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Connect with Lisa Huff
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Connect with Lisa Huff
Welcome to Stylist Soul Tribe Conversations. I'm your host, Lisa Huff. Over the last five years, I've coached hundreds of hairstylists and beauty industry professionals, helping them work their dream schedules exclusively with their dream clientele, and earn their dream income. income, all while fostering genuine connections and lifelong friendships inside the beauty industry. And this podcast, we dive deep into abundance, manifestation, business building strategies, and creating a life that you are truly proud of both behind the chair and at home. Are you ready to embark on a journey of personal growth, success, and sisterhood then hit that subscribe button now and get ready to experience the pure magic of Silas Old Tribe conversations. Hi friends, welcome back to Stylist Soul Tribe Conversations. I am chatting today with my friend Jessica Hanley. Jess is a hairdresser turned bookkeeper. She created her company, The Stylist Keeper, out of her love for numbers and helping other beauty professionals grow their businesses. She handles the numbers so that you can handle the hair. Such a cute tagline. Jess, hello. How are you doing today, friend? Good. How are you? I am so good. We were obviously just chatting before we got on here for just a brief second. Jess was a little bit nervous before this podcast. Have you ever been on a podcast before? Never. This is my first podcast ever. Podcasts, I still get nervous. One, to record my own. Definitely get nervous to get on other people's, but like thinking back, my very first podcast was The Thriving Stylist back in 2018. I was like, Sick to my stomach and nervous getting on that podcast. So you're going to be totally great. Jess has been a friend of mine for years. I am really proud of you for coming on. I'm going to open off the gate with the creeping Tom conversation because I just think it's only appropriate and I know our friends that get that joke are going to be really proud to see you on here as well. So Jess and I met back in 2020. One, 2020? No, it was before pandemic. Was it pre pandemic? God, I lose track of time. Okay, let's say 20 Let's say 2018, 2019. Was that Elite? Yeah. Oh, I lose track of time. I know. Okay, we met through Thrivers Elite, same way I met Kristen, who's been on, Angie, who's been on. We had a group of girlfriends that got connected through Thrivers Elite and, and stayed really close. And then we've had, you know, a couple trips where we've stayed together, which just solidifies friendships and things like that. But there's a funny story that we all joke about. When we first got connected, Jess and I, I mean, I guess we've known each other like in passing, but when we really got to know each other deeply, we started a Marco Polo conversation for just people who were kind of interested in like education, starting a passion project, doing different things. And it was, Let's make sure I'm not forgetting anybody. Me, Kristen, Angie, Heather, Laurel, you? Yeah. I think that's it. And like maybe there was a couple people who like came and went that weren't super serious, but like that was the staple group and we all started this Marco Polo conversation and we were talking on there all the time. We were getting super connected, getting super deep, having really good conversations. And I actually kind of missed when you like came on. So I guess you tell the story a little bit as well of like how long were you in there and then how you just kind of like dropped in. And we didn't even notice that you were the creeping Tom in the conversation. I honestly have no idea how long I was in it because I was terrified of Marco Polo. I like to know how it works. Like one day you were in the elite group and you're like, Hey guys, I'm starting these Marco Polo groups. Who wants to be where? And I was like, I don't know where I belong. I'll go here. I'll just click on it. Yeah. And then I got thrown into that group, but I didn't really know what it was or how to do it. And so one day I had practiced with my friends and I was like, okay, I got this. Like, I think I can do it. Yeah. And I just like clicked on a random one. And like Angie was talking about like. Crispy bacon, and then like Creeping Toms, and I was like, this is my in. I was like, hi guys, I'm the Creeping Toms. Speaking of Creeping Toms. Yes. That's so funny. And it was just like the perfect intro, but yes. So long story short, Jess was in this conversation, none of us realized she was in the conversation, listening in, and we were talking for a while. I mean, we weren't saying anything we wouldn't want to say, but you just talk differently when you're in a private setting like that, you know, and Jess came in. We were like, who are you? But then we all, it's like Ben, the, the joke, and we all became such good friends after that. And then we got together. I guess that would have made it 20. 20 or 2021. Yeah. Yeah. Was the Thrivers Live and it was post or it was like virtual because of the pandemic, but we all got together in Huntington Beach and we had a little baby shower for Jess because she was pregnant back then. And so I say all of that. I start with saying Jess was a little bit nervous and I said, I also want to say this is so outside of Creeping Tom's Comfort Zone to be on the podcast, to be on camera, to be sharing your message, but I'm so proud of you and I'm so happy you're here because you're doing really big things and I have told you from day one, like, as soon as you're ready to, you know, continue to spread the word, I want to talk about what you're doing. So Where should we begin? I guess, I, I love to start with stories. I guess, tell me your story a little bit about, like, being in the hairdressing world, getting into the industry, and then we'll transition kind of into, like, the bookkeeping conversation. How does that sound? That sounds perfect. Okay. So give us, like, start from whatever feels appropriate for you. wEll, I always knew that I was going to be a hairdresser from birth. I'm one of those girls. I was braiding everything in sight. I had my there's a picture of me at three draping my grandpa with like a blanket. Oh, wow. You really were. Yeah, and nobody else in my family is a hairdresser, but we're all artists, so I feel like that was just my, my medium and my parents were really supportive of me going to trade schools but I actually in high school had friends who were more like four year School oriented. I felt the pull to that too. But I kind of found the medium and I went to cosmetology school and city college at the same time and just did all of that. And in the end I ended up with an associate of science and just walked away from, from that. Didn't really pursue business anymore. It wasn't really like my thing. Yeah. Doesn't hurt to have a degree under your belt though when you're young. Yeah. Yeah. And I'm very thankful because now it's just kind of a platform to grow from and I'm not afraid to go back to school and learn because it's already kind of there. Love. And then I assisted for almost four years. It took me a long time to gain confidence in knowing like exactly what to do behind the chair. So I was at a salon in San Francisco for a couple of years and then me and my now husband then migrated to San Diego and I ended up at a commission salon for about seven years. And loved it there, but then it kind of became obvious that it was time for me to do my own thing. Okay. So, I went Boothrent, and right around that time, a friend introduced me to Brit Siva and Thriver Society. So, it was like the perfect catalyst to just create huge success in that. So, Boothrental went really well. And What year was that, would you say? I believe it was, so I joined Thrivers in 2017, spring 2017. Very similar time. Mm hmm. Cool. Yeah. Yeah. And you know, there were a couple of times of burnout while I was booth renting. And at some points I wanted to just throw in the towel, go work at Starbucks, like clock in, clock out, not have anything else on my plate. We've been there. Right. Yeah. Yeah. Cool. And. My mindset kind of turned into, if I'm willing to give up everything, like, what other risks am I willing to take? And so I started to try to pursue something else. I didn't know what it was going to be, I just knew that something else was out there for me. And that's kind of when Thrivers Elite started. And that's a funny story too, because when she sent out the email, I had said, no, I don't think that's for me. Like, I don't think that I would. provide any like, advice. So it's structured as like a mastermind format. Yeah. Yeah. And it's like, what do I have to offer? I'm lost. I have no idea. And I was talking to my husband about it and he started asking me questions and I already said like, no, I'm not going to do it. And then I started to like, Prove my point of like, well, yes, I need this. That's why you should. Yeah. And he was like, why are you telling me you're not? Yeah, I know. So it was kind of, I think it was just like the universe pulling me into like, no, you need to be there. Yeah. And so that's, I applied and got in and so you saying like, you were getting burnt out if you were willing to risk it all, like So you didn't have clarity around what that next thing was. You were just kind of craving it. I think that happened to a lot of us that experienced like really quick success. Not, I mean, it was a lot of hard work, but we did have a roadmap that was very intentional and it was like, okay, well, if I can do this, then like, look at what people are doing out there. You quickly feel like you have a glass ceiling and you're like, I need something more. I need to challenge myself. That So like fun and addicting that that I need to find that elsewhere. So when you joined elite, you didn't know what that was and when would you say that like realization came? I call it big magic. Like when was that exact moment? I remember you sharing it with the group and I feel like I kind of know, but like I wasn't obviously in your brain of like how that transpired, right? It's really kind of a gray area for me as well because I sat on it. I'm going to say for at least three years. It really took a long time for it to come to fruition. But I knew that I needed to take more education on bookkeeping just in general for my business. I was introduced to an amazing CPA who taught me how to categorize all of my expenses and where to put things, what I could write off, what I couldn't. And how to really, like, take advantage of the tax aspect of our business. Did that CPA connection just happen by chance, like, it was time to do your taxes, or did you seek that out? What was that like it landed in my lap because my coworker at my salon started working with him, and she's like, he's great, he's ex IRS, he knows a lot, like, you should go see him. And I was like, sign me up, done. Yes. Yes. Yes. Love that. So that was, yeah. I'm very thankful for those people who got placed in my life. Mm hmm. to show me kind of those ropes because there's a lot of avenues that you can pursue that just go to dead ends in the business world. So that becomes very empowering. I don't know if you considered yourself this, but I'm like recovered from, I used to always just like say I'm not a numbers person. Like that would just. Come out of my mouth. It's kind of still the truth, but I will not claim that anymore. Because once you, you know, the quote in order to know your number or to grow your numbers, you need to know your numbers. And I find it every time I learn a little bit about my numbers, I find it super empowering and I want to learn more. So I'm assuming that you kind of felt that as well. So like, what was the big changes that this guy? Presented to you. And then when did that kind of transpire of like, man, if everybody just realized this, it would make a lot of businesses a lot, you know, business owners lives a lot easier. It was actually trial and error, because although I was sitting in front of him, I didn't even know the answer, like the questions to ask, because I didn't know the answers I was looking for. And so It was, you know, falling on my face, figuring things out and going back to school and learning the right ways to do things that allowed me to have the more advanced conversations with him, and then realizing that. Not everybody likes to do this and I actually enjoy it, but also knowing that hairstylist behind the chair, even though I love doing the numbers, I still was only doing my books like twice a year because you can't sit down at a computer ever. You don't have time. No, and we have so many other things to do. And typically your creatives, typically when your to do list is 15 items long, that's always going to get pushed to the end because, you know, it just has to be done by tax time. I really want to pause where you just said, I couldn't, I couldn't get answers because I didn't even know the questions to ask. That comes up in Soul Tribe conversations all the time. There's one person specifically that I'm thinking of that was just asking, and I won't say her name, but like the stylist that's listening to this that is like, yes, I hate, like. Money's also so like triggering for a lot of people because of family. You know, old money stories and things like that. There's like so much around that. I guess going, peeling it all the way back to when you didn't even know the questions to ask. If someone's listening to this outside of like, we're gonna talk about why bookkeeping is important, like what are the the, what's the start of those questions to ask?'cause it's such like a. That's also probably why we avoid it because we leave just feeling stupid and we've all had those situations where we talk to an accountant or a banker if we're trying to get approved for a loan or something where they just like dead face kind of look at you and they're like no, like what are you talking about? Or like I know a lot of people have had situations where people in those positions make them feel bad about themselves. So like The stylist that's just like, I don't even know where to start. I avoid it all. Like, what are some, like, ways to start to shine light and questions to ask or things to start to think about when they truly feel like they're just trying to pull stuff out of thin air? Right. That's a great question. And I, I can't give you an exact answer, but I would say, personally, I'm, I wasn't looking At people who were in the financial industry, I would pursue people who have already done it in our industry. So like, I feel like I can provide information to my clients now because I did it. It's not because I learned it, but it's because I applied for my business license. I became an LLC and through trial and error of all of that. So it's kind of just like building blocks, start small. And Google. Yeah. Yeah. Google a lot of it. But I think sticking with our industry and asking questions to people who have already done it within our industry is the easiest way to become familiar with it. And then when you start to kind of like grasp it, then you can. create questions to go ask your CPA. Or just don't be afraid. Yeah. Well, I have two directions. I hope I don't lose one of them. So, this was a conversation that happened inside a Soul Tribe group and Marco Polo, the one person, was like super triggered by trying to meet with their CPA. Like, how do you guys meet with them regularly? Like, I don't even know what questions to ask. She was super worked up and super upset. And that's what the other girls were pouring into her. And they were like, that's like a client getting worked up saying, like, I don't know how to ask my hairdresser what their formula is, like, this is their language. Stop making that, like, letting that make you feel dumb. I don't know why we all have this, like, complex around the numbers that really, it can be really, like, I've experienced multiple people crying during Soul Tribe calls because numbers get brought up and they hate feeling incompetent and stupid around it. So one, I want to remind people of that, like, that's like our clients getting upset that they don't know. What developer to mix with their like, it's not your area of expertise. Stop letting it upset you. That's one. There was another direction. I wanted to go. Didn't forget it. I'm glad to hear that. So I'm glad that I haven't lost that. You say you don't even know what questions like start with Google. Start with curiosity. Start with asking people in our industry. When you meet with somebody, what questions do you ask them? Like, how do you get a clear financial picture of someone's business? Like if you were someone were to hire you like, Where do you start understanding the basis? Because I think a lot of stylists, too, are like, Oh, I need to, like, put on my CFO cap and, like, do those things. But, like, they don't even know what that is. They're like, Oh, yeah, there's my bank account. Oh, yep, there's my tax bill. Like, it is what it is. Like, what questions do you ask to get a clear financial picture of people's businesses? Yeah, so it's Simple is, are you a sole proprietor? Are you an LLC? Are you an S corp? I? And that gives me what type of account I'm going to use to do your bookkeeping. Okay. And then are you a renter? Do you own a salon? Do you own a suite? Where is your, like are you green gaining income from rental? Mm-Hmm. And then do you sell retail? Do you have a sales permit? And then where do you take your um, payments from? So like Square, Vegaro and then how many bank accounts do you have? So checking credit cards are they solely for your business only, or are you intermingling and if we're intermingling, we need to stop that. aNd then from there, I kind of just learn who they are, and it's, it's actually a very simple process for bookkeeping. As long as I have all of that information, I can then gather your data, and I can see how much you're making, I can see how much you're spending, and then I give you those reports. Love, love. I mean, yeah, because that's why when you said, like, you just start Googling, but even that it's like, well, if I were to hire someone, what information do they need to know? So I'm going to, I'm going to pretend like people listening to this podcast know like nothing, just so that we can find somewhere, someone anywhere they're at in the realm of their understanding. So you said, S Corp, LLC and sole proprietor. What is your range? Like, obviously, here's what I know about it, and then, I mean, I'd love to hear from what you've learned as well. Most people start out as a sole prop, sometimes a DBA. What I've been told, and I guess you correct me if I'm wrong, what I've been told by business professionals is once you get to the point, this is what my accounting team told me, once you get to the point, like he said, you're married, you own a house, you assets. You have things where if you ever got sued, even though our industry is kind of blurred because you are the person performing the service, it's a little bit of extra protection. But what he told me was you want to move to an LLC when you have like things to protect. So if you were like a single, no, you know, you don't own a home, you don't have a ton of assets, it's probably safe to say you can stick with sole prop, correct? Or do you want to touch on sole prop anymore before we move on to like LLC? So the one thing that I was explained to from my CPA is yes, sole prop is totally fine. If you're just a single person doing your business and yes, an LLC does protect you from all of those legal liabilities. However, in California you have to pay 800 a year to have your LLC. Okay. Yeah. And so he said, basically it doesn't make sense until you're able to pay to play. And so when you are making enough money to where the 800 is worth the tax deduction, then go for it. And do you know roughly what that range is? That was hard to say. So when I was making 75, 000 gross is when they had the, the conversation with me, like, girl, you need to become an S corp. There are a ton of tax deductions. I'll see your S corp. So it, it came together for me. Interesting. Okay. Yes. So I don't know. I'm assuming you could do it at less than that, but they said if you're projecting to make more than 75, 000 next year, you need to do this now. Wow. So that's when I just got on, on board and I put my big girl pants on and did it. Okay, see, this is complex because obviously, Jess, you do this day in and day out. You learned a lot, but that's really interesting because I would say when I was making, I don't know, maybe 50k, I was definitely like, okay, I would need to be LLC. I was told by many people, once you hit like the six figures gross mark, that's when you should consider moving to an S Corp. I don't know if it's because I pay a lot of money for my bookkeeping and like when I moved to an S Corp, they calculated all the bills of everything they'd be doing for me. And so they, I, I was well over six figures before it made sense for me. So that's wild to hear that it's 75 gross. That was when it was the right move. So again, this comes back to. Your clients don't need to know what developer you're using. Like, don't let it trigger you. Don't let it get you upset. Like you may hear two different things from two different people, but like people do go to school for a reason to learn these things. And it's not going to be a one size fits all approach. So yeah, obviously our licensing options is sole prop. LLC gives you a little bit more protection and then S Corp in my from what I've been told as well. It's not necessarily as much about protection. And again, I want to go back to LLC real quick from what I've learned. When I say protection, say I hurt somebody in the salon, I burned their scalp or something like that. There's a layer of protection that removes my business from me personally. So like Ryan's income, my husband's income isn't going to be affected. Our house isn't going to get taken away. Like, it pulls my business. It can drain my business dry if something like that were to happen. And then obviously we have the conversation of insurance and all that. We're not, you know, legal, you know, advisors by any means. But that was my understanding. And then moving into S Corp, I was told also it's very much about tax benefits from there. Yes. That's all it is. Income bracket. It gives you tax benefits. The retirement becomes different. The payroll becomes different. The accounting becomes different. Anyway. Okay. Sorry. We kind of went on a tangent for that, but I also just feel like these are things that are talked about. And I know before I had my LLC and before I had my S corp, I always thought like I hear everybody talking about it. Like when, when is it my time? When am I supposed to do that? And it's just kind of like, it feels so like mystic and unknown until you like hear more people talk about it and learn it and go through it yourself. Okay. I have actually a good point about that too, is if you're unsure, start with a bookkeeper and I will have your numbers and have your reports ready. So when a CPA is meeting with you, you have the numbers right there and then they can say, yes, absolutely. You're ready or no, you're not because you're already organized in. In a professional manner. So good kind of tangent into the next thing. Can you explain what is the difference between a bookkeeper? What is the difference between a CPA, accountant, all the, you know, financial advisor, all these different names and things that we hear and we don't know who we're supposed to reach out to? Right. And they're all scary. Right? Even I Still like trying to work with a financial advisor. I'm like, how much is this going to cost me? Like, what am I looking into? The CPA is a licensed accountant. They went to take a test and they are the be all end all. They know all of it and they can also do taxes. You can also have a person who just does taxes, who sat for the tax, test. Mm-Hmm. and can now provide whatever that licens licensing is. Services. Yes. And then a bookkeeper is specifically works under everybody else. Okay. They're kind of like the data analyst. Mm. So they collect all the data and they make the report, organize it. Mm-Hmm. And then they give that to the cpa. Okay, okay. And I didn't get a bookkeeper until, like, my CPA referred to that. So, this is where you've kind of bridged that gap, I guess. Tell me, like, if somebody were, like, okay, I don't have any of these things, maybe a bookkeeper is a good place to start. Like, what would that look like? How do they bring someone like you on? Or if it's not you, what are they looking for to add a bookkeeper into, like, their repertoire? Right. And it's interesting too, because even though I was working with an amazing CPA who was telling me everything he never told me to go get a bookkeeper. I was doing my own books and I don't even know if he, he knew to ask the question, like, are you doing this correctly? And then when I couldn't really figure out how my books weren't aligning, I finally inquired about bookkeeping services with the CPA. And then she charged me hourly and I was like, Oh God, how much is this going to cost? And it was, it was just a scary road to go down. But I learned a lot through that. What I would recommend for stylists looking for bookkeepers honestly, anybody who understands our industry specifically, Categorize things like that. Exactly. That is one thing that I did learn from doing my bookkeeping courses. Is. I kind of found a thriver society of bookkeeping. So they teach you bookkeeping, but then also teach you how to run a business. And a lot of the information that they were giving us of what the client needs and what they would love to see is analytics and reports, but that's nothing that our industry really needs. Yeah. Yeah. And so, and then they also said like the barrier to entry because we provide all of these amazing reports and like projections for your business, it's going to be 350 a month. And that's just something that's unattainable for us, especially when we're not using half of the information that they're providing. So that's really where I kind of sit in a niche for us. And I know that my prices are 197 a month. That's something that I would have paid not even thinking about it as a booth renter, knowing that I have everything that I need from a person who understands my business. Love that. Love that. You put in the talking points and I want to highlight this and, and bring it up. If a stylist is just starting their business or if they're in debt, like you said, that's a common misconception. That's when they think, oh, I, who, who am I to get in a position to bring something like this on? And you said that's actually probably the best time too. So like, go a little deeper on that. Yeah. So one specific client he was using Square as like his personal bank account that he would get the money. from his services. And then he had a charge card and he was just charging, you know, McDonald's and all of these things. And then he was taking square loans and it was just kind of like, like lumping on top of each other. And to have clarity, I come in with zero judgment whatsoever. Like we're, we're all just trying to, to build amazing businesses and we love doing hair. So we just took it step by step and I said start with a business account, bring your square income into a business account, stop using it personally, stop taking loans out and let's just start from scratch and work from there and he's already out of debt. Oh, I love that. And it's been a year. That's amazing. And, and for him, I mean, you probably could see, like, you're, and I feel like this happens so much in our industry, especially probably the people who are listening to this, the people in Soul Tribe, like, you're making good money. Like, in our industry, you can bring in really good money. And we, like, look at, I just saw, I had a YouTube video come up this morning while I was getting ready about just, like, median incomes for per age and like average incomes for age like we are making good money and we look at these numbers and we're like, why the hell do I feel like I'm barely scraping by? Like I, I hear that people are making way less than what I'm making. Like, why do I feel like, you know, I, I still can't get a hang of this and it's just about the organization of it. And so I'm sure that guy, like his income probably didn't change much. It's just these behaviors of just get organized and he didn't know any better. That's the thing I went to school for. It ended up being a year and a half. It was 1500 hours in Illinois. And like, they give you a cosmetology license. We have the right to just go out and do this. Do we ever taught us to do it differently? Like, I got an LLC. Now I have an S Corp. I've still had nobody other than like, it's not like it's a legal thing. Like, it's not like the bank's like, Oh, you can't charge a personal thing. It's not like it will decline. Like, we just do whatever the hell we want. And then we're all like, I hope I'm not committing tax fraud. Like, I don't know what I'm doing. And how to do that. So I'm glad that you even touched on that because again, it's like, where do you even start in this big conversation? But that's another thing. If, if stylists are listening to this, if you're intermixing business and personal, that would be probably step one. Is there any other things you can think of like that, that you notice again, with no judgment, you come in, you notice a lot of people are doing that. You're like, you got to stop this instantly or add this in or little tidbits that somebody in the beginning stages is sometimes. Experiencing a lot of the times we don't know how much we're actually spending on supplies. And so when you are forced to see every single transaction that you spent in the month, and you spent 2, 000 on supplies when you should have spent like 900, you kind of realize, okay, next month, I don't need to make that extra color order, or just like grab the curling iron that's on sale while you're standing in line. Yes, whatever it is. Yeah, yeah. So monthly reports on that really help. The one thing that Maybe confusing to people bookkeeping is what happens after you've done the transactions and then forecasting like financial advisement is what happens moving forward. So I can always tell you what you did the last month and then you can project and decide what you want to do the month next. Do you do any forecasting for your clients or no? No, I feel like that's a whole nother realm. Like if you're good at hair, you stick to hair, if you're good at makeup, you stick to makeup. Right. Yeah. It's, it's like they kind of intermix, but that's not what you do. So that makes, that makes perfect sense. What are some reports that you are running like regularly or that stylist should be keeping an eye on regularly in their business? Like what numbers would you say are like the key? Make sure you're paying attention to these. So the golden report, the number one thing is the profit and loss. So you have your income, you have your expenses and you have what you have at the end of the day. Yeah. Either there's one left over, there's not, or you know, how much, yeah. But then within the profit and loss there's a section of your expenses and that categorizes everything from Advertising and marketing rent supplies, insurance, all of those things. And so you can see an itemized list of those numbers and you can kind of just like, that's where you want to respond to it. Yeah, exactly. Love that. That makes a lot of sense. Cool. You also put in the talking points for this that like your goal isn't to teach anything. You want to do the work for stylists and support them in their business, highlight the good, the bad, and what needs work. So if somebody Wanted to work with you. Obviously, we'll have all that in the show notes. Like what, how do they reach out to you? And then what are like the first few steps if they're a little nervous, like what would that look like for them? So I have everything on my website, the stylist keeper. com. And I just have an inquiry that you can apply to work with me. And I'll just have a one on one conversation with you kind of where you're sitting. And what you're looking to have done. The one thing I will say I, my favorite person to work with is somebody who's independent one, one man show, maybe a suite or a small salon. Once you get into like a bigger salon I actually have a great relationship with Michelle Cook the CPA who specifically works with hairdressers. And once you get a little bit bigger, you have multiple locations or like a ton of retail. I know we've even talked like my business. I have different streams of income. You're like, that's too complex. Did you save that to a CPA? Yeah. Exactly. So I'm really for that person who has no idea what to do, where to start. And I'm affordable and hopefully just comforting to come work with. Because you get it and you've been there and like you said, there's no judgment. And then if they start working with you, how often are they touching in with you? How are you getting that information? What does that like relationship look like? Yeah. So monthly I send out an email just giving. And then throughout the month, I'm also just open through text, email, whatever questions you have, right? Love it. Love it. That's awesome. Anything else you want to go over today? I feel like that was most of my talking points. I mean, we went a few different directions, but I feel like that's a ton of clarity. Any other message you feel like called to share? Sure. No, I think we got it. Okay, good. I feel good about that too. Thank you so much, Jess. Like I said, I will have all of Jess information in the show notes. You can find her on Instagram. You said inquiring through your website is the best way to start that process with you. Thank you so much friend. It was so good having Tom on the podcast, showing your face, hearing your voice and spreading your message with everyone. And I know I've said it, but like, I'm so proud of you that this is you know, kicking and going. And it was cool to see, even if it was an idea a long time ago, how you've grown and how you've evolved and how you continue showing up and having those bursts of inspiration. And like, you're not, I mean, you've been doing this for a while now, like, and you have, I mean, you're a and it's really been cool to watch it from from day one. So I'm proud of you. Thank you. Ditto.