Latest / Wedding Pros who are ready to grow - with Becca Pountney / A life full of temporary friends. With Fausto Pifferrer

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A life full of temporary friends. With Fausto Pifferrer · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  Exactly.
• 0:00
  And
• 0:01
  exactly.
• 0:01
  Don't
• 0:02
  let
• 0:02
  people
• 0:02
  get
• 0:02
  into
• 0:02
  your
• 0:02
  head,
• 0:03
  because
• 0:03
  this
• 0:03
  is
• 0:03
  an
• 0:03
  industry
• 0:04
  that
• 0:04
  is,
• 0:05
  I'll
• 0:05
  just
• 0:06
  say
• 0:06
  it
• 0:06
  with
• 0:06
  love,
• 0:06
  Catty
• 0:07
  and
• 0:08
  gossipy
• 0:09
  and
• 0:10
  you
• 0:10
  know.
• 0:10
  And
• 0:11
  it
• 0:11
  is
• 0:11
  what
• 0:11
  it
• 0:11
  is,
• 0:12
  but
• 0:12
  at
• 0:12
  the
• 0:12
  end
• 0:12
  of
• 0:12
  the
• 0:12
  day,
• 0:13
  you
• 0:14
  know
• 0:14
  what,
• 0:14
  your
• 0:15
  clients
• 0:15
  love
• 0:15
  you.
• 0:16
  That's
• 0:16
  all
• 0:16
  you
• 0:17
  need.
• 0:17
  Because
• 0:18
  like
• 0:18
  you
• 0:18
  said,
• 0:18
  they're
• 0:18
  not
• 0:19
  paying
• 0:19
  your
• 0:19
  bills.
• 0:19
  The
• 0:19
  client
• 0:20
  is.
• 0:20
  I'm
• 0:20
  Becca
• 0:20
  Poutney,
• 0:21
  wedding
• 0:21
  business
• 0:22
  marketing
• 0:22
  expert,
• 0:22
  speaker
• 0:23
  and
• 0:23
  blogger.
• 0:23
  And
• 0:24
  you're
• 0:24
  listening
• 0:24
  to
• 0:24
  the
• 0:25
  Wedding
• 0:25
  Pros
• 0:25
  who
• 0:25
  Are
• 0:25
  Ready
• 0:26
  to
• 0:26
  Grow
• 0:26
  podcast.
• 0:27
  I'm
• 0:28
  here
• 0:28
  to
• 0:28
  share
• 0:28
  with
• 0:28
  you
• 0:29
  actionable
• 0:29
  tips,
• 0:30
  strategies,
• 0:30
  and
• 0:30
  real
• 0:31
  life
• 0:31
  examples
• 0:32
  to
• 0:32
  help
• 0:32
  you
• 0:32
  take
• 0:32
  your
• 0:33
  wedding
• 0:33
  business
• 0:33
  to
• 0:33
  the
• 0:33
  next
• 0:34
  level.
• 0:34
  If
• 0:35
  you
• 0:35
  are
• 0:35
  an
• 0:35
  ambitious
• 0:36
  wedding
• 0:36
  business
• 0:36
  owner
• 0:37
  that
• 0:37
  wants
• 0:37
  to
• 0:37
  take
• 0:38
  your
• 0:38
  passion
• 0:38
  and
• 0:38
  use
• 0:39
  it
• 0:39
  to
• 0:39
  build
• 0:39
  a
• 0:39
  profitable,
• 0:40
  sustainable
• 0:40
  business
• 0:41
  doing
• 0:41
  what
• 0:42
  you
• 0:42
  love,
• 0:42
  then
• 0:42
  you're
• 0:42
  in
• 0:43
  the
• 0:43
  right
• 0:43
  place.
• 0:44
  Let's
• 0:44
  get
• 0:44
  going
• 0:44
  with
• 0:45
  today's
• 0:45
  episode.
• 0:47
  Today
• 0:47
  I'm
• 0:48
  chatting
• 0:48
  with
• 0:48
  Fausto
• 0:49
  Pifer,
• 0:49
  co
• 0:49
  founder
• 0:50
  of
• 0:50
  Blue
• 0:50
  Elephant
• 0:51
  Events
• 0:51
  and
• 0:51
  Catering
• 0:52
  and
• 0:52
  co
• 0:52
  owner
• 0:52
  of
• 0:53
  Real
• 0:53
  Maine
• 0:53
  Weddings
• 0:53
  magazine.
• 0:54
  With
• 0:55
  over
• 0:55
  40
• 0:55
  years
• 0:55
  experience
• 0:56
  in
• 0:56
  catering,
• 0:57
  and
• 0:57
  having
• 0:57
  met
• 0:57
  him
• 0:58
  in
• 0:58
  person
• 0:58
  at
• 0:58
  this
• 0:58
  year's
• 0:59
  Wedding
• 0:59
  mba,
• 1:00
  he
• 1:00
  seemed
• 1:00
  the
• 1:00
  perfect
• 1:00
  fit
• 1:01
  to
• 1:01
  be
• 1:01
  the
• 1:01
  first
• 1:01
  ever
• 1:02
  caterer
• 1:02
  to
• 1:02
  be
• 1:02
  interviewed
• 1:03
  on
• 1:03
  my
• 1:03
  podcast.
• 1:04
  I
• 1:04
  cannot
• 1:05
  wait
• 1:05
  to
• 1:05
  find
• 1:05
  out
• 1:05
  more
• 1:05
  about
• 1:06
  him
• 1:06
  and
• 1:06
  his
• 1:06
  story.
• 1:07
  Bausto,
• 1:07
  welcome
• 1:08
  to
• 1:08
  the
• 1:08
  podcast.
• 1:09
  Thank
• 1:09
  you
• 1:09
  for
• 1:09
  having
• 1:10
  me.
• 1:10
  And
• 1:10
  good
• 1:11
  afternoon
• 1:11
  to
• 1:11
  you.
• 1:11
  Good
• 1:12
  morning
• 1:12
  to
• 1:12
  me.
• 1:12
  Yeah,
• 1:13
  absolutely.
• 1:13
  Once
• 1:14
  again,
• 1:14
  I'm
• 1:15
  talking
• 1:15
  to
• 1:15
  someone
• 1:15
  on
• 1:15
  the
• 1:16
  other
• 1:16
  side
• 1:16
  of
• 1:16
  the
• 1:16
  world,
• 1:17
  and
• 1:17
  so
• 1:17
  we're
• 1:18
  all
• 1:18
  on
• 1:18
  different
• 1:18
  time
• 1:19
  zones
• 1:19
  and
• 1:19
  I
• 1:20
  cannot
• 1:20
  believe
• 1:20
  I'm
• 1:21
  over
• 1:21
  200
• 1:22
  episodes
• 1:22
  into
• 1:22
  my
• 1:22
  podcast
• 1:23
  and
• 1:23
  I've
• 1:24
  never
• 1:24
  had
• 1:24
  anyone
• 1:25
  from
• 1:25
  catering
• 1:26
  appear
• 1:26
  as
• 1:26
  a
• 1:26
  guest.
• 1:26
  So
• 1:27
  you
• 1:27
  are
• 1:27
  the
• 1:27
  first
• 1:28
  one.
• 1:28
  You
• 1:28
  are
• 1:28
  the
• 1:28
  representative
• 1:29
  of
• 1:30
  the
• 1:30
  catering
• 1:30
  world
• 1:31
  today.
• 1:32
  So
• 1:32
  before
• 1:32
  we
• 1:32
  get
• 1:33
  into
• 1:33
  catering,
• 1:34
  let's
• 1:34
  go
• 1:35
  back
• 1:35
  a
• 1:35
  little
• 1:35
  bit
• 1:35
  and
• 1:36
  find
• 1:36
  out
• 1:36
  more
• 1:36
  about
• 1:37
  your
• 1:37
  history.
• 1:38
  So
• 1:38
  have
• 1:38
  you
• 1:38
  always
• 1:39
  worked
• 1:39
  in
• 1:39
  wedding
• 1:39
  and
• 1:40
  events
• 1:40
  or
• 1:40
  did
• 1:40
  you
• 1:40
  have
• 1:41
  what
• 1:41
  I
• 1:41
  call
• 1:41
  a
• 1:42
  previous
• 1:42
  career
• 1:43
  before
• 1:43
  you
• 1:43
  entered
• 1:43
  this
• 1:44
  wild
• 1:44
  world?
• 1:45
  40
• 1:45
  years.
• 1:46
  August
• 1:46
  of
• 1:46
  2025,
• 1:47
  I
• 1:47
  did
• 1:48
  my.
• 1:48
  I
• 1:48
  celebrated
• 1:48
  my
• 1:49
  40th
• 1:49
  year
• 1:50
  and
• 1:50
  I
• 1:50
  actually,
• 1:52
  I
• 1:52
  dropped
• 1:52
  out
• 1:52
  of
• 1:52
  high
• 1:52
  school
• 1:53
  and
• 1:53
  I
• 1:53
  don't
• 1:53
  advocate
• 1:54
  that,
• 1:54
  but
• 1:55
  I'm
• 1:56
  going
• 1:56
  to
• 1:56
  be
• 1:56
  60
• 1:56
  soon.
• 1:57
  So
• 1:58
  these
• 1:58
  two
• 1:58
  women
• 1:59
  actually
• 1:59
  gave
• 1:59
  me
• 1:59
  my
• 2:00
  start
• 2:00
  to
• 2:00
  my
• 2:00
  career,
• 2:00
  and
• 2:01
  for
• 2:01
  them
• 2:01
  I
• 2:01
  will
• 2:02
  be
• 2:02
  forever
• 2:02
  grateful
• 2:03
  because
• 2:03
  I
• 2:04
  started
• 2:04
  in
• 2:04
  Philadelphia
• 2:05
  and
• 2:06
  there's
• 2:06
  not
• 2:06
  a
• 2:07
  historic
• 2:07
  mansion
• 2:07
  or
• 2:07
  museum
• 2:08
  that
• 2:08
  we
• 2:08
  never
• 2:08
  touched.
• 2:09
  It
• 2:09
  was
• 2:09
  just
• 2:10
  a
• 2:10
  great
• 2:10
  experience.
• 2:11
  And
• 2:11
  from
• 2:11
  there
• 2:12
  I
• 2:12
  went
• 2:13
  into
• 2:13
  planning
• 2:13
  and
• 2:14
  then
• 2:14
  had
• 2:14
  the
• 2:14
  catering
• 2:15
  company
• 2:15
  as
• 2:15
  well.
• 2:16
  And
• 2:16
  then
• 2:16
  we
• 2:17
  moved
• 2:17
  to
• 2:17
  Maine
• 2:17
  about
• 2:17
  19
• 2:18
  years
• 2:18
  ago
• 2:18
  and
• 2:18
  opened
• 2:19
  in
• 2:19
  this
• 2:19
  state.
• 2:19
  Wow.
• 2:20
  Okay,
• 2:20
  so
• 2:21
  let's
• 2:21
  go
• 2:21
  back
• 2:22
  to
• 2:22
  20
• 2:22
  year
• 2:23
  old
• 2:23
  youth
• 2:23
  then.
• 2:24
  So
• 2:24
  did
• 2:24
  you
• 2:24
  get
• 2:24
  a
• 2:24
  job
• 2:25
  working
• 2:25
  for
• 2:25
  someone
• 2:26
  else's
• 2:26
  business?
• 2:27
  How
• 2:27
  did
• 2:27
  you
• 2:27
  land
• 2:27
  up
• 2:28
  working
• 2:28
  for
• 2:28
  them?
• 2:28
  What
• 2:29
  were
• 2:29
  you
• 2:29
  actually
• 2:29
  doing
• 2:30
  when
• 2:30
  you
• 2:30
  got
• 2:30
  started?
• 2:31
  You're
• 2:31
  going
• 2:31
  to
• 2:31
  love
• 2:31
  this.
• 2:31
  I
• 2:32
  came
• 2:32
  back
• 2:32
  from
• 2:32
  London
• 2:33
  actually
• 2:33
  in
• 2:33
  86
• 2:35
  and
• 2:35
  had
• 2:35
  this
• 2:36
  epiphany
• 2:36
  because
• 2:36
  I
• 2:36
  was
• 2:37
  working
• 2:37
  with
• 2:37
  food
• 2:37
  my
• 2:38
  whole
• 2:38
  career
• 2:38
  and
• 2:39
  I
• 2:39
  said
• 2:39
  I
• 2:39
  can
• 2:40
  do
• 2:40
  catering
• 2:40
  and
• 2:40
  that's
• 2:41
  what
• 2:41
  I
• 2:41
  was
• 2:41
  going
• 2:41
  to
• 2:41
  do.
• 2:41
  And
• 2:41
  this,
• 2:42
  this
• 2:42
  wonderful
• 2:43
  woman
• 2:43
  gave
• 2:44
  me
• 2:44
  a
• 2:44
  shot
• 2:45
  at
• 2:45
  doing
• 2:45
  her
• 2:45
  wedding
• 2:46
  and
• 2:47
  I
• 2:47
  will
• 2:47
  be
• 2:47
  ever
• 2:48
  grateful
• 2:48
  to
• 2:48
  her
• 2:48
  as
• 2:49
  well
• 2:49
  because
• 2:49
  it
• 2:50
  was
• 2:50
  paper
• 2:50
  products
• 2:50
  and
• 2:51
  disposables
• 2:51
  in
• 2:51
  the
• 2:52
  bottom
• 2:52
  of
• 2:52
  a
• 2:52
  church
• 2:52
  basement.
• 2:53
  But
• 2:53
  that
• 2:54
  was
• 2:54
  the
• 2:54
  start
• 2:54
  of
• 2:54
  my
• 2:54
  career,
• 2:55
  if
• 2:55
  I
• 2:55
  look
• 2:55
  back
• 2:56
  at
• 2:56
  it.
• 2:56
  And
• 2:56
  then
• 2:56
  when
• 2:56
  I
• 2:57
  went
• 2:57
  to
• 2:57
  work
• 2:57
  for
• 2:57
  these
• 2:57
  two
• 2:58
  women,
• 2:58
  I
• 2:59
  do
• 2:59
  this
• 2:59
  impressive
• 3:00
  wedding
• 3:00
  for
• 3:00
  them
• 3:01
  and
• 3:01
  the
• 3:01
  girls
• 3:01
  wearing
• 3:02
  a
• 3:02
  Vera
• 3:02
  Wang
• 3:02
  haute
• 3:02
  Couture
• 3:03
  dress,
• 3:03
  which
• 3:04
  is
• 3:04
  Vera
• 3:04
  Wang
• 3:05
  prior
• 3:05
  to
• 3:05
  Kohl's.
• 3:06
  I
• 3:06
  always
• 3:06
  say
• 3:06
  that
• 3:06
  because
• 3:06
  I
• 3:07
  think
• 3:07
  it's
• 3:07
  funny,
• 3:09
  but
• 3:09
  you'd
• 3:09
  see
• 3:10
  the
• 3:10
  difference.
• 3:10
  There
• 3:10
  was
• 3:11
  no
• 3:11
  difference
• 3:11
  because
• 3:11
  both
• 3:12
  trusted
• 3:12
  me
• 3:12
  to
• 3:13
  do
• 3:13
  their
• 3:13
  event.
• 3:13
  And
• 3:14
  that's
• 3:14
  what
• 3:14
  I
• 3:14
  really
• 3:16
  love
• 3:16
  about
• 3:17
  my
• 3:17
  career
• 3:17
  and
• 3:18
  how
• 3:18
  I
• 3:18
  started.
• 3:18
  And
• 3:19
  I
• 3:19
  didn't
• 3:19
  know
• 3:20
  what
• 3:20
  I
• 3:20
  was
• 3:20
  doing
• 3:20
  when
• 3:20
  I
• 3:21
  was
• 3:21
  that
• 3:21
  age,
• 3:21
  you
• 3:21
  know,
• 3:22
  16
• 3:22
  and
• 3:22
  17,
• 3:23
  working
• 3:23
  in
• 3:23
  the
• 3:23
  food
• 3:23
  industry
• 3:24
  and
• 3:24
  then
• 3:24
  thinking
• 3:24
  I
• 3:24
  could
• 3:24
  be
• 3:25
  a
• 3:25
  caterer.
• 3:25
  And
• 3:26
  there
• 3:27
  was
• 3:27
  interesting
• 3:27
  to
• 3:28
  me,
• 3:28
  I'm.
• 3:29
  Always
• 3:29
  very
• 3:29
  impressed
• 3:30
  by
• 3:30
  catering
• 3:30
  because
• 3:31
  I
• 3:31
  am
• 3:31
  known
• 3:31
  as
• 3:32
  an
• 3:32
  absolute
• 3:32
  terrible
• 3:33
  cook.
• 3:33
  It
• 3:33
  is
• 3:34
  definitely
• 3:34
  not
• 3:34
  in
• 3:34
  my
• 3:34
  teens.
• 3:35
  I
• 3:35
  am
• 3:35
  not
• 3:35
  good
• 3:36
  at
• 3:36
  catering,
• 3:36
  but
• 3:37
  I
• 3:37
  really
• 3:37
  am
• 3:37
  good
• 3:37
  at
• 3:38
  eating
• 3:38
  other
• 3:38
  people's
• 3:39
  food
• 3:39
  that
• 3:39
  they
• 3:39
  make
• 3:39
  on
• 3:40
  the
• 3:40
  other
• 3:40
  hand.
• 3:40
  So,
• 3:41
  yeah,
• 3:41
  I,
• 3:41
  I
• 3:41
  love
• 3:42
  that
• 3:42
  you
• 3:42
  had
• 3:42
  that
• 3:42
  ambition.
• 3:42
  I
• 3:43
  love
• 3:43
  that
• 3:43
  you
• 3:43
  were
• 3:43
  just
• 3:43
  like,
• 3:44
  I'm
• 3:44
  just
• 3:44
  gonna
• 3:44
  do
• 3:44
  this.
• 3:45
  I'm
• 3:45
  not
• 3:45
  gonna
• 3:45
  let
• 3:45
  anything
• 3:46
  hold
• 3:46
  me
• 3:46
  back.
• 3:46
  So
• 3:47
  you
• 3:47
  worked
• 3:47
  for
• 3:47
  these
• 3:47
  ladies.
• 3:48
  At
• 3:48
  what
• 3:48
  point
• 3:49
  then
• 3:49
  in
• 3:50
  the
• 3:50
  last
• 3:50
  40
• 3:50
  years
• 3:51
  did
• 3:51
  you
• 3:51
  decide
• 3:51
  to
• 3:52
  go
• 3:52
  it
• 3:52
  alone?
• 3:52
  It
• 3:53
  was
• 3:53
  1999
• 3:55
  and
• 3:55
  I
• 3:55
  decided
• 3:56
  to
• 3:56
  branch
• 3:56
  out
• 3:56
  on
• 3:57
  my
• 3:57
  own.
• 3:58
  And
• 3:58
  even
• 3:58
  though
• 3:58
  it
• 3:58
  was
• 3:59
  a
• 3:59
  mistake
• 3:59
  at
• 4:00
  that
• 4:00
  time,
• 4:00
  I
• 4:01
  look
• 4:01
  at
• 4:01
  everything
• 4:01
  as
• 4:01
  a
• 4:02
  learning
• 4:02
  experience.
• 4:02
  I
• 4:03
  just
• 4:03
  got
• 4:03
  in
• 4:03
  business
• 4:04
  with
• 4:04
  the
• 4:04
  wrong
• 4:04
  people
• 4:05
  and
• 4:06
  mistakes
• 4:06
  happen
• 4:07
  and
• 4:07
  everything
• 4:07
  is
• 4:07
  a
• 4:07
  learning
• 4:08
  journey.
• 4:09
  And
• 4:09
  I
• 4:09
  did
• 4:09
  it
• 4:09
  myself.
• 4:10
  And
• 4:10
  when
• 4:10
  I
• 4:10
  realized
• 4:11
  that
• 4:11
  how
• 4:11
  much
• 4:11
  money
• 4:11
  I
• 4:12
  could
• 4:12
  make
• 4:12
  myself,
• 4:13
  I
• 4:13
  made
• 4:13
  them
• 4:13
  a
• 4:14
  lot
• 4:14
  of
• 4:14
  money
• 4:14
  and
• 4:14
  they
• 4:15
  traveled
• 4:15
  the
• 4:15
  world
• 4:15
  and
• 4:16
  I
• 4:16
  couldn't
• 4:16
  keep
• 4:16
  my
• 4:16
  electric
• 4:17
  on.
• 4:17
  So
• 4:17
  that
• 4:17
  was
• 4:18
  the
• 4:18
  decision
• 4:19
  for
• 4:19
  me
• 4:20
  to
• 4:20
  go
• 4:20
  out
• 4:20
  on
• 4:20
  my
• 4:21
  own.
• 4:21
  And
• 4:22
  since
• 4:22
  then
• 4:22
  I
• 4:22
  never
• 4:22
  looked
• 4:23
  back
• 4:23
  there.
• 4:24
  Everything
• 4:25
  is
• 4:26
  sort
• 4:26
  of
• 4:26
  a
• 4:27
  card
• 4:27
  that's
• 4:27
  held
• 4:27
  in
• 4:28
  your
• 4:28
  life.
• 4:28
  And
• 4:29
  that
• 4:29
  card
• 4:29
  was
• 4:30
  finished
• 4:30
  and
• 4:30
  I
• 4:30
  had
• 4:30
  to
• 4:30
  move
• 4:31
  on
• 4:31
  to
• 4:31
  the
• 4:31
  next
• 4:31
  part
• 4:31
  of
• 4:32
  my
• 4:32
  life.
• 4:32
  And
• 4:32
  it
• 4:33
  was
• 4:33
  making
• 4:33
  money
• 4:33
  for
• 4:34
  myself
• 4:34
  and
• 4:34
  the
• 4:35
  team
• 4:35
  that
• 4:35
  I
• 4:35
  put
• 4:35
  together.
• 4:36
  Amazing.
• 4:36
  And
• 4:36
  although
• 4:36
  it's
• 4:37
  a
• 4:37
  long
• 4:37
  time
• 4:37
  ago,
• 4:38
  do
• 4:38
  you
• 4:38
  remember
• 4:39
  that
• 4:39
  feeling
• 4:40
  of
• 4:40
  going
• 4:40
  out
• 4:40
  on
• 4:40
  your
• 4:40
  own?
• 4:41
  Because
• 4:41
  I
• 4:41
  know
• 4:41
  a
• 4:41
  lot
• 4:41
  of
• 4:41
  people
• 4:41
  listening
• 4:42
  to
• 4:42
  this
• 4:42
  podcast
• 4:43
  are
• 4:43
  maybe
• 4:44
  on
• 4:44
  the
• 4:44
  cusp
• 4:45
  of
• 4:45
  doing
• 4:45
  that.
• 4:45
  Maybe
• 4:45
  they're
• 4:46
  working
• 4:46
  for
• 4:46
  someone
• 4:46
  else.
• 4:47
  Maybe
• 4:47
  they
• 4:47
  have
• 4:47
  another
• 4:47
  job
• 4:48
  on
• 4:48
  the
• 4:48
  side
• 4:49
  and
• 4:49
  they
• 4:49
  want
• 4:49
  to
• 4:49
  go
• 4:50
  full
• 4:50
  time
• 4:50
  in
• 4:50
  their
• 4:50
  wedding
• 4:51
  business,
• 4:51
  but
• 4:52
  they're
• 4:52
  a
• 4:52
  little
• 4:52
  bit
• 4:52
  scared
• 4:53
  of
• 4:53
  letting
• 4:53
  go
• 4:54
  and
• 4:54
  doing
• 4:54
  it.
• 4:54
  Do
• 4:55
  you
• 4:55
  remember
• 4:55
  that
• 4:55
  feeling,
• 4:56
  or
• 4:56
  were
• 4:56
  you
• 4:56
  pushed
• 4:57
  rather
• 4:57
  than
• 4:57
  jumped?
• 4:58
  No,
• 4:58
  I
• 4:59
  was
• 4:59
  actually
• 4:59
  petrified.
• 5:00
  I
• 5:00
  thought
• 5:00
  I
• 5:00
  would
• 5:00
  be
• 5:01
  blacklisted
• 5:01
  in
• 5:01
  Philadelphia,
• 5:02
  that
• 5:02
  no
• 5:02
  one,
• 5:03
  no
• 5:03
  venue
• 5:03
  would
• 5:04
  put
• 5:04
  me
• 5:04
  in
• 5:04
  because
• 5:05
  of
• 5:05
  the
• 5:05
  longevity
• 5:06
  I
• 5:06
  had
• 5:06
  with
• 5:06
  these
• 5:06
  two
• 5:06
  women.
• 5:07
  And
• 5:08
  I
• 5:09
  was
• 5:09
  so
• 5:10
  shocked
• 5:11
  at
• 5:11
  all
• 5:11
  the
• 5:11
  venues
• 5:12
  allowing
• 5:12
  me
• 5:12
  to
• 5:12
  come
• 5:12
  in
• 5:13
  with
• 5:13
  my
• 5:13
  new
• 5:13
  company
• 5:13
  that
• 5:14
  they
• 5:14
  actually
• 5:14
  took
• 5:14
  other
• 5:15
  companies
• 5:15
  off
• 5:15
  to
• 5:15
  put
• 5:16
  me
• 5:16
  on
• 5:17
  because
• 5:17
  of
• 5:17
  the
• 5:17
  way
• 5:17
  I
• 5:18
  treated
• 5:18
  their
• 5:18
  venues
• 5:19
  and
• 5:19
  how
• 5:19
  I
• 5:19
  treated
• 5:20
  them
• 5:21
  in
• 5:21
  my
• 5:21
  career.
• 5:21
  And
• 5:22
  that
• 5:22
  was
• 5:23
  just
• 5:24
  amazing
• 5:24
  to
• 5:24
  me
• 5:25
  because
• 5:25
  I
• 5:26
  was
• 5:26
  so
• 5:26
  scared
• 5:26
  that
• 5:27
  I
• 5:27
  would
• 5:27
  not
• 5:27
  have
• 5:27
  that
• 5:28
  power
• 5:28
  over
• 5:29
  venues
• 5:29
  to
• 5:29
  come
• 5:29
  in
• 5:30
  because
• 5:30
  they
• 5:31
  would
• 5:31
  blacklist
• 5:31
  me.
• 5:31
  But
• 5:32
  they
• 5:32
  did
• 5:32
  not.
• 5:33
  Well,
• 5:33
  you
• 5:33
  must.
• 5:34
  That
• 5:34
  was
• 5:34
  an
• 5:34
  eye
• 5:34
  opener.
• 5:34
  You
• 5:35
  must
• 5:35
  have
• 5:35
  had
• 5:35
  some
• 5:35
  good
• 5:35
  relationships
• 5:36
  with
• 5:36
  them.
• 5:36
  As
• 5:37
  I
• 5:37
  always
• 5:37
  say,
• 5:37
  people
• 5:37
  buy
• 5:38
  from
• 5:38
  people.
• 5:38
  I
• 5:38
  know
• 5:38
  we're
• 5:39
  gonna
• 5:39
  talk
• 5:39
  about
• 5:39
  that
• 5:39
  a
• 5:39
  little
• 5:40
  bit
• 5:40
  more
• 5:40
  later,
• 5:40
  but
• 5:41
  actually,
• 5:42
  you
• 5:42
  know,
• 5:42
  you
• 5:42
  already
• 5:43
  had
• 5:43
  that
• 5:43
  relationship,
• 5:44
  and
• 5:44
  that
• 5:44
  helped
• 5:44
  you
• 5:45
  kind
• 5:45
  of
• 5:45
  take
• 5:45
  that
• 5:45
  step
• 5:46
  and
• 5:46
  get
• 5:46
  through
• 5:46
  the
• 5:46
  door.
• 5:47
  So
• 5:47
  when
• 5:48
  you
• 5:48
  started
• 5:48
  out,
• 5:48
  was
• 5:48
  it
• 5:49
  just
• 5:49
  you?
• 5:49
  Did
• 5:49
  you
• 5:50
  immediately
• 5:50
  hire
• 5:50
  a
• 5:50
  team?
• 5:51
  How
• 5:51
  did
• 5:52
  it
• 5:52
  all
• 5:52
  happen?
• 5:52
  I
• 5:53
  actually
• 5:53
  brought
• 5:53
  some
• 5:54
  of
• 5:54
  the
• 5:54
  people,
• 5:54
  and
• 5:54
  I
• 5:55
  did
• 5:55
  give
• 5:55
  my
• 5:55
  word
• 5:55
  to
• 5:56
  the
• 5:56
  two
• 5:56
  women
• 5:56
  that
• 5:56
  when
• 5:57
  I
• 5:57
  left
• 5:57
  that
• 5:57
  I
• 5:57
  would
• 5:57
  not
• 5:58
  touch
• 5:58
  their
• 5:58
  company
• 5:58
  or
• 5:59
  their
• 5:59
  clients
• 5:59
  for
• 6:00
  one
• 6:00
  year,
• 6:00
  and
• 6:00
  I
• 6:00
  honored
• 6:01
  that.
• 6:02
  So
• 6:02
  I
• 6:02
  didn't
• 6:02
  touch
• 6:02
  any
• 6:03
  clients,
• 6:03
  but
• 6:04
  staff
• 6:04
  actually
• 6:05
  followed
• 6:05
  me.
• 6:05
  And
• 6:06
  one
• 6:06
  of
• 6:06
  the
• 6:06
  longest
• 6:07
  staff
• 6:07
  people
• 6:08
  that
• 6:08
  have
• 6:08
  worked
• 6:08
  for
• 6:08
  me
• 6:09
  is
• 6:09
  33
• 6:09
  years.
• 6:10
  We
• 6:10
  worked
• 6:10
  together,
• 6:10
  and
• 6:11
  then
• 6:11
  she
• 6:11
  worked
• 6:11
  for
• 6:11
  me.
• 6:11
  She
• 6:12
  finally
• 6:12
  retired,
• 6:12
  and
• 6:12
  we've
• 6:13
  been
• 6:13
  together
• 6:13
  33
• 6:14
  years.
• 6:14
  Wow.
• 6:16
  So
• 6:16
  they
• 6:16
  followed
• 6:17
  me,
• 6:17
  and
• 6:18
  I
• 6:18
  put
• 6:18
  the
• 6:18
  team
• 6:18
  together.
• 6:19
  We
• 6:19
  worked
• 6:19
  well,
• 6:19
  and
• 6:20
  we
• 6:20
  took
• 6:20
  this
• 6:21
  company
• 6:21
  that
• 6:21
  we
• 6:22
  bought
• 6:23
  that
• 6:23
  was
• 6:23
  doing
• 6:23
  corporate,
• 6:24
  and
• 6:24
  corporate
• 6:25
  was
• 6:25
  really
• 6:25
  big
• 6:26
  for
• 6:26
  them,
• 6:26
  but
• 6:27
  I'm
• 6:27
  more
• 6:27
  wedding
• 6:27
  related,
• 6:28
  and
• 6:28
  we
• 6:29
  turned
• 6:29
  the
• 6:29
  wedding
• 6:29
  bigger
• 6:30
  than
• 6:30
  the
• 6:30
  corporate,
• 6:31
  so.
• 6:31
  And
• 6:32
  you
• 6:32
  mentioned
• 6:32
  as
• 6:33
  well,
• 6:33
  a
• 6:33
  little
• 6:33
  bit
• 6:34
  earlier,
• 6:34
  planning.
• 6:35
  So
• 6:35
  are
• 6:36
  you
• 6:36
  wedding
• 6:36
  planning
• 6:37
  and
• 6:37
  catering?
• 6:38
  How
• 6:38
  does
• 6:38
  that
• 6:38
  work
• 6:39
  together?
• 6:39
  Like,
• 6:40
  is
• 6:40
  it
• 6:40
  two
• 6:40
  separate
• 6:40
  businesses?
• 6:41
  Just
• 6:41
  get
• 6:41
  me
• 6:41
  up
• 6:42
  to
• 6:42
  speed
• 6:42
  on
• 6:42
  that
• 6:42
  side
• 6:43
  of
• 6:43
  things.
• 6:43
  So
• 6:43
  when
• 6:43
  we
• 6:43
  open
• 6:44
  the
• 6:44
  company
• 6:44
  here
• 6:44
  in
• 6:44
  Maine,
• 6:45
  we're
• 6:45
  Blue
• 6:45
  Elephant
• 6:45
  Events
• 6:46
  and
• 6:46
  Catering.
• 6:47
  So
• 6:47
  we're
• 6:47
  a
• 6:47
  planning
• 6:47
  company
• 6:48
  first
• 6:48
  with
• 6:48
  the
• 6:48
  catering
• 6:49
  attached
• 6:49
  to
• 6:49
  it,
• 6:50
  which
• 6:50
  actually
• 6:50
  makes
• 6:51
  a
• 6:51
  lot
• 6:51
  of
• 6:51
  sense
• 6:52
  because
• 6:52
  I
• 6:52
  always
• 6:52
  feel
• 6:53
  that
• 6:53
  planners
• 6:54
  really
• 6:54
  should,
• 6:54
  should
• 6:54
  know
• 6:55
  the
• 6:55
  back
• 6:55
  end
• 6:55
  of
• 6:55
  catering
• 6:56
  because
• 6:56
  it
• 6:56
  is
• 6:56
  the
• 6:57
  backbone
• 6:57
  of
• 6:57
  that
• 6:57
  event.
• 6:58
  You
• 6:58
  can
• 6:58
  plan
• 6:58
  all
• 6:59
  day
• 6:59
  long,
• 6:59
  but
• 6:59
  if
• 6:59
  the
• 7:00
  food
• 7:00
  does
• 7:00
  not
• 7:01
  come
• 7:01
  out
• 7:01
  on
• 7:01
  time
• 7:01
  or
• 7:02
  the
• 7:02
  caterer
• 7:02
  does
• 7:02
  not
• 7:03
  show
• 7:03
  up,
• 7:03
  you're
• 7:04
  left
• 7:04
  with
• 7:04
  just
• 7:04
  a
• 7:04
  pretty
• 7:05
  room
• 7:05
  and
• 7:05
  pizza
• 7:06
  being
• 7:06
  delivered.
• 7:07
  So
• 7:07
  I
• 7:08
  always
• 7:08
  say
• 7:08
  that
• 7:08
  you
• 7:08
  should
• 7:09
  work
• 7:09
  hand
• 7:09
  in
• 7:09
  hand
• 7:09
  with
• 7:10
  a
• 7:10
  caterer
• 7:10
  because
• 7:10
  they
• 7:11
  are
• 7:11
  your
• 7:12
  army,
• 7:13
  because
• 7:13
  we're
• 7:13
  the
• 7:13
  ones
• 7:13
  who
• 7:14
  bring
• 7:14
  the
• 7:14
  most
• 7:14
  staff
• 7:15
  in
• 7:15
  to
• 7:16
  do
• 7:16
  all
• 7:16
  the
• 7:16
  work.
• 7:17
  And
• 7:18
  so
• 7:18
  planning
• 7:19
  is
• 7:19
  my
• 7:20
  passion.
• 7:21
  And
• 7:21
  then
• 7:21
  the
• 7:21
  catering,
• 7:22
  we
• 7:22
  have
• 7:22
  full
• 7:23
  catering
• 7:23
  team
• 7:24
  for
• 7:24
  that.
• 7:24
  And
• 7:24
  so
• 7:25
  we
• 7:25
  work
• 7:25
  hand
• 7:25
  in
• 7:25
  hand.
• 7:26
  So
• 7:26
  I
• 7:26
  have
• 7:26
  full
• 7:27
  time
• 7:27
  planners
• 7:27
  that
• 7:27
  work
• 7:27
  for
• 7:28
  us
• 7:28
  full
• 7:28
  time.
• 7:29
  Wow.
• 7:29
  Yeah.
• 7:29
  And
• 7:30
  you're
• 7:30
  right,
• 7:30
  it
• 7:30
  is
• 7:30
  such
• 7:31
  an
• 7:31
  important
• 7:31
  part
• 7:31
  of
• 7:32
  the
• 7:32
  day.
• 7:32
  Just
• 7:33
  this
• 7:33
  week,
• 7:33
  actually,
• 7:33
  I
• 7:33
  was
• 7:33
  running
• 7:34
  a
• 7:34
  training
• 7:34
  day
• 7:35
  with
• 7:35
  a
• 7:35
  wedding
• 7:35
  venue
• 7:35
  here
• 7:36
  in
• 7:36
  the
• 7:36
  UK
• 7:36
  and
• 7:37
  I
• 7:37
  had
• 7:37
  a
• 7:37
  training
• 7:37
  day
• 7:38
  for
• 7:38
  15
• 7:38
  people
• 7:38
  that
• 7:39
  the
• 7:39
  venue
• 7:39
  had
• 7:39
  booked
• 7:39
  before
• 7:40
  and
• 7:40
  they'd
• 7:40
  actually,
• 7:41
  as
• 7:41
  part
• 7:41
  of
• 7:41
  that,
• 7:41
  15
• 7:42
  invited
• 7:43
  three
• 7:43
  of
• 7:43
  their
• 7:44
  external
• 7:44
  caterers
• 7:45
  to
• 7:45
  come
• 7:45
  in
• 7:45
  and
• 7:45
  join
• 7:46
  the
• 7:46
  training
• 7:46
  day.
• 7:47
  Because
• 7:47
  exactly
• 7:48
  as
• 7:48
  you
• 7:48
  said,
• 7:49
  they're
• 7:49
  such
• 7:49
  a
• 7:49
  crucial
• 7:50
  part
• 7:50
  of
• 7:50
  the
• 7:50
  day.
• 7:51
  And
• 7:51
  the
• 7:51
  conversation
• 7:51
  we
• 7:52
  were
• 7:52
  having
• 7:52
  is
• 7:53
  actually
• 7:53
  on
• 7:53
  a
• 7:53
  wedding
• 7:54
  day
• 7:54
  at
• 7:54
  this
• 7:54
  venue,
• 7:55
  there's
• 7:55
  probably
• 7:55
  only
• 7:56
  two
• 7:56
  people
• 7:56
  in
• 7:56
  the
• 7:57
  room
• 7:57
  that
• 7:57
  understand
• 7:57
  that
• 7:58
  the
• 7:58
  caterer
• 7:58
  and
• 7:58
  the
• 7:58
  venue
• 7:59
  are
• 7:59
  a
• 7:59
  different
• 7:59
  business.
• 8:00
  Everyone
• 8:00
  else
• 8:01
  in
• 8:01
  that
• 8:01
  room
• 8:01
  who's
• 8:02
  just
• 8:02
  sat
• 8:02
  there
• 8:02
  eating
• 8:03
  thinks
• 8:03
  that
• 8:04
  it's
• 8:04
  the
• 8:04
  same
• 8:04
  thing.
• 8:04
  And
• 8:05
  so
• 8:05
  if
• 8:05
  the
• 8:05
  food's
• 8:05
  not
• 8:05
  good,
• 8:06
  if
• 8:06
  the
• 8:06
  service
• 8:06
  is
• 8:06
  not
• 8:06
  good,
• 8:07
  if
• 8:07
  the,
• 8:07
  you
• 8:07
  know,
• 8:08
  the
• 8:08
  experience
• 8:08
  is
• 8:08
  not
• 8:08
  good,
• 8:09
  who
• 8:09
  gets
• 8:09
  the
• 8:10
  blame?
• 8:10
  Nine
• 8:10
  times
• 8:10
  out
• 8:11
  of
• 8:11
  ten,
• 8:11
  it's
• 8:11
  the
• 8:11
  venue.
• 8:12
  And
• 8:12
  the
• 8:12
  same
• 8:13
  with
• 8:13
  the
• 8:13
  planner
• 8:13
  situation,
• 8:14
  like
• 8:14
  it's
• 8:14
  all
• 8:14
  interconnected.
• 8:15
  I
• 8:16
  think
• 8:16
  that
• 8:16
  sometimes
• 8:16
  we
• 8:17
  forget
• 8:17
  that
• 8:17
  we're
• 8:17
  just
• 8:18
  this,
• 8:18
  this
• 8:19
  team
• 8:19
  within
• 8:19
  this
• 8:20
  event
• 8:20
  for
• 8:20
  this
• 8:21
  couple.
• 8:22
  And
• 8:22
  instead
• 8:22
  of
• 8:23
  jockeying
• 8:23
  for
• 8:23
  position,
• 8:24
  we
• 8:24
  should
• 8:24
  all
• 8:24
  jockey
• 8:25
  to
• 8:25
  make
• 8:25
  sure
• 8:25
  it's
• 8:26
  the
• 8:26
  best
• 8:26
  event
• 8:26
  that
• 8:27
  we
• 8:27
  can
• 8:27
  create
• 8:27
  for
• 8:27
  that.
• 8:28
  Because
• 8:28
  you're
• 8:28
  only
• 8:28
  as
• 8:29
  good
• 8:29
  as
• 8:29
  your
• 8:29
  last
• 8:29
  event,
• 8:30
  so
• 8:30
  it
• 8:30
  doesn't
• 8:31
  matter
• 8:32
  because
• 8:32
  by
• 8:33
  that
• 8:33
  Saturday
• 8:34
  end,
• 8:34
  you're
• 8:34
  already
• 8:35
  on
• 8:35
  the
• 8:35
  next
• 8:35
  event.
• 8:36
  And
• 8:36
  so
• 8:36
  I
• 8:37
  always
• 8:37
  say,
• 8:37
  work
• 8:37
  together
• 8:38
  and
• 8:38
  create
• 8:38
  a
• 8:39
  team
• 8:39
  that
• 8:39
  works
• 8:39
  together.
• 8:39
  And
• 8:40
  that's
• 8:40
  why
• 8:40
  I
• 8:40
  like
• 8:40
  to
• 8:40
  be
• 8:40
  the
• 8:41
  planner,
• 8:41
  so
• 8:41
  I
• 8:41
  can
• 8:41
  bring
• 8:41
  everybody
• 8:42
  in
• 8:42
  that
• 8:43
  I
• 8:43
  trust
• 8:44
  to
• 8:44
  put
• 8:44
  on
• 8:44
  the
• 8:45
  best
• 8:45
  event.
• 8:45
  So
• 8:46
  in
• 8:46
  terms
• 8:46
  of
• 8:46
  your
• 8:47
  business
• 8:47
  today,
• 8:47
  then?
• 8:48
  So
• 8:48
  as
• 8:48
  we
• 8:48
  sit
• 8:48
  here
• 8:48
  in
• 8:49
  2026,
• 8:50
  what
• 8:50
  does
• 8:50
  it
• 8:51
  look
• 8:51
  like?
• 8:52
  Do
• 8:52
  you
• 8:52
  have
• 8:52
  a
• 8:52
  lot
• 8:52
  of
• 8:52
  people
• 8:53
  working
• 8:53
  for
• 8:53
  you?
• 8:53
  How
• 8:53
  many
• 8:54
  events
• 8:54
  are
• 8:54
  you
• 8:54
  doing
• 8:54
  a
• 8:55
  year?
• 8:55
  Give
• 8:55
  us
• 8:55
  a
• 8:55
  picture
• 8:56
  of
• 8:56
  what's
• 8:56
  going
• 8:57
  on.
• 8:57
  Right
• 8:57
  Now
• 8:57
  I
• 8:58
  have
• 8:58
  10
• 8:58
  full
• 8:58
  time
• 8:58
  employees,
• 8:59
  which
• 8:59
  sometimes
• 9:00
  really
• 9:00
  scares
• 9:00
  me
• 9:00
  at
• 9:00
  night
• 9:01
  because
• 9:01
  payroll
• 9:01
  comes
• 9:02
  every
• 9:02
  two
• 9:02
  weeks
• 9:03
  and
• 9:03
  I
• 9:03
  have
• 9:03
  125
• 9:04
  that
• 9:05
  are
• 9:05
  on
• 9:05
  the
• 9:05
  books
• 9:05
  and
• 9:05
  I
• 9:06
  consider
• 9:06
  them
• 9:06
  employees
• 9:06
  because
• 9:07
  in
• 9:07
  the
• 9:07
  state
• 9:07
  of
• 9:07
  Maine
• 9:08
  everybody
• 9:08
  is
• 9:09
  taxed.
• 9:10
  So
• 9:10
  you
• 9:10
  can
• 9:10
  have
• 9:11
  a
• 9:11
  1099
• 9:11
  subcontractor.
• 9:12
  So
• 9:13
  they
• 9:13
  are
• 9:13
  technically
• 9:14
  all
• 9:14
  my
• 9:14
  employees.
• 9:15
  Wow.
• 9:15
  So
• 9:16
  you've
• 9:16
  got
• 9:16
  a
• 9:16
  huge
• 9:17
  team
• 9:17
  that
• 9:17
  you've
• 9:18
  built.
• 9:18
  And
• 9:18
  then
• 9:19
  in
• 9:19
  terms
• 9:19
  of
• 9:19
  events,
• 9:20
  like
• 9:20
  how
• 9:21
  many
• 9:21
  events
• 9:21
  are
• 9:21
  you
• 9:21
  doing
• 9:21
  a
• 9:22
  year?
• 9:22
  We
• 9:22
  do
• 9:22
  about
• 9:23
  125
• 9:24
  weddings
• 9:24
  a
• 9:24
  year,
• 9:24
  plus
• 9:25
  corporate
• 9:25
  in
• 9:26
  between
• 9:26
  Monday
• 9:26
  through
• 9:26
  Thursday.
• 9:27
  So
• 9:27
  it's
• 9:27
  fairly
• 9:28
  busy
• 9:28
  then
• 9:29
  in
• 9:29
  your
• 9:29
  life.
• 9:29
  Yeah,
• 9:31
  we
• 9:31
  just
• 9:31
  did.
• 9:31
  I
• 9:31
  thought
• 9:32
  we
• 9:32
  were
• 9:32
  going
• 9:32
  to
• 9:32
  have
• 9:32
  a
• 9:32
  slow
• 9:32
  January
• 9:33
  and
• 9:33
  we
• 9:33
  wound
• 9:33
  up
• 9:33
  doing
• 9:34
  four
• 9:34
  big
• 9:34
  events
• 9:34
  and
• 9:35
  we
• 9:35
  have
• 9:35
  our
• 9:35
  first
• 9:35
  wedding
• 9:35
  coming
• 9:36
  up
• 9:37
  February
• 9:38
  5th.
• 9:38
  6Th.
• 9:39
  February
• 9:39
  6th.
• 9:40
  Well,
• 9:40
  it
• 9:41
  never
• 9:41
  stops.
• 9:42
  It
• 9:42
  never
• 9:42
  stops.
• 9:43
  Okay.
• 9:43
  So
• 9:44
  looking
• 9:44
  back
• 9:44
  over
• 9:44
  that
• 9:45
  career,
• 9:45
  which
• 9:45
  is
• 9:46
  incredible,
• 9:46
  I
• 9:46
  love
• 9:46
  hearing
• 9:47
  about
• 9:47
  it.
• 9:47
  I
• 9:47
  think
• 9:47
  it's
• 9:47
  important
• 9:47
  that
• 9:48
  people
• 9:48
  understand
• 9:48
  the
• 9:48
  background
• 9:49
  before
• 9:49
  they
• 9:49
  start
• 9:50
  taking
• 9:50
  advice
• 9:51
  from
• 9:51
  you.
• 9:51
  But
• 9:51
  when
• 9:51
  you
• 9:52
  look
• 9:52
  back,
• 9:52
  I
• 9:52
  know
• 9:52
  you
• 9:52
  mentioned
• 9:53
  one
• 9:53
  little
• 9:54
  mistake,
• 9:54
  or
• 9:55
  maybe
• 9:55
  not
• 9:55
  so
• 9:55
  little,
• 9:56
  around
• 9:56
  how
• 9:56
  long
• 9:56
  you
• 9:57
  stayed
• 9:57
  working
• 9:57
  for
• 9:57
  someone
• 9:57
  else,
• 9:58
  but
• 9:58
  are
• 9:58
  there
• 9:58
  other
• 9:58
  things
• 9:59
  when
• 9:59
  you
• 9:59
  look
• 9:59
  back
• 10:00
  across
• 10:00
  your
• 10:00
  journey
• 10:01
  and
• 10:01
  you,
• 10:01
  you
• 10:01
  see
• 10:02
  mistakes
• 10:02
  that
• 10:02
  you
• 10:02
  made
• 10:03
  that
• 10:03
  other
• 10:04
  people
• 10:04
  could
• 10:04
  learn
• 10:04
  from?
• 10:05
  I
• 10:05
  think
• 10:06
  it's
• 10:06
  not
• 10:06
  trusting
• 10:07
  in
• 10:07
  yourself
• 10:08
  and
• 10:08
  believing
• 10:08
  in
• 10:08
  yourself
• 10:09
  that.
• 10:09
  I
• 10:09
  mean,
• 10:10
  I
• 10:10
  believed
• 10:10
  enough
• 10:10
  in
• 10:11
  myself
• 10:11
  to
• 10:11
  make
• 10:12
  somebody
• 10:12
  else
• 10:12
  all
• 10:12
  of
• 10:13
  this
• 10:13
  money,
• 10:13
  but
• 10:14
  I
• 10:14
  didn't
• 10:14
  believe
• 10:14
  in
• 10:14
  myself
• 10:15
  to
• 10:15
  make
• 10:15
  it
• 10:15
  for
• 10:15
  myself.
• 10:16
  And
• 10:17
  that
• 10:17
  was
• 10:17
  an
• 10:17
  eye
• 10:18
  opener
• 10:18
  for
• 10:18
  me
• 10:18
  because
• 10:20
  when
• 10:20
  I
• 10:20
  realized
• 10:21
  that
• 10:21
  my
• 10:22
  financial
• 10:23
  freedom
• 10:23
  grew
• 10:24
  and
• 10:24
  I'm
• 10:25
  certainly
• 10:25
  not
• 10:25
  wealthy,
• 10:26
  but
• 10:26
  I'm
• 10:27
  very
• 10:27
  comfortable
• 10:28
  and
• 10:29
  I
• 10:29
  took
• 10:30
  the
• 10:30
  risk.
• 10:30
  Moving
• 10:31
  to
• 10:31
  Maine
• 10:32
  19
• 10:32
  years
• 10:32
  ago
• 10:33
  and
• 10:33
  opened
• 10:34
  during
• 10:35
  2008
• 10:35
  was
• 10:36
  wonderful
• 10:36
  and
• 10:36
  money
• 10:37
  was
• 10:37
  flowing.
• 10:38
  2009,
• 10:38
  10
• 10:39
  and
• 10:39
  11
• 10:39
  was
• 10:40
  the
• 10:40
  recession
• 10:40
  and
• 10:41
  my
• 10:42
  entire
• 10:42
  body
• 10:42
  sunk
• 10:43
  because
• 10:43
  I
• 10:43
  moved
• 10:43
  to
• 10:43
  Maine
• 10:44
  with
• 10:44
  a
• 10:44
  newborn
• 10:44
  baby.
• 10:45
  Because
• 10:45
  my
• 10:45
  partner
• 10:45
  and
• 10:45
  I
• 10:45
  adopted
• 10:46
  our
• 10:46
  daughter.
• 10:47
  And
• 10:47
  that's
• 10:47
  why
• 10:47
  we
• 10:47
  moved
• 10:48
  to
• 10:48
  Maine,
• 10:48
  because
• 10:48
  we
• 10:49
  adopted
• 10:49
  her
• 10:49
  in
• 10:49
  the
• 10:50
  Philadelphia
• 10:50
  area
• 10:51
  and
• 10:51
  we
• 10:51
  wanted
• 10:51
  a
• 10:52
  little
• 10:52
  distance
• 10:53
  from
• 10:53
  her
• 10:53
  adopted
• 10:54
  state.
• 10:54
  And
• 10:54
  I
• 10:54
  just,
• 10:55
  you
• 10:55
  know,
• 10:56
  I
• 10:56
  just
• 10:56
  said,
• 10:56
  you
• 10:57
  gotta
• 10:57
  just
• 10:57
  keep
• 10:57
  moving
• 10:58
  on.
• 10:58
  And
• 10:58
  I
• 10:59
  used
• 10:59
  all
• 10:59
  of
• 10:59
  my
• 11:00
  retirement
• 11:00
  money
• 11:00
  and
• 11:01
  made
• 11:01
  sure
• 11:01
  that
• 11:02
  the
• 11:02
  company
• 11:02
  could
• 11:02
  be
• 11:02
  sustainable
• 11:03
  and
• 11:03
  eventually
• 11:04
  got
• 11:04
  it
• 11:04
  all
• 11:04
  back
• 11:04
  and
• 11:05
  I
• 11:05
  just
• 11:06
  basically
• 11:06
  borrowed
• 11:07
  it
• 11:07
  from
• 11:07
  myself.
• 11:08
  So
• 11:09
  there
• 11:09
  are
• 11:09
  days
• 11:09
  that
• 11:09
  you
• 11:10
  were
• 11:10
  fearful,
• 11:10
  but
• 11:11
  did
• 11:11
  you
• 11:11
  just
• 11:12
  keep
• 11:12
  going?
• 11:12
  Yeah.
• 11:12
  And
• 11:13
  moving
• 11:13
  state
• 11:13
  to
• 11:13
  state's
• 11:14
  a
• 11:14
  big
• 11:14
  deal
• 11:14
  again.
• 11:14
  There's
• 11:15
  people
• 11:15
  listening
• 11:15
  to
• 11:15
  this
• 11:16
  that
• 11:16
  I
• 11:16
  know
• 11:16
  are
• 11:16
  considering
• 11:17
  even
• 11:17
  just
• 11:17
  moving
• 11:18
  to
• 11:18
  a
• 11:18
  different
• 11:18
  part
• 11:18
  of
• 11:18
  the
• 11:19
  uk.
• 11:19
  And
• 11:20
  it's
• 11:20
  scary
• 11:20
  because
• 11:20
  actually
• 11:21
  a
• 11:21
  lot
• 11:21
  of
• 11:21
  wedding
• 11:22
  business
• 11:22
  and
• 11:22
  networking
• 11:23
  is
• 11:23
  locally
• 11:23
  based.
• 11:24
  So
• 11:25
  how
• 11:25
  did
• 11:25
  you
• 11:26
  kind
• 11:26
  of
• 11:26
  pick
• 11:27
  up
• 11:27
  and
• 11:27
  drop
• 11:28
  yourself
• 11:28
  in
• 11:28
  Maine?
• 11:29
  What
• 11:29
  did
• 11:29
  you
• 11:29
  do
• 11:29
  to
• 11:30
  rebuild
• 11:30
  those
• 11:30
  connections?
• 11:31
  Did
• 11:31
  you
• 11:31
  already
• 11:31
  have
• 11:32
  those
• 11:32
  connections?
• 11:32
  Were
• 11:33
  you
• 11:33
  having
• 11:33
  to
• 11:33
  travel
• 11:34
  back
• 11:34
  a
• 11:34
  lot?
• 11:34
  How
• 11:35
  did
• 11:35
  that
• 11:35
  work?
• 11:36
  Practically?
• 11:36
  I
• 11:37
  researched
• 11:37
  the
• 11:37
  entire
• 11:38
  area,
• 11:38
  and
• 11:39
  in
• 11:39
  2008,
• 11:40
  Maine
• 11:41
  wasn't
• 11:41
  as
• 11:41
  developed
• 11:42
  as
• 11:42
  it
• 11:42
  is
• 11:43
  today.
• 11:44
  So
• 11:44
  I
• 11:45
  had
• 11:45
  a
• 11:45
  leg
• 11:45
  up.
• 11:46
  And
• 11:46
  there
• 11:46
  weren't
• 11:47
  venues
• 11:48
  per
• 11:48
  se.
• 11:48
  There
• 11:49
  was
• 11:49
  maybe
• 11:49
  a.
• 11:49
  Maybe
• 11:50
  a
• 11:50
  handful
• 11:50
  of
• 11:50
  them.
• 11:51
  So
• 11:51
  I
• 11:51
  immediately
• 11:52
  started
• 11:52
  working
• 11:53
  up
• 11:53
  in
• 11:53
  the
• 11:53
  Camden
• 11:54
  area,
• 11:54
  which
• 11:54
  is
• 11:55
  about
• 11:55
  north
• 11:55
  of
• 11:56
  where
• 11:56
  we
• 11:56
  live.
• 11:56
  And
• 11:57
  I
• 11:57
  got
• 11:57
  two
• 11:57
  exclusives
• 11:58
  up
• 11:58
  there,
• 11:58
  and
• 11:59
  then
• 11:59
  I
• 11:59
  got
• 11:59
  an
• 11:59
  exclusive
• 12:00
  in
• 12:00
  Portland,
• 12:00
  which
• 12:01
  is
• 12:01
  like
• 12:01
  the
• 12:01
  heart
• 12:01
  of
• 12:01
  the
• 12:02
  city.
• 12:02
  And
• 12:02
  so
• 12:03
  my
• 12:03
  exclusives
• 12:03
  were
• 12:03
  building
• 12:04
  us
• 12:04
  up
• 12:04
  because
• 12:05
  I
• 12:05
  was
• 12:05
  always
• 12:05
  taught,
• 12:06
  go
• 12:06
  after
• 12:06
  the
• 12:06
  exclusive.
• 12:07
  You'll
• 12:07
  always
• 12:07
  have
• 12:07
  work.
• 12:08
  And
• 12:08
  then
• 12:09
  I
• 12:09
  started
• 12:09
  working
• 12:09
  with
• 12:09
  other
• 12:10
  venues
• 12:10
  that
• 12:10
  were
• 12:10
  starting
• 12:11
  to
• 12:11
  develop
• 12:11
  and
• 12:11
  started
• 12:12
  creating
• 12:12
  their
• 12:12
  programs
• 12:13
  for
• 12:13
  them.
• 12:14
  And
• 12:14
  from
• 12:15
  there,
• 12:15
  in
• 12:15
  2013,
• 12:16
  Maine
• 12:17
  really
• 12:17
  developed.
• 12:18
  I'll
• 12:18
  tell
• 12:18
  you
• 12:18
  how
• 12:18
  undeveloped
• 12:19
  it
• 12:19
  was.
• 12:19
  There
• 12:20
  were
• 12:20
  no
• 12:20
  rental
• 12:20
  companies
• 12:21
  that
• 12:21
  had
• 12:21
  Chavari
• 12:22
  chairs.
• 12:23
  And
• 12:23
  so
• 12:23
  there
• 12:24
  was
• 12:24
  only
• 12:24
  one
• 12:24
  company.
• 12:25
  I
• 12:25
  think
• 12:25
  they
• 12:25
  had
• 12:25
  about
• 12:25
  150
• 12:26
  of
• 12:26
  them.
• 12:27
  So
• 12:27
  I
• 12:27
  actually
• 12:27
  had
• 12:27
  to
• 12:28
  buy
• 12:28
  my
• 12:28
  own
• 12:28
  for
• 12:29
  a
• 12:29
  venue.
• 12:29
  We
• 12:29
  took
• 12:29
  over.
• 12:30
  Wow.
• 12:30
  And
• 12:31
  so
• 12:31
  it
• 12:31
  was
• 12:32
  that.
• 12:32
  And
• 12:32
  then
• 12:34
  2011-2010-2010-2011,
• 12:35
  2012,
• 12:37
  that
• 12:37
  was
• 12:38
  still
• 12:38
  the
• 12:38
  end
• 12:38
  of
• 12:38
  the
• 12:38
  recession.
• 12:39
  And
• 12:39
  around
• 12:39
  2012,
• 12:40
  13
• 12:40
  and
• 12:40
  14,
• 12:41
  Maine
• 12:41
  exploded.
• 12:42
  And
• 12:42
  today
• 12:43
  there's
• 12:43
  about
• 12:44
  89
• 12:44
  venues
• 12:45
  in
• 12:45
  the
• 12:45
  state
• 12:45
  of
• 12:45
  Maine,
• 12:46
  and
• 12:46
  our
• 12:46
  footprint
• 12:47
  is
• 12:47
  on
• 12:47
  a
• 12:48
  large
• 12:48
  chunk
• 12:48
  of
• 12:48
  them.
• 12:49
  Wow.
• 12:49
  So
• 12:49
  you've
• 12:50
  seen
• 12:50
  a
• 12:50
  lot
• 12:50
  of
• 12:50
  change
• 12:51
  in
• 12:51
  that
• 12:51
  time,
• 12:52
  and
• 12:52
  I'm
• 12:52
  guessing
• 12:53
  no
• 12:53
  regrets
• 12:53
  about
• 12:53
  moving
• 12:54
  to
• 12:54
  that
• 12:54
  state.
• 12:55
  No,
• 12:56
  you
• 12:56
  know,
• 12:56
  it's
• 12:56
  just.
• 12:57
  It's
• 12:57
  got
• 12:57
  overdeveloped,
• 12:58
  and
• 12:58
  there
• 12:58
  are.
• 12:59
  There
• 12:59
  are
• 12:59
  a
• 12:59
  lot
• 12:59
  more
• 13:00
  of
• 13:00
  us.
• 13:00
  And
• 13:00
  so
• 13:01
  it's
• 13:01
  really,
• 13:01
  you
• 13:01
  know,
• 13:01
  now
• 13:02
  it's
• 13:02
  very
• 13:02
  competitive.
• 13:04
  Okay.
• 13:04
  So
• 13:04
  you've
• 13:04
  got
• 13:04
  to
• 13:04
  keep
• 13:05
  yourself
• 13:05
  ahead
• 13:06
  of
• 13:06
  the
• 13:06
  game.
• 13:06
  Now,
• 13:06
  as
• 13:07
  I
• 13:07
  mentioned
• 13:07
  in
• 13:07
  the
• 13:07
  intro,
• 13:08
  you.
• 13:09
  We
• 13:09
  met
• 13:09
  at
• 13:10
  wedding
• 13:10
  NBA.
• 13:10
  You
• 13:11
  guys
• 13:11
  came
• 13:11
  along
• 13:12
  to
• 13:12
  my
• 13:12
  drinks
• 13:13
  reception
• 13:13
  that
• 13:13
  I
• 13:13
  hosted
• 13:14
  on
• 13:14
  the
• 13:15
  kind
• 13:15
  of
• 13:15
  opening
• 13:15
  night
• 13:15
  night
• 13:15
  of
• 13:16
  wedding
• 13:16
  mba.
• 13:16
  And
• 13:17
  you
• 13:17
  were
• 13:17
  there
• 13:17
  as
• 13:17
  a
• 13:17
  speaker.
• 13:18
  So
• 13:18
  I'm
• 13:19
  guessing
• 13:19
  you
• 13:19
  have
• 13:20
  a
• 13:20
  bit
• 13:20
  of
• 13:20
  an
• 13:20
  understanding
• 13:21
  outside
• 13:21
  of
• 13:21
  just
• 13:22
  your
• 13:22
  own
• 13:22
  business
• 13:23
  about
• 13:23
  the
• 13:23
  catering
• 13:24
  business
• 13:24
  in
• 13:25
  general.
• 13:25
  So
• 13:25
  I'd
• 13:26
  love
• 13:26
  to
• 13:26
  hear
• 13:26
  from
• 13:26
  you.
• 13:27
  What
• 13:27
  are
• 13:27
  some
• 13:27
  of
• 13:28
  common
• 13:28
  mistakes
• 13:28
  you
• 13:29
  see
• 13:29
  caterers
• 13:30
  making?
• 13:31
  And
• 13:31
  you
• 13:31
  think,
• 13:32
  why
• 13:32
  are
• 13:32
  they
• 13:32
  doing
• 13:32
  that?
• 13:33
  They
• 13:33
  need
• 13:33
  to
• 13:33
  do
• 13:33
  it
• 13:33
  different.
• 13:34
  I
• 13:34
  think,
• 13:34
  number
• 13:35
  one,
• 13:35
  understaffing
• 13:36
  your
• 13:36
  event.
• 13:36
  Understaffing
• 13:37
  your
• 13:37
  event
• 13:38
  is
• 13:38
  terrible
• 13:39
  way
• 13:39
  to
• 13:39
  do
• 13:39
  business.
• 13:40
  An
• 13:40
  overstaff
• 13:41
  party
• 13:41
  is
• 13:41
  a
• 13:41
  good
• 13:41
  party.
• 13:42
  Charge
• 13:43
  your
• 13:43
  client,
• 13:44
  bottom
• 13:44
  line,
• 13:45
  and
• 13:45
  then
• 13:45
  also
• 13:46
  treat
• 13:46
  your
• 13:46
  clients.
• 13:47
  Treat
• 13:48
  your
• 13:48
  Staff
• 13:49
  with
• 13:49
  respect,
• 13:50
  because
• 13:50
  here's
• 13:50
  the
• 13:51
  thing.
• 13:51
  You're
• 13:52
  asking
• 13:52
  that
• 13:52
  staff
• 13:53
  person
• 13:53
  that
• 13:53
  works
• 13:54
  for
• 13:54
  you
• 13:54
  part
• 13:54
  time
• 13:55
  or
• 13:55
  per
• 13:55
  diem
• 13:56
  or
• 13:56
  however,
• 13:57
  to
• 13:57
  take
• 13:58
  their
• 13:58
  Saturday
• 13:58
  off.
• 13:59
  Okay?
• 14:00
  So
• 14:00
  now
• 14:00
  they
• 14:00
  have
• 14:00
  to
• 14:00
  drive
• 14:01
  to
• 14:01
  the
• 14:01
  location,
• 14:02
  they
• 14:02
  have
• 14:02
  to
• 14:03
  pay
• 14:03
  tolls,
• 14:04
  they
• 14:04
  have
• 14:04
  to
• 14:04
  pay
• 14:05
  parking.
• 14:05
  And
• 14:06
  you're
• 14:06
  only
• 14:06
  going
• 14:06
  to
• 14:06
  give
• 14:06
  them
• 14:07
  five
• 14:07
  hours.
• 14:08
  And
• 14:08
  if
• 14:08
  they're
• 14:08
  paying
• 14:09
  taxes,
• 14:09
  that's
• 14:10
  not
• 14:10
  a
• 14:10
  lot
• 14:10
  of
• 14:10
  money
• 14:11
  at
• 14:11
  the
• 14:11
  end
• 14:11
  of
• 14:11
  the
• 14:11
  day.
• 14:11
  Give
• 14:12
  them
• 14:12
  16
• 14:12
  hours,
• 14:13
  pay
• 14:13
  them
• 14:14
  throughout
• 14:14
  the
• 14:14
  entire
• 14:14
  day,
• 14:15
  even
• 14:15
  if
• 14:15
  they're
• 14:15
  on
• 14:16
  break.
• 14:16
  Let
• 14:16
  it
• 14:17
  go.
• 14:17
  You're
• 14:17
  charging
• 14:17
  your
• 14:17
  client.
• 14:18
  You
• 14:19
  will
• 14:19
  keep
• 14:19
  your
• 14:19
  staff.
• 14:20
  I
• 14:20
  have
• 14:20
  had
• 14:21
  the
• 14:21
  same
• 14:21
  staff
• 14:21
  working
• 14:22
  for
• 14:22
  me
• 14:22
  for
• 14:22
  a
• 14:22
  very
• 14:23
  long
• 14:23
  time.
• 14:24
  And
• 14:24
  it's
• 14:24
  because
• 14:24
  of
• 14:25
  how
• 14:25
  I
• 14:25
  treat
• 14:25
  them.
• 14:25
  I
• 14:25
  don't
• 14:26
  micromanage
• 14:26
  them.
• 14:26
  They
• 14:26
  all
• 14:27
  know
• 14:27
  what
• 14:27
  to
• 14:27
  do.
• 14:28
  And
• 14:28
  the
• 14:28
  letters
• 14:28
  of
• 14:29
  references
• 14:29
  that
• 14:29
  we
• 14:29
  get
• 14:30
  back
• 14:30
  from
• 14:30
  clients
• 14:31
  speak
• 14:31
  volumes
• 14:31
  because
• 14:32
  they
• 14:32
  speak
• 14:32
  really
• 14:32
  well
• 14:33
  about
• 14:33
  our
• 14:33
  company.
• 14:34
  But
• 14:34
  I
• 14:34
  own
• 14:34
  the
• 14:34
  company.
• 14:35
  That
• 14:35
  I
• 14:36
  hope
• 14:36
  to
• 14:36
  expect.
• 14:37
  But
• 14:37
  when
• 14:37
  they
• 14:37
  talk
• 14:37
  about
• 14:38
  the
• 14:38
  staff,
• 14:39
  I
• 14:39
  can't
• 14:39
  do
• 14:39
  it
• 14:40
  without
• 14:40
  them.
• 14:40
  Yeah,
• 14:41
  it's
• 14:41
  so
• 14:41
  true.
• 14:41
  And
• 14:42
  actually,
• 14:42
  kind
• 14:42
  of
• 14:42
  what
• 14:43
  I
• 14:43
  was
• 14:43
  saying
• 14:43
  earlier
• 14:43
  about
• 14:43
  the
• 14:44
  caterer
• 14:44
  in
• 14:44
  the
• 14:44
  venue
• 14:45
  relationship,
• 14:45
  actually,
• 14:46
  your
• 14:46
  staff
• 14:46
  are
• 14:46
  representing
• 14:47
  you.
• 14:47
  And
• 14:48
  if
• 14:48
  you
• 14:48
  have
• 14:48
  poor
• 14:48
  staff,
• 14:49
  staff
• 14:49
  that
• 14:50
  are
• 14:50
  miserable,
• 14:50
  staff
• 14:51
  that
• 14:51
  are
• 14:51
  unhappy,
• 14:51
  staff
• 14:52
  that
• 14:52
  don't
• 14:52
  show
• 14:52
  up
• 14:53
  because
• 14:53
  they're
• 14:53
  sick,
• 14:53
  because
• 14:53
  they
• 14:54
  can't
• 14:54
  be
• 14:54
  bothered
• 14:54
  to
• 14:54
  get
• 14:54
  out
• 14:54
  of
• 14:55
  bed,
• 14:55
  actually,
• 14:55
  your
• 14:56
  whole
• 14:56
  company
• 14:56
  falls
• 14:57
  apart.
• 14:57
  And
• 14:57
  so,
• 14:58
  you
• 14:58
  know,
• 14:58
  your
• 14:58
  point
• 14:59
  is,
• 15:00
  don't
• 15:00
  do
• 15:00
  that,
• 15:01
  but
• 15:01
  also
• 15:01
  charge
• 15:02
  the
• 15:02
  client,
• 15:02
  don't
• 15:03
  go
• 15:03
  hungry
• 15:03
  yourself
• 15:04
  to
• 15:04
  make
• 15:04
  your
• 15:05
  staff
• 15:05
  have
• 15:06
  those
• 15:06
  benefits.
• 15:06
  Make
• 15:07
  sure
• 15:07
  you
• 15:07
  cost
• 15:07
  it
• 15:07
  into
• 15:08
  the
• 15:08
  overall
• 15:08
  picture.
• 15:09
  Is
• 15:09
  that
• 15:09
  right?
• 15:10
  Absolutely.
• 15:10
  And
• 15:10
  if
• 15:10
  you
• 15:10
  can,
• 15:11
  and
• 15:11
  if
• 15:11
  your
• 15:12
  state
• 15:12
  allows
• 15:13
  you
• 15:13
  to
• 15:13
  put
• 15:14
  gratuity
• 15:14
  on,
• 15:15
  put
• 15:15
  it
• 15:15
  on
• 15:16
  and,
• 15:16
  you
• 15:16
  know,
• 15:17
  charge
• 15:17
  it,
• 15:17
  give
• 15:18
  it
• 15:18
  to
• 15:18
  the
• 15:18
  staff,
• 15:19
  it's
• 15:19
  just
• 15:19
  extra
• 15:20
  income
• 15:20
  for
• 15:20
  them
• 15:20
  and
• 15:20
  they
• 15:21
  will
• 15:21
  appreciate
• 15:21
  you
• 15:21
  even
• 15:22
  more.
• 15:22
  Yeah,
• 15:22
  I
• 15:23
  love
• 15:23
  that.
• 15:23
  Look
• 15:23
  after
• 15:23
  your
• 15:24
  staff,
• 15:24
  look
• 15:24
  after
• 15:24
  your
• 15:25
  team,
• 15:25
  give
• 15:25
  them
• 15:26
  nice
• 15:26
  things
• 15:26
  and
• 15:26
  they
• 15:26
  will
• 15:26
  stay.
• 15:27
  Because
• 15:27
  a
• 15:27
  good
• 15:27
  team
• 15:28
  member
• 15:28
  is
• 15:28
  worth
• 15:28
  its
• 15:28
  weight
• 15:29
  in
• 15:29
  gold.
• 15:29
  And
• 15:29
  I
• 15:30
  know
• 15:30
  that
• 15:30
  myself
• 15:31
  as
• 15:31
  well.
• 15:32
  And
• 15:32
  whenever
• 15:32
  I
• 15:32
  have
• 15:32
  someone
• 15:33
  on
• 15:33
  the
• 15:33
  podcast
• 15:33
  who
• 15:34
  is
• 15:34
  still
• 15:34
  actively
• 15:35
  working
• 15:35
  in
• 15:35
  the
• 15:36
  industry,
• 15:36
  sometimes,
• 15:36
  obviously
• 15:37
  people
• 15:37
  are
• 15:37
  just
• 15:37
  in
• 15:38
  education.
• 15:38
  But
• 15:38
  you're
• 15:38
  still
• 15:39
  very
• 15:39
  much
• 15:39
  active
• 15:39
  in
• 15:39
  the
• 15:40
  industry.
• 15:40
  I
• 15:41
  love
• 15:41
  to
• 15:41
  hear
• 15:41
  from
• 15:41
  them
• 15:42
  what
• 15:42
  they
• 15:42
  think
• 15:42
  is
• 15:42
  working
• 15:43
  for
• 15:43
  them
• 15:44
  in
• 15:44
  terms
• 15:44
  of
• 15:44
  marketing,
• 15:45
  in
• 15:45
  terms
• 15:45
  of
• 15:46
  getting
• 15:46
  business
• 15:47
  right
• 15:47
  here,
• 15:48
  right
• 15:48
  now.
• 15:48
  So
• 15:49
  not
• 15:49
  things
• 15:49
  that
• 15:49
  were
• 15:50
  five
• 15:50
  years
• 15:50
  ago,
• 15:50
  but
• 15:50
  as
• 15:50
  you
• 15:51
  look
• 15:51
  at
• 15:51
  your
• 15:51
  books
• 15:51
  in
• 15:51
  2026,
• 15:52
  as
• 15:52
  you
• 15:53
  look
• 15:53
  at
• 15:53
  where
• 15:53
  your,
• 15:54
  you
• 15:54
  know,
• 15:54
  where
• 15:54
  your
• 15:55
  income
• 15:55
  is
• 15:55
  coming
• 15:56
  from,
• 15:56
  where
• 15:56
  your
• 15:56
  events
• 15:57
  are
• 15:57
  being
• 15:57
  booked
• 15:57
  from,
• 15:57
  what
• 15:58
  do
• 15:58
  you
• 15:58
  see
• 15:58
  as
• 15:58
  working
• 15:59
  for
• 15:59
  your
• 15:59
  business
• 15:59
  right
• 16:00
  now?
• 16:00
  For
• 16:00
  me,
• 16:00
  the
• 16:00
  number
• 16:01
  one
• 16:01
  thing
• 16:01
  is
• 16:02
  your
• 16:02
  venue
• 16:03
  relation.
• 16:04
  You
• 16:04
  will
• 16:05
  always
• 16:05
  have
• 16:05
  work
• 16:06
  if
• 16:06
  you
• 16:06
  treat
• 16:06
  the
• 16:07
  venue
• 16:07
  with
• 16:07
  respect.
• 16:08
  So
• 16:08
  to
• 16:08
  me,
• 16:09
  the
• 16:09
  client
• 16:10
  is
• 16:10
  actually
• 16:10
  the
• 16:10
  venue,
• 16:12
  not
• 16:12
  the
• 16:12
  person
• 16:13
  renting
• 16:13
  the
• 16:13
  space.
• 16:14
  The
• 16:14
  person
• 16:14
  who
• 16:14
  rented
• 16:14
  the
• 16:15
  space
• 16:15
  rented
• 16:15
  it
• 16:15
  for
• 16:15
  five
• 16:16
  hours.
• 16:17
  I
• 16:17
  have
• 16:17
  done
• 16:17
  my
• 16:18
  job.
• 16:18
  I
• 16:19
  am
• 16:19
  now
• 16:19
  left
• 16:20
  cleaning
• 16:20
  that
• 16:20
  venue
• 16:21
  and
• 16:21
  ensuring
• 16:22
  that
• 16:22
  it
• 16:22
  is
• 16:22
  in
• 16:22
  tip
• 16:23
  top
• 16:23
  shape
• 16:24
  when
• 16:24
  we
• 16:24
  walk
• 16:24
  out
• 16:24
  the
• 16:25
  door.
• 16:26
  So
• 16:26
  that
• 16:26
  has
• 16:27
  been
• 16:27
  my
• 16:27
  number
• 16:27
  one
• 16:27
  marketing
• 16:28
  tool.
• 16:29
  I
• 16:30
  learned
• 16:30
  that
• 16:30
  40
• 16:31
  years
• 16:31
  ago.
• 16:32
  You
• 16:32
  treat
• 16:32
  the
• 16:32
  venue
• 16:33
  with
• 16:33
  respect,
• 16:33
  you
• 16:33
  will
• 16:33
  always
• 16:34
  have
• 16:34
  work.
• 16:34
  So
• 16:34
  word
• 16:35
  of
• 16:35
  mouth,
• 16:35
  basically
• 16:36
  because
• 16:36
  that
• 16:36
  you're
• 16:37
  getting
• 16:37
  in
• 16:37
  with
• 16:37
  the
• 16:37
  venue,
• 16:38
  the
• 16:38
  venues
• 16:38
  then
• 16:38
  referring
• 16:39
  you
• 16:39
  on
• 16:39
  every,
• 16:39
  every.
• 16:40
  Lead
• 16:40
  that
• 16:40
  we
• 16:40
  get
• 16:41
  is,
• 16:41
  is
• 16:41
  venue
• 16:42
  driven.
• 16:42
  And
• 16:43
  then
• 16:43
  on
• 16:43
  top
• 16:43
  of
• 16:43
  that,
• 16:43
  the
• 16:44
  venue
• 16:44
  itself.
• 16:45
  Some
• 16:45
  of
• 16:45
  them
• 16:45
  don't
• 16:46
  have
• 16:46
  the
• 16:46
  power
• 16:46
  to
• 16:46
  say
• 16:46
  who
• 16:47
  because
• 16:47
  they
• 16:47
  have
• 16:48
  a
• 16:48
  list,
• 16:48
  but
• 16:49
  they
• 16:49
  will
• 16:49
  point
• 16:50
  to
• 16:50
  my
• 16:50
  name.
• 16:51
  Yes,
• 16:52
  I
• 16:52
  love
• 16:52
  teaching
• 16:52
  that
• 16:53
  actually
• 16:53
  because
• 16:53
  I
• 16:53
  often
• 16:53
  say
• 16:54
  to
• 16:54
  people,
• 16:54
  just
• 16:54
  because
• 16:55
  you're
• 16:55
  on
• 16:55
  a
• 16:55
  list
• 16:56
  doesn't
• 16:56
  mean
• 16:56
  you're
• 16:56
  being
• 16:56
  recommended.
• 16:57
  That
• 16:57
  is,
• 16:58
  and
• 16:59
  vice
• 16:59
  versa
• 16:59
  because
• 17:00
  ultimately
• 17:00
  the
• 17:01
  person
• 17:01
  who's
• 17:01
  giving
• 17:01
  the
• 17:02
  tour
• 17:02
  will
• 17:02
  say
• 17:02
  what
• 17:03
  they
• 17:03
  think
• 17:04
  even
• 17:04
  if
• 17:04
  you're
• 17:04
  not
• 17:04
  on
• 17:05
  the
• 17:05
  list.
• 17:05
  So
• 17:05
  yeah,
• 17:05
  relationship
• 17:06
  building
• 17:06
  is
• 17:06
  key.
• 17:07
  Exactly.
• 17:08
  I
• 17:08
  know
• 17:08
  we're
• 17:09
  going
• 17:09
  to
• 17:09
  come
• 17:09
  on
• 17:09
  to
• 17:09
  that
• 17:10
  in
• 17:10
  a
• 17:10
  little
• 17:10
  while
• 17:11
  because
• 17:11
  I
• 17:11
  want
• 17:11
  to
• 17:12
  talk
• 17:12
  to
• 17:12
  you
• 17:12
  more
• 17:13
  in
• 17:13
  depth
• 17:13
  about
• 17:14
  that.
• 17:14
  But
• 17:14
  if
• 17:15
  there
• 17:15
  are
• 17:15
  people
• 17:15
  listening
• 17:16
  and
• 17:16
  maybe
• 17:16
  they're
• 17:16
  catering,
• 17:17
  maybe
• 17:17
  they're
• 17:17
  planners,
• 17:18
  maybe
• 17:18
  they're
• 17:18
  photographers,
• 17:19
  but
• 17:19
  they
• 17:20
  still
• 17:20
  want
• 17:20
  to
• 17:20
  build
• 17:20
  relationships
• 17:21
  with
• 17:21
  the
• 17:21
  venues
• 17:22
  and
• 17:22
  they're
• 17:23
  coming
• 17:23
  in
• 17:23
  and
• 17:23
  it's
• 17:24
  then
• 17:24
  newer
• 17:24
  to
• 17:25
  the
• 17:25
  market,
• 17:25
  sometimes
• 17:26
  it
• 17:26
  can
• 17:26
  feel
• 17:26
  difficult
• 17:26
  because
• 17:27
  you
• 17:27
  feel
• 17:27
  like
• 17:28
  everyone's
• 17:28
  already
• 17:28
  got
• 17:28
  their
• 17:29
  established
• 17:29
  people.
• 17:30
  So
• 17:30
  they
• 17:30
  look
• 17:31
  at
• 17:31
  the
• 17:31
  venues
• 17:31
  and
• 17:31
  they
• 17:31
  think,
• 17:32
  well,
• 17:32
  they're
• 17:32
  never
• 17:33
  going
• 17:33
  to
• 17:33
  talk
• 17:33
  to
• 17:33
  me
• 17:33
  because
• 17:34
  they
• 17:34
  already
• 17:34
  have
• 17:34
  X,
• 17:35
  Y,
• 17:35
  Z
• 17:35
  people
• 17:35
  on
• 17:36
  their
• 17:36
  list.
• 17:36
  Have
• 17:36
  you
• 17:37
  got
• 17:37
  any
• 17:37
  tips
• 17:38
  on
• 17:38
  how
• 17:38
  people
• 17:38
  can
• 17:39
  think
• 17:39
  differently
• 17:40
  or
• 17:40
  break
• 17:40
  into
• 17:41
  it
• 17:41
  or
• 17:41
  things
• 17:41
  that
• 17:41
  you've
• 17:42
  done
• 17:42
  in
• 17:42
  the
• 17:42
  past
• 17:42
  to
• 17:42
  build
• 17:43
  those
• 17:43
  relationships?
• 17:44
  If
• 17:44
  I
• 17:45
  were
• 17:45
  new
• 17:45
  and
• 17:45
  I
• 17:45
  was
• 17:46
  going
• 17:46
  after
• 17:46
  a
• 17:46
  venue
• 17:47
  that's
• 17:47
  brand
• 17:47
  new
• 17:47
  and
• 17:48
  I
• 17:48
  wanted
• 17:48
  to
• 17:48
  be
• 17:48
  on
• 17:48
  their
• 17:49
  list,
• 17:49
  what
• 17:49
  I
• 17:49
  would
• 17:50
  do,
• 17:50
  and
• 17:50
  this
• 17:50
  is
• 17:50
  an
• 17:50
  old
• 17:50
  story,
• 17:51
  everybody
• 17:51
  does
• 17:52
  this
• 17:52
  a
• 17:52
  style
• 17:52
  shoot,
• 17:52
  but
• 17:53
  do
• 17:53
  it
• 17:53
  with
• 17:53
  a
• 17:53
  twist.
• 17:54
  You're
• 17:54
  going
• 17:54
  to
• 17:54
  do
• 17:55
  a
• 17:55
  style
• 17:55
  shoot,
• 17:55
  but
• 17:55
  it's
• 17:56
  not
• 17:56
  just
• 17:56
  to
• 17:57
  play
• 17:57
  time.
• 17:57
  You're
• 17:58
  going
• 17:58
  to
• 17:58
  do
• 17:58
  the
• 17:58
  style
• 17:58
  shoot.
• 17:59
  That
• 17:59
  number
• 17:59
  one
• 18:00
  is
• 18:00
  going
• 18:00
  to
• 18:00
  get
• 18:00
  published.
• 18:01
  Whether
• 18:01
  it's
• 18:02
  on
• 18:02
  a
• 18:02
  blog,
• 18:02
  it's
• 18:03
  on
• 18:03
  Style,
• 18:03
  Me
• 18:04
  Pretty
• 18:04
  or
• 18:04
  in
• 18:04
  a
• 18:05
  magazine,
• 18:05
  you're
• 18:06
  going
• 18:06
  to
• 18:06
  have
• 18:06
  that
• 18:06
  already
• 18:07
  secured.
• 18:08
  Number
• 18:08
  two,
• 18:08
  you're
• 18:08
  going
• 18:09
  to
• 18:09
  turn
• 18:09
  it
• 18:09
  into
• 18:09
  a
• 18:09
  networking
• 18:10
  event
• 18:10
  for
• 18:10
  all
• 18:10
  of
• 18:11
  your
• 18:11
  peers
• 18:11
  and
• 18:12
  maybe
• 18:12
  open
• 18:12
  it
• 18:12
  up
• 18:13
  to
• 18:13
  couples.
• 18:13
  That
• 18:14
  way,
• 18:14
  you
• 18:14
  become
• 18:14
  the
• 18:15
  host
• 18:15
  of
• 18:15
  that
• 18:15
  venue
• 18:16
  without
• 18:16
  actually
• 18:17
  being
• 18:17
  on
• 18:17
  the
• 18:17
  list
• 18:17
  yet.
• 18:18
  And
• 18:18
  if
• 18:19
  you
• 18:19
  have
• 18:19
  the
• 18:19
  power,
• 18:20
  do
• 18:20
  it
• 18:20
  on
• 18:21
  a
• 18:21
  Thursday.
• 18:21
  So
• 18:22
  by
• 18:22
  Friday
• 18:22
  you
• 18:22
  can
• 18:23
  sort
• 18:23
  of
• 18:23
  tweak
• 18:23
  it.
• 18:23
  And
• 18:24
  Saturday,
• 18:24
  sell
• 18:24
  it
• 18:24
  off
• 18:25
  as
• 18:25
  a
• 18:25
  wedding.
• 18:25
  You'll
• 18:26
  make
• 18:26
  money.
• 18:26
  We
• 18:26
  did
• 18:27
  it.
• 18:27
  Nice.
• 18:27
  Tell
• 18:28
  me
• 18:28
  more
• 18:28
  about
• 18:28
  that.
• 18:28
  When
• 18:29
  you're
• 18:29
  saying
• 18:29
  sell
• 18:29
  it
• 18:29
  off
• 18:29
  as
• 18:30
  a
• 18:30
  wedding,
• 18:30
  tell
• 18:30
  me
• 18:31
  what
• 18:31
  you
• 18:31
  did.
• 18:31
  So
• 18:31
  what
• 18:32
  we
• 18:32
  did
• 18:32
  was
• 18:32
  we
• 18:32
  had
• 18:32
  a
• 18:33
  stock
• 18:33
  shoot
• 18:33
  on
• 18:33
  a
• 18:33
  Thursday
• 18:34
  at
• 18:34
  this
• 18:34
  new
• 18:34
  venue,
• 18:35
  had
• 18:35
  the
• 18:35
  tent
• 18:36
  company,
• 18:36
  everything,
• 18:36
  set
• 18:37
  it
• 18:37
  up
• 18:37
  for
• 18:37
  72
• 18:38
  people,
• 18:38
  and
• 18:39
  did
• 18:39
  a
• 18:39
  micro
• 18:39
  wedding
• 18:40
  and
• 18:40
  offered
• 18:40
  it
• 18:40
  to
• 18:40
  people
• 18:41
  and
• 18:41
  said,
• 18:41
  hey,
• 18:41
  we
• 18:42
  have
• 18:42
  a
• 18:42
  wedding.
• 18:42
  It
• 18:42
  is
• 18:42
  completely
• 18:43
  set
• 18:43
  up.
• 18:43
  You
• 18:43
  have
• 18:44
  to
• 18:44
  use
• 18:44
  the
• 18:44
  same
• 18:44
  cater,
• 18:45
  the
• 18:45
  same
• 18:45
  bar,
• 18:45
  the
• 18:46
  florist.
• 18:46
  All
• 18:47
  of
• 18:47
  this.
• 18:47
  You
• 18:47
  cannot
• 18:47
  change
• 18:48
  one
• 18:48
  single
• 18:48
  thing.
• 18:49
  $20,000.
• 18:50
  And
• 18:51
  so
• 18:51
  all
• 18:51
  the
• 18:51
  vendors
• 18:52
  made
• 18:52
  some
• 18:52
  money
• 18:52
  because
• 18:53
  it
• 18:53
  was
• 18:53
  already
• 18:53
  up
• 18:54
  and
• 18:54
  they
• 18:54
  weren't
• 18:54
  tearing
• 18:54
  it
• 18:55
  down
• 18:55
  until
• 18:55
  Monday.
• 18:56
  So
• 18:56
  we
• 18:56
  made
• 18:56
  some
• 18:57
  extra
• 18:57
  cash
• 18:57
  and
• 18:57
  we.
• 18:58
  We
• 18:58
  tossed.
• 18:58
  We
• 18:58
  did
• 18:59
  a
• 18:59
  wedding
• 18:59
  and
• 18:59
  got
• 18:59
  extra
• 19:00
  pictures.
• 19:00
  I
• 19:00
  love
• 19:01
  that.
• 19:01
  That
• 19:01
  is
• 19:01
  such
• 19:01
  a
• 19:02
  good
• 19:02
  idea.
• 19:02
  And
• 19:02
  why
• 19:03
  not
• 19:03
  Shot?
• 19:03
  You
• 19:04
  already
• 19:04
  put
• 19:04
  all
• 19:04
  the
• 19:04
  effort
• 19:04
  into
• 19:05
  putting
• 19:05
  everything
• 19:05
  up.
• 19:06
  You
• 19:06
  might
• 19:06
  as
• 19:06
  well
• 19:07
  see
• 19:07
  if
• 19:07
  someone
• 19:07
  wants
• 19:08
  to
• 19:08
  take
• 19:08
  it.
• 19:08
  And
• 19:08
  probably
• 19:09
  they
• 19:09
  were
• 19:09
  happy
• 19:10
  because
• 19:10
  they
• 19:10
  were
• 19:10
  probably
• 19:10
  looking
• 19:11
  for
• 19:11
  an
• 19:11
  affordable
• 19:11
  option
• 19:12
  to
• 19:12
  get
• 19:12
  married,
• 19:12
  and
• 19:12
  they
• 19:12
  ended
• 19:13
  up
• 19:13
  with
• 19:13
  a
• 19:13
  lovely
• 19:13
  thing
• 19:13
  for
• 19:14
  a
• 19:14
  good
• 19:14
  price.
• 19:14
  And
• 19:14
  the
• 19:15
  venue
• 19:15
  got
• 19:15
  a
• 19:15
  wedding
• 19:15
  that
• 19:16
  it
• 19:16
  did
• 19:16
  not
• 19:16
  have
• 19:16
  already
• 19:16
  because
• 19:17
  it
• 19:17
  was
• 19:17
  a
• 19:17
  new.
• 19:17
  New
• 19:18
  spot.
• 19:18
  Yeah,
• 19:19
  absolutely.
• 19:19
  What
• 19:20
  do
• 19:20
  you
• 19:20
  think
• 19:20
  is,
• 19:20
  on
• 19:21
  the
• 19:21
  other
• 19:21
  hand,
• 19:21
  is
• 19:21
  the
• 19:22
  number
• 19:22
  one
• 19:22
  thing
• 19:22
  that
• 19:22
  gets
• 19:23
  people
• 19:24
  removed
• 19:25
  from
• 19:25
  venue
• 19:25
  lists
• 19:26
  or
• 19:26
  maybe
• 19:26
  makes
• 19:27
  a
• 19:27
  caterer
• 19:27
  go
• 19:28
  out
• 19:28
  of
• 19:28
  favor
• 19:28
  with
• 19:29
  a
• 19:29
  venue?
• 19:29
  What.
• 19:29
  What
• 19:30
  mistakes
• 19:30
  do
• 19:30
  you
• 19:30
  think
• 19:31
  lead
• 19:31
  to
• 19:31
  that
• 19:32
  disrespect?
• 19:32
  Disrespect
• 19:33
  of
• 19:33
  the
• 19:33
  venue
• 19:34
  has
• 19:34
  placed.
• 19:36
  So,
• 19:36
  you
• 19:36
  know,
• 19:36
  maybe
• 19:37
  a
• 19:37
  planner
• 19:37
  within
• 19:37
  their
• 19:38
  company
• 19:38
  or
• 19:38
  a
• 19:38
  day
• 19:39
  of
• 19:39
  person.
• 19:40
  And
• 19:40
  then
• 19:40
  somebody
• 19:41
  comes
• 19:41
  in
• 19:41
  and
• 19:41
  like,
• 19:41
  that's
• 19:42
  not
• 19:42
  really
• 19:42
  a
• 19:42
  day
• 19:42
  of
• 19:42
  planner.
• 19:43
  That's
• 19:43
  just
• 19:43
  somebody
• 19:43
  who
• 19:43
  works
• 19:43
  here.
• 19:44
  That
• 19:44
  person
• 19:44
  doesn't
• 19:44
  know.
• 19:45
  Well,
• 19:45
  the
• 19:45
  reality
• 19:46
  of
• 19:46
  it
• 19:46
  is
• 19:46
  they're
• 19:46
  watching
• 19:47
  you.
• 19:47
  And
• 19:48
  the
• 19:48
  more
• 19:48
  disrespect
• 19:49
  you
• 19:49
  do
• 19:49
  to
• 19:49
  a
• 19:49
  venue,
• 19:50
  that's
• 19:50
  how
• 19:50
  they'll
• 19:50
  take
• 19:50
  you
• 19:50
  off
• 19:51
  the
• 19:51
  list.
• 19:51
  If
• 19:51
  they
• 19:52
  tell
• 19:52
  you,
• 19:52
  don't
• 19:53
  roll
• 19:53
  the
• 19:54
  tables
• 19:54
  on
• 19:55
  our
• 19:55
  parquet
• 19:55
  floors,
• 19:56
  don't
• 19:56
  roll
• 19:56
  them.
• 19:57
  Don't
• 19:57
  lean
• 19:57
  them
• 19:57
  against
• 19:58
  a
• 19:58
  scagliola
• 19:58
  wall
• 19:59
  or,
• 19:59
  you
• 19:59
  know,
• 19:59
  I
• 19:59
  like
• 20:00
  a
• 20:00
  lot
• 20:00
  of
• 20:00
  historic
• 20:01
  buildings.
• 20:01
  That's
• 20:01
  what
• 20:01
  I
• 20:01
  love
• 20:02
  working
• 20:02
  in.
• 20:02
  And
• 20:03
  so
• 20:03
  I
• 20:03
  have
• 20:04
  always
• 20:04
  been
• 20:04
  really
• 20:05
  in
• 20:05
  tune
• 20:06
  with
• 20:06
  protecting
• 20:07
  the
• 20:07
  property
• 20:08
  above
• 20:08
  all.
• 20:09
  So
• 20:09
  one
• 20:09
  of
• 20:09
  the
• 20:09
  things
• 20:10
  that
• 20:10
  we
• 20:10
  do
• 20:10
  is
• 20:10
  we
• 20:10
  photograph
• 20:11
  in
• 20:11
  and
• 20:12
  we
• 20:12
  photograph
• 20:12
  out.
• 20:13
  I
• 20:13
  will
• 20:13
  pay
• 20:13
  for
• 20:14
  any
• 20:14
  damage
• 20:14
  I
• 20:14
  might
• 20:15
  have
• 20:15
  Done,
• 20:15
  but
• 20:16
  I
• 20:16
  will
• 20:16
  not
• 20:16
  pay
• 20:16
  for
• 20:16
  somebody
• 20:17
  else's
• 20:17
  damage.
• 20:18
  So
• 20:18
  you
• 20:18
  photograph
• 20:18
  before
• 20:19
  you
• 20:19
  set
• 20:19
  up.
• 20:20
  You
• 20:20
  have
• 20:20
  a
• 20:20
  clear
• 20:21
  record
• 20:21
  of
• 20:21
  what
• 20:21
  it
• 20:21
  looked
• 20:22
  like,
• 20:22
  and
• 20:22
  you
• 20:22
  have
• 20:22
  a
• 20:22
  clear
• 20:22
  record
• 20:23
  of
• 20:23
  what
• 20:23
  it
• 20:23
  looked
• 20:23
  like
• 20:23
  at
• 20:24
  the
• 20:24
  end
• 20:24
  when
• 20:24
  you
• 20:24
  left.
• 20:25
  And
• 20:25
  venues
• 20:26
  love
• 20:26
  that
• 20:26
  about
• 20:26
  us.
• 20:26
  And
• 20:27
  what
• 20:27
  about
• 20:27
  the
• 20:27
  kitchen
• 20:28
  and
• 20:28
  how
• 20:28
  you
• 20:28
  leave
• 20:29
  that?
• 20:29
  Because
• 20:29
  I've
• 20:29
  heard
• 20:30
  some
• 20:30
  horror
• 20:30
  stories
• 20:30
  about
• 20:31
  caterers
• 20:31
  leaving
• 20:31
  kitchens
• 20:32
  and
• 20:32
  all
• 20:32
  sorts
• 20:32
  of
• 20:32
  states.
• 20:33
  Well,
• 20:34
  a
• 20:34
  lot
• 20:35
  of
• 20:35
  our
• 20:35
  venues
• 20:36
  here
• 20:36
  don't
• 20:36
  have
• 20:36
  kitchens,
• 20:37
  so
• 20:37
  we
• 20:37
  have
• 20:37
  to
• 20:37
  build
• 20:37
  them
• 20:38
  all
• 20:38
  through
• 20:38
  tents.
• 20:39
  And
• 20:39
  the
• 20:39
  ones
• 20:39
  that
• 20:39
  we
• 20:39
  do
• 20:40
  operate,
• 20:40
  I
• 20:41
  do
• 20:41
  the
• 20:41
  same
• 20:41
  thing.
• 20:41
  We
• 20:42
  photograph
• 20:42
  before
• 20:42
  we
• 20:43
  even
• 20:43
  bring
• 20:43
  one
• 20:44
  single
• 20:44
  thing
• 20:44
  into
• 20:45
  the
• 20:45
  kitchen
• 20:45
  so
• 20:46
  that
• 20:46
  I
• 20:46
  know
• 20:46
  what
• 20:46
  our
• 20:47
  chefs
• 20:47
  did.
• 20:47
  And
• 20:47
  we
• 20:47
  have
• 20:48
  to
• 20:48
  photograph
• 20:48
  the
• 20:49
  sinks
• 20:49
  and
• 20:49
  everything.
• 20:50
  And
• 20:50
  there's
• 20:50
  also
• 20:50
  a
• 20:51
  cleaning
• 20:51
  team
• 20:51
  that
• 20:51
  stays
• 20:52
  behind
• 20:52
  to
• 20:52
  make
• 20:52
  sure
• 20:52
  that
• 20:53
  the
• 20:53
  floor
• 20:53
  is
• 20:53
  mopped,
• 20:53
  swept,
• 20:54
  and
• 20:54
  all
• 20:54
  the
• 20:54
  trash
• 20:54
  is
• 20:54
  taken
• 20:55
  out.
• 20:55
  So
• 20:55
  whatever
• 20:56
  their
• 20:56
  policy
• 20:56
  is,
• 20:57
  we
• 20:57
  follow
• 20:57
  it,
• 20:57
  and
• 20:57
  then
• 20:58
  they
• 20:58
  have
• 20:58
  to
• 20:58
  sign
• 20:58
  us
• 20:59
  out.
• 21:00
  So
• 21:00
  if
• 21:00
  they
• 21:00
  sign
• 21:00
  us
• 21:01
  out
• 21:01
  saying
• 21:01
  everything
• 21:01
  was
• 21:01
  perfect,
• 21:02
  don't
• 21:02
  call
• 21:02
  me
• 21:02
  on
• 21:02
  Monday,
• 21:03
  because
• 21:03
  I
• 21:03
  would
• 21:03
  have
• 21:04
  stayed
• 21:04
  up
• 21:04
  to
• 21:04
  one
• 21:05
  fixing
• 21:05
  it.
• 21:05
  But
• 21:06
  if
• 21:06
  you
• 21:06
  call
• 21:06
  me
• 21:06
  on
• 21:06
  Monday
• 21:07
  and
• 21:07
  they
• 21:07
  know
• 21:07
  this
• 21:07
  policy
• 21:08
  about
• 21:08
  me,
• 21:08
  I'm
• 21:08
  pretty
• 21:09
  straightforward
• 21:09
  about
• 21:09
  it.
• 21:10
  So.
• 21:10
  But.
• 21:11
  But
• 21:11
  so
• 21:11
  much
• 21:11
  of
• 21:11
  it
• 21:12
  does
• 21:12
  come
• 21:12
  down
• 21:12
  to
• 21:12
  respect.
• 21:13
  And
• 21:13
  I
• 21:13
  think
• 21:14
  as
• 21:14
  professionals,
• 21:15
  sometimes
• 21:15
  we
• 21:15
  can
• 21:15
  get
• 21:15
  complacent
• 21:16
  in
• 21:16
  those
• 21:16
  relationships.
• 21:17
  Sometimes,
• 21:18
  you
• 21:18
  know,
• 21:18
  we're
• 21:18
  getting
• 21:18
  a
• 21:19
  lot
• 21:19
  of
• 21:19
  work
• 21:19
  from
• 21:19
  a
• 21:19
  venue
• 21:20
  and
• 21:20
  then
• 21:21
  we
• 21:21
  just
• 21:21
  expect
• 21:22
  it
• 21:22
  and
• 21:22
  we
• 21:22
  forget.
• 21:23
  Wait
• 21:23
  a
• 21:23
  minute.
• 21:23
  No,
• 21:24
  they
• 21:24
  are
• 21:24
  actually
• 21:24
  the.
• 21:25
  The
• 21:25
  holders
• 21:26
  of
• 21:26
  the
• 21:26
  power
• 21:27
  to
• 21:27
  remove
• 21:27
  us.
• 21:28
  And
• 21:28
  it
• 21:28
  won't
• 21:29
  take
• 21:29
  much
• 21:29
  for
• 21:30
  them
• 21:30
  to
• 21:30
  bring
• 21:30
  someone
• 21:31
  else.
• 21:31
  Someone
• 21:31
  else
• 21:32
  is
• 21:32
  always
• 21:32
  up
• 21:32
  and
• 21:32
  coming,
• 21:33
  new,
• 21:33
  fresh
• 21:34
  ideas.
• 21:34
  And
• 21:35
  so
• 21:35
  like
• 21:35
  we
• 21:35
  were
• 21:35
  joking
• 21:36
  about
• 21:36
  earlier,
• 21:36
  you
• 21:36
  got
• 21:36
  to
• 21:37
  stay
• 21:37
  on
• 21:37
  top
• 21:37
  of
• 21:37
  your
• 21:37
  game,
• 21:37
  because
• 21:38
  otherwise
• 21:38
  someone's
• 21:38
  going
• 21:39
  to
• 21:39
  take
• 21:39
  that
• 21:39
  spot
• 21:39
  from
• 21:39
  you.
• 22:35
  Well,
• 22:35
  like
• 22:35
  I
• 22:36
  say
• 22:36
  all
• 22:36
  the
• 22:36
  time,
• 22:36
  especially
• 22:37
  when
• 22:37
  I'm
• 22:37
  speaking
• 22:37
  at
• 22:37
  conferences,
• 22:38
  the
• 22:38
  top
• 22:38
  of
• 22:38
  the
• 22:38
  pyramid
• 22:39
  is
• 22:39
  never
• 22:39
  going
• 22:40
  to
• 22:40
  change.
• 22:40
  It
• 22:40
  will
• 22:40
  always
• 22:41
  be
• 22:41
  the
• 22:41
  venue.
• 22:42
  And
• 22:42
  then
• 22:42
  the
• 22:42
  next
• 22:43
  thing
• 22:43
  that
• 22:43
  they
• 22:43
  go
• 22:43
  after
• 22:44
  is
• 22:44
  wedding
• 22:44
  dresses.
• 22:45
  And
• 22:45
  I
• 22:45
  just
• 22:45
  talked
• 22:45
  about
• 22:45
  this,
• 22:46
  and
• 22:46
  everybody's
• 22:47
  like,
• 22:47
  oh,
• 22:47
  the
• 22:47
  planner
• 22:47
  for.
• 22:47
  I
• 22:48
  said,
• 22:48
  the
• 22:48
  planner
• 22:48
  does
• 22:48
  not
• 22:49
  all
• 22:49
  the
• 22:49
  time
• 22:49
  bring
• 22:50
  somebody
• 22:50
  to
• 22:51
  a
• 22:51
  venue.
• 22:52
  Maybe
• 22:52
  a
• 22:52
  hotel.
• 22:53
  Yes.
• 22:53
  Or.
• 22:54
  Or
• 22:54
  a
• 22:54
  venue
• 22:54
  that's
• 22:55
  tented,
• 22:00
  but
• 22:56
  to
• 22:56
  a
• 22:56
  venue
• 22:56
  that
• 22:57
  has
• 22:57
  a
• 22:57
  list
• 22:57
  of
• 22:57
  planners,
• 22:58
  a
• 22:58
  list
• 22:58
  of
• 22:58
  caterers,
• 22:58
  DJs,
• 22:59
  and
• 22:59
  so
• 23:00
  on.
• 23:00
  That
• 23:00
  venue
• 23:01
  is
• 23:02
  the
• 23:02
  driving
• 23:02
  ship,
• 23:03
  and
• 23:03
  it
• 23:03
  is
• 23:04
  sending
• 23:04
  you
• 23:04
  everything
• 23:05
  and
• 23:05
  for
• 23:06
  reference
• 23:06
  for
• 23:06
  everybody.
• 23:07
  If
• 23:07
  you
• 23:07
  don't
• 23:07
  think
• 23:08
  that
• 23:08
  they're
• 23:08
  tracking
• 23:09
  how
• 23:10
  much
• 23:10
  work
• 23:10
  they
• 23:10
  send
• 23:11
  you,
• 23:11
  they
• 23:11
  do,
• 23:11
  because
• 23:12
  we
• 23:12
  do.
• 23:12
  We
• 23:12
  track
• 23:13
  every
• 23:13
  single
• 23:13
  dime
• 23:14
  I
• 23:14
  make
• 23:14
  every
• 23:15
  preferred
• 23:15
  professional.
• 23:16
  I
• 23:16
  work
• 23:16
  With,
• 23:16
  I
• 23:17
  call
• 23:17
  them
• 23:17
  preferred
• 23:17
  professionals
• 23:18
  because
• 23:18
  I
• 23:18
  hate
• 23:18
  the
• 23:18
  term
• 23:18
  vendor.
• 23:19
  Well,
• 23:20
  in
• 23:20
  the
• 23:20
  UK
• 23:20
  it's
• 23:20
  even
• 23:20
  worse
• 23:21
  because
• 23:21
  we
• 23:21
  call
• 23:21
  it
• 23:21
  supplier
• 23:22
  and
• 23:22
  I
• 23:22
  don't
• 23:22
  like
• 23:23
  that
• 23:23
  either.
• 23:23
  I
• 23:23
  prefer
• 23:23
  vendor
• 23:24
  to
• 23:24
  supplier.
• 23:24
  But
• 23:25
  we.
• 23:25
  I
• 23:25
  like
• 23:25
  your
• 23:26
  preferred
• 23:26
  professional.
• 23:26
  Maybe
• 23:27
  we'll
• 23:27
  start
• 23:27
  adopting
• 23:28
  that
• 23:28
  here
• 23:28
  as
• 23:28
  well.
• 23:29
  It's
• 23:29
  just
• 23:29
  much
• 23:29
  nicer.
• 23:30
  I
• 23:30
  think
• 23:30
  vendor
• 23:30
  sounds
• 23:31
  like
• 23:31
  you're
• 23:31
  selling
• 23:31
  a
• 23:31
  hot
• 23:31
  dog.
• 23:33
  That's
• 23:33
  so
• 23:33
  true.
• 23:34
  But
• 23:34
  I
• 23:34
  think
• 23:34
  because
• 23:34
  we
• 23:34
  don't
• 23:35
  use
• 23:35
  the
• 23:35
  word
• 23:35
  vendor
• 23:36
  in
• 23:36
  the
• 23:36
  uk,
• 23:36
  actually
• 23:37
  it
• 23:37
  sounds
• 23:37
  like
• 23:37
  kind
• 23:38
  of
• 23:38
  fancy
• 23:38
  when
• 23:38
  we
• 23:38
  say
• 23:41
  we
• 23:41
  don't
• 23:41
  think
• 23:41
  of
• 23:41
  a
• 23:42
  hot
• 23:42
  dog
• 23:42
  seller.
• 23:42
  We
• 23:42
  think
• 23:42
  it's
• 23:43
  something
• 23:43
  pretty
• 23:44
  trendy
• 23:44
  and
• 23:44
  cool
• 23:45
  of
• 23:45
  being
• 23:45
  a
• 23:45
  vendor.
• 23:46
  Okay.
• 23:47
  One
• 23:48
  thing
• 23:48
  I
• 23:48
  learned
• 23:48
  about
• 23:48
  you
• 23:48
  very
• 23:49
  recently
• 23:49
  is
• 23:50
  that
• 23:50
  you've
• 23:50
  written
• 23:51
  a
• 23:51
  book.
• 23:51
  And
• 23:52
  as
• 23:52
  someone
• 23:52
  who
• 23:52
  has
• 23:53
  also
• 23:53
  written
• 23:53
  a
• 23:54
  book,
• 23:54
  I
• 23:54
  can
• 23:55
  appreciate
• 23:55
  the
• 23:55
  amount
• 23:56
  of
• 23:56
  time,
• 23:56
  effort,
• 23:57
  love
• 23:57
  and
• 23:58
  a
• 23:58
  struggle
• 23:59
  that
• 23:59
  can
• 23:59
  go
• 23:59
  into
• 23:59
  writing
• 24:00
  a
• 24:00
  book.
• 24:00
  So
• 24:00
  just
• 24:00
  tell
• 24:01
  me,
• 24:01
  why
• 24:02
  did
• 24:02
  you
• 24:02
  decide
• 24:03
  to
• 24:03
  write
• 24:03
  a
• 24:03
  book?
• 24:03
  And
• 24:03
  then
• 24:04
  tell
• 24:04
  us
• 24:04
  a
• 24:04
  bit
• 24:04
  more
• 24:04
  about
• 24:04
  what
• 24:05
  it's
• 24:05
  about.
• 24:05
  I
• 24:06
  think
• 24:06
  for
• 24:06
  me
• 24:06
  it
• 24:07
  was
• 24:07
  leaving
• 24:07
  a
• 24:07
  little
• 24:07
  bit
• 24:08
  of
• 24:08
  legacy
• 24:08
  for
• 24:09
  my
• 24:09
  daughter
• 24:11
  of
• 24:11
  who
• 24:11
  I
• 24:11
  was,
• 24:12
  how
• 24:12
  I
• 24:12
  started.
• 24:12
  So
• 24:13
  the
• 24:13
  first
• 24:13
  book,
• 24:14
  it's
• 24:14
  a
• 24:14
  series
• 24:15
  of
• 24:15
  three,
• 24:15
  and
• 24:15
  then
• 24:15
  the
• 24:16
  last
• 24:16
  one
• 24:16
  is
• 24:16
  an
• 24:16
  exit
• 24:16
  strategy
• 24:17
  out.
• 24:18
  And
• 24:19
  I
• 24:19
  just
• 24:19
  wanted
• 24:20
  to
• 24:20
  put
• 24:20
  it
• 24:20
  pen
• 24:20
  to
• 24:20
  paper
• 24:21
  before
• 24:22
  I
• 24:22
  forget
• 24:22
  to,
• 24:23
  you
• 24:23
  know,
• 24:23
  things
• 24:23
  like
• 24:24
  that.
• 24:25
  Both
• 24:25
  my
• 24:25
  parents
• 24:25
  died
• 24:26
  of
• 24:26
  dementia,
• 24:26
  so
• 24:26
  I'm
• 24:26
  always
• 24:27
  fearful
• 24:27
  of
• 24:27
  that
• 24:27
  stuff.
• 24:28
  So
• 24:28
  I
• 24:28
  wanted
• 24:28
  to
• 24:28
  write
• 24:29
  it
• 24:29
  all
• 24:29
  down.
• 24:30
  And
• 24:30
  it's
• 24:30
  a
• 24:31
  journey
• 24:31
  to
• 24:31
  look
• 24:31
  back
• 24:32
  and
• 24:33
  I
• 24:33
  put
• 24:33
  tidbits
• 24:34
  in
• 24:34
  there
• 24:36
  that
• 24:36
  will
• 24:36
  help
• 24:36
  people.
• 24:37
  Not
• 24:37
  everything
• 24:37
  anybody
• 24:38
  teaches
• 24:38
  is
• 24:38
  going
• 24:39
  to
• 24:39
  work
• 24:39
  for
• 24:39
  everybody,
• 24:40
  but
• 24:40
  you
• 24:41
  could
• 24:41
  pick
• 24:41
  something
• 24:42
  up
• 24:42
  that
• 24:42
  could
• 24:42
  work
• 24:43
  for
• 24:43
  you
• 24:43
  in
• 24:43
  your
• 24:43
  area.
• 24:45
  And
• 24:45
  it
• 24:46
  was,
• 24:46
  it
• 24:46
  was
• 24:47
  interesting
• 24:47
  to
• 24:48
  write
• 24:48
  it,
• 24:48
  interesting
• 24:49
  to
• 24:49
  put
• 24:49
  it
• 24:49
  together.
• 24:49
  And
• 24:50
  when
• 24:50
  I
• 24:50
  came
• 24:50
  up
• 24:50
  with
• 24:50
  the
• 24:50
  name
• 24:51
  is
• 24:51
  temporary
• 24:52
  friend
• 24:52
  is
• 24:52
  because
• 24:52
  everyone
• 24:53
  becomes
• 24:53
  a
• 24:54
  temporary
• 24:54
  friend
• 24:55
  within
• 24:55
  the
• 24:55
  industry
• 24:56
  and
• 24:56
  your
• 24:56
  client.
• 24:57
  And
• 24:57
  that's
• 24:57
  the
• 24:57
  truth.
• 24:58
  At
• 24:58
  the
• 24:58
  end
• 24:58
  of
• 24:58
  the
• 24:58
  day,
• 24:58
  it
• 24:59
  would
• 24:59
  be
• 24:59
  impossible
• 25:00
  to
• 25:00
  be
• 25:00
  friends
• 25:01
  with
• 25:01
  everyone
• 25:01
  you
• 25:02
  come
• 25:02
  in
• 25:02
  contact
• 25:02
  with
• 25:03
  in
• 25:03
  a
• 25:03
  networking
• 25:04
  group
• 25:04
  or
• 25:04
  meeting
• 25:04
  or
• 25:05
  whatever.
• 25:06
  As
• 25:06
  much
• 25:06
  as
• 25:06
  I
• 25:06
  would
• 25:06
  love
• 25:07
  that,
• 25:07
  you
• 25:08
  know,
• 25:08
  I
• 25:09
  did
• 25:09
  the
• 25:09
  calculations.
• 25:10
  I
• 25:10
  have
• 25:10
  fed
• 25:10
  1,795,000
• 25:13
  people
• 25:13
  in
• 25:13
  my
• 25:14
  career.
• 25:14
  I
• 25:15
  wish
• 25:15
  I
• 25:15
  would
• 25:15
  have
• 25:15
  asked
• 25:15
  each
• 25:16
  one
• 25:16
  of
• 25:16
  them
• 25:16
  for
• 25:16
  a
• 25:16
  dollar.
• 25:17
  Yeah.
• 25:18
  But
• 25:19
  the
• 25:19
  reality
• 25:19
  of
• 25:20
  it
• 25:20
  is
• 25:20
  temporary
• 25:20
  friends
• 25:21
  fit
• 25:21
  the
• 25:21
  best.
• 25:22
  Because
• 25:23
  I
• 25:23
  do
• 25:23
  feel
• 25:23
  that
• 25:24
  clients
• 25:25
  come
• 25:25
  into
• 25:25
  your
• 25:25
  life,
• 25:26
  they're
• 25:26
  temporary,
• 25:26
  and
• 25:27
  then
• 25:27
  they
• 25:27
  sort
• 25:27
  of
• 25:27
  kind
• 25:27
  of
• 25:27
  just.
• 25:28
  They're
• 25:28
  like
• 25:28
  a
• 25:29
  season.
• 25:29
  They
• 25:29
  just
• 25:29
  go,
• 25:30
  as
• 25:30
  much
• 25:31
  as
• 25:31
  I
• 25:31
  love
• 25:31
  them,
• 25:32
  I
• 25:32
  can't,
• 25:33
  you
• 25:33
  know,
• 25:33
  by
• 25:34
  Saturday
• 25:34
  night
• 25:35
  at
• 25:35
  11
• 25:35
  o',
• 25:35
  clock,
• 25:36
  I'm
• 25:36
  on
• 25:36
  to
• 25:36
  the
• 25:36
  next
• 25:37
  week.
• 25:37
  And
• 25:37
  so
• 25:37
  if
• 25:37
  I
• 25:38
  was
• 25:38
  to
• 25:38
  pick
• 25:38
  up
• 25:38
  a
• 25:38
  copy
• 25:39
  of
• 25:39
  Temporary
• 25:39
  Friend,
• 25:39
  and
• 25:40
  I
• 25:40
  love
• 25:40
  the
• 25:40
  name
• 25:40
  of
• 25:40
  it
• 25:40
  by
• 25:41
  the
• 25:41
  way,
• 25:41
  because
• 25:41
  it's
• 25:41
  so
• 25:42
  descriptive
• 25:42
  of
• 25:43
  how
• 25:43
  often
• 25:43
  so
• 25:44
  many
• 25:44
  of
• 25:44
  us
• 25:44
  feel
• 25:44
  in
• 25:44
  this
• 25:44
  industry
• 25:45
  with
• 25:45
  having
• 25:45
  to
• 25:46
  find
• 25:46
  new
• 25:46
  clients
• 25:47
  and
• 25:47
  new
• 25:47
  relationships
• 25:48
  all
• 25:48
  the
• 25:48
  time.
• 25:48
  If
• 25:48
  I
• 25:49
  was
• 25:49
  to
• 25:49
  pick
• 25:49
  up
• 25:49
  a
• 25:49
  copy
• 25:49
  of
• 25:49
  the
• 25:50
  book
• 25:50
  right
• 25:50
  now,
• 25:51
  what,
• 25:51
  what's
• 25:51
  it
• 25:51
  going
• 25:51
  to
• 25:51
  help
• 25:52
  me
• 25:52
  with?
• 25:52
  What's
• 25:52
  it
• 25:52
  going
• 25:52
  to
• 25:52
  teach
• 25:53
  me?
• 25:53
  What's
• 25:53
  it
• 25:53
  going
• 25:53
  to
• 25:53
  tell
• 25:53
  me?
• 25:54
  I
• 25:54
  did
• 25:54
  timelines
• 25:55
  in
• 25:55
  there,
• 25:55
  which
• 25:55
  I
• 25:56
  think
• 25:56
  are
• 25:56
  super
• 25:56
  important.
• 25:57
  Creating
• 25:57
  a
• 25:57
  timeline
• 25:57
  that
• 25:58
  actually
• 25:58
  moves
• 25:58
  for
• 25:58
  the
• 25:59
  client,
• 25:59
  not
• 25:59
  the
• 26:00
  vendors
• 26:00
  or
• 26:00
  preferred
• 26:01
  professionals.
• 26:03
  And
• 26:03
  then
• 26:03
  I
• 26:03
  also
• 26:04
  put
• 26:04
  tidbits
• 26:04
  in
• 26:04
  there
• 26:05
  that
• 26:05
  for
• 26:06
  your
• 26:06
  contract,
• 26:07
  such
• 26:07
  as
• 26:07
  that
• 26:08
  if
• 26:08
  a
• 26:08
  client
• 26:08
  tells
• 26:09
  you
• 26:09
  200
• 26:09
  people
• 26:10
  and
• 26:10
  then
• 26:10
  come
• 26:11
  back
• 26:11
  and
• 26:11
  say,
• 26:11
  oh,
• 26:11
  there's
• 26:11
  only
• 26:12
  100
• 26:12
  people,
• 26:12
  but
• 26:12
  you
• 26:12
  quoted
• 26:13
  it
• 26:13
  at
• 26:13
  200,
• 26:14
  you
• 26:14
  have
• 26:14
  lost
• 26:14
  100
• 26:16
  people
• 26:16
  financially.
• 26:18
  So
• 26:18
  there
• 26:18
  is
• 26:18
  a
• 26:18
  formula
• 26:19
  in
• 26:19
  there
• 26:19
  to
• 26:19
  get
• 26:20
  paid
• 26:20
  for
• 26:20
  the
• 26:20
  hundred
• 26:20
  people
• 26:21
  that
• 26:21
  aren't
• 26:21
  coming.
• 26:21
  It's
• 26:22
  not
• 26:22
  going
• 26:22
  to
• 26:22
  break
• 26:22
  their
• 26:22
  bank,
• 26:23
  but
• 26:23
  you
• 26:23
  will
• 26:23
  get
• 26:23
  paid
• 26:24
  because
• 26:24
  they
• 26:25
  change
• 26:25
  it.
• 26:25
  So
• 26:25
  I
• 26:25
  tell
• 26:25
  my
• 26:25
  clients
• 26:26
  all
• 26:26
  the
• 26:26
  time,
• 26:26
  if
• 26:26
  you
• 26:26
  don't
• 26:27
  think
• 26:27
  you're
• 26:27
  going
• 26:27
  to
• 26:27
  have
• 26:27
  200,
• 26:27
  don't
• 26:28
  tell
• 26:28
  me
• 26:28
  200,
• 26:29
  give
• 26:29
  me
• 26:29
  120
• 26:30
  and
• 26:30
  let
• 26:30
  me
• 26:30
  be
• 26:30
  surprised
• 26:30
  that
• 26:31
  you're
• 26:31
  at
• 26:31
  200
• 26:31
  because
• 26:32
  that's
• 26:32
  more
• 26:32
  money.
• 26:33
  The
• 26:33
  higher
• 26:33
  the
• 26:34
  number
• 26:34
  you
• 26:34
  give
• 26:34
  a
• 26:34
  caterer,
• 26:35
  the
• 26:35
  better
• 26:35
  they
• 26:36
  can
• 26:36
  buy.
• 26:36
  The
• 26:37
  lower
• 26:37
  the
• 26:37
  number,
• 26:37
  the
• 26:38
  more
• 26:38
  expensive
• 26:38
  things
• 26:39
  get.
• 26:39
  So
• 26:39
  I
• 26:39
  explained
• 26:40
  that.
• 26:40
  And
• 26:40
  then
• 26:40
  things
• 26:41
  like
• 26:41
  Quantum
• 26:41
  Mehroot
• 26:42
  we
• 26:42
  are
• 26:42
  allowed
• 26:42
  to
• 26:42
  use
• 26:43
  in
• 26:43
  certain
• 26:43
  states.
• 26:44
  Quantum
• 26:44
  Marut
• 26:45
  allows
• 26:45
  you
• 26:45
  to
• 26:45
  be
• 26:45
  paid
• 26:45
  for
• 26:46
  time
• 26:46
  you
• 26:46
  have
• 26:46
  worked.
• 26:46
  So
• 26:47
  if
• 26:47
  a
• 26:47
  client
• 26:47
  decides
• 26:47
  that
• 26:48
  they
• 26:48
  don't
• 26:48
  want
• 26:48
  to
• 26:48
  hire
• 26:48
  you,
• 26:49
  you
• 26:49
  can
• 26:49
  actually
• 26:50
  bill
• 26:50
  for
• 26:50
  your
• 26:51
  time.
• 26:52
  So
• 26:52
  you
• 26:52
  actually
• 26:52
  have
• 26:53
  to
• 26:53
  know
• 26:53
  what
• 26:53
  your
• 26:53
  worth
• 26:53
  is.
• 26:54
  Hourly,
• 26:55
  I'm,
• 26:55
  I
• 26:55
  feel
• 26:56
  I
• 26:56
  am
• 26:56
  $250
• 26:57
  an
• 26:57
  hour
• 26:58
  that
• 26:58
  I
• 26:58
  can
• 26:58
  get
• 26:58
  back
• 26:59
  for
• 26:59
  every
• 26:59
  hour.
• 26:59
  So
• 27:00
  I
• 27:00
  also
• 27:00
  show
• 27:00
  how
• 27:01
  to
• 27:01
  track
• 27:02
  everything,
• 27:02
  including
• 27:03
  the
• 27:04
  minute
• 27:04
  you
• 27:04
  call
• 27:04
  me,
• 27:04
  I
• 27:05
  jot
• 27:05
  down
• 27:05
  the
• 27:05
  date,
• 27:06
  the
• 27:06
  time
• 27:06
  it
• 27:06
  starts,
• 27:06
  the
• 27:07
  conversation.
• 27:07
  And
• 27:07
  I,
• 27:08
  I'm
• 27:08
  a
• 27:08
  paper
• 27:08
  trail
• 27:09
  person
• 27:10
  because
• 27:10
  you
• 27:10
  can
• 27:11
  fudge
• 27:11
  emails,
• 27:12
  you
• 27:12
  can
• 27:12
  fudge
• 27:13
  writing
• 27:13
  things,
• 27:13
  but
• 27:13
  you
• 27:14
  can't
• 27:14
  fudge
• 27:14
  writing.
• 27:15
  And
• 27:15
  that's
• 27:15
  what'll
• 27:16
  work
• 27:16
  in
• 27:16
  a
• 27:16
  court
• 27:16
  of
• 27:17
  law.
• 27:17
  So
• 27:18
  I
• 27:18
  always
• 27:18
  put
• 27:19
  like
• 27:19
  9
• 27:19
  o'
• 27:19
  clock
• 27:19
  and
• 27:20
  then
• 27:20
  it
• 27:20
  ended
• 27:20
  at
• 27:20
  10.
• 27:21
  I
• 27:21
  do
• 27:21
  a
• 27:21
  recap,
• 27:22
  send
• 27:22
  it
• 27:22
  to
• 27:23
  the
• 27:23
  client,
• 27:23
  they
• 27:23
  have
• 27:23
  it.
• 27:24
  So
• 27:24
  there's
• 27:24
  always
• 27:25
  work
• 27:25
  documented.
• 27:26
  So
• 27:26
  in
• 27:26
  the
• 27:27
  event
• 27:27
  they
• 27:27
  cancel,
• 27:28
  I
• 27:28
  get
• 27:28
  paid
• 27:28
  and
• 27:28
  I
• 27:29
  show
• 27:29
  all
• 27:29
  of
• 27:29
  those
• 27:29
  things
• 27:29
  within
• 27:30
  the
• 27:30
  book.
• 27:30
  And
• 27:31
  so
• 27:31
  do
• 27:31
  you
• 27:31
  think
• 27:31
  your
• 27:31
  book
• 27:31
  is
• 27:32
  perfect
• 27:32
  for
• 27:32
  people
• 27:33
  in
• 27:33
  catering?
• 27:33
  Is
• 27:34
  it
• 27:34
  Relevant
• 27:34
  to
• 27:34
  people
• 27:34
  in
• 27:35
  other
• 27:35
  aspects
• 27:35
  of
• 27:35
  the
• 27:35
  industry
• 27:36
  as
• 27:36
  well.
• 27:36
  I
• 27:37
  think
• 27:37
  it
• 27:37
  works
• 27:37
  for
• 27:37
  everybody
• 27:38
  because
• 27:38
  it
• 27:38
  just
• 27:39
  shows
• 27:39
  a
• 27:39
  little
• 27:39
  bit
• 27:39
  of
• 27:39
  everything
• 27:40
  because
• 27:40
  I
• 27:40
  talk
• 27:40
  about
• 27:40
  planning
• 27:41
  and
• 27:41
  DJ
• 27:41
  and
• 27:41
  venue
• 27:42
  relationships
• 27:42
  and
• 27:43
  all
• 27:43
  of
• 27:43
  that
• 27:43
  stuff.
• 27:43
  So
• 27:43
  it
• 27:44
  does
• 27:44
  work.
• 27:45
  It's
• 27:45
  an
• 27:45
  easy
• 27:46
  read.
• 27:46
  I
• 27:47
  did
• 27:47
  it
• 27:47
  the
• 27:47
  way
• 27:47
  I
• 27:48
  like
• 27:48
  to
• 27:48
  read
• 27:48
  things.
• 27:48
  So
• 27:49
  everything
• 27:49
  I
• 27:49
  ever
• 27:49
  do,
• 27:50
  I
• 27:50
  do
• 27:50
  the
• 27:50
  way
• 27:50
  I
• 27:50
  would
• 27:51
  like
• 27:51
  to.
• 27:51
  To
• 27:51
  see
• 27:52
  it.
• 27:52
  For
• 27:52
  me,
• 27:53
  not
• 27:53
  personally,
• 27:54
  I'm
• 27:54
  not
• 27:54
  a
• 27:54
  fan
• 27:55
  of
• 27:55
  like
• 27:55
  175
• 27:56
  pages.
• 27:56
  I
• 27:57
  get
• 27:57
  distracted
• 27:57
  too
• 27:58
  easily.
• 28:00
  And
• 28:00
  there's
• 28:00
  pictures
• 28:00
  in
• 28:01
  it,
• 28:01
  isn't
• 28:01
  there?
• 28:01
  I
• 28:01
  think
• 28:02
  there
• 28:02
  is.
• 28:03
  I
• 28:03
  put
• 28:03
  pictures
• 28:03
  through
• 28:03
  the
• 28:04
  career.
• 28:04
  And
• 28:04
  then
• 28:04
  we
• 28:05
  had
• 28:05
  started
• 28:05
  a
• 28:06
  cafe
• 28:06
  when
• 28:06
  we
• 28:06
  first
• 28:06
  moved
• 28:07
  to
• 28:07
  Maine
• 28:07
  to
• 28:07
  get
• 28:07
  people
• 28:07
  to
• 28:08
  know
• 28:08
  us.
• 28:08
  And
• 28:08
  when
• 28:09
  we
• 28:09
  finally
• 28:10
  moved
• 28:10
  out
• 28:10
  of
• 28:11
  there,
• 28:12
  it
• 28:12
  was
• 28:12
  sort
• 28:12
  of
• 28:12
  surreal
• 28:13
  and
• 28:13
  sad.
• 28:16
  That's
• 28:16
  where
• 28:16
  my
• 28:16
  daughter
• 28:17
  was.
• 28:17
  In
• 28:17
  a
• 28:17
  playpen.
• 28:18
  Every
• 28:19
  day
• 28:19
  we
• 28:19
  went
• 28:19
  into
• 28:20
  work
• 28:20
  because
• 28:21
  we
• 28:21
  didn't
• 28:21
  have
• 28:21
  anybody
• 28:22
  and
• 28:22
  I
• 28:22
  didn't
• 28:23
  have
• 28:23
  a
• 28:23
  nanny
• 28:23
  at
• 28:23
  the
• 28:23
  time
• 28:24
  because
• 28:24
  we
• 28:24
  couldn't
• 28:24
  afford
• 28:24
  it
• 28:25
  and
• 28:25
  we
• 28:26
  didn't
• 28:26
  know
• 28:26
  anybody.
• 28:27
  So
• 28:27
  she
• 28:27
  sat
• 28:27
  at
• 28:28
  the
• 28:28
  front
• 28:28
  in
• 28:28
  a
• 28:28
  register
• 28:29
  in
• 28:30
  a
• 28:30
  playpen
• 28:30
  and
• 28:31
  she
• 28:31
  slept
• 28:31
  from
• 28:32
  12
• 28:32
  o'
• 28:33
  clock
• 28:33
  to
• 28:33
  about
• 28:33
  1:30.
• 28:34
  She
• 28:34
  would
• 28:34
  just
• 28:35
  lay
• 28:35
  there.
• 28:35
  And
• 28:35
  people
• 28:35
  were
• 28:36
  fascinated
• 28:36
  that
• 28:37
  she
• 28:37
  was
• 28:37
  so
• 28:37
  quiet.
• 28:38
  They
• 28:38
  thought
• 28:38
  she
• 28:39
  was
• 28:39
  a
• 28:39
  doll.
• 28:39
  And
• 28:40
  the
• 28:40
  sadness
• 28:41
  came
• 28:41
  from
• 28:41
  that
• 28:42
  of
• 28:42
  just
• 28:42
  shutting
• 28:43
  it
• 28:43
  down.
• 28:43
  And
• 28:44
  not
• 28:44
  because
• 28:44
  it
• 28:45
  didn't
• 28:45
  work.
• 28:45
  It
• 28:46
  was
• 28:46
  because
• 28:46
  it
• 28:46
  was
• 28:46
  never
• 28:47
  going
• 28:47
  to
• 28:47
  be
• 28:47
  part
• 28:47
  of
• 28:48
  the
• 28:48
  history
• 28:48
  of
• 28:48
  Blue
• 28:48
  Elephant
• 28:49
  Catering.
• 28:49
  It
• 28:50
  was
• 28:50
  only
• 28:50
  a
• 28:50
  stepping
• 28:50
  stone
• 28:51
  because
• 28:51
  I
• 28:51
  couldn't
• 28:51
  move
• 28:51
  to
• 28:51
  a
• 28:52
  new
• 28:52
  st.
• 28:52
  Oh,
• 28:53
  pick
• 28:53
  me.
• 28:53
  I
• 28:53
  was
• 28:53
  one
• 28:53
  of
• 28:53
  Philadelphia's
• 28:54
  top
• 28:54
  five
• 28:54
  caterers.
• 28:55
  No,
• 28:56
  you
• 28:56
  leave
• 28:56
  your
• 28:56
  past
• 28:57
  behind
• 28:57
  and
• 28:57
  you
• 28:57
  start
• 28:58
  all
• 28:58
  new.
• 28:59
  And
• 28:59
  so
• 28:59
  the
• 29:00
  pictures
• 29:00
  are
• 29:00
  in
• 29:00
  there.
• 29:00
  They're
• 29:00
  sentimental.
• 29:01
  They're
• 29:01
  pictures
• 29:01
  of
• 29:01
  Sophia
• 29:02
  when
• 29:02
  she
• 29:02
  was
• 29:02
  little.
• 29:02
  And
• 29:03
  then
• 29:03
  as
• 29:03
  an
• 29:03
  adult
• 29:04
  we
• 29:04
  recreated
• 29:04
  four
• 29:05
  major
• 29:05
  photos
• 29:06
  that
• 29:06
  we
• 29:06
  took
• 29:06
  there.
• 29:07
  And
• 29:08
  then
• 29:08
  we
• 29:09
  moved
• 29:09
  forward
• 29:09
  through
• 29:10
  some
• 29:10
  event
• 29:10
  photos
• 29:11
  and
• 29:11
  storytelling
• 29:12
  throughout
• 29:12
  the
• 29:13
  whole
• 29:13
  thing.
• 29:13
  And
• 29:13
  then
• 29:13
  the
• 29:14
  next
• 29:14
  one's
• 29:14
  really
• 29:14
  going
• 29:15
  to
• 29:15
  be
• 29:15
  geared
• 29:15
  to
• 29:16
  planning
• 29:17
  and
• 29:17
  timelines
• 29:18
  and
• 29:18
  why
• 29:18
  the
• 29:19
  power
• 29:19
  of
• 29:19
  a
• 29:19
  timeline
• 29:19
  is
• 29:20
  so
• 29:20
  important
• 29:20
  and
• 29:20
  to
• 29:21
  create
• 29:21
  the
• 29:21
  timeline
• 29:22
  to,
• 29:23
  like
• 29:23
  I
• 29:23
  said,
• 29:23
  to
• 29:23
  work
• 29:24
  for
• 29:24
  the
• 29:24
  client,
• 29:25
  not
• 29:26
  the
• 29:26
  people
• 29:26
  that
• 29:26
  are
• 29:26
  working
• 29:27
  the
• 29:27
  event.
• 29:27
  So
• 29:27
  you're
• 29:28
  creating
• 29:28
  some
• 29:29
  more
• 29:29
  books?
• 29:29
  Because
• 29:30
  I
• 29:30
  know
• 29:30
  how
• 29:30
  hard
• 29:31
  it
• 29:31
  was
• 29:31
  to
• 29:31
  write
• 29:31
  my
• 29:31
  book
• 29:32
  and
• 29:32
  writing
• 29:32
  more
• 29:32
  than
• 29:33
  one
• 29:33
  book
• 29:33
  is
• 29:33
  even
• 29:34
  harder.
• 29:34
  So
• 29:34
  what's
• 29:35
  the
• 29:35
  timeline
• 29:35
  in
• 29:36
  terms
• 29:36
  of
• 29:36
  you
• 29:36
  bringing
• 29:37
  out
• 29:37
  these
• 29:37
  other
• 29:37
  books
• 29:37
  into
• 29:38
  the
• 29:38
  collection?
• 29:38
  So
• 29:38
  the
• 29:39
  next
• 29:39
  one
• 29:39
  will
• 29:39
  come
• 29:39
  out
• 29:39
  next
• 29:40
  year
• 29:40
  and
• 29:41
  then
• 29:41
  the
• 29:41
  final
• 29:41
  one
• 29:42
  will
• 29:42
  be
• 29:42
  27
• 29:43
  and
• 29:43
  hopefully.
• 29:44
  I'm
• 29:44
  not
• 29:44
  saying
• 29:44
  I'm
• 29:45
  retiring.
• 29:45
  I'm
• 29:45
  just
• 29:46
  saying
• 29:47
  eventually
• 29:47
  I'm
• 29:47
  gonna
• 29:48
  Have
• 29:48
  to
• 29:48
  come
• 29:48
  down
• 29:48
  because
• 29:49
  let's
• 29:49
  just
• 29:49
  face
• 29:49
  it,
• 29:50
  this
• 29:51
  new
• 29:51
  world
• 29:51
  we
• 29:51
  live
• 29:52
  in,
• 29:52
  everybody's
• 29:52
  getting
• 29:52
  younger
• 29:53
  and
• 29:53
  younger
• 29:53
  and
• 29:53
  age
• 29:54
  is
• 29:54
  real.
• 29:55
  And
• 29:55
  you
• 29:56
  know,
• 29:56
  I
• 29:56
  paint
• 29:57
  my
• 29:57
  nails
• 29:57
  to
• 29:57
  keep
• 29:57
  up
• 29:57
  with
• 29:58
  trends.
• 29:59
  I
• 29:59
  love
• 29:59
  that.
• 29:59
  But
• 30:00
  you've
• 30:00
  got
• 30:00
  so
• 30:00
  much
• 30:00
  experience,
• 30:01
  so
• 30:01
  much
• 30:01
  wisdom
• 30:02
  to
• 30:02
  share.
• 30:02
  And
• 30:03
  I
• 30:03
  love
• 30:03
  that
• 30:03
  you're
• 30:03
  putting
• 30:04
  it
• 30:04
  down
• 30:04
  in
• 30:04
  a
• 30:05
  book
• 30:05
  format.
• 30:05
  Is
• 30:05
  it
• 30:06
  available
• 30:06
  on
• 30:06
  Amazon?
• 30:06
  Where
• 30:07
  can
• 30:07
  I
• 30:07
  link
• 30:07
  to
• 30:07
  it?
• 30:07
  It
• 30:08
  is,
• 30:08
  it's
• 30:08
  available
• 30:08
  on
• 30:09
  Amazon.
• 30:10
  Actually
• 30:11
  anywhere.
• 30:11
  You
• 30:11
  just
• 30:11
  type
• 30:11
  it
• 30:12
  in
• 30:12
  and
• 30:12
  it
• 30:12
  pops
• 30:12
  up.
• 30:12
  It's.
• 30:13
  They
• 30:13
  actually
• 30:13
  have
• 30:13
  it
• 30:14
  everywhere,
• 30:14
  which
• 30:14
  is
• 30:14
  really
• 30:15
  nice.
• 30:16
  And
• 30:16
  then
• 30:17
  when
• 30:17
  I
• 30:17
  do
• 30:17
  conferences,
• 30:18
  I
• 30:18
  sometimes
• 30:19
  companies
• 30:19
  will
• 30:20
  sponsor
• 30:20
  me
• 30:20
  and
• 30:20
  they'll
• 30:21
  sponsor
• 30:21
  the
• 30:21
  book
• 30:22
  and
• 30:22
  then
• 30:22
  I
• 30:23
  hand
• 30:23
  them
• 30:23
  out
• 30:23
  to
• 30:23
  people
• 30:24
  that
• 30:24
  are
• 30:24
  attending
• 30:24
  the,
• 30:25
  the
• 30:25
  conference
• 30:26
  or
• 30:26
  the
• 30:26
  session.
• 30:26
  Oh,
• 30:27
  I
• 30:27
  love,
• 30:27
  I
• 30:27
  love
• 30:27
  that
• 30:28
  so
• 30:28
  much.
• 30:28
  So
• 30:29
  your
• 30:29
  book
• 30:29
  is
• 30:29
  temporary
• 30:30
  Friends.
• 30:30
  We've
• 30:30
  also
• 30:31
  talked
• 30:31
  about
• 30:31
  the
• 30:31
  importance
• 30:32
  of
• 30:32
  relationship
• 30:32
  building
• 30:33
  with
• 30:33
  venues.
• 30:34
  So
• 30:34
  we've
• 30:34
  kind
• 30:34
  of
• 30:34
  got
• 30:35
  these
• 30:35
  two
• 30:35
  things
• 30:35
  going
• 30:36
  on
• 30:36
  where
• 30:36
  we
• 30:36
  know
• 30:36
  that
• 30:37
  people
• 30:37
  are
• 30:37
  only
• 30:37
  in
• 30:37
  our
• 30:37
  lives
• 30:38
  for
• 30:38
  a
• 30:38
  bit,
• 30:38
  but
• 30:38
  we
• 30:38
  also
• 30:39
  know
• 30:39
  that
• 30:39
  these
• 30:39
  relationships
• 30:40
  are
• 30:40
  incredibly
• 30:41
  important.
• 30:42
  You
• 30:42
  know,
• 30:42
  why
• 30:43
  do
• 30:43
  you
• 30:43
  think
• 30:44
  people
• 30:44
  don't
• 30:45
  put
• 30:45
  enough
• 30:45
  value
• 30:46
  on
• 30:46
  building
• 30:46
  relationships?
• 30:47
  There
• 30:48
  are
• 30:48
  two
• 30:48
  sets
• 30:49
  of
• 30:49
  professional
• 30:49
  people
• 30:50
  that
• 30:50
  are
• 30:50
  working
• 30:50
  in
• 30:50
  our
• 30:51
  industry
• 30:52
  and
• 30:52
  some
• 30:52
  are
• 30:53
  the
• 30:53
  ones
• 30:53
  that
• 30:53
  are
• 30:54
  in
• 30:54
  it
• 30:55
  full
• 30:55
  speed.
• 30:56
  And
• 30:56
  the
• 30:56
  one
• 30:57
  that
• 30:57
  do
• 30:57
  it
• 30:57
  because
• 30:58
  it's
• 30:58
  a
• 30:59
  hustle
• 30:59
  of
• 31:00
  extra
• 31:00
  cash
• 31:01
  and
• 31:02
  you
• 31:02
  can
• 31:03
  tell
• 31:03
  who
• 31:03
  puts
• 31:03
  in
• 31:04
  the
• 31:04
  effort
• 31:04
  and
• 31:04
  who
• 31:04
  doesn't.
• 31:05
  And
• 31:05
  I'm
• 31:05
  not
• 31:05
  putting
• 31:05
  either
• 31:06
  one
• 31:06
  down.
• 31:06
  That's
• 31:06
  not
• 31:07
  what
• 31:07
  I'm
• 31:07
  saying.
• 31:08
  I'm
• 31:08
  in
• 31:08
  this.
• 31:09
  The
• 31:09
  phone
• 31:09
  doesn't
• 31:10
  ring,
• 31:11
  we
• 31:11
  don't
• 31:11
  get
• 31:11
  a
• 31:11
  check.
• 31:12
  My
• 31:13
  staff
• 31:13
  doesn't
• 31:13
  get
• 31:13
  a
• 31:14
  check.
• 31:14
  If
• 31:14
  you're
• 31:15
  doing
• 31:15
  this
• 31:15
  as
• 31:15
  a
• 31:16
  hobby,
• 31:16
  you
• 31:16
  have
• 31:16
  to
• 31:16
  take
• 31:16
  a
• 31:17
  step
• 31:17
  back
• 31:17
  and
• 31:17
  understand
• 31:18
  why
• 31:19
  sometimes
• 31:19
  professionals
• 31:20
  say,
• 31:20
  oh,
• 31:20
  they're
• 31:20
  just
• 31:21
  a
• 31:21
  hobbyist
• 31:21
  or
• 31:21
  somebody
• 31:22
  who's
• 31:22
  doing
• 31:22
  this
• 31:23
  because
• 31:23
  they
• 31:23
  still
• 31:23
  have
• 31:24
  a
• 31:24
  full
• 31:24
  time
• 31:24
  job,
• 31:24
  so
• 31:25
  they
• 31:25
  still
• 31:25
  have
• 31:25
  benefits.
• 31:26
  Their
• 31:27
  spouse
• 31:28
  or
• 31:28
  partner
• 31:28
  is
• 31:29
  making
• 31:29
  six
• 31:29
  figures.
• 31:31
  There's
• 31:31
  a
• 31:31
  whole
• 31:31
  different.
• 31:32
  If
• 31:33
  Ruben
• 31:33
  and
• 31:33
  I
• 31:33
  don't
• 31:34
  go
• 31:34
  into
• 31:34
  work,
• 31:35
  there
• 31:36
  are
• 31:36
  eight
• 31:37
  other
• 31:37
  people
• 31:37
  relying
• 31:38
  on
• 31:38
  us.
• 31:38
  And
• 31:39
  I
• 31:39
  pay
• 31:39
  very
• 31:40
  well.
• 31:42
  I
• 31:42
  sometimes
• 31:43
  get
• 31:43
  shocked
• 31:44
  when
• 31:44
  I
• 31:44
  look
• 31:44
  at
• 31:44
  the
• 31:44
  tax
• 31:44
  forms.
• 31:45
  I'm
• 31:45
  like,
• 31:45
  oh,
• 31:46
  wow.
• 31:47
  And
• 31:48
  it
• 31:48
  is
• 31:49
  a
• 31:49
  scary
• 31:49
  thing.
• 31:50
  Think
• 31:50
  that
• 31:50
  that's
• 31:50
  the
• 31:51
  difference
• 31:51
  because
• 31:51
  there
• 31:52
  I
• 31:52
  put
• 31:53
  100%
• 31:54
  into
• 31:54
  the
• 31:54
  relationships
• 31:55
  that
• 31:55
  I
• 31:55
  have
• 31:56
  to
• 31:56
  network
• 31:56
  and
• 31:56
  nurture
• 31:57
  to
• 31:57
  keep
• 31:57
  the
• 31:57
  business
• 31:58
  alive
• 31:59
  while
• 31:59
  somebody
• 32:00
  else
• 32:00
  might,
• 32:00
  oh,
• 32:01
  I
• 32:01
  don't
• 32:01
  feel
• 32:01
  like
• 32:01
  networking
• 32:01
  or
• 32:02
  I
• 32:02
  don't,
• 32:02
  I
• 32:02
  don't
• 32:02
  feel
• 32:03
  like
• 32:03
  networking.
• 32:03
  Every
• 32:04
  day
• 32:04
  your
• 32:04
  mouth
• 32:05
  gets
• 32:05
  dry
• 32:05
  of
• 32:05
  chatting
• 32:06
  and
• 32:06
  talking
• 32:06
  about
• 32:07
  the
• 32:07
  same
• 32:07
  stuff
• 32:07
  over
• 32:08
  and
• 32:08
  over
• 32:08
  again.
• 32:10
  And,
• 32:10
  and
• 32:10
  the
• 32:10
  reality
• 32:11
  of
• 32:11
  it
• 32:11
  is
• 32:11
  we're
• 32:11
  not
• 32:11
  really
• 32:12
  inventing
• 32:12
  anything
• 32:12
  new.
• 32:13
  And
• 32:13
  this
• 32:13
  is
• 32:13
  no
• 32:14
  dig.
• 32:14
  We're
• 32:15
  just.
• 32:15
  We
• 32:15
  recycle.
• 32:16
  And
• 32:17
  what
• 32:17
  was
• 32:17
  old
• 32:17
  is
• 32:18
  new
• 32:18
  again,
• 32:18
  and
• 32:18
  what
• 32:18
  was
• 32:19
  new
• 32:19
  gets
• 32:19
  old.
• 32:20
  And
• 32:20
  I
• 32:21
  try
• 32:21
  to
• 32:21
  explain
• 32:22
  that
• 32:22
  if
• 32:22
  you,
• 32:22
  if
• 32:23
  you
• 32:23
  jump
• 32:23
  into
• 32:23
  this,
• 32:25
  jump
• 32:25
  into
• 32:25
  it,
• 32:25
  because
• 32:26
  you
• 32:26
  will
• 32:26
  have
• 32:26
  a
• 32:27
  wonderful
• 32:27
  career,
• 32:28
  there'll
• 32:28
  be
• 32:28
  ups
• 32:28
  and
• 32:28
  downs,
• 32:29
  you
• 32:29
  won't
• 32:29
  always
• 32:29
  make
• 32:30
  the
• 32:30
  money.
• 32:30
  You'll
• 32:31
  probably
• 32:31
  have
• 32:31
  to
• 32:31
  put
• 32:31
  money
• 32:31
  into
• 32:32
  your
• 32:32
  business.
• 32:33
  You'll
• 32:33
  probably
• 32:34
  take
• 32:34
  it
• 32:34
  out,
• 32:34
  take
• 32:34
  it
• 32:34
  in.
• 32:35
  But
• 32:36
  you
• 32:36
  work
• 32:37
  for
• 32:37
  yourself.
• 32:37
  And
• 32:38
  there's,
• 32:38
  there's
• 32:38
  something
• 32:38
  to
• 32:38
  be
• 32:39
  said
• 32:39
  about
• 32:39
  not
• 32:39
  having
• 32:39
  to
• 32:40
  answer
• 32:40
  to
• 32:40
  anybody.
• 32:41
  Yeah.
• 32:41
  And
• 32:41
  we
• 32:42
  become
• 32:42
  very
• 32:42
  unemployable,
• 32:43
  don't
• 32:43
  we?
• 32:44
  Because
• 32:44
  once
• 32:44
  you
• 32:44
  own
• 32:44
  your
• 32:44
  own
• 32:45
  business,
• 32:45
  suddenly
• 32:46
  it's
• 32:46
  really
• 32:47
  hard
• 32:47
  to
• 32:47
  ever.
• 32:48
  Can
• 32:48
  I
• 32:48
  take
• 32:49
  a
• 32:49
  day
• 32:49
  off?
• 32:49
  Like
• 32:50
  I
• 32:50
  said,
• 32:50
  I'm
• 32:50
  like,
• 32:50
  who.
• 32:50
  Who
• 32:51
  has
• 32:51
  to
• 32:51
  ask
• 32:51
  for
• 32:52
  a
• 32:52
  day
• 32:52
  off?
• 32:52
  If
• 32:52
  I
• 32:52
  want
• 32:52
  a
• 32:52
  day
• 32:53
  off,
• 32:53
  I
• 32:53
  take
• 32:53
  a
• 32:53
  day
• 32:53
  off.
• 32:53
  But
• 32:54
  on
• 32:54
  the
• 32:54
  flip
• 32:54
  side
• 32:54
  of
• 32:55
  that,
• 32:55
  like
• 32:55
  you
• 32:55
  say,
• 32:56
  if
• 32:56
  you
• 32:56
  don't
• 32:56
  have
• 32:56
  the
• 32:57
  work,
• 32:57
  you
• 32:57
  don't
• 32:57
  have
• 32:57
  the
• 32:57
  money,
• 32:58
  and
• 32:58
  there's,
• 32:58
  there's
• 32:59
  all
• 32:59
  sorts
• 32:59
  of
• 32:59
  stress
• 33:00
  that
• 33:00
  comes
• 33:00
  with
• 33:00
  that
• 33:00
  as
• 33:00
  well.
• 33:01
  What
• 33:01
  about
• 33:01
  to
• 33:02
  people
• 33:02
  who
• 33:02
  feel
• 33:02
  like
• 33:03
  building
• 33:04
  relationships
• 33:04
  is
• 33:04
  tough?
• 33:05
  They
• 33:05
  feel
• 33:05
  like
• 33:06
  this
• 33:06
  industry
• 33:06
  is
• 33:06
  closed
• 33:07
  off
• 33:07
  to
• 33:07
  them.
• 33:07
  Maybe
• 33:08
  they've
• 33:08
  tried
• 33:09
  to
• 33:09
  reach
• 33:09
  out
• 33:09
  to
• 33:09
  people,
• 33:10
  build
• 33:10
  relationships,
• 33:10
  and
• 33:11
  they've
• 33:11
  had
• 33:11
  frosty
• 33:12
  responses.
• 33:13
  Have
• 33:13
  you
• 33:14
  got
• 33:14
  any
• 33:14
  kind
• 33:14
  of
• 33:14
  advice
• 33:15
  or
• 33:16
  confidence
• 33:16
  building
• 33:17
  for
• 33:17
  them?
• 33:17
  I
• 33:18
  will
• 33:18
  tell
• 33:18
  you
• 33:18
  one
• 33:18
  thing
• 33:19
  with
• 33:19
  that,
• 33:19
  I
• 33:19
  can
• 33:20
  walk
• 33:20
  into
• 33:20
  a
• 33:20
  room
• 33:20
  and
• 33:21
  half
• 33:21
  the
• 33:21
  room
• 33:21
  hates
• 33:21
  me
• 33:22
  and
• 33:22
  half
• 33:22
  the
• 33:22
  room
• 33:22
  likes
• 33:22
  me.
• 33:23
  There's
• 33:23
  no
• 33:23
  in
• 33:23
  between.
• 33:24
  It
• 33:24
  has
• 33:24
  been
• 33:24
  like
• 33:24
  that
• 33:25
  since
• 33:25
  my
• 33:25
  childhood.
• 33:26
  I
• 33:26
  don't
• 33:26
  know,
• 33:26
  I
• 33:27
  just
• 33:27
  come
• 33:27
  into
• 33:27
  a
• 33:27
  room.
• 33:28
  I
• 33:28
  don't
• 33:28
  care.
• 33:28
  I
• 33:29
  don't
• 33:29
  care,
• 33:29
  you
• 33:29
  know,
• 33:30
  if
• 33:30
  you
• 33:30
  don't
• 33:30
  like
• 33:30
  me,
• 33:30
  if
• 33:30
  I'm
• 33:30
  here,
• 33:31
  if
• 33:31
  I'm
• 33:31
  what
• 33:31
  I'm
• 33:31
  wearing,
• 33:31
  it
• 33:32
  doesn't
• 33:32
  bother
• 33:32
  me
• 33:32
  and
• 33:33
  I'm
• 33:33
  unoffendable.
• 33:34
  I
• 33:34
  could
• 33:34
  care
• 33:34
  less.
• 33:35
  At
• 33:35
  the
• 33:36
  end
• 33:36
  of
• 33:36
  the
• 33:36
  day,
• 33:36
  your
• 33:36
  words
• 33:37
  aren't
• 33:37
  going
• 33:37
  to
• 33:37
  hurt.
• 33:37
  I
• 33:37
  think
• 33:38
  Americans,
• 33:39
  actually,
• 33:39
  because
• 33:39
  I
• 33:39
  am
• 33:40
  Cuban,
• 33:41
  words
• 33:41
  don't
• 33:42
  mean
• 33:42
  the
• 33:42
  same
• 33:42
  as
• 33:42
  they
• 33:43
  do
• 33:43
  to
• 33:44
  Americans.
• 33:44
  Like,
• 33:45
  my
• 33:45
  daughter's
• 33:45
  nickname
• 33:46
  is
• 33:46
  Gorda,
• 33:46
  which
• 33:47
  is
• 33:47
  fatso.
• 33:47
  But
• 33:48
  Gorda
• 33:48
  is
• 33:48
  a
• 33:48
  term
• 33:49
  of
• 33:49
  endearment.
• 33:50
  It
• 33:50
  is
• 33:50
  not
• 33:50
  an
• 33:50
  offensive
• 33:51
  word
• 33:51
  to
• 33:51
  us.
• 33:52
  And
• 33:52
  so,
• 33:52
  you
• 33:53
  know
• 33:53
  when
• 33:53
  people
• 33:53
  said
• 33:54
  that.
• 33:54
  So
• 33:54
  for
• 33:55
  me,
• 33:55
  if
• 33:55
  you
• 33:55
  are
• 33:55
  standing
• 33:56
  in
• 33:56
  a
• 33:56
  corner,
• 33:56
  get
• 33:57
  out
• 33:57
  from
• 33:57
  standing
• 33:58
  in
• 33:58
  that
• 33:58
  corner,
• 33:58
  get
• 33:58
  out
• 33:59
  from
• 33:59
  sitting
• 33:59
  in
• 33:59
  that
• 33:59
  chair,
• 34:00
  get
• 34:00
  out
• 34:00
  of
• 34:00
  your
• 34:00
  comfort
• 34:01
  zone
• 34:02
  and
• 34:02
  just
• 34:02
  be
• 34:03
  you
• 34:03
  in
• 34:03
  that
• 34:04
  room.
• 34:04
  And
• 34:04
  whoever
• 34:05
  doesn't
• 34:05
  like
• 34:05
  you,
• 34:05
  tough,
• 34:06
  move
• 34:06
  on.
• 34:07
  And
• 34:07
  then
• 34:07
  I
• 34:07
  always
• 34:07
  say,
• 34:08
  if
• 34:08
  the
• 34:08
  door
• 34:08
  doesn't
• 34:09
  open,
• 34:09
  you
• 34:10
  did
• 34:10
  not
• 34:10
  knock
• 34:11
  hard
• 34:11
  enough.
• 34:11
  Oh,
• 34:12
  I
• 34:12
  like
• 34:12
  that.
• 34:12
  Knock
• 34:12
  harder.
• 34:12
  That's
• 34:13
  true.
• 34:13
  That
• 34:13
  is
• 34:13
  very
• 34:14
  true,
• 34:14
  actually,
• 34:14
  because
• 34:14
  often
• 34:15
  when
• 34:15
  I
• 34:15
  talk
• 34:16
  to
• 34:16
  people
• 34:16
  and
• 34:16
  they
• 34:16
  say,
• 34:16
  I
• 34:16
  don't
• 34:17
  get
• 34:17
  this
• 34:17
  opportunity,
• 34:17
  I
• 34:18
  don't
• 34:18
  get
• 34:18
  to
• 34:18
  go
• 34:18
  on
• 34:18
  this
• 34:18
  podcast.
• 34:19
  I
• 34:19
  don't
• 34:19
  get.
• 34:19
  And
• 34:20
  I
• 34:20
  go,
• 34:20
  do.
• 34:20
  Did
• 34:20
  you
• 34:21
  ask?
• 34:21
  Did
• 34:22
  you.
• 34:22
  Did
• 34:22
  you
• 34:22
  push
• 34:23
  the
• 34:23
  door?
• 34:23
  Exactly
• 34:24
  that.
• 34:24
  Did
• 34:24
  you
• 34:25
  put.
• 34:25
  And
• 34:25
  they
• 34:25
  say,
• 34:25
  no.
• 34:26
  I'm
• 34:26
  waiting
• 34:26
  to
• 34:26
  be
• 34:26
  asked
• 34:27
  myself.
• 34:27
  I
• 34:27
  think,
• 34:27
  well,
• 34:28
  no
• 34:28
  one's
• 34:28
  going
• 34:28
  to
• 34:28
  ask
• 34:28
  you.
• 34:29
  You've
• 34:29
  got
• 34:29
  to
• 34:29
  be
• 34:30
  the
• 34:30
  master
• 34:30
  of
• 34:30
  your
• 34:30
  own
• 34:30
  destiny.
• 34:31
  And
• 34:31
  to
• 34:32
  your
• 34:32
  point
• 34:32
  about
• 34:32
  being
• 34:32
  in
• 34:32
  rooms
• 34:33
  where
• 34:33
  people
• 34:33
  don't
• 34:34
  like
• 34:34
  you
• 34:35
  as
• 34:35
  well,
• 34:35
  I
• 34:35
  say
• 34:35
  to
• 34:36
  people,
• 34:36
  stop
• 34:36
  worrying
• 34:36
  about
• 34:36
  what
• 34:37
  people
• 34:37
  are
• 34:37
  thinking,
• 34:38
  because
• 34:38
  they're
• 34:38
  not
• 34:38
  paying
• 34:38
  your
• 34:39
  bills.
• 34:39
  Right.
• 34:39
  So
• 34:40
  they're
• 34:40
  not
• 34:40
  paying
• 34:41
  your
• 34:41
  bills,
• 34:41
  they're
• 34:41
  not
• 34:41
  your
• 34:42
  customers.
• 34:43
  So,
• 34:43
  yes,
• 34:43
  be
• 34:43
  a
• 34:44
  good
• 34:44
  person.
• 34:44
  Yes.
• 34:45
  Just.
• 34:45
  You
• 34:45
  can
• 34:45
  only
• 34:45
  control
• 34:46
  the
• 34:46
  controllables.
• 34:47
  You
• 34:47
  can
• 34:47
  control
• 34:47
  your
• 34:47
  action.
• 34:48
  You
• 34:48
  know
• 34:48
  what
• 34:49
  your
• 34:49
  values
• 34:49
  are,
• 34:49
  you
• 34:49
  know
• 34:50
  what
• 34:50
  you
• 34:50
  stand
• 34:50
  for.
• 34:50
  If
• 34:51
  someone
• 34:51
  else
• 34:51
  doesn't
• 34:51
  like
• 34:51
  that,
• 34:52
  let
• 34:52
  them
• 34:52
  do
• 34:52
  that
• 34:53
  over
• 34:53
  there,
• 34:53
  but
• 34:54
  don't
• 34:54
  let
• 34:54
  it
• 34:54
  stop
• 34:55
  you,
• 34:55
  because
• 34:55
  otherwise
• 34:56
  they're
• 34:57
  taking
• 34:57
  money
• 34:57
  off
• 34:57
  your
• 34:57
  table
• 34:58
  and
• 34:58
  they're
• 34:59
  not
• 34:59
  paying
• 34:59
  your
• 34:59
  bills.
• 34:59
  So
• 34:59
  it's
• 35:00
  absolutely
• 35:00
  crazy
• 35:01
  to
• 35:01
  let
• 35:01
  them
• 35:01
  get
• 35:01
  in
• 35:01
  your
• 35:01
  head.
• 35:01
  Exactly,
• 35:02
  exactly.
• 35:02
  And
• 35:03
  exactly.
• 35:04
  Don't
• 35:04
  let
• 35:04
  people
• 35:04
  get
• 35:04
  into
• 35:04
  your
• 35:05
  head,
• 35:05
  because
• 35:05
  this
• 35:05
  is
• 35:05
  an
• 35:06
  industry
• 35:06
  that
• 35:06
  is.
• 35:07
  I'll
• 35:08
  just
• 35:08
  say
• 35:08
  it
• 35:08
  with
• 35:08
  love,
• 35:09
  catty
• 35:09
  and
• 35:10
  gossipy
• 35:11
  and,
• 35:12
  you
• 35:12
  know.
• 35:12
  And
• 35:13
  it
• 35:13
  is
• 35:13
  what
• 35:13
  it
• 35:14
  is.
• 35:14
  But
• 35:14
  at
• 35:14
  the
• 35:14
  end
• 35:14
  of
• 35:14
  the
• 35:15
  day,
• 35:15
  you
• 35:16
  know
• 35:16
  what,
• 35:17
  your
• 35:17
  clients
• 35:17
  love
• 35:17
  you.
• 35:18
  That's
• 35:18
  all
• 35:19
  you
• 35:19
  need.
• 35:19
  Because
• 35:20
  like
• 35:20
  you
• 35:20
  said,
• 35:20
  they're
• 35:21
  not
• 35:21
  paying
• 35:21
  your
• 35:21
  bills.
• 35:21
  The
• 35:21
  client
• 35:22
  is.
• 35:22
  Yeah,
• 35:23
  exactly.
• 35:23
  So
• 35:24
  we
• 35:24
  find
• 35:24
  ourselves
• 35:24
  here
• 35:25
  in
• 35:25
  2026.
• 35:26
  As
• 35:26
  you
• 35:26
  look
• 35:27
  forward,
• 35:28
  where
• 35:28
  do
• 35:28
  you
• 35:28
  think
• 35:29
  our
• 35:29
  industry
• 35:29
  is
• 35:30
  heading?
• 35:30
  Do
• 35:30
  you
• 35:30
  see
• 35:31
  particular
• 35:31
  trends
• 35:32
  that
• 35:32
  are
• 35:32
  going
• 35:32
  on
• 35:32
  in
• 35:33
  catering?
• 35:33
  Do
• 35:34
  you
• 35:34
  see
• 35:34
  particular
• 35:34
  trends
• 35:35
  that
• 35:35
  are
• 35:35
  going
• 35:35
  on
• 35:35
  in
• 35:36
  marketing?
• 35:36
  Or
• 35:37
  do
• 35:37
  you
• 35:37
  feel
• 35:37
  like
• 35:37
  this
• 35:38
  year
• 35:38
  is
• 35:38
  just
• 35:38
  the
• 35:38
  same
• 35:38
  as
• 35:38
  any
• 35:39
  other
• 35:39
  year?
• 35:39
  I
• 35:40
  think
• 35:40
  this
• 35:40
  year
• 35:40
  is
• 35:40
  going
• 35:40
  to
• 35:41
  be
• 35:41
  a
• 35:41
  difficult
• 35:41
  year.
• 35:42
  And
• 35:42
  I
• 35:43
  only
• 35:43
  say
• 35:43
  that
• 35:43
  because
• 35:44
  I
• 35:44
  said
• 35:44
  it
• 35:45
  back
• 35:45
  when
• 35:45
  2020
• 35:45
  happened,
• 35:46
  that
• 35:47
  once
• 35:47
  we
• 35:47
  got
• 35:47
  out
• 35:47
  of
• 35:47
  2020-2020-2021-2022
• 35:50
  and
• 35:50
  2023
• 35:51
  were
• 35:51
  fixable.
• 35:52
  Years
• 35:52
  24
• 35:53
  and
• 35:53
  25
• 35:54
  would
• 35:54
  show
• 35:54
  us
• 35:54
  what
• 35:55
  26
• 35:55
  and
• 35:55
  27
• 35:56
  would
• 35:56
  appear.
• 35:57
  And
• 35:58
  exactly
• 35:58
  what
• 35:58
  I
• 35:58
  said,
• 35:59
  that
• 35:59
  pebble
• 36:00
  has
• 36:00
  finally
• 36:00
  stopped
• 36:01
  trickling
• 36:02
  and
• 36:02
  people
• 36:02
  are
• 36:03
  now
• 36:03
  more
• 36:03
  conscious
• 36:04
  on
• 36:04
  what
• 36:04
  they're
• 36:04
  going
• 36:04
  to
• 36:04
  spend.
• 36:05
  And
• 36:05
  let's
• 36:05
  just
• 36:05
  say
• 36:06
  luxury
• 36:06
  is
• 36:06
  a
• 36:06
  different
• 36:07
  world.
• 36:07
  So
• 36:08
  anything
• 36:09
  above
• 36:09
  $500,000
• 36:11
  to
• 36:11
  me
• 36:11
  is
• 36:11
  luxury.
• 36:12
  Anything
• 36:13
  below
• 36:13
  it
• 36:14
  is
• 36:14
  a
• 36:14
  good
• 36:14
  budget.
• 36:15
  And
• 36:16
  I
• 36:16
  quoted
• 36:16
  that
• 36:17
  from
• 36:17
  a
• 36:17
  really
• 36:17
  good
• 36:17
  friend
• 36:17
  of
• 36:18
  mine,
• 36:18
  William
• 36:18
  P.
• 36:18
  Miller,
• 36:19
  who
• 36:19
  is
• 36:19
  a
• 36:19
  great
• 36:20
  planner
• 36:20
  and
• 36:20
  he
• 36:20
  said
• 36:21
  that
• 36:21
  and
• 36:21
  I
• 36:21
  thought,
• 36:22
  my
• 36:22
  God,
• 36:22
  that
• 36:22
  makes
• 36:23
  sense.
• 36:25
  At
• 36:25
  the
• 36:25
  end
• 36:25
  of
• 36:25
  the
• 36:25
  day,
• 36:26
  your
• 36:26
  normal
• 36:27
  folks,
• 36:28
  which
• 36:28
  we
• 36:28
  all
• 36:29
  live
• 36:29
  off
• 36:29
  of,
• 36:30
  no
• 36:30
  matter
• 36:30
  who
• 36:30
  you
• 36:30
  are
• 36:31
  and
• 36:31
  no
• 36:31
  matter
• 36:31
  what
• 36:31
  you
• 36:31
  do,
• 36:32
  we
• 36:32
  all
• 36:32
  have
• 36:32
  to
• 36:33
  implement
• 36:33
  those
• 36:33
  in
• 36:33
  there.
• 36:35
  And
• 36:35
  especially
• 36:36
  a
• 36:36
  caterer
• 36:36
  that
• 36:36
  has
• 36:37
  full
• 36:37
  time
• 36:37
  employees.
• 36:37
  I
• 36:37
  don't
• 36:38
  have
• 36:38
  the
• 36:38
  luxury
• 36:38
  of
• 36:38
  picking
• 36:38
  and
• 36:39
  choosing,
• 36:39
  you
• 36:39
  know
• 36:39
  what
• 36:39
  I
• 36:40
  mean?
• 36:40
  I
• 36:40
  have
• 36:40
  a
• 36:41
  humongous
• 36:41
  payroll.
• 36:42
  So
• 36:43
  you
• 36:43
  walk
• 36:43
  in
• 36:43
  my
• 36:43
  door
• 36:44
  and
• 36:44
  your
• 36:44
  check
• 36:44
  clears,
• 36:44
  we're
• 36:45
  taking
• 36:45
  it.
• 36:45
  So
• 36:47
  I
• 36:47
  think
• 36:48
  that
• 36:48
  we
• 36:48
  have
• 36:48
  to
• 36:48
  be
• 36:49
  prepared,
• 36:50
  especially
• 36:50
  in
• 36:50
  these
• 36:51
  times
• 36:51
  of
• 36:51
  what
• 36:52
  could
• 36:52
  happen
• 36:53
  and
• 36:53
  financially.
• 36:54
  And
• 36:54
  I
• 36:54
  think
• 36:55
  that
• 36:55
  they're
• 36:55
  more
• 36:55
  cautious.
• 36:56
  And
• 36:56
  just
• 36:57
  look
• 36:57
  at
• 36:57
  the
• 36:57
  liquor
• 36:58
  industry
• 36:58
  right
• 36:58
  now.
• 36:59
  United
• 37:00
  States
• 37:00
  are,
• 37:00
  what
• 37:01
  I've
• 37:01
  been
• 37:01
  hearing
• 37:02
  is
• 37:02
  about
• 37:03
  20
• 37:03
  billion
• 37:04
  or
• 37:04
  2
• 37:04
  billion
• 37:05
  something
• 37:05
  around
• 37:05
  those
• 37:06
  to
• 37:06
  2
• 37:06
  to
• 37:06
  20
• 37:06
  billion
• 37:07
  in
• 37:07
  literally
• 37:09
  stuff
• 37:09
  that's
• 37:10
  sitting
• 37:10
  on
• 37:10
  the
• 37:10
  shelf,
• 37:10
  that's
• 37:11
  not
• 37:11
  selling.
• 37:12
  Because
• 37:12
  the
• 37:13
  trend
• 37:13
  is
• 37:13
  mocktails.
• 37:15
  And
• 37:15
  so
• 37:16
  you
• 37:16
  have
• 37:16
  this
• 37:16
  whole
• 37:16
  flux
• 37:17
  of
• 37:17
  no
• 37:17
  alcohol.
• 37:18
  Well,
• 37:18
  where
• 37:18
  do
• 37:19
  people
• 37:19
  really
• 37:19
  make
• 37:19
  their
• 37:19
  money
• 37:20
  on
• 37:20
  alcohol?
• 37:21
  Your
• 37:22
  food
• 37:22
  is
• 37:22
  a
• 37:22
  very
• 37:22
  minimal,
• 37:23
  your
• 37:23
  alcohol
• 37:23
  is
• 37:23
  the
• 37:24
  bigger
• 37:24
  seller.
• 37:24
  But
• 37:25
  mocktails
• 37:25
  have
• 37:26
  now
• 37:26
  become
• 37:26
  very
• 37:26
  expensive.
• 37:27
  They're
• 37:27
  just
• 37:28
  as
• 37:28
  expensive
• 37:28
  as
• 37:29
  a
• 37:29
  drink.
• 37:30
  So
• 37:30
  I
• 37:30
  think
• 37:30
  the
• 37:30
  trend
• 37:31
  is
• 37:31
  more
• 37:31
  mocktails.
• 37:32
  I
• 37:32
  think
• 37:32
  the
• 37:33
  trend
• 37:33
  is
• 37:33
  less
• 37:34
  people.
• 37:35
  We're
• 37:35
  seeing
• 37:35
  numbers
• 37:36
  in
• 37:36
  hundred,
• 37:37
  125,
• 37:38
  the
• 37:38
  200
• 37:39
  to
• 37:39
  300,
• 37:40
  that's
• 37:40
  very
• 37:40
  minimal
• 37:41
  this
• 37:41
  year.
• 37:41
  It's
• 37:42
  really
• 37:42
  small.
• 37:42
  And
• 37:42
  even
• 37:43
  50
• 37:43
  and
• 37:43
  60
• 37:44
  people
• 37:44
  weddings,
• 37:46
  you
• 37:46
  know,
• 37:46
  they're
• 37:46
  choosing
• 37:47
  to
• 37:47
  go
• 37:47
  less
• 37:48
  and
• 37:48
  actually
• 37:49
  pick
• 37:50
  bigger
• 37:50
  venues
• 37:50
  that
• 37:51
  look
• 37:51
  grander.
• 37:52
  Yeah,
• 37:52
  it's
• 37:53
  interesting
• 37:53
  what
• 37:53
  you
• 37:53
  say
• 37:53
  about
• 37:53
  the
• 37:54
  mocktails
• 37:54
  as
• 37:54
  well
• 37:54
  and
• 37:54
  being
• 37:55
  the
• 37:55
  same
• 37:55
  price
• 37:55
  because
• 37:55
  I'm
• 37:56
  running
• 37:56
  a
• 37:57
  conference
• 37:57
  this
• 37:57
  year
• 37:57
  and
• 37:57
  I
• 37:58
  was
• 37:58
  talking
• 37:58
  to
• 37:58
  them
• 37:58
  about
• 37:59
  I'm
• 37:59
  designing
• 38:00
  my
• 38:00
  own
• 38:00
  Becca
• 38:00
  cocktail.
• 38:01
  And
• 38:01
  then
• 38:01
  I
• 38:01
  asked
• 38:01
  them
• 38:02
  the
• 38:02
  price
• 38:02
  for
• 38:02
  the
• 38:02
  mocktail
• 38:03
  version
• 38:03
  and
• 38:03
  they
• 38:03
  were
• 38:04
  like,
• 38:04
  it's
• 38:04
  basically
• 38:04
  the
• 38:04
  same
• 38:05
  because
• 38:05
  actually
• 38:05
  it's
• 38:06
  the
• 38:06
  cost
• 38:06
  of
• 38:06
  everything
• 38:06
  else
• 38:07
  that's,
• 38:07
  that's
• 38:08
  adding
• 38:08
  up
• 38:08
  the
• 38:08
  labor,
• 38:09
  the
• 38:09
  glass,
• 38:10
  where
• 38:10
  everything
• 38:11
  rather
• 38:11
  than
• 38:11
  the
• 38:11
  bit
• 38:12
  of
• 38:12
  alcohol
• 38:12
  in
• 38:12
  the
• 38:12
  bottom.
• 38:13
  And
• 38:13
  we're
• 38:13
  definitely
• 38:14
  seeing
• 38:14
  that
• 38:14
  trend
• 38:14
  here
• 38:15
  in
• 38:15
  the
• 38:15
  uk,
• 38:15
  the
• 38:15
  younger
• 38:16
  generation.
• 38:16
  We
• 38:16
  joke
• 38:16
  about
• 38:17
  it
• 38:17
  because
• 38:17
  people
• 38:17
  in
• 38:17
  my
• 38:17
  generation,
• 38:18
  we
• 38:18
  were
• 38:18
  the
• 38:18
  binge
• 38:19
  drinkers,
• 38:19
  we
• 38:19
  went
• 38:19
  out
• 38:20
  drinking.
• 38:20
  The
• 38:20
  next
• 38:21
  generation
• 38:21
  below
• 38:22
  me
• 38:22
  seem
• 38:22
  to
• 38:22
  be
• 38:23
  going
• 38:23
  to
• 38:23
  the
• 38:23
  gym
• 38:23
  and
• 38:24
  being
• 38:24
  vegan
• 38:24
  and
• 38:25
  being
• 38:25
  super
• 38:25
  healthy,
• 38:26
  I
• 38:26
  think.
• 38:26
  But
• 38:27
  that,
• 38:27
  that
• 38:27
  does
• 38:28
  impact
• 38:28
  on
• 38:28
  our
• 38:29
  industry
• 38:29
  because
• 38:29
  they're
• 38:29
  the
• 38:29
  people
• 38:30
  that
• 38:30
  are
• 38:30
  getting
• 38:30
  mar
• 38:31
  married
• 38:31
  and
• 38:31
  they're
• 38:31
  looking
• 38:32
  for
• 38:32
  different
• 38:32
  menu
• 38:32
  choices
• 38:33
  and
• 38:33
  they're
• 38:33
  looking
• 38:33
  for
• 38:34
  healthier
• 38:34
  alternatives.
• 38:35
  What
• 38:35
  about
• 38:35
  the
• 38:35
  dietary
• 38:36
  requirements?
• 38:36
  That's
• 38:37
  definitely
• 38:37
  a
• 38:37
  thing
• 38:37
  here.
• 38:37
  In
• 38:37
  the
• 38:38
  uk,
• 38:38
  where
• 38:38
  that's
• 38:39
  getting
• 38:39
  trickier
• 38:39
  and
• 38:39
  trickier
• 38:40
  and
• 38:40
  trickier
• 38:40
  and
• 38:40
  more
• 38:41
  and
• 38:41
  more
• 38:41
  people
• 38:41
  are
• 38:41
  popping
• 38:42
  up
• 38:42
  with
• 38:42
  all
• 38:42
  these
• 38:42
  different
• 38:42
  dieteries.
• 38:43
  So
• 38:44
  one
• 38:44
  thing
• 38:44
  I,
• 38:44
  I
• 38:44
  had
• 38:45
  a
• 38:45
  client
• 38:45
  come
• 38:45
  into
• 38:45
  my
• 38:45
  office
• 38:46
  and
• 38:46
  she
• 38:46
  was
• 38:47
  so
• 38:47
  literally
• 38:48
  crying.
• 38:48
  And
• 38:49
  I
• 38:49
  said,
• 38:49
  what's
• 38:49
  wrong?
• 38:50
  I
• 38:50
  thought
• 38:50
  I
• 38:50
  had
• 38:50
  done
• 38:50
  something
• 38:51
  wrong.
• 38:51
  She
• 38:51
  goes,
• 38:51
  I
• 38:52
  just
• 38:52
  got
• 38:52
  these
• 38:52
  invitations
• 38:53
  and
• 38:53
  this
• 38:53
  person
• 38:54
  is
• 38:54
  like
• 38:54
  34,
• 38:55
  dietary
• 38:56
  restrictions.
• 38:56
  I
• 38:56
  said,
• 38:57
  okay,
• 38:57
  let's
• 38:57
  break
• 38:57
  it
• 38:57
  down.
• 38:58
  What
• 38:59
  table
• 38:59
  are
• 38:59
  you
• 38:59
  placing
• 39:00
  her
• 39:00
  at?
• 39:00
  She
• 39:01
  said,
• 39:01
  well,
• 39:01
  she's
• 39:01
  sitting
• 39:01
  at
• 39:01
  table
• 39:02
  17.
• 39:02
  I
• 39:02
  said,
• 39:02
  so
• 39:03
  you
• 39:03
  put
• 39:03
  her
• 39:03
  next
• 39:03
  to
• 39:03
  the
• 39:03
  bathroom
• 39:04
  in
• 39:04
  the
• 39:04
  bar
• 39:04
  and
• 39:04
  you're
• 39:05
  giving
• 39:05
  her
• 39:05
  this
• 39:05
  much
• 39:05
  thought.
• 39:06
  That's
• 39:07
  an
• 39:07
  afterthought.
• 39:07
  That
• 39:07
  is
• 39:08
  somebody
• 39:08
  you
• 39:08
  either
• 39:08
  went
• 39:08
  to
• 39:09
  school
• 39:09
  with
• 39:09
  that
• 39:09
  you
• 39:09
  have
• 39:09
  to
• 39:10
  invite
• 39:11
  your
• 39:11
  mailman
• 39:11
  who
• 39:12
  delivered
• 39:12
  mail
• 39:12
  when
• 39:12
  you
• 39:13
  were
• 39:13
  a
• 39:13
  child
• 39:13
  and
• 39:13
  you
• 39:13
  used
• 39:13
  the
• 39:14
  hug.
• 39:14
  I
• 39:15
  said,
• 39:15
  but
• 39:15
  at
• 39:15
  the
• 39:15
  end
• 39:16
  of
• 39:16
  the
• 39:16
  day,
• 39:16
  you
• 39:16
  are
• 39:16
  ruining
• 39:17
  your
• 39:17
  day
• 39:17
  over
• 39:17
  somebody
• 39:18
  else's
• 39:18
  dietary
• 39:19
  needs,
• 39:19
  which
• 39:19
  I'm
• 39:19
  not
• 39:19
  saying
• 39:20
  is
• 39:20
  not
• 39:20
  the
• 39:20
  right
• 39:20
  thing,
• 39:21
  but
• 39:21
  there
• 39:21
  is
• 39:21
  a
• 39:22
  simple
• 39:22
  little
• 39:22
  box
• 39:22
  on
• 39:23
  your
• 39:23
  invitation
• 39:23
  that
• 39:23
  says
• 39:24
  this
• 39:24
  rsvp
• 39:25
  yes
• 39:25
  or
• 39:25
  no.
• 39:26
  But
• 39:26
  no,
• 39:27
  because
• 39:27
  you
• 39:27
  can't
• 39:28
  make
• 39:28
  somebody
• 39:28
  change
• 39:29
  everything
• 39:29
  on
• 39:29
  their
• 39:29
  menu.
• 39:30
  So
• 39:30
  what
• 39:30
  we
• 39:30
  have
• 39:30
  done,
• 39:31
  gluten
• 39:31
  free,
• 39:32
  dairy
• 39:32
  free,
• 39:32
  peanut
• 39:33
  free,
• 39:33
  vegan
• 39:33
  and
• 39:33
  vegetarian.
• 39:34
  We
• 39:34
  created
• 39:35
  a
• 39:35
  superfood.
• 39:36
  And
• 39:36
  that
• 39:36
  superfood
• 39:37
  feeds
• 39:37
  those
• 39:38
  five
• 39:38
  major
• 39:38
  dietary
• 39:39
  restrictions.
• 39:40
  Now,
• 39:41
  if
• 39:41
  you're
• 39:41
  allergic
• 39:42
  to
• 39:42
  pineapple,
• 39:43
  my
• 39:44
  statement
• 39:44
  is,
• 39:44
  we
• 39:45
  don't
• 39:45
  live
• 39:45
  in
• 39:45
  Hawaii.
• 39:47
  Why
• 39:47
  put
• 39:47
  that
• 39:48
  down?
• 39:48
  Why?
• 39:49
  I
• 39:49
  don't
• 39:50
  understand
• 39:50
  that.
• 39:51
  And
• 39:52
  maybe
• 39:52
  I'm
• 39:52
  old
• 39:52
  school.
• 39:53
  So
• 39:54
  when
• 39:54
  my
• 39:54
  husband's
• 39:54
  sister
• 39:55
  got
• 39:55
  married,
• 39:55
  we
• 39:56
  actually,
• 39:56
  her
• 39:56
  invitation
• 39:57
  came
• 39:57
  and
• 39:57
  I
• 39:58
  put,
• 39:58
  I'm
• 39:58
  allergic
• 39:58
  to
• 39:59
  humans.
• 39:59
  I
• 39:59
  need
• 39:59
  my
• 39:59
  own
• 40:00
  table.
• 40:01
  I
• 40:01
  just
• 40:01
  thought
• 40:01
  it
• 40:01
  was
• 40:02
  funny.
• 40:02
  And
• 40:02
  I'm
• 40:02
  not
• 40:03
  saying
• 40:03
  I'm
• 40:03
  gluten
• 40:03
  free.
• 40:04
  I
• 40:04
  have
• 40:04
  to
• 40:04
  eat
• 40:04
  gluten
• 40:05
  because
• 40:05
  my
• 40:05
  stomach
• 40:05
  blows
• 40:06
  up.
• 40:06
  I
• 40:06
  get
• 40:06
  really,
• 40:06
  really
• 40:07
  sick.
• 40:07
  But
• 40:07
  it
• 40:08
  is
• 40:08
  not
• 40:08
  anyone
• 40:09
  else's
• 40:09
  problem.
• 40:10
  It
• 40:10
  is
• 40:10
  mine.
• 40:11
  I
• 40:12
  know
• 40:12
  what
• 40:12
  I
• 40:12
  can
• 40:13
  eat.
• 40:13
  I
• 40:13
  know
• 40:13
  what
• 40:14
  I
• 40:14
  choose
• 40:14
  to
• 40:14
  eat.
• 40:14
  I
• 40:15
  chose
• 40:15
  this,
• 40:16
  that
• 40:16
  or
• 40:16
  the
• 40:16
  other.
• 40:17
  And
• 40:17
  I
• 40:18
  also
• 40:18
  don't
• 40:18
  eat
• 40:18
  fish.
• 40:18
  I
• 40:19
  went
• 40:19
  to
• 40:19
  an
• 40:19
  event
• 40:19
  once
• 40:19
  and
• 40:20
  they
• 40:20
  served
• 40:20
  us
• 40:20
  a
• 40:21
  seven
• 40:21
  course
• 40:21
  fish
• 40:22
  dinner.
• 40:23
  Did
• 40:23
  I
• 40:23
  throw
• 40:23
  a
• 40:23
  fit?
• 40:24
  No,
• 40:24
  I
• 40:24
  just
• 40:24
  pushed
• 40:25
  it
• 40:25
  with
• 40:25
  my
• 40:25
  fork
• 40:25
  over
• 40:26
  and
• 40:26
  over
• 40:26
  again,
• 40:26
  pretending
• 40:27
  I
• 40:27
  was
• 40:27
  eating.
• 40:27
  Well.
• 40:28
  That's
• 40:28
  what
• 40:28
  I
• 40:28
  teach
• 40:28
  my
• 40:28
  children
• 40:29
  to
• 40:29
  do.
• 40:29
  I'm
• 40:29
  like,
• 40:29
  now
• 40:30
  you're
• 40:30
  9
• 40:31
  and
• 40:31
  12,
• 40:31
  you
• 40:32
  can't
• 40:32
  just
• 40:32
  go
• 40:33
  at
• 40:33
  someone
• 40:33
  else's
• 40:34
  food.
• 40:35
  You've
• 40:35
  got
• 40:35
  to
• 40:35
  just
• 40:36
  either
• 40:36
  take
• 40:36
  it
• 40:36
  down
• 40:37
  and
• 40:37
  take
• 40:37
  some
• 40:38
  water
• 40:38
  with
• 40:38
  it
• 40:38
  or
• 40:38
  just
• 40:39
  move
• 40:39
  it
• 40:39
  around
• 40:39
  your
• 40:39
  plate
• 40:40
  and
• 40:40
  then
• 40:40
  go,
• 40:40
  I'm
• 40:41
  full.
• 40:41
  And
• 40:41
  be
• 40:41
  polite,
• 40:42
  right?
• 40:42
  Because
• 40:43
  I
• 40:43
  Think
• 40:43
  we
• 40:43
  all
• 40:43
  do
• 40:43
  have
• 40:44
  this
• 40:44
  me,
• 40:44
  me,
• 40:44
  me
• 40:45
  complex
• 40:45
  where
• 40:45
  everything
• 40:45
  has
• 40:46
  to
• 40:46
  be
• 40:46
  around
• 40:46
  us.
• 40:47
  I
• 40:47
  have
• 40:47
  to
• 40:47
  tell
• 40:47
  you
• 40:47
  quickly,
• 40:48
  before
• 40:48
  we
• 40:48
  end
• 40:48
  this,
• 40:49
  this
• 40:49
  absolute
• 40:50
  dietary
• 40:50
  requirement
• 40:51
  fail
• 40:51
  that
• 40:51
  happened
• 40:52
  at
• 40:52
  an
• 40:52
  event
• 40:52
  I
• 40:52
  was
• 40:52
  speaking
• 40:53
  at
• 40:53
  once,
• 40:53
  that
• 40:53
  made
• 40:53
  me
• 40:54
  laugh
• 40:54
  so
• 40:54
  much
• 40:55
  because
• 40:55
  they
• 40:56
  basically,
• 40:56
  they
• 40:56
  did
• 40:56
  the
• 40:56
  dietaries
• 40:57
  and
• 40:57
  they
• 40:57
  ended
• 40:58
  up
• 40:58
  with
• 40:58
  eight
• 40:58
  or
• 40:58
  10
• 40:58
  people
• 40:59
  who
• 40:59
  were
• 40:59
  vegetarian.
• 41:00
  And
• 41:00
  to
• 41:00
  make
• 41:00
  it
• 41:01
  easier
• 41:01
  for
• 41:01
  the
• 41:01
  caterers,
• 41:02
  they
• 41:02
  just
• 41:02
  put
• 41:02
  them
• 41:02
  all
• 41:02
  on
• 41:02
  one
• 41:03
  table.
• 41:04
  It
• 41:05
  was
• 41:05
  like
• 41:05
  segregation
• 41:06
  of
• 41:06
  the
• 41:06
  vegetarians.
• 41:07
  So
• 41:07
  it
• 41:07
  was
• 41:07
  like
• 41:07
  the
• 41:07
  vegetarian
• 41:08
  table
• 41:09
  is
• 41:09
  over
• 41:09
  in
• 41:10
  the
• 41:10
  back
• 41:10
  corner.
• 41:11
  I
• 41:11
  was
• 41:11
  like,
• 41:12
  I
• 41:12
  don't
• 41:12
  think
• 41:13
  we
• 41:13
  should
• 41:13
  be
• 41:13
  doing
• 41:14
  this.
• 41:14
  I
• 41:14
  don't
• 41:14
  think
• 41:14
  we
• 41:15
  should
• 41:15
  be
• 41:16
  segregating
• 41:16
  the
• 41:17
  vegetarians
• 41:17
  for
• 41:17
  everyone
• 41:18
  else.
• 41:18
  But
• 41:18
  it
• 41:18
  did
• 41:19
  make
• 41:19
  us
• 41:19
  laugh
• 41:19
  and
• 41:20
  they
• 41:20
  took
• 41:20
  it
• 41:21
  in
• 41:21
  good
• 41:21
  fun.
• 41:21
  It
• 41:21
  wasn't
• 41:22
  an
• 41:22
  event
• 41:22
  I
• 41:22
  was
• 41:22
  organizing,
• 41:23
  but
• 41:23
  I
• 41:23
  just
• 41:23
  thought,
• 41:24
  I've
• 41:24
  never
• 41:25
  seen
• 41:25
  anything
• 41:25
  like
• 41:25
  that
• 41:25
  where
• 41:26
  we
• 41:26
  just
• 41:26
  put
• 41:26
  everyone
• 41:26
  in
• 41:27
  one
• 41:27
  corner
• 41:27
  who
• 41:27
  doesn't
• 41:28
  eat
• 41:28
  meat.
• 41:28
  And
• 41:28
  the
• 41:29
  simple
• 41:29
  solution
• 41:29
  to
• 41:30
  that
• 41:30
  is
• 41:30
  that
• 41:30
  if
• 41:30
  you
• 41:30
  actually
• 41:31
  have
• 41:31
  an
• 41:31
  expediter
• 41:32
  that
• 41:32
  comes
• 41:32
  out
• 41:32
  and
• 41:32
  you
• 41:32
  know
• 41:32
  where
• 41:33
  everybody's
• 41:33
  sitting,
• 41:34
  you
• 41:34
  have
• 41:34
  a
• 41:34
  captain
• 41:35
  in
• 41:35
  front
• 41:35
  of
• 41:35
  that
• 41:35
  table
• 41:36
  and
• 41:36
  they
• 41:36
  know
• 41:36
  that
• 41:37
  Mary
• 41:37
  is
• 41:37
  the
• 41:37
  vegetarian.
• 41:38
  You
• 41:38
  just
• 41:38
  put
• 41:38
  Mary's
• 41:39
  down
• 41:39
  first
• 41:39
  and
• 41:39
  then
• 41:39
  put
• 41:39
  everybody
• 41:40
  else's
• 41:40
  down.
• 41:40
  And
• 41:40
  that's,
• 41:41
  you
• 41:41
  know,
• 41:41
  that's
• 41:42
  a
• 41:42
  trick
• 41:42
  I
• 41:42
  teach
• 41:42
  because
• 41:43
  we
• 41:43
  feed.
• 41:43
  We
• 41:44
  do
• 41:44
  a
• 41:44
  senator
• 41:44
  here
• 41:45
  every
• 41:45
  year
• 41:45
  and.
• 41:46
  And
• 41:46
  we
• 41:46
  feed
• 41:47
  800
• 41:47
  people
• 41:48
  in
• 41:48
  23
• 41:48
  minutes.
• 41:49
  Wow.
• 41:50
  Every
• 41:50
  year.
• 41:50
  That's
• 41:50
  good
• 41:51
  staffing
• 41:51
  and
• 41:51
  good
• 41:52
  efficiency
• 41:52
  there,
• 41:53
  for
• 41:53
  sure.
• 41:54
  Oh,
• 41:54
  I
• 41:54
  love
• 41:54
  it,
• 41:54
  Val.
• 41:55
  So
• 41:55
  it's
• 41:55
  been
• 41:55
  so
• 41:56
  fun
• 41:56
  chatting
• 41:56
  to
• 41:56
  you.
• 41:56
  I
• 41:57
  always
• 41:57
  end
• 41:57
  my
• 41:57
  podcast
• 41:58
  with
• 41:58
  the
• 41:58
  same
• 41:58
  question,
• 41:59
  so
• 41:59
  I'm
• 41:59
  going
• 41:59
  to
• 41:59
  pose
• 42:00
  that
• 42:00
  to
• 42:00
  you
• 42:00
  now.
• 42:01
  And
• 42:01
  it's
• 42:01
  this.
• 42:01
  What's
• 42:02
  the
• 42:02
  one
• 42:02
  thing
• 42:02
  you
• 42:02
  personally
• 42:03
  wish
• 42:03
  you'd
• 42:03
  known
• 42:04
  sooner?
• 42:04
  In
• 42:04
  your
• 42:05
  own
• 42:05
  business,
• 42:06
  Boundaries
• 42:06
  are
• 42:06
  not
• 42:07
  rude.
• 42:07
  They're
• 42:08
  your
• 42:08
  financial
• 42:09
  oxygen.
• 42:10
  Yeah,
• 42:10
  that's
• 42:11
  so
• 42:11
  true.
• 42:12
  What
• 42:12
  boundaries
• 42:12
  have
• 42:12
  you
• 42:13
  put
• 42:13
  in
• 42:13
  place?
• 42:13
  Any
• 42:13
  examples?
• 42:14
  You
• 42:14
  cannot
• 42:14
  call
• 42:15
  me
• 42:15
  on
• 42:15
  my
• 42:15
  cell
• 42:15
  phone
• 42:16
  ever.
• 42:17
  So
• 42:17
  I
• 42:17
  have
• 42:17
  a
• 42:17
  burner
• 42:17
  phone
• 42:18
  for
• 42:18
  all
• 42:18
  my
• 42:18
  clients
• 42:19
  and
• 42:19
  that
• 42:19
  number
• 42:20
  is
• 42:20
  just
• 42:20
  destroyed
• 42:21
  after
• 42:21
  that.
• 42:21
  And
• 42:21
  then
• 42:22
  my
• 42:22
  phone
• 42:23
  is
• 42:23
  mine
• 42:23
  and
• 42:23
  all
• 42:24
  staff
• 42:24
  ends
• 42:25
  all
• 42:25
  work
• 42:25
  at
• 42:25
  5:30,
• 42:26
  6:00,
• 42:26
  the
• 42:27
  latest.
• 42:28
  Don't
• 42:28
  take
• 42:28
  a
• 42:28
  call.
• 42:29
  I
• 42:29
  don't
• 42:29
  care
• 42:29
  if
• 42:30
  they're
• 42:30
  in
• 42:30
  California
• 42:31
  or
• 42:31
  here.
• 42:31
  Figure
• 42:31
  it
• 42:32
  out.
• 42:32
  That's
• 42:33
  not
• 42:33
  fair
• 42:33
  to
• 42:33
  you.
• 42:34
  Work
• 42:34
  life
• 42:34
  balance
• 42:34
  is
• 42:35
  very
• 42:35
  important.
• 42:35
  And
• 42:35
  I
• 42:36
  go
• 42:36
  to
• 42:36
  the
• 42:36
  gym
• 42:36
  and
• 42:36
  that
• 42:37
  hour
• 42:37
  and
• 42:37
  a
• 42:37
  half
• 42:37
  is
• 42:37
  mine.
• 42:38
  Don't
• 42:38
  ask
• 42:38
  me
• 42:38
  any
• 42:38
  questions
• 42:39
  about
• 42:39
  work.
• 42:40
  I
• 42:40
  love
• 42:40
  that.
• 42:40
  Boundaries
• 42:41
  are
• 42:41
  so
• 42:41
  good.
• 42:42
  I
• 42:42
  took
• 42:42
  my
• 42:42
  work
• 42:42
  email
• 42:43
  off
• 42:43
  my
• 42:43
  phone
• 42:44
  nearly
• 42:44
  a
• 42:44
  year
• 42:44
  ago
• 42:45
  and
• 42:45
  it
• 42:45
  was
• 42:45
  the
• 42:45
  best
• 42:45
  thing
• 42:45
  I've
• 42:46
  ever
• 42:46
  done
• 42:47
  for
• 42:47
  you.
• 42:47
  I
• 42:48
  did
• 42:48
  it
• 42:48
  for
• 42:48
  two
• 42:48
  weeks,
• 42:49
  and
• 42:49
  a
• 42:49
  year
• 42:49
  later,
• 42:50
  it's
• 42:50
  still
• 42:50
  off.
• 42:50
  And
• 42:50
  it's
• 42:51
  made
• 42:51
  absolutely
• 42:51
  zero
• 42:52
  difference
• 42:52
  to
• 42:52
  my
• 42:53
  business,
• 42:53
  my
• 42:53
  income,
• 42:53
  everything.
• 42:54
  But
• 42:54
  what
• 42:54
  it
• 42:55
  has
• 42:55
  made
• 42:55
  a
• 42:55
  difference
• 42:55
  to
• 42:56
  is
• 42:56
  my
• 42:56
  family
• 42:56
  life,
• 42:57
  my
• 42:57
  children,
• 42:58
  you
• 42:58
  know,
• 42:58
  because
• 42:59
  I'm
• 42:59
  not
• 42:59
  being
• 42:59
  distracted.
• 43:00
  And
• 43:00
  I
• 43:00
  always
• 43:01
  say
• 43:01
  it.
• 43:01
  You
• 43:01
  just
• 43:01
  see
• 43:01
  the
• 43:02
  email.
• 43:02
  Even
• 43:02
  if
• 43:02
  you
• 43:02
  don't
• 43:03
  read
• 43:03
  it,
• 43:03
  it's
• 43:03
  in
• 43:03
  your
• 43:04
  head.
• 43:04
  If
• 43:04
  you
• 43:04
  don't
• 43:05
  see
• 43:05
  it,
• 43:05
  you
• 43:06
  deal
• 43:06
  with
• 43:06
  it
• 43:06
  when
• 43:06
  it
• 43:06
  comes
• 43:07
  back.
• 43:07
  And
• 43:07
  they'll
• 43:08
  just
• 43:08
  have
• 43:08
  to
• 43:08
  wait
• 43:08
  if
• 43:08
  they
• 43:09
  know
• 43:09
  that
• 43:09
  that's
• 43:09
  how
• 43:09
  you
• 43:09
  operate.
• 43:10
  That's
• 43:10
  how
• 43:10
  you
• 43:10
  operate.
• 43:11
  So,
• 43:11
  yeah,
• 43:11
  love
• 43:11
  that
• 43:12
  boundaries
• 43:12
  are
• 43:12
  so,
• 43:13
  so,
• 43:13
  so
• 43:13
  important.
• 43:14
  Fausto,
• 43:15
  it's
• 43:15
  been
• 43:15
  so
• 43:15
  fun.
• 43:16
  If
• 43:16
  people
• 43:16
  want
• 43:16
  to
• 43:16
  find
• 43:16
  more
• 43:17
  about
• 43:17
  you
• 43:17
  and
• 43:17
  your
• 43:18
  businesses,
• 43:18
  where's
• 43:19
  the
• 43:19
  best
• 43:19
  places
• 43:19
  for
• 43:20
  them
• 43:20
  to
• 43:20
  find
• 43:20
  you
• 43:20
  hanging
• 43:20
  out?
• 43:21
  You
• 43:21
  can
• 43:21
  find
• 43:21
  me
• 43:22
  personally
• 43:22
  on
• 43:22
  thefalsto.com
• 43:23
  or
• 43:24
  you
• 43:24
  can
• 43:24
  go
• 43:24
  to
• 43:25
  blue
• 43:25
  elephantcatering.com
• 43:28
  and
• 43:28
  then
• 43:28
  look
• 43:28
  for
• 43:28
  me
• 43:28
  there,
• 43:29
  and
• 43:29
  then,
• 43:29
  you
• 43:30
  know,
• 43:30
  just
• 43:30
  chat
• 43:31
  me
• 43:31
  up.
• 43:31
  Amazing.
• 43:32
  I'll
• 43:32
  make
• 43:32
  sure
• 43:32
  I
• 43:32
  put
• 43:32
  all
• 43:33
  of
• 43:33
  your
• 43:33
  links
• 43:33
  in
• 43:34
  the
• 43:34
  show
• 43:34
  notes,
• 43:34
  and
• 43:35
  if
• 43:35
  you're
• 43:35
  planning
• 43:35
  a
• 43:35
  trip
• 43:36
  to
• 43:36
  London
• 43:36
  anytime
• 43:37
  soon,
• 43:37
  let
• 43:37
  me
• 43:37
  know,
• 43:37
  and
• 43:38
  we'll
• 43:38
  have
• 43:38
  to
• 43:38
  go
• 43:38
  for
• 43:38
  dinner.
• 43:39
  Oh,
• 43:39
  thank
• 43:39
  you.
• 43:40
  Such
• 43:40
  a
• 43:40
  great
• 43:40
  conversation
• 43:41
  with
• 43:41
  Falso.
• 43:41
  I
• 43:42
  really
• 43:42
  enjoyed
• 43:42
  hearing
• 43:43
  all
• 43:43
  about
• 43:43
  his
• 43:43
  different
• 43:44
  catering
• 43:44
  stories,
• 43:44
  his
• 43:45
  history,
• 43:45
  and
• 43:46
  his
• 43:46
  tips
• 43:46
  for
• 43:46
  the
• 43:47
  industry.
• 43:47
  And
• 43:47
  I
• 43:47
  love
• 43:48
  that
• 43:48
  concept
• 43:48
  of
• 43:48
  temporary
• 43:49
  friends.
• 43:49
  I
• 43:49
  think
• 43:49
  that
• 43:49
  will
• 43:50
  resonate
• 43:50
  to
• 43:50
  so
• 43:50
  many
• 43:50
  of
• 43:51
  you,
• 43:51
  because
• 43:51
  we
• 43:51
  do.
• 43:52
  We're
• 43:52
  constantly
• 43:52
  meeting
• 43:53
  new
• 43:53
  people,
• 43:53
  new
• 43:53
  clients,
• 43:54
  and
• 43:54
  it's
• 43:54
  hard
• 43:55
  to
• 43:55
  make
• 43:55
  that
• 43:56
  boundary
• 43:56
  and
• 43:56
  understand
• 43:57
  how
• 43:57
  we
• 43:57
  can
• 43:57
  give
• 43:57
  them
• 43:58
  value,
• 43:58
  but
• 43:58
  also
• 43:58
  realize
• 43:59
  they're
• 43:59
  just
• 43:59
  there
• 43:59
  for
• 44:00
  a
• 44:00
  season.
• 44:00
  I'll
• 44:01
  put
• 44:01
  the
• 44:01
  links
• 44:01
  to
• 44:01
  his
• 44:01
  book
• 44:01
  and
• 44:02
  all
• 44:02
  of
• 44:02
  those
• 44:02
  other
• 44:02
  things
• 44:03
  he
• 44:03
  mentioned
• 44:03
  in
• 44:03
  the
• 44:03
  show
• 44:04
  notes,
• 44:04
  and
• 44:04
  I'll
• 44:04
  see
• 44:04
  you
• 44:04
  all
• 44:05
  next
• 44:05
  time.