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Own Your Energy: Coaching For Hospitality Growth with Christine Smith · Epic Entrepreneurs

• 0:29
  Bill Gilliland: Hey there.
• 0:29
  Bill Gilliland: Hey there.
• 0:29
  Bill Gilliland: Welcome to this week's episode of Epic Entrepreneurs.
• 0:32
  Bill Gilliland: I am super happy today to have a very special guest.
• 0:36
  Bill Gilliland: But let me introduce myself.
• 0:38
  Bill Gilliland: I'm Bill Gillilan.
• 0:39
  Bill Gilliland: I am the host of the show.
• 0:40
  Bill Gilliland: I'm also the principal of Action Coach Business Coaching and one of the founders of the Asheville Business Summit.
• 0:46
  Bill Gilliland: But today, it's not about me.
• 0:48
  Bill Gilliland: It's not about Action Coach.
• 0:50
  Bill Gilliland: It's about Christine Smith and spotlighting her business CS Consulting 101.
• 0:55
  Bill Gilliland: So welcome to the show, Christine.
• 0:57
  Bill Gilliland: Tell us a little bit about you, your business, your company, how you serve our community.
• 1:04
  Christine Smith: All right.
• 1:04
  Christine Smith: Thank you, Bill, for the introduction.
• 1:06
  Christine Smith: Happy to be here.
• 1:08
  Christine Smith: I am a hospitality business coach.
• 1:12
  Christine Smith: Helping those in the hospitality sector who are either growing their business or in transitions and wanting to grow their business.
• 1:24
  Christine Smith: Maybe there's some change happening within the organization.
• 1:28
  Christine Smith: And I come in and help them on the areas of communication and relationship building, primarily focusing on the human development and emotional intelligence.
• 1:41
  Bill Gilliland: So are you mostly working um with the with the teams within the hospitality sector?
• 1:48
  Bill Gilliland: Or is it is it more customer service focused or working together?
• 1:52
  Bill Gilliland: Tell us a little bit more about that.
• 1:54
  Christine Smith: Yeah, so it's primarily honestly, it's one-on-one coaching with uh business owners, hospitality business owners.
• 2:01
  Christine Smith: And it's also working with their teams, primarily teams of 50 or less.
• 2:11
  Bill Gilliland: Right.
• 2:11
  Bill Gilliland: And the focus of that is getting them to work better as a team, or what's the what's the outcome they can expect?
• 2:18
  Christine Smith: Yes, the outcome.
• 2:19
  Christine Smith: Um, Bill, have you ever worked?
• 2:21
  Christine Smith: You know, let's let's let's go back to prior when you were a coach and you worked for an organization.
• 2:27
  Christine Smith: And maybe you come into work and you're working and there's a lot of friction and tension in between the staff.
• 2:36
  Christine Smith: Maybe you feel like you're walking on eggshells.
• 2:40
  Christine Smith: Maybe you feel like you're overcompensating and not listening to your true self.
• 2:46
  Christine Smith: Maybe you are hesitant to speak your truth to accomplish the goal.
• 2:51
  Christine Smith: A lot of times we hide what actually was what we want to say, what we're feeling behind this facade because we're wearing a hat in a role at a job.
• 3:01
  Christine Smith: And those goals that we're trying to obtain may or may not actually uh get to flourish because there's some things that are we're hiding internally.
• 3:13
  Bill Gilliland: Yeah.
• 3:13
  Christine Smith: So that's why I come in and and kind of clear that up and and show each other, you know, whether it be one-on-one or with the team, that basically we're all human and we all have some things that are going on internally and to create a safe space for them to share what's going on, to then over overcome the fear and actually achieve the goal.
• 3:35
  Bill Gilliland: Yeah, I got it.
• 3:36
  Bill Gilliland: Yeah, yeah.
• 3:37
  Bill Gilliland: So yeah, there's yeah, there's a lot of stuff going on that we may never see if we don't get it out in the open.
• 3:43
  Bill Gilliland: Yeah, I get it.
• 3:44
  Bill Gilliland: I get it.
• 3:44
  Bill Gilliland: That's pretty cool.
• 3:45
  Bill Gilliland: That's pretty cool.
• 3:46
  Bill Gilliland: Well, let me let's shift the gears a little bit and talk a little bit about business in general.
• 3:50
  Bill Gilliland: So if you had to start over in business, what would you do differently?
• 3:55
  Christine Smith: I ask myself that question a lot, though.
• 3:57
  Christine Smith: I'm not gonna lie.
• 3:58
  Christine Smith: I, you know, I I self-reflect all the time as an solo entrepreneur.
• 4:03
  Christine Smith: I would listen to myself.
• 4:05
  Christine Smith: I would listen to my own knowing, my own gifts, my intuition.
• 4:12
  Christine Smith: And what's what's ironic about that is actually what I teach others how to do.
• 4:18
  Bill Gilliland: Yeah, I get that.
• 4:19
  Bill Gilliland: Yeah, that's interesting.
• 4:21
  Bill Gilliland: So yeah, it's a it's a it's a hard one to do sometimes.
• 4:25
  Bill Gilliland: Sometimes you do need someone outside looking in to sort of like, you know, hang on.
• 4:31
  Bill Gilliland: You know, you this is what you teach, you know, take your own medicine kind of thing.
• 4:35
  Bill Gilliland: So um, yeah, do you find that your intuition has gotten better or more sharp over time?
• 4:43
  Christine Smith: Yes, and that's the key word, Bill.
• 4:46
  Christine Smith: Time that learning that about ourselves, as you know, and our listeners know, those skills take time to hone in.
• 4:57
  Christine Smith: A lot of times we question our intuition, right?
• 5:01
  Christine Smith: That's natural, even I do it.
• 5:03
  Christine Smith: It's taken many, many years for me to get to this level where I can discern between what's real and what's not.
• 5:12
  Christine Smith: And it takes a lot of practice.
• 5:14
  Christine Smith: I still practice it every single day.
• 5:17
  Christine Smith: I remind myself every single day.
• 5:21
  Christine Smith: But it did, it did take time, and and in the midst of that taking time, I would battle with self of like, why isn't it happening now?
• 5:30
  Christine Smith: What's going on, right?
• 5:32
  Christine Smith: That internal battle with self.
• 5:34
  Christine Smith: But if if you know, our when our listeners are listening to this, I just want to say one thing.
• 5:43
  Christine Smith: A, it takes time, and b, why are you in a hurry?
• 5:47
  Christine Smith: Is that are you in a hurry because you have are there's expectations of others of what you know that you're supposed to be doing XYZ?
• 5:56
  Christine Smith: I'm living proof of that.
• 5:58
  Christine Smith: I had to slow down my own life of like, oh, that's actually not what I wanted.
• 6:03
  Christine Smith: I had to go within and go, Christine, what do you actually want for your life?
• 6:07
  Christine Smith: Like, is it are you doing it for yourself?
• 6:09
  Christine Smith: Are you doing it for our expectations of others that thought you're going to have to be this thing in your business?
• 6:15
  Christine Smith: And of course, it's really revealing, right?
• 6:18
  Christine Smith: Over time, it's really revealing of what's true and what's not.
• 6:21
  Christine Smith: And I'm glad I'm at that space now as a coach and entrepreneur.
• 6:26
  Christine Smith: That that feels good.
• 6:28
  Bill Gilliland: Cool, good, good.
• 6:30
  Bill Gilliland: So, what have been uh a couple of your learnings as a business owner?
• 6:35
  Christine Smith: Oh man, so many.
• 6:38
  Christine Smith: I would say that let's bring in the foundations of business.
• 6:47
  Christine Smith: Like, let's talk about finances for a second.
• 6:50
  Christine Smith: I had to learn that just because you think or believe that you don't have enough finances to make something happen does not mean it's the end all be all.
• 7:01
  Christine Smith: There is always a way.
• 7:02
  Christine Smith: There's people like you, there's people like you out in the world, people like myself out in the world.
• 7:08
  Christine Smith: There are so many resources that I would I would hate for someone as an entrepreneur, whether they're scaling or entering the space, to to really consider like there's so many people out in the world to help, and so many resources.
• 7:25
  Christine Smith: Don't let your fear of not having enough money uh allow you to grow.
• 7:31
  Bill Gilliland: Yeah, I love that.
• 7:32
  Bill Gilliland: That might be a good title.
• 7:33
  Bill Gilliland: There's always a way.
• 7:35
  Bill Gilliland: In other words, be resourceful.
• 7:37
  Bill Gilliland: Yes.
• 7:38
  Bill Gilliland: Yeah, yeah, I like it.
• 7:39
  Bill Gilliland: So, what are some of the common misconceptions about running a business?
• 7:48
  Christine Smith: That you're smarter than someone else, that you know something that I don't know, or you must have a lot of money to start a business, or you know, you come from a line of other entrepreneurs.
• 8:07
  Christine Smith: Um I did not, I am the black sheep of the group of the family, you know.
• 8:13
  Christine Smith: So it's there's so many, Bill.
• 8:15
  Christine Smith: What do you think?
• 8:17
  Christine Smith: What are some common misconceptions?
• 8:19
  Bill Gilliland: The ones that I hear most often on this podcast are um that the owner is rich.
• 8:30
  Bill Gilliland: Mm-hmm.
• 8:32
  Bill Gilliland: And that, or that it's it, it's easy.
• 8:35
  Bill Gilliland: And those are those are the two biggest ones I hear.
• 8:38
  Bill Gilliland: But you're right, they're a lot, they're a lot more.
• 8:41
  Bill Gilliland: So thanks, thanks for bringing up.
• 8:42
  Bill Gilliland: But those are the two that I hear the most of that it's that it's easy and which it's not, and that it's um, and that the owner is, and in fact, in a lot of the businesses we work with, when they start out, the owner makes less than their employees when particularly on an hourly basis.
• 9:00
  Bill Gilliland: Um, yeah, so it's an it's an interesting one.
• 9:03
  Bill Gilliland: So anyway, so what do you attribute your growth to?
• 9:11
  Christine Smith: That's a great question.
• 9:13
  Christine Smith: Uh I'm gonna say a couple things.
• 9:19
  Christine Smith: Uh a couple things are selfishly for myself, right?
• 9:23
  Bill Gilliland: Sure.
• 9:24
  Christine Smith: Attribute my my growth and my peace and my happiness overall.
• 9:30
  Christine Smith: Also others that have been in my my wheelhouse, my community, my network.
• 9:40
  Christine Smith: There are so many people in my network, even in this moment right now with you, Bill, on this show with you, you are part of the testimony to my journey.
• 9:51
  Christine Smith: Every people, every person that I choose to include in my circle or choose not to include in my circle, even the ones not in my circle, I attribute to them as well, because they I've cleared the space for me to follow my path, right?
• 10:06
  Christine Smith: So it's not just about self, it's it's contributing to everybody that has been on this journey with me.
• 10:15
  Bill Gilliland: Yeah, I have a saying you can't do this stuff by yourself.
• 10:19
  Bill Gilliland: That's right.
• 10:20
  Bill Gilliland: Yeah, so that's that's well said.
• 10:22
  Bill Gilliland: You just said it better than I did.
• 10:24
  Bill Gilliland: Um I mean, you seem to maybe have figured some of this out, but any how do you deal with like the the conflicts that all often arise between growing a business and your personal life?
• 10:40
  Christine Smith: Yes, they intertwine heavily, as you know.
• 10:48
  Christine Smith: There's um there's a coach in my life at one time who asked me a question that I resisted, and it was pretty much the same concept what you asked me.
• 11:02
  Christine Smith: Who are you apart from your title?
• 11:05
  Christine Smith: Who are you apart from your business, right?
• 11:08
  Christine Smith: You are, we are not our business.
• 11:12
  Christine Smith: And that question, that perspective really kind of at first I rebelled and resisted.
• 11:19
  Christine Smith: I was like, oh, that's not that's not funny.
• 11:21
  Christine Smith: Like I am.
• 11:22
  Christine Smith: That's it's me.
• 11:23
  Christine Smith: I'm the face, I'm the thing.
• 11:25
  Christine Smith: And I'm still a human that enjoys things in life, who likes to eat pineapple on her pizza, right?
• 11:33
  Christine Smith: Like figuring out who Christine really is.
• 11:37
  Christine Smith: And so to answer your question, it goes back to that concept of time, learning those things about yourself.
• 11:47
  Christine Smith: So every day it's a practice, and I go, wait a minute, I'll ask myself questions, like real tangible things that I can do, uh, action steps that I can take for myself of like, is this you or is this a business thing?
• 12:01
  Christine Smith: And in entrepreneurship, as you know and others know in this space, entrepreneurship's journey is more so about self rather than the business.
• 12:12
  Bill Gilliland: Yeah, that's a good point.
• 12:14
  Bill Gilliland: Love that.
• 12:15
  Bill Gilliland: Yeah, I've often you said you resisted.
• 12:18
  Bill Gilliland: I I have often felt like whenever I resist something, I better take a harder look at it and see why I'm resisting.
• 12:25
  Bill Gilliland: It might be important to not to not fight it, but it also might be important to fight it.
• 12:32
  Bill Gilliland: So it's an interesting one to, but you need to take another look.
• 12:35
  Bill Gilliland: I love that thing.
• 12:36
  Bill Gilliland: So B Epic is one of our taglines or our tag main tagline, and it's an acronym.
• 12:42
  Bill Gilliland: So I'm gonna give you the this is kind of a quick fire round.
• 12:45
  Bill Gilliland: I'll give you the acronym, and then I'll I want a couple of sentences on each or words or what however you want to keep it uh to the point on on each one.
• 12:56
  Bill Gilliland: So the B stands for bring the energy.
• 12:58
  Bill Gilliland: Give me a thought or two about energy.
• 13:01
  Christine Smith: Bring the energy.
• 13:03
  Christine Smith: Oh, and I can I could take that so many different ways, right?
• 13:07
  Christine Smith: Uh bring the energy.
• 13:13
  Christine Smith: See, I tend to go tend I tend to go philosophical a lot.
• 13:19
  Bill Gilliland: Go ahead.
• 13:20
  Bill Gilliland: Go go philosophical, go for it.
• 13:22
  Bill Gilliland: Go for it.
• 13:24
  Bill Gilliland: Go for it.
• 13:25
  Christine Smith: I say bring the energy that you have because you're human.
• 13:29
  Christine Smith: If your energy is low, own it.
• 13:32
  Christine Smith: Create space for yourself, maybe disassociate from others for a minute.
• 13:36
  Christine Smith: Own your space, own your energy.
• 13:39
  Bill Gilliland: I love it.
• 13:39
  Bill Gilliland: Own your energy.
• 13:40
  Bill Gilliland: I love that.
• 13:41
  Christine Smith: Own your energy.
• 13:42
  Christine Smith: If you're having a bad day, it's okay.
• 13:44
  Christine Smith: Like own your energy.
• 13:45
  Bill Gilliland: Yeah, you can't have the you can't have the good without the bad.
• 13:47
  Bill Gilliland: So I mean it's it's a it's a good stuff.
• 13:49
  Bill Gilliland: All right, the E stands for education.
• 13:53
  Christine Smith: Education.
• 13:54
  Christine Smith: Always educate.
• 13:56
  Christine Smith: I am always learning.
• 13:57
  Christine Smith: I am always researching.
• 14:00
  Christine Smith: I say education is not, it's it's it's first of all, it's not linear and it never ends.
• 14:08
  Christine Smith: So keep educating yourself, keep keep learning, keep growing, keep doing the thing to grow.
• 14:15
  Christine Smith: I love education.
• 14:17
  Bill Gilliland: Yeah, no, I love that.
• 14:18
  Bill Gilliland: All right, the P in Epic stands for planning.
• 14:21
  Bill Gilliland: I can't wait to hear the philosophical side of planning.
• 14:25
  Bill Gilliland: Yeah.
• 14:32
  Christine Smith: You know, I planned so many different ways.
• 14:39
  Christine Smith: My plan came out of a space of rebellion.
• 14:45
  Christine Smith: That's where my plan grew from.
• 14:49
  Christine Smith: And you can imagine the world wins it took me through that plan.
• 14:53
  Christine Smith: I say plan to what good feels good to you, and don't worry about the attachment of the outcome.
• 15:04
  Christine Smith: Pivot your plan when needed, and know that it's okay to pivot and read the plan.
• 15:16
  Bill Gilliland: Yeah, yeah.
• 15:17
  Bill Gilliland: Not yeah, yeah.
• 15:18
  Bill Gilliland: No, I think that's I mean, a a plan by definition is gonna be wrong, so you have to pivot all the time.
• 15:24
  Bill Gilliland: I love that.
• 15:25
  Bill Gilliland: Yeah.
• 15:25
  Bill Gilliland: So the eye in Epic is inspiration.
• 15:29
  Christine Smith: Inspiration.
• 15:30
  Christine Smith: Oh my gosh.
• 15:31
  Christine Smith: Inspiration is around us everywhere, if you're willing to view it that way, right?
• 15:38
  Christine Smith: Inspiration.
• 15:41
  Christine Smith: We in this space of entrepreneurship wouldn't be here if we weren't inspired by something or someone.
• 15:47
  Christine Smith: Remember that inspiration that was fired up in you when you thought of the entrepreneurship journey or wanting to continue the journey.
• 16:01
  Christine Smith: Always be inspired, find the inspiration.
• 16:04
  Christine Smith: And the inspiration generally stems from something that you truly value in life.
• 16:12
  Bill Gilliland: Yeah.
• 16:13
  Bill Gilliland: Well, that's that's a good that's a that's inspiring.
• 16:16
  Bill Gilliland: I'll uh I'll I'll think about that for a minute.
• 16:19
  Bill Gilliland: Yeah.
• 16:19
  Bill Gilliland: So the last letter is C and Epic and the C stands for commitment.
• 16:29
  Christine Smith: Oh, commitment.
• 16:30
  Christine Smith: Oh my gosh.
• 16:31
  Christine Smith: I commitment, okay.
• 16:35
  Christine Smith: I'm one of those that actually don't believe in when you commit to something that you have to follow through because life changes.
• 16:46
  Christine Smith: Life happens.
• 16:48
  Christine Smith: However, if you are truly inspired, right?
• 16:52
  Christine Smith: If your inspiration is bigger than you, and you find yourself committing through all the pivots, right?
• 17:00
  Christine Smith: I'm bringing it full circle here.
• 17:01
  Christine Smith: If you find yourself committing through all the pivots, your commitment is now bigger than you.
• 17:07
  Christine Smith: Like follow it, follow that commitment that you have made within yourself and your heart, because it is bigger than you, and you are going to succeed.
• 17:20
  Christine Smith: And I hope you don't have attachment to time because we can talk about it all you want.
• 17:26
  Christine Smith: It'll take years, maybe.
• 17:27
  Christine Smith: So commit to something that you really love and value and keep being inspired.
• 17:34
  Bill Gilliland: Yeah, I love that.
• 17:36
  Bill Gilliland: I think it I think it is about something bigger than us.
• 17:39
  Bill Gilliland: So um it's sort of the only way it's got to be big enough to commit to in the first place.
• 17:45
  Bill Gilliland: And you know, little things you don't need to commit to, you can just do them.
• 17:49
  Bill Gilliland: So all right.
• 17:50
  Bill Gilliland: So, what words of advice would you offer other business owners who are looking to grow?
• 17:58
  Christine Smith: Simplify.
• 17:59
  Christine Smith: Simplify, slow down, listen to what your body and heart is telling you, not necessarily what others are trying to influence on you.
• 18:14
  Christine Smith: You know yourself better than anybody else.
• 18:18
  Christine Smith: Take one's advice or opinions with a grain of salt, and and and that can be inspiring, but it's not the end all be all.
• 18:33
  Christine Smith: Again, going back to yourself, go within.
• 18:36
  Christine Smith: Really find out what works for you and you only be willing to receive receive love, care, and help and guidance.
• 18:53
  Christine Smith: Or choices are not right or wrong, that they just are.
• 19:25
  Bill Gilliland: That's awesome.
• 19:26
  Bill Gilliland: That's great advice.
• 19:28
  Bill Gilliland: So, what's the next big thing for Christine Smith?
• 19:32
  Christine Smith: OMG.
• 19:33
  Christine Smith: Okay, I gotta tell a fun story though.
• 19:37
  Christine Smith: I actually went to a next big thing event.
• 19:42
  Christine Smith: It was actually called the next big thing.
• 19:44
  Christine Smith: And I I'll tell you the truth.
• 19:49
  Christine Smith: I wore this sign on my body.
• 19:53
  Christine Smith: I created a billboard for myself and I wore it to this next big thing conference.
• 19:59
  Christine Smith: And it was a message.
• 20:01
  Christine Smith: It was a message not only for myself to overcome my own fears in my business, but it was a message to others to show them that maybe they're going through something of something similar in their own business.
• 20:14
  Christine Smith: And so that was my message wearing this board and said, what fear are you holding back?
• 20:19
  Christine Smith: Or no, what truth are you holding back in your business?
• 20:23
  Christine Smith: Is that was the question.
• 20:25
  Christine Smith: What truth are you holding back in your business?
• 20:28
  Christine Smith: And you can imagine I got a lot of eye rolls, I got a lot of laughs, I got a lot of head turns, I got a lot of people turning their backs to me.
• 20:36
  Christine Smith: They want, they don't want to face that challenging question for self and their business and life.
• 20:42
  Christine Smith: And so my next big thing was to be seen.
• 20:47
  Christine Smith: Bill, I'm overcoming, uh yeah, I've done the thing, I've helped the people grow, etc., etc.
• 20:54
  Christine Smith: But my next phase of my own entrepreneurship journey is getting over the fear of being seen.
• 21:00
  Christine Smith: Like it's time, it's go time, right?
• 21:03
  Christine Smith: So it was a fun experiment to see who would be willing to interact with that question and allow me to hold space for them to answer that question truthfully.
• 21:17
  Christine Smith: So my next big thing is yes, getting getting over the fear of being seen and heard, right?
• 21:23
  Christine Smith: Go be in presence more.
• 21:26
  Christine Smith: And I want to be speaking more in my business.
• 21:33
  Christine Smith: I I you know, even this conversation was a lot of fun.
• 21:37
  Christine Smith: And I felt, you know, I'll ask you, Bill, was it uh inspiring and and um no?
• 21:43
  Bill Gilliland: It's been great.
• 21:43
  Bill Gilliland: This is this is this is this is this has been really good.
• 21:46
  Bill Gilliland: I was gonna ask you, was speaking part of your plan to be seen, be seen more?
• 21:50
  Bill Gilliland: Yeah, it's usually a good way to go.
• 21:52
  Christine Smith: So right.
• 21:53
  Bill Gilliland: Yeah.
• 21:54
  Bill Gilliland: So that, yeah.
• 21:56
  Bill Gilliland: So that that's that's that's a way to be there's a lot of ways to be seen.
• 22:01
  Bill Gilliland: But I, you know, I often find at least regionally uh I walked into a meeting yesterday and there was a bunch of people who knew I was and I didn't know who they were.
• 22:10
  Bill Gilliland: And it's just because they've seen me speak or uh, you know, know me from another place or something, or saw a LinkedIn post or something that I'd done uh around somewhere.
• 22:20
  Bill Gilliland: So yeah, it's uh it's uh it's it's fantastic.
• 22:24
  Bill Gilliland: So last question: how do you get in touch with you?
• 22:29
  Bill Gilliland: What's the best way?
• 22:30
  Christine Smith: So I do have a website and uh LinkedIn, LinkedIn to my website, and I also write on Substack, but primarily I am on LinkedIn.
• 22:40
  Christine Smith: Um, and my website is csmithphilosophy.com.smithphilosophy.com.
• 22:48
  Bill Gilliland: Got it.
• 22:48
  Christine Smith: Yeah.
• 22:49
  Christine Smith: Yeah.
• 22:51
  Bill Gilliland: And they can find you on, and it's just Christine Smith or Chris.
• 22:54
  Bill Gilliland: Wow, how's that?
• 22:54
  Bill Gilliland: There's there's got to be more than one of those.
• 22:57
  Christine Smith: Yeah, on LinkedIn, it's uh I I I believe I come up as Christine Smith or my business CS Consulting 101, either way.
• 23:05
  Bill Gilliland: Perfect.
• 23:05
  Bill Gilliland: All right, well, get out there and find Christine.
• 23:08
  Bill Gilliland: She wants to be seen.
• 23:09
  Bill Gilliland: Uh so get out there and find her.
• 23:12
  Bill Gilliland: So that's good.
• 23:13
  Bill Gilliland: This has been fantastic.
• 23:14
  Bill Gilliland: This has been thank you so much for being part of the community.
• 23:17
  Bill Gilliland: Uh, we really like all you're doing.
• 23:19
  Bill Gilliland: Uh there's a lot of people that need what you have, particularly in the hospitality space that you serve.
• 23:27
  Bill Gilliland: So um, yeah, I I know that you're going to continue to grow and continue to be successful because you're asking all the right questions and being an inspiration to a lot of people.
• 23:37
  Christine Smith: Thank you, Paul.
• 23:39
  Bill Gilliland: Thanks.
• 23:39
  Bill Gilliland: And until next time, all the best.