WEBVTT 00:00:00.000 --> 00:00:03.080 Welcome to Milestone Moments, the show where 00:00:03.080 --> 00:00:05.960 we explore the journeys that lead to success. 00:00:06.599 --> 00:00:10.199 I'm Sheila Slick, your host and founder of Five 00:00:10.199 --> 00:00:13.859 Milestones. In every episode, we will bring you 00:00:13.859 --> 00:00:17.079 insights from the minds of entrepreneurs, leaders 00:00:17.079 --> 00:00:20.800 and experts who will share not just their expertise, 00:00:20.879 --> 00:00:24.120 but the milestone moments that have reshaped 00:00:24.120 --> 00:00:27.059 their journeys and led to significant achievements. 00:00:27.960 --> 00:00:30.379 So if you're looking for motivation, you're in 00:00:30.379 --> 00:00:33.560 the right place. Subscribe now and discover the 00:00:33.560 --> 00:00:40.380 milestones that mark the path to success. Welcome 00:00:40.380 --> 00:00:43.859 to another episode of Milestone Moments in Business 00:00:43.859 --> 00:00:46.719 and Leadership. I'm Sheila Slick, your host. 00:00:46.939 --> 00:00:51.359 And today, my special guest is the one and only 00:00:51.359 --> 00:00:57.799 Nancy Zare, Ph .D., also known as the sales whisperer. 00:00:57.840 --> 00:01:02.100 She is the creator of the Likeability Sales System. 00:01:02.320 --> 00:01:05.799 She's renowned for her focus on buyers, where 00:01:05.799 --> 00:01:08.659 she shows professional business owners how to 00:01:08.659 --> 00:01:13.180 generate warm, organic leads on LinkedIn and 00:01:13.180 --> 00:01:16.659 turn them into clients. She earned her master's 00:01:16.659 --> 00:01:20.140 and doctorate from Boston College, and Nancy 00:01:20.140 --> 00:01:24.540 has authored seven books, including an Amazon 00:01:24.540 --> 00:01:28.920 International bestseller. Nancy resides in Florida 00:01:28.920 --> 00:01:33.340 and is currently a student of spirituality. She 00:01:33.340 --> 00:01:36.980 also volunteers for the Farm Dog Rescue and the 00:01:36.980 --> 00:01:40.500 Immerman Angels. Welcome to the show, Nancy. 00:01:41.439 --> 00:01:45.939 Sheila, I cannot wait to dive in and work and 00:01:45.939 --> 00:01:49.680 tell people about milestone moments in business. 00:01:50.819 --> 00:01:54.459 And leadership, because you're both. That's true. 00:01:54.579 --> 00:01:57.689 That's true. And what I love about you, other 00:01:57.689 --> 00:02:01.189 than your personality, you're definitely a likability. 00:02:01.209 --> 00:02:03.209 I give you a hundred, even though we haven't 00:02:03.209 --> 00:02:05.790 gotten into the term, but you have a signature 00:02:05.790 --> 00:02:10.189 style. Oh, thank you. It's true. For those who 00:02:10.189 --> 00:02:12.289 might just be listening, it's because I always 00:02:12.289 --> 00:02:15.729 wear a hat. Entrepreneurs wear many hats. Leaders 00:02:15.729 --> 00:02:18.610 wear many hats. But the one they often dislike 00:02:18.610 --> 00:02:21.909 the most is that marketing and sales piece. And 00:02:21.909 --> 00:02:24.430 as a leader, it's that communicating, especially 00:02:24.430 --> 00:02:29.150 with someone who is challenging. I'm not challenging 00:02:29.150 --> 00:02:32.509 Nancy. I'm kidding. No, I know. You and I are 00:02:32.509 --> 00:02:34.729 buddies. We don't need to challenge each other 00:02:34.729 --> 00:02:39.099 for sure. All right, so let's talk about how 00:02:39.099 --> 00:02:41.900 you went from earning a master's and doctorate 00:02:41.900 --> 00:02:45.860 at Boston College to becoming the sales whisperer, 00:02:45.919 --> 00:02:48.939 helping business owners master their organic 00:02:48.939 --> 00:02:52.379 lead generation on LinkedIn. What was that pivotal 00:02:52.379 --> 00:02:56.360 moment in your journey that sparked this transition? 00:02:58.699 --> 00:03:03.069 Sheila, it started when I received... financial 00:03:03.069 --> 00:03:06.610 funding from the government to pay for my graduate 00:03:06.610 --> 00:03:11.530 studies. And they wanted me to implement mental 00:03:11.530 --> 00:03:14.509 health services, addiction programs in the workplace. 00:03:14.770 --> 00:03:17.610 It was an excellent match for somebody studying 00:03:17.610 --> 00:03:20.710 psychology. And also I came with a very strong 00:03:20.710 --> 00:03:22.870 addiction background I had already published 00:03:22.870 --> 00:03:27.069 in the field. So this was a great match. It wasn't 00:03:27.069 --> 00:03:30.860 until I graduated that I discovered But in order 00:03:30.860 --> 00:03:34.580 to implement these programs required selling, 00:03:34.699 --> 00:03:38.219 marketing and selling. And I was ill -equipped 00:03:38.219 --> 00:03:42.599 for doing this. Now, if you're like me, I had 00:03:42.599 --> 00:03:45.819 this foggy notion about salespeople as being 00:03:45.819 --> 00:03:49.699 aggressive, pushy, manipulative. In other words, 00:03:49.740 --> 00:03:53.020 I didn't want to be a salesperson in the usual 00:03:53.020 --> 00:03:58.039 sense. And so I went back to school, not to... 00:03:58.360 --> 00:04:02.680 get a degree to the library in order to read 00:04:02.680 --> 00:04:06.520 up on the Masters of Sales. And what I discovered, 00:04:06.659 --> 00:04:09.180 Sheila, is that my knowledge of human behavior, 00:04:09.379 --> 00:04:13.740 personality styles, was complemented beautifully 00:04:13.740 --> 00:04:17.860 by something called the Platinum Rule. Now, do 00:04:17.860 --> 00:04:21.639 you know the Golden Rule? I don't know the Golden 00:04:21.639 --> 00:04:24.040 or the Platinum Rule, so let's talk about that. 00:04:24.910 --> 00:04:27.569 The golden rule, of course, is from, you know, 00:04:27.589 --> 00:04:29.790 Christian, Judeo -Christian tradition, which 00:04:29.790 --> 00:04:32.509 is treat others the way I want to be treated. 00:04:32.629 --> 00:04:36.170 It's a very humane way to begin. The platinum 00:04:36.170 --> 00:04:39.769 rule twists it just a little bit. Treat others 00:04:39.769 --> 00:04:44.050 the way they want to be treated. It's a subtle 00:04:44.050 --> 00:04:47.649 shift, but it was miraculous because within 90 00:04:47.649 --> 00:04:51.519 days, I had quadrupled sales. Just by implementing 00:04:51.519 --> 00:04:56.319 that focus, not on me as a seller, but on you 00:04:56.319 --> 00:05:00.120 as the buyer. And by understanding how buyers 00:05:00.120 --> 00:05:04.579 buy and speaking their language, we formed a 00:05:04.579 --> 00:05:08.379 very authentic connection. The relationship then 00:05:08.379 --> 00:05:11.720 went on to do business together. So that was 00:05:11.720 --> 00:05:15.500 a pivotal moment for me to find that I received 00:05:15.500 --> 00:05:17.920 funding from the government, didn't know how 00:05:17.920 --> 00:05:21.730 to sell. and found myself having to learn how 00:05:21.730 --> 00:05:25.430 to sell. And so then what happened with all those 00:05:25.430 --> 00:05:29.569 studies, and did you move forward with the grant, 00:05:29.649 --> 00:05:32.790 or you just switched careers, so to speak? The 00:05:32.790 --> 00:05:35.990 funding was for me to complete my degrees, which 00:05:35.990 --> 00:05:39.069 I did. I got my degree, and then I was hired 00:05:39.069 --> 00:05:41.889 by Mount Auburn Hospital in Cambridge, Mass. 00:05:42.230 --> 00:05:45.759 They had an external program. that they were 00:05:45.759 --> 00:05:48.779 offering to the businesses in the greater Boston 00:05:48.779 --> 00:05:53.699 community, and that is to have occupational health 00:05:53.699 --> 00:05:57.079 and employee assistance services. And I headed 00:05:57.079 --> 00:05:59.839 up employee assistance, and that's when I found 00:05:59.839 --> 00:06:02.660 myself in the position to market and sell without 00:06:02.660 --> 00:06:07.660 knowing how to do so in what I considered a values, 00:06:07.779 --> 00:06:10.699 ethical value way that was aligned with who I 00:06:10.699 --> 00:06:14.980 am. Again. Many of us, especially those of you 00:06:14.980 --> 00:06:18.800 who perhaps have gotten an advanced degree or 00:06:18.800 --> 00:06:22.980 a license or certification, you have an expertise 00:06:22.980 --> 00:06:26.860 in that occupational area and you love what you 00:06:26.860 --> 00:06:30.519 do. I certainly loved what I did. But nobody 00:06:30.519 --> 00:06:33.939 taught you how to market and sell your services. 00:06:34.589 --> 00:06:38.930 Even though many of us, I think 90 % of my classmates, 00:06:39.170 --> 00:06:43.290 went on to be independent consultants, nobody 00:06:43.290 --> 00:06:46.089 taught us how to do it. And hence, I was a fish 00:06:46.089 --> 00:06:51.069 out of water. Your sales system is called a likability 00:06:51.069 --> 00:06:54.629 sales system. And like you mentioned, you flip 00:06:54.629 --> 00:06:57.709 the script by focusing on the buyer rather than 00:06:57.709 --> 00:07:01.529 on the seller. So how do you blend that deep 00:07:01.529 --> 00:07:03.829 understanding of human behavior that you got? 00:07:04.620 --> 00:07:08.120 in a practical strategy that can help business 00:07:08.120 --> 00:07:11.360 owners to connect and to convert authentically. 00:07:13.439 --> 00:07:16.439 So notice the system is called a likability, 00:07:16.600 --> 00:07:20.560 not likeability. Likeability is, you know, being 00:07:20.560 --> 00:07:24.480 popular. A likability is a word I coined. And 00:07:24.480 --> 00:07:26.980 so if I may, I'm going to define what that word 00:07:26.980 --> 00:07:31.379 means. It's a feeling of thought, a perception 00:07:31.379 --> 00:07:35.240 within your prospect, within the other person, 00:07:35.279 --> 00:07:39.180 that, wow, what you're saying tells me you get 00:07:39.180 --> 00:07:44.060 me. We're alike. Feeling alike, feeling like 00:07:44.060 --> 00:07:48.879 we're of the same type is amazing because it 00:07:48.879 --> 00:07:52.279 actually speaks to the unconscious part of the 00:07:52.279 --> 00:07:54.699 brain, what you might call the critter brain 00:07:54.699 --> 00:07:59.379 or the reptilian brain. that unconsciously is 00:07:59.379 --> 00:08:02.500 driving the bus. We don't even know that it's 00:08:02.500 --> 00:08:05.879 the bus driver, but it will not admit passengers 00:08:05.879 --> 00:08:09.579 onto the bus unless it believes that that passenger 00:08:09.579 --> 00:08:14.879 is friendly and like me. And so that part of 00:08:14.879 --> 00:08:19.040 our brain, when we are meeting someone new, is 00:08:19.040 --> 00:08:22.319 instantaneously, without our conscious knowledge, 00:08:22.540 --> 00:08:26.279 making a decision whether we are friend or foe. 00:08:26.720 --> 00:08:29.959 And so when it admits us on the bus as a friend, 00:08:30.079 --> 00:08:33.860 now we have the opportunity to develop a relationship. 00:08:34.019 --> 00:08:37.480 Otherwise, Sheila, we're sunk. We don't even 00:08:37.480 --> 00:08:41.259 get it past the bus door. We can't even mount 00:08:41.259 --> 00:08:45.539 the steps to take a ride. What I really like, 00:08:45.539 --> 00:08:48.080 too, about your approach is that you begin with 00:08:48.080 --> 00:08:50.820 like a quiz where we had to answer questions. 00:08:52.429 --> 00:08:56.590 And then there's different types of personalities 00:08:56.590 --> 00:09:00.350 or personas. How does that work? Yes. So the 00:09:00.350 --> 00:09:03.049 likability system, there are five steps to it. 00:09:03.169 --> 00:09:06.950 Step number one is to identify four different 00:09:06.950 --> 00:09:10.429 buying styles, personality styles. I call them 00:09:10.429 --> 00:09:12.889 buyers because, of course, I'm focused on helping 00:09:12.889 --> 00:09:16.710 people sell. But they are personalities. And 00:09:16.710 --> 00:09:19.809 everybody is a combination of all four. However, 00:09:20.149 --> 00:09:24.070 30 % of the population, one of those styles is 00:09:24.070 --> 00:09:27.350 so dominant that that is how they respond to 00:09:27.350 --> 00:09:30.549 everything, socially and professionally, that's 00:09:30.549 --> 00:09:35.309 their style. But do the math. 70 % of the population, 00:09:35.509 --> 00:09:40.370 7 -0. 70 % of the population go between two or 00:09:40.370 --> 00:09:44.429 more styles. Hence, they start off socially in 00:09:44.429 --> 00:09:47.830 one style. But when you ask them a decision to 00:09:47.830 --> 00:09:50.590 be made from the business point of view, they 00:09:50.590 --> 00:09:53.070 may be making it from a totally different style. 00:09:53.590 --> 00:09:58.610 This is what I help my clients learn and discover. 00:09:59.360 --> 00:10:02.340 so that they can employ it to their best interest. 00:10:02.620 --> 00:10:05.440 And what I mean by that is when you know your 00:10:05.440 --> 00:10:09.399 prospect's style, now you can speak the language 00:10:09.399 --> 00:10:12.519 of your prospect. It's like switching from English 00:10:12.519 --> 00:10:16.000 to French or Chinese or whatever it might be 00:10:16.000 --> 00:10:20.110 in order to help my... prospect understand me 00:10:20.110 --> 00:10:23.490 better. And when I switch into their language, 00:10:23.690 --> 00:10:26.230 that's when the likability happens. And they 00:10:26.230 --> 00:10:29.049 say to themselves, oh, you get me. We're alike. 00:10:30.129 --> 00:10:33.529 And then that also gives confidence, right? Because 00:10:33.529 --> 00:10:35.809 it makes you feel like you've been trained, like 00:10:35.809 --> 00:10:37.970 you know what you're doing, which takes you back 00:10:37.970 --> 00:10:41.049 to that very original part. Consultants end up 00:10:41.049 --> 00:10:45.529 with a lot of experience in their field. but 00:10:45.529 --> 00:10:49.070 not necessarily in how to market and sell themselves. 00:10:49.570 --> 00:10:53.350 I'm so glad you recognize that element of confidence 00:10:53.350 --> 00:10:57.690 because confidence sells. Years ago, Sheila, 00:10:57.970 --> 00:11:01.389 like many people, I was approached by a multi 00:11:01.389 --> 00:11:03.909 -level company, a representative. They had a 00:11:03.909 --> 00:11:07.509 product I really wanted. And I not only decided 00:11:07.509 --> 00:11:11.669 to buy the product, but I bought in at the distributor 00:11:11.669 --> 00:11:14.879 level. And so many of us have found ourselves 00:11:14.879 --> 00:11:17.659 in that situation where we were enticed thinking, 00:11:17.840 --> 00:11:21.179 oh, you know, this is so easy. I love the product. 00:11:21.360 --> 00:11:23.399 Everybody's going to buy the product and I'm 00:11:23.399 --> 00:11:26.840 going to have this downline, etc. Well, I share 00:11:26.840 --> 00:11:29.679 this because, first of all, I had only moderate 00:11:29.679 --> 00:11:33.539 success in my venture in multi -level marketing. 00:11:33.679 --> 00:11:35.860 And by the way, those products are excellent. 00:11:36.120 --> 00:11:39.379 And these companies are really quality companies. 00:11:40.019 --> 00:11:43.320 What I learned, though. which I didn't quite 00:11:43.320 --> 00:11:47.500 learn entirely, was that the people who were 00:11:47.500 --> 00:11:51.419 successful had posture. In fact, they actually 00:11:51.419 --> 00:11:55.120 used that word posture. Now, I knew it wasn't 00:11:55.120 --> 00:11:57.899 standing tall with the book balanced on your 00:11:57.899 --> 00:12:02.059 head, and yet I didn't exactly know how you get 00:12:02.059 --> 00:12:05.840 posture. And it turns out, Sheila, that posture... 00:12:06.190 --> 00:12:09.710 And confidence are very much the same. When you 00:12:09.710 --> 00:12:12.690 feel good about yourself, in fact, you even just 00:12:12.690 --> 00:12:15.009 immediately took a breath, your shoulders went 00:12:15.009 --> 00:12:18.269 back, you stood taller. That's what confidence 00:12:18.269 --> 00:12:22.009 does for you. It does change your posture and 00:12:22.009 --> 00:12:24.929 it communicates vibrationally on an energetic 00:12:24.929 --> 00:12:28.529 way to the other people who are your audience 00:12:28.529 --> 00:12:32.750 that this is a woman or man who's got an answer 00:12:32.750 --> 00:12:36.309 that they believe in. You see, confidence is 00:12:36.309 --> 00:12:40.230 really a transmission of energy. And in this 00:12:40.230 --> 00:12:43.570 case, that's what sales is all about. I'm exchanging 00:12:43.570 --> 00:12:46.929 my service or my product for your energy, which 00:12:46.929 --> 00:12:49.950 in this case might be monetary, or maybe we do 00:12:49.950 --> 00:12:52.610 in kind or whatever. But there's an exchange 00:12:52.610 --> 00:12:56.009 of energy going on. And when my confidence, when 00:12:56.009 --> 00:12:59.950 I'm exuding good energy, you want it. You want 00:12:59.950 --> 00:13:04.080 to have a bit of it for yourself. So as a seven 00:13:04.080 --> 00:13:07.379 -time author, including being that international 00:13:07.379 --> 00:13:10.980 Amazon bestseller, and a volunteer for causes 00:13:10.980 --> 00:13:14.220 like the Farm Dog Rescue, you've clearly mastered 00:13:14.220 --> 00:13:19.100 balancing purpose and impact. So how do you stay 00:13:19.100 --> 00:13:22.720 focused in your own work, especially when you're 00:13:22.720 --> 00:13:26.850 helping others? It's called lifelong learning 00:13:26.850 --> 00:13:31.490 and always have a beginner's mind. You see, when 00:13:31.490 --> 00:13:35.409 I think I know, that's probably the kiss of death. 00:13:35.929 --> 00:13:39.509 And yet, obviously, I have gained some wisdom. 00:13:39.629 --> 00:13:42.090 I'm certainly, you know, lived on this planet 00:13:42.090 --> 00:13:46.149 now so many decades. I have wisdom. And yet, 00:13:46.330 --> 00:13:50.169 I have to keep that beginner's mind and approach 00:13:50.169 --> 00:13:53.529 each new situation. In fact, even the same person. 00:13:54.500 --> 00:13:57.779 Our conversation is fresh and new and vibrant. 00:13:58.000 --> 00:14:00.240 And I will tell you, Sheila, I've been a podcast 00:14:00.240 --> 00:14:04.259 guest on many programs, but the questions you've 00:14:04.259 --> 00:14:06.860 asked and the information I've shared today, 00:14:06.980 --> 00:14:10.179 it's unique. It's not what, you know, and those 00:14:10.179 --> 00:14:11.840 of you who are in the listening audience, if 00:14:11.840 --> 00:14:14.519 you care to, you can go listen to other podcasts 00:14:14.519 --> 00:14:17.399 where I've been a guest. You will not find this 00:14:17.399 --> 00:14:20.220 information on them. And some of that is because 00:14:20.220 --> 00:14:22.340 of the questions you asked. And some of that 00:14:22.340 --> 00:14:25.129 is because. I've brought a different energy because 00:14:25.129 --> 00:14:28.350 I keep evolving. And so you're asking, how does 00:14:28.350 --> 00:14:31.830 that happen? Well, it happens by continually 00:14:31.830 --> 00:14:35.789 exposing myself to new ideas, meeting new people, 00:14:35.929 --> 00:14:39.669 reading new books, listening to podcasts and 00:14:39.669 --> 00:14:44.009 other material. In other words, it's a constant, 00:14:44.149 --> 00:14:47.970 I take in, I take in, I take in, because I can't 00:14:47.970 --> 00:14:51.350 give out what I don't have. And so I have to 00:14:51.350 --> 00:14:55.610 fill myself. In order to give to others. And 00:14:55.610 --> 00:14:58.450 I love giving to others. I believe that's my 00:14:58.450 --> 00:15:02.009 purpose on earth is to serve. But in order to 00:15:02.009 --> 00:15:05.210 serve, I have to be full. Otherwise, I'm giving 00:15:05.210 --> 00:15:08.870 you the dregs and I don't want to do that. Well, 00:15:08.870 --> 00:15:12.990 thank you. I do take a lot of time researching 00:15:12.990 --> 00:15:18.409 the person and what they do so that my questions 00:15:18.409 --> 00:15:20.450 align with what I want to do with the podcast. 00:15:21.009 --> 00:15:24.879 And then. What makes you unique so that we can 00:15:24.879 --> 00:15:27.460 bring out some of those parts in the conversation? 00:15:27.519 --> 00:15:30.240 So thank you, Nancy. Now, I want to know what's 00:15:30.240 --> 00:15:34.799 your next milestone? So there are many milestones, 00:15:35.039 --> 00:15:37.320 you know, personally as well as professionally. 00:15:38.240 --> 00:15:40.759 Something near and dear to my heart, though, 00:15:40.860 --> 00:15:45.519 is to be a philanthropist. But to be a philanthropist 00:15:45.519 --> 00:15:48.870 means to accumulate enough funds to make. a significant 00:15:48.870 --> 00:15:51.929 difference. And so that would be my next milestone. 00:15:52.210 --> 00:15:57.710 I would love to create a healing center. I believe 00:15:57.710 --> 00:16:02.090 that our minds are powerful tools and that the 00:16:02.090 --> 00:16:05.809 mind can heal the body. You know, Christian science, 00:16:05.970 --> 00:16:08.929 no, I'm not one, but I understand their philosophy. 00:16:09.669 --> 00:16:12.610 A Course in Miracles, I'm a student of A Course 00:16:12.610 --> 00:16:17.440 in Miracles, very much it's about how this materialistic 00:16:17.440 --> 00:16:20.419 world is illusionary, etc. Well, there are many 00:16:20.419 --> 00:16:24.220 kinds of spiritual practices that have come into 00:16:24.220 --> 00:16:27.500 me. I would love to share them more with others. 00:16:27.700 --> 00:16:30.779 And so my next milestone would be to create some 00:16:30.779 --> 00:16:35.279 sort of institution, although that word right 00:16:35.279 --> 00:16:38.019 away strikes terror to me because it feels too 00:16:38.019 --> 00:16:40.480 restrictive, but there must be some way for me 00:16:40.480 --> 00:16:44.059 to share more. with people. I certainly take 00:16:44.059 --> 00:16:49.059 very seriously my role as a role model. I truly 00:16:49.059 --> 00:16:52.220 believe that I need to live it and walk it and 00:16:52.220 --> 00:16:55.379 not just talk it. Well, thank you for sharing 00:16:55.379 --> 00:16:57.860 it and out loud because you know what they say, 00:16:57.960 --> 00:17:01.899 when you vocalize it, you're, you know, making 00:17:01.899 --> 00:17:05.759 that vision one step closer. I agree with you. 00:17:06.380 --> 00:17:08.740 I'm excited you shared it. Well, thank you so 00:17:08.740 --> 00:17:13.329 much for joining me today, Nancy. I couldn't 00:17:13.329 --> 00:17:16.549 be more thrilled. And I hope, listeners, that 00:17:16.549 --> 00:17:19.589 you got some value of it. If nothing else, I 00:17:19.589 --> 00:17:21.789 hope that you're inspired to think about your 00:17:21.789 --> 00:17:24.849 own milestones. We've all had them in our lives. 00:17:24.910 --> 00:17:27.849 I've had many. And I suspect there are more to 00:17:27.849 --> 00:17:32.049 come. And as I always say, to your sales success. 00:17:33.509 --> 00:17:36.730 I will leave Nancy's information on the description 00:17:36.730 --> 00:17:39.150 in the notes so you can visit her website, perhaps 00:17:39.150 --> 00:17:42.750 even take the... quiz if you are a coach or a 00:17:42.750 --> 00:17:47.009 consultant the quiz is called who is your ideal 00:17:47.009 --> 00:17:49.930 client and we really didn't talk a lot about 00:17:49.930 --> 00:17:52.890 that but i want you to think for a moment that 00:17:52.890 --> 00:17:57.049 until you know who it is that is your dream client 00:17:57.049 --> 00:18:01.109 who you truly want to serve you're going to be 00:18:01.109 --> 00:18:04.970 floundering but once you dial in who that person 00:18:04.970 --> 00:18:07.750 is and you know with certainty what their personality 00:18:07.750 --> 00:18:11.150 style is, now you can speak their language and 00:18:11.150 --> 00:18:15.230 now you're able to build rapport and create a 00:18:15.230 --> 00:18:19.289 likability. And the website, if you want to spell 00:18:19.289 --> 00:18:22.990 it out? It's nancyzare .com. So as long as you 00:18:22.990 --> 00:18:25.269 spell my last name correctly, you'll get there. 00:18:25.309 --> 00:18:30.109 Nancy, N -A -N -C -Y, Z for zestful, A -R -E 00:18:30.109 --> 00:18:34.380 .com. Thank you. And thank you all for joining 00:18:34.380 --> 00:18:37.640 us on another episode of Milestone Moments in 00:18:37.640 --> 00:18:40.319 Business and Leadership. Until next time.