What “Reasonable” Pricing Really Means For Small Businesses

“Reasonable” sounds harmless until you’re the one paying rent, utilities, supplies, insurance, and self-employment taxes while still trying to deliver flawless work. Shelby McFarland  sits down with Rachel Harris for an honest, funny, and deep talk about what customers don’t see behind the chair and behind the screen.

We dig into the real economics of a service-based small business: licensing and training costs, the pressure to people-please, and why “you get what you pay for” isn’t a slogan, it’s math. We talk about the clients who demand endless tweaks on the smallest budget, the fear of negative reviews, and the moment every entrepreneur hits where you have to stop bending over backward and start protecting your standards. Rachel shares what it takes to finally charge your worth, and Shelby breaks down practical ways to reduce time-wasters, like charging for consultations and tightening your process.

You’ll also hear our take on discount culture, promo requests, cancellation policies, and why supporting local businesses should be a year-round habit, not something you do only when Amazon can’t deliver fast enough. If you own a small business (or want to), you’ll walk away with clearer boundaries, stronger pricing confidence, and a better way to communicate value without guilt. Subscribe, share this with a friend who needs the pep talk, and leave a review so more small business owners can find us.

Purchase "Market Like A Boss" at shelbysmarketingbook.com

Transcript

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Welcome And Meet The Hair Boss

SPEAKER_01 0:26

Hey y'all, what's up? Welcome back to your favorite podcast. I'm your host, the marketing boss, Shelby McFarland. And I am joined today by another boss, the hair boss. This is Rachel Harris. Hey girl. Hey girl. She has been doing my hair for a hot minute. Um, no, we do not dye it because it's beautiful. Obviously, but she does make sure that I stay healthy. And apparently I have a couple of grays coming in that we may need to be covering up soon. Oh my gosh. It happens. It does. It does. So we are gonna talk about small businesses today. I know shocker, we always talk about small businesses, but when I'm sitting in the chair with her, we always talk about a few of the frustrations that we both deal with as small business owners. And then also I have clients that go through this stuff too. You have clients that go through this stuff. So why don't you just like start us off today, Rachel? Tell us what we're gonna be talking about.

SPEAKER_00 1:25

Well, first of all, I'd like to say thank you so much. And this is my first podcast ever. I know. So I'm super excited. I'm popping that cherry girl. Yes. Thank you for allowing me to hear. Um so since I've opened up my business and everything, um, and the longer that I've been in business, I I really just want to advocate for not only myself but other small business owners. Um you know, we depending on how you look at the economy right now, some people are going through a really tough time, others not. Um, and in general, owning a small business, it's it's riding the waves. Yeah. Um, there's ups and downs. There is so much behind the scenes that the general public doesn't know. Um and I'm hoping, you know, that we can answer some questions, talk about some things today, yeah, so that you at home, you know, maybe get a better insight. And while I would love to change everybody's mindset on this, um we wish. Yes, yes, wonderful thinking. But I think, you know, if what has said here today just changes one person as far as even like making themselves pause and and think about, you

Why Small Business Feels Hard

SPEAKER_00 2:46

know, how they view businesses and what their expectations are. Yeah. Um and then hoping, you know, that we can say something that give you some insight to things that you might not know. Um if you're not a business owner. True.

SPEAKER_01 3:02

So we met because you asked for recommendations for a graphic on your window. Gosh, what was that? Like three, four years. Kenzie was in her kangaroo pouch. So Kenzie was in a kangaroo pouch. So it's like probably four years ago. Four, almost five years ago. Oh my gosh, yeah. Okay, wow, that's crazy. Um, so she knew me in my kangaroo pouch days. Kenzie used to like hang out and I would do my decal install. Um, but anyway, so she asked some like on Facebook, I believe, like recommendations. But the way that you worded it was not what we're gonna talk about today. She was just like, I need a recommendation on a great sign person. Who is it? I can't I went out. She also had people that didn't return phone calls, it didn't return messages that she had reached out to. So I went out, gave her the quote, she said, absolutely, let's do it. She didn't question my price, she didn't ask me to show 1700 different examples of things that I've done. She trusted me because other people recommended me and you paid the price because you understand how important that is as a small business owner. Yes. So when you ask for recommendations on Facebook and you go, I'm looking for someone reasonable, I'm looking for someone that doesn't cost an arm and a leg, that's not cheap. Like, what exactly does that mean? And how do you react to that as a business owner? Well, when you're tagged, like let's say, like all these people, because me and you both get tagged on things like that. Yes. How does that make you feel?

SPEAKER_00 4:27

Well, fortunately for me, um, you know, not only have I taken on some really great clients that respect my time, respect my my talent and everything. Um, and I've had lots of conversations where a lot of them are very decisive whenever they're going to recommend me to someone else, which I completely am so thankful for.

SPEAKER_01 4:51

We're not gonna, we're not gonna throw you to anybody.

SPEAKER_00 4:54

I I appreciate that more than you will ever know. Um yeah, but when you know I see these things, it's like I think something that that most people are not seeing or not taking the time to understand is that when you are asking in a way of you know wanting to to get a service, but looking for, you know, the least amount of money that you can spend for something. I mean, one, I've always had the mindset that you get what you pay for. Absolutely freaking lately. So, you know You can't have the best and the cheap. Yes. And that's what that comes across as. Yes. I mean, doing what I do, doing hair is, you know, it's to me in the kind of in the same category as like, you know, let's say you want a new pair of shoes. Well, you have to think about what you want, what you're gonna wear them for, what what occasions, you know, is this for? I mean, yeah, anybody can go find a cheap pair of shoes at the dollar store, but do you need some, you know, sustainability? Do you need um I'm gonna wear you need some longevity, you need um a big lifespan for this. And when you are asking for something and trying to spend the least amount of money possible, like we understand that everybody has a different budget. Absolutely. Um, you know, I have kind of tailored my uh business like that because, like, say for instance with my my retail that I sell at my shop, um, I have different prices because I have clients of all different budgets. Yeah. So I want to make something, provide something that is inclusive. But the one thing

“Reasonable” Pricing And Hidden Insults

SPEAKER_00 6:36

that I'm not gonna do is I'm not going to lower myself or my standards just to fit somebody else's budget.

SPEAKER_01 6:43

Yes.

SPEAKER_00 6:44

Um, you know, it sounds harsh, but you can either afford me or you can't.

SPEAKER_01 6:48

But that says a lot about you as a hairdresser, you know. I mean, I think that you know your worth, you know your value. And a lot of people, I mean, you've been doing hair forever. So you finally are like into that season where you're like, no, this is what it is. It's literally taken me 10 years to go like, no, this is like what I'm worth, you know? Because it's so hard as business owners, we want to make sure that we're paying our bills, we're paying our employees, our children have a good life, our spouses have a good life, we can pay our rent or our mortgage, whatever that is. And so we're like, okay, yeah, sure, sure, sure. We bend over backwards for these people. And what do those people end up as? The worst headaches ever. Yes. Like when it's the last hundred dollars they're spending, I literally just did a sign, I have to tell you. I did a sign, it was $150. It looked just like the other signs that I've done on the same marquee. But obviously, it was the last $150 that this woman has ever spent, and she was the pickiest out of every single person. Now, do I have a very high standard for myself and my team? Absolutely. But if it passes my inspection, I would say that it should pass other people's inspection as well. So I went out and redid the whole thing twice. $150 down the drain. I pretty much made a negative $25 on that. Like after you put like my time, my driving. I mean, I redid it, of course, because I want to make her happy, right? The last thing we need, let's go into this. If we don't make these people happy that are super picky and they leave us a negative review, well then what do we look like when we're trying to argue with them? Right?

SPEAKER_00 8:19

Mm-hmm. Yeah, it's it's really frustrating sometimes trying to um explain your worth and trying to get people to understand. But when you are asking in a way that, you know, you're not just looking for a quality service or making it known that that's what you're doing, yeah, you're truly diminishing that small business owner's talent, their time, um, all the money that they've spent. I mean, okay, so for my business, my industry, I have to have a license to be able to perform the services that I am doing. Um, so with having a license, I had to go to school. Yeah. I I spent money, I spent um time, the better part of a year completing my my uh class that I had to get these hours for and everything. So when I have put in so much effort to see someone that doesn't understand or truly appreciate that is is really like disheartening. Yeah. Um, I think that, you know, first and foremost, we want to make people happy. We want to retain as much business as we possibly can. Um, but at the same time, you know, there's this other saying, not all money is good money.

SPEAKER_01 9:43

Absolutely. And I just um I have some clients that are um like bottom of the roster clients because they've been with me for five plus years. Um, they've been at the same price for five years. All my newer clients have been paying quadruple the same, you know, the price for the same services. And I finally muzzer up the confidence last week and sent an email to 11 people, 11 clients. I sent an email going, hey, October for or 15th, this is the new increase in your price. I didn't even increase it to what other people are paying, right? Because I'm trying to retain them. I'm trying to, you know, respect that they've been with me for a while. I appreciate that. And I had people email me back and go, well, that's a that's a 60% increase, and I just don't see the value in that. And so my rebuttal is that's great. Well, other people are paying quadruple the amount and they do see my value. So thank you so much for for being my kind as long as you have. You know, and you would think, I thought most of them would be, well, most of them have been great, but even it hurts a little bit, right? Because you're like, God, I've been going above and beyond for you for five years. And then you're telling me that a 60%

Standards Cost Money And Time

SPEAKER_01 10:57

increase. Do you still buy milk at the grocery store? Do you still fill your tank up of gas every week? You know, like there's other things in life that we have no control over, but we also have to pay for that. I put like freaking 50,000 miles on my car in a year, you know?

SPEAKER_00 11:15

And I think that's something too that people don't realize whenever, especially when when you're verbally, physically like saying this to someone, um, or even in a text or an email. Yeah. Um, it's the way that you deliver things. Absolutely. So even if, you know, yeah, 60% increase was too much for some people, you know, all they had to say was, you know, it's out of my budget. Yeah. This is not quite in my my budget right now. Um, thank you so much for for what you've done for me. Yeah. Um, you know, I I don't want to completely close the door on this and we'll, you know, come back to this and regroup in, you know, a couple of months or something. Absolutely.

SPEAKER_01 11:59

Um, or reach out to me at the beginning of the year. Or and I mean I try to give them like a heads up because I know six months is a little bit too long. You know, you do all this research, right? Because you're really just trying not to make people mad. Yes. But in my industry, there's so many people that do things for so cheap, like social media stuff, they kind of diminish the value in general. Yeah. And so I really have to hone into like, I've been doing this for 14 years. I've been doing it consistently for clients for 10 years in this business, you know. And I think you also have that to lean on, your experience and who you are. I remember one time one of my family members, we will not call her out. I decided, I swear, y'all, family is the worst ever to actually recommend to your people. I will never do it again. I have only done it a couple of times and it's always burned me. But I remember she hates her hairdresser. Her hair always looked different. She's been going to her for over 10 years, and every single time her hair looked different. That's so weird to me. Anyways, so weird. And so I'm like, hey, listen, you gotta get with Rachel. She's the best. She will keep it consistent, she'll listen to you, she'll take your her time with you to make sure. Because she's very specific about her hairstyle. I mean, I guess not too specific, right? I mean, whatever. So she goes to Rachel a couple times and she's like, you know what? I just can't, first off, broke up with you over text, gross. We don't like that. Don't like that. She did an incredible job on her hair. And I'm not just saying that because I'm a Rachel fan, but you really did, and it was the same, oh yeah, every time that you did it. And broke up with her over text, going, you know what? I just gotta save and go back to this other lady. But guess what? This is a great example. She's saving money, getting terrible service, getting canceled on all the time. Her hair always looks different when she could spend a little bit more money. And what is she gaining? The same hairstyle, the same hair color. Never gonna be canceled on unless like your whole, I mean, the only way you would cancel on someone, I swear, would be like if you were dying or in the hospital. And even then, I feel like you'd be like, listen, you roll up that chair, y'all. Just come on over here. I'll help you out. You know, if you can move your right hand, I feel like you would do hair.

SPEAKER_00 14:03

And y'all, like, when it comes to cancellations, I I will be the first to admit I unfortunately get a little perturbed sometimes because there's no unfortunately. It's okay. It's okay. Well, it's it's all like I said at the beginning, it's all like riding the waves, but but when it comes to cancellations, like I I expect so much of myself. Absolutely. And I put so much of myself into every client and what we're doing for them. So, and and you're right, like I literally would have to be on my death bed, and I probably still would show up there.

SPEAKER_01 15:03

She would like have a mask on, oxygen hooked up to her. Like, I'm not kidding. The hospital bed up there. She will, like, seriously. But what did you start doing? So you had to start implementing a cancellation policy, right? Yes, yes. And what was like, I want to know, just out of curiosity, what were people's uh experiences with that or like reactions to that once you told them?

SPEAKER_00 15:27

Um, I think for the most part it's been it's been good. Good. Um, you know, people, some people, you're never gonna please them no matter what you do. You know, when it when it comes to changing prices, yeah, cancellation policies, you know, whatever it is. You're not gonna make some people happy, unfortunately. Um but

Licensing And The Real Cost To Serve

SPEAKER_00 15:47

the thing too that that's that's kind of sad is like I would say that I have about maybe a handful, maybe a little bit more, of clients that actually, before I even have to say anything, are, you know, because they've had to cancel or because we've had to rearrange their appointment and everything, they're saying to me before I say anything, you know, please let me pay you for your absolutely. Yeah. Um, and that's something else that you'll never know how much I truly appreciate that.

SPEAKER_01 16:19

Um, because they appreciate your value.

SPEAKER_00 16:22

Yes. But you give to us. Yeah. And I think the most that you know we can expect of our ourselves and of of people in general is like just be a decent human being. How hard is that? It seems very hard sometimes.

SPEAKER_01 16:36

It really is. And people love to be keyboard keyboard warriors now and like get online and you know, I even find that to be true about myself sometimes. If I have a terrible experience, I'm like, I'm telling everybody. But then if I have a great experience, I'm like, I mean, that was good. Yeah, I expected that. You know, it's as simple as going to a restaurant or something. We have a great experience with a great waitress or waiter, and we want to make sure we can tell people about that, you know. And of course, my core group of people, which you are in, I always get referrals from me. But that's more of like one-on-one. We share things online about each other, you know, we go to networking events together, like that kind of stuff. And so it's very important that we do support each other as business owners, but that we also support other small businesses as our customers and their clients and not be that freaking annoying person, right? Yes. So, really, what we want you to just kind of understand, I think there's two folds to this um conversation today. Number one, if you are a small business owner, have the guts and the balls and the freaking confidence to raise your prices. Start charging for a consultation. I started doing that, by the way. Charge for a consultation. It's just $25, but guess what? It makes them be committed to showing up and they're not ghosting me. Yes. Um, make ray raise your prices. Maybe change around some of your services because it fits you better than maybe it fits your client or something, you know, like or your current client base, what you're moving towards in the future. And then on the other side of things, we want to make sure that as consumers, we are treating small businesses as humans because we're supporting all the celebrities, we're supporting Timu, we're out there supporting Sheen, and we never complain about them. You didn't hear anybody gripe about Sheen raising their prices whenever all that tariff stuff happens. You know, yes. Now, did I really like paying that? I'm not gonna lie. I mean, I am a Sheen customer, but I also buy the majority of my stuff here locally at boutiques or something, you know, like or even the local Walmart. I mean, there are bigger stores that are owned locally that people don't realize, but at the same time, I'm not over here complaining that I just went and bought my stepdaughter an outfit from a local boutique and it cost $140. That didn't bother me because it's great clothes. She's gonna wear them for a while and she felt cute in it, you know? And I know the owner of the boutique, which makes it even better. You know, it's like, okay, well, I'm supporting her at the same time. So what else do you have to say to them, Miss Rachel Harris?

SPEAKER_00 19:06

Well, I think too, I want to touch on, you know, what you're talking about, you know, the big box stores and everything. Okay. I I will be the first to tell you like I order from Amazon, I go to Walmart, I go to Target, I go to all of these other places just like you do. Yep. So I'm not saying that, you know, we need to put them out of business because they definitely have their place in time too. Yeah. But something that I would love to see more of, you know, so we have like a what is it, once a year, like a tax-free day or something. Yeah. You know, and and people get out and normally support sm a lot of small businesses. Um a few different

Price Increases And Client Pushback

SPEAKER_00 19:46

times of the year, but like supporting local should be something that we should be talking about all year.

SPEAKER_01 19:52

All freaking year.

SPEAKER_00 19:53

Not like COVID. Yes. COVID was like a great year for a small business. Yes. Not just certain times of the year. Um, you know, because I was thinking the other day, like leading up to this session. So let's say that you're going on a trip, and this has actually happened to us several times. So, you know, you're going on this trip, um, you're packing, you're getting all the stuff together that you're gonna take on this trip, and then so many things fall through the cracks. So you, you know, at the the last minute, you decide, like, oh, I I need a new shirt or I need some shoes or something to take on this trip. So you get on Amazon. Well, Amazon, you know, yeah, they're going to to deliver whatever this is that you're wanting, but because of the time and how long you waited to order that, like, they're not actually getting it to you until like you're already on vacation or until you get back from vacation. Well, that doesn't work, does it? So then you remember that, like, hey, I've got this small business right up the street from me. And they probably have something that you know I'm wanting, something in particular I'm looking for. So we love the small businesses when you know it's something convenient, yeah, for us. But you know, if if small businesses are truly important to you, they're gonna be someone that you're supporting all year, not just certain times of the year. Yeah. Um I I've also like really been coming across a lot of threads where people are talking about um that they get asked quite frequently, you know, is there any way that you can discount your purposes? Literally the worst. And that like not only makes me angry for that, but like so sad because you know, you at home that don't own a business, you think that you're struggling in your everyday life. Well, what a small business owner. Yes. And I I think that's something important too, you know. We've we've been made to believe or pressured, influenced, whatever you want to call it, that uh there are the all these people that we need to have empathy for around us in society. Well, uh what about you know, having empathy for a small business owner too? Because there are so many that just over this past year or in the time that I've had my business open that have had to close their doors because of financial reasons, because they're not retaining enough uh clientele. And it's like that person is like having to give up on their dreams, whether it be temporary or whether it be long term. That person deserves to have something that makes them happy, that brings them joy in life, just like you do.

SPEAKER_01 22:44

I totally agree with that. And I'll go back to the point where you said, like, you know, asking people to discount their prices. I've had people go, okay, well, so and so will do it cheaper. You know what? If that so and so is a small business, absolutely. And if they are the person for you, that's great. If that's what fits your budget, that's awesome. You're still supporting a small business. I'm not gonna discount my prices to that person because obviously we have different values of ourselves and that's okay.

SPEAKER_00 23:13

True.

SPEAKER_01 23:13

But at least they are supporting the other business. It's whenever they're asking, like, oh, can I have a discount? Because I know I mean, could you imagine me coming in going, I sent you like so many referrals, girl? Like, can I have my hair for free today? Like, no, I literally get a blowout, y'all, before every trip, and it's the best thing ever. Or just a random Friday. Because I mean, why not? You just need a random blowout on a Friday.

SPEAKER_00 23:34

Something about that too. So I've thankfully I haven't had too many clients that are like this, but I I've had a few clients over the years that like, you know, they they've come to me several, several

Cancellation Policies And Respectful Boundaries

SPEAKER_00 23:47

times. And you know, you come one time, you're no longer a new client. So they keep coming back, but then every time that they want to make an appointment, they're asking, Do you have any promo deals going on? Do you What's your promo, right? Yeah, and and I just have to, you know, bluntly say, like, I I don't This is my service. Yeah, I don't do promotions. Yeah, that's just not how I run things. Yeah. Um, I don't great clips. No. Well, and I don't I don't believe that that I need to discount my prices to fit everyone else's box of what they think I need to be in. Absolutely.

SPEAKER_01 24:26

And you know who your clientele is, like you know who you want to serve. Yeah, and I think it's taken me a really long time. At the beginning of my career, or at least this business, I was like, yes, yes, yes. I said yes to everybody. Yeah, I want to, yeah, I'll do your marketing, I'll do your marketing. And I'm sure you were the same way. We're like, yeah, get in the door. Let's get this money coming in. But once you finally understand, you know what, I really like working with these people. These are so much better. I want to work with the business owners, or I want to work with the women that understand the value of a dollar and the services and come, you know, that kind of stuff. So I definitely think that that's a big thing too, as business owners that we are, that we actually understand what our value is. And I'm proud of us for that for sure. True. And being united 100%, being like, no, for any weakness, you go, uh, hey, Shelby, I'm gonna be like, no, you don't do promos. You don't do that. But honestly, when business gets slow, what do we start thinking? We're like, oh man, we need to just like okay, we need to discount our prices significantly. Oh, I need to get you in the door. You know, I've been there so many times. I'm sure you have too. Yes. Where you're like, business is slow right now. Yes. But I like that. That's good. What else you got for us?

SPEAKER_00 25:32

Well, I love too that even though, you know, you still get this culture right now of wanting to like they want discounted prices and you know, everything like that. But I'm equally loving that other business owners like yourself are being more candid about what you're going through. Um I have um a Facebook friend that he posted something the other day. So this guy owns a gym, and he literally like posted a picture of his electric bill for, you know, a month. Yes. And he over a thousand dollars. Yes, yes, yes. And he explained, you know, not only like is this expensive, but in the summer, because of the facility, because they're you know, yeah, they're having to run the air and everything. But he he posted this to really try to help, you know, other people understand that so in his case he gets asked a lot, like, why do you not have this certain equipment? Yeah, why are you not doing this? Why are you not doing that? Because this, yes, that this is what I'm paying for in electricity. You know, we we don't want to have to unfold every little detail of what we deal with on a daily basis, but like if we don't start to see the public change as far as like at least attempting to try to understand the things that we go through, then this is what what it looks like. You know, we have to start being honest, we have to start saying like these are the reasons. Yeah, these are the specific reasons of why I operate the way that I do.

SPEAKER_01 27:21

And I really I've kind of taken that approach too on social of like just sharing conversations that I have during the day with people. And when people are just straight jackasses on the phone, I'm like, well, there's a social media post. Okay, let's talk about it, y'all. Um, and this year was really slow. I mean, the first four or five months of this year, I was like, what is going on with my life? You know, it's like this is my 10-year anniversary. I was supposed to like have an exploding number of

Support Local All Year Not Just Convenient

SPEAKER_01 27:46

sales, but it was really slow and I couldn't even figure it out. But I was very open about that on social media. Like, if anyone out there, because I found it to be true, a lot of people were slow at the beginning of this year for some reason. I don't, we still don't really know why, but we were. So here we are. But um, it was really great to connect with other business owners and be like, this is what we're going through, you know, and understanding. And when he did that post about the electric bill, I was like, right on, dude. Like that was really impressive because he does own a gym and he is asked a lot and he just raised his prices and stuff. So that was really smart too of him was to be like, this is literally the reason why I've had to raise my price and do this. So yeah. Well, I've really enjoyed our conversation today, Rachel. Too, friend. This is always so much fun. And this is what we chat about like all the time. Every time we just bowl together, which was really fun. Um, and then we also do networking events together. And then sometimes if I'm like, I just need some hair therapy, I go in and sit in her chair and all the things. And she she did Kinzie's first cut and the only hairdresser that will ever touch her hair ever. We're in a growing out stage right now. I know. No, she hates it being brushed, but okay, y'all. Well, I want you to go follow Rachel Harris's R-A-H hair design. Yes, that's right on the Facebook. And if you are in Little Rock or Central Arkansas, visit her, get an appointment because she's super cool, super chill, and she is all about the small business owner and supporting. And guess what? The next time that you guys are supporting a small business owner, leave them a Google review.

SPEAKER_00 29:21

Yes, you know, that's something that I I equally like always like I guess in a way, like I for some reason feel bad for asking for that, but I equally forget about it too.

SPEAKER_01 29:33

Yep, yeah, yes, leave them a nice Google review because that'll help in the future. Yeah. Do you have anything else to lead us out on?

SPEAKER_00 29:40

Um, I just want to say too, you know, in the process of opening my business, I met a lot of people. So, you know, here we are, we're ranting about a lot of the things that but equally I want to encourage you because when I was about to open my business, you know, I met so many people that they have had a dream of opening some kind of business for a lot longer than I ever did.

SPEAKER_01 30:05

Yeah.

SPEAKER_00 30:05

Um, and there are there are so many factors, there are so many things that hold people back. But I would encourage you, you know, to me, anytime that I've thought about going back to working for someone else, um, working in any some kind of different setting where I'm not, you know, making my own schedule, like that sounds like to me a worse situation than real cringe. Yes. So if you have the dream, I I encourage you to get out there and do it. And I think that there are equally more people out there that if you are really honest with yourself, it's like if you don't decide to go through with it or you don't at least try, you're gonna look back on that, you know, a year, years from now, and you're gonna regret that you didn't at least try to put

Reviews Referrals And A Push To Try

SPEAKER_00 30:51

exactly some kind of effort into that. Um, yep. I I enjoy being an entrepreneur. I know what else to do. No.

SPEAKER_01 30:59

I've literally jumped into Thomas Hattery. All right, y'all. Well, we'll catch you on the next episode. Thank you so much, my love, and we'll see you later. Bye. Good job.