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Building Sustainable Sales Systems: Insights from Jac White · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:01
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:02
  Show.
• 0:02
  We
• 0:02
  are
• 0:03
  dedicated
• 0:03
  to
• 0:04
  amplifying
• 0:04
  the
• 0:05
  voice
• 0:05
  and
• 0:06
  wisdom
• 0:06
  of
• 0:07
  women
• 0:07
  in
• 0:07
  business.
• 0:08
  A
• 0:08
  new
• 0:09
  model
• 0:09
  of
• 0:09
  leadership
• 0:10
  is
• 0:10
  emerging
• 0:11
  and
• 0:12
  we
• 0:12
  are
• 0:13
  here
• 0:13
  to
• 0:13
  amplify
• 0:14
  the
• 0:14
  voice
• 0:14
  and
• 0:15
  wisdom
• 0:15
  of
• 0:15
  women
• 0:16
  leading
• 0:16
  the
• 0:17
  way.
• 0:17
  I
• 0:18
  am
• 0:18
  your
• 0:18
  host,
• 0:19
  Kopo
• 0:19
  Salman,
• 0:20
  five
• 0:20
  time
• 0:20
  founder,
• 0:21
  impact
• 0:21
  investor
• 0:22
  and
• 0:22
  creator
• 0:23
  of
• 0:23
  the
• 0:23
  Force
• 0:24
  for
• 0:24
  Good
• 0:24
  system.
• 0:26
  Thank
• 0:26
  you
• 0:26
  for
• 0:26
  joining
• 0:27
  us
• 0:27
  today
• 0:27
  as
• 0:27
  we
• 0:28
  illuminate
• 0:28
  the
• 0:28
  path
• 0:29
  unlocking
• 0:30
  opportunities
• 0:30
  and
• 0:31
  prosperity
• 0:31
  for
• 0:31
  women.
• 0:32
  Women
• 0:32
  led
• 0:32
  enterprises
• 0:33
  by
• 0:34
  amplifying
• 0:34
  the
• 0:34
  voice
• 0:35
  and
• 0:35
  wisdom
• 0:36
  of
• 0:36
  women.
• 0:37
  So
• 0:37
  today
• 0:38
  we
• 0:38
  have
• 0:39
  such
• 0:39
  a
• 0:40
  wonderful,
• 0:41
  powerful
• 0:41
  guest
• 0:41
  to
• 0:42
  help
• 0:42
  us
• 0:42
  all
• 0:43
  bring
• 0:43
  more
• 0:44
  prosperity
• 0:44
  into
• 0:45
  our
• 0:45
  businesses.
• 0:46
  Today
• 0:47
  we
• 0:47
  have
• 0:47
  Jack
• 0:48
  White.
• 0:49
  Jack
• 0:50
  is
• 0:50
  the
• 0:50
  founder
• 0:51
  and
• 0:51
  CEO
• 0:51
  of
• 0:52
  Honeybees
• 0:53
  Group
• 0:53
  and
• 0:54
  a
• 0:54
  leading
• 0:54
  voice
• 0:55
  in
• 0:55
  transforming
• 0:56
  how
• 0:57
  women
• 0:58
  sell
• 0:59
  with
• 0:59
  confidence,
• 1:00
  authenticity
• 1:01
  and
• 1:02
  Strategy.
• 1:03
  With
• 1:03
  over
• 1:04
  20
• 1:04
  years
• 1:04
  of
• 1:05
  sales
• 1:05
  and
• 1:05
  business
• 1:06
  development
• 1:07
  experience
• 1:07
  at
• 1:08
  brands
• 1:08
  like
• 1:08
  the
• 1:09
  New
• 1:09
  York
• 1:09
  Times,
• 1:10
  LearnVest
• 1:10
  and
• 1:11
  Armani
• 1:11
  Exchange,
• 1:12
  Jack
• 1:13
  brings
• 1:13
  a
• 1:13
  rare
• 1:14
  blend
• 1:15
  of
• 1:15
  corporate
• 1:16
  insight
• 1:17
  and
• 1:17
  entrepreneurial
• 1:18
  know
• 1:19
  how.
• 1:20
  Through
• 1:20
  her
• 1:20
  company
• 1:21
  and
• 1:22
  her
• 1:22
  acclaimed
• 1:23
  Girls
• 1:24
  make
• 1:24
  bank
• 1:25
  podcast,
• 1:25
  which
• 1:26
  you
• 1:26
  have
• 1:26
  to
• 1:26
  listen
• 1:27
  to,
• 1:27
  she
• 1:28
  helps
• 1:28
  women
• 1:29
  crack
• 1:29
  the
• 1:29
  code
• 1:30
  to
• 1:31
  sales
• 1:32
  without
• 1:33
  sacrificing
• 1:34
  their
• 1:34
  values.
• 1:35
  Her
• 1:36
  work
• 1:36
  empowers
• 1:37
  founders
• 1:37
  to
• 1:38
  build
• 1:38
  scalable,
• 1:39
  sustainable
• 1:41
  sales
• 1:41
  systems
• 1:42
  that
• 1:43
  feel
• 1:43
  as
• 1:44
  natural
• 1:45
  as
• 1:45
  the
• 1:45
  work
• 1:46
  they
• 1:46
  love.
• 1:47
  A
• 1:48
  sought
• 1:48
  after
• 1:48
  speaker
• 1:49
  and
• 1:49
  advisor,
• 1:50
  Jack
• 1:50
  is
• 1:50
  reshaping
• 1:51
  the
• 1:51
  way
• 1:52
  women
• 1:52
  founders
• 1:52
  grow
• 1:53
  revenue
• 1:54
  and
• 1:54
  own
• 1:55
  their
• 1:55
  power
• 1:56
  in
• 1:57
  the
• 1:57
  sales
• 1:58
  process.
• 1:59
  Welcome,
• 2:00
  Jack.
• 2:01
  Thank
• 2:01
  you
• 2:02
  so
• 2:02
  much.
• 2:02
  Wow.
• 2:03
  That
• 2:04
  I'm
• 2:04
  like
• 2:04
  blushing.
• 2:05
  Thank
• 2:05
  you,
• 2:06
  thank
• 2:06
  you.
• 2:06
  Oh,
• 2:07
  I'm
• 2:07
  so
• 2:08
  happy
• 2:08
  to
• 2:08
  be
• 2:08
  here.
• 2:08
  I
• 2:09
  love
• 2:09
  what
• 2:09
  you're
• 2:10
  doing
• 2:10
  amplifying
• 2:11
  women.
• 2:11
  It's.
• 2:12
  You
• 2:12
  speak
• 2:12
  my.
• 2:13
  My
• 2:13
  love
• 2:13
  language.
• 2:14
  So
• 2:15
  great.
• 2:15
  Right?
• 2:15
  And
• 2:16
  Jack
• 2:16
  and
• 2:16
  I
• 2:17
  met
• 2:17
  through
• 2:18
  a
• 2:18
  common
• 2:18
  community
• 2:19
  entrepreneur.
• 2:20
  I
• 2:20
  think
• 2:20
  we're
• 2:20
  probably
• 2:21
  in
• 2:21
  a
• 2:21
  couple
• 2:21
  communities.
• 2:22
  We
• 2:22
  have
• 2:22
  a
• 2:22
  couple.
• 2:22
  We
• 2:23
  are,
• 2:23
  yes.
• 2:23
  Yeah.
• 2:24
  We
• 2:24
  met
• 2:24
  through
• 2:24
  entrepreneurs.
• 2:25
  We
• 2:25
  met
• 2:25
  through
• 2:25
  entrepreneur
• 2:26
  right
• 2:27
  here
• 2:27
  in
• 2:27
  my.
• 2:28
  It
• 2:28
  was
• 2:29
  a
• 2:29
  wonderful
• 2:29
  moment
• 2:30
  to
• 2:30
  connect.
• 2:30
  Now
• 2:31
  I
• 2:31
  love
• 2:31
  having
• 2:32
  the
• 2:32
  Wisdom
• 2:32
  of
• 2:32
  Women
• 2:33
  show
• 2:33
  because
• 2:33
  I
• 2:33
  can
• 2:34
  continue
• 2:34
  those
• 2:35
  conversations
• 2:36
  and
• 2:36
  we
• 2:36
  continue
• 2:37
  to
• 2:37
  work
• 2:37
  together
• 2:38
  to
• 2:38
  help
• 2:38
  more
• 2:38
  women
• 2:39
  find
• 2:40
  their
• 2:40
  place,
• 2:41
  their
• 2:41
  voice,
• 2:41
  their
• 2:41
  wisdom
• 2:42
  and
• 2:42
  grow
• 2:42
  their
• 2:43
  businesses
• 2:43
  and
• 2:44
  prosperity.
• 2:45
  That's
• 2:46
  what
• 2:46
  it's
• 2:46
  all
• 2:46
  about.
• 2:46
  And
• 2:46
  I
• 2:47
  feel
• 2:47
  like
• 2:47
  we
• 2:47
  have
• 2:47
  the
• 2:47
  same
• 2:48
  mission.
• 2:48
  We
• 2:48
  come
• 2:48
  at
• 2:49
  it
• 2:49
  from
• 2:49
  different
• 2:50
  angles,
• 2:51
  but
• 2:52
  the
• 2:52
  idea
• 2:52
  is
• 2:52
  empower,
• 2:53
  educate
• 2:54
  and
• 2:55
  let
• 2:55
  women
• 2:55
  build
• 2:56
  their
• 2:56
  businesses
• 2:56
  the
• 2:57
  way
• 2:57
  they
• 2:57
  want
• 2:57
  to.
• 2:58
  I
• 2:58
  love
• 2:59
  it.
• 3:00
  So
• 3:00
  Jack,
• 3:01
  as
• 3:01
  you,
• 3:01
  I
• 3:01
  always
• 3:02
  start
• 3:02
  with
• 3:02
  the
• 3:03
  question,
• 3:04
  what
• 3:04
  is
• 3:05
  one
• 3:05
  book
• 3:06
  written
• 3:06
  by
• 3:06
  a
• 3:07
  woman
• 3:08
  that
• 3:08
  has
• 3:08
  significantly
• 3:09
  influenced
• 3:10
  your
• 3:10
  life?
• 3:11
  Okay,
• 3:12
  so
• 3:12
  I
• 3:13
  am
• 3:13
  an
• 3:13
  avid
• 3:13
  reader.
• 3:14
  I
• 3:14
  have
• 3:14
  been
• 3:14
  an
• 3:14
  avid
• 3:15
  reader
• 3:15
  my
• 3:15
  entire
• 3:16
  life.
• 3:17
  So
• 3:18
  I
• 3:18
  did
• 3:18
  not
• 3:18
  even
• 3:20
  think
• 3:20
  about
• 3:20
  this
• 3:21
  question
• 3:21
  because
• 3:21
  I
• 3:22
  thought,
• 3:22
  oh,
• 3:22
  this
• 3:22
  is
• 3:22
  going
• 3:22
  to
• 3:23
  be
• 3:23
  a
• 3:23
  no
• 3:23
  brainer.
• 3:24
  And
• 3:24
  then
• 3:25
  this
• 3:25
  morning
• 3:26
  I
• 3:26
  Sort
• 3:27
  of
• 3:27
  woke
• 3:27
  up
• 3:27
  in
• 3:27
  a
• 3:27
  panic
• 3:28
  because
• 3:28
  I
• 3:29
  was
• 3:29
  racking
• 3:30
  my
• 3:30
  brain
• 3:31
  through
• 3:31
  all
• 3:31
  of
• 3:31
  the
• 3:31
  books
• 3:31
  that
• 3:32
  have
• 3:32
  made
• 3:32
  an
• 3:32
  impact
• 3:32
  in
• 3:33
  my
• 3:33
  life.
• 3:33
  And
• 3:34
  they
• 3:34
  were
• 3:34
  all
• 3:35
  written
• 3:35
  by
• 3:36
  men.
• 3:37
  Every
• 3:37
  business
• 3:37
  book,
• 3:38
  every
• 3:38
  self
• 3:39
  help
• 3:39
  book,
• 3:40
  every
• 3:41
  book
• 3:41
  that
• 3:42
  even
• 3:42
  you
• 3:42
  think
• 3:43
  was
• 3:43
  written
• 3:43
  by
• 3:43
  a
• 3:43
  woman,
• 3:43
  a
• 3:44
  novel
• 3:44
  or
• 3:44
  whatever.
• 3:44
  And
• 3:45
  I
• 3:45
  was
• 3:45
  like,
• 3:45
  I
• 3:45
  don't
• 3:45
  want
• 3:45
  to
• 3:45
  come
• 3:46
  on
• 3:46
  Coco's
• 3:46
  show
• 3:46
  and
• 3:47
  talk
• 3:47
  about
• 3:47
  Twilight.
• 3:48
  Like
• 3:48
  that
• 3:49
  is
• 3:49
  not
• 3:50
  like,
• 3:50
  yes,
• 3:51
  Twilight
• 3:51
  has
• 3:51
  made
• 3:51
  a
• 3:51
  bit
• 3:52
  of
• 3:52
  impact
• 3:52
  on
• 3:52
  my
• 3:52
  life,
• 3:52
  but
• 3:53
  that's
• 3:53
  not
• 3:53
  what
• 3:53
  I
• 3:53
  want
• 3:53
  to
• 3:53
  talk
• 3:53
  about.
• 3:54
  So
• 3:54
  it
• 3:54
  really
• 3:55
  made
• 3:55
  me
• 3:56
  grasp
• 3:57
  how
• 3:57
  much
• 3:58
  we
• 3:58
  need
• 3:59
  women
• 3:59
  writing
• 4:00
  more
• 4:00
  books.
• 4:01
  So
• 4:01
  thank
• 4:02
  you
• 4:02
  for
• 4:02
  bringing
• 4:02
  that
• 4:02
  to
• 4:03
  the
• 4:03
  forefront
• 4:03
  of
• 4:03
  my
• 4:04
  mind.
• 4:04
  And
• 4:04
  then
• 4:05
  the
• 4:05
  book
• 4:05
  that
• 4:05
  I
• 4:06
  have
• 4:07
  is,
• 4:08
  FYI,
• 4:09
  Fashion
• 4:09
  Guidebooks.
• 4:10
  This
• 4:11
  is
• 4:11
  a
• 4:11
  book
• 4:11
  that
• 4:11
  I
• 4:12
  helped
• 4:12
  create
• 4:13
  and
• 4:13
  I
• 4:14
  interned
• 4:14
  here.
• 4:15
  There's
• 4:15
  a
• 4:15
  woman,
• 4:15
  Tara
• 4:15
  Loewenburg,
• 4:16
  who
• 4:16
  created
• 4:16
  this
• 4:17
  book.
• 4:17
  It
• 4:17
  was
• 4:17
  sort
• 4:17
  of
• 4:17
  like
• 4:18
  Zagat
• 4:19
  for
• 4:19
  New
• 4:20
  York
• 4:20
  City
• 4:20
  clothing
• 4:21
  stores.
• 4:22
  This
• 4:22
  was
• 4:22
  an
• 4:22
  internship
• 4:23
  my
• 4:23
  senior
• 4:24
  year
• 4:24
  of
• 4:24
  college.
• 4:25
  And
• 4:25
  not
• 4:25
  only
• 4:26
  am
• 4:26
  I
• 4:26
  so
• 4:26
  proud
• 4:27
  of
• 4:27
  the
• 4:27
  work,
• 4:28
  like
• 4:28
  the
• 4:28
  content
• 4:28
  that
• 4:29
  is
• 4:29
  in
• 4:29
  this
• 4:29
  book,
• 4:30
  it
• 4:30
  was
• 4:31
  such
• 4:31
  a
• 4:31
  great
• 4:31
  experience
• 4:33
  seeing
• 4:33
  firsthand
• 4:35
  what
• 4:35
  it
• 4:35
  was
• 4:35
  like
• 4:36
  building
• 4:36
  a
• 4:37
  small
• 4:37
  business.
• 4:38
  And
• 4:38
  this
• 4:38
  is
• 4:38
  like
• 4:39
  almost
• 4:39
  25
• 4:40
  years
• 4:40
  ago.
• 4:41
  We
• 4:41
  worked
• 4:41
  out
• 4:42
  of
• 4:42
  Tara's
• 4:42
  apartment,
• 4:43
  we
• 4:43
  hit
• 4:43
  the
• 4:44
  streets
• 4:44
  and
• 4:44
  took
• 4:44
  the
• 4:44
  subway
• 4:45
  all
• 4:45
  over
• 4:45
  to
• 4:45
  do
• 4:46
  research.
• 4:46
  So
• 4:47
  not
• 4:47
  only
• 4:47
  am
• 4:47
  I
• 4:47
  proud
• 4:48
  of
• 4:48
  this
• 4:48
  book,
• 4:49
  it
• 4:49
  maybe
• 4:49
  is
• 4:49
  a
• 4:49
  non
• 4:50
  traditional
• 4:50
  answer
• 4:51
  about
• 4:51
  how
• 4:52
  it
• 4:52
  has
• 4:52
  made
• 4:52
  a
• 4:53
  profound
• 4:53
  impact
• 4:54
  on
• 4:54
  my
• 4:54
  life.
• 4:55
  Yes,
• 4:56
  from
• 4:56
  the
• 4:56
  content,
• 4:56
  but
• 4:57
  really
• 4:57
  from
• 4:57
  the
• 4:57
  experience
• 4:58
  of
• 4:59
  being
• 4:59
  a
• 4:59
  part
• 4:59
  of
• 5:00
  creating
• 5:00
  this
• 5:00
  book
• 5:01
  sort
• 5:01
  of
• 5:02
  helped
• 5:02
  me
• 5:03
  understand
• 5:04
  the
• 5:04
  power
• 5:04
  of
• 5:05
  small
• 5:05
  business
• 5:05
  and
• 5:05
  the
• 5:06
  grit
• 5:06
  and
• 5:06
  the
• 5:06
  tenacity
• 5:07
  that
• 5:08
  it
• 5:08
  takes
• 5:08
  to
• 5:09
  create
• 5:09
  something
• 5:09
  and
• 5:10
  put
• 5:10
  it
• 5:10
  out
• 5:10
  in
• 5:10
  the
• 5:10
  world.
• 5:11
  Oh,
• 5:11
  I
• 5:12
  love
• 5:12
  this.
• 5:13
  And
• 5:13
  so
• 5:14
  FYI,
• 5:14
  Fashion
• 5:15
  Guidebook.
• 5:15
  Yes.
• 5:16
  It's
• 5:16
  not
• 5:17
  in
• 5:17
  print.
• 5:17
  It's
• 5:17
  not
• 5:18
  in
• 5:18
  print.
• 5:19
  I
• 5:19
  wish,
• 5:19
  I
• 5:19
  wish
• 5:20
  it
• 5:20
  was.
• 5:20
  Maybe
• 5:21
  we
• 5:21
  should
• 5:21
  bring
• 5:22
  it
• 5:22
  back.
• 5:22
  But
• 5:23
  of
• 5:23
  all
• 5:23
  the
• 5:23
  fashion
• 5:24
  blogs
• 5:24
  and
• 5:24
  everything,
• 5:24
  I've
• 5:25
  never
• 5:25
  found
• 5:25
  anything
• 5:26
  quite
• 5:26
  as
• 5:26
  good
• 5:26
  as
• 5:27
  this.
• 5:27
  Well,
• 5:28
  I
• 5:28
  love
• 5:28
  that
• 5:28
  you
• 5:28
  had
• 5:29
  to
• 5:29
  sort
• 5:29
  of
• 5:30
  pause
• 5:30
  and
• 5:30
  reach.
• 5:31
  And
• 5:31
  that
• 5:31
  was
• 5:31
  really
• 5:32
  the
• 5:32
  reason
• 5:32
  why
• 5:33
  I
• 5:33
  have
• 5:33
  this
• 5:34
  question
• 5:34
  at
• 5:34
  the
• 5:34
  beginning
• 5:35
  of
• 5:35
  every
• 5:36
  Wisdom
• 5:37
  of
• 5:37
  women
• 5:37
  show
• 5:37
  is
• 5:38
  because
• 5:39
  10%
• 5:41
  of
• 5:41
  all
• 5:42
  the
• 5:42
  books
• 5:43
  that
• 5:43
  are,
• 5:43
  that
• 5:43
  are
• 5:43
  put
• 5:44
  out
• 5:44
  are,
• 5:45
  are
• 5:45
  that
• 5:46
  make
• 5:46
  the
• 5:46
  New
• 5:46
  York
• 5:46
  Times
• 5:46
  bestseller
• 5:47
  list.
• 5:47
  Only
• 5:48
  10%
• 5:48
  are
• 5:48
  women.
• 5:49
  And
• 5:49
  more
• 5:49
  than
• 5:50
  50%
• 5:50
  of
• 5:50
  the
• 5:51
  books
• 5:51
  that
• 5:51
  are
• 5:51
  created
• 5:51
  are
• 5:52
  written
• 5:52
  by.
• 5:53
  So
• 5:53
  it's
• 5:53
  a
• 5:54
  real
• 5:54
  problem.
• 5:55
  Yeah.
• 5:56
  And,
• 5:56
  and
• 5:56
  this
• 5:57
  is
• 5:57
  one
• 5:57
  of.
• 5:57
  To
• 5:58
  me,
• 5:58
  this
• 5:58
  just
• 5:58
  reflects
• 5:59
  upon
• 5:59
  how
• 6:00
  important
• 6:00
  it
• 6:00
  is
• 6:02
  to
• 6:02
  do
• 6:02
  the
• 6:02
  work
• 6:03
  to
• 6:03
  find
• 6:04
  the
• 6:04
  books.
• 6:04
  But
• 6:05
  it's
• 6:05
  not
• 6:05
  just
• 6:05
  books,
• 6:07
  it's
• 6:07
  everything.
• 6:08
  Because
• 6:08
  women
• 6:08
  founders
• 6:09
  are
• 6:09
  out
• 6:09
  there
• 6:10
  leading
• 6:10
  their
• 6:10
  companies
• 6:11
  and
• 6:11
  we
• 6:12
  can
• 6:12
  find
• 6:12
  whatever
• 6:13
  it
• 6:13
  is
• 6:13
  that
• 6:13
  we
• 6:13
  want
• 6:14
  to
• 6:14
  procure
• 6:14
  if
• 6:14
  we
• 6:15
  care
• 6:15
  about
• 6:15
  it.
• 6:15
  It
• 6:16
  doesn't
• 6:16
  just
• 6:16
  have
• 6:16
  to
• 6:16
  be
• 6:16
  women.
• 6:17
  It
• 6:17
  can
• 6:17
  be
• 6:17
  whatever
• 6:17
  it
• 6:18
  is,
• 6:18
  it's
• 6:18
  important
• 6:18
  to
• 6:18
  you.
• 6:19
  But
• 6:19
  if
• 6:20
  you
• 6:20
  just
• 6:20
  go
• 6:20
  and
• 6:21
  take
• 6:21
  whatever's
• 6:22
  off
• 6:22
  the
• 6:22
  shelf,
• 6:23
  you
• 6:23
  are
• 6:23
  not
• 6:24
  always
• 6:25
  thinking
• 6:25
  consciously.
• 6:26
  Right.
• 6:26
  And
• 6:27
  the
• 6:27
  voice
• 6:27
  of
• 6:27
  wisdom
• 6:28
  in
• 6:28
  business,
• 6:28
  I
• 6:28
  think
• 6:29
  it's
• 6:29
  unique.
• 6:30
  It
• 6:30
  is.
• 6:31
  And
• 6:31
  it's
• 6:31
  true.
• 6:31
  I
• 6:31
  mean,
• 6:32
  to
• 6:32
  have
• 6:32
  to,
• 6:32
  to,
• 6:33
  to
• 6:33
  think
• 6:33
  about
• 6:33
  that.
• 6:34
  It's
• 6:34
  with
• 6:34
  books,
• 6:35
  it's
• 6:35
  with
• 6:35
  VC
• 6:35
  funding.
• 6:36
  Only
• 6:36
  2%
• 6:37
  of
• 6:37
  all
• 6:37
  of
• 6:37
  VC
• 6:38
  capital
• 6:38
  goes
• 6:38
  to
• 6:39
  women.
• 6:39
  Women
• 6:40
  are
• 6:41
  creating
• 6:42
  47%
• 6:43
  of
• 6:43
  all
• 6:43
  new
• 6:43
  businesses.
• 6:44
  How
• 6:44
  many
• 6:44
  women
• 6:44
  CEOs
• 6:45
  do
• 6:45
  you
• 6:45
  see
• 6:46
  ipoing?
• 6:47
  It's
• 6:47
  a
• 6:48
  big
• 6:48
  deal
• 6:48
  every
• 6:49
  time
• 6:49
  they
• 6:49
  do
• 6:49
  it
• 6:50
  because
• 6:50
  it's
• 6:50
  so
• 6:50
  rare.
• 6:51
  And
• 6:51
  I
• 6:51
  know
• 6:52
  you
• 6:52
  just
• 6:52
  joined
• 6:52
  Carrie's
• 6:54
  exit
• 6:54
  whisper
• 6:55
  group,
• 6:55
  which
• 6:55
  is
• 6:55
  amazing.
• 6:56
  I
• 6:56
  love
• 6:57
  that
• 6:57
  women
• 6:57
  are
• 6:58
  creating
• 6:58
  their
• 6:59
  own
• 7:00
  spaces
• 7:00
  in
• 7:01
  this
• 7:01
  way
• 7:01
  to
• 7:02
  support
• 7:02
  each
• 7:02
  other,
• 7:02
  to
• 7:03
  educate.
• 7:03
  Because
• 7:04
  it's
• 7:04
  not
• 7:04
  just
• 7:04
  about
• 7:04
  the
• 7:05
  support.
• 7:05
  It's
• 7:06
  about
• 7:06
  sharing
• 7:06
  your
• 7:06
  experience
• 7:07
  and
• 7:08
  getting
• 7:09
  people
• 7:09
  to
• 7:11
  understand
• 7:13
  how
• 7:13
  to
• 7:13
  navigate
• 7:14
  it
• 7:14
  so
• 7:14
  that
• 7:14
  they
• 7:14
  get
• 7:15
  a
• 7:15
  better
• 7:15
  outcome.
• 7:16
  I
• 7:16
  love
• 7:17
  that
• 7:17
  and
• 7:17
  it's
• 7:18
  so
• 7:18
  true.
• 7:18
  We're
• 7:18
  here
• 7:19
  to
• 7:19
  support
• 7:19
  one
• 7:20
  another
• 7:20
  and
• 7:20
  we
• 7:21
  do
• 7:21
  things
• 7:21
  differently.
• 7:22
  I
• 7:23
  would
• 7:23
  love
• 7:23
  to
• 7:23
  talk
• 7:24
  about
• 7:24
  you
• 7:24
  and
• 7:25
  your
• 7:25
  life.
• 7:26
  And
• 7:27
  so
• 7:27
  much
• 7:27
  of
• 7:27
  our
• 7:28
  journeys
• 7:29
  tell
• 7:30
  so
• 7:30
  much
• 7:31
  about
• 7:31
  who
• 7:32
  we
• 7:32
  are.
• 7:33
  And
• 7:34
  there
• 7:34
  are
• 7:34
  moments
• 7:35
  that
• 7:35
  shape
• 7:36
  who
• 7:37
  we
• 7:37
  become.
• 7:38
  I'd
• 7:38
  love
• 7:38
  to
• 7:39
  hear
• 7:39
  about
• 7:39
  three
• 7:40
  defining
• 7:41
  moments
• 7:41
  or
• 7:42
  experiences
• 7:43
  that
• 7:43
  that
• 7:43
  has
• 7:44
  brought
• 7:44
  you
• 7:44
  to
• 7:44
  where
• 7:44
  you
• 7:45
  are.
• 7:45
  And
• 7:45
  sometimes
• 7:45
  those
• 7:46
  things
• 7:46
  are
• 7:47
  bold
• 7:47
  opportunities.
• 7:48
  We
• 7:48
  say
• 7:48
  yes
• 7:49
  to
• 7:49
  moments
• 7:50
  when
• 7:50
  you
• 7:50
  say,
• 7:50
  no,
• 7:51
  I
• 7:51
  won't
• 7:51
  take
• 7:51
  this
• 7:52
  moments
• 7:52
  where
• 7:52
  you
• 7:52
  overcome
• 7:53
  a
• 7:53
  heartbreaking
• 7:54
  loss
• 7:54
  or
• 7:55
  times
• 7:56
  when
• 7:56
  you
• 7:56
  feel
• 7:56
  proud
• 7:57
  of
• 7:57
  something
• 7:57
  you
• 7:58
  accomplished.
• 7:58
  And
• 7:59
  sometimes
• 7:59
  it
• 7:59
  just
• 7:59
  comes
• 8:00
  like
• 8:00
  a
• 8:00
  gift
• 8:00
  out
• 8:00
  of
• 8:01
  the
• 8:01
  sky.
• 8:01
  What
• 8:02
  are
• 8:02
  three
• 8:02
  of
• 8:02
  those
• 8:03
  moments
• 8:03
  for
• 8:03
  you?
• 8:04
  I'll
• 8:04
  go
• 8:05
  in
• 8:05
  chronological
• 8:05
  order.
• 8:06
  Sometimes
• 8:07
  these
• 8:07
  moments,
• 8:07
  you
• 8:08
  don't
• 8:08
  actually
• 8:08
  know
• 8:08
  how
• 8:09
  profound
• 8:09
  they
• 8:09
  are
• 8:09
  until
• 8:10
  much
• 8:10
  later.
• 8:11
  And
• 8:11
  then
• 8:11
  you
• 8:11
  sort
• 8:12
  of
• 8:12
  look
• 8:12
  back
• 8:12
  and
• 8:13
  realize,
• 8:13
  oh
• 8:13
  my
• 8:13
  gosh,
• 8:14
  that
• 8:14
  was
• 8:15
  a
• 8:15
  moment.
• 8:15
  For
• 8:16
  me,
• 8:16
  one
• 8:16
  of
• 8:16
  the
• 8:16
  first
• 8:17
  profound
• 8:18
  things
• 8:18
  is
• 8:19
  like
• 8:19
  many
• 8:19
  people,
• 8:20
  I'm
• 8:20
  a
• 8:20
  product
• 8:20
  of
• 8:21
  divorced
• 8:21
  parents.
• 8:22
  And
• 8:22
  so
• 8:23
  my
• 8:23
  mom
• 8:24
  dropped
• 8:24
  out
• 8:24
  of
• 8:24
  college
• 8:25
  to
• 8:25
  marry
• 8:25
  my
• 8:26
  dad.
• 8:26
  She
• 8:26
  had
• 8:27
  five
• 8:27
  kids
• 8:27
  before
• 8:28
  she
• 8:28
  was
• 8:28
  30.
• 8:29
  She
• 8:29
  never
• 8:30
  built
• 8:30
  a
• 8:30
  career
• 8:31
  for
• 8:31
  herself.
• 8:32
  And
• 8:32
  when
• 8:32
  I
• 8:32
  was
• 8:32
  about
• 8:33
  7,
• 8:33
  my
• 8:33
  parents
• 8:34
  got
• 8:34
  divorced.
• 8:35
  I
• 8:35
  saw
• 8:35
  my
• 8:36
  mom
• 8:36
  with
• 8:36
  5
• 8:36
  kids
• 8:37
  under
• 8:37
  10,
• 8:38
  with
• 8:38
  no
• 8:39
  education
• 8:39
  and
• 8:40
  no
• 8:40
  real
• 8:41
  work
• 8:41
  experience,
• 8:42
  have
• 8:42
  to
• 8:43
  navigate
• 8:44
  life
• 8:45
  now.
• 8:45
  I
• 8:45
  was
• 8:45
  a
• 8:46
  kid,
• 8:46
  so
• 8:47
  you
• 8:47
  know,
• 8:47
  my
• 8:48
  perception
• 8:49
  of
• 8:49
  this
• 8:49
  situation
• 8:49
  was
• 8:50
  like
• 8:51
  from
• 8:51
  this
• 8:52
  mind
• 8:52
  of
• 8:52
  a
• 8:52
  seven
• 8:53
  year
• 8:53
  old.
• 8:53
  But
• 8:53
  what
• 8:54
  I
• 8:54
  quickly
• 8:54
  realized
• 8:55
  how
• 8:55
  important
• 8:56
  money
• 8:56
  is
• 8:57
  because
• 8:57
  we
• 8:58
  had
• 8:58
  a
• 8:59
  situation
• 8:59
  where
• 8:59
  we
• 9:00
  had
• 9:00
  some
• 9:00
  Money.
• 9:00
  And
• 9:01
  then
• 9:01
  we
• 9:01
  were
• 9:01
  in
• 9:01
  a
• 9:01
  situation
• 9:02
  where
• 9:02
  it
• 9:02
  felt
• 9:02
  like
• 9:03
  we
• 9:03
  didn't
• 9:03
  have
• 9:03
  any.
• 9:04
  And
• 9:04
  so
• 9:05
  at
• 9:05
  a
• 9:05
  really
• 9:05
  young
• 9:05
  age,
• 9:06
  I
• 9:06
  realized
• 9:07
  the
• 9:07
  importance
• 9:07
  of
• 9:07
  money.
• 9:08
  And
• 9:08
  I
• 9:09
  realized
• 9:09
  that
• 9:09
  I
• 9:10
  wanted
• 9:10
  to
• 9:11
  always
• 9:12
  be
• 9:12
  able
• 9:12
  to
• 9:13
  have
• 9:13
  money
• 9:13
  and
• 9:13
  make
• 9:14
  money,
• 9:15
  not
• 9:15
  because
• 9:17
  I
• 9:17
  needed
• 9:18
  to
• 9:18
  buy
• 9:18
  a
• 9:18
  ton
• 9:18
  of
• 9:19
  things,
• 9:19
  because
• 9:20
  money
• 9:20
  gave
• 9:20
  us
• 9:21
  choice
• 9:21
  and
• 9:21
  freedom
• 9:22
  and
• 9:22
  a
• 9:22
  level
• 9:22
  of
• 9:22
  comfort
• 9:23
  that
• 9:24
  even
• 9:24
  at
• 9:24
  7,
• 9:25
  I
• 9:25
  realized
• 9:26
  I
• 9:26
  wanted
• 9:26
  to
• 9:26
  have
• 9:26
  in
• 9:26
  my
• 9:27
  life.
• 9:27
  So
• 9:28
  that
• 9:28
  is
• 9:28
  sort
• 9:28
  of
• 9:28
  like
• 9:29
  defining
• 9:30
  moment
• 9:31
  number
• 9:31
  one.
• 9:31
  That
• 9:32
  probably
• 9:32
  took
• 9:32
  me
• 9:32
  years
• 9:33
  of
• 9:33
  therapy
• 9:33
  to
• 9:33
  truly
• 9:34
  dissect
• 9:35
  and
• 9:35
  understand.
• 9:36
  But
• 9:36
  I
• 9:36
  realized
• 9:37
  at
• 9:37
  a
• 9:37
  young
• 9:38
  age
• 9:38
  how
• 9:38
  important
• 9:39
  money
• 9:39
  was.
• 9:40
  The
• 9:40
  second
• 9:42
  thing
• 9:42
  that
• 9:43
  really
• 9:43
  sort
• 9:43
  of
• 9:44
  changed
• 9:44
  the
• 9:44
  trajectory
• 9:45
  of
• 9:45
  my
• 9:45
  life.
• 9:46
  I
• 9:46
  grew
• 9:46
  up
• 9:46
  in
• 9:46
  South
• 9:47
  Florida,
• 9:48
  and
• 9:48
  I
• 9:48
  come
• 9:48
  from
• 9:49
  a
• 9:49
  big,
• 9:50
  loving,
• 9:51
  overbearing
• 9:52
  family,
• 9:52
  and
• 9:52
  everybody
• 9:53
  is
• 9:53
  still
• 9:53
  in
• 9:54
  south
• 9:54
  Florida.
• 9:55
  At
• 9:55
  18,
• 9:56
  I
• 9:56
  decided
• 9:56
  to
• 9:57
  move
• 9:57
  to
• 9:57
  New
• 9:57
  York
• 9:58
  to
• 9:58
  go
• 9:59
  to
• 9:59
  fashion
• 9:59
  school,
• 10:00
  which
• 10:00
  was
• 10:01
  wild
• 10:01
  at
• 10:02
  the
• 10:02
  time.
• 10:02
  I
• 10:02
  had
• 10:02
  never
• 10:03
  been
• 10:03
  to
• 10:03
  New
• 10:03
  York
• 10:03
  City.
• 10:04
  I
• 10:04
  had
• 10:04
  never
• 10:05
  visited
• 10:06
  the
• 10:06
  school
• 10:06
  that
• 10:06
  I
• 10:07
  applied
• 10:07
  to.
• 10:08
  And
• 10:08
  it
• 10:08
  was
• 10:08
  basically
• 10:09
  my
• 10:09
  mom
• 10:09
  and
• 10:09
  I
• 10:09
  getting
• 10:10
  on
• 10:10
  a
• 10:10
  plane.
• 10:10
  We
• 10:11
  each
• 10:11
  had
• 10:11
  two
• 10:11
  suitcases,
• 10:12
  and
• 10:12
  I
• 10:12
  moved
• 10:13
  here
• 10:13
  to
• 10:13
  go
• 10:13
  to
• 10:13
  college,
• 10:14
  and
• 10:14
  I
• 10:15
  had
• 10:15
  no
• 10:15
  idea
• 10:16
  what
• 10:16
  I
• 10:16
  was
• 10:16
  doing.
• 10:17
  I
• 10:17
  was
• 10:17
  scared
• 10:17
  out
• 10:18
  of
• 10:18
  my
• 10:18
  mind.
• 10:20
  And
• 10:20
  I
• 10:20
  realize
• 10:21
  now
• 10:21
  that
• 10:21
  it
• 10:21
  was
• 10:22
  one
• 10:22
  of
• 10:22
  the
• 10:22
  bravest
• 10:23
  and
• 10:23
  best
• 10:23
  decisions
• 10:24
  I
• 10:24
  ever
• 10:25
  made,
• 10:25
  because
• 10:25
  I
• 10:25
  could
• 10:26
  have
• 10:26
  always
• 10:26
  gone
• 10:27
  back
• 10:27
  home.
• 10:28
  It
• 10:29
  showed
• 10:29
  me
• 10:29
  that
• 10:31
  some
• 10:31
  decisions
• 10:32
  where
• 10:32
  you
• 10:32
  go
• 10:32
  in
• 10:32
  on
• 10:33
  blind
• 10:33
  faith
• 10:33
  and
• 10:33
  you
• 10:34
  just
• 10:34
  have
• 10:34
  intuition
• 10:35
  and,
• 10:35
  you
• 10:35
  know,
• 10:35
  this
• 10:35
  is
• 10:36
  something
• 10:36
  you
• 10:36
  want
• 10:36
  to
• 10:36
  do
• 10:37
  is,
• 10:38
  like,
• 10:39
  do
• 10:39
  it.
• 10:39
  Take
• 10:39
  the
• 10:40
  chance.
• 10:41
  And
• 10:41
  also,
• 10:42
  it
• 10:42
  taught
• 10:42
  me
• 10:42
  that
• 10:43
  the
• 10:43
  decisions
• 10:43
  we
• 10:44
  make
• 10:44
  when
• 10:44
  we're
• 10:44
  younger
• 10:45
  can
• 10:45
  change
• 10:46
  the
• 10:46
  trajectory
• 10:46
  of
• 10:46
  our
• 10:47
  life.
• 10:47
  A
• 10:48
  lot
• 10:48
  of
• 10:48
  people
• 10:48
  talk
• 10:48
  about,
• 10:49
  like,
• 10:49
  don't
• 10:50
  get
• 10:50
  focused.
• 10:51
  Yes,
• 10:51
  have
• 10:52
  a
• 10:52
  good
• 10:52
  time
• 10:52
  when
• 10:52
  you're
• 10:53
  young,
• 10:53
  but
• 10:54
  be
• 10:54
  willing
• 10:55
  to
• 10:55
  take
• 10:55
  the
• 10:55
  chance
• 10:55
  and
• 10:56
  put
• 10:56
  yourself
• 10:56
  out
• 10:56
  there
• 10:57
  when
• 10:57
  you
• 10:57
  don't
• 10:57
  have
• 10:57
  a
• 10:58
  lot
• 10:58
  to
• 10:58
  risk
• 10:59
  because
• 10:59
  it
• 10:59
  can
• 10:59
  end
• 10:59
  up
• 11:00
  being
• 11:00
  one
• 11:00
  of
• 11:00
  the
• 11:00
  best
• 11:00
  things
• 11:01
  that
• 11:01
  ever
• 11:02
  happens
• 11:02
  to
• 11:02
  you.
• 11:03
  And
• 11:03
  so
• 11:04
  that
• 11:04
  I
• 11:04
  think,
• 11:04
  would
• 11:04
  be,
• 11:05
  you
• 11:06
  know,
• 11:06
  at
• 11:06
  18,
• 11:06
  when
• 11:07
  you're
• 11:07
  kind
• 11:07
  of,
• 11:07
  like,
• 11:08
  not
• 11:08
  serious
• 11:09
  about
• 11:09
  much,
• 11:10
  that
• 11:10
  was
• 11:10
  a
• 11:10
  decision
• 11:11
  that
• 11:11
  really
• 11:11
  has.
• 11:12
  I
• 11:12
  still
• 11:12
  live
• 11:12
  in
• 11:12
  New
• 11:13
  York
• 11:13
  City.
• 11:13
  I
• 11:13
  met
• 11:13
  my
• 11:13
  husband
• 11:14
  here.
• 11:14
  We
• 11:14
  build
• 11:14
  our
• 11:14
  businesses
• 11:15
  here.
• 11:15
  This
• 11:15
  is
• 11:15
  a
• 11:15
  place
• 11:16
  we
• 11:16
  call
• 11:16
  home
• 11:16
  still.
• 11:18
  And
• 11:18
  then
• 11:18
  the
• 11:18
  third
• 11:19
  defining
• 11:20
  moment
• 11:20
  is
• 11:21
  not
• 11:21
  an
• 11:21
  exact
• 11:22
  moment.
• 11:22
  I
• 11:22
  would
• 11:22
  say
• 11:23
  it
• 11:23
  is
• 11:23
  a
• 11:23
  series
• 11:24
  of
• 11:24
  moments.
• 11:24
  It
• 11:25
  was
• 11:25
  a
• 11:25
  journey,
• 11:26
  which
• 11:26
  is
• 11:27
  also
• 11:27
  something
• 11:27
  that
• 11:27
  probably
• 11:28
  a
• 11:28
  lot
• 11:28
  of
• 11:29
  people
• 11:29
  relate
• 11:30
  to
• 11:31
  and
• 11:31
  is
• 11:31
  something
• 11:32
  that
• 11:32
  we
• 11:32
  never
• 11:33
  talked
• 11:33
  about.
• 11:34
  When
• 11:34
  I
• 11:35
  was
• 11:35
  at
• 11:35
  the
• 11:35
  early
• 11:35
  stages
• 11:36
  of
• 11:36
  my
• 11:36
  infertility
• 11:37
  journey,
• 11:38
  I've
• 11:38
  been
• 11:38
  married
• 11:39
  22
• 11:39
  years,
• 11:39
  and
• 11:40
  so
• 11:40
  20
• 11:40
  years
• 11:41
  ago,
• 11:41
  there
• 11:41
  was
• 11:41
  not
• 11:42
  a
• 11:42
  conversation
• 11:42
  around
• 11:43
  infertility.
• 11:44
  Child
• 11:44
  loss
• 11:45
  that
• 11:45
  there
• 11:45
  is
• 11:46
  now.
• 11:46
  It
• 11:46
  was
• 11:47
  a
• 11:48
  long
• 11:49
  journey
• 11:49
  to
• 11:50
  getting
• 11:50
  our
• 11:50
  family
• 11:51
  here
• 11:51
  that
• 11:51
  included
• 11:53
  fertility
• 11:53
  treatments,
• 11:54
  miscarriages.
• 11:56
  Finally
• 11:56
  we
• 11:56
  got
• 11:57
  our
• 11:57
  son,
• 11:57
  who
• 11:58
  was
• 11:58
  amazing.
• 11:59
  And
• 11:59
  six
• 12:00
  child
• 12:01
  loss.
• 12:01
  It
• 12:02
  was
• 12:02
  really
• 12:02
  a
• 12:03
  long
• 12:03
  journey
• 12:04
  that
• 12:04
  I
• 12:04
  am
• 12:04
  so
• 12:05
  grateful
• 12:05
  I
• 12:05
  don't
• 12:06
  speak
• 12:06
  about
• 12:06
  it
• 12:06
  publicly
• 12:07
  enough.
• 12:08
  I'm
• 12:08
  so
• 12:08
  grateful
• 12:09
  to
• 12:09
  the
• 12:09
  other
• 12:10
  women
• 12:11
  who
• 12:11
  talk
• 12:12
  more
• 12:12
  freely
• 12:13
  about
• 12:13
  their
• 12:13
  journey
• 12:14
  because
• 12:14
  it
• 12:14
  makes
• 12:14
  me
• 12:15
  feel
• 12:15
  less
• 12:15
  alone
• 12:15
  in
• 12:16
  my
• 12:16
  own
• 12:16
  experience.
• 12:17
  I'm
• 12:18
  grateful
• 12:18
  that
• 12:18
  there
• 12:19
  are
• 12:19
  so
• 12:19
  many
• 12:19
  resources
• 12:20
  available
• 12:21
  now
• 12:21
  because
• 12:21
  I
• 12:22
  didn't
• 12:22
  feel
• 12:22
  like
• 12:22
  I
• 12:22
  had
• 12:22
  that
• 12:23
  in
• 12:23
  the
• 12:23
  beginning
• 12:23
  of
• 12:23
  my
• 12:23
  journey.
• 12:25
  But
• 12:26
  going
• 12:26
  through
• 12:26
  that
• 12:27
  experience
• 12:28
  is
• 12:29
  my
• 12:29
  greatest
• 12:30
  strength
• 12:30
  and
• 12:30
  my
• 12:30
  greatest
• 12:31
  weakness.
• 12:32
  It's
• 12:33
  the
• 12:33
  strongest
• 12:33
  point
• 12:34
  of
• 12:34
  vulnerability
• 12:34
  I
• 12:35
  have.
• 12:36
  But
• 12:36
  it
• 12:36
  also,
• 12:38
  especially
• 12:38
  with
• 12:39
  the
• 12:39
  loss
• 12:39
  of
• 12:39
  our
• 12:39
  daughter
• 12:40
  who
• 12:40
  lived
• 12:40
  for
• 12:40
  two
• 12:41
  and
• 12:41
  a
• 12:41
  half
• 12:41
  days,
• 12:42
  makes
• 12:43
  me.
• 12:43
  She
• 12:44
  is
• 12:44
  my
• 12:44
  superpower.
• 12:45
  When
• 12:45
  you
• 12:45
  live
• 12:45
  through
• 12:45
  something
• 12:46
  like
• 12:46
  that,
• 12:46
  you
• 12:47
  realize
• 12:47
  that
• 12:48
  you
• 12:48
  can
• 12:48
  live
• 12:48
  through
• 12:49
  absolutely
• 12:49
  anything.
• 12:51
  So
• 12:51
  those
• 12:51
  are
• 12:51
  the
• 12:51
  three
• 12:52
  things
• 12:52
  that
• 12:52
  I
• 12:52
  think,
• 12:54
  really,
• 12:54
  and
• 12:54
  they're
• 12:55
  all
• 12:55
  based
• 12:55
  on
• 12:55
  family
• 12:56
  or,
• 12:56
  you
• 12:56
  know,
• 12:57
  sort
• 12:57
  of
• 12:57
  taking
• 12:58
  chances,
• 12:58
  but
• 12:59
  there
• 12:59
  are
• 12:59
  three
• 12:59
  things
• 13:00
  that
• 13:00
  I
• 13:00
  carry
• 13:00
  with
• 13:00
  me
• 13:01
  closely
• 13:02
  that
• 13:03
  impact
• 13:03
  me
• 13:03
  every
• 13:04
  moment
• 13:04
  of
• 13:04
  every
• 13:04
  day.
• 13:06
  That's
• 13:06
  amazing.
• 13:07
  Thank
• 13:08
  you
• 13:08
  for
• 13:08
  sharing
• 13:09
  your
• 13:09
  journeys.
• 13:10
  Wow.
• 13:11
  So
• 13:11
  this
• 13:11
  was
• 13:11
  22
• 13:12
  years
• 13:12
  ago,
• 13:12
  you
• 13:13
  said
• 13:13
  when
• 13:13
  you.
• 13:14
  You
• 13:14
  said
• 13:14
  your
• 13:14
  daughter
• 13:14
  was
• 13:15
  your
• 13:15
  biggest
• 13:16
  strength
• 13:16
  and
• 13:16
  your
• 13:16
  biggest
• 13:17
  weakness.
• 13:18
  Yes.
• 13:18
  So
• 13:18
  she
• 13:19
  was
• 13:19
  born
• 13:19
  in
• 13:20
  2021.
• 13:21
  So
• 13:22
  she
• 13:22
  was
• 13:22
  born
• 13:22
  during
• 13:23
  COVID
• 13:24
  So.
• 13:25
  Which
• 13:25
  is
• 13:25
  wild.
• 13:26
  But
• 13:26
  our.
• 13:26
  But
• 13:27
  our.
• 13:27
  We've
• 13:27
  admit.
• 13:28
  But
• 13:28
  our
• 13:28
  infertility
• 13:29
  journey
• 13:29
  started
• 13:30
  20
• 13:30
  years
• 13:30
  ago.
• 13:31
  Got
• 13:31
  it.
• 13:32
  Wow.
• 13:32
  And
• 13:33
  you
• 13:33
  said
• 13:33
  that
• 13:33
  she
• 13:34
  is
• 13:34
  your
• 13:34
  superpower.
• 13:35
  Can
• 13:36
  you
• 13:36
  say
• 13:36
  more
• 13:36
  about
• 13:37
  that?
• 13:37
  Sure.
• 13:38
  I
• 13:38
  think
• 13:39
  when
• 13:39
  you
• 13:39
  have.
• 13:40
  We
• 13:41
  had
• 13:41
  a
• 13:41
  prenatal
• 13:41
  diagnosis
• 13:42
  and.
• 13:43
  And
• 13:44
  knew
• 13:45
  at
• 13:45
  a
• 13:45
  certain
• 13:45
  point
• 13:46
  in
• 13:46
  her
• 13:46
  pregnancy
• 13:46
  that
• 13:46
  she
• 13:47
  would
• 13:47
  have
• 13:47
  a
• 13:47
  short
• 13:47
  life,
• 13:47
  which
• 13:48
  is
• 13:48
  the
• 13:48
  most
• 13:48
  devastating
• 13:49
  thing
• 13:49
  any
• 13:50
  parent
• 13:50
  can
• 13:50
  experience.
• 13:51
  I
• 13:51
  don't
• 13:51
  wish
• 13:51
  it
• 13:51
  on
• 13:52
  anybody.
• 13:54
  When
• 13:54
  you
• 13:55
  live
• 13:55
  through
• 13:56
  any
• 13:56
  traumatic
• 13:57
  experience
• 13:58
  and
• 13:59
  you
• 14:00
  come
• 14:01
  out
• 14:01
  on
• 14:01
  the
• 14:01
  other
• 14:01
  side,
• 14:03
  I
• 14:03
  think
• 14:03
  it
• 14:03
  really
• 14:04
  shows
• 14:04
  you
• 14:04
  what
• 14:04
  you're
• 14:05
  made
• 14:05
  of
• 14:05
  and
• 14:05
  what
• 14:05
  you're
• 14:05
  capable
• 14:06
  of.
• 14:07
  And
• 14:09
  for
• 14:10
  me
• 14:10
  at
• 14:10
  least,
• 14:11
  because
• 14:11
  I
• 14:11
  don't
• 14:13
  want
• 14:13
  to
• 14:13
  speak
• 14:13
  for
• 14:13
  everyone
• 14:14
  who
• 14:14
  goes
• 14:14
  through
• 14:14
  something
• 14:15
  like
• 14:15
  this.
• 14:16
  It
• 14:16
  made
• 14:17
  me
• 14:18
  so
• 14:18
  clear
• 14:18
  and
• 14:19
  so
• 14:19
  focused.
• 14:20
  It
• 14:20
  made
• 14:20
  me
• 14:21
  realize
• 14:21
  that
• 14:22
  throughout
• 14:23
  a
• 14:23
  lot
• 14:23
  of
• 14:24
  tough
• 14:24
  times
• 14:25
  in
• 14:25
  my
• 14:25
  life,
• 14:26
  that
• 14:26
  is
• 14:27
  when
• 14:27
  I
• 14:27
  get
• 14:27
  the
• 14:28
  sharpest
• 14:29
  and
• 14:29
  the
• 14:29
  clearest
• 14:30
  around
• 14:31
  what
• 14:31
  is
• 14:31
  actually
• 14:32
  important
• 14:32
  and
• 14:33
  what
• 14:33
  the
• 14:34
  next
• 14:34
  steps
• 14:35
  are
• 14:35
  that
• 14:35
  need
• 14:35
  to
• 14:35
  be
• 14:36
  done.
• 14:36
  It
• 14:37
  doesn't
• 14:37
  mean
• 14:37
  you
• 14:37
  don't
• 14:37
  fall
• 14:37
  apart
• 14:38
  sometimes.
• 14:39
  But
• 14:39
  she
• 14:40
  helped
• 14:40
  me
• 14:41
  realize
• 14:42
  how
• 14:42
  tough
• 14:43
  I
• 14:43
  can
• 14:43
  be
• 14:43
  and
• 14:43
  how
• 14:44
  strong
• 14:45
  I
• 14:45
  can
• 14:45
  be.
• 14:45
  And
• 14:46
  she
• 14:47
  also
• 14:47
  helped
• 14:48
  me
• 14:48
  prioritize
• 14:49
  what's
• 14:49
  important
• 14:50
  to
• 14:50
  me
• 14:50
  in
• 14:50
  my
• 14:50
  life.
• 14:52
  Things
• 14:52
  roll
• 14:52
  off
• 14:53
  of
• 14:53
  Me
• 14:53
  like
• 14:54
  never
• 14:54
  before,
• 14:55
  because
• 14:55
  I
• 14:55
  just
• 14:55
  can
• 14:56
  put
• 14:56
  things
• 14:56
  in
• 14:56
  perspective
• 14:57
  where
• 14:57
  I'm
• 14:57
  having
• 14:57
  the
• 14:57
  worst
• 14:58
  day,
• 14:58
  and
• 14:58
  I'm
• 14:58
  like,
• 14:59
  this
• 14:59
  isn't
• 14:59
  that
• 14:59
  bad.
• 15:00
  I
• 15:01
  can
• 15:01
  do
• 15:01
  this.
• 15:02
  This
• 15:02
  is
• 15:02
  hard.
• 15:03
  But
• 15:03
  it's
• 15:03
  not
• 15:04
  that
• 15:04
  hard.
• 15:04
  Let's
• 15:05
  figure
• 15:05
  it
• 15:05
  out.
• 15:06
  Let's
• 15:06
  get
• 15:06
  on
• 15:06
  the
• 15:06
  other
• 15:07
  side
• 15:07
  of
• 15:07
  this.
• 15:08
  I
• 15:08
  don't
• 15:08
  want
• 15:09
  anyone
• 15:09
  to
• 15:09
  have
• 15:09
  to
• 15:09
  experience
• 15:10
  that,
• 15:10
  to
• 15:11
  have
• 15:11
  that
• 15:11
  kind
• 15:11
  of
• 15:11
  superpower
• 15:12
  and
• 15:12
  perspective.
• 15:13
  But
• 15:14
  it
• 15:14
  does
• 15:14
  show
• 15:15
  you
• 15:15
  that
• 15:15
  when
• 15:16
  things
• 15:16
  are
• 15:16
  hard,
• 15:18
  let
• 15:18
  it
• 15:18
  be
• 15:18
  hard
• 15:18
  for
• 15:18
  a
• 15:19
  second,
• 15:20
  and
• 15:20
  then
• 15:20
  figure
• 15:20
  out
• 15:21
  a
• 15:21
  plan
• 15:22
  and
• 15:22
  put
• 15:22
  your
• 15:22
  plan
• 15:23
  in
• 15:23
  place
• 15:24
  and
• 15:25
  know
• 15:25
  that
• 15:26
  there's
• 15:26
  going
• 15:26
  to
• 15:26
  be
• 15:26
  a
• 15:27
  brighter
• 15:27
  day
• 15:28
  sometime
• 15:28
  down
• 15:29
  the
• 15:29
  road
• 15:30
  and
• 15:30
  work
• 15:32
  towards
• 15:32
  that
• 15:32
  brighter
• 15:33
  day.
• 15:33
  Whether
• 15:33
  it's
• 15:34
  in
• 15:34
  business
• 15:34
  or
• 15:34
  something
• 15:34
  in
• 15:35
  your
• 15:35
  life
• 15:35
  or
• 15:35
  something
• 15:35
  with
• 15:36
  yourself
• 15:36
  that
• 15:36
  you're
• 15:36
  struggling
• 15:37
  with,
• 15:37
  there
• 15:37
  will
• 15:38
  be
• 15:38
  a
• 15:38
  brighter
• 15:38
  day.
• 15:39
  Figure
• 15:40
  out
• 15:40
  a
• 15:40
  plan
• 15:40
  to
• 15:41
  get
• 15:41
  yourself
• 15:42
  to
• 15:42
  that
• 15:42
  better
• 15:42
  day.
• 15:45
  What
• 15:45
  a
• 15:45
  gift.
• 15:46
  I
• 15:47
  mean,
• 15:47
  it's
• 15:49
  obviously
• 15:49
  not
• 15:50
  something
• 15:50
  you
• 15:50
  would
• 15:50
  ever
• 15:51
  want
• 15:51
  to
• 15:51
  go
• 15:51
  through,
• 15:52
  but.
• 15:52
  And
• 15:53
  thank
• 15:53
  you
• 15:53
  for
• 15:54
  being
• 15:54
  vulnerable
• 15:54
  and
• 15:55
  sharing
• 15:55
  that
• 15:55
  with
• 15:55
  us.
• 15:56
  Thank
• 15:56
  you.
• 15:58
  I
• 15:58
  do
• 15:58
  think
• 15:58
  that
• 16:01
  what
• 16:01
  you
• 16:02
  said
• 16:02
  about
• 16:02
  those
• 16:03
  hard
• 16:03
  moments
• 16:04
  sharpen
• 16:04
  us
• 16:05
  and
• 16:05
  our
• 16:06
  clarity
• 16:06
  about
• 16:07
  what
• 16:07
  is
• 16:07
  important.
• 16:09
  We're.
• 16:09
  We
• 16:09
  have
• 16:10
  hard
• 16:10
  days.
• 16:11
  Yeah,
• 16:11
  absolutely.
• 16:12
  That
• 16:13
  hard,
• 16:14
  right?
• 16:14
  Yeah.
• 16:15
  Still
• 16:15
  really
• 16:16
  hard.
• 16:16
  Right.
• 16:17
  What
• 16:17
  I've
• 16:17
  realized
• 16:17
  is
• 16:18
  hard
• 16:18
  is
• 16:18
  not
• 16:18
  a
• 16:18
  competition.
• 16:19
  Hard
• 16:19
  is
• 16:20
  not
• 16:20
  a
• 16:20
  competition.
• 16:21
  What's
• 16:21
  hard
• 16:21
  is
• 16:21
  hard.
• 16:22
  It
• 16:22
  doesn't
• 16:23
  have
• 16:23
  to
• 16:23
  be
• 16:23
  more
• 16:23
  hard
• 16:23
  or
• 16:24
  less
• 16:24
  hard,
• 16:24
  but
• 16:25
  something
• 16:25
  else
• 16:25
  to
• 16:26
  still
• 16:26
  be
• 16:26
  hard.
• 16:27
  That's
• 16:27
  right.
• 16:28
  And
• 16:28
  so,
• 16:28
  you
• 16:29
  know,
• 16:30
  entrepreneurship
• 16:31
  is
• 16:31
  incredibly
• 16:32
  difficult.
• 16:32
  There
• 16:32
  are
• 16:33
  very
• 16:33
  low
• 16:34
  moments.
• 16:35
  There
• 16:35
  are
• 16:35
  also
• 16:35
  brighter
• 16:36
  days
• 16:36
  that
• 16:37
  if.
• 16:37
  You
• 16:37
  can
• 16:37
  overcome
• 16:38
  something
• 16:38
  like
• 16:38
  that
• 16:39
  and
• 16:39
  you
• 16:39
  can
• 16:40
  have
• 16:40
  brighter
• 16:40
  days
• 16:41
  in
• 16:41
  that
• 16:41
  context,
• 16:42
  then
• 16:43
  certainly
• 16:43
  you
• 16:44
  can
• 16:44
  with
• 16:44
  just
• 16:44
  about
• 16:45
  anything
• 16:45
  else.
• 16:46
  That's
• 16:46
  brilliant.
• 16:47
  And,
• 16:47
  you
• 16:48
  know,
• 16:48
  other
• 16:48
  things
• 16:48
  I
• 16:49
  wanted
• 16:49
  to
• 16:49
  reflect
• 16:49
  upon
• 16:50
  is
• 16:50
  what
• 16:50
  you
• 16:51
  said
• 16:51
  and
• 16:52
  how
• 16:52
  it's
• 16:53
  helping
• 16:53
  me
• 16:53
  see
• 16:53
  why
• 16:54
  you
• 16:54
  do
• 16:54
  what
• 16:54
  you
• 16:55
  do
• 16:55
  today,
• 16:55
  helping
• 16:56
  women
• 16:56
  build
• 16:57
  confidence
• 16:57
  in
• 16:57
  selling
• 16:59
  this
• 16:59
  idea
• 16:59
  of
• 17:01
  importance
• 17:02
  with
• 17:03
  money.
• 17:04
  Because
• 17:05
  sometimes
• 17:05
  we
• 17:05
  as
• 17:05
  women
• 17:06
  like
• 17:06
  to
• 17:06
  downplay
• 17:07
  that
• 17:07
  money
• 17:07
  is
• 17:08
  important.
• 17:08
  We
• 17:09
  have
• 17:09
  each
• 17:09
  of
• 17:09
  us,
• 17:09
  our
• 17:10
  own
• 17:10
  relationship
• 17:11
  with
• 17:11
  that.
• 17:11
  Do
• 17:11
  you
• 17:11
  want
• 17:12
  to
• 17:12
  say
• 17:12
  more
• 17:12
  about
• 17:12
  that?
• 17:13
  Yeah.
• 17:13
  And
• 17:14
  I
• 17:14
  think
• 17:14
  a
• 17:14
  lot
• 17:14
  of
• 17:15
  us
• 17:15
  grew
• 17:15
  up
• 17:16
  thinking
• 17:16
  that
• 17:17
  money
• 17:17
  was
• 17:17
  bad
• 17:18
  or
• 17:18
  that
• 17:18
  it
• 17:18
  wasn't
• 17:19
  polite
• 17:19
  to
• 17:20
  talk
• 17:20
  about
• 17:21
  or
• 17:21
  it
• 17:22
  was
• 17:22
  greedy
• 17:23
  to
• 17:24
  think
• 17:24
  that
• 17:24
  money
• 17:25
  was
• 17:25
  important
• 17:25
  or
• 17:26
  to
• 17:26
  want
• 17:26
  money.
• 17:27
  And
• 17:27
  I
• 17:27
  think
• 17:28
  all
• 17:29
  of
• 17:29
  that
• 17:29
  could
• 17:29
  be
• 17:30
  true
• 17:30
  depending
• 17:30
  on
• 17:32
  your
• 17:32
  attitude.
• 17:33
  But
• 17:33
  like
• 17:33
  anything,
• 17:33
  it's
• 17:34
  how
• 17:34
  you
• 17:34
  approach
• 17:34
  it.
• 17:35
  Money
• 17:35
  is
• 17:36
  also
• 17:36
  necessary
• 17:37
  to
• 17:37
  live,
• 17:38
  and
• 17:39
  money
• 17:40
  allows
• 17:40
  you
• 17:40
  to
• 17:41
  have
• 17:41
  choice
• 17:42
  and
• 17:42
  freedom.
• 17:44
  I
• 17:44
  think
• 17:44
  it's
• 17:44
  important
• 17:45
  to
• 17:46
  help
• 17:47
  women
• 17:47
  understand
• 17:48
  money
• 17:48
  and
• 17:48
  help
• 17:49
  women
• 17:49
  to
• 17:50
  make
• 17:50
  money.
• 17:51
  I
• 17:52
  have
• 17:52
  the
• 17:52
  most
• 17:52
  amazing
• 17:53
  husband
• 17:53
  and
• 17:54
  partner,
• 17:54
  a
• 17:55
  great,
• 17:55
  supportive
• 17:56
  Husband.
• 17:57
  This
• 17:57
  isn't
• 17:57
  about
• 17:58
  like,
• 17:59
  you
• 17:59
  know,
• 18:00
  nothing.
• 18:00
  It's
• 18:01
  not
• 18:01
  a
• 18:01
  man
• 18:01
  bashing
• 18:02
  thing.
• 18:02
  This
• 18:02
  is
• 18:02
  about
• 18:03
  empowering
• 18:03
  women.
• 18:04
  And
• 18:04
  I
• 18:04
  think
• 18:05
  sometimes
• 18:05
  people
• 18:05
  get
• 18:06
  that
• 18:06
  message
• 18:06
  confused
• 18:07
  that
• 18:07
  you
• 18:08
  have
• 18:08
  to
• 18:08
  like,
• 18:09
  you
• 18:10
  know,
• 18:10
  in
• 18:10
  order
• 18:11
  to
• 18:11
  lift
• 18:12
  one
• 18:12
  person
• 18:12
  up,
• 18:13
  you
• 18:13
  need
• 18:13
  to
• 18:13
  push
• 18:13
  another
• 18:13
  person
• 18:14
  down.
• 18:14
  That's
• 18:14
  not
• 18:14
  what
• 18:15
  this
• 18:15
  is
• 18:15
  about
• 18:15
  at
• 18:15
  all.
• 18:16
  We
• 18:17
  know
• 18:17
  that
• 18:17
  women
• 18:18
  tend
• 18:18
  to
• 18:19
  not
• 18:19
  understand
• 18:20
  money.
• 18:21
  We're
• 18:21
  not
• 18:22
  taught
• 18:22
  money.
• 18:22
  There's
• 18:23
  a
• 18:23
  whole
• 18:23
  bunch
• 18:23
  of
• 18:24
  societal
• 18:24
  reasons
• 18:25
  why
• 18:25
  we
• 18:26
  don't
• 18:26
  feel
• 18:27
  good
• 18:27
  about
• 18:27
  it
• 18:27
  or
• 18:27
  don't
• 18:28
  like
• 18:28
  selling
• 18:29
  and
• 18:29
  valuing
• 18:29
  our
• 18:30
  worth.
• 18:30
  Women
• 18:31
  still
• 18:31
  don't
• 18:31
  make
• 18:31
  the
• 18:31
  same
• 18:32
  amount
• 18:32
  that
• 18:32
  men
• 18:32
  make
• 18:33
  for
• 18:33
  the
• 18:33
  same
• 18:33
  role.
• 18:34
  So
• 18:34
  we're
• 18:35
  already
• 18:35
  at
• 18:35
  a
• 18:35
  disadvantage
• 18:36
  when
• 18:36
  it
• 18:36
  comes
• 18:37
  to
• 18:37
  saving
• 18:37
  for
• 18:38
  retirement.
• 18:38
  Women
• 18:40
  mostly
• 18:40
  are
• 18:41
  the
• 18:41
  ones
• 18:41
  that
• 18:41
  take
• 18:41
  time
• 18:42
  off
• 18:42
  from
• 18:42
  a
• 18:43
  career
• 18:43
  or
• 18:43
  take
• 18:43
  a
• 18:44
  step
• 18:44
  back
• 18:44
  from
• 18:44
  a
• 18:45
  career.
• 18:45
  If
• 18:45
  you're
• 18:45
  raising
• 18:46
  a
• 18:46
  family,
• 18:47
  that
• 18:47
  puts
• 18:47
  us
• 18:47
  at
• 18:47
  another
• 18:48
  disadvantage.
• 18:49
  And
• 18:49
  right
• 18:50
  now,
• 18:50
  what
• 18:50
  I
• 18:51
  see,
• 18:52
  and
• 18:52
  this
• 18:52
  is
• 18:52
  not
• 18:53
  just
• 18:53
  my
• 18:53
  perspective,
• 18:54
  there's
• 18:54
  facts
• 18:54
  around
• 18:54
  this
• 18:55
  is
• 18:55
  47%
• 18:56
  of
• 18:57
  all
• 18:57
  new
• 18:57
  businesses
• 18:57
  are
• 18:58
  started
• 18:58
  by
• 18:58
  women.
• 18:59
  That
• 18:59
  number
• 18:59
  was
• 18:59
  29%
• 19:01
  before
• 19:01
  the
• 19:01
  pandemic.
• 19:02
  So
• 19:03
  we
• 19:03
  know
• 19:03
  during
• 19:03
  the
• 19:03
  pandemic
• 19:04
  women
• 19:04
  took
• 19:05
  a
• 19:05
  brutal
• 19:06
  force
• 19:06
  hit
• 19:07
  to
• 19:07
  the
• 19:08
  workforce
• 19:08
  and
• 19:09
  we
• 19:09
  had
• 19:09
  to
• 19:09
  leave
• 19:09
  to
• 19:10
  care
• 19:10
  for
• 19:10
  parents,
• 19:10
  to
• 19:11
  care
• 19:11
  for
• 19:11
  kids.
• 19:12
  Now
• 19:13
  with
• 19:13
  people
• 19:13
  getting
• 19:13
  called
• 19:14
  back
• 19:14
  to
• 19:14
  the
• 19:14
  office,
• 19:14
  maybe
• 19:15
  our
• 19:15
  family
• 19:15
  has
• 19:16
  moved
• 19:16
  away.
• 19:16
  That
• 19:17
  doesn't
• 19:17
  work
• 19:17
  for
• 19:17
  us
• 19:17
  anymore.
• 19:19
  So
• 19:19
  there
• 19:19
  are
• 19:19
  a
• 19:20
  ton
• 19:20
  of
• 19:20
  reasons
• 19:20
  why
• 19:21
  women
• 19:23
  are
• 19:24
  at
• 19:24
  a
• 19:24
  disadvantage
• 19:25
  when
• 19:25
  it
• 19:25
  comes
• 19:26
  to
• 19:26
  earning
• 19:27
  and
• 19:27
  making
• 19:27
  money.
• 19:29
  I
• 19:29
  want
• 19:30
  us
• 19:31
  to
• 19:31
  have
• 19:31
  the
• 19:32
  opportunity
• 19:32
  to
• 19:33
  make
• 19:33
  and
• 19:34
  earn
• 19:34
  and
• 19:34
  contribute
• 19:37
  in
• 19:37
  a
• 19:37
  way
• 19:37
  that
• 19:38
  feels
• 19:38
  good.
• 19:39
  We
• 19:39
  also
• 19:39
  know
• 19:39
  that
• 19:39
  women
• 19:40
  are
• 19:40
  great
• 19:40
  investors
• 19:41
  and
• 19:41
  that
• 19:42
  when
• 19:42
  women
• 19:42
  have
• 19:43
  money,
• 19:43
  we
• 19:44
  pour
• 19:44
  our
• 19:45
  money
• 19:45
  into,
• 19:46
  into
• 19:47
  our
• 19:47
  families,
• 19:48
  our
• 19:48
  communities,
• 19:49
  causes
• 19:50
  that
• 19:50
  we
• 19:50
  believe
• 19:51
  in.
• 19:51
  I
• 19:51
  wasn't
• 19:51
  going
• 19:51
  to
• 19:51
  bash
• 19:52
  men,
• 19:52
  but
• 19:52
  let's
• 19:53
  just
• 19:53
  look
• 19:53
  at
• 19:53
  the
• 19:54
  billionaires
• 19:54
  out
• 19:55
  there
• 19:55
  and
• 19:56
  how
• 19:56
  and
• 19:57
  where
• 19:57
  they
• 19:57
  spend
• 19:58
  their
• 19:58
  money.
• 19:59
  Look
• 19:59
  at
• 19:59
  the
• 19:59
  male
• 20:00
  billionaires
• 20:00
  out
• 20:01
  there
• 20:01
  that
• 20:01
  hoard
• 20:01
  wealth,
• 20:03
  that
• 20:03
  use
• 20:03
  it
• 20:04
  to
• 20:04
  manipulate
• 20:05
  politics
• 20:06
  for
• 20:06
  their
• 20:06
  own
• 20:06
  advantage.
• 20:08
  And
• 20:08
  then
• 20:08
  look
• 20:08
  at
• 20:09
  women
• 20:09
  billionaires
• 20:10
  who
• 20:10
  are
• 20:10
  giving
• 20:11
  it
• 20:11
  all
• 20:11
  away
• 20:12
  and
• 20:12
  lifting
• 20:13
  up
• 20:13
  communities
• 20:14
  with
• 20:14
  their
• 20:14
  investment.
• 20:15
  And
• 20:15
  they're
• 20:15
  not
• 20:15
  doing
• 20:16
  it
• 20:16
  willy
• 20:16
  nilly.
• 20:16
  They're
• 20:17
  doing
• 20:17
  it
• 20:17
  pretty
• 20:17
  damn
• 20:18
  strategically.
• 20:19
  And
• 20:19
  so
• 20:19
  I
• 20:20
  think
• 20:20
  men
• 20:20
  and
• 20:20
  women
• 20:21
  think
• 20:21
  differently
• 20:22
  about
• 20:22
  money.
• 20:23
  And
• 20:24
  I
• 20:24
  want
• 20:24
  women
• 20:25
  to
• 20:25
  have
• 20:26
  the
• 20:26
  ability
• 20:27
  to
• 20:27
  make
• 20:27
  an
• 20:28
  access
• 20:28
  and
• 20:29
  use
• 20:29
  their
• 20:30
  money
• 20:30
  for
• 20:30
  ways
• 20:30
  that
• 20:31
  align
• 20:31
  with
• 20:31
  things
• 20:32
  that
• 20:32
  are
• 20:32
  important
• 20:32
  to
• 20:32
  them.
• 20:33
  Yeah,
• 20:34
  I
• 20:34
  love
• 20:34
  that.
• 20:35
  So,
• 20:35
  so
• 20:36
  talk
• 20:36
  to
• 20:36
  us
• 20:37
  about.
• 20:38
  I
• 20:38
  just
• 20:38
  want
• 20:38
  to
• 20:38
  say
• 20:39
  one
• 20:39
  more
• 20:39
  thing
• 20:39
  before
• 20:39
  we
• 20:40
  go
• 20:40
  into
• 20:40
  the
• 20:40
  other
• 20:41
  piece.
• 20:41
  You're
• 20:41
  South
• 20:41
  Florida,
• 20:42
  18,
• 20:42
  moved
• 20:43
  to
• 20:43
  New
• 20:43
  York
• 20:43
  City.
• 20:44
  I
• 20:44
  was
• 20:44
  an
• 20:44
  Iowa
• 20:45
  girl
• 20:45
  that
• 20:45
  moved
• 20:45
  to
• 20:45
  New
• 20:45
  York
• 20:45
  City.
• 20:46
  So
• 20:46
  I
• 20:46
  know
• 20:46
  about.
• 20:47
  Yeah.
• 20:48
  And
• 20:50
  I
• 20:51
  believe
• 20:51
  that
• 20:54
  people
• 20:55
  who
• 20:55
  make
• 20:56
  these
• 20:56
  kinds
• 20:56
  of
• 20:56
  brave
• 20:57
  choices,
• 20:58
  like
• 20:58
  you,
• 20:59
  you
• 20:59
  will
• 20:59
  always
• 21:00
  have
• 21:00
  control
• 21:00
  of
• 21:00
  your
• 21:01
  life
• 21:01
  because
• 21:02
  you
• 21:02
  always
• 21:02
  able
• 21:03
  to
• 21:03
  pivot
• 21:04
  and
• 21:04
  do
• 21:04
  things.
• 21:05
  And
• 21:05
  like
• 21:07
  you,
• 21:08
  you're
• 21:08
  getting
• 21:08
  to
• 21:08
  live
• 21:09
  the
• 21:09
  life
• 21:09
  of
• 21:09
  your
• 21:09
  dreams.
• 21:10
  I
• 21:10
  just
• 21:11
  find
• 21:11
  that
• 21:11
  wonderful.
• 21:12
  The
• 21:12
  early
• 21:12
  choices
• 21:13
  matter.
• 21:13
  Blind
• 21:14
  faith.
• 21:14
  Sometimes
• 21:15
  you
• 21:15
  just
• 21:15
  have
• 21:15
  to
• 21:16
  do
• 21:16
  it.
• 21:17
  That
• 21:17
  resonated
• 21:18
  so
• 21:18
  much
• 21:18
  for
• 21:18
  me.
• 21:19
  How
• 21:19
  much
• 21:19
  of
• 21:19
  that
• 21:20
  is
• 21:20
  in
• 21:20
  the
• 21:21
  DNA
• 21:21
  of
• 21:21
  most
• 21:21
  founders?
• 21:22
  At
• 21:22
  some
• 21:23
  point
• 21:23
  you
• 21:23
  have
• 21:23
  to
• 21:24
  take.
• 21:24
  Your
• 21:24
  business
• 21:24
  idea
• 21:25
  and
• 21:26
  put
• 21:26
  it
• 21:26
  into
• 21:26
  action.
• 21:27
  Yep,
• 21:27
  that's
• 21:28
  true.
• 21:29
  That's
• 21:29
  an
• 21:29
  interesting
• 21:29
  correlation.
• 21:30
  Yeah,
• 21:30
  you
• 21:31
  really
• 21:31
  do.
• 21:31
  Or
• 21:31
  leave
• 21:32
  a
• 21:32
  corporate
• 21:32
  job
• 21:33
  and
• 21:33
  go
• 21:33
  out
• 21:33
  on
• 21:33
  your
• 21:34
  own
• 21:34
  even
• 21:34
  when
• 21:34
  you
• 21:35
  have
• 21:35
  babies,
• 21:35
  if
• 21:36
  that's
• 21:36
  what
• 21:36
  you
• 21:36
  decide
• 21:37
  to
• 21:37
  do,
• 21:37
  to
• 21:37
  step
• 21:37
  back.
• 21:38
  As
• 21:38
  you
• 21:38
  said,
• 21:38
  those
• 21:39
  are
• 21:39
  moments
• 21:40
  and
• 21:40
  sometimes
• 21:40
  what
• 21:40
  happens
• 21:41
  is
• 21:41
  we
• 21:41
  step
• 21:42
  back
• 21:42
  and
• 21:42
  then
• 21:43
  forget
• 21:43
  how
• 21:43
  to
• 21:44
  step
• 21:44
  forward
• 21:44
  again.
• 21:45
  I
• 21:45
  love
• 21:45
  the
• 21:46
  way
• 21:46
  that
• 21:46
  your
• 21:46
  business
• 21:47
  is
• 21:47
  helping
• 21:48
  women
• 21:49
  step
• 21:49
  forward
• 21:50
  again.
• 21:51
  So
• 21:51
  I
• 21:52
  know
• 21:52
  you've
• 21:52
  helped
• 21:52
  women
• 21:53
  learn
• 21:53
  about
• 21:53
  sales
• 21:54
  and
• 21:54
  the
• 21:54
  importance
• 21:55
  of
• 21:55
  sales.
• 21:55
  What
• 21:55
  is
• 21:56
  fueling
• 21:56
  you
• 21:57
  to
• 21:58
  help
• 21:58
  women
• 21:59
  with
• 22:00
  becoming
• 22:01
  comfortable
• 22:02
  and
• 22:03
  confident
• 22:03
  in
• 22:04
  sales?
• 22:05
  So
• 22:05
  I
• 22:05
  spent
• 22:06
  my
• 22:06
  whole
• 22:06
  career,
• 22:07
  20
• 22:07
  plus
• 22:08
  years
• 22:08
  in
• 22:08
  sales
• 22:09
  and
• 22:09
  business
• 22:09
  development.
• 22:10
  Big
• 22:10
  companies
• 22:11
  for
• 22:11
  startups.
• 22:12
  I
• 22:12
  call
• 22:12
  myself
• 22:12
  a
• 22:13
  recovering
• 22:14
  CEO
• 22:14
  of
• 22:14
  a
• 22:14
  VC
• 22:15
  backed
• 22:15
  startup.
• 22:16
  I
• 22:16
  know
• 22:17
  how
• 22:17
  to
• 22:18
  sell
• 22:18
  and
• 22:18
  how
• 22:19
  to
• 22:19
  put
• 22:20
  deals
• 22:21
  together.
• 22:22
  What
• 22:22
  I
• 22:22
  saw
• 22:22
  happening
• 22:23
  over
• 22:24
  the
• 22:24
  past
• 22:24
  few
• 22:24
  years,
• 22:25
  I
• 22:25
  talked
• 22:25
  about
• 22:25
  it
• 22:25
  a
• 22:25
  little
• 22:26
  bit
• 22:26
  with
• 22:26
  COVID
• 22:27
  So
• 22:27
  many
• 22:27
  women
• 22:28
  moving
• 22:28
  out
• 22:28
  of
• 22:29
  the
• 22:29
  workforce,
• 22:29
  so
• 22:30
  many
• 22:30
  of
• 22:30
  my
• 22:30
  friends
• 22:31
  in
• 22:31
  their
• 22:31
  late
• 22:31
  30s,
• 22:32
  40s,
• 22:33
  50s.
• 22:34
  Right
• 22:34
  now
• 22:34
  in
• 22:34
  companies
• 22:35
  there's
• 22:35
  a
• 22:36
  whole
• 22:36
  level
• 22:36
  of
• 22:36
  management
• 22:37
  that's
• 22:37
  being
• 22:37
  eliminated
• 22:38
  that
• 22:39
  is
• 22:39
  not
• 22:39
  coming
• 22:40
  back.
• 22:41
  There
• 22:41
  are
• 22:41
  men
• 22:42
  and
• 22:42
  women
• 22:43
  of
• 22:43
  a
• 22:43
  certain
• 22:43
  age
• 22:44
  who
• 22:44
  are
• 22:44
  making
• 22:44
  healthy
• 22:45
  six
• 22:45
  figure
• 22:46
  salaries
• 22:47
  that
• 22:48
  do
• 22:48
  not
• 22:48
  have
• 22:48
  job
• 22:49
  opportunities.
• 22:49
  Right
• 22:50
  now
• 22:50
  the
• 22:51
  jobs
• 22:51
  are
• 22:51
  not
• 22:51
  coming
• 22:52
  back.
• 22:52
  You
• 22:52
  have
• 22:53
  all
• 22:53
  of
• 22:53
  these
• 22:53
  women
• 22:53
  who
• 22:54
  in
• 22:54
  my
• 22:54
  opinion
• 22:55
  are
• 22:55
  at
• 22:55
  the
• 22:55
  top
• 22:56
  of
• 22:56
  their
• 22:56
  performance
• 22:57
  game.
• 22:58
  Mid,
• 22:58
  30s,
• 22:59
  40s,
• 23:00
  50s,
• 23:00
  like
• 23:01
  you
• 23:01
  know
• 23:01
  your
• 23:01
  stuff.
• 23:02
  You
• 23:02
  are
• 23:02
  peak
• 23:03
  performance
• 23:04
  and
• 23:04
  there
• 23:04
  are
• 23:04
  no
• 23:04
  job
• 23:05
  opportunities
• 23:05
  available.
• 23:06
  So
• 23:06
  what
• 23:06
  are
• 23:06
  you
• 23:07
  doing?
• 23:07
  You're
• 23:08
  starting
• 23:08
  your
• 23:08
  own
• 23:09
  consulting
• 23:09
  firm,
• 23:10
  you're
• 23:10
  becoming
• 23:10
  a
• 23:10
  fractional,
• 23:11
  you're
• 23:12
  building
• 23:12
  a
• 23:12
  little
• 23:13
  agency
• 23:13
  and
• 23:14
  you
• 23:14
  are
• 23:14
  so
• 23:15
  good
• 23:15
  at
• 23:15
  what
• 23:16
  you
• 23:16
  do,
• 23:17
  but
• 23:17
  you
• 23:17
  don't
• 23:17
  know
• 23:18
  how
• 23:18
  to
• 23:18
  sell
• 23:18
  and
• 23:18
  you
• 23:19
  don't
• 23:19
  know
• 23:19
  how
• 23:19
  to
• 23:19
  build
• 23:19
  and
• 23:20
  run
• 23:20
  a
• 23:20
  small
• 23:20
  business
• 23:21
  because
• 23:21
  you
• 23:21
  never
• 23:21
  had
• 23:22
  to
• 23:22
  do
• 23:22
  it.
• 23:22
  You
• 23:22
  are
• 23:22
  always
• 23:23
  a
• 23:23
  W2
• 23:23
  employee.
• 23:25
  So
• 23:25
  over
• 23:26
  the
• 23:26
  past
• 23:26
  couple
• 23:26
  of
• 23:26
  years
• 23:27
  I've
• 23:27
  seen
• 23:27
  a
• 23:27
  bunch
• 23:27
  of
• 23:27
  my
• 23:27
  friends
• 23:28
  in
• 23:28
  this
• 23:28
  situation
• 23:29
  and
• 23:29
  they
• 23:30
  have
• 23:31
  hired
• 23:32
  coaches
• 23:33
  or
• 23:33
  have
• 23:34
  paid
• 23:34
  to
• 23:34
  do
• 23:35
  these
• 23:35
  programs
• 23:35
  or
• 23:36
  they've
• 23:36
  signed
• 23:37
  up
• 23:37
  for
• 23:37
  all
• 23:37
  of
• 23:38
  this
• 23:38
  stuff
• 23:39
  that
• 23:39
  is
• 23:39
  not
• 23:40
  cheap,
• 23:41
  that
• 23:41
  has
• 23:42
  preyed
• 23:42
  on
• 23:42
  their
• 23:42
  emotions
• 23:43
  and
• 23:43
  I'm
• 23:43
  like,
• 23:44
  so
• 23:44
  what
• 23:44
  did
• 23:44
  you
• 23:44
  get
• 23:44
  out
• 23:44
  of
• 23:45
  it?
• 23:45
  And
• 23:45
  they're
• 23:45
  like,
• 23:45
  oh,
• 23:45
  I'm
• 23:46
  going
• 23:46
  to
• 23:46
  create
• 23:46
  some
• 23:46
  Instagram
• 23:47
  reels.
• 23:47
  And
• 23:47
  I'm
• 23:48
  like,
• 23:48
  girl,
• 23:49
  you
• 23:49
  are
• 23:49
  a
• 23:49
  lawyer.
• 23:50
  You
• 23:51
  can't
• 23:51
  sell
• 23:51
  your
• 23:52
  services
• 23:52
  on
• 23:52
  Instagram.
• 23:53
  What
• 23:53
  are
• 23:53
  you
• 23:53
  doing?
• 23:54
  And
• 23:55
  there's
• 23:55
  this
• 23:55
  whole
• 23:56
  trend
• 23:56
  about
• 23:57
  like,
• 23:57
  I'm
• 23:57
  going
• 23:57
  to
• 23:57
  teach
• 23:57
  you
• 23:57
  to
• 23:58
  sell
• 23:58
  without
• 23:58
  getting
• 23:58
  on
• 23:59
  a
• 23:59
  sales
• 23:59
  call.
• 23:59
  And
• 24:00
  it's
• 24:00
  made
• 24:01
  that,
• 24:01
  you
• 24:01
  know,
• 24:02
  makes
• 24:02
  seven
• 24:02
  figures
• 24:02
  in
• 24:03
  your
• 24:03
  sleep.
• 24:03
  And
• 24:04
  that's
• 24:04
  just
• 24:05
  not
• 24:05
  realistic
• 24:06
  for
• 24:06
  me
• 24:07
  or
• 24:07
  the
• 24:07
  types
• 24:08
  of
• 24:08
  businesses
• 24:08
  I
• 24:08
  see
• 24:09
  my
• 24:09
  friends
• 24:09
  building.
• 24:10
  We
• 24:11
  are
• 24:11
  building
• 24:11
  brick
• 24:12
  by
• 24:12
  brick,
• 24:13
  service
• 24:13
  based
• 24:14
  businesses.
• 24:15
  Maybe
• 24:16
  we
• 24:16
  want
• 24:16
  to
• 24:16
  get
• 24:17
  them
• 24:17
  to
• 24:17
  seven
• 24:17
  figures,
• 24:18
  but
• 24:18
  that
• 24:18
  might
• 24:18
  not
• 24:18
  even
• 24:19
  be
• 24:19
  our
• 24:19
  goal.
• 24:19
  That
• 24:20
  might
• 24:20
  not
• 24:20
  even
• 24:20
  be
• 24:21
  our
• 24:21
  goal.
• 24:22
  And
• 24:22
  so
• 24:23
  I
• 24:23
  just
• 24:25
  burned
• 24:25
  my
• 24:25
  business
• 24:26
  down
• 24:26
  because
• 24:26
  I
• 24:26
  was
• 24:27
  so
• 24:27
  angry
• 24:28
  by
• 24:28
  what
• 24:29
  I
• 24:29
  was
• 24:29
  seeing
• 24:29
  happening.
• 24:30
  And
• 24:30
  I
• 24:30
  said,
• 24:31
  I'm
• 24:31
  going
• 24:31
  to
• 24:31
  build
• 24:31
  a
• 24:32
  program
• 24:33
  for
• 24:33
  women
• 24:34
  to
• 24:35
  actually
• 24:35
  teach
• 24:36
  them
• 24:36
  how
• 24:36
  to
• 24:36
  build
• 24:36
  a
• 24:37
  business
• 24:37
  and
• 24:38
  how
• 24:38
  to
• 24:38
  sell
• 24:39
  and
• 24:39
  feel
• 24:39
  good
• 24:40
  in
• 24:40
  their
• 24:40
  business
• 24:41
  so
• 24:41
  that
• 24:41
  they
• 24:42
  can
• 24:42
  be
• 24:42
  in
• 24:42
  control
• 24:44
  of
• 24:45
  their
• 24:45
  own
• 24:45
  career,
• 24:46
  basically.
• 24:47
  And
• 24:47
  I
• 24:47
  want
• 24:47
  you
• 24:47
  to
• 24:48
  at
• 24:48
  least
• 24:48
  replace
• 24:49
  your
• 24:49
  corporate
• 24:49
  income.
• 24:50
  And
• 24:50
  if
• 24:50
  you
• 24:51
  want
• 24:51
  to
• 24:51
  do
• 24:51
  more,
• 24:52
  let's
• 24:52
  build
• 24:52
  for
• 24:53
  more.
• 24:53
  You
• 24:54
  need
• 24:54
  to
• 24:54
  be
• 24:54
  able
• 24:54
  to
• 24:54
  support
• 24:54
  yourself
• 24:55
  and
• 24:55
  you
• 24:55
  need
• 24:55
  to
• 24:56
  be
• 24:56
  able
• 24:56
  to
• 24:56
  support
• 24:56
  your
• 24:57
  family
• 24:57
  and
• 24:57
  provide
• 24:58
  for
• 24:58
  a
• 24:58
  retirement
• 24:59
  because
• 24:59
  you
• 25:00
  have
• 25:01
  at
• 25:01
  least
• 25:01
  20
• 25:02
  to
• 25:02
  25
• 25:03
  years
• 25:04
  left
• 25:04
  or
• 25:05
  more.
• 25:05
  I
• 25:05
  never
• 25:06
  plan
• 25:06
  on
• 25:06
  retiring
• 25:07
  if
• 25:07
  that's
• 25:08
  what
• 25:08
  you
• 25:08
  want
• 25:08
  to
• 25:08
  do.
• 25:08
  And
• 25:09
  so,
• 25:10
  you
• 25:10
  know,
• 25:11
  there's
• 25:11
  this
• 25:12
  fear
• 25:12
  around
• 25:13
  selling
• 25:15
  because
• 25:15
  you
• 25:15
  don't
• 25:15
  identify
• 25:16
  as
• 25:16
  a
• 25:16
  salesperson.
• 25:19
  But
• 25:19
  what's
• 25:19
  different
• 25:20
  is
• 25:20
  when
• 25:20
  you
• 25:20
  are
• 25:20
  a
• 25:20
  business
• 25:21
  owner,
• 25:22
  you
• 25:22
  are
• 25:22
  a
• 25:23
  salesperson,
• 25:23
  you're
• 25:24
  responsible
• 25:24
  for
• 25:24
  bringing
• 25:25
  revenue
• 25:25
  in.
• 25:26
  And
• 25:26
  so
• 25:26
  there's
• 25:26
  a
• 25:27
  mental
• 25:27
  shift
• 25:27
  that
• 25:28
  goes
• 25:28
  along
• 25:28
  with
• 25:29
  owning
• 25:29
  a
• 25:29
  business
• 25:30
  that
• 25:30
  I
• 25:30
  think
• 25:30
  is
• 25:30
  challenging
• 25:31
  for
• 25:31
  a
• 25:31
  lot
• 25:31
  of
• 25:31
  people,
• 25:32
  especially
• 25:32
  women.
• 25:33
  And
• 25:33
  that's
• 25:33
  what
• 25:33
  I'm
• 25:34
  trying
• 25:34
  to
• 25:36
  shape
• 25:36
  and
• 25:37
  evolve.
• 25:38
  So
• 25:38
  what
• 25:38
  is
• 25:39
  your
• 25:39
  approach?
• 25:39
  How
• 25:40
  do
• 25:40
  you
• 25:40
  help
• 25:40
  women
• 25:41
  make
• 25:41
  that
• 25:42
  shift
• 25:42
  from
• 25:42
  the
• 25:43
  discomfort
• 25:44
  and
• 25:44
  the
• 25:45
  resistance
• 25:46
  to
• 25:47
  actually
• 25:48
  taking
• 25:49
  the
• 25:49
  steps
• 25:49
  necessary
• 25:50
  to
• 25:51
  do
• 25:51
  it?
• 25:52
  I
• 25:52
  kind
• 25:52
  of
• 25:53
  work
• 25:53
  backwards.
• 25:54
  I
• 25:54
  think
• 25:55
  that
• 25:55
  the
• 25:55
  confidence
• 25:56
  comes
• 25:56
  from
• 25:56
  doing
• 25:57
  the
• 25:57
  hard
• 25:57
  thing
• 25:58
  and
• 25:58
  sucking
• 25:59
  at
• 25:59
  it
• 25:59
  at
• 25:59
  first
• 26:00
  and
• 26:00
  then
• 26:00
  over
• 26:01
  time
• 26:01
  getting
• 26:01
  better
• 26:02
  and
• 26:02
  seeing
• 26:02
  better
• 26:03
  results.
• 26:04
  That's
• 26:04
  where
• 26:04
  the
• 26:04
  confidence
• 26:05
  comes
• 26:05
  from.
• 26:06
  And
• 26:06
  so
• 26:08
  I
• 26:09
  make
• 26:09
  people
• 26:09
  do
• 26:09
  it.
• 26:10
  And
• 26:10
  I
• 26:10
  have
• 26:11
  a
• 26:11
  group
• 26:11
  program
• 26:12
  called
• 26:12
  the
• 26:12
  Honeybee
• 26:13
  Sales
• 26:13
  Circle.
• 26:14
  It's
• 26:14
  a
• 26:14
  community
• 26:15
  of
• 26:15
  women,
• 26:15
  small
• 26:16
  business
• 26:16
  owners
• 26:17
  and
• 26:17
  service
• 26:17
  providers.
• 26:19
  And
• 26:19
  we
• 26:19
  are
• 26:20
  building
• 26:21
  sales
• 26:21
  funnels,
• 26:22
  learning
• 26:23
  how
• 26:23
  to
• 26:23
  do
• 26:23
  sales
• 26:23
  calls,
• 26:24
  learning
• 26:24
  how
• 26:24
  to
• 26:25
  follow
• 26:25
  up
• 26:25
  with
• 26:25
  people
• 26:26
  in
• 26:26
  the
• 26:26
  right
• 26:27
  way,
• 26:27
  learning
• 26:27
  how
• 26:28
  to
• 26:28
  get
• 26:28
  the
• 26:28
  right
• 26:28
  kinds
• 26:29
  of
• 26:29
  new
• 26:29
  leads.
• 26:30
  It's
• 26:30
  uncomfortable.
• 26:32
  People
• 26:32
  are
• 26:32
  like,
• 26:32
  I
• 26:32
  don't
• 26:33
  want
• 26:33
  to
• 26:33
  do
• 26:33
  this.
• 26:33
  This
• 26:33
  doesn't
• 26:34
  feel
• 26:34
  good.
• 26:34
  And
• 26:34
  I'm
• 26:34
  like,
• 26:35
  you're
• 26:35
  right.
• 26:35
  This
• 26:35
  doesn't
• 26:36
  feel
• 26:36
  good
• 26:36
  right
• 26:37
  now.
• 26:38
  But
• 26:38
  you
• 26:38
  have
• 26:38
  to
• 26:39
  do
• 26:39
  the
• 26:39
  uncomfortable
• 26:40
  part
• 26:41
  before
• 26:42
  you
• 26:42
  start
• 26:43
  to
• 26:43
  see
• 26:43
  the
• 26:43
  results
• 26:43
  and
• 26:44
  before
• 26:44
  it
• 26:44
  starts
• 26:45
  to
• 26:45
  feel
• 26:45
  comfortable.
• 26:46
  When
• 26:46
  you
• 26:46
  start
• 26:46
  seeing
• 26:46
  the
• 26:47
  results,
• 26:47
  you
• 26:47
  get
• 26:48
  more
• 26:48
  confident.
• 26:48
  And
• 26:48
  then
• 26:48
  you
• 26:49
  want
• 26:49
  to
• 26:49
  do
• 26:49
  sales
• 26:49
  calls
• 26:50
  and
• 26:50
  then
• 26:51
  you
• 26:51
  want
• 26:51
  to
• 26:51
  go
• 26:51
  to
• 26:51
  networking
• 26:52
  events.
• 26:53
  The
• 26:53
  confidence
• 26:54
  comes
• 26:54
  from
• 26:54
  doing
• 26:55
  the
• 26:55
  work.
• 26:56
  I
• 26:56
  think
• 26:57
  being
• 26:57
  uncomfortable
• 26:58
  is
• 26:59
  what
• 26:59
  holds
• 26:59
  a
• 26:59
  lot
• 26:59
  of
• 26:59
  people
• 27:00
  back.
• 27:00
  We
• 27:00
  don't
• 27:01
  want
• 27:01
  to
• 27:01
  do
• 27:01
  things
• 27:01
  that
• 27:01
  are
• 27:01
  uncomfortable.
• 27:02
  We
• 27:02
  don't
• 27:02
  want
• 27:02
  to
• 27:03
  do
• 27:03
  things
• 27:03
  that
• 27:03
  don't
• 27:03
  feel
• 27:04
  good.
• 27:05
  But
• 27:06
  you
• 27:06
  have
• 27:06
  to.
• 27:06
  In
• 27:06
  this
• 27:07
  case.
• 27:07
  Yeah,
• 27:08
  it's
• 27:08
  uncomfortable
• 27:09
  to
• 27:09
  not
• 27:09
  be
• 27:09
  able
• 27:10
  to
• 27:10
  pay
• 27:10
  your
• 27:10
  bills.
• 27:11
  Right.
• 27:11
  And
• 27:12
  there's
• 27:12
  a
• 27:13
  different,
• 27:13
  you
• 27:13
  know,
• 27:13
  or
• 27:14
  even
• 27:14
  just
• 27:15
  not
• 27:15
  having
• 27:16
  the
• 27:16
  feeling
• 27:17
  of
• 27:17
  success.
• 27:17
  That's
• 27:18
  a
• 27:18
  discomfort.
• 27:19
  Absolutely.
• 27:19
  So
• 27:20
  it's
• 27:20
  almost
• 27:20
  like
• 27:20
  reminding
• 27:21
  yourself
• 27:21
  that
• 27:22
  you
• 27:22
  are
• 27:22
  already
• 27:22
  uncomfortable.
• 27:23
  Oh,
• 27:24
  that's
• 27:24
  a
• 27:24
  great.
• 27:24
  Yes.
• 27:25
  I
• 27:25
  love
• 27:25
  that
• 27:25
  framework.
• 27:26
  Yes.
• 27:27
  Yeah.
• 27:27
  And
• 27:27
  I
• 27:27
  think,
• 27:28
  you
• 27:28
  know,
• 27:28
  we
• 27:28
  think
• 27:29
  that
• 27:29
  we're
• 27:30
  not
• 27:30
  going
• 27:30
  to
• 27:30
  be
• 27:30
  great
• 27:30
  at
• 27:31
  sales,
• 27:31
  but
• 27:31
  selling
• 27:32
  is
• 27:32
  a
• 27:32
  skill
• 27:33
  and
• 27:34
  we
• 27:34
  learn
• 27:35
  new
• 27:35
  skills
• 27:36
  all
• 27:36
  of
• 27:36
  the
• 27:36
  time.
• 27:37
  Human
• 27:37
  beings
• 27:38
  are
• 27:38
  designed
• 27:38
  and
• 27:39
  built
• 27:40
  to
• 27:40
  learn
• 27:40
  new
• 27:40
  skills.
• 27:41
  We've
• 27:41
  been
• 27:41
  doing
• 27:41
  it
• 27:41
  since
• 27:42
  the
• 27:42
  day
• 27:42
  we
• 27:42
  were
• 27:43
  born.
• 27:43
  But
• 27:44
  somehow
• 27:44
  we
• 27:44
  think
• 27:45
  of
• 27:45
  sales
• 27:46
  as
• 27:46
  this
• 27:46
  magical
• 27:47
  thing
• 27:47
  that
• 27:48
  you
• 27:48
  either
• 27:48
  have
• 27:48
  or
• 27:48
  you
• 27:49
  don't
• 27:49
  have.
• 27:50
  And
• 27:50
  that's
• 27:50
  the
• 27:50
  other
• 27:51
  thing
• 27:51
  I
• 27:51
  like
• 27:52
  women
• 27:52
  to
• 27:52
  know,
• 27:53
  is
• 27:53
  that
• 27:53
  you
• 27:53
  can
• 27:54
  become
• 27:54
  a
• 27:54
  great
• 27:54
  seller
• 27:56
  no
• 27:56
  matter
• 27:56
  where
• 27:56
  you're
• 27:57
  starting
• 27:57
  from.
• 27:58
  It
• 27:58
  doesn't
• 27:59
  matter
• 27:59
  if
• 27:59
  you're
• 27:59
  an
• 27:59
  introvert
• 28:00
  or
• 28:00
  an
• 28:00
  extrovert.
• 28:01
  It
• 28:01
  doesn't
• 28:02
  matter
• 28:03
  what
• 28:03
  you
• 28:04
  do
• 28:04
  for
• 28:04
  work.
• 28:05
  You
• 28:05
  can
• 28:05
  learn
• 28:06
  how
• 28:06
  to
• 28:06
  sell
• 28:07
  just
• 28:07
  like
• 28:07
  you
• 28:07
  can
• 28:07
  learn
• 28:08
  anything
• 28:08
  else.
• 28:09
  You're
• 28:09
  not
• 28:09
  going
• 28:09
  to
• 28:09
  be
• 28:09
  a
• 28:10
  master
• 28:10
  at
• 28:10
  it
• 28:10
  on
• 28:10
  day
• 28:11
  one.
• 28:11
  I
• 28:12
  think
• 28:12
  we
• 28:12
  put
• 28:12
  too
• 28:12
  much
• 28:12
  pressure
• 28:13
  and
• 28:13
  expectation
• 28:14
  on
• 28:14
  ourselves
• 28:15
  to
• 28:15
  be
• 28:15
  good
• 28:15
  at
• 28:15
  it
• 28:16
  on
• 28:16
  the
• 28:16
  first
• 28:16
  shot.
• 28:18
  But
• 28:18
  you
• 28:19
  can
• 28:19
  get
• 28:19
  good
• 28:19
  at
• 28:19
  it
• 28:20
  over
• 28:20
  time.
• 28:20
  And
• 28:21
  that's
• 28:21
  why
• 28:21
  this
• 28:21
  is
• 28:21
  a
• 28:21
  year
• 28:22
  long
• 28:22
  membership.
• 28:22
  Because
• 28:23
  I
• 28:23
  want
• 28:23
  to
• 28:23
  really
• 28:24
  work
• 28:24
  with
• 28:25
  you
• 28:26
  through
• 28:26
  all
• 28:26
  of
• 28:27
  those
• 28:27
  steps
• 28:28
  of
• 28:28
  not
• 28:28
  feeling
• 28:29
  good,
• 28:29
  needing
• 28:29
  to
• 28:30
  tweak,
• 28:30
  wanting
• 28:31
  to
• 28:31
  optimize.
• 28:32
  It's
• 28:32
  a
• 28:32
  process,
• 28:32
  it's
• 28:33
  a
• 28:33
  skill.
• 28:33
  You
• 28:33
  don't
• 28:34
  hire
• 28:35
  a
• 28:36
  physical
• 28:36
  trainer
• 28:37
  for
• 28:37
  three
• 28:37
  weeks
• 28:37
  and
• 28:38
  then
• 28:38
  think
• 28:38
  you're
• 28:38
  in
• 28:38
  the
• 28:38
  best
• 28:39
  shape
• 28:39
  of
• 28:39
  your
• 28:39
  life.
• 28:39
  It
• 28:40
  takes
• 28:40
  time
• 28:40
  to
• 28:41
  do
• 28:41
  that.
• 28:42
  Exactly.
• 28:42
  And
• 28:43
  I'm
• 28:43
  curious,
• 28:44
  how
• 28:44
  is
• 28:44
  it
• 28:45
  different
• 28:46
  for
• 28:46
  a
• 28:47
  woman
• 28:48
  and
• 28:48
  how
• 28:48
  is
• 28:49
  your
• 28:49
  approach
• 28:50
  unique
• 28:50
  to
• 28:51
  women?
• 28:51
  Yeah.
• 28:53
  So
• 28:53
  I'm
• 28:53
  not
• 28:54
  sure
• 28:55
  the
• 28:55
  sales
• 28:56
  technique
• 28:56
  should
• 28:57
  be
• 28:57
  different
• 28:57
  for
• 28:58
  men
• 28:58
  and
• 28:58
  women.
• 28:58
  I
• 28:59
  think
• 28:59
  that's
• 28:59
  more
• 28:59
  like
• 28:59
  personality
• 29:00
  and
• 29:00
  sort
• 29:01
  of
• 29:02
  nature
• 29:02
  versus
• 29:03
  nurture.
• 29:04
  But
• 29:04
  what
• 29:05
  I
• 29:05
  Saw
• 29:05
  when
• 29:05
  I
• 29:06
  looked
• 29:06
  around
• 29:06
  at
• 29:07
  all
• 29:07
  of
• 29:07
  the
• 29:07
  sales
• 29:07
  training
• 29:08
  and
• 29:08
  coaching
• 29:09
  out
• 29:09
  there
• 29:09
  is,
• 29:09
  it
• 29:09
  didn't
• 29:10
  resonate
• 29:10
  with
• 29:10
  me.
• 29:11
  Yeah,
• 29:11
  it
• 29:11
  felt
• 29:12
  very
• 29:12
  aggressive.
• 29:13
  It
• 29:13
  felt
• 29:14
  very
• 29:14
  win
• 29:14
  at
• 29:14
  all
• 29:15
  costs.
• 29:16
  It
• 29:16
  felt
• 29:16
  very
• 29:17
  manipulative.
• 29:18
  And
• 29:19
  that's
• 29:19
  never
• 29:19
  the
• 29:19
  way
• 29:20
  I've
• 29:20
  sold
• 29:21
  and
• 29:22
  I've
• 29:22
  always
• 29:22
  been
• 29:22
  successful
• 29:23
  doing
• 29:23
  it.
• 29:24
  I
• 29:24
  think
• 29:24
  the
• 29:24
  reason
• 29:25
  women
• 29:25
  don't
• 29:25
  like
• 29:26
  selling
• 29:26
  is
• 29:27
  because
• 29:27
  we
• 29:27
  see
• 29:28
  this
• 29:28
  and
• 29:28
  say,
• 29:29
  I
• 29:29
  want
• 29:29
  to
• 29:30
  be
• 29:30
  the
• 29:30
  opposite
• 29:31
  of
• 29:31
  that,
• 29:31
  so
• 29:31
  that
• 29:32
  must
• 29:32
  mean
• 29:32
  I
• 29:32
  can't
• 29:33
  sell.
• 29:34
  And
• 29:34
  so
• 29:35
  I
• 29:35
  take
• 29:35
  a
• 29:36
  very
• 29:36
  relationship
• 29:37
  driven
• 29:38
  approach
• 29:38
  to
• 29:39
  selling.
• 29:40
  I
• 29:40
  teach
• 29:41
  women
• 29:41
  to
• 29:42
  above
• 29:42
  anything
• 29:43
  else,
• 29:44
  be
• 29:44
  curious
• 29:45
  about
• 29:46
  your
• 29:46
  prospect
• 29:47
  because
• 29:49
  you
• 29:49
  are
• 29:49
  building
• 29:50
  a
• 29:50
  relationship
• 29:51
  and
• 29:51
  you
• 29:51
  need
• 29:51
  to
• 29:52
  find
• 29:52
  out.
• 29:53
  Selling
• 29:54
  should
• 29:54
  be
• 29:54
  the
• 29:54
  byproduct
• 29:56
  of
• 29:56
  understanding
• 29:57
  what
• 29:57
  your
• 29:58
  prospect
• 29:58
  is
• 29:58
  going
• 29:59
  through
• 29:59
  to
• 29:59
  see
• 30:00
  if
• 30:00
  you're
• 30:00
  the
• 30:00
  right
• 30:00
  fit.
• 30:01
  We
• 30:02
  put
• 30:02
  a
• 30:02
  lot
• 30:02
  of
• 30:02
  pressure
• 30:02
  on
• 30:02
  ourselves.
• 30:03
  Like
• 30:03
  every
• 30:04
  sales
• 30:04
  call
• 30:04
  has
• 30:04
  to
• 30:05
  end
• 30:05
  in
• 30:05
  a
• 30:05
  sale.
• 30:06
  There's
• 30:07
  so
• 30:07
  much
• 30:07
  emotion
• 30:08
  pent
• 30:08
  up
• 30:08
  around
• 30:09
  selling
• 30:10
  that
• 30:10
  I
• 30:10
  really
• 30:10
  want
• 30:10
  you
• 30:11
  to
• 30:11
  focus
• 30:11
  on
• 30:11
  building
• 30:12
  relationships
• 30:12
  and
• 30:12
  being
• 30:13
  of
• 30:13
  service,
• 30:15
  learning
• 30:15
  about
• 30:15
  your
• 30:16
  prospects
• 30:17
  and
• 30:17
  then
• 30:18
  deciding
• 30:19
  if
• 30:19
  you're
• 30:19
  the
• 30:19
  right
• 30:19
  fit
• 30:20
  for
• 30:20
  them.
• 30:20
  If
• 30:20
  this
• 30:21
  is
• 30:21
  even
• 30:21
  somebody
• 30:21
  you
• 30:22
  want
• 30:22
  to
• 30:22
  work
• 30:22
  with,
• 30:23
  then
• 30:23
  you
• 30:23
  have
• 30:24
  the
• 30:24
  right
• 30:24
  packages
• 30:24
  and
• 30:25
  pricing
• 30:25
  and
• 30:25
  all
• 30:25
  of
• 30:26
  that.
• 30:26
  I
• 30:26
  flip
• 30:27
  it
• 30:27
  on
• 30:27
  its
• 30:27
  head
• 30:28
  where
• 30:28
  you
• 30:28
  don't
• 30:29
  go
• 30:29
  into
• 30:29
  the
• 30:29
  conversation
• 30:30
  like,
• 30:31
  okay,
• 30:31
  I'm
• 30:31
  gonna
• 30:32
  close
• 30:32
  this
• 30:32
  one.
• 30:33
  I
• 30:33
  think
• 30:33
  that's
• 30:33
  a
• 30:33
  very
• 30:34
  masculine
• 30:36
  way
• 30:36
  of
• 30:36
  selling.
• 30:37
  That
• 30:37
  doesn't
• 30:37
  feel
• 30:37
  good
• 30:38
  for
• 30:38
  a
• 30:38
  lot
• 30:38
  of
• 30:38
  women.
• 30:39
  But
• 30:39
  when
• 30:39
  you
• 30:39
  go
• 30:39
  in
• 30:40
  to
• 30:40
  the
• 30:41
  conversation
• 30:42
  and
• 30:42
  you're
• 30:43
  curious
• 30:44
  and
• 30:44
  you
• 30:44
  want
• 30:44
  to
• 30:44
  learn
• 30:45
  and
• 30:46
  you
• 30:46
  want
• 30:46
  to
• 30:46
  make
• 30:47
  sure
• 30:47
  that
• 30:47
  you
• 30:47
  can
• 30:47
  be
• 30:48
  helpful
• 30:48
  and
• 30:48
  provide
• 30:49
  value
• 30:49
  to
• 30:50
  this
• 30:50
  person,
• 30:51
  the
• 30:51
  selling
• 30:52
  part
• 30:53
  feels
• 30:53
  a
• 30:53
  lot
• 30:54
  better.
• 30:55
  Yeah.
• 30:55
  For
• 30:56
  both
• 30:56
  people.
• 30:57
  Totally.
• 30:57
  And
• 30:58
  I'm
• 30:58
  curious
• 30:58
  too.
• 30:59
  You
• 30:59
  said
• 30:59
  you
• 30:59
  can
• 31:00
  be
• 31:00
  an
• 31:00
  introvert,
• 31:01
  you
• 31:01
  can
• 31:01
  be
• 31:01
  an
• 31:01
  extrovert.
• 31:02
  A
• 31:02
  lot
• 31:02
  of
• 31:02
  what
• 31:03
  you
• 31:03
  write
• 31:03
  about
• 31:03
  is
• 31:04
  that
• 31:04
  you
• 31:04
  can
• 31:04
  be
• 31:05
  yourself,
• 31:05
  be
• 31:06
  authentic,
• 31:06
  bring
• 31:07
  your
• 31:07
  own
• 31:07
  skills,
• 31:08
  your
• 31:09
  own
• 31:09
  unique
• 31:10
  genius
• 31:11
  to
• 31:11
  the
• 31:11
  table.
• 31:12
  Can
• 31:12
  you
• 31:12
  talk
• 31:13
  a
• 31:13
  little
• 31:13
  bit
• 31:13
  about
• 31:14
  that?
• 31:15
  Maybe
• 31:15
  some
• 31:16
  examples
• 31:16
  of
• 31:16
  how
• 31:17
  that
• 31:17
  has
• 31:18
  played
• 31:18
  out
• 31:18
  with
• 31:19
  some
• 31:19
  of
• 31:19
  your
• 31:19
  clients
• 31:20
  and
• 31:20
  where
• 31:20
  you
• 31:21
  can
• 31:21
  become
• 31:21
  yourself,
• 31:22
  like.
• 31:22
  The
• 31:22
  more
• 31:23
  you
• 31:23
  are,
• 31:23
  better
• 31:23
  it
• 31:24
  is.
• 31:24
  Yeah,
• 31:24
  absolutely.
• 31:25
  I
• 31:26
  mostly
• 31:26
  work
• 31:26
  with
• 31:26
  service
• 31:27
  providers.
• 31:27
  They
• 31:28
  think
• 31:28
  what
• 31:28
  they
• 31:28
  do
• 31:28
  is
• 31:29
  truly
• 31:29
  unique
• 31:29
  and
• 31:30
  different
• 31:30
  and
• 31:30
  they're
• 31:30
  the
• 31:30
  only
• 31:31
  ones
• 31:31
  that
• 31:31
  do
• 31:31
  it.
• 31:32
  And
• 31:32
  that
• 31:32
  is
• 31:33
  almost
• 31:33
  never
• 31:33
  the
• 31:34
  case.
• 31:34
  Why
• 31:35
  people
• 31:35
  are
• 31:35
  working
• 31:36
  with
• 31:36
  you
• 31:36
  is
• 31:37
  not
• 31:37
  because
• 31:37
  you're
• 31:37
  the
• 31:37
  only
• 31:38
  health
• 31:38
  coach
• 31:38
  in
• 31:38
  town
• 31:39
  or
• 31:39
  you're
• 31:39
  the
• 31:39
  only
• 31:40
  web
• 31:41
  designer
• 31:41
  in
• 31:42
  town.
• 31:42
  It's
• 31:43
  because
• 31:43
  they
• 31:43
  like
• 31:44
  you
• 31:44
  and
• 31:44
  they
• 31:45
  trust
• 31:45
  you
• 31:46
  and
• 31:46
  they
• 31:46
  see
• 31:47
  the
• 31:47
  work
• 31:47
  that
• 31:47
  you
• 31:48
  deliver
• 31:48
  and
• 31:48
  they
• 31:49
  believe
• 31:49
  that
• 31:49
  you
• 31:49
  can
• 31:49
  get
• 31:50
  results
• 31:50
  for
• 31:51
  them.
• 31:51
  I
• 31:51
  encourage
• 31:52
  women
• 31:53
  to
• 31:54
  be
• 31:54
  themselves
• 31:56
  and
• 31:56
  to
• 31:57
  share
• 31:58
  what
• 31:58
  they
• 31:59
  do,
• 31:59
  how
• 31:59
  they
• 32:00
  do
• 32:00
  it
• 32:01
  with
• 32:01
  their
• 32:01
  prospects.
• 32:02
  Because
• 32:03
  that's
• 32:03
  what
• 32:03
  people
• 32:04
  are
• 32:04
  purchasing.
• 32:05
  They're
• 32:05
  not
• 32:05
  just
• 32:05
  purchasing
• 32:06
  a
• 32:06
  commodity
• 32:07
  where
• 32:07
  it's
• 32:07
  like,
• 32:07
  oh,
• 32:08
  I
• 32:08
  just
• 32:08
  want
• 32:08
  this
• 32:09
  thing
• 32:09
  that
• 32:09
  I
• 32:10
  can
• 32:10
  get
• 32:10
  anywhere,
• 32:10
  therefore
• 32:11
  I'm
• 32:11
  going
• 32:11
  to
• 32:11
  the
• 32:11
  lowest
• 32:12
  price
• 32:12
  that
• 32:12
  it's
• 32:13
  available.
• 32:13
  They're
• 32:14
  purchasing
• 32:14
  a
• 32:14
  service
• 32:15
  and
• 32:16
  they
• 32:16
  want
• 32:16
  to
• 32:16
  make
• 32:16
  sure
• 32:17
  that
• 32:17
  you
• 32:18
  are
• 32:18
  going
• 32:18
  to
• 32:18
  deliver
• 32:18
  for
• 32:19
  them
• 32:19
  and
• 32:19
  that
• 32:19
  you're
• 32:20
  going
• 32:20
  to
• 32:20
  be
• 32:21
  a
• 32:21
  great
• 32:22
  person
• 32:22
  to
• 32:22
  work
• 32:22
  with.
• 32:23
  This
• 32:23
  is
• 32:23
  why
• 32:23
  I
• 32:24
  think
• 32:24
  we
• 32:24
  have
• 32:24
  to
• 32:24
  interview
• 32:25
  each
• 32:25
  other
• 32:25
  apart.
• 32:26
  Right.
• 32:26
  It's
• 32:26
  because
• 32:26
  especially
• 32:27
  when
• 32:27
  you're
• 32:27
  service
• 32:28
  based
• 32:28
  business,
• 32:28
  whether
• 32:29
  you're
• 32:29
  working
• 32:29
  on
• 32:29
  project
• 32:30
  basis
• 32:30
  or
• 32:30
  retainer
• 32:31
  basis,
• 32:32
  you're
• 32:32
  in
• 32:32
  a
• 32:32
  relationship
• 32:33
  with
• 32:33
  this
• 32:34
  person.
• 32:34
  There
• 32:34
  has
• 32:35
  to
• 32:35
  be
• 32:35
  a
• 32:35
  personality
• 32:36
  fit,
• 32:36
  there
• 32:37
  has
• 32:37
  to
• 32:37
  be
• 32:37
  a
• 32:37
  vibe
• 32:37
  check
• 32:38
  that
• 32:39
  matches.
• 32:40
  I
• 32:40
  encourage
• 32:41
  women
• 32:41
  to
• 32:43
  be
• 32:44
  themselves
• 32:45
  because
• 32:45
  there
• 32:46
  is
• 32:46
  somebody
• 32:47
  out
• 32:47
  there
• 32:47
  looking
• 32:48
  for
• 32:49
  someone
• 32:49
  like
• 32:49
  you
• 32:50
  to
• 32:50
  help
• 32:50
  them
• 32:51
  do
• 32:51
  whatever
• 32:52
  it
• 32:52
  is
• 32:52
  you
• 32:52
  do.
• 32:53
  This
• 32:53
  has
• 32:54
  actually
• 32:54
  been
• 32:54
  one
• 32:54
  of
• 32:54
  the
• 32:55
  hardest
• 32:55
  things
• 32:55
  as
• 32:56
  I've
• 32:56
  pivoted
• 32:57
  my
• 32:57
  business.
• 32:57
  I've
• 32:58
  always
• 32:58
  been
• 32:59
  very
• 33:00
  personable,
• 33:00
  but
• 33:00
  pretty
• 33:01
  private.
• 33:02
  Opening
• 33:03
  up
• 33:03
  and
• 33:03
  sharing
• 33:03
  more
• 33:04
  about
• 33:04
  myself
• 33:04
  and
• 33:05
  my
• 33:05
  perspective
• 33:06
  on
• 33:06
  things
• 33:07
  opens
• 33:08
  you
• 33:08
  up
• 33:08
  to
• 33:08
  criticism
• 33:08
  and
• 33:09
  feedback
• 33:09
  and
• 33:10
  not
• 33:10
  everybody
• 33:10
  is
• 33:10
  going
• 33:11
  to
• 33:11
  agree
• 33:11
  with
• 33:11
  you.
• 33:12
  And
• 33:12
  that's
• 33:13
  hard
• 33:13
  even
• 33:13
  for
• 33:13
  me.
• 33:14
  I'm
• 33:14
  doing
• 33:15
  the
• 33:15
  uncomfortable
• 33:15
  thing
• 33:16
  that
• 33:16
  I
• 33:16
  tell
• 33:16
  other
• 33:16
  people
• 33:17
  to
• 33:17
  do.
• 33:17
  I
• 33:18
  think
• 33:18
  it's
• 33:18
  important
• 33:18
  to
• 33:19
  be
• 33:19
  yourself
• 33:20
  because
• 33:20
  that's
• 33:21
  where
• 33:21
  the
• 33:21
  connection
• 33:21
  happens.
• 33:22
  Yeah,
• 33:23
  absolutely.
• 33:24
  And
• 33:25
  so
• 33:26
  one
• 33:26
  of
• 33:26
  the
• 33:26
  things
• 33:27
  tell
• 33:27
  us
• 33:27
  a
• 33:27
  little
• 33:27
  bit
• 33:28
  about
• 33:28
  some
• 33:29
  areas,
• 33:29
  some
• 33:29
  specific
• 33:30
  areas
• 33:30
  you
• 33:30
  see
• 33:31
  founders
• 33:32
  in
• 33:32
  particular
• 33:33
  making
• 33:35
  with
• 33:35
  sales.
• 33:36
  What
• 33:36
  are
• 33:36
  some
• 33:36
  of
• 33:36
  the
• 33:37
  mistakes
• 33:37
  you
• 33:37
  see
• 33:38
  entrepreneurs
• 33:38
  make
• 33:38
  and
• 33:39
  how
• 33:39
  do
• 33:40
  you
• 33:40
  help
• 33:40
  them?
• 33:40
  Course
• 33:41
  correct?
• 33:42
  Sure.
• 33:42
  I'm
• 33:42
  really
• 33:43
  big
• 33:43
  on
• 33:44
  sales
• 33:44
  calls.
• 33:45
  You
• 33:46
  can
• 33:46
  call
• 33:46
  it
• 33:46
  whatever
• 33:46
  you
• 33:47
  want.
• 33:47
  A
• 33:48
  connection
• 33:48
  consult
• 33:49
  call,
• 33:49
  an
• 33:49
  intro
• 33:50
  call,
• 33:50
  a
• 33:51
  spark
• 33:51
  call,
• 33:52
  it's
• 33:52
  a
• 33:52
  sales
• 33:52
  call.
• 33:53
  And
• 33:53
  I
• 33:54
  think
• 33:54
  they
• 33:54
  are
• 33:54
  vitally
• 33:55
  important
• 33:56
  to
• 33:57
  growing
• 33:57
  your
• 33:58
  business.
• 33:58
  I
• 33:59
  think
• 33:59
  it's
• 33:59
  the
• 33:59
  fastest
• 34:00
  way
• 34:00
  to
• 34:00
  get
• 34:00
  to
• 34:00
  revenue,
• 34:02
  especially
• 34:02
  when
• 34:02
  you're
• 34:03
  a
• 34:03
  service
• 34:03
  provider.
• 34:03
  You
• 34:04
  can
• 34:04
  get
• 34:04
  so
• 34:05
  much
• 34:05
  market
• 34:05
  research
• 34:06
  on
• 34:07
  sales
• 34:07
  calls
• 34:08
  because
• 34:08
  you
• 34:08
  get
• 34:08
  to
• 34:08
  ask
• 34:09
  questions
• 34:10
  about
• 34:10
  what
• 34:10
  are
• 34:11
  you
• 34:11
  doing,
• 34:11
  what
• 34:11
  are
• 34:12
  you
• 34:12
  looking
• 34:12
  for,
• 34:12
  what
• 34:13
  have
• 34:13
  you
• 34:13
  tried
• 34:13
  before,
• 34:14
  who
• 34:14
  have
• 34:14
  you
• 34:14
  worked
• 34:15
  with,
• 34:15
  how
• 34:16
  was
• 34:16
  that
• 34:16
  experience?
• 34:17
  You
• 34:17
  can
• 34:17
  gather
• 34:18
  so
• 34:18
  much
• 34:19
  rich
• 34:20
  data
• 34:20
  on
• 34:21
  sales
• 34:21
  calls.
• 34:23
  Don't
• 34:24
  want
• 34:24
  to
• 34:24
  do
• 34:24
  sales
• 34:25
  calls,
• 34:25
  so
• 34:25
  they
• 34:25
  avoid
• 34:26
  them
• 34:27
  or
• 34:27
  they
• 34:28
  use
• 34:28
  sales
• 34:29
  calls
• 34:29
  as
• 34:29
  an
• 34:29
  opportunity
• 34:30
  to
• 34:30
  give
• 34:31
  a
• 34:31
  presentation,
• 34:32
  which
• 34:32
  is
• 34:32
  not
• 34:33
  helpful.
• 34:33
  Right.
• 34:34
  Or
• 34:34
  they
• 34:34
  don't
• 34:34
  go
• 34:34
  in
• 34:35
  with
• 34:35
  a
• 34:35
  plan
• 34:36
  a
• 34:36
  lot
• 34:36
  of
• 34:37
  times.
• 34:37
  And
• 34:37
  that's
• 34:38
  the
• 34:38
  biggest
• 34:38
  one
• 34:39
  that
• 34:39
  I
• 34:39
  try
• 34:39
  to
• 34:40
  combat.
• 34:40
  Like
• 34:40
  it's
• 34:41
  easy
• 34:41
  to
• 34:41
  say
• 34:41
  don't
• 34:41
  give
• 34:42
  a
• 34:42
  presentation.
• 34:42
  It's
• 34:42
  easy
• 34:43
  to
• 34:43
  Say
• 34:43
  you
• 34:43
  have
• 34:43
  to
• 34:43
  do
• 34:43
  sales
• 34:44
  calls,
• 34:44
  but
• 34:45
  most
• 34:45
  people
• 34:45
  feel
• 34:46
  like
• 34:46
  they
• 34:46
  can
• 34:46
  wing
• 34:47
  it
• 34:47
  on
• 34:47
  sales
• 34:47
  calls
• 34:48
  because
• 34:48
  they're
• 34:48
  so,
• 34:48
  so
• 34:49
  good
• 34:49
  at
• 34:49
  what
• 34:49
  they
• 34:50
  do
• 34:50
  or
• 34:50
  they
• 34:50
  know
• 34:51
  what
• 34:51
  they
• 34:52
  do
• 34:52
  that
• 34:53
  they
• 34:53
  just
• 34:53
  come
• 34:53
  on
• 34:53
  and
• 34:54
  kind
• 34:54
  of
• 34:54
  like
• 34:54
  wing
• 34:55
  it.
• 34:55
  And
• 34:56
  I
• 34:56
  think
• 34:56
  that's
• 34:56
  a
• 34:56
  big
• 34:56
  mistake.
• 34:57
  Having
• 34:58
  a
• 34:58
  structured
• 34:58
  format
• 34:59
  for
• 34:59
  sales
• 35:00
  call,
• 35:00
  knowing
• 35:01
  who
• 35:01
  you're
• 35:02
  talking
• 35:02
  to,
• 35:02
  doing
• 35:03
  10
• 35:03
  or
• 35:03
  15
• 35:04
  minutes
• 35:04
  of
• 35:04
  research
• 35:05
  on
• 35:05
  the
• 35:05
  person
• 35:06
  you're
• 35:06
  having
• 35:06
  the
• 35:06
  call
• 35:06
  with
• 35:07
  before
• 35:07
  you
• 35:07
  get
• 35:07
  on
• 35:08
  the
• 35:08
  call
• 35:08
  goes
• 35:08
  a
• 35:09
  long
• 35:09
  way.
• 35:11
  Knowing
• 35:11
  what
• 35:11
  questions
• 35:12
  you
• 35:12
  want
• 35:12
  to
• 35:12
  ask
• 35:13
  and
• 35:14
  having
• 35:14
  a
• 35:14
  flow
• 35:15
  that
• 35:15
  to
• 35:15
  the.
• 35:16
  I
• 35:16
  call
• 35:16
  it
• 35:16
  the
• 35:17
  sales
• 35:17
  call
• 35:17
  flow
• 35:18
  because
• 35:19
  it
• 35:19
  is
• 35:19
  like
• 35:20
  think
• 35:20
  about
• 35:20
  a
• 35:20
  flow
• 35:21
  you
• 35:21
  want
• 35:21
  to
• 35:22
  move
• 35:23
  like
• 35:23
  with
• 35:23
  ease
• 35:24
  and
• 35:24
  grace
• 35:25
  and
• 35:25
  get
• 35:26
  to
• 35:26
  the
• 35:26
  final
• 35:26
  destination.
• 35:28
  It
• 35:28
  takes
• 35:28
  practice
• 35:29
  and
• 35:29
  it's
• 35:29
  uncomfortable
• 35:30
  at
• 35:30
  first.
• 35:31
  I
• 35:31
  encourage
• 35:32
  people
• 35:32
  to
• 35:32
  do
• 35:32
  a
• 35:32
  lot
• 35:32
  of
• 35:32
  sales
• 35:33
  calls,
• 35:33
  to
• 35:34
  record
• 35:34
  their
• 35:35
  calls,
• 35:35
  to
• 35:35
  listen
• 35:36
  back,
• 35:36
  which
• 35:36
  is
• 35:37
  the
• 35:37
  cringiest
• 35:38
  thing
• 35:38
  ever.
• 35:39
  It's
• 35:39
  so
• 35:40
  awkward.
• 35:41
  But
• 35:41
  you
• 35:41
  learn
• 35:42
  a
• 35:42
  lot
• 35:42
  and
• 35:42
  it's
• 35:42
  a
• 35:43
  way
• 35:43
  to
• 35:43
  get
• 35:43
  better.
• 35:45
  Especially
• 35:45
  now
• 35:45
  with
• 35:46
  Fathom
• 35:46
  and
• 35:46
  Otter,
• 35:47
  a
• 35:48
  lot
• 35:48
  of
• 35:48
  people
• 35:48
  have
• 35:48
  stopped
• 35:49
  recording
• 35:50
  calls
• 35:50
  and
• 35:50
  they're
• 35:50
  just
• 35:51
  getting
• 35:51
  text
• 35:51
  readouts.
• 35:52
  I
• 35:53
  think
• 35:53
  it's
• 35:53
  a
• 35:53
  big
• 35:53
  mistake
• 35:54
  because
• 35:54
  you're
• 35:54
  missing
• 35:54
  all
• 35:55
  of
• 35:55
  the
• 35:55
  nuance
• 35:56
  in
• 35:56
  the
• 35:56
  voice,
• 35:57
  in
• 35:58
  the
• 35:58
  questions
• 35:58
  that
• 35:59
  people
• 35:59
  are
• 35:59
  asking,
• 35:59
  how
• 36:00
  they're
• 36:00
  asking
• 36:00
  them,
• 36:01
  in
• 36:01
  the
• 36:01
  body
• 36:01
  language
• 36:02
  of
• 36:02
  watching
• 36:02
  a
• 36:02
  video
• 36:03
  back.
• 36:03
  So
• 36:04
  I
• 36:04
  think
• 36:04
  they're
• 36:04
  great
• 36:05
  and
• 36:05
  it
• 36:05
  has
• 36:05
  a
• 36:05
  time
• 36:06
  and
• 36:06
  place.
• 36:06
  I
• 36:06
  encourage
• 36:07
  people
• 36:07
  to
• 36:07
  record
• 36:08
  their
• 36:09
  sales
• 36:09
  calls
• 36:10
  and
• 36:10
  not
• 36:10
  just
• 36:11
  record
• 36:11
  them.
• 36:12
  Watch
• 36:12
  and
• 36:12
  listen
• 36:13
  to
• 36:13
  them
• 36:14
  in
• 36:14
  a
• 36:14
  playback.
• 36:15
  Wow,
• 36:16
  that's
• 36:16
  really
• 36:17
  powerful.
• 36:17
  You've
• 36:18
  given
• 36:18
  us
• 36:18
  some
• 36:18
  really
• 36:18
  specific
• 36:19
  things
• 36:19
  that
• 36:20
  everybody
• 36:20
  can
• 36:20
  do.
• 36:21
  And
• 36:21
  one
• 36:22
  other
• 36:22
  question
• 36:22
  I
• 36:22
  have
• 36:23
  again,
• 36:23
  I'm
• 36:23
  thinking
• 36:23
  about
• 36:24
  this
• 36:24
  person
• 36:25
  who
• 36:25
  has
• 36:26
  started
• 36:27
  their
• 36:27
  business,
• 36:27
  this
• 36:28
  service
• 36:28
  based
• 36:28
  business
• 36:29
  or
• 36:29
  portfolio
• 36:30
  career
• 36:30
  perhaps,
• 36:31
  and
• 36:32
  they're
• 36:33
  looking
• 36:33
  for
• 36:33
  their
• 36:33
  clients
• 36:34
  and
• 36:34
  they're
• 36:34
  thinking
• 36:34
  sales
• 36:35
  calls.
• 36:35
  Well,
• 36:35
  how
• 36:35
  do
• 36:36
  I
• 36:36
  get
• 36:36
  a
• 36:36
  sales
• 36:36
  call?
• 36:37
  Yeah.
• 36:38
  And
• 36:38
  this
• 36:38
  is
• 36:38
  hard
• 36:39
  ways
• 36:39
  in
• 36:39
  easy
• 36:40
  ways
• 36:40
  or
• 36:40
  no?
• 36:40
  Yes,
• 36:41
  easy.
• 36:41
  There's
• 36:42
  harder
• 36:42
  ways
• 36:42
  and
• 36:42
  easier
• 36:43
  ways.
• 36:43
  Yeah.
• 36:45
  I
• 36:45
  think
• 36:45
  that
• 36:45
  every
• 36:45
  business
• 36:46
  should
• 36:46
  have
• 36:46
  at
• 36:47
  least
• 36:47
  two
• 36:48
  sales
• 36:48
  funnels.
• 36:50
  One
• 36:50
  of
• 36:50
  the
• 36:50
  things
• 36:51
  that
• 36:51
  overwhelms
• 36:52
  small
• 36:52
  business
• 36:53
  owners
• 36:53
  is
• 36:54
  we
• 36:54
  think
• 36:54
  we
• 36:54
  have
• 36:54
  to
• 36:55
  show
• 36:55
  up
• 36:56
  everywhere,
• 36:56
  all
• 36:57
  of
• 36:57
  the
• 36:57
  time.
• 36:58
  And
• 36:58
  then
• 36:58
  you
• 36:58
  don't
• 36:58
  do
• 36:58
  anything.
• 36:59
  You
• 36:59
  don't
• 36:59
  have
• 36:59
  to
• 37:00
  be
• 37:00
  on
• 37:01
  every
• 37:01
  social
• 37:01
  media
• 37:02
  platform.
• 37:02
  You
• 37:03
  don't
• 37:03
  have
• 37:03
  to
• 37:03
  be
• 37:04
  doing
• 37:04
  all
• 37:05
  of
• 37:05
  the
• 37:05
  things
• 37:05
  all
• 37:05
  of
• 37:06
  the
• 37:06
  time.
• 37:06
  It's
• 37:06
  important
• 37:07
  to
• 37:08
  figure
• 37:08
  out
• 37:09
  who
• 37:10
  your
• 37:10
  target
• 37:10
  is.
• 37:12
  That's
• 37:12
  number
• 37:12
  one.
• 37:13
  Get
• 37:13
  really
• 37:14
  clear
• 37:14
  on
• 37:15
  who
• 37:15
  your
• 37:16
  ideal
• 37:16
  customer
• 37:17
  is
• 37:18
  and
• 37:18
  then
• 37:18
  find
• 37:19
  one
• 37:20
  or
• 37:20
  two
• 37:20
  places
• 37:21
  where
• 37:22
  that
• 37:22
  person
• 37:23
  hangs
• 37:23
  out
• 37:24
  and
• 37:25
  be
• 37:25
  there
• 37:25
  consistently.
• 37:27
  And
• 37:27
  then
• 37:27
  build
• 37:28
  a
• 37:28
  mechanism
• 37:29
  to
• 37:29
  get
• 37:30
  them
• 37:30
  onto
• 37:31
  your
• 37:31
  email
• 37:31
  newsletter
• 37:32
  list.
• 37:32
  And
• 37:33
  everyone
• 37:34
  should
• 37:34
  have
• 37:34
  an
• 37:34
  email
• 37:35
  newsletter
• 37:35
  list.
• 37:35
  Everyone
• 37:36
  in
• 37:36
  the
• 37:36
  honeybee
• 37:36
  sales
• 37:37
  circle
• 37:37
  has
• 37:37
  to
• 37:38
  start
• 37:38
  an
• 37:38
  email
• 37:38
  newsletter
• 37:39
  list.
• 37:39
  And
• 37:39
  we
• 37:39
  pick
• 37:39
  one
• 37:40
  other
• 37:40
  funnel
• 37:41
  because
• 37:41
  that
• 37:42
  is
• 37:42
  your
• 37:43
  constant
• 37:43
  communication
• 37:44
  with
• 37:45
  your
• 37:45
  prospects.
• 37:47
  It
• 37:47
  takes
• 37:47
  90
• 37:48
  days
• 37:48
  to
• 37:48
  build
• 37:49
  a
• 37:49
  sales
• 37:49
  pipeline.
• 37:50
  One
• 37:51
  of
• 37:51
  the
• 37:51
  things
• 37:51
  I
• 37:51
  see
• 37:52
  people
• 37:53
  do,
• 37:53
  which
• 37:54
  is
• 37:54
  tragic,
• 37:54
  is
• 37:55
  they
• 37:55
  give
• 37:55
  up
• 37:55
  too
• 37:55
  soon.
• 37:56
  They
• 37:56
  think,
• 37:57
  okay,
• 37:57
  my
• 37:57
  Target
• 37:58
  is
• 37:58
  on
• 37:58
  LinkedIn.
• 37:59
  I'm
• 37:59
  going
• 37:59
  to
• 37:59
  post
• 37:59
  on
• 38:00
  LinkedIn.
• 38:00
  They
• 38:00
  post
• 38:01
  on
• 38:01
  LinkedIn
• 38:02
  for
• 38:02
  two
• 38:03
  weeks,
• 38:03
  don't
• 38:03
  get
• 38:03
  any
• 38:04
  leads,
• 38:04
  and
• 38:04
  think
• 38:05
  LinkedIn
• 38:05
  doesn't
• 38:05
  work.
• 38:06
  I'm
• 38:06
  going
• 38:06
  to
• 38:06
  go
• 38:06
  to
• 38:06
  Instagram.
• 38:07
  And
• 38:07
  they
• 38:08
  post
• 38:08
  on
• 38:08
  Instagram
• 38:09
  for
• 38:09
  three
• 38:10
  weeks
• 38:10
  and
• 38:10
  nothing
• 38:10
  happens.
• 38:11
  And
• 38:11
  they
• 38:11
  think
• 38:12
  Instagram
• 38:13
  doesn't
• 38:13
  work.
• 38:14
  It
• 38:14
  takes
• 38:15
  time.
• 38:15
  So
• 38:16
  it
• 38:16
  takes
• 38:16
  90
• 38:16
  days
• 38:17
  to
• 38:17
  build
• 38:17
  a
• 38:17
  pipeline.
• 38:17
  Might
• 38:18
  not
• 38:18
  take
• 38:18
  all
• 38:18
  90
• 38:19
  days,
• 38:19
  but
• 38:19
  it
• 38:19
  takes
• 38:19
  90
• 38:20
  days
• 38:20
  to
• 38:20
  build
• 38:20
  a
• 38:20
  healthy
• 38:21
  pipeline.
• 38:22
  So
• 38:22
  you
• 38:22
  need
• 38:22
  to
• 38:22
  give
• 38:23
  things
• 38:23
  time
• 38:24
  to
• 38:24
  work.
• 38:25
  And
• 38:25
  we
• 38:25
  don't,
• 38:26
  you
• 38:26
  know,
• 38:27
  we're
• 38:27
  not
• 38:27
  patient,
• 38:28
  so
• 38:28
  we
• 38:28
  don't
• 38:28
  want
• 38:28
  to
• 38:28
  give
• 38:28
  it
• 38:29
  a
• 38:29
  lot
• 38:29
  of
• 38:29
  time.
• 38:29
  We
• 38:29
  need
• 38:30
  leads.
• 38:30
  Now.
• 38:31
  Pick
• 38:31
  one
• 38:31
  or
• 38:32
  two
• 38:32
  places
• 38:32
  where
• 38:33
  your
• 38:33
  customer
• 38:34
  is
• 38:34
  and
• 38:35
  then
• 38:35
  hang
• 38:35
  out
• 38:35
  there
• 38:35
  for
• 38:36
  three
• 38:36
  to
• 38:36
  four
• 38:36
  months.
• 38:37
  I
• 38:38
  love
• 38:38
  this.
• 38:38
  So
• 38:38
  you've
• 38:38
  given
• 38:39
  us
• 38:39
  again,
• 38:39
  some
• 38:39
  really
• 38:40
  specific
• 38:40
  instruction.
• 38:42
  First,
• 38:42
  who
• 38:43
  is
• 38:43
  my
• 38:43
  target?
• 38:44
  Second,
• 38:45
  find
• 38:45
  one
• 38:46
  or
• 38:46
  two
• 38:46
  places,
• 38:47
  not
• 38:47
  a
• 38:47
  dozen
• 38:48
  places
• 38:48
  where
• 38:48
  they
• 38:49
  hang
• 38:49
  out.
• 38:50
  And
• 38:50
  the
• 38:50
  goal
• 38:51
  is
• 38:51
  to
• 38:51
  help
• 38:52
  them
• 38:52
  get
• 38:52
  on
• 38:52
  the
• 38:52
  email
• 38:53
  newsletter
• 38:53
  list
• 38:54
  and
• 38:55
  then
• 38:55
  start
• 38:55
  to
• 38:55
  farm
• 38:56
  that
• 38:56
  list.
• 38:56
  Yes.
• 38:57
  And
• 38:58
  then
• 38:58
  it
• 38:58
  takes
• 38:59
  90
• 38:59
  days
• 39:00
  to
• 39:00
  build
• 39:00
  a
• 39:00
  sales
• 39:00
  pipeline.
• 39:01
  So,
• 39:02
  okay,
• 39:03
  give
• 39:03
  us
• 39:03
  an
• 39:03
  example
• 39:04
  of
• 39:05
  a
• 39:05
  business,
• 39:06
  an
• 39:06
  example
• 39:06
  of
• 39:07
  what
• 39:07
  a
• 39:07
  real
• 39:08
  target
• 39:08
  market
• 39:08
  is,
• 39:09
  where
• 39:09
  that
• 39:10
  company
• 39:10
  or
• 39:10
  person
• 39:11
  might
• 39:11
  go
• 39:11
  to
• 39:12
  hang
• 39:12
  out,
• 39:12
  what
• 39:13
  that
• 39:13
  looks
• 39:13
  like,
• 39:14
  and
• 39:14
  what
• 39:14
  do
• 39:14
  you
• 39:14
  do
• 39:15
  to
• 39:15
  get
• 39:15
  them
• 39:15
  on
• 39:15
  your
• 39:15
  email
• 39:16
  list?
• 39:16
  Yeah,
• 39:17
  great.
• 39:18
  I'll
• 39:18
  use
• 39:18
  myself
• 39:18
  as
• 39:19
  an
• 39:19
  example.
• 39:19
  I
• 39:20
  work
• 39:20
  with
• 39:21
  female
• 39:22
  service
• 39:22
  providers.
• 39:23
  Some
• 39:24
  of
• 39:24
  my
• 39:24
  clients
• 39:24
  have
• 39:24
  been
• 39:25
  in
• 39:25
  business
• 39:25
  for
• 39:25
  20
• 39:26
  years.
• 39:26
  Some
• 39:26
  of
• 39:27
  my
• 39:27
  clients
• 39:27
  have
• 39:27
  been
• 39:27
  in
• 39:28
  business
• 39:28
  for
• 39:28
  three
• 39:28
  months.
• 39:29
  They
• 39:29
  are
• 39:30
  all
• 39:30
  looking
• 39:30
  to
• 39:31
  build
• 39:31
  consistent,
• 39:32
  sustainable,
• 39:33
  predictable
• 39:34
  revenue
• 39:35
  in
• 39:35
  their
• 39:36
  business.
• 39:36
  And
• 39:37
  so
• 39:37
  that's
• 39:37
  what
• 39:38
  I'm
• 39:38
  all
• 39:38
  about.
• 39:39
  They
• 39:40
  are
• 39:40
  primarily
• 39:41
  or
• 39:42
  they're
• 39:42
  in
• 39:42
  a
• 39:42
  lot
• 39:42
  of
• 39:42
  places,
• 39:43
  but
• 39:43
  I
• 39:43
  primarily
• 39:44
  find
• 39:44
  them
• 39:44
  on
• 39:45
  LinkedIn
• 39:46
  or
• 39:47
  in
• 39:47
  communities
• 39:48
  like
• 39:48
  what
• 39:48
  we
• 39:48
  talked
• 39:49
  about.
• 39:49
  Entrepreneista.
• 39:50
  And
• 39:50
  not
• 39:51
  every
• 39:52
  place
• 39:52
  your
• 39:54
  target
• 39:54
  customer
• 39:55
  lives
• 39:55
  needs
• 39:55
  to
• 39:56
  be
• 39:56
  on
• 39:56
  a
• 39:56
  social
• 39:56
  media
• 39:57
  platform.
• 39:57
  It
• 39:58
  could
• 39:58
  be
• 39:58
  a
• 39:58
  local
• 39:59
  small
• 40:00
  business
• 40:00
  group,
• 40:00
  it
• 40:01
  could
• 40:01
  be
• 40:01
  an
• 40:01
  online
• 40:02
  community,
• 40:02
  it
• 40:03
  could
• 40:03
  be
• 40:03
  a
• 40:04
  Facebook
• 40:05
  marketplace
• 40:06
  group.
• 40:06
  Right.
• 40:06
  Depending
• 40:07
  on
• 40:07
  what
• 40:07
  you
• 40:08
  do.
• 40:08
  Think
• 40:08
  creatively
• 40:09
  about
• 40:10
  where
• 40:10
  this
• 40:11
  decision
• 40:11
  maker
• 40:11
  is.
• 40:12
  And
• 40:12
  it
• 40:12
  might
• 40:13
  not
• 40:13
  be
• 40:13
  an
• 40:14
  obvious
• 40:14
  place.
• 40:15
  So
• 40:16
  I
• 40:16
  show
• 40:16
  up
• 40:16
  on
• 40:16
  those
• 40:17
  places.
• 40:17
  I
• 40:18
  do
• 40:18
  free
• 40:18
  workshops
• 40:19
  and
• 40:19
  webinars
• 40:20
  and
• 40:20
  I
• 40:20
  have
• 40:20
  freebies
• 40:21
  that
• 40:21
  I
• 40:22
  Offer
• 40:22
  people.
• 40:23
  I
• 40:23
  show
• 40:23
  up
• 40:23
  and
• 40:24
  create
• 40:24
  content
• 40:24
  and
• 40:25
  comment
• 40:25
  on
• 40:25
  other
• 40:25
  people's
• 40:26
  things
• 40:26
  and
• 40:26
  then
• 40:27
  get
• 40:27
  them
• 40:27
  onto
• 40:27
  my
• 40:27
  email
• 40:28
  newsletter.
• 40:29
  I
• 40:29
  communicate
• 40:30
  with
• 40:30
  them
• 40:30
  on
• 40:30
  a
• 40:30
  weekly
• 40:30
  basis.
• 40:31
  I
• 40:31
  also
• 40:31
  have
• 40:32
  a
• 40:32
  podcast.
• 40:33
  And
• 40:33
  so
• 40:33
  I
• 40:34
  promote
• 40:34
  my
• 40:35
  podcast
• 40:35
  in
• 40:35
  my
• 40:36
  newsletter.
• 40:36
  I
• 40:36
  make
• 40:37
  sure
• 40:37
  to
• 40:37
  give
• 40:37
  great
• 40:39
  free
• 40:40
  content
• 40:40
  and
• 40:40
  resources
• 40:41
  or
• 40:41
  low
• 40:42
  cost
• 40:42
  content
• 40:43
  and
• 40:43
  resources
• 40:44
  to
• 40:44
  build
• 40:44
  authority
• 40:45
  to
• 40:45
  get
• 40:45
  them
• 40:46
  in
• 40:46
  the
• 40:46
  right
• 40:46
  mindset
• 40:47
  to
• 40:47
  be
• 40:47
  able
• 40:47
  to
• 40:48
  start
• 40:48
  to
• 40:48
  work
• 40:48
  with
• 40:48
  me.
• 40:50
  Because
• 40:50
  that's
• 40:50
  the
• 40:50
  other
• 40:51
  important
• 40:51
  piece
• 40:52
  I
• 40:52
  talk
• 40:53
  about.
• 40:53
  People
• 40:53
  have
• 40:53
  to
• 40:54
  be
• 40:54
  ready
• 40:55
  to
• 40:56
  buy
• 40:56
  the
• 40:56
  thing
• 40:57
  that
• 40:57
  you
• 40:57
  have
• 40:57
  to
• 40:57
  sell.
• 40:58
  And
• 40:58
  sometimes
• 40:58
  you
• 40:58
  have
• 40:59
  to
• 40:59
  prep
• 40:59
  them
• 40:59
  ahead
• 41:00
  of
• 41:00
  time,
• 41:00
  depending
• 41:01
  on
• 41:01
  what
• 41:01
  it
• 41:01
  is
• 41:01
  you
• 41:01
  do.
• 41:02
  The
• 41:03
  other
• 41:03
  thing
• 41:03
  that
• 41:03
  I
• 41:03
  see
• 41:04
  people
• 41:05
  do
• 41:05
  that's
• 41:06
  a
• 41:06
  mistake
• 41:06
  is
• 41:07
  it
• 41:07
  takes
• 41:07
  90
• 41:08
  days
• 41:08
  to
• 41:08
  build
• 41:08
  your
• 41:09
  pipeline.
• 41:09
  Then
• 41:10
  you
• 41:10
  start
• 41:10
  to
• 41:10
  get
• 41:11
  clients
• 41:11
  and
• 41:11
  you
• 41:12
  think,
• 41:12
  oh,
• 41:13
  I
• 41:13
  know
• 41:13
  what
• 41:14
  I'm
• 41:14
  doing.
• 41:14
  And
• 41:14
  then
• 41:15
  you
• 41:15
  stop
• 41:16
  building
• 41:16
  your
• 41:17
  pipeline.
• 41:17
  That's
• 41:18
  when
• 41:18
  you
• 41:18
  get
• 41:18
  this
• 41:19
  situation
• 41:19
  where
• 41:20
  your
• 41:20
  revenue
• 41:20
  is
• 41:20
  up
• 41:20
  and
• 41:21
  then
• 41:21
  your
• 41:21
  revenue
• 41:21
  is
• 41:21
  down,
• 41:22
  and
• 41:22
  then
• 41:22
  your
• 41:22
  revenue
• 41:22
  is
• 41:22
  up
• 41:23
  and
• 41:23
  your
• 41:23
  revenue
• 41:23
  is
• 41:23
  down.
• 41:24
  You
• 41:24
  have
• 41:24
  to
• 41:24
  consistently
• 41:25
  be
• 41:25
  building
• 41:26
  your
• 41:26
  pipeline
• 41:27
  in
• 41:27
  order
• 41:27
  to
• 41:28
  consistently
• 41:29
  have
• 41:29
  revenue
• 41:30
  in
• 41:30
  your
• 41:30
  business.
• 41:31
  And
• 41:31
  so
• 41:31
  even
• 41:32
  if
• 41:32
  you
• 41:32
  feel
• 41:32
  like
• 41:33
  you
• 41:33
  have
• 41:33
  a
• 41:33
  ton
• 41:33
  of
• 41:33
  leads
• 41:34
  and
• 41:34
  you're
• 41:35
  signing
• 41:35
  on
• 41:35
  a
• 41:35
  lot
• 41:35
  of
• 41:36
  clients,
• 41:36
  you
• 41:37
  can't
• 41:37
  take
• 41:37
  your
• 41:37
  foot
• 41:37
  off
• 41:38
  the
• 41:38
  gas
• 41:39
  on
• 41:39
  your
• 41:39
  pipeline
• 41:40
  and
• 41:40
  on
• 41:40
  building
• 41:41
  new
• 41:41
  leads
• 41:42
  because
• 41:42
  eventually
• 41:42
  people
• 41:43
  cycle
• 41:43
  out
• 41:43
  and
• 41:44
  you
• 41:44
  need
• 41:44
  to
• 41:44
  bring
• 41:44
  new
• 41:44
  people
• 41:45
  in.
• 41:46
  And
• 41:46
  so
• 41:46
  that's
• 41:46
  the
• 41:47
  other
• 41:47
  like
• 41:47
  thing
• 41:48
  I
• 41:48
  just
• 41:48
  want
• 41:48
  people
• 41:49
  to
• 41:50
  remember
• 41:50
  and
• 41:50
  realize
• 41:51
  is
• 41:51
  there's
• 41:51
  ways
• 41:52
  to
• 41:52
  dial
• 41:52
  up
• 41:52
  and
• 41:52
  down
• 41:53
  your
• 41:53
  pipeline.
• 41:54
  You
• 41:54
  don't
• 41:54
  have
• 41:54
  to
• 41:54
  be
• 41:54
  on
• 41:54
  full
• 41:55
  force
• 41:55
  all
• 41:56
  of
• 41:56
  the
• 41:56
  time,
• 41:56
  but
• 41:57
  you
• 41:57
  don't
• 41:57
  want
• 41:57
  to
• 41:57
  push
• 41:58
  the
• 41:58
  brake
• 41:58
  either.
• 42:00
  Do
• 42:00
  you
• 42:00
  ever
• 42:00
  have.
• 42:01
  I'm
• 42:01
  curious
• 42:01
  because
• 42:02
  I'm
• 42:02
  thinking
• 42:02
  about
• 42:02
  founders
• 42:03
  as
• 42:03
  they're
• 42:04
  scaling.
• 42:05
  A
• 42:05
  lot
• 42:05
  of
• 42:05
  our
• 42:05
  founders
• 42:06
  are
• 42:07
  growing
• 42:07
  their
• 42:07
  teams
• 42:08
  over
• 42:09
  time.
• 42:09
  Perhaps
• 42:10
  some
• 42:10
  of
• 42:10
  those.
• 42:11
  You
• 42:12
  know,
• 42:12
  you
• 42:13
  start
• 42:13
  out
• 42:13
  being
• 42:14
  the
• 42:14
  seller
• 42:14
  yourself,
• 42:15
  and
• 42:15
  over
• 42:15
  time
• 42:16
  you
• 42:17
  might
• 42:17
  need
• 42:17
  to
• 42:17
  hire
• 42:18
  a
• 42:18
  salesperson.
• 42:19
  Yes.
• 42:20
  And
• 42:20
  do
• 42:20
  you
• 42:20
  ever
• 42:20
  have
• 42:21
  situations
• 42:22
  like
• 42:22
  that
• 42:22
  come
• 42:22
  up?
• 42:23
  Absolutely,
• 42:24
  yes.
• 42:25
  And
• 42:25
  so
• 42:25
  that's
• 42:25
  something
• 42:25
  I
• 42:26
  help
• 42:26
  companies
• 42:26
  do,
• 42:27
  is
• 42:27
  find
• 42:28
  and
• 42:28
  hire
• 42:29
  those
• 42:29
  salespeople.
• 42:30
  I
• 42:30
  think
• 42:30
  that's
• 42:30
  where
• 42:31
  your
• 42:31
  systems
• 42:31
  become
• 42:32
  really
• 42:32
  important.
• 42:33
  As
• 42:33
  the
• 42:33
  founder,
• 42:34
  you
• 42:34
  are
• 42:34
  often
• 42:36
  doing
• 42:37
  a
• 42:37
  ton
• 42:37
  of
• 42:37
  things
• 42:38
  and
• 42:38
  you're
• 42:38
  not
• 42:38
  creating
• 42:39
  a
• 42:39
  process
• 42:39
  or
• 42:40
  creating
• 42:40
  a
• 42:40
  system.
• 42:40
  It
• 42:41
  all
• 42:41
  lives
• 42:41
  in
• 42:41
  your
• 42:42
  head.
• 42:42
  And
• 42:42
  so
• 42:42
  I
• 42:43
  big
• 42:43
  on
• 42:44
  documenting
• 42:45
  and
• 42:45
  creating
• 42:46
  a
• 42:46
  system,
• 42:47
  even
• 42:48
  if
• 42:48
  it's
• 42:48
  just
• 42:48
  you.
• 42:49
  So
• 42:49
  that
• 42:50
  when
• 42:50
  you
• 42:50
  hire
• 42:51
  that
• 42:51
  team,
• 42:51
  whether
• 42:52
  it's
• 42:52
  a
• 42:52
  salesperson
• 42:52
  or
• 42:53
  anybody
• 42:53
  else
• 42:53
  in
• 42:53
  your
• 42:54
  company,
• 42:54
  you
• 42:55
  can
• 42:56
  onboard
• 42:56
  them
• 42:57
  and
• 42:57
  get
• 42:57
  them
• 42:58
  up
• 42:58
  to
• 42:58
  speed
• 42:59
  as
• 42:59
  fast
• 42:59
  as
• 42:59
  possible.
• 43:00
  That's
• 43:01
  really
• 43:01
  important
• 43:01
  in
• 43:02
  sales
• 43:03
  and
• 43:04
  so,
• 43:04
  you
• 43:04
  know,
• 43:04
  as
• 43:05
  the
• 43:05
  owner,
• 43:07
  I
• 43:07
  think
• 43:07
  owners
• 43:08
  should
• 43:08
  always
• 43:08
  stay
• 43:09
  close
• 43:09
  to
• 43:09
  sales
• 43:11
  because
• 43:11
  that's
• 43:11
  the
• 43:12
  lifeline
• 43:12
  of
• 43:12
  the
• 43:13
  business.
• 43:13
  Your
• 43:13
  revenue
• 43:13
  is
• 43:14
  the
• 43:14
  lifeline
• 43:14
  of
• 43:14
  the
• 43:14
  business.
• 43:15
  You
• 43:15
  can
• 43:15
  hire
• 43:16
  a
• 43:16
  sales
• 43:16
  team
• 43:16
  as
• 43:16
  big
• 43:17
  as
• 43:17
  you
• 43:17
  want.
• 43:18
  You
• 43:18
  always
• 43:19
  need
• 43:19
  to
• 43:19
  stay
• 43:19
  close
• 43:20
  to
• 43:20
  it,
• 43:20
  because
• 43:20
  also,
• 43:21
  as
• 43:21
  the
• 43:21
  founder,
• 43:22
  it's
• 43:23
  your
• 43:23
  brand,
• 43:23
  it's
• 43:24
  your
• 43:24
  company,
• 43:25
  it's
• 43:25
  your
• 43:25
  product.
• 43:27
  You
• 43:27
  know,
• 43:27
  there's
• 43:27
  a
• 43:27
  lot
• 43:27
  of
• 43:28
  people
• 43:28
  that
• 43:28
  kind
• 43:28
  of
• 43:28
  outsource
• 43:29
  lead
• 43:29
  gen
• 43:30
  and
• 43:30
  all
• 43:30
  of
• 43:30
  that.
• 43:31
  I've
• 43:31
  seen
• 43:32
  it
• 43:32
  work
• 43:32
  to
• 43:32
  varying
• 43:33
  degrees
• 43:33
  of
• 43:33
  success,
• 43:34
  but
• 43:35
  I
• 43:35
  think
• 43:35
  you
• 43:35
  always
• 43:36
  need
• 43:36
  to
• 43:36
  stay
• 43:37
  close
• 43:37
  to
• 43:38
  it.
• 43:38
  The
• 43:38
  other
• 43:38
  thing
• 43:39
  I
• 43:39
  would
• 43:39
  say
• 43:39
  about
• 43:40
  hiring
• 43:40
  salespeople
• 43:42
  is
• 43:43
  vet
• 43:43
  them
• 43:44
  really
• 43:44
  carefully.
• 43:45
  Like
• 43:45
  any
• 43:46
  hire,
• 43:46
  if
• 43:46
  there's
• 43:47
  a
• 43:47
  red
• 43:47
  flag,
• 43:49
  don't
• 43:49
  hire
• 43:49
  them,
• 43:50
  because
• 43:50
  that
• 43:50
  only.
• 43:51
  This
• 43:51
  is
• 43:51
  like,
• 43:52
  general
• 43:52
  hiring
• 43:53
  practices.
• 43:53
  It
• 43:53
  will
• 43:54
  only
• 43:54
  exasperate
• 43:55
  as
• 43:56
  like,
• 43:57
  it's
• 43:57
  there,
• 43:58
  and
• 43:58
  if
• 43:58
  it's
• 43:58
  not
• 43:58
  working,
• 43:59
  cut
• 43:59
  it
• 44:00
  quickly.
• 44:01
  When
• 44:01
  I
• 44:01
  had
• 44:01
  a
• 44:01
  team,
• 44:02
  there
• 44:02
  were
• 44:03
  people
• 44:03
  I
• 44:03
  knew
• 44:03
  were
• 44:03
  not
• 44:03
  the
• 44:04
  right
• 44:04
  fit,
• 44:05
  and
• 44:05
  I
• 44:05
  tried
• 44:05
  to
• 44:06
  make
• 44:06
  it
• 44:06
  work
• 44:06
  and
• 44:06
  coach
• 44:07
  them
• 44:07
  up.
• 44:08
  You
• 44:08
  don't
• 44:08
  do
• 44:08
  anybody
• 44:10
  favors
• 44:11
  doing
• 44:11
  that.
• 44:11
  They
• 44:12
  end
• 44:12
  up
• 44:12
  not
• 44:12
  feeling
• 44:13
  good.
• 44:13
  The
• 44:14
  employees
• 44:14
  around
• 44:15
  you
• 44:15
  see
• 44:16
  that
• 44:16
  you're
• 44:16
  not,
• 44:17
  you
• 44:17
  know,
• 44:17
  being
• 44:17
  a
• 44:18
  good
• 44:18
  leader
• 44:18
  by
• 44:18
  making
• 44:19
  the
• 44:19
  change.
• 44:20
  Ultimately,
• 44:20
  you
• 44:21
  have
• 44:21
  to
• 44:21
  make
• 44:21
  the
• 44:22
  change
• 44:22
  anyways,
• 44:22
  and
• 44:23
  you're
• 44:23
  just
• 44:23
  wasting
• 44:23
  time
• 44:24
  and
• 44:24
  money.
• 44:24
  That
• 44:24
  is
• 44:25
  true
• 44:25
  for
• 44:25
  any
• 44:25
  position,
• 44:26
  but
• 44:26
  especially
• 44:27
  sales,
• 44:28
  because
• 44:28
  to
• 44:28
  not
• 44:28
  have
• 44:29
  a
• 44:29
  strong
• 44:29
  salesperson,
• 44:30
  it's
• 44:31
  directly
• 44:31
  affecting
• 44:32
  revenue,
• 44:33
  and
• 44:34
  it
• 44:34
  could
• 44:34
  be
• 44:34
  costing
• 44:35
  you
• 44:35
  potential
• 44:35
  clients
• 44:36
  if
• 44:36
  they're
• 44:36
  not
• 44:37
  interacting
• 44:38
  with
• 44:38
  your
• 44:38
  prospects
• 44:39
  or
• 44:39
  your
• 44:39
  current
• 44:39
  clients
• 44:40
  in
• 44:40
  the
• 44:40
  right
• 44:40
  way.
• 44:41
  I
• 44:41
  love
• 44:42
  that.
• 44:42
  And
• 44:42
  it's.
• 44:43
  I
• 44:43
  couldn't
• 44:44
  agree
• 44:44
  more.
• 44:44
  And
• 44:45
  as
• 44:45
  a
• 44:45
  founder
• 44:46
  who
• 44:46
  has
• 44:46
  made
• 44:47
  the
• 44:47
  mistake
• 44:48
  too
• 44:48
  many
• 44:49
  times
• 44:49
  of
• 44:49
  holding
• 44:50
  on
• 44:50
  to
• 44:50
  people
• 44:50
  for
• 44:51
  all
• 44:52
  kinds
• 44:52
  of
• 44:52
  reasons.
• 44:53
  Right.
• 44:55
  You
• 44:55
  know,
• 44:56
  it's
• 44:56
  not
• 44:56
  going
• 44:57
  to
• 44:57
  work.
• 44:57
  And
• 44:57
  the
• 44:57
  sooner
• 44:58
  you
• 44:58
  can
• 44:59
  replace
• 44:59
  a
• 44:59
  person
• 44:59
  or
• 45:00
  even
• 45:00
  just
• 45:00
  let
• 45:00
  them
• 45:01
  go,
• 45:01
  usually
• 45:02
  the
• 45:02
  better
• 45:02
  off
• 45:02
  you
• 45:03
  are.
• 45:03
  And
• 45:03
  sales
• 45:04
  is
• 45:04
  too
• 45:04
  critical.
• 45:05
  It's.
• 45:05
  You
• 45:05
  know,
• 45:06
  you're
• 45:06
  facing
• 45:07
  your
• 45:07
  company
• 45:07
  if
• 45:07
  it's
• 45:08
  not
• 45:08
  the
• 45:08
  right
• 45:08
  culture.
• 45:09
  Right.
• 45:09
  You
• 45:09
  know,
• 45:10
  you.
• 45:10
  You
• 45:10
  want
• 45:10
  to
• 45:10
  make
• 45:10
  sure
• 45:11
  that
• 45:11
  face
• 45:11
  is
• 45:12
  representing
• 45:12
  your
• 45:12
  organization.
• 45:13
  That's
• 45:14
  right.
• 45:14
  Level.
• 45:15
  That's
• 45:15
  right.
• 45:16
  All
• 45:16
  right,
• 45:16
  so
• 45:17
  as
• 45:17
  we.
• 45:17
  As
• 45:17
  we're
• 45:17
  starting
• 45:18
  to
• 45:18
  come
• 45:18
  to
• 45:18
  a
• 45:19
  close
• 45:19
  today,
• 45:19
  Jack,
• 45:20
  you've
• 45:20
  given
• 45:20
  us
• 45:21
  so
• 45:21
  much,
• 45:21
  and,
• 45:22
  you
• 45:22
  know,
• 45:22
  I
• 45:22
  love
• 45:23
  that
• 45:23
  we
• 45:23
  started
• 45:23
  with
• 45:23
  your
• 45:24
  story
• 45:24
  and
• 45:25
  got
• 45:25
  to
• 45:25
  hear
• 45:25
  about
• 45:26
  you,
• 45:26
  your
• 45:26
  bold
• 45:27
  moves
• 45:27
  and
• 45:27
  your
• 45:28
  discovery
• 45:29
  about
• 45:29
  money,
• 45:29
  your
• 45:30
  challenges
• 45:31
  with
• 45:31
  infertility
• 45:32
  and
• 45:32
  motherhood
• 45:33
  and
• 45:33
  all
• 45:33
  of
• 45:33
  that.
• 45:34
  And.
• 45:35
  And
• 45:35
  then,
• 45:35
  you
• 45:36
  know,
• 45:36
  giving
• 45:36
  us
• 45:37
  this
• 45:37
  really
• 45:38
  important
• 45:40
  toolkit
• 45:41
  skill
• 45:41
  set
• 45:42
  to
• 45:43
  become
• 45:43
  more
• 45:44
  confident
• 45:44
  and
• 45:44
  go
• 45:45
  out
• 45:45
  and
• 45:45
  be
• 45:45
  able
• 45:45
  to
• 45:47
  build
• 45:48
  revenue
• 45:49
  and
• 45:49
  livelihood
• 45:50
  and
• 45:50
  business,
• 45:52
  regardless
• 45:53
  of
• 45:53
  whether
• 45:53
  the
• 45:54
  world
• 45:54
  wants
• 45:54
  to
• 45:54
  hire
• 45:55
  us
• 45:55
  again.
• 45:55
  I
• 45:56
  feel
• 45:56
  like
• 45:56
  you've
• 45:56
  really
• 45:56
  given
• 45:57
  us
• 45:57
  so
• 45:57
  much.
• 45:58
  What
• 45:58
  is
• 45:58
  a
• 45:59
  final
• 45:59
  word
• 46:00
  of
• 46:00
  wisdom
• 46:00
  you
• 46:01
  would
• 46:01
  like
• 46:01
  to
• 46:01
  offer
• 46:01
  to
• 46:02
  women
• 46:02
  leading
• 46:03
  high
• 46:03
  impact
• 46:04
  organizations?
• 46:05
  Yeah,
• 46:05
  I
• 46:06
  think
• 46:07
  give
• 46:07
  yourself
• 46:07
  grace.
• 46:09
  We
• 46:09
  are
• 46:09
  our
• 46:09
  own
• 46:10
  worst
• 46:10
  critic
• 46:10
  and
• 46:11
  we
• 46:11
  hold
• 46:11
  ourselves
• 46:11
  to
• 46:12
  very
• 46:12
  high
• 46:13
  standards.
• 46:14
  I
• 46:14
  think
• 46:15
  if
• 46:16
  you're
• 46:16
  trying
• 46:16
  to
• 46:16
  do
• 46:17
  something
• 46:17
  new
• 46:17
  or
• 46:18
  learn
• 46:18
  something
• 46:19
  new
• 46:19
  or
• 46:20
  get
• 46:20
  better
• 46:20
  at
• 46:21
  something,
• 46:22
  give
• 46:22
  yourself
• 46:23
  the
• 46:23
  time
• 46:24
  to
• 46:24
  actually
• 46:25
  learn
• 46:25
  it
• 46:25
  and
• 46:25
  get
• 46:25
  better
• 46:26
  at
• 46:26
  it
• 46:27
  and
• 46:27
  stick
• 46:27
  to
• 46:28
  it.
• 46:28
  Think
• 46:29
  about
• 46:29
  improvements
• 46:30
  over
• 46:30
  time.
• 46:31
  Be
• 46:31
  gentle
• 46:32
  on
• 46:32
  yourself.
• 46:33
  It
• 46:33
  doesn't
• 46:34
  mean
• 46:34
  you
• 46:34
  can't
• 46:34
  set
• 46:34
  high
• 46:34
  expectations
• 46:35
  and
• 46:35
  set
• 46:36
  high
• 46:36
  goals,
• 46:36
  but
• 46:37
  also
• 46:37
  realize
• 46:38
  that
• 46:38
  we're
• 46:39
  leading
• 46:39
  very
• 46:39
  full
• 46:40
  lives
• 46:40
  and
• 46:41
  there
• 46:42
  are
• 46:42
  seasons
• 46:42
  for
• 46:43
  everything.
• 46:43
  So
• 46:44
  always
• 46:44
  improve.
• 46:45
  Always
• 46:46
  try
• 46:46
  to
• 46:46
  be
• 46:46
  learning
• 46:46
  new
• 46:47
  things,
• 46:48
  but
• 46:48
  also
• 46:48
  give
• 46:48
  yourself
• 46:49
  the
• 46:49
  grace
• 46:49
  that
• 46:50
  you
• 46:50
  deserve.
• 46:52
  We
• 46:52
  all
• 46:52
  need
• 46:52
  a
• 46:52
  little
• 46:53
  gentleness
• 46:53
  and
• 46:53
  grace
• 46:54
  in
• 46:54
  our
• 46:54
  lives.
• 46:55
  And
• 46:56
  so
• 46:56
  tell
• 46:56
  us
• 46:57
  about
• 46:57
  how
• 46:58
  our
• 46:58
  listeners
• 46:58
  can
• 46:59
  become
• 47:00
  more
• 47:00
  in
• 47:00
  touch
• 47:01
  with
• 47:01
  you.
• 47:02
  And
• 47:03
  I
• 47:03
  really
• 47:03
  want
• 47:03
  to
• 47:04
  hear
• 47:04
  more
• 47:04
  about
• 47:05
  your
• 47:05
  Honeybees
• 47:06
  sales
• 47:07
  circle.
• 47:08
  I
• 47:08
  mean,
• 47:08
  I'm
• 47:08
  imagining
• 47:09
  what
• 47:09
  it
• 47:09
  would
• 47:09
  be
• 47:10
  like
• 47:10
  to
• 47:10
  be
• 47:10
  part
• 47:10
  of
• 47:12
  a
• 47:12
  process
• 47:12
  in
• 47:13
  the
• 47:13
  community
• 47:13
  of
• 47:14
  women
• 47:14
  where
• 47:15
  we're
• 47:15
  all
• 47:15
  taking
• 47:16
  the
• 47:16
  risk
• 47:16
  together
• 47:17
  over
• 47:18
  an
• 47:18
  entire
• 47:18
  year.
• 47:19
  So
• 47:19
  we
• 47:19
  really
• 47:20
  have
• 47:20
  time
• 47:20
  to
• 47:20
  get
• 47:20
  through
• 47:21
  that.
• 47:21
  90
• 47:21
  days
• 47:21
  of
• 47:22
  building
• 47:22
  a
• 47:22
  funnel
• 47:23
  and
• 47:23
  then,
• 47:23
  oh
• 47:23
  my
• 47:23
  gosh,
• 47:24
  what
• 47:24
  could
• 47:24
  happen
• 47:24
  after
• 47:24
  that?
• 47:25
  And
• 47:25
  where
• 47:25
  could
• 47:25
  we
• 47:25
  be
• 47:25
  a
• 47:26
  year
• 47:26
  from
• 47:26
  now?
• 47:26
  I
• 47:27
  mean,
• 47:28
  yeah,
• 47:28
  it's,
• 47:29
  it's
• 47:29
  amazing
• 47:30
  and
• 47:30
  we,
• 47:33
  it's
• 47:33
  great.
• 47:34
  So
• 47:36
  find
• 47:36
  me
• 47:37
  on
• 47:37
  LinkedIn.
• 47:37
  I
• 47:38
  hang
• 47:38
  out
• 47:38
  there
• 47:38
  a
• 47:38
  lot.
• 47:39
  Connect
• 47:39
  with
• 47:39
  me,
• 47:40
  message
• 47:40
  me,
• 47:41
  let
• 47:41
  me
• 47:41
  know
• 47:42
  that
• 47:42
  you
• 47:42
  found
• 47:43
  me
• 47:43
  from
• 47:44
  Coco's
• 47:44
  podcast
• 47:45
  so
• 47:45
  I
• 47:45
  can,
• 47:45
  you
• 47:46
  know,
• 47:46
  give
• 47:46
  you
• 47:47
  a
• 47:47
  special.
• 47:47
  Hello.
• 47:48
  I
• 47:48
  have
• 47:48
  an
• 47:49
  email
• 47:49
  newsletter
• 47:50
  so
• 47:50
  you
• 47:50
  can
• 47:50
  go
• 47:50
  to
• 47:50
  Honeybees
• 47:51
  Group
• 47:51
  Co
• 47:52
  and
• 47:52
  sign
• 47:52
  up
• 47:52
  for
• 47:53
  my
• 47:53
  email
• 47:53
  newsletter.
• 47:54
  The
• 47:54
  sales
• 47:55
  circle
• 47:55
  is
• 47:55
  a
• 47:55
  year
• 47:56
  long
• 47:56
  membership,
• 47:57
  so
• 47:57
  it's
• 47:57
  sort
• 47:57
  of
• 47:57
  like
• 47:59
  Mastermind
• 48:00
  meets
• 48:01
  community
• 48:02
  meets
• 48:02
  coursework
• 48:03
  and
• 48:03
  coaching.
• 48:05
  I
• 48:05
  took
• 48:05
  a
• 48:05
  look
• 48:05
  at
• 48:05
  everything
• 48:06
  that
• 48:06
  was
• 48:06
  out
• 48:06
  there
• 48:06
  and
• 48:06
  tried
• 48:07
  to
• 48:07
  pick
• 48:07
  the
• 48:08
  best
• 48:08
  pieces
• 48:09
  and
• 48:09
  create
• 48:10
  something
• 48:10
  really
• 48:10
  special.
• 48:11
  And
• 48:11
  it
• 48:12
  is
• 48:12
  a
• 48:12
  group
• 48:12
  of
• 48:13
  supportive
• 48:14
  women
• 48:14
  on
• 48:14
  a
• 48:15
  mission
• 48:15
  to
• 48:15
  build
• 48:16
  businesses
• 48:16
  for
• 48:17
  themselves.
• 48:17
  And
• 48:18
  it
• 48:18
  launched
• 48:19
  in
• 48:19
  February.
• 48:20
  I'm
• 48:20
  blown
• 48:20
  away
• 48:20
  by
• 48:21
  what
• 48:21
  has
• 48:21
  already
• 48:22
  transpired
• 48:23
  in
• 48:23
  the
• 48:23
  group
• 48:23
  and
• 48:23
  we're
• 48:24
  just
• 48:24
  going
• 48:24
  to
• 48:24
  keep
• 48:24
  building
• 48:24
  and
• 48:25
  helping
• 48:25
  women
• 48:26
  build
• 48:26
  businesses
• 48:26
  that
• 48:27
  make
• 48:27
  strong
• 48:27
  profit
• 48:28
  and
• 48:28
  money.
• 48:29
  Feel
• 48:29
  free
• 48:29
  to
• 48:29
  talk
• 48:30
  to
• 48:30
  me
• 48:30
  about
• 48:30
  that.
• 48:30
  It's
• 48:31
  also
• 48:31
  on
• 48:31
  our
• 48:31
  website,
• 48:32
  HoneybeesGroup
• 48:33
  Co
• 48:34
  SalesCircle.
• 48:36
  And
• 48:36
  then
• 48:36
  I
• 48:36
  have
• 48:36
  something
• 48:37
  that
• 48:37
  I
• 48:37
  would
• 48:37
  love
• 48:38
  to
• 48:38
  offer
• 48:38
  your
• 48:38
  listeners
• 48:39
  called
• 48:40
  the
• 48:40
  Honeybees
• 48:41
  Profit
• 48:41
  planner.
• 48:42
  One
• 48:42
  of
• 48:43
  the
• 48:43
  things
• 48:43
  that
• 48:43
  I
• 48:43
  see
• 48:44
  people
• 48:44
  do
• 48:45
  when
• 48:45
  they
• 48:46
  are
• 48:46
  starting
• 48:46
  their
• 48:46
  business
• 48:47
  or
• 48:47
  planning
• 48:47
  for
• 48:48
  their
• 48:48
  Business
• 48:48
  is
• 48:48
  they
• 48:48
  pick
• 48:48
  an
• 48:49
  arbitrary
• 48:49
  revenue
• 48:50
  number
• 48:50
  that
• 48:50
  they
• 48:50
  want
• 48:51
  to
• 48:51
  hit.
• 48:51
  A
• 48:51
  hundred
• 48:52
  thousand,
• 48:52
  250,000,
• 48:54
  a
• 48:54
  million
• 48:54
  dollars.
• 48:55
  And
• 48:56
  they
• 48:56
  don't
• 48:56
  actually
• 48:56
  think
• 48:57
  about
• 48:57
  how
• 48:57
  much
• 48:57
  money
• 48:58
  they
• 48:58
  need
• 48:58
  to
• 48:58
  fuel
• 48:58
  their
• 48:59
  life
• 48:59
  and
• 49:00
  how
• 49:00
  that
• 49:00
  revenue
• 49:01
  number
• 49:01
  translates
• 49:02
  into
• 49:03
  money
• 49:03
  in
• 49:03
  their
• 49:03
  pocket
• 49:04
  at
• 49:04
  the
• 49:04
  end
• 49:04
  of
• 49:04
  the
• 49:04
  month
• 49:05
  and
• 49:05
  at
• 49:05
  the
• 49:05
  end
• 49:05
  of
• 49:05
  the
• 49:05
  year.
• 49:06
  So
• 49:06
  I
• 49:07
  built
• 49:07
  this
• 49:07
  thing
• 49:07
  called
• 49:07
  the
• 49:08
  Profit
• 49:08
  Planner
• 49:09
  which
• 49:09
  walks
• 49:10
  you
• 49:10
  through
• 49:10
  step
• 49:10
  by
• 49:11
  step,
• 49:11
  how
• 49:11
  much
• 49:12
  money
• 49:12
  you
• 49:12
  need
• 49:13
  in
• 49:13
  your
• 49:13
  life.
• 49:14
  And
• 49:15
  then
• 49:15
  we
• 49:15
  work
• 49:16
  towards
• 49:17
  building
• 49:18
  your
• 49:18
  business
• 49:19
  financial
• 49:20
  goals,
• 49:21
  taking
• 49:21
  into
• 49:21
  account
• 49:22
  profit
• 49:23
  margin,
• 49:23
  taxes,
• 49:24
  any
• 49:25
  saving
• 49:25
  or
• 49:25
  investing
• 49:26
  that
• 49:26
  you
• 49:26
  want
• 49:27
  to
• 49:27
  do.
• 49:27
  And
• 49:28
  then
• 49:28
  from
• 49:28
  there
• 49:29
  we
• 49:29
  actually
• 49:29
  start
• 49:30
  to
• 49:30
  build
• 49:31
  your
• 49:31
  products
• 49:32
  and
• 49:32
  your
• 49:32
  services
• 49:32
  and
• 49:33
  your
• 49:33
  pricing
• 49:34
  to
• 49:34
  help
• 49:34
  you
• 49:35
  get
• 49:35
  to
• 49:35
  that
• 49:35
  revenue
• 49:36
  goal.
• 49:37
  I'll
• 49:37
  send
• 49:37
  that
• 49:37
  to
• 49:37
  you
• 49:38
  and
• 49:38
  include
• 49:38
  it
• 49:38
  in
• 49:38
  the
• 49:38
  show
• 49:39
  notes.
• 49:39
  But
• 49:39
  I
• 49:39
  am
• 49:39
  happy
• 49:40
  to
• 49:42
  provide
• 49:42
  a
• 49:42
  discount
• 49:43
  off
• 49:43
  of
• 49:43
  that
• 49:44
  mini
• 49:44
  course
• 49:44
  for
• 49:45
  people
• 49:45
  who
• 49:46
  are
• 49:46
  just
• 49:46
  getting
• 49:46
  started
• 49:47
  or
• 49:47
  who
• 49:47
  are
• 49:47
  actually
• 49:48
  ready
• 49:48
  to
• 49:48
  take
• 49:48
  their
• 49:48
  business
• 49:49
  to
• 49:49
  the
• 49:49
  next
• 49:49
  level
• 49:50
  and
• 49:50
  need
• 49:50
  a
• 49:50
  little
• 49:50
  bit
• 49:51
  of
• 49:51
  a
• 49:51
  reset
• 49:52
  financially.
• 49:53
  I
• 49:53
  think
• 49:53
  it's
• 49:53
  a
• 49:53
  great
• 49:54
  tool
• 49:54
  that
• 49:54
  helps
• 49:55
  people
• 49:55
  think
• 49:56
  about
• 49:56
  how
• 49:56
  to
• 49:56
  plan
• 49:56
  for
• 49:57
  revenue
• 49:57
  in
• 49:57
  their
• 49:57
  business.
• 49:58
  And
• 49:59
  I
• 49:59
  feel
• 49:59
  like
• 49:59
  that's
• 50:00
  so
• 50:00
  valuable.
• 50:01
  Oftentimes
• 50:01
  we
• 50:02
  underestimate
• 50:02
  how
• 50:03
  much
• 50:03
  we
• 50:03
  would
• 50:03
  need
• 50:03
  to
• 50:04
  create
• 50:04
  in
• 50:04
  terms
• 50:04
  of
• 50:04
  top
• 50:05
  line
• 50:05
  revenue.
• 50:06
  Yes.
• 50:06
  Yeah.
• 50:07
  To
• 50:07
  cover
• 50:07
  the
• 50:08
  cost
• 50:08
  of
• 50:08
  the
• 50:08
  business,
• 50:09
  to
• 50:09
  cover
• 50:09
  the
• 50:09
  costs
• 50:10
  of,
• 50:10
  of
• 50:10
  growth
• 50:11
  and
• 50:11
  sales
• 50:12
  and
• 50:12
  whatever
• 50:13
  activities.
• 50:13
  And
• 50:13
  it's
• 50:14
  not
• 50:14
  to
• 50:14
  put
• 50:14
  more
• 50:14
  pressure
• 50:14
  on
• 50:15
  yourself
• 50:15
  to
• 50:15
  have
• 50:15
  to
• 50:15
  sell
• 50:16
  more.
• 50:16
  It's
• 50:17
  being
• 50:17
  able
• 50:17
  to
• 50:17
  create
• 50:17
  the
• 50:18
  space
• 50:19
  for
• 50:19
  true
• 50:20
  prosperity
• 50:21
  to
• 50:21
  emerge
• 50:21
  for
• 50:22
  you
• 50:22
  as
• 50:22
  a
• 50:22
  human
• 50:22
  being.
• 50:23
  Yeah,
• 50:24
  it's
• 50:24
  right.
• 50:24
  It's
• 50:25
  about
• 50:25
  having
• 50:25
  a
• 50:26
  plan.
• 50:26
  It's
• 50:26
  like
• 50:27
  when
• 50:27
  you
• 50:27
  know
• 50:27
  where
• 50:28
  you
• 50:28
  want
• 50:28
  to
• 50:28
  go,
• 50:29
  that's
• 50:29
  the
• 50:30
  biggest
• 50:30
  thing
• 50:30
  is
• 50:30
  the
• 50:31
  not
• 50:31
  knowing
• 50:31
  or
• 50:31
  the
• 50:32
  not
• 50:32
  having
• 50:33
  the
• 50:33
  information
• 50:35
  makes
• 50:35
  you
• 50:36
  sort
• 50:36
  of
• 50:36
  spin
• 50:36
  in
• 50:36
  circles.
• 50:37
  You
• 50:37
  have
• 50:37
  to
• 50:38
  know.
• 50:39
  I
• 50:39
  love
• 50:39
  how
• 50:39
  you
• 50:40
  said
• 50:40
  creating
• 50:40
  the
• 50:41
  space,
• 50:41
  knowing
• 50:42
  what
• 50:42
  you
• 50:42
  want
• 50:43
  and
• 50:43
  having
• 50:44
  a
• 50:44
  clear
• 50:44
  goal
• 50:45
  that's
• 50:45
  based
• 50:45
  in
• 50:46
  reality
• 50:46
  and
• 50:46
  not
• 50:47
  a
• 50:47
  number
• 50:47
  that
• 50:47
  sounds
• 50:48
  good
• 50:49
  allows
• 50:49
  you
• 50:50
  to
• 50:51
  create
• 50:51
  a
• 50:51
  plan
• 50:52
  towards
• 50:52
  working
• 50:52
  towards
• 50:53
  that.
• 50:54
  And
• 50:54
  that's
• 50:54
  what
• 50:54
  the
• 50:55
  Profit
• 50:55
  Planner
• 50:55
  does.
• 50:56
  And
• 50:56
  I
• 50:57
  appreciate
• 50:57
  the
• 50:57
  work
• 50:58
  that
• 50:58
  you're
• 50:58
  doing,
• 50:58
  just
• 50:59
  lifting
• 51:00
  women's
• 51:00
  stories
• 51:01
  and
• 51:01
  helping
• 51:02
  to
• 51:02
  provide
• 51:03
  such
• 51:03
  valuable
• 51:04
  information
• 51:04
  to
• 51:04
  people
• 51:05
  as
• 51:05
  they're
• 51:06
  on
• 51:06
  their
• 51:06
  journey.
• 51:07
  And
• 51:07
  we're
• 51:07
  all
• 51:07
  on
• 51:07
  our
• 51:08
  own
• 51:08
  journey.
• 51:09
  But
• 51:09
  there
• 51:10
  are
• 51:10
  similar
• 51:11
  lines
• 51:12
  that
• 51:12
  go
• 51:13
  through
• 51:13
  each
• 51:13
  of
• 51:13
  our
• 51:14
  journey.
• 51:14
  Thank
• 51:14
  you
• 51:14
  for
• 51:15
  giving
• 51:15
  people
• 51:15
  like
• 51:16
  me
• 51:16
  a
• 51:16
  platform
• 51:17
  to
• 51:17
  talk
• 51:17
  about
• 51:17
  what
• 51:17
  we're
• 51:18
  so
• 51:18
  passionate
• 51:18
  about
• 51:19
  and
• 51:19
  help
• 51:20
  support
• 51:20
  your
• 51:21
  listeners
• 51:21
  and
• 51:21
  your
• 51:21
  community.
• 51:23
  Thank
• 51:23
  you,
• 51:23
  Jack.
• 51:24
  I
• 51:24
  want
• 51:24
  to
• 51:24
  also
• 51:25
  make
• 51:25
  sure
• 51:25
  everybody
• 51:26
  knows
• 51:26
  to
• 51:26
  go
• 51:27
  listen
• 51:27
  to
• 51:27
  Girls
• 51:28
  Make
• 51:29
  Bank.
• 51:29
  This
• 51:29
  is
• 51:30
  Jack's
• 51:30
  podcast.
• 51:31
  Remember
• 51:32
  we
• 51:32
  started
• 51:32
  the
• 51:32
  journey
• 51:33
  of
• 51:33
  our
• 51:33
  conversation
• 51:34
  today
• 51:34
  around
• 51:35
  money
• 51:36
  and
• 51:37
  why
• 51:37
  money
• 51:38
  is
• 51:38
  important
• 51:39
  and
• 51:40
  all
• 51:41
  the
• 51:41
  the
• 51:41
  intricacies
• 51:42
  of
• 51:42
  of
• 51:42
  money
• 51:43
  and
• 51:43
  women
• 51:44
  and
• 51:45
  and
• 51:45
  how
• 51:45
  we
• 51:45
  can
• 51:45
  make
• 51:46
  more
• 51:46
  of
• 51:46
  it
• 51:46
  and
• 51:46
  feel
• 51:47
  good
• 51:47
  about
• 51:47
  it
• 51:47
  and
• 51:48
  feel
• 51:48
  confident
• 51:48
  that
• 51:48
  we
• 51:49
  can
• 51:49
  always
• 51:49
  take
• 51:49
  care
• 51:50
  of
• 51:50
  ourselves
• 51:50
  and
• 51:50
  our
• 51:50
  families
• 51:51
  and
• 51:52
  contribute
• 51:53
  in
• 51:53
  whatever
• 51:53
  ways
• 51:53
  and
• 51:54
  also
• 51:54
  build
• 51:54
  prosperity.
• 51:55
  Be
• 51:55
  sure
• 51:55
  to
• 51:56
  check
• 51:56
  out
• 51:57
  Jack's
• 51:58
  wonderful
• 51:59
  podcast
• 51:59
  as
• 52:00
  well.
• 52:00
  So
• 52:01
  and
• 52:01
  that'll
• 52:01
  all
• 52:01
  be
• 52:01
  in
• 52:02
  the
• 52:02
  in
• 52:02
  the
• 52:02
  notes
• 52:03
  as
• 52:03
  well.
• 52:03
  You'll
• 52:03
  find
• 52:04
  them
• 52:04
  in
• 52:04
  the
• 52:04
  notes
• 52:04
  here
• 52:05
  in
• 52:05
  the
• 52:05
  podcast
• 52:06
  description.
• 52:07
  So
• 52:08
  thank
• 52:08
  you
• 52:08
  Jack.
• 52:09
  Thank
• 52:09
  you
• 52:09
  so
• 52:09
  much
• 52:09
  for
• 52:10
  being
• 52:10
  here.
• 52:10
  We
• 52:10
  love
• 52:11
  you
• 52:11
  having
• 52:12
  you
• 52:12
  share
• 52:12
  your
• 52:13
  your
• 52:13
  wisdom
• 52:13
  and
• 52:14
  voice
• 52:14
  with
• 52:14
  us.
• 52:15
  For
• 52:15
  everyone
• 52:16
  listening,
• 52:16
  be
• 52:16
  sure
• 52:17
  to
• 52:17
  like,
• 52:17
  follow
• 52:18
  and
• 52:18
  share
• 52:19
  the
• 52:19
  wisdom
• 52:19
  of
• 52:20
  women.
• 52:20
  Show
• 52:20
  on
• 52:20
  whatever
• 52:21
  your
• 52:21
  favorite
• 52:22
  listening
• 52:22
  or
• 52:23
  viewing
• 52:23
  platform
• 52:24
  happens
• 52:24
  to
• 52:24
  be
• 52:25
  and
• 52:25
  to
• 52:26
  infuse
• 52:26
  more
• 52:27
  wisdom
• 52:28
  into
• 52:28
  your
• 52:28
  business,
• 52:29
  be
• 52:29
  sure
• 52:30
  to
• 52:30
  take
• 52:30
  the
• 52:31
  Growth
• 52:31
  Readiness
• 52:32
  Assessment
• 52:33
  at
• 52:34
  aforceforgood
• 52:36
  Biz
• 52:37
  Quiz
• 52:38
  and
• 52:38
  uncover
• 52:40
  where
• 52:40
  your
• 52:40
  insights
• 52:41
  are
• 52:41
  most
• 52:42
  needed
• 52:42
  to
• 52:43
  propel
• 52:43
  your
• 52:43
  growth
• 52:44
  so
• 52:45
  the
• 52:45
  world
• 52:45
  is
• 52:46
  made
• 52:46
  better
• 52:47
  by
• 52:47
  women
• 52:48
  led
• 52:48
  business.
• 52:49
  Let's
• 52:49
  all
• 52:50
  go
• 52:50
  make
• 52:50
  the
• 52:51
  world
• 52:51
  a
• 52:51
  better
• 52:52
  place.
• 52:54
  Cheers.