Episode 1 - 10 Tips Towards a Successful Studio with Natalie Vargas
This episode tells the story of how Natalie Vargas, owner of Peace Love Yoga Studios, went from investing her tax return in herself and teaching 5 classes a week to running a six figure business and owning two locations!
Best Way to Reach Her: DM!
Intro: 00:06 (Music).
Dan - Main Host: 00:08 Hello everybody, Dan and Nick, Co-Founders of fitDEGREE here, and welcome to the show! Today on our show, we have Natalie Vargas. Natalie is the owner and head instructor at Peace Love Yoga, which is located in Vineland, New Jersey. She built Peace Love Yoga up over the past five years from very humble beginnings. Starting with a tax return and an idea, Natalie and her husband Andrew, decided to open a studio while still working full-time jobs. This every quickly became their main source of income, and has been so successful in fact, that a second Peace Love Yoga has just been opened.
Dan - Main Host: 00:43 Given her success, Natalie is here with us today to share her 10 tips toward a successful studio.
Nick - Support Host: 00:57 That was a really, really exciting intro. We're very excited to hear about these 10 tips to really make a successful studio. But I'm sure there's a lot that happened right in between, you know, that income tax return and turning that into your first investment to start building your studio, and how you learned these 10 tips. So, kind of walk us through that story of how you got here today.
Natalie - Guest: 01:21 So, I guess with retail, you know, I worked a lot of years in retail from when I was 17 at a bridal salon, and then Victoria's Secret, and Levi's, and Lululemon, and Puma and ASICS. I really feel like they taught me the fundamentals of the business mindset, customer service first, you know, the importance of your employees and your team, how to communicate, how you enroll your team. And even just how to drive those sales, you know, and how to keep track of what works, and have weekly meetings, and run daily reports.
Natalie - Guest: 01:51 So they taught me basically the day-to-day. So I obviously wasn't passionate about selling sneakers or jeans after a while. So, when I just combined my passion for yoga and health, and mental well, with my knowledge of how to run a brick and mortar building, how to do you daily transactions and interact with customers, that didn't intimidate me, because that was the day-to-day for me. I just combined it with what I love, with what I knew.
Nick - Support Host: 02:18 Right, so you talk about with what you loved. When was your first yoga class? Was it at 17, were you doing this the whole time? When did you get involved in yoga.
Natalie - Guest: 02:27 [crosstalk 00:02:27], okay. So actually walked into a yoga studio when I was 17 years old, and I walked out, like it wasn't for me.
Nick - Support Host: 02:33 Oh.
Natalie - Guest: 02:34 I'm trying to do pushups and they're making me slow down. It was like, I don't know, I'll wait until the kickboxing class later, you know. So it just wasn't for me, I wasn't ready, I wasn't open. I wasn't really like awake to that type of life and that possibility.
Natalie - Guest: 02:51 Then, I got pregnant with my son, I started to work out, just like YouTube yoga videos, because it seemed low impact. I'd just had a baby, it was like going to be a gateway. And then I just kind of liked it, I just stayed on it.
Natalie - Guest: 03:03 My husband gifted me a yoga mat from Lululemon, so it had me look into the brand a little bit more. I started to work there. And then working their, they gave me free yoga classes. Actually my interview was with the yoga instructor/my boss. So she said, come do this interview and I come take my class, and I really wanted the job.
Nick - Support Host: 03:23 So that's a good way to get it.
Natalie - Guest: 03:26 I really wanted the job right. So I walk in, I haven't done yoga in years, I haven't worked out in months since my son was two, and I just hadn't done that in a while. So I go to her yoga class, it's 90 minutes, it's like 105 degrees, 90% humidity and it's a power class, it's not beginner friendly. It's not gonna be easy.
Nick - Support Host: 03:48 No, no, it's a workout, I've taken your power classes.
Natalie - Guest: 03:52 Yeah, so I took it and I loved it, and it just changed my whole life. And I never left the mat, I constantly seek to be stimulated that way, I wanted sweat that way, I wanted to breathe that way, I wanted to grow this way with these kinds of people. I really met a lot of friends very quickly, even though we were strangers, because we had that in common, we connected right away, we were like sisters because we liked yoga, smoothies and juice bars.
Natalie - Guest: 04:20 So that was my first class, my first experience. And I'm lucky Lululemon paid for my classes, so I got to indulge in one of the best yoga industries communities in the country, out of Boca, Delrey, South Florida yoga really has it goin' on. So I really got to see like the cream of the crop. It really set a very high standard and a really high bar, for what I thought yoga was. And then obviously in Vineland, I realized you don't practice yoga like that.
Nick - Support Host: 04:46 You had to bring the Florida to Vineland. How about we start diving into those 10 tips?
Natalie - Guest: 04:50 Yeah, all right. So 10 tips, so one of them ... and a lot of this is just coming from times like five, six years worth of webinars, readings, podcasts, articles, conversations with other business owners, of either yoga or just other basic entrepreneurs. So just kind of combining everything that I've learned over the years, into these 10 steps that worked best for me.
Natalie - Guest: 05:15 So, one of them is make sure you have a funnel. Like that's just basic business, make sure you have a funnel. Step one, a free class. Step two, 30 days for 45 dollars. Step three, you're a member, right? [inaudible 00:05:28] through the rest of that funnel, like after they're a member, that the relationship doesn't end there. Now, they're going to buy retail, right. Now they're going to buy workshops and pay for 101. And the dollar commitment gets more and more expensive, so is the funnel growth. So what's a free class, right?
Natalie - Guest: 05:44 So the question is, what is a customer worth to you? What are you willing to spend on the customer?
Nick - Support Host: 05:48 Right, customer acquisition, yep.
Natalie - Guest: 05:50 It might be a $10.00 profit, right. Give them a free class. In my case, I do a BOGO, because they're more committed, they're less likely to bring their phone in the class, walk out [crosstalk 00:05:56].
Nick - Support Host: 05:56 That's some skin in the game.
Natalie - Guest: 05:56 [crosstalk 00:05:56] they paid for it. So I personally do two classes for $15.00. Next step is 30 days, unlimited $45.00, try all the teachers, try all the name titles, it's like a pass, right, like a passport in a sense. And then the next step, they're a member, whether they're doing an auto pay membership, or whether they just bought a 20-pass packager, they're in, I got them for the next hopefully three to 12 months of their life. In that year, they're gonna continue to invest in workshops. You're gonna continue to invest in retail. And then the bigger investments start getting to a retreat. A retreat can be $1,000.00. The biggest ultimate investment is having a client sign up for yoga teacher training, in one of your programs.
Natalie - Guest: 06:38 So step one, have a funnel. And then they're like a lifer, that's a tribe-member, like what makes you a tribe, coming to three classes randomly for the last three months, not really. But when you talk about your tribe. It's one thing to say you're cultivating community, but now I'll ask you how, and those are your steps. And they're investing, right-
Nick - Support Host: 06:57 Yes, that's important.
Natalie - Guest: 06:59 They're investing in this club, this membership, this community, this tribe. And it's a two-way relationship, not just a one-way relationship.
Nick - Support Host: 07:05 Yes, I think that's really important because some people, money is a big deal to some, to others it's not, so you know, spending money could just be one thing, but I think investing their time, like you just mentioned. Coming to all of these classes, investing in the next three to nine, to 12 months is super, super important, you know. And getting that teacher training step, now they're really, really ingrained into what Natalie does on a 24/7 basis.
Dan - Main Host: 07:29 And speaking about that teacher training, that takes a unique spin on the lifetime value of a customer. You know, usually you're calculating that with a formula, that's something, you know, how much they're spending per month based on how frequently they come in. Now that lifetime value is altered. Let's say they become an instructor in your studio. It's not just value of monetary value received from them, but the value that they provide you and they receive as well.
Nick - Support Host: 07:54 So that sounds like a couple tips into one. Was that just the first tip, or does it-
Natalie - Guest: 07:57 Oh my gosh, that was the first one.
Nick - Support Host: 08:00 That was a knowledge bomb right there. [crosstalk 00:08:01].
Natalie - Guest: 08:01 So, have a funnel is step one. Step two, it'll come hand in hand with step one, but seven sources of income. How are you gonna make money? Right? So it's not just group classes, that's not gonna pay the bills, it is not gonna pay the bills. So group classes and massage are the top two income revenue driving categories. But think about what else, you have workshops, you have parties, you have one-on-ones. You're gonna sell retail. Within your retail, you can create seven more categories, mats, shirts, oils, books and props. The list is gonna go on, right. So, consider that also through retreats and teacher training and massage. So, those right there are seven sources of income, to consider entering into your studio to help keep your doors open for as long as possible.
Natalie - Guest: 08:46 Be creative, step outside the box. If it didn't work, try something else. If it didn't work, make changes and try it again.
Dan - Main Host: 08:54 Now, have you ever done such events where you maybe cross over two of these sources of income into one, or combine them in any such way? For example, you have certain retail classes or maybe food. I remember you mentioning once before, like you're juicing. And you mentioned maybe your Yin and Juice class, where you combined classes and the juice that you also sell. Have you done that in any other clever, creative ways?
Natalie - Guest: 09:19 Well yeah, like I would say like massage, you know, like we can do like Yin and Thai, so you can do like a Yin class, assisted stretching and massaging in some of those. So sure, I mean that's not gonna be like a major revenue driver necessarily, you're just adding into another title of a workshop to keep the team excited and on their toes. Good verbiage, like somebody recently introduced ... they want to come in and do a Yin shop or Melt. The word melt, that's gonna seal the deal.
Dan - Main Host: 09:48 Right, that's a buzzword right there.
Natalie - Guest: 09:49 Yin and Juice, because it's familiar, that's gonna seal the deal.
Dan - Main Host: 09:53 All right, so we got tip number one, was setting up that funnel. Tip number two, getting seven sources of revenue. What do we got for number three?
Natalie - Guest: 10:00 All right, so number three is to be their fourth home, right.
Dan - Main Host: 10:04 Okay.
Natalie - Guest: 10:04 [crosstalk 00:10:04] they said I want to be your third home. You know what, I don't even need to be your third, we'll be your fourth home, because there's multiple hours in the day and in the week, okay. We understand that we are busy. It's 2018, people say they're busy, it's not an excuse, they fricken mean it. So I'm gonna be your fourth home, and I'm gonna do that by having events all the time, you know. Open houses, jam sessions, open mat, 108 sun salutations. We're gonna stay after class. I'm not just gonna roll up your mat and sweep behind you, like hey stay, let's chill, let's mingle. And it's nice after class, 30 minutes go by, four or five people are in there working on handstands and playing [inaudible 00:10:42]. Three or four of us are in the lobby, just kind shootin' [inaudible 00:10:45], getting to know each other.
Nick - Support Host: 10:46 And then they really appreciate that play time. An again, it's a way for them to express themselves right. After class, they get all warmed up, and they're like you know what I've been looking to hit, and they kind of just go at it with each other. I think that definitely helps foster the community.
Natalie - Guest: 10:59 And students working with students too. Not just the instructor, you keep working it, but it's like other students that [inaudible 00:11:06] where their strengths are. So one reason I even brought that up is, when I hear someone, "Oh, I go to this studio, I used to go there.", or "I visited here, [inaudible 00:11:16]-
Nick - Support Host: 11:16 Yeah.
Natalie - Guest: 11:17 What did you like about it? What didn't you like about it? Why did you leave. Why do you stay? When you [inaudible 00:11:21] tourist in Miami and go to Miami Life Center, what did you think? Tell me more? What was the teacher like? Afterwards, what did she talk to you, so I probe. One of the most common feedback I'm getting and I'm ultra sensitive about it, is studio [inaudible 00:11:35] that they have community when they don't. They say, we're a community, but yet the people are lacking the community events, the community moments, the community vibes. When are they gonna happen? They're gonna happen in open mats, they're gonna happen when you stay after class, they're gonna happen at these events.
Natalie - Guest: 11:50 As the owner, if I teach happy hour, guess what? Free rounds on me. What do I care about giving people free five dollar happy hour class, when it really means I just deepen the relationship with them.
Dan - Main Host: 12:00 Made their day.
Natalie - Guest: 12:02 It was like, a round on me, who doesn't love it when your friend buys a round of drinks.
Dan - Main Host: 12:07 Exactly.
Natalie - Guest: 12:07 So just doing things like that is the difference between saying that you're community based, versus actually working on the cultivation of community.
Nick - Support Host: 12:17 I agree. I think a lot of people like to preach good cultures at companies, and good communities inside, and no, you really gotta walk the walk. You have to take progressive steps and be proactive about setting that up. And I think seeing who shows up to your events and workshops on the weekend, is a great metric to tell, do I really have a community or not.
Natalie - Guest: 12:38 Right, oh yeah. It's disappointing at times when they don't. And even like you're staff. If your staff isn't even showing up, then why would your client show up. So sometimes I go to an event, and I'm like oh shoot, where's my staff? That's a big ... you know, I'm texting, reaching out, let's have coffee, what's goin' on. I'm super ultra-sensitive. And they're like yeah, it was just raining, or I just had a baby shower, you know. So I'm like, oh okay, just wanted to make sure everything's fine. But I'm really ultra-sensitive about ... you know, I want to be community based, but are we? And I ask myself that question-
Nick - Support Host: 13:10 Gotta audit that every week.
Dan - Main Host: 13:11 And that's important.
Natalie - Guest: 13:11 [crosstalk 00:13:12] ensuring that we have that warm, cozy feeling. Like, I want there to be that like orb at the front of the door, right. The front door you go this way, after the door you go this way.
Dan - Main Host: 13:22 Right, I like that you're saying are we, you're asking the question. You're not just saying, here's what I want to do, you're going, great. Is that what's happening? What do I need to do to make that happen?
Natalie - Guest: 13:31 Right, right, that self reflection, especially as an entrepreneur. We always want to think everything we're doing is right.
Nick - Support Host: 13:35 And we know that is not the truth.
Natalie - Guest: 13:37 [crosstalk 00:13:38] It's hard to ask those questions, but that's what gotten me for five years, and that's what's gonna seal, that type of attitude is what's gonna seal the next five years for me.
Nick - Support Host: 13:44 Absolutely, absolutely.
Natalie - Guest: 13:46 All right. So then, number four is gonna be to make sure you have a clean studio. Wash your blankets, soak your mats at your house. Hey, or a housekeeper, invest money and pay or barter. I want to say don't barter, I was gonna say pay, because you get what you pay for. And if you're bartering with them, you might think they clean all right the first few times, but after a while they start canceling, they come in late, they leave early, they do a half-ass job. Because you get what you pay for.
Natalie - Guest: 14:11 So just spend the money and have a clean studio. Customers won't notice when your studio is clean, but they will notice when it's dirty, and that will go on your Facebook, right. That's what they're gonna tell their friends. So I'm gonna stick to the don't notice.
Dan - Main Host: 14:21 You wanna get out in front of that one.
Nick - Support Host: 14:24 Yeah, absolutely, it's something you don't want to fall behind. I like how you use the word invest right. It's not an expense, it's an investment for future business.
Natalie - Guest: 14:32 Or you do it, but let's be honest, you have more important things to do like driving foot traffic, converting customers, retaining those clients.
Nick - Support Host: 14:38 That's definitely a CEO delegate move. You gotta delegate the work that can be done by many, so you can do the things that only you can do. All right, so that's tip number four. What do you got for five?
Natalie - Guest: 14:49 Five is pay well, be competitive. Don't underestimate that, right. But in conjunction with that, have amazing teachers. [crosstalk 00:14:58]. You're gonna pay them well, but you're not gonna pay ... you know, you can pay an average teacher an average rate, but you want amazing teachers, because step seven is have amazing teachers, pay those teachers-
Dan - Main Host: 15:09 Have a good product.
Nick - Support Host: 15:09 So we've got tip number five, was pay well, and we're talking about paying your instructors. Tip number seven, is having great instructors, which can go along the lines of how much we invest our time into them. So what do we got for number six?
Natalie - Guest: 15:23 So I'll say, have a great website and an active social media. So the way you treat your digital presence is the way you treat your business. So if you don't post often, or never, right, then it shows that you're ignoring part of your business. And I wonder what other parts of your business that you ignore and you're not attentive to. If you're not going to post, then don't have one.
Nick - Support Host: 15:42 Yes.
Natalie - Guest: 15:42 Right? I see it all the time. Even just in non-yoga, but just in business in general. It's like you make one post every three months. Just don't have one.
Nick - Support Host: 15:49 I agree [crosstalk 00:15:50], and I think we went through that here at fitDEGREE at one point, where we had a social media account, we posted to it. Every now and then you fall of it, you forget about it. You look at our Instagram, and it's like wow, they haven't posted in six months, are they out of business? That's not a look you want to have. So we actually did the same thing, that mindset of we tore it down, and now we're like, all right, if we don't have a three month plan, which is what we plan to do in the next month. If we don't have a three month plan of content, then we're not restarting it. Because I agree, it can be detrimental at that point.
Dan - Main Host: 16:19 Right. So something Nick just mentioned is, we're starting to regrow ours, and we need to come up with a theme for it. It needs to be consistent. So when you're posting on social media, do you create a personality, a new persona, and do you stay consistent with that? Or do you feel it's okay, you know what, things are changing. I can change this. What's more important? Staying new and fresh, and relevant, or a solid long-term consistency in your posting and your online presence?
Natalie - Guest: 16:47 I believe that they both can happen simultaneously.
Nick - Support Host: 16:49 Okay.
Natalie - Guest: 16:50 If you are a progressive brand, then you can change to meet the times, because that's what you've always done. But there should always be a skeleton, a core of who you are as a brand.
Nick - Support Host: 17:03 Sure.
Natalie - Guest: 17:03 Your colors, your fonts, even your fonts can vary over the years. Now should you change your font every month, no. Can you change your fonts every year, yes. Can you change your logo every year? You can, you actually can, especially when they expect change. So as far as your social media ... and honestly, my tip is Instagram is where it's at.
Nick - Support Host: 17:21 Yes, I agree, that Instagram seems to be the common ground from, what 16 to 50, if not older, you know. I think Instagram-
Dan - Main Host: 17:30 My parents are on there.
Nick - Support Host: 17:31 With the IG TV now, yeah, they're really becoming an all-in-one platform. All right, so I think we're up to what, lucky number seven right now? Or we already on eight?
Natalie - Guest: 17:40 No, I think we're on eight. So then, my other recommendation is just convenience. I think that's what Starbucks and even Chick-fil-A, and even Apple, like those big brands that we love and we really are loyal to, let's be honest-
Nick - Support Host: 17:55 Oh yeah.
Natalie - Guest: 17:55 We are. Especially when we download the [inaudible 00:17:58], we're loyal, we're letting them use our data. So I'm gonna say easy check-in. Again, don't be [inaudible 00:18:04]. So, in our place you can sign in on the app, you can sign in from the website, you can sign in from our iPad right at the desk. Or you can talk to a real person. We actually have all four of those as an option, because different strokes for different folks. We have customers that are 16, we have customers that are well into their senior citizen retirement age. They don't want to use an iPad, they want to talk to a real person. Because then they're like oh, I left my glasses in the car, and I'm like no, that's silly, I'll check you in.
Natalie - Guest: 18:31 But then we have other people or maybe they talk to people all day, and they literally want to walk from that front door onto their mat, and not talking to anybody. And I'm gonna respect them in that space, that's cool. Because there's 15 people there, somebody's gonna want to talk to you. She might have just had a rough day. So let her talk, let her check in from her phone, walk in to her mat, put her head down and rest until class starts.
Nick - Support Host: 18:50 Yes.
Natalie - Guest: 18:52 So for just convenience, I think that's where attention to customer service comes in, which really just helps strengthen that retention experience.
Dan - Main Host: 19:01 And one thing I'm noticing is, a lot of these tips you're giving, they all interconnect, they all have to do with one another. And they all seem to grow off of one another. I think it's really great, because a list of 10 things to do can seem kind of overwhelming, but when they're all interconnected, you can see if you're doing some of them right, it's really going to help you do the others right, and really gonna help your business grown as a whole. Kind of the whole is greater than the sum of it's parts.
Nick - Support Host: 19:28 Yes. So what do we got for number nine?
Natalie - Guest: 19:29 So I'm gonna say have a niche, like what's your thing. Do you focus on meditation? Are oils and aromatherapy your specialty? Do you have the sweetest [inaudible 00:19:37] in town. Do you offer free water, free wifi, free coffee? That's a thing actually I'm gonna be kind of dabbling into that soon. Are you community based? Do you have chair yoga? Are you a hot or not studio? Are you famous for your hands-on adjustment? Do you have amazing bumping music that's totally outside of that yoga box, and people like you who like that are gonna choose you over the other place down the street, who is doing yoga kinda like you. So find a niche, something exciting. You can actually increase that special clientele by 10% or 20%, because somebody's liking this one thing that you do.
Nick - Support Host: 20:12 So maybe that tip is being a well-rounded studio, but having very niche specific classes. Because it sounds like you are really, really well rounded. But you have a class for everybody. So literally anyone in that community could walk up and say, "I don't know if yoga is for me.", and you say, "Yoga no, this specific class was made for you."
Natalie - Guest: 20:32 Even the recovery flow with CrossFitters and lifters, why lift, so it's hard to stretch my shoulders, great. This is what we're gonna address actually, so just give me 4% of your day, give me one shot. And that's why you need amazing teachers. Because you only have one shot to convert this customer.
Dan - Main Host: 20:47 Quick question. You mentioned you may get these people in here that had a bad experience before. They give it another shot, you get your one shot to really make them a customer, make them a tribe member. How often do you get somebody in, who's never done yoga, except for a yoga class offered at a globo gym, or a community center, something that it's yoga, but it's just the movements more than actually an experienced, knowledgeable teacher taking them through a flow and the philosophies, and things like that. How often do you get these people that try your classes and go, "Wow, I had no idea?"
Natalie - Guest: 21:23 Oh, all the time, all the time. So I'll tell you, I can't speak for every teacher, for me because of who I am, my presentation, like I really put on this hat. I'm really a different person when I step on my mat. I'm like giving a performance, this is a show. Because I just love it so much, I just love it. You can see it, you can feel it. It's not even something that I have to ... you might even hear it in me-
Dan - Main Host: 21:47 You're getting all excited.
Natalie - Guest: 21:48 Not just hear it as in the words, but it's in the excitement. So all the time, I get people saying, holy smokes, like I thought I knew what yoga was, or I mean I took yoga, but nothing like this. And they were just probably taking [inaudible 00:22:03] practice, the beginner friendly practice, this is Vinyasa. Nowadays, that term is being used more and more. You gotta understand, when I started five years ago, where I lived particularly, there wasn't a lot of that. Now there is, right. Now tons of Vinyasa studios are popping up, five years ago there wasn't. Despite that, there's just certain teachers that really excite certain people-
Dan - Main Host: 22:24 Absolutely. [crosstalk 00:22:24].
Natalie - Guest: 22:25 And I'm like a magnet, I drive people toward me who like-
Nick - Support Host: 22:31 I think that should be a tip right there, make yourself a magnet, because you know, people find something to relate to, they want to connect to it, so absolutely.
Natalie - Guest: 22:41 My final step basic, it is the foundation of what we do. So, it's like save the best for last, not last as in like least important, but simply give back to your community. Work with organizations that support you, and work with organizations that you want to support. My one recommendation is to maybe pick one or two foundations to work with consistently, so you're not just, you know, [inaudible 00:23:06] we don't always raise a lot of money, it could be $100.00, could be $50.00. So if you just give this organization a few, this organization a few, you're not really making an impact, so just put all of your eggs into those one or two organizations in your community, [crosstalk 00:23:18] you. So a little bit to that, is we have people ask us for things all the time, and I can't possibly say yes every single time somebody asks me for a donation or a basket, but I want to, but I can't afford that, I'm sure they can imagine, right.
Natalie - Guest: 23:34 Not even as a person do we contribute every single time our grocery store asks us to give a dollar for something, sometimes you gotta say no, maybe next time. So what I started to do as a filter is, yeah, do you come here? Are you a client? Do you come here? Oh no, you've never been? All right, so why don't we do this. This is my schedule this week, you come to a class and I will give you that gift card, or that contribution after class.
Natalie - Guest: 23:59 Let me tell you something, I only see them 25% of the time.
Nick - Support Host: 24:02 That is a great filter.
Natalie - Guest: 24:03 That organization is now my organization. So recently, I worked with an organization. I did an event for them totally volunteered, did an event. Nobody from that organization came to the event that I grew for them. I'm not working with that organization-
Nick - Support Host: 24:14 Never.
Dan - Intro: 24:14 Me neither.
Natalie - Guest: 24:15 Because it's not a two-way street. You know what I'm saying? I could have just charged for that event and kept it. I could have charged for that event and gave it to another organization. So if it's not going to be a two-way relationship, I'm going to find another relationship that's a better match for us.
Nick - Support Host: 24:27 Great. So can you give us an example of one of those organizations you work with consistently?
Natalie - Guest: 24:33 Sure. I would say all the Cumberland County [inaudible 00:24:35], right. When Puerto Rico had that situation, we did ... me and some of the girls at the studio [inaudible 00:24:46], they helped us raise money. So we did contribute on a larger scale. We don't always do that, especially because right here in our zip code, right here in our town, we can make a larger impact for the organizations with the people that we live with, that we shop with, right. Like the kids that go to school with my kids. So, we work with mainly Casa. And there's a women's shelter on the other side of town, and then Big Brothers Big Sisters. Normally, just the main three organizations that we work with at the time.
Nick - Support Host: 25:15 Yeah, I think that's cool, you don't have to think about an Alex's Lemonade Stand or something on a national level, but something more that hits home. I don't think you have to go outside your zip code to help someone, I think that's a great tip.
Natalie - Guest: 25:27 Oh yeah, even if you reach out to your church. You know what I mean? Even if you're just-
Nick - Support Host: 25:31 Someone that's in the business of helping, [crosstalk 00:25:32] right in your zip code, for sure.
Natalie - Guest: 25:37 Community centers, or just even asking your local elementary school, what do you need? They needs supplies. Some of these kids need extra uniforms. Some of them are going to need warm coats. Provide some blankets to the local shelter. You can do a backpack drive. You can do a blanket and coat drive in the winter time. You can do drives of objects, you can do drives of money that you're donating to. Or also, just showing up, right, like showing up to that soup kitchen and helping pass out some soup. Bring your kids along, make that the most humbling experience of their life.
Nick - Support Host: 26:06 Yes, absolutely.
Natalie - Guest: 26:07 [crosstalk 00:26:07] young, right. So we don't have these problems as adults, we kind of started to handle it [crosstalk 00:26:11].
Nick - Support Host: 26:11 I think that's something-
Natalie - Guest: 26:12 So my 10th tip is to make sure you give back to your community.
Nick - Support Host: 26:16 I really, really appreciate you coming on this morning, and I can't wait for the next episode.
Natalie - Guest: 26:24 Yeah, thank you, and I look forward to that too guys.
Nick - Support Host: 26:26 You're welcome Natalie, thanks again.
Nick - Support Host: 26:28 (Music.).