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Make Your Business Stand Out in a Crowded World · The One Small Change Podcast

• 0:00
  Welcome to the small. The Small change. No, it's really welcome
• 0:04
  to the one small Change. And as usual, I am thrilled that you're taking
• 0:08
  time out of your busy schedule to spend some time with me and my
• 0:12
  fabulous guest today. And I'm your host, Yvonne McCoy, and I bring almost
• 0:15
  30 years of entrepreneurial spirit and experience and
• 0:19
  passion to discovering the growth through the power of
• 0:23
  seemingly one small change. And most of
• 0:27
  us have many one small changes. But anyway,
• 0:31
  I want to make sure that you've got somebody to help you along
• 0:34
  with this entrepreneurial journey of exploration and inspiration.
• 0:38
  And so our guest is going to share how a small
• 0:42
  or unexpected or insignificant decision
• 0:46
  sparked a remarkable transformation and growth in their life, either
• 0:50
  personally, professionally, or both. I am so happy to
• 0:54
  introduce my guest today, Orli Ziwi.
• 0:58
  Orli, thank you for being here and, you know,
• 1:02
  being willing to share all the things that you do and
• 1:05
  the ideas that you have that are going to help us shift our mindset.
• 1:10
  Well, first of all, thank you so much for inviting me, Yvonne. It's a pleasure
• 1:13
  being here. And like you, you know, I'm all about
• 1:17
  clarity. That's why I say that I make fuzzy clear.
• 1:20
  That's really my. That's really where I begin and where I
• 1:24
  end. It's so important because so many people do
• 1:28
  not have their fuzzy clear. And so. And they're trying to build marketing
• 1:31
  based on things that are so fuzzy that they themselves can't even
• 1:35
  articulate. And. And. And, you know, one of the
• 1:39
  things that I say all the time is it doesn't matter how fast you're going,
• 1:42
  if you're going in the wrong direction. And so,
• 1:45
  you know, that's so. It's so funny that you say that, Yvonne, because what I
• 1:48
  say is when you ask the wrong question, the answer doesn't matter. So it's very
• 1:52
  similar. Yeah. Book ending. We're kind of bookending each
• 1:56
  other. Yeah, yeah, yeah. So, guys, if
• 2:00
  you are struggling with your message, this is a great podcast for you
• 2:03
  to listen to because I'm sure some great nuggets are going to come out of
• 2:06
  it. So, Orly, tell us a little bit about yourself and your
• 2:10
  one small change. Tell you. Tell us how you got here. Oh, my
• 2:14
  gosh, how much time we got? Not that much.
• 2:19
  I'll give you the short. The short version is, first
• 2:22
  of all. So I'm an. I'm the author of the book Ready Launch Brand, the
• 2:26
  lead marketing guide for startups. I'm a speaker and educator,
• 2:29
  and I call myself a facilitator of Light bulb moments. And
• 2:34
  I work primarily with women entrepreneurs to clarify and communicate
• 2:37
  their zone of genius and go from invisible to memorable
• 2:41
  in three weeks. In terms of change,
• 2:45
  there have been a lot of shifts in my career as well as in
• 2:49
  my life as you know, having children is definitely. It's not a
• 2:53
  small change, it's a big change. And it changes everything, including
• 2:56
  your perspective about life and what's important. In fact,
• 3:00
  my book was dedicated to my two favorite
• 3:03
  startups, my two sons.
• 3:07
  So. So, yeah, so that was a big change, you know, really rethinking life through
• 3:11
  the eyes and through the perspective of being a parent.
• 3:15
  But what I would say is the, the. And I don't know if it's
• 3:18
  small change. I feel like it's just been a constant
• 3:22
  thread in my life is. So I come from
• 3:26
  a long line of entrepreneurs. My father was an entrepreneur.
• 3:30
  His father was an entrepreneur. His father. Right. So generations of
• 3:34
  entrepreneurs on my father's side and on my mother's side, I
• 3:37
  come from generations of educators. So what do I do for a
• 3:41
  living? I am an educator and an entrepreneur.
• 3:45
  But the change that, And I remember this so distinctly because I
• 3:49
  was doing, you know, brand building and messaging and all, you
• 3:52
  know, a lot of identity work, specific for all kinds of
• 3:56
  businesses, family owned businesses, nonprofits. And one day I had
• 4:00
  this eureka moment and I realized, you know, what I really love to
• 4:03
  do is I love working with passionate entrepreneurs
• 4:07
  because they are not just passionate about what they do, but they're
• 4:11
  passionate about helping other people, about taking their
• 4:14
  gift and turning into a company that can help lots of people.
• 4:18
  And that immediately resonated with me because, of course, you know,
• 4:22
  it's in my DNA. And so the whole idea
• 4:26
  of working specifically with founders also has a
• 4:30
  personal component for me because my father
• 4:33
  struggled to be a successful entrepreneur.
• 4:37
  And as a result, I grew up with
• 4:41
  that experience thinking about how precarious
• 4:44
  entrepreneur's life could really be. So for me, when I help
• 4:48
  an entrepreneur succeed, I think of
• 4:52
  myself. I think of another little girl somewhere who maybe is feeling
• 4:55
  a little less concerned about her dad.
• 4:59
  And so. So for me, like I said, it's both professional and
• 5:03
  business, professional and personal. Yeah, I think, you know, I.
• 5:06
  I also come from a family of entrepreneurs, although,
• 5:11
  you know, having come through the depression, they thought a job
• 5:14
  was security. And so my grandfather was an
• 5:18
  entrepreneur. My father, of course, worked a job until we
• 5:21
  were through college and then he went out on his own. But I think,
• 5:25
  you know, the problem that most people have is
• 5:28
  letting people know what it is that they do. And being
• 5:32
  able to hit that balance between,
• 5:37
  you know, the substance and the emotional.
• 5:41
  Right. Yeah, that's such a good point, Yvonne.
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  I think that, you know, from my perspective, what I find is
• 5:48
  that people have trouble encapsulating sort of the
• 5:52
  core of what they do in such a way
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  that somebody is like, literally feels like, my God,
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  I've been looking for you forever. This is so valuable.
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  I can't wait to hear more about it. Let's have a conversation. As
• 6:07
  opposed to trying to always sell. Right? And I think that this is the
• 6:11
  mistake that so many entrepreneurs make is that they're. They're constantly
• 6:14
  feeling like the pitch is about a sales pitch, but a sales pitch
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  is. Is all about the what and the how. What do I. What I do,
• 6:21
  how I do it. Isn't it great? Here are all the amazing things we are
• 6:24
  able to do when really what people want to hear is why. Why do
• 6:28
  people work with you? What is the transformation that they
• 6:32
  achieve as a result of working with you? And for me,
• 6:35
  that's kind of where the magic is, figuring out what that
• 6:39
  is. And it's different for each of each person I work with. No
• 6:43
  one comes with the exact same set of, you know,
• 6:47
  parameters around their particular zone of genius.
• 6:51
  And, and the other thing I'm going to say that probably two years ago I
• 6:55
  would not have said is I really think the energy
• 6:58
  that you bring to your message. I mean, I don't call it a
• 7:02
  pitch. I call it an introduction. Because you're literally introducing yourself
• 7:06
  to someone who doesn't know you. Right. And doesn't know what
• 7:09
  you're doing. And I can't tell you,
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  ever since I've really been saying, you know, I don't want to be this
• 7:17
  button down, polished person. I just want to be myself.
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  You know how people are saying to me, I love your
• 7:25
  energy. I want to work with somebody that has that kind of energy. Right? They
• 7:29
  don't care that I have an mba. They don't care. You know,
• 7:34
  all the. All the bells and whistles and stuff. It's like, if you're gonna, you
• 7:38
  know, I always. I. I'm not gonna tell you what I really say,
• 7:41
  but the bottom line, if I'm going to spend my money with you,
• 7:45
  I want to have fun and enjoy it regardless what it is, Right?
• 7:49
  Oh, my gosh, I'm so with you on that. That's actually one of the criteria
• 7:53
  of me working with someone. They have to have a sense of humor and they've
• 7:56
  got it and not take themselves too seriously.
• 8:00
  Because if this isn't fun, you know, it's not
• 8:04
  supposed to be onerous, this process. It's because
• 8:08
  in the discovery of who you are as a brand and who you
• 8:11
  serve and what they get, and, you know, that whole process can
• 8:15
  be incredibly fun, enlightening, and it's
• 8:19
  really life changing because once you understand
• 8:23
  your particular zone of genius, it becomes
• 8:26
  really about, wow, I can share that zone of
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  genius, my superpower, with the people who really need
• 8:34
  it, want it, and will value it. That's an amazing thing to be able to
• 8:37
  say. Well, you know, the thing that's interesting to me is I don't
• 8:41
  think most people realize one, that they have a zone of genius.
• 8:45
  I talk about your unique power. And so when I
• 8:49
  talk to people, you know, the, the issue,
• 8:53
  you know, if they have client, when they, once they get a client
• 8:57
  and it's the right client, that client is probably very happy.
• 9:01
  They're very happy with the results, they're very happy with the relationship.
• 9:05
  It's getting people to, you know,
• 9:09
  acknowledge that they need, they need. They have a problem, they need some
• 9:13
  help. And when you're not yourself
• 9:17
  and tell them, you know, what your uniqueness is,
• 9:21
  it's really hard for them to see how you can help them.
• 9:25
  Right? Gosh, that's such a good point, Yvonne. You're right. Because,
• 9:29
  you know, I was saying this earlier. You know, you ask the wrong question, the
• 9:32
  answer doesn't matter. If I don't know enough about
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  who I am to even know what problem I'm trying to solve,
• 9:40
  how do you find the right fit for that problem? The right
• 9:44
  solution? I would also say
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  I think of the elevator pitch really as starting
• 9:52
  a conversation. And the first thing you need to do
• 9:56
  is make someone curious. That's why you don't sell
• 10:00
  in a pitch. You're inviting the start of a
• 10:04
  conversation. So when I say I make Fuzzy clear. If that
• 10:07
  doesn't mean anything to you, that's great. Now I know we can
• 10:11
  talk about something else, because either this intrigues
• 10:15
  you or it doesn't. And the people that I work with, the people I want
• 10:18
  to talk to, are people who are actually intrigued by that. And what
• 10:22
  you always want is, as I always tell people this, what you want to hear
• 10:25
  is tell me more, tell me more. Yes. And
• 10:29
  one of the things that I see so much of my client is, you know,
• 10:33
  they, they want to throw a big, wide net.
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  And they say, I do this, I do this, I do this, I do this,
• 10:40
  I do that, you know, and they're like, not connected in any way.
• 10:43
  And I said, you know, if I was interested, you probably lost
• 10:47
  me on the third item. Now, now I
• 10:51
  don't know what you do. Right. And by the way, more than three
• 10:54
  overwhelms people and shut them. Shuts them down. That's true when
• 10:58
  you're trying to buy. This is why. And I always use the toothpaste example.
• 11:02
  We don't need 20 different types of Crest toothpaste.
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  Three is more than enough. But they can't stop
• 11:09
  themselves. They keep adding more. And all that does is it makes it that much
• 11:13
  harder. Like, I can't. It. It's too much. And it's been
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  shown that, you know, three is kind of the perfect number. If I have
• 11:20
  three options, I'll be able to pick one. Going back to
• 11:24
  what you just said, that, you know, what people tend to do is they think.
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  They think broadly because they're so afraid that they're going to miss someone
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  and. Right. And instead, instead of thinking
• 11:36
  of a wide net, think about what's the one thing
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  that you offer the one person who actually needs
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  it, wants it and values it. The one thing. There's one thing, and
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  that one thing is solving a real problem for a real person.
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  And if you can get clear on that, you know, it
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  doesn't mean you never get to do these other things. You know, people get all
• 11:59
  panicky, like, oh, my God, but wait, I do all these. Yeah, and I
• 12:03
  do all these other things, too. But I don't lead with, you know,
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  I run workshops, I do keynotes. I.
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  I've written a book. I'm writing my second book. And, oh, by the way, I
• 12:14
  also do consult, you know. No, no, you need to pick one
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  thing at a time and then trust
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  that you put enough things out there that people will find you and
• 12:25
  let them discover the other things you do. And I
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  think the other thing that people do is so many times
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  when they see a person, you know, they're like
• 12:36
  potential clients. And I think if you take a step back
• 12:39
  and say, you know, I'm just looking for a relationship, this is
• 12:43
  going to be, you know, it may be a client, it may be a referral
• 12:47
  partner, it may be a collaboration, it may be other way
• 12:50
  they know somebody. Right. And so if you don't go
• 12:54
  in with the idea of, you know, you want to get a sales out
• 12:58
  of this, you're going to have much more. First of all, you're going to have
• 13:01
  much more goodwill in the world. I mean, people will remember because
• 13:05
  you're not jumping down their throat. You Know, asking them to marry them, and
• 13:09
  you hardly know their first name. You know, like, buy my stuff. Buying a
• 13:13
  stuff, right? And I think the other thing is.
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  I think. A key
• 13:21
  quality that entrepreneurs need to have is continuous
• 13:24
  learning. We discover more as
• 13:28
  we go along. So whatever the answer is today, first of all,
• 13:32
  the world is changing, right? And you're changing.
• 13:36
  You're becoming better. So the thing that. The thing, you know,
• 13:39
  as you go along, I just find it really interesting. I mean,
• 13:44
  I consider myself a pretty smart, methodical person. I've checked all the
• 13:47
  boxes and stuff like that. But I like to have fun. And it always
• 13:51
  amazes me when I learn
• 13:54
  something and go, oh, my God, why didn't
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  I know this? Oh, I have that all the time.
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  All the time. Your clarity gets even
• 14:05
  clearer. And because I think people think I'll have the answer, and I'm
• 14:09
  set for life. I did my workshop the other
• 14:13
  day, and there's a story that I tell, and basically, you know,
• 14:16
  I consider myself an implementator. You know, I get you to do things
• 14:20
  right away. And so in the story, I tell this
• 14:24
  about my math class where I got. I did got the answer
• 14:27
  in three steps, and everybody else took 20 or more, right?
• 14:32
  And, you know, when I put it on the board, the teacher was like, yes,
• 14:35
  this will work, but why don't you read the chapter, do it the right way,
• 14:38
  right? Could somebody else put the answer? And at the very end, and just
• 14:42
  accidentally, I set up my workshop. So you have a choice.
• 14:46
  You can do it the old way and take 20 some steps, or you can
• 14:49
  do it a different way and just take three or, you know, three or four.
• 14:54
  That's your choice. But why would you want to take all those extra
• 14:57
  steps? And I was like, I never connected those two
• 15:01
  things together. And I was like, oh, God, this is so good. You
• 15:05
  know, that's clarity.
• 15:09
  And, you know, it's about the message. You're also, you know, you're.
• 15:13
  You're bringing up another really good point with this, which is this,
• 15:16
  and I say this a lot to my clients. Do you want to focus on
• 15:19
  the process or the outcome? And because so often
• 15:23
  we go down the weeds, we go down those rabbit holes and talk about the
• 15:26
  process and this and that, you know, and the truth is that until. Even
• 15:30
  when somebody works with you, they're much less interested in how you do it
• 15:34
  and much more interested in what happens to them as a
• 15:37
  result. Because ultimately, it's ourselves we care about.
• 15:41
  Like, am I getting value out of this? Is there some transformation
• 15:45
  that's happening is my business going to be more successful after we work
• 15:48
  together? Because, you know, otherwise it's just,
• 15:53
  you know, you're just kind of talking to hear yourself talk, which I
• 15:57
  find a lot of. A lot of business people do this.
• 16:01
  But the reality is that there's always
• 16:05
  this piece where I feel like this is where curiosity really
• 16:09
  comes into play. Like I want to come into conversations
• 16:13
  where I am truly and genuinely curious about you.
• 16:17
  Because, honestly, I'm not for everyone, and
• 16:21
  it may not be a fit, and that's okay, but I may know somebody
• 16:25
  who is. The other thing is, you couldn't be. Of
• 16:29
  service to everyone, nor would I want to be.
• 16:32
  Right? Because then you'd be a service to nobody. You'd be, you know,
• 16:36
  so. So I, you know, to emphasize
• 16:40
  the point that you're making, you know, I. I guess apparently
• 16:44
  one of my things is I tell stories all the time. But, you know, so
• 16:47
  my story is, if I want a gooey brownie, and I come in a bakery,
• 16:50
  and you say, okay, here's two cups of flour, here's some cocoa, some egg,
• 16:55
  right? And so I'm willing to pay much
• 16:58
  more for the gooey brownie than I am to pay for
• 17:02
  the parts and the recipe. Which is why when you attract
• 17:06
  your right client, you are attracting premium clients
• 17:09
  that value you, that, you know, they want to know what you know,
• 17:13
  they're willing to pay what you're worth. And that makes the work
• 17:17
  even more joyful, I think. And I think because we
• 17:21
  both work primarily with women, this is something that women
• 17:24
  struggle with, and it's really. And. And it goes back to
• 17:28
  understanding your worth and your superpower, your zone of
• 17:32
  genius, if you will. When we are unclear about that,
• 17:36
  we feel like we're convincing someone to buy something.
• 17:40
  Whereas when we get clear on our value, which is
• 17:43
  what. Why I always start with what is your value proposition? Right. What
• 17:47
  is the thing that is. Differentiates you from your
• 17:51
  competition and is the thing that you and only you can really provide.
• 17:55
  And when you get clear on that, and even if you at first don't
• 17:59
  think it's a. It's a superpower, I guarantee you there's
• 18:02
  a superpower in there. The thing is
• 18:07
  that, you know, most of us don't think we have a superpower
• 18:10
  because it comes so naturally to us. Oh, yes, exactly.
• 18:14
  Exactly. True. And so you need somebody
• 18:18
  that's a blind spot. You need somebody else to help you
• 18:22
  to do that. And I have to tell you, I just recently somebody told
• 18:25
  me about Gallup Strength Finder. Oh, my God.
• 18:30
  Now I don't know that you can get the book.
• 18:34
  I don't have any, you know, skin in this. You can get the book on
• 18:38
  Amazon, I think it's about $30. But it comes with a coupon
• 18:41
  to take the, take the assessment. And
• 18:45
  what is it called, Yvonne? It's called. Hold on, I got
• 18:49
  it right here. It's called Strength Finders 2.0. Oh
• 18:53
  yeah, I have, I have two copies of it. Yes, I've, I've taken the test
• 18:56
  several times. Yeah. And what. I love that book. Love that book.
• 19:00
  I love the idea that you can have, I mean, so first of all, I
• 19:03
  should tell you you should take a lot of assessments and not every
• 19:07
  assess, any assessment is going to be 100% right. But
• 19:11
  if you can get some nugget or some awareness out of that
• 19:14
  assessment, then, then that's going to help you. But
• 19:18
  I just found that this was so amazing. There were a couple things I was
• 19:22
  like, oh, I need to highlight this, I need to include this. And there
• 19:26
  are things that I would never have thought of myself. And then what I
• 19:29
  did is I took, I had chat GPT,
• 19:33
  upload my report and say it are
• 19:37
  these things coming across in what I, in my post and my
• 19:41
  marketing and stuff. And it was really, I got really interesting results.
• 19:45
  Oh, I bet. What a great way to. I've never thought to use it that
• 19:48
  way, but that's a great idea. Well, because I think, I think again,
• 19:52
  we do not what we do,
• 19:56
  our gift is so easy to us that
• 20:00
  we do not think that it has value. I mean, for
• 20:03
  instance, I had a client and
• 20:07
  one of the things that we just did is, you know, I put together her,
• 20:10
  you know, like I helped her get a name for her program. I helped her
• 20:14
  with her pricing and stuff like that. And she did a post and
• 20:17
  she, that she said something like, I couldn't believe that she
• 20:21
  could put this together in 20 minutes.
• 20:25
  Right. Okay. It's like can't everybody,
• 20:29
  do everybody do that?
• 20:33
  I mean, and I think, I think the other thing is for women
• 20:37
  that is so strangling for them is
• 20:40
  we were probably brought up to be well behaved and to be
• 20:44
  followers. You know, it's like don't make a ruckus, you
• 20:48
  know, be seen but not heard. All that kind of
• 20:51
  nonsense as you were a kid. And so you have to go against that.
• 20:55
  And so we have a lot of self doubt, I think, you know, and,
• 20:59
  and I think that that is so unfortunate.
• 21:03
  And so that's why when you've got something tangible that oh,
• 21:06
  these. I don't have to. I mean, I just changed my workshop to say
• 21:11
  the unique powers you already have, because it's not like you take a pill
• 21:14
  or you get bonked on the head with a wand thing and you've already
• 21:18
  got it. And it's probably the thing that your parents
• 21:22
  found the most irritating when you were a kid.
• 21:27
  You're not wrong there, but you're right. I think also there's this
• 21:31
  other piece, which is that because we
• 21:35
  don't recognize it as a superpower and because it comes so
• 21:39
  easily to us, it's like we're almost embarrassed to ask for
• 21:42
  money for it. And that's something we need, especially as
• 21:46
  women. And as you know, I'm working on my second book, which
• 21:50
  is for and about women, and I have a whole
• 21:54
  chapter on, on how we don't. We don't value
• 21:58
  our superpower and we don't, as a result, we don't ask for what we're worth.
• 22:02
  The problem with that is that it's not just bad for your
• 22:05
  bottom line. It sets the expectation that when the
• 22:09
  next woman comes along with her own superpower,
• 22:13
  you know, it's going to be that much harder for her to ask for what
• 22:16
  she's worth. So in a way, we're, we're setting kind of
• 22:20
  others to fail. And that really, when I realized that, that's
• 22:24
  when I really started rethinking how I was, how I
• 22:28
  was establishing myself and what I was charging. Because,
• 22:31
  you know, we need to stop doing that. We could talk
• 22:35
  about this forever. I mean, yes, we could, because we're. Both
• 22:39
  really passionate about this. But tell us about the free gift that you brought,
• 22:42
  because it's amazing.
• 22:46
  So I have a brand clarity checklist,
• 22:50
  which is really a way to see, like, where are you
• 22:53
  on the. How well do you know your brand? And how well are you.
• 22:57
  Are you cutting through the noise? Because for me, it's all about, are you
• 23:01
  cutting through the noise? Can you. Can your clients find you?
• 23:05
  Are you using the right messaging? Is it coming across right? So
• 23:09
  it's like really just a checklist to see, you know. And also one
• 23:12
  of the things I always ask is, you know, why did you start your business?
• 23:17
  That's always a, you know, such an interesting question for me.
• 23:20
  So, yes. So I'll have the, the links will be. The link will be in
• 23:24
  the, in the, in the comments, I guess, in the. In the notes
• 23:27
  and other ways hold of you as well. So, yes,
• 23:31
  if you were going to give entrepreneurs three steps
• 23:35
  to help them clarity, what Would it be okay?
• 23:38
  Well, the first step is don't be afraid to look at
• 23:42
  your superpower from a. And I would even ask
• 23:46
  people, I will tell you, me saying I make Fuzzy
• 23:49
  clear. I didn't come up with that. Someone told me that. Someone else
• 23:53
  told me, I know who you are. I know what you do. You're a facilitator
• 23:56
  of light bulb moments. You know, it's all. That was my light bulb moment.
• 24:01
  So ask people who know you well, who've worked with you,
• 24:05
  what's the thing that. What's the one thing that you really got from work? Like,
• 24:08
  what is it? Like, what. What can you identify the thing that,
• 24:12
  you know, you feel is really a superpower of mine if you don't know it?
• 24:16
  So that's the first step. The second step is you need to really identify
• 24:19
  and clarify who needs it. Not everybody on the planet
• 24:23
  needs or wants what you have, and that's okay. And
• 24:27
  then the third thing you have to do is you have to understand
• 24:31
  a true problem that this person has, not one
• 24:34
  that you'd like to. You think you're fixing. No.
• 24:38
  If. If not. If you don't know, I would suggest do
• 24:42
  an online survey. You know, it's like you can do one on Google.
• 24:46
  I mean, you know, survey monkey. I mean, there's so many now, you know, and
• 24:49
  it's free. And ask a bunch of people
• 24:53
  to tell you, you know, like, people that, you know, who share
• 24:57
  some. You know, who share the. The qualities of that person that
• 25:00
  you're looking for. And ask them, you know, what is the problem that keeps
• 25:04
  you up at night? What is the one thing that if you could fix, would
• 25:08
  make your business more successful, would make you feel
• 25:11
  less stressed out. Whatever it is, you know, doesn't have to be long. Five
• 25:15
  to seven questions at most. And then,
• 25:19
  you know, take that really to heart, and then look at your
• 25:23
  business and say, am I communicating this? You know, it
• 25:26
  took me a long time to be able to say, not only do I
• 25:30
  make Fuzzy clear, but here's the problem. The problem
• 25:34
  is where it's like each of us is standing in the middle of Times Square
• 25:37
  trying to stand out, trying to be heard, trying to, you know, find,
• 25:41
  have our clients find us? That's for every entrepreneur.
• 25:44
  That's what it looks like. And so my, My. My
• 25:48
  question is not, here's what I can do to help you, but here's the problem
• 25:52
  that I truly understand, and I know how to fix
• 25:56
  it. You don't have to go into detail. You just have to be clear.
• 25:59
  About my superpower, who needs it, and then
• 26:03
  communicate based on the thing, you know,
• 26:07
  that is the most important thing that you're fixing for them.
• 26:10
  Excellent. And the checklist will help you with that. It
• 26:14
  will. So. All right, last question.
• 26:18
  No, it's not the last, but it's the next.
• 26:22
  When was the last time you did something new for the first time?
• 26:27
  Oh, let's see. I'm trying. This is a really good
• 26:30
  question. When
• 26:34
  I. When I started writing a book, I'd never written a book before,
• 26:38
  and I kind of kicked around the idea,
• 26:42
  and. And then I thought, wait a second, I don't have to
• 26:46
  come up with all of it myself. I can go talk to other entrepreneurs and
• 26:50
  get their story. And that's what I did with the first book, and it's what
• 26:54
  I did with the second book. So I think becoming an author,
• 26:57
  it scared the heck out of me, I could tell you that. And, you know,
• 27:01
  it's. What's really funny is when I was doing the first book, I kept saying,
• 27:05
  well, why me? Like, who am I to write this book, right? Why me? And
• 27:08
  now the second book, the title is why
• 27:12
  Not Me? The Female Guide for Entrepreneurship. And I
• 27:16
  think that's. That's. That's the question that I think so many
• 27:19
  female entrepreneurs have absolutely. That. Hold them
• 27:23
  back. Okay, people, time for the ad. So
• 27:27
  what I'd like you to do, if you've enjoyed what you've heard and you've gotten
• 27:30
  information, I want you to subscribe and share and engage with
• 27:34
  the podcast on social media. Because I did this as a way
• 27:38
  to give back to the community. I wanted to help you supercharge
• 27:41
  your business through connection. And so this is a way for me to introduce you
• 27:45
  to lots of people in the business world and make
• 27:49
  your community much more vibrant and fuel your quest for growth and
• 27:52
  impact. So I hope that you will join me for the one small change
• 27:57
  every week and listen to all the things that are going on. And if you
• 28:00
  haven't done it yet, you might want to listen to the first episode
• 28:04
  that why I started doing this. And so, Orly,
• 28:09
  I can't believe we have to cut this off. So. Me
• 28:13
  too. I was really enjoying our conversation. So have you got any
• 28:17
  words of wisdom or any last words that you want to share with everybody?
• 28:21
  Things that get you. You know, if you've got a mantra or something that gets
• 28:24
  you through the day. Oh, you know what?
• 28:28
  Yeah, there is a mantra, and it actually comes from my first book,
• 28:32
  which is. Let me. I'll
• 28:36
  pull it up right here. Because it's such a. It's a Japanese
• 28:39
  proverb. And the proverb is action without vision is
• 28:43
  a dream. Vision without action is a nightmare.
• 28:47
  I think I saw that somewhere. I love that. I love that. Okay,
• 28:51
  good people, bring this to an end. So the
• 28:55
  last thing I want to say is remember that change is not
• 28:59
  easy, but it is simple. And if you don't change
• 29:02
  something, you're going to be where you are. If not, and even
• 29:06
  worse, you could be stagnating because the rest of the world is changing.
• 29:10
  But simply so, it requires courage and resilience and a willingness to
• 29:14
  step outside your comfort zone. And I hope that you're willing to do that.
• 29:17
  And some of the information that I gave you today will help you with that.
• 29:21
  So join me for another episode of the One Small
• 29:24
  Change as we embark on a journey of old vision and
• 29:28
  innovative possibilities. And until then,
• 29:31
  stay curious. Thank you, Orly. Thank you so much,
• 29:35
  Yvonne. It was a pleasure.