Richard shares what Rick Barry shooting underhand freethrows has to do with recruiting
In this end‑of‑year podcast episode, Richard Milligan of 4C Recruiting addresses recruiting leaders in mortgage, real‑estate, and insurance, urging them to adopt a "weird" (counter‑cultural) mindset to break out of status‑quo habits. He frames the conversation around the start of a new decade, emphasizing the importance of casting a clear, long‑term vision (the "lead‑dog" principle) and setting both personal and business goals for 2020. Milligan introduces a time‑management framework using the Rick Barry underhand free‑throw story as a metaphor for doing what looks odd but yields superior results. He presents data on average American media consumption (TV, social media, radio) to illustrate wasted time and suggests reclaiming those hours for high‑impact activities such as audiobooks, podcasts, and especially LinkedIn, where he plans to double down on personal branding. He outlines six reflective questions to guide goal‑setting, shares personal health and family objectives, and encourages exposure to new ideas through uncomfortable events. Throughout, he stresses intentionality, saying no to low‑value activities, focusing on a few high‑leverage actions, and continuously stretching oneself to achieve exponential growth.
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Hey everybody, it's Richard Milligan here with 4C Recruiting. We're about to get on the podcast here today, and it is in between Christmas and New Year's. It's an awesome time of year. All the kids are out of school. That has its own complications of itself when you work from home like I do. It's, uh, It's— but it's a joy. Oh, it's a fun season to be in. I've got 4 kids and, uh, ages are 6, 9, 12, and 17. And I don't want to speed this timeline up at all. I've got one that will leave home or will graduate from high school over the next year. And so I'm savoring every moment, as much as sometimes it can be a struggle to juggle that extra ball when everybody is home from school. Today we're going to talk about Being weird. How's that for a topic? It's not necessarily being weird, but it is thinking different. And if weird is not doing what everybody else is doing that isn't working, then let's be weird. Okay, so if that's the definition of weird, is not doing what everybody else is doing, then today we are going to talk about being weird. But it was an interesting conversation I had recently with someone that I coach. And of course, the topic of this podcast is Recruiting Conversations. I thought it was a good context. I think it makes a lot of sense for everyone to be thinking about this during this end of year, beginning of year, really beginning of decade, which is pretty cool, right? You don't begin a decade very often, but only every 10 years. And so I think a lot of people are more aware now of like perspective of where they've been and where they want to go just because we're turning a new decade. And so definitely am mindful that all these are things that are kind of running through our minds right now. And so I think it'll be a good share for you. We're going to go live and then I'm going to share one extra idea with you at the very end of this. So if you watch this and you're not listening to this on the podcast, you know that we leave an intro and an outro extra on the ends of this. And so if you'll stay to the end of this video, I'll leave you with one extra nugget that is an additional conversation I had recently. Be an extra couple minutes for you. So if you will hang tight, we're going to go live on the podcast here in 3, and then 2, and then 1. Hey everybody, it's Richard Milligan, your host for Recruiting Conversations, recording this podcast in between Christmas and New Year's. And what a cool time of year it is. And I mean cool as in cold, because where I'm at, I'm in my studio. I am, uh, I'm not wearing shorts and t-shirt I'm in the Midwest, and so it's like a, you know, 20-mile-an-hour north wind and it's like 30 degrees. And so I don't know what it feels like, but it feels cold. How's that? Excited to come to you today to share a recent conversation that I had with a recruiting leader. And if this is your first time on this podcast, let me define recruiting leader for you. Recruiting leader is someone that actually manages a team but is also responsible for recruiting to that team. It is a unique position. If you're in a sales manager role, a market leader role, If you're in a position where you are recruiting experienced salespeople, could be real estate agents, loan officers, could be insurance agents. Those typically are the 3 industries that this podcast falls in, is inside the mortgage, real estate, and insurance communities. And so if you are responsible at any level of recruiting, this podcast is for you. But specifically, if you're responsible for wearing the 12 to 15 hats that a leader wears in managing a team and then has to throw that extra hat on For recruiting, then this is bullseye for you. The title of this podcast is Recruiting Conversations for a reason, and it's that I share recent conversations that I have with recruiting leaders that I'm coaching. And so I want to share why I think it's very apropos to the time of year that it is. It's, you know, this time where everyone's evaluating kind of where we've been. We're looking forward. It's that one window of time. Where everyone says, did I accomplish what I really wanted to accomplish in the last 12 months? And what do I want to accomplish as I look into the future? I know that there's probably more people looking at this now because it's the beginning of a new decade. And so we're leaving 2019, going into 2020. And so more people now are saying, look at the last decade and what do I want to accomplish in the next decade? I love that perspective. By the way, I love that framework. I think that leaders that are casting vision— or let's just start with this: leaders who lead should cast vision. Okay? I find that most leaders don't. So if you're a leader, you really should be looking into the future and deciding where you want to go. Where do you want to lead your team? Inside my house, one of the principles that we have that we talk about all the time with our kids is we call it the lead dog principle. The lead dog principle is this, is that when you understand how dog sled racing takes place, there's only one dog that's at the lead of that pack, and that pack never goes any faster than the lead dog goes. One of the things that I'm aware of is that if you're in a leadership role, the people that follow you are never going to go any faster than what you lead them. They're never going to go any further than the vision that you cast. I would dare say in a lot of my seasons of being under leadership that I wasn't being inspired. I wasn't being challenged. There wasn't a big vision being cast for me, for the people around me in the direction that we were going. It's our jobs as leaders to cast that clear vision. So, just establish that. This is a great time to look at the next decade. Like, our company has a 10-year vision and every single year we sit down and we look at where we are in relationship to that 10-year vision. And we set a 1-year vision, a 1-year plan of how we're going to further the vision and what are we going to accomplish in that year. And so we just went through this process. We have a new vision for 2020 that's completely aligned with the 10-year vision that we cast in 2017 when we started this company. So the 10-year vision for this organization was in year 10, we wanted to impact in that 1 year 10,000 recruiting leaders. Now, that vision has been propellant for a lot of things that we've done. It's been a propellant for this podcast. It'll be a propellant for a second podcast that we're launching in 2020. It's a propellant for a book that's been written. It's a propellant for a number of things. It's a propellant for a digital record— it's a recorded coaching class that we're working on right now. There's all kinds of things that are looking into the future to say, how do we actually get this this message of we believe that recruiting is simple? How do we get that message to 10,000 recruiting leaders in one year? We would never be doing those things if we didn't have a large vision. That's, that's the power of vision, the power of being able to look in the future and see where you want to go and then making plans for today that actually take action on where you want to be in 10 years. It forces you way outside your comfort zone. It forces you to do things that you wouldn't normally do. So vision should be a big part of what you're thinking about and what you're planning around for the upcoming decade and specifically the upcoming year. But the recent conversation I had was around time management. So in time, this is one thing that most recruiting leaders struggle with. So if you struggle with this, welcome to the club. Because I struggled with this for most of my career until about 2013 when I started doing some things differently. It's a conversation that I start a lot of my coaching with when I'm beginning with someone as a new coaching client. We look at their idea around how they're managing their time. In the conversation I was having with them, I was laying the framework that they're going to have to manage their time differently. And I came to the end of that coaching session by making this statement. I said, you need to go Rick Barry on your time management. Now, because I do all of my coaching live, I could see the look on their face. And the look on their face was, you know, it's the look on my 6-year-old's face whenever I use a big word and they have no clue what it means. It was, I have no clue what you're talking about. So let me give you some context around that statement. I need you to go Rick Barry. Why I make that statement is because, for those of you that aren't familiar with who Rick Barry is, Rick Barry was an NBA player. And in 1978, Rick Barry actually set a record for the percentage of free throws that he actually hit. Now, most people don't remember Rick Barry for setting that record, which was like almost 95% of his free throws that he hit in 1978 to 1979. They don't remember him for that record. What they actually remember Rick Barry for, and where most people go, oh, I get it, is because Rick Barry shot his free throws underhanded. And in the history of the NBA, he's like the only person that has regularly— there have been a few people that have tried it, no one has stuck with it. So most people will reflect back on that underhanded free throw shooter. And go, yeah, I know who you're talking about. Right? What's interesting is that, look, I've done a bunch of research on Rick Barry, and one of the things that I know is that Rick Barry has actually coached, he's actually tutored other bad free throw shooters after leaving the NBA. Now, in an interview, one of the things that they asked Rick Barry was around that. Like, people had kind of known in NBA circles that he's taken a handful of bad, really bad free throw shooters. And he's tutored them. When they've interviewed him about this, he wouldn't actually say who it was that he worked with because they never actually had the guts. The people that he coached never had the guts to go back to their team and to go back into regular season and actually shoot underhanded free throws. Now, why is that? Well, the reason why it is is because it's kind of weird. Like, if you've ever seen that, it Looks a little odd, like however you want to describe it. I kind of laughed because in a newspaper article someone was asking about this and his son, Canyon Barry, who was shooting 85-86% of— hitting 85-86% of his free throw shots, which is actually extremely well. The NBA average is somewhere around 75-76% year over year. In a moment where his son, who was at Florida shooting underhand free throws. Rick Barry happened to be sitting behind a fan, and after Rick's son Canyon actually hit the free throw, the fan made this statement, that's embarrassing. And Rick Barry said to the person, why is that embarrassing? Isn't that basketball going through the hoop? And the fan goes, yeah. And Barry's response was, what's so embarrassing about making free throws? Right. It doesn't make sense. So what I know and why I say— why I use Rick Barry as an example in my coaching is this, is that to a large degree, if you're going to be successful, you're going to have to be counterculture. You're going to have to go against the grain of what is normal. If you want normal results, then go do normal. But I personally— and if you're listening to this podcast, listen, you are already in the 1%. You're furthering yourself, you're growing yourself, you're educating yourself, you're looking for insight in ways that you can change your recruiting. If you're listening to this podcast, you're in the 1%. You're one of those people that's going to go, most likely go against the grain. So you got to go— as I look at 2020, I want you to really challenge anything that you've done that's status quo. And I'm going to give you some stats around a handful of things here that are extremely status quo when it comes to American culture and just culture in general. Let's just start with a stat here. The average American spends 3 hours and 58 minutes on TV every day. It's 2 minutes shy of 4 hours. Let me just make that statement because it actually hurts my brain to think about this. The average American spends almost 4 hours on TV every day. Okay, here's another statistical data point that's actually going to jump out at you. The average time that we spend on social media is an hour and 35 minutes. Okay, so let's just— we're going to start combining this. Now we're at 4 hours on TV, we'll just round it down to an hour and a half on social media. We're at 5 and a half hours per day between TV and social media. How about this? The average person spends 102 minutes per day on radio. Okay? Like, is that— that's just kind of, again, another huge data set that's just leaping out at me. We're spending 135 minutes on social. We're spending 3 hours and 58 minutes on TV. And we're spending 102 minutes a day on radio. I took the time to just kind of multiply those things out. What does that look like over the course of a year? Get this. On TV, we're spending 1,460 hours. Or let's just quantify that differently. If you are working a 40-hour workweek, you're spending 36.5 workweeks on TV. If you're averaging an hour and a half on social media, That's 547 hours a year or 13.68 work weeks. If you're investing 102 minutes a day into radio, which by the way, 97% of Americans say they listen to the radio on their commute, okay? And a lot of that data point just comes in the commute because the average commute is 45 minutes one way in the United States. So that information makes complete sense to me. But that's 620.5 hours per year or 15.5 work weeks. Okay, so if we compiled all of that, we're actually investing more time in radio, social media, and TV than we actually are investing in the things that we do in our careers. It's actually over 65 extra work weeks that we could get back if we eliminated those. Now, that's an overstatement, okay? And I'm trying to make a really big point here. So the overstatement, I get the fact that no one's gonna reduce their TV time to zero, or it would be almost no one, because they might watch, you know, a show per week with a friend, or they might have a show that they love, one show they love on Netflix that they watch, you know, an hour here or there. I get that. Social media. Look, I believe in having a strong leadership brand on social media. So, I've got to be intentional with that time, but I am not going to spend an hour and 35 minutes a day. In fact, I limit my time on social to 30 minutes a day. On radio. I eliminate that completely. There's no time on radio that I would spend on radio. I want to give you some ideas around this to just say, what if 2020 is a year where you become Rick Barry-ish in a couple of places? You become a little bit weird. If you get really intentional with your time in this, let's just talk about some ways that you can utilize that time. First of all, you don't have to listen to to music in the car. I love what Brian Tracy said back in the '80s. He called radio bubble gum for the ears. Look, with audiobooks today, if you use Audible or whatever, Kindle or whatever app you use, if you're taking in podcasts, the average book that I read is some— I listen to. I say read, that's not actually true. I listen to about probably 95% to 98% of all the books. That I take in a day. But if there's 620 hours that I can capture by not listening to the radio, my average book is somewhere around 6 hours long, I could digest 100 books in a year. Now, I don't digest 100 books in a year, but I digest north of 50. A lot of people say, I don't understand how you do it. Well, it's because I'm being more intentional with my time. I'm saying no to things that don't matter to say yes to things that actually do matter To things that actually allow me to grow and to become more. So the bottom line is this. I think everything is in play. I want to be counterculture in this space as I go into 2020. One of the things that I have looked at as I'm evaluating where I want to go in this next year is I've asked myself this question: Where can I double down in terms of my own efforts? Where can I double down in terms of my own efforts that will actually allow me to exponentially grow? So I evaluated in 2019, what are some of the things that I've done well? One of the things that I did well in 2019 was LinkedIn. But I'm looking at LinkedIn and what I'm thinking about is what has the power of my leadership brand been there, and it's been— the results have been phenomenal. I'm just telling you, I'm probably somewhere between 10 and 15 appointments a week simply from what I'm doing on LinkedIn, which is delivering daily content, about every 10 days delivering an article, delivering consistent ideas and thoughts and videos and memes and these things to the platform. But I'm gonna double down on that in 2020. I got an email today from someone that was inviting me to be their speaker at their sales rally. I've never met the person, and I'm being invited to do that simply because I have a strong leadership brand. They know what I believe, and they believe that I understand recruiting, and recruiting is the topic that they want discussed at their sales rally. So I will be the person to talk around that. But that was all tied directly to the things that I'm doing on LinkedIn. I will double down there. I will take some of this time that is laid out in front of you And I will go to that place, I'll deliver more articles, I will do more videos, I will get creative in some of the things that I will be delivering there. There's a handful of creative ideas where I'll be actually changing and shifting and actually improving some of the deliverables of what I'm bringing to the platform. By saying no to things that don't matter, I'm able to say yes to things that do matter and I'm able to go from being good or average To becoming great, and I'm not there, but I do want to get there. Okay? How many people could I influence with that time? I just laid it out for you. It's more time than I'm investing if I'm working 40 hours a week. How many people can I influence with that time? That's a question you got to ask yourself. How many ideas could you implement around your recruiting efforts if you were to do something weird with that time? How many more people could you make contact with? If you were to go counterculture in some of this? I share this with you just to kind of grab you and to create some tension. Okay, and I'm actually shaking you right now. You can't see me if you're on the podcast, but if not, go check out my YouTube video. I'm shaking you right now with my hands. I'm trying to create some tension here for you. And the reason why I want to create some tension here for you is this, is that we have— I'm 46 years old. This year, I am more aware now than ever that time flies by. I have no clue how I got to having a 17-year-old with 1 year left in high school. I'm more aware that time flies. I'm also aware that each of us, not me, not just you, everybody that's listening to this podcast has been created for something specific, that's been created with a purpose, with a plan, that's been created for greatness. I love what Ed Mylett says. He says he's convinced that when he gets to heaven, that he'll get to meet the version of himself that he could have been. And that's some perspective, something that gives him perspective that allows him to stretch himself. I want to stretch myself in 2020. I'm going to go grab some of this time, some of this space that I'm giving away and letting disappear. I'm going to execute On some of the areas where I believe that if I double down on my efforts, I'll get more results. We have one life to live. I want to make the most of it. And my prayer for you is that you will make the most of it as we head into 2020. So with that said, I hope everyone has a new year. This will come out on New Year's Eve. Hope everyone has an awesome new year. Look forward to coming back here. In the next podcast, I'm going to share 6 questions. This will come to you— the next podcast will come to you right after the new year. I'm going to share 6 questions that I asked myself going into 2020 that really challenged my thinking and really stretched me in terms of what I want to accomplish and how am I going to accomplish it and what's important to me in the new year. And so I'll share that with you in a conversation I have with someone else around those 6 topics then. So until the next time, do me a favor. Would you write a review? If in 2019 this podcast brought some value to you, I would be honored if you wrote a review. This podcast gets several thousand listens. It's got a handful of reviews. It's got less than 20 reviews on it. If this podcast has brought some value to you, would you please do me a favor and go out of your way to actually do a review on whether it's Google Play or whether it's iTunes, wherever you listen to this? It would be the biggest gift that you could give me going into the new year. We're gonna— we planned on cutting 52 of these in 2019. We cut 44 of these. We might get a 45th before the end of the year, but we cut 44 of these, so we were 9 shy of what we said we were going to do. And so as we go on to the end of the next year, our objective with this podcast is to, is to break 100 total in, in number, which means that we're going to have to deliver somewhere around 55, 56 podcast going into 2020. That'll be our objective, is to continue to bring you value here and to help you understand best how to grow yourself, how to become the best recruiting leader that you can be. So Happy New Year's, everybody. I look forward to seeing you again on the next episode here at Recruiting Conversations. Have a great new year. All right, gang, there you have it, another Recruiting Conversations podcasts in the books. I want to share with you, you know, in the next podcast, one of the things I had actually teased with was 6 different questions that you should be asking yourself. So if you're here right now watching the video, I'm going to give you those 6 questions right now because one of the things that I know that you're probably doing, that I'm doing, is I'm really establishing and creating the right framework for what I want to accomplish as I head into 2020. So I'm going to give you 6 questions that will help you get to a place where you're really challenging yourself. So one of the— I just start with the questions, pretty simple. What do I want to accomplish next year? Okay, and I look at that. Now there's— that's one larger question, but there's really 2 questions behind that. Like, what are the personal goals? What are the personal objectives that I want to accomplish? And then what are the business things that I want to accomplish? So, you know, I'll just give an example. There's different things on the personal side than there are on the business side, obviously. But one of the things I want to do on the personal side is at the very beginning of this year, I'm having a weekend getaway with my family where we will actually establish our family goals, our family objectives for 2020. And we'll do that. We'll do that individually, me and my wife, with the family, and then we'll also do that with our 4 kids. And we'll help cast some vision, some direction for them. And it'll be some, you know, these are small things. I say small things, they're big in terms of where the kids are at right now. I have a 12-year-old that loves basketball. His dream is to play Division 1 basketball. And that's been his dream since he was 5, 6 years old. He works his butt off in that space. And so one of the things that I will do is actually help him plan, like what's the next year going to look like for him around that? What are some of the objectives and goals that he has in terms of growing himself? In that particular area. We have 2 girls that are ages 6 and 9, and they love riding horses, and one of them actually wants to start riding competitively. And so we'll sit down with her and help her draw out some goals around that and create a plan, a path of how she could actually get there. And so we just try to incorporate them into this goal setting, this casting vision, dreaming piece that I'm very— Emphatic and very passionate about myself. So, that'll be one of my personal goals. One of my personal goals is to get stronger and healthier in 2020. I had several surgeries. I tore my meniscus, had an inflamed bursa on one of my knees. So, you know, I've had some struggles this year in terms of just trying to do some of the things that I really want to do. I love to be outside. I love exercising outside. I love running. Those are things that are really rewarding and fulfilling to me, and I couldn't do it at the level I wanted to. So I've got a plan around that. How do I get my knee back to full health? How do I get my shoulder back to full health in 2020? So, but on the business side, now I'm thinking pretty strategically. I mean, I want to touch 2,500 recruiting leaders in 2020. That's a mega number for me. Okay. So it's even vulnerable to some degree sharing that with you. When I started the company in 2017, in 2018 we wanted to impact 100. Here we are in 2020 and we're saying 2,500. It means that we have to do, we have to do some really, really big things in 2020 to make that happen. So those are the questions that I'm asking myself. But here's a larger question, okay? So there's really 3 questions there. What do you want to accomplish in 2020? What part of that's personal? What part of that's business? But here's a big question you got to ask yourself as well. Why do you want to accomplish that? Why is it even important? You might be asking yourself, why is that even important? Let me tell you why that's important. If you don't know why you want to accomplish that, where will you get your inspiration? If it's just a finish line and you cross that, what will be the inspiration to stretch yourself any further? You have to have a source of inspiration. A story that I've shared before, and I think I've shared on the podcast, is In 2007, one of my bucket list things to do was to complete a half Ironman, and I trained in 2007 for that. I was 34 years old. I finished that. In fact, I finished it in about a minute under my goal time that I'd set for myself. I crossed that finish line, okay? I had no vision, no idea of what I wanted to do physically beyond that. And you know what happened? For 6 months, I couldn't motivate myself to do Anything. I was in the best shape of my life. I could have gone and ran a marathon the next day like that because I was in such phenomenal shape, okay? But over 6 months, I lost every part of that. And the reason why I lost every part of that was I had no next big thing that I wanted to accomplish. And so I understand that knowing why you want to accomplish something, that's going to be the inspiration you have. You have to figure that component out. Now, here's the 5th question. I mentioned it just briefly in the podcast today. Where could you double down on your efforts and get your biggest results? I'm going to repeat that for you. Where could you double down on your efforts and get your biggest results? Several things will come from answering that question. One of those will be being ultra clear. This is the magnifying glass effect. Like, if you've ever As a kid, held a magnifying glass in the sun and had that ray of sunlight hit that magnifying glass and get magnified into a little bitty spot, you know that being super focused like that actually can start a fire. So by doubling down in a particular area, what it does is it over-elevates the focus that you're going to have on that. The other thing is this, is that as you over-elevate the focus you have on that, You have to say no to other things. So this is an essentialist mindset that says that I have to get super focused on only a handful of things, ultimately just a handful of things if you're going to be really successful. What happens is that you do what I do a lot of times, and I actually have a rhythm and a routine to this that is part of my insanity, part of my weirdness, part of my Rick Barry system. System is that I write things down that are to-dos, and if they're not urgent, I will intentionally let them sit there. And over a window of about 72 hours, I'll go back and review that list again. You know what? Most of those things don't need to be done. If they're not necessary in the immediate, a lot of times they're not necessary ever. In the minimum, they can be delegated to somebody else to get done, right? So in doubling down on your efforts, it's just a way of getting really focused But let me just give you a hint. You should be doubling down your efforts on LinkedIn. And the reason why you should be doubling down your efforts on LinkedIn is that LinkedIn is in an incredible place right now where your organic reach is just off the charts. Like, you're not having to pay a fee to reach thousands of people. Like, a single post that I do right now reaches somewhere between 10,000 and 40,000 people, right? I'm not paying, but for the price of admission, the price of ticket for whatever your Business Premium subscription or for your Sales Navigator subscription, right? That is unbelievable exposure for that price, right? So LinkedIn's a place where I will double down. I've got some real specific goals around what I want to do with my own leadership brand on LinkedIn in 2020. That will be a place I double down. Now here's the 6th question I want you to ask yourself. Where do you need to go to get exposed to something bigger? Okay, here's a statement: we only know what we know until we know something else. Okay, and that just— that's so simplistic, right? We only know what we know until we know something else. As a parent, here's one of the things I'm really aware of. As a parent, my first child was really rough, right? It's like, I remember waking that kid up with a dirty diaper because he was fussing and turning the light fully on, and then when he was done, giving him a cold bottle And I didn't know that. It didn't even dawn on me as a parent, and it didn't dawn on my wife that, hey, when we're changing a dirty diaper in the middle of the night, it might be wise to keep the lights down low or to dim it so it's not in his face, that you don't fully wake the baby up. And guess what? It might make sense to have a warm bottle ready to go so that when you're done, you're not giving them cold milk that then upsets their stomach and wakes them up even more. So as we, as we got As we were exposed to these things, as we knew more around that, we were actually able to improve. Information that's available to you now that you can expose yourself to that will open your eyes to something that says there's efficiencies, there's more opportunity, that you can grow and be better. You need to figure out where you're going to expose yourself to those things in 2020. An example, in February I'm going to 2 events. I'm going to a An event in San Diego that is an influencer that I follow that's got a 3-day live event out there, and I'll get uncomfortable. I've got another event at the very first part of February to an event that's in Nashville, Tennessee, and I'll be there attending something where I'll be really uncomfortable. But these will be events that I'm attending where the people there are innovating, the people there are highly inspired, and these are— I want to have my eyes open. There's something bigger that's available. Because if I don't, I will only know what I know. And the truth is that you only know what you know until you know something else. So you've got to figure out, like, where are you going to stretch yourself in those places? Do not stay comfortable where you are. You have to get uncomfortable in this upcoming year. You've got to stretch yourself. The great thing about stretching yourself is that once you stretch yourself, it's like a rubber band. You hold a rubber band at an extended distance and stretch it for a window of time. When you let it go, it doesn't spring back. It does go back, but it's only incrementally going back. It never goes back to the same size. It always stays larger because it's been stretched for an extended window of time. That's got to be you in 2020. That's going to be me. So there's a couple extra nuggets here for you. Thanks so much for watching the video. Look, if this— if you're seeing this on YouTube or you're seeing this on Vimeo, share this with somebody, like somebody else that's a recruiting leader that could find value in this. With some gray-haired headset, weird backdrop, hoodie, mic studio thing going on. Somebody can find value in that. You know that's true. So take this YouTube video, share it with a team member, share it with another recruiting leader, share it with somebody in the industry that you know that could find value here, and let's spread the word that recruiting doesn't have to be complicated. Recruiting doesn't have to be hard. Recruiting is simple. So happy new year to you. I look forward to bringing you more videos like this in 2020. Hope all's well with you and yours, and we'll see you again here next time.
