From Buckets to Breakthroughs: How Tony and Clo Went from $2K to $20K Months | Podcast

Welcome to the Business Breakthrough Podcast. I am your host, Tara Wagner, and today I am bringing you a case study of two of my clients, Tony and Chloe, who you're going to love. They joined Breakthrough Boss about 6 months ago. They joined my Catalyst Mastermind about a month after that. And you're going to hear how they went from feeling scattered, overwhelmed, seeking help with what was essentially a side hustle at the time. And then the growth that they went through to reach $20,000 in monthly revenue in just a few months. They share the ups and downs. They share the aha moments. They share the good, the bad, and the ugly. They share the breakthroughs they had along the way because it wasn't all sunshine and roses, right? And I think a lot of times we think that that's the norm because we're only looking at things from the outside. So, we're going to really dive in deep with them and we're going to show you not the hard work they had to do. Obviously, there is hard work involved, but the deep work they had to do. Really examining fears. We talk about their comfort level and the scary stuff they did and how they helped themselves through that scary stuff. Welcome, Tony and Chloe. I'm very excited to have you guys here on the podcast. Can you briefly tell everybody what it is you do? Yes, sorry. I just realized um okay, this is me being real now. We can cut this out if you want later, but — We help students Yeah, no, I know. I know. Okay, we help uh students deal with high stakes exams without worry so that they can get into the colleges they want and get money. Nice. I did scholarships, right? And then obviously great jobs after that. And getting into school they want. Yeah, that is also the dream, you know, the parent dream is getting the scholarship. Yeah. And the student dream is getting in the school in the school they want. Yeah. And then the better job afterwards. And then more lifetime income after that and a happier life looking back on it all. And it starts with a small investment of SAT prep. Yeah. How did you guys get into this work? Talk to me about the background. Okay, there's a there are two stories here. We'll tell you the pre-story of AKAT Academy, which is our new name, by the way. We have just changed the business name. So, once upon a time before in the sad part of my life before I knew Chloe. Uh I was Anthony Krup, though I still am. Hi, Anthony Krup here. Um and so I had been working for other companies. I still do, but barely now. At the highest I think I was working for four or five companies at the same time. Um hauling buckets, as we say, right? Like just [clears throat] working for other people to get just enough money to live on. Uh long story short, about 15 years I switched from other education endeavors I was involved in. I mean, I was a university professor at one point in time teaching German and German studies. Uh then I was a high school teacher teaching German and psychology and the theory of knowledge for the IB program, etc. Um I was in school for music therapy for a bit. I was going to become a music therapist, but then life circumstances uh an issue with my daughter's health forced me to just I had to stay home, period. Done. That's it. And I had been doing part-time work just to make some money and also, you know, because I like uh teaching. I love to I don't even I can't even say I like teaching. I love teaching. I have loved teaching ever since I taught someone. Um probably already back to sixth grade helping some fifth grader with math and I was like, "Oh, I really like doing this. This is fun. " And it's been true. I've been teaching for 30 something years. Okay, so fast forward. Um I needed to stay home. I started taking on more of this work teaching the SAT, uh the ACT. These are high school uh Well, they're university pre-entrance exams in a way, right? Um I was also teaching and I still do. Uh I teach pre-medical students who want to take who want to get into medical school. They have to take something called the MCAT. And so I teach half of that test as well. Um so I started doing this more and more and taking on more and more responsibilities when, for example, in 2015 when the American um Association of Medical Colleges changed their test they introduced psychology and sociology. They'd never been there before. And so my company was scrambling to try and figure out what to do and I got on board to be one of the people who helped develop that class. So, I got the taste for class development and developing products, you know what I mean? And I love it and I love it. And I put a lot of my, you know, um intellectual property into, you know, uh the Princeton Review. Uh Princeton Review was very nice to me to give me this and now they own all of my stuff, you know. So, that's fine. Good for them, right? — Good for them. No, no, it's actually fine. It's fine. Um

But I guess what I'm trying to say is like I as I became more and more a full-time SAT and MCAT tutor and group instructor and started to develop things and then I developed uh sample SAT questions, etc. As time went on, I started to get some people asking me, you know, they approached me like, "Hey, we'd like to work with you again, but can we do this outside of the Princeton Review? " They would ask me after the fact and I would be like, "Sure. " So, I discovered, "Oh, I can be a private tutor. Wow, I've been an employee my entire life. " And so I sort of got the taste of just the bare taste of being my own boss. And I liked it. But I still it was really only until I met Chloe. Lovely Chloe. Married her. Yay. — Uh it was a couple years ago. I know, we met 4 years ago, married 3 years ago. And we kind of had parallel careers uh for a bit. That is, I was kind of doing my thing maybe I would say less than 10% of my activity was being my own boss and the rest was working for these other places. But I was feeling, you know, scrambled and wanting to make a change. And Chloe, do you want to pick up the story from here? — Yes, of course. And so, in my case, I've been a graphic designer all my life. Mhm. Um I work with beautiful companies like let's say from Tommy Hilfiger to Scholastic. And Scholastic was like um I started as a freelance and I end up being a vendor for them for 9 years. That was a good taste. Um so we have like a good living. Mhm. I can say as what I was doing and as what he was doing. But then for another reason, again, sickness. My mother got sick. And I have to stay working for uh from home, but her sickness is requiring more and more of me. Meaning by that I cannot be in a design project sitting in the computer for 14 hours. I have to stand up. Requires a lot of energy from me to deal with her and all of that. Um long story short, in June last year Tony told me, "Well, Chloe, chill a little. Why you don't take and redo my branding because I think um I have never take this for real. " And I was like, "Well, let's do it like let me think about you as a real business. " But I went into this, Tara, uh doing what I call cosmetic changes, right? Yeah. Um meaning by that you do the branding, the identity. You can go into a website and do a uh simple website. And I was like, "Okay, Tony, let's do it. " And after a month I was like, "Tony, do you ever do the a business plan? " Tony, "No, Chloe. " What's that? — This I This was just an LLC to have my taxes organized. So, I never did that. I don't know. So, uh-huh, so we're going to do all this image that cost what? The price that it is. Mhm. And we're going to do now all this social media content. Um Where are the leads coming? The leads? No, no, it's the parents of Daniel. So, I went into the Chamber of Commerce of uh Campanarich, that's where we reside. Uh but all the clients of Tony are around the world, so we don't even feel that we live here. So, when I was there I feel it's a lot of networking, but not much possibilities to get a lead from there. And I was like, "I'm losing energy here. " So, I say, "Okay, let me manage myself our ads. " Because I in this is and I hope everything I'm saying is taking us into a funnel to tell what how my life changed when I found you, Tara. Aw. Yes. Yes, because I am serious about everything I do. So, anyway, I'm there as a director, creative director. Let me learn about these ads and I take a class here, take a class there. Okay, let me do it. I don't understand what I'm doing. It's taking too long. I don't need too long. We don't have time. Yeah. Tony, what about we continue trying to do this? I say, "If we are not If you are not getting at least two clients coming from me, I cannot work for this project. As simple as that. " — Yeah. That is You cannot spend when you're not receiving money. So, well, through Google Ads uh spending basically $13 a day, we got a client. — One. Yeah. But a big ticket client, but in that big ticket in that moment, Tara, we were totally like, "Okay, one on one. " I don't have idea. So, one day I say, "Okay, Tony, I think we need to accept that you are an amazing professor

and I am an amazing designer, but we don't know anything about business. So, we need a business coach. So, if you want to make money, you need to invest money, right? In your education, in your life. That for me, when my parents say, "But that is the cost. " I say, "No, no. That's the value. " That's the only thing I know how to say because I sell graphic design is an idea. Right. Right? So, I start checking in so many different coaches and I am like "Oh my god. " I feel like nobody is going to get this difference. — Yeah. And I feel Tony is not going to get one to get in. He wasn't in the beginning. No, we don't need that. We will find the way. I was like, "No, no. " So, one day I am one of the local ones that like I do my investigations, right? And the algorithm get me to you. And I got very impressed in a second and I am like, "This is not happening. " It's because she is fun and she is not sugar-coated. I love her hair and your clothes, by the way. And I'm like that. I'm like that. We have a checklist, you know? We have a checklist. That's right. I was superficially honest, but I was like, "I love her. Oh my god. " I don't know. And so, I'm there and then I start checking like I'm checking online and I'm one of your unicorns because I was like "She's the person that I need. " Yeah. And I start like like stalking you around and of course, I was already ready for the webinar. So, I went into the webinar and I am not shy at all to have my camera on. Seeing that I feel like after the pandemic, why are you all in a room talking to everybody without cameras, right? I don't get it. It's like if people is doing the effort to give you this time of their life. I feel at least let me put some like lipstick and be there and ask at least one question. I was absolutely ready to buy since the beginning. I don't need anybody to sell me anything. I buy what I want. And I was like, "Okay, how I'm going to pay this? " That was my only question for myself. Yeah. Because we are spending money that we don't have. Yeah. And you say several things that they you say example of the tomatoes. Mhm. Genius. It's genius to understand different kind of business. When you see a business like these tomatoes, I was like, "Oh my god, what a beautiful metaphor to accept that you are not the tomato. " Yeah. It's not your fault a little bit, you know? Like that's what I was saying. "Oye, Chloe, this is not your fault. " Then I was like, "You as at the example of the bridges. " Mhm. I am the queen of the several bridges and right now I everything is going wrong for me particularly because I am doing so many things. And finally, when I have the moment to that when you say, "No. " I just stay at the end until the last question gets answered. I was like "Nobody does that. " Yeah. Maybe now people is saying that the people more successful is doing that now. Nobody was doing that. Yeah. And it was there and you told me no sugar-coating with kindness "Chloe, you cannot do all what you are doing. You have you will have to pick. " Yeah. "You So, I went, "Okay, this is happening. " And it's the first time and Tony can tell you this, the first time that I lied to Tony since we started being together is because I paid for Breakthrough Boss. — I did not know that I was the source of marriage counseling. — But I knew that it was going to be Yeah. perfect for our lifestyle because I because the sickness of my mom, I wake up normally 5:00 a. m., 3:00 a. m., 4:00 a. m. And I work very deeply — To have uninterrupted silence. — Yeah, to have 2 hours of deep work. — Yeah. So, I was this is perfect for me because I can do that and I can bring like compacted information to Anthony. He is the one that is like doing all of this and we can work in this together and grow our business. So, it was insanely appropriate. The second part of this is that Kylie, "Do you want to have an extra call? " I was like, "Why? I don't Why do we need that call? " But yeah, you want to talk to me. I didn't have idea what was call was about. I thought it was like she's going to tell me that my card is bounced and I don't have any money. This is what she's going to tell. And I say, "Tony, please be with me because We

have many irrational fears that we're working through with all of them. I mean, that's business, right? It pulls up all of those irrational fears that we get to examine so we can move forward. Yes. 100% You guys aren't alone in that. I went through all the irrational fears. I still have old fears come up all the time because that's just the way our brain keeps us safe. And when you're doing something that is new that in your world feels unproven because if you don't know anybody that's done it, it's not a natural normal thing in your circles, you are the crazy person leaving the community to go and do the scary thing. And when we think about, you know, throughout history, the person going off and doing their own thing was the person that got eaten by a lion. So, we don't do those things. We stay close in our circles and our brains tell us this is what's safe. Do what everybody else is doing. And we don't challenge ourselves. So, naturally, we're going to have a lot of fear that is hardwired into us. Yes. Yes. Simply agreeing. No, we have been living with You know, we obviously we were having a certain amount of stress before because like if we were happy with our separate careers and you know, our life and whatever, we wouldn't have changed anything, right? — Right. But we were realizing this is we need something different. Yeah. At a sort of uh I'm going to go from like drone level to helicopter level for a moment. Like just a little bigger picture. I think last summer was a real changing an important moment for us. Like a crisis like in a good not the bad sense of crisis, but a crisis like a moment where a decision must be made, right? Like your come-to-Jesus moment where it's like, "Okay, whoa. " That wake-up call that says we got to do something different. Yes. Yeah. And the um the Chloe joining uh Breakthrough Boss behind my back. No, I'm kidding. Chloe joining the We'll never let you live it down, Chloe. No, I'm kidding. Don't do that, please. No, no, no. No, I learned about this. I was like, "This is Okay, great. Thanks. " You know, like Yeah, no. I like look look, Dara. The first thing that I told him is you cannot change image if we don't are not selling. Yeah. You cannot afford a graphic designer like to do all of these or or content if we are not going to sell it. We cannot lose money to try to make money. You have to invest money if you see a way to get out of there. Yeah. — And the in that moment that when I found you that it was like incredible to me and when I jumped into Breakthrough Boss is because it is that the SIT like has like a moment that everything go like a little quieter there after the summer. Mhm. And also the parents want to save some money for the holidays and da da. So, we were there and I knew that if I have more time of Anthony, we can do Breakthrough Boss and break through in our business faster. Yeah. — And we did not have an idea. You know, I thought that my design business I can handle those two things together. But like the tomato things was like it's not the season of the graphic designer in this era. Like people is like calling me to do consultations about how can I do it in AI? And I was like, "So, go and do it in AI. " "You can I do it in Fiverr for three dollars. " Okay, go and do it in Fiverr and call me back. But it but it's a lot of that my work ended being pushing people away. Yeah. No tomatoes. Bad bridge. Yeah. — Let's concentrate in a bridge that we know that can grow and it's going to be two people because we [clears throat] are going to be one in reality because I have part my part-time job is taking my mother and his part-time job is bringing me the other buckets. Yeah. Until this business do something for us. Yeah. So, it was okay. We are not going to be making money. We're going to be investing money. And Kylie call us. And I am like still confused and Tony, "Yes, we are going into Catalyst. " And I am like He he's more brave in that sense, you know? I am the people that I say I buy one thing, but he come — Yeah. So, you were the one to make the decision on Breakthrough Boss. Anthony, Catalyst. Yes. — interesting. I didn't realize that it was But I guess that makes sense when I think about your guys' logins now. I'm like, "Oh, okay. " I guess Right. Yes, exactly. That's what happened. So, we starting in Can I interrupt? I just I'm I'm almost remembering this like weekend. It's like a It could be a film script at some point, but I'm remembering this weekend last I want to say July or something like that where or maybe August, but where we were kind of trying to do this together, but it was still Chloe helping me with my Right. business, Anthony Crop Tutoring

my business, Anthony Crop Tutoring, which was an LLC that existed for a couple of years. Um and just we were kind of just trying to do it ourselves, do it ourselves, and it was creating stress, and it was just not happy. It just seemed like we were spinning our wheels. And I think what I'm trying to get at is that when we sat down one weekend and Chloe brought not a my notebook here. Like the very first thing I have is called the stick-with-it strategy. Mhm. — Right? From your Breakthrough Boss. We are We were having a we must decide what in God's name we are doing. And so we spent a day trying to think about what is it I want to happen for the next 90 days. How do I want to feel for the next 90 days? What are my business goals for 7 days, for 12 days, etc. Or for 12 months, for next 3 months, for next 12 months. And for the first time we were and initially thinking of just marketing my tutoring, but then we started thinking about, okay, I'm going to create classes because that's how we scale. But I guess what I'm trying to get at is I think something about that weekend in particular Yeah. made me understand what it might be like that Chloe and I actually work together on one thing. It took a couple of months before we I increasingly less and less think of this as something called Anthony Crop Tutoring, and I now think of it as the AKT Academy. Yeah. — The AKT came from Anthony Crop Tutoring originally or whatever, but AKT Academy is not a bad name. It's kind of snazzy, right? It sticks. It's like It makes you want to act or something, I guess, right? And it it's bigger than me. And um I'm I'm I'm getting ahead of myself in a way, but we were thinking about roles and what we're going to call, you know, like I think that I am the um although I was the founder of Anthony Crop Tutoring, I think we are the co-founders of AKT Academy, and she is the CEO. — [clears throat] — You know, I was going to ask because there's a common business partnership that you'll see. Um there's a book called The Rocket Fuel that describes it best where they talk about the visionary and the integrator. Right? Where the visionary is the one with the ideas, and they may be the face of the business, personality, and they may be the one that, you know, comes up with all the things they're going to do, and then the integrator is the one that actually makes it happen. Like they're the ones that like get it organized, or they plan things out, or they're, you know, kind of the strategic mind behind the scenes. Do you guys feel like you have that dynamic, like visionary-integrator dynamic where you call — I The only thing I'd say there is that I think she's actually the visionary still. I It sort of is because she was the one who had the literally the vision, right? The providence, the what are the foresight is the word of providence. This is Calvinism. The foresight, right? To sort of see, we need help. We can't do this ourselves anymore. We're We're dying here under stress trying to do this ourselves. Yeah. And um so I started doing some of the Breakthrough Boss things myself, and then the thing happened with Kaylee, and it just seemed to me like all right, I'm going to take a leap of faith. Yeah. I'm ready to do this cuz I know what the I know what it looks like to try to do this ourselves and be basically underfed by the market, you know, with all of the different companies in their buckets or whatever underpaying me. Um I mean, it's it's fine, but I I just was like, this is a classic thing, but I'm just footnote in tutoring. When people start by working for, you know, Kaplan, Princeton Review, these other places, they do that, and those who get good at it age out of the system. Then they go off and do their own thing. I sort of just kept sticking around cuz I was like comfortable enough, but also I started to be like, okay, you're charging $420 an hour for tutoring, and you're giving me 90 of it. Okay. I mean, that's nice. I like the 90, but 420 At some point I was like, why can't I do that? Yeah. Yes. But that Now you know why they charge it that. Oh, yeah. Because when when you learn what we have been learning at the other part of Breakthrough the Breakthrough Boss, not of that call, everything changed for me in that webinar. By the way, if somebody's watching this, go to the webinar of Cara to learn. She's talking about my webinar. We'll have a link in the show notes for you. — Thank you. I recommend it. I recommend it if you wanted to learn how to do a webinar. By the way, in that moment, I you also mentioned jumped out of my head, but it was something that I saw in you that I was like, she's very caring and very blunt. And I love that I mentioned before, and it was Tony's very caring and very [clears throat] blunt. Why not all the coaches in the world and teachers and schools have a webinar? So you from the clarity of the mind of being in your home, me I have done sales

like I have done every kind of sales, right? Yeah. But being in a room of people that you can say, okay, I need to go, you are not feeling any pressure. Yeah. It's a sensation so nice for people as a buyer to learn a little bit, to see how you interact with other people. I was so kind with everybody. It's not just with me that I have the camera on and I'm all the time joking and doing things. No, no. You were kind with everybody. You answer every question, and every question was more interesting than the other because these people that want to make good business. Yeah. And we were I remember that day, and I think it was somebody that have like a cream, and somebody that have this, and I don't know what I have. And we were there all to clarify our brains. Totally. This is so elegant and so nice, and it was and when Tony say I Okay, we're getting together, and I say, well, I have to tell you something. That's why that weekend we are doing a webinar. And Tony, what? — That is Do you see what I mean about the visionary? She had it I was like, this makes me New things make me feel scared. I'm going to be honest about that. I I've had this sort of face that recently. Like new things make me feel very scared. And so Chloe was like, we should do a webinar. And I'm like in my mind I'm like, we're not going to do it. — We should do it. We are doing a webinar. I'm like, okay. Yeah, I'll think and I I've learned to just trust. She's right, you know. Let's just do it. Yeah. — So I got balance though. It's nice to be able to work with somebody who complements you because my husband and I are the same way. He's the very steady, stable, you know, he's going to take every once in a while he'll have some calculated risks. If his gut says we're doing something, we're doing it. I trust it. But I'm the one that's moving us like into bigger things and we're, you know, coming up with big ideas. And if it wasn't for his stabilizing energy, I would probably be all over the place. And if it wasn't for my daydreaming visionary, you know, we're going to grow and move forward in our lives, we probably wouldn't be anywhere different than where we were 20 years ago. And it's that perfect balance between the two where we can make sure we're moving forward, but in a stable way. You know, every rocket — Every rocket needs gravity. There you go. Wow, yeah. I like that. Yeah. Gravity alone When you get a professor in here, he's talking smart Okay. No, I'm just So — I heard you saying it, and I just put it in different words. But we share. We share the CEO because we didn't know what a CEO is. Yeah. the vision is. That's what I'm trying to say. For example, and most people don't. Most people do it exactly I did it the same way that you guys did it. I'm good at what I do. Somebody else is charging more, and I'm not getting a as big of a cut as I want to. Why can't I do this for myself? And then we go and we're like, oh there's so much more to it than I thought there was. And then we learn. We learn that, hey, being good at what I do is not the same as being good at business. How do I get good at business? And that's the corner of the marketplace that I want to sit in where other people are selling the sexy stuff, where they're selling the how to go viral on Instagram. I'm like, that's great. Let's get your foundation solid first so that you can see if you even need to be on Instagram. There's you know, there's something Again, I know it's the three of us, but I'm like I'm going to break the fourth wall. And so if you're watching this now, you know, if you're a business owner who maybe hasn't been in business for a long time. I don't know. Like I know how to teach the SAT. lots of things. I'm very good at that. I've been doing it for a long time. I'm and I feel extremely comfortable with it. Um I until well, something's happening with me now. What I mean by that is I've never thought of myself as a business person or even as a business owner or even when I technically owned the business. And I think something has been really changing with me, starting to change from last maybe I don't even know, probably summer or maybe again when we joined Catalyst, whenever that was, October or something like that, I think. Somewhere [snorts] around earlier than that, maybe. No, the planning season, Cara. That is the moment that is the what are my brain jumped before. When you also I asked a second question during the the your webinar, and the first one was, what should I do? I have all these bridge big one. Mhm. But you can go back and see yourself telling me that with kindness Yeah. and bluntness that I needed it. And at the end I saw that you were asking, anybody have any other question? And I say like, do you think I should start for the planning season? And you told me, yes. Mhm. And it was, wow. Mhm. — Yeah. You can be 14 years doing something. I can be 30 years as a graphic designer and you have to go back to square one with humbleness. And I was oh my god, I knew a chief. Yeah. So to bring by the way between breakthrough goals and catalysts, we went into that call after

the webinar that is genius. That call is also spectacular and during that weekend I rebuilt the website of Tony but like I was a machine. Yeah. And we started the call and you say well somebody have something and people is a little shy of course and not I am not and you was can you audit our website? Mhm. — And Tony is that woman he was not sure so she was sitting in the background having a coffee overhearing you. And I only see like Tony was like — For those of you listening, her face is making lots of expressions right now. Yes. No, no, because Tony was I didn't know what was happening because I needed to be looking what you were telling me and I got to and I hope this helps somebody. The first thing you said like I love when business owners do it yourself. Mhm. For two reasons. Maybe it's not going to look as good as a designer did it but in the beginning when you are establishing what is this business about, you are going to have to change your website six or seven times. Mhm. And I was like oh my god, this is somebody that have lived this several times. And me as a designer when I have to design a website for a new business, I always say look you are not ready to afford this right now. You start yourself and part of my business in the last years when I when it's not the graphic designer season right now and I what I say to everybody is design it yourself first. I will pay me for two hours and I will teach you one tool and you're going to go there with your logo and five colors and you're going to do this. And if you need me and pay me by the hour. That's it. But don't like you are not able to afford a graphic designer full time to change your website seven times. You are not a big business. So yes, you said that and I was oh my god, you know then normally nobody like sold me. I don't know if that translate in English but they say like nos enjabonaron. It's like when somebody is in a place and you change everything in the website for good. Mhm. You were not correcting graphic design. You were correcting communication. Yeah. — And I was oh my god, this feels so good to me. Yeah. And I was okay, this is happening. I'm doing everything in that sense. So I love that you were giving every business that was there the encouragement to accept you are not a designer. Yeah. You are not a web development person. Pick a template. Restart to see yourself how you communicate through others through the website. It was this is perfect. This is perfect for everybody that is here so I love that part too. And and I don't know and then we start with the planning season. Yeah. Um It took us uh until January. Yeah. Yeah, I want to back up a little bit because you mentioned the bridges and for those of you that don't know, we talk about the idea of building a bridge. So if we look at our goals as being on one side of a ravine and we're on the other side of the ravine, often times as business owners we're idea generating machines. So we start all of these bridges to try to get across that gap but we lose so much time and progress just jumping between bridges, right? So instead of going in one direction as quickly as we can, we're going in 10 different directions pretty much as slowly as we can because we're just we're overwhelmed and it's difficult because we are idea generating machines and usually our ideas are really good. And Chloe, I know that you your graphic design is really freaking good. Can you walk us through why you guys decided to focus on the tutoring business as your first bridge and the experience of that? Was it challenging to make that decision to put aside something that you are good at and that you love and then I'm assuming at some point you want to be able to come back and build that business up. What was that like for you? Well, it was because they let's put it this way. They were several bridges in that moment, right? How to reinvent a graphic design business in the era of that is not the season of the design. Uh if I go into my design business again, it's going to be more like okay, I'm going to teach you Mhm. and you're going to come to me. I'm going to be your Whole Foods Market and uh then you're going to cook at home. And you're going to be very happy. That's what I'm going to do. But that is that requires so much of me and I am part-time caregiving. Mhm. So I cannot do a quarter of a

business because I'm going to be with Tony, a quarter of graphic design. Doesn't work. And then have 50% of my time my mother. And then I have another passion that is like wellness and weight loss and all of that and I've been very into learning about all those things. Yeah. And I want to do something with that too in some moment, right? But so it was too many things were happening. Too many [clears throat] things were happening to me and I thought you say something too like pick the path that get you to the money faster. — Mhm. Close to the cash. — Aha. Wait and you can finish the bridge. And then you can come back and start building the other. I was what is the path that is going to get us? This one. Yeah. And it was that simple. Yeah. Can I tag team onto that for just a second? It was on the one hand not just that you know, I Anthony Krup or Anthony Krup Tutoring was the bridge. Within Anthony Krup Tutoring, I was tutoring for the SAT, for the ACT, for the MCAT, for the GRE, for AP Psychology, for German. I had a German student. And I was working for five company I had way too many beginnings of bridges and nothing happening as well. So not only the focus on we together are going to focus on Anthony Krup Tutoring as an entity. We also and this was again Chloe's vision. We had been kind of working on this in during the summer on a number of psychology and sociology video course things. She said she [clears throat] hit the emergency brake and said we're doing SAT. — Yeah. And so not only that. — True. Yeah, yeah. No, that's super important. — Did you choose it because it was the easiest to sell or it had the biggest profit margins? Like what made you choose that? — Yeah, there are more people who want to take the SAT than there are MCAT. So it just and the MCAT courses were highly elaborate and someday you're going to you'll see them next year Tara. I think we'll we'll bring it to you and you're going to be amazed. It will be bad. It's going to be wonderful for pre-medical students. I really think so. But for the moment, it just seemed like I think I can actually create I mean I actually with one of the other companies kind of hauling buckets. Although I was kind of a bucket hauler, also helping them create Mhm. an SAT class. And so having just done that, I thought why what I can do this again. myself and I can do it my way with not the same boring white you know, I don't want to trash anyone but you know, I without the same sort of boring here's the information and here's my white boarder and here's my right. No, no, no. We have characters. We have cars going across the screen at moments, you know, trains, flowers, people singing. There's all kinds of stuff going on. And the beta testing says that the kids love it by the way. Literally on Sunday in one of my classes, I started with there was a meme involved and one of the students said he just got on audio and he said if I told my friends what's happening now, they would not believe me. — Yes, Tara. This is the real secret to your success. Tony is a goofball and — he is okay being silly and making people laugh. Totally, totally. And the other thing that when that maybe is beautiful about that thing that you said about for business owners, right? Like when you this when you are not believing that you are a graphic designer or a software developer, you are building your business. It's yours. It's your baby. And when you start visualizing your business in the website also you are going to start seeing the shop. This is something that I feel is absolutely important for people. Like when I saw what I was doing for Anthony, I realized that we were like a little office in a university for the high school students that get there like we want to be here but we are so scared. Don't worry. You're going to have a little experience. This is a little university online. You're going to feel a little bit like in the classroom but you're going to get the information and you're going to have this academic that has this personality. So we used that building of our website to create that energy. Mhm. And I feel that like we tried to use that concept in everything we do and that for everybody that is a business owner, I think matters. Yeah. Because you're going to see your shop there and your designer if you hire then a designer, they say now it's going to come this is your shop all about. Mhm. And now I know what to do. So I think that is a beautiful thing that I learned. Thank you. Yeah. So, to go back to kind of like the big picture overview, you guys have the tutoring classes that you're teaching mostly to 11th and 12th graders. You have different offers. I know that you after several months and you had lots of leads coming in, you started seeing

like, "Oh, there's a need for this other type of offer. " So, you added kind of a preliminary program that they can get in before they get into the SATs. That's more for like 9th and 10th graders. You said your marketing and sales primarily is a webinar, right? Now, just for everybody listening, they're doing ads to a webinar. Some people are buying on the webinar, a call with you afterwards. Is there anything else that you guys are doing marketing and sales wise right now? That you've just named it. Okay. So, This is a good example of one bridge, right? You Even your offers are one bridge because one offer leads to the next, leads to the next. So, people who are coming in at 9th and 10th, they're starting off with something else versus people in 11th and 12th. So, you have a bridge of your offers. You have one marketing bridge. You're not spreading yourself thin between all the different things yet. The team primarily consists of the two of you, correct? That's it. Now, if you guys are open to sharing numbers, can you share how much the tutoring business was making last fall when you came into Catalyst when you were trying to do all the things? Do you have a rough number? Let me pull that up. I'm so sorry. — That money, Tara, for real was um from the what we were making in that moment was coming from referrals. In that moment we were not promoting. We stopped paying in the moment that we paid Catalyst, we stopped the Google Ads, we stopped everything. We said, "We need to plan and we need to do this right. " Yeah. Then not be like like running like chickens with our heads and stuff like that. We cannot. That is not a saying. Let me share three numbers with you. Hang on. I've got it right here. Okay, good. Uh yeah, one year ago, right? Um looking just at the tutoring business, in January we made a little under a thousand dollars. Okay. February, maybe 1,700. March was nice. We made about $4,500 in March. Okay. Now, let's compare to um here we go. Let's compare to this year. This is post webinar, etc., right? Um we made a the ACT Academy made about $4,000. So, four times last year. Uh we made about 4,000 in January. Then we made 8,000 in February. Then we made 20,000 in March. Yeah. Um it is what, April 6th? We have $7,000 we've made so far. That is freaking amazing. I can't even. Yeah. Yeah, is the different is because like everything was coming through those little buckets of people that talk because he has been 14 years doing this. Yeah. But the reality is that when you plan we use the months of the year, October and November, to go into deep. Yes. What are we doing this? What is our business plans? What what need to stop? What we need to continue? And that's through Breakthrough Boss is super well explained. And as I was telling you, for two people that have different hours, we work on this. I go into Breakthrough Boss and I print everything. Sorry, people, I print and I write. And then I go back with all of that and I put it back and I review it and then we reprint it and we sit like it's an office and we review everything. And we make the decisions that way. That's why we don't know like we still think we are co-CEOs based on the example that you put before because for example, Tony is doing all the managing of the money because I don't know how to do that. Yeah. I don't have any I don't know how to manage my money. I have money or I don't have money, that's it. So, he's managing that part um he's managing the clarity calls, that is another thing that was so special in the program. People remember when we started Breakthrough Boss, we were so scared of the clarity calls. They are the most beautiful calls. Yeah. For anybody wondering what she's talking about, the clarity calls is essentially your market research. And I hear a lot of people that are like, "Oh, I'm terrified. I'm uncomfortable. I don't want to get on these calls. " And I'm like, "Babe, I love you, but if you're not willing to talk to people who might buy from you, you're not willing to do marketing and sales and you're not willing to have a business. " So, let's do it over here when you don't have anything to sell. Let's get comfortable having these conversations and really understanding what people want and what's going to make them want to buy so that when you go into the business, you're not going to have that discomfort cuz now you just know who you're talking to and you know how to talk with them. And Tara, after our we after our second webinar, we were like the first time, "Okay, the registration is here. " Mhm. And we get right. It was our first time and

we're like, "You know what people need? They need a clarity call. This is not They are not sure. " Yeah. And a clarity call is such a beautiful like we still sometimes doubt about it. Super just a quick footnote. Like so, the clarity call is what Tara described earlier, the you know, call your past clients and ask them, "Hey, so when you bought from me, like what were you looking for and how did it work out? " etc. And so, one thing we actually discovered is that nobody buys during our webinar. No one. Not yet. Not one person. But maybe it's because these are high-ticket items, too. You know, that might just be a thing. And or I'm learning how to get better at sales. But also, so we when our call to action during the webinar is no longer buy now, buy now. These prices are good till midnight tonight. We've tried that, we've tried that. Right. If it and I don't discourage people from trying that because it just depends on what you're offering, right? It's like try it and if it works, great. Or doesn't work five times, maybe that's a signal from the universe you need to try something else. So, our call to action now is to get onto a sales call, but we don't call it that. We're using the term clarity call, actually. — Yeah. But that is important because we have like an entire screen that say, "What happened during a clarity call? " Mhm. Everybody that is in the room because that is maybe one of the reasons. We have two different clients, the parent and the kid. Yeah. And maybe they are not in the same room at the same time. So, bring everybody that is going to make the decision. Bring your grades. Yeah. You're going to have the opportunity to talk to Anthony with a little more freedom and not with the shyness of being in a phone call with other people. And so, we have now that list of things and when they go and do the clarity call with Anthony, they plan the future of the kid. You know, like the other day it was this person that wanted like one of our big programs and she was so well prepared that Anthony was like, "I think with only six classes you're going to be done. " Yeah. The fact that was like, "Okay, I got it. Send me the invoice. That's what I want. " I love though that because what I'm really hearing here is something that I don't see in a lot of people. A lot of people will do a strategy and if it doesn't work, they think the strategy doesn't work. What they don't do is what you guys just demonstrated, which is, "Well, how is my audience going through this strategy and what are they needing? " And let me not ditch the strategy, but tweak it to match the person that's sitting in front of me. And that's what you guys did when you added on that call is look, this might just be too big of a decision for somebody to make. Let's add on this additional call so that we can have the conversation. And it's such a great example of really again, listening to the audience, right? It is always Our business is not about serving ourselves, it's about serving our audience. We don't have a business if we're not serving other people. But often times people will forget that and try to serve themselves and try to do the thing they think should work or they that they want to work. Sometimes we just really like an idea, but it's just not going to land. And you guys just demonstrated, no, we adjusted. We listened to what they were needing, we met their needs, and that's when we started to see the changes. And I can give you two more numbers that might be of interest. I just calculated these today cuz I was like, "Wait, what is my close rate anyway? " you know. And then I learned that there's like there is an ROI metric, lead to sale rate, which we're at 4. 96%. Apparently, that's really good. — That is very good. The funnel metric, webinar to sale rate, 13. 29%. Really good. Fantastic. — Yeah, no, this is giving me lots of reasons to feel a lot more hope than I have in some of the past months. And then the closer metric, the sales to call rate, 73%. Nice. That's amazing. Okay, do you guys remember having a conversation on one of the Catalyst calls a few months ago when you were like, "It's not working. We're not making enough money. The webinar is broken. It's like the funnel is not going to work. " And I was like, "Whoa, whoa, whoa. Show me the numbers, right? " I'm like Jerry Maguire, show me the numbers. So, you brought your funnel numbers to me and we looked at your cost per lead close rate and we looked at your return on ad spend. And I was like, "Y'all have a better funnel than I do. " — The only challenge was we didn't have enough people going into the top of the funnel to get the dollars out of the bottom of the funnel. Do you guys remember that conversation? Oh, yeah. I know I felt like I was talking YOU GUYS OFF A CLIFF. — NO, like one of the things also we have been talking about Breakthrough Boss. Well, we haven't talked about what happened and how our life changed a second time in Catalyst. Yeah. I am terrified of getting into Catalyst because of the money. People not because I want to be I want to have the beautiful things in life, but I was like how are we going to pay? Um and we were investing money in our business, so it was okay. The second thing is the two things

that happened. When we get into the deep thought of having a good question to bring on Tuesdays. Mhm. Oh my god, what an exercise of being meaning a minimalist of your madness. Yeah. And prepare one question. Yeah. That is a beauty and works wonders. I'm glad that you're pointing that out because I think a lot of people look at a mastermind like Catalyst and just think I'm just not going to get enough time. I'm out of it. But one of the exercises which she's talking about is I have people do is if you're going to ask a question, you have to start with the question and then we go into the background. So it's not this is happening in this and this and what should I do about it? It's how would you handle this particular scenario with this particular thing and then we go into any background. And the reason that I do this and somebody taught this to me years ago too. So I teach it to everybody. The reason that I do this is that it forces us to do the mental gymnastics that we need to do to get through the details and the drama and the emotions and the mess and just all of the stuff, right? Because as business owners we have so much stuff that we're swimming in that we often have a hard time getting down to the meat of the topic. Okay, what is the actual question here that I need to answer? What is the actual problem that needs to get solved? And so when you start practicing that, it's really yes, it's efficient for our calls. Bonus. [clears throat] But what it's really doing is training our brains to think differently as business owners. To not get lost in the detail, but to get right down into the meat of the topic. Like okay, what do I need what's the one thing that's going to move me forward in this situation without us getting caught up in all of the the details, the stuff that's happening. And I've really seen that. I've seen that in a lot of people, but I'm glad to hear that in you guys as well because it makes a difference in how we approach the rest of our business. I really do think yeah that having that structure in place you know it part of what you're doing is like you're not just saying oh, come on Tuesdays and learn how to be a boss. It it's the formulating the question that teaches your brain how to act like a boss. Yeah. Exactly. — And having that reinforced by like being able to show up and ask a coherent question and then get a coherent answer, you know, as opposed to coming and saying Tara, I don't know. I mean it's not working with this I don't know the webinar. It felt bad and everything's broken and the sky is falling and like no, you show up and you're like Tara, right now we are um we're offering people three things at the same time. Is there a decision fatigue? Right. That's a specific question that we can then address and that's one of the ways we've been tweaking the webinar by the way is that I think we were presenting too many options. So Yeah. — Well, because we are learning. But it was important that okay, we are going to learn. We are also need to have a bucket coming from this because otherwise you cannot be putting and not getting. The other thing important about Catalyst was what was going to happen on Fridays. [clears throat] In the first I was like silence? Yeah. Silence? It was like tasting my mind. But like Fridays is the day that Anthony and I sit and do the most difficult part of break through boss together. Yeah. She's talking about our deep work sessions where everybody sits quietly for 3 hours and works on independent projects and we take breaks and we check in on our progress, but for the most part it's just a bring whatever it is you know you need to get done, but aren't getting done or the hardest thing you need to get done and we're all going to cheer you on while we're all working on our own projects as well. And you know, I've been I've loved I mean not just from you guys. Everybody has said oh my gosh, Fridays is just like I didn't think it was going to be that impactful. It is so impactful. I'm making so much progress on things because I'm more focused than I would be if I were sitting working by myself. And we have a timer counting down. You got 50 minutes to get however much done you said you're going to get done. So dive in. Let's do it. All right, time's up. How much did you get done? Like there is something about that just turns our brains on. I just wanted to echo that in several different ways and one way is that I stole the idea by which I mean for one of my SAT classes I tell them okay, I want to train these kids to take tests Saturday mornings. So not practice tests at you know, 4:00 p. m. with a Starbucks in one hand and a phone in the other and in your pajamas. Um no, I have the kids log in at 9:00 a. m. on Saturday morning and I am there sitting there proctoring them. And so we are in silence, but they are learning how to take a test Saturday morning which is not what they normally are used to do, but it's training. Also then at the very end I will take like

20 minutes or something to go over some things with them. So there's a lot of benefit that they're getting out of this body doubling, right? This these deep work sessions sessions. And I get so much reading done of my own stuff like during the proctoring makes me so happy. Mhm. 17th century you know, European philosophy and stuff like that. It's like I love it. — When am I going to read that otherwise? I don't have time for that. I love it. Yeah. Now Catalyst is a is a game changer. Yeah. Because when you are in your own small business, it's our home. Mhm. We have [clears throat] a person sick at home. We have our cats doing crazy things. Uh in any moment you are going to end up in your pajamas. No, no, we dress by the way, I don't know if everybody does it, but we dress to work. Mhm. We dress to go to our meeting on Tuesdays very proud of doing that. We dress for Fridays our deep session. And we have been using every technique particularly me the I've been using the uh like the release of the burnout part of break through boss that is there. Yeah. It's very helpful because it's true that you always mention it and in the beginning I think anybody believe how difficult this is Yeah. to create a business. And how enchanting and beautiful it is. But your body is going to require from you so many different things. Mhm. Yeah. It's going to grow you. I say one more thing. This is kind of tagging on to something you mentioned earlier that like, you know, when we saw you know, let's see here. Historic like looking at the webinar historically, right? Yeah. Okay, we had our first webinar. Five people attended. Zero booked calls. Zero sales, right? — How exciting, right? And I say that now because like you know, then we had 11 people actually attended. Two booked calls. No sales again, but guess what everybody? We didn't give up. The third time we may have wanted to, but we didn't. And the third time okay, we had 16 people show up. Seven booked calls. We were clearly getting better at it. You have to be bad before you can be okay. You have to be okay before you can be good. And you have to be good before you can be stellar. And I'm starting to like believe that actually, right? I'm starting to believe that. And last something I said in one of our Catalyst meetings the last 2 weeks it just it just popped into it just came into my mind as a metaphor and everybody seemed to really like it. The webinar the first few times was like when you have that popcorn bag sitting in the microwave and you're watching it turn and nothing's happening and you're like nothing's happening. This microwave's broken. Mhm. And then in January I started to hear pop pop. And I was like okay, I need more popcorn than that though. February pop pop pop Okay, March was when I started to hear pop pop. — Right. We made more money I made more money you know, we made more money in March than I ever have in my life. In right? — Yeah. And I was like are you kidding me? And um you know, I know the math is going to like level out at some point cuz it's not like oh, then we'll make $40,000 in April and $80,000 in May and $160,000. I know that's not going to happen or at least I think that's not going to happen, but I don't know what is going to happen. My point is trust I'm sorry. I'm just going to finish the thought. My point is trust that the popcorn is going to pop. Yeah. Be patient. I mean you guys really you went through some trust seasons. You guys really went all out. You I remember you telling me you sold a car to start investing in ads. You were maxing out credit cards. You got and I really want to pull this out because I see a lot of business owners will come in and I like to use the vending machine analogy, right? Your business is a vending machine. It's designed to give you $100 bills, but it takes $10 to get that $100 bill out of the machine. And what most people will do is they'll either come in and shake the machine. They're spending all their time and energy just trying to get the machine to just give the money and maybe some money comes out, maybe it doesn't, but they get really tired really fast. They just burn out, right? Or they come in and they put pennies in the machine. They're like I am investing. I am investing, but they're investing pennies. So by the time it stacks up to the $10 to get that $100 out, months and months have passed and they've still been paying software and they've been paying their VA, taxes and their business license, and they don't have enough money coming in because they're not putting the money in as quickly to get the money out quickly. And you guys did the exact opposite. You're like, "I'm terrified. And I I think this is crazy, but also I think it makes sense. " And you guys pulled out all the freaking stops to invest in yourselves, invest in

the business, invest in the vending machine that you trusted before you saw results. I mean, you saw some results. You had some money coming in. It wasn't a completely unproven strategy. Yeah. Right. But you basically said, "Look, we have this thing. We're going to invest. We're going to show up. We're going to put all of everything on the line here so that it has to work. " That had to have been terrifying. Yes. That was It remains terrifying, but yes. — Yeah, I know. It was It was like impactful, but you needed to We needed to Okay, if we really want are going to jump into this together. And I remember you telling to somebody, "Cut your hair. Find a way to do your hair faster. cook faster so you have more time in the business. " I remember, I don't know if you said to me or somebody else like that, "Well, buy ramen soup. " Mhm. And Tony in the night arrive and I I order in Amazon an amount of ramen soup and Tony Tara, and it was — I don't feel like I ever said ramen soup because it's very high in sodium and I don't know if it's healthy for you. — But it was like that too. You do a big batch cook once a week, we freeze it so that on a school night, we're not thinking about making dinner cuz that's going to keep us up late, and then we're not going to sleep as well, and then we're going to wake up tired, and then the next day is going to be impacted. So it's not I want to be clear with everybody. It's not a matter of putting in a thousand hours and finding a way to like find more time to put in. It's not about that. It's about being efficient with the time that you have so that you don't feel like you don't have the time that you need. And then, you know, whatever you need to do to be strategic so that you can sit down in the hours that you've decided to sit down, and you can get done. Totally. And I have one more good of Catalyst because it's that you think it's those two moments. You think moments in between. So I put myself in this like in the beginning I didn't know how to post in the group, what to say. But then I got to a conclusion that I need to bring a a post in the Sorry. that matters to all of us because if we are all in this together. So if I bring something that really is going to give us to all of us an idea, it's good. Yeah. And that is my how I limit myself to my to create and to post. So okay, like right now that like uh And I don't know if you want to have this, but what happened between Emily and I. Mhm. Yeah. And that was like the most full circle of beauty. Yeah. Now she's help I'm her client and she was my client and now the SAT in other thing. And it was a beautiful relationship and she was so proud sending me Okay, this is the invoice. And it was No, my new invoice is this one because now I do it like this. What did you use to do your invoice? I used to click I'm using these other things. So beautiful that relationship give the best advice. is you're not only tapping into the hive mind, you're creating relationships. You're developing yourself and seeing yourself as a business owner because you're seeing other people as business owners, and they're seeing you the same way. You're able to collaborate and connect and work together. I mean, that is really the beauty of the mastermind. That's why all of my programs now, even Inner Circle when we're working one-on-one with people, they are still part of a mastermind. It is a hybrid. Because if I take out that group element, I am taking out so much value. You can learn so much from me, sure. I will toot my own horn. But I know you're going to learn a hundred times more by watching other people interact with me or listening to other people's questions or encouraging other people. — 100% Right? What's that phrase where the average of the five people we spend the most time with? Like I want to make sure that you are averaging some really powerful, inspiring people. Yeah. Tara, that is the beauty also post-pandemic because we have to see something beautiful about For me the pandemic was life-changing, right? Before the pandemic I was a completely different person. And one of the things that I love about these online businesses is that you're going to meet people that in any other way you were going to be able. So true. This is a spectacular that I can't wait to be Tuesday or Friday to see these people. How are you doing? How is their day? Are they Like it's a special. It's unique. Yeah. I prefer to be with them than to be with some of my friends that doesn't Why are you continuing that SAT? That you don't like that. And I'm like, You don't know anything. 100% — Okay, let me ask you this. If you guys were speaking to an entrepreneur who was where you were at in your business five months ago, right? Making the same decisions you were before Breakthrough Boss, before Catalyst, but just in that place of like, you know, it's kind of a

side hustle. We're doing this thing. We're, you know, maybe they're doing too many things or they're not sure what they need to be doing. Maybe they're facing the same emotions and challenges that you guys were facing. If you had one piece of advice for them, something that you would want them to carry with them as they built their business, what would you tell them? That is hard, actually. Um cuz my first thought was breathe. Amen. And that's actually not bad. That might be the one. But um there were several qualifiers in there, right? Like cuz there's the emotion, but then there's also they're doing too many things. I think one of the things I would say is focus on one thing and do that one thing. Um you you're reminding me of something I used to ask my students sometimes uh in a different context, like what's the best way to eat an elephant? Mhm. And the answer is one bite at a time. Mhm. And don't eat an elephant, people, but right? Um Or actually I do this with my math students when the So I'm going back to SAT now, but I'm thinking in analogies here. So sometimes my students will have a word problem this long this freaking long with like 12 moving parts, and they'll try to read it all. And I'm like, "No, no, no, no, no. You need to read this one line at a time and then do something. " Yeah. Pause. Breathe. Read the next line. Do it. Breathe. So I think yeah, I do one thing at a time and then breathe in between would be my advice. Yeah. What would is your advice? I would say like be kind to yourself. Mhm. But be brave. Mhm. And do it. Yeah. Because what else is there? You're going to keep doing the same that you have been doing and not giving you the results you want. Change. Yeah. It's a scary, but it's the best. Yeah. — Yeah. What do you think is the biggest mindset breakthrough you guys have had over the past five or six months? The biggest aha moment that's made the biggest impact. Specifically in and around mindset and the way that you approach things. I have a detail that I think will get me to where you're asking from. Um I think I've come to value my time more. Mhm. That's actually a big freaking deal. Yeah. Um partly because I know how much time, effort, energy, money it takes to produce the things we're producing. And so now, rather than feeling guilty about you know, charging 200 250 an hour, I now, with a straight face, charged someone the other day. I said, "Uh I could put this package together for you at, you know, 300 an hour. " And that felt fine to me given my given what I bring. Yeah. Feeling that feel like a real like not just let me ask and see if they fall for it, right? Um that's the mindset I've had is that I'm a fraud. It's This is the imposter syndrome we all kind of have to like evolve through, I think, or many of us have to evolve through. Some people should have imposter syndrome who don't, I think, but that's another issue. — This is true. Right? — Right? But enough about politics. Now, um — what I mean is um This is why we love having Tony in Catalyst here, — randomly making everybody laugh. No, but I really am starting to grow into the um when I ask for something that's worth my time, I feel less and less like I am wearing a mask and hiding behind it. I feel more and more like it's my actual face. Yeah. That feels good. I love it. In my case will be like deciding that I I'm not going to spend time with people that is not getting it. Yeah. I decided like There is a story of the how they built the Brooklyn Bridge and the designer, the engineer. And everybody in New York City went against him. Horrible. The story is so dark. And the day that the Brooklyn Bridge was done, he crossed it in a carriage with a rooster for good luck. AND EVERYBODY BRAVO! YAY! And all New York City, the Brooklyn Bridge is the best. Thousands of people died building it. I Well, we are building this because the other thing, we are just finishing the planning season and we are in our building season. We just have a moment and now we need to work harder and be more precise and disciplined. I'm not going to spend a second with somebody that is not sharing my vision. Mhm. That's what I can say. Preach. Dark. Amen. Amen. A freaking man. So, we're getting a rooster. Yeah. Oh, I hope so. And I want all the pictures. — They're going to send you a rooster TO YOUR FARM.

LIKE DAVID LETTERMAN. DAVID Letterman apparently sent horses to people and WHAT I'M GOING TO DO WITH THIS HORSE? IT'S A PRESENT. You have to take it. I would love to get that money wise and send roosters to everyone. — [gasps and laughter] — Oh, I love it. — can I tell you one other number thing? Um, so if I were to talk to somebody who was where I was like 5 months ago, sort of taking leaps of faith and saying, "Okay, well, my credit card is already this. Sure, I'll pay for another thing. Let's get a business coach, you know. " And there's some fear, desperation, and hope all built up in that. Um, one of the things that I would actually a huge piece of advice I would give is start tracking your numbers a lot earlier than I did because when I get a little scared, I look at my numbers and I see, "Okay, you know, we paid the webinar people, you know, Wojo, we paid them whatever 7,500 to get started with this. We've spent about $7,000 on ads. But then when you take that and look at the total income minus the ad spend, minus the Wojo costs, we've we already have $12,000 of profit beyond that. So, you know, joining Catalyst and Break Your Boss has already paid for itself. We already are making profit. Yeah. Just 5 months later. Yeah. That and I don't think my mind fully believes that. And so, I think like Do you know what I mean? Like we're catching us at a moment where that idea is starting to kind of like percolate through into the rest of me. You know, I'm waiting for it to like get the get out of the depths of my soul or whatever when I'll believe that this is stable and we're okay. You really are having to and we all have to readjust our nervous system to a new reality, right? Because if your reality was, "Hey, we're kind of just barely scraping by a year ago or less than a year ago. " And now the reality is, "Wow, we made $20,000 last month and this month we're already on track to surpass that. " The nervous system doesn't recognize that yet. Your nervous system will still act as though we're barely scraping by. And I love what you just said about you're taking time to look at those numbers and remind yourself because that's part of regulating our nervous system is just to remind it that, "Hey, we're safe. We're good. " We made these scary decisions. We took these leaps of faith. We took the risks. That's what makes us entrepreneurs is the willingness to take the risk. And now we're reaping the reward and okay, I can breathe. I can feel that. I can accept that. And it does take some time to regulate towards that. I know we had a conversation recently about celebration and making sure you're celebrating those numbers. What did you guys do to celebrate your 20K month? Your first You didn't just have your first five-digit month. You skipped right over and had a multi-five-digit month. What did you do to celebrate that? Well, I just want to say that it was like everybody that want to get into Catalyst during that session was the first time I couldn't work. I was like I I can't stop like containing my tears and Tony was No, nothing happened. It's going to be okay. I was, "Are you sure it's not the bank? It's not a mistake? " — When we finally begin For me it's difficult to express these things because other people is just struggling with their businesses. So, how they are going to feel if we share something that is like that? But we need to share it because it's going to give us hope all together. And I couldn't stop crying. Yeah. I couldn't stop crying after that the last hour I was crying, Tara. Yeah. All the time. And I was so scared that I duplicate my time in my vibration machine and my my tapping is calm down. It's real. You can do it. It's all okay. So, for the past months because everything was so intense for us in the investment, I have to work part of the time Mhm. like between my mother and our business and other graphic design things that came. So, now I'm back in business. I was all the weekend so like into I know I'm sorry, the celebration. One of the things we did though is we did We live in South Florida and we hadn't been to the beach for like 10 months or something like that. It's ridiculous. And [clears throat] so, we unplugged from everything here as much as we could, right? Um, and uh got a nice rosé from the south of France and went to the beach and uh just sat there and looked at waves and breathed. Yeah. — It was spectacular. But before that we went to a our uh um a restaurant that is like a I think it's a know in all the US and they have like this wine tasting. And we Do you have napkins and a pen? And we start like writing. And we're going to do this that with it. And we take a picture, Tara, and we send it to you.

Because we were like, "This energy this energy is going to work. " This was a sensation. So it's special. Yeah, it's kind of like we were celebrating, "Okay, the SAT courses seem to have a purchase on life, right? It's going to survive its infancy. " And at the Yeah, one of So, yeah, one of the things we went to Cooper's Hawk and did like a little wine tasting thing and we were drawing on napkins because we were like, "What we're going to do is we're going to take these psych social classes and we're going to create kind of a Break Your Boss structure for it where you have you move through your own modules and whatever and maybe I'll have an office hour once a week. So, we're just trying to copy you at this point, I think. That's fine. Yeah, yeah. It works, clearly. As long as it works, right? Sometimes we can. Sometimes we can take something that's working for somebody else and just plop it into our own business and it works great. You guys will find that, "Okay, we're going to do that and then we're going to tweak it and adjust it and make it our own. " And it's going to be different. There is going to be different than yours. And when they say copying you, who can copy you? Who has the balls to copy you? That is like a that thing that you have there is so particular. Like that get us all the time. Every time we are doing one of the Break Your Boss parts is our heart in that session and we don't click on done until we don't feel that we did it completely. Yeah. And we go back and we have to do it again and we go back I dream with a day that I don't know it's going to be a monkey flying monkey coming into my house. And we finish completely. But we're going to be there. We're going to celebrate our success. I don't know how, but it's very special. You are very good for my ego, Clo. — I appreciate you so much. And sometimes I am working and I say, "Oh, Tara Mia. " — Oh my gosh. I love it. Only one that brought the jokes, but all this relationship is based on joking. I love it. But yes, you have changed our life. I I appreciate that. I appreciate you guys being in the community. You've brought so much to the community yourselves. I have absolutely loved watching it it's been a little bit of a roller coaster ride, but that makes me excited because you've kept with it and I know what happens to business owners when they go through a roller coaster ride and they hang on tight and they keep going. And I've now we're seeing it. We're seeing this amazing thing start to come to fruition and all of these amazing results. And like you said, you're still only just getting out of the planning season. You're you've I mean, you've launched. You're in the building season, but you're like just now feeling like your foundations are solid and can start to build on them. What you guys are going to experience over the next year plus is going to blow your freaking mind. And I get to see it all the time, so I know the trajectory you're on. I know that you guys are like, "What are you even talking about? I don't know what that means. " It means that you're not even going to recognize yourself and the growth that you're going to have go through, not just the business growth and the financial growth, which is great. It's beautiful. We all love to make lots of money and be in comfortable places in our life and do good things with it. But the most exciting piece is how you guys are going to change and the confidence you're going to have and what you're going to feel. [clears throat] I Yeah, I'm like I'm starting to feel it over the last month or two that just when I wake up, I feel differently about myself or I think differently about myself. I I really do think we are transitioning from a certain like fear-based emotional economy to like, "Oh, what does today got in store? What do I have to do? What am I going to potentially mess up? " to like, "All right, what can I do now? " Haha. We're transitioning from fear to joy. Yeah. Oh. I love that. I freaking love that. You guys are doing amazing work. Thank you both for sharing all of your breakthroughs, all of the ups and downs, and the numbers, and the nitty-gritty. It's so helpful for other people who are in that situation and facing similar things. I really appreciate your openness with all of that because it really does make a big difference. Can you let everybody know where they can find you? Yes. Um, we are Well, right now probably the safest place would be uh the website anthonykruptutoring. com pending name change but right now we are at anthonykruptutoring. com — We want to see like making everybody find him as they found Tony for 14 years. Anthony Krup Tutoring that's the biggest search on Google for him. So we are going to stay in that but while we are building this academy that is already exists because our students are using it. Let me one moment I think when we start in the scaling season time we are going to make this a real thing that works uh

uh So yes in our website We'll have some yeah we'll we'll drop you know we'll give you various links etc. right. And by the way if anybody else is thinking about doing a webinar and you want to know how does a webinar work I would invite you to come to mine and hang out. Especially if you have kids that are prepping for college Anthony is amazing. Grab that webinar check out their services they are so good at what they do. All of those links will be in the show notes for everybody. You guys thank you so much for being here. — Yes thank you thank you. I appreciate you guys so much.