Booster #1: Tracy Hutton From Secretary to Billion Dollar Broker

This episode is brought to you by KPMG Risk Services. KPMG believes that when you've earned the trust of all your stakeholders, that's when your business has a solid platform to grow. That's the trusted imperative. KPMG Risk Services develop and put in place dynamic risk strategies designed to help your business earn that all important trust. Go to reit, KPMG US Trust to learn more. I wonder when he goes to the Islanders, if they're going to have a big course on how to be nice on the ice.

Probably not, matter of fact. So on the ice you'll hear me say, be tough out there, right? Don't let him push you around.

Yeah. You cannot be nice at that level. Hello again everybody. This is Glenn Bill and welcome to the Gap. The Gap. The Get Attitude Podcast. The Gap. Bridging the gap from who you are to who you want to become, or from where you are to where you want to be. I am Glenn Bill, founder of the University of Attitude, keynote speaker and author of the ABCs of Attitude. You know, I've helped tens of thousands of people get Attitude. Attitude, the secret formula to success in your business and in your life. This podcast will help you get yours. So let's get some. We're here with the one and only Tracy Hutton. But before I introduce you to our fantastic guest, who I know you're going to learn a lot of things from, I want to just make sure that we go through what this month's broadcast is about. And it's about attitude booster number one called being nice. Boy, be nice. Be nice. I wonder how many of you are listening to this today. Have you been nice today? Have you given a compliment today? I always love to judge being nice on the number of compliments you give a person in a day. Or are you driving in your car listening to this and you just flip somebody the bird because they've run you off the road, they're tailgating you, or you are in construction and can't move. Well, the lesson about being nice, we have found is really one of the number one equity makers in a person's life. And we are here with somebody and I think it's time for us to bring her in. Tracy Hutton, who's got to be one of the nicest people I've known. Tracy is the CEO of a pretty large real estate company in Indianapolis, the Century 21 Sheets Company, with over 400 people in her organization. Nine offices with revenues, just imagine this, revenues of over $40 million. Approaching 40 million with annual sales of 1.2 billion DOL. Traci, welcome to the Gap.

Thanks, Glenn. I'm happy to be here.

Well, good. You should be happy. Are you ready to be nice to me today?

Always, Glenn.

All right. I like that. So, Traci, I just wanted to talk about the phenomenal growth that you've had, not only as a professional, but surely you can't grow professionally if you don't grow personally. And what I. Yes. And so what I'd like to really hear is your story. When used to. How long have you been in the real estate brokerage business?

Literally, Glenn. My whole entire life. So I started answering phones for a real estate company before my 15th birthday.

Oh, my gosh. Okay. And I don't know if we want to divulge your age or not, but your whole life means you're definitely 20 to 25 years in the business.

Probably you're kind. Little bit more.

Little bit more, yes. So 30 years. Let's call it even. 30 years in the business. When you think about Tracy beginning answering phones to Tracy, this powerful CEO, and I think you're probably one of the top 200, 250 brokerage companies in the nation. What's the difference? How did you bridge the gap from answering the phones to becoming the leader of this incredible organization?

Well, Glenn, it all starts with vision and mindset. Where do you see yourself in the future? And as you know, I look back on my career, I always had a tremendous appetite for growth, but I also had an unbelievable love for the people. Right. So surrounding myself with people that I could learn from and model from and that were really authentic about the guidance and. And lessons they taught me was critical.

Cool. Cool. So let me ask you this. When we talk about being a female CEO in this crazy business we call the real estate brokerage business, I'm curious, and you may know this. How Many women are CEOs of a top 250 real estate brokerage in America? Do you have any idea what that number is?

I don't, because that's not an area I focus on.

Sure.

I would say, though, it's probably 10 to 12%.

10 to maybe 25 female CEOs likely. Yeah. And so I'm guessing when you go to these big national conferences and big meetings, it wouldn't surprise me to know you may be the only woman in the room with all these powerful male real estate brokers for years.

It's so funny because my partner, Mick Sheets, who founded the company, used to say early on in my career with him, he said it's so funny. Tracy. I come to meetings and you're referred to as that girl.

Oh, gosh.

And he just chuckled and I laughed and I'm like, hey, well, at least they're referring to me as something. Right?

Right. Yeah. Well, that's better than dipshit or something like that. Right. So when you think about, you know, how you interrelate with other leaders in the industry and boy, you think about, you were a young owner when you started this. How old were you when you became an owner of. Of your brokerage?

You know, I was 37.

Yeah. So that's pretty young. Right. So you're with mostly males, probably people twice your age. I'm guessing you had to figure out how to be really nice. Talk to me about the challenges you had relating to possibly different gender and or different age levels and different experience levels of other leaders in the industry.

You know, I always, and I still do this today, I always believe that I approach every relationship with great curiosity. Right. So no matter whether male or female or a lot older than me or a lot younger than me, I know that there's always something I can learn from the relationship. So. And I also knew and still know that I can never have people or you know what, sometimes probably people do that whole quote, mistake someone being nice for, you know, being weak.

Ah, right.

And I've met so many wonderful people and I would totally put them in the strong category.

Right, right. But they weren't nice.

No, they were nice. So I think. But a lot of people will say, you know, I have to be. If I'm nice, I won't be taken seriously, or if I'm nice, it will show weakness. And I completely disagree with that.

Sure, I would agree. I think you're right. And I think a lot of people have misplaced perceptions.

Well, I think especially women.

Right, right.

Women in leadership roles often feel like they need to make a statement and they need to be. I mean, if they even exert any type of aura of being nice, it will diminish their strength as a leader, which I disagree with.

Now, I know you have extensive self improvement and curiosity. Talk to me about some of the women that you've met or that you've heard speak that have had a real profound impact on you. And what were some of the lessons that you've garnered and tried to internalize as you're leading your sales force?

So I think as a female leader, sometimes it's hard to connect with women that are leaders just because you don't see as many. When you go to Conferences or you see other CEOs that are speaking, often they're not women. So probably about, I guess it was probably about eight years ago, may have not been quite that long. But Sheryl Sandberg, who wrote the book Lean In, I had the opportunity to see her speak and I took some other female leaders within our organization to hear her speak. And, you know, that's had a profound effect. And I often give that book to other women and young girls getting ready, whether at high school or college, and say, read this. I mean, your career will be impacted greatly if you, you soak up her words of wisdom as a leader and how it can help you grow as a female.

And what. And so give us a nugget. Give us one nugget, maybe two nuggets that, you know, what came to your mind? I know it may not be the most profound lesson, but what just came to your mind when I said, what was the one lesson out of the book or impression?

Well, often women will take a back seat.

Right, right.

Like showing up to a meeting in an industry where you're a female, you are 20 to 25 years younger than any of the other leaders. You know, are you one that will step up and take a seat at the table and be strong and be nice and learn, or are you one that, you know, maybe may say, you know what, I don't know if I've earned the spot at the table. And Cheryl in her book, we as women have to lean in, we have to say, you know, we have earned the right at the table just like anybody else.

And I want to let everyone know, you're not a big pound my chest women's liber at all. I mean, you are a fantastic leader. But this is where this podcast is taking us right now, right? Well, absolutely.

And actually growing up.

Yes.

Growing up in a home where my father, you know, was the. He was the career guy. My mom was a stay at home mom. And I can remember my dad saying things to me like, about feminists.

Right.

And so the last. And I had a wonderful father. Right. So era we grew up. So the last thing I ever wanted to be was a feminist.

Right, right, right.

Because sometimes you attribute those with. I shouldn't even go there.

Yeah. Well, the bottom line is, is that your attitude coaches, which I talk about a lot. We don't get to pick a lot of times their mom and dad, and sometimes they create attitudes, beliefs, and descriptions that stick with us until we become enlightened that you go, oh my gosh, maybe I think differently. I Have a different attitude about that. So, you know, your father just passed and boy, what a nice guy.

Great, great man.

Tell me, your father, what was the nicest thing he ever did?

You know, the nicest thing my father ever did was he loved my mother.

Yeah, that's cool. He.

Yeah, it was, it was my. Really the biggest gift he left me.

Yes. Biggest gift you can leave sons and daughters, isn't it?

Absolutely.

You know, let's have a little fun without naming names, I guess. I have two questions. When did being nice propel you or help you accomplish an object, an objective? And have you ever seen or have a story about someone who's not nice that did not get what they wanted? And absolutely you said, oh, yeah, they were just nice. That would have happened. Do you have any stories that, that might relate in your life where you said, you know what, I'm just going to take the high road, I'm going to be nice. And that propelled me and. Or if you witnessed somebody could be another industry, could be another business where you said, you know, if that person was just nice, they could have either made the sale or started a company. What. What comes to your mind?

I see it all the time with salespeople in every industry. When it comes down to negotiations.

Y.

Right.

Okay.

There's often people position themselves in negotiation as a win lose.

Right, Right.

Or they feel like they've got to pound their chest and they get combative. And I see people lose what are beautiful sales for a buyer and a seller, whether it's real estate or any industry. Right. On how they approach it.

Sure. The biggest obstacle in most sales are the sales people.

Without a doubt. Yeah, without a doubt.

And when they try to pound chest, make themselves look better, everyone loses.

Right?

Right. So being nice, I think the message here is, you know what, you can negotiate, you can be a great negotiator, and sometimes the nicer you are, you may end up negotiating a better deal for yourself and your client.

Well, you know, it's such an underrated skill in business when you think, you think about it.

Right.

How many people talk about being nice in a sales skills track? I mean, you have it in your book, Right?

Right, Right. Thanks for the plug.

No, never, Never.

Right.

Do you really talk about or you hear it talked about your ability to be nice is your ability to influence as long as you're coming to it from a place of sincerity. Sometimes people fake it. Right?

Yeah. Yeah.

And I think oftentimes people can see.

That when it comes to leading people. But more specifically, when it Comes. You have a lot of managers, right?

I do.

And boy, that opens up a lot of unnice dialogue in a lot of companies and corporations. How many managers do you have in what's your. For the other leaders that are listening to us? Talk to me about being nice to your managers.

Well, that's a given, isn't it? Well, no, they're leading your people. Right. Managers are leaders within your organization.

I agree.

So if you're polite to them and you treat them well and you care about them and they're going to, in turn, hopefully model that behavior when they lead others or manage others.

Right. It's a trick, though. I mean, it's tough.

Is it a trick?

Yeah. Well, I mean, it's not like a trick, like peekaboo. It's a trick. But, you know, management training, I think is one of the most challenging things that's going on in American corporate business today. How do I train my managers? How do I manage my managers? And manager turnover is at an all time high when we look at fulfillment and we look at the pressure.

Why do you think that is?

Well, I think I'm of the belief that some managers are born. I think you gotta have the guts and the heart to be a manager. I think there's a makeup of that. And I think sometimes managers get put into management and they're really not born to be a manager or made to be a manager. Right. But ultimately it's the leader's responsibility to help them. Right. When we get there.

So it's our role to help develop other leaders. Right, right. And so you can put people in a, in a position or in a seat when they're not ready. But I mean, do you care enough about them to coach them to greatness? I would say you're always either coaching people up or out. And some people just don't have the love for the people to be a great, great manager.

Sure.

And you have to.

Yeah.

You have to have sometimes as great as love for the people as you do for yourself.

Yeah. Or your family.

Right, right.

And as leaders, sometimes we love our, our people more than our families. Which brings us to the nice, you know, gap on, on the personal level. Right. You got, you've been successfully married for 20 plus years.

25.

Oh my gosh. Congratulations. And you have two sons, both are hockey players. One just signed with the New York Islanders. How does that feel?

You know, extremely proud.

Yeah.

But I've always said to my boys, both of them, you know, don't ever let a sport define who you Are you're much bigger than that. And literally, when they would leave for school and they would tell you this, I would always say, do something nice for somebody today.

Good for you.

And planting the seed. You know what? A lot of times we have to look up and we have to see what's going on in the people's. In people's lives around us, because often it's not what it appears to be. So keeping your eyes wide open to others hopefully makes you less self absorbed.

I wonder when he goes to the Islanders, if they're gonna have a big course on how to be nice on the ice.

Probably not, matter of fact. So on the ice, you'll hear me say, be tough out there, right? Don't let them push you around.

Yeah. You cannot be nice at that level. Being nice will get you sent down to the A league.

If he's not nice on the ice or if he's nice on the ice, my husband would probably say, tracy, he's hearing you in his ear, right?

And you're ruining all this for us.

You know what? You can be nice and still win. Now on the ice, you've got to play with toughness.

Tell me about the nicest thing somebody's ever done for you.

The nicest thing I literally said earlier, my dad, you know, I mean, you look at the love that, you know, he showed for my mother, it was unbelievable. And the other thing was, I will say, my business partner.

Yeah.

Believing in me at such a young age and encouraging me.

Right.

You know, I mean, think about this. We have been. We have worked together now 25 years and 25 years, I look back 25 years and to have a very successful self made man encouraging me and saying, you sit at that table, right? You are just as great or even better than any of these people. You can do great things. And he gave me the leash and the encouragement to just go and grow.

You know, Traci, what I really love about that is being nice. You know, a lot of people think about being cordial, being kind, possibly being submissive. But when we define niceness, it's creating opportunity for others. And the question is, those of you who are listening, what opportunity are you creating for other people to grow their life? And when you talk about getting from where you are to where you want to be, and when you talk about from being who you are to who you want to become, Zig Ziglar once said that that turtle didn't get on top of that fence post all by himself. And the thought is, is how many People are you engaged with right now, where you're trying to raise them up. And when you look at an unfulfilled life, what you see are people that are extremely selfish, doing nothing for anybody else. And perhaps you're sitting there going, holy crap, this is why I tuned in to the Get Attitude podcast. I need to reinvent myself. I need to look around, and I need to start affecting other people's life and helping them fill the gap. And one way that you can help other people fill the gap is obviously get them onto this podcast and refer them to you. Our podcast is here for the people who are listening, their friends, their family, their business associates, to get skills and tools from experts, people that master life, just like Traci, to help create a more positive atmosphere in their personal and their business life. So, Traci, that's big. That somebody. Your definition of niceness was somebody who actually said, hey, I believe in you. I'm gonna help make you better. You know, very, very seldom do we get that answer from people. Thoughts on that?

No. I mean, it's our job every day, as you know, we go out into the world and even before we even leave our homes. Right, Right. How do we help others elevate? Right. And, you know, if. If you don't have someone in your life that you are helping, you know, what's the purpose?

Right. Well, you don't feel a purpose. You feel depressed and unfulfilled. Now, we have a lot of real estate people who follow us, and I'm sure we got plenty of real estate people out there that could use a little advice from somebody that's been around the industry that has 400 different agents. When you think about the real estate transact, and certainly that transaction can be computer sales, car sales, mattress sales, whatever you're selling. But in your business, in your wheelhouse of real estate, talk to me about, you know, you've already said be nice in negotiations. What else? When you think about the sales opportunities or the real estate opportunities out there, how can being nice help make you a fortuner, more successful?

Well, Clint, I mean, the whole saying of people like doing business with people they like and trust.

Yes.

Right.

Yeah.

I guarantee you show me a person that people don't trust and don't like that have a huge book of business, and if they do, maybe for a short period of time.

Right?

So, like, I love this. There was a book one time that I read, and it was. And I think it was the no asshole rule or the no jerk rule or something like that. And I'm like, you know, that's so true. Why do we tolerate or why do we accept doing business with people or people within our organizations that are really like that?

Yeah, right. They drain. They drain you.

They suck the life out of you.

Sure, right.

You're not gonna get. I mean, you're not gonna get repeat business. You're not gonna get referrals. I mean, look at.

They're never gonna give them to you.

So look at people. When you go to. When you go to dinner or lunch with people, do you not notice how they treat the waitstaff?

Oh, all the time. Absolutely.

Like, how many people ask for their names?

Right. Not many. They treat them like dirt. Right.

The checkout person at Target or at the mall. I mean, do you engage with people? Do you look in their eyes? Can you tell what's going on in their life by just their eyes? A lot of times you can, can't you?

Yeah, absolutely. And that's again, back to the point in the book of being nice. How many compliments are you willing to give in a day? One challenge I want to give everybody that's listening to this is to deliberately give 20 compliments in a day. I actually used to do 24. That's one every hour of the day. You'll be amazed at what that does for your attitude and how happy you will become. What you'll also find, if it's tough for you to give people compliments, then that's saying something about your outlook on yourself and your life. Right. So for those of you listening, I hope that you do that. We are going to take a quick 60 second break for our sponsor who is going to give you some attitude. Then we are going to come back with our closing segment, knowledge from the decades, with our fabulous guest, Tracy Hutton, CEO of Century 21 Sheets.

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And welcome back to the Get Attitude podcast, the Gap. We are sitting here with Tracy Hutton, CEO of Century 21 Sheets, a $1.2 billion sales company. I mean, just imagine that That's a lot of real estate, Tracy. Congratulations.

Great people.

How many homes do you sell? How many homes does that company.

About 6,000 a year and going up every year.

So you guys are selling 500 freaking homes a month. That's getting after it. If you think you could probably learn something from this person, I would say you can. So we're going to do what our closing segment is, which has just been going phenomenal. I want to thank everybody for tweeting, hitting us on Facebook and complimenting about our knowledge of the decades. This is where we take our guests and we take you through your life. And what I want you to do, Traci, and don't feel like you're going to be on the spot and you don't have to give a resounding answer, and it can be a one word answer if you want. But what I want to do is I want you to give our people our gappers, that we call them advice from the years of your life. So what would the newborn. The newborn Tracy Hutton give as advice for our gappers?

Well, first of all, always focus on the attitude. Right?

Okay.

So that would be number one.

How was your attitude when you were born?

Do you know what this is? I've always, God blessed me with a positive attitude.

Right.

And you know what? You look at family structure to all my siblings, maybe not necessarily.

Right, Right.

So I do believe it was a blessing. So I can take, I mean, here's an example. Last night the power went out, Right. And one of, I don't know if it was my husband or one of my sons said, well, this really sucks.

Right.

And I said, my God, this is great. We all get to sit here and chat and not have any distractions.

Isn't that wonderful?

And it's a great thing. And of course my family rolls their eyes like, oh, there she is again, Ms.

Positive.

Right. But literally we are, we, I mean, have so much to be grateful for.

Sure.

And I think that when you're given that, I mean, it is a gift, but then you have to make sure how to use it the right way. So I can remember early on in my life when someone new would move into school.

Right.

I always knew that they needed a friend. Right. They needed a connector.

Sure.

And so I have found that sometimes the best relationships are created. And I've learned more by reaching my hand out to people and pulling them in and helping them up.

That's cool. I like that. So that really gets us into 10 year old Tracy.

Yeah.

And you maybe just gave it to us. But I want you to think back when you were 10 years old. What would 10 year old Tracy give our gappers as advice today?

I don't know that I've got anything from, you know, third or fourth grade looking back there.

That's good. You learn nothing in third or fourth grade.

I mean, there's a lot of. I mean, yeah, the real lessons, you know what, the whole wisdom comes as you get older and grow.

So we'll pass through 10. I want you to think about Tracy when she was 20. Where were you when you were 20?

You know what, when I was 20 years old, I was getting out of school, was rapidly approaching getting out of college, and I had a lot of friends that were graduating and waiting tables, trying to find jobs and, you know, taking a leap of faith in yourself and trying new things and not being fearful and also seeking independence.

Ah, right, right.

So at 20 years old, having the mindset of, you know what? I want to be self sufficient. I want to be independent. And especially a lot of times millennials or young adults. And I don't care if you're a millennial or if it was me when I was 20.

Right.

You know, the security of being able to fall back on your parents.

Right, right.

Is not always a great thing for us.

I think there's a lot of parents out there in that right now. Right. I was with a couple and I said, no, I want my kids to suffer. And they went, boy, there's not many people like you anymore.

Well, you know, as parents, being nice to your children at 20 might look much different. The nicest things you can do for your kids right now is saying, you know what, you've got to go fly.

Right.

Spread those wings. Because it says, I believe in you, that you can do this.

Amen.

But when we are so nice to our children.

Awesome.

And say, you know what, let me get you that brand new car. Let me get you all that. I always tell my, why don't you.

Just live with us for another year and a half until you figure it out?

It was the hard knocks. I can remember scraping money together when my husband and I first got married. And I can remember bringing a shopping bag home. And he looked at me and goes, we have a mortgage payment due and you're out shopping. And we scrambled to pull that. I mean, we were not going to go to our parents.

So what I want you now to talk to us about is 30 years old. Who was Traci at 30. And for those people that are 30 that are looking for Attitude that are looking to bridge the gap. What's your Advice As a 30 year old, Tracy Hutton? What advice? What were the lessons you learned at 30?

So at 30 years old, I had two small children. Yep. And I had people telling me that it's hard to do it all. It's hard to balance, it's hard to be a good wife, it's hard to be a good mother. Grow this career. I even like, even my dad was like, tracy is traveling all this. Is this really good for you? Is it good for your family? Is it good for your kids? And I'm so glad I didn't look back. I figured out a way to make it work and I feel like hopefully it shaped my boys in a way that will make them better spouses, better leaders or managers of women if they understand, you know, all the, all the balancing that has to go on.

So 30 is don't listen to the assholes telling you that you can't do it all.

Absolutely.

Yeah.

And don't. And you know what? Don't make people feel, you know, I can remember after my second son was born, I did not want to miss a manager's meeting.

Right.

And so had a C section. Three weeks later, I was in the seat at the table at a manager's meeting because, you know, you have fear as a young woman, right?

Sure, sure.

And so now I love to talk. I just sat down with one of my managers and I said, tell me, you know, let's talk about your future and what's happening. And she said to me, you know what, I'm really anxious and nervous. I want to be able to get married and start a family, but I'm fearful, like if I take a maternity leave, what will happen? What if people leave me?

Oh, yeah.

And I said if, if people really follow your leadership and believe in you, they will help support you through that transition. And I feel like I am a better leader to young women because I went through it and I don't want them to not take six weeks off of that precious time they have with their new child and feel like pressure to come back because someone's going to boot them out of the way in a six week period or an eight week period or whatever that period is.

Yeah, that's great advice for those folks who are listening. And you know, what you said is I think women are told directly or indirectly how they should think, how they should feel and what they should do. And I think it still exists, without a doubt. Yeah.

I mean, here I've got a young leader in my company that is worried about that versus no, use it. I mean, use that to empower you that you can do it. And you know what? You can also expect that the people that love you in your life and care about you in your life, whether that's your co workers, your peers, the people that depend on you for leadership, that they're going to support you too through this. Because you never know. I mean, they never know when they're going to need that support back from you, right?

Oh, no doubt. So, man, 30 year old Traci, she's a spitfire. Talk to me about 40 year old Traci.

Well, there's a lot of people out there, right, that give advice.

Yes.

And you read and you dive in and you listen to people. And I think really the best thing about my 40s is really tying into my emotional intelligence. And as a woman, trusting your gut, even sometimes when everyone else is telling you complete opposite. And the times in my life really that I didn't trust my gut was when I took the wrong path. And whether that means affiliating with somebody, doing a business partner with someone holding on to something or someone too long, That piece in my 40s became really clear. And also because I had children when I was younger.

Right.

My 40s has really been about trying to find the place where I can really reflect on the journey and start embracing the journey. And really a different leader. I believe you show up in your different decades, your leadership. That's why we do this differently, right?

Yeah, exactly. Well, Tracy, I tell you, this has been a eye opener. I think that when we think about the people that are coming to this podcast to get attitude, they got some attitude from you today. What? Tracy, you know what you've accomplished from where you started as a gal answering phones to running a billion dollar sales company with 400 people, that's a big gap.

You know, I always look at and talk to our receptionists in our offices and I always say, you know what, that's where I started. And I also tell that story when I'm talking to people that affiliate with us, whether it's salespeople. I'm like, never underestimate the receptionist.

That's right.

She might be leading a big organization one day.

Isn't that so true?

But hopefully it lifts those people up too, that are in those seats. You know what? This, this is not your end destination. I mean, dream big.

And the thing is anybody listening right now? You know, the message is very simple, that you have greatness within you and you need to follow your gut, which is what Tracy talked about. Listen to yourself and be careful and vet those people's advice that you're getting. But most of all, to live the life the way you want to live it and believe in yourself and be nice along the way. But most importantly, you know, what I got out of this is that anybody can do anything and don't let anybody tell you you can't. So I appreciate. Well, I hope that this episode has boosted your attitude. If it has boosted your attitude and the great Tracy Hutton gave you some inspiration, I hope you hit her on LinkedIn and tell her what her interview meant to you. And if you got your attitude boosted, if you felt like we helped bridge the gap from where you are to where you want to be, from who you are to who do you want to become? We hope that you'll share our podcast with a friend. We hope that you'll hit us on social media at the University of Attitude and Attitude Movement. Just join us on Facebook and we will continue to bring you information and content that will keep you positive, that will keep you empowered, and that will keep you fulfilled. This is Glenn Bill with the great Tracy Hutton, closing out this attitude of the gap. Thanks for listening. This podcast is a part of the C Suite Radio Network. For more top business podcasts, visit c-sweetradio.com.