. Katherine McKinnis. I still talk to different people and the people that were at that conference happened to be, you know, Dannie and Joey was right. Right next. Dannie and Joey were both right next to me.

They both spoke at the conference and even through like with them, we made connections. Um, and so making connections and then. Asking people, but not asking too much. Like there is a difference between me going to Dannie and asking like, Hey, here's what I'm thinking here. Can you give me advice versus always going to Dannie whenever you have a question.

Like that's where you have to draw the line. You have to figure out how close are we versus how much can I ask type of thing. Um, it would be one thing if we weren't friends. All the time and talking to each other, and then just me coming to you, Hey, by the way, that would be odd. Um. I do find that coaching is super helpful depending on the type of business you have.

So for me, I don't feel like coaching is needed right now. The type of people I'm working with and what I do. Um, I feel very comfortable where I am. I'm not working on scaling my business to $100,000. Like, it's just like, it's not what I want right now. Um. So that's why I feel like coaching hasn't been necessary for me.

I'm, I'm comfortable at where I'm at in my business, but when you want to get somewhere that you've realized there's a gap, coaching is awesome. Coaching can be amazing. Coaching can man, it can really do a lot. Like you said, Danny, with the coach that you're talking about. That coach is pretty awesome. Um, and I know other business owners who have worked with that coach specifically, that have done really amazing things.

So I think for me, it's just not something that I, I personally have went out and like, tried to look for. Um, but I do appreciate business coaches and . I just, you gotta be careful because everybody is calling them a co themselves, a coach right now, and they're not like, find somebody who is actually a coach who has the knowledge, who has the, okay, but no, how to actually be a coach.

Dannie Lynn Fountain: [00:22:16] Yeah, I think so. The one coach that I loved and worked with was Raina Pomeroy and C's. The certified by the international coach Federation, which is like the gold standard of coaching certification. She's also, um, the, the, like. She was a social worker right before. And, um, she, like had done business coaching for Stanford and some other places.

So her credentials spoke for herself. The coach that you work with doesn't need to be certified, but if you're not sure what you're looking for, that's a great benchmark to look at. Mmm. 

Caitlyn Allen: [00:22:54] Also just one more thing. A coach gets you from point a to point B. The coach does not do the work for you. So if you're looking for somebody to do the work that is not a coach, let me be clear.

Dannie Lynn Fountain: [00:23:08] That's like a strategist or a yeah, something else. And you're going to need to hire a specific ones for specific points of your business, like a marketing strategist or a brand strategist. That's. A lot more segmented. 

Caitlyn Allen: [00:23:20] Yes. Okay. Let's talk retreats. This is probably one of my favorite things that I've invested in.

Dannie Lynn Fountain: [00:23:29] I think we should probably define it first, because I did say a little more tree, which is actually technically like a conference

Caitlyn Allen: [00:23:35] conference. 

Dannie Lynn Fountain: [00:23:35] Yeah. Um, so when we say retreats, I think you and I are both talking about when you get a group of business friends together and you get a hotel room or an Airbnb.

And you socialize, but you also work on your business. So a good example of this is first a few years running me, Caitlyn, Rosemary Watson and Jana Bishop, we all converged on Phoenix, Arizona for a long weekend. Like a Thursday to Monday, we'd get a hotel. Um, we'd socialize, we'd go to the pool, we got spray tans one time. Um, um, but we also. Talked business and we also talked about the parts of our business that were driving us crazy. We talked about the parts of our business that were broken and were not working, and we really worked to identify solutions together for our business that could help improve like where we were trying to go.

In terms of a traits like me, Caitlyn, Jana, and Rosemary. We all, for a couple of years running would get a hotel room and we would all converge on Phoenix, Arizona, and we would socialize, of course, and like talk about what was going on in our lives and swim at the pool and drink and eat food. But we also talked about

What was and wasn't working in our business. I mean, Caitlyn formed an LLC during one of these sessions. Jana completely rebranded and shifted from, I'm selling stabs back to selling presets. A lot of conversations like change their businesses from these these. Retreats that we were holding 

Caitlyn Allen: [00:25:15] or made them like my business was not even, it was like, Oh, this is a fun thing for a little bit. And they're like, no, dude, the thing, you can do it. Um, I think that's what I think of as the retreat. That, and then for me, what I think of as a retreat outside of like a mastermind type retreat is. Um, I have quarterly retreats with my clients. And so, um, me and my client and our team potentially depending on the client all get together into the room and we talk.

We just break down their business and we talk about all the different places in their business, all the different seats that are in the business, and like what we expect to see in the future of the business or what our goals are. Um. And that that is also, I mean, that to me is a retreat because it's, you're doing the work, but you also are finally getting that water cooler talk that you would never have had if you're team is across the country.

So I absolutely am here for retreats, but you also don't have to get super boujie with them. So like. You don't have to spend millions of money, millions of them. You can also do solo retreats. Like I know people like Tiffany Tyler, for example, will book herself into a hotel room solo just to get shit done.

Dannie Lynn Fountain: [00:26:45] So you can also do solo retreats, I think didn't Raina do. A thing on solo retreats. There's about doing like a holding solo retreats and why they're important. Um, so check out solo retreats too, and it's completely self-organized, like find an Airbnb that's the next town over. If you want, pack some snacks, go away.

So Caitlyn, let's wrap it up with a fifth topic. What's our last thing that we have. 

Caitlyn Allen: [00:27:13] My favorite thing tools in our businesses. 

Dannie Lynn Fountain: [00:27:16] Yeah, yeah, yeah. Um, so I'm, Caitlyn and I are very different in this regard. I. Have systems that I don't invest in them. So all of my systems are run on free platforms. Um, Google sheets for one. I used to be a big Trello fan, but I don't really use it anymore.

My business is completely run off of Google sheets, Google calendar, and the notion app. Which is like this crazy cool. Basically evernote on steroids with templates app that's on a iOS and Android and it's a website. So my business is completely run on those things. Tools that we love for the podcast Descript, it transcribes the podcast and you edit by backspacing words out of the transcript instead of having to like listen to the full audio, which is a really, really nice, Caitlyn told me about it and.

Max who edits these episodes has fallen in love over the past month editing this season. Mmm. I also don't even pay for zoom, so I use the free version of zoom. We're super strict about how long our podcast recordings could last because we use the free version and they cut you off after 40 minutes. So I think the only tools that I pay for on an annual basis are G suite for email. Squarespace from my website. And that's literally it.

Caitlyn Allen: [00:28:44] What about your email provider is G_suite. wait, but like how do you send like your biggie. Sorry. You use G suite to send your newsletters? 

Dannie Lynn Fountain: [00:28:54] Oh, no. I use mailchimp, but I use free version of Mailchimp. Yeah, 

Caitlyn Allen: [00:28:58] girl. Okay. 

Dannie Lynn Fountain: [00:29:00] Everything is free. 

Caitlyn Allen: [00:29:01] I again, I like, no, Dannie. I think we're very similar. I am a cheapskate, so I don't pay for much of anything. The only thing I pay for, so I use G suite, which I pay for.

Oh no. I pay monthly. Mmm. G suite. I use asana, but I use the free version. Mmm. I think one of my teams we use click up and we do pay for the premium version, but it's not me. Um, but I use asana in my business, which is free. I use flow desk, which is one of the only things that I pay for. And that's, you know, $19 a month or 29 depending on when you join.

Um. What else do I pay for in my business? Oh, stock photography. So that is something I do pay for. Um, because my clients need photos for different graphics that I'm creating. So I only can buy certain stocks subscriptions, though, because not all of them allow you to use. The photos for your clients as well.

So if you are using stock photos, Be, careful because it's not, you can't just use those stock photos any which way you please. No, no, no. Um, so I think that's, I think flow desk is kind of the only thing that I really pay for outside of, Oh and Squarespace, um, and like are hosting on GoDaddy or whatever. But. Trying to think if I pay for any other outside of stock subscriptions. I don't. I don't think so.

Dannie Lynn Fountain: [00:30:35] Hmm. Not bad. We both are pretty inexpensive in this space, which I love. I lied my favorite. Business expense is the sparkle, hustle, grow box. Guys both forgot about them. Dubsado, sorry. 

Caitlyn Allen: [00:30:52] Oh, Oh yeah. Oh yeah. They, they take my money. Just have it. I can just have my money. Um, yeah. Dubsado is, but I pay annually, so I don't really have Mmm. Sparkle. Hustle grow is a super great resource for, um, you if you're looking for a different office supplies or, um, courses, the sparkle, hustle, grow boxes have been truly amazing.

I think it's $50 a month and you get like a box with confetti and like different things. Um, a lot of, a lot of my. Stuff that I use on a daily basis has came from there. So like my to do lists or different things like that. But you also get a course and a book, every single sparkle, hustle, grow box. So if you love reading, if you love entrepreneur books, this subscription box is definitely for you. And their team is just so awesome and it's all women. So. 

Dannie Lynn Fountain: [00:31:55] And the office supplies. Now I will say that I use extra large unlined, moleskin notebooks, and then I also use the Ferris wheel press, always left notebook, which is a tall, skinny notebook that's a bullet journal set up for my list making. Yeah.

Caitlyn Allen: [00:32:13] Also then pay for something that I pay for the yearly basis is my planner. Yeah. So I pay for the . I think she just changed the name of it to the Bulletproof planner. Um, we'll leak it in the show notes. It's honestly, I use that planner, if not like three times a day, four times a day, like that. That thing is truly saved my life. So, um, yeah, I don't, I don't think there are any other tools that I use outside of dubsado Asana G suite. 

Dannie Lynn Fountain: [00:32:47] Love it. Well, I hope that this episode is helpful. Some things that we loved investing in some things that we wish we hadn't. The moral of the story here is anything that you're investing in, treat your business money like you would your personal money, and do. The research and do the work 

Caitlyn Allen: [00:33:08] also, do not spend money just because you don't want to pay taxes. Let me tell you, it's better to have $5 in your pocket than spend that $5 because you don't want to pay a dollar something in taxes. Like, I promise you just. Keep the money instead of spending a bunch of money if that's what you're trying to do.

Dannie Lynn Fountain: [00:33:36] Yeah, that's, no, that's a really good point. Like if you're going to spend, if you have $700 left and you're like, Oh, I'm going to spend this so that I don't, they have to pay taxes. You're out $700 instead of out two to $300 on taxes and stilling having $400 to pay yourself like an owner draw at the end of the year.

Well, this is. Been. Awesome. We will see you for the next episode. We will see you very soon for the next jam session. and we can't wait to talk to you soon.