Latest / The One Small Change Podcast / Warm Introductions Spark Unexpected Business Opportunities

Transcript

Warm Introductions Spark Unexpected Business Opportunities · The One Small Change Podcast

0:00
Welcome to The One Small Change. It's that time again, and I am
0:03
thrilled to embark on this journey of exploration and transformation with you.
0:07
And if you don't already know, I'm your host, Yvonne McCoy, and I bring
0:11
almost 30 years of entrepreneurial experience, and I have an
0:15
insane passion for discovering growth through the power of
0:18
seemingly small change. And I'm glad that you've taken time out
0:22
of your week to join me again on this journey. And
0:25
this week, as every week, I try to bring you somebody new and
0:29
somebody new to your orbit who's going to help you grow your business
0:33
and give you a different perspective. And this week it is
0:37
Bernie Franzgrote, and they're going to share
0:40
some small, unexpected, or insignificant decision
0:45
that sparked a remarkable transformation and growth
0:48
either in their personal or professional or both. Bernie.
0:52
We just met each other, but so far it's been wonderful.
0:56
Thank you for being here, Yvonne. Absolute pleasure.
1:00
And it's always, it's always great to meet a smiling, happy soul.
1:04
How are you, happy soul? I am good. I am, I am.
1:08
I think this is a simpleton smile because, you know, for those
1:12
of you that don't know me, when I went— when I got my concussion and
1:14
I went to the, um, the ER, my daughter said, Mom, you know, it's Triage.
1:18
Stop smiling or we'll be here all night long.
1:23
So, so Bernie, I don't want to take up time with my goofy stories. I
1:27
want to know what it is that you do and what happened that
1:31
made you start doing it and doing it so well.
1:35
Well, I don't think I started at age 1, but I, I'll probably pick something
1:38
in the more recent past. The— I spent
1:41
36 years in healthcare and last 20 of it in business development.
1:45
Retired out of that space and kept going with the cross-connecting with people.
1:49
Enjoy conversations with people. So what do I do? I do
1:53
introductions. It's kind of a Venn diagram. You have your
1:56
circle of people around you. I have the circle of people around somebody
2:00
else, and I've come along as a middle circle and make the cross
2:04
connections. I try to find the good fit. So if you're
2:08
if you're looking to get married, I'm not going to show you the
2:12
retirement home. That's you know that might be in your future, but I don't do
2:15
that stuff. You know I don't do the the I reach stuff. However, that
2:18
said, uh, part of what I'm doing is the
2:22
cross connections, and which has led me to other, other evolutions
2:26
in what I do. Uh, I, I capitalize on, on
2:30
a, uh, a platform that helps me maintain the connections, and
2:33
also another platform which you can tell by the background, uh,
2:38
is about podcasting. And that
2:42
I do a lot of podcasting, and so it's this kind of marketing other people,
2:46
and it's The nature of the beast is kind of do that warm intro as
2:49
opposed to like, you know, cold calling is. There's some people that do it and
2:52
love that type of thing. But you just don't know if that's
2:56
going to be a fit for you, right? And so, that kind
3:00
of rolls into let's do a podcast or I do an introduction where I'm
3:04
thinking, you know, this wine and cheese goes well together. You're
3:08
now being paired. That way, you're not having
3:12
a surprise like peanut butter on pizza. You know, or
3:15
pineapple. That's just me. I know I'm not a pineapple fan
3:19
on my pizza. Let me, let me just,
3:23
you know, highlight something that I think that a lot of times we
3:27
don't think is important. At least I didn't, I
3:31
didn't come to it till very late in my business career. And
3:34
that is relationships and community.
3:38
You know, people hear that, that's something you don't have, you know, you don't have
3:41
to, you know, go it alone. Right? But there are
3:45
so many benefits from building
3:48
relationships and not just being transactional.
3:53
And I think that's one of the things that's so
3:57
wonderful about the thing that you do. And I've met some people through you
4:00
already in the short time that I've known you. So guys, you need to
4:04
definitely, you know, to look into Bernie. But what
4:08
was it that made you decide that this was something that
4:12
people needed and that those relationships, like you said, those
4:16
more warm relationships were especially needed.
4:19
Well, one of the
4:23
things I found even outside of the business networking,
4:27
you ever move to a new place and you're going, hi, I've got a car.
4:30
It's not, you're not taking it to the dealership, but you need to get it
4:34
fixed and you're trying to find that mechanic that can work on that car because
4:37
of the, you know, if it's a foreign depending where you are. If
4:41
it's a foreign car, can they fix it? And, you know, can they
4:45
also do it without making your wallet so light that you almost know that
4:48
you were never there? Or, you know, leave a negative impression
4:52
or, you know, taillight warranty. And it's that kind
4:56
of nature of the beast. You're trying to do introductions between people going,
5:00
this would be a really good fit. There'd be some better yield out of it
5:04
for both parties. when I'm doing an introduction is, you know, uh,
5:08
I might go, Yvonne, do you, do you know, uh, Percy?
5:12
No. Well, Percy can help you with this. Or Percy, do you know
5:16
Yvonne? You know, she can help you.
5:20
And, and then, or better yet, the both of you are looking for the same,
5:24
um, same client base. 2 heads are better than one. And so,
5:28
you know, always looking for the, the advantage that you can provide someone else.
5:31
Some of this is driven, helps drive affiliation, uh,
5:35
fees back. Some of it deals It's just, it makes really good
5:39
sense in its community. And you never know what's behind door number 1,
5:43
2, or 3. Uh, I've, I've met some people
5:47
for podcasting interviews where I'm about,
5:51
you know, determine whether, you know, should they be on, on my podcast? Is it
5:54
gonna be a good fit for them? Uh, is it gonna be a good fit
5:57
for the podcast? And in the course of the conversation, I
6:00
find out there's like 2 or 3 other things that are— it's like a flower
6:04
when it unfolds, right? You don't see the full, the full bloom till you actually
6:06
go, well, hang on, that's interesting. Yeah. That
6:10
might be something that has a good cross-connection that would not be
6:13
apparent on the surface. And so all of a sudden you can meet that and
6:17
it just helps everybody get that growth that they might need.
6:22
It's interesting because like I said,
6:26
I made a huge shift. I think we all did after COVID.
6:31
But one of the things that I think, you know, that I say in my
6:34
Be Found framework is nurture all your relationships.
6:38
And by that, I mean, not everybody's gonna be a client. I mean, when I
6:41
first, first of all, I didn't network until after COVID.
6:45
And so, you know, I went originally seeing like a dollar sign on
6:48
everybody's forehead. Is this gonna be a client? Is this gonna be a client? You
6:52
know, and, you know, finally learned
6:55
that meeting people who could actually introduce you to other people was
6:59
actually more valuable than just getting a
7:02
client, you know, a potential client. But you never know
7:07
what somebody— I mean, I, I have a call next week with somebody
7:11
that I met 5 years ago. And somehow or
7:15
other, our paths crossed again. And she was like, yeah, let's see what we, you
7:18
know, what we've been up to. And so I think those
7:22
relationships are really important, knowing that they
7:25
can be all kinds of different relationships. You never know.
7:30
You know, and, and I think the other thing is
7:34
the more people you meet, the better your
7:38
outside perspective is on what you do. I was on a
7:41
cruise once and we were in a hot tub with this guy I'd never met.
7:45
And he was like, what do you do? And I did this. And so he
7:47
goes, oh, you're a personal development coach. And I
7:51
went, no, I, my message is
7:55
really off. That's
7:59
Maybe I help you do push-ups. I help you do push-ups. Let's go.
8:03
You know, so when you talk to people, you know, you can get
8:07
some really valuable information and you can give them really
8:10
valuable information. So how did you get— you said you were
8:14
in healthcare. So what, what, what
8:18
made you switch?
8:21
Retirement. Just 36 years
8:25
inside the, inside the machine and
8:28
You know, it's funded by the state here in the province of
8:31
Ontario, but there's always room for
8:35
development in the business space within the facility.
8:40
Retired out of that. I enjoyed the— enjoyed working
8:43
with the opportunity where here's a solution
8:47
or here's a problem, and can you solve the
8:50
problem through other means other than going, that's too bad? Right?
8:55
You know, can you provide a spin where you can—
8:59
how to best put this— if there are no problems, there are no
9:03
opportunities, right? And so that's kind of the focal point.
9:06
And that expression actually comes from a commercial
9:10
realtor I work with and who I actually am
9:14
on his podcast when we're talking with the Property Wizard
9:17
area. And that's kind of the basis. Sometimes problems will present
9:21
themselves And there's an opportunity behind that. And
9:25
so I just leveraged that. Case in point, for example,
9:29
in 2019, prior to the pandemic,
9:33
I met a gentleman. He says his company does clinical
9:36
trials. And I'm like, geez, I don't know anybody
9:40
playing Frankenstein. And then at the bottom of
9:43
2019, I found Dr. Frankenstein and he says, listen,
9:47
I want to do some pancreatic cancer trial treatments.
9:51
pancreatic cancer treatments, and they need to do clinical trials, and I want to
9:55
do them here in the Ottawa area. I said, oddly enough, I know somebody. Never
9:59
thought that card would come out, but it did. So you just never know when
10:03
the opportunity might pop up. You might not go immediately,
10:07
no, you know, turn left here at the corner of X and Y, because that's,
10:10
that's the path you got to take. Sometimes it's just, yeah, you got to wait,
10:14
and then when the moment's right, you go here. There's a connection
10:17
and work with it. I think the other thing that—
10:21
I don't know how to put this.
10:25
The more people that you meet, I think the more
10:29
curious you learn to be, if that makes any sense. And
10:33
that to me was a huge— again, happened in
10:36
COVID because one of my skills is
10:40
that I am very focused and very action-oriented. And I have
10:43
since learned that the downside to that is that I do
10:46
not sometimes pay attention to
10:49
details and stop and smell the roses. And so
10:53
I have to, I have to really say to myself, am I being
10:57
curious? Is this an opportunity for me to be curious? It's become
11:01
like a really big philosophical thing for me.
11:06
And it has changed my life. You know, instead of going immediately to
11:09
what I think the answer to the problem is, taking a few
11:13
extra steps to say, tell me more, you know, tell
11:17
me how you would do this. And knowing that there's more than one
11:21
path to get to an answer, right? And that everybody's got to, you know,
11:24
everybody— I often say, if
11:28
it, you know, if it doesn't work, it's not you. It's that
11:32
that solution doesn't work for you. Let's see how we can find a
11:36
solution that will work. And when you meet more people,
11:39
and you're in more community, you see more solutions. So
11:43
you, it's easier to be, you know, curious and try a lot more
11:47
different things, I think. Yeah. Well, it
11:51
also keeps your mind agile.
11:55
For example, you know, in the Knack for Business
11:59
podcast, I interviewed 3 IP lawyers in the
12:03
first season. And, you know, you'd think if you'd
12:06
interviewed one, you interviewed them all. The answer is no.
12:11
I discovered each one of them had a very unique area
12:14
that they did patents on. And it turns out
12:18
patent lawyers tend to be somebody who was studying in another
12:22
science or in another area prior, decided, nope,
12:26
that's not for them. And they decided to go for law and went for IP
12:29
law. And so they now, when someone shows up with the better
12:32
mousetrap, they go, you know, that's
12:36
actually a good idea. No, it's your No,
12:40
it's just no. In which case, you know, but that, that's interesting. In
12:44
fact, the— again, from season 1,
12:48
the guy's name is Michael Steele. I even remember his name.
12:52
He was telling me, and I was worried about going too long in the podcast
12:56
with him, and he said, uh, at one point in time in the
12:59
US, he said the, uh, the whole concept of, of a
13:03
patent, and it was baked into the Constitution,
13:07
not as an amendment, not about, you know, whether it's guns or rights to free
13:09
speech and stuff like that right in the, right in,
13:13
right in the core of it. You have a, you have a good idea, it's
13:17
your idea and not the crown's idea, and the crown being the state.
13:21
And I'm going, oh, that's interesting. So they, you know, they basically,
13:25
uh, France and Britain, you know, everybody, thanks guys but no thanks, particularly
13:29
Britain. I know that. But, you know, otherwise the idea becomes the
13:32
crown's, right? Which kind of leads back to serfdom.
13:37
It's interesting to hear that story. I never knew that. And I, I've mentioned it
13:40
to other people. I'm going, I've never heard that before. I said,
13:44
yeah, that's kind of cool, a cool factoid, right? If
13:48
you're having a cocktail with somebody and you're going, well, let me tell you this
13:51
story. Well, you know, it's interesting because I'm married to
13:55
somebody who is very, very, very curious.
13:59
And so he has made me a much more
14:02
interesting person because he captures me and we watch these weird things.
14:06
And probably the thing, the one that I share the most is the
14:10
origin of Okay, which is the most
14:13
well-known phrase on the earth. And it
14:17
came from kind of like in the 1800s, this kind of
14:20
bougie thing that they did to misspell in the journalism
14:24
space to misspell things. And it actually stood for all
14:28
okay, but they spelled it O-L-L, you know, all
14:32
not okay, all correct. And so the K was, you know, and
14:36
then it got shortened to okay. And then a friend of mine when I was
14:39
sharing it was in the military said, that's why you do it with your left
14:43
hand, because you get the O and the K. So,
14:47
and you can do that when, when you can't verbally do it,
14:51
right? And you're doing distance and they can see it. So
14:54
yeah, you can learn all kinds of things from all kinds of people.
14:58
And it makes you, it makes you a more interesting person. And it
15:01
gives you a perspective that you may not have had
15:05
before. And I think even though all of us, you know,
15:09
have business in our sight, We also have
15:13
passion projects and other things. And so people that you've nurtured
15:17
your— those relationships with, you never know whether they're going to be
15:20
in your personal life, in your business life, in your passion
15:24
project, or, you know, any of the things in between.
15:28
And you know what? Time doesn't stand still. So
15:31
people that may not be a match now may be a
15:35
match in the future. And the one that I think that we find the hardest
15:39
to deal with is people who are a match now, We may
15:42
shed them as we change and go forward.
15:46
So let me, let me ask you this. What are 3 things that,
15:50
that you've learned that people can do to help grow their
15:54
business? I, you know,
15:59
patience is one. If you're flustered
16:03
by something and if, if the emotion is running hot,
16:07
definitely stop. Back out, you know, take a minute. Whether
16:10
you're working on a project in front of you, you're engaging something and
16:14
it's frustrating the heck out of you, just stop for a second. You know, if
16:18
you're, if you're not in the midst of putting out an actual fire,
16:22
take a minute, you know, and just kind of reframe what you're
16:27
doing, right? Is this, is this kind of a, you know, is
16:30
this something worthwhile getting excited about? And then there's things
16:34
you can change and there's things you can't change. If today is
16:38
Tuesday, it is still Tuesday till Tuesday be done, right?
16:42
No matter, you know, if you might wake up thinking it's Thursday because the week's
16:45
feeling it's moving fast. But, you know, there's some things you can't change,
16:49
but you can change your attitude. And so, that's kind of key.
16:54
The curiosity piece, that'll always be
16:58
coming around. So, if you're crossing paths,
17:02
why is something the way it is? And not so much to give
17:05
pushback. But it helps you, you know, you start at one layer and you keep
17:09
working your way down. Like, you know, the okay symbol,
17:12
right? Where did it come from? And so, later on when you're in
17:16
another conversation, you might see a parallel of things because
17:20
we human beings rinse and repeat a lot even though
17:23
we don't know it. It goes back to the adage, you know, history repeats
17:27
itself. Especially if you either don't learn it
17:31
or you don't study it or you don't remember it. And all of a sudden,
17:34
you're going, you know, you're having a sense of déjà vu. So, Things always come
17:37
in cycles, even with technology. You know, there, there are good things that come out
17:40
of technology changes. You know, I'm sure when the printing press was, uh,
17:44
starting to push out paper with words on it, you know, there were, there were
17:48
people that were, uh, really good at, you know, sharing
17:51
information, and other people kind of being, uh, yeah, a
17:55
little bit of a larceny of the hurt, you know. So just, you just got
17:58
to bear in mind, uh, some things are not new under the sun, uh, just
18:02
it might have a different coat on there. So just Again, you know, what can
18:05
you do? What can you manage? And how do you, how do you move on
18:08
from that? And also take time away from stuff too, right?
18:13
Downtime is important so you can reset. Good sleep, good food,
18:17
good coffee in the morning, I understand, is really important, right? Yes, we
18:21
had that conversation early this morning for me.
18:26
So before I comment on any of those
18:30
things, just to make sure that we do this. What, what is the
18:33
gift that you're giving? Well, I've got a couple
18:37
of things on the go here. Uh, first off, if you are a
18:41
person that wants to be on a podcast, reach out to me. There's a
18:45
calendar booking link. It doesn't necessarily mean that you're reaching out, that it's a done
18:49
deal. I, I'm looking for someone with an origin story, someone who's not like
18:52
they're, uh, in the witness box and view me as the, uh,
18:56
opposing counsel. Uh, you know, uh, this is not
18:59
cross-examination, this is a dialogue. And I'm looking
19:03
for an origin story. And even if you're a startup or you've been at it
19:06
for a while, or if, you know, you're in midlife of that process or near
19:10
the end, you know, the sunset stage, and you have some golden nuggets and
19:14
lessons learned. So that is one of the elements.
19:18
Then we also— I have something called Profit
19:22
10. That is a self— 5-minute self-assessment. And
19:26
what that's meant to do is like You know, how's your business
19:29
doing? There are 10 ratings. This covers 3 of them
19:34
and it's free to use. 5 minutes, all yes/no. And you just
19:38
kind of go through that and it'll help you define what's missing
19:41
in your business, that kind of the gaps. Because if you can't take 30 days
19:45
away from your business, well, you know, there's a gap,
19:48
right? And what is it? Is it just because it's just you and that's it?
19:52
You're the owner that bakes the cookies or what? Right. And the
19:56
last little offering is we offer GoHighLevel for
19:59
$47 Canadian a month right now. Uh, you know, long-term
20:03
contract, first dollar, uh, and then Canadian funds. So if you're in
20:07
the US, it's a lot cheaper. And, uh, yeah,
20:11
it's better than the open market rates. Well,
20:15
first of all, one of the things I want to say is, um,
20:19
you're invitation, even if they don't get
20:23
on the show, if it's not a good match, it's a great experience
20:28
to talk to somebody and see what someone else—
20:32
someone has an outside perspective on who you might be a good match
20:36
for. And as I said, Bernie has already matched
20:40
me up with some people in the short time that we've talked. The other
20:43
thing is an assessment is always a great thing. I mean, it,
20:48
I don't believe that one assessment gives you 100%, but I think
20:51
that as you take them, you get that layered thing like, oh my God,
20:55
the, this came up twice. This is probably something that
20:59
I'm really doing. And I find that, I, I find that to
21:03
be really interesting to see, you know, where it pulls weird
21:06
things from, you know, other places. So
21:10
here's the question. When was the last time you did something new for the
21:14
first time? When I woke up this
21:17
morning, I didn't wake up before this morning, so I guess that would— that's me
21:21
being cheeky. Uh, when was the last time I did
21:25
something new, uh, for the first time? I find it interesting how
21:28
people answer this question.
21:32
Well, yeah, it's— I'm trying to think what's,
21:37
you know, like, for example, when I'm doing my podcasts, right,
21:41
and then doing the production because I do the post-production.
21:45
I always look at a way that I can enhance what I'm doing,
21:49
right, with the content. And that's so that the
21:53
person gets the mileage out of that time
21:57
spent with me. But also I get the mileage. So even when I'm
22:00
doing the editing of the podcast, I've learned now as people are
22:04
talking and they go, you know, and I do it all the time, you know,
22:08
and you hear, you know, you know, it gets too frequently. All of a sudden,
22:11
yeah, that's starting to sound repetitive. Let's rip it out, you know, as much as
22:14
possible. Yeah, so I still have— so it's not, you know,
22:19
rinse, repeat, rinse, repeat. Um, the,
22:23
the key out of that is you start picking up on other things. You're understanding
22:26
that when someone is using that expression, that might be— that's their gap right
22:30
before the, the next thought comes to fruition. Um,
22:34
even the blog I'm using, blog.nack, which is the word
22:38
knack 4, the number 4, business.com. That started in
22:41
February, and the purpose behind that was to,
22:46
uh, get a bigger footprint and so people can search the
22:49
database. I'm, I'm sitting there going, how do I make all these podcasts
22:53
findable and, and searchable different ways? And
22:57
so what I'm using now is there's a, a, a bot that I got, and
23:00
the guy, yeah, he's a, the SaaS developer here in the Ottawa area.
23:04
It's called Web Indexer. And so he said, this goes on your chat, and what
23:08
it does, it goes into your website and digs up all the information
23:11
that somebody might be looking for. So that's interesting.
23:15
Turns out it also can go to the blog and pick up the information. So
23:18
if someone types in, I want to know when Yvonne
23:22
spoke last, right? Well, there you go. All the Yvonnes
23:26
that have spoken at the NAC for Business will populate,
23:30
right? Or I'm looking to find something, so it's searchable, right? So
23:34
That was, that was in February. And I even remember the first guy I
23:38
parked in there. His name is Joel Shurtok. He's a chemical engineer out of the
23:41
US. And he says, Bernie, how do I fit into the
23:45
scheme of things in a business talk show? I said, Joel, are you in business?
23:48
He said, yeah. So that's a good opener. You have an
23:52
origin story. You have some golden nuggets and lessons learned. I said, Joel, I haven't
23:55
interviewed a chemical engineer before. So that's, that for
23:59
starters is a bonus round. And if you need to know how to take your
24:02
witch's brew from 1 gallon to 10,000 gallons, he's your man. You
24:06
know, he, he can help, you know, scale your, your production.
24:10
So I think, I think that your thing, your, your whole
24:14
life is about how can we make this better, which
24:18
means that you're constantly doing things, trying things new
24:22
for the first time. And, you know, I find that I do that too. It's
24:25
like I do something and even though I do my, my monthly
24:29
workshop, it's like, what, what did I feel
24:33
like people didn't get? Or, you know, how can I say this more clearly?
24:37
Or here's an idea that I think I've missed, you know.
24:40
And on top of that, I think, you know, we have the opportunity to be
24:44
curious in our own personal life. Like, I just did a—
24:49
I just did a passion project
24:53
I've started with my husband. And it's called A Curious American
24:57
Chat. And what we discovered, you know, because weird things are
25:00
going on in the world and in our country in particular, is that
25:04
we had very different experiences. He was raised in the South and I
25:08
was raised in the North. And, you know, so it
25:12
kind of is— the country
25:15
started as a promise and we haven't totally fulfilled it yet.
25:20
And ideas and things like that. So— Yeah. Yeah,
25:24
I think we— if we take our curiosity, we can find different ways
25:27
to apply it in a lot of different ways. All right, got to do the
25:31
commercial because I think we probably— Ta-da!
25:37
We probably could talk for much longer, right?
25:40
So I hope everybody will take a minute and
25:44
subscribe and share and engage with this on social media
25:47
about the podcast. The reason I did it was
25:51
I wanted to supercharge your business through connection. I wanted to have
25:55
a way to give back to this community and fuel
25:59
your quest for growth and impact. Let's see if I can
26:03
talk today. And so I hope you'll continue to join me for The
26:06
One Small Change. I hope that you will find ideas that you can use,
26:10
people that are interesting, and, and in this case, opportunities that
26:14
are there for you. So before we leave, Bernie,
26:18
what would be, if you had to give a quote or your last words, what
26:22
would you say? A quote? Well, you know,
26:25
I'll just go with the easy default, just do it.
26:30
It's not so much I'm a Nike fan, but sometimes like, you
26:34
know, take it, go for it,
26:38
you know, try something, change it up. Even when
26:42
I'm doing the podcasting, it's season 1 to season 4. Totally,
26:45
totally different animal, right, in format, everything else.
26:49
And if you're inside the NAC for Business podcast space,
26:53
even if you didn't— if timing doesn't work well, not even that you don't
26:57
qualify, but the timing doesn't work well, you know, there are other avenues and
27:00
other speaking opportunities that can crop up either in
27:04
the East Trade Winds or at Canada Growth Network.
27:08
You know, so there's always an opportunity and a lot of people
27:12
have spoken on the podcast have made it to Canada Growth Network. And
27:16
so, it gets leveraged again as a
27:19
podcast and gets out there into the wild. So, ta-da!
27:24
You know, just come on in. You know, it depends what you
27:28
have the appetite for. It depends what you have the appetite for and what you
27:30
have the time for. So guys, this has
27:34
been another episode. And I want you to remember that change
27:38
may seem like it's simple but it's not always easy. It requires
27:41
courage, resilience, and a willingness to step outside your comfort zone.
27:45
If you are comfortable, then you are stagnating. You are not
27:49
excited. You are not, you know, trying, pushing the edges of
27:53
things, right? So I want you to do that, but I want you to do
27:56
it in a way that, that, that, you know, you've got some feedback and some
28:00
information before you jump off the cliff. Okay? So I want you to
28:04
join me for the next One Small Change. And if you've never been,
28:08
if this is the first time, there are a couple of episodes in there where
28:11
I Where, because I like to talk, that I've just kind of given you a
28:14
half an hour of me talking with my thoughts. And,
28:18
but there are many, many others. There's over 100 episodes there and
28:22
everybody has given a wonderful gift. So I hope you will come
28:26
back. I hope you will see this as a resource that you use as you
28:29
grow your business. Bernie, thank you so much.
28:34
Yvonne, I appreciate you inviting me in here. This is great. Good
28:37
conversation. Hard to beat. Hard to beat. And for
28:41
everybody else, until the next time, stay very, very
28:44
curious. Bye. Bye.