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Retail Roundup: How Independent Retail Wins in 2025 · Wisdom by WESA

• 0:00
  Well,
• 0:00
  hi
• 0:00
  everybody.
• 0:01
  Glenn
• 0:01
  the
• 0:01
  Geek,
• 0:01
  back
• 0:01
  with
• 0:02
  you.
• 0:02
  Founder
• 0:02
  of
• 0:02
  the
• 0:02
  Horse
• 0:03
  Radio
• 0:03
  Network
• 0:03
  and
• 0:03
  host
• 0:04
  of
• 0:04
  Horses
• 0:04
  in
• 0:05
  the
• 0:05
  Morning,
• 0:05
  the
• 0:05
  longest
• 0:06
  running
• 0:06
  daily
• 0:07
  horse
• 0:07
  podcast,
• 0:08
  one
• 0:08
  of
• 0:08
  the
• 0:08
  longest
• 0:08
  running
• 0:09
  daily
• 0:09
  podcasts
• 0:09
  in
• 0:10
  the
• 0:10
  world
• 0:10
  at
• 0:10
  15
• 0:10
  years.
• 0:11
  Welcome
• 0:12
  to
• 0:12
  the
• 0:12
  WESA
• 0:12
  Retail
• 0:13
  Roundup.
• 0:13
  The
• 0:14
  Retail
• 0:14
  Roundup
• 0:14
  is
• 0:14
  your
• 0:14
  go
• 0:15
  to
• 0:15
  virtual
• 0:15
  hub
• 0:15
  for
• 0:15
  all
• 0:16
  things
• 0:16
  retail.
• 0:17
  Join
• 0:17
  panel
• 0:17
  discussions,
• 0:18
  learn
• 0:18
  from
• 0:18
  webinars,
• 0:19
  share
• 0:19
  your
• 0:19
  thoughts,
• 0:20
  ask
• 0:20
  questions
• 0:21
  and
• 0:21
  connect
• 0:21
  with
• 0:21
  your
• 0:22
  community.
• 0:23
  We
• 0:23
  host
• 0:23
  a
• 0:24
  virtual
• 0:24
  event
• 0:24
  on
• 0:24
  Mondays
• 0:25
  and
• 0:25
  share
• 0:26
  educational
• 0:26
  content
• 0:27
  with
• 0:27
  you
• 0:27
  every
• 0:28
  week
• 0:28
  via
• 0:28
  the
• 0:28
  Retail
• 0:29
  Roundup
• 0:29
  Facebook
• 0:30
  group.
• 0:30
  If
• 0:30
  you're
• 0:30
  not
• 0:30
  a
• 0:31
  member
• 0:31
  yet,
• 0:31
  search
• 0:32
  for
• 0:32
  Retail
• 0:32
  Roundup
• 0:33
  on
• 0:33
  Facebook.
• 0:34
  In
• 0:35
  a
• 0:35
  landscape
• 0:35
  dominated
• 0:36
  by
• 0:36
  big
• 0:36
  box
• 0:37
  stores,
• 0:37
  whether
• 0:38
  they're,
• 0:38
  you
• 0:39
  know,
• 0:39
  physical
• 0:39
  stores,
• 0:40
  brick
• 0:40
  and
• 0:40
  mortar
• 0:41
  stores,
• 0:41
  or
• 0:41
  online
• 0:42
  stores,
• 0:42
  how
• 0:42
  do
• 0:43
  small
• 0:43
  retailers
• 0:44
  not
• 0:44
  just
• 0:45
  survive,
• 0:45
  but
• 0:46
  thrive?
• 0:47
  We'll
• 0:47
  find
• 0:47
  answers
• 0:47
  today
• 0:48
  as
• 0:48
  we
• 0:48
  chat
• 0:48
  with
• 0:48
  Stevie
• 0:49
  Cummins,
• 0:49
  the
• 0:50
  powerhouse
• 0:50
  behind
• 0:50
  Jewel
• 0:51
  of
• 0:51
  the
• 0:51
  west,
• 0:51
  to
• 0:52
  explore
• 0:52
  how
• 0:52
  independent
• 0:53
  stores
• 0:53
  can
• 0:53
  win
• 0:53
  in
• 0:53
  2025.
• 0:55
  Stevie
• 0:55
  is
• 0:56
  the
• 0:56
  founder
• 0:56
  and
• 0:56
  creative
• 0:56
  force
• 0:57
  behind
• 0:57
  Jewel
• 0:57
  of
• 0:57
  the
• 0:58
  West,
• 0:58
  a
• 0:58
  western
• 0:58
  inspired
• 0:59
  boutique
• 0:59
  known
• 1:00
  for
• 1:00
  its
• 1:00
  unique
• 1:01
  creation,
• 1:01
  curation
• 1:02
  and
• 1:02
  fiercely
• 1:03
  loya
• 1:04
  customer
• 1:04
  base.
• 1:05
  Stevie,
• 1:05
  where
• 1:05
  are
• 1:05
  you
• 1:06
  guys
• 1:06
  located?
• 1:07
  We
• 1:07
  are
• 1:07
  in
• 1:08
  a
• 1:08
  little
• 1:08
  town
• 1:09
  in
• 1:09
  the
• 1:09
  Black
• 1:10
  Hills
• 1:10
  of
• 1:10
  South
• 1:10
  Dakota
• 1:11
  by
• 1:11
  the
• 1:11
  name
• 1:12
  of
• 1:12
  Hill
• 1:12
  city.
• 1:13
  We're
• 1:13
  about
• 1:13
  10
• 1:14
  miles
• 1:14
  from
• 1:15
  Mount
• 1:15
  Rushmore.
• 1:16
  Are
• 1:16
  you
• 1:16
  the
• 1:16
  only
• 1:16
  business
• 1:16
  other
• 1:17
  than
• 1:17
  Mount
• 1:17
  Rushmore
• 1:18
  in
• 1:18
  Hill
• 1:18
  City?
• 1:19
  No,
• 1:20
  no,
• 1:20
  actually
• 1:21
  we
• 1:21
  have
• 1:21
  a
• 1:22
  really
• 1:22
  cute
• 1:23
  little
• 1:23
  downtown.
• 1:24
  It's
• 1:24
  kind
• 1:24
  of
• 1:25
  one
• 1:25
  or
• 1:25
  two
• 1:25
  blocks
• 1:26
  long,
• 1:26
  but
• 1:27
  a
• 1:27
  lot
• 1:27
  of
• 1:28
  stores,
• 1:28
  art,
• 1:29
  galleries,
• 1:30
  restaurants,
• 1:31
  things
• 1:31
  like
• 1:31
  that.
• 1:32
  We
• 1:33
  have
• 1:33
  strong
• 1:34
  traffic
• 1:35
  May
• 1:36
  mid
• 1:36
  May
• 1:36
  through
• 1:37
  mid
• 1:37
  October.
• 1:38
  So
• 1:38
  about
• 1:38
  five
• 1:39
  months
• 1:39
  out
• 1:39
  of
• 1:40
  the
• 1:40
  year.
• 1:41
  Are
• 1:41
  you
• 1:41
  open
• 1:42
  the
• 1:42
  other
• 1:42
  months?
• 1:43
  We
• 1:43
  are,
• 1:44
  we
• 1:44
  are.
• 1:45
  I
• 1:45
  do
• 1:45
  not
• 1:46
  own
• 1:46
  the
• 1:47
  building
• 1:47
  that
• 1:47
  we
• 1:48
  are
• 1:48
  in.
• 1:48
  I
• 1:48
  rent
• 1:49
  and
• 1:50
  as
• 1:50
  you
• 1:50
  can
• 1:50
  imagine,
• 1:51
  the
• 1:51
  rent
• 1:51
  in
• 1:52
  a
• 1:52
  little
• 1:52
  tourist
• 1:52
  town
• 1:53
  can
• 1:54
  be
• 1:54
  pretty
• 1:54
  high
• 1:55
  as
• 1:55
  have
• 1:55
  all
• 1:56
  the
• 1:56
  other
• 1:56
  expenses
• 1:57
  gone
• 1:57
  up.
• 1:57
  So
• 1:58
  there's
• 1:58
  no
• 1:59
  way
• 1:59
  I
• 1:59
  could
• 1:59
  survive
• 2:00
  if
• 2:00
  I
• 2:00
  didn't
• 2:00
  stay
• 2:01
  stay
• 2:01
  year
• 2:01
  round,
• 2:02
  stay
• 2:02
  open
• 2:02
  year
• 2:03
  round.
• 2:03
  And
• 2:04
  we
• 2:04
  found
• 2:05
  some
• 2:05
  really
• 2:05
  great
• 2:06
  workarounds
• 2:06
  that
• 2:07
  we've
• 2:07
  built
• 2:07
  upon
• 2:08
  over
• 2:08
  the
• 2:08
  years
• 2:08
  that
• 2:09
  have
• 2:09
  really
• 2:09
  helped
• 2:09
  us
• 2:10
  succeed.
• 2:11
  So
• 2:11
  you're
• 2:11
  brick
• 2:11
  and
• 2:11
  mortar
• 2:12
  and
• 2:12
  online?
• 2:14
  Well,
• 2:15
  we
• 2:15
  don't
• 2:15
  have
• 2:15
  an
• 2:16
  online
• 2:16
  shopping
• 2:17
  cart
• 2:18
  website.
• 2:18
  We
• 2:18
  have
• 2:19
  a
• 2:19
  website
• 2:19
  that
• 2:20
  kind
• 2:20
  of
• 2:20
  shows
• 2:20
  the
• 2:21
  vibe
• 2:21
  of
• 2:21
  our
• 2:22
  store
• 2:23
  and
• 2:23
  where
• 2:24
  people
• 2:24
  can
• 2:24
  go
• 2:24
  and
• 2:25
  schedule
• 2:25
  a
• 2:25
  virtual
• 2:26
  shopping
• 2:26
  appointment.
• 2:27
  It
• 2:27
  also
• 2:28
  has
• 2:28
  a
• 2:28
  very
• 2:28
  robust
• 2:29
  calendar
• 2:30
  of
• 2:30
  events
• 2:30
  so
• 2:31
  that
• 2:31
  people
• 2:31
  can
• 2:31
  see
• 2:32
  what
• 2:32
  we
• 2:32
  have
• 2:32
  going
• 2:33
  on.
• 2:33
  We
• 2:34
  do
• 2:34
  so
• 2:35
  much
• 2:35
  virtual,
• 2:36
  our
• 2:37
  virtual
• 2:38
  and
• 2:38
  our
• 2:38
  social
• 2:39
  media.
• 2:40
  Honestly,
• 2:41
  they're
• 2:41
  probably
• 2:42
  responsible
• 2:43
  for
• 2:43
  75%
• 2:45
  of
• 2:45
  our
• 2:45
  revenue
• 2:46
  throughout
• 2:46
  the
• 2:46
  year,
• 2:47
  including
• 2:48
  tourist
• 2:48
  season
• 2:49
  added
• 2:49
  in.
• 2:50
  So
• 2:51
  we've
• 2:51
  really
• 2:51
  built
• 2:52
  upon
• 2:52
  that
• 2:52
  and
• 2:53
  it's
• 2:53
  been
• 2:53
  a
• 2:53
  huge
• 2:54
  Focus.
• 2:54
  And
• 2:54
  we've
• 2:55
  stayed
• 2:55
  very
• 2:55
  consistent
• 2:56
  with
• 2:56
  it.
• 2:57
  So
• 2:57
  that
• 2:58
  has
• 2:58
  been
• 2:58
  very
• 2:58
  helpful.
• 3:00
  Well,
• 3:00
  that
• 3:00
  leads
• 3:00
  to
• 3:00
  the
• 3:00
  first
• 3:01
  question,
• 3:01
  right?
• 3:01
  Is
• 3:01
  how
• 3:01
  do
• 3:02
  you
• 3:02
  compete
• 3:02
  with
• 3:02
  the
• 3:02
  Amazons
• 3:03
  and
• 3:03
  the
• 3:03
  big
• 3:04
  box
• 3:04
  stores
• 3:05
  of
• 3:05
  the
• 3:05
  world?
• 3:06
  You
• 3:06
  know,
• 3:06
  how
• 3:07
  do
• 3:07
  you
• 3:07
  compete
• 3:07
  individually
• 3:08
  with
• 3:08
  that?
• 3:09
  Yeah,
• 3:10
  well,
• 3:10
  I'll
• 3:10
  be
• 3:11
  honest.
• 3:11
  You
• 3:11
  know,
• 3:12
  it
• 3:12
  can
• 3:12
  be
• 3:12
  hard
• 3:13
  at
• 3:13
  times.
• 3:14
  One,
• 3:15
  we're
• 3:15
  pretty
• 3:16
  transparent
• 3:16
  here.
• 3:17
  You
• 3:17
  know,
• 3:17
  sometimes
• 3:17
  you'll
• 3:18
  have
• 3:18
  a
• 3:18
  customer
• 3:18
  come
• 3:19
  in
• 3:19
  and
• 3:19
  say,
• 3:19
  well,
• 3:20
  I
• 3:20
  saw
• 3:20
  this
• 3:21
  online
• 3:22
  at
• 3:22
  their
• 3:22
  website
• 3:23
  for
• 3:23
  $5
• 3:24
  cheaper
• 3:24
  than
• 3:25
  you're
• 3:25
  selling
• 3:25
  it.
• 3:26
  And,
• 3:26
  you
• 3:27
  know,
• 3:27
  I'm
• 3:27
  just
• 3:27
  real
• 3:28
  honest
• 3:28
  with
• 3:28
  people
• 3:29
  that,
• 3:29
  you
• 3:30
  know,
• 3:30
  90%
• 3:30
  of
• 3:31
  vendors
• 3:31
  sell
• 3:31
  direct
• 3:32
  to
• 3:32
  the
• 3:32
  end
• 3:32
  user.
• 3:33
  And
• 3:33
  that
• 3:33
  can
• 3:34
  make
• 3:34
  it
• 3:34
  very
• 3:35
  hard
• 3:35
  for
• 3:35
  their
• 3:36
  wholesalers,
• 3:37
  you
• 3:37
  know,
• 3:37
  the
• 3:38
  people
• 3:38
  that
• 3:38
  buy
• 3:39
  wholesale,
• 3:39
  to
• 3:39
  sell
• 3:40
  retail.
• 3:40
  Because
• 3:41
  we
• 3:41
  eat
• 3:42
  that
• 3:42
  freight
• 3:43
  coming
• 3:43
  to
• 3:43
  us
• 3:44
  and
• 3:44
  with
• 3:44
  what
• 3:45
  freight
• 3:45
  costs
• 3:46
  have
• 3:46
  done,
• 3:47
  I
• 3:47
  just
• 3:47
  can't
• 3:47
  eat
• 3:48
  them
• 3:48
  all
• 3:48
  or
• 3:48
  I
• 3:48
  won't
• 3:49
  stay
• 3:49
  alive.
• 3:49
  So
• 3:50
  I'm
• 3:50
  just
• 3:50
  honest
• 3:51
  that
• 3:51
  I
• 3:51
  wish
• 3:52
  I
• 3:52
  could.
• 3:52
  But
• 3:53
  this
• 3:53
  is,
• 3:53
  you
• 3:53
  know,
• 3:54
  recently
• 3:54
  I
• 3:55
  got
• 3:55
  in
• 3:55
  29
• 3:56
  boxes
• 3:57
  of
• 3:57
  boots
• 3:58
  and
• 3:58
  the
• 3:58
  freight
• 3:59
  on
• 3:59
  it
• 3:59
  was
• 3:59
  $497.50.
• 4:03
  You
• 4:03
  know,
• 4:03
  I
• 4:03
  can't
• 4:04
  eat
• 4:04
  all
• 4:04
  of
• 4:04
  that
• 4:05
  and
• 4:05
  charge
• 4:05
  the
• 4:06
  same
• 4:06
  price
• 4:06
  they
• 4:06
  are.
• 4:07
  So
• 4:07
  I'm
• 4:08
  honest
• 4:08
  and
• 4:08
  transparent
• 4:09
  with
• 4:09
  people.
• 4:10
  But
• 4:11
  also
• 4:11
  I
• 4:12
  feel
• 4:12
  like
• 4:12
  we
• 4:12
  stand
• 4:13
  out
• 4:13
  in
• 4:13
  a
• 4:13
  lot
• 4:13
  of
• 4:14
  other
• 4:14
  ways
• 4:14
  too.
• 4:16
  One
• 4:16
  I
• 4:16
  can
• 4:16
  honestly
• 4:17
  say,
• 4:17
  most
• 4:17
  importantly
• 4:18
  is
• 4:19
  the
• 4:20
  women
• 4:20
  that
• 4:20
  work
• 4:20
  for
• 4:21
  me.
• 4:22
  I
• 4:22
  don't
• 4:23
  even
• 4:23
  know
• 4:23
  how
• 4:24
  to
• 4:24
  say
• 4:24
  enough
• 4:25
  about
• 4:25
  them
• 4:26
  that
• 4:27
  really,
• 4:28
  I
• 4:28
  don't
• 4:28
  even
• 4:29
  know
• 4:29
  how
• 4:29
  you
• 4:29
  put
• 4:29
  a
• 4:30
  value
• 4:30
  on
• 4:30
  them.
• 4:31
  In
• 4:31
  South
• 4:31
  Dakota,
• 4:32
  the
• 4:33
  minimum
• 4:33
  wage
• 4:34
  is
• 4:34
  $11.50
• 4:36
  an
• 4:36
  hour.
• 4:36
  I
• 4:36
  start
• 4:37
  my
• 4:37
  employees
• 4:37
  at
• 4:38
  15
• 4:38
  an
• 4:39
  hour.
• 4:39
  We
• 4:40
  never
• 4:40
  advertise
• 4:41
  that
• 4:41
  we
• 4:41
  have
• 4:42
  a
• 4:42
  job
• 4:42
  opening.
• 4:43
  I
• 4:43
  would
• 4:43
  rather
• 4:44
  work
• 4:44
  16
• 4:45
  hours
• 4:45
  a
• 4:45
  day,
• 4:45
  seven
• 4:46
  days
• 4:46
  a
• 4:46
  week
• 4:46
  than
• 4:47
  have
• 4:47
  someone
• 4:48
  in
• 4:49
  our
• 4:49
  establishment
• 4:51
  that
• 4:51
  is
• 4:51
  not
• 4:52
  a
• 4:52
  good
• 4:52
  fit
• 4:53
  for
• 4:54
  the
• 4:54
  type
• 4:54
  of
• 4:55
  customer
• 4:55
  service
• 4:56
  element
• 4:57
  that
• 4:57
  we
• 4:57
  want
• 4:57
  to
• 4:58
  provide
• 4:58
  to
• 4:58
  our
• 4:59
  customers.
• 5:00
  So
• 5:00
  pretty
• 5:00
  much
• 5:01
  all
• 5:01
  of
• 5:01
  our
• 5:01
  employees,
• 5:03
  they
• 5:03
  were
• 5:03
  either
• 5:03
  a
• 5:04
  really
• 5:04
  good
• 5:04
  customer
• 5:05
  that
• 5:05
  we
• 5:05
  reached
• 5:06
  out
• 5:06
  to,
• 5:07
  they
• 5:07
  were
• 5:07
  a
• 5:08
  referral
• 5:08
  by
• 5:08
  a
• 5:09
  good
• 5:09
  customer,
• 5:10
  or
• 5:11
  a
• 5:11
  friend
• 5:11
  of
• 5:12
  an
• 5:12
  employee
• 5:13
  that
• 5:13
  decided
• 5:14
  they
• 5:14
  wanted
• 5:14
  to
• 5:14
  come
• 5:15
  on
• 5:15
  board.
• 5:15
  And
• 5:16
  what
• 5:16
  we
• 5:17
  have
• 5:17
  developed
• 5:18
  is
• 5:19
  truly
• 5:20
  a
• 5:20
  family
• 5:20
  here.
• 5:21
  We
• 5:22
  give
• 5:22
  a
• 5:22
  different
• 5:23
  experience
• 5:23
  than
• 5:24
  I
• 5:24
  think
• 5:24
  you
• 5:24
  can
• 5:25
  get
• 5:25
  in
• 5:25
  most
• 5:25
  big
• 5:26
  box
• 5:26
  stores.
• 5:26
  I
• 5:26
  don't
• 5:27
  know
• 5:27
  about
• 5:27
  you,
• 5:28
  but
• 5:28
  these
• 5:29
  days
• 5:29
  when
• 5:29
  I
• 5:29
  walk
• 5:29
  in
• 5:30
  a
• 5:30
  big
• 5:30
  store,
• 5:31
  I
• 5:32
  feel
• 5:32
  like
• 5:32
  I'm
• 5:32
  having
• 5:33
  to
• 5:33
  ask
• 5:33
  for
• 5:33
  someone
• 5:34
  to
• 5:34
  help
• 5:34
  me.
• 5:35
  And
• 5:35
  even
• 5:35
  sometimes
• 5:36
  when
• 5:36
  you
• 5:36
  ask,
• 5:36
  you
• 5:37
  can't
• 5:37
  get
• 5:37
  the
• 5:38
  help.
• 5:39
  And
• 5:40
  I've
• 5:40
  given
• 5:40
  up
• 5:41
  on
• 5:41
  that.
• 5:41
  I
• 5:41
  never
• 5:41
  even
• 5:42
  just
• 5:42
  assume
• 5:43
  nobody's
• 5:43
  there
• 5:43
  to
• 5:43
  help
• 5:43
  you.
• 5:44
  You
• 5:44
  just
• 5:44
  make
• 5:44
  that
• 5:44
  assumption,
• 5:45
  right?
• 5:45
  You
• 5:46
  find
• 5:46
  it
• 5:46
  yourself.
• 5:46
  A
• 5:46
  lot
• 5:47
  of
• 5:47
  times,
• 5:48
  yeah.
• 5:49
  And
• 5:49
  a
• 5:49
  lot
• 5:49
  of
• 5:49
  times
• 5:50
  the
• 5:50
  younger
• 5:50
  folks,
• 5:51
  which
• 5:51
  I
• 5:51
  don't
• 5:52
  want
• 5:52
  to
• 5:52
  stereotype
• 5:53
  people
• 5:54
  because
• 5:54
  I've
• 5:55
  had
• 5:55
  some
• 5:55
  amazing
• 5:55
  young
• 5:56
  employees
• 5:56
  that
• 5:57
  left
• 5:57
  and
• 5:57
  went
• 5:57
  off
• 5:58
  to
• 5:58
  college.
• 5:58
  But
• 5:59
  a
• 5:59
  lot
• 6:00
  of
• 6:00
  times,
• 6:00
  you
• 6:01
  know,
• 6:01
  they're
• 6:01
  busy
• 6:01
  on
• 6:02
  their
• 6:02
  cell
• 6:02
  phone
• 6:02
  and
• 6:03
  they
• 6:03
  don't
• 6:03
  even
• 6:03
  look
• 6:04
  up
• 6:04
  to
• 6:04
  acknowledge
• 6:06
  my
• 6:06
  age
• 6:07
  range
• 6:07
  currently
• 6:08
  of
• 6:08
  staff
• 6:08
  is
• 6:09
  53
• 6:09
  to
• 6:10
  70.
• 6:11
  I
• 6:11
  love
• 6:11
  it,
• 6:13
  isn't
• 6:13
  it?
• 6:13
  And
• 6:14
  I
• 6:14
  feel
• 6:14
  like
• 6:15
  it
• 6:15
  comes
• 6:16
  from
• 6:16
  a
• 6:16
  generation
• 6:17
  that
• 6:17
  truly
• 6:18
  cares
• 6:18
  about
• 6:18
  the
• 6:19
  in
• 6:19
  person
• 6:20
  experience,
• 6:21
  the
• 6:21
  customer
• 6:21
  service
• 6:22
  element.
• 6:23
  There
• 6:23
  is
• 6:24
  not
• 6:24
  a
• 6:24
  person
• 6:24
  that
• 6:25
  walks
• 6:25
  in
• 6:25
  our
• 6:25
  door
• 6:26
  that
• 6:26
  is
• 6:26
  not
• 6:26
  greeted
• 6:27
  and
• 6:27
  thanked
• 6:27
  for
• 6:28
  coming
• 6:28
  in
• 6:29
  and
• 6:29
  that
• 6:29
  is
• 6:29
  not
• 6:30
  thanked
• 6:30
  when
• 6:31
  they
• 6:31
  leave
• 6:31
  for
• 6:32
  stopping
• 6:32
  in
• 6:32
  whether
• 6:33
  they
• 6:33
  made
• 6:33
  a
• 6:33
  purchase
• 6:34
  or
• 6:34
  not.
• 6:35
  And
• 6:35
  I
• 6:36
  love
• 6:36
  that
• 6:36
  about
• 6:36
  the
• 6:37
  women
• 6:37
  that
• 6:37
  work
• 6:37
  for
• 6:38
  me.
• 6:38
  And
• 6:38
  I
• 6:39
  think
• 6:39
  that
• 6:39
  is
• 6:39
  one
• 6:40
  thing
• 6:40
  that
• 6:40
  really
• 6:40
  helps
• 6:41
  us
• 6:41
  stand
• 6:42
  out.
• 6:43
  Another
• 6:44
  thing
• 6:44
  that
• 6:44
  has
• 6:45
  really
• 6:45
  helped
• 6:45
  us
• 6:46
  is
• 6:46
  the
• 6:47
  marketing
• 6:47
  company
• 6:48
  that
• 6:48
  I
• 6:48
  work
• 6:48
  with
• 6:49
  that
• 6:49
  manages
• 6:50
  my
• 6:50
  website.
• 6:51
  They
• 6:51
  told
• 6:52
  me
• 6:52
  that
• 6:52
  if
• 6:52
  you
• 6:53
  could
• 6:53
  get
• 6:53
  more
• 6:54
  Google
• 6:54
  reviews
• 6:55
  it
• 6:55
  would
• 6:55
  help
• 6:55
  your
• 6:55
  business.
• 6:56
  They
• 6:57
  said
• 6:57
  do
• 6:57
  not
• 6:58
  ask
• 6:58
  for
• 6:59
  good
• 6:59
  reviews,
• 7:00
  just
• 7:00
  ask
• 7:00
  for
• 7:01
  honest
• 7:01
  feedback.
• 7:02
  And
• 7:03
  they
• 7:03
  said
• 7:03
  the
• 7:03
  more
• 7:03
  of
• 7:04
  those
• 7:04
  you
• 7:05
  get,
• 7:05
  the
• 7:06
  more
• 7:06
  it
• 7:06
  is
• 7:07
  going
• 7:07
  to
• 7:07
  drive
• 7:08
  people
• 7:08
  to
• 7:08
  your
• 7:08
  website
• 7:09
  when
• 7:09
  they're
• 7:09
  looking
• 7:10
  for
• 7:10
  a
• 7:10
  keyword
• 7:11
  like
• 7:11
  turquoise
• 7:12
  jewelry
• 7:12
  or
• 7:13
  what
• 7:13
  have
• 7:13
  you.
• 7:14
  And
• 7:14
  so
• 7:14
  we
• 7:14
  started
• 7:15
  a
• 7:15
  thing.
• 7:16
  One
• 7:16
  of
• 7:16
  my
• 7:16
  techie
• 7:17
  young
• 7:17
  gals
• 7:17
  that
• 7:17
  went
• 7:18
  off
• 7:18
  to
• 7:18
  college,
• 7:19
  she
• 7:19
  created
• 7:20
  a
• 7:20
  barcode
• 7:20
  for
• 7:21
  us
• 7:21
  and
• 7:21
  we
• 7:21
  do
• 7:21
  them
• 7:22
  on
• 7:22
  these
• 7:22
  fun
• 7:22
  little
• 7:23
  postcards.
• 7:23
  We
• 7:24
  put
• 7:24
  one
• 7:24
  in
• 7:25
  every
• 7:25
  package.
• 7:26
  Sometimes
• 7:26
  we'll
• 7:27
  hand
• 7:27
  them
• 7:27
  out
• 7:28
  to
• 7:28
  people
• 7:28
  that
• 7:29
  just
• 7:29
  come
• 7:29
  in
• 7:29
  to
• 7:30
  browse.
• 7:31
  And
• 7:31
  it's
• 7:32
  got
• 7:32
  our
• 7:32
  return
• 7:33
  policy
• 7:33
  on
• 7:33
  there.
• 7:34
  It
• 7:34
  takes
• 7:34
  this
• 7:35
  takes
• 7:35
  you
• 7:35
  right
• 7:36
  to
• 7:36
  our
• 7:36
  Google
• 7:37
  page
• 7:38
  where
• 7:38
  they
• 7:38
  can
• 7:38
  leave
• 7:40
  review
• 7:40
  and
• 7:41
  we
• 7:41
  just
• 7:41
  ask
• 7:41
  for
• 7:41
  honest
• 7:42
  feedback
• 7:42
  and
• 7:43
  tell
• 7:43
  them
• 7:43
  it
• 7:43
  really
• 7:43
  helps
• 7:44
  us
• 7:44
  if
• 7:44
  you
• 7:44
  tell
• 7:45
  us
• 7:45
  how
• 7:45
  we
• 7:45
  can
• 7:45
  improve
• 7:46
  what
• 7:47
  you
• 7:47
  enjoyed.
• 7:48
  And
• 7:48
  we
• 7:49
  do
• 7:49
  a
• 7:49
  $250
• 7:51
  gift
• 7:51
  certificate
• 7:52
  drawing
• 7:52
  every
• 7:53
  100
• 7:53
  Google
• 7:54
  reviews
• 7:54
  that
• 7:55
  we
• 7:55
  get.
• 7:56
  And
• 7:58
  the
• 7:58
  marketing
• 7:59
  company
• 7:59
  actually
• 8:00
  used
• 8:00
  us
• 8:01
  as,
• 8:02
  what
• 8:02
  do
• 8:02
  I
• 8:02
  want
• 8:03
  to
• 8:03
  say,
• 8:03
  kind
• 8:03
  of
• 8:03
  an
• 8:04
  example
• 8:05
  to
• 8:05
  other
• 8:05
  clients
• 8:06
  because
• 8:07
  it's
• 8:07
  driving
• 8:08
  so
• 8:08
  much
• 8:08
  website.
• 8:09
  We
• 8:09
  are
• 8:10
  sometimes
• 8:10
  in
• 8:11
  the
• 8:11
  first
• 8:11
  or
• 8:11
  second
• 8:12
  position
• 8:13
  when
• 8:13
  people
• 8:14
  search
• 8:14
  certain
• 8:15
  items.
• 8:15
  Our
• 8:16
  tiny
• 8:16
  little
• 8:16
  store
• 8:17
  that's
• 8:17
  not
• 8:17
  even
• 8:18
  1,000
• 8:19
  square
• 8:19
  feet.
• 8:20
  So
• 8:20
  that
• 8:20
  really
• 8:21
  helped
• 8:21
  us
• 8:21
  as
• 8:22
  well.
• 8:23
  That's
• 8:23
  interesting
• 8:24
  because
• 8:24
  you
• 8:24
  know,
• 8:24
  one
• 8:24
  of
• 8:25
  the
• 8:25
  things
• 8:25
  we
• 8:25
  always
• 8:25
  said
• 8:25
  in
• 8:26
  business
• 8:26
  and
• 8:26
  marketing
• 8:27
  is
• 8:27
  you
• 8:27
  have
• 8:27
  to
• 8:27
  make
• 8:27
  it
• 8:28
  simple
• 8:28
  or
• 8:28
  they
• 8:28
  won't
• 8:28
  do
• 8:28
  it.
• 8:29
  And
• 8:29
  what
• 8:29
  you've
• 8:29
  done
• 8:29
  is
• 8:30
  made
• 8:30
  it
• 8:30
  simple
• 8:30
  for
• 8:31
  them
• 8:31
  to
• 8:31
  do
• 8:31
  it.
• 8:32
  Yes.
• 8:33
  And
• 8:33
  we
• 8:34
  do
• 8:34
  our
• 8:34
  drawings
• 8:35
  live.
• 8:36
  I
• 8:36
  use
• 8:36
  that
• 8:37
  wheel
• 8:37
  of
• 8:37
  names,
• 8:38
  you
• 8:38
  know,
• 8:38
  where
• 8:38
  you're
• 8:39
  em
• 8:39
  all
• 8:39
  in.
• 8:40
  So
• 8:40
  People
• 8:40
  can
• 8:41
  see
• 8:41
  that
• 8:41
  it's
• 8:42
  fair
• 8:42
  and
• 8:43
  honest
• 8:44
  and
• 8:44
  it
• 8:44
  has
• 8:45
  really
• 8:45
  driven
• 8:46
  people
• 8:46
  to
• 8:46
  give
• 8:46
  us
• 8:47
  honest
• 8:47
  feedback
• 8:48
  and
• 8:49
  it's
• 8:49
  really
• 8:50
  helped
• 8:50
  out.
• 8:51
  And
• 8:51
  I
• 8:51
  love
• 8:52
  how
• 8:52
  they're
• 8:52
  always
• 8:52
  giving
• 8:53
  a
• 8:53
  shout
• 8:54
  out.
• 8:54
  If
• 8:54
  you
• 8:54
  go
• 8:55
  to
• 8:55
  our
• 8:55
  Google
• 8:56
  page,
• 8:57
  one
• 8:57
  of
• 8:57
  the
• 8:57
  overview
• 8:58
  things
• 8:58
  that
• 8:58
  Google
• 8:59
  says
• 8:59
  about
• 9:00
  us
• 9:00
  is
• 9:00
  that
• 9:01
  people
• 9:01
  comment
• 9:03
  on
• 9:03
  how
• 9:03
  lovely
• 9:03
  the
• 9:04
  staff
• 9:04
  is.
• 9:05
  And
• 9:05
  you
• 9:05
  know,
• 9:06
  we're
• 9:06
  not
• 9:06
  pushy.
• 9:07
  We
• 9:07
  let
• 9:07
  people
• 9:07
  know,
• 9:08
  you
• 9:09
  know,
• 9:09
  we
• 9:09
  want
• 9:09
  to
• 9:09
  help
• 9:09
  you
• 9:10
  just
• 9:10
  let
• 9:10
  us
• 9:11
  know
• 9:11
  if
• 9:11
  there's
• 9:12
  anything
• 9:12
  you'd
• 9:12
  like
• 9:13
  help
• 9:13
  with.
• 9:13
  But
• 9:14
  we
• 9:14
  also
• 9:14
  don't
• 9:14
  breathe
• 9:15
  down
• 9:15
  their
• 9:15
  neck
• 9:15
  while
• 9:16
  they're
• 9:16
  shopping.
• 9:16
  We
• 9:17
  let
• 9:17
  them
• 9:17
  enjoy
• 9:17
  the
• 9:18
  experience
• 9:18
  and
• 9:19
  kind
• 9:19
  of
• 9:19
  fill
• 9:20
  out
• 9:20
  the
• 9:20
  vibe.
• 9:20
  Some
• 9:21
  people
• 9:21
  want
• 9:21
  you
• 9:21
  to
• 9:22
  engage
• 9:22
  with
• 9:22
  them
• 9:23
  from
• 9:23
  the
• 9:23
  minute
• 9:23
  they
• 9:23
  walk
• 9:24
  in
• 9:24
  and
• 9:24
  not
• 9:24
  ever
• 9:25
  let
• 9:25
  go
• 9:25
  of
• 9:25
  them.
• 9:26
  And
• 9:26
  others,
• 9:27
  they
• 9:27
  just
• 9:27
  want
• 9:27
  to
• 9:28
  browse
• 9:28
  and
• 9:28
  be
• 9:28
  left
• 9:29
  alone
• 9:29
  till
• 9:29
  they're
• 9:30
  ready
• 9:30
  for
• 9:30
  something.
• 9:31
  So.
• 9:32
  So
• 9:32
  we
• 9:32
  try
• 9:32
  to
• 9:33
  read
• 9:33
  the
• 9:33
  room
• 9:33
  there.
• 9:34
  But
• 9:34
  I
• 9:34
  feel
• 9:34
  blessed
• 9:35
  because
• 9:36
  truly
• 9:37
  I
• 9:37
  call
• 9:37
  my
• 9:38
  staff
• 9:38
  the
• 9:39
  jewels
• 9:40
  and
• 9:40
  they
• 9:40
  are
• 9:42
  amazing
• 9:42
  and
• 9:43
  they
• 9:43
  are
• 9:43
  worth
• 9:43
  gold.
• 9:44
  And
• 9:44
  I
• 9:44
  think
• 9:45
  that
• 9:45
  is
• 9:45
  one
• 9:45
  way
• 9:46
  that
• 9:47
  you
• 9:47
  can
• 9:47
  really
• 9:47
  stand
• 9:48
  out
• 9:49
  as
• 9:50
  a
• 9:50
  smaller
• 9:50
  store
• 9:51
  instead
• 9:51
  of
• 9:52
  a
• 9:52
  big
• 9:52
  box.
• 9:53
  You
• 9:54
  have
• 9:54
  control
• 9:54
  over
• 9:55
  who's
• 9:55
  hired
• 9:56
  and
• 9:57
  the
• 9:57
  type
• 9:57
  of
• 9:58
  vibe
• 9:58
  and
• 9:58
  the
• 9:58
  type
• 9:59
  of
• 9:59
  people
• 10:00
  and
• 10:00
  you
• 10:00
  know,
• 10:01
  with
• 10:02
  the
• 10:02
  servant's
• 10:02
  heart
• 10:03
  that
• 10:03
  are
• 10:03
  in
• 10:03
  there.
• 10:04
  Instead
• 10:04
  of
• 10:05
  being
• 10:05
  put
• 10:05
  out
• 10:05
  and
• 10:06
  feeling
• 10:06
  like,
• 10:07
  you
• 10:07
  know,
• 10:07
  that's
• 10:08
  not
• 10:08
  my
• 10:08
  job,
• 10:09
  it
• 10:09
  just.
• 10:10
  That
• 10:10
  is
• 10:10
  probably
• 10:11
  the
• 10:11
  biggest
• 10:12
  difference
• 10:12
  in
• 10:13
  our
• 10:13
  store
• 10:14
  is
• 10:14
  my
• 10:14
  staff.
• 10:16
  So
• 10:16
  one
• 10:16
  of,
• 10:17
  you
• 10:17
  know,
• 10:17
  one
• 10:17
  of
• 10:17
  the
• 10:17
  things
• 10:18
  too
• 10:18
  that
• 10:18
  I
• 10:18
  think
• 10:19
  smaller
• 10:19
  stores,
• 10:19
  and
• 10:19
  I
• 10:19
  know
• 10:20
  we
• 10:20
  felt
• 10:20
  this
• 10:20
  too,
• 10:21
  you
• 10:21
  feel
• 10:21
  the
• 10:22
  pressure
• 10:22
  to
• 10:23
  that
• 10:23
  you
• 10:24
  need
• 10:24
  to
• 10:24
  kind
• 10:24
  of
• 10:24
  scale
• 10:25
  up.
• 10:25
  You
• 10:25
  need
• 10:25
  more
• 10:26
  products
• 10:26
  to
• 10:27
  be
• 10:27
  competitive
• 10:28
  with
• 10:28
  the
• 10:28
  big
• 10:28
  box
• 10:28
  stores.
• 10:29
  And
• 10:29
  that's
• 10:30
  killed
• 10:30
  a
• 10:30
  lot
• 10:30
  of
• 10:30
  stores
• 10:31
  too.
• 10:31
  I
• 10:31
  mean
• 10:31
  that's,
• 10:32
  that's
• 10:32
  a
• 10:32
  temptation
• 10:33
  that
• 10:34
  gets
• 10:34
  you
• 10:34
  in
• 10:34
  trouble.
• 10:35
  Yes,
• 10:36
  it
• 10:36
  does.
• 10:37
  And
• 10:37
  it
• 10:38
  definitely
• 10:38
  can.
• 10:39
  And
• 10:40
  things
• 10:40
  have
• 10:40
  not
• 10:41
  always
• 10:41
  been
• 10:41
  perfect.
• 10:42
  There
• 10:42
  are
• 10:42
  times
• 10:42
  I've
• 10:43
  had
• 10:43
  to
• 10:43
  right
• 10:43
  the
• 10:44
  ship
• 10:44
  in
• 10:44
  different
• 10:45
  ways.
• 10:46
  But
• 10:46
  I
• 10:46
  will
• 10:46
  tell
• 10:46
  you,
• 10:47
  you
• 10:47
  know,
• 10:47
  the
• 10:47
  one
• 10:47
  thing
• 10:48
  that's
• 10:48
  kept
• 10:48
  me
• 10:48
  grounded
• 10:50
  is
• 10:50
  money.
• 10:52
  I
• 10:52
  don't
• 10:53
  have
• 10:53
  as
• 10:53
  much
• 10:53
  money
• 10:54
  as
• 10:54
  the
• 10:54
  big
• 10:54
  box.
• 10:54
  Kind
• 10:55
  of
• 10:55
  grounds
• 10:55
  all
• 10:55
  of
• 10:55
  us,
• 10:55
  doesn't
• 10:56
  it?
• 10:56
  Yes,
• 10:57
  it
• 10:57
  does.
• 10:58
  Darn
• 10:58
  it.
• 10:58
  Wouldn't
• 10:59
  it
• 10:59
  sometimes.
• 11:00
  Unlimited
• 11:01
  checkbook.
• 11:02
  But
• 11:03
  not
• 11:03
  the
• 11:03
  case.
• 11:04
  But
• 11:04
  I
• 11:04
  think
• 11:05
  too
• 11:05
  what
• 11:06
  I
• 11:06
  love
• 11:07
  is
• 11:07
  that
• 11:08
  instead
• 11:08
  of
• 11:09
  trying
• 11:09
  to
• 11:09
  be
• 11:10
  everything
• 11:10
  to
• 11:11
  everyone,
• 11:13
  you
• 11:13
  figure
• 11:13
  out
• 11:13
  what
• 11:14
  your
• 11:14
  customers
• 11:15
  love
• 11:15
  the
• 11:15
  most.
• 11:16
  And
• 11:17
  not
• 11:18
  just
• 11:18
  being
• 11:18
  a
• 11:19
  certain
• 11:19
  brand
• 11:20
  store.
• 11:21
  It's
• 11:21
  fun
• 11:22
  because
• 11:22
  you
• 11:22
  can
• 11:22
  bring
• 11:23
  in
• 11:23
  all
• 11:23
  these
• 11:24
  different
• 11:24
  brands
• 11:25
  and
• 11:25
  just
• 11:26
  carry
• 11:26
  the
• 11:26
  most
• 11:27
  epic
• 11:27
  of
• 11:27
  what
• 11:28
  they
• 11:28
  have
• 11:28
  to
• 11:28
  offer.
• 11:29
  And
• 11:30
  I
• 11:30
  think
• 11:30
  that's
• 11:31
  an
• 11:31
  opportunity
• 11:32
  where
• 11:34
  I
• 11:34
  Think
• 11:34
  depending
• 11:34
  how
• 11:35
  you
• 11:35
  look
• 11:35
  at
• 11:35
  that,
• 11:36
  to
• 11:36
  me
• 11:36
  it's
• 11:36
  an
• 11:36
  opportunity
• 11:37
  to
• 11:37
  outdo
• 11:38
  the
• 11:38
  big
• 11:38
  box
• 11:39
  store.
• 11:40
  They
• 11:40
  might
• 11:40
  have
• 11:41
  more
• 11:41
  offerings,
• 11:42
  but
• 11:42
  not
• 11:42
  every
• 11:43
  single
• 11:43
  thing
• 11:43
  is
• 11:44
  amazing.
• 11:45
  If
• 11:45
  you
• 11:45
  just
• 11:46
  really
• 11:46
  hone
• 11:46
  your
• 11:46
  eye
• 11:47
  in
• 11:47
  on
• 11:48
  what's
• 11:48
  most
• 11:49
  exciting
• 11:49
  to
• 11:50
  your
• 11:50
  customers,
• 11:50
  I
• 11:51
  think
• 11:51
  you
• 11:51
  can
• 11:51
  really
• 11:52
  see
• 11:53
  some
• 11:53
  good
• 11:53
  sales.
• 11:55
  So
• 11:55
  you're
• 11:56
  in
• 11:56
  a
• 11:56
  location
• 11:56
  that
• 11:57
  brings
• 11:58
  a
• 11:58
  lot
• 11:58
  of
• 11:58
  tourists
• 11:58
  in
• 11:58
  for
• 11:59
  a
• 11:59
  certain
• 11:59
  period
• 11:59
  of
• 11:59
  time.
• 12:00
  How
• 12:00
  do
• 12:00
  you
• 12:00
  get
• 12:01
  them
• 12:01
  to
• 12:01
  come
• 12:01
  in
• 12:01
  your
• 12:02
  store
• 12:02
  locally?
• 12:02
  So
• 12:03
  let's,
• 12:03
  let's
• 12:03
  forget
• 12:04
  the
• 12:04
  Internet
• 12:04
  now.
• 12:04
  Now
• 12:05
  you're,
• 12:05
  you're,
• 12:05
  you're
• 12:06
  brick
• 12:06
  and
• 12:06
  mortar
• 12:06
  in,
• 12:07
  in
• 12:07
  a
• 12:07
  local
• 12:08
  town.
• 12:08
  And
• 12:09
  how
• 12:09
  are
• 12:09
  you
• 12:09
  getting
• 12:09
  to
• 12:10
  come
• 12:10
  in?
• 12:10
  Is
• 12:10
  it
• 12:10
  just
• 12:11
  that
• 12:11
  they're
• 12:11
  walking
• 12:11
  by
• 12:12
  and
• 12:12
  they're
• 12:12
  going
• 12:12
  to
• 12:12
  stop
• 12:13
  in
• 12:13
  anyway
• 12:13
  because
• 12:13
  they're
• 12:13
  just
• 12:13
  hitting
• 12:14
  store
• 12:14
  to
• 12:14
  store
• 12:14
  to
• 12:14
  store?
• 12:15
  Or
• 12:15
  are
• 12:16
  you
• 12:16
  doing
• 12:17
  advertising
• 12:17
  in
• 12:18
  the
• 12:18
  area?
• 12:18
  How
• 12:18
  are
• 12:18
  you
• 12:18
  getting
• 12:18
  the
• 12:19
  word
• 12:19
  out?
• 12:20
  I
• 12:20
  will
• 12:20
  tell
• 12:21
  you.
• 12:21
  In
• 12:21
  our
• 12:22
  state,
• 12:22
  I
• 12:22
  advertise
• 12:23
  with
• 12:23
  Kello
• 12:24
  Land.
• 12:25
  I
• 12:25
  absolutely
• 12:26
  have
• 12:27
  gotten
• 12:27
  so
• 12:27
  much
• 12:28
  bang
• 12:28
  for
• 12:28
  my
• 12:28
  buck.
• 12:29
  Not
• 12:30
  only
• 12:30
  do
• 12:30
  they
• 12:31
  advertise
• 12:31
  in
• 12:32
  the
• 12:32
  entire
• 12:32
  state
• 12:33
  of
• 12:33
  South
• 12:33
  Dakota,
• 12:34
  it's
• 12:34
  a
• 12:35
  TV
• 12:35
  station
• 12:36
  that
• 12:36
  goes
• 12:37
  as
• 12:37
  far
• 12:37
  as
• 12:37
  Sheridan,
• 12:38
  Wyoming,
• 12:38
  which
• 12:39
  is
• 12:39
  three
• 12:39
  and
• 12:39
  a
• 12:39
  half
• 12:40
  hours
• 12:40
  from
• 12:40
  us.
• 12:41
  It
• 12:42
  goes
• 12:42
  into
• 12:42
  Iowa,
• 12:44
  Minnesota,
• 12:45
  Nebraska,
• 12:46
  not
• 12:47
  the
• 12:47
  whole
• 12:47
  state,
• 12:48
  but
• 12:48
  the
• 12:48
  parts
• 12:48
  closest
• 12:49
  to
• 12:49
  our.
• 12:49
  So
• 12:50
  it's
• 12:50
  a,
• 12:50
  it's
• 12:50
  a,
• 12:50
  it's
• 12:51
  a
• 12:51
  TV
• 12:52
  station.
• 12:53
  It's
• 12:53
  a
• 12:54
  TV
• 12:54
  station
• 12:56
  and
• 12:56
  we
• 12:57
  do
• 12:57
  commercials.
• 12:58
  But
• 12:58
  also
• 12:59
  once
• 12:59
  a
• 13:00
  month
• 13:00
  they
• 13:00
  have
• 13:01
  something
• 13:02
  that
• 13:02
  they
• 13:03
  do
• 13:03
  every
• 13:03
  week
• 13:03
  that's
• 13:04
  called
• 13:04
  Kello
• 13:05
  Land
• 13:05
  Living.
• 13:06
  And
• 13:06
  it's
• 13:07
  like
• 13:07
  a
• 13:07
  program
• 13:08
  where
• 13:08
  all
• 13:08
  these
• 13:09
  different
• 13:09
  businesses
• 13:10
  get
• 13:10
  featured
• 13:12
  and
• 13:12
  it's
• 13:13
  six
• 13:13
  to
• 13:13
  eight
• 13:14
  minutes
• 13:14
  long,
• 13:14
  your
• 13:15
  segment
• 13:15
  is.
• 13:16
  And
• 13:16
  they
• 13:16
  film
• 13:16
  it
• 13:17
  and
• 13:17
  it's
• 13:17
  where
• 13:17
  you
• 13:18
  can
• 13:18
  really
• 13:18
  talk
• 13:18
  about
• 13:19
  the
• 13:19
  heart
• 13:19
  of
• 13:19
  your
• 13:20
  store
• 13:20
  and
• 13:20
  what
• 13:20
  it
• 13:21
  is
• 13:21
  and
• 13:21
  what
• 13:21
  you
• 13:22
  have
• 13:22
  to
• 13:22
  offer
• 13:22
  and
• 13:23
  the
• 13:23
  things
• 13:23
  you're
• 13:23
  doing
• 13:24
  that
• 13:25
  has
• 13:25
  drove
• 13:26
  so
• 13:26
  much
• 13:26
  business
• 13:27
  for
• 13:27
  us.
• 13:28
  And
• 13:28
  so
• 13:29
  that
• 13:29
  is
• 13:29
  where
• 13:30
  the
• 13:30
  bulk
• 13:30
  of
• 13:30
  my
• 13:31
  advertising
• 13:32
  goes.
• 13:32
  And
• 13:32
  I
• 13:33
  assume
• 13:33
  it's
• 13:33
  in
• 13:33
  all
• 13:34
  the
• 13:34
  hotels
• 13:34
  that
• 13:35
  it's
• 13:35
  shown
• 13:35
  in
• 13:35
  all
• 13:35
  the
• 13:36
  hotels.
• 13:37
  It
• 13:37
  is
• 13:37
  one
• 13:38
  of
• 13:38
  the
• 13:38
  main
• 13:38
  channels
• 13:39
  that
• 13:39
  most
• 13:39
  of
• 13:40
  the
• 13:40
  hotels
• 13:40
  put
• 13:41
  out,
• 13:42
  you
• 13:42
  know,
• 13:42
  like
• 13:42
  on
• 13:43
  their
• 13:43
  news
• 13:43
  and
• 13:44
  everything.
• 13:44
  So
• 13:45
  it's,
• 13:45
  it's
• 13:46
  been
• 13:46
  good
• 13:46
  money.
• 13:47
  And
• 13:48
  I'll
• 13:48
  be
• 13:48
  honest,
• 13:48
  I
• 13:49
  haven't
• 13:49
  had
• 13:49
  a
• 13:49
  lot
• 13:50
  of
• 13:50
  money
• 13:50
  to
• 13:51
  advertise
• 13:51
  other
• 13:52
  than
• 13:52
  that.
• 13:53
  But
• 13:53
  we're
• 13:53
  very
• 13:53
  lucky
• 13:54
  because
• 13:54
  we
• 13:55
  are
• 13:55
  a
• 13:55
  small
• 13:55
  downtown.
• 13:56
  And
• 13:57
  so
• 13:57
  the
• 13:57
  tourists,
• 13:57
  when
• 13:58
  they
• 13:58
  come,
• 13:59
  they
• 13:59
  do
• 14:00
  kind
• 14:00
  of
• 14:00
  start
• 14:00
  and
• 14:01
  go
• 14:01
  down
• 14:01
  one
• 14:01
  block
• 14:02
  and
• 14:02
  up
• 14:02
  the
• 14:02
  other
• 14:03
  side
• 14:04
  and
• 14:04
  we
• 14:05
  are
• 14:05
  blessed
• 14:05
  with
• 14:05
  a
• 14:06
  very
• 14:06
  good
• 14:06
  location.
• 14:07
  I
• 14:07
  pay
• 14:08
  the
• 14:08
  highest
• 14:08
  rent
• 14:08
  in
• 14:09
  town,
• 14:09
  but
• 14:11
  I'm
• 14:11
  Kitty
• 14:12
  Corner
• 14:12
  from
• 14:13
  a
• 14:13
  world
• 14:13
  famous
• 14:14
  restaurant
• 14:15
  that
• 14:15
  is
• 14:15
  owned
• 14:16
  locally,
• 14:16
  that
• 14:16
  was
• 14:17
  started
• 14:17
  by
• 14:17
  a
• 14:17
  little
• 14:18
  German
• 14:18
  woman
• 14:19
  called
• 14:19
  the
• 14:19
  Alpine
• 14:20
  Inn.
• 14:20
  And
• 14:21
  we
• 14:22
  also
• 14:22
  are
• 14:23
  directly
• 14:23
  like
• 14:24
  the
• 14:24
  railroad,
• 14:25
  the
• 14:25
  old
• 14:25
  Hill
• 14:26
  City
• 14:26
  Railroad.
• 14:27
  It's
• 14:27
  a
• 14:27
  huge
• 14:27
  tourist
• 14:28
  attraction
• 14:29
  to
• 14:30
  ride
• 14:30
  that.
• 14:30
  And
• 14:31
  when
• 14:31
  people
• 14:31
  get
• 14:31
  off
• 14:32
  the
• 14:32
  railroad
• 14:32
  and
• 14:32
  cross
• 14:33
  the
• 14:33
  street
• 14:33
  to
• 14:34
  come
• 14:34
  to
• 14:34
  downtown,
• 14:35
  that
• 14:36
  that
• 14:36
  street
• 14:37
  takes
• 14:37
  you
• 14:37
  right
• 14:37
  to
• 14:38
  the
• 14:38
  corner
• 14:39
  where
• 14:39
  we
• 14:39
  are.
• 14:40
  So
• 14:40
  we
• 14:41
  are
• 14:41
  blessed
• 14:41
  with
• 14:42
  that.
• 14:42
  We
• 14:42
  definitely
• 14:43
  pay
• 14:43
  more.
• 14:44
  But
• 14:44
  it
• 14:44
  does
• 14:44
  help
• 14:45
  us
• 14:45
  out.
• 14:46
  What's
• 14:46
  been
• 14:47
  your
• 14:47
  most
• 14:47
  successful
• 14:48
  social
• 14:48
  media?
• 14:50
  Gosh,
• 14:51
  you
• 14:52
  know,
• 14:52
  I
• 14:52
  would
• 14:53
  say
• 14:53
  two
• 14:53
  things.
• 14:55
  One
• 14:55
  is
• 14:55
  just
• 14:56
  we
• 14:57
  do
• 14:57
  very
• 14:57
  descriptive
• 14:58
  videos,
• 14:59
  and
• 14:59
  it's
• 14:59
  really
• 15:00
  prevented
• 15:01
  a
• 15:01
  lot
• 15:01
  of
• 15:02
  returns
• 15:03
  because
• 15:04
  I'll
• 15:04
  tell
• 15:04
  you,
• 15:05
  amongst
• 15:05
  designers
• 15:06
  and
• 15:06
  even
• 15:06
  within
• 15:08
  a
• 15:08
  designer's
• 15:09
  line,
• 15:09
  like
• 15:09
  in
• 15:10
  Double
• 15:10
  D
• 15:10
  Ranch,
• 15:11
  I
• 15:11
  have
• 15:11
  everything
• 15:11
  in
• 15:12
  my
• 15:12
  closet
• 15:12
  from
• 15:13
  a
• 15:13
  small
• 15:13
  to
• 15:13
  a
• 15:13
  1x.
• 15:15
  And
• 15:15
  just
• 15:16
  sizing
• 15:16
  can
• 15:16
  be
• 15:16
  all
• 15:17
  over
• 15:17
  the
• 15:17
  place
• 15:18
  on
• 15:18
  things.
• 15:19
  And
• 15:20
  I'm
• 15:20
  not
• 15:20
  putting
• 15:21
  them
• 15:21
  down.
• 15:21
  I'm
• 15:21
  just
• 15:22
  saying
• 15:22
  all
• 15:22
  designers
• 15:23
  are
• 15:23
  like
• 15:23
  that,
• 15:24
  you
• 15:24
  know,
• 15:25
  and
• 15:25
  even
• 15:26
  just
• 15:26
  from
• 15:26
  designer
• 15:27
  to
• 15:27
  designer.
• 15:28
  And
• 15:28
  we've.
• 15:29
  We
• 15:29
  hardly
• 15:29
  ever
• 15:30
  get
• 15:30
  a
• 15:30
  return
• 15:31
  or
• 15:31
  an
• 15:31
  exchange
• 15:32
  because
• 15:33
  of
• 15:33
  the
• 15:33
  description
• 15:34
  we
• 15:34
  put
• 15:34
  out
• 15:34
  there
• 15:35
  about
• 15:35
  the
• 15:35
  fit.
• 15:36
  And
• 15:36
  we'd
• 15:36
  recommend
• 15:37
  going
• 15:37
  up
• 15:37
  or
• 15:38
  this
• 15:38
  piece
• 15:38
  is
• 15:39
  really
• 15:39
  not
• 15:40
  good
• 15:40
  for
• 15:40
  someone
• 15:41
  with
• 15:41
  large
• 15:41
  boobs,
• 15:42
  you
• 15:42
  know,
• 15:43
  or
• 15:43
  this
• 15:44
  looks
• 15:44
  better
• 15:44
  on
• 15:45
  someone
• 15:45
  with
• 15:45
  more
• 15:46
  of
• 15:46
  a
• 15:46
  boyish
• 15:46
  figure.
• 15:47
  Not
• 15:47
  curves.
• 15:48
  You
• 15:48
  know,
• 15:48
  we
• 15:48
  try
• 15:48
  to
• 15:49
  really
• 15:49
  just
• 15:49
  be
• 15:49
  authentic
• 15:50
  and
• 15:51
  honest.
• 15:52
  So
• 15:52
  that
• 15:52
  has
• 15:52
  been
• 15:53
  helpful.
• 15:53
  But
• 15:53
  the
• 15:54
  big
• 15:54
  event
• 15:55
  for
• 15:55
  us
• 15:56
  on
• 15:56
  social
• 15:57
  media
• 15:57
  is
• 15:58
  I
• 15:58
  grew
• 15:58
  up
• 15:58
  in
• 15:59
  a
• 15:59
  basketball
• 15:59
  family.
• 16:00
  My
• 16:00
  dad
• 16:00
  was
• 16:01
  a
• 16:01
  basketball
• 16:02
  coach
• 16:02
  for
• 16:03
  over
• 16:03
  35
• 16:04
  years.
• 16:04
  And
• 16:05
  March
• 16:05
  Madness,
• 16:06
  big
• 16:06
  thing
• 16:07
  in
• 16:07
  our
• 16:07
  household.
• 16:08
  Big,
• 16:08
  big
• 16:08
  thing
• 16:09
  amongst
• 16:09
  my
• 16:10
  family.
• 16:11
  And
• 16:11
  we
• 16:12
  decided
• 16:12
  to
• 16:13
  do
• 16:13
  March
• 16:14
  Madness
• 16:15
  thing
• 16:15
  every
• 16:15
  year.
• 16:16
  We've
• 16:16
  done
• 16:16
  it
• 16:17
  three
• 16:17
  years
• 16:17
  now.
• 16:18
  And
• 16:19
  we
• 16:19
  do
• 16:19
  it
• 16:20
  in
• 16:20
  correlation
• 16:21
  with
• 16:21
  one
• 16:21
  of
• 16:21
  our
• 16:21
  vendors,
• 16:22
  Juan
• 16:22
  Antonio,
• 16:24
  his
• 16:24
  great
• 16:25
  one
• 16:25
  of
• 16:25
  a
• 16:25
  kind
• 16:26
  handbag.
• 16:26
  And
• 16:27
  we
• 16:27
  take
• 16:27
  photos
• 16:27
  of
• 16:28
  every
• 16:28
  handbag
• 16:29
  we
• 16:29
  have
• 16:29
  in
• 16:30
  store.
• 16:30
  And
• 16:31
  we
• 16:31
  do
• 16:32
  brackets
• 16:32
  where
• 16:33
  we
• 16:33
  match
• 16:33
  them
• 16:34
  up
• 16:34
  against
• 16:34
  each
• 16:35
  other.
• 16:36
  And
• 16:36
  we
• 16:36
  do
• 16:36
  a
• 16:36
  poll
• 16:37
  every
• 16:37
  day
• 16:38
  where
• 16:38
  people
• 16:39
  have
• 16:39
  to
• 16:39
  vote
• 16:39
  on
• 16:39
  their
• 16:40
  favorite
• 16:40
  bag.
• 16:41
  And
• 16:41
  the
• 16:41
  winning
• 16:41
  bag
• 16:42
  advances
• 16:42
  to
• 16:43
  the
• 16:43
  next
• 16:43
  round.
• 16:44
  And
• 16:44
  it's
• 16:45
  drove
• 16:45
  a
• 16:46
  lot
• 16:46
  of
• 16:46
  traffic
• 16:47
  because
• 16:47
  we'll
• 16:48
  give
• 16:48
  you
• 16:48
  an
• 16:48
  extra
• 16:49
  entry
• 16:49
  if
• 16:49
  you
• 16:49
  tag
• 16:50
  five
• 16:50
  of
• 16:50
  your
• 16:50
  friends.
• 16:51
  That
• 16:51
  sort
• 16:52
  of
• 16:52
  thing.
• 16:53
  That
• 16:53
  has
• 16:53
  been
• 16:53
  huge
• 16:54
  for
• 16:54
  us
• 16:54
  every
• 16:55
  year.
• 16:55
  We've
• 16:55
  noticed
• 16:56
  major
• 16:56
  growth
• 16:57
  during
• 16:58
  that.
• 16:58
  You
• 16:58
  know,
• 16:59
  it's
• 16:59
  huge
• 16:59
  because
• 17:00
  it's
• 17:00
  just
• 17:00
  fun,
• 17:00
  right?
• 17:01
  I
• 17:01
  mean,
• 17:01
  it's
• 17:02
  just
• 17:02
  fun.
• 17:02
  Yeah.
• 17:04
  And
• 17:04
  someone's
• 17:04
  winning
• 17:05
  a
• 17:05
  handbag
• 17:06
  at
• 17:06
  the
• 17:06
  end
• 17:06
  of
• 17:06
  that.
• 17:07
  You
• 17:07
  know,
• 17:07
  one
• 17:07
  of
• 17:07
  a
• 17:08
  kind,
• 17:08
  gorgeous
• 17:09
  leather
• 17:09
  handbag.
• 17:10
  So
• 17:11
  that's
• 17:11
  probably
• 17:11
  been
• 17:12
  our
• 17:12
  biggest
• 17:12
  event.
• 17:13
  I
• 17:13
  love
• 17:13
  that
• 17:13
  because
• 17:14
  it's
• 17:14
  so
• 17:14
  interactive.
• 17:15
  And
• 17:15
  two
• 17:15
  things.
• 17:16
  It's
• 17:16
  interactive,
• 17:17
  but
• 17:17
  it's,
• 17:17
  it's
• 17:18
  repeat
• 17:18
  interactive.
• 17:19
  They're
• 17:19
  coming
• 17:19
  back
• 17:20
  to
• 17:20
  vote
• 17:20
  every
• 17:20
  time,
• 17:21
  so
• 17:21
  that
• 17:22
  builds
• 17:22
  over
• 17:22
  time
• 17:23
  too.
• 17:23
  But
• 17:23
  people
• 17:23
  want
• 17:24
  to
• 17:24
  come
• 17:24
  back
• 17:24
  and
• 17:24
  vote
• 17:25
  every
• 17:25
  time
• 17:25
  because
• 17:26
  they
• 17:26
  want
• 17:26
  to
• 17:26
  see
• 17:26
  the
• 17:27
  one
• 17:27
  that
• 17:27
  they
• 17:27
  actually
• 17:27
  want
• 17:28
  to
• 17:28
  win
• 17:28
  as
• 17:28
  the
• 17:29
  winner.
• 17:29
  It's
• 17:29
  a
• 17:29
  brilliant.
• 17:30
  That's
• 17:30
  brilliant
• 17:31
  actually.
• 17:32
  And
• 17:32
  a
• 17:32
  lot
• 17:33
  of
• 17:33
  times
• 17:33
  the
• 17:34
  one
• 17:34
  that
• 17:34
  wins
• 17:34
  sells
• 17:36
  during
• 17:36
  the
• 17:36
  contest.
• 17:37
  So
• 17:37
  we
• 17:38
  always
• 17:38
  will
• 17:38
  pick
• 17:39
  another
• 17:39
  great
• 17:40
  bag.
• 17:40
  We
• 17:40
  try
• 17:41
  to
• 17:41
  pick
• 17:41
  one
• 17:41
  that's,
• 17:43
  you
• 17:43
  know,
• 17:43
  going
• 17:44
  to
• 17:44
  appease
• 17:44
  most
• 17:45
  people.
• 17:45
  You
• 17:45
  know,
• 17:46
  some
• 17:46
  people
• 17:46
  don't
• 17:46
  like
• 17:47
  fringe,
• 17:47
  some
• 17:48
  don't
• 17:48
  like
• 17:48
  cowhide.
• 17:50
  So
• 17:50
  a
• 17:50
  lot
• 17:50
  of
• 17:50
  times
• 17:50
  we'll
• 17:51
  go
• 17:51
  with
• 17:51
  more
• 17:51
  of
• 17:52
  like
• 17:52
  a
• 17:52
  leather
• 17:53
  bag
• 17:53
  that's
• 17:54
  a
• 17:54
  little
• 17:54
  more
• 17:54
  common,
• 17:55
  you
• 17:55
  know,
• 17:56
  and
• 17:57
  stuff
• 17:57
  if
• 17:57
  the
• 17:58
  one
• 17:58
  that
• 17:58
  wins
• 17:59
  sells.
• 17:59
  So,
• 18:00
  so
• 18:00
  what
• 18:00
  can
• 18:01
  you
• 18:01
  do
• 18:01
  merchandising
• 18:01
  wise
• 18:02
  in
• 18:02
  the
• 18:02
  store
• 18:02
  that's
• 18:03
  never
• 18:03
  different
• 18:03
  than
• 18:03
  the
• 18:04
  big
• 18:04
  box
• 18:04
  and
• 18:04
  maybe
• 18:04
  calls
• 18:05
  more
• 18:05
  attention
• 18:05
  to
• 18:06
  obviously
• 18:06
  the
• 18:07
  products
• 18:07
  with.
• 18:07
  Do
• 18:07
  you,
• 18:08
  do
• 18:08
  you,
• 18:08
  do
• 18:09
  you
• 18:09
  merchandise
• 18:10
  in
• 18:10
  a
• 18:10
  way
• 18:10
  with
• 18:10
  the
• 18:10
  products
• 18:11
  with
• 18:11
  the
• 18:11
  higher
• 18:11
  margins?
• 18:12
  Where,
• 18:12
  you
• 18:12
  know,
• 18:12
  do
• 18:13
  you,
• 18:13
  do
• 18:13
  you
• 18:13
  think
• 18:14
  about
• 18:14
  that?
• 18:15
  We
• 18:16
  actually
• 18:16
  always
• 18:17
  try
• 18:18
  to.
• 18:18
  First
• 18:19
  of
• 18:19
  all,
• 18:19
  once
• 18:19
  a
• 18:19
  week,
• 18:20
  every
• 18:20
  Monday,
• 18:20
  we
• 18:21
  change
• 18:21
  out
• 18:21
  all
• 18:21
  of
• 18:22
  our
• 18:22
  displays
• 18:23
  and
• 18:23
  we
• 18:24
  do
• 18:24
  that.
• 18:24
  Which
• 18:25
  displays?
• 18:25
  Let's
• 18:26
  clarify
• 18:26
  that
• 18:26
  because
• 18:27
  some
• 18:27
  stores
• 18:27
  can
• 18:27
  have
• 18:28
  a
• 18:28
  lot
• 18:28
  of
• 18:28
  displays.
• 18:29
  Mannequins,
• 18:31
  where
• 18:31
  our
• 18:31
  clothing
• 18:32
  racks
• 18:32
  are,
• 18:33
  there's
• 18:33
  shelving
• 18:34
  on
• 18:34
  top
• 18:34
  of
• 18:34
  all
• 18:35
  of
• 18:35
  them.
• 18:36
  And
• 18:36
  you
• 18:36
  know,
• 18:36
  we
• 18:36
  may
• 18:37
  have
• 18:37
  pillows
• 18:37
  and
• 18:38
  blankets
• 18:38
  up
• 18:38
  there
• 18:39
  or
• 18:40
  you
• 18:40
  know,
• 18:40
  we
• 18:40
  have
• 18:41
  a
• 18:41
  lot
• 18:41
  of
• 18:41
  those
• 18:42
  not
• 18:42
  full
• 18:42
  on
• 18:42
  mannequins,
• 18:43
  but
• 18:43
  like
• 18:44
  the
• 18:44
  shirt,
• 18:45
  the
• 18:45
  iron
• 18:46
  shirt
• 18:46
  stands
• 18:47
  that
• 18:47
  you
• 18:47
  can
• 18:47
  put
• 18:48
  a
• 18:48
  shirt
• 18:48
  or
• 18:48
  a
• 18:48
  blouse
• 18:49
  over
• 18:49
  and
• 18:50
  we'll
• 18:50
  pair
• 18:50
  it
• 18:50
  with
• 18:51
  a
• 18:51
  handbag
• 18:51
  and
• 18:52
  wallet,
• 18:52
  you
• 18:52
  know,
• 18:53
  and,
• 18:53
  and
• 18:53
  a
• 18:54
  hat
• 18:54
  or
• 18:54
  what
• 18:55
  have
• 18:55
  you.
• 18:55
  And
• 18:55
  we
• 18:55
  just
• 18:56
  always
• 18:56
  try
• 18:56
  to
• 18:56
  change
• 18:57
  our
• 18:57
  displays.
• 18:58
  We
• 18:58
  also
• 18:59
  try
• 18:59
  to
• 18:59
  mix,
• 19:00
  which
• 19:00
  is.
• 19:00
  A
• 19:00
  lot
• 19:00
  of
• 19:00
  work.
• 19:01
  It
• 19:02
  is,
• 19:02
  it's
• 19:03
  a
• 19:03
  lot
• 19:03
  of
• 19:03
  work
• 19:04
  and.
• 19:04
  But
• 19:04
  it
• 19:05
  produces
• 19:05
  sales
• 19:06
  and
• 19:07
  it
• 19:07
  is.
• 19:08
  We
• 19:08
  try
• 19:08
  to
• 19:09
  mix
• 19:09
  high
• 19:09
  end
• 19:09
  and
• 19:10
  more
• 19:10
  affordable
• 19:11
  pieces
• 19:11
  together
• 19:13
  so
• 19:13
  that
• 19:13
  not
• 19:14
  everything
• 19:14
  is
• 19:14
  super
• 19:15
  high
• 19:15
  end.
• 19:15
  And
• 19:16
  it
• 19:16
  is
• 19:16
  a
• 19:16
  lot
• 19:16
  of
• 19:17
  work.
• 19:17
  But
• 19:17
  I'll
• 19:17
  tell
• 19:17
  you,
• 19:18
  if
• 19:18
  you
• 19:18
  ever
• 19:18
  have
• 19:19
  a
• 19:19
  piece
• 19:19
  that's
• 19:19
  really
• 19:20
  fabulous
• 19:21
  and
• 19:21
  for
• 19:21
  some
• 19:21
  reason
• 19:23
  it's
• 19:23
  not
• 19:23
  selling,
• 19:24
  we'll
• 19:25
  move
• 19:25
  things
• 19:25
  around.
• 19:26
  We
• 19:26
  do
• 19:26
  a
• 19:26
  floor
• 19:27
  reset
• 19:27
  every
• 19:28
  week
• 19:28
  where
• 19:28
  we
• 19:29
  just
• 19:29
  kind
• 19:29
  of
• 19:29
  change
• 19:30
  things
• 19:30
  up
• 19:30
  a
• 19:30
  little
• 19:31
  bit.
• 19:32
  That
• 19:32
  way
• 19:32
  if
• 19:32
  you're
• 19:33
  in
• 19:33
  a
• 19:33
  period
• 19:34
  where
• 19:34
  you
• 19:34
  can't
• 19:34
  afford
• 19:35
  to
• 19:35
  get
• 19:35
  a
• 19:35
  lot
• 19:35
  of
• 19:35
  new
• 19:35
  merchandise
• 19:36
  in,
• 19:37
  it
• 19:37
  gives
• 19:37
  things
• 19:38
  a
• 19:38
  fresh
• 19:38
  look
• 19:39
  and
• 19:39
  makes
• 19:39
  people
• 19:40
  see
• 19:40
  it
• 19:40
  with
• 19:40
  a
• 19:41
  different
• 19:41
  set
• 19:41
  of
• 19:41
  eyes.
• 19:43
  Is
• 19:43
  there
• 19:43
  one
• 19:44
  particular
• 19:45
  display
• 19:45
  that
• 19:45
  you
• 19:46
  that
• 19:46
  just,
• 19:47
  you
• 19:47
  know,
• 19:47
  did
• 19:47
  10
• 19:48
  times
• 19:48
  better
• 19:48
  than
• 19:48
  you
• 19:49
  thought
• 19:49
  it
• 19:49
  would
• 19:49
  or
• 19:49
  was
• 19:50
  Your
• 19:50
  best
• 19:50
  one
• 19:50
  of
• 19:51
  the
• 19:51
  year
• 19:51
  or
• 19:51
  whatever.
• 19:52
  Was
• 19:52
  there
• 19:52
  one
• 19:53
  that
• 19:53
  stands
• 19:53
  out
• 19:53
  to
• 19:53
  you?
• 19:55
  Well,
• 19:55
  I
• 19:55
  will
• 19:56
  tell
• 19:56
  you
• 19:56
  that
• 19:57
  we
• 19:58
  have
• 19:58
  this
• 19:58
  one
• 19:58
  employee
• 19:59
  that
• 19:59
  she
• 20:00
  just
• 20:00
  has
• 20:00
  this
• 20:01
  amazing
• 20:01
  style
• 20:02
  and
• 20:02
  some
• 20:02
  of
• 20:03
  the
• 20:03
  stuff
• 20:03
  she
• 20:03
  puts
• 20:04
  together,
• 20:04
  it's
• 20:04
  like,
• 20:05
  I
• 20:05
  would
• 20:05
  have
• 20:05
  never
• 20:05
  thought
• 20:06
  of
• 20:06
  that,
• 20:06
  but
• 20:07
  it's
• 20:07
  really
• 20:07
  good.
• 20:07
  But
• 20:08
  we.
• 20:08
  We
• 20:08
  name
• 20:09
  our
• 20:09
  mannequins.
• 20:09
  We're
• 20:10
  kind
• 20:10
  of
• 20:10
  goofy
• 20:11
  here
• 20:11
  at
• 20:11
  work.
• 20:11
  Work.
• 20:11
  And
• 20:12
  Marilyn.
• 20:13
  Marilyn's
• 20:14
  our
• 20:14
  mannequin
• 20:14
  that's
• 20:15
  about
• 20:15
  five
• 20:16
  feet
• 20:16
  in
• 20:16
  the
• 20:16
  door
• 20:17
  when
• 20:18
  you
• 20:18
  walk
• 20:18
  in,
• 20:18
  right
• 20:19
  before
• 20:19
  you
• 20:19
  turn
• 20:19
  to
• 20:20
  go
• 20:20
  to
• 20:20
  the
• 20:20
  cash.
• 20:20
  She
• 20:21
  blonde
• 20:21
  and
• 20:21
  shapey,
• 20:22
  and
• 20:22
  she's
• 20:23
  headless,
• 20:23
  actually.
• 20:24
  We
• 20:24
  always
• 20:24
  have
• 20:25
  a
• 20:25
  hat
• 20:25
  on
• 20:25
  her
• 20:25
  of
• 20:26
  some
• 20:26
  sort,
• 20:27
  you
• 20:27
  know,
• 20:27
  because
• 20:27
  she
• 20:28
  stops
• 20:28
  about
• 20:29
  right
• 20:29
  here
• 20:29
  and
• 20:29
  we
• 20:29
  just
• 20:30
  lay
• 20:30
  a
• 20:30
  hat
• 20:30
  there.
• 20:31
  But
• 20:32
  she
• 20:32
  always
• 20:33
  puts
• 20:33
  something
• 20:34
  really
• 20:34
  fabulous
• 20:35
  and
• 20:35
  unexpected
• 20:36
  on
• 20:37
  that
• 20:37
  mannequin,
• 20:38
  and
• 20:39
  it
• 20:39
  just
• 20:39
  always
• 20:40
  seems
• 20:40
  to
• 20:40
  bring
• 20:41
  the
• 20:41
  comments
• 20:42
  big
• 20:42
  time.
• 20:43
  And
• 20:44
  I'll
• 20:44
  be
• 20:44
  honest,
• 20:45
  I
• 20:45
  don't
• 20:45
  want
• 20:45
  to
• 20:45
  name
• 20:46
  throw,
• 20:46
  but
• 20:46
  I
• 20:46
  will
• 20:47
  tell
• 20:47
  you,
• 20:47
  Pat
• 20:47
  Danke,
• 20:49
  her
• 20:49
  pieces
• 20:49
  are
• 20:50
  so
• 20:50
  special.
• 20:51
  And
• 20:52
  there's
• 20:52
  almost
• 20:52
  always
• 20:53
  a
• 20:53
  piece
• 20:54
  of
• 20:54
  Pat
• 20:54
  Danke
• 20:55
  on
• 20:55
  there.
• 20:56
  Just
• 20:56
  something
• 20:57
  really
• 20:57
  unique
• 20:57
  that's
• 20:58
  maybe
• 20:58
  paired
• 20:59
  back
• 20:59
  to
• 20:59
  more
• 21:00
  everyday
• 21:00
  stuff.
• 21:01
  But
• 21:01
  we
• 21:02
  have
• 21:02
  a
• 21:02
  lot
• 21:02
  of
• 21:02
  fun
• 21:02
  with
• 21:03
  Marilyn.
• 21:04
  She's
• 21:04
  definitely
• 21:05
  our
• 21:05
  flashy
• 21:06
  model.
• 21:08
  So
• 21:10
  obviously
• 21:10
  social
• 21:11
  media
• 21:11
  kind
• 21:12
  of
• 21:12
  helps
• 21:12
  you
• 21:12
  a
• 21:12
  little
• 21:13
  bit
• 21:13
  to
• 21:13
  level
• 21:14
  the
• 21:14
  playing
• 21:14
  field,
• 21:15
  even
• 21:15
  with
• 21:15
  some
• 21:15
  of
• 21:15
  the
• 21:15
  big
• 21:16
  ones.
• 21:16
  Yeah,
• 21:16
  they
• 21:16
  spent
• 21:16
  a
• 21:17
  ton
• 21:17
  of
• 21:17
  money
• 21:17
  and
• 21:18
  all
• 21:18
  of
• 21:18
  that,
• 21:18
  but
• 21:20
  I
• 21:20
  still
• 21:20
  think
• 21:20
  that
• 21:21
  the
• 21:21
  smaller
• 21:21
  companies
• 21:22
  can
• 21:22
  get
• 21:22
  more
• 21:23
  engagement.
• 21:24
  They
• 21:24
  may
• 21:24
  have,
• 21:25
  you
• 21:25
  know,
• 21:25
  a
• 21:25
  million
• 21:26
  followers
• 21:26
  on
• 21:26
  Facebook,
• 21:27
  but
• 21:27
  your
• 21:28
  company,
• 21:29
  I'm
• 21:29
  not
• 21:29
  saying
• 21:29
  you
• 21:30
  specifically,
• 21:30
  but,
• 21:30
  you
• 21:30
  know,
• 21:31
  everybody's
• 21:31
  company
• 21:31
  that
• 21:32
  has
• 21:32
  50,000
• 21:32
  can
• 21:33
  get
• 21:33
  more
• 21:33
  engagement
• 21:34
  than
• 21:34
  their
• 21:34
  millionaires.
• 21:35
  You
• 21:35
  know,
• 21:35
  that's.
• 21:35
  And
• 21:36
  actually
• 21:36
  Facebook,
• 21:37
  you
• 21:37
  know,
• 21:37
  they
• 21:37
  made
• 21:37
  some
• 21:38
  changes
• 21:38
  a
• 21:38
  couple
• 21:38
  years
• 21:39
  ago
• 21:39
  that
• 21:39
  really
• 21:39
  trashed
• 21:40
  our
• 21:40
  pages.
• 21:40
  Right.
• 21:40
  And
• 21:40
  we
• 21:41
  all
• 21:41
  had
• 21:41
  to
• 21:41
  get
• 21:41
  creative
• 21:42
  to.
• 21:42
  To
• 21:42
  bring
• 21:43
  back
• 21:43
  the
• 21:43
  engagement.
• 21:44
  But
• 21:44
  that
• 21:44
  allowed
• 21:45
  us
• 21:45
  to.
• 21:45
  Right.
• 21:46
  I
• 21:46
  mean,
• 21:46
  it
• 21:46
  allowed
• 21:47
  us
• 21:47
  to.
• 21:47
  To
• 21:48
  level
• 21:48
  the
• 21:48
  playing
• 21:48
  field
• 21:49
  more.
• 21:50
  And
• 21:50
  is
• 21:50
  that
• 21:50
  what
• 21:51
  you
• 21:51
  found?
• 21:52
  I.
• 21:52
  I
• 21:53
  do
• 21:53
  think
• 21:53
  so.
• 21:53
  And
• 21:54
  one
• 21:54
  thing
• 21:54
  we
• 21:54
  really
• 21:55
  focus
• 21:55
  on
• 21:55
  is
• 21:56
  quick
• 21:56
  response.
• 21:57
  We
• 21:58
  have
• 21:58
  done
• 21:58
  away
• 21:58
  with
• 21:59
  our
• 21:59
  landline
• 22:00
  in
• 22:00
  our
• 22:00
  store,
• 22:01
  and
• 22:01
  we
• 22:01
  have
• 22:02
  two
• 22:02
  cell
• 22:02
  phones.
• 22:02
  We.
• 22:03
  We
• 22:03
  transferred
• 22:04
  that
• 22:04
  landline
• 22:05
  number
• 22:05
  over
• 22:06
  and
• 22:07
  we
• 22:07
  have
• 22:07
  them
• 22:07
  in
• 22:08
  conjunction
• 22:08
  with
• 22:08
  each
• 22:09
  other.
• 22:09
  It's
• 22:09
  two
• 22:10
  separate
• 22:10
  phone
• 22:10
  numbers.
• 22:11
  So
• 22:11
  we've
• 22:11
  got
• 22:12
  two
• 22:12
  lines
• 22:12
  people
• 22:13
  can
• 22:13
  be
• 22:13
  calling
• 22:14
  in
• 22:14
  on
• 22:14
  or
• 22:15
  us
• 22:15
  calling
• 22:15
  out
• 22:16
  on,
• 22:16
  but
• 22:17
  we
• 22:17
  can.
• 22:17
  It
• 22:18
  updates
• 22:18
  the
• 22:18
  social
• 22:19
  media,
• 22:20
  any
• 22:20
  texts
• 22:21
  going
• 22:21
  back,
• 22:22
  virtual
• 22:22
  shopping
• 22:23
  via
• 22:23
  text
• 22:24
  with
• 22:24
  customers.
• 22:26
  So
• 22:26
  we
• 22:26
  try
• 22:26
  to
• 22:27
  really
• 22:27
  keep
• 22:27
  an
• 22:28
  eye
• 22:28
  on
• 22:28
  that.
• 22:28
  The
• 22:28
  employees,
• 22:29
  somebody's
• 22:30
  always
• 22:30
  got
• 22:31
  one
• 22:31
  of
• 22:31
  the
• 22:31
  phones
• 22:31
  on
• 22:32
  them.
• 22:32
  And
• 22:32
  when
• 22:32
  they
• 22:32
  get
• 22:32
  a
• 22:33
  Second,
• 22:33
  they're
• 22:34
  making
• 22:34
  sure.
• 22:35
  I
• 22:35
  think
• 22:35
  being
• 22:35
  responsive
• 22:36
  is
• 22:36
  very
• 22:36
  important.
• 22:38
  But
• 22:38
  I
• 22:38
  also
• 22:39
  think,
• 22:39
  you
• 22:39
  know,
• 22:41
  one
• 22:41
  of
• 22:41
  the
• 22:41
  things
• 22:42
  you
• 22:42
  were
• 22:42
  talking
• 22:42
  to
• 22:43
  me
• 22:43
  about
• 22:43
  was
• 22:44
  how
• 22:44
  do
• 22:45
  you
• 22:45
  feel
• 22:45
  like
• 22:45
  you
• 22:45
  can
• 22:46
  compete
• 22:46
  with
• 22:47
  the
• 22:47
  big
• 22:47
  box
• 22:47
  store?
• 22:48
  And
• 22:48
  I
• 22:49
  kind
• 22:49
  of
• 22:50
  looked
• 22:50
  into,
• 22:50
  you
• 22:51
  know,
• 22:51
  when
• 22:51
  they
• 22:51
  made
• 22:52
  all
• 22:52
  those
• 22:52
  changes
• 22:52
  and
• 22:53
  things
• 22:53
  kind
• 22:53
  of
• 22:54
  crashed
• 22:54
  down.
• 22:54
  I
• 22:55
  was
• 22:55
  like,
• 22:55
  maybe
• 22:56
  I
• 22:56
  need
• 22:56
  to
• 22:56
  hire
• 22:56
  an
• 22:57
  influencer.
• 22:58
  And
• 22:59
  I
• 22:59
  quickly
• 22:59
  reigned
• 23:00
  myself
• 23:00
  in
• 23:01
  because
• 23:02
  I
• 23:02
  noticed
• 23:03
  two
• 23:03
  things.
• 23:03
  One,
• 23:04
  I
• 23:04
  didn't
• 23:04
  have
• 23:05
  the
• 23:05
  money
• 23:05
  to
• 23:05
  hire
• 23:06
  an
• 23:06
  influencer.
• 23:07
  And
• 23:08
  two,
• 23:09
  I
• 23:09
  gotta
• 23:09
  be
• 23:09
  honest
• 23:10
  with
• 23:10
  you
• 23:10
  that,
• 23:10
  that,
• 23:11
  that's
• 23:11
  not
• 23:11
  my
• 23:12
  customer
• 23:12
  and
• 23:13
  that's
• 23:13
  where
• 23:13
  I
• 23:13
  need
• 23:14
  to
• 23:14
  stay
• 23:14
  grounded.
• 23:15
  I
• 23:15
  think
• 23:16
  it's
• 23:16
  amazing
• 23:17
  to
• 23:17
  see
• 23:17
  those
• 23:18
  beautiful
• 23:18
  reels
• 23:19
  that
• 23:19
  are
• 23:19
  real
• 23:20
  fancy
• 23:20
  and
• 23:20
  they
• 23:21
  have
• 23:21
  all
• 23:21
  these
• 23:21
  special
• 23:22
  features
• 23:23
  and
• 23:23
  highlights
• 23:24
  and
• 23:24
  all
• 23:24
  these
• 23:24
  things
• 23:25
  they
• 23:25
  do.
• 23:27
  I'd
• 23:27
  have
• 23:27
  to
• 23:27
  go
• 23:27
  to
• 23:28
  college
• 23:28
  for
• 23:28
  six
• 23:29
  months
• 23:29
  to
• 23:29
  learn
• 23:29
  how
• 23:29
  to
• 23:30
  do
• 23:30
  all
• 23:30
  of
• 23:30
  that.
• 23:30
  And
• 23:32
  we
• 23:32
  just
• 23:32
  have
• 23:32
  stayed
• 23:33
  really
• 23:33
  authentic.
• 23:35
  And
• 23:35
  there
• 23:36
  are
• 23:36
  times
• 23:36
  we've
• 23:37
  done
• 23:37
  really
• 23:37
  well
• 23:37
  with
• 23:38
  our
• 23:38
  outfit
• 23:38
  of
• 23:39
  the
• 23:39
  day
• 23:39
  videos.
• 23:40
  People
• 23:40
  are
• 23:40
  always
• 23:40
  saying,
• 23:41
  I
• 23:41
  loved
• 23:42
  what
• 23:42
  Stevie
• 23:43
  had
• 23:43
  on
• 23:43
  in
• 23:43
  that.
• 23:43
  So
• 23:44
  we
• 23:44
  started
• 23:44
  like
• 23:45
  when
• 23:45
  I
• 23:45
  shot
• 23:45
  a
• 23:45
  video
• 23:46
  of
• 23:46
  something
• 23:46
  else.
• 23:47
  So
• 23:47
  I've
• 23:47
  started
• 23:48
  doing
• 23:48
  an
• 23:48
  outfit
• 23:49
  of
• 23:49
  the
• 23:49
  day
• 23:49
  video
• 23:50
  every
• 23:50
  day
• 23:50
  and
• 23:51
  putting
• 23:51
  it
• 23:51
  up
• 23:51
  on
• 23:52
  my
• 23:52
  stories.
• 23:53
  And
• 23:54
  you
• 23:54
  know
• 23:54
  what?
• 23:55
  Some
• 23:55
  days
• 23:55
  I
• 23:56
  realize
• 23:56
  I
• 23:56
  haven't
• 23:57
  done
• 23:57
  that
• 23:57
  till
• 23:58
  I'm
• 23:58
  ready
• 23:58
  to
• 23:58
  go
• 23:59
  home.
• 23:59
  And
• 23:59
  maybe
• 23:59
  it
• 23:59
  was
• 24:00
  a
• 24:00
  14
• 24:00
  hour
• 24:01
  day.
• 24:01
  And
• 24:02
  we're
• 24:02
  all
• 24:02
  that
• 24:02
  age
• 24:03
  where
• 24:03
  having
• 24:03
  hot
• 24:04
  flashes
• 24:04
  and,
• 24:05
  you
• 24:05
  know,
• 24:05
  things.
• 24:06
  We're
• 24:06
  not
• 24:06
  always
• 24:07
  looking
• 24:07
  so
• 24:07
  hot.
• 24:08
  Sometimes
• 24:08
  I'm
• 24:09
  barefoot,
• 24:09
  my
• 24:10
  feet
• 24:10
  are
• 24:10
  tired.
• 24:11
  We
• 24:11
  have
• 24:12
  kept
• 24:12
  it
• 24:12
  so
• 24:13
  authentic.
• 24:14
  And
• 24:14
  that
• 24:14
  is
• 24:14
  one
• 24:15
  of
• 24:15
  our
• 24:15
  biggest
• 24:15
  compliments
• 24:16
  we
• 24:16
  hear
• 24:17
  over
• 24:17
  and
• 24:17
  over
• 24:18
  is
• 24:18
  that
• 24:19
  people
• 24:19
  say,
• 24:19
  I
• 24:20
  love
• 24:20
  how
• 24:20
  you
• 24:20
  guys
• 24:21
  are
• 24:21
  authentic.
• 24:21
  You
• 24:22
  show
• 24:22
  the
• 24:23
  clothes
• 24:23
  on
• 24:23
  people
• 24:24
  that
• 24:24
  aren't
• 24:24
  a
• 24:24
  size
• 24:25
  2,
• 24:25
  that
• 24:26
  aren't
• 24:26
  a
• 24:26
  5,
• 24:27
  10
• 24:27
  size
• 24:27
  2,
• 24:28
  supermodel
• 24:29
  with
• 24:29
  airbrushed
• 24:30
  makeup,
• 24:31
  you
• 24:31
  know,
• 24:32
  hey,
• 24:32
  sorry.
• 24:32
  All
• 24:33
  I've
• 24:33
  got
• 24:33
  on
• 24:33
  is
• 24:34
  mascara
• 24:34
  today
• 24:34
  because
• 24:35
  I
• 24:35
  had
• 24:35
  a
• 24:35
  hot
• 24:35
  flash
• 24:36
  and
• 24:36
  the
• 24:36
  rest
• 24:36
  melted
• 24:37
  off.
• 24:40
  I
• 24:40
  think
• 24:40
  that's
• 24:41
  really
• 24:41
  helped
• 24:42
  us
• 24:42
  is
• 24:42
  being
• 24:43
  authentic
• 24:43
  and
• 24:44
  really
• 24:44
  learning
• 24:45
  who
• 24:45
  is
• 24:45
  your
• 24:45
  customer.
• 24:47
  And
• 24:47
  we
• 24:47
  have
• 24:47
  customers
• 24:48
  of
• 24:48
  all
• 24:48
  different
• 24:49
  ages.
• 24:50
  But
• 24:50
  I
• 24:50
  would
• 24:50
  say
• 24:51
  honestly,
• 24:51
  our
• 24:52
  average
• 24:52
  customer
• 24:53
  is
• 24:53
  45
• 24:54
  to
• 24:54
  65.
• 24:56
  And
• 24:56
  so
• 24:56
  we're
• 24:57
  just
• 24:57
  trying
• 24:57
  to
• 24:57
  keep
• 24:58
  it
• 24:58
  real.
• 24:58
  So
• 24:59
  it's
• 24:59
  interesting
• 24:59
  because
• 24:59
  with
• 24:59
  the
• 25:00
  Horse
• 25:00
  Radio
• 25:00
  Network,
• 25:00
  our
• 25:01
  listener
• 25:01
  base,
• 25:01
  which
• 25:01
  is
• 25:01
  tens
• 25:02
  of
• 25:02
  thousands,
• 25:02
  but
• 25:03
  they
• 25:03
  tend
• 25:03
  to
• 25:04
  be
• 25:04
  in
• 25:04
  the
• 25:04
  40
• 25:05
  to
• 25:05
  70
• 25:06
  range.
• 25:07
  Women
• 25:07
  40
• 25:08
  to
• 25:08
  70
• 25:08
  is.
• 25:08
  Tends
• 25:09
  to
• 25:09
  be
• 25:09
  who,
• 25:09
  who
• 25:10
  the.
• 25:10
  Our
• 25:11
  active
• 25:11
  listeners
• 25:12
  are.
• 25:13
  Yeah,
• 25:13
  yeah.
• 25:13
  And,
• 25:14
  and
• 25:14
  that.
• 25:14
  So
• 25:15
  that
• 25:15
  makes
• 25:15
  sense,
• 25:15
  right?
• 25:16
  I
• 25:16
  mean,
• 25:16
  it
• 25:16
  does
• 25:16
  kind
• 25:16
  of
• 25:16
  make
• 25:17
  sense,
• 25:17
  I
• 25:17
  think
• 25:18
  for
• 25:18
  us
• 25:18
  and
• 25:19
  probably
• 25:19
  you
• 25:19
  that
• 25:20
  is
• 25:20
  coming
• 25:20
  down
• 25:21
  a
• 25:21
  little
• 25:21
  bit
• 25:21
  in
• 25:21
  age.
• 25:22
  We're
• 25:22
  picking
• 25:22
  up
• 25:23
  more
• 25:23
  of
• 25:23
  the
• 25:23
  younger
• 25:24
  than
• 25:24
  we
• 25:24
  ever
• 25:24
  have
• 25:24
  in
• 25:25
  the
• 25:25
  past.
• 25:25
  And
• 25:25
  I
• 25:25
  think
• 25:25
  that's
• 25:26
  because,
• 25:27
  you
• 25:27
  know,
• 25:27
  the
• 25:28
  whole
• 25:28
  world's
• 25:28
  catching
• 25:28
  up,
• 25:29
  right?
• 25:29
  So,
• 25:30
  yeah,
• 25:31
  I
• 25:31
  agree.
• 25:31
  And
• 25:32
  I
• 25:32
  think,
• 25:32
  too,
• 25:33
  you
• 25:34
  know,
• 25:34
  I
• 25:34
  think
• 25:35
  things
• 25:35
  have
• 25:35
  gotten
• 25:36
  a
• 25:36
  little
• 25:36
  crazy
• 25:37
  these
• 25:37
  last
• 25:37
  four
• 25:37
  or
• 25:38
  five
• 25:38
  years.
• 25:38
  Oh,
• 25:38
  really?
• 25:39
  And,
• 25:40
  yeah,
• 25:40
  just
• 25:41
  a
• 25:41
  little
• 25:42
  bit.
• 25:43
  Anyway,
• 25:44
  I
• 25:44
  will
• 25:45
  tell
• 25:45
  you
• 25:45
  that
• 25:46
  I
• 25:46
  feel
• 25:47
  like
• 25:48
  the
• 25:48
  Western
• 25:49
  way
• 25:49
  of
• 25:49
  life,
• 25:50
  that
• 25:51
  down
• 25:51
  home,
• 25:52
  you
• 25:52
  know,
• 25:53
  giving
• 25:53
  thanks
• 25:54
  to
• 25:54
  God,
• 25:54
  you
• 25:55
  know,
• 25:55
  being
• 25:55
  grateful,
• 25:57
  it's
• 25:57
  really.
• 25:58
  I
• 25:58
  feel
• 25:58
  like
• 25:59
  people
• 25:59
  want
• 25:59
  more
• 26:00
  of
• 26:00
  that
• 26:00
  in
• 26:00
  their
• 26:01
  life.
• 26:01
  And
• 26:01
  I
• 26:02
  feel
• 26:02
  like
• 26:02
  it's
• 26:02
  become
• 26:03
  a
• 26:03
  life
• 26:04
  that
• 26:04
  is
• 26:04
  more
• 26:04
  appealing
• 26:05
  to
• 26:07
  a
• 26:07
  broader
• 26:07
  age
• 26:08
  range
• 26:08
  now.
• 26:09
  And
• 26:09
  it's
• 26:10
  just
• 26:10
  grounded
• 26:11
  and
• 26:11
  it's
• 26:11
  wholesome
• 26:12
  and
• 26:12
  it's
• 26:13
  good
• 26:13
  and
• 26:13
  it's
• 26:14
  positive.
• 26:15
  And
• 26:15
  I
• 26:15
  do
• 26:16
  think
• 26:16
  that's
• 26:16
  part
• 26:17
  of
• 26:17
  it,
• 26:17
  too.
• 26:17
  That's.
• 26:18
  That
• 26:18
  is
• 26:19
  what
• 26:19
  is
• 26:19
  driving
• 26:21
  more
• 26:21
  of
• 26:21
  an
• 26:22
  age
• 26:22
  range
• 26:22
  in
• 26:22
  there.
• 26:23
  I
• 26:23
  think
• 26:23
  people
• 26:23
  are
• 26:24
  realizing
• 26:24
  after
• 26:25
  what
• 26:25
  we've
• 26:25
  been
• 26:25
  through
• 26:26
  that,
• 26:27
  wow,
• 26:27
  I
• 26:28
  want
• 26:28
  to
• 26:28
  be
• 26:29
  grounded
• 26:29
  a
• 26:29
  little
• 26:30
  more
• 26:30
  and
• 26:30
  have
• 26:31
  these
• 26:31
  roots
• 26:31
  and
• 26:32
  care
• 26:32
  about
• 26:32
  things
• 26:33
  that
• 26:33
  really
• 26:33
  matter.
• 26:34
  And
• 26:35
  so
• 26:35
  I
• 26:35
  think
• 26:36
  in
• 26:36
  a
• 26:36
  way,
• 26:36
  that's
• 26:37
  been
• 26:37
  a
• 26:37
  blessing,
• 26:38
  too,
• 26:38
  for
• 26:38
  all
• 26:38
  of
• 26:39
  us
• 26:39
  in
• 26:39
  business.
• 26:40
  You
• 26:40
  know,
• 26:40
  it's
• 26:40
  interesting,
• 26:41
  too,
• 26:41
  people
• 26:42
  whine
• 26:42
  all
• 26:42
  the
• 26:43
  time
• 26:43
  about
• 26:43
  the
• 26:43
  negative
• 26:44
  effects
• 26:44
  of
• 26:44
  social
• 26:45
  media,
• 26:45
  right?
• 26:45
  But
• 26:46
  what
• 26:46
  they
• 26:46
  don't
• 26:46
  realize
• 26:47
  is
• 26:47
  it
• 26:48
  even
• 26:49
  younger
• 26:49
  people,
• 26:49
  teenagers
• 26:50
  or
• 26:50
  whatever,
• 26:51
  you're
• 26:51
  exposed
• 26:52
  to
• 26:52
  so
• 26:52
  much
• 26:53
  more
• 26:53
  than
• 26:53
  we
• 26:53
  ever
• 26:53
  were
• 26:54
  growing
• 26:54
  up,
• 26:54
  right?
• 26:55
  I
• 26:55
  mean,
• 26:55
  we
• 26:55
  had
• 26:55
  the
• 26:55
  newspaper
• 26:56
  and
• 26:56
  magazines
• 26:56
  and
• 26:57
  tv.
• 26:57
  That
• 26:57
  was
• 26:57
  it.
• 26:58
  So
• 26:59
  you're
• 26:59
  exposed
• 26:59
  to
• 27:00
  so
• 27:00
  much
• 27:00
  more
• 27:00
  than
• 27:00
  you
• 27:01
  ever
• 27:01
  were
• 27:01
  before.
• 27:02
  You're
• 27:02
  seeing
• 27:03
  things
• 27:03
  that
• 27:03
  you
• 27:03
  would
• 27:03
  have
• 27:03
  never
• 27:04
  seen
• 27:05
  20
• 27:05
  years
• 27:05
  ago.
• 27:06
  So
• 27:07
  it
• 27:07
  does
• 27:07
  open
• 27:07
  it
• 27:08
  up
• 27:08
  more
• 27:09
  than
• 27:09
  it
• 27:09
  ever
• 27:09
  has
• 27:10
  in
• 27:10
  the
• 27:10
  past.
• 27:10
  It's
• 27:10
  not
• 27:10
  all
• 27:11
  negative.
• 27:12
  A
• 27:12
  lot
• 27:12
  of
• 27:12
  that's
• 27:12
  a
• 27:12
  positive
• 27:13
  because
• 27:13
  you
• 27:13
  are
• 27:13
  exposed
• 27:14
  to
• 27:14
  more
• 27:14
  than
• 27:14
  you
• 27:14
  ever
• 27:15
  were
• 27:15
  before.
• 27:17
  I
• 27:17
  don't
• 27:17
  view
• 27:17
  that.
• 27:17
  Yeah,
• 27:18
  there
• 27:18
  are
• 27:18
  negative
• 27:18
  aspects
• 27:19
  of
• 27:19
  anything,
• 27:19
  but
• 27:20
  I
• 27:20
  don't
• 27:20
  view
• 27:20
  that
• 27:21
  as
• 27:21
  a
• 27:21
  negative
• 27:21
  in
• 27:21
  this
• 27:22
  case.
• 27:22
  I
• 27:23
  ran
• 27:23
  an
• 27:23
  acting
• 27:23
  company
• 27:24
  for
• 27:24
  10
• 27:24
  years
• 27:24
  pre
• 27:25
  Internet.
• 27:26
  We
• 27:26
  would
• 27:26
  have
• 27:26
  done
• 27:27
  so
• 27:27
  much
• 27:27
  better
• 27:27
  had
• 27:27
  the
• 27:28
  Internet
• 27:28
  been
• 27:28
  around,
• 27:28
  because
• 27:29
  we
• 27:29
  could
• 27:29
  have
• 27:29
  been
• 27:29
  exposed
• 27:30
  so
• 27:30
  much
• 27:30
  more.
• 27:30
  Right.
• 27:31
  We
• 27:31
  had
• 27:31
  to
• 27:31
  do
• 27:31
  everything
• 27:32
  the
• 27:32
  hard
• 27:32
  way.
• 27:32
  You
• 27:33
  know,
• 27:33
  we
• 27:34
  were
• 27:34
  advertising
• 27:34
  on
• 27:35
  radio
• 27:35
  and
• 27:35
  TV
• 27:36
  and
• 27:36
  newspapers.
• 27:37
  Everything
• 27:37
  was
• 27:38
  harder.
• 27:38
  You
• 27:38
  know,
• 27:39
  even
• 27:39
  selling
• 27:39
  tickets
• 27:39
  was
• 27:40
  harder.
• 27:40
  So
• 27:40
  it
• 27:41
  has
• 27:41
  made
• 27:42
  doing
• 27:42
  business
• 27:43
  easier
• 27:43
  in
• 27:43
  many
• 27:44
  ways.
• 27:45
  And
• 27:45
  also,
• 27:46
  you
• 27:46
  know,
• 27:47
  there
• 27:47
  are
• 27:47
  challenges
• 27:48
  that
• 27:48
  come
• 27:48
  with
• 27:48
  that,
• 27:49
  too.
• 27:49
  It's
• 27:49
  keeping
• 27:50
  up
• 27:50
  with.
• 27:50
  Keeping
• 27:51
  up
• 27:51
  with
• 27:51
  it
• 27:51
  all
• 27:51
  is
• 27:51
  the
• 27:52
  challenge.
• 27:52
  But
• 27:53
  you're
• 27:53
  right.
• 27:53
  And
• 27:53
  going
• 27:54
  back
• 27:54
  to
• 27:54
  what
• 27:54
  you
• 27:54
  said
• 27:54
  about
• 27:54
  doing
• 27:55
  those
• 27:55
  daily
• 27:55
  posts
• 27:56
  about
• 27:56
  the
• 27:57
  outfit
• 27:57
  of
• 27:57
  the
• 27:57
  day.
• 27:58
  What
• 27:59
  we
• 27:59
  have
• 27:59
  found
• 28:00
  through
• 28:00
  all
• 28:00
  of
• 28:00
  our
• 28:00
  experiment,
• 28:01
  I'm
• 28:01
  part
• 28:01
  of
• 28:01
  the
• 28:01
  Equine
• 28:02
  Network,
• 28:02
  which
• 28:02
  is
• 28:02
  the
• 28:02
  largest
• 28:04
  network
• 28:04
  now
• 28:04
  for
• 28:05
  the
• 28:05
  media
• 28:05
  world
• 28:05
  in
• 28:06
  the
• 28:06
  horse
• 28:06
  world,
• 28:06
  period.
• 28:07
  They
• 28:07
  own
• 28:08
  everything.
• 28:09
  And
• 28:09
  what
• 28:09
  we
• 28:09
  have
• 28:09
  found
• 28:10
  is
• 28:10
  posts
• 28:10
  first
• 28:10
  thing
• 28:11
  in
• 28:11
  the
• 28:11
  morning
• 28:11
  with
• 28:11
  horse
• 28:12
  people.
• 28:12
  It's
• 28:12
  between
• 28:13
  6
• 28:13
  and
• 28:13
  7
• 28:13
  o'
• 28:14
  clock
• 28:14
  and
• 28:14
  get
• 28:15
  10
• 28:15
  times
• 28:15
  more
• 28:16
  play
• 28:16
  than
• 28:17
  if
• 28:17
  you
• 28:17
  posted
• 28:17
  at
• 28:17
  4
• 28:17
  o'
• 28:18
  clock
• 28:18
  in
• 28:18
  the
• 28:18
  afternoon.
• 28:19
  And
• 28:19
  we
• 28:19
  just
• 28:20
  found
• 28:20
  that
• 28:20
  that's
• 28:20
  the
• 28:20
  way
• 28:21
  it
• 28:21
  is,
• 28:21
  you
• 28:21
  know,
• 28:21
  we
• 28:22
  get
• 28:22
  a
• 28:22
  lot
• 28:22
  more
• 28:22
  play.
• 28:23
  So
• 28:23
  now
• 28:24
  I'm
• 28:24
  at
• 28:24
  the
• 28:24
  point
• 28:24
  now
• 28:25
  even
• 28:25
  for
• 28:25
  Horse
• 28:25
  Radio
• 28:26
  Network,
• 28:26
  if
• 28:26
  I
• 28:26
  don't
• 28:26
  post
• 28:26
  it
• 28:27
  by
• 28:27
  10
• 28:27
  o'
• 28:28
  clock
• 28:28
  in
• 28:28
  the
• 28:28
  morning,
• 28:28
  I
• 28:29
  wait
• 28:29
  till
• 28:29
  the
• 28:29
  next
• 28:29
  day.
• 28:29
  I
• 28:30
  don't
• 28:30
  even
• 28:30
  post
• 28:30
  it.
• 28:31
  Yep.
• 28:31
  Yeah.
• 28:31
  Because
• 28:32
  I
• 28:32
  know
• 28:32
  it's
• 28:32
  going
• 28:32
  to
• 28:32
  get
• 28:32
  lost.
• 28:33
  That's
• 28:34
  interesting
• 28:35
  you
• 28:35
  say
• 28:36
  that
• 28:36
  because
• 28:37
  that
• 28:37
  is
• 28:38
  kind
• 28:39
  of
• 28:39
  what
• 28:39
  we've
• 28:40
  noticed.
• 28:40
  I'm
• 28:40
  an
• 28:41
  early
• 28:41
  riser,
• 28:42
  so
• 28:43
  I'm
• 28:43
  always
• 28:43
  up
• 28:43
  by
• 28:43
  5am
• 28:45
  and
• 28:45
  I
• 28:45
  kind
• 28:45
  of
• 28:46
  have
• 28:46
  morning
• 28:46
  routine
• 28:47
  and
• 28:47
  I'm
• 28:48
  usually
• 28:49
  in
• 28:49
  a
• 28:49
  chair
• 28:50
  doing
• 28:50
  my
• 28:50
  to
• 28:51
  do
• 28:51
  list
• 28:51
  and
• 28:51
  my
• 28:52
  social
• 28:52
  media
• 28:52
  for
• 28:53
  the
• 28:53
  day
• 28:54
  between
• 28:54
  6
• 28:54
  and
• 28:55
  7am
• 28:55
  before
• 28:56
  I
• 28:56
  go
• 28:56
  out
• 28:56
  to
• 28:56
  feed
• 28:57
  horses.
• 28:58
  So
• 28:58
  that's
• 28:59
  interesting.
• 28:59
  And
• 28:59
  another
• 29:00
  thing
• 29:00
  that
• 29:00
  you
• 29:00
  said
• 29:01
  really
• 29:01
  caught
• 29:01
  me
• 29:02
  when
• 29:02
  you
• 29:03
  said
• 29:03
  that
• 29:03
  everything
• 29:04
  was
• 29:04
  harder
• 29:05
  back
• 29:05
  in
• 29:05
  the
• 29:05
  day.
• 29:06
  And
• 29:07
  I
• 29:08
  think
• 29:09
  sometimes,
• 29:09
  like
• 29:09
  when
• 29:10
  I
• 29:10
  was
• 29:10
  talking
• 29:10
  about
• 29:11
  employees
• 29:12
  and
• 29:12
  stuff,
• 29:13
  I
• 29:14
  don't
• 29:14
  ever
• 29:14
  like
• 29:14
  to
• 29:15
  stereotype
• 29:16
  anyone,
• 29:16
  but
• 29:16
  I
• 29:16
  do
• 29:17
  think
• 29:17
  that
• 29:17
  people
• 29:18
  of
• 29:19
  our
• 29:19
  age
• 29:20
  did
• 29:20
  have
• 29:20
  to
• 29:21
  work
• 29:21
  harder
• 29:21
  for
• 29:22
  things.
• 29:23
  It
• 29:23
  wasn't.
• 29:24
  You
• 29:25
  know,
• 29:25
  I
• 29:25
  see
• 29:25
  such
• 29:25
  a
• 29:26
  difference
• 29:26
  these
• 29:26
  days,
• 29:27
  even
• 29:27
  just
• 29:28
  at
• 29:28
  a
• 29:28
  high
• 29:28
  school
• 29:29
  level.
• 29:29
  Used
• 29:29
  to
• 29:29
  if
• 29:30
  you
• 29:30
  were
• 29:30
  a
• 29:30
  good
• 29:30
  athlete
• 29:31
  and
• 29:31
  worked
• 29:31
  hard,
• 29:32
  you
• 29:32
  could
• 29:32
  get
• 29:32
  playing
• 29:33
  time
• 29:33
  at
• 29:33
  high
• 29:33
  school.
• 29:34
  Nowadays,
• 29:35
  if
• 29:35
  your
• 29:35
  parents
• 29:36
  don't
• 29:36
  have
• 29:36
  you
• 29:36
  on
• 29:37
  these
• 29:37
  expensive
• 29:38
  travel
• 29:39
  ball
• 29:39
  teams,
• 29:40
  you
• 29:40
  know,
• 29:41
  that
• 29:41
  literally
• 29:41
  destroy
• 29:42
  any
• 29:43
  weekend
• 29:43
  time
• 29:44
  at
• 29:44
  all.
• 29:46
  It's
• 29:47
  so
• 29:47
  expensive
• 29:48
  and
• 29:48
  everything.
• 29:49
  But
• 29:49
  then
• 29:50
  maybe
• 29:50
  things
• 29:50
  come
• 29:51
  easier.
• 29:51
  But
• 29:52
  back
• 29:52
  in
• 29:52
  the
• 29:53
  day,
• 29:53
  if
• 29:53
  that
• 29:53
  was
• 29:53
  how
• 29:54
  it
• 29:54
  would
• 29:54
  have
• 29:54
  been,
• 29:55
  that
• 29:55
  wouldn't
• 29:55
  have
• 29:55
  been
• 29:56
  me
• 29:56
  and
• 29:56
  my
• 29:56
  sisters.
• 29:57
  My
• 29:57
  parents
• 29:57
  couldn't
• 29:58
  have
• 29:58
  afforded
• 29:58
  that.
• 29:59
  And
• 29:59
  we
• 30:00
  just,
• 30:00
  I
• 30:00
  mean,
• 30:01
  I
• 30:01
  had
• 30:01
  two
• 30:01
  jobs
• 30:02
  in
• 30:02
  third
• 30:02
  grade,
• 30:03
  I
• 30:03
  had
• 30:03
  a
• 30:03
  paper
• 30:04
  route
• 30:04
  and
• 30:04
  I
• 30:05
  mowed
• 30:05
  lawns
• 30:06
  and
• 30:07
  I've
• 30:07
  just
• 30:07
  always
• 30:08
  been
• 30:08
  a
• 30:08
  hard
• 30:08
  worker.
• 30:09
  And
• 30:09
  I
• 30:10
  don't
• 30:10
  know,
• 30:10
  there's
• 30:10
  something
• 30:11
  about
• 30:11
  that
• 30:11
  gratitude,
• 30:12
  that
• 30:12
  gratefulness
• 30:13
  level
• 30:14
  that
• 30:14
  comes
• 30:14
  out
• 30:15
  when
• 30:16
  you've
• 30:16
  really
• 30:17
  had
• 30:17
  to
• 30:17
  work
• 30:17
  hard
• 30:18
  for
• 30:18
  something
• 30:19
  and
• 30:20
  it
• 30:20
  means
• 30:20
  more.
• 30:21
  And
• 30:21
  I
• 30:21
  love
• 30:21
  that.
• 30:22
  There
• 30:23
  you
• 30:23
  go.
• 30:24
  So
• 30:25
  we're
• 30:25
  running
• 30:26
  out
• 30:26
  of
• 30:26
  time.
• 30:26
  I
• 30:26
  wanted
• 30:27
  to
• 30:27
  ask
• 30:27
  you,
• 30:27
  what
• 30:27
  do
• 30:27
  you
• 30:28
  see
• 30:28
  as
• 30:28
  the
• 30:28
  biggest
• 30:29
  opportunity
• 30:29
  for
• 30:30
  small
• 30:30
  retailers
• 30:30
  in
• 30:31
  2025?
• 30:31
  Do
• 30:32
  you
• 30:32
  see?
• 30:32
  Do
• 30:33
  you
• 30:33
  see
• 30:33
  opportunity,
• 30:33
  and
• 30:34
  what
• 30:34
  do
• 30:34
  you
• 30:34
  see?
• 30:35
  Where's
• 30:35
  it
• 30:35
  fall?
• 30:36
  I
• 30:36
  do
• 30:37
  see
• 30:37
  opportunity
• 30:38
  because
• 30:38
  I
• 30:39
  feel
• 30:39
  like
• 30:39
  this
• 30:39
  is
• 30:39
  an
• 30:40
  opportunity
• 30:40
  with
• 30:41
  things
• 30:41
  looking
• 30:41
  up.
• 30:42
  First
• 30:43
  of
• 30:43
  all,
• 30:43
  I
• 30:43
  think
• 30:43
  every
• 30:44
  owner
• 30:44
  of
• 30:44
  small
• 30:44
  businesses
• 30:45
  needs
• 30:46
  to
• 30:46
  first
• 30:46
  look
• 30:46
  in
• 30:47
  the
• 30:47
  mirror.
• 30:47
  You
• 30:48
  know,
• 30:48
  these
• 30:48
  last
• 30:49
  several
• 30:49
  years
• 30:49
  have
• 30:50
  been
• 30:50
  so
• 30:50
  hard
• 30:51
  that
• 30:51
  it's
• 30:51
  so
• 30:51
  easy
• 30:52
  to
• 30:52
  get
• 30:52
  down,
• 30:53
  feel
• 30:53
  defeated.
• 30:54
  You've
• 30:55
  got
• 30:55
  to
• 30:55
  do
• 30:55
  a
• 30:56
  check
• 30:56
  and
• 30:56
  get
• 30:56
  yourself
• 30:57
  in
• 30:57
  place.
• 30:58
  How
• 30:58
  bad
• 30:58
  do
• 30:59
  you
• 30:59
  want
• 30:59
  it
• 30:59
  and
• 30:59
  what
• 30:59
  is
• 31:00
  your
• 31:00
  attitude
• 31:01
  like?
• 31:01
  This
• 31:01
  is
• 31:01
  an
• 31:02
  opportunity
• 31:02
  to.
• 31:03
  To
• 31:03
  totally
• 31:04
  reset
• 31:04
  your
• 31:05
  attitude,
• 31:06
  to
• 31:06
  manifest
• 31:07
  amazing
• 31:08
  things
• 31:09
  for
• 31:09
  your
• 31:09
  business,
• 31:10
  your
• 31:10
  staff,
• 31:11
  everything,
• 31:12
  to
• 31:12
  reevaluate,
• 31:14
  you
• 31:14
  know,
• 31:14
  who
• 31:15
  is
• 31:15
  our
• 31:15
  customer,
• 31:16
  what
• 31:16
  do
• 31:17
  we
• 31:17
  want
• 31:17
  to
• 31:17
  be?
• 31:17
  What
• 31:18
  do
• 31:18
  we
• 31:18
  want
• 31:18
  to
• 31:18
  focus
• 31:19
  in
• 31:19
  on?
• 31:20
  It's
• 31:20
  really
• 31:20
  a
• 31:21
  time
• 31:21
  for
• 31:21
  reset
• 31:22
  and,
• 31:23
  you
• 31:23
  know,
• 31:23
  really
• 31:24
  think
• 31:24
  about
• 31:24
  what
• 31:25
  fun
• 31:25
  you
• 31:25
  can
• 31:25
  bring.
• 31:26
  I
• 31:26
  think
• 31:26
  that
• 31:27
  is
• 31:27
  one
• 31:27
  reason
• 31:27
  we
• 31:28
  have
• 31:28
  a
• 31:28
  lot
• 31:28
  of
• 31:29
  people
• 31:29
  coming
• 31:29
  back
• 31:29
  to
• 31:30
  our
• 31:30
  business.
• 31:31
  We
• 31:31
  do
• 31:31
  a
• 31:31
  lot
• 31:31
  of
• 31:32
  fun
• 31:32
  events
• 31:32
  for
• 31:33
  the
• 31:33
  locals.
• 31:33
  In
• 31:34
  the
• 31:34
  middle
• 31:34
  of
• 31:34
  winter,
• 31:34
  when
• 31:35
  the
• 31:35
  weather's
• 31:35
  crappy
• 31:36
  and
• 31:36
  no
• 31:36
  one
• 31:37
  wants
• 31:37
  to
• 31:37
  get
• 31:38
  out
• 31:38
  and
• 31:38
  half
• 31:38
  the
• 31:39
  businesses
• 31:39
  are
• 31:40
  closed
• 31:40
  in
• 31:40
  town,
• 31:41
  we
• 31:41
  do
• 31:41
  a
• 31:41
  pajama
• 31:42
  party
• 31:43
  and
• 31:43
  we
• 31:43
  serve
• 31:44
  mimosas,
• 31:44
  and
• 31:45
  people
• 31:45
  come
• 31:45
  in
• 31:45
  in
• 31:45
  their
• 31:46
  pajamas
• 31:46
  and
• 31:47
  slippers,
• 31:47
  and
• 31:47
  we
• 31:47
  all
• 31:48
  drink
• 31:48
  mimosas
• 31:49
  and
• 31:49
  we
• 31:49
  take
• 31:50
  pictures
• 31:50
  and
• 31:50
  we
• 31:50
  give
• 31:51
  a
• 31:51
  killer
• 31:51
  prize
• 31:52
  to
• 31:52
  the
• 31:52
  person
• 31:52
  with
• 31:52
  the
• 31:53
  best
• 31:53
  pajamas.
• 31:54
  We
• 31:55
  have
• 31:55
  so
• 31:55
  much
• 31:56
  fun
• 31:56
  in
• 31:56
  our
• 31:56
  store.
• 31:57
  And
• 31:57
  I
• 31:58
  do,
• 31:58
  I
• 31:58
  feel
• 31:58
  like
• 31:58
  this
• 31:59
  year
• 32:00
  things
• 32:00
  are
• 32:00
  looking
• 32:00
  up.
• 32:01
  So
• 32:01
  ride
• 32:02
  that
• 32:02
  wave,
• 32:02
  get
• 32:03
  on
• 32:03
  that
• 32:03
  wave
• 32:04
  of
• 32:04
  positivity
• 32:05
  and,
• 32:06
  you
• 32:06
  know,
• 32:06
  look
• 32:07
  up
• 32:07
  and
• 32:07
  be
• 32:08
  grateful
• 32:08
  and
• 32:09
  really
• 32:09
  figure
• 32:09
  it
• 32:10
  out
• 32:10
  what
• 32:11
  it
• 32:11
  is
• 32:11
  that
• 32:11
  you
• 32:12
  want
• 32:12
  to
• 32:12
  do.
• 32:12
  And
• 32:12
  anytime
• 32:13
  you
• 32:13
  feel
• 32:13
  yourself
• 32:14
  maybe
• 32:14
  slipping
• 32:15
  back
• 32:15
  into
• 32:15
  that
• 32:16
  negativity,
• 32:17
  rein
• 32:17
  yourself
• 32:18
  in
• 32:18
  and
• 32:18
  refocus,
• 32:19
  because
• 32:20
  it
• 32:20
  does
• 32:20
  bring
• 32:21
  amazing
• 32:21
  things
• 32:22
  to
• 32:23
  a
• 32:23
  person.
• 32:24
  And
• 32:24
  I
• 32:24
  feel
• 32:24
  like,
• 32:25
  too,
• 32:26
  that
• 32:26
  things
• 32:27
  have
• 32:27
  been
• 32:28
  tough
• 32:28
  and
• 32:28
  we're
• 32:29
  coming
• 32:29
  out
• 32:29
  of
• 32:29
  that
• 32:30
  really,
• 32:30
  really
• 32:31
  tough,
• 32:32
  bleak
• 32:33
  stuff,
• 32:34
  that
• 32:34
  if
• 32:34
  you
• 32:34
  just
• 32:35
  hang
• 32:35
  on
• 32:35
  and
• 32:36
  be
• 32:36
  positive,
• 32:37
  think
• 32:37
  of
• 32:37
  all
• 32:38
  the
• 32:38
  amazing
• 32:38
  things
• 32:39
  that
• 32:39
  are
• 32:39
  coming,
• 32:39
  and
• 32:40
  you
• 32:40
  don't
• 32:40
  want
• 32:40
  to
• 32:40
  waste
• 32:42
  all
• 32:42
  of
• 32:42
  that
• 32:43
  struggle
• 32:43
  bus
• 32:43
  you
• 32:44
  went
• 32:44
  through
• 32:44
  the
• 32:44
  last
• 32:44
  four
• 32:45
  or
• 32:45
  five
• 32:45
  years.
• 32:46
  And
• 32:46
  so
• 32:46
  I
• 32:47
  just
• 32:47
  encourage
• 32:47
  everyone
• 32:48
  to
• 32:48
  find
• 32:48
  your
• 32:49
  passion,
• 32:49
  be
• 32:50
  positive,
• 32:51
  manifest
• 32:51
  awesomeness,
• 32:52
  and
• 32:52
  just
• 32:53
  look
• 32:53
  up
• 32:54
  and
• 32:54
  look
• 32:54
  ahead.
• 32:55
  I
• 32:56
  couldn't
• 32:56
  agree
• 32:56
  more.
• 32:56
  We,
• 32:57
  I
• 32:57
  always
• 32:57
  said,
• 32:58
  you
• 32:58
  know,
• 32:58
  I
• 32:59
  do
• 32:59
  some
• 32:59
  consulting,
• 32:59
  and,
• 33:00
  you
• 33:00
  know,
• 33:00
  I've
• 33:01
  owned
• 33:01
  a
• 33:01
  number
• 33:01
  of
• 33:01
  business
• 33:01
  over
• 33:02
  the
• 33:02
  years,
• 33:02
  some
• 33:02
  successful
• 33:02
  and
• 33:03
  some
• 33:03
  not.
• 33:04
  As
• 33:04
  all
• 33:04
  of
• 33:04
  us
• 33:04
  that
• 33:05
  have
• 33:05
  been
• 33:05
  around
• 33:05
  for
• 33:06
  a
• 33:06
  long
• 33:06
  time,
• 33:06
  we
• 33:06
  owned
• 33:06
  a
• 33:07
  number
• 33:07
  of
• 33:07
  businesses,
• 33:07
  some
• 33:07
  are
• 33:07
  successful
• 33:08
  and
• 33:08
  some
• 33:08
  are
• 33:08
  not.
• 33:08
  That's
• 33:09
  just
• 33:09
  the
• 33:09
  way
• 33:09
  it
• 33:09
  is.
• 33:09
  But
• 33:10
  our
• 33:11
  thing,
• 33:11
  my
• 33:11
  wife
• 33:11
  and
• 33:11
  I
• 33:12
  always
• 33:12
  said,
• 33:12
  are
• 33:12
  we
• 33:12
  having
• 33:13
  fun?
• 33:13
  Are
• 33:13
  we
• 33:13
  still
• 33:13
  having
• 33:14
  fun?
• 33:14
  And
• 33:14
  the
• 33:15
  minute
• 33:15
  we
• 33:15
  said
• 33:15
  we
• 33:15
  weren't
• 33:16
  having
• 33:16
  fun
• 33:16
  anymore,
• 33:16
  that's
• 33:17
  when
• 33:17
  we
• 33:17
  sold
• 33:17
  the
• 33:17
  business
• 33:18
  or
• 33:18
  we
• 33:18
  moved
• 33:18
  on.
• 33:19
  You
• 33:20
  know,
• 33:20
  and,
• 33:21
  you
• 33:21
  know,
• 33:21
  if
• 33:21
  you're
• 33:22
  not
• 33:22
  having
• 33:22
  fun,
• 33:22
  your
• 33:22
  employees
• 33:23
  aren't
• 33:23
  having
• 33:23
  fun,
• 33:24
  your
• 33:24
  customers
• 33:24
  are
• 33:25
  not
• 33:25
  coming
• 33:25
  back
• 33:25
  because
• 33:26
  they
• 33:26
  don't
• 33:26
  want
• 33:26
  to
• 33:26
  come
• 33:26
  to
• 33:26
  a
• 33:27
  place
• 33:27
  that's
• 33:27
  not
• 33:27
  fun.
• 33:27
  Right.
• 33:28
  But
• 33:28
  just
• 33:28
  what
• 33:28
  you
• 33:28
  said.
• 33:29
  Yep.
• 33:29
  And
• 33:30
  you're
• 33:30
  probably
• 33:31
  done.
• 33:31
  Go
• 33:31
  find
• 33:32
  something
• 33:32
  then
• 33:32
  that
• 33:32
  is
• 33:32
  fun.
• 33:33
  Go.
• 33:33
  You
• 33:33
  know,
• 33:34
  it
• 33:34
  doesn't.
• 33:35
  Because
• 33:35
  you're
• 33:36
  closing
• 33:36
  the
• 33:36
  business
• 33:36
  for
• 33:37
  whatever
• 33:37
  reason
• 33:37
  or
• 33:37
  selling
• 33:38
  it,
• 33:38
  doesn't
• 33:38
  mean
• 33:38
  that
• 33:39
  you
• 33:39
  failed.
• 33:39
  It
• 33:39
  just
• 33:40
  means
• 33:40
  you've
• 33:40
  learned
• 33:40
  something
• 33:41
  and
• 33:41
  now
• 33:41
  you're
• 33:41
  going
• 33:41
  to
• 33:41
  go
• 33:42
  find
• 33:42
  the
• 33:42
  thing
• 33:42
  that
• 33:42
  is
• 33:42
  fun.
• 33:43
  You
• 33:43
  know,
• 33:44
  I
• 33:44
  started
• 33:44
  the
• 33:44
  Horse
• 33:44
  Radio
• 33:45
  Network.
• 33:46
  Now
• 33:46
  it's
• 33:46
  almost
• 33:46
  18
• 33:47
  years
• 33:47
  ago,
• 33:47
  and
• 33:48
  I
• 33:48
  started
• 33:48
  it
• 33:49
  because
• 33:49
  I
• 33:49
  wanted
• 33:49
  to
• 33:49
  have.
• 33:49
  I
• 33:50
  was
• 33:50
  a
• 33:50
  performer
• 33:50
  and
• 33:51
  I
• 33:51
  wanted
• 33:51
  to
• 33:51
  have
• 33:51
  fun
• 33:51
  again.
• 33:51
  I
• 33:52
  hadn't
• 33:52
  performed
• 33:52
  in
• 33:52
  a
• 33:53
  while,
• 33:53
  and,
• 33:54
  you
• 33:54
  know,
• 33:54
  that's
• 33:54
  why
• 33:55
  I
• 33:55
  did
• 33:55
  it,
• 33:55
  was
• 33:55
  to
• 33:56
  have
• 33:56
  fun
• 33:56
  again.
• 33:56
  And,
• 33:57
  you
• 33:57
  know,
• 33:57
  this
• 33:57
  is
• 33:57
  the
• 33:57
  longest
• 33:58
  job
• 33:58
  I've
• 33:58
  ever
• 33:58
  had
• 33:59
  because,
• 34:00
  you
• 34:00
  know,
• 34:00
  because
• 34:01
  I'm
• 34:01
  still
• 34:01
  having
• 34:01
  fun.
• 34:01
  And
• 34:02
  I
• 34:02
  think.
• 34:02
  I
• 34:03
  think
• 34:03
  that's,
• 34:03
  you
• 34:03
  know,
• 34:04
  we
• 34:04
  talk
• 34:04
  about
• 34:04
  the
• 34:04
  money
• 34:05
  and
• 34:05
  all
• 34:05
  that
• 34:05
  stuff,
• 34:05
  but
• 34:06
  sometimes
• 34:06
  you're
• 34:07
  making
• 34:07
  money
• 34:07
  and
• 34:07
  not
• 34:07
  having
• 34:08
  fun,
• 34:09
  and
• 34:09
  then
• 34:09
  you
• 34:09
  have
• 34:09
  to
• 34:10
  look
• 34:10
  at
• 34:10
  that
• 34:10
  too.
• 34:11
  You
• 34:11
  know,
• 34:11
  that's,
• 34:12
  you
• 34:13
  know,
• 34:13
  life
• 34:13
  is
• 34:13
  short.
• 34:14
  Do
• 34:14
  we
• 34:14
  all
• 34:14
  want
• 34:15
  to
• 34:15
  just
• 34:15
  do
• 34:15
  something
• 34:16
  we're
• 34:16
  not
• 34:16
  having
• 34:16
  fun
• 34:16
  with
• 34:17
  for
• 34:17
  the
• 34:17
  rest
• 34:17
  of
• 34:17
  our
• 34:17
  lives?
• 34:18
  Yeah.
• 34:19
  That
• 34:19
  is
• 34:20
  so
• 34:20
  important.
• 34:21
  It
• 34:21
  is.
• 34:21
  And
• 34:22
  I
• 34:22
  do.
• 34:22
  I
• 34:23
  feel
• 34:23
  like
• 34:23
  2025
• 34:24
  is
• 34:24
  a.
• 34:25
  A
• 34:25
  time
• 34:25
  to
• 34:25
  reevaluate.
• 34:26
  And
• 34:26
  as
• 34:27
  small
• 34:27
  business
• 34:27
  owners,
• 34:28
  we're
• 34:28
  lucky.
• 34:29
  We
• 34:29
  get
• 34:29
  to
• 34:29
  make
• 34:29
  a
• 34:30
  lot
• 34:30
  of
• 34:30
  decisions
• 34:31
  that
• 34:31
  big
• 34:31
  corporate
• 34:32
  businesses,
• 34:33
  you
• 34:33
  know,
• 34:34
  they're
• 34:34
  being
• 34:34
  ruled
• 34:35
  by
• 34:36
  someone
• 34:36
  higher
• 34:37
  up
• 34:37
  that
• 34:38
  is
• 34:38
  maybe
• 34:39
  making
• 34:39
  decisions
• 34:40
  that
• 34:40
  the
• 34:40
  manager
• 34:41
  doesn't
• 34:41
  agree
• 34:42
  with.
• 34:42
  And,
• 34:43
  you
• 34:44
  know,
• 34:44
  you're
• 34:44
  lucky
• 34:45
  because,
• 34:45
  as
• 34:46
  you
• 34:46
  know,
• 34:46
  we're
• 34:47
  lucky
• 34:47
  as
• 34:47
  small
• 34:48
  business
• 34:48
  owners,
• 34:49
  we
• 34:49
  can
• 34:49
  make
• 34:50
  changes,
• 34:50
  we
• 34:51
  can.
• 34:51
  Write,
• 34:51
  while
• 34:52
  we're
• 34:52
  a
• 34:52
  lot
• 34:52
  more
• 34:52
  nimble.
• 34:52
  Right?
• 34:54
  Yep.
• 34:55
  Yep.
• 34:56
  That
• 34:56
  is
• 34:56
  one
• 34:56
  of
• 34:56
  the
• 34:56
  huge
• 34:57
  advantage.
• 34:57
  That's
• 34:58
  probably
• 34:58
  the
• 34:58
  biggest
• 34:58
  advantage
• 34:59
  we
• 34:59
  have,
• 34:59
  is
• 35:00
  we're
• 35:00
  nimble.
• 35:00
  I
• 35:00
  agree.
• 35:01
  We
• 35:01
  can
• 35:01
  make
• 35:01
  a
• 35:01
  decision
• 35:02
  today
• 35:02
  and
• 35:02
  implement
• 35:02
  it
• 35:03
  tomorrow.
• 35:03
  They
• 35:03
  make
• 35:03
  a
• 35:04
  decision
• 35:04
  today
• 35:04
  and
• 35:04
  implement
• 35:05
  it
• 35:05
  in
• 35:05
  six
• 35:05
  months
• 35:06
  to
• 35:06
  a
• 35:06
  year.
• 35:07
  Absolutely.
• 35:08
  You
• 35:08
  know,
• 35:08
  it's
• 35:09
  even
• 35:09
  like
• 35:09
  on
• 35:09
  an
• 35:10
  application
• 35:11
  for
• 35:11
  anything
• 35:12
  these
• 35:12
  days.
• 35:12
  They
• 35:13
  want
• 35:13
  to
• 35:13
  know
• 35:13
  all
• 35:13
  these
• 35:14
  different
• 35:14
  things
• 35:14
  about
• 35:15
  you.
• 35:16
  And,
• 35:16
  you
• 35:17
  know,
• 35:17
  I
• 35:17
  don't
• 35:18
  care
• 35:18
  what
• 35:18
  religion
• 35:19
  or
• 35:19
  what
• 35:20
  race
• 35:20
  someone
• 35:20
  is.
• 35:21
  I
• 35:21
  want
• 35:21
  to
• 35:22
  hire
• 35:22
  people
• 35:22
  that
• 35:23
  have
• 35:23
  a
• 35:23
  vision
• 35:24
  and
• 35:25
  a
• 35:25
  heart
• 35:25
  that
• 35:25
  fits
• 35:26
  in
• 35:26
  in
• 35:26
  our
• 35:27
  establishment.
• 35:28
  And
• 35:28
  I
• 35:29
  think
• 35:29
  that's
• 35:29
  where
• 35:29
  it
• 35:30
  starts.
• 35:30
  You
• 35:30
  know,
• 35:31
  sit
• 35:31
  down
• 35:31
  and
• 35:31
  reevaluate.
• 35:33
  Is
• 35:33
  who
• 35:33
  you
• 35:34
  have
• 35:34
  working
• 35:34
  for
• 35:35
  you
• 35:35
  really
• 35:36
  portraying
• 35:37
  the
• 35:38
  vision
• 35:38
  you
• 35:38
  have
• 35:38
  for
• 35:39
  your
• 35:39
  business?
• 35:39
  Are
• 35:40
  they
• 35:40
  all
• 35:40
  in?
• 35:41
  You
• 35:41
  know,
• 35:42
  and
• 35:43
  I
• 35:43
  just,
• 35:44
  I
• 35:44
  love
• 35:44
  that
• 35:45
  as
• 35:45
  a
• 35:45
  small
• 35:45
  business
• 35:46
  owner
• 35:46
  you
• 35:46
  get
• 35:47
  to
• 35:47
  make
• 35:47
  decisions
• 35:48
  that
• 35:49
  eliminate
• 35:49
  a
• 35:49
  lot
• 35:49
  of
• 35:50
  headache.
• 35:50
  Other
• 35:51
  things
• 35:51
  might
• 35:51
  be
• 35:52
  harder
• 35:52
  in
• 35:52
  ways,
• 35:53
  but
• 35:53
  there's
• 35:54
  a
• 35:54
  lot
• 35:54
  of
• 35:54
  really
• 35:55
  positive
• 35:55
  things,
• 35:56
  a
• 35:57
  lot
• 35:57
  of
• 35:57
  them.
• 35:58
  And
• 35:58
  then
• 35:58
  there's
• 35:58
  the
• 35:59
  100
• 35:59
  hour
• 35:59
  weeks.
• 36:01
  Yes.
• 36:02
  And
• 36:02
  I've
• 36:02
  done
• 36:03
  some
• 36:03
  of
• 36:03
  those.
• 36:05
  Isn't
• 36:06
  it
• 36:06
  better
• 36:06
  when
• 36:07
  it's
• 36:07
  for
• 36:07
  yourself
• 36:08
  and
• 36:08
  you're
• 36:09
  building
• 36:09
  something
• 36:10
  for
• 36:10
  your
• 36:10
  family
• 36:11
  versus
• 36:12
  doing
• 36:12
  it
• 36:13
  for
• 36:13
  someone
• 36:13
  that
• 36:14
  you
• 36:15
  know,
• 36:15
  doesn't
• 36:15
  say
• 36:16
  thank
• 36:16
  you,
• 36:16
  maybe
• 36:17
  doesn't
• 36:17
  appreciate
• 36:18
  it,
• 36:18
  expects
• 36:19
  more.
• 36:20
  Instead
• 36:20
  of
• 36:20
  saying
• 36:20
  thank
• 36:21
  you,
• 36:21
  good
• 36:21
  job.
• 36:22
  They're
• 36:22
  like,
• 36:22
  why
• 36:22
  didn't
• 36:23
  you
• 36:23
  get
• 36:23
  this
• 36:23
  done
• 36:23
  too?
• 36:24
  And
• 36:25
  I
• 36:25
  love
• 36:25
  that.
• 36:25
  And
• 36:25
  I
• 36:26
  do
• 36:26
  think
• 36:26
  as
• 36:26
  a
• 36:26
  small
• 36:27
  business
• 36:28
  owner,
• 36:28
  you
• 36:28
  have
• 36:28
  to
• 36:28
  ask
• 36:29
  yourself,
• 36:30
  are
• 36:30
  you
• 36:31
  filling
• 36:31
  up
• 36:31
  your
• 36:31
  employees
• 36:32
  cups?
• 36:33
  Do
• 36:33
  you,
• 36:35
  do
• 36:35
  you
• 36:36
  sandwich
• 36:37
  a
• 36:37
  piece
• 36:37
  of
• 36:37
  criticism
• 36:38
  between
• 36:38
  two
• 36:39
  pieces
• 36:39
  of
• 36:39
  praise?
• 36:41
  Are
• 36:41
  you
• 36:41
  lifting
• 36:42
  them
• 36:42
  up?
• 36:42
  Are
• 36:42
  you
• 36:43
  empowering
• 36:43
  them?
• 36:44
  I
• 36:44
  just,
• 36:45
  I
• 36:45
  think
• 36:45
  it's
• 36:45
  so
• 36:46
  important.
• 36:47
  I
• 36:47
  always
• 36:47
  knew
• 36:48
  if
• 36:48
  I
• 36:48
  could
• 36:48
  ever
• 36:48
  go
• 36:48
  in
• 36:49
  business
• 36:49
  by
• 36:49
  myself
• 36:50
  that
• 36:50
  the
• 36:50
  most
• 36:51
  important
• 36:51
  thing
• 36:51
  to
• 36:52
  me
• 36:53
  would
• 36:53
  to
• 36:53
  be
• 36:53
  that,
• 36:54
  to
• 36:54
  be
• 36:54
  the
• 36:55
  kind
• 36:55
  of
• 36:55
  boss
• 36:56
  I
• 36:56
  always
• 36:56
  wished
• 36:57
  that
• 36:57
  I
• 36:57
  had.
• 36:58
  And
• 36:58
  I
• 36:59
  did
• 36:59
  have
• 36:59
  one
• 36:59
  or
• 36:59
  two
• 37:00
  bosses
• 37:00
  like
• 37:00
  that
• 37:01
  in
• 37:01
  my
• 37:01
  years
• 37:02
  of
• 37:02
  working.
• 37:03
  And
• 37:03
  I
• 37:03
  feel
• 37:03
  very
• 37:04
  grateful
• 37:05
  for
• 37:05
  that.
• 37:05
  Yes,
• 37:06
  we
• 37:06
  all
• 37:06
  had
• 37:07
  both.
• 37:07
  Major
• 37:07
  difference.
• 37:09
  Where
• 37:09
  can
• 37:10
  people
• 37:10
  find
• 37:10
  you?
• 37:12
  People
• 37:12
  can
• 37:12
  find
• 37:13
  us
• 37:13
  on
• 37:13
  social
• 37:14
  media.
• 37:14
  We're
• 37:14
  on
• 37:15
  Instagram
• 37:15
  and
• 37:15
  Facebook
• 37:16
  at
• 37:17
  Jewel
• 37:18
  of
• 37:18
  the
• 37:18
  West.
• 37:19
  It's
• 37:19
  singular.
• 37:20
  There's
• 37:20
  someone
• 37:20
  in
• 37:21
  North
• 37:21
  Dakota
• 37:21
  that's
• 37:22
  jewels,
• 37:23
  plural.
• 37:24
  So
• 37:24
  you
• 37:24
  can
• 37:25
  find
• 37:25
  us
• 37:25
  there.
• 37:25
  And
• 37:25
  Our
• 37:26
  website
• 37:26
  is
• 37:26
  www.jewelofthewest.com.
• 37:30
  you
• 37:31
  can
• 37:31
  contact
• 37:32
  us
• 37:32
  through
• 37:32
  there.
• 37:33
  You
• 37:33
  can
• 37:33
  read
• 37:34
  about
• 37:34
  our
• 37:34
  pillar
• 37:34
  project
• 37:35
  annual
• 37:35
  award
• 37:36
  we
• 37:36
  give
• 37:36
  out,
• 37:37
  which
• 37:37
  has
• 37:37
  been
• 37:37
  a
• 37:38
  huge
• 37:38
  thing
• 37:39
  for
• 37:39
  us.
• 37:40
  You
• 37:40
  can
• 37:40
  schedule
• 37:41
  a
• 37:41
  virtual
• 37:41
  shopping
• 37:42
  appointment
• 37:42
  or
• 37:42
  check
• 37:43
  out
• 37:43
  how
• 37:43
  we
• 37:43
  do
• 37:44
  it.
• 37:44
  It's
• 37:45
  really
• 37:45
  fun.
• 37:45
  Not
• 37:45
  many
• 37:46
  people
• 37:46
  use
• 37:46
  our
• 37:47
  virtual
• 37:47
  calendar.
• 37:48
  We
• 37:49
  do
• 37:49
  it
• 37:49
  through
• 37:49
  calendly.
• 37:50
  We
• 37:51
  have
• 37:51
  a
• 37:51
  few
• 37:51
  use
• 37:52
  that
• 37:52
  but
• 37:52
  most
• 37:52
  people
• 37:53
  just
• 37:53
  call
• 37:53
  the
• 37:54
  store
• 37:54
  and
• 37:54
  sched
• 37:55
  one.
• 37:56
  But
• 37:56
  yeah,
• 37:56
  you
• 37:57
  can
• 37:57
  definitely
• 37:57
  check
• 37:58
  out
• 37:58
  the
• 37:58
  vibe
• 37:58
  of
• 37:59
  our
• 37:59
  store
• 37:59
  and
• 37:59
  everything
• 38:00
  there.
• 38:01
  Very
• 38:01
  good.
• 38:01
  Thank
• 38:01
  you,
• 38:02
  Stevie.
• 38:02
  Appreciate
• 38:02
  you
• 38:02
  being
• 38:03
  on
• 38:03
  with
• 38:03
  us
• 38:03
  today
• 38:04
  and
• 38:04
  thank
• 38:04
  you
• 38:05
  all
• 38:05
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• 38:05
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• 38:05
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• 38:05
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• 38:06
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• 38:06
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• 38:07
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• 38:07
  We're
• 38:08
  only
• 38:08
  what,
• 38:09
  two
• 38:09
  months
• 38:09
  away
• 38:09
  from
• 38:10
  Dallas
• 38:11
  again?
• 38:12
  Yeah,
• 38:13
  yeah,
• 38:13
  we're
• 38:13
  only
• 38:13
  two
• 38:13
  months
• 38:14
  away.
• 38:14
  To
• 38:15
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• 38:15
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• 38:15
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• 38:15
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• 38:16
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• 38:17
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• 38:19
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• 38:19
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• 38:25
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• 38:26
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• 38:26
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• 38:26
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• 38:26
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• 38:26
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• 38:27
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• 38:27
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• 38:27
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• 38:28
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• 38:28
  well.
• 38:29
  And
• 38:29
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• 38:29
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• 38:29
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• 38:30
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• 38:32
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• 38:33
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• 38:40
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• 38:40
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• 38:40
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• 38:42
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• 38:42
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• 38:43
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• 38:43
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• 38:43
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• 38:43
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• 38:45
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• 38:45
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• 38:46
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• 38:48
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• 38:48
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• 38:48
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• 38:49
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• 38:49
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• 38:49
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• 38:49
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• 38:49
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• 38:49
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• 38:50
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• 38:50
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• 38:50
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  Thanks,
• 39:00
  Stevie.
• 39:00
  Next
• 39:01
  time
• 39:01
  I
• 39:01
  come
• 39:01
  up.
• 39:02
  Thank
• 39:02
  you
• 39:02
  so
• 39:02
  much
• 39:03
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• 39:03
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• 39:03
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• 39:03
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• 39:04
  I'll
• 39:04
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• 39:04
  over
• 39:05
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• 39:05
  say
• 39:05
  hi.
• 39:05
  Okay?
• 39:07
  All
• 39:07
  right.
• 39:07
  That
• 39:07
  would
• 39:08
  be
• 39:08
  awesome.
• 39:08
  We'd
• 39:09
  love
• 39:09
  to
• 39:09
  have
• 39:09
  you
• 39:09
  in.