Latest / The Breakfast Club / Rachel Rodgers, Stacey Tisdale and Nicole Barham Give You Money Moves That Will Change Your Business & Life

Transcript

Rachel Rodgers, Stacey Tisdale and Nicole Barham Give You Money Moves That Will Change Your Business & Life · The Breakfast Club

0:00
Speaker 1: What's up? It is the Breakfast Club. This is Angela
0:02
Speaker 1: Ye's last Wealth Wednesday, so we wanted to make sure
0:05
Speaker 1: we go out with a bang and have a special one.
0:07
Speaker 1: But don't worry because they'll be more and way up
0:09
Speaker 1: with Angela Yee. But I'm here with my partner Stacy Tisdale. Hi,
0:12
Speaker 1: every volue. You're very excited about this. And Rachel Rodgers,
0:17
Speaker 1: thank you so much for having me. And I got
0:18
Speaker 1: a present too. We should all be millionaires. This is
0:21
Speaker 1: her amazing book. It's a Woman's Guide to earning more,
0:24
Speaker 1: building wealth and gaining economic power and the coole Barham
0:28
Speaker 1: hy Rachel be here all right, so you guys, let's,
0:33
Speaker 1: you know, get started on what this whole journey is
0:36
Speaker 1: that you were on, because I think you went to
0:38
Speaker 1: law school, right, Rachel, Yes, all right. And then a
0:41
Speaker 1: lot of people and we hear this. Some people they
0:42
Speaker 1: graduate from law school, they graduate from college, they graduate
0:46
Speaker 1: from whatever higher degree they decided to earn, and it's
0:49
Speaker 1: hard to get the money that you anticipated getting exactly.
0:52
Speaker 1: I actually heard a study recently that said sixty percent
0:55
Speaker 1: of black wealth is tied up in student loans, Like
0:58
Speaker 1: it goes to student loans so that's where a lot
1:00
Speaker 1: of our money is in our community. But yes, I
1:03
Speaker 1: went to law school and I graduated during the two
1:05
Speaker 1: thousand and eight recessions, so there was not a lot
1:07
Speaker 1: of jobs. I was like, great, perfect timing, and so
1:11
Speaker 1: I was like, either I take one of these jobs
1:13
Speaker 1: that I don't really want, or I could start my
1:15
Speaker 1: own practice. I have skills, right, I know, I know
1:19
Speaker 1: how to practice law. I've been trained, and so let
1:22
Speaker 1: me just go do that. My mother hated the idea.
1:23
Speaker 1: She was like, please go get a six figure job
1:25
Speaker 1: that I thought you were going to go get, you know, yeah,
1:27
Speaker 1: And I was like, you know what, I'm already used
1:29
Speaker 1: to being broke, right, I was a broke student, Like
1:31
Speaker 1: why don't I do it now instead of waiting until
1:33
Speaker 1: I have a big salary and a more expensive lifestyle.
1:37
Speaker 1: So I just went for it, even though everybody around
1:39
Speaker 1: me was like you bug in. And I started my
1:41
Speaker 1: own law practice and grew that significantly over six or
1:45
Speaker 1: seven years. So made a lot of money doing that,
1:47
Speaker 1: and then people started coming to me my own clients
1:49
Speaker 1: because I mostly served women entrepreneurs. So many people were
1:52
Speaker 1: quitting their jobs because you know, it was a recession,
1:54
Speaker 1: as well, and so they used their severance packages to
1:57
Speaker 1: start their own businesses. So all of those folks, they
1:59
Speaker 1: were just people that I knew, became my clients. And
2:02
Speaker 1: we all need a lawyer at some point, exactly, exactly,
2:06
Speaker 1: And honestly, selling legal services was the best training because
2:09
Speaker 1: you don't want to pay a lawyer, like nobody ever
2:11
Speaker 1: wants to actually hire a lawyer. You need a lawyer, right,
2:14
Speaker 1: So I had to sell services and it was all
2:17
Speaker 1: transactional work. So people weren't hiring me for litigation. They
2:19
Speaker 1: were hiring me because they needed to take care of
2:20
Speaker 1: their business stuff, right, and you know, it's the kind
2:22
Speaker 1: of things that like trademarks, copyrights, contracts, they want to
2:25
Speaker 1: put it off. And so having to learn how to
2:27
Speaker 1: sell that and get people to say yes to that,
2:29
Speaker 1: it was like the best sales skills, you know, selling
2:32
Speaker 1: something people don't want and entrepreneur that is an important
2:35
Speaker 1: investment that we make in our business, even for myself,
2:38
Speaker 1: you know, just hiring somebody to handle all of these
2:40
Speaker 1: legal like you said, trademarking all of those things, contracts,
2:44
Speaker 1: mus all of those things, contracts with vendors to get
2:48
Speaker 1: taken care of early on. And it might not be
2:49
Speaker 1: inexpensive to have monthly throughout, but in the beginning, it
2:53
Speaker 1: definitely is something that you have to put some money into.
2:56
Speaker 1: That's right, exactly. And working with all those people, Rachel,
2:59
Speaker 1: I know, give you a really unique you know, bird's
3:02
Speaker 1: eye view. Oh, this is what works in a business.
3:04
Speaker 1: This is what doesn't work in a business. And that
3:06
Speaker 1: was that yes, which actually was your Aha. Oh, I
3:10
Speaker 1: can make money telling people exactly because I saw the
3:14
Speaker 1: behind the scenes, like the real deal with people's businesses,
3:16
Speaker 1: you know. And so people like I had clients who
3:19
Speaker 1: were influencers, who had a million followers, but we're not
3:21
Speaker 1: making any money. They didn't know how to monetize it,
3:24
Speaker 1: and they weren't they were broke, right, and so I
3:27
Speaker 1: know based on what they put on a grand I
3:29
Speaker 1: know exactly right, like they taking pictures with all these
3:32
Speaker 1: rented things. Listen, I'm not about that life. So so
3:35
Speaker 1: I got to see the real, real, like what actually
3:38
Speaker 1: grows a business, who's actually doing well? Who's not? Because
3:40
Speaker 1: people don't lie to their lawyer. You gotta tell your
3:42
Speaker 1: lawyer to people. Some people do, but they shouldn't. Ladia
3:46
Speaker 1: Lawyer A Laddie adapted exactly your account exactly. You don't
3:50
Speaker 1: lie to those three, I agree one. So I got
3:53
Speaker 1: to really see what grows a business and also had
3:55
Speaker 1: my own experience growing my practice because I started building
3:57
Speaker 1: a team, hiring other lawyers, and I just found that
4:00
Speaker 1: I was really good at sales and marketing getting clients
4:02
Speaker 1: in the door, and so I just grew that over time,
4:06
Speaker 1: and people my clients would say, how are you getting
4:07
Speaker 1: so many clients? How are you growing this business so quickly?
4:10
Speaker 1: And so I started telling them for free. And one
4:12
Speaker 1: of my mentors was like, no, you actually need to
4:14
Speaker 1: pay for that business advice. I told you that you
4:17
Speaker 1: just then I was talking to her. A couple of
4:19
Speaker 1: weeks ago, someone was asking me for advice on launching
4:22
Speaker 1: a podcast and turn and making it into a business,
4:25
Speaker 1: and I just had a conversation with her. I'm like,
4:27
Speaker 1: all the hours that I'm putting in talking to this
4:29
Speaker 1: person again advice, I'm just gonna ask them do you
4:32
Speaker 1: mind paying me for it? And they didn't at all. Yeah,
4:35
Speaker 1: that's one of the ways you help people find wealth.
4:37
Speaker 1: You know, I work for free too much, leaving money
4:39
Speaker 1: on the table. That would be a perfect example where
4:41
Speaker 1: it's like, oh, I'm I stay on the phone like
4:43
Speaker 1: I'm getting paid for this, Like I need to be
4:45
Speaker 1: saying money. We need to exactly stop giving our labor
4:48
Speaker 1: away for free. We do it so much and we
4:50
Speaker 1: really need to do a time study, audit our lives
4:53
Speaker 1: and see because I was doing the same thing giving
4:55
Speaker 1: away business advice to my clients that only paid for
4:57
Speaker 1: a contract. So I started charging for that and that
5:00
Speaker 1: that changed the game. Now, Nichole, let's talk about what
5:02
Speaker 1: it is that you do, because we're talking about people
5:04
Speaker 1: you don't lie to, and when it comes to your
5:06
Speaker 1: bookkeeping and everything, you have to be very honest about
5:09
Speaker 1: that too. Yes, absolutely, and so m I created five
5:13
Speaker 1: Minute Bookkeeper based on Retail's coaching, and it has been
5:18
Speaker 1: you know, taking helping women entrepreneurs to manage your finances
5:22
Speaker 1: so that they don't they know exactly what's coming in
5:25
Speaker 1: what's going out. Yes, and also when it's tax time,
5:28
Speaker 1: they're not scrambling to get it all together right, to
5:30
Speaker 1: take their feeling empowered around your numbers. It's so important
5:33
Speaker 1: because we think that men know money better than us,
5:35
Speaker 1: but there are actually studies that show that women are
5:37
Speaker 1: better with money than men are, right, And so we
5:40
Speaker 1: need to have more confidence around our money and our
5:42
Speaker 1: financial decision. So I love that you empower and it
5:45
Speaker 1: goes back to what Angelo is saying, time is money.
5:47
Speaker 1: Most entrepreneurs spend an average of like four hours a
5:50
Speaker 1: week on their books and on their No exactly, it
5:53
Speaker 1: still don't right. I'd rather be doing what I do well,
5:56
Speaker 1: making money, getting paid for that and let somebody else
5:58
Speaker 1: do that. That's what they do, right, absolutely, And I
6:01
Speaker 1: feel like a lot of entrepreneurs, especially the ones that
6:04
Speaker 1: I work with, they are not paying attention to the
6:08
Speaker 1: finances the way that they really should. And so I
6:11
Speaker 1: wanted to change that because there were just so many
6:14
Speaker 1: overwhelming platforms and you know, I tried to use one
6:19
Speaker 1: or two, I know, because some of them are really popular,
6:25
Speaker 1: and it was just not working for me because they
6:27
Speaker 1: were created for professionals, not for an entrepreneurship. Just quickly
6:31
Speaker 1: see what's happening with their money, right, And so I
6:34
Speaker 1: wanted to create a simple solution to that, right. And
6:38
Speaker 1: you know, met Rachel got into the club, got the idea.
6:42
Speaker 1: I famously say that I got the idea in the shower.
6:45
Speaker 1: That's where you know the best ideas are born. Yes,
6:48
Speaker 1: m J. Cat listed on his toilet is where he
6:58
Speaker 1: exactly and so UM, yeah, I wanted to really um
7:02
Speaker 1: make it easy and simple. And the byproduct of that
7:06
Speaker 1: is having empowered entrepreneurs who have literally transformed their businesses
7:11
Speaker 1: and their lives. M Yeah, it's interesting because I was
7:14
Speaker 1: just talking to Pinky Coal, she owns Letty Vegan. Yes,
7:17
Speaker 1: she's gonna actually she's speaking up my event that I'm
7:19
Speaker 1: doing in Puerto Rico in January. Yeah, she's a great
7:22
Speaker 1: example of somebody who will talk to you about how
7:25
Speaker 1: she started her business and financially she didn't have like
7:28
Speaker 1: the knowledge to be able to know how to keep
7:30
Speaker 1: her own books, and she was making a lot of money,
7:33
Speaker 1: but she was not paying the sales tech. Like, there
7:36
Speaker 1: was just certain things that you're running a business, you're
7:39
Speaker 1: being creative, you're being an entrepreneur. But there's so many
7:42
Speaker 1: things that can end up yes, not just act. You
7:45
Speaker 1: don't know yes until until right until you get hit,
7:49
Speaker 1: Like you have your first good year and then you
7:51
Speaker 1: get hit with an enormous tax bill and you're like, oh,
7:53
Speaker 1: I wasn't expecting that. I didn't plan for that. Um,
7:56
Speaker 1: there's so many places where you're just not ready and
7:58
Speaker 1: not prepared. I think that's why coaching is so valuable, right, Like,
8:01
Speaker 1: why don't we hire people who know what to do, right,
8:04
Speaker 1: like show me the way, make it easier, to make
8:05
Speaker 1: it faster for me. And that's something that I did
8:07
Speaker 1: along the way. I hired coaches too to help me
8:10
Speaker 1: so that I didn't have to make all the mistakes myself,
8:12
Speaker 1: right like I made. I made twelve years worth of
8:14
Speaker 1: business mistakes so other people can learn from him. And
8:17
Speaker 1: like that's in a perfect example. Nicole is a client
8:19
Speaker 1: of mine who has reached half a million in revenue,
8:22
Speaker 1: way faster than I did when I was growing my business, right,
8:25
Speaker 1: And that's the whole point. Yeah, listen, but then it
8:32
Speaker 1: this trip she probably will be is the thing when
8:36
Speaker 1: we We've been focusing a lot on wealth Wednesdays over
8:39
Speaker 1: the last year of introducing people to different coaches, and
8:41
Speaker 1: it's just been meeting the moment you said, blacks, really
8:46
Speaker 1: embrace entrepreneurship COVID and post COVID and kind of really see,
8:50
Speaker 1: you know, the economy doesn't work for us and move
8:52
Speaker 1: into this entrepreneurship digital economy. And all of a sudden,
8:56
Speaker 1: these coaches started coming up because we are so hungry
9:01
Speaker 1: for this knowledge. And I kept noticing these coaches, they're
9:04
Speaker 1: creating millionaires and they're really good at it. And what
9:07
Speaker 1: are some of the things, the things that they're telling people.
9:09
Speaker 1: It's more just like a support system, Nicole, you were
9:12
Speaker 1: telling me it was, you know, you were making like
9:14
Speaker 1: twenty five hundred dollars a month. You started working Chel
9:19
Speaker 1: for the year. Rachel brought you just like sixty thousand
9:22
Speaker 1: dollars a month within six months you quit your day job.
9:25
Speaker 1: But it's the things that you're telling people that it's like,
9:28
Speaker 1: hire somebody when you don't want to invest in yourself
9:32
Speaker 1: when you don't feel like it. And it's the mindset
9:35
Speaker 1: shift is really what's so critical. You gotta leading into
9:38
Speaker 1: the fear right and the uncertainty of it all. And
9:40
Speaker 1: it's also sometimes inconvenient as well. It's like you have
9:43
Speaker 1: to be willing to make those investments. I think so
9:45
Speaker 1: many of us can't see ourselves paying for a coach
9:48
Speaker 1: or paying to go to a business retreat to learn.
9:50
Speaker 1: It's like, well, I just don't do things like that.
9:52
Speaker 1: We'll start doing things like that. Like if you want
9:54
Speaker 1: to become a millionaire, you got to start making these
9:55
Speaker 1: kinds of decisions. I agree with that because sometimes you
9:58
Speaker 1: have to look at the people around you too. Yes, right,
10:00
Speaker 1: are the people around you do they have that entrepreneurial spirit?
10:04
Speaker 1: Are they pushing you? Are we hyping each other up?
10:06
Speaker 1: Like you say? Yes? Am I hyping you up? Are
10:08
Speaker 1: you hyping me up? Are we bringing each other deals?
10:10
Speaker 1: Are we having those conversations? Yes? And sometimes you have
10:14
Speaker 1: to create that network for yourself, absolutely, and most of us.
10:17
Speaker 1: If you didn't go to an Ivy League school, if
10:19
Speaker 1: you didn't grow up in an affluent neighborhood, right, if
10:21
Speaker 1: your parents weren't wealthy, you do not have a network, right,
10:24
Speaker 1: And that's most of us, especially as black people. I
10:26
Speaker 1: had no network when I started. I didn't know anything
10:28
Speaker 1: about starting a business. I just went and did it
10:30
Speaker 1: and read books, and there was much less available than
10:33
Speaker 1: there is now. So we have to manufacture that network
10:36
Speaker 1: for ourselves. We have to find a way to create it.
10:39
Speaker 1: And the way that we do that I just went
10:40
Speaker 1: to events, right, I went to business events. I joined
10:43
Speaker 1: business communities and that's where I met some of my
10:46
Speaker 1: closest friends that I have today. That we do events together,
10:49
Speaker 1: we partner on certain things, right, And that network around
10:52
Speaker 1: you is so crucial. And I always say, like, you
10:54
Speaker 1: got a friend who keeps you on the phone every
10:56
Speaker 1: night while all her drama, Like, Okay, we love her,
10:58
Speaker 1: we could talk to her once a month. We can't
11:00
Speaker 1: be on the phone her every night, like the same drama. Exactly, exactly,
11:06
Speaker 1: not that you gotta be around people. Listen, Iron sharpens
11:09
Speaker 1: iron as soon as you get around a community of
11:11
Speaker 1: people who are out there doing it and they're talking
11:12
Speaker 1: about their wins, and they're talking about who they're meeting,
11:15
Speaker 1: and they're like, oh, come with me to this event, right,
11:17
Speaker 1: come with me to this experience. That's that it makes
11:20
Speaker 1: it so much easier for you to reach your goal.
11:22
Speaker 1: When you try to do it alone, it is so
11:24
Speaker 1: much harder. What if you people who feel like they're
11:26
Speaker 1: not social, right, they go to these events and there's
11:29
Speaker 1: thousands of say people networking, but I have her. People
11:34
Speaker 1: are like, how do I even approach anyone? How do
11:37
Speaker 1: I keep those relationships going? How do I follow up?
11:40
Speaker 1: How do I make sure I know there's a million
11:42
Speaker 1: people trying to talk to you know, to Rachel, how
11:45
Speaker 1: do I make sure that she can make the time?
11:47
Speaker 1: And because it's hard to do that. Yeah, so how
11:50
Speaker 1: can that work? I agree, and I think it can
11:52
Speaker 1: be challenging. What I would say is if you don't
11:54
Speaker 1: if you feel uncomfortable, first of all, uncomfortable as a
11:57
Speaker 1: part of growth, So that's just what you gotta do, right,
11:59
Speaker 1: you gotta be to be uncomfortable. But I also think,
12:02
Speaker 1: like what I used to do is try to make
12:04
Speaker 1: online connections first before I got there. So I would
12:06
Speaker 1: try to like message people, or if there's a Facebook
12:09
Speaker 1: group for the event, I would try to connect with
12:11
Speaker 1: people there and just try to find one or two
12:13
Speaker 1: people that I know, so I have a game plan
12:15
Speaker 1: when I walk in, because believe it or not, I
12:17
Speaker 1: mean I'm a loudmouth, but I don't really love talking
12:20
Speaker 1: to strangers. I love talking to people I know, right, yeah,
12:25
Speaker 1: you know, yes, yes. And what I used to do
12:29
Speaker 1: too is I would just find something that I like,
12:31
Speaker 1: like oh I love those earrings? Where'd you get those?
12:33
Speaker 1: You know? Just like start a conversation that way, like
12:36
Speaker 1: compliment them, something genuine, and that's like sort of a
12:39
Speaker 1: way in to start a conversation and like being there
12:42
Speaker 1: and being helpful, like having the goal of how can
12:45
Speaker 1: I be useful? How can I help people. What skills
12:47
Speaker 1: do I have or talents do I have that I
12:48
Speaker 1: can bring to the table here instead of trying to
12:50
Speaker 1: get something because I think people, I know you feel
12:53
Speaker 1: that energy, right, we all do. Right, when people are
12:55
Speaker 1: trying to get something from us, you just you repel
12:57
Speaker 1: that you don't want to be around somebody wh's trying
13:00
Speaker 1: take something from you, right, And so I think if
13:02
Speaker 1: you just show up and say, like, how can I
13:03
Speaker 1: be helpful and useful and like enter into conversations where
13:07
Speaker 1: oh you talking about a legal issue, let me tell
13:09
Speaker 1: you about you know, how to solve that problem. I'm
13:11
Speaker 1: a lawyer, right, So like just using whatever you've got
13:13
Speaker 1: as a way in? Is that? What have you done?
13:16
Speaker 1: The cale? So I am a an attraction marketing person,
13:20
Speaker 1: Like I attract people to me because I don't, like,
13:22
Speaker 1: I don't walk up to people and to start conversations.
13:25
Speaker 1: So what I've done is I've done like gone into
13:28
Speaker 1: people's communities and become like an expert in there. Yeah,
13:32
Speaker 1: so everybody knows me. So when I go to the
13:34
Speaker 1: actual events, are like Nicole, and that's how I start
13:36
Speaker 1: the conversation. Yeah, it's kind of like backing into it,
13:39
Speaker 1: right because I'm not. And you know, I network, but
13:43
Speaker 1: I find that it's easier to just have conversations with people.
13:48
Speaker 1: But it's easier for me if I connect with them,
13:50
Speaker 1: as Rachel said, connect with them like off online on
13:54
Speaker 1: social media. Have a conversation. So when you get there,
13:57
Speaker 1: you're like, Okay, this is the person I want to
13:59
Speaker 1: talk You have a point of reference. Yeah, exactly. And
14:02
Speaker 1: so that's how I do. And I've become a little
14:05
Speaker 1: bit of a celebrity in some community. Yes, it's so true.
14:09
Speaker 1: Everybody knows the five minute bookkeeper in my community. She's
14:12
Speaker 1: famous and so. But I don't know how the people.
14:15
Speaker 1: And I love talking to you, yeah, but I love
14:19
Speaker 1: talking to people. I just don't like starting conversations. Yeah.
14:22
Speaker 1: And I guess when you go to certain things, like
14:24
Speaker 1: you said, investing in yourself and going to these events, yes,
14:26
Speaker 1: you know, getting a coach, even when they cost money
14:28
Speaker 1: to go an event, everybody's there for that reason, yes, right,
14:31
Speaker 1: Like I was thinking, um, Stacy, you helped me up
14:34
Speaker 1: with Cassandra Cummings for her stocks and stilettos. When I
14:36
Speaker 1: went out there, you know, I was talking about getting
14:39
Speaker 1: investors in my coffee company, and people were coming up
14:41
Speaker 1: to me afterwards, like, well, how can we talk about
14:43
Speaker 1: you know, because everybody's there for that, Yeah, meeting angel
14:47
Speaker 1: investors exactly, all different kinds of people, and everybody's there
14:50
Speaker 1: for their reason. They're a business owner, they're an investor,
14:54
Speaker 1: they're looking to have those commence. And I like building
14:57
Speaker 1: community better than networking yea, because people get oh I
15:00
Speaker 1: have to network, I have to meet that just be real. Okay,
15:02
Speaker 1: well yeah, this is what I'm about. What are you
15:04
Speaker 1: about your natural connection points and just the science of it.
15:08
Speaker 1: When you're in community with someone and trying to achieve
15:12
Speaker 1: a goal together, they'll hold you accountable. You have an
15:14
Speaker 1: eighty percent higher chance of chanting that goal exactly. It
15:18
Speaker 1: was we were talking about sometimes women have difficulty doing this, Yeah,
15:24
Speaker 1: and a lot of it because we don't have time.
15:26
Speaker 1: Andy said, it was interesting you were telling me about
15:28
Speaker 1: some of the pigeonholes that women get into for sure,
15:30
Speaker 1: because we well we were just talking about it, right
15:33
Speaker 1: working for free that nowhere, nowhere does that happen more
15:35
Speaker 1: than in our own homes, right with our partners who
15:38
Speaker 1: get home from work and sit on the couch and
15:40
Speaker 1: ask us when is dinner going to be? Made. That's
15:41
Speaker 1: still the truth for eighty percent of women. And even
15:44
Speaker 1: when they are the breadwinner, they are still doing the
15:47
Speaker 1: work making the money, and still making dinner, doing laundry,
15:51
Speaker 1: doing all of the emotional labor with children, reading all
15:53
Speaker 1: the school emails, making sure they have pajamas for pajama day. Right,
15:56
Speaker 1: Like there is so much invisible labor that we are
15:59
Speaker 1: doing it. We have to say no. Right. They bring
16:01
Speaker 1: that to their businesses to women try to do everything exactly,
16:05
Speaker 1: not hiring help, right, like saying well, I can do
16:07
Speaker 1: my own books, right, like I will, I'll just figure
16:10
Speaker 1: it out. I don't need to hire a coach, right,
16:12
Speaker 1: or I don't need an assistant, right, yes you do.
16:15
Speaker 1: And this is the thing, Like men's businesses grow so
16:17
Speaker 1: much faster and they make so much money so much
16:20
Speaker 1: faster because they are quick to hire help, right, because
16:23
Speaker 1: they're sort of in society. They're trained to like get help.
16:26
Speaker 1: Other people are here to help me. The society is
16:29
Speaker 1: created for their benefit, right, and we're here to be
16:32
Speaker 1: their helpers. Right, That's what That's how our society truly
16:35
Speaker 1: is built, and that's how we're all socialized. And so
16:37
Speaker 1: we have to fight against that and say no, I'm
16:39
Speaker 1: not here to do everything. I start my day with,
16:41
Speaker 1: look I look at not to do this. I'm like,
16:42
Speaker 1: who could do this? And I just give out instructions here,
16:45
Speaker 1: I need you to do this. I need you to
16:46
Speaker 1: do that, whether it's family members, people on my team.
16:49
Speaker 1: I'm like, I'm not here to be to do everything,
16:52
Speaker 1: Like y'all ain't gonna make me your work. Okay. So
16:55
Speaker 1: but yes, there's a whole and the thing is the
16:57
Speaker 1: beautiful thing about that is there's a whole economy, right,
17:00
Speaker 1: Like I have all of these team members and they're
17:02
Speaker 1: making money right and there, so there's like all this
17:05
Speaker 1: you know, there's a whole economy that's built on my business, right,
17:08
Speaker 1: So like the more money I make, the more everybody
17:10
Speaker 1: in my community wins. And it's a beautiful thing. So
17:13
Speaker 1: we need to ask for help. We need to ask
17:16
Speaker 1: our partners to do more. We need to make these
17:18
Speaker 1: kids do their own laundry and wash these dishes like
17:20
Speaker 1: these fifteen year olds, Like what I wish I would
17:23
Speaker 1: wash a fifteen year old clothes? Are you out your mind?
17:27
Speaker 1: Absolutely not? Like, listen, everybody needs to have a little
17:30
Speaker 1: bit more autonomy and stop putting it all on us
17:33
Speaker 1: as women. Now, what about investing in your business? Right?
17:37
Speaker 1: We hear a lot of stories of people who put
17:39
Speaker 1: their all into their business, and I feel like, okay,
17:43
Speaker 1: you know, and I feel like I hear a story
17:45
Speaker 1: a lot of stories about people going broke just starting
17:47
Speaker 1: their businesses. Know, I'm when to walk away from a
17:49
Speaker 1: nine to five to dip into their savings. Sometimes you're
17:52
Speaker 1: borrowing against your retirement, yeah, and all of those things.
17:56
Speaker 1: And so what are your thoughts about people saying I
17:58
Speaker 1: have an idea, I'm gonna go my gut and put
18:00
Speaker 1: everything into this. Yes, okay, so I love the idea. Listen,
18:05
Speaker 1: I think going with your gut, right, Like instincts is
18:08
Speaker 1: a point of data. It's a valuable point of data
18:11
Speaker 1: that we should use to make decisions. Right, Like, oh,
18:13
Speaker 1: my instincts say this, there's pointing me in a certain direction. Great,
18:16
Speaker 1: Now validate that with other outside data, right, third party data,
18:20
Speaker 1: to say, okay, is there a market for this business
18:22
Speaker 1: that I want to start? Right? What information do I
18:25
Speaker 1: have out there? Right? Like, some people say, well, my
18:27
Speaker 1: gut says this, even though everything else is saying that
18:30
Speaker 1: maybe this won't work, we go with it anyway. Right,
18:32
Speaker 1: And so I think instincts are important, but we also
18:34
Speaker 1: need to validate our instincts with other data and make
18:38
Speaker 1: sure that we have a plan, right, Because you know,
18:40
Speaker 1: I've heard of I've had friends or heard of people
18:42
Speaker 1: who are like, well, this is my dream, so I'm
18:44
Speaker 1: just going to quit my business and start it. And
18:46
Speaker 1: I'm like, no, no, no, no, no, no, no no,
18:48
Speaker 1: But could we be a little bit more strategic about this, right, story,
18:52
Speaker 1: This is what I did, Yes, my business on the
18:54
Speaker 1: side while I was working a full time job. Yes,
18:57
Speaker 1: that's how you're doing. You know, a cool day driving
19:01
Speaker 1: three hour round trip to Miami, coming home, working with
19:04
Speaker 1: clients in the evening. So that's a that's a thirteen
19:07
Speaker 1: hour day. Yeah, absolutely, three hours of commuting an hour
19:10
Speaker 1: and a half there and back, and then an eight
19:11
Speaker 1: hour day then coming home and working with some clients
19:13
Speaker 1: with yourself. That's what I had to do because I
19:15
Speaker 1: wanted to really stop doing the nine to five. It's
19:18
Speaker 1: a temporary thing for me to do these there. Yeah, yeah,
19:21
Speaker 1: so that I can get to the point where days.
19:23
Speaker 1: But you are so willing to do things differently, and
19:26
Speaker 1: that's I think what you're all about. Yes, Like your
19:29
Speaker 1: gut and the way you've done things is great, but
19:32
Speaker 1: it's got you to where you are, right, So I
19:34
Speaker 1: want to go something further. Okay, I have to change
19:36
Speaker 1: up everything I'm doing. I have to change up how
19:38
Speaker 1: I think of things. I have to be willing to
19:40
Speaker 1: give up what I believe in. Right, you have to
19:42
Speaker 1: take on a new identity. To take on a new
19:44
Speaker 1: identity exactly, And I think we think like, how is
19:46
Speaker 1: my gut gonna tell me how to build? Like, for example,
19:49
Speaker 1: I have a business that we'll probably do about fifteen
19:52
Speaker 1: million this year? How is my gut going to tell
19:54
Speaker 1: me how to get to a hundred million? My gut
19:56
Speaker 1: don't know yet. Okay, I have to hire coaches and
20:01
Speaker 1: get advice and read up and learn. It's like willing, yes,
20:04
Speaker 1: Like you don't have the knowledge yet to be able
20:06
Speaker 1: to do that, right, so like let it point you
20:09
Speaker 1: in the right direction, but validated with advisors. It drives
20:11
Speaker 1: me nuts too when people hire coaches, they hire advisors
20:14
Speaker 1: and they don't listen. So i'p hire experts and then
20:17
Speaker 1: you pay them and then don't take their advice. So
20:19
Speaker 1: what does the point keep your money? Then? If you're
20:21
Speaker 1: not going to take their advice, learn from their mistakes, right, Like,
20:24
Speaker 1: so it took me probably four years to get to
20:27
Speaker 1: five hundred thousand in my business and my first business
20:30
Speaker 1: in my law practice. Nicole got there and what a
20:33
Speaker 1: year and a half years? Yeah, yeah, two and a
20:35
Speaker 1: half years to get to five hundred thousand, So much faster, right,
20:37
Speaker 1: Why because she's learning from my mistakes. So like that's
20:41
Speaker 1: the whole point, right, so that it can go faster
20:43
Speaker 1: for us. And you know, and this is very important
20:47
Speaker 1: for our like our community. It's not just about us, Like, yes,
20:49
Speaker 1: I want to make money, Yes, I like nice things, right,
20:52
Speaker 1: and I also want to give back to my community.
20:54
Speaker 1: But it's it's about like what does that mean? Right?
20:56
Speaker 1: My neighbors who see me, right, they believe it's possible.
21:00
Speaker 1: Somebody listening to this episode, right, they're like, oh, you
21:02
Speaker 1: have a fifteen million dollar business and you're a black woman,
21:05
Speaker 1: I can have that, right, Like they need to see
21:08
Speaker 1: us doing it. So it's not just for us, it's
21:10
Speaker 1: for our greater community. And why do you tell people?
21:13
Speaker 1: Because you are correct, you're both I mean, you're living examples.
21:17
Speaker 1: Some people will be like, yeah, she's saying that, but
21:20
Speaker 1: I'm barely getting my bills paid. I have to do
21:22
Speaker 1: everything myself in my business, and I have to and
21:25
Speaker 1: I I mean, I was there. I'm an entrepreneur. You
21:27
Speaker 1: have those ups and downs, and when I just said
21:29
Speaker 1: to heck with it, and I went and I brought
21:31
Speaker 1: on someone from marketing and I figured out a model. Okay,
21:34
Speaker 1: so I don't have the cash to pay you what
21:36
Speaker 1: your salary is, but i'll bring I can write you
21:38
Speaker 1: into what I asked is being creative about it. But
21:41
Speaker 1: some people hear you, but they don't think it's applicable
21:45
Speaker 1: to them because they don't simply don't think they have
21:46
Speaker 1: the money to do that. Yes, I honestly think one
21:49
Speaker 1: of the biggest mistakes that we make is we're always
21:51
Speaker 1: trying to figure out how right. We don't even know
21:53
Speaker 1: what yet, but we're trying to figure out how right.
21:55
Speaker 1: Like we know we have this dream, we have this desire,
21:57
Speaker 1: and we say, well, that's not possible the moment we
21:59
Speaker 1: have that vision or that dream, and we just cut
22:02
Speaker 1: it off, right, we cut off the possibility. And so
22:04
Speaker 1: what I want to challenge people to do is stop
22:06
Speaker 1: stop doing that. Right if you have this vision or dream,
22:08
Speaker 1: I don't know how I'm gonna get there yet, but
22:10
Speaker 1: I'm gonna I'm gonna figure it out right and be creative, right, like, brainstorm,
22:15
Speaker 1: talk to other people, connect, learn from coaches. You don't like,
22:18
Speaker 1: we have this dream, but we're like, Oh, I don't
22:20
Speaker 1: have the money, so it's not possible. I don't have
22:22
Speaker 1: the money. But let me brainstorm ten ways that I
22:24
Speaker 1: could still bring in some help. Could I do a trade, right?
22:27
Speaker 1: Could I write them into a contract? Could I hire
22:30
Speaker 1: them for two hours a week? If I stop doing
22:32
Speaker 1: you know, I'm gonna cancel this other thing that I
22:34
Speaker 1: have and use the money for that, right, Like, get creative, right,
22:37
Speaker 1: use your ideas. I think people are just very like,
22:40
Speaker 1: it's not possible for me, and they just shut it.
22:42
Speaker 1: You don't want it then, right, Like, I need you
22:44
Speaker 1: to work a little harder, right for your vision and
22:46
Speaker 1: for your dream. I need you to be more creative
22:49
Speaker 1: about how you're gonna make it happen, right, instead of
22:52
Speaker 1: just saying, well, it's not possible for me, so forget it.
22:55
Speaker 1: What about bad partnerships? Oh god, yes, I know this
22:59
Speaker 1: is an issue for a lot of people in business.
23:01
Speaker 1: You're like, I'm going to go into business with this person. Yes,
23:04
Speaker 1: we have you know this person does this. We're best friends,
23:06
Speaker 1: we've known each other for such a long time. I
23:08
Speaker 1: trust them. We have this vision together. We're gonna sit down,
23:11
Speaker 1: we're both gonna grind. And then one person's not holding
23:14
Speaker 1: their weight. One person's putting up all the money while
23:16
Speaker 1: the other person it doesn't have anything to lose. Because
23:19
Speaker 1: I do feel like if you start a business with somebody,
23:21
Speaker 1: everybody should be putting up some money. That's right. But
23:25
Speaker 1: what are your thoughts on having to end exit a
23:28
Speaker 1: partnership or even walk away from a company. How do
23:31
Speaker 1: you know when his time? Yes, I think well, I
23:33
Speaker 1: think we often know, but we're just afraid, right, Like
23:36
Speaker 1: we're afraid to speak the truth, like, yeah, this is over,
23:39
Speaker 1: we know it's over, but we're avoiding it because of
23:41
Speaker 1: whatever the fallout might be, or the emotional parts of it,
23:45
Speaker 1: or we're scared of what's going to be on the
23:46
Speaker 1: other So I think it's salvageable, yes, exactly, and so
23:50
Speaker 1: but it usually is it right? Because if if you're
23:52
Speaker 1: mentally already gone, you're gone, right, you ain't coming back.
23:55
Speaker 1: So we need to accept that. And I've seen, trust me,
23:58
Speaker 1: I've seen so many bad partnership and like the lawyers
24:01
Speaker 1: who you call right when the partnership goes bad. And
24:03
Speaker 1: so I saw lots of examples of those, and still
24:05
Speaker 1: I entered into my own bad partnership, you know, and
24:08
Speaker 1: I had ended in federal court. I had to take
24:10
Speaker 1: her to court to get my IP back, which I did,
24:14
Speaker 1: but it was a very unpleasant experience that was a
24:16
Speaker 1: huge distraction from growing the business. And so here's what
24:18
Speaker 1: I think. I think that people should have separate businesses. Right.
24:21
Speaker 1: If you want to partner with somebody, partner with them
24:23
Speaker 1: on an event, partner with them on a small project
24:26
Speaker 1: that's finite, test it out, Like, don't say, oh, this
24:29
Speaker 1: person we're going to do great because we know each
24:31
Speaker 1: other and we're besties. How you know their work ethic
24:33
Speaker 1: as their bestie. You ain't at work with them, right
24:35
Speaker 1: you hanging out with them. In partying with them, that
24:37
Speaker 1: make the same thing. And so test it out right
24:40
Speaker 1: by doing something doing something small together, do a workshop together,
24:43
Speaker 1: do some sort of small thing that you can do
24:45
Speaker 1: together where you really get to see what they bring
24:47
Speaker 1: to the table, and then decide whether to turn it
24:49
Speaker 1: into a full blown thing. I think most of us
24:52
Speaker 1: take on partners because we're scared, right, because we're scared
24:55
Speaker 1: of being rejected. We're scared of doing it alone, and
24:57
Speaker 1: so we just we it's a safety net. It's like
25:00
Speaker 1: release the safety net, right and allow your opportunities to come.
25:03
Speaker 1: Because I mean think about, like, you know, all of
25:05
Speaker 1: us right where we started, right, can we imagine that
25:08
Speaker 1: we would be here today? Probably not? And so you
25:11
Speaker 1: just have to be willing to believe in yourself and
25:13
Speaker 1: go for it. Plus, especially there's so few people, especially
25:16
Speaker 1: black people, in so many of different industries, like our creativity,
25:20
Speaker 1: our different way of seeing things like that is valuable,
25:23
Speaker 1: and it's there's less of that in the marketplace. So
25:25
Speaker 1: we need to put ourselves out there and go for it.
25:27
Speaker 1: And I think another thing, and I know you've said this,
25:29
Speaker 1: is people are scared to talk about money. But if
25:32
Speaker 1: you do do a partnership with somebody, finances are really important. Oh, absolutely,
25:36
Speaker 1: disgust your credit? How much money do you have? Are
25:38
Speaker 1: you in debt? Yes? You know? What do you have
25:41
Speaker 1: saved up? What? I would treat it like a marriage
25:45
Speaker 1: and marriages they we've been talking about this a lot lately.
25:48
Speaker 1: Relationships are better if you're financially independent. Yeah, just come
25:52
Speaker 1: to them from a totally, totally different perspective. Yes, you
25:57
Speaker 1: and I had a great conversation about most of us
25:59
Speaker 1: have the mentality my wealth is how many ways I
26:02
Speaker 1: split up my paycheck? Oh? Yes, And it's really about
26:05
Speaker 1: your earning potential. Yeah, we're not. This conversation isn't about Okay,
26:08
Speaker 1: here's how to manage money to start a business. It's
26:10
Speaker 1: about you have the capability inside of you to earn
26:14
Speaker 1: a million dollars. You have the capability to earn more
26:17
Speaker 1: money to get les. We had an amazing experience with
26:21
Speaker 1: someone who's working with us on this campaign. Rachel is
26:24
Speaker 1: saying one of the first things she has people do
26:26
Speaker 1: is look for unclaimed assets. Yes. And one of the
26:29
Speaker 1: people we were talking to while we were talking, just
26:32
Speaker 1: one on one of those websites and found four thousand dollars.
26:35
Speaker 1: You just found two thousand dollars yesterday exactly. Don't use
26:39
Speaker 1: all their resources to build it's so us all the
26:42
Speaker 1: money they have, and that's what you're about. I agree.
26:44
Speaker 1: I think we don't even realize all that we're bringing
26:46
Speaker 1: to the table. That's why we get into those partnerships
26:48
Speaker 1: that don't make sense for us because we're not even
26:50
Speaker 1: really taking a stock of all of our talent and skills.
26:53
Speaker 1: And that's how we do it. Right, with real estate,
26:55
Speaker 1: you have to have good credit, You've got to have
26:56
Speaker 1: a deposit to put down. Right, if you want to
26:58
Speaker 1: become an investor, you got to have some capital to
27:00
Speaker 1: invest in, either in the stock market even day trading. Right,
27:04
Speaker 1: there's a big barrier to entry in terms of learning.
27:07
Speaker 1: Entrepreneurship is to me a social justice imperative because it's
27:11
Speaker 1: an opportunity for us as black people to close the
27:13
Speaker 1: wealth gap, right, to start something from literally nothing, because
27:16
Speaker 1: I had nothing. I had three hundred thousand dollars a
27:19
Speaker 1: student loans, I had a four hundred credit score, I
27:21
Speaker 1: had no network, nobody who wanted to give me any money.
27:24
Speaker 1: I had a job where I was making forty one
27:26
Speaker 1: thousand dollars a year. That's what I started with. So
27:28
Speaker 1: I had nothing. And from there I was just like,
27:31
Speaker 1: what kind of business can I start? What skills do
27:33
Speaker 1: I have? Let me use those skills. So like, if
27:35
Speaker 1: you do marketing at your day job, you could do
27:38
Speaker 1: marketing on the side, right, and do marketing for other
27:41
Speaker 1: people's businesses, right, Like whatever. If you are super organized
27:45
Speaker 1: and are a great executive assistant, could you be a
27:47
Speaker 1: personal assistant for somebody on the side on the weekends
27:50
Speaker 1: or in the evenings. Right, Like, whatever skills you have,
27:52
Speaker 1: you can use those skills and make money. And that's
27:55
Speaker 1: the thing we need to take stock of us. We
27:57
Speaker 1: are our biggest asset. This is your million dollar asset
28:00
Speaker 1: right here. You have it. Do you remember your first
28:02
Speaker 1: time negotiating for actually getting a fee for coaching, because
28:06
Speaker 1: I know you said people were coming to you they
28:08
Speaker 1: needed help. He was giving away all this advice for free.
28:11
Speaker 1: But then it was like you should charge for this?
28:13
Speaker 1: So what was that like that transition? Yeah, and it
28:16
Speaker 1: was scary. It's always scary when you're like, you know,
28:18
Speaker 1: telling somebody the price and you feel like it's a lot, right,
28:21
Speaker 1: And so I agreed to do I think it was
28:23
Speaker 1: like six months of coaching for sixth grand, which is
28:26
Speaker 1: not enough, let's be clear. So I said six thousand dollars,
28:31
Speaker 1: which I thought was a lot at the time, And
28:33
Speaker 1: so I was like, I'm just gonna try. So I
28:34
Speaker 1: had like a friend of a friend who was looking
28:36
Speaker 1: for help with her business, and so I was like, Okay,
28:39
Speaker 1: I will help you and I will coach you for
28:40
Speaker 1: six months for six grand. And I just sent the
28:43
Speaker 1: email and I was just like squeamish. Yeah, And that's
28:46
Speaker 1: the thing. Listen, when you stage your price. You staged
28:49
Speaker 1: your price and then you just shut up. Don't say anything.
28:52
Speaker 1: Silence right now, just let me think about it, all right,
28:55
Speaker 1: because then we start being like, well, I could discount it,
28:57
Speaker 1: or I could work with you, I could do a payment.
29:00
Speaker 1: Stop talking, say the price, it's fifteen thousand, and I
29:04
Speaker 1: let that awkward silence. Just sit just be like, you know,
29:08
Speaker 1: I'll wait right and just see what the response is,
29:10
Speaker 1: because oftentimes the response is okay, great, but then we
29:13
Speaker 1: start talking. There are literal studies that show that women
29:16
Speaker 1: entrepreneurs in particular, like eighty percent of them, discount their
29:19
Speaker 1: price when clients aren't even even asking for it. Were
29:21
Speaker 1: just out here playing ourselves and cutting off our own money.
29:24
Speaker 1: I'll stop that and exactly don't do any of that.
29:32
Speaker 1: Stay with the price. Literally, if you have to write
29:33
Speaker 1: it down, I have my clients write it down on
29:35
Speaker 1: a post to note, put it on your desk, read
29:37
Speaker 1: the post to note, and then stop talking, you know,
29:39
Speaker 1: and people will say yes, and that's exactly what happened
29:42
Speaker 1: for me with that first client. She was like, I'm
29:44
Speaker 1: in and so I was like also, like I was
29:46
Speaker 1: so surprised, but also really excited. And then her business
29:50
Speaker 1: went from she was making like ninety thousand in her
29:53
Speaker 1: business and having to travel, and so I took it
29:55
Speaker 1: online and she was able to make like half a
29:58
Speaker 1: million dollars with then literally less than a year, her
30:01
Speaker 1: business was making five x what she So I was like, oh,
30:04
Speaker 1: six thousand was not enough. I need to be charging
30:06
Speaker 1: a lot more for this, you know what I mean.
30:07
Speaker 1: And that's what happens. You get that first client, you
30:09
Speaker 1: see the results they get, and you're like, oh, hell no,
30:11
Speaker 1: I need to be charging more for this. But I
30:13
Speaker 1: do understand where pricing it fairly in the beginning, as
30:16
Speaker 1: you're trying to build your clients hel yes, you know,
30:18
Speaker 1: and you're you're also learning because it's a different space
30:21
Speaker 1: to be in, yes, and so you want to also
30:23
Speaker 1: have some great clients that can recommend you and that
30:26
Speaker 1: can actually say I worked with Rachel, she was amazing, yeah, exactly.
30:31
Speaker 1: And the problem is when people start talking about your price,
30:33
Speaker 1: like how might she charge you? Well, this is that
30:35
Speaker 1: is the exact problem. And so here's the thing that
30:38
Speaker 1: I say, even if you're not experienced, you are qualified.
30:41
Speaker 1: Even if you are not experienced, you are qualified. You
30:44
Speaker 1: have the skills to do the job right, And so
30:46
Speaker 1: charge as if you are qualified. Even if you're not experienced, right,
30:50
Speaker 1: you don't have to have all the experience in the world.
30:52
Speaker 1: You're still going to get people the result. When I
30:53
Speaker 1: was a brand new lawyer, I didn't have a ton
30:55
Speaker 1: of experience handling all these different legal transactions. But I
30:59
Speaker 1: was qualified, and so I charged accordingly. And then you know,
31:03
Speaker 1: over time, I got more and more confident. And the
31:05
Speaker 1: thing is, here's the thing. Here's what I tell people.
31:07
Speaker 1: If you're really scared, charge charge the higher price, and
31:10
Speaker 1: if you screw something up, just give them a refund,
31:12
Speaker 1: or you could always give money back, right like you
31:14
Speaker 1: could always make it right on the back end if
31:16
Speaker 1: you have to. But don't low ball yourself on the
31:18
Speaker 1: front end, because what happens is you keep lowballing yourself.
31:21
Speaker 1: People tell everybody about about the prize. You get used
31:24
Speaker 1: to saying that prize, and you're scared to say the
31:26
Speaker 1: higher price, you know, and then it just becomes a
31:29
Speaker 1: barrier for us, none of this works without community. Yes,
31:32
Speaker 1: the layd angel is talking about at the getting to
31:35
Speaker 1: that point where you have the confidence to do that.
31:37
Speaker 1: That's really the strength the Hello seven and the challenges
31:40
Speaker 1: in these groups that we try to start because it's
31:42
Speaker 1: hard to do. Who could do that by themselves? Yes,
31:45
Speaker 1: for sure. There's a study that was done. It was
31:48
Speaker 1: like the American Work Study or whatever, and it shows
31:52
Speaker 1: that when you have accountability and you have community, you
31:55
Speaker 1: are ninety five percent more likely to achieve your goals.
31:59
Speaker 1: If you try to go alone twelve percent. That's like
32:02
Speaker 1: your chances of accomplishing a goal alone is twelve percent, right,
32:06
Speaker 1: But if you do it with a friend, or if
32:08
Speaker 1: you do it with an accountability group, right like where
32:10
Speaker 1: somebody's going to check in with you and be like,
32:12
Speaker 1: how are you doing towards that thing we talked about
32:13
Speaker 1: last week? Right Like, when somebody's checking in with you
32:16
Speaker 1: weekly and you're you're supporting each other and you're sharing
32:19
Speaker 1: resources ninety five percent. So it's like, if you want
32:22
Speaker 1: to be successful, get into a community. That's why my
32:24
Speaker 1: business has built the way that it is because I
32:26
Speaker 1: know what's gonna make us successful is not just my coaching.
32:29
Speaker 1: But the whole community is just like all these people
32:31
Speaker 1: you find your business bestie, right, and you support each
32:34
Speaker 1: other and you're not on the phone where Brenda talking
32:36
Speaker 1: about her boy problems every night anymore. Everybody like you know,
32:39
Speaker 1: there's a grant that as Yeah, oh I met somebody
32:44
Speaker 1: and I told them about your services, So such and
32:46
Speaker 1: such is going to call you like they're potential client. Right,
32:48
Speaker 1: those are the conversations we need to be having, right,
32:51
Speaker 1: That's that's the conversation. We started Wealth Wednesdays for Entrepreneurs.
32:55
Speaker 1: It's just called that Wealth Wednesdays for Entrepreneurs on Facebook.
32:58
Speaker 1: It's a community and like Rays featured in it this month,
33:01
Speaker 1: and we want conversations about it. But we want everybody
33:03
Speaker 1: to sign up for that as well. Yes, exactly. Can
33:06
Speaker 1: I say something about the pricing though, because when I
33:09
Speaker 1: started Five Minute Bookkeeper, you don't want to know how
33:11
Speaker 1: much I priced it. If I was not in Hello seven,
33:19
Speaker 1: I don't think I would have, you know, changed my
33:22
Speaker 1: pricing how as fast as I did, And now it's
33:25
Speaker 1: definitely not the original price, right, And people are still
33:29
Speaker 1: buying it because they see they see the value in it,
33:34
Speaker 1: and I think sometimes we undercharge as women, you undercharge
33:37
Speaker 1: because we're like, oh, people are not going to pay
33:38
Speaker 1: me this money. But then when you start, you know,
33:41
Speaker 1: increasing your pricing. And that's what I learned from Rachels.
33:43
Speaker 1: He's like, double your prices. I'm like, oh my gosh,
33:47
Speaker 1: nobody's gonna buy from me. And I kept I've doubled
33:49
Speaker 1: my prices like three or four times in the past
33:52
Speaker 1: two and a half years, and people are still buying.
33:55
Speaker 1: I'm on a plane coming here and people are buying. Now.
33:57
Speaker 1: People will tell you that you get what you pay
33:58
Speaker 1: for because sometimes people to think if something is cheap
34:01
Speaker 1: is not good to Yeah, exactly, why do you want
34:03
Speaker 1: to listen When people are like, your prices are kind
34:06
Speaker 1: of high, I'm like, listen, I'm premium, Okay, I'm not
34:08
Speaker 1: the cheapy, cheap option. You're going to get the results
34:11
Speaker 1: that my price suggests, you know, and so I'm going
34:15
Speaker 1: to charge accordingly. And the thing is is like, how
34:17
Speaker 1: can I how can I be an entrepreneur and charge
34:20
Speaker 1: low prices? And when I'm supposed to be modeling for
34:23
Speaker 1: my clients, right, like I need to be taking the
34:25
Speaker 1: same advice right that I'm giving. But when you think
34:28
Speaker 1: about the times that we're into. Yeah, that makes sure
34:30
Speaker 1: that coaching is accessible for people. Yes, so I know
34:34
Speaker 1: you kind of change your model for that too, exactly. Yes,
34:37
Speaker 1: we have we have a community, and then we also
34:39
Speaker 1: do a challenge, and these are all things that make
34:41
Speaker 1: it easy for people to have an entry point in
34:44
Speaker 1: because I'm here, like in the challenge. Literally, by the
34:46
Speaker 1: end of the five day challenge, people are making thousands
34:48
Speaker 1: of dollars. It's it's bananas. I mean literally everybody's crying.
34:51
Speaker 1: By the end of my whole team is crying because
34:53
Speaker 1: they're just like we're changing people's lives, you know, Like
34:55
Speaker 1: I love my job and it's so great right to
34:58
Speaker 1: watch the transformation. Like somebody comes in not believing in themselves,
35:02
Speaker 1: being fearful, and they're just like, I'm gonna spend ninety
35:04
Speaker 1: seven dollars and see what happens. And they just show
35:06
Speaker 1: up and being surrounded with community, getting the advice, and
35:09
Speaker 1: I make them do take action every day. So every
35:12
Speaker 1: day you got to make a money move. And by
35:14
Speaker 1: the end of the week, people are making money and
35:16
Speaker 1: starting to see the results of just in a couple
35:18
Speaker 1: of days. And so like in that you make you
35:21
Speaker 1: make some money, right, and then you can join the community, right,
35:23
Speaker 1: which is our our membership community, and that's that's not
35:26
Speaker 1: so expensive, right, That's something that you can get into
35:28
Speaker 1: and most people can afford it. And then from there
35:31
Speaker 1: there are other ways that you can work with us
35:32
Speaker 1: as your business continues to grow. But you have to
35:34
Speaker 1: just figure out a business model that makes sense. But
35:36
Speaker 1: even for a community, we're still premium, right, like we're not.
35:38
Speaker 1: There are communities that are nineteen dollars a month. We
35:41
Speaker 1: charge to ninety five a month, right, so we're we're
35:43
Speaker 1: not the cheapest, but you do get results, right for
35:46
Speaker 1: us when we're so honored for our last Wealth Wednesdays
35:50
Speaker 1: with the Breakfast Club, Wealth Wednesdays will move on to
35:53
Speaker 1: wonderful things as well. You did a special challenge, yes,
35:56
Speaker 1: tell us all, yes, So it's called the Make Money
35:59
Speaker 1: Moves Challenge. It's a five day challenge where when you join,
36:02
Speaker 1: you come in and you're gonna make a money move
36:03
Speaker 1: every day. You get coached by me every day and
36:06
Speaker 1: I teach you like where you're leaving money on the table.
36:09
Speaker 1: I teach you about pricing, I teach you how to
36:11
Speaker 1: sell right, I teach you how to have make a
36:15
Speaker 1: million dollar offer, right, So like Nicole had a one
36:17
Speaker 1: on one offer that she was doing right. And so
36:19
Speaker 1: that was the thing she was doing after work, making
36:21
Speaker 1: a little bit of money, taking up a lot of time.
36:24
Speaker 1: And I taught her how to do it in a
36:26
Speaker 1: more scalable way, and now she's making a lot more money.
36:28
Speaker 1: And how many hours you work a day? Two to
36:31
Speaker 1: four hours a day? Because I spent what are you
36:35
Speaker 1: doing the rest of the day chilling? I take it
36:38
Speaker 1: them episode, So what I do is and I you know,
36:46
Speaker 1: we talked about those thirteen hours that I used to work, right,
36:49
Speaker 1: And I really wanted to take my son. My son,
36:51
Speaker 1: Brandon is ten years old. He's on the autism spectrum,
36:55
Speaker 1: and I wanted to drop him to school. I wanted
36:58
Speaker 1: to pick him up, take him home so he could
37:00
Speaker 1: have his therapies at a regular time during the day, right,
37:02
Speaker 1: And I could not do that working those long hours.
37:05
Speaker 1: And I really said before and you have to have
37:08
Speaker 1: a hy yes, like if you don't have this big
37:10
Speaker 1: why that you're you're you have in the forefront of
37:13
Speaker 1: your mind, you will give up. Yes, it's it easy. So, um,
37:17
Speaker 1: I wanted to drop him to school, pick him up
37:20
Speaker 1: and so I'm like, Okay, I wanted to, you know,
37:22
Speaker 1: schedule my day this way. Yes, and this is exactly
37:25
Speaker 1: what I'm doing. I get to work out in the morning,
37:27
Speaker 1: I get to chill you. I have a life. I'm
37:31
Speaker 1: making you know, I'm making like thirty at least between
37:35
Speaker 1: twenty and thirty thousand a month in two and a
37:37
Speaker 1: half years, five hundred k cash. Like I'm like, I
37:40
Speaker 1: would have had to work like eight years at my
37:42
Speaker 1: day job to me, because that's the worst of people
37:44
Speaker 1: are like, you know, I work fifteen hours a day,
37:46
Speaker 1: but then it's still a struggle. Yes, you know, and
37:49
Speaker 1: there's a lot of people that I mean, I felt
37:51
Speaker 1: like early on that was my life. Yes, but it
37:54
Speaker 1: is also a why if you know what kind of
37:56
Speaker 1: goal you're working toward, And Rachel, I know. One thing
37:59
Speaker 1: you also stress is don't feel bad about making money,
38:01
Speaker 1: because sometimes you feel like there's a you know, tough
38:05
Speaker 1: times for people. Here. I am feeling like a selfish
38:08
Speaker 1: person making all this money. Listen, you are, Listen, You're
38:11
Speaker 1: doing the world a favor, especially if you black making money,
38:14
Speaker 1: if you're of any marginalized identity and you're making money.
38:16
Speaker 1: We need to see those examples. So even if you
38:19
Speaker 1: spend all your money on Chanel or you spend all
38:21
Speaker 1: your money on taking care of yourself text first of all,
38:25
Speaker 1: listen me too. But listen, even if you spend all
38:28
Speaker 1: your money on yourself, right, Like, I'm not one of
38:30
Speaker 1: those people that judges, and I'm not one of those
38:32
Speaker 1: people that's like, the black community stop spending money on
38:34
Speaker 1: blah blah blah. Listen, the black community needs some pleasure
38:37
Speaker 1: in their life, Okay, the black community needs to enjoy themselves, right, Like,
38:40
Speaker 1: it's not about hustle and work so hard and sacrifice everything.
38:43
Speaker 1: I don't resonate with that message. I need to enjoy
38:46
Speaker 1: my life, and I need to make the money, and
38:48
Speaker 1: I need to be planning for the future, and I
38:49
Speaker 1: need to be giving back. All of those are possible.
38:51
Speaker 1: I want to imagine possible all of those things. I
38:54
Speaker 1: need it all. I don't want just one or some
38:57
Speaker 1: I don't want to live off of peanuts, like no,
38:59
Speaker 1: and there's there's a way to do it right. We
39:01
Speaker 1: don't have to do that. And I think that message
39:04
Speaker 1: is just I don't know, it annoys me. I'm like, listen,
39:06
Speaker 1: black people have been through enough. If we want to
39:08
Speaker 1: buy some nice things. Were gonna buy nice things leave
39:10
Speaker 1: us alone, Okay, We're gonna buy them responsively, responsibly, right,
39:14
Speaker 1: And we can't do that. And also, like you said,
39:16
Speaker 1: still be able to give back exactly, tapping into our
39:20
Speaker 1: creativity and our skill set to make more money, right,
39:22
Speaker 1: so that we can both have nice things, invest in
39:25
Speaker 1: our future, right, and invest in our community. I'm doing
39:28
Speaker 1: all three right. I put save money every month the
39:30
Speaker 1: Mustock account, right. And I am also I have a
39:34
Speaker 1: nonprofit where we are helping black mothers with dulas and
39:37
Speaker 1: childcare and night nurses. Right. And I also have nice clothes. Right.
39:41
Speaker 1: So you can have all of those things. You just
39:42
Speaker 1: have those buckets and you you decide how you're going
39:45
Speaker 1: to divvy it up. But denying yourself all pleasure does
39:47
Speaker 1: not actually help you grow, right, Like discipline is only
39:50
Speaker 1: going to get us so far. And that's why I
39:52
Speaker 1: teach people how to build a business based on your
39:54
Speaker 1: natural talents, your natural skills, because it doesn't rely on discipline,
39:57
Speaker 1: or it relies on like you actually enjoy your work, right,
39:59
Speaker 1: that's why you show up and do it every day consistently.
40:02
Speaker 1: It's not going to be discipline and turning ourselves into
40:05
Speaker 1: a puzzle and making ourselves miserable. And honestly, some of
40:08
Speaker 1: these men, I'm gonna just attack these male coaches because
40:11
Speaker 1: some of these men, right like, they're talking about all
40:13
Speaker 1: this work fifteen hours or put in all this effort,
40:16
Speaker 1: and it's like, well, that's because you have a wife
40:17
Speaker 1: at home taking care of figs, right Like, Listen, let's
40:21
Speaker 1: be real, let's have advice that actually resonates with women
40:24
Speaker 1: who are doing the majority of the work. And so
40:26
Speaker 1: that's why I teach people how to make money and
40:28
Speaker 1: not be hustling all the time, right, like how to
40:30
Speaker 1: have a short work day and still make good money, right,
40:33
Speaker 1: still have a fulfilled life. Yes, yes, And we need
40:36
Speaker 1: to reject these ideas. We take them as law, like oh,
40:39
Speaker 1: I just have to work long hours if I want
40:40
Speaker 1: to make money, or I just have to No, that's
40:42
Speaker 1: not actually true. We need to challenge that DNA. We
40:45
Speaker 1: are committed to their struggle, but we have to remember
40:48
Speaker 1: who we are because if you look at us of
40:50
Speaker 1: the challenges since the beginning of the beginning, black people
40:54
Speaker 1: have the entire financial system set up against the Yes,
40:57
Speaker 1: we have money, you know, to stolen from us exactly
41:01
Speaker 1: different points in history, yet we still have all this
41:04
Speaker 1: buying power. Yeah, that's still the biggest group of entrepreneurs. Yeah.
41:07
Speaker 1: We always say we are a study and resilient, ye,
41:10
Speaker 1: don't forget Yes, and we're still out here winning. And
41:13
Speaker 1: I want us to not just be resilient, but to
41:16
Speaker 1: actually enjoy our lives. Right, And that's why I wanted
41:18
Speaker 1: to bring the coal because I want people to see examples, like,
41:20
Speaker 1: don't just take my word for it, Okay, like this
41:23
Speaker 1: is real, it does work, it is possible. I want
41:26
Speaker 1: people to know that, not for my benefit, for their benefit, right,
41:29
Speaker 1: so we can change the game. Right, Just think about
41:31
Speaker 1: how the world is going to look for my daughter
41:33
Speaker 1: who's eleven right now if all of us start taking action,
41:37
Speaker 1: building these businesses really, you know, building these empires and
41:40
Speaker 1: being able to give back in big ways as well. Like,
41:42
Speaker 1: we're going to change the world. And that's what I'm
41:44
Speaker 1: here to do. I don't want to just make money.
41:46
Speaker 1: I don't want to just fly in private planes and
41:48
Speaker 1: floss right, Like, I want to change the world, and
41:50
Speaker 1: that's what I'm here to do. That's why I wrote
41:52
Speaker 1: this book, That's why I share this message. Like I
41:54
Speaker 1: could be chilling on my couch, right, I go out
41:57
Speaker 1: and share this message because I want people to know.
41:59
Speaker 1: I want the reception is to know, right, or the
42:01
Speaker 1: woman working at the doctor's office, right, or like whatever,
42:04
Speaker 1: if you work at mcdonne, yes, you're over driver, you
42:07
Speaker 1: work at McDonald's, Like, this message is for you. It's
42:09
Speaker 1: not just for people who already have money, because I
42:12
Speaker 1: think that's what we do. It's like, Okay, you already
42:13
Speaker 1: have You're already professional, you're already making money. Let me
42:16
Speaker 1: tell you how to rework it. I will do that too.
42:18
Speaker 1: But I also want the person who used to be
42:20
Speaker 1: me when I was twenty something and feeling hopeless and
42:22
Speaker 1: feeling broke as hell, and like, how am I going
42:24
Speaker 1: to dig myself out of a three hundred thousand dollars
42:26
Speaker 1: negative net worth? And I did that. My net worth
42:29
Speaker 1: is a lot more than that right now, right, And
42:31
Speaker 1: with no nobody helped me, I had to figure it out.
42:33
Speaker 1: And so exactly what I did I share that. I
42:36
Speaker 1: share it in the challenge. Y'all need to get up
42:38
Speaker 1: in here, and I'm going to show you how to
42:40
Speaker 1: make more money and tap into the skills that you
42:41
Speaker 1: already have. So how Can people sign up for the challenge? Yes,
42:44
Speaker 1: so you go to make money mooves dot Co. Put
42:47
Speaker 1: in your email. Put in your cell phone too, so
42:49
Speaker 1: we can text you reminders and get up in this
42:51
Speaker 1: challenge because it's going to change your life. December fifth
42:55
Speaker 1: through December ninth. Yes, this challenge. I feel like we
42:58
Speaker 1: could do it. Yes, I've never feel like I've learned everything. Yes, exactly. Student,
43:05
Speaker 1: that's whatever. Feel like you know everything? You still open
43:07
Speaker 1: the learning and doing things differently, and you're not committed
43:10
Speaker 1: to the struggle and the challenge, yes, exactly, change your thinking. Right.
43:13
Speaker 1: So it's from six to eight pm Eastern Standard time
43:16
Speaker 1: because I wanted to accommodate working people, so it's in
43:18
Speaker 1: the evenings. Everything is recorded, so even if you can't
43:21
Speaker 1: be there live, you can listen to the recordings. Show
43:23
Speaker 1: up every day and do the work and listen. It's
43:25
Speaker 1: gonna be real talk. Okay. I'm not here to coddle
43:28
Speaker 1: you and say like, oh, it's so easy. No, you're
43:30
Speaker 1: gonna And the hard work is not sitting at your
43:32
Speaker 1: desk for eight hours, right. The hard work is pitching
43:35
Speaker 1: yourself right. It's sending the email, it's making the ask,
43:38
Speaker 1: it's putting yourself out there. That's the stuff that scares us.
43:41
Speaker 1: But if we're willing to do that, we can see
43:43
Speaker 1: amazing results really quickly. So yeah, let's get together. It's
43:46
Speaker 1: like a party. It feels like a family, right. Everybody
43:50
Speaker 1: is so supportive and loving. It's a great environment and
43:53
Speaker 1: it'll change your life, all right. And and so make
43:55
Speaker 1: money moves that co Yes, and we have and we
43:58
Speaker 1: have a special offer for the Breakfast Club so you
44:00
Speaker 1: actually get one hundred dollars off. So I'm actually making
44:03
Speaker 1: this challenge free for general emission. So general emission is
44:06
Speaker 1: usually ninety seven dollars, but you're gonna get it for free,
44:09
Speaker 1: and just use the Breakfast Club code which is BC
44:12
Speaker 1: one hundred. Okay when you check out, and you can
44:14
Speaker 1: get it for free if you do the VIP. It's
44:16
Speaker 1: two ninety five normally, but you could get one hundred
44:18
Speaker 1: dollars off. That's one ninety five, and the VIPs get
44:21
Speaker 1: extra an extra hour of coaching with me every day.
44:23
Speaker 1: And listen, listen, I'm going to get in your listen.
44:26
Speaker 1: You already know. Yeah. Seven that's the coaching platt So
44:32
Speaker 1: people can go on there too, right, what's the website?
44:35
Speaker 1: For the website is Hello seven dot co and listen,
44:37
Speaker 1: we never do this challenge for free. It costs six
44:39
Speaker 1: figures for coaching with me. The reason I do this
44:42
Speaker 1: is to give back and to help people. So that's
44:44
Speaker 1: why we're doing it. So get up in here, even
44:46
Speaker 1: if it's inconvenient, cancel whatever plans you had, because trust me,
44:48
Speaker 1: this is gonna be better than that. And look and
44:50
Speaker 1: even as a marketing genius, you know, you do have
44:52
Speaker 1: to admit that this gets the word out even more. Absolutely,
44:55
Speaker 1: we're always refreshing and doing that over and over exactly.
44:58
Speaker 1: Off for that too, Yes, more people seeing the message,
45:01
Speaker 1: more people you know, success stories exactly, more people getting
45:04
Speaker 1: help exactly. That's that's the whole goal. So there's a
45:07
Speaker 1: win win here. And the code before you wr price again,
45:10
Speaker 1: how can you because it's coming so Wealth Wednesday's discount. Yeah,
45:22
Speaker 1: so you could go to five minute bookkeeper dot com.
45:26
Speaker 1: So that's the number five minute bookkeeper dot com and
45:29
Speaker 1: your discount code for the Breakfast Club is be fast
45:33
Speaker 1: Club and you will get a thousand dollars off the
45:36
Speaker 1: yearly subscription. Wow, that's very generous. It's awesome for our
45:41
Speaker 1: last Wealth Wednesdays here. Yeah, all of their resources you
45:44
Speaker 1: can also find in our wealth Wednesdays for entrepreneurs face
45:47
Speaker 1: fo yes, And here's the thing, right, that's the beautiful thing.
45:50
Speaker 1: When you make more money, you can be more generous,
45:51
Speaker 1: right like, and that's to me that's fun right, where
45:54
Speaker 1: you can be helpful without hurting. Don't try to be
45:55
Speaker 1: generous when you ain't got nothing yet, like let's wait, hey,
45:58
Speaker 1: let's wait till we have with in the community. Yes,
46:01
Speaker 1: must not be generous and poor fermin empty well, right,
46:03
Speaker 1: but when we have the ability to, let's do that.
46:05
Speaker 1: And for everybody support other you know, black owned businesses, yeah, businesses,
46:10
Speaker 1: black women owned businesses. When you see somebody really trying
46:13
Speaker 1: to do something and they have a great product or
46:16
Speaker 1: you want to try it out, support it, post about it,
46:18
Speaker 1: pay for it, yes, because that's important. We can't always
46:21
Speaker 1: be asking for discounts and always trying to get something
46:24
Speaker 1: for free. If you're friends with somebody who has a business,
46:26
Speaker 1: this is a great time for you to go and
46:28
Speaker 1: support them. Yes, you know, that's it's not an easy
46:30
Speaker 1: road to travel down. So every little thing helps and
46:33
Speaker 1: it means a lot when people can actually support your business,
46:37
Speaker 1: and that could even just be doing a nice post
46:39
Speaker 1: about it, exactly exactly. Word of mouth makes such a difference,
46:43
Speaker 1: and that's that's what grows businesses. Right. You do the
46:45
Speaker 1: marketing just to get people listening and doing it, but
46:48
Speaker 1: once people experience it and they share it with their friends,
46:51
Speaker 1: that's what actually blows businesses up. Even fourtune, five hundred companies,
46:54
Speaker 1: that's how they get there is through word of mouth.
46:56
Speaker 1: That's how you get product market fits. So the more
46:59
Speaker 1: you can share about those those black owned businesses that
47:01
Speaker 1: resonate with you, the more you're helping them grow. All right, Well,
47:05
Speaker 1: this is a great last Wealth Wednesday on the Breakfast Club.
47:08
Speaker 1: But you know the platform continues, right, Stacy, it continues,
47:12
Speaker 1: and it started about five years ago, and we used
47:14
Speaker 1: to do this for free. Yeah, Wealth Wednesdays. We just
47:17
Speaker 1: got so passionate about giving people financial knowledge from Angela's
47:21
Speaker 1: Juice Bar. Yeah, and just by us staying focused on
47:24
Speaker 1: our mission, it's just grown around us. And the Breakfast
47:27
Speaker 1: Club has been a premendous, tremendous part of that journey
47:31
Speaker 1: and I'm always grateful for that. And now Wealth Wednesday's
47:35
Speaker 1: going way up, Yeah, to take you all to the
47:37
Speaker 1: next level. Yeah, and we're gonna take you from we've
47:40
Speaker 1: got you this far to six figures. Now we're going
47:43
Speaker 1: to seven things. That's right and beyond y'all and figures
47:47
Speaker 1: nine figures. It's all possible. And with Stacy even saying
47:50
Speaker 1: that when we first started Wealth Wednesdays for free at
47:52
Speaker 1: the Juice Bar, you know, in person, it was always
47:55
Speaker 1: I always knew that it would turn into something bigger.
47:57
Speaker 1: But I also knew, like, let's just get it started. Yeah, exactly.
48:01
Speaker 1: Have to just go and do it. You think too hard,
48:03
Speaker 1: We talk ourselves out of it. Yeah, just do it.
48:06
Speaker 1: Just get started to do it. You don't know what
48:08
Speaker 1: opportunities will come your way. You'll also learn how to
48:11
Speaker 1: tweak things. You'll learn how to do a lot of
48:12
Speaker 1: different things just by putting your feet in the water.
48:15
Speaker 1: It's like an education. It's a class at first, that's right,
48:18
Speaker 1: and the surround yourself with the best piece of entrepreneurial advice.
48:21
Speaker 1: Before I was an entrepreneur, I was a journalist and
48:24
Speaker 1: we were building this is angelists said to me, don't
48:28
Speaker 1: give it away. Yes, And a lot of us tend
48:31
Speaker 1: to build something and we's like, oh, somebody else could
48:33
Speaker 1: do it better. Or I have to go it away.
48:35
Speaker 1: Just don't give it away and believe in yourself. And
48:39
Speaker 1: next thing you know, you're sitting with people like this,
48:43
Speaker 1: I'm helping. We've helped millions and millions of people make
48:46
Speaker 1: millions and millions of dollars. Yeah, keep doing that. That's right.
48:50
Speaker 1: I mean to me, like, that's what gets me out
48:51
Speaker 1: of bed, because at this point my life is comfortable.
48:53
Speaker 1: I could just live off of what I have already
48:56
Speaker 1: and be done with it. But I just show up
48:58
Speaker 1: every day because we nowhere near done, right, Like, there's
49:00
Speaker 1: so many more people to help and support, And when
49:03
Speaker 1: I hear stories like Nicole's from my community, it's like,
49:05
Speaker 1: that's that's what gets me hype. I'm like, yes, okay,
49:08
Speaker 1: let's go. We gotta make more Nicole's right, Like, we
49:10
Speaker 1: have to create more opportunities for people who think it's
49:13
Speaker 1: not possible. I want them to know that it is.
49:15
Speaker 1: All right, Well, thank you so much for joining us.
49:17
Speaker 1: You're from Queens, right, Queens, New York. All right? See,
49:23
Speaker 1: every year we feel like, I don't know Queens has
49:25
Speaker 1: any really intelligent people. Here's proof, yes, here's evidence. All right,
49:38
Speaker 1: Well it's the Breakfast Club Wealth Wednesday,