If you’ve been craving more freedom in your business, this episode is going to land in such a helpful way. In this episode of The Traveling Therapist Podcast, I chat with Nicole McCance about how she built and sold her group practice and now teaches therapists her five-step scaling method to create more space, ease, and possibility in their practices. She walks through the exact systems, hiring decisions, and marketing strategies that helped her grow to multiple seven figures.
We also break down the biggest mistakes therapists make when trying to scale, the simple shifts that lead to better retention, and why following up with clients can create a surprising boost in revenue. Nicole shares so many takeaways that show how structure and support can open the door to more freedom.
In this Episode, We Explore…
Connect with Nicole:
Instagram https://www.instagram.com/nicole.mccancemethod/
Podcast https://mccancemethod.com/podcast/
Facebook Group https://www.facebook.com/groups/947689352498639
Sign up for Nicole’s FREE Masterclass- How to Build a 7-Figure Group Practice → https://mccancemethod.com/webinar-free-masterclass-from-solo-to-superteam/
Connect with me:
Instagram: @thetravelingtherapist_kym
The Traveling Therapist Facebook Group: www.facebook.com/groups/onlineandtraveling/
Sign up to learn more about life as a Traveling Therapist: https://www.portablepracticemethod.com/free-training
Revolutionize Your Private Practice with AI Course: www.kymtolson.kartra.com/page/ai
Bill Like A Boss Insurance Billing Community: www.kymtolson.kartra.com/page/blab
Subscribe to the Podcast:
Apple iTunes | Spotify | Google Podcast | Stitcher | Amazon | Castbox
______________________________
Sponsored by Berries: Say goodbye to the burden of mental health notes with automated note and treatment plan creation! https://heyberries.com/therapists
Sponsored by Alma: Managing a private practice can be challenging. There are obstacles at every turn — from navigating the credentialing process, to managing finances, to finding new clients. That’s where Alma can help. Alma is on a mission to simplify access to mental health care by focusing first and foremost on supporting clinicians. https://helloalma.com/kym
______________________________
Transcript:
[00:00:00] Kym: Hey everybody. Welcome back to another episode of The Traveling Therapist podcast. We have a guest today that's already been a guest twice. That's how much I like her and having her as a guest because she brings so much amazing information. Her name's Nicole McCance. You guys have probably heard of her.
[00:00:13] Nicole, I'm so excited to have you back again to talk about this really cool idea. Solo to seven figures. Before we do that, let's check in 'cause it's been a little bit since we've caught up and that sort of thing. Have you traveled anywhere? Exciting. Done Anything fun that we could tell the
[00:00:29] Nicole: Oh my gosh. and this is the seven figure life like, 'cause I built and sold my practice, which we'll talk about. We were in Europe. I actually did my second cruise. I'm not really a cruise person. I don't, I don't know about you, but my kids love it. We did Greece, Turkey in Italy. I think it was our kids, third time in Italy.
[00:00:49] But it's so nice with kids because you go to bed. Then you wake up in a different country, there's no packing, there's no stress, there's no flights. So that's like my favorite part. Yeah.
[00:00:59] Kym: That's so cool. what kind of cruise was it? Because, you know, I love those like Viking cruises. I don't know. I did one of those one time, it was like luxury. It was amazing. Like a river cruise. So it's this, what kind of cruise did you
[00:01:11] Nicole: Yeah, so we did Royal Caribbean's amazing for kids 'cause they love the water slides. And I would say it's definitely luxury. Like the food is a I'm, I'm a foodie, so I like some good food and good wine and they had both.
[00:01:23] Kym: Oh, I love that. What a cool, cool trip. Yeah, I used to like cruises a lot and then I took one for 14 days and I got this, this is for all the traveling therapists listening. I got this something called mal disbarment syndrome, which is just so crazy. I got, it was like, it's like essentially like my vestibular system got de equalized or something.
[00:01:45] So for like four months I felt like I was walking sideways. It was like vertigo.
[00:01:49] Nicole: That didn't go away. That's so scary. I was worried about that. I bought all the things. I had these things behind my ears. They were, I think they worked. I felt great. I was scared to take them off.
[00:01:59] Kym: Yeah, so that was my, that's my cruise story. I used to cruise all the time with my mom. 'cause you know, she's older and that sort of thing. But anyway, that's beside the point.
[00:02:06] Let's talk about the seven figure lifestyle. 'cause I mean, I think every clinician really aspires to that. It's like either how am I gonna do it, like in my private practice, my rates and that sort of thing. Or scale to a group practice, which is what you teach, and then scaling it to a seven figure practice. Can we talk about that?
[00:02:23] Nicole: That'd be amazing. So I can, I'll quickly introduce myself just in case I'm new to some people. I was a therapist just like you. I did EMDR in couples for 15 years and I loved it. I was so clear that I was put on this earth to do this work and help people, but what happened is I just became really burnt out.
[00:02:40] I had a good life. We lived close to the water. I'm in Toronto. I'm a business coach that works with Americans too, but I live in Toronto. The amount that I had to work, to be honest. I can say this now as a retired psychologist, was almost unethical. Like my work ethic is a lot, but the amount it was, it was not great.
[00:02:58] And there was just one day that I said like, what if I could hire, like, what if I could actually make money and not have to sit in front of someone? And then I became pregnant with twins in 2016, and that was really the catalyst that I was like. Okay. I, I just wanna be home, you know? And I need money to afford these two babies, two cribs, two high chairs, two bet, you know, all the things.
[00:03:20] So in 2018. I started hiring and grew quite rapidly, 55 therapists in just three years, and we hit multiple seven figures in two. But what I wanna talk to you today about is my five step scaling method, because what led to freedom was not only that I hired, but that it was systemized and could run without me.
[00:03:43] Because if you hire without systemizing first, you'll become a CQA. You're not a CEO, you're a chief. Question answerer. That's not freedom. And we've all known the person who's like running the front desk because everything's chaos and a mess. So I love to chat with people, and also what happens when you create a revenue generating machine that runs itself.
[00:04:07] It's only a matter of time before someone wants to buy it. And that's when a psychiatrist said, I would love to take care of your people. I said no, but then I was like, wait. I became a full-time business coach teaching people how to do after.
[00:04:20] Kym: That's the coolest part though. You sold it and, but took the model and now you give it to other clinicians to be able to do this too.
[00:04:26] Nicole: because nobody was talking about it. I'm like, wait, okay. I've retired now. Like why don't I just teach this?
[00:04:31] Kym: Exactly. So let's talk about like the chief question, answerer. What does that person look like? Because I'm sure somebody's listening and they're like, wait, that's me.
[00:04:38] Nicole: Yeah.
[00:04:39] Kym: what, what are they, what are they doing versus what you teach? You know,
[00:04:42] Nicole: Yes, this is the person, yeah, who hasn't taken it out of their head and put it into a Google Doc yet, a manual. And the thing is, we take things for granted where we're like, well, they're gonna know that their notes are due 24 hours after a session. Or they're gonna know, you shouldn't email clients, private information, these little things.
[00:05:02] You want to write it And I give, if we ever work together, I just give them all, like I give them my SOPs. But you literally wanna write step by step how you are in your solo practice. And aren't we lucky with ai because now you just chat with your bot and then they'll just take it outta your head for you.
[00:05:22] Kym: totally. It's like, this is what I did today. Could you like turn this into an SOP and give it to my people?
[00:05:27] Nicole: Yeah, and I think we don't do it one 'cause we're busy and two, 'cause it's boring. That's the other thing. And then the other piece is it feels easy to hire. I hear all the time, Nicole, I made a bunch of mistakes now in working with you, but I just thought it's a post on Indeed. Like how hard is it to hire? Well, it is hard to find the good people and you need a system to find the good people as well.
[00:05:51] Kym: Yes. Okay. And I think we even did an episode on that one time because it was so important, even for me in my life. It's like I've hired so many people that just turned out badly, you know? And then you're stuck with 'em. They know everything. And then it's like, I, I don't know, it's just like this, like spiral of like inefficiency, that kind of thing.
[00:06:09] Nicole: I actually give like a six step hiring model. I say there's like six steps, six big hurdles to get to your hell. Yeah. You want this person at, at the end of the six steps to be like, oh my gosh, this, this is like a spectacular person. I hope that they pick me.
[00:06:25] Kym: So is that step one in your five steps scaling model is the hiring, or is there
[00:06:31] Nicole: That's, so it's called the method 'cause I have all the methods, so that's a totally different,
[00:06:35] Kym: Oh, totally different method. Okay. so let's talk about the five step scaling method, because literally, I mean, even on Instagram, right? This is what you see all the time. Any post it talks about like scaling to seven figures is like gold, right? So let's talk about what's your method to help people scale to seven figures?
[00:06:51] Nicole: Okay. Step one, systemize. Get it out of your head, put it in a Google Doc. Talk to your bot all day. And the thing is, people don't have time. I would talk on the way home. I love the verbal feature where you're just chatting away. Okay? Can you add this? Remind me of that. You know, write this down and then cut and paste it into a doc.
[00:07:11] Then number two, this is where you do build your dream team. I believe though your first hire should be a mini me. It should be you cloned here's what I mean. 'cause people are like, okay, but what does that mean? That they're a match in energy. You and I are high energy, personality, demographic.
[00:07:30] People want to see people. If you wanna offload your clients, I learned the hard way. I'll tell you about that in a sec. If you're in your twenties, they're looking for somebody who looks like you in their twenties. So similar in energy, personality, demographic, and obviously modality. Right? They're gonna do what you do or you're gonna train them.
[00:07:48] Kym: Yes. And to be clear, I mean we're, we're talking about there's assistance, but then there's also hiring the clinicians
[00:07:54] Nicole: This is gonna be your
[00:07:54] Kym: list over. Yes. To take over your wait list, essentially, if they're waiting for you, they want somebody just like you to be able to like see.
[00:08:02] Nicole: Yeah. And if you think about it, if you want freedom and you want to see a little bit less clients, you need a version of yourself. Because if you wanna move, some of, maybe even, I wanted to move some of my own clients over eventually, right? Because I was like, I wanna slow down, I'm gonna move them over.
[00:08:19] But I think I told you this, so when I was 27, you're gonna love this story because you're like a free the freedom queen. That's what I'm gonna call you.
[00:08:25] Kym: Yeah.
[00:08:26] Nicole: I was 27. I fell in love, I got engaged, and I moved to Russia, Moscow. I had a, a busy solo practice and I was like, do I close my practice and follow my heart?
[00:08:36] And I was like, yes, I did. So here's the problem. I moved my whole caseload. I'm talking like 30 to 40 people to a, not mini me. Okay? I go to Russia, it does not work out. I fell out of love. I fly, I come back six months. Six months later. Not one person had stayed with her, not one.
[00:08:57] Kym: my
[00:08:58] Nicole: Here's the thing.
[00:08:59] Demographic, I was 27. She was in her fifties. I don't know what I was thinking. I'm a big personality. She was more not direct and more calm, personality and slow. So I think when they showed up to the session, they were like, what is happening? Who is this? So I learned the hard way that you really need to find a mini me for high retention.
[00:09:20] Kym: It's almost like you had to go through all that to figure this out so you could perfect your method. know what I mean?
[00:09:25] Nicole: Beautiful. Don't understand.
[00:09:28] Kym: Yeah. Yeah. Okay.
[00:09:31] Nicole: Okay, so you've hired, okay, great. But, but the biggest fear I hear Kim, is what if I don't keep them busy? Now I'm like, this person's relying on me. And the second fear is, what if they leave? Leave? But the, that's the big one. So step three is attract clients with digital marketing. I'm like you, I love things that work while I sleep because there's that freedom piece again.
[00:09:54] So the first place before you turn on your digital marketing, whether it's the SEO or the Google Ads, is actually your website, making sure your website converts. There's so many therapists out there with a bad website. It's kind of like having a bad haircut. You don't really know you have one until later and you look back and you're like, wow,
[00:10:13] Kym: my gosh, that's
[00:10:13] Nicole: mullet I had a permed mullet when I was like 14 show pictures should, i And then the question becomes like, what is a good website? So I'll just give two tips 'cause I know this is a lot, but. Number one, remove the sad faces. I don't know about you, but I had stressed faces. I thought that was empathy.
[00:10:35] 'cause we have therapist brains, so I thought when they go to my website, they're gonna see an anxious person and they're gonna say, that's my life. Well, I met with a digital marketer and she said, what are you doing? And, and I told her and she said, here's the thing, Nicole. Marketing is aspirational. That's why you see the Sandals commercials, they're beautiful walking down this beach where no one is, sell them where they want to be.
[00:11:01] The picture of mom and dad with their baby. If you do couples or families laughing and looking at each other's eyes. So remove the sad photos. And here's the other big one. Faces are 30 to 50% more clickable. So if you have a picture of a beach that is not as good as a picture of a couple or a happy person, rocks, beaches, especially empty couches, we need to remove them and replace them with where people want to be, which is happy, laughing, reading a book, sipping tea.
[00:11:37] Kym: Oh my gosh. I can think of my first website and I definitely had the stacked rocks. You know
[00:11:43] Nicole: Yes. And people watching due to, the thing is it's calming. Like I love a good beach photo, but it's just, we don't want people to be calm on our website. We want them to take action, and taking action means clicking and being like, Ooh, you know, let me find out more. Can we talk about empty coaches?
[00:11:59] Kym: Yes, please. I'm sure I did at some point. I, I really do believe that I did at some point. I, I've had many iterations.
[00:12:06] Nicole: Well, like our, every industry has a different culture and like we love our empty couches. It kind of looks like we sell couches. Like if you just looked at the websites, right? So I had an empty couch and it got worse. I also had an empty waiting room and she said to me, it looks like nobody comes here.
[00:12:23] And I'm like. Oh my God. That's the subconscious messaging. But of course I explained we do this because we can't take actual pictures, so this is our thing, you know, that we do. So immediately I removed empty couches and replaced them with aspirational, happy faces.
[00:12:40] Kym: so smart. Oh my God. Such a good tip. So easy. Yeah.
[00:12:44] Nicole: So I hope people are like jotting now. So that's step three. Don't turn on your marketing engine until your website converts and start there. Now step four is convert clients. 'cause the clients are coming Nicole. But now What? Like, how do I book them? You wanna convert them with consult calls.
[00:13:02] Please offer a free consult call. and I actually believe having like an online booking button where they can click book themselves, a free consult call with you or with your therapist. They need to sample. We're selling trust, right? So they want to talk to you, and I actually think it should be 20 minutes and not 15.
[00:13:23] Kym: I was gonna ask you. Yeah. 'cause I hear different numbers for that. So you think 20?
[00:13:27] Nicole: We test. So I'm all about testing. When I say something, it's typically data driven. So we tested 15. Our conversion rate was okay, so you wanna conversion rate around 70 to 80%.
[00:13:37] Then we tested 30. 'cause I was like, oh, give it all to them. Like just come from a place of abundance. Guess what? It was still bad conversion. Why they felt great. 30 minutes. It was like almost
[00:13:48] Kym: all I needed.
[00:13:49] Nicole: Exactly. So the sweet spot tends to be 20, and here's why you need the first 15 to gather data, build trust, rapport, but you need the last five to do three things. One book, four sessions. You need time. And I, I don't think you wanna book one session, book four.
[00:14:10] You know, that's on the order of the treatment plan, right? Go over the cancellation policy that takes a minute and take their credit card. I teach private pay. I, I also work with a lot of in-network people, but I was all private pay and that takes a good five minutes. What happens? 15 minutes is not enough and then you're fumbling and rushing and they're, then guess what they say? 'Cause they have, they have no more time and they're like, you know what, I'll just book, just, I'll
[00:14:37] Kym: I'll call you
[00:14:37] Nicole: and you lose them. Yeah.
[00:14:40] Kym: do it right then. That is such a, that's like a closer tip. It's like, how do we close this
[00:14:44] Nicole: It's like sales training that I
[00:14:46] Kym: Yeah. I like that. I love that. That's amazing. Such good tips. Okay, so we got the consult call and then is that, that's the fourth step,
[00:14:54] Nicole: You got it. And then the last step, now, oh my gosh, Nicole, the clients are converting. This is working. This is amazing. I'm helping all these people. but guess what? I'm not the one doing the therapy. I'm like working less. My therapists are seeing the people. And most important tip stage that people miss, guess what it is?
[00:15:14] Kym: What?
[00:15:15] Nicole: Pop quiz.
[00:15:15] Kym: I don't know. What is
[00:15:16] Nicole: Retention.
[00:15:18] Kym: Retention.
[00:15:19] Nicole: we're, you know, it's so funny, and I'm like this too, we're so, I have so many people on my Instagram, so I'm always chatting and they're like more clients. More clients, but they're not paying attention to the clients that they have. And they're losing them in the back because they're not looking back.
[00:15:35] And the truth is, if you have good retention, then you don't have to focus on marketing as much. Like really focus on, of course the marketing. But if they're always falling out the back, then you are constantly exhausted trying to like feed the marketing machine. So retain clients with follow ups is the last step of the five step method.
[00:15:59] Here's what I mean. Are you following up when they No-show. And what I mean is you get your admin. I teach people how to find an admin to call some people no-show work, cancel, and they actually wanna reschedule. But then three weeks goes by. So are you on that immediately? There's three follow ups, one, no-shows and cancels.
[00:16:20] Two, are you following up if they don't book off the consult? They wanted to check their insurance. Life got busy. Did you follow up? Lastly, what about the people who ghosted you? Everything was great. They took that vacation, you never saw them again, and then you get busy. There's research that shows you can get a 20% revenue bump just by following up, and it's so simple, and especially if you have an admin, you're not the one doing it. You're traveling, you're hitting the cruises, all those things.
[00:16:52] Kym: Yes. how do you keep track of it if they're coming? 'cause I, I mean, I'm thinking back to my days when I saw a lot of clients, right? Like even in the back of my mind, I mean, I guess it's having an admin, 'cause I was trying to do it all on my
[00:17:03] Nicole: Yes, so I am, as you know, I have a six month business coaching program, so I'm the tracking queen. You're the traveling queen. I'm the tracking queen.
[00:17:10] What you do is your, your admin every single day. 'cause I had 55 therapists, so that was a lot. But, so she would go in and write down all the no-shows in a tracking sheet.
[00:17:22] So there's tracking. But even better, I had my therapist, if a consult called, didn't book, they would write it down and they would see other therapists. It was motivating if they're like, oh, why are none of my people. They would put names, they would put like client ID from the practice management ehr. So the, the therapist is putting a note in a tracking sheet and the admin does the rest.
[00:17:46] Kym: Amazing. oh, that's so smart, because then you're like really seeing statistics even as like leadership. You can go back and say like, why isn't this clinician's consults
[00:17:55] Nicole: my
[00:17:55] Kym: converting, like, how can I help?
[00:17:57] Nicole: You got it. Like then you know who your superstars are, who needs more training? If they're asking for a raise, you're double checking this sheet to TE check on their KPIs.
[00:18:08] Kym: Okay. So 20% bump in revenue just by following up in those three places.
[00:18:13] Nicole: following, it's free. I know.
[00:18:16] Kym: smart. when you're following up, is it a phone call? Is it an email? Like, is there a proven strategy? You do both. That's
[00:18:23] Nicole: So it's interesting because I think that less people are picking up their phone. Like I get spa calls all the
[00:18:29] Kym: Oh my gosh. I
[00:18:29] Nicole: thank God. Half the time my phone just like says, don't even bother kind of thing. So we used to do like phone first and then email. But you could, I would try both. I'm almost thinking email first.
[00:18:40] Now. I think you'll get people faster than phone if you text. We never texted clients, but some do, of course, private HIPAA compliantly. So you could also, I find a, a text people are faster at, 'cause they're like, the dopamine hit we're used to like when more likely to respond. Yeah.
[00:18:55] Kym: that's smart. So you collect their phone numbers and, and we'll do the SMS texting and, and all of that.
[00:19:00] Nicole: Yeah, so, and this is a client, right? So everything would be in the EHR, so you would just reach
[00:19:06] Kym: perfect. Oh, that's so smart. Yeah. Oh my gosh. What great strategies. Yes.
[00:19:12] Nicole: I know it is a lot and it works and it will lead to freedom.
[00:19:15] Kym: Yeah. And that seven figure mark you wanna get to, I mean keeping, keeping the clients in the loop alone is gonna give you that bump. I think that's amazing.
[00:19:23] Nicole: The biggest thing is, is you can't do it alone. So we both touched on admin and I think a lot of people don't hire an admin because they think, oh gosh, I don't know if I have money for cash flow to hire someone part-time. But I started with five hours a week.
[00:19:39] Kym: Yeah.
[00:19:40] Nicole: Hours a week. Like there's some psychology students that are so bright like we were back in the day, that wanna be us and they will work for you. And you they, they can be a W2 employee, but they don't have to be part-time.
[00:19:52] Kym: Oh, that's genius. Yes. So in the admin, are you looking for a mini Me too, or somebody that's like the opposite? Like, like me, I'm not organized at all. Am I looking
[00:20:01] Nicole: No.
[00:20:01] Kym: person or what am I
[00:20:03] Nicole: Yeah, so the six step hiring model, maybe I'll come back for that. It's more for my members. I don't share it too much 'cause I wanna like save some stuff for my members. But the very first, or the second step is a personality test. So. We ran this by, we have hr, American HR person in the program, an expert.
[00:20:19] So I wanted to make sure, this is like not discriminatory. You can use a personality test. You have to make sure it's rule specific and that you don't discriminate, of course. But we give them the big five it spells ocean, It measures like openness, conscientiousness, extroversion, agreeableness, and neuroticism.
[00:20:38] Kym: yes, yes.
[00:20:39] Nicole: But you wanna make sure they're very high in conscientiousness. That's their job to dot the i's cross the T's. Right? And funny enough, I want them a little bit neurotic and just hear me out. I want them about a 30, a range of about 30 score neuroticism.
[00:20:55] I found the best admin were slightly anxious and very detailed. They were anxious enough to double check twice that the door was locked at the end of the night. 'cause guess what? I had a non conscientious person. We had a hundred thousand dollars of neurofeedback equipment. They did not lock the door.
[00:21:12] Thank God in Toronto it was fine. No one stole it that day. You know, every other day we locked it. But um, so you just, the anxious personality. I wanna hire them. They're triple checking the email before they send it.
[00:21:25] Kym: Yep. I like that. The other thing I, 'cause I I went through this with trying to hire my own people is somebody that maybe isn't like, what's the scale where they're really entrepreneurial? I can't think of the name of it.
[00:21:35] Nicole: Oh my gosh, yes. So I also suggest that is step number five of the is the Colby.
[00:21:42] Kym: Oh yeah. The Colby, that's
[00:21:43] Nicole: Because we wanna rule out if they're entrepreneurial. So you want them low in what's called quick start? Yes. I found a measure to look, to find the entrepreneurial 'cause it's hard, like how do you know? And we don't want those people.
[00:21:55] We don't. So we don't want the mini mes in that way. Right, because they won't stay.
[00:21:59] Kym: Yeah. My VA like has no desire to like go out on her own, start anything. She was like super happy, just helping me and I'm like, this is exactly who I need. She's been amazing. Yeah. Yep.
[00:22:10] Nicole: in conscientiousness, obviously. Yeah.
[00:22:12] Kym: Totally. She's amazing. Such great tips. Oh my gosh, thank you so much. So tell us about your free webinar that you have, that you offer.
[00:22:20] Nicole: So first I have a podcast if people love listening to podcasts. I have one, the Business Savvy Therapist is what it's called, and I have a webinar that I do every single week. It is absolutely free and it's how to build a seven Figure Group Practice. Where I go over the nitty gritty of all the five steps and you can a like just show up and like actually hang out with me and ask me questions.
[00:22:42] Kym: Oh, that's amazing. Yes. And then tell us about your program.
[00:22:45] Nicole: So I have a six month business coaching program. We have 80 5-star Google reviews. I'm so proud. 80. I know. I only work with therapists and I only work with those in North America, only Canada, only America. And we have lawyers in the program, HR experts, digital marketing who else?
[00:23:06] Accountants and stuff. We have Julie Harris, I dunno if you know her. She's in, she's one of our experts that you have access to. 'cause the thing is for me. I kept losing momentum because I would have a question. I wouldn't even know what sometimes even what to ask or like I didn't have access to the right person.
[00:23:22] And of course I coach, I hang out with them every week and coach them.
[00:23:26] Kym: Yeah. Oh, that's wonderful. That's great. So you stay, you're staying personal, you're keeping yourself in there, not just hiring coaches that are gonna do it for you. Yeah. I love
[00:23:33] Nicole: got it? Mm-hmm.
[00:23:34] Kym: Amazing. So where do people find you? We'll, of course put it in the show notes too, but where would people find you?
[00:23:40] Nicole: Yes, the best place is the podcast. There's 70,000 of us over on Instagram as well. If you wanna come join our community, Nicole McCanns method. Yeah,
[00:23:48] Kym: Love it. Oh my gosh. Thank you so much for taking the time today. It's so nice
[00:23:52] Nicole: I just love being with you. You have the best energy.
[00:23:54] Kym: Too. Thank you so much.