Latest / #WisdomOfWomen Show / From Layoffs to Lift-Off: Building Repeatable Revenue with Clarity, Courage & Kindness with Michelle Hsiao

Transcript

From Layoffs to Lift-Off: Building Repeatable Revenue with Clarity, Courage & Kindness with Michelle Hsiao · #WisdomOfWomen Show

0:00
Welcome
0:00
to
0:00
the
0:01
Wisdom
0:01
of
0:01
Women
0:01
Show.
0:02
We
0:02
are
0:03
dedicated
0:03
to
0:04
amplifying
0:04
the
0:05
voice
0:05
and
0:06
wisdom
0:06
of
0:07
women.
0:08
On
0:09
our
0:09
show
0:09
every
0:10
week
0:10
we
0:11
bring
0:11
to
0:11
you
0:12
a
0:12
new
0:12
model
0:13
of
0:13
leadership
0:13
which
0:14
is
0:14
emerging
0:14
and
0:15
we
0:15
are
0:15
here
0:15
to
0:16
amplify
0:16
the
0:17
voices
0:17
of
0:18
women
0:18
leading
0:19
the
0:19
way.
0:20
I
0:20
am
0:20
your
0:20
host,
0:21
Coco
0:21
Solon,
0:22
five
0:22
time
0:22
founder,
0:23
impact
0:23
investor
0:24
and
0:24
creator
0:25
of
0:25
the
0:25
Force
0:26
for
0:26
Good
0:26
system.
0:27
Thank
0:28
you
0:28
for
0:28
joining
0:28
us
0:29
today
0:29
as
0:29
we
0:29
illuminate
0:30
the
0:30
path
0:31
to
0:31
unlock
0:31
unlocking
0:32
opportunities
0:33
and
0:33
prosperity
0:34
for
0:34
women
0:34
led
0:35
enterprises
0:36
by
0:36
amplifying
0:37
the
0:37
voice
0:38
and
0:38
wisdom
0:39
of
0:39
women.
0:40
So
0:41
today
0:41
we
0:42
have
0:42
a
0:43
revenue
0:44
rainmaker
0:45
extraordinaire
0:47
in
0:47
our
0:47
midst.
0:48
Michelle
0:50
show
0:50
is
0:51
the
0:51
founder
0:52
and
0:52
CEO
0:53
of
0:54
Revenue
0:54
Growth
0:55
Advisors
0:56
where
0:57
she
0:57
helps
0:58
high
0:58
potential
0:59
companies
1:00
unlock
1:01
new
1:02
levels
1:02
of
1:02
scale,
1:03
clarity
1:04
and
1:05
sustainable
1:06
growth
1:06
through
1:07
sales,
1:07
strategy,
1:08
team
1:08
design
1:09
and
1:09
customer
1:10
centric
1:11
operations.
1:12
With
1:13
over
1:13
20
1:13
years
1:14
of
1:14
experience
1:15
spanning
1:15
Fortune
1:16
100
1:17
giants,
1:18
Venture
1:19
backed
1:19
startups
1:20
and
1:20
purpose
1:21
driven
1:21
enterprises,
1:23
Michelle
1:23
brings
1:24
an
1:24
unparalleled
1:25
ability
1:26
to
1:26
turn
1:26
complex
1:27
complexity
1:28
into
1:29
momentum
1:29
and
1:30
stall
1:31
growth
1:31
into
1:32
repeatable
1:34
revenue.
1:35
She's
1:35
known
1:36
for
1:36
building
1:36
and
1:36
rebuilding
1:37
revenue
1:38
engines
1:38
that
1:39
not
1:39
only
1:39
drive
1:40
results,
1:41
but
1:41
reflect
1:42
the
1:42
values
1:42
and
1:43
vision
1:43
of
1:44
the
1:44
founders
1:45
she
1:45
advises.
1:47
Michelle
1:47
is
1:48
especially
1:49
passionate
1:49
about
1:50
helping
1:50
women
1:51
founders
1:51
step
1:52
into
1:52
their
1:52
full
1:53
power,
1:53
aligning
1:54
team
1:54
performance
1:54
with
1:55
personal
1:55
prosperity.
1:56
A
1:57
strategic
1:58
thinker
1:58
with
1:59
the
1:59
soul
1:59
of
2:00
a
2:00
coach,
2:00
Michelle's
2:01
work
2:01
sparks
2:02
transformation
2:03
across
2:03
people,
2:04
processes
2:05
and
2:06
profits.
2:06
Welcome
2:07
Michelle.
2:08
Oh
2:08
my
2:09
goodness,
2:09
what
2:09
an
2:10
introduction.
2:10
Thank
2:11
you
2:11
Coco.
2:12
Oh
2:13
that's
2:13
amazing.
2:13
Great
2:14
to
2:14
be
2:14
here
2:14
with
2:14
you.
2:15
Thank
2:16
you.
2:16
It's
2:16
so
2:17
nice
2:17
because
2:17
I
2:17
run
2:17
into
2:18
you
2:18
all
2:18
over
2:18
town
2:19
and
2:19
whenever
2:19
we
2:19
get
2:20
together
2:20
I
2:20
feel
2:20
like
2:20
we
2:21
just.
2:21
Have
2:21
a
2:21
small
2:22
this
2:22
world
2:23
that
2:23
we're
2:23
a
2:23
part
2:23
of
2:24
as
2:24
entrepreneurs,
2:25
as
2:26
women,
2:26
as
2:26
business
2:27
owners,
2:27
the
2:27
whole
2:28
thing
2:28
is
2:28
a
2:28
little
2:28
bit
2:29
tighter
2:29
and
2:30
that
2:30
sometimes
2:31
we
2:31
think,
2:31
you
2:31
know.
2:32
So
2:32
yes,
2:32
it's
2:33
always
2:33
a
2:33
pleasure.
2:34
Yes,
2:34
exactly.
2:35
I
2:35
always
2:36
like
2:36
to
2:36
ask
2:37
what
2:38
is
2:38
a
2:39
book
2:39
written
2:39
by
2:40
a
2:40
woman
2:41
that
2:41
has
2:42
significantly
2:43
influenced
2:43
your.
2:44
So
2:44
you
2:45
had
2:45
asked
2:45
me
2:45
that
2:45
question
2:46
in
2:46
advance.
2:46
Thank
2:47
you.
2:47
I
2:47
had
2:47
to
2:48
take
2:48
a
2:48
moment
2:48
because
2:49
when
2:49
I
2:49
started
2:49
thinking
2:50
about
2:50
some
2:50
of
2:50
the
2:50
books
2:51
that
2:51
meant
2:51
a
2:51
lot
2:52
to
2:52
me
2:52
and
2:52
impacted
2:53
me
2:53
especially
2:53
in
2:54
terms
2:54
of
2:54
business,
2:55
I
2:55
recognize
2:56
the
2:56
fact
2:56
that,
2:56
oh
2:57
my
2:57
God,
2:57
so
2:58
many
2:58
of
2:58
them
2:58
are
2:58
written
2:59
by
2:59
men.
2:59
So
3:00
then
3:00
I
3:00
thought
3:00
about
3:00
it
3:01
for
3:01
one
3:01
more
3:01
moment
3:02
and
3:02
the
3:02
book
3:02
that
3:02
I
3:02
have
3:03
been
3:03
reading
3:03
recently,
3:04
I'm
3:04
happy
3:05
to
3:05
say
3:05
a
3:06
business
3:06
book
3:06
is
3:06
written
3:07
by
3:07
a
3:07
woman
3:08
and
3:08
the
3:08
book
3:08
is
3:09
called
3:09
Machiavelli
3:10
for
3:10
Women.
3:11
And
3:12
so
3:13
you
3:13
know,
3:13
anyone
3:14
who
3:14
knows
3:14
anything
3:14
about
3:15
Machiavelli,
3:16
it
3:16
has,
3:16
he
3:17
has
3:17
turned
3:18
into
3:18
kind
3:18
of
3:18
this
3:18
very
3:19
negative
3:19
comment
3:20
connotation
3:20
about
3:21
control,
3:22
mental
3:22
impact
3:23
and
3:23
domination.
3:24
Stacey
3:25
Vonnik
3:25
Smith
3:25
talks
3:26
about
3:26
it
3:26
from
3:26
the
3:26
standpoint
3:27
of,
3:27
yes,
3:27
there
3:28
is
3:28
that
3:28
connotation,
3:29
but
3:30
really
3:30
Machiavelli
3:31
was
3:31
more
3:31
focused
3:32
on
3:33
gaining
3:34
power
3:34
and
3:34
retaining
3:35
power.
3:36
And
3:36
so
3:36
she's
3:37
kind
3:37
of
3:37
taken
3:37
that
3:38
lens
3:38
of
3:39
how
3:39
do
3:39
you
3:39
do
3:39
that
3:39
as
3:40
a
3:40
woman?
3:40
Because
3:41
as
3:41
we
3:41
both
3:42
know,
3:42
you
3:42
know,
3:42
in
3:43
our
3:43
own
3:43
personal
3:43
experience
3:44
and
3:44
many
3:44
of
3:45
the
3:45
women
3:45
we
3:45
respect,
3:46
there's
3:46
this
3:47
very
3:47
fine
3:47
balance
3:48
between
3:48
a
3:49
woman
3:49
being
3:49
strong
3:50
and
3:51
a
3:51
dominant
3:51
leader
3:52
and
3:52
kind
3:53
of
3:53
take
3:53
no
3:53
prisoners.
3:54
And
3:54
then
3:54
this
3:55
need
3:55
and
3:55
this
3:55
expectation
3:56
to
3:56
still
3:56
be
3:57
very
3:57
feminine,
3:57
very
3:58
thoughtful,
3:58
very
3:59
caring
3:59
of
3:59
our
3:59
teams.
4:00
And
4:00
it's
4:00
a
4:01
very
4:01
fine
4:01
balance.
4:02
I
4:02
can't
4:02
tell
4:02
you
4:03
how
4:03
she
4:03
wraps
4:03
it
4:03
all
4:04
up.
4:04
Cause
4:04
I'm
4:04
about
4:04
halfway
4:05
through
4:05
the
4:05
book,
4:05
but
4:05
I've
4:06
just
4:06
been
4:06
really
4:06
impressed
4:07
so
4:07
far
4:08
of
4:08
this.
4:09
This
4:09
perspective
4:10
of
4:10
number
4:11
one
4:11
is
4:12
recognizing
4:13
that
4:13
this
4:13
is
4:14
absolutely
4:15
a
4:15
situation
4:15
that
4:16
we,
4:16
especially
4:16
as
4:16
women,
4:17
and
4:17
certainly
4:18
women
4:18
of
4:18
color,
4:18
even
4:19
more
4:19
so.
4:20
It's
4:20
kind
4:20
of
4:20
that
4:21
balance
4:21
that
4:22
you
4:22
have
4:22
to
4:22
recognize
4:23
exists
4:23
and
4:24
there
4:24
is
4:24
no
4:24
getting
4:24
around
4:25
it.
4:25
But
4:25
then
4:25
how
4:25
do
4:25
you
4:26
work
4:26
within
4:26
that
4:26
framework
4:27
and
4:27
make
4:28
it
4:28
yours
4:28
in
4:29
terms
4:29
of
4:29
your
4:29
own
4:29
success?
4:30
That's
4:30
been
4:31
really
4:31
impactful
4:32
so
4:32
far.
4:33
I
4:33
love
4:33
it.
4:33
So,
4:34
Machiavelli
4:34
for
4:35
women.
4:35
I'm
4:35
going
4:35
to
4:36
have
4:36
to
4:36
pick
4:36
this
4:36
up
4:36
because
4:38
we
4:38
need
4:38
to,
4:38
as
4:38
women,
4:39
embrace
4:39
our
4:40
power
4:40
in
4:40
all
4:40
of
4:41
its
4:41
forms.
4:42
Sometimes
4:42
a
4:43
feminine
4:43
way
4:43
is
4:44
not
4:44
always
4:45
the
4:45
only
4:45
way.
4:45
Sometimes
4:46
we
4:46
need
4:46
to
4:46
assert
4:47
ourselves
4:48
in
4:48
ways
4:48
that
4:48
are
4:49
direct,
4:50
powerful.
4:51
I
4:51
think
4:52
that's
4:52
really
4:52
interesting.
4:53
I'm
4:53
gonna
4:53
have
4:53
to
4:53
pick
4:53
that
4:53
up
4:54
and
4:54
read
4:54
it.
4:54
Thank
4:54
you
4:54
for
4:55
bringing
4:55
it
4:55
to
4:55
us
4:56
today.
4:56
Yes,
4:56
of
4:57
course.
4:57
I
4:57
think
4:57
you'll
4:58
appreciate
4:58
it
4:58
as
4:58
well
4:59
as
4:59
your
4:59
listeners.
5:00
Wonderful.
5:02
So
5:02
in
5:02
life,
5:03
right,
5:04
we
5:04
all
5:04
have
5:04
these
5:04
big
5:05
moments
5:05
and
5:05
let
5:05
shape
5:06
who
5:06
we
5:06
are,
5:07
the
5:07
ups,
5:08
the
5:08
downs,
5:08
the
5:09
all
5:09
arounds.
5:10
Looking
5:10
back
5:11
on
5:11
your
5:12
life,
5:12
your
5:12
childhood,
5:13
your
5:13
teen
5:13
years,
5:14
your
5:14
20s,
5:15
30s
5:15
and
5:16
beyond,
5:17
what
5:18
are
5:18
the
5:18
three
5:18
moments
5:19
that
5:19
shape
5:20
who
5:21
you
5:21
are
5:21
and
5:21
who
5:22
you've
5:22
become?
5:22
Maybe
5:23
share
5:23
with
5:23
us
5:24
a
5:24
moment
5:24
where
5:25
you
5:25
stood
5:25
up
5:25
for
5:25
yourself
5:26
or
5:26
stood
5:27
your
5:27
ground
5:27
and
5:27
said
5:28
no,
5:28
or
5:29
where
5:29
you
5:29
overcame
5:30
some
5:30
heartbreak,
5:31
loss
5:31
or
5:32
challenge.
5:33
Maybe
5:34
a
5:34
moment
5:34
of
5:34
pride.
5:36
What
5:36
are
5:36
the
5:36
three
5:37
moments
5:37
that
5:37
have
5:37
shaped
5:38
your.
5:39
Your
5:39
journey?
5:40
So,
5:41
you
5:41
know,
5:42
I
5:42
was
5:42
thinking
5:42
about
5:43
this
5:43
a
5:43
little
5:43
bit
5:44
in
5:44
terms
5:44
of
5:45
what
5:45
that
5:45
means.
5:46
And
5:46
there's
5:47
moments
5:47
that
5:47
impact
5:48
you
5:48
from
5:49
your
5:49
personal
5:49
life.
5:50
There's
5:50
moments
5:50
that
5:50
impact
5:51
you.
5:51
Purely
5:51
professional.
5:52
For
5:53
me,
5:53
when
5:53
I
5:53
think
5:54
about
5:54
the
5:54
moments,
5:55
like
5:55
what
5:55
came
5:55
to
5:55
mind
5:56
were
5:56
moments
5:57
that
5:57
maybe
5:58
in
5:58
the
5:58
time
5:58
they
5:59
felt
5:59
like
5:59
it
5:59
was
6:00
just
6:00
a
6:00
personal
6:00
situation,
6:01
but
6:02
the
6:02
reality
6:02
was
6:02
it
6:03
has
6:03
impacted
6:03
me
6:04
so
6:04
significantly
6:05
in
6:05
all
6:05
aspects
6:06
of
6:06
my
6:06
life.
6:07
The
6:07
first
6:07
one
6:07
that
6:07
really
6:08
came
6:08
to
6:08
mind
6:08
was
6:09
I
6:09
was
6:09
in
6:09
a
6:09
very
6:10
serious
6:10
car
6:10
accident
6:10
when
6:11
I
6:11
was
6:11
22
6:11
years
6:11
old.
6:12
My
6:12
friend
6:13
was
6:13
driving
6:14
a
6:14
car.
6:14
We
6:15
were
6:15
out
6:15
really
6:15
late.
6:15
Yes,
6:16
there
6:16
had
6:16
been
6:16
some
6:16
drinking,
6:17
but
6:17
she
6:17
was
6:18
not
6:18
under
6:18
the
6:18
influence.
6:19
She
6:19
basically
6:19
just
6:19
fell
6:20
asleep
6:20
at
6:20
the
6:20
wheel
6:21
and
6:21
we
6:21
drove
6:22
into
6:22
a
6:22
tree.
6:23
It
6:23
was
6:23
a
6:23
long
6:23
road.
6:24
I
6:24
was
6:24
in
6:24
the
6:24
hospital
6:25
for
6:25
three
6:25
weeks.
6:25
I
6:26
had
6:26
serious
6:26
injuries.
6:27
She
6:28
had
6:28
even
6:28
more
6:28
serious
6:29
injuries.
6:30
That
6:30
whole
6:30
experience
6:30
could
6:31
be
6:31
a
6:31
whole
6:31
three
6:31
hour
6:31
conversation.
6:32
But
6:32
what
6:32
I
6:33
take
6:33
away
6:33
from
6:33
that
6:34
or
6:34
what
6:34
was
6:34
really
6:35
important
6:35
for
6:35
me
6:36
at
6:36
the
6:36
time.
6:36
I
6:36
was
6:36
at
6:36
22
6:37
years
6:37
old,
6:37
I
6:37
had
6:38
taken
6:38
some
6:38
time
6:38
off
6:38
from
6:39
college,
6:39
I
6:39
was
6:40
working,
6:40
wandering
6:41
around.
6:41
Probably
6:42
not
6:42
as
6:42
appreciative
6:43
of
6:43
the
6:43
people
6:43
around
6:44
me
6:44
that
6:44
were
6:45
important
6:45
and
6:45
impacting
6:46
me.
6:46
My
6:47
family,
6:47
my
6:47
close
6:48
friends.
6:49
And
6:50
when
6:50
this
6:50
happened,
6:51
the
6:51
people
6:52
that
6:52
were
6:52
there
6:52
to
6:53
help
6:53
me
6:53
get
6:53
back
6:54
on
6:54
my
6:54
feet
6:54
and
6:54
get
6:54
my
6:55
life
6:55
back
6:55
in
6:55
order
6:56
were
6:56
my
6:57
parents,
6:57
were,
6:58
you
6:58
know,
6:58
like
6:59
very
6:59
close
6:59
family
7:00
members,
7:00
very,
7:01
very
7:01
close
7:01
friends.
7:02
And
7:02
all
7:02
these
7:03
people
7:03
that
7:03
were
7:03
kind
7:03
of
7:03
like
7:04
in
7:04
the
7:04
periphery
7:05
just
7:05
floated
7:05
off
7:05
into
7:06
the
7:06
distance.
7:07
So
7:07
that
7:07
whole
7:07
experience,
7:08
really,
7:09
it
7:09
was
7:09
there.
7:09
I
7:09
would
7:10
say
7:10
there
7:10
were
7:10
two
7:10
main
7:10
impacts.
7:11
One
7:11
was
7:11
this
7:11
recognition
7:12
of
7:12
you
7:13
need
7:13
to
7:13
find
7:13
and
7:14
recognize
7:14
and
7:14
appreciate
7:15
the
7:15
people
7:15
that
7:16
are
7:16
really
7:17
impactful
7:17
and
7:18
so
7:18
important
7:18
and
7:19
there
7:19
for
7:19
you,
7:20
no
7:20
matter
7:20
what.
7:21
That
7:21
was,
7:21
number
7:21
one.
7:22
And
7:22
number
7:22
two
7:22
was
7:22
this
7:23
idea
7:23
that
7:24
there
7:24
comes
7:24
a
7:25
point
7:25
in
7:25
your
7:25
life
7:25
when
7:25
you
7:26
kind
7:26
of
7:26
have
7:26
to
7:26
pick
7:26
a
7:27
lane
7:27
and
7:27
stick
7:27
with
7:28
it.
7:28
For
7:28
me,
7:29
that
7:29
was
7:29
going
7:29
back
7:30
to,
7:30
you
7:30
know,
7:30
I
7:31
made
7:31
some
7:31
decisions.
7:32
I
7:32
moved
7:32
back
7:33
in
7:33
with
7:33
my
7:33
parents
7:33
for
7:33
a
7:33
certain
7:34
amount
7:34
of
7:34
time.
7:34
It
7:34
was
7:34
the
7:35
only
7:35
way
7:35
I
7:35
could
7:35
do
7:35
it
7:35
financially.
7:36
Went
7:36
back
7:36
to
7:37
college
7:37
full
7:37
time
7:38
and
7:38
got
7:38
back
7:38
on
7:39
the
7:39
path
7:39
directed
7:40
towards
7:40
the
7:41
goals
7:41
that
7:41
I
7:41
had
7:42
professionally
7:43
and
7:43
where
7:43
I
7:43
wanted
7:43
to
7:44
live
7:44
and
7:44
the
7:44
whole
7:44
thing.
7:45
And
7:45
so
7:45
that
7:45
was
7:46
a
7:46
really
7:46
big
7:46
turning
7:47
point
7:47
for
7:47
me.
7:48
And
7:48
I'm
7:48
kind
7:48
of
7:48
grateful
7:49
for
7:49
that
7:49
because
7:50
at
7:50
22
7:51
years
7:51
old,
7:51
it
7:52
was
7:52
an
7:52
important
7:52
time
7:53
for
7:53
me
7:53
to
7:54
say,
7:54
okay,
7:54
you
7:55
gotta
7:55
figure
7:55
out
7:55
what
7:55
you're
7:55
doing
7:56
with
7:56
your
7:56
life
7:56
and
7:56
get
7:57
back
7:57
to
7:57
it.
7:57
So
7:58
that
7:58
was
7:58
a
7:58
really
7:58
big
7:59
time.
8:00
Wow,
8:01
thank
8:01
you.
8:01
This
8:02
is
8:02
a
8:02
great
8:02
story.
8:03
It's
8:03
such
8:03
a
8:04
perfect
8:04
example
8:04
of
8:05
an
8:05
experience
8:05
that
8:06
shapes
8:06
your
8:06
wisdom
8:07
and
8:07
who
8:08
you
8:08
become.
8:09
Just
8:09
this
8:09
idea,
8:10
like,
8:10
you
8:11
pick
8:11
a
8:11
lane
8:11
and
8:12
you
8:12
stick
8:12
to
8:12
it
8:13
after
8:13
that.
8:13
The
8:13
idea
8:14
that
8:14
you
8:15
have
8:15
these
8:15
people
8:15
in
8:16
life
8:16
that
8:16
really
8:17
matter
8:17
and,
8:18
you
8:18
know,
8:18
sometimes
8:18
we
8:18
get
8:19
too
8:19
caught
8:19
up
8:19
in
8:19
the
8:19
ones
8:20
that
8:20
don't.
8:20
And
8:21
I
8:21
think
8:21
that
8:21
whether
8:21
they
8:22
be
8:22
your
8:22
loved
8:23
ones,
8:23
meaning
8:23
like,
8:23
you
8:24
know,
8:24
you
8:24
know,
8:24
like
8:24
family
8:25
members
8:25
like
8:25
your
8:25
parents
8:26
or
8:26
your
8:27
siblings,
8:27
whether
8:27
they
8:28
be
8:28
you
8:28
know,
8:28
the
8:28
partner
8:29
that
8:29
you
8:29
choose
8:29
in
8:29
life,
8:30
husband,
8:30
spouse,
8:31
girlfriend,
8:31
whatever.
8:32
It's
8:32
just
8:32
really
8:33
important
8:33
for
8:34
us
8:34
all
8:34
to
8:35
appreciate
8:36
who
8:36
they
8:36
are,
8:37
to
8:37
dedicate
8:38
the
8:38
time
8:38
to
8:39
them
8:39
and
8:39
to
8:40
not
8:40
get
8:40
distracted
8:41
by
8:41
kind
8:41
of
8:41
all
8:41
of
8:41
these
8:42
like
8:42
periphery
8:43
things
8:43
around
8:43
you.
8:44
I
8:44
think
8:44
was
8:44
a
8:44
big
8:45
learning
8:45
for
8:45
me.
8:46
Wonderful.
8:48
The
8:48
second
8:48
one
8:49
that
8:49
came
8:49
to
8:49
mind
8:50
was,
8:51
so
8:51
I
8:52
went
8:52
through
8:52
that
8:52
situation.
8:53
I
8:53
finished
8:53
college,
8:54
I
8:54
moved
8:54
to
8:55
New
8:55
York
8:55
right
8:55
out
8:55
of
8:56
college.
8:56
I
8:56
didn't
8:56
know
8:56
anyone,
8:57
I
8:57
had
8:57
no
8:57
place
8:57
to
8:58
live.
8:58
I
8:58
had
8:58
no
8:58
family,
8:58
no
8:59
friends.
8:59
But
8:59
I
8:59
did
8:59
have
8:59
a
9:00
job.
9:00
So
9:00
I
9:00
started
9:01
this
9:01
job
9:01
and
9:02
I
9:02
would
9:02
say
9:02
for
9:03
about
9:03
14
9:03
years,
9:04
just
9:04
had
9:04
this
9:04
amazing
9:05
life
9:05
in
9:05
Manhattan
9:06
and
9:07
amazing
9:07
friends
9:08
and,
9:08
you
9:08
know,
9:08
great
9:09
circle.
9:09
And
9:09
we
9:09
all
9:09
went
9:10
on
9:10
vacation
9:10
together.
9:10
We
9:11
went
9:11
to
9:11
each
9:11
other's
9:11
family
9:12
events
9:12
and
9:12
everything.
9:13
And
9:13
I
9:13
had
9:14
different
9:14
boyfriends
9:14
come
9:15
in
9:15
and
9:15
out
9:15
of
9:15
my
9:15
life
9:16
at
9:16
different
9:16
points.
9:16
But
9:16
I
9:17
wasn't
9:17
married,
9:17
I
9:17
didn't
9:18
have
9:18
children.
9:19
And
9:19
all
9:19
of
9:19
the
9:19
people
9:19
around
9:20
me,
9:20
pretty
9:20
much
9:20
that
9:20
was
9:20
the
9:21
same
9:21
situation.
9:22
And
9:22
I
9:23
turned
9:23
40.
9:23
This
9:24
is
9:24
an
9:24
absolute
9:24
true
9:25
story.
9:25
I
9:25
was
9:25
at
9:26
my
9:26
party,
9:26
I
9:26
had
9:26
an
9:26
amazing
9:27
big
9:27
party
9:27
and
9:28
I
9:28
was
9:28
so
9:28
excited
9:28
and
9:29
I
9:29
ended
9:29
up
9:30
in
9:30
the
9:30
ladies
9:30
room
9:31
with
9:31
my
9:31
best
9:31
friend
9:32
crying
9:33
and
9:33
saying,
9:34
I
9:34
forgot
9:34
to
9:35
have
9:35
a
9:35
kid.
9:36
She
9:36
was
9:36
taken
9:37
aback
9:37
by
9:37
then.
9:37
She's
9:38
like,
9:38
well,
9:38
you
9:38
know,
9:38
and
9:38
I
9:38
have
9:39
been
9:39
dating
9:39
a
9:39
guy
9:39
and
9:40
we
9:40
kind
9:40
of
9:40
ended
9:40
it.
9:40
She's
9:41
like,
9:41
you'll
9:41
find
9:41
another
9:41
guy.
9:42
And
9:42
I
9:42
said,
9:42
I
9:42
didn't
9:42
say
9:43
anything
9:43
about
9:43
a
9:43
man.
9:43
I,
9:44
I
9:44
didn't
9:44
say
9:44
a
9:44
husband.
9:45
I
9:45
said,
9:45
I
9:45
forgot
9:46
to
9:46
have
9:46
a
9:46
kid.
9:47
Evening.
9:48
I
9:48
started
9:49
in
9:49
earnest.
9:49
This
9:50
is
9:50
something
9:50
that's
9:50
important
9:50
to
9:50
me.
9:51
Then
9:51
let
9:51
me
9:51
figure
9:51
out,
9:51
can
9:52
I
9:52
do
9:52
this
9:52
by
9:52
myself?
9:53
So
9:54
I
9:54
started
9:54
doing
9:55
all
9:55
the
9:55
research
9:55
and
9:55
having
9:56
meetings
9:56
with
9:56
doctors.
9:57
I
9:57
was
9:57
just
9:57
going
9:57
to
9:57
do
9:57
this
9:58
on
9:58
my
9:58
own,
9:58
be
9:58
a
9:59
single
9:59
mom.
9:59
I
9:59
made
10:00
the
10:00
decision
10:00
to
10:00
do
10:00
this.
10:00
I'm
10:01
going
10:01
to
10:01
probably
10:01
move
10:01
back
10:01
to
10:01
Maryland
10:02
because
10:02
where
10:02
my
10:02
family
10:03
is,
10:03
I
10:03
want
10:03
to
10:03
have
10:04
the
10:04
support
10:04
of
10:04
them
10:04
around
10:05
me.
10:06
And
10:06
I
10:06
just,
10:07
it
10:07
was
10:07
one
10:07
of
10:07
these
10:07
things
10:08
of,
10:08
you
10:08
kind
10:08
of
10:08
have
10:08
to
10:08
start
10:09
building
10:09
it,
10:09
you
10:09
don't
10:09
know
10:10
where
10:10
it's
10:10
going
10:10
to
10:10
end
10:10
up.
10:11
And
10:11
then
10:11
two
10:11
months
10:11
after
10:12
that,
10:12
I
10:13
met
10:13
my
10:13
now
10:13
husband.
10:14
It
10:14
was
10:14
not
10:15
like
10:15
some
10:15
sort
10:15
of
10:15
fix
10:16
up.
10:16
It
10:16
was
10:16
not
10:16
an
10:16
app.
10:17
This
10:17
is
10:17
really
10:17
kind
10:17
of
10:17
before
10:18
the
10:18
apps
10:18
were
10:18
popular,
10:19
but
10:19
just
10:19
out
10:20
one
10:20
night
10:20
we
10:21
became
10:21
really
10:21
nice
10:22
friends
10:22
and
10:22
we
10:22
were
10:22
hanging
10:23
out
10:23
together
10:23
and
10:23
then
10:24
glove
10:24
grew
10:25
from
10:25
the
10:25
day
10:25
I
10:25
met
10:26
him.
10:26
We
10:27
got
10:27
married
10:27
two
10:27
years
10:28
later
10:28
and
10:28
then
10:29
about
10:29
18
10:29
months
10:29
later,
10:30
we
10:30
had
10:30
my
10:30
daughter.
10:31
At
10:31
44
10:32
years
10:32
old,
10:32
I
10:32
had
10:33
my
10:33
daughter.
10:33
It
10:33
was
10:33
not
10:34
without
10:34
some
10:34
struggles,
10:35
but
10:35
that
10:36
was
10:36
a
10:36
big
10:36
thing
10:36
for
10:36
me.
10:37
Some
10:37
people
10:37
say
10:37
I've
10:37
always
10:38
wanted
10:38
to
10:38
be
10:38
a
10:38
mother.
10:38
I
10:39
never
10:39
really
10:39
had
10:39
that
10:40
in
10:40
me.
10:40
But
10:41
then
10:41
when
10:41
I
10:41
was
10:41
40,
10:41
I
10:42
felt
10:42
like
10:42
this
10:42
is
10:42
something
10:43
that
10:43
feels
10:43
important
10:44
to
10:44
me.
10:44
I
10:45
think
10:45
again,
10:45
that's
10:45
an
10:45
example
10:46
of
10:46
when
10:46
something's
10:47
important
10:47
to
10:47
you,
10:48
you
10:48
sometimes
10:48
just
10:48
have
10:48
to
10:49
take
10:49
a
10:49
leap
10:49
of
10:49
faith
10:49
and
10:50
do
10:50
it
10:50
on
10:50
your
10:50
own.
10:51
Like
10:51
whether
10:51
it's
10:51
building
10:52
a
10:52
business,
10:52
whether
10:52
it's
10:53
some
10:53
something,
10:54
you
10:54
know.
10:54
But
10:54
for
10:55
me,
10:55
this
10:55
idea
10:55
of
10:56
having
10:56
a
10:56
child
10:56
was
10:56
really
10:57
important.
10:57
I
10:57
was
10:57
doing
10:58
it
10:58
on
10:58
my
10:58
own.
10:59
And
10:59
then
10:59
I
10:59
was
10:59
fortunate
11:00
enough
11:00
that
11:00
my
11:00
husband
11:01
came
11:01
along
11:01
and
11:01
we
11:02
were
11:02
able
11:02
to
11:02
kind
11:02
of
11:02
do
11:02
it
11:02
more
11:03
traditional
11:03
way.
11:03
But
11:04
that
11:04
was
11:04
a
11:04
huge
11:05
turning
11:05
point
11:05
for
11:06
me,
11:06
a
11:06
huge
11:06
milestone
11:07
for
11:07
me.
11:07
As
11:07
I've
11:08
shared
11:08
with
11:08
you.
11:08
I
11:08
just
11:08
picked
11:08
up,
11:09
picked
11:09
up
11:09
my
11:09
10
11:09
year
11:10
old
11:10
daughter
11:10
from
11:10
sleepaway
11:11
camp.
11:11
At
11:11
this
11:11
point,
11:12
I
11:12
can't
11:12
even
11:12
imagine
11:12
not
11:13
being
11:13
her
11:13
mom,
11:14
not
11:14
having
11:14
that
11:14
be
11:14
a
11:14
part
11:14
of
11:15
my
11:15
life.
11:15
I
11:15
love
11:15
that.
11:16
I
11:16
just
11:16
love
11:17
how
11:17
you
11:17
recognized
11:18
in
11:18
this
11:19
moment
11:19
that
11:20
this
11:20
was
11:20
something
11:20
you
11:21
wanted
11:21
to
11:21
have.
11:22
You
11:22
didn't
11:23
make
11:23
it
11:23
so
11:23
that,
11:24
well,
11:24
I
11:24
have
11:24
to
11:24
go
11:24
find
11:25
a
11:25
man
11:25
to
11:25
do
11:25
it.
11:26
Doubt
11:26
that
11:26
you
11:26
did.
11:27
I
11:27
love
11:27
that
11:27
you
11:28
were
11:28
just
11:28
like,
11:28
I
11:29
am
11:29
willing
11:29
to
11:30
do
11:30
whatever
11:30
I
11:31
need
11:31
to
11:31
do.
11:31
I'm
11:31
gonna
11:32
solve
11:32
this.
11:32
I
11:33
do
11:33
think
11:33
that
11:34
when
11:35
we
11:35
have
11:35
that
11:35
mindset
11:36
around,
11:36
like
11:37
you
11:37
said
11:37
before,
11:38
picking
11:38
a
11:38
lane,
11:38
you'd
11:39
make
11:39
a
11:39
decision.
11:40
I'm
11:40
going
11:40
to
11:41
figure
11:41
this
11:41
out
11:42
regardless
11:42
of
11:43
what
11:43
the
11:43
rest
11:43
of
11:43
the
11:43
world
11:44
does.
11:45
You
11:45
can
11:46
create
11:46
anything.
11:47
And
11:47
for
11:47
founders
11:47
and
11:48
leaders,
11:48
you
11:49
have
11:49
to
11:49
have
11:49
that.
11:50
Yes,
11:50
exactly.
11:51
Always
11:51
going
11:51
to
11:51
work
11:52
out
11:52
on
11:52
the
11:52
way
11:53
you
11:53
want
11:53
it
11:53
barely
11:54
does.
11:54
Right.
11:55
And
11:55
you
11:55
just
11:55
have
11:55
to
11:56
decide
11:56
this
11:56
is
11:57
important.
11:58
Right,
11:58
exactly.
11:59
And
11:59
I
11:59
think
11:59
that
12:00
whether
12:00
in
12:01
your
12:01
own
12:01
life
12:01
and
12:01
in
12:02
your
12:02
listeners
12:02
lives,
12:03
you
12:03
have
12:03
this
12:03
idea
12:04
of
12:04
a
12:04
goal,
12:04
you
12:05
have
12:05
something
12:05
in
12:06
mind.
12:06
So
12:06
let's
12:06
say
12:07
like
12:07
tomorrow
12:08
I
12:08
decided
12:08
I
12:09
want
12:09
to
12:09
drive
12:09
to,
12:09
from
12:10
New
12:10
York
12:10
to
12:10
Los
12:10
Angeles.
12:11
Okay.
12:11
Okay.
12:12
So
12:12
my
12:12
goal
12:12
is
12:13
to
12:13
get
12:13
to
12:13
Los
12:13
Angeles,
12:14
but
12:14
how
12:15
you
12:15
get
12:15
there,
12:15
There
12:16
are
12:16
different
12:16
ways.
12:17
You
12:17
could
12:17
drive,
12:17
you
12:18
could
12:18
take
12:18
the
12:18
train,
12:18
you
12:18
could
12:19
fly,
12:19
you
12:19
could
12:19
walk
12:19
like,
12:20
like
12:20
there's
12:20
so
12:20
many
12:20
different
12:21
ways
12:21
you
12:21
could
12:21
get
12:22
there.
12:22
So
12:22
I
12:22
think
12:23
as
12:23
founders,
12:24
as
12:24
entrepreneurs,
12:24
as
12:25
inventors
12:25
of
12:26
something
12:26
or
12:26
a
12:26
business
12:27
idea,
12:28
you
12:28
don't
12:28
necessarily
12:29
have
12:29
to
12:29
know
12:29
what
12:30
the
12:30
journey
12:30
is,
12:31
you
12:31
just
12:32
have
12:32
to
12:32
know
12:32
what
12:32
your
12:33
goal
12:33
is.
12:33
Whether
12:33
the
12:34
goal
12:34
is
12:34
some
12:35
kind
12:35
of
12:35
new
12:35
fangled
12:36
pen
12:36
that
12:36
will
12:37
never
12:37
leak,
12:37
whether
12:37
the
12:38
idea
12:38
is
12:38
interchangeable
12:39
glasses,
12:40
whatever.
12:40
The
12:40
idea
12:40
is,
12:41
if
12:41
you
12:41
can
12:41
have
12:42
a
12:42
solid
12:42
idea
12:42
of
12:43
what
12:43
your
12:43
goal
12:43
is
12:43
or
12:44
what
12:44
the
12:44
end
12:44
product
12:45
is,
12:46
then
12:47
that's
12:47
a
12:47
really
12:47
important
12:48
step.
12:49
Building
12:50
how
12:50
to
12:50
get
12:50
there
12:51
or
12:51
how
12:51
to
12:51
get
12:51
this
12:51
thing
12:52
is
12:52
not
12:53
to
12:53
say
12:53
it's
12:53
the
12:53
easy
12:53
part,
12:54
but
12:54
you
12:54
have
12:54
to
12:55
have
12:55
that
12:55
end
12:56
goal
12:57
as
12:57
a
12:57
cornerstone
12:58
to
12:58
any
12:58
idea.
12:59
I
12:59
do,
13:00
I
13:00
do.
13:00
I
13:00
absolutely
13:01
do.
13:01
And
13:02
once
13:02
you
13:02
figure
13:02
out
13:02
what
13:03
it
13:03
is
13:03
you
13:03
want,
13:03
you
13:04
can
13:04
figure
13:04
out
13:04
a
13:04
way
13:05
to
13:05
get
13:05
there.
13:06
And
13:06
just
13:07
like
13:07
you
13:07
said,
13:07
right
13:08
there
13:08
was,
13:09
I
13:09
also
13:09
have
13:10
heard
13:10
it
13:10
said
13:10
and
13:10
I,
13:10
I've
13:11
found
13:11
it
13:11
to
13:11
be
13:12
true
13:12
in
13:12
my
13:12
life.
13:12
Whenever
13:13
you
13:13
can
13:13
see
13:14
the
13:14
possibility
13:14
of
13:15
multiple
13:15
ways,
13:16
it's
13:16
much
13:17
easier
13:18
than
13:18
if
13:18
you
13:18
have
13:19
a
13:19
restricted,
13:20
like
13:21
it
13:21
will
13:21
only
13:21
work.
13:22
S
13:23
I
13:23
get
13:23
this,
13:23
this
13:23
or
13:23
this
13:24
or
13:24
if
13:24
I'm
13:25
funded
13:25
or
13:25
if
13:26
I
13:26
have
13:26
this
13:27
level
13:27
of
13:27
success
13:28
first,
13:28
it's
13:29
when
13:29
we
13:30
have
13:30
like,
13:31
oh,
13:31
I'm
13:31
going
13:31
to
13:32
get
13:32
there
13:33
whatever
13:33
my
13:33
goal
13:34
is.
13:35
And
13:35
I
13:35
am
13:35
not,
13:35
I,
13:36
I,
13:36
I
13:36
am
13:37
okay
13:37
trying
13:38
lots
13:38
of
13:38
different
13:39
ways.
13:40
And
13:40
I'm
13:40
not
13:41
particular
13:41
about
13:42
the
13:42
path.
13:42
Or
13:42
maybe
13:43
I'll
13:43
bike
13:43
and
13:43
then
13:44
train
13:45
and
13:45
then
13:45
leap
13:46
and
13:46
then,
13:47
I
13:47
don't.
13:48
Know,
13:48
I'll
13:48
do
13:48
right.
13:49
Like
13:49
so
13:50
I
13:50
love
13:50
that.
13:50
That's
13:50
exactly
13:51
right.
13:51
Tell
13:52
us,
13:52
Michelle,
13:52
your
13:52
third
13:53
moment.
13:53
So
13:54
the
13:54
third
13:54
one
13:54
is
13:55
a
13:55
little
13:55
bit
13:55
more
13:55
specific
13:56
as
13:56
far
13:56
as
13:56
business
13:57
is
13:57
concerned.
13:58
As
13:58
you
13:58
mentioned
13:58
in
13:58
the
13:58
introduction,
13:59
I've
13:59
worked
13:59
with
14:00
some
14:00
pretty
14:00
big
14:00
names.
14:01
I
14:02
had
14:03
been
14:03
with
14:03
a
14:03
major
14:04
retailer
14:04
for
14:05
about
14:05
15,
14:05
16
14:06
years
14:07
and
14:07
they
14:08
made
14:08
some
14:08
significant
14:09
changes
14:09
in
14:09
terms
14:09
of
14:10
organization
14:10
and
14:10
structure.
14:11
I
14:11
was
14:11
laid
14:11
off.
14:12
It
14:12
was
14:12
the
14:12
first
14:12
time
14:12
I'd
14:13
ever
14:13
been
14:13
laid
14:13
off.
14:14
I
14:14
think
14:14
I
14:15
had
14:15
lost
14:15
my
14:16
job
14:16
outside
14:17
of
14:17
my
14:17
control
14:18
once
14:18
when
14:18
I
14:18
was
14:18
19
14:19
years
14:19
old.
14:19
But
14:20
outside
14:20
of
14:20
that,
14:21
it
14:21
had
14:21
always
14:21
been
14:22
me
14:22
deciding
14:23
it
14:23
was
14:23
time
14:23
to
14:23
move
14:23
on,
14:24
me
14:24
deciding
14:24
it
14:24
was
14:25
time
14:25
to
14:25
make
14:25
a
14:25
change.
14:25
So
14:26
I
14:26
was
14:26
laid
14:26
off
14:27
from
14:27
my
14:27
job.
14:28
Took
14:28
me
14:29
a
14:29
little
14:29
time
14:29
to
14:29
find
14:29
my
14:30
next
14:30
role.
14:31
Got
14:31
an
14:31
amazing
14:32
role
14:32
with
14:32
another
14:33
major
14:33
retailer
14:34
and
14:34
I
14:35
loved
14:35
the
14:35
job,
14:35
I
14:36
loved
14:36
the
14:36
company.
14:36
It
14:37
was
14:37
a
14:37
really
14:37
happy
14:38
time
14:38
for
14:38
me
14:38
professionally.
14:39
And
14:40
then
14:40
Covid
14:40
happened
14:41
and
14:42
I
14:42
got
14:42
laid
14:42
off
14:42
again.
14:43
So
14:43
I
14:44
got
14:44
laid
14:44
off
14:44
twice
14:45
in
14:45
five
14:45
years.
14:46
And
14:47
I
14:47
came
14:47
away
14:47
from
14:48
that
14:48
with
14:48
a
14:48
lot
14:48
of
14:49
learnings
14:49
again
14:49
that
14:49
could
14:49
turn
14:50
into
14:50
a
14:50
whole
14:50
nother
14:50
three
14:50
hour
14:51
conversation.
14:51
But,
14:52
but
14:53
through
14:53
the
14:53
course
14:54
of,
14:55
as
14:56
everyone
14:56
did,
14:56
dealing
14:57
with
14:57
COVID
14:57
and
14:58
all
14:58
of
14:58
that
14:58
meant,
14:59
and
14:59
we
14:59
had
14:59
some
14:59
personal
15:00
losses
15:01
as
15:01
a
15:01
family
15:01
and
15:02
so
15:02
many
15:02
different
15:02
things
15:03
over
15:04
the
15:04
course
15:04
of
15:04
some
15:04
time,
15:05
I
15:06
made
15:06
the
15:07
decision
15:07
that
15:08
I
15:09
really
15:09
wanted
15:10
to
15:10
walk
15:10
away
15:10
from
15:10
corporate
15:11
and
15:11
do
15:11
my
15:11
own
15:12
thing.
15:12
That
15:13
came
15:13
from
15:13
inspiration
15:14
and
15:14
exasperation.
15:15
I
15:15
have
15:16
been
15:16
volunteering
15:17
with
15:17
a
15:17
nonprofit
15:18
that
15:18
supports
15:18
small
15:18
Businesses
15:20
with
15:20
high
15:20
level
15:20
business
15:21
consulting
15:21
advice
15:22
at
15:22
low
15:22
or
15:23
no
15:23
cost
15:23
via
15:24
grants.
15:24
That
15:24
experience
15:25
informed
15:25
me
15:26
that
15:26
there
15:26
are
15:26
so
15:27
many
15:27
incredible
15:27
ideas
15:29
of
15:29
businesses
15:30
and
15:30
people
15:30
that
15:31
are
15:31
passionate
15:31
and
15:32
committed
15:32
and
15:32
inventive
15:33
and
15:34
creative,
15:34
but
15:35
they
15:35
don't
15:35
necessarily
15:35
have
15:36
the
15:36
foundation
15:36
that
15:37
they
15:37
need
15:37
build
15:38
or
15:38
start
15:38
and
15:38
build
15:39
a
15:39
business.
15:39
They
15:39
don't
15:40
know
15:40
what
15:40
the
15:40
profit
15:41
and
15:41
loss
15:41
statement
15:41
is
15:42
or
15:42
they
15:43
don't
15:43
understand
15:44
that
15:44
just
15:44
because
15:44
you're
15:45
selling
15:45
doesn't
15:45
mean
15:46
you're
15:46
making
15:46
money.
15:47
I
15:47
was
15:47
working
15:47
with
15:48
these
15:48
business
15:48
owners
15:48
who
15:48
I
15:49
just
15:49
so
15:49
enjoyed
15:50
working
15:50
with,
15:50
but
15:51
they
15:51
needed
15:51
help.
15:52
Okay.
15:52
And
15:52
so
15:52
that
15:53
was
15:53
the
15:53
inspiration
15:54
was
15:54
I,
15:54
is
15:54
there
15:54
a
15:55
way
15:55
for
15:55
me
15:55
to
15:55
do
15:56
something
15:56
on
15:56
my
15:56
own
15:57
that
15:57
can
15:57
help
15:58
these
15:58
businesses?
15:59
And
15:59
then
15:59
the
15:59
exasperation
16:00
part
16:01
came
16:01
from
16:01
the
16:01
fact
16:01
I
16:01
got
16:02
laid
16:02
off
16:02
twice
16:02
in
16:02
five
16:03
years.
16:03
And
16:03
so
16:03
it's
16:03
this
16:04
realization
16:04
that
16:05
doesn't
16:05
matter
16:05
what
16:06
your
16:06
title
16:06
is,
16:06
doesn't
16:07
matter
16:07
what
16:07
the
16:07
company
16:07
is
16:08
that
16:08
you
16:08
work
16:08
for,
16:08
doesn't
16:09
matter
16:09
how
16:09
much
16:09
your
16:09
sal,
16:10
you
16:10
know,
16:10
your
16:10
comp
16:10
is.
16:11
There
16:11
is
16:12
no
16:12
absolute
16:13
security.
16:14
So
16:14
if
16:14
there's
16:14
no
16:14
absolute
16:15
security
16:15
when
16:15
I'm
16:16
working
16:16
for
16:16
this
16:16
big
16:17
name
16:17
that's,
16:17
you
16:17
know,
16:18
on
16:18
the
16:18
s
16:18
and
16:18
P500
16:19
and
16:19
the
16:19
whole
16:19
thing,
16:20
then
16:21
why
16:21
don't
16:21
I
16:21
just
16:21
try
16:22
and
16:22
start
16:22
something
16:22
on
16:23
my
16:23
own?
16:23
And
16:24
so
16:24
that's
16:24
where
16:25
it
16:25
came
16:25
from.
16:25
Over
16:26
the
16:26
course
16:26
of
16:26
about
16:26
two
16:27
or
16:27
three
16:27
months,
16:27
I
16:28
kind
16:28
of
16:28
just
16:29
had
16:29
this
16:29
recognition
16:30
that
16:30
I
16:30
wanted
16:30
to
16:30
try
16:31
something
16:31
on
16:31
my
16:31
own.
16:33
I'm
16:33
very
16:33
fortunate.
16:34
Anyone
16:34
who
16:35
has
16:35
a
16:35
service
16:35
business
16:36
understands
16:36
this
16:37
is
16:37
that
16:37
the
16:37
cost
16:37
of
16:38
entry
16:38
for
16:38
a
16:38
service
16:38
business
16:39
is
16:39
very
16:39
fairly
16:39
low.
16:40
You
16:40
know,
16:41
if
16:41
you
16:41
want
16:41
to
16:41
make
16:42
a
16:42
business
16:42
that's
16:42
reinventing
16:43
pens
16:43
or
16:44
notebooks
16:44
or
16:44
apparel,
16:45
sunglasses
16:45
or
16:45
whatever
16:46
it
16:46
is,
16:46
it's
16:47
a
16:47
very
16:47
high
16:47
financial
16:48
investment
16:48
to,
16:48
to,
16:49
to
16:49
come
16:49
up
16:49
with
16:50
product.
16:50
But
16:50
when
16:50
you
16:50
have
16:51
a
16:51
service
16:51
business,
16:52
it's
16:52
fairly
16:53
low.
16:53
So
16:53
for
16:54
just
16:54
a
16:54
couple
16:54
thousand
16:55
dollars,
16:55
I
16:55
think
16:56
it
16:56
was
16:56
like
16:56
three
16:56
or
16:56
$4,000,
16:57
you
16:58
know,
16:58
I
16:58
built
16:58
my
16:58
own
16:59
site,
16:59
I,
16:59
I,
17:00
you
17:00
know,
17:00
established
17:01
myself
17:01
as
17:01
an
17:01
llc.
17:02
I,
17:02
I
17:03
did
17:03
a
17:03
couple
17:03
other
17:03
things
17:04
and
17:04
I
17:04
just
17:04
started
17:04
my
17:05
business.
17:06
And
17:06
so
17:06
for
17:06
me
17:06
that
17:07
was
17:07
again,
17:07
that
17:07
was
17:07
just
17:07
this
17:08
idea,
17:08
this
17:09
kind
17:09
of
17:09
feeling
17:10
of
17:11
I'm
17:11
not
17:11
feeling
17:12
fulfilled,
17:12
I'm
17:13
not
17:13
feeling
17:13
like
17:13
I'm
17:14
getting
17:14
what
17:14
I
17:14
want
17:14
at
17:15
this
17:15
point
17:15
professionally.
17:16
So
17:16
I'm
17:16
just
17:17
going
17:17
to
17:17
build
17:17
it
17:17
myself.
17:18
And
17:18
that
17:18
was
17:18
the
17:19
kind
17:19
of
17:19
the
17:19
inspiration
17:20
or
17:20
the
17:20
impetus
17:21
for
17:21
revenue
17:22
growth.
17:22
Advisors.
17:23
You
17:23
know,
17:23
I
17:23
think
17:23
that
17:24
makes
17:24
so
17:24
much
17:24
sense.
17:25
I
17:25
had
17:25
a
17:25
moment
17:26
like
17:26
that
17:26
myself
17:27
when
17:27
I
17:27
was
17:27
in
17:28
corporate.
17:28
It
17:28
was
17:28
a
17:29
long
17:29
time
17:29
ago.
17:30
There's
17:30
this
17:30
whole
17:30
world
17:31
of
17:31
founders
17:32
out
17:32
There
17:32
getting
17:33
to
17:33
work
17:33
with
17:33
founders.
17:34
I
17:34
just
17:34
love
17:35
founders,
17:35
and
17:35
I
17:35
know
17:35
you
17:36
do
17:36
too.
17:36
Right.
17:37
And
17:37
we
17:38
were
17:38
talking
17:38
earlier
17:38
about
17:39
how
17:39
much
17:39
you
17:40
love
17:41
helping
17:42
founders
17:42
at
17:43
all
17:43
stages,
17:43
but
17:44
especially
17:44
at
17:44
the
17:45
ideation
17:45
stage,
17:46
that
17:46
when
17:46
you've
17:47
got
17:47
an
17:47
inspired
17:47
idea,
17:48
it's
17:49
a
17:49
creative
17:49
time,
17:49
but
17:50
it's
17:50
also
17:50
a
17:51
very
17:51
complicated,
17:52
how
17:52
do
17:53
I
17:53
do
17:53
this
17:53
time?
17:54
And
17:55
there's
17:56
ambiguity
17:57
and
17:57
uncertainty.
17:58
This
17:58
is
17:58
your
17:58
sweet
17:59
spot
17:59
to
17:59
tell
17:59
us
18:00
a
18:00
little
18:00
bit
18:00
more
18:01
about
18:03
your
18:03
experiences
18:04
working
18:04
with
18:05
founders
18:06
at
18:06
this
18:06
stage.
18:07
What
18:08
you
18:08
find
18:09
is
18:10
most
18:10
challenging
18:11
for
18:11
them
18:11
and
18:12
how
18:12
you
18:13
have
18:13
supported
18:14
them
18:15
in
18:15
these
18:16
challenging,
18:16
uncertain
18:17
times.
18:18
I
18:18
would
18:18
say,
18:19
as
18:19
far
18:19
as
18:19
what's
18:20
most
18:20
challenging,
18:21
when
18:21
someone
18:21
comes
18:22
up
18:22
with
18:22
an
18:22
idea,
18:23
whether
18:23
it's
18:23
an
18:24
idea
18:24
of
18:24
a
18:24
product,
18:24
an
18:25
idea
18:25
of
18:25
a
18:25
business,
18:26
you.
18:26
You
18:26
know,
18:27
it
18:27
comes
18:28
from
18:28
some
18:29
level
18:29
of
18:29
inspiration.
18:30
Whether
18:30
it's
18:31
inspiration,
18:31
meaning
18:32
there
18:32
was
18:32
a
18:32
thing
18:33
that
18:33
you
18:34
personally
18:34
wish
18:34
existed
18:35
and
18:36
it
18:36
doesn't
18:37
exist,
18:37
or
18:37
you
18:37
don't
18:37
think
18:38
it
18:38
exists
18:38
the
18:38
way
18:38
you
18:39
envision
18:39
it.
18:39
And
18:39
so
18:39
you're
18:39
going
18:40
to
18:40
just,
18:40
you
18:40
know
18:40
what?
18:40
Why
18:41
can't
18:41
I
18:41
be
18:41
the
18:41
one
18:41
that
18:41
builds
18:42
it?
18:42
So
18:43
it
18:43
comes
18:43
from
18:43
that.
18:43
It
18:43
could
18:44
come
18:44
from
18:44
a
18:44
place
18:44
of,
18:45
you
18:45
know,
18:46
maybe
18:46
you're
18:46
a
18:46
service
18:46
business
18:47
and
18:47
you
18:47
wish
18:48
this
18:48
service
18:48
existed.
18:49
It
18:49
always
18:49
comes
18:50
from
18:50
someplace,
18:51
the
18:51
successful
18:51
ones.
18:52
It
18:52
doesn't
18:52
always.
18:52
Because
18:53
there
18:53
are
18:53
some
18:53
businesses
18:54
that
18:54
start
18:54
just
18:54
from
18:55
the
18:55
completely
18:55
monetary
18:56
perspective.
18:56
But.
18:57
But
18:57
I
18:57
think
18:57
most
18:58
of
18:58
the
18:58
most
18:58
successful
18:59
businesses
18:59
come
19:00
from
19:00
a
19:00
place
19:00
of
19:00
inspiration
19:01
and
19:01
a
19:02
need.
19:02
Whether
19:02
it
19:02
was
19:02
a
19:03
need
19:03
that
19:03
they
19:03
had,
19:03
a
19:04
need
19:04
that
19:04
they
19:04
thought,
19:04
you
19:05
know,
19:05
I
19:05
don't
19:05
know,
19:06
they
19:06
did
19:06
something
19:06
for
19:07
a
19:07
child's
19:07
product,
19:07
something
19:08
their
19:08
child
19:08
needed,
19:08
or
19:09
whatever
19:09
it
19:09
might
19:09
be,
19:10
they
19:10
all
19:10
come
19:11
from
19:11
this
19:11
place
19:11
of
19:12
inspiration,
19:13
creativity,
19:14
ingenuity,
19:14
and
19:15
thinking
19:15
outside
19:15
the
19:16
box.
19:16
All
19:16
of
19:16
those
19:16
are
19:17
amazing
19:17
qualities
19:18
and
19:18
essential
19:18
in
19:19
building
19:19
a
19:19
business
19:19
or
19:20
product.
19:21
But
19:22
you
19:22
also
19:22
need
19:22
some
19:23
guardrails.
19:23
If
19:24
you
19:24
think
19:24
of
19:24
bowling,
19:25
there
19:25
are
19:25
guardrails
19:26
that
19:26
keep
19:26
your
19:27
ball
19:27
on
19:27
the.
19:27
Or
19:28
at
19:28
least
19:28
keep
19:28
it
19:28
from
19:29
going
19:29
down
19:29
the
19:29
other
19:29
end
19:30
of
19:30
the
19:30
bowling
19:31
alley.
19:31
But
19:32
my
19:32
point
19:32
is,
19:33
if
19:33
you,
19:33
as
19:34
the
19:34
founder,
19:34
as
19:34
an
19:34
inventor,
19:35
don't
19:35
have
19:35
that
19:36
in
19:36
you
19:37
to
19:37
kind
19:37
of
19:37
establish
19:38
those
19:38
guardrails
19:39
and
19:39
some
19:40
direction
19:40
and
19:41
some.
19:41
Okay,
19:42
what
19:42
are
19:42
the
19:42
brass
19:42
tacks?
19:43
Let's
19:43
get
19:43
down
19:43
to
19:44
brass
19:44
tacks.
19:44
Then
19:44
you
19:44
really
19:45
need
19:45
to
19:45
get
19:45
outside
19:46
support.
19:47
And
19:47
you
19:47
know,
19:48
sometimes
19:48
I
19:48
think
19:49
as
19:49
founders,
19:49
as
19:50
inventors,
19:51
as
19:51
product
19:51
people
19:52
especially,
19:53
it
19:54
can
19:54
be
19:54
extremely
19:55
expensive
19:55
to
19:56
start
19:56
something.
19:56
It
19:57
can
19:57
be
19:57
extremely
19:57
expensive
19:58
to
19:58
design
19:59
it,
19:59
to
20:00
get
20:00
it
20:00
trademarked,
20:01
to
20:01
get
20:01
it
20:01
patented,
20:02
to
20:03
get
20:03
it,
20:04
get
20:04
the
20:04
prototype
20:05
produced.
20:06
There's
20:07
30
20:07
steps
20:07
to
20:08
it,
20:08
and
20:08
it's
20:08
very
20:08
expensive
20:09
and
20:10
so
20:10
sometimes
20:10
there's
20:11
a
20:11
tendency
20:11
to
20:11
just
20:12
come
20:12
at
20:13
it
20:13
from
20:13
the
20:13
standpoint
20:14
of
20:14
I'll
20:14
figure
20:14
it
20:14
all
20:14
out
20:15
on
20:15
my
20:15
own.
20:16
Either
20:16
I'll
20:16
just
20:16
Google
20:17
it
20:17
and
20:17
I'll
20:17
figure
20:17
out
20:17
how
20:17
to
20:18
do
20:18
it,
20:18
or,
20:18
you
20:18
know,
20:19
my
20:19
sister's
20:19
best
20:19
friend's
20:20
husband
20:20
does
20:20
this
20:21
thing,
20:21
I'll
20:21
ask
20:21
him
20:22
for
20:22
some
20:22
help.
20:22
But
20:23
you're
20:23
kind
20:23
of
20:23
putting
20:24
it
20:24
together
20:24
in
20:25
this
20:25
haphazard
20:26
way
20:26
that
20:27
you're
20:27
going
20:27
to
20:27
end
20:27
up
20:28
in
20:28
some
20:28
cases
20:28
spending
20:29
more
20:29
money
20:29
than
20:29
you
20:30
need
20:30
to
20:30
or
20:31
spending
20:31
more
20:31
time
20:32
than
20:32
you
20:32
need
20:32
to.
20:33
Higher
20:33
level
20:34
of
20:34
frustration
20:34
because
20:35
you're
20:35
trying
20:35
to
20:35
figure
20:35
everything
20:36
out
20:36
on
20:36
your
20:36
own.
20:37
Why
20:37
I
20:38
think
20:38
our
20:38
services
20:38
are
20:39
so
20:39
important
20:39
and
20:40
why
20:40
I
20:40
enjoy
20:41
working
20:41
with
20:41
these
20:42
people
20:42
is
20:42
because,
20:43
number
20:44
one,
20:44
we
20:44
eliminate
20:45
a
20:45
lot
20:45
of
20:46
spinning
20:46
your
20:46
wheels
20:47
of
20:48
trying
20:48
to
20:48
find
20:48
something,
20:49
oh,
20:49
I
20:49
want
20:49
to
20:49
get
20:49
this
20:50
thing
20:50
made.
20:50
I
20:50
have
20:50
no
20:50
idea
20:51
how
20:51
to
20:51
get
20:51
this
20:51
thing
20:51
made.
20:51
Let
20:52
me
20:52
just
20:52
Google
20:52
who
20:52
makes
20:53
T
20:53
shirts
20:53
in
20:53
the
20:53
United
20:54
States.
20:54
That
20:54
process
20:55
is
20:55
going
20:55
to
20:55
waste
20:55
a
20:56
lot
20:56
of
20:56
time.
20:56
It
20:56
wastes
20:56
a
20:57
lot
20:57
of
20:57
money.
20:57
You
20:58
end
20:58
up
20:58
with
20:58
people
20:58
that
20:59
don't
20:59
necessarily
20:59
align
21:00
with
21:00
your
21:00
vision.
21:01
You
21:01
end
21:01
up
21:01
with
21:02
people
21:02
that
21:02
in
21:02
some
21:02
cases
21:02
unfortunately
21:03
scam
21:04
you.
21:04
So
21:05
working
21:06
with
21:06
someone
21:06
of
21:06
our
21:07
ilk
21:07
that
21:08
is
21:08
really
21:08
knowledgeable
21:09
in
21:09
terms
21:09
of
21:10
building
21:10
a
21:10
product
21:10
business
21:11
is
21:12
very
21:12
beneficial
21:13
to
21:13
them.
21:13
And
21:13
for
21:14
me,
21:14
what
21:14
it
21:14
gives
21:15
me
21:15
is
21:15
I
21:15
personally
21:16
have
21:16
not
21:16
come
21:16
up
21:16
with
21:16
any
21:17
amazing,
21:17
fantastic,
21:18
like
21:19
changing
21:20
the
21:20
world
21:20
product
21:20
idea
21:21
yet.
21:21
But
21:22
I
21:22
love
21:23
working
21:23
with
21:23
people
21:24
that
21:24
have
21:24
these
21:25
ideas
21:25
and
21:26
are
21:26
so
21:26
creative,
21:27
inspired
21:27
and
21:28
passionate
21:28
about
21:28
it
21:29
and
21:30
really
21:30
just
21:30
helping
21:31
them
21:31
and
21:31
supporting
21:32
them
21:32
in
21:32
everything
21:32
that
21:33
that
21:33
means
21:33
in
21:33
terms
21:33
of
21:34
operations,
21:34
process
21:35
and
21:35
implementation,
21:41
you're
21:41
on
21:42
mute.
21:45
Which
21:45
areas
21:46
do
21:46
you
21:46
really
21:46
focus
21:47
on?
21:47
I
21:47
know
21:48
retail.
21:48
Say
21:49
more
21:49
about.
21:50
Yeah,
21:50
I
21:50
like
21:51
to
21:51
say
21:51
that
21:51
we
21:51
only
21:52
support
21:52
product
21:53
businesses.
21:53
In
21:54
many
21:54
cases
21:55
those
21:55
are
21:55
ideas
21:56
of
21:56
a
21:56
product
21:57
or
21:57
the
21:58
startup
21:58
of
21:58
a
21:58
product.
21:59
Our
21:59
current
22:00
and
22:00
past
22:00
clients
22:01
are
22:01
in
22:02
many
22:02
cases
22:02
direct
22:02
to
22:02
consumer
22:03
brands
22:03
or
22:03
retailers
22:04
or
22:04
e
22:04
commerce
22:05
players
22:05
within
22:06
jewelry,
22:06
apparel,
22:07
wholesale
22:08
food,
22:08
consumer
22:09
appliances,
22:09
toys,
22:10
home
22:11
goods,
22:11
anything
22:12
within
22:12
the
22:12
four
22:13
walls
22:13
of
22:13
a
22:13
Macy's
22:14
or
22:14
a
22:14
Target
22:15
or
22:15
a
22:15
Whole
22:15
Foods.
22:16
Those
22:16
are
22:16
our
22:17
clients.
22:17
I
22:18
love
22:18
it.
22:18
So
22:19
you've
22:20
just
22:20
named
22:20
a
22:20
couple
22:20
of
22:21
really
22:21
big
22:22
retailers.
22:24
Go
22:24
to
22:24
big
22:25
retail
22:25
is
22:25
something
22:26
that
22:26
it's
22:26
a
22:26
topic
22:27
that
22:27
you've
22:27
talked
22:27
about
22:28
to
22:28
groups
22:29
before.
22:30
Tell
22:30
us
22:31
more
22:31
about
22:33
that
22:33
strategy,
22:34
what
22:34
you
22:34
mean
22:34
by
22:34
that,
22:35
and
22:35
when
22:35
a
22:35
company
22:36
is
22:36
ready
22:36
for
22:36
that.
22:37
So
22:37
it's
22:37
really
22:38
important
22:38
to
22:38
have
22:39
goals
22:39
for
22:39
what
22:40
you
22:40
want
22:40
this
22:40
business
22:41
to
22:41
look
22:41
like,
22:41
especially
22:42
when
22:42
you're
22:42
starting
22:42
some
22:43
sort
22:43
of
22:43
product
22:43
business.
22:45
It's
22:45
wonderful
22:46
to
22:46
have
22:46
a
22:46
vision
22:47
of
22:47
your
22:47
apparel
22:48
Line
22:48
at
22:49
Nordstrom,
22:49
Target,
22:50
Neiman
22:50
Marcus
22:51
or
22:51
whatever
22:51
it
22:51
might
22:51
be.
22:51
It's
22:52
wonderful
22:52
to
22:52
have
22:53
that
22:53
as
22:53
a
22:53
goal.
22:54
The
22:54
reality
22:55
is
22:55
when
22:56
you're
22:56
starting,
22:56
the
22:57
chances
22:57
of
22:57
you
22:58
getting
22:58
noticed
22:59
by
22:59
someone
22:59
like
23:00
that,
23:00
getting
23:01
an
23:01
order,
23:01
getting
23:02
it
23:02
in,
23:03
making
23:03
money
23:03
off
23:04
of
23:04
it,
23:05
are
23:05
slim
23:05
to
23:06
none.
23:06
Okay.
23:07
I
23:07
say
23:08
that
23:08
from
23:08
the
23:08
vantage
23:09
point
23:09
of
23:09
what
23:09
I
23:09
do
23:09
now,
23:10
which
23:10
is
23:10
supporting
23:10
product
23:11
business.
23:11
I
23:11
say
23:12
that
23:12
as
23:12
a
23:12
former
23:12
retailer.
23:13
It's
23:14
not
23:14
just
23:14
because
23:15
it's
23:15
hard
23:15
to
23:15
even
23:15
get
23:16
someone
23:16
to
23:16
open
23:16
your
23:17
email,
23:17
take
23:17
your
23:17
call
23:18
or
23:18
answer
23:18
your
23:19
reach
23:19
out.
23:20
It's
23:20
an
23:20
extremely
23:21
challenging
23:22
and
23:22
heavy
23:23
lift
23:23
in
23:23
terms
23:23
of
23:24
what
23:24
that
23:24
business
23:25
relationship
23:25
looks
23:26
like.
23:27
So
23:27
a
23:27
lot
23:27
of
23:27
times
23:28
when
23:28
people
23:28
come
23:28
to
23:29
me
23:29
and
23:29
say,
23:29
oh,
23:30
I
23:30
want
23:30
to
23:30
get
23:31
into
23:31
Target
23:31
or
23:31
oh,
23:32
I
23:32
want
23:32
to
23:32
get
23:32
into
23:32
Whole
23:33
Foods,
23:33
before
23:34
we
23:34
even
23:34
get
23:35
into
23:35
that,
23:35
I
23:35
talk
23:35
to
23:36
them
23:36
about
23:36
what
23:37
are
23:37
you
23:37
currently
23:37
doing,
23:38
where
23:38
are
23:38
you
23:38
currently
23:39
selling,
23:39
who
23:39
are
23:40
you
23:40
selling
23:40
to?
23:40
How
23:40
is
23:41
your
23:41
customer
23:41
finding
23:41
you?
23:42
Is
23:42
everything
23:43
through
23:43
your
23:43
own
23:43
website?
23:44
Are
23:44
you
23:44
working
23:44
with
23:44
marketplaces?
23:45
And
23:45
marketplaces
23:46
are
23:46
not
23:46
just
23:46
Amazon.
23:47
There's
23:48
a
23:48
ton
23:48
of
23:48
retailers
23:49
that
23:49
have
23:49
their
23:49
own
23:50
marketplaces,
23:51
so
23:51
meaning
23:51
you
23:51
don't
23:51
ship
23:52
inventory
23:52
into
23:53
them,
23:53
you
23:53
drop
23:54
ship
23:54
to
23:54
their
23:54
customers
23:55
when
23:55
someone
23:56
orders
23:56
off
23:56
their
23:56
site.
23:57
I
23:58
talked
23:58
to
23:58
them
23:58
about
23:58
a
23:58
lot
23:58
of
23:59
the,
23:59
you
23:59
know,
23:59
or
23:59
even
24:00
maybe
24:00
you're
24:00
not
24:00
doing
24:00
any
24:01
of
24:01
those
24:01
things,
24:01
but
24:01
maybe
24:02
you're
24:02
doing
24:02
pop
24:02
up
24:03
events
24:03
or,
24:04
or
24:04
you
24:05
know,
24:05
events
24:06
or
24:06
hospitality
24:07
like
24:07
your,
24:07
your,
24:08
your
24:08
food
24:08
is
24:09
featured
24:09
at
24:09
like
24:09
a
24:10
stadium,
24:10
like.
24:10
And
24:11
all
24:11
of
24:11
these
24:11
are
24:12
scenarios
24:12
that
24:12
my
24:12
current
24:13
and
24:13
past
24:13
clients
24:13
have
24:14
been
24:14
in.
24:14
So
24:14
we
24:14
talk
24:15
a
24:15
lot
24:15
about
24:15
what
24:15
your
24:16
business
24:16
currently
24:16
looks
24:17
like
24:17
and,
24:17
and
24:17
how
24:17
you're
24:18
selling,
24:18
how
24:18
is
24:18
your
24:19
customer
24:19
finding
24:19
you,
24:20
how
24:20
are
24:20
you
24:20
continuing
24:21
to
24:21
have
24:21
repeat
24:22
business?
24:23
And
24:24
having
24:24
a
24:25
goal
24:25
of
24:25
being
24:25
at
24:25
one
24:26
of
24:26
these
24:26
major
24:26
retailers
24:27
is
24:27
great
24:27
and
24:27
we
24:27
can
24:28
support
24:28
you
24:28
and
24:28
make
24:29
that
24:29
happen
24:29
for
24:29
you.
24:30
But
24:30
there
24:30
were
24:31
steps.
24:31
This
24:32
idea
24:32
of
24:32
go
24:32
to
24:33
big
24:33
retail
24:33
or
24:33
go
24:33
to
24:34
retail
24:34
is
24:35
not
24:35
something
24:35
that
24:36
you
24:36
want
24:36
to
24:36
start
24:36
from
24:37
the
24:37
very
24:37
beginning.
24:37
A
24:38
lot
24:38
of
24:38
the
24:38
times
24:38
when
24:39
we
24:39
work
24:39
with
24:39
our
24:39
clients
24:40
is
24:41
focusing
24:42
on
24:42
their
24:42
direct
24:42
to
24:43
consumer
24:43
business
24:43
is
24:44
the
24:44
first
24:44
priority.
24:45
So
24:46
not
24:46
even
24:46
adding
24:47
on
24:47
things
24:47
like
24:48
Amazon
24:48
or
24:49
Etsy,
24:49
I
24:50
want
24:50
you
24:50
to
24:50
really
24:50
just
24:51
focus
24:51
on
24:51
your
24:51
own
24:52
site
24:52
first.
24:53
Or
24:53
if
24:53
you
24:53
do
24:54
a
24:54
lot
24:54
of
24:54
business
24:54
in
24:54
person
24:55
at
24:55
pop
24:55
up
24:56
events
24:56
or
24:56
makers
24:57
markets,
24:57
let's
24:57
focus
24:57
on
24:58
that
24:58
first
24:58
and
24:59
get
24:59
that
24:59
right.
25:00
And
25:00
what
25:00
can
25:00
you
25:01
learn
25:01
from
25:01
that?
25:02
Then
25:02
let's
25:02
start
25:02
to
25:03
think
25:03
about
25:03
getting
25:04
you
25:04
into
25:04
one
25:04
of
25:04
these
25:04
major
25:05
retailers.
25:05
Because
25:06
a
25:06
major
25:06
retailer
25:07
is
25:07
going
25:07
to
25:07
be
25:08
looking
25:08
for
25:08
some
25:08
sort
25:09
of
25:09
established
25:09
consumer
25:10
base
25:11
that
25:11
you
25:11
as
25:12
the
25:12
inventor,
25:12
as
25:13
the
25:13
Business
25:13
have
25:14
brought
25:14
to
25:15
the
25:15
table.
25:15
They're
25:16
not
25:16
there
25:17
to
25:17
find
25:17
customers
25:18
for
25:18
you.
25:19
You
25:19
need
25:19
to
25:20
have
25:20
some
25:20
level
25:20
of
25:21
customers
25:21
that
25:21
you
25:21
can
25:22
send
25:22
to
25:22
their
25:22
sites.
25:23
There
25:23
should
25:23
be
25:23
people
25:24
that
25:24
are
25:24
looking
25:24
for
25:25
your
25:25
product
25:25
and
25:25
that
25:26
now
25:26
they
25:26
can
25:26
go
25:26
to
25:26
Target
25:27
and
25:27
look
25:27
for
25:27
your
25:27
product.
25:28
And
25:29
versus
25:29
just
25:30
saying
25:30
like,
25:30
oh,
25:30
I
25:31
want
25:31
to
25:31
work
25:31
at,
25:31
I
25:31
want
25:31
to
25:32
be
25:32
in
25:32
Target
25:32
so
25:32
that
25:33
people
25:33
will
25:33
find
25:33
me.
25:33
That's
25:34
not
25:34
what
25:35
how
25:35
it
25:35
works.
25:36
So
25:36
having
25:37
some
25:37
level
25:38
of
25:38
established
25:39
business,
25:39
established
25:40
consumer
25:40
base,
25:41
it's
25:41
everything.
25:41
It's
25:42
your
25:42
social
25:42
media
25:42
accounts,
25:43
how
25:43
many
25:43
followers
25:44
you
25:44
have,
25:44
how
25:44
much
25:44
engagement
25:45
you
25:45
have,
25:45
what
25:46
does
25:46
your
25:46
email
25:46
database
25:47
look
25:47
like,
25:48
like
25:48
all
25:48
of
25:48
these,
25:49
how
25:49
many
25:49
orders
25:49
are
25:49
you
25:50
getting,
25:50
how
25:50
many
25:50
repeat
25:51
orders,
25:51
what's
25:52
your
25:52
cost
25:52
of
25:52
acquisition.
25:53
All
25:53
of
25:53
these
25:53
are
25:54
things
25:54
that
25:54
are
25:54
really
25:54
important
25:55
that
25:55
you
25:55
have
25:56
your
25:56
arms
25:56
around.
25:57
You
25:57
can
25:58
share
25:58
those
25:58
statistics,
25:59
those
25:59
metrics
26:00
with
26:00
these
26:00
retailers
26:01
before
26:02
you
26:02
ever
26:02
getting
26:03
any
26:03
kind
26:03
of
26:03
merchandise
26:04
into
26:04
their
26:04
stores.
26:05
Your
26:05
wheels,
26:06
if
26:06
you're
26:06
trying.
26:07
You
26:07
know,
26:07
I
26:08
got
26:08
to
26:08
imagine
26:08
that
26:09
once
26:09
you
26:09
do
26:10
sell
26:10
to
26:10
a
26:10
Target
26:11
or
26:11
a
26:12
Walmart,
26:13
no
26:13
holy
26:13
grail,
26:14
right?
26:14
Like
26:14
their
26:14
relationships,
26:15
their
26:15
supply
26:16
agreements,
26:16
how
26:16
much
26:17
inventory
26:17
you
26:17
need
26:18
to
26:18
have
26:18
available,
26:18
all
26:19
that
26:19
costs
26:19
money.
26:19
And
26:20
then
26:20
they're
26:20
really
26:21
gonna
26:21
squish
26:21
you
26:22
on
26:22
margins,
26:22
right?
26:23
Yes,
26:23
they're
26:24
gonna
26:24
squish
26:24
you
26:24
on
26:25
margins.
26:25
There's
26:26
so
26:26
many.
26:26
And
26:26
some
26:27
of
26:27
the
26:27
things
26:28
as
26:28
a
26:29
20
26:29
plus
26:29
year
26:30
retailer
26:31
are
26:31
kind
26:31
of
26:32
common
26:32
knowledge,
26:33
but
26:33
they're
26:33
really
26:34
not.
26:34
Okay,
26:34
so
26:34
something
26:35
as
26:35
an
26:35
example,
26:35
just
26:36
one
26:36
little
26:36
example.
26:37
Payment
26:38
terms.
26:38
Okay,
26:39
so
26:39
payment
26:39
terms
26:40
are
26:41
for
26:41
those
26:41
who
26:42
don't
26:42
know
26:42
is
26:42
basically
26:43
how
26:43
much
26:44
time
26:44
does
26:45
the
26:45
retailer
26:46
have
26:46
to
26:46
pay
26:47
you
26:47
if
26:47
you
26:47
ship
26:48
merchandise
26:48
to
26:48
them?
26:49
And
26:49
the
26:49
Invoice
26:49
is
26:50
dated
26:50
June
26:50
1st.
26:52
If
26:52
your
26:52
terms
26:52
are
26:53
net
26:53
60,
26:53
that
26:54
means
26:54
they
26:54
technically
26:55
have
26:55
until
26:55
August
26:56
31st
26:56
to
26:57
pay
26:57
that
26:57
invoice.
26:58
So
26:58
now
26:59
for
26:59
almost
26:59
90
26:59
days,
27:00
you
27:01
have
27:01
shipped
27:01
merchandise,
27:02
you
27:02
of
27:02
course
27:02
have
27:03
paid
27:03
the
27:03
manufacturer,
27:04
you
27:04
have
27:04
paid
27:04
the
27:04
logistics,
27:05
you
27:05
have
27:05
paid
27:05
the
27:05
three
27:05
plus
27:07
and
27:07
you
27:07
haven't
27:07
gotten
27:07
any
27:07
money
27:08
from
27:08
the
27:08
retailer.
27:09
So
27:09
something
27:09
like
27:09
payment
27:10
terms
27:10
is
27:10
really
27:11
important
27:11
to
27:11
understand.
27:11
Oh,
27:12
by
27:12
the
27:12
way,
27:12
it's
27:12
not
27:13
set
27:13
in
27:13
stone.
27:14
You
27:14
have
27:15
some
27:15
level
27:16
of
27:17
negotiation
27:18
to
27:18
say
27:18
I'm
27:19
a
27:19
brand,
27:19
you
27:19
know,
27:20
I'm
27:20
a
27:20
brand
27:20
new
27:20
brand,
27:20
I'm
27:21
so
27:21
excited
27:21
to
27:21
be
27:21
in
27:21
your
27:22
retailer.
27:23
But
27:23
I
27:23
need,
27:24
is
27:24
there
27:24
some
27:25
flexibility
27:25
here?
27:26
Could
27:26
we
27:26
do
27:26
half
27:27
and
27:27
half
27:27
or
27:28
could
27:28
we
27:28
do
27:28
net
27:29
30
27:29
for
27:29
the
27:29
first
27:30
six
27:30
months
27:30
and
27:30
then
27:30
go
27:31
to
27:31
net
27:31
90?
27:31
There
27:32
is
27:32
flexibility
27:33
there,
27:33
but
27:33
you
27:33
have
27:34
to
27:34
know
27:34
that
27:35
and
27:36
whether
27:36
you
27:36
know
27:36
it
27:36
because
27:37
you
27:37
did
27:37
a
27:37
lot
27:37
of
27:38
research
27:38
on
27:38
your
27:38
own
27:38
or
27:39
you're
27:39
working
27:39
with
27:39
someone
27:40
like
27:40
a
27:40
consultant
27:41
or
27:41
a
27:41
fractional
27:42
someone
27:42
that
27:42
can
27:42
help
27:43
you
27:43
with
27:43
this,
27:44
then
27:44
that
27:45
way
27:45
if,
27:45
you
27:46
know,
27:46
going
27:46
in,
27:46
I'm
27:47
not
27:47
getting
27:47
paid
27:47
for
27:48
90
27:48
days,
27:48
you
27:48
can
27:49
figure
27:49
out
27:49
ways
27:50
to
27:50
make
27:50
that
27:50
work
27:50
for
27:51
yourself.
27:51
But
27:52
if
27:52
you
27:52
are
27:52
blanketly
27:53
signing
27:53
the
27:53
agreement
27:54
because
27:54
you're
27:54
so
27:54
excited
27:55
to
27:55
be
27:55
at
27:55
Walmart
27:56
or
27:56
Target
27:56
and
27:56
you
27:56
didn't
27:57
read
27:57
through
27:57
this
27:58
50
27:58
page
27:58
routing
27:59
guide
27:59
and
27:59
like
27:59
agreements
28:00
and,
28:01
or
28:01
you
28:01
just
28:01
like,
28:02
it's
28:02
not
28:02
that
28:02
big
28:02
of
28:02
a
28:03
deal,
28:03
then
28:04
unfortunately
28:05
there
28:05
are
28:05
examples
28:06
of
28:06
businesses
28:07
that
28:07
have
28:07
been
28:07
so
28:07
excited
28:08
to
28:08
be
28:08
in
28:08
a
28:08
major
28:09
retailer
28:10
and
28:10
they
28:10
did
28:10
not
28:10
do
28:11
their
28:11
due
28:11
diligence,
28:11
they
28:12
did
28:12
not
28:12
negotiate,
28:13
they
28:13
did
28:13
not
28:13
understand
28:14
the
28:14
full
28:14
complexities
28:15
of
28:15
it
28:15
and
28:15
they
28:15
bankrupted
28:16
themselves.
28:17
I
28:18
work
28:18
really
28:19
hard
28:19
with
28:19
people
28:19
to
28:19
make
28:20
sure
28:20
that
28:20
that
28:20
does
28:20
not
28:20
happen.
28:21
Right.
28:21
One
28:22
of
28:22
my
28:22
early
28:22
companies
28:24
that
28:24
I
28:24
talk
28:25
about
28:25
in
28:25
my
28:25
book,
28:25
it's
28:26
one
28:26
of
28:26
my
28:26
not
28:26
proud
28:27
stories.
28:27
I
28:27
had
28:28
a
28:28
chocolate
28:28
distribution
28:29
company,
28:31
had
28:31
a
28:31
team
28:32
of
28:33
individual
28:34
sales
28:34
reps
28:34
around
28:34
the
28:34
country
28:35
that
28:35
selled
28:36
into
28:36
retail
28:36
stores.
28:37
They
28:37
would
28:37
go
28:38
and
28:38
sell
28:39
our
28:39
chocolates
28:40
created
28:40
by
28:41
the
28:41
Chickasaw
28:41
Indians.
28:42
There
28:42
was
28:42
a
28:43
purpose
28:43
to
28:43
it.
28:43
Everything
28:44
was
28:44
going
28:44
really
28:45
great
28:45
until
28:46
we
28:47
got
28:47
to
28:48
the
28:48
summer
28:50
and
28:50
the
28:50
summer
28:51
shipping
28:52
chocolate.
28:53
Yeah.
28:54
Your
28:55
shipping
28:56
costs
28:56
like
28:57
quadruple.
28:58
Yeah.
28:59
Guess
28:59
who
28:59
did
28:59
not
29:00
anticipate
29:00
that.
29:01
Right.
29:02
So
29:02
it
29:02
was
29:03
a
29:03
disaster.
29:04
Like,
29:05
and
29:05
you
29:06
know,
29:06
and
29:06
we
29:06
had,
29:07
you
29:07
know,
29:07
so
29:08
we
29:08
got
29:08
through
29:08
it
29:09
and
29:09
life
29:10
goes
29:10
on.
29:10
Yeah.
29:11
This
29:11
is
29:11
exactly
29:12
what
29:12
you're
29:13
talking
29:13
about.
29:14
And
29:14
if
29:14
I
29:14
had
29:14
been
29:14
working
29:15
with.
29:15
You,
29:16
it
29:16
would
29:16
have
29:16
been
29:16
like
29:18
Dune,
29:18
what's
29:19
going.
29:19
Right.
29:20
August.
29:21
Right,
29:21
Right.
29:22
That's
29:22
right.
29:23
Well,
29:23
that's
29:23
a
29:23
great
29:23
example.
29:24
You
29:24
figured
29:25
out
29:25
a
29:25
chocolate
29:25
bar
29:26
needed
29:26
to
29:26
cost
29:27
whatever
29:27
you
29:27
charge,
29:27
let's
29:28
just
29:28
say
29:28
$5.
29:29
You
29:29
figured
29:29
out
29:29
it
29:29
needed
29:30
to
29:30
be
29:30
$5
29:30
and
29:30
that
29:31
was
29:31
based
29:31
upon
29:31
the
29:31
cost
29:32
of
29:32
all
29:32
of
29:32
the
29:32
raw
29:33
materials,
29:33
salaries,
29:34
rent,
29:34
shipping,
29:35
the
29:35
whole
29:35
thing.
29:35
You
29:35
figured
29:36
all
29:36
of
29:36
that
29:36
out,
29:38
but
29:38
then
29:38
you
29:39
didn't
29:39
factor
29:39
in
29:40
the
29:40
fact
29:40
that
29:40
your
29:40
shipping
29:41
costs
29:41
were
29:41
going
29:41
to
29:41
quadruple.
29:42
If
29:42
you
29:42
had
29:42
figured
29:43
that
29:43
in
29:43
and
29:44
factored
29:44
all
29:44
that
29:44
out
29:45
between
29:45
the
29:46
months
29:46
of
29:46
May
29:47
to
29:47
September,
29:48
your
29:48
margin
29:48
was
29:49
less
29:49
because
29:50
of
29:50
the
29:50
amount
29:50
you
29:50
were
29:50
spending
29:51
on
29:51
shipping
29:51
and
29:51
logistics.
29:52
But
29:52
then
29:52
you
29:53
meet
29:53
it
29:53
up
29:53
in
29:53
October
29:54
through
29:54
March
29:55
and
29:55
that
29:55
would
29:55
be
29:56
fine.
29:56
And
29:56
then
29:56
you
29:56
would
29:57
be
29:57
able
29:57
to
29:57
build
29:57
for
29:58
that.
29:58
You
29:58
would
29:58
know,
29:58
I
29:58
don't
29:59
make
29:59
a
29:59
lot
29:59
of
29:59
money
29:59
in
29:59
the
30:00
summer,
30:00
but
30:00
I
30:00
make
30:00
my
30:00
money
30:01
back
30:01
in
30:01
December.
30:02
It's
30:02
just
30:02
different
30:02
business
30:03
models.
30:03
But
30:03
you're
30:04
right
30:04
if
30:04
you're
30:04
not
30:05
kind
30:05
of
30:05
bringing
30:06
all
30:06
that
30:06
in.
30:07
And
30:07
again,
30:07
like
30:08
in
30:08
the
30:08
example
30:08
of
30:08
mine
30:08
of
30:09
like
30:09
the
30:09
cash
30:09
flow,
30:10
if
30:10
you're
30:10
not
30:10
factoring
30:11
that
30:11
in
30:11
and
30:11
understanding
30:12
that
30:13
there's
30:13
huge
30:14
impacts,
30:14
very
30:15
detrimental.
30:16
So,
30:16
yes,
30:16
definitely,
30:17
there
30:17
are
30:18
ways
30:18
to.
30:18
Deal
30:18
with
30:18
all
30:18
these
30:19
things,
30:19
but
30:19
you
30:19
have
30:20
to
30:20
be
30:20
ahead
30:20
of
30:20
it
30:20
or
30:21
you
30:21
find
30:21
yourself
30:22
in
30:22
a
30:22
jam
30:22
where
30:22
you've
30:23
got
30:23
orders
30:23
coming
30:23
in
30:24
and
30:24
you've
30:24
got
30:24
to
30:24
produce
30:25
and
30:25
you're
30:25
not
30:26
prepared.
30:26
You
30:26
don't
30:27
have
30:27
a
30:27
line
30:27
open
30:28
for
30:28
working
30:28
capital.
30:28
You
30:29
don't.
30:29
Right,
30:29
right.
30:30
You
30:30
really
30:30
should
30:30
have
30:30
been
30:31
charging
30:31
another
30:31
dollar.
30:32
You
30:33
couldn't
30:33
understand
30:33
why
30:34
the
30:34
other
30:34
ones
30:34
were
30:35
so
30:35
much
30:35
more
30:35
expensive.
30:36
And
30:36
now
30:36
you.
30:37
Exactly.
30:38
Now
30:38
you
30:38
figured
30:38
it
30:38
out.
30:39
You're
30:39
like,
30:39
ah,
30:40
that's
30:40
because
30:40
they
30:41
were
30:41
in
30:41
cold
30:42
trucks
30:42
together.
30:42
Yes.
30:43
Okay.
30:44
That's
30:45
because
30:45
they
30:45
were
30:45
in
30:45
dry
30:46
ice.
30:46
Oh,
30:47
yes.
30:47
I
30:48
think.
30:48
But
30:48
here's
30:48
the
30:49
thing
30:49
I.
30:49
What
30:49
I've
30:49
learned
30:50
in
30:50
business
30:50
is,
30:51
is
30:51
that
30:51
you
30:52
can.
30:52
It
30:52
is
30:52
this
30:53
growth
30:54
is
30:54
a
30:54
puzzle
30:54
you
30:55
can
30:55
solve.
30:56
The
30:56
more
30:56
you
30:56
can
30:56
bring
30:57
expertise.
30:58
One
30:58
of
30:58
the
30:58
other
30:58
things
30:59
I
30:59
always
30:59
feel
30:59
like,
30:59
and
31:00
I'd
31:00
love
31:00
your
31:00
input
31:00
on
31:01
this,
31:01
when
31:02
you're
31:02
early
31:03
on
31:03
and
31:04
wearing
31:04
all
31:04
these
31:04
hats,
31:05
you've
31:05
got
31:05
your
31:05
bright
31:06
idea
31:06
and
31:07
you're
31:07
moving
31:07
towards
31:08
it,
31:08
there's
31:08
some
31:09
part
31:09
of
31:09
the
31:09
puzzle
31:10
that
31:10
you're
31:10
really
31:10
good
31:11
at.
31:11
But
31:11
then
31:11
there's
31:12
other
31:12
parts,
31:12
be
31:12
it
31:13
finance
31:13
or
31:13
marketing
31:14
or
31:14
you're
31:15
not.
31:16
It's
31:16
hard
31:17
because
31:17
you
31:18
can't
31:18
hire
31:19
everybody
31:20
you
31:20
need
31:21
at
31:21
the
31:21
very
31:21
beginning.
31:23
What
31:23
are
31:23
some
31:24
ways
31:24
you
31:24
have
31:25
guided
31:26
founders
31:27
in
31:27
that
31:27
spot?
31:30
Well,
31:31
I
31:31
have
31:31
this
31:31
analogy.
31:32
A
31:32
parking
31:33
lot.
31:33
When
31:33
you
31:33
think
31:33
about
31:33
the
31:33
parking
31:34
lot
31:34
at
31:34
the
31:34
mall,
31:34
you
31:35
drive
31:35
your
31:35
car
31:35
to
31:36
the
31:36
parking
31:36
lot.
31:37
You.
31:37
You
31:37
turn
31:38
your
31:38
car
31:38
off,
31:38
and
31:39
you
31:39
walk
31:39
into
31:39
the
31:39
mall.
31:40
Okay.
31:40
And
31:40
you.
31:40
Your
31:41
car
31:41
is
31:41
out
31:41
in
31:41
the
31:41
parking
31:42
lot,
31:42
and
31:42
it's
31:42
ready
31:42
for
31:43
you
31:43
when
31:43
you're
31:43
ready
31:43
to
31:44
leave,
31:44
it's
31:44
ready
31:45
for
31:45
you
31:45
when
31:45
you're
31:45
done
31:45
with
31:45
whatever
31:46
you're
31:46
doing,
31:47
shopping.
31:48
And
31:48
I
31:48
kind
31:49
of
31:49
try
31:49
and
31:49
think
31:49
about
31:49
that,
31:50
about
31:50
ideas
31:51
for
31:51
business.
31:51
Okay.
31:52
You
31:52
need
31:52
to.
31:52
Whether
31:52
it's
31:53
literally
31:53
a
31:54
document
31:54
that
31:54
you
31:55
have
31:55
someplace
31:55
or
31:56
something,
31:56
but
31:57
have
31:57
a
31:57
parking
31:58
lot.
31:58
Okay.
31:58
Have
31:58
a
31:58
parking
31:59
lot
31:59
of
31:59
ideas
31:59
of
32:00
things
32:00
that
32:00
you
32:00
want
32:01
to
32:01
do,
32:01
people
32:02
you
32:02
want
32:02
to
32:02
hire
32:03
or
32:03
services
32:04
you
32:04
want,
32:04
or
32:05
chocolate
32:06
bars
32:06
you
32:07
want
32:07
to
32:07
expand
32:08
into,
32:08
like,
32:08
I
32:09
don't
32:09
know,
32:09
hot
32:09
chocolate,
32:10
whatever
32:10
it
32:10
may
32:10
be.
32:10
These
32:10
are
32:11
all
32:11
amazing
32:11
ideas,
32:12
but
32:12
they're
32:13
not
32:13
what
32:13
you
32:13
need
32:13
to
32:13
be
32:14
focused
32:14
on
32:14
today.
32:15
And
32:15
so
32:15
I
32:16
try
32:16
and
32:16
share
32:16
that
32:16
with
32:17
my
32:17
clients,
32:17
my
32:17
founders
32:18
and
32:18
my
32:18
colleagues
32:19
that
32:19
we
32:19
brainstorm
32:20
together.
32:20
You
32:20
can
32:20
have
32:20
amazing
32:21
ideas
32:21
of
32:22
how
32:22
you
32:22
could
32:22
expand
32:22
your
32:23
business
32:23
or
32:23
people
32:24
that
32:24
you
32:24
wish
32:24
you
32:25
had
32:25
as
32:25
consultants
32:26
or
32:26
employees,
32:27
or
32:28
you
32:28
want
32:28
your
32:28
chocolate
32:28
bars
32:29
in.
32:29
I
32:30
Don't
32:30
know,
32:30
Brazil
32:30
or
32:30
whatever,
32:31
those
32:31
are
32:31
all
32:31
amazing
32:31
ideas,
32:32
but
32:32
they're
32:32
not
32:32
today.
32:33
So
32:33
you
32:33
need
32:34
to
32:34
get
32:34
them
32:34
out
32:34
of
32:34
your
32:34
head
32:35
so
32:35
they're
32:35
not
32:35
taking
32:35
up
32:36
space
32:36
but,
32:37
but
32:37
capture
32:38
them
32:38
in
32:38
some
32:38
way
32:39
so
32:39
you
32:39
won't
32:39
forget
32:40
them
32:40
and
32:40
you
32:40
can
32:40
add
32:41
to
32:41
it.
32:41
I
32:41
would
32:41
love
32:41
to
32:41
be
32:42
in
32:42
Brazil.
32:42
I
32:42
would
32:42
love
32:42
to
32:43
be
32:43
in
32:43
the
32:43
specialty
32:43
store.
32:44
What
32:44
is,
32:44
you
32:45
know,
32:45
I
32:45
think
32:45
that's
32:46
something
32:46
that's
32:46
really
32:46
very
32:47
important.
32:47
Is,
32:48
is
32:48
you
32:48
need
32:49
to.
32:49
It's.
32:49
It's
32:50
okay.
32:51
You
32:51
can
32:51
have
32:51
amazing
32:52
ideas,
32:52
but
32:52
you
32:53
got,
32:53
you
32:53
can't
32:54
dive.
32:54
You
32:54
can't
32:55
divest
32:56
your
32:56
mental
32:56
and
32:57
financial
32:57
resources
32:58
to
32:58
the
32:58
point
32:58
that
32:58
you're
32:59
not
32:59
doing
32:59
anything
33:00
with
33:00
impact.
33:01
So
33:01
I
33:02
think
33:02
that
33:02
again,
33:03
this
33:03
idea
33:04
of
33:05
not
33:05
neglecting
33:06
these
33:06
great
33:07
ideas,
33:07
these
33:08
great
33:08
directions,
33:08
or
33:09
these
33:09
great
33:09
hires
33:10
of
33:10
people,
33:11
you
33:11
have
33:11
to
33:12
really
33:12
stay
33:12
focused.
33:12
You
33:13
pick
33:13
a
33:13
lane,
33:14
you
33:14
find
33:14
your
33:14
niche,
33:15
and
33:15
you
33:15
just
33:16
really
33:16
have
33:16
to
33:16
stay
33:17
true
33:17
to
33:17
that.
33:17
Many
33:18
years
33:18
ago,
33:18
I
33:19
was
33:19
with
33:19
Macy's
33:19
for
33:20
about
33:20
15,
33:20
16
33:21
years,
33:21
and
33:21
the
33:22
man
33:22
who
33:22
was
33:22
our
33:23
CEO
33:23
at
33:23
the
33:23
time
33:24
was
33:24
named
33:24
Terry
33:24
Lundgren.
33:25
He's
33:25
like,
33:25
he's
33:25
anyone
33:26
who's
33:26
in
33:26
retail,
33:27
he
33:27
is
33:29
one
33:29
of
33:29
the
33:29
top
33:29
retail
33:30
innovators
33:30
and
33:31
leaders.
33:32
We
33:32
were
33:32
in
33:32
the
33:32
midst
33:32
of
33:33
launching
33:33
E
33:33
Commerce
33:34
in
33:34
a
33:34
big
33:34
way.
33:34
This
33:35
was
33:35
before
33:35
E
33:35
Commerce
33:36
really
33:36
was
33:36
much
33:36
of
33:36
anything.
33:37
And
33:38
someone
33:38
was
33:38
in
33:38
a
33:39
meeting
33:39
and
33:39
someone
33:40
asked
33:40
a
33:40
question,
33:40
something
33:41
to
33:41
the
33:41
effect
33:41
of
33:41
like,
33:42
so
33:42
how
33:43
long
33:43
are
33:43
we
33:43
going
33:43
to
33:43
do
33:43
this
33:43
E
33:44
Commerce
33:44
thing
33:45
before
33:45
we
33:45
figure
33:45
out
33:46
whether
33:46
it
33:46
works
33:46
or
33:47
whether
33:47
it
33:47
doesn't
33:47
work
33:47
and
33:47
we'll
33:48
just
33:48
abandon
33:48
it
33:48
and
33:49
just
33:49
focus
33:49
on
33:49
the
33:49
stores?
33:50
And
33:51
he
33:52
kind
33:52
of
33:52
said,
33:52
well,
33:54
he's
33:54
like,
33:54
first
33:54
of
33:54
all,
33:55
you
33:55
have
33:55
to
33:56
give
33:56
a
33:56
new
33:56
idea
33:57
time
33:58
to
33:58
grow.
34:00
You
34:00
can't
34:00
decide
34:00
after
34:01
three
34:01
or
34:01
six
34:01
months,
34:02
like,
34:02
this
34:02
isn't
34:02
the
34:02
right
34:03
direction.
34:03
Let's
34:03
do
34:03
something
34:04
else.
34:04
He's
34:04
like,
34:04
you
34:04
have
34:05
to
34:05
give
34:05
it
34:05
time,
34:06
time.
34:06
And
34:07
secondly,
34:07
you
34:07
have
34:08
to
34:08
stay
34:08
secure
34:09
in
34:09
what
34:09
your
34:09
idea
34:10
is.
34:10
E
34:10
Commerce
34:11
was
34:11
still
34:11
up
34:11
and
34:12
coming
34:12
and
34:12
like,
34:12
there
34:12
were
34:12
a
34:13
lot
34:13
of
34:13
people
34:13
that
34:13
were
34:13
like,
34:13
this
34:14
is
34:14
not
34:14
going
34:14
to
34:14
really
34:14
work.
34:14
This
34:15
is
34:15
not
34:15
going
34:15
to
34:15
be
34:15
a
34:15
thing.
34:16
And
34:16
he
34:17
was
34:17
just,
34:17
he
34:17
was
34:18
very
34:18
focused.
34:19
This
34:19
is
34:19
our
34:19
growth
34:20
engine.
34:21
And
34:21
so
34:22
he
34:22
was
34:22
like,
34:22
no,
34:23
we're
34:23
not
34:23
abandoning
34:24
it.
34:24
You
34:24
have
34:24
to
34:24
make
34:25
changes
34:25
and
34:25
adjustments,
34:26
but
34:27
at
34:27
the
34:27
end
34:27
of
34:27
the
34:28
day,
34:28
stay
34:28
focused
34:29
on
34:29
your
34:29
goals.
34:30
So,
34:30
you
34:31
know,
34:31
going
34:31
back
34:31
to
34:32
your
34:32
question
34:32
as
34:33
far
34:33
as
34:33
the,
34:34
you
34:34
know,
34:34
working
34:34
with
34:34
founders
34:35
and
34:35
leaders,
34:36
make
34:36
sure
34:36
you're
34:37
focused
34:37
on
34:37
what
34:38
your
34:38
ultimate
34:38
goal
34:38
is,
34:39
which
34:39
is
34:39
that
34:39
product,
34:40
that
34:40
customer,
34:41
and
34:41
what
34:41
that
34:42
means,
34:43
and
34:43
really
34:43
try
34:44
not
34:44
to
34:44
get
34:44
Too
34:45
distracted
34:45
by
34:45
new
34:46
product
34:46
additions
34:47
or
34:47
like,
34:47
you
34:48
know,
34:48
we've
34:48
been
34:48
doing
34:48
great.
34:48
Direct
34:49
to
34:49
consumer.
34:49
Okay,
34:50
let's
34:50
immediately
34:50
figure
34:50
out
34:50
how
34:51
to
34:51
get
34:51
into
34:51
retail.
34:51
Like,
34:52
no,
34:52
there's
34:52
gotta
34:52
be
34:53
some
34:53
level
34:54
kind
34:54
of
34:54
the
34:55
journey
34:55
before
34:56
you
34:56
start
34:56
making
34:57
these
34:57
big
34:57
diversions.
34:58
I
34:58
do,
34:59
and
34:59
I
34:59
feel
34:59
like
35:00
it's
35:00
really
35:00
easy.
35:01
If
35:01
you're
35:02
a
35:02
founder
35:02
and
35:03
you
35:03
have
35:03
no
35:03
one
35:03
else
35:04
that
35:04
you're
35:04
working,
35:04
working
35:04
with,
35:05
and
35:06
you've
35:07
got
35:07
your
35:07
team,
35:07
but
35:07
they're
35:07
there
35:08
to
35:08
just
35:08
do
35:08
what
35:08
you
35:08
tell
35:09
them
35:09
to
35:09
do,
35:09
then
35:10
you
35:10
really
35:10
don't
35:11
have
35:11
anyone
35:12
giving
35:12
you
35:12
feedback.
35:14
And
35:14
that
35:14
can
35:15
be
35:15
dangerous.
35:16
Yeah.
35:16
One
35:17
of
35:17
the
35:17
reasons
35:17
why
35:17
having
35:18
an
35:18
advisory
35:18
board,
35:19
having
35:20
a
35:20
couple
35:21
of
35:21
outside
35:21
consultants
35:23
like
35:23
yourself,
35:23
or
35:24
somebody
35:24
having
35:25
a
35:25
board
35:25
itself,
35:26
so
35:26
that
35:26
you
35:26
have
35:26
to
35:27
be
35:27
responsible
35:27
for
35:28
seeing,
35:28
this
35:28
is
35:28
my
35:29
plan
35:29
and
35:29
here's
35:30
my
35:30
progress.
35:31
And
35:32
because
35:32
that
35:32
creates
35:33
more
35:33
of
35:34
like,
35:34
okay,
35:34
that's
35:35
what
35:35
I
35:35
was
35:35
doing
35:35
because
35:36
that's
35:36
what
35:36
I
35:36
told
35:36
them
35:37
I
35:37
was
35:37
going
35:37
to
35:37
do.
35:37
When
35:38
you
35:38
start
35:38
to
35:38
not
35:38
have
35:39
any
35:39
accountability,
35:40
you
35:41
don't
35:41
do
35:41
your
35:41
best
35:41
work.
35:42
I
35:43
completely
35:43
agree
35:43
with
35:43
you.
35:44
If
35:44
you're
35:44
not
35:45
financially
35:45
ready
35:46
to
35:46
hire
35:46
consultants.
35:47
Like
35:48
you
35:48
said,
35:48
the
35:48
idea
35:48
of
35:48
an
35:48
advisory
35:49
board
35:50
can
35:50
be
35:50
something
35:50
formalized
35:51
instruction.
35:52
It
35:52
can
35:52
also
35:52
be
35:52
like,
35:53
here's
35:53
three
35:53
or
35:53
four
35:54
people
35:54
that
35:55
I
35:55
respect,
35:56
whether
35:56
they
35:56
be
35:56
in
35:57
that
35:57
specific
35:57
product
35:57
or
35:58
a
35:58
different
35:59
kind
35:59
of
35:59
business
35:59
or
36:00
product,
36:00
but
36:00
they've
36:00
gone
36:01
where
36:01
you're
36:01
trying
36:01
to
36:01
get
36:02
to,
36:02
or
36:03
maybe
36:04
none
36:04
of
36:04
those
36:04
things,
36:05
but
36:05
they're
36:05
an
36:05
amazing
36:05
bookkeeper
36:06
and
36:06
can
36:07
give
36:07
you
36:07
some
36:07
strong
36:07
financial
36:08
perspective.
36:09
I
36:09
think
36:09
those
36:10
are
36:10
different
36:10
things
36:10
and
36:11
it's
36:11
kind
36:11
of
36:11
how
36:11
you
36:12
and
36:12
I
36:12
connected.
36:12
First,
36:13
there
36:13
are
36:13
so
36:14
many
36:14
amazing
36:14
communities
36:15
out
36:15
there,
36:15
like
36:15
membership
36:16
communities
36:16
and,
36:17
and,
36:17
and,
36:18
and
36:18
there's
36:18
different
36:19
varieties,
36:19
there's
36:20
different,
36:20
you
36:20
know,
36:20
there's
36:20
a
36:20
couple
36:21
that
36:21
we
36:21
love.
36:21
For
36:22
me,
36:22
finding
36:22
a
36:23
couple
36:23
of
36:23
communities,
36:23
getting
36:24
involved,
36:24
being
36:25
active
36:25
and
36:25
giving,
36:26
as
36:26
well
36:26
as
36:26
receiving
36:27
has
36:28
been
36:28
instrumental
36:29
for
36:29
my
36:29
success
36:30
and
36:30
where
36:30
I've
36:31
gone
36:31
and
36:31
the
36:32
clients
36:32
that
36:32
I've
36:32
gained
36:33
and
36:33
the
36:33
colleagues
36:33
and
36:34
everything.
36:34
Because
36:34
what
36:34
I
36:35
found
36:35
was
36:36
a
36:36
lot
36:36
of
36:36
the
36:37
colleagues
36:37
that
36:37
I
36:38
had
36:38
from
36:38
my
36:39
corporate
36:39
days,
36:40
they're
36:40
still
36:40
wonderful
36:41
people.
36:41
And
36:41
I
36:42
love
36:42
getting
36:42
together
36:42
for
36:42
lunch
36:43
with
36:43
them
36:43
and
36:43
chatting
36:43
about
36:44
my
36:44
business,
36:44
but
36:45
they're
36:45
not
36:45
living
36:45
this
36:46
entrepreneurial
36:46
life.
36:47
As
36:47
much
36:47
as
36:47
I
36:48
appreciate
36:48
their
36:48
feedback
36:49
and
36:49
thoughts,
36:50
they
36:50
don't
36:50
have
36:50
firsthand
36:51
experience
36:51
about
36:52
this.
36:52
So
36:53
I
36:53
had
36:53
to
36:53
find
36:54
people
36:54
that
36:54
were
36:55
more
36:55
on
36:55
the
36:55
same
36:55
path
36:56
that
36:56
I'm
36:56
on
36:57
right
36:57
now.
36:58
I
36:58
would
36:58
say
36:58
to
36:58
entrepreneurs,
36:59
founders,
37:00
inventors,
37:00
find
37:01
communities,
37:02
you
37:02
know,
37:02
that
37:03
can
37:04
help
37:04
to,
37:05
again,
37:06
like,
37:06
be
37:06
on
37:06
that
37:06
same
37:07
path
37:07
with
37:07
you.
37:07
So
37:07
there's
37:08
like,
37:08
all
37:08
these
37:08
different,
37:08
like,
37:09
inventor
37:09
communities.
37:09
There's
37:10
all
37:10
these
37:10
different
37:10
female
37:11
entrepreneur
37:11
communities.
37:12
There's,
37:12
like,
37:12
things
37:13
that
37:13
are
37:13
focused
37:13
on,
37:14
you
37:14
know,
37:14
like
37:14
your
37:15
specific
37:15
town
37:15
or
37:16
your
37:16
county
37:16
or
37:16
your
37:17
state.
37:17
Like,
37:17
there's
37:17
so
37:17
many
37:18
different
37:18
things
37:19
or,
37:19
you
37:19
know,
37:19
different
37:20
organizations
37:20
that
37:21
can
37:21
be
37:21
very
37:21
beneficial
37:22
to
37:22
people.
37:23
I
37:24
completely
37:24
agree.
37:25
The
37:25
other
37:25
thing
37:26
that
37:26
happens
37:26
is
37:27
you
37:27
start
37:27
to
37:27
see
37:27
what
37:28
other
37:28
people
37:29
in
37:30
your
37:30
business
37:31
are
37:32
doing.
37:32
It
37:33
will
37:33
give
37:33
you
37:33
new
37:34
ideas.
37:34
You'll
37:35
see,
37:35
oh,
37:35
this
37:36
is
37:36
the
37:36
consultant
37:37
helping
37:37
everybody
37:38
who's
37:38
got
37:38
a
37:38
product.
37:39
I
37:39
didn't
37:39
even
37:40
know
37:40
there
37:40
was
37:40
a
37:41
specialty
37:41
for
37:42
the
37:42
backend
37:43
software
37:44
that
37:44
everybody
37:45
uses.
37:45
All
37:45
these
37:46
things.
37:46
When
37:46
you
37:47
start
37:47
to
37:47
be
37:47
in
37:48
a
37:48
tribe,
37:49
a
37:49
community
37:49
of
37:49
people
37:50
doing
37:50
something
37:51
similar
37:51
to
37:51
you,
37:52
it'll
37:52
give
37:52
you
37:52
strength,
37:53
it'll
37:53
give
37:53
you
37:55
ideas,
37:56
support.
37:57
You'll
37:57
know
37:57
who
37:57
to
37:58
go
37:58
to.
37:58
You
37:58
won't
37:59
make
37:59
all
37:59
the
37:59
same
37:59
silly
38:00
mistakes.
38:00
I
38:00
mean,
38:01
you
38:01
and
38:01
I
38:01
have
38:01
run
38:01
into
38:02
each
38:02
other
38:02
at
38:02
Entrepreneurs
38:03
and
38:03
Get
38:03
Luminary
38:04
Women's
38:05
Business
38:05
Collective.
38:06
I
38:06
don't
38:06
know
38:07
where
38:07
else.
38:07
I
38:07
mean,
38:07
I
38:08
think
38:08
we
38:08
run
38:08
into
38:08
each
38:09
other
38:09
in
38:09
a
38:09
lot
38:09
of
38:09
places.
38:09
Maybe
38:10
how
38:10
women
38:10
lead,
38:11
I
38:11
don't
38:11
remember,
38:11
but
38:11
we've
38:12
run
38:12
into
38:12
each
38:12
other
38:12
a
38:13
lot
38:13
of
38:13
places.
38:13
And
38:14
that
38:14
is
38:14
reassuring,
38:15
for
38:15
sure.
38:17
Absolutely.
38:18
Yeah.
38:18
All
38:18
right,
38:18
so
38:19
as
38:19
we.
38:19
As
38:19
we
38:20
move
38:20
towards
38:20
the
38:20
close
38:21
here
38:21
today,
38:22
one
38:22
final
38:23
word
38:23
of
38:23
wisdom
38:24
you
38:24
would
38:24
like
38:24
to
38:24
offer
38:25
to
38:26
founders
38:27
in
38:27
moments
38:28
of
38:28
doubt.
38:30
Moments
38:30
of
38:31
doubt?
38:31
Oh,
38:32
gosh,
38:33
no
38:33
one
38:33
has
38:33
those
38:34
right.
38:34
Never.
38:34
I
38:35
think
38:35
it's
38:35
like
38:35
the
38:35
whole
38:36
fight
38:36
or
38:36
flight,
38:37
when
38:37
faced
38:37
with
38:37
adversity,
38:38
whether
38:38
that
38:39
be
38:39
a
38:39
tiger
38:39
or
38:39
some
38:40
business
38:40
challenge,
38:40
you
38:40
can
38:41
fight
38:41
it
38:41
or
38:41
you
38:41
can
38:41
flight
38:42
it,
38:42
meaning,
38:42
like,
38:42
you
38:42
know,
38:43
leave
38:43
the
38:43
situation.
38:43
So
38:44
the
38:44
flight,
38:45
as
38:45
far
38:45
as,
38:45
like,
38:45
an
38:46
entrepreneur
38:46
or
38:46
a
38:46
business
38:47
owner
38:47
is
38:47
concerned,
38:47
would
38:48
be.
38:48
Could
38:48
potentially
38:49
be
38:49
like
38:49
you
38:49
just
38:49
shut
38:50
down.
38:50
You
38:50
shut
38:50
your
38:50
business
38:51
down
38:51
and
38:51
you
38:51
move
38:51
on
38:52
to
38:52
something
38:52
different.
38:53
But
38:54
I
38:54
think
38:54
there's
38:55
the
38:55
fight,
38:55
which
38:55
is,
38:55
you
38:56
know,
38:56
you're
38:56
going
38:56
to
38:56
fight
38:56
it
38:56
and
38:56
you're
38:57
going
38:57
to
38:57
figure
38:57
this
38:57
out
38:57
and
38:58
you're
38:58
going
38:58
to
38:58
plow
38:58
through
38:59
and
38:59
you're
38:59
going
38:59
to
38:59
make
38:59
it
38:59
work.
39:00
There's
39:00
the
39:00
flight,
39:00
which
39:01
is
39:01
like,
39:01
you
39:01
shut
39:01
down
39:02
your
39:02
business,
39:02
you
39:02
walk
39:02
away,
39:03
you
39:03
get
39:03
a
39:03
big
39:04
corporate
39:04
job
39:05
again.
39:05
But
39:06
then
39:06
there
39:06
can
39:06
be
39:06
this
39:06
moment
39:07
of
39:07
pause.
39:07
Okay?
39:08
It's.
39:09
The
39:09
pause
39:10
can
39:10
be
39:10
a
39:10
positive
39:11
thing.
39:11
In
39:11
some
39:11
cases,
39:12
you
39:12
just
39:12
need
39:12
a
39:12
day.
39:12
Like
39:13
this
39:13
thing
39:13
happened
39:13
or
39:14
this
39:14
is
39:14
going
39:14
on.
39:14
You
39:15
just
39:15
need
39:15
a
39:15
day.
39:15
Take
39:15
a
39:16
day,
39:16
Go
39:16
to
39:16
the
39:17
beach
39:17
or
39:17
just
39:17
sit
39:18
and
39:18
watch
39:18
cheesy
39:18
TV
39:19
for
39:19
a
39:19
day.
39:19
But
39:20
a
39:20
pause
39:20
also
39:20
could
39:21
be
39:21
weeks
39:21
or
39:21
months.
39:22
What
39:22
do
39:22
you
39:22
want?
39:22
Maybe
39:23
you
39:23
just
39:24
need
39:24
some
39:24
time
39:24
to
39:24
think
39:25
on
39:25
something.
39:25
Maybe
39:26
you're
39:26
like,
39:26
oh,
39:26
I
39:27
really
39:27
wanted
39:27
this
39:28
to
39:28
happen
39:28
or
39:28
I
39:28
really
39:29
wanted
39:29
my
39:29
product
39:29
to
39:30
be
39:30
at
39:30
this
39:30
retailer
39:30
and
39:30
they
39:31
turned
39:31
me
39:31
down.
39:32
And
39:32
you
39:32
have
39:32
to
39:33
take
39:33
a
39:33
moment
39:33
to
39:34
mourn
39:34
that
39:34
a
39:34
little
39:35
bit,
39:35
but
39:35
also
39:36
to
39:36
regroup.
39:36
And
39:37
a
39:37
regroup
39:37
is
39:37
not,
39:38
you're
39:38
not
39:38
going
39:38
to
39:38
figure
39:38
out
39:39
in
39:39
a
39:39
matter
39:39
of
39:39
an
39:39
hour
39:40
by
39:40
brainstorming,
39:41
taking
39:41
the
39:41
time
39:42
to
39:42
think
39:42
about,
39:42
well,
39:43
did
39:43
it
39:43
not
39:44
work
39:44
because
39:45
they
39:45
had
39:45
a
39:45
point
39:45
like
39:46
that
39:46
whatever
39:46
I'm
39:47
doing,
39:47
this
39:47
thing
39:47
is
39:47
not
39:48
right,
39:48
or
39:48
did
39:48
it
39:48
not
39:49
work
39:49
because
39:49
they
39:49
just
39:49
didn't
39:50
get
39:50
my
39:50
idea?
39:50
Maybe
39:51
I'm
39:51
not
39:51
selling
39:52
my
39:52
idea
39:52
the
39:52
right
39:53
way.
39:53
It's
39:54
really
39:54
hard
39:54
when
39:54
you
39:54
have
39:55
a
39:55
business
39:55
of
39:55
any
39:56
sort
39:56
to
39:56
not
39:57
take
39:57
everything
39:57
personally
39:58
and
39:58
to
39:58
not
39:58
feel
39:59
like
39:59
everything
39:59
is
39:59
a
40:00
gut
40:00
punch.
40:00
Having
40:01
that
40:01
mindset
40:02
of
40:02
taking
40:02
a
40:03
pause
40:03
and
40:03
regrouping
40:04
a
40:04
little
40:04
bit,
40:04
mourning
40:05
it
40:05
a
40:05
little
40:06
bit
40:06
and
40:06
then
40:07
coming
40:08
back,
40:08
you
40:08
know,
40:09
stronger
40:10
is.
40:11
I
40:11
feel
40:12
like
40:12
there's
40:12
a
40:12
lot
40:12
of
40:12
relevance
40:13
for
40:13
entrepreneurs.
40:15
100%.
40:16
That's
40:17
all
40:17
right.
40:17
So
40:17
let's
40:18
do
40:18
a
40:18
fast
40:18
five
40:19
round.
40:19
So
40:19
I'm
40:20
going
40:20
to
40:20
give
40:20
you
40:20
five
40:20
quick
40:20
questions.
40:21
Answer
40:22
in
40:22
less
40:23
than
40:23
five
40:23
words,
40:24
your
40:24
favorite
40:25
way
40:26
to
40:26
celebrate
40:27
a
40:27
win.
40:30
I
40:31
celebrate
40:31
a
40:31
win.
40:32
I
40:32
would
40:33
say
40:33
my
40:33
favorite
40:33
way
40:34
to
40:34
celebrate
40:34
a
40:34
win,
40:34
like
40:35
business
40:35
wise,
40:35
is
40:36
some
40:36
kind
40:36
of
40:37
activity
40:37
with
40:38
my
40:38
daughter.
40:38
Wonderful.
40:39
So
40:39
as
40:39
I
40:40
shared
40:40
with
40:40
you
40:40
yesterday,
40:41
I
40:41
took
40:41
the
40:41
day
40:41
off,
40:41
I
40:41
took
40:41
my
40:42
daughter
40:42
to
40:42
the
40:42
beach.
40:42
Awesome.
40:43
So
40:43
beach
40:43
with
40:43
your
40:44
daughter.
40:44
Yes.
40:45
Biggest
40:47
retail
40:48
crush,
40:49
a
40:49
brand
40:49
you
40:49
adore.
40:51
I'm
40:52
sitting
40:52
here
40:52
looking
40:52
at
40:53
all
40:53
this
40:53
up
40:53
on
40:53
my
40:53
desk.
40:54
One
40:55
that
40:55
I
40:55
just
40:55
love
40:56
are
40:56
any
40:56
kind
40:56
of
40:57
fun
40:57
and
40:57
new
40:58
alternative
40:59
brand
40:59
candy.
41:00
So
41:03
you
41:03
know,
41:03
not
41:04
Hershey's
41:04
of
41:04
the.
41:04
World,
41:05
a
41:05
favorite
41:05
guilty
41:06
pleasure
41:07
TV
41:07
show.
41:09
What
41:10
I
41:10
am
41:10
watching
41:10
right
41:11
now
41:12
with
41:12
my
41:12
10
41:12
year
41:13
old
41:13
is
41:13
the
41:14
Dallas
41:14
Cowboy
41:15
cheerleader
41:16
tryouts
41:17
reality
41:18
show.
41:20
Wonderful.
41:20
That's
41:21
great.
41:22
One
41:22
word
41:22
your
41:23
best
41:23
friend
41:23
would
41:24
use
41:24
to
41:24
describe
41:25
you.
41:31
It's
41:31
overused
41:32
but
41:32
passionate.
41:33
And
41:34
what's
41:34
one
41:34
thing
41:35
you
41:35
say
41:35
in
41:36
a
41:36
coaching
41:36
session
41:37
with
41:37
a
41:37
client?
41:43
It's
41:44
be
41:44
kind.
41:45
Be
41:45
kind
41:46
to
41:46
others.
41:46
Meaning
41:47
the
41:47
people
41:47
that
41:47
you
41:48
surround
41:48
yourself,
41:48
your
41:49
colleagues,
41:49
your
41:50
co
41:50
workers,
41:50
your
41:51
team,
41:51
your
41:51
investors.
41:52
Be
41:53
kind
41:53
to
41:54
your
41:54
customer.
41:55
And
41:55
there's
41:55
a
41:56
lot
41:56
there.
41:56
But
41:57
also
41:57
be
41:57
kind
41:57
to
41:57
yourself.
41:58
Like
41:59
it's
41:59
important
42:00
that
42:00
we
42:01
nurture
42:02
and
42:02
support
42:03
ourselves
42:03
in
42:04
addition
42:04
to
42:06
everything
42:06
that
42:06
surrounds
42:07
us
42:07
as
42:07
far
42:07
as
42:07
our
42:08
business
42:08
is
42:08
concerned.
42:09
So
42:10
Michelle,
42:10
how
42:10
can
42:11
listeners
42:12
learn
42:13
more
42:13
about
42:14
you
42:14
and
42:15
your
42:15
services?
42:17
Certainly
42:17
through
42:17
LinkedIn.
42:18
I
42:18
know
42:18
Coco
42:19
will
42:19
add
42:19
the
42:19
links
42:20
to
42:20
the
42:20
notes
42:20
here.
42:20
Feel
42:21
free
42:21
to
42:21
email
42:21
me
42:22
at
42:22
michelle
42:23
h@v
42:24
t
42:25
h
42:26
e
42:26
reverend
42:27
growthadvisors.com
42:29
we
42:29
are
42:29
on
42:29
instagram@gotobigretail.
42:31
I'm
42:32
happy
42:32
to
42:32
connect
42:33
with
42:33
everyone
42:34
in
42:34
support
42:34
of
42:34
your
42:35
listeners.
42:35
I
42:35
am
42:35
happy
42:36
to
42:36
provide
42:37
a
42:37
free
42:37
45
42:38
minute
42:38
strategy
42:38
session
42:39
to
42:39
anyone
42:40
that
42:40
books
42:41
via
42:41
the
42:42
link
42:42
that
42:42
Coco
42:42
will
42:43
put
42:43
in
42:43
the
42:43
notes.
42:43
I'm
42:44
very
42:44
happy
42:44
to
42:44
do
42:44
that
42:45
for
42:45
anyone.
42:45
It's
42:46
all
42:46
about
42:46
them.
42:47
We
42:47
will
42:47
not
42:47
discuss
42:48
my
42:48
business.
42:48
We
42:48
will
42:49
not
42:49
discuss
42:49
anything
42:49
else
42:50
except
42:50
for
42:50
them
42:50
and
42:50
their
42:51
business.
42:52
Oh,
42:52
that's
42:52
very
42:53
generous.
42:53
Thank
42:54
you
42:54
Michelle.
42:55
So
42:55
everybody,
42:56
be
42:56
sure
42:56
to
42:56
check
42:56
out
42:57
the
42:57
links
42:57
in
42:58
the
42:58
description
42:58
below.
42:59
You
42:59
will
43:00
love
43:01
being
43:01
in
43:01
her
43:02
presence
43:02
and
43:03
hearing
43:04
her
43:04
wisdom.
43:05
Thank
43:05
you
43:05
Michelle.
43:06
It
43:06
was
43:06
an
43:06
absolute
43:06
pleasure.
43:07
Thank
43:07
you
43:07
for
43:07
joining
43:08
us
43:08
on
43:08
the
43:08
Wisdom
43:09
of
43:09
Women
43:09
show
43:10
and
43:10
for
43:10
illuminating
43:11
the
43:11
path
43:11
to
43:11
unlocking
43:12
opportunities
43:12
for
43:13
growth
43:13
prosperity
43:14
for
43:14
women
43:15
led
43:15
enterprises.
43:16
Evaluate
43:17
your
43:17
experience
43:19
and
43:20
to
43:20
our
43:21
listeners,
43:21
be
43:22
sure
43:22
to
43:22
follow
43:23
like
43:23
or
43:23
share
43:24
the
43:24
Wisdom
43:24
of
43:24
Women
43:25
show
43:25
on
43:25
your
43:26
favorite
43:26
platform
43:27
and
43:27
infuse
43:28
more
43:28
of
43:28
your
43:28
wisdom
43:29
into
43:30
your
43:30
business.
43:31
Take
43:31
the
43:31
Growth
43:32
Readiness
43:33
quiz
43:33
at
43:34
a
43:34
ForceForGood
43:35
biz
43:35
quiz
43:36
and
43:37
uncover
43:37
where
43:37
your
43:38
insight
43:38
is
43:39
most
43:40
the
43:40
world
43:41
is
43:42
made
43:42
better
43:43
by
43:43
women
43:44
led
43:44
business.
43:45
Let's
43:46
go
43:46
make
43:47
the
43:47
world
43:47
a
43:48
better
43:48
place.