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Why Networking Conversations Don’t Convert Into Sales · Business Roundtable

• 0:13
  Speaker 1: Welcome back to the Business Roundtable podcast. I'm your host,
• 0:16
  Speaker 1: David Carr. We would continue to bring great guests to
• 0:18
  Speaker 1: you week after week talking about really important topics related
• 0:22
  Speaker 1: to you, your business, how you're showing up. And today
• 0:25
  Speaker 1: I'm super excited to have a brand new guest, Jessica Gruber,
• 0:28
  Speaker 1: who I've met through Success Champions Network. You guys have
• 0:31
  Speaker 1: probably heard me talk about that before. We've had many
• 0:34
  Speaker 1: guests from that network, but not only that, she's founder
• 0:37
  Speaker 1: of Buzzworks and really an expert on all things websites
• 0:41
  Speaker 1: and beyond networking communication. I'm super excited to have her here.
• 0:46
  Speaker 1: Welcome to the podcast, Jessica.
• 0:48
  Speaker 2: Thanks for having me on today. David. Exciting to be here.
• 0:51
  Speaker 3: So we've talked about this episode for a while, and
• 0:53
  Speaker 3: now we're finally here.
• 0:55
  Speaker 1: I know, I know, well you and I met. Gosh,
• 0:58
  Speaker 1: it's been like late a summer of twenty twenty, now
• 1:03
  Speaker 1: over year over year. You took me through the Success
• 1:06
  Speaker 1: Champions leadership program, which I really appreciated, and then you know,
• 1:12
  Speaker 1: that's how I first met you, and I'm like, of course,
• 1:13
  Speaker 1: you have this whole other company that you do, that's
• 1:16
  Speaker 1: your main gig at Buzzworks and so you wear multiple
• 1:20
  Speaker 1: hats and so I thought, you know, having you come
• 1:22
  Speaker 1: on to the podcast. I love having different guests, different
• 1:24
  Speaker 1: backgrounds and sharing how you run your company, how do
• 1:30
  Speaker 1: you lead people, you do training, you leadership development, your
• 1:35
  Speaker 1: developing systems. I mean, there's just so many different elements
• 1:37
  Speaker 1: of the life of a business Jessica that I feel
• 1:39
  Speaker 1: like our listeners are really going to enjoy your sharing
• 1:43
  Speaker 1: in your journey. So before we get into kind of
• 1:47
  Speaker 1: that though, I love to hear about you know, you
• 1:51
  Speaker 1: Jessica in starting Buzzworks and then ultimately you came into
• 1:54
  Speaker 1: sem later on as well, and kind of walk us
• 1:56
  Speaker 1: through your journey as a business owner. So the people
• 1:59
  Speaker 1: can just kind of say, who's Jessica, what's Jessica about?
• 2:03
  Speaker 2: Awesome?
• 2:03
  Speaker 3: So I started Buzzworks probably fourteen fifteen years ago. I
• 2:07
  Speaker 3: was actually only twenty three. When I started my own business.
• 2:10
  Speaker 2: I was.
• 2:13
  Speaker 3: With ad agencies. The last one I was with was
• 2:15
  Speaker 3: a small boutique ad agency. The only thing I wasn't
• 2:18
  Speaker 3: doing was sales and finances, and so one day I
• 2:23
  Speaker 3: was sitting there and I was like, why am I
• 2:25
  Speaker 3: doing this? All? I'm hiring people, I'm creating systems. I'm
• 2:29
  Speaker 3: doing all this stuff, I might as well go out and.
• 2:31
  Speaker 2: Do it on my own.
• 2:32
  Speaker 3: So that's when I broke off and used my network
• 2:35
  Speaker 3: to actually build my company. So I went to previous
• 2:38
  Speaker 3: ad agencies and said, hey, I am freelancing, Now do
• 2:42
  Speaker 3: you have fractional positions that I can come in? And
• 2:44
  Speaker 3: so for a while I was just doing fractional positions.
• 2:47
  Speaker 3: One of my favorite ones was I the only thing
• 2:50
  Speaker 3: I did was create storyboards for animated Christmas cards for
• 2:55
  Speaker 3: attorneys across the US, and that literally fed me me
• 3:01
  Speaker 3: and kept got me off the ground until I got
• 3:03
  Speaker 3: my own clients. So I'm very thankful to Robert Mamrie,
• 3:06
  Speaker 3: who was a mentor of mine at a different agency.
• 3:09
  Speaker 2: That hired me for that position.
• 3:11
  Speaker 3: So you always remember the people that teach you to
• 3:14
  Speaker 3: support you as you go through it. But started growing
• 3:19
  Speaker 3: the agency, we focused down on websites because I wanted
• 3:21
  Speaker 3: to have a family, and that was the portion of
• 3:24
  Speaker 3: the business that was like prince wash and repeat. It
• 3:28
  Speaker 3: took all my skills from marketing, from visual design to
• 3:31
  Speaker 3: technical to systems and put them all in one thing.
• 3:36
  Speaker 3: And so from there I started growing my business and
• 3:38
  Speaker 3: as soon as I started having kids, I realized, hey,
• 3:42
  Speaker 3: I want to spend.
• 3:42
  Speaker 2: Time with the kids.
• 3:43
  Speaker 3: And that's when I started hiring people and outsourcing parts
• 3:48
  Speaker 3: of it. And that's kind of how my agency came
• 3:50
  Speaker 3: to be. Was I wanted to go do other things
• 3:53
  Speaker 3: in my life and sit behind a computer. So I
• 3:56
  Speaker 3: brought people to my world so that I could go
• 3:59
  Speaker 3: do the things I wanted to do. So youngest kid
• 4:03
  Speaker 3: finally went got into school and I said, Okay, I
• 4:06
  Speaker 3: got to get back out there. I got to do
• 4:08
  Speaker 3: business and be let's really go after it.
• 4:11
  Speaker 2: And so everyone said, go network famous words, go network
• 4:19
  Speaker 2: whatever that is.
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  Speaker 3: Yes, I mean my first networking room.
• 4:22
  Speaker 2: I was standing.
• 4:24
  Speaker 3: There for my thirty second pitch. My hands were white
• 4:28
  Speaker 3: knuckling because it was in person. I was super scared,
• 4:34
  Speaker 3: and someone actually sold me off of like I bought
• 4:38
  Speaker 3: a package for like five hundred dollars for someone to
• 4:40
  Speaker 3: help me with my thirty seconds.
• 4:42
  Speaker 2: I was so scared to.
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  Speaker 3: Talk in front of people, ohn because I've been sitting
• 4:47
  Speaker 3: behind my computer for Yeah.
• 4:49
  Speaker 2: Kids, gota thing.
• 4:51
  Speaker 3: So fast forward, ran into SCN, started there as a member,
• 4:57
  Speaker 3: became a president, and we then grew that to be
• 4:59
  Speaker 3: the largest SEM group in the nation. From there, they
• 5:03
  Speaker 3: asked me to create a training program. One thing led
• 5:05
  Speaker 3: to another and I became COO somehow.
• 5:08
  Speaker 1: So yep, when you're keeping it going, Yes, absolutely, absolutely one.
• 5:15
  Speaker 1: And again I've seen you firsthand, Jessica. That's why I
• 5:17
  Speaker 1: love having people on the podcast that I worked with.
• 5:20
  Speaker 1: I've seen an action. I know you're all about serving
• 5:23
  Speaker 1: and helping others. You were definitely there for me and
• 5:27
  Speaker 1: figuring out what that group would look like and that
• 5:30
  Speaker 1: support and I was very impressed with the training that
• 5:33
  Speaker 1: you did and using the platform in this case circle.
• 5:36
  Speaker 1: But I mean you're leveraging these things and all these
• 5:38
  Speaker 1: assets and bringing them all together and so love I
• 5:41
  Speaker 1: love your tagline too for Buzzworks to creating these super
• 5:44
  Speaker 1: sticky you know, websites, like something that you want to
• 5:47
  Speaker 1: stay and learn and find out more about.
• 5:49
  Speaker 3: Right, Yeah, So super sticky sweet websites and Buzzworks was
• 5:53
  Speaker 3: a brand that was developed because my first entrepreneurial journey
• 5:56
  Speaker 3: was I was a beekeeper at the age of twelve
• 5:59
  Speaker 3: to fifteen years old, and so I wanted to play
• 6:01
  Speaker 3: off of that, and super sticky Sweet websites came along
• 6:05
  Speaker 3: after that, and it's really applicable to anything in business.
• 6:10
  Speaker 3: You have to be super You have to have that
• 6:11
  Speaker 3: thing that attracts people to your business. You have to
• 6:15
  Speaker 3: be sticky. You have to give them something that wants
• 6:17
  Speaker 3: them to wants that wants that gives them something that
• 6:22
  Speaker 3: wants to keep them around, and then finally you need
• 6:25
  Speaker 3: to give them that thing that makes them convert into customers.
• 6:28
  Speaker 2: So that's where super Sticky Sweet came from.
• 6:31
  Speaker 1: I love that I didn't get all of that, but
• 6:34
  Speaker 1: now that you put all those pieces together, that's fantastic, Jessica,
• 6:37
  Speaker 1: And I love hearing the background. Obviously that was a
• 6:39
  Speaker 1: passion of you. I don't think you know, young people
• 6:42
  Speaker 1: don't always just like oh, I just wanted to be keeping.
• 6:44
  Speaker 1: So like, hey, you got into that and you have
• 6:45
  Speaker 1: passion translated into websites, you know. Yeah, school. I love
• 6:51
  Speaker 1: that you also say, you know you help that you
• 6:53
  Speaker 1: build things that grow, and you know that you obviously
• 6:56
  Speaker 1: have a passion for that. And I've seen that firsthand,
• 6:59
  Speaker 1: and and I think not everybody always has that in mind,
• 7:03
  Speaker 1: and maybe they think they do, but I've seen you
• 7:06
  Speaker 1: actually do it. And what did what point did you
• 7:09
  Speaker 1: realize that you needed systems and structure tied to the
• 7:13
  Speaker 1: creativity to actually make that happen.
• 7:18
  Speaker 3: It was mainly the clients, okay, because if we didn't
• 7:24
  Speaker 3: give the systems to the clients, then that's when scope
• 7:29
  Speaker 3: creep started to come into projects. But not only that,
• 7:33
  Speaker 3: as I continue to build my business, the systems weren't
• 7:36
  Speaker 3: just to keep the clients aligned with the timelines and
• 7:39
  Speaker 3: the process, but it was also for our staff and
• 7:44
  Speaker 3: the agency to understand where is this project point. So
• 7:47
  Speaker 3: I like to say that your customer journey isn't just
• 7:51
  Speaker 3: for your customer, it's also for your people that are
• 7:54
  Speaker 3: working inside of your business, so they know exactly what
• 7:56
  Speaker 3: to do, when to do, and what their part and
• 7:59
  Speaker 3: role is to play as the project moves along.
• 8:03
  Speaker 1: Yeah, that makes sense. So so I want to move
• 8:06
  Speaker 1: into a question of like you've you've been working with
• 8:09
  Speaker 1: these websites, you've been working with success Champion networks, you're
• 8:12
  Speaker 1: building communities, but you know, what have you seen that
• 8:16
  Speaker 1: is failing in that area? Like you've done a lot
• 8:19
  Speaker 1: of like I said, you started the networking group, and
• 8:21
  Speaker 1: why do you feel like some of this people like
• 8:23
  Speaker 1: don't they get they get frustrated it's not working right,
• 8:26
  Speaker 1: It's stalling out. What are you what are you seeing there?
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  Speaker 1: As a common denominator.
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  Speaker 3: There's a couple of things that I see.
• 8:36
  Speaker 2: Are we when we specifically.
• 8:38
  Speaker 3: Talk about networking groups, and this kind of correlates to
• 8:42
  Speaker 3: websites too, is they're too early in the game. So
• 8:46
  Speaker 3: if you're too early in your business, you still don't
• 8:50
  Speaker 3: know what you're doing. And if you don't know what
• 8:53
  Speaker 3: you're doing in your business, then you can't project that
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  Speaker 3: and enunciate that to everyone else in your group. And
• 9:00
  Speaker 3: so now you're a leader saying, hey, let's go climb
• 9:02
  Speaker 3: this hill, but I don't know what hill we're climbing yet. Yeah,
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  Speaker 3: So you need to have at least one to three
• 9:10
  Speaker 3: years underbelt in your business. You do need to have
• 9:13
  Speaker 3: a client portfolio behind you and understand what your client's
• 9:17
  Speaker 3: problems are and how you can surround yourself with people
• 9:20
  Speaker 3: that also serve the same problem, the same client or
• 9:23
  Speaker 3: the same outcome. Which that goes into. You need to
• 9:29
  Speaker 3: be very clear on your mission, vision and values of
• 9:34
  Speaker 3: the group. You need to know why this group exists.
• 9:37
  Speaker 2: You need to know what your vision is, what do
• 9:41
  Speaker 2: you want to grow?
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  Speaker 3: When I started my networking group, I said, you guys
• 9:45
  Speaker 3: were not just going to be one single networking group
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  Speaker 3: in the Dallas Sport Worth area. We are going to
• 9:50
  Speaker 3: take over, literally take over the business community in the
• 9:53
  Speaker 3: Dallasport Worth area. And that's what everyone rallied behind, and
• 9:56
  Speaker 3: that's what we actually built from. My group actually built
• 10:00
  Speaker 3: six more groups until they pulled me out and said, hey, Jessica,
• 10:03
  Speaker 3: come b.
• 10:04
  Speaker 1: C O Y. Yeah, that's awesome, that's awesome. Well, I
• 10:10
  Speaker 1: want to add, I want to comment on your point
• 10:12
  Speaker 1: because I have been the success champions that work for
• 10:14
  Speaker 1: now over a year, and I've seen the difference when
• 10:16
  Speaker 1: people come in and they're not clear, like you said,
• 10:20
  Speaker 1: on who they exactly serve or the problem they serve,
• 10:23
  Speaker 1: or who could be we you know, we call them,
• 10:26
  Speaker 1: you know, the Synergy partners or that who could they
• 10:28
  Speaker 1: make introductions for? They're not clear on that. And I
• 10:30
  Speaker 1: and and even candidly, when I was working with you
• 10:32
  Speaker 1: in my group, there were some challenges that even that
• 10:34
  Speaker 1: group and we're working through it, and I realized, Okay,
• 10:37
  Speaker 1: this is this is important work to do because you
• 10:41
  Speaker 1: and I feel like why I want to have you
• 10:43
  Speaker 1: on the podcast, Jessica, because I get hit or you
• 10:45
  Speaker 1: see a lot of people, marketers, if you will, trying
• 10:47
  Speaker 1: to sell you anything, and it's like, but they're selling
• 10:49
  Speaker 1: you something and you're not clear on what you're trying
• 10:51
  Speaker 1: to get put communicate out there. Like you said, you're
• 10:54
  Speaker 1: not clear on your vision, your mission values. But I'll
• 10:56
  Speaker 1: build you a website. I can build you a website tomorrow,
• 10:59
  Speaker 1: the best, the best web site. And they're like, but
• 11:01
  Speaker 1: you don't even understand, and you haven't got to know me.
• 11:03
  Speaker 1: Can you speak to a little bit about that, Jessica.
• 11:05
  Speaker 3: Yeah, I actually do not work with startups unless they're
• 11:08
  Speaker 3: they they have had a previous business. Because if they
• 11:12
  Speaker 3: are a startup, first time business owner, I tell them
• 11:17
  Speaker 3: before you even get a website, put up your LinkedIn page,
• 11:21
  Speaker 3: put up your Facebook page, and then go sell. Go
• 11:24
  Speaker 3: sell one time, go sell two times, go sell three times,
• 11:26
  Speaker 3: go sell it twenty times. And once you get that
• 11:30
  Speaker 3: sell process in, now let's start building that website. Now,
• 11:34
  Speaker 3: let's start building that networking group.
• 11:36
  Speaker 2: Because now you know.
• 11:37
  Speaker 3: Exactly who you're going after, and if people know exactly
• 11:41
  Speaker 3: who you're going after, that's when they can rally around you.
• 11:45
  Speaker 1: That's so important, Jessica, because I hear a lot of
• 11:47
  Speaker 1: startups they are like, well, I got to get my
• 11:49
  Speaker 1: LLC in place, and I got to get this other thing,
• 11:51
  Speaker 1: and they're doing all the back end stuff, but they've
• 11:53
  Speaker 1: never made a sale.
• 11:55
  Speaker 3: If you can't tell, you don't have a business.
• 11:57
  Speaker 1: Right right, And this is a this is a classic,
• 12:01
  Speaker 1: but this happens even on big you know, yeah, if
• 12:04
  Speaker 1: you're not clear going through and testing the market like
• 12:06
  Speaker 1: you're saying, Jessica, I was talking to another person yesterday,
• 12:09
  Speaker 1: just more on branding specifically, and she's like, I don't
• 12:12
  Speaker 1: think you know what he's at is solving the real problem.
• 12:15
  Speaker 1: And so you know you're not getting clear on that. Yeah,
• 12:18
  Speaker 1: you're gonna you're not gonna have a business. You're not
• 12:20
  Speaker 1: gonna have the sales. And I fallen in that trap too,
• 12:23
  Speaker 1: because I know I'm about transitionaris and what we were
• 12:27
  Speaker 1: learning of, Like, okay, yo, no, you've got to go
• 12:29
  Speaker 1: back in there, like you said earlier, Jessica, like you
• 12:31
  Speaker 1: do all the other parts, but you didn't do the
• 12:33
  Speaker 1: cells and the financials. You're like, but I could do this.
• 12:35
  Speaker 1: I just got to get my foot, you know, put
• 12:37
  Speaker 1: myself in there, right.
• 12:39
  Speaker 2: Yeah.
• 12:39
  Speaker 3: Yeah, And it's kind of when you start a business.
• 12:43
  Speaker 3: It really has to be baptizing by fire, and you
• 12:46
  Speaker 3: have to go in and you have to sell because
• 12:48
  Speaker 3: if you don't make that sell, guess what's going to happen.
• 12:51
  Speaker 3: You're going to be going back into corporate world and
• 12:54
  Speaker 3: getting that job that you did not want.
• 12:57
  Speaker 1: Yes, right, absolutely so, So I think getting that clear
• 13:02
  Speaker 1: that's that's really important. So once you know the community,
• 13:05
  Speaker 1: let's just say, is basically established. So we've got a
• 13:08
  Speaker 1: base understanding of the mission, the vision and whatnot. So
• 13:12
  Speaker 1: let's just say we've got that foundation. But over time,
• 13:16
  Speaker 1: where do you see a breakdown? Is it I'm just
• 13:19
  Speaker 1: going to give you some ideas that I've seen. Is
• 13:21
  Speaker 1: it leadership? Is it? The culture? Is it the systems?
• 13:23
  Speaker 1: Is communication? Like where do you see you know, if
• 13:26
  Speaker 1: we've started something and I've seen this organizations, but then
• 13:29
  Speaker 1: they kind of collassed in and on themselves. It's like
• 13:31
  Speaker 1: we had something to start with, it was great, and
• 13:33
  Speaker 1: then something went wrong. Where do you typically see that,
• 13:36
  Speaker 1: Jessa Gay in your experience?
• 13:38
  Speaker 2: So it's usually in communication one.
• 13:42
  Speaker 3: In our networking groups, we have five leadership team members.
• 13:47
  Speaker 3: If the president and the vice president in the leadership
• 13:52
  Speaker 3: groups are not communicating and delegating and creating that commaraderie
• 13:57
  Speaker 3: between the leadership team that's going to trickle down into.
• 14:00
  Speaker 2: The members inside of the group.
• 14:02
  Speaker 3: You really have to have that cohesive leadership team that
• 14:07
  Speaker 3: builds the culture, that sets the tone and sets the
• 14:10
  Speaker 3: vibe and sets the projection of where this group is going.
• 14:14
  Speaker 3: Because everyone wants to be part of something moving forward.
• 14:17
  Speaker 3: And so if the president and the VP can make
• 14:21
  Speaker 3: this feeling of this is the direction where you're going,
• 14:24
  Speaker 3: even if they maybe be faking it for a little bit,
• 14:27
  Speaker 3: because I honestly was one of the presidents that was
• 14:30
  Speaker 3: faking it for a little bit, people will come in
• 14:34
  Speaker 3: and be like, I see where you're going. Let's make
• 14:36
  Speaker 3: this vision happen because I believe in you and I
• 14:39
  Speaker 3: believe this is going to help my business as well.
• 14:41
  Speaker 1: M H. And do you think because I've seen this
• 14:44
  Speaker 1: in organizations, just get your take where they have gone
• 14:48
  Speaker 1: through that first of the vision or the mission and
• 14:50
  Speaker 1: the values, but they forget to communicate this. And one
• 14:53
  Speaker 1: thing I just said on a comment, I love SCNS value.
• 14:56
  Speaker 1: So you guys can go look them up. They're great.
• 14:59
  Speaker 1: And we talked about the every meeting, right, you know,
• 15:01
  Speaker 1: what's your favorite David don't be a dick, you know,
• 15:07
  Speaker 1: I mean, because there's so many people. I mean, how
• 15:09
  Speaker 1: many of us were getting pitched all the time, right
• 15:12
  Speaker 1: every day. They're not like I mentioned earlier, and that's
• 15:14
  Speaker 1: you know, you're not you're that means you're thinking about
• 15:16
  Speaker 1: yourself and not how you can serve other people. And
• 15:20
  Speaker 1: I really think what I've noticed about sen particularly as
• 15:24
  Speaker 1: I find that there's a intentional networking and people that
• 15:27
  Speaker 1: really do care for one another and they're looking after
• 15:30
  Speaker 1: the best interest. If we can make get a direct
• 15:32
  Speaker 1: referral or an introduction, amazing, But at the end of
• 15:34
  Speaker 1: the day, can we help each other rise? You know,
• 15:36
  Speaker 1: I may not always get direct business, and that's not
• 15:38
  Speaker 1: exactly how I can equate a success. That's part of it.
• 15:42
  Speaker 1: But what I was just in our meeting yesterday, we're
• 15:45
  Speaker 1: in the dragons rising one by those who want to
• 15:47
  Speaker 1: come check it out, uh, and we were talking about
• 15:49
  Speaker 1: how we're thankful for the intentionality and the way that
• 15:52
  Speaker 1: people show up and are just being honest and real
• 15:56
  Speaker 1: and and caring for one another. And that seals into
• 15:59
  Speaker 1: the other values family first and others there. But I
• 16:01
  Speaker 1: think they're all interconnected. You poll on one and they're
• 16:04
  Speaker 1: they're they're in there, Jessica. But that's part of the
• 16:07
  Speaker 1: you know, I know, you know, Donnie, and the in
• 16:11
  Speaker 1: maybe some of the language I was talking to somebody
• 16:13
  Speaker 1: might throw off some people. But at the bottom line,
• 16:16
  Speaker 1: why I like about SCN specifically is it's just very
• 16:19
  Speaker 1: real and we're not kind of playing at the surface
• 16:21
  Speaker 1: level here and kind of quote being nice. There's a
• 16:24
  Speaker 1: difference between nice and kind and I value kindness over niceness,
• 16:29
  Speaker 1: and I think kindness can it can sting a little bit,
• 16:32
  Speaker 1: but it's coming from a place of true care and
• 16:34
  Speaker 1: wanted to help you rise. And that's what I see
• 16:37
  Speaker 1: SCN striving to do yes.
• 16:40
  Speaker 2: And that's what I love about it is that.
• 16:45
  Speaker 3: It takes all the corporate bullshit and throws it out
• 16:49
  Speaker 3: the door. I mean, that's why I left corporate world
• 16:52
  Speaker 3: at twenty three was because I got tired of the politics.
• 16:56
  Speaker 2: I got tired of.
• 16:58
  Speaker 3: Putting an idea up on the board and then someone
• 17:01
  Speaker 3: in the other agency tweaking it this minor way and
• 17:04
  Speaker 3: then improving it and saying, hey, this was my idea.
• 17:07
  Speaker 3: And so it's like, and we're in a world today
• 17:12
  Speaker 3: where you do not have to be strapped to a
• 17:14
  Speaker 3: desk anymore. You can work wherever you want to. And
• 17:20
  Speaker 3: I admire the people in SEM that are like the
• 17:25
  Speaker 3: digital nomads that are living in Spain, are in Granada
• 17:30
  Speaker 3: and all these different places. And that's the amazing thing
• 17:33
  Speaker 3: is that we still get to connect with everyone and
• 17:35
  Speaker 3: build a business.
• 17:37
  Speaker 1: Yeah, And I think what and I want to get
• 17:41
  Speaker 1: into really, how do we do this? You know, we
• 17:43
  Speaker 1: know understand ways things that fail, but how do we
• 17:46
  Speaker 1: build systems that really serve people and not the other
• 17:49
  Speaker 1: way around? And I found, like you said, mentioned you
• 17:53
  Speaker 1: know that you can work remotely. Now it's you know,
• 17:56
  Speaker 1: we're recording this at the end of twenty twenty five.
• 17:59
  Speaker 1: This is five. Now it's hard to believe because like
• 18:01
  Speaker 1: you look at this post of COVID, but you know,
• 18:05
  Speaker 1: you have other businesses are like, well we need everybody
• 18:07
  Speaker 1: back in the office. Well why right? And it's a
• 18:11
  Speaker 1: trust issue, and it's like, well, if we don't see
• 18:13
  Speaker 1: you in there, that's many of the times, not all
• 18:15
  Speaker 1: of it, but I think there's a trust issue there
• 18:18
  Speaker 1: and the culture of like, well we don't see you
• 18:20
  Speaker 1: in there, we don't trust you. And so we're creating
• 18:22
  Speaker 1: these systems that I don't really believe truly serve people.
• 18:26
  Speaker 1: And I think it's like flipping it the other way around,
• 18:30
  Speaker 1: and and same thing with the websites or things where
• 18:32
  Speaker 1: like oh, let's just make this website. I'm like, is
• 18:34
  Speaker 1: it serving the people or is it more about you?
• 18:36
  Speaker 1: And like, you know who, how are you trying to
• 18:39
  Speaker 1: reach people? And I think we have to keep remembering,
• 18:41
  Speaker 1: like how do we do this without diminishing relationships? And
• 18:46
  Speaker 1: I do really appreciate the framework that particularly sen holds
• 18:51
  Speaker 1: that there's a framework that we adhere to, but it's
• 18:53
  Speaker 1: you're not a slave to that. There's flexibility in how
• 18:56
  Speaker 1: you work through this. And if you go to any
• 18:58
  Speaker 1: SCN group and I've gone to many of them, you're
• 19:01
  Speaker 1: not going to have the exact same experience. It's similar, right,
• 19:05
  Speaker 1: but it's not going to be the exact same because
• 19:07
  Speaker 1: you have different people in there that are following the
• 19:09
  Speaker 1: frameworks and creating it to serve who is in that group.
• 19:13
  Speaker 1: If you just look at the names of the groups, right,
• 19:15
  Speaker 1: I mean there's a lot of different You look at
• 19:16
  Speaker 1: the names, You're like, that's we're dragons rising, you know,
• 19:19
  Speaker 1: there's traffic thunder, there's coffees for closers, all these different
• 19:22
  Speaker 1: ones because there's a different emphasis in a way that
• 19:25
  Speaker 1: they operate, and I think that's great.
• 19:28
  Speaker 3: Yeah, And it all comes down to when we built this,
• 19:32
  Speaker 3: we didn't we wanted the people to own the room.
• 19:36
  Speaker 2: Okay, we wanted the.
• 19:37
  Speaker 3: People to build the culture, because me and Donnie don't
• 19:40
  Speaker 3: sit in these rooms every day. It's you guys that
• 19:42
  Speaker 3: sit in the room. So you guys need to enjoy it.
• 19:45
  Speaker 3: So what we provide is a framework to run a
• 19:48
  Speaker 3: badass networking meeting, and then we tell the leaders season
• 19:53
  Speaker 3: this to taste.
• 19:54
  Speaker 2: Now, don't go.
• 19:54
  Speaker 3: Crazy at everything, but season it to your taste because
• 20:00
  Speaker 3: dragons rising with the buyer on the head and all
• 20:03
  Speaker 3: that crazy stuff. And have fun with it, because if
• 20:07
  Speaker 3: you're not having fun in business, then why are you
• 20:09
  Speaker 3: in it?
• 20:10
  Speaker 1: Mm hmm yeah, absolutely, I mean you hit the nail
• 20:14
  Speaker 1: on the head you want to have But why do
• 20:16
  Speaker 1: you think, you know, do leaders maybe over complicate some
• 20:21
  Speaker 1: things sometimes, Jessica, like, how can we keep it simpler?
• 20:25
  Speaker 3: You know?
• 20:27
  Speaker 1: Uh?
• 20:28
  Speaker 3: Do they over complicate things?
• 20:33
  Speaker 1: You know?
• 20:34
  Speaker 3: That's a good question because sometimes there is complications in
• 20:39
  Speaker 3: the systems behind the scenes to make it simple for
• 20:44
  Speaker 3: the leaders in front, Okay, Behind every business, behind every
• 20:49
  Speaker 3: networking group, there's a bunch of systems running. And the
• 20:53
  Speaker 3: systems they may look complicated or they they are most
• 20:57
  Speaker 3: likely complicated. But when you pull them off and it
• 21:00
  Speaker 3: looks effortless, that's.
• 21:03
  Speaker 2: When you know something's working.
• 21:04
  Speaker 3: Because we have all these different things going on in
• 21:07
  Speaker 3: the back end. But when we show up, we look
• 21:10
  Speaker 3: put together, we know our shit, and we're kind of thing.
• 21:17
  Speaker 1: What have you seen for those background? What have you
• 21:19
  Speaker 1: seen the systems that are essential for scaling? You know
• 21:25
  Speaker 1: people different organizations like SCN because you've helped build a
• 21:28
  Speaker 1: what have you seen like okay to help grow in
• 21:31
  Speaker 1: scale and support people? What kind of systems do you
• 21:33
  Speaker 1: see that are necessary, Jessica.
• 21:36
  Speaker 3: So particularly to building a networking group that works around you.
• 21:41
  Speaker 3: A traditional networking group, you have one inviterer in the room,
• 21:46
  Speaker 3: and that one invit sits in their own network and
• 21:49
  Speaker 3: nobody else invites. Well, that one inviter gets drained, gets exhausted,
• 21:54
  Speaker 3: gets burnt.
• 21:54
  Speaker 2: Out, and then they leave and then the group dies.
• 21:57
  Speaker 3: And SBN we ensure that all leaders know that it's
• 22:01
  Speaker 3: an expectation that they should be inviting to the group.
• 22:04
  Speaker 3: And if the leaders set the example then the members
• 22:09
  Speaker 3: will follow inside of the chapter is this wasn't there
• 22:12
  Speaker 3: when you were training. We've now released a chapter hit
• 22:15
  Speaker 3: list where every time they add a leader in, they're
• 22:18
  Speaker 3: adding people to this hit list of these are the
• 22:21
  Speaker 3: people I need to be networking in, So the leadership
• 22:24
  Speaker 3: knows exactly who needs to be in the room, so
• 22:27
  Speaker 3: when they're out networking, they can bring it back to
• 22:30
  Speaker 3: their boardroom. Because that's kind of how I look at SCN.
• 22:33
  Speaker 3: You have your many networks out there, and SCN is
• 22:36
  Speaker 3: your weekly boardroom meeting. But now we have a chapter
• 22:41
  Speaker 3: hit list that they know exactly who everyone needs to
• 22:45
  Speaker 3: meet and who needs to be in the room, so
• 22:47
  Speaker 3: they can keep their eyes out when they're out networking
• 22:50
  Speaker 3: as well.
• 22:51
  Speaker 1: Yeah, and that is great. And I think the other
• 22:56
  Speaker 1: thing that I've seen, and the leg you comment on
• 22:58
  Speaker 1: this too, is scaling is like what's important? So when
• 23:03
  Speaker 1: you're scaling an organization, like being clear as like what
• 23:05
  Speaker 1: are we measuring, what are we tracking? What's important so
• 23:09
  Speaker 1: that we know how to win if you will, uh
• 23:13
  Speaker 1: and and and maybe you can speak to that to both,
• 23:15
  Speaker 1: by the way, sc and also a website, because I
• 23:17
  Speaker 1: think there's a lot of information out there. There's a
• 23:20
  Speaker 1: lot of things, but if it's all kind of coequal,
• 23:22
  Speaker 1: it's harder than prioritize and focus on what's most important,
• 23:26
  Speaker 1: what's making the difference. So maybe you talk a little
• 23:28
  Speaker 1: bit about that too as far as like when. So
• 23:30
  Speaker 1: that's how being people succeed, right of like what's I
• 23:33
  Speaker 1: need to look on? What do I need to what's working,
• 23:35
  Speaker 1: what's not working, whether it's in s CN or even
• 23:38
  Speaker 1: I get overwhelm when you look at websites and there's
• 23:40
  Speaker 1: all these new SEO, AIO, whatever, all these different things, right,
• 23:44
  Speaker 1: all those things like I'm like, what do I look at?
• 23:46
  Speaker 1: What is important? How do I equip myself so that
• 23:48
  Speaker 1: I'm successful? Right?
• 23:50
  Speaker 3: Okay, So in the networking room world, what you're looking
• 23:54
  Speaker 3: to do is to get in to as many conversations
• 23:57
  Speaker 3: as you possibly can with that. A lot of people
• 24:02
  Speaker 3: go into networking thinking that they're going to find their
• 24:04
  Speaker 3: end user client in the room, so the person you
• 24:07
  Speaker 3: want to sell to, but you're not looking for that
• 24:09
  Speaker 3: end user client. You're looking for your referral partners, the
• 24:14
  Speaker 3: people that can get you into the conversations of your
• 24:17
  Speaker 3: end user client. Now, the KPIs for networking They should
• 24:22
  Speaker 3: be how many people are you inviting to the room.
• 24:25
  Speaker 3: How many introductions are you making to people? How many
• 24:29
  Speaker 3: referrals are you making to people? Introductions and referrals are different. Introductions.
• 24:33
  Speaker 3: Is hey, you guys have synergy around your client. You
• 24:36
  Speaker 3: guys should have that conversation and go talk referrals. Is hey,
• 24:41
  Speaker 3: this is a warm sales call lead. I trust you
• 24:44
  Speaker 3: as a vendor. Go have this conversation. And then the
• 24:47
  Speaker 3: last thing is the number of virtual calls that you're having,
• 24:50
  Speaker 3: because if you're not tracking your virtual calls, you're not
• 24:53
  Speaker 3: getting into conversations. You need to be in it, and
• 24:55
  Speaker 3: you're just sitting in a networking room. Your networking room
• 24:59
  Speaker 3: is a touch point. Your relationships are going to be
• 25:03
  Speaker 3: built on the virtual calls and the one on ones that.
• 25:07
  Speaker 2: You have afterwards.
• 25:09
  Speaker 3: So that's the whole networking hemisphere. I guess you can
• 25:15
  Speaker 3: say I have had. Out of all four of those,
• 25:19
  Speaker 3: I would say the most important is inviting. And this
• 25:22
  Speaker 3: is from personal experience. I would have invite people into
• 25:28
  Speaker 3: my networking group and I didn't care if they joined.
• 25:33
  Speaker 2: Okay, what it did for me was, since I was.
• 25:36
  Speaker 3: Leading a group of twenty badass business owners. They would
• 25:40
  Speaker 3: see me as an authority in the business space, and
• 25:45
  Speaker 3: even if they didn't join two, three weeks, four or
• 25:48
  Speaker 3: five months later, they would send a referral to me
• 25:51
  Speaker 3: for a website later because they've remembered that I brought
• 25:54
  Speaker 3: them and.
• 25:54
  Speaker 2: Introduced them to a bunch of really cool people.
• 25:57
  Speaker 3: I've also gone out and invited just random people and
• 26:02
  Speaker 3: they go, well, Jessica, I don't want to be part
• 26:05
  Speaker 3: of the networking group, but I do need to talk
• 26:07
  Speaker 3: to you about websites. So it's an interesting way to
• 26:14
  Speaker 3: build lead generation into your business. It's a more natural
• 26:18
  Speaker 3: relationship based way to sell. Not that it replaces places
• 26:24
  Speaker 3: cold calling, cold LinkedIn outreach and all those things. You
• 26:27
  Speaker 3: still need those, but networking should be one of your
• 26:33
  Speaker 3: business development aspects that you are always working on.
• 26:37
  Speaker 1: Yeah, so would I want to add to that, Jessica,
• 26:40
  Speaker 1: because I think it's I love. Actually, people that have
• 26:44
  Speaker 1: listened to this podcast or have interacted me at some
• 26:46
  Speaker 1: point they know I typically do invite them to an
• 26:49
  Speaker 1: SCND meeting because of the just to the point you said,
• 26:52
  Speaker 1: it's up there, But I also think the to your point,
• 26:57
  Speaker 1: the meeting is just one touch point. It really is
• 27:01
  Speaker 1: building the relationship. And it's not even one virtual coffee.
• 27:06
  Speaker 1: It's it's repeatedly finding those people that you're building the
• 27:09
  Speaker 1: relationship with because it takes time, right to know somebody,
• 27:13
  Speaker 1: to really trust them and say, Okay, I like them,
• 27:17
  Speaker 1: I trust them, I believe that what they're about. There's
• 27:21
  Speaker 1: many people in sen that I've had repeated calls with
• 27:24
  Speaker 1: because it's like we're realigning and like, okay, where are
• 27:27
  Speaker 1: you at? What's going on? It's just hard to stay
• 27:29
  Speaker 1: on top of all these things where you know, and
• 27:31
  Speaker 1: so it's like that's where I found the deeper connections.
• 27:36
  Speaker 1: And then it's like, okay, I want to make sure
• 27:39
  Speaker 1: that I'm investing that to your point, investing that time
• 27:43
  Speaker 1: and I think you know. Thankfully, STN makes it pretty
• 27:46
  Speaker 1: easy to invite people because you can just go to
• 27:48
  Speaker 1: the website and there's a link and you can sign
• 27:50
  Speaker 1: this up and automations right and all this stuff and
• 27:53
  Speaker 1: so and it makes it it makes it easy for
• 27:56
  Speaker 1: me to say, because you've done this back end system,
• 27:58
  Speaker 1: Jessica and helping great of like it's kind of plug
• 28:02
  Speaker 1: and play, and so I'm not having to do some
• 28:04
  Speaker 1: many things so manually. And I mean to me, that's
• 28:07
  Speaker 1: also where we're hiring somebody like you on the website,
• 28:10
  Speaker 1: stuff of like how can we streamline this so it's
• 28:12
  Speaker 1: not so clunky and bulky, so that you can do
• 28:15
  Speaker 1: your best work getting out there and having those conversations
• 28:18
  Speaker 1: and not playing around with, you know, trying to upload
• 28:20
  Speaker 1: an image or doing something some kind of automation or
• 28:23
  Speaker 1: a filling out a form, right, because that's not the
• 28:25
  Speaker 1: best use of your time.
• 28:27
  Speaker 3: But if you look at a website, all it is
• 28:30
  Speaker 3: is a conversation. It's just a mental conversation with your
• 28:34
  Speaker 3: prospect that's looking at your website, and they may have
• 28:36
  Speaker 3: to come back one or two or three times to
• 28:38
  Speaker 3: finish the conversation. But what I tell a lot of
• 28:41
  Speaker 3: people is that your website should be your top sales conversation.
• 28:46
  Speaker 3: So a lot of times when we're working with businesses,
• 28:49
  Speaker 3: not only am I talking to the CEO with their vision,
• 28:53
  Speaker 3: mission values, I'm also talking to the people that are
• 28:56
  Speaker 3: out there on the field that are their sales reps,
• 28:58
  Speaker 3: that will know the conversations that they're having and know
• 29:02
  Speaker 3: what's making sense in the world right now with the
• 29:05
  Speaker 3: product that they're selling.
• 29:07
  Speaker 1: Oh, I love I love that you brought that up,
• 29:08
  Speaker 1: Jessica about because I think that that really is your
• 29:13
  Speaker 1: How do we take conversations to conversions? We don't want
• 29:18
  Speaker 1: without like being gross. We want to think it in
• 29:20
  Speaker 1: a natural way, right, And so what why do you
• 29:24
  Speaker 1: think websites, you know, maybe fail to do that, fail
• 29:28
  Speaker 1: to have that conversation. Where are they where are they
• 29:31
  Speaker 1: failing in in getting people to say, oh, look, I
• 29:33
  Speaker 1: want to have a conversation with this person, I want
• 29:36
  Speaker 1: to I want to opt in, I want to raise
• 29:37
  Speaker 1: my hand. What what do you? What do you see
• 29:40
  Speaker 1: a miss there? And using the website, like you said,
• 29:42
  Speaker 1: as a conversation a point of conversation.
• 29:45
  Speaker 2: So three points. So, first one, they did not.
• 29:50
  Speaker 3: Invest in their website, so they just said, hope, people
• 29:53
  Speaker 3: say I needed your website, So here's a website. So
• 29:56
  Speaker 3: they're not really buying into the whole digital marketing thing yet.
• 30:01
  Speaker 3: The second one, it's two and this usually applies to
• 30:05
  Speaker 3: older businesses. It's just became a block of information. It's
• 30:10
  Speaker 3: scattered and it's unorganized, and so it's like a person
• 30:14
  Speaker 3: that is squirreling out on you in twenty million different
• 30:18
  Speaker 3: ways and you don't know where to go. And then
• 30:21
  Speaker 3: the last reason is because they don't have a strong
• 30:24
  Speaker 3: call to action. People need to be prompted, especially in
• 30:31
  Speaker 3: the digital space. They need to be Okay, what is
• 30:34
  Speaker 3: my next step? Oh?
• 30:35
  Speaker 2: Here it is.
• 30:36
  Speaker 3: Would you like to schedule a consultation with me?
• 30:39
  Speaker 2: Oh yes, I would.
• 30:39
  Speaker 3: Let me click here and schedule a time to talk
• 30:42
  Speaker 3: to you. So you need the prompting throughout the website.
• 30:46
  Speaker 3: You need to make sure that it's organized, and you
• 30:48
  Speaker 3: need to invest into your website to ensure that all
• 30:51
  Speaker 3: of these pieces come together and create an environment that
• 30:56
  Speaker 3: creates the base of your digital experience.
• 30:59
  Speaker 1: And I can see where you know if you're not
• 31:01
  Speaker 1: and I'm not an expert in this, and I've had
• 31:03
  Speaker 1: to help to you, Jessica. Guys like having somebody like
• 31:05
  Speaker 1: you come alongside and say, let's take all these pieces
• 31:08
  Speaker 1: that you've got and put it in a cohesive way
• 31:11
  Speaker 1: that makes sense so when they enter your your website,
• 31:15
  Speaker 1: it's a natural flow and they're not getting destroyed. I've
• 31:17
  Speaker 1: learned this mistake where I put something off that took
• 31:20
  Speaker 1: them away from the website. Right, I'm like, oh, duh, okay,
• 31:23
  Speaker 1: that does makes sense. Right, It's like I learned, you know,
• 31:26
  Speaker 1: I'm learning yeah.
• 31:28
  Speaker 3: Well, I mean there are good resources. So if you
• 31:30
  Speaker 3: have partners, not only do you want to have the
• 31:34
  Speaker 3: links that link out of it, and usually you're using
• 31:36
  Speaker 3: those in blog posts, but you also want to link in.
• 31:42
  Speaker 3: So it's kind of like networking again. Think about your
• 31:45
  Speaker 3: website as a network. Who are the people that surround
• 31:49
  Speaker 3: you and your ICP. How can you get on their
• 31:51
  Speaker 3: websites to grab back links to bring back to your website,
• 31:54
  Speaker 3: to push your authority up in the digital space.
• 31:58
  Speaker 1: Yeah, and that's part of the reason why we we're
• 32:00
  Speaker 1: recording the podcast here. I wanted to have you on, Jessica,
• 32:02
  Speaker 1: because it's another way of reaching people. Obviously, it's through
• 32:05
  Speaker 1: YouTube channel and the podcast platforms. There's links out there
• 32:08
  Speaker 1: that bring you back. And again for those of you
• 32:11
  Speaker 1: are listening, we have all the show notes and how
• 32:13
  Speaker 1: you can connect to Jessica and sen and all that
• 32:15
  Speaker 1: stuff as works in the show notes here, So by
• 32:17
  Speaker 1: all means, make sure you look those up, connect with them,
• 32:20
  Speaker 1: leave comments too, because we always like to make sure
• 32:23
  Speaker 1: our guests can respond to those comments and pass them along.
• 32:26
  Speaker 1: So that's some great advice as well. Jessica, Man, I
• 32:30
  Speaker 1: want to go further. There's so much we love to
• 32:32
  Speaker 1: cover with you. I know what our time is kind
• 32:34
  Speaker 1: of coming to an end here, but there I want
• 32:38
  Speaker 1: to make sure that I didn't miss anything in that
• 32:40
  Speaker 1: you know, a blind spot set as as you're helping
• 32:45
  Speaker 1: leaders grow and and you're you've worked with so many
• 32:47
  Speaker 1: different people, Jessica, what would you say is kind of
• 32:51
  Speaker 1: your your observations as what has made a successful you know,
• 32:56
  Speaker 1: sem president, a business owner that you've worked with, how
• 32:59
  Speaker 1: do they show up well as a leader that you're like, man,
• 33:03
  Speaker 1: I can really we can make some great things happen
• 33:06
  Speaker 1: here and when? And what do you see that? So
• 33:09
  Speaker 1: that if as people are listening at your answer here,
• 33:12
  Speaker 1: they can reflect am I showing up that way? Or
• 33:14
  Speaker 1: maybe I'm not? And there's no guilt here. We're not
• 33:16
  Speaker 1: trying to make you feel guilty. We just want you
• 33:17
  Speaker 1: to have an awareness of like, okay, well how could
• 33:19
  Speaker 1: I maybe improve? So can you just share because you've
• 33:22
  Speaker 1: worked with so many Jessica, like where have you seen
• 33:25
  Speaker 1: great leaders shining? And you're like, if you can get
• 33:27
  Speaker 1: this done, if you're hitting these marks, you're going to
• 33:30
  Speaker 1: be really successful.
• 33:32
  Speaker 2: I would say it goes first.
• 33:34
  Speaker 3: You have your mission vision value that is the base
• 33:36
  Speaker 3: of everything you do. But then I would say you
• 33:40
  Speaker 3: also need to put goals in place no matter well,
• 33:45
  Speaker 3: whether you're doing business development, whether you're making a networking group,
• 33:49
  Speaker 3: whether you're building a website, you need to create that
• 33:53
  Speaker 3: endpoint where do I want to go with this?
• 33:56
  Speaker 2: What do I want to build?
• 33:57
  Speaker 3: Not just in a week, but a year out, five
• 34:01
  Speaker 3: years out, ten years out. Where do you want to be?
• 34:04
  Speaker 3: And that where do I want to be? Is going
• 34:08
  Speaker 3: to create the hunger to get there. But once you
• 34:11
  Speaker 3: figure out where you want to be, start backpedaling. How
• 34:14
  Speaker 3: am I going to get there? And how am I
• 34:16
  Speaker 3: going to break this down step by step? It's easy
• 34:20
  Speaker 3: to have this big empire dream, but if you don't
• 34:23
  Speaker 3: have the step by step to get there, you're going
• 34:27
  Speaker 3: to go off a lot of beaten paths to get there.
• 34:30
  Speaker 1: Yeah, and there's folks like yourself, Jessica. They come alongside
• 34:33
  Speaker 1: and help refine that of Like, Okay, I see where
• 34:35
  Speaker 1: you're trying to get to. Let us help you break
• 34:39
  Speaker 1: that down and make that a reality. And that's why
• 34:41
  Speaker 1: you have like you said, with sem we have a
• 34:43
  Speaker 1: president of we have a leadership team, and they're all
• 34:45
  Speaker 1: working together to greet that get to that vision. So
• 34:48
  Speaker 1: you have to do it all on your own. And
• 34:50
  Speaker 1: that's why we have folks like you on the podcast.
• 34:51
  Speaker 1: So you listen, you're like, oh, that's a person that
• 34:53
  Speaker 1: can help me on that journey.
• 34:55
  Speaker 3: Exactly Exactly. Some people are visionary, big fingers people are
• 35:00
  Speaker 3: the people that come in and break it down. So
• 35:03
  Speaker 3: the two complement each other. And if you can find
• 35:08
  Speaker 3: find those people that compliment who you are, that's when
• 35:12
  Speaker 3: amazing things happen.
• 35:13
  Speaker 1: Yes, oh absolutely, Jessin. I've seen it firsthand with what
• 35:17
  Speaker 1: you're doing SCN Buzzworks. As we're getting close to as
• 35:21
  Speaker 1: we're wrapping up this podcast today, I always like to
• 35:23
  Speaker 1: encourage our guests to kind of share. We covered a
• 35:25
  Speaker 1: lot of different things, but what could our listeners do
• 35:31
  Speaker 1: actionable after they've listened to all of our topics today,
• 35:34
  Speaker 1: from leadership to community to websites. Would you encourage them
• 35:39
  Speaker 1: to walk away if nothing else, that they did nothing else? Jessica,
• 35:42
  Speaker 1: and you would say, hey, if you did this thing today,
• 35:45
  Speaker 1: this would you would be much in a better place,
• 35:47
  Speaker 1: move in the right direction.
• 35:50
  Speaker 3: I would say, create your mission vision value, Always have
• 35:54
  Speaker 3: that in place, always hold that close to your heart
• 35:57
  Speaker 3: because that is kind of your north star to get
• 35:59
  Speaker 3: to where you're going. I'm going to upload my Champion's
• 36:04
  Speaker 3: anthem that we use for a success Champion Networking for
• 36:08
  Speaker 3: all our presidents. It goes through three questions each for
• 36:11
  Speaker 3: your mission vision value. You can go downloadload it at
• 36:13
  Speaker 3: Jessicagruber dot coo. I'll have that up for you guys,
• 36:17
  Speaker 3: so you can download it and use it exact excellent
• 36:21
  Speaker 3: way to start off your year in twenty twenty six.
• 36:24
  Speaker 1: Yeah, awesome, awesome, Thank you Jessica for being here on
• 36:26
  Speaker 1: the podcast. As a real pleasure. I would love to
• 36:29
  Speaker 1: have you come back again. This is a fun conversation
• 36:32
  Speaker 1: and of last having you here awesome.
• 36:35
  Speaker 2: Thank you and you guys.
• 36:35
  Speaker 3: If you liked this show, go ahead click subscribe and
• 36:39
  Speaker 3: comment on these podcasts. These take a lot of effort
• 36:42
  Speaker 3: to do so props to everyone that hosts a podcast
• 36:45
  Speaker 3: and YouTube channel.
• 36:47
  Speaker 1: Yes, absolutely, and thank you Jessica. We will be back
• 36:51
  Speaker 1: again with another episode and again said we love leaving
• 36:57
  Speaker 1: reviews for comments and sharing it with your netw work
• 37:01
  Speaker 1: and we wish you all the best. Thank you so
• 37:03
  Speaker 1: much for listening. Everybody by now
• 37:08
  Speaker 3: Mhm hm