A (3:18)

I think it's really interesting, as I see successful entrepreneurs, there's a difference between those who describe their success by their finances and those that describe their success by who they are in life. And I spent about eight years in a hospice watching people die. And the people that were the happiest, they always started with, well, I'm a mom or I'm a husband or I'm a wife or I'm a sister or I'm a friend. They always start with that, oh, I happen to have made all this money. But what really matters at the end of the day is who you are and what fills your heart. And I think, you know, before we started recording, we were talking about balance and how important that is. And I think the way you describe yourself hits that on a high level. But I don't think people really understand because they look at someone like you that's had all of this success and they don't know the. The other side of it. And regrettably, you know, there are people online who are unfriendly and they don't see the other side. So for me, when you talk about.

B (4:11)

That, that's interesting because people look at me when I meet them and I realize that they don't see me, they see a wallet. So I like this. This dollar sign to them and I'm talking to somebody and I think, oh, I mean, they want to sit next to me and they're chatting and they. They think I'm nice and I like to be entertaining. And then I realize there's an ask that is going to come and it's a rude awakening that I have to be aware of, but not let it consume me that maybe the in between all that I might meet a few good people that aren't on the ask. And so when you describe yourself, I I don't describe myself with money because if that money goes, then I still want to be living on my values and I don't want me as having money, even though I have money, but that so irrelevant to the person that somebody is.

A (5:06)

It really is. And I think it's important that people learn how to do this balance, how to. How to find the difference and find out what matters to them. You know, you went through some trying tribulations before with when you had some stuff that happened, you're like, okay, well, I'm going to go do this anyway. Even though I'm a single mom and I'm rocking and rolling at the time. Could we talk about a little bit of that and what balance looks like and how you do survive some of these times where people regrettably see you as a wallet versus a human being.

B (5:35)

It's now with opening different businesses, I have to explain to the management that when somebody is giving a quote, it is important that they present themselves as the managers, if I'm attached to that. So I try not to market myself in conjunction with my businesses. So I have a commercial building, I have managers, and I have to explain to them, do not associate me with the building, because then people will start to. Because I'm friendly also. So they mistake friendliness as being naive. And unfortunately, Charles, they mistake being female as being naive. And it's always she, she rather than the owners, and they will emphasize the she and they will get to me. So I have to explain to the managers, realize that they are looking at my wallet and they're looking at getting a deal because there's a female behind it and because they show so much money. Now, that aside, there's nothing I can do when I meet people and they do that. I just have to be aware and almost, almost put up a careful barrier and make it very apparent that I'm not going to be investing in somebody's new idea or something like that to so because that often follows with, by the way, I have a. I want to make pies in my home and would you invest in. And so I always have to be very careful to say I invest in what I manage.

A (7:11)

I think there is this perception that if you're a female, you're nice, but also that you may be weak. And I have found that the blessings that I've had of working with entrepreneurs who are female, most of them have leaned into that as an advantage. Like, oh, you're going to underestimate me. Oh, this is going to make my life so much Easier now because I have this competitive advantage now because I get to come in and I get to surprise you instead of saying, oh well, I am this perception because we're not what other people think of us. But to reach the levels of success that you've had and raising as many kids and going through the trials and tribulations, how do you find those bounces? Like, what's the practical use up? We talked about you're always up early. And I was like, I'm not. How do you do that?

B (7:57)

Well, I have to get up early and I was trained when the kids were little, I'd have to get up and do whatever I needed to do before I drove them to school. I would have a shower, I'd get up, I'd do what I needed to do. And if I was studying, it would be studying and I would get the kids ready. I had to organize the kids so that they could get their own breakfast and they made their lunch the night before. They made their lunch the night before. When you have a number of kids, you have no choice but to train them and then get in the car. I'd have a shower, my hair will be wet, drive them to school, and then I would go to the hairdresser to do my hair in the morning while I worked and then went to the office. So I'd be at the office by 8:30, 9:00 clock in the morning. So it sometimes 9:30, depending on the day. And so then I'd have my full workday, not take a lunch because I needed to put that eight hours in. In finance you really need to be at a desk and put that time in. And having a lunch was. I'd rather go home an hour earlier than meet somewhere. And so I'd bring my lunch, carefully pack my lunch or I'd allocate whatever $5 if I'm going to buy something. So I budgeted on my lunch. Even now I budget and I could buy the restaurant and that's not a. Like I would buy a pan press just to have the broccoli every day like delivered. But I do watch every, every single dime to this day.

A (9:25)

Gotcha. So it sounds like you started delegation not even at work, but also at home, like, okay, listen, I've got to empower the people underneath me, even if they're my kids, that I can only accomplish abc. I only have so much energy and so much time in the day. I need to view my time is a resource as much as I view my, my finances as a resource. And I Need to delegate downstream. People have a hard time doing that in business. That's very challenging, especially now. And there are like, oh, well, millennials this, or Gen Z this, or whatever it is. You did it with children, so it kind of negates that whole argument that it can't be done. How do you delegate properly when you are having this level of success and you're raising kids and you're getting married and you're. We're a single mom and you're getting your doctorate and you're doing all this? How. What are some tactical ways who are listening that are, you know, running companies? How do you delegate product?

B (10:16)

So I assume that people have a certain limitation to their talent. And I try to look for the talent that each individual has that I hire. And I don't try to fit a square peg in a round hole. If somebody is really, really good at sales, do the sales, but don't take someone who's very good at the front desk and greeting people and put them in sales, make them the best greeter, and then depend on that for. For them. I believe strongly in also a spiritual culture. So you pay people fairness and fairly, and then you invest in the culture of your organization, whichever your organization is. So it's a happy workplace. I would let go of anyone who talked negatively about somebody. And I hire for skills. No, I look for the skills and then I hire for values. So it's important. And then I get rid of them really quickly, like within three months if they are rude, if they hit on somebody at work, if there's anything that they do. And I would fire anybody who stole from the company. And so that means anything that they steal points from, they think that they should get the points on hotel rooms that they book from me or something like that. Even as little as that, I would get rid of someone. So there's a culture of trust and intolerance for stealing and for disrespect. But there is a strong culture of happiness, smiles, and that somebody doesn't have to worry about their back. I think it's important to hire and be around the people that you want to work with and not to put them in positions that they can't handle. And then delegate and trust. So you put. And you trust the management. So once they are trained, and that's in working and communicating with you, you need to trust that management or get rid of them. Don't have in the back of your mind weak, just get rid of them if they're weak.

A (12:11)

So how do you. How do you hire for that because that's a challenge. Right? We have a. We have a hard time. We're getting, you know, right now we're in layoff season. People are. Hundreds of thousands of jobs are being lost at the moment. How do you weed through that and hire the people that you know right from the beginning? Okay, this is a good human being.

B (12:29)

You don't know. I do have an HR person that interviews, does a criminal record, checks, does all that for me. So people are screened. But in the end, when it's senior management, I do meet the people. And you have to have a gut feel for the person and the questions that they ask you and you ask them. It's a gut feel. I have management that works for me now that are in senior management that I can see where they're really good people, really talented, but I don't put them into doing their full job scope. I say hire someone to do this part of your job, and even if they're better than you, they will not surpass you. So I'm very faithful to my management so that they hire people better than them and they don't feel like they're in jeopardy. And the market in the US is interesting because it is. So the work ethic to me is not there. I think that in general, and I think that some people make more money not working than they do working and that the talent in certain kind of traits is missing. So that's difficult. And I don't want to get into anything political, but if I look at anything about me living in the UK when they had Brexit, a lot of the talent, and we're renovating a castle in England, a lot of the talent has left. With Brexit, many of the people were Polish, Many of the people, the carpenters, many of the trades were. And with Brexit, all of that ended. I see that happening in the us, probably globally, that there aren't engineers, there aren't electricians, there aren't plumbers, there's not the trades that we used to get. There are people that see making others not themselves, making more money on just social media. Yes, but there needs to be a balance. And where is happiness in your work life balance? You need to have work where you feel fulfilled, not just where you're making money too.

A (14:32)

Yeah, I think there is a big change and regrettably Covid changed the ball game across the board. People realized that you didn't need to physically touch your employees anymore. They don't need to physically be in your office. There Is the ability for certain tasks. You could actually outsource a wall of it, but there's other tasks. You're like, nope, I still need to. We need to sit in and have meetings and execute together. But being able to say that your entire workforce can now be moved remote one way or the other has changed the ball game as far as the work ethic. And again, I stay away from politics as much as I possibly can. I agree with you wholeheartedly. There's a sense of entitlement for source places. And you'll find that there's people outside of that place that work harder and want it more and are more hungry and they go from there. And you have to honor that. When you're talking about fulfillment and balance with your work. There's a lot of people who'd never find that and they're stuck. Like, how do I find that purpose? Like, they look at you and they're like, okay, this is an individual who on every financial look is very successful. And they look at their personal. Your personal life like, okay, wow, also very successful. How has she done this? Is she just this unicorn that showed up? Or how does this individual have that? Is there self work that you've done? Is there meditation that you've done? How do you find that fulfillment and financial and personal success?

B (15:52)

I don't know that I overtly meditate, but I do have this sort of like inner peace. Like a very strong inner peace. Like what you see always what you get there isn't another. And it's always this inner peace. And I live from the core of values and I think that's important to have your own values and have a self check. If I hurt somebody, I would be devastated. If I said something disrespectful, I would be devastated. So I just live like that and that's important. And starting out in business many, many, many years ago, when you say gazette a unicorn, I didn't want for anything more. I envisioned that I could build a big company. I wanted to have something that was widgets. And I didn't say I couldn't do it, but I actually had no money. And so it wasn't that this just happened overnight. I started the company. I always had an air of success, like I could do it. But you know, when somebody's looking at your financial statements, you haven't met there yet. But I would show people that I was capable of doing it. And I did my research before, I would approach the banks to invest with me. And because in money lending you need Banks behind you. And I had this air of doing it, but I didn't have any portfolio or any business. I had to really set up a business plan, show that I could fulfill it, and had 30 doors slammed in my face saying no, you know, maybe next year, maybe when you've reached this point before, one of them bit so you don't give up on it. And it did not happen overnight. But as I started to build the business, I thought, oh my goodness, what if it falls apart? I've got to put food on the table. And I was working another job while I was building my business. So it was tiring renting out a room in my home so I could work a night shift and then somebody would be home with the kids after I put them to bed. I remember at that time I was a single mom, so this didn't happen overnight. And then as I was building my business, I started to think, what happens if all that falls apart and what happens if I don't become super successful? So in 25 years I've got to still support myself, not to depend on another guy or another husband that's going to leave me, you know, without anything. So I started to real estate and rent out the real estate and have the income for the mortgages to cover the mortgages. So I would lease out, just say my income was $1,000 a month or 10,000 or 20 or 50, depending on the property. My income would need to cover the mortgage and I would have a mortgage as high, not lower than the income coming in so that my tenants paid it off and built an annuity. So now I have, I don't know, many more than 14 properties, income earning ones worldwide. And that to me would be an annuity. But it turned out to be a business as well. So. And a lot of work. So there things don't just evolve, but when you want for nothing. Like money wasn't important to me, making money. What. But showing it off didn't drive the Ferrari. I dressed in secondhand clothes. I still buy secondhand clothes. I still look in shops, still do that. I will buy a T shirt and then cut it up to make it look like it's a fashion statement. And I mean unfortunately or fortunately, all this ripped clothing is in right now. So it's, I'd look at it as look successful, put yourself together, don't talk gibberish when you're trying to do business. You wouldn't go and audition for something and then talk about fixing your car. So focus on the moment and focus on that sales point where you're trying to sell yourself and that everything that you put online in life. And so, Charles, I would not do any kind of vodcast or podcast or YouTube channel if I didn't trust the person that I'm doing it with, then that's a compliment to you because I live forever on the Internet. And so start acting kooky on your Instagram, on your Facebook, on anything that is really just, that's one of your, that's your resume. And so what you do in life, because at some point you're going to want to do something else. And if you've acted goofy or friend, then it'll come back to bite you. So you don't want to be doing things in life that you have to fix later and clean up. I would say to your viewers, clean up your act. If you really, really want to be something and be that brand at all times. You can't be part time somebody who just, you know, sleeps with a bottle of beer in their hand. I don't, I don't think I've ever slept with a bottle of beer. Maybe wine.

A (21:04)

Depends on the wine. Depends on the wine.

B (21:08)

On a consistent. I like the cheap California Chardonnays. You can't. Yeah, this is interesting because I live mostly abroad. I'm in the U.S. sometimes, which me landing in the U.S. i think I can get California Chardonnay. You cannot get it in Canada. You cannot get it in now with all the tariff threats. You can't get Chardonnay, California Chardonnay in Canada. I can't get it in the UK unless it's not popular. It's just, and I love, love their Chardonnays. Anyway, back on topic.

A (21:43)

I'll see what I can do about that before we hang out. I'll see what I can do about that to get that fixed for you. One of the things you talked about, and this is specifically hard for females when they're walking into it and they're finding this balance and they're showing up authentically. And I agree with you a hundred percent. Your online presence is your brand. And thank God I'm old enough that the goofy things I did when I was a teenager, There was no YouTub Internet and all, thank gosh. Because. Oh, that would have been embarrassing. I, I was on a swim team, so I was in a speedo. Thank goodness there's no pictures of that anywhere because no one wants to see that. Nobody wants to see that. But as we go forward, we're doing this and when we're talking to the female audience specifically because I want to help them out as much as I possibly can. What are the tactical things outside of clean up your brand? Like, I get it, you may or may not look good in a bikini. You may or may not. You don't post that stuff. Your online stuff is your brand. Clean that up immediately. You know, I tell people all the time, keep it private until it's permanent, and then once it permanent, keep it even more private. No one needs to know your business. Just, just. There's a reason I don't follow anyone on Instagram. I thought I follow one person. It's a city in Switzerland. That's the only thing I follow. I do not. I do not follow because it's just, it's. There's been some bad stuff that's happened. But as you're going through and you have this tactical redesign of your online presence, what are the things that female business owners can sit down and say, okay, this, this is the world you're going into. You know that this is gonna happen no matter what. This is what you're running into. Here's how you prepare for that.

B (23:14)

So I think, I think for female business owners is to own who they are. I mean, don't be ashamed or concerned about who you are. You don't have to fit into some profile. Gone are the black suits and the white shirts and having to dress like men. Be who you are and, and that person should be a confident person of the person you are. So own it, I would say, is the first thing I would say to a female entrepreneur and also to work that much harder because when you walk in that room, you have less likely than if it's a man walking into the room. So when you walk in that room, own that room and owning that room means that know the business to hand do all of your research, be smarter than, more knowledgeable than anybody else in the room because I can guarantee female or male every do as much research as you is if you overtly and carefully research what the topic is, find solutions for what any question could be asked, and even have it ready there in paper and writing. A lot of calls are on zoom, but be very knowledgeable in your subjects as well. So the third one I would say, and the biggest one is think really, really big because there is no reason that you cannot be everything. So you always look at the business to hand make sure that it is. There's widgets, that there's distribution, and that there's. You can grow that business so it's flexible to grow into a large business. If you're thinking about the business and the entrepreneurship is around, and I used this example before, I'm going to make pies in my kitchen. It's not going to sell to your friends if you start thinking, my friends bought it. There's someone at the school, a parent at the school. That is not going to work. You have to think all the people you don't know that is going to buy into your idea and think even bigger. And then right now you've got AI. If you're not thinking of incorporating some type of AI in your business or doing a business that's affiliated with AI, you're missing the boat because that is really big right now. So I signed up to take a course, a diploma course at Harvard in AI. And so I'm going, I don't know enough about AI. Like, I get it, it's a buzzword. And I get built on algorithms and regression models and I get it that it's built on smart learning, but I need to know more. So get educated. If you don't know it, don't say, I don't know. Get yourself educated. And then now you're probably listening and going, this is exhausting. This is exhausting. It's too much work. It is a lot of work, but there's no reason you can't balance that work and that life if you really, really want to be successful. No one became successful as an entrepreneur without putting the work in. You've got to roll your sleeves up. You've got to be smarter than the new competition that's going to come in and try and grab your ideas, grab what you're doing, and you've got to stay one step on top of them and be adaptable to change. And females are more adaptable to change than men. So be adaptable to change and don't be ashamed that you're a female. But don't fall into the female. Oh, I'm so exhausted. I got up and I had to get my hair done and do all this. I don't mention that I mentioned the things to do with the business. And I don't get cocky. Nobody wants a cocky person in business. So you have to listen. And as a female, we do listen, and we communicate well. So listen and communicate well what you're naturally capable and able to do. And don't get defensive because it's, well, I don't think he listened and all that. Don't overanalyze, be prepared, because you don't Want analyze your words. So, yeah, I'm talking about the females I talk to that are very successful, but then they find. They find blocks in trying to get to the next level. And if they talk to me about it, obviously they want advice. And they say things like, well, I get people saying I'm not approachable. Well, maybe you're not approachable. And so you need to be approachable, but for the right reasons.

A (27:39)

Right. And you need to do the work. And I think one of the things you said there is not thinking big enough. And I think you and I are both in the same Harvard course right now. But this isn't. You know, you go in and you do it, and we're constantly working on it. And I used to tell this to people all the time. They're like, why do you spend the extra money for organic food? It's so much more expensive. And I say, well, it's cheaper than chemo. So when people talk about. When I talk about, I don't want to do the work, this is so much work, and this is going to be so much stress to invest and research and take the Harvard courses. And why are you doing that? I'm like, because the opposite is worse. And understanding that ball game of, yeah, I could have taken courses at no offense, fau, which is where I got my undergraduate from, or I could sit down, I could dig in, I could do this stuff from Harvard because it's a different ballgame. I get to do it online. And it's just, I want to get the best of the best because this is where we're going. I would love it if we were going to a world that said, hey, you know what? We're only giving money and health and wealth to people who are on this podcast. Sure, that would be. But that's not going to happen. I'm going to run into a world where things are changing, and either I adapt or I die. One of the things that really stands out, regrettably, we don't teach women that they're enough. And we were constantly telling them, you need more makeup, your hair needs to look this way, you need to be dressed a certain way, or doing all of this. Your perspective is the complete opposite. It's like, okay, you know what? You're more than enough. But I need you to think bigger. That is a gear shift that most, most men and women, but specifically women, don't have. Because by default, it's harder because most men think we're one push up away from looking from the Men's Health magazine. It's just that we were coded with that because for men and. But as we go into this ball game, how do you teach and how do you empower women to think bigger, not only about what they're going to do, but about themselves?

B (29:26)

Well, I think that there's one thing that when you go back into way women think if, if you show up and you're wearing a nice dress and someone will say, oh, that's a nice dress. And in their mind they're going, how come I don't have a dress as nice as that? And women compare themselves to each other. And I think you have to get out of that mode of comparing your. Because that's something that you naturally do. But women also don't think of themselves as being big thinkers. And I think often it's a threat when a woman is a big thinker. I mean, I was a threat, I believe, to my husband, my current husband, many years, but he didn't. I was so entrepreneurial and so aggressive. So I didn't talk about it. And sometimes you just have to play the game. So our relationship is better because I don't talk about business and I'm doing everything else, talking about the kids and things like that, but not about business. And so you have to realize that a big thinking woman is going to be a threat to men. So you have to be aware of that, but think really, really big. There's no reason you cannot run the show, be the top of your game and get the emotion out of it, because men are very, very good at getting the emotion out of it. So if you can be a woman, be a compassionate person, and be a smart thinker and a good researcher and not emotional about it, then you're stronger. And never, ever think that you're really smart. And what you can be intelligent, but don't think you know more than other people because you never will know what's going on in everyone's head. And you want to be. You never want to be the smartest person in the room. You want to be in a room full of people that are not. Yes. People. You want to be in a room full of people that you want to work with. Another thing in business, I always do. Always do and still do. And I do it now. Used to do it on business cards. I do it now in my contact list. So if I'm talking to someone and they say something interesting about themselves personally, I make a note in the notes under that person's. So, Charles, I would make a note if you mentioned you were a speedo and you used to be a, I guess a competitive swimmer. I will make a note because if you and I didn't talk for a year and a half later and you called me up and said, hey Anne, and I'd say, yeah, how you doing? And did you ever post about that speedo again? You want to be able to know people, but this is a very fast moving world and the more that you grow, the faster, faster it moves and the more people you meet. Another thing that I do, and I try to tell this to my kids, is join organizations. So I enjoyed the Ontario Economic Summit for years. I was a delegate and the G20Y on the banking and finance committee. I met people from around the world. I'd attend this in different Paris or different places that we would have our meetings and I would meet people from around the world and they became part of my Rolodex. And this can be done a lot easier now. Also with podcasts and vodcasts and YouTube channels, you can do that. But join committees and organizations in a large scale and you will meet more people that become part of your contact list. And that is really important because you want to open yourself up beyond your small or your small is relative people you've met in the current business that you're in now or in school or in the past. So I opened my world up to a very, very big for me Rolodex of contact people. And so even now in television, I go to the television conferences and I know that I'm not noticeable and I know that I'm not, that I'm really nothing amongst all the people that are there that are all searching to sell or buy something. And so I make sure that I myself noticeable. And so for example, when I went to mipcom, which is the reality TV show conference in Cannes, and my TV show's called Queen of the Castle, I brought a whole bag full of tiaras and we handed out tiaras to people. And I literally brought drag queens with me because I was the queen and dressed as the queen and we were noticed. And I had to fight that with the, the producers of the show. When they asked me to go to MIPCOM and meet people, I said, realize no one will know who I am. I mean, you're amongst all of these. You've got Warner Brothers, you've got Disney, you've got, I don't know what they're called now in this day and age, but you've got all the TV channels that are there and everybody's there. Make yourself noticeable in a good way. And so I think every moment is your elevator pitch. Take those elevator pitches and have that little sound bite available. And something I learned in pr, when I would do the news or I would do something, I would practice. I would practice the worst questions somebody could ask and I would that sound bite that I wanted to say written down on a sheet of paper in front of me. And then if somebody asked me something, we used to do anti aging shows. So where we did anti aging shows. And I was money lending into the cosmetic, medical market and veterinary and dental, et cetera. And I know that I and I was money lending into home improvement as well. But because we did money lending into cosmetic enhancement, always one of the first things that media would ask me is what have you had done? And irrelevant to money lending and conventions that we would do, But I would have written down on a sheet of paper. While if I was thinking to have something done, I would certainly go to our conference on anti aging and it wouldn't matter what they said. But have that sound bite that you can slip in and divert from the question. And I hate to say it, but a lot of politicians just put the sound bite in and it has nothing to do with. Learn from that. Cause it's not a bad idea, right? But do it. But do it.

A (35:45)

We do it all the time. Don't answer the question that was asked. Answer the question you want to answer. So they could say, hey, what is your favorite food? It's like, it's really interesting question. My favorite color is. So you're actually answering the question you want to answer, not what was asked. And I think the other thing is when people show up to networking events, they get very scared because, well, I'm not the queen of the castle. I'm not ooh la la. I haven't done, regrettably the research, which I agree with you wholeheartedly. Do the research. I remember before social media really blew up, people on Facebook and they posted everything, their wedding anniversaries, what they were with their kids, their hobbies. And I would research all of that. So when I got to the meeting, I had more of those, like things to connect with. But what I've done at these events is, and I would love to hear more of your ideas of how you connect, because obviously you connect on a huge level is I will walk up and say, hi, what is your biggest problem right now? So, like, I need a plumber. Like, awesome, I'll be right back. And I would go around the Rest of the party. And I would find a plumber. I'm like, hi, you're a plumber. I'm like, you need to come with me. And then I would take plumber to the person new to plumber. Like, hi, here you guys connect. You needed a plumber. How would I say when the plumber's really happy because new client and the person's really happy because I found a plumber and that inherited in that I get all that trust and I get all that connection and I will just spend the whole time. So for those of you who are listening, one of the proven tactics that work really well is be in service to others. Say, listen, I. I might not feel that I'm good enough at this moment. Great. You can always connect people. There are times where I feel I'm good, not good enough. There's times where I feel like I'm amazing. When, when in doubt, connect people. What are, what are the ways that you have connected? What are the ways that you know as a female, as you're coming into it, where they will marginalize you, where they will think bad about you? Because anytime I've been on a carpet, no one's ever asked me what I'm wearing, ever. And I've had PR sit downs, okay, this is what you're wearing. I'm like, I don't know what any of those words that came out of your mouth are. I go, I don't know, because I don't. You walk in, you have your underwear on, and they dress you with everything else. I've had to do that. They'll give you a list. I've never been asked who I'm wearing because my default response will be target. I don't, I just, I don't pay attention. It's either Banana Republic or Target. That's just. I don't know. But when I'm on stage or I'm being dressed up, it's Armani and all these other things, I've never been asked. That's a very different world than you live in. So how do you. What are some practical things when you do do research and you are walking into these things and you are setting up that you can give to. And again to everybody. It doesn't matter if it's internal plumbing or external plumbing, but specifically for women to be prepared in that environment.

B (38:10)

So I make sure that I do make those notes that night or that moment. I will take the moment to make a note about a conversation that I have with somebody so I don't get into personal life. Never get into my personal life. I get into what that conversation that somebody is having with me. So just say it's at a party or at a dinner or an event. And I do throw the events and the parties and I'll get into that in a second. But when I meet somebody, I will make that note and I will make sure I get their WhatsApp connect on the app and I will follow up and it's like, hey, it was nice to meet you. I will make that note and I will follow up with them to do with the conversation. And so I do not follow up with them and ask for something. I follow up with them. I don't ask like hey, you know, this is what I do 100 investments. I'm trying to make a connection for someone to fill a void. Or it might the plumber is to hey, it was good to meet you. I hope the plumber works out. Let me know if you don't find one. And I can see, you know, I live in the area and I can see if I can get somebody else that can help you follow up with a relevant conversation. But do not ever ask for something and never reach out to somebody with an ask. And if you have an agenda, tell them your agenda. So and it is I'd like to ask you if you're interested in investing in this firm. But don't follow up and say, hey, great to meet you, I really liked your Armani suit. And you know, let's connect sometime. Be very, very honest because no one has time to. No, no one's that silly or stupid anymore. I don't like using those words. They can read between the lines. So be very authentic and be very forcing. You're doing and then follow up and make sure that when you're at a party and you're there to network that you actually do network. And so you actually are promoting yourself as a business person, whatever that is that you are at that moment and trying to promote yourself as. And then make sure that you're making that connection and the right connections. And something that I do now when you talk about networking is we do and I work with throwing parties where I invite like minded people in and anyone can do this themselves. And one of the things that you can do is invite like minded people in the same ilk. So in mine it would be CEOs of companies and invite those people to a dinner. They don't pay but the idea is that they get to network. They get an over the top experience and their whole Guest list emails and contacts are shared with everyone and so they come there knowing they're going to meet like minded people. And I don't invite people that don't fit into that group. So it's really, really an interesting way to network and meet a large group of people that you can bring together. And if you don't know a lot of people, make it a dinner and then say let's talk about AI and the impact on our businesses and invite like minded people for that dinner that can network with each other. So be the networking instigator as well. So networking enough. Create it. Get creative on how you can meet more people in your circle. So join committees, organizations and get creative on networking. And if you don't have that group, create the group and do not invite your close girlfriends that have nothing to do with it. And so and do not invite your husband and do not let your kids sit at the table. You are working group that shows that you're focused on the moment.

A (41:47)

So I love that. One of the things that happens at networking events and groups that I would love for you guys, you to speak to is I have a client and recently she lives in D.C. she connected with an individual who was clearly not wanting to talk business with her to cleanest way I can say that without getting in trouble. He was interested in her for far beyond her brain. This was an individual of immense power and trying to take prey on my client. And we walked through a very specific thing of how to, how to hold space for that but also how to exit out of it in a polite way. My hallucination is you run into that quite a bit. How do you handle that? Where the other side of the table is regrettably being inappropriate and crossing the lines of getting across on the personal side and being maybe a tad bit too aggressive. How do you handle that without blowing up your network? Without creating a reputation where I'm not this but I'm also not that. How do you deal with that type of environment?

B (42:49)

So in no way am I making any kind of assumption about the person you just spoke of. But I am really not an approachable person in that way. And I that if I say hi to a man in a certain environment that they think I want to sleep with them. And I said this to my daughters is when they were leaving to go off to school. If a man asks you for coffee, he wants to sleep with you. If a man says that you look nice, he wants to sleep with you. If a man wants to look at your computer, he wants to sleep with you. Do not ever think that you're. You look so interesting that they have anything else on their mind. And so anyway, unfortunately, that's it. But in business, when I was building business, I didn't have a lot of confrontation. But the times that I did. There was one time when there was a banker and we had left to dinner and I was walking to my hotel and he was walking to his car. We walked together and then I said, okay, goodbye. And he leaned over to kiss me and. And I stepped back. Well, you know, just mortified because that wasn't the intention. But I took it upon myself to realize I went away from my. My own advice that actually somebody doesn't want to just walk in the same direction as me. And so. But then because he was so senior, I addressed it and said, I know you didn't intend that. No, no harm done. Nobody will ever know. And just addressed it that way and then kept it professional. And so I got it. But not to address that he was under any kind of threat. I also traveled for conferences like these are securitization conference, banking and finance conferences. Anything. I don't go, unfortunately, to the Brandy and cigars. It's just a girl in a bar. It doesn't work. I don't need to do that. And I have been where I'm traveling on my own and some guys knocked on my door at my hotel and it's like, guess he saw me go in there and. Or in the elevator. When you're going up the elevator and somebody from the conference decides to hit on you because it's the last resort, like you hit on 100, it's always a numbers game. Don't think that you're that special. It's a numbers game. Somebody is going to hit on you. So you need to address it. You need to address it head on. First of all, you need to not be approachable. So eye contact, that stuff doesn't work. Any kind of joking or insinuation you're going to regret it later. But when something does happen, address it and be very professional and don't say anything to do with anything. That means that you're leaving that door slightly open. And the answer of while I'm married, it doesn't matter anymore. No one cares if you're married or not. It's probably easier just like, keep it professional. Make sure they know that you are professional, what you're doing. Because I can guarantee if you open that door, they're going to think that you're opening that door for other people anyway. So no one's going to think they're the only one. You're just part of the game and your reputation will get out there. And if you have made an error, don't beat yourself up. Just don't do it going forward. Just don't become what your past was. Because we all have made mistakes, all of us have. And let my mistakes weigh on me. I'm just not going to continue to make them.

A (46:25)

There was a, there was a movie called Dumb and Dumber with Jim Terry and there's a scene where the lady's like. He's like, so what are my chances? She's like, not in a million years. He's like, so you're telling me there's a chance? And it's like, oh my God. And it just really encapsulates the male mind. It's like, wait, so maybe like if you were the last guy on earth. No. Okay, so there's a chance. That's not what I was saying at all. So yeah, it's having that kind of. No, that's not how it works. Now when we go into this, if.

B (46:53)

I can add this, I can say being in business and I deal with some people that are very high level in business, they really safe because they know I'm not out to hit on them. I'm not trying to sleep to get ahead and that's almost a joke, but I'm not trying to do anything in a sexual way with them. And that I am focused and that makes me a safe person.

A (47:21)

Yes.

B (47:23)

The easy approach, because it's not part of the equation. It's not even considered part of the equation. It's not, it's not. We're never going to go there. But I don't have to say I am approachable because that's not part of it. And aside from that, there's a whole world of people out there. If I wanted to do that, it shouldn't be with people I do business with.

A (47:44)

Absolutely. So when we start doing business and we start scaling, you've scaled empires and you've scaled, you know, everything from finances to everything else and even your own home. There's. Everyone talks about processes, they talk about systems and regrettably, systems right now is a very much a buzzword. What are some of tactical systems that you've implemented in your businesses as you scale because you can only do so much. Right. We've learned this from the SEAL community. Outside of a six to eight man team, life gets real challenging. So how do you Put in the systems and how do you monitor scaling on that level?

B (48:16)

It's really hard. It is really hard. You're right. So what I'm doing, if I can use the example with a castle and we're building a brand with the castles, I've only had the castle, I think, two and a half years, not a lot time. And then renovating that, I look at it as, okay, what's your ultimate look at your ultimate distribution? And then I, I go backward from there and I start at the very beginning. So ultimately, I want to distribute worldwide to tourists and people that come to England and want to visit a castle and a bride and groom that wants to get married at a castle. There's where my market is. How do I get to them? Well, social media and landing pages, like your website. And also I look at doing the television. You could do your own YouTube channel too. But I do a TV show around the castle. There's my distribution. So then you go back and you want to scale the business. That's how I'm going to scale it up. Then you have to go back to the beginning. How do I start the business? And so that part is the hard part, is how do you get the management in place and then step away from it? So you've got to invest a lot of time in any business you have before you grow it. But you have to know your website platform to start with even before you've started the business. So you've got to look at your distribution is social media, website media is your distribution channel. And go back and start a business. And I do that with my real estate. I do that with my, with my finance business, when I had it, and my insurance company. All those kind of things I have to look at how do I distribute. And the channel might not be public. It might be. It's B2B as well.

A (49:59)

So when you were talking about distribution, there seemed to be a little bit for me, I was like, I have a goal. And then I back into distribution. Like, I know exactly where I'm going to want this to go. It's kind of like firing an arrow. I don't fire an arrow and then decide, I wonder where I want the arrow to go. No, I'm very clear where I want the arrow to go. It's going there. Now how I get it, there's. That changes the ball game. Is there a difference in your mind between goal and distribution? And then if there is, what are the distribution factors that you have found that have the best roi?

B (50:27)

So if, if I were to make it more clarity. The, the, the goal would be, for example, in the castle, that I want to meet tourists to come to the castle and brides to come to the castle. That's my distribution, not my distribution channel, but that's who I'm. That's my audience, my target. Yeah, yeah, my target audience. But my goal would be for them to come to the castle, spend money, have a great experience. So to spend money, they need a great experience for them to come back again. It needs to be a great experience. And how do I let people know this is a great experience? So that's my distribution channel in the insurance company. My distribution channel is B2B. So it would be to businesses that are selling small ticket loans. We do creditors and life and disability insurance. So offer that to your clients and this is the experience you're going to get. And so that's not a public one, that's not social media. That's. I have to understand my audience is another business and they want an easy, easy platform click on. And then they want good reporting. So you have to think of everything and it's not easy. So building your platforms, building your accounting systems, having them work with, in our case, the castle has a hotel. So it has to work@the booking.com and those platforms. And you know, all of that is not easy, but it's not beyond what you're capable of. It's just a lot of work, right?

A (51:50)

And then understanding that, you know, there's. When I'm getting on a plane, I dress a certain way. When I'm swimming, we're not going to talk about speedos anymore, but when I'm swimming, I swim different ways. There's different distributions at different times at different places. But when it comes to the scaling, because you're doing a lot of, and primarily your main goal is like, I'm a mom first. At the end of the day, I'm a mom. That's my first priority. That's who I am. I happen to do all this other stuff, which means you have to build a squad. You have to build a team of people that you trust. How do you empower, track them down, bonus them up in a very competitive marketplace, because regrettably, there's a lot of people who are looking for work. The people who have the jobs and the ones that are elite are very, they will find more. There's a very small amount of elite, talented individuals out there. How do you build a team of those, empower them and then scale with them? Because there's a lot of. There's a lot of psychology behind it, but I'm curious how you do it and scale to these next levels.

B (52:47)

So the way I do it when there's an actual business that I'm running is there's if they're with the company for one year, then we bonus on the past six months of the success of the organization. So if they're with the company, they have to be with the company one year and then they get a bonus based on the success of the organization. So the revenue. So you might not have positive cash flow, but you would have a revenue coming in. So they're bonused on that. So they know that they're bonus on the past six months. But if they leave the company, they wouldn't get the bonus. So they have to be the company six months. So I make sure that they want to be there. But we also offer after they've been there a year, we pay for their education relative to what their job is or what job they'd like to do and we will pay for that education. They do not have to pay us back as long as they're working with the company. And then depending on what we're paying for, like an MBA or is it a chef's course or whatever it is they're doing accounting. We've done many, many offerings and fulfilled for education. And as long as they stay with the company relative to the cost and the time it took to do the education one year out or whatever. And we say we want you to leave the company in better shape than you came to the company in. So that means you've learned from us because you want to be stimulated. Most people do. You want to be hiring people that want to be stimulated, but you want to help people grow too. And you help people grow. You will grow. So invest back in your employees. They are the biggest asset you have are the people you employ. But invest back in them. And I do not, and I don't think it's a bad thing, but I do not offer shares in companies and things like that to employees. I don't make it that complex. But I do offer bonuses based on performance of the company. Right.

A (54:44)

So I love that you're investing in people that you want to invest in you again, it goes back to the be in service, give to others first and you will get more tenfold because this is just. It's a concept that most people aren't doing. They're talking about, oh, I want to have a gym inside the organization or invest in the people give them what they actually, what they actually want. So when we talk about real estate, switching the gears completely, you've invested in real estate and you've done that. The market's changing, the world's changing right now, again, without getting political, it is getting very interesting when we do this. Where do you see real estate going? Where do you see things? Because you sit at a higher perch than a lot of people through a lot of hard work and effort on your own, a lot of self sacrifice, you've made it and you have a different perspective than most people do. Where do you see the things going with real estate? Where do these things going for female entrepreneurs in the next five, 10 years?

B (55:39)

So for real estate in the next five or 10 years and we could talk about it worldwide, but it's the housing market. I wouldn't be investing in housing right now. I wouldn't be looking at, hey, I want to have this perfect place to live. If that's what your investment is, depends on what your agenda is, but it's not the time. I think market is going to go down even more. But if you are so inclined to want to buy, invest in something that you can rent out. So start investing in the rental market rather than lifestyle market for yourself and then weigh out your what you're paying and for what you live in. And even if you have to get a place that you can rent out part of it, so it supplements your cost of living depending on where you're at. So this is not buying or anything. And don't look for your dream house in this current market. I would wait if you don't have the free cash to do that. But real estate commercially is also on a decline because people are working out of their home. A lot of real estate's going into the market in particular you'd look at in the last years. All the big department stores are shutting down because everything is online now. Where would be smart to look at is in warehousing, close to airports. And so I'm looking at, okay, if I'm going to buy real estate, where can I put warehousing? How can I help in the distribution market for where the channels are going and how people are actually shopping. So look for that. But if you start to think like that, what you're going to do is get a real estate agent, commercial real estate agent, that's going to be jumping all over you if, if you, they think you're going to buy something from someone else. I don't sign on a realtor for Me personally, I assign different realtors to look for what I'm doing. They don't want to bother. So I have to get another realtor to call them and say, yes, she is real and she will buy. So it's also. You don't think that you just because you're looking to buy that the realtors are going to listen to you. But if they know you actually are, then you know this world, Charles very well. Then I can buy commercial real estate without signing on the broker and I can buy commercial real estate and get a good deal. And I also look for bankruptcy deals. But I don't know that the commercial commercial office building is a good place right now. I think converting what was an office building to residential would be, especially if you're looking into lower income residential and you might want to look at where subsidized by the city or place that you're in. So that might be something that is better. But get to know the real estate game and do your back of the napkin calculation. If you're just entering into the market on the back of the napkin is smart thing to do. When I first went into real estate and I had some cash, I called up two big time real estate guys and I asked for an hour of their time. I brought another female with me, so I didn't think I was hitting on them. Met them at their offices and said, just tell me how you play this game. How does a real estate game work? And I want to go in commercial real estate, I want to start buying commercial buildings. How does the game work? And they gave me an hour of their time, each of them, two completely different perspectives. So it's actually good that I didn't go to one because I would have taken their perspective then. Don't get confused when you get different perspectives because everyone has a different way of playing the game and there's not a right. But listen to a few people and ask the professionals, not your friends, how do I invest in that? And then real estate and the current market, you want to understand as well, and the political market too. If you're investing in rental properties and Airbnbs, that can change because you might have the hotel industry step in in the jurisdiction that you're in and say, we no longer want Airbnbs, so be prepared for the changes.

A (59:41)

I think understanding that it's what the market is currently doing, like commercial real estate's finally figuring out that mixed use is a different ballgame for them. There was a property that was done out here that was a commercial property since the 80s. And now it's mixed. And it's the biggest square footage that we have in Kentucky. And it was just someone who had the vision to say, okay, we're going to change the ball game. We're going to make this. We're going to make sure that it not only gives value to the community and the city that we're in, but also value upstream. And I think the commercial players are starting to understand a mixed use environment when it comes into bankruptcies and all that. And you were talking about how people shop. Like we've got. I'm in Kentucky right now. We have a Arctic freeze or blizzard or whatever it is that's going to come in. And I'm from Florida, so anything below 20 degrees is very confusing to me. Seeing my car with because my car's up here and it's got my Florida license plate and there's three inches of snow sitting on top of the car. My car is very confused right now. It's like, what is happening? But even me, who has the ability and has that, I'm still just going to go to Costco and say, click, click, and have it delivered. So the way people buy has completely changed. So honoring things have changed. I again, I grew up when you went to the stores. I know what Sears is and I know what Kmart is and all that. Those things don't exist anymore. Understanding that the market has changed completely. Also understanding that that lunch that you did with those two gentlemen probably saved you and made you millions of dollars to. Okay, allocated. So finding someone and for the people who are listening, most of us who, who are just even just one tier higher than you are because that's what makes you an expert. You know, one more thing than the person that's asking you, that's now you're the expert. We want to tell it, we want to share this because we're excited because we've learned something and we want to give back. Most people I know will want to be in service and want to help out and go from there. So I love that you did that. I love that you invested in your people as well with their education and say, because I'm going to invest in you. Where do you see again, different vantage point. Where do you. Because everything right now is, oh, cryptocurrency and AI and all this. Where do you see things going with that, Especially with a political environment that's challenging. That's as good as I can get. That's as clean as I can clean that up with. Where do you see things going in that world as far as the crypto and the AI as well. Because you have done a lot in finance.

B (62:01)

Yes. And the crypto, to me is really scary because I don't think they have that lockdown right now. And there is this big environment of. And people have made a lot of money investing in crypto. I stay away from that easy money. I hope to get that easy money investment. And there was a girl, she was a photographer and I hired her in Italy to do a photo shoot. And she had just invested in crypto and made a ton of money. And I was like, holy cow. Like, wow. Like, tell me how you do it. And she said, and I knew somebody who was investing in crypto and started a crypto business. That's how I did it. She said I would stay far away from it if you don't. That founded the company. And it's almost like a lot of the stocks, you get in on the early investors, you've got some. Oh, and then they don't say that. Of course not, because that would be inside information. But if you don't know the game, like I don't invest in real estate. I mean, in, in stock, the stock market or crypto, because I don't know the game.

A (63:05)

Right.

B (63:05)

I don't know about businesses. And I was reading about Warren Buffett recently and he would invest in his early stages. He got to know the company before he invested in it. Yes. So if you're going to invest in anything, crypto or the. Or stocks, know the company that you're investing, do your research. Are they a legitimate company? Are they a startup? What is the market like? You actually have to do that or don't invest. So I think that's really important. But crypto, I see it shaking everything up. I don't know if it's going to take over for. For currency, like US Currency or at euros or British pounds. I don't know that it can or will do that, but I'm cognizant of it and I'm cognizant of cash. Cash. You don't want to hang on to a lot of cash because cash is nothing when it's left in the bank doing nothing. And so I make sure that I try to invest back. But right now it's mostly bonds and things that are safe because I don't know this market. And I have to say I can't give advice on investment because I'm not an investment person. I'm a careful person.

A (64:16)

Well, I think the advice you Just gave is important, right? If you don't understand something. And I learned this from Melvin Simon. At the time, he was 64th richest person in the world. I'd never met anyone like that. He said, if you don't understand it, you're not investing, you're gambling. And that's up to you. If you want to gamble, gamble. But if you're investing in something and you don't fully understand it, be willing to lose the cash. And if not, it is what it is. So having that perspective change for me, for the person who had been there, change. Like I'm, I'm not a crypto guy. Do I think the, the blockchain technology can be used inside currencies in the future? Sure, but I, I don't know anything about it. So my goal is to kind of stay away and stay with what I feel is safe and what I think. Okay, I've got a little bit of knowledge in this. This makes sense to me. And if not, I'm not going to risk certain, certain things. So you've, you've also, so you've done well in business, you've done well in your personal life. You've also broken into the online world. As far as, you know, you have a TV show and you've, and you've had to deal with the trials and tribulations of fame. If someone wants to go into that world and they want to step in and break through, what are the, what is the advice that you would give them as far as, is this a path you would recommend? What are the things they should avoid when it comes to becoming a personality and online or in on tv?

B (65:33)

So I think if you are building a brand, I would say build yourself up on social media, be that brand. And there's nothing wrong with, I mean, I don't do things to be famous and I'm not all over famous all over the world, but in certain markets I am known and especially Canada. But the, I mean, but doing a TV show, you do get recognized going different places in different markets. But I would say build your brand. Build your brand up on social media. Be that personality, because that brand helps market you. Your personal brand will open doors for you. And the more you're recognized and social media is the best place to do it, the more you recognize, the more that door will open. When you contact somebody, they're looking on your Instagram page, they're looking you on social media. Who is this person that's contacting me? So at the top you have your, what your description Is so I have that description on my social media and that brand is who I want them to know. You will not see my kids on my social media. That's not the brand I want people to see me as in business. That's my personal day out of my personal life. Yes, I am a mom, but I let my kids have their own identity. I shouldn't say I let them. I want them to have their own identity so be that brand. The person I admire the most is Richard Branson. And I so staggered now that's so heartbreaking losing his wife. But is. But Richard Branson markets himself first and foremost. He is a brand who's not ashamed of who he is. He owns who he is. He's an out there adventurous person that's also a business person. He's approachable, he's nice. He is that like, let's just have a party and let's have it happen, but let's get to business tomorrow. He's philanthropic, he brings people together, he's engaging. And I that, that I admire. So look at somebody you admire and I admire him. And I think I'm not going to be market my brand. So that brand opens doors. So when I want to, for example, go to banks for money, if I want to purchase something, they actually know my brand. And so that open don't have to say who is she? They can look me up on social media. They go, oh yeah, yeah, yeah, that's who she is. And then Also on my LinkedIn page it has the businesses I've had. That's my LinkedIn page would be my resume, my Instagram would be my sort of pictures and you know what I want to be presented as. And my Twitter would be the news that I'm interested in. I look at that for news feeds. I look at Twitter as a different place. Facebook. Do not have a Facebook page that shows yourself in your bikini. If you don't want to do that, or your speedo or your kids and doing a barbecue, have a separate one that is not public with your family, the one that everybody can see. Your Facebook page should be the same as your business page. And then I also have my own website which is a brand I want people to see when they find me. That's very calculated. I know it is, but you need to be. But I am myself. I am myself on all of them. But very careful that I'm not putting out something that I don't want the world to see because it is a world in a very cruel world, unfortunately. And it will come back you, even if you don't want it to, and don't succumb to it either. But.

A (69:15)

I think when you talk about platforms, understanding that, again, you don't dress for at a tuxedo or black tie event and can't be saying speedo again, but in a speedo, you don't go to the beach in a suit. There is a time and a place and understanding that Instagram, Facebook, Twitter, TikTok, whatever it is, there are rules in that environment and they show up in a very specific way and obeying those rules and being able to control your image, because regrettably, we live in a society that if I drank some water, one group will say, oh, my gosh, he took water away from children and he's the most horrible person in the world. And then the other people like, oh, my God, he touched the water. Now it's holy water. Like, oh, my goodness. So I can't control what's outside of me, but I can't control at least what I'm putting out there and the brand I'm trying to represent. So if people do look me up, they're like, oh, this is what they're trying to say. Maybe that was just someone who's a troll and someone who just needs to get out of their house and get some vitamin D every once in a while. So just, again, I can't control those people. One of the things you talked about being very intentional with and something that's really important is, you know, how to find you and how to connect with you and that this is how you show up here, this is how you show up there. Especially for my audience who are females, because I get questions all the time and they're, well, hey, this is great. We love it for this, but we would love a female perspective. Again, sorry, guys. For the guys out there, yes, by all means, please contact Ann. I've had conversations with. She's a lovely, amazing human being. But also, if people want to track you down and they want to connect with you and they want to be empowered and say, hey, this is someone who seems to have done it on. And it wasn't an easy road, Right? If you look up your story and you read your book, it was not an easy road that got you here. You didn't wake up with a silver spoon and then have the perfect relationships. And then you went through trials and tribulations and you decided, okay, I'm still going to double down and invest in me and I'm going to pick myself up and do it. If people wanted to get a hold of you, if people wanted to connect with you and they wanted to learn more about you and operate in a level of integrity that you show up with, how do they do that? What's the best way to get a hold of you?

B (71:12)

I think they would go on my Instagram and message me, oh, Ann Kaplan, like a N, n K a P L a n. Own it and message me. But reference your podcast, Your vodcast, your YouTube channel, reference your name and just say. And that will get more attention because behind the scenes, I have someone else who manages my messages, but they will bring it to my. So somebody actually wanted to message me on that. But reference and just say that they saw that and I will absolutely reach back. And so it's. It's important that they reference that because I do get a lot of messages and I get a lot of trolls. And so, yeah, it's.

A (72:00)

It's. Yeah. For those who are playing at home. I don't read my own messages on social media either. I have someone else who does it. I don't. If you see that I am online probably similar to you, and it's not. It is someone on my team and they're filtering all of this because just bandwidth and just regrettably, trolls. I don't let that energy end. But thank you for coming on and sharing and being so humble and honest to connect with the audience. There's. As soon as you came on. Because we get pitched all the time for people to come on as guests. As soon as you like. Absolutely, 100%, I can move everything around. I want to bring Ann on. I want to talk to her. Thank you so much for coming on and sharing so much of you with us.

B (72:40)

Thank you.

A (72:41)

That's a wrap on another episode where identity beats income and your reputation writes your future. Clean up your brand. Own who you are. Show up like the person you're becoming. Because in a world that never forgets, how you live online is how you get paid offline. And remember, if you don't control your image, someone else will.