127 – How Flower Essences Attract Success with Deborah Werner of Earth Wind and Flowers

You're listening to gift biz on rapt episode 127.

My passion really is working on the deep level with the

essences. And like I said,

it, I feel,

Hi, this is John Lee Dumas of entrepreneur on fire,

and you're listening to gift to biz unwrapped.

And now it's time to light it.

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It's Sue.

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but for now,

let's get onto the show today.

I have the pleasure of introducing you to Deborah Warner of

earth, wind and flowers.

As a child,

Debra enjoyed gardening with her grandfather.

This is what inspired her to become a certified floral designer.

And then she learned about flower essences.

Flower essences are natural remedies made from flower blossoms,

which are used to uplift the mood for support in daily

life. This was her calling.

Debra became a certified practitioner and founded earth,

Her line of balancing sprays are sold in spas,

health, food stores,

yoga studios through practitioners and online Debra also educate on the

power of flowers,

offers private consultations and has been featured in the Chicago Tribune,

revitalized TV,

and numerous magazine and news articles.

Wow. That's a lot to take in Deborah.

Welcome to the show.

It's great to be here.

So thank you.

So I'd like to start off each episode by talking a

little bit about who you are in a different way,

and that is by having you describe yourself in the way

of a motivational candle.

So if you were to create a candle that has a

color that really resonates with you and some type of a

saying, describe to us what your candle would look like.

Okay, well,

my favorite color is pink and I like pink because pink

is a combination of white and red.

So white symbolizes heaven to me and red earth.

So I,

my candle,

the motivational quote says what I,

I can achieve.

I create from a place of joy,

how can it get any better than this?

I love that because talking about the positivity in the fact

that what you want to create and what you want to

achieve can be done.

Yes. I like to ask a question because then the universe

can answer it and the universe loves questions.

So then I can become open to receiving and surrendering to

what shows up for me.

After I ask the question every day,

something new can happen.

There you go.

Well, I'm one of those believers in law of attraction and

that nature is super powerful.

So I'm right with you there.

I want to talk about earth,

wind, and flowers.

This sounds so interesting to me.

So bring this back now.

I mean,

the business has been around now for almost 20 years,

but talk to us a little bit about how it got

started and how everything evolved As a child.

I was very sensitive to energy.

I remember being in my grandfather's garden and just loving the

garden, but then we had an L train in our backyard

and it was like in the alleyway,

just back from our backyard and it would come and I'd

be so happy in the garden.

And then this terrible energy of this electrical sparks and things

that came from the L train.

It really agitated me.

And as I was in the garden though,

I discovered that if I could be by the flowers and

have my feet on the grass,

and when the train came by,

the flowers seemed to protect me and I felt less agitated.

And then when I was an adult,

I created my own garden and I ended up just realizing

how much I love being around the flowers all the time.

It was just a natural thing for me,

but I went to school to study health and nutrition.

I was in college and then I realized,

why am I doing this?

Because I just want to be around flowers and be in

the garden.

I don't want to be a dietician or something,

even though I love nutrition because we used to grow our

own vegetables and organic soil.

And I thought that was what I needed to do,

but to help people.

But I decided to go to school and I went to

American floral art school in Chicago.

And I got certified as a designer.

And I really,

really did enjoy really for over a decade.

I was making flower arrangements and created bouquet for the bride.

I would deliver,

get well arrangements to the hospitals and new baby.

And I just really got a lot of joy from working

with the flowers.

But then after 10 years,

I just got like frustrated because I knew there was something

more, but I couldn't pinpoint it like this it's deeper level

with flowers that I couldn't express it,

but I knew it was inside.

I just didn't know what to do.

I loved my work,

but I just knew there was something else.

So I confided in a friend of mine who was actually

a psychologist.

And she said,

you know,

I heard of a psychiatrist.

That's teaching a class,

it's coming up in a few weeks.

And she is educating flower essences.

Apparently she's using them for her clients.

And it's helping with depression and anxiety and panic disorders,

insomnia. And the class goes for a week.

And I said,

Oh, I'm taking that class.

Definitely. It sounds right up my alley.

And then really within five minutes of the class,

she started talking about what a flower essence was.

I had never heard of an essence,

but right away,

she talked about how you take the plasm of the flower

and you float it in a crystal ball of water.

And the essence is really from the Duke and also from

the sun,

you put it in the sun and the sunlight,

and it's held in the spring water in the bowl,

but it's something like you two with the flower and Oh

my God,

that's what I was doing at my grandfather's garden.

With these flowers,

like I was sipping the do,

and I was putting it on my body.

You were,

yeah. Did anyone tell you to do that?

Or you just naturally did it?

No. No.

I was trying to get some help Because of that train

coming by So sensitive.

It's just stupid train.

You have the train to think.

Now I do.

Everything's on purpose.

And I knew right away,

within five minutes of her talking about this,

I go,

this is my calling.

This is it.

This is what I'm feeling inside.

When I can play with this,

you know?

And I went home right away.

I made my first flower essence.

It was so easy because I had really been a toonie

with the essences all my life,

even designing the bouquets Before you even really knew it.

So, all right,

first off,

I have to tell you that this is really interesting because

a lot of people that I run into are saying they

want to start a business.

They're not sure what,

maybe it's a second career,

or they don't want to work in the bank anymore,

whatever it is,

but they're trying to figure out what it should be.

And your story,

even up to this point is a perfect example because one

of the things I keep hearing from people as we do

these podcasts is it's something that really connected with them when

they were children.

I hear it over and over and over again.

So that is really interesting because you're just reinforcing that idea.

So if any of you are listening and you're thinking about

a business,

what did you love so much as a child that may

give you some clues as to what to do?

But now Debra question.

So you were working as a floral designer for 10 years,

and I think you loved it because you were talking about

how you love nature,

but were you feeling like there was just something missing?

There was something more,

Yeah, it was.

I mean,

when I first started designing flowers,

I was happier than anything because I could make these,

you know,

work with flowers every day,

hold them,

see the color,

smell them.

And to this day I still design flowers.

Like every day I'll take a walk and I can't help

make a bouquet for myself.

And I can still do weddings if I want,

but my passion really is working on the deep level with

the essences.

And like I said,

I feel it's just a calling.

Like I knew there was something more.

And I think I was doing that.

People would say my designs different from anybody else's because I

think I just felt it in my heart,

you know,

which flower would be for the scale.

Well arrangement,

you know,

for the person in the hospital.

I'm just thinking here too,

that you were very open.

We've kind of already established subtly here that both of us

believe in that law of attraction and the energy and all

of that.

But it sounds like because you were feeling like maybe there

was something more,

you were very receptive to clues or ideas.

I reached out for help because I really was getting frustrated.

Like I even said,

I'm dying creatively.

There's something more.

I know I can feel it.

I didn't really.

And thank God my friend said,

there's this class.

And really,

I think it's all on purpose.

You know,

I asked that question,

like I said,

if you asked a question,

be open to the answer,

what shows up for you?

Oh, good point.

I say,

how can I get any better than this?

I was happy,

but I knew I could be happier.

Right. Go to a deeper level still within the floral realm,

if you will.

And so when you took the class,

you said right away,

when you were in that class,

you're like,

okay, I've landed it.

This is it.

This is what I should be doing.

And so what happens from there though?

You have the thought,

but then where do you take it from there?

Well, I went home that day and I made my first

essence immediately.

It was so natural for me.

I'm like,

this is what I've been doing.

I've known all my life and I made it,

but I was a little kind of nervous.

Cause I brought the essence to the class.

The next day we still had,

you know,

a week long class.

And of course I drank the essence.

You can drink it.

Essences are taken.

You can drink them,

drops on the tongue.

I put them in sprays.

That was something I did later.

So I drank the essence.

I felt great.

I brought the tincture to the class and in this class

we had other psychologists,

but we also had some people are very sensitive to energy

intuitives and they could actually see energy.

Some people can see auras.

And I walked into the class and the one really exceptionally

intuitive man actually was taking a class.

He goes,

what did you do?

I was very shy back then the essences have helped me

be more outgoing,

but he was,

what did you do?

I go,

well, what do you mean?

And he goes from yesterday,

today, your aura it's completely changed.

It's so beautifully bright.

Oh my gosh.

And the flower it made the essence of it was a

pink flower.

He says,

Oh, beautiful pink aura.

I said,

well, actually I made an essence.

And then the teacher,

everyone got their attention and they go,

can we try it?

Wow, sure.

So they pass the essence or out with then I knew,

I'm like,

Oh my God,

it took,

you know,

like I did it,

I knew it.

But then to have right away at affirmation that I made

an essence,

Essences actually have a physical effect on you on your body

and on how you're feeling or your health or what is

it? All of the above.

They are just like that little girl in the garden.

I knew when that train was coming by.

And I had anxiety about that noise and that I knew

that if I sip from the do of the roses and

the peonies,

that it would go in my energy and I would feel

soothed and I'd be stronger,

you know,

less sensitive to that by bration.

And it would cleanse the energy too.

Now, somehow I knew that intuitively,

but I didn't know how it worked.

So that's why I had to go back to school.

I saw how powerful this was and natural to.

I had to know how each flower worked on the energy

field, but right away,

I kept making essences and using them for myself.

And it changed my life.

Like all my dreams start coming,

true, everything up better in every area of my life.

Just things should be Quickly.

That's crazy.

Really my prosperity,

my dreams,

you know,

relationship. I had my baby,

a healthy child and you know,

just like I got a new house,

I got married.

Yeah. Everything came to in my life.

And I was pretty stuck before that beautiful flower essence that

I made.

That's how powerful they are.

So I had to go back to school and learn,

which was fine because it was a passion.

I couldn't stop learning more and more and more about this.

That's all I wanted to do is learn about these flowers.

Oh, this is so interesting.

Deborah. So what happened next?

Well, Earth,

wind and flowers actually started.

I had all the equipment and so forth.

So I just continue to make essences.

I just focused on that.

So earth,

And then in terms of you turning it over and adding

in the balancing sprays,

that would have been 10 years later,

right? No,

I was designing for other floral shops prior to opening my

own. So I was a designer and then I decided to

open my own flower shop and then right away when I

did that,

I learned about the essences.

Got it.

So what happens then?

What would happen?

I kept making essences and reading about it and using them

on myself and my family.

And I started getting a few clients at a women's group

that we would meet we'd study books and stuff,

but you know,

they started using the essences and we were just having a

lot of fun with it.

But quickly this happened,

I got a phone call from a writer from the Chicago

Tribune and she said,

I worked for tempo and I got your name from several

chiropractors and psychologists in the area.

They said that you make flower essences.

I call it What?

Like, like how'd you get my name Started doing it.

And she said,

well, that's okay.

You know what?

We're doing an article on flower essences.

And there's very,

we're finding where it's a really specialized field is very few

people actually make an essence and we really appreciate it.

It's okay.

If you just start with,

you know,

would you mind if we interviewed you and again,

I was a little hesitant,

but then I go,

well, Okay,

because you were still shy back then,

right? I was still shy.

Josh flower essences.

They Help you with self-confidence and eventually I took the right

ones to help me.

And I'm a lot more confident and I'm not shy anymore

at all.

So I did the interview and it was quite interesting.

I really enjoyed the interview.

And then she said,

can we have a photographer come over and take pictures of

you making an essence?

I said,

Oh no,

I can't do that.

I said,

my husband doesn't even know I'm making essences yet.

I'm just kind of learning it,

you know?

And it's kind of like one of those things where you're

just attuning with the flower.

You just want to do it.

You in the flower,

you know,

you're not just with other people watching you while you're still

Testing the ground a little bit.

It's crazy that they contacted you so soon in your transition.

I said,

no, I can't have a photographer.

And then she called me the next day.

She was pleased.

She begged me please.

It would really help the article.

I go,

okay. I said,

all right.

So he came over and we did a photo shoot and

Ashley, he loved it.

He's like I reported on politics and things.

And he was,

this was really enjoyable for me.

I really loved it.

So within two weeks,

I'm in the grocery store and I look,

and there's my picture on the cover of the Tribune in

color. Well,

how exciting our In a crystal ball in my garden.

And then there's a big,

huge cover page on temple,

on color,

and then the cover.

And I was like,

Oh my gosh,

wow. Well then I realized,

you know what?

This is not just a business.

It's an evolution of my being a florist.

And it's something that was in my soul.

And it really,

it filled that creative desire that I had.

I knew something,

it was a deeper level.

So I realized,

you know what?

This is a calling.

It's not a business,

it's a calling.

I'm going to be doing this for the rest of my

life. And this is what I'm here to do.

It's a mission.

That's Powerful.

That's really cool.

Yeah, because I made this kind of change in my career.

It was still with flowers,

but I really just stuck with it.

And I loved it.

I was very happy and I realized that by being featured

like that right away,

it was only like an affirmation that,

Hey, you know what,

you're on the right path.

You know,

stick with it.

This is where you're supposed to be.

And then having something like a publication like that come out

in a newspaper.

I thought,

you know what?

This also speaks to me that I'm to get this in

the mainstream,

people need this,

you know,

people need this.

So the universe is supporting me moving forward on this path.

That makes sense to me.

Plus you weren't getting affirmation from people,

chiropractors, people who are already using it.

People from back in the class a while ago,

that it really does make some changes.

It affects people.

Tell you a little more about how they work.

I was called right away to make an essence of an

Iris flower,

the Iris flowers purple.

And it's a spring flower.

So spring flowers really support our rejuvenation of our energy.

I mean,

think about the flowers coming up in the spring.

After a long winter,

those are the ones that are really,

really vibrant,

right? They last real long.

So was I made an essence right away of it.

It's used for cleansing and opening up any stuck energy in

the body.

And when you have stuck energy in the body,

you tend to procrastinate.

You can be a little stubborn,

will tantrumy even like toddlers.

Sometimes they,

you know,

when you get angry,

you're kind of holding on to energy.

I was so glad I had this essence because one day

my daughter,

she was a teenager at the time.

And we were on our way,

driving to the Walgreens to get some poster board for a

project. She was due the next day.

And suddenly she just got really stubborn and she goes,

you know what?

I don't want to do this.

I'm not going to do this project.

I'm going to just get an F Just what you wanted

to hear mom.

And I'm like,

what are you doing?

I go,

you know,

I go,

Lindsay. I said,

what spray do you need?

And she was looking at me and she was creativity.

I know.

Yep. You named the sprays after different things.

Yeah. Titled chase.

I call it creativity because I was flower helps with your

creative flow.

So if you have stuck energy,

like even like writers black and I'm an artist too,

you know,

sometimes you just can't create,

you just can't.

Right. Well,

I'm thinking a lot of our audience can relate to that

because everyone's creator is here.

Yeah. Day.

Like you feel stuck and you're procrastinating.

Want to get this,

you know,

you have to get done.

You're really don't.

You just don't want to eat and you won't do it.

And so if you missed yourself with Iris essence and I

put a little lavender essential oil in that too,

because that helps to calm the nervous system,

because really you can't create anything.

If you are under stress or if you have stuck energy

in your field,

your things aren't flowing,

you can't create Well,

and your best work won't come out.

Either. It won't,

You mean like a school project,

you know,

and you don't want to do it.

That's hard.

So what are you going to do?

So I made her a battle.

We got the poster board and a fresh bottle and I

missed it.

Her over her head.

I missed her,

her body,

her, you know,

around her and right away,

she went to her room and I heard the computer going

and the printer and heard her cutting and pasting stuff,

you know,

guys up there.

And then she came down within 45 minutes and she goes,

okay, I'm all done.

I'm going to go out and play with my friends.

Okay. So the next day she comes home from school and

she saw a big smile on her face and she has

a poster board and she goes,

mom, I got an a on my project.

Oh gosh,

Actually I had my website and I have this creativity spray

was being sold on my website.

And so she went on my site and she wrote a

testimony. She was my mom's spray,

her sprays work And fast too.

They work fast.

Like seriously,

you sprayed it.

And she went up to her room almost immediately and got

to work Like 30 seconds.

Like not even a minute,

you start shifting your energy.

And sometimes it takes seven minutes or so,

but we heard it within 30 seconds,

seven minutes.

You're really shifting that energy right away.

Stubbornness and procrastination is stuck energy and you're holding onto it,

you know?

And then the essential oil lavender helps to calm the nervous

system. And so the two of them work synergistically together very,

very well.

So Deborah,

let's talk a little bit more about the creation of the

product. You'd already been trained on how to make it the

storage. I'm sure like what's shelf life on the product.

Well, the shelf life on the product,

I've had it tested and we use the natural preservative.

So it can be a couple of years,

but we say year after year,

you don't just get a new bottle.

She'll you're going to use up a four ounce bottle within

a year,

six months to a year anyway.

Okay. So that helps you in terms of production,

you can make quite a bit and still have it be

fresh. Oh yeah.

So when you were back creating and envisioning what this product

was going to look like,

talk us through a little bit about just what your thought

process was about,

how was it going to be presented to market?

What kind of container,

what kind of labeling?

How did that all progress?

Well, My affirmation that I said on my pink candle in

the beginning,

it's what I envision I can achieve.

So I like to think of myself as a visionary.

It comes naturally to me.

I can feel things and actually envision it quite easily.

So like the creativity spray,

I knew what the Iris flower did after taking it for

myself and sometimes even wake up and I go,

Oh yeah,

lavender. Perfect.

You know,

that would be a good balance for this.

And then I could see the label.

I like to use the harmonious quality of the flower.

So it's,

you know,

user-friendly to somebody who actually looks at the bottle and says

creativity and they go,

Oh yeah,

my creativity is really downright now,

you know,

I could use that.

So the balance would be being procrastination,

stubbornness writer's block.

So I just put the positive word on the bottle.

So I could envision these quite easily.

Like if I have a flower,

like I have a spray use for the real estate market,

this spray,

all you have to do is mist your house.

And you can miss yourself when you decide to sell Your

home. No way.

Yeah. It strengthens the whole energy field and you end up

attracting what it is that you need.

You're like a little bit of a witch doctor,

a modern day,

or maybe like a dream fairy or something.

I don't know,

pretty mad How it works,

but actually it's flowers are attractors.

They tracked it and they start blossoming.

And then they tracked in the bees,

the pollinators hummingbirds,

the air tractors.

I get the purest form of a flower and I put

it in the bottle.

And if you missed yourself,

you're going to get filled in with this beautiful attraction energy.

So you become the attractor.

I actually use all these sprays on myself before I market

them. And I had to sell my house.

Like it was on the market for a year and a

half. It was back in the market when it was like

2005 and the market was sluggish and I bought another house

and it was in Lake Geneva and I put money down

on everything.

I was really stressed out.

What do I do?

You know,

what do you do?

You put a St Joseph's statue in the ground.

You got a good realtor,

but you know,

there's nothing else that you can do.

Other than that,

really. So all of a sudden,

like I had this vision of a formula and I knew

which flower essences to put in.

And then I got which scent it should be.

I took an essential oil and I missed it.

My body,

I miss it,

all the rooms in my house.

Within three days,

I had a couple just came up on their bike and

they admired my house and they go,

we have been admiring your house.

We'd been driving by last few days and they go,

can we see it?

You know?

And I said,

sure. And I showed him the house,

the realtor wasn't around.

And that night they call me,

we are going to buy your house.

Oh my gosh,

that's crazy.

And they paid to the penny asking,

right. Wow.

I'm going to need some of that because my assistant's trying

to sell her house.

So we're going to talk about that a little bit more

later, but let's talk a little bit just because I'm thinking

that some of our listeners might be in a situation where

they're thinking of a product.

I'm curious,

you're saying bottle.

So you already knew that you were going to put it

in a battle.

How did you go about deciding what material or sourcing the

bottle? Well,

first one had flowers is earth friendly.

You know,

we promote heirloom seeds,

non GMO,

organic native plants,

just as back to the garden as possible.

I didn't want to use plastic bottles.

Okay. I said,

well, you know what?

We're going to use glass bottles.

That was came real easy to me.

You know,

this is going to come in a glass bottle.

It's going to be in a spray because you can drink

them, drops on your tongue.

But I think it's,

you know,

you can miss your house.

You can miss your body.

You can miss your pillow.

You can miss your friend,

your dog,

you know,

it's more fun to share it like that in a Mister.

It works just as effectively,

probably even better than if you drank it.

But I didn't want to do clear glass and to protect

it from sun light.

So we had a longer shelf life.

So I went ahead and used the blue bottles and the

blue bottles really protect the formula.

And that keeps it very,

very vibrant.

You want to keep it as high vibrational,

as possible,

as pure as possible.

Of course.

So that came pretty easy.

You don't use the glass bottles.

I worked on the preservative for awhile,

took me a little bit.

We had a laboratory that tested it and we found a

really great organic preservative that,

you know,

we have a long shelf life even over a year,

but you know,

I just tell people,

you don't use it in a year,

but we found that even these tinctures,

the actual mother tincture,

where we collect the essence and beginning,

then we dilute it.

They can last over a hundred years.

I would not have expected That.

So, and then what did you do on the pricing side?

How did you figure out what you were going to price

it? Because there isn't anything you were mentioning before you like,

you're one of the few people that provides this.

How do you determine what a price is going to be?

Well, I have a team I consult with and they helped

me with the pricing.

And there's a team of a women's groups that I tap

into. They also do a small business loans and they really,

they give free support.

So I check in with them on my pricing and they

show me how to,

you know,

always make sure that you take your costs.

And really,

they helped me get the actual class.

Like we had counted all the drops of the essential oil,

which was pretty tedious.

Oh, that's crazy.

Yeah. I guess you have to.

Right. And then we got an actual cost and then they

said, you always do all your overhead costs.

And then you put in your profit because if you can't

make a profit,

then you have to make a profit.

They call it,

you know,

cogs cost of goods sold.

And then you times it by three.

So you get your overhead,

your profit and your cost,

and really stuck to that rule.

And I haven't had to raise my prices really.

And over a decade,

I had one only one price increase when my supplies went

up, but we've kept it really cost effective and it pays

for our labor and they helped me with that.

And even if I do a trade show,

I can solve,

you know,

we look at the cost,

we look at my time if anyone wants to make their

own product,

but you got to take that in consideration your time,

your expertise as well.

That's something that we're so bad at here,

you know,

as creators in terms of making sure to value the time

that it takes to create something.

So summary for the listeners in terms of when you're thinking

about what your price is going to be,

the elements are the cost of actually creating it.

So that's the materials that are being put in any additional

packaging is included in there.

The time,

the labor that it takes to put it together in terms

of time.

And then as Deborah's talking about,

you also want to put in overhead,

you might run an office,

you have systems,

you have a website,

all of that somehow has to get covered and then margin.

This is money for yourself.

This is your income because if you're selling just at raw

cost, you're never going to make it your product won't be

viable for the future.

The other point that you're bringing up Deborah super smart is

that you're relying on other people too.

And you talk about having some advisers or some local people

that you can go and just run your ideas by because

you know,

you're the expert in your product.

And it's nice to have extra eyes on the business side

of things too.

and you can get free help from chamber of commerce.

You know,

they're retired business people that they love to help.

They'll sit down,

you can go meet at Starbucks or,

you know,

have a nice meeting.

I always have a sounding board when I'm making bigger decisions

of growth.

And yes,

it's really a smart thing to do.

So this all fabulous,

obviously the industry's flowers.

So it's pretty,

it's smells good.

You know,

all of that,

but you had to have some challenges along the way.

Can you share one with us and then walk us through

what you did to get past it?

Sure. I think my biggest challenge and,

you know,

I have such a passion for my work,

so I just love doing it.

But in the beginning,

1997, it was hard to have a product that really at

the time,

I think it was ahead of the times people were still

using for breeze and things like that.

And now,

now everyone wants to get back to organic products.

non-GMO vegan things that are made in smaller batches,

heirloom seeds,

and they realize the value of it.

Now, you know,

back then plus energy,

everyone knows about energy now,

you know,

everyone does yoga.

It's the big thing now.

Yeah. Yeah.

They go to their acupuncturist,

you know,

and people get lasting results.

So these are energetic balancing sprays.

So I think with,

you know,

stress is at an all time high people and going through

change and transition,

kids are stressed out at school.

They get frustrated.

The sprays are perfect product for the times now,

but that was,

you know,

20 years ago I started this,

but I'm finding out,

you know,

markets are really opening up now because they really understand the

work. So the frustrating part when it was ahead of its

time. So the challenge was that people just did couldn't relate

to it,

I guess.

Yeah. People like,

yeah, they didn't really relate to,

I would tell them what I did and they're like,

Oh, okay.

But that's why I went back and I educated.

And I go to my stores that carry my products and

I meet with customers,

you know,

one-on-one, I do little mini sessions with them to help them

select the spray that they need for the challenge that they're

going through.

And people are now they're really like,

they use them every day.

Like, I don't know what I'd do without my spray.

Yeah. So the person to person contact really got you over

that hump,

it sounds like you're primed for the future.

Just what you were talking about because the market is now

ready for it.

And it's the big,

hot thing.

But back then,

you're right.

People couldn't really relate to it.

And I totally understand,

because one of the businesses that I own,

the ribbon print company,

same type of thing,

because we sell custom ribbon printers,

but most people don't understand.

They think we print ribbon for people.

Like they just don't get it and it can be difficult

and it's not because they can't get it.

It's just because it's so different.

And it makes me think for a second,

I'm going a little off track,

but I think it would be really valuable for our listeners

is that I often run into people who say,

Oh, you know what?

I love baking.

And I would love to make cupcakes,

you know,

like that could be my business,

but so many other people are doing it.

People will say things like that.

Like everything's already been done things,

whether it's jewelry or a knit shop with yarn or,

you know,

whatever it is.

And I would suggest to you that it might not be

as bad as you're thinking to go in and do something

that yes has already been done.

The difference is you bring your personality,

you bring your style and you bring the whole aura and

vibe because every one of us is unique.

Right. You bring that to your product.

So you're listening to Deborah talking in me a little bit

about the challenge that there is when you're bringing something to

market that people can't relate to yet.

So it's a whole different issue to overcome.

So anyone who's having those doubts or those questions about whether

they should start something because someone else has done it before,

I want you to reconsider for the reasons that I just

said. So would you add anything to that,

Deborah? Well,

I stayed dead fast,

you know,

and devoted to the work.

Cause I knew it was a calling and that helped me,

even though sometimes it got a little lonely,

I didn't know a lot of people,

I could talk about my work too,

as much as I wanted to,

but you know what positive thing for me too was that

there's not a lot of people who make flower essences,

so I don't have a lot of competition.

So once this takes off,

you know,

there's not enough of us to go around.

So I don't really feel that I have to compete really

with anybody seriously.

You know,

I'm my own unique product.

Yeah, sure.

Yeah. There's a lot of flower shops,

but there's only one earth,

wind and flowers bouncing sprays.

That's right.

So what would you say is helping you bring in sales

today? Is there a promotion or event or some trick that

you have up your sleeve to help bring in sales?

Well, you know,

I had two brick and mortar shops and I decided to

close them because I could travel to the stores that carry

my product and train the salespeople.

And it freed me up to then do what I just

started doing now is these global telesummits,

you know,

where I can talk about my product and reach a larger

audience. It's more about that.

How did you get involved in the telesummits Actually,

they contacted me.

Everybody's contacting you.

Wow. Attracting it in,

I guess,

right. Factor field.

Because of the sprays.

There we go.

Yeah. I even have a spray called attraction,

so yeah.

I'm constantly making them and I miss myself,

but yeah,

they contacted me.

I did my first debut a couple months ago and I

got all new clients and I've been really busy,

just one-on-one sessions.

I do hour sessions with them and design custom design.

I call it up their own bouquet of flowers.

So, but their sprays,

you know,

their flowers in a bottle.

So they get their own custom bouquets and they can have

their five to seven different ones that they need.

But I can custom just tell where their energy's at and

tell them which one is the priority spray for them.

And I love it.

I just love doing that.

I can meet more people.

Wait a minute.

So when people have a consulting session with you,

you talk with them,

see where they're at,

see where they're feeling like they need to be.

And then do you suggest which bottles should have or do

you make them their own custom spray?

Well, I'm sensitive to energy so I can sense their energy.

And I know like what spray they need pretty quick.

Like within a minute they can just start talking about what's

going on in their life.

And I know exactly what any,

they don't even have to talk that much because I can

pinpoint which flower sprays are going to help them.

And then they get to use it for the next six

months. You know,

it only takes really,

sometimes it only takes a few minutes and sometimes it takes

a week.

Sometimes it takes three months,

you know,

deep rooted issues,

chronic insomnia.

But after a while,

then they call me and they say,

Oh, let's work on something else.

And, and then you'll direct them to a different one.

Yeah. Got it.

Oh, very cool.

So you're not custom blending for individual people.

Well, I'm custom creating what they need.

I have 45 different sprays in a market,

but I've made hundreds of them.

So if there's one that I haven't,

it's not on my website,

I'll know which one I'll just custom make it for them.

That is so cool.

So you've got the telesummit.

Is there anything else that you're doing just to get your

name out there?

Well, like I said,

I'd like to visit the stores that carry my product.

I come in at certain stores,

like, you know,

first Saturday of the month I do talks.

I do trade shows.

I love to meet people that are buying my products.

I like to help them select the sprays.

So that's fun for me,

real people person.

And, and once you really talk to somebody and you help

them and they become your client or customer for life,

sure. I've made the best friends.

And I met Paul Well,

and I would guess that they're also great to understand what

your next scent should be or what your next purpose should

be, you know,

based on what the spray is going to do,

staying close to your customers and listening to them is key.

So you do that automatically.

I do.

I do life coaching too.

And like I said,

my clients,

they have their session every month and sometimes takes a year.

They're going through divorce and they need to move so I

can help them through that change and transition,

to stay balanced,

smooth writing all the way through,

you know,

a lot smoother than if they didn't have coach and the

sprays to support them.

What's your system for keeping a customer.

Once they get started with you and become a client,

how do you stay in touch with them as you move

forward? They ended up contacting me when they need something and

I'm very easily accessible.

You can either email me or they'll call me or text

or message me on Facebook.

We do have a private Facebook page and I also have

public earth,

wind and flowers page as well.

So you're using social media for just staying in front of

your clients and a channel for them to be able to

get back to you as well.

Right. All right.

Do you have any resources or anything that you would suggest

that you really need to use every single day just to

keep everything in order,

make sure your systems are flowing properly and you know,

the business runs smoothly?

Well, I like to use that.

My website is the hostess,

Wix, Wix and Lex offers a lot of really modern up-to-date

really fun tools for me create,

I create a new spray tips on how to photograph them

and add new things quite easily.

And I also like to use,

so yeah,

I love the Google docs and the Google drive.

I've been doing a new series of videos,

so we're doing MP4.

So where I'm out making an essence and I'm talking about

the flower and then they're short videos,

but you can actually feel the energy of that flower and

get the support of it just by looking at me talking

about it.

So You share with me a link to one of the

videos so that I can put it in the show notes

so that we can see it.

Oh sure.

Just go on Facebook,

earth, wind and flowers.

And then you can just right away click on that.

You want to add it it's a public group.

So I post the videos there.

And if anyone wants to get in the private page is

called the garden of earth.

When a flowers,

since I started doing the telesummits,

I offered the people that bought my packages and anyone they

can come in on this private group and we get a

little more one-on-one type than the public group one or the

other. Then we post the videos.

Perfect. And I just referenced gift biz listeners,

the show notes page.

So all you need to do later,

if you're not catching something that we're talking about here,

just jump over to that show notes page.

I'll have links,

I'll have any other information that I think you'd want to

know from the podcast.

So just jump over there.

Any final advice,

Deborah, for someone who's just starting out someone who's new and

thinking, you know,

maybe I do want to start a business for myself.

What would you suggest now having done that for 20 years,

you're a veteran now.

Well, I would say follow your passion.

And if there's something inside,

just when you can envision,

you can achieve.

So take time to meditate,

you know,

do light that candle,

have a motivational quote for you.

I love that.

And then get help.

If you don't know how to make a business marketing plan,

you can go to chamber of commerce,

asked for a retired businessman or woman,

and they will help you make that business marketing plan.

And really you have to update it like every year,

usually really set your goals,

set them high set and practical daily and realistic too.

So that marketing plan,

even a vision board is really good.

Cause then like I'm a visual person.

So if I can see it,

like I was saying,

I can achieve it and I can create just by seeing

something right.

It can manifest,

like right now I want to get a new car.

So I see myself,

I'm feeling myself driving it.

I can,

there you go.

It's going to happen.

Perfect. Well,

I think a lot of people will have an idea and

they're not sure what that first step is.

So what you're talking about,

go seek some resources from your community who can help you

confirm and verify if you will,

what your idea is.

And then also help suggest next steps.

So that was great information for us,

Debra. All right.

Now, going along with the law of attraction,

which is what we kind of been talking about through all

of this,

I'd like to present you with a virtual gift,

it's a magical box containing unlimited possibilities for your future.

So this is your dream or your goal of almost unreachable

Heights that you would wish to obtain.

Please accept this gift and open it in our presence.

I'm kind of thinking there's a car in there,

but what else is inside your box?

Yeah, the car just popped out.

Definitely. What else is there?

I do see,

you know,

we are going into a girls' spurt now.

So I see a larger distribution facility to handle more orders,

you know,

nice and efficient,

like a win-win perfect fit for both.

Maybe it's an existing distribution company or we'll be able to

create a new spot,

but it's in nature and it supports my marketing and production.

And I see that I,

and I see a couple markets opening up or I can

help more people kind of picture two or three sprays.

So it would really help a lot of people and get

out there in a really big way.

So that would really be a great gift to get that

in place,

to expand the business.

I would love that.

See that Deborah,

I mean,

just like you're talking about how the market is opening up,

because that is what is so big right now.

So, so exciting.

And I think you're right with your dream is that the

challenge is going to be,

how do you keep up with demand?

A bigger distribution center in nature.

Sounds perfect.

Yeah. Having marketing support too.

I can,

I did get a new marketer.

She came in and when you call out for that,

I mean,

I'm ready to have,

you know,

we have part-time people that help,

but I'm really ready to have just more of a full-time

team. Yeah.

Sounds so exciting.

And I'm going to be watching and seeing how you progress.

I know it's going to be really fabulous.

You've already mentioned if our listeners want to get in touch

with your product or you you've talked about the two Facebook

pages already and also your website,

of course.

Can we order right from the website?

Yes. It's www.earth,

wind flowers.com.

Thank you so much,

Much for chatting with me today,

sharing all of your expertise,

your product sounds so interesting.

And I know it's helping so many people,

so that is fabulous.

Getting back to your motivational candle.

My wish for you is that that candle always burns bright.

Thank you so much for listening.

Hey, gift biz listeners.

If you're listening to this show,

the day it goes live and you're at the Philadelphia candy

show, come by and visit me at my booth.

We're in number four 18,

and we've got Monday and Tuesday.

So I'd love for you to drop by introduce yourself.

Also, if you are someone who's just now searching for a

new business,

I want to give you a little sneak peek into the

show for next week.

If you want to start some type of business,

but you don't have a product don't want to have to

set up all of your systems by yourself.

You want a little bit of help along the way.

I think you're going to find the next episode.

Awful interesting.

So make sure to join me next week,

subscribe to the podcast because that way you will know when

it goes live.

I look forward to us being together for the next show

until then have a great week that's around Today's show is

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