Why Clarity is the Ultimate Sales Weapon In Insurance

Our industry is purposely complex, and I think it's purposely complex because that's where the profit is, right? And that's where the profit is, because people don't question what they don't understand. If they don't understand it, it stays in status quo. Nobody has to challenge their thoughts. Nobody has to challenge their processes. And so it's vital that you lead with. With clarity.

Hey.

Hey.

Welcome back to the accelerate your insurance sales podcast. Andy Neary here found CEO of Complete Game Consulting. Welcome back to the show. I'm excited. Today I am joined by none other than Nicole quinn Miles Marsh McLennan. Nicole is a recognized employee benefits expert and dynamic speaker known for her authentic storytelling, bold leadership, and passion for transforming the complex world of health and welfare benefits, which she has been doing for over 20 years. Nicole, welcome to the show.

Thanks, Andy. Happy to be here.

Well, let's start here.

Okay.

You and I have worked together before, and we've. I would have to argue neither you or I got in this business by design.

I don't know that many people do, Andy.

And so how did you find yourself in the world of insurance?

Yeah, funny story. I was young in my career. I was working three jobs at the time, right. So I was personal training in the morning. I worked at a recruiting firm in the afternoon, and then I bartended at night. Right. So just intense from the jump. I was calling on as a recruiter, calling on Industries in Richmond, Virginia to try to sell them recruiting services, Right. And I hadn't met my quota that week, and I really wanted to meet my quota. It was like 5:15 on a Friday, and I'm still calling, and my boss is like, just go home. Like, there's nothing here for you. Just go home.

And.

And I made this call to the Virginia Auto Dealers association, who was looking for, at that time, a receptionist. And the guy answered the phone, the agency owner answered the phone, and I was like, hey, receptionist. And he was like, yeah, great. Come on in. Monday morning, first thing, I want to talk to you. Right? And then that was it. And I was young in my sales career, and so jumped in, met him, and he goes, I don't need a receptionist. I need you. How do you feel about insurance? And I was like, oh, no, no, no, that's not. That's not. And he said, why not, right? What if I teach you? And at that time, I hadn't had a mentor before. And so I just. I said, can I. Can I see what a day looks like? Can you tell me more about what this looks like, and he took me with him and I was enamored with sales and his process and the helping nature of what he was doing. And I've been in the business now 20 years since, so kind of got tricked into it, but it's going to be a wonderful.

I love that one. That actually was a pretty good, pretty genius move on his part to trick you into coming into the business. Little did he probably know that 20 years later you'd still be in it, thriving.

Yeah, it was awesome. He reached out on LinkedIn a month or so ago and just goes, dude, loving the story. Like heck. Yeah, high five. And you know when you get that kind of feedback from a mentor, somebody that you've tried to emulate for your career, it was just a big win for me.

Yeah. My mentor that when I got in the business 20 some years ago, my mentor had one piece of advice and that was dye your hair gray so you look older. So I would say you probably won on the mentorship advice.

Well, I don't know, you know, going into the business, calling on auto dealers and back 20 years ago, they were mostly male. Right. So here I am, young, 20s going in. I'm afraid of nothing now though, but it was intense from the jump.

Do you know, do you happen to know another female in the industry, Misty Carson?

I know of her, I follow her, but we've not met in person.

Okay. So I've worked with her just like I worked with you. It's interesting you guys have a similar background.

Yeah.

Before she got in the insurance industry, she actually was selling cars.

Yeah.

Again, female in a very dominated, male dominated industry. So I think that one word that I think defines you really well is grit.

Oh, yeah.

And we're going to talk about that. And honestly, I feel like with all the women we've had a chance to work with in the insurance industry, one thing that would. One word that would define the ones that are really doing well is grit.

Yeah. And there's been studies that universities have done. I don't have any to mention specifically, but they say that grit and determination and a chip on your shoulder is actually a great thing in business. Cause it really drives you forward. So.

Yep.

Yeah.

Yeah. Well, let's talk about this. Cause you know, I think people are gonna, if you're watching this episode, not listening, you're probably gonna have a hard time believing what you're about to hear. But you actually went through a pretty big weight loss journey.

Yeah.

And before we get there though, I want you to share because I'd Be curious to know if you're okay sharing. You're also a former college basket.

Yeah. So two opposing things.

Yeah, exactly. Right. And so let's start there. College basketball. Where'd you play?

UVA University.

University of Virginia.

Yep.

People would immediately think, right, Discipline, regimen.

Yeah.

Confidence, consistency. But like, like life happens all the time. It got off track. Talk about that weight loss journey. Cause I think that's. I saw your post you made a few weeks back. That's pretty powerful.

It's my vulnerability starting point. Right. And I think it's relatable. We are all on these journeys and then we find ourselves kind of off the path that we envisioned for ourselves. And that's very similar to what happened here. I was a single mom raising two boys. I was working, I was charging hard in my career. And so my time for self was put on the back burner. And when that happens, for me it meant not making good decisions, not carving out the time for myself, being very reactive in every stage. You know, it's very hard to be disciplined at work and not disciplined in your personal life. Right. At some point those have to align if you're eager for success. And so I found myself. I didn't realize because I was not taking accountability on the day to day actions. I kind of looked in the mirror one day and was like, oh, oh, right. I just, I wasn't seeing the weight gain. I wasn't seeing that. I wasn't showing up. I didn't see it. And I was in an open enrollment meeting and at a manufacturer at 11pm at night in that gritty room. And I was talking about health and wellness and how it's so important to own that.

And.

And then there was a cough from the back of the room, you know, that, you know, mumbles. And I was like, he just reinforced what I've been telling myself. Right. It was just that, that moment of just, I wouldn't say light bulb moment, but just that moment of, yes, you need to address this enough. And so from then on, it's very interesting when you're trying to change direction. Especially I got heavy between, I don't know, 34 and 40. And so when you try to change direction, you're like, okay, when this happens, right. It's January. So a lot of people are like, I'll start Monday or I will feel this way when I. Right. And what I had to do is start showing up who I wanted to be from the jump because I was not going to have the self confidence until I started the action. And so the action had to be implemented. The decisions, the small decisions had to be implemented from the jump for me to. For me to be successful.

Yeah. I love what you said because I had a similar epiphany. Even after my baseball career is over. I didn't get out of shape, but I definitely gained weight. And I look back at pictures of myself probably when I was, I don't know, 25 to 27, I was like, wow, what happened, dude? But I also had that similar epiphany. Like, wait a second, I'm selling health insurance, and I'm telling these companies that the reason their rates are going up is their people aren't healthy and they're out of shape.

Right, right.

And if I'm not a beacon of that, I'm a hypocrite.

Right. And why would they choose to work with you

in the gym? Who doesn't look like it.

Right, right, right, right. So I. Yeah, I think that's important.

Well, so talk about. I'd love to hear that journey, though, if you don't mind. I mean, over the next. How many years? 1. How much weight did you end up losing? Because obviously, you know, see you on camera today. You look great.

Thanks.

But what was that journey like? What led you to be able to lose the weight like you did?

It's. Anytime you make a big impactful decision, like, I cannot take another drink again. I cannot eat shit anymore. I cannot. Whatever it is. Right. You have to own that and be accountable every morning. Right. So it came with a mental change. And at first it was small, incremental shifts. It wasn't all at once. I was eating and doing fine. It was like, I need to cut out alcohol. Right. That's just wasted. It's poison. It's wasted calories. That was step one. Right. And then I started getting back in the gym, and I was like, oh, I forgot how much I loved this. I forgot how strong my body feels. I forgot how empowering this is. And so fell in love with the gym again. And then I had to make an appointment on my calendar, on my personal calendar and work calendar that was carved out from me working out and me getting my training in, because otherwise I would just work through the day and be like, oh, great, work day. But I've got nothing left in the tank. Right?

Yeah.

And so it became. Slowly, I got more and more passionate. I started using food as medicine and not as to make me feel good. Right. You reach for the crud when you're trying to feel good or that's What I did or feel something that I was missing in myself. And so just those small changes, and it took four years or so for me to finally get the weight off.

I love that you said what you just said, though, because I think when people think of health, we immediately think of the physical aspect of it. Right? Oh, they look healthy. But to your point, if you look at food, more medicine, I look at fuel, and, hey, it makes me feel good. That's why I tend to eat the same stuff every day, which some people would probably think is boring.

No, I do that too.

But it is like putting gas in the tank so that you can show up day after day after day and be productive.

Yeah. And also, it takes all of that food noise. Some people might know what I'm talking about. It removes that. I know exactly what I'm gonna eat. I know exactly when you know. And for the most part, we're in sales, so we travel a lot. And there's a lot of variables in there, but I know, so I don't have to be, oh, I'm hungry and I'm driving by McDonald's. Right. Like, that's not a thing anymore. So. Yeah, just those.

Yeah. I would say even as. As regimented as I can be, people, like, when I go out and. Or go to events, I don't eat sweets. I don't eat the dessert. And people are like, man. And I do that because I have to, right? Because don't get me wrong, you give me a sweet and I smell it, and I take one bite, that chunky kid in me comes out again, and it can go down pretty fast.

Listen, I still have chunky kid mentality, right? And my favorite go to snack or thing is Sour Patch Kids, right? Like, that's my small little fix. So it's not as though, like, here I've turned the corner and I am perfectly living, right? Like, no, I'll drink wine. I'll have my little treats here and there. But it's not about those big moments. It's about what you're doing every day. Those small incremental things. That. That's the difference maker.

I love that. She might kill me for saying this, but my fiance's in our business, A.J. right? By her computer, she'll either have, like, a little box of nerds or Mike and Ikes.

Yeah.

Just gotta have that little. Yep, yep, yep. Well, let's talk about. Okay, so here, by the way, I did. I am a sports nerd and junkie. So I'm gonna ask. When you were at UVA Were you there during the Dawn Staley years after?

Isn't she phenomenal, though?

Yeah. I mean, what she's done with South Carolina basketball.

Well, just her mentality. She's got a mental toughness that is unparalleled.

Totally agree, Totally agree. Well, let's. Let's dive into. Okay, here you are, female in a male dominated world we call insurance. We love to call it male, pale and stale. Right.

We do it is

how do you. Or was there a point where you said, you know, I think when I look at a lot of women who get in the industry, I feel like some feel like they have to have an edge.

Oh, okay.

To survive.

Yeah.

But what was that moment for you where you're like, you know what? I'm just gonna show up as me. I'm gonna be authentic and I'm gonna have success doing it. And maybe that was the case from day one. Or was there a moment where you're like, you know what? At the end of the day, I gotta stop trying to be somebody else and I'm just gonna be me.

I think that's an everyday thing for me, so to say. Like, I just chose and. And led a different way. That's not true. I think. I think that's something I struggle with and am still working on is being as authentically me and being okay with whatever that looks and feels like to somebody else. Right. And I'm getting better. And it's taking coaching and it's taking people on the sidelines going, yeah, we like that. Right. And so just the uptake and momentum in my career has told me the more authentic I present myself, the more people align with what I'm trying to do. And that way too, I'm getting the right type of prospects, the right type of clients. It's almost like I'm hand picking. Right. So the people that become my clients, they're like friends. Right. They are my people, people. And I think being authentic gives them kind of an inside look of to who I am and what I am. And they can either say, yes, I'm on board or no. I hate that. But it cuts out a lot of time.

How I would love your thoughts on this because we do have a lot of female professionals in the industry who listen into the podcast.

Yeah.

One thing I think you've done really well is if it's okay defining you this way, you're part badass.

Yeah.

But when asked, when we, and I know we did some work together, what's your favorite color? You said hot pink.

Yeah. Yeah.

So there's the feminine side of that. Right?

Yeah.

What advice would you have? Because you have the corporate side, Professional, clean. But then you've got to be. I want to be me. The feminine side. Any advice on. For other women in the industry, on how to balance that? Because I think that can be a struggle for some of the women in the industry.

Yes. And I love that you're asking this question. Right. We don't talk about how it's different, how women have to show up differently in sales, and that's a thing. And I think I might take this a little sideways, but I think when you show up insecure or not confident or not fully, you. Right. So hiding parts of yourself, people feel that. And so I think leaning into whoever you are, whatever that looks like. Right. It doesn't. We spent so long being trained on. You have to look like this, you have to speak like this. You have to. When you make a call, here's the script. Right. But this is a people business. This is not a script business. This is leaning in and helping people business. And so you have to show up in your badassery, high pink heels, whatever is authentically. You just lean in. And I wish I had done that sooner, because the responses I get now are just the relationships I have are deeper and more meaningful, and the clients are getting better results because I'm really. I'm not trying to walk into their business and say, hey, do you like me? Hey, hey. I'm trying to impress you. I'm trying to. To be interesting. Right. I lead with being interested, and I think that that makes the biggest difference.

That's awesome. You know, I don't know if I've ever shared this with you, but there's still a moment I remember. And I talk about this with other people when you. I don't know if you. We sat down and we looked at your brand kit.

Yeah.

And there was. I kind of. I was walking through it, and you stopped, and I said, how does this sound so far? And I just remember you looking at it and you. You saying, for once, this sounds like me.

Yeah.

And that was, for me, a defining moment. But, like, that's really the essence of what we're talking about.

Yeah.

When I moved out to Colorado, you know, when people ask me, like, why did I build what I built? I didn't always have a good answer. And I realized what I really built at the end of the day was a way to prospect that was me.

Right.

And you just said it earlier. We try to mimic other people oh, that guy's got the perfect script. So I'm just gonna use that. And we end up being anything but ourselves, right. In the hopes of winning in this industry. And I think if we could get more people just to show up as themselves and win and prospect the way they want to, it literally changes lives.

100% agree. And I would have disagreed with you four years ago. I would have said, if I show up like this, right. I have a full sleeve tattoo, right. That I used to wear a.

Which I wish you would have shown more.

And so I would cover it right down to the stocking on my wrist. Right. And so just covering up pieces of me. And so people feel that, though, when you're. When you're not fully. And nobody wants to follow somebody who is not sure of themselves. Right. And so I think not leading with authenticity, it's. It's designed to fall. It's not sustainable.

Talk a little bit about what you're doing for other female professionals with the Her View movement, I think it's. I think it's really cool. If you don't mind, just kind of give us the background and share the details.

Thank you for asking. So, like, so many women, if we don't find what we need, we build it ourselves. Right? And so the Her View space is a space that I created for women. It started off women and male dominant industries, and it grew from there. But it was meeting with leaders, discussing what problems they're having, like outside of benefits. Right. So it could be home stuff, it could be relationship stuff, it could be employee stuff, it could be benefits stuff. But just sitting around a table or putting on an event that's addressing their concerns and really leading in and being that thought leader and that safe space for other women in the industry. Man, I'm passionate about that. And it's because I didn't have any female mentors. I had that one mentor early on, but most of my career, I was just figuring it out. And like we talked about earlier, women sell differently, we show up differently, and that's okay. So just leaning into that has been.

Yeah. Now, is that a. Is that a. Remind me, is that a group locally? Anybody? I think it's more Washington.

So it's locally, but. But I kind of take it on the road. Right. So. So I've done, you know, New York to. To Virginia, just different segments. Just trying to be an inclusive environment where people can talk about stuff. Right. We can't always show up to work and be like, man, my kids and this workload and this One client. Right. We don't want to bring our team down by necessarily sharing the stuff, but having a group of people that kind of get it and want to talk and want to place the vent and after Covid, quite frankly, want to get out of their home offices or, or want to be connected again. Creating that space for people I think is so important.

Think about the last five years between the pandemic and Covid, the lockdown. Now we've got AI which is supposedly dehumanizing everything. It's like the last five years has been this journey to stress how important human connection is.

Yeah. It was a lesson we all needed to slow down and learn. Right. And some of us did and some of us didn't. But for me, it was a huge learning moment and it brought out all of my inadequacies in a beautiful way. Because once you're accountable and stop making excuses, man, the beauty that comes through is impressive.

I think the word is vulnerable. We have operated in the insurance industry for so long with this feeling of perfection.

Yes.

I've got to be buttoned up, perfected, smart to have a chance to win business. And at the end of the day, the game has changed so much. It's just be you people can sense BS now faster than ever before.

Of course, of course. And I think too, just not caring how you are showing up. That's not our business. My business is about helping who's across the seat from me. It's not about me.

Yeah, I love that you said that.

That's a piece that's missing. I'm not coming in to do a dog and pony show for you. I'm coming in to help you solve real problems and make a real impact very quickly. And so I think that that's important that I'm not leading with, hey, look at me. I don't care if you look at me. Let me help you.

Yep. Yeah, that's something I love about your approach. I think there's definitely a no nonsense approach to it too. I'd love to get your thoughts now more from a thought leadership perspective. You know, health insurance industry right now is, I'd say, chaotic to say the least. I mean, with all the clients we work with, Q4, I don't know if anybody had a good renewal. Felt like every, every renewal was just a battle. Where, where do you see the, the industry sit right now? And as you look ahead maybe 12 months or so, what do you see as potential opportunities or where do you see the industry growing, going and growing right now?

What Is so exciting. I'll start with the positive about the industry right now is the noise. It's waking people up from the status quo, going, hey, look at your stuff. Right? And people are going, wait, what stuff? That's my broker's job. I don't know what you mean. And then you lean in with fiduciary responsibility. Oh, no, this is your stuff. Let me show you why. And let me show you this, what this impact looks like. Right. So I think, I think it's an exciting time because CFOs are asking harder, different, more deep questions about their budgets, about the numbers, about what it looks like. And they want straight shooter. Right. I can't go in and talk and be fluffy and laugh and talk about what's your handicap? Right. Like I'm here to do a job, I'm here to help. I have to give you the numbers, the impact, and let's go. What do you think? And then for HR leaders, I can't give them another to do list. Right. They're already wearing 10,000 hats. So I think one. Yes. We're sitting at a crossroads. What concerns me is anytime the government and legislation gets involved, it gets a little dicey. And so my husband is ex Navy and so we deal with Tricare quite a bit. And so that is my starting point when I start thinking about government regulations. And I don't love that, but I do think big changes need to happen. And it's really hard to make big changes one group, one consultant at a time.

Yeah, I know. Total side note, knowing that you're now married to somebody that is connected with the Navy, I'm like, you talk about a house full of discipline.

Yeah. You operate at a different level. I didn't mean to interrupt you, but we went to Destin, Florida for a family vacation and my sister in law and brother in law were sitting on the couch and they're like, oh my God, you operate at that same level. Like you guys are intense all the time. And so, yes, there is a piece of that where he gets me because the intensity levels.

But we talked about this offline before we even hit record. You know, I get, I get a chance to work with folks all over the country in this industry with all kinds of firms.

Yeah.

And I can tell you, hands down what separates an agency that's stuck at a half million dollars of revenue compared to one producer who has an $8 million book.

Yeah.

Size of thinking.

Yeah.

How intense are they, how productive are they, how they show up every day and how do they think well, it's

not a luck business. Most people think if I have the right script, if I have the right call, it's not a luck business. It's a very strategic, intentional, minute by minute, note by note, action by action built.

And I want to get your thoughts on that because one thing I think again that I see in your brand is when people ask you to do something, it gets done execution. And one of the things I think we're falling short on in the benefit side of the world is everybody's got great strategies, but for whatever reason, few are implementing well.

They're not creating clarity.

That's what I was going to ask. You think that falls short? Is it the lack of clarity employers and maybe advisors have on the solutions, or is it just a lack of execution?

I think it's both, but I think it starts with clarity. Right. You've got to have a clear path before you get people to follow you down. It's right. Why are we going? What is the impact from CFO to employee? What is that friction or what is that impact of whatever we're doing? What does that look like? And that has to be fully explained in a way that you meet the client where they are. Right. You can't go in and go, I've done this a million times. Come on, let's go. You have to go. Here's what I'm saying, here's why I'm saying it. Here are the important parts, here's why it's important. Here's what the outcome looked like. You know, just. And things go sideways all the time in this business. But I think clarity and communication solve most of that.

Yeah, I think you're right. I think you can give me any strategy you want if you don't communicate it to me clearly, or at least, and even through the execution of it, communicate with me clearly.

Yeah.

At the end of the day, it probably won't work. And quite frankly, it might work, but I didn't. I don't like the experience of it, therefore, I don't want to do it well.

And that brings me to two points. One is I'm a mom of four boys, right? And after dinner I'm like, hey, load the dishwasher, right? If I don't teach them how to, and this is crazy, but if I don't teach them how to load the dishwasher, you know, the bowls are sitting up, I'm like, that's. It's never going to get clean. Right. And so if I can't be fifth grade level expertise and direction. I can't expect anyone's going to follow and end up with the results that I'm telling them they'll get.

There is a beauty in taking what we do benefits and being able to explain it in a way anybody can understand. And I think that's an opportunity a lot of advisors miss. Whether they want to display their knowledge or just have poor communication skills, they're not able to communicate what they're trying to do for the client. Therefore it's not getting. The strategy is not getting implemented or chosen because of that lack of communication. There is a beauty in taking complex and making it simple.

Well, and I think it's vital. And again, that goes back to my earlier point. Be interested and not interesting. Right. And I think that that solves, solves a lot of that.

I was having a conversation, I'd love your thoughts on this since. Since you just said that. I was having a conversation with a client of ours, another really successful commercial producer. And we were talking about that communication and that interaction with prospects. And he said one of the most powerful things that has helped him grow his career is when he walks into a meeting with a prospect with no other goal except to help the prospect. Which means he might say, we're not a good fit.

That's okay, but that's our job, right? As an advisor, when you are going in and you are calling on leaders, you go in and you say what's going on? Okay, here's where I think I can help, is that are we aligned? And they can say no and it's my job. Okay, great. I helped you make a decision. I've been helpful today, right? I hate to lose though, Andy. I hate to lose. And I will scream and yell and think through like what I did wrong and perfect my game and get back to the three point line and just start going again until they start landing a little easier. But yeah,

but with what you said though, yeah, it's not easy. But at the end of the day, our job is to help people make clear decisions. Right?

That's it.

And I think a lot of folks, a lot of advisors in the industry are going in with their win on the top of their mind and nothing else. And when there's an opportunity to help a prospect, even if it means you don't win the business today, they ignore it because they're just focused on their win, their opportunity.

And I'm in the relationship business, I'm in the insurance business. But really what I do well is help and support people. And I think where we fall short is we sell what we know. Right. Or we position what we know or what we've experienced because we sound smart, because we've lived it, but we're not providing all the options as a whole. I certainly do not all the options because we aren't ourselves comfortable with that. Right. If I don't know peo, I'm not gonna. I'm not gonna lead you towards a po. If I don't know, captive, I'm not gonna, you know. So. So all of those things, I think are. Are important to go beyond self and really focus on what the client needs and figure it out. Until it's figured out.

I'd love your thoughts on this. It kind of puts a nice little boa on this part of the conversation, which is trust. I think in general, it's harder to earn somebody's trust today than probably ever before. If you were to give somebody, another advisor, a piece of advice on how can I build more trust with my clients and prospects, what would be your advice?

Communication. Consistency and transparency and honesty. Right. I think that's all it is. I need to try to help. I need to communicate the how, why, what, Right. Really well, so they feel comfortable and I have to do what I say I'm going to do. Right. You can't go in and promise all these great things. Put it on your service team, and then everything collapses and you wonder why. Right. You're serving yourself. You're not serving your client. And so I think. I think that again, that reframe of. I'm there to help them, whatever outcome. I'm not focused on outcomes initially. I'm focused on just help.

Yeah. I had a peer say that last week. I love how he defined it. Truth. Or, excuse me, trust equals truth over time.

Yes.

And if you're listening in, I want you to go back and look at just the conversations you've had with prospects and clients the last seven days. Were you 100% honest, 100% transparent, and were you telling the truth 100% of the time?

Yeah.

Because if you're struggling to build trust with prospects and clients, that's where I'd start. It starts with the communication.

Yeah. It has to. Right. I think our industry is purposely complex, and I think it's purposely complex because that's where the profit is. Right. And that's where the profit is. Because people don't question what they don't understand. If they don't understand it, it stays in status quo. Nobody has to challenge their thoughts, nobody has to challenge their processes. And so it's vital that you lead with clarity.

Yeah, I love hearing that. When you look back on your career, Nicole, going all the way back to the days of playing college basketball.

I know why we had to say all the way back, Andy, but. Okay.

We're getting old, Nicole. We're getting up there.

I know, I know.

What are some lessons? Maybe whether it be from your sports career or weight loss journey.

Yeah.

Being a woman in a male dominated industry, what are some of the lessons that really drive what you do today and who you are?

Consistency, discipline, and authenticity. I mean, that's. It's. It's really that basic. I. I know who I am and how I can help. I do a ton of research. I want to know my prospects and clients just as well as they know themselves, because I feel that makes me a better partner. Right. And so leading with intentionality and detail. Focus in all areas. Right. Not just looking at the outcome and wishing I was there, but. Okay, now let's step it back. What does it take to get there? Okay. What does that mean on a daily basis? Okay, cool. What does that mean on an hourly basis? Okay, cool. What does that mean? And you know what I mean. I kind of work backwards.

Yeah.

Yeah.

I love that. I love that. I hope for those that are listening in Nicole, you. I'll say this, and I can say this because having a chance to work with you directly, you're an inspiration.

Thank you.

And I think especially for the females in this industry who are maybe dealing with imposter syndrome or sitting on the sidelines, afraid to put themselves out there for fear of any kind of pushback, I think you're definitely an inspiration for those that are wanting to do that, but for whatever reason are holding themselves back.

Well, we start there. Right. That's just their starting point. And once. Once they even know that that's them. Right. So if somebody's listening and they're like, oh, that's me, there's your first step. There's the clarity. Yeah.

So we're gonna have some fun. If you're okay with this, we're gonna get to know Nicole a little bit. You cool with this? I believe I didn't prepare you for these questions because I never do.

Okay.

And. And being that you are a kind of a sports nut yourself. And. And we're recording this on. Was it January 16th? What's your prediction for Monday night national championship?

Oh, geez. So my commanders were not good this year, so I don't even. I don't even know. I know, like, the 49ers are still in.

Okay. So let's go NFL. Let's go NFL for. I was gonna go college football. It's Indiana and Miami. What's your prediction?

I like Miami.

Okay.

I don't have a reason why though.

It could literally be because there's palm trees there.

Yeah, because I like Miami.

Okay.

And Indiana. Sounds cold.

That was a total curveball. That's not part of my lightning round. But let's go lightning round.

My boys are going to be so embarrassed.

Well, Navy's not in the national championship, so there's no reason to like even care. Virginia.

Yeah, yeah, yeah.

What's your typical morning routine like?

Very different from my peers. Right. I hear a lot of, a lot of the podcasts. Like I get up at 4am and mine, mine is really I focus on family first. So mine is, as you can imagine, like, I get up, brew the coffee. I love a cup of coffee in the morning, take care of the dog, sit and just chill with the dog for a minute. I wake up the kids, make them breakfast, get them going. I take a look at my calendar to see what. Just remind me what I've, what I've got on on target. Once I get the kids to school, I'm able to kind of take a minute and just read through Industry News, a new podcast that comes out. We've got some great peers doing some phenomenal podcasts. So dialing into that and just getting my mind right for the game, the game of the day. Right. But it's not, it's not the same every day and it's, it's not highly, highly disciplined in the morning. I'm a 4pm to 8pm really regimented.

But that morning, some more in the afternoon. Okay, so what does that 4 to 8 look like?

It looks like workout. Right. It's a solid wrap up of the day and the to do's tomorrow and a look at the week right. All the time. Making sure I'm ready to do that before I close it down, close it down, hit the gym. Strength training's a must. It just makes me feel powerful even on days where I've lost. Right. And so it gives me that boost back and then it's home. We eat as a family when we can when, when sports are, are not taking up our lives. And that's just kind of the everyday. I get fussy if that doesn't go according to plan. But that's changed. So earlier in my career as a morning regimented person and now it's changed to Afternoon.

That's interesting. I love hearing that. By the way, just out of curiosity, what sports are the boys in?

Football, track. That's it right now. Football and track.

Okay. Basketball, track for the speed. I like that. Track to get ready. Get ready for football.

Yeah, we got some shot put for the lineman.

Nice. Yeah, love hearing that. Well, let's go. You talked about podcasts? Any podcasts or you're listening to books you're reading that you recommend?

Yeah, I just. I listen to Spencer Smith's podcast quite a bit. He works.

Spencer, big shout out.

Yeah. There's so many. Chris Deacon. I just bought her book about the healthcare system because I want to see how she views it so that I know from another perspective what I'm solving for. And then I love to read. So I just. Anything I can get my hands on, I'm into.

You know, it's funny, I'm going through a phase. I'm kind of a professional development junkie.

Yeah.

But then what happens over time is you end up finding all the books you read say the same things they do. And so I'm really trying to get into fiction now because I gotta get my brain turned off a little bit.

Yeah.

Cause I. If I read at night and I read professional development, I go to bed and my brain just keeps thinking I

have to put a notepad by my hard time turning off.

Two more questions. You got 60 minutes to work out. What's your go to choice for a workout?

Strength training. Every time.

Any kind of specific strength training.

Just weights. Right. So that it could be. It could be machines, it could be actual plates, cables, it could be anything. But it's really that strength training, it just. It sets my mind. Right.

Awesome. I love that. How about diet? You said you've got your diet pretty locked in. Meal of choice. Thinking of food as fuel and medicine. Meal of choice.

Yeah, I love a good chicken and green beans. Right. Like that's kind of my beans. Ah. I just love them. So, yeah, that's my go to somebody's like, what do you want to eat? That's my answer. I hate choosing what to eat. I like just knowing what I'm gonna eat and that's really weird. And my husband, poor guy, does the ordering when we're out. It's just one of those decisions that I don't care enough to make a decision. So I just wanna get the healthiest thing in and go.

I love that. I love that. Last question. You got an afternoon to yourself. No work. What are you doing?

Celebrating. I would be on the beach with a book, ideally. Right. It either looks like that or a walk or. Yeah, those are about the two things.

Any specific beach?

So I was telling you earlier I just went down to Destin for the first time and saw Rosemary Beach. Oh, my gosh, it's beautiful. But I'm also an Outer Banks, North Carolina girl, so they're kind of hand in hand.

Well, Nicole, it's been an honor to have you on. Like I said, it's fun to watch you from a distance, to see what you're doing and I know you're inspiring a lot of people. If there was somebody today who wanted to reach out and just thank you or learn more about what you're doing, what's the easiest way to get in touch with you?

Yeah. So LinkedIn. Nicolequidmiles on my LinkedIn is my email and cell phone number. Please reach out. So I am a woman in this industry figuring it out and the idea of reaching back or reaching over to support, chat, encourage one another is vital to stay alive in this business. So happy to be a resource for especially women in the industry because I want more young women in the industry. I don't want it to grow stale again. Would love to be of assistance.

Nicole Quinn Miles, everybody. Nicole, that was awesome. You are awesome. Keep doing what you're doing.

Thank you. Appreciate it.

Be good.