1 00:00:01,762 --> 00:00:03,766 Speaker 1: Hello and welcome to the Bootstrapper's Guide to 2 00:00:03,806 --> 00:00:06,432 Logistics, the podcast highlighting founders doing it 3 00:00:06,451 --> 00:00:08,134 the way that doesn't get a lot of attention. 4 00:00:08,134 --> 00:00:11,067 We're here to change that by sharing their stories and 5 00:00:11,106 --> 00:00:12,570 inspiring others to take the leap. 6 00:00:12,570 --> 00:00:16,510 It's a roller coaster ride that you might ultimately fail. 7 00:00:17,100 --> 00:00:18,044 Speaker 2: That's when I kind of knew. 8 00:00:18,083 --> 00:00:19,068 Speaker 1: I was on to something . 9 00:00:19,782 --> 00:00:20,646 Speaker 2: It was very hard. 10 00:00:21,120 --> 00:00:23,047 Speaker 1: It truly is building a legacy. 11 00:00:23,760 --> 00:00:26,289 Speaker 2: The more life you live, the more wisdom you have. 12 00:00:26,839 --> 00:00:29,106 Speaker 1: Because we are where we're supposed to be, kind of 13 00:00:29,248 --> 00:00:30,251 answering the call. 14 00:00:30,251 --> 00:00:33,209 Don't shoulder entrepreneurship on your own. 15 00:00:33,209 --> 00:00:35,134 I'm your host, nate Shoots. 16 00:00:35,134 --> 00:00:38,204 Let's build something together from the ground up. 17 00:00:38,204 --> 00:00:42,917 Hello everybody and welcome back to the show. 18 00:00:42,976 --> 00:00:46,362 We are deep into season three now on the Bootstrapper's Guide 19 00:00:46,381 --> 00:00:49,243 to Logistics, doing what we've been doing for a handful of 20 00:00:49,304 --> 00:00:53,268 years now just sharing founder stories behind what I believe 21 00:00:53,307 --> 00:00:59,932 are the most compelling businesses in the industry. 22 00:00:59,932 --> 00:01:00,433 Somebody. 23 00:01:00,433 --> 00:01:04,216 And then they have to be acted on and special thanks to Tyson 24 00:01:04,257 --> 00:01:08,126 Lawrence for sharing his story recently Liz Wayne and Casey 25 00:01:08,147 --> 00:01:09,971 Winans, along with Josh Klebanoff. 26 00:01:09,971 --> 00:01:12,884 We've had everything from trucking company owners to 27 00:01:13,445 --> 00:01:18,939 warehouse software brokerages you name it on the show, and 28 00:01:18,959 --> 00:01:21,266 we're glad to just continue spreading the word about what 29 00:01:21,287 --> 00:01:25,138 people are building and shed more light on the people that 30 00:01:25,179 --> 00:01:27,284 are doing it the old-fashioned way, without raising a ton of 31 00:01:27,325 --> 00:01:30,859 capital and only using the resources that they have 32 00:01:30,900 --> 00:01:31,802 available themselves. 33 00:01:31,802 --> 00:01:34,088 That's why we love the bootstrappers, it's why we love 34 00:01:34,108 --> 00:01:38,066 the underdogs, and so today I'm thrilled to get to introduce 35 00:01:38,126 --> 00:01:41,340 Rachel Hayden, who is the CEO and founder of Confidential 36 00:01:41,400 --> 00:01:42,923 Career Solutions in Dallas. 37 00:01:42,923 --> 00:01:44,426 Good morning, rachel. 38 00:01:44,426 --> 00:01:45,007 How are you today? 39 00:01:45,447 --> 00:01:46,489 Speaker 2: Good morning Nathan. 40 00:01:46,489 --> 00:01:48,632 Thank you for having me on the show. 41 00:01:48,632 --> 00:01:50,034 I'm doing well. 42 00:01:50,234 --> 00:01:57,760 Speaker 1: Thank you Wonderful. 43 00:01:57,760 --> 00:01:59,924 I know you've had an illustrious career with some 44 00:01:59,944 --> 00:02:02,447 really big names in not just logistics but in business IBM, 45 00:02:02,466 --> 00:02:04,109 pepsico, xpo in the logistics world. 46 00:02:04,109 --> 00:02:08,235 So you've got big company chops in your background and then 47 00:02:08,340 --> 00:02:10,872 somewhere along the line you decided you know what, I want to 48 00:02:10,872 --> 00:02:11,716 do my own thing. 49 00:02:11,716 --> 00:02:14,844 And now you have a boutique recruiting firm in Texas. 50 00:02:14,844 --> 00:02:18,393 So I want to unpack some of that with you, first starting 51 00:02:18,432 --> 00:02:22,531 with the big company side, because I imagined it served you 52 00:02:22,531 --> 00:02:25,500 well when you shifted into being a business owner. 53 00:02:25,500 --> 00:02:29,800 So what was the draw for you of these mega corporations and 54 00:02:29,820 --> 00:02:32,310 these really recognizable names early in your career? 55 00:02:33,780 --> 00:02:37,590 Speaker 2: Yeah, so when I started IBM I started right. 56 00:02:37,590 --> 00:02:44,729 I was green when I started to work in an executive position. 57 00:02:44,729 --> 00:02:56,060 I wasn't an executive but within a huge company and I was 58 00:02:56,080 --> 00:02:57,580 fortunate to go through a temp service to get into IBM. 59 00:02:57,580 --> 00:02:58,822 So and I was also fortunate also to work within the CAD 60 00:02:58,842 --> 00:03:01,223 department back then when they were developing CAD and so I got 61 00:03:01,223 --> 00:03:07,727 to get in with the trainers for CAD and with IBM. 62 00:03:07,727 --> 00:03:11,169 It was such a formal position. 63 00:03:11,169 --> 00:03:13,110 We wore blue and white. 64 00:03:13,110 --> 00:03:20,955 I was never used to any type of business like that. 65 00:03:20,955 --> 00:03:24,156 I love dressing up because I thought that was great. 66 00:03:24,576 --> 00:03:30,224 But the business itself it was neat at an early age to be 67 00:03:30,344 --> 00:03:34,813 surrounded by such strong executives at an early age. 68 00:03:34,813 --> 00:03:40,311 And so I got to see from the business side of the world which 69 00:03:40,311 --> 00:03:41,353 I was not used to. 70 00:03:41,353 --> 00:03:47,858 I was used to service because I'd always hustled for a job. 71 00:03:47,858 --> 00:03:49,461 I worked as a waitress. 72 00:03:49,461 --> 00:03:52,650 I did service positions to where I could earn money. 73 00:03:52,650 --> 00:03:55,444 I knew how much money I could earn, so I was used to that. 74 00:03:55,444 --> 00:03:57,913 But I wasn't used to the business etiquette. 75 00:03:57,913 --> 00:04:01,985 So coming in and learning the business etiquette for IBM was 76 00:04:02,044 --> 00:04:02,787 fantastic. 77 00:04:02,787 --> 00:04:05,331 And and Kelly girls actually hired me. 78 00:04:05,331 --> 00:04:08,085 I mean IBM hired me on from Kelly girls. 79 00:04:08,085 --> 00:04:11,211 So I was actually an IBM employee, which I was very proud 80 00:04:11,211 --> 00:04:11,372 of. 81 00:04:11,372 --> 00:04:13,783 By the time I was like 20. 82 00:04:13,783 --> 00:04:17,730 And so that to me, was really really neat. 83 00:04:17,730 --> 00:04:24,447 And uh, so I um, so I took that and I thought, well, why stop 84 00:04:25,050 --> 00:04:29,649 here, let's try to go ahead and keep within the business world. 85 00:04:31,319 --> 00:04:39,389 And I ended up getting into an executive recruiting position 86 00:04:39,990 --> 00:04:44,675 with actually I'm still friends with her a second grade, my 87 00:04:44,714 --> 00:04:49,004 second grade friend from school, and she had an executive 88 00:04:49,105 --> 00:04:51,632 recruiter firm and she said why don't you come work for me? 89 00:04:51,632 --> 00:04:54,812 There's, you know, this is a pretty neat job and you can make 90 00:04:54,812 --> 00:04:57,062 a lot of money at it and you'd be really good at it. 91 00:04:57,062 --> 00:04:58,807 I'm like, oh okay. 92 00:04:58,807 --> 00:05:02,838 So I jumped into it and I started learning it and I really 93 00:05:02,838 --> 00:05:06,052 liked it because I liked the communication that I had with 94 00:05:06,120 --> 00:05:08,767 the client, and then I liked the communication that I had with 95 00:05:08,788 --> 00:05:11,944 the candidate and then just putting it all together, because 96 00:05:11,944 --> 00:05:16,012 in my prior years too, I was always drawn to coaching 97 00:05:17,322 --> 00:05:22,632 basketball teams for the city, and so when you coach a team, 98 00:05:22,672 --> 00:05:26,228 you're actually bringing the forces together, making it 99 00:05:26,267 --> 00:05:27,089 happen for a win. 100 00:05:27,089 --> 00:05:30,728 And so I think that's where I gravitated toward the recruiting 101 00:05:30,728 --> 00:05:32,913 piece because I enjoyed the win . 102 00:05:32,913 --> 00:05:36,826 I enjoyed bringing the candidate to a position where 103 00:05:36,846 --> 00:05:39,673 they could be successful and then making the client happy as 104 00:05:39,713 --> 00:05:39,913 well. 105 00:05:39,913 --> 00:05:43,668 So it was like almost a competitive drive for me within 106 00:05:43,687 --> 00:05:45,452 myself to bring those two together. 107 00:05:45,452 --> 00:05:48,348 So that so interesting that that brought me into the 108 00:05:48,408 --> 00:05:49,149 recruiting piece. 109 00:05:49,939 --> 00:05:57,829 And so at an early age, you know , we were going into the IT era 110 00:05:58,271 --> 00:06:05,307 and 90 and way back then, and so we were going into the IT era, 111 00:06:05,326 --> 00:06:08,918 but but you know, it crashed back in 90. 112 00:06:08,918 --> 00:06:15,588 Right, and so at that time I was working also with a company. 113 00:06:15,588 --> 00:06:17,992 I'd left her company and I was working with a company called 114 00:06:18,552 --> 00:06:22,262 well, it was a company, transportation company and with 115 00:06:22,281 --> 00:06:27,151 the transportation company I opened up a business, recruiting 116 00:06:27,151 --> 00:06:27,612 business. 117 00:06:27,612 --> 00:06:31,788 And while I was working with the recruiting business, they 118 00:06:31,829 --> 00:06:33,612 wanted me to get them a salesperson. 119 00:06:33,612 --> 00:06:38,132 And so I said I don't know anything about brokerage. 120 00:06:38,132 --> 00:06:40,738 Is this truck drivers? 121 00:06:40,738 --> 00:06:41,240 What are we doing? 122 00:06:41,240 --> 00:06:41,983 Because I don't know. 123 00:06:42,483 --> 00:06:44,187 I how to recruit a truck driver. 124 00:06:44,187 --> 00:06:49,129 And so I did get them a salesperson, uh, to support a 125 00:06:49,250 --> 00:06:52,600 huge client they had, and the salesperson did fantastic. 126 00:06:52,600 --> 00:06:57,932 So they said, well, we're going to close down the it division, 127 00:06:58,413 --> 00:07:02,005 um, and of the recruiting department, and since you've 128 00:07:02,026 --> 00:07:04,899 been recruiting outside of it anyways, would you want to come 129 00:07:04,959 --> 00:07:07,185 over to our company and recruit? 130 00:07:07,185 --> 00:07:07,708 So I did. 131 00:07:07,708 --> 00:07:11,499 I said yeah, I um, yes, would you want me to recruit? 132 00:07:11,499 --> 00:07:14,105 And they're like, well, we need sales and you did such a good 133 00:07:14,125 --> 00:07:15,971 job with the sales, can you do that? 134 00:07:15,971 --> 00:07:18,906 I'm like yes, so I got in there and I started recruiting for 135 00:07:18,925 --> 00:07:19,687 the sales book. 136 00:07:19,687 --> 00:07:23,221 But the thing is is what I noticed was when we were 137 00:07:23,242 --> 00:07:26,086 bringing in the sales candidates , because they didn't have any 138 00:07:26,146 --> 00:07:28,990 training, we were losing them. 139 00:07:29,952 --> 00:07:30,694 Speaker 1: Turnover was high. 140 00:07:30,793 --> 00:07:31,355 Speaker 2: It's tough. 141 00:07:31,355 --> 00:07:36,629 You bring someone in and they don't know anything about, or 142 00:07:36,670 --> 00:07:38,713 they know little about, transportation. 143 00:07:38,713 --> 00:07:44,288 They don't know about what a reefer is, what dimensions that 144 00:07:44,348 --> 00:07:48,454 can hold, what a flatbed does the flatbed need tarps? 145 00:07:48,454 --> 00:07:53,014 You know just little things that when you're working in the 146 00:07:53,076 --> 00:07:57,668 industry and you're quoting a load can be part of the quote. 147 00:07:57,668 --> 00:08:00,355 And then they lose the opportunity because they didn't 148 00:08:00,394 --> 00:08:00,980 have the training. 149 00:08:00,980 --> 00:08:07,834 So I was fortunate to work with a fantastic HR employee there 150 00:08:08,053 --> 00:08:15,595 and we discussed about making a training program for that 151 00:08:15,634 --> 00:08:19,182 company and we put together a training program because we 152 00:08:19,242 --> 00:08:21,625 wanted to retain the candidates that we were getting. 153 00:08:21,625 --> 00:08:25,613 So my job at that point actually became recruiter and 154 00:08:25,653 --> 00:08:26,033 trainer. 155 00:08:28,682 --> 00:08:30,588 Speaker 1: What already stands out to me listening to you 156 00:08:30,629 --> 00:08:34,542 describe this is some folks go into their career and they have 157 00:08:34,942 --> 00:08:40,692 a goal in mind of I want to be a director of HR one day, or 158 00:08:40,773 --> 00:08:44,067 something like that, and they're singular in where they think 159 00:08:44,126 --> 00:08:44,808 it's going to go. 160 00:08:44,808 --> 00:08:52,027 And other people are like I'm going to just take what comes my 161 00:08:52,027 --> 00:08:53,373 way because I don't know what the next thing is going to look 162 00:08:53,394 --> 00:08:53,494 like. 163 00:08:53,494 --> 00:08:54,558 And yours seems to be a combination of both already, 164 00:08:54,578 --> 00:08:59,554 where you probably couldn't have predicted where you were going 165 00:08:59,575 --> 00:09:02,503 to end up, based on where you started, and yet each time you 166 00:09:02,562 --> 00:09:05,792 adapted to whatever the opportunity was. 167 00:09:05,792 --> 00:09:07,784 Would you say that that is that ? 168 00:09:07,784 --> 00:09:11,113 Uh, does that resonate with you as part of who you are, as 169 00:09:11,159 --> 00:09:13,147 you're just flexible and you're able to? 170 00:09:13,629 --> 00:09:14,412 Speaker 2: roll with the punches . 171 00:09:14,412 --> 00:09:18,221 Uh, I'm always looking for opportunity and because I feel 172 00:09:18,243 --> 00:09:23,350 like if you bypass opportunity, you never know what it could 173 00:09:23,390 --> 00:09:24,152 bring Right. 174 00:09:24,152 --> 00:09:25,875 And so I always kept. 175 00:09:25,875 --> 00:09:29,986 I always kept my eyes open for opportunity. 176 00:09:29,986 --> 00:09:35,984 But also I had to stay focused on what I was doing to make the 177 00:09:36,024 --> 00:09:40,471 recruiting, um, the recruiting and training program work so I 178 00:09:40,511 --> 00:09:43,403 could get to the next opportunity Right, because I 179 00:09:43,504 --> 00:09:50,761 knew bringing in a training for this particular position it 180 00:09:50,822 --> 00:09:53,990 would retain really good candidates that we were bringing 181 00:09:53,990 --> 00:09:54,149 in. 182 00:09:54,149 --> 00:09:57,147 They wouldn't get frustrated, they could have a quicker start, 183 00:09:57,147 --> 00:09:58,767 they could be successful right. 184 00:09:59,320 --> 00:10:04,447 So, identifying that opportunity and saying, okay, yes, we can 185 00:10:04,488 --> 00:10:08,813 do this, because I've always looked at it as yes, we can do 186 00:10:08,854 --> 00:10:12,879 this, because I've always looked at it as yes, we can do this, 187 00:10:14,200 --> 00:10:16,000 no-transcript. 188 00:10:16,000 --> 00:10:19,234 And so, with that being said, it's like I, you know, you 189 00:10:19,274 --> 00:10:20,840 identify the opportunity. 190 00:10:20,840 --> 00:10:24,568 You have to be able to identify the opportunity and want to 191 00:10:24,688 --> 00:10:26,113 move toward the opportunity. 192 00:10:26,113 --> 00:10:29,649 Because what I learned at an early age and because I thought 193 00:10:29,668 --> 00:10:32,681 it was just going to happen for me oh, I'm in this position, I'm 194 00:10:32,681 --> 00:10:36,166 going to get promoted, oh well, how come I'm not getting 195 00:10:36,206 --> 00:10:37,370 promoted yet? 196 00:10:39,399 --> 00:10:40,163 You have to make it happen. 197 00:10:40,163 --> 00:10:41,368 It doesn't just magically happen. 198 00:10:41,700 --> 00:10:44,409 Like, if you want to move up, you have to make it happen, 199 00:10:44,519 --> 00:10:48,049 which means usually you have to put in a little extra work or 200 00:10:48,090 --> 00:10:52,605 the, the extra training, or the or the certificates, or taking 201 00:10:52,625 --> 00:10:53,547 the time to. 202 00:10:53,547 --> 00:10:59,808 Uh, you know better yourself in one way and I was never really 203 00:10:59,869 --> 00:11:02,985 taught that, but I had seen both of my parents work really hard 204 00:11:03,065 --> 00:11:07,099 in life, and when I noticed they work really hard in life, I 205 00:11:07,158 --> 00:11:10,748 noticed that, um, nothing comes free. 206 00:11:10,748 --> 00:11:14,557 Right, you have to work hard, you know, and so. 207 00:11:14,557 --> 00:11:17,602 But there was a while when I was younger thinking, oh, you 208 00:11:17,623 --> 00:11:20,606 know, I'll be fine, I'm going to get promoted, this company 209 00:11:20,687 --> 00:11:21,368 loves me. 210 00:11:21,368 --> 00:11:25,534 And then, uh and uh, it wasn't happening as quick as I wanted 211 00:11:25,595 --> 00:11:25,875 it to. 212 00:11:25,875 --> 00:11:27,885 And that's when I said, well, you know what I'm going to have 213 00:11:27,905 --> 00:11:31,284 to really push to make this happen, but I've got to show 214 00:11:31,304 --> 00:11:34,152 them that I'm successful at what I'm doing to make it happen. 215 00:11:35,840 --> 00:11:39,571 Yeah, and so at an early age, you know, I learned to do that. 216 00:11:40,101 --> 00:11:45,479 Speaker 1: Yeah, and so at an early age I learned to do that. 217 00:11:45,479 --> 00:11:58,566 So then, fast forward, you end up, obviously, you had many 218 00:11:58,586 --> 00:12:00,450 other roles in lots of other organizations. 219 00:12:00,450 --> 00:12:03,601 Point where you you said, okay, I'm going to take all of those 220 00:12:03,662 --> 00:12:06,594 lessons that I've learned and I'm going to start my own 221 00:12:06,653 --> 00:12:07,115 business. 222 00:12:07,115 --> 00:12:09,626 Was that something that had been brewing in the back of your 223 00:12:09,626 --> 00:12:12,500 mind for a long time, or was it just a spark of inspiration? 224 00:12:12,821 --> 00:12:13,061 Speaker 2: one day. 225 00:12:13,061 --> 00:12:13,381 How did? 226 00:12:13,381 --> 00:12:16,889 It is what I realized, because there was a couple of things 227 00:12:16,909 --> 00:12:18,461 that were on the forefront. 228 00:12:18,461 --> 00:12:21,546 I didn't know how stable the company I was with was going to 229 00:12:21,586 --> 00:12:25,673 be, and I knew that we had a plan to grow and I didn't know 230 00:12:25,754 --> 00:12:26,600 what was going to happen. 231 00:12:26,640 --> 00:12:31,312 But I also knew that in my position as a talent manager 232 00:12:31,371 --> 00:12:37,788 acquisition, I was dealing with other recruiters executive 233 00:12:37,828 --> 00:12:42,154 recruiters that were bringing talent in right, but the talent 234 00:12:42,174 --> 00:12:45,791 they were bringing in they couldn't really identify exactly 235 00:12:45,791 --> 00:12:46,592 what we needed. 236 00:12:47,756 --> 00:12:50,423 And because the industry is tough, right, I think, uh, 237 00:12:50,543 --> 00:12:55,352 everyone's learned it has has been educated on it now for the 238 00:12:55,394 --> 00:12:55,921 most part. 239 00:12:55,921 --> 00:12:59,730 But uh, the industry is tough, like knowing the difference 240 00:12:59,769 --> 00:13:03,566 between company to company titles and positions, because 241 00:13:03,626 --> 00:13:09,022 they all maybe have different titles for the same position and 242 00:13:09,022 --> 00:13:11,889 it could be a different position like an account manager 243 00:13:11,889 --> 00:13:16,150 in one company could be actually just managing the 244 00:13:16,211 --> 00:13:18,860 account to where, as an account manager in another company, 245 00:13:18,960 --> 00:13:22,366 could also have a mix of sales, because they're cradle to grave, 246 00:13:22,366 --> 00:13:22,726 right. 247 00:13:22,726 --> 00:13:28,326 And so the I noticed that there was a need for that and so I 248 00:13:28,346 --> 00:13:31,738 started really thinking about well, you know, I know, having 249 00:13:31,758 --> 00:13:35,966 the executive experience prior to and because what I used to do 250 00:13:35,966 --> 00:13:40,003 is recruit recruiters, so it was a niche and so I was like 251 00:13:40,023 --> 00:13:42,504 you know, this is a niche because there's not many 252 00:13:42,684 --> 00:13:43,828 recruiters out there. 253 00:13:44,860 --> 00:13:48,470 And I think I'm going to go ahead and try to build on this 254 00:13:48,529 --> 00:13:51,927 niche, because there's an opportunity again that is 255 00:13:51,966 --> 00:13:52,808 presented to me. 256 00:13:52,808 --> 00:13:59,279 I didn't know, like I've never had my own business, I didn't 257 00:13:59,320 --> 00:14:00,701 know how to do it. 258 00:14:00,701 --> 00:14:03,082 I had to do a lot of research for it. 259 00:14:03,082 --> 00:14:07,005 I was scared, I you know. 260 00:14:07,005 --> 00:14:09,028 There was a point where I was. 261 00:14:09,028 --> 00:14:14,471 You know, I had a, I owned a home, I had a car payment, I had 262 00:14:14,471 --> 00:14:15,293 a kid. 263 00:14:15,293 --> 00:14:19,135 I was like, oh, no, like oh, I'm taking a big chance here. 264 00:14:19,135 --> 00:14:23,283 I'm taking a big chance and I was sweating bullets. 265 00:14:23,283 --> 00:14:24,966 I tell you I was. 266 00:14:25,167 --> 00:14:26,429 Speaker 1: I was like okay. 267 00:14:26,570 --> 00:14:27,993 Speaker 2: I'm going to go ahead and start this. 268 00:14:27,993 --> 00:14:29,024 I'm going to go ahead and do it . 269 00:14:29,024 --> 00:14:32,740 It's a prime opportunity time to do it, because we just went 270 00:14:32,760 --> 00:14:35,830 through a merger and acquisition and a lot of change there and I 271 00:14:35,830 --> 00:14:40,900 was like, okay, it's time for me to to. 272 00:14:40,900 --> 00:14:41,864 I guess the best word to say is jump. 273 00:14:41,884 --> 00:14:44,028 You know, it's like when you're on the diving board for your 274 00:14:44,068 --> 00:14:48,086 first time and you're like I'm going to dive but I'm so afraid 275 00:14:48,166 --> 00:14:49,168 that I could belly flop. 276 00:14:49,168 --> 00:14:52,485 But I'm going to dive, and it was like that. 277 00:14:52,485 --> 00:14:55,208 It was like, okay, just do it. 278 00:14:55,208 --> 00:14:58,583 And I had my family and friends going you can do this, you can 279 00:14:58,624 --> 00:15:00,346 do it, and I'm my family and friends going, you can do this, 280 00:15:00,366 --> 00:15:00,726 you can do it. 281 00:15:00,726 --> 00:15:01,969 And I'm like, okay, okay okay, oh, that's wonderful. 282 00:15:01,989 --> 00:15:04,873 And then I look at you know, like get ready. 283 00:15:04,873 --> 00:15:08,720 And then finally I just jumped, I just did it. 284 00:15:08,720 --> 00:15:13,985 But I will tell you when I did it, because I put a lot of 285 00:15:14,004 --> 00:15:18,649 pressure on myself that the first couple of weeks I was like 286 00:15:18,649 --> 00:15:20,931 , oh no, I'm not going to make it, I'm not going to make it, 287 00:15:20,951 --> 00:15:21,451 I'm not going to make it. 288 00:15:21,451 --> 00:15:21,932 Oh, you know what? 289 00:15:21,932 --> 00:15:25,875 Okay, just keep making your calls, just keep reaching out to 290 00:15:25,875 --> 00:15:26,355 people. 291 00:15:26,355 --> 00:15:29,181 You know what you're doing, just keep doing it. 292 00:15:29,181 --> 00:15:34,610 And for just a glimpse moment there I was like maybe I should 293 00:15:34,711 --> 00:15:36,855 quit because it's not going to happen. 294 00:15:36,855 --> 00:15:42,721 And no one's returning my calls , people aren't really listening 295 00:15:42,721 --> 00:15:44,187 to me because I just started my business. 296 00:15:44,187 --> 00:15:45,793 It's not going to happen. 297 00:15:45,793 --> 00:15:51,105 And I got that phone call from my first client saying, okay, we 298 00:15:51,105 --> 00:15:54,412 need a broker manager in our office. 299 00:15:54,412 --> 00:15:57,926 I was like okay, and I just started talking to him. 300 00:15:57,926 --> 00:16:00,511 I had the experience, I knew what I was looking for. 301 00:16:01,541 --> 00:16:05,171 Speaker 1: Um, and yeah, I can speak their language. 302 00:16:05,682 --> 00:16:08,240 Speaker 2: And I had that right there. 303 00:16:08,240 --> 00:16:11,087 When you get that first client, if you, if you have a business 304 00:16:11,149 --> 00:16:13,384 or you've ever had a business, that first piece of business, 305 00:16:14,025 --> 00:16:15,230 just it's like a spark plug. 306 00:16:15,230 --> 00:16:18,808 It's like, oh okay, and then it becomes addictive, doesn't it? 307 00:16:18,808 --> 00:16:22,583 Then it's, oh okay, go, so I did, and then it becomes 308 00:16:22,663 --> 00:16:23,567 addictive, doesn't it? 309 00:16:23,639 --> 00:16:24,586 Speaker 1: Then it's okay. 310 00:16:24,586 --> 00:16:25,192 I did it once. 311 00:16:25,192 --> 00:16:27,376 Now I know it's possible. 312 00:16:27,397 --> 00:16:27,658 Speaker 2: I did. 313 00:16:27,658 --> 00:16:28,865 Now I just want to do more. 314 00:16:28,865 --> 00:16:34,330 And I landed a fantastic client within the first probably 35 315 00:16:34,370 --> 00:16:36,073 days of working my own business. 316 00:16:36,073 --> 00:16:41,597 So we get paid after the know, after the client, after the 317 00:16:41,618 --> 00:16:44,104 candidate sits in the seat, starts. 318 00:16:44,104 --> 00:16:48,592 And so I got that first check reasonably soon and I I framed 319 00:16:48,693 --> 00:16:48,754 it. 320 00:16:48,754 --> 00:16:51,027 I looked at it for a while because I was like, oh man, 321 00:16:53,884 --> 00:16:55,126 proud of yourself. 322 00:16:55,147 --> 00:16:58,695 Yeah, absolutely that I that I could do this right, that I 323 00:16:58,735 --> 00:17:00,960 could do this right, that I could do it. 324 00:17:00,960 --> 00:17:06,082 And it brought that feeling of you got to keep going, and so 325 00:17:07,184 --> 00:17:10,446 that's how I jumped into it and there was a lot of nerve. 326 00:17:10,446 --> 00:17:14,327 I know people I'm talking to someone right now who's trying 327 00:17:14,347 --> 00:17:19,065 to get going in their own business, right, and there's 328 00:17:19,125 --> 00:17:21,740 nervousness of can I make it, can I do this? 329 00:17:21,740 --> 00:17:24,508 But this person is such a they're a professional at what 330 00:17:24,548 --> 00:17:28,404 they do and I said you've got to give yourself credit for 331 00:17:28,525 --> 00:17:33,601 knowing what you do is important and you make an impact, because 332 00:17:33,601 --> 00:17:40,352 a lot of people know that they have that incredible experience 333 00:17:41,654 --> 00:17:44,700 and it can be value to someone out there, right. 334 00:17:44,700 --> 00:17:48,172 But then when you're starting your business, you doubt 335 00:17:48,231 --> 00:17:50,800 yourself if you've never started a business before, because you 336 00:17:50,961 --> 00:17:51,643 don't know. 337 00:17:51,643 --> 00:17:54,872 It's the unknown, what is scary , right? 338 00:18:04,440 --> 00:18:05,462 Speaker 1: well and the client is there's no track record 339 00:18:05,482 --> 00:18:06,748 behind you yet, uh, as a, as a small business to rely on, and 340 00:18:06,768 --> 00:18:08,693 so what they're really buying into and what they're really 341 00:18:08,854 --> 00:18:12,484 trusting is that you're going to figure it out, because you 342 00:18:12,505 --> 00:18:15,111 don't have you don't have credibility in the market, but 343 00:18:15,152 --> 00:18:18,741 they the feedback that I've heard from a lot of founders on 344 00:18:18,761 --> 00:18:24,125 their first customer, or their first few customers, was my 345 00:18:24,205 --> 00:18:27,567 customer believed in me to the point that they not family, 346 00:18:27,647 --> 00:18:28,709 that's not friends. 347 00:18:28,709 --> 00:18:47,929 That is so empowering that you go from hesitating on the end of 348 00:18:47,929 --> 00:18:50,840 the diving board to feeling like you've got a cape on and 349 00:18:50,861 --> 00:18:53,564 you're superman and you can do anything. 350 00:18:53,564 --> 00:19:00,471 And I think it is a point on nearly every entrepreneur's 351 00:19:00,592 --> 00:19:05,798 journey that they remember when a client believed in them and 352 00:19:20,670 --> 00:19:22,250 Not a lot of people know about that moment. 353 00:19:22,411 --> 00:19:23,951 Speaker 2: It's a private thing very much and I love that. 354 00:19:23,951 --> 00:19:27,454 You framed it too. 355 00:19:27,454 --> 00:19:29,695 Know I did and you know I've been. 356 00:19:29,695 --> 00:19:34,440 I've been open now for almost 14, 15 years and in the industry 357 00:19:34,440 --> 00:19:36,064 at for confidential career solutions. 358 00:19:36,064 --> 00:19:37,929 I've been very careful about who I work with. 359 00:19:37,929 --> 00:19:40,122 You learn some hard lessons in business. 360 00:19:40,122 --> 00:19:46,032 You know um and then, but you yeah have you been let down? 361 00:19:46,053 --> 00:19:50,047 Speaker 1: I have and what are some of the harder moments that 362 00:19:50,067 --> 00:19:50,428 you've gone? 363 00:19:50,448 --> 00:19:56,682 Speaker 2: through huge um, when you land a huge client and you 364 00:19:56,722 --> 00:19:59,107 think it's going to be so spectacular to work with them, 365 00:19:59,167 --> 00:20:03,863 but then you see that you're just another recruiter that 366 00:20:03,883 --> 00:20:06,905 they're working with, they don't really. 367 00:20:06,905 --> 00:20:13,874 Uh, you, you come in and you've got to really push to get the 368 00:20:13,933 --> 00:20:15,556 information that you need from them. 369 00:20:15,556 --> 00:20:18,009 They don't give you all the tools you need. 370 00:20:18,009 --> 00:20:21,121 They're not on time because you're just another recruiter, 371 00:20:21,801 --> 00:20:26,951 you're just another executive recruiter coming in to help them 372 00:20:26,951 --> 00:20:31,487 among the other 15 that they have, and they're going to look 373 00:20:31,547 --> 00:20:34,924 at your candidates, but they also have an internal candidate 374 00:20:34,944 --> 00:20:38,442 that they're considering as well , but they want to see all the 375 00:20:38,461 --> 00:20:41,289 candidates because they want to make sure that the internal 376 00:20:41,349 --> 00:20:43,882 candidates are best, which I get growing organically. 377 00:20:44,942 --> 00:20:49,448 But the thing that's really hard is when you work with some of 378 00:20:49,468 --> 00:20:56,256 the larger clients and they how can I say this? 379 00:20:56,316 --> 00:20:59,067 it's a privilege to work with them, so they don't really need 380 00:20:59,087 --> 00:21:03,922 to give you everything and how can I be successful if I don't 381 00:21:03,961 --> 00:21:07,846 have all the tools or if I don't even have the buy-in? 382 00:21:07,846 --> 00:21:13,513 Because when I sell a candidate , I'm really excited about 383 00:21:13,574 --> 00:21:15,516 selling the candidate to the company. 384 00:21:15,516 --> 00:21:17,565 That's one thing for me. 385 00:21:17,565 --> 00:21:20,448 It's like I have to believe in the company to sell the 386 00:21:20,488 --> 00:21:24,106 candidate to the position, be excited about it too. 387 00:21:24,106 --> 00:21:28,340 And when you can't get excited about a company and this is 388 00:21:28,741 --> 00:21:34,222 where at first I kind of had to think about it Do I really want 389 00:21:34,243 --> 00:21:35,146 to work with that company? 390 00:21:35,299 --> 00:21:38,587 Do I really want to take a candidate out of their 391 00:21:39,048 --> 00:21:43,887 employment place, pull them into a company to where they're just 392 00:21:43,887 --> 00:21:47,906 going to be a number, and I sold it as being a great 393 00:21:48,008 --> 00:21:49,731 opportunity for growth. 394 00:21:49,731 --> 00:21:55,090 And oh, they have such great culture and they have this when 395 00:21:55,211 --> 00:21:55,672 they don't. 396 00:21:55,672 --> 00:22:02,407 So I yeah very careful about who I work with at that point, 397 00:22:02,608 --> 00:22:06,186 and I Laura, the largest candidate clients sometimes 398 00:22:06,247 --> 00:22:09,605 aren't the best clients, right, but you do have a lot of clients 399 00:22:09,605 --> 00:22:09,965 out there. 400 00:22:09,965 --> 00:22:13,088 Well, sometimes you get looked over, you know. 401 00:22:15,800 --> 00:22:18,125 Speaker 1: And a lot of times for the really large companies, 402 00:22:18,204 --> 00:22:22,153 they're placing so many jobs that each one by itself does not 403 00:22:22,153 --> 00:22:27,509 mean that much, but for you as the recruiter, it represents a 404 00:22:27,609 --> 00:22:30,182 much larger portion of your business, and then for the 405 00:22:30,241 --> 00:22:32,981 candidate it's their entire career, a much larger portion of 406 00:22:32,981 --> 00:22:34,266 your business, and then for the candidate it's their entire 407 00:22:34,286 --> 00:22:34,405 career. 408 00:22:34,425 --> 00:22:36,713 So there's just such a different sense of how much it matters to 409 00:22:36,713 --> 00:22:39,862 the recruiter versus the candidate, versus the employer, 410 00:22:40,143 --> 00:22:45,113 and I imagine it's easy to get or it was easy to get jaded in 411 00:22:45,393 --> 00:22:48,724 some of that until you found, hey, here are the types of 412 00:22:49,487 --> 00:22:52,633 employers that I really do want to work with and that I do feel 413 00:22:52,673 --> 00:22:53,513 really confident. 414 00:22:53,513 --> 00:22:58,848 And then also you occupy a really unique space in the job 415 00:22:58,909 --> 00:23:01,294 world where you have to. 416 00:23:01,294 --> 00:23:05,106 The candidate is going through a life, potentially 417 00:23:05,207 --> 00:23:09,626 life-changing experience, and it's going to impact their 418 00:23:09,666 --> 00:23:09,928 budget. 419 00:23:09,928 --> 00:23:12,426 It's going to impact their commute, it's going to impact 420 00:23:12,321 --> 00:23:13,583 their budget, it's going to impact their commute, it's going 421 00:23:13,583 --> 00:23:18,871 to impact their family, and you have to show up on the client 422 00:23:18,911 --> 00:23:19,090 side. 423 00:23:19,090 --> 00:23:21,586 This is pure business, but for the candidate, this is their 424 00:23:21,625 --> 00:23:26,611 life, and so I would imagine you have to be an empathetic person 425 00:23:26,611 --> 00:23:31,571 to be able to help a candidate navigate that. 426 00:23:31,692 --> 00:23:32,032 Speaker 2: Yeah. 427 00:23:32,032 --> 00:23:36,784 Because they can't be murky sometimes, right and I do agree 428 00:23:36,804 --> 00:23:37,685 the whole thing with you. 429 00:23:37,685 --> 00:23:40,933 Know you want it to be transparent for them from the 430 00:23:40,993 --> 00:23:41,275 start. 431 00:23:41,275 --> 00:23:46,313 You want them to be able to see what it is at the very start, 432 00:23:46,634 --> 00:23:50,865 and you know I have a lot of empathy for the candidate, but I 433 00:23:50,865 --> 00:23:55,124 also understand the client's need as well, and the only thing 434 00:23:55,124 --> 00:23:57,569 that's going to bring those two together is the transparency 435 00:23:57,770 --> 00:24:01,470 right, and so the transparency has to be there. 436 00:24:02,060 --> 00:24:06,425 If the transparency is not there with me and the client at that 437 00:24:06,465 --> 00:24:10,030 time, it's not going to be there anytime afterwards with the 438 00:24:10,070 --> 00:24:10,571 candidate. 439 00:24:10,571 --> 00:24:12,714 So the candidate really has to. 440 00:24:12,714 --> 00:24:18,368 You know, it's one thing a company going through change for 441 00:24:18,368 --> 00:24:22,442 instance merger and acquisition okay, now some of that you 442 00:24:22,481 --> 00:24:28,413 can't really be transparent about but also with more of the 443 00:24:28,472 --> 00:24:33,721 senior levels or someone coming in at a senior level, they're 444 00:24:33,760 --> 00:24:37,432 going to have to know a little bit about what's going on right, 445 00:24:37,432 --> 00:24:41,009 because they're going to have to lead the change, to make the 446 00:24:41,028 --> 00:24:41,691 change right. 447 00:24:41,691 --> 00:24:44,848 And so it's a really tight line you walk. 448 00:24:44,848 --> 00:24:47,208 You know it's a fine line to be walked. 449 00:24:47,240 --> 00:24:51,106 Speaker 1: You got to respect the client's business as well as 450 00:24:51,106 --> 00:24:56,903 respect the candidates wants and needs and ability to fit in 451 00:24:57,144 --> 00:25:03,233 with the client right, and so do you have a candidate that comes 452 00:25:03,233 --> 00:25:05,865 to mind, that was maybe one of your, your favorites, where 453 00:25:06,125 --> 00:25:09,505 everything, the stars aligned just perfect and they, they 454 00:25:09,565 --> 00:25:11,252 landed the job and it changed their life. 455 00:25:11,252 --> 00:25:14,182 Or you know something, something along those lines of 456 00:25:14,201 --> 00:25:17,628 the fairy tale ending where everything went as you wanted it 457 00:25:17,628 --> 00:25:21,000 to and, um, it keeps you going. 458 00:25:21,020 --> 00:25:23,686 Speaker 2: You know, yes, when I look at a candidate that's been 459 00:25:23,686 --> 00:25:29,125 at their job for when since of time I started like 10 years 460 00:25:29,227 --> 00:25:38,020 plus 14 years and they're still with the company that's a huge 461 00:25:38,040 --> 00:25:38,925 win, right, because that is strong retention. 462 00:25:38,925 --> 00:25:41,076 That means that the match was there from the start and they 463 00:25:41,096 --> 00:25:46,088 got to build, and so I have a few candidates that are still at 464 00:25:46,088 --> 00:25:47,813 the companies that I put them with. 465 00:25:48,119 --> 00:25:52,808 I also have company and clients that I helped grow out from a 466 00:25:52,888 --> 00:25:59,566 start that are doing really well and so adding good talent and 467 00:25:59,705 --> 00:26:02,911 understanding the company's need for me. 468 00:26:02,911 --> 00:26:04,733 That's what I do. 469 00:26:04,733 --> 00:26:10,086 It excites me to see the client or the candidate grow like they 470 00:26:10,086 --> 00:26:10,346 have. 471 00:26:10,346 --> 00:26:11,768 And so, yeah, I do have. 472 00:26:12,348 --> 00:26:18,718 I do have a candidate that, uh, hated, didn't oh gosh didn't 473 00:26:18,738 --> 00:26:20,923 want to make the change because they're not good with change, 474 00:26:21,585 --> 00:26:23,270 and I had to talk to them. 475 00:26:23,270 --> 00:26:26,599 I'm like, okay, this is position, would be a great 476 00:26:26,640 --> 00:26:28,342 position for you because you have these attributes that fit 477 00:26:28,362 --> 00:26:28,721 into the position. 478 00:26:28,721 --> 00:26:30,742 Because you have these attributes that fit into the 479 00:26:30,782 --> 00:26:33,545 position transitional skills that will work. 480 00:26:33,545 --> 00:26:39,230 You're a good, you know your retention to retain a client and 481 00:26:39,230 --> 00:26:42,932 your customer communications and your service, and not only 482 00:26:43,073 --> 00:26:44,673 internally I had to really push them. 483 00:26:44,673 --> 00:26:48,396 I had to really say, ok, you know this would be a really good 484 00:26:48,396 --> 00:26:48,836 move for you. 485 00:26:48,836 --> 00:26:59,407 And so when I took them and this is when I worked, when I 486 00:26:59,428 --> 00:27:00,673 started way back and we were trying to get entry-level 487 00:27:00,692 --> 00:27:02,138 salespeople in, I grabbed this person from a restaurant who was 488 00:27:02,138 --> 00:27:07,007 a waitress and I had to persuade her to come into a 489 00:27:07,067 --> 00:27:10,441 brokerage sales position which she knew nothing about and she 490 00:27:10,480 --> 00:27:12,509 didn't really know about corporate. 491 00:27:12,509 --> 00:27:23,451 I got her in there and like today's date, like she's 492 00:27:23,471 --> 00:27:29,040 probably about 275 all in, you know, yeah, yeah. 493 00:27:29,060 --> 00:27:30,646 And so I did talk to her the other day and we were just kind 494 00:27:30,666 --> 00:27:32,333 of going back because I've known her for so long and and when I 495 00:27:32,353 --> 00:27:33,999 was talking I said yeah, you know you were killing me. 496 00:27:33,999 --> 00:27:36,307 It was taking you forever to make that move. 497 00:27:36,307 --> 00:27:38,204 You were so good. 498 00:27:39,740 --> 00:27:41,407 Speaker 1: She was stuck at the end of the diving board. 499 00:27:42,661 --> 00:27:44,626 Speaker 2: You know I was patient with you, but I'm so 500 00:27:44,686 --> 00:27:45,750 glad that you made the move. 501 00:27:45,750 --> 00:27:48,249 She goes, yes, Thank you so much. 502 00:27:50,840 --> 00:27:54,228 Speaker 1: Well, and you have a fundamentally people driven 503 00:27:54,367 --> 00:27:57,641 business, which has to be highly rewarding, and when you get to 504 00:27:57,701 --> 00:28:02,412 see the long-term impact of those, the actions that you've 505 00:28:02,432 --> 00:28:04,957 taken and the relationships that you've built, I would imagine 506 00:28:04,978 --> 00:28:06,079 that's incredibly rewarding. 507 00:28:06,079 --> 00:28:09,608 And then on the flip side, right now anyways, it's a 508 00:28:09,689 --> 00:28:11,333 challenging job market out there . 509 00:28:11,333 --> 00:28:16,084 So there are a lot of folks that are not getting the big 510 00:28:16,124 --> 00:28:21,252 wins and there's a lot of open to work badges on linkedin 511 00:28:21,292 --> 00:28:21,994 people looking. 512 00:28:21,994 --> 00:28:25,469 So what advice would you have, not necessarily on the 513 00:28:25,568 --> 00:28:26,270 entrepreneur side? 514 00:28:26,270 --> 00:28:28,483 Now I'm going to shift a little bit and just talk about some of 515 00:28:28,483 --> 00:28:30,690 the folks that are out there that are that need help. 516 00:28:30,690 --> 00:28:35,189 What advice would you give, um, to somebody who's who's looking 517 00:28:35,189 --> 00:28:36,692 for that next thing and is having a challenge? 518 00:28:36,880 --> 00:28:37,080 Speaker 2: Yeah. 519 00:28:37,080 --> 00:28:41,746 So from college grad to executive, it's competitive at 520 00:28:41,886 --> 00:28:50,636 all levels right now and I don't think that it's been this 521 00:28:50,696 --> 00:28:51,859 competitive for a while. 522 00:28:51,859 --> 00:28:56,119 I don't think that it's been this competitive for a while. 523 00:28:56,119 --> 00:29:02,182 And I think the most important thing right now for these 524 00:29:02,202 --> 00:29:03,545 candidates is you have to brand yourself and look at it like 525 00:29:03,565 --> 00:29:04,826 you're selling a new product. 526 00:29:05,468 --> 00:29:08,171 Okay, you put the new product out there. 527 00:29:08,171 --> 00:29:15,141 It's a great product out there, it's got great potential. 528 00:29:15,141 --> 00:29:16,502 But if you don't market, market that product, no one's going to 529 00:29:16,502 --> 00:29:17,084 know about it. 530 00:29:17,084 --> 00:29:22,513 Plus, it's going to be with all the other same like products 531 00:29:22,779 --> 00:29:23,541 that are out there. 532 00:29:23,541 --> 00:29:28,392 They don't know the value, they don't know what this product is 533 00:29:28,392 --> 00:29:33,030 going to bring in comparison to all the other light products. 534 00:29:33,030 --> 00:29:35,828 So you've got to go out there and you've got to brand yourself 535 00:29:35,828 --> 00:29:36,230 right now. 536 00:29:36,420 --> 00:29:42,156 And I don't think I mean I think , um, I see some people branding 537 00:29:42,156 --> 00:29:46,068 themselves, but you really have to go strong right now, because 538 00:29:46,068 --> 00:29:49,726 the competitive market, the pool, and for what you're 539 00:29:49,766 --> 00:29:52,924 looking for in your industry whether it be supply chain and 540 00:29:52,944 --> 00:30:00,731 logistics, f&a, service industry right now it's competitive. 541 00:30:00,731 --> 00:30:05,236 So you've got to show them you're the best person for this 542 00:30:05,917 --> 00:30:06,299 position. 543 00:30:06,299 --> 00:30:07,806 And it could be several ways. 544 00:30:07,806 --> 00:30:11,471 It could be by posting something on LinkedIn. 545 00:30:11,471 --> 00:30:15,064 If you're not a writer, you can find an article that's trending 546 00:30:15,064 --> 00:30:20,078 right now and talk about what you know and how the trend is 547 00:30:20,138 --> 00:30:24,189 affecting what you know and show the knowledge You've got to 548 00:30:24,209 --> 00:30:25,772 show the knowledge, sure Thought leadership yeah. 549 00:30:26,441 --> 00:30:32,011 Get yourself within groups Network Right now. 550 00:30:37,948 --> 00:30:39,393 Speaker 1: Finding a job is a job yeah. 551 00:30:45,240 --> 00:30:46,263 Speaker 2: So you got to make sure you got to utilize your 552 00:30:46,285 --> 00:30:48,334 time to the best that it can be, and just making connections is 553 00:30:48,394 --> 00:30:51,648 great, but you're going to have to take it a step further and 554 00:30:51,669 --> 00:30:52,330 you're going to have to. 555 00:30:52,330 --> 00:30:54,107 You're going to have to brand yourself. 556 00:30:54,107 --> 00:30:55,051 You can do. 557 00:30:55,051 --> 00:30:58,301 There's people out there that do it professionally for you you 558 00:30:58,301 --> 00:30:58,983 can do it. 559 00:30:58,983 --> 00:31:04,553 Um, you can now go to ai and ask how to do it right, and so 560 00:31:05,074 --> 00:31:06,781 so you have to get yourself out there. 561 00:31:06,821 --> 00:31:11,173 It's not good enough just being the superstar that you are in, 562 00:31:11,213 --> 00:31:13,961 the position that you were in, because you have a lot of other 563 00:31:14,000 --> 00:31:20,978 superstars right now all in the same group and people might take 564 00:31:20,978 --> 00:31:21,500 it for granted. 565 00:31:21,519 --> 00:31:23,084 Speaker 1: They're like, hey, I've done all these wonderful 566 00:31:23,124 --> 00:31:26,231 things, but if people don't know about it, it didn't, it doesn't 567 00:31:26,231 --> 00:31:30,510 matter, and resumes are not always the best at youulating 568 00:31:30,550 --> 00:31:35,002 folks' experience, and we do live in a digital world now, and 569 00:31:35,002 --> 00:31:38,752 so your online presence does have a significant impact. 570 00:31:38,752 --> 00:31:43,107 I know of several people that would say the only reason I am 571 00:31:43,127 --> 00:31:45,940 where I am right now is because I started writing on LinkedIn, 572 00:31:46,500 --> 00:31:51,411 or I started posting on Twitter about supply chain, and it opens 573 00:31:51,411 --> 00:31:51,550 to. 574 00:31:51,550 --> 00:31:55,145 I mean, this podcast is a result of an exchange on Twitter 575 00:31:55,145 --> 00:32:00,729 four and a half years ago and that's why, to me, it's still 576 00:32:00,769 --> 00:32:01,109 wild. 577 00:32:01,109 --> 00:32:05,126 But the power of branding to your point is far more 578 00:32:05,186 --> 00:32:05,869 significant. 579 00:32:05,920 --> 00:32:09,183 And if you haven't invested in yourself and doing it before 580 00:32:09,586 --> 00:32:12,587 there is, the best time to plant a tree is 20 years ago. 581 00:32:12,587 --> 00:32:14,566 The second best time is right now. 582 00:32:14,566 --> 00:32:17,507 So if you haven't, if you haven't already done that work, 583 00:32:18,059 --> 00:32:21,651 it's not too late to get started and the industry will turn 584 00:32:21,671 --> 00:32:24,023 around, the economy will shift at some point and those 585 00:32:24,084 --> 00:32:27,652 opportunities will materialize more. 586 00:32:27,652 --> 00:32:31,001 And in the meantime, thank you for what you're doing to support 587 00:32:31,001 --> 00:32:34,503 not only the industry, because we're both supply chain 588 00:32:34,523 --> 00:32:38,527 logistics nerds at heart, but also the people and the talent 589 00:32:38,606 --> 00:32:42,309 behind all of it, and you're doing it the way that I love. 590 00:32:42,309 --> 00:32:44,791 You have a boutique business. 591 00:32:44,791 --> 00:32:46,113 You don't have 5,000 people. 592 00:32:46,113 --> 00:32:50,797 You've got six or eight folks and you are focusing on 593 00:32:50,856 --> 00:32:55,241 relationships every day and you're bootstrapping it the 594 00:32:55,261 --> 00:32:57,487 oldest way to start and run a business that exists, and so we 595 00:32:57,547 --> 00:33:00,942 are happy to help spread the word about Confidential Career 596 00:33:00,982 --> 00:33:02,867 Solutions and what you've done so far. 597 00:33:02,867 --> 00:33:05,359 If people want to reach out to you, rachel. 598 00:33:05,381 --> 00:33:06,182 Speaker 2: what's the best way to do that? 599 00:33:06,182 --> 00:33:09,847 And it's rhayden at confidentialcareersolutionscom. 600 00:33:09,847 --> 00:33:10,148 Yeah. 601 00:33:12,211 --> 00:33:13,515 Speaker 1: Wonderful, yeah, wonderful. 602 00:33:13,515 --> 00:33:17,125 Thank you, rachel, for sharing your story today and know that 603 00:33:17,144 --> 00:33:18,769 we are all rooting for you Thanks for having me. 604 00:33:21,583 --> 00:33:24,243 Thanks for listening to another episode of the Bootstrapper's 605 00:33:24,284 --> 00:33:26,875 Guide to Logistics, and a special thank you to our 606 00:33:26,935 --> 00:33:29,888 sponsors and the team behind the scenes who make it all possible 607 00:33:29,888 --> 00:33:29,888 . 608 00:33:29,888 --> 00:33:33,362 Be sure to like, follow or subscribe to the podcast to get 609 00:33:33,382 --> 00:33:34,165 the latest updates. 610 00:33:34,165 --> 00:33:37,224 To learn more about the show and connect with the growing 611 00:33:37,285 --> 00:33:40,306 community of entrepreneurs, visit logisticsfounderscom. 612 00:33:40,306 --> 00:33:44,484 And, of course, thank you to all the founders who trust us to 613 00:33:44,484 --> 00:33:45,228 share their stories.