Entrepreneurs: Unlock Fulfillment in Life and Business with International Coach Julian Heppt + 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):
You know, I have to function, I have the pressure.

Speaker 3 (00:12):
The core of our.

Speaker 4 (00:12):
Business was our culture.

Speaker 5 (00:14):
Not everyone is safe to share your secret.

Speaker 3 (00:16):
I'm Richard Gearhart and I'm Elizabeth Gearhart. You've just heard
some snippets from our show. It was a great one.
Stay tuned, especially if you want to start a new.

Speaker 6 (00:25):
Business, ramping up your business.

Speaker 7 (00:29):
The time is near.

Speaker 6 (00:30):
You've given it hard, now get it in gear.

Speaker 1 (00:33):
It's Passage to Profit with Richard and Elizabeth Gearhart.

Speaker 7 (00:38):
I'm Richard Gearhart, founder of Gearhart Law, a full service
intellectual property law firm specializing in patents, trademarks, and copyrights.

Speaker 3 (00:45):
And I'm Elizabeth Gearhart. Not an attorney, but I do
marketing for Gearhart Law, and I have my own startups
and podcasts.

Speaker 7 (00:52):
Welcome to Passage to Profit, The Road to Entrepreneurship, where
we talk with entrepreneurs and celebrities who tell their stories
about their business journey and also share helpful insights about
the successes that they've had.

Speaker 3 (01:04):
Did you know that two in five Americans want to
start a new business or our business owners, we have
lots of information to help them too.

Speaker 7 (01:12):
And we also talk a little about the intellectual property
that helps them flourish. We have a very special guest,
Julian Heupt, who is the international life coach and business coach.
He's also an author and facilitator and we really look
forward to hearing from him.

Speaker 3 (01:27):
And next we have Christy Pretzinger with WG Content. She's
the founder and CEO and she is helping leaders create
environments where people can thrive. And after her, we have
Brandy Birch, the CEO and founder of benefit Bay, a
software in the tech startup space for benefits.

Speaker 7 (01:46):
Well, that sounds amazing. I can hardly wait. But before
we get to our distinguished guest, it's time for your
new business Journey. Two and five Americans want to start
a business or are already business owners, and we like
to ask our guests on this show questions that can
help our audience. So, what besides passion is essential to

(02:09):
entrepreneurial success? So, Julian, welcome to the show. What's your
take on that question?

Speaker 2 (02:13):
What besides passion is important? In my eyes? Are many
things like to be disciplined. You know, like a combination
that you have passion and a sense of purpose towards
what do you do, and then to take structured action
and learn from your mistakes. I think the biggest thing

(02:35):
when people are starting out with their business, it's not
always easy at the beginning. So you have to maintain
like a strong mindset in my eye, and be aware
that you're going to hit those walls where you think,
oh my god, this was it, It's over, and then
to push through because if you take on that journey

(02:56):
of business, it's, in my eyes, something like a hero's
journey of your soul. Also, if you want to say
that that wants to grow and evolve, and if you
have that mindset okay, I know that it's not going
to be easy always, then you're able to push through
and take on that challenge.

Speaker 7 (03:15):
That's great advice. I really appreciate that. And a lot
of people talk about passion and its importance, but there's
other skills that the entrepreneur needs to master. I think
you covered a lot of them in your answer. Christy,
tell us about your opinion on this question. What besides
passion is essential to entrepreneurial success.

Speaker 4 (03:34):
I talk a lot about self awareness. I think that
you need to be self aware of your own limits
and aware of the fact that you don't know what
you don't know. If you walk into it thinking you
know everything, you're going to fall flat on your face
pretty quickly. So even if you're really passionate, you need
to make sure that you're willing to have many counselors
to kind of double check yourself.

Speaker 7 (03:55):
I think that's a great solution, is making sure that
you get external input from people who maybe have more
experience or different experience, and they can kind of help
point things out. I know that when Elizabeth and I
started your Heart Law, we had a lot of challenges,
and I came right from the corporate world and I
thought I knew a lot, but that was different from

(04:16):
being an entrepreneur for sure. So Brandy, what do you
have to say?

Speaker 5 (04:20):
I think the one thing for me has been grit.
There's a lot of days that are really hard and
if you don't have that grit to get back up tomorrow.
I feel like a little bit of entrepreneurship journey is
about being that punching bag in as you're building it,
or as you're hitting your failures or as you're getting
the feedback from others, or as you're having to take

(04:40):
those personal licks, or as you're having to motivate yourself
every day. Like Julian said, so just the grit to
not quit usually right before it's the hardest is when
it's going to get better. So believing in yourself enough
to keep facing each next.

Speaker 7 (04:56):
Day, that's great. Would you be willing to share with
us an example of where you needed to find that
extra grit?

Speaker 5 (05:02):
Yeah, Benefit Bay has had a few instances where it
nearly died. So in each of those instances, which early on,
we had a CEO transition in the founding part of
Benefit Day, I was a co founding team member at
the time and operation seat, and our CEO was asked
to step away and I was asked to step in,

(05:24):
and so that took my first initial piece of grit.
I ended up having to take some personal licks as
well of going without compensation and things like that. But
throughout the journey there have been various times where maybe
your top customers acquired and how do you move on
from that, or how do you navigate that new larger
enterprise entity. And so there's just been countless examples throughout

(05:46):
the journey that it feels like an emergency. That day,
it feels like the worst thing that's happening to the business,
But you I'll be another thing later on, and you're learning,
get adapting and learning all those and stretching all those
new skills. And I think the self awareness piece, like
Christy mentioned, is just knowing when you're feeling overwhelmed ask
for other people from mentorship, and I think one thing

(06:09):
none of us really talked about is having that support
network that you can lean on and feel safe to
ask all those questions, you know, when you nearly want
to give up on yourself.

Speaker 7 (06:18):
I agree. It's funny, you know, as an entrepreneur, you're
interfacing directly with the business world. There aren't like a
lot of shields out there to kind of protect you,
and so you've got to roll with the punches and
it's challenging. It's an opportunity for personal growth, but it
takes a lot. So I think Julian's reference to heroes

(06:38):
is kind of apt because you have to have some
part of you that is willing to go through that
and come out on top.

Speaker 3 (06:46):
I was going to get a little down deep in
the weeds because I had this conversation with somebody recently.
If you are going to start a new venture, and
Richard and I have had this conversation very recently, you
need to have preferably both these things. But if you
don't have both of them, you need to have one
of them. One is time, the other is money. As
Brandy says, she had to go without compensation. So how

(07:08):
do you do that? For instance, I'm starting this podcast
business and studio, and I have money from the law
firm to fund it, and I'm getting some loans for
some things. But also I have money to pay the
rent and eat and stuff because I have a spouse
who has a successful business. If I were just on
my own trying to start this, it'd be a lot tougher.

Speaker 7 (07:27):
Well, we're in this together, Hans, so I don't know
if I deserve all the credits.

Speaker 3 (07:31):
And I'm putting in a ton of time too, so
we're working weekends. It feels like we work on it
almost all the time. But I recently ran across somebody
who wanted to start something and she didn't really have
time maybe weekends, maybe evenings, and she didn't have any
money to put into it.

Speaker 7 (07:46):
Severe boost wrapping.

Speaker 5 (07:48):
That's a really good point. If you can't survive those
two things, it's not gonna make it.

Speaker 4 (07:54):
You're gonna take twice as long and cost twice as much.

Speaker 7 (07:57):
I guess for my comment, I've been kind of jumping
in out here, so you already know my opinions. But
I'm going to go with the really boring things like
be organized, understand your financial stuff. Far too often I
think entrepreneurs neglect the financial piece, understanding things like a
balance sheet, like even having a balance sheet, even having

(08:19):
a profit and loss statement, and then understanding the cash
flow of the business. These things are fundamental and you
may think you're doing great, but if you don't understand
those pieces, you may not be making any money. You
may be working for free. And so it's very important
to get the input of a good accountant and make
sure that you try to establish some regular habits for

(08:42):
yourself or for your team, and that will help systematize
things and make your business more efficient.

Speaker 3 (08:48):
What did Mary I say at the event last night,
Bring in more money than you spend.

Speaker 4 (08:52):
And I just want to add keep in mind that
CPA just means somebody can pass a test. It doesn't
necessarily mean they've got financial document in my own experience.

Speaker 7 (08:59):
Yeah, you're right, keeping the books is different than understanding money.

Speaker 3 (09:03):
That is so true.

Speaker 7 (09:04):
Thank you very much everybody. Very stimulating discussion and it's
now time for our special guest, Julian Heppt. He's an
international life and business coach, author and facilitator. So, Julie,
I want to ask you kind of personal question here.
What happened in your childhood that led you to the
place that you are now professionally.

Speaker 2 (09:26):
That's a great question. Actually, like most of us, my
childhood wasn't that romantic, I would say, so. Definitely got
some trauma with it, you know, like most of us,
and some suppressed emotions, and maybe wasn't loved for who
I am like most of us, you know. And with

(09:47):
me in my early twenties, all of this suppressed stuff
came up basically at once. So that was like the
start of my journey that I was dealing with depression anxiet.
I was throwing up on an empty stomach for like
two years straight. It's really tough, tough times. And with me,
I always had the feeling, okay, this is like a

(10:10):
challenge for me to grow. So I didn't see myself
as a victim, which wasn't always easy because all of
my friends started their careers and I was basically like
surviving day by day. But I faced the challenge and
got some help and healed. And this was the point
for me where I saw my growth and I saw okay,
I really grew. And what also was happening, like doors

(10:35):
in life all of a sudden were opening for me,
like in a magical way when I came out of
that crisis. So that also made me believe like in
something like a higher power. Some call it universe, some
call it God. And it was so fascinating for me
that I wanted to help others to go on the

(10:56):
journey as well. And over the years I specialized life
on leaders, entrepreneurs and business owners who I helped on
their journey.

Speaker 3 (11:05):
So what percentage of the population worldwide, or at least
in the parts of the world that you know, would
you say, has depression anxiety stress?

Speaker 2 (11:15):
I would say, like in the Western world, it's a
really high percentage. I get. I mean, I don't know
if the statistics are correct, but I would say half.
Maybe there are levels to depression, you know, I.

Speaker 3 (11:29):
Agree with you I think it's at least half. And
what I wonder is why so many of us suffer
from these things at different times. You mentioned panic attacks too.
It's like almost everybody I know, they get depressed. It
doesn't always last sometimes, but you know, we all have
down days and updates. But do you think any of
yours was biochemical or do you think it was all
emotional related?

Speaker 2 (11:48):
With me, it was like the trauma behind it, and
that I always had the feeling I have great potential,
but through that childhood I wasn't able to bring it out,
and it was like always wanted to push through, but
I wasn't able to and that led to that as well,
you know. But maybe to answer your question, why is
this rate so high, I think it has a lot

(12:10):
to do with the world we live in right now.
We are definitely living in the world of change, rapid change.
It's not easy to predict the future right now, and
some really challenging times towards for example, high cost of living.
So whenever life gets tough, us human beings tend to
look within and look for deeper meaning. But when we

(12:33):
look within, we also see the hidden parts of ourselves,
like not feeling good enough so displays a huge role
in business as well. So the work that I do
is basically I journey I take on with my clients
from basically like an ego driven to a purpose driven
life that's like a huge part of it. And whenever

(12:55):
our outer world becomes crazy and challenging, depression, you know,
and then when we face the challenge and look at
all of these deep stuff integrated, we can move on
with more fulfillment.

Speaker 7 (13:09):
Julian Hepted an international life and business coach, author and facilitator.
When you're working with a client, how do you address
some of these issues for them or with them?

Speaker 2 (13:20):
When I start working with a client, I basically have
like something like a checkup call, you know, to have
an honest conversation of where they stand. And I have
a pretty good intuition as well, so I always find
pretty quickly what are those topics?

Speaker 7 (13:35):
You know?

Speaker 2 (13:36):
And let me put it this way. I see like
business itself. I see it like a Swiss watch with
many gear wheels ideally gliding in perfectly, and like the
biggest gear will of them all, is like the leader,
the business owner itself, you know, And that's where we
look at first, and there are many aspects coming in

(14:00):
to play, because, for example, relationship is a huge part
of business because when you don't get along with your partner,
it's draining a lot of energy. And many entrepreneurs tend
to be like in their head all the time, you know,
I have to function, I have the pressure, you know,
and the heart is closed. But if you're able to

(14:20):
get that together and open your heart, you can really
find strength in your relationship that helps you drive even more.
That's just some example.

Speaker 3 (14:30):
Yeah, so I wanted to bring this up. That's in
our show notes. You earned recognition as the top expert
on relationships by the famous German earthfol magazine. Then you
brought a book after that. So what did they say
in that article about you that made you a top
relationship expert.

Speaker 2 (14:48):
It's basically the experience I gain. So when I started
my business with me on my journey, it was my
relationships and the paving full experiences that really made me grow.
I was really fascinated about that, Like, through those breakups
and heartache, I found myself more like self love, believing

(15:09):
in myself, you know, through that pain. So I wanted
to share that. I did a lot of seminars and
being in magazine, so they gave me that recognition. And
I also had that book in stores, so probably that's
why they gave it to me.

Speaker 7 (15:24):
I'm the subject of self love. How did that manifest
itself in you? Were you just sitting there thinking about
something and so, ah, I have self love or did
you do something in particular, say okay, I'm going to
have the self love goal? I mean, how did that
actually come about for you?

Speaker 2 (15:44):
I mean, in general, as human beings sometimes need the
opposite of things, the experience of the opposite to learn
what it's about. So like break up or if your
partner cheats on you, it's like the most painful thing ever,
but if you face it, then you come to self love.

(16:05):
So that's what I also meant with Hero's journey of
the soul in business, you know, so when you go
on that business journey and you face those challenges and
use that to look within, then you find treasures in
there and you can move on on an even higher level,

(16:26):
like you can take that for relationships or business.

Speaker 3 (16:28):
It is interesting that you bring us to the workplace
because there are a lot of relationships in the workplace
and those are very difficult and So do you get
involved with workplace groups in trying to help groups function
better together.

Speaker 2 (16:42):
Yes, that's also part of my job as a business
mentor that I help entrepreneurs find the right people for
their workplace, or if there's conflict, how to solve that.
Sometimes it's a matter of communication, and sometimes it's also
like an invitation to grow, because if one has a
fear of being rejected when he's speaking the truth, maybe

(17:05):
anger is building up, but he's quiet about things he
doesn't like, you know, So if you work on that,
then he's able to communicate and then the flow is there.
So it's also an inner thing.

Speaker 7 (17:18):
Yeah. Sometimes I think managers find the art art discussions
and are tough. You're not always sure what you're gonna hear.
You're also not sure how you're gonna respond.

Speaker 2 (17:29):
I always try to teach them like the balance, because
it's very important as a leader to be strict. That's
important that people like the coworkers respect to the CEO
and so on. But then at the same time have
that open heart and the co worker is they feel that.
It's like an energy they sense. You know, when you

(17:51):
have both in play, many things resolve automatically. They feel seen.
They are not afraid anymore to talk about tough stuff.

Speaker 7 (18:01):
Julian Hept He's an international life and business coach, author
and facilitator. You're listening to Passage to Profit Howard on
thirty eight stations across the country. If you can't catch
our broadcast or you miss this, you can always pick
it up on our podcast. The Passage to Profit podcast
is ranked in the top three percent of podcasts globally

(18:21):
and has also been listed as a top ten entrepreneur
interview podcast by feed Spot database. So we'll be back
with more from Julian Hept right after this commercial.

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Speaker 1 (20:34):
Now back to Passage to Profit once again, Richard and
Elizabeth Gearhart.

Speaker 3 (20:39):
And our special guest, Julian Hept. Julian is a life coach,
and we have been talking about how he came to
be doing what he's doing, how he's helping people, how's
he's a top relationship expert. And now we're going to
dive into his new podcast, which is so cool. I
love podcasting. So, Julian, what's the name of your podcast?
Of what are you talking about?

Speaker 2 (21:00):
The name of my podcast is Bold Leaders with Big Hearts,
in which I will invite some high profile entrepreneurs as
well to talk about the journey and to hear those
stories and especially that deep stuff, you know, because that's
my thing to help people like from this ego driven

(21:21):
to purpose driven life, and that's what it's all about
to talk about the world. We can see sometimes you
know that vision, the purpose, the emotions and all of that,
but also like business strategies and how to take action
the right way. It's like a good balance of things.

Speaker 7 (21:40):
So what's ego versus purpose driven? I guess I could
sort of guess, but I'd like to hear you talk about.

Speaker 2 (21:47):
Let me start with an example because a few days
ago I saw a short documentary of Michael Phelps. So
he's like one of the most high achieving Olympians ever,
I guess demos And in his story he shared his
journey and he mentioned that one of the main things

(22:07):
that was driving him to this high, high, high achievement
was that deep down inside of him, he didn't feel
good enough. He didn't feel loved by his parents maybe
or something like that, and that was one huge thing
that drove him, which is a part of the ego.
And what happened to him was that he achieved all

(22:31):
of these things and after that felt emptier than ever
before and he was rapidly going into a huge depression.
Then after that he got through it and faced all
of that stuff, and then he found his purpose and
now he's more into I want to inspire. And also

(22:53):
after he got through that, he came back and still won,
but with the purpose driven behind it. And now he's
more about family, giving back, inspiring others. And that's that's
like the hero's journey. I was mentioning, you know, from
ego to purpose, and I believe it's a journey of
the soul. And sometimes, you know, life gets tough, so

(23:16):
we become aware of these ego parts inside of ourselves
to move on on a higher level. I personally believe
and that's why I started this podcast that the world
meets both leaders with big hearts that have that sense
of purpose, because when we live that, it's automatically good

(23:36):
for everybody for the world.

Speaker 7 (23:38):
Julian Hepped an international life and business coach, author and facilitator. Julian,
thank you very much. Where can people find you?

Speaker 2 (23:45):
My website is Julian dash has h E, double P
and T dot com. But you also can find me
on Spotify with both leaders with Big Hearts of course,
or if you type in mind name on Instagram you
can find me as well.

Speaker 3 (24:03):
Passage to Profit with Richard Elizabeth Gearheart.

Speaker 7 (24:06):
Time now for intellectual property news. As you know, Gearheart
Law is a intellectual property firm. We specialize in patents, trademarks,
and copyright, so of course we have to talk a
little bit about intellectual property. Today's topic airport confusion. And
it's not really being confused when you're in the airport.

(24:26):
It's confusion between two airports. And regular listeners of the
show understand that we have trademarks to prevent customer confusion,
so we don't want people thinking that they're buying something
made from one company when it was really made from
another company. So recently there was a case in court

(24:47):
in California where the Oakland Airport decided to use the
name San Francisco in their name. They wanted to call
themselves the San Francisco Bay Oakland Airport, and of course
they're right across the San Francisco Bay from the San
Francisco Airport, and of course the people in San Francisco,

(25:10):
the airport people there, didn't want the Oakland Airport to
use the words San Francisco in their name because they
thought people would get confused.

Speaker 3 (25:21):
I'm sure get confused on that.

Speaker 7 (25:24):
It's already so difficult to book an airport ticket. Holy cow,
can you imagine if flying into the wrong place.

Speaker 3 (25:31):
Oakland's trying to get more business.

Speaker 7 (25:34):
Well, I don't know, you know, sort of has the
reputation of being like the four step child of San Francisco,
So maybe they were trying to attach themselves to some glamor.

Speaker 3 (25:44):
But I wouldn't know the difference if we were flying
into San Francisco Airport or San Francisco Oakland Airport, I
wouldn't know which one to fly into or what the
difference between the two was.

Speaker 7 (25:52):
So you would be confused. You'd be a confused customer.

Speaker 3 (25:56):
Yeah.

Speaker 7 (25:57):
Well, the court seemed to appreciate your position, so they
actually did stop the Oakland Airport from using the terms
San Francisco in their name. But they do this in
the New York area too. We fly in and out
of Newark Airport all the time, and when you go
to make reservations, they'll call it New York, right, and
even though you're flying into Newark. So anyway, I just

(26:18):
like to bring this up with our panel. Let's go
to Christy first. Christy, what do you think.

Speaker 4 (26:22):
I actually agree? Although whenever I book flights, I just
put like San Francisco area airports, or my son is
in DC, so it's Washington DC airports to see that,
but I think it would be confusing. I wouldn't know.
I'd have to like get on maps and figure out
where I'm going and whether I should go to that
or that one. So I think it's good that they
didn't do that. I mean, I have absolutely zero knowledge
about intellectual property. But confusion we all know.

Speaker 7 (26:44):
About that, don't, right, Well, the world's complicated enough, but yeah,
you're right. I mean, if you're booking a flight into
DC and you put in DC, you'll get at least
a couple of airports, right, So you have your choice. Brandy,
what do you think.

Speaker 5 (26:58):
I do know a little bit about it, and I
think that it's very important and protecting the confusion or
that I like to call them coate writers. Benefitbees is
having a lot of success, and so there was an
agency that was founded in San Francisco and they named
themselves Benefits Bay just put an s in ah, but
we happened to have a registered trademark and it was

(27:20):
creating confusion, like Christy says, so we would need to
support one of our customers. They would Google Benefit Bay,
benefits Bay would pop up, they'd call the wrong phone number.
That's just a bad experience for everyone involved, whether they
care about IPE or not. People shouldn't be able to
create that confusion or maybe try to win from someone

(27:41):
else's hard work. So I agree with the court's action.

Speaker 7 (27:45):
So, Julian, what do you think about this?

Speaker 2 (27:47):
I totally aggrieved with what Christy and Brandy said.

Speaker 7 (27:51):
Well, I guess the moral of the story is get
your trademarks, avoid customer confusion, and don't pull any fast ones.
And if you want to learn more about trademarks, you
can go to our website learn more about trademarks dot com,
and you can download a free white paper talking about trademarks,
or you can book a consultation with an attorney at

(28:15):
Garhart Law. That's learn more about trademarks dot Com. Passage
to Profit. Stay tuned. We have Secrets of the Entrepreneur
Mind coming up, and also the Medical Minute, a new
feature for Passage to Profit listeners. Back right after this learn.

Speaker 10 (28:30):
How thousands of smart homeowners are investing about a dollar
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(28:51):
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(29:49):
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(30:11):
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Speaker 1 (30:28):
Passage to Profit continues with Richard and Elizabeth Gearhart.

Speaker 7 (30:33):
Now it's time for Elizabeth spotlight. Tell us about the
projects that you've been working.

Speaker 3 (30:38):
On Passage to Profit, of course, and I have another
podcast called the Jersey Podcats podcasts that I do with
Danielle Woolley where we talk about health problems in cats
that are kind of tricky to solve, so the vets
may not have the answer and things we've tried. And
then also I have a podcast and YouTube Creators Community

(30:59):
meet up with Stacy Sherman where every month we tackle
different topics about podcasting and YouTube. We had a couple
really great marketing people come and it was amazing. We
had Kay Allison who was talking about using TikTok to
get leads for your business and for your podcast, really
fascinating stuff. And Warren Miles Pickup who talked about getting

(31:21):
people who are casual visitors to actually become clients. So
it was really valuable information for anybody who was there
and listened to it, and on the radio the next
day it was valuable information too. So it's a hybrid meetup.
Whoever wants to come in person can If people want
to come on Zoom, they can, and we're getting just
a tremendous response on Zoom for this. So anybody that's
trying to do anything like this, I think that you

(31:43):
have to have the remote component.

Speaker 7 (31:45):
Now, how can people find the meetup?

Speaker 3 (31:47):
I posted on event bright and on meetup. It's called
Podcast and YouTube Creators Community.

Speaker 7 (31:54):
And so if they just go to meetup, they can
type that in and they'll write.

Speaker 3 (31:58):
And the physical location for that is at Richard's Law
Firm building our building. But Richard's law firm is on
the door forty one River Dans.

Speaker 7 (32:07):
You don't get out of this easily. It's that joint effort, right.

Speaker 3 (32:11):
So it's in the Gearheart Law Building in Summit, New Jersey.
But even people that live close by come on zoom
now because nobody wants to leave their hous anymore. And then, last,
but certainly not least, we're redesigning our podcast studio and
we made a lot of progress last weekend.

Speaker 2 (32:26):
On that.

Speaker 3 (32:26):
We went to kitchen designers. I ordered new windows. We're
getting the kitchen started in the bathroom remodeled, so it'll
be ready to go pretty soon.

Speaker 7 (32:34):
You got to have a kitchen in a podcast studio,
Well it'll be an event space.

Speaker 3 (32:38):
But yeah, I'm pretty excited. I've really been taking a
deep dive into the podcast industry in the last year
and I'm enjoying it. I love podcasting so great. So
now the medical minute, we were at the New Jersey
Edison Patent Awards in hometown, New Jersey, and all of
the scientists who had created new things gave little presentations

(32:59):
on video. One of them I really thought was amazing
groundbreaking research was using your breath to detect cancer. There
are people that are working on this, so lung cancer
is an obvious candidate. Some people are looking at for
breast cancer markers in your breath and the technology is
advancing to the point where they can find them.

Speaker 7 (33:20):
The earlier you can catch these things, the better.

Speaker 3 (33:22):
Yes. So now we are on to our next guest,
Christy Pretzinger, and she has WT content. She's the founder
and CEO, but she's really trying to change society I think,
and the way workplaces operate. Please tell us what you're doing.

Speaker 4 (33:39):
I built my business and I've been doing that for
about twenty years. But when I first started it, I
said to my accountant at the time that if I
couldn't build a business based on kindness, I would go
back to being a freelance writer, which is what I
had been doing. And so when you build a business,
you know, you put on every single hat and you
put your head down and you start working. And it
was really only in retrospect when we were working with
some consultants about five years ago, when they surveyed the

(34:01):
employees to discover what the core of our business is,
the thing without which we would not exist. It came
back that it was our culture. And that was really
interesting to me because I reminded me back to that conversation.
So as a result of that, I started kind of
pondering the idea, kind of building on what you guys
have been talking about here that you certainly do need
to have financial acumen. I have lots of mistakes around that,

(34:23):
but looking I believe personally and in my own experience,
if you look only at the balance sheet at the
bottom line, it's aberrant thinking in terms of how we
are as human beings, because we're actually literally hardwired to
connect and for community. And so I was talking about
it with some friends and I came up with your
cultural balance sheet. I said, it's almost like I look
at my business through the lens of a cultural balance

(34:45):
sheet as opposed to only a financial balance sheet. And
so I wrote a book that's coming out in January
based on that topic.

Speaker 7 (34:51):
That's fascinating. And if you're talking balance sheets, right, the
assets and the liabilities have to equal each other. So
how do you fit that together with culture?

Speaker 4 (35:00):
Yeah, Well, when I first came up with the idea,
I wasn't even sure it was going to work. So
then I worked through it, and there's cultural assets, cultural liabilities,
and cultural equity. The similarities are I mean, there are similarities,
but major differences as well. Obviously you're talking about people
and processes and all sorts of soft skills and things
when you're talking about a culture as opposed to just numbers.
So the assets obviously begin with your people, that's huge.

(35:24):
There's a lot of other ones, like I said, your processes, systems,
things that you have, any ip that you may have.
The interesting thing about cultural liabilities that I discovered through
working on this is that cultural liabilities, if you give
them both intention and attension, can be turned into assets.
So that can be sometimes true financially but not always,
but in cultural liabilities it can always be true. When

(35:47):
I talk about self awareness, a lot of it is
around that that the more self aware you become, you
become a better leader, and you also become a better
human to the point that Elizabeth said, And so for example,
if you have a if a cultural ability for you
is that you catch yourself or your team saying things
like this is what we've always done it and finding
that you have some rigidity there that might be really

(36:09):
stifling idea creation and innovation. That if you have the
intention to address that rigidity to develop more flexibility, and
then you actually put attention towards your intention, your rigidity
can turn into flexibility that then can move into your
asset side, and then in terms of a cultural equity,
it becomes the entire culture that you build. And I

(36:31):
really would encourage anyone who is building a business to
understand and appreciate the importance of psychological safety at work
and the importance of creating a community. I mean, we
spend so much time there. It's really really important to
create an environment where people can thrive. And in my experience,
that starts with letting every single person know that they matter.

(36:53):
That is a human need and it doesn't matter whether
it's work, family, friendship. People want to know that they matter.
That don't want to be a cog in the wheel.
They want their hopes and dreams and fears and all
of those things to be considered and appreciated. That goes
very far towards creating an environment where people can thrive
and where they want to stay. Because what happens when
you build this cultural equity. I think most people know

(37:15):
that on a balance sheet, the only place people show
up as a liability which is again aberrant thinking, but
that human turnover is hidden cost on a balance sheet.
So not only does in my own experience kind of
hearkening back to what we were talking about earlier, is
that you really need to come at this from a
place of purpose and meaning. You can absolutely build a

(37:38):
business without that, you can focus on the bottom line.
There are myriad examples we could all probably cite without
even blinking an eye of people who have been highly
financially successful and are not necessarily good humans. But in
my own experience, what leads to joy in my life
is the purpose and meaning of having the privilege of
feeding into the lives of people who work from my organization.

Speaker 3 (37:58):
And we were talking about hindness and some of these
kind of leaders. You just referenced few kindness as weakness,
but you say they're not the same thing.

Speaker 4 (38:07):
Not even close. I think that kindness in many ways
is actually strength. Kindness is clarity is kindness. That's an
extremely important element of kindness. Boundaries are enable kindness. Kindness
should not be mistaken for weakness, just as vulnerability should
not be mistaken for weakness, because, as Rene Brown says,
the only way to get through courage is through vulnerability.

(38:30):
The data show it, your own experience shows it, and
yet at the same time people resist almost to a
ridiculous point of vulnerability. And the sad thing about that
is that you can't get to innovation and creativity without vulnerability.
I mean, I always give examples of back in the
day when I was a freelancer and I would go
to brainstorming sessions back before they had all the tools

(38:51):
that you use now, and you would just sit in
a room and have to give ideas, you know, do
idea generating. I was constantly intimidated and didn't really want
to say anything because I didn't want to be vulnerable
and look stupid.

Speaker 3 (39:02):
Well, gifts blood.

Speaker 4 (39:02):
How many good ideas did I have that didn't come
out because I was not willing to be vulnerable, and
certainly not with a group of people that I didn't
really even know that well, so that's a learned skill
that used to be practiced.

Speaker 7 (39:13):
Yeah, I would say, it becomes a real kind of
upward challenge. So how do people cope with that?

Speaker 4 (39:19):
I would pause it that your issues around vulnerability start
even in really than work, they start in the home.
I think almost everyone has some level of dysfunction and
if they say they don't, they haven't been paying attention
because we're human. So in my case, I learned through
my childhood and young adulthood that being vulnerable, people might
use it against me and like, you know, you show

(39:41):
somebody your bruise and then they kick you in your bruise.
So I had to learn to overcome that. And I
think that in the workplace that actually happened to me.
And one of the reasons I left and became a
freelance writer was because I was young and I had
come up with some idea it doesn't matter what it is,
but obviously didn't have the whole picture because I was
just in one spot. I had this idea that I
thought was great, and oh my gosh, they practically belittled

(40:04):
to me. And the great thing the learning for me.
And that was first of all, I left. And it
was fine, they did fine, I'm fine, It's all good.
But I have some young employees and some of them
have said things, had ideas that weren't workable because they
don't have the full picture. And I made sure to
tell my leadership team, don't shut those people down, urge
them to continue to share their ideas. They're literally engaged

(40:28):
and trying to tell you that they want to know more,
and that's a wonderful thing to have. So again going
back to the vulnerability in your question, Richard, is that
I think that this is again where self awareness comes
into play. You have to understand and be able to
read the room, and you can't just go be show everybody,
open your kimono to people who haven't earned your secrets.

(40:49):
So you have to learn to gauge the safety of
being vulnerable. When I talk to my people who have
teams and I'm teaching them about leading with vulnerability, I
see you know, especially in a large organization, you know
that you can be vulnerable out and down. You may
not be able to be vulnerable up, and you need
to gauge that and help your team understand. You know

(41:10):
that your team that you're leading with vulnerability, that's a
safe space. They need to gauge where else that's a
safe space. And that's where the self awareness comes in.

Speaker 7 (41:20):
So what would a conversation between me and that young
person look like? How would I address them or approach them,
not discourage them, but also let them know that this
is probably not going to work. For us.

Speaker 4 (41:34):
Yeah, I've had to do that on multiple occasions, and
I try to lead with kindness. First of all, I
am very appreciative that they are engaging, that they are
interested in improving the environment or offering ideas. Our values
are empowered, curious, kind and fun. So I recognize that
they demonstrated empowerment by sharing this idea, and then I

(41:54):
share with them exactly what you said that you know,
this is something it's a good idea actually on its face,
but we've kind of dug through it and realized that
at this time that's not a direction we are going
to go. But again, you're on the right track, you know,
So reinforce that because you want those behaviors from people
to feel like they can contribute. Frequently, I will demonstrate

(42:16):
vulnerability by reminding people that I don't have all the answers.
But something that I just learned from a coach that
I wanted to share that was i auld throw away
comment for her and was an epiphany for me, was
we were talking about leadership teams and she was saying
that back to the point of everyone having dysfunction, that
the amount of dysfunction on a team is a direct
reflection of the amount of dysfunction that the leader will

(42:38):
put up with. That's interesting because if you're comfortable, like
I did a lot of therapy, I've been through a
lot of coaches, I've worked with a lot of different things.
So if on my leadership team someone started demonstrating passive
aggressive behavior, I would recognize that very quickly and shut
it down because I won't tolerate that kind of dysfunction.
So I would say again, looking at yourself and trying

(42:59):
to see what your own strengths and weaknesses are and
what your contribution to the situation is, and then work
from there.

Speaker 3 (43:05):
That's great advice. Christy Pretzinger, you said you have a
book coming out.

Speaker 4 (43:10):
It's called Your Cultural Talent Sheet, Keys to Creating an
Environment where People can Thrive, and we did it in
digestible keys so that people can read them in any order.
It's not necessarily you know, I don't have to read
it start to finish, and hopefully it will help people
get on the right track to creating an environment where
people can thrive.

Speaker 3 (43:28):
Excellent, And how can people find you?

Speaker 4 (43:30):
You can find me at our website wgcontent dot com
and you can also find me on LinkedIn Christy Pretzinger excellent,
thank you very much.

Speaker 7 (43:38):
Passage to Profit with Richard Analysabeth Perhart.

Speaker 3 (43:41):
So now we have Brandy Birch. She is the CEO
of benefit Bay and it's a software tech startup for
benefits and she has a very interesting story. We want
to hear all about what she's doing.

Speaker 5 (43:52):
Benefit Bay was founded in April of twenty twenty one
around some favorable legislation which if I could just simplify
it for everyone in this means personal choice and benefits
allowing individual employees access to their benefit dollars to make
the decisions for themselves rather than putting that very important
and personal decision in the hands of their leaders or

(44:12):
HR team or CFO each year. And we all know
that healthcare in America has some room for improvement. In
the US side, it's really just driven up and up
and up and up, and employees are unhappy with their
benefits decisions often that their employers make, and their employers
are really just trying to do the best with the
budgetary decision they have to make. And it's a very
complex situation that is a lot of moving pieces. So

(44:35):
what we have done is solve the technology journey and
the human heartbeat journey of personal life choice and benefits,
which is very complex, meet the regulations and compliance around
this space, work with brokers and consultants as well as employers,
and then service that in using employee and ensuring that
they end up with the right health care for them.
And then of course we have to work with the
carriers the payers in our industry system, so we have

(44:58):
to work with the overall e go system to bring
the right product. It's really about transparency. It's about giving
that employee a safe space to talk about their health outcomes,
their mental health challenges, their fertility journey, find the right
products that's there for them, not having to discuss it
with the member of their team, because not everyone is
safe to share your secrets. Unfortunately, in a lot of employers,

(45:20):
they're now in self insurance products and they get to
even see the claims usage of their team members. We
never know when those decisions are used for good or
when they're used for bad. So bringing this back to
a personal decision and an individual policy puts all of
that data back in the individual's hands.

Speaker 3 (45:37):
Well, it sounds like healthcare on the blockchain almost Could you.

Speaker 7 (45:40):
Explain a little bit more. How this works. Are you
marketing your services to individual consumers or to companies? Do
they go to a website and select the plan? How
does that all work?

Speaker 5 (45:53):
Benefit Bay is go to market through the broker channels.
So we work with national agencies, we work with small
regional broke and we have a small SaaS subscription fee
for them to use our technology to make sure that
it makes sense for an employer population. So they need
to know where all those individuals sit, what the prices
are in those regions, and aggregate that data. That's what

(46:14):
our tech does for that broker. Then when the employer
decides this is what I want to do is give
choice to my employees. We help them set what is
equal buying power to what they used to have and
make sure that they feel good that Tom and Susie
and John all have access to great care. And then
that individual actually just gets to pick so they may
have one thousand dollars allocated to them for their benefits

(46:36):
and they get to shop amongst any qualified plan in
the ACA off exchange market. So this is not healthcare
dot gov. This is us exposing to them every carrier
that exists and covers their ZIP code and their network
that they care about, and they get to compare the
plans and make a decision for themselves. And what we
find is employees are much more happy when they get

(46:59):
to make that decision themselves. And then there is an
evolution to personalization to where those extra dollars can be
focused on. There's chronic care condition plans for diabetes COPD
for heart conditions. People can get access to care like
they used to, and then they can have low script prices.
And it's really transitioning with geographic dispersity of teams, with

(47:23):
diverse teams in age diversity and socioeconomic classes. One carrier
plan does not fit all.

Speaker 7 (47:31):
So what kind of guidance do you give to people
who are looking to sign up for a health care plan?
How do they make decisions about what type of coverage?
I guess part of it is what's offered, but how
do you figure out what's right for you and your family?

Speaker 5 (47:47):
Part of it is what's offered in your area. Part
of it is your family dynamic. You know, you could
be a divorce family, you could have, you know, children
that are living at the other home in another state.
And so with individual coverage, health reimbursement arrangements, which is
what unlocks this. Then that individual has a right to
have multiple plans as well, so they can have different
plans for children that are at college and gamebridge right,

(48:09):
So we really just lead to what matters to them.
We have a full agency. You have to be licensed
to provide insurance acumen or advice. So Benefit Bay Insurance
Agency LLC is another entity that is part of our conglomeration,
the SaaS technology and that we are not trying to
be that employer's agent because we want to make sure
that they know we're objective. We're not being led by commissions,

(48:31):
We're not being led by anything that's driving that decision.
We even have carriers that are very difficult to work
with that pays zero commissions to anyone in the chain,
and if that's what that individual wants, that's what they get.
So I think it's just going to bring all of
that back. But at the end of the day, we
try to have a technology experience. Most of us are
pretty good with technology. Eighty percent of the people are

(48:53):
able to make their decisions just with technology. Most of
us can do our own taxes and it can walk
us through a little journey. That's what our tech does.
Walk us through a journey of what are we experiencing
in healthcare, who are our providers, what drugs do we take,
and get to the plans that actually cover those things,
and then chat about the other pieces. You can start

(49:13):
easy and say I want an HSA because I care
about differing my income, and then it's only going to
show you HSA products. You can say I only care
about PPOs because I travel all the time and I
see care in lots of states. I winter here and
I summer here. Then it's going to show you only
the PPO products, right, But it can even get more
nuanced and complex, and then our licensed agents can help.

Speaker 3 (49:33):
So right now, under the ACA, you could not get
nailed for pre existing conditions, so you have to still
renew your healthcare every year. Right. So let's say, right now,
let's say somebody gets some disease that they didn't have before.
Do they get penalized the next year? Do they get
penalized for that? Do they choose a different plan? How
does that work?

Speaker 5 (49:54):
That these are fully insured products that are not aggregated
at the claims level for the individual. So that's a
risk pool that is giant. It's national, and it's risk
pool shared, so it is an ACA off exchange product.
So they are not going to be able to raise
those rates like they do. If you were just gar
heart Law, they look at you and they say, okay,

(50:14):
you had ten users, five of them were high claimants,
and we're going to increase you thirty ninety percent. And
that's unfortunate because you care about your heart beats. You
don't want to start thinking about this one thing is
costing my whole team X and now everyone gets lesser
health care. So this is going to take all of
that away from the equation and allow employers to budget

(50:34):
more effectively. If you set a high enough contribution level,
you can set that budget for two or three years.
These rates are only changing two percent or so a year,
So if you've set a really high contribution, Big Brother
just says you need to have lowest cost silver equivalent
affordability coverage. So traditionally people are giving more than lowest
cost silver as long as you remain above that. You

(50:55):
could even be in a situation as a business owner
that you're able to set up for a couple of
years in a row. Imagine being able to do that
when it comes to your healthcare.

Speaker 7 (51:04):
If somebody wants to access your services, how would they
find a broker that would work with your company and
provide these services.

Speaker 5 (51:13):
They could go to Benefita dot com. We can refer
them to a broker if they work with Gallagher or
one Digital, or Hub International or NFP. We currently work
with those national agencies. We also work with a lot
of the super regionals. So they could really just ask
their broker if they work with Benefit Bay, or if
they could get in a quick quote. They could look
at multiple technology providers. I say, may the best technology

(51:33):
provider whin.

Speaker 3 (51:34):
I'm just curious, what did you do before you started
this business.

Speaker 5 (51:37):
Yeah, I'm an accountant. I've always loved being a people
first leader. I took multiple roles that were within small
to medium sized businesses where finance also had HR so
I've learned multiple aspects of the business.

Speaker 4 (51:50):
Every year.

Speaker 5 (51:51):
Healthcare was quite a thorn in my side. And for
the reasons that I mentioned, we would have premature baby
that matis, we would have something that would happen within
our team and it would cause a problem for the
overall population the next year with a rate increase, and
then we have to switch carriers, and then three pregnant
mamas would be in my office or I rate that

(52:13):
they were having to switch carriers and providers, And every
year it felt like I, as a leader and our
team really meant the best for our humans, but they
were upset and sometimes would leave, and so you would
have a retention problem. But really you were having a
budgetary crisis over healthcare. And I found myself starting to
think about diagnosises that our team was receiving and things

(52:36):
that were going to cause us a budget problem, and
I just really did not like it. Fast forward to
the opportunity for joining this team. I was at a
software company in San Francisco. I had taken that role
to be more present parent after a divorce, and I
was working remote from home in a senior HRBP role.
So back to ego versus passion.

Speaker 3 (52:56):
Versus what is really for you.

Speaker 5 (52:58):
Most of my college told me, you're an idiot. Why
are you going into hr You're not going to be
as well respected as you are in finance. You should
not take this role. But if I would not have
taken that role in ancillary software, I would not have
been recommended for this opportunity to be a co founder
at benefit Bay, and then I wouldn't have landed in
the CEO seat when our CEO was asked to step aside.

(53:20):
So this has been the biggest catapult of my career.
But it also brought passion for people and my ability
to operate a business into one place, and that's how
I landed here.

Speaker 3 (53:30):
Well, that's an excellent story and it sounds like you're
doing a lot of goods. So Brandy, how can people
find you?

Speaker 5 (53:36):
They can find our company at benefit bay dot com.
They can find me on LinkedIn and that's Brandy Birch, CEO,
founder at benefit Bay.

Speaker 3 (53:43):
Listeners, you are listening to the Passage to Profit Show
with Richard Elizabeth Gearhart our special guest Julian Hept. We
have secrets of the entrepreneurial line coming up, so we
will be right back.

Speaker 11 (53:53):
I'm Jack, CEO and co founder at ushabits dot com.
When I left my job as a Wall Street banker
back of my twin I felt completely lost trying to
navigate the process of hiring a financial advisor. I thought
it should be easy to find the right financial advisor.

Speaker 7 (54:08):
So I created a place.

Speaker 11 (54:10):
Where young families could feel understood and their unique needs
would be met with empathy and expertise. That's why I
started use habits dot com, where we help you find
your financial advisor free of charge. Usehabits dot com.

Speaker 2 (54:23):
It's Passage to Profit.

Speaker 7 (54:25):
Alicia Morrissey is our programming director at Passage to Profit
and she's also a fantastic jazz vocalist. You can scroll
to the bottom of the Passage profitshow dot com website
and check out her album.

Speaker 3 (54:39):
And now it is time for Secrets of the entrepreneurial mind.
We are going to start with Julian. Julien, do you
have a secret you can share with our listeners.

Speaker 2 (54:50):
Let me put it this way. I see like business itself.
I see it like a Swiss watch with many wild
ideal lighting perfectly and like the biggest year will of
them all is like the leader, the business owner itself,
you know. And that's where we look at first. And

(55:11):
there are many aspects coming into play, because, for example,
relationship is a huge part of business because when you
don't get along with your partner, it's draining a lot
of energy. And many entrepreneurs tend to be like in
their head all the time. I would like to start
with something for the soul. My advice would be just

(55:34):
to not be too hard to yourself when you start
your business, because it's very good that you're really motivated
and when you want to survive and build this business.
But as human beings, we tend to be really hard
on yourself. And I think it's a really really brave

(55:55):
thing to start a business in the first place. Many
people don't understand, and when you don't succeed in the
first month, they look down on you, maybe laugh at you,
but keep in mind, Hey, it's a brave thing. I'm
doing my best. So that would be like the first
little secret.

Speaker 3 (56:12):
Excellent, thank you, Christy. Do you have a secret?

Speaker 4 (56:15):
Yeah, kind of building on what Julian was saying that
building a business is really hard and very few people
actually have the guts to do it or the healthy
relationship with risk to do it. So I would say,
acknowledge that and pat yourself on the back for even
given it a shot. I also think something that coach
told me is a really important secret, and it's you

(56:36):
are your business, and your business is you, and it
won't grow until you do like that. Brandy, do you
have a secret.

Speaker 5 (56:43):
I just think your secret is your power. To you
believe in yourself even when things get hard. So, like
they said, it's you're going to fail. You're going to
fail a lot of times. And everything that you did
took more courage than the person who was sitting on
the sideline who's judging you. So we don't have time
to be worrying about what people think. We just need
to focus on moving forward every day.

Speaker 3 (57:04):
Oh I like that too, Richard Gearhart.

Speaker 7 (57:06):
I'm going to quote somebody. Her name is Sylvia Affair,
and I worked with her as a coach, and one
of the things that she said, the purpose of a
leader is to grow other leaders. And so if you're
fortunate enough to have teams with you, whether they have
managerial or responsibility, they're all leaders. Everybody on your team

(57:29):
is a leader in some respect, and your job is
to help them grow. And I think if you can
do that, you're going to be in pretty good shape.

Speaker 3 (57:38):
And my secret is be very confident about saying no.
I mean, I can't tell you how many people, Oh
let's do this together, and oh yeah, I don't have
any time or money. So you're going to do all
the work, but we're going to split it fifty to fifty.
When you know stuff that other people haven't learned yet
or maybe aren't interested in learning, and they want to

(57:58):
take your knowledge and have you help them do something
with it for free, I think you need to say no,
that's my secret.

Speaker 7 (58:05):
That's great. Well that's it for us. 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

(58:27):
our program coordinator Alisha Morrissey and our studio assistant Brissy Caapbasari.
Look for our podcast tomorrow anywhere you get your podcasts.
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You can also find us on Facebook, Instagram, x and
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(58:49):
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Speaker 1 (59:04):
The proceeding was a paid podcast. iHeartRadio's hosting of this
podcast constitutes neither an endorsement of the products offered or
the ideas expressed.