Episode 4: Profit and Stress with John K. Bates

From the studios of fractal Recording, this is the profit first podcast. Episode number four. Yeah.

Da, da. Nyet.

Oh, my God. Welcome, everyone, to the profit first podcast.

Russian edition, Right?

Are you counting in Russian?

No, I saying yes. Yes.

No.

Oh, the same. You know, you normally go, yes, yes. No. Well, that was. Da, da, nyet, da.

That's cool. So welcome to the profit. Yes. This is our show, the profit first podcast.

Yeah. I'm Mike Michalowicz, your co host, and you, sir.

And I'm Chris Curran, founder of fractal recording. And this is a great show.

We do an author, too.

Yeah. Author of Leap beyond your limits.

Yeah, I know. Which. You know what this is about. Leap beyond your limits, but from a financial perspective.

Yeah.

And the whole reason you and I came together to do this is we realized there's not many financial shows out there that are any fun. They don't horse around. The other thing is they focus on big business and they talk about the technical stuff. I think we're really focusing on the more practical part for small business.

Yeah. And the bottom line, the profit, like everything. Everything in business is wonderful. Your passion, wonderful.

Yeah. But at the end of the day, you have to be taking money. That's the only way to sustain.

Right. So we're available as a podcast on itunes and Stitch and of course, profit first podcast dot com. That's the website. Go there. So what have you been up to, man?

You know what I noticed? I get pit stains.

Okay.

Okay. So. But when I go up to do public speaking, a lot of people say, oh, you get nervous and stuff. I really don't, except I notice that I start getting all sweaty, so maybe my nerves are acting that way. If anyone has tips. Audience for profit first podcast on. On Sweat control. I mean, this is disgusting, but I'm looking for sweat control for my pits.

Right. Is that psychological, you think?

It must be, right? Because it's not like I'm, like, running up there, Right. I mean, I do the cheesy. I run up like, hey, how are you?

Daytona, Right? Do you.

I can't hear you. Oh, yeah, this. No, I do not do the Anthony Robbins stuff, but I do get sweaty.

Yeah.

So what have you been up to?

Oh, man. Just having fun here at the studio. We just launched the. Launched a couple new shows.

Oh, like What?

Pazoo Radio. Pazoo.com is a website which they do a lot of health and wellness stuff. So they're doing a show here, and it's great, the studio. We're having a lot of guests Come into the studio and it's great. Look, you know, podcasting is becoming big and it's a lot of fun.

Yeah. And the quality of recordings are so much better. It's like professional radio.

Yeah.

Which I guess is. This is professional radio. This is a different form of it.

Yeah, different form. So a lot of podcasters, like, sit in their basement in their underwear and record their podcast.

If you did anything on a podcast in your underwear, you are our next guest, John Bates.

Yes. Oh, my God.

Oh, John Bates. So, guys, listening in. John Bates, in addition to telling us that he asking us if he should be have pants on for this interview.

Right.

John is a wildly popular speaker on the TED platform. If you know anything about TEDx, he's spoken, I think, over 15 to 20 events. But what's particularly fascinating about his story is kind of how he got there. He was in the dot com bust and he wasn't one of the success stories. There wasn't many. He was one of the businesses that got trashed and it kind of damaged his life for a little bit and he's recovered from it. So we're going to talk about that.

Wow, that's great.

John Bates.

John Bates. How you doing? Welcome to the show.

Well, hello. I'm doing really well. Thank you for having me.

It's great that you're here.

Yeah. And of course, it's tradition for our show, we have to put you on mute now because we. We forgot one part of our thing.

We forgot to actually.

Yeah.

Hold tight.

Okay, Just hold on one second. John. We love it. We treat our guests so well.

She's like, oh, thanks for having me on. See you.

Yeah, I'm happy to be here. Please hold.

Okay, so the, the word, the code word for today that has to be snuck in is. It's my responsibility. Our last guest said, I have to say that's what she said.

Right.

But at the most ridiculous, inappropriate time.

That'S what she said.

Yeah.

You have to find a way to work that into this episode.

Yeah. But it. But it has to be like, so not applicable.

That's good. And by the way, let's talk about our sponsor for a second.

Oh, my God. Who's our sponsor? Nextiva.

Nextiva.

Nextiva. They've sponsored all of our episodes. You know what they make? Voice over IP phone systems.

That's right.

Yeah.

A phone system that goes through the Internet.

Yep.

And other.

And other things. And I'll tell you, you cannot distinguish it from the old traditional phone systems, the ones you just have at your office. And these phones are literally like one fifth to 1/10 the cost of the traditional phone systems and among the VoIP community because, of course, there's many VoIPs out there. I personally use Nextiva. Love them. It's a professional phone system. You have the capabilities of a Fortune 500 at the price of a startup. Fortune 500.

Fortune 1 million.

Exactly 1 billion. Yeah. So Nextiva.com, check them out. I highly recommend them. Right.

You use it?

No, I totally use it. I have five phones on them. I have two remote offices that are now connected in. I use it with my laptop. We could actually hop on next to Eva right now if we wanted to.

Cool.

Yeah. So it's great.

All right, so let's. We can unmute our guest now, John.

All right, so this guest, John Bates. John, are you there?

I'm here, so. Oh, God.

You are not the first guest that. We did a grand introduction. And then they said hello. We put them on mute.

Well, you know, so it's the tradition now, right? You got to keep doing it.

Right? Yeah, I. We're going to. I think we're going to. So. So. What's that? What's that?

That's a Skype noise. I don't know what that was.

Is that you, John? Did you.

Nope, that was not me.

Okay. That's maybe our system here. So, John, I wanted you to tell. I want you to tell our audience about your experience of raising money and then losing it and what the consequences were to you personally. It's pretty crazy what you told me over tequila, nonetheless.

That's right. Well, it's the only time I really talk about it, but I. I'll have a shot at tequila and tell you anyway. So I was one of four people who started a company called bigwords.com and we sold college textbooks over the Internet. And let me start in the middle, because on the way back from speaking at yet another international gig in Switzerland, where I spoke at one of the most prestigious business schools in the world about the new economy and everything that was happening, I was on the way back from that in October of 2000.

So.

Put yourself back in those times. Actually, it was August of 2000, and I was on my way back, and I was reading in the Economist that looking at the valuations of the different.com stocks and things, it seemed like the Dow was overvalued by something like at least half or something. And I remember thinking, as I sat there in my beautiful orange jumpsuit that we wore everywhere that said bigwords.com on it.

Oh, nice. Oh, I thought this was like your 70s. Get up in the 2000s or prison.

One or the other.

Yeah.

Well, that's nice call, dude.

Prisoners don't have pockets, dude. That's how I got out.

But MC Hammer's pants did Hammer time.

All right, I'm sorry, but so I'm sitting there in my beautiful orange jumpsuit, pumpkin orange jumpsuit, thinking, man, I sure hope that they're wrong. Because we had, in, starting in 1997, or, you know, late 97, early 98, raised a couple million dollars. We were selling textbooks over the Internet. We were crushing it on a lot of different fronts. And then we ended up raising a total of about $80 million. And in October of 2000, on October 20th, seven days before my birthday, like, this is almost the anniversary right now, the people who had put $80 million into our company told us that they couldn't raise any more money because the stock market was so screwed. And they didn't think that we were going to achieve profitability fast enough to be worth putting more money into. So they pulled the plug on us.

And does that mean you already had received 80 million and they said, we want it back, or what does it mean to pull the plug?

Well, they. They had given us $80 million. Some of it was in kind on, like, NBC for advertising. But, I mean, we had essentially burned it all, you know, and I, you know, actually, I don't want to say that because we didn't burn it. We were really smart with what we did. We just were playing a different game because that's what they told us to do. So there's some lessons we should talk about. But it felt like we went from playing hockey and just scoring, you know, hat trick after hat trick, to playing football, like, in an instant. But we didn't get to change clothes, right? So all of a sudden, still in the orange jumpsuits with, like, skates on. On a football field, and we just got crushed. And so after that happened, I went in a corner and just cried about it. I wasn't sophisticated enough to realize that that's when I should have started looking for what's the next opportunity. I was just so crushed that I went in a corner and cried about it, and I almost killed myself with an autoimmune disease. I'm pretty sure that it was related to not getting enough sleep and all the stress that, that, that I went through when I lost an $80 million company. And. And, you know, I almost died because of that.

Yeah, I know. John was Telling me details about this, it's insane. But one thing I want to rewind just a little bit. You lose 80 million. Don't. Can you just say, okay, I walk away and the business is closed? Like, I don't understand.

Well, you know what happens, Mike, when you. Like I, you know, there were four of us that co founded this thing, but by the time we got to 80 million, we had very little real control over anything that was going on. I mean, you know, we. We just didn't. And they, the board just decided, hey, we're not going to raise any more money. We're going to cut our losses with whatever we have. We're going to sell everything at, you know, fire sale prices. And what happens is they walk in with a few security guards who have guns, and they say, okay, you have half an hour to get your stuff, pack it up and let's go. And then they booted you out. Walk everybody out of the building, including us, you know, And I had a little bit more insight and a little bit more time, but not a lot. And believe me, when they booted everybody out, I was out too. Sitting on my butt, like, watching them lock the door behind us.

So what caused the stress? What were the thoughts that kind of raced through your minds that just caused you to get stressed?

The two big things I think were, first of all, I felt a personal responsibility to the people that we had accepted all that money from. And I think they were a lot more sophisticated than I was. They had a portfolio, I had a company and their portfolio, who knows, their portfolio maybe did better than my company. But I felt so personally indebted to them, and I was so grateful that they would invest in us like that. And then when we failed, I felt like I had really let them down. And then the second big thing that crushed me, maybe even more, was watching all the people who got hurt, at least temporarily in that happening. Because we had contractors that didn't get paid. We had people, you know, all over the world that I. It's not like I got to go tell them what was happening. It just all of a sudden their email stopped working. And they got an email that said, you know, we're out of business, goodbye. And they didn't know if they were gonna get paid. A lot of them didn't get paid. I mean, it was just. We didn't get to wrap it up in any kind of nice way.

Gotcha. So your communication was just basically cut off, dude.

All of a sudden I was done. And then I shouldn't even Mention it. But there was this website then.

Definitely. Mention it then. Definitely.

Exactly. Exactly. There was this website called Company.

That's the domain we try to get for ourselves.

Okay, so it's already taken.

Yeah.

And people could go post anonymously about what was going on. And it was really interesting to read about what was happening at Oracle or whoever at the time. But when it's you, you know, it was so. Oh, my God.

They were writing about you.

Oh, dude. They wrote the most incredibly nasty things ever. And I think some of it was real. But then here's what finally happened, Mike. And this is a really. You know anybody who's failed out there, who's felt bad about it, where people have talked about you? I want you to listen closely, because I was at a part. I was not at a party one night. I was at home crying about it one night, and a friend of mine called, and she's asking me how I was doing, and I told her how hurt I was about all the stuff people were saying and blah, blah, blah. And she's like, wait a minute. Wait a minute. What? And I was. And I told her again. She's like, okay, I'm going outside, because she was at a party. And so she went outside, and now she could hear me and talk to me without, you know, all the noise of the party. And she said, are you kidding me? You're like freaking Madonna. There are hundreds of people who are spending their time talking about you, and you don't even know who they are. You're like, madonna, Are you kidding? I'm so jealous, I can't even stand it. And I was like, in a little.

Way, I would have cried even more if someone said I would look like I was like, Madonna.

Yeah.

Oh, my God. Like, that would be the ending blow. You're kind of like a virgin.

Yeah, well, I, I, I resisted committing full suicide at that point. And. And you know what's funny is I went back in right after that conversation, and. And the latest thing that someone had wrote was that I had stored. Starred in a porn movie with my dog and that I had a pierced scrotum.

Is that true?

That's. That's what somebody said. Is that true? And then someone else said, you can't. No, it's not true. You have to have a scrotum to have a pierced scrotum. Holy. And at that point, I was like, oh, holy cow. Okay. All right.

It's like a feeding frenzy.

That's right.

And I was like. And I never went back. And I know. And I didn't worry about it after that, and it was actually tremendously freeing because up until that point, it had really been bugging me. And. But that was the moment when I think I got a little bit more sophisticated about what people say about you, especially when they don't have to identify themselves. You know.

Now, I love the joke around, but. But that all that stuff led to some serious health consequences for you. You live with a permanent ailment that literally can kill you. What is it?

Well, it's called Stevens Johnson syndrome, which is medical for we don't really know. And it's an allergic reaction to something. And in the literature, it can be anything. It can be a virus, it can be a bacteria, it can be a substance, it can be a drug. For me, it seems to be most related to stress and to lack of sleep. So if I don't get enough sleep for a few nights in a row, I start to have a systemic autoimmune reaction that can put me in the burn unit and make me go blind and kill me. So it's a little bit scary, you.

Think.

The first time, like, I didn't. You know, this is not. I would encourage everyone to just go do a quick read on Stevens Johnson syndrome because it's not well known enough, and it still kills lots and lots of people because people don't recognize the symptoms and they don't know what's happening until it's too late. And that almost happened to me, but luckily I had a doctor at SFSU because we were living in San Francisco at the time, and she was. She got on top of it fast enough. And when it really hit me, I went to the emergency room. I was there for 18 hours. I don't like being looked at by doctors. Like, they're worried. That's a bad. That's a bad feeling.

You know, our relation to money is clearly, you know, a lot people say money, money doesn't matter. It's only paper. It can kill you. What's your relationship with money now?

You know, it's a really great question. And here's my relationship with money, and it kind of relates to my relationship with life. But for me, money is. First of all, it's made up.

That's what she said. What else?

So, first of all, it's made up. Second of all, it's just a conversation.

That's what she said also. There you go.

And, yes, it's really important, but it's only important because we say it's important. I keep reminding myself that money is Utterly, completely and totally fabricated and malleable.

It feels like it's easy to say that. I still know. So how do you get that to the visceral level?

Well, you know, here's the thing. Here's what that sounds like to me on a visceral level. Mike. I started making a lot more money when I bumped into a bunch of other speakers. I was in part of a speaker's bureau speakers exchange group. And from those other speakers, I learned to say things like, I'm $10,000 a day. I charge $15,000 a keynote. And I learned to say that with a straight face. And all of a sudden, I started making way more money.

You know what I'm learning here from you, John, is that money and the mind. It seems like it's one thing. We had a guest on our first episode. We had episode one of one. We didn't know if we go further. And on our first episode, the guest said the same thing. It's your confidence. When you walk into an interview or a meeting. It's how you present yourself. Our second guest, Michael Port, was on with us. Chris, remember that? Yeah, He. You know, Michael Port to John.

I love Michael.

He's awesome. He's phenomenal. We were horsing around big time with him, too. And he's. He was dishing it back harder. We could dish it out, but he said the same thing. It's this confidence. If you see it and you act it, then it comes about and he says, profit. Profit is about your attitude.

Totally. Well, so listen, I mean, and I do want to. I do. I want to second that fully. And I want to say you do have to provide. Right. Like, when I charge $10,000 a day, I make damn sure that I provide $100,000 of value, you know?

But I know what she said. I'm sorry.

Yeah, well, so that's part of it. And then the. You know, the other part I forgot because I got so excited.

It's perfect.

You're fitting right in with the show.

Yeah, exactly. Okay, so think of it in a second.

Yeah, but when you had. I'm sorry, did you have a question? When you had all that money, 80 million, it sounds like it was flowing out fast. I presume you don't have that kind of base of money you're working with now. No, but at the moment. In the moment. Okay, but you're more profitable. It sounds like 80 million.

That's what I was gonna say. Yeah, that's what I was gonna say. It's because of your third Book, dude.

If one more person pitches my book.

I'm gonna say trifecta. But it's four guests, four in a row.

All right, so obviously you got the coupon for dinner. I hope you enjoy it tonight.

Yeah, I will say I got that. I got the basic tenant earlier, but I love your book for making it so crystal clear. And I gotta say, I got it personally, but I had not been doing it with my business.

Isn't that funny?

Yeah. And that just changed everything.

And what specific. And I'm not. I don't want to talk about the book. But what specifically, what are you doing that's changed everything? I don't. I want a clarity.

So. So, okay, so here's what. What changes everything is. Is, you know, I guess the way that I would say it and it. And. And I never understood it, right. But I heard people say it all the time, is pay yourself first. You have to pull something out for yourself. Because if you're living on what's left over, Nothing's left over.

Right. If you're living on. Okay.

If you're profit is whatever's left over, there's no profit. You got to pull that out first and then make do with what's left. And here's the thing. If you do the math on this like I did, it won't work. I was like, there's no way I could do this. I can't put 10% aside. I don't have enough.

Yeah.

But the minute I started doing it, something happened. Something weird happened, and I don't know what it was, but all of a sudden, I had enough.

Yeah. And this is true in your personal life and in your business, too.

Now it's true. Now it's becoming true in my business because I read your book and I'm implementing what I already knew for my personal life but had not even. How could I be so stupid, Right? But I hadn't ever applied it to my business like a business, which is, you know, I've been dealing like I'm a sole prop, you know, like I've been pretending I have a business, but what I really have is a sole proprietorship where I have an asshole for a boss, you know?

Yeah. Cherry chapstick jammed in there. That was our word.

She said, oh, we have a winner.

We have a winner. So, John, you just won a trip to nowhere, complimented with a coupon for nothing.

A trip to Mountain Lakes, New Jersey.

Yes, you do. Yes, you did win a trip to visit me and Chris here at our studio, and we will buy you a round of drinks because you figured out the key word. So every episode we have, we have a key word or phrase we're required to use and it's proposed by our prior guest. Our prior guest was Barry Moltz on the show he heard you were coming on. He says John likes to hear that's what she said. And if our guest repeats the key encoded word they get an all I'm sorry a no expense paid trip. I mean I'm sorry it is all expenses paid by you trip to New Jersey but we buy you round a drink. So next time you want to come out this way, Chris and I are taking you out to get waisted.

Oh hello.

Sounds great dude. You know I would. I'm looking forward to that and we'll definitely make it happen.

So final question for you. How important is profit in your business and in your life?

It's really important because what I really am clear about is that I want to have my business free me. It's really exciting to be able to work for yourself. It's really exciting to be able to set your own schedule. But what's even better than that is to have a business that frees you. And that's what I'm after and that's going to take profit.

And John, you're perhaps the most prolific speaker on the TEDx circuit. I've seen you in Yemen, I've seen you in California, I've seen you in Hoboken, New Jersey. Where can people learn more about you and where can they check out all these phenomenal presentations you're putting on?

You know, probably the best place is just my website which is one of the longest URLs in the world. It's executive speaking success. Hopefully it's at least easy enough to remember, but it's Executivespeaking success.com and when people go there, I just updated my sliders with some videos and stuff and I think it's pretty fun and that would be a great place for people to, to find out more and be able to contact me if they're interested and all that kind of stuff.

Yeah. And anyone listening in that is looking for a speaker that will rock your world. It's John because he gets real. He tells you what he went through and it ain't all upside, ain't all pretty.

There's some other lines for sure.

I was going to say thanks John for sharing your story. It's very inspiring.

Yeah, well, thank you. Thank you. It was painful to gather that story but now that I got it and Listen, you know, I didn't want to share it for a long time because who wants to tell anyone in the tech world that you need 12 or 14 hours of sleep a night? Right?

I mean he needs that much sleep, dude. And John walks, he has a service dog. Listen, dude. Chris, go watch tedx John. Google tedx John Bates. You will see tedx will pop up and he walks on stage with his dog there because it's his monitoring. His service dog. Flash is monitoring John at all times. He's the only speaker I've ever seen bring up a dog and people go crazy over it.

Yeah, people do love Flash and you know, I can get by with eight hours or nine hours now, but for a long time it was 12 or 14 or I would have to go back to the hospital, you know, and that just was, it's, you know, that'll ruin your life.

Yeah. And in the end, I mean like that's the thing, all the stress and stuff like profitability is great and that's what this show is all about and we all want that and we're all working toward it. But. And also not. But and personally our own health and well being is primary.

Yeah. The money and our minds are in lockstep here. And if you don't get the money part right, it can kill you. Literally can kill you. Right?

That's absolutely right. You know, I mean you can't kill yourself chasing it, but you can kill yourself if you're not paying attention to it. Right. And then you got to, I mean it's just all about keeping it in balance and keeping your eyes on the prize and, and you can't sell one out for the other. Right. That has no integrity either way. And if you don't have profit, you're not going to have a life of integrity. You're not going to be able to take care of your health and all that. But if you don't take care of your health and take care of yourself, then if you, even if you do have profit, you're still not going to have a life of integrity because your health is going to be out. And what are you working so hard for anyway? Why are you working for profit? Any. Yeah, you know, you need. It's that balance. Right.

It's John Bates. Dude. Awesome having you. Congratulations on winning the contest. And you didn't even know.

The good news.

Free drinks. It only costed a couple thousand dollars. Travel expenses.

That's right. Well, I get to spend the time with you guys. Come on.

That's true. That's true. All right, brother. Pleasure having you on, man.

Thank you, John.

Thank you.

We'll see.

Great to be with you guys. Take care.

All right, so. So now we're gonna debrief.

Yeah, debrief. Well, first of all, I'm debrief no more pumpkin colored orange jumpsuits. Like, what's that all.

Yeah, I was gonna say, like that. Really? That's like a uniform for a business.

I know. A jumpsuit. It just sounds funny because it does sound like he's going.

He had pockets.

Yeah.

He was very, very clear.

Oh, I wasn't a criminal. I had pockets.

Right? Crazy.

Yeah.

So what'd you get from that?

So. So the relationship between mind and money. I mean, he just played out over and over and over again that when he felt indebted in money, his mind went into this indebted mode and he suffered from it. Conversely, he now has this attitude like, yeah, I'm a $10,000 speaker, or I dictate this. And he goes in with his confidence and the money's flowing in again. This seems to be the common theme. Yeah. What'd you learn?

I liked how he rose above the criticism after he lost the 80 million and he was getting killed and all those nasty things.

Yeah.

You know what? He bounced back from that. And I almost think it's better that it got really, really nasty, because if someone's writing that, honestly, that's lame stuff they were saying about. Yeah, whatever, you know, and that's just like, you could tell these. These critics are acting like children. And then. So maybe that even helped him rise above it. Like, you know what if you're gonna be.

That started.

Right.

It's so absurd. There's that anonymity that people have when you're on the web. You can say whatever you want and there's no consequence and say ridiculous things. But there is a consequence. It hurts people on the other side. Kudos to him.

Yeah.

And listen, he survived our interview, which.

Was pretty, you know, Are we sending plaques to these guests?

We should. For surviving. I mean, the insults that they get from us. You wore an orange jumpsuit. Oh, there was pockets. Like, we're. It's mostly me, though.

And I asked Barry Moltz last episode, the most awkward question in. In broadcasting history.

If you haven't heard. If you haven't heard episode three, just go for the cherry chapstick discussion.

That was tremendous, right? Hey, we try.

So here's the quote I have for today, because this ties right into this one.

The fortune cookie.

Open the fortune cookie.

Okay.

Oh, look at what came out of the fortune cookie. Friendship is like money easier made than kept. Samuel Butler. You want to read that again?

Yeah, read that again.

Friendship is like money easier made than kept.

Hmm.

I think that's what John just taught us, right?

It's hard to keep. You think it's hard to keep?

Oh, yeah. I've been through a similar experience. I made some money, had some wealth, and what happens and happened in my mind is like, this is the new me. This is who I am. This is now the future. I'm going to always experience this. And I blew money away and it didn't come back. And it was a great wake up call, right? Yeah. So we got another episode coming. Episode five.

Episode five coming up. And thank you to all our previous guests as well. Right?

Yeah. Rockstar guests. I had fun on every single episode and they hung in with us.

Yeah, they hung. So this is great again. And you could find us on itunes and Stitcher, the Profit first podcast. I'm Chris Curran.

Send us your keyword. I'm Mike Michalowicz. And we'll use it in episode five.

Yeah, we need one for episode five. So thanks, everybody for listening. We'll see you next time.

So, Chris, if people want to learn more about you and see what you look like, what should they do?

Oh, yeah, they can't see us, right? Good thing. So they can go to fractalrecording.com that's fractal F R A C T A L, Fractal recording dot com.

Yeah. And check out what the school studio is all about.

Yeah, we do a lot of shows here. We help local people host their own shows. It's. That's awesome.

And you can do it remotely, too.

You could do remotely. Yeah, yeah. And a lot of stuff there. We have a cool product called the Blog Generator.

Yes, definitely. Check that out.

Yeah, yeah, yeah. And how about you?

Yeah. So you want to learn more about what I got going on, you can go to my site, mikemicalicz.com but if you really want to learn about profit, the place I encourage everyone to check out is Profit First Professionals. These are folks that are helping small businesses become profitable. So it's accountants and bookkeepers and coaches. And if you're an accountant, bookkeeper, or coach and want to help others do profit first, it's the same thing.

Go to profitfirstprofessional.com profitfirstprofessionals.com awesome. Thanks.

Thank you.