SPEAKER_00 0:00

There we go.

SPEAKER_05 0:01

There we are.

SPEAKER_00 0:03

Let's see. Welcome, welcome, welcome.

SPEAKER_05 0:07

Welcome.

SPEAKER_00 0:11

There it is. Okay, I see it on uh YouTube channel.

SPEAKER_05 0:17

You see it?

SPEAKER_00 0:18

Yeah, all right. So we're live on YouTube and then let's see. Hey, if you are watching this, whenever you're watching this, this is what happens when you do these live.

SPEAKER_05 0:28

Oh, yep. We're rocking and rolling on Instagram now, too.

SPEAKER_00 0:31

And you see it on Instagram?

SPEAKER_05 0:33

Yep. Hey y'all.

SPEAKER_00 0:35

Oh, I love it. Okay, boom. Go ahead, take us away.

SPEAKER_05 0:40

All right. So welcome, welcome, everybody. Come on in. The cousins have united. So if anybody knows, they know I love to work with my family and my cousins. At this point, I have hired over the la last two decades, I have hired at least uh five or six cousins in some way, shape, or fashion, from personal training to consulting to virtual assistants to marketing, you name it, if they got talent, come on with me. It's gonna be a family business. So I'm partnering today and hopefully in the future for many, many, many, many episodes with a cousin that a lot of people on the East Coast have never met, my first cousin, Bruce Hill. So welcome, welcome, welcome. So we will be talking about business because that's what we love to do.

SPEAKER_00 1:33

That's what we love to talk about.

SPEAKER_05 1:36

So, Bruce, you want to introduce yourself and tell the audience, you know, what makes you special and uh so my name is Bruce Hill.

SPEAKER_00 1:46

Our um our parents were siblings, biological siblings. So we're actual cousins, and we'll come up with a fancy name, but the business cousins podcast is literally that. We were having these conversations um when we reconnected, and I was telling her, like, hey, I've been speaking, I've written four books at this point, I've started coaching and consulting, and she's staring her entrepreneurial journey. I was like, Man, this is what an actual podcast needs to be about, like something that's gonna help people from where they are to where they want to go. And she said, Let's do it. And I said, All right, let's let's go. And so here we are. Well, that was last month, right? So success, low speed. We didn't, there was a little bumps and bruises, but yeah, but we got here pretty quickly.

SPEAKER_05 2:28

Indeed, indeed. Thank you for sharing that. Yes, and I'm excited. If you don't know, for those of you on Bruce's audience, I am Tasha Cooper Ware. I'm excited to talk about all the bumps and bruises I've had in the fitness and wellness industry and entrepreneurship and give what we can get, give you what we got, and give you the information that we would love to share with you guys about our journey and answer any questions you may have about how to make your journey a little bit easier.

SPEAKER_00 2:55

Oh, make a note of that. We should do a questions like a QA segment.

SPEAKER_05 3:00

Indeed.

SPEAKER_00 3:00

Yeah, that'll be good. So I think I'm really excited about this. One, because I do love working with family. I think a lot of people tell you not to. Um, but my only piece of advice is you gotta judge the character. You can't excuse bad character just because they're related to you. Um, but we've had great success with working with our family, so we hope to share our best practices and things we we could improve on. Um, but you're a full-time entrepreneur. I still work at nine to five. And so our goal isn't to tell you which one's best is to help you figure out what's best for you. I think that's a big thing we want to cover. Um, so how long have you been an entrepreneur? Let's let's go there.

SPEAKER_05 3:43

I have been an entrepreneur for oh no, nine years now. Yes, I've been self-employed. My husband's always like, You did it on me. Most people don't make it past the first year, let alone almost nine years. Um, so I didn't even know I was considering it entrepreneurship in the beginning. I just knew I needed to do something different. Right. I had been working for corporate for 15 years. The glass ceiling was real, and I don't believe in staying anywhere where I don't feel valued. So I decided to create my non-glass ceiling and to move on and share my gifts with other people and build our own house.

SPEAKER_00 4:20

So that's man, that really could be a whole series right there. Um, so I became an entrepreneur on accident. Um didn't have that moment where you said, Hey, I'm not doing this anymore. I was trying to get a promotion.

SPEAKER_04 4:34

Oh, me too.

SPEAKER_00 4:36

So I was trying to get a promotion and I was working for a great company, I was rocking it. I was number one in no, I'm sorry, top five in our region. At one point, I was top 100 nationwide, back-to-back presidents club sales awards, and they're like, Well, you don't have enough experience to be a manager. And this the chicken or the egg. Well, how am I gonna get managerial experience if you don't train me to be a manager? Um, so I started volunteering at Toastmasters. So if you haven't heard of Toastmasters, it's uh organization to help you with leadership and communication. So I didn't even join, I just was volunteering, I was helping people practice their speeches, confidence, communication. And one day, someone said, Hey Bruce, thanks so much for your help. Everything you taught me helped me land my dream job. Um, how much do I owe you? And I'm like, hmm, you know, you don't want to say a number too low. It's a hundred dollars, right? Three hours, a hundred dollars. That sounds that sounded amazing where I was at that time. It ain't a hundred dollars an hour anymore.

SPEAKER_04 5:38

Okay, yeah, clearly.

SPEAKER_00 5:40

So that's like, oh wow, so much, you know, one, two, three, four, five. Um, they put 520s in my hand, and like that's where I became an entrepreneur. I was like, oh man, this was kind of cool. Um, that's where the journey started.

SPEAKER_05 5:56

So I would say mine started, it was a little bit of an overlap because personal training, you are your own business, even if you work for corporate. And what I was doing for corporate was the manager side. I was a fitness manager, I managed different locations, and it was time for me to be regional. So, to your point, with the experience, the only way to do it is to get all of them. I had one or two, it's time for me to get have all 30 of them. And what I learned in managing is that I loved teaching. I loved training trainers and helping them become the best trainer they could be. Not like me, because I was a ballerina. They could never be the kind of trainer I was, but some of them were boxers or, you know, they were powerlifters or they played sports. So to try to help them build their self within this corporate structure, is where I started to find some of my skills. But I was training people outside of the corporate, which that's the where you count the money, you're like, oh, I it's your money. It's mine, yeah.

SPEAKER_00 6:52

Give the company a piece, and then they give you the uh, you know, a sliver.

SPEAKER_05 6:55

A sliver, so it was mine. So that's what that I guess that was my first instance of becoming an entrepreneur. But again, these weren't terms that I even thought of using. No, I didn't even consider myself an entrepreneur, honestly, into the last couple years, even though I was self-employed, I didn't think of it as entrepreneurship.

SPEAKER_00 7:15

Which that's a big hold on, let's let's stop right there. What's the difference between self-employed and entrepreneurship?

SPEAKER_05 7:25

That's a good question. Because even I feel like presently I'm an entrepreneur because I work with other businesses to grow something bigger than just a one-to-one service, a one-to-one pain point solving. You know, I think it's a little bit more multifaceted. Whereas before it was, I'm a trainer, I'm a pro I train people, that's the best, that's that's it. But as an entrepreneur, I feel like it's more layered. There's so many other things that need to happen to really grow something into an entity that I can employ my cousins.

SPEAKER_00 8:03

And that's and that's the difference. A lot of people, last I checked, as high as 80% of businesses have less than five employees.

SPEAKER_03 8:14

Yeah.

SPEAKER_00 8:15

And a lot of folks go from a job in corporate to a job that they just happen to work for themselves. But it's still a job to a job. Very few make it to building a business where we've got employees, we've got systems, we've got SOPs, and that's one big transition I'm making next year. Um, it's starting today, but every year is okay, how do we build a business? Where if I take a day off, the business doesn't.

SPEAKER_05 8:47

Right. Yes, I think where I am now is I work with more consultants that I hire as my advisory board to grow the business, which gives me that opportunity to have a day off because I know the post is going to go up. I know the marketing is going to be done. There's work being done without me having to do it.

SPEAKER_02 9:08

There we go.

SPEAKER_05 9:09

So it's it's but it's not the same as having to manage other coaches and employ employees right now. It's just totally, totally different. So I'm enjoying that process right now of working with my consultants and my advisory board.

SPEAKER_00 9:25

Would you say the journey has been fun along the way?

SPEAKER_05 9:30

It's been fun.

SPEAKER_00 9:31

Yeah.

SPEAKER_05 9:33

I'm on this podcast with you today because it's fun. There are no rules. No one can tell me how to fliff my hair that day, or you have to wear this shirt, or don't do that, or don't say that.

SPEAKER_00 9:45

I feel that's my favorite one. Oh, we just don't feel uh your hair is professional. I'm like, it's my hair. I agree.

SPEAKER_05 9:51

It came out of my head, exactly. And I like to change minds. Today it looks like this, and the other day I might have braids, I might have a vacation next tomorrow. So I do what I want. And the words is your head, do what you want with it. But I feel like that's how my business is. It's my business, it's my entrepreneurship journey. So I do what I want with it. I want I want to keep pushing and I want it to grow. But at the end of the day, I feel like you have to want to grow as a person for anything to grow.

SPEAKER_00 10:20

Now you're singing my song. This is exactly why my business is called New Skills, New You. I believe if you grow your people, you grow your business. And that people might be person, right? It's just you right now. That's fine. Everybody starts at the beginning. Um, but if you grow your people, everything around you in your life, in your business, your relationships grows, and that's really the focus. So if you look up, you say, Hey, new skills, new use, type that in, you're gonna see a lot of different things of personal professional development with the emphasis in sales skills. But the most valuable thing about this journey has been where I grow.

SPEAKER_05 11:00

Exactly. And that's where I am today. And I've had employees over the I mean, I have payroll, you know. I my mom is an HR executive, so I'm you know, tapped in, but also people grow and they change and they have different aspirations, and it may have nothing to do with your business, you know, where you want it to go and where where your vision is taking it, they may have other life things going on. So I think that you, you know, the flow of having consultants to having employees, I think there's an evident flow. I think you know, and you grow what I've learned from my consultants, what they've learned from me, they're also growing, even though they're not technically employees per per se.

SPEAKER_00 11:44

Understood. Well, contractors, I guess.

SPEAKER_05 11:47

Yeah, I guess you would say a contractor. Yeah, I guess you could say that. Um, so what would you say made you once you got the money that first time, what do would you say really pushed you into the entrepreneurship in the first place? Like what made you say, you know, let me keep going though.

SPEAKER_00 12:06

It was December, oh man, was it 2014? My buddy calls me. Um, shout out to Ekondaio Gilli. And he's like, Bruce, we're gonna read 12 books next year. And that's just how kind of uh amazing friends that I have because you know, you know, fantasy football league, we're going golfing, all fun things, but he said, Hey, we're gonna read 12 books next year. And so he's like, Pick your books start in January. Okay, cool. Now I was home on uh over the Christmas break between Christmas and New Year's, and I picked up Think and Grow Rich.

SPEAKER_05 12:40

Okay, I've read that.

SPEAKER_00 12:42

And so I read it and it was so good. I don't know why. I read it before, but this time it was so good. And I read it in like four days.

SPEAKER_05 12:49

Oh, you had some time, and yeah, I was locked in.

SPEAKER_00 12:54

Okay, and I was like, Oh man, I gotta pick another book, otherwise, you know, I'm not gonna have 12 books for next year. And so I picked another book. Uh, my friend gave me a book, The Entrepreneur Roller Coaster. Okay, and that one was really good, and so I read that in like a week. And I thought about it, I was like, wait a minute, I've read two books in two weeks. If I could do this for a year, I could read 50 books. And so I started doing the math, and if the average book, let's say, is 210 pages. If you read 30 pages a day, that's a book in a week. Now, depending on your reading speed, that's like 30 minutes. Yeah, depending on depending on if you give it a change. So, what is that? An episode of Seinfeld. It's it's not that much time, and so I committed every morning. I wake up, I would uh have my smoothie, I go for a run, I come back and shower, and I'd read. And I did that for a year, and I accidentally read 60 books. Some of them were like real short, but it was good. So I say, Oh, that counts.

SPEAKER_05 14:03

It'll counts. It's so it's interesting to say that that my brother uses that similar model. He reads every morning because and he goes he goes to the library when he on the weekend.

SPEAKER_00 14:14

Shout out to the local library, yeah.

SPEAKER_05 14:16

Shout out to Dion for going to the local library. Um, he's very inspiring. He definitely keeps me open. Okay, he's reading. Yeah, let me make sure I read my book. So in our community, we do have a book of the month, too. So I'm glad that you said it, that it is an attainable thing. 30 minutes, 30 pages, give or take, an episode of half episode of Housewives. You said Seinfeld.

SPEAKER_00 14:39

I did tell him I age on that one. That is it. So, so how does that answer your question? I'm reading these different books and I'm starting to see what's possible. And I'm reading about people buying football teams and buying hotels and um buying casinos, and I'm reading about people selling companies, and I'm reading about people that were just tired of being sick and tired, yeah, and say, hey, I'm gonna do something about it. So they taught themselves a skill, uh, whether it's sales or trading or leadership. And I read a book by John Maxwell, and he writes on leadership. He's written 30 books on leadership. And I said, Man, I want to go that deep on one topic. And so that's where I started to uh that's where I became an entrepreneur. I think it starts up here first. Yeah, I believe, hey, it's possible. These are people that some went to school, some didn't go to school. Um, some had a little money to start, some had no money to start, some had kids, some didn't have kids. So I realized it's not your circumstance that changes your options. Maybe the difficulty we can't ignore that. It doesn't change your options, it was just the decision they made to do something different. So I made a decision. I said, hey, I want to create income on my own schedule, uh, adding my value in my way, being myself. And fast forward, I did, and I am I feel you on that.

SPEAKER_05 16:11

I I think the moment I really realized I was an entrepreneur was when my mom paid for my trademark as a Christmas present. As a Christmas present, and I I was like, Yes, I that's exactly what I wanted. And then I was like, Oh, I can put it on shirts, I could do this. Like it opened a whole nother another door of oh no, you really doing this, like you really have created something. And my my best friend, he worked for the patent and trade office, and we actually did it without him, which was he's like, Oh, well, good job, because he was busy doing other stuff.

SPEAKER_02 16:45

Okay, okay.

SPEAKER_05 16:46

Oh, yeah, yeah, he was super supportive to making sure we were foundationally styled when we got started. So I think that was the part too that I realized, oh, I am I am I am in business, like I am doing something that hasn't been done before. I created something that didn't exist, and it'll be here when I'm gone. It'll be here when I'm gone.

SPEAKER_00 17:04

That's beautiful. So, wait, let me ask you this. I think protecting your your identity and your protecting your business is important. Do I need to have my trademark to get started?

SPEAKER_05 17:16

No, I I recommend most people get their LLC and the EIA number first.

SPEAKER_02 17:21

Okay.

SPEAKER_05 17:22

Because you can start off one name, but you can always get a DBA and do business as something else.

unknown 17:28

Okay.

SPEAKER_05 17:28

Um, and you have to do some research to make sure that you can get some of the domains, like right now. We're on LinkedIn and we're on YouTube and Instagram. You need to make sure that you can, if you pick a name that you're gonna trademark, that you can even have it and that you can even use it, and that you can put it on things. And it's not worth the money if you're not set up properly foundationally to just collect money in the first place. Because, like you said, you collected money. Did you do it legally? Or and that we can go into that a little bit. Is this a hobby, a side hustle, right? Or real business?

SPEAKER_00 18:03

So I think that listen, see a tax professional, right? This is not legal attack advice.

SPEAKER_05 18:10

Hit us up if you need one. I got I got one of my advisory boards under a certain amount.

SPEAKER_00 18:16

I don't think you're gonna get in too much trouble. Um, a hundred dollars, IRS is not gonna come look. However, there's a point. The the simplest piece of advice I'm gonna give you is okay, well, when do I get my trademark? Is when the business pays for the trademark. Yeah, if you can get to a point where client hands you X number of dollars, you deliver it, the client's satisfied, they're happy, ask them for a referral, take that money and pour it back into the business. Um, I don't believe it takes money to make money. I think it takes an idea, it takes a customer. I will agree that it takes money to make money faster, right? It's a lot easier to make money if you can grab um tools like StreamYard, if we can grab a microphone, if I can grab a headset, right? I don't want that to stop you. So if you're like, well, I don't have a trademark yet, I want to get started. No, get started, take that money, and then use that to buy a trademark. Just put put that on your list of priorities.

SPEAKER_05 19:13

Yeah, and I I say I always say the EIN L C route because there are benefits from being an entrepreneur. Absolutely.

SPEAKER_02 19:19

Step one of that. Absolutely.

SPEAKER_05 19:21

Step one is you're gonna do and you're gonna run around in your car, whatever it is. You you you want to make sure that you protect yourself too and that you get as many benefits as you can because you're already starting in a hard industry to become an entrepreneur. So I I would definitely say that. And then um, as far as the trademark, you also have to know what are you trademarking? Like are you, you know, are you gonna if you're selling personal training, you don't necessarily need a trademark name to sell training, but I wanted to sell other things like apparel, so then you know, I wanted it to be to be able to put it on other things so that when I have wellness events, no one can say I can't use it, or someone else is randomly using it. Ironically, HLS is Harvard Law School, but they didn't get it.

SPEAKER_00 20:06

Swear.

SPEAKER_05 20:07

I mean it's HLS, yeah, and happened to put collective behind it, but presently in Maryland, I mean they can't have it.

SPEAKER_00 20:17

That's the flex. No, I'm I'm big. There's when I started my business, and this is today the most profitable business I ever had. Um there was no website, there's no business cards, um, it was just clients giving revenue, like everything was profit, and so ratio-wise, it may not have been the highest drugs getting revenue, but it was the highest profitability because of how simple I kept that business. Nowadays, like because you know it's only so long before I'm gonna mention. So I wrote Better Questions, Better Clients. It's my fourth book, and I got my my copyright uh in the mail maybe a week or two ago, right? You gotta protect what you create, and like you said, after I've gotten a business, this book is still uh still gonna be telling the story. Um but one thing for me, and I have this question for you. I I feel like I was an entrepreneur for four or five years before I even had a business name. So I didn't have anything to trademark at first, but I was still in business.

SPEAKER_03 21:18

Yeah.

SPEAKER_00 21:19

Um, what do you say to someone who's trying to come up with a perfect name?

SPEAKER_05 21:24

Ah, that's a great question. And I tell people this all the time. It took me three months to come up with HLS Collective.

SPEAKER_00 21:32

However, tell them what it stands for.

SPEAKER_05 21:34

Healthy lifestyle collective. Yes, so it's a holistic approach to wellness. So I didn't want it to be Tasha's gym or somebody's fitness because I knew I needed some space to grow with the name. Um, but that is not what my LLC is called.

SPEAKER_02 21:50

Okay.

SPEAKER_05 21:51

So that, and so it like what did you say? Speed, success like speed?

SPEAKER_02 21:54

Absolutely.

SPEAKER_05 21:55

I got an LLC three months before we got the name under whole nother aware fitness. Just so that I could get started. And then I got a DBA. And so I feel you, people, it did take time. We had brainstorming sessions. We whiteboarded. Then once we liked the name, we had to find out can I get all the domains? Can I get the.com.org.net? Can I get the IG? Can I get this? We had to make sure that it was before I committed to the name. Can I even have the name? And that's how we settled on HLS Code. But it did take months, but to not slow it down, because business, I was already doing business.

SPEAKER_02 22:29

Right.

SPEAKER_05 22:30

So I tell people, don't worry about the name, get started. Get the get the EIN number. They can use that, they'll match it. There's a space for it that asks you what you decide to call it. And then if you decide to segue off, you can keep adding to it.

SPEAKER_00 22:44

You know, that's the part I was trying to tell my one of my good friends. Shout out to Colin White. He was once to write a book about his life. Um, but he said, Well, you know, I'm not really that old. And I said, just write another book then.

SPEAKER_03 22:59

Yeah, yeah.

SPEAKER_00 23:00

Register another LLC, open another business. If you, if you write, let's just use this book. Let's say I decided, man, I really don't like that title. Oh, well, I guess I could never write another book. You're how silly that's Alice like go write a book with the right title, yeah, and give yourself permission to evolve, give yourself permission to change.

SPEAKER_05 23:21

Um, my uh a good friend of mine who's a producer, he said, Taj, if you've done anything more than five years, you you have to start documenting.

SPEAKER_03 23:28

Like, you have to document it.

SPEAKER_05 23:30

Ooh, that's good advice. Yeah, and I thought about dang, if I just did the first five years of my successful life, I would have been a dancer. It would have been all about dance. And what I did, I did dance at Harlem, Alvin Haley, Nickelodeon. I did all those things before I was 21. I'm 45 years old now.

SPEAKER_01 23:47

Okay, we're gonna we're gonna gloss over all that lore. You just dropping other places.

SPEAKER_05 23:54

Yeah, but you know, but but you if you break it down in fives like that, you have something to say. And it's if you are an entrepreneur, you have to expect that who you are today in five years. This is why people have five-time plan, you're not gonna be the same human. You're gonna be you you will have learned, you have grown, you might have changed your mind, you might have changed your business name. But exactly, and if you're it, but once you're in it and you you commit to it, that's the fun part, you know. I I can even use like being married, way more fun to sit in this committed space because we don't have to worry about that no more.

SPEAKER_00 24:28

Man, I'll tell you, I don't want to turn this into a dating show, but you know, we gotta go there.

SPEAKER_05 24:35

I got some gems for that too. I met my husband in high school. No, we did not date in high school, okay. I had one of the boyfriend and stuff, but we did end up getting together years later. But it is something about having that consistency that brings some joy in your life because it's one part of your brain with all the things going on, which subtle art of not giving a fuck is one of my favorite books. Um, it kind of clears out the muck. And once you commit to entrepreneurship, not even that you have to give up your your your full-time job, but if you commit to the to the cause of it, oh man, it is it is freeing to know you can create something, it's magical, it's if I can use that word, and I like what you said, commit.

SPEAKER_00 25:19

I don't believe one of my favorite lessons. I'll tell this story sometime, but she's like, you don't have to be sober to for the rest of your life, you just have to be sober today. Um, she wasn't talking to me, but I was listening, and I was like, that's really good advice. And it's something I've taken into entrepreneurship. You don't have to be a millionaire today, you don't have to quit your job today. But what's the step forward today? Yeah, what's that what's that$10,$100 you can earn today towards being a millionaire or towards quitting your job? Um, I'm a huge component of both because if you build a business that allows you the free time you can still do a great job at work and still have the business, then you have two sources of income and the time. But um the most important part is to be committed. Say I'm gonna figure it out. It has to work or it has to work.

SPEAKER_05 26:10

Yeah. And I and I think you're right. And I think people don't have to be fearful. Let's just say you do jump all in like I did. If you decide to go back to work, it's okay too. Like it doesn't have to be all or nothing.

SPEAKER_00 26:23

Like people have made up these well, hold on, but if I go back to work, that's giving up. I you know, I feel like I failed.

SPEAKER_05 26:30

Well, that's a that's a that's a personal feeling, that's not a reality. Your failure is determined by you. Like, if you decide you decide you want more and you have the bandwidth to go get it, then get up and go get it. Sometimes I look at my business and I go, uh I have bandwidth for a podcast with my cousin. So let's let's plug that in. Was that on on my Q4 goal list? Not even a little bit, not but here we are. But I think that people try to live up to these standards and statistics and rules when people are breaking the rules every freaking day. I mean, like I'll be on mic recorded breaking, like you know, so it's like we are all unique individuals, we were all put on this earth to do unique things and to try to put yourself in said box of work, don't work, half work, half get married, don't get married. It's made up, it's all made up. Like work was all relative, depending on what year you were born, circa 3,000 years ago. You might have been working in Egypt. You're like, all I do is philosophize all day. That's what I do, and that's what I'm good at.

SPEAKER_00 27:42

Do it, whatever it is, do it.

SPEAKER_05 27:45

Be the your best at it, be the best you could be. I mean, the world needs the individuality, it really does.

SPEAKER_00 27:52

Okay, so what about um it's saturated? That's my favorite one.

SPEAKER_05 27:58

Oh, people tell you that they first of all, I'm a personal trainer, it's quadruply saturated right now. When I started, there were no women trainers, it definitely weren't no black women trainers. Um, people were walking in like, uh, is she old enough to be a trainer? Like it wasn't cool yet, it wasn't on the internet, you know, any of that. So, I mean, saturation is relative. There's not that many people like me who've been a personal trainer for 23 years. So, is it really saturated? You know, and there's still levels to it. There's trainers that are good at different things, some are better at nutrition, some are better at um power lifting. And I think that if you're bringing something unique to an industry, there's blue ocean strategy to be had.

SPEAKER_00 28:45

That's it right there. That's a gem. What is what do they say these days? Bars, gyms, gyms, you ever read that book, Blue Ocean Strategy is a book? Absolutely have.

SPEAKER_04 28:54

Yes, we should start our book list.

SPEAKER_00 28:57

Grab um, we'll make a note. Have the AI grab a list of all the books we mentioned. Okay, you gotta be up to five right now. Okay, um, so so checked out what she just said. It let's say it's a saturated market, let's just use physical fitness training. If you really love it, but you're like, man, there's a lot of people doing this. Find out a new way to approach an old task. That's number one. Number two, find a new group of people to do it for. So I've seen folks say, Hey, you have to earn a quarter million dollars a year or more to be in my program. Um, so he does busy, high performance, C-suite meals. I've seen someone say, Hey, this is just for pregnant women, right? Um, there really is riches in the niches. Another one I just now figuring out is take something old and bring it to a new group of people.

SPEAKER_03 29:54

Yes.

SPEAKER_00 29:54

So, what does it look like to start a fitness program in a rural area? I don't know, farmland, right? Um, there's so many ways to innovate without even having to invent.

SPEAKER_03 30:07

Yes.

SPEAKER_00 30:08

And and the it's 2025. Now, whenever you're watching this, technology just makes that easier and easier and easier.

SPEAKER_05 30:16

Yes. I mean, I always think about the Facebook, like it wasn't the first one. We had Black Planet, we had Myspace, you know, you had all these other things that came before it. Like you said, sometimes you're not, you don't have to reinvent the wheel, you just have to make it a little different, tweak it here and there. Um, but again, I think the and this is something I have to tell my clients, like, don't make up the the reason if it doesn't even exist yet. Like, like if you're giving me excuses before you even tried, is it even real? Or is it just negative self-talk out of fear?

SPEAKER_00 30:51

Hold on, let that breathe. If you make up excuses before you even try, is it even real, or is it just negative self-talk? That's a powerful reflection. Yeah, you do if you're if you're a journal person, make that your journal reflection.

SPEAKER_05 31:10

Yeah. Um because that's what I get a lot of that though. Because of my industry, I get a lot of highly intelligent, smart people who reason themselves out of the right things that they should do.

SPEAKER_00 31:27

I think I think smart people are the worst entrepreneurs.

SPEAKER_05 31:29

Oh my goodness, and clients. Sometimes they're the worst clients because they're so they're so smart in their day-to-day life and they're the boss and they're telling people what to do that they find ways to justify their habits and behaviors, even though they've hired me to be the expert to give them the answer to the test, and it's open book.

SPEAKER_00 31:52

That's one thing. So shout out everybody gets a shout-out. Shout out to Andre C Hatchett, good friend of mine, client, mentor. Um, he'll say all the time, he's like, Man, I'm not that smart. He was a substitute teacher. And he'll tell you, he's like, I'm not being self-deprecating. I know I'm not the smartest person in the room. He said, But I'm the fastest executor. And um, I'm not counting his pockets, he'll share this publicly. He's uh was I think he's up to$3005,000 in digital products in the last few years because he figured out how to help one group of people, solve one problem, and he did it over and over and over and over again.

SPEAKER_05 32:30

Mm-hmm. And that's that's the hardest part with entrepreneurship.

SPEAKER_02 32:34

Oh, yeah.

SPEAKER_05 32:35

That you'll find that one thing five years ago, and then the industry changes, the markets change. I mean, COVID did it alone, everybody was on the internet exercising and showing you their workouts and all that, like it really shifted kind of quickly. And some of us, like I did, went more business as opposed to online marketing, and some people went full-on influencer with no business, you know, and so it's interesting to see how it's developed over the last few years and where people are landing, because you have to be malleable.

SPEAKER_00 33:11

That's that's probably one of those unexpected lessons from entrepreneurship is resilience, is being flexible, it's being malleable. If you're unwilling to change, you will fail. Yeah, but but not even not even a mistake, but like a permanent failure. You have to be able to adapt.

SPEAKER_05 33:33

Yeah, I mean, I'll give you an example. One of my first wellness events when the world opened back up. I had a challenge, I was doing a challenge party. Website popping, did all the things, and the day before my event, the website broke, not just crash, it broke like squeezing, it'd been perfect for three, four months. And Wix, experts, we got all the way to the top tip, top, top, top, top. They could not figure out why it broke. And for me, that felt like a failure because I'm not the whole point was to have this event to get the capture to do the thing through the website, and I had no website.

SPEAKER_00 34:11

Okay, so did you still have the event?

SPEAKER_05 34:13

Absolutely. Was there a workaround? Was it awesome? Still had digital content, had a photographer, did all the things. Um, and yeah, my money back from Wix, indeed. But lesson learned that one thing, one failure doesn't stop the show, and things that you may build up in your mind, a reason not to start, the scarcity, all those things, though again I go back, that's just negative self-talk.

SPEAKER_00 34:41

Right. You know, there's lots of reasons not to start. There really are. Uh, and there might be good reasons, but you have to ask yourself, okay, do I want this outcome? If the answer is yes, you say, Do I believe that this action is a step forward towards that outcome? If the answer is yes, take that step. I'm always gonna tell you to see the biggest result for the lowest risk, right? I'm not gonna tell you to sell your house and your car, so man, I gotta make a million dollars by this Friday, or I'm gonna be homeless. But I want you to have that level of commitment and say, okay, well, what's the smallest action I can do today that's for progress? And that's really where I've succeeded. That's where I read books. So you say, Well, Bruce, I don't want to read 60 books. The average American, last I checked, reads 0.8 books a year. All right. That means they're either starting books and not finishing them, or it takes five years to read four books. All you have to do to be above average is read one book. So I think I said 210 pages. It's an average, you know, self-help book, business book, leadership development. Let's say it's 300. Fine. Let's say it's 300 pages. If you read just 10 pages a day, just 10 minutes, you say, Well, you know, Bruce, I got kids, everybody can't sit around for 30 minutes reading. Fine, we'll give you that excuse for now. What does 10 pages look like? So now all of a sudden, I'm reading a book a month. That's 12 books a year. Do you think your life will be better, worse, or the same if you read 10 pages every day this year? Right. That's it. And so now move that to your business. If I just tell 10 people on LinkedIn, if I just go live for 10 minutes, um, if I just write 10 pages, man, I've been meaning to write this book forever. What if I just wrote 10 sentences? What's the smallest increment of forward progress you can do? And listen, you'll look up a month from now, you're not gonna see any progress. 90 days, you're not gonna see any progress. A year from now, you're gonna look, oh wow. Bruce was right, reading 60 books really isn't that hard.

SPEAKER_05 36:50

Yeah, yeah. And I think I think a good start is to you have to kind of you have to make a decision what success really means to you.

SPEAKER_00 37:00

Oh, so how do you define success?

SPEAKER_05 37:04

Well, it's interesting. Me and my husband was talking about this yesterday, and we both feel like we've always been successful. Like it's not too many things, and if I put my mind to it, I'm gonna be way above average at it. And so for me, being above average is successful. Like you said, you use the 0.8 books. So I'm a success if I finish one book.

SPEAKER_03 37:24

That's it.

SPEAKER_05 37:25

You know? So I think that people have I they have the fictitious societal thing they put on as what success should, could look like. But you really do have to decide what success is in your genre or in your life. I've been a successful dancer, I've been successful in corporate. Like I've found different ways, and it may not all be the same thing, but based on industry standard, it would be considered successful. And I don't try anything that I don't think I can out consistent most people.

SPEAKER_00 37:59

That's it. I'm not better than too many people. Yes, I'm I'm more consistent than almost everyone.

SPEAKER_05 38:07

Yes, I have a I learned it in ballet. I have a the level of consistency to know that I learned that plie, which means to bend when I was five years old, and when I was 25 years old, that same plie was serving me well, and that because I had that foresight that young, the rest of the world gives me skies the limit feelings. Like, don't be surprised if I can fly an airplane when I turn 55. Like, don't be surprised, you know, if I choose that.

SPEAKER_00 38:35

So that's a good feeling, that's a level of confidence I wish and pray upon everyone listening to this. Yeah, you're like, hey, can I do that right now? No, but I can figure it out, and that's the difference. I'm not I'm not telling you that you can just snap your fingers and you're like, man, um, I can fly a plan. Like, no, yeah, read read a uh manual, go to flight school, get some flight hours, but you can do it, and that's all I need you to know. Yeah, it's possible.

SPEAKER_05 39:08

What do you wish someone told you before you jumped into entrepreneurship?

SPEAKER_00 39:12

Results, results, the only thing that matters is results because I like to read and I get that. Santa Mom, my first investor. Um she would read, she would read a book a day, like 60 books in a year. If she had time, she would just read a book, and um, so I have to thank her for modeling that example. I think knowledge is is powerful, but you don't get paid for the accumulation of knowledge, and this is where smart people don't always do as well in entrepreneurship, you get paid for execution. One of my favorite examples, my buddies we're in a group, my buddy's like, hey, we're looking for this person to fill this role to send your resume to this email address. So I clicked on the email address, it attached, the subject line was my first name. The message was um looking forward to talking, and hit send. 15 seconds, 20 seconds. There was all sorts of messages. Oh, what's the job title? How much does it pay? Um, what format should my resume be in? What's the name of the person I'm talking to? And there's other people say, Hey, can you look over my resume first? I gotta update. Meanwhile, I interviewed and they closed the role before some people even submitted their resume.

unknown 40:44

Exactly.

SPEAKER_00 40:45

And I'm confident there were people in there that were better, better fits, but no one will ever know because they didn't take action.

SPEAKER_05 40:53

Yeah, same as dance program, same thing. It's like you gotta show up. Like I had a teacher, she said, dancers don't get sick, go get some echinacea. But we were not allowed to miss class, they would lower our grade level, our grades in college, and we wore uniforms, like it was very strict considering it was Fordham University and A. Lee but yeah, some things like that, like the show up part, like I said, I might not be the best, but I didn't miss any classes, and by the end of that four years, I had a job with Nickelodeon.

SPEAKER_00 41:28

See, excellent. We're gonna have to go down that story, but I want to ask you the same question. What's something you wish you'd learned earlier?

SPEAKER_05 41:37

Systems. Like really use your systems, get them in place, get your SOP in place, um, get your membership tool, your your CRM set. I think that I kind of dabbled in it, but I didn't lean into it.

SPEAKER_03 41:55

Sure.

SPEAKER_05 41:55

And now I'm still using one, I still need one. So I think that as I was setting up foundationally, if I would have used that, use some of those tools to put systems in place sooner, then I that it would have fared me well.

SPEAKER_00 42:10

That's that's the difference between self-employed and an entrepreneur and a business owner in some systems, absolutely.

SPEAKER_05 42:17

That's a good lesson, and that brings results because then you get KPIs to see the results, you know. Truly, so it goes hand in hand.

SPEAKER_00 42:26

Yeah, I I think that once you start focusing on getting results and getting the best results as quickly as possible, you will spend less time, not zero time, but less time learning, accumulating knowledge, and more time applying that knowledge, yeah. And you'll make so much more money. I know I did. If you if you look over the years, um, I have a chart of attracting all the books I've read. And one year 60, one year 72, and then one year it was like 35, and next, and then next year was 20. And it's interesting as the number of books I read went down, my income actually went up. And the difference was I was so busy working or telling folks, hey, one new skill will change your life. I want to make sales simple by teaching you to ask better questions and serving those clients as a result of that. I had less time to read. Um, and then there's a very simple and obvious lesson there.

unknown 43:22

Right?

SPEAKER_00 43:22

Reading books doesn't make you money, but applying what you read in those books does.

SPEAKER_05 43:27

For sure, for sure. That's something that um I definitely think is undervalued um with people's fact, like instantaneous information that's given. And I always say when people spout random things, I have to say, and where did that source come from? It's an opinion, and I love telling my clients like, hey, hey, this is not opinion. This is I have a source for this. So I know I'm saying it real, like, hmm, like, but this is not my opinion per science, sometimes per science.

SPEAKER_00 43:56

That's that's a whole nother conversation about where we're getting that info from. From and that's where it's been helpful having these different perspectives and borrowing experiences from other people. A book is the only place where I can learn from a billionaire, take their 10, 20, 30, 40 years of knowledge and experience and spend$25 for it. Yeah, that's invaluable, that's an incredible investment. Um, but my personal experience has been the most valuable. And being able to tell someone, hey, I know this doesn't work because I did it and it was wrong. It turned out here's what I did instead that does work.

SPEAKER_05 44:37

That's something can't take away is experience.

SPEAKER_00 44:40

That's that's that's where I think we can beat AI, is our stories and our personal experience. That's where we can keep our businesses human. I think AI is great, yeah. And I use it almost daily.

SPEAKER_05 44:52

Yes, okay, but I also people laughing, but I like to stay in reality and stay present with humanity because that that that's really what drives me is obviously hope and wellness, but the humanity of it all and the harmony of it all.

SPEAKER_00 45:08

Absolutely, absolutely.

SPEAKER_05 45:10

So, how are you protecting your energy while you work both um your job and your entrepreneurship?

SPEAKER_00 45:19

I'm glad you asked it. I'm not doing a great job about that. Um, so my general answer is, and you saw me a moment ago, uh, my notebook, um, exercise, uh, rest, and quiet time.

SPEAKER_05 45:37

Okay, so sounds like you are.

SPEAKER_00 45:39

Those are that's what I do. I have I haven't I've not been doing those consistently. I gotta get back to consistently. Okay, but honestly, the reason I'm any level of sane is because I've had those good habits in place.

SPEAKER_05 45:50

Yeah, that's definitely something that I I teach within our community. Is you say once what there's one small change, one new skill will change. One new skills. And my I do believe one good habit change can change your life. Absolutely. You know, like one meal at a time. Can you just eat one nutrition meal a day?

SPEAKER_03 46:10

Like start with one.

SPEAKER_05 46:11

Um, I think that's very important to saving your energy, whether you're an entrepreneur or a full-time employee. That one thing is, yeah.

SPEAKER_00 46:20

I had add meal on there. Eating well has been a good one is as well. Um, because you have more energy. That's that's where um shout out to Michelle Welsh, one of my favorite clients. She said uh rest is a requirement, not a reward.

SPEAKER_05 46:31

Oh, absolutely. It's one of my pillars, it's one of HLS's pillars is rest and recovery.

SPEAKER_00 46:36

Because see, we hear, yeah.

SPEAKER_05 46:38

We got it, man. We're human. You have to have your water, you have to have your rest, you have to move your body.

SPEAKER_00 46:45

But if you rest well, you can you can execute well, you can execute a higher level, and that's where rest doesn't get in the way of your success. Rest is part of the path towards success.

SPEAKER_05 46:55

Oh, it can't be done without it. And it is different levels too. It doesn't necessarily have to be eight hours straight or anything crazy like that.

SPEAKER_00 47:01

You don't have to take a week off every month, you know.

SPEAKER_05 47:04

But you do have to turn off your TV and put your phone down and rest your mind.

SPEAKER_00 47:09

You do have to like that's that's where this comes on the plug.

SPEAKER_05 47:13

So I have my clients do a digital tea talk. I'm like, okay, you don't want to read, fine, don't read, but get off the computer every night, get off the TV, do that, go think.

SPEAKER_00 47:21

Go think. Listen, listen, I'm telling you all, that seems so simple and easy to do is easy not to do. If you go walk for 20 minutes, no phone, no phone, no, no, um, what a little bit of a watch out, yeah. It's gonna be the longest 20 minutes of your life for the first what would you say, five, six times. But once you stop compulsively checking your pocket for a phone that's not there, once you stop wondering what the email notification text message says, you start looking around, you know, it's trees and like you hear birds, and you get ideas, and you have clarity and you solve problems, and not to mention what it does to your body moving for 20 minutes, man. I absolutely change your life. Yeah, absolutely change your life.

SPEAKER_05 48:14

Yeah, I call I do uh antisocial Sundays, I try to do like twice a month where on Sundays, like I don't leave the phone has to be upstairs somewhere away from me, uh and just connect it to humans. If I happen to go come see a family member, daddy, or somebody, but or they stop by, but gotta get a little antisocial on the social.

SPEAKER_02 48:36

I like that. Might have to borrow that one.

SPEAKER_05 48:39

Yeah, it's plenty of time to think when you put it down.

SPEAKER_00 48:43

There's so much here. Listen, listener, you are so much smarter than you think you are, and you know you are. Uh you're just distracted.

SPEAKER_05 48:53

You're just distracted.

SPEAKER_00 48:54

You're just distracted.

SPEAKER_05 48:55

It's a I always I have to I give my clients an exercise sometimes when they say they don't have time.

SPEAKER_01 49:00

Oh, don't tell me that.

SPEAKER_05 49:01

Oh, yeah, they do.

SPEAKER_01 49:03

Tell me what you do, I'll tell you what I do. Never tell me.

SPEAKER_05 49:06

First of all, I'll start off with like, okay, you have 168 hours in the week. That's how many hours we have, and I I just crack break it down. Let's just say I'm gonna give you eight hours of sleep. Everyone says they don't get eight, I'm gonna give you eight. And I just break it down, whatever they tell me their lifestyle was, and guarantee you it's almost always at least 20, 30 hours unaccounted for.

SPEAKER_00 49:27

I've I've seen at least 20. At least, at least 20, because again, this is part of systems. People don't build a system for their life, and their life's disorganized, they don't know what they're doing when they wake up, they don't um have a night routine, and I'm talking to myself, but I hope somebody's listening. Yeah, and so all this time just passes by without you. Um, now some people are busy. I man, I don't know how I did this. I worked two full-time jobs and was taking uh was it 12 credit hours? Oh, yeah, it wasn't a lot of time, however, I had a system and I used my time very, very well. There were some things I had to say no to. Um then when I was president's club, I went to bed at the same time every day. Not five days, seven days. I got up at the same time. Um, it was exercise, breakfast, shower, read. Exercise, breakfast, shower, read. And I had the same schedule. So, you know, you have kids in there, sure. I know kids, kids are curveball. Um, if you have life happens, but those should be exceptions because you got systems in place.

SPEAKER_05 50:42

And and from what some of what my clients say and friends say, like, kids like structure too, they do better in some type of structure, whether it's a building.

SPEAKER_00 50:50

I don't have any kids yet, so I'm gonna take your word for that one.

SPEAKER_05 50:52

You know, I've seen it. My my clients that their kids have a time where it's like you don't have to be asleep, but you gotta lay down. It is what it is. I there there is no iPad Monday through this day. Their emotional intelligence is higher.

SPEAKER_02 51:07

Interesting.

SPEAKER_05 51:08

You can see it, like um, it's a big difference. And so I always share with other clients, like, hey, this worked, their temperament changed when they took it away. You know, that's like we can we can I can go on and on about that. So that's another day. But those that's part of the structure that you created as an adult that you can teach to your children, which is why what I teach at HLS is set on pillars, they're things that you can teach your family. So if you hire me, it's something that you can teach your family. There's no gatekeeping here, like this is a universal problem-solving situation.

SPEAKER_00 51:42

I love that's and that's what I love about what I do. I've I've gotten typecast as a sales trainer, okay. Um, which we do offer sales training as part of New Skill New You. But that's like saying IKEA sells chairs, right?

SPEAKER_03 51:58

Yeah, yeah, exactly.

SPEAKER_00 52:00

You're missing the point. What we do is just by let's just use better questions. That changes your business decisions, that changes your sales conversations, that changes your hiring decisions, that changes um seeking investors. But guess what? That changes your romantic relationships, changes your relationships with your family, it changes connection with your children. When you learn to ask better questions, so it comes all the way back around, right? One new skill will change your life, and so you can teach these things to your family and feel good about it, right? You can feel good about it. So now we're not just changing the clients' lives, we're changing their family's lives in the world around them. Yeah, that's how we sleep good at night. Yeah, we've we sleep good, making money because we know we've changed lives for the better.

SPEAKER_05 52:42

Oh, for sure. Like, we're not selling pins, like what's we're like, we're like, I do feel about selling stuff. I'm like, I'm selling vitality and longevity. Like, I feel I sleep amazingly because I know that's what I must have been putting here to do. Like, it's I really do care about my people, and I really know that their quality of life will be better if they schedule a call with me. Like, I can just pull that curtain back and say, hey, I hear you, and I hear the reasons, and I hear the obstacles. However, your lungs and joints and brain, they don't care, it doesn't care about that. You know, at some point you have to decide that you want to feel better. You mentally, physically, emotionally, spiritually, you have to decide. You think it's your life, you know, your your kids will eventually grow and hopefully be successful, and they will move on. And you may still be here another 20, 30 years. Then what?

SPEAKER_00 53:42

Then what?

SPEAKER_05 53:43

You know, you want to make sure that you can take yourself on vacation and get out of the bathroom if you're by yourself because your spouse or no spouse is there. You know, there's things that if you would if you attack it that way, you will feel good about your investment as well as your life.

SPEAKER_00 54:03

That's well, let's talk more about investing and on in all sense of the word in our next conversation. Um, I gotta go support a client. We're gonna teach a teach a sales success course. Um what can listeners look forward to on Business Cousins podcasts moving forward?

SPEAKER_05 54:31

You know, I think what the takeaways will be is our journey as we meet on a week-to-week basis because there's always something going on in my business. Literally, literally, like from setting up the tech to the lights, you you name it, you know, and building out our school community. I think to see how we're growing through our journey will be what we can share and have questions about. You can ask us questions and we can help filter out some of the noise.

SPEAKER_00 55:08

Hmm, okay. I love it. I love it. Um I'm just really impressed. So, okay, let's go back to right the origin story. I um oh shoot, was it you or me? Somebody said, What up one day? Hey cousin, how are you doing? Oh, yeah, yeah, and um say we're doing good, let's catch up. And this is what I really like about Tasha. She said, When? You know, a lot of folks say, Oh, let's catch up, and then you'll see him a year later, and they're like, Oh, so good to see you. We should catch up, and you see him a year later. Okay, you get where I'm going. So, um, success love speed. Maybe the next day we hopped on, we started talking, and uh we just started cooking. I was like, This is good, and so we scheduled another call and it's cooking. I was like, Man, we need to document this. We were talking about working with families, uh with our families specifically, and I was like, Man, we need to document this. And he said, Well, I think this is your idea. He's like, Well, let's do a podcast, and I said, Done. Um I think we did a test the next week. We did a live maybe the week after. I had an emergency, we skipped a week, Thanksgiving, and now today. So last month we had the idea. This month we're executing success low speed. We'll and I'll say that again. Um, we grabbed our mics. I think I had to order this headset.

SPEAKER_05 56:31

Yep. Um, I magically had it in my home.

SPEAKER_00 56:34

I'm still mad at that. You're like, oh, should be send me the list of what you bought. You're like, oh yeah, man, I got it. Um, some of my favorite podcasts were started on a on an iPhone. So yeah, you know, I don't want you wherever you are, wherever you're going, to feel that because you are where you are now, you can't go anywhere else. Yeah, because you can go anywhere else. Um, so as you as you listen in, you know, tell a friend to tell a friend, if you're interested in your personal professional development, uh, whether you're a career professional or entrepreneurial, we were gonna just share our journey, right? We're not um we're not gonna tell you anything we haven't done. We're gonna we're gonna cliche to say just keep it real.

SPEAKER_03 57:24

That's more cliche.

SPEAKER_00 57:26

Um yeah, we'll keep it 100 and because that's what I wish I had when I started. Same yeah, so that's what we're gonna give.

SPEAKER_05 57:34

In full transparency, I don't listen to podcasts often, so hardly ever. So this is a podcast. No, that's I just you know, actually, you was your idea. I I was like, That was my idea. Oh yeah, that was your idea. You said you were thinking of doing one. I said, you know, I've I've thought about it, but you know, so we said, Well, we only have to do this many to be successful. Let's do that many.

SPEAKER_00 58:03

I think that number is like 10.

SPEAKER_05 58:05

Yeah, okay. So, welcome to the journey, everyone.

SPEAKER_00 58:08

Welcome to the journey. Oh, that's good. That might be it to be the intro. Welcome to the journey. Yeah, that's good. Uh Tanja, thank you so much for uh sharing uh some of your day, your story with us. I'm appreciate it. I learned a lot, I have a lot of fun.

SPEAKER_03 58:24

Yeah, me too.

SPEAKER_00 58:25

Um what's uh what's the what's the quote? What's the takeaway before we wrap?

SPEAKER_05 58:31

I say the takeaway is hit us up, hit me up at HLS Collective, HLSfit.com. If you need any wellness support, any habit support, and we plan on being here a while. So tap in with us. We look forward to working with you in any way, shape, or fashion, or just join our community. We both have communities. Um, this is definitely community-driven podcasts. I'm so why we did it with our customers.

SPEAKER_00 58:58

Um, oh yeah, we gotta okay, we'll get links and everything. Listen, y'all gonna watch this. I've got this light hanging off the computer screen. Results done is better than perfect, and it's true, but you you don't have to be great to get started, but you have to get started to be great. Um, for me, listen, the questions you don't ask cost you money. So ask yourself where do you want to go? How are you gonna get there? What do you need to help you along the way? I believe one new skill will change your life, and I that's how I live my life. So, as you as you explore, as you grow along the journey, I like that. Welcome to the journey. That might be um get in the habit of asking better questions, and so until then, cheers to your success, and thanks for tuning in to the business cutting this podcast.

SPEAKER_05 59:45

See you guys next time.

SPEAKER_00 59:46

Peace. Almost like we