Latest / Success Story with Scott Clary / Mara Dorne - Sales Expert | From Rock Bottom To Over $1 Billion In Sales

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Mara Dorne - Sales Expert | From Rock Bottom To Over $1 Billion In Sales · Success Story with Scott Clary

• 0:00
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  I lost my father at the age of six years old while I'm vacation.
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  The death of my father really had molded me into who I am today.
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  What does it take to rebuild from nothing?
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  Not once but twice.
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  Maradorn knows firsthand.
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  She lost everything in the 2008 financial crisis.
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  But instead of giving in, she fought back,
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  breaking into a male-dominated industry,
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  rising through the ranks and proving that resilience
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  is the ultimate currency.
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  When I first got into sales, I was not successful.
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  Somebody sells me health insurance.
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  Broke comes in, sells me health insurance.
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  Monday morning, her boss calls me.
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  It's her boss to invite me in for an interview.
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  He spoke about this concept called residual income
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  that made a lot of sense to me.
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  That's like the whole beginning of the career.
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  Today, she's a self-made millionaire,
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  a leadership coach, and the author of perfect imperfections.
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  In this episode, Mara gets real about failure,
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  reinvention, and what it truly means
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  to lead with authenticity.
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  Nothing in the sales are going up for 15 years.
• 2:30
  Sales people either they make it or they don't.
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  I drive to this appointment,
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  driving 45 minutes to an appointment.
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  I pull up to this guy comes out
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  and I knew right there, uninsurable.
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  I literally leave there with no check and no pride.
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  I call my mentor and I'm like, I'm done.
• 2:45
  She's proof that success isn't about where you start.
• 2:47
  It's about how you show up raw, honest, unfiltered.
• 2:50
  This is an episode you don't want to miss.
• 2:52
  I have this introspective moment.
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  That was a complete game changer for me.
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  Going to the end of the years, the next six months,
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  that is when I made my first six-figure income.
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  Stop blaming everybody else.
• 3:03
  You can do anything in this life that you set your mind to.
• 3:10
  Welcome to success story on your host, Scott Clary.
• 3:12
  The success story podcast is part of the HubSpot podcast network.
• 3:16
  HubSpot not only supports this show,
• 3:17
  but they support entrepreneurs.
• 3:19
  That's why I'm such a huge fan of HubSpot.
• 3:20
  I'm very grateful for HubSpot for supporting the show
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  because they help entrepreneurs.
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  And as a fellow entrepreneur,
• 3:26
  I know it takes a lot to grow your business.
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  A lot of audience attracting.
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  A lot of sales.
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  A lot of marketing.
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  A lot of leads scoring.
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  A lot of channel management.
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  A lot of content.
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  A lot of long days.
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  Late nights, a lot of weekends.
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  A lot of wishing.
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• 4:08
  If you had to pick an inflection point,
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  something that really happens
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  you early in your life,
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  they sort of pushed you down the path
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  that you're on today.
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  What would that moment be?
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  Oh, I can't believe that's the first question
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  you're starting with,
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  which is funny that you asked me that
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  because it's something that I've become
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  very recently okay with even talking about.
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  So for many, many years,
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  what people don't know about me is that
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  I lost my father at the age of six years old,
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  while I'm vacation.
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  And I never talked about it.
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  Literally in the last,
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  I would say probably the last nine months
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  that was the first time I ever publicly spoke
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  about losing my dad.
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  My friends growing up, they knew
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  but it was just never something
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  that was ever spoken about.
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  So I would say let's start there.
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  Like that was really a huge turning point in my life
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  that I don't think that I even realized
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  would lead or play a huge role
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  in where I go.
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  Why do you think you want it to start
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  speaking about that?
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  I think it's a part of who I am.
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  You know, I talk a lot about being authentic
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  and you know, living your truth
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  and that is a big part of my truth.
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  That's a huge part
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  that has not ever been spoken about.
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  And I felt like it was time.
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  And you know, as I've been open about it
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  because it correlates with anxiety,
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  many people have come forward
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  and have told me themselves like,
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  I can't believe you lost your parent.
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  I lost my parents.
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  So it really makes it very relatable
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  for other people.
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  It's tough because you always want
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  to bring parts of your life into your content
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  but even I have a problem figuring
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  which parts and that's super personal.
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  But once you put it out there,
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  I found at least that
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  it's usually a positive result.
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  You're always going to get
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  like a little bit of uncomfortable feeling
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  and you may not get a hundred percent
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  of like the response
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  from the people that follow you as you want.
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  But I think it ends up being
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  a little bit of a positive
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  because people feel they can connect
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  with you on a much deeper level
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  but it's scary as hell.
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  It is, but I think there's a lesson
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  to be learned from it.
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  You know, for many years,
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  I didn't talk about it.
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  But later on in life,
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  you know, very recently,
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  I feel like the death of my father
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  really has molded me into who I am today.
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  Like things do happen
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  in life.
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  I'm fortunate to have things.
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  You know, they happen to everybody.
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  But there is life beyond death.
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  There is a huge life beyond that.
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  So anytime I do something or celebrate it,
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  you know, now I'm more intentional.
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  And I think that my dad,
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  I know my dad will be really happy
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  for where I'm at and what I'm doing.
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  Of course, you're killing it.
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  I mean, like that's what every parent wants, right?
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  Someone who have sort of figured it out
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  and not to say they've never
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  an end to figuring it out.
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  But I mean, I'd say people look at you
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  and you've figured out a lot,
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  which is very impressive.
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  I mean,
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  that event could push somebody
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  in a completely different direction
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  than what you've done.
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  And be and turn somebody into
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  a very risk-adverse scared of life,
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  almost person if you let it.
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  Did that impact, let's go back.
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  So I mean, when you were a kid
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  that happened at six years old.
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  So how did that impact how you looked at
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  what you wanted to do with your life?
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  Was that motivating?
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  Was it stressful?
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  Was it this whole burden?
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  Was there less burden?
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  Because you're not concerned about,
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  I mean, your dad's passed away.
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  So you can do whatever you want.
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  Now you can do whatever you want.
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  How did it impact?
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  Um, so thank you.
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  My mom is my like biggest influence in my life.
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  And I don't think my mom realized that,
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  but she made it very normal in the fact that, you know,
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  life goes on and that's kind of where I have that attitude
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  that you have to put your face on.
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  You have to get up, you know,
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  life is, you have to, we have to move forward from it.
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  So growing up,
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  I didn't think that I had an abnormal childhood.
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  I mean, I didn't know any different.
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  I honestly didn't.
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  And I had a loving mom.
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  You know, she has a partner for many, many years.
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  My stepfather and I had a loving family.
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  So it was never, I never felt like I was missing.
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  I knew I was different,
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  but it was never made to feel like that.
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  And for that, you know, just in itself,
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  as I was moving forward in my life and where I was going,
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  that's kind of the attitude I always took on is,
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  maybe I am, I mean, I think maybe I'm different.
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  I don't know.
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  Maybe I am different.
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  Probably I'm different.
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  Either way, everybody who's done anything amazing
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  is a little bit different.
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  Probably definitely different.
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  But, you know, using that as fuel to always propel me forward,
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  that despite any setbacks in my life,
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  and there's been a lot of setbacks,
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  not just the death of my father,
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  but a lot of setbacks.
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  You know, nothing, I don't think anything is worse
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  than losing a parent.
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  And it's a reminder that when you're at rock bottom,
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  like I was there at six, you know,
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  I didn't even realize it,
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  but to be able to take a loss
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  and use that setback as a comeback,
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  that's where it's always gone for me, my entire life.
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  I actually love that concept,
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  like rock bottom,
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  as this rock bottom is an opportunity.
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  And you never want to wish rock bottom on anyone,
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  but when you're there, if you use it properly,
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  it can be this huge leverage point in your life
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  that can sort of catapult you to anything.
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  Because now you know,
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  as a matter what happens in your day to day,
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  all the stresses and issues and bullshit that you deal with,
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  it's really inconsequential.
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  So it doesn't matter.
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  It doesn't matter because you know what,
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  real rock bottom is.
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  Talk to me about sort of,
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  like as a professional as an entrepreneur,
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  what were some of the first things?
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  Were you always entrepreneur?
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  Was your mom your step that like,
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  talked to me about that?
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  Way, no.
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  I come from a family where, you know,
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  the only acceptable career growing up
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  was either a lawyer or a doctor,
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  maybe an accountant, maybe, but that was it.
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  And so that's what I thought I was doing.
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  I mean, that was my whole trajectory.
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  I went to a pre-lawed magnet school in Fort Lauderdale.
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  I have both a master's degree and undergraduate degree
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  in criminal justice.
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  So I thought I was going to law school.
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  And it didn't happen.
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  The economy came in 2008.
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  And there was no money for me to go to law school.
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  So, okay, so it's so funny
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  because I actually have the same undergrad as you.
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  And I made a promise to myself as I was doing that undergrad
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  because I didn't want to go to law school.
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  And it is very expensive as well.
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  But I wasn't even thinking that.
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  I was just thinking if I can figure out
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  how to sort of do my own thing
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  and move away from my parents want, awesome.
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  But if I don't, then I always had this self belief
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  that I could go back and go back to law school in the future.
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  But your hand was kind of forced.
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  Well, honestly, I only got the master's degree
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  to shut my mom up because I didn't really know
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  what I wanted to do.
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  And she had this huge dream.
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  I think the wanted it at the time.
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  That's why I went obviously went back for it.
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  But I think I felt the same way that if something,
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  that was, but it later hindered me
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  because I always thought if I feel
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  when I got into sales by fluke,
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  I always thought, you know what, if this doesn't work out,
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  I can always fall back on law school.
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  And it actually hindered me.
• 11:12
  It didn't help me.
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  Why, why do you say that?
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  Because when I first got into sales,
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  I was not successful.
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  I was, I was the worst sales agent out there.
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  I did not make money for six months, literally did not.
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  And it was because I was one foot in and one foot out.
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  And I thought, and that I wasn't fully brought in
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  and I figured, you know what, if this doesn't work out,
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  I can always go to law school.
• 11:34
  That's interesting.
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  You think I, I don't know.
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  I've always felt like having a plan B is smart.
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  But I know a lot of people believe that having no plan B
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  can actually make the difference
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  because then you don't have anything to fall back on.
• 11:47
  Yeah, it forces you.
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  So I mean, like, was there a moment when you,
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  when you were in sales for six months, you're not good at it.
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  The opportunity that you could go back to law school,
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  but you didn't.
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  So I feel like there was a moment
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  where you mentally closed the door to plan B
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  and then you're like, fuck it, we're gonna go
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  and figure it out, was that the case?
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  Yeah, 100%.
• 12:11
  That's exactly what happened.
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  So I'm six months into this business.
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  I'm already newly married.
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  I have my first child.
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  And I'm in this sales, you know,
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  male dominated space of insurance,
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  like go figure and now I'm like way left.
• 12:25
  That's so soon.
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  So it's so crazy.
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  I'm the youngest female.
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  I always say, young as Ann Hottest.
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  No, I was the youngest female in this business.
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  And here I am, not doing well.
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  And really everybody kind of said from the beginning,
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  I'd never do well.
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  So now, and I'd never failed at anything in my entire life.
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  Up until this.
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  Yeah, until this sector of my life,
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  I'm going door to door business to business selling
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  health insurance.
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  And I just brutal.
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  Why can I ask why you chose that as like something
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  you wanted to do?
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  Because there's nothing about that.
• 12:56
  That sounds like I want to get into this
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  and do this for the rest of my life.
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  Somebody sold me health insurance.
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  I was, it was that point in my life,
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  the reason I didn't go to law schools
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  because of 2008, the economy.
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  And my ex-husband and I, we had lost everything.
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  Six businesses, six months completely gone.
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  We're at rock bottom again.
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  You need to tell me that story.
• 13:14
  You can't just gloss over that.
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  That's funny one.
• 13:16
  Yeah, that's important part too.
• 13:18
  Yeah, so I thought, so somebody sells me health insurance
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  because I'm looking to lower my health insurance prices.
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  This girl comes in, sells me health insurance.
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  Monday morning, her boss calls me.
• 13:27
  I'm thinking it's like a quality assurance call.
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  It's not.
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  It's her boss to invite me in for an interview.
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  And I want, and I had nothing going on.
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  Nothing for the economy was doing terrible.
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  I wasn't getting hired anywhere.
• 13:39
  By walking to this interview and it was like an auditorium.
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  It looked like a mostly a little marketing scam.
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  That's what it looked like.
• 13:47
  I've walked into those jobs before too.
• 13:48
  So I know I feel what you're talking about.
• 13:50
  I'm like, what is going on?
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  I had no idea.
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  I didn't even know what I didn't even know what it was.
• 13:55
  So there's this guy talking about health insurance.
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  And it's like great.
• 13:59
  I don't know anything about it.
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  I bolts out of the room.
• 14:02
  He finds me at the end of the hallway.
• 14:03
  And he's like, so what do you think?
• 14:05
  I'm like, no, I never sold anything.
• 14:09
  And he spoke about this concept called residual income.
• 14:11
  And that made a lot of sense to me.
• 14:14
  And basically with a hope of women of prayer, I got my 215, which is your health life
• 14:17
  and a new lease license.
• 14:18
  And that's how I started.
• 14:20
  Okay.
• 14:21
  So go back up just a little bit.
• 14:23
  So what was this?
• 14:25
  You lost all this stuff that led you to take this opportunity because it was kind of like
• 14:30
  a second rock bottom moment.
• 14:32
  So what had you built like with your ex-husband, right?
• 14:36
  So what did you build?
• 14:37
  What did you have together?
• 14:38
  What are the businesses?
• 14:39
  I'm assuming real estate or real estate?
• 14:41
  My ex-husband is like, is so on.
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  And he lit and he worked.
• 14:45
  That's what we started here.
• 14:46
  And he had electronic stores and electronic stores are what like all of you really have.
• 14:50
  So he had an opportunity to go to Orlando and open up all these electronic stores and
• 14:57
  they failed.
• 14:58
  That was when the economy hit.
• 14:59
  Circuit City went out.
• 15:00
  Radio shock went out of his nest.
• 15:01
  Yeah.
• 15:02
  I didn't realize they were a horrible.
• 15:04
  It was terrible.
• 15:05
  Nobody could afford anything.
• 15:06
  There would be economy failed.
• 15:08
  And these stores were like the going out of business businesses, but there's no prices
• 15:11
  on them.
• 15:12
  And we lost everything.
• 15:15
  Shit.
• 15:16
  Okay.
• 15:17
  So then you add this what you both don't know what to do.
• 15:20
  Nothing.
• 15:21
  Everything is going.
• 15:22
  The house is going, the cars are going, being repossessed.
• 15:24
  We had no idea.
• 15:25
  And I can't get a job to save my life.
• 15:27
  So that's when the insurance girl comes in.
• 15:29
  I'm sure he's super entrepreneurial.
• 15:30
  So he's not thinking I want to go get a job.
• 15:33
  He's thinking like, I need to go find a way to make money.
• 15:35
  That's exactly what he's thinking.
• 15:36
  Yeah.
• 15:37
  More money.
• 15:38
  He's not doing anything.
• 15:39
  No, it's not working.
• 15:40
  So then I get into insurance.
• 15:42
  And that's where I start.
• 15:43
  That's like the whole beginning of the career.
• 15:45
  I bring him in later.
• 15:47
  He still works for me.
• 15:48
  My access.
• 15:49
  He's serious.
• 15:50
  Oh my goodness.
• 15:51
  Okay.
• 15:52
  No crazy.
• 15:53
  I'm telling you my life.
• 15:54
  No crazy.
• 15:55
  Very interesting dynamic, but whatever.
• 15:56
  If it works, it works.
• 15:57
  A huge shout out to bank on yourself for supporting today's episode entrepreneurs.
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• 17:20
  So you don't sell shit for six months.
• 17:24
  What was the thing?
• 17:26
  When I'm assuming the whole time, obviously, super-stressed with your ex-husband, you're
• 17:30
  figuring out, are you thinking, okay, should I go back to law school?
• 17:33
  You're like, all these super-stressful fucking thoughts are in your head, non-stop for
• 17:37
  the next six months.
• 17:39
  What was the thing that made you close that mental door to plan to be going back to law
• 17:43
  school?
• 17:44
  And you were just like, okay, I'm in it.
• 17:47
  It hasn't worked for six months, which by the way is like a longer, you're very patient
• 17:51
  because I don't think I would give anything.
• 17:53
  Especially if I had no money, I would be like, okay, I'm going to go get another job
• 17:58
  that at least, you know, keeps the lights on or whatever, pay the rent.
• 18:01
  So what was the thing that closed your mental door to plan B?
• 18:07
  So that's a really good question because for salespeople, I've been in the sales, I've
• 18:11
  been in for 15 years, and salespeople either they make it or they don't.
• 18:16
  But there's a defining moment in most salespeople's lives.
• 18:19
  It's what I call this aha moment.
• 18:21
  It's like, you know, we're like, huh, it makes sense.
• 18:23
  And it just clicks.
• 18:24
  So for me, I drive to this appointment because it wasn't virtually yet.
• 18:28
  This is driving 45 minutes to an appointment.
• 18:31
  Like this is, and I say to myself, I'm either going to go big or I'm done.
• 18:35
  Like this is it for me.
• 18:37
  So I drive 45 minutes to this appointment.
• 18:40
  And we only at that time would ensure people that were insurable.
• 18:44
  So if you had anything major, we couldn't ensure you.
• 18:47
  So I drive 45 minutes, I pull up to this, dilapidated, I don't even, it was dilapidated
• 18:53
  house.
• 18:54
  This guy comes out and he was ginormous.
• 18:57
  You could tell he had a health problem.
• 19:00
  And I knew right there, uninsurable, I'm like, oh, this is like, I'm not going to lay
• 19:05
  45 minutes driving out.
• 19:06
  It's going to be 45 minutes back.
• 19:07
  So like an hour, hour and a half, two hours of your day, what up?
• 19:09
  Yeah.
• 19:10
  And that was when I was making my decision if I was leaving or not.
• 19:13
  Then I'm like, all right, maybe the wife, the wife comes out.
• 19:15
  She's even more uninsurable.
• 19:17
  So I literally leave there with no check and no pride.
• 19:21
  And I get in the car and I call my mentor and I'm like, I'm done.
• 19:25
  I'm not doing this.
• 19:26
  I don't want to do this anymore.
• 19:28
  And she's like, okay, you know, very patient.
• 19:30
  She's like, okay.
• 19:31
  And she's like, what happened?
• 19:32
  We ran through the wholesale.
• 19:33
  She's like, Ma'am, did you do this?
• 19:35
  No.
• 19:36
  Ma'am, did you see that?
• 19:37
  It was 45 minutes away?
• 19:38
  No.
• 19:39
  Ma'am.
• 19:40
  Why would you even pitch a product like that when you, like if you had asked the correct
• 19:43
  questions, you would have known what to do.
• 19:46
  So I hang up with her and I'm livid.
• 19:48
  And I have this introspective moment.
• 19:50
  I think everyone does.
• 19:51
  And I took a deep look in the mirror and I'm like, you know what?
• 19:54
  It's not everybody else.
• 19:56
  It's not me.
• 19:57
  It's not the leads that suck.
• 19:58
  It's not my leader that sucks.
• 19:59
  It's me.
• 20:00
  I'm not fully bought in.
• 20:02
  And that was a complete game changer for me.
• 20:05
  From that time going to the end of the year,
• 20:07
  to the next six months, that is when I made my first six figure income.
• 20:11
  So you went from more or less zero dollars to six figures and income.
• 20:15
  Okay.
• 20:16
  So huge shift from I'm a victim of the world to I'm responsible for my own shit.
• 20:23
  By the way, I love this.
• 20:24
  This comes up a lot.
• 20:25
  This like this whole like shift in perception.
• 20:27
  Yeah.
• 20:28
  Are you going to say something?
• 20:29
  No, I'm agreeing.
• 20:30
  I'm agreeing with you.
• 20:31
  Yeah.
• 20:32
  It does.
• 20:33
  It happens.
• 20:34
  The what was me.
• 20:35
  It's a lot.
• 20:36
  A lot of us do it.
• 20:37
  And it's very hard to be introspective and realize you are the problem.
• 20:38
  So what changed in the next six months?
• 20:41
  So that was it.
• 20:42
  I had full belief in myself.
• 20:43
  I stopped with the nonsense that I was going to law school.
• 20:46
  I wasn't I wasn't going to law school.
• 20:47
  I was just wasn't going to happen, you know.
• 20:50
  And I had I had a nine month old at home and the burden was going to follow me in the
• 20:55
  way that I was raised as you take care of your children.
• 20:57
  And that was kind of it.
• 20:58
  Like it didn't really matter what was going to happen with my husband and his business.
• 21:02
  It didn't matter.
• 21:03
  All that mattered is that there were where there was a well.
• 21:05
  There was a way.
• 21:06
  And I needed to stop the what was me.
• 21:07
  This is not how I was brought up.
• 21:09
  And you know, when I had that complete shift in attitude and mind frame, full belief in
• 21:13
  myself, everything was different.
• 21:16
  What would be the advice for somebody because you hit so many, I quote unquote rock bottom
• 21:20
  moments, but you use perseverance.
• 21:23
  I mean, if you look at what you've done now and we can talk about sort of like the level
• 21:26
  of success and the level that you play at now, we'll get there.
• 21:29
  But what would be the advice that you have for somebody that's in living in this rock bottom
• 21:34
  moment?
• 21:35
  Because I think that's a really difficult again.
• 21:36
  I mentioned before, it can be the superpower if you use it properly, but I don't think
• 21:41
  many people know how to navigate it.
• 21:43
  It's hard because everything is so cloudy.
• 21:45
  It's really hard when you're at your worst.
• 21:48
  It's definitely, but you have to be introspective.
• 21:51
  And if anybody is going through something like that, it's time to take a long, deep, introspective
• 21:57
  perception of who you are inside and live that truth in own it.
• 22:01
  And once you own it, who you are, it doesn't matter because the best thing about life when
• 22:05
  I say this to everybody, you can fire yourself one day and rehire yourself the next.
• 22:09
  That's the best part about it.
• 22:11
  And you can, as long as you recognize where you're going wrong and stop blaming everybody
• 22:17
  else.
• 22:18
  Stop.
• 22:19
  You know, as you sort of go through your career, I've looked at other podcasts you've been
• 22:23
  on.
• 22:24
  You speak about anxiety a lot as well.
• 22:27
  So most people that have massive anxiety, it's almost crippling and it stops you from
• 22:33
  taking any action.
• 22:35
  And if things are going good, you overthink the good shit.
• 22:38
  And then you start to think, I mean, this happens to me, too.
• 22:41
  I think a lot of people, I think a lot of people, not all high performers, but high performers
• 22:46
  that again, I don't know if it's a mixture of imposter syndrome.
• 22:51
  I'm sure it's like a whole bunch of all these different things that are just layered
• 22:53
  to disappoint.
• 22:54
  Just be like, you know, maybe a relationship with your parents.
• 22:58
  I don't know.
• 22:59
  I'm not trying to like self-diagnose myself.
• 23:00
  But there's a lot of reasons why people have anxiety.
• 23:03
  And it could be that you're always trying to live up to other expectations, or like
• 23:05
  you're a yes person, and there's a whole bunch of reasons why you have anxiety.
• 23:10
  But most people that do have massive anxiety, but I'm assuming you have a pretty significant
• 23:15
  degree of it because you speak about it.
• 23:16
  So I'll be something to solve on my.
• 23:18
  Most people have anxiety.
• 23:19
  I think would be crippled by even in good times, like overthinking stuff.
• 23:24
  But you persevered again in the worst times, even though you have anxiety.
• 23:29
  So a couple things, a couple thoughts.
• 23:30
  So first of all, how do you manage your own anxiety?
• 23:34
  Like walk me through why you even speak about it, how prominent is it, how does it impact
• 23:38
  your life?
• 23:39
  Why is it sort of like a theme that you think is important to speak about?
• 23:42
  But then secondly, second question, I don't like you two part of questions a little bit.
• 23:45
  It's okay.
• 23:46
  I got you.
• 23:47
  How do you work through it?
• 23:50
  So the answer to your first question is it's something I didn't talk about.
• 23:54
  And I also told you that I like to live my own truth.
• 23:57
  So I never spoke about anxiety publicly.
• 23:59
  I've had anxiety probably my entire life.
• 24:02
  But the first back came 20 years ago, over 20 years ago, I didn't know what it was.
• 24:06
  I thought I was having a heart attack is what I thought.
• 24:09
  It wasn't the paramedics came to thought I wasn't saying.
• 24:11
  And I did not know what it was later come to find out that it was anxiety.
• 24:18
  As I've gone older and I've seen season, I don't even like the word older, but as I've
• 24:22
  got become more seasoned, a lot of people deal with anxiety, a some form of mental illness.
• 24:28
  And I think it's really important not to be ashamed of it.
• 24:31
  It's not something.
• 24:32
  And again, you can use that as your superpower.
• 24:34
  I suffer from it every day, every day, I have a spat with it.
• 24:38
  But I also know that the anxiety is not going to control me.
• 24:41
  I can control the anxiety.
• 24:43
  Now I might freak out and you never know what's going to, I mean, internally, but I also
• 24:48
  know that it's not, again, it's not an excuse.
• 24:51
  You can persevere over.
• 24:53
  You can.
• 24:54
  You can get through it.
• 24:55
  I want to take a quick break and thank the HubSpot podcast network for supporting success
• 24:58
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• 27:46
  When is it?
• 27:47
  I shall tell you my own story first and you can tell me when it impacts you the most.
• 27:50
  So I have anxiety with sort of two things and I also have gone to the hospital to get
• 27:56
  like a KG because I thought I was having an hard time.
• 28:00
  So two things impact me.
• 28:02
  So the first is obviously whenever I get on stage and now it's gotten better just to
• 28:08
  repetition, but there's always a moment right before I go on stage where I'll have like
• 28:13
  a massive internal panic attack and it was very frustrating for a long time because I
• 28:19
  wouldn't know if it would go away or if it would just get worse.
• 28:23
  And the more that I get on stage it now like 95% of the time, maybe 99% of the time just
• 28:28
  goes away.
• 28:29
  For the first few times it would just get worse and worse and worse and I would still
• 28:32
  go on stage and I still do my shit and I wouldn't like let me not perform.
• 28:35
  I know some people have panic attacks.
• 28:38
  They can't even talk and I would still do it, but like my seat would be like soaking
• 28:42
  well with sweat.
• 28:43
  Like super gross, but I mean, it's like whatever is my reality and then sort of you expose
• 28:48
  yourself to it more and more and more than eventually it starts to get less bad.
• 28:53
  The second time I have anxiety is because I used to work out a lot and I actually injured
• 28:58
  something in my chest and once in a while I'll feel like a pain on my left side chest
• 29:04
  and it's like from like inflammation.
• 29:06
  This is like the story of my life.
• 29:07
  But what happens is then I start to think, oh my god, I'm having a heart attack.
• 29:12
  My life same thing.
• 29:14
  And it stresses me to go out and then and then because you feel that and your brain
• 29:19
  thinks you're having a heart attack, then you get all the symptoms of a panic and then
• 29:22
  you go into a panic attack exactly.
• 29:25
  And the worst was when I was in a public and I just it was like it was a night after
• 29:30
  drinking and I hadn't drank a lot of water.
• 29:33
  It was like hot outside and cold inside and I felt this like pain in my chest and I just
• 29:37
  I had to sit down and I actually went to the ER, I went to whatever and they didn't
• 29:40
  EKG and there was nothing there.
• 29:43
  But it's very, it's, if somebody is not experienced this, it's the most real feeling of you actually
• 29:48
  dying because I remember I was texting, I was texting Gina, I was saying like, I think
• 29:52
  I'm having a heart attack, come pick me up and she was in Coral Gables at an event and
• 29:56
  I was at a public and Fort Lauderdale.
• 29:58
  So she's freaking the fuck out too.
• 30:00
  And we actually called a friend to pick me up and brought me to ER because I couldn't,
• 30:04
  I couldn't drive.
• 30:05
  I couldn't move.
• 30:06
  It's so real.
• 30:07
  It's debilitating.
• 30:08
  It is debilitating.
• 30:09
  And you get this, you get flush and you get like, you know, this cold sweat and you get
• 30:12
  dizzy.
• 30:13
  It's very real and it's horrifying.
• 30:15
  Anyway, so tell me about, tell me about how they impact you and sort of also how you
• 30:20
  get over them because I have my own way, but this is not my show.
• 30:23
  Yeah.
• 30:24
  No, no, no.
• 30:25
  So there's different ways.
• 30:26
  You know, I've tried the medication thing, the medication, I, for me, I just, I just couldn't
• 30:31
  do it.
• 30:32
  It made it worse before we get better and sometimes that's what happened.
• 30:35
  What meds?
• 30:36
  I was in, what are they call them an SRS where you take it and it made, it just made it worse.
• 30:39
  It made it worse and the doctor did warn me that that could happen where it's increased
• 30:43
  a little bit.
• 30:44
  It gets better.
• 30:45
  But the feeling is so horrible that I'm like, forget it.
• 30:47
  I can't do this.
• 30:49
  I tried therapy a few times, but for me, when it gets, I mean, the best advice I ever
• 30:53
  got, honestly, was from a Holocaust survivor.
• 30:57
  And he was like, listen, you're not going to die, embrace, embrace it.
• 31:02
  Just let it come on and just know in your head, you're not dying from the panic attack.
• 31:06
  So I try, when you know, because you're not always rational, I try in my rationality,
• 31:10
  because the same thing happens to me.
• 31:12
  The minute I feel something weird in digestion, a flutter in my heart, and I'm sure it has
• 31:16
  to do with my dad dying at 38 of a heart attack.
• 31:19
  That's exactly what I think.
• 31:21
  So I go into this same exact, you know, debilitating position, but I also know that it's going
• 31:26
  to pass.
• 31:27
  I do know that.
• 31:28
  I know what's going to pass.
• 31:29
  So I'll navigate through my phone, I'll look, you know, I'll try to watch something
• 31:32
  funny, anything to like redirect my mind, but I mean, I also know that it's going to
• 31:37
  happen.
• 31:38
  It'll be about 15 minutes and it goes away.
• 31:39
  I don't know that that's the best advice to give people, but and I exercise that minimizes
• 31:45
  it.
• 31:46
  Is there something that brings it on in particular, or is it just for me?
• 31:49
  It's when something, that's, that is the hardest is like, if I feel something abnormal in
• 31:54
  my body, it's in, it's with the heart, like anytime, really with the heart, or if I feel
• 31:58
  like a pain in my left arm, you know, any, and I like, and I Google all this nonsense,
• 32:03
  I constantly googling, I self-diagnosed, but I know rationally that most, that it's related
• 32:11
  to, it's related to the death of my father, and there are ways that you can, that you
• 32:17
  can control it.
• 32:18
  So I had a calcium scoring, and a calcium scoring will tell you the percentage, the likelihood
• 32:23
  of you having a heart attack, and you're trying to rationalize it.
• 32:26
  Yeah.
• 32:27
  Yeah.
• 32:28
  It's very low.
• 32:29
  It's very low, Mara.
• 32:30
  Yeah.
• 32:31
  It's not funny.
• 32:32
  It's horrifying.
• 32:33
  But I mean, so the time when I had to call a friend to bring me to the ER is because
• 32:36
  I was googling it.
• 32:37
  I like, I felt it.
• 32:38
  It's over.
• 32:39
  Then it gets worse, then the panic, then it's fight or flight, and you're already in
• 32:42
  the spiral.
• 32:43
  It was bad.
• 32:44
  It was very bad.
• 32:45
  What has been, I mean, you put out a lot of content, and I just speak about it.
• 32:49
  For somebody that's listening to this, you know, oh my god, I could never do that.
• 32:51
  I could never talk about that shit.
• 32:53
  What has been the sort of the general response?
• 32:55
  Have you noticed a positive?
• 32:56
  Yes.
• 32:57
  All the time.
• 32:58
  And I'll tell you this, if you have a buddy, this really works.
• 33:00
  For me, like I can call my husband, if it's happening, he knows what it's like, have
• 33:05
  somebody on hand, maybe one or two people are my mom.
• 33:08
  And if I talk about like, hey, you know what, I'm, Scott, it's happening again.
• 33:12
  I'm happy.
• 33:13
  And if you can read a, correct your mind, it's, it's a world of your friends.
• 33:17
  That's smart.
• 33:18
  But a lot of people have come forward and been like, I'd battle it too.
• 33:20
  Some form, you'd be surprised how many people have some, some form of mental illness.
• 33:25
  That story that I mentioned, well, I think I think I was talking to a friend and he works
• 33:29
  with a whole bunch of entrepreneurs, he's successful in his own right.
• 33:32
  The, he runs like a little bit of like an entrepreneur club and he, he's part of, um,
• 33:36
  EO entrepreneurs organization as well and so forth.
• 33:39
  And he was saying, I can't remember the stats, I'd have to look them up.
• 33:42
  But entrepreneurs by nature are, they all have something or majority of them, very neurodiverse
• 33:51
  or whatever group of people.
• 33:53
  So I mean, if you are, I guess, you know, quote unquote, ambitious, a slash crazy enough
• 34:00
  to go build your own thing, there's going to be something that's a little bit off that
• 34:05
  allows you to subject yourself to this kind of super high risk, at least perceived high
• 34:10
  risk life at where things are always going up and down every day as a roller coaster
• 34:14
  of a million different things that are working and not working.
• 34:17
  And if you're successful, the reward is even more bullshit that you have to deal with.
• 34:21
  Yeah.
• 34:22
  And the higher up you go, the more problems come along with 1000%.
• 34:25
  I mean, if you think, um, you know, it's fun to make money, but then again, just other
• 34:30
  people that have sort of been on this show, they speak about, they play at a much larger
• 34:35
  level than I do.
• 34:36
  And one of the guys, he runs like a publicly, a publicly traded company.
• 34:40
  It's like a holding company.
• 34:41
  And he's like, you know, he has like 10 constantly ongoing lawsuits and every day he works
• 34:47
  up with a problem that would like, you know, you stress somebody out who's just starting
• 34:51
  out who would never want to never even think about entrepreneurship.
• 34:54
  They knew the problems that he's dealing with on a day to day.
• 34:57
  More money, more problems.
• 34:58
  That was the true.
• 34:59
  It's true.
• 35:00
  So, okay.
• 35:01
  So let's keep going down your journey.
• 35:03
  Um, so you made a hundred grand in six figures, so plus, minus whatever in, in, uh, in
• 35:10
  six months.
• 35:11
  Um, you're still selling health insurance, I'm still selling it.
• 35:14
  Okay.
• 35:15
  So you can pick how the story progresses, but what's, what's next as in your life as
• 35:20
  like a sales person?
• 35:22
  So there was, I mean, there was a lot of step backs.
• 35:24
  Look, there was a divorce in between.
• 35:26
  I mean, you name it.
• 35:27
  It happened.
• 35:28
  I did have another, I had another child with my ex-husband.
• 35:31
  So I had another rabie and like in through all this, um, so there, I mean, there was tons,
• 35:37
  and I'm also growing up.
• 35:38
  I mean, keep in mind, I'm 25 years old when this is going on.
• 35:41
  Dude, you hit life hard quickly.
• 35:43
  Yeah.
• 35:44
  Really, really quickly.
• 35:45
  And it's not like I came from a family and money where I can go and borrow all the,
• 35:48
  all this money to help, you know, offset everything that's going on.
• 35:51
  So this is all going on by the age of 30.
• 35:53
  I'm divorced, two kids.
• 35:55
  My ex-husband, I love him dearly, but he wasn't raising the kids full time.
• 35:59
  I was.
• 36:00
  So now here we are again, you know, all the pressures back on me.
• 36:03
  I was fairly successful as a salesperson.
• 36:05
  I was doing really well.
• 36:06
  Um, I end up leaving my company for a duration of about a year to try to sell my own, try
• 36:11
  to set my own insurance game like do be a broker.
• 36:14
  That's what they call it, you know, sell different types of insurance.
• 36:18
  It just wasn't a great platform.
• 36:20
  So, you know, lost a lot of money in between there, ended up going back.
• 36:24
  And this is where life shifts again for me.
• 36:26
  I come back in and I realized that people like me.
• 36:30
  And I'm like, wow, this is, this is really interesting.
• 36:32
  And then I would tell you about that, people like you, they liked me.
• 36:35
  They were drawn to me.
• 36:35
  They wanted to see how I would, how I sold.
• 36:37
  They were starting to emulate my different sales tactic.
• 36:40
  Yeah, people that I worked with.
• 36:42
  So I was given an opportunity to start building a team.
• 36:45
  And I was a good builder, a very good builder.
• 36:48
  And I started to build with people that were more like me, more women, more professional
• 36:52
  women, younger people.
• 36:54
  There was different, you know, ethnicities.
• 36:56
  Because originally, like I said, the company was predominantly white male.
• 36:59
  That's what it looked like.
• 37:00
  How many, I'm curious to, how many, um, when you first joined, how many women are selling
• 37:05
  insurance?
• 37:06
  There's probably, I mean, I was recruited by a female, which is funny, but, um, over,
• 37:11
  there might have been maybe 10 women in the company, maybe at 100.
• 37:15
  Okay.
• 37:16
  Oh, not a lot.
• 37:17
  No.
• 37:18
  Super male dominated industries.
• 37:19
  Super male.
• 37:20
  Now there's more.
• 37:21
  And now for sure, there's more, um, but women just are not as successful at this.
• 37:24
  They, there's, there's a lot of reasons why, which we can talk about, but they're, they're
• 37:28
  just not, they don't do that well with this.
• 37:31
  Um, so here I am and I start building this team and now life, you know, changes again.
• 37:36
  And I start building in a rapid pace.
• 37:38
  Um, so now I'm developing other leaders and I'm giving this to your own company that
• 37:42
  you're building.
• 37:43
  I went back to it.
• 37:44
  So you're, so you're basically like an entrepreneur within the company.
• 37:48
  Yeah.
• 37:49
  Yeah.
• 37:50
  You definitely are.
• 37:51
  You're 10, 99.
• 37:52
  So you are, yes, you're self-employed and start building basically an empire and that's
• 37:55
  really where it's been for the last 10 years.
• 37:58
  I've, I've had the blessing.
• 38:00
  My husband does the same thing.
• 38:01
  So he is one of my leaders.
• 38:02
  He works, you work for me, but so your husband and your ex has been, yeah, they look, I love
• 38:07
  that.
• 38:08
  It's crazy.
• 38:09
  It's so crazy.
• 38:10
  He took us from a face-to-face model to, um, to a completely online sales mode.
• 38:17
  So that was something that we implemented throughout the organization, which really
• 38:21
  skyrocketed all the sales.
• 38:23
  And that's what I've been doing for the last 10 years is building and developing.
• 38:26
  And now I have 10 offices throughout the US.
• 38:28
  I'm on a plane every eight to 10 days.
• 38:30
  I've remarried.
• 38:32
  I remarried, um, because I said I have a new husband and we have, I have another child.
• 38:37
  So there's three, I've three children.
• 38:38
  Adulation.
• 38:39
  Yeah.
• 38:40
  So insane.
• 38:41
  But yeah, all of this, yeah, all of this happened in the last, it's so, we even when I say the
• 38:46
  story, it's like an unbelievable, oh, long, right?
• 38:48
  It's a 10 year span.
• 38:49
  It's 15.
• 38:50
  I've been doing it 15.
• 38:51
  That's fine.
• 38:52
  But it's not like, it's not like you've been doing it for like 30 years.
• 38:54
  I mean, 15's a long time.
• 38:56
  I have a whole child.
• 38:57
  That's going to be 17 years old next week.
• 38:59
  That's wild.
• 39:00
  Yeah.
• 39:01
  Absolutely wild.
• 39:02
  So one thing that's interesting about you is that you found a way to kill it and make
• 39:06
  a ton of money without being like, quote unquote, a traditional entrepreneur.
• 39:11
  So talk to me about even, tell me, tell me some numbers that you are comfortable talking
• 39:15
  about.
• 39:16
  So because it is like an opportunity for somebody who's looking at, who's within a company
• 39:20
  you say, W two, nine to five, make millions.
• 39:23
  I don't think people understand that.
• 39:24
  I think people think that to make millions, you have to go build your own thing from scratch.
• 39:28
  And I think that that maybe, I don't like that.
• 39:32
  I don't like that.
• 39:33
  The fact that a default version of entrepreneurship, no, it is entrepreneurship.
• 39:37
  I mean, you do build from the, from the bottom, but there's a model which I've been really
• 39:41
  blessed.
• 39:42
  I was given a great platform, a model company that embraced, you know, me as a woman,
• 39:48
  but you had to put in the work.
• 39:49
  And I think that's a big misconception that people don't realize when you're building
• 39:53
  your own business, yeah, you make millions, but what did it take to get there?
• 39:57
  You know, there was a lot of work that you don't know.
• 39:59
  You don't have to start from scratch operation, but you have to be willing to put in the
• 40:03
  work.
• 40:04
  And I don't disagree with that.
• 40:06
  I just think that not everybody has to be like, I want to go start the next Facebook.
• 40:10
  No, I don't think you have to do that.
• 40:11
  I think that, listen, the one thing I say all the time about myself is that I'm not smart.
• 40:16
  I just steal other people's ideas and I make them better.
• 40:18
  So the whole point is, is if it's not broken, why fix it?
• 40:22
  You know, you can go into a model that works, you just have to work.
• 40:25
  So when you, and you sold, I think if I was looking at it, you sold over like a billion
• 40:30
  dollars in total revenue for the company.
• 40:32
  Team sales, yeah, team sales.
• 40:33
  Absolutely.
• 40:34
  Okay.
• 40:35
  So let's talk about, and this is obviously, it's made you millions of dollars and this
• 40:37
  is again, you are entrepreneurial within a company, which I think is an awesome, it's an
• 40:42
  awesome way to think through career options too.
• 40:45
  Um, let's talk about sales.
• 40:47
  You mentioned, I want to talk about like what good sales is, what good sales is and obviously
• 40:52
  selling over a billion dollars is pretty fucking phenomenal.
• 40:54
  I mean, many people have done that outside of real estate agents, maybe, but I mean, that's
• 41:01
  really, that's really, really, really good.
• 41:03
  That's a, that's a huge number to hit for anybody in sales and anybody who's built like
• 41:06
  a sales team and sales culture.
• 41:08
  What?
• 41:09
  Well, maybe you saw examples of, of poor salesmanship, like insurance, is it a little bit like the
• 41:17
  quote unquote, I know it's a, it's a stigma, but like used car.
• 41:21
  No, it doesn't have to be like that.
• 41:23
  It does not.
• 41:24
  It can be, I mean, you're building your business here.
• 41:27
  So the biggest thing is, is doing the right thing by the client and it's not a pushy
• 41:31
  sale.
• 41:32
  It's not like that.
• 41:33
  It's either they, because we, I hate the word salesperson, their advisors, their advising
• 41:37
  people.
• 41:38
  And as long as you're open and honest, you know, about insurance, everybody has their
• 41:41
  gripes, recognize them.
• 41:44
  And you are ethical, of course, you know, and you lead by example.
• 41:48
  And the whole idea, actually, the company that I work, that, that I am sub employee, I
• 41:53
  guess, the workforce, the motto is hope.
• 41:55
  It's helping other people every day.
• 41:56
  And the promise behind that is you want to put people in a better position than when
• 41:59
  you find them.
• 42:00
  So not everybody is applicable.
• 42:02
  And I think people get that confused when they're trying to make the sale.
• 42:06
  Make sure that the sale is applicable for the person that you're trying to sell.
• 42:09
  So it doesn't have to be a sleazy sale can be very informative.
• 42:13
  And then you ultimately leave it in the hands of the consumer.
• 42:16
  If you did a good job and you sold correctly with ethics and moral or moral, then the
• 42:22
  end result is always there.
• 42:23
  And that's how I sold.
• 42:24
  And that's how I taught my teens to sell.
• 42:26
  How do you, and I agree that is the way you have to sell.
• 42:28
  And that's what you should sell.
• 42:29
  And I mean, not about, I'll give a caveat, not all people to sell cars are, it's like
• 42:35
  the stigma, right?
• 42:38
  But if you think about like, if I'm trying to sell something that is a commodity, because
• 42:42
  insurance is not, is a lot of insurance brokers.
• 42:46
  And there's a lot of options out there.
• 42:48
  I need the biggest issue, because I agree that's the way you sell.
• 42:51
  You have to be an advisor or you don't push stuff down people's roads, but it's very
• 42:57
  hard to differentiate when you have something that I can go online and find 50 different
• 43:03
  options.
• 43:04
  And I think that's what people struggle with more than anything.
• 43:06
  So how do you overcome that?
• 43:08
  I mean, you've done it successfully to the tune of, I get over a billion dollars, but
• 43:12
  it's not easy if you don't have a different, a unique edge to what you're selling.
• 43:16
  So so ironically, you know, I sell for an individual health insurance company.
• 43:21
  It's individualized.
• 43:22
  It's not your traditional health insurance, where you can go online.
• 43:25
  And yeah, you can go, I mean, I think you can buy anything else offline, right?
• 43:28
  Even a car.
• 43:29
  What's the difference is that you have a real life person.
• 43:32
  And we are the advisor that they can constantly go back to.
• 43:36
  So yeah, they can go do whatever our mind for sure, but you're not going to get the same
• 43:39
  service when we teach our agents to make sure that they do policy reviews, that they do
• 43:44
  follow-ups, you know, yearly check-ins.
• 43:46
  So you're getting a level of customer service that you would not be able to get when you're
• 43:50
  going online.
• 43:51
  And believe it or not, most people don't understand insurance.
• 43:53
  I know.
• 43:54
  Yeah.
• 43:55
  I'm Canadian.
• 43:56
  And so I'm planning to come down here.
• 43:57
  Maybe you could sell.
• 43:58
  I can help you out.
• 43:59
  I can help you out.
• 44:00
  No, it's really, it's really complicated.
• 44:01
  It is.
• 44:02
  It's exceptionally complicated.
• 44:03
  I feel like it actually should be so complicated because even like our American friends
• 44:06
  down here.
• 44:07
  It is very, nobody knows.
• 44:08
  Even if you're from here, no, I didn't understand insurance before I sold it.
• 44:11
  Nobody understands.
• 44:12
  And all the caveats on there, there's all kinds of stop losses.
• 44:15
  If you don't know what a stop loss is, if you're not, there's limited benefit plans,
• 44:19
  and there's indemnity plans, there's a lot of different plans.
• 44:21
  And if you're not careful, you can get stuck with a plan that is not suited for you.
• 44:26
  Why is this so complicated?
• 44:27
  A good question.
• 44:28
  I think you should ask the insurance commissioner, I have no idea.
• 44:31
  Because it's insanely complicated.
• 44:32
  It is complicated.
• 44:33
  It is.
• 44:34
  Okay.
• 44:35
  I'm listening so that they can maybe understand a little bit of the business.
• 44:39
  Yes.
• 44:40
  I'll give you a quick tip.
• 44:41
  You want to, if you're for a consumer that is looking for insurance, number one, if you,
• 44:46
  if you want freedom of choice, look for a PPO plan.
• 44:49
  That's a preferred provider organization because it gives you portability.
• 44:53
  So you can travel with your insurance.
• 44:54
  And for most people, that's important because the most likely thing that's going to happen
• 44:58
  to somebody is an accident.
• 45:00
  It's not an illness.
• 45:01
  Most people think that you have insurance to go to the doctor.
• 45:04
  That's not why you have insurance.
• 45:05
  You have it for accident and illness.
• 45:06
  That's why you have it.
• 45:07
  So you want portability freedom to choose and be able to use it outside of Florida, like
• 45:12
  Florida, believe you can only use in Florida.
• 45:14
  So you want to make sure the PPO that allows you to utilize, you know, outside.
• 45:18
  The other thing you want to look at is you want to look at the stop loss on it.
• 45:22
  So to make sure that they're going to cover, if it's 80, 20, you want to make sure that
• 45:26
  the 80, 20 stopped somewhere.
• 45:27
  So basically you have a deductible, right?
• 45:30
  That's the amount of money that you have to pay before your insurance kicks in.
• 45:33
  So we'll just use 80, 20, right, $5,000 deductible, right?
• 45:37
  And then it goes into what's called an 80, 20, or where they cover 80, you cover 20.
• 45:42
  Correct.
• 45:43
  Because I found that the first year that I got insurance, I, and that's actually interesting
• 45:48
  that you say that that is for emergencies and not doctor's visits, because I actually
• 45:52
  was doing the math on my insurance.
• 45:55
  And I actually, if I just had paid out of pocket, it would have been a lot.
• 45:58
  It would have been cheaper.
• 45:59
  And I was thinking like, this is insane, like, I don't know why I'm paying, it was
• 46:02
  I paid something like, I think it was like between, you know, myself is like 10 or 12,000
• 46:07
  bucks for the year or for two of us for insurance.
• 46:11
  Yeah.
• 46:12
  And what do you have?
• 46:13
  Like, when I cleaned it for the two of you guys, yeah, it was very expensive.
• 46:16
  It was, well, because I keep think, I think what I was trying to do in, I mean, listen,
• 46:20
  Canada has its own problems, but one thing they do have, they do have universal healthcare,
• 46:26
  which is interesting.
• 46:27
  I mean, it's still a long time to see a specialist, which is not great.
• 46:32
  So, can you buy a supplement like, is if you have like a supplement that you can buy
• 46:36
  up for more coverage?
• 46:38
  So you're talking about like a, a dual, like public, private healthcare system.
• 46:44
  I don't think you can.
• 46:46
  No, it's very sad actually, if some of our friends, not some of our friends, I'm making
• 46:50
  these on, there's a lot of them.
• 46:51
  One friend in particular during COVID, she had cancer and she passed, because you cannot
• 46:56
  get the treatment or she cannot get the access that she needed.
• 46:59
  So when you, I've never been in this situation, I think God, no one in my family has needed
• 47:04
  to expedite their care, because obviously it's like a life-threatening thing.
• 47:10
  But from maybe it was something to do with just COVID, but from what I understood, there
• 47:18
  was, there was nothing that she could pay, like, you need a PPL plan.
• 47:24
  She could leave the country and go to another country and pay.
• 47:27
  Yeah, but then good luck, because then you have to, which might, that's hard to, that's
• 47:31
  a hard thing to do.
• 47:32
  So I don't think, I don't think, and if I'm wrong, then it's because I haven't really
• 47:37
  had to deal with this myself, so I could be ignorant.
• 47:40
  But I don't think you can pay to expedite for some things.
• 47:43
  I think you just, and I think it's actually a big issue, because what happens is when
• 47:46
  there's massive wait times, first of all, you have to go to your GP and then they refer
• 47:51
  you, and that referral could be six months now.
• 47:55
  Sometimes referrals aren't as bad, but if they are, and you have something that there's
• 48:01
  like, listen, the longer you wait the worse it gets.
• 48:03
  For sure.
• 48:04
  By the time you see a specialist, it could have progressed to the point where it's going
• 48:08
  to be very hard to treat, whereas if they caught it much earlier on, but I don't think
• 48:14
  there's an option.
• 48:15
  Like if my, if my family doctor says, go see this specialist, because you have this
• 48:20
  weird mark on your skin, whatever, right?
• 48:23
  And turns out to be God forbid, turns out to be like skin cancer.
• 48:28
  I don't think that there is somebody you can pay in Ontario, like where I'm from, that
• 48:34
  can see it immediately, or not that I'm aware of.
• 48:37
  Wow.
• 48:38
  Well, that's exactly why for the viewers that are listening, you need a PPO plan, because
• 48:41
  with an HMO, you have to go through your GP and get a referral, whereas the PPO, if
• 48:46
  I want to go see a cardiologist, because we already, we already established that I always
• 48:50
  think I have something wrong with me, it might be a hyperchondrag, but I don't need a
• 48:54
  referral to go see a cardiologist.
• 48:56
  I can make all I have to do is go online, look at the providers that take it or call specific
• 49:00
  doctors, see if they take my insurance, and then go into the cardiologist, I don't need
• 49:04
  a referral.
• 49:05
  I had even gone into, even down here, I went to a cardiologist once, because I had this
• 49:09
  weird thing.
• 49:10
  And I went from ER, it was actually after the public's incident.
• 49:15
  I went to the ER, and then I went to a cardiologist, and the cardiologist, they saw me, but then
• 49:20
  they called me after saying, we actually weren't supposed to see you, because the referral
• 49:25
  came from an ER doctor, not your GP.
• 49:27
  Yeah.
• 49:28
  So did you ever pee, you probably had an HMO, because you don't need a, I don't know what
• 49:31
  I had, I can check it, but see, I don't even know what I, I don't even know what I'm
• 49:34
  paying for.
• 49:35
  Most people don't go.
• 49:37
  Most people don't.
• 49:38
  So I always say for people that are in, you know, people that are in predominantly good
• 49:41
  health, get a high deductible plan, because you can go to a doctor and pay $50 to see the
• 49:46
  doctor, you know, and then when you have insurance, you have what's called a negotiated
• 49:49
  rate.
• 49:50
  So all you have to do, that's already, you give them your card, and automatically you'll
• 49:54
  get a discount off your insurance.
• 49:56
  So if it's $100 to go to the doctor for the, I mean, how many times are you going to
• 50:01
  the doctor a year, you know, I always tell people get a higher deductible plan.
• 50:04
  I've seen these things, like good Rx and stuff like that.
• 50:08
  Yeah.
• 50:09
  And Junction.
• 50:10
  Okay.
• 50:11
  Okay.
• 50:12
  That makes sense, because those are also cool up.
• 50:13
  So I think Mark Cuban has one like cost plus, there's tons of them.
• 50:15
  The good Rx is great.
• 50:16
  You can use it anywhere.
• 50:17
  There's, um, meaty meds, there's a ton of, there's a, yeah, we use them in conjunction
• 50:22
  when we sell.
• 50:23
  And that's another perk of having one of our agents, because they know all the tricks
• 50:27
  of the trade.
• 50:28
  Yeah.
• 50:29
  This is the only reason why I even know about those is because I'm like going down the
• 50:30
  rabbit hole and trying to figure all the stuff out for myself.
• 50:32
  Oh, yeah.
• 50:33
  I can.
• 50:34
  I don't sell anymore, but I can definitely direct you the rate.
• 50:37
  Okay.
• 50:38
  So that's interesting.
• 50:39
  So right now you just build out set, you build out teams.
• 50:41
  Yeah.
• 50:42
  That's what I oversee.
• 50:43
  I make sure that the teams are functioning, um, you know, Lee Jen, my husband actually
• 50:46
  does the Lee Jen part of it.
• 50:48
  But basically I develop and lead, you know, make sure that their leadership is in place.
• 50:54
  And I oversee 10 offices to just make sure that they're functioning correctly.
• 50:57
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• 55:14
  What are the things that I mean, we sort of spoke about what good sales is, what would
• 55:19
  be some practices that you see, like some really bad habits that you see with sales
• 55:23
  people that you bring on that doesn't matter if you're selling insurance off, you're
• 55:27
  selling anything, you just got to kill those of it.
• 55:29
  They're lazy.
• 55:30
  What do you mean?
• 55:31
  Some number one reason why people don't succeed is selling insurance is not hard.
• 55:35
  Maybe mentally but physically it's not hard.
• 55:38
  You know, now these guys, they have everything built out for them.
• 55:41
  They're not going door to door business, the business guys are literally in an air conditioning
• 55:45
  nice office with food all the time, you know, all kinds of incentives and they cannot commit.
• 55:51
  That's the biggest problem I see across the board was that they don't want to work.
• 55:55
  It's a grind.
• 55:56
  I mean, my sales guys are in there at 8 a.m.
• 55:58
  They're working till 10 p.m.
• 56:00
  But they do not.
• 56:01
  It's the lack of commitment to they still have to like cold call and it's it's not so much
• 56:06
  a cold call.
• 56:07
  It's more of a warm call.
• 56:08
  These people put their name and number online.
• 56:09
  That's all right.
• 56:10
  Yeah.
• 56:11
  So it's not like they're called, but you know, they're all the people that they're calling
• 56:14
  are also being blown up by a mill, but they have technology.
• 56:17
  They can text them.
• 56:18
  They can email that.
• 56:19
  I mean, there's these guys have all kinds of advantages, but the number one reason they
• 56:23
  don't do well is because they cannot commit to a schedule that works and you have to grind.
• 56:28
  It's a pipeline business.
• 56:30
  And if you're not willing to grind your first year and build that pipeline, it's not going
• 56:34
  to work.
• 56:35
  So then how much money can you really make in sales?
• 56:38
  Like, I mean, you first year or one, I don't know, you tell me, I don't, I've never worked
• 56:43
  in insurance sales.
• 56:44
  I'm curious.
• 56:45
  So sales is not a, first of all, the insurance insurance sales is one of the leading
• 56:49
  fields to be in anything like financial services is huge.
• 56:53
  So that's number one sales, what are these that most entrepreneurs are salespeople.
• 56:58
  So you can make the most amount of money in sales.
• 57:03
  You can make, I mean, my first year agents that really come out of the gate, taking advantage
• 57:07
  there's tons of incentives from the company, from us, from, I mean, tons of it.
• 57:12
  You can, you can easily make 150 to 200,000 your first year.
• 57:16
  And that doesn't even count your residual income.
• 57:19
  So you build a book of business.
• 57:20
  You build a book of business and you get paid second year on them.
• 57:24
  So is, do you feel, because I always have this debate as well, do you feel like sales
• 57:28
  can be, can be trained or is this something that you're just born with?
• 57:32
  No, I was, I think that's hard.
• 57:35
  That's very hard.
• 57:36
  But you can't believe that is, like we call it, we say you have like a stick, like you
• 57:41
  just have like the chutzpah, that's the way you either have the chutzpah or you don't,
• 57:45
  but you can train somebody to do that.
• 57:47
  Yes, you can teach somebody, you can't, not to create, I think you're born with charisma
• 57:52
  in the chutzpah, but I think you can train somebody.
• 57:55
  You can definitely train them how to be a good salesperson, tactical.
• 57:58
  But I mean, like is there, were you always like, just like very outspoken, yes, okay,
• 58:03
  it's always been like this.
• 58:04
  And this is, this is, I've always been like, because I think that's what people struggle
• 58:07
  with.
• 58:08
  They struggle in sales, they struggle with it, like almost a little bit of social anxiety
• 58:11
  of putting themselves out there, sort of exposing themselves to the customer and being
• 58:15
  afraid of being shut down.
• 58:18
  I can't remember, this could have been her mosey, I can't remember who said this, but
• 58:22
  basically the, the idea was get to a hundred nosed or a thousand nosed, because then,
• 58:29
  you know, yes, it's coming for sure.
• 58:32
  Of course, in the fun, like the best thing I tell my agents this all the time, like, did
• 58:35
  you ever make prank calls as a kid?
• 58:37
  Maybe they cause minor young, but did you ever do that as a kid?
• 58:40
  Yeah, of course.
• 58:41
  You didn't know the person on the other end, right?
• 58:42
  You didn't know it's prank all this same thing, like what's the worst that's going to
• 58:46
  happen?
• 58:47
  The person on the other line is going to hang up on you.
• 58:48
  That's the worst thing that they're going to do.
• 58:50
  So where's they?
• 58:51
  Why do you feel like it's so important for you to travel so much for your job?
• 58:55
  I'm curious.
• 58:56
  I don't have to.
• 58:57
  I don't have to.
• 58:58
  I do it because I feel like I understand the grind and no business.
• 59:04
  I do not think this is my personal opinion, but a successful business is not going to
• 59:09
  be successful unless the person is a hundred percent bought in and they're overseeing
• 59:14
  their business.
• 59:15
  And that's why I show up in my office.
• 59:17
  I think it's a reason why you're successful, actually.
• 59:20
  There has to be face time.
• 59:21
  There has to be.
• 59:22
  And every year, I'm like, I'm not going to travel.
• 59:23
  I'm not going to do it.
• 59:25
  I'll do the zoom thing and, you know, what I've incorporated zoom into my business.
• 59:29
  I have, but there's nothing like going face to face and taking these guys to a dinner
• 59:33
  or connecting with them outside the office or just sitting next to a new agent.
• 59:38
  You know, there's, it's just no greater feeling.
• 59:40
  I've thought this a lot.
• 59:41
  I feel like after COVID, we all got so comfortable with doing things virtually that we like
• 59:47
  to lost a human element of business.
• 59:51
  And I've just, like, I wasn't running a sales team at the end of COVID.
• 59:55
  I'm curious if you see that.
• 59:57
  If you see the people just gotten so comfortable with like zoom and text and email.
• 1:00:01
  They so we can't require anybody, but we strongly suggest that our salespeople are in
• 1:00:06
  office.
• 1:00:07
  So the majority, 99.99 percent of my sales team is in office.
• 1:00:12
  They do not work from home.
• 1:00:13
  You know, there's a difference.
• 1:00:14
  There's a huge difference.
• 1:00:16
  Because sales is about synergy and energy.
• 1:00:19
  And if there's no synergy, there's no energy, there's no production.
• 1:00:22
  Then think about it for a new agent, right?
• 1:00:24
  The new agent is on the phones.
• 1:00:25
  They're dialing through, you know, everybody, nobody's picking up, everybody's broke.
• 1:00:31
  You know, it's the same then all the sudden you start getting into your head and then
• 1:00:34
  what happens?
• 1:00:35
  The downspiring.
• 1:00:36
  Self-sabotage.
• 1:00:37
  Yeah.
• 1:00:38
  You're also feeling for office.
• 1:00:39
  It's a hundred purple.
• 1:00:40
  If you're around high energy sales and you know, Bob is making a sale and then Mary
• 1:00:43
  is.
• 1:00:44
  And you do, it's infectious.
• 1:00:45
  You want to make the sale.
• 1:00:47
  But you mentioned before, like, we don't have to break the point, but you mentioned before,
• 1:00:50
  like, what sales really is, which is bringing somebody, like, helping them see the problem
• 1:00:56
  that they're dealing with and sort of naturally bringing them towards the solution as opposed
• 1:01:01
  like shoving it down their throat.
• 1:01:02
  Yeah.
• 1:01:03
  That's the another bad habit is bringing, this doesn't happen a lot because I have young
• 1:01:06
  agents that have no sales experience, but a huge bad habit from people that come in
• 1:01:10
  that have previous sales experience as they know.
• 1:01:13
  They know everything.
• 1:01:14
  That's a bad habit.
• 1:01:15
  They know.
• 1:01:16
  But you work with it.
• 1:01:17
  So that is your, like, your perfect rap is somebody with no sales experience.
• 1:01:21
  None.
• 1:01:22
  Have we, like, I'm young?
• 1:01:23
  Young?
• 1:01:24
  That somebody has no wife, no kids, no girlfriend, no pets, no fish, no excuses.
• 1:01:29
  That's what we, that's our ideal candidate is.
• 1:01:31
  No one years ago.
• 1:01:32
  And, but the culture is different, like, I mean, if I look at different sales cultures,
• 1:01:37
  you don't even seem like you have, like, bad aggressive sales culture.
• 1:01:41
  No, I don't, but it depends, so we're broken up into teens.
• 1:01:44
  I do have some that are really aggressive.
• 1:01:46
  I do, like, my West Palm team is an aggressive team.
• 1:01:48
  They're, they're what we call closers.
• 1:01:50
  These guys are good.
• 1:01:51
  They're going to close you on something, which is a great way.
• 1:01:53
  I mean, look, they, they're not doing anything wrong, but they know that the person put their
• 1:01:59
  name and number online and they're not letting that person off the phone until they sell
• 1:02:03
  them something, which is, I, I mean, I think that's great if they can turn that no into
• 1:02:06
  a yes or get that person to bite.
• 1:02:08
  That's great.
• 1:02:09
  Is there, when somebody puts their name in, are they hitting them up, like, tactically,
• 1:02:14
  are they hitting them up with calls, texts, emails, sliding into their DMs, all the above,
• 1:02:20
  all of it.
• 1:02:21
  People find their everything.
• 1:02:22
  People find their, so sometimes the, sometimes the consumer knows to put their wrong phone
• 1:02:26
  number in, because they know they're going to get blown up.
• 1:02:27
  We can find you.
• 1:02:28
  If you put your first and last name, we can find you.
• 1:02:30
  We have all, we have all the tools for it.
• 1:02:32
  But does it turn people off from buying?
• 1:02:34
  Of course, sometimes it does, but, you know, sometimes people are really looking for
• 1:02:38
  health.
• 1:02:39
  I mean, they are obviously really looking for health insurance.
• 1:02:41
  Of course, you know, occasionally you get your person that is not really, but for the
• 1:02:45
  most part, no, they're not.
• 1:02:47
  And if they're turned off, then you know what, then it's next, that's how we try to teach
• 1:02:50
  them.
• 1:02:51
  So they don't dwell on it.
• 1:02:52
  Yeah.
• 1:02:53
  I'm curious if the teams that are closer today out perform, like, they do out perform.
• 1:02:58
  So there is something to be said for just like being, like, to persevere.
• 1:03:02
  Yeah.
• 1:03:03
  So another bad habit you're talking about habits is when the consumer says, so people
• 1:03:08
  like to be people do not like to be sold.
• 1:03:10
  No one, you know, it's a game.
• 1:03:12
  I always say it's like a dance who's going to, you know, are you going to get sold or am
• 1:03:15
  I going to get sold?
• 1:03:16
  No, I don't want to get sold, right?
• 1:03:17
  That I'm the one that's trying to do the selling.
• 1:03:20
  So when somebody says they're not interested for new people that come in, they'll say, okay,
• 1:03:24
  no problem.
• 1:03:25
  Well, they put their name in number and there you can't just say, or they'll be like,
• 1:03:29
  can you call me back later?
• 1:03:30
  Yeah, sure.
• 1:03:31
  No problem.
• 1:03:32
  And I'll look at them, be like, Scott, they're never going to pick the phone back up.
• 1:03:34
  You know, you have 30 seconds to make a good impression or you have some way to make
• 1:03:38
  sure that you have them committed to picking the phone back up.
• 1:03:40
  So how do you do that?
• 1:03:42
  We solidify it.
• 1:03:43
  We call it solidify the appointment.
• 1:03:44
  So you call me?
• 1:03:45
  I mean, it's, it's not easy to get me to care about random stranger in the first 30
• 1:03:50
  seconds.
• 1:03:51
  So usually what happens is they do it through text.
• 1:03:53
  That's the number one way that that the corresponding starts is through text.
• 1:03:57
  The goal is to get you on the phone and a bad habit that the sales people don't like
• 1:04:01
  to do is get on the phone.
• 1:04:03
  They rather text.
• 1:04:04
  It's easier.
• 1:04:05
  But what do you, a text is so easy to be like swipe and you're done, right?
• 1:04:09
  So, so the whole idea is you want to get somebody on the phone.
• 1:04:11
  So what we teach them is you have literally less than 30 seconds to get somebody to find
• 1:04:16
  you interesting.
• 1:04:17
  If not, but they're not interested, it's, you're not interesting.
• 1:04:20
  So you have to be catchy.
• 1:04:21
  So if I'm calling, I'm like, hey, Scott, I'm not going to call you and be like, hey,
• 1:04:24
  Scott, Larry, I wouldn't say that because you would know right away if I was your friend.
• 1:04:28
  I wouldn't call you by your first and last name.
• 1:04:30
  Yeah.
• 1:04:31
  And I've had some bold, like not and not say bold, because that's the wrong word.
• 1:04:37
  I've had sales people just like hit me up via text.
• 1:04:39
  I love it.
• 1:04:40
  Using my first name.
• 1:04:41
  I love it.
• 1:04:42
  And it throws me off because I actually for a second, I'm like, but the alternative
• 1:04:47
  is, and it actually, like I don't mind having a conversation with someone that's human.
• 1:04:51
  Yes.
• 1:04:52
  Because that's a dinner today.
• 1:04:53
  It's humans doing business with other human.
• 1:04:55
  Absolutely.
• 1:04:56
  So it throws me off.
• 1:04:57
  It doesn't really upset me at all, actually.
• 1:04:59
  I don't mind it.
• 1:05:00
  And I also don't like somebody who, listen, I'm sure that some people are really good
• 1:05:05
  at bullshitting.
• 1:05:06
  But I don't, I feel like when somebody is using my first last name, God forbid, you put
• 1:05:12
  a mister in there.
• 1:05:13
  And then it's like, I don't trust a fucking word you're saying.
• 1:05:17
  Never.
• 1:05:18
  And if you the same thing, if you call me a mister, ma'am, I'm done.
• 1:05:20
  No, it just feels so.
• 1:05:21
  It just feels not personal, yeah, not personal.
• 1:05:24
  So I feel like, you know, I'm like, want to even though, even though it's so silly, humans
• 1:05:29
  like hold these while, even if you just say Scott, you just call me that.
• 1:05:33
  I feel like we're friends are like just like a level of like comfort there.
• 1:05:36
  That's where my criminal justice degree comes into play because it talks about psychology
• 1:05:40
  and criminal justice.
• 1:05:41
  I worked out at university by the way, but you know, I mean, you just said like some simple
• 1:05:45
  things, but it all calms down to it.
• 1:05:47
  Like that's what sales is about psychology, you know, who's going to bite first?
• 1:05:51
  It's understanding people how they, how they move, but you know, different ways to get
• 1:05:54
  that entice them, you know, and connecting, you know, we teach them that.
• 1:05:58
  If you're talking to somebody in California, you know, in Pasadena, maybe like, oh, yeah,
• 1:06:03
  you know, whatever it is, it's just some kind of mutual connection.
• 1:06:06
  Is there, you mentioned something that's interesting, and maybe it's a point that you should speak
• 1:06:11
  to because somebody's going to bring it up.
• 1:06:12
  You mentioned that women traditionally aren't great in sales roles.
• 1:06:17
  Why is that not women are going to, because I'm so pro women, but many women don't have
• 1:06:23
  the thick skin for its rejection.
• 1:06:24
  There's a lot of rejection.
• 1:06:26
  There's a lot of dirty talk.
• 1:06:28
  I mean, you would be nauseated by the amount of nasty pictures I've gotten, just people
• 1:06:34
  cursing you out on the phone.
• 1:06:37
  So like a lot, a lot of, yeah.
• 1:06:40
  And then the other part of it is what it takes.
• 1:06:41
  You know, I think women fall into that stigma.
• 1:06:44
  If they're trying to get married, they want to have the, you know, be the perfect life
• 1:06:47
  and not work from eight in the morning till 10 at night or be that grind or if they're
• 1:06:51
  raising kids, you know, I've had that a lot.
• 1:06:53
  People criticize me for traveling all the time, that mom's shame.
• 1:06:57
  So it's a, it's a, it's a really fun, there's a fine line for women.
• 1:07:01
  But the women, ironically, this is very funny.
• 1:07:03
  The women that do well, they do extraordinarily well.
• 1:07:06
  And they're more precise.
• 1:07:08
  And over the years, I love working with women more than men because they are such
• 1:07:12
  nurturers.
• 1:07:13
  They're more, they're more effective and efficient.
• 1:07:16
  And the quality of business is better.
• 1:07:18
  So if you're going into sales, I mean, I don't think it's in every industry.
• 1:07:22
  I don't think that you're going to deal with as much bullshit in every industry, but
• 1:07:26
  especially in like B2B, for example, but, well, I think face to face, oh, I killed you
• 1:07:31
  of ease to face.
• 1:07:32
  But if you are on that B2C, where you're just selling to anybody and everybody, there's
• 1:07:37
  a lot of fucking weird people out in the world.
• 1:07:40
  And I guess that you get more exposure to that than if I was a, well, I am a man who
• 1:07:45
  was going into sales.
• 1:07:46
  That's unfortunate.
• 1:07:47
  That's very unfortunate.
• 1:07:48
  But it's a tough, it's a tough arena for women.
• 1:07:51
  It is a tough arena.
• 1:07:52
  You're, you know, men are, by nature, just more aggressive.
• 1:07:55
  So, you know, when you're selling like that, it's survival of the fittest.
• 1:07:58
  And if you don't have that thick skin and that grinder mentality, you will be eaten by
• 1:08:02
  sharks.
• 1:08:03
  But you've also, I mean, you know, I don't usually bring this up because it doesn't, I don't
• 1:08:09
  think it's always important to point out when a woman kills it and she takes sort of
• 1:08:12
  like a career on, and you know, you start to provide for your family, it doesn't, let
• 1:08:17
  me, let me say it this way.
• 1:08:19
  You've said that you took on sort of the career because you wanted to provide for your kids.
• 1:08:25
  And you redefined, I guess, what a traditional like wife, mother or whatever.
• 1:08:31
  You sort of redefined it.
• 1:08:32
  I think that's, and you said something too.
• 1:08:35
  You said, women don't always want to, you know, go into that arena because they have
• 1:08:40
  other priorities, whatever, but I also think it's important to redefine like what a wife,
• 1:08:45
  what a woman, what a mother can accomplish.
• 1:08:47
  And the reason I said, I don't bring it up because to me, I agree with you.
• 1:08:51
  It shouldn't be such a talking point, like I don't think that you as a person are defined
• 1:08:56
  by the fact that you killed it as a salesperson and built the business.
• 1:09:00
  I think you're just an exceptional entrepreneur that did it regardless of whether or not it
• 1:09:05
  doesn't matter if you're a woman or a man who did that, you fucking killed it regardless.
• 1:09:10
  But I think that that's a really interesting point.
• 1:09:11
  I think that it's very important to redefine what a woman wants to achieve.
• 1:09:18
  I don't think there's only just one path.
• 1:09:19
  I agree.
• 1:09:20
  I agree 100%.
• 1:09:21
  And that's why I've kind of moved into this arena.
• 1:09:24
  That's when I get putting yourself out there and talk about this all the time.
• 1:09:28
  So I mean, you are trying to, I mean, you're obviously, you're killing it as a mom, but
• 1:09:33
  you're also killing it in your business.
• 1:09:35
  And that's tough.
• 1:09:36
  That's really, really tough to do both.
• 1:09:38
  Hard balance.
• 1:09:39
  That's why I was curious about how you like manage your time and how you travel so much
• 1:09:44
  of what novel still raising the family.
• 1:09:46
  But I felt like that was an unfair question.
• 1:09:47
  No, I, you know what?
• 1:09:49
  I am a full time mom.
• 1:09:50
  Believe it or not, I guess I have help.
• 1:09:52
  I would be alarmed if I, I haven't a nanny that helps, but I am full time mom too, full
• 1:09:56
  time.
• 1:09:57
  My kid, you know, technology is great.
• 1:09:59
  That's the beautiful part.
• 1:10:00
  I face time with them all the time.
• 1:10:02
  And I also have the luxury to take them with me, you know, my kids are, they're not a kid.
• 1:10:08
  This is the one thing I know for sure, kids want to know that they're loved.
• 1:10:10
  That's number one.
• 1:10:11
  For sure.
• 1:10:12
  It doesn't matter how you show it to them.
• 1:10:13
  It doesn't matter if you leave your kid in daycare, like I had to leave my kid unfortunately
• 1:10:16
  until sick.
• 1:10:17
  He was the last one picked up.
• 1:10:18
  That's just the way it was.
• 1:10:19
  But it doesn't mean I love him any less.
• 1:10:21
  And you know what, when I am home with them, my time with them is very intentional.
• 1:10:25
  Yeah, it has to be.
• 1:10:27
  And there's also listen.
• 1:10:28
  There's a lot of parents that, like there's a lot of moms and dads that don't work,
• 1:10:31
  but their time isn't intentional with their kids when they are home.
• 1:10:34
  And I'm very close with my kids, very, very close.
• 1:10:37
  They're not looking at me like, oh, yeah, does the little one want me home more?
• 1:10:41
  Of course he does, but it's not always, you know, it's not always applicable.
• 1:10:44
  But at the end of the day, when I am home, it's 100% about Levi, like, yeah, you know,
• 1:10:49
  and then the luxury, I can take my middle one, Liam, with me, he comes with me and travels.
• 1:10:53
  My big one, she now wants to get into social media.
• 1:10:56
  So she's around all the time.
• 1:10:57
  Everybody knows my kids.
• 1:10:58
  I love it.
• 1:10:59
  You're very strong.
• 1:11:00
  I mean, like even the fact that both of your, your ex-husband and your husband work for
• 1:11:04
  you is, that's funny.
• 1:11:07
  When you think about sort of everything that you've built, now you're putting yourself
• 1:11:09
  out there.
• 1:11:10
  You're kind of build your own brand.
• 1:11:11
  You're speaking more and whatnot.
• 1:11:13
  You're going to, you can talk about the podcasts you're going to launch or whatever.
• 1:11:17
  Yeah, exactly.
• 1:11:20
  So how does that, and I know that you're kind of just riffing on this before.
• 1:11:23
  Maybe you have some ideas.
• 1:11:24
  Maybe you don't, but when you put yourself out there, you build a personal brand.
• 1:11:27
  Have you seen that be like a net positive for your business or has it been a distraction?
• 1:11:33
  It goes hand in hand.
• 1:11:34
  I think like all the concepts that I talk about being intentional, purposeful, I created
• 1:11:39
  this free 21-day challenge.
• 1:11:40
  My agents can utilize just creating habits because it takes 21 days to create habits.
• 1:11:46
  Anytime I speak, you know, I can use a lot of the content that you see, it comes from
• 1:11:50
  my sales meetings.
• 1:11:51
  So it's like, yeah, it's actually super organic.
• 1:11:55
  It's very, a lot of it is.
• 1:11:56
  Yeah, a lot of the content does come from sales meeting.
• 1:11:59
  My office studio is in my office building.
• 1:12:02
  So it's not like I have it somewhere else, but it kind of works hand in hand.
• 1:12:06
  It's not.
• 1:12:07
  And then the recruiting aspect of it, you know, a lot of people ask me what I do.
• 1:12:11
  And that it makes a lot of that, but they're hell and no.
• 1:12:13
  Yeah.
• 1:12:14
  So anytime anybody's looking to really make a great living for themselves, near you are,
• 1:12:19
  this is a great opportunity to do that.
• 1:12:21
  Yeah, it's interesting because I find I just, I was literally at an event this morning
• 1:12:25
  over talking about like building a personal brand.
• 1:12:29
  And we were sort of looking at two different types of influencers.
• 1:12:32
  And there was an influencer that like sells a product or service, there's an influencer
• 1:12:37
  that makes money with brand deals and advertising deals and whatever.
• 1:12:41
  But I'm a big fan of CEO, putting themselves out there, building a brand, attracting people
• 1:12:47
  to the company.
• 1:12:49
  But I think I'm in the minority of people.
• 1:12:51
  I don't, I think a lot of CEOs, I mean, yes.
• 1:12:55
  You want, I mean, you are working, you are CEO within a larger company, but still for
• 1:12:59
  the offices that you built, you are the, you are the founders CEO of those offices.
• 1:13:03
  A lot of people consider it to be a distraction.
• 1:13:06
  And they don't really know how to do it properly.
• 1:13:08
  And they just feel like, okay, it seems like too much effort to create this content all
• 1:13:12
  day every day.
• 1:13:13
  So how do I actually start?
• 1:13:14
  And what does it actually mean for my business?
• 1:13:16
  But I think you're doing a really good job.
• 1:13:18
  Jewel it.
• 1:13:19
  Like I wrote a book and I scheduled it every, when I, when I wanted to write the book,
• 1:13:22
  I had set aside two hours every day.
• 1:13:24
  I work with my, my girlfriend who does my PR, she holds my feet to the fire.
• 1:13:29
  I'm not filming content every day.
• 1:13:31
  That's not, you know, that's not the reality.
• 1:13:33
  I have a set day that I go in and I take it now or two hours, if it's on a Sunday, I'll
• 1:13:37
  do it.
• 1:13:38
  Um, probably my most favorite is on the weekends, because it's really out of the way.
• 1:13:42
  Um, if I'm in the office, how long does it really film, you know, take to film, but
• 1:13:45
  it doesn't take that long.
• 1:13:46
  You have somebody follow, like follow you around with the camera.
• 1:13:48
  Yeah.
• 1:13:49
  I have the studio in my office, but when I travel, yeah, they'll come with me.
• 1:13:53
  Um, so you have a podcast is dropping.
• 1:13:54
  I do.
• 1:13:55
  Um, you, the book is perfect and imperfections.
• 1:13:57
  Yeah.
• 1:13:58
  What's the name of the podcast?
• 1:14:00
  Bill.
• 1:14:01
  What is that?
• 1:14:02
  What is that?
• 1:14:03
  Boss, I liked the follow.
• 1:14:04
  I love it.
• 1:14:05
  Um, was there stuff?
• 1:14:06
  I mean, the podcast will, will drop eventually.
• 1:14:09
  So we, I mean, it hasn't started yet.
• 1:14:10
  So we can't talk too much about that yet.
• 1:14:12
  Um, once the, once you figure out how to do that, you come back and tell me what you
• 1:14:15
  learned.
• 1:14:16
  It's going to drop.
• 1:14:17
  It's going to drop in next year, early next year.
• 1:14:18
  And it drops.
• 1:14:19
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• 1:14:24
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  you're hiring indeed is all you need.
• 1:16:00
  In the book, what would be some things that you spoke about a lot of things were probably
• 1:16:04
  covered in your life and you're in your book, but perfect imperfection.
• 1:16:08
  What would be some other lessons that I didn't ask you about that were from the book?
• 1:16:12
  So I talk about a lot of the different, I would say not, I don't know if there are
• 1:16:17
  opposite setbacks.
• 1:16:18
  So a few of the setbacks that I wanted to give a voice and be honest about that I'm sure
• 1:16:23
  people struggle with.
• 1:16:25
  So not only, you know, I talk a little bit, I don't name it that, but imposterous in
• 1:16:29
  German happens, you know, I talk about the struggle or the battle of the juggling act
• 1:16:34
  of being a mom, you know, insecurities that that I faced.
• 1:16:38
  And I gave little tips at the end of the book on how I personally deal with it.
• 1:16:42
  And that was like the biggest part of writing this book, you know, originally, I'd never
• 1:16:47
  written any book in my life.
• 1:16:48
  I had no idea.
• 1:16:49
  Somebody approached me asked me to do this, like, when am I going to even write about?
• 1:16:53
  And I had a ghost writer originally write the book and I'm like, this, I love her.
• 1:16:57
  I just did not like, that just wasn't me.
• 1:16:59
  There was no curse words in there.
• 1:17:00
  There was, it just wasn't me.
• 1:17:02
  So what I wanted the book and what it does is it really highlights all of the different
• 1:17:06
  obstacles that I've gone through.
• 1:17:08
  And I'm very authentic about it, very real about the different, you know, the different
• 1:17:13
  twists and turns of life and how I've overcome the adversity, being in a male-dominated
• 1:17:18
  business, you know, being a wife, a divorce, a very public divorce.
• 1:17:22
  And these are things that, you know, people are ashamed to talk about.
• 1:17:25
  I'm not ashamed though.
• 1:17:26
  And I'm living my truth.
• 1:17:27
  Like, I'm not perfect.
• 1:17:28
  Not everybody's cup of tea.
• 1:17:30
  And that's kind of why I wrote the book, because I feel like I'm perfectly imperfect and
• 1:17:33
  I know that.
• 1:17:34
  I love it.
• 1:17:35
  Like, I mean, I think it's important when, when you go through this stuff in your life,
• 1:17:43
  when you feel comfortable, like put it out there, talk about it, because I think it can
• 1:17:47
  help a lot of people.
• 1:17:48
  I agree.
• 1:17:49
  And it takes you a long time.
• 1:17:50
  I wasn't, I was not, I was always outspoken, but I wasn't always comfortable in my
• 1:17:53
  own skin.
• 1:17:54
  It took a long time for me to be completely comfortable with who I am.
• 1:17:58
  And once I finally became comfortable and then look at the work and progress for sure,
• 1:18:02
  you know, I battle my own, my own inner thing.
• 1:18:05
  But once you're comfortable with who you are, it doesn't really matter what everybody
• 1:18:10
  else thinks.
• 1:18:11
  And I think it's a big part of, of life too, where like we hold ourselves to this unrealistic
• 1:18:16
  standard from social media and naysayers and haters and all the, stop, like all of this
• 1:18:22
  doesn't matter.
• 1:18:23
  Live your truth, whatever that looks like, and stop letting that get in the way, because
• 1:18:27
  the only one that can govern your path is you.
• 1:18:29
  Yeah.
• 1:18:30
  Like you always, if you're waking up tomorrow, like life's good, like don't, don't stress
• 1:18:34
  so much about the little things.
• 1:18:36
  That's hard.
• 1:18:37
  I can't take that.
• 1:18:38
  Yeah.
• 1:18:39
  I mean, that's great advice.
• 1:18:40
  I don't know that I can really talk.
• 1:18:41
  Well, I mean, listen, it's much easier to give you advice and just say it, then I mean,
• 1:18:44
  I struggle with this everyone, every single person listened to the show struggles with this
• 1:18:50
  all the time.
• 1:18:51
  It's very easy to say this advice and take it and then take it.
• 1:18:55
  What was the, what was your version of an impostor syndrome?
• 1:18:59
  You know, just living, I used to call with something else.
• 1:19:02
  I, it was insecurities with the security.
• 1:19:04
  That's really what my virgin, what my version of it is all these insecurities that I would
• 1:19:08
  face these, you know, whether, like, competed, I compete.
• 1:19:11
  It's so crazy.
• 1:19:12
  It's like a bodybuilding competition.
• 1:19:13
  I love it.
• 1:19:14
  By the way, our backgrounds are very, ironically very similar.
• 1:19:17
  Yeah.
• 1:19:18
  Well, that one, what do you mean, our backgrounds, oh, our bad, I thought you meant our
• 1:19:21
  background.
• 1:19:22
  Oh, my God.
• 1:19:23
  I don't know what I'm even talking about.
• 1:19:24
  Yes, our backgrounds as far as like, no, because I was into bodybuilding.
• 1:19:27
  I was about to do it.
• 1:19:29
  He did twice.
• 1:19:30
  I never competed.
• 1:19:31
  So my undergrad was in criminology.
• 1:19:32
  Um, I was going to go to law, I didn't do that.
• 1:19:35
  Um, I, I almost did a physique show when I did it.
• 1:19:38
  I did it twice right after I had my son because I wanted to get rid of the weight.
• 1:19:41
  So I literally had the last one.
• 1:19:43
  I'm crazy.
• 1:19:44
  Um, but that's like part of it.
• 1:19:47
  You know, it's the stigma of like, well, I always have these unrealistic expectations
• 1:19:51
  of what I should be and you're constantly going through it.
• 1:19:55
  I think that's why, you know, there's been so many like rock bottoms where you're just
• 1:19:59
  trying to reinvent and reinvent.
• 1:20:00
  So finally, you come to this place where you're like, this is who I am.
• 1:20:03
  Like as long as the intent is good and your, your path is, is true and you're really trying
• 1:20:09
  to help other people and live with servitude, the attitude of servitude and gratitude.
• 1:20:13
  And I think everything else doesn't matter.
• 1:20:15
  It's interesting because even if you, even if you went into, you know, did bodybuilding
• 1:20:20
  competitions to like prove something or whatever, all those things that come from a place
• 1:20:24
  of I have to prove myself and I have to prove my worth and I have to sort of show the
• 1:20:28
  world eventually realize that it's silly, but also at the same time, you're happy that
• 1:20:34
  you went through that because it's sort of made you who you are to discipline you, but
• 1:20:37
  you gain a lot from it.
• 1:20:38
  There's discipline.
• 1:20:39
  I mean, I did it for two years.
• 1:20:40
  I was on a diet for two years.
• 1:20:42
  It's horrible.
• 1:20:43
  Did you do back to back competition?
• 1:20:45
  Are you were never out of like, you just stayed in like competition ready?
• 1:20:48
  I'd say I competed like hardcore.
• 1:20:51
  I did it.
• 1:20:52
  Yeah, Bikini, I did the MPC and then I did the WBS, which was like less, you know?
• 1:20:59
  And I wouldn't, I wouldn't do the voice like I, and the MPC was like really big into
• 1:21:03
  that.
• 1:21:04
  You know, even the natural you saw, you saw, well, I don't, I don't never natural.
• 1:21:08
  It was too much and I'm so crazy with the heart nonsense that I just couldn't do it anymore.
• 1:21:13
  Like it was, it was unrealistic to live like that and also when women do this, I mean,
• 1:21:17
  like in their voice changes, I didn't do, I didn't, I didn't none of this.
• 1:21:20
  I didn't do.
• 1:21:21
  I would not take it for you.
• 1:21:22
  I did it.
• 1:21:23
  My girlfriend was my trainer and she gave me computer all and I was like, I'm not doing
• 1:21:27
  this and then try to give me a, I just didn't do it.
• 1:21:30
  I couldn't do it.
• 1:21:31
  First of all, if you're stressed about your heart, I just didn't, that's exactly why I didn't
• 1:21:34
  do it.
• 1:21:35
  That in the steroids, I was like, I'm not doing best.
• 1:21:38
  And it's at the time, if you, if you immerse yourself in like gym culture, it's like actually
• 1:21:42
  very, you feel like it's normal because everybody is doing it.
• 1:21:46
  That's right.
• 1:21:47
  Even from born in Toronto, raised in Ottawa, back to Toronto, then down down to Miami.
• 1:21:52
  But like, there was a, for some reason, I feel like there was more of a bodybuilding culture
• 1:21:57
  in Canada than I even see down here.
• 1:21:59
  Like there was in South, where's this not Chris Bums that he's from Ottawa, like all
• 1:22:03
  these guys are from like Chris are, yeah, a lot, not all of them, but a lot of guys are
• 1:22:08
  from like Ontario.
• 1:22:09
  There's a huge bodybuilding culture.
• 1:22:11
  It's so cold.
• 1:22:12
  You don't need it.
• 1:22:13
  You don't have to breathe.
• 1:22:14
  I think so.
• 1:22:15
  Yeah.
• 1:22:16
  And in South where you just buy your abs, you can like buy them here.
• 1:22:19
  That's wild.
• 1:22:20
  You can chisel them.
• 1:22:21
  Everybody.
• 1:22:22
  Everybody that you go to a gym in Ottawa or Toronto.
• 1:22:26
  And I would say like 70% of the guys are visibly like on shit.
• 1:22:32
  That's how, I mean, that's, that was the big life when I was competing with the same thing.
• 1:22:35
  I just was, I couldn't do it.
• 1:22:36
  I didn't want it.
• 1:22:37
  That's why it's over the WBFF, but they still weren't, they, they weren't so naturally.
• 1:22:42
  Yeah.
• 1:22:43
  Still super hard on your body.
• 1:22:44
  It's fine.
• 1:22:45
  Like, now I don't, obviously, I mean, even close to competing, but it's fun.
• 1:22:49
  Just to like, yeah, I still, I still go to the gym as like my place of relaxation.
• 1:22:54
  And it's like my zen and it sort of, these stresses me.
• 1:22:57
  I go every day.
• 1:22:58
  I have to.
• 1:22:59
  Every day, at least at least five to six times a week.
• 1:23:02
  It's funny.
• 1:23:03
  I mean, move down here.
• 1:23:04
  I actually, for the first time in my life, was he moved to a condo in Fort Lauderdale.
• 1:23:08
  I started using a condo gym and not like a commercial gym.
• 1:23:10
  It was probably nice.
• 1:23:11
  No.
• 1:23:12
  But I felt like I was like giving up because you weren't around other day.
• 1:23:17
  No, but also it's like, I used to be the kind of person that if I traveled, I'd find out
• 1:23:21
  if the hotel has like a nice, that's what I, that's what I, at least if they have a gym,
• 1:23:25
  yeah.
• 1:23:26
  But now since we're down here, there's a whole bunch of gyms in the town.
• 1:23:28
  So it's easier.
• 1:23:29
  Anyway, it's just besides the point.
• 1:23:30
  I have one in my house.
• 1:23:31
  I built one in my house.
• 1:23:32
  I did that during COVID.
• 1:23:34
  I, well, that's where it started because I'm like, fuck this.
• 1:23:36
  If they ever close the gym when I'm like, I'm not doing it.
• 1:23:38
  So Florida was it.
• 1:23:39
  Florida was good.
• 1:23:40
  I mean, good as subjective.
• 1:23:41
  It was good.
• 1:23:43
  Yeah, we, it was fine, but for like the two weeks that we couldn't do anything,
• 1:23:46
  I was like, forget, but I built it not only for that, because my daughter was going
• 1:23:50
  to high school and we built the gym in the house.
• 1:23:52
  But now I'm like, too embarrassed to tell my husband that I want to just go back to
• 1:23:55
  the regular gym because we spent so much money to build it in the half.
• 1:23:59
  But I like working out with other people at energy.
• 1:24:01
  It's G.
• 1:24:02
  Yeah.
• 1:24:02
  I like working with other people.
• 1:24:03
  It like gets me motivated.
• 1:24:04
  So I like me too.
• 1:24:05
  And I wish I don't, I don't really have this here because I haven't been down here
• 1:24:09
  in like this area long enough.
• 1:24:10
  But I actually like when you go to the gym a lot, then you start to see the regular.
• 1:24:13
  Yeah.
• 1:24:14
  And then you know people in the gym and it feels comfortable.
• 1:24:16
  I know, but I'm too embarrassed.
• 1:24:17
  I'm not after we spend all this super money and now I'm too embarrassed to be like, I want
• 1:24:20
  to go.
• 1:24:21
  I do actually have an EOS membership from when I travel because EOS is everywhere.
• 1:24:24
  We're, it's not down here.
• 1:24:25
  There's an EOS here somewhere.
• 1:24:26
  There's an EOS.
• 1:24:27
  I don't think I know it.
• 1:24:28
  EOS is a nice gym, but I did it because of Vegas.
• 1:24:31
  And so I, well, in South Florida, they have it when I visit my mom.
• 1:24:35
  But now I'm too embarrassed because I gave up my Ellie fitness one and my husband
• 1:24:39
  after we spent all this money, he'd be like, I can't, you know, like, I know, so I use
• 1:24:43
  me.
• 1:24:44
  So it's a nice gym.
• 1:24:45
  It's a nice home.
• 1:24:46
  It's a full.
• 1:24:47
  It's like mine during cold.
• 1:24:48
  It was literally just taking the basement, putting like the gym flooring down.
• 1:24:52
  And then I, there was nothing available on Canada.
• 1:24:55
  Everything was sold out.
• 1:24:56
  We went to like gym by like a whole set.
• 1:24:58
  Everything was sold out.
• 1:24:59
  So on Facebook marketplace, I found a guy that was selling it was like a, it was like
• 1:25:05
  a home gym from like the, like the Gix, Deezers, Devonies, it was like, I'll take it.
• 1:25:08
  I'm like, like, bring it over and that's all I had.
• 1:25:12
  I don't do.
• 1:25:13
  Like two years.
• 1:25:14
  Yeah.
• 1:25:15
  That's all you could do.
• 1:25:16
  I had all these like plyometric stuff.
• 1:25:17
  And then finally, like we, I mean, we were able to get the gym coordinator.
• 1:25:20
  And so, um, yeah, I think it's, listen, I think that, I think that, I don't know.
• 1:25:25
  I've always found the people that are athletes or have some sort of outlet like that.
• 1:25:30
  It translates into other.
• 1:25:32
  It does discipline.
• 1:25:33
  It's really good.
• 1:25:34
  I don't meditate.
• 1:25:35
  Deepak was trying to get us to meditate yesterday.
• 1:25:37
  I could not do it.
• 1:25:38
  Do you meditate?
• 1:25:39
  No, I don't.
• 1:25:40
  Yeah, I don't meditate.
• 1:25:41
  I couldn't do it.
• 1:25:42
  My brain just doesn't function.
• 1:25:43
  I always joke.
• 1:25:44
  I'm like, fuck meditation.
• 1:25:45
  Just go deadlift.
• 1:25:46
  I just can't do it.
• 1:25:47
  I was really trying.
• 1:25:48
  And then I was doing like one of these.
• 1:25:49
  I'm like, looking around.
• 1:25:50
  I'm like, who's really meditating here?
• 1:25:52
  Some people are very into it.
• 1:25:54
  I didn't even know you had it.
• 1:25:55
  There was like, they were doing it in like a specific stance, I guess, with your hands open.
• 1:25:59
  I didn't even know there was meditation etiquette.
• 1:26:00
  I had no idea.
• 1:26:01
  I don't know anything about it.
• 1:26:02
  No, for me, it's like just bust my ass and kick my own ass at the gym.
• 1:26:06
  What I thought, but they were meditating.
• 1:26:08
  They even do retreats for this.
• 1:26:10
  Meditation retreats in India.
• 1:26:11
  Yeah.
• 1:26:12
  And now, I mean, like actually, I mean, I don't know if you, I've always found like modern
• 1:26:15
  health overwhelm is very strange.
• 1:26:17
  Like, I find it strange because people will do anything except lift heavy ass weights.
• 1:26:22
  So I don't understand why people are so into like red light sauna or cold plunge for
• 1:26:28
  all these weird bad cold plunge.
• 1:26:29
  I didn't.
• 1:26:30
  I never do.
• 1:26:31
  And I hate it.
• 1:26:32
  But I, and now, like now people are, I mean, now there's like peptides and ozampic.
• 1:26:37
  And I still don't get why people have such a hard time just fucking going to the gym.
• 1:26:42
  They don't want to go out.
• 1:26:43
  People don't like going.
• 1:26:44
  But they'll spend time and money and energy doing everything, but going to the gym, like
• 1:26:49
  it's so confusing to me.
• 1:26:50
  That's what it is.
• 1:26:51
  It's society that we're in.
• 1:26:53
  Nobody really wants.
• 1:26:54
  That's what you were saying.
• 1:26:55
  Like you don't see a lot of people or there's not a big gym culture anymore.
• 1:26:58
  You don't need to.
• 1:26:59
  A lot of people don't need to do that.
• 1:27:00
  I see people doing the most ridiculous exercises, I see people, there's what's the term.
• 1:27:06
  So I used to be like, I used to listen to and read like Lane Norton's work, who was
• 1:27:12
  like an OG in the bodybuilding space, Martin Burkhan, who was like the founder of intermittent
• 1:27:17
  fasting.
• 1:27:18
  I used to love reading their stuff and actually I had Lane Norton on the podcast.
• 1:27:22
  But Martin Burkhan, who was really the guy who invented, not invented, but first put
• 1:27:28
  on the internet, the idea of intermittent fasting, he used to call all these weird exercises
• 1:27:35
  that people do a fuck arounditis.
• 1:27:37
  Like I see people do weird shit in the gym.
• 1:27:40
  I've seen them do like bizarre things.
• 1:27:42
  I also think that it's a, it's the sometimes the fault of the trainer that wants to create
• 1:27:48
  such a complicated workout regime that you cannot fire them because you never fucking
• 1:27:52
  understand what to do, which never be sad.
• 1:27:56
  But if you think about it, like what are the incentives for a trainer to give you something
• 1:28:01
  simple, or even my god, I mean, my trainer gave me some bizarre things to do, like a duck
• 1:28:05
  walk.
• 1:28:06
  I didn't know what a duck walk was.
• 1:28:07
  Listen, I'm sure there's some benefit to it, but I think that ultimately 95% of the
• 1:28:12
  results can just be from like understanding macros and doing like some compound lists
• 1:28:18
  in the gym.
• 1:28:19
  And that will give you a better body and make you healthier, not just aesthetically, make
• 1:28:23
  you healthier than 90% of the population.
• 1:28:26
  I agree.
• 1:28:27
  I know.
• 1:28:28
  Like this.
• 1:28:29
  Okay.
• 1:28:30
  What did I, what did I not ask you that I should?
• 1:28:31
  It will be another topic that you want to leave the audience with, there's some last words
• 1:28:36
  of wisdom.
• 1:28:37
  And ask me everything.
• 1:28:38
  I would just, you know, like the words of wisdom, I would say is that, hey, and I say
• 1:28:41
  this to everybody, there is nothing special about me, like you gave me all these nice
• 1:28:45
  compliments.
• 1:28:46
  So I think I'm going to come back just to hear that, but the reality is I'm just like
• 1:28:49
  everybody else.
• 1:28:50
  That's the only thing that ever set me aside is the will, the why and why you do well
• 1:28:55
  in life.
• 1:28:56
  And never about money, ever, it's not about that anymore.
• 1:28:59
  It's really about giving back and allowing other people to live, the reality that I've
• 1:29:04
  been able to live and anybody can do it, anybody, all you have to do is put in some hard
• 1:29:08
  work.
• 1:29:09
  I love it.
• 1:29:10
  Easy.
• 1:29:11
  I mean, it comes in sense is not always common, but that's really it.
• 1:29:15
  It's all it comes down to.
• 1:29:16
  I was in born with a silver spoon in my mouth.
• 1:29:18
  I don't come from a lot of money, I come from a single family home.
• 1:29:20
  That's like, that's the reality.
• 1:29:23
  That, you know, with a lot of hard work and some internal belief and some setbacks.
• 1:29:27
  Look, and that was the other thing.
• 1:29:29
  Like, there's going to be setbacks in life.
• 1:29:31
  That's what life is about.
• 1:29:32
  It's all about learning lessons and building blocks, but use those of building blocks to
• 1:29:35
  build you.
• 1:29:36
  Don't use them as like, you know, the, the tell, I'll be all that's not your story.
• 1:29:41
  You can rewrite your story anytime you want.
• 1:29:43
  I love that.
• 1:29:44
  Where do you want to connect with people?
• 1:29:46
  What's the socials, website, all that?
• 1:29:48
  The best place to find me is my Instagram, Maradorn, or you can see me.
• 1:29:52
  You can visit my website, same thing, Maradorn.
• 1:29:55
  Okay, perfect.
• 1:29:56
  Last question I like to ask.
• 1:29:59
  So you've had all these different seasons in your life, you, you know, you sort of figured
• 1:30:03
  a lot of different things out.
• 1:30:05
  If you could leave your kids with one piece of advice or one word of wisdom, what would
• 1:30:11
  that be?
• 1:30:12
  You can do anything in this life that you set your mind to.