Full Transcript for Erika Wasserman, Your Financial Therapist - Certified Financial Therapist (CFT)

therapy from Kansas State University. 67 00:03:48.759 --> 00:03:54.000 She also created Let's Talk Finances conversation cards igniting meaningful 68 00:03:54.080 --> 00:03:56.360 dialogue at every stage of life, and those are available 69 00:03:56.360 --> 00:03:59.759 on Amazon. She's been quoted in national media including The 70 00:03:59.800 --> 00:04:02.680 New New York Time, New York Times, US News and Report, 71 00:04:03.199 --> 00:04:05.879 NERD Wallet, and Yahoo Money, and of course, now Winning 72 00:04:05.919 --> 00:04:09.759 Business Radio. She's based in Sunny South Florida, Florida. She's 73 00:04:09.800 --> 00:04:14.560 a devoted single mom to three teenages wow teenage girls, 74 00:04:14.879 --> 00:04:18.759 and an avid traveler who explored forty nine countries and counting. 75 00:04:18.959 --> 00:04:21.920 We'll talk about that whether through her engaging one on 76 00:04:21.920 --> 00:04:26.439 one sessions, impactful speaking engagements, or innovative tools. She's all 77 00:04:26.480 --> 00:04:29.279 about guiding her clients on a path to financial clarity 78 00:04:29.360 --> 00:04:32.680 and confidence. Erica welcome to Winning Business Radio. 79 00:04:33.279 --> 00:04:35.040 Excellent. Thank you so much. 80 00:04:35.120 --> 00:04:36.879 I feel like I need to keep you everywhere with 81 00:04:36.920 --> 00:04:37.720 me with that interest. 82 00:04:37.800 --> 00:04:40.480 Let's go, let's go take me. I've been to Asia. 83 00:04:41.600 --> 00:04:43.959 It was not a great trip because it was two 84 00:04:44.040 --> 00:04:46.839 days to get there, two days there and two days home. 85 00:04:47.279 --> 00:04:49.800 It was a work trip in and out. Use stayed 86 00:04:49.800 --> 00:04:52.600 there for much longer. But and I will try to 87 00:04:53.040 --> 00:04:55.680 be less tongue tied today. I don't know what's going on. 88 00:04:55.720 --> 00:04:56.800 I'm making you nervous. 89 00:04:57.000 --> 00:05:00.800 Oh, I'm so nervous. I don't get nervous. That's funny. 90 00:05:01.240 --> 00:05:03.519 But let's before we get started, tell me about your girls. 91 00:05:03.959 --> 00:05:06.079 Yes, so we just had prom this past weekend. 92 00:05:06.279 --> 00:05:06.600 Nice. 93 00:05:06.720 --> 00:05:09.319 So I have three teenage shutters that are all in 94 00:05:09.399 --> 00:05:09.959 high school. 95 00:05:10.199 --> 00:05:10.439 Yep. 96 00:05:10.839 --> 00:05:14.360 Uh huh, yeah, that gets a yikes from me. Father 97 00:05:14.480 --> 00:05:16.360 of two and two two ghost boys. 98 00:05:16.720 --> 00:05:17.160 Yeah. 99 00:05:17.199 --> 00:05:19.680 And so the joke around here is I live in 100 00:05:19.680 --> 00:05:25.560 a sorority house. So there's always noise music, somebody's hungry, 101 00:05:25.600 --> 00:05:29.759 somebody's crying, somebody's shopping. Amazon loves our house. I don't 102 00:05:29.759 --> 00:05:33.399 even know anymore. But but it's fun. That's you have 103 00:05:33.439 --> 00:05:34.120 the right attitude. 104 00:05:34.120 --> 00:05:36.480 It's fun. It absolutely was is Yep. 105 00:05:36.879 --> 00:05:38.800 But Yeah, we just had prom. This past weekend. My 106 00:05:38.839 --> 00:05:41.439 mom was in the hospital with back surgery. You know, 107 00:05:41.480 --> 00:05:44.959 we talked about work life balance, and last week was 108 00:05:45.000 --> 00:05:45.920 really about life. 109 00:05:46.000 --> 00:05:46.160 Right. 110 00:05:46.240 --> 00:05:47.800 I got to spend some time with my mom in 111 00:05:47.839 --> 00:05:49.800 the hospital, A couple spent a couple of nights there 112 00:05:49.839 --> 00:05:52.560 with her, and then get my daughter ready for prom, 113 00:05:52.759 --> 00:05:55.759 and then today alone. I've been on a webinar, a podcast, 114 00:05:55.800 --> 00:05:58.399 and now a radio show. Right, we're locked into work 115 00:05:58.480 --> 00:05:58.879 this week. 116 00:05:59.079 --> 00:05:59.839 I gotta love it. 117 00:06:00.040 --> 00:06:02.920 How you work life balance. It's never on the same day, 118 00:06:03.120 --> 00:06:04.360 is what I've experienced. 119 00:06:04.519 --> 00:06:06.639 That's okay, that's okay, as long as you make it work. 120 00:06:07.600 --> 00:06:09.360 Did you grow up in southern Florida? 121 00:06:09.560 --> 00:06:10.519 You know what I did? 122 00:06:10.680 --> 00:06:15.519 I am a Florida name, which is rare. And when 123 00:06:15.519 --> 00:06:18.199 I worked for and I ended up overseas, So I 124 00:06:18.279 --> 00:06:20.839 ended up living two years in Tokyo, have my oldest 125 00:06:20.879 --> 00:06:26.199 daughter there, and then Shanghai, and then back to the US. 126 00:06:26.480 --> 00:06:28.879 Had two more kids, so I had three kids under 127 00:06:28.879 --> 00:06:31.439 the age of four when I was told I was 128 00:06:31.439 --> 00:06:32.160 getting a divorce. 129 00:06:33.160 --> 00:06:37.040 So in that the way, by the way, news flash. 130 00:06:36.759 --> 00:06:40.160 Right, like the banner coming underneath us, right, newsplash, This 131 00:06:40.199 --> 00:06:40.839 is what's happening. 132 00:06:41.040 --> 00:06:44.480 How is your day? By the way, By the way. 133 00:06:44.800 --> 00:06:46.920 Go to Florida. Your parents will be more helpful. And 134 00:06:46.959 --> 00:06:48.720 so the girls and I packed up and we did. 135 00:06:48.759 --> 00:06:52.199 We came down here fourteen years ago, you know, the 136 00:06:52.240 --> 00:06:54.079 next town over that I grew up in, and it's 137 00:06:54.120 --> 00:06:57.480 been really nice because of the community. You can't replace 138 00:06:57.639 --> 00:07:00.959 community when you're raising children, so it's been a really 139 00:07:00.959 --> 00:07:01.959 good place for us. 140 00:07:02.279 --> 00:07:06.079 All right, let's wind the way back machine high school ish, 141 00:07:06.120 --> 00:07:07.279 What were your early interests. 142 00:07:07.279 --> 00:07:08.079 What were you into. 143 00:07:09.720 --> 00:07:11.560 I mean, my first thing is

dance, so I was, 144 00:07:11.839 --> 00:07:15.279 you know, a competitive dancer and then all of that. 145 00:07:15.519 --> 00:07:19.399 So for me, that's where my outlet was, my creative outlet. 146 00:07:20.879 --> 00:07:24.560 But my passion was math. I always loved math. I know, 147 00:07:25.040 --> 00:07:26.000 cool kid, right. 148 00:07:26.040 --> 00:07:30.480 No, that's good, me too. Actually my dad saw that. 149 00:07:30.439 --> 00:07:33.160 In me, and he didn't have sons, so who knows genetically, 150 00:07:33.360 --> 00:07:37.639 you know, if our family dynamic was different, and he 151 00:07:37.680 --> 00:07:39.959 saw that I liked math, and so we would always 152 00:07:39.959 --> 00:07:42.199 be talking about math, you know, either going to the 153 00:07:42.240 --> 00:07:47.000 grocery store, paying the register back when cash was king, Yeah, 154 00:07:47.040 --> 00:07:49.040 and you know, he would say how much change do 155 00:07:49.079 --> 00:07:52.680 we get back? And over the years he showed me 156 00:07:52.680 --> 00:07:54.639 the binder. But then we started going into the end 157 00:07:54.680 --> 00:07:56.600 of life binder talking about. 158 00:07:56.319 --> 00:08:01.240 Insurance, you know, do not do that. Yeah, I didn't 159 00:08:01.279 --> 00:08:02.040 know that though. 160 00:08:02.519 --> 00:08:05.439 This was my upbringing and his best friend was an accountant, 161 00:08:05.480 --> 00:08:08.120 so talking about taxes was normal at lunch if I 162 00:08:08.160 --> 00:08:11.120 went to lunch with them, you know. And it was 163 00:08:11.160 --> 00:08:15.560 when my dad passed away that the shock really hit. 164 00:08:16.040 --> 00:08:19.199 Not only did I lose my accountability partner, but my 165 00:08:19.360 --> 00:08:23.160 mom of fifty years had lost her accountability partner. 166 00:08:24.279 --> 00:08:26.519 But it's not like she was probably well prepared for 167 00:08:26.639 --> 00:08:29.120 the non emotional part, you know, the business part. 168 00:08:29.639 --> 00:08:31.759 The business part was all in place. The binder was there, 169 00:08:31.759 --> 00:08:33.720 she had seen it but never been in it. And 170 00:08:33.759 --> 00:08:37.720 then I spent the next year really coaching her, supporting 171 00:08:37.759 --> 00:08:39.559 her as best as mother and daughter can do on 172 00:08:39.600 --> 00:08:44.519 some days, you know, on the understanding, the comprehension and 173 00:08:44.559 --> 00:08:48.159 building the confidence and without thinking. She actually became my 174 00:08:48.200 --> 00:08:52.320 first client in financial therapy. And then I went and 175 00:08:52.360 --> 00:08:56.000 got a graduate certificate in financial therapy and then get 176 00:08:56.039 --> 00:08:59.799 certified in the field because my passion is really helping 177 00:08:59.799 --> 00:09:02.200 me people and this is something that I can do. 178 00:09:02.559 --> 00:09:04.799 There are a lot of things in life I cannot do. 179 00:09:06.039 --> 00:09:09.759 Can't replace my roof. That's you know, decided to get readone. Right, 180 00:09:09.799 --> 00:09:12.159 These are not my skill sets, but we talk about 181 00:09:12.240 --> 00:09:16.240 decision making of when to replace versus patch. I will 182 00:09:16.279 --> 00:09:20.600 brainstorm and structure brainstorm with you all day long. But 183 00:09:20.720 --> 00:09:22.480 the actual physical work, I don't know how to build 184 00:09:22.480 --> 00:09:22.919 a roof. 185 00:09:23.960 --> 00:09:26.879 So you've got a finance degree versus a math degree. 186 00:09:26.960 --> 00:09:28.799 Did you know you were going to go into financial 187 00:09:30.399 --> 00:09:32.559 That's a dumb question. Did you know you were going 188 00:09:32.600 --> 00:09:36.879 into finance? There we go, because you ended up in marketing. 189 00:09:37.879 --> 00:09:38.879 Well, well that was. 190 00:09:38.879 --> 00:09:41.840 Part of my luberdy loop of roller coaster life. Okay, 191 00:09:42.039 --> 00:09:44.159 so yes, I got a finance degree and I went 192 00:09:44.200 --> 00:09:46.759 into consulting, and so that's what I did for a 193 00:09:46.840 --> 00:09:51.519 decade with IBM when I was living in China. At 194 00:09:51.519 --> 00:09:54.240 that point, I had a four month old and I 195 00:09:54.279 --> 00:09:57.200 was on the search for organic baby food, very very 196 00:09:57.200 --> 00:10:00.360 hard to find. This is eighteen years ago hard to 197 00:10:00.360 --> 00:10:02.600 find kind of period forget about hard to find in 198 00:10:03.519 --> 00:10:06.840 you at the time, and there was a British mom 199 00:10:07.000 --> 00:10:09.399 that was using the pouch baby food. Now you see 200 00:10:09.399 --> 00:10:11.919 it as apple sauce in everywhere. 201 00:10:11.960 --> 00:10:14.759 Now my grandkids eat it, yep, but it. 202 00:10:14.679 --> 00:10:18.080 Wasn't back in the day. So Ella's Kitchen was a 203 00:10:18.080 --> 00:10:24.159 British brand. Paul Linley. Ella's dad created Pouch Baby Food, 204 00:10:24.919 --> 00:10:27.320 and so I was importing it from Hong Kong. And 205 00:10:27.320 --> 00:10:29.159 then when I moved to the US, I had friends 206 00:10:29.159 --> 00:10:31.759 from London shipping it to me. There was nothing in 207 00:10:31.840 --> 00:10:35.000 the market in the US, and so I emailed the 208 00:10:35.039 --> 00:10:37.480 company being who I am, like, when are you coming 209 00:10:37.519 --> 00:10:40.960 to the US? This is crazy, and they said, we're coming. 210 00:10:41.000 --> 00:10:43.960 We just got to deal with that with my babies 211 00:10:43.960 --> 00:10:48.799 are us. And I was living in Connecticut at the time, 212 00:10:48.919 --> 00:10:51.080 and so I met the CEO and a Dunkin Donuts 213 00:10:51.080 --> 00:10:53.679 and the Lower East Side and he hired me on 214 00:10:53.720 --> 00:10:54.440 the spot. 215 00:10:54.840 --> 00:10:56.480 Very cool, and in that. 216 00:10:56.480 --> 00:11:01.279 Moment I then

pivoted careers started growing brands in the 217 00:11:01.399 --> 00:11:04.559 organic food space. Not only did I in the marketing, 218 00:11:04.639 --> 00:11:06.960 but also the sales side, because nobody had seen the 219 00:11:06.960 --> 00:11:11.480 pouch baby food trade shows with the sales team who 220 00:11:11.559 --> 00:11:15.360 were older men right who didn't have babies at home, 221 00:11:15.440 --> 00:11:18.159 and I had to have pictures of my kids eating 222 00:11:18.200 --> 00:11:20.360 the food and showing people how you could eat the 223 00:11:20.399 --> 00:11:23.399 food because it hadn't been Now it's everywhere, but at 224 00:11:23.399 --> 00:11:26.679 the time nobody had seen it, and it was really 225 00:11:26.720 --> 00:11:33.480 fun working with an international brand culturally, not only that, 226 00:11:33.720 --> 00:11:38.360 but breaking into new category, into the shelves and a grocery. 227 00:11:38.519 --> 00:11:40.799 What was into it is mind boggling. 228 00:11:41.159 --> 00:11:42.799 Yeah, for those that don't know, that is a very 229 00:11:42.799 --> 00:11:44.360 difficult space to get. 230 00:11:45.120 --> 00:11:47.879 It is impossible. It's not impossible. It just costs a 231 00:11:47.919 --> 00:11:51.080 lot of money. So that's where it comes into money mindset. 232 00:11:51.480 --> 00:11:56.080 Which stores are you going to pay? So Babies are 233 00:11:56.159 --> 00:11:59.720 Us was their initial store, but it was nationwide. Coming 234 00:11:59.720 --> 00:12:01.440 from the UK was a good plague. 235 00:12:01.639 --> 00:12:02.720 We're all over the country. 236 00:12:03.399 --> 00:12:06.559 As you know, in the US, the country's big. How 237 00:12:06.600 --> 00:12:10.159 do you decide marketing budgets? How do you decide target clients? 238 00:12:10.759 --> 00:12:14.919 Nebraska and New York City have different moms that you're 239 00:12:14.960 --> 00:12:20.080 talking to on different platforms, and so we had to restrategize. 240 00:12:20.360 --> 00:12:23.120 A company that size probably didn't have deep pockets either 241 00:12:23.240 --> 00:12:24.360 or endless pockets. 242 00:12:24.679 --> 00:12:32.039 I was packing up marketing boxes PR boxes from my garage, right, 243 00:12:32.080 --> 00:12:33.320 I mean, your startup. 244 00:12:33.399 --> 00:12:34.120 That's the fun of it. 245 00:12:34.240 --> 00:12:36.720 Also is that you're in every piece of the business 246 00:12:37.480 --> 00:12:39.960 because there's only a few of you and making a 247 00:12:40.000 --> 00:12:42.159 difference every day. It was fun. 248 00:12:43.000 --> 00:12:46.000 So were you in Japan also, I did, so I was. 249 00:12:45.960 --> 00:12:51.399 Two years in Japan. I was working in Asia leadership 250 00:12:51.399 --> 00:12:55.279 and skills development of going from a generalist mindset to 251 00:12:55.360 --> 00:12:59.759 specialized mindsets and skills for the sales teams is what 252 00:12:59.840 --> 00:13:03.399 I was restructuring. And

I also had my first daughter 253 00:13:03.480 --> 00:13:06.039 while I was over there, so there was a lot 254 00:13:06.080 --> 00:13:11.440 of cultural things culture exchange happening in that time, not 255 00:13:11.519 --> 00:13:14.200 just from a business standpoint, but also from being a 256 00:13:14.240 --> 00:13:15.679 new mom for the first time. 257 00:13:15.480 --> 00:13:19.679 Over you know, I think a lot about the Eastern 258 00:13:19.720 --> 00:13:23.440 cultures and they're they're really well. This is kind of 259 00:13:23.440 --> 00:13:25.559 an unfair statement. It's a broad brush, but it seems 260 00:13:25.600 --> 00:13:28.720 to me that mindset means more there than it does. 261 00:13:28.559 --> 00:13:32.120 Here in so many ways. 262 00:13:32.159 --> 00:13:37.360 And I'll just so when I first child, also hospital 263 00:13:37.360 --> 00:13:40.879 stay in natural childbirth was five days. You want to 264 00:13:40.879 --> 00:13:41.919 make sure the baby's okay. 265 00:13:41.960 --> 00:13:43.360 The one she was okay. 266 00:13:43.639 --> 00:13:47.440 It was just a very different feel. And eighteen months 267 00:13:47.519 --> 00:13:49.240 later I had my next kid in the US and 268 00:13:49.279 --> 00:13:51.799 it was like, get you out. You're on your own right, 269 00:13:52.159 --> 00:13:54.120 have no family, you know, you know friends, but I'll 270 00:13:54.120 --> 00:13:55.799 make sure you know you know how to bathe the baby. 271 00:13:55.919 --> 00:13:58.120 Just you got to get out of the hospital, and 272 00:13:58.200 --> 00:14:00.960 so it was just again culture was was very different. 273 00:14:01.080 --> 00:14:03.240 I'm glad I got to experience both. And the cool 274 00:14:03.240 --> 00:14:06.840 thing was we just went back for my daughter's eighteenth birthday. 275 00:14:07.240 --> 00:14:09.840 Oh, very cool the two of us. 276 00:14:09.759 --> 00:14:14.840 And I'm big into experiences over things, and so the 277 00:14:14.879 --> 00:14:16.559 two of us got to go back and I got 278 00:14:16.600 --> 00:14:18.240 to show her, you know, where I got to bring 279 00:14:18.240 --> 00:14:20.679 her home to and the culture that she was born into. 280 00:14:20.879 --> 00:14:22.039 It was a very sweet moment. 281 00:14:22.600 --> 00:14:25.399 So what would be your key takeaways from being in Asia? 282 00:14:25.440 --> 00:14:27.879 And you can even break those into China and Japan. 283 00:14:28.679 --> 00:14:33.679 Two different environments. Everything's in it. 284 00:14:33.919 --> 00:14:36.840 So that's a really good I love that question. 285 00:14:37.559 --> 00:14:43.799 Yeah, because I get excited about exploring new things. And 286 00:14:43.879 --> 00:14:46.799 so when you live overseas and this is before smartphones, right, 287 00:14:46.919 --> 00:14:50.399 this is eighteen years ago, So everything was an adventure. 288 00:14:50.519 --> 00:14:53.120 The grocery store is an adventure. You got lost on 289 00:14:53.200 --> 00:14:57.639 every corner, Like it was fun for me, Like I 290 00:14:57.799 --> 00:15:03.000 enjoyed that ex exploring the world and exploring people and 291 00:15:03.039 --> 00:15:05.279 you had to stop and ask for help and you know, 292 00:15:05.320 --> 00:15:07.120 and I really had to learn the language enough to 293 00:15:07.159 --> 00:15:10.480 get by, but also charades helps and the connections that 294 00:15:10.519 --> 00:15:12.240 you would just make on the street or in the 295 00:15:12.240 --> 00:15:15.639 grocery store. Was really left the lasting impact for me, 296 00:15:15.679 --> 00:15:18.679 which is why I think I love my business so much, 297 00:15:18.759 --> 00:15:20.960 because I can help people all over the world. It 298 00:15:21.399 --> 00:15:25.759 money is like music, Yeah right, it doesn't matter the currency. 299 00:15:26.840 --> 00:15:29.720 We all have a relationship with it. And because of 300 00:15:29.720 --> 00:15:32.480 my curiosity, I think it's helpful for me. 301 00:15:33.279 --> 00:15:35.200 Money is like music. I like that a lot. 302 00:15:36.120 --> 00:15:38.840 All right, hold that next thought, we're going to take 303 00:15:38.840 --> 00:15:42.320 our first commercial. We'll be right back with Erica Wasserman, 304 00:15:42.399 --> 00:15:44.000 Certified Financial Therapist. 305 00:15:48.399 --> 00:15:52.320 You're listening to Winning Business Radio with Kevin Helenet on 306 00:15:52.600 --> 00:15:56.559 W four CY Radio. 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Go to Bestinwealthmanagement 315 00:16:26.120 --> 00:16:27.600 dot com for more information. 316 00:16:28.320 --> 00:16:29.919 Advisory service is offered through. 317 00:16:29.840 --> 00:16:34.200 Commonwealth Financial Network, a registered investment advisor. Join the best 318 00:16:34.240 --> 00:16:37.480 and family and let our family advise your family. That's 319 00:16:37.559 --> 00:16:41.399 Bestinwealthmanagement dot com for your complementary initial consultation. 320 00:16:45.559 --> 00:16:47.639 Have you ever dreamt of being on the radio, Well, 321 00:16:47.720 --> 00:16:50.200 now is your chance. Be a radio show guest on 322 00:16:50.279 --> 00:16:53.480 the number one ranked Internet radio station and promote you 323 00:16:53.559 --> 00:16:56.919

and your business for free. Yes, you heard it, free 324 00:16:57.080 --> 00:17:00.559 business advertising right here on W four CYD dot com. 325 00:17:01.080 --> 00:17:04.640 Call five six one five zero six four zero three 326 00:17:04.759 --> 00:17:06.880 one now to get booked on one of our shows. 327 00:17:07.440 --> 00:17:11.319 That's five six one five zero six four zero three one. 328 00:17:11.599 --> 00:17:13.519 Get your free advertising now. 329 00:17:18.039 --> 00:17:20.920 And now back to winning Business Radio with Kevin Helene, 330 00:17:21.119 --> 00:17:24.920 presenting exciting topics and expert guests with one goal in 331 00:17:25.039 --> 00:17:28.519 mind to help you succeed in business. Here once again 332 00:17:28.839 --> 00:17:32.200 is Kevin Helena. 333 00:17:37.359 --> 00:17:41.839 We're back with Erica Wasserman, certified Financial Therapist. Did you 334 00:17:41.880 --> 00:17:45.440 feel safe in China? Yes, because we think of as 335 00:17:45.480 --> 00:17:47.799 communist country and you know, well. 336 00:17:48.039 --> 00:17:52.440 I mean so, like again, I was there eighteen years ago, 337 00:17:52.559 --> 00:17:55.359 and you know there was protection on social media even 338 00:17:55.400 --> 00:17:57.319 back then, and social media wasn't as big as it 339 00:17:57.359 --> 00:18:02.119 is today. I had read where we were living you 340 00:18:02.160 --> 00:18:04.440 had to do a health inspection when you got there. 341 00:18:04.799 --> 00:18:07.799 You know there are certain precautions that we're done, but 342 00:18:08.079 --> 00:18:12.279 especially being a young single woman walking the streets, are 343 00:18:12.319 --> 00:18:15.279 out and about or to completely save absolutely. 344 00:18:15.960 --> 00:18:19.799 We're in the city where I was in Shanghai, Yeah city. 345 00:18:19.880 --> 00:18:21.480 Yeah, I got to live in the city. The cool 346 00:18:21.480 --> 00:18:23.759 thing was my daughter was blonde hair and blue eyes, 347 00:18:24.720 --> 00:18:27.119 and so she was like a superstar over there. 348 00:18:27.519 --> 00:18:28.119 Yeah. 349 00:18:28.200 --> 00:18:31.880 Yeah, So to go out was fun and not fun. Right, 350 00:18:32.039 --> 00:18:34.599 It was fun because you got she got a lot 351 00:18:34.599 --> 00:18:36.519 of interactions. It wasn't fun when I was just trying 352 00:18:36.519 --> 00:18:37.519 to get to the grocery store. 353 00:18:37.680 --> 00:18:42.960 Yeah, yeah, no pictures. Let's see, we're bouncing around here 354 00:18:43.079 --> 00:18:46.400 here a little bit. What was the Tell tell me 355 00:18:46.480 --> 00:18:48.680 about you stayed in food for a while, and you 356 00:18:48.799 --> 00:18:52.119 use the word disruptive, So let's talk about explore cuisine. 357 00:18:52.119 --> 00:18:56.160 You were you were either with them or got it 358 00:18:56.200 --> 00:18:57.920 careful here, so you're with them, Okay. You were an 359 00:18:57.920 --> 00:19:01.200 employee VP of marketing about six

years. Yeah, tell us 360 00:19:01.200 --> 00:19:01.839 about that role. 361 00:19:02.440 --> 00:19:05.079 You know you talked about in your intro right business 362 00:19:05.119 --> 00:19:08.200 failures and business accesses and things like that, and we've 363 00:19:08.240 --> 00:19:10.559 all had them. I mean that's part of our journey 364 00:19:10.599 --> 00:19:13.599 and sometimes we learned the most. So interesting enough, the 365 00:19:13.720 --> 00:19:17.880 founder was a food scientist, was exploring Asia when found 366 00:19:18.160 --> 00:19:22.079 Tofu noodles. Soybee noodles came up the idea, this is 367 00:19:22.079 --> 00:19:24.920 the alternative pasta space. And again at this point, now 368 00:19:25.000 --> 00:19:29.759 it's ten years ago at least, right, so before Bonza 369 00:19:29.799 --> 00:19:30.559 and some of we. 370 00:19:30.480 --> 00:19:32.839 Actually they came out right, So I'm all about that 371 00:19:32.920 --> 00:19:33.839 now these days? 372 00:19:34.240 --> 00:19:36.519 Yes, yes, And so the gluten free was coming up, 373 00:19:36.519 --> 00:19:40.240 the high protein pasta, so that didn't exist on shelves 374 00:19:40.240 --> 00:19:42.799 in the grocery store. So now again I'm cutting a 375 00:19:42.839 --> 00:19:45.519 new space in the in the category on. 376 00:19:45.519 --> 00:19:46.119 A new aisle. 377 00:19:46.759 --> 00:19:50.599 And what happened was the initial brand was called Explore 378 00:19:50.599 --> 00:19:55.680 Asia and Black Packaging. And you know, because he was 379 00:19:55.720 --> 00:19:58.319 exploring Asia when you know, you have these noodles, and 380 00:19:58.359 --> 00:20:01.400 all of a sudden then created black being at Amammee Noodles. 381 00:20:01.440 --> 00:20:03.799 And it was great. But you know what happened to 382 00:20:03.839 --> 00:20:04.440 our emails? 383 00:20:06.079 --> 00:20:08.599 Yeah, that's stand blocked, right. 384 00:20:08.960 --> 00:20:11.279 They would get blocked because they were thought they were 385 00:20:11.319 --> 00:20:16.160 porn oh wow, right, or other things that should not 386 00:20:16.279 --> 00:20:19.440 be in a business inbox. So we were trying to 387 00:20:19.519 --> 00:20:23.799 contact companies and couldn't get our emails through and having 388 00:20:23.920 --> 00:20:27.960 problems when you're doing marketing adding you know, keywords and 389 00:20:27.960 --> 00:20:30.519 all that kind of stuff. We did a complete rebrand 390 00:20:30.559 --> 00:20:35.559 to Explore Cuisine and change the packaging and did you know, 391 00:20:35.759 --> 00:20:37.880 had to do a lot of case studies and focus 392 00:20:37.960 --> 00:20:42.200 groups to find the right feel for it. But that's 393 00:20:42.200 --> 00:20:45.440 a that's a great way of learning when your marketing 394 00:20:45.519 --> 00:20:47.440 is right and when you have to pivot, and at 395 00:20:47.440 --> 00:20:48.839 that moment, we needed to pivot. 396 00:20:50.599 --> 00:20:57.000 What was your best takeaway from that role in that company? 397 00:20:57.680 --> 00:20:59.880 There was a lot of conflict in that company because 398 00:21:00.079 --> 00:21:04.359 the different investors and different cultures. So we had Swiss investors, 399 00:21:04.359 --> 00:21:06.759 we had Israeli investors. You had a team in the US, 400 00:21:06.880 --> 00:21:10.079 production was in China and Thailand, so we had a 401 00:21:10.279 --> 00:21:14.920 lot of different voices and problems that were coming across 402 00:21:15.480 --> 00:21:17.559 and so often it was trying to find that common 403 00:21:17.640 --> 00:21:21.960 thread between everybody to the success line. And it's challenging 404 00:21:21.960 --> 00:21:24.920 when you're dealing with different time zones and different culture experiences. 405 00:21:26.599 --> 00:21:31.359 All right, you started Washerman Consulting seven years in counting, right? 406 00:21:31.680 --> 00:21:35.079 Yes? What was behind that that move? Yeah? 407 00:21:35.119 --> 00:21:38.680 So I left Explore Cuisine and I thought, well, I'm 408 00:21:38.720 --> 00:21:41.880 just going to be doing consulting for different businesses and 409 00:21:41.960 --> 00:21:45.960 along that align you, probably the dates in front of 410 00:21:46.000 --> 00:21:48.599 you better than I do. But along the same time 411 00:21:48.680 --> 00:21:53.240 is when I found out about financial therapy. I thought 412 00:21:53.440 --> 00:21:58.039 I'd be doing consulting and slowly grow my financial therapy 413 00:21:58.079 --> 00:22:03.640 piece of life. This was twenty nineteen, twenty twenty at 414 00:22:03.680 --> 00:22:08.119 the Traveler, I went to Saint Lucia at a wellness resort. 415 00:22:08.319 --> 00:22:11.440 I talked to everybody. I like to explore and learn 416 00:22:11.519 --> 00:22:14.559 people and what they do, and made a connection with 417 00:22:15.039 --> 00:22:18.359 now a very good friend who did learning and development 418 00:22:18.799 --> 00:22:24.279 for Fortune five hundred companies. Long story short, that was 419 00:22:24.359 --> 00:22:28.680 January twenty twenty come May of twenty twenty. She couldn't 420 00:22:28.680 --> 00:22:31.759 sell in learning and development, but together we could sell 421 00:22:31.799 --> 00:22:34.960 in financial wellness. Nobody was hiring for marketing, consulting or 422 00:22:35.240 --> 00:22:38.640 consulting the food business at that point, right, and so 423 00:22:38.720 --> 00:22:41.680 my first client was Warner Music. I went in and 424 00:22:41.759 --> 00:22:46.640 did corporate wellness on the topic of emotional stress around finances. 425 00:22:47.240 --> 00:22:52.240 And our second client was Discovery channeled globally. Wow, so 426 00:22:52.640 --> 00:22:56.480 six figure deal across the world working with their client 427 00:22:56.559 --> 00:23:00.839 with their employees because while they had a job, family 428 00:23:00.839 --> 00:23:02.640 members are losing jobs. 429 00:23:02.799

--> 00:23:03.160 You know. 430 00:23:03.559 --> 00:23:07.480 The uncertainty was what was weighing on people, and so 431 00:23:07.519 --> 00:23:10.400 we went in with the two part series on emotions 432 00:23:10.400 --> 00:23:13.200 and money and what to do Today and what to 433 00:23:13.240 --> 00:23:16.319 Do in the future was the two part series to 434 00:23:16.440 --> 00:23:20.359 safeguard your mental space and to create boundaries around others 435 00:23:21.000 --> 00:23:22.720 when the topic of money came up, because we don't 436 00:23:22.720 --> 00:23:25.200 talk about boundaries. We're great at spending money, but we're 437 00:23:25.200 --> 00:23:28.240 not good at saying I'm protecting this, I'm putting the 438 00:23:28.279 --> 00:23:31.039 oxygen mask on me first. When it comes to money, 439 00:23:31.119 --> 00:23:33.279 people haven't heard those things before, and that's what we 440 00:23:33.359 --> 00:23:36.119 empowered and corporate wellness. 441 00:23:36.759 --> 00:23:38.640 So I know you said you had a moment where 442 00:23:38.720 --> 00:23:41.079 with your mom right helping her. Then come kind of 443 00:23:41.079 --> 00:23:44.400 your first client, When did you realize this could be 444 00:23:44.440 --> 00:23:44.759 a thing? 445 00:23:48.400 --> 00:23:53.000 Great question. I probably learned that that could be a 446 00:23:53.039 --> 00:23:57.200 thing when I was getting divorced. Okay, firsthand, right when 447 00:23:57.240 --> 00:23:59.960 I was thirty five, three kids under the age of four, 448 00:24:01.319 --> 00:24:04.359 and the rug was pulled out from under me. That 449 00:24:04.599 --> 00:24:08.359 I knew the metrics, and so my confidence well, I 450 00:24:08.400 --> 00:24:11.640 had a lot of questions. I had the confidence to 451 00:24:11.799 --> 00:24:17.119 ask them, and later on, when I started seeing people 452 00:24:17.440 --> 00:24:19.279 go through divorce, I was one of the first of 453 00:24:19.319 --> 00:24:24.599 my friends the questions were there, but they weren't asking them, 454 00:24:24.839 --> 00:24:27.960 and they didn't know their financials. And then when my 455 00:24:28.039 --> 00:24:30.160 dad passed, I saw it for the next generation. 456 00:24:30.319 --> 00:24:31.920 I was going to say, they didn't have a whatever 457 00:24:31.920 --> 00:24:33.319 the equivalent is of a binder. 458 00:24:34.480 --> 00:24:38.079 No, no, And nowadays everything is digital anyway, so they 459 00:24:38.119 --> 00:24:41.079 didn't have passwords or anything. And so it's like, oh, 460 00:24:41.119 --> 00:24:43.799 all of a sudden, I'm getting divorced or my husband died. 461 00:24:45.119 --> 00:24:47.720 Because often it's the woman that doesn't have the information. 462 00:24:48.599 --> 00:24:51.240 It's flipped. But what I was seeing with my friends 463 00:24:51.359 --> 00:24:54.000 was they weren't aware of it, and nor were they taught. Right, 464 00:24:54.000 --> 00:24:56.920 if you go back to school, you're not taught about taxes, 465 00:24:56.960 --> 00:25:01.920 you're not taught about investment accounts, you know, beneficiaries, and 466 00:25:02.000 --> 00:25:05.319 so how are you supposed to learn this when you're 467 00:25:05.319 --> 00:25:07.640 not supposed to talk about money? And so that's when 468 00:25:07.680 --> 00:25:10.400 it all clicked for me, is like this is something 469 00:25:10.440 --> 00:25:14.000 I can talk about on repeat all day long. And 470 00:25:14.039 --> 00:25:17.400 it really clicked for me again during that COVID timeframe 471 00:25:17.480 --> 00:25:22.359 when we're trying to get outside more. I attempted to run, 472 00:25:22.519 --> 00:25:24.160 So don't ask me to run a marathon. 473 00:25:24.359 --> 00:25:24.960 Not my thing. 474 00:25:26.359 --> 00:25:27.880 And so I'm running to the end of the street 475 00:25:27.880 --> 00:25:30.759 and my head's down and I'm like, this stinks. This 476 00:25:30.920 --> 00:25:36.599 is awful. Right physically, could I run? Absolutely? Mentally I 477 00:25:36.799 --> 00:25:39.519 was like And then I look up and across the 478 00:25:39.559 --> 00:25:41.440 way on the sidewalk on the other side of the 479 00:25:41.440 --> 00:25:45.799 street is a gazelle. This woman was in the matching outfit. 480 00:25:46.480 --> 00:25:51.640 She had the visor, the ponytail was swishink back and forth, 481 00:25:51.680 --> 00:25:54.079 and she just looked like a gazelle. 482 00:25:54.319 --> 00:25:56.720 Effortless, effortless. 483 00:25:57.440 --> 00:26:02.920 I looked like a sweaty puffing and can make it 484 00:26:03.000 --> 00:26:06.160 to the corner with my head down. And that's when 485 00:26:06.200 --> 00:26:09.400 I had the Aha moment. This, I pointed to myself, Right, 486 00:26:09.599 --> 00:26:15.079 is how people feel looking at their bank account. Right 487 00:26:15.400 --> 00:26:18.000 where I had had these conversations. I'd done the training, 488 00:26:18.000 --> 00:26:20.119 I'd run in the rain, like everything she had to 489 00:26:20.160 --> 00:26:24.240 put in to look like a gazelle. I did all 490 00:26:24.279 --> 00:26:26.359 that work for the financial conversations. 491 00:26:26.440 --> 00:26:32.960 That's great analogy. We also do a lot of speaking, right, Yes, 492 00:26:33.720 --> 00:26:35.799 what kind of organizations would have you in in case 493 00:26:35.839 --> 00:26:38.880 somebody from one of them is listening and watching? 494 00:26:39.480 --> 00:26:42.640 Yes, everybody. I hate to say that, because you know 495 00:26:42.640 --> 00:26:46.240 everybody wants to give you a niche, but the reality 496 00:26:46.319 --> 00:26:49.119 is we all have relationships with money. So I do 497 00:26:49.160 --> 00:26:52.359 a lot of work in the real estate industry right 498 00:26:53.599 --> 00:26:58.160 fluctuating incomes. I work a lot with doctors and lawyers 499 00:26:58.920 --> 00:27:03.079 who are alpha in their fields, but nowhere in there 500 00:27:03.119 --> 00:27:06.559 is

financial education, and I work with a lot of 501 00:27:06.559 --> 00:27:12.359 financial advisors and rias and financial planning associations and different 502 00:27:12.359 --> 00:27:16.920 associations as well to help on the conversation side. So 503 00:27:16.960 --> 00:27:19.440 you have the people who the CPAs and the attorneys 504 00:27:19.440 --> 00:27:22.240 that are doing all the dollars cents for us, but 505 00:27:22.279 --> 00:27:24.400 they're not looking in the eye and taking a smile 506 00:27:24.440 --> 00:27:27.359 and just drop your shoulders right to listen to you 507 00:27:27.400 --> 00:27:31.680 as a human because this isn't just about dollars and cents, 508 00:27:31.880 --> 00:27:33.519 it's about all the other senses. 509 00:27:34.359 --> 00:27:37.039 Yeah, it's good. There's a lot of emotion there right. 510 00:27:37.400 --> 00:27:40.839 In everything from buying a house to getting divorce to 511 00:27:41.599 --> 00:27:45.480 you know, probate to business. I've worked with business owners 512 00:27:45.519 --> 00:27:47.839 that don't see eye to eye. Right, you get into 513 00:27:47.880 --> 00:27:51.279 business with somebody, but your financial values are different. You 514 00:27:51.319 --> 00:27:53.599 don't talk about them, nor do you realize it until 515 00:27:53.640 --> 00:27:56.200 you start trying to hire people or spend on marketing, 516 00:27:56.279 --> 00:27:58.839 and you know, into all of a sudden instead of respect, 517 00:27:58.880 --> 00:28:01.359 you're just clashing all that time. And so I go 518 00:28:01.480 --> 00:28:05.839 in and help people understand the why behind it. Why 519 00:28:05.920 --> 00:28:08.720 is it so important to you? And why is it 520 00:28:08.720 --> 00:28:12.920 so important to you? Is there a thread between these two? 521 00:28:14.359 --> 00:28:16.440 And if not, how can we just build respect? 522 00:28:16.480 --> 00:28:19.839 If not, it sounds like some mediation there. 523 00:28:22.759 --> 00:28:22.960 Is it? 524 00:28:23.079 --> 00:28:25.519 Companies that often hire you on behalf of their people, 525 00:28:25.640 --> 00:28:27.039 or do people hire you as well? 526 00:28:27.839 --> 00:28:32.920 Both, So companies will go in. I do workshops and webinars, 527 00:28:33.079 --> 00:28:36.079 which I love because then it hits all income levels. 528 00:28:36.599 --> 00:28:40.119 You get your new college hire when we're talking about 529 00:28:40.720 --> 00:28:45.079 fifty percent needs, thirty percent wants, twenty percent savings. Forget 530 00:28:45.079 --> 00:28:47.640 about how to call the cable company, right, we get 531 00:28:47.680 --> 00:28:51.160 like the very intro stuff all the way through to 532 00:28:51.200 --> 00:28:55.119 your C level executives that are talking about private school 533 00:28:55.240 --> 00:28:57.599 and college. You know what are they going to pay? 534 00:28:57.720 --> 00:29:01.559 They're ungrateful kids, you know values they want to pass on. 535 00:29:02.119 --> 00:29:03.920 So when I work with corporate I love that I 536 00:29:03.960 --> 00:29:07.079 get the whole range. And then I also work with 537 00:29:07.160 --> 00:29:10.079 individuals that want to grow their financial confidence. So we 538 00:29:10.119 --> 00:29:12.119 dig a little deeper on the one and one. 539 00:29:13.519 --> 00:29:16.400 Like you could imagine, Yeah, you get to do you 540 00:29:16.400 --> 00:29:18.599 have more time and you have more Well, it's just 541 00:29:18.640 --> 00:29:21.119 that one person, so you're focused on them versus the whole. 542 00:29:22.960 --> 00:29:25.039 All right, we're going to take our second commercial right here. 543 00:29:25.119 --> 00:29:28.039 We'll be back in about sixty seconds with Erica Washerman. 544 00:29:32.319 --> 00:29:36.279 You're listening to Winning Business Radio with Kevin Helene on 545 00:29:36.559 --> 00:29:40.519 W four CY Radio. That's W four cy dot com. 546 00:29:40.680 --> 00:29:43.359 Don't go away. More helpful information is coming right up 547 00:29:43.599 --> 00:29:45.759 right here on Winning Business Radio. 548 00:29:49.279 --> 00:29:52.559 Best in Wealth Management is family owned for two generations. 549 00:29:52.960 --> 00:29:56.079 They take pride in thoughtful financial planning and wealth management 550 00:29:56.160 --> 00:30:00.200 with a family feel for your closely held family business uestion. 551 00:30:00.359 --> 00:30:04.200 Wealth Management focuses on deep planning, integrating your business planning 552 00:30:04.319 --> 00:30:06.880 with personal They will help put your money to work 553 00:30:07.039 --> 00:30:10.640 and your mind at ease. Go to Bestanwealthmanagement dot com 554 00:30:10.640 --> 00:30:11.519 for more information. 555 00:30:12.279 --> 00:30:13.839 Advisory services offered. 556 00:30:13.640 --> 00:30:17.880 Through Commonwealth Financial Network, a registered investment advisor. Join the 557 00:30:17.880 --> 00:30:21.440 Best Family and let our family advise your family. That's 558 00:30:21.480 --> 00:30:25.359 Bestwealthmanagement dot com for your complementary initial consultation. 559 00:30:27.880 --> 00:30:30.839 The yp dot com website is your local search engine. 560 00:30:30.880 --> 00:30:32.960 If you're looking for a good restaurant, it can help 561 00:30:33.000 --> 00:30:35.680 you find the right one nearby with ratings and reviews, 562 00:30:36.079 --> 00:30:37.960 or if your car breaks down, you can use the 563 00:30:38.039 --> 00:30:40.839 YP app to find the closest repair shop. 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00:30:53.599 --> 00:30:56.519 download the app to search local, to find local and 570 00:30:56.640 --> 00:30:57.240 save local. 571 00:31:01.880 --> 00:31:04.680 And now back to Winning Business Radio with Kevin Helene 572 00:31:04.920 --> 00:31:08.759 presenting exciting topics and expert guests with one goal in 573 00:31:08.839 --> 00:31:12.319 mind to help you succeed in business. Here once again 574 00:31:12.640 --> 00:31:13.680 is Kevin Helenett. 575 00:31:21.079 --> 00:31:23.880 We're back with Erica Wasserman and she is one of 576 00:31:24.119 --> 00:31:28.039 only a hundred or so certified financial therapists in the country. 577 00:31:28.839 --> 00:31:30.519 There's a good thing for you. Why is it so 578 00:31:31.640 --> 00:31:33.039 undernown Perhaps. 579 00:31:33.720 --> 00:31:36.359 Yeah, it was so. Financial therapy was created in two 580 00:31:36.359 --> 00:31:39.440 thousand and eight when the crash happened. Okay, and so 581 00:31:39.599 --> 00:31:43.000 a bunch of financial people got in a room with 582 00:31:43.079 --> 00:31:46.400 a bunch of psychologists in a room up in Kansas 583 00:31:46.440 --> 00:31:49.920 and Kansas State, and they started to talk about how 584 00:31:50.160 --> 00:31:53.319 the mental impact was weighing on people. Right when the 585 00:31:53.359 --> 00:31:57.880 crisis happened, and so financial therapy was created in that room, 586 00:31:58.160 --> 00:32:01.279 and then the Financial Therapy Association was born out of 587 00:32:01.319 --> 00:32:04.759 that idea, and so it created in two thousand and eight. 588 00:32:04.920 --> 00:32:08.279 So we're really in our infancy if you think about careers, 589 00:32:08.720 --> 00:32:10.559 which always makes it fun when I walk into a 590 00:32:10.599 --> 00:32:13.359 cocktail party and people ask me what I do you know? 591 00:32:13.519 --> 00:32:15.640 One day, I can't wait to walk in and say 592 00:32:15.640 --> 00:32:18.319 I'm a dentist and get the recognition that like, oh yeah, 593 00:32:18.480 --> 00:32:19.240 I got one of those. 594 00:32:19.400 --> 00:32:19.559 Right. 595 00:32:19.599 --> 00:32:21.880 When I walk in and I say financial therapists, They're like, 596 00:32:23.559 --> 00:32:25.559 what you know? My kids just look at me, And 597 00:32:25.559 --> 00:32:27.559 I was like, do you want to tell them? 598 00:32:28.920 --> 00:32:31.160 They've probably heard it? So what do you mean when 599 00:32:31.200 --> 00:32:34.240 you say financial behavior? Tell the audience what you mean 600 00:32:34.279 --> 00:32:34.519 by that. 601 00:32:35.079 --> 00:32:39.079 Yeah, So let's take a cup of coffee. So, Kevin, 602 00:32:39.079 --> 00:32:40.599 do you normally make your coffee at home in the 603 00:32:40.640 --> 00:32:42.400 morning or you the guy that likes to go to 604 00:32:42.440 --> 00:32:43.119 the coffee shop. 605 00:32:43.799 --> 00:32:45.960 I do it here now. If I'm out, I'll get 606 00:32:45.960 --> 00:32:48.440 one either Dunkin Donuts or a Starbucks. But when I'm home, 607 00:32:48.480 --> 00:32:51.279 I always make it, and it depends on the temperature 608 00:32:51.359 --> 00:32:52.599 out right. 609 00:32:52.640 --> 00:32:53.880 Now, it's all ice coffees. 610 00:32:54.720 --> 00:33:00.160 Oh interesting, okay, very cool okay. So our financial behaviors 611 00:33:00.319 --> 00:33:05.640 are decisions that we make all day long around money. 612 00:33:05.720 --> 00:33:07.640 We really do only check in on ourselves on the 613 00:33:07.680 --> 00:33:10.200 big ones, right, like buying a house, or you go 614 00:33:10.319 --> 00:33:12.759 out to a family dinner and everybody looks at you 615 00:33:12.799 --> 00:33:15.200 to pay the bill, right, that's when we get that 616 00:33:15.319 --> 00:33:19.880 gulp feeling. But we make financial decisions all day long, 617 00:33:20.200 --> 00:33:25.079 every day, and it's often on autopilot because we don't 618 00:33:25.079 --> 00:33:27.680 talk about it. So how can you get better at 619 00:33:27.720 --> 00:33:31.720 something if you're not working on it or even aware 620 00:33:31.799 --> 00:33:35.759 of it. So we get our money mindset from three ways? 621 00:33:36.119 --> 00:33:38.440 Shall I tell you please? All right? 622 00:33:39.039 --> 00:33:41.279 So the first one is our background, how your parents 623 00:33:41.319 --> 00:33:44.079 talked about money or didn't talk about money, or argued 624 00:33:44.119 --> 00:33:48.079 over money. So I'll ask you normally I'll do this 625 00:33:48.160 --> 00:33:51.599 question Cambridge to just study you get your money minds 626 00:33:51.599 --> 00:33:54.920 at the age of seven. So in the US, seven 627 00:33:55.039 --> 00:34:00.319 is first grade. Think about your lunch table and first 628 00:34:00.359 --> 00:34:06.599 grade what were you eating? Did mom packed you a 629 00:34:06.599 --> 00:34:11.280 homemade lunch? Were you eating the free okay? Was she 630 00:34:11.360 --> 00:34:15.079 eating the free lunch at school? Were you not eating? 631 00:34:16.199 --> 00:34:19.760 And it's a good like clip in time for you 632 00:34:19.840 --> 00:34:22.599 to start thinking. When I did this in a group workshop, 633 00:34:23.400 --> 00:34:25.559 you said, mom made you lunch early on. 634 00:34:25.639 --> 00:34:28.440 She was a teacher, so after a while we all 635 00:34:28.440 --> 00:34:30.159 were so busy, and as we got a little bit older, 636 00:34:30.199 --> 00:34:32.199 she'd just give us lunch money. 637 00:34:32.280 --> 00:34:36.519 Right, So when you're smaller that first grade, having had 638 00:34:36.559 --> 00:34:39.800 a group workshop, and one woman said, we didn't have 639 00:34:39.840 --> 00:34:42.360 a lot of money. It was store brand stuff and 640 00:34:42.400 --> 00:34:45.320 it was full of crap, right, lots of carbs, but 641 00:34:45.400 --> 00:34:47.519 like there was enough in there just to call it 642 00:34:47.599 --> 00:34:52.000 quote unquote lunch, but no protein. And she was envious 643

00:34:52.199 --> 00:34:55.119 of the people who got the hot lunch, the woman 644 00:34:55.159 --> 00:34:57.119 who got hot lunch, that I was getting free lunch. 645 00:34:57.119 --> 00:34:59.920 And I was embarrassed to go through the line because 646 00:35:00.119 --> 00:35:04.639 I didn't have money to buy lunch. And I was 647 00:35:04.840 --> 00:35:07.800 envious of the person that got to trade the snacks at. 648 00:35:07.679 --> 00:35:08.280 The lunch team. 649 00:35:08.360 --> 00:35:11.719 Yeah, isn't that interesting? 650 00:35:11.800 --> 00:35:15.760 So you minds dynamic, You make judgments. We make judgments 651 00:35:15.880 --> 00:35:18.159 at that age. 652 00:35:17.519 --> 00:35:18.679 And it sticks with us. 653 00:35:18.840 --> 00:35:23.159 Yeah, and it shows up today in your business and 654 00:35:23.199 --> 00:35:27.199 in your personal life, which is wild. So background first, 655 00:35:27.239 --> 00:35:32.440 one second is religion and culture. Often money is greed. 656 00:35:32.679 --> 00:35:38.119 Money doesn't buy you happiness. Culturally, men are decision makers 657 00:35:39.719 --> 00:35:42.599 and in fact, fifty years ago, women couldn't even open 658 00:35:42.679 --> 00:35:46.400 up their own bank account. Well, when my mom graduated 659 00:35:46.440 --> 00:35:50.519 college and got her first job, my grandfather had to 660 00:35:50.519 --> 00:35:52.400 be the co signer on her bank account. 661 00:35:52.760 --> 00:35:53.119 Wow. 662 00:35:54.800 --> 00:35:58.199 Right, So empowering women with money is a relatively new 663 00:35:58.320 --> 00:36:01.519 skill to a lot of people. Well, and the third 664 00:36:01.559 --> 00:36:06.119 one is experiences. We'll go back to marketing. You have 665 00:36:06.159 --> 00:36:09.000 a great experience with a flyer sending out flyers to 666 00:36:09.039 --> 00:36:11.440 people's homes. You're going to be doing that for the 667 00:36:11.440 --> 00:36:16.239 next thirty years. Times have change. Flyers don't work as 668 00:36:16.280 --> 00:36:19.400 well flyers. You know, flyers might be Instagram ads, but 669 00:36:19.480 --> 00:36:21.719 your experience is that it was great. You might not 670 00:36:21.800 --> 00:36:25.480 be ready to look at change. And the flip side 671 00:36:25.599 --> 00:36:28.800 is if that did nothing for me and I did 672 00:36:28.880 --> 00:36:34.039 it once, I'm not touching it again. And that comes 673 00:36:34.039 --> 00:36:37.679 into our money mindset for everything that we do, from travel, 674 00:36:37.800 --> 00:36:42.280 buying a house, building a business, getting married, how we're 675 00:36:42.320 --> 00:36:46.039 raising our kids. All of these decisions come in to 676 00:36:46.159 --> 00:36:48.639 our financial psyche. 677 00:36:49.519 --> 00:36:53.679 We find with salespeople. I think we chatted about this 678 00:36:53.840 --> 00:36:58.599 a couple of weeks ago. Mindsets around money determine some 679 00:36:58.840 --> 00:37:02.960 impact selling sess we

identify and you do too. I'm 680 00:37:02.960 --> 00:37:05.119 sure whether you call the same things or not, it 681 00:37:05.159 --> 00:37:09.000 doesn't matter. Abundance versus scarcity, Right, somebody has a scarce mindset, 682 00:37:09.360 --> 00:37:12.159 they're going to hang on to a prospect for too long, 683 00:37:13.480 --> 00:37:16.960 like the organization we referenced, Right, somebody else might hang 684 00:37:16.960 --> 00:37:19.039 onto that for too long because it's a good opportunity 685 00:37:19.159 --> 00:37:24.000 versus being willing to take hands off because it's not real. Today, 686 00:37:24.199 --> 00:37:27.800 somebody with abundance realizes, oh, there's another potential customer down 687 00:37:27.800 --> 00:37:30.320 the street or around the corner, or in my rolodex 688 00:37:30.360 --> 00:37:32.039 or my database. 689 00:37:33.320 --> 00:37:36.960 The conversation I had earlier real estate agents, Yeah, one 690 00:37:36.960 --> 00:37:39.159 woman was like, the houses I sell around four hundred 691 00:37:39.199 --> 00:37:40.239 thousand dollars range. 692 00:37:41.360 --> 00:37:45.239 Why that's pretty limiting, isn't it. 693 00:37:47.119 --> 00:37:49.360 I Mean there's somebody selling in the ten million dollar range, 694 00:37:49.360 --> 00:37:52.320 and there's somebody selling in one hundred thousand dollars range, right, Like, 695 00:37:53.159 --> 00:37:56.159 that's where you're comfortable, And we know growth happens in 696 00:37:56.199 --> 00:38:01.679 the uncomfortable. And so what's holding you back or what's 697 00:38:01.719 --> 00:38:06.079 living rent free in your head telling you that you 698 00:38:06.119 --> 00:38:09.480 can't do it? And that's the work that I get into, 699 00:38:09.719 --> 00:38:13.760 is identifying that message that we have on repeat, so 700 00:38:13.800 --> 00:38:17.239 that way you can blow your goals out of the water. 701 00:38:17.559 --> 00:38:17.840 Right. 702 00:38:18.719 --> 00:38:21.039 But with that being said, I'm going to shift gears 703 00:38:21.039 --> 00:38:25.639 for a second, because your goal could be I want 704 00:38:25.679 --> 00:38:28.760 to make a million dollars. Have you heard that before? 705 00:38:29.159 --> 00:38:30.199 Sure? Yep. 706 00:38:30.519 --> 00:38:32.639 What happens when they make a million dollars? 707 00:38:33.199 --> 00:38:35.480 They don't have it? Why not? 708 00:38:35.800 --> 00:38:39.400 Because they've nobody makes Well, this is my take on 709 00:38:39.480 --> 00:38:42.360 at least nobody makes a million dollars in one time. 710 00:38:42.400 --> 00:38:46.320 At one time, it's cumulative. Right when you hit a million, 711 00:38:47.000 --> 00:38:53.199 some people can't believe it. Some people kind of coast 712 00:38:53.239 --> 00:38:55.960 at that point, and others realize I can do it 713 00:38:56.360 --> 00:38:58.400 and go forward. Even more so, it depends, I think, 714 00:38:58.400 --> 00:38:59.880 on their mindset. Is that where you're going. 715 00:39:01.480 --> 00:39:04.360 Yes, oftentimes we'll see I make a million, they move, 716 00:39:04.440 --> 00:39:06.599 they move the goalpost. 717 00:39:06.800 --> 00:39:08.679 Okay, okay, so I. 718 00:39:08.639 --> 00:39:10.760 Make I'm going to make a million. Well, now a 719 00:39:10.760 --> 00:39:12.559 million is not enough. I want to make two million. 720 00:39:12.719 --> 00:39:13.039 Okay. 721 00:39:13.199 --> 00:39:16.039 Yeah, And I did this with a bond trades trader 722 00:39:16.239 --> 00:39:19.840 years ago, not married, they're in his early thirties. How 723 00:39:19.920 --> 00:39:24.360 much is enough for you? I can't give you an number, Erica, 724 00:39:24.960 --> 00:39:26.760 give give me a number. Let's play you know, give 725 00:39:26.760 --> 00:39:30.719 me a number, and he goes fifty million, and I said, okay, 726 00:39:30.800 --> 00:39:33.880 you need fifty million, and then he goes, but wait then, 727 00:39:33.920 --> 00:39:35.639 I'm going to have a boat, and my boat's going 728 00:39:35.679 --> 00:39:37.400 to be next to this guy, and he's going to 729 00:39:37.480 --> 00:39:40.440 have a bigger boat. And now I need one hundred million, 730 00:39:40.840 --> 00:39:46.039 right because he's chasing a number, which brings me back 731 00:39:46.039 --> 00:39:54.000 to three words, rich, wealthy, and happiness. As we're building 732 00:39:54.039 --> 00:39:56.760 our businesses, I want you to keep these three words 733 00:39:56.800 --> 00:39:59.920 in mind. So I'm going to ask you the definition 734 00:40:00.079 --> 00:40:02.719 to give me. Kevin, what's their definition of rich? 735 00:40:06.159 --> 00:40:08.239 I know we're going to distinguish this from wealthy, so 736 00:40:08.280 --> 00:40:09.760 I got to start with that premise. 737 00:40:10.000 --> 00:40:10.760 Rich is. 738 00:40:14.079 --> 00:40:17.519 Rich to me, sounds like new money. I could be 739 00:40:17.519 --> 00:40:20.039 way off base, but it sounds to me like new money. 740 00:40:20.039 --> 00:40:21.199 I have a bunch of money. I don't have to 741 00:40:21.239 --> 00:40:25.639 worry about what I spent Wealthy, wealthy to me sounds 742 00:40:25.639 --> 00:40:28.880 like I'm used to it. I'm probably in a better 743 00:40:28.920 --> 00:40:30.599 place with it, even though I still don't have to 744 00:40:30.599 --> 00:40:32.559 care what I spend or what I spend it on. 745 00:40:34.119 --> 00:40:37.480 And happiness, it doesn't matter how much money you have 746 00:40:38.599 --> 00:40:39.639 for happiness. 747 00:40:40.039 --> 00:40:42.199 Okay, So the. 748 00:40:42.159 --> 00:40:46.519 Way that we define it is rich is the exterior winds. 749 00:40:46.840 --> 00:40:48.400 You're nice clothes, okay. 750 00:40:48.679 --> 00:40:51.639 Rich is what other people see. They see your car, 751 00:40:52.159 --> 00:40:57.519 they see your sign outside your office building, right, that's rich. 752 00:40:59.119 --> 00:41:03.320 Your vacations on Instagram. You know,

exterior winds is rich. 753 00:41:04.280 --> 00:41:09.760 Interior winds are as wealthy. So when I ask people 754 00:41:09.760 --> 00:41:13.840 what's a wealthy life for you, They're going to say 755 00:41:13.880 --> 00:41:17.639 my health. They're going to say sipping my coffee wherever 756 00:41:17.679 --> 00:41:21.239 I want, in my favorite spot, time with my loved ones. 757 00:41:22.119 --> 00:41:25.519 A dollar amount is on there to achieve everything, but 758 00:41:25.599 --> 00:41:28.079 it's normally four or five on the list to live 759 00:41:28.119 --> 00:41:34.880 a wealthy life. And happiness is a mindset. 760 00:41:35.639 --> 00:41:38.079 That is true. I believe that you how. 761 00:41:37.960 --> 00:41:41.960 Many people have you met her? Rich but unhappy. 762 00:41:44.960 --> 00:41:46.559 I can tell you a story about that. A guy 763 00:41:46.599 --> 00:41:49.000 that one of the two people I fired in my 764 00:41:49.199 --> 00:41:52.320 in my business. And I've seen him since and he's 765 00:41:52.400 --> 00:41:54.800 much better, But at the time, he was not coachable, 766 00:41:54.840 --> 00:41:56.239 he wasn't doing what I asked him to do, and 767 00:41:56.280 --> 00:42:00.239 he was trying to save his job. He was a 768 00:42:00.239 --> 00:42:04.519 financial advisor for a large branded company. They were paying 769 00:42:04.599 --> 00:42:08.719 him literally zero, and he was trying to stop from 770 00:42:08.719 --> 00:42:11.039 getting fired from a position that didn't cost the employer 771 00:42:11.039 --> 00:42:15.239 any money. And so I said, you know what's going on. 772 00:42:15.679 --> 00:42:18.920 I'll call him Charlie. Charlie, what's going on? He said, Kevin, 773 00:42:18.960 --> 00:42:21.519 I lied to you. Uh oh, I'm thinking what happened? 774 00:42:21.719 --> 00:42:24.920 He said, I'm I don't ever have to worry about money. 775 00:42:25.400 --> 00:42:28.360 I have a trust fund. This is not what I 776 00:42:28.400 --> 00:42:30.719 want to do. I thought it was, and I gave 777 00:42:30.760 --> 00:42:33.079 you money and here I am, and so yeah, you 778 00:42:33.119 --> 00:42:36.880 should fire me. But I did see him later and 779 00:42:37.039 --> 00:42:39.119 he had put it together, he had figured it out. 780 00:42:39.760 --> 00:42:41.559 Yeah. I just wasn't the guy that was going to 781 00:42:41.599 --> 00:42:42.400 help him at that time. 782 00:42:42.880 --> 00:42:46.559 Yeah, And that's okay too, Right, is knowing what does 783 00:42:46.599 --> 00:42:49.639 work and doesn't work in pivoting. And I see it 784 00:42:49.679 --> 00:42:52.280 often when people sell a business. They've been so busy 785 00:42:52.320 --> 00:42:56.440 in the business. Yeah, on the business that wealthy that 786 00:42:56.440 --> 00:43:01.320 we just talked about the relationships, the health piece isn't there. 787 00:43:02.360 --> 00:43:05.719 And so it's important as we grow to be putting 788 00:43:05.719 --> 00:43:09.000 things in each of the buckets. And again back to 789 00:43:09.000 --> 00:43:11.199 my travels, I've gone to a lot of third world 790 00:43:11.239 --> 00:43:15.920 countries that people are really happy, not rich, but they're wealthy. 791 00:43:16.079 --> 00:43:19.119 Sitting on a beach watching a beautiful sunset, having a 792 00:43:19.159 --> 00:43:22.199 picnic with you know, with their loved ones. And so 793 00:43:22.519 --> 00:43:26.679 as we grow as individuals, as owners, it's really important 794 00:43:26.719 --> 00:43:31.000 to be investing in your wealth however you define it, 795 00:43:31.840 --> 00:43:34.360 and that the happiness is the mindset every day that 796 00:43:34.400 --> 00:43:37.880 you choose what to do with the rich as well. Right, Like, 797 00:43:38.199 --> 00:43:39.960 it's not just about what other people say. 798 00:43:40.519 --> 00:43:44.880 So take us into a couple of conversations, of course anonymously, 799 00:43:44.920 --> 00:43:48.559 but how do you get people to change their mindsets? 800 00:43:50.800 --> 00:43:51.320 Interesting? 801 00:43:51.559 --> 00:43:53.920 So I was recently working with a woman in her 802 00:43:54.039 --> 00:44:00.679 mid fifties working for government in Canada and has a 803 00:44:00.679 --> 00:44:03.480 pension for the rest of her life, right perks of 804 00:44:03.559 --> 00:44:09.079 outside the US. And for her, her dad was an 805 00:44:09.199 --> 00:44:14.360 entrepreneur and they lost their home twice in her childhood. Wow, 806 00:44:15.559 --> 00:44:19.199 seven and fourteen, Remember I told you about seven mind 807 00:44:19.239 --> 00:44:22.400 age your money and then again fourteen as a teenager. 808 00:44:22.480 --> 00:44:26.760 So very was impactful for her. So she went with 809 00:44:26.840 --> 00:44:30.440 the job at that government job that she could get 810 00:44:30.480 --> 00:44:35.440 paid every week, every month, whatever it was. Stability, her 811 00:44:35.440 --> 00:44:39.159 house is paid off, you know, just just really responsible 812 00:44:39.159 --> 00:44:41.000 from that standpoint. But when she met me, she said, 813 00:44:41.000 --> 00:44:41.920 I'm horrible with money. 814 00:44:42.679 --> 00:44:43.880 What do you mean you're horrible with money. 815 00:44:43.880 --> 00:44:45.440 Your house is paid off, you're in your fifties. Most 816 00:44:45.480 --> 00:44:48.679 people can't say that. I mean, that's amazing. And as 817 00:44:48.719 --> 00:44:53.079 we started digging through the work from her childhood, her 818 00:44:53.159 --> 00:44:55.679 dad had income, he was an entrepreneur, would have income 819 00:44:55.719 --> 00:44:57.360 and then no income, and when he had money, he 820 00:44:57.400 --> 00:45:00.280 would spend it off, and then when he he ran 821 00:45:00.280 --> 00:45:03.039 out of money, he would go to her and ask 822 00:45:03.159 --> 00:45:07.519 for money. Fourteen fifteen sixteen, right, so we need to 823 00:45:07.519 --> 00:45:09.639 pay the electric bill, and she

would save her money. 824 00:45:10.079 --> 00:45:12.760 So she learned at a very young age not to 825 00:45:12.800 --> 00:45:13.599 save any money. 826 00:45:15.360 --> 00:45:18.039 Wow, I thought you were going with that. 827 00:45:18.960 --> 00:45:22.480 If you had it, it was somebody else's. So let's 828 00:45:22.599 --> 00:45:25.840 just spend. Let's buy let's buy things for others, let's 829 00:45:25.880 --> 00:45:29.920 treat for dinner, because otherwise, come up three months from now, 830 00:45:29.960 --> 00:45:31.760 when dad runs out of money, I'm not going to 831 00:45:31.840 --> 00:45:36.639 have it anymore. Married. Her husband at certain point realized this. 832 00:45:36.800 --> 00:45:41.079 He took over the savings part of their finances, but 833 00:45:41.199 --> 00:45:43.599 any money in her account was going out the door. 834 00:45:44.159 --> 00:45:47.880 And so recognizing that pattern and then shifting it to 835 00:45:47.960 --> 00:45:50.480 be like, your money's safe. Now you're the one who's 836 00:45:50.519 --> 00:45:54.440 in control. And because the patterns that we have keep 837 00:45:54.480 --> 00:45:58.639 showing up because nobody's talking about it. We're not evaluating it, we're. 838 00:45:58.440 --> 00:45:59.920 Not doing a second right, we're not aware. 839 00:46:00.079 --> 00:46:04.400 But yeah, no, she had no idea. 840 00:46:04.840 --> 00:46:08.119 Well, so you've got to ask a lot of questions. 841 00:46:08.159 --> 00:46:09.760 You've got to really spend time with somebody. 842 00:46:10.679 --> 00:46:13.239 It's questions and it's a lot of open ended questions. 843 00:46:13.320 --> 00:46:15.639 I'll give you another example of client that I worked with. 844 00:46:15.679 --> 00:46:19.280 The company identified him to come work with me. He 845 00:46:19.400 --> 00:46:21.440 was now a partner in the business, and they're like, 846 00:46:23.000 --> 00:46:25.719 he could use some conversations. You know, I want his 847 00:46:25.760 --> 00:46:29.199 family set up for success. And as we started talking 848 00:46:30.000 --> 00:46:33.400 trust issues around money, who to trust and hadn't filed 849 00:46:33.440 --> 00:46:40.320 taxes in over a decade, because once you miss one, 850 00:46:41.679 --> 00:46:45.800 you're embarrassed, shameful, You get busy, life happens, you forget 851 00:46:45.880 --> 00:46:47.960 about it the next year. Oh I didn't file last year, 852 00:46:47.960 --> 00:46:51.920 I'm not going to file this year again. Patterns emerge. 853 00:46:52.280 --> 00:46:53.880 Now you're at an age where you want to buy 854 00:46:53.880 --> 00:46:56.039 a house maybe, or you're going to sell a business. 855 00:46:56.159 --> 00:46:58.880 I mean you can't. You got to go back and 856 00:46:58.920 --> 00:47:02.320 fix it up. But there wasn't trust with people that 857 00:47:02.360 --> 00:47:05.679 could do it for him, and so by working through me, 858 00:47:05.840 --> 00:47:07.840 and through others, and we were able to

find him 859 00:47:07.840 --> 00:47:09.880 with a support team of people. 860 00:47:10.000 --> 00:47:12.239 An accountant, a financial. 861 00:47:12.880 --> 00:47:17.320 A tax attorney right and then soon an financial advisor 862 00:47:17.599 --> 00:47:19.960 once we get the money situated in, a realtor and 863 00:47:20.000 --> 00:47:22.039 everybody else that's going to be part of the next 864 00:47:22.039 --> 00:47:26.119 stage of life, because what he was doing was just 865 00:47:26.159 --> 00:47:29.159 ignoring his relationship and you and I know if you 866 00:47:29.159 --> 00:47:32.800 ignore something long enough, it's going to blow up on you. 867 00:47:34.280 --> 00:47:37.480 This is incredible, This is better than I thought it 868 00:47:37.480 --> 00:47:38.679 would be. And I knew you were going to be 869 00:47:38.800 --> 00:47:42.000 a fun guest. So a couple of ask questions, who 870 00:47:42.159 --> 00:47:45.400 in the viewing and listening audiences should reach out to 871 00:47:45.480 --> 00:47:47.639 you and why. We'll get to the how in a second. 872 00:47:49.079 --> 00:47:49.559 Anybody. 873 00:47:49.880 --> 00:47:53.199 Let's take motivated clients, So that's number one, got it? 874 00:47:54.440 --> 00:47:58.000 And somebody who's ready to work on their mindset around money, 875 00:47:58.079 --> 00:48:01.599 somebody who's ready to grow and make a difference in 876 00:48:01.639 --> 00:48:04.239 their life, not just from the money standpoint, but it 877 00:48:04.280 --> 00:48:08.199 also impacts your health, your relationships with others, your spouse, 878 00:48:08.280 --> 00:48:11.320 your boss, your parents, your siblings, you know, depending on 879 00:48:11.360 --> 00:48:12.559 what's going on in. 880 00:48:12.480 --> 00:48:15.239 Your life, and your employees. 881 00:48:15.639 --> 00:48:18.639 So if you're looking to bring in workshops and webinars 882 00:48:18.679 --> 00:48:21.519 and conversations to help your employees not just get the paycheck, 883 00:48:21.920 --> 00:48:24.920 but what happens once they get home. This is a 884 00:48:24.960 --> 00:48:26.840 skill that's with you to the day you die and 885 00:48:26.880 --> 00:48:30.480 actually afterwards because of state planning. So the better you 886 00:48:30.519 --> 00:48:34.440 get at having conversations, the better you're going to be 887 00:48:34.519 --> 00:48:36.639 in so many different aspects. Which is why I wrote 888 00:48:36.639 --> 00:48:40.239 the book Conversations with Your Financial Therapist is to give 889 00:48:40.320 --> 00:48:45.679 people a five step approach, a mindset, a framework to 890 00:48:45.760 --> 00:48:48.840 go through any money conversation. If you're in HR with 891 00:48:48.920 --> 00:48:52.440 your boss, all the way to with your aging parents, 892 00:48:52.559 --> 00:48:55.480 like how do you sit down and have that productive conversation? 893 00:48:56.280 --> 00:48:58.840 And the money mindset method helps you through that? 894 00:48:59.079 --> 00:49:00.880 All right, plug the book more time and where can 895 00:49:00.880 --> 00:49:01.280 they get it? 896 00:49:01.639 --> 00:49:03.800 Yes, so you can get it on Amazon, Barnes and Noble, 897 00:49:03.920 --> 00:49:09.079 all the great places. Conversations with your Financial Therapists, stories 898 00:49:09.079 --> 00:49:12.280 and scripts to grow your mindset. I also do book 899 00:49:12.280 --> 00:49:15.159 studies for continuing education on that as well. 900 00:49:15.280 --> 00:49:17.639 So there's the website and the crawl right there, there's 901 00:49:17.679 --> 00:49:21.159 your LinkedIn profile. Best way for people to reach you 902 00:49:21.239 --> 00:49:21.960 is the site. 903 00:49:22.960 --> 00:49:26.360 The site Absolutely your Financial Therapist dot com, drop me 904 00:49:26.400 --> 00:49:29.320 an email, hit me up, on Instagram or LinkedIn, and 905 00:49:29.360 --> 00:49:31.559 I'm happy to be in touch with you. Absolutely, start 906 00:49:31.559 --> 00:49:34.800 a conversation today. That's your one takeaway. Start the conversation 907 00:49:34.960 --> 00:49:35.880 you've I'm putting off. 908 00:49:36.039 --> 00:49:39.039 This is great. Thank you so much. I appreciated time flies. 909 00:49:39.039 --> 00:49:41.599 It's already four fifty eastern. We got to get off, 910 00:49:42.119 --> 00:49:44.679 but thank you so much, and I appreciate your time absolutely. 911 00:49:44.679 --> 00:49:45.360 Thanks for having me on. 912 00:49:45.480 --> 00:49:47.519 All right, you bet so, you soon, and thank you 913 00:49:47.679 --> 00:49:49.239 audience for being here. 914 00:49:49.800 --> 00:49:50.760 This is all about you. 915 00:49:50.840 --> 00:49:54.880 This is about business and business challenges. Often finance in 916 00:49:54.920 --> 00:49:57.199 this case is tied to business a lot. If you've 917 00:49:57.239 --> 00:50:00.800 got concerns, reach out to Erica. If you've got concerns 918 00:50:00.840 --> 00:50:04.239 about the sales effectiveness of your company, whether it's you 919 00:50:04.360 --> 00:50:07.000 are the sales team, or it's small or large, feel 920 00:50:07.039 --> 00:50:09.840 free to reach out to me on Facebook or LinkedIn 921 00:50:09.960 --> 00:50:13.119 at Winning Business Radio or drop me a note Kevin 922 00:50:13.239 --> 00:50:16.760 at Winning Business Radio dot com. We are Winning Incorporated 923 00:50:16.800 --> 00:50:20.079 part of Sandler Training. We develop sales teams into high 924 00:50:20.079 --> 00:50:24.199 achievers and sales leaders into true coaches and mentors. Listen, 925 00:50:24.199 --> 00:50:26.280 We're not a fit for everybody, but maybe we should 926 00:50:26.320 --> 00:50:29.159 have a conversation. Thank you once again to one, our 927 00:50:29.239 --> 00:50:32.519 engineer and producer for another job well done. Please join 928 00:50:32.599 --> 00:50:35.239 us next week Monday May eleventh, My guest will be 929 00:50:35.320 --> 00:50:39.599 Jonathan Bellow, founder and owner of One eight Solutions. Until then, 930 00:50:39.639 --> 00:50:40.519 this is Kevin Hallanian. 931 00:50:42.800 --> 00:50:45.519 You've been listening to Winning Business Radio with your host, 932 00:50:45.679 --> 00:50:48.760 Kevin Helena. If you missed any part of this episode, 933 00:50:48.880 --> 00:50:53.280 the podcast is available on Talk for Podcasting and iHeartRadio. 934 00:50:53.480 --> 00:50:57.199 For more information and questions, go to Winning Business Radio 935 00:50:57.320 --> 00:51:00.320 dot com or check us out on social media. Tune 936 00:51:00.360 --> 00:51:02.440 in again next week and every Monday at four pm 937 00:51:02.480 --> 00:51:05.960 Eastern Time to listen live to Winning Business Radio on 938 00:51:06.239 --> 00:51:10.519 W four CY Radio W four cy dot com. Until then, 939 00:51:10.840 --> 00:51:14.480 let's succeed where others have failed and win in business 940 00:51:14.760 --> 00:51:18.320 with Kevin Helenan and Winning Business Radio