Latest / Glovisor Podcast / Ep. 45: 40+ Years in Mary Kay: The Secret to Surviving Change - Jeanette Deatherage

Transcript

Ep. 45: 40+ Years in Mary Kay: The Secret to Surviving Change - Jeanette Deatherage · Glovisor Podcast

• 0:00
  Speaker 1: Imagine running a business within a global brand that survives
• 0:04
  Speaker 1: every move, every market change, in every tenological shift. Welcome
• 0:11
  Speaker 1: to the Globvizer podcast, where we explore business growth, communication
• 0:14
  Speaker 1: and personal development through real conversations with people that make
• 0:18
  Speaker 1: an impact. Our guest has spent more than four decades
• 0:21
  Speaker 1: mastering the art of resilience. Her journey through military relocations,
• 0:26
  Speaker 1: market shifts in digital transition has empowered countless women and
• 0:31
  Speaker 1: built a powerful personal brand inside a global sales organization.
• 0:37
  Speaker 1: Globvisor welcomes Jeanette.
• 0:39
  Speaker 2: That's rich.
• 0:40
  Speaker 3: Well, Hi Joe, thank you for having me.
• 0:42
  Speaker 2: It's a pleasure looking forward to the conversation.
• 0:45
  Speaker 3: Read too.
• 0:46
  Speaker 2: All right, Jeanette, So let's start off with please tell
• 0:49
  Speaker 2: us more what you do.
• 0:50
  Speaker 3: While our beauty consultant with mary Kay Cosmetics, and as
• 0:54
  Speaker 3: we'll talk about it later. I've been around for quite
• 0:56
  Speaker 3: some time.
• 0:57
  Speaker 2: Yeah, well, I mean over four decades. That's pretty good.
• 1:00
  Speaker 2: So you've seen a real shift in Mary Kay absolutely,
• 1:05
  Speaker 2: So what inspired you to pursue this path?
• 1:08
  Speaker 3: When I was sixteen, I had a facial number my cousin.
• 1:12
  Speaker 3: And when I say facial, we actually don't touch. We
• 1:14
  Speaker 3: teach how to put it on and I liked the
• 1:17
  Speaker 3: products in but you know, I was pretty young and
• 1:19
  Speaker 3: so it wasn't really something I thought about. So instead,
• 1:23
  Speaker 3: I joined the Air Force, and I have a good
• 1:25
  Speaker 3: math scores, so I was working with all men. There's
• 1:28
  Speaker 3: twenty one men to every one woman, and that's when
• 1:31
  Speaker 3: I realized I had to find a different situation for myself.
• 1:35
  Speaker 3: So I remember the culture of mary Kay was faith, family, career,
• 1:40
  Speaker 3: and I thought that's exactly what I need, so I joined.
• 1:44
  Speaker 3: I like to say, I traded my combat boots in
• 1:46
  Speaker 3: for high heels. I like that.
• 1:51
  Speaker 2: So let's go back though. How was mary Kay back
• 1:56
  Speaker 2: then compared to where it is today.
• 1:59
  Speaker 3: Well, we did do anything on computer at all, and
• 2:03
  Speaker 3: just as a kind of fun thing. We actually I
• 2:07
  Speaker 3: was in Oklahoma City, so when we had you know,
• 2:10
  Speaker 3: orders or things like that, maybe agreements to get started
• 2:13
  Speaker 3: with the business, we literally drove them down on the
• 2:16
  Speaker 3: last day of the month from Oklahoma City to Dallas.
• 2:20
  Speaker 3: So we you know, everything I do is electronic now
• 2:24
  Speaker 3: and it's so much easier than having, like I said,
• 2:27
  Speaker 3: one person we picked to drive everybody else's stuff down,
• 2:31
  Speaker 3: So it wasn't like we all drove, but it was
• 2:35
  Speaker 3: just completely different and I do a lot through Zoom
• 2:38
  Speaker 3: and I'll talk a little bit about that later, but
• 2:41
  Speaker 3: it's entirely different than you know in person that and
• 2:45
  Speaker 3: now a lot of people do both that do in
• 2:46
  Speaker 3: person they do Doom. But I'll kind of explain that
• 2:50
  Speaker 3: in a little bit.
• 2:51
  Speaker 2: Sure, now have the products and offerings changed at all?
• 2:56
  Speaker 3: Well, the products have completely changed it. We have some
• 3:00
  Speaker 3: scientists on our staff. They're constantly testing the product there
• 3:05
  Speaker 3: and we get new products. When I first started, there
• 3:09
  Speaker 3: was only like five pieces to the basic and then
• 3:12
  Speaker 3: there was one palette of lipstick and one palette of
• 3:14
  Speaker 3: eyeshadows and that's all we had. So it's entirely different.
• 3:19
  Speaker 3: Then we do have one the original night cream that
• 3:23
  Speaker 3: we have is is the one thing that state since
• 3:27
  Speaker 3: nineteen sixty three, one product.
• 3:29
  Speaker 2: Well, is that the beginning of Mary Kay nineteen sixty three?
• 3:32
  Speaker 3: Yes, you started on Friday the thirteenth, nineteen sixty three.
• 3:36
  Speaker 2: So now has marketing changed dramatically in those years?
• 3:41
  Speaker 3: Yes, because we do everything by sending out emails and
• 3:45
  Speaker 3: you know, we could do everything from Zoom or meats whatever.
• 3:49
  Speaker 3: People like. I like Zoom talk about it a lot,
• 3:53
  Speaker 3: but it's definitely changed. I mean now some people still
• 3:57
  Speaker 3: sitter on the table and then they demonstrate, you know,
• 4:00
  Speaker 3: put this on and take it off. Put it this on,
• 4:02
  Speaker 3: take it off. But I just find that I can
• 4:06
  Speaker 3: see more people and you know, through electronics systems than
• 4:11
  Speaker 3: you can just locally.
• 4:13
  Speaker 2: Do you think your customers are embracing the new technology
• 4:16
  Speaker 2: or do you think that there's still a segment of
• 4:19
  Speaker 2: the population that still needs that one on one.
• 4:22
  Speaker 3: There's definitely people that want one to want But again
• 4:26
  Speaker 3: I most of many times I can do it right
• 4:29
  Speaker 3: over the phone. If they don't want to do a
• 4:30
  Speaker 3: zoom call, we can do it over the phone, and
• 4:33
  Speaker 3: it works out that way. But I remember, like the
• 4:36
  Speaker 3: first or second move, my customers would say, oh, you
• 4:39
  Speaker 3: don't have to mail it. I'll just find somebody else,
• 4:41
  Speaker 3: And in my horror, I's thinking, you know, I really
• 4:44
  Speaker 3: like this person. I hope that she stays with me.
• 4:47
  Speaker 3: And sometimes I did and sometimes they didn't.
• 4:50
  Speaker 2: So the goal is a Mary Kay consultant is to
• 4:54
  Speaker 2: show them the offerings and then somehow match it to them.
• 4:57
  Speaker 2: Is that what you're doing during those zoom calls.
• 4:59
  Speaker 3: We have our books that gets sent five times a year.
• 5:03
  Speaker 3: And then also you know, through like I said, through
• 5:06
  Speaker 3: Zoom you can do almost anything, and we send out samples.
• 5:11
  Speaker 3: Some some do samples and other people just say let's
• 5:14
  Speaker 3: get together and we're going to do it, you know,
• 5:16
  Speaker 3: just in first and through electronic media.
• 5:19
  Speaker 2: So now, how has the world changed for mary Kay?
• 5:24
  Speaker 2: Episends these other big companies like Amazon, and it was
• 5:28
  Speaker 2: large corporations who are now just pumping all these products
• 5:31
  Speaker 2: out there. How has it changed for mary Kay? And
• 5:35
  Speaker 2: also what is the difference that mary Kay offers that
• 5:39
  Speaker 2: they don't.
• 5:41
  Speaker 3: We had personal service? As you order something through Amazon
• 5:45
  Speaker 3: or whatever, no one's going to call back and say, well,
• 5:47
  Speaker 3: how is the product working for you? I just really
• 5:49
  Speaker 3: want to know, So that's the that's the biggest difference.
• 5:53
  Speaker 3: We stand behind our products personally, but then the company
• 5:56
  Speaker 3: also stands behind the product. They can use half bottle
• 6:00
  Speaker 3: and we still will exchange it for them or return
• 6:04
  Speaker 3: it for them. So it's just so much different than
• 6:08
  Speaker 3: you know, the big companies. Yes, they might be a
• 6:10
  Speaker 3: little tiny bit faster, but not necessarily. I mean, I
• 6:14
  Speaker 3: use it's something called pirate ship and it tells me
• 6:17
  Speaker 3: the fastest way to send the product and which is
• 6:20
  Speaker 3: the least expensive and the fastest weight and I'm always
• 6:23
  Speaker 3: going to go with the fastest way for them to
• 6:24
  Speaker 3: get their products.
• 6:26
  Speaker 2: Now has anything else changed that do you think that
• 6:30
  Speaker 2: it's valuable to share?
• 6:33
  Speaker 3: I like to tell people that, you know, at first
• 6:36
  Speaker 3: I'm get in front of a camera. It could be hard.
• 6:38
  Speaker 3: It was hard for me when I first moved here.
• 6:40
  Speaker 3: You're gonna laugh, but I did networking with the camera off.
• 6:44
  Speaker 3: It's not a great way to network. But I finally
• 6:47
  Speaker 3: because we got here right when Florida closed up for COVID.
• 6:52
  Speaker 3: So when I got my haircut put my makeup on,
• 6:54
  Speaker 3: I said, I can do this, and I went from
• 6:56
  Speaker 3: the camera and ever since then, it's been so much
• 6:58
  Speaker 3: more fun see people on camera. And I made really
• 7:02
  Speaker 3: really good friends from Zoom just because you see them
• 7:06
  Speaker 3: in the Hollywood Squares or Brady Binds some people call it,
• 7:08
  Speaker 3: but you can really make good friends. And sometimes I've
• 7:11
  Speaker 3: actually had some of those friends, Like one person lives
• 7:14
  Speaker 3: in Philadelphia and I've seen them in person twice now,
• 7:20
  Speaker 3: so that's kind of neat. It doesn't have to be,
• 7:22
  Speaker 3: you know, only electronics. We could try to find each
• 7:25
  Speaker 3: other in person too.
• 7:27
  Speaker 2: You take us through the process. If someone contacts you today,
• 7:31
  Speaker 2: how does it work, what does it look like?
• 7:35
  Speaker 3: Well, the first thing we would do is ask if
• 7:37
  Speaker 3: they've ever tried the product, and then the next thing
• 7:41
  Speaker 3: is if they say, oh, yes, I love so and so,
• 7:44
  Speaker 3: then the next thing is I'll say do you have
• 7:46
  Speaker 3: a consultant? And if they say, oh, yes, but she
• 7:49
  Speaker 3: lives so and so, I'd really like to have you
• 7:52
  Speaker 3: do it. We actually send them back to the consultant.
• 7:57
  Speaker 3: But if you know, if that consultant really wasn't working
• 7:59
  Speaker 3: for business and she wasn't getting any catalogs in the mail,
• 8:03
  Speaker 3: then we'll go ahead and you know, we'll work with them.
• 8:06
  Speaker 3: But it is so important Mirka called the golden rule
• 8:09
  Speaker 3: that we always send that consultant, I mean that customer
• 8:12
  Speaker 3: back to the consultant. So that's one thing that's really
• 8:16
  Speaker 3: really important in what we do. But you asked the process.
• 8:20
  Speaker 3: So if somebody, you know, just contact me today and
• 8:23
  Speaker 3: they said that they want to join the company, I
• 8:25
  Speaker 3: would ask them again some of the same questions and say,
• 8:29
  Speaker 3: why don't we try the product first. I don't want
• 8:31
  Speaker 3: them to become a consultant if they don't like the product.
• 8:34
  Speaker 3: So that would be the first thing. Let's try the
• 8:36
  Speaker 3: product first, and if they're really excited about the product,
• 8:39
  Speaker 3: then we can help them get started. And it's like
• 8:42
  Speaker 3: thirty five dollars to get started. They fill out some
• 8:46
  Speaker 3: information and then they even get a free website for
• 8:49
  Speaker 3: that thirty dollars, So it really it's changed. We didn't
• 8:52
  Speaker 3: have websites back then. Everything's done well either over the
• 8:56
  Speaker 3: phone or you know, just at their kids table.
• 9:00
  Speaker 2: It sounds like a very small investment to get into
• 9:04
  Speaker 2: a business.
• 9:04
  Speaker 3: Yes, yes it does.
• 9:06
  Speaker 2: Can you share with us a little bit more about
• 9:08
  Speaker 2: mary Kay? How big is mary Kay? Where are they servicing,
• 9:12
  Speaker 2: where are they selling their products? How many consultants do
• 9:15
  Speaker 2: they have worldwide?
• 9:16
  Speaker 3: First of all, I want you to remember that Mary
• 9:18
  Speaker 3: kay Ash was one person who started this company because
• 9:21
  Speaker 3: of a dream. She was writing a book and when
• 9:24
  Speaker 3: she after she retired from sales, she started to write
• 9:26
  Speaker 3: a book and she says, oh my gosh, I have
• 9:28
  Speaker 3: a business plan. And so that's how the company started
• 9:32
  Speaker 3: with her just writing that book, and then it spread
• 9:37
  Speaker 3: and we're actually in thirty countries around the world, so
• 9:42
  Speaker 3: i'd say over a million consultants. And it's just amazing
• 9:45
  Speaker 3: that one person had a dream in her heart and
• 9:48
  Speaker 3: then she gave us that same dream that we can
• 9:52
  Speaker 3: do anything as long as we try hard enough.
• 9:54
  Speaker 2: One of the things that I do remember from Mary
• 9:56
  Speaker 2: Kay a very long time ago was these pink cats.
• 10:01
  Speaker 2: Can you tell us a little bit more about that?
• 10:02
  Speaker 3: Well, the pink Cadillacts are iconic, and if you see
• 10:05
  Speaker 3: a pink Cadillac, you know that that's somebody that worked
• 10:08
  Speaker 3: really hard in their business. The way the car program
• 10:12
  Speaker 3: actually works, you have a team, and it's right now,
• 10:17
  Speaker 3: it's for directors only. Back in like twenty thirty years ago,
• 10:21
  Speaker 3: consultants could also earn a car. But the pink Cadillac
• 10:25
  Speaker 3: the way I actually sorry, it wasn't going to be
• 10:27
  Speaker 3: a pink Cadillac. Mary Kate took her palette, her eyeshadow
• 10:31
  Speaker 3: and went to I believe it was the Mercedes. I
• 10:35
  Speaker 3: can't exactly remember, but she said, I would like you
• 10:39
  Speaker 3: to paint that car pink. And the guy says, oh, no,
• 10:44
  Speaker 3: Mary Kay, then we're going to have to paint it back.
• 10:46
  Speaker 3: You're really just not going to want to have a
• 10:47
  Speaker 3: car that's pink. So she went across the street to
• 10:50
  Speaker 3: the Cadillac dealership and she said, I would like to
• 10:54
  Speaker 3: have this car painted pink. And they said, fine, we
• 10:58
  Speaker 3: will painted pink. So that's how we actually got started
• 11:02
  Speaker 3: with Cadillac. And it is iconic. If again, like I said,
• 11:08
  Speaker 3: if someone sees a pink Cadillac, they know that person's
• 11:10
  Speaker 3: worked hard because Mary Kate pays the taxes, the tags,
• 11:14
  Speaker 3: and mostly insurance and the cars leased and Mary Kay
• 11:18
  Speaker 3: also pays that least. As long as you keep up
• 11:20
  Speaker 3: your production and your sales and you're bringing in new
• 11:23
  Speaker 3: people every two years, you can get a new Cadillac.
• 11:27
  Speaker 3: I do want to mention only one percent of the
• 11:29
  Speaker 3: company actually drives a company car.
• 11:32
  Speaker 2: An original company car or pink Cadillac.
• 11:35
  Speaker 3: Oh there's two other cars before the pink Cadillac. I
• 11:39
  Speaker 3: don't have the stats, don't know how many people drive
• 11:41
  Speaker 3: a Cadillac, but it's definitely a team effort that's gonna
• 11:48
  Speaker 3: earn the Cadillac. But yes, they've changed the other cars.
• 11:52
  Speaker 3: Like when I was consultant, I actually got a grand Am,
• 11:55
  Speaker 3: a red grand Am, and that was pretty fun too.
• 11:58
  Speaker 2: I wasn't aware that you had the different car levels,
• 12:01
  Speaker 2: and so can you explain to us a little bit
• 12:03
  Speaker 2: about that because you mentioned consultant and I believe you
• 12:05
  Speaker 2: also used the word director.
• 12:07
  Speaker 3: Yes, I actually was a director for thirty years and
• 12:11
  Speaker 3: I earned the use of eleven cars in twenty two
• 12:14
  Speaker 3: of those years. So it is you know, it's really
• 12:19
  Speaker 3: the real thing. And again you have consultants on your
• 12:24
  Speaker 3: team in the production, the sales might be the same
• 12:27
  Speaker 3: as somebody with the smaller team, so it really depends
• 12:30
  Speaker 3: on meeting the production requirements in order to get a car.
• 12:34
  Speaker 3: But again, you know, they hand you the keys and
• 12:37
  Speaker 3: she pays the tags, the taxes, mostly insurance, and the
• 12:41
  Speaker 3: lease in that car. My last car I actually bought
• 12:44
  Speaker 3: because we were in the middle of moving and then
• 12:48
  Speaker 3: I had an accident and I wasn't hurt, but the
• 12:51
  Speaker 3: car was hurt. So that was that was the last one.
• 12:54
  Speaker 3: We have an a Mary Kay car.
• 12:56
  Speaker 2: Now Jeannette, who should be contacting you right now.
• 13:00
  Speaker 3: Are going to the store because they saw an ad
• 13:05
  Speaker 3: and they pick up the product and they get a
• 13:07
  Speaker 3: handful of products and they buy them and they have
• 13:11
  Speaker 3: no idea how to use them. So that's people. You know,
• 13:15
  Speaker 3: anybody that wants cosmetics, they can contact us. There's consultants
• 13:19
  Speaker 3: all over and I can help them find a local
• 13:21
  Speaker 3: consultant that they want one. But service that comes behind
• 13:25
  Speaker 3: that product. And again after you use it for a
• 13:28
  Speaker 3: day or two and someone says, how's that product working
• 13:30
  Speaker 3: for you? How's it do you like the color? Is
• 13:32
  Speaker 3: it all working? And they say, well, no, it really isn't.
• 13:35
  Speaker 3: Then we get right with them and say, well, how
• 13:37
  Speaker 3: can we help you. Let's exchange it, let's make sure
• 13:40
  Speaker 3: it's right, so that way you like and loolve what
• 13:43
  Speaker 3: you're using instead of having a drawer full of cosmetics
• 13:46
  Speaker 3: that they're never going to use. They tried and they
• 13:48
  Speaker 3: didn't like it, and they can't take it back usually
• 13:51
  Speaker 3: because it's an open jar. So we you know, we
• 13:55
  Speaker 3: take it back, but it doesn't happen that much. About
• 13:57
  Speaker 3: ten percent of the total sales so I've heard, does
• 14:01
  Speaker 3: come back.
• 14:02
  Speaker 2: And having that relationship with the consultants. Is there an
• 14:04
  Speaker 2: additional fee or it's this just products that you're purchasing.
• 14:08
  Speaker 3: It's only products that they're purchasing. There is no charge
• 14:11
  Speaker 3: to become a customer, and you know, to be become
• 14:15
  Speaker 3: a consultant, as I said, going to get a free
• 14:18
  Speaker 3: website for thirty dollars and they can you know, we
• 14:22
  Speaker 3: help them, We train them and we can train them
• 14:25
  Speaker 3: through either the phone or through Zoom, so they don't
• 14:28
  Speaker 3: have to be like sitting at my kitchen table to
• 14:31
  Speaker 3: get trained. We can train them through many different areas,
• 14:34
  Speaker 3: and you know, we all treat we treat everybody the same.
• 14:38
  Speaker 3: They might, you know, go faster or slower, like I
• 14:41
  Speaker 3: was pretty slow for a while. I didn't yet. I
• 14:43
  Speaker 3: don't know if you'll come to the numbers, but I
• 14:45
  Speaker 3: didn't really earn. It took me five years to earn
• 14:49
  Speaker 3: the use of my first company car because I really
• 14:52
  Speaker 3: didn't have a goal, and my mentor said, you need
• 14:54
  Speaker 3: a goal. So I bought a Thunderbird, and six months
• 14:58
  Speaker 3: later I earned the ease of my first car, and
• 15:00
  Speaker 3: I gave my husband thunderbroots, so we went from always
• 15:03
  Speaker 3: driving an older car to we both had new cars
• 15:05
  Speaker 3: in the driveway. So that was pretty fun.
• 15:07
  Speaker 2: If someone contacts you to join your team, will they
• 15:12
  Speaker 2: be working directly with you?
• 15:14
  Speaker 3: Yeah, I'll be working directly with me, but also with
• 15:17
  Speaker 3: my sales director, my mentor who's is helping me. She
• 15:21
  Speaker 3: might you know, not exactly get everything as she can
• 15:24
  Speaker 3: for me, So she can go to our sales director
• 15:26
  Speaker 3: and she'll get trained that way too. But our back
• 15:29
  Speaker 3: office is so good there's a whole library of training,
• 15:32
  Speaker 3: so I always teach you how to do that too,
• 15:35
  Speaker 3: to go into the back office and learn all I mean,
• 15:38
  Speaker 3: there's just hundreds of different trainings in there, and you
• 15:42
  Speaker 3: wouldn't do all of it as a new ben cellphone.
• 15:44
  Speaker 3: Of course, just take them through baby steps. It's so
• 15:47
  Speaker 3: important that they get they have a goal and have
• 15:51
  Speaker 3: a small goal, and let's get that accomplished and then
• 15:55
  Speaker 3: go on to the next thing. Instead of throwing something
• 15:58
  Speaker 3: out there and say well, you need to do this, this, this.
• 16:00
  Speaker 3: That person may not want that. They may just want
• 16:03
  Speaker 3: a little bit at a times where we start them,
• 16:06
  Speaker 3: what's where they're going to go and what's going to
• 16:09
  Speaker 3: be best for them.
• 16:10
  Speaker 2: They contact you today to join your team, how soon
• 16:14
  Speaker 2: can they ramp up and start doing your first sale?
• 16:17
  Speaker 3: They can talk the same day because as soon as
• 16:19
  Speaker 3: we get them to sign the agreement, electronically will help
• 16:22
  Speaker 3: them set up their website. They can tell their mom,
• 16:27
  Speaker 3: their sister, or anyone their best friend to go to
• 16:31
  Speaker 3: the website and they can start purchasing the product.
• 16:34
  Speaker 2: Now, if listeners remember only one thing from today's conversation,
• 16:38
  Speaker 2: what do you hope that message.
• 16:40
  Speaker 3: Is that we take each person seriously. We wanted to
• 16:46
  Speaker 3: help them. We want to make them feel successful, and
• 16:49
  Speaker 3: we want them to love the product. First that's the
• 16:52
  Speaker 3: first step. But after that if they can go as
• 16:55
  Speaker 3: faster as low as they want to. And you know,
• 16:58
  Speaker 3: Mary Kay said that every person and is individual, but
• 17:01
  Speaker 3: they're also all beautiful, and we show them how the
• 17:03
  Speaker 3: beauty comes from within and the makeup is kind of
• 17:08
  Speaker 3: the second thing. So we really teach them confidence and
• 17:11
  Speaker 3: that's important part of it.
• 17:12
  Speaker 2: It seems that it's not just getting into a business,
• 17:15
  Speaker 2: you're also joining a very helpful team. Exactly.
• 17:20
  Speaker 3: Yes, it's all about teamwork.
• 17:22
  Speaker 2: Jenett. Please tell us where can our audience connect with you,
• 17:26
  Speaker 2: learn more about your work and continue this conversation.
• 17:28
  Speaker 3: Well, the first step would be go to my website.
• 17:31
  Speaker 3: It's www dot Maryka dot com slash Jeanette d and
• 17:38
  Speaker 3: they would get to my website to get my phone
• 17:39
  Speaker 3: number there and everything out, all the products are right
• 17:42
  Speaker 3: there and Assue's you know, I'll get an email that
• 17:46
  Speaker 3: says someone's looked at your website and we go from there.
• 17:49
  Speaker 3: I'll give her a call, ask her what she knows
• 17:52
  Speaker 3: about the product, does she have another consultant, and if
• 17:55
  Speaker 3: she doesn't, we'll get started with their training and those
• 17:58
  Speaker 3: small baby steps to because we want to make her
• 18:01
  Speaker 3: feel successful right off the bat. We don't want to
• 18:04
  Speaker 3: give them a huge goal and they say, well, I
• 18:06
  Speaker 3: can't do that, so that's not really fair to her
• 18:09
  Speaker 3: or anybody else. So we're going to take them and
• 18:12
  Speaker 3: hold her hand step by step.
• 18:13
  Speaker 2: Dinnette, thank you so much for joining us. We appreciate
• 18:16
  Speaker 2: your time and the value you've shared.
• 18:18
  Speaker 3: Well, I appreciate having an opportunity to tell you what
• 18:21
  Speaker 3: we do and if anybody has any questions, I'm really
• 18:24
  Speaker 3: here to answer anything that they might have.
• 18:27
  Speaker 2: Well, thanks everyone for listening. If this episode inspire you,
• 18:30
  Speaker 2: share it with someone who needs it, and don't forget
• 18:32
  Speaker 2: to follow the Globvisor podcast for more conversations that make
• 18:35
  Speaker 2: an impact. Till the next time.