From Overlooked to In-Demand! How Jessica Burgio Turned A Podcast Into A Sold Out $50k Mastermind

You could be the BEST at what you do, but if you're not willing to be seen, you're leaving clients, money, and life-changing opportunities on the table! I'm sitting down with my longtime friend, entrepreneur, and personal branding expert Jessica Burgio to talk about why your business will never outgrow your willingness to show up and how to stop being the best-kept secret in your industry. Jess shares how she went from working behind the chair as a hairstylist to building a podcast with 400+ episodes, launching a sold out $50K mastermind, and becoming the go-to mentor for women ready to turn their expertise into authority. We're breaking down how to get into rooms that accelerate your success, build relationships that open doors, create content that actually connects with your ideal clients, and stop waiting until you feel ready to take action. Plus, we're sharing why playing it safe with your content is keeping you invisible and how to finally own what makes YOU different so the right people can find you, trust you, and pay you. If you're ready to stop hiding, start showing up as the expert you already are, and create the business opportunities you deserve, this episode is for YOU! Check out our Sponsors: Shopify - Ready to launch your business before Black Friday? Go to http://SHOPIFY. COM/happy to start your free trial. Monarch - Monarch breaks the debt cycle, turn endless gloom into a plan with an end date. Use code EYH at http://monarch.com to get your first year of Monarch Core half off at just $50. Northwest - Gain access to thousands of free guides, tools, and attorney-drafted documents to help you run your business with confidence at http://northwestregisteredagent.com/EarnFree Indeed - Spend less time searching, and more time actually interviewing candidates who check all your boxes. Get a $75 Sponsored Job credit at http://indeed.com/podcast right now and let them know you heard about Indeed on this podcast. Life At The Speed Of Play - Mark is offering our listeners TWO books for the price of one! Go tohttp://getmarksbook.com/earn Sequencing - http://Sequencing.com is offering our listeners up to 10% off your full Genome test, plus free shipping. Go to Sequencing Dot com, and use promo code EARN for 10% off. Faire - Sign up today and get 50% off your first wholesale order, up to $100 at http://faire.com/happy50. HIGHLIGHTS 00:00 How to stand out in an endless sea of online noise. 02:15 The biggest visibility mistake that keeps entrepreneurs from growing. 06:00 How to overcome the fear of being seen, judged, or rejected. 10:30 Why personal development won't change your life unless you do THIS. 12:00 How getting into the right rooms can completely change your trajectory. 16:40 The experience that showed Jessica what was possible for her future. 18:50 How to overcome imposter syndrome when you're surrounded by successful people. 25:50 How one mastermind led to new businesses, a podcast, and career opportunities. 29:30 What separates the top 1% in any industry from everyone else. 32:55 How one connection or conversation can change your life. 34:37 Why being your authentic self is essential for building a trusted brand. 42:15 Lessons from 400 podcast episodes about building authority and consistency. 43:30 How to choose a personal brand or podcast name that can grow with you. 46:55 Why great content isn't enough without great marketing. 47:18 How Jessica sold out a $50K mastermind through her podcast. 53:40 How to use your content to build trust and attract qualified leads. 55:00 How to turn your expertise into authority, influence, and new income opportunities. 01:00:40 Why clarity comes from taking action, not waiting until you're ready. RESOURCES Click HERE to apply for Jessica Burgio’s House of Influence Mastermind Learn how to turn podcast guesting into massive sales, ⁠⁠save your spot for the free live training HERE⁠⁠! Make your own ⁠Million Dollar Media Kit HERE! Try glōci for 40% off your first order with code HAPPY at checkout - head to getgloci.com FOLLOW Follow me: @loriharder Follow glōci: @getgloci Follow Jessica: @jessicaburgio

• 0:01Speaker 00

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• 2:10Speaker 00

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• 2:44Speaker 01

  I think my message, what I have to say today, whatever is coming through me, I'm channeling, you know, this frustration, this happiness, whatever, it's worth sharing because it's going to let people see who I really am. And you've gotten edgier and saucier over the years too. I'm like, even, thank God.

• 2:58Speaker 00

  You and I, our generation was very much told like, don't be yourself. It was like, no, we want this version of you. We don't want this version. It was an unspoken rule of how to be, and we were just following what we were seeing. I felt so stuck. I want to be able to be me in all rooms that I'm in, but I was so afraid people weren't going to like me either.

• 3:26Speaker 00

  Jess, welcome to the Earn Your Happy Podcast. I cannot believe we're here. We're here, we're in the chairs. We've had years and years and years of time together and experiences together. We were just saying, what, 13 or 16 years? Do we know?

• 3:39Speaker 01

  I want to say Kai's 15 and I think I met you when he was two.

• 3:43Speaker 00

  Okay.

• 3:43Speaker 01

  I'll let you guys do the math.

• 3:45Speaker 00

  All right. I love that. And we were saying, we go back to pre blonde.

• 3:50Speaker 01

  Pre blonde.

• 3:50Speaker 00

  We knew each other when we were both brunette. There was a time, you guys, I don't, there was a time. Now we are permanently blonde. I don't know how it happened, but it's, it's permanent now. But I'm so excited to have you here to talk about this journey of becoming the two women that we are sitting here right now and what you're doing right now. But it's been so much fun and you've been someone who's been a friend, been in so many different of the places that I have also been on the journeys that I have also been on, whether it's fitness, whether it's business, whether it's podcasting, whether it's mastermind rooms. And it's been really fun to be on each other's paths and also just have, I don't know, just that safe space whenever I see you to be like, oh, we get each other.

• 4:35Speaker 00

  Just kind of like a little high five and go back out there into the world of whatever the hell it is that we're doing now. So I'm excited about this conversation because of all of the history as well. You've seen me evolve so much. I have seen you evolve so much. So I know we're going to have fun on this conversation. But one of the first things that you kind of talk about, and I'm sure that's played such a big role in your journey, is that you have felt like your business is never going to outgrow your willingness to be seen. What, what does that mean to you?

• 5:10Speaker 01

  I feel like there is so much out in the online space right now. And we're so inundated with all of what we call the shiny objects, right? All of, everyone's doing it this way, everyone's doing it that way. And so many people I think have the potential to show up and be seen, but aren't willing to actually allow people to see them for their true self. And a lot of times you don't even know you're doing that. It's, it's that playing small, it's the, I'm going to do just a little bit. But at the same time, that little bit isn't going to put you all the way in the game. And I think you said something really important the other day when you came and spoke inside of our mastermind group is if you're not going to be playing the game at a high level, don't even bother playing it right now.

• 5:55Speaker 01

  And that stuck with me because I love that bold statement and that's exactly how I feel. And that's where I always stop and ask myself and things start to feel hard when resistance hits is are you willing to go pro with this? Or are you going to keep dabbling and doing the bare minimum? Because being seen for all of who you are is the thing that's going to get you the business. It's going to get you the life that you want. And I know that to be true because I've done the toe dipping. I've done the, I'll just get to it when I can. Oh, I don't feel creatively ready today, or I don't feel like my best self. So I'm not going to do the things that I know I need to get done. Previous version of myself, if I was checking the boxes at a job, that would get done. You would show up, you would do the thing, otherwise you'd get fired. But so many of us make excuses for the reasons why we're not showing up.

• 6:40Speaker 01

  And so being fully seen is a slow process for a lot of people who never had to do that in a previous life, where they could just do the things and that was enough. But now if you're deciding to be an entrepreneur, if you're deciding to show up in the online space, if you don't allow everyone that you're trying to call in and then some to fully see all of you, you're just going to blend in. And that vanilla level content that you also talked about that resonated so hard with me is where a lot of people are sitting. And that's again, not going to get you where you want to go, because if you're not willing to do or say more than the next guy, you're going to be left behind. So that willingness to be seen can come in a variety of different ways, whether it's showing your true authentic self through how you're speaking,

• 7:26Speaker 01

  how you're showing up, the rooms you're walking into, the way you're presenting your content, the hill you're willing to die on, on that position that you're afraid to take because you're going to piss somebody off. So when I landed on that feeling of your business will only grow to the level you're willing to be seen, it really felt like I was speaking to myself because so many of us high achieving women feel like we're doing the most. And you probably are compared to 80, 90% of your friends. But you're not here to be like everybody else. That's probably why your circle's thinned a little bit. It's probably why not everybody gets what you're trying to do. And that can feel a little bit confronting, a little confusing and a little bit like, am I really supposed to be doing this? Because what you do and what you say may not resonate with 90% of the people you currently know,

• 8:11Speaker 01

  but it's going to call in that five to 10% of people who need to hear what you have to say in the way that only you can say it. So being seen for me is all the parts of me, the walks in the morning, the talking about the things that feel uncomfortable, the bragging on the things that I feel proud of myself for, that part inundated of self. If you're not willing to be credible and give yourself the credit for the things that you're doing or that you're feeling proud of, how can somebody else know that you've done those things? So that trust has to start within yourself. And I think the more you're willing to trust that whatever version of you that is showing up is the one that's meant to show up. I mean, you've been 100 different versions, as have I.

• 8:52Speaker 01

  And we've only gotten to that next level by trying the thing, showing up as we are and knowing that it's going to lead to our next level of growth.

• 9:00Speaker 00

  How do we, for, for some people that really rocks them when they hear that, right? They're like, oh shit, we're coming into this time in the world where it is true. If you are vanilla content, you'll, you'll disappear like you, you, they're probably already feeling that. And they don't know how to come back online in their life or online, online, like truly. And so when people are hearing this, it's probably feeling just like a giant, almost nervous system shock of wait, I'm going to go from feeling very safe and maybe not very seen in my life and having this massive fear of if I'm seen, maybe people won't like me, I've always been a people pleaser. If I'm seen, I could get canceled. If I'm seen, I could get rejected. And we're not, maybe they're not equipped for that yet.

• 9:39Speaker 00

  You know, nervous system wise, mental wise, they absolutely don't have the tools to know how to deal with that. I know you just came off of a retreat, literally like two hours ago, just got done hosting one of her awesome retreats. And I know you were firsthand in this container and in this experience. How does a person first even begin to like create that safety to know it's safe to be seen?

• 10:02Speaker 01

  What's wild is sitting in a room with women I feel are far more experienced, successful.

• 10:11Speaker 01

  Beautiful than I am and listening to them say after this five or six month container, being in the room with the rest of these women, being somewhat forced to talk about the things that are blocking them or the fears that they're having around being seen as a different version of what everybody else knows them for. And I think that's the thing that most people are okay with whatever version everybody already knows them as, because that's expected. But when you start to pivot or you start to change your perspective where you want to be known for something else, you have a different passion, you have a different purpose, purpose. It tends to confuse people. And so they start asking questions that you don't even quite have the answers for, because your vision is so big, but it's not quite clear enough for you to articulate what that thing is yet. And so people tend to get confused, so they stay quiet. And so

• 10:56Speaker 01

  when we're in rooms where it's safe to express thoughts that aren't fully processed yet, you hear women say, I'm slowly building the confidence to start speaking about things that light me up, but I don't really know where this calling is coming from. You once said, you've probably said it a million times, that little voice that starts to talk to you. If you don't start to listen and let her kind of come out, she's gonna do a lot more than like nudge you and give you a little pokes. She starts screaming at you.

• 11:21Speaker 00

  Blow some shit up.

• 11:22Speaker 01

  She gonna blow some shit up. In a way that might, might be the way that you need it to be. Because most people don't take action or change things unless there's some sort of nudge or a pain point to make you do it. Because a lot of people are living really good lives. Maybe even great lives. Maybe you're happy. Maybe it's good enough. But unfortunately, you've got that little nudge from your soul, from God, from whoever that's telling you you're meant for more, you're meant to share this experience that you went through. And it's in those moments where you have to start to listen to that and find an avenue to express that in some way that feels comfortable. So to your question of like, how does somebody who's feeling like, well, holy shit, I don't know how to do that, you know, baby steps. I watched Lori for years,

• 12:03Speaker 01

  you know, show up online with no real what seemed like plan. You dedicated almost a year of your bathroom coffee, sitting on the floor in the couch with the dog, talking about whatever, trying to prove to yourself that you could show up every single day and be the version that could potentially have a podcast one day. Cause I knew that's what you wanted to do. And guys, watching her on Facebook and watching her just hair crazy robe, coffee, just like, do it. And so for me, I started to look for people who were doing the things I wanted to do. Because when I realized that there was a way for me to connect with those type of people, it gave me permission, proof that it could be done. And so things started to feel less scary,

• 12:44Speaker 01

  more accessible to me. And so that part of like, where do I start? How do I figure out how to get out of this frozen mode of being scared is to just do little things that are going to push you to your edge. So you can grow. We all know that we can't grow without being stretched a little bit. I know it sounds cliche, and I wish there was an easier button I could ship you all to, you know, send on Amazon, but it doesn't work that way.

• 13:05Speaker 00

  No, I just got off of an awesome podcast with this guy named Adam Lane Smith. I'll send it to you when it's done. But one of the cool things that we were talking about that you and I have always done, that this is like such a duh no brainer. But when I say it, you guys will understand why Jess and I have always loved rooms and masterminds is because personal development is great, but personal development is actually, you know, he said, he said these exact words, personal development is actually a trap until you start going out in the world and, and using it until it's relational. And I was like, oh my God, I know so many people who it's actually made them worse, because they don't go and do the thing. And so personal development only becomes

• 13:46Speaker 00

  useful when it's relational, meaning go in the rooms and get triggered, go in the rooms and find your edge, go do the thing, go on Facebook Live and have people be now a part of that interaction, or you are screwing yourself, doing one way, personal development, trying to figure out how to change yourself, but not knowing how to be in situations. Because we shut down in situations. We're like, well, I learned about it and I read how I should be, but you're never going and actually practicing or learning how to say what you need, or being in the rooms and showing up. And just like you said, a little brag fest moment that we all need, the verbal

• 14:27Speaker 00

  processing of, I don't quite know how to say this yet, so I'm just gonna start. This is literally how I found myself, Jess, and I know you too. I just want to kind of know a little bit about the journey. Sometimes I share the journey of the different rooms that I was in and how that changed me and how I felt beforehand. I would love to know some of yours that are like big, memorable moments that you're like, you know, this one was really hard, or this one triggered me, or here's what I took away from this one, or here's who I was in this moment. Do you have any stories?

• 14:56Speaker 01

  Most of them tend to go back to the hearters. If you know, you know. And what's so crazy is as you were speaking, I had a visceral moment of going to pick up my son one day. I think we had just started in Fast Foundations. So Fast Foundations was the mastermind that Chris Harder, Lori's husband, launched several years ago, back in early 2019. And prior to Fast Foundations, he created a high ticket mastermind for entrepreneurs making over half a million in their business or more. And I remember specifically watching that kind of go on through the online, you know, on Instagram, thinking, I wonder what goes on in those rooms. I wonder what those people are talking about. And I remember looking at my current business, I was 18 years into doing hair, didn't own my salon yet, thinking, if I am going to continue doing what I'm doing, I'm never going

• 15:39Speaker 01

  to be in that room. I just knew. And it was in that moment that I was like, well, do you want to be in that room? You're gonna have to change something. And so I don't know if Chris knows, or if you know, I manifested Fast Foundations, because I was like, wouldn't it be cool if he started a mastermind for early stage entrepreneurs who were looking to grow and scale something online? Because at the time I had nothing online. And so when he launched that mastermind, it was specifically for anybody making 50,000 or more in their online business. So I don't know if you guys remember, but I called them both separately. Hey, so I know you have this mastermind, I don't qualify for it, but would you be willing to let me in? I make way more than that in my other business. And I think I'd be a good fit. And I knew personally that I wanted to learn from people who were doing the things I wanted to be doing. So that was my only call to action of like,

• 16:22Speaker 01

  if I'm going to do this, this is who I want to learn from. Thank God they created the thing I've been waiting for. And that's the thing when we talk about being seen for the thing you want to do, sometimes you have to build the thing so people know. And that's how it's worked out for me with my masterminds is like, until I launched the thing, nobody knew I could be the one to facilitate that. And so it was in that room. Imagine 18 years in the, in the brick and mortar space, hair and makeup behind the chair, not a salon owner yet, single mom at the time, my son was probably seven or eight years old. And here's this mastermind presented to me that I had no doubt that I wanted to be a part of. I think at the time it was like 7,500, $8,000. And I remember both of you messaged me back separately and in different ways. Chris, of course, was like, masterminds have changed our lives. And all I can tell you is get in the room and let these

• 17:05Speaker 01

  people help you figure out your next right step. And you said something very similar. And they were both in the DMs. So I'm sure you guys hadn't chatted with each other, even

• 17:12Speaker 00

  We often don't.

• 17:13Speaker 01

  Yeah, right, right. Exactly. And you said the same thing, but I'd already watched you because you had shown a lot of your journey from the fitness space into the personal development space. And quick fast, you know, backstory, when Lori and I were talking about having brown hair, we met at a in-person event, was a small 25 women. The chief photographer for Oxygen opened his, started his own magazine, Strong Fitness Magazine, shout out to Paul. And they hosted a camp up in LA and Lori happened to be one of the speakers that was there. And she'd been a long time fitness icon of mine, if you will, right? Covers of magazines. And I remember walking into that room. I did not know you were gonna be there. And I'm like, she's here. And think, you had 20

• 17:55Speaker 01

  people in a room that's small. We were in a little gym and I got access to somebody I had put on a pedestal and looked up to. So it was the first time I was in person with a real live mentor, if you will. And I remember you being so real, so human. And I think you and Chris were going through like an interesting phase in your life, because you had been started going Gabby Bernstein, Jack Canfield masterminds, and you were really diving in full on to these masterminds. And Chris was like, great, cool. Good for you. Go do your thing. And you shared a ton of this early on in the podcast. And so I had this behind the scenes, like I knew Lori. And that's one of the most powerful things about a podcast, if you're listening, like, how much do you know Lori? Like, you know, so much about who she is, what she thinks, what she believes, like all of that. And so it was like an instant connection. You were so vulnerable, so open, so willing to be seen.

• 18:37Speaker 00

  I liked you right away.

• 18:37Speaker 01

  You shared so many.

• 18:38Speaker 00

  So you come sit by me.

• 18:39Speaker 01

  So many stories. She spoke, but she also was part of the group. And that's when I remember thinking like, oh, she's just a regular person too. And that was such a beautiful moment. And then befriended, you know, Paul. And then the very next year, they asked me to host the camp because Jessie moved on, started doing her own things. And I said, I don't have a fitness following. I can't fill this camp. And he goes, well, don't you know anybody who could come help you? And I said, well, I met Lori. And he goes, why don't you call Lori? I'm like, wait, you want me to call Lori Harder to see if she'll come host a camp? Why can't you call her, Paul? And he goes, just call her. And right away, it was an instant yes.

• 19:12Speaker 00

  He's like, Lori's a nerd. Just call her. I guarantee you said something like that.

• 19:16Speaker 01

  Well, probably. He's so fun. So, so Paul isn't expanded for me, because Paul has pushed me in so many ways. Paul pushed me to call you.

• 19:23Speaker 00

  I love him.

• 19:24Speaker 01

  You said yes. We hosted that first camp that year. And that was the first year that you gifted me a ticket to the Bliss Project. So I showed up in a room, this was before Fast Foundation, I showed up in a room with over 500 women by myself in Newport Beach, California. And I sat all the way in the back. And I remember watching the speakers go speaker after speaker, you had your SoulCycle instructor, a variety of different women that you found inspiring speak. And I remember looking at these women, hearing their incredible stories and thinking, for one, I can't, I can't memorize anything. I don't have a good story to tell. I guess I'll never be a speaker. But then the second caveat was there were workbooks to go with some of these speakers. And I found myself not being able to answer any of the questions in the workbook. So I had become one of those people that were reading the books, listening to the podcast, listening to

• 20:08Speaker 01

  the tapes, but not implementing or integrating anything. And I remember going home and being like, I have to figure out some of this stuff. Very next year, I volunteered, came back to the Bliss Project and the next, I was writing in the book, I had a plan, best friends with everybody, just breaking down all the walls of the things that I thought I had that were good enough. I have friends, I have a good career, I have what I think was the thing I was supposed to do. But when you put yourself in rooms that expand you, you're like, wait, the world's this big. I have this much available to me. Someone who grew up in a small town, my mom had me at 19, we didn't have much. Like, I didn't think that was possible for someone like me. And then hearing your story, who came from a very similar background, I was like, well, if she can do it, you know? And here

• 20:50Speaker 01

  she was transforming from fitness into personal development, hosting these big rooms, being the go to person that all of us women were looking up to. And I remember seeing you in the back of the room, so scared, so nervous. And I was like, wait, she's nervous? And she's, she's actually human? Like, okay, great. Well, even better. Like, it was just so much of you that I saw that I was like, this is accessible. I can do this. And so fast forward a couple of years later, he had started the elite level mastermind. And then he started Fast Foundations. And that's when I knew it was an instant yes. So there had been trust built up because she had been showing up year after year. There were things I was involved with. You said yes. So there was like this immediate knowingness that I wanted to be a part of whatever you guys were doing. And I remember walking in that room.

• 21:33Speaker 01

  There were forty five people in that room and I was for sure the dumbest person in the room.

• 21:37Speaker 00

  Absolutely not.

• 21:38Speaker 01

  Made the least amount of money, didn't know anything about business. And I remember sitting in that room and the first thing they made us do was go up to the front and introduce ourselves.

• 21:47Speaker 00

  I mean, that's crazy.

• 21:48Speaker 01

  Crazy. You had to say your name, what you did. Our picture was behind us. I was like shitting my pants. And I remember listening to everybody and there was a common thing. Luckily I got to go last, which is almost worse because then all you're doing is blacking out, thinking about what you're going to say. Everybody struggled to say what it was that they needed.

• 22:05Speaker 00

  Yes.

• 22:05Speaker 01

  Everybody knew they needed help, but they didn't know exactly what they needed help with. So instantly I felt connected because I was like, I relate to that. Then I realized these people were in there talking about things like ten K months, five K months. I just want to hit this number in my business. And I thought, oh, I've been making double that for years. Well, maybe I'm not the, not, you know, the person making the least amount of money in the room. And so there were little things that not made me feel better than everybody, but it made me feel like an equal. Made me feel like I was worthy to be there, even though I paid to be in the room and I knew I was worthy to be there. And then another thing I learned being in rooms like that is Christina, I'll never forget. She Christina, Christina LaCure walks in the room, fully dialed in blonde hair, pink lipstick, caftan to the floor,

• 22:49Speaker 01

  beautiful like Prada, whatever she was wearing. And I was like, look at her. Instant judgy. And I was just like, it's because you think she's beautiful and you, you would love to walk into a room like that.

• 22:59Speaker 00

  Yes.

• 22:59Speaker 01

  But here you are hiding in your little hairdresser jeans and black sweater, not doing the most. And it was literally in a twelve hour period, feeling like my whole life shifted in that room. And thinking that the person I'm judging, like Christina, wasn't going to like me, wasn't going to think I was of any value. Right. She was this famous golfer. And I'll never forget, sitting in that room, watching what was going on, watching Lori and Chris facilitate, thinking, I need to do this for my people. So my background is in the beauty industry. I've been in the industry twenty six years now, but at that time it was about eighteen years. And I'm like, I have to bring this back and recreate something like this for my people.

• 23:34Speaker 00

  Yes.

• 23:35Speaker 01

  But when I walked into that room, I thought, I'm done with hair. I'm doing something different. I don't know what it is, but these people are going to help me figure out my grand master plan. But it was at lunch that Christina comes up to me and sits down.

• 23:46Speaker 00

  Of course.

• 23:46Speaker 01

  Of course. And says, I think you're amazing. I think what you're doing is great. And I think this is exactly what you should do. And so I met so many friends in that group, one of which introduced me to my now husband. So I think there's so many full circle moments when you think about one decision and the ripple effect it can have on your life and your business. That mastermind

• 24:10Speaker 01

  had me walking away with several friends now, which are still my friend, Jim Carter, Regina, handful of other people, Christina, Andy. I mean, I can call probably fifteen out of the forty people that were in that room, have their phone number on my phone if I needed anything. And that in and of itself gave me so much, I think, proof that friendships, business partnerships, your own lived experiences can, can transfer in so many different ways. And that you can find value in yourself if you allow other people to see you. So back to being seen, once I started to fully express myself, be myself, be more authentic, stop trying to perform and be what I thought people expected me to be. Own the fact that I didn't have an online business, talk about the fact that I didn't know what I wanted to do. And allow people for people to pour into me like, I see this gift in you. You're such a great natural speaker.

• 24:54Speaker 01

  I think your energy is contagious. You'd probably do great doing this. It was like I had all these ideas and I remember Lori at one point was like, so this may feel like you're getting firehose with information. Try to take what you need, leave what you don't. And at some point, this will all make sense. That was seven years ago. So that was my first entry point into that mastermind. And just a few months later, I had my dream salon fall in my lap. So that was a six month container and you guys sent us home with a challenge of creating something or doing something. So I launched my first in-person event, which is the Beauty Insider Brunches.

• 25:24Speaker 00

  I remember that.

• 25:25Speaker 01

  The brunches were a hit, huge hit. And within those couple of weeks, my dream salon fell in my lap. One of my clients was like, hey, releasing this space. It was downtown San Diego, dream space. I had a salon open in six weeks. Something I had been wanting to do for like ten years.

• 25:37Speaker 00

  Insane. Yeah.

• 25:37Speaker 01

  Brunches, salon space, full salon within, I want to say two months. And then six months later, COVID happened.

• 25:47Speaker 01

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• 26:30Speaker 01

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• 27:12Speaker 00

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• 28:37Speaker 00

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• 29:21Speaker 00

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• 29:59Speaker 01

  So the last and final thing that I had wanted to do and start was a podcast. I had watched you start yours. Chris started his. A lot of our friends have started their podcasts. And I had an empty beautiful salon, nothing but time, a little bit of money. I'm like, you're out of excuses. It's game time. So we started, we started messy and dirty. I had no idea what I wanted the focus of the podcast to be about. I just knew that I wanted to start and it's putting those reps in and doing it, right? Until you figure it out along the way. So this podcast started off being called Beauty Inspires Beauty. You started where you are and I talked about what I knew. The people in my industry were upset that the salons were closed and we wanted to share that. But really under the hood, I realized I loved asking questions. How did you get here? How did that happen? How did you keep the salon open? You know, what led you to success? Do you like being a leader?

• 30:42Speaker 01

  All of those things that I thought, wait, this can, this can be a business. And it was you, Angie Lee, Kasia, who were all like, you can create a six figure business out of a podcast. If this is something you're really passionate about, who knew?

• 30:55Speaker 00

  Yeah.

• 30:55Speaker 01

  We would have started a podcast out of high school if we would have known.

• 30:57Speaker 00

  Exactly.

• 30:58Speaker 01

  Right? Like I tell, give me a talk show.

• 30:59Speaker 00

  Like I could talk.

• 31:00Speaker 01

  Yes. I can ask questions. You mean nosy as a job? Like sign me up.

• 31:04Speaker 00

  Totally.

• 31:05Speaker 01

  So that full circle moment was so beautiful and I'll never forget, I kind of ran out of my warm people who were willing to come into the salon at the time to, to record. And I messaged Chris and I said, hey, I'd love to have you on the podcast. So we get through our podcast, right? I probably did not very great job, but you gotta get those ones out of the way. You gotta put your reps in. And at the end we hit stop. And I said, you know, Chris, you really should start like a certification program for people who go through your mastermind. And he's like, well, we're not going to do that. But what we did was implement support coaches inside the mastermind. Would you want to be one?

• 31:36Speaker 01

  And I said, me, the hairdresser girl who doesn't have an online business, has never really been a coach. And he's, yeah, I think you'd be great. And I said, I'd love to. And that was my first opportunity getting handed a coaching business. I think at the time I was handed 25 clients. And I instantly became part of something that I once thought I wasn't qualified to be a part of. Well, all within a one year period.

• 31:58Speaker 00

  You're a doer though. You're a doer. And I want to point out, this is what was so, um, what really stood out about you to everybody listening is, you know, you're listening to her say, I watched you start a podcast and then I started a podcast. I watched you that you went on stage and you were nervous and that made me feel okay. So then I tried something like that. So the thing that I would say most mentors, and I know you now know this because you're a huge mentor for so many people, is that we just wanna, we wanna work so badly with the action takers. And the, the most valuable thing you could have offered those 25 people is they're the old version of you who aren't there yet. They're not taking the action yet. They're still in like the observing, watching, sitting back.

• 32:41Speaker 00

  You have a great business, making great money, whether that is online or not, those foundational skills ripple across everything else. And you were taking action in all of the other things and you were showing up in the rooms. And you were, you know, a lot of people's favorites while you're showing up in the room because of how you're showing up. A lot of business is not what you know, it's how you're showing up, how you're being, how you are approaching said challenge, or how you are going into the thing, uh, with enthusiasm and I'll figure it out type of attitude. And so for you being a coach for us felt like such a no brainer because of those things that are very trainable and teachable, especially from someone who used to experience that.

• 33:23Speaker 01

  Right.

• 33:24Speaker 00

  So I think what's so cool about your story is it's not like you had this super special skill. You learned everything and went and did it. And that's, I, I feel like that's why I have felt, you know, I feel like we have so much in common is because we have so much in common of how we both learned and went out into the world. And we're like, well, shit, I don't know, but we'll, we'll stumble through it and we'll, we'll figure it out. And then it turns into something beautiful, you know?

• 33:50Speaker 01

  Well, and I think same for you because you had mentors that didn't even know you, they were your mentors at the time.

• 33:54Speaker 00

  Yes.

• 33:54Speaker 01

  There were people in your life that you were emulating that you were like, well, if she can do it, or she did this. And then, and then you took it one step further and you said, how can I access them? Is there a mastermind? Is there a course? Is there a program? Is there a book? Is there a podcast I can listen to? And getting fully immersed in somebody you find to be aspirational or inspirational to you is key. And taking that first step to explore it, right? Because you might think you want to do something and then find out on the other end, that's not actually what I want to do. They maybe made it look different than it is, but we're all so different. And we're all built differently to handle different. Some people love to do one-on-ones, people love group. Some people want to just podcast, be online, never see people in person. And all of it works. You have to just figure that out as you go and you won't know until you try things. That's like saying like, do you like this certain food? And you're like, I don't know, I've never tried it.

• 34:38Speaker 01

  And so I think in the entrepreneurship space, that's one of the things I think a lot of people get caught up on is they're not willing to try different things. Because they've heard, oh, that doesn't work or that doesn't scale, or that's not the thing that's going to get you to 10 million.

• 34:49Speaker 00

  Yep.

• 34:50Speaker 01

  A lot of times you gotta do the unscalable, non-sexy shit before you realize what you love doing the most. So then you can start to delegate or hire out the things that don't light you up or can be replicatable in a process or a system. And for someone who was a natural creative as a hairdresser, like process systems, those were like foreign words. I did not know what they meant. I did not use a computer for the first 20 plus years of my life. Maybe could check email. We didn't have Instagram. The first 20 years I built my brick and mortar behind the chair business. You know, and to make multiple six figures in the early 2000s was a lot of money in that industry. And I came from a place where if you chose to be in the beauty industry, it was because you didn't know any better. You, you were, you were too dumb. You couldn't find anything better to do. And I remember my mom pushing me saying,

• 35:32Speaker 01

  if this is the industry you're choosing, we're going to find the best salon in San Diego and you're going all in. And I remember walking into that salon, seeing these people represent what the 1% of my industry looked like. I'm talking leather jackets, like they thought they were freaking rock stars. And I remember feeling so, I'm like, oh, my people, tattoos, smoking cigs, like doing all that, Thammy, we were in 2000, guys, give me a break. But the owner of that salon, Robert Crummins, he was the artistic director for Paul Mitchell. This guy was charging 500 for a haircut 26 years ago.

• 36:01Speaker 00

  Oh my God.

• 36:02Speaker 01

  Yeah. And all he would do is cut 15 minutes of cutting, someone else would wash them, and else would blow dry. And I remember like the standard, I was paying $12 at Supercuts for my haircut. So when we think about pricing, when we think about the influence of what other people have created and built as far as brand representation, business, who they're associated with, their network proximity. This guy was like, if I have to dress like this and do all these things, I mean, I'll do it because this is how I want to be seen. This is my brand. I mean, I didn't even know what personal branding was, but when I look back, I was being heavily influenced by people in my industry. And is where I learned that there is a 1% in every industry. And so if you just want to dabble and you want to get by, that's fine. We can all do that. There's no, there's no, that's not hard. It's hard to be able to be the 1% because you have to be willing to do the things no one else is willing to do.

• 36:48Speaker 01

  And that's what I love about Lori is like she goes above and beyond. Who sits and records three, four, five, six podcasts a week? You know, so that you're batched out so you can pump out four episodes a week, not the average person. You don't get to 1700, 1800 episodes, 85, almost 90 million downloads. Without truly wanting to be the best. And it's like, why would I not stay close to somebody who is emulating the exact thing that I want for myself? I'm probably never going to catch up unless she quits. And I'm okay with that. And you have to stop that comparison game of it's already being done at a high level. So why would I even try? Those are the thinkers that I love sitting with. And I'm like, it's like the kid in the back of the room with their arms crossed, like, yeah, you, I, you know, that face that they give you of like, I always hone in on that person.

• 37:31Speaker 01

  And in every group that I run, I swear I have one of those.

• 37:34Speaker 00

  They're just for you.

• 37:35Speaker 01

  How did you get in? You know, you clearly wanted in, but somehow you want to fight every single thing that I have to say. And that's because they're so ingrained in their belief system of what, where they came from and what they already think that they're not willing to like, really listen, but the ones that are, I usually can not break them down, but help them understand that there's a way to take what they know and make it better. Right? There's always things that we're learning and tweaking and everybody's so different. So it's like a tailored approach. And you have so many people in your mastermind, right? You could be teaching the same framework and it's going to be heard differently. And it's going to be applied differently.

• 38:06Speaker 00

  Totally.

• 38:06Speaker 01

  So that was the first room I ever walked into. That was the first room that I paid to be in where literally I think all I knew I'd get out of it as an ROI was maybe two new friends. I'm like, wait, you're going to drop eight grand for two new friends? And that two new friends and that $8,000 actually cost me my best friend and a handful of other people. Because they were the people you were talking about earlier, the people who were reading the podcast or listening to podcasts, reading the books, but not integrating. And I'll never forget, I was picking my son up from school one day and I regurgitated something I had heard on a call on the mastermind that day. And my friend screamed at me, you just think you know everything now.

• 38:41Speaker 00

  Oh man.

• 38:42Speaker 01

  And I thought to myself, I literally paid $8,000 to learn that today. And I'm sharing it with you. But it was in that moment that I was like, I'm not a know-it-all. I don't know shit. But like, if you're not willing to like hear the things and be open to learning alongside me, I can't take you with me. And that's something you've talked a ton about. It's like, we want to bring everybody with us. Why wouldn't we? We want our gang, gang to come with us, but they can't.

• 39:06Speaker 00

  Can't.

• 39:06Speaker 01

  And that's something I'm so grateful that you've shared over the years is that as you move through situations in life, whether it's business decisions or friend groups or life or moving, you guys have moved a bit, you know, not everybody can come with you.

• 39:18Speaker 00

  Yep.

• 39:18Speaker 01

  And then adult friendships are going to look super different in the online space. And that's where I always appreciate about our friendship is if I need anything, or if I ask Lori to come on the show or the podcast, it's an immediate yes. We may have to do a scheduled workaround, but she's never once told me no to anything. Ever.

• 39:34Speaker 00

  I like you. What can I say? You do the work. She does the work. Like I want to be around that too.

• 39:40Speaker 01

  Right.

• 39:40Speaker 00

  And I want to be around that because it's my reminder that I need to be doing that too. And it's a reflection also that, oh my God, my work mattered. And also it inspires me because you're such an action taker.

• 39:53Speaker 01

  And what's so cool is it generally takes one person, and you and Chris talk about this all the time. We're one conversation or one introduction away from somebody or something that can change your life. And that has been 100% true since joining forces with you, even at the fitness camps. Was come to my event. Who am I sitting next to? Come volunteer, meeting Dakota, meeting a few other people that were like on the back end of that, learning how events were run. And then I, I met a handful of women there that became kind of my online friends. And then the next thing I knew, you know, I'm at that lunch and Chris is like, hey Jess, you joined the mastermind. You want to tell everybody what it's like? And I was like, okay, is this my first time public speaking in front of people, like helping you talk about what, how? I was like, great. I'd love to edify you in front of everybody, you know? And it was, it was such a moment of truth of like,

• 40:38Speaker 01

  if you just play the game, there's a good chance you could win. But if you're not willing to even try and play the game, there's no chance of winning.

• 40:46Speaker 00

  Right.

• 40:46Speaker 01

  It's an absolute no. If you don't ask, if you don't put your name in the hat, you know, those opportunities are all out there for everybody. But you have to be willing for, for one, to ask for them, to look for them. And to, and to literally say, hey, look at me, I'm willing to like be seen in all of who I am, messy and perfect. Because I think that that might resonate with somebody. I think my message, what I have to say today, whatever's coming through me, I'm channeling, you know, this frustration, this happiness, whatever, it's worth sharing because it's going to let people see who I really am. And it's going to be for somebody and it's not going to be for a lot of people. And you've gotten edgier and saucier over the years too. I'm like, even, thank. God, which has just helped me show up even bigger and stronger. And I know everyone listening can think of somebody who has been that influential person for them.

• 41:30Speaker 01

  Who's just kind of pushed them and inadvertently shown them like, what is possible?

• 41:34Speaker 00

  We can stop secretly saying fuck. We can say it out loud now.

• 41:38Speaker 01

  Yes, thank God.

• 41:39Speaker 00

  I remember it was like a thing for me where I was like, I'm gonna swear on the Bliss Project stage this year. Because it felt so inauthentic to me that I was showing up a different version where at home and with my friends, I love to swear. Like a favorite part of my vocabulary. And I was like, I feel so inauthentic, but it was more about, honestly, it was more about allowing myself to stop being afraid of like being caught being myself. And I'm like, eventually, if I do this enough, I will be caught being myself. So how about I just be myself first before I'm caught? And I actually think that's been one of the biggest things with some of the early influencers who got canceled for different reasons.

• 42:20Speaker 00

  Is because the version of them that they really were, wasn't the version that they were showing up as, which by the way, our gener- you and I, our generation, even of the come up in personal development, was very much told like, don't be yourself. It was like, no, we want this version of you. We don't want this version. If you're personal development, you must not swear. You must not drink. You must not, like, it was a whole.

• 42:43Speaker 01

  Yeah.

• 42:43Speaker 00

  It was an unspoken rule of how to be, and we were just following what we were seeing. And then all of a sudden, I think it was like, a lot of women going, wait a minute, she's not that way in private. Or I was in a retreat and she was very different than this. Not different in a bad way, but when it's different, there's things that people can kind of like, they can take you down for, for a lack of a better term. So a lot of that was like, I better start showing up as myself. Number one for me, because I felt so stuck. I was like, I want to show the real version of me out in the world, which we're allowed to still, there's still parts of me that I don't share that are sacred to me. Um, or my life or my relationship, but I just remember going, I,

• 43:25Speaker 00

  I want to be able to be me in all rooms that I'm in, but I was so afraid people weren't gonna like me either. Like I was running in a very spiritual circle. And I remember like being told like drinking's not spiritual. Well, I love a cocktail. Girlfriend, I'm all about it. I didn't want to have to wear mala beads every day either. I was like, I don't know if I even like this. Who am I?

• 43:46Speaker 01

  Right? But you wouldn't have known that until you tried it. So that's fair too.

• 43:49Speaker 00

  That's totally fair.

• 43:50Speaker 01

  And I think that's one of the things that I love the most is when I get that compliment of you are who I see.

• 43:55Speaker 00

  You really are.

• 43:56Speaker 01

  Online, right? It's one of the most beautiful gifts that I think people can give you is like, I see you and I like all the versions. And I'll tell a quick story because last night at my dinner, uh, this is last night of the dinner, the mastermind retreat. We went around this, the circle and the women all wanted to say something, you know, beautiful to one of the women in the group. And so of course they all, you know, did me as well, which was so great, which is so nice to receive that. And one of the most unexpected comments that I got, because I've really been working on this, um, she is fifty-eight. She is a human design expert. She comes from the marketing corporate world. We actually met a few years ago at another, in another mastermind. And she said, you know, I thought you were a fucking bitch when I met you.

• 44:40Speaker 00

  I can't even see it, but okay.

• 44:42Speaker 01

  I said, I haven't been told that in so many years. I've gotten so much botox. I thought I fixed that. I thought it was just my face. And she goes, no, I think it's a combination of you being a little bit intimidating, mixed with you are just so straightforward and tell it how it is. And so you can tell the people who have been preconditioned to be performative of the play nice, smile at everybody. Be like, be overly nice and warm. Whereas I worked in a salon where we had forty-five stylists. If there was somebody new in there, I, I wasn't learning their name until they were there for at least a month. Right. It's like that one guy friend of yours who brings a new girlfriend every time. You're like, do I have to learn her name yet? Or can we wait a few weeks? Right? Like, that's me. I'm that type of person. And then once you're in my circle, like we're in. And I know you're the same way with your friends. It's like, we've got our ride or dies. And so there's very

• 45:26Speaker 01

  finite space for me to bring new people in. But when you're in the online space, you can't be perceived as not being welcoming. And so I think this was like a moment that she had. But I thought it was an instant reflection of, I thought to myself, I thought I'd been doing so much work on that. But this was a few years ago, but then she full circle went was like, but you're the most like straightforward, no bullshit. And I've learned to appreciate that. And I think it's one of the biggest gifts that you offer the world is you tell it like it is. And as a projector in the human design, like we're just meant to like know things, which is really frustrating because sometimes I know and I get these channeled, whether they're downloads or just a knowingness. And I'm like, I don't freaking know how I know this. I wish I didn't know it. And half the time I keep my mouth shut because nobody asked for it.

• 46:08Speaker 01

  And that's the part I had to learn and hone in on that skill was if, if no one's asked or you haven't been given permission, not everything has to be said. I think that's a seasoned thing you learn as you get older of, you don't have to say everything you're thinking.

• 46:20Speaker 00

  Absolutely. All right. So you have your podcast and you've been at it. You have four hundred episodes. Like that is no small feat. That is insane. Most people never make it past like ten or twenty episodes.

• 46:34Speaker 01

  I know.

• 46:35Speaker 00

  So I would love to know what that journey has taught you and what it's brought into your life.

• 46:40Speaker 01

  I think the podcast, I heard you say it the other day too. It is the thing that has made me feel the most consistent in my business, even though the podcast itself has changed and ebbed and flowed and how has now had three different names. It started off as the Beauty Inspires BD Podcast because my editor at the time was like, hey, we need a name. And I'm like, I don't know what to call it. All I know is we're interviewing people in the industry. I don't think this is what I want to do. Like entrepreneurship kind of feels more like what I want to talk about, but that's where we started. Forty episodes in, I started to feel out of alignment with that name, that branding. And I remember thinking to myself, like, well, what would I call it? You know, like, who am I? What would I, what's the theme gonna be?

• 47:17Speaker 01

  Because early on, if you start, if you're starting the online space, if you're building a new business, a lot of us are afraid to commit to one thing. I'm not talking about just niching down. I'm talking about pigeonholing yourself into one thing. And so people get really confused on branding. They get really confused on what they want to be known for, but you can change it. Like, that's the coolest thing about podcasting. There are no rules. There really are no rules in the online space.

• 47:38Speaker 00

  I'm still thinking of changing my name. I think about it all the time.

• 47:40Speaker 01

  Right. You're, you have a great story of why you haven't changed your name, though. You should share that more. And I remember talking to my podcast producer at the time, and I was using the word unscripted. I said, I just want to feel unscripted. I just want to feel like I can talk about whatever I want. And I think I'm in an exploratory season. I don't know. And she's like, well, you've said unscripted about seven times on this call. What if we called it unscripted? And that was that. We changed it like that. So it was the unscripted podcast. Hmm. Side note, nobody in the SEO world was Googling how to be uncome unscripted. Later on, I also found out.

• 48:10Speaker 00

  It is a good name, but it's not searchable.

• 48:12Speaker 01

  It's very relative to like me and my brand. And if you know me, you're like, that makes sense. And I got a lot of compliments on it, but I then later found out so many other people had that word in their podcast. So inadvertently, people were having to put my full name in even to find the podcast.

• 48:25Speaker 00

  Oh, got it.

• 48:26Speaker 01

  So if you just Googled unscripted, you would never find my show. So after probably about, I don't know, three hundred episodes, we just changed the name this past January, twenty twenty-six to the Jessica Burgio Show. Because I'm like, my name is like super seeded, whatever other branding I use.

• 48:40Speaker 00

  Yeah.

• 48:41Speaker 01

  And so that was how I came to that decision. So if you're sitting on the fence on podcasting, if you ever want to build a personal brand and you're not quite sure what you want to specifically be known for, that might be, you know, something you could trademark, or that would be a book, or a theme that I would go with your name if it's going to be a show that you are more or less running, hosting, and that you want to drive traffic to other legs of your business. That's kind of how I look at the personal brand side of things. If it's your name, you can start seventy-two other businesses that your Jessica Burgio Show or whatever your name is, can lead to other things. And I remember Chris changing the name of his show.

• 49:11Speaker 00

  Yep.

• 49:11Speaker 01

  That he paid twenty-five thousand dollars for this. Yeah, for the, for the title that he originally used. Uh, and so I think watching him change it, watching a few other people change it to their name, I thought, you know, this feels more in alignment with me and something I can stick with for the foreseeable future. So how we got to four hundred episodes, started off with, we batched every Monday for episodes. Banged them out, just like we're doing here at your house. And then it turned into, well, I don't know anybody else in person. Now we're going to virtual. And so it just was getting the reps in, doing terrible interviews, having guests that you thought would do well and them not doing well. Until I finally woke up one day and I'm like, I'm not going to be paying for podcast production to just promote other people's

• 49:49Speaker 01

  programs and services. That's when I learned about affiliates. That's when I learned about vetting the right people. That's when I started putting a questionnaire on my Calendly link and not just letting anybody pitch me. I mean, forty, forty-five, fifty episodes in, I started getting pitches. And so what you're creating now with your pitch template and in the course that you're running is something that we all need and that people need to understand. If you want to be a good guest on someone's podcast, please do not send them a DM of like, if you ever need a guest, because we never need a guest. If you have built the platform and the trust with your audience, they most likely would rather hear from you unless it's someone you truly have vetted and want on the show that you can have a great conversation with. And in that conversation, you should learn about that person and probably want to go get in their world. So

• 50:27Speaker 01

  if there's some kind of value add and teachable thing that you can give somebody else's audience, that's the only reason and time that you should then pitch, I think. And so when I get someone on, on the show like that, that either has a podcast or has a mission and a vision and somewhere to drive traffic to, we have the best conversations. Because we power it out and things just get done and everybody understands the assignment. The listener knows what they're gonna get. I know what I'm gonna get. I know exactly what questions to kind of direct the traffic of the call. And it makes it so much more fun for everybody. Your energy's higher, things go smoother. So, you know, I then learned that you can't just be a good podcaster. You have to be great at marketing too. Meaning you have to be willing to talk about the episodes. You have to be willing to get passionately excited to talk about it on stories.

• 51:10Speaker 01

  Connecting with the person, say it was a guest on the show and encouraging them to share the episodes with their list, talk about how, you know, the experience was for them, edify you and or give you some other guests to come on the show. So there's been so many little nuanced things that have helped me grow the show to where it's at. I still don't think my numbers are very good as far as downloads, but somehow I'm a top one and a half percent podcaster. Because I've stayed in the game long enough. Six years in, at one point I was two episodes and it was three episodes a week. At one point I did cute quit for about two months. I had an emotional. Crazy experience that happened with another coach and it, and it took me out. It made me question my worth, what I was doing. And I really was like, I don't think this is what I want to be doing anymore. And those moments will happen when you put yourself in bigger situations.

• 51:53Speaker 00

  For sure.

• 51:54Speaker 01

  And, and you get let down. It's part of the game. But if you think about anything in your life, how many times you've been let down, it happens in every area. So I was able to get back in and decide like, that person's not going to break me because I have a mission. And when you re-center back to your mission, li- life fucking happens, you guys, like shit happens, things go left all the time that we don't share because it doesn't, it's, it's not what we're, we want to be known for. You've got personal stuff, I've got personal stuff. And so the podcast has just really helped me stay focused and connected. And it's been the biggest networking tool in going deeper with people that I want to have relationships with. It's also taught me that when you give people time and space on your podcast, they're more likely to think of you for other things. And at one point, I became the go-to

• 52:36Speaker 01

  person to learn podcasting, so much so that I started a podcast agency because I just became known as the girl to learn how to podcast from. And only because I did the thing. You know, how did you get to 400 episodes? So if you want to become someone who's known for something, do it. Do the thing. So people come around the side and say, how did you do that? It's a very Matt Goddessman type of thing. I love him. He's always like, you don't have to be the person, you just have to do the thing who, who represents what it is. And more, more times than not, people will come around the other side and say, how did you do it?

• 53:04Speaker 00

  Yeah, because you're doing the thing.

• 53:05Speaker 01

  Because you're doing the thing.

• 53:06Speaker 00

  And people see you doing the thing because you're showing yourself doing the thing consistently.

• 53:11Speaker 01

  Talking about it on your podcast as you're going through it. You know, you and Chris's episodes of like the he said, she said stuff, getting an inside look at what it looks like to have a couple who are as an entrepreneur, share life lessons. Those are invaluable, whether they're 10 minutes, 30 minutes. I love hearing you guys talk about things, talk through things. And it's, it's one of the things that has kept me able to share stuff with my husband now and talk about things on a little bit more depthful, um, level with my listeners, because I really feel connected to who's tuning in. And it, it shaped so much for me. I say, I want to, the original book I wanted to write is how a podcast can change your life. You know, and I tru- I truly believe that all of the things that you want to work through, the consistency part, if you struggle with that, if

• 53:55Speaker 01

  you struggle with hearing yourself on camera, if you struggle with how you look on camera, if you struggle with having conversations, if you struggle with going deep with people, a podcast will help you with all of that.

• 54:05Speaker 00

  Mm hmm.

• 54:06Speaker 01

  It will. And it will teach you how to be consistent, because if you don't want to be a statistic, there's a really easy way to do that. Keep going.

• 54:14Speaker 00

  Yeah.

• 54:15Speaker 01

  You know, and I was one of those people, I was like, I'm not starting a podcast and ending up like everybody else. I batched 25 episodes before I even launched a show because I'm like, I'm not going to become a statistic. So I don't do that now. I'm not that aggressive anymore. But I, I am consistent and it's gotten me so far. And it's one of those things that opens the door for so many other things, like speaking opportunities, showing up. And it's what's built the most credibility for when people come into my world, when I actually launch an offer. So two years ago, when I launched my first real mastermind, I've done retreats or little courses and programs, but I sold out a $50,000 mastermind based off people listening to my podcast.

• 54:52Speaker 01

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• 55:37Speaker 01

  getting advice straight from someone who's actually done something huge. Because how many of us have spent months overthinking an idea, wondering if it'll work, instead of actually testing it? That's exactly the cycle this book helps you break. And Mark has a special offer for our Earn Your Happy listeners. Go to getmarksbook.com/earn and get two copies for $32. That's just $16 each. And Mark is personally paying for your second copy because he knows entrepreneurship can be lonely. Keep wanting to give it to a friend who's ready to make something happen. Again, go to getmarksbook.com/earn.

• 56:17Speaker 00

  Between this podcast and my beauty and wellness brand, some weeks, everything is on fire and I need help yesterday. And if I had to hire a new podcast producer tomorrow, I wouldn't just post must-edit audio. I'd want someone who's worked on conversational shows, gets my style, can handle the chaos from one day to the next, trying to fit in four podcast episodes a week, all of the ads that I have to put on the podcast. So this is a job for sponsored jobs. Sponsored jobs boost your posts in search results, so you can reach people with the skills you actually need, and you only pay for results. Sponsored jobs posted directly on Indeed are 95% more likely to

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• 57:42Speaker 00

  There was a stretch in my early twenties when I was chipping away at credit card debt, and it honestly felt like it was never going to end. I'd make a payment, I would feel good for a day, and then I'd look at the balance and feel like I did nothing. And what changed everything was finally seeing a finish line. That's why I love Monarch's debt pay-down simulator and visualizer. It shows your exact debt-free date based on your real balance and payments. And you get to watch that timeline move. Every extra payment, the date gets closer. That kind of visible progress keeps you going. And my favorite part is playing out your options. You can run different payment scenarios side by side and instantly see which one gets you debt-free the

• 58:27Speaker 00

  fastest. You're in control of the plan. Monarch takes that heavy endless feeling and turns it into a plan with an actual end date. And a quick check-in on my phone means I always know where my money is. Going from this will never end to a date you can circle on the calendar, that feels like freedom. Write your own money story with Monarch. Use code EYH at monarch.com to get your first year of Monarch Core half off at just $50. That's 50% off your first year at monarch.com with code EYH.

• 59:03Speaker 01

  Whether it was a one-off episode, or people saying, hey, I've been listening to your show for eight months, and on that one podcast, you said X, and this is why I'm joining.

• 59:11Speaker 00

  The, the best part about podcasting that you guys are hearing too, is, is obviously the consistency. So they know what type of person, they know what you believe, they know all of those things about you. But truly, experts in their field have tons of long-form content. Because when someone finds you and you, uh, you're, it's an energy match for them when they listen to you. Maybe they found, uh, Jess in, you know, the, the chair of her salon, or maybe they found her, um, online with a short reel or whatever that looked like, or maybe met you in passing. When people connect with your energy, they want to then go and binge content. And that's why podcasting is so huge, is you could literally meet someone, or they could hear you from a 30

• 59:52Speaker 00

  second reel, go to your podcast, listen to you for one to seven to 24 to 50 hours in a row, and go from non-buyer to $50,000 buyer in sometimes one episode.

• 1:00:05Speaker 01

  Yeah.

• 1:00:05Speaker 00

  In sometimes one hour. And that's why, looking at your career, having your podcast, 400 episodes, just filling, or filling your masterminds, selling out your other mastermind, just concluding this mastermind, um, it's one of the best ways to fill what, what you're doing and get these crazy life lessons.

• 1:00:25Speaker 01

  It's wild. You guys, I, I use something called Typeform. It's an application-based, um, form that you can create if you're getting any inbound leads from anybody. And because of the podcast, I've had over 500 people click on this link.

• 1:00:38Speaker 00

  Wow.

• 1:00:38Speaker 01

  To the mastermind. And so I can see who's coming through, who's filled it out, who's clicked on it, who started it. And that kind of data is what helps you stay in the game and kind of play around with your marketing, your messaging, and being unapologetic in using your own platform and building a body of work that represents who you are and how people can get into your world. Some people will never buy from you, they'll never leave you a review, and they'll never, ever let you know they exist. And that's okay. I don't create content, I know most people don't, just to get something. Because I know so many content creators that get so much from doing the work, that it's just like this reciprocal, beautiful thing that happens. On the upside, though, you can create a business where you become

• 1:01:19Speaker 01

  Something that people think of when they want to find more happiness. That's why Earn Your Happy and the name of the podcast is so synonymous with Lori because one of our good friends, Dani, told a story on whether it was a podcast or in real life, how he found Lori and he said he was Googling how to be happier. And he found Lori's podcast and that changed his life. And now Dani Brianna, the one who produced this podcast, it's a full circle moment of things like that, that you'll never know the trajectory of what your words can have on somebody else. And so if you're somebody who is in that place in life where you're wanting to make a difference and you feel like where you're currently at isn't going to get you that type of reach, a podcast can do that. It can take it global.

• 1:02:02Speaker 01

  And like you said, the binge worthiness of a podcast, when I find somebody I like, I mean, I'm there for hours. It's the only show I listen to. I'm like, what did I listen to before this? It's like when you get that new pair of shoes, you're like, what did I ever wear before I had these?

• 1:02:13Speaker 00

  Who knows?

• 1:02:13Speaker 01

  You know, and for Lori, like when she started her podcast, I loved all of the behind the scenes versions of the person that I had kind of gotten to know, but I didn't know fully. And you know, when Chris started to do episodes with you and when you bring certain friends on and you know, there were times where, okay, maybe I'm not resonating with that anymore, but you had introduced me to another guest. So then I started binging their podcast, right? Lindsay was one of those people. And that was another room and another layer of trajectory that has happened with listening to her show. That trust transfer that you talk about all the time, right? Instant credibility. Lori says she's great. She must be great. And I'll never forget because after that first round of Fast Foundations that I mentioned earlier in the podcast,

• 1:02:55Speaker 01

  that $8,000 that I invested, plus the travel time, we had two in-person events. So I was probably up to 10, 12 grand at the point of investing in those six month container. I remember you guys launched Eventlove. It was an in-person event, five day in-person event that was around 10K, teaching women how to put on profitable events. We won't mention that it was about two months before COVID. But fun fact, I had just, you know, spent my last eight grand on the previous mastermind. This was just a couple of months later. And I remember wanting to be in that room so bad and I pitched Lori and Lindsay separately. And I said, hey, I'd love to be in the room. I'll fly myself out to Arizona. I would love to do glam for you guys, hair and makeup. And they were like, hold on, let's chat about this. And then immediately it was a yes. Not only did I get a yes,

• 1:03:40Speaker 01

  that was putting me in the room with the two people facilitating the event. That was such a special week, such a hard week.

• 1:03:48Speaker 01

  You remember that week?

• 1:03:49Speaker 00

  I lost my dog.

• 1:03:50Speaker 01

  You lost your dog during that week? Yes. And I'll never forget like what an honor it felt like being there. But then it was once, hey, would you want to facilitate some group work at the tables? Would you want to do this? So you essentially set me up to be part of the event. And that's like putting your name in the hat, asking to be included. Those are moments where I shot my shot. The opportunity is there, but if you don't take it, and I got a yes, because I had already invested in stuff with Lori before. You knew who I was. There was that trust there. And from that moment, I remember doing Lindsay's hair one morning, talking about, you know, the results from the mastermind. She's like, how did it go? What did you learn? And I rattled off some things and I said, but you know, I haven't really made my 10K back. I don't know what mindset I was in at the time. And she looks up at me and she goes, well, you're here, aren't you?

• 1:04:36Speaker 01

  And I thought, oh my God, I'm here at a $10,000 event that everybody, 45 other women had paid for, for free. And it was in that moment that I was like, oh my gosh, money is so different than it's not that just, you know, here's a dollar, make a doll type of an energy. It was like, you can make your money back in so many ways by showing up, by investing in certain things, the ripple effect that that's going to have. And then I became the go-to person for anybody having large events. I did Keisha, Angie, Natalie. I've done so many people's makeup and hair for events, whereas here was the girl who went into this mastermind thinking she wasn't going to be in the beauty industry anymore and using that transferable skill of doing glam, but also being good with people and learning how

• 1:05:17Speaker 01

  that energy frequency works of like, I just want you in the room because you make me feel better before I have to go on stage. Yep. You know, that building that belief, but none of that would have started if I hadn't gotten in the room.

• 1:05:27Speaker 00

  I haven't had anyone else do my hair and makeup because I don't like it. No, I don't. It's about the energy before for me and I was always able to just like be super chill with you.

• 1:05:36Speaker 01

  That's so cool. Thank you. That means a lot.

• 1:05:38Speaker 00

  It's not that I don't like their hair and makeup. I just, I, my energy gets a little frantic. And if I can't really be in it, then I, I just would rather be alone.

• 1:05:48Speaker 01

  Yeah. I don't let anybody touch my hair and makeup. I actually scheduled makeup for tomorrow. I'm doing a keynote and I canceled it already. I'm like, no, I'll be fine.

• 1:05:55Speaker 00

  Yeah. It's real. It's real. I'm like, no, I can only be a freak show around certain people. So.

• 1:06:02Speaker 00

  Oh my God, I love that story. So tell me, let's wrap this with House of Influence. So I just want to know a little bit more from the inside.

• 1:06:10Speaker 01

  House of Influence is the mastermind that I feel like is what I'm meant to be doing right now. It is a combination of everything I've learned from every room I've been in, every conversation I've had, hearing women who are so experienced, so seemingly confident, so educated. I'm talking doctors, lawyers. I mean, you name it. I have been able to work with some really incredible people who that make three, four, five times as much as I do. And they come into the room thinking there's still so much they need to learn or do. And they want to make a pivot. They want to do something different. And it's all about being able to showcase who you are to the world. So taking that expertise and turning it into authority online so that people understand who you are, what you do,

• 1:06:55Speaker 01

  and who, what, how you want to help them, in turn, creating opportunities for you to get speaking opportunities, book opportunities, inbound leads, as you know, my friend Courtney talks about on LinkedIn all the time. She's like, how are you creating an online presence that people are going to be able to understand the gap from where they are to where they want to go that you can help them with? And in helping with messaging and marketing, we get really clear on what do you want to be known for? And then we deep dive into that. And that sounds surface level and it kind of is because that's the great place to start. Everybody thinks that's the problem, but then we, we go a few layers deeper around beliefs, things that are holding you back. You know, last night we had some things come up after yoga, after we had a psychic who came and channeled for us

• 1:07:39Speaker 01

  and a few other things. And it's always the thing you don't want to address that's holding you back. And now I'm not trauma certified or trauma informed. I don't do any sort of, you know, woo somatic practice. I believe in all of it and I bring in experts for that. But when we start with the surface level problem, we can usually then funnel it down into the things that are holding you back and keeping you from being fully seen. And so those women are attracted to me because now I'm allowing myself to be fully expressed. And so you can be that person for somebody. And I know all of these women want to be that for other women in their life and create programs or masterminds or courses or write books. But they know that they can't do it alone just quite yet, nor were we meant to. And so these are midlife women, anywhere from late 30s to late 50s,

• 1:08:23Speaker 01

  who want to be around sisterhood and feel like they're supported and can be fully seen. And so to hear that at the dinner last night at the end of the retreat, because we, we close out the six month mastermind with an in-person retreat of how much being around other women at this stage of their life has impacted them to be able to know that they can do these things and make a difference and not feel like they just have to deal with how life is right now. Right? Because midlife is such a critical point where

• 1:08:51Speaker 00

  So interesting.

• 1:08:52Speaker 01

  You either keep going with what you got going on or you make a full left turn. I have someone willing to sell a med spa, someone wanting to walk away from a 25 year career. I mean, we have things all over the board in this mastermind and that's what's so beautiful. And what I learned about putting myself in that very first room with you. Because in the beauty industry, we all stayed in a pack. You, you learn from each other. We didn't see what other businesses were doing. And so being in a mastermind that has a variety of different businesses, a variety of different people in it, you learn so much more about how you can show up and market. And so there's so much to learn from each individual person. And as a facilitator, you and Chris have taught me so much. I don't have to know everything. I just have to be the one willing to connect the right people.

• 1:09:33Speaker 00

  Yeah.

• 1:09:33Speaker 01

  And so when you create a safe vetted space and you make sure that you're putting the right people together, magic's going to happen. But it takes somebody who has that knowingness and that discernment is like, not everybody can come into this circle right now. They're not meant for you. Like you take application only for a lot of the things that you do. That's why House of Influence has an application as well, because it might not be the right fit for you. You might want to start with one-on-one coaching, which is the only other thing that I offer. And most of the girls who come into the mastermind add on one-to-one and we go real deep. So whether they start with one-on-one, move into the mastermind, knowing that they want the group support or vice versa, they do the mastermind and move into the one-to-one. It's just this beautiful ecosystem of knowing like, I could do this on my own. I'm very well equipped, but why would I want to when I can get support?

• 1:10:18Speaker 01

  And so it's become a passion of mine that I feel like I've learned so much from you guys. And sometimes I question like, why is this my path? It's so much work, but it's so fulfilling. And if I'm, I love working. So it's like, I have no problem with it and I want to do the things that light me up. But we're humans and I want everyone to understand that even if you're doing something that you feel really passionate about, there are going to be days where it feels like you're quote unquote, out of alignment, where this might not be the right thing. And it's just like, that's a day you just got to put your makeup on, pull up big girl pants and do it anyways.

• 1:10:49Speaker 00

  Yeah, all the time. Anything I've ever done that I've loved definitely has moments of it just feeling like a really hard job.

• 1:10:56Speaker 01

  Yeah.

• 1:10:56Speaker 00

  It come, that's what comes with the territory. And I don't think anything, anything really good and quote unquote, soul aligned, if it's too easy, it's probably not aligned. Like you should be pushed to your edges to keep evolving. And I think the whole point of life is evolution or we're, or we're not happy. So I'm so grateful for you. Thank you so much for coming on. If they want to apply, where do they go?

• 1:11:20Speaker 01

  Link in the bio. We'll drop it in the show notes if you want. And it's just House of Influence, but it's Jessica Burge on Instagram. And if you are interested in the authority ecosystem too, you can go and grab that. That's a freebie that I give everybody because that's a great place to start, whether you're wanting to learn how to podcast and get onto other people's shows, or if you're wanting to just really hone in on your business and what you want to be known for. Take a fucking position. Pick a hill you want to die on and go deep with that thing. Because if you're not quite clear, start with that for 30, 30 days. Build from there and then you'll know exactly what you want to do. I swear that's the answer is like getting that clarity, but the clarity doesn't come without taking the action. It just doesn't. And so if that sounds like you and you're someone who's willing to do the work, House of Influence is probably the place you can do that.

• 1:12:02Speaker 01

  We break that whole framework down inside of the mastermind so that you are getting so clear on the type of content you're meant to create. So you can call on the soul aligned people that are meant to work with you.

• 1:12:13Speaker 00

  I love it. Okay, you guys, go check it out. That's in the show notes, everything to go find her, follow her. And thank you guys so much for tuning in. Make sure you share this with a friend if you know they're going to need it. And until next time, earn your happy. Bye, everyone.