Thank you so much for being my handler. Thank you. Thank you. Good afternoon. Thank you for being here at four o'clock in the afternoon. It's loud, isn't it? It's a little loud. Should we tell them to cut it out? We'll be louder. How about that? All right, I want you to be louder.

We'll show them. So the truth of the matter is, and Colleen, who is in the audience here, knew this from 10 years ago. About 10 years ago, I found myself very frustrated. I had had a training business for many, many years, and I had good clients, a solid reputation. I even had returning clients. But I was in a single vertical, and I just found myself stuck. I was frustrated. I couldn't break out.

I wanted to attract a younger audience. I wanted to get out of the vertical I was in. I wanted to make a bigger impact. And what I really wanted was to be on a big keynote stage. That's what I want. And so I did what all the experts told me to do. They said, write a newsletter. Yeah, really classy newsletter.

And then they said, oh, yeah, and you need to write a book. Oh. And you need a speaker's reel, and you need social media. And they were telling me all these things. So I spent $10,000 on a website that I still don't know how to fix. I wrote a book, and then they told me if I just spent 100,000 extra dollars, I could get a bestseller. I spent $15,000 on a speaker's reel, and it got a little bit better. And I'm not saying all of these things are bad.

Things were good. But little did I know that the true magic was going to be in the one thing I wasn't doing. So it all started a few years after that. I was on a hike in Park City, Utah. And by the way, when you live in Park City, Utah, there's not a lot of culture. All we do is hike and ski. That's all there is to do. Not a lot going on there.

But I'm on a hike, and my millennial, much younger millennial employee calls me, and he says, hey, Sherry, you got to stop it with all of those boring videos. He says, you're turning off my generation. I didn't fire him. I said, what do you mean, boring? They're great. He goes, no, no, no. You're, like, in front of a bookstore. You've got, like, the perfect hair, makeup, lights. You're all dutied up.

People today, they want authenticity. They want you to be you. So then he says, I dare you right now make a video and post it. I ain't doing that. I look like crap. My hair's a mess. I have bad makeup. I don't have any makeup, actually.

I'm not doing that. He said, exactly. That's exactly what people want. And then he says, people don't want the lady on the book in front of the bookshelf. They want the person with the bandana. Go ahead and do it. Well, I love a good dare. So I said, fine, I'll do it.

So I pick up this thing, this phone. I think I have it somewhere. I pick this thing up and I post a silly video and I put it up and I forget about it. And by the time I get to the top of the mountain, I'm like, what, 5,000 views? I looked the next day, 10,000 views. You gotta be kidding me. And that's when I realized, if a picture's worth a thousand words, what's a video worth? Turns out a lot. Today, 90% of all our revenue is coming from inbound leads. People calling us.