February 15, 2020 • 45 mins
On business efficiency: take out the things that are big item expenses and try to pare those down. You’ll streamline your business, you’ll cut your costs and you’ll make yourself more efficient. The money that you save from that, reinvest that money into other areas marketing yourself and amplify your thought leadership instead. Sheryl Brown
In this episode, I spoke with Sheryl Brown, Founder of Females and Finance about starting a movement for women in financial services. We also discussed Sheryl’s work as an advocate for women. Lastly, we covered how women can be successful in the financial services industry.
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Bio:
Sheryl Brown is a thirty-year veteran of the financial services profession. She is an international speaker on the topics of social and digital marketing strategies for financial services professionals and organizations. In 2018, Sheryl founded Females and Finance, a private networking community of more than 2,400 women working in financial services and financial technology.
The Get Ready Money Podcast and its guests do not provide investment advice. All content is for educational purposes. Guest opinions do not necessarily reflect the opinions of The Get Ready Money Podcast and Tony Steuer.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:15):
[inaudible] welcome to the get ready with Tony
Stewart podcast.
In partnership with insurancenarrative, I'm pleased to be
joined today by Cheryl Brown.
In this episode, we'll bediscussing female advocacy in
the financial servicescommunity.
Cheryl Brown is a 30 yearveteran of the financial
services profession.
She is an international speakeron the topics of social and
(00:38):
digital marketing strategies forfinancial services,
professionals and organizationsin 2018.
Cheryl founded females infinance, a private networking
community of more than 2,400women working in the financial
services and financialtechnology fields.
Good morning, Cheryl.
(00:58):
Good morning.
How are you?
I'm doing well.
Thank you for joining me today.
Speaker 2 (01:02):
Yeah, I was okay with you saying 30 year veteran until
I heard that loud and I went,Ooh, that's
Speaker 1 (01:09):
It does sound weird.
Speaker 2 (01:11):
Like I'm that old, but here I am.
Speaker 1 (01:14):
Yeah.
I, I know exactly how you feelthat, but anyway, uh, let's dive
on in.
Um, can you tell us a little bitabout what you do?
Speaker 2 (01:24):
Absolutely.
So I am a international speakeron social and digital marketing
strategies for financial serviceprofessionals.
And in that time I have adifferent vantage point standing
on stage, talking to people fromthe podium and the lectern.
And I realized it was just a lotof men.
I thought this is just notindicative of the company that I
(01:46):
keep.
And so I did a lot of researchin 2017 to 18.
I interviewed about 400 womenworking in financial services
and wanted to know what broughtthem here.
So recruitment, if you will.
Um, what kind of training didthey get?
How were they advancingthemselves so that we could look
at retention and attritionrates.
(02:06):
And so females and finance wassort of birth from the idea of
how do we recruit, train andadvance women in financial
services.
Uh, and I remember thinkingactivism comes in strange, uh,
ways whether it's intentional oraccidental in my case, but I
(02:26):
vividly remember telling someoneif I got 200 women together, we
could have a good conversation.
That would be great.
And literally it was day eight.
So we at, yeah, so we'reaveraging about anywhere from 75
to 125 new members per month.
Speaker 1 (02:43):
That's fantastic.
Well, you know, I'm justreminded, I don't know if you
heard, uh, uh, former presidentObama mentioned this week that
we'd be much better off if wehad a women as presidents or
leaders of every country, it'sit would be a different thing.
(03:04):
I think it would be a welcomechange.
We've seen what men can do.
And,
Speaker 2 (03:11):
But you said at Tony, so yeah, we've, we've, we've
already had, you know, men havehad their chance.
Well, let's give us a few yearsto get our hands in there and
see if we, what we can do.
I would totally support that.
I know that I hear some peoplesay it's about the right
candidate and you know, it'sjust like in financial services,
what we, it would be easy for meto say we have a gender parody
(03:33):
problem, cause that's veryevident, but what we really have
is a diversity problem.
And I think we have that across,not just in financial services,
but in every space place that wewalk in our lives day to day.
So it's the same as the truth.
Uh, even in politics, we, youknow, we definitely still have a
gender parody problem, but it'sa diversity problem.
Overall,
Speaker 1 (03:52):
Definitely when I think of the C-suite, um, of the
financial services companiesthat I'm familiar with is
there's definitely, uh, it'sdefinitely a male oriented a
C-suite situation if you will,for very inelegant phrasing
Speaker 2 (04:13):
That point.
I tell everybody at females andfinance, we are not just because
I am saved.
The dolphins is not kill thewhales.
We love our men.
We want them to be proactive inour group and those who have
joined are, and of which you are, um, in that same space.
And I think that it's aninteresting time where bridging
(04:35):
initiatives are becoming muchmore, um, needed, and we need to
be much more transparent abouthow we, uh, we go about those,
you know, with those asks or asI call it, you know, what's your
big, put your big ask out there.
And I think more companies needto be putting their big ask out
there with, uh, with regard tothat.
So, um, it, it, there's adefinite male dominancy in
(04:58):
financial services because ofthe numbers, but that doesn't
mean dominancy in, in any otherspace, whether, I mean, um,
talent intelligence, uh, whatthey bring to the table.
It's cetera.
It's just the sheer number, thevolume of the people.
And it is changing.
It's slow, but it's changing
Speaker 1 (05:15):
Oh, a hundred percent.
And I think, you know, therealization is that everybody
has something to the table andwe're all equal and can bring
something different.
And the more diverse, uh,population that you have, the, I
think the more productive theindustry will be in the more
(05:38):
we'll be able to serve differentcommunities than we currently
do.
Speaker 2 (05:43):
Absolutely.
Yeah.
Speaker 1 (05:45):
So let's talk a little bit about how you got
here.
I mean, you started out as aninsurance case manager and you
know, a big part of theinsurance, uh, nerds audience
are traditional insuranceemployees.
How did you go from that startinsurance case manager,
underwriting consults to yourcurrent role as a social media
rockstar and female, uh, Zenfinance advocate.
Speaker 2 (06:09):
Yeah.
So I have to give props to massmutual.
I moved to San Francisco of whenI was 19 and I'll be 49 in a few
weeks here and I needed a job.
I had a thousand dollars.
I thought it was so wealthy.
I was totally broke.
And, uh, I'd come from Missouri,which I, I live today back in
(06:30):
St.
Louis, but I lived in SanFrancisco for 18 years, but when
I got there, um, I needed a joband I went to the local Kinko's
in Berkeley, California.
I literally copied almostprobably verbatim the resume was
inside the book.
And I was very ChristinaApplegate ish, if you will, I
guess I was like, I need a job.
(06:50):
I'm filling this out.
And I didn't even know how touse a computer, sent it off.
And I actually fax it to thewrong number and Matthew and
said, Hey, I think you'relooking for something else, but
we're hiring.
Would you like to come in?
And I was like, yeah.
And I have to say, I always saythis Robert from me who is still
my mentor to this very day hiredme, um, that, because, uh, he
(07:11):
said, he's what I liked aboutyou was that you were curious,
we can never teach curiosity.
And you're truly curious aboutthings.
You didn't know what you wouldgo find an answer and you were
advocate.
Even after that, I was hiredadvocating always for what was
the best outcome, not only forthe insured a lot of times, but
even for the office, like I waslooking at things much more
(07:34):
strategically that spawned, youknow, continuing to grow.
I started answering phones,marketing rep, and account
executive, and it kept movingon.
And then I left there to do, youknow, estate planning work.
And that led to running a casemanagement unit for PAC life and
, and so on.
And so far.
So I, to the T today where I'mat with being the CEO of my own
(07:56):
company is that all of thosestepping stones that I worked in
gave me such a good perspectiveof where we're at and financial
services so that I, a lot oftimes see conversations online
where, all right, fee-only andfee-based people don't, don't
call me, don't eat my face.
Okay.
But we do see a lot of fee onlygoing, Oh, commission people,
(08:19):
you know, and then commissionpeople going, Oh, we need to
stop that.
There is an abundance of talentand business for everyone.
And you know what, I'm going tosay this for every fee, only
person out there who's planningtoday, that kind of looks down
on a commissionable space.
One, your fee is commissioned,but that's a whole nother topic,
(08:41):
but two that there is good old,plain vanilla insurance sold
people that I've never seen acommission check ever, or a, uh,
a, a clean check ever returnedin the time of name.
And for every day you have mainstreet USA people, it really
does work.
So there's a space for everyone.
There's definitely a need forour fee only planners.
(09:01):
There's a definite need for afee-based planners, and there's
a definite need forcommissionable people.
And so we just need tocollectively understand there's
an abundance of, um, businessout there for all of us.
And so I feel like I can saythat because all those stepping
stones I've worked in every oneof those spaces, and it gives me
a little bit differentperspective to share
Speaker 1 (09:23):
Well, that's fantastic.
And I think that probably holdstrue as well for any, uh, career
path that people are on.
Is it, you know, there's there'sroom to grow and, uh, there's,
there's always opportunity.
Speaker 2 (09:36):
Yeah, absolutely.
And I mean, I'm, I'm the living,breathing proof of what happens.
And, and so, because of that,what I try to, to do at least
with our community at females infinance is that we welcome every
one of those individuals.
And we ask everybody to, let'sput our competitive part of the
door.
How do we help grow each other?
And that is what they do that isexactly.
(09:59):
So I see people who typicallywouldn't even run in the same
threads.
Uh they're in the group, andsomebody can ask a question and
20 people can come in and say,have you thought about it like
this?
You know, and then strategize itwith the person.
And so in the end, they get amuch richer, better outcome than
them sitting on their own, ormaybe muddling it over with
(10:19):
people in their own business whoare too much in their Kool-Aid,
if you will, um, overwhelminglyI'm hearing from the members
that they appreciate that theyget input from people who are
outside their natural, uh, veinor the walk of life.
Speaker 1 (10:35):
That's great.
Yeah.
That's a fantastic point.
Uh, so let's get a little bitinto, uh, females and finance.
Uh, w what, you know, I think wetalked a little bit about what
prompted you to create femalesand finances.
Uh, what else can you tell usabout females and finance and
what went into it?
Speaker 2 (10:53):
Yeah, so we're not an association.
There's a lot of times we'llhave said, Oh, are you in
competition with fill in theblank?
And I'm not because I'm abusiness.
Um, and because it's mybusiness, I get to do what I
want kind of thing and tellpeople within, right.
But I, I, we're not where youcome to a website and you just
fill out, uh, your name and yourcheckbook.
(11:14):
It's not going to happen likethat.
I actually vet the members likeyou and I, we actually talked, I
get on the phone.
Uh, so all of those 2000members, I would tell you that
most of them have had aconversation with me.
I want to know who they are,what kind of business they're
in, how do I get introductionsto them, to other people, I try
to really get into the weeds ofit.
(11:35):
And so, because of that, webuild a very different dynamic
of networking.
So we're very intentional abouteach other's business, instead
of sort of like, Oh, I'll justget a username and password.
Nobody wants another reason.
Nobody wants another usernameand password.
We are 100% based on Facebook.
(11:55):
We are a closed Facebook group.
People have asked me why.
Uh, and I want to, and we dohave a website that you can go
to and get a lot of information.
However, where the realconversation is because Facebook
allowed me, uh, we grew so fast.
Number one, number two, singlesign on feature, private group,
(12:16):
you got to come into it.
I've never promoted a single, uh, post I've never boosted
anything I've never had to.
So because of that, we keep ourconversation very, um, to the
women about the topics that were, you know, everything from
secure act to, how do I run awine and cheese party?
I mean, you name it nuts andbolts.
(12:37):
However, someone wants todescribe it.
We'd cover.
So there's a lot, um, whenpeople ask me, well, what are
the benefits?
There's almost too many, thisone, it used to be just this,
this and this.
And now it's like, Oh man, thewhole, we threw the whole
kitchen sink in.
So
Speaker 1 (12:54):
Yeah, when I think that's probably reflective also
of the change in the industry,uh, because I think we're
probably both active in, uh, SanFrancisco in the insurance
industry at the same time.
And at that point, I remembergoing to large, uh, NAIFA
meetings and NLU and CLUmeetings where we pack in a
hundred, 150 people.
No problem.
(13:14):
That was just the San Franciscochapters.
And now people don't have thatcommunity.
So it's great that you're ableto provide that opportunity to
people.
Speaker 2 (13:25):
And I would say that Nathan is actually one of our
biggest partners, one of ourfounding partners actually,
because, um, the idea of stillhaving that local community
meeting, I think is stillvaluable, whether you're
wherever you fall in thatinsurance sector.
Um, I think that you should be aNAIFA member, but that's because
I've been a NAIFA member for solong.
(13:47):
But I do think that the onlinecomponent of it in today's day
and age, where we meet on zoom,where are we are for, for us
here in St.
Louis inclement weather, thelast three days, we got pummeled
with snow and I can stillcontinue business as usual
because I just, instead ofmeeting people in person, I meet
them online.
My business is internationalbecause we cross over and into
(14:08):
Canada and other areas.
I can also meet with people.
So don't necessarily have to goto a meeting, but we have a
space online where people cancome in and commute.
And I think that's reallyimportant in organizations like
Nathan, others have definitely,um, realized that and are
changing how people connectlocally and within a region.
Speaker 1 (14:30):
Yeah.
That's, that's great.
Yeah.
I think the internet has, uh,helped create this.
Cause I don't think you and Iwould have formed this type of
relationship 20 years ago.
So it's, it's really exciting.
Speaker 2 (14:42):
Not unless you were at a, let's say if you're in San
Francisco, let me start throwingsome names that I ran into at a
past squat coffee shop, or thereyou go.
I had some patients who, youknow, went down and got a burger
from nations, went over, what'sa Burkle Burkle in Berkeley or
something, you know, so I knowmy is, but yeah, it would have
(15:05):
really meant that we had toactually cross literally our
paths.
And when I was on the Bartstation, you know, train next to
each other, going in, we wouldhave had to talk.
And anybody listening to thiscall, you don't really talk to
the people in Bart, like film.
Speaker 1 (15:22):
I, yeah,
Speaker 2 (15:23):
Not a good idea.
It's a sub come on.
But you know exactly the, the,the truth of it is that you had
to go to those meetings to meetthis stuff.
What we're doing today has justbeen, um, revolutionary to our
business seriously.
And those not embracing it starttoday, like literally go to zoom
and sign up for an account.
You can get a 45 minute accountfor free do it.
Speaker 1 (15:46):
Yeah.
Yeah, no, it's wonderful.
Um, so let's talk a little bitabout women in the financial
services industry.
So, you know, we've, we'vetalked about the diversity, so,
you know, what, what isdifferent for women in the
financial services industry?
Speaker 2 (16:03):
So I like to always refer to as a community because
I always think of industries,the widget, right?
There's people putting things onthings, and we don't do that in
financial services.
In fact, if you think about it,other than maybe handing
somebody an actual policy, whichis the most tangible, it's still
just a promise.
You've made a promise, acommitment, uh, to exchange this
(16:23):
for that, you know, and if thishappens, then this happens, you
know, and that tells what thepromise is.
And so I think with women, whenI roll back the clocks part of
what is happening today, andyou're seeing it, one of the
number, one things I getmentioned to me is about, um,
this idea of the me too, youknow, what happened, Toronto.
She has her own movement there,and I want her to continue to do
(16:45):
that females and finances notmean too.
Um, but we do have be two partsof what has happened.
And so when you ask about what'sdifferent, we're working in an
environment where we're almostproviding an intangible product,
um, and you're having to sellit.
So there's a lot of intensityaround that.
It is commissionable.
And I will also say this too,for anybody going back to our
(17:07):
field, only people.
Um, we are one of the fewindustries where, when we do our
job, well, we get paid less.
So when we get somebody a super,our offer that we showed them a
standard, we're actually makingless money in the target.
I don't know of a lot of placeswhere people would go to work
every day, Hey, do a great job.
And you get paid less.
I mean, that's kind of a littlecounterintuitive, right?
(17:28):
And so with women, um, one ofthe things that I remember
seeing in the past was we didn'tsee a lot of women in the
commissionable space becausethat commissionable environment
fluctuated there was too muchebb and flow.
And I will tell you if you thinkthat financial security is not a
loved one language, I'm a singleuntil a few more days.
(17:51):
Uh, they, you know, we feel itin our soul that financial
security is something that'sreally, uh, we, we need to feel
it.
And so what's different now,today is that there's flexible
pay environments.
There is, um, I think more womenare becoming more aggressive
about going after advancementopportunities.
I think women of color for everyperson listening to this today,
(18:14):
women of color deserve to be atthe table and to have the exact
same equitable position as anyother person does.
And so be prepared to see aninflux of, uh, people of color,
women of color, specifically inthe, the women part of it, um,
coming for those opportunities.
(18:34):
Um, I also think too, that womenare Mo market in one.
And so for me, when somebodysees me, you have to imagine
what's behind me, are mychildren and my grandchildren.
And I am the daughter and I amthe aunt and I, and I'm making a
lot of the financial decisionsfor my parents at this age.
So when you sell to me, you'reselling to the 82 people behind
(18:56):
me too.
So it's the whole package ofwhat's different today.
And, and I love to see the youngwomen coming into the
profession.
And I really have been workinghard at reaching into the
colleges to grab a hold of thoseyoung people and pulling them
through.
And that's men and women, FYI,at least at my organization
(19:18):
because we have to secure andkeep those financial service
people in our space, no matterwhat space they decide to fill
or that they tend to go toward,but there's a lot of us older,
seasoned.
However, we want to defineourselves women that we remember
the old times where we were theones, uh, asked to go get the
water, get the lunches, and getthe drinks and, and okay.
(19:41):
Honey and happiness on the knee.
And could you imagine somebodydoing that today?
I mean, it's very common place.
It's very different today andI'm glad for that and it needed
to change, but I'm really gladfor, for our young, because I
think that they're going to geta little bit better chance at
that equitable position, but westill have so much more work to
(20:02):
do.
Speaker 1 (20:03):
Definitely.
And in those times you speak of,or not that long ago.
I mean, I, I think I experiencedthat when I first started out,
uh, you know, in the eightiesthat, that, that mentality was
still very much a play.
Speaker 2 (20:18):
Oh.
And if you think it's not, Ispoke at a conference a year and
a half ago in Arizona and I cameoff of stage and there was a
dinner and I sat down at thedinner and a man came up to me
and he tapped me on the shoulderthinking, of course, you
naturally look up, I'm like,hello, get ready to greet them.
He literally took his hands andI have a full long hair and he
(20:41):
grabbed my hair and I was like,totally taken off guard.
And he's, I've been wanting todo that all night.
You have the most beautiful hairthinking he's complimenting me
while he's actually assaultingme to some degree.
Wow.
And I was like, my girlfriend,Beth was like, don't touch her,
don't touch her.
(21:02):
And so we are still experiencingit.
And for every person listeningsays, Oh, that can't possibly be
happening.
It still happens.
So we have a lot of work stillto do so women in financial
services and financialtechnology for that matter.
Yeah.
We have a lot of work to do, andit takes people like yourself,
Tony, that are there to how, uh,make certain that those moments
(21:23):
that you're, you're watching,you're keeping watchful eyes and
ears and, um, and holdingeverybody in a group accountable
to having the very best event,the best summit, the best
conference that symposium thebest luncheon, the best meeting
possible.
So we have a lot of work stillto do
Speaker 1 (21:42):
Well.
I, I'm sorry to hear about that.
And I think there's a valuablelesson is, uh, you know, we have
to watch out for each other andthat we have to be professionals
and, uh, that shame on thatperson because they ruin the
professionalism of theconference and the industry.
Speaker 2 (22:06):
Yeah.
And it's the number one reasonwhy I did not go to an
association.
I kept it as a business becausethen I get to control the
quality of the group that we'vebuilt is very high because I
don't, we just don't subscribeto any of those things.
And, and, uh, so I think it's,uh, it's, it's been interesting
(22:29):
cause it really evolved into amovement.
It just became so much biggerthan me, very quickly, which I
was proud of, but it justevolved into this movement now
that when you join our communityof professionals, it's, uh, we
don't take a lot of the crap.
Speaker 1 (22:49):
Well, I think that's a, a motto we can all subscribe
to.
We don't take any crappier.
Speaker 2 (22:57):
It seems crazy, but you actually, I kept to say it
out loud anymore, but I'mhopeful that with organizations
such as mine or organizationsthat are, I love the fact that I
was at, uh, you know,conferences now that actually
get up in front and on stage andsay, here is what our
expectation of behavior is goingto be at this conference.
(23:21):
And although that seems trivialand almost a remedial it's
necessary.
And I also have to say for everyperson, when you go to a
conference or to an event,alcohol is a big factor in a lot
of that behavior.
And so be even more aware at theparties, the cocktail things, uh
(23:45):
, because that's when a lot ofthis where people kind of let
things loose and everybody has agood time and maybe it's too
good and our professionalismcomes down with that.
So, um, I just think there's alot of work that we can still be
doing.
And for all the great men thatare listening, I want to know
you, you know, I put that out atthe time.
(24:06):
I've told you this before Tonydiscussion, they are the ones
who are going to change howfinancial services moves forward
in 2020 and beyond
Speaker 1 (24:17):
Definitely one.
I think these lessons are goodis, is we do have some listeners
on the podcast, outside thefinancial services industry.
And I think that those arevaluable lessons for everybody
and, uh, considerations that,you know, treat each other, like
we would treat our own family.
(24:39):
Uh, and friends is, there is noexcuse for, uh, acting
differently, uh, with peoplethat we meet in a different way.
And I, I think that's one of thethings that I've always tried to
do, uh, personally andprofessionally is, you know,
that there's, there's nodifference.
Uh, I'm not a different personwhen I'm at work than I am at
(25:01):
home.
And I think that, uh, in so manyindustries and especially in the
financial services industry, Ifind that people are oftentimes
two different people.
They have a work face and apersonal face and, uh, yeah.
Speaker 2 (25:15):
Yeah.
And I tell them, it's funny.
I made a comment one time, um,that who I am talking to you
right now on this podcast, who Iam, when I'm in my, for typing a
message who I am, when I'm onstage, my kids will tell you,
that's like, that's my mom.
Like I never, there's nocharacter, right?
Because I'm just who I am.
(25:36):
And so, um, we need more ofthat.
We need more people just to letgo of the fluff, be themselves,
uh, for any person listening towho wants to amplify their
thought leadership and connectwith more people, just be
yourself.
It's simply the easiest thing todo.
(25:56):
And you can always, uh, youknow, massage the ends of some
of the things that might berough on, whether it's a
speaking articulation saying,um, too much, whatever those
things might be, you can kind offinesse those things.
But for the most part, we wantyou to stay who you are because
that's who people want to dobusiness with that part of you,
(26:17):
not the fake things that I seeyou and I both been around us
professional long enough.
We know, we know.
Speaker 1 (26:26):
Yeah.
And it is a lot easier just tobe yourself.
You don't have to keep up, um,anything else.
And I think people, uh, feelthat when people are being
genuine.
Uh, so I think that's reallyvaluable advice, especially for
the young people is, you know,just go ahead and be yourself.
(26:47):
People are going to see who youare at some point, anyway, like
you've talked about with some ofthese experiences is, you know,
it comes out, you can't hideyour true nature.
Speaker 2 (26:57):
Uh, no, I don't think I have a lot because I'm a
social media and digitalmarketing strategist by nature.
People come to me and they'relike, what?
Like, Cheryl, tell me what Ishould do better on my LinkedIn.
And one of the number onequestions I ask people about
that is so you always wear asuit in every time you meet with
somebody.
Cause I see you in a three-piecesuit and this picture and
(27:18):
they're like, no, I never do it.
Don't wear it in your picture.
You know, it's like, that's some, I tell people it's all it's
match.
It's match.com, dates gone wrongtoo many times.
And nobody trust, just beyourself in the picture, you
know, just be who you are.
Um, I maybe don't want to see,you know, I've also seen
pictures where people are doingselfies in the bathroom, don't
be too much yourself.
There's a fine line of balance.
(27:40):
And it's an even in how you talkabout yourself online to make it
genuine to who you are in thekind of people you're looking
for, because they'll naturallymigrate that way.
So I think that that's, uh, Ithink that's really important
and that's one of the reasonswhy I vet everyone too, because
I want them to feel like theycan be themselves inside of our
(28:00):
community because they areresidents inside of that.
And they have a home just likeyou, wouldn't a neighborhood.
And we want you to, you know, wewant you to be who you are so
that we can do business withthat person.
Not some made up persona.
Speaker 1 (28:15):
That's great.
And I'd imagine that's a keypiece of why females and finance
has been so successful.
I mean, you know, and so justcurious, when did you, you know,
I mean, I would imagine that thelevel of maturity probably
exceeded your expectations.
I mean, when did you find thatyou had just this movement going
(28:37):
and that it was really just, Imean, in a year you've traveled
in an amazing amount of ground.
Speaker 2 (28:45):
Yeah.
Look, it's, uh, I think themoment that I think it clicked
for me, at least it wasn't somuch that the, the flood gate of
people asking to join thecommunity came and I was like,
Oh, and at first I thought, Oh,Facebook's doing its job.
And it's, you know, popping upto join.
This is great.
And, um, where it really hit methough, where it resonated most
(29:07):
strongly was I had a LinkedInconnection from a young woman
that said, my friend, so-and-sosaid, you're the person who
works with women in financialservices.
And I'd like to connect.
And I remembered reading thatand I thought, I'm the person,
I'm the person D person.
And so I connected with her andwhen I called and invited her to
(29:28):
a call, I said, yeah, I thoughtthat was really interesting.
And she's like, Oh yeah.
You're, you're like the personof any, I was told that any
women who work in this, uh,profession, I should you send
them to you?
I thought, Oh man, I felt likeKevin Costner, I built it.
And they came.
So, you know, and so it was, uh,it was also profoundly humbling
(29:51):
at that moment too, because thenI realized I had a
responsibility.
It was that moment that thisisn't just a club.
This wasn't just a, Hey, let'sget some people together.
There's a responsibility to it.
And so then I really startedsitting back and going, okay,
and asking questions that peoplewho lead movements ask, what do
(30:12):
you need to be better?
What can I provide you to be thebest version of yourself and
your business?
How do we make you more moneythis year?
And so I start filling out callnotes and, and connecting people
and doing all of that.
That's where the success camein, because I think this is one
of the mistakes associationsmake a lot of times that they go
into it with this idea thatthey're going to make it change
(30:34):
our mission and value statement,except then they get themselves
so caught up in red tape ofproblems instead, just get down
to your members.
So this is the, this is how youdo it.
Everybody.
I tell them if you feature yourmembers and talk about your
members and you make your membersuccessful, where do you think
(30:55):
that those members are going tosend every person they know to
you?
It's that simple?
Speaker 1 (31:02):
Yeah.
Well, sometimes people miss thesimple part, you know, we tend
to make life more complex, right?
That's true.
Speaker 2 (31:09):
It's not easy to sit down and remember that one
particular CFP, her husband's apilot in the air force and they
have two kids and she's workingfrom home and she does.
I keep very good details on whomy members are.
And so, you know what, she'sprobably not somebody that I
(31:30):
sent a birthday notice to asmuch as I said in 4th of July
grateful letter, that her familygives up and sacrifices time to
serve our country.
These are the times when Iremember them during those
moments, because that's whenit's really important in their
house.
And so if, if associations couldjust get back to what it's
(31:52):
supposed to be about, which isthe members during them and
bettering their business andknow who they are as people, the
rest of itself takes care ofitself.
It truly does.
And so that's where the successcame.
That's where the, and I, andjust for anybody listening, I
don't have staff, I don't have,I do this.
(32:13):
And I, now I'm very efficient inmy business.
I have very, very, veryefficient business practices and
how I do things.
I am not a procrastinator.
You will not do well in thisbusiness if you're a
procrastinator, but, um, youknow, I don't want people to
think, Oh, she's got all ofthese people that are helping
her.
If my two cats that live withme, you know, with us, our
(32:34):
staff, then yeah.
We'll count, shadow, banded intothat.
And I can tell you abandoned,gotten up from the front room in
the last three hours cause I wasasleep.
So yeah.
So it just takes it an enormousamount of commitment to meet
people where they're at and thenmove forward from there.
So that's where the successcomes from.
Speaker 1 (32:54):
Well, that's fantastic.
I think that's such a greatlesson.
Um, you know, so you have allthis going on.
Um, how do you find balance andhow do you make that
productivity work?
Your efficiency.
Yeah.
Speaker 2 (33:08):
So I will tell you that the balance is a, is a
weird word because everybody hasa different way that they're
measuring that balance.
Right?
So for me, um, I am, I am anearly person.
I'm not gonna sit there and say,I don't get up at four o'clock.
So you CrossFitters, you cankeep that I'm not going to be
there.
(33:28):
Um, but I, I mean, I do get upearly, but I will tell you where
efficiencies come into play.
Zoom is a big efficiency maker.
I can schedule.
I don't have to go drive fromappointment to appointment, to
appointment, to appointment, to,um, to do any of that.
Those days are long gone.
And I will literally talk tonine people every single day
because of zoom and then usingCalendly to schedule and
(33:51):
calendar out.
And it's connected to my zoom.
So it automatically puts my azoom appointment in there.
I will also tell you too, that Ihave a lot of things up.
One, another one I'll give youis auto text expander.
If nobody is using this, theyshould, you basically program
your words into it when you typeit, it fills it in.
(34:12):
So when I have birthday noticesor I have whatever, you know, my
template, if you will, I, itautomatically feeds it in on
online forums makes it supereasy.
Um, using templates on Gmailoutlook that are automatically
pulls it up and then you're ableto push that those out, that is
going to make the difference.
So be very efficient.
(34:33):
Every time you have a process inyour office that you think, why
is it so arduous?
Why does this take so much time,stop yourself right there?
Because somebody has alreadyfigured it out.
And if they have it, it's yourmillion dollar idea and get onto
your bad self and go make itbecause I'm telling you there's
other financial advisors thatare going to do that.
Speaker 1 (34:56):
That's fantastic.
That that's a really good point.
Um, so what are some keytakeaways, uh, for how women can
be successful in the financialservices community?
Speaker 2 (35:08):
I think that first of all, partner, mentor find
somebody that you are connectedto and a lot of women naturally
do this anyway.
So I think that that's great.
You are welcome to join femalesin finance, although you don't
have to, but we would welcomeyou into our community.
Find strong male allies becausethere are going to be some of
your best promoters and, uh, inconnectors a lot of times too.
(35:32):
And I want you to always beasking for what exactly it is
that you want.
Don't beat around the Bush.
This is something that you can'twait for.
Someone to figure out thatcan't, they see me doing this
stop ad actually asks, I'd sayit puts your big ask out there.
I say it all the time, becausethat is where you're actually
(35:53):
going to change things iswhenever you are, um, asking for
what you want, implementing thethings that you've you've asked
for.
And then, um, and thenconnecting to people all the
time that don't look likeyourself, challenge yourself
every day, challenge yourselfagainst that, because that's
where you're going to see a big,especially in your bottom line
(36:15):
business, you're going to see anenormous change.
And that's where diversity will.
We started this conversation.
I end on it because it'sprobably one of the single most
important things that we need toexperience in financial services
overall.
Speaker 1 (36:28):
That's, that's great.
Yeah.
It's, you know, that's where welearned something.
It's when we connect with peoplewho are different than
ourselves, if you know, wesurround ourselves with people
who are just like us, then we'rejust going to be just like us
and not learn anything new andnot expand out beyond that.
Um, so what's your best numberone tip on financial
(36:50):
preparedness for people outsideor inside the financial services
community.
What, what would be your numberone takeaway point?
Speaker 2 (37:00):
Um, let's see.
That's a good question.
So in financial preparedness, atleast in my world is that I have
been, um, this coming year.
So I built this community ahundred percent bootstrap that's
myself.
And so this year, one of myfinancial preparedness, you
know, reminders, if you will, isthat I have to ask for
(37:21):
sponsorships, I have to ask for,and I have to actually actively
ask for them.
And I think it's the same asasking for business right.
And referrals.
And so I think the other thingtoo, as we're coming up on, and
I know that people can, I'veheard some people go back and
forth about the impendingrecession.
I've been asked to speak on atleast six panels in the coming
(37:43):
year about the recession andgetting speakers to talk to that
point.
I think you really, this goingback to the business efficiency,
things, taking out the thingsthat are big item expenses too,
and trying to pair those downfrom a financial preparedness
type of mentality, you willstreamline your business.
You will cut your costs andyou'll make yourself more
efficient.
(38:03):
And the money that you save fromthat reinvested into other areas
in marketing yourself andamplifying your thought
leadership instead, don't justgo pocket or do whatever, put it
back in into the pool ofmarketing, just put it in other
areas, whether you're boostingposts of things that you wrote,
uh, you know, getting yourselfinto speaking engagements and
whatnot.
(38:23):
Because I think that is whereyou're going to see a really big
return on your bottom line.
That's where I've seen it.
The biggest ones.
Speaker 1 (38:33):
Yeah.
And I think that's good, whetheryou're a financial service
professional consumer, whomever,you know, trim your expenses
where you can and then use yourmoney more efficiently is so
many, uh, it's so easy to spendmoney on things we don't really
need and, uh, to not have moneyfor expanding whatever else we
(38:56):
want to expand, whether it's ahobby, whether it's making
better use of our investments orwhatever.
That's such wonderful advice.
So now I've got probably thehardest hitting question to the
interview.
So I hope you're ready.
Your program volunteer with thegirl Scouts.
What is your favorite cookie?
Are you more thin mints or doseyDOE?
Speaker 2 (39:17):
Yeah.
So I'm going to tell you rightnow that then mens are, should
okay.
There.
The serving is the sleep.
I don't know why they put theserving size on the side of the
box.
Just take the sleeve out.
And that's what it is.
Um, that has always been at mygirls were girl Scouts is little
and my two sons, they're 31 and29.
(39:38):
They recently were talking tome.
And I remember whenever we had,I had a girl scout trip with 26
girls.
So we sold like 3,600 boxes ofcookies.
And every year I would come upand be like, am I like four
bucks is short?
How am I for those two boys?
And like, ah, we didn't want totell you mom, but we totally.
So every woman out there whoare, or man who's in girl Scouts
(40:00):
and got missing boxes going outwith the older kids because
apparently, uh, and they werealways within them.
So I got to go with them men,but yeah, I, girl Scouts is
something that's very near anddear to me, I have a lot of
friends who are J instructors.
I have friends that are part of,um, you know, those that are
working with other youth intheir community in a variety of
ways.
(40:20):
And I just think that that's,that's my way I give back, but
really it's to give back tomyself.
Speaker 1 (40:27):
Well, that's great.
Yeah.
I, I like thin mints.
I kinda like Samoas.
They're so hard to stop there.
They're so good.
I mean, I actually just out ofcuriosity, do you know if
anybody's written a book abouthow the girl Scouts have built
this?
Amazing.
I don't know if business isquite the right word.
Speaker 2 (40:47):
I know what you mean though, because from a member
talking about membershipassociation, that people are
loyal to boy that's, but theyalways are about the girls.
See, it goes back to, it goesback to that.
And so they make it so muchabout them.
But I don't know.
I know that, um, there's somebooks about Juliette Gordon low
that are written that are verywell, but I don't know about the
actual business of girl Scouts.
(41:07):
Oh, I'm going to write thatdown.
That's why I pulled my pin out.
Just so I could write that down.
I like that.
Yeah.
Speaker 1 (41:12):
Because if you think about boy Scouts, popcorn and
girl scout cookies, you knowwhat I mean?
Come on.
That's, that's a no-brainerthere.
Speaker 2 (41:18):
I still, I do actually support the boy Scouts
with, with their popcorn sales.
And I usually ask them then tosend them to the military, they
do a really good job of makingsure that we got over there and
the girl Scouts will do that toyou whenever you ask them.
Speaker 1 (41:30):
Definitely.
And that was no slight to anyboy Scouts out there or people
who are involved with boy Scouts, uh, just a personal preference
on snacks.
Uh, and I think the one thing,uh, that the trend there is, and
I think the big connector is thefemale advocacy.
I that's the thing that's mostimpressive.
I think for girls is, uh, withthe girl Scouts, is that it puts
(41:54):
them right on that track of, um,you know, that they can do it.
Yeah.
Speaker 2 (42:00):
Oh, it's taught my girls.
There's so many valuable lessonsbecause people go, it's not
about the cookies.
It's not about the cookies.
It's about managing a team andbuilding a strategy and having
accountability and puttingyourself out there for sales and
then marketing it.
And there's just so much morethan that.
That just happens to be theproduct.
(42:22):
So put the product.
I mean, the product couldchange.
It doesn't matter.
Um, there was my daughter, Ihave two, my daughter fair.
I have to say this.
She was sick as a dog, which hehad promised herself to show up
at this cookie thing.
And she had the flu and, and Itold her, no, you don't have to
go.
She's like, no, I made acommitment, which I was so proud
of as a mom.
But here she puts on thisturtleneck and she goes out into
(42:44):
this cold and she decided if I'mgoing to be out here, I'm going
to sell the most cookies today.
She was like on it and I'llnever forget this man came out.
And she had asked him, would youlike to buy some girl Scouts?
And he said, Oh, cookies.
And he says, Oh, you know, I'vealready bought groceries.
And she's like, how'd you payfor that?
And she's like, it's used,there's an ATM machine.
Right.
She was like, everything as muchas, you know, what some people
(43:07):
would say that that was beingbossy, pushy, a spammy,
whatever.
No, she was being innovative andaggressive.
And if she had been male, theywould have been like, Oh, that's
good job.
But she's a girl like, isn'tthat aggressive.
And yeah, she was because shewas trying to get done with the
(43:29):
commitment that she made.
And so I think girl Scoutsreally does joke a job.
And I think boy Scouts do too,um, grooming people into
refining skills inside ofthemselves.
One either.
They didn't know that they hadher too didn't know how to pull
them out.
And at least experienced them,even if they wanted to put it
back.
Cause they didn't like it.
Definitely for me, that wascamping.
(43:50):
I am not a camper, but I pulledthat out and then I put it back.
I was like, not for me.
Speaker 1 (43:57):
Uh, I think that's such a great place, uh, to, to
wrap up on because you, youknow, I mean, that's really, I
think where, you know, the wholeline is, and I think that
probably gets to the core of whyfemales and finding participants
so successful is that you'vehelped people unlock something
within themselves.
Uh, so I think that's awonderful message.
(44:22):
So, uh, where can people learnmore about you and females and
finance?
Speaker 2 (44:27):
Absolutely.
They can either just go tofemales and finance and that's
an and a and D so it's thatfemales in finance emails and
finance.com or they can find meon, if you go to a bionic
socialite, that's me personally,or you can go to females in with
the letter in finance.
(44:48):
Um, you can find me there too,but you know, just pretty much
if you type the words in Googlewould turn up.
Speaker 1 (44:54):
That's great.
And, uh, for all of ourlisteners, uh, all that will be
in our show notes as well.
All the ways you can, uh, findout more about the great work
that Cheryl is doing with, uh,females and finance and how to
be in touch with her.
Uh, Cheryl, thank you again somuch for coming on today.
It's been a real pleasure.
This has been a greatconversation.
Speaker 2 (45:15):
Yes, me too.
I'm really grateful for this.
And, and for all the work thatyou're doing, honestly in not
just insurance financialservices, but having
conversations like this aboutwomen and diversity.
I really am grateful.
Thank you.
Speaker 1 (45:27):
Oh yeah.
My, my pleasure.
And uh, everybody, thanks againfor tuning into the, get ready
with Tony Stewart podcasts inpartnership with insurance
nerds.
And if you haven't subscribedyet, this is the perfect time to
subscribe.
See you next time.
[inaudible] welcome to the get ready with Tony
Stewart podcast.
In partnership with insurancenarrative, I'm pleased to be
joined today by Cheryl Brown.
In this episode, we'll bediscussing female advocacy in
the financial servicescommunity.
Cheryl Brown is a 30 yearveteran of the financial
services profession.
She is an international speakeron the topics of social and
(00:38):
digital marketing strategies forfinancial services,
professionals and organizationsin 2018.
Cheryl founded females infinance, a private networking
community of more than 2,400women working in the financial
services and financialtechnology fields.
Good morning, Cheryl.
(00:58):
Good morning.
How are you?
I'm doing well.
Thank you for joining me today.
Speaker 2 (01:02):
Yeah, I was okay with you saying 30 year veteran until
I heard that loud and I went,Ooh, that's
Speaker 1 (01:09):
It does sound weird.
Speaker 2 (01:11):
Like I'm that old, but here I am.
Speaker 1 (01:14):
Yeah.
I, I know exactly how you feelthat, but anyway, uh, let's dive
on in.
Um, can you tell us a little bitabout what you do?
Speaker 2 (01:24):
Absolutely.
So I am a international speakeron social and digital marketing
strategies for financial serviceprofessionals.
And in that time I have adifferent vantage point standing
on stage, talking to people fromthe podium and the lectern.
And I realized it was just a lotof men.
I thought this is just notindicative of the company that I
(01:46):
keep.
And so I did a lot of researchin 2017 to 18.
I interviewed about 400 womenworking in financial services
and wanted to know what broughtthem here.
So recruitment, if you will.
Um, what kind of training didthey get?
How were they advancingthemselves so that we could look
at retention and attritionrates.
(02:06):
And so females and finance wassort of birth from the idea of
how do we recruit, train andadvance women in financial
services.
Uh, and I remember thinkingactivism comes in strange, uh,
ways whether it's intentional oraccidental in my case, but I
(02:26):
vividly remember telling someoneif I got 200 women together, we
could have a good conversation.
That would be great.
And literally it was day eight.
So we at, yeah, so we'reaveraging about anywhere from 75
to 125 new members per month.
Speaker 1 (02:43):
That's fantastic.
Well, you know, I'm justreminded, I don't know if you
heard, uh, uh, former presidentObama mentioned this week that
we'd be much better off if wehad a women as presidents or
leaders of every country, it'sit would be a different thing.
(03:04):
I think it would be a welcomechange.
We've seen what men can do.
And,
Speaker 2 (03:11):
But you said at Tony, so yeah, we've, we've, we've
already had, you know, men havehad their chance.
Well, let's give us a few yearsto get our hands in there and
see if we, what we can do.
I would totally support that.
I know that I hear some peoplesay it's about the right
candidate and you know, it'sjust like in financial services,
what we, it would be easy for meto say we have a gender parody
(03:33):
problem, cause that's veryevident, but what we really have
is a diversity problem.
And I think we have that across,not just in financial services,
but in every space place that wewalk in our lives day to day.
So it's the same as the truth.
Uh, even in politics, we, youknow, we definitely still have a
gender parody problem, but it'sa diversity problem.
Overall,
Speaker 1 (03:52):
Definitely when I think of the C-suite, um, of the
financial services companiesthat I'm familiar with is
there's definitely, uh, it'sdefinitely a male oriented a
C-suite situation if you will,for very inelegant phrasing
Speaker 2 (04:13):
That point.
I tell everybody at females andfinance, we are not just because
I am saved.
The dolphins is not kill thewhales.
We love our men.
We want them to be proactive inour group and those who have
joined are, and of which you are, um, in that same space.
And I think that it's aninteresting time where bridging
(04:35):
initiatives are becoming muchmore, um, needed, and we need to
be much more transparent abouthow we, uh, we go about those,
you know, with those asks or asI call it, you know, what's your
big, put your big ask out there.
And I think more companies needto be putting their big ask out
there with, uh, with regard tothat.
So, um, it, it, there's adefinite male dominancy in
(04:58):
financial services because ofthe numbers, but that doesn't
mean dominancy in, in any otherspace, whether, I mean, um,
talent intelligence, uh, whatthey bring to the table.
It's cetera.
It's just the sheer number, thevolume of the people.
And it is changing.
It's slow, but it's changing
Speaker 1 (05:15):
Oh, a hundred percent.
And I think, you know, therealization is that everybody
has something to the table andwe're all equal and can bring
something different.
And the more diverse, uh,population that you have, the, I
think the more productive theindustry will be in the more
(05:38):
we'll be able to serve differentcommunities than we currently
do.
Speaker 2 (05:43):
Absolutely.
Yeah.
Speaker 1 (05:45):
So let's talk a little bit about how you got
here.
I mean, you started out as aninsurance case manager and you
know, a big part of theinsurance, uh, nerds audience
are traditional insuranceemployees.
How did you go from that startinsurance case manager,
underwriting consults to yourcurrent role as a social media
rockstar and female, uh, Zenfinance advocate.
Speaker 2 (06:09):
Yeah.
So I have to give props to massmutual.
I moved to San Francisco of whenI was 19 and I'll be 49 in a few
weeks here and I needed a job.
I had a thousand dollars.
I thought it was so wealthy.
I was totally broke.
And, uh, I'd come from Missouri,which I, I live today back in
(06:30):
St.
Louis, but I lived in SanFrancisco for 18 years, but when
I got there, um, I needed a joband I went to the local Kinko's
in Berkeley, California.
I literally copied almostprobably verbatim the resume was
inside the book.
And I was very ChristinaApplegate ish, if you will, I
guess I was like, I need a job.
(06:50):
I'm filling this out.
And I didn't even know how touse a computer, sent it off.
And I actually fax it to thewrong number and Matthew and
said, Hey, I think you'relooking for something else, but
we're hiring.
Would you like to come in?
And I was like, yeah.
And I have to say, I always saythis Robert from me who is still
my mentor to this very day hiredme, um, that, because, uh, he
(07:11):
said, he's what I liked aboutyou was that you were curious,
we can never teach curiosity.
And you're truly curious aboutthings.
You didn't know what you wouldgo find an answer and you were
advocate.
Even after that, I was hiredadvocating always for what was
the best outcome, not only forthe insured a lot of times, but
even for the office, like I waslooking at things much more
(07:34):
strategically that spawned, youknow, continuing to grow.
I started answering phones,marketing rep, and account
executive, and it kept movingon.
And then I left there to do, youknow, estate planning work.
And that led to running a casemanagement unit for PAC life and
, and so on.
And so far.
So I, to the T today where I'mat with being the CEO of my own
(07:56):
company is that all of thosestepping stones that I worked in
gave me such a good perspectiveof where we're at and financial
services so that I, a lot oftimes see conversations online
where, all right, fee-only andfee-based people don't, don't
call me, don't eat my face.
Okay.
But we do see a lot of fee onlygoing, Oh, commission people,
(08:19):
you know, and then commissionpeople going, Oh, we need to
stop that.
There is an abundance of talentand business for everyone.
And you know what, I'm going tosay this for every fee, only
person out there who's planningtoday, that kind of looks down
on a commissionable space.
One, your fee is commissioned,but that's a whole nother topic,
(08:41):
but two that there is good old,plain vanilla insurance sold
people that I've never seen acommission check ever, or a, uh,
a, a clean check ever returnedin the time of name.
And for every day you have mainstreet USA people, it really
does work.
So there's a space for everyone.
There's definitely a need forour fee only planners.
(09:01):
There's a definite need for afee-based planners, and there's
a definite need forcommissionable people.
And so we just need tocollectively understand there's
an abundance of, um, businessout there for all of us.
And so I feel like I can saythat because all those stepping
stones I've worked in every oneof those spaces, and it gives me
a little bit differentperspective to share
Speaker 1 (09:23):
Well, that's fantastic.
And I think that probably holdstrue as well for any, uh, career
path that people are on.
Is it, you know, there's there'sroom to grow and, uh, there's,
there's always opportunity.
Speaker 2 (09:36):
Yeah, absolutely.
And I mean, I'm, I'm the living,breathing proof of what happens.
And, and so, because of that,what I try to, to do at least
with our community at females infinance is that we welcome every
one of those individuals.
And we ask everybody to, let'sput our competitive part of the
door.
How do we help grow each other?
And that is what they do that isexactly.
(09:59):
So I see people who typicallywouldn't even run in the same
threads.
Uh they're in the group, andsomebody can ask a question and
20 people can come in and say,have you thought about it like
this?
You know, and then strategize itwith the person.
And so in the end, they get amuch richer, better outcome than
them sitting on their own, ormaybe muddling it over with
(10:19):
people in their own business whoare too much in their Kool-Aid,
if you will, um, overwhelminglyI'm hearing from the members
that they appreciate that theyget input from people who are
outside their natural, uh, veinor the walk of life.
Speaker 1 (10:35):
That's great.
Yeah.
That's a fantastic point.
Uh, so let's get a little bitinto, uh, females and finance.
Uh, w what, you know, I think wetalked a little bit about what
prompted you to create femalesand finances.
Uh, what else can you tell usabout females and finance and
what went into it?
Speaker 2 (10:53):
Yeah, so we're not an association.
There's a lot of times we'llhave said, Oh, are you in
competition with fill in theblank?
And I'm not because I'm abusiness.
Um, and because it's mybusiness, I get to do what I
want kind of thing and tellpeople within, right.
But I, I, we're not where youcome to a website and you just
fill out, uh, your name and yourcheckbook.
(11:14):
It's not going to happen likethat.
I actually vet the members likeyou and I, we actually talked, I
get on the phone.
Uh, so all of those 2000members, I would tell you that
most of them have had aconversation with me.
I want to know who they are,what kind of business they're
in, how do I get introductionsto them, to other people, I try
to really get into the weeds ofit.
(11:35):
And so, because of that, webuild a very different dynamic
of networking.
So we're very intentional abouteach other's business, instead
of sort of like, Oh, I'll justget a username and password.
Nobody wants another reason.
Nobody wants another usernameand password.
We are 100% based on Facebook.
(11:55):
We are a closed Facebook group.
People have asked me why.
Uh, and I want to, and we dohave a website that you can go
to and get a lot of information.
However, where the realconversation is because Facebook
allowed me, uh, we grew so fast.
Number one, number two, singlesign on feature, private group,
(12:16):
you got to come into it.
I've never promoted a single, uh, post I've never boosted
anything I've never had to.
So because of that, we keep ourconversation very, um, to the
women about the topics that were, you know, everything from
secure act to, how do I run awine and cheese party?
I mean, you name it nuts andbolts.
(12:37):
However, someone wants todescribe it.
We'd cover.
So there's a lot, um, whenpeople ask me, well, what are
the benefits?
There's almost too many, thisone, it used to be just this,
this and this.
And now it's like, Oh man, thewhole, we threw the whole
kitchen sink in.
So
Speaker 1 (12:54):
Yeah, when I think that's probably reflective also
of the change in the industry,uh, because I think we're
probably both active in, uh, SanFrancisco in the insurance
industry at the same time.
And at that point, I remembergoing to large, uh, NAIFA
meetings and NLU and CLUmeetings where we pack in a
hundred, 150 people.
No problem.
(13:14):
That was just the San Franciscochapters.
And now people don't have thatcommunity.
So it's great that you're ableto provide that opportunity to
people.
Speaker 2 (13:25):
And I would say that Nathan is actually one of our
biggest partners, one of ourfounding partners actually,
because, um, the idea of stillhaving that local community
meeting, I think is stillvaluable, whether you're
wherever you fall in thatinsurance sector.
Um, I think that you should be aNAIFA member, but that's because
I've been a NAIFA member for solong.
(13:47):
But I do think that the onlinecomponent of it in today's day
and age, where we meet on zoom,where are we are for, for us
here in St.
Louis inclement weather, thelast three days, we got pummeled
with snow and I can stillcontinue business as usual
because I just, instead ofmeeting people in person, I meet
them online.
My business is internationalbecause we cross over and into
(14:08):
Canada and other areas.
I can also meet with people.
So don't necessarily have to goto a meeting, but we have a
space online where people cancome in and commute.
And I think that's reallyimportant in organizations like
Nathan, others have definitely,um, realized that and are
changing how people connectlocally and within a region.
Speaker 1 (14:30):
Yeah.
That's, that's great.
Yeah.
I think the internet has, uh,helped create this.
Cause I don't think you and Iwould have formed this type of
relationship 20 years ago.
So it's, it's really exciting.
Speaker 2 (14:42):
Not unless you were at a, let's say if you're in San
Francisco, let me start throwingsome names that I ran into at a
past squat coffee shop, or thereyou go.
I had some patients who, youknow, went down and got a burger
from nations, went over, what'sa Burkle Burkle in Berkeley or
something, you know, so I knowmy is, but yeah, it would have
(15:05):
really meant that we had toactually cross literally our
paths.
And when I was on the Bartstation, you know, train next to
each other, going in, we wouldhave had to talk.
And anybody listening to thiscall, you don't really talk to
the people in Bart, like film.
Speaker 1 (15:22):
I, yeah,
Speaker 2 (15:23):
Not a good idea.
It's a sub come on.
But you know exactly the, the,the truth of it is that you had
to go to those meetings to meetthis stuff.
What we're doing today has justbeen, um, revolutionary to our
business seriously.
And those not embracing it starttoday, like literally go to zoom
and sign up for an account.
You can get a 45 minute accountfor free do it.
Speaker 1 (15:46):
Yeah.
Yeah, no, it's wonderful.
Um, so let's talk a little bitabout women in the financial
services industry.
So, you know, we've, we'vetalked about the diversity, so,
you know, what, what isdifferent for women in the
financial services industry?
Speaker 2 (16:03):
So I like to always refer to as a community because
I always think of industries,the widget, right?
There's people putting things onthings, and we don't do that in
financial services.
In fact, if you think about it,other than maybe handing
somebody an actual policy, whichis the most tangible, it's still
just a promise.
You've made a promise, acommitment, uh, to exchange this
(16:23):
for that, you know, and if thishappens, then this happens, you
know, and that tells what thepromise is.
And so I think with women, whenI roll back the clocks part of
what is happening today, andyou're seeing it, one of the
number, one things I getmentioned to me is about, um,
this idea of the me too, youknow, what happened, Toronto.
She has her own movement there,and I want her to continue to do
(16:45):
that females and finances notmean too.
Um, but we do have be two partsof what has happened.
And so when you ask about what'sdifferent, we're working in an
environment where we're almostproviding an intangible product,
um, and you're having to sellit.
So there's a lot of intensityaround that.
It is commissionable.
And I will also say this too,for anybody going back to our
(17:07):
field, only people.
Um, we are one of the fewindustries where, when we do our
job, well, we get paid less.
So when we get somebody a super,our offer that we showed them a
standard, we're actually makingless money in the target.
I don't know of a lot of placeswhere people would go to work
every day, Hey, do a great job.
And you get paid less.
I mean, that's kind of a littlecounterintuitive, right?
(17:28):
And so with women, um, one ofthe things that I remember
seeing in the past was we didn'tsee a lot of women in the
commissionable space becausethat commissionable environment
fluctuated there was too muchebb and flow.
And I will tell you if you thinkthat financial security is not a
loved one language, I'm a singleuntil a few more days.
(17:51):
Uh, they, you know, we feel itin our soul that financial
security is something that'sreally, uh, we, we need to feel
it.
And so what's different now,today is that there's flexible
pay environments.
There is, um, I think more womenare becoming more aggressive
about going after advancementopportunities.
I think women of color for everyperson listening to this today,
(18:14):
women of color deserve to be atthe table and to have the exact
same equitable position as anyother person does.
And so be prepared to see aninflux of, uh, people of color,
women of color, specifically inthe, the women part of it, um,
coming for those opportunities.
(18:34):
Um, I also think too, that womenare Mo market in one.
And so for me, when somebodysees me, you have to imagine
what's behind me, are mychildren and my grandchildren.
And I am the daughter and I amthe aunt and I, and I'm making a
lot of the financial decisionsfor my parents at this age.
So when you sell to me, you'reselling to the 82 people behind
(18:56):
me too.
So it's the whole package ofwhat's different today.
And, and I love to see the youngwomen coming into the
profession.
And I really have been workinghard at reaching into the
colleges to grab a hold of thoseyoung people and pulling them
through.
And that's men and women, FYI,at least at my organization
(19:18):
because we have to secure andkeep those financial service
people in our space, no matterwhat space they decide to fill
or that they tend to go toward,but there's a lot of us older,
seasoned.
However, we want to defineourselves women that we remember
the old times where we were theones, uh, asked to go get the
water, get the lunches, and getthe drinks and, and okay.
(19:41):
Honey and happiness on the knee.
And could you imagine somebodydoing that today?
I mean, it's very common place.
It's very different today andI'm glad for that and it needed
to change, but I'm really gladfor, for our young, because I
think that they're going to geta little bit better chance at
that equitable position, but westill have so much more work to
(20:02):
do.
Speaker 1 (20:03):
Definitely.
And in those times you speak of,or not that long ago.
I mean, I, I think I experiencedthat when I first started out,
uh, you know, in the eightiesthat, that, that mentality was
still very much a play.
Speaker 2 (20:18):
Oh.
And if you think it's not, Ispoke at a conference a year and
a half ago in Arizona and I cameoff of stage and there was a
dinner and I sat down at thedinner and a man came up to me
and he tapped me on the shoulderthinking, of course, you
naturally look up, I'm like,hello, get ready to greet them.
He literally took his hands andI have a full long hair and he
(20:41):
grabbed my hair and I was like,totally taken off guard.
And he's, I've been wanting todo that all night.
You have the most beautiful hairthinking he's complimenting me
while he's actually assaultingme to some degree.
Wow.
And I was like, my girlfriend,Beth was like, don't touch her,
don't touch her.
(21:02):
And so we are still experiencingit.
And for every person listeningsays, Oh, that can't possibly be
happening.
It still happens.
So we have a lot of work stillto do so women in financial
services and financialtechnology for that matter.
Yeah.
We have a lot of work to do, andit takes people like yourself,
Tony, that are there to how, uh,make certain that those moments
(21:23):
that you're, you're watching,you're keeping watchful eyes and
ears and, um, and holdingeverybody in a group accountable
to having the very best event,the best summit, the best
conference that symposium thebest luncheon, the best meeting
possible.
So we have a lot of work stillto do
Speaker 1 (21:42):
Well.
I, I'm sorry to hear about that.
And I think there's a valuablelesson is, uh, you know, we have
to watch out for each other andthat we have to be professionals
and, uh, that shame on thatperson because they ruin the
professionalism of theconference and the industry.
Speaker 2 (22:06):
Yeah.
And it's the number one reasonwhy I did not go to an
association.
I kept it as a business becausethen I get to control the
quality of the group that we'vebuilt is very high because I
don't, we just don't subscribeto any of those things.
And, and, uh, so I think it's,uh, it's, it's been interesting
(22:29):
cause it really evolved into amovement.
It just became so much biggerthan me, very quickly, which I
was proud of, but it justevolved into this movement now
that when you join our communityof professionals, it's, uh, we
don't take a lot of the crap.
Speaker 1 (22:49):
Well, I think that's a, a motto we can all subscribe
to.
We don't take any crappier.
Speaker 2 (22:57):
It seems crazy, but you actually, I kept to say it
out loud anymore, but I'mhopeful that with organizations
such as mine or organizationsthat are, I love the fact that I
was at, uh, you know,conferences now that actually
get up in front and on stage andsay, here is what our
expectation of behavior is goingto be at this conference.
(23:21):
And although that seems trivialand almost a remedial it's
necessary.
And I also have to say for everyperson, when you go to a
conference or to an event,alcohol is a big factor in a lot
of that behavior.
And so be even more aware at theparties, the cocktail things, uh
(23:45):
, because that's when a lot ofthis where people kind of let
things loose and everybody has agood time and maybe it's too
good and our professionalismcomes down with that.
So, um, I just think there's alot of work that we can still be
doing.
And for all the great men thatare listening, I want to know
you, you know, I put that out atthe time.
(24:06):
I've told you this before Tonydiscussion, they are the ones
who are going to change howfinancial services moves forward
in 2020 and beyond
Speaker 1 (24:17):
Definitely one.
I think these lessons are goodis, is we do have some listeners
on the podcast, outside thefinancial services industry.
And I think that those arevaluable lessons for everybody
and, uh, considerations that,you know, treat each other, like
we would treat our own family.
(24:39):
Uh, and friends is, there is noexcuse for, uh, acting
differently, uh, with peoplethat we meet in a different way.
And I, I think that's one of thethings that I've always tried to
do, uh, personally andprofessionally is, you know,
that there's, there's nodifference.
Uh, I'm not a different personwhen I'm at work than I am at
(25:01):
home.
And I think that, uh, in so manyindustries and especially in the
financial services industry, Ifind that people are oftentimes
two different people.
They have a work face and apersonal face and, uh, yeah.
Speaker 2 (25:15):
Yeah.
And I tell them, it's funny.
I made a comment one time, um,that who I am talking to you
right now on this podcast, who Iam, when I'm in my, for typing a
message who I am, when I'm onstage, my kids will tell you,
that's like, that's my mom.
Like I never, there's nocharacter, right?
Because I'm just who I am.
(25:36):
And so, um, we need more ofthat.
We need more people just to letgo of the fluff, be themselves,
uh, for any person listening towho wants to amplify their
thought leadership and connectwith more people, just be
yourself.
It's simply the easiest thing todo.
(25:56):
And you can always, uh, youknow, massage the ends of some
of the things that might berough on, whether it's a
speaking articulation saying,um, too much, whatever those
things might be, you can kind offinesse those things.
But for the most part, we wantyou to stay who you are because
that's who people want to dobusiness with that part of you,
(26:17):
not the fake things that I seeyou and I both been around us
professional long enough.
We know, we know.
Speaker 1 (26:26):
Yeah.
And it is a lot easier just tobe yourself.
You don't have to keep up, um,anything else.
And I think people, uh, feelthat when people are being
genuine.
Uh, so I think that's reallyvaluable advice, especially for
the young people is, you know,just go ahead and be yourself.
(26:47):
People are going to see who youare at some point, anyway, like
you've talked about with some ofthese experiences is, you know,
it comes out, you can't hideyour true nature.
Speaker 2 (26:57):
Uh, no, I don't think I have a lot because I'm a
social media and digitalmarketing strategist by nature.
People come to me and they'relike, what?
Like, Cheryl, tell me what Ishould do better on my LinkedIn.
And one of the number onequestions I ask people about
that is so you always wear asuit in every time you meet with
somebody.
Cause I see you in a three-piecesuit and this picture and
(27:18):
they're like, no, I never do it.
Don't wear it in your picture.
You know, it's like, that's some, I tell people it's all it's
match.
It's match.com, dates gone wrongtoo many times.
And nobody trust, just beyourself in the picture, you
know, just be who you are.
Um, I maybe don't want to see,you know, I've also seen
pictures where people are doingselfies in the bathroom, don't
be too much yourself.
There's a fine line of balance.
(27:40):
And it's an even in how you talkabout yourself online to make it
genuine to who you are in thekind of people you're looking
for, because they'll naturallymigrate that way.
So I think that that's, uh, Ithink that's really important
and that's one of the reasonswhy I vet everyone too, because
I want them to feel like theycan be themselves inside of our
(28:00):
community because they areresidents inside of that.
And they have a home just likeyou, wouldn't a neighborhood.
And we want you to, you know, wewant you to be who you are so
that we can do business withthat person.
Not some made up persona.
Speaker 1 (28:15):
That's great.
And I'd imagine that's a keypiece of why females and finance
has been so successful.
I mean, you know, and so justcurious, when did you, you know,
I mean, I would imagine that thelevel of maturity probably
exceeded your expectations.
I mean, when did you find thatyou had just this movement going
(28:37):
and that it was really just, Imean, in a year you've traveled
in an amazing amount of ground.
Speaker 2 (28:45):
Yeah.
Look, it's, uh, I think themoment that I think it clicked
for me, at least it wasn't somuch that the, the flood gate of
people asking to join thecommunity came and I was like,
Oh, and at first I thought, Oh,Facebook's doing its job.
And it's, you know, popping upto join.
This is great.
And, um, where it really hit methough, where it resonated most
(29:07):
strongly was I had a LinkedInconnection from a young woman
that said, my friend, so-and-sosaid, you're the person who
works with women in financialservices.
And I'd like to connect.
And I remembered reading thatand I thought, I'm the person,
I'm the person D person.
And so I connected with her andwhen I called and invited her to
(29:28):
a call, I said, yeah, I thoughtthat was really interesting.
And she's like, Oh yeah.
You're, you're like the personof any, I was told that any
women who work in this, uh,profession, I should you send
them to you?
I thought, Oh man, I felt likeKevin Costner, I built it.
And they came.
So, you know, and so it was, uh,it was also profoundly humbling
(29:51):
at that moment too, because thenI realized I had a
responsibility.
It was that moment that thisisn't just a club.
This wasn't just a, Hey, let'sget some people together.
There's a responsibility to it.
And so then I really startedsitting back and going, okay,
and asking questions that peoplewho lead movements ask, what do
(30:12):
you need to be better?
What can I provide you to be thebest version of yourself and
your business?
How do we make you more moneythis year?
And so I start filling out callnotes and, and connecting people
and doing all of that.
That's where the success camein, because I think this is one
of the mistakes associationsmake a lot of times that they go
into it with this idea thatthey're going to make it change
(30:34):
our mission and value statement,except then they get themselves
so caught up in red tape ofproblems instead, just get down
to your members.
So this is the, this is how youdo it.
Everybody.
I tell them if you feature yourmembers and talk about your
members and you make your membersuccessful, where do you think
(30:55):
that those members are going tosend every person they know to
you?
It's that simple?
Speaker 1 (31:02):
Yeah.
Well, sometimes people miss thesimple part, you know, we tend
to make life more complex, right?
That's true.
Speaker 2 (31:09):
It's not easy to sit down and remember that one
particular CFP, her husband's apilot in the air force and they
have two kids and she's workingfrom home and she does.
I keep very good details on whomy members are.
And so, you know what, she'sprobably not somebody that I
(31:30):
sent a birthday notice to asmuch as I said in 4th of July
grateful letter, that her familygives up and sacrifices time to
serve our country.
These are the times when Iremember them during those
moments, because that's whenit's really important in their
house.
And so if, if associations couldjust get back to what it's
(31:52):
supposed to be about, which isthe members during them and
bettering their business andknow who they are as people, the
rest of itself takes care ofitself.
It truly does.
And so that's where the successcame.
That's where the, and I, andjust for anybody listening, I
don't have staff, I don't have,I do this.
(32:13):
And I, now I'm very efficient inmy business.
I have very, very, veryefficient business practices and
how I do things.
I am not a procrastinator.
You will not do well in thisbusiness if you're a
procrastinator, but, um, youknow, I don't want people to
think, Oh, she's got all ofthese people that are helping
her.
If my two cats that live withme, you know, with us, our
(32:34):
staff, then yeah.
We'll count, shadow, banded intothat.
And I can tell you abandoned,gotten up from the front room in
the last three hours cause I wasasleep.
So yeah.
So it just takes it an enormousamount of commitment to meet
people where they're at and thenmove forward from there.
So that's where the successcomes from.
Speaker 1 (32:54):
Well, that's fantastic.
I think that's such a greatlesson.
Um, you know, so you have allthis going on.
Um, how do you find balance andhow do you make that
productivity work?
Your efficiency.
Yeah.
Speaker 2 (33:08):
So I will tell you that the balance is a, is a
weird word because everybody hasa different way that they're
measuring that balance.
Right?
So for me, um, I am, I am anearly person.
I'm not gonna sit there and say,I don't get up at four o'clock.
So you CrossFitters, you cankeep that I'm not going to be
there.
(33:28):
Um, but I, I mean, I do get upearly, but I will tell you where
efficiencies come into play.
Zoom is a big efficiency maker.
I can schedule.
I don't have to go drive fromappointment to appointment, to
appointment, to appointment, to,um, to do any of that.
Those days are long gone.
And I will literally talk tonine people every single day
because of zoom and then usingCalendly to schedule and
(33:51):
calendar out.
And it's connected to my zoom.
So it automatically puts my azoom appointment in there.
I will also tell you too, that Ihave a lot of things up.
One, another one I'll give youis auto text expander.
If nobody is using this, theyshould, you basically program
your words into it when you typeit, it fills it in.
(34:12):
So when I have birthday noticesor I have whatever, you know, my
template, if you will, I, itautomatically feeds it in on
online forums makes it supereasy.
Um, using templates on Gmailoutlook that are automatically
pulls it up and then you're ableto push that those out, that is
going to make the difference.
So be very efficient.
(34:33):
Every time you have a process inyour office that you think, why
is it so arduous?
Why does this take so much time,stop yourself right there?
Because somebody has alreadyfigured it out.
And if they have it, it's yourmillion dollar idea and get onto
your bad self and go make itbecause I'm telling you there's
other financial advisors thatare going to do that.
Speaker 1 (34:56):
That's fantastic.
That that's a really good point.
Um, so what are some keytakeaways, uh, for how women can
be successful in the financialservices community?
Speaker 2 (35:08):
I think that first of all, partner, mentor find
somebody that you are connectedto and a lot of women naturally
do this anyway.
So I think that that's great.
You are welcome to join femalesin finance, although you don't
have to, but we would welcomeyou into our community.
Find strong male allies becausethere are going to be some of
your best promoters and, uh, inconnectors a lot of times too.
(35:32):
And I want you to always beasking for what exactly it is
that you want.
Don't beat around the Bush.
This is something that you can'twait for.
Someone to figure out thatcan't, they see me doing this
stop ad actually asks, I'd sayit puts your big ask out there.
I say it all the time, becausethat is where you're actually
(35:53):
going to change things iswhenever you are, um, asking for
what you want, implementing thethings that you've you've asked
for.
And then, um, and thenconnecting to people all the
time that don't look likeyourself, challenge yourself
every day, challenge yourselfagainst that, because that's
where you're going to see a big,especially in your bottom line
(36:15):
business, you're going to see anenormous change.
And that's where diversity will.
We started this conversation.
I end on it because it'sprobably one of the single most
important things that we need toexperience in financial services
overall.
Speaker 1 (36:28):
That's, that's great.
Yeah.
It's, you know, that's where welearned something.
It's when we connect with peoplewho are different than
ourselves, if you know, wesurround ourselves with people
who are just like us, then we'rejust going to be just like us
and not learn anything new andnot expand out beyond that.
Um, so what's your best numberone tip on financial
(36:50):
preparedness for people outsideor inside the financial services
community.
What, what would be your numberone takeaway point?
Speaker 2 (37:00):
Um, let's see.
That's a good question.
So in financial preparedness, atleast in my world is that I have
been, um, this coming year.
So I built this community ahundred percent bootstrap that's
myself.
And so this year, one of myfinancial preparedness, you
know, reminders, if you will, isthat I have to ask for
(37:21):
sponsorships, I have to ask for,and I have to actually actively
ask for them.
And I think it's the same asasking for business right.
And referrals.
And so I think the other thingtoo, as we're coming up on, and
I know that people can, I'veheard some people go back and
forth about the impendingrecession.
I've been asked to speak on atleast six panels in the coming
(37:43):
year about the recession andgetting speakers to talk to that
point.
I think you really, this goingback to the business efficiency,
things, taking out the thingsthat are big item expenses too,
and trying to pair those downfrom a financial preparedness
type of mentality, you willstreamline your business.
You will cut your costs andyou'll make yourself more
efficient.
(38:03):
And the money that you save fromthat reinvested into other areas
in marketing yourself andamplifying your thought
leadership instead, don't justgo pocket or do whatever, put it
back in into the pool ofmarketing, just put it in other
areas, whether you're boostingposts of things that you wrote,
uh, you know, getting yourselfinto speaking engagements and
whatnot.
(38:23):
Because I think that is whereyou're going to see a really big
return on your bottom line.
That's where I've seen it.
The biggest ones.
Speaker 1 (38:33):
Yeah.
And I think that's good, whetheryou're a financial service
professional consumer, whomever,you know, trim your expenses
where you can and then use yourmoney more efficiently is so
many, uh, it's so easy to spendmoney on things we don't really
need and, uh, to not have moneyfor expanding whatever else we
(38:56):
want to expand, whether it's ahobby, whether it's making
better use of our investments orwhatever.
That's such wonderful advice.
So now I've got probably thehardest hitting question to the
interview.
So I hope you're ready.
Your program volunteer with thegirl Scouts.
What is your favorite cookie?
Are you more thin mints or doseyDOE?
Speaker 2 (39:17):
Yeah.
So I'm going to tell you rightnow that then mens are, should
okay.
There.
The serving is the sleep.
I don't know why they put theserving size on the side of the
box.
Just take the sleeve out.
And that's what it is.
Um, that has always been at mygirls were girl Scouts is little
and my two sons, they're 31 and29.
(39:38):
They recently were talking tome.
And I remember whenever we had,I had a girl scout trip with 26
girls.
So we sold like 3,600 boxes ofcookies.
And every year I would come upand be like, am I like four
bucks is short?
How am I for those two boys?
And like, ah, we didn't want totell you mom, but we totally.
So every woman out there whoare, or man who's in girl Scouts
(40:00):
and got missing boxes going outwith the older kids because
apparently, uh, and they werealways within them.
So I got to go with them men,but yeah, I, girl Scouts is
something that's very near anddear to me, I have a lot of
friends who are J instructors.
I have friends that are part of,um, you know, those that are
working with other youth intheir community in a variety of
ways.
(40:20):
And I just think that that's,that's my way I give back, but
really it's to give back tomyself.
Speaker 1 (40:27):
Well, that's great.
Yeah.
I, I like thin mints.
I kinda like Samoas.
They're so hard to stop there.
They're so good.
I mean, I actually just out ofcuriosity, do you know if
anybody's written a book abouthow the girl Scouts have built
this?
Amazing.
I don't know if business isquite the right word.
Speaker 2 (40:47):
I know what you mean though, because from a member
talking about membershipassociation, that people are
loyal to boy that's, but theyalways are about the girls.
See, it goes back to, it goesback to that.
And so they make it so muchabout them.
But I don't know.
I know that, um, there's somebooks about Juliette Gordon low
that are written that are verywell, but I don't know about the
actual business of girl Scouts.
(41:07):
Oh, I'm going to write thatdown.
That's why I pulled my pin out.
Just so I could write that down.
I like that.
Yeah.
Speaker 1 (41:12):
Because if you think about boy Scouts, popcorn and
girl scout cookies, you knowwhat I mean?
Come on.
That's, that's a no-brainerthere.
Speaker 2 (41:18):
I still, I do actually support the boy Scouts
with, with their popcorn sales.
And I usually ask them then tosend them to the military, they
do a really good job of makingsure that we got over there and
the girl Scouts will do that toyou whenever you ask them.
Speaker 1 (41:30):
Definitely.
And that was no slight to anyboy Scouts out there or people
who are involved with boy Scouts, uh, just a personal preference
on snacks.
Uh, and I think the one thing,uh, that the trend there is, and
I think the big connector is thefemale advocacy.
I that's the thing that's mostimpressive.
I think for girls is, uh, withthe girl Scouts, is that it puts
(41:54):
them right on that track of, um,you know, that they can do it.
Yeah.
Speaker 2 (42:00):
Oh, it's taught my girls.
There's so many valuable lessonsbecause people go, it's not
about the cookies.
It's not about the cookies.
It's about managing a team andbuilding a strategy and having
accountability and puttingyourself out there for sales and
then marketing it.
And there's just so much morethan that.
That just happens to be theproduct.
(42:22):
So put the product.
I mean, the product couldchange.
It doesn't matter.
Um, there was my daughter, Ihave two, my daughter fair.
I have to say this.
She was sick as a dog, which hehad promised herself to show up
at this cookie thing.
And she had the flu and, and Itold her, no, you don't have to
go.
She's like, no, I made acommitment, which I was so proud
of as a mom.
But here she puts on thisturtleneck and she goes out into
(42:44):
this cold and she decided if I'mgoing to be out here, I'm going
to sell the most cookies today.
She was like on it and I'llnever forget this man came out.
And she had asked him, would youlike to buy some girl Scouts?
And he said, Oh, cookies.
And he says, Oh, you know, I'vealready bought groceries.
And she's like, how'd you payfor that?
And she's like, it's used,there's an ATM machine.
Right.
She was like, everything as muchas, you know, what some people
(43:07):
would say that that was beingbossy, pushy, a spammy,
whatever.
No, she was being innovative andaggressive.
And if she had been male, theywould have been like, Oh, that's
good job.
But she's a girl like, isn'tthat aggressive.
And yeah, she was because shewas trying to get done with the
(43:29):
commitment that she made.
And so I think girl Scoutsreally does joke a job.
And I think boy Scouts do too,um, grooming people into
refining skills inside ofthemselves.
One either.
They didn't know that they hadher too didn't know how to pull
them out.
And at least experienced them,even if they wanted to put it
back.
Cause they didn't like it.
Definitely for me, that wascamping.
(43:50):
I am not a camper, but I pulledthat out and then I put it back.
I was like, not for me.
Speaker 1 (43:57):
Uh, I think that's such a great place, uh, to, to
wrap up on because you, youknow, I mean, that's really, I
think where, you know, the wholeline is, and I think that
probably gets to the core of whyfemales and finding participants
so successful is that you'vehelped people unlock something
within themselves.
Uh, so I think that's awonderful message.
(44:22):
So, uh, where can people learnmore about you and females and
finance?
Speaker 2 (44:27):
Absolutely.
They can either just go tofemales and finance and that's
an and a and D so it's thatfemales in finance emails and
finance.com or they can find meon, if you go to a bionic
socialite, that's me personally,or you can go to females in with
the letter in finance.
(44:48):
Um, you can find me there too,but you know, just pretty much
if you type the words in Googlewould turn up.
Speaker 1 (44:54):
That's great.
And, uh, for all of ourlisteners, uh, all that will be
in our show notes as well.
All the ways you can, uh, findout more about the great work
that Cheryl is doing with, uh,females and finance and how to
be in touch with her.
Uh, Cheryl, thank you again somuch for coming on today.
It's been a real pleasure.
This has been a greatconversation.
Speaker 2 (45:15):
Yes, me too.
I'm really grateful for this.
And, and for all the work thatyou're doing, honestly in not
just insurance financialservices, but having
conversations like this aboutwomen and diversity.
I really am grateful.
Thank you.
Speaker 1 (45:27):
Oh yeah.
My, my pleasure.
And uh, everybody, thanks againfor tuning into the, get ready
with Tony Stewart podcasts inpartnership with insurance
nerds.
And if you haven't subscribedyet, this is the perfect time to
subscribe.
See you next time.
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