WEBVTT 00:00:16.879 --> 00:00:20.199 Welcome to Networking Unleashed, Building Profitable 00:00:20.199 --> 00:00:23.699 Connections, the show where conversations turn 00:00:23.699 --> 00:00:27.420 into opportunities and relationships turn into 00:00:27.420 --> 00:00:30.559 real revenue. I'm your host, Michael Foreman, 00:00:30.640 --> 00:00:33.439 and this isn't about collecting business cards 00:00:33.439 --> 00:00:36.700 or chasing the room. It's about learning how 00:00:36.700 --> 00:00:39.659 to connect with purpose, speak with confidence, 00:00:39.899 --> 00:00:42.960 and build relationships that actually move your 00:00:42.960 --> 00:00:46.619 business forward. Today's episode goes straight 00:00:46.619 --> 00:00:50.420 at a topic most professionals avoid and pay for 00:00:50.420 --> 00:00:54.859 later. Money conversations, confidence, and the 00:00:54.859 --> 00:00:57.799 role networking plays in both income and well 00:00:57.799 --> 00:01:01.280 -being. My guest has lived it, transitioning 00:01:01.280 --> 00:01:03.759 from corporate finance into entrepreneurship 00:01:03.759 --> 00:01:07.500 by taking ownership, building the right relationships, 00:01:07.620 --> 00:01:10.560 and learning how to talk about money without 00:01:10.560 --> 00:01:13.709 hesitation. If you want stronger connections, 00:01:14.030 --> 00:01:17.090 smarter choices, and opportunities that find 00:01:17.090 --> 00:01:21.329 you, you're in the right place. I'd like to welcome 00:01:21.329 --> 00:01:25.290 Randall Avery to the podcast. Randall, I'm so 00:01:25.290 --> 00:01:29.310 happy to have you on the podcast because this 00:01:29.310 --> 00:01:32.590 is so very important to not only my listeners, 00:01:32.769 --> 00:01:35.790 but to everyone. If you don't mind, could you 00:01:35.790 --> 00:01:38.469 give yourself an introduction and tell us how 00:01:38.469 --> 00:01:41.379 you got here today? So first of all, thank you 00:01:41.379 --> 00:01:43.079 for having me today. I've listened to a lot of 00:01:43.079 --> 00:01:45.480 your podcasts. I think this message, the message 00:01:45.480 --> 00:01:47.659 of getting out there, talking to people, building 00:01:47.659 --> 00:01:50.299 genuine relationships is important. And it's 00:01:50.299 --> 00:01:52.519 even more important than my journey and how I 00:01:52.519 --> 00:01:55.140 got to doing what I'm doing today. So I started 00:01:55.140 --> 00:01:57.260 off my career in internal audit. So a lot of 00:01:57.260 --> 00:01:59.480 people think internal audit is the bad guy. Some 00:01:59.480 --> 00:02:02.900 people go in and we used to audit our external 00:02:02.900 --> 00:02:05.379 distributors. So I was really the bad guy coming 00:02:05.379 --> 00:02:07.260 into their distributing, asking for invoices. 00:02:07.560 --> 00:02:10.389 So what does that teach you? How do people react 00:02:10.389 --> 00:02:13.509 when they're uncomfortable? How to disarm people? 00:02:13.740 --> 00:02:15.680 Because a lot of situation we're going to come 00:02:15.680 --> 00:02:18.360 in as entrepreneurs, as professionals, people 00:02:18.360 --> 00:02:20.819 are not going to be as welcoming. So that experience 00:02:20.819 --> 00:02:23.120 was important. I learned about checks and balances 00:02:23.120 --> 00:02:26.000 in business in general. After my stint in internal 00:02:26.000 --> 00:02:28.180 audit, I did corporate FP &A. So that's really 00:02:28.180 --> 00:02:30.759 studying P &A, really providing the analysis 00:02:30.759 --> 00:02:33.259 for the business unit owners to make better decisions. 00:02:33.560 --> 00:02:35.800 Now, why is that important? That's because I 00:02:35.800 --> 00:02:38.180 supported different type of personalities, whether 00:02:38.180 --> 00:02:40.659 that's a person who manages sales, operations, 00:02:41.060 --> 00:02:43.729 product, marketing, different. type of personalities 00:02:43.729 --> 00:02:46.229 who has different preferences on how they see 00:02:46.229 --> 00:02:48.469 numbers, and more importantly, how they want 00:02:48.469 --> 00:02:50.949 to hear about numbers. Now, I did that for about 00:02:50.949 --> 00:02:53.050 seven years, and now I'm a personal financial 00:02:53.050 --> 00:02:55.050 planner. I've been doing this for about 10 years. 00:02:55.710 --> 00:02:57.830 I sit with individuals, specifically business 00:02:57.830 --> 00:02:59.990 owners, and explain to them their numbers and 00:02:59.990 --> 00:03:03.050 how they can better win with money. And I use 00:03:03.050 --> 00:03:05.349 all those communication skills because let's 00:03:05.349 --> 00:03:07.330 be honest, initially, a lot of people don't want 00:03:07.330 --> 00:03:09.889 to talk to a financial planner. But as they get, 00:03:09.949 --> 00:03:12.250 we move forward. I understand who they are, what 00:03:12.250 --> 00:03:14.689 drives them. That's how I show them the correct 00:03:14.689 --> 00:03:18.569 numbers to actually win in life. Wow. That's 00:03:18.569 --> 00:03:21.110 great. That's great. We can probably do an entire 00:03:21.110 --> 00:03:24.569 podcast just on that. Yes. Okay. But first let's 00:03:24.569 --> 00:03:26.870 move into this, like the questions that I've 00:03:26.870 --> 00:03:30.250 developed for you. Why do so many professionals 00:03:30.250 --> 00:03:34.710 avoid money conversations and what actually changes 00:03:34.710 --> 00:03:37.389 when they learn to talk about money and with 00:03:37.389 --> 00:03:42.439 confidence and clarity? A lot of people are uneasy 00:03:42.439 --> 00:03:44.939 about money because, to be honest, they've made 00:03:44.939 --> 00:03:48.300 a lot of money mistakes. And they don't internalize 00:03:48.300 --> 00:03:51.219 that. That's fine because everybody has made 00:03:51.219 --> 00:03:53.639 money mistakes. But they internalize and they 00:03:53.639 --> 00:03:55.719 think about what could have been again and again 00:03:55.719 --> 00:03:57.599 over and over in their head. So to really open 00:03:57.599 --> 00:03:59.439 up and say, hey, this is what I've done with 00:03:59.439 --> 00:04:02.620 money, or this is where I am with my money, is 00:04:02.620 --> 00:04:05.080 scary for a lot of people because we assume everybody's 00:04:05.080 --> 00:04:06.719 doing well with money. We assume everybody has 00:04:06.719 --> 00:04:10.259 a beautiful home, nice car, kids can go to all 00:04:10.259 --> 00:04:12.180 the activities in the world, but that's just 00:04:12.180 --> 00:04:14.300 not the case. And as a financial planner, I get 00:04:14.300 --> 00:04:16.519 to see directly how people struggle with money. 00:04:16.720 --> 00:04:19.060 Even people who make a lot of income and have 00:04:19.060 --> 00:04:21.720 a lot of assets, money is still a sticking issue. 00:04:21.899 --> 00:04:24.959 I think the second reason is also we have been 00:04:24.959 --> 00:04:27.160 taught money behaviors a lot of times from our 00:04:27.160 --> 00:04:30.160 parents. How they use money, how they leverage 00:04:30.160 --> 00:04:32.740 debt, how the insecurity within the household 00:04:32.740 --> 00:04:34.800 when money was stressed. Parents tell me all 00:04:34.800 --> 00:04:37.199 the time, I try to not let my kids feel anything 00:04:37.199 --> 00:04:40.480 about money. But we can go into a home and feel 00:04:40.480 --> 00:04:43.500 financial stress. So we feel it as children. 00:04:43.639 --> 00:04:46.240 And actually, we actually transition to adults 00:04:46.240 --> 00:04:48.600 and make money mistakes. That's why money conversations 00:04:48.600 --> 00:04:54.259 are so hard for adults. It's true. And you hit 00:04:54.259 --> 00:04:57.639 a point. You learn about money from your parents. 00:04:57.939 --> 00:05:01.139 And if your parents didn't really know, they 00:05:01.139 --> 00:05:03.319 either gave you the wrong information or they 00:05:03.319 --> 00:05:06.420 didn't give you any information at all. So you 00:05:06.420 --> 00:05:09.019 had to go, A, find out for yourself. But unless 00:05:09.019 --> 00:05:13.459 you were self -employed or worked for somebody 00:05:13.459 --> 00:05:17.160 else, it really never came up. It comes up. Not 00:05:17.160 --> 00:05:19.579 until you're like 30 or 40 years old when you 00:05:19.579 --> 00:05:22.259 say, I better really find out what I'm doing. 00:05:22.420 --> 00:05:26.019 So what you're doing is so very important. And 00:05:26.019 --> 00:05:29.579 the younger they start, the better. That's one 00:05:29.579 --> 00:05:33.800 thing. In your experience, how does being comfortable 00:05:33.800 --> 00:05:37.720 discussing money instantly shift how others perceive 00:05:37.720 --> 00:05:40.740 your credibility and leadership in a networking 00:05:40.740 --> 00:05:44.439 setting? I think it goes with any topic. People 00:05:44.439 --> 00:05:46.759 think money's isolated. It's this unique thing. 00:05:46.860 --> 00:05:49.300 But think about your business. As you open and 00:05:49.300 --> 00:05:51.740 are honest on any aspect of your business, how 00:05:51.740 --> 00:05:54.360 you're marketing, how your sales, opening up 00:05:54.360 --> 00:05:56.860 about that makes you seem a little bit more genuine. 00:05:57.199 --> 00:05:59.560 People are willing to open up with you. So if 00:05:59.560 --> 00:06:01.819 you talk to people about your money, specifically, 00:06:01.959 --> 00:06:04.399 let's talk to business owners about how much 00:06:04.399 --> 00:06:06.180 money you're making. What are your expenses? 00:06:06.399 --> 00:06:09.220 What are your profit lines? You have those conversations. 00:06:09.379 --> 00:06:11.879 People will open up and actually trust you even 00:06:11.879 --> 00:06:14.319 more because they realize, like we discussed 00:06:14.319 --> 00:06:16.720 earlier, the normal person is not going to open 00:06:16.720 --> 00:06:19.199 up. So when somebody opens up, show that level 00:06:19.199 --> 00:06:21.339 of vulnerability, that's when you can receive 00:06:21.339 --> 00:06:23.920 a little bit of automatic trust. And if you not 00:06:23.920 --> 00:06:26.879 only open up. But take advice. You'll be that 00:06:26.879 --> 00:06:30.779 person's best friend. And really, the way you 00:06:30.779 --> 00:06:34.660 communicate with them is so very important. You 00:06:34.660 --> 00:06:38.100 can't just start spouting all these financial 00:06:38.100 --> 00:06:43.100 anything, all these big words. And they'll say, 00:06:43.199 --> 00:06:46.660 OK, thank you. You didn't help me. You have to 00:06:46.660 --> 00:06:49.879 really find that level, find that level of trust 00:06:49.879 --> 00:06:54.319 in networking. Know you like you trust you. they'll 00:06:54.319 --> 00:06:57.860 do business with you. But your level of trust 00:06:57.860 --> 00:07:00.779 is so much higher because when you're dealing 00:07:00.779 --> 00:07:04.500 with financials, that just means that, okay, 00:07:04.579 --> 00:07:08.019 I don't discuss financials with anybody. So you 00:07:08.019 --> 00:07:10.819 have to break through that wall. And once they 00:07:10.819 --> 00:07:13.860 trust you, then you're in. And I think it starts 00:07:13.860 --> 00:07:16.839 off, a lot of people lead with, oh, I bring in 00:07:16.839 --> 00:07:20.540 so much revenue, or I have so many clients. May 00:07:20.540 --> 00:07:23.209 I say, suggest, start with a vulnerability. This 00:07:23.209 --> 00:07:25.550 is an issue I'm having with my P &L. This is 00:07:25.550 --> 00:07:27.310 an issue I'm having with my personal finance. 00:07:27.449 --> 00:07:29.149 This is something I'm confused about investing. 00:07:29.430 --> 00:07:32.790 If you start from the perspective of taking on 00:07:32.790 --> 00:07:35.370 advice, I think it'll work out better if you're 00:07:35.370 --> 00:07:37.350 trying to build a relationship than showing that, 00:07:37.430 --> 00:07:39.889 hey, I have it all figured out, when that's usually 00:07:39.889 --> 00:07:44.290 not the case. Very good. Very good point. And 00:07:44.290 --> 00:07:47.490 yes, that would be a great way to break the ice 00:07:47.490 --> 00:07:51.050 and kind of break into that conversation. Okay. 00:07:51.740 --> 00:07:55.459 Can you share a moment where an open money conversation 00:07:55.459 --> 00:07:59.759 directly created a better opportunity, stronger 00:07:59.759 --> 00:08:04.639 relationship, or faster trust? Yeah. One of my, 00:08:04.639 --> 00:08:06.899 kind of as a mentor, I was a mentor at the time, 00:08:06.939 --> 00:08:09.639 and we were just discussing business. profit, 00:08:09.740 --> 00:08:12.500 loss, clients. As a financial planner, you get 00:08:12.500 --> 00:08:14.339 compensated in many different ways, but the two 00:08:14.339 --> 00:08:16.920 primary ways, if you're fee only, is you do a 00:08:16.920 --> 00:08:18.720 fixed fee, meaning you just charge a fee and 00:08:18.720 --> 00:08:21.360 they do a plan, or you can do asset under management. 00:08:21.660 --> 00:08:24.000 And I was describing to him like, hey, the fixed 00:08:24.000 --> 00:08:26.540 fee, there's a lot of churn. How can I do asset 00:08:26.540 --> 00:08:28.759 under management? I use this custodian, but all 00:08:28.759 --> 00:08:30.779 the other custodians require minimums. He said, 00:08:30.899 --> 00:08:33.659 Randall. Have you ever looked at the custodian 00:08:33.659 --> 00:08:35.840 I use right now? It's Charles Schwab. And I said, 00:08:35.899 --> 00:08:37.440 no, I thought they had minimums. They're like, 00:08:37.519 --> 00:08:39.759 no, they recently just waived it. And I think 00:08:39.759 --> 00:08:41.340 this is important for the audience. You don't 00:08:41.340 --> 00:08:43.879 know what you don't know. And somebody is going 00:08:43.879 --> 00:08:45.559 to know something that you don't know. So if 00:08:45.559 --> 00:08:47.460 you're like I said, take the approach of being 00:08:47.460 --> 00:08:49.759 vulnerable. I don't know at all. I actually have 00:08:49.759 --> 00:08:52.759 this problem. People are going to quickly try 00:08:52.759 --> 00:08:54.940 to solve your issue, especially business owners, 00:08:55.019 --> 00:08:57.679 because we are so wired to say problem, solution, 00:08:57.799 --> 00:08:59.879 problem, solution. It is impossible. I think 00:08:59.879 --> 00:09:02.259 every person is listening. Their spouse probably 00:09:02.259 --> 00:09:04.059 knows this. If they're a business owner, you're 00:09:04.059 --> 00:09:07.039 always thinking about solution. So if you approach 00:09:07.039 --> 00:09:09.360 somebody with the problem, be honest and obey, 00:09:09.399 --> 00:09:11.779 I'm having this profitability issue. You'll be 00:09:11.779 --> 00:09:15.659 surprised what they give you. I agree. I agree. 00:09:15.740 --> 00:09:21.070 I also. I feel that every business owner, I'm 00:09:21.070 --> 00:09:23.389 saying owner because I don't want to make it 00:09:23.389 --> 00:09:27.129 too big, but every business owner should get 00:09:27.129 --> 00:09:30.429 a mentor, should get somebody that they can look 00:09:30.429 --> 00:09:33.730 to or be third party and say, Mike, why'd you 00:09:33.730 --> 00:09:37.129 do that? Because this is a better way. Or have 00:09:37.129 --> 00:09:40.129 you tried this? Or I can't be there with you. 00:09:40.230 --> 00:09:44.980 But as you said. Charles Schwab just waived her 00:09:44.980 --> 00:09:47.899 fees. Now, you would never have known that unless 00:09:47.899 --> 00:09:52.159 you had that person to speak with. And you need 00:09:52.159 --> 00:09:55.519 mentors really in every aspect of your business 00:09:55.519 --> 00:09:57.940 and your life. There's some mentors who are great 00:09:57.940 --> 00:09:59.879 at marketing. Some are sales. Some are operations. 00:10:00.100 --> 00:10:02.220 Some are more the technical side. And you probably 00:10:02.220 --> 00:10:04.200 need a mentor in every aspect of your personal 00:10:04.200 --> 00:10:07.450 life as well. I would say have multiple mentors 00:10:07.450 --> 00:10:10.289 because one person cannot be the be all end all 00:10:10.289 --> 00:10:12.509 for your life. You just need those different 00:10:12.509 --> 00:10:15.049 perspectives. But the key thing is a mentorship 00:10:15.049 --> 00:10:18.330 will not work unless you're honest, unless you're 00:10:18.330 --> 00:10:21.250 vulnerable. And also that you reciprocate, meaning 00:10:21.250 --> 00:10:23.269 that you actually listen, follow direction and 00:10:23.269 --> 00:10:25.789 also show that, hey, I see you have this problem. 00:10:25.870 --> 00:10:27.950 I can revise you with this advice. And mentorship 00:10:27.950 --> 00:10:31.029 relationships should evolve into a symbiotic 00:10:31.029 --> 00:10:33.029 relationship where you guys are all winning because 00:10:33.029 --> 00:10:37.629 you're all grown. Absolutely. And you made another 00:10:37.629 --> 00:10:41.049 good point. You have to listen to what they say. 00:10:41.350 --> 00:10:44.809 If it's good advice, follow through with it. 00:10:44.909 --> 00:10:48.730 Because if somebody is giving me advice and I 00:10:48.730 --> 00:10:51.789 never listen to it, how long do you think he's 00:10:51.789 --> 00:10:54.870 going to stick around? But that's you just really 00:10:54.870 --> 00:10:57.070 should take all that. You're right. Multiple 00:10:57.070 --> 00:11:00.830 mentors to handle multiple problems within your 00:11:00.830 --> 00:11:04.700 business. You connect networking to both personal 00:11:04.700 --> 00:11:08.759 well -being and income. What's the unseen link 00:11:08.759 --> 00:11:12.559 between the quality of our relationships and 00:11:12.559 --> 00:11:17.919 the quality of our financial decisions? And this 00:11:17.919 --> 00:11:19.580 shouldn't be a surprise to this audience here. 00:11:19.700 --> 00:11:23.490 Opportunity comes through connection. You obtain 00:11:23.490 --> 00:11:25.710 a job through going through an interview process 00:11:25.710 --> 00:11:28.529 connected with somebody. You attain a client 00:11:28.529 --> 00:11:31.350 by doing some type of sales process or some type 00:11:31.350 --> 00:11:34.250 of way that they feel connected with you to make 00:11:34.250 --> 00:11:37.529 a purchase. You cannot connect economic opportunity 00:11:37.529 --> 00:11:41.710 from relationships. So that is, I think, the 00:11:41.710 --> 00:11:44.429 key to everything. The second thing is, let's 00:11:44.429 --> 00:11:46.970 say you're able to make a lot of sales. Life 00:11:46.970 --> 00:11:49.269 is not fun unless you have genuine connection 00:11:49.269 --> 00:11:53.019 with folks. People love to do business with people 00:11:53.019 --> 00:11:55.879 they enjoy doing business with. So I would rather 00:11:55.879 --> 00:11:59.700 make 50 % less income, but really enjoy eight 00:11:59.700 --> 00:12:02.480 hours out of my day than making twice as much 00:12:02.480 --> 00:12:05.299 and not enjoying that. So think about people 00:12:05.299 --> 00:12:07.559 also want to enjoy their life. So if you mix 00:12:07.559 --> 00:12:10.039 great relationships, enjoying the job, what you're 00:12:10.039 --> 00:12:12.899 doing, how can you not enjoy life more? Now, 00:12:12.899 --> 00:12:15.500 the counter is if you don't have those things, 00:12:15.580 --> 00:12:18.100 that's where I see the negative money behaviors. 00:12:19.259 --> 00:12:21.820 different uses of different alcoholism, doing 00:12:21.820 --> 00:12:24.720 things with your money that are not wise. Those 00:12:24.720 --> 00:12:27.240 are the symptoms of that. I'm not fulfilled in 00:12:27.240 --> 00:12:29.620 my job. I don't have fulfilling relationships. 00:12:29.860 --> 00:12:33.940 So it's hard to separate the two. It's really 00:12:33.940 --> 00:12:37.620 a crutch, right? The alcoholism, the drug use 00:12:37.620 --> 00:12:39.940 or something else. Yes, you're spending a lot 00:12:39.940 --> 00:12:44.440 of money in that, wasted money, but you're using 00:12:44.440 --> 00:12:48.679 that as a crutch. There are several issues you 00:12:48.679 --> 00:12:51.519 have to take care of, but that's one thing. You 00:12:51.519 --> 00:12:55.500 have to use your money smartly. There's a saying 00:12:55.500 --> 00:12:58.240 that I bring up whenever I do workshops or anything. 00:12:58.779 --> 00:13:02.940 People hate to be sold to, but they love to buy. 00:13:04.790 --> 00:13:07.610 People love to buy what they hate. Just think 00:13:07.610 --> 00:13:09.990 of that car salesman. When you walk through the 00:13:09.990 --> 00:13:12.769 showroom floor, he comes right up to you with 00:13:12.769 --> 00:13:15.570 a business card and say, hey, I'm Joe Schmo. 00:13:15.769 --> 00:13:18.309 Look at this Cadillac. Oh, it's got great. It's 00:13:18.309 --> 00:13:20.649 this. Do you want to take a ride? Because I can 00:13:20.649 --> 00:13:23.730 take you a ride. Just let me get my manager and 00:13:23.730 --> 00:13:27.769 I'll just, I'm like, stop. Or the salesman that 00:13:27.769 --> 00:13:30.490 walks up and says, hey, Randall, how are you? 00:13:30.529 --> 00:13:32.830 If you have a problem, let me know. I'll be right 00:13:32.830 --> 00:13:36.179 over there. And you go off and do undrush. And 00:13:36.179 --> 00:13:39.120 those are two things. So people hate to be sold 00:13:39.120 --> 00:13:43.980 to, but they love to buy. I think one of the 00:13:43.980 --> 00:13:45.740 things that I've learned through a lot of my 00:13:45.740 --> 00:13:48.860 sales training is people, I think naturally as 00:13:48.860 --> 00:13:50.639 entrepreneurs and people who have something to 00:13:50.639 --> 00:13:52.980 sell, we want to show up and be the hero in people's 00:13:52.980 --> 00:13:56.700 lives. But nobody wants you to be the hero. What 00:13:56.700 --> 00:13:59.600 they really want is a trusted guide. And once 00:13:59.600 --> 00:14:01.720 I switch from selling to guiding, and actually 00:14:01.720 --> 00:14:04.440 sometimes I may guide them away from me. But 00:14:04.440 --> 00:14:07.139 as long as I'm guiding them, providing my expertise, 00:14:07.419 --> 00:14:09.440 staying in my line, say, hey, I'm the financial 00:14:09.440 --> 00:14:12.039 expert. This is what the guy, these are the places 00:14:12.039 --> 00:14:15.360 you can go. And also I have this. I think if 00:14:15.360 --> 00:14:17.519 people switch their mind to being guides instead 00:14:17.519 --> 00:14:19.919 of being the superhero or trying to show up as 00:14:19.919 --> 00:14:22.940 the superhero in the room, you'll get more, become 00:14:22.940 --> 00:14:24.879 more receptive and become more likable, to be 00:14:24.879 --> 00:14:27.820 honest with you. Absolutely. You become more 00:14:27.820 --> 00:14:31.720 of a likable person. You have to, like when you're 00:14:31.720 --> 00:14:35.039 going to a networking event, you're always trying 00:14:35.039 --> 00:14:39.620 to get onto the same level as them. And I use 00:14:39.620 --> 00:14:44.419 something called FORM, family, occupation, recreation, 00:14:44.879 --> 00:14:47.759 and a certain message. You try to get onto the 00:14:47.759 --> 00:14:50.460 same level, they're husband, wife, sister, brother, 00:14:50.580 --> 00:14:53.279 son, daughter, whatever. I talk about youth sports. 00:14:53.440 --> 00:14:56.340 I was a baseball coach for 16 years, an umpire 00:14:56.340 --> 00:14:59.179 for another three years. So once you get onto 00:14:59.179 --> 00:15:02.200 youth sports, that's what I'll talk about. And 00:15:02.200 --> 00:15:05.360 I'll talk all day on it. And they never feel 00:15:05.360 --> 00:15:08.820 like they're like, oh, he demands my attention. 00:15:09.419 --> 00:15:12.720 They want to give me that information. So it's 00:15:12.720 --> 00:15:16.620 all how you take it. What separates? surface 00:15:16.620 --> 00:15:20.360 -level connections from relationships that consistently 00:15:20.360 --> 00:15:24.299 lead to referrals, partnerships, and shared wins. 00:15:25.259 --> 00:15:29.399 I think it's when two people come together and 00:15:29.399 --> 00:15:33.000 they always think about what I can give. never 00:15:33.000 --> 00:15:35.899 focusing on keeping score on what they're receiving, 00:15:36.000 --> 00:15:38.340 but I'm saying, hey, I genuinely like this person 00:15:38.340 --> 00:15:41.039 and I just want them to do well. And when both 00:15:41.039 --> 00:15:44.480 parties take that approach, it becomes a beautiful 00:15:44.480 --> 00:15:47.460 self -fulfilling cycle that goes on and on. Because 00:15:47.460 --> 00:15:49.220 if you think of somebody who's always looking 00:15:49.220 --> 00:15:52.389 for somebody's best interest. They usually for 00:15:52.389 --> 00:15:54.669 that to be in that mentality, they usually have 00:15:54.669 --> 00:15:56.830 to have something going for themselves. So that 00:15:56.830 --> 00:15:58.769 checks that box. So they're not in a deficit. 00:15:58.809 --> 00:16:01.330 So two people are not in a deficit looking to 00:16:01.330 --> 00:16:04.350 better the other person continuously. I think 00:16:04.350 --> 00:16:06.169 over time and not keeping score because it could 00:16:06.169 --> 00:16:08.490 be five years. One person is helping out one 00:16:08.490 --> 00:16:10.509 person on the other. Could be another five years. 00:16:10.529 --> 00:16:12.330 The other person is helping out another just 00:16:12.330 --> 00:16:15.129 to bring the story full circle. That mentor told 00:16:15.129 --> 00:16:17.769 me about Charles Schwab. He's a college professor 00:16:17.769 --> 00:16:20.450 now. And guess who goes and lectures at his classes 00:16:20.450 --> 00:16:23.309 every single year? You see how that cycle continues 00:16:23.309 --> 00:16:25.629 to go back and forth over again. So if you're 00:16:25.629 --> 00:16:28.789 always looking to give, I think that's when a 00:16:28.789 --> 00:16:31.970 beautiful relationship happens. That's known 00:16:31.970 --> 00:16:36.190 as having a servant's heart. Yes. When you go 00:16:36.190 --> 00:16:39.750 to a networking event. I keep going back to networking 00:16:39.750 --> 00:16:42.509 events, but use this in any part of networking. 00:16:43.110 --> 00:16:46.129 By having a servant's heart, you're looking to 00:16:46.129 --> 00:16:49.970 help everybody else. You're not looking to sell 00:16:49.970 --> 00:16:52.049 anything. You're not looking to give anything. 00:16:52.190 --> 00:16:56.429 Just, Randall, I like you. I like how you do 00:16:56.429 --> 00:16:59.429 business. I like what you do. How can I make 00:16:59.429 --> 00:17:03.929 you more successful? How can I be a good referral 00:17:03.929 --> 00:17:08.640 source for you? And if I did my job correctly, 00:17:09.000 --> 00:17:11.180 you'll turn around and say, Mike, I don't even 00:17:11.180 --> 00:17:13.279 know what the hell you do yet. And you're trying 00:17:13.279 --> 00:17:17.420 to make me more successful? Yes. So that's having 00:17:17.420 --> 00:17:20.859 a servant's heart. That is looking to help everybody. 00:17:20.900 --> 00:17:24.740 And Zig Ziglar is big with this. What goes around 00:17:24.740 --> 00:17:28.460 comes around. Because if I helped you, you'll 00:17:28.460 --> 00:17:31.480 feel compelled to say, oh, Mike, help me. I have 00:17:31.480 --> 00:17:36.660 to find somebody for Mike. But what you described 00:17:36.660 --> 00:17:41.960 is having a servant's heart. Yes, correct. Okay. 00:17:42.539 --> 00:17:46.460 Can professionals intentionally build networks 00:17:46.460 --> 00:17:50.240 that support not just growth, but better judgment, 00:17:50.359 --> 00:17:55.599 confidence, and long -term stability? I think 00:17:55.599 --> 00:17:58.140 there is a, of course you want to always give. 00:17:59.180 --> 00:18:01.220 What we talked about earlier, once you give, 00:18:01.400 --> 00:18:04.319 somebody listens, and they put into practice, 00:18:04.359 --> 00:18:06.299 and you see that growth, guess what happens? 00:18:06.440 --> 00:18:08.640 You're going to be attracted to those people 00:18:08.640 --> 00:18:10.740 who listen and grow, listen and grow, listen 00:18:10.740 --> 00:18:13.200 and grow, until eventually, hopefully, if you're 00:18:13.200 --> 00:18:16.019 being mindful, your whole circle is just listening 00:18:16.019 --> 00:18:20.539 and growing together. So if you are that person, 00:18:21.259 --> 00:18:23.279 you're going to begin being around other people. 00:18:23.319 --> 00:18:26.480 So it creates little networks where all you are, 00:18:26.519 --> 00:18:28.460 what we call high performers could be another 00:18:28.460 --> 00:18:30.880 corporate word for that, are somebody who are 00:18:30.880 --> 00:18:33.720 just winning in life. That's what should happen 00:18:33.720 --> 00:18:35.960 over time. You're hanging around people who are 00:18:35.960 --> 00:18:38.119 listening. You're also listening and winning 00:18:38.119 --> 00:18:41.119 as well. And then that's how those semiotic win 00:18:41.119 --> 00:18:44.920 -win relationships happen. Absolutely. I couldn't 00:18:44.920 --> 00:18:48.039 agree with you more. Okay. You made the shift. 00:18:48.670 --> 00:18:52.309 from corporate finance to entrepreneurship. How 00:18:52.309 --> 00:18:54.869 did your network influence your willingness to 00:18:54.869 --> 00:19:00.069 take ownership, risk, and responsibility? To 00:19:00.069 --> 00:19:04.970 be honest, so I did initially, I did pretty well 00:19:04.970 --> 00:19:07.549 for myself in the corporate world. So when everybody 00:19:07.549 --> 00:19:11.390 knows you as the corporate person and then telling 00:19:11.390 --> 00:19:14.130 them that, hey, I'm going to take away the title 00:19:14.130 --> 00:19:16.109 of the corporation and start your own business. 00:19:16.859 --> 00:19:18.940 A lot of people are hesitant. They're scared. 00:19:18.940 --> 00:19:20.619 They're fearful because one, they don't know. 00:19:20.940 --> 00:19:23.279 And they're saying that that's a route I haven't 00:19:23.279 --> 00:19:24.900 heard. But the route you were going on, I've 00:19:24.900 --> 00:19:26.839 heard been successful a hundred times over again. 00:19:26.960 --> 00:19:29.940 So the initial was, are you sure that you have 00:19:29.940 --> 00:19:31.940 a headstand? Are you sure that you want to make 00:19:31.940 --> 00:19:35.480 that move? After that, then they begin to watch 00:19:35.480 --> 00:19:37.700 you and they've slowly become to support you. 00:19:37.759 --> 00:19:40.279 They say, OK, be serious. And I think the biggest 00:19:40.279 --> 00:19:43.299 thing is once you begin getting results. And 00:19:43.299 --> 00:19:45.160 that's the hardest thing, going from zero to 00:19:45.160 --> 00:19:47.160 results for your clients or whatever you want 00:19:47.160 --> 00:19:49.660 to serve. Once that results, that's when they 00:19:49.660 --> 00:19:52.500 say the flywheel begins to spin faster and faster. 00:19:52.579 --> 00:19:55.220 But getting from zero to getting results for 00:19:55.220 --> 00:19:57.779 people, I think that's the challenge. And once 00:19:57.779 --> 00:19:59.599 you start getting results, that's when the support, 00:19:59.740 --> 00:20:03.539 I believe, explodes. You're right. And you say 00:20:03.539 --> 00:20:07.359 support. I say credibility. You need that credibility 00:20:07.359 --> 00:20:11.099 for somebody to trust you. And in order to get 00:20:11.099 --> 00:20:13.059 somebody to trust you, it's a whole big cycle. 00:20:13.160 --> 00:20:16.240 But once you start that cycle, once you start 00:20:16.240 --> 00:20:19.160 forging forward, there's no stopping you unless 00:20:19.160 --> 00:20:23.900 you stop it. So unless you say, okay, enough 00:20:23.900 --> 00:20:26.759 is enough, your clients will see you building 00:20:26.759 --> 00:20:28.980 and building and you'll get more and more clients. 00:20:29.539 --> 00:20:32.779 That's the way I've seen every business start. 00:20:32.900 --> 00:20:35.400 That's the way that I started with speaking and 00:20:35.400 --> 00:20:37.859 everything else. I had to first build my credibility. 00:20:39.130 --> 00:20:42.789 Looking back, what networking habits helped you 00:20:42.789 --> 00:20:45.690 move from employee thinking to owner thinking 00:20:45.690 --> 00:20:52.029 faster than anything else? In the corporate space, 00:20:52.170 --> 00:20:55.430 it's about speed networking. It's about quick 00:20:55.430 --> 00:20:57.930 hits. What can you do for me? All those different 00:20:57.930 --> 00:21:01.190 things. Who do I know you? And in the corporate 00:21:01.190 --> 00:21:03.910 space, they don't teach you about sales. They 00:21:03.910 --> 00:21:06.369 don't teach you how to truly build relationships. 00:21:08.009 --> 00:21:09.950 When people think of building relationships in 00:21:09.950 --> 00:21:11.809 business, it was a gray area, but I'm just going 00:21:11.809 --> 00:21:14.410 to pull back the veil. Build relationships as 00:21:14.410 --> 00:21:16.170 you're building with the personal friend that 00:21:16.170 --> 00:21:18.210 you grew up for kids. So what do you guys do? 00:21:18.309 --> 00:21:20.430 You guys go out to eat with each other. You guys 00:21:20.430 --> 00:21:23.009 share hobbies with each other. You guys are vulnerable 00:21:23.009 --> 00:21:24.990 with each other. You guys do these different 00:21:24.990 --> 00:21:28.190 things. Those are the exact same things you have 00:21:28.190 --> 00:21:31.049 to do to build a relationship. And I think the 00:21:31.049 --> 00:21:33.309 difference was I didn't know you had to massage 00:21:33.309 --> 00:21:36.250 and work at it. So it's natural with the friends 00:21:36.250 --> 00:21:37.910 that you grew up with because you guys have a 00:21:37.910 --> 00:21:40.289 rhythm and a flow. You actually have to create 00:21:40.289 --> 00:21:43.210 a rhythm and a flow with each new person that 00:21:43.210 --> 00:21:45.190 you really want to build that intimate connection. 00:21:45.430 --> 00:21:47.670 And it takes time. And it's almost like nurturing 00:21:47.670 --> 00:21:49.769 a garden. You have to till the soil. You have 00:21:49.769 --> 00:21:51.569 to plant the seed. You have to water it. And 00:21:51.569 --> 00:21:53.450 you have to look and watch. And the watching 00:21:53.450 --> 00:21:55.910 is the headache. But that is what you have to 00:21:55.910 --> 00:21:58.089 do to build a relationship that is not corporate, 00:21:58.170 --> 00:22:01.529 but actually as far as an entrepreneur. Which 00:22:01.529 --> 00:22:06.609 is exactly what I do. It's exactly all the networking, 00:22:06.789 --> 00:22:09.130 all the everything else, what I talk about and 00:22:09.130 --> 00:22:13.670 everything else. So what you just said about 00:22:13.670 --> 00:22:17.490 building that relationship. Ever since the pandemic, 00:22:17.789 --> 00:22:21.809 people have gone from transactional to relationship. 00:22:22.630 --> 00:22:26.410 And the relationship for me is so much more rewarding 00:22:26.410 --> 00:22:30.410 than transactional because you get closer. But 00:22:30.410 --> 00:22:34.630 that's exactly what you have to do to build your 00:22:34.630 --> 00:22:38.430 relationship, to build your clientele. I'd rather 00:22:38.430 --> 00:22:43.849 have 10 clients like that than 100 clients transactional. 00:22:44.910 --> 00:22:48.430 Because the relationship will go further. Okay. 00:22:48.869 --> 00:22:52.049 For someone still employed but feeling the pull 00:22:52.049 --> 00:22:55.849 towards independence, what small networking moves 00:22:55.849 --> 00:22:58.809 can they start making now without burning bridges? 00:23:01.730 --> 00:23:04.109 I think the number one thing I would recommend 00:23:04.109 --> 00:23:09.180 is find somebody who does what you do. And literally 00:23:09.180 --> 00:23:11.859 cold call them. Does somebody something that 00:23:11.859 --> 00:23:14.119 you want to do and literally cold call them and 00:23:14.119 --> 00:23:16.569 reach out to them and say, hey. I'm looking to 00:23:16.569 --> 00:23:19.029 do what you do. How did you get started? The 00:23:19.029 --> 00:23:21.309 natural corporate employee mentality is like, 00:23:21.329 --> 00:23:23.930 why would they tell me anything? I'd be their 00:23:23.930 --> 00:23:26.930 competitor. But you'll be surprised that people, 00:23:27.009 --> 00:23:29.109 especially entrepreneurs, will open up and say, 00:23:29.230 --> 00:23:31.349 hey, this is how I did it. This is how I recommend 00:23:31.349 --> 00:23:33.730 it. This is how to adjust. And if I started day 00:23:33.730 --> 00:23:36.210 zero today, these are the steps that I can do. 00:23:36.329 --> 00:23:38.309 And don't just take that for one person. Take 00:23:38.309 --> 00:23:41.009 that for multiple people. And then after that, 00:23:41.130 --> 00:23:44.480 continue to keep in contact with them. Nurture 00:23:44.480 --> 00:23:46.740 that soil. Take them out to a coffee. Tell them 00:23:46.740 --> 00:23:49.559 how you do this. And even go as far as, do you 00:23:49.559 --> 00:23:52.519 have a project that you need help on? So what 00:23:52.519 --> 00:23:54.220 are you doing? You're getting somebody who can 00:23:54.220 --> 00:23:56.680 vouch for you. And you're also getting some potential 00:23:56.680 --> 00:23:59.380 practical real world experience. You put those 00:23:59.380 --> 00:24:01.839 two together, you will have a level of confidence 00:24:01.839 --> 00:24:04.880 when you step out that you won't have if you 00:24:04.880 --> 00:24:08.779 just make a jump early. Absolutely. Absolutely. 00:24:09.059 --> 00:24:13.180 Some of my coaching clients. when they're trying 00:24:13.180 --> 00:24:15.859 to attract people on LinkedIn or something else 00:24:15.859 --> 00:24:19.859 like that, people are always willing to discuss 00:24:19.859 --> 00:24:23.160 what they do. If you called me and said, Mike, 00:24:23.279 --> 00:24:26.220 how did you do this with networking? Or what 00:24:26.220 --> 00:24:28.259 about this networking event or something else? 00:24:28.420 --> 00:24:32.339 I take that as I'm the professional. That means 00:24:32.339 --> 00:24:34.880 that you're coming to me for help. I'm going 00:24:34.880 --> 00:24:37.240 to open up. I'm going to give you everything 00:24:37.240 --> 00:24:42.149 that I can. That's the way I believe. personally, 00:24:42.149 --> 00:24:46.450 every employer or every person in that type of 00:24:46.450 --> 00:24:49.690 position would do. They would just open up. Would 00:24:49.690 --> 00:24:52.130 you mind if I had a cup of coffee with you? Not 00:24:52.130 --> 00:24:54.869 at all. Sure. Come on by. I'll spill my guts. 00:24:55.430 --> 00:24:58.930 If they're close enough, can I buy a lunch? You 00:24:58.930 --> 00:25:00.670 know, and you can discuss things over lunch. 00:25:01.390 --> 00:25:05.150 Absolutely. That is the best way. to get and 00:25:05.150 --> 00:25:08.150 start building your relationship and build that 00:25:08.150 --> 00:25:11.589 kind of that work relationship where he, that 00:25:11.589 --> 00:25:16.460 person can also become a mentor. And people say 00:25:16.460 --> 00:25:19.420 our word. What if they don't respond? Think about 00:25:19.420 --> 00:25:22.140 it this way. You probably don't want to socialize 00:25:22.140 --> 00:25:24.079 with somebody who wouldn't help you out. And 00:25:24.079 --> 00:25:25.940 the second thing is they may be in a point in 00:25:25.940 --> 00:25:27.559 their life, whether they're slammed at work, 00:25:27.660 --> 00:25:29.440 whether they have some personal matters, that 00:25:29.440 --> 00:25:32.119 they probably need that space. So don't take 00:25:32.119 --> 00:25:34.380 it personally. Just know that it's part of the 00:25:34.380 --> 00:25:36.779 process. And if you're going to be an entrepreneur, 00:25:36.940 --> 00:25:40.160 getting used to being ghosted or rejected may 00:25:40.160 --> 00:25:42.599 be a skill set you may want to develop. So it's 00:25:42.599 --> 00:25:46.160 a win -win across the board. Yep. Get a thicker 00:25:46.160 --> 00:25:49.539 skin. That's the best way to say it. Just a little 00:25:49.539 --> 00:25:51.859 bit thicker. And if you get ghosted, they don't 00:25:51.859 --> 00:25:54.579 answer you. All right. So you know what? You 00:25:54.579 --> 00:25:57.500 tried it. You move on to somebody else. Okay. 00:25:57.599 --> 00:26:01.099 Let's bring this full circle. If you could give 00:26:01.099 --> 00:26:04.359 one networking principle that improves both income 00:26:04.359 --> 00:26:08.539 and peace of mind at the same time, what would 00:26:08.539 --> 00:26:11.920 it be and why does it work? As entrepreneurs, 00:26:12.079 --> 00:26:15.380 we may have a typical client base. One thing 00:26:15.380 --> 00:26:19.660 that I would recommend is try to punch up. Ask 00:26:19.660 --> 00:26:21.980 for that client that may be slightly above your 00:26:21.980 --> 00:26:24.660 usual client base. Network with somebody who's 00:26:24.660 --> 00:26:26.880 slightly above where you are as an entrepreneur. 00:26:27.160 --> 00:26:30.180 And if you always try to network and punch up, 00:26:30.299 --> 00:26:32.700 I think you'll be surprised at who's open to 00:26:32.700 --> 00:26:35.279 share things with you, as we discussed, and also 00:26:35.279 --> 00:26:37.859 what may fall into your lap and in your hands, 00:26:37.920 --> 00:26:39.680 because people are always looking for people 00:26:39.680 --> 00:26:42.299 to help. Key thing is, you have to listen, you 00:26:42.299 --> 00:26:43.859 have to follow through, and you have to show 00:26:43.859 --> 00:26:46.180 fruit. If you show fruit, there'll be a lot of 00:26:46.180 --> 00:26:48.000 people eating in your garden. I promise you. 00:26:49.799 --> 00:26:53.160 Absolutely. Absolutely. This is why networking 00:26:53.160 --> 00:26:56.559 done right changes everything. It's not about 00:26:56.559 --> 00:27:00.400 who you know. It's about how you show up, what 00:27:00.400 --> 00:27:03.119 you're willing to talk about, and the trust you 00:27:03.119 --> 00:27:06.380 build through real conversation. If today's episode 00:27:06.380 --> 00:27:09.500 made you rethink your approach. how you approach 00:27:09.500 --> 00:27:12.480 money relationships or the next step in your 00:27:12.480 --> 00:27:15.940 career don't keep it to yourself share this episode 00:27:15.940 --> 00:27:18.680 with someone who needs to hear it make sure you 00:27:18.680 --> 00:27:21.700 subscribe to networking unleashed building profitable 00:27:21.700 --> 00:27:24.819 connections so you never miss a conversation 00:27:24.819 --> 00:27:30.119 that can shift the way you connect and earn and 00:27:30.119 --> 00:27:32.799 if you're ready to make that take your networking 00:27:32.799 --> 00:27:36.380 skills to a higher level, visit me, michelaforman 00:27:36.380 --> 00:27:39.339 .com, and learn how I work with professionals, 00:27:39.640 --> 00:27:43.400 teams, and organizations. Until next time, show 00:27:43.400 --> 00:27:46.059 up with intention, speak with confidence, and 00:27:46.059 --> 00:27:49.420 build connections that pay off. But before we 00:27:49.420 --> 00:27:54.000 leave, Randall, if somebody wanted your services, 00:27:54.319 --> 00:27:57.240 wanted to get in touch with you, what's the best 00:27:57.240 --> 00:27:59.890 way they can get in touch with you? Thank you 00:27:59.890 --> 00:28:01.730 for this opportunity. My name is Randall Lavery. 00:28:01.769 --> 00:28:03.549 I'm a certified financial planner and charter 00:28:03.549 --> 00:28:05.710 financial analyst. If you want to reach to me, 00:28:05.730 --> 00:28:07.750 if you're a business owner looking to build wealth, 00:28:07.849 --> 00:28:10.190 if you're looking to more strategies on how to 00:28:10.190 --> 00:28:11.950 grow your wealth and your business, you can go 00:28:11.950 --> 00:28:16.029 to my website. It's going to be www .deasilwm 00:28:16.029 --> 00:28:19.970 .com. That's deasilwm .com. I'm also on all social 00:28:19.970 --> 00:28:21.970 medias. Just look under my name, Randall Lavery, 00:28:22.029 --> 00:28:24.349 and you can find me, follow my content, learn 00:28:24.349 --> 00:28:26.589 a little bit more how I think and how I help 00:28:26.589 --> 00:28:29.660 business owners grow their wealth. That's perfect. 00:28:29.779 --> 00:28:33.279 Randall, thank you so much. I learned so much 00:28:33.279 --> 00:28:35.980 by having you on this podcast, so we can probably 00:28:35.980 --> 00:28:39.059 have another two -hour talk. But thank you very 00:28:39.059 --> 00:28:41.940 much for coming on the podcast, and I hope you 00:28:41.940 --> 00:28:44.359 do well in the future. Take care. Thank you for 00:28:44.359 --> 00:28:50.299 having me. Well, hold on, folks. Don't go anywhere. 00:28:50.660 --> 00:28:53.960 Let's hear from our sponsors. David Neal, co 00:28:53.960 --> 00:28:57.609 -founder, Revved Up Kids. Revved Up Kids is on 00:28:57.609 --> 00:29:00.589 a mission to protect children and teens from 00:29:00.589 --> 00:29:03.569 sexual abuse, exploitation, and trafficking. 00:29:03.849 --> 00:29:07.029 They provide prevention training programs for 00:29:07.029 --> 00:29:10.569 children, teens, and adults. To learn more, go 00:29:10.569 --> 00:29:14.970 to revvedupkids .org. Henry Kaplan, Century 21. 00:29:15.450 --> 00:29:17.690 When it comes to making the biggest financial 00:29:17.690 --> 00:29:20.630 decision of your life, leave it in the hands 00:29:20.630 --> 00:29:23.970 of a proven professional, Henry Kaplan. Henry 00:29:23.970 --> 00:29:27.150 is a global real estate agent with Century 21, 00:29:27.349 --> 00:29:31.309 celebrating his 41st year in business. No matter 00:29:31.309 --> 00:29:34.009 where you're moving, Henry has the right connections 00:29:34.009 --> 00:29:40.990 for you. You can contact Henry at 561 -427 -4888. 00:29:42.230 --> 00:29:45.559 All right, folks. A huge thank you to our guests 00:29:45.559 --> 00:29:48.900 for sharing such incredible insights today. And 00:29:48.900 --> 00:29:51.720 of course, a big shout out to you, our amazing 00:29:51.720 --> 00:29:54.740 listeners, for tuning in and spending your time 00:29:54.740 --> 00:29:57.819 with us. If you're interested in my digital courses, 00:29:58.099 --> 00:30:00.980 being coached, or having me come and talk to 00:30:00.980 --> 00:30:04.440 your company, just go to Michael and fill out 00:30:04.440 --> 00:30:07.960 the request form. Remember, networking isn't 00:30:07.960 --> 00:30:10.660 about being perfect. It's about being present. 00:30:11.119 --> 00:30:13.809 So take what you've learned today. get out there, 00:30:13.890 --> 00:30:16.950 and make some meaningful connections. If you've 00:30:16.950 --> 00:30:19.690 enjoyed this episode, please don't forget to 00:30:19.690 --> 00:30:22.890 subscribe, leave us a review, and share it with 00:30:22.890 --> 00:30:25.190 someone who could use a little networking inspiration. 00:30:26.009 --> 00:30:29.109 Let's keep the conversation going. You can find 00:30:29.109 --> 00:30:33.450 me on Apple, Spotify, Pandora, YouTube, or my 00:30:33.450 --> 00:30:37.329 website, foreman .com slash podcasts.