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Empowering Women's Voices in Business: A New Leadership Paradigm Featuring Staci Millard · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:00
  the
• 0:00
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:01
  Show.
• 0:02
  We
• 0:02
  are
• 0:03
  dedicated
• 0:03
  to
• 0:04
  amplifying
• 0:05
  the
• 0:05
  voice
• 0:06
  of
• 0:06
  women
• 0:07
  in
• 0:07
  business.
• 0:08
  A
• 0:08
  new
• 0:08
  model
• 0:09
  of
• 0:09
  leadership
• 0:10
  is
• 0:10
  emerging
• 0:11
  and
• 0:11
  we
• 0:12
  are
• 0:12
  here
• 0:13
  to
• 0:13
  amplify
• 0:14
  the
• 0:14
  voices
• 0:14
  of
• 0:15
  women
• 0:15
  leading
• 0:16
  the
• 0:16
  way.
• 0:17
  I
• 0:18
  am
• 0:18
  your
• 0:18
  host,
• 0:18
  Coco
• 0:19
  Selman,
• 0:19
  five
• 0:20
  time
• 0:20
  founder,
• 0:20
  impact
• 0:21
  investor
• 0:22
  and
• 0:22
  creator
• 0:23
  of
• 0:23
  the
• 0:23
  Force
• 0:23
  for
• 0:24
  Good
• 0:24
  system.
• 0:25
  Thank
• 0:25
  you
• 0:25
  for
• 0:25
  joining
• 0:26
  us
• 0:26
  today
• 0:26
  as
• 0:26
  we
• 0:27
  illuminate
• 0:27
  the
• 0:27
  path
• 0:28
  to
• 0:28
  unlocking
• 0:29
  opportunities
• 0:30
  for
• 0:31
  prosperity
• 0:31
  in
• 0:32
  women
• 0:32
  led
• 0:32
  enterprises
• 0:33
  by
• 0:34
  amplifying
• 0:34
  the
• 0:35
  voice
• 0:35
  and
• 0:35
  wisdom
• 0:36
  of
• 0:37
  women.
• 0:37
  Today
• 0:38
  we
• 0:38
  have
• 0:39
  Stacy
• 0:40
  Millard,
• 0:41
  an
• 0:41
  award
• 0:42
  winning
• 0:42
  accountant,
• 0:43
  community
• 0:44
  builder,
• 0:45
  mentor
• 0:46
  and
• 0:47
  four
• 0:47
  time
• 0:48
  entrepreneur
• 0:49
  who
• 0:49
  has
• 0:49
  dedicated
• 0:49
  her
• 0:50
  career
• 0:50
  to
• 0:50
  empowering
• 0:51
  small
• 0:51
  business
• 0:52
  owners.
• 0:52
  With
• 0:53
  over
• 0:53
  17
• 0:54
  years
• 0:54
  of
• 0:54
  experience
• 0:55
  in
• 0:55
  accounting
• 0:56
  and
• 0:56
  having
• 0:57
  supported
• 0:57
  thousands
• 0:58
  of
• 0:58
  small
• 0:58
  businesses,
• 0:59
  Stacy
• 1:00
  is
• 1:00
  passionate
• 1:01
  about
• 1:01
  making
• 1:01
  a
• 1:02
  positive
• 1:02
  impact
• 1:03
  on
• 1:03
  businesses
• 1:04
  and
• 1:05
  their
• 1:05
  communities.
• 1:06
  That's
• 1:07
  really
• 1:07
  cool.
• 1:08
  As
• 1:08
  the
• 1:08
  founder
• 1:08
  of
• 1:09
  Thrive
• 1:09
  Accounting,
• 1:10
  both
• 1:10
  a
• 1:10
  boutique
• 1:11
  Canadian
• 1:12
  accounting
• 1:12
  firm
• 1:13
  for
• 1:14
  small
• 1:14
  businesses,
• 1:15
  she
• 1:15
  provides
• 1:16
  comprehensive
• 1:17
  services
• 1:18
  tailored
• 1:18
  to
• 1:18
  unique
• 1:19
  needs
• 1:20
  of
• 1:20
  each
• 1:21
  business.
• 1:22
  Through
• 1:22
  her
• 1:22
  various
• 1:23
  roles
• 1:23
  including
• 1:24
  hosting
• 1:25
  the
• 1:25
  Small
• 1:25
  Business
• 1:26
  School
• 1:26
  podcast
• 1:27
  and
• 1:27
  leading
• 1:28
  the
• 1:28
  small
• 1:29
  Business
• 1:29
  Club,
• 1:30
  Stacy
• 1:31
  is
• 1:31
  an
• 1:32
  ally
• 1:32
  for
• 1:32
  entrepreneurs
• 1:33
  seeking
• 1:34
  actionable
• 1:35
  advice
• 1:35
  and
• 1:36
  clear
• 1:36
  roadmaps
• 1:37
  to
• 1:37
  success.
• 1:38
  So
• 1:38
  I'm
• 1:38
  so
• 1:38
  happy
• 1:39
  to
• 1:39
  have
• 1:39
  Stacey
• 1:39
  on
• 1:40
  the
• 1:40
  show
• 1:40
  with
• 1:40
  us
• 1:40
  today.
• 1:41
  Welcome
• 1:41
  Stacy.
• 1:42
  Thank
• 1:43
  you
• 1:43
  so
• 1:43
  much
• 1:43
  for
• 1:43
  having
• 1:44
  me.
• 1:44
  I'm
• 1:44
  so
• 1:44
  excited.
• 1:46
  As
• 1:47
  we
• 1:47
  always
• 1:47
  begin,
• 1:48
  I
• 1:48
  ask
• 1:48
  the
• 1:48
  question,
• 1:49
  what
• 1:49
  is
• 1:49
  one
• 1:50
  book
• 1:50
  written
• 1:51
  by
• 1:51
  a
• 1:51
  woman
• 1:52
  that
• 1:52
  has
• 1:53
  significantly
• 1:54
  influenced
• 1:55
  your
• 1:55
  life?
• 1:56
  Okay,
• 1:57
  I
• 1:57
  love
• 1:57
  this
• 1:58
  question
• 1:58
  and
• 1:58
  I
• 1:58
  think
• 1:58
  the
• 1:58
  answer
• 1:59
  is
• 1:59
  going
• 1:59
  to
• 1:59
  surprise
• 1:59
  you
• 2:00
  because
• 2:00
  being
• 2:00
  a
• 2:00
  numbers
• 2:01
  person,
• 2:01
  you'd
• 2:01
  probably
• 2:02
  expect
• 2:02
  it
• 2:02
  to
• 2:02
  be
• 2:02
  numbers
• 2:03
  based,
• 2:03
  but
• 2:03
  it's
• 2:03
  actually
• 2:04
  not
• 2:05
  it.
• 2:05
  One
• 2:05
  of
• 2:05
  the
• 2:06
  most
• 2:06
  impactful
• 2:06
  books
• 2:07
  by
• 2:07
  women
• 2:07
  was
• 2:07
  B
• 2:08
  by
• 2:08
  Jessica
• 2:08
  Zweig,
• 2:09
  which
• 2:10
  you're
• 2:10
  probably
• 2:11
  wondering
• 2:11
  why
• 2:11
  a
• 2:12
  marketing
• 2:12
  book
• 2:12
  for
• 2:12
  an
• 2:13
  accountant,
• 2:13
  right?
• 2:14
  Outlook.
• 2:15
  What
• 2:15
  I
• 2:16
  think
• 2:16
  people
• 2:16
  most
• 2:17
  often,
• 2:17
  often
• 2:17
  forget
• 2:18
  is
• 2:18
  that
• 2:19
  we
• 2:19
  need
• 2:19
  to
• 2:20
  be
• 2:20
  more
• 2:20
  than
• 2:20
  just
• 2:21
  our
• 2:21
  jobs.
• 2:22
  Doesn't
• 2:22
  matter
• 2:22
  if
• 2:22
  you're
• 2:23
  a
• 2:23
  massage
• 2:23
  therapist
• 2:24
  or
• 2:25
  whatever
• 2:25
  product
• 2:26
  you're
• 2:26
  selling,
• 2:27
  your
• 2:27
  role
• 2:28
  is
• 2:28
  about
• 2:28
  selling
• 2:29
  that
• 2:29
  product.
• 2:30
  As
• 2:30
  a
• 2:30
  CEO,
• 2:31
  as
• 2:31
  a
• 2:31
  founder,
• 2:32
  it's
• 2:32
  not
• 2:32
  just
• 2:33
  about
• 2:33
  doing
• 2:33
  the
• 2:34
  service
• 2:34
  or
• 2:34
  the
• 2:34
  product,
• 2:35
  it's
• 2:35
  about
• 2:35
  selling
• 2:35
  it.
• 2:36
  And
• 2:36
  so
• 2:36
  even
• 2:37
  as
• 2:37
  an
• 2:37
  accountant,
• 2:37
  one
• 2:37
  of
• 2:38
  my
• 2:38
  favorite
• 2:38
  books
• 2:38
  is
• 2:38
  in
• 2:38
  marketing.
• 2:40
  And
• 2:40
  you
• 2:40
  know,
• 2:41
  I'm
• 2:42
  just
• 2:42
  sort
• 2:42
  of
• 2:42
  reveling
• 2:43
  at
• 2:43
  this
• 2:43
  moment
• 2:44
  in
• 2:44
  how
• 2:45
  unusual
• 2:46
  it
• 2:46
  is
• 2:46
  to
• 2:46
  hear
• 2:47
  a
• 2:47
  finance
• 2:48
  person
• 2:48
  really
• 2:48
  come
• 2:48
  out
• 2:49
  and
• 2:49
  say
• 2:49
  that.
• 2:49
  As
• 2:49
  we
• 2:50
  think
• 2:50
  about
• 2:50
  small
• 2:51
  businesses
• 2:51
  or
• 2:51
  any
• 2:52
  business,
• 2:53
  especially
• 2:54
  small
• 2:54
  businesses
• 2:54
  that
• 2:55
  don't
• 2:55
  have
• 2:55
  huge
• 2:56
  balance
• 2:56
  sheets,
• 2:57
  it's
• 2:57
  critical
• 2:58
  that
• 2:58
  we
• 2:58
  focus
• 2:59
  always
• 3:00
  on
• 3:01
  sales.
• 3:02
  So
• 3:03
  in
• 3:03
  your
• 3:04
  experience,
• 3:04
  because
• 3:05
  I
• 3:05
  know
• 3:05
  you've
• 3:05
  worked
• 3:05
  with
• 3:06
  lots
• 3:06
  and
• 3:06
  lots
• 3:06
  of
• 3:07
  small
• 3:07
  businesses,
• 3:09
  what
• 3:09
  are
• 3:09
  the
• 3:10
  top
• 3:10
  challenges
• 3:11
  you
• 3:12
  see
• 3:12
  that
• 3:13
  companies
• 3:14
  and
• 3:14
  founders
• 3:15
  are
• 3:16
  facing
• 3:16
  when
• 3:16
  trying
• 3:17
  to
• 3:17
  grow.
• 3:17
  Grow
• 3:18
  and
• 3:18
  scale.
• 3:19
  And
• 3:20
  what
• 3:20
  are
• 3:20
  you
• 3:21
  giving
• 3:21
  them?
• 3:22
  Advice?
• 3:22
  How
• 3:22
  are
• 3:22
  you
• 3:23
  helping
• 3:23
  them
• 3:23
  overcome
• 3:24
  these
• 3:24
  obstacles?
• 3:26
  I
• 3:26
  think
• 3:26
  the
• 3:27
  number
• 3:27
  one
• 3:27
  challenge
• 3:28
  in
• 3:28
  the
• 3:28
  middle
• 3:28
  of
• 3:29
  a
• 3:29
  scale,
• 3:29
  so
• 3:30
  we're
• 3:30
  past
• 3:30
  startup,
• 3:30
  but
• 3:30
  we're
• 3:31
  onto
• 3:31
  scaling.
• 3:32
  Is
• 3:33
  the
• 3:33
  dynamic
• 3:34
  role
• 3:34
  that
• 3:34
  a
• 3:35
  CEO
• 3:35
  or
• 3:35
  the
• 3:35
  entrepreneur,
• 3:36
  the
• 3:36
  founder
• 3:37
  really
• 3:37
  needs
• 3:37
  to
• 3:38
  hold.
• 3:38
  So
• 3:39
  you're
• 3:39
  thinking
• 3:39
  of
• 3:40
  all
• 3:40
  the
• 3:40
  different
• 3:40
  things
• 3:40
  like
• 3:41
  HR
• 3:41
  and
• 3:42
  finance
• 3:42
  and
• 3:42
  marketing
• 3:43
  and
• 3:43
  then
• 3:43
  you're
• 3:44
  trying
• 3:44
  to
• 3:44
  lead
• 3:44
  this
• 3:44
  team
• 3:45
  and
• 3:45
  it's
• 3:46
  how
• 3:46
  dynamic
• 3:46
  that
• 3:47
  role
• 3:47
  is
• 3:47
  and
• 3:47
  how
• 3:48
  different
• 3:48
  it
• 3:48
  is
• 3:48
  from
• 3:49
  when
• 3:49
  you
• 3:49
  started
• 3:50
  to
• 3:50
  where
• 3:50
  you're
• 3:50
  going.
• 3:51
  You're
• 3:52
  always
• 3:52
  trying
• 3:52
  to
• 3:52
  find
• 3:53
  the
• 3:54
  people
• 3:54
  that
• 3:54
  can
• 3:54
  give
• 3:55
  you
• 3:55
  the
• 3:55
  advice
• 3:55
  to
• 3:55
  get
• 3:56
  to
• 3:56
  where
• 3:56
  you're
• 3:56
  going
• 3:56
  next,
• 3:57
  have
• 3:57
  enough
• 3:57
  information
• 3:57
  to
• 3:58
  make
• 3:58
  that
• 3:58
  decision
• 3:59
  and
• 3:59
  then
• 4:00
  there's
• 4:00
  a
• 4:00
  lot
• 4:00
  of
• 4:00
  pressure
• 4:01
  and
• 4:01
  then
• 4:01
  you've
• 4:01
  got
• 4:01
  the
• 4:01
  team.
• 4:02
  I
• 4:02
  think
• 4:02
  that
• 4:03
  is
• 4:03
  actually
• 4:03
  the
• 4:04
  biggest
• 4:04
  challenge
• 4:05
  is
• 4:05
  having
• 4:06
  somebody
• 4:06
  be
• 4:06
  able
• 4:07
  to
• 4:07
  break
• 4:07
  that
• 4:07
  role
• 4:08
  down,
• 4:08
  to
• 4:08
  take
• 4:09
  the
• 4:09
  50,000
• 4:10
  foot
• 4:10
  view,
• 4:11
  not
• 4:11
  get
• 4:11
  stuck
• 4:11
  in
• 4:12
  the
• 4:12
  weeds
• 4:12
  of
• 4:12
  the
• 4:12
  day
• 4:12
  to
• 4:13
  day.
• 4:13
  Otherwise
• 4:14
  you're
• 4:14
  not
• 4:14
  going
• 4:15
  to
• 4:15
  see
• 4:15
  the
• 4:15
  forest
• 4:15
  for
• 4:15
  the
• 4:16
  trees
• 4:16
  and
• 4:17
  that
• 4:17
  limits
• 4:18
  growth.
• 4:18
  Right.
• 4:19
  So
• 4:19
  it's
• 4:19
  being
• 4:19
  able
• 4:19
  to
• 4:20
  step
• 4:20
  out
• 4:20
  of
• 4:20
  that
• 4:21
  and
• 4:21
  really
• 4:21
  assess
• 4:22
  what
• 4:22
  do
• 4:22
  I
• 4:22
  need
• 4:22
  to
• 4:22
  be
• 4:22
  in
• 4:23
  each
• 4:23
  of
• 4:23
  these
• 4:23
  roles
• 4:24
  that
• 4:24
  I
• 4:24
  play.
• 4:25
  Right.
• 4:26
  When
• 4:26
  you're
• 4:26
  trying
• 4:27
  to
• 4:27
  grow,
• 4:28
  you
• 4:28
  have
• 4:28
  limited
• 4:29
  time
• 4:29
  and
• 4:30
  you
• 4:30
  can't
• 4:30
  be
• 4:30
  solving
• 4:31
  problems
• 4:31
  in
• 4:32
  the
• 4:32
  weeds
• 4:32
  all
• 4:32
  day
• 4:33
  or
• 4:33
  you'll
• 4:33
  never
• 4:34
  be
• 4:34
  able
• 4:35
  to
• 4:35
  focus
• 4:35
  and
• 4:35
  do
• 4:35
  the
• 4:36
  thing
• 4:36
  that
• 4:36
  will
• 4:36
  actually
• 4:37
  company
• 4:37
  grow.
• 4:38
  Right?
• 4:39
  Absolutely.
• 4:41
  And
• 4:41
  I
• 4:42
  think
• 4:42
  that
• 4:42
  people
• 4:43
  typically,
• 4:44
  because
• 4:44
  I'm
• 4:44
  a
• 4:44
  finance
• 4:45
  expert,
• 4:46
  all
• 4:46
  of
• 4:46
  our
• 4:46
  advice
• 4:47
  is
• 4:47
  about
• 4:47
  a
• 4:48
  budget
• 4:48
  or
• 4:49
  tax
• 4:49
  savings.
• 4:50
  But
• 4:51
  the
• 4:51
  financial
• 4:52
  numbers
• 4:52
  are
• 4:52
  proof
• 4:53
  of
• 4:53
  what's
• 4:53
  happening
• 4:54
  within
• 4:54
  the
• 4:54
  business.
• 4:55
  Looking
• 4:55
  at
• 4:56
  numbers
• 4:56
  every
• 4:56
  month
• 4:57
  is
• 4:57
  necessary
• 4:58
  from
• 4:58
  both
• 4:58
  a
• 4:59
  planning
• 4:59
  and
• 4:59
  reflecting
• 5:00
  perspective.
• 5:01
  Planning
• 5:01
  for
• 5:01
  the
• 5:02
  future
• 5:02
  and
• 5:02
  reflecting
• 5:02
  on
• 5:02
  what
• 5:03
  happened.
• 5:03
  Because
• 5:04
  we
• 5:04
  are
• 5:04
  not
• 5:04
  going
• 5:04
  to
• 5:05
  know
• 5:05
  how
• 5:05
  to
• 5:05
  course
• 5:05
  correct
• 5:06
  without
• 5:06
  looking
• 5:06
  at
• 5:06
  them.
• 5:07
  But
• 5:07
  it
• 5:08
  always
• 5:08
  goes
• 5:09
  beyond
• 5:09
  that.
• 5:10
  Like
• 5:10
  if
• 5:10
  we
• 5:10
  stopped
• 5:11
  there
• 5:11
  of
• 5:11
  just
• 5:11
  like,
• 5:11
  oh,
• 5:11
  how'd
• 5:12
  we
• 5:12
  perform
• 5:12
  last
• 5:12
  month?
• 5:13
  That's
• 5:13
  not
• 5:13
  good
• 5:13
  enough.
• 5:14
  It's
• 5:14
  always
• 5:14
  about
• 5:15
  lead
• 5:15
  and
• 5:15
  lag
• 5:16
  numbers.
• 5:16
  Accounting
• 5:17
  numbers
• 5:17
  are
• 5:17
  lag
• 5:18
  numbers.
• 5:18
  Right.
• 5:18
  They're
• 5:18
  telling
• 5:19
  you
• 5:19
  historically
• 5:19
  what
• 5:20
  happened,
• 5:20
  but
• 5:20
  what
• 5:20
  are
• 5:20
  the
• 5:21
  actions
• 5:21
  we're
• 5:21
  taking?
• 5:22
  So
• 5:22
  we're
• 5:23
  always
• 5:23
  looking
• 5:23
  at
• 5:23
  like,
• 5:24
  okay,
• 5:24
  what
• 5:24
  do
• 5:24
  I
• 5:24
  need
• 5:24
  to
• 5:24
  be
• 5:25
  doing?
• 5:25
  How
• 5:25
  do
• 5:25
  I
• 5:25
  need
• 5:26
  to
• 5:26
  improve
• 5:26
  that
• 5:27
  reflection?
• 5:27
  50,000
• 5:28
  foot
• 5:28
  view,
• 5:29
  what's
• 5:29
  really
• 5:29
  going
• 5:29
  on?
• 5:30
  I
• 5:31
  just
• 5:31
  want
• 5:31
  to
• 5:32
  acknowledge
• 5:33
  the
• 5:33
  difference
• 5:33
  between
• 5:34
  a
• 5:34
  controller
• 5:35
  and
• 5:35
  a
• 5:36
  cfo.
• 5:37
  Right.
• 5:37
  If
• 5:38
  you
• 5:38
  have
• 5:38
  somebody
• 5:38
  who
• 5:38
  just
• 5:39
  gives
• 5:39
  you
• 5:40
  reports
• 5:40
  and
• 5:40
  helps
• 5:41
  you
• 5:41
  look
• 5:41
  at
• 5:41
  your
• 5:41
  finances,
• 5:42
  numbers
• 5:42
  and
• 5:42
  taxes,
• 5:43
  they're
• 5:43
  not
• 5:44
  really
• 5:44
  a
• 5:44
  cfo,
• 5:45
  they're
• 5:45
  just
• 5:46
  giving
• 5:46
  you
• 5:46
  regurgitation
• 5:47
  of
• 5:47
  your
• 5:47
  Numbers
• 5:48
  and
• 5:48
  they're
• 5:49
  not
• 5:49
  necessarily
• 5:49
  thinking
• 5:50
  strategically.
• 5:50
  And
• 5:51
  what
• 5:51
  I'm
• 5:51
  hearing
• 5:51
  you
• 5:51
  say
• 5:52
  is
• 5:52
  that
• 5:52
  you're
• 5:52
  helping
• 5:52
  think
• 5:53
  about,
• 5:53
  well,
• 5:53
  this
• 5:53
  is
• 5:53
  where
• 5:54
  we
• 5:54
  are
• 5:55
  now.
• 5:55
  What
• 5:55
  do
• 5:55
  we
• 5:55
  do?
• 5:56
  Well,
• 5:57
  so
• 5:58
  I'd
• 5:58
  love
• 5:58
  to
• 5:58
  break
• 5:59
  down
• 5:59
  for
• 5:59
  people,
• 5:59
  there's
• 5:59
  sort
• 6:00
  of
• 6:00
  three
• 6:00
  roles
• 6:00
  I
• 6:00
  think
• 6:01
  your
• 6:01
  finance
• 6:01
  team
• 6:02
  should,
• 6:02
  should
• 6:02
  hold
• 6:02
  in
• 6:03
  your
• 6:03
  business.
• 6:03
  You
• 6:03
  have
• 6:03
  this
• 6:04
  bookkeeper.
• 6:05
  Depending
• 6:05
  on
• 6:05
  the
• 6:05
  size
• 6:05
  of
• 6:06
  your
• 6:06
  team,
• 6:06
  there
• 6:06
  might
• 6:06
  be
• 6:06
  somebody
• 6:07
  who's
• 6:07
  called
• 6:07
  a
• 6:07
  controller,
• 6:08
  which
• 6:08
  means
• 6:08
  they
• 6:08
  manage
• 6:08
  the
• 6:09
  bookkeepers
• 6:09
  of
• 6:09
  the
• 6:10
  bookkeeping.
• 6:11
  Those
• 6:11
  people
• 6:11
  are
• 6:11
  not
• 6:11
  typically
• 6:12
  strategic
• 6:13
  thinkers
• 6:13
  unless
• 6:13
  that
• 6:14
  specific
• 6:14
  individual
• 6:15
  happened
• 6:15
  to
• 6:16
  invest
• 6:16
  time.
• 6:16
  They're
• 6:16
  really
• 6:17
  about
• 6:17
  data
• 6:17
  entry
• 6:18
  and
• 6:18
  is
• 6:18
  the
• 6:18
  data
• 6:18
  correct.
• 6:19
  And
• 6:20
  then
• 6:20
  you
• 6:20
  have
• 6:20
  a
• 6:20
  tax
• 6:20
  professional,
• 6:21
  somebody
• 6:22
  who's
• 6:22
  keeping
• 6:23
  up
• 6:23
  to
• 6:23
  date
• 6:23
  on
• 6:23
  the
• 6:24
  different
• 6:24
  tax
• 6:24
  laws
• 6:24
  and
• 6:25
  things
• 6:25
  like
• 6:25
  that.
• 6:26
  And
• 6:26
  then
• 6:26
  the
• 6:27
  CFO
• 6:27
  is
• 6:27
  the
• 6:27
  critical
• 6:28
  thinker
• 6:29
  in
• 6:29
  our
• 6:29
  firm.
• 6:30
  We
• 6:30
  have
• 6:30
  all
• 6:30
  three,
• 6:30
  but
• 6:30
  they're
• 6:31
  very
• 6:31
  distinct
• 6:31
  roles.
• 6:31
  We
• 6:32
  have
• 6:32
  people
• 6:32
  in
• 6:32
  each
• 6:32
  of
• 6:33
  those
• 6:33
  roles.
• 6:33
  Somebody
• 6:33
  responsible
• 6:34
  for
• 6:34
  thinking
• 6:34
  of
• 6:35
  the
• 6:35
  transactions
• 6:35
  and
• 6:36
  is
• 6:36
  the
• 6:36
  data.
• 6:36
  Right.
• 6:37
  Somebody
• 6:37
  who
• 6:37
  we
• 6:38
  have
• 6:38
  dedicated
• 6:39
  to
• 6:39
  tax
• 6:39
  so
• 6:39
  that
• 6:39
  we
• 6:40
  know
• 6:40
  they're
• 6:41
  staying
• 6:41
  up
• 6:41
  to
• 6:41
  date
• 6:41
  with
• 6:42
  the
• 6:42
  tax
• 6:42
  laws.
• 6:42
  Because
• 6:42
  you
• 6:43
  can't
• 6:43
  do
• 6:43
  that
• 6:44
  and
• 6:44
  be
• 6:44
  a
• 6:44
  strategic
• 6:45
  thinker
• 6:45
  at
• 6:45
  the
• 6:45
  same
• 6:45
  time
• 6:46
  for
• 6:46
  the
• 6:46
  business.
• 6:46
  Right.
• 6:47
  Like
• 6:47
  switching
• 6:48
  from
• 6:48
  HR
• 6:48
  to
• 6:48
  marketing.
• 6:49
  It's
• 6:49
  so
• 6:49
  hard
• 6:50
  to
• 6:50
  change
• 6:50
  those
• 6:51
  hats.
• 6:51
  So
• 6:51
  we
• 6:51
  try
• 6:52
  to
• 6:52
  have
• 6:52
  a
• 6:52
  person
• 6:53
  responsible
• 6:53
  for
• 6:53
  each
• 6:54
  one
• 6:54
  for
• 6:54
  the
• 6:54
  company.
• 6:55
  A
• 6:55
  lot
• 6:55
  of
• 6:56
  times
• 6:56
  I
• 6:56
  see
• 6:56
  small
• 6:56
  businesses
• 6:57
  thinking
• 6:58
  they're
• 6:58
  getting
• 6:58
  all
• 6:58
  three
• 6:59
  from
• 6:59
  a
• 6:59
  single
• 7:00
  person.
• 7:01
  Right.
• 7:01
  You
• 7:01
  might
• 7:01
  get
• 7:01
  all
• 7:02
  three
• 7:02
  from
• 7:02
  a
• 7:02
  firm,
• 7:03
  but
• 7:03
  not
• 7:03
  from
• 7:03
  a
• 7:04
  single
• 7:04
  person.
• 7:05
  And
• 7:05
  their
• 7:05
  expectation
• 7:06
  then
• 7:06
  obviously
• 7:07
  doesn't
• 7:07
  meet
• 7:07
  reality.
• 7:08
  I've
• 7:09
  had
• 7:09
  that
• 7:09
  situation
• 7:09
  when
• 7:10
  you're
• 7:10
  growing
• 7:10
  at
• 7:11
  the
• 7:11
  beginning,
• 7:11
  maybe
• 7:12
  you
• 7:12
  can't
• 7:12
  afford
• 7:13
  a
• 7:13
  bookkeeper,
• 7:14
  a
• 7:14
  controller
• 7:15
  and
• 7:15
  a
• 7:15
  cfo.
• 7:16
  So
• 7:16
  you
• 7:16
  pick
• 7:16
  one
• 7:17
  person.
• 7:17
  If
• 7:18
  it's
• 7:18
  somebody
• 7:18
  who's
• 7:19
  more
• 7:19
  strategic,
• 7:20
  they're
• 7:20
  probably
• 7:21
  hating
• 7:21
  their
• 7:21
  life
• 7:22
  because
• 7:22
  they're
• 7:22
  doing
• 7:22
  all
• 7:22
  the
• 7:23
  daring
• 7:23
  is
• 7:23
  that
• 7:23
  it
• 7:24
  can
• 7:24
  be
• 7:24
  better
• 7:24
  augmented
• 7:25
  with
• 7:25
  a
• 7:25
  company
• 7:26
  like
• 7:26
  yours
• 7:26
  that
• 7:27
  can
• 7:27
  take
• 7:27
  some
• 7:27
  of
• 7:28
  those
• 7:28
  roles
• 7:28
  or
• 7:28
  maybe
• 7:29
  all
• 7:29
  of
• 7:29
  them
• 7:29
  until
• 7:30
  you're
• 7:30
  at
• 7:30
  a
• 7:30
  place
• 7:30
  where
• 7:31
  you
• 7:31
  can
• 7:31
  afford
• 7:32
  a
• 7:32
  full
• 7:32
  headcount.
• 7:33
  If
• 7:33
  you've
• 7:33
  hit
• 7:33
  multi
• 7:34
  six
• 7:34
  figure
• 7:35
  figures,
• 7:36
  you
• 7:36
  should
• 7:36
  have
• 7:36
  a
• 7:36
  bookkeeper
• 7:37
  hands
• 7:37
  down.
• 7:38
  You
• 7:38
  obviously
• 7:38
  have
• 7:38
  somebody
• 7:39
  doing
• 7:39
  the
• 7:39
  tax
• 7:39
  accounting.
• 7:40
  Those
• 7:40
  two
• 7:41
  roles
• 7:41
  are
• 7:41
  really
• 7:42
  important.
• 7:42
  The
• 7:43
  strategic
• 7:43
  thinker,
• 7:44
  like
• 7:44
  managers,
• 7:44
  their
• 7:45
  specific
• 7:46
  experience
• 7:46
  is
• 7:46
  harder
• 7:47
  to
• 7:47
  hire.
• 7:48
  Now
• 7:48
  we
• 7:48
  have
• 7:48
  a
• 7:48
  ton
• 7:49
  of
• 7:49
  fractional
• 7:49
  roles,
• 7:50
  which
• 7:50
  makes
• 7:50
  it
• 7:50
  more
• 7:51
  accessible
• 7:51
  than
• 7:51
  it
• 7:51
  used
• 7:51
  to
• 7:52
  be.
• 7:52
  That
• 7:52
  didn't
• 7:52
  used
• 7:53
  to
• 7:53
  be
• 7:53
  a
• 7:53
  thing.
• 7:54
  But
• 7:54
  there's
• 7:55
  probably
• 7:55
  a
• 7:55
  gap
• 7:55
  in
• 7:56
  there
• 7:56
  that
• 7:56
  if
• 7:56
  you're
• 7:56
  not
• 7:57
  at
• 7:57
  that
• 7:57
  stage
• 7:57
  yet
• 7:57
  where
• 7:58
  you
• 7:58
  can
• 7:58
  hire
• 7:58
  a
• 7:59
  CFO
• 7:59
  like
• 7:59
  buy
• 8:00
  an
• 8:00
  hour
• 8:00
  with
• 8:00
  somebody,
• 8:00
  it
• 8:01
  doesn't
• 8:01
  have
• 8:01
  to
• 8:01
  be
• 8:01
  every
• 8:01
  month,
• 8:02
  but
• 8:02
  say
• 8:03
  to
• 8:03
  them
• 8:03
  like,
• 8:03
  hey,
• 8:03
  where
• 8:04
  would
• 8:04
  you
• 8:04
  look?
• 8:04
  Or
• 8:04
  chatgpt,
• 8:05
  tell
• 8:06
  it
• 8:06
  about
• 8:06
  your
• 8:06
  business,
• 8:06
  where
• 8:07
  you
• 8:07
  want
• 8:07
  to
• 8:07
  go,
• 8:07
  what
• 8:07
  your
• 8:08
  plans
• 8:08
  are.
• 8:08
  Same
• 8:09
  thing
• 8:09
  your
• 8:09
  CFO
• 8:09
  should
• 8:10
  be
• 8:10
  asking
• 8:10
  you
• 8:11
  and
• 8:11
  then
• 8:12
  say
• 8:12
  to
• 8:12
  it,
• 8:13
  what
• 8:13
  should
• 8:13
  I
• 8:13
  be
• 8:14
  looking
• 8:14
  at
• 8:14
  monthly?
• 8:15
  And
• 8:15
  dive
• 8:16
  into
• 8:16
  the
• 8:16
  questions.
• 8:16
  ChatGPT,
• 8:17
  you
• 8:17
  can
• 8:17
  upload
• 8:18
  spreadsheets
• 8:18
  and
• 8:18
  ask
• 8:19
  it
• 8:19
  to
• 8:19
  analyze.
• 8:19
  There's
• 8:20
  so
• 8:20
  much
• 8:20
  opportunity.
• 8:21
  But
• 8:21
  I
• 8:21
  think
• 8:21
  what
• 8:22
  people
• 8:22
  miss
• 8:22
  is
• 8:22
  the
• 8:22
  fact
• 8:23
  that
• 8:23
  they
• 8:23
  need
• 8:23
  that
• 8:24
  somebody
• 8:24
  doing
• 8:25
  that
• 8:25
  CFO
• 8:25
  role.
• 8:26
  And
• 8:26
  if
• 8:26
  you're
• 8:26
  not
• 8:26
  going
• 8:26
  to
• 8:26
  hire
• 8:27
  it
• 8:27
  out,
• 8:27
  then
• 8:28
  you
• 8:28
  need
• 8:28
  to
• 8:28
  be
• 8:28
  prepared
• 8:29
  to
• 8:30
  have
• 8:30
  that
• 8:31
  hat
• 8:31
  and
• 8:32
  at
• 8:32
  least
• 8:32
  be
• 8:33
  looking,
• 8:33
  reflecting,
• 8:34
  and
• 8:34
  making
• 8:35
  an
• 8:35
  assessment
• 8:35
  of
• 8:36
  where
• 8:36
  were
• 8:37
  we,
• 8:37
  how
• 8:37
  did
• 8:37
  we
• 8:38
  do?
• 8:38
  Did
• 8:38
  we
• 8:38
  perform
• 8:39
  based
• 8:39
  on
• 8:39
  where
• 8:39
  we
• 8:39
  were
• 8:39
  hoping
• 8:40
  to?
• 8:40
  And
• 8:41
  then
• 8:42
  making
• 8:42
  some
• 8:42
  decisions
• 8:43
  about
• 8:43
  where
• 8:43
  you're
• 8:43
  going
• 8:44
  after.
• 8:45
  What
• 8:45
  are
• 8:46
  some
• 8:46
  of
• 8:46
  the
• 8:46
  things
• 8:46
  that
• 8:47
  a,
• 8:47
  a
• 8:48
  real
• 8:48
  CSO
• 8:49
  will
• 8:50
  be
• 8:50
  looking
• 8:50
  for?
• 8:51
  You
• 8:51
  mentioned
• 8:52
  before
• 8:52
  that
• 8:52
  one
• 8:52
  of
• 8:52
  the
• 8:53
  biggest
• 8:53
  challenges
• 8:54
  for
• 8:54
  a
• 8:54
  founder
• 8:55
  is
• 8:55
  that
• 8:55
  they're
• 8:56
  kind
• 8:56
  of
• 8:56
  having
• 8:56
  to
• 8:57
  live
• 8:57
  at
• 8:57
  the
• 8:57
  50,000
• 8:58
  and
• 8:58
  the
• 8:59
  5ft
• 9:00
  and
• 9:00
  they're
• 9:01
  managing
• 9:02
  the
• 9:02
  team.
• 9:02
  How
• 9:03
  do
• 9:03
  we
• 9:03
  think
• 9:03
  about
• 9:03
  a
• 9:03
  cfo,
• 9:04
  their
• 9:05
  role
• 9:05
  and
• 9:05
  what
• 9:05
  they
• 9:05
  focus
• 9:06
  on?
• 9:07
  Mm.
• 9:08
  Sometimes
• 9:09
  owners
• 9:09
  come
• 9:10
  up
• 9:10
  with
• 9:10
  the
• 9:10
  challenge.
• 9:10
  And
• 9:11
  where
• 9:11
  I
• 9:11
  love
• 9:11
  to
• 9:12
  have
• 9:12
  that
• 9:12
  outside
• 9:12
  perspective
• 9:13
  as
• 9:13
  a
• 9:13
  CFO
• 9:14
  role
• 9:15
  is
• 9:16
  balancing
• 9:16
  out
• 9:17
  the
• 9:17
  numbers
• 9:18
  with
• 9:19
  other
• 9:19
  softer
• 9:20
  objectives.
• 9:21
  Right.
• 9:21
  So
• 9:21
  I
• 9:21
  often
• 9:22
  talk
• 9:22
  about
• 9:22
  how
• 9:22
  we
• 9:22
  want
• 9:23
  to
• 9:23
  pay
• 9:23
  our
• 9:23
  team
• 9:23
  well.
• 9:23
  We
• 9:23
  want
• 9:24
  great
• 9:24
  relationships
• 9:24
  with
• 9:25
  them
• 9:25
  because
• 9:25
  we
• 9:25
  want
• 9:25
  to
• 9:25
  enjoy
• 9:26
  coming
• 9:26
  to
• 9:26
  work.
• 9:27
  We
• 9:27
  want
• 9:28
  our
• 9:28
  customers
• 9:28
  incredibly
• 9:29
  happy
• 9:29
  with
• 9:30
  our
• 9:30
  services
• 9:31
  and
• 9:31
  we
• 9:31
  want
• 9:32
  to
• 9:32
  show
• 9:32
  up
• 9:32
  well
• 9:32
  in
• 9:32
  our
• 9:32
  community.
• 9:33
  And
• 9:33
  we
• 9:33
  don't
• 9:34
  want
• 9:34
  the
• 9:34
  owner
• 9:34
  working
• 9:35
  constantly
• 9:35
  24
• 9:36
  hours
• 9:36
  a
• 9:36
  day,
• 9:36
  seven
• 9:36
  days
• 9:37
  a
• 9:37
  week
• 9:37
  to
• 9:37
  run
• 9:38
  a
• 9:38
  profitable
• 9:38
  business
• 9:39
  that
• 9:39
  makes
• 9:39
  money.
• 9:39
  On
• 9:39
  top
• 9:39
  of
• 9:40
  that,
• 9:40
  we're
• 9:40
  like,
• 9:40
  oh
• 9:40
  my
• 9:40
  gosh,
• 9:41
  I
• 9:41
  don't
• 9:41
  know
• 9:41
  where
• 9:41
  to
• 9:41
  start.
• 9:42
  Sometimes
• 9:42
  that
• 9:42
  outside
• 9:43
  perspective
• 9:43
  can
• 9:43
  be
• 9:43
  helpful.
• 9:44
  If
• 9:45
  you
• 9:45
  are
• 9:45
  trying
• 9:45
  to
• 9:45
  fill
• 9:46
  that
• 9:46
  CFO
• 9:46
  role,
• 9:47
  the
• 9:47
  very
• 9:48
  first
• 9:48
  thing
• 9:48
  is
• 9:48
  understanding
• 9:49
  the
• 9:49
  three
• 9:49
  levers
• 9:50
  of
• 9:50
  profit.
• 9:50
  Your
• 9:51
  overhead,
• 9:51
  your
• 9:51
  cost
• 9:52
  of
• 9:52
  sales
• 9:52
  or
• 9:52
  cost
• 9:52
  of
• 9:53
  services,
• 9:53
  and
• 9:53
  your
• 9:53
  revenue.
• 9:54
  And
• 9:54
  knowing
• 9:54
  where
• 9:54
  you've
• 9:55
  got
• 9:55
  some
• 9:55
  challenges.
• 9:56
  Typically,
• 9:57
  I
• 9:57
  see
• 9:57
  owners
• 9:58
  start
• 9:58
  with
• 9:58
  their
• 9:58
  overhead
• 9:59
  and
• 9:59
  they're
• 9:59
  like,
• 9:59
  how
• 9:59
  do
• 9:59
  I
• 10:00
  reduce
• 10:00
  this?
• 10:01
  This
• 10:01
  is
• 10:01
  an
• 10:01
  area
• 10:01
  where
• 10:02
  you
• 10:02
  can
• 10:02
  make
• 10:02
  one
• 10:02
  decision
• 10:03
  that
• 10:03
  really
• 10:04
  makes
• 10:04
  or
• 10:04
  breaks
• 10:04
  things,
• 10:05
  and
• 10:05
  that's
• 10:05
  typically
• 10:05
  on
• 10:06
  rent
• 10:06
  or
• 10:06
  salaries.
• 10:07
  Those
• 10:07
  are
• 10:07
  things
• 10:08
  that
• 10:08
  if
• 10:08
  you
• 10:08
  get
• 10:08
  into
• 10:08
  a
• 10:09
  contract
• 10:09
  on
• 10:09
  them,
• 10:09
  they're
• 10:10
  very
• 10:10
  hard
• 10:10
  to
• 10:10
  reverse.
• 10:11
  I
• 10:11
  don't
• 10:11
  think
• 10:12
  people
• 10:12
  put
• 10:12
  enough
• 10:13
  time
• 10:13
  and
• 10:13
  effort
• 10:14
  into
• 10:14
  truly
• 10:15
  understanding
• 10:15
  rent.
• 10:16
  I
• 10:16
  find
• 10:16
  a
• 10:17
  lot
• 10:17
  of
• 10:17
  people
• 10:17
  settle
• 10:18
  on
• 10:18
  that
• 10:18
  area.
• 10:19
  They
• 10:19
  make
• 10:20
  some
• 10:20
  really
• 10:21
  long
• 10:21
  term
• 10:21
  detrimental
• 10:22
  decisions.
• 10:22
  But
• 10:23
  that's
• 10:23
  an
• 10:24
  Other
• 10:24
  than
• 10:24
  those
• 10:25
  two
• 10:25
  categories,
• 10:25
  that's
• 10:25
  an
• 10:26
  easy
• 10:26
  box
• 10:26
  to
• 10:26
  check
• 10:26
  for.
• 10:27
  Okay,
• 10:27
  here.
• 10:28
  Then
• 10:28
  it
• 10:28
  starts
• 10:29
  getting
• 10:29
  into
• 10:30
  your
• 10:31
  cost
• 10:31
  of
• 10:31
  sales,
• 10:31
  your
• 10:32
  cost
• 10:32
  of
• 10:32
  what
• 10:32
  you're
• 10:32
  doing,
• 10:33
  and
• 10:33
  a
• 10:33
  revenue
• 10:34
  game.
• 10:34
  In
• 10:34
  small
• 10:34
  businesses,
• 10:35
  our
• 10:36
  revenue
• 10:36
  game,
• 10:36
  typically
• 10:38
  sales,
• 10:38
  is
• 10:39
  the
• 10:39
  last
• 10:39
  thing
• 10:39
  we
• 10:40
  hire
• 10:40
  out.
• 10:40
  As
• 10:40
  entrepreneurs,
• 10:41
  we
• 10:41
  know
• 10:41
  our
• 10:42
  vision.
• 10:42
  It's
• 10:43
  harder
• 10:43
  to
• 10:43
  articulate
• 10:44
  to
• 10:44
  people.
• 10:45
  We
• 10:45
  really
• 10:46
  need
• 10:46
  somebody
• 10:46
  in
• 10:46
  that
• 10:46
  specialized
• 10:47
  marketing
• 10:48
  role.
• 10:48
  We
• 10:49
  have
• 10:49
  to
• 10:49
  be
• 10:49
  heavily
• 10:49
  involved.
• 10:50
  But
• 10:50
  the
• 10:50
  cost
• 10:51
  of
• 10:51
  sales,
• 10:51
  it's
• 10:51
  all
• 10:52
  about
• 10:52
  the
• 10:52
  systems
• 10:52
  and
• 10:53
  the
• 10:53
  processes
• 10:53
  that
• 10:54
  you
• 10:54
  have
• 10:54
  in
• 10:54
  place.
• 10:55
  And
• 10:55
  so
• 10:56
  really
• 10:56
  I'm
• 10:56
  telling
• 10:57
  owners
• 10:57
  like
• 10:57
  focus
• 10:58
  in
• 10:58
  those
• 10:58
  two
• 10:58
  areas.
• 10:59
  What
• 10:59
  are
• 10:59
  you
• 10:59
  doing?
• 11:00
  What
• 11:00
  are
• 11:00
  your
• 11:00
  systems?
• 11:01
  How
• 11:01
  are
• 11:01
  they
• 11:01
  efficient?
• 11:02
  What's
• 11:02
  the
• 11:02
  cost
• 11:03
  of
• 11:03
  your
• 11:03
  product?
• 11:04
  How
• 11:04
  can
• 11:04
  you
• 11:05
  make
• 11:05
  that
• 11:05
  better?
• 11:05
  How
• 11:06
  can
• 11:06
  you
• 11:06
  cut
• 11:06
  the
• 11:06
  fluff
• 11:07
  that
• 11:07
  you're
• 11:07
  paying
• 11:07
  for
• 11:08
  that
• 11:08
  no
• 11:08
  longer
• 11:08
  aligns
• 11:09
  with
• 11:09
  what
• 11:09
  the
• 11:09
  customer
• 11:10
  wants?
• 11:10
  It's
• 11:11
  wasted
• 11:11
  money.
• 11:12
  Right?
• 11:12
  We're
• 11:12
  looking
• 11:12
  at
• 11:12
  those
• 11:13
  types
• 11:13
  of
• 11:13
  things.
• 11:13
  So
• 11:14
  I
• 11:14
  would
• 11:14
  say
• 11:15
  focus
• 11:15
  in
• 11:15
  those
• 11:15
  two
• 11:15
  areas.
• 11:16
  Are
• 11:16
  you
• 11:16
  getting
• 11:16
  a
• 11:16
  great
• 11:17
  return
• 11:17
  on
• 11:17
  your
• 11:17
  marketing?
• 11:18
  Are
• 11:18
  you
• 11:18
  getting
• 11:18
  great
• 11:19
  visibility?
• 11:20
  How
• 11:20
  can
• 11:20
  you
• 11:20
  increase
• 11:21
  sales
• 11:21
  without
• 11:21
  increasing
• 11:22
  costs?
• 11:22
  And
• 11:23
  then
• 11:23
  how
• 11:23
  can
• 11:23
  you
• 11:23
  deliver
• 11:25
  more
• 11:25
  efficiently?
• 11:28
  There's
• 11:28
  so
• 11:28
  many
• 11:29
  pieces
• 11:29
  in
• 11:29
  that
• 11:29
  cost
• 11:30
  of
• 11:30
  sales,
• 11:30
  right?
• 11:31
  The
• 11:31
  product
• 11:31
  itself
• 11:32
  or
• 11:32
  service,
• 11:32
  whatever
• 11:33
  those,
• 11:34
  you
• 11:34
  know,
• 11:34
  elements
• 11:35
  are.
• 11:35
  And
• 11:35
  like
• 11:35
  you
• 11:36
  said,
• 11:36
  there
• 11:36
  could
• 11:36
  be
• 11:36
  lots
• 11:37
  of
• 11:37
  things.
• 11:37
  You're
• 11:37
  assuming
• 11:38
  everybody
• 11:38
  wants
• 11:38
  these
• 11:39
  specific
• 11:39
  bells
• 11:40
  and
• 11:40
  whistles
• 11:40
  that
• 11:40
  you
• 11:41
  implemented
• 11:42
  five
• 11:42
  years
• 11:42
  ago,
• 11:42
  but
• 11:43
  are
• 11:43
  they
• 11:43
  really
• 11:44
  necessary
• 11:45
  anymore?
• 11:45
  Right.
• 11:45
  And
• 11:46
  what
• 11:46
  are
• 11:46
  the
• 11:46
  costs
• 11:47
  to
• 11:47
  those
• 11:47
  things?
• 11:48
  I
• 11:48
  often
• 11:49
  find
• 11:49
  that
• 11:49
  the
• 11:49
  cost
• 11:50
  of
• 11:50
  marketing,
• 11:50
  if
• 11:51
  it's
• 11:51
  not
• 11:51
  well
• 11:51
  tracked,
• 11:52
  I
• 11:52
  mean,
• 11:52
  marketing
• 11:53
  is
• 11:53
  one
• 11:53
  of
• 11:53
  those
• 11:53
  things.
• 11:54
  I
• 11:54
  remember
• 11:54
  with
• 11:55
  my
• 11:55
  board
• 11:56
  when
• 11:56
  I
• 11:56
  was
• 11:56
  growing
• 11:57
  Illumina,
• 11:57
  I
• 11:57
  actually
• 11:58
  had
• 11:58
  one
• 11:58
  person
• 11:59
  in
• 11:59
  my,
• 12:00
  my
• 12:01
  board
• 12:01
  of
• 12:01
  directors
• 12:01
  that
• 12:02
  said
• 12:02
  you
• 12:02
  need
• 12:02
  to
• 12:02
  spend
• 12:03
  more
• 12:03
  on
• 12:03
  marketing.
• 12:04
  You
• 12:04
  have
• 12:04
  a
• 12:05
  system
• 12:05
  that's
• 12:05
  going,
• 12:06
  you're
• 12:06
  holding
• 12:06
  yourself
• 12:07
  back,
• 12:07
  you
• 12:07
  need
• 12:07
  to
• 12:07
  make
• 12:07
  sure
• 12:08
  you're
• 12:08
  watching
• 12:08
  it
• 12:09
  and
• 12:09
  you
• 12:09
  know
• 12:09
  what
• 12:09
  your
• 12:10
  metrics
• 12:10
  are.
• 12:10
  But
• 12:11
  you
• 12:11
  really
• 12:11
  need
• 12:11
  to
• 12:11
  spend
• 12:12
  more
• 12:12
  here,
• 12:13
  not
• 12:13
  spend
• 12:14
  more
• 12:14
  until
• 12:14
  you
• 12:14
  have
• 12:15
  the
• 12:15
  go
• 12:15
  to
• 12:15
  market
• 12:16
  system
• 12:16
  that's
• 12:16
  running
• 12:17
  right?
• 12:18
  Start
• 12:18
  small,
• 12:19
  figure
• 12:19
  out
• 12:19
  what
• 12:19
  works,
• 12:20
  measure,
• 12:20
  compare
• 12:21
  your
• 12:21
  conversion
• 12:21
  rates
• 12:22
  to
• 12:22
  your
• 12:22
  competitors,
• 12:23
  et
• 12:23
  cetera.
• 12:24
  I
• 12:24
  think
• 12:24
  business
• 12:25
  advice
• 12:25
  is
• 12:26
  so
• 12:26
  particular.
• 12:27
  Like
• 12:28
  there's
• 12:28
  so
• 12:28
  many
• 12:28
  nuances
• 12:29
  when
• 12:29
  we
• 12:30
  are
• 12:30
  trying
• 12:30
  to
• 12:30
  show
• 12:30
  up
• 12:31
  on
• 12:31
  a
• 12:31
  podcast
• 12:32
  or
• 12:32
  we're
• 12:32
  forced
• 12:33
  to
• 12:33
  provide
• 12:34
  advice
• 12:34
  in
• 12:35
  such
• 12:35
  bite
• 12:35
  sized
• 12:36
  clips
• 12:36
  that
• 12:37
  people
• 12:37
  think
• 12:37
  we're
• 12:38
  always
• 12:38
  just
• 12:38
  going
• 12:38
  to
• 12:38
  say
• 12:38
  spend
• 12:39
  less
• 12:39
  on
• 12:39
  marketing.
• 12:40
  And
• 12:40
  for
• 12:40
  me,
• 12:40
  what
• 12:41
  I'm
• 12:41
  always
• 12:41
  looking
• 12:41
  at
• 12:41
  is
• 12:42
  like,
• 12:42
  what's
• 12:42
  your
• 12:42
  return
• 12:42
  on
• 12:43
  investment?
• 12:43
  But
• 12:43
  like,
• 12:44
  how
• 12:44
  does
• 12:44
  it
• 12:44
  fit
• 12:44
  into
• 12:44
  the
• 12:45
  system?
• 12:45
  So
• 12:46
  what
• 12:46
  you're
• 12:46
  talking
• 12:46
  about
• 12:47
  is
• 12:47
  like,
• 12:48
  perhaps
• 12:48
  if
• 12:48
  I
• 12:49
  looked
• 12:49
  at
• 12:49
  that
• 12:49
  business
• 12:50
  I
• 12:50
  would
• 12:50
  have
• 12:50
  said
• 12:50
  like,
• 12:50
  okay,
• 12:51
  well,
• 12:51
  we
• 12:51
  need
• 12:51
  to
• 12:52
  hit
• 12:52
  a
• 12:52
  certain
• 12:52
  target
• 12:53
  by
• 12:53
  a
• 12:53
  certain
• 12:53
  date.
• 12:54
  So
• 12:54
  we
• 12:55
  have
• 12:55
  to
• 12:55
  have
• 12:55
  these
• 12:56
  results
• 12:56
  for
• 12:56
  this
• 12:56
  to
• 12:57
  work.
• 12:57
  Right.
• 12:57
  So
• 12:58
  we
• 12:58
  actually
• 12:58
  do
• 12:58
  want
• 12:59
  to
• 12:59
  spend
• 12:59
  more
• 12:59
  on
• 12:59
  marketing,
• 13:00
  but
• 13:00
  we
• 13:00
  want
• 13:01
  to
• 13:01
  spend
• 13:01
  it
• 13:01
  efficiently.
• 13:02
  We
• 13:02
  still
• 13:02
  need
• 13:03
  to
• 13:03
  know
• 13:03
  what
• 13:03
  those
• 13:04
  channels
• 13:04
  are
• 13:04
  that
• 13:04
  are
• 13:05
  going
• 13:05
  to
• 13:05
  work
• 13:05
  best.
• 13:06
  Right.
• 13:06
  It's
• 13:06
  so
• 13:07
  hard
• 13:07
  to
• 13:07
  provide
• 13:08
  these
• 13:09
  bite
• 13:09
  sized
• 13:09
  clips
• 13:09
  that
• 13:09
  we
• 13:09
  all
• 13:10
  want
• 13:10
  from
• 13:10
  a
• 13:10
  podcast.
• 13:11
  And
• 13:11
  then
• 13:11
  also
• 13:12
  it's
• 13:12
  like,
• 13:12
  okay,
• 13:13
  what
• 13:13
  do
• 13:13
  you
• 13:13
  know
• 13:13
  about
• 13:14
  your
• 13:14
  business?
• 13:15
  How
• 13:15
  does
• 13:15
  this
• 13:15
  advice
• 13:16
  that
• 13:16
  you're
• 13:16
  hearing
• 13:16
  fit
• 13:16
  into
• 13:17
  your
• 13:17
  plan?
• 13:19
  I
• 13:19
  love
• 13:19
  that.
• 13:20
  Great.
• 13:21
  Tell
• 13:21
  us
• 13:21
  more
• 13:21
  about
• 13:22
  financial
• 13:23
  literacy
• 13:24
  and
• 13:24
  how
• 13:24
  much
• 13:25
  you
• 13:25
  probably
• 13:26
  work
• 13:26
  on
• 13:26
  that.
• 13:27
  With
• 13:27
  founders,
• 13:28
  especially
• 13:28
  if
• 13:28
  they
• 13:29
  haven't
• 13:29
  run
• 13:30
  a
• 13:30
  business
• 13:30
  before,
• 13:31
  this
• 13:31
  is
• 13:31
  their
• 13:31
  first
• 13:32
  business.
• 13:32
  How
• 13:33
  do
• 13:33
  you
• 13:33
  help
• 13:33
  with
• 13:34
  both
• 13:35
  the
• 13:35
  sort
• 13:35
  of
• 13:36
  nuts
• 13:36
  and
• 13:36
  bolts,
• 13:36
  but
• 13:36
  also
• 13:37
  the,
• 13:37
  the
• 13:38
  mindsets
• 13:38
  around
• 13:39
  financials?
• 13:41
  Yeah,
• 13:42
  I
• 13:42
  mean,
• 13:42
  the
• 13:43
  mindset
• 13:43
  is
• 13:43
  a
• 13:43
  whole
• 13:43
  nother
• 13:44
  ball
• 13:44
  game.
• 13:44
  But
• 13:45
  what
• 13:45
  I
• 13:45
  would
• 13:46
  say
• 13:46
  is
• 13:47
  there's
• 13:47
  so
• 13:48
  much
• 13:48
  chatter
• 13:49
  about
• 13:49
  how
• 13:49
  we
• 13:49
  haven't
• 13:50
  learned
• 13:50
  to
• 13:50
  budget,
• 13:50
  we
• 13:51
  haven't
• 13:51
  learned
• 13:51
  how
• 13:51
  to
• 13:51
  do
• 13:51
  our
• 13:51
  own
• 13:52
  taxes.
• 13:53
  Conversations
• 13:54
  about
• 13:54
  money
• 13:55
  through
• 13:55
  childhood.
• 13:56
  Realistically,
• 13:58
  when
• 13:58
  we
• 13:58
  are
• 13:58
  going
• 13:58
  into
• 13:59
  business,
• 13:59
  we
• 13:59
  just
• 13:59
  need
• 14:00
  to
• 14:00
  address.
• 14:00
  We
• 14:01
  are,
• 14:01
  you
• 14:02
  know,
• 14:02
  nine
• 14:02
  times
• 14:02
  out
• 14:03
  of
• 14:03
  10,
• 14:03
  we
• 14:04
  have
• 14:04
  a
• 14:04
  shortfall.
• 14:05
  We
• 14:05
  have
• 14:05
  a
• 14:05
  weakness
• 14:06
  in
• 14:06
  that
• 14:06
  particular
• 14:07
  muscle.
• 14:08
  We
• 14:08
  were
• 14:08
  not
• 14:09
  actually
• 14:09
  taught
• 14:09
  that.
• 14:10
  So
• 14:10
  it's
• 14:10
  going
• 14:11
  to
• 14:11
  be
• 14:11
  an
• 14:11
  area
• 14:11
  that
• 14:12
  we
• 14:12
  just
• 14:12
  have
• 14:12
  to
• 14:12
  say,
• 14:13
  hey,
• 14:13
  I'm
• 14:13
  going
• 14:13
  to
• 14:13
  have
• 14:13
  to
• 14:13
  grow
• 14:14
  in
• 14:14
  this
• 14:14
  area.
• 14:15
  But
• 14:15
  I
• 14:15
  don't
• 14:15
  know
• 14:16
  that
• 14:16
  we
• 14:16
  even
• 14:16
  look
• 14:16
  at
• 14:17
  where
• 14:17
  are
• 14:17
  my
• 14:17
  weaknesses?
• 14:18
  Where
• 14:18
  am
• 14:18
  I
• 14:18
  going
• 14:18
  to
• 14:18
  have
• 14:19
  to
• 14:19
  grow
• 14:19
  as
• 14:19
  a
• 14:19
  leader
• 14:20
  of
• 14:20
  this
• 14:20
  company?
• 14:21
  Is
• 14:21
  it
• 14:22
  through
• 14:22
  leadership?
• 14:22
  Is
• 14:23
  it
• 14:23
  through
• 14:23
  selling?
• 14:23
  Like,
• 14:24
  there's
• 14:24
  owners
• 14:24
  out
• 14:24
  there
• 14:24
  who
• 14:25
  really
• 14:25
  need
• 14:25
  to
• 14:26
  learn
• 14:26
  how
• 14:26
  to
• 14:26
  sell
• 14:26
  better.
• 14:27
  We
• 14:27
  haven't
• 14:27
  addressed
• 14:28
  those
• 14:28
  weaknesses
• 14:28
  and
• 14:29
  financials.
• 14:30
  Nine
• 14:30
  times
• 14:30
  out
• 14:30
  of
• 14:31
  10,
• 14:31
  we
• 14:31
  got
• 14:31
  room
• 14:32
  to
• 14:32
  grow,
• 14:33
  room
• 14:33
  to
• 14:33
  improve.
• 14:34
  We
• 14:34
  typically
• 14:35
  start
• 14:35
  with
• 14:35
  just
• 14:35
  the
• 14:36
  basics
• 14:36
  of
• 14:36
  how
• 14:36
  do
• 14:37
  you
• 14:37
  generate
• 14:37
  profit.
• 14:38
  A
• 14:39
  lot
• 14:39
  of
• 14:39
  the
• 14:39
  mindset
• 14:39
  work
• 14:40
  comes
• 14:40
  into
• 14:41
  accepting
• 14:42
  why
• 14:42
  you
• 14:43
  would
• 14:43
  want
• 14:43
  to
• 14:43
  be
• 14:43
  profitable,
• 14:44
  especially
• 14:44
  for
• 14:45
  women.
• 14:45
  When
• 14:45
  we
• 14:45
  go
• 14:46
  into
• 14:46
  business,
• 14:46
  there's
• 14:47
  a
• 14:47
  very
• 14:47
  altruistic
• 14:48
  I
• 14:48
  want
• 14:48
  to
• 14:49
  change
• 14:49
  the
• 14:49
  world
• 14:50
  tendency.
• 14:51
  More
• 14:51
  and
• 14:51
  more
• 14:51
  we're
• 14:51
  talking
• 14:52
  about
• 14:52
  the
• 14:52
  finances
• 14:53
  behind
• 14:53
  it,
• 14:54
  but
• 14:54
  there's
• 14:54
  almost
• 14:54
  like
• 14:54
  a,
• 14:55
  ooh,
• 14:55
  you
• 14:55
  just
• 14:55
  want
• 14:56
  the
• 14:56
  money.
• 14:56
  But
• 14:56
  we
• 14:56
  can
• 14:57
  actually
• 14:57
  have
• 14:57
  both.
• 14:57
  When
• 14:58
  we
• 14:58
  set
• 14:58
  out
• 14:58
  and
• 14:59
  decide
• 14:59
  that
• 15:00
  we're
• 15:00
  setting
• 15:00
  the
• 15:00
  thermostat
• 15:01
  to
• 15:01
  having
• 15:02
  a
• 15:02
  very
• 15:02
  profitable
• 15:03
  business,
• 15:04
  one
• 15:04
  that
• 15:04
  everybody
• 15:04
  feels
• 15:05
  really
• 15:05
  good
• 15:05
  dealing
• 15:06
  with
• 15:06
  and
• 15:06
  achieve
• 15:06
  it,
• 15:07
  we
• 15:07
  need
• 15:07
  to
• 15:08
  open
• 15:08
  up
• 15:08
  those
• 15:08
  conversations
• 15:09
  and
• 15:09
  be
• 15:10
  okay
• 15:10
  with
• 15:10
  generating
• 15:11
  profits.
• 15:11
  Because
• 15:11
  if
• 15:12
  you're
• 15:12
  not
• 15:12
  there,
• 15:12
  you'll
• 15:12
  spend
• 15:13
  every
• 15:13
  single
• 15:13
  cent
• 15:14
  the
• 15:14
  company
• 15:14
  makes
• 15:14
  and
• 15:15
  be
• 15:15
  stuck
• 15:15
  in
• 15:15
  the
• 15:15
  same
• 15:15
  pattern,
• 15:17
  we're
• 15:17
  talking
• 15:17
  to
• 15:17
  people
• 15:18
  about
• 15:18
  the
• 15:19
  three
• 15:19
  pillars,
• 15:19
  right?
• 15:20
  Sales,
• 15:20
  cost
• 15:20
  of
• 15:20
  sales,
• 15:21
  and
• 15:21
  overhead.
• 15:22
  Those
• 15:22
  are
• 15:22
  fairly
• 15:23
  simple.
• 15:24
  But
• 15:24
  as
• 15:24
  we
• 15:24
  start
• 15:25
  getting
• 15:25
  more
• 15:25
  nuanced
• 15:26
  of,
• 15:26
  like,
• 15:26
  okay,
• 15:26
  well,
• 15:27
  why
• 15:27
  does
• 15:27
  your
• 15:27
  business
• 15:28
  operate
• 15:28
  in
• 15:29
  a
• 15:29
  certain
• 15:29
  way?
• 15:29
  That's
• 15:30
  where
• 15:30
  we're
• 15:30
  starting
• 15:30
  to
• 15:31
  talk
• 15:31
  a
• 15:31
  little
• 15:31
  bit
• 15:31
  more
• 15:32
  about
• 15:32
  your
• 15:33
  specific
• 15:33
  business
• 15:34
  needs
• 15:34
  and
• 15:35
  strategy.
• 15:36
  What
• 15:36
  I
• 15:36
  think
• 15:36
  is
• 15:37
  important
• 15:37
  for
• 15:37
  people
• 15:37
  to
• 15:37
  know,
• 15:38
  though,
• 15:38
  is
• 15:38
  business
• 15:38
  can
• 15:39
  be
• 15:39
  done
• 15:39
  any
• 15:39
  way
• 15:39
  you
• 15:39
  want.
• 15:40
  There's
• 15:40
  so
• 15:40
  much
• 15:41
  possibility,
• 15:41
  and
• 15:42
  that's
• 15:42
  one
• 15:42
  of
• 15:42
  the
• 15:42
  most
• 15:42
  wonderful
• 15:43
  things,
• 15:43
  how
• 15:43
  creative
• 15:44
  we
• 15:44
  get
• 15:44
  to
• 15:44
  be
• 15:44
  in
• 15:45
  business.
• 15:45
  What
• 15:46
  we
• 15:46
  need
• 15:46
  to
• 15:46
  understand
• 15:47
  is
• 15:47
  to
• 15:47
  do
• 15:48
  business
• 15:48
  that
• 15:48
  way.
• 15:49
  What
• 15:49
  is
• 15:49
  it
• 15:49
  going
• 15:49
  to
• 15:49
  take
• 15:49
  to
• 15:50
  get
• 15:50
  there?
• 15:50
  Maybe
• 15:50
  the
• 15:51
  road
• 15:51
  is
• 15:51
  longer
• 15:51
  than
• 15:51
  we
• 15:52
  want.
• 15:52
  For
• 15:52
  example,
• 15:53
  I
• 15:54
  often
• 15:54
  see
• 15:55
  business
• 15:55
  owners
• 15:55
  who
• 15:56
  want
• 15:56
  to
• 15:56
  get
• 15:56
  paid
• 15:56
  from
• 15:56
  a
• 15:57
  business
• 15:57
  right
• 15:57
  away.
• 15:58
  They
• 15:58
  need
• 15:58
  that
• 15:58
  salary.
• 15:59
  So
• 15:59
  we
• 16:00
  make
• 16:00
  different
• 16:00
  decisions
• 16:01
  than
• 16:01
  somebody
• 16:01
  who's
• 16:01
  like,
• 16:02
  I
• 16:02
  don't
• 16:02
  need
• 16:02
  a
• 16:02
  salary
• 16:03
  from
• 16:03
  this
• 16:03
  business
• 16:03
  for
• 16:04
  18
• 16:04
  months,
• 16:05
  and
• 16:05
  so
• 16:05
  I'm
• 16:05
  gonna
• 16:05
  put
• 16:05
  it
• 16:06
  all
• 16:06
  back
• 16:06
  in.
• 16:06
  And,
• 16:06
  like,
• 16:06
  our
• 16:07
  growth
• 16:07
  rate
• 16:07
  might
• 16:07
  be
• 16:07
  different,
• 16:08
  right?
• 16:08
  So
• 16:09
  really
• 16:10
  understanding
• 16:10
  what
• 16:10
  do
• 16:11
  I
• 16:11
  need
• 16:11
  from
• 16:11
  this
• 16:11
  business,
• 16:12
  and
• 16:12
  then
• 16:12
  how
• 16:13
  do
• 16:13
  the
• 16:13
  numbers
• 16:13
  fit
• 16:13
  into
• 16:14
  this
• 16:14
  being
• 16:15
  okay?
• 16:15
  Asking
• 16:16
  for
• 16:16
  help
• 16:16
  is
• 16:16
  the
• 16:16
  biggest
• 16:17
  thing.
• 16:17
  Knowing
• 16:17
  that
• 16:18
  I've
• 16:18
  just
• 16:18
  got
• 16:18
  this
• 16:18
  muscle
• 16:19
  to
• 16:19
  grow,
• 16:19
  and
• 16:19
  one
• 16:19
  day
• 16:20
  I'm
• 16:20
  gonna
• 16:20
  know
• 16:20
  all
• 16:20
  about
• 16:21
  it.
• 16:21
  My
• 16:21
  CFO
• 16:22
  is
• 16:22
  gonna
• 16:22
  list
• 16:22
  off
• 16:22
  all
• 16:23
  these
• 16:23
  numbers,
• 16:23
  and
• 16:23
  I'm
• 16:23
  gonna
• 16:23
  have
• 16:24
  known
• 16:24
  them
• 16:24
  already
• 16:24
  because
• 16:25
  I'm
• 16:25
  confident
• 16:25
  in
• 16:26
  this
• 16:26
  business,
• 16:26
  but
• 16:27
  being
• 16:27
  okay
• 16:27
  with
• 16:27
  being
• 16:29
  a
• 16:29
  student,
• 16:30
  learning
• 16:30
  and
• 16:31
  putting
• 16:31
  in
• 16:31
  the
• 16:31
  10,000
• 16:32
  hours
• 16:32
  that
• 16:32
  it's
• 16:33
  going
• 16:33
  to
• 16:33
  take
• 16:33
  to
• 16:33
  be
• 16:33
  an
• 16:33
  expert
• 16:34
  at
• 16:34
  anything.
• 16:35
  And
• 16:36
  I
• 16:36
  would
• 16:36
  say
• 16:36
  it's
• 16:36
  10,000
• 16:37
  hours
• 16:37
  for
• 16:37
  every
• 16:38
  business
• 16:38
  you
• 16:38
  start,
• 16:39
  because
• 16:39
  every
• 16:40
  business
• 16:40
  is
• 16:40
  a
• 16:40
  new
• 16:40
  puzzle.
• 16:41
  I'm
• 16:42
  on
• 16:42
  my
• 16:42
  sixth
• 16:42
  business
• 16:43
  now,
• 16:43
  and,
• 16:43
  you
• 16:43
  know,
• 16:44
  it's
• 16:44
  like
• 16:44
  I.
• 16:44
  Every
• 16:44
  time
• 16:45
  I
• 16:45
  start
• 16:45
  a
• 16:45
  company,
• 16:45
  I
• 16:46
  have
• 16:46
  to.
• 16:46
  I
• 16:47
  have
• 16:47
  to
• 16:47
  figure
• 16:47
  it
• 16:47
  out
• 16:47
  again.
• 16:48
  It's
• 16:48
  faster
• 16:49
  now.
• 16:49
  I
• 16:50
  know
• 16:50
  better
• 16:51
  what
• 16:51
  to
• 16:51
  look
• 16:51
  for.
• 16:52
  I'm
• 16:52
  not
• 16:52
  completely
• 16:53
  running
• 16:53
  around
• 16:54
  in
• 16:54
  the
• 16:54
  dark,
• 16:55
  but
• 16:55
  it's
• 16:55
  not
• 16:55
  like
• 16:56
  I
• 16:56
  did
• 16:56
  it
• 16:56
  before.
• 16:56
  So
• 16:57
  now
• 16:57
  I
• 16:57
  just
• 16:57
  do
• 16:57
  exactly
• 16:58
  the
• 16:58
  same
• 16:58
  thing
• 16:58
  again.
• 16:59
  Every
• 16:59
  time
• 16:59
  you
• 16:59
  do
• 16:59
  it,
• 17:00
  it's
• 17:00
  a
• 17:01
  new
• 17:01
  dimension,
• 17:02
  a
• 17:02
  new
• 17:02
  organism
• 17:03
  you're
• 17:03
  dealing
• 17:04
  with.
• 17:04
  One
• 17:05
  thing
• 17:05
  that
• 17:06
  changed
• 17:06
  in
• 17:06
  business,
• 17:07
  2,
• 17:07
  3,
• 17:07
  4
• 17:08
  for
• 17:08
  me
• 17:08
  was
• 17:09
  that
• 17:09
  I
• 17:10
  knew
• 17:10
  from
• 17:11
  experience
• 17:11
  in
• 17:12
  one
• 17:12
  that
• 17:12
  I
• 17:12
  actually
• 17:13
  could
• 17:13
  have
• 17:13
  went
• 17:14
  further
• 17:14
  faster
• 17:14
  had
• 17:15
  I
• 17:15
  asked
• 17:15
  the
• 17:15
  right
• 17:15
  questions.
• 17:16
  And
• 17:16
  so
• 17:17
  I
• 17:17
  feel
• 17:17
  like
• 17:17
  I
• 17:18
  set
• 17:18
  the
• 17:18
  bar
• 17:18
  higher
• 17:19
  for
• 17:19
  myself.
• 17:20
  I
• 17:20
  started
• 17:20
  asking
• 17:20
  the
• 17:21
  right
• 17:21
  questions.
• 17:22
  If
• 17:22
  I
• 17:22
  wanted
• 17:22
  to
• 17:22
  hit
• 17:23
  six
• 17:23
  figures
• 17:23
  today,
• 17:24
  what
• 17:24
  would
• 17:24
  I
• 17:24
  do?
• 17:24
  If
• 17:25
  I
• 17:25
  wanted
• 17:25
  to
• 17:25
  hit
• 17:25
  seven
• 17:26
  figures
• 17:26
  today,
• 17:26
  what
• 17:26
  would
• 17:26
  I
• 17:26
  do?
• 17:27
  Whereas
• 17:28
  for
• 17:28
  the
• 17:28
  most
• 17:28
  part,
• 17:28
  when
• 17:29
  you're
• 17:29
  starting
• 17:29
  business
• 17:30
  One,
• 17:30
  you're
• 17:30
  not
• 17:31
  setting
• 17:31
  that
• 17:31
  bar
• 17:31
  high
• 17:32
  enough.
• 17:32
  I
• 17:32
  think
• 17:33
  first
• 17:33
  time
• 17:33
  founders,
• 17:34
  we
• 17:34
  typically
• 17:35
  expect
• 17:36
  less
• 17:36
  of
• 17:36
  our
• 17:36
  people.
• 17:37
  Whether
• 17:37
  it's
• 17:37
  subcontractors
• 17:38
  team.
• 17:39
  I
• 17:39
  don't
• 17:39
  know
• 17:39
  why
• 17:40
  we
• 17:40
  think
• 17:41
  we
• 17:42
  can
• 17:42
  hire
• 17:42
  people
• 17:43
  for
• 17:43
  mediocre
• 17:44
  results
• 17:45
  and
• 17:45
  then
• 17:45
  get
• 17:45
  to
• 17:46
  unicorn
• 17:46
  status.
• 17:47
  They
• 17:47
  didn't
• 17:47
  hire
• 17:47
  mediocre
• 17:48
  people
• 17:48
  at
• 17:49
  marketing
• 17:49
  and
• 17:50
  make
• 17:50
  it
• 17:50
  big.
• 17:50
  Right.
• 17:51
  If
• 17:51
  you
• 17:51
  want
• 17:52
  to
• 17:52
  go
• 17:52
  big
• 17:52
  places,
• 17:53
  you
• 17:53
  need
• 17:53
  the
• 17:54
  right
• 17:54
  team
• 17:55
  to
• 17:55
  get
• 17:55
  you
• 17:55
  there.
• 17:56
  There's
• 17:57
  people
• 17:57
  out
• 17:57
  there
• 17:57
  for
• 17:57
  everybody.
• 17:58
  But
• 17:58
  you
• 17:59
  have
• 17:59
  to
• 17:59
  be
• 17:59
  able
• 17:59
  to
• 17:59
  assess
• 18:00
  those
• 18:00
  fits
• 18:00
  sooner.
• 18:02
  Sometimes
• 18:03
  that
• 18:03
  is
• 18:03
  one
• 18:03
  of
• 18:03
  the
• 18:03
  big
• 18:04
  challenges.
• 18:04
  Early
• 18:04
  on,
• 18:05
  do
• 18:05
  you
• 18:05
  need
• 18:06
  to
• 18:06
  take
• 18:06
  a
• 18:07
  a
• 18:07
  salary?
• 18:08
  Can
• 18:08
  you
• 18:08
  decide
• 18:09
  not
• 18:09
  to?
• 18:10
  Can
• 18:10
  you
• 18:10
  invest
• 18:10
  in
• 18:11
  the
• 18:11
  best
• 18:11
  people?
• 18:12
  Can
• 18:12
  you
• 18:12
  hire
• 18:13
  three
• 18:13
  people
• 18:13
  at
• 18:13
  the
• 18:13
  beginning
• 18:14
  rather
• 18:14
  than
• 18:14
  one?
• 18:15
  That's
• 18:16
  really
• 18:16
  about
• 18:17
  how
• 18:17
  much
• 18:17
  cash
• 18:17
  you
• 18:17
  have.
• 18:18
  I
• 18:18
  know
• 18:19
  I
• 18:19
  don't
• 18:19
  have
• 18:19
  the
• 18:19
  specific
• 18:20
  statistics.
• 18:20
  I
• 18:21
  can
• 18:21
  put
• 18:21
  them
• 18:21
  in
• 18:21
  the
• 18:22
  description
• 18:22
  below,
• 18:23
  but
• 18:23
  it's
• 18:24
  a
• 18:24
  lot
• 18:24
  less.
• 18:25
  Women
• 18:25
  founders
• 18:26
  who
• 18:27
  go
• 18:27
  out
• 18:27
  and
• 18:28
  get
• 18:28
  capital
• 18:29
  of
• 18:29
  any
• 18:29
  kind,
• 18:29
  whether
• 18:30
  it's
• 18:30
  loans
• 18:31
  or
• 18:31
  an
• 18:32
  investor,
• 18:32
  it's
• 18:33
  a
• 18:33
  much
• 18:33
  lower
• 18:33
  percentage.
• 18:34
  Women
• 18:35
  get
• 18:35
  to
• 18:36
  6,
• 18:36
  7
• 18:37
  figures
• 18:37
  at
• 18:38
  half
• 18:38
  the
• 18:38
  rate
• 18:39
  that
• 18:39
  men
• 18:39
  do.
• 18:40
  This
• 18:40
  comes
• 18:40
  from
• 18:40
  my
• 18:41
  experience
• 18:41
  as
• 18:42
  a
• 18:42
  founder
• 18:42
  that
• 18:43
  you
• 18:43
  need
• 18:43
  cash,
• 18:44
  you
• 18:45
  need
• 18:45
  to
• 18:45
  have
• 18:45
  some
• 18:45
  money
• 18:46
  up
• 18:46
  front
• 18:46
  in
• 18:46
  order
• 18:47
  to
• 18:47
  grow.
• 18:48
  Thoughts
• 18:48
  on
• 18:49
  that?
• 18:50
  Yeah.
• 18:50
  So
• 18:51
  I
• 18:51
  see
• 18:51
  people,
• 18:52
  for
• 18:52
  example,
• 18:52
  like
• 18:53
  if
• 18:53
  you
• 18:53
  had
• 18:53
  more
• 18:53
  cash,
• 18:54
  they
• 18:54
  would
• 18:54
  hire
• 18:55
  experts,
• 18:55
  they
• 18:56
  would
• 18:56
  hire
• 18:56
  management
• 18:57
  level.
• 18:57
  They'd
• 18:58
  be
• 18:58
  able
• 18:58
  to
• 18:58
  grow
• 18:58
  faster
• 18:59
  where
• 18:59
  they
• 18:59
  take
• 19:00
  like
• 19:00
  this
• 19:00
  lower
• 19:01
  stair
• 19:01
  stepped
• 19:01
  approach.
• 19:02
  So
• 19:02
  I
• 19:02
  agree
• 19:02
  with
• 19:02
  you
• 19:03
  wholeheartedly
• 19:03
  that
• 19:03
  we
• 19:04
  grow
• 19:04
  faster
• 19:04
  because
• 19:05
  we're
• 19:05
  not
• 19:05
  taking
• 19:05
  funding.
• 19:06
  A
• 19:06
  friend
• 19:07
  of
• 19:07
  mine
• 19:07
  did
• 19:07
  take
• 19:07
  funding
• 19:08
  in
• 19:08
  her
• 19:08
  company
• 19:09
  and
• 19:09
  she
• 19:09
  said,
• 19:09
  I
• 19:09
  wanted
• 19:09
  to
• 19:10
  be
• 19:10
  able
• 19:10
  to
• 19:10
  pay
• 19:10
  myself.
• 19:11
  And
• 19:11
  I
• 19:12
  think
• 19:12
  that
• 19:13
  women
• 19:13
  look
• 19:14
  at
• 19:14
  like,
• 19:14
  oh,
• 19:14
  I
• 19:14
  have
• 19:15
  to
• 19:15
  sacrifice,
• 19:16
  I'm
• 19:16
  gonna
• 19:16
  go
• 19:16
  with
• 19:16
  little
• 19:16
  pay.
• 19:17
  And
• 19:18
  so
• 19:18
  that's
• 19:18
  one
• 19:18
  of
• 19:18
  the
• 19:18
  reasons.
• 19:19
  But
• 19:20
  no
• 19:20
  matter
• 19:20
  which
• 19:20
  road
• 19:21
  you
• 19:21
  take,
• 19:22
  you
• 19:22
  have
• 19:22
  to
• 19:22
  be
• 19:22
  good
• 19:22
  with
• 19:23
  it.
• 19:23
  Because
• 19:24
  if
• 19:24
  you
• 19:24
  do
• 19:24
  take
• 19:25
  funding,
• 19:25
  as
• 19:26
  women,
• 19:26
  we're
• 19:26
  pretty
• 19:26
  emotional
• 19:27
  beings,
• 19:27
  right?
• 19:28
  So
• 19:28
  when
• 19:29
  you
• 19:29
  are
• 19:29
  taking
• 19:29
  funding,
• 19:30
  all
• 19:31
  of
• 19:31
  a
• 19:31
  sudden
• 19:31
  you
• 19:31
  have
• 19:31
  investors
• 19:32
  that
• 19:32
  are
• 19:32
  saying,
• 19:32
  are
• 19:33
  you
• 19:33
  doing
• 19:33
  the
• 19:33
  right
• 19:33
  thing
• 19:33
  with
• 19:34
  my
• 19:34
  money?
• 19:34
  There's
• 19:35
  a
• 19:35
  different
• 19:35
  level
• 19:35
  of
• 19:35
  pressure
• 19:36
  that
• 19:36
  comes
• 19:36
  with
• 19:36
  that.
• 19:37
  Do
• 19:38
  I
• 19:38
  think
• 19:38
  we
• 19:38
  need
• 19:38
  funding
• 19:39
  or
• 19:39
  not
• 19:39
  need
• 19:39
  funding?
• 19:40
  I
• 19:40
  don't
• 19:41
  know
• 19:41
  that
• 19:41
  I
• 19:41
  have
• 19:41
  an
• 19:41
  answer
• 19:42
  to
• 19:42
  that.
• 19:42
  But
• 19:42
  what
• 19:42
  I
• 19:42
  do
• 19:43
  think
• 19:43
  is
• 19:43
  you
• 19:43
  need
• 19:43
  to
• 19:44
  ask
• 19:44
  yourself
• 19:44
  how
• 19:44
  you
• 19:45
  go
• 19:45
  further,
• 19:45
  faster.
• 19:47
  Dan
• 19:47
  Sullivan
• 19:48
  wrote
• 19:48
  10x
• 19:48
  is
• 19:48
  easier
• 19:49
  than
• 19:49
  2x.
• 19:49
  And
• 19:50
  I
• 19:50
  just
• 19:50
  don't
• 19:50
  think
• 19:50
  that
• 19:50
  we
• 19:51
  ask
• 19:51
  ourselves
• 19:51
  those
• 19:51
  10x
• 19:52
  questions
• 19:53
  often
• 19:53
  enough
• 19:54
  of
• 19:55
  how
• 19:55
  would
• 19:55
  I
• 19:55
  really
• 19:56
  go
• 19:56
  big?
• 19:56
  We're
• 19:56
  always
• 19:57
  in
• 19:57
  the
• 19:57
  groove
• 19:57
  of
• 19:58
  incremental
• 19:58
  change.
• 19:59
  How
• 19:59
  do
• 19:59
  we
• 19:59
  get
• 19:59
  One
• 19:59
  more
• 20:00
  person
• 20:00
  on
• 20:00
  the
• 20:00
  team
• 20:01
  this
• 20:01
  year.
• 20:01
  We're
• 20:01
  not
• 20:01
  even
• 20:02
  doing
• 20:02
  the
• 20:02
  right
• 20:03
  work
• 20:03
  to
• 20:03
  have
• 20:03
  those
• 20:04
  massive
• 20:04
  results
• 20:05
  because
• 20:05
  we
• 20:05
  didn't
• 20:06
  ask
• 20:06
  ourselves
• 20:06
  how
• 20:07
  we
• 20:07
  get
• 20:07
  massive
• 20:07
  results.
• 20:08
  Exactly.
• 20:09
  I'm
• 20:09
  a
• 20:10
  Dan
• 20:10
  Solomon
• 20:10
  fan,
• 20:10
  too.
• 20:11
  Um,
• 20:11
  I'm
• 20:11
  a
• 20:12
  strategic
• 20:12
  coach.
• 20:12
  Are
• 20:13
  you?
• 20:13
  Are
• 20:13
  you
• 20:13
  a
• 20:13
  strategic
• 20:14
  coach?
• 20:14
  I
• 20:14
  am
• 20:15
  not.
• 20:15
  But
• 20:15
  that
• 20:16
  there's
• 20:16
  so
• 20:16
  much
• 20:16
  good
• 20:17
  stuff.
• 20:17
  To
• 20:17
  learn
• 20:18
  from
• 20:18
  our
• 20:18
  male
• 20:19
  counterparts.
• 20:20
  We
• 20:20
  can
• 20:20
  bring
• 20:20
  it
• 20:20
  back
• 20:20
  into
• 20:21
  these
• 20:21
  environments
• 20:22
  and
• 20:22
  infuse
• 20:22
  it
• 20:23
  into
• 20:23
  a
• 20:23
  feminine
• 20:24
  way
• 20:24
  of
• 20:24
  doing
• 20:25
  it.
• 20:25
  Right.
• 20:26
  It
• 20:26
  is.
• 20:27
  I
• 20:27
  love.
• 20:27
  I
• 20:27
  love
• 20:28
  that
• 20:28
  you're
• 20:28
  asking.
• 20:28
  What
• 20:29
  are
• 20:29
  those
• 20:29
  questions?
• 20:29
  The
• 20:30
  questions
• 20:30
  you
• 20:30
  ask
• 20:30
  yourself
• 20:31
  at
• 20:31
  the
• 20:31
  beginning
• 20:31
  is
• 20:32
  different.
• 20:32
  It
• 20:32
  made
• 20:33
  me
• 20:33
  think
• 20:33
  about
• 20:33
  when
• 20:34
  you're
• 20:34
  starting.
• 20:34
  You
• 20:35
  do
• 20:35
  ask
• 20:35
  yourself
• 20:36
  different
• 20:36
  questions
• 20:37
  on
• 20:37
  a
• 20:37
  later
• 20:38
  company
• 20:38
  than
• 20:39
  the
• 20:39
  first
• 20:39
  one.
• 20:40
  And
• 20:40
  I
• 20:40
  think
• 20:41
  it's
• 20:41
  not
• 20:41
  even
• 20:41
  necessarily
• 20:42
  about
• 20:42
  how
• 20:42
  do
• 20:43
  I
• 20:43
  do
• 20:43
  it
• 20:43
  as
• 20:43
  fast
• 20:43
  as
• 20:44
  my
• 20:44
  male
• 20:44
  counterpart
• 20:45
  or
• 20:45
  how
• 20:45
  do
• 20:45
  I
• 20:45
  do
• 20:45
  it
• 20:45
  this
• 20:45
  way?
• 20:45
  But
• 20:46
  it's
• 20:46
  like,
• 20:47
  what
• 20:47
  are
• 20:47
  some
• 20:47
  of
• 20:47
  the
• 20:47
  things
• 20:48
  that
• 20:48
  we
• 20:48
  can
• 20:48
  take
• 20:48
  from
• 20:49
  what
• 20:49
  they
• 20:49
  do
• 20:49
  and
• 20:50
  then
• 20:50
  also
• 20:50
  infuse
• 20:51
  our
• 20:51
  own
• 20:52
  way
• 20:53
  of
• 20:53
  doing
• 20:53
  things
• 20:54
  to
• 20:54
  it?
• 20:54
  They
• 20:55
  got
• 20:55
  those
• 20:55
  results,
• 20:55
  but
• 20:56
  they
• 20:56
  did
• 20:56
  it
• 20:56
  by
• 20:56
  doing
• 20:57
  abc.
• 20:57
  And
• 20:57
  I'm
• 20:57
  not
• 20:58
  in
• 20:58
  line
• 20:58
  with
• 20:58
  that.
• 20:59
  So
• 20:59
  I'm
• 20:59
  gonna
• 20:59
  adjust
• 21:00
  that,
• 21:00
  sacrifice
• 21:00
  this,
• 21:01
  but
• 21:01
  gain
• 21:01
  this
• 21:01
  and
• 21:02
  really
• 21:02
  just
• 21:02
  make
• 21:02
  it
• 21:02
  our
• 21:02
  own.
• 21:03
  That's
• 21:03
  what
• 21:03
  business
• 21:03
  is
• 21:04
  like.
• 21:04
  There's
• 21:04
  nothing
• 21:04
  out
• 21:05
  there
• 21:05
  that
• 21:05
  hasn't
• 21:05
  already
• 21:06
  been
• 21:06
  done
• 21:06
  pretty
• 21:06
  much.
• 21:07
  So
• 21:08
  there's
• 21:08
  nothing
• 21:08
  new
• 21:09
  at
• 21:09
  this
• 21:09
  point.
• 21:09
  And
• 21:10
  how
• 21:10
  do
• 21:10
  you
• 21:10
  make
• 21:10
  it
• 21:11
  your
• 21:11
  own
• 21:12
  and
• 21:12
  really
• 21:13
  enjoy
• 21:13
  the
• 21:13
  process?
• 21:15
  Tell
• 21:15
  us
• 21:16
  about
• 21:16
  your
• 21:17
  perspective
• 21:18
  on
• 21:18
  community
• 21:20
  and
• 21:20
  why
• 21:21
  that's
• 21:21
  important,
• 21:22
  why
• 21:22
  it's
• 21:22
  important
• 21:22
  to
• 21:23
  you
• 21:23
  personally,
• 21:23
  how
• 21:24
  it's
• 21:24
  been
• 21:25
  catalyst
• 21:26
  in
• 21:26
  your
• 21:26
  own
• 21:26
  business
• 21:27
  and
• 21:27
  your
• 21:27
  own
• 21:27
  business
• 21:28
  growth,
• 21:28
  as
• 21:29
  well
• 21:29
  as
• 21:29
  how
• 21:30
  you
• 21:30
  see
• 21:30
  it
• 21:30
  operating
• 21:31
  with
• 21:31
  your
• 21:31
  clients.
• 21:33
  Mm.
• 21:34
  I
• 21:35
  think
• 21:35
  it's
• 21:35
  really
• 21:36
  funny
• 21:36
  because
• 21:36
  from
• 21:37
  a
• 21:37
  marketing
• 21:37
  perspective,
• 21:38
  there's
• 21:39
  books
• 21:39
  out
• 21:39
  there
• 21:39
  that
• 21:39
  are
• 21:40
  like
• 21:40
  raving
• 21:40
  fans.
• 21:41
  And
• 21:41
  we're
• 21:42
  always
• 21:42
  talking
• 21:42
  about
• 21:43
  how
• 21:44
  our
• 21:44
  existing
• 21:45
  customers
• 21:45
  are
• 21:46
  the
• 21:46
  best
• 21:46
  referral
• 21:47
  sources
• 21:47
  and
• 21:48
  all
• 21:48
  of
• 21:48
  these
• 21:48
  things
• 21:49
  that
• 21:49
  are
• 21:49
  talking
• 21:49
  about
• 21:50
  the
• 21:50
  loyalty.
• 21:51
  But
• 21:51
  then
• 21:52
  as
• 21:52
  we
• 21:52
  do
• 21:52
  business
• 21:53
  and
• 21:53
  as
• 21:53
  we're
• 21:53
  growing
• 21:54
  business,
• 21:54
  I
• 21:55
  don't
• 21:55
  know
• 21:55
  why
• 21:55
  that's
• 21:55
  not
• 21:55
  a
• 21:56
  focus
• 21:56
  for
• 21:56
  us.
• 21:57
  And
• 21:57
  I
• 21:57
  think
• 21:58
  we
• 21:58
  forget
• 21:58
  about.
• 21:59
  In
• 21:59
  chasing
• 22:00
  sometimes
• 22:00
  goals,
• 22:00
  we
• 22:01
  forget
• 22:01
  about
• 22:01
  the
• 22:01
  human
• 22:02
  aspect.
• 22:03
  The
• 22:03
  businesses
• 22:04
  that
• 22:04
  I
• 22:04
  see
• 22:04
  that
• 22:05
  have
• 22:05
  done
• 22:05
  the
• 22:05
  most
• 22:06
  success
• 22:06
  recently
• 22:07
  are
• 22:08
  able
• 22:08
  to
• 22:08
  reflect
• 22:09
  to
• 22:09
  a
• 22:10
  team,
• 22:10
  to
• 22:10
  a
• 22:10
  customer,
• 22:11
  to
• 22:11
  a
• 22:11
  vendor,
• 22:12
  how
• 22:12
  important
• 22:13
  relationships
• 22:14
  are.
• 22:15
  Quotes
• 22:15
  everywhere
• 22:15
  about
• 22:16
  your
• 22:16
  network
• 22:16
  is
• 22:16
  your
• 22:16
  net
• 22:17
  worth.
• 22:17
  But
• 22:17
  beyond
• 22:18
  the
• 22:18
  fact
• 22:18
  that
• 22:18
  it
• 22:19
  adds
• 22:19
  to
• 22:19
  the
• 22:19
  bottom
• 22:19
  line,
• 22:20
  it's
• 22:21
  the
• 22:21
  experience
• 22:21
  of
• 22:22
  how
• 22:22
  you
• 22:22
  do
• 22:22
  business.
• 22:23
  Right.
• 22:24
  You
• 22:24
  talk
• 22:24
  about
• 22:25
  entrepreneurship
• 22:25
  like
• 22:26
  it's
• 22:26
  lonely
• 22:26
  at
• 22:26
  the
• 22:26
  top.
• 22:27
  No.
• 22:27
  You
• 22:28
  chose
• 22:28
  to
• 22:28
  do
• 22:28
  it
• 22:29
  that
• 22:29
  way,
• 22:29
  when
• 22:30
  you
• 22:31
  put
• 22:32
  relationships
• 22:33
  over
• 22:33
  the
• 22:33
  bottom
• 22:33
  line,
• 22:34
  and
• 22:34
  this
• 22:34
  is
• 22:34
  coming
• 22:34
  from
• 22:34
  a
• 22:35
  finance
• 22:35
  person,
• 22:36
  how
• 22:37
  wide
• 22:37
  that
• 22:37
  gap
• 22:38
  of
• 22:38
  how
• 22:38
  much
• 22:38
  effort
• 22:39
  you
• 22:39
  put
• 22:39
  into
• 22:39
  each
• 22:40
  has
• 22:40
  to
• 22:40
  be
• 22:40
  analyzed.
• 22:41
  It
• 22:41
  can't
• 22:41
  just
• 22:41
  be
• 22:42
  relationships
• 22:43
  or
• 22:43
  you
• 22:43
  don't
• 22:43
  have
• 22:43
  a
• 22:44
  business
• 22:44
  because
• 22:44
  you
• 22:44
  spent
• 22:44
  all
• 22:45
  the
• 22:45
  money.
• 22:45
  But
• 22:46
  when
• 22:46
  you
• 22:46
  can
• 22:46
  put
• 22:46
  relationships
• 22:47
  over
• 22:47
  the
• 22:48
  bottom
• 22:48
  line
• 22:49
  every
• 22:49
  single
• 22:50
  day,
• 22:50
  your
• 22:51
  community
• 22:51
  will
• 22:51
  show
• 22:51
  up
• 22:52
  for
• 22:52
  you,
• 22:52
  no
• 22:52
  matter
• 22:52
  who
• 22:53
  specifically
• 22:54
  you're
• 22:54
  talking
• 22:54
  about.
• 22:55
  And
• 22:55
  so
• 22:56
  for
• 22:56
  us,
• 22:56
  we
• 22:56
  spend
• 22:57
  very
• 22:57
  little
• 22:57
  on
• 22:57
  advertising.
• 22:58
  We
• 22:59
  spend
• 22:59
  a
• 22:59
  lot
• 22:59
  of
• 23:00
  our
• 23:00
  advertising
• 23:00
  budget
• 23:01
  on
• 23:01
  making
• 23:01
  sure
• 23:02
  our
• 23:02
  clients
• 23:02
  are
• 23:02
  happy
• 23:03
  and
• 23:03
  referring
• 23:03
  us
• 23:04
  every
• 23:04
  day.
• 23:05
  I'm
• 23:05
  very
• 23:06
  giving
• 23:06
  with
• 23:06
  my
• 23:07
  time,
• 23:07
  and
• 23:07
  that's
• 23:07
  reflected
• 23:08
  in
• 23:08
  the
• 23:08
  way
• 23:08
  people
• 23:09
  interact
• 23:09
  with
• 23:09
  me.
• 23:10
  Community
• 23:11
  shows
• 23:11
  up
• 23:11
  in
• 23:11
  lots
• 23:11
  of
• 23:12
  different
• 23:12
  ways.
• 23:12
  Sometimes
• 23:13
  we're
• 23:13
  thinking
• 23:13
  about,
• 23:14
  did
• 23:14
  we
• 23:15
  sponsor
• 23:15
  a
• 23:15
  sports
• 23:15
  team?
• 23:16
  Or,
• 23:16
  you
• 23:17
  know,
• 23:17
  how
• 23:17
  did
• 23:17
  you
• 23:17
  show
• 23:17
  up
• 23:17
  for
• 23:18
  the
• 23:18
  community?
• 23:18
  But
• 23:18
  it's
• 23:19
  bigger
• 23:19
  than
• 23:19
  that.
• 23:19
  You
• 23:20
  really
• 23:20
  need
• 23:20
  to
• 23:21
  understand
• 23:22
  how
• 23:23
  your
• 23:23
  business
• 23:23
  impacts
• 23:24
  the
• 23:24
  people
• 23:25
  you're
• 23:25
  doing
• 23:25
  business
• 23:26
  with.
• 23:27
  Every
• 23:27
  one
• 23:27
  of
• 23:27
  those
• 23:28
  human
• 23:28
  connections
• 23:28
  you
• 23:29
  have,
• 23:29
  you
• 23:29
  need
• 23:29
  to
• 23:29
  understand
• 23:30
  how
• 23:30
  you're
• 23:30
  providing
• 23:31
  value
• 23:31
  to
• 23:31
  somebody.
• 23:32
  Because
• 23:32
  if
• 23:33
  you
• 23:33
  can
• 23:33
  provide
• 23:33
  value
• 23:34
  to
• 23:34
  the
• 23:34
  team,
• 23:35
  to
• 23:35
  the
• 23:35
  community,
• 23:35
  to
• 23:36
  your
• 23:36
  customers,
• 23:37
  to
• 23:37
  your
• 23:37
  vendors,
• 23:38
  then
• 23:38
  you'll
• 23:38
  become
• 23:38
  a
• 23:39
  necessity
• 23:40
  instead
• 23:40
  of
• 23:40
  a
• 23:41
  nice
• 23:41
  to
• 23:41
  have.
• 23:42
  I
• 23:42
  love
• 23:42
  what
• 23:43
  you're
• 23:43
  saying.
• 23:43
  The
• 23:44
  experience
• 23:44
  of
• 23:45
  being
• 23:45
  in
• 23:46
  relationship
• 23:46
  with
• 23:47
  others
• 23:47
  and
• 23:48
  cultivating
• 23:49
  positive,
• 23:50
  caring,
• 23:51
  authentic
• 23:52
  relationships
• 23:53
  where
• 23:53
  you
• 23:53
  care
• 23:53
  about
• 23:54
  the
• 23:54
  person,
• 23:54
  the
• 23:55
  company
• 23:55
  that
• 23:55
  you're
• 23:56
  serving,
• 23:56
  people
• 23:57
  that
• 23:57
  are
• 23:57
  on
• 23:57
  your
• 23:58
  team,
• 23:58
  you
• 23:59
  know,
• 23:59
  the
• 23:59
  vendors
• 23:59
  you
• 24:00
  have
• 24:00
  care
• 24:01
  about
• 24:01
  them.
• 24:02
  Truly,
• 24:02
  it's
• 24:03
  way
• 24:03
  more
• 24:03
  pleasant.
• 24:04
  You
• 24:04
  don't
• 24:05
  feel
• 24:05
  afloat
• 24:06
  the
• 24:06
  way
• 24:06
  you
• 24:06
  were
• 24:06
  talking
• 24:07
  about.
• 24:08
  You
• 24:08
  can't
• 24:08
  just
• 24:09
  not
• 24:10
  care
• 24:10
  and
• 24:10
  expect
• 24:11
  to
• 24:11
  do
• 24:12
  well
• 24:13
  beyond
• 24:14
  that.
• 24:14
  I
• 24:14
  think
• 24:14
  it's
• 24:14
  interesting
• 24:15
  because
• 24:15
  you
• 24:15
  can
• 24:15
  walk
• 24:16
  into
• 24:16
  a
• 24:16
  room
• 24:16
  at
• 24:17
  a
• 24:17
  networking
• 24:17
  event
• 24:17
  and
• 24:18
  we
• 24:18
  could
• 24:18
  stand
• 24:18
  there
• 24:18
  together
• 24:19
  and
• 24:19
  be
• 24:19
  like,
• 24:20
  which
• 24:20
  one
• 24:20
  of
• 24:20
  these
• 24:21
  owners
• 24:21
  truly
• 24:21
  cares
• 24:22
  about
• 24:22
  the
• 24:22
  people
• 24:23
  they're
• 24:23
  in
• 24:23
  relationship
• 24:23
  with
• 24:24
  and
• 24:24
  the
• 24:24
  community
• 24:24
  that
• 24:25
  they're
• 24:25
  involved
• 24:25
  in?
• 24:26
  Because
• 24:26
  you
• 24:26
  can
• 24:27
  tell
• 24:27
  in
• 24:28
  their
• 24:28
  bodies,
• 24:29
  in
• 24:29
  the
• 24:29
  way
• 24:29
  that
• 24:29
  they
• 24:29
  show
• 24:30
  up,
• 24:30
  the
• 24:30
  words
• 24:30
  they
• 24:31
  use,
• 24:31
  their
• 24:31
  behavior.
• 24:32
  You
• 24:33
  have
• 24:33
  this
• 24:33
  confidence,
• 24:34
  this
• 24:34
  knowing.
• 24:35
  Even
• 24:35
  if
• 24:35
  you're
• 24:36
  up
• 24:36
  against
• 24:36
  challenges,
• 24:36
  when
• 24:37
  you
• 24:37
  have
• 24:37
  community,
• 24:38
  there
• 24:38
  is
• 24:38
  a
• 24:39
  pleasantness
• 24:39
  to
• 24:40
  even
• 24:40
  the
• 24:40
  challenges,
• 24:41
  right?
• 24:41
  You'll
• 24:41
  come
• 24:42
  out
• 24:42
  the
• 24:42
  other
• 24:42
  side.
• 24:43
  But
• 24:43
  when
• 24:44
  you
• 24:44
  don't
• 24:44
  have
• 24:45
  community
• 24:45
  around
• 24:45
  you,
• 24:46
  when
• 24:46
  it's
• 24:46
  only
• 24:47
  about
• 24:47
  the
• 24:47
  bottom
• 24:47
  line
• 24:48
  or
• 24:48
  you
• 24:49
  and
• 24:49
  you're
• 24:49
  not
• 24:49
  doing
• 24:50
  it
• 24:50
  for
• 24:50
  the
• 24:50
  community,
• 24:51
  you
• 24:51
  can
• 24:51
  tell
• 24:52
  those
• 24:52
  are
• 24:52
  people
• 24:52
  who
• 24:53
  ask
• 24:53
  you
• 24:53
  for
• 24:53
  a
• 24:54
  sale
• 24:54
  before
• 24:54
  they
• 24:54
  say
• 24:54
  hi
• 24:55
  or
• 24:55
  know
• 24:55
  your
• 24:55
  name.
• 24:56
  They're
• 24:56
  the
• 24:56
  ones
• 24:56
  who
• 24:56
  are
• 24:57
  undercutting
• 24:57
  their
• 24:57
  vendors.
• 24:58
  And
• 24:59
  they're
• 24:59
  the
• 24:59
  people
• 24:59
  that
• 25:00
  maybe
• 25:00
  people
• 25:00
  talk
• 25:00
  about
• 25:01
  behind
• 25:01
  their
• 25:01
  back
• 25:01
  because
• 25:01
  they're
• 25:02
  like,
• 25:02
  oh,
• 25:02
  my
• 25:02
  gosh,
• 25:02
  I
• 25:02
  don't
• 25:02
  really
• 25:03
  want
• 25:03
  to
• 25:03
  do
• 25:03
  business
• 25:03
  with
• 25:04
  that
• 25:04
  person.
• 25:04
  I
• 25:05
  personally
• 25:05
  would
• 25:05
  much
• 25:05
  rather
• 25:06
  be
• 25:06
  the
• 25:06
  person
• 25:06
  that
• 25:07
  everybody
• 25:07
  talks
• 25:08
  positively
• 25:08
  about
• 25:08
  when
• 25:09
  I'm
• 25:09
  not
• 25:09
  in
• 25:09
  the
• 25:09
  room.
• 25:10
  There's
• 25:10
  a
• 25:10
  settledness
• 25:11
  to
• 25:11
  that,
• 25:11
  right?
• 25:12
  I
• 25:12
  know
• 25:12
  I've
• 25:12
  done
• 25:12
  my
• 25:12
  best
• 25:13
  today,
• 25:13
  and
• 25:13
  people
• 25:14
  know
• 25:14
  if
• 25:14
  I
• 25:14
  made
• 25:14
  a
• 25:14
  mistake,
• 25:15
  it
• 25:15
  was
• 25:15
  truly
• 25:16
  a
• 25:16
  mistake,
• 25:16
  and
• 25:16
  I'm
• 25:16
  going
• 25:16
  to
• 25:16
  make
• 25:17
  it
• 25:17
  right.
• 25:17
  There
• 25:17
  is
• 25:17
  a
• 25:17
  confidence
• 25:18
  that
• 25:18
  comes
• 25:19
  with
• 25:19
  that,
• 25:20
  and
• 25:20
  you
• 25:20
  can
• 25:20
  see
• 25:21
  that
• 25:21
  in
• 25:21
  somebody's
• 25:21
  energy
• 25:22
  and
• 25:22
  behavior.
• 25:23
  And
• 25:23
  so
• 25:23
  I
• 25:24
  think
• 25:24
  it's
• 25:24
  really
• 25:24
  interesting.
• 25:26
  Which
• 25:27
  goes
• 25:27
  back
• 25:27
  to
• 25:27
  what
• 25:27
  you
• 25:27
  were
• 25:28
  saying
• 25:28
  before
• 25:28
  about
• 25:29
  where
• 25:30
  you
• 25:30
  need
• 25:31
  to
• 25:31
  grow.
• 25:32
  What
• 25:32
  a
• 25:33
  great
• 25:33
  place
• 25:34
  for
• 25:34
  any
• 25:34
  of
• 25:34
  us
• 25:35
  to
• 25:35
  begin
• 25:35
  and
• 25:36
  to
• 25:36
  develop
• 25:36
  our
• 25:37
  sense
• 25:37
  of
• 25:37
  confidence
• 25:38
  and
• 25:38
  gravitas
• 25:39
  as
• 25:39
  we're,
• 25:40
  you
• 25:40
  know,
• 25:40
  navigating
• 25:41
  being
• 25:41
  entrepreneurs,
• 25:42
  but
• 25:42
  to
• 25:43
  focus
• 25:43
  on
• 25:43
  being
• 25:44
  in
• 25:44
  good
• 25:45
  relationships,
• 25:45
  keeping
• 25:46
  our
• 25:46
  promises,
• 25:47
  showing
• 25:47
  up,
• 25:48
  listening,
• 25:48
  being
• 25:49
  wholehearted.
• 25:50
  I
• 25:50
  always
• 25:50
  believe
• 25:50
  for
• 25:51
  myself
• 25:52
  that
• 25:52
  if
• 25:52
  my
• 25:52
  business
• 25:53
  is
• 25:54
  stuck,
• 25:54
  it's
• 25:54
  a
• 25:54
  reflection
• 25:55
  of
• 25:56
  some
• 25:56
  stuckness
• 25:56
  in
• 25:57
  me,
• 25:58
  some
• 25:58
  willingness
• 25:59
  to
• 25:59
  let
• 26:00
  go,
• 26:00
  some
• 26:00
  unwillingness
• 26:01
  to
• 26:01
  transform
• 26:02
  or
• 26:02
  heal.
• 26:03
  I
• 26:03
  think
• 26:04
  something
• 26:04
  about
• 26:04
  that
• 26:04
  willingness
• 26:05
  to
• 26:05
  just
• 26:05
  keep
• 26:05
  growing
• 26:07
  along
• 26:08
  the
• 26:08
  way.
• 26:09
  I
• 26:09
  think
• 26:09
  one
• 26:10
  of
• 26:10
  the
• 26:10
  biggest
• 26:10
  things,
• 26:10
  though,
• 26:11
  if
• 26:11
  somebody's
• 26:11
  listening
• 26:11
  to
• 26:12
  this,
• 26:12
  they're
• 26:12
  like,
• 26:12
  well,
• 26:12
  but
• 26:12
  everybody
• 26:13
  needs
• 26:13
  something
• 26:13
  from
• 26:14
  me,
• 26:14
  and
• 26:14
  I
• 26:14
  don't
• 26:14
  know
• 26:14
  how
• 26:14
  to
• 26:14
  manage
• 26:15
  all
• 26:15
  those
• 26:15
  demands.
• 26:16
  And
• 26:16
  that
• 26:16
  somebody
• 26:17
  in
• 26:17
  a
• 26:17
  little
• 26:17
  bit
• 26:17
  of
• 26:17
  scarcity
• 26:18
  mindset,
• 26:18
  right?
• 26:19
  If
• 26:19
  I
• 26:20
  had
• 26:20
  any
• 26:20
  advice
• 26:20
  for
• 26:21
  them,
• 26:21
  it
• 26:21
  would
• 26:21
  be,
• 26:22
  you
• 26:22
  can
• 26:22
  be
• 26:23
  kind
• 26:23
  without
• 26:23
  being
• 26:23
  nice.
• 26:24
  And
• 26:24
  that's
• 26:24
  one
• 26:24
  of
• 26:24
  the
• 26:24
  biggest
• 26:25
  skill
• 26:25
  sets
• 26:25
  that
• 26:26
  you
• 26:26
  have
• 26:26
  to
• 26:26
  learn
• 26:26
  in
• 26:26
  business
• 26:27
  is
• 26:27
  like,
• 26:27
  how
• 26:27
  do
• 26:28
  you
• 26:28
  show
• 26:28
  up
• 26:28
  kindly?
• 26:29
  So
• 26:29
  even
• 26:29
  when
• 26:30
  you're
• 26:30
  maybe
• 26:31
  having
• 26:31
  to
• 26:31
  increase
• 26:31
  fees
• 26:32
  for
• 26:32
  a
• 26:32
  customer,
• 26:33
  or
• 26:33
  you're
• 26:33
  saying
• 26:34
  no
• 26:34
  to
• 26:34
  a
• 26:34
  wage
• 26:35
  increase
• 26:35
  an
• 26:35
  employee's
• 26:36
  asking
• 26:36
  for,
• 26:36
  if
• 26:37
  you
• 26:37
  genuinely
• 26:38
  care
• 26:38
  about
• 26:38
  them
• 26:39
  and
• 26:39
  the
• 26:39
  relationship,
• 26:39
  relationships,
• 26:40
  you
• 26:41
  might
• 26:41
  be
• 26:41
  saying
• 26:41
  no.
• 26:42
  So
• 26:42
  you're
• 26:42
  not
• 26:42
  being
• 26:42
  nice,
• 26:43
  but
• 26:43
  you're
• 26:43
  doing
• 26:44
  it
• 26:44
  in
• 26:44
  a
• 26:44
  kind
• 26:44
  and
• 26:45
  caring
• 26:45
  way.
• 26:46
  That
• 26:46
  is
• 26:46
  what
• 26:46
  provides
• 26:47
  that
• 26:47
  settledness
• 26:48
  in
• 26:48
  business
• 26:49
  and
• 26:49
  the.
• 26:49
  The
• 26:50
  quality
• 26:50
  of
• 26:50
  the
• 26:50
  relationships
• 26:51
  over
• 26:52
  just
• 26:52
  giving
• 26:52
  into
• 26:52
  the
• 26:52
  demands.
• 26:53
  If
• 26:53
  somebody's
• 26:53
  listening
• 26:54
  and
• 26:54
  they're
• 26:54
  like,
• 26:54
  well,
• 26:54
  you
• 26:54
  just
• 26:54
  want
• 26:55
  me
• 26:55
  to
• 26:55
  say
• 26:55
  yes
• 26:55
  to
• 26:55
  everybody.
• 26:56
  That's
• 26:56
  not
• 26:56
  what
• 26:56
  we're
• 26:57
  asking
• 26:57
  for.
• 26:58
  You
• 26:58
  have
• 26:59
  to
• 26:59
  be
• 26:59
  very
• 26:59
  careful
• 27:00
  about
• 27:00
  your
• 27:00
  energy
• 27:01
  and
• 27:01
  time.
• 27:01
  It
• 27:02
  can
• 27:02
  be
• 27:02
  part
• 27:02
  of
• 27:02
  your
• 27:02
  brand,
• 27:03
  right?
• 27:03
  I'm
• 27:03
  a
• 27:04
  person
• 27:04
  who
• 27:04
  needs
• 27:04
  a
• 27:04
  lot
• 27:05
  of
• 27:05
  personal
• 27:06
  time.
• 27:06
  I
• 27:06
  really
• 27:06
  have
• 27:06
  to
• 27:06
  insulate
• 27:07
  myself
• 27:07
  because
• 27:07
  I
• 27:08
  need
• 27:08
  a
• 27:08
  lot
• 27:08
  of
• 27:08
  boundaries.
• 27:09
  I
• 27:09
  try
• 27:09
  to
• 27:10
  have
• 27:10
  as
• 27:10
  few
• 27:10
  people
• 27:10
  reporting
• 27:11
  directly
• 27:11
  to
• 27:11
  me,
• 27:12
  the
• 27:12
  people
• 27:12
  who
• 27:12
  do,
• 27:12
  and
• 27:13
  then
• 27:13
  I
• 27:13
  empower
• 27:14
  them
• 27:14
  to
• 27:14
  go
• 27:14
  out
• 27:15
  and
• 27:15
  do
• 27:15
  the
• 27:15
  other
• 27:16
  part,
• 27:16
  you
• 27:16
  know,
• 27:16
  to
• 27:16
  the
• 27:17
  rest
• 27:17
  of
• 27:17
  the
• 27:17
  team.
• 27:18
  Yeah.
• 27:18
  And
• 27:18
  that's
• 27:19
  where
• 27:19
  going
• 27:19
  back
• 27:19
  to
• 27:20
  how
• 27:20
  you
• 27:20
  create
• 27:20
  your
• 27:21
  business
• 27:21
  is.
• 27:22
  You
• 27:22
  know
• 27:22
  that
• 27:22
  about
• 27:22
  yourself.
• 27:23
  You're
• 27:23
  like,
• 27:23
  okay,
• 27:23
  what
• 27:23
  are
• 27:23
  my
• 27:24
  strengths?
• 27:24
  What
• 27:24
  are
• 27:24
  my
• 27:24
  weaknesses?
• 27:25
  How
• 27:25
  do
• 27:25
  I
• 27:26
  have
• 27:26
  to
• 27:26
  do
• 27:26
  business
• 27:26
  to
• 27:27
  show
• 27:27
  up?
• 27:27
  Well,
• 27:28
  how
• 27:28
  do
• 27:28
  I
• 27:28
  run
• 27:28
  this
• 27:29
  business
• 27:29
  so
• 27:29
  that
• 27:29
  I
• 27:30
  only
• 27:30
  have
• 27:30
  a
• 27:30
  couple
• 27:31
  of
• 27:31
  direct
• 27:31
  reports
• 27:32
  and
• 27:32
  then
• 27:32
  I've
• 27:33
  empowered
• 27:33
  them
• 27:33
  and
• 27:34
  I
• 27:34
  tell
• 27:34
  them,
• 27:35
  this
• 27:35
  is
• 27:35
  really
• 27:36
  important
• 27:36
  for
• 27:36
  me,
• 27:37
  that
• 27:37
  your
• 27:37
  direct
• 27:38
  reports
• 27:38
  feel
• 27:38
  really
• 27:39
  important
• 27:39
  to.
• 27:39
  To
• 27:40
  you,
• 27:40
  to
• 27:40
  the
• 27:40
  business.
• 27:41
  Right.
• 27:41
  It's
• 27:41
  the
• 27:42
  values
• 27:42
  that
• 27:42
  we
• 27:42
  project
• 27:43
  and
• 27:43
  the
• 27:43
  culture
• 27:44
  that
• 27:44
  we
• 27:44
  create.
• 27:45
  But
• 27:45
  you've
• 27:45
  also
• 27:46
  created
• 27:46
  the
• 27:46
  system
• 27:47
  to
• 27:47
  work
• 27:47
  best.
• 27:47
  With
• 27:47
  you
• 27:48
  coming
• 27:48
  back
• 27:49
  full
• 27:49
  circle,
• 27:49
  we
• 27:49
  really
• 27:50
  do
• 27:50
  need
• 27:50
  to
• 27:50
  look
• 27:50
  at
• 27:50
  how
• 27:51
  the
• 27:51
  finances
• 27:51
  support
• 27:52
  that.
• 27:52
  If
• 27:52
  you've
• 27:52
  held
• 27:53
  that
• 27:53
  vision
• 27:53
  in
• 27:53
  your
• 27:53
  head
• 27:54
  for
• 27:54
  this
• 27:54
  is
• 27:54
  my
• 27:54
  business
• 27:55
  and
• 27:55
  this
• 27:55
  is
• 27:56
  how
• 27:56
  we
• 27:56
  want
• 27:56
  to
• 27:56
  operate
• 27:57
  and
• 27:57
  perform,
• 27:58
  then
• 27:58
  how
• 27:59
  do
• 27:59
  we
• 27:59
  make
• 27:59
  all
• 27:59
  the
• 28:00
  math
• 28:00
  work
• 28:00
  to
• 28:01
  create
• 28:01
  that?
• 28:02
  Wonderful.
• 28:03
  So
• 28:04
  I
• 28:04
  know
• 28:04
  you
• 28:04
  also
• 28:05
  have
• 28:05
  a
• 28:05
  podcast,
• 28:06
  the
• 28:06
  Small
• 28:07
  Business
• 28:07
  School
• 28:07
  podcast,
• 28:08
  and
• 28:09
  you
• 28:09
  also
• 28:09
  have
• 28:10
  the
• 28:10
  Small
• 28:10
  Business
• 28:11
  Club.
• 28:12
  Can
• 28:12
  you
• 28:12
  tell
• 28:12
  us
• 28:13
  what
• 28:13
  those
• 28:14
  are?
• 28:15
  Yeah.
• 28:15
  The
• 28:16
  Small
• 28:16
  Business
• 28:16
  Club
• 28:16
  really
• 28:17
  just
• 28:17
  started
• 28:17
  because
• 28:18
  I
• 28:18
  love
• 28:19
  community
• 28:19
  and
• 28:19
  connection.
• 28:20
  I
• 28:20
  started
• 28:21
  it
• 28:21
  to
• 28:21
  invite
• 28:22
  people
• 28:22
  that
• 28:22
  I
• 28:23
  got
• 28:23
  to
• 28:23
  know
• 28:24
  that
• 28:24
  I
• 28:24
  wanted
• 28:24
  to
• 28:24
  connect
• 28:25
  together
• 28:25
  as
• 28:26
  a
• 28:26
  way
• 28:26
  of
• 28:26
  being
• 28:26
  like,
• 28:26
  hey,
• 28:27
  once
• 28:27
  a
• 28:27
  month,
• 28:27
  first
• 28:27
  Friday
• 28:28
  of
• 28:28
  the
• 28:28
  month,
• 28:28
  this
• 28:29
  is
• 28:29
  where
• 28:29
  we're
• 28:29
  going
• 28:29
  to
• 28:29
  be.
• 28:30
  We
• 28:30
  can
• 28:30
  be
• 28:30
  in
• 28:30
  community
• 28:31
  together.
• 28:31
  We
• 28:31
  get
• 28:31
  to
• 28:32
  connect.
• 28:32
  And
• 28:32
  so
• 28:32
  it's
• 28:33
  a
• 28:33
  very
• 28:33
  informal
• 28:33
  place
• 28:34
  to
• 28:34
  network,
• 28:35
  connect,
• 28:36
  see
• 28:36
  some
• 28:36
  familiar
• 28:37
  faces
• 28:37
  you
• 28:38
  wanted
• 28:38
  to
• 28:38
  catch
• 28:38
  up
• 28:38
  on.
• 28:39
  That's
• 28:39
  really
• 28:39
  how
• 28:40
  it
• 28:40
  started.
• 28:40
  It's
• 28:40
  one
• 28:40
  of
• 28:41
  my
• 28:41
  favorite
• 28:41
  places
• 28:41
  to
• 28:41
  be
• 28:42
  on
• 28:42
  the
• 28:42
  first
• 28:42
  Friday
• 28:42
  of
• 28:43
  every
• 28:43
  month
• 28:43
  at
• 28:43
  12
• 28:44
  Eastern.
• 28:45
  And
• 28:46
  that's
• 28:46
  about
• 28:47
  small
• 28:47
  Business
• 28:47
  school.
• 28:48
  It's
• 28:48
  so
• 28:48
  hard
• 28:48
  to
• 28:48
  provide
• 28:49
  good
• 28:50
  quality
• 28:50
  advice,
• 28:51
  whether
• 28:51
  it's
• 28:51
  mindset
• 28:52
  or
• 28:52
  strategy
• 28:53
  for
• 28:53
  growing
• 28:54
  a
• 28:54
  business
• 28:55
  in
• 28:56
  the
• 28:56
  30
• 28:56
  or
• 28:57
  60
• 28:57
  seconds
• 28:58
  that
• 28:58
  social
• 28:58
  media
• 28:59
  thinks
• 28:59
  you
• 28:59
  can
• 28:59
  provide
• 29:00
  it
• 29:00
  in.
• 29:00
  It
• 29:01
  started
• 29:01
  as
• 29:01
  just
• 29:01
  a
• 29:01
  place
• 29:02
  to
• 29:02
  provide
• 29:02
  that
• 29:02
  good
• 29:03
  behind
• 29:03
  the
• 29:03
  scenes
• 29:04
  what
• 29:04
  you
• 29:05
  really
• 29:05
  need
• 29:05
  to
• 29:05
  do
• 29:05
  to
• 29:06
  grow.
• 29:06
  And
• 29:07
  yeah,
• 29:08
  just
• 29:08
  love
• 29:08
  it.
• 29:09
  I
• 29:09
  think
• 29:10
  that's
• 29:10
  great.
• 29:10
  So
• 29:11
  is
• 29:11
  the
• 29:11
  Small
• 29:11
  Business
• 29:11
  Club
• 29:12
  a
• 29:12
  physical
• 29:12
  club
• 29:12
  or
• 29:13
  is
• 29:13
  it
• 29:13
  something
• 29:13
  that
• 29:13
  you
• 29:14
  do
• 29:14
  online?
• 29:15
  Yeah,
• 29:15
  it's
• 29:16
  an
• 29:16
  online
• 29:16
  space
• 29:16
  and
• 29:17
  anybody's
• 29:17
  welcome
• 29:18
  to
• 29:18
  join.
• 29:18
  The
• 29:19
  more
• 29:19
  the
• 29:19
  merrier.
• 29:20
  People
• 29:20
  can
• 29:20
  find
• 29:21
  that
• 29:21
  on
• 29:21
  thriveaccounting.
• 29:22
  Co.
• 29:23
  Correct?
• 29:23
  Yep.
• 29:24
  Awesome.
• 29:25
  Maybe
• 29:25
  you
• 29:25
  could
• 29:25
  tell
• 29:25
  us
• 29:26
  a
• 29:26
  little
• 29:26
  bit
• 29:26
  more
• 29:26
  about
• 29:27
  all
• 29:27
  of
• 29:27
  the
• 29:27
  services
• 29:28
  you
• 29:28
  offer
• 29:29
  and
• 29:29
  how
• 29:29
  somebody
• 29:30
  might
• 29:30
  get
• 29:31
  in
• 29:31
  touch
• 29:31
  with
• 29:31
  you
• 29:32
  and
• 29:32
  learn
• 29:32
  more
• 29:32
  about
• 29:33
  your
• 29:34
  really,
• 29:35
  I
• 29:35
  think,
• 29:36
  very
• 29:36
  special
• 29:37
  way
• 29:37
  of
• 29:38
  working
• 29:38
  on
• 29:38
  the
• 29:38
  topic
• 29:39
  of
• 29:39
  assignments.
• 29:41
  Yeah.
• 29:42
  So
• 29:42
  currently
• 29:42
  we
• 29:42
  serve
• 29:43
  Canadian
• 29:44
  small
• 29:44
  businesses.
• 29:45
  We
• 29:45
  provide
• 29:45
  bookkeeping,
• 29:46
  payroll
• 29:47
  tax
• 29:47
  and
• 29:48
  CFO
• 29:48
  services.
• 29:49
  I'm
• 29:49
  passionate
• 29:50
  about
• 29:51
  seeing
• 29:51
  Small
• 29:51
  businesses
• 29:52
  succeed.
• 29:52
  That's
• 29:52
  why
• 29:53
  the
• 29:53
  club
• 29:53
  exists,
• 29:53
  to
• 29:54
  meet
• 29:54
  somebody
• 29:54
  else
• 29:54
  that
• 29:55
  could
• 29:55
  provide
• 29:55
  you
• 29:55
  advice
• 29:55
  to
• 29:55
  get
• 29:56
  further,
• 29:56
  faster.
• 29:56
  Or
• 29:56
  the
• 29:57
  podcast
• 29:57
  exists,
• 29:58
  but
• 29:58
  you
• 29:58
  can
• 29:58
  also
• 29:59
  just
• 29:59
  find
• 29:59
  some
• 29:59
  free
• 30:00
  resources
• 30:00
  online
• 30:01
  that
• 30:01
  if
• 30:01
  you're
• 30:01
  not
• 30:02
  Canadian,
• 30:02
  it's
• 30:02
  like,
• 30:02
  okay,
• 30:03
  this
• 30:03
  is
• 30:03
  what
• 30:03
  I
• 30:03
  would
• 30:03
  be
• 30:03
  thinking
• 30:04
  about.
• 30:04
  For
• 30:04
  me,
• 30:05
  I
• 30:05
  really
• 30:05
  am
• 30:05
  always
• 30:06
  open
• 30:06
  to
• 30:06
  a
• 30:06
  conversation
• 30:07
  or
• 30:07
  a
• 30:07
  DM
• 30:08
  that
• 30:08
  you're
• 30:08
  like,
• 30:08
  hey,
• 30:08
  I
• 30:09
  may
• 30:09
  not
• 30:09
  be
• 30:09
  a
• 30:09
  client.
• 30:09
  Why?
• 30:10
  That
• 30:10
  doesn't
• 30:10
  matter
• 30:10
  to
• 30:10
  me.
• 30:11
  I
• 30:11
  want
• 30:11
  to
• 30:11
  see
• 30:11
  businesses
• 30:12
  succeed.
• 30:12
  More
• 30:13
  specifically,
• 30:13
  I'd
• 30:13
  like
• 30:14
  to
• 30:14
  see
• 30:14
  more
• 30:14
  women
• 30:14
  business
• 30:15
  owners
• 30:16
  have
• 30:16
  the
• 30:16
  tools
• 30:17
  they
• 30:17
  need
• 30:17
  in
• 30:17
  scaling
• 30:18
  so
• 30:18
  they
• 30:18
  don't
• 30:18
  give
• 30:19
  up
• 30:19
  or
• 30:19
  that
• 30:20
  they
• 30:20
  go
• 30:20
  further,
• 30:20
  faster.
• 30:22
  So,
• 30:23
  Stacy,
• 30:23
  what
• 30:24
  is
• 30:24
  a
• 30:24
  final
• 30:25
  word
• 30:25
  of
• 30:25
  advice,
• 30:26
  a
• 30:27
  word
• 30:27
  of
• 30:27
  wisdom
• 30:28
  that
• 30:28
  you'd
• 30:28
  like
• 30:28
  to
• 30:28
  offer
• 30:29
  our
• 30:30
  founders
• 30:31
  who
• 30:31
  are
• 30:32
  growing,
• 30:32
  plateaued,
• 30:33
  or
• 30:33
  struggling?
• 30:35
  If
• 30:36
  I
• 30:36
  was
• 30:36
  talking
• 30:36
  to
• 30:37
  business
• 30:37
  owners,
• 30:38
  it's
• 30:38
  that
• 30:38
  you
• 30:39
  need
• 30:39
  to
• 30:40
  really
• 30:40
  spend
• 30:41
  some
• 30:41
  time
• 30:41
  studying
• 30:42
  that
• 30:42
  goal
• 30:42
  of
• 30:42
  where
• 30:43
  you're
• 30:43
  going
• 30:43
  and
• 30:44
  understanding
• 30:44
  full
• 30:45
  picture
• 30:46
  what
• 30:46
  that
• 30:47
  means
• 30:47
  for
• 30:48
  your
• 30:48
  mindset,
• 30:49
  who
• 30:49
  you
• 30:49
  need
• 30:49
  to
• 30:49
  be
• 30:50
  to
• 30:50
  lead
• 30:50
  that
• 30:50
  company.
• 30:51
  What
• 30:51
  does
• 30:51
  the
• 30:51
  day
• 30:52
  to
• 30:52
  day
• 30:52
  look
• 30:52
  like
• 30:53
  and
• 30:53
  what
• 30:53
  does
• 30:53
  the
• 30:53
  financial
• 30:54
  plan
• 30:54
  look
• 30:54
  like?
• 30:55
  That
• 30:55
  is
• 30:55
  what
• 30:55
  I'm
• 30:55
  seeing
• 30:56
  get
• 30:57
  in
• 30:57
  the
• 30:57
  way
• 30:57
  of
• 30:57
  people
• 30:59
  growing
• 31:00
  great
• 31:00
  businesses.
• 31:02
  What
• 31:02
  is
• 31:03
  the
• 31:03
  goal,
• 31:03
  where
• 31:03
  are
• 31:03
  you
• 31:04
  going
• 31:05
  and
• 31:05
  how
• 31:06
  would
• 31:06
  your
• 31:06
  day
• 31:06
  be?
• 31:07
  I
• 31:07
  love
• 31:07
  that.
• 31:07
  In
• 31:08
  order
• 31:08
  to
• 31:08
  get
• 31:08
  there,
• 31:08
  what
• 31:09
  does
• 31:09
  your
• 31:09
  day
• 31:09
  to
• 31:09
  day
• 31:09
  need
• 31:10
  to
• 31:10
  look
• 31:10
  like?
• 31:10
  What's
• 31:11
  the
• 31:11
  person
• 31:11
  you
• 31:12
  need
• 31:12
  to
• 31:12
  be?
• 31:12
  What
• 31:13
  do
• 31:13
  you
• 31:13
  have?
• 31:13
  What
• 31:13
  thoughts
• 31:14
  do
• 31:14
  you
• 31:14
  need
• 31:14
  to
• 31:14
  have
• 31:14
  in
• 31:14
  your
• 31:15
  head?
• 31:15
  But
• 31:15
  the
• 31:15
  numbers
• 31:16
  are
• 31:16
  sort
• 31:16
  of
• 31:16
  proof.
• 31:17
  Yeah.
• 31:19
  So
• 31:19
  I
• 31:19
  find
• 31:20
  people
• 31:20
  put
• 31:20
  together
• 31:21
  this
• 31:21
  vision
• 31:22
  and
• 31:22
  it's
• 31:22
  like
• 31:22
  half
• 31:23
  of
• 31:23
  a
• 31:23
  puzzle.
• 31:24
  And
• 31:24
  they're
• 31:24
  like,
• 31:24
  okay,
• 31:25
  so
• 31:25
  this
• 31:25
  is
• 31:25
  gonna
• 31:25
  work.
• 31:26
  But
• 31:26
  when
• 31:26
  you
• 31:27
  put
• 31:27
  numbers
• 31:27
  to
• 31:27
  it,
• 31:28
  you
• 31:28
  kind
• 31:28
  of
• 31:28
  see
• 31:28
  the
• 31:29
  flaws.
• 31:29
  You're
• 31:29
  like,
• 31:29
  oh,
• 31:29
  that
• 31:30
  doesn't
• 31:30
  work.
• 31:30
  And
• 31:31
  so
• 31:31
  it's
• 31:31
  like
• 31:31
  telling
• 31:32
  you
• 31:32
  all
• 31:32
  those
• 31:32
  areas
• 31:33
  that
• 31:33
  you'll
• 31:34
  have
• 31:34
  a
• 31:34
  problem
• 31:34
  before
• 31:34
  you
• 31:35
  get
• 31:35
  there.
• 31:35
  So
• 31:36
  when
• 31:36
  you're
• 31:36
  defining
• 31:36
  that
• 31:37
  vision,
• 31:37
  you
• 31:37
  bring
• 31:37
  the
• 31:37
  numbers
• 31:38
  into
• 31:38
  it.
• 31:38
  You
• 31:38
  get
• 31:38
  to
• 31:39
  take
• 31:39
  all
• 31:39
  the
• 31:39
  risk
• 31:39
  out
• 31:39
  of
• 31:40
  it
• 31:40
  ahead
• 31:40
  of
• 31:40
  time.
• 31:41
  I
• 31:41
  love
• 31:41
  that
• 31:42
  and
• 31:42
  I
• 31:42
  believe
• 31:43
  that
• 31:43
  too.
• 31:43
  I
• 31:44
  feel
• 31:44
  like
• 31:44
  I
• 31:45
  until
• 31:45
  I
• 31:46
  have
• 31:46
  my
• 31:46
  financial
• 31:47
  plan
• 31:48
  along
• 31:49
  with
• 31:49
  my
• 31:49
  goals
• 31:50
  for
• 31:51
  my
• 31:51
  signing,
• 31:51
  my
• 31:52
  marketing
• 31:52
  metrics,
• 31:53
  like
• 31:53
  knowing
• 31:54
  how
• 31:54
  many
• 31:55
  leads
• 31:55
  do
• 31:55
  I
• 31:55
  need
• 31:55
  to
• 31:56
  get
• 31:56
  in
• 31:56
  order
• 31:56
  to
• 31:56
  get
• 31:56
  that
• 31:57
  many
• 31:57
  customers
• 31:58
  to
• 31:58
  get
• 31:58
  that
• 31:58
  much
• 31:59
  revenue?
• 32:00
  I.
• 32:00
  Until
• 32:01
  I
• 32:01
  have
• 32:02
  a
• 32:02
  plan
• 32:02
  that
• 32:02
  fits
• 32:03
  together
• 32:04
  financially,
• 32:06
  I
• 32:06
  feel
• 32:06
  nervous,
• 32:08
  I
• 32:08
  feel
• 32:09
  overwhelmed.
• 32:10
  But
• 32:10
  once
• 32:10
  I
• 32:10
  sit
• 32:11
  down
• 32:11
  with
• 32:11
  the
• 32:11
  numbers
• 32:12
  and
• 32:12
  I
• 32:12
  plan
• 32:12
  out
• 32:13
  the
• 32:13
  financial
• 32:13
  plan,
• 32:14
  how
• 32:15
  much
• 32:15
  am
• 32:15
  I
• 32:15
  going
• 32:15
  to
• 32:15
  spend
• 32:15
  on
• 32:15
  my
• 32:16
  people
• 32:16
  overhead?
• 32:17
  How
• 32:17
  much
• 32:17
  money
• 32:17
  am
• 32:18
  I
• 32:18
  going
• 32:18
  to
• 32:18
  spend
• 32:18
  on
• 32:18
  marketing
• 32:19
  and
• 32:19
  sales?
• 32:19
  How
• 32:20
  much
• 32:20
  does
• 32:20
  my
• 32:20
  product
• 32:21
  or
• 32:21
  service
• 32:21
  cost.
• 32:23
  And
• 32:23
  then
• 32:24
  if
• 32:24
  I
• 32:24
  want
• 32:24
  to
• 32:25
  implement
• 32:26
  these
• 32:26
  strategies,
• 32:27
  how
• 32:27
  much
• 32:27
  does
• 32:27
  that
• 32:28
  cost?
• 32:29
  Then
• 32:29
  it
• 32:29
  starts
• 32:30
  to
• 32:30
  become
• 32:30
  like,
• 32:30
  okay,
• 32:31
  well,
• 32:31
  I've
• 32:31
  got
• 32:31
  all
• 32:31
  kinds
• 32:32
  of
• 32:32
  choices.
• 32:32
  When
• 32:33
  you
• 32:33
  start
• 32:33
  to
• 32:33
  look
• 32:33
  at
• 32:34
  it,
• 32:34
  you
• 32:34
  have
• 32:34
  to
• 32:34
  look
• 32:34
  at
• 32:34
  it.
• 32:36
  I
• 32:37
  love
• 32:37
  that.
• 32:38
  I
• 32:38
  wanted
• 32:38
  to
• 32:39
  let
• 32:39
  everybody
• 32:39
  know
• 32:39
  that
• 32:40
  Stacy
• 32:40
  has
• 32:40
  a
• 32:41
  free
• 32:41
  profit
• 32:42
  playbook@thriveaccounting.com
• 32:46
  and
• 32:46
  you're
• 32:47
  going
• 32:47
  to
• 32:47
  love
• 32:47
  this.
• 32:47
  It's
• 32:48
  a
• 32:48
  concise
• 32:48
  guide
• 32:49
  that
• 32:49
  will
• 32:49
  help
• 32:50
  you
• 32:50
  understand
• 32:52
  how
• 32:52
  to
• 32:52
  have
• 32:53
  a
• 32:53
  profitable
• 32:53
  organization.
• 32:54
  It'll
• 32:54
  enable
• 32:55
  you
• 32:55
  and
• 32:55
  your
• 32:55
  team
• 32:55
  to
• 32:56
  discern
• 32:56
  which
• 32:56
  methods
• 32:57
  are
• 32:57
  most
• 32:57
  suitable
• 32:58
  for
• 32:58
  your
• 32:58
  business.
• 32:59
  If
• 32:59
  you
• 32:59
  have
• 32:59
  questions,
• 33:00
  you
• 33:00
  can
• 33:00
  reach
• 33:00
  out
• 33:00
  to
• 33:01
  Stacy
• 33:01
  and
• 33:02
  join
• 33:02
  her
• 33:02
  business
• 33:03
  club.
• 33:04
  Together
• 33:05
  we
• 33:05
  can
• 33:05
  build
• 33:05
  our
• 33:05
  companies
• 33:06
  to
• 33:06
  be
• 33:06
  profitable
• 33:07
  and
• 33:07
  sustainable,
• 33:08
  doing
• 33:08
  good
• 33:09
  things
• 33:09
  in
• 33:09
  the
• 33:09
  world.
• 33:11
  Thank
• 33:12
  you
• 33:12
  so
• 33:12
  much.
• 33:13
  Thank
• 33:13
  you
• 33:13
  Stacy
• 33:13
  for
• 33:14
  joining
• 33:14
  me
• 33:14
  today
• 33:15
  on
• 33:15
  the
• 33:15
  Wisdom
• 33:16
  of
• 33:16
  Women
• 33:16
  Show.
• 33:16
  Thank
• 33:17
  you
• 33:17
  for
• 33:17
  illuminating
• 33:18
  the
• 33:18
  path
• 33:18
  to
• 33:18
  unlocking
• 33:20
  opportunities
• 33:21
  for
• 33:21
  growth
• 33:21
  and
• 33:22
  prosperity
• 33:22
  for
• 33:23
  women
• 33:23
  led
• 33:23
  enterprises.
• 33:24
  We
• 33:24
  value
• 33:25
  your
• 33:26
  leadership,
• 33:26
  your
• 33:26
  experience
• 33:27
  and
• 33:27
  your
• 33:27
  wisdom.
• 33:28
  And
• 33:29
  be
• 33:30
  sure
• 33:30
  to
• 33:30
  check
• 33:31
  out
• 33:31
  the
• 33:32
  Growth
• 33:32
  Readiness
• 33:33
  quiz
• 33:33
  at
• 33:33
  a
• 33:33
  ForceForGood
• 33:35
  biz
• 33:36
  quiz
• 33:36
  to
• 33:36
  uncover
• 33:37
  where
• 33:37
  your
• 33:38
  insight
• 33:38
  is
• 33:38
  needed
• 33:39
  most
• 33:39
  in
• 33:39
  your
• 33:40
  business.
• 33:41
  The
• 33:41
  world
• 33:42
  is
• 33:42
  made
• 33:42
  better
• 33:43
  by
• 33:43
  women
• 33:43
  Blend
• 33:44
  business.
• 33:44
  So
• 33:45
  let's
• 33:45
  go
• 33:45
  make
• 33:45
  the
• 33:45
  world
• 33:46
  a
• 33:46
  better
• 33:46
  place.
• 33:48
  Thank
• 33:48
  you.