Secrets to Small Business Success with Sharyn & Hank Yuloff

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And there we go, we're live. Okay. Fantastic.

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I have no idea who Sharon and Hank Ulof is, but

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everyone knows Sharon's name. We don't know who

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you are either. Adrian, tell us about you. Let's

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get to know Adrian. We've come on the Adrian

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Speaks show. So Adrian, give me one thing that

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everyone in the audience needs to know about

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you. That I believe in. Can you read that? Be

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nice. Okay, all right. How did that come about?

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Because I'm going to be at CreativeCon in February

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talking about, I'm not even sure what I'm talking

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about. I'm letting them decide. And there's my

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little hat, but we really are talking about you.

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And you both are brave, bold, beautiful, handsome,

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and have matching chairs, but you're blocking

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them so nobody can see. Sharon. We're going to

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go with Sharon first. You know, I have amazing

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parents. And one of the things that my dad always

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taught me, and correct me if I'm wrong, but he

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always said, it was Gloria and her Barker. He

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always said, put the woman's name first because

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it's always about a strong woman. So Hank. I

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learned that you put the woman's name first because

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you never separate the man from his last name.

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Oh, I love that. So very good, Sharon. Thank

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you for teaching us. So we're gonna start with

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Sharon and Sharon, tell us who you are and also

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your name. And I just, I loved it with the Y

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in. My father thanks you. I have nothing to do

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with it. You have to, you have to tell everyone

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how to spell it. That's what he gave you is the

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gift of conversation to start it off. Yeah. You

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just, you know, swap out the, Oh, put in the

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wine. I love that. So tell us, tell us, or speak

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together, whatever you want to do. I have no

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idea who you are, so I'm excited, want to know

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where you live, what you do, and how we can help

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you. All right. We live on the eastern shore

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of Maryland. Ooh, beautiful. As you can see on

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the screen, we are small business coaches. Our

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clients call us their easy button for things

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like marketing and sales and human resources,

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office systems. all of those kinds of things.

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I wanna dig a little deeper with that if you

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don't mind. So, okay, so now you both work together

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in your business. Yep. And how long have you

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been in business? Company started, we're about

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to hit our 30th year. Sharon joined just about

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13 years ago. Was that after raising children

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or was there a reason that Sharon? Joined were

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you doing something else? I was I was the office

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in HR management in financial services entertainment

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Hank had a client she needed to help with the

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office in HR and also his expertise in marketing

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and sales So he brought me on for that client

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and we've never looked back. I Love that. So

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the combination of both of you having knowledge

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together and now you've brought it together and

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So I'm going to ask you, because I want to hear

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more about your business and go a little deeper.

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But I also want to know about working together.

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What is that like? Can you go on vacation together?

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How many are on your team? I want to hear it

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all. Give us the juicy details. So tell us more

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about your business. Break it down a little bit

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more. Well, we are small business coaches. We

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work with people that are generally really good

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at what they do, but they were never taught how

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to market what they do. Or they're growing and

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now they're hiring their first person. They have

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a few employees, and they're not big enough for

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an HR department. Or I've heard I'm supposed

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to have a website. What should my website be

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doing? All of those questions that we're the

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virtual marketing department down the hall. Now,

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you asked about us working together. Interesting

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you mentioned that because we have a book about

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it called Partners in Everything, Your Couple's

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Guide to running a successful business without

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ruining your life. And that came about because

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one of our dear friends who is a book coach said,

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that's a book you guys should write. And the

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challenge was we realized how we run our business

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as a couple is not how everyone else does it.

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So we figured the reader needed more than maybe

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just our opinion Well, that's great pink and

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share and that's the way you do it You know,

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you don't mind talking about business while you

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brush your teeth, but right but how do you? Star

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in my mark do it and how do you write? So so

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we interviewed other couples so that the reader

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gets other points of view Oh my god, how many

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other how many people have how many other business

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couples have you interviewed? There's a there's

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a dozen in this book And you know when the universe

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tells you something you should listen and then

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it tells you again? In the last two weeks, we've

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had four different people make comments that

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make us think it's time for a second edition.

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So we're about to interview a whole bunch more

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people for a second edition. We'll probably have

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some different questions that can be answered.

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That's what's up next for us as far as books.

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That'll be our ninth book. And then after that

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will be our 10th called the physics of marketing.

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Wow. I hope you also consider doing a podcast

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because I don't know if you do it. What's the

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name of the podcast? It's the viewcast, the marketing

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checklist viewcast. Okay. I want to, I want to

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go back. I'm going to go back from fourth. I

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want to go back to the business because Hank,

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you know, You have you have years. I love that

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30 years and then share with me like I want to

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hear a little bit of the beginning So what made

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you start your business? Where were you? Were

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you working somewhere else? I get a little bit

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of an idea of like your your where you started

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from It started as most good businesses do over

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Thanksgiving dinner We were the family that went

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around the room and you know, what were you thankful

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for and several Things had occurred. I was a

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regional sales manager for a national company

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The national sales manager had just quit the

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owner of the company decided to make his son

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who had no sales experience the new national

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sales manager which meant my life in work was

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going to get harder and Across the Thanksgiving

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dinner table. My mom asked that question as all

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moms do Alright, so it would take for you to

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start your own your own business as a competitor

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And honestly, my flip answer was I'd need a fax

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machine because the one I own belongs to the

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company. So I'd have to send this back. Free

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internet. And she looked at my dad and said,

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write him a check. And two weeks later, the company

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was born. And interestingly, within six months,

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seven of those regional managers from that other

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company had also left and started their own companies.

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That's a beautiful story It's such a beautiful

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story. It really is because oh my gosh and your

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mom she's alive or she was able to see your That

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is that's really is touching the heart so thank

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you for that that's just so beautiful I grew

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up in a family business. So it's quite lovely

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The positives and negatives usually tend toward

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the positive in a family business It really does.

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I want to flip the switch one more time though.

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I want to talk about the 30 years because I don't

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think that a lot of those that are going into

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business and doing what you're offering understand.

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So Hank, what I'm looking for in sharing is for

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you to explain to the audience what it means

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to have the years of experience, not the chat

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GPT. How do I start? this. So like, like, like,

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and how that works for you so that when you're

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working with your client, you are not having

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to run to YouTube to figure out how to have it.

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So I really want you to explain what it really

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means to have already lived and have real life

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experience and work a real work life experience.

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I'll give you a different example to start. Most

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of the time if you were looking for a life coach,

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you're not going to hire someone that's 22 and

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right out of college. Right. They don't have

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enough life yet. Yeah Yeah, we think they do

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it actually do or not the same thing The fact

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that we've done this over a while is great In

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addition we've we've either made the mistakes

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in our business and Had to come over them or

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we've had a client that's made Probably made

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that mistake before Yeah, or we've got a client

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that if you were looking to do X, you know, we

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have a client that has done that successfully.

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Let us let us, you know, sprinkle some of that

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special sauce that we did for again. What it

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really means is we never panic when a client

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has a challenge. It also means that our clients

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get to not have to always be the one to make

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the mistake, right? They can learn. from the

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mistakes we've made and our clients have already

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made, which speeds up the process of being successful.

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You can skip over some of those mistakes. It's

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not that they're never going to make their own

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mistakes. They're going to make them. But it

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does speed up the process. I could tell right

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away that both of you like the challenge of when

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someone does have. a challenge that you like

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that challenge too. That it gives you some, you're

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able to just go out there and show them how to

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do it in a calm and effective manner because

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you're able to take the emotions out of it, wisdom

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and age. I'm speaking to you so I'm talking too.

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We're all the same. Well, we created a coaching

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program that we wish we could have found for

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ourselves. And part of that is we're not afraid.

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We don't shy away. from getting personal with

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our clients. What you see on camera is the same

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as off camera. There isn't an on camera persona.

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We're invested in their success. If they have

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a bad day, we feel it. It's like, OK, let's solve

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this. We feel for them. And we do get emotionally

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attached. I've been told, you know, as a coach,

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you really should be able to not do that. But.

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But why? Yeah, from a human. I mean, look at

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your your sweatshirt. It kind of says it. We

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want to be nice. And and, you know, if you if

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you care about your clients, you're going to

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get invested. We had a client that had foot surgery

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yesterday. So the first thing I thought of when

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I got up in the morning was, oh, my goodness,

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she's having surgery. I sent her a text. Now

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she's three hours behind us. But I sent her a

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text. Well, that woke her up at four in the morning.

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I'm sure she was happy. She did not. Her phone

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is in the other room. But we know. We know her

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phone is in the other room. We know it's not

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going to wake her up. We know that about her.

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And so I just said, waking up thinking of you,

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hoping you have a magically easier day than you

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think you will. And she let us know later on

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in the evening that she was home and recovering

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and doing well. So we do get personally invested.

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Okay, so I'm gonna say, I don't think it's good

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advice not to get personally invested. I think

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that it's coming from someone that may, that

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person, that human may not be personally invested,

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but how, and I wouldn't want to take advice from

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someone who says how not to be personally invested

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because I'm invested and just wanting that company

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to grow as a, I come with a logo, merchandise

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business, promotional products, which I want

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to ask you if you're doing that for your clients.

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Also, I was a score, for eight years, so I was

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mentoring for free. The only goal I ever have

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for a business is to be successful. That means

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I'm already emotionally invested before I even

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start. So I really can't understand that. Not

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emotionally invested where maybe, you know, do

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you need to know like, you know, all their children's

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name and the baby's names. It's a touch point

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that is a wonderful thing to do and will help

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keep a client with you. But to say don't be personally

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invested is crazy though. Sharon I think that

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that's also would be an interesting conversation

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regarding an HR how invested you get and like

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you do you need to know that your employee is

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You know doing things at nighttime or what they

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do in the bed like you don't need to know that

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right? You just need to know how they're working

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so Interesting so go back and say we want to

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debate that no kidding you so But you write she's

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not an employee. She's a she's a client There's

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a different kind of relationship if she was having

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those kinds of conversations. And really, even

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in HR, it's not a challenge unless one of them

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is uncomfortable. If the employee had devolved

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in that same scenario, if the employee had devolved,

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look, you're not going to be able to reach me

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from the time I leave work until the time I get

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in because my phone's in the other room. Okay,

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that's fine. She devolved it. So there's no HR

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issue. So by the way, everyone, this is no prep

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needed. I have no questions. Haven't met them

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before. I don't know how Sharon and Hank reached

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me. I mean, I'm sure I can figure it out. Probably

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maybe matchmaker. But at the end of the day,

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the point is that this is a really, I'm excited

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and nobody's ever let me down. I've had no weirdos,

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which is really a good thing. But obviously I

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don't talk about religion or politics. So you've

00:14:00.990 --> 00:14:03.070
got, you know, it's funny. I ran a clubhouse

00:14:03.070 --> 00:14:05.639
room. Clubhouse is a social audio app. And I

00:14:05.639 --> 00:14:08.360
ran a room, Breakfast with Champions, on Thursday,

00:14:08.679 --> 00:14:11.139
bringing humor. And what does it look like with

00:14:11.139 --> 00:14:15.100
humor in your leadership, humor during presentations?

00:14:15.480 --> 00:14:17.700
And I will say, it comes very natural to Hank.

00:14:18.159 --> 00:14:20.299
Hank, were you always a funny guy, or do you

00:14:20.299 --> 00:14:22.259
really want to just be a stand -up comic in your

00:14:22.259 --> 00:14:26.679
spare time? Oh, I'll say yes and no. Stand -up

00:14:26.679 --> 00:14:31.779
comedy, that's really hard. It's one thing to

00:14:31.779 --> 00:14:34.559
be flip and to be able to respond this way But

00:14:34.559 --> 00:14:38.559
but to good put together a solid five or a solid

00:14:38.559 --> 00:14:42.559
ten and be funny That's a that's an amazingly

00:14:42.559 --> 00:14:46.600
difficult skill You know, I have friends that

00:14:46.600 --> 00:14:50.039
have done it and and it's it is truly awesome

00:14:50.039 --> 00:14:53.519
to watch them go up and bomb and just keep going

00:14:53.519 --> 00:14:59.000
through it Why I I don't you know, I have I don't

00:14:59.000 --> 00:15:03.519
have that kind of My ego isn't that strong. So

00:15:03.519 --> 00:15:04.879
you're a sit down comic. That's what we're gonna

00:15:04.879 --> 00:15:09.320
go on. Yeah, I'm total sit down. I like that.

00:15:09.360 --> 00:15:11.600
Yeah, we can do it like this for a while and

00:15:11.600 --> 00:15:15.460
I'm fine. You both have humor, I can tell. Is

00:15:15.460 --> 00:15:17.899
that coming from how you grew up in your household?

00:15:20.000 --> 00:15:26.440
Not my household. My dad was funny. Dad was really

00:15:26.440 --> 00:15:30.960
fun. His mom used to tell stories of they would

00:15:30.960 --> 00:15:33.159
go shopping and dad would wander off and she

00:15:33.159 --> 00:15:35.360
always knew where dad was because she could hear

00:15:35.360 --> 00:15:39.919
the other people laughing Oh Don't make me cry

00:15:39.919 --> 00:15:43.159
I love stories like that. I oh my gosh. Oh my

00:15:43.159 --> 00:15:44.860
gosh I hope you weave a little bit of your dad

00:15:44.860 --> 00:15:50.279
your parents stories into your books Love what

00:15:50.279 --> 00:15:53.279
you know, we do twice a year. We do a small business

00:15:53.279 --> 00:15:58.299
breakthrough boot camp and they're My mom makes

00:15:58.299 --> 00:16:03.960
an appearance on one of the slides because when

00:16:03.960 --> 00:16:05.700
someone comes to one of our boot camps, they're

00:16:05.700 --> 00:16:08.919
looking for some change. And there's always that,

00:16:08.980 --> 00:16:12.259
what was that pivotal moment? Now, if they come

00:16:12.259 --> 00:16:14.840
to one of our boot camps, they're actually there

00:16:14.840 --> 00:16:19.220
because of my mom. She was the one that decided,

00:16:19.340 --> 00:16:20.500
you know, it's time for you to start your own

00:16:20.500 --> 00:16:26.019
business. So you're here because my mom had a

00:16:26.019 --> 00:16:30.450
thought. and acted upon it and made it happen.

00:16:32.049 --> 00:16:34.470
That is so beautiful. I love that. I love that

00:16:34.470 --> 00:16:37.210
you. So at what point did you start looking at

00:16:37.210 --> 00:16:40.090
from going from, you know, being a business owner,

00:16:40.350 --> 00:16:43.769
helping these small businesses to let's add coaching

00:16:43.769 --> 00:16:45.929
because you were coaching all along. Because

00:16:45.929 --> 00:16:48.190
that's what you do when you have a small business

00:16:48.190 --> 00:16:49.929
like you're doing. But what point did you say,

00:16:50.090 --> 00:16:53.350
hey, let's join the coaching revolution, and

00:16:53.350 --> 00:16:55.389
let's coach and do boot camps, and I want to

00:16:55.389 --> 00:16:58.929
hear everything that you have to offer? So my

00:16:58.929 --> 00:17:00.830
business started the same industry you are. It

00:17:00.830 --> 00:17:02.889
started as a promo business, because that's kind

00:17:02.889 --> 00:17:05.210
of where I grew up. I sold my first order in

00:17:05.210 --> 00:17:12.410
January of May. And the goal was always to add

00:17:13.329 --> 00:17:18.450
a coaching or a marketing component. I was selling

00:17:18.450 --> 00:17:22.269
stuff to these businesses for trade shows that

00:17:22.269 --> 00:17:25.789
they were going to give away. The first course

00:17:25.789 --> 00:17:29.529
was, let me come show your employees how to use

00:17:29.529 --> 00:17:32.509
these the best and how to act at a trade show

00:17:32.509 --> 00:17:34.650
and how to follow up at a trade show. That was

00:17:34.650 --> 00:17:38.730
the first step. I had clients that said, hey,

00:17:38.789 --> 00:17:40.970
that's great. What else can you teach my people?

00:17:41.289 --> 00:17:46.390
So it went into some sales courses. And it always

00:17:46.390 --> 00:17:51.930
was going to do that. And if you've been in that

00:17:51.930 --> 00:17:54.509
promo industry any length of time, once the internet

00:17:54.509 --> 00:17:58.670
started coming about, looking far ahead, I kind

00:17:58.670 --> 00:18:03.269
of knew it's going to be a much more difficult

00:18:03.269 --> 00:18:06.490
business because some people will look at this

00:18:06.490 --> 00:18:09.130
and say, I just need a pen with my logo on it.

00:18:09.130 --> 00:18:12.430
It's a commodity. as opposed to which is the

00:18:12.430 --> 00:18:15.049
right kind of pen. And because that pen really

00:18:15.049 --> 00:18:17.930
able to have your logo on it in the right size.

00:18:18.210 --> 00:18:19.829
And there are a lot of things that go into it.

00:18:19.890 --> 00:18:22.150
And that's why someone would come to you instead

00:18:22.150 --> 00:18:28.569
of just clicking online. But on the other side,

00:18:28.789 --> 00:18:30.829
I knew that that industry was going to change.

00:18:31.210 --> 00:18:35.730
So the coaching component was always going to

00:18:35.730 --> 00:18:40.289
be more important. My degrees are in marketing

00:18:40.289 --> 00:18:46.349
and PR and economics. So that's more fun. I mean,

00:18:46.410 --> 00:18:48.650
how many times can you say, yes, I can't fit

00:18:48.650 --> 00:18:55.450
your logo on this coffee mug? Duh. Okay, so first

00:18:55.450 --> 00:18:57.690
of all, I have a deal with my listeners. If I

00:18:57.690 --> 00:18:59.609
say don't listen, they won't listen. So don't

00:18:59.609 --> 00:19:01.410
listen, you guys. This is a private conversation

00:19:01.410 --> 00:19:07.430
for one second. What year was it? January of

00:19:07.430 --> 00:19:10.799
87. 87, okay, so I was actually in the industry.

00:19:11.099 --> 00:19:13.640
And then where were you living at that time?

00:19:13.900 --> 00:19:16.279
Where was your business? Oh, so you probably

00:19:16.279 --> 00:19:18.720
wouldn't have heard of our family business, Barker

00:19:18.720 --> 00:19:21.299
Specialty Company out of Cheshire, Connecticut

00:19:21.299 --> 00:19:22.900
at FAR. If you were kind of in the New England

00:19:22.900 --> 00:19:26.440
area, my parents started in 1955. And I can understand

00:19:26.440 --> 00:19:29.579
what you're saying. I left it, I earned my MAS,

00:19:29.660 --> 00:19:34.319
my lifetime, because I'm old, but... I also lost

00:19:34.319 --> 00:19:39.180
my mojo in se that though I do consult because

00:19:39.180 --> 00:19:46.349
after 35 years of then now you could go out and

00:19:46.349 --> 00:19:49.089
say, hey, I can consult with you. I can be strategic.

00:19:49.130 --> 00:19:51.410
I can help you. And I think that's really important.

00:19:51.410 --> 00:19:54.049
And that's where I see with you that you have

00:19:54.049 --> 00:19:55.930
all of this experience. And I love that you even

00:19:55.930 --> 00:19:58.269
have the marketing experience. And you may have

00:19:58.269 --> 00:20:00.869
had the opportunity to say, or know like, oh

00:20:00.869 --> 00:20:03.450
my God, stop going to use a ceramic mug. You're

00:20:03.450 --> 00:20:05.210
doing a trade show. So at least you have enough

00:20:05.210 --> 00:20:08.190
background on promo products to help them. And

00:20:08.190 --> 00:20:10.130
I hope you're working with someone fantastic

00:20:10.130 --> 00:20:14.740
out in that area that can help you. a lot of

00:20:14.740 --> 00:20:17.279
the companies in the industry. We still train

00:20:17.279 --> 00:20:21.819
some promo people. I love that. My gosh, we should

00:20:21.819 --> 00:20:24.019
do a workshop together, the promo people. I love

00:20:24.019 --> 00:20:27.500
that. I love that. Here's the challenge. Yes.

00:20:28.380 --> 00:20:30.759
Nobody else listen. We're just going to talk

00:20:30.759 --> 00:20:33.579
for a second. Have you noticed that most of the

00:20:33.579 --> 00:20:35.980
people in the promo industry are not really great

00:20:35.980 --> 00:20:40.339
marketers for themselves? Yes. Yes. How sad is

00:20:40.339 --> 00:20:45.569
that? And we've spoken at National stuff and

00:20:45.569 --> 00:20:50.089
most of them They're they're peddlers. They don't

00:20:50.089 --> 00:20:54.950
get it So I would I would love to save that industry

00:20:54.950 --> 00:21:00.609
and help a lot of the the independent folk The

00:21:00.609 --> 00:21:03.529
the light bulb has to want to change so I I'd

00:21:03.529 --> 00:21:07.049
love to do You know workshops for them, but they

00:21:07.049 --> 00:21:10.519
got to show up I love that. I always say one

00:21:10.519 --> 00:21:14.539
of the most important things is to ask the whys,

00:21:14.539 --> 00:21:17.000
you know, and really understand what your client

00:21:17.000 --> 00:21:20.920
needs. But often, I love that you're kind of

00:21:20.920 --> 00:21:22.960
looking at a whole picture. Often even a promo

00:21:22.960 --> 00:21:26.779
person doesn't have the creative and or the knowledge

00:21:26.779 --> 00:21:29.420
of a business. So if their client said to them,

00:21:29.759 --> 00:21:32.960
hey, you know, I have an LLC. Is that where I

00:21:32.960 --> 00:21:36.700
should be? Geez, I don't have my mission statement.

00:21:37.279 --> 00:21:39.720
you know, a promo person's not gonna recommend

00:21:39.720 --> 00:21:43.079
some of the things that we know. And we'll put

00:21:43.079 --> 00:21:44.759
that aside for a second, because I'm so excited

00:21:44.759 --> 00:21:46.940
to talk. We'll just go down that road, folks.

00:21:47.079 --> 00:21:51.220
We'll just call this promotional talk. One of

00:21:51.220 --> 00:21:53.839
the things I enjoy doing when I was with score

00:21:53.839 --> 00:21:57.000
was to teach business. It was a Kauffman fast

00:21:57.000 --> 00:21:59.539
track program. So we followed a program. But

00:21:59.539 --> 00:22:01.599
I was wondering if you do this like before a

00:22:01.599 --> 00:22:04.759
person actually starts and starts their business,

00:22:04.960 --> 00:22:07.339
they should know how they're going to exit their

00:22:07.339 --> 00:22:10.460
business. Can you talk a little bit about that?

00:22:11.059 --> 00:22:15.339
Well, we we don't. Yeah, we don't really. We

00:22:15.339 --> 00:22:17.720
don't usually start with that. We do encourage

00:22:17.720 --> 00:22:19.599
to start with the end in mind. So we totally

00:22:19.599 --> 00:22:22.500
get the concept. We don't usually start with

00:22:22.500 --> 00:22:25.700
how they're going to exit. We don't usually talk

00:22:25.700 --> 00:22:28.720
to them at that stage. We talk to them pretty

00:22:28.720 --> 00:22:31.680
early on, but not quite that early on. We do

00:22:31.680 --> 00:22:36.920
talk to them about how they want life to look

00:22:36.920 --> 00:22:39.940
like. Perfect world, what does life look like?

00:22:40.140 --> 00:22:42.380
Because we want to help our clients create the

00:22:42.380 --> 00:22:44.880
life they want. not come to us with the idea,

00:22:45.000 --> 00:22:46.819
this is my perfect business. No, that's fine.

00:22:46.900 --> 00:22:48.259
We'll have to create that perfect business. And

00:22:48.259 --> 00:22:49.480
then they get to the end of the year and they're

00:22:49.480 --> 00:22:52.960
like, okay, but now life sucks. Like that's terrible.

00:22:52.980 --> 00:22:54.700
Don't do that. Let's start with what you want

00:22:54.700 --> 00:22:56.680
life to look like. Okay. Now tell me what the

00:22:56.680 --> 00:22:59.299
business you want. And now how do we craft that

00:22:59.299 --> 00:23:02.339
business to give you that life? That's always

00:23:02.339 --> 00:23:05.259
the first question in our coaching program is

00:23:05.259 --> 00:23:07.700
all right. You know, you're Queen. What do you

00:23:07.700 --> 00:23:10.220
want your life to look like? How much do you

00:23:10.220 --> 00:23:12.119
want to work? Do you want to go on vacation?

00:23:12.299 --> 00:23:13.960
How many times a year do you want? How long do

00:23:13.960 --> 00:23:16.019
you want those vacations to be? Who's going with

00:23:16.019 --> 00:23:18.259
you? Maybe you don't want to go on vacation.

00:23:18.599 --> 00:23:20.019
That's fine. You want a vacation. That's fine

00:23:20.019 --> 00:23:23.069
too. What do you want it to look like? So you

00:23:23.069 --> 00:23:25.130
are, in essence, you're not saying what's your

00:23:25.130 --> 00:23:26.710
exit plan, but you're asking, because that's

00:23:26.710 --> 00:23:29.130
so important. I had a call one day with a woman,

00:23:29.650 --> 00:23:31.910
and I said, I said, well, what are your plans?

00:23:32.089 --> 00:23:34.130
She had been in the industry for 35 years, was

00:23:34.130 --> 00:23:36.349
talking about retiring. And I'm like, do you

00:23:36.349 --> 00:23:39.049
have family, children? What are your plans? And

00:23:39.049 --> 00:23:40.930
then when she told me, I said, oh, OK, you're

00:23:40.930 --> 00:23:43.490
looking to sell your business. What kind of CRM

00:23:43.490 --> 00:23:46.890
are you using? And started looking at that. CRM?

00:23:47.430 --> 00:23:50.940
Yeah. She held up a folder. Yeah. And I was like,

00:23:50.960 --> 00:23:54.579
a folder. I just said to her, how would you ever

00:23:54.579 --> 00:23:56.640
expect that a company is going to come in and

00:23:56.640 --> 00:23:59.839
buy your folder? And then I was like, do you

00:23:59.839 --> 00:24:02.960
have a lifestyle business? Because a lot of people

00:24:02.960 --> 00:24:05.059
will, like even my business, it's my brain, right?

00:24:05.079 --> 00:24:08.279
Like, I can't sell my business unless I made

00:24:08.279 --> 00:24:10.119
professional global etiquette, like something.

00:24:10.420 --> 00:24:12.819
I mean, I'm sure if I talk to both of you, you

00:24:12.819 --> 00:24:14.940
can help me to figure that out. But for now,

00:24:14.980 --> 00:24:18.799
where I am, I call it a lifestyle business. Uh,

00:24:19.299 --> 00:24:22.440
but you don't like y maybe I could sell my webs

00:24:22.440 --> 00:24:25.579
professional global etiquette money in that.

00:24:25.579 --> 00:24:28.579
It's old. It' old. You know, people so their

00:24:28.579 --> 00:24:32.960
phone number, those if you don't really sell

00:24:32.960 --> 00:24:41.180
system and take a cut o I never thought I did.

00:24:41.740 --> 00:24:47.380
I j This is amazing. I will tell you with a podcast,

00:24:47.519 --> 00:24:49.640
No Prep Needed, when I find that sometimes there

00:24:49.640 --> 00:24:52.180
are certain coaches, I literally get free coaching.

00:24:52.599 --> 00:24:56.519
But I love it. But let's talk about who are your

00:24:56.519 --> 00:25:00.000
ideal clients and where are you finding them?

00:25:01.299 --> 00:25:05.700
Sure. Our ideal clients are small business owners.

00:25:06.259 --> 00:25:08.000
They're usually really good at what they do,

00:25:08.019 --> 00:25:09.779
but they weren't taught how to market what they

00:25:09.779 --> 00:25:14.230
do. Those that need HR but usually I've been

00:25:14.230 --> 00:25:16.990
doing this alone and now do I need a VA or do

00:25:16.990 --> 00:25:19.970
I need an employee? Is it a 1099 or a w2 right?

00:25:20.009 --> 00:25:26.710
So we have those kind of conversations Because

00:25:26.710 --> 00:25:29.269
of my HR background we're good up until like

00:25:29.269 --> 00:25:32.970
50 employees the HR laws change at above 50 employees

00:25:32.970 --> 00:25:36.980
So I'm good small business. It's all I ever worked

00:25:36.980 --> 00:25:40.059
for. We have a book on HR. It's all about small

00:25:40.059 --> 00:25:43.359
business HR. So we're good up until then. Most

00:25:43.359 --> 00:25:49.980
of our clients are our solopreneurs or they have

00:25:49.980 --> 00:25:52.039
usually about 10 employees. Like I said, I'm

00:25:52.039 --> 00:25:54.259
good up until 50, but really most of them are

00:25:54.259 --> 00:25:59.119
up until 10. Throughout the English speaking

00:25:59.119 --> 00:26:02.140
world. I love that. I will share a little HR

00:26:02.140 --> 00:26:04.660
story with you that my mom, that was also HR

00:26:04.660 --> 00:26:07.440
back in the day, and it was a small business,

00:26:07.660 --> 00:26:09.660
and she would go around and she would hug all

00:26:09.660 --> 00:26:13.000
the employees, you know, and yeah, but it was

00:26:13.000 --> 00:26:15.599
before, but then it became, and then it was like,

00:26:16.180 --> 00:26:19.079
mama, no more schools anymore. And she's like,

00:26:19.180 --> 00:26:21.220
it was so sad because that was part of, she saw

00:26:21.220 --> 00:26:24.279
every employee as part of the family. It was

00:26:24.279 --> 00:26:27.059
the, you know, Barker family of employees. Like

00:26:27.059 --> 00:26:30.160
that was a whole thing. So being not like you're

00:26:30.160 --> 00:26:33.579
lucky that you have HR right there with your

00:26:33.579 --> 00:26:36.000
beautiful wife, but what other like, do you,

00:26:36.099 --> 00:26:37.799
are you working now? I'm just curious about this.

00:26:38.099 --> 00:26:40.299
Are you helping your clients if they say to you,

00:26:40.420 --> 00:26:43.539
well, we want an AI or I need a chat bot to email

00:26:43.539 --> 00:26:46.180
my emails. Like where does that work? Or do you

00:26:46.180 --> 00:26:48.059
have people you work with on that? What does

00:26:48.059 --> 00:26:50.900
that look like? So our, our employees do not

00:26:50.900 --> 00:26:54.099
come to us and say, I want a whatever. whatever

00:26:54.099 --> 00:26:56.579
the shiny object is. They might come to us and

00:26:56.579 --> 00:26:59.440
say, hey, I heard about this shiny object. Do

00:26:59.440 --> 00:27:01.700
you think I should do that? And we'll talk through

00:27:01.700 --> 00:27:04.700
the pros and cons. What about clients? I'm thinking

00:27:04.700 --> 00:27:06.980
more clients. More clients. That's OK, Sharon.

00:27:07.960 --> 00:27:11.180
You said employees. I heard. I wasn't going to

00:27:11.180 --> 00:27:13.359
correct. But I wasn't going to correct. Guys.

00:27:14.539 --> 00:27:18.299
Our clients will say, yeah, I heard about this.

00:27:18.339 --> 00:27:21.259
Or what do you think? How can I get people to

00:27:21.259 --> 00:27:25.240
answer my ex more? We'll talk about the different

00:27:25.240 --> 00:27:32.460
tools. Let's go back even further. They said,

00:27:32.720 --> 00:27:35.480
I'm starting my business, I don't have a website.

00:27:35.940 --> 00:27:39.119
Well, yeah, you need a website. We have several

00:27:39.119 --> 00:27:42.400
developers that we work with them and we're the

00:27:42.400 --> 00:27:46.180
go -between to make sure it's done right. No

00:27:46.180 --> 00:27:50.180
matter what tool or thing they're creating, they

00:27:50.180 --> 00:27:54.500
never do it alone. we're always involved in it.

00:27:54.519 --> 00:27:57.220
I like your contractor. Well we don't want to

00:27:57.220 --> 00:28:00.859
fix it later. I love that. Let's talk about websites

00:28:00.859 --> 00:28:02.920
for a minute because I'm sure ask the question

00:28:02.920 --> 00:28:06.039
do I have a website? Hey tell me about your website.

00:28:06.720 --> 00:28:08.039
Well I don't have a website. I don't need a website.

00:28:08.039 --> 00:28:09.740
I have a Facebook page and I have an Instagram

00:28:09.740 --> 00:28:12.099
group and like it's so amazing. Is it really

00:28:12.099 --> 00:28:15.220
okay? Because what is it that I own? Do I own

00:28:15.220 --> 00:28:18.529
a website or am I using a platform that can be

00:28:18.529 --> 00:28:21.049
taken from me every morning. What happens when

00:28:21.049 --> 00:28:25.430
Facebook goes down? What happens if your profile...

00:28:25.430 --> 00:28:29.930
Meta just had an outage. You're getting hacked.

00:28:30.029 --> 00:28:32.549
What if you get hacked? Yeah. Your website is

00:28:32.549 --> 00:28:34.670
the real estate you own. Ask any real estate

00:28:34.670 --> 00:28:38.089
agent, is it better to rent or own? No. We do

00:28:38.089 --> 00:28:42.190
say all the time that you don't need a website

00:28:42.190 --> 00:28:47.029
to start your business. Please do not... Do not

00:28:47.029 --> 00:28:48.809
put that roadblock in front of you that, oh,

00:28:48.809 --> 00:28:50.549
I can't start my business because I can't yet

00:28:50.549 --> 00:28:53.410
afford a developer to build a website. No. By

00:28:53.410 --> 00:28:55.849
all means, use a Facebook page, Instagram, Pinterest,

00:28:55.930 --> 00:29:00.349
whatever it is where you find your clients. Where

00:29:00.349 --> 00:29:03.890
do they find you? Start there, get those first

00:29:03.890 --> 00:29:06.690
few clients, use some of that money, put it aside

00:29:06.690 --> 00:29:08.869
to build your website, and then build your, by

00:29:08.869 --> 00:29:11.309
all means, yes, build your WordPress website.

00:29:11.769 --> 00:29:14.710
But you don't need a website. You don't need

00:29:14.710 --> 00:29:20.319
a logo. No one ever said, oh, I'm not going to

00:29:20.319 --> 00:29:21.799
work with that person because I don't like their

00:29:21.799 --> 00:29:24.279
logo. And really, if they did, you don't want

00:29:24.279 --> 00:29:27.339
them as a customer anyway. Oh, I love it. Sharon,

00:29:27.619 --> 00:29:30.000
excellent advice. That is it really is. It's

00:29:30.000 --> 00:29:32.759
because that's where the problem is that we watch

00:29:32.759 --> 00:29:35.259
someone that has to try to line everything up

00:29:35.259 --> 00:29:37.619
and they get so nervous and you know, and all

00:29:37.619 --> 00:29:40.059
they're really doing is maybe even just selling

00:29:40.059 --> 00:29:43.440
one product. So get out there. Let's talk about.

00:29:43.539 --> 00:29:47.019
So when you first started Are you still doing

00:29:47.019 --> 00:29:49.579
some networking? Do you go out and network? Are

00:29:49.579 --> 00:29:51.299
you a member of your chamber? What does all of

00:29:51.299 --> 00:29:54.259
that look like for you? Every week. Yeah, I'm

00:29:54.259 --> 00:29:57.240
on the board of our local chamber. Interestingly,

00:29:57.880 --> 00:30:00.299
I started in Los Angeles, then we were in Arizona

00:30:00.299 --> 00:30:03.680
for eight years, and now we're in Maryland. I

00:30:03.680 --> 00:30:06.920
started the promo business. I was in three different

00:30:06.920 --> 00:30:10.980
chambers. I built the business based on chambers.

00:30:11.849 --> 00:30:17.690
If you know how to use a chamber properly, it's

00:30:17.690 --> 00:30:21.910
a great tool for a small business. We're still

00:30:21.910 --> 00:30:26.210
members of our chamber. We don't get as many

00:30:26.210 --> 00:30:30.230
clients, you know, coaching clients there, but

00:30:30.230 --> 00:30:35.970
we have referral partners there. And I also want

00:30:35.970 --> 00:30:39.009
to be part of the business community. I feel

00:30:39.009 --> 00:30:42.259
it's very important. that we know what's going

00:30:42.259 --> 00:30:46.440
on in our town. When we moved to Sedona, we remember

00:30:46.440 --> 00:30:49.799
the Sedona Chamber before we even moved there.

00:30:50.059 --> 00:30:51.640
It was the same thing here. And when we came

00:30:51.640 --> 00:30:55.140
here, we were members of the Raider Salisbury

00:30:55.140 --> 00:31:00.099
Chamber before we even moved here. I love that.

00:31:00.539 --> 00:31:03.299
Well, being involved is important. If your business

00:31:03.299 --> 00:31:08.339
is in a town, no matter what you do, It's probably

00:31:08.339 --> 00:31:10.279
a good idea to be a member of the chamber now.

00:31:10.460 --> 00:31:17.940
I think chambers Chambers have a challenge Most

00:31:17.940 --> 00:31:22.660
of them are not are not set up for Continued

00:31:22.660 --> 00:31:24.819
success. Yeah, and they're not set up for past

00:31:24.819 --> 00:31:29.099
gentio to Millennials and Gen Z Because they're

00:31:29.099 --> 00:31:33.099
not doing a good enough job getting younger entrepreneurs

00:31:33.099 --> 00:31:39.640
into the the system. Baby boomers did a really

00:31:39.640 --> 00:31:44.240
good job. And we as boomers did not do as good

00:31:44.240 --> 00:31:48.779
a job getting Gen X to come along and further

00:31:48.779 --> 00:31:51.500
down the line. So there are, in fact, it isn't

00:31:51.500 --> 00:31:54.599
just chambers. I just had a long conversation

00:31:54.599 --> 00:31:58.140
with the president of one of the Delaware, main

00:31:58.140 --> 00:32:02.440
Delaware chamber. And it's also hitting all of

00:32:02.440 --> 00:32:05.950
the service groups. Because it's a generational

00:32:05.950 --> 00:32:11.230
thing that we are not Showing them why it's important

00:32:11.230 --> 00:32:16.430
and I don't blame Gen Z. I don't blame you know

00:32:16.430 --> 00:32:19.329
Millennials I blame ourselves. We should have

00:32:19.329 --> 00:32:23.470
been doing a better job We always look to help

00:32:23.470 --> 00:32:26.750
younger entrepreneurs that are getting started

00:32:26.750 --> 00:32:31.140
because we got help It feels good. I will say

00:32:31.140 --> 00:32:35.480
on the demographics becaus here in Daytona Beach

00:32:35.480 --> 00:32:41.619
and they have a really nice because they have

00:32:41.619 --> 00:32:47.380
the grea program. So I love lead just brag for

00:32:47.380 --> 00:32:53.220
a minute. Gr county, Kissimmee florida Greater

00:32:53.220 --> 00:32:56.799
Orlando leadership thing. I joined the Hollywood

00:32:58.599 --> 00:33:01.559
a part of the Hollywood l you do a leadership,

00:33:01.960 --> 00:33:06.759
then year, you go on and you h class and then

00:33:06.759 --> 00:33:12.160
the next c tired of it. I did the the greater

00:33:12.160 --> 00:33:17.420
Daytona. The I lived in Tucson, but I cancer

00:33:17.420 --> 00:33:28.059
society and I was Oh my God. I think, I think

00:33:28.059 --> 00:33:29.940
it was, it was a lot, but that was such a lovely

00:33:29.940 --> 00:33:32.579
chamber. So I, the benefits of a chamber, I've

00:33:32.579 --> 00:33:35.960
always said it should be for personal and for

00:33:35.960 --> 00:33:38.180
professional growth. Growing up in Connecticut,

00:33:38.359 --> 00:33:41.200
I was awarded in Southington, the nice, you know,

00:33:41.460 --> 00:33:44.140
a citizen for the chamber award. But what I loved

00:33:44.140 --> 00:33:46.740
about it. right? But you like because now with

00:33:46.740 --> 00:33:48.900
a chamber and so if you're younger and you're

00:33:48.900 --> 00:33:50.740
in your thirties and you've got children and

00:33:50.740 --> 00:33:52.779
you own a business get involved with your chambers

00:33:52.779 --> 00:33:56.099
where you're going to meet the your oh my god

00:33:56.099 --> 00:33:58.759
i'm trying to say who runs the school the schools

00:33:58.759 --> 00:34:05.420
the um no above that the board the school board

00:34:05.420 --> 00:34:08.639
yeah no not even the school board like your oh

00:34:08.639 --> 00:34:10.980
my god someone help me but what i'm talking about

00:34:10.980 --> 00:34:13.559
is yeah you know whoever's running that that

00:34:13.559 --> 00:34:17.159
school Right? Yeah. Like you get to meet the

00:34:17.159 --> 00:34:20.380
people. Yes, you get to meet a lot of great people

00:34:20.380 --> 00:34:24.039
that will help you professionally and business

00:34:24.039 --> 00:34:26.119
wise. And that's a nice blend. So not that we're

00:34:26.119 --> 00:34:28.920
here talking about chambers, but talking about

00:34:28.920 --> 00:34:31.659
networking, it really is important to go out

00:34:31.659 --> 00:34:33.679
or to hire someone, make sure that they represent

00:34:33.679 --> 00:34:35.460
you well. Oh, I don't like my bangs and how I

00:34:35.460 --> 00:34:38.059
look right now. Got to fix that. OK. I really

00:34:38.059 --> 00:34:39.500
should look at myself because all I see is a

00:34:39.500 --> 00:34:41.800
funny looking human coming back at me. Not you

00:34:41.800 --> 00:34:45.110
two. You are beautiful. So let's talk more about

00:34:45.110 --> 00:34:46.949
businesses, because there's so much to it. I

00:34:46.949 --> 00:34:48.650
love that you have the coaching. So what kind

00:34:48.650 --> 00:34:54.110
of packages do you offer? We have a couple of

00:34:54.110 --> 00:35:00.329
them. One is a mastermind group program that

00:35:00.329 --> 00:35:05.030
has private coaching with it. And that's where

00:35:05.030 --> 00:35:10.130
we usually tell people to start. It's really

00:35:10.130 --> 00:35:15.699
affordable. and it gives them, every Monday we

00:35:15.699 --> 00:35:17.940
do a mastermind call, any of our clients are

00:35:17.940 --> 00:35:20.179
allowed to be on it and encouraged to be on it.

00:35:20.460 --> 00:35:23.719
So they're getting that, just like in Think and

00:35:23.719 --> 00:35:26.940
Grow Rich, masterminding is important, is one

00:35:26.940 --> 00:35:31.119
of the rules. We like to, if someone has an idea,

00:35:31.739 --> 00:35:34.460
see what the room feels. And sometimes there

00:35:34.460 --> 00:35:37.539
are some really good tips. We also have a private

00:35:37.539 --> 00:35:40.989
coaching program. Where they're encouraged if

00:35:40.989 --> 00:35:44.329
they want to come into the group they can and

00:35:44.329 --> 00:35:48.150
that one is has a larger investment, but our

00:35:48.150 --> 00:35:53.110
Deliverables are significantly more so We have

00:35:53.110 --> 00:35:54.670
a couple of different programs we want to we

00:35:54.670 --> 00:35:58.349
want to make it so that a business owner that

00:35:58.349 --> 00:36:01.449
Desperately needs coaching can still get it and

00:36:01.449 --> 00:36:06.570
still afford it again. We looked for and coaching

00:36:06.570 --> 00:36:10.110
programs and we finally created the program we

00:36:10.110 --> 00:36:14.789
wish we could have found. Sorry, I love, I just

00:36:14.789 --> 00:36:17.150
absolutely love that. School superintendent was

00:36:17.150 --> 00:36:19.570
what I was trying to think and since I had a

00:36:19.570 --> 00:36:22.309
child out of school, so that that they are always

00:36:22.309 --> 00:36:26.429
part of the board. I, I absolutely love what

00:36:26.429 --> 00:36:28.489
you're doing and I love that you're like, I really

00:36:28.489 --> 00:36:31.079
feel. Growing up in a family business, I learned

00:36:31.079 --> 00:36:34.659
so much. What I was missing was more of a professional

00:36:34.659 --> 00:36:37.599
business and life coach. Working with the family

00:36:37.599 --> 00:36:39.619
and the parents and the siblings, that would

00:36:39.619 --> 00:36:42.039
have done me well. But I think if you're a business

00:36:42.039 --> 00:36:44.460
out there and you're thinking, I don't need someone

00:36:44.460 --> 00:36:47.340
to help me or I don't need a team, if you haven't

00:36:47.340 --> 00:36:50.500
been part of a mastermind, you really need to

00:36:50.500 --> 00:36:52.579
be because now you're picking a lot of different

00:36:52.579 --> 00:36:55.480
brains and that's what's important. And you know

00:36:55.480 --> 00:36:58.170
what? picking someone's brain, like unless they're

00:36:58.170 --> 00:37:00.110
really a good friend of you, you know, they've

00:37:00.110 --> 00:37:01.829
got to have a little respect right there because

00:37:01.829 --> 00:37:04.329
we all have our knowledge and just, you know,

00:37:04.349 --> 00:37:06.309
call, it's like asking a doctor, can you just

00:37:06.309 --> 00:37:08.429
look at this rational, I know, oh, you're at

00:37:08.429 --> 00:37:11.690
dinner, step away from the table, this is a,

00:37:11.769 --> 00:37:13.829
it's like that, like, you know, you have the

00:37:13.829 --> 00:37:16.789
knowledge they love. At one of our boot camps,

00:37:16.809 --> 00:37:19.969
I wanted to interview a lawyer and I interviewed

00:37:19.969 --> 00:37:23.030
our lawyer and he was going to do it for free.

00:37:23.090 --> 00:37:26.139
I said, no, I need to pay you for this. You know,

00:37:26.139 --> 00:37:28.820
I know we're best buds but I need to pay you

00:37:28.820 --> 00:37:30.880
for this and I rationalized I said look here's

00:37:30.880 --> 00:37:33.760
the thing I'm gonna be videoing it and we're

00:37:33.760 --> 00:37:35.699
gonna get the benefit of whatever this video

00:37:35.699 --> 00:37:38.699
brings so you need to You know, I wanted to show

00:37:38.699 --> 00:37:41.880
the respect as opposed to just picking his brain

00:37:41.880 --> 00:37:45.639
and sucking that out This book wouldn't have

00:37:45.639 --> 00:37:48.619
existed. Oh, you have to read the book. Yeah

00:37:48.619 --> 00:37:51.099
partners and everything would not have existed

00:37:51.099 --> 00:37:54.659
if we hadn't mastermind His name was Dan Janelle

00:37:54.800 --> 00:37:57.539
he was in the same mastermind group and he said,

00:37:57.699 --> 00:38:02.599
you know, this is a book you should do. So all

00:38:02.599 --> 00:38:04.920
of our, you have done eight books and most of

00:38:04.920 --> 00:38:07.500
them have come from a point of view of, huh,

00:38:07.860 --> 00:38:09.800
someone has said we need that kind of book. You

00:38:09.800 --> 00:38:13.400
know, the latest one is Your Guide for Overwhelmed

00:38:13.400 --> 00:38:19.800
and Overthinking Entrepreneurs. Yeah, most everyone

00:38:19.800 --> 00:38:25.010
is that we coach has some overwhelm or overthinking

00:38:25.010 --> 00:38:28.429
in their head. It's one demographic that goes

00:38:28.429 --> 00:38:33.489
across our entire spectrum of clients. I mean,

00:38:33.530 --> 00:38:36.030
I think that you could really look at your business

00:38:36.030 --> 00:38:39.369
and know that working with you and you can see

00:38:39.369 --> 00:38:41.690
your success and your brilliance and how you

00:38:41.690 --> 00:38:44.329
put things together. It's marvelous. I mean,

00:38:44.409 --> 00:38:46.570
you've got the books. You've got the social proof.

00:38:46.650 --> 00:38:49.030
You've got the brains. You've got the wisdom

00:38:49.030 --> 00:38:52.510
from the years. Yes. Let me tell you, yes. I

00:38:52.510 --> 00:38:54.110
mean, he could be Santa Claus. No, I'm kidding

00:38:54.110 --> 00:38:59.489
you. But no, the years. So really, I am very

00:38:59.489 --> 00:39:01.389
impressed. And then, of course, I think there's

00:39:01.389 --> 00:39:05.130
real beauty in going also, like making sure part

00:39:05.130 --> 00:39:08.469
of your niche is the husband and wife team because

00:39:08.889 --> 00:39:11.050
because I'm a daughter of them, and I know exactly

00:39:11.050 --> 00:39:13.190
what it's like. And I will share one little thing,

00:39:13.409 --> 00:39:15.949
and this has come up a lot, is that my parents

00:39:15.949 --> 00:39:19.030
started the business. Never at any point did

00:39:19.030 --> 00:39:22.909
I feel like my business. And interesting enough,

00:39:23.289 --> 00:39:25.710
too, is that I moved here to Daytona to open

00:39:25.710 --> 00:39:28.070
up my father and mother's, Lori and her Parker,

00:39:28.530 --> 00:39:31.380
their fifth. animation art gallery, because at

00:39:31.380 --> 00:39:33.739
one point in life, they fell, they just loved,

00:39:33.780 --> 00:39:35.599
they always loved Disney, but they wanted to

00:39:35.599 --> 00:39:38.480
open up in the 80s. And in West Hartford, Connecticut,

00:39:38.619 --> 00:39:40.579
they opened up the first store for Barker Animation

00:39:40.579 --> 00:39:42.940
Art Gallery. We've got two in Connecticut, one

00:39:42.940 --> 00:39:45.320
at Foxwood, one at Cheshire. And then my dad

00:39:45.320 --> 00:39:47.500
and mom sat us down. They're like, toys, we have

00:39:47.500 --> 00:39:51.460
a toy museum. And so now they passed and the

00:39:51.460 --> 00:39:55.099
toy museum is in Cheshire and it's 80 ,000. private

00:39:55.099 --> 00:39:57.900
toys that they've collected. But even when I

00:39:57.900 --> 00:39:59.659
opened up, I'm sorry, I'm boring you, Frank.

00:40:00.019 --> 00:40:03.300
I mean, Hank. No, I was saying, wow. Oh, I'm

00:40:03.300 --> 00:40:05.860
sorry. I'm kidding. Wow. Wow, I know. So when

00:40:05.860 --> 00:40:10.340
I move to Daytona. Wow. When I move to Daytona.

00:40:10.489 --> 00:40:17.869
people will come in and th I'd say, no, it's

00:40:17.869 --> 00:40:22.710
my fami always careful about that sometimes.

00:40:23.130 --> 00:40:29.670
My parents ever but it's how I felt but I think

00:40:29.670 --> 00:40:32.130
that there's so much in it. So when you're coaching

00:40:32.130 --> 00:40:34.929
a family business, I'm sure you're having a discussion

00:40:34.929 --> 00:40:37.730
on the children and what that looks like and

00:40:37.730 --> 00:40:39.170
if they're growing in the business and then when

00:40:39.170 --> 00:40:41.750
they go in the business, because I remember that

00:40:41.750 --> 00:40:45.110
a couple points in our business years ago, all

00:40:45.110 --> 00:40:47.269
of us had different like mindset and different

00:40:47.269 --> 00:40:50.650
direction and we couldn't really keep an HR person.

00:40:50.650 --> 00:40:53.590
They ran so quickly. They would talk to each

00:40:53.590 --> 00:40:55.309
of us and then they were out the door. Where

00:40:55.309 --> 00:41:00.130
did she go? I just told her my thoughts, right?

00:41:00.590 --> 00:41:06.590
So you encompass all of that? Yeah, we do. Those

00:41:06.590 --> 00:41:09.150
discussions have to be had. We have a client

00:41:09.150 --> 00:41:13.389
now that the question is, when she's needed help,

00:41:13.650 --> 00:41:16.590
she happens to own a promo company. The question

00:41:16.590 --> 00:41:19.369
is, if you need help in the office, is there

00:41:19.369 --> 00:41:21.670
someone in the family that potentially might

00:41:21.670 --> 00:41:25.949
take over the business when you're done? And

00:41:25.949 --> 00:41:33.099
so far, no. But having those conversations is

00:41:33.099 --> 00:41:36.840
important. Yeah, I really love the whole idea

00:41:36.840 --> 00:41:39.139
of the industry. I wanted to be an investigative

00:41:39.139 --> 00:41:41.579
journalist, so I went to school for journalism.

00:41:41.719 --> 00:41:43.239
That's probably why I like running podcasts.

00:41:44.219 --> 00:41:46.599
I am glad I'm not a journalist this day and age

00:41:46.599 --> 00:41:49.360
because I don't even, the whole picture of that

00:41:49.360 --> 00:41:51.300
change. But that's another thing too. Things

00:41:51.300 --> 00:41:53.380
change. So the fact that you have a coach that

00:41:53.380 --> 00:41:56.480
can evolve with the changes and understand and

00:41:56.480 --> 00:41:59.139
can direct you. So I love that. Are you dabbling

00:41:59.139 --> 00:42:04.539
a little bit in PR? If a client has a need. Yeah.

00:42:05.139 --> 00:42:10.340
It is part of it. But you're telling your story

00:42:10.340 --> 00:42:17.159
a number of different ways. And if you're getting

00:42:17.159 --> 00:42:20.019
newspapers and media involved in getting to tell

00:42:20.019 --> 00:42:23.800
your story, well, yeah, by definition, that's

00:42:23.800 --> 00:42:29.099
public relations and how you create your message

00:42:29.099 --> 00:42:31.840
to various publics. Yeah, it's all part of it.

00:42:33.079 --> 00:42:38.760
We don't silo it. Here's the rainbow of tactics

00:42:38.760 --> 00:42:43.010
that you're doing. without having to really label

00:42:43.010 --> 00:42:46.630
it. Under your public relations part, we need

00:42:46.630 --> 00:42:50.110
to check that box now that it's... It's just

00:42:50.110 --> 00:42:52.010
one of those tactics, just one of the tools.

00:42:52.150 --> 00:42:57.110
Yeah. I love that. Okay, so tell me, and tell

00:42:57.110 --> 00:42:59.230
the audience someone, I'm sure there's one person

00:42:59.230 --> 00:43:02.710
out there listening. Tell me, what is your secret

00:43:02.710 --> 00:43:12.300
sauce? Oh, her. Her. Yeah, it's... the fun part

00:43:12.300 --> 00:43:16.820
is when we do a webinar or we're speaking or

00:43:16.820 --> 00:43:20.840
even like this, if you block out the time, I

00:43:20.840 --> 00:43:24.500
probably have spoken more than Sharon. And I

00:43:24.500 --> 00:43:27.699
seem like the more direct one than Sharon. But

00:43:27.699 --> 00:43:30.539
you come back on our Monday mastermind call when

00:43:30.539 --> 00:43:33.760
all our clients are in here, and the far more

00:43:33.760 --> 00:43:39.070
direct one. You know the truth. I do leave those

00:43:39.070 --> 00:43:44.150
the truth teller the truth giver Sharon the total

00:43:44.150 --> 00:43:49.969
secret process We could really do this without

00:43:49.969 --> 00:43:54.730
the other or want to actually true not nor want

00:43:54.730 --> 00:43:59.150
to but We've created an entity that is truly

00:43:59.150 --> 00:44:02.889
a team Right if if Hank decided tomorrow that

00:44:02.889 --> 00:44:05.159
he didn't want to do this I'd either have to

00:44:05.159 --> 00:44:07.199
fold up shop or I'd have to find someone that

00:44:07.199 --> 00:44:09.619
does his skill set because I don't have that

00:44:09.619 --> 00:44:11.860
skill set. I'm not going to do the graphics.

00:44:11.960 --> 00:44:14.619
I'm not going to do the web design. Those are

00:44:14.619 --> 00:44:18.659
not my strengths. They're his strengths. Oh,

00:44:19.480 --> 00:44:21.760
well, that's just an example. I mean, there are

00:44:21.760 --> 00:44:24.599
other things, too, but that's. I mean, I think

00:44:24.599 --> 00:44:27.119
that anyone watching this or listening to it

00:44:27.119 --> 00:44:29.880
when it gets produced into, you know, the Spotify's

00:44:29.880 --> 00:44:33.809
of the world. Well, if you know a beautiful couple,

00:44:34.869 --> 00:44:38.230
you know, they're so respectful but fun. Sharon

00:44:38.230 --> 00:44:43.309
is absolutely beautiful. She really is beautiful.

00:44:43.650 --> 00:44:46.630
You can see the love. I mean, Sharon looks tiny.

00:44:47.550 --> 00:44:50.969
So I, you know, she's tiny next to you. And so

00:44:50.969 --> 00:44:56.150
I love that. but strong. You can hear the strength

00:44:56.150 --> 00:44:58.789
of your voice and the strength of both of your

00:44:58.789 --> 00:45:00.789
characters. I am looking forward to, you know,

00:45:00.869 --> 00:45:02.650
looking forward to, I'm looking forward to not

00:45:02.650 --> 00:45:05.050
only producing this, but recommending you. Cause

00:45:05.050 --> 00:45:09.230
that is the beauty of what I do. And so I'm really

00:45:09.230 --> 00:45:11.030
excited about that. And I'm going to order your

00:45:11.030 --> 00:45:12.949
books like immediately. And I look forward to

00:45:12.949 --> 00:45:16.030
that. So I can't wait. Just let us know which

00:45:16.030 --> 00:45:20.989
ones you want. I don't do that. Same thing. You

00:45:20.989 --> 00:45:23.860
wrote the book. I having you on here because

00:45:23.860 --> 00:45:26.119
I'm selfish and I love it and I love learning.

00:45:26.679 --> 00:45:31.699
Well, here for your listeners, if you send us

00:45:31.699 --> 00:45:37.000
an email and you tell us about another episode

00:45:37.000 --> 00:45:39.539
of Adrian Baker Speaks that you've listened to,

00:45:39.940 --> 00:45:42.260
you've got to tell us at least about at least

00:45:42.260 --> 00:45:45.039
one other episode and why it was special for

00:45:45.039 --> 00:45:47.239
you. We'll send you whichever one of our books

00:45:47.239 --> 00:45:50.980
you like. But you have to tell us. you know,

00:45:51.320 --> 00:45:54.800
viewer, you have to tell us which one of Adrian's

00:45:54.800 --> 00:45:59.880
other another episode. No, wait, wait, that that

00:45:59.880 --> 00:46:02.619
is so creative. And have you done that before?

00:46:02.780 --> 00:46:05.199
Is this like? Yes, thanks. Really? Oh my God,

00:46:05.400 --> 00:46:08.000
it's brilliant. Hank. OK, all right. So now everyone

00:46:08.000 --> 00:46:10.079
needs to know where they can follow you. So are

00:46:10.079 --> 00:46:11.500
you like tell us your social media? I'm going

00:46:11.500 --> 00:46:13.340
to have this all in the show notes anyways. But

00:46:13.340 --> 00:46:16.300
where do we find you? So your website where we're

00:46:16.300 --> 00:46:18.960
on? All this all social media and our website

00:46:18.960 --> 00:46:24.719
is you love creative. How many years is that?

00:46:24.900 --> 00:46:30.539
A while. Yeah, that is crazy. You have you are

00:46:30.539 --> 00:46:33.039
creative. Why are you? No, no, no, no. You know,

00:46:33.199 --> 00:46:40.800
you are you. Oh, I love you. You are creative.

00:46:40.800 --> 00:46:42.880
That would be good, too. It's probably taking

00:46:42.880 --> 00:46:46.019
you by that URL. And then what's your email?

00:46:46.969 --> 00:46:50.630
Hank app? For the book? No, the email is info

00:46:50.630 --> 00:46:54.590
app. Okay, info. That's the box we both have

00:46:54.590 --> 00:46:57.010
access to. If you send it only to Hank or only

00:46:57.010 --> 00:46:58.550
to me, then the other one doesn't see it and

00:46:58.550 --> 00:47:00.170
sometimes things fall to the cracks that way.

00:47:00.190 --> 00:47:01.889
But if you send it to info, we both have access

00:47:01.889 --> 00:47:04.289
and then if one of us misses it, the other one

00:47:04.289 --> 00:47:08.130
sees it. I can't thank you enough. But you gotta

00:47:08.130 --> 00:47:10.369
tell us what other episode you want. I got it.

00:47:10.650 --> 00:47:13.389
Don't. Tell us who the guests are. Kick it back.

00:47:13.769 --> 00:47:17.309
Kick it back. A lot of different episodes, too,

00:47:17.449 --> 00:47:22.329
because I don't know who I'm talking to. So if

00:47:22.329 --> 00:47:24.849
you saw the video, I always say, I don't talk

00:47:24.849 --> 00:47:27.869
religion, I don't talk politics, because I wouldn't

00:47:27.869 --> 00:47:30.889
even know the questions to ask. But business

00:47:30.889 --> 00:47:38.489
is great. OK. I'd be OK with religion, as long

00:47:38.489 --> 00:47:40.829
as you're open -minded about it and understand

00:47:40.829 --> 00:47:44.190
that, you know. I would be left behind listening,

00:47:44.369 --> 00:47:46.309
but I wouldn't be able to ask you questions because

00:47:46.309 --> 00:47:49.429
I don't know enough to ask questions on that.

00:47:50.550 --> 00:47:52.909
None of us really know a lot about politics,

00:47:53.170 --> 00:47:57.789
just our opinions or what we believe. But keeping

00:47:57.789 --> 00:48:00.590
to the etiquette. I bet you you guys do talk

00:48:00.590 --> 00:48:02.849
about politics and business. And I love business

00:48:02.849 --> 00:48:05.309
conversation as a child. I don't remember ever

00:48:05.309 --> 00:48:08.489
saying, can you not talk about business? I loved

00:48:08.489 --> 00:48:11.530
it. And all of you in the business and with your

00:48:11.530 --> 00:48:14.329
children, you know, get that keep them involved,

00:48:14.349 --> 00:48:15.789
even if that's not their direction, they want

00:48:15.789 --> 00:48:18.070
to go and they want to play the violin. And like,

00:48:18.469 --> 00:48:20.630
that's fine. But there's like, there's all kinds

00:48:20.630 --> 00:48:22.849
of conversation. But there's really business

00:48:22.849 --> 00:48:25.050
conversation is just it's in your blood, right?

00:48:25.110 --> 00:48:27.710
You both could say that businesses. It's still

00:48:27.710 --> 00:48:31.079
a business. Oh, there we go. I love you. And

00:48:31.079 --> 00:48:34.159
understand, if you're not interested in politics,

00:48:34.239 --> 00:48:36.539
that's fine. But politics is interested in you.

00:48:37.059 --> 00:48:40.699
So knowing all of your local politicians is rather

00:48:40.699 --> 00:48:42.679
important because they're spending your money.

00:48:43.000 --> 00:48:46.380
Look, we had a client that was having a different

00:48:46.380 --> 00:48:48.940
part of the US than we are. They were having

00:48:48.940 --> 00:48:51.820
a challenge with Medicaid. So this has nothing

00:48:51.820 --> 00:48:54.099
really to do with us, but they mentioned it.

00:48:54.199 --> 00:48:58.000
I said, OK, who's your congressperson? She told

00:48:58.000 --> 00:48:59.719
us through the congress person. I said, all right,

00:48:59.860 --> 00:49:03.199
you need to call them Get one of not that you're

00:49:03.199 --> 00:49:04.820
not going to get the congress person on the phone,

00:49:04.820 --> 00:49:10.559
but one of their staff people their job Interference

00:49:10.559 --> 00:49:13.360
for for the can stick their constituents with

00:49:13.360 --> 00:49:16.480
the federal government so someone in that office

00:49:16.480 --> 00:49:19.300
is in charge of connecting you with Medicaid

00:49:19.300 --> 00:49:22.320
and getting that question answered and it happened

00:49:22.320 --> 00:49:26.530
so You being involved you you don't have to make

00:49:26.530 --> 00:49:29.710
it a political thing, but the politicians run

00:49:29.710 --> 00:49:34.510
the government and the government exists to serve

00:49:34.510 --> 00:49:37.969
us You know of the people for the people by the

00:49:37.969 --> 00:49:40.530
you are hundred percent, right? I I appreciate

00:49:40.530 --> 00:49:43.429
that I love that because I see I don't know everything

00:49:43.429 --> 00:49:45.789
to is I learned so much from people So you're

00:49:45.789 --> 00:49:47.329
right. There is a connection. It's just it's

00:49:47.329 --> 00:49:49.289
probably just me I got that by the way I got

00:49:49.289 --> 00:49:51.449
that from my mom because they lived in a town

00:49:51.449 --> 00:49:54.139
where They were a different political party than

00:49:54.139 --> 00:49:56.659
their congressperson, but they continued to vote

00:49:56.659 --> 00:49:58.639
for him because every time they had a challenge,

00:49:59.179 --> 00:50:03.760
his office people solved the problem. And she

00:50:03.760 --> 00:50:06.599
said, I don't care what party he's from, his

00:50:06.599 --> 00:50:11.500
people did a really good job and I want to support

00:50:11.500 --> 00:50:13.949
him for that. Oh, I love, I love, love, love

00:50:13.949 --> 00:50:15.929
that. So I have to run because I have a three

00:50:15.929 --> 00:50:18.130
o 'clock. One of the things I do is I do LinkedIn.

00:50:18.409 --> 00:50:19.969
I teach LinkedIn. I'm really good at LinkedIn.

00:50:20.250 --> 00:50:22.969
So I teach people not like, oh, how to get your

00:50:22.969 --> 00:50:25.849
profile up there and get your banner. I dig into

00:50:25.849 --> 00:50:29.170
how to search like, like the why's and how you

00:50:29.170 --> 00:50:31.590
actually do find clients. And I show them everything.

00:50:31.730 --> 00:50:34.070
I use a program that's very simple. I give it

00:50:34.070 --> 00:50:36.489
my secret sauce. I give it all away. And at the

00:50:36.489 --> 00:50:38.150
end of the day, if you say I don't have time,

00:50:38.349 --> 00:50:40.630
That's where I come in. And if you have time,

00:50:40.809 --> 00:50:43.070
you can do it. And that's great. And so I make

00:50:43.070 --> 00:50:44.550
life easier. But it is at five. So I'm going

00:50:44.550 --> 00:50:46.570
to do a little hard close. Thank you so much.

00:50:46.829 --> 00:50:49.269
I love it. I love it. I'm sorry. My husband was

00:50:49.269 --> 00:50:51.769
opening up a salad. How dare he open up a salad

00:50:51.769 --> 00:50:54.469
during the taping of this? At least. Well, wait

00:50:54.469 --> 00:50:56.409
a minute. What kind of dressing was it? It was

00:50:56.409 --> 00:50:59.250
already pre -made because I'm not a chef. I'm

00:50:59.250 --> 00:51:01.210
not a cook. I don't even like the kitchen. I

00:51:01.210 --> 00:51:03.369
could live without a kitchen. All I need is a

00:51:03.369 --> 00:51:05.929
phone, right? The old make reservations. Now,

00:51:06.110 --> 00:51:07.429
this day and age, it's like - What do you want

00:51:07.429 --> 00:51:11.429
for dinner? Reservation. Call Uber or email.

00:51:11.829 --> 00:51:14.349
No, no, get on Uber. All right, thank you so

00:51:14.349 --> 00:51:16.869
much. I love this. I love this. Thank you, Sharon

00:51:16.869 --> 00:51:19.150
and Hank. You really made everything and your

00:51:19.150 --> 00:51:22.110
idea of the book giveaway is amazing. Can't wait.

00:51:22.190 --> 00:51:24.269
I'm gonna follow you now I'm gonna be your stalker

00:51:24.269 --> 00:51:26.369
because I will follow you and comment and whatever

00:51:26.369 --> 00:51:29.010
I could do to help you you reach out We love

00:51:29.010 --> 00:51:31.269
stockers and tell you what if you need assistance

00:51:31.269 --> 00:51:34.409
get into our calendar just go to how to get there

00:51:34.409 --> 00:51:38.070
faster calm and That's our calendar and we'll

00:51:38.070 --> 00:51:40.150
give you a half hour of coaching time whoever

00:51:40.150 --> 00:51:45.769
needs Including you okay how to get how to get

00:51:45.769 --> 00:51:50.380
there faster calm Okay, I mean you ooze of creativity.

00:51:50.500 --> 00:51:52.139
All right. I hate to end this stream, but I'm

00:51:52.139 --> 00:51:55.440
doing it now Wow Thank you so much. I'm gonna

00:51:55.440 --> 00:51:56.119
turn this in