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Smart Incentives to Inspire and Retain Your Retail Team · Wisdom by WESA

• 0:00
  Foreign.
• 0:03
  You
• 0:04
  are
• 0:04
  listening
• 0:04
  to
• 0:04
  the
• 0:04
  Horse
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  Radio
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  Network,
• 0:06
  part
• 0:06
  of
• 0:06
  the
• 0:06
  Equine
• 0:07
  Network
• 0:07
  family.
• 0:09
  Well,
• 0:09
  hi
• 0:09
  everybody.
• 0:09
  Glenn
• 0:10
  the
• 0:10
  Geek,
• 0:10
  back
• 0:10
  with
• 0:10
  you.
• 0:11
  Founder
• 0:11
  of
• 0:11
  the
• 0:11
  Horse
• 0:11
  Radio
• 0:12
  Network
• 0:12
  and
• 0:12
  host
• 0:12
  of
• 0:13
  Horses
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  in
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  the
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  Morning,
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  the
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  daily
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  podcast
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  for
• 0:15
  the
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  last
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  15
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  years.
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  Welcome
• 0:17
  to
• 0:17
  WESA
• 0:18
  Retail
• 0:18
  Roundup.
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  The
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  Retail
• 0:19
  Roundup
• 0:20
  is
• 0:20
  your
• 0:20
  go
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  to
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  virtual
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  hub
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  for
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  all
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  things
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  retail.
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  panel
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  discussions,
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  via
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  the
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  Retail
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  Roundup
• 0:34
  Facebook
• 0:34
  group.
• 0:34
  If
• 0:34
  you're
• 0:35
  not
• 0:35
  a
• 0:35
  member
• 0:35
  yet,
• 0:35
  head
• 0:36
  over.
• 0:36
  Just
• 0:36
  search
• 0:36
  for
• 0:37
  Retail
• 0:37
  Roundup
• 0:37
  on
• 0:38
  Facebook.
• 0:38
  You'll
• 0:38
  find
• 0:39
  it
• 0:39
  there
• 0:39
  and
• 0:39
  you
• 0:40
  definitely
• 0:40
  want
• 0:40
  to
• 0:40
  join
• 0:41
  that.
• 0:42
  Retailers
• 0:42
  know
• 0:42
  that
• 0:43
  hiring
• 0:43
  is
• 0:43
  only
• 0:43
  half
• 0:44
  the
• 0:44
  battle.
• 0:44
  Keeping
• 0:45
  great
• 0:45
  employees
• 0:45
  engaged
• 0:46
  and
• 0:46
  motivated
• 0:46
  is
• 0:47
  what
• 0:47
  truly
• 0:47
  drives
• 0:48
  success.
• 0:49
  In
• 0:49
  today's
• 0:49
  session,
• 0:50
  we
• 0:50
  explore
• 0:50
  smart,
• 0:51
  practical
• 0:51
  strategies
• 0:52
  for
• 0:52
  incentivizing
• 0:53
  your
• 0:53
  team
• 0:54
  beyond
• 0:54
  just
• 0:54
  a
• 0:55
  paycheck.
• 0:55
  Whether
• 0:56
  you
• 0:56
  run
• 0:56
  a
• 0:56
  boutique,
• 0:56
  a
• 0:57
  tax
• 0:57
  store,
• 0:57
  or
• 0:57
  multi
• 0:58
  location
• 0:58
  shop,
• 0:59
  you'll
• 0:59
  walk
• 0:59
  away
• 1:00
  with
• 1:00
  ideas
• 1:00
  you
• 1:00
  can
• 1:01
  implement
• 1:01
  immediately.
• 1:02
  And
• 1:02
  today
• 1:03
  we're
• 1:03
  joined
• 1:04
  by
• 1:04
  Ilya,
• 1:04
  who's
• 1:04
  a
• 1:04
  financial
• 1:05
  expert
• 1:06
  who
• 1:06
  uniquely
• 1:07
  blends
• 1:07
  corporate
• 1:07
  leadership
• 1:08
  with
• 1:08
  small
• 1:08
  business
• 1:09
  insight.
• 1:09
  Ilya
• 1:10
  currently
• 1:10
  serves
• 1:10
  as
• 1:11
  CFO
• 1:11
  of
• 1:11
  a
• 1:11
  tech
• 1:11
  startup
• 1:12
  and
• 1:12
  advises
• 1:12
  clients
• 1:13
  with
• 1:13
  wealth
• 1:14
  management.
• 1:14
  Ilya's
• 1:15
  20
• 1:15
  plus
• 1:16
  years
• 1:16
  of
• 1:16
  experience
• 1:16
  spans
• 1:17
  Fortune
• 1:17
  500
• 1:18
  companies
• 1:18
  and
• 1:19
  small
• 1:19
  businesses
• 1:19
  alike,
• 1:20
  making
• 1:20
  him
• 1:20
  a
• 1:21
  powerful
• 1:21
  voice
• 1:21
  for
• 1:21
  retailers
• 1:22
  looking
• 1:22
  to
• 1:22
  build
• 1:23
  motivated
• 1:23
  teams
• 1:24
  with
• 1:24
  limited
• 1:25
  resources.
• 1:25
  Plus,
• 1:26
  he
• 1:26
  has
• 1:26
  a
• 1:26
  whole
• 1:26
  bunch
• 1:26
  of
• 1:26
  other
• 1:27
  acronyms
• 1:27
  that
• 1:27
  are
• 1:28
  scrolling
• 1:28
  down
• 1:29
  there.
• 1:29
  Thank
• 1:29
  you,
• 1:30
  Elias.
• 1:30
  Thanks
• 1:30
  for
• 1:30
  joining
• 1:31
  us.
• 1:32
  Thank
• 1:32
  you
• 1:32
  very
• 1:32
  much
• 1:33
  for
• 1:33
  having
• 1:33
  me,
• 1:33
  Glenn.
• 1:34
  It's
• 1:34
  a
• 1:34
  pleasure.
• 1:34
  So
• 1:34
  where
• 1:35
  are
• 1:35
  you
• 1:35
  located?
• 1:35
  Where
• 1:36
  are
• 1:36
  you
• 1:36
  at
• 1:36
  in
• 1:36
  the
• 1:36
  world?
• 1:37
  I
• 1:38
  am
• 1:38
  in
• 1:38
  warm
• 1:39
  and
• 1:39
  sunny
• 1:40
  South
• 1:40
  Carolina.
• 1:41
  Oh,
• 1:41
  wow,
• 1:41
  okay.
• 1:41
  Yeah.
• 1:42
  Been
• 1:42
  to
• 1:42
  Florida,
• 1:42
  not
• 1:43
  too
• 1:43
  far
• 1:43
  away
• 1:43
  from
• 1:43
  you.
• 1:44
  And
• 1:44
  of
• 1:44
  course,
• 1:44
  how
• 1:45
  warm
• 1:45
  is
• 1:45
  it.
• 1:45
  Going
• 1:45
  to
• 1:45
  be
• 1:45
  for
• 1:45
  you
• 1:46
  guys?
• 1:46
  About
• 1:46
  95
• 1:47
  today.
• 1:47
  So,
• 1:48
  you
• 1:48
  know,
• 1:48
  normal
• 1:49
  summer
• 1:49
  day.
• 1:50
  Same
• 1:50
  as
• 1:50
  you
• 1:51
  probably.
• 1:51
  Yeah,
• 1:52
  very
• 1:52
  similar.
• 1:53
  And
• 1:53
  you're
• 1:53
  in
• 1:53
  horse
• 1:53
  country,
• 1:54
  a
• 1:54
  lot
• 1:54
  of
• 1:54
  horses
• 1:54
  up
• 1:54
  in
• 1:54
  your
• 1:55
  area.
• 1:55
  We
• 1:55
  have
• 1:55
  a
• 1:55
  lot
• 1:55
  of
• 1:55
  listeners
• 1:56
  up
• 1:56
  your
• 1:56
  way.
• 1:57
  So,
• 1:57
  yeah,
• 1:57
  most
• 1:58
  definitely.
• 1:58
  I
• 1:59
  actually
• 1:59
  took
• 2:00
  some
• 2:00
  time
• 2:00
  and
• 2:00
  had
• 2:01
  an
• 2:01
  engagement
• 2:03
  at
• 2:03
  one
• 2:03
  of
• 2:03
  the
• 2:04
  largest
• 2:05
  Arabian
• 2:06
  horse
• 2:06
  farms
• 2:07
  on
• 2:07
  this
• 2:07
  side
• 2:07
  of
• 2:07
  the
• 2:08
  United
• 2:08
  States.
• 2:08
  Oh,
• 2:08
  wow.
• 2:09
  Okay.
• 2:09
  Yeah,
• 2:10
  it's
• 2:10
  right
• 2:10
  nearby,
• 2:11
  very
• 2:11
  few
• 2:11
  towns
• 2:11
  over.
• 2:12
  Very
• 2:12
  cool.
• 2:13
  Yes.
• 2:14
  So
• 2:14
  fairly
• 2:15
  familiar
• 2:15
  with
• 2:16
  your
• 2:16
  landscape.
• 2:16
  Our
• 2:17
  little
• 2:17
  world
• 2:17
  over
• 2:18
  here.
• 2:18
  Yeah.
• 2:19
  And
• 2:20
  you
• 2:20
  know
• 2:20
  how
• 2:20
  crazy
• 2:20
  we
• 2:20
  are
• 2:20
  then.
• 2:21
  We're,
• 2:21
  we're
• 2:22
  addicted
• 2:22
  to
• 2:22
  what
• 2:22
  we
• 2:22
  do.
• 2:23
  You
• 2:23
  know,
• 2:23
  we're
• 2:23
  passionate
• 2:24
  about
• 2:24
  our
• 2:24
  hobby,
• 2:25
  that's
• 2:25
  for
• 2:25
  sure.
• 2:26
  You're
• 2:26
  ambitious
• 2:27
  and
• 2:27
  driven.
• 2:27
  Yes,
• 2:28
  exactly.
• 2:29
  So
• 2:30
  why
• 2:30
  should
• 2:30
  retailers
• 2:31
  think
• 2:31
  beyond
• 2:31
  the
• 2:32
  paycheck?
• 2:32
  You
• 2:32
  know
• 2:33
  what,
• 2:33
  you
• 2:33
  know
• 2:33
  we
• 2:34
  obviously
• 2:34
  pay
• 2:35
  our
• 2:35
  employees,
• 2:35
  but
• 2:36
  you
• 2:36
  know,
• 2:36
  you
• 2:36
  need
• 2:37
  to
• 2:37
  do
• 2:37
  a
• 2:37
  little
• 2:37
  bit
• 2:37
  more
• 2:38
  to
• 2:38
  make
• 2:38
  a
• 2:38
  dedicated
• 2:39
  employee.
• 2:39
  So,
• 2:39
  you
• 2:40
  know,
• 2:40
  why
• 2:40
  should
• 2:40
  we
• 2:40
  think
• 2:40
  beyond
• 2:41
  that?
• 2:42
  Well,
• 2:43
  Glenn,
• 2:45
  your
• 2:46
  employees
• 2:47
  are
• 2:48
  your
• 2:48
  boots
• 2:49
  on
• 2:49
  the
• 2:49
  ground.
• 2:50
  So
• 2:51
  you
• 2:51
  can't
• 2:51
  track
• 2:52
  everything
• 2:52
  that
• 2:53
  happens
• 2:53
  in
• 2:53
  your
• 2:53
  business.
• 2:55
  Your
• 2:55
  employees
• 2:56
  play
• 2:56
  a
• 2:56
  function,
• 2:57
  they
• 2:57
  see
• 2:58
  what
• 2:58
  is
• 2:58
  happening
• 2:59
  and
• 2:59
  they
• 2:59
  are
• 3:01
  the
• 3:01
  eyes
• 3:01
  and
• 3:01
  ears,
• 3:02
  not
• 3:02
  just
• 3:02
  to
• 3:02
  the
• 3:03
  ground,
• 3:03
  but
• 3:03
  they
• 3:03
  are
• 3:04
  your
• 3:04
  primary
• 3:05
  communication
• 3:05
  devices
• 3:06
  to
• 3:06
  your
• 3:08
  vendors,
• 3:09
  to
• 3:10
  your
• 3:11
  customers
• 3:12
  and
• 3:12
  all
• 3:13
  of
• 3:13
  the
• 3:13
  other
• 3:13
  relationships.
• 3:15
  So
• 3:15
  as
• 3:16
  the
• 3:16
  business
• 3:16
  grows,
• 3:18
  the
• 3:18
  employees
• 3:18
  that
• 3:19
  have
• 3:19
  been
• 3:19
  at
• 3:19
  the
• 3:19
  business,
• 3:20
  they
• 3:20
  start,
• 3:22
  they
• 3:22
  get
• 3:22
  to
• 3:22
  know
• 3:22
  the
• 3:23
  business,
• 3:23
  they
• 3:23
  understand
• 3:24
  its
• 3:24
  inner
• 3:24
  workings.
• 3:25
  And
• 3:27
  tenured
• 3:27
  employees
• 3:28
  can
• 3:28
  bring
• 3:28
  more
• 3:29
  of
• 3:29
  a
• 3:29
  benefit
• 3:30
  to
• 3:31
  the,
• 3:31
  you
• 3:31
  know,
• 3:31
  to
• 3:32
  the
• 3:32
  business.
• 3:33
  And
• 3:34
  as
• 3:34
  such,
• 3:34
  as
• 3:35
  such,
• 3:35
  we
• 3:36
  want
• 3:36
  to
• 3:36
  not
• 3:37
  just
• 3:37
  hire
• 3:38
  and
• 3:39
  be
• 3:39
  able
• 3:39
  to
• 3:39
  hire
• 3:40
  well,
• 3:40
  but
• 3:41
  we
• 3:41
  want
• 3:41
  to
• 3:41
  be
• 3:41
  able
• 3:42
  to
• 3:42
  retain
• 3:42
  because
• 3:43
  as
• 3:43
  we
• 3:43
  retain
• 3:44
  talent,
• 3:45
  that
• 3:46
  talent
• 3:46
  grows
• 3:46
  and
• 3:47
  can
• 3:47
  give
• 3:48
  us
• 3:48
  back
• 3:48
  in
• 3:48
  terms
• 3:49
  of
• 3:49
  obviously
• 3:49
  business
• 3:50
  strategy
• 3:51
  and
• 3:51
  furthering
• 3:51
  our
• 3:52
  business.
• 3:53
  So
• 3:53
  it's
• 3:53
  very
• 3:53
  important.
• 3:55
  What
• 3:55
  kind
• 3:56
  of
• 3:56
  9
• 3:56
  financial
• 3:56
  incentives
• 3:57
  can
• 3:58
  you
• 3:58
  do
• 3:58
  for
• 3:58
  employees?
• 3:59
  Or
• 3:59
  let
• 3:59
  me
• 3:59
  rephrase
• 4:00
  that,
• 4:00
  what
• 4:00
  kind
• 4:00
  of
• 4:00
  9
• 4:01
  financial
• 4:01
  incentives
• 4:02
  are
• 4:02
  effective
• 4:03
  for
• 4:03
  employees
• 4:04
  in
• 4:04
  a
• 4:04
  small
• 4:05
  business
• 4:05
  especially.
• 4:06
  Sure,
• 4:07
  sure,
• 4:08
  I
• 4:09
  would
• 4:09
  say
• 4:10
  a
• 4:10
  category
• 4:11
  of
• 4:11
  non
• 4:11
  financial,
• 4:13
  non
• 4:13
  monetary
• 4:14
  benefits.
• 4:15
  For
• 4:15
  example,
• 4:17
  cross
• 4:17
  training.
• 4:19
  Cross
• 4:19
  training
• 4:19
  doesn't,
• 4:20
  doesn't
• 4:21
  just
• 4:21
  benefit
• 4:22
  the
• 4:23
  employee
• 4:23
  by
• 4:23
  keeping
• 4:24
  them
• 4:24
  more
• 4:24
  engaged
• 4:25
  and
• 4:26
  allowing
• 4:27
  them
• 4:27
  to
• 4:27
  broaden
• 4:28
  their
• 4:28
  skills,
• 4:29
  but
• 4:30
  it
• 4:30
  also
• 4:30
  allows
• 4:31
  your
• 4:31
  business
• 4:32
  to
• 4:32
  benefit
• 4:34
  from
• 4:34
  those
• 4:34
  employees
• 4:35
  cross
• 4:36
  training
• 4:36
  each
• 4:36
  other.
• 4:37
  So
• 4:37
  in
• 4:37
  other
• 4:37
  words,
• 4:38
  one
• 4:39
  employee
• 4:39
  knows
• 4:39
  what
• 4:39
  the
• 4:40
  other
• 4:40
  one
• 4:40
  is
• 4:41
  doing
• 4:41
  and
• 4:42
  should
• 4:43
  one
• 4:43
  of
• 4:43
  them
• 4:43
  fall
• 4:44
  out
• 4:44
  of
• 4:44
  the
• 4:44
  game,
• 4:45
  then
• 4:45
  the
• 4:45
  other
• 4:46
  one
• 4:46
  knows
• 4:46
  the
• 4:46
  responsibilities
• 4:47
  of
• 4:47
  the
• 4:47
  other.
• 4:48
  It's
• 4:49
  also
• 4:49
  a
• 4:49
  great
• 4:50
  way
• 4:50
  to
• 4:51
  break
• 4:51
  up
• 4:51
  the
• 4:52
  monotony.
• 4:53
  For
• 4:54
  example,
• 4:55
  and
• 4:55
  this
• 4:56
  particularly
• 4:56
  applies
• 4:56
  to
• 4:57
  Gen
• 4:57
  Z
• 4:57
  and
• 4:57
  the
• 4:57
  Millennials
• 4:58
  and
• 4:59
  the
• 4:59
  younger
• 5:00
  generation.
• 5:00
  Everything
• 5:00
  is
• 5:01
  so
• 5:01
  instant
• 5:02
  where
• 5:03
  those
• 5:04
  generations
• 5:04
  tend
• 5:05
  to
• 5:05
  favor
• 5:05
  a
• 5:06
  little
• 5:06
  bit
• 5:06
  more
• 5:07
  action
• 5:09
  and
• 5:10
  a
• 5:10
  little
• 5:11
  bit
• 5:11
  more
• 5:11
  movement
• 5:12
  and
• 5:13
  attention
• 5:14
  on
• 5:14
  themselves.
• 5:15
  So
• 5:15
  cross
• 5:16
  training
• 5:17
  provides
• 5:17
  this
• 5:17
  attention
• 5:18
  and
• 5:18
  it
• 5:18
  also
• 5:18
  provides
• 5:19
  the
• 5:19
  energy
• 5:20
  and
• 5:20
  the
• 5:20
  robustness
• 5:22
  and
• 5:22
  the
• 5:22
  variety
• 5:22
  to
• 5:23
  the
• 5:23
  to
• 5:23
  work.
• 5:24
  So
• 5:24
  cross
• 5:24
  training
• 5:25
  is
• 5:25
  one
• 5:25
  that
• 5:26
  in
• 5:26
  my
• 5:26
  experience
• 5:27
  has
• 5:27
  worked
• 5:28
  exceptionally
• 5:28
  well,
• 5:29
  not
• 5:29
  just
• 5:29
  for
• 5:29
  employees,
• 5:30
  but
• 5:30
  for
• 5:30
  the
• 5:31
  business
• 5:31
  itself
• 5:31
  as
• 5:32
  well.
• 5:32
  For
• 5:32
  continuity.
• 5:34
  If
• 5:34
  you
• 5:35
  want,
• 5:35
  I
• 5:35
  can
• 5:35
  provide
• 5:36
  a
• 5:36
  few
• 5:37
  more.
• 5:37
  Yeah,
• 5:37
  sure.
• 5:38
  Rotation
• 5:39
  and
• 5:40
  sharing
• 5:40
  schedules.
• 5:41
  So
• 5:41
  for
• 5:41
  example,
• 5:43
  you
• 5:43
  know,
• 5:43
  businesses,
• 5:44
  as
• 5:45
  businesses
• 5:45
  get
• 5:45
  to
• 5:46
  know
• 5:46
  their
• 5:46
  employees,
• 5:46
  they,
• 5:47
  they
• 5:47
  see
• 5:48
  that
• 5:48
  employees
• 5:48
  can
• 5:49
  be
• 5:49
  trusted.
• 5:49
  You
• 5:49
  can,
• 5:50
  especially
• 5:50
  at
• 5:50
  a
• 5:50
  smaller
• 5:51
  business.
• 5:51
  You
• 5:52
  can
• 5:52
  take
• 5:52
  the
• 5:52
  reins
• 5:53
  off
• 5:53
  a
• 5:53
  little
• 5:53
  bit
• 5:54
  and
• 5:55
  provide
• 5:55
  freedom.
• 5:56
  And
• 5:56
  employees
• 5:57
  like
• 5:57
  freedom.
• 5:58
  You
• 5:58
  know,
• 5:59
  people
• 5:59
  who
• 5:59
  can
• 5:59
  be
• 5:59
  trusted.
• 6:00
  They
• 6:00
  like
• 6:01
  when
• 6:01
  freedom
• 6:01
  is
• 6:01
  offered
• 6:02
  to
• 6:02
  them.
• 6:03
  So
• 6:04
  with
• 6:04
  freedom
• 6:04
  you
• 6:05
  can
• 6:05
  offer
• 6:06
  sharing
• 6:06
  schedules
• 6:07
  and
• 6:08
  rotations.
• 6:09
  So
• 6:09
  for
• 6:09
  example,
• 6:09
  you
• 6:10
  can
• 6:10
  tell
• 6:10
  Your
• 6:11
  small
• 6:11
  team,
• 6:12
  hey,
• 6:13
  figure
• 6:13
  out
• 6:13
  what
• 6:14
  works
• 6:14
  best
• 6:15
  for
• 6:15
  you
• 6:16
  and
• 6:16
  should
• 6:17
  you
• 6:17
  have
• 6:17
  a
• 6:17
  problem,
• 6:18
  you
• 6:18
  don't
• 6:18
  need
• 6:18
  to
• 6:18
  involve
• 6:19
  me,
• 6:19
  but
• 6:20
  go
• 6:20
  ahead
• 6:20
  and
• 6:20
  just
• 6:20
  communicate
• 6:21
  with
• 6:21
  your
• 6:21
  colleagues
• 6:22
  and
• 6:23
  work
• 6:23
  it
• 6:23
  out.
• 6:24
  That's
• 6:24
  freedom
• 6:25
  and
• 6:25
  it
• 6:25
  also
• 6:25
  helps
• 6:26
  continuity
• 6:27
  and
• 6:27
  it
• 6:27
  also
• 6:27
  lessens
• 6:28
  the
• 6:28
  managerial
• 6:29
  burden.
• 6:29
  From
• 6:30
  the
• 6:30
  business
• 6:31
  owner,
• 6:32
  I
• 6:32
  think,
• 6:32
  to.
• 6:33
  The
• 6:33
  work
• 6:33
  life
• 6:33
  balance
• 6:34
  you're
• 6:34
  talking
• 6:34
  about
• 6:35
  with,
• 6:36
  with
• 6:36
  younger
• 6:36
  people
• 6:37
  today.
• 6:37
  They're
• 6:37
  more
• 6:38
  in
• 6:38
  tune
• 6:38
  to
• 6:38
  that
• 6:39
  and
• 6:39
  I
• 6:39
  admire
• 6:40
  them
• 6:40
  for
• 6:40
  that.
• 6:41
  I
• 6:41
  wish
• 6:41
  that
• 6:41
  I
• 6:41
  had
• 6:42
  been
• 6:43
  our
• 6:43
  generation.
• 6:44
  It
• 6:44
  was
• 6:44
  tender.
• 6:44
  You
• 6:44
  just
• 6:44
  go
• 6:45
  to
• 6:45
  work
• 6:45
  and
• 6:45
  you
• 6:45
  work
• 6:45
  all
• 6:45
  the
• 6:45
  time
• 6:46
  and
• 6:46
  you
• 6:46
  come
• 6:46
  home
• 6:47
  and
• 6:47
  you
• 6:47
  know,
• 6:47
  whatever
• 6:48
  time
• 6:48
  you
• 6:48
  have
• 6:48
  left
• 6:48
  is
• 6:48
  what
• 6:49
  you
• 6:49
  have
• 6:49
  left.
• 6:49
  And
• 6:49
  I
• 6:50
  think
• 6:50
  that's
• 6:51
  changed
• 6:51
  a
• 6:51
  lot.
• 6:51
  And
• 6:52
  I
• 6:53
  like
• 6:53
  that
• 6:53
  it's
• 6:53
  changed
• 6:54
  a
• 6:54
  lot.
• 6:54
  I
• 6:54
  think
• 6:56
  it's
• 6:57
  a
• 6:57
  better
• 6:57
  experience
• 6:58
  for
• 6:58
  everybody.
• 6:58
  For
• 6:58
  family,
• 6:59
  for
• 6:59
  you,
• 6:59
  for
• 7:00
  the
• 7:00
  employee,
• 7:00
  for
• 7:00
  everybody.
• 7:02
  Yes,
• 7:03
  I,
• 7:03
  I
• 7:04
  agree,
• 7:04
  Glenn.
• 7:05
  I
• 7:05
  remember
• 7:06
  the
• 7:06
  times
• 7:06
  when
• 7:08
  I
• 7:08
  would
• 7:08
  get
• 7:08
  on
• 7:09
  the
• 7:09
  subway
• 7:09
  in
• 7:09
  New
• 7:09
  York,
• 7:10
  go
• 7:10
  to
• 7:10
  work,
• 7:11
  take
• 7:11
  my
• 7:11
  half
• 7:11
  an
• 7:12
  hour
• 7:12
  lunch,
• 7:12
  get
• 7:13
  back
• 7:13
  on
• 7:13
  the
• 7:13
  subway
• 7:13
  and
• 7:14
  get
• 7:14
  back
• 7:14
  home
• 7:15
  now
• 7:15
  with
• 7:16
  zoom.
• 7:16
  I
• 7:16
  mean
• 7:17
  look
• 7:17
  at
• 7:17
  us
• 7:17
  now
• 7:18
  doing,
• 7:18
  doing
• 7:18
  this
• 7:19
  from
• 7:19
  one
• 7:19
  state
• 7:19
  and
• 7:19
  another
• 7:20
  state.
• 7:21
  Freedom
• 7:21
  and
• 7:22
  flexibility
• 7:22
  is
• 7:22
  definitely,
• 7:24
  is
• 7:24
  definitely
• 7:25
  a
• 7:25
  plus.
• 7:26
  And
• 7:26
  with
• 7:27
  that
• 7:27
  being
• 7:27
  said,
• 7:27
  actually
• 7:29
  flexibility,
• 7:30
  flexibility
• 7:31
  in
• 7:31
  terms
• 7:31
  of
• 7:31
  your
• 7:32
  business
• 7:32
  needs.
• 7:33
  This
• 7:33
  is
• 7:33
  a
• 7:33
  great
• 7:34
  intro
• 7:34
  into
• 7:35
  my
• 7:35
  next
• 7:35
  one
• 7:35
  that
• 7:36
  I
• 7:36
  was
• 7:36
  going
• 7:36
  to
• 7:36
  say
• 7:36
  flexibility
• 7:37
  into
• 7:37
  your
• 7:38
  business
• 7:39
  needs
• 7:39
  and
• 7:39
  scheduling.
• 7:40
  So
• 7:40
  for
• 7:40
  example,
• 7:41
  you're
• 7:42
  talking
• 7:42
  about
• 7:42
  freedom.
• 7:44
  If
• 7:45
  the
• 7:45
  business
• 7:45
  owner
• 7:46
  notices
• 7:47
  that
• 7:47
  you
• 7:47
  have
• 7:47
  down
• 7:48
  times
• 7:48
  or
• 7:49
  for
• 7:49
  example
• 7:50
  in
• 7:50
  the
• 7:50
  summer,
• 7:52
  some
• 7:53
  of
• 7:53
  your
• 7:53
  days
• 7:53
  are
• 7:53
  not
• 7:54
  as
• 7:54
  busy,
• 7:54
  you
• 7:55
  can
• 7:55
  offer
• 7:55
  flexibility
• 7:56
  in
• 7:56
  terms
• 7:57
  of
• 7:57
  scheduling
• 7:58
  and
• 7:58
  work
• 7:58
  attendance
• 7:59
  as
• 7:59
  you
• 7:59
  see
• 8:00
  fit.
• 8:01
  And
• 8:01
  that
• 8:02
  also
• 8:02
  may
• 8:03
  play
• 8:03
  a
• 8:03
  role
• 8:03
  in,
• 8:03
  you
• 8:04
  know,
• 8:04
  tele
• 8:05
  attendance
• 8:06
  if
• 8:06
  you
• 8:06
  say,
• 8:06
  you
• 8:07
  know.
• 8:07
  So
• 8:09
  anything
• 8:09
  else
• 8:09
  that
• 8:10
  comes
• 8:10
  to
• 8:10
  mind,
• 8:11
  other
• 8:11
  incentives?
• 8:12
  Sure,
• 8:13
  yeah,
• 8:13
  absolutely.
• 8:14
  I
• 8:14
  think
• 8:14
  for
• 8:15
  the,
• 8:15
  for
• 8:15
  an
• 8:15
  appropriate
• 8:16
  type
• 8:16
  of
• 8:16
  business
• 8:17
  and
• 8:17
  especially
• 8:18
  the
• 8:19
  industries
• 8:19
  in
• 8:20
  equine,
• 8:21
  bringing
• 8:22
  your
• 8:22
  kids
• 8:23
  and
• 8:24
  allowing
• 8:25
  employees
• 8:26
  to
• 8:26
  bring
• 8:26
  animals,
• 8:27
  their
• 8:27
  pets
• 8:28
  to
• 8:28
  work
• 8:28
  is
• 8:28
  a
• 8:28
  huge,
• 8:29
  can
• 8:29
  be
• 8:29
  a
• 8:29
  huge
• 8:30
  plus
• 8:31
  because
• 8:32
  it
• 8:32
  doesn't
• 8:33
  only
• 8:33
  integrate
• 8:34
  the
• 8:34
  employee
• 8:36
  as
• 8:36
  an
• 8:36
  employee,
• 8:37
  but
• 8:38
  it
• 8:38
  integrates
• 8:39
  that
• 8:39
  employee
• 8:40
  from
• 8:40
  the
• 8:40
  human
• 8:40
  perspective.
• 8:42
  It
• 8:42
  lets
• 8:43
  the
• 8:43
  employee
• 8:44
  and
• 8:44
  their
• 8:44
  family,
• 8:45
  their
• 8:45
  four
• 8:46
  legged
• 8:46
  ones
• 8:47
  get
• 8:47
  to
• 8:48
  know
• 8:48
  the
• 8:48
  business
• 8:48
  as
• 8:48
  well
• 8:49
  and
• 8:49
  feel
• 8:49
  more
• 8:49
  comfortable.
• 8:50
  I
• 8:51
  think
• 8:51
  that
• 8:51
  type
• 8:52
  of
• 8:52
  thing,
• 8:52
  non
• 8:53
  monetary
• 8:54
  is
• 8:54
  one
• 8:54
  of
• 8:55
  the
• 8:55
  best.
• 8:56
  It's
• 8:56
  funny
• 8:56
  you
• 8:56
  mentioned
• 8:57
  that.
• 8:58
  I
• 8:58
  consulted
• 8:59
  for
• 8:59
  a
• 8:59
  very,
• 8:59
  very
• 8:59
  large
• 9:00
  retailer
• 9:00
  in
• 9:00
  our
• 9:00
  world
• 9:01
  and
• 9:02
  they
• 9:02
  allowed
• 9:02
  their
• 9:02
  employees
• 9:03
  to
• 9:03
  bring
• 9:03
  dogs
• 9:03
  in.
• 9:04
  And
• 9:04
  it
• 9:04
  was
• 9:05
  a
• 9:05
  cubicle
• 9:05
  farm,
• 9:05
  you
• 9:06
  know,
• 9:06
  and
• 9:06
  it
• 9:06
  was
• 9:06
  low
• 9:06
  cubicles
• 9:07
  and
• 9:08
  I
• 9:08
  had
• 9:08
  a
• 9:08
  Boston
• 9:09
  terrier
• 9:09
  that
• 9:10
  would
• 9:10
  stare
• 9:10
  at
• 9:10
  me
• 9:10
  all
• 9:10
  day
• 9:11
  long
• 9:11
  from
• 9:11
  the
• 9:11
  next
• 9:11
  cubicle.
• 9:12
  He'd
• 9:12
  stand
• 9:12
  up
• 9:13
  on
• 9:13
  the
• 9:13
  Top
• 9:13
  of
• 9:13
  the
• 9:13
  cubicle,
• 9:14
  and
• 9:14
  he'd
• 9:14
  stare
• 9:14
  at
• 9:14
  me
• 9:14
  all
• 9:15
  day
• 9:15
  long.
• 9:15
  I
• 9:15
  had
• 9:15
  that
• 9:15
  Boston
• 9:16
  terrier.
• 9:16
  I
• 9:16
  could
• 9:16
  still
• 9:17
  picture
• 9:17
  him
• 9:17
  staring
• 9:18
  at
• 9:18
  me
• 9:19
  all
• 9:19
  day.
• 9:19
  But
• 9:20
  that
• 9:20
  was.
• 9:20
  It
• 9:21
  was
• 9:21
  a
• 9:21
  wonderful
• 9:22
  perk
• 9:22
  for
• 9:22
  that
• 9:22
  particular
• 9:23
  business
• 9:24
  because
• 9:24
  they
• 9:24
  did
• 9:24
  let
• 9:24
  their
• 9:25
  dogs
• 9:25
  come
• 9:25
  in
• 9:25
  and,
• 9:25
  you
• 9:25
  know,
• 9:26
  they
• 9:26
  had
• 9:26
  to
• 9:26
  be
• 9:26
  behaved
• 9:26
  and
• 9:27
  all
• 9:27
  that
• 9:27
  stuff.
• 9:27
  But
• 9:28
  it
• 9:28
  worked
• 9:28
  out
• 9:28
  well
• 9:29
  there
• 9:29
  because,
• 9:30
  you
• 9:30
  know,
• 9:30
  we're
• 9:30
  in
• 9:30
  a.
• 9:30
  We're
• 9:30
  in
• 9:31
  an
• 9:31
  animal
• 9:31
  business.
• 9:31
  I
• 9:32
  mean,
• 9:32
  that's
• 9:32
  what
• 9:32
  we
• 9:32
  do.
• 9:33
  Yeah.
• 9:35
  Yes,
• 9:35
  absolutely.
• 9:36
  For
• 9:36
  lots
• 9:37
  of
• 9:37
  businesses,
• 9:38
  these
• 9:39
  things
• 9:39
  work.
• 9:39
  For
• 9:40
  some
• 9:40
  other
• 9:40
  ones
• 9:40
  they
• 9:41
  don't.
• 9:41
  And
• 9:41
  for
• 9:42
  example,
• 9:42
  I
• 9:42
  have
• 9:43
  an
• 9:43
  animal,
• 9:44
  that
• 9:45
  one,
• 9:45
  and
• 9:45
  he's
• 9:46
  pretty
• 9:46
  quiet,
• 9:47
  so
• 9:47
  I
• 9:47
  could
• 9:48
  bring
• 9:48
  him
• 9:48
  to
• 9:48
  work.
• 9:48
  It's
• 9:49
  just
• 9:49
  the
• 9:49
  size
• 9:50
  is
• 9:50
  a
• 9:50
  little
• 9:50
  bit.
• 9:50
  What
• 9:50
  do
• 9:51
  you
• 9:51
  have?
• 9:51
  What
• 9:51
  do
• 9:51
  you
• 9:51
  have
• 9:52
  there?
• 9:52
  This
• 9:53
  is
• 9:53
  a
• 9:53
  Doberman.
• 9:53
  Oh,
• 9:54
  you
• 9:54
  have
• 9:54
  a
• 9:54
  Doberman
• 9:54
  there?
• 9:55
  Okay.
• 9:56
  Yeah.
• 9:56
  His
• 9:56
  name
• 9:56
  is
• 9:57
  Aries,
• 9:57
  just
• 9:58
  like
• 9:58
  my
• 9:58
  mom
• 9:58
  is
• 9:58
  an
• 9:58
  Aries.
• 9:59
  There
• 9:59
  you
• 9:59
  go.
• 10:01
  There
• 10:01
  you
• 10:01
  go.
• 10:02
  So
• 10:03
  have
• 10:03
  you
• 10:03
  worked
• 10:04
  with
• 10:04
  a
• 10:04
  lot
• 10:04
  of
• 10:04
  different
• 10:04
  businesses?
• 10:05
  Is
• 10:05
  there
• 10:06
  perks
• 10:06
  that
• 10:07
  you
• 10:07
  can
• 10:07
  offer
• 10:08
  that
• 10:09
  work?
• 10:10
  Well,
• 10:10
  for
• 10:10
  a
• 10:11
  small
• 10:11
  business
• 10:11
  that
• 10:12
  doesn't
• 10:12
  necessarily
• 10:14
  break
• 10:14
  the
• 10:14
  bank?
• 10:18
  Yes,
• 10:19
  Glenn,
• 10:19
  I
• 10:19
  think
• 10:20
  one
• 10:20
  of
• 10:20
  the
• 10:21
  best,
• 10:21
  and
• 10:22
  this
• 10:22
  directly
• 10:23
  applies
• 10:23
  to
• 10:24
  a
• 10:24
  lot
• 10:24
  of
• 10:24
  your
• 10:24
  listeners,
• 10:26
  one
• 10:26
  of
• 10:26
  the
• 10:27
  best
• 10:28
  perks
• 10:28
  I
• 10:29
  saw
• 10:30
  was
• 10:30
  when
• 10:30
  I
• 10:31
  worked
• 10:31
  for
• 10:31
  Palmetto
• 10:32
  Arabians,
• 10:33
  which
• 10:33
  is
• 10:33
  one
• 10:33
  of
• 10:33
  the
• 10:34
  largest
• 10:34
  Arabian
• 10:35
  horse
• 10:35
  farms
• 10:35
  on
• 10:36
  this
• 10:36
  side
• 10:36
  of
• 10:36
  the
• 10:36
  United
• 10:37
  States.
• 10:38
  And
• 10:40
  being
• 10:40
  that
• 10:40
  it
• 10:40
  was
• 10:40
  a
• 10:41
  relatively
• 10:41
  large
• 10:42
  horse
• 10:42
  farm
• 10:42
  and
• 10:43
  a
• 10:43
  vet
• 10:43
  come
• 10:43
  in
• 10:44
  fairly
• 10:44
  frequently
• 10:45
  to
• 10:45
  the
• 10:45
  property.
• 10:47
  And
• 10:48
  because
• 10:48
  the
• 10:49
  horse
• 10:49
  farm
• 10:50
  and
• 10:50
  the
• 10:50
  small
• 10:51
  business
• 10:51
  that's
• 10:51
  attached
• 10:52
  to
• 10:52
  it
• 10:53
  were
• 10:54
  providing
• 10:54
  the
• 10:55
  vet
• 10:56
  so
• 10:56
  much
• 10:56
  business,
• 10:57
  then
• 10:57
  they
• 10:57
  had
• 10:58
  a
• 10:58
  relationship
• 10:58
  and
• 10:58
  agreement
• 11:00
  that
• 11:00
  any
• 11:00
  one
• 11:00
  of
• 11:01
  their
• 11:01
  employees
• 11:02
  can
• 11:02
  bring
• 11:02
  their
• 11:03
  pets
• 11:03
  to
• 11:04
  use
• 11:04
  the
• 11:04
  vet
• 11:05
  for
• 11:05
  free,
• 11:06
  assuming
• 11:07
  that
• 11:07
  it's
• 11:07
  obviously
• 11:08
  not
• 11:08
  for
• 11:08
  leg
• 11:09
  breaks
• 11:09
  or
• 11:09
  things
• 11:10
  like
• 11:10
  that,
• 11:10
  but
• 11:10
  for
• 11:11
  your
• 11:12
  regular
• 11:12
  ongoing
• 11:13
  animal
• 11:14
  routine
• 11:14
  management.
• 11:15
  And
• 11:15
  that
• 11:15
  was
• 11:16
  fantastic.
• 11:17
  You
• 11:17
  don't
• 11:17
  only
• 11:17
  get
• 11:17
  to
• 11:18
  bring
• 11:18
  your
• 11:18
  animal
• 11:19
  to
• 11:19
  work,
• 11:19
  but
• 11:20
  you
• 11:20
  can
• 11:20
  also
• 11:20
  have
• 11:20
  your
• 11:21
  animal
• 11:21
  serviced.
• 11:22
  Yeah,
• 11:23
  vaccines,
• 11:23
  all
• 11:23
  that
• 11:23
  stuff,
• 11:24
  checkups,
• 11:24
  you
• 11:25
  know,
• 11:25
  that
• 11:25
  kind
• 11:25
  of
• 11:25
  stuff
• 11:25
  all
• 11:25
  adds
• 11:26
  up,
• 11:26
  especially
• 11:26
  today
• 11:27
  when,
• 11:27
  you
• 11:27
  know,
• 11:27
  a
• 11:28
  small
• 11:28
  animal
• 11:28
  vet
• 11:29
  calls.
• 11:29
  $300
• 11:30
  to
• 11:30
  show
• 11:30
  up.
• 11:31
  Absolutely.
• 11:33
  The
• 11:33
  other
• 11:33
  big
• 11:33
  one
• 11:33
  in
• 11:34
  retail
• 11:34
  in
• 11:34
  our
• 11:35
  world,
• 11:35
  and
• 11:35
  it's.
• 11:35
  It's
• 11:36
  become
• 11:36
  a
• 11:36
  joke,
• 11:36
  actually,
• 11:37
  is
• 11:38
  discounts.
• 11:38
  So
• 11:39
  if
• 11:39
  you
• 11:39
  work
• 11:39
  for
• 11:39
  a
• 11:39
  tax
• 11:39
  shop,
• 11:40
  you
• 11:40
  get
• 11:41
  a
• 11:41
  discount
• 11:41
  on
• 11:41
  everything
• 11:41
  you
• 11:42
  buy.
• 11:42
  And
• 11:42
  the
• 11:42
  joke
• 11:42
  is
• 11:43
  that
• 11:43
  you're
• 11:43
  going
• 11:43
  to
• 11:43
  spend
• 11:43
  more
• 11:44
  than
• 11:44
  you
• 11:44
  make
• 11:44
  anyway,
• 11:45
  so
• 11:45
  the
• 11:45
  retailer
• 11:46
  is
• 11:46
  really
• 11:46
  better
• 11:46
  off
• 11:48
  because
• 11:48
  we
• 11:48
  all
• 11:48
  do
• 11:48
  spend
• 11:49
  a
• 11:49
  lot
• 11:49
  of
• 11:49
  money
• 11:50
  when
• 11:50
  we
• 11:50
  get
• 11:50
  discounts
• 11:51
  at
• 11:51
  the.
• 11:51
  The
• 11:51
  places
• 11:51
  we
• 11:51
  work.
• 11:52
  But.
• 11:53
  But
• 11:53
  it
• 11:53
  means
• 11:54
  a
• 11:54
  lot.
• 11:54
  I
• 11:54
  mean,
• 11:54
  it
• 11:54
  means
• 11:55
  a
• 11:55
  lot
• 11:55
  because
• 11:55
  you're
• 11:55
  going
• 11:55
  to
• 11:55
  buy
• 11:55
  the
• 11:56
  stuff
• 11:56
  anyway.
• 11:56
  And
• 11:57
  now
• 11:57
  I'm
• 11:57
  getting
• 11:57
  a
• 11:57
  discount
• 11:58
  because
• 11:58
  I
• 11:58
  work
• 11:58
  there.
• 12:00
  Well,
• 12:00
  not,
• 12:01
  not
• 12:01
  only
• 12:01
  that,
• 12:02
  but
• 12:02
  that's
• 12:02
  a,
• 12:03
  that's
• 12:03
  a
• 12:03
  great,
• 12:04
  that's
• 12:04
  a
• 12:04
  great
• 12:04
  one
• 12:05
  that,
• 12:05
  that
• 12:06
  I
• 12:06
  did
• 12:06
  not
• 12:06
  think
• 12:07
  about.
• 12:07
  And
• 12:07
  thank
• 12:07
  you
• 12:07
  for
• 12:08
  mentioning
• 12:08
  that,
• 12:08
  Glenn.
• 12:10
  When
• 12:10
  I
• 12:10
  was
• 12:10
  doing
• 12:12
  public
• 12:12
  accounting,
• 12:14
  we
• 12:14
  had
• 12:14
  a
• 12:14
  division
• 12:15
  specifically
• 12:15
  focusing
• 12:16
  on
• 12:16
  small
• 12:16
  business.
• 12:16
  And
• 12:17
  one
• 12:17
  of
• 12:17
  the
• 12:17
  things
• 12:17
  that
• 12:17
  we
• 12:19
  encourage
• 12:19
  small
• 12:19
  businesses
• 12:20
  to
• 12:20
  do
• 12:21
  is
• 12:22
  to
• 12:22
  explore
• 12:24
  their
• 12:24
  community.
• 12:25
  So
• 12:25
  in
• 12:26
  other
• 12:26
  words,
• 12:27
  you
• 12:27
  know,
• 12:27
  you
• 12:28
  may
• 12:28
  have
• 12:28
  a
• 12:28
  corner
• 12:28
  gym,
• 12:29
  you
• 12:29
  may
• 12:29
  have
• 12:29
  a
• 12:30
  gym
• 12:30
  on
• 12:30
  the
• 12:30
  corner
• 12:31
  of
• 12:31
  the
• 12:31
  block.
• 12:32
  And
• 12:33
  although
• 12:34
  your
• 12:34
  small
• 12:34
  business
• 12:35
  may
• 12:35
  not
• 12:35
  be
• 12:36
  large
• 12:36
  enough
• 12:37
  to
• 12:37
  get
• 12:38
  a
• 12:38
  corporate
• 12:38
  discount,
• 12:39
  you
• 12:39
  can
• 12:39
  speak
• 12:39
  to
• 12:40
  the
• 12:40
  gym
• 12:40
  and
• 12:40
  say,
• 12:41
  hey,
• 12:41
  can
• 12:41
  we
• 12:41
  get
• 12:41
  a
• 12:41
  family
• 12:42
  discount?
• 12:43
  And
• 12:43
  that
• 12:44
  has
• 12:44
  worked
• 12:45
  not
• 12:45
  just
• 12:45
  across
• 12:46
  gyms
• 12:46
  or
• 12:47
  other
• 12:47
  health
• 12:47
  facilities,
• 12:49
  but
• 12:49
  also,
• 12:50
  you
• 12:51
  know,
• 12:51
  your
• 12:51
  regular
• 12:51
  grocery
• 12:52
  store.
• 12:52
  If
• 12:53
  you
• 12:53
  say
• 12:53
  we
• 12:53
  are
• 12:53
  a
• 12:54
  member
• 12:54
  of
• 12:54
  this
• 12:54
  community,
• 12:55
  can
• 12:55
  we
• 12:56
  get
• 12:56
  a,
• 12:56
  you
• 12:56
  know,
• 12:57
  a
• 12:57
  10
• 12:57
  discount?
• 12:58
  For
• 12:58
  example,
• 12:59
  groceries
• 12:59
  that
• 12:59
  my
• 13:00
  employees
• 13:00
  shop
• 13:00
  here,
• 13:01
  if
• 13:01
  they
• 13:01
  just
• 13:01
  mentioned
• 13:02
  that,
• 13:02
  you
• 13:02
  know,
• 13:02
  we're
• 13:03
  your
• 13:03
  business
• 13:03
  neighbor,
• 13:05
  or
• 13:05
  a
• 13:06
  dollar
• 13:06
  off
• 13:06
  of
• 13:06
  a
• 13:07
  cup
• 13:07
  of
• 13:07
  coffee
• 13:07
  or
• 13:08
  lunch
• 13:08
  or
• 13:08
  things
• 13:09
  like
• 13:09
  that.
• 13:09
  Go
• 13:10
  out,
• 13:10
  go
• 13:10
  out,
• 13:11
  advertise
• 13:12
  your
• 13:12
  business,
• 13:13
  say
• 13:13
  that
• 13:13
  you're
• 13:14
  a
• 13:14
  part
• 13:14
  of
• 13:14
  the
• 13:14
  community
• 13:15
  and
• 13:15
  ask
• 13:16
  them
• 13:17
  if
• 13:17
  they
• 13:17
  can
• 13:18
  participate.
• 13:18
  If
• 13:19
  you
• 13:19
  funnel,
• 13:20
  you
• 13:20
  know,
• 13:20
  some
• 13:20
  of
• 13:21
  the
• 13:21
  business
• 13:21
  to
• 13:21
  them,
• 13:22
  I
• 13:22
  think
• 13:22
  it's
• 13:23
  a
• 13:23
  great
• 13:23
  win.
• 13:23
  Win.
• 13:23
  Yeah,
• 13:24
  I
• 13:24
  think
• 13:24
  that's
• 13:24
  a
• 13:24
  great
• 13:24
  idea.
• 13:25
  I
• 13:25
  never
• 13:26
  thought
• 13:26
  about
• 13:26
  that,
• 13:26
  you
• 13:26
  know,
• 13:27
  doing
• 13:27
  that
• 13:27
  for
• 13:27
  local
• 13:28
  businesses.
• 13:29
  How
• 13:29
  about
• 13:29
  recognition,
• 13:30
  you
• 13:30
  know,
• 13:30
  employee
• 13:31
  of
• 13:31
  the
• 13:31
  month.
• 13:31
  Do
• 13:32
  those
• 13:32
  kind
• 13:32
  of
• 13:32
  things
• 13:32
  work?
• 13:35
  Yes,
• 13:35
  I
• 13:36
  think
• 13:36
  that,
• 13:37
  I
• 13:37
  think
• 13:38
  that
• 13:38
  we
• 13:38
  as
• 13:38
  people,
• 13:38
  we
• 13:39
  all
• 13:39
  like
• 13:39
  attention.
• 13:40
  And,
• 13:41
  you
• 13:41
  know,
• 13:43
  particularly
• 13:45
  the
• 13:45
  younger
• 13:45
  generation,
• 13:46
  everything
• 13:46
  is
• 13:47
  instant,
• 13:47
  instantaneous.
• 13:48
  It's
• 13:48
  at
• 13:48
  your
• 13:49
  fingertips.
• 13:49
  So
• 13:50
  I
• 13:51
  think
• 13:51
  the
• 13:51
  need
• 13:51
  for
• 13:51
  attention
• 13:52
  is
• 13:53
  great
• 13:53
  and
• 13:54
  the
• 13:54
  need
• 13:54
  for
• 13:55
  us
• 13:55
  to
• 13:55
  be
• 13:55
  accepted.
• 13:57
  So
• 13:58
  acknowledging
• 14:00
  anniversaries,
• 14:01
  you
• 14:01
  know,
• 14:02
  work
• 14:02
  anniversaries,
• 14:03
  acknowledging
• 14:04
  that
• 14:06
  your
• 14:06
  employee
• 14:07
  had
• 14:07
  a
• 14:07
  fantastic
• 14:08
  something
• 14:09
  happen
• 14:09
  in
• 14:09
  their
• 14:09
  life.
• 14:10
  And
• 14:10
  likewise,
• 14:11
  you
• 14:11
  know,
• 14:11
  maybe
• 14:12
  someone
• 14:12
  passes
• 14:12
  away
• 14:13
  or
• 14:13
  there's
• 14:13
  a,
• 14:13
  you
• 14:13
  know,
• 14:14
  there's
• 14:14
  a
• 14:15
  bad
• 14:15
  thing
• 14:15
  that
• 14:16
  happens.
• 14:16
  Giving
• 14:17
  them
• 14:17
  time
• 14:17
  off,
• 14:18
  taking
• 14:19
  them
• 14:19
  to
• 14:19
  lunch,
• 14:20
  all
• 14:20
  those
• 14:21
  things,
• 14:21
  they
• 14:21
  give
• 14:22
  attention
• 14:22
  and
• 14:23
  show
• 14:23
  gratitude
• 14:23
  to
• 14:24
  employees.
• 14:25
  And
• 14:26
  that's
• 14:26
  one
• 14:26
  of
• 14:27
  the
• 14:27
  biggest
• 14:27
  things
• 14:27
  that
• 14:28
  small
• 14:28
  businesses
• 14:28
  can
• 14:29
  do.
• 14:30
  They
• 14:30
  can't
• 14:30
  quite
• 14:31
  compete
• 14:31
  with
• 14:31
  the
• 14:31
  big
• 14:32
  box
• 14:32
  stores,
• 14:33
  but
• 14:33
  where
• 14:33
  they
• 14:33
  can't
• 14:34
  compete
• 14:34
  monetarily
• 14:35
  or
• 14:35
  for
• 14:35
  example,
• 14:36
  on
• 14:37
  your
• 14:37
  benefits,
• 14:38
  they
• 14:39
  can
• 14:39
  go
• 14:39
  ahead
• 14:39
  and
• 14:40
  compete
• 14:40
  on
• 14:40
  attention.
• 14:42
  You're
• 14:42
  not
• 14:42
  a
• 14:42
  number
• 14:43
  in
• 14:43
  our,
• 14:44
  in
• 14:44
  our
• 14:45
  business,
• 14:46
  you
• 14:46
  will
• 14:46
  grow
• 14:47
  with
• 14:47
  us
• 14:47
  and
• 14:48
  we
• 14:48
  will
• 14:48
  acknowledge
• 14:49
  you
• 14:49
  and
• 14:49
  what
• 14:49
  is
• 14:49
  happening,
• 14:50
  you
• 14:50
  know,
• 14:50
  in
• 14:51
  your
• 14:51
  life,
• 14:51
  if
• 14:51
  that
• 14:52
  makes
• 14:52
  sense.
• 14:52
  Yeah,
• 14:52
  no,
• 14:52
  I
• 14:53
  mean,
• 14:53
  birthdays
• 14:53
  were
• 14:53
  always
• 14:54
  a
• 14:54
  big
• 14:54
  thing
• 14:54
  at
• 14:54
  a
• 14:54
  lot
• 14:54
  of
• 14:55
  the
• 14:55
  companies
• 14:55
  I
• 14:55
  worked
• 14:56
  for,
• 14:56
  you
• 14:56
  know,
• 14:56
  they.
• 14:57
  They
• 14:58
  have
• 14:58
  a
• 14:58
  cake
• 14:58
  or
• 14:59
  bring
• 14:59
  in,
• 14:59
  you
• 14:59
  know,
• 14:59
  something.
• 15:00
  But
• 15:01
  again,
• 15:01
  it's
• 15:01
  just.
• 15:02
  You're
• 15:02
  right,
• 15:02
  it's
• 15:02
  just,
• 15:03
  hey,
• 15:03
  you're
• 15:03
  being
• 15:04
  acknowledged
• 15:04
  that
• 15:05
  I'm
• 15:05
  here
• 15:05
  and
• 15:06
  I'm
• 15:06
  valuable.
• 15:07
  You
• 15:07
  know,
• 15:08
  I
• 15:08
  think
• 15:08
  that's.
• 15:09
  That
• 15:09
  is
• 15:09
  the
• 15:10
  key.
• 15:10
  And
• 15:10
  I
• 15:10
  don't
• 15:10
  care
• 15:11
  what
• 15:11
  age
• 15:11
  you
• 15:11
  are,
• 15:12
  you
• 15:12
  always
• 15:13
  want
• 15:13
  that.
• 15:13
  You
• 15:14
  want
• 15:14
  to
• 15:14
  be
• 15:14
  told
• 15:14
  you're
• 15:14
  doing
• 15:14
  a
• 15:15
  good
• 15:15
  job
• 15:15
  too.
• 15:15
  As
• 15:15
  simple
• 15:16
  as.
• 15:16
  You
• 15:17
  did
• 15:17
  great
• 15:17
  today
• 15:17
  with
• 15:18
  that
• 15:18
  one
• 15:18
  customer
• 15:19
  that
• 15:19
  came
• 15:19
  in
• 15:20
  with
• 15:20
  the
• 15:20
  boots,
• 15:20
  you
• 15:21
  know,
• 15:21
  for
• 15:21
  the
• 15:21
  boots.
• 15:22
  You
• 15:22
  spent
• 15:23
  an
• 15:23
  hour
• 15:23
  trying
• 15:23
  boots
• 15:24
  on
• 15:24
  them
• 15:24
  and
• 15:24
  they
• 15:24
  ended
• 15:24
  up
• 15:24
  walking
• 15:25
  away
• 15:25
  with
• 15:25
  a
• 15:25
  pair
• 15:25
  of
• 15:25
  boots,
• 15:26
  you
• 15:26
  know,
• 15:27
  and,
• 15:27
  you
• 15:27
  know,
• 15:27
  just
• 15:28
  those
• 15:28
  little
• 15:28
  things
• 15:29
  really
• 15:29
  do
• 15:29
  make
• 15:29
  a.
• 15:30
  Because
• 15:30
  you
• 15:30
  did
• 15:30
  just
• 15:30
  spend
• 15:31
  an
• 15:31
  hour
• 15:31
  and
• 15:31
  you
• 15:32
  were
• 15:32
  probably
• 15:32
  frustrated,
• 15:33
  right?
• 15:33
  As
• 15:34
  an
• 15:34
  employee,
• 15:34
  you
• 15:34
  were
• 15:34
  frustrated
• 15:35
  because
• 15:35
  it,
• 15:35
  you
• 15:36
  know,
• 15:36
  it.
• 15:37
  I've
• 15:37
  done
• 15:37
  that
• 15:37
  before
• 15:38
  in
• 15:38
  stores
• 15:38
  and
• 15:38
  tried
• 15:39
  on
• 15:39
  boots
• 15:39
  for
• 15:39
  an
• 15:39
  hour.
• 15:40
  And
• 15:40
  the
• 15:41
  fact
• 15:41
  that
• 15:41
  they
• 15:41
  walked
• 15:42
  away
• 15:42
  with
• 15:42
  a
• 15:42
  pair
• 15:42
  of
• 15:42
  boots,
• 15:43
  you
• 15:43
  know,
• 15:43
  acknowledging
• 15:44
  that
• 15:44
  is
• 15:45
  important
• 15:45
  too.
• 15:46
  As
• 15:46
  important
• 15:47
  as
• 15:47
  the
• 15:47
  other
• 15:47
  stuff,
• 15:47
  I
• 15:48
  think.
• 15:49
  Absolutely.
• 15:49
  Yeah.
• 15:50
  But
• 15:50
  Glenn,
• 15:51
  that
• 15:51
  takes.
• 15:52
  That
• 15:53
  goes
• 15:53
  back
• 15:53
  to
• 15:53
  one
• 15:53
  of
• 15:54
  the
• 15:54
  points
• 15:54
  I
• 15:54
  think
• 15:54
  I
• 15:54
  was
• 15:55
  saying,
• 15:55
  or
• 15:56
  was
• 15:56
  going
• 15:56
  to
• 15:56
  say,
• 15:57
  which
• 15:57
  is
• 15:58
  being
• 15:59
  tuned
• 16:00
  into
• 16:00
  your
• 16:00
  employees,
• 16:01
  especially
• 16:02
  tuned
• 16:02
  into
• 16:03
  those
• 16:03
  employees
• 16:04
  who
• 16:05
  appear
• 16:05
  to
• 16:05
  be
• 16:05
  tuned
• 16:06
  into
• 16:06
  your
• 16:06
  business.
• 16:08
  So
• 16:08
  it's
• 16:08
  a,
• 16:08
  you
• 16:09
  know,
• 16:09
  give,
• 16:09
  give
• 16:10
  relationship.
• 16:11
  You
• 16:11
  understand
• 16:12
  what
• 16:12
  your.
• 16:12
  What
• 16:13
  matters
• 16:14
  to
• 16:14
  your
• 16:14
  employees.
• 16:15
  So,
• 16:15
  for
• 16:15
  example,
• 16:16
  taking
• 16:16
  the
• 16:17
  gym,
• 16:17
  you
• 16:18
  see
• 16:18
  that
• 16:18
  most
• 16:18
  of
• 16:18
  your
• 16:19
  employees
• 16:19
  are
• 16:19
  very
• 16:20
  health
• 16:20
  conscious.
• 16:20
  Health
• 16:21
  conscious.
• 16:22
  And
• 16:22
  I've
• 16:23
  had
• 16:23
  a.
• 16:23
  I've
• 16:24
  had
• 16:24
  this
• 16:24
  at
• 16:24
  one
• 16:25
  of
• 16:25
  my
• 16:25
  smaller
• 16:26
  clients
• 16:27
  where
• 16:28
  instead
• 16:28
  of
• 16:28
  a
• 16:28
  regular
• 16:29
  lunch,
• 16:29
  they
• 16:29
  would
• 16:30
  expand
• 16:30
  it
• 16:30
  to
• 16:31
  an
• 16:31
  hour
• 16:31
  and
• 16:31
  a
• 16:31
  half
• 16:32
  if
• 16:32
  you
• 16:33
  were
• 16:33
  visiting
• 16:34
  the
• 16:35
  health
• 16:35
  facility
• 16:35
  next
• 16:36
  door.
• 16:37
  Oh,
• 16:38
  I
• 16:38
  see.
• 16:38
  Okay.
• 16:39
  So
• 16:39
  that's
• 16:40
  what,
• 16:40
  that's
• 16:40
  what
• 16:41
  matters
• 16:41
  to
• 16:41
  them.
• 16:41
  That's
• 16:42
  what
• 16:42
  you
• 16:42
  give
• 16:42
  to
• 16:42
  them.
• 16:43
  But
• 16:43
  at
• 16:43
  the
• 16:44
  same
• 16:44
  time,
• 16:45
  you
• 16:45
  know,
• 16:45
  though,
• 16:46
  you
• 16:46
  notice
• 16:46
  that
• 16:47
  those
• 16:47
  are.
• 16:47
  Employees
• 16:48
  have
• 16:49
  your
• 16:49
  business's
• 16:50
  best
• 16:51
  interests
• 16:51
  at
• 16:52
  heart
• 16:52
  as
• 16:52
  well.
• 16:54
  So
• 16:54
  are
• 16:54
  there
• 16:55
  things,
• 16:55
  other
• 16:56
  things
• 16:56
  they
• 16:56
  can
• 16:56
  do
• 16:57
  to
• 16:57
  compete
• 16:57
  with
• 16:57
  the.
• 16:58
  The
• 16:58
  big
• 16:58
  box
• 16:58
  stores
• 16:59
  or
• 16:59
  whatever,
• 17:00
  with
• 17:00
  the
• 17:00
  full
• 17:00
  benefit
• 17:01
  packages
• 17:01
  and,
• 17:02
  you
• 17:02
  know,
• 17:02
  the
• 17:02
  whole
• 17:03
  thing.
• 17:04
  Are
• 17:04
  there
• 17:04
  other
• 17:04
  things
• 17:05
  that
• 17:05
  they
• 17:05
  can
• 17:05
  throw
• 17:05
  in
• 17:06
  that
• 17:06
  you've
• 17:06
  seen
• 17:06
  work
• 17:07
  and
• 17:07
  are
• 17:07
  effective?
• 17:09
  Yeah,
• 17:09
  absolutely.
• 17:10
  Well,
• 17:11
  I
• 17:11
  think
• 17:11
  small
• 17:12
  businesses
• 17:12
  are,
• 17:12
  like
• 17:12
  I
• 17:13
  said,
• 17:13
  in
• 17:13
  a
• 17:13
  unique
• 17:14
  opportunity
• 17:15
  where
• 17:15
  they
• 17:16
  don't
• 17:16
  have
• 17:16
  to
• 17:17
  go
• 17:17
  through
• 17:19
  these
• 17:19
  rigid
• 17:20
  policies
• 17:21
  and
• 17:21
  procedures
• 17:22
  and
• 17:22
  have
• 17:23
  levels
• 17:23
  upon
• 17:23
  levels
• 17:24
  of
• 17:25
  approvals
• 17:25
  if
• 17:26
  they
• 17:26
  want
• 17:26
  to
• 17:26
  institute
• 17:27
  something.
• 17:27
  Small
• 17:28
  businesses
• 17:28
  are
• 17:29
  much
• 17:29
  more
• 17:29
  nimble
• 17:30
  and
• 17:30
  quick
• 17:30
  to
• 17:31
  act.
• 17:32
  So
• 17:32
  if
• 17:32
  you
• 17:32
  want
• 17:32
  to,
• 17:33
  for
• 17:34
  example,
• 17:34
  try
• 17:35
  out
• 17:35
  an
• 17:35
  overstock
• 17:36
  policy,
• 17:38
  say
• 17:38
  the
• 17:38
  small
• 17:38
  business,
• 17:39
  and
• 17:39
  I've
• 17:39
  had
• 17:40
  this
• 17:40
  happen.
• 17:41
  A
• 17:41
  small
• 17:41
  business
• 17:42
  orders
• 17:42
  Inventory
• 17:43
  perishables,
• 17:44
  what
• 17:44
  have
• 17:45
  you
• 17:46
  on
• 17:46
  an
• 17:46
  ongoing
• 17:46
  basis.
• 17:47
  So
• 17:49
  some
• 17:49
  of
• 17:49
  that
• 17:50
  inventory
• 17:50
  or
• 17:51
  overstock,
• 17:51
  if
• 17:52
  it
• 17:52
  cannot
• 17:52
  be
• 17:52
  returned,
• 17:53
  they
• 17:54
  share
• 17:54
  with
• 17:54
  the
• 17:54
  employees.
• 17:56
  So
• 17:56
  there's
• 17:56
  a
• 17:58
  gourmet
• 17:58
  grocery
• 17:59
  business,
• 17:59
  which
• 18:00
  is.
• 18:00
  Was
• 18:01
  a
• 18:01
  client
• 18:01
  of
• 18:02
  mine,
• 18:03
  and
• 18:03
  they
• 18:03
  would
• 18:04
  get
• 18:04
  eggs,
• 18:04
  milk
• 18:05
  and
• 18:05
  things
• 18:05
  like
• 18:05
  that
• 18:06
  for,
• 18:06
  you
• 18:07
  know,
• 18:07
  cooking.
• 18:08
  And
• 18:09
  as
• 18:10
  new
• 18:10
  items
• 18:10
  come
• 18:10
  in,
• 18:11
  they
• 18:11
  would
• 18:12
  give
• 18:12
  the
• 18:12
  other
• 18:12
  obviously
• 18:13
  not
• 18:13
  expired
• 18:14
  items
• 18:14
  to
• 18:14
  their
• 18:15
  employees.
• 18:15
  And
• 18:15
  given
• 18:16
  the
• 18:16
  prices
• 18:16
  of
• 18:16
  eggs.
• 18:17
  Yeah,
• 18:17
  today.
• 18:19
  Yeah,
• 18:20
  that's
• 18:20
  better
• 18:20
  than
• 18:20
  a
• 18:21
  paycheck.
• 18:21
  Yeah,
• 18:22
  in
• 18:22
  a
• 18:22
  lot
• 18:22
  of
• 18:22
  cases,
• 18:24
  yes.
• 18:25
  But
• 18:26
  flexibility,
• 18:26
  I
• 18:26
  think
• 18:27
  flexibility
• 18:27
  is
• 18:27
  a
• 18:27
  huge
• 18:28
  one.
• 18:28
  Attention,
• 18:30
  being
• 18:30
  able
• 18:31
  to
• 18:31
  move
• 18:31
  and
• 18:32
  react.
• 18:33
  You
• 18:33
  try
• 18:33
  the
• 18:34
  overstock,
• 18:36
  and
• 18:36
  if
• 18:36
  that
• 18:36
  doesn't
• 18:37
  work,
• 18:38
  you
• 18:38
  can
• 18:38
  try
• 18:39
  having
• 18:39
  your
• 18:40
  employee
• 18:41
  bring
• 18:41
  their
• 18:41
  dog
• 18:41
  or
• 18:42
  cat
• 18:42
  in.
• 18:43
  If
• 18:43
  that
• 18:43
  doesn't
• 18:43
  work,
• 18:44
  switch
• 18:44
  to
• 18:44
  something
• 18:44
  else
• 18:45
  and
• 18:45
  keep
• 18:45
  track.
• 18:46
  Big
• 18:47
  box
• 18:47
  stores
• 18:47
  will
• 18:47
  never
• 18:48
  be
• 18:48
  able
• 18:48
  to
• 18:48
  compete
• 18:48
  with
• 18:49
  that
• 18:49
  kind
• 18:49
  of
• 18:49
  thing.
• 18:50
  All
• 18:50
  they
• 18:50
  can
• 18:50
  do
• 18:50
  is
• 18:50
  throw
• 18:51
  money.
• 18:52
  One
• 18:52
  of
• 18:52
  the
• 18:52
  things,
• 18:53
  too,
• 18:53
  that
• 18:53
  I'm
• 18:54
  thinking
• 18:54
  about
• 18:54
  is
• 18:54
  responsibility.
• 18:55
  What
• 18:55
  I
• 18:56
  mean
• 18:56
  by
• 18:56
  that
• 18:56
  is
• 18:56
  if
• 18:56
  your
• 18:57
  employee
• 18:57
  has
• 18:57
  a
• 18:57
  good
• 18:57
  idea
• 18:58
  for
• 18:58
  something
• 18:58
  that,
• 18:59
  that,
• 18:59
  you
• 18:59
  know,
• 19:00
  whatever,
• 19:00
  a
• 19:01
  special
• 19:01
  promotion
• 19:02
  or
• 19:02
  program,
• 19:03
  giving
• 19:03
  them
• 19:03
  the
• 19:04
  responsibility
• 19:04
  to
• 19:05
  take
• 19:05
  that
• 19:05
  and
• 19:05
  run
• 19:06
  with
• 19:06
  it
• 19:07
  inevitably
• 19:08
  gives
• 19:09
  them
• 19:09
  pride
• 19:09
  in
• 19:09
  what
• 19:09
  they've
• 19:10
  done
• 19:10
  and
• 19:11
  makes
• 19:11
  them
• 19:11
  feel
• 19:11
  like
• 19:12
  they're
• 19:12
  part
• 19:12
  of
• 19:12
  the
• 19:12
  team
• 19:13
  that's
• 19:13
  making
• 19:13
  this
• 19:13
  thing
• 19:14
  grow
• 19:14
  and
• 19:14
  work.
• 19:15
  So,
• 19:15
  you
• 19:16
  know,
• 19:16
  I
• 19:16
  always
• 19:16
  thought
• 19:18
  in
• 19:18
  the
• 19:18
  employees
• 19:18
  I've
• 19:18
  had,
• 19:19
  I've
• 19:19
  always,
• 19:19
  you
• 19:20
  know,
• 19:20
  if
• 19:20
  they,
• 19:20
  if
• 19:21
  they
• 19:21
  have
• 19:21
  time
• 19:22
  and
• 19:22
  they
• 19:23
  have
• 19:23
  the
• 19:23
  wherewithal
• 19:24
  to
• 19:24
  take
• 19:24
  that
• 19:24
  responsibility
• 19:25
  and
• 19:25
  run
• 19:26
  with
• 19:26
  it,
• 19:27
  they
• 19:27
  learn
• 19:27
  a
• 19:27
  lot.
• 19:28
  You
• 19:28
  see
• 19:28
  growth.
• 19:29
  Hopefully
• 19:29
  it
• 19:29
  works.
• 19:30
  If
• 19:30
  it
• 19:30
  doesn't
• 19:30
  work,
• 19:31
  that's
• 19:31
  fine
• 19:31
  too.
• 19:32
  You
• 19:32
  know,
• 19:32
  we
• 19:32
  all
• 19:32
  try
• 19:32
  things
• 19:33
  that
• 19:33
  don't
• 19:33
  work,
• 19:33
  but
• 19:34
  giving
• 19:34
  them
• 19:34
  the
• 19:35
  responsibility
• 19:35
  helps
• 19:36
  them
• 19:36
  grow
• 19:36
  into
• 19:37
  future
• 19:37
  positions,
• 19:38
  too.
• 19:38
  And
• 19:39
  also,
• 19:39
  you're
• 19:40
  testing
• 19:40
  them,
• 19:40
  right?
• 19:40
  You're
• 19:41
  testing
• 19:41
  them
• 19:41
  for
• 19:41
  what
• 19:42
  they
• 19:42
  can
• 19:42
  handle
• 19:43
  and
• 19:43
  what
• 19:43
  they
• 19:43
  can
• 19:43
  do.
• 19:43
  And
• 19:44
  you
• 19:44
  might
• 19:44
  find
• 19:44
  a.
• 19:45
  A
• 19:45
  new
• 19:45
  area
• 19:45
  or
• 19:46
  an
• 19:46
  area
• 19:46
  that.
• 19:47
  A
• 19:47
  vertical
• 19:48
  that
• 19:48
  you
• 19:48
  could
• 19:48
  put
• 19:48
  them
• 19:48
  in
• 19:48
  that
• 19:49
  you
• 19:49
  weren't
• 19:49
  thinking
• 19:49
  about
• 19:50
  for
• 19:50
  that
• 19:50
  particular
• 19:50
  employee
• 19:51
  because
• 19:51
  you
• 19:51
  found
• 19:51
  something
• 19:52
  that
• 19:52
  they
• 19:52
  were
• 19:52
  really
• 19:52
  good
• 19:53
  at.
• 19:53
  So
• 19:54
  responsive.
• 19:54
  Don't
• 19:54
  be
• 19:54
  afraid
• 19:55
  to
• 19:55
  give
• 19:55
  them
• 19:55
  responsibilities.
• 19:56
  What
• 19:56
  I'm
• 19:56
  saying.
• 19:57
  I
• 19:57
  agree.
• 19:58
  Absolutely.
• 19:58
  Yeah.
• 20:00
  What
• 20:00
  can
• 20:00
  we.
• 20:01
  What
• 20:01
  can
• 20:01
  we.
• 20:02
  What
• 20:02
  can
• 20:02
  we
• 20:02
  add
• 20:03
  to
• 20:03
  this?
• 20:04
  You
• 20:04
  can
• 20:04
  provide
• 20:04
  autonomy.
• 20:05
  You
• 20:06
  know,
• 20:06
  you
• 20:06
  see
• 20:06
  someone
• 20:07
  has
• 20:07
  a
• 20:07
  sharp,
• 20:07
  bright
• 20:08
  mind,
• 20:10
  you
• 20:10
  know,
• 20:10
  be
• 20:10
  forthcoming.
• 20:11
  Express
• 20:11
  to
• 20:12
  them
• 20:12
  that
• 20:12
  you
• 20:12
  want
• 20:12
  to
• 20:13
  hear
• 20:13
  their
• 20:13
  opinions.
• 20:14
  They
• 20:15
  see.
• 20:15
  They
• 20:15
  may
• 20:16
  see
• 20:16
  more
• 20:17
  customers
• 20:17
  than
• 20:17
  you
• 20:18
  do,
• 20:19
  so
• 20:20
  they
• 20:20
  may
• 20:20
  have
• 20:20
  other
• 20:21
  ideas
• 20:21
  that
• 20:21
  will
• 20:21
  be
• 20:21
  beneficial
• 20:22
  to
• 20:22
  the
• 20:22
  business.
• 20:23
  Big
• 20:24
  box
• 20:24
  stores
• 20:24
  are
• 20:24
  not
• 20:25
  going
• 20:25
  to
• 20:25
  be
• 20:25
  able
• 20:25
  to
• 20:25
  do
• 20:25
  that.
• 20:26
  But
• 20:26
  you
• 20:26
  can
• 20:26
  leave
• 20:27
  your
• 20:27
  comment
• 20:27
  box
• 20:28
  open
• 20:28
  all
• 20:28
  the
• 20:28
  Time
• 20:29
  for
• 20:29
  employees
• 20:30
  and
• 20:31
  to
• 20:31
  what
• 20:31
  you're
• 20:32
  saying,
• 20:32
  expand
• 20:33
  the
• 20:33
  set
• 20:33
  of
• 20:33
  responsibilities.
• 20:35
  It
• 20:35
  gets
• 20:36
  employees,
• 20:37
  it
• 20:37
  gets
• 20:37
  your
• 20:37
  business
• 20:37
  to
• 20:38
  be
• 20:38
  sticky.
• 20:39
  So
• 20:40
  they
• 20:40
  are
• 20:40
  growing
• 20:41
  with
• 20:41
  your
• 20:41
  business
• 20:42
  just
• 20:42
  like
• 20:43
  to
• 20:43
  what
• 20:43
  you
• 20:43
  were
• 20:44
  saying.
• 20:45
  And
• 20:45
  they
• 20:45
  feel
• 20:46
  like
• 20:46
  they
• 20:47
  are
• 20:47
  a
• 20:47
  part
• 20:47
  of
• 20:47
  this
• 20:47
  business.
• 20:48
  So
• 20:49
  that's.
• 20:49
  It
• 20:49
  makes
• 20:50
  it
• 20:50
  sticky
• 20:50
  and
• 20:50
  it
• 20:50
  makes
• 20:51
  it
• 20:51
  harder
• 20:52
  for.
• 20:53
  It
• 20:53
  makes
• 20:53
  it
• 20:53
  less
• 20:54
  likely
• 20:54
  for
• 20:54
  employees
• 20:55
  to
• 20:55
  leave
• 20:55
  because
• 20:56
  they're
• 20:56
  now
• 20:56
  part
• 20:56
  of
• 20:57
  this
• 20:57
  family.
• 20:57
  Yeah,
• 20:58
  they
• 20:58
  feel
• 20:58
  like
• 20:58
  some
• 20:58
  sense
• 20:59
  of
• 20:59
  ownership
• 20:59
  there,
• 21:00
  right?
• 21:00
  Yeah,
• 21:02
  absolutely.
• 21:02
  Yeah,
• 21:03
  I
• 21:03
  totally
• 21:03
  agree
• 21:03
  with
• 21:03
  that.
• 21:04
  We
• 21:05
  talk
• 21:05
  about
• 21:05
  ROI
• 21:06
  all
• 21:06
  the
• 21:06
  time
• 21:06
  in
• 21:06
  relation
• 21:07
  to
• 21:07
  everything.
• 21:08
  I
• 21:08
  think
• 21:08
  some
• 21:08
  of
• 21:09
  this,
• 21:09
  you
• 21:09
  know,
• 21:10
  and
• 21:10
  you
• 21:10
  being
• 21:10
  a
• 21:10
  cfo,
• 21:11
  this
• 21:11
  is
• 21:11
  something
• 21:11
  you
• 21:12
  deal
• 21:12
  with
• 21:12
  all
• 21:12
  the
• 21:12
  time.
• 21:13
  But
• 21:13
  I
• 21:13
  think
• 21:14
  there's
• 21:14
  some
• 21:14
  of
• 21:14
  this
• 21:14
  you're
• 21:15
  doing
• 21:15
  for
• 21:15
  your
• 21:15
  employees
• 21:16
  that
• 21:16
  you
• 21:17
  can't
• 21:17
  track
• 21:17
  ROI
• 21:18
  on
• 21:18
  it
• 21:19
  and
• 21:19
  maybe
• 21:20
  shouldn't
• 21:20
  track.
• 21:21
  It's
• 21:21
  not
• 21:22
  ROI
• 21:22
  able.
• 21:24
  It's
• 21:24
  more
• 21:25
  creating
• 21:26
  that
• 21:26
  lifelong
• 21:27
  employee,
• 21:27
  which
• 21:27
  I
• 21:28
  guess
• 21:28
  is
• 21:28
  ROI
• 21:29
  when
• 21:29
  you
• 21:29
  think
• 21:29
  about
• 21:29
  it
• 21:30
  over
• 21:30
  a
• 21:30
  long
• 21:30
  period
• 21:30
  of
• 21:31
  time.
• 21:31
  Right,
• 21:32
  sure.
• 21:32
  Am
• 21:32
  I
• 21:32
  looking
• 21:33
  at
• 21:33
  it
• 21:33
  wrong?
• 21:34
  I
• 21:35
  don't
• 21:35
  think
• 21:35
  so.
• 21:35
  I
• 21:35
  think
• 21:35
  ROIs
• 21:36
  can
• 21:37
  be
• 21:37
  whatever.
• 21:38
  Well,
• 21:38
  I
• 21:38
  mean,
• 21:39
  they.
• 21:39
  Probably
• 21:39
  not.
• 21:40
  I
• 21:40
  don't
• 21:40
  want
• 21:40
  to
• 21:40
  put
• 21:41
  my
• 21:41
  foot
• 21:41
  in
• 21:41
  my
• 21:41
  mouth,
• 21:42
  but
• 21:42
  ROIs,
• 21:43
  you
• 21:43
  can
• 21:43
  calculate
• 21:44
  ROIs
• 21:45
  in
• 21:45
  a
• 21:45
  number
• 21:45
  of
• 21:45
  ways.
• 21:46
  You
• 21:46
  know,
• 21:47
  it
• 21:47
  could
• 21:47
  be
• 21:47
  in
• 21:47
  your
• 21:48
  head
• 21:48
  and
• 21:48
  that's
• 21:48
  the
• 21:49
  way
• 21:49
  that
• 21:49
  you're
• 21:49
  keeping
• 21:49
  track
• 21:50
  of
• 21:50
  ROIs.
• 21:51
  Or
• 21:51
  you
• 21:51
  could
• 21:51
  be
• 21:51
  looking,
• 21:52
  looking
• 21:52
  at
• 21:52
  absences,
• 21:53
  absenteeism
• 21:54
  over
• 21:55
  time.
• 21:56
  Or
• 21:56
  you
• 21:56
  could
• 21:57
  be
• 21:57
  looking
• 21:57
  and
• 21:59
  seeing
• 21:59
  Google
• 22:00
  reviews
• 22:00
  and
• 22:00
  how
• 22:01
  Google
• 22:01
  reviews
• 22:01
  mention
• 22:02
  some
• 22:02
  of
• 22:02
  your
• 22:03
  employees,
• 22:03
  maybe
• 22:04
  one
• 22:04
  or
• 22:05
  two
• 22:05
  particular
• 22:05
  employees,
• 22:06
  you
• 22:07
  know,
• 22:07
  or
• 22:08
  maybe
• 22:09
  it's
• 22:09
  feedback
• 22:09
  from
• 22:10
  customers
• 22:10
  directly
• 22:11
  that,
• 22:11
  wow,
• 22:12
  this
• 22:12
  employee
• 22:13
  of
• 22:13
  yours
• 22:13
  went
• 22:14
  above
• 22:14
  and
• 22:14
  beyond.
• 22:15
  So
• 22:16
  that's
• 22:16
  a
• 22:16
  way
• 22:16
  to
• 22:16
  track
• 22:17
  them.
• 22:18
  And
• 22:18
  obviously
• 22:19
  ROIs
• 22:20
  are
• 22:20
  tracked
• 22:21
  up
• 22:21
  and
• 22:21
  down
• 22:22
  in
• 22:22
  your
• 22:23
  huge
• 22:23
  corporations.
• 22:24
  We
• 22:25
  don't
• 22:25
  necessarily
• 22:25
  need
• 22:26
  to
• 22:26
  get
• 22:26
  into
• 22:27
  that
• 22:27
  kind
• 22:27
  of
• 22:27
  paradigm,
• 22:28
  but
• 22:29
  we
• 22:29
  can
• 22:30
  keep
• 22:31
  track
• 22:31
  of
• 22:31
  employee
• 22:32
  performance
• 22:32
  just
• 22:33
  by
• 22:33
  utilizing
• 22:34
  the
• 22:35
  basic
• 22:35
  metrics
• 22:36
  that
• 22:36
  make
• 22:37
  sense
• 22:37
  to
• 22:38
  us.
• 22:38
  Is
• 22:38
  the
• 22:39
  customer
• 22:40
  happy?
• 22:40
  Is
• 22:40
  the
• 22:40
  business
• 22:41
  moving?
• 22:42
  Is
• 22:42
  the
• 22:42
  inventory
• 22:43
  all
• 22:43
  there
• 22:44
  is
• 22:44
  the
• 22:44
  employee.
• 22:45
  Are
• 22:45
  the
• 22:45
  employees
• 22:46
  performing
• 22:46
  their
• 22:46
  duties
• 22:47
  well,
• 22:47
  basically.
• 22:48
  Right.
• 22:49
  So,
• 22:50
  and
• 22:51
  this
• 22:51
  is
• 22:51
  something
• 22:51
  we
• 22:51
  have
• 22:51
  never
• 22:52
  talked
• 22:52
  about
• 22:52
  on
• 22:52
  this
• 22:52
  show
• 22:53
  is
• 22:53
  surveys.
• 22:54
  Do
• 22:55
  you
• 22:55
  recommend
• 22:55
  surveys
• 22:56
  even
• 22:56
  for
• 22:56
  small
• 22:57
  businesses?
• 22:57
  And
• 22:57
  that
• 22:58
  ties
• 22:58
  back
• 22:58
  because
• 22:59
  one
• 22:59
  of
• 22:59
  the
• 22:59
  questions
• 22:59
  obviously
• 23:00
  can
• 23:00
  involve
• 23:01
  employees,
• 23:01
  but
• 23:02
  do
• 23:02
  you.
• 23:04
  How
• 23:04
  do
• 23:04
  you
• 23:04
  feel
• 23:04
  about
• 23:05
  surveys,
• 23:05
  customer
• 23:06
  surveys,
• 23:07
  customer
• 23:07
  surveys?
• 23:08
  Well,
• 23:09
  we've
• 23:10
  had
• 23:10
  business,
• 23:10
  in
• 23:11
  my
• 23:11
  experience,
• 23:11
  we've
• 23:12
  had
• 23:12
  businesses
• 23:13
  use
• 23:13
  customer
• 23:14
  surveys,
• 23:14
  vendor
• 23:15
  surveys,
• 23:15
  all
• 23:16
  sorts
• 23:16
  of
• 23:17
  surveys.
• 23:19
  As
• 23:19
  unfortunately,
• 23:20
  as
• 23:21
  we've
• 23:21
  probably
• 23:22
  all
• 23:22
  seen
• 23:23
  on
• 23:23
  Amazon,
• 23:25
  people
• 23:25
  that
• 23:25
  leave
• 23:26
  reviews
• 23:26
  typically.
• 23:27
  Are
• 23:28
  the
• 23:28
  negative
• 23:28
  people.
• 23:32
  Yes.
• 23:32
  So
• 23:32
  they
• 23:33
  want
• 23:33
  to,
• 23:33
  they
• 23:34
  want
• 23:34
  to
• 23:34
  air
• 23:34
  out
• 23:34
  their
• 23:35
  displeasures.
• 23:36
  So
• 23:37
  if
• 23:37
  you
• 23:37
  can
• 23:37
  filter
• 23:38
  or
• 23:39
  somehow
• 23:39
  get
• 23:39
  around
• 23:40
  that
• 23:41
  and
• 23:42
  take
• 23:42
  all
• 23:42
  of
• 23:42
  the
• 23:43
  negative
• 23:43
  reviews,
• 23:43
  for
• 23:44
  example,
• 23:44
  given
• 23:44
  that,
• 23:45
  you
• 23:46
  know,
• 23:46
  90
• 23:47
  of
• 23:47
  your
• 23:48
  review
• 23:48
  levers
• 23:49
  will
• 23:50
  be
• 23:50
  leaving
• 23:50
  a
• 23:50
  negative
• 23:51
  review.
• 23:52
  If
• 23:52
  you
• 23:52
  can
• 23:52
  take
• 23:52
  that
• 23:52
  with
• 23:53
  a
• 23:53
  grain
• 23:53
  of
• 23:53
  salt
• 23:54
  and
• 23:54
  learn
• 23:55
  from
• 23:55
  it,
• 23:55
  I
• 23:56
  think
• 23:56
  it
• 23:56
  could
• 23:56
  be
• 23:56
  a
• 23:56
  very,
• 23:57
  very
• 23:57
  positive
• 23:58
  tool
• 23:58
  if
• 23:59
  used
• 23:59
  appropriately
• 24:00
  and
• 24:01
  at
• 24:02
  the
• 24:02
  right
• 24:02
  place.
• 24:02
  Obviously,
• 24:03
  you
• 24:03
  know,
• 24:04
  some,
• 24:04
  some
• 24:05
  small
• 24:05
  businesses
• 24:05
  are
• 24:06
  not
• 24:06
  going
• 24:06
  to
• 24:06
  be
• 24:08
  review
• 24:10
  accommodating
• 24:11
  or
• 24:12
  whatever
• 24:12
  it
• 24:12
  is.
• 24:13
  You
• 24:13
  know,
• 24:13
  you
• 24:13
  have
• 24:13
  mass,
• 24:15
  mass
• 24:16
  clients
• 24:17
  or
• 24:17
  customers
• 24:18
  coming
• 24:18
  in,
• 24:18
  getting
• 24:19
  one
• 24:19
  time
• 24:19
  small
• 24:20
  transactions,
• 24:21
  buying
• 24:21
  potato
• 24:22
  chips
• 24:22
  or
• 24:22
  what
• 24:22
  have
• 24:22
  you.
• 24:24
  That's
• 24:24
  not
• 24:24
  the
• 24:24
  kind
• 24:25
  of
• 24:25
  probably
• 24:26
  environment
• 24:26
  that's
• 24:26
  going
• 24:27
  to
• 24:27
  be
• 24:28
  that
• 24:29
  tool
• 24:29
  conducive.
• 24:30
  But
• 24:31
  if
• 24:31
  you
• 24:31
  have
• 24:31
  ongoing
• 24:32
  relationships
• 24:33
  that
• 24:33
  are
• 24:33
  very
• 24:33
  material
• 24:34
  to
• 24:34
  your
• 24:34
  business,
• 24:35
  the
• 24:35
  feedback
• 24:37
  can
• 24:37
  be
• 24:37
  absolutely
• 24:38
  beneficial.
• 24:39
  Like
• 24:39
  if
• 24:39
  you
• 24:39
  have
• 24:40
  a
• 24:40
  club
• 24:40
  program
• 24:40
  or
• 24:41
  something
• 24:42
  like
• 24:42
  that,
• 24:42
  they're
• 24:43
  your
• 24:43
  target
• 24:43
  for
• 24:44
  surveys.
• 24:45
  I
• 24:45
  think
• 24:45
  two
• 24:45
  surveys.
• 24:46
  There
• 24:46
  are
• 24:47
  so
• 24:47
  many.
• 24:47
  Now.
• 24:47
  Anytime
• 24:48
  you
• 24:48
  buy
• 24:48
  anything,
• 24:49
  anytime
• 24:50
  you
• 24:50
  sneeze
• 24:50
  anywhere,
• 24:51
  somebody
• 24:52
  wants
• 24:52
  you
• 24:52
  to
• 24:52
  do
• 24:52
  a
• 24:52
  survey.
• 24:53
  And
• 24:53
  I
• 24:53
  think,
• 24:54
  I
• 24:54
  know
• 24:54
  I
• 24:55
  don't
• 24:55
  do
• 24:55
  as
• 24:55
  many
• 24:55
  as
• 24:55
  I
• 24:55
  used
• 24:56
  to
• 24:56
  because
• 24:56
  I
• 24:56
  get
• 24:56
  so
• 24:57
  many.
• 24:57
  It's
• 24:57
  like
• 24:57
  I
• 24:58
  don't,
• 24:58
  I
• 24:58
  just
• 24:58
  don't
• 24:59
  care
• 24:59
  to
• 24:59
  do
• 25:00
  it
• 25:00
  right.
• 25:01
  I
• 25:02
  think
• 25:02
  they've
• 25:02
  kind
• 25:02
  of
• 25:02
  lost
• 25:02
  a
• 25:03
  little
• 25:03
  bit
• 25:03
  of
• 25:03
  their
• 25:03
  effectiveness
• 25:04
  because
• 25:04
  of
• 25:05
  the
• 25:05
  quantity
• 25:05
  you
• 25:06
  receive
• 25:06
  now.
• 25:07
  Survey
• 25:08
  paralysis.
• 25:09
  Yeah,
• 25:09
  just
• 25:09
  like
• 25:09
  information
• 25:10
  paralysis.
• 25:11
  We.
• 25:11
  It's
• 25:11
  true.
• 25:12
  I
• 25:12
  mean,
• 25:12
  it
• 25:12
  is
• 25:12
  true.
• 25:14
  So
• 25:16
  any
• 25:16
  final
• 25:16
  piece
• 25:17
  of
• 25:17
  advice,
• 25:17
  one
• 25:17
  piece
• 25:18
  of
• 25:18
  advice
• 25:18
  that
• 25:18
  you
• 25:18
  could
• 25:18
  give
• 25:19
  a
• 25:19
  retailer,
• 25:19
  trying
• 25:19
  to
• 25:20
  motivate
• 25:20
  a
• 25:20
  team,
• 25:20
  trying
• 25:21
  to
• 25:22
  develop
• 25:22
  that
• 25:22
  loyalty
• 25:23
  and
• 25:23
  that
• 25:23
  sense
• 25:24
  of
• 25:24
  ownership,
• 25:25
  what
• 25:25
  would
• 25:25
  you
• 25:25
  say
• 25:25
  to
• 25:25
  them?
• 25:26
  What
• 25:27
  do
• 25:27
  you
• 25:27
  want
• 25:27
  to
• 25:27
  leave
• 25:27
  them
• 25:27
  with?
• 25:29
  Well,
• 25:30
  I
• 25:30
  think
• 25:30
  that
• 25:31
  you
• 25:31
  need
• 25:32
  to,
• 25:32
  you
• 25:32
  need
• 25:32
  to
• 25:32
  market
• 25:33
  your,
• 25:34
  your
• 25:34
  business,
• 25:34
  you
• 25:35
  need
• 25:35
  to
• 25:35
  create
• 25:35
  a
• 25:35
  voice
• 25:36
  for
• 25:36
  your
• 25:36
  business.
• 25:37
  So,
• 25:37
  so
• 25:38
  for
• 25:38
  example,
• 25:39
  volunteering,
• 25:40
  paid
• 25:40
  time
• 25:40
  off,
• 25:41
  it's
• 25:42
  not,
• 25:42
  it's
• 25:43
  not
• 25:43
  as
• 25:43
  attractive,
• 25:44
  you
• 25:44
  know,
• 25:45
  when
• 25:45
  you
• 25:45
  say
• 25:45
  it.
• 25:45
  But
• 25:46
  if
• 25:46
  you
• 25:46
  position
• 25:47
  your
• 25:47
  business
• 25:47
  to
• 25:48
  go
• 25:48
  to
• 25:49
  the
• 25:49
  community
• 25:50
  and
• 25:50
  approach
• 25:51
  nonprofits
• 25:51
  and
• 25:52
  say,
• 25:52
  hey,
• 25:52
  we
• 25:52
  want
• 25:52
  to
• 25:53
  be,
• 25:53
  we
• 25:53
  want
• 25:53
  to
• 25:53
  be
• 25:54
  active
• 25:54
  and
• 25:54
  we
• 25:54
  have
• 25:54
  a
• 25:55
  few
• 25:55
  employees
• 25:55
  that
• 25:56
  we're
• 25:56
  going
• 25:56
  to
• 25:56
  dedicate
• 25:57
  their
• 25:57
  time
• 25:58
  that
• 25:59
  allows
• 25:59
  you
• 25:59
  to
• 25:59
  market
• 26:00
  your
• 26:01
  business
• 26:01
  free
• 26:02
  of
• 26:02
  charge
• 26:03
  and
• 26:03
  doing
• 26:04
  this
• 26:04
  face
• 26:04
  to
• 26:04
  face
• 26:05
  with
• 26:05
  much
• 26:05
  more
• 26:06
  impact
• 26:07
  as
• 26:07
  opposed
• 26:07
  to
• 26:07
  if
• 26:08
  you
• 26:08
  are
• 26:08
  putting
• 26:08
  it
• 26:08
  on
• 26:09
  your
• 26:09
  business,
• 26:09
  on
• 26:09
  LinkedIn
• 26:10
  or
• 26:10
  something
• 26:10
  that's
• 26:12
  so
• 26:12
  less.
• 26:13
  Personal,
• 26:15
  that
• 26:15
  could
• 26:15
  be
• 26:15
  done
• 26:15
  easily
• 26:15
  in
• 26:15
  the
• 26:16
  horse
• 26:16
  world
• 26:16
  with
• 26:16
  therapeutic
• 26:17
  riding
• 26:17
  organizations.
• 26:18
  Every
• 26:18
  community
• 26:18
  has
• 26:19
  them,
• 26:19
  you
• 26:19
  know,
• 26:20
  also
• 26:20
  rescues,
• 26:21
  horse
• 26:21
  rescues,
• 26:22
  things
• 26:22
  like
• 26:22
  that
• 26:23
  too.
• 26:23
  And
• 26:23
  it
• 26:24
  ties
• 26:24
  directly
• 26:24
  into
• 26:25
  your
• 26:25
  business
• 26:25
  and,
• 26:26
  and
• 26:26
  they
• 26:26
  then
• 26:27
  obviously
• 26:27
  feel
• 26:28
  some
• 26:28
  loyalty
• 26:28
  to
• 26:28
  you
• 26:29
  and
• 26:29
  they
• 26:29
  also
• 26:30
  buy
• 26:30
  their
• 26:30
  stuff
• 26:31
  from
• 26:31
  you.
• 26:31
  So
• 26:31
  it's
• 26:31
  Kind
• 26:31
  of
• 26:32
  a.
• 26:32
  Absolutely
• 26:33
  kind
• 26:33
  of
• 26:33
  a
• 26:33
  win
• 26:33
  win
• 26:34
  that
• 26:34
  way.
• 26:35
  You
• 26:35
  know,
• 26:35
  there's
• 26:35
  so
• 26:36
  much
• 26:36
  to,
• 26:36
  to
• 26:37
  unpack
• 26:37
  here.
• 26:37
  But
• 26:38
  employees
• 26:39
  are
• 26:40
  the
• 26:40
  hardest
• 26:41
  thing
• 26:41
  we
• 26:41
  do
• 26:42
  and
• 26:43
  the
• 26:43
  most
• 26:43
  beneficial
• 26:44
  thing
• 26:44
  we
• 26:44
  do.
• 26:44
  At
• 26:45
  the
• 26:45
  same
• 26:45
  time,
• 26:46
  you
• 26:46
  know,
• 26:47
  it's,
• 26:47
  it's
• 26:47
  hard
• 26:47
  to
• 26:48
  create
• 26:48
  that
• 26:49
  environment
• 26:50
  and
• 26:50
  also,
• 26:51
  you
• 26:51
  know,
• 26:51
  to
• 26:52
  deal
• 26:52
  with
• 26:52
  what
• 26:52
  we
• 26:52
  have
• 26:53
  to
• 26:53
  deal
• 26:53
  with
• 26:53
  with
• 26:53
  employees
• 26:54
  today.
• 26:54
  It's
• 26:54
  not
• 26:54
  all
• 26:54
  sunshine
• 26:55
  and
• 26:55
  roses.
• 26:55
  Right.
• 26:56
  But
• 26:57
  you
• 26:57
  get
• 26:57
  the
• 26:57
  good
• 26:57
  ones
• 26:58
  and
• 26:58
  they
• 26:59
  make
• 26:59
  it
• 26:59
  easy.
• 27:00
  So.
• 27:00
  But
• 27:01
  it's
• 27:01
  the
• 27:01
  app.
• 27:01
  I
• 27:02
  always
• 27:02
  said
• 27:02
  it
• 27:02
  always
• 27:02
  comes
• 27:03
  down
• 27:03
  to
• 27:03
  the
• 27:03
  manager.
• 27:03
  It
• 27:03
  comes
• 27:04
  down
• 27:04
  to
• 27:04
  you
• 27:04
  as
• 27:04
  the
• 27:04
  manager,
• 27:05
  what
• 27:05
  the
• 27:05
  atmosphere
• 27:06
  is
• 27:06
  going
• 27:06
  to
• 27:06
  be
• 27:06
  in
• 27:06
  your
• 27:07
  store.
• 27:08
  That's
• 27:08
  it's
• 27:08
  going
• 27:08
  to.
• 27:09
  And
• 27:09
  we've
• 27:09
  all
• 27:10
  been
• 27:10
  in
• 27:10
  restaurants
• 27:10
  that
• 27:11
  have,
• 27:11
  even
• 27:11
  fast
• 27:12
  food
• 27:12
  places
• 27:12
  have
• 27:12
  terrific
• 27:13
  managers.
• 27:13
  And
• 27:14
  you
• 27:14
  walk
• 27:14
  away
• 27:14
  saying,
• 27:14
  those
• 27:15
  employees
• 27:15
  all
• 27:15
  seem
• 27:16
  very
• 27:16
  happy
• 27:16
  and
• 27:16
  I
• 27:17
  was
• 27:17
  glad
• 27:17
  to
• 27:17
  be
• 27:17
  there.
• 27:18
  Or
• 27:18
  you
• 27:18
  walk
• 27:19
  into
• 27:19
  the
• 27:19
  ones
• 27:19
  that
• 27:20
  are
• 27:20
  not.
• 27:21
  Right
• 27:21
  and
• 27:23
  you
• 27:23
  can
• 27:23
  tell
• 27:23
  that
• 27:24
  the
• 27:24
  manager's
• 27:24
  in
• 27:24
  the
• 27:24
  back,
• 27:24
  he's
• 27:25
  yelling
• 27:25
  and
• 27:25
  screaming
• 27:25
  or
• 27:25
  whatever.
• 27:26
  It
• 27:27
  does
• 27:27
  come
• 27:27
  back
• 27:27
  to
• 27:27
  us
• 27:28
  setting
• 27:28
  that
• 27:29
  atmosphere
• 27:29
  and
• 27:29
  creating
• 27:31
  that
• 27:31
  workplace
• 27:31
  that
• 27:31
  people
• 27:32
  want
• 27:32
  to
• 27:32
  work
• 27:32
  at.
• 27:33
  Yes.
• 27:35
  I
• 27:35
  think,
• 27:35
  Glenn,
• 27:36
  if
• 27:36
  I
• 27:36
  can.
• 27:38
  What
• 27:38
  you
• 27:38
  just
• 27:38
  said
• 27:39
  made
• 27:39
  me
• 27:39
  think
• 27:39
  about
• 27:40
  the.
• 27:40
  What
• 27:41
  is
• 27:41
  it?
• 27:41
  Emotional
• 27:41
  Quotient.
• 27:42
  Eq,
• 27:44
  but
• 27:44
  Emotional
• 27:44
  quotient.
• 27:46
  And
• 27:47
  there's
• 27:47
  a
• 27:47
  book
• 27:48
  which
• 27:49
  something
• 27:50
  emotional
• 27:51
  quotient
• 27:52
  2.0
• 27:53
  or
• 27:53
  something
• 27:53
  like
• 27:53
  that,
• 27:54
  and
• 27:55
  I've
• 27:55
  read
• 27:55
  it
• 27:56
  and
• 27:56
  I
• 27:56
  have
• 27:56
  it
• 27:56
  on
• 27:56
  audiobook.
• 27:58
  I
• 27:58
  would
• 27:58
  highly
• 27:58
  suggest
• 27:59
  managers
• 28:00
  and
• 28:00
  business
• 28:01
  owners
• 28:02
  look
• 28:02
  into
• 28:03
  that
• 28:04
  because
• 28:04
  understanding
• 28:05
  your
• 28:06
  employees,
• 28:06
  making
• 28:07
  that
• 28:07
  human
• 28:08
  connection,
• 28:09
  you're
• 28:09
  not
• 28:09
  going
• 28:10
  to
• 28:11
  understand
• 28:12
  or
• 28:13
  have
• 28:13
  your
• 28:13
  perks
• 28:14
  be
• 28:14
  valuable
• 28:15
  if
• 28:15
  you
• 28:15
  don't
• 28:15
  know
• 28:16
  what
• 28:16
  is
• 28:16
  or
• 28:16
  is
• 28:17
  not
• 28:17
  valuable
• 28:17
  to
• 28:18
  your
• 28:18
  employees.
• 28:20
  So
• 28:20
  it
• 28:21
  comes
• 28:21
  down
• 28:21
  to
• 28:22
  the
• 28:23
  human
• 28:23
  element
• 28:24
  getting
• 28:25
  to
• 28:25
  know
• 28:25
  them,
• 28:26
  letting
• 28:26
  the
• 28:26
  employees
• 28:27
  get
• 28:27
  to
• 28:27
  know
• 28:27
  your
• 28:28
  business.
• 28:29
  And
• 28:29
  with
• 28:30
  that
• 28:30
  you
• 28:30
  can
• 28:30
  isolate
• 28:31
  the
• 28:31
  high
• 28:31
  performers
• 28:33
  and
• 28:33
  potentially
• 28:34
  give
• 28:34
  them
• 28:34
  more
• 28:35
  freedom,
• 28:36
  more
• 28:36
  flexibility
• 28:37
  and
• 28:37
  grow
• 28:38
  together.
• 28:39
  I
• 28:39
  think
• 28:39
  that's
• 28:40
  a
• 28:40
  perfect
• 28:40
  place
• 28:40
  to
• 28:40
  leave
• 28:41
  it
• 28:41
  today.
• 28:41
  Thank
• 28:41
  you
• 28:41
  for
• 28:42
  joining
• 28:42
  us.
• 28:42
  We
• 28:42
  really
• 28:43
  appreciate
• 28:43
  it.
• 28:44
  There's
• 28:45
  no
• 28:45
  LinkedIn
• 28:46
  best
• 28:46
  place
• 28:46
  to
• 28:46
  find
• 28:46
  you.
• 28:47
  Absolutely.
• 28:48
  Okay.
• 28:48
  Yeah.
• 28:50
  My
• 28:50
  name
• 28:50
  is
• 28:51
  unique
• 28:51
  enough
• 28:51
  where
• 28:52
  you
• 28:52
  can
• 28:52
  put
• 28:52
  in
• 28:52
  Ilya
• 28:53
  Ilienko
• 28:54
  and
• 28:55
  I'm
• 28:55
  the
• 28:55
  only
• 28:56
  result.
• 28:57
  Yeah,
• 28:57
  you
• 28:57
  were
• 28:57
  the
• 28:57
  only
• 28:57
  one.
• 28:59
  You're
• 28:59
  rare
• 29:01
  in
• 29:01
  that
• 29:01
  space,
• 29:01
  that's
• 29:02
  for
• 29:02
  sure.
• 29:03
  Well,
• 29:03
  you
• 29:03
  know,
• 29:03
  Ilya
• 29:04
  is
• 29:04
  a
• 29:04
  derivative
• 29:05
  of
• 29:05
  Elijah
• 29:06
  just
• 29:06
  in
• 29:07
  Eastern
• 29:07
  Europe.
• 29:08
  So
• 29:08
  to
• 29:08
  your
• 29:08
  listeners,
• 29:09
  thank
• 29:10
  you
• 29:10
  for
• 29:10
  listening
• 29:10
  from
• 29:11
  Elijah.
• 29:11
  Oh,
• 29:12
  very
• 29:12
  good.
• 29:13
  Well,
• 29:13
  thank
• 29:13
  you
• 29:13
  all
• 29:14
  for
• 29:14
  being
• 29:14
  here
• 29:14
  on
• 29:14
  Wes's
• 29:15
  retail
• 29:15
  roundup.
• 29:16
  To
• 29:16
  watch
• 29:16
  retail
• 29:17
  roundups,
• 29:17
  check
• 29:17
  out
• 29:17
  the
• 29:17
  WESA
• 29:18
  trade
• 29:18
  show
• 29:18
  YouTube
• 29:19
  channel.
• 29:19
  You
• 29:19
  also
• 29:20
  find
• 29:20
  the
• 29:20
  episodes
• 29:20
  on
• 29:21
  Wisdom
• 29:21
  by
• 29:21
  Wes,
• 29:21
  a
• 29:22
  podcast
• 29:22
  feedback.
• 29:23
  And
• 29:23
  on
• 29:23
  the
• 29:23
  WESA
• 29:23
  website@wesatradeshow.com
• 29:26
  Retail
• 29:27
  roundups
• 29:27
  are
• 29:28
  published
• 29:28
  every
• 29:28
  week.
• 29:29
  I
• 29:29
  did
• 29:29
  want
• 29:29
  to
• 29:29
  make
• 29:29
  a
• 29:29
  note
• 29:30
  too.
• 29:30
  I
• 29:31
  haven't
• 29:31
  even
• 29:31
  told
• 29:31
  Sophia
• 29:32
  this
• 29:32
  yet,
• 29:32
  but
• 29:32
  Jennifer
• 29:33
  and
• 29:33
  I
• 29:33
  both
• 29:33
  will
• 29:33
  be
• 29:34
  going
• 29:34
  to
• 29:34
  WESA
• 29:35
  in
• 29:35
  August.
• 29:36
  We're
• 29:36
  only
• 29:37
  we're
• 29:37
  less
• 29:37
  than
• 29:38
  two
• 29:38
  months
• 29:38
  away
• 29:38
  now
• 29:38
  for
• 29:39
  the
• 29:39
  next
• 29:39
  trade
• 29:39
  show
• 29:40
  in
• 29:40
  August
• 29:40
  in
• 29:40
  Dallas.
• 29:41
  So
• 29:41
  we're
• 29:41
  going
• 29:41
  to
• 29:41
  look
• 29:42
  forward
• 29:42
  to
• 29:42
  meeting
• 29:42
  as
• 29:43
  many
• 29:43
  of
• 29:43
  you
• 29:43
  as
• 29:43
  we
• 29:44
  can
• 29:44
  in
• 29:44
  Dallas
• 29:45
  and
• 29:46
  you
• 29:46
  can
• 29:46
  stay
• 29:46
  up
• 29:46
  to
• 29:46
  date
• 29:47
  with
• 29:47
  all
• 29:47
  of
• 29:47
  the
• 29:47
  information
• 29:48
  and
• 29:49
  all
• 29:49
  of
• 29:49
  the
• 29:49
  helpful
• 29:50
  stuff
• 29:50
  that
• 29:50
  we
• 29:50
  put
• 29:51
  out.
• 29:51
  Retailroundup
• 29:52
  on
• 29:52
  Facebook.
• 29:53
  You
• 29:53
  want
• 29:53
  to
• 29:53
  join
• 29:54
  that
• 29:54
  for
• 29:54
  sure.
• 29:55
  And
• 29:56
  you
• 29:56
  can
• 29:56
  find
• 29:57
  Wisdom
• 29:57
  by
• 29:57
  Wesa,
• 29:58
  the
• 29:58
  podcast
• 29:59
  for
• 29:59
  Wesa
• 30:00
  on
• 30:00
  any
• 30:00
  podcast
• 30:01
  player,
• 30:01
  Spotify
• 30:02
  or
• 30:02
  any
• 30:02
  one
• 30:03
  of
• 30:03
  the
• 30:03
  thousand
• 30:03
  other
• 30:03
  podcast
• 30:04
  players.
• 30:04
  Just
• 30:04
  search
• 30:04
  for
• 30:05
  Wisdom
• 30:05
  by
• 30:05
  Wesa.
• 30:06
  They
• 30:06
  have
• 30:06
  a
• 30:06
  brand
• 30:06
  new
• 30:06
  host
• 30:07
  that
• 30:07
  started
• 30:08
  last
• 30:08
  episode,
• 30:09
  so
• 30:09
  you
• 30:09
  want
• 30:09
  to
• 30:09
  check
• 30:10
  that
• 30:10
  out
• 30:10
  too.
• 30:10
  My
• 30:10
  wife
• 30:11
  Jennifer
• 30:11
  is
• 30:11
  one
• 30:11
  of
• 30:11
  those
• 30:12
  who
• 30:12
  also
• 30:12
  was
• 30:12
  in
• 30:13
  retail
• 30:13
  for
• 30:13
  a
• 30:13
  very
• 30:13
  long
• 30:14
  time
• 30:14
  in
• 30:14
  the
• 30:14
  horse
• 30:14
  world,
• 30:15
  so
• 30:15
  she
• 30:15
  knows
• 30:15
  a
• 30:15
  little
• 30:15
  bit
• 30:15
  about
• 30:16
  what
• 30:16
  she's
• 30:16
  talking
• 30:16
  about
• 30:16
  and
• 30:17
  a
• 30:17
  buyer.
• 30:18
  So
• 30:18
  check
• 30:18
  out
• 30:18
  the
• 30:19
  new
• 30:19
  Wisdom
• 30:19
  by
• 30:19
  Wesa.
• 30:20
  Last
• 30:20
  episode
• 30:21
  I
• 30:21
  think
• 30:21
  was
• 30:22
  the
• 30:22
  first
• 30:22
  one
• 30:22
  that
• 30:22
  they
• 30:22
  put
• 30:23
  out.
• 30:23
  So
• 30:23
  check
• 30:24
  that
• 30:24
  out
• 30:24
  on
• 30:24
  your
• 30:25
  podcast
• 30:25
  player.
• 30:25
  Ilya.
• 30:26
  Have
• 30:26
  a
• 30:26
  great
• 30:26
  one.
• 30:27
  Health
• 30:28
  and
• 30:28
  prosperity
• 30:28
  to
• 30:28
  your
• 30:29
  listeners.
• 30:29
  Thank
• 30:29
  you
• 30:29
  very
• 30:30
  much.