Sam Munoz 00:00
There are some situations where like being impulsive or like just going with the flow feels good. But I think when it comes to like completing a project or you know, whether that be in work or in life, having some sort of plan, and timeframes and guidance does help you feel like I know what’s coming next. And that clarity like when you think in your mind, like I can foresee and foreshadow things in my business, you feel more confident, right? Because it’s not so uncertain. And I feel like the fear around that lack of clarity can also prevent us from wanting to sell our services, which is the big part that you mentioned is like the inability to sell your service really comes down to you not even knowing what it is that you’re selling, because you don’t know the process. Welcome to making website magic where we empower women to step boldly into their web design, businesses follow their intuition and claim the success they’re worthy of. I’m Sam Munoz.

Karyn Paige 00:57
And I’m Karen page, where the tech wizards behind Sam Munoz consulting on the making website, Magic School of Business. We’re to women here to talk about what it actually takes to run a web design business that’s aligned with your vision.

Sam Munoz 01:10
Spoiler alert, it probably isn’t what you think it is ready to hear about everything from refining your business vision, networking with intention and creating a magical client experience.

Karyn Paige 01:19
Let’s do it. Hey, Sam, how’s it going?

Sam Munoz 01:28
Hey, Karen, it is going super super well. I can’t wait to talk about today’s episode. Which, if you’re an avid listener of the podcast, Is there ever one where I don’t say that? I don’t know. I’ll have to go back and listen and like make a little spreadsheet and graph. Does Sam ever not say that she’s excited for listening and talking about this episode of the podcast?

Karyn Paige 01:48
I mean, let’s just be real, though. Because if we were excited or interested in talking about something, why would we bother to record it? You know, so yeah, amen. So yes, we are always excited at the top of every episode. And I think that’s okay.

Sam Munoz 02:01
Yes, I agree. Well, today is going to be a fun discussion, because we’re talking about making more money in your business by improving your process. And don’t worry, we’ll get into like what we mean by process and all that good stuff. But let’s start with what we like to always start with, which is, why are we talking about this in the first place?

Karyn Paige 02:20
Yes. Okay. So the process in your projects is usually the place where many people get stuck. And it’s a place that people feel uncertain about, right?

Sam Munoz 02:31
Like, I don’t know what my process is, I just wing it. It feels muddy, it feels murky, I don’t know how to explain it to a potential client. Like, I don’t know what I’m even doing in my business. If I book a project, I’m just starting from scratch every single time I hear you, we just did an entire episode about giving yourself enough time. And if you listen to that episode, and you’re like, I often feel scattered and busy and over committed.

Karyn Paige 02:53
Everything you’re saying there, it just is screaming like uncertainty, I don’t know, like, I’m feeling not in control of the situation, right. And so all of that can really create this, like, lack of confidence, right? When you feel like you don’t know, and you feel out of control, you don’t feel like very confident in what you’re doing. And that is going to impact your ability to one like sell your services, even talk about them with confidence and to perform really well inside of the service.

Sam Munoz 03:24
That’s To be honest, like, in general, in life, if you don’t know what you’re doing, you don’t feel good about it. There are some situations where like being impulsive or like just going with the flow feels good. But I think when it comes to like completing a project, or you know, whether that be in work or in life, having some sort of plan, and timeframes and guidance does help you feel like I know what’s coming next. And that clarity, like when you think in your mind, like I can foresee and foreshadow things in my business, you feel more confident, right? Because it’s not so uncertain. And I feel like the fear around that lack of clarity can also prevent us from wanting to sell our services, which is the big part that you mentioned is like the inability to sell your service really comes down to you not even knowing what it is that you’re selling, because you don’t know the process. So even you know, if you have some sort of process, right now, this is a great time to think about, am I fully aware of what’s included in it, could I improve it, and if you don’t have any sort of process, definitely keep listening about why you really need to create one in order to make more money in your business.

Karyn Paige 04:33
Right, right. And it’s like, even like, I know, I should have a process but I have absolutely no idea what goes into it, all of those things. So this again, this episode is for you.

Sam Munoz 04:42
I think it’s important to say that we’re not talking about how to improve your process necessarily on today’s podcast, we’re talking about why you should bother, right so like why it’s important so that you fully buy into this idea that a process is an important part of your business so that you can decide a what you want your process. look like. Because even if we came in here and like describe the entire SMC process, it would do you no good, it would do a complete disservice. Because your process a should come from you be it needs to be different and curated to your particular ideal client. And see, that’s just not how empowering works, we can’t just give you the answers, we want you to find them from within yourself and do the deep digging and discovery process because that’s when you fully buy into your own process. So why you should bother. So let’s kind of go back a little bit, right, like zoom out just a touch and talk about what we mean by process in general, like what is a process as it pertains to working within a project and with clients?

Karyn Paige 05:42
Yes, so a process is actually there’s kind of like two aspects of it really. aspect number one is kind of like the nuts and bolts, the steps, the flow. And then this other layer of it is the experience within the work like your experience as the web designer and developer, and then your clients experience working with you.

Sam Munoz 06:04
And I think it comes up specifically in things like you might have thought about a process and included some different like tasks or milestones in your process, things like sending a contract, getting client deliverables, doing the project, getting feedback, like those are components of your process in terms of like different phases. But there’s a lot of other aspects too. And I love that you mentioned this idea of experience, because that is going to directly relate to the conversation we’re going to have about money, because there is this dichotomy of experiences that’s happening within your process. There’s how you feel, and how you’re guided through your own process and your own flow as you’re working on a project because you know, I do this, I do this, the next thing I do is this. And it’s kind of like an autopilot thing, which means that you can work more efficiently, which we’ll get to that when we talk about money. But that’s your experience. And then you’ve got the client experience, right? Like they know what’s going to happen. They’ve got their A to Z roadmap, I think what’s really interesting, and I know that when I started SMC, I really was like, I want to make sure that when someone says yes to a project, they know what’s going to happen next, because I remember like looking at different landing pages for all sorts of different things online, right. And a lot of what I was observing was really about courses and things like that, or maybe coaching or group programs and whatever I was just observing, like, how do people sell their stuff. And I felt like a certain way about things that were just very vague. And then I felt really good about things that were very clear, like, we’re going to do this net first, and then this next, and this next, and I remember, you know, looking at some of my friends work in online business, and I was like, Well, what happens when they say yes, like, I think you need to put that on the page somewhere so that they know, you know, when you work with me one on one on coaching, like this is an example that’s coming up in my mind, when you work with me one on one coaching, we’re going to do you know this call, and then we’re going to do these kinds of exercises together. And I was like, guide them through something so that they’re not just like, yeah, I’ll give you $5,000 to do this, but not having any understanding of like, where their money is going. And when we’re talking about bigger investments, like yes, you got to tell people what they’re paying for. That’s a part of it.

Karyn Paige 08:10
Absolutely. So what I’m hearing in that, too, is like, it reduces confusion, it improves and increases like clear communication. It helps your clients know what to expect next, so that they feel really assured, like, which is a good feeling. And it also gives you structure, so that you know what’s coming next. And you can kind of stay on course. So it’s beneficial for everybody. And that even right there ties into why you can make more money once your process improves, is improved, because the overall experience is fully improved. And everyone’s feeling good.

Sam Munoz 08:50
So when we say process, we mean anything that relates to like step by step, flow timelines, all of the tasks that have to be done. So just think about that in your mind, right? Think about the process as a set of steps, a plan, and then the experience that is associated with that to kind of take it to the next level. So let’s just talk about because we have a lot of things we want to mention in terms of why this actually helps you make more money. And I think it starts with like, if you’re not making the kind of money you want to be making in your business, or I mean and or because these would be connected, you want to be able to charge more. The Breakdown, or at least one of the breakdowns might actually be around your process and your ability to communicate that process to a potential client or two clients within the project that are already you know, in progress. So what does a better process allow us to access like, what are some of the benefits of a better process? Why don’t we share like the top like those three categories that we have and then we can dig into each of them.

Karyn Paige 09:51
So when you have a better process, there’s really like these kind of three main areas that will come from that right and one, it’s going to build trust and confidence, right? It’s also going to communicate the value of the service that you offer and the experience that you create. And it’s going to help your clients or your prospective clients, it will guide their buying decisions, right?

Sam Munoz 10:15
Yeah. So it’s really interesting, because all of these things have to do with the way the client experiences your work, and also how you exist inside of the work that you’re doing by creating a better process. So those are like the three overarching categories, basically, of a better process, and what benefits can come from that. So let’s talk about each of them and start with building trust and confidence. So building trust within the client experience, and also building confidence within yourself and confidence within your clients ability to trust you, it’s all connected, right? Like, everyone should be confident and feel safe. When making a decision about working with someone. And when we improve our process, that is such a big outcome of that is that it helps build that trust and the confidence within ourselves. So why don’t you start with what that looks like? Yeah. So

Karyn Paige 11:06
in terms of, of your clients, having a very improved clear process really creates clear expectations for your clients about what to expect during the project, which is huge.

Sam Munoz 11:19
It is huge, because, again, going back to that idea of what are they paying for, right? Like what is going to happen? I want you to think about when you paid for something kind of expensive. Do you think that you felt lost after you made the payment? Or do you feel like you knew what was going to happen as soon as you paid for the thing I’m thinking about like buying a home, for example, buying a car, it’s like very clear, like this is the next step like this is what happens next, this is when your next payment is going to be like bla bla bla bla, like all of these very specific milestones that make you feel more comfortable and confident that like, Okay, I know what to expect moving through this, you know, into the process.

Karyn Paige 11:59
It’s literally like your client might be asking themselves, well, if I give you $5,000 for this, what am I gonna get? What’s gonna happen? That’s a very fair question to ask. And so if there’s no clear answer to that, why would they trust you to give you that money?

Sam Munoz 12:17
Yes, it’s the trust. Because when you have that roadmap laid out for them, it makes it easier for them to feel like they’re not going to be scammed, right? Like they can trust that you know what you’re doing. And related to that. Have you ever been on a call when you didn’t have a process? Not you, specifically, Karen, but anyone that’s listening, like you’ve been on a call and you’re like, just totally winging it, you like, don’t really know what you would do next. You’re not sure what the process is. And so when they ask you a question, a totally fair question about like, Okay, well, when will my project be done? Such a fair question to ask. But if you don’t have that clarity, how are you expected to answer client questions about that? and not feel that lack of confidence? Like Yes, you’re not going to feel good? Trying to answer that question, which is going to make it really hard for you to convey the value and to build that trust, because you don’t really have it. Yeah.

Karyn Paige 13:06
So let’s think about you to like, let’s build confidence in you about yourself, your services, let’s build trust in you for what you’re capable of doing it. It’s like giving you a game plan, like Yeah, when you pay me 5000, or, you know, however much money for this project, you can expect this, this, this, this and this, it’s like you know it off the top of your head, because it’s clear to you, you inherently feel more confident, to just like, answer those questions, and you don’t feel like you’re winging it. And when you feel like you’re winging it, that’s not always a good feeling like,

Sam Munoz 13:40
yes, and thinking about the last episode, we just talked about not giving yourself enough time, I feel like that is directly related to confidence, because it’s like, I’m going to try to rush this because I don’t know if I can finish it or not, you know, like, there’s so much uncertainty around it. And so having a set process and having like time markers, and milestones and goals within a project, having a due date, like all of those things, create confidence inside of you. And again, like, this might be something new that you’re doing an exploring right in creating a process and so it’s okay if maybe the confidence isn’t here now. But if you’ve done multiple projects, and you have a process, and you’re like, Yes, I can get this done in eight weeks. That’s another confidence boost too, because it’s like you are repeating the same process over and over again, you’re getting better at it, you’re improving your process, right, improving your process to make more money. So you’re refining it and tweaking it and you’re building confidence within yourself. I love that idea of that outcome, that it’s helping you be better.

Karyn Paige 14:43
Okay, and so, in honor of building trust and confidence, like having a really clear, improved process will also increase the likelihood of future referrals and raving testimonials, right? Because if your clients are having this incredible experience, they totally trust You they knew what was happening every step of the way, they are going to tell all of their friends who need a website to come back to you, which allow more money. Yes, like we talked about this in the referral based business episode, right of working with clients where it feels really aligned, it feels like a magical experience for both of you, they probably have friends who also need your services. And so it just increases the likelihood that they will give you a great testimonial, they will send referrals your way and even for your collaborators or you know, like the folks that you might be working with, like copywriters, brand photographers, etc. They might have an awareness of your process as well. And so it’s like, oh, yeah, I trust this person, you can feel confident that when you work with them, you’re going to have a great experience.

Sam Munoz 15:49
Yes. And you know, having worked with so many different clients, when they’ve come from a different designer developer over to SMC, you know, they’ve worked with someone in the past. And they have a complaint, their number one complaint is things didn’t get done on time. We missed deadlines, they ghosted me, you know, whatever about their past person that they worked with. And that’s directly related to the process. And you know, what that person isn’t getting a referral, that person is, is losing business, because they have such a bad process. And obviously, there might be many reasons why you missed deadlines, but having a clear process will help mitigate that. And having in your process, things like how we communicate about stuff will allow you to communicate if you need to miss a deadline, or if you need to be later or whatever the case may be, but you won’t get referrals like that, you might lose them if your client doesn’t feel held. And that’s that whole idea of like, the process is so related to the client experience and the way that they are held through the process.

Karyn Paige 16:49
Yeah, it makes me think the clients that come to us, when they had a bad experience with another designer, that’s again, that’s why it’s so inextricably linked, like they might not have the language to be like, oh, that person’s process was terrible. But they remember how they felt inside of the project. And they had a bad experience. So that’s why we’re making that connection to have the feelings and the experience associated with the process. And that’s really important to point out.

Sam Munoz 17:15
So all of what we just talked about was really about building trust within your client experience, and also confidence within yourself. And that also is going to connect to your ability to communicate the value of what you’re creating. And when we say communicating the value, if you’ll remember from past episodes, you know, when we talk about value based pricing and things like that, your work is not just building a website. And so showing your process details, the fact that your work is not just building a website, I feel like that’s number one, right? You’re going to attract clients who see the value of that work, who see the value of a cohesive process, not just the transaction of building a website, they are looking for the transformation that’s involved in the work that you’re doing. And that’s why you’re charging things like four figures, five figures, etc. Because you’re creating a cohesive experience. So what I mean by that, I want to make it really tangible. So you’re not just building a website, right? What else are you doing, you might be curating and calling through 500 different images that they’ve given you to select the best ones for their website, and then you might be optimizing those images. And then you might be going through this big paragraph of copy that they’ve given you and transferring that into a website and making it you know, breaking it up into chunks, deleting things that are unnecessary, you’re going to be taking their ideas and their vision and creating a visual manifestation of that does any of that sound like just building a website? No.

Karyn Paige 18:41
And the other piece of that, too, is there’s so much more that goes into the website, but from just dragging and dropping or using their page builder or writing some code to make it show up on the internet, right? Like there’s project management involved. There’s reminders, there’s guidance of all these like guiding your clients. There’s all these things that you’re doing which intrinsically will elevate the price point with here’s a piece that I think is really important. Not only does a clear process give you the ability to communicate the value to your clients, it also reinforces to you why your services are so valuable, right? Like if you are really clear on what is going on. When someone books a project with you and all that happens all of a sudden you’re like oh wait a second. This is work. This is thought work. This is my time, this is my effort. This is my knowledge and my strategy. This is worth a lot of money. It’s a no brainer for you to charge for that.

Sam Munoz 19:41
And making that even more specific. Let’s say that you wanted to make $60 an hour let’s just say that we like to use in the mentorship we like to use that as kind of like a starting place. If you have no idea what to price stuff that like well how much would you want to make an hour if you’re making you know, an hourly rate in your business. You don’t have to charge by the hour. You don’t have to do that. That’s just one method of figuring out pricing and getting a baseline. But if you did that, right, and you knew what your process was, and you knew that to do this project, it would take you 50 hours, then it makes perfect sense, why you would charge $3,000, right? just multiply those numbers together. Easy peasy. justification right there. But you can’t do that if you don’t know the process. And therefore you don’t know how long things will take you and you don’t know the timelines, and you don’t know all those other aspects involved, and you haven’t sat down and written them out. Because I love that you mentioned things like project management, client calls, strategy, that all is a part of your process as well. And that is all valuable. And you can value those at different rates, if you wanted to, when you’re wearing your strategist hat, you might be like, that’s a $200 per hour service. That’s how I’m gonna write that, you know, like these connect to your pricing, and connect to how you can convey that value to your client. Because I understand this idea that like, I don’t want to charge more, or I don’t know how to charge more. But that’s because if you’re just slapping a sticker on it, and saying, like, I’m going to charge $2,997, because that’s what everybody else does. It’s very hard to convey that to a client. And when they ask you, I’ve had a client asked in the past, this was wild, because this had never happened before. I will be like, super transparent, we were gonna charge $20,000 for a membership site build, she came back, asked a totally valid question. She’s like, Okay, sounds good. But also like, Can you explain to me why it’s this price point? And I said, Yeah, this is the level of work that we’re doing. This is my process. This is the number of estimated hours My team is going to have to put in. And she was like, Great, awesome, book the project. So yeah, knowing your process is kind of important.

Karyn Paige 21:43
Yes. And again, like how these components are all like, inextricably linked, when you are so clear in your process, that you can be completely accurate in your pricing, you will feel so confident to just say this is how much this costs, right. And so I just always see it as like this, like web that’s always connected. Like that piece that you were saying, though, about the client, just saying yes, with no hesitation, okay, we’ll move forward with a $20,000 project. That’s the other piece of the communicating the value of your process, and communicating the value of what it’s like to work with you is it’s going to attract the types of clients who see the value in your work, who realize it’s more than just a website.

Sam Munoz 22:24
And we think that that’s important, right. And like all those other aspects of your process, they think that those things are important. And that high level of service that you’re providing that curated kind of like VIP experience that you’re giving them is something that they’re looking for, they don’t want 10,000 emails, they don’t want 100,000 tasks on their to do list now. But you don’t have to do those things. If you have a good process, you don’t have to send them 15 different emails, right? You could send them one, because you have a good process, you don’t have to give them a whole bunch of different tasks on random due dates, you can be really clear with them about when their deliverables are due so that they can manage their time. And if we’re talking about running businesses that are centered on our clients, and thinking about how can we give the highest level of experience to them, really valuing their time and their energy and their input into our project is, I would say the number one way to avoid that whole issue of like, Oh my gosh, my clients aren’t delivering me things on time. And I definitely want to have an entire episode on that. Because I think we oftentimes frame our clients as like the bad guy, like this is why things aren’t happening. But like, hold on a second girl, like check in with yourself, did you give them a deadline? Did you set a due date? Did you have a process for them? Because if you didn’t, you’re just as much to blame for that project not happening. And so having a good process, creating these good, you know, timelines, benchmarks, milestones, whatever you want to call it does provide a higher level of service and therefore justifies the price and it communicates that value very clearly.

Karyn Paige 23:52
Yeah. And that that leads into the The third area that we wanted to cover, which was guiding buying decisions, right? So when you’re thinking about clients who are willing to invest in an elevated magical client experience, right, when you have a clear process, it literally is showing them what it’s like to work with you. And that is so important. And I’m literally thinking of like if you’re on a discovery call, or something like that, and you can clearly say like, this is what it’s like to work with me, you can expect this, this, this, and this, that simple act is going to guide their buying decision. And so if you are not clear on that you can’t communicate it to them, they may not make a decision to work with you.

Sam Munoz 24:35
Right. And I feel like that also relates to the idea of like setting timelines within that and like, here are the milestones and things that are going to happen. Because if we’re thinking about working with clients who have businesses already running, and they have some goals, and you’re really thinking about those things, and you’re listening to them when you’re having a discovery call with them, and they’re like, Oh, I would like to launch this in November. Again, a very reasonable question is to say like, is that realistic and like Let me look at my timeline really quick. Okay, we’re about eight weeks away from November 1. So that means because launch about November 8, does that work for you? Great. That is guiding someone through a buying decision, right? A big thing about what we talked about on the podcast, and just this idea of like one on one relationships and the way that we are, you know, working with clients and things like that. It’s not about like forcing someone to make a decision into our timelines and things, it’s about helping them decide if we’re the right person to work with. And if we align in terms of like, the price point and the timeline, right, because some people do need to launch their thing in January, and you might not be available for that. And that’s okay. And that helps someone make a yes or no decision about you. But if you can’t give them that information, and if you’re looking to work with clients that do have bigger businesses and are doing bigger things, and therefore might see the value of your work, and be willing to pay more, because they’re like, I want to work with an expert, because I’m not looking to DIY this anymore, I’m looking to hire someone who is going to guide me through the experience and do the work for me. And I want to know that we can launch on this date. If you don’t feel that confidence. Going back to point number one, if you don’t feel that confidence in your process, it’s going to be very hard to help guide someone to say yes or no, that aligns with the timelines. Big deal.

Karyn Paige 26:14
And then, like, I kinda want to go back to this idea of like attracting the types of clients who are willing to invest, they’re also clients who are looking for an elevated transformational experience, that’s just how they roll, you know. And so, it’s almost like, like, I want to use the analogy of people who want to buy first class flights, right? Like, they just know that that experience is going to be elevated, it’s going to feel good, it’s going to be comfortable. And so they’re they’re looking for that wherever they can lead that type of person, when it’s like very laid out to them. It’s also about like, if your process is something that does guide them through that does carry them through from start to finish, that is incredibly valuable to a lot of people. And so I just want to talk about I just wanted to like point out that they’re out there, you know, if there’s any, maybe doubt or hesitation, that you can’t find those people or they’re not willing to pay, there actually are people out there that that’s how they roll in life is to have the highest level experience that they possibly can where, whatever experience that may be, or again,

Sam Munoz 27:24
they’re too busy running their own business to be in there, doing all of the things they need you to tell them when they need their stuff in and like they need that clarity. And that’s good, like, that’s okay, that’s okay to be attracting people who don’t need to be like micromanaging you, they are just letting you do your job. And you get to be positioned as the expert, this is really, really, really important with regards to that confidence piece, and the guiding of the buying decisions. Because let’s remember, we are not employees, for our clients. I’m gonna say that, again, we are not employees, for our web design and development clients, we are contractors most of the time, right, and we’re an equal, we’re on an equal playing field with them, we are peers, we work together, we’re the expert, we have expertise that we’re bringing in, and therefore fitting them into our process is important. Because if you don’t have a process, you know, it’s going to happen, you’re going to be fit into their process. And then you’re positioning yourself not as an equal, not as appear. But as someone who gets told what to do and when to do it. And is that the kind of business that you want to be running? And do you think that that allows you to make more money in your business, someone else is telling you what to do and when to do it.

Karyn Paige 28:34
Okay, so in that, I would say that having an approved process is actually improving your experience as the business owner and providing a transformational experience for you, boom, again, it’s about our clients. And it’s also about us. So let’s think about how improving your process can benefit you.

Sam Munoz 28:54
Right. And also like tying all of this together, I just want to say that I think there is this belief sometimes that and this ties back to Episode 26 as well, that maybe if you want to make more money, you have to book more projects. Maybe if you want to make more money, you have to like overlap more projects, right? All these different things that you might feel like you have to do. But if you have an improved process, and you can charge more money, you’re going to give yourself more time, right because your processes is going to account for all sorts of buffer time that we talked about in the last episode. And you’re going to be able to charge more instead of an example of using let’s say, like $1,000 for your website build, right, and you want to make $30,000 in a year, you’d have to build 30 websites in one year, which is a lot, right. And that means that you’re not going to have a lot of time, your process can’t be as in depth, and therefore you can’t provide such a high value experience. Or if you still want to make $30,000 a year. You could charge $5,000 work with six clients.

Karyn Paige 29:52
Right? And so then my first question is like okay, well how do you need to elevate the experience of the project in order to get to that elevated price point, right? So again, that’s the thing.

Sam Munoz 30:05
I’m really glad you brought that up, Karen, because I think that this is a great way to wrap all of this up. If you want to increase your price point, we are not suggesting you just go out and just start saying, like I’m charging $10,000 really thinking about the backend part of your business and your process, being one of those areas that might need to improve in conjunction with improving your skills, improving your relationships, and marketing and things like that all of these things might have to elevate, instead of just saying, like, I now charge $10,000, because you won’t believe it, it will be very hard to sell it. And that is definitely not what we’re advocating for. So I hope that this episode helped you see that improving your process is actually one avenue to allow you to charge more for your work.

Karyn Paige 30:46
Yes, right. So again, you know, we’re all about inner work. We’re all about reflection on this podcast. So this is an invitation for you to do a self assessment of your process, right? First of all, Do you have one? Is it clear to you? And is your process hitting those three benefits? Right, the building trust and confidence communicating value and guiding writing decisions?

Sam Munoz 31:10
Yeah, and that’s a great way to kind of leave off on this episode is to take those things that inner work and go think about that, and really dwell right allow yourself to really consider like, is my process doing those things if I even have one? And if you’re looking for more of like the nuts and bolts and like what are the components of a process? How do I deliver that to my client? What’s like a pre client journey and how do I manage projects and how do I onboard clients well, and things like that, and really designing your process more fully and completely with strategies. That’s what we do in the making website, Magic School of Business mentorship, which you can just keep listening to the next few minutes to hear more about it.