Latest / The One Small Change Podcast / Meaningful Podcast Conversations Are The Bridge to Profits

Transcript

Meaningful Podcast Conversations Are The Bridge to Profits · The One Small Change Podcast

0:00
Welcome to the One Small Change. I am thrilled, as always,
0:04
that you are sharing this journey of exploration and transformation with me.
0:07
And I'm your host, Yvonne McCoy, and I bring almost 30 years of
0:11
entrepreneurial experience and a passion for discovering
0:14
growth through the power of seemingly small change. And
0:18
every week I try to bring you somebody who's got something to share with you
0:22
to help you along with this journey. And this week we are
0:26
talking to Lindsay Phillips. Lindsay, I am so glad
0:30
that you took time out of your schedule to come and visit with us and
0:34
to help my audience. So
0:37
you and I had an amazing conversation, so I know we
0:41
will not have a problem talking today. Nope.
0:46
So tell me, what was the thing that
0:50
got you doing what you do, and what
0:53
now helps you to do it better? So tell us what
0:57
you do and why you're great at it. Thank
1:01
you for having me on. So I've been in
1:05
the podcasting space for probably about 10 years now,
1:09
hosting, helping other people launch, and
1:13
now I really focus on guests and helping them have conversations that
1:16
convert. We're purposing their content because
1:20
back in the day when I was guesting on shows
1:24
and, you know, helping my clients, I realized
1:27
that I wasn't getting the results that I wanted.
1:31
I was getting, you know, the show was live. Woohoo. And
1:35
the hosts were like, promoting it in the weirdest way.
1:39
They didn't have show notes. They.
1:44
I just felt like I wasn't being positioned in a way that I wanted to
1:48
showcase my authority. And I felt like I had no control
1:52
even in the conversations. You know, sometimes hosts ask you
1:56
really random questions that have nothing to do with your expertise
1:59
or about a specific topic. And so you
2:03
feel like the conversation's all over the place and you have no control over
2:07
the results that you're getting from guesting on podcasts.
2:11
And so I'm like, there has to be a way I can change
2:15
this. And so I, you know,
2:19
with research and what have you and testing,
2:23
I realized some of the mistakes. And so now I'm
2:26
able to take more control over the
2:30
podcast interview and the way I leverage it
2:34
and repurpose it once it goes live so that
2:37
I am in control of how I'm positioned. I can use it
2:41
to generate leads and clients, and I'm not relying on the
2:44
host that I can actually control it from my end. And that was
2:48
huge, not only for me, but for my clients.
2:52
And you know what, the thing that's funny about that is
2:55
sometimes it's just a question that changes
2:59
everything. And it's like, what if this wasn't true? What
3:03
if it wasn't true that I had no control?
3:07
That's the. That's the question I've been asking people to ask
3:10
themselves when they're doing something. You know, when somebody says, oh, it's
3:14
always like this, or it has to be like this, and say to them, what
3:17
if it isn't true? What if you could do it differently? And
3:20
that spark a whole lot of other things? And. And I have
3:24
to tell you, what you're doing is so needed. I think I did over
3:28
20 podcast interviews and had a really
3:32
good time, I might add, before I realized that I. There
3:36
was really a method to my, you know, that I should be doing the.
3:39
You know, and it wasn't until I interviewed somebody, and she kept saying,
3:43
well, this is exactly, you know, why I put this in my program.
3:46
And, you know, and so her offer actually made sense. You know, the
3:50
thing that. Where I was just like, oh, whatever you want to ask me, I'm,
3:54
you know, I'm Chatty Cathy. So
3:58
tell us a little bit about how we can do that or, you
4:02
know, what we should think about when we're thinking about being on a
4:05
podcast or, you know, what we're going to use it for.
4:09
Yeah, 100%. And you hit the nail on the head there. And
4:13
that is, what are you using the guesting for?
4:17
Why are you guesting on your show? On different shows,
4:20
for most entrepreneurs, it's getting, obviously, exposure,
4:24
visibility, getting their authority out, but it's also about
4:28
attracting leads and attracting clients.
4:32
And so the first point is
4:35
realizing the goal of the interview
4:38
and the goal of the conversation, because it's more
4:43
than just exposure. And so the way I
4:47
think about it is that the conversation is
4:50
a bridge between the audience's pain or what they're struggling
4:54
with or what they aspire to and your offers.
4:59
So I feel like a lot of guests really skip that
5:03
mindset part of it, and they're just simply talking about
5:07
a topic, talking about tips and information that they know,
5:11
but it's not relating to the audience.
5:15
They're not feeling understood. They're not being hooked in
5:19
going, oh, yeah, that's totally me. Totally. Always happens to
5:22
me when I guest on podcast. Conversations are all over the place,
5:26
and I feel deflated by the end of it. And then also
5:30
thinking about, what are your offers, what topic? And obviously your
5:34
call to action is going to naturally segue
5:38
to your offers. So it's almost like you're taking
5:42
the audience along this journey. And I call it the
5:46
bridge to profits. So like going from, you know,
5:50
the, the interview topic, like hooking, hooking
5:54
the listener in through the topic so they know what the episode's about
5:58
and then bringing them on that journey, you know, with your
6:02
talking points, with your stories, with your sound bites,
6:06
with the information that you're giving in a very strategic way
6:09
so that once you get to the offer, they not only understand
6:13
what you do, but also that you solve a problem
6:17
and then they see you as the natural solution.
6:21
So you're, you're more apt to, you know, get a bigger
6:25
ROI from those episodes if you look at it through that different
6:28
lens. Can, Can I.
6:33
All right, can I take you kind of back to the beginning and.
6:36
Yeah, I mean, because I think the reason you're doing the pot, you know,
6:40
either being a guest on a podcast and, you know, or
6:43
you have, you're having a guest. Right.
6:47
So my, my purpose of having the podcast
6:50
is that it is a way for me to, to, to develop
6:54
partnerships with people that I think my community would
6:58
benefit from knowing. And so I want them
7:01
to, you know, be exposed, you know, because I
7:05
obviously am not going to know everything about everything. Yes.
7:09
And the things that I'm interested in, I kind of assume that
7:12
my audience is also interested in. Totally a way for
7:16
you to, to be able to have some pre filtered
7:20
information, you know, that kind of thing. So my first
7:23
question is, if you've never been a guest on a podcast,
7:28
what kinds of questions should you ask yourself about
7:32
one, your intention and whose podcast you should go on?
7:39
That's a big question because there's so
7:43
much to unpack there. So, you know, the big. But, yeah, I
7:47
mean, you have to start somewhere, right? So
7:50
it. First it's thinking about why do you want a guest on a
7:54
podcast? Is it because you want to sell more books and
7:58
you have a book? Is it because, like you said,
8:01
make those connections with potential collaboration partners.
8:07
Maybe you want them as a client, maybe you want their
8:10
clients as your clients because you've got parallel businesses.
8:14
Maybe it is to get leads, maybe it's to build your authority so
8:18
that eventually you can have your own podcast speak on stage.
8:22
So there's so many different goals and so
8:26
how you, how you go about it
8:30
will be slightly different. I mean,
8:34
most of a lot of the, the guests that are
8:37
on shows are doing it to build their authority and yes,
8:41
visibility and all those little things, but especially those
8:45
that are hiring podcast booking
8:48
agencies, like they're really investing in the whole
8:52
strategy behind podcast guesting. So most
8:56
of them, their goal is to get leads
8:59
and clients. And so how you view
9:03
that conversation is like, it's one
9:07
thing just to, like, oh, I want exposure, and they'll find me and they'll go
9:10
to my website, and then they'll reach out. A. That doesn't often
9:14
happen. But you want more than exposure.
9:18
If. If you really do want leads and clients, then you do need
9:22
to be more strategic about that conversation so that
9:26
you're. You have the end in mind, like your offers, but you're
9:29
also taking into consideration the audience
9:33
and what they want and connecting and compelling them,
9:37
but then also giving them value, but giving
9:41
that value in a way that showcases your authority, showcases
9:45
that, like, positions you as an expert. They can understand your
9:49
framework, how you work with people, the results that you get.
9:52
Like, it feels like you got to pack a lot in, but it's just, like,
9:56
nuances, right? Of, like, how you talk about
10:00
your craft and how you
10:03
seed your programs and the results and all those things. Well, I
10:07
think I. All right, so this is from somebody who made a lot of
10:11
mistakes. I think that
10:14
you get better results if. When you
10:18
look. I mean, because I think we all. It's like somebody says, come on my
10:21
podcast, we all want to say, yes. And I
10:25
have done that. Oh, same done on
10:28
podcasts that I had no expertise in. Whatever.
10:33
Do you know, I remember I went on one on parenting,
10:37
and I have no offer that leads to
10:41
parenting. Right. Yeah. And the only.
10:45
The only kind of twist that I had was
10:48
about the difficulties of parenting while you're building a business,
10:54
you know, and so it did relate a little bit in
10:57
the end, but it. If. If it was like there were three
11:01
places to pick from, that probably would have not been my first
11:05
choice. And I. Exactly. Save yourself a lot. I mean,
11:09
not. I think if you go on a podcast, it's not really
11:12
your audience. You do get experience,
11:16
and you do get, you know, get better. But at
11:19
the same token, I think it's better
11:23
to say, okay, what have I got that, you know, is there
11:27
something that I have that's a value to this person's audience,
11:32
something that they may find me of value?
11:35
Because I think one of the other things that's so important
11:39
is that you make the. The
11:43
host or the. Or the guest look really good. I mean,
11:46
you and I had a short conversation and clicked
11:50
immediately. I mean, it was like. It was wonderful.
11:54
I was like, come on my podcast. This is going to be great. And
11:57
I had no reservations that you wouldn't, you know,
12:01
do something and set my people fire.
12:05
So I think that's important too, that. You feel the energy between
12:09
the two people 100%, you know, because if you.
12:12
Are, you know, if you are standoffish with the person,
12:16
then that's not really going to get them much traction, I don't think.
12:21
All right, so that's one thing. You know, it's like not every podcast is equal
12:25
for your purpose, so you really know what your purpose is.
12:29
The other thing that we hit on is that you
12:33
kind of need to reverse engineer your offer into your talk, which is
12:37
true whether you're on a podcast or any talk. Yeah, absolutely.
12:41
And believe me, I went to a three day workshop, I already had my talk
12:45
and everything. And, and it wasn't converting. The first thing
12:48
she said is, you know, we reverse engineer this, we
12:52
look at what your offer is and make sure that it comes out in your
12:55
talk. And I was like, oh my God, this offer has nothing to do with.
13:00
It was. So talk a little bit about, you know,
13:04
I, I don't like it when people say
13:08
that are kind of salesy and say, well, this is why I do this in
13:12
my program, or my program will take you through these five
13:16
steps or, you know, kind of thing. But you still need to let people know
13:19
what, what it is that you do and what you deliver. So do you have
13:22
any suggestions about that? Absolutely.
13:26
And that's part of the problem why I think a lot of guests hold
13:30
back. They don't share how they work with people, they
13:33
don't share their programs or stories because they're just
13:37
too afraid of being like really salesy.
13:41
But if you share it in a way where
13:45
you're sharing a story,
13:50
I'm trying to think of like, for me, as an example,
13:54
when I actually booked a podcast booking agency, I was super
13:58
excited. I'm gonna get more exposure, get on the right shows. Woo hoo. And
14:02
then I like, there was literally crickets. I was not getting booked on
14:05
shows and I'm like, what is taking so long? And they're like, we're not getting
14:09
any yeses. And, and I'm like, oh my God, I'm
14:13
like feeling frustrated.
14:16
And then I changed my title, I changed my topic,
14:20
I did this strategy and now I teach my clients in the
14:24
conversation that convert how to do that so they can get booked
14:28
on shows. So that was kind of a poor example,
14:31
but you can just kind of like weave it into a story
14:36
or like when, when Jennifer went through my
14:40
program, I helped her change her title.
14:43
Once she changed her topic, then she
14:47
started to get booked on. So Many more podcasts right off the
14:50
bat. So you just kind of like weave it into a story. Well,
14:54
you know, the thing is, I can't help but go to the
14:58
example that you use, because sometimes the
15:01
title, it's not the talk, you know, it's not the topic,
15:05
it's the title, which is what people see first. And,
15:10
and the thing is, you know, I was, I'm, I'm a
15:13
big believer in repurposing,
15:17
and I had a freebie and I think it said five
15:21
steps to gaining productivity immediately
15:25
and was in a giveaway and it got absolutely nothing. And so,
15:29
you know, someone said to me, but you're trying to, you're trying to help people
15:33
get clients. So why, why don't you put, you know,
15:37
immediately it's like, oh,
15:41
makes so much sense. How come I didn't think of that? Because you can't do
15:44
it alone, right? You can't see the label inside the. Jar, as they say,
15:48
or the picture if you're in the frame. You know, you can't see the frame
15:51
if you're in the picture. So, you know that the thing,
15:56
I guess part of what I'm trying to say is whether you're speaking on a
15:59
podcast or any place, whether that's networking or whatever,
16:05
whatever you're saying has got to relate to whatever the offer
16:09
and stuff is. Yes. So you've got the
16:13
basic material, I think, to speak on a
16:16
podcast, to do a five minute talk at something, to speak
16:20
on a summit. You've got the beginning of that and you can take
16:24
it and tailor it to the situation that
16:28
you're in. So podcasting is. If you see
16:31
speaking as a strategy, podcasting is such a
16:35
natural. Yeah, that.
16:39
So is there an easy way to find
16:44
places to speak.
16:48
To guests on podcasts or to speak? Guess.
16:52
Yeah, there's a ton of different options. I mean, obviously
16:56
you can do your own legwork and research and, you
16:59
know, email message on LinkedIn, whatever.
17:04
The fastest path, I think, is working with either
17:07
a podcast booking agency who's really going to look at
17:11
your, your business, your avatar, your strategies,
17:15
and then find very specific shows that have that perfect
17:19
audience. And they do all the legwork and they do all
17:22
the heavy lifting and there's quite a
17:26
few out there. And the other option is, it's almost
17:30
like a podcast dating service. One is like Talks
17:34
Co Pod Match is one of my favorites
17:38
and they've got a great community and so some of them
17:41
will actually match you up with podcasts that you can guest
17:45
on. And, and then because you're within the app, you're
17:49
more likely to get read because they're going to see their inbox versus if you
17:53
email them cold through email,
17:57
like, they just get dropped. Right. But if you're
18:00
being matched up with people that are looking for what your
18:04
information, that you're sharing your expertise and so you're more likely to
18:08
get yeses and then it just their algorithms and
18:12
all that stuff, it just makes it so much easier to find shows.
18:16
Probably one of the easiest ways to become a guest
18:20
is to have your own podcast. Oh, 100.
18:23
Yeah, absolutely. Because it's like, oh, let's do a
18:27
podcast swap. Yeah. And, and, and, and typically
18:31
what you find is people are a little
18:34
bit, you know, you've actually made a personal connection with them
18:39
and so you're, you know, you know, you don't. It's doesn't require
18:42
as much legwork. And I think no. Yes. That you get is so
18:46
much better because. Yeah. And you only invite people that you have
18:50
a rapport with. So. Yeah, you know, I think that is,
18:54
is really, really important.
18:57
Let me ask you about.
19:03
So we talked about, you know, there are lots of ways that you need to
19:06
have intention before you just go out into
19:10
the podcast world. You need to know what your
19:14
offer is so that you can weave it in without sounding
19:17
salesy. What else? What else is what? You know,
19:21
and we talked about changing the title so that it makes sense. Right.
19:26
Is there one other, like, mistake that people make all the time?
19:31
The biggest one I find is
19:35
relying on the one sheet to help guide the host in
19:39
that conversation. If you look at most one sheets,
19:42
they will have like three or four topics
19:46
and then on the bottom they'll have maybe seven or ten questions.
19:50
But the questions are kind of a mix of like those three or
19:53
four topics or like about your journey or like whatever.
19:57
So when the host, you know, has you on the show,
20:02
their default is to grab that one sheet and just ask all of
20:06
those questions. And plus, they don't know your expertise, they don't know
20:09
what your offers are. So they can have a tendency
20:13
to ask really random questions. So you don't have a chance
20:17
to, you know, share your podcast leverage system
20:21
and your four steps to do XYZ and, and what the
20:24
problem is. And so what I recommend
20:28
is creating what I call your interview gps.
20:32
It's crafting those interview questions ahead of time
20:36
to help guide the host. And I'm not saying
20:40
it needs to be like a scripted thing, you
20:43
know, that the host isn't going to like Question number one and like
20:47
question number two, you know, they're not going to go down that list
20:50
perfectly. But giving them a topic, even
20:54
if they don't have that question in their form, you can email
20:58
and say, hey, I know we agreed upon this topic. Here's
21:02
some interview questions to make sure that I deliver the most value to your
21:05
audience. And if those interview questions are
21:09
mapped out a certain way, the host will
21:13
see like, oh, they're going to touch, touch upon the pain points.
21:17
Oh, they're going to talk about three ways to blah, blah, blah.
21:20
And so in their head, if you've already spoken about one
21:24
or two of those things, it's just like
21:28
humans like to have closed loops, right? They know in their head that
21:32
you have three steps to share, so they don't want to
21:36
steer you in the wrong direction, so you aren't able to share all of those
21:39
three steps. And there's techniques to like, bring the host
21:43
back and like, you know, oh, before I answer that, I want
21:47
to make sure I cover this just to make sure your, your audience fully
21:50
understands. And so by
21:54
again, using those interview questions as a
21:57
guide for the host, but also for you
22:01
to create that structure to the conversation so
22:05
that you do have the opportunities to talk about
22:09
your methods, your results, your tips, whatever it
22:12
is that I think is like, that took
22:16
me a while to like clue into. And as soon
22:20
as I made that change and then also I
22:24
have my clients, we changed up their interview questions
22:28
and oh man, the interviews were so different. And I create
22:32
reels from interviews for my clients because I repurpose it. And so it
22:36
was so much easier for me to like, get content,
22:39
get those reels. The whole
22:43
episode actually has a direction and a theme and a
22:46
title that's not like this, that and the other, that was a
22:50
game changer. And, and I, I think you said
22:54
something, but it was very subtle. And that is you can course
22:58
correct while you're in the interview if you are,
23:02
feel comfortable with your material and stuff. I mean, I mean,
23:05
I'm one of these people that I could ad lib about almost
23:09
anything, I think. But I think
23:13
there are times when you want to say, you know what, that's a good question.
23:16
But before I answer that, I think, you know, to make sure that your
23:20
audience really gets value, I need to be this.
23:24
Yeah, you know, and so you still have some, you still
23:28
have some.
23:31
Control. Thank you. That was right. Like that. Yeah,
23:35
it's. I was gonna say authority or something, but. But
23:39
I think, and I think, you know, the other Thing is, I think
23:43
that there's nothing worse as a podcast
23:47
host when the person gives these really
23:50
short answers and you're like, well, tell me
23:54
more about that. You know, and you're just like, come.
23:58
You know, it's like we had this great conversation before, and
24:02
now you're. You're. You know, you're killing me. Right. It's like pulling
24:06
teeth. Yeah. So it's like, you know, you.
24:10
Your client, your host will
24:13
tell you about. You know, I mean, there are things, well, you know, that I
24:17
say. For instance, I'll say, oh, my God, I wish we could talk about this
24:21
more, but we really need to move on because I want you to talk about
24:23
your gift. Right. I would much rather say that and
24:27
leave them, the audience wanting. Yeah.
24:31
Well, this has been great.
24:35
I've had some of those awkward conversations. Oh,
24:39
well, anyhow. Yeah. So tell us about your free
24:43
gift. I'd be happy to. That's a great
24:46
segue. Yeah. I mean, we've obviously
24:50
talked about how to regain that control back as a guest so that you
24:54
can create conversations that convert. And
24:58
often, like I kind of alluded to at the beginning, is that some of it
25:01
is a mind shift of some of those things. Like,
25:05
I want to have an organic conversation. It's like you want a
25:09
structured conversation that converts. And so I have a guide that's
25:13
crickets to clients, and it's five shifts to turn podcast interviews
25:16
into real results. So it kind of goes into those in a little bit
25:20
more depth so that you understand the strategies that. That are
25:24
possible so that you can get better results from your guesting.
25:28
And so they can get that@smoothbusiness growth.com
25:32
change for your podcast, of course, and your audience.
25:36
And yeah, they can grab it there. That's
25:40
fantastic. There is one other thing that I did want to
25:44
ask you, though, and that is.
25:47
Excuse me. Got a quick. I got crickets.
25:55
Have you found any interesting ways to use podcasts? I mean, one of the
25:58
things that I do with my, you know, my podcast episodes
26:02
is if I'm doing something with somebody else that's been on my
26:06
podcast, I will put their podcast episode in there.
26:10
Yeah. Because it's like, I might people. Because I do this
26:13
thing with people's events. I might not be able to come to the event, but
26:17
you might want to know more about that person. So that's one way that I'm
26:20
using my podcast. Do you have any other ways
26:24
that, you know, you already talked about making clips and stuff like that?
26:29
Anything. Yeah, and I believe, too, that for guests and
26:33
this is obviously for hosts as well. It's, it's,
26:36
it's not just enough to post about the
26:40
episode, it's gone live. And then as a guest,
26:43
rely on the host to do all the heavy lifting and the promotion, like, woohoo,
26:46
I tapped into their audience, I'm good to go. It's like, no,
26:51
repurpose, create a blog post, get the raw video,
26:55
put it in YouTube, you know, pull out little
26:59
tips and you know, email your list those, those tips.
27:03
Pulling out reels and YouTube shorts, make carousels.
27:08
I mean there's so many ways that you can reuse that content
27:12
and don't be afraid to use it for your own gain. Right? Like obviously you
27:15
want to push to the show, but that's your content, it's your
27:19
expertise. Like, don't be afraid to push to your own lead
27:22
magnet or say, hey, this is how I work with people.
27:26
You know, hit me up if you want to get on a call. So
27:30
it's, it's thinking about the content also as a
27:34
bridge between the client's needs and your
27:37
offers. So it's like, how can you connect one to the other? So
27:41
that's kind of like how my. Brain always works and I think that's a great
27:45
way to work. So. All right, let me challenge your brain for a minute.
27:48
When was the last time you did something new for the first time.
27:54
Using AI? And lately I've
27:58
been looking into creating my own prompt and app
28:01
and so I've been delving into that and it's like, it
28:05
feels scary because it's like I'm no tech wizard,
28:10
but it's like, it's so exciting at the same time just to understand
28:13
what's possible. So I'll be kind of diving into
28:17
that lately, which is kind of cool. I, I, I have to
28:21
say, I, I am a non techie person and I have fallen
28:25
in love with AI and it, it's,
28:29
especially when you train it. And
28:33
so, you know, one of the things that I do is I, I have models.
28:36
So I will dump my models in and repurpose something
28:40
and say, how can I make this better based on what I've now, what
28:43
I'm now talking about? And yeah, you know, it'll, you know, and
28:47
it is a lifesaver and the type, like we
28:51
said, your freebie or the talk of your title can be
28:54
everything. And so that can really, it can really generate a
28:58
whole lot of stuff. All right. Yeah, the commercial,
29:02
you know, so I hope that you've gotten some good information and
29:07
What I would really like you to do is subscribe and share and engage
29:10
with this podcast on social media. And the reason that I do it
29:15
is I want to help you connect to other people that can help your
29:18
business grow. And it's my way of trying to give back to this
29:22
community so that you can, you know, have growth and impact.
29:26
And so I hope that you will join me, continue to
29:29
join me on the one small change so that we can, you know,
29:33
really see what kind of shifts we can make that's gonna, you know, yield
29:37
monumental transformation. And if you haven't seen my first
29:41
episode of why I'm doing that, you might want to do that as
29:44
well as the quarterly clarity check in where I get to
29:48
talk all by myself. Love it.
29:51
Not talk over my guests. So unfortunately,
29:55
our time is up. It goes by fast. Good.
29:59
Oh, we packed a lot in when we're having fun.
30:03
And so make sure you guys take
30:06
a look at the freebie that she's given you because if you're
30:10
interested in podcasting at all, it is going to help you.
30:14
And so, Lindsay, you've shared a lot,
30:18
but can you give us some last words of wisdom or something to.
30:21
To grow on? I. I think there's a
30:25
lot of imposter syndrome and that holds
30:29
people back from guessing on podcasts. You know, who's going to listen to me.
30:33
But it's like, just think about the one client that you've helped or
30:37
even if one person listens and your tips have been super
30:41
useful and helped them move forward in their business. It's like,
30:45
don't worry about what everyone's going to think. Don't worry that it's
30:48
been, you know, the first time that you've guess it on a podcast.
30:52
Everyone's got to start somewhere. You've got a message to share. Share
30:56
it. Exactly. I. I believe in that
30:59
immensely. So guys, we gotta go.
31:03
Remember, change is simple, but it's not always easy. And it requires
31:07
courage and resilience and a willingness to step outside your comfort
31:11
zone. So don't be afraid to look silly on a podcast because you probably
31:15
better than you think. So I hope you will join me for the one small
31:19
change as we go forward. Until the next time, stay
31:22
curious.