Latest / Business Roundtable / Eliminating Business Friction with Ryan Chute

Transcript

Eliminating Business Friction with Ryan Chute · Business Roundtable

• 0:02
  Speaker 1: Hold on, didn't didn't loop it? Let me try again.
• 0:05
  Speaker 1: Let me you should add that in there. Make sure
• 0:08
  Speaker 1: my little media is that is.
• 0:10
  Speaker 2: Oh, that's why I didn't put that in there.
• 0:44
  Speaker 3: All right.
• 0:44
  Speaker 1: Welcome to the Business round Table podcast. I'm your host,
• 0:47
  Speaker 1: David Carr Steward your business. We have another great guest
• 0:51
  Speaker 1: here this week.
• 0:52
  Speaker 3: Ryan.
• 0:52
  Speaker 1: Shoot, I'm super excited to have Ryan on here. You're
• 0:54
  Speaker 1: going to get a totally different respective on some things
• 0:56
  Speaker 1: we haven't talked. We've talked about marketing and branding, but
• 0:59
  Speaker 1: I think you're gonna get a hold from perspective here today.
• 1:01
  Speaker 3: Welcome to the podcast. Ryan.
• 1:03
  Speaker 4: Hey, David, thank you so much for having me. I'm
• 1:05
  Speaker 4: grateful to be here.
• 1:06
  Speaker 3: Yeah, I know, super super happy to have you here.
• 1:09
  Speaker 1: Because when we were talking Ryan, were preparing for this
• 1:13
  Speaker 1: podcast about a month ago, and we were talking about
• 1:15
  Speaker 1: some of the issues that you see and we're getting
• 1:17
  Speaker 1: into the meat of it today from you know, ads
• 1:21
  Speaker 1: and marketing and branding, and what I just thought was, Yeah,
• 1:24
  Speaker 1: this is a unique perspective in a way that maybe
• 1:26
  Speaker 1: I haven't heard the same way, and I'm excited you
• 1:29
  Speaker 1: to share that. But before we get into that, I
• 1:32
  Speaker 1: liked folks to learn a little bit more about you
• 1:34
  Speaker 1: and what brought you Ryan to Wizard of Ads and
• 1:37
  Speaker 1: as a partner and leading this company, because I think
• 1:41
  Speaker 1: I like having what I call the origin story, what
• 1:43
  Speaker 1: led you to and why do you do what you do?
• 1:45
  Speaker 1: And we're going to get into the weeds of it today.
• 1:47
  Speaker 1: So Ryan, if you don't mind, just take us back
• 1:49
  Speaker 1: a little bit about your journey as a business owner.
• 1:52
  Speaker 3: Yeah.
• 1:52
  Speaker 4: Absolutely, well look at it. I'm super blessed to be
• 1:55
  Speaker 4: able to run an eight figure agency today with the
• 1:57
  Speaker 4: Wizard of Ads helping companies grow other businesses. I'm a
• 2:01
  Speaker 4: big proponent of marketing is far too important to be
• 2:04
  Speaker 4: left to a marketing department, and like to look at
• 2:06
  Speaker 4: things holistically, but life wasn't always that way. In twenty
• 2:11
  Speaker 4: fifteen is when I met Roy Williams and he's the
• 2:14
  Speaker 4: Wizard of Ads and he had a as a giant
• 2:17
  Speaker 4: sixteenth century Spanish tower standing on the hill in Austin, Texas,
• 2:21
  Speaker 4: and I went to a class of his after reading
• 2:24
  Speaker 4: his books and his Monday Morning Memo for twenty years,
• 2:27
  Speaker 4: and it was a really transformational moment for me. It
• 2:31
  Speaker 4: was just one of those times when I just realized
• 2:34
  Speaker 4: my life has been a grind.
• 2:36
  Speaker 3: It has been just an.
• 2:38
  Speaker 4: Absolute battle every single day, day in and day out,
• 2:42
  Speaker 4: living transactionally in a friction filled world. You know, I
• 2:47
  Speaker 4: came from the gulags of retail, where you have bad
• 2:50
  Speaker 4: bosses and moral behavior and everything is based on performance.
• 2:56
  Speaker 4: It's feasted and all of the challenges that come with
• 3:00
  Speaker 4: with you know that nature of business. And Uh, I
• 3:05
  Speaker 4: spent time living around despicable acts as much as I
• 3:10
  Speaker 4: have weaponized fear, shame and guilt. And I was I was,
• 3:17
  Speaker 4: I was mimicking that that behavior.
• 3:19
  Speaker 3: I was.
• 3:20
  Speaker 4: I was a bad leader. I was a I was
• 3:22
  Speaker 4: a deadly manager. I was very proficient at what I did.
• 3:25
  Speaker 4: I got results, but I got results with a stick,
• 3:29
  Speaker 4: not a carrot. And ultimately, when I got to meet Roy, uh,
• 3:38
  Speaker 4: the perspective of brand Yeah is entrenched in relational thinking,
• 3:44
  Speaker 4: which is entrenched in in thriving nature and and mindset.
• 3:51
  Speaker 4: And and it's really had me start reflecting on you know,
• 3:55
  Speaker 4: this idea of of what I was doing. I was
• 3:59
  Speaker 4: getting results transactionally, but it was constantly changing, it was
• 4:04
  Speaker 4: constantly guarding the vault. It was felt like I was
• 4:08
  Speaker 4: being productive and successful in the aggregate, but really to
• 4:13
  Speaker 4: look back now fifteen years gosh, ten years later, since
• 4:18
  Speaker 4: twenty fifteen, it's dramatic how much my life has changed.
• 4:25
  Speaker 4: To recognize the things that cause friction in a business
• 4:31
  Speaker 4: with customers, with co workers, frankly, with ourselves as individuals
• 4:36
  Speaker 4: looking inward. And while I by no means have perfected it,
• 4:42
  Speaker 4: I needed to do this to train myself as much
• 4:46
  Speaker 4: as I needed to recognize that this is the thing
• 4:48
  Speaker 4: that got in a lot of people's way and can
• 4:51
  Speaker 4: improve their lives as leaders.
• 4:53
  Speaker 3: Yeah.
• 4:54
  Speaker 1: Well, I think that's why I want you to share
• 4:55
  Speaker 1: a little bit about that, Ryan, because as you know too,
• 5:00
  Speaker 1: you know, I lead from what I live, and I
• 5:01
  Speaker 1: that's what I want people to hear, like, Ryan, you're
• 5:03
  Speaker 1: living this out. This isn't just like oh I just
• 5:06
  Speaker 1: came up with this. I I've been going through this
• 5:08
  Speaker 1: process and and I really appreciate that. And that's what
• 5:11
  Speaker 1: I love to have voices like yours on the podcast
• 5:14
  Speaker 1: to share to those as like, Okay, this is not
• 5:16
  Speaker 1: just you know, Ran didn't just do this overnight. This
• 5:18
  Speaker 1: has been something he's been working on for years. And
• 5:21
  Speaker 1: that's where you're going to be able to lean in
• 5:23
  Speaker 1: and get some great insights from Ryan today, like how
• 5:26
  Speaker 1: can you shift Like you said, just I think people
• 5:29
  Speaker 1: maybe take too loosely at times marketing and how we
• 5:32
  Speaker 1: do this and how we get the messages I know
• 5:34
  Speaker 1: I have, And so having somebody like you Ryan give
• 5:36
  Speaker 1: a different perspective and challenge us how we show up
• 5:40
  Speaker 1: in our companies and how we're leading and getting that
• 5:45
  Speaker 1: message is really important. So yeah, you know, and we're
• 5:49
  Speaker 1: going to dive into that because you know you're going
• 5:52
  Speaker 1: to talk. I know, and I've had some other folks
• 5:53
  Speaker 1: in sales, not so much in marketing but recently on sales,
• 5:56
  Speaker 1: but same kind of thing. You know, how we manipulate
• 5:58
  Speaker 1: that can be manipulative and use these tactics that are
• 6:01
  Speaker 1: not really you know, maybe they might be able to
• 6:04
  Speaker 1: get some results in the short term, but this is
• 6:06
  Speaker 1: not a legacy.
• 6:07
  Speaker 3: They go up live and I see so much today
• 6:11
  Speaker 3: and it's like, man, how can we do it better?
• 6:14
  Speaker 1: How can we have greater influence right and and and
• 6:18
  Speaker 1: make something that's really meaningful? And I think that's what
• 6:21
  Speaker 1: you've been working on again, that's why we have some
• 6:24
  Speaker 1: wizard of ads and just in your background, and I
• 6:26
  Speaker 1: really liked, like when I'm led with this episode of
• 6:29
  Speaker 1: like you talked about friction, we talked a lot about
• 6:31
  Speaker 1: that and and where there's friction and meaning that things
• 6:35
  Speaker 1: should be able to flow better, and how can we
• 6:38
  Speaker 1: do that, how can we make it to that from
• 6:40
  Speaker 1: my persecutive I'm looking at people, you're looking at the
• 6:43
  Speaker 1: same thing with people, But how we're in creating the
• 6:45
  Speaker 1: messaging the ads, right, And I'm excited for you to
• 6:49
  Speaker 1: share a little bit more about, you know, how do
• 6:52
  Speaker 1: we come up with a strategy in branding versus just
• 6:58
  Speaker 1: kind of throwing things at the wall Ryan and just
• 7:00
  Speaker 1: trying to like, oh, what's the newest, the greatest thing? Uh,
• 7:03
  Speaker 1: you know, and so maybe just talk with us about
• 7:06
  Speaker 1: you know where you had you mentioned a little bit
• 7:09
  Speaker 1: about this this turning point where you we talked about
• 7:13
  Speaker 1: like you recognize the friction, and now we're like, no,
• 7:15
  Speaker 1: I'm moving, I'm not along of the I want to
• 7:17
  Speaker 1: start thinking more forward thinking and how we're going to
• 7:20
  Speaker 1: do this, and I want to reduce the friction. I
• 7:22
  Speaker 1: don't want to be the bottle that talk to us
• 7:23
  Speaker 1: a little bit about how can we start to help
• 7:26
  Speaker 1: in in marketing and branding, you know, reduce the friction.
• 7:30
  Speaker 4: Yeah, that's it's it's think of it this way, maybe
• 7:34
  Speaker 4: for the visual folks in the in the room. Is
• 7:36
  Speaker 4: is removing friction from the flywheel. If if we think
• 7:40
  Speaker 4: of the physics of friction and the physics of a
• 7:43
  Speaker 4: flywheel and how we want to get it to go
• 7:45
  Speaker 4: faster and build momentum and inertia. We have to take
• 7:50
  Speaker 4: the rust off the flywheel. We have to make sure
• 7:53
  Speaker 4: that the parts aren't in they're not causing friction, but
• 8:00
  Speaker 4: they might be intention with each other. So tension is important,
• 8:05
  Speaker 4: but friction is not good.
• 8:07
  Speaker 1: That's a great Yeah, that's a great analogy. Right, Yeah,
• 8:10
  Speaker 1: you need both. You need you need that.
• 8:13
  Speaker 3: You have to have some tension in there with the
• 8:14
  Speaker 3: Flywell won't.
• 8:15
  Speaker 4: Work right, it'll be sloppy and messy and it won't
• 8:17
  Speaker 4: it won't get that speed up. And what we're talking
• 8:20
  Speaker 4: about here is the speed is your profitability, right, how
• 8:23
  Speaker 4: much can you make more money? And that's your flywheel
• 8:27
  Speaker 4: going faster and accelerating your money mechanism. The resistance, the friction,
• 8:32
  Speaker 4: that's all the expense to your business, both in money, effort,
• 8:36
  Speaker 4: and time because those resources are a drag. If you
• 8:39
  Speaker 4: put too much weight in the system, What I mean
• 8:42
  Speaker 4: by that is if you have too many employees, or
• 8:45
  Speaker 4: too many systems, or too many get out of jail
• 8:48
  Speaker 4: free cards what we call the weasel words at Wizard
• 8:51
  Speaker 4: of Ads, Right, you're creating friction that doesn't need to
• 8:55
  Speaker 4: be there. Instead, you need to create an operation that
• 8:58
  Speaker 4: eliminates as many of those get out of jail free
• 9:01
  Speaker 4: cards as you can for both of these lies and
• 9:04
  Speaker 4: and and the customers.
• 9:05
  Speaker 1: Right, No, absolutely, Ryan, I mean I think there is
• 9:10
  Speaker 1: breaking that down and then coming up with a strategy.
• 9:12
  Speaker 1: How do we rather than and here sometimes we make
• 9:16
  Speaker 1: the mistake, like you said, of maybe throwing things that
• 9:18
  Speaker 1: maybe making it more complicated.
• 9:19
  Speaker 3: We're like, hey, that's not the right answer.
• 9:21
  Speaker 1: Let's like take the slow it down a little bit,
• 9:23
  Speaker 1: break it down, and I think you know, like thinking
• 9:27
  Speaker 1: forward if you will, So how would you know what
• 9:30
  Speaker 1: would when we're looking at When you say this to Ryan,
• 9:33
  Speaker 1: to me, I hear like, oh, I like the word holistic.
• 9:36
  Speaker 1: Are we looking at this thing holistic versus just my
• 9:39
  Speaker 1: little part here, my little part there?
• 9:41
  Speaker 3: What does that actually mean? Ryan? To you and working
• 9:43
  Speaker 3: with clients.
• 9:45
  Speaker 4: Yeah, you know, the one of the biggest things to
• 9:47
  Speaker 4: recognize in businesses is that you know, for years, we've
• 9:51
  Speaker 4: created silos, and that typically comes from corporate strategy, and
• 9:56
  Speaker 4: that's mainly because you have a bunch of people who
• 9:59
  Speaker 4: are absolutely terrified to lose their job and doing everything
• 10:02
  Speaker 4: they can to protect it, so they make stupid decisions
• 10:06
  Speaker 4: for the benefit of themselves under the guise of the
• 10:09
  Speaker 4: greater good. What you're actually getting is watered down nonsense
• 10:13
  Speaker 4: nine times out of ten. And what we're really looking
• 10:17
  Speaker 4: to solve here is how do we make it great
• 10:20
  Speaker 4: on all fronts well when it comes to the culture
• 10:24
  Speaker 4: and experience standpoint. This is something that my partner, Ray
• 10:27
  Speaker 4: Segren taught me. One of the main reasons why I've
• 10:30
  Speaker 4: become a Wizard of AD's partner was because of Ray,
• 10:33
  Speaker 4: and he talks about your brand are the stories that
• 10:36
  Speaker 4: we tell to the world to let them know what
• 10:39
  Speaker 4: you stand forward and stand against. And it's the culture
• 10:44
  Speaker 4: that drives the experience that the customer is going to have.
• 10:49
  Speaker 4: So it's crucial that our brand is in alignment with
• 10:51
  Speaker 4: our culture. Our culture is in alignment with our brand,
• 10:54
  Speaker 4: and that indeed the culture is delivering on the experience.
• 10:58
  Speaker 4: And where I took it from there was the thing
• 11:03
  Speaker 4: we need to focus on then first, the center of
• 11:05
  Speaker 4: our strategy needs to start with our culture. And the
• 11:09
  Speaker 4: first person to do that is the person whose intentions matter, right,
• 11:14
  Speaker 4: the leader, the person who chose to start this thing
• 11:18
  Speaker 4: and run it a certain way.
• 11:20
  Speaker 3: Right. Yeah.
• 11:22
  Speaker 1: Well, and I, as you know, Ryan, I work with
• 11:25
  Speaker 1: companies and their teams, and what I found is oftentimes
• 11:29
  Speaker 1: companies miss the mark by not different really defining culture clearly.
• 11:34
  Speaker 3: Their values are not clear. And this cascades in a
• 11:38
  Speaker 3: lot of different ways.
• 11:39
  Speaker 1: I mean, as an example, I had had insurance broker
• 11:43
  Speaker 1: on the podcast, Ryan, and he's like, I'm trying to
• 11:45
  Speaker 1: go get you insurance and you can't explain to me
• 11:47
  Speaker 1: all of the things that you do.
• 11:48
  Speaker 3: What do you essentially Standford?
• 11:50
  Speaker 1: Give me your story narrative because I'm trying to go
• 11:52
  Speaker 1: to bad for you, but you can't explain this to me.
• 11:54
  Speaker 1: You can't explain this to me. How are your team
• 11:57
  Speaker 1: for your customers eperiencing right? Like you said, the external
• 12:01
  Speaker 1: experience or internal experience?
• 12:03
  Speaker 3: Right?
• 12:04
  Speaker 4: You know what, It's funny you say that because it
• 12:06
  Speaker 4: really does boil down to some really astoundingly obvious truths
• 12:12
  Speaker 4: when you say them out loud and they're not true
• 12:15
  Speaker 4: or obvious until you just kind of say that the
• 12:17
  Speaker 4: obvious things and that's the human beings. The brain is
• 12:21
  Speaker 4: designed to cope. It is not designed to thrive in
• 12:25
  Speaker 4: the think complex it is it is. It takes extra
• 12:28
  Speaker 4: effort to do those things. As leaders, our job is
• 12:32
  Speaker 4: to create an environment to make it astoundingly easy for
• 12:36
  Speaker 4: people to do their jobs by doing the hard work
• 12:40
  Speaker 4: for them upfront, from curating your inventory and pricing, to
• 12:45
  Speaker 4: calculating your compensation package, to leaning into internal motivators versus
• 12:51
  Speaker 4: external motivators, to heck, even how we measure people right
• 12:55
  Speaker 4: and holding them accountable to the things they can control,
• 12:59
  Speaker 4: not the things they can't right.
• 13:02
  Speaker 1: Yeah, absolutely, So can you give me an example, I mean,
• 13:07
  Speaker 1: like a brand or one that you've worked with, Ryan
• 13:10
  Speaker 1: of like where they've lived this out, they've got that
• 13:12
  Speaker 1: alignment of you know, the internal alignment that leads to
• 13:15
  Speaker 1: that external residence where you've work with somebody that got
• 13:20
  Speaker 1: that right.
• 13:22
  Speaker 4: Yeah, there's you know, there's a company in the Carolinas
• 13:24
  Speaker 4: that is it has been doing a ton of work
• 13:29
  Speaker 4: around making things easier for their salespeople so that they
• 13:34
  Speaker 4: can make it easier for their customers. One of the
• 13:37
  Speaker 4: things that I worked on with them about four months
• 13:39
  Speaker 4: ago when we were at our annual retreat. Was the
• 13:43
  Speaker 4: club membership that they have now, A club membership in
• 13:46
  Speaker 4: a home service space. HVAC and Plumbing soon to be
• 13:50
  Speaker 4: Electrical is a company that wants to be able to
• 13:53
  Speaker 4: deliver perks and services to make sure that the customer's
• 13:57
  Speaker 4: equipment stays maintained for the long term. Now, some people
• 14:02
  Speaker 4: use that to weaponize against customers, to make it a
• 14:04
  Speaker 4: sales opportunity every time they show up, and other companies
• 14:08
  Speaker 4: make it a true perk and really lean into taking
• 14:12
  Speaker 4: care of club members before they take care of of
• 14:15
  Speaker 4: randos in the canoe.
• 14:16
  Speaker 3: Right.
• 14:18
  Speaker 4: So, at the end of the day, we want new
• 14:20
  Speaker 4: customers to step into our family, but not everyone's going
• 14:23
  Speaker 4: to be part of our membership, and that's okay. We're
• 14:26
  Speaker 4: looking for the people who want to do business the
• 14:28
  Speaker 4: way we do business. So what can we do to
• 14:32
  Speaker 4: make it so astoundingly easy for the customer to go, oh,
• 14:35
  Speaker 4: I want to be a part of that. Yeah, it
• 14:38
  Speaker 4: starts with elevating the perks, minimizing the cost of the membership,
• 14:44
  Speaker 4: making it just so astoundingly obvious that it's a no
• 14:48
  Speaker 4: brainer to to have advantage of this thing and then
• 14:51
  Speaker 4: to be ultra generous well before it pays off until
• 14:55
  Speaker 4: such time as they need something because something is broken.
• 14:59
  Speaker 4: That's how home services should work anyway. We shouldn't be
• 15:03
  Speaker 4: going into people's houses and trying to find things that
• 15:08
  Speaker 4: that that could be replaced or repaired without real any
• 15:11
  Speaker 4: necessary need. And these folks did that well. Last month
• 15:15
  Speaker 4: they had their largest month. They broke over two million
• 15:18
  Speaker 4: dollars in revenue.
• 15:20
  Speaker 3: Wow.
• 15:21
  Speaker 4: Nineteen nine percent of their clients nineteen nine percent of
• 15:24
  Speaker 4: their clients were club members.
• 15:27
  Speaker 3: Wow.
• 15:30
  Speaker 4: There's nobody else that's doing that in America to day
• 15:32
  Speaker 4: that I have heard.
• 15:33
  Speaker 1: No, I haven't heard that. I mean most people are
• 15:36
  Speaker 1: turned I mean, like you said, they're turned off by
• 15:38
  Speaker 1: club things or membership because they're like they're going to
• 15:40
  Speaker 1: be upsold something else or whatever.
• 15:43
  Speaker 4: It's Yeah, come here so that I can take advantage
• 15:45
  Speaker 4: of you. Oh and by the way, when we go
• 15:47
  Speaker 4: to do your maintenance, you're the first person that we're
• 15:49
  Speaker 4: going to take advantage of and change the times on
• 15:51
  Speaker 4: and disrespect your time and disrespect the fact that you
• 15:54
  Speaker 4: had to go to work, and we're going to change
• 15:56
  Speaker 4: the appointments and all this other stuff. When we recognizes
• 16:00
  Speaker 4: that we're removing friction for the customer, which removes friction
• 16:03
  Speaker 4: for the employee. And now what happens. There's a couple
• 16:06
  Speaker 4: of things that's happened, Dave, and you know this instinctively. One,
• 16:11
  Speaker 4: the customers are going to be more complied compelled to
• 16:14
  Speaker 4: buy to the salespeople whoever's selling, it feels like they're
• 16:18
  Speaker 4: telling the truth and they're not betraying themselves.
• 16:21
  Speaker 3: Yep.
• 16:21
  Speaker 4: Membership goes through the roof and retains through the roof,
• 16:25
  Speaker 4: and the customers don't go shopping anymore. They've already mentally
• 16:28
  Speaker 4: checked out of the shopping game. They have a guy.
• 16:32
  Speaker 4: Now now it's our job to maintain that reputation and
• 16:35
  Speaker 4: that respect and protect and defend that. What does that
• 16:41
  Speaker 4: do accelerate growth? Because the flywheel is now moving with
• 16:45
  Speaker 4: a whole bunch of already people who have stuck up
• 16:48
  Speaker 4: their hand and identified themselves as people who want to buy.
• 16:51
  Speaker 3: Now.
• 16:52
  Speaker 1: I think that's great. I mean, being forward like this,
• 16:55
  Speaker 1: helping them get in a place. As you talk through
• 16:58
  Speaker 1: that and they're growing, that's awesome. I mean, their their
• 17:01
  Speaker 1: revenues coming up. But what I found and I'd love
• 17:03
  Speaker 1: to speak of this Ryan over time, you said, and
• 17:07
  Speaker 1: it's not like one it's a one time thing. Because
• 17:09
  Speaker 1: you said, like, hey, sometimes we get silos, and I
• 17:11
  Speaker 1: think particularly when you get the salespeople versus the warehouse
• 17:15
  Speaker 1: versus the ops, you know, they start to separate again
• 17:20
  Speaker 1: and then now it's be against you. It's like, hey,
• 17:23
  Speaker 1: you know you're selling more. Now it's putting more pressure
• 17:25
  Speaker 1: on us vice versa. Talk about your insights where you've
• 17:28
  Speaker 1: seen this kind of breakdown tribes.
• 17:30
  Speaker 4: Well, well, you get bad decisions from from people who
• 17:35
  Speaker 4: have their their motivations, and motivations are traditionally coming from
• 17:41
  Speaker 4: one what the leadership will tolerate in an in an organization,
• 17:46
  Speaker 4: but also what they're willing to ask for out of organize.
• 17:52
  Speaker 4: You know, the departmental organizations. They want to have sales,
• 17:57
  Speaker 4: you know, produce these results no matter what rights it is,
• 18:01
  Speaker 4: come hell or high water, you're going to do this
• 18:03
  Speaker 4: and if you don't, then your your job is at risk.
• 18:06
  Speaker 4: Well that's that's a real challenge that that motivates the salesperson,
• 18:13
  Speaker 4: to say, sales manager, sales leadership to do things and
• 18:16
  Speaker 4: act a certain way. They're willing to do things that
• 18:19
  Speaker 4: are more survival based right, more hunting, more killing to
• 18:23
  Speaker 4: get the job done, despite the fact that once you've
• 18:27
  Speaker 4: killed off you know your food supply, you've got no
• 18:30
  Speaker 4: food left. Right, instead of having an organization built on
• 18:36
  Speaker 4: farming and agriculture thinking, they're building it off off of
• 18:41
  Speaker 4: a single food source of eat and kill, which is
• 18:44
  Speaker 4: a cradle to grave, instead of a life cycle renewable
• 18:47
  Speaker 4: strategy that comes with a different set of metrics that
• 18:50
  Speaker 4: doesn't It's not as sexy, it's not as fast moving,
• 18:53
  Speaker 4: it's not as high revenue as as other companies who
• 18:57
  Speaker 4: are exploiting people. But that's short term thinking that only
• 19:01
  Speaker 4: lasts a certain period of time, and that comes from shareholders,
• 19:06
  Speaker 4: regardless of the structure of those shareholders.
• 19:09
  Speaker 3: Some more.
• 19:11
  Speaker 4: Insistent than others that you either live up to your
• 19:14
  Speaker 4: expectation or you disappear because we're growing a monster to
• 19:19
  Speaker 4: sell it quickly before all of that that recourse comes
• 19:23
  Speaker 4: back and haunts us. We need to have this thing gone.
• 19:27
  Speaker 4: Not a great strategy for a long term business like
• 19:30
  Speaker 4: Essential Home Services.
• 19:32
  Speaker 3: Mm hmm.
• 19:33
  Speaker 1: Yeah, But I mean, and I think I mean, you
• 19:37
  Speaker 1: bring up a good point, Ryan, And I've had a
• 19:39
  Speaker 1: number of folks on here that buy firms, and there's
• 19:42
  Speaker 1: you know, private equity, there's things that are drivers.
• 19:46
  Speaker 3: But if you're the business owner.
• 19:48
  Speaker 1: You've got you've got that direct control or that you're
• 19:51
  Speaker 1: that team and the forum what you're saying, I think
• 19:54
  Speaker 1: it's important to think about the long term. Yeah, there's
• 19:57
  Speaker 1: all the things we can do to kind of game
• 20:01
  Speaker 1: the system, if you will. But I think, like you said,
• 20:04
  Speaker 1: I really like how you said it, like people are
• 20:07
  Speaker 1: doing things if they really are in a place of fear, worry, anxiety,
• 20:12
  Speaker 1: then they're going to do things that are like you said,
• 20:13
  Speaker 1: they're short term decisions, not in the best and they're
• 20:16
  Speaker 1: they're like they're trying to do that, but actually it's
• 20:18
  Speaker 1: even in their own best interests long term, it doesn't work.
• 20:21
  Speaker 1: It's it's just but you're you're bringing up this point
• 20:24
  Speaker 1: of like how can we change that? And I guess
• 20:28
  Speaker 1: you know, getting to the place of again living out
• 20:31
  Speaker 1: values and instead of being like, hey, these are short
• 20:34
  Speaker 1: sighted ones, let's think through this a little bit more
• 20:37
  Speaker 1: and if we do this overall, you just gave a
• 20:39
  Speaker 1: great example in this the business with the home services
• 20:44
  Speaker 1: is that we're going to create a greater like legacy
• 20:48
  Speaker 1: that all when I think that's part of it Ryan,
• 20:51
  Speaker 1: that I hear when I work with like, how do
• 20:52
  Speaker 1: we all win together create that it's not like it's
• 20:56
  Speaker 1: me against you or if to lose kind of a thing, right,
• 21:00
  Speaker 1: And that's right in business, we don't want our clients,
• 21:02
  Speaker 1: our customers to ever feel like that, for sure, you know.
• 21:05
  Speaker 4: But look in a lot of industries do that. They
• 21:07
  Speaker 4: celebrate the guy who you know, drove a business from
• 21:10
  Speaker 4: nothing to sixteen million dollars and sold it for six
• 21:13
  Speaker 4: to ten times ibit and and they're they're celebrated as
• 21:17
  Speaker 4: these geniuses. That's not success, that's that's just you gaming
• 21:23
  Speaker 4: the system. You got in and out, you got your money,
• 21:26
  Speaker 4: and you went on. Who didn't win? The employees didn't win,
• 21:29
  Speaker 4: They didn't get a bunch of money. Right, maybe a
• 21:32
  Speaker 4: very small select few did.
• 21:34
  Speaker 3: Right.
• 21:35
  Speaker 4: Who didn't get the win? The customers, the ones who
• 21:38
  Speaker 4: got taken advantage of, the ones who paid too much,
• 21:41
  Speaker 4: the ones who are struggling to make ends meet as
• 21:44
  Speaker 4: it is. And now they're they're they're they're pressed even further.
• 21:48
  Speaker 4: Who doesn't win is the majority for the sake of
• 21:52
  Speaker 4: the minority, And that one person who did this thing
• 21:55
  Speaker 4: is the celebrated soul. They don't impress me. The people
• 22:01
  Speaker 4: who've impressed me over the years are the guys who
• 22:04
  Speaker 4: went at this for ten, fifteen, twenty years, who grounded
• 22:08
  Speaker 4: out and grew it and did what was right.
• 22:11
  Speaker 3: Right.
• 22:11
  Speaker 4: They certainly sold, they certainly made lots of money, They
• 22:14
  Speaker 4: certainly did all of the things that needed to be
• 22:16
  Speaker 4: done to to be a successful business. But they also
• 22:20
  Speaker 4: respected those around them, including themselves. Most of these folks
• 22:27
  Speaker 4: they feel dirty afterwards. Right, there's like two years afterwards
• 22:32
  Speaker 4: they look back and go one of the worst things
• 22:35
  Speaker 4: I ever did because I had to move out of
• 22:37
  Speaker 4: my community because their reputation is so bad. They can't
• 22:40
  Speaker 4: look at their friends at church, and they can't look
• 22:43
  Speaker 4: at their friends in the grocery store, and their employees
• 22:45
  Speaker 4: all hate them and they're despised. Right, that's not a
• 22:50
  Speaker 4: great You didn't. If that's what you define as a win,
• 22:53
  Speaker 4: then congratulations. I'm not interested.
• 22:57
  Speaker 3: Yeah, I know, no.
• 22:58
  Speaker 1: Right, So to your point, I would say, somebody that
• 23:01
  Speaker 1: wants to be different, like I said Ryan, that we're targeting,
• 23:03
  Speaker 1: you know, folks that we want to help on this
• 23:05
  Speaker 1: podcast are those that don't want to do that. They
• 23:07
  Speaker 1: want it, but there, they are stuck. They're like, I
• 23:09
  Speaker 1: want to do it. I want to do a better
• 23:11
  Speaker 1: job at communicating messaging. Sometimes they just need somebody like
• 23:13
  Speaker 1: you Ryan come and give them a different perspective and
• 23:16
  Speaker 1: understanding of like, how can we do this again? Like
• 23:18
  Speaker 1: I said, in a holistic way, live our value in
• 23:22
  Speaker 1: a in with integrity, right and yeah, and having persuasion
• 23:26
  Speaker 1: and influence in a in a positive way, in a
• 23:29
  Speaker 1: way that is not manipulative. Is in a way for
• 23:32
  Speaker 1: a short term game. But you know, we see this.
• 23:34
  Speaker 1: I see this often on you know, people that are.
• 23:37
  Speaker 3: Trying to get on or Amazon. They're trying to like
• 23:40
  Speaker 3: influence and they're trying to sell things.
• 23:41
  Speaker 1: And I mean and they're just trying to make a
• 23:43
  Speaker 1: quick buck if you will, and then not.
• 23:45
  Speaker 3: There's not a long term strategy, I guess.
• 23:49
  Speaker 4: Absolutely, absolutely, And there is short term and long term goals.
• 23:53
  Speaker 4: Nothing wrong with those things. It's nothing wrong to go
• 23:55
  Speaker 4: after those goals and chase them. There's nothing wrong with persuasion,
• 23:59
  Speaker 4: there's nothing wrong with selling, there's nothing wrong with closing
• 24:01
  Speaker 4: a deal, there's nothing wrong with making profit. All of
• 24:04
  Speaker 4: these things are virtuous things. In fact, I think the
• 24:06
  Speaker 4: highest level of service is to make the sale, not
• 24:10
  Speaker 4: lose the sale. If there's an ethical sale there to
• 24:12
  Speaker 4: be made. It really does boil down to what are
• 24:18
  Speaker 4: we actually doing this for? And this is exactly why
• 24:21
  Speaker 4: a company can stand out for a short term. Getting
• 24:24
  Speaker 4: attention is easy. Pretty much any idiot can get attention.
• 24:28
  Speaker 4: Holding interest is really hard. And ultimately I see that
• 24:34
  Speaker 4: most of these companies have a somewhere between an eighteen
• 24:36
  Speaker 4: month and a three year four years if they'll at
• 24:39
  Speaker 4: the longest life cycle, if they're operating within nothing but
• 24:44
  Speaker 4: short term framework, that they also have to pay out
• 24:48
  Speaker 4: the butt to get there. Because they're chasing the today customer,
• 24:53
  Speaker 4: They're not chasing the tomorrow customer. They're not recruiting for
• 24:57
  Speaker 4: the same either. All of the same truths that we
• 25:02
  Speaker 4: have about customers are the exact same truths about people,
• 25:08
  Speaker 4: about ourselves, about our employees, about our wives and husbands
• 25:12
  Speaker 4: and kids and neighbors. The same motivations play no matter
• 25:18
  Speaker 4: where you are, and it really boils down to far
• 25:21
  Speaker 4: more a world of duality than it does. You know,
• 25:25
  Speaker 4: these these vast archetypes that we've constructed in our heads
• 25:28
  Speaker 4: to make it more complicated than it needs to be.
• 25:32
  Speaker 4: We're either surviving or where we're thriving, and we have
• 25:35
  Speaker 4: to meet people where they're at. The relational business happens
• 25:39
  Speaker 4: in thriving mode, the surviving business happens in the transactional
• 25:45
  Speaker 4: business happens in survival mode. This is your employee who
• 25:49
  Speaker 4: wants more money, right, or wants more time with their family,
• 25:53
  Speaker 4: or wants less less stress or exhaustion coming out of
• 25:56
  Speaker 4: their job each day. They want energy at the end
• 25:58
  Speaker 4: of the day. They don't want burnout. And our essential
• 26:04
  Speaker 4: service providers, our plumbers, electricians, HVAC technicians, our nurses, our doctors,
• 26:10
  Speaker 4: they're all run ragged to the limits of burnout and beyond.
• 26:15
  Speaker 4: And that is a part of the friction that we
• 26:20
  Speaker 4: have to pay attention to. And ultimately, people are going
• 26:26
  Speaker 4: to be a lot more bought in for the bigger
• 26:28
  Speaker 4: play than they are for the short term buck if
• 26:31
  Speaker 4: they see that they're moving in the right direction and
• 26:33
  Speaker 4: serving people at the highest level, which is precisely what
• 26:36
  Speaker 4: this business is meant to do. It's an essential service.
• 26:39
  Speaker 4: It's there to protect people, right absolutely.
• 26:43
  Speaker 3: No.
• 26:43
  Speaker 1: I love that, Ryan, So I mean, as you described
• 26:46
  Speaker 1: that to me, it sounds like if you're living that out,
• 26:49
  Speaker 1: moving in that direction. That's an ideal person that can
• 26:52
  Speaker 1: work with you, Ryan of like hey, come to you,
• 26:54
  Speaker 1: walk me through a little bit of like okay, where
• 26:57
  Speaker 1: you find like the business owner the company is in
• 27:01
  Speaker 1: a position like ascribe to me a little bit like
• 27:03
  Speaker 1: what is an idea? Like personally, but they were they're
• 27:05
  Speaker 1: going to really benefit Brian from leveraging your expert somebody
• 27:10
  Speaker 1: like you, Brian that can they take them then an excellence?
• 27:14
  Speaker 3: What what what are the characteristics that you see.
• 27:16
  Speaker 4: The characteristics I see consistently, David. These are people who
• 27:19
  Speaker 4: already have done an exceptional job at growing their businesses
• 27:22
  Speaker 4: and gotten so far and then hit a ceiling. They're
• 27:26
  Speaker 4: bumping their heads up against this natural demand ceiling, and
• 27:29
  Speaker 4: and they don't know what to do next. They've tried
• 27:31
  Speaker 4: it all and nothing's worked, and they're they're they're kind
• 27:35
  Speaker 4: of spinning their wheels in the mud and trying to
• 27:37
  Speaker 4: figure out how to get out of the rud. This
• 27:41
  Speaker 4: comes traditionally with with a bit of humility, and it's
• 27:44
  Speaker 4: not because we're looking for for soft people.
• 27:47
  Speaker 3: We're not.
• 27:47
  Speaker 4: We're looking for strong people, looking for solutions from people
• 27:51
  Speaker 4: who know what they're talking about and are going to
• 27:54
  Speaker 4: do something differently than what they classically hear everywhere else
• 27:58
  Speaker 4: about TRANSACTIONALSS and offers and promos and discounts and digital
• 28:03
  Speaker 4: this and digital that, and and frankly radio this and
• 28:07
  Speaker 4: billboard that and all the other silly things that you
• 28:09
  Speaker 4: can do. None of that stuff matters without one solid,
• 28:12
  Speaker 4: stable foundation of operations, without happy customers already they're doing
• 28:17
  Speaker 4: the right things, and with a solid reputation that we
• 28:20
  Speaker 4: can go from a customer liking them and knowing them
• 28:24
  Speaker 4: to loving them right, attaching emotion to the brand to
• 28:29
  Speaker 4: shift them to the next level. Well, it doesn't It
• 28:31
  Speaker 4: doesn't work if you're awful, right, So if you're right, So.
• 28:38
  Speaker 3: What we're looking.
• 28:38
  Speaker 4: I don't care how much money you may. I don't
• 28:40
  Speaker 4: care how big you are or how small you are.
• 28:42
  Speaker 4: I care that you're a good person, and then that
• 28:46
  Speaker 4: you're trying hard and moving forward. We know that a
• 28:48
  Speaker 4: six million dollar operator has no clue how to run
• 28:50
  Speaker 4: a twenty million dollar operation. They'll figure it out if
• 28:53
  Speaker 4: they're a good person, right, right, And we're going to
• 28:57
  Speaker 4: help them, and other people are going to help them
• 28:58
  Speaker 4: that we know that we can point them towards and
• 29:00
  Speaker 4: say these people always help these people figure that thing out.
• 29:04
  Speaker 3: Yea.
• 29:05
  Speaker 4: So the support's there, right, It's it's really about recognizing
• 29:10
  Speaker 4: that you don't know what you don't know. And gosh,
• 29:12
  Speaker 4: it would be awfully nice if I realized that thing
• 29:14
  Speaker 4: that's in my blind spot is something that some old
• 29:18
  Speaker 4: guy who calls himself a wizard knows what the heck
• 29:20
  Speaker 4: is it is.
• 29:21
  Speaker 3: It's going to call it out right.
• 29:23
  Speaker 1: Yeah, absolutely, absolutely, Well, and you know, we're going to
• 29:27
  Speaker 1: make sure that if everybody's listening here or you're watching
• 29:30
  Speaker 1: us on YouTube, wherever the heath might be, we're gonna
• 29:31
  Speaker 1: make sure that you guys are able to connect with
• 29:33
  Speaker 1: Ryan them linked links in there. But I think it's
• 29:36
  Speaker 1: really important Ryan, because I see I get them every
• 29:39
  Speaker 1: day almost where I'm getting pitched something and tell me
• 29:42
  Speaker 1: about my business and how they can help me my business.
• 29:44
  Speaker 1: But they haven't had any relationship, right, they haven't talked
• 29:48
  Speaker 1: about anything about what's going on, what's your current strategy,
• 29:51
  Speaker 1: what's working, what's not working, where you're hitting the wall,
• 29:53
  Speaker 1: where's your blind spot. It's just like if it's like
• 29:57
  Speaker 1: they've got a hammer and everything is a nail, so
• 29:59
  Speaker 1: they're like I'm hit everything, right, I'm like I can't
• 30:02
  Speaker 1: believe people are still doing.
• 30:05
  Speaker 4: That is the biggest That is the biggest mistake that
• 30:13
  Speaker 4: is perpetuated in the marketing industry is that ninety nine
• 30:17
  Speaker 4: percent of marketing companies are not marketing companies as much
• 30:20
  Speaker 4: as they are channel salespeople. They're they're trying to sell
• 30:23
  Speaker 4: you what they do for production.
• 30:26
  Speaker 3: We're not that.
• 30:28
  Speaker 4: We'd actually can't don't even sell you what we produce you.
• 30:32
  Speaker 4: You pay us a consulting fee and then we go
• 30:34
  Speaker 4: and you know, negotiate your mass media for you if
• 30:37
  Speaker 4: that's what you're using, and and we write your creatives
• 30:40
  Speaker 4: for you. But that's like you don't if we write
• 30:44
  Speaker 4: more ads, we don't get paid more. We only get
• 30:46
  Speaker 4: paid more if you grow. So the fundamental shift of
• 30:51
  Speaker 4: we don't have anything to sell you when we're one
• 30:53
  Speaker 4: hundred percent media agnostic immediately puts us in a different
• 30:56
  Speaker 4: world and role than a company that's sellslling you pay
• 31:00
  Speaker 4: per click or se O or something, where they they
• 31:03
  Speaker 4: are dependent on that sale and and the and the
• 31:07
  Speaker 4: output of that. The production houses of the world, some
• 31:10
  Speaker 4: of them fantastic and some of them kind of not great.
• 31:15
  Speaker 4: But everyone who's who's you know, run through a digital marketer.
• 31:18
  Speaker 4: Course online has figures that they're a digital marketer and
• 31:21
  Speaker 4: can and can save your world and change your life,
• 31:25
  Speaker 4: and a very small group of people can actually do that.
• 31:28
  Speaker 1: Right well, And we started out the beginning of the podcast,
• 31:31
  Speaker 1: you're you know, talking about your own journey with your
• 31:34
  Speaker 1: influence of Ray and how he helped you and getting mentors.
• 31:37
  Speaker 1: I have the same thing as mentors in a long play,
• 31:42
  Speaker 1: and so you That's why I want to folks to
• 31:43
  Speaker 1: listen here to Ryan today of like, Okay, here's another
• 31:47
  Speaker 1: guy that I can trust that I at least you
• 31:49
  Speaker 1: have a conversation and see that he's doing the work
• 31:51
  Speaker 1: living from preaching and sharing if you will, in the
• 31:55
  Speaker 1: world and makes a big difference. I think, like you said, right,
• 32:00
  Speaker 1: there's a lot of people out there that they think
• 32:02
  Speaker 1: they're doing and I just want to hopefully if you're
• 32:05
  Speaker 1: that person, you know, we're trying to call.
• 32:07
  Speaker 3: You up in a good way.
• 32:09
  Speaker 1: If you happen to be on I don't think they
• 32:10
  Speaker 1: listened to this podcast, but if you happen to be
• 32:12
  Speaker 1: listen and learn that you can, you know, look for
• 32:16
  Speaker 1: the relationship. I like what you said, Ryan, This is
• 32:17
  Speaker 1: why I said relationship over opportunity, build a relationship. Who
• 32:20
  Speaker 1: are you first, and then the opportunities will come. But
• 32:24
  Speaker 1: you know, we all do get stuck along the way
• 32:26
  Speaker 1: and wherever are you at in your journey? Ryan, You're saying, here, look,
• 32:30
  Speaker 1: we can give you a different perspective. And I like
• 32:32
  Speaker 1: how you said we're agnostic. I'm the same thing. I
• 32:34
  Speaker 1: have a lot of tools in the toolbox. I'm like,
• 32:36
  Speaker 1: what's I got to hear where you're at, what is
• 32:38
  Speaker 1: working and what isn't working? Or people's side You're you're saying, Hey,
• 32:43
  Speaker 1: let me look at wherever the market is and the
• 32:45
  Speaker 1: pole they're targeting and whatever what is I don't know.
• 32:47
  Speaker 1: We have to find out where are the people at,
• 32:49
  Speaker 1: what are they what are they responding to you?
• 32:50
  Speaker 3: Right? Ryan? Yeah?
• 32:52
  Speaker 4: And most of them have a toolbox of the channels
• 32:54
  Speaker 4: ASL and and and basically everything is a is a
• 32:57
  Speaker 4: variant of a of a hammer. Where we're we're looking
• 33:00
  Speaker 4: at everything and sometimes the hammer is the right thing
• 33:03
  Speaker 4: to use, and sometimes it's a pipe ranch or a
• 33:06
  Speaker 4: screwdriver or a welding torch. We we don't know until
• 33:09
  Speaker 4: we figure that out. But it's it's it's the difference
• 33:13
  Speaker 4: between rudimentary architecture and craftsmanship, and and that makes all
• 33:18
  Speaker 4: the difference in the world because there's nothing more powerful
• 33:21
  Speaker 4: in this world than words.
• 33:24
  Speaker 3: Wow. Yeah, that's well said. Ryan. I know we're getting
• 33:28
  Speaker 3: an end of the podcast.
• 33:29
  Speaker 1: We can definitely go further because there's a lot of
• 33:31
  Speaker 1: stuff we're getting into here, but I think I just
• 33:34
  Speaker 1: that last statement you said, the words that we use
• 33:36
  Speaker 1: are very powerful. They can do great positive things. You
• 33:40
  Speaker 1: can also do the things that are very damaging and
• 33:43
  Speaker 1: very undermine our influence. And so as we're wrapping up, Bran,
• 33:48
  Speaker 1: I want to give you an opportunity to share with
• 33:49
  Speaker 1: our listeners. And I've like covered a lot of different things,
• 33:52
  Speaker 1: but just maybe a key thing that they can reflect on,
• 33:55
  Speaker 1: think about, take action on on themselves, to evaluate where
• 33:58
  Speaker 1: they're at in their culture, in their branding, or wherever
• 34:01
  Speaker 1: you want to bring up.
• 34:02
  Speaker 3: Ryan, We'll make sure you guys can and you know,
• 34:05
  Speaker 3: follow up link in to Ryan.
• 34:07
  Speaker 1: We're going to put all of those links in the notes,
• 34:09
  Speaker 1: but just some you know, last thoughts, some things you
• 34:12
  Speaker 1: want to impart to our listeners.
• 34:13
  Speaker 3: Ryan.
• 34:14
  Speaker 4: Yeah, you know what all of this starts. For leaders
• 34:17
  Speaker 4: and and senior executives that are listening to this and
• 34:21
  Speaker 4: CEOs and whatnot. It all starts with ourselves. It all
• 34:25
  Speaker 4: starts with our internal mindsets, and very often we're the
• 34:29
  Speaker 4: first ones to forget that we're people too. It's like
• 34:32
  Speaker 4: that old movie Soilent Green where people are being made
• 34:35
  Speaker 4: into crackers. Yeah, yeah, it's made of people. He's green.
• 34:42
  Speaker 4: And don't forget that you you're a person too, and
• 34:45
  Speaker 4: that your mindset matters because it's your commander's intent that's
• 34:50
  Speaker 4: leading this. It's what you tolerate and don't tolerate. And
• 34:53
  Speaker 4: when you start to see the things that are a
• 34:55
  Speaker 4: bit in your blind spot and you go, oh, that
• 34:58
  Speaker 4: caused a ripple of effect of slowing this flywheel down.
• 35:03
  Speaker 4: I smooth that out. I get the rust off that flywheel.
• 35:06
  Speaker 4: I grease that wheel. I get the bearings right in
• 35:08
  Speaker 4: this wheel. All the people is what I envisioned these
• 35:11
  Speaker 4: bearings to be. Then you have the right fits to
• 35:14
  Speaker 4: move forward smoothly and faster, build the inertia and reduce
• 35:18
  Speaker 4: the cost the friction that goes along with that. You
• 35:21
  Speaker 4: want to accelerate growth, you want to increase your wealth,
• 35:24
  Speaker 4: you want to eventually exit your business. All at the
• 35:28
  Speaker 4: optimal scenario You've got to do something about that, not
• 35:31
  Speaker 4: just hope something might happen.
• 35:33
  Speaker 1: Yes, yes, and Ryan's one that can help you along
• 35:36
  Speaker 1: the journey. Ryan, I just want to say thanks for
• 35:39
  Speaker 1: coming on the podcast today and sharing a little bit
• 35:42
  Speaker 1: of wisdom and just time with our listeners.
• 35:44
  Speaker 3: Really appreciate having you today.
• 35:46
  Speaker 4: I appreciate being asked and having the opportunity to share.
• 35:50
  Speaker 1: Absolutely Well, y'all, thanks for listening in here as we're
• 35:54
  Speaker 1: wrapping up the podcast. You know that brill you'd love
• 35:57
  Speaker 1: to have you share it like it, subscribe all good stuff.
• 36:01
  Speaker 3: Any comments to leave, We'll make sure that Ryan gets them.
• 36:04
  Speaker 5: Please leave them here wherever you're listening to the podcast
• 36:07
  Speaker 5: and a favorite podcast platform, YouTube or following us on LinkedIn,
• 36:11
  Speaker 5: and we look forward to having you back again at
• 36:12
  Speaker 5: the next time of our weekly podcast Business Roundtable. Till
• 36:17
  Speaker 5: then be well, Thanks everybody for listening.
• 36:19
  Speaker 3: Take care,