MINDSet: Keely says ‘Hold Your Nerve!’

by | Nov 5, 2020

Keely Pearce, KPPapercuts , joined us to share her experiences over the last few months. The real lows and the incredible highs that she has faced (you really do want to watch!) and how she has held her nerve. 

Transcript of Video

We’re trying something different today. Well not really that different because I just think it’s a bit of a week. Isn’t it? It’s a bit of a week and we’ve been planning to do this anyway. What I’d like to start doing is sharing more stories from within the membership with other members, because you guys inspire each other so, so much. It’s like we need to start building this into the training I think. So this is the first one, I guess, properly where we’re gonna just structure it so it’s just conversation piece. But if you can, because obviously we’ll get more members joining us, if you just put your questions, your thoughts into the chat, that will be really cool directly for Keely. So also ask, asking anything about selling retail. If we want to, we’ve got retailers on here if we want to get into that as well, but the whole premise of this morning is about holding your nerve and, because I know a bit of Keely’s backstory and how she has had to really hold her nerve as well, like we all have, I just wanted to share some of this.

So it is a chance for you to get your pens and your pencils out to draw stuff, to take the lessons out of it. And I will stop at specific moments just to ask you to write some stuff down. Silver, I’m so pleased you’ve joined us. I know you’ve had a tremendously difficult time, so I really hope that being in this group this morning with everybody, it will just help you a little bit more. Obviously you don’t have to come on camera if you, if you’re not comfy to come on camera. But let’s just have a go because holding your nerve to me, it’s a phrase that obviously Rebecca, Rebecca started saying all the time, and I just think holding your nerve is at the top of the list almost of the kind of personality traits, the skills call it what you want.

But the ability to hold our nerve when one’s in a small business is just absolutely extraordinarily important. And so there is a celebration on this call this morning for all of us who are sitting here, who are still holding our nerve, right? Okay. This, this is coming at you from a really positive place. Please share anything that you feel that you want to, it is recorded, right? So just be aware of that. We are recording it because we’ll put it onto the site for everybody to watch. But it is about lessons, I guess, in self motivation. It’s it’s what, what have we already learned from what we’ve been through. So Keely, the other thing, sorry just before Keely cracks on is introduce ourselves. Can you all introduce yourselves, please properly into the chat? Just in case people don’t know who each other is.

And we’ve got some, some new, some new people are not new people, but you know what I mean? Not everybody attends all the time. So can you please? I’m so pleased our Pauline is here as well. Cause she like everybody else has been having a dreadful time. Please do introduce yourself properly. Put your links in there. Cause every time we do this, I assume everybody knows each other properly and you don’t. We don’t cause we’re not seeing each other face-to-face so get yourselves, introducing in the chat. Name of your business, what you’re selling, what you’re up to and maybe some of the chat about your biggest challenges. Okay. So get that all in there.

Good. So I’ve got nearly everybody in I think so Keely, are you ready to go, my lovely?

I am. Yes.

I do see behind you, your lovely display of products. Well look at all those beautiful Keely creations behind you.

This is my online market space now. Right? I’ve come from being in my bedroom to here.

And it’s what we’ve got to do, right? Because we’ve got to find other ways to actually get our stuff seen. Right?

Christmas on Thursday.

You’re doing Christmas on Thursday, Thursday. So what I would like you to do Keely is for everybody that doesn’t know you introduce yourself, where did you start? How did you start papercutting? I mean, what is the crack with this? Go right back a bit.

Right. But I’ll go right back to the very, very beginning. And the reason why I started paper cutting in the first place. So anybody who follows me on Instagram and Facebook would have seen yesterday a little hello post from me, cause I’m doing meet the maker week with Joanne Hawker. And in there did talk about my story a little bit. So apologies if you have had this before, but I’m going to re-say it because it’s worth it. So I started, it was six years ago now I was absolutely stressed to death in my day job. And I wanted to do something on a night time. On an evening, weekend, just to chill out a bit, just to relax or unwind, take my mind off everything that was going on in the, in the work world because I didn’t switch off when I got home. So I tried millions and millions of things. I mean like everything, every single, you know, crochet, knitting, embroidery, pottery, things like that. Rubbish at everything. Rubbish at absolutely everything. And then I saw a video of someone paper cutting, I stumbled across it on a video on Facebook and thought, Ooh, never seen that before. It looks a bit different looks very interesting. So I got myself a kit, early birthday present from myself. And I sat down one Saturday morning and I thought, right, I’m going to give this a go. I’ll be rubbish, but I’ll give it a go anyway. And I was completely hooked the very first time I did it. Instantly my brain just turned off and I was in the moment, cutting away, wasn’t thinking about things. Wasn’t worrying about things was just totally chilled and I got results really quickly.

So that’s one of the things I love the most about it is that within like half an hour to an hour, you can see something emerge. And it’s, you know, it’s really special. I started filling my house. My house is still full and keeps getting fuller. Filled my parents’ house and friend’s house, family’s houses, everything. And then people started asking to buy them and they started asking me to design things for them as like special gifts and things like that. And so KP Papercuts was born. It was a little bit of an accident, but it’s probably the best thing I’ve ever, ever done. I absolutely love creating things for people that brings them as much joy in receiving them or giving them as gifts to others as I do in making it. And that’s where it all came from. And that’s why four years later I’m still going and I’m trying to grow and grow and grow so that I no longer have to have a day job and I can do this full-time so that’s my basic backstory. Okay.

Just pause there because I want to ask everybody, get yourself a slurp because already Silver’s done this. Everybody on this call who kind of fell into the business accidentally. Do you resonate with what Keely said? Just put a yes or a no in the feed. Cause I want you to all see it. Who didn’t really set out to run a business, but was looking for an outlet? Like Keely said, she needed something to calm her down. I can a

little bit resonate there, but nevermind, just giggle away at myself. Right. Who, who decided that this, this business journey for you guys was this? So at the minute, Jo Lennon, it seemed like a good idea at 2:00 AM with a new born. Okay. So right apart from Hugh right now and Sam’s saying kind of, basically everybody else on this call has kind of fallen into the business.

So it’s something to bear in mind, you know kind of falling into the business, you know, basically Keeley everybody’s resonating with you. Silver said she didn’t expect to be here ever, not in my wildest dreams. Pauline’s saying kind of, can I just ask Hugh, can you just type in, you’re the only one that said categorically, this is not how you started your business. So put in the feed, why you decided to start your business and you can see where we’re coming from. It’s all about our, why, why, why did we start this? So, you know, Keely, yours was dead simple. What I loved is what you said is you stumbled across something on Facebook to use to help you calm down, which you have now turned into business? Yeah.

And the best thing is now I get to share it with everyone. And I, you know, I can do workshops. I can do kits. I can, I can pass on the benefits. Do you know what I mean? I can, I can help others and because we all, especially this year, but probably all of us throughout moments in our lives, have felt like things are getting a bit too much. Like things are getting a little bit out of control, or we’re not able to feel as chilled as we would like to, or, you know, we’re not feeling our resilience is maybe there where it should be. And it’s lovely to be able to give somebody a tool, be it a paper cutting, or even just watching us on video. So many people don’t do it, but will come and watch us just sitting cutting. And they’re like, this is the most relaxing thing I’ve ever watched.

No. I mean, people watch lots of odd things on videos, right? It is really, really relaxing to watch other people do it. Especially if you’re not creative, like for me, it’s just, you know, to watch other people create stuff. It’s just extraordinary. So, so there you are. You find this thing, you stumbled across, like people start asking you to sell it. Right. And at which point, like, was that one of those moments where you kind of went really? Could I sell these really? Is it that good that people are genuinely wanting to buy it?

Yeah. I had that whole, you know, the little monkey that sits on your shoulder and goes, nobody will want your stuff. You’re not very good. And he all stems from my third year art teacher, who told me I wasn’t good enough to do art at school. Right. This is where it all stems from. So I’ve managed to trace it back. And I’m sat there thinking, do people really want this? Is it really that good? And then the more people, the more faith I had in myself almost, and it just started growing and growing. And then, you know, somebody I knew who’d asked for a paper cut then said, will you come and do a local craft fair? And I was like, yeah, yeah, no worries. Never done one in my life, didn’t have a clue what I was doing. Totally winged it. I’m not going to lie, the first one, totally winged it. Not so much now, but for the first one I winged it.

I rocked up and a complete stranger came up to me and said, I love your work. I want this, this and this. And that was the moment when I went, aha. It’s not just my friends and family being nice. It’s actual people who I don’t know actually like it. And that made a massive difference. And that was where I

decided to start taking it really seriously.

So what was that time? So six years ago, you stumbled across something. Did that take years?

I did my first craft fair four years ago in November. So four years ago this month.

Okay. So you had a couple of years where you were doing

Just a hobby. It was, you know, just an outlet and a release for me. And yet, you know, family and friends would ask for things and I wouldn’t really charge them very much if anything, cause you know, that’s what you do, isn’t it. And then I realised you know, I’m going to have to price this properly if I’m going to go to a market. I probably under-priced it if I’m being honest. But that’s another thing that you learn as you go along and then, you know, it was, that was the point where this total stranger, when a total stranger came up and said, Oh my God, this is amazing I love it.

So how did you fight against those monkeys that we all carry, especially when you can relate it back to a

teacher, Catherine Tuckwell has said, she had that art teacher. My primary school teacher, you know, Mr. Williams. So I can count, I can take mine back to when I was nine and 10, a lot of my monkeys. You know, we all have these monkeys, whether it’s someone, someone, you know, by the way teachers shouldn’t say this stuff to us. I’m just putting that out there.

Yeah. I mean, I don’t think they would now. I think that’s the difference. I think now, I don’t think they would do it.

For you then, how did you deal with the monkeys? Was it because someone said, I love your work. I want to buy it. Or what was it in you that decided you were going to plough on, even though you had this voice, this voice that’s saying you’re not good enough, clearly you’re not good enough. And that was from your teacher.

Yeah. I mean, it was twofold. It, I think part of it was a stranger saying something really, really nice to me because they didn’t know me from Adam. They didn’t know, know what I did in the day. They didn’t, you know, they just thought I was an artist. That’s what they thought. And then another part of it was, I’m really lucky that I’ve got really supportive friends and family, you know? And they, you know, I mean, my bestie is my biggest cheerleader, you know, even bigger than my Mam, and my Mam’s bad enough, you know, but my bestie is like my biggest cheerleader and she was just like, go for it, go for it, go for it, go for it. You know, you never know what’s going to come. You don’t have to quit your job straight away. You can just, you can just build it up. And I’m now in the process of helping her start her first business, which is,

Oh my gosh, I didn’t even know you were doing that. We’ve got to come back to that.

Okay. I just want to take a moment then can everybody put into the feed a moment that you remember really early on that made your mind shift change? Who was that person? What was that moment? And also, can you also share with us some of the names of your cheerleaders? Can we have some big ups, big shout outs, shout outs to your cheerleaders that you have in your life? The people that you absolutely know, you couldn’t do this without. Cause I think, you know, what Keely is saying that it’s two-fold. We need that support network around us. Absolutely. Because someone has to believe in us more than we do, right. And be that push, get those names in there. Let’s have a shout out to all these people, but is there a moment that you remember early on, where it literally switched your brain.

I’m going to ask you to dig deep in here and think back. And I tell you honestly, I can remember the first person that bought from Daisy Green Magazine, 12 years ago. He paid 50 pound for some advertising space. He’s called Dave from Bam Clothing, which is bamboo clothing. And I was on the phone, cold calling and he just said, okay, I believe in your values. Look lass, I’m just going to give you 50 quid, put the phone down. And I was changed because just like you, Keely, someone said, who, I didn’t know from Adam, never met it, who said, Oh, I’m gonna, I’m gonna actually give you some money. And that 50 quid is the biggest and bestest sale I’ve ever had. If I’ve got, if I sold something for a million quid, it wouldn’t mean as much as that 50. So put it in the feed, put it in the feed. Who was your biggest cheerleader? And do you have a moment? Can we drag those moments out and start remembering early on something that, that changed in us and that made us want to do this right? Because if we all are kind of stumbling on stuff, if we didn’t set it up with the purpose to be a business, there’s a, there’s a moment that you just thought, you know what? I can do this and sell this stuff. Product, services, doesn’t matter.

It doesn’t matter what stream it’s come from. And that customer, that first customer who came up to me is now my best customer. For years, she comes to me at least two or three times a year for things. And it’s just absolutely lush. It’s lush . I’m just going to open the chat so I can see what everyone saying.

Yeah. I know. There’s lots of chitter chatter going on, Loads of stuff. We’ve got a lot of family members being really supportive, which is lush.

That’s really nice. So often, I’m in other groups and you don’t hear that. Yeah.

Yeah. I know. Cause a lot of people, family members that don’t understand that don’t quite get it when we swap and we want to do this thing. I think, especially if you’ve been in a permanent job, you know, a lot of people’s fathers just don’t get that you would leave that security. They want us to be happy. They want us to be well, they want us to be those things, but maybe just don’t get it. So it’s lovely to see who your cheerleaders are, I’m going to, I’m just, I’m going to pick out Vicky Wade’s here that her first Etsy sale went to the Ralph Lauren offices in New York, honestly? That’s like your first ever Etsy sale. Like all our stories are so, so, so important. We’re going to read through all of those in a minute.

Think back to how you felt when that first person did it, cause there’s more than that one first person out there.

Yeah, for sure. It’s those goosebump moments where you just kind of go, right. And how do we capture that and keep that? Well, we do it by talking, we do it by reminding. We’re doing it by you leading this session Keely. Right. So, okay. So there you are. You’ve got your supportive cheerleaders. You’re four years ago, you’re winging it on this stand. I don’t believe anybody who tells me that they’ve not either been seriously winging it or are still winging it. Everybody is to an extent, but I think that’s our creativeness. So you’re on the stand. You’re winging it. You’ve got someone to buy stuff. That changed your moment. Then what happens in Keely’s progression?

So then what happened is I started doing more fairs. I thought, right? Well, I need to do fairs. I’ll do fairs. And I set myself up a little Etsy shop and I joined a group of new Etsy sellers because Etsy were doing some kind of promotion. I think at the time it was like, as I say, it was four years ago. So it was 2017, 16.

Bless you, Can I ask you. Did you have any clue what you were doing when you set up that Etsy shop?

No man! No. I didn’t have the foggiest what I was doing. Thankfully in the group, what they did, they were sharing how to do stuff on their platform, which I think, you know, made a massive difference to me. If I hadn’t had some kind of idea what to do, I might have got a little bit too scared by it. Cause you know, it’s new. It was a bit techie. Dare I say it because I was not very techie at the time. You know? And then I was like, Oh my God, I’ve got to take photos of stuff. I’ve got to know how much things cost. I’ve got work out postage, I’ve got to do this. And it started to get a bit real. But I got there. I persevered. I did a little bit at a time to just build up.

Cause I was still, I was still working full-time at that point. So I just built it up, built it up, joined the Etsy

Durham team the following year and did a couple of markets with them, which were fantastic for getting my name out locally. And because Etsy were behind it and sort of giving funding and things like that, your advertising got spread a lot more. So it helped get the name out there, not just like the local groups, but of the individual sellers that were there. And I made some friends there, which was lovely. And then I did another show and Joanne Rowland was there and we were talking about planners because I was like, I need to get organised. I don’t know what I’m doing. And we were talking about planners and she went, I’ve just joined Nicola’s group. You want to come join Nicolas’ group? And that was when I joined Mint, but it wasn’t Mint then, it was Savvies wasn’t it? I was the very first cohort.

Yeah. I was going to say you’ve been in right from the very beginning. Yeah,

Way before the community, our community that you’re in. Obviously you’re talking about joining Durham Etsy, as a, as a group, as a thing, as a way to push you out. I mean, you all know how fond I am of community and I certainly don’t think I, or many of us would do as well without people around us. Right. So, so how important was it to join a group that it seems to me was very specific. Etsy Durham, right? It, it wasn’t a worldwide membership thing. It wasn’t, it was about Etsy Durham. So why specific?

Yeah. So that one, because it was local, which meant that I could meet people who were around me, but because we were all handmade sellers, which was like, you know, the purpose of Etsy. Because we were all handmade sellers. We all had lots in common, so it was easy to talk to people. And we all had, you know, we all had the same problems. There were people who were in the group who have been selling for like 10 years and stuff, so I could get their experience and their advice. And then there were those of us who were new together. So we would like hold each other’s hand through stuff when we weren’t sure and it was just, it was a sounding board and things like that. So I think all the way through, if I hadn’t got communities, I wouldn’t be, I wouldn’t be where I am now. I know I wouldn’t.

I think that’s really important, you know, beyond Mint for everybody on this call, we’ll all be in thousands of different groups in this, that or the other. But I think what I’m getting is that it was the right group for the right people to support you and maybe fewer groups that are more appropriate. Right. Cause I don’t know about anybody else on this call as well. Keely, have you joined loads of groups that are just a wasting your time, sucking your life out of you and that’s, that’s not what I, I just don’t think that’s helpful. So maybe we’re in one or two groups, three or four that are so super useful because they are the right people in those groups. And I mean, I guess, would we ask everybody on this call are there some groups that you need to come out and be? Are there some groups that you need to leave and cull. Now Sam, I think she’s here, sent me a message about having a cull on her Instagram yesterday, this idea of culling to, to get what we need better for our business. And that’s our mental health as well. But because we put ourselves in so many communities groups, this, that and the other, and it’s just, it wasn’t any good. Okay. What you’re saying is actually it was one group that was super, super local helpful, full of the right people. And then you, you go through that and tumble into Mint through Joanne. Yeah.

And it’s not about thousands, being all over the place to get your support. It’s about choosing the right support.

It is definitely about choosing the right route. I mean, people invite me to groups every single day and kind of 99 times out of a hundred I don’t accept the join request. Because I know that it will distract me and it’s not what I need from the group. Do you know what I mean?

Totally.

I’m quite specific now in what groups I’m in, and what groups I interact in. So like I I had a big cull at the beginning of this year, a massive cull. I dropped out of like 25 groups or something like that. I had a ridiculous number of stuff that I was starting to think, why am I in this? Why am I here?

Do you feel bad? I mean, like, and again, everybody feed in, you know, I do feel guilty when I don’t join people’s groups. I really do. I’m like, I’m like, Oh my gosh, I should’ve. They’ve invited me, really I should have joined, but that’s on me. And that’s on how I handle myself because honestly I’d be in a million groups and it would get so distracting because there is a lot of guilt where you kind of think we should join because we can support another small business. But, and what is it, how do you keep strong in the whole, this stuff will distract me. I need rid of it messaged to yourself?

I suppose part of it is I think, because I know more about how like the algorithms and the reach and how important group interaction is when you’re running your own group. Because I run one of my own now myself, I don’t want to hit that join button and destroy their posts reaching people who were actually really engaged with them. And I kind of started thinking about it more like that. But at first I used to feel horrifically guilty. I did, I used to think, Oh, I need join everyone’s group because you know, they’re nice people.

So actually what you’re saying. More it’s about if I’m in and I’m not active in that, and I’m not looking at posts and I’m not joining in and I’m not doing anything, I’m not a value to them. That’s a really different way of looking at it. I can genuinely say, I’ve never thought about that before.

Yeah. So, and that helps you get over the guilt of being able to say, look, me being in your group, it’s actually a disservice to you rather than service. That is a really fascinating way to switch that mindset around. And I’m going to take that for myself, because you’re absolutely right. If we joined each of those groups and we’re not invested in the stuff, it does us no good at all if the groups is just full of engaged people. But I love that, but can I ask everybody right? Yeah. I, I agree. I think it’s a brilliant point of view on groups. So what I’m asking you is are there groups that you’re in right now that you should leave because actually you’re probably doing a disservice? You’re just one of those people who don’t wanna do anything in there? And put it in the feed. Do you know that there is stuff you need to cull or get rid of or unjoin or get, or whatever to stop you getting distracted? Have you got stuff that, you know, in your social and it is more about the social or unsubscribing from lots of newsletters that you don’t need?

Oh I do that regularly as well.

So can we put in the feed? Yes that you know, there’s stuff that is distracting you and then can you then also say, what action are you going to take? Put it in the feed. Now everybody let’s get, let’s get some conversation on this going as well, because I think this is one of the things that we’re all guilty of, Keely’s said it there. You know, how do we stay strong and remember us in our business rather than just going off and getting distracted by all this other stuff. Right? Put some stuff in the feed so you can inspire each other with that.

So here you are, are you still working full-time at this point?

I’m still working full time at that point. Yep. Yep. Killing myself every Christmas

Killing yourself every Christmas, we know all of our members who sell at Christmas and have to deal with that.

So many, there’s many faces in here that can feel the pain on that one

Time to be ruthless. I’m loving that, mind. Absolutely. Sometimes ruthless is the best ever thing because you’re trying to put yourself and your business first, not everybody else’s. This is, we’re not trying to be nasty, mean people here. We’re just like, hang on. We put ourself first. So, so Keely, you’re still working full time, killing it at Christmas because and you’re knackered. And I know, cause I’ve seen you on like two or three of them. What started to change for you? Where did the idea that this could be your full time thing come from?

So I was in I was in the club and I thought, you know, I wanted to do more of what I was doing. And I wanted to, to have more time to do it, but I knew that I couldn’t do that unless I sort of got even more serious and sort of really started planning things and really started setting myself like full on to almost corporate targets, if you would, because I was used to that in my day job. That was fine. You know, there’s no problem setting goals and all of this stuff, I’ve been doing it for years in there, but hadn’t really done it for myself. So I joined bootcamp. And one of the suggestions in boot camp was workshops. Yeah. So I started workshops. Do you remember way back? And thankfully, some, you know, some Minties came along to hold my hand cause I was absolutely bricking it. I mean, I was literally like that. I

thought, I’m never going to be able to cut, my hands are shaking like this, you know, my stomach was funny. It was just like, it was horrific, but I absolutely loved it. And I had a massive profit margin.

It makes like win-win win. You know,

Vicky Wade’s just said she’s still scared to do workshops.

Keely, you made profit. Was that a massive margin? Yeah. Well, and I loved it. Okay. That was the other thing. When I got going I absolutely loved it. Like loved it as much as actually making pieces and stuff for myself. I loved it because I’ve just sat there. I was there, it went really, it went like deathly silent. Like you could hear a pin drop and I just knew everyone was chilled. Everyone was relaxed and everyone was enjoying themselves. And that was so gratifying. It was just unreal. It was worth, if you could bottle it. Yeah. If I could bottle it, it’s what I’d sell. Honestly.

There’s a couple of times in this call that you’ve said, you know, you were absolutely terrified. You were bricking it, you know, you didn’t know what you were doing, you’re winging it. You had people who were holding your hand and yet you still did it. So, Keely, what is the thing? The magic sauce that when you are that scared, you just do it anyway. Fake it till you make it.

Yeah. Okay. Okay. I’m not going to kid you. I did a management leadership course. I’m actually qualified in it. Believe it or not. Cause I was a manager at the day job. I was, I was a coach, I was a leader, I was a manager of that. And they put me through this course. And one of the things on it, one of the strap lines was fake it till you make it. And it was like, if you, so they had us there, in this room doing a power pose.

Now think Superman, wonder woman, you know, where they all sit. There are like, yeah, I’m amazing. Right? And they had this all in the mirror, standing there telling ourselves we were amazing. Now I’m not suggesting that everyone goes into Superman poses and wonderwoman poses. But it was that mindset thing of, if you keep saying to yourself, doesn’t matter how scared I am. I can do it. I’m good at this. I know what I’m talking about. I can keep doing it. And you kind of have to give yourself a little mantra in your mind. Almost. I can do it. I can do it. I can do it. I can do it before. You know, you are doing it. Yeah.

And, and, and that is something that we can all learn from. Cause I mean, Jane said the first time she taught a workshop, she had a terrible pain in her neck for four nights, but it went away as soon as she started. Right. Exactly. There, there are all of you on this call and I know a lot of you who just keep pushing through it, just keep pushing through it. There was something inside you all, that stops you from stopping, right? And if we can bottle up or if, at least recognise it in ourselves, then you end up with the mantra, whatever it is. I mean, Neville Tynemouth once came in and did training, sales training and he had the whole cohort standing and doing the same Superman poses. I mean, I was mortified, but it worked. It was funny.

It’s like a proper psychological study. Like an actual thing, standing with a big smile on your face actually changes your mood and your hormones.

I think we’ve got to get everybody to do that for this call. You’ve got to stand there and go Superwoman, Superman, take a picture and put it in the group. Cause it’s just hilarious, but it does change. But this is what I’m saying. And to be honest, I hear you with your coaching and your managerial, your leadership skills. And so one could assume that because you’ve had that training, it would make an enormous difference to you. You doing it for yourself, but it is different, isn’t it, for us? It doesn’t matter when you’re in a corporate job, you’ve got all that stuff.

They can’t fire me unless, you know, I nick a load of money. So they can’t really fire me for anything else. So if it doesn’t work, it doesn’t, not so much matter, but it doesn’t have that same impact on your own wellbeing. Do you know what I mean? If, if things don’t work and don’t get me wrong, sometimes guys I’m like on the floor crying in bed, it’s the same as probably everybody else in this call has been at some point, you know, it’s, it’s, it’s just, it’s just sort of shaking it off almost like literally giving your head a shake and go, no, come on, you’ve done this, you’ve done this. You can get through it. And then when that doesn’t work, go into your community and your support and saying, guys, come on, I need a

cheerleader for five minutes. So

I’m just going to ruminate on that. So you said to us, you set yourself almost called corporate targets because it’s what you know, and that’s where you come from. So can you share with us some of those and also is it, is it because of that target setting that you got to your first really big goal, which was to drop a day at work? Cause that was a momentous moment.

Yeah, it was, it was, I literally sat there and said, right, how much do I need to add extra a month for me to drop a day at work because I’m a single income household. So it’s literally me and my house. So I’ve got no financial backup anywhere from anybody. So how much do I need to be at? And every single month in order for me to be able to lose a debt and not be living on beans on toast, that was the way that I put it. Not living on beans on toast for an entire month. So I sat down and worked it out. I knew my profit margins. By that point I’d started doing the workshops. And I worked out if I did X number of workshops each month over the year, that would make up the gap. Yeah. It’s extraordinary specific.

Yeah. It’s extraordinarily measurable. Right? So we’re moving into smart targets here. Very specific, the very measurable, timely, can you actually achieve it? And it went on for many months,

I think again, I’d mentioned it with you in boot camp. And then it was like another three or four months before I actually like put it down on paper and bit the bullet and said, right, I’m actually going to go for this now. And then I think it was within a year, I’ve done it. And I went down to four days,

Which was just one of those moments like, cause we were like, Oh my gosh, no. And we shared that all with you because it was like, you were, you had said you were going to do this. You set your intention, you wrote it down, you were really scared about it. And you are a one, a one, you know, you don’t have a partner with you in the house that can prop you up or anything like that. So this is all absolutely about you and you being able to do that. And I’ll never forget the day that you came in and went, I’m dropping that day. I’ve done it.

It was like a party.

But here, this is exactly what you need to do. It takes this. Without writing it down without that plan, without that just determination, but you didn’t rush it. You didn’t go, I’m going to do this in the next two months and I’m going to be this. It was a proper manageable target that you were going to get to, but we weren’t in a speed race here. We were going to get it done.

It had to be over a set period of time that I built up to it. Cause I knew I wanted to have a little bit of a reserve pot in case, you know, it was a quiet, boring thought or something like that, you know? Cause you, you know, it, you’ve got to be real with it. You know, it’s not all going to be rainbows and sunshine and fluffy bunny rabbits all the time. There’s going to be times where it isn’t amazing. And you haven’t done loads. And I’ll admit, I struggled with those times because I’m quite hard on myself. I’m quite hard and I’m quite ambitious on what I set myself. So you’ve got to sort of have that little contingency going on in the background. You know, I know there’s loads, loads of makers in here doing it like, there’s loads of makers in here who have gone from a corporate job or a normal. I say that in inverted commas, cause I think our job’s more normal than anything and have gone to doing it full time and everything and have bit the bullet and done it. And you know, then like they, what I aspire to is to be full time. That’s that’s, that’s where I’m going. That’s what is going to happen. But at the end, I’m going to say on the call by the of next year, it’ll be three days.

You’ve got to, you’ve got to do it. And then eventually you’re just going to have to just do it because there is a moment there’s a lot of us on this call you’ll have been in a permanent decent job, whatever. There were so many of us that have had to just bite it and do it. I mean, I had loads of extra part-time jobs when I did it. You know, we do this, this stuff. We do this stuff and, and it takes a level of bravery that I don’t see outside of the self employed business community. I mean, you know, when you are there as that, that only income or the median income or whatever, and you decide to do this, we’ve got to want to go for it and we’ve got to want to do it.

It’s scary. It is scary. One income is scary. Scary.

Of course it is because everything is on you. And for those of us, with a partner, you know, at home and, and I get that, I know in reality there is money coming from somewhere else that I could be supported by, but that doesn’t make a difference. I mean, does it, it probably does a bit because like there’s so many years I was the only person with that stability, but I run my life as if I, I mean personally I don’t rely on it. I don’t care how much money Mike’s got, this is about me and what I’ve done for me and how much money I have. Right. And what is my responsibility to those bills. He can’t pay them all. So, so we all kind of get that, but in your circumstance, you know, it’s, it’s a huge deal, right. But the reason apart from all these lovely lessons we’re getting off you, if a couple of months ago, Keely you were in a right state and I’ve asked your permission to kind of, you were in, as many of us have been on this call, you live by yourself. So yeah. Your markets have been stopped. Right.

And you were in a bit of a state weren’t you?

Yeah. I’m not gonna lie. I was in boot camp and Nic said to me, are you alight? And I just went and literally sat and cried for an hour and they all sat and listened to me for an hour about how rubbish I felt.

Yeah. And so at that moment, in that, like, let’s not be overly dramatic, but you were in like a bit of a pit of despair.

I wasn’t feeling it at all.

And you weren’t the Keely that we know because you’ve shared really openly with us who you are, what you’re about, but this was different, this was an unhappy Keely. Right? And the list of things that you couldn’t do was longer than the list of things you could do. You were on your own, but again, there was something in you that, that you didn’t stay there ever so long. Now I want to be really careful with this because this is not the, you know, for people here, who’ve got real mental health anxiety stuff. And it wasn’t that. It wasn’t that.

So what we’re talking about with you was someone who just got herself about as down as you could possibly get without anything diagnosed is where I’m going. Okay.

It definitely wasn’t like, I think what, what it’d been is obviously we’d gone through, like, it was just as we were coming out of the first lockdown, that’s when it was. And I think I’d been, I’d been bottling up how overwhelming it was to still be going out in public, but at the same time feeling really isolated because I was on my own and things like that. And I couldn’t go and see my mum or my sister or my best friend, you know, I hadn’t seen, I hadn’t seen them properly in months. And yet I was able to see strangers every day. And that just kind of got on top of me on top of everything that I love doing, like my workshops and my markets and things that I couldn’t do. And it was like a bit of an overwhelm and a bit of a, like, just kind of hitting us really at that point where it hadn’t hit me before. I think because I’m so busy doing other things. And I was so busy taking care of the other people I work with and the customers that were coming in and talking to my customers and staying upbeat for them and things like that. There’s only so much you can give out before you cup empties, so to speak. And I’ve just got to that point where I was empty basically,

And then, right. And then it switched as if someone with magic dust like sprinkled it all over you. And I do want to talk about this. Cause you’re going to have to tell everybody what started happening. I think that we underestimate that when you’ve gone right down and then something makes you go firing back up. Oh, how difficult that is. I really, really do because your, your emotions are down on the floor, you’re feeling really rubbish, you’re pulling off everybody that you can, you know, you know, you were absolutely distraught and then it switched almost overnight. And I think to cope with the bang back up again, we don’t talk about how difficult that is. Right. Because when we got it, we’ve got a different set of emotions, but it’s all the same adrenaline. So do you want to share? Cause it was like in a week, right? You were upset and crying and then the next thing we knew, well tell everybody what started happening. I mean, it was just a,

Well, I had my low and then the week after I got asked to do a project for Shipley Art Gallery. Yeah. Who I’d worked with earlier in year, and they’d asked me to do this pretty big project with other makers and stuff. So I was like, that’s great. There’s a bit of, you know, income coming in that’s something I quite enjoy. And then I got three weeks. Was it three weeks ago? Three, four weeks ago. Now I got a phone call on the Friday from a lady whose website I’m on saying Fenwick’s want you to come and have a stall, Like Fenwick’s in Newcastle?

So Fenwick’s, Newcastle would like you to come and have a stall at Christmas time. Do you want to do it? And I was like, yeah like, at Fenwick’s, like really?

And then, and then the next day at lunchtime, I got a phone call from Raise The Roof production company. And they said, I know it’s really short notice, Keely, can you come to Devon on Monday and film for Kirsty’s Handmade Christmas. So I went, yeah. So I’m gonna be on telly!

And you can’t share this out of this group. I told you, you wanted to be there!

Right? I haven’t got the date yet. I’m not supposed to be saying publicly, but it just shows you what a rollercoaster you can have. Right. It’s like, I’m still slightly in shock. I still can’t quite believe it’s happened. And I’m not entirely sure I’m going to be able to watch it. I’ll be honest with you guys. I don’t know what it’s gonna look like. But yeah, so I’m going to be on your telly box!

Okay. So as you flood the feed with your congratulations, apart from the fact that she’s going to be on the telly box and we’re all going to be watching it with chocolate and things, I actually want to pull it apart because you know, Shipley Art Gallery. So you’re on the floor. You’re crying your eyes out, Shipley Art Gallery get in touch. But what we, we need to understand is that Shipley Art Gallery were a client from earlier on. You’d already worked for them. So you had a returning client who at a very fortuitous moment was just there, but you were still talking to them. You were still engaging with them, but it was like, you know, months later they came back to you

Basically. And then Fenwick’s. Explained how Fenwick’s came about, because you said you were on someone else’s website. And then, what was that?

There’s a lady who contacted me last year. And she was setting up like a directory website locally, but lots of nice places to go to. And also lots of local makers and artists and stuff. And it was, it’s free. It was free. Join. It costs you nothing. It was, you know, free exposure. I thought, why not? I think I’d like to know people that were around places I can go and things like that. So, you know, where she sends out regular emails, we contact her with things that we’re doing. She share posts, we share posts, that kind of thing, you know, just like give and take really. And she gets sponsorship for stuff and Fenwick’s approached her to run that indoor like Christmas market. Cause there’s not a big Christmas market outside this year. So they’d approached her to organise it for them opposite that Christmas shop.

So in the basement, if anyone knows Fenwick’s, you might know more than me. I can’t remember last time, what was in there. It’s really bad. And she like sent out this email about it and I’d gone, alright. So is it just for food vendors then? And she went, no, no, no, no. Fenwick’s have asked me to contact certain sellers to, to be able to go in. And I was like, Oh, okay. So like someone at Fenwick’s likes me? So I was like, wow. So I was on the ceiling like, I’m not gonna lie. I was on the ceiling. I was at the other job. I just went on two seconds. I just need to take this call. Cause I was upstairs in an office, thankfully. My boss is in the office next door. And she’s like jumping around the offices upstairs, that excited. Oh my God. Oh my God. I’m like, can I have an extra week off to make stock? Yeah. So it was like mental.

I guess what I want to bring in for everybody is the idea that, you know, we do a lot of stuff on social media. We do a lot of connecting with people. We’ll look for collaborative partners perhaps, or perhaps not. But if you had not done that with this woman for this year, you worked a year with her. She’s set up this new place, you took a chance. You put yourself on the directory, you collaborate, you speak, you know, you’re not getting anything out of it because I hear that an awful lot. ‘I’m doing social, but I get nothing out of it’.

It is not true. Right. It is not true. It’s just, you know, honestly the stuff that you’re not getting is the most important stuff. Yeah. You never know who’s looking at what, That’s the craic.

You seriously, you don’t know who’s watching your feed and maybe not following yet. Who’s watching all the websites or pages that you collaborate with. Who’s looking at markets that you’re involved in. You, you just don’t know.

So this, this person is, is working with the woman that you’re working with. So you know, if this was LinkedIn she’d be a second tier connection, you’re down that track, but you spent a year working collaboratively with someone and then you end up in Fenwick’s. Now, you know, this stuff happens all of the time, but we don’t take the time to sit back and think actually this thing that’s happening right now, if I take it back a few months, that person I met in Mint, in Savvies three years ago, that got me to here, that got me to there. Right. Because we don’t give ourselves the time to actually think about what we get. We’re so busy chasing the immediate sale, we’re so busy chasing that the immediate money. And because we need money, we know all of this, but then we kind of go, ah, it’s just not giving us anything because we don’t know whose eyeballs, and it does not have to

You don’t. And I think it’s, it’s like, it’s like any relationship that you have, be it personal or professional. It takes time to build it up and to build it to a place where it’s a good relationship where it goes from being an acquaintance to being, you know, sort of like a business friendship. Yep. Yeah. So then, it takes time. And there was an, I mean, I’ve just done last month, I did a really big project for a local women’s group. And that had taken, they’d met me over a year ago at an event, an in person event. But it only got back to me this September because of all their schedules and everything. So it just goes to show even, you know, you giving out those cards at events and you’re talking to people who run groups and things like that. It might not happen tomorrow. Would it happen in the end, but it’ll happen in the end.

It could happen. And that’s, that’s the thing for me is, you know, you get out of bed and you don’t know who you’re going to talk to in that day. And it could be someone in the queue, in the supermarket, if you’re me. Cause I talk to everybody as you all know, right? So for me, I go out, I’m like, who can I meet today? Genuinely? Who am I going to meet today, that’s going to change my life because every single day and now online or offline, wherever, there’s someone who could change your life. And it’s that mindset where you kind of go, I’m going to have a go at this and I’m not going to prejudge it. And I’ve got to keep going on it. And I’m not going to give hope. And actually I quite like he so I still carry on talking to her and a year later we’re kind of good business mates now. And then you get a call from Fenwick’s. You get a call from her that takes you to Fenwick’s. I don’t know whether Fenwick’s is shutting for this month or not. And that would be just, because it doesn’t matter to me cause they know you now. Yeah.

They know who you are, they can find you. And that if you haven’t been on social, if she hadn’t have found you, if you hadn’t kept plugging on it, you would not have Fenwick’s coming to you.

Nope.

Now, the Kirstie Allsopp thing. You nearly got on it last year,

I was. I was like that far. Last year I put my big girl pants on and I hit the send button on the application form and I got interviews all over the telephone and everything with them. And I was like, and I like, and gnat’s whisker. I think the saying is isn’t it, you know, it was like far away from being on last year and I was gutted. I’m not gonna lie. I was gutted I wasn’t on, especially when I saw the papercuts last year because I thought mine were better. But then, you know, they keep you on file. And in, in August one of the production team emailed me and said, are you reapplying this year? And I went, well, yeah, can do. Bit casual, like. Yeah, why not? I’ll give it another go. It might not come to anything. That’s fine. But we want you to do a video, she says. I was like, you want, you want me to do what? What have I got to do? So I had to sit record myself talking about myself, which is totally different to sitting on here with you guys. I can sit and blather on here with you for like forever. Cause you like, there’s people there. I can see faces. It’s easier. But to sit and just talk to a camera about yourself. I don’t know about anyone else. I don’t particularly like doing it. I don’t find it very comfortable. Shall we say? But I thought, right, well, this is what they’re asking for. I’m just going to have to do it. So just record it and send it, didn’t want it back. Just record it and send it.

And then phone call, interview. Tell us about your design, all of this blah, blah, blah, blah, blah. And I thought nothing of it. I hadn’t heard anything from them for a couple of weeks. And then they ring up, can you come on Monday? I was like, Oh, well. So I had to turn around to my boss and say, boss, could I

have a couple of days off? She went, here, have a week.

And we were all like, send us some pictures, sneak some pictures, we want to see Kirsty. Right?

But the point, yeah, if you had not put yourself out there and applied to be on one of the biggest crafty arguably the biggest crafting, making show in the UK on just normal telly with a woman who is known for this stuff apart from doing houses. If you hadn’t taken that moment, this is what’s coming up big and strong for me in this conversation with you. If you hadn’t taken that moment to push yourself out there, you just would not have this extraordinary opportunity to be seen. I would guess that it’s going to make a difference to your sales next year, national telly, right? It has to, it has to, it has to at least raise your profile and we’re all going to go crazy and we’re going to be sharing it and watching it, you know? So the knock on effect. But it isn’t about that.

It’s not about being on the show. It’s about the fact that you put your big girl pants on, your big business pants on. Sorry to the boys who are on the call, but you just did it. No matter that you’re scared that you’ve maybe had all those monkeys and those demons and this is what’s coming out really strongly, clearly everything you’ve said, you’ve had to go out and you’ve done it. You were skeptical. You were scared to start this off. You were scared to sell it. You were scared to go and stand on the stand at an event. You know, you had to spend a year really, really digging deep to drop a day.

Yeah.

You know, you, you take action always. So I’m thinking if there is anything, I want anybody on this call to get apart from, Oh my gosh. It’s just such an amazing story is you always take action, no matter how scared you are.

Yeah. It’s I suppose the way I think about it is I don’t want to regret not doing it because what’s the worst thing that can happen? Right? So if someone says no, that’s fine. You haven’t lost anything by them saying no.

Even though you had a no, it changed. From the first round, because you gotta know you were pipped.

We were gutted with you, but then the next year you’re on it, so does no actually always mean no. Right? And sometimes it means not yet. Sometimes it just means not yet. And I think you regret, I mean, personally, not everybody might not feel sad, but personally I’m at a point in my life now where I don’t want to regret what I’ve done or what haven’t done more at the point or the opportunity I haven’t tried to take because I’ve seen, you know, and I speak to other people. And part of it comes from like the other job that have is I’m always speaking to people at that job. Part of my job there is to build relationships with people, but I’m always talking to them and they’re always saying, I wish I’d done. I wish I’d done. And I’m thinking, well, why don’t I just do it? You know, what am I actually gonna lose by putting an application form in? If it goes nowhere, it goes nowhere, but you could end up on the telly. So it’s just weird. Isn’t it? And I just, I just don’t think I could. It’s just how I think part of it is how I’m built. I’m just built like that. And I’ve always been encouraged to be strong, to be independent and to do things that I want to do. So nowadays, a bit selfish, I just do it.

It’s not selfish. It’s your life. Yes. Yes.

How do you want to live your life? Right? Is that selfish to want the best life that you’ve created for yourself? I don’t think so. I think it’s, it’s what we should be doing right.

10 years ago, I thought, no, no, I need to be like, having this amazing career. I need to be a career woman and have a husband and the children, and then now I don’t want it thanks. It’s not the life I

want. So I’m not going to chase it. I’m going to chase what I do want in life and enjoy it.

Right? So it’s exactly 11 and we’ve timed that beautifully except for questions. So we need another 10 minutes from you Keely.

Before questions. I want to ask everybody to put something in the feed.

Is there something that you have been putting off, decided not to do something that you’ve talked yourself out of? Something that you’ve been wrestling with forever and you want to have a go at it, but you’re just not good enough? You’re not this, you know, whatever, whatever, right? If anything, this hour with Keely has proven to me and I’ve got some stuff in my head that if we don’t take action, if we don’t push ourselves out there, if we don’t stretch ourselves, we’re just not going to get right. We’re not going to get it. So what is the thing that you think you could take action on? Now? One thing if you have and are able to share it with us? Lucinda, video. Just saying right? Keely had to do a video to be on Kirsty’s show.

I had to do it. I hate doing video.

I mean, you’re all sitting on video right now. So I personally don’t understand the problem anymore, but right. Come on, put some.

It’s the interactive thing, isn’t it? Yeah. Right. So we’ve got Vicky Wade saying Instagram lives.

Do one with me on Thursday night.

There you go. Do a collaborative one. Lush, I love it. Pressing go on their own branding lives. Jo Lennon you again. Such bravery in the stuff that you’re doing, but you’ve got an action. Leona is going to take action. She had to cancel her craft clubs, was scared to take them online, but she’s done it and she’s planned more. Right? Speaking to camera for stories. Get on with it, honestly. Come on, come on, come on. Videos, lives for me. It’s a challenge for the new year. All you’ve got to do every single time is just think Keely got onto to Kirsty, Fenwick’s, and a returning client came. And if that, if that goes the way it’s going to go, it could change Keely’s life. You could end up leaving work permanently next year, but without her action, she would not have that opportunity.

What else have we got? So, you know, you just do it. Yeah. Whoever just, that was, just do it right after. Just do it. After avoiding for years I did videos of myself on Sunday. This is Jill and she did it. She had dirty hair as well. All right. Who cares about the dirty hair? Nobody cares. It’s brilliant. Keely, I’ve got to record my landscape talk on Thursday morning and it’s going to take one and a half hours. Phil, we’ve just got to do it. Got it. Just nail it. Just do it right. Come on. Come on. What else have we got? Well, just write your bullet points down the side. Yeah.

I haven’t written any bullet points cause I’ve told my story quite a few times now, but just have some bullet points next to you of things you definitely, definitely want to cover off so that they’re visible for you, but you know, in your head and just, just, just go for it, go for it. You’ll nail it because you love what you do. And that will come across.

I’m going to sum up some of these learning things that we’ve had this morning. Firstly, we’re all winging it at some point. And that is absolutely fine. I do not believe you could wing it effectively if you didn’t really know what you weren’t doing genuinely. Right. So winging it is okay. Being frightened is absolutely fine as well. Finding something inside yourself that will push you and stretch you that a little bit further is fine. setting proper targets that are smart, that are measurable, that don’t want to change the earth tomorrow seems to be the right way to do it. Thank you very much Keely.

You know, I want you to challenge yourselves. You need to challenge yourselves, but it’s pointless setting stuff that you can’t achieve. It’s equally pointless setting targets that mean nothing. So, you know, if you’re going to look at certain kind of corporate targets, you know what our revenue is. Basically how much money do I need to drop a day?

It’s a, it’s an amazing and massive but also a revenue based target, right? And the fact that we’re going to have really bad days, we come into a community to pull us out of that, or you find your business or your person, your superstar, your shining person. They are the ones that we’re going to need. And remember in that action, you’ve taken a year or two years, or last month might turn into something next month. Nothing is immediate. Not really. Some stuff is immediate, but not everything. And I think being able to cope with the downs and the ups, that resilience we all need. The downs and ups resilience, we need to understand that in ourselves. And that it can turn around as quickly as that from down to up, from up to down. And that’s part of the journey. Part of the journey.

It can be up and down like in the same day, in the same hour sometimes, let’s face it. So what is in us, my question is going to be right now. You’ve, you’ve taught us some actions you’re going to take. If you haven’t written them in the feed, I want you to put them somewhere on a bit of paper, right? And we’ll kind of keep talking about actions of goal setting and all that continuously because we need to do that. But I guess my last question before I open it up for questions is, do you actually want to run a business after this hour? And knowing that you stumbled into it, knowing that maybe it wasn’t about running the business, it was for other reasons, do you want to run a business because, and I’m going to ask you to really think about this.

You don’t have to put in the feed if you don’t want. When we listened to Alice speaking the other week, she said, you know, I want to run a business. I don’t care which business it is. I actually want to run a business. Now she’s, you know, she’s a 25 million pound turnover business. That’s where she’s got to. And it struck me that often in our club, we don’t talk about the fact that we want to actually run a

business, not just do what we’re good at, not just have those skillsets. Not that. Now there’s not many of us actually saying, do you know what? I want to run a business. Like I want to be that person with that thing. And I think the mindset of that, you know, Keely wants to run a business. She wants to work for herself. She wants the money in.

She wants the lifestyle. She loves what she’s doing. Yes. And she’s very skilled at it. Absolutely. But she actually wants to run a business and be self-employed and are we all in that mindset? Are we all in that mindset or are we still kind of, it’s a bit of a hobby? It’s not really real. I’m not really good enough. I’m not there yet yet, because I think some of the work that Mint has to do is to make sure we get to the point that you’re saying, you know what I am self-employed. I do run a business. This is my choice. And I wanted to do this. And right now this time, this time that’s really important. We need to have that mindset to be able to get us through all this stuff and the challenges we’re going through now. So Silver said she has to push herself and stop wobbling about getting a job, okay. Like, do you know what? You might get a job for six months, go sideways and come back. Loads of us do that. Loads of us

You know there’s nothing wrong if you need to do that to get through and to stop yourself worrying about finance then do it. There’s no right or wrong answer to it, you’ve got to do what works for you. And you’ve got to do what suits your personal needs. And you know, if I quit my day job, which eventually will do, if I then need to go and make coffee at Starbucks two days a week to pay the mortgage, I’ll do it. Yeah. Because it will give me a little bit of guaranteed income that just stops me getting overwhelmed. So if that’s what you need to do and have a little tiny part-time job that just trickles a bit in to know that you’re going to be able to pay a bill, or like your mortgage, then that’s fine. There’s no right or wrong. They’re both right.

Yeah. There’s no template for it. But if you want to get to the point that this is what you do for ever, and it gives you a proper income, you know, we’ve got to start thinking about us being that business owner. That’s going to generate that because it is all on us. Keely, one last thing to share. I think it was last month you had your best ever financial month ever.

Yeah, I did. I had a four figure profit, not turnover, profit.

And you’ve never had that in six years. Never. High five.

You know, and part of it came from the big project that I’d done. Yeah. Part of it came because I know what my margins are or the products and how much it costs me to make them and how much it costs me to send them. I know what fees I’m going to get charged to sell them on XYZ platform and worked it out. So as the money was coming in and the orders were coming in, I could talk to it off almost in my head already, before I’d even sat down and done the accounts. And it was like,

Wow, can I also say that two years ago, Keely didn’t have a clue what a profit margin was, what it costs were, what any of that stuff, she was winging it. And she has, you have forced yourself to learn properly what your profit margin is, what it costs, what you have to sell it at and what you have to price it. That those who are not there yet, next year, when we do Let’s Talk About Money and we’ll get all more money training on it is your absolute obligation to know this stuff. So you can sit one day and go, I’ve got a four figure profit this month and I’m going to pay myself the whole damn lot and I’m going on holiday. I paid myself. Right? Because that is the point of this, being able to do what gives you joy. What gives others joy that you can live off it too. You’ve got to be able to live off it too, right? Because you have to, I’ve been there. I had no salary for a year. In my first business. I took another, I took two part-time jobs. Cause I just couldn’t work out how to do it. I’ve done it like been there, but we’ve all done that stuff. But what is it that you have to work out?

Now, if you sit down and take the time to work it out, then it just, it just, it’s just something else you don’t have to think about. Once, you know, you know. Once you know it, you know it and then you, and then, you know, if your material costs change or if your travel costs change or anything like that change, then you can tweak it and you can review it year on year. However you need to. But if you don’t know where you’re starting from.

Yeah. Thank you for doing this. Thank you for sharing it with us. And I know that I didn’t realise how good my story was until I started telling it!

Do you know what though? You’re one of us. You’re doing it. You’re not, you know, some big millionaire that’s coming swooping in and telling. You’re one of us. So if you can do it and do it, then so can we.

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