S5E16: The Importance of Asking Questions, with Shari Behar-Hotis

Entrepreneurs are those kinds of people that ask questions. The more questions you ask, the more power you have. - Shari Behar-Hotis

If you're feeling stuck in your business, constantly questioning your next move and feeling a lack of connection, then you are not alone! Are you tired of going through the motions and not seeing the results you desire? It's time to ask the right questions and change your trajectory. Let's unlock the power of curiosity and transform your business!

In this episode, you will be able to:

• Unleash the potential of your passions and turn them into a thriving business venture.
• Master the art of networking and discover how it can skyrocket your entrepreneurial success.
• Implement powerful strategies to boost your business visibility and stand out in a crowded market.
• Harness the benefits of asking the right questions and propel your business towards growth and innovation.
• Navigate career transitions with confidence and learn how they can fuel your entrepreneurial journey.

My special guest is Shari Behar-Hotis.

Shari Behar-Hotis, an accomplished entrepreneur with over 25 years of experience, is the founder of Aura Merchandising. With a background in brand marketing, Shari has successfully translated her passion into a thriving business. In this episode, she offers valuable insights into the importance of networking in entrepreneurship, strategies for increasing business visibility, and the benefits of asking questions for business growth. With her extensive expertise, Shari provides practical advice for entrepreneurs looking to navigate career changes while implementing strategies for professional and personal growth.

Transcript:

00:00:03 - Speaker A
Welcome to your Next Stop podcast. Welcome back to your Next stop. This is Juliet Hahn. I tell you every single time. I love to bring people that have followed a passion and turned it into a business. And I actually have someone that is like, one of, like a really good friend from years and years and years. Sherry Bihar Hotis.

00:00:25 - Speaker B
You did it. Good job.

00:00:27 - Speaker A
So this is the second time we recorded. But the first time. And I will use the clip to. To promote this. It is the we. I mean, I don't know how many times we listen to it and then send it to all of our friends, showing everyone how funny we are.

00:00:40 - Speaker B
So funny.

00:00:41 - Speaker A
Anyone to, like, acknowledge that we're funny. But I called her be ho or like ho. And then we couldn't stop laughing because it, like, got stuck in my mouth. And then I was like, well, you were a hoe. And then we went down this, like, whole funny thing. So I definitely bring that back because it was. It just was like, such a good feel. Yeah, because you couldn't speak and you kept trying, but then you couldn't. You couldn't. Couldn't stop laughing.

00:01:07 - Speaker B
And actually, when I think about it now, I still crack up because, listen, just funny. You laughed. I laughed. So it became really funny.

00:01:16 - Speaker A
It was really funny. So just to set up. Shari owns a company. And I butchered that last time too, which it's so crazy because I've not. I said. I think I said Aura, but it's.

00:01:27 - Speaker B
It is Aurora.

00:01:28 - Speaker A
But I said Aurora said Aurora. Yes. So Aura, Merchandising, Instagram. It's. And it's A R, A, N, Y, C. You can find you on LinkedIn. You also have a website, dot com, and again, it's spelled A U R A. And it's funny because, you know, when you have friends that are in your life forever, sometimes you don't know exactly what they do. And. And you've had this company for 20. 20. I mean, like 25 years. Right. Is it even longer?

00:02:02 - Speaker B
No, it's about 25 years since 2001. And I don't want to date myself because then I sound like I'm older. I only tell people I'm like 30. So if I tell them I've been, like, working for 20 years, couldn't have happened when I was 10, actually. It might be more impressive that way.

00:02:19 - Speaker A
Yeah. You know, and actually, yeah, when we talk about this, and I've always known what you have done, but I guess I never, like, say it out loud because. And we'll get into it, but you've Worked like, with my husband's company back in the day. You know, you've done stuff for me when I broke into the. Kind of. When I was doing the fitness stuff and then. No, when I started this podcast, you did a whole. We got T shirts. Yeah. And tank tops. And then with fetech, the company Raya Gel that I'm doing now, you were, like, a huge lifesaver, so.

00:02:52 - Speaker B
Oh, thank you.

00:02:53 - Speaker A
I mean, huge. But it's. It's fun when you kind of. Again, we just. To take it back. We partied in New York City.

00:03:04 - Speaker B
Hard. I don't know what you're talking about. I mean, it was all a blur. I always say it all happened so fast. Yeah.

00:03:12 - Speaker A
But before both of us were married, that's how far back we go. So, you know, just to take it. This is like, you know, it's so fun to watch and. And also fun that we've always stayed connected because we've always had this kind of, like. I feel like you and I have the same sort of people networking kind of people. Person or when we're together.

00:03:34 - Speaker B
And we each do that, too. Yeah. Very similar energy. Both, like, love people, you know, have the gift of gab. You know, just have high energy. So I feel like it's. You know, it's always when we're in a room, everyone's. They. When I'm there and you're not there, they, you know, they're like, oh, my God, we need Julia. Because then it's like the perfect storm, you know? But they'll take one of us over the other person. But it just needs to be one of us there. Needs to be, like. You know, it was funny because I was at a trade show in Vegas. We have a show for what I do every single year, and somebody was introducing me to somebody else, and they were like, she's just a firecracker. And I was like, you know, it's such an old term to call somebody a firecracker, but I haven't been called that probably, you know, in years and years. But I think it's, like, the greatest compliment to, like, pay someone. You know what I mean?

00:04:24 - Speaker A
It is.

00:04:25 - Speaker B
You're a firecracker. Firecrackers are always fun. Right. They're always lively. They're always entertaining. Always, like, have colorful, good energy. So I was like, you know what? I like the firecracker analogy.

00:04:36 - Speaker A
Yeah. And so. And it's funny because we've talked about for years about you coming on the podcast, and then we, you know, kids moving all of these different Things that have always happened. And then when we had you, when I. We did record, you were at an interesting kind of space, but it was like, you know what? Let's redo that, because I know we can be better. Even though. Because we giggled the whole time, but was.

00:04:58 - Speaker B
Well, first of all, you should have a whole, like, episode on podcasts on, like, what to do and not to. Because when I came on, I remember, like, you don't have any idea on, like, how you're gonna look on camera or what. Like, socks shouldn't be hanging around. Like, little things you don't think of, Right? The lighting, like, what you should wear. So I remember having so much fun and then seeing myself, like, quickly on that snippet, and I was like, oh, my God, I need to redo. You know, I was like, googling, like, best colors to wear when you go on a podcast. And, like, just what makeup do I remember? Afterwards, I spent like an hour with you just being like, okay, what foundation do you use? Like, what lip gloss? Like, what do you use, like, for your hair? Because I feel like it's such a different. It's just so different from. From everything I'm used to.

00:05:43 - Speaker A
No, and it is, because this was, as you said, this was your first one. And it's really interesting because I. Back when I first started the podcast, I did do, like, a whole workshop on little things, because there's things that are. It's so simple and easy, but then it's like, you don't think about it. You don't think about it. So it is, like, a really good thing. And that's why I love having this podcast, because it doesn't matter where you are in your world. If you've done a thousand podcasts or you've never done it, if you have a story that you've turned a business into, you know, a passion into a business, I want to hear about it. And I know so much of your story, but hearing it from the beginning, I haven't. So I do want you to kind of like, I want the listeners to listen to this because it's. It is really cool because as you said, you. You know, you've been working for a long time, but you were in your early 20s when you started business with.

00:06:28 - Speaker B
Yes, yes, I was in my early 20s. I worked. I remember I worked for a. At a college. I did real estate, and then I pivoted to a job in brand marketing. And at the time, I was like, what's brand marketing? You know what I mean? You hear about Marketing. I went to school for communications. So I guess people could judge how I'm doing after this podcast if I, if I listened and paid attention in college. I think that from there it was kind of like open and open ended. I feel like when we went to school and we spoke about this and touched upon this, it wasn't. I feel like there were a lot of other people that were much more just knew what they wanted to do out of their life. Where me, I was like, I knew I loved people. I knew I loved I could be good at sales because of my love of people. I knew that I loved marketing and communication. So from there there was a brand marketing job that opened and I went in and within working six months, I was kind of like, oh my gosh, so easy. Like you could do this out of your backyard. You're basically just putting logos on different merchandise, you know, and, and selling them out. But you're not manufacturing anything, right? So you're a middleman. So. And oh, what else I thought was so fabulous at the time? It was like the dot com boom. So everybody was putting a logo on everything at all times. Do you remember that whole.com era?

00:07:51 - Speaker A
Well, because I jumped into the dot com and I started doing advertising sales and dot com, so jump ship from television and went into that because I was like, oh, what's the, what's the new shiny thing? I mean.

00:08:02 - Speaker B
Right, right. Yeah. So I mean everyone was doing, you know, everything branded. And I liked it. I liked it because I could get creative. I do. I wanted to kind of do things that were out of the box and new. Like it's funny, it wasn't until recently that I realized like when people used to say the word oh, you sell tchotchkes. It used to drive me crazy. I used to get so mad about it because I was like, no, no, no, no. Like, I take really new fashion forward and trendy products because I work a lot in hair care and cosmetics and I figure out ways to bring them down cost wise by different manufacturing methods or whether it be overseas production in different places. And then, you know, I bring them to market for my clients. And the word tchotchke, for some reason, just for me, it dumbed what I did down so much. It was like offensive. And I would correct people all the time. And then recently it was funny, I ran into a guy that we had a mutual friend and he had one of the biggest promotional products company in our market and he sold it right before COVID for millions and millions. And I ended up Having a mutual friend and having a conversation with him. And he mentioned Chachi's. And I told him how offended I was about that. And he was like, why would you be offended? He was like, it's a 400 billion dollar industry. He's like, and you make a lot of money doing it. Like, why are you so offended by the word tchotchke? And I was like, huh? And then I thought about it. It's like, you know, it's. You're successful selling tchotchkes or whatever it is. Like, why would you be offended? And then I kind of changed my mindset about it for a little bit, you know.

00:09:44 - Speaker A
Yeah. Which is interesting. But you just brought up a good point because selling to. As you just said, there's so much more behind it. And when you. It dummies it down, right? It like, like waters it down. But the way he's. He, the way he's looking at it, he's like, it's a gold mine if you're in it. Like, who cares?

00:10:02 - Speaker B
Why? Yeah, why wouldn't you?

00:10:03 - Speaker A
Right?

00:10:04 - Speaker B
You know, and then I was like, oh, okay. You know, and then I, I digested it and then now it doesn't bother me as much. But like, that would be the first thing word everyone would use. Oh, so you sell tchotchkes? And I was like, no, I don't just sell tchotchkes. You know what I mean?

00:10:17 - Speaker A
Well, but the word sales, I actually, at a recent conference I was at, I was talking to someone and they're like, well, I'm not really a salesperson. It's just. And I said to them, I was like, everything you do is sales. You don't like the word because sales makes you feel icky. And the way you sell is you connect. And you, you put things with people that actually make their lives better and help them sell their products. And so if you just change your mindset on the word sales, it's networking and what you do in the conversations. And literally I just said to you, oh, wait, we're gonna do that because of what you sold me. But you didn't do it because you were trying to get a buck out of me. You knew that it would elevate my, my business, that it was right for.

00:11:00 - Speaker B
You and what you were trying to do. Right?

00:11:02 - Speaker A
And that's. That is still sales, even though it's a different. So I love that kind of semantics on words because there's so many kind of words like that in the world that people, Someone is like, I hate that. And you're like, what do you mean? I love that, you know, so I love that you changed your mindset, though, and you really actually thought about it.

00:11:19 - Speaker B
Yeah. I feel like it's important. And I feel like. And it's funny that what you say, too. I feel like the word sales or salesperson, you know, could have. Could give you the ick, because depending on what you tie it back to. Right. Like, if you feel like, are you one of those dirty, sleazy, you know, in any profession, you know, like, you could be, like, they say, the used car salesman, but, like, you know, not all used car salesmen are dirty and sleazy. And, you know, so I feel like with sales, IT sales. And you're right. It's all about your mindset and how you look at it. And I love the word that you use, like, connection, because that's really how I built my business, and that's why I love what I do. It goes back to your love of people. I truly love meeting people, hearing their stories, getting to know them. Like, when everyone asks, like, what do you love to do? Like, that's what I love to do. Connect with people. I find it so interesting. And when you listen to people, believe it or not, and you authentically listen to people, that's where the connection comes through. It's an authenticity. It's authentic. And I feel like people. Most people see through that, right?

00:12:25 - Speaker A
Yes.

00:12:26 - Speaker B
And. And they want. And I also believe in transparency. So when I started, I remember I was like, oh, I could do this on my own. And I came from a family of entrepreneurs, which we spoke to, we spoke about previously. And I was, like, still young, and I was like, what do I want to do? Do I want to stay with this and try it on my own, or do I want to try something new? And they were like, look, try it on your own. What's the worst that could happen? You know, you're back to square one looking for a job. And I was like, okay. So I remember setting up. I had, like, an old camp trunk. Remember those, like, big, like, metal camp trunks that weigh, like, a hundred pounds?

00:13:00 - Speaker A
I did not go to camp, but I had friends that went, so, yes.

00:13:03 - Speaker B
Yeah, you know, I know the world. Yes, yes. So. And I had a computer. And on that, back in the day, it wasn't like it is now with Apple, where you, like, get a new computer, and then all of a sudden you press a button and everything syncs like, you needed an IT guy. And, like, I didn't understand that world. I'm sure you didn't either. The whole email thing and web server, like, I was, it was like speaking a foreign language to me. So that was, Everyone was like, oh my God, was it so hard going out on your own and like, you know, meeting new clients and funding your things? I was like, no, that was the easy part actually. The hard part was like getting my like tech stuff up and running like a website and stuff like that. But again, I had, I took three big clients with me. I think I had like Target, Liz Claiborne and. Which was the third Target, Liz Claiborne and oh, Victoria's Secret. And then from there it kind of just took on a life of its own. And then I was doing things that I love, though not necessarily just putting logos on pens, which I did have the capabilities of doing, but really getting my niche in the market, which was shopping. The shopping stores, seeing what, especially living in New York City, it was so easy to find what's current and then know my clients, know their demographics and coming to them and being like, oh my God, this would be so great for you. And a lot of them did higher volume, gift with purchases, purchase with purchases. So it's like, hey, this would be great for your brand.

00:14:30 - Speaker A
Right. And I, and I love, I want you to touch a little bit about like painting the picture of how you grew up because I think, do think that's an important part of who we all become, you know, whether it's good or bad. So take us back to a little bit of, you know, where you grew up and what your parents did.

00:14:47 - Speaker B
Yep. So I grew up on Long Island. My dad was an engineer. He worked for Grumman, which was like a government agency. He actually was pretty cool. And I didn't realize this until later in life. He helped build the lunar module, which is what put the astronauts like Neil Armstrong into space. So not into space on the moon. Yes. So to learn that was really interesting. But then. And then he got laid off. My parents got married young when they were 19. My mom was like valedictorian of her high school and got a full ride to college, but didn't go because at that, supposedly at that time you got married young. So she got married, had three kids. My dad got laid off and ends up like picking up a bakery products route. And my mom always worked and sold stuff like out of the house. And I think I told you this last time, like, she would pick up like, like I remember coming home from school and then my whole garage was filled with like dentine gum and like you know what I mean? She was like slinging dentine or like in order to get my brothers or I to go to camp, she like worked in the camp, doing something at the camp. But she always like, you know, tried to find a way and, you know, make money. And then she always wanted to be a lawyer. So she got a job working as a paralegal from nine to five and then went to law school at night and then became a lawyer and like.

00:16:09 - Speaker A
A super successful one.

00:16:11 - Speaker B
Super successful, yeah. She was a partner within a law firm, a matrimonial law firm, I think within five months of passing the bar, but again. And she also worked for a nonprofit organization called Focus that helped women who couldn't afford to get divorces. So. Yeah, so I feel like that upbringing, you know, having a powerhouse as a mom that was always like, you know, especially with women, like, never depend on any man, you know, always have your own secret stash, always, you know, have your own funds because she was around so many women that like, couldn't get divorced because they couldn't afford it or couldn't leave abusive relationships because, you know, financially they were stuck. So I think with her being in that world all the time, she, you know, ingrained it into me like, you know, you always have to make your own money. You always have to be self motivated. You always have to never depend on a man. Not, you know, you don't need a man for anything, but kind of like never depend on a man for financial.

00:17:11 - Speaker A
Right.

00:17:12 - Speaker B
Anything. Because with that you give up your freedom.

00:17:15 - Speaker A
Right?

00:17:15 - Speaker B
So, yeah, so that was kind of.

00:17:17 - Speaker A
No, that was cool, right? And so I. And I love that. So thank you for painting that. And now I want to jump again. You said also an important thing, like it was the beginning of the dot com. You had started working for this brand marketing company. You were like, you know what, there's things that I love about this. I can do this on my own. And you jumped, you know, two feet in. You had parents that, you know, supported you, but you jumped and then you started doing what you really lit. Lit you up the connections, right? So it's not only. And that's why I think probably the Chachi thing made you pissed because you were like, well, it's not that easy. Like anyone can do that. Like, I'm actually elevating these companies and I'm doing more than that. So it was probably like, right, you, you know something that, I mean, we talk about this, you know, something from your childhood that you were like, no, this is not easy, right? This is, like, not just an easy thing. I'm. I'm actually really working, and I'm working hard, and it's, you know, not just because I'm at the right time, right place. Yes. That has stuff to do it. But you were really good at what you did. It wasn't just all these circumstances that led to it that you were getting, like, something handed to you. You're whooping your ass off.

00:18:21 - Speaker B
Yes, I was running around the city, you know, I was meeting people, you know, but just meeting people. That's so funny, too, because that brings me into, like, you know, think about now in my work life, being in the city and having, like, you know, the ability to talk to so many different people. When you go to a Starbucks, when you're in an office space and you go to the building, I mean, you know, I'm sure you're the same way. It's always like, hey, how you doing? Like, nice shoes. When you're in an elevator, which strikes up a conversation with people. Right? And then when Covid happened and everyone started working from home. Home, it became a very different way of life. You know, it's. You know, and everyone used to say to me, oh, my God, you've been in business so many years. That's amazing. And I was like, really? Like, I never realized why that was such. Like, I don't know. I didn't think that. That. That was crazy. I was like, what do you mean? Like, I thought that all businesses just happen like this. And you. Right. And you. And I think it wasn't until Covid that I realized, oh, I get it now. So it's not always like this. And the truth of the matter is you have to be visible. You have to have. And that's what I realized recently, too. Visibility is the most important thing with any business, which ties back to marketing and everything like that. But the visibility piece is. Yeah. It's the most important.

00:19:44 - Speaker A
So I. This is very interesting to me. So do you think if Covid. Because I think that there's something that companies that don't have to be out there all the time, right. On social media or like, advertising. I mean, there's a reason why the advertising industry is so big, right? Because if you can get the visibility and get out there, people, you know, you're sitting watching a television show and something comes up. I mean, do you remember when you were little. I want that. I want that. And you put that on, you know, a list, you know, or whatever, for your. So, like, there is something huge to It. And then as the whole kind of world of advertising has changed, I mean, so much of how people digest and. And take in, how you can Skip through when TiVo came out, remember, bloop, bloop, bloop. And you can, like, go through the. The ad, do you think, for your business, because you had been in business as long as you were and you were as successful as you were, if Covid didn't happen that you wouldn't have had to make a shift like that. You were riding on the top of the wave because of the work you put in, the momentum, the clients that were coming to you. But when Covid happened, everything shut down. Everything shut down, and everyone pivoted on how they started doing things. So I know in the advertising world, because my husband's in it, you know, Hahn, that it was a huge. It turned everything kind of upside down, a thousand percent.

00:21:09 - Speaker B
I think that. And, you know, the Internet in general, I feel like from where we started and when we started, the Internet was just starting. It wasn't like it is now. Like, I feel like it has to be twofold. I feel like leaving the city, Covid happening. It was very eye opening. It was very. You had to pivot. There was a different way of doing business. There's a different way of having employees. I mean, everything. If you. And I think we've spoken about this before, COVID I remember my team used to come to me and be like, and what a stickler I was about, no, you have to be in the office, you know, and they would be like, can I work from home today? I'm like, work from home? No, you need to be in the office. We need to be able to bounce off of each other. We need the camaraderie. That's the only way to be successful, you know, like, what if you miss something? And what Covid brought to the table is, first of all, for somebody like me, it was like, wow, that was really old school mentality. You know what I mean? Because people can still be productive at home. I guess it depends on your personality. But I feel like depending on where you're at, I guess in your business and kind of person you are, I feel like those things are big factors in, you know, pivoting. And if you could be successful pivoting, Right. I feel like we're kind of old school. Like, we're still like, you need to get in front of people, and I still believe that. I feel like you could have a great marketing and everything else, but I don't know. And Maybe you would know more than I would if those. And what's the return on that investment? With longevity? I feel like with longevity you need to have that kind of connection and in that personal relationship, especially with what I do. Yeah. Because again, I think what sets you apart or me apart from other people is once you get to that like kind of, you know, I feel like the companies that are all market, all social media based with that comes the same kind of like nine to five mentality. You know, like there are times, times that you're going to be able to connect with somebody and times where you're not. And I feel like in my industry especially like even when you do 110 things right, there's always, I, I'm not doing them myself. There's always something if, even if, when you do everything right, there's a small percentage that something could still go wrong. And for me it's not about never making a mistake because no human is perfect. Right. It's about how you handle the mistakes, how, how accessible are you and you have somebody, especially everything. Most things that I do are event based. So if I have like 10,000 bags for an event and then they're delayed and then they don't show up on time, like what do these people have for their event? What if they did marketing for it? You know, what if it was a gift with purchase, They've done, you know, that they're drop that. They're, they're doing at all of the stores where they did all of this additional marketing for it, where they did marketing for the marketing event that's gonna then happen in the stores and all of the money that was then put into that and then to show up and not have anything, so it becomes stressful. Right. So I think with that you need to be able to, you know, be accessible, you need to be able to easily pivot, be solution oriented. Because what happens if the client ordered something past the deadline, things are delayed, then they come in, then they're stuck in customs. Like, are you going to be like sorry or FedEx didn't deliver? And be like, sorry, FedEx didn't deliver them. That's not okay. You know, so it's like, okay, wait, I have a domestic manufacturer, I'm going to make 5,000 bags and we're going to have them here tomorrow and they're going to be similar to the 10,000 bags coming in that won't get there to the following day. Right, Right. Or I'm going to hire an army to go figure out which FedEx this. The goods are stuck in and pick them up and, you know, call the right people and be relentless. You're not getting that from these that are, you know.

00:25:12 - Speaker A
Right. Right. You're doing a personal touch to it is what it is. And that is like something that you thrive on. So do you think. And that. That brings me kind of my next question. Do you love that kind of that? And I want to say, I'm putting it in quotes, like, stress. Because some people are like, oh, my God, that stress would take me down and I couldn't handle it. Like events. Like, I'm now a part of a lot of events. I don't love that stress of an event. I will be honest. I do not.

00:25:42 - Speaker B
But I know a lot of people do.

00:25:44 - Speaker A
Yeah. Like my partner with the. The stuff that I do at the NFL thread, she is like, calm cucumber. And I, now that I'm with her, I'm all like, so much for calm. If I didn't have that calm energy. And she's like, oh, this didn't come in. Oh, what? We'll pivot. And I'm like, oh, okay. Like, there's some people that are just built. Right. We talk about this on this podcast, all this. There's some people that are just built for certain things. Do you think that you thrive in that, it. That energy, or is there times where you're like, oh, my God, I'm so exhausted, I don't want to do that anymore. Or is that like you're.

00:26:17 - Speaker B
That's a great question. That's a really good question. Because funny enough, like, do I. I never thought of it, but that's when. When you tell people, like, what are your best attributes? I would honestly say that that's. That's one of them. You know what I mean? Do. I don't like the 50 additional gray hairs that I'm going to get because of it. Right. I just should. But I do love it because I feel this great feeling of accomplishment when it's like, you don't realize how. And we've also had this conversation before. It's like, that is. It's something that most people don't have. Is that solution oriented, out of the box mentality, what you think is so common in that regard? It's not so common. It's actually common sense. Common sense is not so common. I learned that. I was like, oh, my God, it's common sense. And I'm like, but wait a minute, if most people don't have it, it's not common Sense, you know, it should be uncommon sense. So I feel like I do. I strive on that because I. I'm like a puzzler. You know what I mean? I'm the kind of person that you give me a problem to solve, and I am on it. Like, I. That's all I want to do. I won't stop until I figure it out. It' matrix. Like, I learned how to solve a Rubik's Cube, like, two months ago. And most people are like, are you out of your mind? Like, why would you want to do that? Right? Like, that sounds like the most awful thing. And. Because it's like, it takes a long time. But I was like, oh, my God. It's like, it's a problem that you need to solve. And I was like, I just need to know how to solve it. So I'm that kind of person. Like, you throw a puzzle on the table, like, forget it. I'm not going to go to sleep until I finish the puzzle.

00:28:05 - Speaker A
Right?

00:28:05 - Speaker B
So that, to me is like, you know, accomplish.

00:28:09 - Speaker A
That's one of your strengths.

00:28:10 - Speaker B
Yeah, accomplishing. Like, I hate being told you can't do that, because that to me is like, oh, no, now I have to. Now that's the challenge for me. But you don't want to be in those situations. But I could tell you that, like, if we are in those situations, you definitely want to pick me on your team because I'll be relentless until we figure it out. Like, that's what I say. Used to say to, like, my girls, too, or my crew or my employees. It was like, never say no. Like, I never want to hear the word no. There's. Oh, bring things to me on solutions, you know, Like. And I think that's what most people do. It's like, no, we just can't do it. It's like, what do you mean?

00:28:45 - Speaker A
You can't. Yeah, you can. You can, right?

00:28:47 - Speaker B
Can. You can. Or maybe it won't be. Exactly. But give me a solution. Give me an alternative, right?

00:28:53 - Speaker A
And we can figure it out.

00:28:54 - Speaker B
And we can figure it out.

00:28:55 - Speaker A
And I think it's so important what you just said, because so many people don't allow themselves in the career that they went or the path they go down to really find, like, what their true, true strength, right? Like, what they're like, they can find what lights them up or, like, what excites them. But to find your true, true strength is really cool. And I'm going to give you an example. And everyone's built, like, different, and that's one of the things about. That's why I love learning about people, too, because I just get fascinated. I'm like, oh, that would light me up. Or, no, I would. Like, you know, I'm a little bit more like this, and I could talk about it all day long. But one of the things, and I'm going to bring it back to the conference is one of the women is very much like me. Like, loves to network, loves to talk and like it. She's so excited in the moment, but then she has to unwind. Like, it drains her. She can do it, and she really, really enjoys it, but she then needs time to herself. Like, you know what? I need like an hour. I light up. I could do it all. I don't get tired. I. I could sit at a conference and network or sit in a meeting and talk and brainstorm all day long. And I can't go to sleep because I'm like, oh, my God. The energy that. The adrenaline and the. And the excitement, it does not shut me down at all. And it's interesting because we have very similar personalities, that it's something that we're both very gifted at. But she needs the break. And where it just winds me up.

00:30:24 - Speaker B
We don't need a break. No, me too.

00:30:26 - Speaker A
Ever.

00:30:27 - Speaker B
I have to tell you, I was invited by a woman that. Who's actually a teacher, my son's teacher, and she met me, and our kids ended up playing football together, and we got to know each other, and she invited me to her. Her high school reunion. Like, I would think probably around six or seven times that I met her and hung out with her, like, on a football field. Everyone's like, are you insane? I was like, yeah, I'll go, oh, it sounds great. You know, like, I mean. And everyone's like, are you out of your mind? Like, what person would do that? And I went there, and I remember I had the whole spiel. I was like, oh, yeah, my name is Cindy. I said I was Cindy somebody. I was like, you don't remember me? I was like, I moved here later in high school, and, like, by the end, I was leading, like, the Macarena. I don't know what it was, but, like, I had the best time. And I was like, I should do reunions. You know, I should just be like, I should be the girl that, like, comes in every and everyone. And I remember even telling Fran, she's like, you're going to some girls, like, high school. She's like, that makes zero sense. And most people are like, you're crazy. And I was like, I had the best time, Right.

00:31:33 - Speaker A
So I feel like meeting new people and hearing new people's story and doing that connection. But also, who knows? Are you going to meet. That you actually can do business with?

00:31:42 - Speaker B
Right?

00:31:42 - Speaker A
I mean, that's not what you were thinking, but, like, that's not what I was thinking.

00:31:45 - Speaker B
But there are some people that go like your friend, and it's like, you feel like it's hard, too, when you're. When you're in those situations. People feel like they have to turn it on, you know? Yeah, but I don't get exhausted. You don't get exhausted because there's no turning on. Most people want to turn us off. That's the problem. You know, it's not turning it on. It's just turning it off and turning it off. It's turning it off.

00:32:07 - Speaker A
It's turning it off. Yeah, it is turning it off because it's so. Because I'm like, that just lights me up. I could do like. I love this.

00:32:15 - Speaker B
So you are so funny, too. And you're so personal. You're the same thing. Like, I feel like, again, that's why I name my company aura. Because people, you say, oh, my God, you have such a positive aura about you. Right. I mean, again, would I name the company or now at this stage of my life, as opposed to when I started, I don't necessarily know, but I feel like the message is still, you know, descriptive and describing, because everyone used to be like, oh, you have such a positive aura. And I was like, what does that mean?

00:32:40 - Speaker A
Or you have such great energy, right?

00:32:42 - Speaker B
Oh, great energy. Yeah, always.

00:32:44 - Speaker A
It's so funny. My husband will. Hahn will totally laugh at me. Like, oh, he's like, honey, you have such good energy. Because everywhere we go, people are always.

00:32:52 - Speaker B
Like, oh, I love your energy. They must love your energy.

00:32:57 - Speaker A
And they'll say. He'll be like, oh, yeah, my kids will laugh, too. They're like, Another person just said, oh, you have sunscreen energy. Whenever it happens, we all giggle. But then we. But then it's like, we don't want to giggle to make the person feel weird. But we're like, right? You know, but it's like an inside joke. They're like, oh, that person's just giving mom a little bit more for her head. Oh, yeah.

00:33:15 - Speaker B
No, but tell me, is there a better compliment? Like, I always feel like it's such a compliment because, honestly, it's like you're the person that somebody always wants in the room. It's like, either, you know, to To I speak my mind too. So it's either say something off cuff that everyone's gonna be like, laugh at because they're gonna be like zero filter. Right. Or it's like, you're gonna be, you know, high energy and fun because let's be honest, like, like life is too short and like, who wants to hang out with a dud or who wants to, you know?

00:33:46 - Speaker A
Yeah.

00:33:47 - Speaker B
But I have to say, meeting those people also is like, like the problem solving thing for me. I was like, oh, you're gonna give me somebody that like doesn't like to open up? Let's peel that onion. Right? I'm like, let's. How? What a challenge is that, like, this person's not very nice and personable. I was like, bring them on.

00:34:06 - Speaker A
Why? Let's reg. Yes. Why? What happened?

00:34:08 - Speaker B
Yeah, yeah, let's dig deep in that. Yeah.

00:34:11 - Speaker A
Like a psychologist. Like I was when I was in school because, you know, I think we laughed about this before. I studied communications as well. But there was a part of me that was like, I would love to do like some psychology psychologist thing. But then it was too much school because of my dyslexia. I was like, fuck that. I'm not going to go. I need to get, get in and get out. I didn't want to stay in school too long. But there is something that's so fascinating with how people tick and why people tick and how they're built and what they do and how they move and. And like it's just. And it's not like a. Because I think there's probably a period of time in my life where maybe it was a little bit like I tried to fix people, you know, like.

00:34:49 - Speaker B
Oh, I was the same way. Don't even tell me. It's like the broken wing. I was the broken wing queen. I'm sure you were too. Like, oh my God, you're the most messed up human. Like, I could fix you. Right?

00:34:59 - Speaker A
Let me help you.

00:35:00 - Speaker B
You let me be like, let's be friends. Yeah, I know. I did that too. For a long time.

00:35:04 - Speaker A
Yeah. And then it was like, oh, I don't like this. This is anyone.

00:35:09 - Speaker B
Not only that, you normally get state, you can't fix anyone. Then you get stage five clingers that you basically put all of this energy into.

00:35:18 - Speaker A
But it's true, it's so true, so true, so true.

00:35:22 - Speaker B
It's like, oh my God, no wonder why you. Like, I have so many people want to be friends with me. It's like, okay, well, you think your Mother Teresa and can solve the, you know, solve the universe. And also, you're so giving and you. You take it on like a challenge too. But you're also a good human. So I feel like, you know, it comes from a good place. But. Yeah, you're right. You realize people start sucking the life out of you, Right?

00:35:43 - Speaker A
Well, and when I did my fitness stint, that's why I kind of had to, like, be like, you know, I don't. I think this is. It's. It's draining me. And not in a good way. Because it's like, okay, I can't, like, just don't fucking eat the burger. I don't like, I don't like. Yeah, I understand why we're talking about this. For the eighth month every Saturday. Okay.

00:36:05 - Speaker B
You're like, I don't know you well enough to bitch slap you, so I'm just gonna say, yeah, you're just talking can do it.

00:36:11 - Speaker A
Don't go to the. Go to a different restaurant. I don't like. After time and time again of being like, oh, this is what you should do. This is what you should. Then I was like, well, now I'm getting annoyed.

00:36:20 - Speaker B
Damn it. Yeah, it's like a broken record. Be like, damn it, I can't deal with you anymore now. Wonder why he doesn't want to meet you at the restaurant. No, I'm just kidding.

00:36:28 - Speaker A
No, totally.

00:36:32 - Speaker B
Maybe it's because you're annoying. No. Right, No, I understand. And then you start being like, oh, my God, why am I so angry? I feel like you might be the person like me in that too. Where we inter. We don't really realize it, but a lot of people want to be around people that have that energy. But you also have to be careful who, like, you let in.

00:36:52 - Speaker A
Yes.

00:36:52 - Speaker B
Because who sucks your energy out of you, Right?

00:36:55 - Speaker A
Yes.

00:36:55 - Speaker B
I realized. I learned that as I got older. I'm like, wow, that was a. That person was a real energy sucker. Sucker, you know? Yes.

00:37:01 - Speaker A
And it's very. And it's very aware. Again, that's where, like, the strengths and weaknesses to know how you. How you roll and what you need. And not in a selfish way, but it's like what we're put on this earth to do is to generate energy. Right. Like to generate to make peep. Other people feel good. When we're doing things that feel good, others are like, what are you doing? Why? Like, I wanted. I want to be around you because you're making me feel good. To be able to go and do stuff that's better. And if we all can kind of tap into where our strengths are and then know, yeah, some of these, you know, some of it I'm not great at and I'm just gonna have someone else do it. Right. That's when you grow teams. So. And I know before we started, you know, you were saying that you have gotten a little bit of life again because you moved out of the city. You know, so take us through kind of this, this path.

00:37:52 - Speaker B
Talk about a deep, dark like energy sucker. Moving out of the city was definitely an energy sucker. I mean it was very hard. You know, now when I still even go into the city, when I'm like driving and I see the city skyline, I feel like somebody has like plugged me in again. It's that like it's very hard to keep self being self motivated when you're not surrounded. You don't realize that by like the hustle and bustle and yeah, I get.

00:38:19 - Speaker A
Such energy when I go back to the city and people always so like.

00:38:22 - Speaker B
Even just having like lights, I don't know, light like lunch with just like minded people, it's very different from the screen. It is because you feed off of them. So I went to. So now that I'm, you know, Covid happened, I'm working out of my house which I'm sure, you know, it's very hard for people like us. I feel like that's also like being a people person that is not easy.

00:38:45 - Speaker A
But you know, I was actually just talking about this with someone is I have found a way and I think it's though because I do my podcast so I'm constantly talking to like minded people and so I'm able to find some of it through the screen. Not the same same as like being involved. But I have and I remember when I moved full time out here it was people are like, oh, it's gonna be so lonely. Why aren't you lonely? Like you're not lonely. And I was like, first of all, I don't really get lonely because I can entertain myself. But that's a whole nother story.

00:39:16 - Speaker B
But that's for another podcast.

00:39:19 - Speaker A
Another podcast? Yeah, not this one. But I can interviewing people and feeling that there I still get something from it. And that's why the podcast so kind of like it. And again, it was not in a purpose thing. It just, I really believe it was just kind of like, okay, this is plot. This is what you need now that you're out, you know, out here. And not everyone gets that and you know, so yes, take us through that a Little bit. So.

00:39:45 - Speaker B
Right.

00:39:45 - Speaker A
It's so.

00:39:46 - Speaker B
It's funny that you say that, because when I had the conversation with you, you're the one that brought up doing podcasts for me because of the creativity, because of still feeling, like, the connections, and also the other thing. And I'm sure you do too. I love asking questions. Like, give me any. Like, when people just sit and have a conversation with you and just say, I don't know. Like, I was out to dinner the other night and some girl that I knew came over the table. She's like, oh, it was like a Saturday night. She's like. I'm like, oh, where are you headed? She's like, I have a. I have another engagement. And it was like a Saturday night. I was like, oh, engagement? And I was like, in my mind, I was like, what does that mean? What kind of engagement? Like, you know what I mean? Why wasn't I invited to the engagement? Like, what engagement is happening in East Hampton that I don't know about? So then I was just like, she left, and all of these questions are just going through my mind, like, firing at her, you know? Right, right, right. And then when she came back to the table, I was like, I have some questions. You know, it's just typical, like, any situation. And so I just started asking her questions. So I feel like that in and of itself that you said to me, you were like, podcasts. And like, Like, I wasn't thinking, like, oh, my God, podcast. I'm going to be the come the next, you know, Joe Rogan. But it was more like just another way. And you always said this to me, it's like an outlet for creativity, an outlet to speak to people, an outlet to ask questions. Oh. And I was like, this sounds great. I think this is just what I need, you know what I mean? To kind of create. You have those creative juices flowing again and doing something that you love. And I remember just sitting there and this is what makes you you, which I love about you. Most people were like, oh, ye. Start a podcast. Like, I'll talk to you in five months. But you were like, if it's something that you really want to do, like, this is what microphone you should get. This is what you. What platform you should be on. And it was really like, or let's sit a time, and we could talk about the things that you enjoy that you would want it. And those things people don't normally do. So that I love you for also.

00:41:40 - Speaker A
Because I love you, but. Yes, but I do. Yes, you do.

00:41:44 - Speaker B
Do that most people don't. And you made time to kind of follow up about it. And I feel like, again, like, see certain things like that in somebody's life, that could be a game changer. So when I went to the. We have a trade show every year in Las Vegas, and just from being around, like, minded people in the industry, just by seeing new products and starting to get, you know, your creative juices flowing again about like, oh, my God, this product would be great for this client or this client, you know.

00:42:20 - Speaker A
Sparked.

00:42:20 - Speaker B
Like, it was like a sparked a little flame. And, you know, and now it's like burning inside me to be like, okay, got me all excited again to kind of, like, be back in the industry. Right. So I feel like that. And again, you know, the whole. The podcast conversation, which I totally do want to have, and I love it, and I love the idea. So I think those couple of things, like, it made me realize I need to get out there more. Go to. Because there are more than other things. Yeah. And I think that that circles back to our visibility piece as well. I feel like, you know, if you're questioning anything in your life, like, you know, even at different stages in your life, you're. You change, you know what you like to do. I mean, I look at my mom. My mom went back to. Went to law school and became a lawyer when she was 40 years old, like, again, you know, So I feel like you change and you grow. And the only way to really know what you would want to do is the next step or know that you're not happy or comfortable in what you're presently doing is to be out there, to see other people, to see what they do, to see how they act.

00:43:30 - Speaker A
And ask questions about it.

00:43:33 - Speaker B
Yeah. So I was like, just being around, and he was even funny. Like, I was in a booth and just one of the vendors was telling me how he really wanted to raise his rating online. And this, it's called Sage. It's like a bunch of promotional people have the same network. And I was like, oh. I'm like, well, you're fabulous. I don't understand why you don't have five stars. It doesn't make any sense to me. And he was like, well, you know, maybe you could, like, put in a good rating. I was like, steve, this is your problem. I was like, you need to tell people when they come into your booth and they tell you how fabulous you are, you're gonna be like, do me a favor and give me a star rating on Sage. I want to boost my Rating. And most people will be like, oh, my God, no problem. So this guy walked in. He was like, yeah. He's like, all right, as soon as I leave, I'll give you a rating. And Steve was like, oh, okay. And I was like, no, no, no, no. I was like, we need you to do the rating now. I was like, here's how you get on the website. I was like, click, five stars. I was like, you leave. And Steve was, like, looking at me like I had 10. The guy walked out. He's like, you should be my PR rep, you know, because I was in his booth for 10 minutes, and I. 10 people who genuinely meant to give him a good rating. Give them a good rating. But the thing is, is just like, again, then I was like, oh, pr. Maybe I should have been in pr, But I don't know. Or the people that you meet and you contact, like, maybe I'll be hired for the. To be the next Oprah. Who knows, right? So what I always wanted to do in life was be a talk show host. So maybe, like, at one of these conventions, I'll meet a talent scout.

00:45:00 - Speaker A
But that's the thing.

00:45:01 - Speaker B
You don't. You don't know.

00:45:03 - Speaker A
You don't know. And it's. It is when you feel like you're stagnant, you're stuck. Stuck. You're going through the motions. That it is. You have to stay curious, and you have to stay in your kind of, like, okay, these kind of things keep coming up for me. Or these kind of things keep coming up. I need to explore it. I need to, like, ask some questions. I need to. Because what I have found doing this is a lot of people are fearful of asking questions because they don't want to look dumb. Now, being dyslexic and doing a lot of dumb.

00:45:35 - Speaker B
Get that.

00:45:36 - Speaker A
And adhd, right?

00:45:37 - Speaker B
You. I mean, me. I get that. Get what? You don't want to ask questions, right?

00:45:41 - Speaker A
Like, I. I always, like, I have to ask questions to sometimes learn a different way. And, like, so I think just because of my makeup, I'm like, oh, I can. I'll ask a thousand questions. Like, you know, I'm talking to doctors now, and they'll sometimes be, like, spitting out these same things. And I'll pause and I'll be like, can you explain that? I don't. I know. You keep using the same acronym. I'm not from industry.

00:46:04 - Speaker B
Right.

00:46:05 - Speaker A
So can. And then they always are like, oh, my gosh, I'm so sorry. You know what? Thank you. And it's. It's just like, little things that a lot of people like. I've had other people on the call, they're like, thank you for asking. I was like, yes.

00:46:16 - Speaker B
Be like, do you know what that is like, huh? Now you know.

00:46:18 - Speaker A
I do do that. So I'm not saying that I don't. There's many times that I've also been like, I don't feel like getting into it because maybe I don't really want to get into conversations person. So I'll just write it down on the side or just be like, yeah, totally, because I don't.

00:46:30 - Speaker B
So I think until you make it, you've done the fake it till you make it, and then. And you've also done the asking questions.

00:46:37 - Speaker A
Asking questions. And I think it's important to kind of find that balance to figure out.

00:46:42 - Speaker B
I think that's authentic, too. I think it shows a lot about a person when they don't just, yes you. And they're like, wait a minute. Like, what does that mean?

00:46:50 - Speaker A
Right?

00:46:50 - Speaker B
And going back to what you said, I remember a phrase from when I was little. I don't. Not too little, but. And that my parents had spoken about. It was like, it was better. It's better to be quiet and be thought a fool than to speak and remove all doubt.

00:47:08 - Speaker A
Oh, I love that.

00:47:10 - Speaker B
And I was. Because I was. Maybe they were saying it to me. Maybe that's why. Maybe that's where it all comes from. They're like, sherry, like, filter. Slight filter.

00:47:21 - Speaker A
But that's so good, though.

00:47:23 - Speaker B
It is. It's better be quiet and, you know, be thought a fool than to speak and remove all doubts. So in those situations where it's like. Like that always then hindered me from, I think, asking the questions to. In fear of what you said before, of possibly looking like an idiot, you know, or not knowing what you spoke about. But in the same regard, it's like, I feel like by asking questions that there's an authenticity about that, you know, because so. So it's like twofold. Like, I feel like there's something very authentic about somebody who could kind of just sit there and be like, yeah, I don't. I don't.

00:48:04 - Speaker A
I'm not familiar with that.

00:48:05 - Speaker B
I'm not familiar with that.

00:48:07 - Speaker A
But it is probably your parents. I mean, it's very interesting that you.

00:48:09 - Speaker B
Said, like, it was definitely about you.

00:48:11 - Speaker A
It was totally about you being like, oh, my God. Because you were like a kid. Like, I was. I would go up to an old person and be like, you got a lot of wrinkles. Like, you're gonna die. My mom would be like, oh, my God. Oh, I'm so sorry. Like, I was. I, like, said what was on my fricking mind. So I could see that. But I have to say, my dad, from when I was very young would always say to me, there's no dumb question. If you have a question, ask it. And so I think, coming from that. And my dad's also dyslexic. Coming from that.

00:48:40 - Speaker B
I didn't know that.

00:48:41 - Speaker A
And so I think your dad was also. Yeah. And so I think. And his mom let him ask a lot of questions. You know what I mean? So, like, I think it was this. This. It's like, okay. It's okay to ask questions, right? And, you know, my son, that's also just like. I mean, we used to call him the why kid because he asked, like, you know, and kids in general ask a lot of questions. But it was like. I mean, triple. I haven't had friends that be like, oh, my God, he has so many questions. How do you keep up? And I'm like, I love it. I love it. And if I don't know it, I. We look it up and we figure it out together. He wanted to know about how everything worked, and it was just so interesting. It's just the way some. And I'm not saying that people that ask a lot of questions are dyslexic. Just, you know, in my world, that's what it is. Because you. Things don't always line up the way that someone's explaining it. So you need to ask. But there's a lot of dyslexic people that won't ask because they don't want to look stupid. And so I think that there's a very fine line, and you need to read the person that's in front of you, because there's people that don't want to answer questions or don't know the answer and don't like you asking questions because they also think you're questioning them. Them.

00:49:45 - Speaker B
My challenging them. Yeah.

00:49:47 - Speaker A
My eye doctor yesterday was not real. A big fan of my questions.

00:49:51 - Speaker B
I want. I need the first name and last name of the eye.

00:49:54 - Speaker A
Look, I look like I've been, like, smoking weed all day. My eyes are so freaking blood.

00:49:58 - Speaker B
Oh, is that why you enjoy podcasts so much? No, actually, your eyes do look very glassy.

00:50:04 - Speaker A
They're so. They're. Something's bothering me.

00:50:07 - Speaker B
You have to go to a new eye doctor. Okay.

00:50:08 - Speaker A
Go ahead. Anyways, right? So I. Anyone that's watching this on YouTube. Yes, I know. I look like I.

00:50:14 - Speaker B
She's not stoked. Owned everybody. She does these things sober. Yeah, no, I think I hear what you're saying. Like, and it's funny because my son asks a lot. Like, watching a movie with him is almost like. I'm like, I don't want to watch a movie with you anymore. And it's so mean. But it's so true. Because he asked so many questions. But that's also what makes him so smart, and that's what makes, I think, you so smart as a person. Are the people that do ask the questions?

00:50:39 - Speaker A
Well, because we're learning, right?

00:50:40 - Speaker B
Because you're learning and you're processing, you know, and you're. And you're connecting dots and you're making connections, and I feel like, yes, it's learning, and I love that. And I feel like I. I do ask a lot of questions also, because I'm, like, kind of nosy, too. Like, I want to know. Right, right, right. A little nosy, you know, because I'm like, oh, my God. But I don't understand, like, what'd you do before that? And then, why did you do that? What was your mindset at the time? So, yeah, I agree. But I feel like entrepreneurs are those kind of peoples that ask questions. Questions. Don't you? Yeah, I feel like most.

00:51:12 - Speaker A
Yes, a lot of entrepreneurs. I feel like that people that I encounter that are in that space, but it's. It is. It's a. It's also. Because it's not a traditional path. Right. It's kind of an. A traditional. And so sometimes you have to, like, know what questions. And I. This is one of the things that I say that I absolutely love. Like, you could be one question away from a different life. It depends on who.

00:51:35 - Speaker B
You just gave me chills. I didn't know that. I've never heard you say that before.

00:51:38 - Speaker A
I love it that it's actually, like, on my YouTube. That's, like, my first thing. Like, really, you ask who you ask the question to when you ask it. What. You know what the question is. Your entire life trajectory can be changed.

00:51:53 - Speaker B
That's unbelievable and unbelievably true as well. It reminds me of. I don't know if you see. You ever see that movie Sliding Doors? Yes. Where it's like, you make the train and your life goes this way, and you miss the train and your life goes this way, and how it changes the trajectory of your life and they follow the two different paths that the life of your life would have taken. That reminds me of that. But it's true. You're one question away. Yeah. I mean, I love that. I love that. I actually love it. And I believe it's true. The more questions you ask. Knowledge is power. But I also believe, as I was speaking to my stepson about this the other day, too, ignorance is also bliss. You know, those two are very true as well.

00:52:36 - Speaker A
But that's where it is it really. That's where there's that fine line that. That movie. Right. It's. It's so fine because you don't know what side to go on. But the more I think people can be centered into who they are and confident and comfortable in who they are and know, like, read other people. Like, you can really balance that and do both really well.

00:53:01 - Speaker B
I agree. I feel like I'd also didn't realize what a superpower it was, was to be intuitive, like, to be able to read people. Yeah. Right. I mean, super chat. You do that very well. And also, you. You have this gift to, like, Segway and keep people, like, on track. Like, I would be all. I'm all over the place. I'm like, oh, my God, squirrel. You want to talk about squirrels? And, like, you know, last time I saw a squirrel that.

00:53:27 - Speaker A
You said that, though. But I mean, okay, talk to Hahn about that. And he would pee his pants. He'd be like, what are you talking about? She's, oh, my God. I'm like, squirrel. And in this. And I have found. Because I've had a lot of people that know me very well, they're like, I've listened to your podcast. I don't understand how you can stay so on track. And then I have a conversation with you later. And. But I've gotten really, really good at it in the last, like, eight to 10 years because of that.

00:53:53 - Speaker B
Yeah. I have to be honest, knowing you, like, there, I. It was almost like everyone's like, you need to go on. We need to see you guys speak to each other on a podcast, because you, too. We can't even imagine what that must be like. They must think that the two of us are just all, you know, like, all over the place, being, like, asking different questions. But it's really unbelievable how you're.

00:54:12 - Speaker A
I can keep it on track. I can keep it on track. I'm very. And I can remember what I want to ask. But back in my early attention deficit days, like my 20s and 30s, no. If I. If I had a question and someone was talking, I would have to interrupt them because I needed to get the question out.

00:54:28 - Speaker B
Because I would never remember or I won't remember. I know, right. The same thing.

00:54:31 - Speaker A
But I can not do that anymore. And it's because of doing this really.

00:54:37 - Speaker B
Right.

00:54:37 - Speaker A
And kind of honing on that.

00:54:38 - Speaker B
See, you could see your like again. I feel like it must be even harder. It's different when you're in front of somebody and, like, have a conversation for them to see your authenticity. I could only. It's so much harder this way.

00:54:51 - Speaker A
Yeah.

00:54:51 - Speaker B
You know what I mean? Because a lot of it's like, your vibe, how you feel, your mannerisms. Like, you know, we're not. I'm not pacing my room. Or I'm not. Like, I'm trying not to at least. Like, I. No, you're sitting straight. And you've sat straight the whole time. Like, I'm, like, sitting here flipping my hair.

00:55:08 - Speaker A
Do you see? I have all of these things.

00:55:10 - Speaker B
Oh, I didn't know that you. Toys.

00:55:12 - Speaker A
I didn't teach you this. Look at this.

00:55:14 - Speaker B
No, like this. You didn't teach me any of that.

00:55:17 - Speaker A
I am sorry. And you said memory. You said, I. These are things I teach. This is why I can stay still. Because that's the other thing. A lot of my still the whole.

00:55:24 - Speaker B
Time, and you have not moved once. I'm, like, sitting here, like, fidgeting in.

00:55:27 - Speaker A
My half of my body.

00:55:29 - Speaker B
Well, now I know your secret. I need to get, like, a fidget spinner.

00:55:32 - Speaker A
Yeah. So I have these, like. And I just. Like, this is, like, a meaning. Whatever. This is a rock from. I mean, a shell. And I just rub it. So these are the things. Yes, because it is. I. But I do this. Hahnielle, who I work with, she's like, I don't understand how you can sit all day and do this, because I've gotten really good. But it's because of practice. And I see. See what it is and what's important. And this is I do. You know, back in my storytelling consultant days, this is what I would help people do that we're getting on the circuit. Because I'm like, there's a lot of hints and a lot of tricks that you can do to then also get on other people's podcasts. You know, like, if you're a good guest, people are going to want that. If you're like, you know, what makes a good guest is someone that can have a conversation and. And stay and answer questions, but not just answer, like, one word. Like, literally can have a conversation. And I mean, I don't think you're moving that much, but, like, oh, my God.

00:56:29 - Speaker B
You haven't. I, like, literally. And you notice my neck's getting really red, breaking out hives. I mean, I have to turn the heat off. I was like, oh, my God, it's getting so hot here. And I don't want to, like, break it, but I figure you edit, too, so in case I'm sitting here, like, you know, scratching my neck, you could technically edit that out.

00:56:49 - Speaker A
Yeah, but I usually don't. Don't.

00:56:50 - Speaker B
You don't.

00:56:51 - Speaker A
We usually don't edit that stuff out. No, because it's like, it again. It's on. It's authentic.

00:56:57 - Speaker B
I understand. But, like, if I'm sitting here, like, now I have eyes all over.

00:57:01 - Speaker A
Can cut this out?

00:57:02 - Speaker B
No, it's okay. Leave it in, Leave it in. No, I think I. I agree. Like, I. I feel like. Right.

00:57:07 - Speaker A
So you.

00:57:08 - Speaker B
Those little tricks of the trade. But I could see you on, like, a red carpet, like, you. That doesn't rattle you, which is something so crazy to me. There are certain situations, like, usually I'm the one, like, throw Sherry up there. She's going to be able to ask.

00:57:22 - Speaker A
Yeah.

00:57:23 - Speaker B
She's not going to have a problem. And my big thing is, you don't ask, you don't get. Right. I'm a big proponent of that.

00:57:28 - Speaker A
Right.

00:57:29 - Speaker B
Like, you want something, ask for it.

00:57:31 - Speaker A
Because you don't know whether. And I've taught my kids that. I mean, you have to ask if.

00:57:34 - Speaker B
You have to ask.

00:57:35 - Speaker A
If you don't ask, the answer is no. But the one. I want to go back. One of the things, Zoom. I can read people on zoom. I cannot on the telephone. I need to see someone and their movements and how they are. And that's one of the things that I'm very, very good at, whether it's in person or over the screen. And I may be, just because I've been doing it over the screen for so long now. I've gotten really good. But I can tell, like, if someone's uncomfortable, if, like, if I need to change the subject or talk a different way or they like. Or what lights them up, that I can pull more things out of them at certain points, and I can do that in person. If I'm on the phone, I cannot. So, like, if I have, like, a client or, like, before the client or someone that wants to be on the podcast of, like, can we just do a telephone call? I'm sorry, I can't, because I. I.

00:58:21 - Speaker B
Have to see you. Right. I have to see you, like, feed off you. Have you ever had anyone that's like, because I've had this before where like no expression at all. And you're like, you're saying things that are making you laugh and you're like, and you think it's so funny. And then you look at them and it's like, nothing.

00:58:37 - Speaker A
Yeah. Oh, yeah.

00:58:38 - Speaker B
And then, so what do you do in those situations?

00:58:41 - Speaker A
I mean, I just, then, you know, I'll bring down my energy. I won't keep my energy up. I'll just be like, you're at a.

00:58:46 - Speaker B
10, you need to be at it.

00:58:47 - Speaker A
Yeah, just be like.

00:58:49 - Speaker B
Then you start being like. And for my next question, you can't do that.

00:58:52 - Speaker A
Can't do that.

00:58:53 - Speaker B
Now you just like, not as.

00:58:55 - Speaker A
No. I typically don't have a lot of those personalities on the podcast because I usually will do a.

00:59:01 - Speaker B
You vet people.

00:59:02 - Speaker A
I vet people. I vet people because I don't want to have a conversation with someone that can't have a conversation or I can tell if someone has reached out because I get a lot of people, a lot of PR companies and people that reach out to me that they're like, I have the best guest for you. And they're like, they're going to talk about, about their best selling book and, and this. And I'm like, okay, you haven't done any research on my podcast. It's about your story. And if you can tell your story, that's great. We'll get to, you know, your book or whatever. But that's not what I'm, that's not what I'm doing. I like, that's not who my listeners are. And so that's also very interesting. I can tell when someone's authentic and they, you know, really want to talk about, you know, we all have something we want to get out. So like you're on a podcast for the good feels, but usually there's, you know, you have a business or something. I totally get that. That is like an understand. But if you going to kind of. That's how you're going to lead the conversation.

00:59:52 - Speaker B
You just want to promote your business as opposed to. Well, let me ask you a question. Shocker. Why would you pick like your, with your podcast, you, not your, I don't want to say your outline, but your podcast is about people and their stories and how they started their business and, you know, how they were inspired and created their business through what they love to do. Right. Or something in their path. That's the reason. Like what inspired them, what made them who they are today. Right.

01:00:22 - Speaker A
Yeah.

01:00:23 - Speaker B
Why did you pick that out of curiosity.

01:00:25 - Speaker A
I was doing it, actually. And I didn't realize I was doing it when I started the podcast, because I started the podcast as a creative outlet. And then as my creative outlet, I. When I first started, I did short story. Like, I basically did personal journal stories. That's when it was first called your neck for next.

01:00:42 - Speaker B
I remember funny stories that had happened to you in your life.

01:00:45 - Speaker A
Yeah, in my life. And then. And they were short. And then they were. No interviewing. Then Covet happened. And then I. And I was on an app called Clubhouse, and there was a lot of projects.

01:00:53 - Speaker B
Yeah, yeah.

01:00:54 - Speaker A
And I did a. I got connected with a lot of podcasters. So then I was like, oh, I want to start interviewing some of these people. This is really interesting. I want to know how they, you know, like, what. What, like, lights them up. Right. And then Covet happened, and I was like, oh, I'm gonna. I want to interview people around the world to find out what kind of like. And I called it Quarantine stories. Stories. So it was, like, in there. And when I interviewed this one woman who was very successful and had a really big podcast from Clubhouse, I interviewed her, and she said to me, do you think, like, next up, Crazy Town? Like, crazy to me is, like, scary. And I was like, oh, no, crazy.

01:01:30 - Speaker B
Crazy Town is fun. I love crazy.

01:01:32 - Speaker A
It's endearing. It makes me happy. It's like, my life, my family. Like, Crazy Town is like. And she's like, okay, there's. As you grow, there's going to be people that you might not get on the podcast because they're like, crazy Town. And I was like, that's interesting. You know what? I need to think about this, and I do want to start interviewing more people. Like, I. When I interviewed people during COVID Quarantine stories, I was like, this is what I'm meant to do. Like, I am meant to interview people. So that's when. Then I pivoted, and I actually rebranded and I changed it to your next stop.

01:02:03 - Speaker B
Your next stop.

01:02:04 - Speaker A
And. And it was. Was what I actually was doing, and I didn't realize I was following a passion and turning it into a business. So it actually, like, aligned completely. Because then I opened up, like, my own consulting company, and I started doing workshops all from the podcast.

01:02:19 - Speaker B
So it morphed organically. It morphed organically. Yeah. But that's interesting. So crazy people could take as, like, you know, certifiable, Like. Yeah, as opposed to crazy. I think of crazy as fun.

01:02:31 - Speaker A
Fun and happy.

01:02:33 - Speaker B
Happy. Yeah. Positive.

01:02:34 - Speaker A
I feel like it's because we're crazy.

01:02:35 - Speaker B
Yeah, exactly. We're called crazy so often. We're like, it must be me that you're amazing.

01:02:42 - Speaker A
No, I guess totally. No, that is. But really. Yeah. So, Sheri, thank you so much for joining your next stop. I, you know, I love we can sit and talk for hours. People didn't realize that, but you guys know what to do, like rate, review and share because you don't know who in their life right now is at a crossroads who, who maybe needs to hear some inspiration, who is really out there that needs to pivot. They need to hear a story like this. So, like rate, review and share and we'll see you for another episode of your next episode.

01:03:07 - Speaker B
And ask questions. Always ask some questions. Why? Because you're one question away.

01:03:12 - Speaker A
What's your quote from a different life?

01:03:14 - Speaker B
You're one question away from a different life.