The Kathy Case Success Story + What's Coming Up Next

Foreign. What is up? What is up? Thank you for joining me for this episode of the Toddcast. Look, what I'm interested in is helping you get next friggin level in your life and in your business. My whole story is about perseverance, like growing up with learning disabilities and struggling and really my brain didn't kick in until I was 25. Like I had a very hard time reading and writing and. But what I learned from this experience is the power of perseverance. And so I like to bring that into business and I like to spotlight people that are doing remarkable things. So. So we could talk about the moments in their life where they had to persevere in order to get next frigging level right. Because I know that as you're listening to this or watching it, depending on how you ingest the Todd cast, you're going through moments of truth where you've got to rally and get yourself to the next level. Because if you don't, that's when depression kicks in. That's when you start settling for things that are below what your dreams are. And we only get one chance here at life. And why not make this one chance a storybook life that you could be proud of, something where you are, you're actually going to a destination. You achieve something you didn't believe you could or other people didn't believe it, and you went and persevered. Coming up in a moment. I'm going to break down. I'm going to go through this whole episode. No, I'm not going to break down, but I'm going to break down what we're going to do. I'm going to share with you an audience success story that I absolutely friggin love. And you're going to be joined by this person right here and they're going to tell you their story of success and perseverance by going through my training change their life and their business and their pocketbook. I'm also going to talk to you about some client trainings that I've got coming up because I've got some really interesting things that happen when your book's the number one bestseller for both marketing and sales and people come out of the woodwork to help you take their business to the next level. And I'm going to give you a little update on something I did for Tony Robbins and where I'll be speaking for him over the summer. And also I'll be talking to you about some podcast guests that are coming up right here on the Toddcast. All of that. Oh, and one last thing. There's going to be a one one thing you need to know. The one thing you need to know that I just learned that you absolutely, positively need to put into action inside of your business that is going down for reels. Coming up real soon after these words. This podcast is brought to you by the Wirebuzz team. Now, if that name sounds familiar, it's because I've spent the past decade growing Wirebuzz into a digital marketing powerhouse designed to maximize clarity in complex sales processes so we can help accelerate revenue. And we do this in three phases. Phase one, we transform your website to function like your best salesperson and then also incorporate persuasive on demand sales videos. Now, your entire team is aligned on messaging and they're injecting massive clarity into your prospect's head. So your site looks great, but it also has engaging content that helps your team sell on demand 24. 7. The next phase phase two, we train your sales and marketing teams to sell remotely or in person to expand the impact of your sales team. And the third phase is we develop and run targeted ads to your prospects. Scale those ads to help you achieve more business results. Sign up for the Wirebuzz Company newsletter to learn more about effective and simple ways to improve your company messaging, attract more digital attention, and ultimately make more sales. Yo, yo. What is up? What is up? All right, thank you for joining me for this episode. It's going to be packed. It's kind of like a lot of housekeeping items and things I've been wanting to share with you along the way. First, my computer friggin crashed this week while I was live on stage twice for Tony Robbins. This week, computer crashed in the middle of my training. And it was gut wrenching because I'm sure like you, when your moments come, you want to seize those moments and turn them into great opportunities for the audience so they can get their life to the next level. This last week I taught how to present virtually and retain your audience's attention all the way into your solution or your purchase or your action you need them to take. And I love training this. I've done this training several times for Tony. It's one of my favorites because 300 million of us are on Zoom every damn day. 300 million people. To give you pro perspective, there are 330 or somewhere between 330 to 350 million Americans and 300 million people a day all over El mundo are on zoom doing business. Now that's a game changer. And if you know how to hold somebody's attention and bring them through your entire meeting or sales pitch and keep it interesting and then move them into your call to action. Yo, you can get people to purchase from you. Mas rapido. All right, so, like, I don't normally talk like this, but a portion of my shtick is to make sure that I can attention hack and I can hold you here. And the reason I'm confident in doing it is because I grew up struggling with attention disorders, and I noticed that there's, like, a limited gap that we all have. And if the information is something, you're going to tell me what it is. If the information is something people will pay attention. What is that? What is that word that I'm missing? If the information is interesting to your audience, to their needs, their pain, their frustrations, where they're trying to go, they will stay with you. And if you keep the momentum moving. Now you're cooking with gas. I know this because the first Tony Robbins training I ever did, you'll love this story. The first Tony Robbins training I ever did, I was terrified to do it. There were going to be 1500 people in the audience, and at the end of the hour, I had to wait, like, maybe five, six days before I met up with Team Team Tony for my debrief. And the debrief is like, this worked well, this didn't. What we'd like to see you do next time. Here's what the audience said, and when I got into the meeting, it was your audience retention numbers were whack. I don't know about you, but I'm not from the whack generation. So I, like, looked it up. I was like, what is whack? Urban Dictionary, help me out. What I found out is it's, like, crazy. So my. They told me that 93.6%. A number I'll remember for the rest of my life. 93.6% of the audience stayed for the full frigging hour. Right. Which is unheard of. So that's why they want me to teach this. I teach it a couple times a year, and I'm about to turn it into an on demand training. Now, if you want to get access to that on demand training, I'll teach you how to hold people's attention, move them through your story and your message until you can get them to either buy or take that desired action, let me know. Hit me up on LinkedIn or on Facebook, and if you aren't following me there, shame on you. Shame, shame. Please hit me Up. All right. Because I love adding videos and tactics and tricks throughout the week, maybe five days a week on LinkedIn or Facebook or Instagram, and would love to have you. And when you do that, do me a favor, connect up with me and then send me a DM and go, yo, dude, I listen to the Todcast, right? And that'll touch my heart. That's like oxygen filling my lungs to know that you are there. Speaking of oxygen filling my lungs, in a few moments I'm going to ask you and for some recommendations, I'm also going to tell you about an amazing case study. In fact, let's just get to it. Like, this is fun. I've got trainings that are now going on all over the place and I'm jumping on big jet airliners. And I have a client that is having me go out to Silicon Valley to do a day of marketing training for. For four different marketing teams. This company has over 2,500 employees. They have 40 members of just their marketing teams and of senior marketers. Excuse me. And I'm going in and training their senior marketers. And what am I training them on? I'm training them on the path to. Yes, the path that your prospects are. Are expecting when they come onto your website and how you can move them down a central path so you could convince and convert them at faster rates. That's what I'm training them on. And then I'm going to teach them about the power of video on those pages. Now, check this out. I'll give you just a little bit of taste here. There are three primary videos that should be on almost every customer journey page for a. A sale that's kind of a deliberate or longer sales process. And there those videos work. There's a video for the awareness stage, a video for consideration stage, and a video for the decision. Excuse me. Awareness, consideration and decision. There's a video for each. That's the easiest way to explain it, Todd. And so I'm teaching that, and then I'm teaching the structure of each of those videos. Like, what is the template and how do you use it in a way that holds people's attention and gets them nodding? Remember, people are four times more likely to watch your videos than to read text, because reading is hard. Wah. I don't want to read. They want to push the easy button. And if you give them the easy button, you can transfer the knowledge from your big massive brain into their brain like this. And when they get it and they nod, they're like, oh, I totally understand. It because the comprehension from video is different from the comprehension in text. And when I say text, I mean like the written words on the page, not text messaging. Okay, so the comprehension from video is different from the comprehension from the text on the page. How different? Well, let's break this down. When somebody watches a video, they retain somewhere between 90 to 95% of the information compared to only 10% when reading it in text. Text is a horrible learning mechanism. I was just on a call with the senior strategist here at Wirebuzz, my marketing agency, and we were talking about college, doing a project university. So we're just talking about that client project. And really, I love strategy, so I like to nerd out with the strategy team. And I confess to her that I struggled with my attention disorders and my learning disabilities and my dyslexia when I was in college. And watch. You're going to love this, because this is how things in life go full circle. And revenge is a dish best served cold. So when I was telling her, we were talking about the books and how expensive they were, and I confided in her that I. By my junior year, I wasn't paying for the books anymore. It wasn't as valuable because I wasn't going to retain it all I did, I did two primary things. I went to every class and I sat in the first or second row, always next to the hottest girl in the first or second row. And now you can see my strategy. And the next thing I did is I prepared from the lecture my notes, but I also prepared the test questions. I just evaluated the professor, and when their tonality changed and they phrased things in question format, boom. I was like, yup, that's a question for the test. And I wrote it down. I just listened for the clues that would be test questions. That's all I did. So me and the hottest girl in the first or second row, she would read and come to class. I'd prepare the test questions from class and she would teach me what was in the book. I'd create test questions out of it. And that's when my GPA went from a 2.4 to a 3.85. And the rest was easy. Here. The moral of the lesson is, learning from text is, as I mentioned, only 10% retain. What? You can only retain 10% of what you you read, but 95% from video. And the second moral of the story is, always sit next to the hottest girl because, well, good things will happen. Now, let's get into this. All right, I want to talk with you about Kathy Case.

Hey, my name is Kathy Case. I am so excited to talk on behalf of Todd. I went through his training the earlier part of this year, and it's had such an incredible impact on my business. In the first 45 days, my business doubled in March. We compared this year's revenue to last year's revenue, and it has tripled.

Let me tell you about Kathy Case. Kathy was in town, and I just adore her. She came to the studio to tell her story. She went through my training. Here's Kathy Case. All right. I'm joined right now by Kathy Case. Kathy went through my training with me, and it. Kathy, how did it impact your life?

It's crazy. My business has grown. It's exponentially growing. Growing. At this point, I'm able to do things and enjoy life a whole lot more than I have ever done before. I absolutely love what I'm doing. It's no longer a job. It's no longer work.

Yeah. That's the way it should be. Right? More winning makes being on a team more fun. Now, I remember by 45 days from the time the training ended, you'd already doubled your revenue.

Yes.

And in March, you told me that you. What, you. You invoiced for 300% over the year before.

Yes.

She accelerated. Yes. Right. And give me an idea how you use these strategies.

Well, the funny thing is, I did your one hour, seven mistakes training, and from that, I learned to respond and to follow up with video. And so I was talking to the clients, and I have to tell you, I started to type an email, and I heard Todd's voice say, send a video.

Really? Is that what I sound like?

I probably do not exactly. You have a much nicer voice. But I heard that deep voice giving me that instruction. And so I did. I sent videos to the people that I had met at a conference, and the first person responded in 20 minutes. 20 minutes. And this is on a Sunday, no less.

Yes.

The second person was traveling. He responded the following day. The response rate was crazy. And so when I started adding the other things. And absolutely love your line about. Because I'm thorough, I use that not just in my videos, but I use it everywhere.

Yeah, I'm like a. I have a magic sentence that gets people to get back to you right away, and it allows you to be pushy in the most polite way. But when you use. Just works. Right. And now you can take care of what you need to take care of in order to better serve them well.

They want somebody who's going to be thorough because they may drop through the cracks.

Right.

And they want to make sure that there's somebody there to pick them up.

Right.

And that's definitely letting them know right up front that that's what you're doing.

Yeah, I love it. Okay, so here's the trick. You got to be the trained conductor of the whole sales process. So instead of sitting back in wall flowering, you've got to tell them like, all aboard, and we're going this way, all of us together. And really, even if it's. There's a primary decision maker, they need to be led because they don't have expertise. In your business, tell people what you do.

I provide an estimating service for commercial construction specific to flooring, drywall, ceiling, and painting.

And what would you say to somebody who was like, well, that works in Kathy's business, but my business is different.

It works in every business. It's making that personal connection with that client. Written word isn't going to do it. Most people ignore it. I know. Even my own clients tell me that they get requests at least two to five times a week from my competitors. They don't read them, they discard them.

Yeah. But it's the warm human to human connection that we all get when we see our faces on camera and somebody else's face. And before you know it, it's humanized the company. It's made them relatable. They're. They're real. And people do business with people they have relationships with.

Yes.

So Kathy's in town and she's going to a conference. Talk about the conference.

The conference is for the most elite of our flooring industry. It's called Starnet is the association. I'm fortunate enough to be the only person that provides this service that's been accepted by the association, which has really given me a whole superstar.

Superstar. Right. And has the industry learned about you quicker because of your use of video?

Absolutely. Absolutely. Again, when you make connection, people are talking about you.

Yeah.

And when they talk about you, you know the old story, they tell two friends and they tell two friends and so on.

And before you know it, everybod knows about Kathy. And were you scared about getting on camera at the beginning?

Absolutely.

What were you scared about?

I was afraid I wouldn't be perfect, that I'd forget what I wanted to say, that I'd lose my message and not bring it across clearly.

And did those things happen? Yes. And what happened?

Practice, practice, practice.

Repetition's the mother of skill. Now she's Got the video selling skills that helps her accelerate. Yes. In your business, can you give me an idea? Like what percentage of the deals were you winning before and what percentage do you think you're winning now?

You know, the percentage of deals the winning was there. I wasn't reaching as many people or closing them as fast as I was.

Okay.

And so that's where the momentum has really come from is, you know, having having the ability to get them to make that decision faster and reaching more people through the video.

That's super cool because when I titled my book, I titled it Accelerating. Yes. Because that's what I really think we're doing. We're like making deeper relationships, but we're giving them clarity and certainty and the ability to collaborate as a team on our solution. And that whole process just kind of makes them say yes quicker. You're seeing faster yeses.

Well, part of it is because when you have somebody that needs to go to somebody else, even if it's the boss or the owner, sometimes they want buy in from their team to make sure that it's going to work. And when you're not doing it through video and you're relying on that person to get your message across to everyone else, it gets diluted, not getting the full information.

What she's talking about is where you're probably losing most of your deals. Like, you know, we call it the game of telephone. And at the beginning, before you went through the training with me, the game of telephone was helping you lose a lot of deals. But then once you managed the entire path to yes and used video to provide clarity to all the decision makers, then saying yes to you was kind of easy. Yes.

Yes.

That's the best word in business. It's the word that comes right out of our prospect's mouth the moment they transition from a prospect to a client. It's the word that we wait on when we are going to determine if that evening we're going to celebrate or not. And it's so great to see you celebrating more in your life and winning more deals. Like, Kathy's in town. So why did she stop by the studio? Because she. We did a book signing for Kathy's clients because she wanted to make sure that they had the ability to accelerate. Yes. So we just did a book signing and. And then you're going to be giving the books out to your clients at the conference, right?

Correct.

That's beautiful. And that makes you their trusted advisor. Like you're helping them get to the next stage.

Well, one of our, our kind of taglines is partnering for their success. And it's not just doing the service that we provide for them, but to be a resource for them for other things as well. And this is just one of those examples.

That's wonderful. Well, thank you for partnering with me on your success. It's a real honor to get to watch you. You know, like, one of the real treats is you come up with a strategy and it works for you and your life and your business. But then when you start to teach it to other people and you see the ripple effect that it has on their life, it's like the blessing comes back to me. And it's a. It just gives me an enormous amount of joy to watch you win.

Hope you know that I, I appreciate that. And I absolutely love the fact that we stay in communication.

Yeah. She's like my bff, like maybe three to five times a week we're like, but it's because.

Or video.

Right. Or video. It's because we're both committed to winning at a higher level. And you know what else is great is I think we're both stuck in Kanai. Constant and never ending improvement. So if you're looking for constant and never ending improvement in your life, you found the right place. And Kathy's somebody that is proof of it. Kathy, thank you so much for joining me in the studio.

My pleasure. Thank you.

Well, always great to have a success story in studio. I also got a phone call today from Rob Locasio with Live Person that is a. A $6 billion company valued last year. And his company went through my training and within 90 days, revenue went up $119 million in new deals. They went up 31%. And I developed a. I developed a friend for life. So I was just on the phone with him, and it was great hearing about his business and his growth. And I'm also for a variety of other companies now laying out sales strategies and how to use video to increase the prospect's comprehension and their ability to retain. Now, you know, that's really funny. The book accelerating, yes, number one bestseller in both marketing and sales. But what am I doing in this book? I'm bridging the gap between marketing and sales and showing you how easy it is to align those two things. And once businesses align marketing and sales, they start generating revenue at freakish rates. And that's one of the things that I get most excited about to help a company with. Now on this Todd cast, I bring really unique people coming and interviewing them so they could share their insights and coming up we've got Brian Delaney. Brian is the author of Launch and Scale youe Expertise. It says on the COVID This is from Russell Brunson. It says Brian Delaney is one of the top 1% of all marketers and funnel experts in the world. Yo. And he's coming to do an interview for you on the Todd cast. Little backstory. Brian already did the interview with me, or at least he scheduled the time and I told you at the beginning that my computer was crashing. Brian and I did the open for the interview three friggin times last week and each time it crashed. We're rescheduling. He's going to come here and any questions that you have about launching and scaling your expertise and using funnels, send them my way. Where can you hit me up? You already know from the beginning of this episode. You can hit me up on Facebook, on Instagram, on LinkedIn and or even through one of my two websites, Wirebuzz.com or Todd Hartley.com also Brad Hart's going to be joining me on the Toddcast coming up. Brad's got two books. They are right here in my grubby little hands. The Eight Minute Mastermind. How to travel anywhere for free, solve any problem, and add $100,000 to your business in five to ten hours a month. Sound interesting, right? Great. Dude lives not far from me. There's a bunch of like superstars in the Phoenix area and I'm normally interviewing people from all over, but he just happens to be right down the street. He's also the author of the eight Minute Money Manager. How to Simplify and Automatically add millions to your net Worth, Win the game of money and leave a legacy in four frigging hours a month. Pretty awesome, right? So those are guests that are coming today. I had a wonderful call with a dear friend, Shep Hyken. Shep is an episode earlier on in this podcast series that I did and he'll be coming back. Shep is the world's foremost expert on customer service and really everything and anything worth investing in has customer service around it. And when you can start serving people from your heart, Business takes off. Speaking about taking off your business, taxes take more away from your business than anything else. Tyler McBroom, who is Tony Robbins, tax guru and my fellow speaker at Business Mastery. We're both Business Mastery faculty speakers for the Big Guy. He's going to be joining us in the coming weeks right here. If you have any recommendations, any guests, any people you're interested in me interviewing unraveling their Story decoding where life got tricky, where they used it as a rally moment to get next frigging level for their business and their life. And you want me to interview them? Maybe you're reading somebody's book and you find it interesting, don't hesitate. Hit me up LinkedIn, Facebook, Instagram or on my two websites and tell me who you want me to interview. And that brings me to the one friggin thing. There's been one thing that I've been focused on in my business. Like if I found a needle in a haystack, it was like here's the wood thing. And all this stuff that we're doing that would change the business like that, what would it be? And I figured it out and it was easy. It was. And this shouldn't be rocket science, it's probably this way for a lot of people it was lead generation. And I was thinking what could I do to really pump up the jam? And we're a marketing agency so naturally we'd want to run it in house. But we're also slammed. And this is what happens when you drop a number one best selling book yo, your day gets busy. And I'm basically doing, I'm basically in 30 minute meetings all damn day to the point where it's like cruel and unusual punishment served up by me and nobody can abuse you like you can. And that's what I've been doing for me. But before that when I wanted to accelerate lead generation and more marketing agencies. So I could have gone internal. But every. It's all hands on deck right now. Everybody's busy. Thank God. No, seriously, thank you God, if you're listening. And so I was like, well how do we pump up the jam so we can grow a couple of other service lines that we're trying to build? Okay, existing business. Great new service lines can't lean in on my marketing agency because they're slammed. But where can I start to fill up these other service lines? So here's what I did. It was really sparked by something that Tony Robbins said. He said, you've got more money than time and you just don't know it. And up until that point I was like, no, I probably have more time than money. But I really, when push comes to shove, we all really have more money than time. So what's the one thing that would change these service lines? More leads. So what did I do? Well, I didn't do what a young Todd would have done. I didn't do what you might have done. I did something radically Different. I realized I have more money than time. If I have more time than money, the solution I would make is I would go and hire one person. I'd evaluate a bunch of different companies, I'd hire one person, I'd give them the job and then I'd wait six months and evaluate how well they were doing. Remember, that's the philosophy if you have more time than money. But if you find yourself having to fire that lead gen person and now you hire a second one and maybe the second one doesn't succeed, but the third one is. You know the saying third time's a charm for a reason. So you hire the third one. Now how far are you into the future? How much time have you burned? Let's say it's six months. Because I'm a really nice guy, I'm going to let you try to succeed and if you fail for a little while, I'll try to let you, you know, redemption's a big, a big part. Try to let you redeem and, and get go. I might burn a year and a half, but that's when you've got more time than money. I don't have that. Neither do you. So here's the one friggin thing. Instead of me hiring one person, giving them six months to win and then being, you know, firing them and then bringing in the second and then the third and being 18 months down the road, I decided I'm not doing that anymore. I've got more money than time. So here's what I did. I hired, I hired three different companies to come in and solve that problem. And I competed them against each other. And within 90 days it was easy for me to see amongst them all. And this is where the podcast episode is going to get bilingual amongst all the three people that were going to generate leads. Ken S Mas macho. Like who's the best at doing this? What they say they are. And here's what I discovered. I discovered that the one that's the most expensive underperformed by maybe 70% of their expectations. Some parts of what they did I really liked. Some parts of what they did I appreciated tremendously and will deploy on my own. Internally, I wanted to watch what they were doing. I wanted to learn from them. Now after they underperformed and trust me, I would love to keep them around forever, but they underperformed. So I have to kick them to the curb. The next one, we modified their strategy and now we've got a second strategy we're doing. They're the second most expensive and the least expensive was the one that over delivered. The least expensive person was the person that I only paid if they booked meetings for me with qualified leads that actually showed up to the meetings for my team. Right. And in doing so I discovered that I can scale off of that least expensive of the three and grow that into a bunch of different service lines. So people just show up and yo meetings are booked. All right, so like that's a big takeaway. That is the one thing when you get yourself at this moment where you've got to solve a problem and that problem is mission frigging critical. Do not delay sick three people on it. Allow them to compete and select the winner. And what did I do? I accelerated. Instead of waiting 18 months, I figured it all out in 90 days. And now I can start growing that portion of the business and accelerate from that point forward. And I want to hear from you, what is the one thing that you've been doing that you've been learning that's taking you and your career, your business and your opportunities to the next level? Share it with me in any of those places that I mentioned earlier. I would love to hear from you. Let me know yo I listen to you on the Todcast. Tell me that and it'll make my day. All right, last thing, I will be doing events for Tony Robbins at Unleash the Power within. Two events, one in the uk Manchester and also this summer in Australia, Sydney, Australia, I believe. And then I will be at Business Mastery in person in the flesh in West Palm Beach, Florida August 16th to the 20th where I'm going to be teaching on stage how to well basically do what I taught each of Tony's 105 businesses to do. Use the power of video situationally in your business to convince and convert at freakish rates. And I want to see you there like if you want to have a Kathy K style transformation where she doubled her business in 45 days. If you want to experience what live person experienced where their revenue went up 31% in 90 days and they brought in $119 million in new deals in new revenue, then you need to get yourself to Business Mastery or you need to hit me up on LinkedIn, Facebook, Instagram or my two websites and let me know how I can train you the trainings that I have going right now or check this out the one about how to get comfortable on camera so you can make a human to human connection with anybody in your personal life or in business and get next level that training is available. There's Another training that I'm about to go live with, which is, and I love this one. I actually first created it for Tony in a partnership that we're doing this month together that he's selling to his audience. And this training is. And I'm going to go off the top of my head on it. Oh, I think I can pull it up right here. Yeah, I've got it right here, love. Here it is. The sales accelerator. Maximizing revenue generation by mastering your buyer's psychological needs. Because every buyer has three psychological needs and if you know how to master these psychological needs, you'll win more deals. And I'll show you how to create a video sales letter and identify where salespeople should use video inside of their own very specific sales process. That right there, the sales accelerator is an incredible training. You can get access to it. And then the other training I have available for you wherever you are in this big beautiful planet of ours is selling faster with video. How to use video across your business to acquire more leads. Also how to use video and email and text it. How to create the three types of videos that every salesperson needs to know how to create like this. And in that training there's also private one on one coaching with my team of coaches. So when you create a video, you send it to our coach just like you would send the video to your client or prospect and the coach will get onto zoom with you and coach you through how to make your videos even better so people buy from you at faster rates. And with that, I bid you a wonderful week. I hope you're just crushing it in revenue. But there's always another level above where you can accelerate your ability to convince and convert. Where you can heighten your perseverance muscle, plug the leaks in your sales process and close more revenue than ever. On behalf of the Wirebuzz team that works on these projects with me and we're so grateful to have you in the audience. Let me know if you need anything and can't wait for the next episode where one of these amazing world class experts is going to come right here to help you get next friggin level in your life and in your business. Peace, yo. That was a powerful episode. And from what we just learned, it should be obvious how you can now implement these lessons in your life to get to the next level. Now, before you bounce, I just have three quick thoughts. First, thank you for taking me on your incredible life journey. Second, if you receive some value from me and you to want want to pay it forward, it would mean the world to me. If you left an honest rating and review at Apple Podcasts, Spotify or wherever you listen, I'd be incredibly grateful. And lastly, if you share this episode, whether it be a screenshot or a photo from where you're listening, anything via Instagram stories or LinkedIn, Facebook or any of the social media sites, just tag me and the guest. I'll repost your content and I'll reply back in the comments because I love mixing it up. In fact, I'd love to share your shout outs in my feed too. Not only are these shout outs really good for you and for me, but they also help us book more amazing guests because they'll be able to see the reach that you're helping to cultivate. This is a way for you to help contribute to the show. So thank you again for listening and I look forward to earning a regular spot inside that ear of yours. Let's grow.