1 00:00:33,262 --> 00:00:35,267 Speaker 1: Hello and welcome to the Bootstrapper's Guide to 2 00:00:35,307 --> 00:00:37,932 Logistics, the podcast highlighting founders doing it 3 00:00:37,951 --> 00:00:39,634 the way that doesn't get a lot of attention. 4 00:00:39,634 --> 00:00:42,567 We're here to change that by sharing their stories and 5 00:00:42,606 --> 00:00:44,070 inspiring others to take the leap. 6 00:00:44,070 --> 00:00:48,010 It's a roller coaster ride that you might ultimately fail. 7 00:00:48,600 --> 00:00:49,543 Speaker 2: That's when I kind of knew. 8 00:00:49,584 --> 00:00:50,567 Speaker 1: I was on to something . 9 00:00:51,281 --> 00:00:52,146 Speaker 2: It was very hard. 10 00:00:52,620 --> 00:00:54,548 Speaker 1: It truly is building a legacy. 11 00:00:55,260 --> 00:00:57,789 Speaker 2: The more life you live, the more wisdom you have. 12 00:00:58,340 --> 00:01:00,606 Speaker 1: Because we are where we're supposed to be, kind of 13 00:01:00,748 --> 00:01:01,751 answering the call. 14 00:01:01,751 --> 00:01:04,709 Don't shoulder entrepreneurship on your own. 15 00:01:04,709 --> 00:01:06,634 I'm your host, nate Shoots. 16 00:01:06,634 --> 00:01:09,704 Let's build something together from the ground up. 17 00:01:09,704 --> 00:01:14,417 Hello everybody and welcome back to the show. 18 00:01:14,477 --> 00:01:17,861 We are deep into season three now on the Bootstrapper's Guide 19 00:01:17,882 --> 00:01:20,743 to Logistics, doing what we've been doing for a handful of 20 00:01:20,804 --> 00:01:24,768 years now just sharing founder stories behind what I believe 21 00:01:24,807 --> 00:01:31,432 are the most compelling businesses in the industry. 22 00:01:31,432 --> 00:01:31,933 Somebody. 23 00:01:31,933 --> 00:01:35,716 And then they have to be acted on and special thanks to Tyson 24 00:01:35,757 --> 00:01:39,626 Lawrence for sharing his story recently Liz Wayne and Casey 25 00:01:39,647 --> 00:01:41,471 Winans, along with Josh Klebanoff. 26 00:01:41,471 --> 00:01:44,384 We've had everything from trucking company owners to 27 00:01:44,945 --> 00:01:50,439 warehouse software brokerages you name it on the show, and 28 00:01:50,459 --> 00:01:52,766 we're glad to just continue spreading the word about what 29 00:01:52,787 --> 00:01:56,638 people are building and shed more light on the people that 30 00:01:56,679 --> 00:01:58,784 are doing it the old-fashioned way, without raising a ton of 31 00:01:58,825 --> 00:02:02,359 capital and only using the resources that they have 32 00:02:02,400 --> 00:02:03,302 available themselves. 33 00:02:03,302 --> 00:02:05,588 That's why we love the bootstrappers, it's why we love 34 00:02:05,608 --> 00:02:09,567 the underdogs, and so today I'm thrilled to get to introduce 35 00:02:09,627 --> 00:02:12,841 Rachel Hayden, who is the CEO and founder of Confidential 36 00:02:12,901 --> 00:02:14,423 Career Solutions in Dallas. 37 00:02:14,423 --> 00:02:15,925 Good morning, rachel. 38 00:02:15,925 --> 00:02:16,507 How are you today? 39 00:02:16,947 --> 00:02:17,989 Speaker 2: Good morning Nathan. 40 00:02:17,989 --> 00:02:20,132 Thank you for having me on the show. 41 00:02:20,132 --> 00:02:21,533 I'm doing well. 42 00:02:21,735 --> 00:02:29,259 Speaker 1: Thank you Wonderful. 43 00:02:29,259 --> 00:02:31,424 I know you've had an illustrious career with some 44 00:02:31,444 --> 00:02:33,947 really big names in not just logistics but in business IBM, 45 00:02:33,966 --> 00:02:35,610 pepsico, xpo in the logistics world. 46 00:02:35,610 --> 00:02:39,735 So you've got big company chops in your background and then 47 00:02:39,840 --> 00:02:42,372 somewhere along the line you decided you know what, I want to 48 00:02:42,372 --> 00:02:43,216 do my own thing. 49 00:02:43,216 --> 00:02:46,344 And now you have a boutique recruiting firm in Texas. 50 00:02:46,344 --> 00:02:49,893 So I want to unpack some of that with you, first starting 51 00:02:49,932 --> 00:02:54,031 with the big company side, because I imagined it served you 52 00:02:54,031 --> 00:02:57,000 well when you shifted into being a business owner. 53 00:02:57,000 --> 00:03:01,300 So what was the draw for you of these mega corporations and 54 00:03:01,320 --> 00:03:03,810 these really recognizable names early in your career? 55 00:03:05,280 --> 00:03:09,090 Speaker 2: Yeah, so when I started IBM I started right. 56 00:03:09,090 --> 00:03:16,229 I was green when I started to work in an executive position. 57 00:03:16,229 --> 00:03:27,560 I wasn't an executive but within a huge company and I was 58 00:03:27,580 --> 00:03:29,080 fortunate to go through a temp service to get into IBM. 59 00:03:29,080 --> 00:03:30,322 So and I was also fortunate also to work within the CAD 60 00:03:30,342 --> 00:03:32,723 department back then when they were developing CAD and so I got 61 00:03:32,723 --> 00:03:39,227 to get in with the trainers for CAD and with IBM. 62 00:03:39,227 --> 00:03:42,669 It was such a formal position. 63 00:03:42,669 --> 00:03:44,610 We wore blue and white. 64 00:03:44,610 --> 00:03:52,455 I was never used to any type of business like that. 65 00:03:52,455 --> 00:03:55,656 I love dressing up because I thought that was great. 66 00:03:56,076 --> 00:04:01,724 But the business itself it was neat at an early age to be 67 00:04:01,844 --> 00:04:06,313 surrounded by such strong executives at an early age. 68 00:04:06,313 --> 00:04:11,811 And so I got to see from the business side of the world which 69 00:04:11,811 --> 00:04:12,853 I was not used to. 70 00:04:12,853 --> 00:04:19,358 I was used to service because I'd always hustled for a job. 71 00:04:19,358 --> 00:04:20,961 I worked as a waitress. 72 00:04:20,961 --> 00:04:24,149 I did service positions to where I could earn money. 73 00:04:24,149 --> 00:04:26,944 I knew how much money I could earn, so I was used to that. 74 00:04:26,944 --> 00:04:29,413 But I wasn't used to the business etiquette. 75 00:04:29,413 --> 00:04:33,485 So coming in and learning the business etiquette for IBM was 76 00:04:33,544 --> 00:04:34,287 fantastic. 77 00:04:34,287 --> 00:04:36,831 And and Kelly girls actually hired me. 78 00:04:36,831 --> 00:04:39,585 I mean IBM hired me on from Kelly girls. 79 00:04:39,585 --> 00:04:42,711 So I was actually an IBM employee, which I was very proud 80 00:04:42,711 --> 00:04:42,872 of. 81 00:04:42,872 --> 00:04:45,283 By the time I was like 20. 82 00:04:45,283 --> 00:04:49,230 And so that to me, was really really neat. 83 00:04:49,230 --> 00:04:55,947 And uh, so I um, so I took that and I thought, well, why stop 84 00:04:56,550 --> 00:05:01,149 here, let's try to go ahead and keep within the business world. 85 00:05:02,819 --> 00:05:10,889 And I ended up getting into an executive recruiting position 86 00:05:11,490 --> 00:05:16,175 with actually I'm still friends with her a second grade, my 87 00:05:16,214 --> 00:05:20,504 second grade friend from school, and she had an executive 88 00:05:20,605 --> 00:05:23,132 recruiter firm and she said why don't you come work for me? 89 00:05:23,132 --> 00:05:26,312 There's, you know, this is a pretty neat job and you can make 90 00:05:26,312 --> 00:05:28,562 a lot of money at it and you'd be really good at it. 91 00:05:28,562 --> 00:05:30,307 I'm like, oh okay. 92 00:05:30,307 --> 00:05:34,338 So I jumped into it and I started learning it and I really 93 00:05:34,338 --> 00:05:37,552 liked it because I liked the communication that I had with 94 00:05:37,620 --> 00:05:40,267 the client, and then I liked the communication that I had with 95 00:05:40,288 --> 00:05:43,444 the candidate and then just putting it all together, because 96 00:05:43,444 --> 00:05:47,512 in my prior years too, I was always drawn to coaching 97 00:05:48,822 --> 00:05:54,132 basketball teams for the city, and so when you coach a team, 98 00:05:54,172 --> 00:05:57,728 you're actually bringing the forces together, making it 99 00:05:57,767 --> 00:05:58,589 happen for a win. 100 00:05:58,589 --> 00:06:02,228 And so I think that's where I gravitated toward the recruiting 101 00:06:02,228 --> 00:06:04,413 piece because I enjoyed the win . 102 00:06:04,413 --> 00:06:08,326 I enjoyed bringing the candidate to a position where 103 00:06:08,346 --> 00:06:11,173 they could be successful and then making the client happy as 104 00:06:11,213 --> 00:06:11,413 well. 105 00:06:11,413 --> 00:06:15,168 So it was like almost a competitive drive for me within 106 00:06:15,187 --> 00:06:16,952 myself to bring those two together. 107 00:06:16,952 --> 00:06:19,848 So that so interesting that that brought me into the 108 00:06:19,908 --> 00:06:20,649 recruiting piece. 109 00:06:21,439 --> 00:06:29,329 And so at an early age, you know , we were going into the IT era 110 00:06:29,771 --> 00:06:36,807 and 90 and way back then, and so we were going into the IT era, 111 00:06:36,826 --> 00:06:40,418 but but you know, it crashed back in 90. 112 00:06:40,418 --> 00:06:47,088 Right, and so at that time I was working also with a company. 113 00:06:47,088 --> 00:06:49,492 I'd left her company and I was working with a company called 114 00:06:50,052 --> 00:06:53,762 well, it was a company, transportation company and with 115 00:06:53,781 --> 00:06:58,651 the transportation company I opened up a business, recruiting 116 00:06:58,651 --> 00:06:59,112 business. 117 00:06:59,112 --> 00:07:03,288 And while I was working with the recruiting business, they 118 00:07:03,329 --> 00:07:05,112 wanted me to get them a salesperson. 119 00:07:05,112 --> 00:07:09,632 And so I said I don't know anything about brokerage. 120 00:07:09,632 --> 00:07:12,238 Is this truck drivers? 121 00:07:12,238 --> 00:07:12,740 What are we doing? 122 00:07:12,740 --> 00:07:13,483 Because I don't know. 123 00:07:13,983 --> 00:07:15,687 I how to recruit a truck driver. 124 00:07:15,687 --> 00:07:20,629 And so I did get them a salesperson, uh, to support a 125 00:07:20,750 --> 00:07:24,100 huge client they had, and the salesperson did fantastic. 126 00:07:24,100 --> 00:07:29,432 So they said, well, we're going to close down the it division, 127 00:07:29,913 --> 00:07:33,505 um, and of the recruiting department, and since you've 128 00:07:33,526 --> 00:07:36,399 been recruiting outside of it anyways, would you want to come 129 00:07:36,459 --> 00:07:38,685 over to our company and recruit? 130 00:07:38,685 --> 00:07:39,208 So I did. 131 00:07:39,208 --> 00:07:42,999 I said yeah, I um, yes, would you want me to recruit? 132 00:07:42,999 --> 00:07:45,605 And they're like, well, we need sales and you did such a good 133 00:07:45,625 --> 00:07:47,471 job with the sales, can you do that? 134 00:07:47,471 --> 00:07:50,406 I'm like yes, so I got in there and I started recruiting for 135 00:07:50,425 --> 00:07:51,187 the sales book. 136 00:07:51,187 --> 00:07:54,721 But the thing is is what I noticed was when we were 137 00:07:54,742 --> 00:07:57,586 bringing in the sales candidates , because they didn't have any 138 00:07:57,646 --> 00:08:00,490 training, we were losing them. 139 00:08:01,452 --> 00:08:02,194 Speaker 1: Turnover was high. 140 00:08:02,293 --> 00:08:02,855 Speaker 2: It's tough. 141 00:08:02,855 --> 00:08:08,129 You bring someone in and they don't know anything about, or 142 00:08:08,170 --> 00:08:10,213 they know little about, transportation. 143 00:08:10,213 --> 00:08:15,788 They don't know about what a reefer is, what dimensions that 144 00:08:15,848 --> 00:08:19,954 can hold, what a flatbed does the flatbed need tarps? 145 00:08:19,954 --> 00:08:24,514 You know just little things that when you're working in the 146 00:08:24,576 --> 00:08:59,608 industry and you're quoting a load can be part of the quote. 147 00:08:59,608 --> 00:09:02,295 And then they lose the opportunity because they didn't 148 00:09:02,335 --> 00:09:02,921 have the training. 149 00:09:02,921 --> 00:09:09,774 So I was fortunate to work with a fantastic HR employee there 150 00:09:09,994 --> 00:09:17,535 and we discussed about making a training program for that 151 00:09:17,575 --> 00:09:21,122 company and we put together a training program because we 152 00:09:21,182 --> 00:09:23,566 wanted to retain the candidates that we were getting. 153 00:09:23,566 --> 00:09:27,554 So my job at that point actually became recruiter and 154 00:09:27,594 --> 00:09:27,974 trainer. 155 00:09:30,622 --> 00:09:32,528 Speaker 1: What already stands out to me listening to you 156 00:09:32,569 --> 00:09:36,482 describe this is some folks go into their career and they have 157 00:09:36,882 --> 00:09:42,633 a goal in mind of I want to be a director of HR one day, or 158 00:09:42,713 --> 00:09:46,007 something like that, and they're singular in where they think 159 00:09:46,067 --> 00:09:46,749 it's going to go. 160 00:09:46,749 --> 00:09:53,967 And other people are like I'm going to just take what comes my 161 00:09:53,967 --> 00:09:55,313 way because I don't know what the next thing is going to look 162 00:09:55,334 --> 00:09:55,434 like. 163 00:09:55,434 --> 00:09:56,499 And yours seems to be a combination of both already, 164 00:09:56,519 --> 00:10:01,495 where you probably couldn't have predicted where you were going 165 00:10:01,515 --> 00:10:04,443 to end up, based on where you started, and yet each time you 166 00:10:04,503 --> 00:10:07,732 adapted to whatever the opportunity was. 167 00:10:07,732 --> 00:10:09,725 Would you say that that is that ? 168 00:10:09,725 --> 00:10:13,053 Uh, does that resonate with you as part of who you are, as 169 00:10:13,100 --> 00:10:15,087 you're just flexible and you're able to? 170 00:10:15,569 --> 00:10:16,352 Speaker 2: roll with the punches . 171 00:10:16,352 --> 00:10:20,162 Uh, I'm always looking for opportunity and because I feel 172 00:10:20,183 --> 00:10:25,291 like if you bypass opportunity, you never know what it could 173 00:10:25,331 --> 00:10:26,092 bring Right. 174 00:10:26,092 --> 00:10:27,815 And so I always kept. 175 00:10:27,815 --> 00:10:31,927 I always kept my eyes open for opportunity. 176 00:10:31,927 --> 00:10:37,924 But also I had to stay focused on what I was doing to make the 177 00:10:37,964 --> 00:10:42,412 recruiting, um, the recruiting and training program work so I 178 00:10:42,451 --> 00:10:45,344 could get to the next opportunity Right, because I 179 00:10:45,444 --> 00:10:52,701 knew bringing in a training for this particular position it 180 00:10:52,762 --> 00:10:55,930 would retain really good candidates that we were bringing 181 00:10:55,930 --> 00:10:56,090 in. 182 00:10:56,090 --> 00:10:59,087 They wouldn't get frustrated, they could have a quicker start, 183 00:10:59,087 --> 00:11:00,707 they could be successful right. 184 00:11:01,260 --> 00:11:06,388 So, identifying that opportunity and saying, okay, yes, we can 185 00:11:06,428 --> 00:11:10,754 do this, because I've always looked at it as yes, we can do 186 00:11:10,794 --> 00:11:14,820 this, because I've always looked at it as yes, we can do this, 187 00:11:16,140 --> 00:11:17,940 no-transcript. 188 00:11:17,940 --> 00:11:21,174 And so, with that being said, it's like I, you know, you 189 00:11:21,214 --> 00:11:22,780 identify the opportunity. 190 00:11:22,780 --> 00:11:26,509 You have to be able to identify the opportunity and want to 191 00:11:26,629 --> 00:11:28,053 move toward the opportunity. 192 00:11:28,053 --> 00:11:31,589 Because what I learned at an early age and because I thought 193 00:11:31,609 --> 00:11:34,621 it was just going to happen for me oh, I'm in this position, I'm 194 00:11:34,621 --> 00:11:38,106 going to get promoted, oh well, how come I'm not getting 195 00:11:38,146 --> 00:11:39,311 promoted yet? 196 00:11:41,340 --> 00:11:42,104 You have to make it happen. 197 00:11:42,104 --> 00:11:43,308 It doesn't just magically happen. 198 00:11:43,640 --> 00:11:46,350 Like, if you want to move up, you have to make it happen, 199 00:11:46,460 --> 00:11:49,990 which means usually you have to put in a little extra work or 200 00:11:50,030 --> 00:11:54,545 the, the extra training, or the or the certificates, or taking 201 00:11:54,565 --> 00:11:55,487 the time to. 202 00:11:55,487 --> 00:12:01,749 Uh, you know better yourself in one way and I was never really 203 00:12:01,809 --> 00:12:04,925 taught that, but I had seen both of my parents work really hard 204 00:12:05,005 --> 00:12:09,039 in life, and when I noticed they work really hard in life, I 205 00:12:09,099 --> 00:12:12,688 noticed that, um, nothing comes free. 206 00:12:12,688 --> 00:12:16,497 Right, you have to work hard, you know, and so. 207 00:12:16,497 --> 00:12:19,543 But there was a while when I was younger thinking, oh, you 208 00:12:19,563 --> 00:12:22,547 know, I'll be fine, I'm going to get promoted, this company 209 00:12:22,627 --> 00:12:23,308 loves me. 210 00:12:23,308 --> 00:12:27,475 And then, uh and uh, it wasn't happening as quick as I wanted 211 00:12:27,535 --> 00:12:27,815 it to. 212 00:12:27,815 --> 00:12:29,826 And that's when I said, well, you know what I'm going to have 213 00:12:29,846 --> 00:12:33,225 to really push to make this happen, but I've got to show 214 00:12:33,245 --> 00:12:36,092 them that I'm successful at what I'm doing to make it happen. 215 00:12:37,780 --> 00:12:41,511 Yeah, and so at an early age, you know, I learned to do that. 216 00:12:42,042 --> 00:12:47,419 Speaker 1: Yeah, and so at an early age I learned to do that. 217 00:12:47,419 --> 00:13:00,506 So then, fast forward, you end up, obviously, you had many 218 00:13:00,526 --> 00:13:02,390 other roles in lots of other organizations. 219 00:13:02,390 --> 00:13:05,542 Point where you you said, okay, I'm going to take all of those 220 00:13:05,602 --> 00:13:08,534 lessons that I've learned and I'm going to start my own 221 00:13:08,594 --> 00:13:09,056 business. 222 00:13:09,056 --> 00:13:11,567 Was that something that had been brewing in the back of your 223 00:13:11,567 --> 00:13:14,440 mind for a long time, or was it just a spark of inspiration? 224 00:13:14,761 --> 00:13:15,001 Speaker 2: one day. 225 00:13:15,001 --> 00:13:15,322 How did? 226 00:13:15,322 --> 00:13:18,830 It is what I realized, because there was a couple of things 227 00:13:18,850 --> 00:13:20,401 that were on the forefront. 228 00:13:20,401 --> 00:13:23,486 I didn't know how stable the company I was with was going to 229 00:13:23,527 --> 00:13:27,614 be, and I knew that we had a plan to grow and I didn't know 230 00:13:27,694 --> 00:13:28,541 what was going to happen. 231 00:13:28,581 --> 00:13:33,252 But I also knew that in my position as a talent manager 232 00:13:33,312 --> 00:13:39,729 acquisition, I was dealing with other recruiters executive 233 00:13:39,769 --> 00:13:44,095 recruiters that were bringing talent in right, but the talent 234 00:13:44,115 --> 00:13:47,731 they were bringing in they couldn't really identify exactly 235 00:13:47,731 --> 00:13:48,533 what we needed. 236 00:13:49,697 --> 00:13:52,363 And because the industry is tough, right, I think, uh, 237 00:13:52,484 --> 00:13:57,293 everyone's learned it has has been educated on it now for the 238 00:13:57,334 --> 00:13:57,861 most part. 239 00:13:57,861 --> 00:14:01,670 But uh, the industry is tough, like knowing the difference 240 00:14:01,710 --> 00:14:05,506 between company to company titles and positions, because 241 00:14:05,567 --> 00:14:10,962 they all maybe have different titles for the same position and 242 00:14:10,962 --> 00:14:13,829 it could be a different position like an account manager 243 00:14:13,829 --> 00:14:18,091 in one company could be actually just managing the 244 00:14:18,151 --> 00:14:20,800 account to where, as an account manager in another company, 245 00:14:20,900 --> 00:14:24,307 could also have a mix of sales, because they're cradle to grave, 246 00:14:24,307 --> 00:14:24,667 right. 247 00:14:24,667 --> 00:14:30,267 And so the I noticed that there was a need for that and so I 248 00:14:30,287 --> 00:14:33,678 started really thinking about well, you know, I know, having 249 00:14:33,698 --> 00:14:37,907 the executive experience prior to and because what I used to do 250 00:14:37,907 --> 00:14:41,943 is recruit recruiters, so it was a niche and so I was like 251 00:14:41,963 --> 00:14:44,445 you know, this is a niche because there's not many 252 00:14:44,625 --> 00:14:45,769 recruiters out there. 253 00:14:46,800 --> 00:14:50,410 And I think I'm going to go ahead and try to build on this 254 00:14:50,470 --> 00:14:53,867 niche, because there's an opportunity again that is 255 00:14:53,907 --> 00:14:54,749 presented to me. 256 00:14:54,749 --> 00:15:01,220 I didn't know, like I've never had my own business, I didn't 257 00:15:01,260 --> 00:15:02,642 know how to do it. 258 00:15:02,642 --> 00:15:05,023 I had to do a lot of research for it. 259 00:15:05,023 --> 00:15:08,946 I was scared, I you know. 260 00:15:08,946 --> 00:15:10,968 There was a point where I was. 261 00:15:10,968 --> 00:15:16,412 You know, I had a, I owned a home, I had a car payment, I had 262 00:15:16,412 --> 00:15:17,233 a kid. 263 00:15:17,233 --> 00:15:21,076 I was like, oh, no, like oh, I'm taking a big chance here. 264 00:15:21,076 --> 00:15:25,223 I'm taking a big chance and I was sweating bullets. 265 00:15:25,223 --> 00:15:26,906 I tell you I was. 266 00:15:27,107 --> 00:15:28,370 Speaker 1: I was like okay. 267 00:15:28,510 --> 00:15:29,933 Speaker 2: I'm going to go ahead and start this. 268 00:15:29,933 --> 00:15:30,964 I'm going to go ahead and do it . 269 00:15:30,964 --> 00:15:34,681 It's a prime opportunity time to do it, because we just went 270 00:15:34,701 --> 00:15:37,770 through a merger and acquisition and a lot of change there and I 271 00:15:37,770 --> 00:15:42,841 was like, okay, it's time for me to to. 272 00:15:42,841 --> 00:15:43,804 I guess the best word to say is jump. 273 00:15:43,824 --> 00:15:45,969 You know, it's like when you're on the diving board for your 274 00:15:46,009 --> 00:15:50,026 first time and you're like I'm going to dive but I'm so afraid 275 00:15:50,106 --> 00:15:51,108 that I could belly flop. 276 00:15:51,108 --> 00:15:54,425 But I'm going to dive, and it was like that. 277 00:15:54,425 --> 00:15:57,149 It was like, okay, just do it. 278 00:15:57,149 --> 00:16:00,524 And I had my family and friends going you can do this, you can 279 00:16:00,564 --> 00:16:02,287 do it, and I'm my family and friends going, you can do this, 280 00:16:02,307 --> 00:16:02,667 you can do it. 281 00:16:02,667 --> 00:16:03,909 And I'm like, okay, okay okay, oh, that's wonderful. 282 00:16:03,929 --> 00:16:06,813 And then I look at you know, like get ready. 283 00:16:06,813 --> 00:16:10,660 And then finally I just jumped, I just did it. 284 00:16:10,660 --> 00:16:15,925 But I will tell you when I did it, because I put a lot of 285 00:16:15,945 --> 00:16:20,589 pressure on myself that the first couple of weeks I was like 286 00:16:20,589 --> 00:16:22,871 , oh no, I'm not going to make it, I'm not going to make it, 287 00:16:22,891 --> 00:16:23,392 I'm not going to make it. 288 00:16:23,392 --> 00:16:23,872 Oh, you know what? 289 00:16:23,872 --> 00:16:27,816 Okay, just keep making your calls, just keep reaching out to 290 00:16:27,816 --> 00:16:28,296 people. 291 00:16:28,296 --> 00:16:31,121 You know what you're doing, just keep doing it. 292 00:16:31,121 --> 00:16:36,551 And for just a glimpse moment there I was like maybe I should 293 00:16:36,651 --> 00:16:38,795 quit because it's not going to happen. 294 00:16:38,795 --> 00:16:44,662 And no one's returning my calls , people aren't really listening 295 00:16:44,662 --> 00:16:46,127 to me because I just started my business. 296 00:16:46,127 --> 00:16:47,733 It's not going to happen. 297 00:16:47,733 --> 00:16:53,046 And I got that phone call from my first client saying, okay, we 298 00:16:53,046 --> 00:16:56,352 need a broker manager in our office. 299 00:16:56,352 --> 00:16:59,866 I was like okay, and I just started talking to him. 300 00:16:59,866 --> 00:17:02,451 I had the experience, I knew what I was looking for. 301 00:17:03,481 --> 00:17:07,111 Speaker 1: Um, and yeah, I can speak their language. 302 00:17:07,623 --> 00:17:10,180 Speaker 2: And I had that right there. 303 00:17:10,180 --> 00:17:13,028 When you get that first client, if you, if you have a business 304 00:17:13,088 --> 00:17:15,324 or you've ever had a business, that first piece of business, 305 00:17:15,965 --> 00:17:17,170 just it's like a spark plug. 306 00:17:17,170 --> 00:17:20,749 It's like, oh okay, and then it becomes addictive, doesn't it? 307 00:17:20,749 --> 00:17:24,523 Then it's, oh okay, go, so I did, and then it becomes 308 00:17:24,604 --> 00:17:25,508 addictive, doesn't it? 309 00:17:25,579 --> 00:17:26,527 Speaker 1: Then it's okay. 310 00:17:26,527 --> 00:17:27,132 I did it once. 311 00:17:27,132 --> 00:17:29,317 Now I know it's possible. 312 00:17:29,336 --> 00:17:29,598 Speaker 2: I did. 313 00:17:29,598 --> 00:17:30,805 Now I just want to do more. 314 00:17:30,805 --> 00:17:36,269 And I landed a fantastic client within the first probably 35 315 00:17:36,311 --> 00:17:38,014 days of working my own business. 316 00:17:38,014 --> 00:17:43,538 So we get paid after the know, after the client, after the 317 00:17:43,557 --> 00:17:46,044 candidate sits in the seat, starts. 318 00:17:46,044 --> 00:17:50,532 And so I got that first check reasonably soon and I I framed 319 00:17:50,634 --> 00:17:50,693 it. 320 00:17:50,693 --> 00:17:52,967 I looked at it for a while because I was like, oh man, 321 00:17:55,824 --> 00:17:57,067 proud of yourself. 322 00:17:57,086 --> 00:18:00,635 Yeah, absolutely that I that I could do this right, that I 323 00:18:00,675 --> 00:18:02,900 could do this right, that I could do it. 324 00:18:02,900 --> 00:18:08,022 And it brought that feeling of you got to keep going, and so 325 00:18:09,125 --> 00:18:12,386 that's how I jumped into it and there was a lot of nerve. 326 00:18:12,386 --> 00:18:16,268 I know people I'm talking to someone right now who's trying 327 00:18:16,288 --> 00:18:21,005 to get going in their own business, right, and there's 328 00:18:21,065 --> 00:18:23,680 nervousness of can I make it, can I do this? 329 00:18:23,680 --> 00:18:26,448 But this person is such a they're a professional at what 330 00:18:26,488 --> 00:18:30,345 they do and I said you've got to give yourself credit for 331 00:18:30,465 --> 00:18:35,541 knowing what you do is important and you make an impact, because 332 00:18:35,541 --> 00:18:42,292 a lot of people know that they have that incredible experience 333 00:18:43,595 --> 00:18:46,640 and it can be value to someone out there, right. 334 00:18:46,640 --> 00:18:50,112 But then when you're starting your business, you doubt 335 00:18:50,172 --> 00:18:52,740 yourself if you've never started a business before, because you 336 00:18:52,901 --> 00:18:53,583 don't know. 337 00:18:53,583 --> 00:18:56,812 It's the unknown, what is scary , right? 338 00:19:06,380 --> 00:19:07,403 Speaker 1: well and the client is there's no track record 339 00:19:07,423 --> 00:19:08,688 behind you yet, uh, as a, as a small business to rely on, and 340 00:19:08,708 --> 00:19:10,634 so what they're really buying into and what they're really 341 00:19:10,794 --> 00:19:14,424 trusting is that you're going to figure it out, because you 342 00:19:14,445 --> 00:19:17,051 don't have you don't have credibility in the market, but 343 00:19:17,092 --> 00:19:20,682 they the feedback that I've heard from a lot of founders on 344 00:19:20,701 --> 00:19:26,066 their first customer, or their first few customers, was my 345 00:19:26,145 --> 00:19:29,508 customer believed in me to the point that they not family, 346 00:19:29,587 --> 00:19:30,649 that's not friends. 347 00:19:30,649 --> 00:19:49,869 That is so empowering that you go from hesitating on the end of 348 00:19:49,869 --> 00:19:52,780 the diving board to feeling like you've got a cape on and 349 00:19:52,801 --> 00:19:55,504 you're superman and you can do anything. 350 00:19:55,504 --> 00:20:02,412 And I think it is a point on nearly every entrepreneur's 351 00:20:02,532 --> 00:20:07,738 journey that they remember when a client believed in them and 352 00:20:22,610 --> 00:20:24,191 Not a lot of people know about that moment. 353 00:20:24,351 --> 00:20:25,892 Speaker 2: It's a private thing very much and I love that. 354 00:20:25,892 --> 00:20:29,394 You framed it too. 355 00:20:29,394 --> 00:20:31,635 Know I did and you know I've been. 356 00:20:31,635 --> 00:20:36,380 I've been open now for almost 14, 15 years and in the industry 357 00:20:36,380 --> 00:20:38,004 at for confidential career solutions. 358 00:20:38,004 --> 00:20:39,869 I've been very careful about who I work with. 359 00:20:39,869 --> 00:20:42,062 You learn some hard lessons in business. 360 00:20:42,062 --> 00:20:47,972 You know um and then, but you yeah have you been let down? 361 00:20:47,993 --> 00:20:51,987 Speaker 1: I have and what are some of the harder moments that 362 00:20:52,007 --> 00:20:52,368 you've gone? 363 00:20:52,388 --> 00:20:58,623 Speaker 2: through huge um, when you land a huge client and you 364 00:20:58,663 --> 00:21:01,048 think it's going to be so spectacular to work with them, 365 00:21:01,107 --> 00:21:05,803 but then you see that you're just another recruiter that 366 00:21:05,823 --> 00:21:08,846 they're working with, they don't really. 367 00:21:08,846 --> 00:21:15,814 Uh, you, you come in and you've got to really push to get the 368 00:21:15,874 --> 00:21:17,496 information that you need from them. 369 00:21:17,496 --> 00:21:19,949 They don't give you all the tools you need. 370 00:21:19,949 --> 00:21:23,061 They're not on time because you're just another recruiter, 371 00:21:23,741 --> 00:21:28,891 you're just another executive recruiter coming in to help them 372 00:21:28,891 --> 00:21:33,427 among the other 15 that they have, and they're going to look 373 00:21:33,487 --> 00:21:36,865 at your candidates, but they also have an internal candidate 374 00:21:36,884 --> 00:21:40,382 that they're considering as well , but they want to see all the 375 00:21:40,402 --> 00:21:43,230 candidates because they want to make sure that the internal 376 00:21:43,289 --> 00:21:45,822 candidates are best, which I get growing organically. 377 00:21:46,883 --> 00:21:51,388 But the thing that's really hard is when you work with some of 378 00:21:51,408 --> 00:21:58,196 the larger clients and they how can I say this? 379 00:21:58,256 --> 00:22:01,008 it's a privilege to work with them, so they don't really need 380 00:22:01,028 --> 00:22:05,862 to give you everything and how can I be successful if I don't 381 00:22:05,902 --> 00:22:09,787 have all the tools or if I don't even have the buy-in? 382 00:22:09,787 --> 00:22:15,453 Because when I sell a candidate , I'm really excited about 383 00:22:15,514 --> 00:22:17,456 selling the candidate to the company. 384 00:22:17,456 --> 00:22:19,505 That's one thing for me. 385 00:22:19,505 --> 00:22:22,388 It's like I have to believe in the company to sell the 386 00:22:22,428 --> 00:22:26,047 candidate to the position, be excited about it too. 387 00:22:26,047 --> 00:22:30,280 And when you can't get excited about a company and this is 388 00:22:30,682 --> 00:22:36,163 where at first I kind of had to think about it Do I really want 389 00:22:36,183 --> 00:22:37,086 to work with that company? 390 00:22:37,240 --> 00:22:40,528 Do I really want to take a candidate out of their 391 00:22:40,989 --> 00:22:45,827 employment place, pull them into a company to where they're just 392 00:22:45,827 --> 00:22:49,846 going to be a number, and I sold it as being a great 393 00:22:49,948 --> 00:22:51,672 opportunity for growth. 394 00:22:51,672 --> 00:22:57,030 And oh, they have such great culture and they have this when 395 00:22:57,151 --> 00:22:57,612 they don't. 396 00:22:57,612 --> 00:23:04,347 So I yeah very careful about who I work with at that point, 397 00:23:04,548 --> 00:23:08,126 and I Laura, the largest candidate clients sometimes 398 00:23:08,187 --> 00:23:11,545 aren't the best clients, right, but you do have a lot of clients 399 00:23:11,545 --> 00:23:11,905 out there. 400 00:23:11,905 --> 00:23:15,028 Well, sometimes you get looked over, you know. 401 00:23:17,740 --> 00:23:20,065 Speaker 1: And a lot of times for the really large companies, 402 00:23:20,144 --> 00:23:24,093 they're placing so many jobs that each one by itself does not 403 00:23:24,093 --> 00:23:29,450 mean that much, but for you as the recruiter, it represents a 404 00:23:29,549 --> 00:23:32,122 much larger portion of your business, and then for the 405 00:23:32,182 --> 00:23:34,922 candidate it's their entire career, a much larger portion of 406 00:23:34,922 --> 00:23:36,206 your business, and then for the candidate it's their entire 407 00:23:36,226 --> 00:23:36,346 career. 408 00:23:36,365 --> 00:23:38,653 So there's just such a different sense of how much it matters to 409 00:23:38,653 --> 00:23:41,802 the recruiter versus the candidate, versus the employer, 410 00:23:42,083 --> 00:23:47,053 and I imagine it's easy to get or it was easy to get jaded in 411 00:23:47,333 --> 00:23:50,664 some of that until you found, hey, here are the types of 412 00:23:51,427 --> 00:23:54,573 employers that I really do want to work with and that I do feel 413 00:23:54,613 --> 00:23:55,453 really confident. 414 00:23:55,453 --> 00:24:00,788 And then also you occupy a really unique space in the job 415 00:24:00,849 --> 00:24:03,234 world where you have to. 416 00:24:03,234 --> 00:24:07,047 The candidate is going through a life, potentially 417 00:24:07,147 --> 00:24:11,567 life-changing experience, and it's going to impact their 418 00:24:11,606 --> 00:24:11,868 budget. 419 00:24:11,868 --> 00:24:14,366 It's going to impact their commute, it's going to impact 420 00:24:14,261 --> 00:24:15,523 their budget, it's going to impact their commute, it's going 421 00:24:15,523 --> 00:24:20,811 to impact their family, and you have to show up on the client 422 00:24:20,851 --> 00:24:21,030 side. 423 00:24:21,030 --> 00:24:23,526 This is pure business, but for the candidate, this is their 424 00:24:23,566 --> 00:24:28,551 life, and so I would imagine you have to be an empathetic person 425 00:24:28,551 --> 00:24:33,511 to be able to help a candidate navigate that. 426 00:24:33,632 --> 00:24:33,972 Speaker 2: Yeah. 427 00:24:33,972 --> 00:24:38,724 Because they can't be murky sometimes, right and I do agree 428 00:24:38,744 --> 00:24:39,625 the whole thing with you. 429 00:24:39,625 --> 00:24:42,874 Know you want it to be transparent for them from the 430 00:24:42,933 --> 00:24:43,215 start. 431 00:24:43,215 --> 00:24:48,253 You want them to be able to see what it is at the very start, 432 00:24:48,574 --> 00:24:52,805 and you know I have a lot of empathy for the candidate, but I 433 00:24:52,805 --> 00:24:57,064 also understand the client's need as well, and the only thing 434 00:24:57,064 --> 00:24:59,509 that's going to bring those two together is the transparency 435 00:24:59,711 --> 00:25:03,410 right, and so the transparency has to be there. 436 00:25:04,000 --> 00:25:08,365 If the transparency is not there with me and the client at that 437 00:25:08,405 --> 00:25:11,971 time, it's not going to be there anytime afterwards with the 438 00:25:12,010 --> 00:25:12,511 candidate. 439 00:25:12,511 --> 00:25:14,654 So the candidate really has to. 440 00:25:14,654 --> 00:25:20,308 You know, it's one thing a company going through change for 441 00:25:20,308 --> 00:25:24,382 instance merger and acquisition okay, now some of that you 442 00:25:24,422 --> 00:25:30,353 can't really be transparent about but also with more of the 443 00:25:30,413 --> 00:25:35,661 senior levels or someone coming in at a senior level, they're 444 00:25:35,701 --> 00:25:39,372 going to have to know a little bit about what's going on right, 445 00:25:39,372 --> 00:25:42,949 because they're going to have to lead the change, to make the 446 00:25:42,969 --> 00:25:43,631 change right. 447 00:25:43,631 --> 00:25:46,788 And so it's a really tight line you walk. 448 00:25:46,788 --> 00:25:49,148 You know it's a fine line to be walked. 449 00:25:49,180 --> 00:25:53,047 Speaker 1: You got to respect the client's business as well as 450 00:25:53,047 --> 00:25:58,844 respect the candidates wants and needs and ability to fit in 451 00:25:59,084 --> 00:26:05,173 with the client right, and so do you have a candidate that comes 452 00:26:05,173 --> 00:26:07,805 to mind, that was maybe one of your, your favorites, where 453 00:26:08,066 --> 00:26:11,445 everything, the stars aligned just perfect and they, they 454 00:26:11,505 --> 00:26:13,192 landed the job and it changed their life. 455 00:26:13,192 --> 00:26:16,122 Or you know something, something along those lines of 456 00:26:16,142 --> 00:26:19,568 the fairy tale ending where everything went as you wanted it 457 00:26:19,568 --> 00:26:22,941 to and, um, it keeps you going. 458 00:26:22,961 --> 00:26:25,626 Speaker 2: You know, yes, when I look at a candidate that's been 459 00:26:25,626 --> 00:26:31,066 at their job for when since of time I started like 10 years 460 00:26:31,167 --> 00:26:39,961 plus 14 years and they're still with the company that's a huge 461 00:26:39,980 --> 00:26:40,865 win, right, because that is strong retention. 462 00:26:40,865 --> 00:26:43,016 That means that the match was there from the start and they 463 00:26:43,036 --> 00:26:48,028 got to build, and so I have a few candidates that are still at 464 00:26:48,028 --> 00:26:49,753 the companies that I put them with. 465 00:26:50,059 --> 00:26:54,749 I also have company and clients that I helped grow out from a 466 00:26:54,828 --> 00:27:01,506 start that are doing really well and so adding good talent and 467 00:27:01,645 --> 00:27:04,851 understanding the company's need for me. 468 00:27:04,851 --> 00:27:06,673 That's what I do. 469 00:27:06,673 --> 00:27:12,026 It excites me to see the client or the candidate grow like they 470 00:27:12,026 --> 00:27:12,287 have. 471 00:27:12,287 --> 00:27:13,708 And so, yeah, I do have. 472 00:27:14,288 --> 00:27:20,658 I do have a candidate that, uh, hated, didn't oh gosh didn't 473 00:27:20,678 --> 00:27:22,863 want to make the change because they're not good with change, 474 00:27:23,525 --> 00:27:25,211 and I had to talk to them. 475 00:27:25,211 --> 00:27:28,539 I'm like, okay, this is position, would be a great 476 00:27:28,580 --> 00:27:30,282 position for you because you have these attributes that fit 477 00:27:30,302 --> 00:27:30,662 into the position. 478 00:27:30,662 --> 00:27:32,682 Because you have these attributes that fit into the 479 00:27:32,722 --> 00:27:35,485 position transitional skills that will work. 480 00:27:35,485 --> 00:27:41,170 You're a good, you know your retention to retain a client and 481 00:27:41,170 --> 00:27:44,873 your customer communications and your service, and not only 482 00:27:45,013 --> 00:27:46,614 internally I had to really push them. 483 00:27:46,614 --> 00:27:50,336 I had to really say, ok, you know this would be a really good 484 00:27:50,336 --> 00:27:50,777 move for you. 485 00:27:50,777 --> 00:28:01,347 And so when I took them and this is when I worked, when I 486 00:28:01,368 --> 00:28:02,613 started way back and we were trying to get entry-level 487 00:28:02,633 --> 00:28:04,078 salespeople in, I grabbed this person from a restaurant who was 488 00:28:04,078 --> 00:28:08,947 a waitress and I had to persuade her to come into a 489 00:28:09,008 --> 00:28:12,381 brokerage sales position which she knew nothing about and she 490 00:28:12,421 --> 00:28:14,449 didn't really know about corporate. 491 00:28:14,449 --> 00:28:25,392 I got her in there and like today's date, like she's 492 00:28:25,412 --> 00:28:30,980 probably about 275 all in, you know, yeah, yeah. 493 00:28:31,000 --> 00:28:32,586 And so I did talk to her the other day and we were just kind 494 00:28:32,606 --> 00:28:34,273 of going back because I've known her for so long and and when I 495 00:28:34,293 --> 00:28:35,939 was talking I said yeah, you know you were killing me. 496 00:28:35,939 --> 00:28:38,248 It was taking you forever to make that move. 497 00:28:38,248 --> 00:28:40,144 You were so good. 498 00:28:41,681 --> 00:28:43,347 Speaker 1: She was stuck at the end of the diving board. 499 00:28:44,601 --> 00:28:46,567 Speaker 2: You know I was patient with you, but I'm so 500 00:28:46,626 --> 00:28:47,691 glad that you made the move. 501 00:28:47,691 --> 00:28:50,189 She goes, yes, Thank you so much. 502 00:28:52,780 --> 00:28:56,168 Speaker 1: Well, and you have a fundamentally people driven 503 00:28:56,307 --> 00:28:59,581 business, which has to be highly rewarding, and when you get to 504 00:28:59,641 --> 00:29:04,352 see the long-term impact of those, the actions that you've 505 00:29:04,372 --> 00:29:06,897 taken and the relationships that you've built, I would imagine 506 00:29:06,918 --> 00:29:08,019 that's incredibly rewarding. 507 00:29:08,019 --> 00:29:11,548 And then on the flip side, right now anyways, it's a 508 00:29:11,629 --> 00:29:13,273 challenging job market out there . 509 00:29:13,273 --> 00:29:18,024 So there are a lot of folks that are not getting the big 510 00:29:18,064 --> 00:29:23,192 wins and there's a lot of open to work badges on linkedin 511 00:29:23,232 --> 00:29:23,934 people looking. 512 00:29:23,934 --> 00:29:27,409 So what advice would you have, not necessarily on the 513 00:29:27,509 --> 00:29:28,211 entrepreneur side? 514 00:29:28,211 --> 00:29:30,423 Now I'm going to shift a little bit and just talk about some of 515 00:29:30,423 --> 00:29:32,630 the folks that are out there that are that need help. 516 00:29:32,630 --> 00:29:37,129 What advice would you give, um, to somebody who's who's looking 517 00:29:37,129 --> 00:29:38,633 for that next thing and is having a challenge? 518 00:29:38,820 --> 00:29:39,020 Speaker 2: Yeah. 519 00:29:39,020 --> 00:29:43,686 So from college grad to executive, it's competitive at 520 00:29:43,826 --> 00:29:52,576 all levels right now and I don't think that it's been this 521 00:29:52,636 --> 00:29:53,799 competitive for a while. 522 00:29:53,799 --> 00:29:58,059 I don't think that it's been this competitive for a while. 523 00:29:58,059 --> 00:30:04,123 And I think the most important thing right now for these 524 00:30:04,143 --> 00:30:05,485 candidates is you have to brand yourself and look at it like 525 00:30:05,505 --> 00:30:06,767 you're selling a new product. 526 00:30:07,408 --> 00:30:10,111 Okay, you put the new product out there. 527 00:30:10,111 --> 00:30:17,081 It's a great product out there, it's got great potential. 528 00:30:17,081 --> 00:30:18,442 But if you don't market, market that product, no one's going to 529 00:30:18,442 --> 00:30:19,024 know about it. 530 00:30:19,024 --> 00:30:24,453 Plus, it's going to be with all the other same like products 531 00:30:24,720 --> 00:30:25,481 that are out there. 532 00:30:25,481 --> 00:30:30,332 They don't know the value, they don't know what this product is 533 00:30:30,332 --> 00:30:34,971 going to bring in comparison to all the other light products. 534 00:30:34,971 --> 00:30:37,769 So you've got to go out there and you've got to brand yourself 535 00:30:37,769 --> 00:30:38,170 right now. 536 00:30:38,360 --> 00:30:44,096 And I don't think I mean I think , um, I see some people branding 537 00:30:44,096 --> 00:30:48,009 themselves, but you really have to go strong right now, because 538 00:30:48,009 --> 00:30:51,666 the competitive market, the pool, and for what you're 539 00:30:51,706 --> 00:30:54,865 looking for in your industry whether it be supply chain and 540 00:30:54,884 --> 00:31:02,672 logistics, f&a, service industry right now it's competitive. 541 00:31:02,672 --> 00:31:07,176 So you've got to show them you're the best person for this 542 00:31:07,857 --> 00:31:08,240 position. 543 00:31:08,240 --> 00:31:09,746 And it could be several ways. 544 00:31:09,746 --> 00:31:13,411 It could be by posting something on LinkedIn. 545 00:31:13,411 --> 00:31:17,004 If you're not a writer, you can find an article that's trending 546 00:31:17,004 --> 00:31:22,019 right now and talk about what you know and how the trend is 547 00:31:22,078 --> 00:31:26,129 affecting what you know and show the knowledge You've got to 548 00:31:26,149 --> 00:31:27,712 show the knowledge, sure Thought leadership yeah. 549 00:31:28,381 --> 00:31:33,951 Get yourself within groups Network Right now. 550 00:31:39,888 --> 00:31:41,333 Speaker 1: Finding a job is a job yeah. 551 00:31:47,180 --> 00:31:48,203 Speaker 2: So you got to make sure you got to utilize your 552 00:31:48,225 --> 00:31:50,274 time to the best that it can be, and just making connections is 553 00:31:50,334 --> 00:31:53,588 great, but you're going to have to take it a step further and 554 00:31:53,609 --> 00:31:54,270 you're going to have to. 555 00:31:54,270 --> 00:31:56,048 You're going to have to brand yourself. 556 00:31:56,048 --> 00:31:56,991 You can do. 557 00:31:56,991 --> 00:32:00,241 There's people out there that do it professionally for you you 558 00:32:00,241 --> 00:32:00,923 can do it. 559 00:32:00,923 --> 00:32:06,493 Um, you can now go to ai and ask how to do it right, and so 560 00:32:07,014 --> 00:32:08,721 so you have to get yourself out there. 561 00:32:08,761 --> 00:32:13,114 It's not good enough just being the superstar that you are in, 562 00:32:13,153 --> 00:32:15,901 the position that you were in, because you have a lot of other 563 00:32:15,941 --> 00:32:22,918 superstars right now all in the same group and people might take 564 00:32:22,918 --> 00:32:23,440 it for granted. 565 00:32:23,460 --> 00:32:25,024 Speaker 1: They're like, hey, I've done all these wonderful 566 00:32:25,064 --> 00:32:28,172 things, but if people don't know about it, it didn't, it doesn't 567 00:32:28,172 --> 00:32:32,451 matter, and resumes are not always the best at youulating 568 00:32:32,490 --> 00:32:36,942 folks' experience, and we do live in a digital world now, and 569 00:32:36,942 --> 00:32:40,692 so your online presence does have a significant impact. 570 00:32:40,692 --> 00:32:45,048 I know of several people that would say the only reason I am 571 00:32:45,067 --> 00:32:47,880 where I am right now is because I started writing on LinkedIn, 572 00:32:48,441 --> 00:32:53,351 or I started posting on Twitter about supply chain, and it opens 573 00:32:53,351 --> 00:32:53,490 to. 574 00:32:53,490 --> 00:32:57,086 I mean, this podcast is a result of an exchange on Twitter 575 00:32:57,086 --> 00:33:02,669 four and a half years ago and that's why, to me, it's still 576 00:33:02,709 --> 00:33:03,049 wild. 577 00:33:03,049 --> 00:33:07,067 But the power of branding to your point is far more 578 00:33:07,126 --> 00:33:07,809 significant. 579 00:33:07,860 --> 00:33:11,124 And if you haven't invested in yourself and doing it before 580 00:33:11,526 --> 00:33:14,528 there is, the best time to plant a tree is 20 years ago. 581 00:33:14,528 --> 00:33:16,506 The second best time is right now. 582 00:33:16,506 --> 00:33:19,447 So if you haven't, if you haven't already done that work, 583 00:33:20,000 --> 00:33:23,591 it's not too late to get started and the industry will turn 584 00:33:23,611 --> 00:33:25,963 around, the economy will shift at some point and those 585 00:33:26,024 --> 00:33:29,592 opportunities will materialize more. 586 00:33:29,592 --> 00:33:32,942 And in the meantime, thank you for what you're doing to support 587 00:33:32,942 --> 00:33:36,443 not only the industry, because we're both supply chain 588 00:33:36,463 --> 00:33:40,467 logistics nerds at heart, but also the people and the talent 589 00:33:40,547 --> 00:33:44,250 behind all of it, and you're doing it the way that I love. 590 00:33:44,250 --> 00:33:46,731 You have a boutique business. 591 00:33:46,731 --> 00:33:48,053 You don't have 5,000 people. 592 00:33:48,053 --> 00:33:52,737 You've got six or eight folks and you are focusing on 593 00:33:52,797 --> 00:33:57,182 relationships every day and you're bootstrapping it the 594 00:33:57,201 --> 00:33:59,427 oldest way to start and run a business that exists, and so we 595 00:33:59,487 --> 00:34:02,882 are happy to help spread the word about Confidential Career 596 00:34:02,923 --> 00:34:04,807 Solutions and what you've done so far. 597 00:34:04,807 --> 00:34:07,299 If people want to reach out to you, rachel. 598 00:34:07,321 --> 00:34:08,121 Speaker 2: what's the best way to do that? 599 00:34:08,121 --> 00:34:11,788 And it's rhayden at confidentialcareersolutionscom. 600 00:34:11,788 --> 00:34:12,088 Yeah. 601 00:34:14,152 --> 00:34:15,454 Speaker 1: Wonderful, yeah, wonderful. 602 00:34:15,454 --> 00:34:19,065 Thank you, rachel, for sharing your story today and know that 603 00:34:19,085 --> 00:34:20,710 we are all rooting for you Thanks for having me. 604 00:34:23,523 --> 00:34:26,183 Thanks for listening to another episode of the Bootstrapper's 605 00:34:26,224 --> 00:34:28,815 Guide to Logistics, and a special thank you to our 606 00:34:28,875 --> 00:34:31,828 sponsors and the team behind the scenes who make it all possible 607 00:34:31,828 --> 00:34:31,828 . 608 00:34:31,828 --> 00:34:35,302 Be sure to like, follow or subscribe to the podcast to get 609 00:34:35,322 --> 00:34:36,105 the latest updates. 610 00:34:36,105 --> 00:34:39,164 To learn more about the show and connect with the growing 611 00:34:39,224 --> 00:34:42,246 community of entrepreneurs, visit logisticsfounderscom. 612 00:34:42,246 --> 00:34:46,424 And, of course, thank you to all the founders who trust us to 613 00:34:46,424 --> 00:34:47,168 share their stories.