Entrepreneurs: The Sales Mindset to Build a $500M Business with Gordon Fraser + Others

Episode Transcript

Speaker 1 (00:00):
The following is a paid podcast. iHeartRadio's hosting of this
podcast constitutes neither an endorsement of the products offered or
the ideas expressed.

Speaker 2 (00:09):
I say I'm a true entrepreneur in the sense that
I started with zero.

Speaker 3 (00:13):
I just want to do this on my own. I'm
tired of working for other people.

Speaker 4 (00:16):
Recovery is more than just putting down the bottle. I'm
Richard Gearhart and I'm Elizabeth Gearhart. You've just heard some
snippets from our show. Do you want to know more
about starting your business?

Speaker 5 (00:26):
Stay tuned, ramping up your business?

Speaker 6 (00:30):
The time is near. You've given it hard, now.

Speaker 2 (00:34):
Get it in gear It's Passage to.

Speaker 5 (00:36):
Profit with Richard and Elizabeth Gearhart.

Speaker 6 (00:40):
I'm Richard Gearhart, founder of Gearhart Law, a full service
intellectual property law firm specializing in patents, trademarks, and copyrights.

Speaker 4 (00:47):
And I'm Elizabeth Gearhart. Not an attorney, but I do
marketing for Gearhart Law, and I have my own startups
and podcasts.

Speaker 6 (00:53):
Welcome to Passage to Profit, the Road to Entrepreneurship, where
we talk with celebrities and entrepreneurs about their stories in
the business world. We have an amazing guest, his name
is Gordon Fraser. He's an award winning sales and creative
marketing executive, internationally renowned speaker, coach, and philanthropist.

Speaker 4 (01:12):
And then we have Matt Stripplehoff, who is the guy
that you want to call if you need a custom
solution with your IT and somebody that'll follow up with
you and help you after start using it. He has
red Hawk Tech. And then my dear friend Karen Rubinstein
with Karen Rubinstein dot com. She has an amazing website

(01:34):
that she's putting together Women in the Rooms to help
people that have been in rehab and are trying to
get back into real life.

Speaker 6 (01:40):
But before we get to our amazing guest, it's time
for your new business journey. Two and five Americans own
a business or are thinking about starting one, and we
like to ask our panel every week a question about
their business journey. So this week's question is how do
you overcome fear in your business? Gordon, welcome to the show.

(02:02):
Tell us a little bit about how you overcome fear
in your business.

Speaker 2 (02:05):
I think you get used to challenges which are still
require effort and skill and time and preparation. If you're
aware of that, then you're able to handle the challenges
a little bit better. But in terms of fear, I
don't think it's ever gone away from me.

Speaker 6 (02:23):
I would second that too. I mean that was very
similar to my response. I once understood that Olympic athletes
manifest the same fear as lesser athletes, but they just
kind of stay with it and work through it better
than other people. So I think, no matter how far
you get up the chain, there's always going to be

(02:43):
some of that there. Matt, maybe you have a different view.
What is your thought about fear and your business journey?

Speaker 3 (02:50):
I agree with Gordon. I don't think I've ever shaken
it myself. It changes, and based on the journey that
I've had over the past seventeen years and owning an
operating red Hog, what I'm afraid of changes or maybe
even manifests itself differently. But I think the secret for
me has been to recognize it early and do what
I can to prepare as best as I can. Reading,

(03:13):
sharing the experiences with other entrepreneurs, participating actively in peer
groups really helps to make decisions as to how to
address whatever it is that's coming that has me most concerned.
And there are a lot of common fears, but they
tend to come and go.

Speaker 6 (03:29):
So what are the types of things that you're fearing
these days as opposed to when you first started.

Speaker 3 (03:34):
Oh gosh, you know, I've been doing this a long time,
and I've recognized that continual investment in developing my own
skills as a leader is an experienced business professional, learning
from other people's experiences as much as I can helps
me my journey. But we've had exponential growth over the
last three years, and now I'm looking at other new challenges,

(03:58):
including acquisition. So we bought an other company in October
of last year. I was a little fearful about how
that was going to go. That was a first time experience.
Now we think we might buy another company per year
each year for the next five years. So what is
that integration of those companies, of the people, the culture.
How do we maintain culture? So I think that's part
of the thing that I think.

Speaker 6 (04:18):
About a lot.

Speaker 3 (04:18):
I don't know that I use the word fear anymore.
I would describe it as more anxious, But that's something
it's a little easier for me to embrace and overcome
through study, reading, and again through communicating a.

Speaker 6 (04:31):
Lot with other business owners. One of my other entrepreneurial
friends uses the term positive stress, So it's a good
way to say, Okay, I'm kind of jazzed about this,
and there's a little uncertainty there, but it's it's not
like fear the world's going to at It's more like,
I'm really into this and I'm excited about what's coming next.

(04:52):
I love that term.

Speaker 2 (04:53):
I think also anxiety and excitement that comes from the
same route, so you can the body can can confuse
between the anxiety and excitement of the situation that's presenting itself.

Speaker 4 (05:04):
Absolutely, especially if.

Speaker 2 (05:05):
You're in a leadership role. I think zoom has been
great because you can hide behind the zoom and nothing's
going to happen. But when you actually have to stand
on a stage and address your peer group or influence
your team or your organization wherever it might be, then
there's an expectation placed upon you, which can be both
exciting and fearful at the same time. So I think

(05:28):
that a big good example. But you are not going
to die is the main thing.

Speaker 6 (05:31):
Excellent point, Karen.

Speaker 4 (05:33):
Fear has actually been coming up quite a bit recently
because I'm starting a new venture and I'm deciding to
have my launch date March eighth with my online women's
recovery community. Yeah, so I'm excited, but.

Speaker 7 (05:47):
Yeah, I've learned that I get into a fear mode
if I think too far in the future. Then I
get overwhelmed. So I'm in recovery. So I do it
one day at a time. I do just the next
right thing. I focus on the day, what can I accomplish,
And that way I don't get overwhelmed and I don't
get like stalled in fear.

Speaker 4 (06:08):
So a little sniggle of fear is great, you know,
that is exciting and everything, and it keeps me motivated.
But for the most part, I have the tools that
have moved me forward from fear always going to have it,
just learned how to deal with it.

Speaker 6 (06:20):
Elizabeth, how do you handle fear in your business journey?

Speaker 4 (06:23):
Really? I think for me, I do get afraid and anxious,
but I think about the worst things that we've been
through could have possibly been through surgeries two thousand and
eight financial crisis, issues with the law firm where things
weren't going well, and it's like, well, I just kind
of think, well, look at all the things I've gotten through,
so this can't be worse than some of that.

Speaker 6 (06:44):
Yeah, I don't think I completely lose my fear or
anxiety or excitement or positive stress, whatever you want to
call it, but sometimes keeping it in perspective helps reduce it.
The takeaway message I guess is, you know, do the
best you can to live with what you've got and persevere.
So now it is time for our futured guest. I'm

(07:05):
really looking forward to speaking with Gordon. Gordon Fraser is
an award winning sales and creative marketing executive, internationally renowned speaker, coach,
and philanthropist with five hundred million plus in accumulated retail sales,
not a small number. Gordon is an accomplished entrepreneur who's inspired, mentored,
coached and motivated leaders around the world. So welcome to

(07:27):
the show, Gordon. I think your story is really informing,
So maybe you could kind of start from the beginning.

Speaker 2 (07:34):
Thank you and thank you for having me in that
wonderful introduction. In terms of starting the business, I would
say I'm a true entrepreneur and the sense that I
started with zero experience in the industry that I started
my business in with zero proven record and success, really
starting with nothing and built the sales organization to the

(07:56):
global success that it was not on my own but
with a obviously an amazing team, but it started with me.
I was the first person.

Speaker 6 (08:04):
You mentioned that your training was as an actor.

Speaker 2 (08:06):
Yes it was. And also I feel like the stack
the probability of success was kind of stacked against me.
I grew up in the west coast of Scotland and
my mother used to call it a one horse town.
So there wasn't much going on in this town. It
was the whiskey industry was in decline at that particular time,
and my father was an entrepreneur, but he had lost

(08:27):
his business and he had turned to managing his depression,
et cetera with alcohol. So he was a raging alcoholic.
So that was the background that set me up for
my future. Survival skills were something I learned very very young,
and those situations I had in child'shood are part of

(08:48):
my success as an adult because you're always for me. Certainly,
I was always looking for the exit in every room
I'm being in is how do you get out of here?
How do you survive? So have they Any opportunity that's
presented to me is really one of how do I
make this work, and how can I make this successful
for me? Because it has to work. I don't have
a degree or a formal education to fall back on.

(09:12):
So sales and entrepreneurialship is a great avenue for somebody
who hasn't gone the traditional route of education and climb
the corporate ladder. So that's the start point. But in
terms of my business, it came to me through a
very random situation. I was an actor. I still am
an actor. That's what I trained does. But I'm not

(09:33):
earning my living as an actor, so I wouldn't maybe
describe myself in that way. I like to describe myself
in a way that where you're making your money from?
Where did your profit come from? So right now I'm
not making money as an actor. I might be called
a resting actor. But it's interesting through that route is
how I came across this business. So I don't know
if any of you recall a pop star by the

(09:54):
name of David Cassidy from the Partridge Family Artridge Family. Yeah,
so his wife. So I'm fifty two years old, I'm
no spring chicken. His wife is always the ex wife
against his former wife is one of my very good friends,
and it was her that came to me with the
business opportunity that I ultimately jumped into. And she said, well,

(10:17):
obviously your acting career isn't going in the right direction,
really is. You need something else? And I was offended,
of course, because I was like, no, no, this is
what I've chosen to do with my life, this is
where I'm going, and blah blah, blah blah blah, and
she wrot, well, you should take a look at this,
and I did take a look at it. I said
no several times. It's not where I see myself going.

(10:38):
It's not what I want to do. It's a complete
U turn and I've given up everything to be an actor.
I'll be a failure if I stopped, and all the
rest of it. And she said, well, you've got to
do something. Time is going to pass. We're living in
a new world of entrepreneurship where you can't just be
that one definition. You know, it's a slash person as
the future of let you do this, you do this,

(11:00):
do this. You just don't define yourself with one particular
job or one career anymore. I mean, okay, I trust
you'll jump in, and I did so That's how I
started my journey and when I got into the health
and wellness industry, and I figured that people were all broke, right,
but no one wants to be broke and ugly, So
I felt everyone's going to have to wash their hair
and take a shower and look in the mirror, so

(11:22):
I might as well get into that game.

Speaker 5 (11:23):
Yeah.

Speaker 4 (11:24):
So now you're coaching people, right, and yes, that's one
of the things that you're doing. Have a few things
going on I see here. But what I really like
here is this quote in the notes that I got
about you, where you say that success is a mindset.
I think that is one of the most important things
to a person's success, honestly.

Speaker 2 (11:45):
Oh yeah, single mindedness. I think starting with the end
in mind certainly is where do you see yourself? I
think it's called fourth dimensional. Goal setting is starting with
that end result where do you see yourself and have
that goal setting plan. But you can't quit before pay
day and you don't know when pay day is. It

(12:07):
depends what your goals are. I think I believe in
no audacious goals because I think too many people set
low goals and then unfortunately meet them. I wanted to
have a global business. I wanted to have a scalable business.
But also the most important thing is I wanted to
have a residual aspect to the business that I had,
And you can't get a residual income when you're trading

(12:30):
time for money. I think it's really understanding what it is.
You've got, what you want and how you're going to
get it. So I couldn't quit. I knew what payday
looked like. I didn't know when it was going to happen.
You know, it's like the bamboo shoot. It's like you
water it. You water it for like whatever.

Speaker 6 (12:44):
I don't know.

Speaker 2 (12:44):
It's like three years or something. Nothing happens. Then on
the fourth or fifth year it grows seventy feet. You
don't know when the seventy feet is. In many businesses,
all big businesses, are time leveraged. I started my business
myself basically trading the twenty four hours of the day
that I had by the money that I made from
the sale. So on my own that's all I could do.
It could be like a hairdresser or a trucker. You're

(13:07):
driving your vehicle. It's you that is responsible for making
the money. There's nobody else maybe like a franchise. Even
is you have a coffee shop franchise on your own,
you're still trading your time for money, even if you
have a staff, because you only have that one business.
But if you can magnify that so you buy, if

(13:27):
you're able to reinvest your money into more coffee shops,
or you're able to save up money to buy another
truck or another salon, then you're able to leveraging your time.
You're multiplying your time through the efforts of somebody else,
and that's what I chose to do.

Speaker 4 (13:43):
I think you brought up a really good point though,
is you did have somebody on the outside looking and
I think that's we're coaching. And I know you're a coach,
and I have a coach who I adore. She's amazing,
just having that outside look at what you're doing and saying, yeah,
you know, this is what you should be doing, or
you know you're taking on too much focus in on this.

(14:03):
I think anybody who can afford it should definitely get
a coach, and you have to find the right one
for you. There's a ton of coaches out there, but
and you click with the right person right and they
also have to be aligned with what you're trying to do.
But I think that's a big part of anyone's success personally.

Speaker 2 (14:19):
Yeah, for sure. I mean there are people in your
environment who can operate in a coaching manner without having
to lay out expense, because I know when you're starting
anything new. Certainly, for me, I had no one acting
as a coach for me. I didn't I couldn't even
afford to have a coach. Frankly, when I started, I
was really with scraping the bottom of the barrel. But
there can be people of influence around you can act

(14:39):
in an accountable way rather than a coaching way. Perhaps
I don't want you to tell me how to do
what I'm doing. I just need you to keep me
accountable to making the calls, putting in the work, doing
the reading, applying what I've read, etc.

Speaker 6 (14:54):
Gordon Fraser Award winning Sales and Creative Marketing executive, Internationally
renowned speaker, coach and philanthropist Passage to Profit with Richard
and Elizabeth Gearhart. Stay tuned. We have intellectual property news
coming up, and then Secrets of the Entrepreneurial Mind will
be right back after this.

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Speaker 1 (17:13):
Back to Passage to profit, Once again Richard And elizabeth gearhart.

Speaker 4 (17:17):
And our Special Guest, gordon fraser who has incredible advice.
For entrepreneurs if you're thinking of starting a, New business
gordon can really help. You Out, so gordon we're just
about to get into an incredible story that you had
that you Talked with richard. About yesterday in order.

Speaker 2 (17:33):
For me to see the SUCCESS that, I wanted i
had to. Make COMPROMISES and i did want a scalable,
global BUSINESS and i did want to make a, significant
EARNING but i also KNEW that i didn't want to
take the responsibility of being the person who developed. THE
product i feel like you've got to sometimes know. Your
LANE so i wanted to have a BUSINESS where i

(17:53):
wasn't responsible, for distribution for imagining what the product, might
be the end infrastructure of. THE corporation i just wanted
to be part of the actual building out. The network
so THAT'S where i saw the asset and, the value
and so THAT'S what. I did so in order to,
DO that i had to sign, a contract and part
of it meant that anything that developed to create distribution

(18:17):
of the product through a sales and marketing channel became
the intellectual property of. The company that wasn't always exercised,
those clauses and often. They don't you can create something
that goes by the wayside and no one pays. Any
ATTENTION but i created a. Sales tool the COMPANY when
i started was already twenty five, years old and no
one had really designed a tool to explain what, it

(18:40):
was how, it worked and how you. Made money a
beginning of middle and. An end you need a tool,
that standardized that everyone can relate to, and use that
can be trained, and coached and then someone can start
their business immediately with, this tool rather than having to
wait to actually build a skill set to be able
to have the confidence to articulate what it is that.

(19:03):
We've GOT so i created this tool and it did,
really WELL and i think it WAS when i brought
it out it was responsible for one hundred percent of
growth in, my markets WHICH, Was, Uk Australia, United, states
canada and then the company, other leaders global leaders, were
saying can we? Use THIS and i was, saying FINE
so i am of the. Abundant mindset some said, take

(19:26):
it but as long as you don't fiddle, with it
you can. Have it so everyone started using my coaching tool.
BY default i wasn't taking any money. FOR it i
was happy for people to use it and everyone knew
it came. From me and then the corporation decided that
they were going to take ownership of it and standardize
it with their branding, et cetera rather, than mine AND

(19:48):
so i wasn't really happy with that because it had
a specific arc. To, it also the imagery and how
the LANGUAGE that i use was very specific, to sales
but the legal team wanted to make. IT more i, would,
say bland that's not what they.

Speaker 6 (20:04):
Would say that's the lawyers. FOR you, i mean one
hundred percent growth in revenue in a short period, of
time that's.

Speaker 2 (20:12):
PRETTY spectacular i was doing hundreds of percent year on
year for. Many years since we are on the subject of,
intellectual property it's time for intellectual. Property news but before we,
Go There Gordon fraser award winning sales and creative, marketing
executive internationally, renowned speaker coach. And philanthropist, Great, Commentary gordon

(20:33):
how do people? Find You gordon fraser G rd n
frase Er. Dot co That's.

Speaker 4 (20:40):
Great passage to Profit With Richard.

Speaker 6 (20:42):
Elizabeth gearhart time for intellectual, property news and we're going
to be talking about one of our, favorite subjects.

Speaker 9 (20:48):
Artificial, intelligence Wow the empire. Strikes back somebody actually lost
a lawsuit where THEY used ai to steal somebody else's.

Speaker 4 (20:58):
Intellectual, property well it's.

Speaker 6 (21:00):
ABOUT time, i mean we love, artificial intelligence but we're
also with, the creators and in, this case the people
who created the content SUIT the ai company that used,
the content and the content Creators want so it happened
that the content creator was a pretty Big One thompson, reuter's.

Speaker 4 (21:19):
Right and they do a lot of.

Speaker 6 (21:20):
Legal stuff and the company they sued went out, of
business so maybe it was an. EASY win i, don't
know but it's a foothold in the beach head to
get compensation for, you know the humans who actually made
the content in the.

Speaker 4 (21:31):
First, place well they claimed, fair use which mant the
content was. OUT there i don't know the whole, legal
definition but basically you can use it because everybody else is.
Using IT but i have some hope that people would
get paid for people taking their original creative material and
using it. For, Themselves yeah i'd.

Speaker 6 (21:47):
Like to get some other opinions on, This. Decision karen who.

Speaker 7 (21:51):
Knows what's the future WITH, The ai but for, Right
now i'm using it as a, useful TOOL but i
can see how it's a double.

Speaker 4 (21:58):
Edged.

Speaker 3 (21:59):
SWORD matt i do WISH that us government would establish
some regulatory body to help protect the creative class and
people regenerating. ORIGINAL content i don't know what the, answers
are But obviously i'm pretty charged up.

Speaker 6 (22:12):
About, it gordon what are.

Speaker 2 (22:15):
YOUR thoughts i do think you can't, stop, progress Unfortunately
and i'm wondering if this is just one of the
prices that you pay.

Speaker 6 (22:21):
For progress speaking of, intellectual property if you have any
idea for an invention or idea for, a trademark you
can contact Us Gear heart Law at gearhart law. Dot
com we work with entrepreneurs worldwide to help them through
the entire process of, obtaining, patents trademarks. And copyrights and
if you want to, learn more you can learn more

(22:42):
about patents at learn More about patents. Dot com or
if you want to learn more, about trademarks go to
learn more about trademarks. Dot com get a free, white
paper or sign up for a consultation with one of.
Our attorneys Passage. To profit. Stay tuned We have secrets
of The entrepreneurial mind coming. Up soon you don't want to.
Miss that we'll be back right.

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Speaker 5 (25:01):
To profit Continues with Richard And. Elizabeth gearhart Passage to
profit is a nationally syndicated radio show heard on thirty
eight stations Across The. United states our podcast is ranked
in the top three, percent globally and we've also been
recently named as a top ten entrepreneur interview podcast by.

(25:23):
Feedspot database so now it's Time For. Elizabeth spotlight elizabeth
tell us what's been?

Speaker 4 (25:29):
Going, on, YES well i have a few things. Going,
ON first i want to give a shout out to
my podcast partner for my cat podcast Called The, jersey
PODCATS which i Started With danielle woolley to try to
find a cure for a cat that was scratching his face,
off practically and he's kind of got, a cure but he's,

(25:50):
holding steady so. That's good so we may mainly deal
it with medical issues for cats and talk about our
cats and that's a lot. OF fun i also have
a Meetup that i'm organ It's Called Podcasting YouTube, creators
community and we do a different topic every month and
some we do just, on zoom some we do hybrid
zoom At The Gearhart. Law building and the reason we

(26:11):
do them At The Gearhart, law building the WHOLE reason
i started this was to see if there was anybody
interested in, learning more and we have gotten quite a.
Good Response but RICHARD and i had been working on
remodeling the upstairs Of The Gearheart law building into a
podcast studio and event space fourteen hundred square feet. Up
there we have a little bathroom in, A kitchen we
have a, video studio we have an. Audio studio we

(26:33):
have a big room for people that want to do
photos or short videos and we have a green room
for hair, and makeup so It's. Almost dunn we've been
working like crazy. On it the grand Opening is april
twenty eight of. This year It's, In Summit. New jersey
i'll be talking about. It more it's from noon till,
eight pm with cocktail hour at, five pm and we're
gonna let people use the equipment and kind of check.

(26:56):
It out so really excited. About that so planning has
started up, for that and the mayor of our little
town is going to come and say a. Few words
so That's what i've been.

Speaker 6 (27:05):
Up to, that's great.

Speaker 5 (27:06):
That's great and now for the.

Speaker 4 (27:07):
Medical, minute YES so i like a little bit of
MILK before i go. TO bed i think it helps me, sleep,
better right and we.

Speaker 6 (27:15):
Like the milk has a lot of sugar. In it milk.

Speaker 4 (27:19):
Milk also supposed to, be inflammatory but we love. Our
dairy but there's a new study that talks about this compound,
called tricapron and they did some research on It, in
japan so this was really. On now japanese people thought
they think that it could affect the, whole population and
what they found was that there's this weird heart condition triglyceride.

(27:41):
Deposit cardiomyovasculopathy, this compound which is, tri caaprin is found in.
Coconut oil it's a medium, chain triglissery but it's also
in milk and that really helps people not die from
heart failure when they take that compound if they. Have,
this now this is a thing they've just. Found it
so what they found out was the people that took

(28:04):
the supplement tricaprin had one hundred percent three year and
five year survival rates and the control group that didn't
take it had a seventy eight point six percent three
year survival rate and a sixty eight percent five year.
Survival rate so based on, this study it seems like
this chemical really does, help people and they think it
may help with other. Heart conditions they're just getting started

(28:26):
on the research. With this so it's okay to.

Speaker 6 (28:29):
Drink milk thank heving.

Speaker 4 (28:31):
And chulcolated oil is is a great.

Speaker 6 (28:34):
That's always been good for. Us, Though right so.

Speaker 4 (28:36):
That's my medical. Minute good our next presenter has a
service at everybody with small. Business needs his Name Is.
Mike stripplehoff he has redhawk tech. Dot com that's redhowkdash
tech Dot com he helps companies solve their tech problems
basically with programming and maintenance, and workshops all sorts. Of
things So. Welcome matt tell us all about what.

Speaker 3 (28:58):
You, do sure we, develop support maintain custom business applications
for SMB's and mid market clients all Over The. United,
states really what special about the way that we operate
is we're the first and only software engineering consultancy that
treats it like a. Managed service so we develop support
and maintain these custom solutions under a fixed monthly, fee
schedule so they get the financial and operational stability that

(29:21):
they need to really invest heavily in innovation and compete
with much. Larger organizations so just to kind of expand,
on this so tease it out for our listeners who
may not be so familiar with. These things, most companies like,
For Example, gearhart law we don't have an inside. It
department we hire somebody that comes in and they fix,

(29:43):
our outlook and they fix, our email and they fix
the OneDrive and all that stuff when, it, Breaks right
sometimes big companies have to build software so that the
two softwares can talk to. Each, Other right and so
your business now is to create a regular managed service
for those. Built interactions is that a pretty accurate way to,

(30:06):
SAY it.

Speaker 2 (30:06):
A very accurate way to.

Speaker 3 (30:07):
Say it and it's timely with REGARD to ai solutioning,
as well because most companies who want TO leverage ai
within their organization need data from multiple, data sources multiple
software solutions that they're already.

Speaker 6 (30:21):
Paying for then maybe they.

Speaker 3 (30:22):
Bought off, the shelf but you need to liberate that
data from, those systems bring it into a centralized, data
warehouse make sure it's, governed, properly. Secure etc and then
you can build things LIKE custom ai agents that help
their knowledge workers internally, move faster be more productive within.
Their business and sometimes you're developing field. Service applications it

(30:45):
might be a, mobile app it might be a web,
based portal things that they can't find off. The, Shelf,
right well it.

Speaker 4 (30:50):
Was Tough so richard decided to Put An enterprise resource PROGRAM.
In erp what it does is it ties a whole
bunch of different parts of your, company together like, the
finance maybe the time keeping, for us it's, you know
invoicing and client information. All that and it's been hard because,
the software as, joke earlier is always, in beta right

(31:12):
and there's always an upgrade to the. Next version and
we have custom coding in ours because we took an
off the shelf that you use for a plumbing supply
business and tried to force it into working for a.
Law firm so there's a bunch of. Custom coding so
every time you want to do, an upgrade it costs
a bunch. Of money but the reason he did that
was to get the reports he needs to run the,
Business right and so that's kind of what you're doing.

(31:34):
For people it sounds like helping them get the data
they need so they can run their. Business better, That's.

Speaker 3 (31:39):
Correct, yeah absolutely and a lot of times it's visualizing
that data and. Executive dashboards they can identify what those
key performance indicators are that they need to see on
a daily basis to make the right decisions that we're
going to have long term.

Speaker 6 (31:53):
Downstream effects we INSTALLED, our erp and it costs a
lot of money and took a lot, of time and
it was very disruptive to our. Business operations BUT when
i look at what we invested and then the information,
we got we were able to use that to fix

(32:13):
pretty big problems that we didn't know. Were there and
so it actually has really resulted hugely in terms of
profitability and collections and all sorts of, different activities and
so it was worth, The investment it was worth the
pain to go. Through it AND so i just repeat
that story because if you are a, business owner having

(32:34):
that data available is really important to make sure that
you maximize.

Speaker 3 (32:39):
Your, business yeah, you know we've created a lot of
really simple to use tools and not, software specifically but
ways to think through what the opportunity is for. The
business Sometimes if i'm talking to a client or a
prospect and they're describing what they think the business outcome
is on the other side of an investment, Like this i'll.
Challenge them they can't articulate what the return, on investments

(33:01):
can't articulate why it's worth investing in than any investment
we put in front of them in terms of what
we think the budget and timeline is going, to be
they're just going to see. Pure cost so by being
able to demonstrate and if your listeners, are interested they
can go out to redhowkdashtech, dot com reach out, via
email or even find Me on LinkedIn and i'll be
happy to Share this. Excel workbook but it's a really

(33:23):
simple way to document what your routine manual activities are in.
Your business there's another worksheet in the workbook that has,
Your employees so total cost, per employee which is just
salary times call it one point five to get the
burden rate, on benefits. Et cetera that's simple formula will
calculate the cost permitted of. That individual on the other

(33:45):
worksheet where you're putting in the routine work they're doing
every day that maybe you THINK the erp is going
to automate, or streamline it'll tell you exactly what you're
spending today on those. Manual processes so then when you
look at an investment IN, the arp or you look
at and investment in a custom, software solution and you
can estimate using the same, bixcel Workboat which i'm happy

(34:06):
to give to anyone, who's interested you can put in
what you think the outcome is if you make, that
investment and it will tell you how much money you're
going to gain back in terms. Of efficiency now you
can take those same resources, in house those, knowledge workers
and put them on other more.

Speaker 6 (34:21):
Meaningful, work right.

Speaker 4 (34:22):
Because we have the attorneys doing stuff that they really shouldn't.
Be doing because our systems aren't, perfect yet and it's
like they could be doing billable time work instead.

Speaker 6 (34:31):
Of, this right so you can kind of switch things
out a. Little, bit matt when we were, TALKING before
i think you had a pretty interesting Story about you've
been in business for, a while right about, seventeen years
but things really started to take off just a couple of.
Years ago so maybe you can give a little sense
of what your journey was like in creating this company

(34:53):
and some of the challenges that you faced as you were. Building.

Speaker 3 (34:56):
IT yeah i started the company in two thousand, and
eight Just like or did with, his business, you know
and when the real estate market dropped and nobody had,
ANY money i wasn't selling all the clever things that he,
Was selling but fortunately enough we were able to carve
out a lane, for ourselves myself and my. BUSINESS partner
i think this is true for a lot of entrepreneurs
that decide they're going to go out and do something on.

(35:17):
Their own HE and i were both high performers with
regard to our individual. Skill sets we decided we could
do it better than the people we. Worked for we
had a slightly different perspective on how to get.

Speaker 2 (35:25):
It.

Speaker 3 (35:26):
DONE now i didn't have VISION beyond i just want
to do this on. My own i'm tired of working for.
Other people and by, THE way i was fired from
my two prior jobs and there's no FREAKING. Plan b
IT'S like i just had to do this On my
and we'll talk about. FEAR earlier i was thinking a
lot about. Financial stability that was probably one of the
earlier FEARS that. I had but we got started on.

(35:46):
That journey we grew. Relatively quickly we broke through our
first million dollars in top line revenue in year two,
pretty fast and we pretty much stayed around a million
bucks in top line revenue until, twenty sixteen so it
took eight years to get close to. Two million we
hit one point. Six, billion now going into, that stretch

(36:07):
we knew without a doubt we had a client concentration
risk time. Leverage business you're trading hours, for dollars and
you add people to your team and now you're keeping
them busy, as well but you're serving a limited number
of customers when you're a. Small business the client concentration
risk is a simple formula any and THE way i
think about it is any customer that is more than
ten or fifteen percent of my total. Gross revenue it's,

(36:30):
probably okay but in this particular time in, MY business
i had a client that was forty percent of. Micross
revenue that's client. Concentration risk so if something happens to,
that account my company suddenly could lose forty percent of.
Micross revenue so in the spring of, twenty seventeen within
all the, same week by, THE way i got three
phone calls my three, Largest accounts, number one, number two and,

(36:55):
Number three and the first two the phone call is.
Almost identical, It, said matt you know how things go
and a merger. And acquisition no one can know until
the deal.

Speaker 2 (37:04):
Is done i'm.

Speaker 3 (37:05):
Sorry to inform you that the work that we've been
discussing for this next year is on. Hold indefinitely so
we expected about a million dollars in revenue and we
were finally going to we thought we might actually hit
three million in. Twenty seventeen we'd barely broke a million
dollars in, twenty SEVENTEEN and i had to lay off
half my staff and that, was awful, you know driving

(37:26):
to work after getting a couple of those, phone calls
trying to process what we were going. To do KNOWING
that i was going to have to go talk to
people that had been with me for some of them for.
Eight years i'm thinking about my responsibility to them and.
Their families where are they going to get their?

Speaker 4 (37:39):
Next?

Speaker 3 (37:39):
Paycheck now the ONE thing i will SAY that i
think is a testament to the character of. The business
myself and my partner we made phone calls to competitors
in our Market In greater cincinnati to find out who.
Was hiring we made recommendations before we made. Any layoffs
those people have places where if they, were interested they
could go find full. Time informat everybody was working within
two weeks of. The layoffs.

Speaker 6 (38:00):
That's amazing that's an. Amazing story it.

Speaker 3 (38:03):
Was painful I'M glad i DID what i Did and
i'm happy, for them but it took us a while.
To recover so That was that's part of. The journey
that's part of the risk of doing something out there on,
your own and it's if you embrace the lessons that
you learn from, those moments you can.

Speaker 6 (38:17):
Have breakthroughs so what were the takeaways, From, that.

Speaker 3 (38:21):
Well the first one is mitigate client concentration risk early
and often and find different creative ways to. Do that
in twenty eighteen we got back. To profitability, TWENTY nineteen
i had a vision for a new business model in,
this SPACE which i talked about at the very beginning of,
the introductions and, that is how do we remove a
lot of friction in the customer journey when in the professional,

(38:44):
services space specifically. Software engineering and there's only two ways
outside of what we're offering today that a customer can
invest in. Custom software it's either going to be through
a staff, software consultancy which is you got to get
value out of butts. And seats they're going to charge
you a minimum for forty hours a week for that
team for as long as you have. That team you
got to get value from. The team the other is

(39:05):
a boutique software engineering group that's going to charge time
and materials for the work they're doing. For you but in,
both cases you're going to find yourself in a break
fixed relationship at the end of the project because now
you're only going to call them if something. Goes wrong the,
work's done you paid a fortune, for it you hope
to get their intended return. On investment but now you're
in this strange place where nobody's really properly supporting and maintaining.

(39:26):
It proactively so you're waiting as a customer for one
of three things to happen before you reach. Back out
it's going to be either you want a new feature which,
is great or there was a security issue tied back
to that custom software application. That's bad or it simply,
stopped working probably because of an, operating system, browser update.
Hardware update that's a lengthy way of. Saying that that's

(39:46):
how we figured out how to mitigate what we ran
into in the past and create a managed recurring revenue
model in the professional services space specific. To software, so now,
for example, this year we have a little over two
million revenue that's, booked schedule guaranteed. Recurring revenue so how
did you.

Speaker 6 (40:05):
Roll out this? New program so, you know some people
who aren't familiar with it might be reluctant to, Sign
up so how did you get it? Out there the
first step is to test.

Speaker 2 (40:16):
The market is it going?

Speaker 3 (40:17):
To work we had an opportunity that presented itself in
the fall, twenty nineteen and this is a pervasive issue
in the. Mid market people have key person risks inside their.
Four walls there might be somebody who. Created something it
could have been, a vendor maybe it's an. Internal resource
they're dependent on whatever, was created and now they're very
concerned about how to sport maintaining if that person wins,

(40:37):
the lottery if they just, go away so. FAST forward
i had. AN opportunity i presented. This model they bought,
that way they're still a. Customer today we deliver service through,
fractional teams so they have that financial operations ability. They
need so we just had to learn from, the market
and then we had to get really good at delivering
this model over and. Over again so we matured. Into

(40:58):
it now we have a lot of processes in some
of our own proprietary tech and house to get good
at this. Business model so we've doubled in size each
year over the last, three years and we'll double again.

Speaker 2 (41:09):
This year.

Speaker 4 (41:10):
That's awesome so how do people get a hold? OF
you i mean it sounds like you're the go to
guy if somebody needs. Some, software yeah.

Speaker 3 (41:16):
They can visit redhawkdash tech. Dot com they can also
find Me. On LinkedIn just Search For. Matt striplehoff i'll
be happy to Share The, EXCEL worklook i. Described earlier
we have a tech innovation workshop that is a do it.
Yourself solution you can reach out and think through.

Speaker 4 (41:30):
Some solutions Mike, Striple hoff redhawk tech. Dot Com that's
redhowkash tech. Dot com.

Speaker 6 (41:36):
Thank you Passage to Profit With Richard.

Speaker 4 (41:38):
Analyzabeth prehart now it is time for my Dear Friend,
karen rubinstein who really HAS something i think so super
valuable for people who are trying to transition into life
after having made a major change in. Their, Lives, so
karen please describe what.

Speaker 7 (41:54):
You're, doing yeah this is a culmination of five years.
Of Sobriety So I'm. KAREN rubins i am. An alcoholic
my sober Date is may, twenty fifth. TWENTY twenty a
couple of, YEARS ago i went BACK and i got
certified as a transformation coach and a. LIFE coach i had, been,
told oh you'd be really good like working with people.

Speaker 4 (42:15):
In recovery, i'm like or a.

Speaker 7 (42:16):
Life COACH so i, was like, huh yeah the. TRANSFORMATIONAL
piece i just loved it because it's finding the underlying
beliefs that are holding. You back and basically somebody said
it the, other day recovery. Is Transformation so i've been
focused on women in recovery and working, with clients and
about three, months ago, you know it's just like you

(42:39):
were talking About The Little. TIFFANY box, I, thought oh
this is, my life this is My little tiffany. Blue
BOX but i believe in a universal journey and a,
higher POWER so i feel like this is. An opportunity
I'm starting women In, the rooms an online recovery community
for women because in the, recovery community going to a

(43:00):
recovery meeting is called going to. The rooms And when
i'm in, The rooms i'm always, looking around going where
are the women in?

Speaker 4 (43:08):
The rooms because it's ninety percent men and ten, percent
WOMEN and i know we're. OUT there i was one
of the people that avoided recovery rooms, for years and
they could have. Helped ME so i had to hit
a very hard. Rock bottom five. YEARS ago i was
drinking about a half a gallon of baka day and.

(43:28):
BARELY existing i.

Speaker 7 (43:30):
FELT hopeless i went to rehab went into, the ROOMS
and i found out that recovery is more than.

Speaker 4 (43:38):
Just putting down.

Speaker 7 (43:39):
THE bottle, I, thought OH if i could just, stop
drinking everything's going to. Be, great no it takes a lot.
Of work it takes a daily working of, emotional growth my,
spiritual GROWTH physical i have to take care.

Speaker 4 (43:52):
Of, Myself, so.

Speaker 6 (43:53):
Karen what motivated you to drink in the? First place
do you think.

Speaker 4 (43:58):
MANY factors i really DIDN'T have copd in. LIFE skills
i never felt comfortable in my. Own, SKIN really.

Speaker 7 (44:04):
I didn't have a sense OF who. I was i
grew up in a very. Turbulent household there's a lot of,
different factors and everybody has a. Different story but actually
the ONE story i do here over, AND over i
didn't feel comfortable in my. Own skin they call alcoholism
a disease. Of emotions SO if i was, feeling fearful
like we. Discussed that the topic of fear my thing

(44:26):
was oh, or stress and society kind of pushes that
if you think, About it oh, you're stressed have a glass.
Of wine oh you might. Need meds oh. Med med
we've normalized drinking and.

Speaker 4 (44:38):
Over medication so, for Me what i've discovered AND what
i want to help people with is creating tools and
skills for having a. Healthy lifestyle i've grown, So much
but also, the transformation it really does take finding out
why you. Were drinking.

Speaker 7 (44:58):
For me it was all fear based and trying to
escape and trying to. Numb pain that was. Really WHY
and i feel like if there was a community Like
what i'm forming, years AGO maybe i would have had a,
different avenue a different resource to.

Speaker 4 (45:14):
Help me but this is my JOURNEY and i think
one thing that's really good about what you're Doing the
women In the rooms is a lot, of times if
you're drinking and you're partying all, the time all your
friends are, Doing that they're, all, like oh let's meet at, this,
bar yeah, the street are? You know and then if,
you quit it's like you may still have some of
those friends or you. May not so where do you

(45:36):
find friends that are on the same pathway that you are?
Towards recovery and so THAT'S where i Think your women
In the rooms really has a lot. Of value and
it's FUNNY when i, was drinking, actively drinking that was.

Speaker 7 (45:47):
My world those were. MY friends a lot of people.
Don't drink that's more normal. For them AND when i was,
ACTIVELY drinking i didn't. REALIZE that i thought everybody was
drinking at. THAT time i had friends that were In
the wine In the month club and they have wine
sellers and they had, wine parties and, YOU know i,
was like, OH yes i like such and such year of,
you know like everthings. Sounded cheek at, THE end i

(46:09):
was drinking from. A box i really. Didn't care and,
you know it's. So funny, you know the people that
do have a problem with me not drinking usually kind
of have an. Issue themselves people that don't have an issue,
with drinking they don't even Question that.

Speaker 4 (46:22):
I'm not and, you know.

Speaker 7 (46:23):
It's FUNNY as i, grow healthier my friends seem to.
BE healthier i have a healthier, community NOW including i
feel so good because we became friends like six months
ago OR something.

Speaker 4 (46:34):
I do but ONE thing i wanted to, ask you,
so like when the women go into the you have,
A house, oh, yeah yeah can you describe the whole
thing and what they find when they go into a
room and what kind of rooms? Are there this is what's.
So exciting and we were talking about how do we?
Get inspiration where did things? Come from and life coaching.

Speaker 7 (46:51):
Or whatever it was my client who In, early december, She's,
like karen did you ever think of an? Online community
and then like overnight we were and the next day,
we're talking and for a woman especially or, You know
i'll speak.

Speaker 4 (47:04):
FOR me a home is like. My Haven so i'm
starting with just, the BASICS but i have a VISION
and i have a couple of people getting.

Speaker 7 (47:13):
On board so you go on to the welcoming. Front
porch and then for the early, in sobriety the women
coming in is come into the parlor and it's open
discussion and skills and tools that they, can learn just
basic things like how to go to a party and
not drink, and journaling just little tips and things to
keep you on, a nice little. Steady foundation then as

(47:36):
you move further into, the rooms there's the living room for,
emotional growth which is the key, for transformation, you know
like that's how you really do put down the bottle,
For life so. Emotional growth then there's. The loft, somebody,
said oh you have to have the spiritual growth in,
the Attic and, I'm, like god that doesn't.

Speaker 4 (47:53):
Sound nice so the loft for. Spiritual growth and then
dear friend who's also ann author and she has a
cooking school May. For dell She's, like karen she's so
excited About and lizabeth knows, her too and she wants
to do a video every week with tips on nutrition and.
Good COOKING so i. Have that AND then i found

(48:15):
this lovely Woman in CANADA that i met last YEAR
and i was telling her, about it and she's an
engineer and she's called back into. Personal training so were
you talking? About That and, i'm, like huh how about
a wellness studio in The home and, She's like i'll.

Speaker 7 (48:28):
Do It and, i'm like. Oh wow so like little
rooms for growth, and INSPIRATION and i want to have,
a library the home library. And nook HAVE people, i
know people that have written books, on recovery have people
come in like once, a month, have events or some
people are afraid to go. To REHAB and i have
friends that are in the rehab business that run recovery

(48:51):
Houses and, i'm like could you come on and speak.

Speaker 4 (48:54):
And they're, Like yeah so that. THE mystery i want
to be out there to show people there is life after.
Hour ALCOHOL and i was Signed to matt before we.
Began today, It's like i'm a. SUBURBAN housewife i weighed
two hundred and. TWENTY pounds i was at the depths, of.
DESPAIR hopelessness i turned it AROUND and i didn't do.
IT myself i had community, and support and it's been

(49:16):
a journey and there. Is Hope so i'm kind Of
like i'm the person that you meet at, The SUPERMARKET like,
i LIKE if i can. Do it, you, know anybody
you lost all, the weight you look, beautiful now you,
Look incredible and that's not how you were before you made, this, Transition,
RIGHT no i actually for most of MY life i
was thin and THEN but i went through a trauma in,

(49:36):
my forties a, severe TRAUMA and i actually fled. THE
state i moved out. OF state i moved Up. To massachusetts.
Thank god, my husband who now were sell writing our
Thirty Fifth, buddy anniversary then got he stuck.

Speaker 7 (49:49):
By me that WAS when i really gave. Up hope
and THAT'S when i just dove into. A bottle i
didn't know what. TO do i really didn't know what.
TO do i didn't know where to turn and, my
source my only, coping skill, was wine which turned. To
vodka it was just not a healthy way, of LIVING
but i really didn't know any, way ELSE and i

(50:11):
didn't know any.

Speaker 6 (50:11):
Way out so how do you know if you drink
to the point where you really just have to quit
for the rest of. YOUR life, i mean what are.

Speaker 4 (50:19):
The signs there's an expression in the rooms a cucumber
could become, a pickle that a pickle can never go
back to being. A cucumber there were points in MY
life I believe i was dangerously drinking or drinking too much.
To escape but there is a POINT that i really
did become addicted and my body. Chemistry changed SO when
i actually, moved.

Speaker 7 (50:39):
Back when you moved Back To, new JERSEY and, i thought,
oh good You know i've gotten through. THE trauma i
wasn't thinking, that RASHALLY but i, was like you, KNOW
what i can stop.

Speaker 4 (50:48):
Drinking NOW but i. Could not THAT'S when i.

Speaker 7 (50:51):
CROSSED over i had magnets taped to my head to
like thump my brain and try TO like i went to.
A hypnotist i tried everything everything to. Stop drinking so
it really took going into rehab for. Five MONTHS and
i look at the growth Now and, I'M like i feel,
better now five years, into recovery BETTER than i have

(51:12):
in my, entire LIFE and i feel comfortable the Way
that i'm. SPEAKING now i couldn't even speak from THE
time i was like fifteen, to.

Speaker 4 (51:20):
Two about five. Years ago my throat would. CLOSE up i.

Speaker 7 (51:24):
Couldn't speak so with work to, be done and with
the help and support, of community and hopefully with Places
like women In, the rooms, you know people can really
discover themselves and transform. Their lives like THAT'S what i
really want to. Give back we're not meant to live
a life of despair or sadness. Or fear life is

(51:44):
about joy and learning, and growing and so there's things
that we can overcome and tools that we. Can use, and,
again honestly nobody does A by. Theo selves we really.
NEED community i think it's going to be.

Speaker 4 (51:56):
Super successful is your website launched or does? IT launch
i know THE website.

Speaker 7 (52:01):
I started o there's an online community platform that. Is
wonderful It's Called, mighty networks and it HAS think.

Speaker 4 (52:09):
I have the ability to go in and create these
little rooms. And DIFFERENTIATE so i. LAUNCHED it i sent
a couple of, invites out so that's where the meetings
are going to. Take place, RIGHT now i have The
Website karen rubinstein dot com r ub, as teion so
we could. Find, Information, also oh, RIGHT now i have
a great recovery guidebook that's also like if you go onto.

(52:33):
My website you can find. That Too, karen rubinstein. Thank
you you are listening To the Passage To profit Show
With Richard. Elizabeth gearhart our special guest today will be
back right after This for secrets Of The. Entrepreneurial mind don't.

Speaker 6 (52:45):
Go, AWAY man i had a, rough night.

Speaker 11 (52:47):
SLEEP boy i got a letter FROM the irs YESTERDAY
and i just.

Speaker 5 (52:51):
Couldn't, Sleep, Man min i'm.

Speaker 11 (52:53):
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Speaker 8 (53:28):
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eight hundred two six two nineteen. Twenty six eight hundred
two six two nineteen. Twenty six that's eight hundred two
six two nineteen. Twenty Six it's Passage.

Speaker 4 (53:45):
To Profit alisia morrissey is our program coordinator Here on
Passage to profit and she's also a fantastic. Jazz vocalist
you can scroll to the bottom Of the Passage to
profit show dot com website and check out. Her, album
now it is Time for secrets of the, entrepreneurial mind
and we are going to Start With. Matt, stripplehoff matt

(54:07):
do you have a secret or something really profound you
can share with.

Speaker 3 (54:10):
OUR listeners i will just say that based on our,
TOPIC today i think resonates as well as embrace. The
fear like, professional athletes if you can convert that sense
of anxiety into fuel and use that to prepare for,
what's next you'll. BE successful i think.

Speaker 4 (54:28):
That's Excellent, karen rubinstein what is? Your secret this is what's?

Speaker 7 (54:32):
So excited and we were talking about how do we?
Get inspiration where did things? Come from and life coaching.

Speaker 4 (54:38):
Or whatever it was my client who In, Early december, She's,
like karen did you ever think of an? Online community
and for a woman especially or, You know i'll speak.

Speaker 7 (54:47):
FOR me a home is like, my haven so you
go on to the welcoming front porch. RIGHT now i
have The Website karen rubinstein dot com r ubi as
teion and it's a open discussion and skills and tools
that they, can learn which is the key.

Speaker 4 (55:04):
For Transformation, gordon fraser what's?

Speaker 2 (55:07):
Your secret my secret is connected to fear and it's,
public speaking and so it's clencher. Butt cheeks.

Speaker 6 (55:14):
You know i've noticed a lot of actors.

Speaker 4 (55:16):
Doing that so that's how you get toned back, There
too so that's a. Double.

Speaker 2 (55:20):
WHAMMY yeah i believe no audacious GOALS because i think
too many people set low goals and then unfortunately. MEET
them i wanted to have a. GLOBAL business i wanted
to have a. Scalable business but also the most important
THING is i wanted to have a residual aspect to
the BUSINESS that, i had and you can't get a

(55:41):
residual income when you're trading time. FOR money i think
it's really understanding what, it is, you've got what you
want and how you're going to. Get IT so i.
COULDN'T quit i knew what payday. LOOKED like i didn't
know when it was going. To happen, you know it's
like the. Bamboo shoot it's like you. Water it you
water it for. LIKE whatever i. Don't know it's like
three years. Or something. Nothing happens then on the fourth
if you it grows, seventy feet you don't know when

(56:02):
the seventy. Feet is in, many businesses all, big businesses are.
TIME leveraged i started my business myself basically trading the
twenty four hours in the DAY that i had by
the MONEY that i made from. The sale so on,
my own THAT'S all i. Could do it could be
like a hairdresser or. A trucker you're driving. Your vehicle
it's you that is responsible for making. The money on,

(56:24):
your own you're still trading your time, for money even
if you have, a staff because you only have that.
One business but if you can magnify that so, you
buy if you're able to reinvest your money into more,
coffee shops save up money to buy another truck or,
another salon then you're able to leverage in. Your time
you're multiplying your time through the efforts of.

Speaker 4 (56:46):
Somebody, Else, excellent richard, your heart what is?

Speaker 6 (56:48):
Your secret my secret is don't jump to conclusions when
you don't. Have to sometimes you have to make a.
Gut decision but if you can do a little bit
more investigation sometimes and try to get a better idea
what's really, going on then you don't do as many.

Speaker 4 (57:02):
Stupid, things well my secret is a well known saying
which is kind of hard to put into, practice sometimes
but don't put off. Till tomorrow would you think you should?
DO today i, Was, Slush okay i'm going to order
some business cards for this meetup or this Meeting that
RICHARD and i are going. To tonight SO if i
would have done it yesterday as, A possibility i would
have got them. To DAY and i thought about. IT

(57:23):
yesterday i just didn't, Do It so i'll find another
way to get. THEM done i already have a backup plan.

Speaker 6 (57:28):
That's great Passage to profit is a nationally syndicated radio
show appearing in thirty eight markets Across The. United states,
In addition Passage to profit has also been recently selected
By Feed Spot podcasters database as a top ten entrepreneur.
Interview podcast thank you TO the P two, p team
Our Producer noah fleischman and our Program Coordinator alicia morrissey

(57:51):
and our Studio Assistant. Brissy cabbasari look for our podcast
tomorrow anywhere you get. Your podcasts our podcast is ranked
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while the information on this program is believed to, be
correct never take a legal step without checking with your legal.

(58:13):
Professional First gearheart law is here for, your patent trademark and.
Copyright needs you can find us at gearheartlaw dot com
and contact us for. Free consultation take, Care everybody thanks,
for listening and we'll be back. Next week the proceeding
was a.

Speaker 1 (58:27):
Paid podcast iHeartRadio's hosting of this podcast constitutes neither an
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Speaker 2 (58:34):
Ideas expressed