Latest / Found-HER with Kimberley Hiebert / He'd Get the Loan. She Got a No ft. Andrea Reindl

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He'd Get the Loan. She Got a No ft. Andrea Reindl · Found-HER with Kimberley Hiebert

• 0:04
  SPEAKER_01: Okay, hey besties.
• 0:05
  SPEAKER_01: Welcome back to Found Her.
• 0:07
  SPEAKER_01: I have another guest today, and this is her.
• 0:09
  SPEAKER_01: Her name is Andrea Rhindel.
• 0:11
  SPEAKER_01: And what I really love about Andrea, we're she's new to me, new to my world.
• 0:15
  SPEAKER_01: And so you guys are gonna go on a journey with me and learning about the magic that Andrea brings to business, brand development, business development, sales, all the things.
• 0:25
  SPEAKER_01: She's been in business for 25 years.
• 0:27
  SPEAKER_01: She has is a very intelligent conversationalist, and I'm really excited for her to share some of her takeaways of what she has seen in the development of business and brand and what we should be doing now, and depending on the business we're building.
• 0:42
  SPEAKER_01: So welcome to the Found Her Podcast, Andrea.
• 0:44
  SPEAKER_01: We're really excited to have you.
• 0:45
  SPEAKER_00: Oh, thank you.
• 0:46
  SPEAKER_00: I'm glad to be here.
• 0:48
  SPEAKER_01: Um, maybe you can just give us a little bit more of context about who you are and kind of some of your uh professional experience.
• 0:55
  SPEAKER_01: Normally on this podcast, we we go talk a lot about our personal growth and experience and all that kind of stuff.
• 1:01
  SPEAKER_01: So feel free to add what you need to, but also a little bit.
• 1:04
  SPEAKER_01: I think today we're gonna be doing some education around business and brand development.
• 1:08
  SPEAKER_01: So yeah, let us yeah, give us a little insight.
• 1:11
  SPEAKER_00: Sure.
• 1:11
  SPEAKER_00: So I'm an Alberta girl.
• 1:13
  SPEAKER_00: I grew up in small town Carolina, if you know where that is.
• 1:15
  SPEAKER_00: Grew up in a business family.
• 1:17
  SPEAKER_00: I only was around business from the time I was little.
• 1:20
  SPEAKER_00: My parents owned a hospitality business, a restaurant, a store, and a campground.
• 1:24
  SPEAKER_00: And I, a friend of mine always has said I have a build a better business disease, which is like any business I walk into, I can I love that.
• 1:31
  SPEAKER_00: Build a better business disease.
• 1:33
  SPEAKER_00: That's a great tagline.
• 1:34
  SPEAKER_00: Years ago, someone said that to me, and I was like, Yeah, it's true.
• 1:37
  SPEAKER_00: Like I'm a sucker for experiences, and then always I'm attuned to how could this even be done better?
• 1:44
  SPEAKER_00: It's it's not that I'm critical.
• 1:45
  SPEAKER_00: Like, I think people do great jobs, but always I'm like, Oh, I had that this over here.
• 1:48
  SPEAKER_00: If you put those two together, that'd be great.
• 1:50
  SPEAKER_00: Professionally, when I was really young, like early in my days, my mom will tell you I started a business when I was 11.
• 1:56
  SPEAKER_00: Oh, nice.
• 1:56
  SPEAKER_00: I did wholesale earring earrings that I was making for 20 bucks.
• 2:01
  SPEAKER_00: Oh, wow, like ages ago, and they were selling them for$40.
• 2:04
  SPEAKER_00: I bought similar earrings for$50 a few years ago.
• 2:07
  SPEAKER_00: So I was doing well and didn't know it.
• 2:10
  SPEAKER_00: And then I did the like early in my 20s, the rich dad, poor dad thing, bought some rental properties.
• 2:16
  SPEAKER_00: Oh, okay.
• 2:16
  SPEAKER_01: Yeah, started building some.
• 2:18
  SPEAKER_00: Yeah, I got married young, I had two kids, I got divorced young the first time, I got divorced another time.
• 2:24
  SPEAKER_00: Um, I built businesses along the way, but I think the thing that I do now that's most relevant is fifth in 2010, I started working in publishing and really understanding books and how to grow brands around books.
• 2:39
  SPEAKER_00: And I worked for Oh my god, I didn't realize that.
• 2:41
  SPEAKER_00: Yeah, I didn't you said that.
• 2:43
  SPEAKER_00: I'm like, that's hilarious.
• 2:45
  SPEAKER_00: I used to put books on the New York Times bestsellers list.
• 2:47
  SPEAKER_00: Like we Oh my god, you're my girl.
• 2:48
  SPEAKER_00: I need you.
• 2:50
  SPEAKER_00: We promoted books that would sell at least 20,000 copies and then make sure that they were put into the system well that would get books on the bestsellers list.
• 2:57
  SPEAKER_00: So that's when I really learned about brand and business development through the lens of a book being how you set up your intellectual property to be a brand.
• 3:07
  SPEAKER_00: And it is, I'm often, we were having this conversation before that marketing is sometimes what people call that.
• 3:14
  SPEAKER_00: But when you really want to dig into it, it if you do brand development really well and you're so clear about who you are, and then you do great business development and you know how to sell, you kind of don't need marketing.
• 3:26
  SPEAKER_00: The rest of it takes care of itself.
• 3:28
  SPEAKER_00: So that's really what I do with clients now is helping them get super clear about who they are, build the assets that are intellectual property based that they need.
• 3:35
  SPEAKER_00: So it's books, it's podcasts, it's YouTube shows, it's shorts, it's all that stuff.
• 3:39
  SPEAKER_00: Great content and great skills to create great content around who you are, and then uh build businesses from it.
• 3:45
  SPEAKER_01: So wow, this is this is uh hilarious.
• 3:48
  SPEAKER_01: Um, because uh I'm just in the no, I'm gonna I'm just in the process of trying to decide.
• 3:52
  SPEAKER_01: Well, in my gut, we were talking about energy before, right?
• 3:56
  SPEAKER_01: And uh in my gut, my gut tells me that to go for traditional publishing for my memoir.
• 4:02
  SPEAKER_01: Yeah, like a traditional publishing route.
• 4:04
  SPEAKER_01: And I've just gone down, I've I have hybrid published a book already, like before my husband and I did.
• 4:09
  SPEAKER_01: And so I know that route.
• 4:10
  SPEAKER_01: I know I could do a pay-to-play.
• 4:12
  SPEAKER_01: Yeah, and then then there's the traditional, but it doesn't matter either way.
• 4:17
  SPEAKER_01: This whole piece around distribution and around like, okay, so writing the book is one thing.
• 4:23
  SPEAKER_01: Like, and it's I kind of like okay, creating the business is one thing, but how do you develop it and get it out there so that people know it's there so they can choose it?
• 4:33
  SPEAKER_01: And that's kind of the bigger story, whether it is a book, so I'm having that big aha.
• 4:37
  SPEAKER_01: I don't, I'm not gonna lie, it did give me a like, oh my God, I gotta, I gotta, although it's gonna take me six to nine months to write it, I got I've gotta be working on that development and what that is first.
• 4:50
  SPEAKER_01: Well, ultimately at the same time, but anyway, it was so I love that.
• 4:54
  SPEAKER_01: That's your uh you uh it's I'm gonna pick your brain later.
• 4:58
  SPEAKER_00: Totally.
• 4:59
  SPEAKER_00: And you know, it it for anyone thinking about writing a book or for you with a memoir, it you're right that it's about writing the book is a really lot of work.
• 5:07
  SPEAKER_00: It is, and I have so much, I have not written a book, and the reason is I know how much work it is.
• 5:11
  SPEAKER_00: Like I know that's the deal.
• 5:12
  SPEAKER_00: It's it's a lot of work to write a book.
• 5:13
  SPEAKER_00: I do have one kind of sketched, but it's not like you know, I get into it, I'm like, I'm still not clear enough to write it.
• 5:20
  SPEAKER_00: But then selling it is a whole, you know, like that business development of being able to sell it and get in front of the right rooms and pit yourself as a speaker or whatever it is that you want to do with it, you know, it's it's not quite so simple as write a book and go on Oprah.
• 5:33
  SPEAKER_01: I know, right?
• 5:34
  SPEAKER_00: There's a lot of steps between now and Oprah.
• 5:38
  SPEAKER_01: People think that, like even when it comes to business, right?
• 5:41
  SPEAKER_01: It's like create the business structure and and like secretly, and then boom, you just all of a sudden you're there and you've made it.
• 5:48
  SPEAKER_01: And so let's start there.
• 5:50
  SPEAKER_01: Cause this means you have to be really deliberate in the business.
• 5:55
  SPEAKER_01: I don't know what comes first, the business or the brand, probably the business development or the brand development, whatever you can help us sort that out.
• 6:01
  SPEAKER_01: But I see a lot of women and a lot of the women that kind of hang around me are really focused on impact-driven businesses.
• 6:11
  SPEAKER_01: And so they lead with impact, they build their strategy around impact first.
• 6:15
  SPEAKER_01: And I'm I'm just curious, what is your takeaway on that?
• 6:18
  SPEAKER_01: How do you see that?
• 6:19
  SPEAKER_01: And I mean, I know my own, but I'm curious to hear from you.
• 6:22
  SPEAKER_01: Is that your experience as well?
• 6:24
  SPEAKER_00: It's it is my experience, but I sort of flip that a little bit.
• 6:27
  SPEAKER_00: So I put it in a triangle.
• 6:28
  SPEAKER_00: I'm happy to send you this triangle to pop for people.
• 6:31
  SPEAKER_00: But basically, if you imagine a triangle, at the bottom of the triangle is uh our pyramid, at the bottom of it is income, and then in the middle is influence, and at the top is impact.
• 6:42
  SPEAKER_00: And I think those are three things that we all want impact, but frankly, you need money to make a difference.
• 6:48
  SPEAKER_00: Like Mother Teresa moved money.
• 6:50
  SPEAKER_00: I know that you know, we all think, oh, she didn't have a lot of money.
• 6:52
  SPEAKER_00: Are you kidding me?
• 6:53
  SPEAKER_00: That woman was so wealthy, she was so well funded.
• 6:56
  SPEAKER_00: She could make such a difference because she has so much money.
• 6:58
  SPEAKER_00: So I really think you need to think about a business, even if it's an impact-driven business, needs to make money.
• 7:03
  SPEAKER_00: And then influence is the length of your arms.
• 7:06
  SPEAKER_00: It's like, how many people can you reach?
• 7:08
  SPEAKER_00: Can you pick up the phone and can you call somebody who can make a difference?
• 7:11
  SPEAKER_00: Or can you, you know, pick up the phone and get yourself on TV, or can you, you know, send an email and sell something?
• 7:18
  SPEAKER_00: Like, you know, that's influence.
• 7:20
  SPEAKER_00: And then impact is a natural.
• 7:23
  SPEAKER_00: If you have, if you started with the vision of impact and you get those other two right, then you will make a big difference.
• 7:29
  SPEAKER_01: Okay.
• 7:29
  SPEAKER_01: So then what I see is women lead with impact, and then they have a they have a business plan that's flipped upside down.
• 7:37
  SPEAKER_00: Yep.
• 7:37
  SPEAKER_01: They're exhausted because they're trying to they're trying to create momentum based on impact, which they I see they see is like giving, giving, giving, giving, giving.
• 7:49
  SPEAKER_00: Yep.
• 7:50
  SPEAKER_01: And um, then they end up just exhausted with this business that's not serving them.
• 7:54
  SPEAKER_01: Um totally.
• 7:55
  SPEAKER_00: And then they run out of energy, they run out of money, yeah, you know, and you like if you can pay to protect your energy, then you can keep making a difference.
• 8:04
  SPEAKER_00: But if you get burnt out, you're you're you know dead in the water, like it doesn't work.
• 8:09
  SPEAKER_01: Yeah, okay.
• 8:09
  SPEAKER_01: So the last time we met, we talked a little bit and about this one thing.
• 8:13
  SPEAKER_01: And this is about you saying the difference between men and women and how they invest in building, you know, their business from your perspective.
• 8:20
  SPEAKER_01: And I thought was a really profound statement.
• 8:23
  SPEAKER_01: And I said, that's what I said to you.
• 8:25
  SPEAKER_01: Hey, let's stop this conversation.
• 8:26
  SPEAKER_01: Let's put a podcast on it because I think it's really powerful and a conversation that I think we need to bring top of mind to women.
• 8:35
  SPEAKER_01: And what is that?
• 8:35
  SPEAKER_01: Can you share that a bit?
• 8:36
  SPEAKER_00: So, yeah, I'll should kind of share my perspective and why I said it too.
• 8:39
  SPEAKER_00: Is that uh so I work transparently, I work with both men and women, and at times in my business, I've and I've been in this business for 15 years, and I've managed to always make payroll and do fine, and you know, like it's support yourself and all the supported myself.
• 8:53
  SPEAKER_00: I am a single mom, I have two kids, you know.
• 8:55
  SPEAKER_00: Like I have definitely I run a business that supports me.
• 8:59
  SPEAKER_00: So what I notice is that like at times I've worked primarily with men, and men will say things like, you know, they'll call, they'll want a result, I'll tell them what it costs, and they'll say, Great, I'll send you the check or I'll send you the wire or send me the contract.
• 9:11
  SPEAKER_00: And like they don't, they don't needle me on like amount of money we're spending, when they're paying it, they'll pay it up front, you know, it's easy.
• 9:18
  SPEAKER_00: No, they've and then we just get to it, you know, there's not a lot of mind changing, we get to it and off we go.
• 9:24
  SPEAKER_00: When I work with women, there's a lot more hesitation, they have a lot more questions, they have, and and then when it comes down to paying, it's like they pull back.
• 9:34
  SPEAKER_00: And I'm a service-based business, right?
• 9:35
  SPEAKER_00: So we and we like people spend decent money with us, we're not ridiculously expensive or anything, but it's also not$500, you know?
• 9:42
  SPEAKER_00: So it's and so when I was looking at my business a while ago, I talked to my operations manager, and I was, and because we work with a lot of women and I love supporting women, there's and there's this movement right now to be like female founders or female led, or we work with female businesses, like I there's a lot of that, and we have some shared friends.
• 10:00
  SPEAKER_00: I probably I don't know how much I know we have some shared friends, yeah, that that's what they do.
• 10:05
  SPEAKER_00: What I find though is that the women don't commit as fast and don't spend as much.
• 10:09
  SPEAKER_00: So, as a business, when I'm looking at like I also have to feed my children and I have to pay for, I have two universities that I'm paying for right now, right?
• 10:16
  SPEAKER_00: So when I look at it, I was like, ah, it feels risky to me to say, Hey, I'm only gonna work with women because we don't invest in ourselves the same way and we're hesitant.
• 10:27
  SPEAKER_00: So, like uh, so I'm keeping the neutrality as a like self, like this is just from my seat where I'm like, oh, this is your business plan.
• 10:35
  SPEAKER_01: You have to see where the revenue comes from and how it flows.
• 10:38
  SPEAKER_00: Part of me, there has been times where I'm like, oh, wouldn't it be great if we only served women?
• 10:43
  SPEAKER_00: And yet this is a I think we're we get in our own way.
• 10:47
  SPEAKER_00: Like I and I've learned from working with men and with women, I think we as women sometimes business owners get in our own way.
• 10:54
  SPEAKER_01: And do you think that that's like is that because as women historically, like, and I know that's shifting, but historically, women are the not the decision makers of households, incomes, all that kind of stuff, kind of in the past.
• 11:07
  SPEAKER_01: We see a lot more women contributing, not being the main decision maker in home life, finances, and then translated.
• 11:16
  SPEAKER_01: Is it something along those lines?
• 11:17
  SPEAKER_01: Like I mean, I've seen a shift definitely.
• 11:19
  SPEAKER_01: I'm almost 60, right?
• 11:21
  SPEAKER_01: So I've seen that shift a little bit over the years, but I'm sure that's part of it.
• 11:25
  SPEAKER_00: Like, I'm sure there's some of that that goes into it.
• 11:28
  SPEAKER_00: I'm sure there's also what's been modeled to us, you know.
• 11:31
  SPEAKER_00: If you look at men between our age, I'm 46, so we're like, you know, if you go between our ages and a little older and a little younger than you and I, we didn't have a lot of role models of women who invested themselves and spent money.
• 11:43
  SPEAKER_00: So, and and boys did.
• 11:45
  SPEAKER_00: Boys would have had that with their dads or with men, or they would have just seen that's away.
• 11:49
  SPEAKER_00: The other thing I see really commonly is that men right away will move to using someone else's money.
• 11:56
  SPEAKER_00: They'll go get a loan at the bank, they'll, you know, go raise some money, like I don't care.
• 12:00
  SPEAKER_00: Whatever you want to call other people's money.
• 12:02
  SPEAKER_00: Yeah, yeah.
• 12:03
  SPEAKER_00: They have no problem, OPM.
• 12:06
  SPEAKER_00: They have no problem, maybe like carrying a loan and just seeing it as the cost of doing business.
• 12:10
  SPEAKER_00: Like they have that more sort of spreadsheet type brain, and women don't necessarily.
• 12:15
  SPEAKER_00: I also know that historically, like I live on my own and I have my own house and mortgage, and I'm always grateful.
• 12:21
  SPEAKER_00: Like, I actually often when I make my mortgage, like I don't actually make my mortgage payment, but like when I look at my bank account and I look at those things, I'm like, I'm so grateful I get to make a mortgage payment and that I'm the only person on title because that wasn't possible like 40 years ago for a woman.
• 12:36
  SPEAKER_00: Right.
• 12:36
  SPEAKER_00: You know, and if it was, you had to be so incredibly morale, you know, like we we weren't just the banks were even behind us the same as they used to be.
• 12:44
  SPEAKER_00: My mom in uh I was already born, so like in the early 80s, my mom went to borrow some money from the Alberta Treasury brand saying Caroline, Alberta, and it wasn't a lot of money.
• 12:54
  SPEAKER_00: She wanted to buy a sewing machine so she could start a sewing business.
• 12:57
  SPEAKER_00: And the guy said no to the loan.
• 12:59
  SPEAKER_00: And she this is might be why I'm my mom like got fiery with her tongue, and she said, If I was a man, you would give me the loan, wouldn't you?
• 13:06
  SPEAKER_00: And he said, Yeah.
• 13:07
  SPEAKER_00: Oh, and so she was like, I'm out of here.
• 13:10
  SPEAKER_00: So she left the bank.
• 13:10
  SPEAKER_00: Of course, there were no cell phones, right?
• 13:12
  SPEAKER_00: So she leaves the bank, she stomps out, she found another way to get the money, borrowed it from someone else.
• 13:17
  SPEAKER_00: He called the next day and said, Oh, I changed my mind, I'll give you the loan.
• 13:20
  SPEAKER_00: Oh, and and she said, No, because she'd already bought the money from someone else.
• 13:24
  SPEAKER_00: But like, can you imagine even having to do that as a woman?
• 13:27
  SPEAKER_00: So I know, like, and that's not that long ago.
• 13:30
  SPEAKER_00: No, it is not long ago.
• 13:31
  SPEAKER_00: Like, I know I'm old, but not that old.
• 13:34
  SPEAKER_01: There's like the what I was I think I was a young mom, uh uh, it would have been the early 90s, and I got um a credit card in my own name, my own credit card.
• 13:43
  SPEAKER_01: And the my husband didn't know, like the bank, you know, that I just got it on my own.
• 13:48
  SPEAKER_01: And when I told him, he was he was dumbfounded.
• 13:51
  SPEAKER_01: He was like, Well, because it was back in the day where he would have to sign.
• 13:57
  SPEAKER_01: What's the actual so when we're like, yeah, do you just do what I mean?
• 14:01
  SPEAKER_01: Like, we get we we got treated like kids.
• 14:04
  SPEAKER_01: So I'm just wondering if if for women, when it comes to deciding on how to use and leverage what they can for their dreams, yeah, I I think, yeah, it's conditioning, it's exposure, it's all right.
• 14:15
  SPEAKER_00: Conditioning is in our zone, we didn't have you know mentors, maybe, and so like I think for women, one of the best things we can do for ourselves is just bring awareness to it, number one, and then start to think about like, if I were a man, how would I do this?
• 14:30
  SPEAKER_01: Right, you know, like that I'm gonna do that.
• 14:33
  SPEAKER_01: If I were a man, how would I do this?
• 14:36
  SPEAKER_00: Log behind the scenes, someone like me as a service provider.
• 14:39
  SPEAKER_00: You know, it's I feel like it's more risky to be only all in on women.
• 14:43
  SPEAKER_00: And like this would be a fun round table to pull some of our friends who are only all in women businesses because I also like rally behind them and in so many ways I want women to make more money.
• 14:54
  SPEAKER_00: Yeah.
• 14:55
  SPEAKER_01: Oh, that's interesting.
• 14:56
  SPEAKER_00: And that requires that we have to invest in ourselves.
• 14:58
  SPEAKER_00: Like we have to pull up our socks and and be willing to invest and you know, and maybe ask other service providers the same thing.
• 15:04
  SPEAKER_00: Cause I know I'm not the only one who has that same belief.
• 15:07
  SPEAKER_01: Right.
• 15:07
  SPEAKER_01: Yeah.
• 15:07
  SPEAKER_01: I like that.
• 15:08
  SPEAKER_01: I like the I like the pyramid, the visual.
• 15:10
  SPEAKER_01: So for those listening, just a reminder the income, uh, influence, and then impact, and just to check to see what what is what is it, what are you leading with and what is driving your business.
• 15:21
  SPEAKER_01: So if you were to, we talked uh briefly before we hit record about the difference between building a brand, like a big, big brand, versus like what do you, you know, you said you talk uh you work a little bit differently because building a brand, like a big brand outside of yourself versus a business around yourself.
• 15:40
  SPEAKER_01: You said there's a distinct difference as to how that development would take place.
• 15:45
  SPEAKER_01: Can you share a little bit more about that?
• 15:46
  SPEAKER_00: Yeah, totally.
• 15:47
  SPEAKER_00: So we were talking about this with your business door gurus, right?
• 15:49
  SPEAKER_00: It's I see that as a like a brand that you're building outside of yourself and therefore has, you know, you like you, it's like everyone sits in a boardroom and decides this is what we're gonna build and this is how it's gonna feel.
• 16:02
  SPEAKER_00: And here's the thing.
• 16:03
  SPEAKER_00: And you're gonna influence it with your wisdom, obviously, and your experience and all that stuff.
• 16:07
  SPEAKER_00: But really, it's a standalone thing that's a brand that eventually takes off and has its own thing.
• 16:11
  SPEAKER_00: I worked for a long time with um one of the founders of Zumba, and who is the C like he's he's one of the brothers that own Zumba, but he um he said he remembers when they got really clear what Zumba was gonna be.
• 16:24
  SPEAKER_00: Like Zumba started to tell them who Zumba was.
• 16:27
  SPEAKER_01: That's kind of what I said about Dar gurus.
• 16:29
  SPEAKER_01: After about year two, it started to take on its own personality and persona and all that.
• 16:35
  SPEAKER_00: Yeah, it's like having a kid, right?
• 16:37
  SPEAKER_00: Like you when you have those kids, and then one day you look at them, you're like, Oh, I contributed to that, but that's not me.
• 16:42
  SPEAKER_00: That's what a brand is like when it's outside of you.
• 16:44
  SPEAKER_00: Now, when your business is based on you, like you're building, you're writing a book and a memoir, and that's going to be a business, or you're a consultant based on your intellectual property, or you're a um you're a blogger or podcaster or YouTuber, and it really is more based on you.
• 16:59
  SPEAKER_00: Then when I think I think when we start to evaluate what brand really is, it's this thing of how do you get it so in alignment with who you are that it feeds your soul, it supports your life, and it serves and nourishes you.
• 17:13
  SPEAKER_00: And that means it has to be aligned with who you are, and then also a really, really ideal client that lights you up and one that's willing to pay you money for what you do for them.
• 17:24
  SPEAKER_01: Right.
• 17:25
  SPEAKER_01: Okay, so do you get do you yeah?
• 17:27
  SPEAKER_01: So I hope people listening can hear the difference between that because it's so important to understand.
• 17:33
  SPEAKER_01: So you talked a lot about energy and working with the energy and natural design of uh your clients.
• 17:38
  SPEAKER_01: Do you do this with men too, by the way?
• 17:40
  SPEAKER_01: Totally, I do.
• 17:41
  SPEAKER_00: Yeah, I do with both of them.
• 17:43
  SPEAKER_00: Yeah, I I actually like part of my onboarding is send me your your stuff, like your Myers Briggs and your Working Genius and your which I love working genius.
• 17:51
  SPEAKER_00: I don't know if you know that.
• 17:52
  SPEAKER_01: I've never heard of working genius.
• 17:53
  SPEAKER_00: Oh, I love it.
• 17:54
  SPEAKER_00: We can look it up.
• 17:55
  SPEAKER_00: It's by Patrick Lincioni, it's working genius.
• 17:58
  SPEAKER_00: I really like it for practically how to work with someone.
• 18:01
  SPEAKER_00: Oh, this might be very helpful.
• 18:03
  SPEAKER_00: Yeah, it's internal things.
• 18:06
  SPEAKER_00: Actually, for the business you run, Dor Gurus, it's brilliant.
• 18:09
  SPEAKER_00: I'm not certified in it yet.
• 18:10
  SPEAKER_00: It's something I'm going to do.
• 18:11
  SPEAKER_00: Uh, I just'm not quite there yet.
• 18:13
  SPEAKER_00: You know, strengths finders, whatever those assessments are, send me those.
• 18:17
  SPEAKER_00: But then also send me your birth, place, day, and time because I look that up too.
• 18:23
  SPEAKER_00: I use human design also, and I'm looking at like, what's this unique blueprint of the person that we're building a business around?
• 18:30
  SPEAKER_00: Because you have particular gifts and you have stuff that you came here with that's a blueprint, and then you have what a friend of mine calls their you like the blueprint's what you came with, and the imprint is what you learned while you were here.
• 18:42
  SPEAKER_00: And so kind of find all that and put it together in a way that's gonna be uh something that's right for you.
• 18:49
  SPEAKER_01: Yeah.
• 18:49
  SPEAKER_01: And then do you this is beautiful.
• 18:51
  SPEAKER_01: I'm just like this, this just sums up a whole lot of things.
• 18:54
  SPEAKER_01: Uh, because in my role, uh, so I am a generator.
• 18:58
  SPEAKER_01: Oh, me too.
• 18:59
  SPEAKER_01: Yeah.
• 19:00
  SPEAKER_01: And are what's your profile?
• 19:01
  SPEAKER_01: Do you know when you like three five and four?
• 19:03
  SPEAKER_01: Three five.
• 19:04
  SPEAKER_01: It's three five.
• 19:04
  SPEAKER_01: We're the same.
• 19:05
  SPEAKER_01: Yeah, yeah, yeah.
• 19:06
  SPEAKER_00: Of course we are.
• 19:06
  SPEAKER_01: And yeah, and but there's things that I have to do as a founder that aren't in a line with that, right?
• 19:13
  SPEAKER_01: Like, yeah, because it's what I have to do for now.
• 19:16
  SPEAKER_01: But when I am truly in my generator energy, it's it is like electrifying.
• 19:22
  SPEAKER_01: And even now at my age, I now can see it, feel it.
• 19:26
  SPEAKER_01: I know when I'm in it, and I'm like, oh my God, we need more of that.
• 19:30
  SPEAKER_01: Yeah.
• 19:30
  SPEAKER_01: I need to get somebody else in the seat.
• 19:32
  SPEAKER_01: Yeah.
• 19:33
  SPEAKER_01: Not yet, but still.
• 19:34
  SPEAKER_00: And you get like generators because we have that constant access to our energy.
• 19:38
  SPEAKER_00: Yeah.
• 19:38
  SPEAKER_00: Um, I was just at a family reunion and I have this cousin that's a three-five generator, and she makes or she does permanent jewelry, like she subscribed.
• 19:45
  SPEAKER_00: Yeah, yeah.
• 19:45
  SPEAKER_00: That's what I got.
• 19:46
  SPEAKER_00: I know I got a couple of things.
• 19:47
  SPEAKER_00: I got one from Stacy.
• 19:48
  SPEAKER_00: Yeah, there you go.
• 19:49
  SPEAKER_00: So, anyway, she she does that.
• 19:52
  SPEAKER_00: And at midnight, we were starting to play a game, and she realized she'd forgotten to fix one of my cousin's pieces of jewelry.
• 19:58
  SPEAKER_00: So she's she pulls out her like little wand and she's fixing things at midnight while we're all getting ready to play a game.
• 20:03
  SPEAKER_00: And I was like, that is a generator on holiday.
• 20:05
  SPEAKER_00: Cause they like when they're when they have a yes and they're on, it's just I'm into this, right?
• 20:09
  SPEAKER_01: You're just in, yeah.
• 20:10
  SPEAKER_01: You're in and you're on.
• 20:11
  SPEAKER_00: Yeah.
• 20:11
  SPEAKER_01: And so for me, I even though I'm like, this is not my like, I don't, yeah.
• 20:16
  SPEAKER_01: I I started reading the next leap, the big leap, whatever it is, the next oh yeah, that by Gay Hendricks, right?
• 20:22
  SPEAKER_01: Yes, that's it.
• 20:22
  SPEAKER_01: Yeah, yeah, I haven't read that, but yeah.
• 20:24
  SPEAKER_01: Yeah, yeah.
• 20:24
  SPEAKER_01: So they talk about like your zone of genius, right?
• 20:26
  SPEAKER_01: The zone of genius, zone of zone of genius, zone of excellence, blah, blah, blah.
• 20:30
  SPEAKER_01: And so what I've realized is I have a zone of excellence that is very functional.
• 20:34
  unknown: Yeah.
• 20:34
  SPEAKER_01: But it's that zone of genius which taps into the generator.
• 20:37
  SPEAKER_01: So, like when we pitched to Dragon's Den, yeah, my husband and I, I was in my zone.
• 20:42
  SPEAKER_01: Now I can't reveal anything, but I was so I could take all six of those dragons on and the back and forth with the question, answer, the energy around it, all of it.
• 20:52
  SPEAKER_01: I was just like in my zone.
• 20:55
  SPEAKER_01: And my husband was like almost speechless.
• 20:57
  SPEAKER_01: At one point, he had said, I think I'm starstruck.
• 21:00
  SPEAKER_01: Like he couldn't, he was at one point.
• 21:05
  SPEAKER_01: I finally I did say, Move over, I'm just gonna answer all this.
• 21:08
  SPEAKER_01: Like, it's just it's so in my zone to bring that level of energy vision, and energy is the only word, and so it was just kind of funny.
• 21:16
  SPEAKER_01: The dragons really lot, like we all kind of had some fun with it, but you can really see it like him and I, totally different design.
• 21:22
  SPEAKER_01: Anyway, it's just and it's really fun.
• 21:24
  SPEAKER_01: And it was after I think I did three things in a 30-day period that had me in that generator energy, and that's what I was like, oh my god, this is where this is where I need to be.
• 21:33
  SPEAKER_01: Somebody else, I need a CEO, I need somebody else running the business.
• 21:36
  SPEAKER_00: Totally.
• 21:36
  SPEAKER_00: And like, and I have a guide for when I work with clients that is for each energy type of like oh so you know, here's how we're gonna work with you so that we're like working with you, like permission to be yourself, you know, if you're a manifestor or projector or whatever, just like permission to be that's so cool.
• 21:54
  SPEAKER_01: That's so cool.
• 21:54
  SPEAKER_01: So you you have all these very strategic, like structured things, and then you're like, and we need to know.
• 22:00
  SPEAKER_00: What human design and astrological astrological chart spreadsheet and and and actually one of my more well-known and wealthy clients, she said to me once that millionaires have therapists and billionaires have astrologists.
• 22:18
  SPEAKER_01: Oh nice.
• 22:20
  SPEAKER_01: Okay, well, make a note of that.
• 22:22
  SPEAKER_01: Although I do have an astrologist, but I'm not a billionaire yet.
• 22:26
  SPEAKER_01: Yet I uh my my Instagram handle uh I changed uh changed a while ago, but I or my bio I put uh building a hundred million dollar brand.
• 22:35
  SPEAKER_01: That's my first step.
• 22:36
  SPEAKER_01: That was before we even made a million dollars.
• 22:38
  SPEAKER_01: So I was like, that's where we're going, hundred million dollar brand and then billion next, but uh we went from zero to a hundred million.
• 22:45
  SPEAKER_01: I'm manifesting that.
• 22:47
  SPEAKER_01: Um okay, so what uh let's let's just circle back to this uh whole idea around books and publishing.
• 22:56
  SPEAKER_01: So did you work with traditional publishers?
• 22:58
  SPEAKER_01: Like did you work on the development that end?
• 23:00
  SPEAKER_00: And so I worked with um well, actually, I worked on the development with hybrid publishers that traditional distribution.
• 23:08
  SPEAKER_00: Oh, so there's you can, yeah, there's this kind of different kind of hybrid publisher that people don't even realize exists a lot of times.
• 23:14
  SPEAKER_00: So it's uh you it's a pay-to-play, you're gonna play pay them, but then they're gonna go to bat for your distribution through traditional channels.
• 23:22
  SPEAKER_00: So you can be in all the stores and all the places, even including airports if you want.
• 23:26
  SPEAKER_00: And it's in their best interest, the publisher's best interest, to make sure that that is the best written book possible.
• 23:33
  unknown: Yeah.
• 23:34
  SPEAKER_00: Because they make their money when the book sells.
• 23:36
  SPEAKER_01: Yes.
• 23:37
  SPEAKER_00: So um, I that is the work we did is that I did was working one in the sales strategy, but also pre-sale strategy.
• 23:45
  SPEAKER_00: You're actually, how do you write a great book?
• 23:47
  SPEAKER_00: How do you make sure that book is fit for the right market?
• 23:51
  SPEAKER_00: Um, how are we making sure that book is going to be something that people want to buy in bulk?
• 23:55
  SPEAKER_00: That was always a thing.
• 23:56
  SPEAKER_00: Let's this is like here's a small thing people don't think about a lot of times.
• 24:00
  SPEAKER_00: Like, how do you write a book that's so must-have that people buy it in bulk?
• 24:05
  SPEAKER_01: And okay, so this was a concept.
• 24:07
  SPEAKER_01: I know this this episode is all over the place.
• 24:09
  SPEAKER_01: Sorry, but this was a concept.
• 24:10
  SPEAKER_01: This was a concept that was new to me last week.
• 24:13
  SPEAKER_01: And the lady running this, I went on a one-day workshop, writing workshop.
• 24:18
  SPEAKER_01: She said, like, people are encouraged to buy like 200 books of their whatever, like what it bulk buy these books.
• 24:28
  SPEAKER_01: I was like, I was like, wait, what?
• 24:30
  SPEAKER_01: Like, not a retailer?
• 24:31
  SPEAKER_01: She goes, no, like personally, you're by, you know, they want you to buy these big rings of books, like 200 books.
• 24:38
  SPEAKER_01: And she's a book coach, so that's kind of right.
• 24:40
  SPEAKER_01: She and she worked in the traditional publishing.
• 24:42
  SPEAKER_01: And I this concept to me was so foreign.
• 24:44
  SPEAKER_01: I'm like, I would never buy 200 copies of my friend's book or somebody I loved.
• 24:48
  SPEAKER_01: What the hell am I gonna do with 200 copies?
• 24:52
  SPEAKER_00: Yeah, totally.
• 24:53
  SPEAKER_00: Well, it it's um the reason someone might buy 200 copies is a book, like, oh yeah, it gets tricky, right?
• 25:00
  SPEAKER_00: Like, if you're gonna go and if you're gonna put them in your garage, don't do it.
• 25:03
  SPEAKER_00: Right, right.
• 25:04
  SPEAKER_00: Like, let's say you're somebody um that runs events and you're gonna have an event.
• 25:08
  SPEAKER_00: Yeah, that's different, and you buy the book and you give the book to 200 people.
• 25:11
  SPEAKER_00: That's one thing, but yeah, yeah, yeah, yeah.
• 25:13
  SPEAKER_01: No, she was just talking about just like to get the numbers.
• 25:16
  SPEAKER_00: Oh, yeah, yeah, that's very common.
• 25:18
  SPEAKER_01: Yeah, that was a blown up uh and a side note, but it's I don't recommend it.
• 25:23
  SPEAKER_00: Like, I think at the end of the day, your business is gonna grow or your life is gonna grow, and things are gonna when people read the book.
• 25:29
  SPEAKER_00: So 200 copies of your book in my garage is not gonna really grow your business, right?
• 25:35
  SPEAKER_01: Because it's you're not getting the influence, yeah.
• 25:37
  SPEAKER_01: Right, yeah, ultimately.
• 25:39
  SPEAKER_01: So, in your um in your world and in sharing what you can, nuggets, what nuggets you can with the listeners today, what would you say to the woman who have who is uh building their business and feeling inundated and pressured for marketing, marketing, marketing, marketing, right?
• 25:58
  SPEAKER_01: And all of the uh choices and how yeah, what what when they're confused because you it causes confusion because you're just like so much, so much confusion, and then it also causes like I would say a few things.
• 26:12
  SPEAKER_01: I would say start with a premise that there is no get rich quick, like real, get real like this yap challenge on Instagram.
• 26:20
  SPEAKER_01: Do you see that a couple months maybe a month?
• 26:22
  SPEAKER_00: I'm all actually Jesse Gene and I were in the same coaching program, like uh 2019, 2020.
• 26:29
  SPEAKER_00: Oh 2019, 2020.
• 26:30
  SPEAKER_00: We had the same coach.
• 26:31
  SPEAKER_00: He was a great, he's a great creature.
• 26:33
  SPEAKER_00: I can you can I can always pick out like who his work?
• 26:36
  SPEAKER_00: Yeah, yeah.
• 26:36
  SPEAKER_00: Some of it, yeah.
• 26:37
  SPEAKER_00: Like he he was a great coach.
• 26:39
  SPEAKER_00: If he was still coaching, I would be in his program still.
• 26:41
  SPEAKER_00: Yeah.
• 26:41
  SPEAKER_01: Um, anyway, but now but now everybody's yapping because they're thinking that's the way to get and yeah, and like and that's such a good okay.
• 26:49
  SPEAKER_00: So the yap challenge, that's a great idea, or such a great example of this is not Jesse Jean's first rodeo.
• 26:54
  SPEAKER_00: Like she happened to pick up, like I believe she transacted tons of money in her Stripe account and like she's super who she is, but she's also very much in alignment with who she is.
• 27:04
  SPEAKER_01: Like, ah, there you go.
• 27:05
  SPEAKER_00: You actually look back.
• 27:06
  SPEAKER_01: She started way back, yeah.
• 27:08
  SPEAKER_00: Like she and she was just really transparent about it, she was really relatable.
• 27:12
  SPEAKER_00: But it I really think we need to throw out the idea that there is no get rich quick.
• 27:15
  SPEAKER_00: And it didn't, Jesse Jean also didn't get rich quick.
• 27:18
  SPEAKER_00: She worked really, really, really hard for lots and lots of years, and she happened to you know, have a great year, like fantastic.
• 27:26
  unknown: Yeah.
• 27:26
  SPEAKER_00: So you throw that out, then it becomes really getting clear about who am I, who are the people I want to serve, and how do I want to make that difference?
• 27:36
  SPEAKER_00: And then what's the real business structure underneath it?
• 27:39
  SPEAKER_00: What's my business model?
• 27:40
  SPEAKER_00: What is my messaging?
• 27:41
  SPEAKER_00: What is my methodology for how I get work done?
• 27:44
  SPEAKER_00: And then get to work with building a business that's in alignment with who you are.
• 27:47
  SPEAKER_01: And I love that.
• 27:49
  SPEAKER_01: That's a really well thought out, structured plan on how to actually be intentional with all those things instead of just throwing shit at the wall and seeing what sticks.
• 28:00
  SPEAKER_00: Or, or buying like the next promise, right?
• 28:04
  SPEAKER_00: I mean, copywriters or marketers are good promisers, right?
• 28:06
  SPEAKER_00: So then, like, they buy the next promise and they think they're gonna like install that thing in their business.
• 28:11
  SPEAKER_01: Yes.
• 28:12
  SPEAKER_00: But it's it's kind of like thinking that you can buy a product that's gonna work or like a pro a kind of business that's gonna work for you that worked for someone else is about as ridiculous as having a one size fits all grad dress.
• 28:25
  SPEAKER_00: It just isn't gonna work, like you know, if you decide you're gonna build a membership-based business, then what you should do is go learn everything to be excellent at membership, and you should tune out anything else.
• 28:37
  SPEAKER_01: Any oh, so that's the other problem, right?
• 28:39
  SPEAKER_01: We have just way too many.
• 28:41
  SPEAKER_01: Yeah, we I mean, I we do this in our franchise system.
• 28:45
  SPEAKER_01: We try to we have blinders on, it's doors and doors only.
• 28:50
  SPEAKER_01: Some of the people are always like, Well, can we add windows?
• 28:52
  SPEAKER_01: Can we do this?
• 28:53
  SPEAKER_01: No, we are not saying to everyone.
• 28:56
  SPEAKER_00: And I love this door growers because you are like I found you, you're like, we found one little specific problem and we're solving that one specific problem, and you're gonna make a lot of money because you did that.
• 29:06
  SPEAKER_00: And right, like it's just so simple, and it's just so simple to communicate.
• 29:11
  SPEAKER_00: And then when you invest a dollar in advertising or marketing, you're it's that dollars like return on influence is happening.
• 29:19
  SPEAKER_00: That's a thing, right?
• 29:20
  SPEAKER_00: You're just getting you're I heard John Maxwell say once, if you were gonna chop a tree down, then you'd and you only got five wax at the tree every day.
• 29:29
  SPEAKER_01: Oh, wow.
• 29:29
  SPEAKER_00: Yeah, and the goal is to get the tree knocked down.
• 29:32
  SPEAKER_00: If you had an axe, would you take the axe and when on Monday would you chop one tree five times, and then on Tuesday chop another tree five times, and then on a Wednesday go to a third tree, and then on Monday, on Thursday, go back to the first tree.
• 29:44
  SPEAKER_00: How long is it gonna take you to chop down a tree?
• 29:46
  SPEAKER_00: Versus if every day you just go out and you whack the same tree five times.
• 29:50
  SPEAKER_00: Yes, way quicker that tree's gonna fall over.
• 29:52
  SPEAKER_00: And so, like, if you can just go, this is the business I'm building, I'm gonna be really clear about it.
• 29:56
  SPEAKER_00: I got a plan, I know what I'm doing, I know who to listen to.
• 29:59
  SPEAKER_01: Put those blinders on.
• 30:00
  SPEAKER_00: Stick the blinders on, and then like if someone comes up to you with a new great idea or you happen to see an Instagram reel that's a new great idea, either you look at it and you say, Does this fit into my plan and where?
• 30:11
  SPEAKER_00: Or do I like put that on the table for later?
• 30:14
  SPEAKER_01: That's a that is a million-dollar action step right there, like over and over and over again.
• 30:21
  SPEAKER_01: You know, I I do a ton of networking, and there was something that came up in a networking group, and one lady, there was a group of us, and one lady said, Oh, we should all get together and build this type of thing.
• 30:32
  SPEAKER_01: And I was like, I'm out, like, I have a moratorium on building anything other than your girls and then my personal brand.
• 30:41
  SPEAKER_01: I'm not nope.
• 30:42
  SPEAKER_01: Like you just have the the the saying no thing, but really understanding.
• 30:47
  SPEAKER_01: I think being able to do that comes from a place of really understanding where what you have to deliver the value in that, so you're not feeling like, oh, I have to catch everything, everything that comes my way, right?
• 31:00
  SPEAKER_00: So I have to be everything to everyone, and it's it's that totally, and and like deeply believing in yourself that this is and like anything will work if you give it long enough, yeah, right?
• 31:15
  SPEAKER_00: And and stay focused enough on it.
• 31:16
  SPEAKER_00: But yeah, like really doing that, and good on you for especially with your three five line for being able to say no thank you.
• 31:24
  SPEAKER_01: Yeah, like so hard.
• 31:26
  SPEAKER_00: It's don't underestimate how hard it is, too.
• 31:28
  SPEAKER_01: Yeah, yeah, because there's lots of fun stuff, there's lots of good stuff.
• 31:31
  SPEAKER_01: That's what we all want to do.
• 31:32
  SPEAKER_01: We're like, oh, let's do.
• 31:33
  SPEAKER_01: I mean, we just as a side note, we'll wrap up right away.
• 31:36
  SPEAKER_01: But we my husband and I are big pickleball players, and this year we joined an official, not a league, just the community association, right?
• 31:44
  SPEAKER_01: Right, okay.
• 31:45
  SPEAKER_01: Okay, so for a while we're just street, I call us street players where we just hijack a tennis court and play, but now we're in the like the pickleball kind of community.
• 31:53
  SPEAKER_01: And my husband, he's an inventor at heart, okay?
• 31:56
  SPEAKER_01: That's what he is, an innovator and inventor at heart.
• 31:59
  SPEAKER_01: So he decides the one thing that we all hate is trying to find a pickleball, right?
• 32:03
  SPEAKER_01: Like you stick them in your pockets and you walk around with all these.
• 32:06
  SPEAKER_01: So he made a pickleball holder that clips on to your shorts.
• 32:11
  SPEAKER_01: I think it's ridiculous.
• 32:13
  SPEAKER_01: But my girlfriend, who is also an entrepreneur, she saw it at the game and she was this like, oh my god, this is brilliant.
• 32:20
  SPEAKER_01: I'm gonna market this, I'm gonna put it on Facebook, and we're gonna, and they're like all of a sudden off.
• 32:25
  SPEAKER_01: And then they asked me something.
• 32:26
  SPEAKER_01: I was like, no, I'm out.
• 32:27
  SPEAKER_01: We are I am not doing nope.
• 32:31
  SPEAKER_01: Like, you know, we're so quick to like let's monetize that, let's put it out there anyway.
• 32:36
  SPEAKER_01: It's just funny.
• 32:37
  SPEAKER_00: You know, you're like an entrepreneur when that's the thing, right?
• 32:40
  SPEAKER_00: Like, uh, yeah, I I hear you.
• 32:43
  SPEAKER_00: It's uh it is a good idea though.
• 32:45
  SPEAKER_00: Yeah, but I'm not suggesting you should go do I also think Dorgur's, I was really impressed.
• 32:50
  SPEAKER_00: Like our first conversation with Dorguru was I was like, that is so smart.
• 32:55
  SPEAKER_00: The the business model, just the business model, the like seeing a problem, solving a problem, fixing it, not getting too broad, you know.
• 33:02
  SPEAKER_00: Uh with my years of marketing and brand development, it's really exhausting when you don't have a big when you have a small budget to go broad.
• 33:10
  SPEAKER_00: Yeah, you can't allocate that budget to get any traction.
• 33:13
  SPEAKER_00: It's like the chopping of the tree example, you know, like it's just like it's so exhausting.
• 33:17
  SPEAKER_01: But if you can, yeah, you guys you know, that's what we've learned in recruiting franchise partners.
• 33:21
  SPEAKER_01: Here's the thing we've learned this through painful, expensive experience because when we started advertising for franchise partners, because we want to build across Canada, we're like, okay, let's do Alberta, BC and Ontario.
• 33:36
  SPEAKER_01: Well, I don't I only have so much budget, so now I'm just sprinkling a little bit across these three provinces and it's not generating me the traction.
• 33:47
  SPEAKER_01: And after a couple, I think it was probably a full year of that, we're like, wait a sec, let's let's get really focused on one area, one region.
• 33:57
  SPEAKER_01: Let's put all of our chips in that region until we get the outcome and then move and then move.
• 34:03
  SPEAKER_01: And but it it costs us, you know, in learning that lesson, uh, because of course uh we don't have a head of marketing.
• 34:10
  SPEAKER_00: So I know it it's so true.
• 34:14
  SPEAKER_00: Like it's uh, I don't know, we just learn these lessons.
• 34:16
  SPEAKER_01: Yeah, yeah.
• 34:17
  SPEAKER_01: You know, it is what I've got the stripes of entrepreneurship, right?
• 34:20
  SPEAKER_00: It totally is.
• 34:21
  SPEAKER_00: When I work with my clients, I'm always like, you're you're actually paying me for all the mistakes I've made and all the other people's money I've spent learning.
• 34:30
  SPEAKER_00: Yeah, well, that's the other thing, right?
• 34:31
  SPEAKER_01: You have this wealth of knowledge from all these other clients that you can then apply to different businesses.
• 34:35
  SPEAKER_01: So I love that.
• 34:36
  SPEAKER_01: Andrea, where can people find more of you to hang out and learn more?
• 34:40
  SPEAKER_00: So legacycreative.com is my website.
• 34:42
  SPEAKER_00: It's my company name.
• 34:43
  SPEAKER_00: I am in Calgary, Alberta.
• 34:45
  SPEAKER_00: I also have an office downtown.
• 34:46
  SPEAKER_00: You can come hang out and visit and work here if you want.
• 34:48
  SPEAKER_00: Not quite downtown, but kind of close to.
• 34:51
  SPEAKER_00: And I am quite active on LinkedIn.
• 34:53
  SPEAKER_00: So that's like my name and all the things on if you go look up Legacy Creative and Andrew Rindel, um, act LinkedIn's kind of my go-to, and then my shenanigan life is on Instagram.
• 35:02
  SPEAKER_01: Okay, awesome.
• 35:03
  SPEAKER_01: Well, thank you for sharing your magic and uh your uh energy with us today.
• 35:09
  SPEAKER_01: It was a great conversation.
• 35:10
  SPEAKER_00: Thank you for having me.
• 35:11
  SPEAKER_00: This was fantastic.