0:03

You're listening to Scale Up Strategies

0:06

, the business growth podcast for

0:08

coaches , consultants and speakers

0:10

. We're your hosts and business

0:12

coach experts Mary Fane Grant

0:14

and Laura Bay Shore .

0:16

We're sharing all our insider tips from

0:18

20 plus years in business , including

0:21

how we successfully scaled our

0:23

businesses without losing

0:25

our minds or our husbands

0:27

.

0:27

Sure , you can piece it together and try to

0:29

DIY your way to success

0:32

, or you can listen to

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us every week and learn the shortcuts

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, because we promise they're really awesome

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, so grab your favorite cup of coffee , tune in

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and let's start the show .

0:42

Welcome to another episode of Scale

0:44

Up Strategies , the business growth

0:46

podcast for coaches , consultants and

0:48

speakers . Question

0:50

do you know what personal

0:53

branding is ? Hint , it's

0:56

not marketing . It's

0:58

more than what you do . It's who

1:00

you are and what you want

1:02

to be known for . So today we're

1:04

going to touch on what branding is

1:06

and sometimes , more importantly isn't

1:08

, why it matters and

1:11

how to start defining your personal

1:13

brand . And

1:15

I said personal , so let's

1:18

get into this . I'm Laura Bayshore

1:20

.

1:21

And I'm Mary Fane Brandt , and this is

1:23

one of my favorite topics . Laura

1:26

, did you know that , according

1:28

to Forbes , consistent brand

1:31

presentation across

1:33

all platforms increases

1:35

revenue up to 23%

1:37

, just by being

1:39

consistent with your brand ? That's pretty

1:42

amazing . I want to start

1:45

this , right . I want to start this

1:47

episode off with talking

1:50

about some of our favorite brands , right

1:52

, Is that cool ? Can we do that ? Sure

1:54

? So what are my favorite brands

1:56

? You either love them or hate them . There's really

1:59

no in . I am

2:01

an Apple gal , 100%

2:04

. So MacBooks , ipads

2:07

, iphones , mini Macs

2:09

everything in our house is Apple

2:11

, even the Apple TV . I think

2:14

we have two . I love

2:16

Apple . I love what Apple

2:18

stands for . It's really , if you think about it , sleek

2:20

, simplistic and reliable

2:23

. I used to be a PC girl and

2:25

when I went back to college , I think it was 2008

2:28

. I was tired of all the viruses , so I

2:30

said bye-bye PC and

2:32

I bought my first Apple . And the other thing I

2:34

was waiting because you didn't have um . You

2:37

didn't have , like , excel

2:39

and word on Google or on um

2:42

.

2:42

I didn't buy it .

2:43

Yeah . So I was like no , I can't go to college

2:45

and I can't use it . And then they got it and I was like

2:48

snap , I'm in . So I bought my first

2:50

really big desktop Apple

2:52

. There's no hacking

2:55

, no viruses . All my devices talk

2:57

to each other , which I love , you know the airdrop

2:59

, the FaceTime . I won't even look

3:01

at a Google phone , although my friends have

3:03

them and their pictures are amazing

3:05

. I wouldn't switch . I am

3:08

100% an Apple , loyal

3:10

Apple client because of what they

3:12

stand for . And at one point I bought

3:14

uh , what were they called ? The iPod ? The

3:17

um , yeah , the

3:19

music , yeah

3:21

, yeah , ipod . I mean we

3:24

don't use , use them now . But they actually had like

3:26

a give back component , like if you buy

3:28

the red brand , we're gonna give money . So

3:30

we have ipods yeah

3:33

, I love anything that has that , and they give a

3:35

discount to teachers . So you

3:37

know I love apple um products

3:40

. So that's my favorite

3:42

brand

3:44

, one of my favorite brands . So

3:47

we're going to get to

3:49

Laura's . I think we're going to get to yours in just

3:51

a little bit , or do you want to share it now ?

3:54

No , we can get to mine in a little bit , but I just

3:57

wanted to say , with Apple I'm

3:59

a PC girl , but I'll tell you , my first

4:01

computer was the 1984

4:05

, all built in , like . I have one of the originals

4:07

back at home For

4:13

all of you not here right now . Mary

4:15

is having to let in an HVAC

4:17

person to help at her house , so we're

4:19

taking a quick pause right here and

4:22

when she comes back we'll get started . But

4:25

that's what is for

4:27

, so we know when we start and when we

4:29

stop . She has no idea that I'm

4:31

talking to you right now , but I

4:33

think it's funny and you got to stay cool

4:35

out there in Arizona , so we'll let

4:38

her handle that and then we'll be back . I

4:40

heard you in my ear .

4:42

Okay , yeah

4:44

, hey . So let's start

4:46

with what personal branding is . Branding

4:49

is the why , where marketing

4:51

is the how . Branding is

4:53

long-term . Branding

4:55

is macro . Branding

4:58

defines the trajectory , why

5:00

. Marketing defines the tactics

5:03

. Branding builds

5:05

loyalty and marketing

5:07

generates a response . Branding

5:09

creates value , while marketing

5:12

extracts the value and

5:14

branding is the being , why

5:16

. Marketing is the doing . They're

5:18

very different and I feel that

5:21

people put branding and marketing

5:23

in one bucket and shake it up and

5:25

throw it out and think that's branding

5:27

. Branding

5:32

is not . It's more than just colors and logos . Those are your branding assets . I think

5:34

people get that confused and

5:37

branding , in my opinion , is

5:39

, in part , what people know you as

5:41

the go to person Right

5:44

, part , what people know you as the go-to person , right ? So I just wanted to start

5:46

today's episode off with some definitions

5:49

of what branding is and kind of what

5:51

marketing is . So

5:53

, personal branding , laura . As

5:55

we know as previous

5:58

career coaches , personal

6:00

branding is a newer term to career

6:02

professionals , right , yeah

6:04

, and I feel for

6:06

, like , some business owners are like well , my

6:08

company has a brand . Well , you have a personal

6:11

brand . It's

6:13

where everything is online these

6:15

days , right , you can find the good , the bad and the ugly

6:17

, as I like to say and everything lasts forever

6:20

. I really feel that your personal brand

6:22

carries you through all seasons . So

6:30

if you have a business as a career coach and then you pivot to an AI strategist , your personal

6:32

brand is still who you are and what you're bringing to the table Not

6:34

necessarily the exact service

6:36

, but personal branding

6:38

will carry

6:40

you through all seasons if done

6:42

right , all seasons of

6:44

your career or business . Would

6:47

you agree with that , laura ?

6:48

Yeah , I

6:50

would agree with that . I mean , I think , even

6:53

if you're pivoting

6:55

into something that maybe more

6:57

of like a 180 for it , you

7:00

need to have something that people

7:02

can cling on to . It's what we've always

7:04

been talking about in social

7:06

selling People want to know you , know the

7:08

brand , before they do business with you

7:10

. So it's even more crucial

7:12

, if you're just starting out your business or

7:14

changing a major offer in your business , to

7:17

go ahead and make sure that

7:19

people can identify with you

7:21

and then your brand

7:24

.

7:25

Exactly so . For example

7:27

, it's the way you come across , the way others

7:30

perceive you , your style

7:32

, your intentions , your persona

7:34

. It's what you say and

7:36

do Again , not necessarily what you're providing

7:38

the service . These are the ingredients

7:41

that make up your personal brand

7:43

and , ultimately , the lens that

7:45

others see you through , both personally

7:47

and professionally . And you

7:50

know what I missed in my rebrand that we did about I don't know three and a half

7:52

years ago . I feel like I do a rebrand that we did about I don't know

7:54

three and a half years ago . I feel like I do a rebrand

7:56

every three years or so

7:58

. Yeah , like new websites and

8:00

stuff like that . And what I did this last

8:02

time is I tried to be , I think , too

8:05

corporate-y , which is not me

8:07

, right , I forgot , part of

8:09

my brand is giving back . Part of my brand

8:11

is giving back , and

8:13

that is I mean that is like the foundation

8:15

of why I started my business is

8:18

because my mom was sick with Alzheimer's

8:20

and since her passing

8:22

I have donated to the

8:24

Alzheimer's Association . I

8:26

have walked in the walk

8:28

and made a team and raised money for

8:30

them . I continue to give back where I'm at

8:32

now to senior services

8:35

and resources , and

8:42

that is part of my brand giving back to Alzheimer's . So anyone who knows me understand

8:44

that I'm a champion for nonprofits and giving back has been embedded

8:46

in my business and I

8:48

didn't even talk about that on my last

8:51

website . I missed a

8:53

critical component of

8:55

my personal brand . Shame on

8:57

me . Don't worry , folks , I'm fixing that .

9:01

Yeah , it's important to make that

9:03

adjustment , and I find that I'm doing that

9:05

about every three years too . So I did

9:07

my revamp on my website last

9:10

year . I'll be interested to see what comes

9:12

from yours because , as you said , things

9:14

change and you realize things that you

9:16

were missing .

9:17

Yeah , so yeah

9:19

, I missed out .

9:21

Yeah , and you know the benefits of having

9:24

a strong personal brand . You know

9:26

it can open

9:28

up different doors and opportunities

9:30

for you . So , just like you said , probably

9:34

putting that back on is going

9:36

to onto your website that give

9:38

back component . It's going to open you up

9:40

so that you can enhance credibility

9:42

and build more trust with

9:45

your current audience while

9:47

expanding to an even bigger audience

9:49

that shares those same values as you

9:51

.

9:52

Exactly sharing values , yeah

9:55

.

9:56

And then you know , statistically , people

9:59

with strong personal brands are perceived as 10% more trustworthy

10:01

and credible . So

10:04

, for an example , we know Richard

10:06

Branson's brand , right , the Virgin Group . So

10:08

it's synonymous with innovation

10:11

, adventure and leadership and

10:14

music , okay , and that's

10:17

what helps it be diverse

10:19

and thrive , though , is because first , it starts with

10:21

those core values and then they can expand

10:23

out into other areas . So

10:25

think about what do you want to be associated

10:28

with , and

10:30

then identifying your unique

10:32

selling points or your brand values

10:34

. So , if you've worked with a marketing strategist

10:37

before , or really anybody in that

10:39

sphere , they're going to ask what's your

10:41

USP ? Right

10:43

, so that's your unique selling point

10:45

. So how you can find

10:47

what these are is , maybe start with

10:49

a self-assessment and some reflection

10:51

. You

10:54

know , for example , nike help athletes

10:57

compete , so it's not

10:59

just about their clothing or the things that

11:01

they provide , but it's what is the feeling

11:03

that they're trying to evoke ? What is that sense

11:05

of accomplishment that they want the

11:07

purveyors of their brand to have

11:10

? And then another example

11:12

of somebody people , everybody

11:14

knows is , you know , oprah Winfrey's personal

11:17

brand . She emphasizes authenticity

11:19

, right , like her soulful Sundays , and

11:21

just everything that comes across

11:24

is really focused in on having empowerment

11:26

. But you trust her

11:28

, even though she's got

11:30

you know when you see Oprah's list

11:32

. I mean , maybe you might not be able to avoid everything

11:35

or afford everything on her favorite

11:37

list , but you trust the list

11:39

.

11:40

Are those glasses from the list ? These

11:43

are Oprah . These glasses

11:45

were on Oprah's favorite

11:47

list and a colleague of mine

11:49

was wearing them . They're called Peepers

11:51

and you can get them on Amazon , but

11:53

it is one of oprah's favorite and I have

11:55

two pairs and I'm probably going to get another pair

11:58

. I love them and they're a statement

12:00

piece . People always like oh my gosh

12:02

, mary , I love your glasses and

12:05

would you say that ? You

12:14

trust oprah and you feel empowered

12:16

when I'm wearing these glasses . But

12:20

, no , what do you want to be known for ? You know

12:22

so . One of the things I want to be known

12:25

for is giving back to nonprofits

12:27

, helping women find

12:29

their voice . You know . So . What

12:31

do you want to be known for ? It's not necessarily

12:34

the work that you do , so if

12:36

you're a web designer , or

12:38

maybe you're a career coach , that's the work

12:40

that you do . But what do you want to be known for

12:42

?

13:52

Exactly and that really leads into

13:54

identifying your unique selling

13:56

points . That

13:59

USPs . So once you pinpoint

14:01

what you want to be known for , then

14:03

you come up with a way to convey that

14:05

to your audience . So

14:08

we've got here a

14:10

business coach that some

14:13

of you may or may not know

14:17

, but it's Marie Forleo Forleo

14:20

. See , you might not be able to pronounce it

14:22

, but you can read it . So her

14:27

USP is that it's a unique blend

14:29

of business savvy , motivational

14:31

coaching and positioning herself as a top

14:33

business coach .

14:35

And then there's someone else that you're going to talk about

14:37

that I feel most business

14:39

coaches know , or consultants

14:42

.

14:42

Yeah , I think when we mentioned this name

14:44

, yeah

14:46

, when you hear the name Amy Porterfield , especially

14:48

if you're in our industries , you

14:50

recognize it , and the reason

14:52

why people like her style , in

14:55

my opinion , is really because she's giving

14:57

you solid tools

15:00

, tactics that you can use , and it's

15:02

not over the top . So her presentation

15:04

is not over the top . Instead

15:06

, she's coming out with a way

15:09

of having a blend of professionalism and

15:11

approachability and empowerment

15:13

. So some of the things that

15:16

she uses to be relatable

15:18

and down to earth is the way that

15:20

you see how she's doing her marketing

15:22

videos . She's trying to look

15:25

like she's having a real conversation with you

15:27

. It's not a lot of her up on a stage

15:29

, although we all know that she does get up

15:31

on stages . This is more

15:33

for her to be able to relate one-on-one

15:35

. She positions herself

15:37

as the expert in online marketing

15:39

and digital courses , while still

15:41

remaining to be somebody

15:44

you feel like you're having a conversation with , and that's that

15:46

whole approachability part .

15:49

And her approachability . I got

15:51

to meet her at social media marketing world

15:53

. I was volunteering

15:55

and I made sure I went over there and she

15:57

was in the hallway and I went up to her . I was like , hey

15:59

, amy , I was like I bought one of your courses

16:02

but I haven't haven't implemented

16:04

it . She's like , well , we need to change that

16:06

. And she's just so like . It's

16:08

just like talking to a colleague of yours and she's

16:10

like let's take a picture . So she was

16:13

very approachable and

16:15

relatable . It's like talking

16:17

to it . Even when you see her online , it's like

16:19

an old friend that you would want to go and grab

16:21

lunch with right . Just , oh

16:24

, it's Amy Porterfield . Oh , we go back

16:26

a long time .

16:28

And that's important , because if you position

16:30

yourself to be approachable and then you're not

16:32

, you're damaging your credibility

16:35

and your brand . So , again

16:37

, make sure that what you're putting out there

16:39

is honest about who you

16:41

are and what your values are , because that's how you're

16:44

going to see the most results , or ROI

16:46

, from your personal

16:49

branding . So

16:51

we've talked a little bit about the content , what

16:53

it focuses on . So

16:55

what I'd like to talk about

16:57

here , too , is the

16:59

engaging piece that she

17:01

uses . Uses because not everyone does this as

17:03

successfully as she does , in my opinion

17:06

. So her branding really encourages

17:08

you to engage and interact with

17:10

her . She's actively doing

17:13

live sessions , she's commenting

17:16

in social media and she incorporates

17:18

Q&A segments into her podcasts

17:21

and webinars . So she's

17:23

trying to engage and start a conversation

17:25

, and it's something to think about while

17:28

you are positioning yourself as that expert

17:30

, consultant , coach or speaker .

17:33

I agree , I agree . So we gave

17:35

you some real life examples so

17:38

that you could find one like , I

17:40

think , that we want to . What our tip

17:42

is what brand

17:45

do you navigate towards ? Why

17:47

do you like them ? Right ? So that's

17:49

like step one on helping you define

17:52

and create your own personal brand , but let's talk

17:54

about brand values . I think a lot of people

17:56

get stuck right here , um

17:59

, but you really need to define your

18:01

brand values before you define

18:04

your whole personal brand . Right ? It's

18:06

important to have clear

18:08

brand values that resonate with your

18:10

audience but are true to

18:12

yourself . So , for example , patagonia's

18:15

brand values they focus on environmental

18:18

sustainability , social

18:20

responsibility , which makes it

18:22

a beloved brand among

18:24

eco-conscious consumers , right

18:27

? So their brand

18:30

, their core values

18:33

, they talk , they speak right

18:35

to their ideal clients . So you

18:37

need to understand who your ideal client is

18:39

, what you want your brand to be known

18:42

for and what you value , and you

18:44

have to wrap that all up and create your own

18:46

brand . You know values and

18:48

statement . So for me , my personal

18:50

brand , giving back is huge

18:53

, huge component of my personal brand . Um

18:55

, not only to nonprofits , but

18:58

I do pro bono work for um

19:00

, like shine San Diego , who helps

19:02

women who have been in sex

19:04

trafficking . I do pro bono

19:06

work for colleges

19:08

to help their students understand

19:11

, like get on LinkedIn now , not when

19:13

you're looking for a job . And

19:15

I think one of the values so I value

19:17

time Time is probably

19:20

the biggest thing I value in my life all around

19:22

. Don't waste my time . If you book a call with me

19:24

, show up . I promise I will show up . Uber

19:26

, prepared for you . I give back

19:28

with everyone who buys something from

19:31

me , part of the percentage of that goes

19:33

back and that we have fun Like

19:36

so time . I think you're fine , give

19:38

back . Thank you , and we have

19:40

fun while you're working with me . It's not

19:42

boring . I don't add to your chaos

19:44

, I actually strip away the chaos . Laura

19:47

, what ?

19:47

do you think ? Oh , I like that .

19:49

You like that ? Yeah , I just made that

19:51

up when I was doing this .

19:52

I think you're just creating your new tagline

19:55

, your new tagline there

19:57

. I love it . I don't add to your chaos .

19:59

I strip away the chaos . Oh , I

20:01

love that . So , Laura , why

20:03

don't you share with our listeners what are

20:05

some of your brand values ?

20:09

Well , I , so I have been

20:11

thinking about this a lot , especially

20:19

since I just acquired a new business last year , so it has you kind of thinking

20:21

about how you're positioning yourself . And in that business I really work

20:23

with a bunch of small , medium-sized business

20:25

owners and those who are executives

20:27

who work at bigger organizations and help

20:29

them to scale their business

20:32

. So that's

20:34

something that's really important to me and something

20:36

that I've done for myself . What I

20:38

came up with is I

20:41

created a mission statement for myself . Is

20:47

I created a mission statement for myself ? It's in one of my

20:49

presentations or my workshops that I present regularly , and so at

20:51

the end of it , everybody gets to make their own . So

20:53

I figured I have to make mine too . So

20:56

mine is to stay true to

20:58

my values and ethics while advancing

21:00

my career , family and community

21:03

engagement . Take risks

21:05

listens , thank you . So it's

21:07

take risks , listens to others

21:09

and remain approachable .

21:12

That's almost like your personal brand statement

21:14

, which is right . That's the

21:16

next part of you know this brand

21:18

and stuff . You know what is a personal

21:20

brand statement . It defines what a . Let me let me

21:22

try it again . A personal brand statement . It defines what a ? Um , let me let me try that again

21:24

. A personal brand statement what Laura

21:27

just said . That literally is your

21:29

brand statement . Like Simon Sinek's

21:31

brand statement revolves around inspiring

21:33

others to find their why , which

21:36

aligns with his work as a motivational

21:39

speaker . Um , I'm redefining

21:41

all my brand right now , so

21:43

I can actually say that mine's going

21:45

to be new Um . But

21:48

here's some . Here's some points , you guys

21:50

, on how can you create your own personal

21:53

brand statement One identify

21:55

your audience , who are you trying to reach

21:57

? You need to know that . If you still are

21:59

trying to figure that out , I'm going to say

22:01

stop right there until you figure that out . To

22:05

figure that out , I'm going to say stop right there until you figure that

22:07

out . Don't cast a wider net , cast a smaller net . I just talked to a client who

22:10

said once they niched in , they actually got

22:12

more clients , ironically

22:14

. Surprise surprise , surprise

22:17

. Number two is highlight your SUPs

22:19

, your unique selling point , what makes

22:21

you unique and different . We

22:24

all are unique and different , even

22:26

if you do the same thing . There are a hundred

22:28

thousand million LinkedIn

22:30

trainers . Okay , maybe not a hundred thousand million

22:32

, but it feels like when the pandemic

22:35

, everybody became a LinkedIn strategist

22:38

and trainer , but we all they're all experts

22:40

now . Yeah , everyone's an expert

22:42

, but we train differently

22:45

, we work with different types of clients . So what

22:47

makes you unique in the business that you

22:49

have ? And then articulate your

22:51

values . What do you stand for ? I

22:53

don't care if it's pets , kids

22:56

, seniors , the environment

22:58

, foster

23:00

kids , reading , ice

23:03

skating what do you stand for

23:05

? What is important ? You need to

23:07

wrap all of this up

23:09

and make it memorable . You know

23:11

, make your statement catchy and memorable

23:14

. So having said that

23:16

one of my favorite exercises

23:18

to do is to ask my

23:21

clients when we're working on what is

23:23

their personal brand to infuse

23:26

their brand on LinkedIn . I

23:28

ask them to get hold

23:31

of 10 friends , family , colleagues

23:33

, co-workers and ask them to

23:35

describe them in three words . When

23:37

Mary walks in the room , or when

23:39

someone says Mary Fane Brandt , what

23:41

are three words that come to mind ? Three

23:44

words says Mary Fane Brandt

23:46

, what are three words that come to mind ?

23:48

Three words you don't tell them why you're doing this because you don't

23:50

want um overthought out .

23:50

Yeah , you don't want overthinking right

23:53

? You just want them to give words and then

23:55

we take those words and we put them in one of those

23:57

what's it called A wordle , like a cloud

23:59

word , and then

24:01

there are certain words that are said more

24:03

than once and we extract

24:05

that and that really helps

24:07

us start defining their

24:10

personal brand . I

24:12

love that exercise and I

24:14

got to give props out . Kyle Elliott

24:17

, Thank you so much

24:19

because that is an amazing exercise

24:21

that I learned from you .

24:24

Oh , I didn't realize . You learned that from kyle

24:26

cool , he's amazing

24:28

he is I've

24:32

, you know . I mean , the most important

24:34

question that anybody can ask and I

24:36

think that's what we've been trying to get across here is

24:38

what do I want to be known for ? And

24:41

am I shaping that narrative to make

24:43

sure that other people see me that way

24:45

? You know so if you're

24:47

going and talking to people and they're not

24:49

able , like if you're

24:51

asking them to describe what you do for your business

24:53

, and they're not able to say it back to you

24:56

, you're not getting your message

24:58

out there . So that answer

25:00

might be I want to be known as someone great

25:02

to work with , so that people recommend

25:05

me for opportunities . So

25:08

, thinking about referrals , and if that's

25:10

the case , how are you going to get that across

25:12

? It can't just be I'm great

25:15

to work with right , so people

25:17

always need to remember their ideas

25:19

. Yeah , exactly

25:21

, you want to hire me because I'm great . So

25:24

, I mean , I think a really

25:26

easy way to make it simple

25:28

for yourself is to just focus in

25:31

on asking yourself

25:33

if what you're sharing or putting

25:35

out there right before you put it out

25:37

there or come up with your next

25:39

plan , or what your brand statement is

25:41

, or what your brand statement is Will it

25:43

add value to your reputation

25:45

, will it help you progress and

25:47

reach your goals , and

25:49

will it be valued through

25:53

your clients that you're trying to

25:55

attract , as well as colleagues

25:57

, because , as business owners , consultants

26:00

, coaches and speakers , we highly

26:02

rely on referrals , our

26:04

referral partners . So are

26:07

you getting the right message across to where

26:09

people want to partner up with you and

26:11

recommend you ?

26:14

I love all that . Well , you guys

26:16

, we hope that this helps you start thinking

26:18

about your brand values , your

26:21

brand guidelines , your brand statement

26:23

. Just start working

26:25

on all of that and we'd love to know where you're at

26:27

in that journey . We

26:30

invite feedback and questions

26:32

from you guys . We're going to drop our

26:34

new email in the show notes Laura

26:37

will make sure that that's in there and then

26:39

we want to invite you to part two of branding

26:41

. Yep , this is just part one . The

26:43

next episode is going to be called building

26:45

your online presence . So if you

26:47

want to you know binge watching . Make

26:49

sure that you are binge listening , make

26:52

sure that you , uh , listen to part

26:54

two and please subscribe

26:56

, rate and review our podcasts

26:58

. And then don't forget , until next time

27:01

. Here's to good coffee , great conversations

27:03

and even greater success . Cheers

27:06

, bye . If

27:08

you enjoyed the podcast , show us some

27:10

love , please rate , review and subscribe

27:13

to our podcast , and if you have any feedback

27:15

, go ahead and share that with us too , because we

27:17

want to hear from you . Until then , stay

27:20

focused , stay motivated and stay

27:22

caffeinated .