How can you scale your business in an effective, sustainable way? In today’s episode, I have the honor of introducing you to Diana Fang, systems architect and founder of The Finer Points. Diana and I are diving into how to set up your systems and automations to make a lasting impact with your business. 

On Quianna Marie Weekly, we’re chatting about business growing pains, finding genuine connections, and celebrating wins of all sizes through the lens of a photographer at heart. Sprinkled throughout stories and interviews with past clients, photographers and other business owners this podcast is designed to help you step into your purpose and to truly create a life you’re proud of, a life worth photographing and sharing.

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Review The Show Notes: 

The Biggest Mistake Business Owners Make When Trying To Book More Clients (3:39)

Pausing In Order To Move The Needle Forward (7:58)

The Client Journey vs. Experience (14:08)

Which Automations To Focus On First (19:25)

Make It Easy For People To Pay You (25:21)

The Cost Of Not Having Systems (29:22)

Your Client Journey Checkpoints (37:16)

Embracing Change In Your Business (53:42)

Key Tip From Diana (1:02:18)

Connect with Diana:

Instagram

Website 

Client Journey

System Assessment

Review the Transcript:

Quianna: Are you ready to scale? Tired of feeling like you’re spinning your wheels without gaining any traction? I know you’re sitting on a gold mine. The services you’re offering and client experiences are making an impact for generations. But what’s the deal? Did you know that your lack of systems and processes are keeping you small?

According to Fast Company, 70 percent of all business owners and CEOs work time is wasted because it’s not streamlined. That may be the reason why we’re just adding gas to our business vehicles when in reality we need to check the oil and schedule maintenance on our engines. Today I have the honor of introducing you to my dear friend, Diana.

Diana. She gets it as a small business owner herself. Diana Way Fang understands the ups and downs of entrepreneurship. She also knows that your business is only as good as the systems that support it. That’s why she launched the finer points, a Washington DC based boutique firm focused on helping you create and employ effective business systems.

It’s time to move past the sticky note processes that you launched with. Trust me, I get it. Like my notebook is just filled with things all over the place. Feels a little scattered. We’re going to create some focus here. She’s ready to jump into the nitty gritty with you and help you shift from surviving to thriving.

Not interested in a quick fix? Just like us, she’s here to play the long game. Why? Because she believes you and your business have the potential to make a lasting impact in the world. Diana refuses to see one more small business close shop. She wants to see you defy the odds and thrive. In today’s episode, we’ll be mapping out client experience, touch points to not only take good care of our clients, but to increase our authority as a professional.

And let’s be honest, make our lives that much easier. She’ll be educating us on automation and how to increase our revenue and book more clients with reliable systems. We even share some vulnerable moments about embracing change. Businesses are hard to run. We’re only human and full of emotions, but without streamlined processes, and cash flow, our businesses will be a bust.

So buckle up buttercup and hop in. Diana is driving these mindset shifts and I call shotgun hop in. We’re hauling towards intentional business practices and lessons to keep our businesses running on autopilot. And scaling beyond belief from Scottsdale to Washington, DC, please welcome Diana. Welcome to Kiana Marie weekly, a podcast for creatives who love to celebrate wins big or small by dancing in the kitchen photographers who are excited to serve you.

serve their clients and friends who are ready to chase really, really big dreams. You can find all of the resources mentioned in this episode at kianamarie. com slash podcast. Join me as I share weekly motivation, chat about growing pains, finding genuine connections and celebrating your wins through the lens of a photographer at heart.

Come join me for a dance party. Ready? Let’s go.

Hey, hey, hey, welcome to the party, Diana. I’m so, so thankful you can be here with us today. Oh, hey,

Diana: thank you so much for having me. I’m giddy with excitement. Like for those who can’t see me, I’m literally bouncing on tippy toes. I’m so excited.

Quianna: This is going to be a good conversation. I feel like this is going to be lighthearted and inspirational, but also jam packed with actual like action.

Like that’s what I’m about. I’m here for it. Let’s do it. Yes. Well, let’s dive in, babe. So I want to know right away, what is the biggest mistake business owners make today while trying to book more clients?

Diana: I think we focus so much on what makes our life easier because we’ve got so many things going around, right?

Like, you only have five minutes before your kid needs you for something, or you only have, like, I’m single, you’re single, right? You’re single. Okay, great. I have a boyfriend. We’re not married yet. Oh, hi! Okay, we’ll talk about that later for sure. Need the deets. But like, we focus so much on like, okay, I’ve got 15 minutes before the next call and I can squeeze this much in and this is how much time I’ve allocated for you, right?

Like, I think the culture now is focused a lot on boundaries, which is a great thing that are, we run our businesses based on our schedules rather than the client experience. And so how I think one of those big things is thinking through. When someone comes to you, what is the experience you want them to have?

You, Kiana, are a photographer, you’re a podcast host, and there are millions of other photographers and podcast hosts, but there is only one Kiana, right? And there is something special to the reason why your podcast is the way that you are your podcast. And there’s a reason why your photography is going to be different.

It’s. Even if someone was to replicate your photo editing exactly like you, the experience that you bring to the party, the dance parties, the high fives, the enthusiasm you would bring to every shoot is so different. And we need to think of that all the way through from the moment they reach out to us to helping them prep.

For the shoot with you for helping them prep, like me showing up on this podcast guest, Karen was super on top of it, guys. I had a whole list of details and questions and topics and like how to get to know me and all these things. I felt so at ease coming into this conversation with you. I mean, we’re friends, but also in this setting, this is new for us.

Right. And so you made this. About me, about making sure I was comfortable, knew what to expect. What if we approached every facet of our business like that, so that they trust us? We only have so much time to get them to trust us. And then it’s not just this one time. We want them to come back again and again and again.

And so, I would feel like that is probably the one thing I don’t hear enough people saying. Like, they want the template. They want the, what should I be doing? What, what should I, where do I go from here? Tell me what to do. And it’s, it’s not about that at all. Like, sure. I have helped thousands of people. I do know what a typical client journey would be like for a photographer.

You’re not wrong, but what, what is, what makes it about you? Why did you just start to be a photographer? Why did you leave the corporate life? Why did you not fit into a nine to five? You know, there’s something about entrepreneurs and small business owners. We have a little bit of this like creative streak in us that feels like We can kind of, like, bump up against the status quo.

We can say, I can do this, but better. I can do this and give a different experience. People deserve this. And so we, I almost, I want us to anchor back into the reason why we said, I can do this, because what?

Quianna: Yeah. No, that’s amazing. I love that. I feel like you’re bringing us back to day one, right? Like starting our business and getting back to the heart of it and truly delivering that incredible client experience.

And I know that there are like all of us right now are on very different timelines, right? Some of us are still in a side hustle mode while we may have a full time corporate job that we’re trying to. Get going and kind of get in full gear to go full time or, or maybe some of us are treating our once dream job, right?

Like many of us have a dream job that we love and we are like, we’re making an impact and we’re making money, but there’s something stirring inside us to change. And so we’re taking that dream job and acting as if it’s our day job to pursue a side hustle, right? So if you follow me here, I know a lot of us are all in different timelines, but I would just love to know, Diana, what is your advice for pausing?

to get our systems in place to really move the needle forward. Otherwise, we’re just going to keep spinning our wheels.

Diana: Yes, I agree. And I think pausing feels like you have to put your business on hold in order to get it right. And I, and I, I want to like shy away from that because I’m not saying that you have to find the right time.

There’s never going to be a right time. We’re always going to find an excuse, especially for something In terms of what I do, like systems, it’s kind of like doing your taxes. You know, you kind of are confronted with all the things you’ve been putting off for a really long time. You’re kind of confronted with like, I don’t know about you, but when I do my taxes and my accountant hands me back everything, especially my profit and loss statements, it’s like.

A reality check of what I’ve actually been doing with my money that I, in some ways, can also like ignore the other 11 months of the year because I was like, it’s fine, it’s fine, you know, and then you’re confronted with your tax statements and you’re just like, Oh yeah, I should. I should get it together.

And I feel like people approach the mindset of systems in that same way of just saying like, Oh, well, I’ve been putting that off for so long. I know I need to do this, but I, I hear a lot of people and a lot of business owners say things like, Well, it’s been working fine. So why would I need to pause? And so I really don’t want us to think about we have to like wait for holiday break or Christmas time.

That’s like typically when I’m busiest because that is when every small business owner has a moment to breathe. I really want you to think it through in like pieces. You don’t have to fix everything right now. What can, what is one thing you can do this month? To give your clients a better experience with you, what is one thing you can do next month to build on it, you know, and what are a little tiny shifts and if you do operate in seasons, absolutely like take advantage of those slower seasons to really do an overhaul, but also the mindset of this.

Doesn’t really end, you know, I’m very sorry to break that news to people because I feel like that is like a dreadful thing. But I, I do want us to get used to the idea that your business should be growing. Your side hustle should be full time at some point. Your full time is going to grow and scale.

You’re going to hire people. You’re going to like take on the next big thing, which means that your system and your business structures also shift and grow with it. So there’s, I would just say like, what can you do? Break them into bite sized pieces. Do you need to edit emails to your templates? Do you need to create an automation?

Do you need to actually write down on pen and paper? And yes, I said pen and paper of like what your dream experience is to give your clients to be working with you. What does that look like? And then start there, piecing it together. And, and setting aside just a little bit of time every week, and that little bit every week, like it builds momentum into change, like big changes.

It adds, it adds up. So don’t belittle or think small of your little tiny pieces or one hour blocks, because they really do make a difference.

Quianna: Yes. Well, even you just saying that right now gives me a breath of fresh air, because I’m definitely one of those like full ass persons that like, I can’t like, right, like, if I’m going to make a change, if I’m going to develop something, I want it to be perfect before it gets released.

And I love that you’re reminding us, no, that’s actually okay to take it. Day by day, step by step, like just one quick email update or one quick little client experience checkpoint can be perfected and over time it gets easier and easier and easier and, and I think if anybody is listening, thinking that it’s daunting coming up with this entire just business process, it, it does, it makes you want to take a nap.

It doesn’t make you want to actually follow through with it. So thank you for giving us the grace that It really just takes a whole bunch of tiny pieces to string together to make this just dream client experience. I love that. Yeah, I’m, I am

Diana: learning that for myself as well. Like I went through like a lot of health issues last year in 2023 and I, my doctor was like, I just want you to go on like three 10 minute walks a day.

And I was like, 10 minutes. And so like. On one hand, I have back to back calls, I’m on Zoom all the live long day, and I have zero time to go for a walk, right, because in my mind, I’m like, walks need to be like invigorating, they need to be hours long, there needs to be an incline involved, there needs to be like, if I’m not sweating, it’s not counting at all, and then I come back, and I whine and complain to my doctor, and he’s just like, I’m asking for 10 minutes, like three times a day, I’m not Asking for like hills and stuff.

A marathon, yeah. . Yeah, because then I, I finished my 10 minutes and I’m just like, this did nothing. And it’s just like, forced myself to go even longer or, um, and then of course it’s, he’s like, your body wasn’t ready for that. A and B, like your 10 minutes add up to 30 a day and 30 every day adds up to X amount of hours a week and a month.

And, and so like by the end of the year, you would’ve run X amount of marathons. And I was like. Wow. Oh, yeah. Yeah. I’m learning it too, because I’m just also like, I obviously didn’t walk enough because my 10 minutes felt like nothing, but it does, it adds up. It’s better than not. And so then I don’t do it at all.

Right. Yeah. I don’t do it at all. I don’t walk at all because obviously what, what’s the point. And so I literally went from like zero steps when I potentially could have been like finishing my year with several marathons under my belt. And Yeah. Yeah. And so we just need to, I’m learning it too. It’s just something we have to slowly embrace, but, uh, start, we just

Quianna: have to start.

Let’s get started with these baby steps. So before we start kind of breaking apart these kind of levers and tools and tricks and stuff, can you please walk us through what exactly is the difference between a client journey and client experience? Like I feel like I could totally make them be the same definition, but I, they’re all very different.

So like, what is your opinion? With like, what’s the difference of that? Really?

Diana: That’s the same. It’s the same. I say client journey. Okay. Um, I know other people who say client experience. It’s whatever makes the most sense to you. I think they’re the same. I’m like, I feel like, you know, at the end of the day, it’s client centric.

That’s really what I want. I want someone to understand that it’s a client centric. And so when I say journey, because it’s not every, you know, Something I feel like we do as creatives and as small business owners is, or just honestly, as humans, if we’re being real, is we tend to find reasons to not do hard things.

And I’m very guilty of that. Again, like, You just heard my story about not wanting to walk 10 minutes, so, um, I’m very, very guilty of, like, finding excuses to not do something, and so if the conditions for something hard are not exact and not perfect for me, I am going to, you know, find ways to discredit something that’s really good, or find excuses, you know, like, I’m going to text my girlfriends, and my girlfriends are going to say, like, yeah, you did it, You look fine.

Everything’s great. You know, like who needs that? Silly, you know, and so when, when I talk about like making something client centric, so some people say client journeys, some people say client experience. Because if I say client journey, someone will say to me, Oh, I don’t do I’m not service based. They don’t go through a journey.

It’s a one time thing with me. Okay, well, then let’s just say it’s an experience that, you know, like, whatever you need to do. Fine, call it an experience. But the work is the same. You still have to get into it. And so, You know, I think we tend to tell ourselves stories, and I’m very guilty of that as well, of just why we, it doesn’t pertain to us, this little advice that I’m giving.

Um, I think it’s just human, humans. Yeah. Humans being human.

Quianna: Humans being human. I love that. Yeah. Well, because it’s interesting because I think coming from like a photography background, when I think of client experience for me, it’s like, like, what’s client facing to me? That’s like the way my brain kind of wraps around it is like, we know what is the experience that they get in my presence versus a client journey, which I would define that as like, From, you know, literally before they even send that first DM or that first email, they’re already seeing my content.

They’re already kind of like, you know, curious and maybe wanting to work with me or they’re getting a referral from a friend. And so that’s what I would explain as like the client journey is more like, it’s like they’re, it’s they’re experiencing the client experience, but not realizing it yet.

Diana: And I would argue that The minute they inquire with you and even before that, they’re already experiencing and you said it, right?

Like, it’s not just the in person because I think that the impact we make virtually, we need to not discredit. Right? So I want everyone to start really thinking through what is the experience you’re giving on this podcast, on Instagram, on in your stories, in your DMS, it starts there, because it honestly, the reality is in 2020.

Four. Oh, my gosh, what year is it? Um, the reality is, right, we have probably, by the time we choose and inquire with someone, we’ve probably Googled you, we’ve probably looked you up on Instagram, we’ve probably looked you up on LinkedIn, we’ve probably watched a few of your YouTubes, you know, or seen a couple of your albums if you’re a photographer, we’ve probably asked around, read your reviews, and then we whittle it down to like our top two or three.

And then we reach out to inquiries and Visa did a really fascinating survey last year that said, because by that point, their minds are essentially made. So you have actually given a client experience, whether you realize it or not. So Visa’s survey showed that 86 percent of people who are reaching out to you have essentially made up their minds and they’re asked, they’re basically going to go with the first person who responds.

And the average response time they’re expecting is 10 minutes. Thanks. So they’ve made up their minds, right? You’ve done your research. Even think through, like, you know, for homeowners out there, like, my friend was trying to, like, find someone to fix her plumbing. She reached out to two plumbers, and she went with the first plumber who answered, because she had already whittled it down by then.

In a way, to me, this is where, like, It’s all the client experience to me, always, you know, and that, that can feel like it’s pressure, but it’s also just like, I hope it gives you more permission to just be you, they, they have been probably following you and hearing about you and they’re going to reach out

Quianna: because they’re your people.

I love this. Oh my gosh. Well, I want to like dive deeper into this. Like, I’m like, I have so many questions. So what are some ways that we can be that plumber that responded quickest to your friend? Right? Like, what are these ways that we can either implement automations or workflows and systems? Like in your opinion, what should we focus on first when it comes to setting up these automations and this workflow?

Diana: Yeah, I think it really comes back to that little thing I said earlier about pen and paper. Writing down, like, what are your core values? As a business owner, and so like minor generosity, I want to like exude generosity and all of my posts, right? Um, I have a social media team now. Thank God. They’re amazing, right?

But there’s like, they can’t just go in there and like. Write posts on my behalf and write comments and DMS on my behalf without and just be a totally different personality. That’s not how it works. Right? But there are rules and I can clearly state them easily and they can step into it easily. I’ve actually never in person because thank you.

Internet. Um, I’ve never met the people who are actually running my Instagram account, right? You are talking to me on DMS, but sometimes to help with the engagement, they’re commenting on bigger accounts for me. Using my voice. What I could clearly give them is my core value of generosity is I’m going to be free with the things that I have in my hand.

So if someone needs help, you can give advice based on what you’re saying. If you need to text me what I would say to this person, do it. I, that’s what I can give you, right? I can, um, I never like, we’re never going to like follow and you’re never going to see me jump on a trend that says, You know, I hate working this because I actually really like what I do, you know, like, I’m never going to be passive aggressive.

I’m never going to be shameful because I think that everyone is being super brave by just having their business and keeping it running and every single day that your business is still open and taking clients and you’re doing the thing, you literally are defying the odds because 90 percent of us fail every single year.

Okay, great. I can give that to someone. And when someone reaches out to me, they should be feeling that too. This is a really big step, right? And I say that in my welcome emails, you have taken a really big, brave step in reaching out to me to inquire about your business, about making it better, about wanting to give someone a better experience.

So in that way, start with the pen and paper and, and it should, your core values should run a thread all the way across. And then you can talk about automating because for us to stare at a computer at a software at whatever CRM you use and whatever you’re using for automations and to say, what can you do for me?

I will tell you that 100 percent of these softwares in the year of 2024 and beyond can automate for you. Right. And so how can you deliver on who you are as a business owner, you have to tell it that you are the one writing the email templates. And so, yes, it in, if we’re talking practicalities, I would love for you to have a welcome email automated at the very, very bare minimum, and not, not the thank you for emailing, we received your inquiry, please expect a response within 24 hours.

Not that. Be a person. Be your, be your happy go lucky person. Be a thankful person because they have chosen you. Be, um, be any, whatever your core value is, be that and give them their next steps at very minimum. That’s all people are asking to do. They’re, they’re waiting to hear back from you. They have researched, they’ve Googled, they’ve stalked you, they’ve done all the things, and now they just want to know what to do next.

That’s it. So maybe it’s book a call. Maybe it’s showing them pricing and you’re weeding people out that way. Maybe it’s giving them a brochure. I don’t care. Give them the next steps because they want to cross it off their to do list. And if you’re a wedding photographer, or if you’re in the wedding industry, the way that we think about it is be in your client’s shoes.

Engaged couples are not going to wait two weeks to hear back from you.

Quianna: What do they

Diana: do? How are they planning a wedding? They’re having date nights, they’re eating some chocolate, and they’re making a list, and they’re crossing it off. And they want to cross that off as much as they can in that one night because they have a date night, right?

That’s how they plan a wedding. And then they get back together in a couple weeks and they do it again. And so, you want to be the person to answer them in a couple of hours or ideally 10 minutes so that they can continue crossing it off the list. Early bird

Quianna: gets the worm, man. Yeah, no, this is so true and I love this because people want that instant gratification, right?

They want that quick little quick win. Oh, yes, like I’m being heard. I’m being seen. And what’s next? I feel like Okay, I mean, this may come off a little bit wrong, but I feel like even young business owners all the way to seasoned business owners that have been doing this for 10 plus 20 years even. Oh my gosh, we’re getting to that mark as we get older.

But like, I feel like there’s this, there’s this chip on our shoulder sometimes that we can think, I know what I’m doing. I’m the best at what I do. It’s an honor to work with me. So come find me like come find me to work with you and right and I feel like we need to remove that chip, right? I feel I feel like there’s and I’m not speaking for everyone.

I’m speaking actually for myself that has gone through this recently, but I just feel like when people are reaching out to you. Like you said, you totally hit it on the nail where it’s like, yeah, they’ve already done the research. Like they’ve, they’re already, their decision is already made. They just want to confirm with maybe some pricing questions, maybe even just some logistics of scheduling.

Like that literally could be the only friction going on at this point. And if you’re making it difficult for them to literally pay you, there’s a problem. So how can we kind of see that? Speed up that experience to go from, Hey, you’ve seen me online. You may have come through some references. You sent that first email that, that auto response or that quick automation has kicked on what’s next, Diana, like how can we lead them through this journey that builds that trust, but also just kind of like kicks them into fifth gear, flying on the highway.

Accept payment, accept contract. Let’s go. Yes, exactly

Diana: that. And I think that like, we tend to like, get in our own heads and get in our own way, right? Like, I get a lot of clients who come to me and go, shouldn’t I play it like hardball and like, pretend like I’m actually busy and like, make them wait a little.

And I’m just like, stop playing games. Who cares? We’re dating. Stop playing games. Yeah. Like we’re dating, even when it comes to dating. And maybe this is why I’m single, but also, yeah, no, seriously games. No games in the year of 2024. What are people craving vulnerability authenticity? And they just like life is hard enough.

Let’s not make booking you any harder. Just take their money. Yes. There’s their money. Yes, exactly. When I said earlier that 90 percent of us fail on an annual basis for small business owners. Do you know what the number one cause of that cashflow? Do you know how to get cash? Make it easy for them to pay you.

And so just even having that ability, like we, I want to see you succeed as a small business owner. I want to see more of your dreams come to fruition because I know, I know without a shadow of a doubt that this is not just a business to every, to every single, even if it’s side hustle, even if you just started.

This small business journey is so hard that no one is doing it, quote unquote, just for funsies. Like, there is a core belief as to why you are doing what you’re doing. And even if your response to this to listen to this podcast is I’m just trying to put food on the table. Let me just tell you that you are not just trying to put food on the table because if you were just trying to put food on the table, peanut butter, jelly sandwiches are solid popcorn is amazing and it will save you a lot of money.

And there’s a reason why we’re trying to put nutritious food food on the table. You are trying to give yourself, your family members a better life. Why? Because so that they can grow up to be healthier, so that they can achieve their dreams. And I bet that your quote unquote, just trying to put food on the table is making a difference for the next five generations in your family legacy.

Because you are doing the very best you can. And so if that’s not motivation enough for you to make it easy for people to pay you, then I don’t know what is.

Quianna: Oh my gosh, I literally got the chills. Like you’re gonna make me cry over here because it’s so true. Like it’s not just enough to just provide this experience, accept payment.

Like we are literally, breaking generational traumas here. Like we are, we are the chosen ones is what I like to say. Like, we’re not the ones like, yes, it’s hard for us, but we are the chosen ones because we chose ourselves to make a difference and like no more playing small. Like we need to build these systems.

We need to be these, build these foundations. And, and one thing that I love, so. Before we hopped on, um, of course, I was looking at your Instagram and kind of getting a little brush up and polish on all your stuff you’ve been sharing. And I love that you define yourself as a systems architect. I just think that is like I’m such a visual person so I can see it.

So you’re building these foundations, you’re building these systems and workflows. And I just, I just think it’s so powerful for us to actually Put the time in now to make this happen. And I love that you are so client centric, you’re client focused. But I would love to know, like, while we are putting so much time, effort and energy to make this, you know, make this workflow streamlined for our clients, right, to build a more valuable business for them, like to increase our revenue, like, How do these systems actually increase our revenue?

So if we can talk about cash flow and like make it easy, but what does it really cost to not have these systems in place?

Diana: Oh my gosh, you’re going to bring the nerd out of me. So I’m going to try really hard not to like just spill data at you. I love it. 79 percent of like a small business owner or a CEO’s time is wasted when you do not have automation.

You’re wasting. What could you do if I gave you 79 percent of your time back?

Quianna: Oh my

Diana: gosh,

Quianna: I’d probably waste it again.

Diana: You know, like, yeah, that’s not, that’s not a small amount of time. That’s not just like an hour you are wasting so much time. As so like, even for me, before I had this realization, I was writing something on my poster note and then I would write it again because I was afraid I was going to forget onto my planner.

And then I fell into the trap of buying more notebooks, you know, because of course, buying a new notebook that is very pretty, um, is obviously going to make me way more productive. Right. And so like that one didn’t do its magic. So I’m going to buy a second second notebook to support a small, a friend who has a small business, because that obviously will make its magic.

So then I write it again there, and then it’s 2024. So I’m going to have a digital planner and a digital calendar, and then I have Notability, and then I have Evernote, and then I have my actual, like, none of those actually run my business, by the way. But I had to write it down because I’m going to forget.

And then I’ll put it on my calendar because I’m going to forget. And we set these goals at the beginning of the year, right? Every year we do something called New Year’s resolutions. And even if you don’t participate, you have intentions. There’s something, even if you don’t call it a resolution, we make these intentions.

And by the end of the year, how many of us actually look back and realize that we didn’t do any of them, or we were very, you had a productive year. You had a great year, but it wasn’t what you set out to do in January, right? So it’s not, I’m not saying that you’re not successful. I’m not saying that you’re not productive, but you didn’t actually achieve the goals you originally set out to do.

You got distracted along the way. And when we’re trying to talk about this focused growth as a small business owner, when you talk about what you’re missing out on, what is the cost of missing out on your dream? If you want more statistics, let’s get into it. Yeah, give me more, give me more, Diana. Because I use a tool called HoneyBook.

And they have found that those who are using AI to respond to clients faster with their email composers, that they actually convert 33 percent more of their leads. Those who actually have that original welcome email in, you convert, like, 82that number might be slightly incorrect, but like, it’s like 82, I think, percent more of your leads, because you actually have a streamline.

So, so, recap, you are getting back 79 percent of your time. You are converting 33 percent more if you’re using an AI composer, or if you had just like that welcome automation that was client centric, that’s really what AI is doing in that moment, right? It’s they’re helping you reframe and refocus and write it in a way that quote unquote sounds better than what you could have written yourself.

That’s not true. What AI did for you was to help you actually. Pull out the reasons why someone’s reaching out to you. So use it as like a tool, but it doesn’t replace who you are at all. You have to actually be really good at guiding and teaching AI for it to be highly effective. And so that converts 33 percent more and then 82 percent more of your leads convert just by having that welcome email, whether that’s booking a call or, you know, these are things within your control.

Okay. Right. How, how someone like wants to spend their money at the end of the day, you know, circumstances, we can’t control that stuff. But what we can control is. This welcome email that’s automated, AI friendly, like using AI to help you if writing is not your thing. Streamlining, putting in that effort, right?

Just an hour every week. Focus on specifically bettering your business and your systems. That gives you ultimately 79 percent back of your time. And if we talk about scaling one day, most people are afraid to make their first hire because they have a really hard time not knowing what they want to hire for.

I need help in all the things. I need help in admin, and accounting, and social media, and da da da da da. But actually, if you were clear about your client journey, or your client experience, whichever makes you feel better, if you’re clear about that, You could actually scale really, really, really well, because you are going to know without a shadow of a doubt where your pitfalls are.

And when you’ve written it down, whoever steps in can take over instantly. And I think part of that, I see and hear a lot of shame. It’s so hard to invite someone in into the inner workings of how you’ve been running your business. And then suddenly I’m hearing stories. And I get it. Of. You’re not going to believe how I’ve been doing this.

You’re going to judge me. I’m so ashamed. Don’t look too closely. You know, and that again, like, so then we put off getting help because we’re gonna find reasons to not like our VA, first of all. They didn’t do it the way I wanted it to. They, they aren’t, Helping in the ways that I need it. I would argue that they’re probably not helping in the ways that you need it because you weren’t clear what actual help you needed.

You didn’t correctly identify in your client journey where you’re actually struggling. You were just thinking any help someone take anything off my plate at all. But it’s, it’s not, we have to be really intentional about the choices we make because we only have so much time and resource. And so, um, things like getting the right automation, getting the right tools, getting the right, it all comes back to your client experience and defining what that looks like.

Quianna: Because it informs everything. It does. Well, and I feel like because I’m such a visual person too. So when you talk about bringing a pen to paper, or even for me, like I love getting those ginormous sticky notes. In fact, I see them on my wall right now. And I just, I just kind of go to town and just kind of create literally a client experience from the moment they send that first email.

All the way to the different checkpoints, right? Like, cause, and I love that because then once you break that down, you can easily create your little to do list per, like, client, um, checkpoint. It’s like the best way to describe it, right? And then that’s when you can start outsourcing. You can start kind of questioning that and think, Hey, how can I make this better?

How can I show that the client, um, you know, is received well, that they’re being well taken care of? All of that starts there. Cause I even know for myself, for example, when it does come to outsourcing or even hiring, like it is scary. And if you look at your day to day as a business owner, no wonder why everyone is embarrassed.

Like, I’m sorry, I’m going to call it out. Like I’m only speaking from my own experience, but like. It’s crazy in here, like up in my head, like, oh my gosh, like, and plus I have voices talking to me, like, it’s nutso up here, right? Same,

Diana: same.

Quianna: Yeah, so, so I love that you gave us permission to write out our client experience and whether that is in, you know, A vertical or horizontal line, like whatever makes sense to you, like draw it out and create those checkpoints.

So can you please Diana kind of walk us through just kind of like a generic kind of safe and sound checkpoint list that we should prioritize? Like after they get that first email, what should be next? Like how, how should we start these automations?

Diana: Yeah, for sure. Um, I do have a, like, a free worksheet you could also work through and I, you know, if you want to give that to them, I’m happy to give that to you to give, um, but essentially you’re asking, like, I like to ask the questions back to you for you to reflect.

If you start from the very beginning again, like, it’s before they’ve even reached out to you. What are your core values? What are they seeing? Okay, so that’s 1. Do they know what you’re doing? Do they know who you’re for, what you’re for, what you’re against, whatever, right? And so, um, that could be like, I’m super for grilled cheese sandwiches, and I’m not really for peanut butter sandwiches.

Whatever, whatever that is, right? It’s a relational aspect, right? We’re trying to build trust. And so, as I’m an extreme introvert, and I don’t, Really enjoy small talk, but at the same time, it’s like, I look for these, like, I’m really awkward too. And so if you ever meet me in person, I’m always like, you like peanut butter sandwiches.

Let’s talk about that until I can find another topic we both know about, right? Like, that’s why we’re always like, where are you from? What school did you go to? Like, we’re trying to find connection when someone’s scrolling on Instagram, when we doom scroll. The reason why memes are so shareable, the reason why these snarky, like, things are so shareable is because we actually connect to them.

It stops the scroll because we connect. So what, what is the thing that makes your person, whoever that ideal client is for you, what’s going to make them stop the scroll? It’s not the image, necessarily. It is What we’re for maybe it could be a Stanley cup, right? Like what’s going to make you stop the scroll so that starts there and and less about like what you’re hoping like what they want, but put yourself in their shoes.

You know, like put yourself in their shoes, like kind of back to when we were saying before, like for those in the wedding industry, we have to remember they actually have date nights to plan these weddings. It’s not like we, it’s not like any other kind of party where you’re just like forever talking about it.

Right? Like they have these date nights and these intentional times next, once they reach out to you, make it easy for yourself there. Don’t send another questionnaire. Please. But what’s the next step for them? So if you’re going to make them fill out an inquiry, it’s already a questionnaire. What is the information that you need to determine if you can take this client, yes or no?

That’s all you need in a contact form. Is it a date availability? Okay, we’ll make sure the date’s on there. Don’t just ask for name and email. And what kind of event is it? Obviously, like if you’re a photographer, maybe it’s minis, maybe it’s, you know, whatever. But like, What are the key points? Is it budget?

If you’re available for the date, what is the deciding factor for you if you’re going to take this person or not?

Quianna: Is

Diana: it a budget? Is it that they have 15 kids? Is it that they have three dogs? You know, like what’s the deciding factor for you? So make sure that’s on the questionnaire and your contact form, also known as your contact form.

Once they reach out, what’s the next step for them? Do you weed them out with pricing? Do you weed them out with, you know, what’s, how do they get to know you? You know, and a lot of us were super professional in this email, but like, show off your personality, you know, if you say, Hey, y’all say, Hey, y’all, if you say, like, I have one person, they say, like, they actually write all their emails with yo, because like, when you meet her on zoom, she goes, yo, what’s up?

That’s how she talks. And so, um, She writes yo on all of them, right? And she, and like, are you an emoji person? Do you like black text? Do you like something else? Like, it’s okay to infuse your personality into this. And then after that, let them live, right? Okay. We have our next steps. You weeped them out.

What happens next? What happens after the discovery call? What information? What is the point of them booking a discovery call? Do you know, or are you doing it because you’re supposed to, quote unquote. Right.

Quianna: Sometimes we don’t need a discovery call. Yeah, like sometimes it’s just a matter of sharing your expertise and, and scheduling them.

We don’t need to go through that little buffer, like what works for you. Correct.

Diana: So then after that, ask yourself, After that, what are you doing? What’s next? Are you sending an estimate? Do you send what, you know, again, I use HoneyBook. So in HoneyBook world, they call it a proposal, which is an invoice and a contract.

But if you’re in the consultant, HR, education, DEI world, a proposal is kind of like a recap of what you talked about in the discovery call, right? Like you haven’t. quite given the invoice yet. So whatever you need to do, what needs to happen there? Is it personable? Is it a recap of what you talked about?

Are you giving them a picture of what it looks like to work with you and what it looks like for you to solve their problems? Are they getting a glimpse of the relief they’re about to feel of like, this is the right choice? I’m booking the right person. And then what happens after they pay you? This is where we typically drop the ball.

We spend a lot of time trying to grab the lead, and then they’re just like, I paid you. And then, and then you get a lot of emails, right? And then we’re already sick of our client because they’re just like, your wedding’s not for like 18 months. So could you chill on the emails? Right? And so how do we help preemptively answer some questions?

And even same for me, like as I do setups and builds, like I don’t necessarily, I’m not starting with you tomorrow. So I’m focused on my agenda for today. That’s very common for a lot of us. But give them some excitement, too, because they’re, they, in their, like, in their minds, even if you’re a plumber, it’s not cheap.

Yeah. Yeah. Yeah, they’re investing in you. Yes. It’s basically the cost of my left kidney, everybody. So, so like help them out and get excited with them, but also give them the next steps because that’s what they’re looking for. Okay. We deliberated, we had a date night, we talked it out. Like we decided to go with you.

You’re our person now. And then this is typical when we’re just like, bye. Great. Thanks for giving me your money. So like, what happens next? What do they need to start doing? Is it a questionnaire? Is it like submitting Pinterest boards? Whatever that may be like, how can you help ease their way into this?

Right? If you’re a photographer, you know, maybe a style guide of some kind, reminding them to stay hydrated. What are like, how can you help move it along? If you do two locations and like multiple outfit changes, what can make them the most comfortable? Because this is not their norm, but it is yours. Yeah.

You’re the expert here. So walk them through that. Think through all the, like, hiccups you have and, um, think through, like, I think we have the tendency to be really callous, you know, like, ah, you so silly. Of course you should have, like, thought of, like, an outfit change. No, there’s not a bathroom or in the middle of a desert, you know, like, things like that.

Like, where did you think you were going to change?

Quianna: Yeah.

Diana: Like, But, like, they don’t know, this is not their normal, they’re relying on us, and so, like, putting that all into an email, not all, maybe not all at once, but just, like, giving it to them in bits and pieces along the way, A, it engages them, it keeps them engaged, it keeps them reminding of, like, that you’re thinking of them, they don’t need to know that it’s automated, and they frankly don’t care that it’s automated.

But also it helps prepare for their experience with you. These are things you can start thinking about. These are things you can start doing. Another question would be, at what point are you done with the client?

Quianna: This is such a good one.

Diana: Right? What is the off boarding like? Maybe it’s delivery of photos, but also for me, it’s I physically say the words.

to my client over zoom. You’re done. I am pushing you out of the bird’s nest. Off you go. Thank you so much. So there’s, there’s closure for them. There’s success for them. And then they’re not shocked when I’m like, Hey, here’s a review, which many of you don’t ask for, but you need to, you know, so like things like that, like kind of going through those big pieces and those big moments, that would be a standard client experience to think through.

What do they want to feel when they first reach out to you? What do you want them to feel? What happens after they pay? When are you done? So think of it as like three markers.

Quianna: Amazing. I love this. And I feel like this is such a beautiful dance. Like once again, I’m such a visual person between you as a business owner and your client, right?

I feel like sometimes we kind of put these. Broad blocks are these speed bumps on it. Like you mentioned, it’s like if, gosh, if we have to do something, you know, it feels hard, we’re going to just keep pushing it off, but I feel like this client experience really is. And this workflow is such a beautiful dance between the two of you because you’re really.

Helping each other like this is so powerful because it’s helping you save time. It’s helping things stay streamlined, but then it’s also answering those questions that your client’s going to ask. I can’t tell you how many times, cause I’m, I’m still up in all the Facebook groups, right? So I’m hearing all these other photographers, small business owners, literally complain about their clients.

And I’m just laughing thinking, oh my gosh, they got to go see Diana because like they need to get these workflows in place. If they. Only answer these ahead of time and we’re really proactive about communication, then these wouldn’t be an issue. In fact, you may, and you know, you don’t want to create distance between your clients because you’re answering everything through email or through the workflows like obviously you want to create that personable touch, but that’s what’s inevitably like it is going to just.

be impossible for you not to generate more revenue because these clients are going through this system. They’re going through this tried and true, well oiled machine that they know they’re well taken care of. They’re loved. They’re supported. They get what they need. And then they’re going to go tell their friends about you.

Like literally, this is just full, like a full circle moment where this conversation, because. They’re the ones that are going to be doing the marketing for you. And just like you mentioned before, like your friend who needed a plumber or for anybody looking for our businesses, like typically their minds are already made before.

And when you can, you can like through promising and through showing up and actually delivering what you say you’re going to do, then that like you’re invaluable. Like there’s like, you’re priceless. Like they will pay anything and they will get their friends on board. So I’m just so happy that you’re walking us through this.

Diana: Can I give you one more nerdy statistic?

Diana: Yes, always. Um, I know that a lot of us tend to like, not want to ask for reviews and we’re like, it feels like it’s too much about us. I, can I just maybe put it into context again, reminding you that the number one reason why small businesses don’t, number one reason why they fail.

is because of cashflow. And it is 16 times harder and more expensive for you to get a new client. Think of all the ads you have to run, all of the like cold leads you have to walk through to get a new client. It is 16 times more expensive in terms of time and money and effort. And if you ask for a review, You are cutting that percentage every time.

And if their friends, just the way that you’re saying, like, if they have a great time with you, they’re going to tell their friends. And that, that is 0 percent effort on your part. So you do need to ask for reviews. You do need to like do the hard thing and send that email, put it as part of your automation, because otherwise you are going to be spending extraordinary effort.

Trying to get a brand new client for no reason when they could just be coming to you.

Quianna: No, I love this and I’m happy that you mentioned that because I even love sharing a quick little like a quick win for reviews. So I created a blog post years ago and it still gets hits today. It’s crazy. Um, but it actually is walking My clients and at the time this is was all my wedding clients right walking them through how to write a review and so this literally could be set up in your systems in your workflows because sometimes I think when people just do that, I don’t even want to call it a cold request because obviously they’re your they’re your hot client like they just went through your system hot off the press and you know if you just ask them for a quick review.

They may, Oh, okay. Yes. Like they’re excited. They’re in the moment, but then they’re like, Oh, you know, so and so was great. I love the product. Thank you. Like, whatever. Right. But I took it a step further and I actually created a Madlibs for them so they can walk through. And I even gave them three options. I was like, if you just want to leave me a one sentence review, here’s some ideas for this.

If you’d like to leave me like a paragraph, or if you’d like me to write like a novel, like how you felt. And I even write out questions where I’m asking, like, you know, what were some of your Kind of like fears or your worries before booking with me and how I debunk those. Um, what is something that I had done during this experience that if you worked with someone else, this probably wouldn’t have happened, right?

So, like, I’m asking these key things. So, it’s just, it’s like a plug and play for them. So, it’s easy. I think that’s what, like, all this is going back and pointing to is, like, Going back again, once full circle around a full circle here is like creating these steps. So it’s easy for you, easy for your clients.

Like, let’s take the time for this. And it’s fun

Diana: that what a great way to show off your personality and like recap how fun it was just to be with you. Cause. Even you saying this, like, you know, I don’t, we don’t live in the same state. So I’ve never had photos taken by you, but I want to take that. I want to play Mad Libs.

I want to give you a review. That’s not what I want to do. That’s amazing. Yeah. What a great way to show off your personality.

Quianna: Yes. And, and it’s, and it also too, it just adds more depth. It adds more oomph and more magic to that review instead of just like, Oh yeah, Kiana was great. Like I would hire her again.

Like, that’s fantastic. But. It’s going to pull up keywords. It’s going to pull up things like, right? Like, I mean, they’re typing this into Google. They’re at the time it was typing into the not like, this is so important. So yeah, that’s such a great way to kind of in cap the reviews and, and going back to, I get sidetracked and excited, but I love, I do want to mention how important it is to actually have like a.

Like a closed book at the end of your client experience. There’s no lingering. There’s no question. There’s no extra deliverables. And if they want more, then they could literally start back up again in that client intake form, or maybe you could skip a couple steps, but like they need to initiate another contract.

And that’s so amazing. Agreed. Yeah. Agreed. No notes. It was perfection. No notes. I love this so much. Oh my gosh. Okay. So I’d love to kind of spin the conversation as we start to wrap up. I feel like we, we are both so passionate about making our clients feel good and look good, right? So whether that’s for you and all of your contracts and your workflows and everything looking seamless, so your clients feel really professional.

I, behind the camera, also want to make my clients feel their best and look professional as well. And so I think, like, with all these tips and tricks that we just mentioned, It’s important to realize the actual mindset of these, of these business owners, right? And so I feel like we can share all these tips and tricks and create these streamlined businesses, but if we don’t feel worthy or capable to run this new business, it’s going to be hard to scale and thrive.

So Diana, I would love to ask you, what advice do you have for embracing change? Oh, my gosh.

Diana: I know we’re wrapping up, but this is going to be okay. I’m going to try to be succinct here. We need to embrace change. I feel so strongly about this because you couldn’t, I couldn’t have said it better myself. Like we as small business owners, nothing is going to stay the same.

Like think of us as humans. Like, first of all, we are humans running this business and we are constantly growing. We’re bettering ourselves. We’re reading the books. We’re listening to the podcast. We’re doing all these things. It’s not just for the betterment of our business, but also as us, like we’re trying to be better business owners.

I’m trying to be a better friend, you know, one day a better girlfriend, whatever, you know, to all these individuals who are going to come in contact with me. And for me, I. I’m not remaining stagnant, right? Like, I don’t know anyone that is remaining stagnant. And so with that comes change. With that comes, I don’t know about you, but in my life, I, it just like, you ever feel like sometimes you could just use some peace and quiet and that’s all you want in life, right?

So therefore, I don’t know anyone else’s life that just like is always quiet and is always calm. That’s not. a real thing. You know what I mean? And so we need to actually, instead of like be surprised by change, we actually need to expect it. What would it look like in our businesses if we expected to scale, if we expected for and prepared for the worst case scenario, not in a fearful way, but in a way that enables you as a steady foundation for you to keep going, that we’re not then distracted by fads and trends that come our way because you know, again, you’re core values.

You understand your purpose of why you’re running your business, right? And, and like the reason of why you’re here. I really think about like, um, the example I think of honestly is, do you remember many, many years ago, Starbucks at Christmas time, they always come up with these like red cups and people one year lost.

They’re ever loving minds on social media because the red cups were not symbols of what they believed Christmas to be. And we spent all this time and effort and energy pouring into why we believed this one coffee cup was not the symbol of Christmas. I mean, like, I read essays, people were writing Atlantic articles, New York Times was writing about it.

And like, if you could, this is a distraction. This is a distraction. Because we aren’t getting it. Like, this is a distraction for you in terms of running your business. Well, instead of serving your clients, well, when we’re talking about, we want to buy back time. This is not where you need to be spending your time, right?

But it’s changed. It’s not what we expected, which is why we were outraged because physically when we experienced change, when it’s not something that we expect psychologically and physically, it actually feels like a bone breaking. It’s the same. It’s the same reaction in our brains. Our neurons fire as if your bone is breaking when you experience something you weren’t expecting.

And that hurts a lot. Oh, yeah. And so, yes, that is when we become outraged by red Starbucks cups. What if we could expect change and what if we approach life, our businesses, our relationships, expecting things to be different? What if the blow was softened neurologically for us as we talk about the mental health crisis?

You know, what if we did our part? To do this well to soften the blow. So it doesn’t feel like a bone break. Maybe it’s unexpected, but we learn how to pivot well and we don’t give up and we don’t use it as an excuse to close up shop and we don’t use it as an excuse. Like, there are people in life who hear the statistic 90 percent of small businesses fail every year and say, well, why even try?

But what if we said came on, let’s go, let’s go, right? What if another pandemic came and instead of seeing all my business is gone and I’m just going to sit and eat some popcorn, probably something more. What if we said, great, what’s next? And we actually pulled our resources together. This is coming out, this podcast is coming out, and I live in Washington, D.

C. at a really incredible election year. And we are fearful of the unknown as humans. We are fearful of the unknown, of what’s going on in the world. And what if we embraced the unknown a little bit mentally for us and said, OK. Because you know what? You have overcome 100 percent of the worst days of your life.

You have overcome every single challenge up until this point so far. And I’m pretty sure your track record is going strong. So I believe in us as small business owners that we can stay on focus, stay focused, stay on track. That we can embrace change, soften the blow neurologically, soften the blow, prepare ourselves the best that we can holistically.

Because our businesses is not siloed. It actually affects our day. You don’t just like leave it. At your office door and walk home. And for many of us, we work from home. So it’s not like I just walk through the next doorway and I’m like, Oh, you know, that difficult conversation just stays not thinking about that anymore.

That’s not how it works. It affects who we are and embraces. It affects our dinnertime conversations and how present we are and our need to do scroll. It affects all of it. What if we could change the trajectory of that by embracing change?

Quianna: Oh my gosh, I love that so much. And you’re right. I feel like we can flip a script and simply embrace it.

And I think one thing that I was picking up from that, because I’m such a visual person, I’m like, Ooh, like soaking this in. And, and the one thing that I realized, Is change is scary, right? Like obviously like change, like when you mentioned that it’s the same feeling as literally breaking a bone, like I felt that cause I’ve been there.

Change, especially out of our own control is scary. And we have all these distractions, but I want you, if you’re listening, cause this is exactly what went through my head while Diana, while you were speaking was, wait a second, stuff is changing around me. And I’m not changing. Meaning, and I want to say this so delicately because I know every day we are, we’re learning, we’re educating, we’re growing, like we are becoming different people.

But at the same time, that inner child is still inside us, like that same fire, that same grit, like who we are as a person. doesn’t change. We can stay strong. We can build new systems. We can learn and we can continue to grow, but it’s the things around us that are changing. So I think if you’re like, Oh my gosh, like I can’t start this business or I’m nervous to take this next step.

You have that grid, you know what to do next. Like, and guess what? If you don’t have the answers, you have a friend you can ask, or you have YouTube, you can Google like, let’s go. Right. And so I think That right there is what I was picking up is like, there’s so much change and so much uncertainty around us, but you know who I’m going to bet on?

I’m going to bet on you. I’m going to bet on you for fighting for what you believe in, for making a difference because we need you to make more money. We need you to have a better, like bigger say, a bigger impact in this world because Once again, ding, ding, ding, things don’t change unless you make an impact.

Right. So that’s like boom, boom, boom. It’s like, we’re afraid of change, but we want change to happen. Sorry. I’m like going in circles here, but I just really like that little aha moment.

Diana: I’m here for all of it. Literally all of it.

Quianna: Yes. Oh my gosh. So good. Well, I love, I love to ask every guest, Diana, what is your key?

What is something you wish you knew sooner and you’d like to share with entrepreneurs today?

Diana: Oh, gosh, I wish I knew. You know what? I am coming out of a season where I have just made a lot of expensive mistakes. Um, I paid. For expertise in things that I already knew and because I didn’t trust myself, I didn’t trust that.

I knew it already. I didn’t trust that. I was capable of doing it. I really thought I had to hire someone else to do it for me. I thought that I needed. To invest money into seeking answers to things I already knew, but I didn’t feel confident in knowing it, like, you know, that I let imposter syndrome take over.

Um, and I wish that I had trusted myself more. I wish that I, dead on myself more, just like you said, you know, I’m careful about saying that I’m worthy of something because I think that that puts a dollar value on it, or we tend to monetize it in some way, whether that’s in price or in like an exchange of some kind.

I, but what I do know is that I do need to start believing in all the steps I have overcome and all the changes that I have embraced. And, um, That I need to trust myself as much as I, you know, hope that my clients trust me. And so, yeah, I, I wish I had known that. sooner.

Quianna: I love that advice because I feel like there are so many, so many coaches, so many teaching opportunities just swirling online.

And I know there are so many that are incredibly credible and that are, are doing it right. But the fact that you just mentioned that you spent this money on things that you already knew, just because there was an Like an inch of self doubt that you didn’t know, right? And sometimes we do have to pay.

Sometimes we do have to pay for that validation. Like I remember going to workshops, you know, years ago, conferences, and even the people that aren’t stepping on stages, I’m thinking, Oh, that’s fantastic. Thank you for the reminder. Like, I’m doing it right. Right. So like, sometimes you do have to invest in that, but I love the message you’re clearly sharing today is like, we actually know more than we think, and we have to stop being fearful and just take action.

So I’m just. I’m so grateful you shared that today.

Diana: Yes. Yes. And thank you for being like a safe place for us to talk about hard topics. Like it’s just been such a gift to be able to do that because I feel like these are conversations that are not being had enough. And so it’s just so what are like.

breath of fresh air to talk about something that we all are going through in one way. And even if this is like a side hustle for you or a full time thing for you, this podcast is just a great way to really like connect with those at its core. And, um, Yeah, it’s just been so wonderful. So thank you.

Quianna: Yes, of course.

Oh my gosh. So Diana, please share with us. How can we work with you? If someone is interested in getting their butt in gear and relieving lots of stress, um, how can we connect with you?

Diana: You can find me Pretty much anywhere on the Internet, you can watch the YouTube search the finer points. There is a pilot out there.

I’m not the pilot. In case you’re wondering, we’re both named the finer points. Oh,

Quianna: my gosh.

Diana: So funny. Okay. And yes, and I’m on Instagram at the finer points, or you can go to the finer points dot C. O. That’s my website and you can. Reach out. There’s always a free 20 minute call. So even if you’re not sure if this is for you and all the things I’m saying, or if you’re not sure, like where to start, you can start there.

We can have a 20 minute conversation and we can extend it if we need to. But let’s just talk it out. Let’s see where what’s best for you.

Quianna: Amazing. Thank you so much, Diana. I know you are just a wealth of knowledge and you come with so many statistics, um, but also really like easy user friendly conversations.

And that’s what I appreciate about you so much. So thank you. Thank you. It’s been so fun. Yes. Have a beautiful day, babe. Can’t wait to connect soon. Oh, wow. That was a juicy one. I’m feeling so inspired to pause and update my own systems. Even today, I find myself getting sidetracked, wasting time on social media, or just not using my time efficiently.

Thank you, Diana, for sharing your wisdom and business bestie motivation to help us all thrive. Make sure to follow along with Diana on Instagram. At the finer points and check out her offers. If you’re looking for more support with your own business systems and processes. I also want to add before we close out that I met Diana in person as a rising tide society leaders retreat years ago.

And we’ve remained friends online besties since then. This is your reminder to get into the room, invest in conferences, workshops, and simply show up to your local events. You never know who you’re going to meet. We’re always just one friendship away from changing our lives. Speaking of friendships, I’m so grateful for you for listening to this episode and spending this time with us today.

I appreciate you more than you know, and only want the best for your life and business. We have big and venturous and soulful lives to live. Let’s get our businesses to become well oiled machines to work in the background while chasing really, really big dreams. We are more than our businesses, my love.

You are more than your business. Your business is simply a tool to make an impact and create mega mega income. Make sure to tune in next week. I’ll be introducing a sweet elopement photographer, podcaster, and studio owner that traveled across the country with her hubby and her dog living out of their Prius.

No, trust me, this is going to be such a cute story and I cannot wait to introduce you. Talk about being adventurous and truly letting your business help you live your best life. You’re not going to want to miss next week’s episode. Make sure to follow and subscribe to Kiana Marie Weekly to stay in the loop.

If you found this episode helpful, please share with a friend that needs to hear it. Always, always cheering for you, my love. Alrighty, hope you have a beautiful and productive week. Take care. Hey, love you. Bye. That’s a wrap on another episode of Kiana Marie Weekly. Thank you so much for your listenership and support.

You can find the resources and show notes for this episode and more at kianamarie. com slash podcast. I’d be honored if you’d show your support by leaving a review and rating on your favorite podcast app. Until next time, keep on dancing.