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Empowering Women Entrepreneurs: Closing the Exit Gap with Carrie Kerpen · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:01
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:02
  show.
• 0:02
  We
• 0:02
  are
• 0:03
  dedicated
• 0:03
  to
• 0:04
  amplifying
• 0:04
  the
• 0:05
  voice
• 0:05
  and
• 0:06
  wisdom
• 0:06
  of
• 0:07
  women
• 0:07
  in
• 0:08
  business.
• 0:09
  A
• 0:10
  new
• 0:10
  model
• 0:10
  of
• 0:11
  leadership
• 0:11
  is
• 0:11
  emerging
• 0:12
  and
• 0:12
  we
• 0:12
  are
• 0:12
  here
• 0:13
  to
• 0:13
  amplify
• 0:14
  the
• 0:14
  voices
• 0:15
  of
• 0:16
  women
• 0:16
  leading
• 0:17
  the
• 0:17
  way.
• 0:18
  I
• 0:18
  am
• 0:18
  your
• 0:18
  host,
• 0:19
  Coco
• 0:19
  Selman,
• 0:20
  five
• 0:20
  time
• 0:20
  founder,
• 0:21
  impact
• 0:21
  investor
• 0:22
  and
• 0:22
  creator
• 0:23
  of
• 0:23
  the
• 0:23
  Force
• 0:23
  for
• 0:24
  Good
• 0:24
  system.
• 0:25
  Thank
• 0:25
  you
• 0:25
  for
• 0:25
  joining
• 0:26
  us
• 0:26
  today
• 0:26
  as
• 0:27
  we
• 0:27
  illuminate
• 0:27
  the
• 0:28
  path
• 0:28
  to
• 0:28
  unlocking
• 0:28
  opportunities
• 0:29
  and
• 0:30
  prosperity
• 0:31
  for
• 0:31
  women
• 0:32
  led
• 0:32
  enterprises
• 0:32
  by
• 0:33
  amplifying
• 0:34
  the
• 0:34
  voice
• 0:35
  and
• 0:35
  wisdom
• 0:36
  of
• 0:36
  women.
• 0:37
  So
• 0:37
  today
• 0:38
  we
• 0:38
  have
• 0:39
  a
• 0:39
  success
• 0:40
  sorceress
• 0:41
  in
• 0:42
  our
• 0:42
  midst.
• 0:43
  I
• 0:43
  am
• 0:44
  so
• 0:44
  excited
• 0:44
  to
• 0:45
  announce
• 0:46
  to
• 0:46
  you
• 0:46
  Carrie
• 0:47
  Kirpin,
• 0:47
  the
• 0:47
  founder
• 0:48
  and
• 0:48
  CEO
• 0:49
  of
• 0:49
  the
• 0:49
  Whisper
• 0:50
  Group,
• 0:51
  the
• 0:51
  premier
• 0:52
  exit
• 0:52
  readiness
• 0:53
  advisory
• 0:54
  firm
• 0:54
  dedicated
• 0:55
  exclusively
• 0:56
  to
• 0:57
  women
• 0:57
  owned
• 0:57
  businesses.
• 0:58
  A
• 0:59
  trailblazing
• 1:00
  entrepreneur,
• 1:01
  carry
• 1:02
  built
• 1:02
  and
• 1:03
  sold
• 1:04
  one
• 1:04
  of
• 1:04
  the
• 1:04
  first
• 1:05
  social
• 1:06
  media
• 1:06
  agencies
• 1:08
  turning
• 1:08
  her
• 1:09
  lifestyle
• 1:09
  business
• 1:10
  into
• 1:10
  a
• 1:11
  life
• 1:11
  changing
• 1:12
  eight
• 1:13
  fiction
• 1:14
  eight
• 1:15
  figure
• 1:15
  asset
• 1:16
  through
• 1:16
  her
• 1:17
  work.
• 1:17
  Her
• 1:17
  best
• 1:18
  selling
• 1:18
  books
• 1:19
  Work
• 1:19
  it
• 1:19
  which
• 1:20
  was
• 1:20
  featured
• 1:21
  in
• 1:21
  the
• 1:21
  Wisdom
• 1:21
  of
• 1:22
  Women
• 1:22
  Book
• 1:22
  Club
• 1:22
  just
• 1:23
  recently.
• 1:23
  And
• 1:24
  her
• 1:24
  latest
• 1:25
  work
• 1:25
  the
• 1:25
  Whisper
• 1:26
  Way
• 1:27
  and
• 1:27
  her
• 1:28
  podcast
• 1:28
  the
• 1:29
  Exit
• 1:29
  Whisperer
• 1:31
  prove
• 1:31
  that
• 1:31
  Carrie
• 1:31
  is
• 1:32
  on
• 1:32
  a
• 1:32
  mission
• 1:32
  to
• 1:32
  close
• 1:33
  the
• 1:33
  staggering
• 1:34
  exit
• 1:34
  gap
• 1:35
  where
• 1:36
  women
• 1:36
  capture
• 1:37
  over
• 1:37
  only
• 1:38
  0.8%
• 1:39
  of
• 1:40
  exit
• 1:40
  value.
• 1:40
  We
• 1:40
  are
• 1:41
  going
• 1:41
  to
• 1:41
  dig
• 1:41
  into
• 1:41
  that.
• 1:42
  Her
• 1:42
  visionary
• 1:43
  leadership
• 1:43
  empowers
• 1:43
  women
• 1:44
  founders
• 1:44
  to
• 1:44
  scale
• 1:45
  with
• 1:45
  purpose
• 1:45
  and
• 1:46
  exit
• 1:46
  with
• 1:46
  prosperity,
• 1:47
  reshaping
• 1:48
  the
• 1:48
  future
• 1:48
  of
• 1:48
  wealth
• 1:49
  for
• 1:50
  women.
• 1:50
  Carrie's
• 1:51
  voice
• 1:51
  is
• 1:52
  bold,
• 1:52
  definitive
• 1:53
  and
• 1:53
  rooted
• 1:54
  in
• 1:54
  a
• 1:54
  fierce
• 1:55
  belief
• 1:55
  that
• 1:55
  women
• 1:56
  deserve
• 1:56
  to
• 1:57
  build
• 1:57
  companies
• 1:58
  that
• 1:58
  create
• 1:59
  freedom,
• 2:00
  impact
• 2:00
  and
• 2:01
  generational
• 2:01
  wealth.
• 2:03
  Drop
• 2:03
  the
• 2:03
  mic
• 2:04
  right.
• 2:04
  Welcome
• 2:05
  Carrie.
• 2:07
  Thank
• 2:07
  you
• 2:07
  Coco.
• 2:08
  And
• 2:08
  you
• 2:08
  know
• 2:09
  it's
• 2:09
  so.
• 2:09
  I'm
• 2:10
  so
• 2:10
  excited
• 2:11
  to
• 2:11
  be
• 2:11
  here
• 2:12
  because
• 2:12
  when
• 2:12
  I
• 2:12
  think
• 2:13
  about
• 2:13
  what
• 2:14
  being
• 2:14
  a
• 2:14
  force
• 2:15
  for
• 2:15
  good
• 2:15
  means
• 2:15
  and
• 2:15
  any
• 2:15
  of
• 2:16
  it,
• 2:16
  I
• 2:16
  just,
• 2:16
  I
• 2:16
  think
• 2:17
  of
• 2:17
  you.
• 2:17
  That
• 2:17
  is
• 2:18
  you
• 2:18
  and
• 2:18
  I'm
• 2:19
  grateful
• 2:19
  to
• 2:19
  be
• 2:20
  here
• 2:20
  with
• 2:20
  you
• 2:20
  today.
• 2:21
  Thank
• 2:21
  you
• 2:22
  for
• 2:22
  being
• 2:22
  here.
• 2:22
  It's
• 2:23
  so
• 2:23
  fun
• 2:23
  and
• 2:24
  you
• 2:24
  know
• 2:24
  I
• 2:25
  am
• 2:25
  honored
• 2:26
  to
• 2:26
  be
• 2:26
  part
• 2:26
  of
• 2:26
  your,
• 2:27
  your
• 2:27
  Whisper
• 2:28
  collective
• 2:29
  which
• 2:29
  we'll
• 2:29
  talk
• 2:29
  about
• 2:30
  more
• 2:30
  and
• 2:30
  getting
• 2:31
  the
• 2:31
  chance
• 2:31
  to
• 2:31
  get
• 2:31
  to
• 2:31
  know
• 2:31
  you
• 2:32
  through
• 2:32
  that
• 2:32
  and
• 2:32
  just
• 2:32
  giving
• 2:33
  me
• 2:33
  so
• 2:33
  much
• 2:34
  joy
• 2:34
  and
• 2:35
  excitement
• 2:35
  and
• 2:36
  hope
• 2:36
  about
• 2:36
  the
• 2:36
  future
• 2:37
  for,
• 2:37
  for
• 2:38
  women
• 2:38
  and
• 2:38
  for,
• 2:39
  for
• 2:39
  the
• 2:39
  world.
• 2:40
  So
• 2:40
  one
• 2:40
  question
• 2:41
  I
• 2:41
  always
• 2:41
  like
• 2:41
  to
• 2:42
  start
• 2:42
  out
• 2:42
  with
• 2:42
  is
• 2:43
  what
• 2:43
  is
• 2:44
  a
• 2:44
  book
• 2:44
  written
• 2:45
  by
• 2:45
  a
• 2:45
  woman
• 2:45
  that
• 2:46
  has
• 2:46
  significantly
• 2:47
  influenced
• 2:48
  your
• 2:48
  life?
• 2:49
  Okay,
• 2:49
  Coco,
• 2:50
  don't
• 2:50
  be
• 2:50
  mad
• 2:50
  but
• 2:51
  I
• 2:51
  have
• 2:51
  two.
• 2:52
  All
• 2:52
  right,
• 2:52
  so
• 2:52
  I'm
• 2:52
  giving,
• 2:53
  I'm
• 2:53
  going
• 2:53
  to
• 2:53
  give
• 2:53
  you
• 2:53
  one
• 2:54
  business
• 2:54
  one
• 2:54
  and
• 2:54
  one
• 2:54
  fiction
• 2:55
  one
• 2:55
  because
• 2:55
  I
• 2:56
  thought
• 2:56
  that
• 2:56
  was
• 2:56
  really
• 2:56
  good
• 2:57
  to
• 2:57
  show
• 2:57
  that
• 2:58
  you
• 2:58
  can
• 2:58
  have
• 2:58
  a
• 2:58
  well
• 2:58
  rounded
• 2:59
  experience
• 2:59
  of
• 3:00
  what
• 3:00
  influences
• 3:01
  you
• 3:01
  in
• 3:01
  your
• 3:01
  life.
• 3:02
  The
• 3:02
  first
• 3:02
  is
• 3:02
  by
• 3:03
  Katie
• 3:03
  K.
• 3:03
  And
• 3:03
  Claire
• 3:04
  Shipman
• 3:04
  which
• 3:04
  is
• 3:04
  the
• 3:04
  confidence
• 3:05
  code
• 3:06
  and
• 3:06
  what
• 3:06
  it
• 3:07
  talked
• 3:07
  about,
• 3:07
  it
• 3:07
  did
• 3:08
  all
• 3:08
  of
• 3:08
  these
• 3:08
  studies
• 3:09
  around
• 3:09
  confidence
• 3:10
  versus
• 3:10
  competence.
• 3:11
  And
• 3:11
  it
• 3:11
  talked
• 3:12
  about
• 3:12
  how
• 3:14
  men
• 3:14
  tend
• 3:14
  to
• 3:15
  focus
• 3:15
  on
• 3:15
  their
• 3:16
  confidence
• 3:16
  so
• 3:16
  they'll
• 3:16
  apply
• 3:17
  for
• 3:17
  a
• 3:17
  job
• 3:17
  when
• 3:17
  they
• 3:17
  meet
• 3:18
  60%
• 3:18
  of
• 3:18
  the
• 3:18
  qualifications.
• 3:20
  But
• 3:20
  women
• 3:20
  are
• 3:20
  all
• 3:21
  about,
• 3:21
  am
• 3:21
  I
• 3:21
  competent
• 3:22
  enough?
• 3:22
  Am
• 3:23
  I
• 3:23
  good
• 3:23
  enough?
• 3:23
  So
• 3:24
  they
• 3:24
  won't
• 3:24
  apply
• 3:24
  for
• 3:25
  that
• 3:25
  same
• 3:25
  job
• 3:25
  unless
• 3:26
  they
• 3:26
  meet
• 3:26
  a
• 3:26
  hundred
• 3:26
  percent
• 3:27
  of
• 3:27
  the
• 3:27
  qualifications.
• 3:28
  That
• 3:28
  really
• 3:29
  taught
• 3:29
  me
• 3:30
  to
• 3:30
  lean
• 3:30
  into.
• 3:31
  I
• 3:32
  might
• 3:32
  not
• 3:32
  know
• 3:32
  everything
• 3:33
  yet
• 3:33
  or
• 3:33
  be
• 3:34
  perfect
• 3:34
  yet.
• 3:35
  Right.
• 3:35
  And
• 3:35
  I
• 3:35
  may
• 3:36
  never
• 3:36
  be,
• 3:36
  but
• 3:36
  if
• 3:37
  I
• 3:37
  am
• 3:37
  confident,
• 3:37
  I
• 3:38
  can
• 3:38
  push
• 3:38
  forward.
• 3:38
  So
• 3:39
  that
• 3:39
  really
• 3:39
  changed
• 3:39
  my
• 3:40
  life.
• 3:40
  And
• 3:40
  then
• 3:41
  Good
• 3:41
  in
• 3:41
  Bed
• 3:41
  by
• 3:41
  Jen
• 3:42
  Weiner,
• 3:42
  I
• 3:42
  loved
• 3:43
  because
• 3:43
  it
• 3:43
  was
• 3:44
  about
• 3:44
  a
• 3:44
  girl
• 3:44
  who
• 3:45
  had
• 3:45
  a
• 3:45
  fuller
• 3:45
  figure
• 3:46
  who
• 3:46
  was
• 3:46
  finding
• 3:47
  herself
• 3:47
  in
• 3:47
  that
• 3:47
  process.
• 3:48
  I
• 3:48
  remember
• 3:48
  grow.
• 3:48
  You
• 3:49
  know,
• 3:49
  it
• 3:49
  was
• 3:49
  like,
• 3:49
  probably.
• 3:50
  It
• 3:50
  was
• 3:50
  past
• 3:50
  young
• 3:51
  adult,
• 3:51
  but
• 3:51
  I
• 3:51
  was
• 3:51
  probably
• 3:52
  in
• 3:52
  college
• 3:52
  when
• 3:53
  I
• 3:53
  read
• 3:53
  it.
• 3:53
  I
• 3:53
  remember
• 3:54
  seeing
• 3:54
  myself
• 3:55
  so
• 3:55
  much
• 3:55
  in
• 3:55
  her
• 3:56
  and
• 3:56
  loving.
• 3:57
  I
• 3:57
  love
• 3:57
  all
• 3:57
  of
• 3:57
  Jen
• 3:58
  Weiner's
• 3:58
  books,
• 3:58
  but
• 3:59
  that
• 3:59
  first
• 3:59
  one
• 3:59
  was
• 3:59
  a
• 4:00
  game
• 4:00
  changer
• 4:00
  for
• 4:00
  me.
• 4:01
  I
• 4:01
  love
• 4:01
  it.
• 4:01
  I
• 4:02
  don't
• 4:02
  think
• 4:02
  I've
• 4:02
  read
• 4:03
  Good
• 4:03
  and
• 4:03
  Bad.
• 4:04
  Oh,
• 4:04
  it's
• 4:04
  the
• 4:05
  best.
• 4:05
  That's
• 4:05
  her
• 4:05
  first.
• 4:06
  That's
• 4:06
  her
• 4:06
  first.
• 4:06
  That
• 4:07
  is
• 4:07
  the
• 4:07
  best
• 4:07
  one.
• 4:08
  It's
• 4:08
  really
• 4:08
  great.
• 4:09
  I
• 4:09
  will
• 4:09
  totally
• 4:09
  read
• 4:10
  it.
• 4:10
  And
• 4:10
  I
• 4:10
  will
• 4:10
  also
• 4:10
  pick
• 4:11
  up
• 4:11
  the
• 4:11
  Confidence
• 4:12
  Code.
• 4:12
  I
• 4:12
  know.
• 4:12
  I've
• 4:13
  seen
• 4:13
  it.
• 4:13
  And
• 4:14
  there's
• 4:14
  this,
• 4:14
  like,
• 4:15
  I
• 4:15
  totally
• 4:15
  resonate
• 4:16
  with
• 4:16
  what
• 4:16
  you're
• 4:16
  saying,
• 4:17
  because
• 4:18
  women
• 4:18
  and
• 4:18
  men
• 4:18
  are
• 4:18
  different
• 4:19
  in
• 4:19
  how
• 4:19
  competent
• 4:20
  and
• 4:20
  confident
• 4:21
  you
• 4:21
  have
• 4:21
  to
• 4:21
  feel
• 4:22
  before
• 4:22
  you
• 4:22
  do
• 4:23
  something.
• 4:23
  We
• 4:24
  need
• 4:24
  to
• 4:24
  lower
• 4:24
  that
• 4:24
  bar
• 4:25
  a
• 4:25
  little,
• 4:26
  right?
• 4:27
  Absolutely.
• 4:28
  Absolutely.
• 4:28
  We
• 4:29
  need
• 4:29
  to
• 4:29
  just
• 4:29
  go
• 4:29
  for
• 4:29
  it.
• 4:30
  So
• 4:30
  often
• 4:30
  we
• 4:31
  try
• 4:31
  and
• 4:31
  make
• 4:31
  sure
• 4:32
  everything's
• 4:32
  perfect
• 4:33
  before
• 4:33
  we
• 4:34
  launch
• 4:34
  something
• 4:34
  or
• 4:35
  only
• 4:35
  apply
• 4:36
  for
• 4:36
  something
• 4:37
  after
• 4:37
  we've
• 4:37
  received,
• 4:38
  you
• 4:38
  know,
• 4:39
  enough
• 4:39
  education
• 4:39
  or
• 4:40
  enough
• 4:40
  learning
• 4:40
  or
• 4:40
  enough
• 4:41
  practice.
• 4:41
  But,
• 4:41
  like,
• 4:42
  there's
• 4:42
  a
• 4:42
  minimum
• 4:43
  viable
• 4:43
  amount.
• 4:44
  You
• 4:44
  need
• 4:44
  competence.
• 4:45
  We
• 4:45
  can't
• 4:45
  be
• 4:45
  walking
• 4:45
  around
• 4:46
  incompetent,
• 4:47
  but
• 4:47
  chances
• 4:48
  are
• 4:48
  we're
• 4:49
  a
• 4:49
  heck
• 4:49
  of
• 4:49
  a
• 4:49
  lot
• 4:50
  more
• 4:50
  competent
• 4:50
  than
• 4:51
  we
• 4:51
  think
• 4:51
  we
• 4:51
  are.
• 4:51
  What
• 4:52
  we're
• 4:52
  lacking
• 4:52
  is
• 4:52
  the
• 4:52
  confidence.
• 4:53
  And
• 4:53
  that
• 4:53
  book,
• 4:54
  for
• 4:54
  me,
• 4:54
  I'm
• 4:54
  telling
• 4:54
  you,
• 4:54
  everybody
• 4:55
  pick
• 4:55
  it
• 4:55
  up.
• 4:55
  The
• 4:55
  Confidence
• 4:56
  Code.
• 4:56
  It's
• 4:56
  great.
• 4:57
  Awesome.
• 4:58
  The
• 4:58
  Confidence
• 4:58
  Code
• 4:59
  and
• 4:59
  Good
• 4:59
  in
• 5:00
  Bed.
• 5:00
  These
• 5:00
  are
• 5:01
  the
• 5:02
  fun
• 5:02
  one.
• 5:02
  That's
• 5:02
  a
• 5:02
  good
• 5:02
  beach
• 5:03
  read,
• 5:03
  too.
• 5:04
  Oh,
• 5:05
  wonderful.
• 5:06
  So
• 5:06
  I
• 5:06
  always
• 5:07
  like
• 5:07
  to
• 5:07
  find
• 5:07
  out
• 5:08
  about,
• 5:08
  you
• 5:09
  know,
• 5:09
  sort
• 5:09
  of
• 5:10
  the
• 5:10
  great,
• 5:11
  you
• 5:11
  know,
• 5:11
  the
• 5:12
  big
• 5:12
  moments
• 5:13
  in
• 5:14
  people's
• 5:14
  lives.
• 5:15
  And
• 5:15
  what
• 5:15
  are
• 5:16
  those
• 5:16
  moments
• 5:16
  that
• 5:17
  shape
• 5:17
  who
• 5:18
  you
• 5:18
  are?
• 5:19
  Looking
• 5:19
  back
• 5:19
  at
• 5:20
  your
• 5:20
  life,
• 5:21
  what
• 5:21
  are
• 5:21
  three
• 5:21
  defining
• 5:22
  moments
• 5:22
  or
• 5:22
  experiences
• 5:23
  that
• 5:23
  brought
• 5:24
  you
• 5:24
  to
• 5:24
  where
• 5:25
  you
• 5:25
  are
• 5:25
  today?
• 5:26
  And
• 5:26
  it
• 5:26
  could
• 5:26
  be
• 5:27
  moments
• 5:27
  where
• 5:28
  you
• 5:28
  said
• 5:28
  yes
• 5:29
  to
• 5:29
  a
• 5:29
  bold
• 5:29
  opportunity
• 5:30
  or
• 5:30
  stood
• 5:31
  your
• 5:31
  ground
• 5:31
  and
• 5:32
  said,
• 5:32
  no
• 5:32
  more.
• 5:33
  Or
• 5:34
  moments
• 5:34
  that
• 5:34
  you've
• 5:35
  faced
• 5:36
  a
• 5:36
  heartbreaking
• 5:37
  loss
• 5:37
  or
• 5:38
  accomplished
• 5:38
  something
• 5:38
  that
• 5:39
  still
• 5:39
  fills
• 5:40
  with
• 5:40
  you
• 5:40
  with
• 5:40
  pride
• 5:41
  or
• 5:42
  receive
• 5:42
  something,
• 5:43
  an
• 5:43
  unexpected
• 5:44
  gift
• 5:45
  from
• 5:45
  the
• 5:45
  universe.
• 5:46
  So
• 5:46
  what
• 5:46
  are
• 5:46
  three
• 5:46
  of
• 5:47
  these
• 5:47
  moments
• 5:47
  that
• 5:47
  have
• 5:48
  most
• 5:48
  powerfully
• 5:49
  shaped
• 5:50
  the
• 5:50
  person
• 5:51
  you
• 5:51
  are
• 5:51
  today?
• 5:53
  Oh,
• 5:54
  gosh.
• 5:54
  I
• 5:54
  think
• 5:54
  there
• 5:55
  are
• 5:55
  so
• 5:55
  many
• 5:55
  moments.
• 5:56
  And
• 5:56
  I
• 5:56
  think
• 5:56
  if
• 5:56
  you're
• 5:57
  open.
• 5:57
  I
• 5:58
  always
• 5:58
  talk
• 5:58
  about
• 5:58
  listening
• 5:58
  to
• 5:59
  the
• 5:59
  whispers,
• 5:59
  right?
• 5:59
  It's
• 6:00
  like
• 6:00
  being
• 6:00
  open
• 6:01
  to
• 6:01
  those
• 6:01
  moments
• 6:02
  that
• 6:02
  are
• 6:02
  not
• 6:02
  as
• 6:03
  big.
• 6:03
  I'll
• 6:03
  give
• 6:04
  you
• 6:04
  a
• 6:04
  couple
• 6:04
  that
• 6:04
  were
• 6:05
  really
• 6:05
  powerful.
• 6:05
  For
• 6:05
  me,
• 6:06
  the
• 6:06
  first
• 6:07
  was
• 6:07
  when
• 6:07
  my
• 6:08
  husband
• 6:09
  was
• 6:09
  not
• 6:09
  yet
• 6:10
  my
• 6:10
  husband
• 6:10
  and
• 6:11
  wanted
• 6:11
  to
• 6:11
  get
• 6:12
  married.
• 6:12
  He's
• 6:12
  a
• 6:13
  larger
• 6:13
  than
• 6:13
  life
• 6:13
  personality.
• 6:14
  He
• 6:14
  wanted
• 6:15
  everyone
• 6:15
  he's
• 6:15
  ever
• 6:15
  known
• 6:16
  to
• 6:16
  come
• 6:16
  to
• 6:16
  his
• 6:16
  wedding.
• 6:16
  Coco,
• 6:17
  I
• 6:17
  don't
• 6:17
  mean
• 6:17
  people
• 6:18
  from
• 6:18
  high
• 6:18
  school.
• 6:19
  I
• 6:19
  mean,
• 6:19
  if
• 6:20
  he
• 6:20
  were
• 6:20
  on
• 6:20
  this
• 6:20
  podcast,
• 6:20
  he
• 6:21
  would
• 6:21
  be
• 6:21
  like,
• 6:21
  hello,
• 6:21
  everyone.
• 6:22
  Hello,
• 6:22
  Hello.
• 6:23
  It's
• 6:23
  Women
• 6:23
  of
• 6:23
  Wisdom.
• 6:24
  I'd
• 6:24
  like
• 6:24
  all
• 6:24
  of
• 6:24
  your
• 6:25
  listeners
• 6:25
  to
• 6:25
  join
• 6:25
  me
• 6:26
  as
• 6:26
  I
• 6:26
  get
• 6:26
  married.
• 6:27
  This
• 6:27
  is
• 6:27
  the
• 6:27
  type
• 6:28
  of
• 6:28
  person
• 6:28
  that
• 6:28
  he
• 6:28
  was.
• 6:29
  And
• 6:29
  I
• 6:29
  knew
• 6:29
  there
• 6:29
  was
• 6:29
  nowhere
• 6:30
  to
• 6:30
  hold
• 6:30
  it
• 6:31
  or
• 6:31
  afford
• 6:31
  it
• 6:32
  in
• 6:32
  New
• 6:32
  York.
• 6:32
  We
• 6:32
  were
• 6:32
  very
• 6:33
  young
• 6:34
  and
• 6:34
  didn't
• 6:34
  have
• 6:34
  any
• 6:34
  money.
• 6:35
  And
• 6:35
  so
• 6:35
  we
• 6:36
  decided
• 6:36
  that
• 6:36
  we
• 6:36
  were
• 6:37
  going
• 6:37
  to
• 6:38
  have
• 6:38
  to
• 6:38
  get
• 6:38
  creative.
• 6:39
  And
• 6:40
  so
• 6:40
  I
• 6:40
  was
• 6:40
  placed
• 6:41
  in
• 6:41
  a
• 6:41
  position
• 6:41
  where
• 6:42
  I
• 6:43
  wanted
• 6:43
  to
• 6:43
  get
• 6:43
  him
• 6:44
  what
• 6:45
  he
• 6:45
  wanted,
• 6:45
  which
• 6:45
  was
• 6:46
  the
• 6:46
  wedding
• 6:46
  of
• 6:46
  his
• 6:46
  dreams.
• 6:47
  And
• 6:47
  I
• 6:47
  was
• 6:47
  going
• 6:48
  to
• 6:48
  have
• 6:48
  to
• 6:48
  do
• 6:48
  it
• 6:48
  against
• 6:48
  impossible
• 6:49
  odds.
• 6:49
  And
• 6:49
  I
• 6:49
  had
• 6:50
  a
• 6:50
  lightning
• 6:51
  moment
• 6:51
  that
• 6:52
  came
• 6:52
  to
• 6:52
  me
• 6:52
  that
• 6:52
  was
• 6:52
  like,
• 6:53
  okay,
• 6:53
  we
• 6:53
  both
• 6:54
  love
• 6:54
  baseball.
• 6:55
  What
• 6:55
  if
• 6:55
  we
• 6:56
  go
• 6:56
  to
• 6:56
  a
• 6:56
  minor
• 6:56
  league
• 6:57
  team,
• 6:57
  like
• 6:57
  the
• 6:57
  minor
• 6:57
  league
• 6:58
  affiliate
• 6:58
  of
• 6:58
  the
• 6:58
  Mets,
• 6:58
  both
• 6:59
  Mets
• 6:59
  fans,
• 6:59
  and
• 6:59
  we
• 6:59
  say,
• 7:00
  hey,
• 7:00
  we
• 7:00
  want
• 7:00
  to
• 7:01
  buy
• 7:01
  out
• 7:01
  your
• 7:01
  night.
• 7:02
  And
• 7:02
  it'll
• 7:02
  be
• 7:02
  like
• 7:03
  a
• 7:03
  sponsored
• 7:03
  evening.
• 7:04
  And,
• 7:04
  like,
• 7:04
  instead
• 7:05
  of
• 7:05
  Pepsi
• 7:05
  tossing
• 7:06
  T
• 7:06
  shirts
• 7:06
  into
• 7:06
  the
• 7:07
  audience
• 7:07
  at
• 7:07
  a
• 7:07
  ball
• 7:07
  game,
• 7:08
  1-800-Flowers
• 7:09
  will
• 7:09
  toss
• 7:09
  bridal
• 7:10
  bouquets,
• 7:10
  and
• 7:10
  it'll
• 7:11
  be
• 7:11
  cute
• 7:11
  and
• 7:11
  campy
• 7:11
  and
• 7:11
  fun.
• 7:11
  And
• 7:12
  we'll
• 7:12
  get
• 7:12
  married
• 7:12
  on
• 7:12
  the
• 7:12
  field
• 7:13
  after
• 7:13
  the
• 7:13
  game
• 7:13
  and
• 7:14
  all
• 7:14
  of
• 7:14
  our
• 7:14
  friends
• 7:14
  and
• 7:14
  family
• 7:15
  can
• 7:15
  be
• 7:15
  there
• 7:15
  and
• 7:16
  we'll
• 7:16
  raise
• 7:16
  the
• 7:16
  money
• 7:17
  for
• 7:17
  charity.
• 7:17
  Like,
• 7:17
  this
• 7:17
  sort
• 7:18
  of
• 7:18
  just
• 7:18
  came
• 7:18
  to
• 7:19
  me.
• 7:19
  Oh,
• 7:19
  we'll
• 7:20
  pitch
• 7:20
  press
• 7:20
  for
• 7:20
  you.
• 7:21
  And
• 7:22
  then
• 7:22
  it
• 7:22
  came
• 7:22
  to
• 7:22
  me
• 7:23
  and
• 7:23
  I
• 7:23
  said
• 7:23
  it
• 7:23
  out
• 7:23
  loud
• 7:24
  to
• 7:24
  Dave.
• 7:24
  And
• 7:25
  you
• 7:25
  know
• 7:25
  when,
• 7:25
  like,
• 7:25
  something
• 7:26
  comes
• 7:26
  out
• 7:26
  of
• 7:26
  your
• 7:26
  mouth
• 7:27
  and
• 7:27
  you're
• 7:28
  like,
• 7:28
  once
• 7:28
  it's
• 7:28
  out,
• 7:29
  you
• 7:29
  can't
• 7:29
  pull
• 7:30
  it
• 7:30
  back,
• 7:30
  right?
• 7:30
  It's
• 7:31
  like
• 7:31
  toothpaste.
• 7:31
  You
• 7:31
  squeeze
• 7:32
  out
• 7:32
  the
• 7:32
  toothpaste,
• 7:32
  you
• 7:32
  can't
• 7:32
  put
• 7:33
  the
• 7:33
  toothpaste
• 7:33
  back
• 7:33
  in.
• 7:34
  So
• 7:34
  then
• 7:34
  I
• 7:34
  had
• 7:35
  to
• 7:35
  do
• 7:35
  that.
• 7:35
  And
• 7:35
  I
• 7:36
  pushed
• 7:36
  past
• 7:36
  every
• 7:37
  fear
• 7:38
  that
• 7:38
  I
• 7:38
  had
• 7:38
  to
• 7:39
  make
• 7:39
  that
• 7:39
  happen.
• 7:39
  I
• 7:39
  mean,
• 7:40
  you're
• 7:40
  doing
• 7:40
  like
• 7:40
  the
• 7:40
  equivalent
• 7:41
  of
• 7:41
  a
• 7:41
  sponsored
• 7:42
  wedding.
• 7:42
  You're
• 7:43
  going
• 7:43
  to
• 7:43
  be
• 7:43
  in
• 7:43
  the
• 7:43
  press.
• 7:43
  You
• 7:44
  don't
• 7:44
  know
• 7:44
  what
• 7:44
  people
• 7:44
  are
• 7:44
  going
• 7:45
  to
• 7:45
  say.
• 7:45
  It's
• 7:46
  kind
• 7:46
  of
• 7:46
  out
• 7:46
  there,
• 7:47
  it's
• 7:47
  kind
• 7:47
  of
• 7:47
  bold.
• 7:48
  But
• 7:49
  I
• 7:49
  pushed
• 7:49
  past
• 7:50
  my
• 7:50
  own
• 7:50
  anxiety.
• 7:51
  No
• 7:52
  one
• 7:52
  had
• 7:52
  done
• 7:52
  it.
• 7:54
  Talk
• 7:54
  about
• 7:54
  competence.
• 7:55
  I
• 7:55
  mean,
• 7:55
  I
• 7:55
  no
• 7:56
  idea
• 7:56
  what
• 7:56
  we
• 7:56
  were
• 7:56
  doing.
• 7:57
  And
• 7:57
  we
• 7:57
  just
• 7:57
  did
• 7:57
  it.
• 7:58
  I
• 7:58
  think
• 7:59
  when
• 7:59
  we
• 7:59
  did
• 7:59
  it,
• 7:59
  we
• 8:00
  were
• 8:00
  able
• 8:00
  to
• 8:00
  have,
• 8:00
  you
• 8:01
  know,
• 8:01
  8,000
• 8:01
  people
• 8:02
  total
• 8:02
  at
• 8:02
  our
• 8:03
  wedding
• 8:03
  of
• 8:04
  friends,
• 8:04
  family
• 8:04
  and
• 8:04
  baseball
• 8:05
  fans.
• 8:05
  We
• 8:06
  raised
• 8:06
  over
• 8:06
  $20,000
• 8:07
  for
• 8:07
  charity
• 8:08
  and
• 8:08
  we
• 8:09
  got
• 8:09
  a
• 8:09
  ton
• 8:09
  of
• 8:10
  press.
• 8:10
  When
• 8:11
  that
• 8:11
  happened,
• 8:12
  all
• 8:12
  of
• 8:12
  the
• 8:13
  sponsors
• 8:13
  came
• 8:13
  to
• 8:13
  us
• 8:13
  and
• 8:14
  said,
• 8:14
  you
• 8:14
  know
• 8:14
  what,
• 8:15
  you
• 8:15
  guys
• 8:16
  are
• 8:16
  amazing.
• 8:16
  We
• 8:16
  bet
• 8:16
  on
• 8:17
  you
• 8:17
  and
• 8:18
  so
• 8:18
  do
• 8:18
  something
• 8:19
  again.
• 8:19
  We
• 8:19
  were
• 8:20
  like,
• 8:20
  oh
• 8:20
  my
• 8:20
  gosh.
• 8:20
  So
• 8:21
  we
• 8:21
  started
• 8:21
  an
• 8:21
  agency
• 8:21
  that's
• 8:22
  actually
• 8:22
  the
• 8:22
  start
• 8:22
  of
• 8:22
  the
• 8:23
  agency.
• 8:23
  So
• 8:23
  I
• 8:23
  would
• 8:24
  say
• 8:24
  that
• 8:25
  moment
• 8:25
  changed
• 8:26
  my
• 8:26
  life
• 8:27
  from
• 8:28
  a
• 8:28
  personal
• 8:28
  perspective
• 8:29
  because
• 8:29
  I
• 8:29
  married
• 8:30
  the
• 8:30
  love
• 8:30
  of
• 8:30
  my
• 8:30
  life
• 8:31
  and
• 8:31
  we
• 8:31
  continue
• 8:32
  to
• 8:32
  do
• 8:32
  things
• 8:33
  together
• 8:33
  over
• 8:33
  and
• 8:33
  over
• 8:34
  and
• 8:34
  over
• 8:34
  again.
• 8:35
  But
• 8:35
  it
• 8:35
  also
• 8:35
  changed
• 8:36
  my
• 8:36
  life
• 8:36
  professionally
• 8:37
  because
• 8:37
  it
• 8:37
  taught
• 8:37
  me
• 8:38
  that
• 8:39
  I'm
• 8:39
  going
• 8:39
  to
• 8:39
  put
• 8:40
  myself
• 8:40
  out
• 8:40
  there
• 8:41
  and
• 8:41
  I'm
• 8:41
  see
• 8:42
  what
• 8:43
  happens.
• 8:44
  If
• 8:44
  it
• 8:44
  doesn't
• 8:44
  work,
• 8:44
  it
• 8:44
  doesn't
• 8:45
  work,
• 8:45
  but
• 8:45
  just
• 8:45
  go
• 8:45
  for
• 8:46
  it.
• 8:46
  And
• 8:46
  I'm
• 8:47
  so
• 8:47
  lucky
• 8:47
  that
• 8:47
  we
• 8:48
  did
• 8:48
  because
• 8:49
  we
• 8:49
  started
• 8:49
  a
• 8:49
  word
• 8:49
  of
• 8:49
  mouth
• 8:50
  agency.
• 8:50
  And
• 8:50
  then
• 8:51
  that
• 8:51
  was
• 8:51
  2006.
• 8:52
  We
• 8:52
  got
• 8:52
  married.
• 8:52
  In
• 8:52
  2007,
• 8:54
  social
• 8:54
  media
• 8:54
  opened
• 8:55
  beyond
• 8:55
  the
• 8:55
  college
• 8:55
  markets.
• 8:56
  Facebook
• 8:56
  was
• 8:56
  no
• 8:56
  longer
• 8:56
  relegated
• 8:57
  to
• 8:57
  a
• 8:57
  college
• 8:58
  address.
• 8:58
  So
• 8:59
  we
• 8:59
  decided
• 8:59
  to
• 9:00
  be
• 9:00
  a
• 9:00
  social
• 9:00
  media
• 9:00
  agency
• 9:01
  early
• 9:01
  and
• 9:02
  that's
• 9:02
  what
• 9:02
  led
• 9:02
  to
• 9:03
  the
• 9:03
  explosive
• 9:03
  growth.
• 9:06
  That's
• 9:06
  amazing.
• 9:07
  And
• 9:07
  I
• 9:07
  just
• 9:07
  love
• 9:08
  that
• 9:08
  it
• 9:08
  came
• 9:08
  out
• 9:08
  of
• 9:09
  your
• 9:09
  desire
• 9:10
  to
• 9:11
  create
• 9:12
  the
• 9:12
  wedding
• 9:13
  of
• 9:14
  your
• 9:14
  then
• 9:15
  fiance,
• 9:16
  soon
• 9:16
  to
• 9:16
  be
• 9:16
  husband's
• 9:17
  dreams.
• 9:18
  You
• 9:18
  wanted
• 9:19
  to
• 9:19
  say
• 9:19
  yes
• 9:19
  to
• 9:19
  him
• 9:20
  and
• 9:20
  it
• 9:20
  was
• 9:20
  like,
• 9:21
  okay,
• 9:21
  well,
• 9:22
  I'm
• 9:22
  stuck
• 9:23
  between
• 9:23
  what
• 9:23
  we
• 9:24
  want
• 9:24
  and
• 9:24
  what's
• 9:25
  possible.
• 9:26
  What
• 9:26
  appears
• 9:26
  to
• 9:26
  be
• 9:27
  possible.
• 9:27
  Right.
• 9:27
  And
• 9:28
  you
• 9:28
  just
• 9:28
  broke
• 9:28
  all
• 9:28
  the
• 9:28
  rules.
• 9:30
  Well,
• 9:30
  it's
• 9:30
  true.
• 9:30
  And
• 9:31
  if
• 9:31
  you
• 9:31
  think
• 9:31
  about
• 9:31
  it,
• 9:32
  so
• 9:32
  many
• 9:32
  women
• 9:32
  go
• 9:32
  to
• 9:33
  the
• 9:33
  ends
• 9:33
  of
• 9:33
  the
• 9:33
  earth
• 9:33
  to
• 9:33
  people
• 9:34
  please
• 9:34
  in
• 9:34
  different
• 9:35
  ways.
• 9:35
  But
• 9:35
  like,
• 9:36
  really
• 9:36
  I
• 9:36
  was
• 9:36
  focused
• 9:37
  on,
• 9:37
  I'm
• 9:37
  gonna
• 9:37
  get
• 9:38
  that
• 9:38
  man
• 9:39
  his
• 9:39
  wedding.
• 9:39
  And
• 9:40
  then
• 9:40
  now
• 9:40
  when
• 9:40
  I
• 9:40
  think
• 9:40
  about
• 9:41
  it,
• 9:41
  I'm
• 9:41
  like,
• 9:41
  I
• 9:41
  should
• 9:41
  have
• 9:41
  been
• 9:41
  like,
• 9:42
  okay,
• 9:42
  well
• 9:42
  what
• 9:42
  do
• 9:42
  you
• 9:42
  actually
• 9:42
  want
• 9:43
  for
• 9:43
  your
• 9:43
  wedding?
• 9:43
  But
• 9:43
  it
• 9:44
  turned
• 9:44
  out
• 9:44
  to
• 9:45
  be
• 9:46
  the
• 9:46
  greatest
• 9:47
  day
• 9:47
  of
• 9:47
  my
• 9:48
  life,
• 9:48
  short
• 9:48
  of
• 9:48
  when
• 9:48
  we
• 9:49
  had
• 9:49
  our
• 9:49
  kids
• 9:49
  and
• 9:50
  just
• 9:50
  really,
• 9:50
  really
• 9:51
  special.
• 9:51
  And
• 9:51
  so
• 9:51
  just
• 9:51
  push
• 9:52
  past
• 9:52
  your
• 9:52
  own
• 9:52
  fears
• 9:53
  and
• 9:53
  just
• 9:53
  go
• 9:54
  for
• 9:54
  it.
• 9:54
  Well,
• 9:55
  and
• 9:55
  I
• 9:55
  also
• 9:55
  find
• 9:56
  there's
• 9:56
  a
• 9:57
  nugget
• 9:57
  here
• 9:58
  about
• 9:59
  when
• 10:00
  you're
• 10:00
  following
• 10:01
  your
• 10:01
  heart
• 10:02
  and
• 10:02
  your
• 10:02
  passions
• 10:03
  and
• 10:03
  your
• 10:03
  deep
• 10:04
  desires.
• 10:04
  And
• 10:05
  it
• 10:05
  sounds
• 10:05
  to
• 10:05
  me.
• 10:06
  And
• 10:06
  maybe
• 10:06
  there
• 10:06
  were
• 10:06
  moments
• 10:07
  when
• 10:07
  it
• 10:07
  wasn't,
• 10:08
  but
• 10:08
  it
• 10:08
  sounds
• 10:09
  to
• 10:09
  me
• 10:09
  like
• 10:10
  came
• 10:10
  from
• 10:10
  a
• 10:11
  place
• 10:11
  of
• 10:11
  joy
• 10:11
  and
• 10:12
  fun.
• 10:12
  It
• 10:13
  did.
• 10:13
  I
• 10:13
  felt
• 10:14
  so
• 10:14
  lucky
• 10:15
  to
• 10:15
  be
• 10:15
  marrying
• 10:15
  him
• 10:16
  and
• 10:16
  I
• 10:16
  just
• 10:16
  wanted
• 10:17
  it
• 10:17
  to
• 10:17
  be
• 10:18
  joyful.
• 10:18
  That
• 10:19
  was
• 10:19
  a
• 10:19
  focus
• 10:19
  for
• 10:19
  me.
• 10:20
  And
• 10:20
  then
• 10:21
  out
• 10:21
  of
• 10:21
  that,
• 10:21
  you
• 10:21
  discovered
• 10:22
  your
• 10:23
  unique
• 10:24
  brilliance
• 10:24
  in
• 10:25
  the
• 10:25
  world.
• 10:26
  Right?
• 10:26
  At
• 10:26
  least
• 10:27
  where
• 10:27
  it
• 10:27
  was
• 10:28
  in
• 10:28
  2006.
• 10:30
  Right.
• 10:31
  How
• 10:31
  has
• 10:31
  that
• 10:31
  played
• 10:32
  out
• 10:32
  for
• 10:32
  you?
• 10:33
  You
• 10:33
  know,
• 10:33
  then
• 10:33
  you
• 10:33
  went
• 10:34
  on
• 10:34
  and
• 10:34
  you
• 10:34
  sold
• 10:34
  your
• 10:35
  company
• 10:35
  and
• 10:36
  all
• 10:36
  those.
• 10:36
  You
• 10:36
  built
• 10:37
  it
• 10:37
  and
• 10:37
  sold
• 10:37
  it.
• 10:37
  And
• 10:37
  then
• 10:38
  like
• 10:38
  now
• 10:39
  you
• 10:39
  started
• 10:39
  the
• 10:39
  whisper
• 10:40
  way.
• 10:40
  So
• 10:41
  connect
• 10:41
  some
• 10:41
  of
• 10:41
  those
• 10:42
  stats
• 10:42
  for
• 10:42
  us
• 10:42
  and
• 10:43
  how
• 10:43
  this
• 10:44
  line
• 10:44
  of
• 10:45
  joy
• 10:46
  and
• 10:46
  determination
• 10:47
  continued
• 10:48
  to
• 10:48
  play
• 10:49
  through.
• 10:49
  You
• 10:50
  sure.
• 10:51
  So
• 10:51
  we
• 10:51
  continue
• 10:52
  to
• 10:52
  build
• 10:52
  Likable.
• 10:52
  Likable
• 10:53
  grows
• 10:53
  and
• 10:54
  you
• 10:54
  launch
• 10:55
  and
• 10:55
  you
• 10:55
  start
• 10:55
  winning
• 10:56
  big
• 10:56
  clients.
• 10:56
  There
• 10:57
  were
• 10:57
  no
• 10:57
  Fortune
• 10:58
  500
• 10:58
  companies
• 10:58
  doing
• 10:59
  social
• 10:59
  media
• 10:59
  at
• 11:00
  that
• 11:00
  time.
• 11:00
  So
• 11:00
  they
• 11:00
  had
• 11:00
  nowhere
• 11:01
  to
• 11:01
  go.
• 11:02
  They
• 11:02
  came
• 11:02
  to
• 11:03
  us.
• 11:03
  We
• 11:03
  had
• 11:03
  to
• 11:03
  figure
• 11:04
  it
• 11:04
  out
• 11:04
  because
• 11:05
  we
• 11:05
  were
• 11:05
  the
• 11:05
  only
• 11:05
  at
• 11:05
  the
• 11:06
  time,
• 11:06
  there
• 11:06
  were
• 11:06
  very
• 11:06
  few
• 11:06
  of
• 11:07
  us.
• 11:07
  It
• 11:07
  was
• 11:07
  like,
• 11:07
  you
• 11:07
  know,
• 11:08
  very
• 11:08
  early
• 11:08
  stage.
• 11:08
  So
• 11:08
  we
• 11:09
  grow
• 11:09
  and
• 11:09
  grow.
• 11:09
  It
• 11:09
  worked
• 11:10
  because
• 11:10
  Dave
• 11:11
  was
• 11:11
  the
• 11:11
  visionary
• 11:12
  and
• 11:12
  the
• 11:12
  face
• 11:13
  of
• 11:13
  the
• 11:13
  business
• 11:14
  and
• 11:14
  I
• 11:14
  was
• 11:15
  the
• 11:15
  operator.
• 11:15
  And
• 11:16
  that's
• 11:16
  like
• 11:16
  really
• 11:16
  was
• 11:17
  a
• 11:17
  good
• 11:17
  dynamic
• 11:18
  for
• 11:18
  us.
• 11:18
  It
• 11:18
  worked
• 11:19
  really
• 11:19
  well.
• 11:20
  But
• 11:20
  because
• 11:20
  Dave
• 11:21
  was
• 11:21
  a
• 11:21
  visionary,
• 11:22
  he
• 11:22
  knew
• 11:23
  that
• 11:23
  he
• 11:23
  wanted
• 11:23
  to
• 11:24
  launch
• 11:24
  something
• 11:25
  new
• 11:25
  and
• 11:26
  bigger.
• 11:26
  He
• 11:26
  wanted
• 11:26
  to
• 11:26
  go
• 11:26
  into
• 11:26
  tech.
• 11:28
  So
• 11:28
  it
• 11:28
  was
• 11:28
  very
• 11:28
  exciting.
• 11:29
  But
• 11:29
  we
• 11:29
  needed
• 11:29
  to
• 11:30
  raise
• 11:30
  funds
• 11:30
  for
• 11:30
  that
• 11:30
  because
• 11:31
  again,
• 11:31
  we're
• 11:31
  bootstrapping,
• 11:32
  growing.
• 11:33
  So
• 11:33
  he
• 11:33
  leaves
• 11:34
  likable
• 11:35
  in
• 11:35
  2013
• 11:36
  and
• 11:36
  I
• 11:36
  take
• 11:36
  over.
• 11:37
  And
• 11:37
  it
• 11:37
  was
• 11:38
  a
• 11:38
  very
• 11:38
  interesting
• 11:39
  time
• 11:39
  for
• 11:40
  me
• 11:40
  because
• 11:40
  I
• 11:41
  had
• 11:41
  to
• 11:41
  step
• 11:41
  into
• 11:41
  his
• 11:41
  shoes.
• 11:42
  Social
• 11:43
  media
• 11:43
  was
• 11:43
  no
• 11:43
  longer
• 11:44
  new
• 11:44
  and
• 11:45
  we
• 11:45
  had
• 11:45
  put,
• 11:45
  you
• 11:45
  know,
• 11:46
  our
• 11:46
  whole
• 11:46
  net
• 11:47
  worth
• 11:47
  and
• 11:47
  life's
• 11:47
  work
• 11:48
  was
• 11:48
  in
• 11:48
  this
• 11:48
  business.
• 11:49
  And
• 11:49
  most
• 11:50
  of
• 11:50
  the
• 11:50
  people
• 11:50
  I
• 11:50
  saw
• 11:50
  around
• 11:51
  me
• 11:51
  were
• 11:52
  thought
• 11:52
  leaders
• 11:52
  in
• 11:52
  the
• 11:52
  space
• 11:52
  who
• 11:53
  were
• 11:53
  loud,
• 11:53
  extroverted
• 11:54
  and
• 11:54
  male.
• 11:54
  And
• 11:55
  I
• 11:55
  felt
• 11:55
  like
• 11:56
  that
• 11:56
  was
• 11:56
  none
• 11:56
  of
• 11:56
  those
• 11:56
  things.
• 11:57
  And
• 11:57
  so
• 11:58
  I
• 11:58
  was
• 11:58
  really
• 11:58
  afraid.
• 11:59
  When
• 11:59
  I
• 12:00
  took
• 12:00
  over
• 12:00
  as
• 12:00
  CEO
• 12:01
  of
• 12:01
  Likable,
• 12:02
  I
• 12:02
  read
• 12:02
  a
• 12:03
  book
• 12:03
  called
• 12:03
  Built
• 12:03
  to
• 12:04
  Sell.
• 12:04
  If
• 12:04
  you
• 12:04
  had
• 12:05
  asked
• 12:05
  me
• 12:05
  what
• 12:05
  book
• 12:05
  changed
• 12:05
  my
• 12:05
  life,
• 12:06
  it
• 12:06
  would
• 12:06
  be
• 12:06
  Built
• 12:06
  to
• 12:06
  Sell
• 12:07
  by
• 12:07
  John
• 12:07
  Warlow,
• 12:08
  which
• 12:08
  was
• 12:08
  all
• 12:08
  about
• 12:08
  an
• 12:09
  agency
• 12:09
  owner
• 12:10
  who
• 12:10
  goes
• 12:11
  to
• 12:11
  sell
• 12:11
  his
• 12:11
  business
• 12:12
  and
• 12:12
  is
• 12:12
  worth
• 12:12
  nothing
• 12:12
  because
• 12:13
  it's
• 12:13
  all
• 12:13
  him
• 12:14
  and
• 12:14
  he's
• 12:14
  doing
• 12:14
  a
• 12:14
  million
• 12:15
  different
• 12:15
  things.
• 12:15
  And
• 12:15
  this
• 12:15
  advisor
• 12:16
  takes
• 12:16
  him
• 12:16
  through
• 12:17
  this
• 12:17
  value
• 12:18
  building
• 12:19
  philosophy.
• 12:20
  I
• 12:20
  read
• 12:20
  it
• 12:20
  and
• 12:20
  I'm
• 12:21
  like,
• 12:21
  this
• 12:21
  is
• 12:21
  what
• 12:21
  I'm
• 12:21
  going
• 12:21
  to
• 12:21
  do.
• 12:22
  I
• 12:22
  am
• 12:22
  going
• 12:22
  to
• 12:22
  build
• 12:23
  this
• 12:23
  business
• 12:23
  to
• 12:24
  exit.
• 12:25
  I
• 12:26
  became
• 12:27
  really
• 12:27
  focused
• 12:28
  on
• 12:28
  what
• 12:28
  I
• 12:29
  needed
• 12:29
  to
• 12:29
  do
• 12:29
  to
• 12:30
  make
• 12:30
  the
• 12:30
  business
• 12:32
  optimized,
• 12:33
  to
• 12:34
  make
• 12:34
  the
• 12:34
  top
• 12:35
  dollar.
• 12:35
  That
• 12:36
  really
• 12:36
  led
• 12:36
  to
• 12:37
  me
• 12:37
  getting
• 12:37
  to
• 12:38
  a
• 12:38
  space
• 12:38
  where
• 12:38
  I
• 12:38
  wanted
• 12:39
  to
• 12:39
  sell.
• 12:39
  And
• 12:39
  then
• 12:39
  in
• 12:39
  2021,
• 12:40
  we
• 12:40
  finally
• 12:41
  did
• 12:41
  decide
• 12:41
  to
• 12:41
  sell.
• 12:42
  I
• 12:43
  went
• 12:43
  through
• 12:43
  the
• 12:43
  process,
• 12:44
  and
• 12:44
  in
• 12:45
  that
• 12:45
  moment,
• 12:45
  I
• 12:46
  discovered
• 12:47
  how
• 12:47
  alone
• 12:48
  I
• 12:48
  felt,
• 12:49
  because
• 12:49
  I
• 12:50
  couldn't
• 12:50
  have
• 12:50
  Dave
• 12:50
  in
• 12:50
  the
• 12:51
  room.
• 12:51
  They
• 12:51
  wanted
• 12:51
  whoever
• 12:52
  was
• 12:52
  staying
• 12:52
  with
• 12:52
  the
• 12:53
  company
• 12:53
  in
• 12:54
  the
• 12:54
  room.
• 12:54
  They
• 12:54
  didn't
• 12:54
  want
• 12:54
  anyone
• 12:55
  to
• 12:55
  fall
• 12:55
  in
• 12:55
  love
• 12:55
  with
• 12:55
  Dave
• 12:56
  and
• 12:56
  therefore
• 12:56
  require
• 12:56
  him
• 12:57
  to
• 12:57
  be
• 12:57
  a
• 12:57
  part
• 12:57
  of
• 12:57
  that
• 12:57
  company.
• 12:58
  Like,
• 12:58
  it
• 12:58
  had
• 12:58
  to
• 12:58
  be
• 12:58
  me.
• 12:59
  And
• 13:00
  I'm
• 13:00
  sitting
• 13:00
  there
• 13:00
  and,
• 13:01
  like,
• 13:01
  it's
• 13:01
  really
• 13:02
  challenging
• 13:03
  because
• 13:03
  for
• 13:03
  most
• 13:03
  women,
• 13:03
  we're
• 13:04
  in
• 13:04
  the
• 13:04
  room
• 13:04
  full
• 13:04
  of
• 13:04
  men,
• 13:05
  and
• 13:05
  you're
• 13:05
  like,
• 13:05
  this
• 13:06
  is
• 13:06
  the
• 13:06
  biggest
• 13:06
  transaction
• 13:07
  of
• 13:07
  my
• 13:07
  life.
• 13:07
  And
• 13:07
  you
• 13:08
  have
• 13:08
  paid
• 13:08
  advisors
• 13:09
  who
• 13:09
  you're
• 13:10
  paying
• 13:10
  to
• 13:10
  help
• 13:10
  you,
• 13:11
  but
• 13:11
  they're
• 13:12
  all
• 13:12
  incentivized.
• 13:13
  I
• 13:13
  found
• 13:13
  myself
• 13:14
  being
• 13:14
  like,
• 13:15
  where's
• 13:15
  a
• 13:15
  woman
• 13:16
  that
• 13:16
  I
• 13:16
  could
• 13:16
  talk
• 13:17
  to
• 13:17
  who
• 13:18
  has
• 13:18
  done
• 13:18
  this
• 13:18
  before?
• 13:20
  And
• 13:20
  I
• 13:20
  couldn't
• 13:20
  find
• 13:20
  anyone.
• 13:21
  It
• 13:21
  just
• 13:21
  was
• 13:21
  like
• 13:22
  a
• 13:22
  needle
• 13:22
  on
• 13:22
  a
• 13:22
  haystack.
• 13:23
  And
• 13:23
  so
• 13:24
  that
• 13:24
  is
• 13:25
  really
• 13:25
  what
• 13:25
  led
• 13:26
  me
• 13:27
  to
• 13:27
  what
• 13:28
  is
• 13:28
  my
• 13:28
  life's
• 13:28
  work.
• 13:29
  So
• 13:29
  if
• 13:29
  you
• 13:29
  talk
• 13:29
  about
• 13:29
  those
• 13:30
  moments,
• 13:30
  it's
• 13:30
  like
• 13:31
  launching
• 13:32
  the
• 13:32
  business,
• 13:32
  Dave
• 13:33
  leaving
• 13:33
  the
• 13:33
  business,
• 13:34
  selling
• 13:35
  the
• 13:35
  business,
• 13:35
  and
• 13:36
  then
• 13:36
  talk
• 13:37
  about
• 13:37
  moments
• 13:37
  of
• 13:38
  joy.
• 13:38
  It's
• 13:39
  the
• 13:39
  moment
• 13:39
  I
• 13:39
  realize,
• 13:40
  well,
• 13:41
  the
• 13:41
  first
• 13:41
  part
• 13:41
  was
• 13:41
  not
• 13:41
  so
• 13:42
  joyful.
• 13:42
  Realizing
• 13:42
  that
• 13:42
  there's
• 13:43
  a
• 13:43
  huge
• 13:43
  exit
• 13:43
  gap
• 13:44
  that
• 13:44
  very
• 13:44
  few
• 13:44
  of
• 13:44
  us
• 13:44
  are
• 13:44
  exiting
• 13:45
  because
• 13:45
  we
• 13:45
  don't
• 13:45
  even
• 13:46
  realize
• 13:46
  it's
• 13:46
  possible
• 13:47
  for
• 13:47
  many
• 13:48
  reasons.
• 13:48
  And
• 13:49
  then
• 13:49
  realizing
• 13:50
  that
• 13:50
  my
• 13:50
  life's
• 13:51
  work
• 13:51
  is
• 13:51
  going
• 13:52
  to
• 13:52
  be
• 13:52
  to
• 13:53
  connect
• 13:54
  and
• 13:54
  find
• 13:55
  every
• 13:56
  woman
• 13:56
  who
• 13:56
  has
• 13:56
  sold
• 13:57
  her
• 13:57
  business
• 13:57
  and
• 13:58
  be
• 13:58
  able
• 13:58
  to
• 13:58
  give
• 13:58
  her
• 13:58
  an
• 13:58
  opportunity
• 13:59
  to
• 13:59
  give
• 14:00
  back
• 14:00
  to
• 14:00
  women
• 14:00
  who
• 14:00
  are
• 14:01
  looking
• 14:01
  to
• 14:01
  grow,
• 14:01
  to
• 14:01
  sell.
• 14:02
  And
• 14:02
  to
• 14:02
  me,
• 14:03
  that
• 14:03
  was,
• 14:03
  you
• 14:03
  know,
• 14:04
  really
• 14:04
  where
• 14:04
  I
• 14:04
  was
• 14:04
  like,
• 14:05
  okay,
• 14:05
  this
• 14:06
  is
• 14:06
  my
• 14:07
  next
• 14:07
  chapter
• 14:07
  and
• 14:08
  where
• 14:08
  I
• 14:08
  want
• 14:08
  to
• 14:08
  spend
• 14:09
  my
• 14:09
  time.
• 14:10
  I
• 14:10
  love
• 14:10
  it.
• 14:10
  And,
• 14:11
  you
• 14:11
  know,
• 14:11
  I
• 14:11
  just
• 14:11
  want
• 14:12
  to
• 14:12
  go
• 14:12
  back
• 14:12
  for
• 14:12
  a
• 14:12
  moment
• 14:12
  to
• 14:13
  that
• 14:13
  moment
• 14:13
  where
• 14:14
  here
• 14:14
  you
• 14:14
  are,
• 14:15
  you're
• 14:15
  in
• 14:15
  a
• 14:15
  business
• 14:16
  at
• 14:16
  the
• 14:16
  time,
• 14:16
  likable,
• 14:17
  that
• 14:17
  you
• 14:18
  probably
• 14:19
  loved
• 14:19
  at
• 14:20
  the
• 14:20
  time,
• 14:20
  right?
• 14:21
  But
• 14:21
  there
• 14:21
  you
• 14:21
  are.
• 14:22
  You
• 14:22
  read
• 14:22
  this
• 14:22
  book,
• 14:23
  built
• 14:24
  a
• 14:24
  cell,
• 14:24
  and
• 14:25
  it
• 14:25
  plants
• 14:25
  this
• 14:26
  seed,
• 14:27
  right?
• 14:27
  It's
• 14:28
  like
• 14:28
  fire
• 14:28
  in
• 14:28
  your
• 14:29
  belly,
• 14:29
  you
• 14:29
  know,
• 14:30
  I
• 14:30
  know
• 14:31
  this
• 14:32
  is
• 14:32
  what
• 14:32
  I
• 14:32
  want,
• 14:33
  right?
• 14:34
  You
• 14:34
  know,
• 14:34
  And.
• 14:34
  And
• 14:35
  what
• 14:35
  was.
• 14:35
  I'm
• 14:36
  curious
• 14:36
  about
• 14:36
  that
• 14:36
  time.
• 14:37
  Like,
• 14:38
  what
• 14:38
  was
• 14:39
  it
• 14:39
  about
• 14:39
  that.
• 14:39
  Was
• 14:39
  it
• 14:40
  just
• 14:40
  the
• 14:40
  idea
• 14:41
  that
• 14:41
  your
• 14:41
  company
• 14:41
  could
• 14:42
  be
• 14:42
  built
• 14:42
  to
• 14:42
  sell?
• 14:42
  Or
• 14:43
  it
• 14:43
  was
• 14:43
  like,
• 14:43
  no,
• 14:43
  I
• 14:43
  want
• 14:44
  to
• 14:44
  sell
• 14:44
  my
• 14:44
  company,
• 14:44
  Like.
• 14:45
  Or
• 14:45
  was
• 14:46
  it
• 14:46
  just
• 14:46
  the
• 14:46
  idea
• 14:47
  that
• 14:47
  there
• 14:47
  was
• 14:47
  a
• 14:47
  way
• 14:48
  that
• 14:49
  you
• 14:49
  could
• 14:49
  build
• 14:49
  it
• 14:50
  and
• 14:50
  make
• 14:50
  it
• 14:50
  sellable,
• 14:51
  and
• 14:51
  there
• 14:51
  was
• 14:51
  some
• 14:51
  fascination
• 14:52
  around
• 14:52
  that
• 14:52
  or
• 14:53
  something
• 14:53
  completely
• 14:53
  different?
• 14:55
  You
• 14:55
  know,
• 14:55
  it's
• 14:56
  such
• 14:56
  A
• 14:56
  good
• 14:56
  question.
• 14:57
  I
• 14:58
  think
• 14:58
  there
• 14:58
  were
• 14:58
  a
• 14:58
  couple
• 14:59
  of
• 14:59
  things
• 14:59
  that
• 14:59
  appealed
• 15:00
  to
• 15:00
  me.
• 15:00
  I
• 15:01
  was
• 15:01
  a
• 15:01
  very
• 15:01
  reluctant
• 15:03
  entrepreneur
• 15:03
  when
• 15:04
  we
• 15:04
  started,
• 15:04
  like,
• 15:04
  it
• 15:05
  was
• 15:05
  by
• 15:05
  accident.
• 15:05
  We
• 15:05
  had
• 15:06
  this
• 15:06
  wedding,
• 15:06
  and
• 15:06
  there
• 15:06
  we
• 15:06
  go.
• 15:07
  I
• 15:08
  came
• 15:08
  from
• 15:09
  a
• 15:09
  family
• 15:09
  that
• 15:10
  worked
• 15:10
  in
• 15:11
  jobs
• 15:11
  that
• 15:11
  they
• 15:11
  loved,
• 15:12
  that
• 15:12
  had
• 15:12
  pensions.
• 15:13
  My
• 15:13
  dad
• 15:13
  left,
• 15:14
  you
• 15:14
  know,
• 15:14
  was
• 15:14
  a
• 15:15
  very
• 15:16
  amazing
• 15:16
  lawyer
• 15:17
  who
• 15:17
  became
• 15:17
  a
• 15:17
  judge
• 15:18
  because
• 15:18
  it
• 15:18
  was
• 15:18
  really
• 15:19
  steady
• 15:19
  and
• 15:19
  wonderful
• 15:20
  for
• 15:20
  a
• 15:20
  lot
• 15:21
  of
• 15:21
  reasons,
• 15:21
  but
• 15:21
  had
• 15:22
  a
• 15:22
  pension.
• 15:23
  My
• 15:23
  mom
• 15:24
  was
• 15:24
  a
• 15:24
  social
• 15:25
  worker
• 15:25
  and
• 15:25
  therapist
• 15:26
  and
• 15:26
  went
• 15:26
  into
• 15:27
  work
• 15:27
  in
• 15:27
  the
• 15:27
  schools
• 15:28
  because
• 15:28
  it
• 15:28
  was
• 15:28
  steady
• 15:29
  and
• 15:29
  predictable.
• 15:30
  I
• 15:30
  came
• 15:30
  from
• 15:31
  that
• 15:31
  space.
• 15:32
  For
• 15:32
  me,
• 15:33
  when
• 15:33
  I
• 15:33
  read
• 15:33
  Built
• 15:34
  South,
• 15:34
  I
• 15:35
  was
• 15:35
  like,
• 15:35
  okay,
• 15:36
  Dave
• 15:37
  pushes
• 15:38
  me
• 15:38
  out
• 15:38
  of
• 15:38
  my
• 15:39
  comfort
• 15:39
  zone
• 15:39
  in
• 15:39
  the
• 15:39
  best
• 15:40
  way.
• 15:40
  I
• 15:40
  planned
• 15:41
  this
• 15:41
  wedding,
• 15:41
  and
• 15:41
  I'm.
• 15:42
  I'm
• 15:42
  doing
• 15:42
  all
• 15:42
  this
• 15:42
  stuff,
• 15:43
  and
• 15:43
  I'm
• 15:43
  here
• 15:43
  launching
• 15:44
  this
• 15:44
  company
• 15:44
  with
• 15:44
  him.
• 15:45
  The
• 15:45
  entire
• 15:46
  time,
• 15:47
  I
• 15:47
  was
• 15:47
  letting
• 15:47
  my
• 15:47
  own
• 15:48
  scarcity
• 15:48
  hold
• 15:49
  me
• 15:49
  back.
• 15:49
  When
• 15:49
  I
• 15:49
  read
• 15:50
  Built
• 15:50
  to
• 15:50
  Sell,
• 15:51
  I
• 15:51
  thought
• 15:51
  to
• 15:52
  myself,
• 15:52
  okay,
• 15:53
  I
• 15:53
  can
• 15:53
  do
• 15:53
  this,
• 15:53
  and
• 15:54
  then
• 15:54
  I
• 15:54
  won't
• 15:54
  feel
• 15:55
  afraid
• 15:55
  anymore.
• 15:56
  I'll
• 15:56
  build
• 15:56
  it,
• 15:56
  I'll
• 15:57
  sell
• 15:57
  it,
• 15:57
  and
• 15:57
  then
• 15:58
  I
• 15:58
  won't
• 15:58
  feel
• 15:58
  afraid.
• 15:59
  Spoiler
• 15:59
  alert.
• 16:00
  That
• 16:00
  does
• 16:01
  not
• 16:01
  fix
• 16:02
  what
• 16:02
  makes
• 16:03
  you
• 16:03
  afraid.
• 16:03
  But
• 16:04
  I
• 16:04
  think
• 16:04
  in
• 16:04
  my
• 16:05
  head,
• 16:05
  which
• 16:06
  I
• 16:06
  don't
• 16:06
  think
• 16:06
  anyone's
• 16:07
  ever
• 16:07
  asked
• 16:07
  me
• 16:07
  that
• 16:07
  before,
• 16:08
  I
• 16:08
  think
• 16:08
  in
• 16:08
  my
• 16:09
  head,
• 16:10
  I
• 16:10
  thought,
• 16:10
  if
• 16:10
  I
• 16:10
  sell
• 16:11
  this,
• 16:11
  I
• 16:11
  will
• 16:11
  no
• 16:11
  longer
• 16:12
  be
• 16:12
  afraid.
• 16:12
  If
• 16:12
  I
• 16:13
  build
• 16:13
  this
• 16:13
  to
• 16:13
  be,
• 16:13
  I
• 16:14
  have
• 16:14
  a
• 16:14
  great
• 16:14
  exit.
• 16:14
  I
• 16:15
  won't
• 16:15
  be
• 16:15
  afraid.
• 16:16
  And
• 16:16
  I
• 16:16
  think
• 16:16
  that
• 16:17
  was
• 16:17
  part
• 16:17
  of
• 16:17
  it.
• 16:17
  And
• 16:18
  then
• 16:18
  it
• 16:18
  became
• 16:18
  falling
• 16:19
  in
• 16:19
  love
• 16:19
  with
• 16:19
  that
• 16:19
  journey
• 16:20
  that
• 16:20
  helped
• 16:20
  me
• 16:20
  fall
• 16:20
  in
• 16:21
  love
• 16:21
  with
• 16:21
  making
• 16:22
  it
• 16:22
  a
• 16:22
  business
• 16:23
  that
• 16:23
  was
• 16:23
  bigger
• 16:23
  than
• 16:23
  just
• 16:24
  me.
• 16:24
  I
• 16:24
  fell
• 16:25
  in
• 16:25
  love
• 16:25
  with,
• 16:25
  like,
• 16:25
  the
• 16:25
  fundamentals
• 16:26
  business.
• 16:26
  I
• 16:26
  never
• 16:27
  went
• 16:27
  to
• 16:27
  business
• 16:27
  school.
• 16:28
  I
• 16:28
  probably
• 16:28
  would
• 16:28
  have
• 16:28
  loved
• 16:29
  it
• 16:29
  and
• 16:29
  probably
• 16:30
  would
• 16:30
  have
• 16:30
  really
• 16:30
  gone
• 16:31
  into
• 16:31
  theories.
• 16:32
  I
• 16:32
  fell
• 16:32
  in
• 16:32
  love
• 16:32
  with
• 16:33
  that.
• 16:33
  But
• 16:33
  I
• 16:33
  think
• 16:34
  the
• 16:34
  original
• 16:35
  thought
• 16:35
  was,
• 16:36
  oh,
• 16:36
  I
• 16:37
  could
• 16:37
  sell
• 16:37
  it,
• 16:37
  and
• 16:37
  then
• 16:37
  I
• 16:38
  won't
• 16:38
  be
• 16:38
  afraid.
• 16:38
  I'll
• 16:38
  be
• 16:38
  secure.
• 16:39
  I'll
• 16:39
  be
• 16:39
  an
• 16:39
  entrepreneur,
• 16:40
  but
• 16:40
  I'll
• 16:40
  be
• 16:40
  secure.
• 16:41
  That's
• 16:41
  my
• 16:41
  pension.
• 16:42
  Oh,
• 16:43
  my
• 16:43
  goodness.
• 16:43
  That
• 16:44
  is
• 16:44
  so
• 16:44
  deep.
• 16:45
  I
• 16:45
  think
• 16:45
  we
• 16:45
  do
• 16:46
  a
• 16:46
  lot
• 16:46
  of
• 16:46
  things
• 16:46
  in
• 16:46
  the
• 16:46
  service
• 16:47
  of
• 16:47
  a
• 16:48
  quiet
• 16:48
  fear.
• 16:49
  Yeah,
• 16:49
  right.
• 16:50
  Like,
• 16:50
  it's
• 16:50
  the
• 16:50
  safety
• 16:51
  that
• 16:51
  we
• 16:51
  want,
• 16:52
  the
• 16:52
  security
• 16:52
  we
• 16:53
  want.
• 16:53
  And
• 16:54
  anything
• 16:54
  could
• 16:54
  happen
• 16:55
  anytime
• 16:55
  to
• 16:55
  any
• 16:55
  of
• 16:55
  us,
• 16:55
  even
• 16:56
  those
• 16:56
  with
• 16:56
  pensions.
• 16:57
  Right.
• 16:57
  It
• 16:57
  doesn't
• 16:57
  solve
• 16:58
  it.
• 16:58
  You
• 16:58
  have
• 16:58
  to
• 16:59
  do
• 16:59
  the
• 16:59
  inner
• 16:59
  work
• 16:59
  within
• 17:00
  you
• 17:01
  no
• 17:01
  matter
• 17:01
  what.
• 17:02
  Like,
• 17:02
  money
• 17:03
  doesn't
• 17:03
  solve
• 17:04
  that.
• 17:04
  A
• 17:04
  great
• 17:04
  job,
• 17:05
  none
• 17:05
  of
• 17:05
  it
• 17:06
  solves
• 17:06
  it.
• 17:06
  It's
• 17:06
  all
• 17:06
  within
• 17:07
  you.
• 17:07
  Absolutely.
• 17:08
  So
• 17:09
  then
• 17:09
  you
• 17:09
  created
• 17:10
  the
• 17:10
  whisper
• 17:10
  group.
• 17:10
  And
• 17:11
  so
• 17:11
  I
• 17:11
  want
• 17:11
  to
• 17:12
  come
• 17:12
  back
• 17:12
  for
• 17:13
  a
• 17:13
  moment
• 17:13
  to.
• 17:14
  And
• 17:14
  then
• 17:14
  we're
• 17:14
  going
• 17:15
  to
• 17:15
  talk
• 17:15
  all
• 17:15
  about
• 17:15
  the
• 17:15
  Whisper
• 17:16
  group.
• 17:16
  But
• 17:16
  the
• 17:16
  problem
• 17:16
  that
• 17:17
  you
• 17:17
  point
• 17:17
  out
• 17:18
  is
• 17:19
  the
• 17:19
  exit
• 17:20
  gap
• 17:21
  that
• 17:21
  women
• 17:21
  capture
• 17:22
  only
• 17:23
  0.8%
• 17:23
  of
• 17:24
  exit
• 17:24
  value.
• 17:25
  What?
• 17:26
  What
• 17:26
  is
• 17:26
  that?
• 17:27
  Like
• 17:28
  wtf?
• 17:30
  How
• 17:30
  is
• 17:30
  this
• 17:31
  possible?
• 17:31
  What
• 17:31
  does
• 17:32
  this
• 17:32
  mean?
• 17:32
  I
• 17:33
  mean.
• 17:33
  Yeah,
• 17:34
  yeah.
• 17:34
  So
• 17:34
  here's
• 17:35
  what
• 17:35
  it
• 17:35
  actually
• 17:35
  means.
• 17:36
  First
• 17:36
  of
• 17:36
  all,
• 17:36
  there's
• 17:37
  a
• 17:37
  bunch
• 17:37
  of
• 17:37
  studies
• 17:37
  and
• 17:38
  if
• 17:38
  you
• 17:38
  want
• 17:38
  to
• 17:38
  look
• 17:38
  at
• 17:38
  this
• 17:38
  report,
• 17:39
  it's
• 17:39
  available
• 17:39
  for
• 17:39
  free,
• 17:40
  it's
• 17:40
  on
• 17:40
  close
• 17:40
  the
• 17:40
  exit
• 17:41
  gap.com.
• 17:42
  but
• 17:43
  a
• 17:43
  bunch
• 17:44
  of
• 17:44
  studies
• 17:44
  were
• 17:44
  shown
• 17:45
  that
• 17:46
  first,
• 17:46
  over
• 17:46
  the
• 17:46
  past
• 17:47
  10
• 17:47
  years,
• 17:47
  the
• 17:47
  study
• 17:48
  was
• 17:48
  done
• 17:48
  through
• 17:48
  2022.
• 17:49
  So
• 17:49
  from
• 17:49
  2012
• 17:50
  to
• 17:50
  2022,
• 17:51
  only
• 17:52
  1%
• 17:55
  of
• 17:56
  businesses
• 17:56
  that
• 17:56
  sold
• 17:57
  were
• 17:57
  fully
• 17:58
  female
• 17:58
  founded,
• 17:58
  meaning
• 17:59
  that
• 17:59
  they
• 17:59
  only
• 17:59
  had
• 17:59
  female
• 18:00
  founders.
• 18:01
  1%.
• 18:03
  And
• 18:04
  then
• 18:04
  if
• 18:04
  you
• 18:04
  look
• 18:04
  at
• 18:04
  data
• 18:05
  which
• 18:05
  came
• 18:05
  from
• 18:05
  PitchBook,
• 18:06
  that
• 18:07
  data
• 18:07
  shows
• 18:08
  that
• 18:08
  of
• 18:09
  companies
• 18:09
  that
• 18:10
  had
• 18:10
  only
• 18:10
  female
• 18:11
  founders,
• 18:11
  they
• 18:12
  captured
• 18:14
  0.8%
• 18:15
  of
• 18:15
  the
• 18:15
  total
• 18:15
  dollar
• 18:16
  spent
• 18:16
  on
• 18:16
  M
• 18:16
  and
• 18:17
  A.
• 18:17
  So
• 18:17
  for
• 18:17
  every
• 18:18
  hundred
• 18:18
  dollars
• 18:19
  spent
• 18:19
  on
• 18:20
  acquiring
• 18:20
  companies,
• 18:22
  women
• 18:22
  owned
• 18:22
  businesses
• 18:23
  are
• 18:23
  earning
• 18:23
  a
• 18:23
  penny.
• 18:24
  So
• 18:24
  if
• 18:25
  we
• 18:25
  talk
• 18:25
  about
• 18:25
  why
• 18:26
  I
• 18:26
  talk
• 18:27
  about
• 18:27
  this
• 18:27
  all
• 18:27
  the
• 18:27
  time,
• 18:27
  like
• 18:28
  yes,
• 18:28
  there
• 18:28
  is
• 18:29
  inherent
• 18:29
  bias,
• 18:29
  but
• 18:29
  it's
• 18:30
  bigger
• 18:30
  than
• 18:30
  that.
• 18:31
  We
• 18:31
  are
• 18:32
  behind
• 18:33
  in
• 18:33
  terms
• 18:33
  of
• 18:34
  the
• 18:34
  access
• 18:34
  to
• 18:35
  this
• 18:35
  type
• 18:35
  of
• 18:35
  information
• 18:36
  that
• 18:36
  the
• 18:36
  businesses
• 18:36
  that
• 18:37
  we
• 18:37
  start
• 18:37
  and
• 18:37
  build
• 18:38
  can
• 18:38
  be
• 18:38
  sellable
• 18:38
  assets.
• 18:39
  Most
• 18:40
  of
• 18:40
  the
• 18:40
  businesses
• 18:40
  that
• 18:40
  women
• 18:41
  start
• 18:42
  are
• 18:42
  started
• 18:43
  in
• 18:43
  their
• 18:44
  garage,
• 18:44
  in
• 18:45
  their
• 18:45
  closet.
• 18:45
  Like,
• 18:46
  you
• 18:46
  know,
• 18:46
  it's
• 18:46
  just
• 18:46
  like
• 18:47
  it's
• 18:48
  something
• 18:48
  that
• 18:48
  they
• 18:48
  bootstrap
• 18:49
  and
• 18:49
  pull
• 18:49
  together.
• 18:49
  They
• 18:50
  do
• 18:50
  it
• 18:50
  because
• 18:50
  it's
• 18:50
  a
• 18:50
  passion
• 18:51
  project,
• 18:51
  they
• 18:51
  do
• 18:51
  it
• 18:52
  because
• 18:52
  it's
• 18:52
  a
• 18:52
  side
• 18:52
  hustle.
• 18:53
  They
• 18:53
  do
• 18:53
  it
• 18:53
  because
• 18:53
  they're,
• 18:54
  you
• 18:54
  know,
• 18:54
  raising
• 18:55
  their
• 18:55
  kids
• 18:55
  and
• 18:55
  they
• 18:56
  want
• 18:56
  something
• 18:56
  to
• 18:56
  do.
• 18:56
  You
• 18:57
  know,
• 18:57
  all
• 18:57
  of
• 18:57
  these
• 18:57
  things
• 18:57
  they
• 18:58
  start
• 18:58
  and
• 18:59
  they
• 18:59
  do
• 18:59
  not
• 18:59
  realize
• 19:01
  that
• 19:01
  they,
• 19:01
  when
• 19:02
  they're
• 19:02
  done,
• 19:02
  they
• 19:02
  don't
• 19:03
  have
• 19:03
  to
• 19:03
  close
• 19:03
  it,
• 19:03
  they
• 19:04
  can
• 19:04
  sell
• 19:04
  it.
• 19:04
  With
• 19:05
  a
• 19:05
  few
• 19:05
  smart
• 19:05
  tweaks,
• 19:06
  we
• 19:07
  can
• 19:07
  help
• 19:07
  make
• 19:07
  those
• 19:08
  sellable
• 19:08
  assets.
• 19:09
  It's
• 19:09
  not
• 19:09
  about
• 19:09
  the
• 19:10
  unicorns.
• 19:10
  It's
• 19:11
  not
• 19:11
  about,
• 19:12
  you
• 19:12
  know,
• 19:12
  the
• 19:12
  Sarah
• 19:12
  Blakely's
• 19:13
  of
• 19:13
  the
• 19:13
  world
• 19:13
  and
• 19:14
  Poppy
• 19:14
  and
• 19:14
  Alison
• 19:15
  Ellsworth.
• 19:15
  Those
• 19:15
  are
• 19:15
  amazing
• 19:16
  companies.
• 19:17
  They
• 19:17
  are
• 19:17
  exceptions
• 19:18
  to
• 19:18
  the
• 19:18
  rule.
• 19:19
  And
• 19:19
  so
• 19:19
  what
• 19:19
  I
• 19:20
  would
• 19:20
  like
• 19:20
  to
• 19:21
  do
• 19:21
  is
• 19:22
  get
• 19:22
  all
• 19:23
  women
• 19:23
  with
• 19:23
  all
• 19:24
  different
• 19:24
  businesses
• 19:25
  to
• 19:25
  understand
• 19:26
  that
• 19:26
  they
• 19:26
  too
• 19:27
  can
• 19:28
  exit
• 19:28
  start
• 19:29
  something
• 19:29
  new
• 19:29
  and
• 19:30
  exit
• 19:30
  again
• 19:30
  and
• 19:30
  build
• 19:31
  life
• 19:31
  changing
• 19:31
  wealth.
• 19:32
  It's
• 19:33
  amazing.
• 19:33
  It's
• 19:34
  really
• 19:34
  amazing
• 19:34
  and
• 19:35
  it's
• 19:35
  true.
• 19:35
  Right?
• 19:36
  You
• 19:36
  really
• 19:36
  can
• 19:37
  do
• 19:37
  this
• 19:37
  and
• 19:37
  you
• 19:38
  don't
• 19:38
  have
• 19:38
  to
• 19:38
  sell
• 19:38
  it
• 19:38
  for
• 19:39
  a
• 19:39
  billion
• 19:39
  dollars.
• 19:40
  You
• 19:40
  don't
• 19:40
  have
• 19:40
  to
• 19:40
  be
• 19:41
  angel
• 19:42
  or
• 19:43
  venture
• 19:43
  backed
• 19:44
  by
• 19:44
  the
• 19:44
  way,
• 19:44
  when
• 19:44
  you
• 19:44
  do
• 19:45
  that,
• 19:45
  you
• 19:45
  lose
• 19:46
  a
• 19:46
  percentage
• 19:46
  of
• 19:46
  your
• 19:47
  equity.
• 19:47
  When
• 19:48
  you
• 19:48
  do
• 19:48
  sell,
• 19:48
  you're
• 19:49
  not
• 19:49
  going
• 19:49
  to
• 19:49
  keep
• 19:49
  as
• 19:50
  much
• 19:50
  yourself.
• 19:51
  Like,
• 19:51
  right,
• 19:51
  most
• 19:52
  companies
• 19:52
  are
• 19:53
  not
• 19:53
  venture
• 19:53
  backed.
• 19:54
  That's
• 19:54
  right.
• 19:54
  This
• 19:55
  is
• 19:55
  really
• 19:55
  a
• 19:56
  life
• 19:56
  changing
• 19:56
  moment
• 19:57
  for
• 19:57
  women
• 19:57
  founders.
• 19:57
  I
• 19:58
  think
• 19:58
  it's
• 19:58
  so
• 19:58
  important
• 19:59
  what
• 19:59
  I
• 19:59
  learned
• 19:59
  about
• 20:00
  what
• 20:00
  you
• 20:00
  were
• 20:00
  doing.
• 20:00
  I
• 20:01
  was
• 20:01
  like,
• 20:01
  all
• 20:01
  the
• 20:01
  women
• 20:02
  out
• 20:02
  there
• 20:02
  who
• 20:02
  have
• 20:03
  companies
• 20:03
  need
• 20:03
  to
• 20:04
  understand
• 20:04
  this.
• 20:05
  Tell
• 20:05
  us
• 20:06
  more
• 20:06
  about
• 20:07
  what
• 20:07
  your
• 20:08
  vision
• 20:08
  is.
• 20:09
  I
• 20:09
  know
• 20:09
  you're
• 20:09
  coming
• 20:10
  at
• 20:10
  this
• 20:10
  from
• 20:11
  various
• 20:11
  ways
• 20:12
  through
• 20:12
  the
• 20:12
  whisper
• 20:12
  group.
• 20:13
  You're
• 20:14
  changing
• 20:15
  the
• 20:15
  economy
• 20:16
  of
• 20:16
  women
• 20:16
  and
• 20:16
  how
• 20:17
  we
• 20:17
  think
• 20:18
  about
• 20:18
  business.
• 20:19
  I
• 20:20
  so
• 20:20
  appreciate
• 20:20
  you
• 20:20
  saying
• 20:21
  that.
• 20:21
  The
• 20:21
  whisper
• 20:21
  group
• 20:22
  has
• 20:22
  three
• 20:23
  areas.
• 20:23
  So
• 20:23
  the
• 20:23
  first
• 20:24
  thing
• 20:24
  I
• 20:24
  started
• 20:25
  with
• 20:25
  was
• 20:25
  if
• 20:26
  I'm
• 20:26
  going
• 20:26
  to
• 20:26
  close
• 20:26
  the
• 20:26
  exit
• 20:27
  gap,
• 20:27
  I'm
• 20:27
  going
• 20:27
  to
• 20:28
  need
• 20:28
  some
• 20:28
  help.
• 20:29
  I
• 20:29
  built
• 20:29
  a
• 20:30
  collective
• 20:30
  of
• 20:31
  exited
• 20:31
  female
• 20:32
  founders.
• 20:32
  We
• 20:32
  have
• 20:33
  a
• 20:33
  collective
• 20:33
  and
• 20:33
  a
• 20:33
  community
• 20:34
  of
• 20:34
  exited
• 20:34
  female
• 20:35
  founders,
• 20:35
  which
• 20:35
  you
• 20:35
  are
• 20:35
  in
• 20:35
  cocoa
• 20:36
  and
• 20:37
  that
• 20:37
  is
• 20:37
  just
• 20:37
  in
• 20:38
  its
• 20:38
  infancy.
• 20:38
  It
• 20:38
  started
• 20:39
  as
• 20:39
  an
• 20:39
  online
• 20:39
  community.
• 20:40
  We're
• 20:40
  leaning
• 20:40
  into
• 20:40
  events.
• 20:41
  We
• 20:41
  have
• 20:42
  a
• 20:42
  lot
• 20:42
  of
• 20:42
  opportunities
• 20:43
  for
• 20:43
  those
• 20:43
  women
• 20:44
  because
• 20:44
  as
• 20:45
  you
• 20:45
  know,
• 20:45
  I
• 20:45
  have
• 20:45
  one
• 20:45
  of
• 20:45
  them.
• 20:46
  I
• 20:46
  have
• 20:46
  some
• 20:46
  merch
• 20:47
  that
• 20:47
  I
• 20:47
  have
• 20:48
  for
• 20:48
  my
• 20:48
  founders
• 20:49
  and
• 20:49
  one
• 20:49
  of
• 20:49
  the
• 20:49
  things
• 20:49
  is
• 20:49
  acquired,
• 20:50
  not
• 20:50
  retired.
• 20:51
  Like
• 20:51
  so
• 20:51
  many
• 20:52
  of
• 20:52
  us.
• 20:52
  Everybody
• 20:52
  has
• 20:53
  a
• 20:53
  vision.
• 20:53
  Like
• 20:53
  you
• 20:53
  sell
• 20:53
  your
• 20:53
  business
• 20:54
  and
• 20:54
  you
• 20:54
  go
• 20:54
  sit
• 20:54
  on
• 20:55
  a
• 20:55
  beach.
• 20:55
  You
• 20:55
  can
• 20:55
  only
• 20:55
  sit
• 20:56
  on
• 20:56
  a
• 20:56
  beach
• 20:56
  for
• 20:56
  so
• 20:57
  long,
• 20:57
  you
• 20:57
  get
• 20:57
  bored,
• 20:58
  you
• 20:58
  want
• 20:59
  to
• 20:59
  feel
• 20:59
  fulfilled,
• 21:00
  you
• 21:00
  want
• 21:01
  to
• 21:01
  do
• 21:02
  good
• 21:02
  work.
• 21:02
  So,
• 21:03
  you
• 21:03
  know,
• 21:03
  really
• 21:04
  looking
• 21:04
  at
• 21:04
  opportunities
• 21:05
  for
• 21:05
  those
• 21:05
  women
• 21:06
  and
• 21:06
  all
• 21:06
  different
• 21:06
  types
• 21:07
  of
• 21:07
  things.
• 21:08
  So
• 21:08
  that's
• 21:08
  where
• 21:08
  I
• 21:08
  started.
• 21:09
  I
• 21:09
  said,
• 21:09
  we
• 21:09
  can't
• 21:09
  do
• 21:09
  this
• 21:10
  alone.
• 21:10
  I
• 21:10
  need
• 21:10
  to
• 21:10
  get
• 21:10
  my
• 21:11
  team
• 21:11
  of
• 21:11
  women
• 21:11
  together,
• 21:12
  built
• 21:12
  a
• 21:12
  collective.
• 21:13
  Then
• 21:14
  I
• 21:14
  built
• 21:14
  an
• 21:14
  education
• 21:15
  practice.
• 21:15
  So
• 21:15
  focusing,
• 21:16
  really
• 21:16
  leaning
• 21:17
  in
• 21:17
  on
• 21:17
  content,
• 21:19
  the
• 21:19
  book,
• 21:19
  all
• 21:20
  of
• 21:20
  that
• 21:20
  is
• 21:20
  focused
• 21:21
  on
• 21:21
  getting
• 21:21
  the
• 21:21
  message
• 21:22
  out
• 21:22
  at
• 21:22
  scale
• 21:22
  to
• 21:23
  women
• 21:23
  who
• 21:23
  are
• 21:23
  starting
• 21:24
  businesses.
• 21:24
  If
• 21:24
  you're
• 21:24
  starting
• 21:25
  a
• 21:25
  business
• 21:25
  and
• 21:25
  you
• 21:26
  want
• 21:26
  to
• 21:26
  learn
• 21:26
  about
• 21:26
  how
• 21:26
  to
• 21:26
  build,
• 21:27
  to
• 21:27
  sell,
• 21:27
  you're
• 21:28
  going
• 21:28
  to
• 21:28
  want
• 21:28
  to
• 21:29
  look
• 21:29
  at
• 21:29
  some
• 21:29
  of
• 21:29
  this
• 21:29
  stuff.
• 21:30
  So
• 21:30
  that's
• 21:30
  all
• 21:30
  on
• 21:30
  all
• 21:30
  of
• 21:31
  the
• 21:31
  whisper
• 21:31
  group
• 21:31
  social
• 21:31
  channels,
• 21:32
  our
• 21:32
  podcast,
• 21:33
  our
• 21:34
  books.
• 21:34
  It's
• 21:35
  a
• 21:35
  whole
• 21:35
  media
• 21:36
  company
• 21:36
  that
• 21:36
  we're
• 21:36
  building
• 21:36
  out.
• 21:37
  And
• 21:37
  then
• 21:38
  when
• 21:38
  women
• 21:39
  aren't
• 21:39
  ready
• 21:39
  to
• 21:39
  sell
• 21:40
  or
• 21:40
  need
• 21:40
  help
• 21:40
  thinking
• 21:41
  about
• 21:41
  it
• 21:41
  or
• 21:41
  need
• 21:41
  some
• 21:42
  consulting
• 21:42
  on
• 21:42
  that,
• 21:43
  that's
• 21:43
  our
• 21:43
  advisory
• 21:44
  practice.
• 21:44
  For
• 21:45
  our
• 21:45
  advisory
• 21:45
  practice,
• 21:46
  what
• 21:46
  I
• 21:47
  felt
• 21:47
  was
• 21:47
  really
• 21:47
  important
• 21:48
  because
• 21:49
  of
• 21:49
  my
• 21:49
  own
• 21:49
  focus
• 21:49
  on
• 21:50
  competence,
• 21:50
  I
• 21:51
  believe
• 21:52
  confidence,
• 21:52
  which
• 21:52
  I
• 21:53
  love,
• 21:53
  my
• 21:53
  confidence.
• 21:54
  But
• 21:54
  we
• 21:54
  want
• 21:55
  to
• 21:55
  make
• 21:56
  sure
• 21:56
  that
• 21:56
  women
• 21:56
  who
• 21:56
  are
• 21:57
  looking
• 21:57
  to
• 21:57
  exit
• 21:57
  get
• 21:57
  help
• 21:58
  from
• 21:58
  the
• 21:58
  women
• 21:58
  who
• 21:59
  can
• 21:59
  truly
• 21:59
  best
• 22:00
  help
• 22:00
  them.
• 22:01
  Source
• 22:01
  from
• 22:01
  my
• 22:02
  collective,
• 22:03
  women
• 22:03
  who
• 22:03
  have
• 22:03
  sold
• 22:04
  in
• 22:04
  a
• 22:04
  woman's
• 22:04
  vertical.
• 22:05
  So
• 22:05
  for
• 22:05
  instance,
• 22:06
  if
• 22:06
  a
• 22:06
  woman
• 22:06
  had
• 22:07
  a
• 22:07
  healthcare
• 22:08
  services
• 22:08
  company,
• 22:08
  I'd
• 22:09
  be
• 22:09
  calling
• 22:09
  Coco
• 22:10
  and
• 22:10
  be
• 22:10
  like
• 22:10
  Coco,
• 22:10
  talk
• 22:11
  to
• 22:11
  her,
• 22:12
  help
• 22:12
  her.
• 22:12
  If
• 22:12
  a
• 22:13
  woman
• 22:13
  was
• 22:13
  selling
• 22:13
  a
• 22:14
  media
• 22:14
  agency,
• 22:14
  they
• 22:15
  would
• 22:15
  be
• 22:15
  speaking
• 22:15
  to
• 22:15
  me.
• 22:15
  And
• 22:16
  so
• 22:16
  I
• 22:16
  match
• 22:16
  women
• 22:17
  with
• 22:17
  women
• 22:18
  in
• 22:18
  their
• 22:18
  vertical
• 22:18
  who
• 22:19
  have
• 22:19
  done
• 22:19
  it
• 22:19
  before
• 22:20
  to
• 22:20
  give
• 22:20
  them
• 22:20
  advice,
• 22:21
  guidance,
• 22:21
  and
• 22:21
  counsel
• 22:21
  along
• 22:22
  the
• 22:22
  way.
• 22:22
  And
• 22:22
  then
• 22:23
  we
• 22:23
  ultimately
• 22:23
  do
• 22:23
  brokerage
• 22:24
  work.
• 22:25
  Oh,
• 22:25
  it's
• 22:26
  so
• 22:26
  great.
• 22:26
  You
• 22:26
  also
• 22:27
  help
• 22:27
  sell
• 22:27
  companies.
• 22:28
  So
• 22:28
  companies
• 22:29
  coming
• 22:29
  to
• 22:29
  you.
• 22:29
  I
• 22:30
  got
• 22:30
  really
• 22:30
  excited
• 22:31
  when
• 22:31
  I
• 22:31
  understood
• 22:32
  this
• 22:32
  piece
• 22:32
  of
• 22:33
  what
• 22:33
  you're
• 22:33
  up
• 22:33
  to.
• 22:34
  So
• 22:34
  talk
• 22:34
  about
• 22:34
  that
• 22:35
  a
• 22:35
  little
• 22:35
  bit.
• 22:35
  Yeah,
• 22:36
  so
• 22:36
  it's
• 22:36
  newer.
• 22:36
  So
• 22:37
  I
• 22:37
  started
• 22:37
  with
• 22:38
  just
• 22:38
  the
• 22:39
  thing
• 22:39
  is
• 22:39
  that
• 22:40
  I
• 22:40
  wanted
• 22:40
  to
• 22:40
  do.
• 22:40
  I
• 22:41
  had
• 22:41
  to
• 22:41
  balance
• 22:42
  my
• 22:44
  unabashed
• 22:45
  joy
• 22:45
  and
• 22:46
  drive
• 22:46
  and
• 22:46
  desire
• 22:47
  to
• 22:48
  go
• 22:49
  with
• 22:49
  being
• 22:50
  thoughtful
• 22:50
  and
• 22:50
  learning
• 22:51
  and
• 22:51
  seeing
• 22:52
  the
• 22:52
  best
• 22:52
  approach.
• 22:52
  So
• 22:52
  I
• 22:52
  started
• 22:53
  with
• 22:53
  the
• 22:53
  mentorship
• 22:54
  work.
• 22:54
  I
• 22:55
  got
• 22:55
  the
• 22:55
  training
• 22:56
  and
• 22:56
  certifications
• 22:57
  necessary
• 22:57
  to
• 22:58
  be
• 22:58
  able
• 22:58
  to
• 22:58
  broker.
• 22:59
  And
• 22:59
  that
• 23:00
  was
• 23:01
  a
• 23:01
  wonderful
• 23:01
  process
• 23:02
  because
• 23:02
  it
• 23:02
  all
• 23:03
  links
• 23:03
  back
• 23:03
  to
• 23:03
  that
• 23:04
  Hetty
• 23:05
  K.
• 23:05
  And
• 23:05
  Claire
• 23:05
  shipment
• 23:05
  book.
• 23:06
  When
• 23:06
  I
• 23:06
  was
• 23:06
  sitting
• 23:06
  in
• 23:06
  those
• 23:07
  classes,
• 23:07
  I
• 23:07
  was
• 23:07
  like,
• 23:07
  oh,
• 23:08
  I
• 23:08
  actually
• 23:08
  know
• 23:09
  all
• 23:09
  of
• 23:09
  this.
• 23:09
  Like,
• 23:09
  so
• 23:10
  it
• 23:10
  was.
• 23:10
  It
• 23:10
  was
• 23:10
  great.
• 23:11
  It
• 23:11
  was
• 23:11
  great
• 23:12
  for
• 23:12
  me
• 23:13
  to
• 23:13
  get
• 23:13
  that.
• 23:14
  It
• 23:14
  was
• 23:14
  like
• 23:15
  I
• 23:15
  went
• 23:15
  in
• 23:15
  and
• 23:15
  I
• 23:15
  got
• 23:15
  the
• 23:16
  education
• 23:16
  that
• 23:17
  helped
• 23:17
  support
• 23:18
  and
• 23:18
  validate
• 23:19
  that.
• 23:19
  I
• 23:19
  was,
• 23:20
  in
• 23:20
  fact,
• 23:20
  not
• 23:20
  just
• 23:21
  confident,
• 23:21
  but
• 23:21
  competent.
• 23:22
  Once
• 23:22
  we
• 23:23
  did
• 23:23
  that,
• 23:23
  we
• 23:24
  started
• 23:24
  opening
• 23:24
  up
• 23:24
  brokerage
• 23:25
  services.
• 23:25
  And
• 23:25
  we've
• 23:25
  been
• 23:25
  leaning
• 23:26
  into
• 23:26
  not
• 23:27
  just
• 23:27
  sell
• 23:27
  side,
• 23:27
  but
• 23:28
  buy
• 23:28
  side.
• 23:29
  One
• 23:29
  of
• 23:29
  the
• 23:29
  things
• 23:29
  that
• 23:29
  we
• 23:29
  do
• 23:30
  is
• 23:30
  when
• 23:30
  a
• 23:31
  woman
• 23:31
  comes
• 23:31
  to
• 23:31
  us,
• 23:31
  like,
• 23:31
  I
• 23:32
  think
• 23:32
  I
• 23:32
  want
• 23:32
  to
• 23:32
  sell
• 23:32
  in
• 23:32
  five
• 23:32
  years,
• 23:33
  but
• 23:33
  I
• 23:33
  want
• 23:34
  to
• 23:34
  sell
• 23:34
  for
• 23:34
  this
• 23:34
  number.
• 23:35
  I
• 23:35
  tell
• 23:36
  them,
• 23:36
  well,
• 23:36
  you're
• 23:36
  worth
• 23:36
  this
• 23:37
  number
• 23:37
  today.
• 23:37
  I
• 23:38
  help
• 23:38
  them
• 23:38
  do
• 23:39
  some
• 23:39
  acquisitions.
• 23:40
  I
• 23:40
  was
• 23:40
  terrified
• 23:41
  to
• 23:41
  do
• 23:41
  any
• 23:41
  acquisitions
• 23:42
  when
• 23:42
  I
• 23:42
  was
• 23:42
  growing,
• 23:42
  but
• 23:43
  I
• 23:43
  wish
• 23:43
  I
• 23:43
  did
• 23:43
  because
• 23:44
  I
• 23:44
  think
• 23:44
  it's
• 23:44
  a
• 23:44
  great
• 23:45
  way
• 23:45
  to
• 23:45
  grow
• 23:45
  and
• 23:46
  increase
• 23:46
  your
• 23:46
  value.
• 23:47
  So
• 23:47
  I've
• 23:47
  been
• 23:47
  doing
• 23:48
  a
• 23:48
  lot
• 23:48
  of
• 23:48
  work
• 23:48
  with
• 23:48
  that.
• 23:49
  So
• 23:49
  I've
• 23:49
  been
• 23:49
  working
• 23:49
  on
• 23:49
  both
• 23:49
  the
• 23:50
  buy
• 23:50
  side
• 23:50
  and
• 23:50
  sell
• 23:51
  side.
• 23:51
  And
• 23:51
  that's
• 23:52
  really
• 23:52
  fun
• 23:53
  because
• 23:53
  you
• 23:53
  really
• 23:54
  can
• 23:54
  create
• 23:55
  so
• 23:55
  much
• 23:55
  value
• 23:56
  by
• 23:56
  adding
• 23:57
  to
• 23:57
  your
• 23:57
  team.
• 23:58
  You
• 23:58
  know,
• 23:58
  I'm
• 23:58
  in
• 23:58
  a
• 23:59
  point
• 23:59
  where
• 23:59
  I've
• 23:59
  just
• 24:00
  exited
• 24:00
  my
• 24:00
  company.
• 24:00
  I'm
• 24:01
  trying
• 24:01
  to
• 24:01
  figure
• 24:01
  out
• 24:01
  what
• 24:01
  to
• 24:01
  do
• 24:02
  next.
• 24:02
  One
• 24:03
  of
• 24:03
  the
• 24:03
  things
• 24:03
  that
• 24:03
  I've
• 24:03
  been
• 24:04
  exploring
• 24:04
  and,
• 24:04
  you
• 24:05
  know,
• 24:05
  this
• 24:05
  is
• 24:05
  I'm
• 24:05
  starting
• 24:05
  to
• 24:06
  look
• 24:06
  at
• 24:06
  companies
• 24:06
  that
• 24:06
  I
• 24:07
  might
• 24:07
  want
• 24:07
  to
• 24:07
  buy.
• 24:08
  That's
• 24:08
  right,
• 24:08
  yeah.
• 24:09
  You
• 24:09
  know,
• 24:09
  and.
• 24:10
  And
• 24:10
  when
• 24:10
  I
• 24:10
  exited,
• 24:11
  and
• 24:12
  I'm
• 24:12
  going
• 24:12
  to
• 24:12
  get
• 24:12
  back
• 24:12
  to
• 24:12
  a
• 24:13
  question,
• 24:13
  but
• 24:13
  when
• 24:13
  I
• 24:13
  exited
• 24:14
  my
• 24:14
  company,
• 24:14
  I
• 24:15
  also
• 24:15
  looked
• 24:15
  at
• 24:16
  selling
• 24:16
  to
• 24:16
  private
• 24:16
  equity.
• 24:17
  A
• 24:17
  couple
• 24:18
  of
• 24:18
  them
• 24:18
  wanted
• 24:18
  to
• 24:18
  make
• 24:18
  us
• 24:19
  a
• 24:19
  platform.
• 24:20
  I
• 24:20
  would
• 24:20
  have
• 24:21
  stayed
• 24:21
  on
• 24:21
  for
• 24:22
  a
• 24:22
  longer
• 24:22
  period
• 24:22
  of
• 24:23
  time,
• 24:23
  held
• 24:23
  more
• 24:23
  equity,
• 24:24
  and
• 24:24
  then
• 24:24
  learned
• 24:25
  through
• 24:26
  that
• 24:26
  process
• 24:26
  about
• 24:27
  acquisitions.
• 24:28
  I
• 24:29
  wanted
• 24:29
  to
• 24:29
  do
• 24:29
  that.
• 24:30
  It
• 24:30
  didn't
• 24:30
  work
• 24:30
  out
• 24:30
  in
• 24:31
  the
• 24:31
  big
• 24:31
  picture,
• 24:31
  but
• 24:32
  that
• 24:32
  idea
• 24:33
  of
• 24:34
  scaling
• 24:34
  and
• 24:35
  creating
• 24:35
  more
• 24:35
  impact
• 24:36
  by
• 24:37
  not
• 24:37
  just
• 24:37
  your
• 24:38
  organic
• 24:38
  growth
• 24:38
  of
• 24:39
  how
• 24:39
  many
• 24:39
  customers
• 24:39
  can
• 24:40
  I
• 24:40
  get
• 24:40
  through
• 24:40
  my
• 24:41
  little
• 24:41
  funnel?
• 24:42
  All
• 24:42
  right,
• 24:42
  I'm
• 24:42
  going
• 24:42
  to
• 24:43
  go
• 24:43
  make
• 24:43
  some.
• 24:44
  So
• 24:44
  much
• 24:44
  fun.
• 24:45
  And
• 24:45
  you
• 24:45
  really
• 24:45
  can
• 24:46
  do
• 24:46
  it.
• 24:46
  You
• 24:46
  don't
• 24:47
  even
• 24:47
  need
• 24:47
  that
• 24:47
  PE
• 24:47
  firm
• 24:48
  to
• 24:48
  do
• 24:48
  that.
• 24:48
  You
• 24:48
  can
• 24:48
  start
• 24:48
  small
• 24:49
  and
• 24:49
  do
• 24:49
  it
• 24:49
  now.
• 24:49
  Find
• 24:50
  your
• 24:50
  thesis
• 24:51
  of
• 24:51
  what
• 24:51
  you
• 24:52
  want
• 24:52
  to
• 24:52
  buy
• 24:52
  and
• 24:52
  build
• 24:52
  on
• 24:53
  growth
• 24:53
  through
• 24:54
  acquisition.
• 24:56
  I
• 24:56
  think
• 24:56
  women
• 24:56
  are
• 24:57
  really
• 24:57
  well
• 24:57
  suited
• 24:57
  for
• 24:58
  this
• 24:58
  because
• 24:58
  they
• 24:58
  will
• 24:59
  focus
• 24:59
  on
• 24:59
  the
• 25:00
  integration
• 25:00
  and
• 25:01
  proper
• 25:01
  onboarding
• 25:02
  of
• 25:02
  companies.
• 25:03
  If
• 25:03
  acquisitions
• 25:03
  fail,
• 25:04
  it
• 25:04
  almost
• 25:04
  always
• 25:05
  lies
• 25:05
  in
• 25:05
  integration.
• 25:06
  They
• 25:06
  don't
• 25:06
  integrate
• 25:07
  them
• 25:07
  properly.
• 25:07
  They're
• 25:08
  sitting
• 25:09
  on
• 25:09
  an
• 25:09
  island.
• 25:09
  It's
• 25:10
  just.
• 25:10
  No.
• 25:10
  Right.
• 25:11
  So
• 25:11
  tell
• 25:11
  us.
• 25:12
  Okay,
• 25:12
  now
• 25:12
  I
• 25:12
  want
• 25:12
  to
• 25:12
  go
• 25:13
  back
• 25:13
  to
• 25:13
  the
• 25:13
  Whisper
• 25:14
  Group
• 25:14
  and
• 25:14
  your
• 25:14
  experience
• 25:15
  as
• 25:16
  an
• 25:16
  exited
• 25:16
  founder.
• 25:18
  So.
• 25:18
  And
• 25:19
  you
• 25:19
  know,
• 25:19
  come
• 25:19
  from
• 25:19
  this
• 25:19
  idea
• 25:20
  that
• 25:20
  you
• 25:20
  were
• 25:21
  thinking
• 25:21
  strategically
• 25:22
  about
• 25:22
  selling
• 25:22
  your
• 25:23
  company.
• 25:23
  I
• 25:23
  have
• 25:23
  a
• 25:24
  mantra
• 25:24
  in
• 25:24
  my
• 25:25
  life.
• 25:25
  I
• 25:25
  always
• 25:25
  want
• 25:25
  to
• 25:25
  build
• 25:26
  every
• 25:26
  company
• 25:27
  that
• 25:27
  I
• 25:28
  ever
• 25:28
  create
• 25:28
  and
• 25:29
  build
• 25:30
  to
• 25:30
  be
• 25:31
  increasing
• 25:31
  of
• 25:32
  value
• 25:32
  to
• 25:32
  not
• 25:33
  just
• 25:33
  myself,
• 25:33
  but
• 25:33
  to
• 25:34
  others.
• 25:34
  So
• 25:34
  every.
• 25:34
  Every
• 25:35
  day
• 25:35
  you're
• 25:35
  making
• 25:35
  traction
• 25:36
  and
• 25:36
  progress
• 25:37
  to
• 25:37
  that.
• 25:37
  A
• 25:38
  lot
• 25:38
  of
• 25:38
  times
• 25:38
  it
• 25:38
  flies
• 25:39
  in
• 25:39
  the
• 25:39
  face
• 25:39
  of
• 25:39
  how
• 25:40
  founders
• 25:41
  operate.
• 25:42
  They
• 25:42
  put
• 25:42
  themselves
• 25:43
  in
• 25:43
  the
• 25:43
  middle
• 25:43
  of
• 25:43
  a
• 25:43
  business.
• 25:44
  Tell
• 25:44
  us
• 25:44
  about
• 25:45
  some
• 25:45
  of
• 25:45
  the
• 25:45
  things
• 25:46
  that
• 25:47
  we
• 25:47
  need
• 25:47
  to
• 25:48
  shift
• 25:49
  in
• 25:49
  the
• 25:49
  way
• 25:49
  we
• 25:50
  operate
• 25:50
  in
• 25:51
  order
• 25:51
  to
• 25:51
  create
• 25:52
  businesses
• 25:53
  that
• 25:53
  are
• 25:54
  really
• 25:54
  built
• 25:55
  to
• 25:55
  scale
• 25:55
  exist
• 25:56
  without
• 25:56
  us.
• 25:58
  So
• 25:58
  that
• 25:59
  leads
• 25:59
  right
• 25:59
  into
• 25:59
  the
• 25:59
  Whisper
• 26:00
  way.
• 26:00
  When
• 26:00
  we
• 26:01
  founded
• 26:01
  the
• 26:02
  Whisper
• 26:02
  Group,
• 26:02
  Whisper
• 26:02
  stands
• 26:03
  for
• 26:03
  the
• 26:03
  seven
• 26:03
  tenants
• 26:04
  to
• 26:04
  build
• 26:04
  a
• 26:05
  highly
• 26:05
  sellable
• 26:05
  business.
• 26:06
  I'm
• 26:06
  going
• 26:06
  to
• 26:06
  take
• 26:06
  you
• 26:06
  through
• 26:07
  them
• 26:07
  super
• 26:07
  fast.
• 26:08
  Why?
• 26:09
  Understanding
• 26:09
  your
• 26:09
  why
• 26:10
  really
• 26:10
  getting
• 26:10
  a
• 26:10
  vision
• 26:11
  for
• 26:11
  what
• 26:11
  you
• 26:11
  want
• 26:11
  to
• 26:11
  do
• 26:11
  with
• 26:12
  this
• 26:12
  company
• 26:12
  and
• 26:12
  starting
• 26:13
  with
• 26:13
  the
• 26:13
  end
• 26:13
  in
• 26:13
  mind,
• 26:14
  like,
• 26:14
  how
• 26:14
  much
• 26:14
  value
• 26:14
  do
• 26:15
  you
• 26:15
  want
• 26:15
  to
• 26:15
  build
• 26:16
  and
• 26:17
  why
• 26:17
  did
• 26:17
  you
• 26:17
  get
• 26:17
  to
• 26:18
  that
• 26:18
  number?
• 26:18
  Like,
• 26:18
  what's
• 26:19
  there
• 26:19
  and
• 26:19
  why
• 26:19
  is
• 26:19
  it
• 26:19
  there?
• 26:20
  That's
• 26:20
  a
• 26:20
  harder
• 26:20
  question
• 26:21
  than
• 26:21
  a
• 26:21
  lot
• 26:21
  of
• 26:21
  people
• 26:21
  think.
• 26:22
  A
• 26:23
  lot
• 26:23
  of
• 26:23
  times
• 26:23
  we
• 26:23
  pick
• 26:23
  numbers
• 26:24
  based
• 26:24
  on
• 26:24
  ego
• 26:25
  and
• 26:25
  we
• 26:25
  don't
• 26:25
  pick
• 26:26
  them
• 26:26
  based
• 26:26
  on
• 26:26
  reality
• 26:27
  or
• 26:27
  impact
• 26:27
  or
• 26:28
  anything
• 26:28
  else.
• 26:29
  Once
• 26:29
  we
• 26:29
  have
• 26:29
  that
• 26:29
  number,
• 26:29
  we
• 26:30
  want
• 26:30
  to
• 26:30
  go
• 26:30
  into
• 26:30
  the
• 26:30
  H,
• 26:31
  which
• 26:31
  is
• 26:31
  how.
• 26:31
  And
• 26:32
  that's
• 26:32
  really
• 26:32
  understanding
• 26:33
  the
• 26:34
  multiples.
• 26:34
  So
• 26:34
  the
• 26:34
  first
• 26:35
  two
• 26:35
  are
• 26:35
  about
• 26:35
  getting
• 26:35
  an
• 26:36
  education.
• 26:36
  You
• 26:36
  want
• 26:36
  to
• 26:36
  understand
• 26:37
  what
• 26:37
  a
• 26:38
  company
• 26:38
  in
• 26:38
  your
• 26:39
  space
• 26:39
  would
• 26:40
  be
• 26:40
  worth
• 26:40
  theoretically,
• 26:41
  if
• 26:42
  you
• 26:42
  were
• 26:42
  to
• 26:42
  build
• 26:42
  it.
• 26:43
  And
• 26:43
  where
• 26:43
  are
• 26:44
  the
• 26:44
  metrics
• 26:44
  you
• 26:44
  need
• 26:45
  to
• 26:45
  get
• 26:45
  to
• 26:45
  know
• 26:45
  your
• 26:45
  numbers?
• 26:46
  Where
• 26:46
  are
• 26:46
  the
• 26:46
  metrics
• 26:46
  you
• 26:46
  need
• 26:47
  to
• 26:47
  get
• 26:47
  to
• 26:47
  to
• 26:47
  be
• 26:47
  valued
• 26:48
  at
• 26:48
  that?
• 26:48
  You
• 26:49
  need
• 26:49
  to
• 26:49
  have
• 26:49
  a
• 26:49
  reasonable
• 26:50
  expectation
• 26:51
  within
• 26:51
  the
• 26:51
  range
• 26:52
  of
• 26:52
  multiple
• 26:53
  that
• 26:53
  you
• 26:53
  are
• 26:53
  given
• 26:53
  in
• 26:54
  your
• 26:54
  industry.
• 26:54
  The
• 26:54
  market
• 26:55
  determines
• 26:55
  a
• 26:55
  multiple
• 26:56
  based
• 26:56
  off
• 26:57
  of
• 26:57
  where
• 26:57
  you
• 26:57
  are,
• 26:57
  it's
• 26:57
  a
• 26:57
  multiple
• 26:58
  of
• 26:58
  earnings
• 26:59
  of
• 26:59
  some
• 26:59
  capacity.
• 27:00
  And
• 27:00
  whatever
• 27:01
  it
• 27:01
  is
• 27:01
  that
• 27:01
  you
• 27:01
  earn,
• 27:01
  you
• 27:02
  times
• 27:02
  that
• 27:02
  by
• 27:02
  the
• 27:03
  market
• 27:03
  multiple.
• 27:03
  There's
• 27:04
  a
• 27:04
  range
• 27:05
  where
• 27:05
  you
• 27:05
  fall
• 27:06
  is
• 27:06
  going
• 27:06
  to
• 27:06
  be
• 27:06
  dependent
• 27:07
  on
• 27:07
  the
• 27:08
  next
• 27:08
  pieces,
• 27:08
  how
• 27:09
  strongly
• 27:09
  you
• 27:09
  build
• 27:10
  them.
• 27:10
  So
• 27:10
  you've
• 27:10
  got
• 27:10
  your
• 27:11
  why,
• 27:11
  your
• 27:11
  how,
• 27:12
  your
• 27:12
  eyes,
• 27:13
  your
• 27:13
  cocoa.
• 27:13
  All
• 27:13
  income
• 27:14
  is
• 27:14
  not
• 27:14
  created
• 27:14
  equal.
• 27:15
  If
• 27:15
  you
• 27:15
  have
• 27:15
  $3
• 27:16
  million
• 27:16
  of
• 27:16
  revenue
• 27:17
  and
• 27:17
  it
• 27:17
  comes
• 27:17
  from
• 27:17
  one
• 27:18
  client,
• 27:18
  it
• 27:19
  is
• 27:19
  infinitely
• 27:19
  less
• 27:20
  valuable
• 27:20
  than
• 27:21
  having
• 27:21
  $3
• 27:21
  million
• 27:22
  of
• 27:22
  revenue
• 27:22
  or
• 27:23
  even
• 27:23
  $2.5
• 27:24
  million
• 27:24
  of
• 27:24
  revenue.
• 27:25
  And
• 27:25
  that
• 27:25
  comes
• 27:25
  from
• 27:26
  many
• 27:26
  different
• 27:26
  clients.
• 27:27
  Why?
• 27:28
  Because
• 27:28
  it
• 27:28
  is
• 27:28
  riskier
• 27:29
  to
• 27:29
  sell
• 27:30
  a
• 27:30
  business
• 27:30
  that
• 27:30
  has
• 27:31
  one
• 27:31
  client,
• 27:31
  because
• 27:31
  that
• 27:32
  client
• 27:32
  can
• 27:32
  fire
• 27:32
  you
• 27:33
  or
• 27:33
  go
• 27:33
  away.
• 27:34
  It's
• 27:34
  the
• 27:34
  same
• 27:34
  thing
• 27:34
  with
• 27:35
  a
• 27:35
  product
• 27:35
  and
• 27:35
  one
• 27:36
  retailer.
• 27:36
  You
• 27:37
  want
• 27:37
  to
• 27:37
  have
• 27:38
  income
• 27:38
  that
• 27:39
  is
• 27:39
  ideally
• 27:39
  recurring
• 27:40
  or
• 27:40
  repeatable,
• 27:41
  expected,
• 27:42
  meaning
• 27:43
  you
• 27:43
  can
• 27:43
  forecast
• 27:43
  it
• 27:44
  and
• 27:44
  diversified.
• 27:45
  So
• 27:46
  you
• 27:46
  want
• 27:46
  to
• 27:46
  keep
• 27:46
  your
• 27:46
  income
• 27:46
  red,
• 27:47
  recurring,
• 27:48
  expected,
• 27:48
  diversified.
• 27:49
  The
• 27:49
  next
• 27:50
  one
• 27:50
  that
• 27:50
  you
• 27:50
  want
• 27:50
  to
• 27:50
  make
• 27:50
  sure
• 27:50
  you
• 27:51
  have
• 27:51
  is
• 27:51
  your
• 27:51
  secret
• 27:51
  sauce.
• 27:52
  And
• 27:52
  that's
• 27:52
  what
• 27:52
  makes
• 27:52
  you
• 27:53
  different.
• 27:53
  That's
• 27:53
  what
• 27:53
  a
• 27:53
  lot
• 27:54
  of
• 27:54
  founders
• 27:54
  struggle
• 27:55
  with,
• 27:55
  but
• 27:55
  it
• 27:55
  is
• 27:56
  the
• 27:56
  thing
• 27:57
  that
• 27:57
  allows
• 27:57
  you
• 27:58
  to
• 27:58
  take
• 27:58
  it
• 27:59
  beyond
• 27:59
  the
• 28:00
  multiple
• 28:00
  range.
• 28:00
  If
• 28:01
  you
• 28:01
  have
• 28:01
  something
• 28:01
  that
• 28:02
  nobody
• 28:02
  else
• 28:02
  can
• 28:03
  replicate,
• 28:03
  that
• 28:04
  everybody
• 28:05
  wants,
• 28:05
  some
• 28:06
  kind
• 28:06
  of
• 28:06
  key
• 28:07
  driver
• 28:07
  in
• 28:08
  your
• 28:08
  business
• 28:09
  that
• 28:09
  thrusts
• 28:10
  you
• 28:10
  forward,
• 28:11
  that's
• 28:11
  like
• 28:11
  a
• 28:11
  real
• 28:12
  killer
• 28:12
  for
• 28:12
  secret
• 28:12
  sauce.
• 28:13
  So
• 28:13
  for
• 28:13
  me
• 28:13
  in
• 28:14
  the
• 28:14
  whisper
• 28:14
  group,
• 28:14
  the
• 28:14
  secret
• 28:15
  sauce
• 28:15
  would
• 28:15
  be
• 28:15
  the
• 28:16
  collective.
• 28:16
  I
• 28:17
  have
• 28:17
  the
• 28:17
  largest
• 28:17
  collective
• 28:18
  of
• 28:18
  exited
• 28:18
  female
• 28:19
  founders.
• 28:19
  It
• 28:20
  is
• 28:20
  unique
• 28:20
  and
• 28:21
  different.
• 28:21
  You're
• 28:21
  not
• 28:22
  going
• 28:22
  to
• 28:22
  really
• 28:22
  have
• 28:22
  two
• 28:23
  exited
• 28:24
  female
• 28:24
  founder
• 28:25
  communities
• 28:25
  in
• 28:25
  that
• 28:25
  way,
• 28:26
  and
• 28:26
  certainly
• 28:26
  not
• 28:27
  as
• 28:27
  deep.
• 28:27
  So
• 28:28
  that's
• 28:28
  a
• 28:28
  really
• 28:28
  good
• 28:28
  secret
• 28:29
  sauce
• 28:29
  for
• 28:29
  us,
• 28:30
  right?
• 28:30
  We
• 28:30
  have
• 28:30
  these
• 28:30
  women
• 28:31
  and
• 28:31
  we
• 28:31
  match
• 28:31
  them.
• 28:33
  Okay,
• 28:33
  so
• 28:33
  we've
• 28:33
  got
• 28:33
  your
• 28:34
  why,
• 28:34
  your
• 28:34
  how,
• 28:34
  your
• 28:35
  income,
• 28:35
  your
• 28:35
  secret
• 28:35
  sauce,
• 28:36
  your
• 28:36
  profit.
• 28:37
  That
• 28:37
  is
• 28:37
  how
• 28:37
  you're
• 28:37
  measured.
• 28:38
  Your
• 28:38
  profit
• 28:38
  is
• 28:38
  really
• 28:39
  how
• 28:39
  you're
• 28:39
  going
• 28:39
  to
• 28:39
  be
• 28:40
  valued
• 28:40
  anyway.
• 28:40
  So
• 28:40
  making
• 28:41
  sure
• 28:41
  you
• 28:41
  have
• 28:41
  a
• 28:41
  profitable
• 28:42
  business,
• 28:42
  and
• 28:42
  by
• 28:43
  the
• 28:43
  way,
• 28:43
  focusing
• 28:43
  on
• 28:44
  that
• 28:44
  helps
• 28:45
  you
• 28:45
  make
• 28:45
  more
• 28:45
  money,
• 28:46
  be
• 28:46
  less
• 28:46
  tired,
• 28:47
  be
• 28:47
  less
• 28:47
  anxious.
• 28:48
  Like
• 28:48
  I
• 28:49
  always
• 28:49
  say,
• 28:49
  at
• 28:49
  the
• 28:49
  end
• 28:49
  of
• 28:50
  the
• 28:50
  day,
• 28:50
  like,
• 28:50
  revenue
• 28:50
  is
• 28:51
  vanity
• 28:51
  and
• 28:51
  profit
• 28:52
  is
• 28:52
  sanity.
• 28:52
  You
• 28:52
  want
• 28:53
  to
• 28:53
  make
• 28:53
  sure
• 28:53
  that
• 28:53
  you're
• 28:53
  making
• 28:54
  enough
• 28:54
  money
• 28:55
  to
• 28:56
  survive
• 28:56
  and
• 28:57
  hopefully
• 28:57
  thrive.
• 28:58
  Your
• 28:59
  next
• 28:59
  one
• 28:59
  is
• 28:59
  your
• 29:00
  executive
• 29:00
  team,
• 29:01
  or
• 29:01
  if
• 29:02
  you're
• 29:02
  a
• 29:02
  solopreneur,
• 29:02
  your
• 29:03
  ecosystem,
• 29:03
  you
• 29:03
  want
• 29:03
  to
• 29:04
  have
• 29:04
  systems
• 29:04
  and
• 29:04
  processes
• 29:05
  and
• 29:05
  a
• 29:05
  good
• 29:06
  team
• 29:06
  to
• 29:06
  support
• 29:06
  you
• 29:07
  so
• 29:07
  that
• 29:07
  the
• 29:08
  business
• 29:08
  is
• 29:08
  not
• 29:08
  based
• 29:09
  entirely
• 29:09
  on
• 29:10
  you.
• 29:10
  When
• 29:10
  a
• 29:10
  business
• 29:10
  is
• 29:11
  based
• 29:11
  entirely
• 29:12
  on
• 29:12
  you,
• 29:13
  you're
• 29:13
  going
• 29:13
  to
• 29:13
  have
• 29:13
  some
• 29:14
  challenges
• 29:14
  because
• 29:15
  when
• 29:15
  somebody
• 29:15
  acquires
• 29:16
  you,
• 29:16
  they
• 29:17
  know
• 29:17
  you're
• 29:17
  going
• 29:17
  to
• 29:17
  leave
• 29:18
  eventually.
• 29:18
  You
• 29:18
  wouldn't
• 29:18
  be
• 29:18
  selling
• 29:19
  it
• 29:19
  if
• 29:19
  you
• 29:19
  weren't
• 29:20
  going
• 29:20
  to
• 29:20
  do
• 29:20
  something
• 29:21
  else.
• 29:22
  And
• 29:22
  the
• 29:22
  last
• 29:22
  piece
• 29:23
  is
• 29:24
  really
• 29:24
  exclusively,
• 29:25
  it's
• 29:25
  for
• 29:25
  everybody,
• 29:26
  but
• 29:26
  it's
• 29:27
  to
• 29:27
  work
• 29:27
  with
• 29:27
  a
• 29:27
  lot
• 29:28
  of
• 29:28
  female
• 29:28
  founders
• 29:28
  on
• 29:28
  this
• 29:29
  is
• 29:29
  their
• 29:29
  roar
• 29:29
  factor
• 29:30
  or
• 29:30
  their
• 29:30
  resilience.
• 29:31
  It's
• 29:31
  really
• 29:31
  going
• 29:32
  to
• 29:32
  be
• 29:32
  about
• 29:32
  how
• 29:33
  they're
• 29:33
  going
• 29:33
  to
• 29:33
  withstand
• 29:33
  standing
• 29:34
  in
• 29:34
  that
• 29:34
  room
• 29:34
  full
• 29:34
  of
• 29:35
  men
• 29:35
  defending
• 29:36
  the
• 29:36
  veracity
• 29:37
  of
• 29:37
  their
• 29:37
  P
• 29:38
  and
• 29:38
  L
• 29:38
  and
• 29:38
  their
• 29:39
  details
• 29:39
  of
• 29:39
  their
• 29:39
  business.
• 29:40
  And
• 29:40
  it's
• 29:41
  really,
• 29:41
  really
• 29:41
  challenging
• 29:42
  and
• 29:42
  believing
• 29:43
  that
• 29:44
  you
• 29:44
  are
• 29:44
  worth
• 29:44
  what
• 29:44
  you
• 29:45
  are
• 29:45
  in
• 29:45
  there
• 29:45
  to
• 29:45
  ask
• 29:45
  for.
• 29:46
  That's
• 29:46
  an
• 29:46
  area
• 29:46
  I
• 29:46
  work
• 29:47
  on
• 29:47
  a
• 29:47
  lot
• 29:47
  with
• 29:47
  female
• 29:47
  founders.
• 29:49
  Love
• 29:49
  it.
• 29:49
  Having
• 29:49
  just
• 29:50
  gone
• 29:50
  through
• 29:50
  a
• 29:50
  sale,
• 29:51
  all
• 29:51
  these
• 29:51
  points
• 29:52
  that
• 29:52
  you're
• 29:52
  bringing
• 29:53
  out
• 29:53
  here
• 29:53
  are
• 29:54
  different
• 29:54
  than
• 29:55
  a
• 29:55
  typical
• 29:57
  consultancy
• 29:58
  or
• 29:58
  advisory
• 29:59
  group
• 29:59
  that
• 29:59
  helps
• 30:00
  you
• 30:00
  grow
• 30:00
  your
• 30:00
  business.
• 30:01
  Thinking
• 30:02
  about
• 30:02
  it
• 30:02
  really
• 30:03
  differently.
• 30:04
  When
• 30:04
  I
• 30:04
  got
• 30:04
  into
• 30:05
  selling
• 30:06
  my
• 30:06
  company,
• 30:06
  I
• 30:07
  had
• 30:07
  to
• 30:07
  understand
• 30:08
  the
• 30:09
  healthcare
• 30:09
  services.
• 30:10
  Like,
• 30:10
  what
• 30:10
  was
• 30:11
  the
• 30:11
  multiple
• 30:11
  for
• 30:12
  our
• 30:12
  healthcare
• 30:12
  services?
• 30:13
  What
• 30:13
  were
• 30:13
  the
• 30:13
  levers
• 30:14
  that
• 30:14
  made
• 30:14
  it
• 30:14
  go
• 30:14
  up
• 30:14
  and
• 30:14
  down?
• 30:15
  For
• 30:15
  example,
• 30:16
  trading
• 30:16
  on
• 30:17
  the
• 30:17
  stock
• 30:17
  market,
• 30:18
  there
• 30:18
  was
• 30:18
  a
• 30:19
  range
• 30:19
  from
• 30:19
  9
• 30:20
  to
• 30:20
  15
• 30:20
  times
• 30:21
  EBITDA.
• 30:22
  What
• 30:22
  got
• 30:23
  you
• 30:23
  to
• 30:23
  the
• 30:23
  9
• 30:24
  versus
• 30:24
  what
• 30:24
  got
• 30:25
  you
• 30:25
  to
• 30:25
  the
• 30:25
  15.
• 30:26
  Like,
• 30:26
  was
• 30:26
  different
• 30:27
  things
• 30:28
  like
• 30:28
  how
• 30:28
  much
• 30:29
  were
• 30:29
  you
• 30:29
  growing,
• 30:30
  how
• 30:30
  much,
• 30:30
  how
• 30:31
  much
• 30:31
  did
• 30:31
  you
• 30:31
  have,
• 30:32
  what
• 30:32
  was,
• 30:32
  what
• 30:33
  was
• 30:33
  your
• 30:33
  gross
• 30:33
  profit
• 30:34
  percentage?
• 30:34
  It
• 30:35
  was
• 30:35
  a
• 30:35
  sweet
• 30:36
  spot
• 30:36
  for
• 30:36
  how
• 30:37
  if
• 30:37
  you
• 30:37
  were,
• 30:37
  you
• 30:37
  know,
• 30:38
  and
• 30:38
  it
• 30:38
  was
• 30:38
  very
• 30:38
  specific,
• 30:39
  if
• 30:39
  your
• 30:39
  gross
• 30:40
  profit
• 30:40
  was
• 30:40
  above
• 30:41
  40%,
• 30:42
  you
• 30:42
  got
• 30:42
  a
• 30:43
  much
• 30:43
  higher
• 30:43
  deal
• 30:43
  than
• 30:44
  if
• 30:44
  you
• 30:44
  got
• 30:44
  it
• 30:44
  below
• 30:45
  that.
• 30:45
  And,
• 30:46
  and
• 30:46
  so
• 30:46
  these
• 30:47
  are
• 30:47
  things
• 30:47
  that
• 30:48
  are
• 30:48
  real.
• 30:49
  And
• 30:49
  if
• 30:49
  you're
• 30:49
  building
• 30:49
  a
• 30:50
  company,
• 30:50
  you
• 30:50
  probably
• 30:50
  don't
• 30:51
  know
• 30:51
  this,
• 30:51
  but
• 30:52
  it
• 30:52
  would
• 30:52
  be
• 30:52
  really
• 30:52
  helpful
• 30:53
  to
• 30:53
  know
• 30:53
  because.
• 30:54
  Because
• 30:54
  then
• 30:55
  you
• 30:55
  can
• 30:55
  build
• 30:55
  your
• 30:55
  own
• 30:56
  company
• 30:56
  knowing
• 30:57
  that
• 30:58
  this
• 30:58
  is
• 30:58
  what's
• 30:58
  kind
• 30:59
  of
• 30:59
  benchmarked.
• 31:00
  That's
• 31:00
  exactly
• 31:00
  right.
• 31:01
  And
• 31:01
  you
• 31:01
  start
• 31:01
  with
• 31:01
  those
• 31:02
  benchmarks
• 31:02
  early.
• 31:02
  And
• 31:03
  that's
• 31:03
  why
• 31:03
  it's
• 31:03
  so
• 31:04
  important
• 31:05
  to
• 31:05
  match
• 31:05
  founders
• 31:06
  with
• 31:06
  women
• 31:07
  who
• 31:07
  are
• 31:07
  in
• 31:07
  their
• 31:08
  space.
• 31:08
  Yes,
• 31:09
  they
• 31:09
  get
• 31:09
  it.
• 31:10
  So
• 31:10
  like
• 31:10
  the
• 31:10
  agent
• 31:10
  for
• 31:11
  agencies,
• 31:11
  it's
• 31:12
  quite
• 31:12
  similar.
• 31:13
  Like
• 31:13
  you
• 31:13
  want
• 31:13
  to
• 31:13
  make
• 31:14
  sure
• 31:14
  that
• 31:14
  all
• 31:14
  of
• 31:14
  your
• 31:14
  cost
• 31:15
  of
• 31:15
  goods
• 31:15
  sold
• 31:15
  never
• 31:16
  go
• 31:16
  past
• 31:16
  40%
• 31:17
  and
• 31:17
  which
• 31:17
  is
• 31:17
  the
• 31:18
  people
• 31:18
  who
• 31:18
  are
• 31:18
  executing
• 31:18
  it.
• 31:19
  And
• 31:19
  so
• 31:20
  many
• 31:20
  agencies
• 31:21
  are
• 31:21
  not
• 31:22
  there.
• 31:22
  They're
• 31:22
  at
• 31:22
  60%.
• 31:23
  So
• 31:24
  it's
• 31:24
  like,
• 31:24
  how
• 31:24
  do
• 31:24
  we
• 31:24
  get
• 31:25
  there
• 31:25
  without
• 31:25
  having
• 31:26
  to
• 31:26
  lay
• 31:26
  off
• 31:26
  staff?
• 31:27
  Which
• 31:27
  they
• 31:27
  never
• 31:28
  want
• 31:28
  to
• 31:28
  do
• 31:28
  if
• 31:28
  they
• 31:28
  don't
• 31:29
  have
• 31:29
  to.
• 31:29
  So
• 31:30
  we
• 31:30
  talk
• 31:30
  about,
• 31:30
  okay,
• 31:30
  what
• 31:31
  can
• 31:31
  we
• 31:31
  do
• 31:31
  to
• 31:31
  grow,
• 31:31
  to
• 31:31
  get
• 31:32
  there
• 31:32
  and
• 31:32
  do
• 31:32
  that
• 31:32
  type
• 31:32
  of
• 31:33
  stuff
• 31:33
  to
• 31:33
  be
• 31:33
  able
• 31:33
  to
• 31:33
  make
• 31:34
  sure
• 31:34
  that
• 31:34
  we're
• 31:34
  at
• 31:34
  the
• 31:34
  top
• 31:34
  of
• 31:35
  the
• 31:35
  multiple?
• 31:35
  It's
• 31:36
  very
• 31:36
  similar.
• 31:36
  It's
• 31:37
  just
• 31:37
  the
• 31:38
  idea
• 31:38
  that
• 31:39
  we
• 31:39
  take
• 31:39
  these
• 31:40
  principles
• 31:40
  and
• 31:40
  then
• 31:41
  we
• 31:41
  make
• 31:41
  them
• 31:41
  industry
• 31:41
  specific.
• 31:42
  Is
• 31:43
  great
• 31:43
  and
• 31:43
  you
• 31:44
  are
• 31:44
  able
• 31:44
  to
• 31:44
  do
• 31:45
  that
• 31:45
  and
• 31:45
  you're
• 31:45
  learning
• 31:45
  all
• 31:46
  about
• 31:46
  it.
• 31:46
  What
• 31:46
  did
• 31:46
  you
• 31:47
  find
• 31:47
  was
• 31:47
  the
• 31:47
  hardest
• 31:48
  about
• 31:48
  going
• 31:49
  through
• 31:49
  your
• 31:50
  exit
• 31:50
  with
• 31:51
  likable
• 31:51
  media?
• 31:52
  What
• 31:53
  were
• 31:53
  the
• 31:53
  things
• 31:53
  you
• 31:53
  didn't
• 31:54
  expect
• 31:55
  that
• 31:56
  really
• 31:56
  were
• 31:57
  hard?
• 31:58
  Well,
• 32:00
  there
• 32:00
  were
• 32:00
  a
• 32:01
  few.
• 32:01
  I
• 32:01
  mean,
• 32:02
  I
• 32:02
  think
• 32:02
  the
• 32:02
  first
• 32:03
  thing
• 32:03
  is
• 32:04
  my
• 32:04
  own
• 32:05
  feelings
• 32:05
  about
• 32:06
  the
• 32:06
  realization
• 32:06
  that
• 32:07
  there
• 32:07
  was
• 32:08
  really
• 32:08
  no
• 32:08
  amount
• 32:08
  of
• 32:08
  money
• 32:09
  that
• 32:09
  was
• 32:09
  going
• 32:09
  to
• 32:09
  fix
• 32:10
  what
• 32:11
  felt
• 32:12
  scared
• 32:12
  within
• 32:13
  me.
• 32:14
  I
• 32:14
  remember
• 32:14
  Dave
• 32:14
  used
• 32:15
  to
• 32:15
  say
• 32:15
  to
• 32:15
  me
• 32:15
  before
• 32:16
  we
• 32:16
  sold,
• 32:16
  how
• 32:16
  much
• 32:16
  money
• 32:17
  is
• 32:17
  enough?
• 32:17
  What
• 32:18
  amount
• 32:18
  is
• 32:18
  enough
• 32:19
  money?
• 32:20
  And
• 32:20
  I
• 32:20
  really
• 32:21
  couldn't
• 32:21
  answer.
• 32:22
  I
• 32:22
  would
• 32:22
  come
• 32:22
  up
• 32:22
  with
• 32:22
  some
• 32:22
  bizarre
• 32:23
  number,
• 32:23
  but
• 32:23
  then
• 32:23
  when
• 32:23
  I
• 32:24
  would
• 32:24
  hit
• 32:24
  a
• 32:24
  number,
• 32:26
  it
• 32:26
  didn't
• 32:27
  feel
• 32:27
  like
• 32:27
  enough
• 32:28
  because
• 32:28
  I
• 32:28
  was
• 32:29
  still
• 32:29
  so
• 32:30
  afraid
• 32:31
  and
• 32:31
  like.
• 32:32
  And
• 32:32
  so
• 32:32
  I
• 32:32
  think
• 32:32
  that
• 32:33
  was
• 32:33
  interesting
• 32:33
  to
• 32:33
  realizing
• 32:34
  that
• 32:34
  I
• 32:34
  still
• 32:35
  had
• 32:35
  to
• 32:35
  do
• 32:35
  deep
• 32:35
  inner
• 32:35
  work.
• 32:36
  That
• 32:36
  was
• 32:36
  first.
• 32:37
  The
• 32:37
  second
• 32:37
  thing
• 32:37
  with
• 32:37
  the
• 32:38
  sale
• 32:38
  was
• 32:38
  the
• 32:39
  loss
• 32:39
  of
• 32:39
  identity
• 32:39
  that
• 32:40
  comes
• 32:40
  from
• 32:40
  your.
• 32:41
  You're
• 32:41
  Carrie
• 32:41
  Kirpin,
• 32:42
  the
• 32:42
  founder
• 32:43
  of
• 32:43
  Likable
• 32:44
  to
• 32:44
  Now
• 32:45
  who
• 32:45
  am
• 32:45
  I?
• 32:46
  And
• 32:46
  I
• 32:46
  think
• 32:46
  I
• 32:47
  really
• 32:47
  struggled
• 32:48
  with
• 32:48
  that,
• 32:48
  especially
• 32:49
  in
• 32:49
  the
• 32:49
  in
• 32:49
  between
• 32:49
  period
• 32:50
  where
• 32:50
  I
• 32:50
  was
• 32:50
  working
• 32:51
  for
• 32:51
  the
• 32:51
  company.
• 32:52
  I
• 32:53
  stayed
• 32:53
  on
• 32:53
  for
• 32:53
  three
• 32:53
  years.
• 32:54
  I
• 32:54
  had
• 32:55
  a
• 32:55
  good
• 32:55
  acquisition,
• 32:55
  the
• 32:56
  acquirers
• 32:56
  were
• 32:56
  great.
• 32:57
  But
• 32:57
  I
• 32:57
  think
• 32:57
  it
• 32:58
  was
• 32:58
  really
• 32:58
  hard
• 32:58
  for
• 32:58
  me
• 32:58
  that
• 32:58
  I
• 32:59
  was.
• 32:59
  Now
• 33:00
  who
• 33:00
  was
• 33:00
  I?
• 33:01
  I
• 33:01
  was
• 33:01
  within
• 33:01
  a
• 33:02
  division
• 33:02
  of,
• 33:02
  you
• 33:03
  know,
• 33:03
  it
• 33:03
  just.
• 33:03
  It
• 33:03
  didn't
• 33:04
  really
• 33:04
  feel
• 33:05
  natural
• 33:06
  when
• 33:06
  it's
• 33:07
  no
• 33:07
  longer
• 33:07
  yours
• 33:08
  and
• 33:08
  you're
• 33:08
  still
• 33:09
  there
• 33:09
  and
• 33:09
  you
• 33:09
  are
• 33:10
  not
• 33:10
  calling
• 33:10
  the
• 33:10
  shots.
• 33:11
  Someone
• 33:12
  said
• 33:12
  it's
• 33:12
  like
• 33:12
  someone
• 33:13
  buys
• 33:13
  your
• 33:13
  house
• 33:14
  but
• 33:14
  you're
• 33:14
  still
• 33:14
  living
• 33:15
  in
• 33:15
  it
• 33:15
  while
• 33:15
  they're
• 33:15
  redecorating.
• 33:17
  That's
• 33:17
  what
• 33:17
  it
• 33:17
  felt
• 33:18
  like.
• 33:18
  Those
• 33:18
  were
• 33:18
  some
• 33:18
  of
• 33:18
  the
• 33:19
  things
• 33:19
  that
• 33:19
  were
• 33:19
  challenging.
• 33:20
  Yeah.
• 33:20
  What
• 33:21
  are
• 33:21
  some
• 33:21
  tips
• 33:21
  a
• 33:22
  founder
• 33:22
  can
• 33:23
  do
• 33:23
  to
• 33:23
  help
• 33:23
  themselves
• 33:24
  prepare
• 33:25
  for
• 33:25
  this
• 33:26
  and
• 33:26
  for,
• 33:27
  you
• 33:28
  know,
• 33:28
  expanding
• 33:29
  oneself
• 33:30
  beyond
• 33:30
  just
• 33:31
  the
• 33:31
  company
• 33:31
  that
• 33:31
  you're
• 33:32
  in
• 33:32
  and
• 33:33
  the
• 33:33
  identity
• 33:33
  that
• 33:34
  you
• 33:34
  identify
• 33:34
  with
• 33:35
  through
• 33:36
  the
• 33:36
  company
• 33:36
  that
• 33:36
  you're
• 33:37
  building
• 33:37
  right
• 33:37
  now?
• 33:38
  I
• 33:39
  mean,
• 33:40
  first
• 33:40
  would
• 33:41
  be
• 33:41
  to
• 33:42
  do
• 33:42
  inner
• 33:42
  work
• 33:43
  and
• 33:43
  reflecting
• 33:44
  before
• 33:44
  anything,
• 33:45
  just
• 33:45
  to
• 33:45
  prepare
• 33:45
  yourself
• 33:45
  to
• 33:46
  going
• 33:46
  through
• 33:46
  a
• 33:46
  big
• 33:47
  journey
• 33:47
  and
• 33:48
  really
• 33:48
  get
• 33:48
  support.
• 33:49
  For
• 33:49
  me,
• 33:49
  we
• 33:50
  offer
• 33:50
  that
• 33:50
  in
• 33:50
  the
• 33:50
  best
• 33:51
  way
• 33:51
  at
• 33:51
  the
• 33:51
  whisper
• 33:51
  group.
• 33:52
  If
• 33:52
  I
• 33:52
  had
• 33:52
  a
• 33:52
  little
• 33:53
  more
• 33:53
  support
• 33:54
  upfront,
• 33:55
  it
• 33:55
  would
• 33:55
  have
• 33:55
  been
• 33:55
  better.
• 33:56
  To
• 33:56
  prepare
• 33:56
  yourself
• 33:57
  is
• 33:58
  to
• 33:58
  know,
• 33:58
  like
• 33:59
  I
• 33:59
  always
• 33:59
  used
• 33:59
  to
• 34:00
  say
• 34:00
  this
• 34:00
  when
• 34:00
  after
• 34:00
  we
• 34:01
  were
• 34:01
  purchased
• 34:01
  and
• 34:01
  there
• 34:02
  were
• 34:02
  things
• 34:02
  that
• 34:02
  were
• 34:02
  uncomfortable,
• 34:03
  they
• 34:04
  paid
• 34:04
  a
• 34:04
  lot
• 34:04
  for
• 34:04
  me
• 34:05
  to
• 34:05
  have
• 34:05
  that
• 34:05
  discomfort.
• 34:06
  Like,
• 34:06
  that's
• 34:06
  okay.
• 34:07
  Like
• 34:07
  it's
• 34:07
  okay.
• 34:08
  It
• 34:08
  doesn't
• 34:08
  have
• 34:08
  to
• 34:08
  be
• 34:08
  perfect
• 34:09
  and
• 34:09
  uncomfortable.
• 34:10
  Like,
• 34:10
  they
• 34:10
  paid
• 34:10
  for
• 34:10
  this.
• 34:11
  So,
• 34:12
  okay,
• 34:12
  they're
• 34:13
  going
• 34:13
  to
• 34:13
  be
• 34:13
  redecorating
• 34:14
  in
• 34:14
  my
• 34:14
  house.
• 34:14
  Okay.
• 34:15
  It's
• 34:15
  uncomfortable
• 34:16
  but
• 34:16
  learn
• 34:17
  to
• 34:17
  sit
• 34:17
  in
• 34:17
  that
• 34:17
  discomfort
• 34:19
  and,
• 34:19
  and
• 34:19
  that's
• 34:19
  okay.
• 34:20
  And
• 34:20
  then
• 34:20
  the
• 34:20
  last
• 34:20
  thing
• 34:20
  I
• 34:21
  would
• 34:21
  say,
• 34:21
  which
• 34:21
  is
• 34:21
  more
• 34:21
  specific
• 34:22
  to
• 34:22
  when
• 34:22
  you're
• 34:22
  going
• 34:22
  through
• 34:22
  the
• 34:23
  process,
• 34:23
  if
• 34:23
  you
• 34:24
  don't
• 34:24
  understand
• 34:24
  something,
• 34:25
  ask
• 34:25
  every
• 34:26
  question
• 34:27
  possible.
• 34:28
  Every
• 34:29
  question
• 34:29
  possible.
• 34:30
  I
• 34:30
  want
• 34:30
  to
• 34:30
  know.
• 34:31
  Explain
• 34:32
  to
• 34:32
  me
• 34:32
  the
• 34:32
  details
• 34:33
  of
• 34:33
  working
• 34:33
  capital.
• 34:34
  Explain
• 34:35
  to
• 34:35
  me
• 34:36
  what
• 34:36
  you
• 34:36
  mean
• 34:36
  when
• 34:36
  we
• 34:36
  talk
• 34:37
  about
• 34:37
  this
• 34:37
  non
• 34:37
  compete
• 34:38
  and
• 34:38
  non
• 34:39
  solicitation.
• 34:40
  Does
• 34:40
  that
• 34:40
  mean
• 34:40
  if
• 34:40
  I
• 34:41
  want
• 34:41
  to
• 34:41
  ask
• 34:41
  one
• 34:42
  of
• 34:42
  my
• 34:42
  clients
• 34:42
  to
• 34:42
  sponsor
• 34:43
  something
• 34:43
  that's
• 34:43
  in
• 34:43
  a
• 34:44
  totally
• 34:44
  different
• 34:44
  field,
• 34:44
  can
• 34:45
  I
• 34:45
  not
• 34:45
  do
• 34:45
  that?
• 34:46
  Really
• 34:46
  get
• 34:47
  detailed
• 34:48
  and
• 34:49
  don't
• 34:49
  be
• 34:49
  afraid
• 34:49
  to
• 34:50
  explain
• 34:50
  this
• 34:51
  to
• 34:51
  me.
• 34:51
  I
• 34:51
  think
• 34:51
  that's
• 34:52
  great
• 34:52
  advice.
• 34:52
  And
• 34:53
  as
• 34:53
  early
• 34:53
  as
• 34:53
  you
• 34:53
  can
• 34:54
  to
• 34:54
  start
• 34:54
  to
• 34:54
  really
• 34:55
  understand
• 34:56
  this
• 34:56
  process,
• 34:57
  get.
• 34:58
  A
• 34:58
  really
• 34:58
  early
• 34:58
  understanding
• 34:59
  of
• 34:59
  the
• 34:59
  multiples
• 35:00
  and
• 35:00
  how
• 35:00
  you're
• 35:00
  valued
• 35:01
  and
• 35:01
  what
• 35:01
  metrics
• 35:01
  matter.
• 35:02
  What
• 35:02
  metrics
• 35:03
  really
• 35:03
  matter.
• 35:03
  And
• 35:03
  it's
• 35:03
  very
• 35:04
  different
• 35:04
  for
• 35:05
  my
• 35:05
  healthcare
• 35:06
  business.
• 35:06
  Like
• 35:06
  I
• 35:06
  talked
• 35:07
  about
• 35:07
  gross
• 35:07
  profit.
• 35:07
  That's.
• 35:08
  Yeah,
• 35:08
  but
• 35:08
  like
• 35:09
  there
• 35:09
  is
• 35:09
  a
• 35:09
  myriad
• 35:10
  of
• 35:10
  other
• 35:10
  things
• 35:10
  that
• 35:10
  are
• 35:11
  very
• 35:11
  specific
• 35:11
  to
• 35:11
  home
• 35:12
  health
• 35:12
  that
• 35:12
  it
• 35:12
  wouldn't
• 35:12
  apply
• 35:13
  to
• 35:13
  an
• 35:13
  agency.
• 35:14
  So.
• 35:14
  Okay,
• 35:14
  so
• 35:15
  I'm
• 35:15
  thinking
• 35:15
  about
• 35:16
  your
• 35:16
  current
• 35:17
  business,
• 35:18
  the
• 35:18
  whisper
• 35:18
  group,
• 35:19
  and
• 35:19
  helping
• 35:19
  people
• 35:20
  think
• 35:20
  about
• 35:21
  selling
• 35:21
  their
• 35:21
  companies.
• 35:22
  I
• 35:22
  want
• 35:22
  you
• 35:23
  to
• 35:23
  talk
• 35:23
  a
• 35:23
  little
• 35:23
  bit
• 35:24
  about,
• 35:25
  let's
• 35:25
  say
• 35:26
  I'm
• 35:26
  a
• 35:26
  founder,
• 35:27
  I
• 35:27
  have
• 35:27
  a
• 35:27
  company
• 35:28
  and
• 35:30
  I
• 35:30
  need
• 35:30
  to
• 35:31
  change
• 35:31
  my
• 35:31
  life
• 35:31
  for
• 35:32
  some
• 35:32
  reason,
• 35:33
  but
• 35:33
  maybe
• 35:34
  I
• 35:34
  should
• 35:34
  just
• 35:34
  close
• 35:35
  it.
• 35:36
  No.
• 35:36
  So
• 35:36
  like,
• 35:36
  because
• 35:37
  I
• 35:37
  feel
• 35:37
  like
• 35:37
  there's
• 35:38
  a
• 35:38
  lot
• 35:38
  of
• 35:38
  that.
• 35:39
  Yeah,
• 35:39
  there's
• 35:39
  a
• 35:39
  lot
• 35:40
  of
• 35:40
  that.
• 35:40
  Right?
• 35:41
  Yeah.
• 35:41
  Well,
• 35:41
  somebody
• 35:42
  goes
• 35:42
  through
• 35:42
  a
• 35:42
  divorce,
• 35:43
  somebody
• 35:44
  goes
• 35:44
  through
• 35:44
  a
• 35:44
  life
• 35:44
  changing
• 35:45
  event,
• 35:46
  somebody
• 35:46
  needs
• 35:46
  to
• 35:47
  move,
• 35:47
  somebody's
• 35:48
  child
• 35:48
  is
• 35:48
  sick
• 35:49
  and
• 35:49
  suddenly
• 35:49
  they
• 35:50
  can't
• 35:50
  run
• 35:50
  that
• 35:51
  business
• 35:51
  anymore.
• 35:52
  And
• 35:52
  so
• 35:52
  what
• 35:53
  I
• 35:53
  would
• 35:53
  suggest
• 35:54
  is
• 35:54
  that
• 35:54
  every
• 35:54
  business
• 35:55
  has
• 35:55
  a
• 35:55
  buyer
• 35:55
  of
• 35:55
  some
• 35:55
  sort.
• 35:56
  What
• 35:56
  they'll
• 35:56
  pay
• 35:56
  for,
• 35:57
  it
• 35:57
  depends.
• 35:58
  And
• 35:58
  so
• 35:58
  the
• 35:58
  first
• 35:59
  step
• 35:59
  is
• 35:59
  what
• 36:00
  can
• 36:00
  I
• 36:00
  do
• 36:00
  to
• 36:01
  make
• 36:01
  sure
• 36:01
  that
• 36:02
  this
• 36:02
  business
• 36:03
  is
• 36:03
  as
• 36:03
  de
• 36:04
  risked
• 36:04
  as
• 36:04
  possible.
• 36:05
  So
• 36:05
  thinking
• 36:06
  about
• 36:06
  like,
• 36:06
  okay,
• 36:07
  yeah,
• 36:08
  what
• 36:08
  could
• 36:08
  I
• 36:08
  do
• 36:09
  to
• 36:09
  ensure
• 36:10
  that
• 36:10
  it
• 36:10
  is
• 36:10
  actually
• 36:11
  a
• 36:11
  sellable
• 36:11
  asset?
• 36:12
  Usually
• 36:12
  it's
• 36:12
  just
• 36:12
  the
• 36:13
  same
• 36:13
  way
• 36:13
  you
• 36:13
  stage
• 36:13
  a
• 36:14
  house,
• 36:14
  you
• 36:14
  can
• 36:14
  stage
• 36:15
  a
• 36:15
  business.
• 36:15
  Like,
• 36:15
  okay,
• 36:16
  what
• 36:16
  are
• 36:16
  the
• 36:16
  things
• 36:16
  that
• 36:16
  we
• 36:17
  need
• 36:17
  to
• 36:17
  put
• 36:17
  in
• 36:17
  place
• 36:18
  to
• 36:18
  make
• 36:18
  sure
• 36:18
  that
• 36:19
  it's
• 36:19
  ready?
• 36:19
  So
• 36:19
  if
• 36:19
  you
• 36:19
  give
• 36:20
  me
• 36:21
  like
• 36:22
  a
• 36:22
  couple
• 36:22
  months
• 36:23
  to
• 36:23
  just
• 36:23
  sort
• 36:24
  of
• 36:24
  get
• 36:24
  that
• 36:24
  together.
• 36:25
  This
• 36:25
  is
• 36:25
  if
• 36:25
  you're
• 36:25
  in
• 36:26
  a,
• 36:26
  like
• 36:26
  I
• 36:26
  gotta
• 36:26
  get.
• 36:27
  I
• 36:27
  get
• 36:27
  a
• 36:27
  lot
• 36:27
  of
• 36:27
  calls
• 36:27
  from
• 36:28
  founders
• 36:28
  who
• 36:28
  are
• 36:28
  like,
• 36:28
  I'm
• 36:28
  gonna
• 36:29
  close
• 36:29
  this.
• 36:29
  I
• 36:29
  just
• 36:29
  wanna
• 36:30
  sell
• 36:30
  it
• 36:30
  off,
• 36:30
  get
• 36:30
  me
• 36:30
  out.
• 36:31
  It's
• 36:31
  my
• 36:31
  least
• 36:32
  favorite
• 36:32
  to
• 36:32
  do
• 36:32
  because
• 36:32
  I'm
• 36:33
  sad
• 36:33
  that
• 36:33
  they
• 36:33
  won't
• 36:33
  make
• 36:34
  as
• 36:34
  much.
• 36:34
  But
• 36:34
  it's
• 36:34
  also
• 36:35
  very
• 36:35
  rewarding
• 36:36
  because
• 36:36
  I'm
• 36:36
  helping
• 36:36
  them.
• 36:37
  We
• 36:37
  place
• 36:37
  a
• 36:37
  fair
• 36:37
  market
• 36:38
  value
• 36:38
  on
• 36:38
  it
• 36:38
  and
• 36:38
  then
• 36:38
  we
• 36:39
  can
• 36:39
  call
• 36:39
  up
• 36:39
  people
• 36:40
  who
• 36:40
  are
• 36:40
  competitors,
• 36:41
  call
• 36:41
  up
• 36:41
  people
• 36:42
  who
• 36:42
  you
• 36:42
  think
• 36:42
  might
• 36:43
  be
• 36:43
  apt
• 36:43
  to
• 36:43
  buy
• 36:43
  it.
• 36:44
  You
• 36:44
  don't
• 36:44
  need
• 36:45
  representation
• 36:46
  to
• 36:46
  do
• 36:46
  that.
• 36:47
  If
• 36:47
  you're
• 36:47
  at
• 36:47
  the
• 36:47
  end
• 36:48
  and
• 36:48
  you're
• 36:48
  like,
• 36:48
  I
• 36:48
  gotta
• 36:48
  get
• 36:48
  this
• 36:49
  out,
• 36:49
  you
• 36:49
  can
• 36:50
  facilitate
• 36:50
  it
• 36:50
  yourself.
• 36:51
  Hopefully
• 36:51
  you
• 36:51
  have
• 36:51
  some
• 36:51
  guidance.
• 36:52
  We
• 36:52
  offer
• 36:52
  a
• 36:53
  lot
• 36:53
  of
• 36:53
  guidance
• 36:53
  behind
• 36:53
  the
• 36:54
  scenes
• 36:54
  too,
• 36:54
  but
• 36:56
  really
• 36:57
  don't
• 36:57
  think
• 36:57
  you
• 36:57
  can't.
• 36:58
  There's
• 36:59
  always
• 36:59
  a
• 36:59
  buyer
• 36:59
  for
• 37:00
  something.
• 37:00
  We
• 37:01
  always
• 37:01
  like
• 37:01
  to
• 37:01
  think
• 37:01
  of
• 37:02
  these
• 37:02
  massive
• 37:02
  multimillion
• 37:03
  dollar.
• 37:04
  Oh
• 37:04
  no,
• 37:04
  you
• 37:05
  can
• 37:05
  have
• 37:05
  a
• 37:05
  seven
• 37:06
  figure
• 37:06
  exit.
• 37:06
  You
• 37:06
  can
• 37:06
  have
• 37:07
  a
• 37:07
  six
• 37:07
  figure,
• 37:07
  seven
• 37:07
  figure
• 37:08
  exit.
• 37:08
  It's
• 37:08
  yes,
• 37:09
  definitely.
• 37:10
  Right.
• 37:11
  So
• 37:11
  I
• 37:11
  just
• 37:11
  want
• 37:11
  to
• 37:11
  put
• 37:12
  that
• 37:12
  out
• 37:12
  there
• 37:12
  for
• 37:12
  people
• 37:12
  because
• 37:13
  I
• 37:14
  know
• 37:14
  that
• 37:14
  for
• 37:14
  myself,
• 37:15
  I
• 37:15
  would
• 37:16
  not
• 37:16
  have
• 37:16
  earlier
• 37:17
  in
• 37:17
  my
• 37:17
  career
• 37:18
  have
• 37:18
  even
• 37:18
  considered.
• 37:19
  I
• 37:19
  had
• 37:19
  intellectual
• 37:20
  proper,
• 37:21
  I
• 37:21
  had
• 37:22
  content
• 37:22
  that
• 37:23
  was
• 37:23
  usable,
• 37:24
  frameworks
• 37:24
  that
• 37:24
  could
• 37:25
  have
• 37:25
  been
• 37:25
  sold
• 37:26
  that
• 37:26
  I
• 37:26
  never
• 37:27
  sold.
• 37:27
  And
• 37:28
  I
• 37:28
  just
• 37:28
  stepped
• 37:29
  out.
• 37:29
  I
• 37:29
  was
• 37:29
  having
• 37:30
  a
• 37:30
  baby,
• 37:30
  I
• 37:30
  did,
• 37:31
  you
• 37:31
  know,
• 37:31
  whatever
• 37:31
  it
• 37:31
  was.
• 37:32
  And,
• 37:33
  and,
• 37:33
  and
• 37:33
  I,
• 37:34
  I,
• 37:34
  I
• 37:34
  don't
• 37:35
  regret
• 37:35
  it.
• 37:35
  But
• 37:35
  today
• 37:36
  I
• 37:36
  would
• 37:36
  handle
• 37:37
  it
• 37:37
  so
• 37:37
  differently.
• 37:38
  Especially
• 37:38
  with
• 37:38
  the
• 37:38
  whisper
• 37:39
  group
• 37:39
  out
• 37:39
  there.
• 37:40
  Yes,
• 37:40
  yes,
• 37:40
  yes.
• 37:41
  Well,
• 37:41
  hopefully,
• 37:41
  hopefully
• 37:42
  you
• 37:42
  reach
• 37:42
  out
• 37:42
  and
• 37:43
  don't
• 37:43
  feel
• 37:43
  intimidated
• 37:43
  because
• 37:44
  we
• 37:44
  talk
• 37:44
  to.
• 37:44
  Anyone
• 37:44
  all
• 37:45
  the
• 37:45
  time.
• 37:45
  What
• 37:45
  is
• 37:46
  your
• 37:46
  vision
• 37:46
  now?
• 37:47
  What
• 37:47
  is
• 37:47
  the
• 37:47
  vision
• 37:47
  for
• 37:48
  your
• 37:48
  business,
• 37:49
  for
• 37:49
  you
• 37:49
  personally?
• 37:50
  What
• 37:51
  just
• 37:51
  I
• 37:52
  know
• 37:52
  you're
• 37:52
  so
• 37:52
  excited
• 37:53
  about
• 37:53
  the
• 37:53
  whisper
• 37:53
  group.
• 37:53
  It
• 37:53
  paint
• 37:54
  a
• 37:54
  picture
• 37:54
  for
• 37:54
  me.
• 37:55
  Ten
• 37:55
  years
• 37:55
  out
• 37:56
  there's
• 37:56
  the
• 37:57
  Mary
• 37:57
  Oliver
• 37:58
  poem.
• 37:58
  I
• 37:58
  don't
• 37:58
  know
• 37:58
  if
• 37:59
  you've
• 37:59
  read
• 37:59
  it,
• 37:59
  Summer
• 38:00
  Day.
• 38:00
  And
• 38:00
  if
• 38:01
  she
• 38:01
  asked
• 38:01
  the
• 38:01
  question,
• 38:01
  what
• 38:02
  would
• 38:02
  you
• 38:02
  do
• 38:02
  with
• 38:02
  this
• 38:02
  wild
• 38:02
  and
• 38:03
  wonderful
• 38:03
  day
• 38:03
  or
• 38:03
  this
• 38:04
  life,
• 38:04
  this
• 38:04
  wild
• 38:04
  and
• 38:05
  wonderful
• 38:05
  life?
• 38:05
  When
• 38:06
  you
• 38:06
  think
• 38:06
  about
• 38:07
  your
• 38:07
  gifts
• 38:08
  and
• 38:08
  your
• 38:08
  brilliance
• 38:09
  and
• 38:10
  your
• 38:10
  connections
• 38:11
  and
• 38:11
  your
• 38:12
  resources,
• 38:13
  what
• 38:13
  would
• 38:13
  you
• 38:13
  like
• 38:14
  to
• 38:14
  do
• 38:14
  with
• 38:15
  this
• 38:15
  wild
• 38:15
  and
• 38:15
  wonderful
• 38:16
  life
• 38:16
  of
• 38:16
  yours
• 38:16
  over
• 38:17
  the
• 38:17
  next
• 38:17
  10
• 38:17
  years?
• 38:19
  I
• 38:20
  think
• 38:20
  over
• 38:20
  the
• 38:20
  next
• 38:21
  10
• 38:21
  years,
• 38:21
  I
• 38:21
  would
• 38:22
  like
• 38:22
  to
• 38:22
  help
• 38:23
  thousands
• 38:24
  of
• 38:24
  women
• 38:25
  make
• 38:26
  more
• 38:26
  money
• 38:26
  through
• 38:27
  the
• 38:27
  sale
• 38:27
  of
• 38:27
  businesses
• 38:28
  that
• 38:28
  they
• 38:28
  never
• 38:28
  knew
• 38:29
  were
• 38:29
  sellable.
• 38:29
  Here's
• 38:30
  who
• 38:30
  Carrie
• 38:30
  is.
• 38:31
  She
• 38:31
  helped
• 38:31
  close
• 38:32
  the
• 38:32
  exit
• 38:32
  gap.
• 38:32
  And
• 38:33
  I
• 38:33
  think
• 38:33
  for
• 38:33
  me,
• 38:33
  that's
• 38:34
  beautiful.
• 38:34
  What
• 38:34
  happens
• 38:35
  with
• 38:35
  the
• 38:36
  company
• 38:36
  itself
• 38:37
  happens
• 38:38
  with
• 38:38
  the
• 38:38
  collective.
• 38:39
  What
• 38:39
  happens
• 38:39
  with
• 38:39
  all
• 38:39
  of
• 38:39
  it?
• 38:40
  We'll
• 38:40
  see.
• 38:40
  You
• 38:41
  know,
• 38:41
  it
• 38:41
  could
• 38:41
  be
• 38:41
  a
• 38:41
  million
• 38:41
  different
• 38:42
  things,
• 38:42
  but
• 38:43
  at
• 38:43
  the
• 38:43
  end
• 38:43
  of
• 38:43
  the
• 38:43
  day,
• 38:44
  I
• 38:44
  want
• 38:45
  to
• 38:45
  help
• 38:45
  women
• 38:46
  feel
• 38:46
  less
• 38:46
  alone
• 38:47
  and
• 38:48
  more
• 38:50
  able
• 38:50
  to
• 38:51
  stand
• 38:51
  in
• 38:51
  that
• 38:51
  room
• 38:52
  and
• 38:52
  get
• 38:52
  what
• 38:53
  they
• 38:53
  absolutely
• 38:54
  deserve.
• 38:57
  Less
• 38:57
  alone
• 38:57
  and
• 38:58
  help
• 38:58
  close
• 38:58
  the
• 38:59
  exit
• 38:59
  gap
• 39:00
  and
• 39:00
  help
• 39:00
  more
• 39:00
  women
• 39:02
  get
• 39:02
  what
• 39:02
  they
• 39:02
  deserve.
• 39:03
  I
• 39:03
  love
• 39:03
  that.
• 39:04
  Okay,
• 39:05
  so
• 39:05
  you
• 39:05
  just
• 39:06
  launched
• 39:06
  a
• 39:06
  book,
• 39:07
  the
• 39:07
  Whisper
• 39:08
  Way.
• 39:09
  Look
• 39:10
  how
• 39:10
  beautiful
• 39:10
  it
• 39:10
  is.
• 39:10
  Now
• 39:11
  read
• 39:11
  this
• 39:12
  subtitle
• 39:12
  because
• 39:12
  I
• 39:13
  don't
• 39:13
  remember
• 39:13
  it.
• 39:14
  Don't
• 39:14
  you
• 39:14
  worry
• 39:14
  because
• 39:15
  I
• 39:15
  always
• 39:15
  have
• 39:15
  to
• 39:16
  look.
• 39:16
  Let's
• 39:17
  see
• 39:17
  the
• 39:18
  Whisper
• 39:18
  Way
• 39:19
  the
• 39:19
  secret
• 39:19
  formula
• 39:20
  for
• 39:20
  women
• 39:21
  entrepreneurs
• 39:21
  to
• 39:22
  scale
• 39:22
  and
• 39:22
  sell
• 39:23
  for
• 39:23
  life
• 39:23
  changing
• 39:24
  money.
• 39:25
  Love
• 39:26
  that.
• 39:26
  So
• 39:27
  book
• 39:27
  is
• 39:27
  fun.
• 39:28
  It's
• 39:28
  a.
• 39:29
  It's
• 39:29
  a
• 39:29
  mix
• 39:29
  of
• 39:30
  fiction
• 39:31
  meets
• 39:32
  implementation
• 39:33
  guide
• 39:33
  meets
• 39:33
  real
• 39:33
  life
• 39:34
  examples.
• 39:34
  So
• 39:35
  it
• 39:35
  starts
• 39:35
  off
• 39:35
  with
• 39:36
  seven
• 39:36
  women
• 39:37
  that
• 39:37
  are
• 39:37
  fictional
• 39:37
  that
• 39:38
  come
• 39:38
  together
• 39:38
  on
• 39:38
  a
• 39:38
  retreat
• 39:39
  hosted
• 39:40
  by
• 39:40
  a
• 39:40
  woman
• 39:40
  named
• 39:40
  Ramona
• 39:41
  who
• 39:41
  is
• 39:41
  like
• 39:41
  the
• 39:42
  alter
• 39:42
  ego
• 39:42
  of
• 39:42
  me.
• 39:43
  She's
• 39:43
  like
• 39:43
  hippie
• 39:43
  me.
• 39:44
  She's
• 39:44
  me
• 39:44
  if
• 39:44
  I
• 39:44
  had
• 39:44
  no
• 39:45
  anxiety
• 39:45
  and
• 39:46
  just
• 39:46
  living
• 39:46
  on
• 39:46
  a
• 39:46
  farm.
• 39:47
  The
• 39:47
  women
• 39:48
  all
• 39:48
  have
• 39:48
  different
• 39:48
  businesses
• 39:49
  and
• 39:50
  go
• 39:50
  through
• 39:50
  these
• 39:50
  workshops
• 39:51
  to
• 39:51
  determine
• 39:51
  each
• 39:52
  of
• 39:52
  them
• 39:52
  have
• 39:52
  a
• 39:52
  challenge
• 39:53
  related
• 39:53
  to
• 39:53
  one
• 39:53
  of
• 39:53
  the
• 39:53
  areas
• 39:54
  of
• 39:54
  Whisper
• 39:55
  in
• 39:55
  each
• 39:55
  section.
• 39:56
  When
• 39:56
  we
• 39:56
  get
• 39:57
  to
• 39:57
  those
• 39:57
  challenges,
• 39:57
  we
• 39:58
  do
• 39:58
  real
• 39:58
  life
• 39:58
  implementation
• 39:59
  for
• 39:59
  how
• 39:59
  to
• 39:59
  find
• 39:59
  your
• 39:59
  why,
• 40:00
  how
• 40:00
  to
• 40:00
  hone
• 40:00
  in
• 40:01
  on
• 40:01
  your
• 40:01
  income,
• 40:02
  secure
• 40:02
  your
• 40:02
  secret
• 40:02
  sauce,
• 40:03
  perfect
• 40:03
  your
• 40:04
  profit,
• 40:04
  elevate
• 40:05
  your
• 40:05
  executive
• 40:05
  team
• 40:06
  and
• 40:06
  refine
• 40:06
  your
• 40:06
  roar.
• 40:07
  So
• 40:07
  those
• 40:07
  are
• 40:08
  all
• 40:08
  different
• 40:08
  workshop
• 40:09
  areas
• 40:09
  that
• 40:09
  you
• 40:09
  can
• 40:10
  work
• 40:10
  on
• 40:10
  for
• 40:10
  your
• 40:10
  own
• 40:11
  business.
• 40:11
  And
• 40:12
  then
• 40:12
  I
• 40:12
  use
• 40:12
  a
• 40:12
  real
• 40:12
  life
• 40:13
  example
• 40:13
  of
• 40:13
  an
• 40:13
  entrepreneur
• 40:14
  who's
• 40:14
  done
• 40:14
  each
• 40:15
  and
• 40:15
  so
• 40:15
  that's
• 40:16
  the
• 40:16
  book
• 40:17
  and
• 40:17
  where.
• 40:17
  Do
• 40:17
  we
• 40:17
  get
• 40:17
  it
• 40:18
  the
• 40:18
  Whisper
• 40:18
  Way?
• 40:18
  Everywhere.
• 40:19
  Barnes
• 40:19
  and
• 40:19
  Noble,
• 40:20
  Amazon,
• 40:20
  everywhere.
• 40:20
  But
• 40:20
  you
• 40:20
  can
• 40:21
  go
• 40:21
  to
• 40:21
  the
• 40:21
  whisperway.com
• 40:22
  too
• 40:22
  because
• 40:22
  there's
• 40:22
  some
• 40:22
  free
• 40:23
  bonuses
• 40:23
  there
• 40:23
  too.
• 40:24
  There's
• 40:24
  some
• 40:24
  video
• 40:24
  content
• 40:25
  you
• 40:25
  get
• 40:25
  when
• 40:25
  you
• 40:25
  buy
• 40:25
  it
• 40:26
  there.
• 40:26
  I
• 40:26
  love
• 40:27
  it.
• 40:27
  The
• 40:27
  Whisperway.
• 40:28
  Go
• 40:28
  there
• 40:28
  because
• 40:29
  then
• 40:29
  you
• 40:29
  can
• 40:29
  get
• 40:29
  some
• 40:30
  good
• 40:30
  content.
• 40:31
  Buy
• 40:31
  the
• 40:31
  book
• 40:31
  the
• 40:32
  Whisper
• 40:32
  Way.
• 40:33
  Carrie
• 40:33
  Kirpin
• 40:35
  Is
• 40:35
  there
• 40:35
  anything
• 40:35
  else
• 40:36
  that
• 40:36
  we
• 40:36
  can
• 40:36
  learn
• 40:37
  about
• 40:37
  how
• 40:37
  to
• 40:37
  connect
• 40:37
  with
• 40:38
  you?
• 40:38
  I'm
• 40:39
  on
• 40:39
  all
• 40:39
  social
• 40:39
  media.
• 40:40
  I
• 40:41
  spent
• 40:41
  a
• 40:41
  year
• 40:42
  building
• 40:42
  up
• 40:42
  that
• 40:43
  platform
• 40:43
  in
• 40:43
  a
• 40:43
  deep
• 40:44
  and
• 40:44
  meaningful
• 40:44
  way.
• 40:44
  I
• 40:44
  post
• 40:44
  content
• 40:45
  every
• 40:45
  single
• 40:45
  day,
• 40:47
  which
• 40:47
  is
• 40:48
  a
• 40:48
  lot.
• 40:48
  So
• 40:48
  come
• 40:49
  follow
• 40:49
  me
• 40:50
  and
• 40:51
  engage
• 40:51
  with
• 40:51
  the
• 40:51
  content.
• 40:52
  I
• 40:52
  put
• 40:52
  stuff
• 40:52
  out.
• 40:53
  You
• 40:53
  know,
• 40:53
  ask
• 40:53
  a
• 40:53
  question
• 40:53
  anytime
• 40:54
  and
• 40:54
  I
• 40:54
  will
• 40:54
  answer
• 40:55
  it.
• 40:56
  Thank
• 40:56
  you
• 40:56
  Carrie.
• 40:57
  Thank
• 40:57
  you
• 40:57
  so
• 40:58
  much
• 40:59
  for
• 40:59
  joining
• 40:59
  us
• 40:59
  on
• 40:59
  the
• 41:00
  wishes.
• 41:01
  You
• 41:01
  are
• 41:01
  a
• 41:01
  gift.
• 41:03
  I
• 41:03
  can't
• 41:03
  wait
• 41:03
  to
• 41:04
  have
• 41:04
  more
• 41:04
  fun
• 41:04
  with
• 41:04
  you.
• 41:06
  Go
• 41:06
  to
• 41:06
  more
• 41:06
  events.
• 41:07
  It's
• 41:07
  going
• 41:08
  to
• 41:08
  be
• 41:08
  really
• 41:08
  fun.
• 41:09
  And
• 41:09
  to
• 41:09
  all
• 41:09
  of
• 41:09
  our
• 41:09
  listeners,
• 41:10
  be
• 41:10
  sure
• 41:11
  to
• 41:11
  check
• 41:12
  out
• 41:12
  the
• 41:13
  Whisper
• 41:13
  Way.
• 41:14
  Be
• 41:14
  sure
• 41:14
  to
• 41:15
  follow
• 41:15
  Carrie
• 41:15
  Kirpin
• 41:16
  and
• 41:16
  all
• 41:16
  her
• 41:17
  socials
• 41:17
  which
• 41:17
  you'll
• 41:17
  find
• 41:18
  in
• 41:18
  the
• 41:18
  description
• 41:18
  below.
• 41:19
  And
• 41:20
  be
• 41:20
  sure
• 41:20
  to
• 41:20
  find
• 41:20
  a
• 41:21
  community
• 41:22
  of
• 41:22
  other
• 41:22
  wonderful
• 41:23
  women
• 41:23
  founders.
• 41:24
  Whether
• 41:24
  it's
• 41:24
  with
• 41:24
  her,
• 41:25
  whether
• 41:25
  it's
• 41:25
  on
• 41:25
  a
• 41:26
  force
• 41:26
  for
• 41:26
  good,
• 41:26
  wherever
• 41:27
  you
• 41:27
  can
• 41:27
  find.
• 41:28
  We
• 41:28
  know
• 41:29
  each
• 41:29
  other
• 41:29
  through
• 41:29
  several
• 41:30
  we
• 41:30
  can
• 41:30
  help
• 41:30
  each
• 41:31
  other
• 41:31
  out.
• 41:31
  So
• 41:32
  be
• 41:32
  sure
• 41:32
  to
• 41:32
  follow
• 41:33
  like
• 41:33
  and
• 41:33
  share
• 41:33
  the
• 41:34
  wisdom
• 41:34
  of
• 41:34
  women.
• 41:35
  Show
• 41:35
  on
• 41:35
  whatever
• 41:35
  your
• 41:36
  favorite
• 41:36
  listening
• 41:36
  and
• 41:37
  viewing
• 41:37
  platform
• 41:37
  is
• 41:38
  and
• 41:38
  to
• 41:38
  infuse
• 41:39
  more
• 41:39
  wisdom
• 41:40
  into
• 41:40
  your
• 41:40
  business,
• 41:41
  take
• 41:41
  the
• 41:42
  Growth
• 41:42
  Readiness
• 41:42
  Quiz
• 41:43
  at
• 41:43
  FFORCE
• 41:44
  for
• 41:44
  Good
• 41:44
  Biz
• 41:45
  Quiz
• 41:46
  and
• 41:46
  uncover
• 41:47
  where
• 41:47
  your
• 41:47
  insight
• 41:48
  is
• 41:48
  needed
• 41:49
  most.
• 41:49
  The
• 41:50
  world
• 41:50
  is
• 41:51
  made
• 41:51
  better
• 41:52
  by
• 41:52
  women
• 41:52
  led
• 41:53
  business.
• 41:54
  So
• 41:54
  let's
• 41:54
  all
• 41:54
  go
• 41:54
  make
• 41:55
  the
• 41:55
  world
• 41:55
  a
• 41:55
  better
• 41:56
  place.
• 41:57
  Cheers.