WEBVTT 00:00:00.000 --> 00:00:02.319 Hi everyone and welcome back to For the Curious 00:00:02.319 --> 00:00:04.700 and Confused, a podcast for people who want to 00:00:04.700 --> 00:00:06.540 understand different perspectives of the world 00:00:06.540 --> 00:00:08.960 to the people who inhabit it. I'm your host, 00:00:09.039 --> 00:00:11.279 Don McTaggart, and today I'm joined by Glenn 00:00:11.279 --> 00:00:14.099 Rudin, a business coach who specializes in messaging 00:00:14.099 --> 00:00:17.160 and branding. So far in his career, Glenn has 00:00:17.160 --> 00:00:19.300 worked with many large companies including Disney, 00:00:19.500 --> 00:00:22.379 Walmart, the NBA, and others to develop effective 00:00:22.379 --> 00:00:25.760 messaging protocols. His expertise focuses on 00:00:25.760 --> 00:00:28.879 helping businesses clarify and communicate their 00:00:28.879 --> 00:00:31.780 value to potential customers. While this is important 00:00:31.780 --> 00:00:33.780 in the corporate world, the idea of tailoring 00:00:33.780 --> 00:00:37.299 a message to be most effectively received by 00:00:37.299 --> 00:00:39.619 another party is a skill that extends well beyond 00:00:39.619 --> 00:00:42.280 the business ecosystem. Glenn is interested in 00:00:42.280 --> 00:00:44.780 empowering individuals to identify their personal 00:00:44.780 --> 00:00:46.920 strengths and abilities and present them in a 00:00:46.920 --> 00:00:48.939 way that most effectively communicates what they 00:00:48.939 --> 00:00:51.380 have to offer. Whether through elevator pitches, 00:00:51.950 --> 00:00:54.369 promotional materials, or business cards, Glenn 00:00:54.369 --> 00:00:56.549 believes that carefully crafted messaging is 00:00:56.549 --> 00:00:59.229 a key to personal and professional success. So, 00:00:59.250 --> 00:01:00.869 Glenn, thank you for sharing your time with us 00:01:00.869 --> 00:01:02.869 today, and I'm excited to hear some of your insights 00:01:02.869 --> 00:01:05.769 on messaging and personal branding. Hey, Don, 00:01:05.950 --> 00:01:08.469 it is great to be here. I'm excited to get the 00:01:08.469 --> 00:01:11.709 chance to speak to you and potentially talk to 00:01:11.709 --> 00:01:15.189 a different kind of audience that I normally 00:01:15.189 --> 00:01:17.629 wouldn't get the opportunity to speak to because 00:01:17.629 --> 00:01:21.170 I think a lot of What I speak about in the branding 00:01:21.170 --> 00:01:24.530 and messaging business strategy world does apply 00:01:24.530 --> 00:01:27.790 to the other world, the world that we live in 00:01:27.790 --> 00:01:29.870 when we're not doing business. And so it'll be 00:01:29.870 --> 00:01:32.810 really interesting to see how well this resonates 00:01:32.810 --> 00:01:34.950 with your audience. I appreciate the opportunity. 00:01:35.969 --> 00:01:38.489 Great. Thank you. I'm very excited. So to start 00:01:38.489 --> 00:01:40.390 us off, could you give us a bit of a two -minute 00:01:40.390 --> 00:01:43.269 introduction into who Glenn Rudin is and what 00:01:43.269 --> 00:01:46.230 motivates him from your perspective? Sure. It's 00:01:46.230 --> 00:01:50.890 a great question. grown up with a tremendous 00:01:50.890 --> 00:01:54.189 curiosity about product development. And that's 00:01:54.189 --> 00:01:57.469 where I spent the bulk of my career. As a young 00:01:57.469 --> 00:02:01.769 kid, I was always really interested in how labels 00:02:01.769 --> 00:02:05.920 got on packages, on how products, got into stores, 00:02:06.120 --> 00:02:10.439 this whole process of consumer packaged goods. 00:02:10.699 --> 00:02:13.379 And so I followed a career into doing that and 00:02:13.379 --> 00:02:15.300 worked for a lot of big companies where that 00:02:15.300 --> 00:02:17.520 was really, really important. Revlon Cosmetics 00:02:17.520 --> 00:02:20.139 is a great example where I really got to work 00:02:20.139 --> 00:02:23.199 on all the different facets of what it takes 00:02:23.199 --> 00:02:26.960 to get a cosmetic item from a laboratory someplace. 00:02:28.360 --> 00:02:34.300 to Bloomingdale's counter in New York City. And 00:02:34.300 --> 00:02:36.699 it was always really fascinating to me. And what 00:02:36.699 --> 00:02:41.479 I found about 10 years ago as I was still doing 00:02:41.479 --> 00:02:43.620 my product development work and started getting 00:02:43.620 --> 00:02:46.979 out and doing more networking in the local communities 00:02:46.979 --> 00:02:49.639 here in New York and in Long Island was I started 00:02:49.639 --> 00:02:53.080 putting this together that people are really 00:02:53.080 --> 00:02:57.099 products also. And we have the ability. to market 00:02:57.099 --> 00:02:59.919 ourselves, to package ourselves, to advertise 00:02:59.919 --> 00:03:03.479 ourselves in an effort to be interesting to the 00:03:03.479 --> 00:03:06.180 people who come in contact with us, right? So, 00:03:06.180 --> 00:03:08.280 you know, a particular product, right? If I hold 00:03:08.280 --> 00:03:09.719 up, you know, a bottle of, you know, whatever 00:03:09.719 --> 00:03:12.979 this is, and you might find this in a CVS or 00:03:12.979 --> 00:03:15.240 a Walgreens or whatever store, convenience store 00:03:15.240 --> 00:03:18.300 you shop in, and someone puts something on this 00:03:18.300 --> 00:03:20.580 that makes it look interesting and it gets a 00:03:20.580 --> 00:03:23.569 space on a shelf. You and I are different. We've 00:03:23.569 --> 00:03:26.490 got the opportunity to actually approach our 00:03:26.490 --> 00:03:28.889 potential customers, the people who we want to 00:03:28.889 --> 00:03:31.969 be interested in us. And so I became fascinated 00:03:31.969 --> 00:03:36.150 by this idea that people are products, but we 00:03:36.150 --> 00:03:39.729 don't usually think of ourselves that way. And 00:03:39.729 --> 00:03:42.189 we don't really, unless you work with a coach 00:03:42.189 --> 00:03:45.069 like me who really sees that relationship, we 00:03:45.069 --> 00:03:47.750 don't really put ourselves together like that. 00:03:48.280 --> 00:03:50.780 in an effort to be more engaging to the world 00:03:50.780 --> 00:03:53.580 that we come in contact with. And I find this 00:03:53.580 --> 00:03:57.360 fascinating because most people, Don, struggle. 00:03:58.219 --> 00:04:00.979 tremendously with their interpersonal skills, 00:04:01.180 --> 00:04:03.800 with their abilities to connect. Matter of fact, 00:04:03.879 --> 00:04:07.300 I like to say that 90 % of the people who I come 00:04:07.300 --> 00:04:10.000 in contact with struggle with some portion of 00:04:10.000 --> 00:04:12.120 their communication skills. So that's kind of 00:04:12.120 --> 00:04:14.460 the long and short. And I became really passionate 00:04:14.460 --> 00:04:17.600 about helping people. One, people will pay me 00:04:17.600 --> 00:04:20.100 to do it. But two, I know people really need 00:04:20.100 --> 00:04:22.160 the help. So even when someone doesn't pay me, 00:04:22.259 --> 00:04:25.060 the ability to help somebody realize this about 00:04:25.060 --> 00:04:28.089 themselves and put themselves in a better place 00:04:28.089 --> 00:04:30.889 as a result of my being able to help them is 00:04:30.889 --> 00:04:33.589 a great feeling for me and for the person I get 00:04:33.589 --> 00:04:38.129 to help. That's a great introduction. Yeah, I 00:04:38.129 --> 00:04:40.689 think I'm really excited to unpack a lot of those 00:04:40.689 --> 00:04:43.889 ideas. But firstly, expand on you just slightly 00:04:43.889 --> 00:04:45.949 a little bit more. I'm curious, how have your 00:04:45.949 --> 00:04:48.050 personal strengths and weaknesses influenced 00:04:48.050 --> 00:04:51.430 the spot you find yourself in now and your career 00:04:51.430 --> 00:04:53.720 position today? Right. Well, you know, one of 00:04:53.720 --> 00:04:57.040 the things I realized early on in my career was 00:04:57.040 --> 00:05:01.120 I did have some kind of a gift to be a public 00:05:01.120 --> 00:05:04.879 speaker, a good voice and the confidence to get 00:05:04.879 --> 00:05:07.860 up in front of other people and not be embarrassed 00:05:07.860 --> 00:05:10.620 to share my ideas or not think that something 00:05:10.620 --> 00:05:13.620 I was going to say was not going to be well received. 00:05:13.720 --> 00:05:17.920 And I think it's naturally not having that fear, 00:05:18.100 --> 00:05:20.839 which has really enabled me to be in a space 00:05:20.839 --> 00:05:24.310 like this now. Do I wish that I would have pursued 00:05:24.310 --> 00:05:28.230 public speaking as a profession 30 years ago? 00:05:28.430 --> 00:05:30.829 Absolutely. Absolutely. It's not something that 00:05:30.829 --> 00:05:34.050 I had ever thought about at that time. Coaching 00:05:34.050 --> 00:05:35.970 wasn't really something that somebody did. And 00:05:35.970 --> 00:05:38.589 it wasn't like somebody that I had a mentor that 00:05:38.589 --> 00:05:40.009 would say, hey, Glenn, you seem to be really 00:05:40.009 --> 00:05:43.209 good with public speaking. Instead of just doing 00:05:43.209 --> 00:05:45.209 that internally within the company, why don't 00:05:45.209 --> 00:05:46.970 you look into doing that outside the company? 00:05:47.129 --> 00:05:51.290 So that that. talent that I was born with, that 00:05:51.290 --> 00:05:54.009 ability to do that, to communicate and feel really 00:05:54.009 --> 00:05:57.389 confident about it, kind of laid dormant for 00:05:57.389 --> 00:06:00.230 a really long time in my career, other than when 00:06:00.230 --> 00:06:02.329 I got the idea to stand up in front of a group 00:06:02.329 --> 00:06:05.850 of... co -workers or people who are reporting 00:06:05.850 --> 00:06:08.110 to me in a company and do some kind of a presentation. 00:06:08.550 --> 00:06:11.449 I never really put the two together. It's a bit 00:06:11.449 --> 00:06:13.350 of a regret that I have because I think I could 00:06:13.350 --> 00:06:16.470 have really had a very advanced career in public 00:06:16.470 --> 00:06:19.629 speaking had I pursued it sooner. And so, you 00:06:19.629 --> 00:06:22.589 know, here I am. I still actually pursue it now. 00:06:22.889 --> 00:06:25.670 But what's really interesting is, and this is 00:06:25.670 --> 00:06:29.180 an important thing that I ask. my clients and 00:06:29.180 --> 00:06:31.899 the people who hear me speak do. When I was about 00:06:31.899 --> 00:06:35.519 10 years old, I was in some local summer camp 00:06:35.519 --> 00:06:39.199 where I grew up in New Jersey. And it was one 00:06:39.199 --> 00:06:41.279 of these places where you'd go from eight to 00:06:41.279 --> 00:06:43.240 four in the afternoon, whatever. It was probably 00:06:43.240 --> 00:06:45.480 free or cost a few dollars, whatever. It wasn't 00:06:45.480 --> 00:06:48.220 really too extensive. It wasn't like some expensive 00:06:48.220 --> 00:06:50.680 sleepaway camp in the mountains or something 00:06:50.680 --> 00:06:53.699 that a lot of people do. And there was some kind 00:06:53.699 --> 00:06:56.420 of a, in the middle of the summer, This thing 00:06:56.420 --> 00:06:58.500 actually has some kind of a parents visiting 00:06:58.500 --> 00:07:01.100 day, which a lot of camps do, right? Your parents 00:07:01.100 --> 00:07:04.220 maybe come down and see what have they been doing 00:07:04.220 --> 00:07:06.699 with my kid for the last four weeks? What are 00:07:06.699 --> 00:07:07.959 they going to be doing for the next four weeks? 00:07:08.100 --> 00:07:10.379 And whoever the counselors were at this thing 00:07:10.379 --> 00:07:12.259 decided that they wanted to have a bit of an 00:07:12.259 --> 00:07:15.620 entertainment program. And so they asked for 00:07:15.620 --> 00:07:18.600 volunteers, would anybody be willing to get up 00:07:18.600 --> 00:07:22.420 and sing? And I was already really into music 00:07:22.420 --> 00:07:25.379 at that time. And I said, sure, you know, who 00:07:25.379 --> 00:07:27.399 am I? I mean, whatever, I'll get up and I'll 00:07:27.399 --> 00:07:29.620 sing for everybody. And everyone was like, oh, 00:07:29.699 --> 00:07:32.259 great. We got, I don't know, you know, guinea 00:07:32.259 --> 00:07:35.560 pig or whatever. But we got one kid to actually 00:07:35.560 --> 00:07:38.800 volunteer to do this. Now, you know, the song 00:07:38.800 --> 00:07:41.779 goes back, you know, a long way. It was a hit 00:07:41.779 --> 00:07:46.129 song. When I was a kid and, you know, I got up 00:07:46.129 --> 00:07:48.149 and I performed it. Now, whether I was good at 00:07:48.149 --> 00:07:50.889 it or not, I don't know. But that for me was 00:07:50.889 --> 00:07:54.310 probably an early clue at this is something that 00:07:54.310 --> 00:07:56.250 I should really pursue in my life. And again, 00:07:56.509 --> 00:07:59.930 I never really did. But when I look back on my 00:07:59.930 --> 00:08:01.750 life now and say, where do the roots of this 00:08:01.750 --> 00:08:04.370 come from? I can see them already when I was 00:08:04.370 --> 00:08:07.050 10 years old, that getting up and performing 00:08:07.050 --> 00:08:09.720 in front of people was something that. I should 00:08:09.720 --> 00:08:12.339 probably be pursuing because I was comfortable 00:08:12.339 --> 00:08:16.259 doing it, whereas most people are not. Yeah, 00:08:16.319 --> 00:08:19.740 that's a great skill to just inherit to an extent. 00:08:19.899 --> 00:08:22.480 I would not say that I'm a comfortable public 00:08:22.480 --> 00:08:23.740 speaker and I've gotten better at it over the 00:08:23.740 --> 00:08:26.379 past few years. But yeah, I think a lot of people 00:08:26.379 --> 00:08:28.879 would resonate with the idea that it's not natural 00:08:28.879 --> 00:08:31.060 for a lot of them. What about weaknesses? Are 00:08:31.060 --> 00:08:33.700 there any sort of things that you knew that you 00:08:33.700 --> 00:08:37.340 struggled with that kind of maybe not even? drove 00:08:37.340 --> 00:08:38.899 you towards where you are now, but you knew you 00:08:38.899 --> 00:08:42.399 didn't want to be involved in some sort of career 00:08:42.399 --> 00:08:45.019 area or direction? Yeah. I mean, you know, we 00:08:45.019 --> 00:08:48.120 all had the things that, you know, I will say 00:08:48.120 --> 00:08:51.580 this, you know, I'm good with numbers. And so 00:08:51.580 --> 00:08:53.440 when I say I'm good with numbers, I'm good with 00:08:53.440 --> 00:08:56.940 common sense numbers about businesses and percentages 00:08:56.940 --> 00:08:58.899 and things I need to know about. But when it 00:08:58.899 --> 00:09:03.039 came to real accounting and that kind of work. 00:09:03.480 --> 00:09:05.120 I could see early on that that was something 00:09:05.120 --> 00:09:07.139 that I really didn't want to do. And I still 00:09:07.139 --> 00:09:09.940 shy away from that even today. When it comes 00:09:09.940 --> 00:09:12.039 time to doing bookkeeping entries and things 00:09:12.039 --> 00:09:15.039 like that, I know how to do it. I can do it. 00:09:15.100 --> 00:09:17.039 But it's not something that I really want to 00:09:17.039 --> 00:09:20.320 endeavor to get into. And it's not that it's 00:09:20.320 --> 00:09:23.320 a bad thing, but we all have to focus on the 00:09:23.320 --> 00:09:25.879 things that we like. So if I would look at one 00:09:25.879 --> 00:09:30.399 thing in my business stuff, so to speak, when 00:09:30.399 --> 00:09:35.570 it gets really deep into numbers and things like 00:09:35.570 --> 00:09:39.450 that, or programming, that kind of thing. I'm 00:09:39.450 --> 00:09:41.289 not really somebody who's really looking to get 00:09:41.289 --> 00:09:43.690 into the weeds on those kinds of things. And 00:09:43.690 --> 00:09:48.169 so to me, the important message there is that 00:09:48.169 --> 00:09:51.929 nobody is good at everything. And it's really 00:09:51.929 --> 00:09:54.549 important to identify the things you're not good 00:09:54.549 --> 00:09:57.980 at. And find somebody who is good at them, who 00:09:57.980 --> 00:10:01.159 can either teach you how to do them, or if you 00:10:01.159 --> 00:10:02.879 get into a place where you're fortunate enough 00:10:02.879 --> 00:10:04.700 and you can afford to have someone do them for 00:10:04.700 --> 00:10:08.580 you, sure, that's even better. But the idea that 00:10:08.580 --> 00:10:12.139 people can do everything across the board is 00:10:12.139 --> 00:10:14.759 a big mistake that a lot of people make. And 00:10:14.759 --> 00:10:18.179 you're going to be hindered or hampered or get 00:10:18.179 --> 00:10:22.190 to your ultimate goal much slower. Trying to 00:10:22.190 --> 00:10:24.350 do everything yourself, including the things 00:10:24.350 --> 00:10:26.950 you're not good at, rather than taking a step 00:10:26.950 --> 00:10:28.509 back and saying, you know what, I just have to 00:10:28.509 --> 00:10:31.269 admit it. This is not my thing. I need somebody 00:10:31.269 --> 00:10:35.490 else to help me with it. I'm hearing themes of 00:10:35.490 --> 00:10:37.850 team building in there. So how important is that 00:10:37.850 --> 00:10:41.809 aspect of what you do in terms of providing value 00:10:41.809 --> 00:10:45.389 to your clients? Do you add some team building 00:10:45.389 --> 00:10:51.059 aspects in how to build a good team? mainly focusing 00:10:51.059 --> 00:10:53.720 on the messaging and branding side of things? 00:10:53.840 --> 00:10:57.720 So that's a great question. And it's not so much 00:10:57.720 --> 00:11:01.080 that I have a team, but when someone comes to 00:11:01.080 --> 00:11:04.039 me, one of the things that to me that somebody 00:11:04.039 --> 00:11:07.019 still really needs to have is a really adequate 00:11:07.019 --> 00:11:11.210 website. It doesn't have to be perfect. It doesn't 00:11:11.210 --> 00:11:14.490 have to be a $50 ,000, $100 ,000 website that 00:11:14.490 --> 00:11:17.789 a big consumer company like McDonald's or Coca 00:11:17.789 --> 00:11:21.190 -Cola would have and maintain. But it needs to 00:11:21.190 --> 00:11:23.149 look professional, needs to look good enough 00:11:23.149 --> 00:11:26.009 to represent you so that when someone goes and 00:11:26.009 --> 00:11:28.809 starts searching for information about you, if 00:11:28.809 --> 00:11:31.429 they happen onto your website, it's not going 00:11:31.429 --> 00:11:34.370 to detract them from wanting to work with you. 00:11:34.549 --> 00:11:38.000 And so is it something that I could do? Sure, 00:11:38.120 --> 00:11:40.720 it is, but I'd much rather work with somebody 00:11:40.720 --> 00:11:43.419 either on a private label basis where they develop 00:11:43.419 --> 00:11:46.659 it under my umbrella, or I actually just turn 00:11:46.659 --> 00:11:48.899 to the client and say, listen, I'm just going 00:11:48.899 --> 00:11:51.600 to turn you on to this contact. They're great 00:11:51.600 --> 00:11:54.179 at what they do. Let them develop your website. 00:11:54.340 --> 00:11:55.759 Then you'll come back to me and we'll really 00:11:55.759 --> 00:11:58.840 work on refining the copy. But go to somebody 00:11:58.840 --> 00:12:00.779 who's really, really good. And similar things 00:12:00.779 --> 00:12:04.600 with accounting. I wouldn't begin to start setting 00:12:04.600 --> 00:12:07.970 up somebody's QuickBooks system. or giving them 00:12:07.970 --> 00:12:10.710 advice on how to do their taxes, I would immediately 00:12:10.710 --> 00:12:14.250 find somebody that I trust in my network and 00:12:14.250 --> 00:12:17.529 just refer that person out and hope that within 00:12:17.529 --> 00:12:20.190 that network of people that I have, when someone 00:12:20.190 --> 00:12:22.909 runs into someone who needs the kind of help 00:12:22.909 --> 00:12:26.080 that I provide. that they would refer that person 00:12:26.080 --> 00:12:28.539 to me. And I think that's the most important 00:12:28.539 --> 00:12:32.460 part about that team building when you're a solopreneur 00:12:32.460 --> 00:12:36.080 like I am, is that I can't pretend to have an 00:12:36.080 --> 00:12:38.460 accountant on staff or a bookkeeper on staff. 00:12:38.539 --> 00:12:41.019 I don't. But if someone needs that kind of help, 00:12:41.100 --> 00:12:43.120 I've got good people that I can refer them to. 00:12:44.159 --> 00:12:46.139 I would say, yeah, that's sounding like just 00:12:46.139 --> 00:12:48.360 the age -old importance of networking aspect 00:12:48.360 --> 00:12:51.159 of it, which I think everybody kind of... echoes. 00:12:51.240 --> 00:12:54.019 But yeah, that's a lot of great context. Yes. 00:12:54.059 --> 00:12:56.179 Thank you for those answers there. So to get 00:12:56.179 --> 00:13:00.200 back to kind of your main stuff, what are the 00:13:00.200 --> 00:13:03.639 core features of effective messaging and why 00:13:03.639 --> 00:13:06.720 should we care about implementing those? Well, 00:13:06.879 --> 00:13:15.120 the first pillar in good communication is intentionality. 00:13:15.940 --> 00:13:19.220 Most of the people that I come in contact with, 00:13:19.320 --> 00:13:23.289 and it could be at networking events, group events, 00:13:23.690 --> 00:13:26.850 one -on -one meetings, trade shows, any place 00:13:26.850 --> 00:13:28.889 that you're going to come in contact with other 00:13:28.889 --> 00:13:34.370 people, the majority of the world shows up without 00:13:34.370 --> 00:13:37.830 preparing. There's no intentionality about it. 00:13:37.950 --> 00:13:40.370 People just show up and they wing it. I've got 00:13:40.370 --> 00:13:45.299 this cute anecdote about... I was doing a seminar 00:13:45.299 --> 00:13:47.860 on elevator pitching for one of the networking 00:13:47.860 --> 00:13:50.500 groups here on Long Island. This is a number 00:13:50.500 --> 00:13:53.679 of years ago. And when I went around the room 00:13:53.679 --> 00:13:56.279 just to take an unofficial poll before I started 00:13:56.279 --> 00:13:58.980 getting into the content of teaching an elevator 00:13:58.980 --> 00:14:01.840 pitch the way I do, show of hands, how many people 00:14:01.840 --> 00:14:06.500 prepared for this meeting and practiced an elevator 00:14:06.500 --> 00:14:08.899 pitch before they got here? And we went around 00:14:08.899 --> 00:14:11.659 the room. One guy raised his hand and he said, 00:14:12.279 --> 00:14:15.080 Oh, I was working on my pitch in the car on the 00:14:15.080 --> 00:14:18.480 way over. You know, at least he was honest. And, 00:14:18.480 --> 00:14:21.139 you know, my response back was, number one, you 00:14:21.139 --> 00:14:22.700 know, we're all on the roads with you. Could 00:14:22.700 --> 00:14:24.779 you do me a favor and pay attention to driving 00:14:24.779 --> 00:14:27.100 and not working on your elevator pitch while 00:14:27.100 --> 00:14:29.399 you're driving? But everybody else in the room, 00:14:29.539 --> 00:14:31.860 you know, you just show up and you think that 00:14:31.860 --> 00:14:33.600 you're going to be able to do this pitch well. 00:14:34.139 --> 00:14:37.259 So, you know, the message I think received by 00:14:37.259 --> 00:14:39.779 most of the people and message understood by 00:14:39.779 --> 00:14:42.659 me. Right. It's bad enough that people have a 00:14:42.659 --> 00:14:46.620 fear of public speaking. But the fact that they 00:14:46.620 --> 00:14:49.820 don't prepare for it ahead of time makes it even 00:14:49.820 --> 00:14:53.340 worse because the preparation can really solve 00:14:53.340 --> 00:14:56.580 the issues of the inability to do it. So the 00:14:56.580 --> 00:15:00.340 first one is being intentional about it, understanding 00:15:00.340 --> 00:15:02.480 that you're showing up, you're meeting with other 00:15:02.480 --> 00:15:04.960 people. And Don, what do you want to do? What's 00:15:04.960 --> 00:15:07.330 the purpose? Right. Are you just getting up at 00:15:07.330 --> 00:15:09.190 seven o 'clock in the morning and showing up 00:15:09.190 --> 00:15:12.110 to this meeting to check a box off to say that 00:15:12.110 --> 00:15:15.129 you did it? Or is there some reason that you're 00:15:15.129 --> 00:15:17.850 going there? And when you're there, you want 00:15:17.850 --> 00:15:20.389 to create some kind of interactions so that when 00:15:20.389 --> 00:15:23.389 you leave, you feel like the purpose for going 00:15:23.389 --> 00:15:25.470 to the meeting in the first place was fulfilled. 00:15:26.399 --> 00:15:28.639 So number one is being intentional about it. 00:15:28.659 --> 00:15:30.220 What do I want to accomplish when I'm there? 00:15:30.279 --> 00:15:32.799 Number two is, what am I hoping to get out of 00:15:32.799 --> 00:15:35.139 this when I get there? What do I want out of 00:15:35.139 --> 00:15:38.200 it, right? Now, a lot of people will go around 00:15:38.200 --> 00:15:41.169 and, you know, I think. a lot of people are still 00:15:41.169 --> 00:15:43.269 using business cards i know a lot of people have 00:15:43.269 --> 00:15:45.070 like you know a lot of different apps and things 00:15:45.070 --> 00:15:47.330 now that you know touch my phone and all your 00:15:47.330 --> 00:15:49.870 stuff will get in there i'm still an old school 00:15:49.870 --> 00:15:52.389 believer in business cards i like the whole gesture 00:15:52.389 --> 00:15:56.210 of it but when you go to these meetings and you 00:15:56.210 --> 00:15:58.850 hear other people speaking about what they do 00:15:59.529 --> 00:16:01.490 Were there particular people you were showing 00:16:01.490 --> 00:16:03.649 up at this meeting that you wanted to meet? In 00:16:03.649 --> 00:16:06.990 other words, if I'm an insurance salesperson 00:16:06.990 --> 00:16:11.090 or I'm in real estate or I'm an attorney or you 00:16:11.090 --> 00:16:13.929 fill in the blank, I'm a coach that helps people 00:16:13.929 --> 00:16:17.149 with branding and messaging. I'm, you know, I'm 00:16:17.149 --> 00:16:20.090 going in and I'm looking for people that I feel 00:16:20.090 --> 00:16:22.830 like genuinely need my help. But what's your 00:16:22.830 --> 00:16:25.529 profession? What's your purpose? Who are you 00:16:25.529 --> 00:16:28.389 looking to meet? And so, again, being intentional 00:16:28.389 --> 00:16:31.429 about what you're doing. One of the things that 00:16:31.429 --> 00:16:34.370 I love to say is that, you know, not everybody 00:16:34.370 --> 00:16:39.169 at any particular meeting is a customer of yours. 00:16:39.529 --> 00:16:41.590 Matter of fact, you could go to a meeting with 00:16:41.590 --> 00:16:44.889 30 people and none of those 30 people are your 00:16:44.889 --> 00:16:48.210 customer. But if your message is really clear. 00:16:48.750 --> 00:16:51.629 and your intentions are really clear, I guarantee 00:16:51.629 --> 00:16:54.789 you that everybody at that meeting, all 30 of 00:16:54.789 --> 00:16:56.649 those people at this theoretical meeting we're 00:16:56.649 --> 00:16:59.789 talking about. They all know somebody who needs 00:16:59.789 --> 00:17:02.529 whatever it is you do. So if you're an attorney, 00:17:02.669 --> 00:17:04.609 someone's going to need an attorney out of those 00:17:04.609 --> 00:17:06.849 30 people. Someone they know will eventually 00:17:06.849 --> 00:17:09.410 need an attorney. Someone will eventually be 00:17:09.410 --> 00:17:11.670 moving. They'll need a real estate agent. Somebody 00:17:11.670 --> 00:17:14.289 will eventually need their taxes done. Somebody 00:17:14.289 --> 00:17:16.609 will eventually need a dry cleaner or a coffee 00:17:16.609 --> 00:17:19.210 shop or a restaurant or whatever it is you do. 00:17:19.650 --> 00:17:24.309 And people, again, just, you know, I'll equate 00:17:24.309 --> 00:17:26.609 it to this. They kind of wash in with the tide. 00:17:27.500 --> 00:17:30.400 And then, you know, it's high tide. They're in 00:17:30.400 --> 00:17:32.599 there for the meeting. And then the tide washes 00:17:32.599 --> 00:17:35.859 out. And maybe some stuff gets left behind. Maybe 00:17:35.859 --> 00:17:38.039 some stuff doesn't. But it's not intentional. 00:17:38.829 --> 00:17:41.329 And if you're intentional about it, you're going 00:17:41.329 --> 00:17:43.670 to come out of these meetings with a much better 00:17:43.670 --> 00:17:46.789 sense of, did I accomplish what I was trying 00:17:46.789 --> 00:17:49.390 to do there? And then, of course, there's intentionality 00:17:49.390 --> 00:17:51.990 after the meeting, too. OK, now I got a half 00:17:51.990 --> 00:17:54.710 a dozen business cards. What's my intention of 00:17:54.710 --> 00:17:57.309 these? What do I want to do with these? So I 00:17:57.309 --> 00:17:59.349 find that most people don't really have a method 00:17:59.349 --> 00:18:02.109 for whatever they're doing. They pay to belong 00:18:02.109 --> 00:18:05.059 to the networking group. They show up to the 00:18:05.059 --> 00:18:06.720 meetings and they think that's the beginning 00:18:06.720 --> 00:18:08.440 and end of it. Oh, and while I'm there, I'll 00:18:08.440 --> 00:18:11.440 collect some cards. And there's really no bottom 00:18:11.440 --> 00:18:14.500 line. What am I hoping to get out of this? And 00:18:14.500 --> 00:18:17.160 when you're done with the amount of time that 00:18:17.160 --> 00:18:19.759 you paid for it, did I get out of this what I 00:18:19.759 --> 00:18:22.299 wanted to get out of it? Right? I just spent 00:18:22.299 --> 00:18:24.910 a year doing this. I went to 12 meetings. Did 00:18:24.910 --> 00:18:28.210 I come up with 144, 12 contacts at each one? 00:18:28.410 --> 00:18:30.730 Did I come up with three? Did I get any business 00:18:30.730 --> 00:18:33.109 out of it? Does it make any sense for me to renew 00:18:33.109 --> 00:18:37.269 next year? And again, people just, you know, 00:18:37.269 --> 00:18:40.549 it's kind of like a sheep mentality. Everybody's 00:18:40.549 --> 00:18:42.890 doing it. I'll do it. That's a safe place to 00:18:42.890 --> 00:18:49.630 be. It does also make it easier to make yourself 00:18:49.630 --> 00:18:51.450 a little more separated if you do do a little 00:18:51.450 --> 00:18:53.289 bit of preparation. If so much of the masses 00:18:53.289 --> 00:18:55.650 are are just kind of coming in at high tide, 00:18:55.690 --> 00:18:58.309 as you say, then that kind of a default means 00:18:58.309 --> 00:19:00.549 you don't have to do a huge amount of preparation 00:19:00.549 --> 00:19:02.349 to just show that you've thought about it a little 00:19:02.349 --> 00:19:05.630 bit beforehand, which is nice. Okay, I'm going 00:19:05.630 --> 00:19:06.990 to combine two of these questions here because 00:19:06.990 --> 00:19:08.829 I think you asked or you addressed some of that 00:19:08.829 --> 00:19:11.509 in that response, particularly about what are 00:19:11.509 --> 00:19:13.309 some of the challenges that you're trying to 00:19:13.309 --> 00:19:15.730 help people with. So that was part of the first 00:19:15.730 --> 00:19:17.710 question. And then you also mentioned elevator 00:19:17.710 --> 00:19:20.109 pitches. And so I'm curious, what are some common 00:19:20.109 --> 00:19:22.769 mistakes that you see in people when they're 00:19:22.769 --> 00:19:25.730 developing? their elevator pitches um and then 00:19:25.730 --> 00:19:27.390 any other challenges you want to throw in as 00:19:27.390 --> 00:19:30.230 well sure okay so so let's start with the basics 00:19:30.230 --> 00:19:32.529 about an elevator pitch and it's funny you would 00:19:32.529 --> 00:19:36.309 think this is a little 30 second deal how much 00:19:36.309 --> 00:19:38.430 could really be involved in this but just like 00:19:38.430 --> 00:19:41.660 any speech that you're going to make, you've 00:19:41.660 --> 00:19:44.579 got some kind of point that you want your audience 00:19:44.579 --> 00:19:48.279 to come away with. So for starters, for starters, 00:19:48.380 --> 00:19:50.420 when you're doing an elevator pitch, whether 00:19:50.420 --> 00:19:52.920 it's here in the world of virtual or you're doing 00:19:52.920 --> 00:19:56.279 it actually in person, the good old fashioned 00:19:56.279 --> 00:19:59.640 way, the first thing is that we start to size 00:19:59.640 --> 00:20:03.440 you up before you even begin to speak. So the 00:20:03.440 --> 00:20:05.140 first thing you need to really do is you really 00:20:05.140 --> 00:20:07.079 need to be professional in the way you're showing 00:20:07.079 --> 00:20:10.880 up. in your energy level, your body language, 00:20:11.220 --> 00:20:14.880 your positivity. People like to be around other 00:20:14.880 --> 00:20:18.160 positive people. So slinking into the corner, 00:20:18.440 --> 00:20:22.839 you know, not feeling good about being there, 00:20:22.880 --> 00:20:25.559 being afraid, people sense all that stuff. And 00:20:25.559 --> 00:20:27.160 you'll find that there's a lot of resistance 00:20:27.160 --> 00:20:31.480 to people who behave in that manner. Again, intentional 00:20:31.480 --> 00:20:35.410 preparation, really huge. I like teaching an 00:20:35.410 --> 00:20:37.990 elevator pitch in the following way. You need 00:20:37.990 --> 00:20:41.230 to find something about your product or your 00:20:41.230 --> 00:20:45.390 service that you can tie a question or a statistic 00:20:45.390 --> 00:20:49.069 to that will get people immediately engaged in 00:20:49.069 --> 00:20:52.410 what you do. As a for instance, I will open up 00:20:52.410 --> 00:20:55.009 my typical elevator pitch and say something like 00:20:55.009 --> 00:20:58.809 90 % of the people that I come in contact with 00:20:58.809 --> 00:21:02.500 struggle with their elevator pitch. Their communication 00:21:02.500 --> 00:21:07.079 skills, their personal branding, their fear of 00:21:07.079 --> 00:21:10.220 public speaking. One of those or all of those. 00:21:10.299 --> 00:21:14.039 Nine out of ten people. So if that's you, you 00:21:14.039 --> 00:21:17.079 have no fear to know that you're amongst a lot 00:21:17.079 --> 00:21:20.680 of people. The good news is I can easily help 00:21:20.680 --> 00:21:24.119 you get through all of that and learn how to 00:21:24.119 --> 00:21:27.079 create a positive impression by really helping 00:21:27.079 --> 00:21:30.319 you understand how to develop your pitch. how 00:21:30.319 --> 00:21:33.000 to execute it so that going forward, it's a skill 00:21:33.000 --> 00:21:35.680 you'll have for the rest of your life. And so 00:21:35.680 --> 00:21:39.359 that statistic at the top, the idea there is 00:21:39.359 --> 00:21:42.039 to get people interested in something that involves 00:21:42.039 --> 00:21:45.259 them, right? You know, if you're an insurance 00:21:45.259 --> 00:21:47.960 agent, right? Do you have a young family that 00:21:47.960 --> 00:21:51.720 might be left unprotected if you suddenly passed 00:21:51.720 --> 00:21:55.029 away and left them with no money? Right. This 00:21:55.029 --> 00:21:56.750 is something that, you know, somebody who is 00:21:56.750 --> 00:21:59.529 the breadwinner or is responsible for their children 00:21:59.529 --> 00:22:02.529 should hear and immediately be alarmed about 00:22:02.529 --> 00:22:05.670 because they're not protected there. Right. So 00:22:05.670 --> 00:22:08.049 we want to say something at the top that draws 00:22:08.049 --> 00:22:10.589 everybody in, gets everybody thinking, I need 00:22:10.589 --> 00:22:12.349 to hear a little bit more about this. There's 00:22:12.349 --> 00:22:14.630 something interesting about what this person 00:22:14.630 --> 00:22:17.269 is saying. And then, of course, we want to develop 00:22:17.269 --> 00:22:20.450 something unique about what we do. Right. So 00:22:20.450 --> 00:22:22.769 in my case, once I say that 90 percent of the 00:22:22.769 --> 00:22:26.700 people. struggle with this. Don't worry. I've 00:22:26.700 --> 00:22:28.660 got really great methods for helping you get 00:22:28.660 --> 00:22:30.259 through this. It's something I'm really good 00:22:30.259 --> 00:22:32.660 at doing with people. It puts people at ease. 00:22:32.799 --> 00:22:35.019 Oh, I do struggle with this. Maybe this is a 00:22:35.019 --> 00:22:37.579 guy that I should be in touch with. Some of the 00:22:37.579 --> 00:22:41.920 common mistakes people make. First one, second 00:22:41.920 --> 00:22:44.220 one. First one is always not being prepared, 00:22:44.440 --> 00:22:48.960 but using what I will call SAT or collegiate 00:22:48.960 --> 00:22:53.259 words in their pitch. In an effort, to try to 00:22:53.259 --> 00:22:57.180 make themselves sound smarter, they actually 00:22:57.180 --> 00:23:00.660 have a tendency to confuse the audience. And 00:23:00.660 --> 00:23:03.900 it's an interesting part about sales. A confused 00:23:03.900 --> 00:23:06.940 customer never buys. Well, somebody who's confused 00:23:06.940 --> 00:23:10.000 about your elevator pitch doesn't typically raise 00:23:10.000 --> 00:23:12.119 their hand and tell you they didn't understand 00:23:12.119 --> 00:23:14.480 what you were saying because it puts them in 00:23:14.480 --> 00:23:17.079 a bad light. And so people will just sit around 00:23:17.079 --> 00:23:19.420 the room and nod their heads and let you do that, 00:23:19.519 --> 00:23:21.019 but they really don't know what you're talking 00:23:21.019 --> 00:23:23.730 about. The other problem with that is if someone 00:23:23.730 --> 00:23:26.630 doesn't know a word and their brain starts thinking 00:23:26.630 --> 00:23:28.670 about what's that word, I need to know it, I 00:23:28.670 --> 00:23:30.930 don't want to sound dumb, they're no longer listening 00:23:30.930 --> 00:23:33.829 to the rest of your pitch. A couple of other 00:23:33.829 --> 00:23:37.349 ones. A really good elevator pitch is 30, 40 00:23:37.349 --> 00:23:41.049 seconds max. So it's really important that, you 00:23:41.049 --> 00:23:43.130 know, we all have one of these now attached to 00:23:43.130 --> 00:23:45.990 us. Record yourself. Watch yourself doing the 00:23:45.990 --> 00:23:48.430 pitch. See how long you're going. See if you're 00:23:48.430 --> 00:23:51.940 interesting. at all, which is really, really 00:23:51.940 --> 00:23:55.539 important as well to be self -critical about 00:23:55.539 --> 00:24:00.359 what you're doing. And the last one, an effective 00:24:00.359 --> 00:24:02.759 elevator pitch, and a lot of people make this 00:24:02.759 --> 00:24:06.380 mistake, Don, has nothing to do with sales. Nobody 00:24:06.380 --> 00:24:10.400 is buying your house, your business, your product, 00:24:10.420 --> 00:24:13.160 any of these things based on your elevator pitch. 00:24:13.710 --> 00:24:16.210 they're not you're not selling what you're trying 00:24:16.210 --> 00:24:19.650 to do is get somebody interested in having a 00:24:19.650 --> 00:24:23.730 longer conversation with you or going to your 00:24:23.730 --> 00:24:27.210 website or asking for a business card so that 00:24:27.210 --> 00:24:30.230 they can be further engaged later after your 00:24:30.230 --> 00:24:33.069 meeting after you've had the chance to do that 00:24:33.069 --> 00:24:35.890 so people make this mistake oh i did my pitch 00:24:35.890 --> 00:24:39.210 and no one purchased my solar roof system they're 00:24:39.210 --> 00:24:42.009 not going to what you want to do is say to somebody 00:24:42.559 --> 00:24:46.099 Hey, did you know that literally, literally, 00:24:46.200 --> 00:24:49.720 I can save you X amount of money by installing 00:24:49.720 --> 00:24:53.019 solar panels on your roof? The state has a program 00:24:53.019 --> 00:24:55.839 that will enable you to make a minimum investment 00:24:55.839 --> 00:24:58.559 to do this. If you've got questions about it, 00:24:58.599 --> 00:25:00.980 I'd love to answer them for you. It's a free 00:25:00.980 --> 00:25:06.619 consultation. Get in touch with me. It's a foot 00:25:06.619 --> 00:25:09.799 in the door. That's all it is. That's all it 00:25:09.799 --> 00:25:12.799 is. And people constantly feel disappointed or 00:25:12.799 --> 00:25:15.099 let down because they did their pitch. And now 00:25:15.099 --> 00:25:17.019 they're looking around the room to see, you know, 00:25:17.019 --> 00:25:19.339 who's got their pen out, you know, to sign a 00:25:19.339 --> 00:25:21.460 sales contract. And it's just not like that. 00:25:23.240 --> 00:25:25.660 I was drawn to the first part of this that you 00:25:25.660 --> 00:25:27.819 mentioned, particularly even before you start 00:25:27.819 --> 00:25:29.960 speaking and you're getting sized up based on 00:25:29.960 --> 00:25:32.740 energy and positivity and body language. All 00:25:32.740 --> 00:25:35.339 that in my mind can kind of be grouped into charisma. 00:25:35.980 --> 00:25:39.039 So how do you practice developing charisma? Because 00:25:39.039 --> 00:25:41.319 I think some of these other things feel more 00:25:41.319 --> 00:25:44.039 like, you know, you can write down what your 00:25:44.039 --> 00:25:45.779 pitch is on paper and you can refine it. But 00:25:45.779 --> 00:25:49.079 I feel like charisma is something that is a little 00:25:49.079 --> 00:25:53.619 more abstract. practice developing charisma. 00:25:54.019 --> 00:25:57.259 Well, look, you know, it's true. You know, this 00:25:57.259 --> 00:26:01.119 again is something that's a skill that somebody 00:26:01.119 --> 00:26:06.000 has to work on, right? People generally want 00:26:06.000 --> 00:26:08.660 to be around other people that are curious and 00:26:08.660 --> 00:26:11.920 that are engaging and again, are confident, right? 00:26:12.000 --> 00:26:14.160 And there's a big difference between confident 00:26:14.160 --> 00:26:16.740 and cocky. You know, you don't want to walk into 00:26:16.740 --> 00:26:19.819 a room like everybody else is lucky to be in 00:26:19.819 --> 00:26:22.230 the room with you. But you generally want to 00:26:22.230 --> 00:26:24.390 have a good energy level and feel really good 00:26:24.390 --> 00:26:27.549 about going. And so a lot of times people will 00:26:27.549 --> 00:26:30.470 bring their issues with them to wherever they're 00:26:30.470 --> 00:26:33.089 going. Whatever was going on before you walked 00:26:33.089 --> 00:26:35.910 into the room, you've heard this expression, 00:26:36.230 --> 00:26:38.869 check your ego at the door. Everybody else has 00:26:38.869 --> 00:26:41.630 all their issues also. You're now showing up 00:26:41.630 --> 00:26:45.220 and in a sense, it's showtime. Right. It's showtime. 00:26:45.920 --> 00:26:49.900 Even if you've never acted in a play or been 00:26:49.900 --> 00:26:52.180 in some situation where you had to play out a 00:26:52.180 --> 00:26:55.519 part in front of other people, you now are. Right. 00:26:55.599 --> 00:26:58.400 This is essentially a stage. You've got an audience. 00:26:58.900 --> 00:27:01.220 You need to feel good about what you're wearing 00:27:01.220 --> 00:27:03.579 that, you know, people think that. You know, 00:27:03.599 --> 00:27:05.720 you look good or you at least look the part, 00:27:05.819 --> 00:27:08.099 you're dressed the part for, you know, what you're 00:27:08.099 --> 00:27:10.660 playing today. And you need to really think about 00:27:10.660 --> 00:27:14.640 it like that. You know, a lot of this lack of 00:27:14.640 --> 00:27:18.799 confidence or lack of charisma is all based in 00:27:18.799 --> 00:27:21.660 fear, right? I'm afraid people are going to reject 00:27:21.660 --> 00:27:23.640 me. I'm afraid people are not going to buy my 00:27:23.640 --> 00:27:25.799 product. I'm afraid people are not going to like 00:27:25.799 --> 00:27:29.240 me. And when you go into a meeting with any of 00:27:29.240 --> 00:27:33.069 that mindset predisposed to the negative, Very 00:27:33.069 --> 00:27:35.450 often, that's exactly what you're going to give 00:27:35.450 --> 00:27:38.130 off and people can sense that. To the contrary, 00:27:38.390 --> 00:27:40.910 if you walk into the room and you're dressed 00:27:40.910 --> 00:27:42.690 well and you feel like, hey, look, you know, 00:27:43.190 --> 00:27:47.289 I'm not whoever, whoever you're, you know, I'm 00:27:47.289 --> 00:27:49.910 not Ryan Reynolds. You know, I'm not, you know, 00:27:49.910 --> 00:27:53.380 who was, you know, in the. And the Barbie movies, 00:27:53.519 --> 00:27:55.660 you know, these super attractive people. But 00:27:55.660 --> 00:27:58.299 we have to work with the palette that we have, 00:27:58.380 --> 00:28:00.559 right? That's who we are. But the one thing we 00:28:00.559 --> 00:28:04.500 can do is show up neatly dressed, professional, 00:28:04.819 --> 00:28:08.000 prepared, on time, right? That's another one. 00:28:08.039 --> 00:28:10.380 People show up to these meetings and they're 00:28:10.380 --> 00:28:12.299 shuffling in late and they've got all kinds of 00:28:12.299 --> 00:28:14.319 papers hanging out of their briefcases and things 00:28:14.319 --> 00:28:17.940 like that. All of these things, we as human beings, 00:28:18.039 --> 00:28:21.849 it's almost like... you know, if anybody in your 00:28:21.849 --> 00:28:25.630 audience can relate to the Terminator movies, 00:28:25.910 --> 00:28:28.349 right? The Terminator robots that like, you know, 00:28:28.349 --> 00:28:30.450 they immediately come in contact with a human 00:28:30.450 --> 00:28:33.410 being and, you know, they use this great graphic 00:28:33.410 --> 00:28:36.380 of. you know, the computer inside the robot's 00:28:36.380 --> 00:28:39.259 head doing all these advanced calculations and 00:28:39.259 --> 00:28:41.500 metrics about this person. Are they a threat? 00:28:41.640 --> 00:28:44.400 Are they okay? How do I deal with this person? 00:28:44.539 --> 00:28:47.099 Do I just want to make this? And our minds really 00:28:47.099 --> 00:28:50.200 do work like that. And so we're making all these 00:28:50.200 --> 00:28:53.339 evaluations immediately. And so when you are 00:28:53.339 --> 00:28:56.940 dressed the part, when you feel confident about 00:28:56.940 --> 00:28:59.660 who you are, Other people will sense that about 00:28:59.660 --> 00:29:02.319 you. Now, not everybody, but we all have to realize 00:29:02.319 --> 00:29:05.460 too that not everybody is meant for everybody 00:29:05.460 --> 00:29:09.460 else. But the idea of not being mortally wounded 00:29:09.460 --> 00:29:12.680 because somebody wasn't interested in your pitch 00:29:12.680 --> 00:29:15.759 or when you went to shake their hand, they went 00:29:15.759 --> 00:29:18.200 to have a conversation with somebody else or 00:29:18.200 --> 00:29:20.920 there was some kind of awkward silence is just 00:29:20.920 --> 00:29:22.900 not the end of the world. And we just have to 00:29:22.900 --> 00:29:25.619 be intentional about our feelings there too. 00:29:25.819 --> 00:29:28.269 Hey. you know what, the next meeting I'm going 00:29:28.269 --> 00:29:30.109 to go to, I'm going to go in and I'm going to 00:29:30.109 --> 00:29:32.529 try to do this. This is my intention. I want 00:29:32.529 --> 00:29:35.170 to meet a half a dozen people. I want to make 00:29:35.170 --> 00:29:37.589 real solid connections. I'm going to show up 00:29:37.589 --> 00:29:40.250 on time. I'm going to have some interesting conversations 00:29:40.250 --> 00:29:42.809 with people. And that's my goal for the meeting. 00:29:43.150 --> 00:29:45.369 And that really, you know, as somebody who's 00:29:45.369 --> 00:29:47.430 new to networking, that would be a great place 00:29:47.430 --> 00:29:50.569 to start. And then you just hone your skill going 00:29:50.569 --> 00:29:53.230 forward, get more comfortable with who you are, 00:29:53.289 --> 00:29:55.529 get more comfortable with your public speaking. 00:29:55.630 --> 00:29:58.329 And we haven't really talked about storytelling 00:29:58.329 --> 00:30:01.390 at all. But, you know, once you get past that 00:30:01.390 --> 00:30:04.650 initial conversation, right, it might not be 00:30:04.650 --> 00:30:06.769 an elevator pitch. Maybe it's a personal pitch 00:30:06.769 --> 00:30:10.490 about, you know, about. You're going to a more 00:30:10.490 --> 00:30:13.390 social meeting than a business meeting. And again, 00:30:13.470 --> 00:30:15.670 you want to break the ice. And so, you know, 00:30:15.670 --> 00:30:17.450 what are some interesting things that you can 00:30:17.450 --> 00:30:21.230 talk about that are not so deep that somebody 00:30:21.230 --> 00:30:23.430 is not going to know what it is, but are not 00:30:23.430 --> 00:30:25.309 so on the surface either about, you know, we 00:30:25.309 --> 00:30:27.609 can all talk about the weather or we can all 00:30:27.609 --> 00:30:30.269 try to talk about the game last night. But, you 00:30:30.269 --> 00:30:31.869 know, we can come up with, you know, with other 00:30:31.869 --> 00:30:34.930 interesting things, you know, about, you know, 00:30:35.130 --> 00:30:36.809 hey, you know, the last time I went to one of 00:30:36.809 --> 00:30:39.339 these meetings. You know, this happened. Do you 00:30:39.339 --> 00:30:41.819 ever find that happens to you? And just again, 00:30:41.980 --> 00:30:45.859 get somebody engaged and speaking and then be 00:30:45.859 --> 00:30:48.559 quiet and listen to them. You know, people love 00:30:48.559 --> 00:30:50.500 that. They love somebody who will listen to them. 00:30:50.740 --> 00:30:52.880 And, you know, the majority of us are probably 00:30:52.880 --> 00:31:00.759 not listened to nearly enough. Right. Yeah, I 00:31:00.759 --> 00:31:02.319 like that. I like that you brought up storytelling. 00:31:02.559 --> 00:31:05.240 I feel like that is that's one that you hear 00:31:05.240 --> 00:31:07.269 that and you immediately think of. Kind of like 00:31:07.269 --> 00:31:09.109 kids getting rid of bedtime stories or something 00:31:09.109 --> 00:31:12.789 like that. But it's such a pervasive technique 00:31:12.789 --> 00:31:16.769 that captures people in so many more areas than 00:31:16.769 --> 00:31:19.829 that. So I'm glad you brought that up. Just in 00:31:19.829 --> 00:31:21.170 the interest of time, just to keep moving along. 00:31:22.210 --> 00:31:25.490 How does communicating with different audiences 00:31:25.490 --> 00:31:29.809 impact your approach to messaging? Well, of course, 00:31:29.829 --> 00:31:32.809 right. It's a great question. I mean, you know. 00:31:34.740 --> 00:31:37.519 Again, you've got to have the intention of when 00:31:37.519 --> 00:31:39.559 you're going and speaking to different audiences, 00:31:39.660 --> 00:31:42.460 who, you know, who is in the audience and what 00:31:42.460 --> 00:31:46.160 can you do to tailor your particular talk? Like, 00:31:46.180 --> 00:31:48.980 for instance, you know, I'm doing a talk this 00:31:48.980 --> 00:31:52.880 week, actually, you know, not really in your 00:31:52.880 --> 00:31:56.380 neck of the woods, but in Virginia. And it's 00:31:56.380 --> 00:32:02.150 at the ECPI University. What we're trying to 00:32:02.150 --> 00:32:05.089 do there is tailor the elevator pitches that 00:32:05.089 --> 00:32:09.549 they utilize for their company to either be appealing 00:32:09.549 --> 00:32:12.130 to companies that might want to have a partnership 00:32:12.130 --> 00:32:14.869 with them that offers some kind of scholarship 00:32:14.869 --> 00:32:20.390 toward grad school, or they want to develop externships. 00:32:20.650 --> 00:32:23.470 with uh with companies that will hire students 00:32:23.470 --> 00:32:25.650 on a short -term basis or even bring them in 00:32:25.650 --> 00:32:28.609 on a short -term basis in terms of what it is 00:32:28.609 --> 00:32:32.569 so while the the overall workshop that i'm doing 00:32:32.569 --> 00:32:36.569 is on how to power up your elevator pitch we 00:32:36.569 --> 00:32:39.309 do you know i will take the time and have developed 00:32:39.309 --> 00:32:42.089 unique points that are specific to this client 00:32:42.839 --> 00:32:45.420 that we can incorporate into that talk. So now 00:32:45.420 --> 00:32:48.299 it's no longer just generic. You need to come 00:32:48.299 --> 00:32:50.220 up with a statistic that makes it interesting. 00:32:50.500 --> 00:32:53.500 I've actually developed statistics and facts 00:32:53.500 --> 00:32:56.099 and interesting things that relate specifically 00:32:56.099 --> 00:33:00.519 to this client and how the client's staff would 00:33:00.519 --> 00:33:04.660 utilize what I teach in order to attract more 00:33:04.660 --> 00:33:10.029 business for the school. But, you know, and just 00:33:10.029 --> 00:33:12.250 to go a little further, you know, if you're addressing 00:33:12.250 --> 00:33:15.329 first time business owners, right, then you really 00:33:15.329 --> 00:33:18.450 want to be talking about things that would be, 00:33:18.450 --> 00:33:22.309 you know, revolving around startup. Have you 00:33:22.309 --> 00:33:25.569 incorporated, you know, what is your initial 00:33:25.569 --> 00:33:28.190 website look like? Have you developed a why statement 00:33:28.190 --> 00:33:30.529 about your business? Whereas if we're talking 00:33:30.529 --> 00:33:34.150 about bigger customers, bigger companies, then 00:33:34.150 --> 00:33:36.630 maybe we want to focus in on things like, right, 00:33:36.670 --> 00:33:40.029 you've got a customer base. Is anybody now inside 00:33:40.029 --> 00:33:43.130 your company working on a second, third, fourth 00:33:43.130 --> 00:33:46.430 opportunity that might apply to the same customers 00:33:46.430 --> 00:33:49.470 that you have already? And a lot of times companies 00:33:49.470 --> 00:33:51.730 don't realize this. They've got a loyal base 00:33:51.730 --> 00:33:56.349 of customers. Simple example, you know, I'm Nike 00:33:56.349 --> 00:34:00.619 and I've got a great business. with obviously 00:34:00.619 --> 00:34:04.059 athletic shoes, right? But someone's going to 00:34:04.059 --> 00:34:05.599 use those shoes. They're going to go out and 00:34:05.599 --> 00:34:08.280 run. What can I give them to go out and run in? 00:34:08.380 --> 00:34:10.480 Oh, of course, let's give them socks. Oh, let's 00:34:10.480 --> 00:34:12.500 give them shorts. Let's give them sweatshirts 00:34:12.500 --> 00:34:15.420 and hats and all of that. So whereas the company 00:34:15.420 --> 00:34:19.599 built a loyal following based on just the foot, 00:34:19.599 --> 00:34:22.280 the footwear, what did it turn into? You know, 00:34:22.320 --> 00:34:25.659 now it's an overall apparel company because they 00:34:25.659 --> 00:34:28.809 had people that were loyal to the sneakers. and 00:34:28.809 --> 00:34:30.789 said, hey, they make good sneakers, I'll bet 00:34:30.789 --> 00:34:32.349 they'll make a good t -shirt, bet they'll make 00:34:32.349 --> 00:34:34.369 a good hat, I bet they'll make a good sweatshirt, 00:34:34.369 --> 00:34:36.170 and I'll bet they'll make good stuff for golf 00:34:36.170 --> 00:34:38.449 and for tennis and all these other things. So 00:34:38.449 --> 00:34:43.949 very often, you've got to cater that speech to 00:34:43.949 --> 00:34:46.010 the level of customer that you're talking to. 00:34:46.150 --> 00:34:48.510 So now if I've got people who have been in business 00:34:48.510 --> 00:34:51.690 for 15 years, they're looking for new avenues 00:34:51.690 --> 00:34:54.519 of growth within their companies. Well, A lot 00:34:54.519 --> 00:34:56.760 of times they don't have the creativity internally 00:34:56.760 --> 00:35:00.119 to come up with new things that their existing 00:35:00.119 --> 00:35:03.719 customer base might adopt and might appreciate 00:35:03.719 --> 00:35:06.800 and might utilize based on the integrity of the 00:35:06.800 --> 00:35:10.539 brand and borrowing it from the essence, from 00:35:10.539 --> 00:35:13.059 the startup of where it all happened. Nike is 00:35:13.059 --> 00:35:18.320 a great example of that. Yeah, I think I'm sure 00:35:18.320 --> 00:35:19.980 another variable in that is you mentioned earlier 00:35:19.980 --> 00:35:23.980 the. not using really long SAT words or something 00:35:23.980 --> 00:35:26.300 like that or different types of jargon. And I'm 00:35:26.300 --> 00:35:28.559 sure that is also a variable in your audience 00:35:28.559 --> 00:35:31.860 as well. So one other question for you, two other 00:35:31.860 --> 00:35:35.159 actually ones. This is not necessarily maybe 00:35:35.159 --> 00:35:37.079 your field of expertise, but I'm just curious 00:35:37.079 --> 00:35:39.059 what your thoughts are from somebody in a different 00:35:39.059 --> 00:35:41.960 field than I typically occupy. So what do you 00:35:41.960 --> 00:35:44.380 believe are some of the most important ways that 00:35:44.380 --> 00:35:47.559 AI will impact society, maybe in your field or 00:35:47.559 --> 00:35:51.329 the business field or society in general? Right. 00:35:51.489 --> 00:35:54.409 That's a great question also, Don. Look, there's 00:35:54.409 --> 00:35:59.389 no doubt the AI is here to stay. I mean, you 00:35:59.389 --> 00:36:02.329 know, I will even say that about two weeks ago, 00:36:02.409 --> 00:36:06.150 I got a post on Instagram and the person in the 00:36:06.150 --> 00:36:09.789 post was not real. And it took me a few minutes 00:36:09.789 --> 00:36:13.210 to actually realize that that was the case. And 00:36:13.210 --> 00:36:17.489 while AI and things like ChatGPT can supply a 00:36:17.489 --> 00:36:21.039 great base of business, they're still not really 00:36:21.039 --> 00:36:24.019 going to be able to get into a conversation that 00:36:24.019 --> 00:36:26.920 you and I are going to have in terms of what 00:36:26.920 --> 00:36:30.019 are your real needs. From a generic standpoint, 00:36:30.559 --> 00:36:35.260 sure. I can absolutely say, you know, I need 00:36:35.260 --> 00:36:38.280 a few points about elevator pitch that are key. 00:36:39.079 --> 00:36:41.280 But if I really want to bore into your specific 00:36:41.280 --> 00:36:43.900 elevator pitch, I really need to take the time 00:36:43.900 --> 00:36:46.519 and understand who you are and what you're about 00:36:46.519 --> 00:36:49.780 and refine that and put it into my own language. 00:36:50.179 --> 00:36:53.420 Because very often, you know, people don't realize 00:36:53.420 --> 00:36:55.420 that you can see kind of right through this. 00:36:55.460 --> 00:36:59.480 I'll go into LinkedIn as a perfect example. And 00:36:59.480 --> 00:37:02.900 someone will have a description of about, you 00:37:02.900 --> 00:37:04.880 know, they got this about section and it's about 00:37:04.880 --> 00:37:11.480 them. vanilla ice cream it is in terms of somebody's 00:37:11.480 --> 00:37:14.380 description. They've actually gone into ChatGPT 00:37:14.380 --> 00:37:17.000 or another service like that and said, hey, I'm 00:37:17.000 --> 00:37:20.159 an economics major and I'm trying to get a job 00:37:20.159 --> 00:37:23.159 on Wall Street. Can you create a good about me 00:37:23.159 --> 00:37:27.179 that looks like this is who I am? And as soon 00:37:27.179 --> 00:37:29.300 as I read it, I can see that it's been completely 00:37:29.300 --> 00:37:32.420 done by AI and it really has nothing specifically 00:37:32.420 --> 00:37:35.059 to do with the person. And that's the last thing 00:37:35.059 --> 00:37:37.500 in the world that you want to do. So I would 00:37:37.500 --> 00:37:40.619 say, look, It's a great way to build a foundation 00:37:40.619 --> 00:37:43.039 of something that you want to start working on 00:37:43.039 --> 00:37:45.219 because it'll do a lot of the research for you. 00:37:45.340 --> 00:37:48.059 But ultimately, whatever you're doing, you want 00:37:48.059 --> 00:37:51.159 it to be in your voice. You want to be the uniqueness 00:37:51.159 --> 00:37:54.780 that's in that because that can't be replaced. 00:37:55.059 --> 00:37:57.579 That can't be replaced, right? Your voice, your 00:37:57.579 --> 00:38:00.960 unique point of view. The experiences that I've 00:38:00.960 --> 00:38:02.780 had working for all those companies that you 00:38:02.780 --> 00:38:06.340 named earlier on, Universal and Disney and Revlon 00:38:06.340 --> 00:38:08.820 and selling to Walmart and Target and all these 00:38:08.820 --> 00:38:12.480 other places, give me a unique voice that a chat 00:38:12.480 --> 00:38:18.760 GPT message can't replace. I really appreciate 00:38:18.760 --> 00:38:21.699 that perspective. Yeah, I feel like that resonates 00:38:21.699 --> 00:38:23.559 with a lot of people, but hearing it spelled 00:38:23.559 --> 00:38:27.820 out that way is very helpful. Yeah, I'm working 00:38:27.820 --> 00:38:29.630 on a... I just gave a presentation yesterday 00:38:29.630 --> 00:38:33.250 actually about scientists using AI and like where 00:38:33.250 --> 00:38:35.909 the boundaries are of when we can use it without 00:38:35.909 --> 00:38:37.630 kind of degrading our critical thinking skills. 00:38:38.230 --> 00:38:41.449 And I think a lot of what you said is very relevant 00:38:41.449 --> 00:38:43.590 there in terms of making sure that your voice 00:38:43.590 --> 00:38:46.010 and your sprinkle of personality or whatever 00:38:46.010 --> 00:38:50.429 you're adding to it is kept sacred really in 00:38:50.429 --> 00:38:52.449 terms of what comes out of the product there. 00:38:54.139 --> 00:38:56.579 Okay. One last question for you. We're getting 00:38:56.579 --> 00:38:59.179 up on there. So what's just a general piece of 00:38:59.179 --> 00:39:01.440 advice that is important to you that you could 00:39:01.440 --> 00:39:05.380 leave us with? Okay. So here's what I'd love 00:39:05.380 --> 00:39:08.340 to leave everybody that gets to hear this is, 00:39:08.420 --> 00:39:12.440 look, recognize that regardless of where you 00:39:12.440 --> 00:39:19.039 are in your life cycle, right? I'm a bit older 00:39:19.039 --> 00:39:23.369 than you, Don. You're still in school. No matter 00:39:23.369 --> 00:39:27.409 who you are, you have already had a tremendous 00:39:27.409 --> 00:39:31.590 set of experiences that are really worthwhile 00:39:31.590 --> 00:39:35.670 in terms of your ability to connect with potential 00:39:35.670 --> 00:39:38.489 employers, to connect with potential friends, 00:39:38.650 --> 00:39:41.610 business associates, colleagues, and all the 00:39:41.610 --> 00:39:45.269 rest of it. Take the time to think about the 00:39:45.269 --> 00:39:48.929 things that you've been through already and how 00:39:48.929 --> 00:39:52.179 they've made an impression on you. Or what the 00:39:52.179 --> 00:39:55.639 result of them. were this is not a challenge 00:39:55.639 --> 00:39:58.460 to put together a resume this is a challenge 00:39:58.460 --> 00:40:01.079 to put together the experiences that you've had 00:40:01.079 --> 00:40:03.639 and the lessons that you've learned as a result 00:40:03.639 --> 00:40:06.460 of what you've been through so earlier when i 00:40:06.460 --> 00:40:09.380 related that story about um you know being a 00:40:09.380 --> 00:40:13.199 10 year old kid in uh in summer camp that that's 00:40:13.199 --> 00:40:16.980 never going to show up on on a resume or a skill 00:40:16.980 --> 00:40:19.679 set and yet when somebody says right you know 00:40:19.679 --> 00:40:21.820 how did you know like you did earlier that this 00:40:21.820 --> 00:40:23.940 was something that you wanted to endeavor into, 00:40:24.059 --> 00:40:26.619 the fact that I've taken the time to reflect 00:40:26.619 --> 00:40:30.400 back on my life and pull these experiences out 00:40:30.400 --> 00:40:33.820 and actually write about them in terms of stories. 00:40:34.590 --> 00:40:38.710 becomes an inventory that is uniquely yours. 00:40:38.869 --> 00:40:40.929 And when you take the time to do that, you begin 00:40:40.929 --> 00:40:44.170 to realize that you are the only person that 00:40:44.170 --> 00:40:47.150 brings these things, these experiences to the 00:40:47.150 --> 00:40:49.449 table. Now, another thing that you might find 00:40:49.449 --> 00:40:51.730 when you do that is, you know, I'll very often 00:40:51.730 --> 00:40:54.610 say to a student, you know, okay, what profession 00:40:54.610 --> 00:40:57.210 do you want to go into? You know, someone said 00:40:57.210 --> 00:40:59.590 to me, you know, recently that, you know, they 00:40:59.590 --> 00:41:03.349 wanted to go into the medical field. And I said, 00:41:03.389 --> 00:41:05.889 why? Well, because I like helping people. Why? 00:41:06.989 --> 00:41:10.210 Because I know that I can make a good living 00:41:10.210 --> 00:41:12.550 there. But why do you really want, why is this 00:41:12.550 --> 00:41:14.809 something that's meaningful to you? And as we 00:41:14.809 --> 00:41:18.510 peeled the layers of the onion, more or less 00:41:18.510 --> 00:41:21.869 on this person's young life or story, turns out 00:41:21.869 --> 00:41:24.230 that when they were really young, their parent 00:41:24.230 --> 00:41:27.820 was a nurse. And they got taken to work one day 00:41:27.820 --> 00:41:32.320 and were incredibly impressed by the interactions 00:41:32.320 --> 00:41:36.480 that this student mother was having with their 00:41:36.480 --> 00:41:39.980 patients. And it really left an indelible mark 00:41:39.980 --> 00:41:42.940 on them that they hadn't thought about until 00:41:42.940 --> 00:41:46.019 we were having this discussion about why they 00:41:46.019 --> 00:41:48.039 wanted to go into medicine in the first place. 00:41:48.360 --> 00:41:50.679 Now, so there's a couple of reasons that that's 00:41:50.679 --> 00:41:53.699 really beneficial. One, it definitely takes you 00:41:53.699 --> 00:41:55.639 back to something that you've got a real interest 00:41:55.639 --> 00:41:59.960 in that happened at a very early age when it 00:41:59.960 --> 00:42:02.980 made an impression on you. But two, when you 00:42:02.980 --> 00:42:06.199 get the opportunity now in an interview to speak 00:42:06.199 --> 00:42:09.019 with somebody who needs to be impressed with 00:42:09.019 --> 00:42:11.079 you and you think about, you know, an imaginary 00:42:11.079 --> 00:42:14.389 hallway. with 45 other students interviewing 00:42:14.389 --> 00:42:18.090 for the same internship or the same job or the 00:42:18.090 --> 00:42:20.769 same residency. And the person sitting behind 00:42:20.769 --> 00:42:23.050 the desk doing the interview is hearing the same 00:42:23.050 --> 00:42:26.750 rote chat GPT answers to their questions all 00:42:26.750 --> 00:42:30.010 day long. And this person who I had the opportunity 00:42:30.010 --> 00:42:33.570 to impact says, you know, medicine really means 00:42:33.570 --> 00:42:37.050 a lot to me because when I was 10, I got to go 00:42:37.050 --> 00:42:39.730 to work with my mother who was a nurse. And I 00:42:39.730 --> 00:42:42.800 was so... absolutely taken back by the relationships 00:42:42.800 --> 00:42:45.440 she had with her patients that I thought, you 00:42:45.440 --> 00:42:47.000 know, this is something that I might really want 00:42:47.000 --> 00:42:51.139 to go into someday. That story, that story is 00:42:51.139 --> 00:42:53.260 the one that the person doing all these interviews 00:42:53.260 --> 00:42:57.920 with other students will remember. And so that's 00:42:57.920 --> 00:43:00.000 somebody who really cares about whether or not 00:43:00.000 --> 00:43:02.340 they get a job here. They're not just doing it 00:43:02.340 --> 00:43:04.619 to check a box or because they heard this was 00:43:04.619 --> 00:43:07.599 a good profession to go into. So taking stock, 00:43:07.699 --> 00:43:11.500 I call it actually. for my clients, mining your 00:43:11.500 --> 00:43:15.679 history for storytelling gold. And I actually 00:43:15.679 --> 00:43:18.119 have a list of about on a, on a Google spreadsheet 00:43:18.119 --> 00:43:22.820 of about 60 different threads of different lessons 00:43:22.820 --> 00:43:25.179 along the way. And by the way, they weren't all 00:43:25.179 --> 00:43:28.119 good. Some of them weren't so good, but nonetheless, 00:43:28.300 --> 00:43:31.019 there's something to pull out of them that somewhere 00:43:31.019 --> 00:43:35.519 down the line will come in handy for me. to weave 00:43:35.519 --> 00:43:38.480 into a presentation I'm doing and really leave 00:43:38.480 --> 00:43:40.940 a memorable impression with somebody. So I would 00:43:40.940 --> 00:43:43.079 say it's one of the most important things beyond 00:43:43.079 --> 00:43:46.059 all that other intentional stuff you and I spoke 00:43:46.059 --> 00:43:48.900 about, Don, was to really take a look at yourself 00:43:48.900 --> 00:43:52.500 and pull the stories out that make you unique 00:43:52.500 --> 00:43:54.940 because it does one other thing besides make 00:43:54.940 --> 00:43:57.900 you interesting. It makes you really proud of 00:43:57.900 --> 00:44:00.800 who you are and what you've been through. And 00:44:00.800 --> 00:44:03.699 that pride... We'll start to show through in 00:44:03.699 --> 00:44:05.840 all the other interactions that you have with 00:44:05.840 --> 00:44:08.599 people because you'll start to realize how special 00:44:08.599 --> 00:44:12.739 you actually are in a world of billions of people. 00:44:13.139 --> 00:44:19.639 Nobody else has your stories. I feel like we 00:44:19.639 --> 00:44:21.539 just have to end there. That's such a beautiful 00:44:21.539 --> 00:44:24.159 way to end that. Yeah, that also is a great way 00:44:24.159 --> 00:44:26.139 to practice the charisma. Also, if you do that, 00:44:26.159 --> 00:44:28.460 all that mining, as you said, it starts to just 00:44:28.460 --> 00:44:30.840 kind of. bubble out of you starts to show and 00:44:30.840 --> 00:44:34.059 just become inherent in you. Um, yeah, that's 00:44:34.059 --> 00:44:36.420 all really great. Well, Glenn, this has been, 00:44:36.420 --> 00:44:38.440 this has been fantastic. I really appreciate 00:44:38.440 --> 00:44:40.820 all your time and, uh, giving such a detailed 00:44:40.820 --> 00:44:43.019 answers to all these questions. And I think we've 00:44:43.019 --> 00:44:45.320 had a really great conversation to give the audience 00:44:45.320 --> 00:44:48.190 today. Terrific. Okay. It's been great to meet 00:44:48.190 --> 00:44:51.710 you. And if anybody needs to get in touch with 00:44:51.710 --> 00:44:56.309 me, it's Glenn at alwaysbeencreative .com. It's 00:44:56.309 --> 00:44:58.690 Glenn Rudin on LinkedIn, which is where I love 00:44:58.690 --> 00:45:01.110 communicating with people. And I constantly am 00:45:01.110 --> 00:45:05.800 putting out posts about strategy. branding, messaging, 00:45:05.960 --> 00:45:08.000 all those different kinds of things. If you're 00:45:08.000 --> 00:45:10.440 an Instagram fan, you can find Glenn Rudin, the 00:45:10.440 --> 00:45:14.460 message master on Instagram as well. And I'll 00:45:14.460 --> 00:45:16.900 give you links to all the different places people 00:45:16.900 --> 00:45:18.880 can find me so you can include those for your 00:45:18.880 --> 00:45:21.679 audience. And it's been a real pleasure meeting 00:45:21.679 --> 00:45:23.659 you and look forward to future interactions, 00:45:23.860 --> 00:45:26.079 Don. Thank you. Great. Thank you.