Building A Business In A Field You Never Studied

You can start from scratch in a brand-new industry and still build something real, as long as you stay coachable and keep showing up. Shelby McFarland sits down with Chelsea Todd from Revolution Financial Management, who openly shares how she went from having zero finance background to becoming a trusted resource for families, without cold calling or door knocking. The thread running through everything is simple: bet on yourself, learn fast, and let your integrity do the marketing.

We get practical about how referral marketing actually works when you are new. Chelsea explains why your first clients often come from the people who already trust you, and what to do when friends and family do not support your business. Shelby adds her perspective from 14 years in marketing, including why reputation matters more than ads, why disappearing during your slow season hurts, and how consistency can be as simple as a few solid posts a week.

The conversation also hits deeper with the phrase “people don’t know what they don’t know,” especially around financial literacy, protection planning, and the way shame keeps people from asking basic questions. We connect that directly to small business marketing and social media strategy, where many owners assume it is “just posting” until they see the real work behind analytics, planning, and execution. If you want encouragement that feels honest, plus actionable advice on networking, personal branding, and staying consistent when it is hard, this one delivers.

Subscribe for more conversations with business owners, share this with a friend who is starting over, and leave a review with your biggest takeaway so we can build the next topic around what you need most.

Purchase "Market Like A Boss" at shelbysmarketingbook.com

Transcript

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Meet The Hosts And The Mission

SPEAKER_02 0:26

Hey y'all, what's up? Welcome back to your favorite podcast. I'm your host, Shelby McFarland, the marketing boss. And you guys, I'm here with a fellow boss of mine. She is Chelsea Todd and she knows all things financial. But you're gonna tell us more about yourself because you're way better at it than I am.

SPEAKER_00 0:44

So tell us who you are, Chelsea. Thank you. My name is Chelsea Todd. I'm here with Revolution Financial Management. And, you know, talking to Shelby, I was just so excited to be featured on her podcast. She's like, um, yeah, so I I really just wanted to talk about how anyone can start a business in an industry that they know nothing about. And you really just have to be willing to learn, you know, and to be coachable. And especially like getting yourself right and your mindset. And so I have zero background in finance. And so, but I quickly learned that people just don't know what they don't know. And when I learned that, I was like, wow, there's a lot of value that can be added to like anybody. Yep. And so I've built my business entirely through word of mouth and referrals. And, you know, networking is huge, finding like the right connectors, but like absolute zero cold calling, you know, yeah, not going in door knocking. And so, and I honestly think that that is the same and true for like a lot of industries.

SPEAKER_02 1:51

Absolutely.

SPEAKER_00 1:51

And so, yeah, I just I think like for people to just believe that in themselves that they can do it is a huge part of it.

SPEAKER_02 1:59

So I agree with that. And I mean, me as a business owner been doing it since I was 18, so I really had no choice but to believe in myself at that age. Yeah. And I think it's so interesting when people are like coming out of the corporate world into their own business and like seeing that succeed. So you say you didn't come from a financial background, which I thought was so interesting whenever we talked, which by the way, let me tell you guys, we actually knew each other off of social media before we knew each other. She messaged me, she's like, Hey, we should have coffee. And I'm like, actually, not to be weird, I've been like watching your stuff for like a year now. Same. And so I was like, okay, sure, let's have coffee. Like, you know, two boss face, why not? You know? Yeah. Um, and then we kind of hit it off, and I was like, we should totally do a podcast. So back to this. My ADHD be on point today, by the way. Um, but so you didn't come from a financial background. So, how did you break into this industry um of finance?

Breaking Into Finance With No Background

SPEAKER_00 2:47

Okay, so yeah, zero background. Honestly, like to be just real, yeah, I don't even like this kind of stuff. Yeah. Like numbers, like I didn't even handle our own finances. Okay. So I feel like I've been married almost 20 years. And I I mean, I just wasn't that person. And so it is kind of crazy that so I had a mute, I had a friend from social media because I've been a part of like a lot of different things, and I meet a lot of people through social media. Yeah, it's not weird at all. That's how we met. Absolutely not. And her name's Melinda, and we connected through other businesses. She had gotten started in the industry, and I was like, How did you even like you're you have a Monate hair business and you're a full-time high school career counselor? Right. I said, But now you're doing this, and like this is gonna be a business for you. So I just, you know, I listened and she told me how I could get my license, and then it was really the company that made me believe because of the system and the platform that we have for people to come in to train you, to support you, to guide you. Because obviously, when you're starting something new, it's like my biggest thing was, well, I've never done anything like this before.

SPEAKER_02 3:56

Yeah, exactly.

SPEAKER_00 3:57

So not only did I know I had to get my license, I had to bet on myself. Like I have to learn and I have to pass this test, get my official license. Yeah, but then I needed someone being there, like, hey, I'm gonna show you how to do everything. You're never not gonna know what to do next. And so after I got my license, it was easy from there. I like I told you before, it's like there's so much value to be added to people when it comes to understanding how money works. I didn't know.

SPEAKER_03 4:24

Yeah.

SPEAKER_00 4:25

And so when I was learning through my licensing and through just my first few conversations, I was like, okay, God, like you're you're literally putting me in an industry and where I can build a business but help so many people.

SPEAKER_02 4:39

And I believe, I mean, that's the way I've really learned my business too. I mean, there was no one there that was like, you should do this package and you should do this, you know, pricing. And everything's changed so much over 14 years that I completely understand. And it's great that you have that behind you to help you through it, but you also learn so much when you're going through it. You know, you're learning more for yourself, and then you're like, okay, this is how I've learned to do it, so I'm gonna teach other people how to do it. Right. And I think that that's fantastic. So, how do you think that you actually found your first clients without any of the

Finding First Clients Through Trust

SPEAKER_02 5:11

industry connections that you had?

SPEAKER_00 5:13

Well, so I think it's like with anything, you know, it's like if you're opening a new restaurant, who are you gonna talk to first? Yep. Who's in your inner circle? Yep. Like who do you go to church with? Who are you seeing on a regular basis? Who do you work with? Who do you, whatever? Who trusts you? Yeah, who do you have the most trust with? That's who you start with first. And, you know, some people that I'm working with in my agency, they're like, Well, my family, I don't have that trust with them. Well, then you have to get, you know, you have to get creative. Yeah. But for me, I'm very close with my family. Um, and I have a pretty powerful story with helping my sister.

SPEAKER_03 5:47

Yeah.

SPEAKER_00 5:47

Um, my sister and her husband Joey were my first clients I sat down with and helped. And um, do you mind if I take a few minutes and share the story? Okay. Yeah.

A First Client Story That Changed Everything

SPEAKER_00 5:57

So, because this is kind of like a really strong reason why I'm still here and why I work so hard at it. Yeah. Um, so I sat down with them. They had never had, you know, any protection in place. No one, they just didn't really know like what was out there. And um, you know, neither one of them had retirement benefits, like anything working for them through their employers. And so sat down, was able to help them. We put in some applications, and that was like I got my license November 1st of 2023.

SPEAKER_03 6:26

Okay.

SPEAKER_00 6:27

That was November 18th. That I sat down with them and I had a trainer with me because I didn't know about this doing. And so I needed help, you know, I was still trying to figure it all out. And so we put in their applications, and then literally 28 days later, they were in an accident, and Joey died instantly. And my sister's being med flighted, and the policies we put in was for life insurance that also built tax-free income too. So we were doing a lot of things for them in one. And in that moment, my first thought is well, obviously, I was trying to process what was going on, and I didn't know if my sister was gonna be okay. Yeah, but I was making a call or texting, like, hey, is this gonna pay out? Because it wasn't even it wasn't even fully approved yet.

SPEAKER_02 7:12

Right.

SPEAKER_00 7:13

But it did. Oh, wow. And if it wasn't for me, you know, taking a chance on myself and like, you know, going just full force into this business and learning, but getting my license so fast, like within a month.

SPEAKER_03 7:27

Yeah.

SPEAKER_00 7:27

And then for them to be willing to sit down and just learn, you know, it wasn't a salesy conversation. It was like, wow, they needed this, you know. And then wow, they really, my sister really needed it. You don't. And so that I mean, my first client that I helped was so powerful for me that I know that's not typical for someone to get in into an industry like this and then to pay a death claim. Like and I didn't, I mean, I'm not a family member, by the way. Right, yeah. It was like it was the most like devastating thing I've ever experienced. And I think that it it all happened for a reason. Like I think, you know, I know God had a plan. Yeah, you know, for all these things to line up the way they did. It's kind of funny how he works, you know.

SPEAKER_03 8:12

Definitely.

SPEAKER_00 8:13

And so, but from there, I again that was my first client. Yeah, but it's all been from who I had the most trust with. And then from there it's referrals. Yeah. And it's finding people like you who are great connectors. Yes, you know, and yeah, and you just have to be willing to open your mouth. Of course. Yeah, in any business you're in, just hey, can I share with you what I'm doing? Right. Can I share with you how we're helping families?

SPEAKER_02 8:38

And not expecting to like sell to them. You're expecting them to like sell for you. I mean, that's the best part about referrals. Right. Talk about referral groups and like really building those connections because word of mouth, I preach this all the time, is always the number one marketing. It's always you can run as many ads as you want, but if you have a terrible reputation,

When Friends And Family Do Not Support

SPEAKER_02 8:57

it's never gonna work.

SPEAKER_00 8:58

Right.

SPEAKER_02 8:59

It's never gonna work. Yeah. Yeah.

SPEAKER_00 9:18

Yeah.

SPEAKER_02 9:19

So that's really interesting. But what would you say that let's say, because in my instance, like I have learned that doing business with friends and family never pays off. Um, so I would love to know what you say to those people that are like, well, my friends and family actually don't support me. Yeah. I'm sure you've seen the quote that's like you'll make more friends or you'll turn clients into friends before you will friends into clients. Oh yeah. Um, so tell us a little bit about what you would educate people on on that.

SPEAKER_00 9:44

Oh yeah. You just gotta like brush that off your shoulder. I mean, I have some of my very best friends have not supported me. And I think they're crazy. No, no, I think that they think they are. Oh do you know what I mean? Okay, so I think that they think they are, but you know, it's like it, you know, it happens with everybody. I mean, I'm like the I'm not normal. Like I've realized that. You know, it's like like I am my me and my mom and my dad were like, we're really close. And like I have two sisters. We're all really close. And we just that's not the case for everyone. And I just say they'll come around. And if they don't, so what? You know, and again, it's just it's just being willing to you gotta have the vision too of what you're doing, and you gotta know why you're doing it.

SPEAKER_02 10:28

Absolutely.

SPEAKER_00 10:29

And if you're not reading something, listening to something, pumping yourself up. I mean, every day I wake up, I read my business plan, I am speaking positive affirmations, you know, talking to God, like God, I know I'm here for a special reason. I know that I'm meant for something big. Even if you think what you're saying is a lie, say it.

SPEAKER_02 10:49

Absolutely. I mean, if you the more you say it, the more you're gonna believe it. Even if you don't believe it the first time you say it. That's right.

SPEAKER_00 10:56

You can say, like, I'm gonna go out there today and I'm gonna make five new friends. And it could be in the coffee line. It could be, you know, dropping your kids off. You roll the window down and say hello, and you know, you just as cringy as it is.

SPEAKER_02 11:08

You're like, ah, saying hi to this random mom that's pointing something weird over here. Yeah. Yeah.

SPEAKER_00 11:14

I I have made my very best friends through strangers, just meeting meeting random people that I'm like like the girl I'm about to do a podcast with, Kenista. Yeah. We I had just had the thought in my head to do a podcast. I met her for the first time and I said, Do you want to do a podcast with me? That's how that got started.

SPEAKER_02 11:32

And she's like, I mean, sure. I mean, worst case, she says no, right?

SPEAKER_00 11:35

Oh, we were like vibing. Yeah. I mean, you could tell it was like, you know, when you just click with someone. Of course. So like that's where that's I'm always striving to meet people like that.

SPEAKER_02 11:43

Yes. Because if you don't talk to people, you don't know who you're gonna ever vibe with.

SPEAKER_00 11:48

No, you don't know who you're gonna connect with.

SPEAKER_02 11:50

My daughter is really great at making me vibe with people because she's like, oh my god, they're from my school, and I'm like, and now I have to go talk to them all. I'm like, now I have to be like, and then some of them were really cool, you know. I'm like, okay, wait, I'm really sorry. I shouldn't have actually judged you. I definitely judged you, you know. We've seen each other at like drop off all the time, but like we don't talk to each other. Right.

SPEAKER_00 12:09

No, I totally get that.

SPEAKER_02 12:10

Yeah, I'm like, okay, thanks, Kendi. Appreciate that introduction, you know. Yeah, okay, so I'll you always say this every time we talk or I see you on social media, people don't know what they don't know. So tell me exactly what you mean

People Do Not Know What They Do Not Know

SPEAKER_02 12:21

by that.

SPEAKER_00 12:22

Okay, so what I mean by that, and you can I know you're gonna be able, I'd love to ask you too. Okay, okay. I'll do it, I'll answer for it. Like in your industry, yes, but people do not know what they don't know. So I swear, every time I'm sitting down with someone, okay, it's like I realize, wow, okay, so you don't have life insurance, so then you don't understand the value of it, or you you don't know that there's something that exists out there that can just really help you get to where you want to go. Not to go into specific details about it, but just people do not understand how money works. I didn't. I was totally there.

SPEAKER_03 13:01

Yeah.

SPEAKER_00 13:02

I mean, I didn't know about high-yield savings accounts and and I was even in banking. So I I was a mortgage loan processor for 10 years and I loved that job. Yeah, I love that position. Um, but it's like I think about my parents, you know, and sitting down with them and how they had no idea that there was anything other than a CD that they could put their money in, you know, and then my mom had some stock accounts through work and like 401ks, you know, and 401ks weren't meant to be the only retirement savings plan for you.

SPEAKER_02 13:34

But older generations think so because that's what they were taught.

SPEAKER_00 13:37

Not even older ones. I'm talking like even younger generations. Oh interesting. People just so I guess I don't know what they don't. I guess, and so and I've even had tons of clients and people on the other side of me say that to me. Interesting. They're like, well, I guess I just, you know, I didn't know what I didn't didn't know. And you know it's like right so yeah, I just want to like encourage people to be more open and willing. Yeah. And less like I think I always think about my husband, and I love him so much. But when I started in this industry, he was so prideful, you know. Of course, like, you know, how men and even women do it too. Because I'm that way, I'm very stubborn. Yeah, you know, and I'm like, oh well, no, we're we're doing good. Like we're we're doing great. Yeah. And it doesn't mean that you you're not you're not okay. Right. It just might mean, well, are you willing to like learn if there's something that could just help you? Because it's like with anything in any any industry, yeah, it's always evolving, always changing. Literally. It could be like a small tip, you know, that you learn. And that's why I would love to ask you. Like in your industry, I feel like that saying could be true for you when you meet someone.

SPEAKER_02 14:44

Yes, so and just like opening their eyes up to a whole new world. Because I mean a lot, let's talk about social media management specifically. Okay, well, um, you're just posting on social media. I'm not just posting on social media, and then I break it down like we're doing this, this, this, and this. And then you see the post on social media. Yeah. And they're like, oh wow, okay. Yeah, we're not just like, oh, let's chat GBT and put it out on social. Like, you pay us for a reason, you know, you could easily do that yourself. But I had this workshop last week, it was called Back to the Basics Workshop. And me and or Maddie and I were talking afterwards, and she's like, it's so crazy to think like this is common sense stuff for us. But like it was me teaching people how to do their own social, very basic, like this is the back end of meta. This is how you look at your analytics, like things that we can literally do in our sleep. Right. And we're like, oh, these people really don't know this stuff, you know. And so I think that that is definitely um something in my industry I'm having to constantly think about because it is evolving so much.

SPEAKER_00 15:45

It is, and it doesn't mean that the other person is not intelligent.

SPEAKER_02 15:49

Absolutely. And I think when that happens, where they're like, oh, I'm just so like Yeah, I'm not stupid. Yeah, like that's why we were like, I'm not stupid. I've had to tell my 12-year-old stepdaughter that this weekend. She was like, Of course I know who that is. She's talking to her older sister, so definitely keep that in context. She's like, I am not stupid, I know who that is. And I was like, We didn't say you were stupid. So let's take that out of your brain. Exactly. We were just making sure that you knew who this person was so you didn't feel left out. So, you know, it's like, let's change that whole trajectory. Yeah. And I try to keep that mindset with clients of like, you're not stupid. Right. It's okay that you don't know this. There's so many things that I don't know. I didn't even know how to put animations on my freaking Canva presentation last week. And I literally was like, Maddie, don't make fun of me, but I don't know how to do this, and you can't do this, you know? It's like you just have to be like, I don't know how to do it, and that's okay that I don't know how to do it.

SPEAKER_00 16:38

Does it feel when you learn it? Yeah. And then you're like, oh wow. Yeah. That's awesome. Like, I'm so glad that I asked Shelby for help with this, you know, and that she's helping me get my social media. Yeah.

SPEAKER_02 16:47

And it's like so much pressure, you know, off of yourself.

SPEAKER_00 16:50

Makes your life so much easier.

SPEAKER_02 16:52

So uh how does or what does networking look like for you? Oh, let's both answer this question. I think we both have different networking techniques or like skills and like networking.

Real World Networking That Actually Works

SPEAKER_02 17:03

Yeah, but let's both talk about it. So I want to know what does it look like for you on a regular basis? And we talk about regular, let's say like over the course of two to three weeks, maybe because it maybe look different.

SPEAKER_00 17:13

Yeah. I mean, so like I am the type of person where you know, some people look at me and they're like, I could never be like you or do like you do. Right. Because I'm just very, I'm an open book. I'm very um, I'm excited, I love life. I'm, you know, I'm willing to talk to talk to anybody. Yeah. So like if I'm standing in line somewhere or if I'm going somewhere, it's it as long as I'm put together for my day, usually. That's a different story. If I'm like looking rough or sick, I'm probably not gonna talk to you. You're not gonna know who I am. So I'm not gonna have my name tag on my back here. No, yeah. But no, like I guess every day it just depends on what I'm doing. I mean, I have so I started a networking group myself. We meet once, we meet every other week. Okay. And it's just other professionals that get together, a very small group. We're all there to help each other, you know, send referrals. And so that's one way. Um, and then constantly as I'm out and about or I'm talking with my clients, and I'm like, okay, who do you know? You know, who can you just get me? You know, what business owners do you know? What you know, it's like, how can I just get connected? I'm constantly asking people. I mean, because like you said, the worst I can say is no. I mean, it's like or they just ghost you and I'm gonna do it. I mean, I and I'm used to that. Absolutely. I'm just personally Yeah. But I mean, you know, starting this podcast, you know, I'm excited about that because I know you know how that can turn into you connecting with the right people.

SPEAKER_02 18:34

And I've gotten business on these podcasts. Yeah. Like literally from all over. And it's interesting to think about that.

SPEAKER_00 18:41

It's education.

SPEAKER_02 18:42

Yes, and that's why you have to lead with.

SPEAKER_00 18:44

That's why I want to start the podcast because I'm like, you've seen the value that your business adds. And it's like, how can I get this out there? You know, and so it's like, well, you just have this other platform where you can be sharing and then and share with other.

SPEAKER_02 18:58

I love to actually ask other women and women business owners to be on my podcast because that's kind of where a lot of my clientele are um that listen to this. I mean, just because women are smarter. Yeah, we're we're all about learning. And sorry if you're a dude listening to this, but also I know you're laughing because you're like, actually, she's not wrong. Like, yeah, I know, I know. We're never wrong, right? No, women are always right. No. So I would say like networking to me um over the course of 14 years has really changed. Like, it just depends on my season of life. When I was younger, I was like at every chamber event, every ribbon cutting, I was on boards, I was like volunteering with nonprofits because I was like, the more I'm out there, the more that people are gonna know about me and like get to be able to make those connections and stuff. And then fast forward to COVID, I ended up like freaking out during COVID because you know, can't go anywhere. So it was like, well, that was interesting. I spent like, you know, 20 hours a week doing all these things, and now like, what am I supposed to do with myself? Right. Um, so then I'm like, okay, learned how to network on social, which will come back for you because I think networking on social is very important. Learned how to do networking on social media through LinkedIn, through, you know, Facebook, Instagram, and then ended up having a baby. And we all know postpartum is real bad. So um definitely took a break for like two years after having her. And it wasn't until like the end of 22 and beginning of 23 that I was like, I think I'm ready to get back in. You know, so I started small, started getting back in with BI, um, that networking group. And then from there I was like, okay, I guess I'll go to a you know networking event, which I was so extroverted when I was younger. I was like always out there. I was like, no shame. And I didn't know shit. Yeah. You know what I'm saying? Like, I didn't know anything about my industry when I was like 18, 19, you know, like nothing. And so now I'm like, well, I'm actually really smart, and yet I hate to go network. Like, it's like actually I'm very good at what I do finally, yet I don't want to go out here. Yeah. And so I really just had to build up that confidence again, you know, and finally had childcare in place, you know, all the things about balancing all of that. And now I'm very in this season of my life, I'm very choosy about like, okay, I'm on one board, I'm about to take over that board next year. And then it's like, okay, I go to all their events for sure. I'm part of one chamber, I go to their events, you know, things that like I'm very choosy about it. But like I have, you know, Maddie. So she's gonna be plugged into different things. She goes to different things than what I go to. And I think that's also important is once you start building out your team, how can you make your arms go different ways?

SPEAKER_00 21:27

Maximize your efforts, yes.

SPEAKER_02 21:28

And because she's been with me long enough, she could literally say verbatim what I would say to any question asked her. So awesome. Yeah, it's fantastic, it's all about how you're training, you know, and like making sure she's been involved in all the questions and all the situations where she can answer. Honestly, I'd probably put her on a sales call, she'd be like, Yeah, this is exactly what Shelby would say. You know, so and that's really great. And that's how I kind of maximize my networking. And I'm also cheesy when people are like, You want to go have coffee? And I'm like, Okay, well, I need to know like what the goal of this coffee is.

SPEAKER_00 21:57

And I remember you doing that with me. I think you even said, like that you usually do.

SPEAKER_02 22:03

Yes, during our coffee, I was like, Well, at the beginning, I was like, Oh, hey, I'm Shelby. You're like, okay, you know, and then it was like, honestly, I usually ask this question and I didn't. So let's just start off with like, why are we here today, Chelsea? Um, but I had my daughter that day. So I think it was like one of those, like, I'm already gonna be in Coglay. And my kid, yeah, we're just gonna go and have we're gonna have coffee anyway. Right. So it's gonna be a whole thing. So um, but yeah, usually I'm very like, okay, what exactly like intentional? Like, I want to be prepared. Yeah. Because I've been to meetings where people are like, hey, you know, can we have coffee? And then they start asking me, like, yeah, I'm trying to hire you. And I'm like, bro, I didn't do any like research on you. Right? Like, I need to make sure I'm never gonna get caught off guard like that ever.

SPEAKER_00 22:43

It can be such a time. Waster. Like when you don't know what you're going into. Like I've learned that a lot. And I forgot, I am a part of the chamber, and I love going to like the ribbon cuttings and all that, networking a lot. But you've got to find like the best groups that are gonna be the most bang for your buck and like worth your time. Yes. But I do agree with you getting yourself out there more and more and more, and you're in pictures with lots of people, and people just take you more seriously. They're like, Oh, she's showing up. Yeah, exactly. Like she is constantly going and moving and shaking, you know.

SPEAKER_02 23:17

And what's interesting to me is like you have that concept, like people have those, like that idea, like, oh, she's everywhere. That's great. But then you have the people, like I've at least what I've run into. It's like, well, you're always doing all this stuff. Do you have time for me?

SPEAKER_01 23:29

Oh god.

SPEAKER_02 23:30

I can't make if I post too much on Facebook, girl. People are like, so are you ever working? I'm like, actually, you're right. I'm always on Facebook. You're right. I'm never working on it. I don't believe Facebook, I'm always here for you guys. What they don't know is I've actually scheduled everything out that they're seeing. And yes, I am working during this time. You know? Um, but yeah, I've noticed if I post too much about my kid or like my family or like personal stuff, they're like, oh, do you still do signs? Like, uh, yeah. Oh, do you still do social media? Yes. And then I'm like, okay, well, let's change it. Let's do a bunch of work stuff. And people are like, Are you ever gonna have time for yourself? And I'm like, I just don't know how to make everybody happy. Like, can you please just be happy with me?

SPEAKER_00 24:12

It's it's how people perceive, yeah, you know, and yeah, I get that a lot. Yeah people are gonna think what they want to think. And yeah, and I like the people that check on you. Oh, absolutely.

SPEAKER_02 24:22

They're like, Are you okay? You haven't posted in a lot.

SPEAKER_00 24:24

Yeah, like is are you okay?

SPEAKER_02 24:25

Like, I'm like, Yeah, I'm I'm good. Yeah, I'm actually really good. I actually hate Facebook and Instagram right now.

SPEAKER_00 24:30

I'm taking a break. Y'all don't know it, but I am. Yeah, you don't know this because I don't make announcements about it, but also, you know. It's different though, because a lot of people are using it for just personal and fun and where it's very business for us.

SPEAKER_02 24:42

Absolutely. But then people love to see our personal stuff too. Oh yeah, you know, like, hey, what are you doing over here? I mean, my kid gets so many more likes than I do, like every time.

SPEAKER_00 24:50

I'm like older your girls.

SPEAKER_02 24:51

Five. I don't have oh, I have one five-year-old that's mine, and then I have a 13 and 20-year-old stepdaughters.

SPEAKER_00 24:57

Okay, I was thinking all girls, but I can't remember all the time.

SPEAKER_02 25:00

Yeah, and it's a lot, yeah. The 20-year-old thinks we're super cringe. In fact, if she's seeing this, like, hey girl, how you doing? Yeah, uh, she hates all the things like but Nick and I have like a combined TikTok. Like, we have one of those couples' TikTok. She's like, You're so embarrassing. I'm like, actually, people love it. Um, we are actually really cool. And this is actually like a fun hobby for us. Like, we play golf and we make TikToks, like we've been doing that forever, and so finally, like, we just need to have like a whole TikTok account to ourselves, you know? She's like, You're so embarrassing. I'm like, honestly, you're kind of embarrassing.

SPEAKER_00 25:29

So yeah, it's just gosh, you're just so good at connecting with people. Yeah. And when you can just be you, oh yeah, how beautiful is that? It's so and I would love for more people to know that.

SPEAKER_02 25:40

Yeah.

SPEAKER_00 25:40

Just just to be yourself. Like, don't look at if the women hearing this, like, don't look at us and think that you have to be like us. You know, everyone is so different. Show up with your own unique gifts and just yeah, be young for it.

SPEAKER_02 25:54

And that's what sells people. There's so many times that people are like, honestly, I connect so much with your personal stuff. Like, that's why I want to do business with you. And I'm like, well, thank you. You know, because they know the person I am now interviewing with you is also the same person that shows up for my kid. That's also the same person that shows up for my clients. And yeah, I just may not cuss as much in front of some of my clients, you know. I do make sure that we know that I'm pretty sure we talked about that too. I was like, You did. I just said F word, I'm so sorry. She's like, it's cool. Okay, good. Yeah. I was like, okay, great, great, great, great. Because I just said it and I was either gonna apologize a lot for it or uh pray to Jesus that you would forgive me.

SPEAKER_00 26:30

Um I loved your video the other day of you and your daughter dancing.

SPEAKER_02 26:33

Oh, yes.

SPEAKER_00 26:34

That was so cute.

SPEAKER_02 26:35

Yeah. Because it was a hard week, you know. And how else am I supposed to share, you know, that it was a hard week and she was oh, kindergarten is kicking her butt, bless it. It's just the whole thing, and I'm like, I know kindergarten so hard. I get it.

SPEAKER_00 26:45

And I love like you can just I love those moments when we can just just turn it off. Like turn off the social media, the what your mind. Yep. And just I love the dancing and the you know, singing and the music and oh yeah, just put you in a different headspace.

SPEAKER_02 26:59

And we do that a lot. Um, but it's one of those that I was like, I think I'm gonna record it this time and let all the other moms know. Like, it's okay to be goofy. It's okay to post things like weird with your kid.

SPEAKER_00 27:10

Listen up and just have fun. Enjoy life.

SPEAKER_02 27:13

And people are like, I had a couple of comments on it. I'm like, I wish I had it all together like you, and I'm I just like laughed. I'm like, this is actually the opposite of what I'm trying to show you. I do not have it all together. The only reason why I'm doing this right now is because I want to punch through the window, but I'm not gonna do that. Right. I'm gonna turn on some like headbanger music. Uh-huh. I know. Teach my kid that we can be frustrated, yep. But like that there's also other ways that we can deal with our frustration. Yeah. You know, that kind of stuff. Yeah. So, how do you think that you network through social media? Because obviously, social media has been a huge part of your business. Yeah. So, how do you think, or what do you think your best way to

Building Trust Through Social Media

SPEAKER_02 27:46

network through social media would be?

SPEAKER_00 27:48

Ooh, I feel like I should be asking you this question. That's good. I mean, I so honestly, for me, it took me several years to to build trust through social media. I don't know if that's how it is for everyone, probably I had a makeup business that I was showing up live every day doing live makeup tutorials, which that's also funny because I did not know what I was doing.

SPEAKER_01 28:12

There's no way I could ever do that.

SPEAKER_00 28:14

Like, it's crazy how I don't know. Like, I I wanted new makeup, and so I was like, well, I'll sign up because I'll get the best discount. Of course. And this was like when my youngest was like six months old. Okay. And I was like trying to figure out my purpose and like I was struggling with postpartum stuff. Yes. And I mean, I was working in mortgage, so full time, but then I was like, I need something for me. And then the makeup made me feel good. But I used to just buy the same like little compact of eyeshadows at Walmart, and then I was heavy on the eyeliner, and then I don't know, mascara. I mean, that was it, you know. And so I didn't know what I was doing. I would like use my finger or the little applicator that came in the eyeshadow. Okay, so then I started showing to the fire over here. Okay. I do a little bit of that still, but go ahead. Yeah. So yeah, I mean, like I just jumped into it and I was like, okay, so in order for me to be good at this, I need to learn, you know, again, like we were just talking about. Of course. And so I started following girls that applied the same brand. And then I was like, I become obsessed with learning how personally, and then I could teach others. Well, then people would message message me, are you not going live today? Like, are you, you know, and you never comment, but okay, thanks for watching. I appreciate it. They would they would catch me while I was live. And anyway, I gained like so many great followers and friends, and you know, people would come up to me in town and be like, Hey, I don't know who you're like, what's your name? You know, yeah. And then shoot, my husband was all the time, like people he worked with, you know, he would be like, Hey, you need a friend request so and so because they've been seeing your stuff on social media. I mean, it was just like so through my makeup business, I really met a lot of people, and then I would reach out to them and like, Thank you so much for following me, and just mmessaging and connecting, and then you know, just being willing to ask, you know, questions and and putting yourself out there, I think is a huge thing too. I mean, and I do like I'm try I am very consistent, but I am just sharing me. Right. If I have a thought, I'm like, I need to post about this. Yeah.

SPEAKER_02 30:08

I mean, it's that something you don't think about timing, you don't think about like this has to be the perfect uh little pitch on here. You don't think anything about that, and that's the best thing to do on social on your personality.

SPEAKER_00 30:17

That's what I've always heard. I've always heard just show up where you are today. Messy. You can even talk about it. That's what I did get started. Yeah. I was like, y'all, I'm so nervous.

SPEAKER_02 30:27

I remember it. I remember those videos too. I'm like, I freaking love this. And the platform too. Like, if you're more familiar with Facebook, Instagram, TikTok, like, don't think you have to do all of them at one time. Like, I told people like I'm like, do what you feel most comfortable with. It wasn't until recently that I'm like, okay, I think I'm good for TikTok. But like every time I've made myself over the last month, every time I've logged into TikTok, I have to do a video for my marketing boss page. And it's so cringy, but it's okay. Sometimes they're 10 seconds, sometimes they're like 20 minutes. Like it's just like whatever, okay, this is what I'm feeling right now, you know. Right. Um, and I'm making myself show up on there because it is something that's out of my comfort zone, you know. And I'm such a perfectionist that I don't like to just do things that aren't perfect.

Getting Comfortable On Camera Over Time

SPEAKER_00 31:11

Um I like that you said get out of your comfort zone. And I will tell you, that is where you will find the most growth, is the more uncomfortable you can get. That's actually kind of what I strive to do every day. Yeah. I mean, this is not super uncomfortable for me to do this podcast, but like it's out of my normal routine. Absolutely. You know, and so like I felt like, you know, I mean, you just have to like almost congratulate yourself on doing things that are not normal for you and to get yourself, you know, challenge yourself. Yep. So that's where you learn and you grow. You can fail in those moments, but like that's gross.

SPEAKER_02 31:46

How many times have I failed it? I mean, so many times and you too. I mean, yeah, I've done a lot of videos and I even post the blooper reels of my videos because a lot of my clients struggle with video making, like being on camera, they get very one of my clients cried the other day and I was like, okay, okay, let's just like take it back. Just the nerves, like it was so I post like all my bloopers because poor Maddie has to go through all these videos and I'm like pussing every other one because I'm like, why can't I get this done? You know, but then someone told me last week, I love that you post those because it makes me feel so much better about myself.

SPEAKER_03 32:20

Yeah.

SPEAKER_02 32:21

Yes.

SPEAKER_00 32:21

And I'm like, yes, that's exactly why I do it because I'm not perfect. That's why we don't need to script everything. Yes, it's like just and just post it.

SPEAKER_02 32:29

Yeah, you know, just post it, just try it. You got this. It always comes across like more authentic, you know, in that way. Yeah. So we have a few minutes left, and Chelsea was like, I want to ask you questions. And I was like, Oh, stop. I love it when people ask me questions. So you guys get to hear me be interviewed too. And I don't even know what these are, so I did not read

Consistency Is The Success Pattern

SPEAKER_02 32:46

them beforehand. So I'm ready.

SPEAKER_00 32:49

Okay. So how much time do we have?

SPEAKER_02 32:51

As long as we want. Okay. These people are gonna listen as long as they can. I hope that they've lasted this long.

SPEAKER_00 32:55

Okay, so I know you've talked to a lot of people. Yes, a lot of business owners. And I just want to know like, what's a pattern that you've seen for the people that have succeeded?

SPEAKER_02 33:08

So when you mean succeed, every you know, everyone thinks of success in a different way. So I would probably say like maybe you've lasted five plus years in business, maybe. Yeah. Um, okay, so I think the pattern that I most see that them succeed is like staying consistent in everything. There's always dry seasons. The beginning of this year, I've talked about it so much on this podcast, it was the worst six months of my entire career at the beginning, including COVID. Like the the first six months of this year was the worst. But if I didn't keep pressing forward with like being consistent, using my energy to not just try to sell the people, but to be like, okay, this is obviously a period of time that I need to focus on something else. So like focusing on building my team, focusing on building up what who I want to be in a year from now and where I want my career. So it's the people that are being consistent and not allowing their negative thoughts to like take over. It's so easy. Oh. I mean, it's how many times have I asked myself, I think I'm just gonna get a nine to five? I know I don't know what I would do, but I mean I would be like, Yeah, I should just go do that. Yeah, don't do that. No, I would never No, I wouldn't know it. Yeah. Yeah. So it's like I think just ones that are like showing up and marketing-wise, always showing up consistently. I have people that this is my slow season, I'm gonna stop marketing. Oh, no, no, no, no, no. We should not stop marketing, we should keep going. Maybe we tone it back a little bit. I'm down for that, but we should not stop.

SPEAKER_00 34:27

Yeah, don't stop. Like another question then. So so I would love for you to elaborate on what you mean by that. Like the ones that stop, like how long is too long of a gap, or what do you mean by that?

SPEAKER_02 34:38

Yeah. So, like during COVID, let's take it back all the way there. I was the first thing to get fired. All I mean, most of my clients were like, Marketing sucks. It's the first it they view it as like an expense versus an as an investment, right? Um, and so they were like, Oh, well, I'm paying her every month, I'm taking that away because I gotta go pay my employees. Okay, well, at the moment, I was like, I mean, I guess, but then like looking back, I'm like, I should have thought more because then I would have been like, Well, we're actually going all online, like everything's online. So we have to be consistent in posting. I mean, I always say three posts a week at minimum. You don't even have to post jobs. Like, I do sign jobs every week. Some weeks we're doing like six, some weeks we do zero. But guess what? There's one job that goes out every week, and that's how we stay consistent. People are like, Oh, you're still doing that? Like, oh yeah, we're still doing that, you know, even during our slow season, like January, February, March, that's gonna be super slow for signs, but there's still gonna be jobs going out because right now is a busy time. So that's kind of what I mean by being consistent, just showing up, even if it's one, two, three posts a week. Yeah, you know, I'm not asking you to do lives, I'm not asking you to do videos, just like show up consistently. People are still seeing it. It's just they may not be interacting it. And what happens when the busy season starts, but then they go, Oh, wait, they haven't posted for three months.

SPEAKER_00 35:50

Right. Like, or did they go out of business? Yeah. Are they still doing that thing? Like, are they still in that business? Yeah. Yeah. Okay. What's a moment in your journey where you had to figure something out with zero background in it? Like you just everything like the canvas or canvas thing.

SPEAKER_02 36:07

Yeah, yeah. Like everything, just uh being a business owner in general at 18 years old, didn't know how to do. I mean, a lot of the years it was very illegal, actually. The whole business thing was. Um don't do that. Not good. Uh I would say that it would take me about, let's see, about four years ago. I hired my bookkeeper and a in a um, I was about to say a Z, but that's his name, Z, my CPA. Um, I hired a bookkeeper and a CPA that actually knew what they were doing. They work together. They know that I do not care what happens behind the scenes as long as it all gets taken care of. Right. Because I hate numbers. I hate money. Oh, I mean, I love making money. Yeah, I love spending it, but I hate managing it. Right. Um, and so they have been a great asset over the last four years, and I never would have been able to grow as fast as I have without them. So I would say that that would be the biggest thing for me is delegating things that I don't like to do. Or I shouldn't say don't like, I don't know how to do, and letting them take it into their expertise. Yeah.

SPEAKER_00 37:06

So okay, yeah, that makes sense. Um, let's see. If someone listening today is scared to put themselves out there in their industry, what's your advice?

SPEAKER_02 37:15

Every time it's just do it, bro. Like you just gotta do it.

SPEAKER_00 37:18

I mean how do you help them overcome like like what if it's like just making your first reel? Oh putting yourself on camera. How about that?

SPEAKER_02 37:25

I just that part, it's very cringy. And I tell them I let I level with them. Listen, I hate it too. I hate doing it. I don't I think it's very energy sucking, so I have to do it on days that you like believe that for no for me, like as a person, for me, it doesn't give me energy, it may give you energy. Like everybody's different in that way, right? Like networking gives me so much energy. I'm out there, I'm with people, and I'm like, yeah, yeah, yeah. Doing a video, I'm like, I mean, I hope that works. You know? I hope you guys like it. Yeah. Um, I get more fulfillment out of doing podcasts. Like, I love doing podcasts, educating. And with videos, I think of okay, did I do that all the way? Okay, did I do that right? Did I say enough? Did I not? Is it too long? Is it not too long? I just overthink it. Yeah. Um, so I say, I just like level with them going, like, listen, this is my personal view on it. You could be completely different, but I had to start one day, and you have to start one day. That's right. Just is what it is.

SPEAKER_00 38:20

Just start.

SPEAKER_02 38:21

Yeah, just start. And if you want to succeed, you have to do it. Videos, you have to do. Like, that's just the thing in marketing that we have to do nowadays. Yeah. I don't care how much you hate it. I've got a couple of candidates right now that terrible personalities, but candidates, right? Politics. Like, but I'm like, let's do some voiceovers. Yeah. Like, let's do something that is not your face. You don't feel uncomfortable. We do all these awesome shots with, you know, drones and things like that, but your voice is on it. Yeah. So, you know, even if you wanted to start out with that, do a little voiceover, learn cap cut, whatever, you know, however you do that. So I think just doing it as cringy as it is, you'll eventually be able to do it and be comfortable with it.

SPEAKER_00 39:01

I like the voiceovers when I'm just being lazy too.

SPEAKER_02 39:04

Oh, absolutely.

SPEAKER_00 39:05

I'm like, oh, well, I I'll shoot a video where I don't have to talk and then I'll add a voiceover later. Absolutely. Yeah. Okay. Um, let's see. When a business owner comes to you completely lost on marketing, what's the first thing you help them figure out?

SPEAKER_02 39:19

I love those people.

SPEAKER_00 39:20

Do you?

SPEAKER_02 39:21

I love people that are completely lost. They're blank canvases, and I would also include the people that have been burned by other agencies in that same category because they're like, well, we were promised this, and then they didn't really fulfill that. I'm like, I know, oh, I run into that all the time. I'm like, I get it. I understand. I'm sure you do too with finances. Yeah. I mean, people talk about finances of other people and they're like, well, all they want to do is take money. Right. I mean, the first 10 years of my career, all old men wanted to do was me spend $1,500 a month. And I'm like, I don't have $1,500.

SPEAKER_00 39:50

I've heard that

Marketing Triage For Overwhelmed Business Owners

SPEAKER_00 39:51

so many times. You're you're exactly right.

SPEAKER_02 39:54

So whenever people are lost on marketing, I'm like, let's just break it down. What are you doing right now? What have you done in the past, or what have you not done in the past, right? And then how can we start? So then what's your budget? This is what we can help you with, but these are also some things that you can do. If you can't afford the full platinum thing with me, obviously, totally fine. Right. But maybe we can sit together and do a strategy together and teach you how to do it, just like the back to basic workshop. They left knowing how to do social media for 30 days at a time. These are you take three hours a week, you can have 30 days, or you can have, you know, depending on how long. Are you doing that again? Yes, it's gonna be a course soon, everybody. Just a little plug there. Yeah, it'll be an online course. Oh cool. Um, but it's one of those things where it's like I love to teach people how to do it because there's so many great resources out there that if they don't if my pricing doesn't fit in their budget, I still want to be able to give them access to things like my book or the courses or things like that. So it's really just breaking down what have you done, what have you not done, and then how can we fit in and help you achieve the goal that you want. You know, a lot of people think marketing goals is well, I want to make money. Well, baby girl, we all want to make money. I know, you know. Yes, we do want to make money, but marketing goals in general should be like, I want exposure. I want referrals, I want to be tagged, you know, I want people to be educated about who I am because that's what we have to do before we sell on Facebook.

SPEAKER_00 41:17

So Okay, so last question. Okay. Because I still have so much to learn about you. Because I know you're writing another book.

SPEAKER_02 41:23

Yes, I am. Okay.

SPEAKER_00 41:25

Yes, yes. So what fuels you every day to show up? Because you have been you've been running

What Fuels Long Term Entrepreneurship

SPEAKER_00 41:31

this business now for what, 20?

SPEAKER_02 41:33

No, 14 years.

SPEAKER_00 41:34

14 years, okay. 14 years. Um, well, you said since you were 18 or yeah, I'm still 32, but thank you so much.

SPEAKER_02 41:40

You are so young. I know, thank you. Um and you don't look like really young.

SPEAKER_00 41:47

So just what I guess what heals you to show up and work so hard in everything you're doing, like with the book and with you know, the classes and the everything you do. I mean, it's all it sounds like a lot, but it likes to people, yeah. It does sound like a lot to people. But I know that you're you have something that is just like that burning desire of just like I don't know, what is it?

SPEAKER_02 42:13

So um when I started a business, I had like no one to help. Like there was no resources out there. Like I said, it was illegal for a few years because I didn't even know how to legally start a business. Like it was a whole thing. And Google back then was not like I mean it it used used it, but it wasn't like a resource. And we sure as I didn't have like Chat GPT or anything. I mean, we were still doing yellow page ads, like, and you wanted to be like A's if you were a business because it's the first thing that was in like the white pages of the yellow pages, you know. Um so the young people are like, what is that? Um yellow pages. Yeah. What is that?

SPEAKER_00 42:46

They're Googling it.

SPEAKER_02 42:47

Chat GPT. I'm like, well, now it's an online directory. So um, but anyways, I think that just like not having that and like teaching it to myself, it just gives me that drive to teach other people. Because I think it's so empowering when you start your own business or you're following your dream to be like, it's not easy. Because how many books out there are there that are like make a million dollars in 24 hours or like read the book and you'll learn how to make a million dollars? Like, bro, they're literally making a million dollars about teaching you how to make a million dollars. Like, yeah, that's how they're making that successful, right? Instead, I'm over here like, here's my book, you can have it for free. I want you to learn how to market your business, right? Because that is what's important to me. And I could I wrote the first book to educate people, use it as a lead magnet. Of course, it's all marketing, right? At the end of the day, but also I want people to take it and be like, okay, I can actually apply this. You know, it's things that are applicable to any industry at any time. I didn't even talk about AI in it because I don't, I mean, there's no way you can put that in a freaking book and then it be applicable uh thirty 30 days later. Oh, I know. True. So it's very like old school marketing techniques that are never going away. Email, social media, doing your marketing budget, those things are not going away. And so that's really what I want to teach people. But what makes like what makes me get up and do it is that I just love what I do for one, and I love educating people, I love seeing people succeed, um, and just being able to empower them. And the next book is Hustle Like a Box, which is all about my entrepreneurship journey, but it's the mindset shifts that I've had in every season of the last 14 years as a young entrepreneur. I mean, I don't know why I waited till I was 30 to write the first book. I think I felt like I needed to be like experienced or something. I'm not really sure. Um, I felt like maybe 30 was like people are gonna take me seriously. You know, um, at least that was a turning point for me. That was a hard year. I was like, wow, 30 is a lot of years to be old. Okay. It was like that was a lot, you know. Um, but now I'm like, okay. But now it's like, okay, now I'm feeling better and like being able to and people are excited about it. Pre-launch is gonna be opening soon. And so then um at in January it'll, you know, be live, which is exciting. But I think just getting up, educating people, seeing them succeed is like my most important thing. Yeah. Yeah. I mean, I still have days that I think that I'm the biggest failure and I'm not reaching my goals, and you know, because I set very high goals for myself. Oh yeah. Which is not always great, you know.

SPEAKER_00 45:17

So I think we're all like that.

SPEAKER_02 45:19

Oh, absolutely. But I've really enjoyed our talk today. I know, thank you. This has been so great. Thanks for having me. Yes, and you she will be having a podcast soon, guys. So as soon as that happens, I'll be on your podcast. Yes, I'll be right back. And then we will like cross

Where To Find Chelsea And What Is Next

SPEAKER_02 45:31

market, right? All of this. Um, so tell them where they can find you on social media before we go.

SPEAKER_00 45:37

Yes. Oh, and I do want to announce that I have a ribbon cutting and grand opening scheduled for October 15th. Okay. At my office in Greenbrier. So, yes. Um, and then so really it's just Chelsea Todd on Facebook and Instagram. Okay. Um, that's mainly the platforms I use. And then um, my new podcast coming out. I'll keep everyone posted because I don't I don't even know how to market that yet.

SPEAKER_02 46:00

So I'm gonna pick your brain on that. We're gonna market it together. There we go. Well, thank you guys so much for listening. Go follow her, and she can teach you all about finances and really how to turn your life in that area. And we will catch you on the next episode. Bye.