Jeff Duden (6:25)

Class of adults or was that children's Sunday school?

Dr. Robert Rome (6:27)

They were adults, but they all had children, okay? And so when I was telling them, out of my experience, I love my daughter, but I don't like her very much and we're not getting along and I don't know what's wrong. And let me show you what a friend of mine taught me. And I drew the model of human behavior. And I explained what a D and I, an S and a C personality style was all about. And my friend had told me, he said, do you have trouble with her at bedtime? I said, yeah, every night's a war. He said, what do you tell her at bedtime? And I said, well, I usually say, Rachel, you need to be in bed by 10 o'clock. I'll never forget this, Jeff. He said, that's what you say to her? And I said, yeah, what's wrong with that? She's 12 years old. She needs to go to bed, she needs to get her rest. And I'll never forget, he said, when you say to a D type personality, you need to be in bed by 10 o'clock, that may be what you say, but that's not what she hears. What she hears is, you want to fight. And I thought, what. How do you get, do you want to fight? Out of you need to be in bed? And then he said to me, I'll never forget it. It was one of those serendipitous moments where my life was actually changing. He said, well, you don't understand Ds very much, do you? And I said, well, I don't understand these at all. And when he began to teach me that model. And, you know, there's an old Chinese proverb, when the student is ready, the teacher will appear. When he began to teach this to me, it was like the scales fell off my eyes. I began to see things I had never seen. And I didn't know that was actually the beginning of my life calling. I tell people, as I heard my friend Mike Murdoch say, whatever is your biggest challenge is an assignment that God has sent to you to solve so you can help others. Well, that's what was happening. I was getting acquainted with the assignment that. Because, see, I thought it was all her. And, you know, I say this lovingly, but it was like God asked me two questions. He said, who's the parent? Who's the child? And I thought, well, that's probably why we have a problem here, because I'm the parent, she's the child, and she's trying to raise me. And then the second question was, who's supposed to be raising who? And again, I said, well, again, that's the problem. And I couldn't get away from those two thoughts. I'm the parent, she's the child. I'm supposed to be raising her. She's not supposed to raise me. And Jeff, honestly, and I say this with all humility, parenting doesn't come with any instructions, and neither does marriage. And I was doing the best I could, but I was trying to raise her in the way that seemed best to me. And that was the beginning of waking up to their different personalities, and they have different needs. And the more you learn to work with them, the better off you're going to be.

Jeff Duden (9:34)

Yeah, there's things that I've learned in my life that once you see them, you just can't unsee them. And, you know, one of my favorite phrases is, once you know where somebody's goat is tied, you can go get it anytime that you want to. And a tool like the disc, and if you become a practitioner of this, it basically turns. It gives you insights about a person that they might not be aware of themselves. And it just tells you. It gives you the owner's manual to be able to draw, to drive that car in a way that's going to be, you know, best for them. And I have an interesting. I don't think it's my favorite definition of leadership. My favorite definition of leadership is one's ability to stand on nothing and create something. But, you know, another one is manipulation with good intent. So we all have things that we need to do and, you know, to a certain extent, to get A team of people or a group of people to, to buy in, to do activities and behaviors for some shared vision or for some shared purpose. I mean, that's leadership. So in a sense, you're manipulating people to do the things that are in favor of the team's success, in favor of the group accomplishment, for the purpose at which you have put the team together. And, you know, when you, when you, when you become a practitioner of a tool like this, and I, I've taken the disc for years and, you know, you, you really get a, an operating, really a quick cheat sheet as to how to engage with other people. And it just becomes, it becomes like a second language. It's the way that you communicate. It's the foundation for all of the interactions that you have. And it's very powerful. So from there, and it's funny, I had a. One of my little blocks of preparation was self. And the first one was awareness. First word I had in the, in the self thing was, was self awareness. Because if you can't, you know, if, if you don't, if you don't know where you are and you don't know where you're going, it's like the Cheshire cat, right? If you don't know where you're going, any road will take you there. So it's, it's so. So you, you got exposed to the disc. You had a small sample size of a Sunday school group and you realized, boy, this is good for them. Is it good for me? Now, how did that turn into a career where you've trained over a thousand disc practitioners and you've certified them to be disc practitioners? And then how did that turn into the speaking career where you traveled all over the world with the best of the best and shared the stage and became one of the best of the best yourself?

Dr. Robert Rome (12:22)

Well, thank you again. It. I feel like I've lived my life walking backwards because I can look back and see so many things that happened in. Like I said, it was 1985 in my oldest. I was teaching school. My old. I was going. Working on my PhD degree and I was going to school, but I was learning more through the word. I like the words you used, Awareness. It was like this awareness of disc. I began to look at my teachers and professors through the eyes of understanding them. That like high Ds just wanted you to hurry up and get your work done. High I types wanted to have lunch with you. High S's wanted to talk to you and counsel you and guide you. And high C types wanted to be Right. And wanted details and data and information. So it was like scales had fallen off from my eyes, and I began to see the world through a different lens. And it was so real. It was so evident. Maybe it was just because of where I was, but the awareness factor of this is powerful. This is real. This is. It was like the sun began to shine again in a way I had not seen it. So again, I was working, I was going to school, and I started doing a couple of trainings. I mean, I was speaking a little bit when I. When Zig. I was working with Zig Ziglar, and when he would go out of town, I would cover for him and speak. And I tried my best to do some training. And all people just. I had never seen anything like the way people had. Would respond to the information. They would sit there and say, that's my wife, that's my husband, that's my son, that's my daughter, that's my brother, that's my sister. It was like, wow. And I learned a phrase, Jeff, that is so powerful. I put this in the top 10 phrases I've ever heard. And here's what it is. People do not primarily do things against you. They primarily do things for themselves. And in other words, I'm putting it. Nobody's out to get you. Nobody wakes up in the morning and think, how can I ruin your life? How can I wreck your day? You know, if people have needs, and I use these four R words because they're easy to remember, these need results. A D type personality is always thinking, cut to the chase, make it happen. I need the sensation that we're making progress. And if that doesn't happen, you're not meeting their need. An I type needs recognition. Hey, good to see you, Sparky. I'm so glad you're on our team. We love you. You make everything better. When you. When they hear that, you've won their heart. An S type needs relationships. I care about you. You're important. I'm so glad we're friends. If you ever need me, I'm here for you. And that's just. That's the way they're wired. A D type and an S type are sort of opposites, you know, A D doesn't need anybody. Their attitude is, oh, what a wonderful world this would be if everybody in the world was just like me. And so. But an S type, on the other hand, needs the love, needs to support, needs the care. And then, of course, the last one, the. The C type, they. I have a double R word. For the C type they have, they need a reason for being right because they're very cognitive and they process. And the I and the C are kind of opposite for each other. The I types very light hearted and flies by the seat of their pants. And the C type is very serious and wants details and data and information and usually this is what's so crazy. Looking back again, my high school teachers would usually win teacher of the year because the students would vote for the teacher they liked the most. And I used to think to myself, that's funny, they won teacher of the year and their students didn't learn anything but boy, they had a great time. You know, the C types teachers probably were the in an academic environment, probably best. They were prepared. They had a great deal of data and information. So I really am big on we're all different, we all need each other. No one is just one of these traits. We are all a blend of all four of these. And what you don't know can destroy you. Let me just elaborate on that. When my friend told me I was the high I, I had never heard that in my whole life. And I didn't sit there after he explained it to me, I didn't sit there and go, what? I'm an I type inspiring person. I thought to myself, well, I've always known that. I just didn't know what it was called. My wife said, do you know what you do? You tell people stuff they've known their whole life. They just didn't have a vocabulary for it. And wow, that's powerful. That's really, really true. So learning about that and then recognizing that the C type, which is kind of the opposite, really is valuable to me. And instead of me making fun of it or instead of me acting like, well, they're just out to get me, like I mentioned earlier, I have learned. Wow, I'm so grateful for them because they helped me. They love to proofread, they love to find things and make them right. See, I need that. And the more we resist people, the worse off we're going to be. And the more we receive people, the better off we're going to be. So this information gives you a language for learning to receive people and meet their needs. Because people have needs. Needs are not like lunch, you know, if we skip lunch we'll be okay. Needs are like oxygen. You don't have oxygen, you're going to die. And these needs are real. And when people recognize that needs are real and we try to meet needs, I think you referred to that earlier on in the show when we can learn to meet needs. If I'm working with a D, I think to myself, cut to the chase, get to the bottom line, make a point, be quick. When I'm working with an eye, that's my style. So we lighten up. Laughter, tell a few jokes, go eat. When I'm talking to an S, who is my wife, talk softer, talk slower, and let her know I care and I'm listening and. And you're important to me. That's the relationship and what I'm talking.

Jeff Duden (18:59)

The S. The S stands for steadiness, or steady.

Dr. Robert Rome (19:02)

I call supportive.

Jeff Duden (19:04)

Okay.

Dr. Robert Rome (19:04)

But steadiness. Steadiness is what the D's dominant the eyes. Inspiring. The S is supportive, or steadiness is another word way to. We use that as one of our words. Steady Eddie. Don't, Don't. If it ain't broke, don't fix it. If you're going to rearrange my office, I need three years notice, you know, kind of stuff. And then the C type, they needs a reason for being right. They're just. They're. They're smart and they. They have to think. And if I'm talking to one of them, I will say things like, could I ask a couple of questions? Could we go over that again? I want to make sure I understood what you were saying. Oh, they love that. And I ask audiences, you know, why they love that I'm speaking their language. See, when I talk to an S and say, thank you so much. That was such good information. Could I ask a couple of questions? I want to clarify this. I'd love to be able to use this in the future because you've helped me be better and smarter. Wow. You connect with them. And really, I think that connecting with people is an art and a science. The art of it is learning how to speak correctly. And the science of it is meeting needs. Connecting with people by genuinely meeting the needs that they have that drive them, that encompass their personality as to who they really are.

Jeff Duden (20:27)

Yeah, it's their intrinsic needs and what I. So I've come late in life. I mean, we have so many seasons of life. And, you know, for people, I think I'm a D. Was I a DS or a D? I? But for. For myself, I feel like I've lived four or five very distinct seasons of life, all of which I've enjoyed very much when I've been in them. But now I'm. I mean, I'm a creative that's in the education business. And you say, well, Jeff, you Build property service franchise businesses and built a platform around it. And but I'm educating, I'm connecting dots for owners, I'm inspiring them, I'm giving them the tools and the education that they need to be successful. I'm being creative because we're in a very evolutionary time with artificial intelligence. And you know, the way business is changing and the way that our workforce is changing, the way customers are changing. So you have to be creative and you have to be curious. And what I'm so impressed or like, what I recognize about your career is that you have, you have worked in a niche and developed a niche that is as important personally as it is professionally. And one of your books, you have one of your bestsellers, Positive Personality Profiles, which I assume goes deep into the disc and the various ways of dealing with the various types. But another one is Different Children, Different Needs and which sounds like a very personal book. Why did you write that one?

Dr. Robert Rome (22:03)

Well, the book Different Children, Different Needs, my friend Charlie Boyd. Charles. Charlie and I went to graduate school together. And really Charlie did the majority of work because Charlie's more of a CD type and he does lots of research and lots of data that builds the case for this being real. You see, disc gets a little bit of a bad reputation because it's sort of subjective. Now let me explain what I mean by that. If it, it is hard to measure behavior, you can measure intellect. I mean, we have the, you know, IQ scale test. But how do you, how do you measure behavior? And I tell people, well, if something walks like a duck and talks, quacks like a duck and waddles like a duck and acts like a duck, I tend to think it's a duck. And you don't have to have a, you know, 100 hours of double blind placebo studies to find out it's a duck. And, and the, the DISC model operates on the basis of behavior. That means if you watch somebody and they're strong willed and controlling and likes to be in charge and likes to lead and own their own business and run for Congress and be the president, they probably have the traits of dominant. They probably have the traits of I want to be a leader and be in charge of something. Zig was a high D. Zig used to say, my personality prohibits me from working for another person. Well, that's what a D would say. And however Zig's secondary trait was, I, that's why he was flamboyant. You have a lot of that. It's that communication skill, it's the ability to Love people and want to make a difference and lead and care and be out in front and want people to love each other and to have a purpose for life. And I don't want you just to be a bump on a log. I don't want you just to live your life sucking in oxygen and breathing out carbon dioxide for trees all day. I want you to have meaning and purpose. I want you to get out of the bed in the morning and be happy. You know, I tell people, everybody wakes up and they either say, good morning, Lord, or good Lord, it's morning. So I just want the I type is. Is like that. And you have some of that, and we all have some of these. Now here's the punchline. You have to develop them. Like, my zig was a D, I, A dominant. Inspiring. I'm more of a id. I care more about people than I do about getting things done, and that has gotten me in trouble. But I also have greatly worked at my S type, my supportive type, because I'm married to that. And I have to. When she's talking to me, I have to listen. What goes on in my brain is, don't interrupt. Look into her eyes. Be soft, be gentle. Let her know you're listening. Don't say words, but make noises so she'll know you're connected. Like, wow. And I. And she just. She just oodles. I can hear her purring like a cat. You know, when I do that to her, she just. And I asked her one time, I said, well, you know, I'm doing that, but how does it make you feel? You know what she said? Loved. She said, makes me feel so loved because you know how I am on the inside. I. I don't want you to yell at me. My tone right now is more id. But if I was talking to her, I'd soften it up. But I had to work on me to fix that. But honestly, Jeff, the hardest one for me that I'm still working on every day is the cautious type. Like, I love what I do. You can tell that preparing for this meeting, this show with you, what time is it? What day is it? Where's the microphone? Where am I supposed to be? What time does it start? How long does it last? I can do that, but it wears me out. It's exhausting. I'm so glad I have people like you and others who can help me get on track and. And I can do it, but, oh, my goodness, it's exhausting. And I've had people say, well, yeah, what you do exhausts me. And that presses my point that we need each other. All of us are better than one of us.

Jeff Duden (26:42)

Yeah. And so, you know, the point that you make. There is something that Dan Sullivan with Strategic Coach talks about and it's this concept of unique ability. I don't know if you've ran across Dan in your travels. I assume maybe you have. I just started catching an echo. I just started catching an echo. Yeah, hang on. I. I just started getting an echo for some reason when I hit the cancellation there, it went away. Okay, hit a button. I'll. Well, now that's good. Yeah. So what you just said reminds me of something that Dan Sullivan said. Who's the him and Babs are the founder of an organization called Strategic Coach. But it's people's unique ability and people's. You know, we all have unique abilities. And part of our job as business builders and even leaders, fathers, whatever we're doing is to, is to really work in our unique ability and then to build a team around us where other people can work in their unique abilities. It's just this concept of, of, you know, knowing who other people are, you know, by the desk and then us working in our unique ability. Oh, and you know where I wanted to go with that is look, our, our battery is finite. You know, our will is an exhaustible resource. So if I'm a DI and I'm trying to work outside of my preferred personality profile, then it's going to be exhausting to me. Like you just said. So, you know, like our unique ability is. Is where we need to operate and then we need to understand like. And that' is so powerful and other tools like it is. How do you put together a complete team based on people that nobody has everything. I mean there's very, very few 1 percenters out there and, and at the. There probably is. There is nobody that is good at everything. So we've got to complement our skills if we're going to be effective. We need to know who we need to delegate to and exactly for what. And then we need to spend as much of our time as possible doing the things that were so good at.

Dr. Robert Rome (28:45)

Yeah, yeah, you're 100% right. Let me use a story, an example that happened. I was doing a training and there was a gentleman in the training. His name's Guy Harris. Guy is. Became one of our trainers. Brilliant engineers, smart, high C. And I was talking about the fact that I constantly. I don't have to work at being friendly or talkative or outgoing because that's the way I'm wired, that I have to work at what time is it? Excuse me? I have to work at what day is it? What time is it? Where am I supposed to be? Am I working on a book? Where am I supposed to be next week? Have I sent them everything that they need? And I have help, of course, who certainly back me up and do all these different things. Anyway, I use the story of I am working on my C traits and hopefully, and eventually maybe I can become a C. And I was just laughing about it. Guy Harris, I'll never forget. Here's what he told me. You'll love this story, Jeff. He said, Dr. Rome. He said, my wife Sandra, her mother came from Germany. She got off the boat in New York in 1960. She couldn't speak one word of English. She's been here her whole life. She learned English by living here and she went back to school and learned English. He said, sometimes she knows grammar and rules of English so well, Guy told me she corrects my English. And he said, she speaks perfect English. He said, it's funny and amusing. Here's the punchline. He said, but she still has a real strong German accent. And he told me, he said that just. He said, Dr. Rome, you may learn to speak, see, really, really well, but you're always going to have a high accent. And I think that's what you're saying, is that we can learn these traits, but why not use the ones that we have been God given, so to speak? I know what I'm good at. I know what I'm not good at. I have a proofreader. Her name is Beth. Beth can proofread for eight hours and be energized. I am almost up to eight minutes. That's it. I tell people after eight minutes I need a drink. And I don't even drink. But it just shows how some things exhaust us and some things energize us. So instead of me resisting someone like Beth and saying she just sits and reads all day and likes to edit and why not receive that and give her everything that I could to say, Beth, thank you. I call her my eagle because I read that an eagle could see a field mouse running through the field at two miles in the sky. I hope that's true. I suppose that's true, but again, I didn't research it to find out if it was true. I just think it's great and Beth will research things and she's smart. Why not let her do that now? She wouldn't want to do what I'm doing, and I don't want to do what she's doing again. I think that's why in my faith, it teaches me, God taught us we got to have each other. We got all of us are better than one of us.

Jeff Duden (32:14)

So we've talked a lot about the disc profile here, and Dr. Rome has been very generous. And if you go down into the show notes, Whether you're on YouTube, Apple, Spotify, you're going to see that there's a link there to get a free disc profile. This is only going to be good for two weeks and they're very affordable. But if you're listening to the podcast, we're dropping it on April 1, 2025. You go down into the show notes, you click on that link, and you will be able to get yourself a free disc profile. There's educational materials all over your websites, really, and it's not hard to find how to read it, but just to. If you haven't taken the disc, maybe you've done Myers Briggs or Culture Index or some of these other ones, but, you know, the disk is something that's simple and it's, it's easy to understand. And, and, and you're very generous for giving that to us. So we put that in there. I just wanted to drop that here kind of in the middle, just. And we'll mention it again at the end of the podcast. So now your company is called Personality Insights. Who do you work with? I saw a lot of big names. I saw companies. I also know that you train trainers and you certify people in discord. What does personality, Personality Insights do?

Dr. Robert Rome (33:24)

Well, you. We basically do two things. One of them is training. Like you talked about. We have a level one training, then a level two advanced training, and we have a speaker's bootcamp where we train people how to stand up and speak. We develop people who care about specific industries like health and fitness. People work out according to personality styles. For example, a high I needs a workout partner. They're going to have a hard time doing it alone because they're people oriented. Where's a D or a C? They don't need anybody. They. So you need to learn. And then there's the whole area of parenting. We do that. Then marriage. We have a couple of marriage trainings to help. See, marriage comes with no instruction. Parenting comes with no instruction. So we're a training company at the root. We're an educational training company to teach. But the other thing we do is motivational speaking, like, I'll speak The reason I get this, people ask me, why have I never heard of you? And this goes back to a question you asked earlier. Back after 1985. I did a little bit of training. 1991, a friend of mine who lived in my neighborhood said to me, I want to take you to meet a friend of mine. My friend's name was Richard. Richard. And I drove to Charlotte, North Carolina, and he introduced me to a gentleman by the name of Dexter Yeager.

Jeff Duden (34:51)

Oh, yeah.

Dr. Robert Rome (34:52)

And I didn't know Dexter. And he introduced me to Dexter, and I started doing some work for their company. Dexter took a liking to me, and of course, I like everybody, so I took a liking to him. I didn't know Dexter was one of, if not the largest, Amway distributor in the world. He had a million people in his downline. Dexter made three and a half million dollars last year, and he's dead. He passed away several years ago. But he's still showing you the power of residual income and the power of network marketing and mlm. But anyway, that's a topic for another time. So I went there and I started working and I did a training for 600 of their top leaders. Diamonds and emeralds, as they reach certain pen levels. Dexter walked out. He put his arm around me, looked at. I didn't know what was going on. And this was early on, like 1991. I had just been toying around with the disc model. I used it when I went places to speak. I was still in education. I was doing some church work. I was doing some speaking. Dexter comes out and he says, hey, I want all y'all to use Dr. Rome. He'll help your businesses, he'll help your families, he'll help your personal relationships and. And you'll be a lot better off if you use him. And I said, well, thank you. Overnight, I had 600 businesses and a million customers. And I jokingly say, if you think having no business is bad, I can tell you something worse than having no business, and that's having too much business and not knowing what to do with it. And, I mean, I tell people I didn't eat, sleep, drink, or go to the bathroom for about five years. I just didn't have time. And I started traveling all over the US Then all over the world, because Amway was on six continents. I just got back a few weeks ago from Poland and the Czech Republic. It's still going strong. And I had. There were seven interpreters at the event. Greek, Russian, Lithuanian, all these. I took pictures of all the different booths and they all the speakers, the translators had different color microphone tops, like red or green or blue, so they could know who the people were who had the headsets in the audience. And I've learned how to speak by giving pauses at the end of each sentence in order for the translators to complete their work. That was another experience I had to learn. So, yeah, and then here's one other thing that would answer the question more specifically. 95% of everybody who's in Amway or associated with any MLM multi level marketing is doing it part time. They're learning how to develop a business. They're learning how to grow a business. So all of them are already in something else. Like they're police officers, they're nurses, there are school teachers. I could go on and on. And they all have conventions. And they started contacting me and said, hey, I heard you speak at our Amway event. We've got a schoolteacher event. I went to Liberty Hospital In Kansas City, 200 nurses. I did a training for them. Few weeks later, they called. They said, we loved it so much. We want you to come back. I tell people this, and it's worth memorizing. The greatest marketing strategy I have ever learned in the last 40 years is this. One thing leads to another. I don't care who you are or what you're doing. If you'll get good at it and work at it, one thing will lead to another. I'd speak at one convention and pick up four more speaking engagements, and I'd speak at those four and pick up five more. And I say this very humbly and very graciously, but God is my witness, we haven't marketed anything in 40 years. It's just exploded. And I think it's because of the reality of one thing, and this is funny. I think you'll love this, Jeff. If somebody asked me, what do you do for a living? Here's what I would say, and here's my secret to success and what I believe is the answer to everybody's future. If somebody were to say to me, what do you do for a living? Here's what I'd say. I teach people how to get along with Rachel. That's it. Because I learned how to do that. I only export products that I produce. What I do more than anything else is I love my daughter. She's 50. She'll be 52 this July. Let me tell you something. She and I are best friends. I love her. We get along. But I want to say this humbly, but I still want to say It. It's a little hard. If I had not learned the disc information, I don't believe Rachel and I would be getting along. And I blame her because I'm the father.

Jeff Duden (40:12)

Sure.

Dr. Robert Rome (40:13)

And what I had to learn was if I'm not getting along with someone, some of that has got to be my fault. And I learned to fix me. And when I learned to fix me, it was amazing how much Rachel changed. And we laugh about it today. I love her, I respect her, and I'm still afraid of her.

Jeff Duden (40:38)

You continue to show wisdom, sir. Continue to show wisdom. Look, without. You know, we met at Donald Miller, Bill, which is the story. Selling expert, incredible educator, great education business consultant. We met there on his property and at a small mastermind put together by Howard Partridge. And he. And without betraying any confidence or going into it, I mean, I sensed in the, in, in the presentation that you were at a crossroads a little bit to trying to decide, like, how much travel. I'm excited to hear that you were just overseas, you know, how much travel do I want to do? You know, what do I, you know. You know, because we all do it at different points in our life. It doesn't matter, you know, what phase of your life or how old you are. As entrepreneurs, we're always thinking, do I want to continue to do more of the same? Do I, you know, is there another place that I can make a bigger impact? Are there people that I'm not paying attention to because I'm focusing on building this business? Is this what I'm called to do in the moment? And I think there was a little, just a short conversation about. You were. You were kind of at that point, but then you stood up and there was a. Just a poster board there, and you proceeded to give, you know, because I've been around the disc for 25 years, okay? And I've, I've. I was a Vistage member. We had somebody come in and do the disc. It was fine. I understand the disc. I've taken the disc. We've used the disc. I have never seen the level of expertise around the disc. I had never learned more in that 45 minutes or however long you were up there. And I was absolutely fascinated, you know, to the extent that I spoke to you a little bit. And then your other daughter was there and got into a conversation. I just wanted to learn more about you, who you were, what you did, you know, where you came. You know, I was just fascinated by it. And, you know, and it's. And it's been a. It's been a tool that served you well on the multi level. Marketing, you know, and, and so many people. You probably have a perspective of this if you're still working in that space. Like we build franchise brands, we put people in business. I just did a LinkedIn live today earlier talking about the trends in property service, how big it's growing, the trends, you know, how can the consumer preferences, how they're buying, the fact that we have less skilled tradespeople that are going into work. You know, 30% of plumbers are retired or talking about electricians are retiring. We're going to have a plumber shortage. Like, you know, we're a nurse shortage. We're going to have a plumber shortage of like 550,000 plumbers. So you've got all of this turmoil right now in a changing workforce. You've got AI that is disrupting many careers. I mean, you, you, you might have spent the last 10 years learning how to code, but now all you have to do is ask a question and say, build me this. And it will, it will, it will take it. You know, people that code now only code to keep their hands in it because it's like they used to do it in the old days. You don't have to code anymore. So everything's changing, but inside of that, people taking their life into their own hands, people getting into a business and what happens is it's chicken and egg. They, they think they're getting into business to solve an economic problem. But if they get around the right people and they, they start going to see people like you speak, then what happens is they realize that there was an entire piece of life that they were missing there because of the people they get to be around. Howard says, I'm having a mastermind in two days. I'm like, well, I'm out here in Vegas at a conference, but I can probably change my flight and get out there. And, you know, when Howard says I've got a mastermind and there's going to be some great people here, then I just say, yes, if I can go, I'm going to go. And it does. I don't need any more information than that because my experience as a business owner tells me that the people that I get to meet and the places that I get to go and the experiences that I get to have, and most importantly, you know, we really, Dr. Rome, we get paid by the conversations we have. You know, the conversations that we have is what pays the bills and it's who it's with and it's the quality of those conversations. Entrepreneurship, multi level marketing, franchising, independent business ownership, gig economy. That's where all of this is going. And it's so important that if people are going to start it, it's not just about the transaction. Success in business is not about the economic transaction. It is about every business. Every business that exists has a dollar per head. So if you tell me, I was in a mastermind with, in a marketing mastermind in Orlando, there's a $35 million H vac contractor in there. I asked him a few questions. You do residential, commercial, do you do controls? Do you, you know, how do you do it? And after you answer those questions, I was able to say, well, you've got probably 70 trucks on the road, you've got a dozen people in dispatch, you've got this, that and the other thing. Because yeah, that's exactly what we have. Because if, if it's true that every business has a dollar per person that it can generate, then the scale and velocity of our business is dependent upon the number of people that we can get aligned with what we're trying to do. How many people will work for us, how many people will refer us, how many people are our stakeholders, how many people are our customers, how many people are peers and business owners. Like we need this collection of people. And what, what business owners don't realize, especially the first time people that I get coming through here that are coming out of corporate America and they're coming into training is that they need to put the business and what they need to follow our plan, but simultaneously they need to start working on themselves. Because the, the ultimate success of that business is the biggest variable in franchising is the franchisee and how they execute and how they communicate and how they, how, how, how deftly and how surgically they are able to move through conversations and be able to make sure that they understand how to communicate with that person and what that person needs and how they can bring them value and how they can know like and trust them. And it starts. And if you're just a bull in the china shop and you have no self awareness, you are just, you know, only the people that are going to be a fit for that are going to agree to be in your circle and help you build your dream. So you know, you have to, you have to be malleable, you have to be aware, you, you have to be able to pick up on, you know, you don't have to be an empath if you're trained, but it certainly does help if you can actually detect how people are feeling and what you just said is making them feel. But at the end of the day, it is. And because so many of these skills are being disintermediated by technology, it's getting back to the soft skills being more and more important. And this is, you know, so, like, I. I think your business is probably, you know, gonna boom as big as you want it to.

Dr. Robert Rome (47:41)

Well, you're very kind. We. We've modified that. I've heard that phrase many, many years. Soft skills, soft skills. It just didn't sit right with me because I hear people say, well, you know, the personality information, that's a soft skill. We've changed it to. It's a core skill. It's a core skill. If you don't have this, you will not succeed as much as you could have. Here's, for example, I hear this a lot, too. Business to business. We just need to work. Business to business. I'm 75 years old. I've never seen a business work with another business, But I've seen people work with other people. And I know people are just talking, you know, they just using phrases that are. That are supposedly understandable. But if you're going to succeed in marriage and raising children in business, there has to be a likability factor. And here's what I ask audiences. How many of you would drive across. Drive across town on a rainy day in heavy traffic to do business with somebody you know like and trust? Everybody raises their hand. How many of you would not go across the street to do business with somebody you don't know like or trust but you needed. They. They don't want to do that. And you see, I think it's. The truth is we're attracted to people we like. And the likability factor. It doesn't take a rocket scientist, or as George Bush would say, it doesn't take a rocket surgeon to figure this out. All you have to do is have some basic skills and understand who you're talking to. Here's another example. We use P words. Like, I used the R words a minute ago. Therefore, P words that if somebody will memorize and understand, they'll be a lot. These, like, power. They. They're all about power. Come on, let's get this thing going, man. Stand up, speak up, shut up. I got things to do. Eyes like people. Everybody's their favorite person. They're just people oriented. They. Everybody they meet is their new best friend. They have a best friend at home, best friend at school, best friend at work. A best friend on the elevator. Ss like pace or predictability. I use two P words, pace and not too fast. Predictability. Don't scare me by surprising me with something at the last moment. I want to know what's going on here. Pace and predictability are so important. And seize are all about procedure. Now, if they. How does this work? What do you mean by that? How do you know that? Well, what's the history? Did you look that up? And they. When you know those are intrinsic needs in people and you start building relationships based on not subjectivity, but objectivity, that's the way. And here's the thing that's amazing. Jeff would say, and this is going to be shocking. I'm still shocked by it. Probably 90% of people on the planet don't have a clue what you and I are talking about. Today. My daughter told me, she said, how do people function who don't understand disc. How do they make decisions? How do they work with other people? How do they have a family? She said, it's just all trial and error and mostly error, because here's what goes through us. Why are you being that way? Why are you acting like that? What were you thinking? What were you not thinking? But when you understand the DIS model, you hit the nail on the head. You can fix yourself. I can't fix anybody, but, boy, I can fix me. And when I'm working on, think about their needs and how I could best communicate with them in a way that would make them feel and think I respect them and they're valued. And by the way, I was doing a big training with 20 lawyers yesterday. Actually, it was just under 20 lawyers. And I taught them. I said, are you aware that every decision people make, they use two parts of their body. Their mind, their life. Here's what the two parties, the two parts are. What do I think about that and how do I feel about that? Those two aspects are the left side and the right side of the model of human behavior. The left side is the task side. What do I think about this? How will this work? The right sides, the relationship side, how do I feel about this? And when you know how you feel about something and how you think about something and how you think about something and how you feel about it, and you recognize both aspects, you'll be in a much better position to make an intelligent decision and live by wisdom instead of by the seat of your pants. I hope. I hope that makes sense.

Jeff Duden (53:04)

Yes, it absolutely does. I would like to unpack something. And this is just Personal interest. It took me a long time to become proficient at speaking in front of an audience, and I did. I didn't. I didn't have training. It was trial and error. I did hire a speaking coach one time. The method didn't work for me, but I have since developed a method. I call it the Meander Method. It's very similar. You know, if you see up on the screen, you know, big, big topics and blocks. I run around in here. I run around in here, you know, and I. I have a method, and it works for me real well. And I enjoy speaking. I get to do a lot of it. I'd like to do more of it, but, you know, we do trainings. I mean, I'm constantly in front of groups of people from anywhere from, you know, 10 to, you know, 400 or whatever it is, generally. So when you. You have speakers training, what are some basic fundamentals or principles? If somebody comes in, they're okay, they're. I've got a. I've got a good friend called Ilana Golan. She runs the Leap Academy out in California. And what they realized is that people that want to move forward in their career want to move forward at the same company, want to move to a different company or even want to start their own business, need to build a personal brand, and they need to be able to speak. So if. If you're doing well in your career, but you're upwardly mobile and you're motivated to do it, and you know that you need to be the person that stands up and does the presentations, that shows up at an industry event and grabs the microphone, that does panels, but you're. You're scared to do it. Like, what are some of the basic things or one of some of the first steps that you can help somebody become a. Become a better speaker or a speaker for the first time.

Dr. Robert Rome (54:58)

Well, first of all, thank you. We. We do have a speaker's boot camp. We've got our next one coming up. The first Monday, Tuesday and Wednesday in May. Anybody who's interested can contact Gina. They can give her a call at 770-509-7113 and talk to her about it, and she can get you signed up. But I would say there's three things that I could give anybody who's listening today to. To get them started. The first thing is simply four words. They are Zig Ziglar's Key to Success. John Maxwell, Les Brown, Charlie Jones. You show me anybody who can stand up and speak, and there are four words that characterize them as a great speaker. And here's what those four words are. Have something to say. That's the key. In other words, I call it the believability factor. Have something to say. I hope your audience today believes that I believe in what I'm talking about. I love the disc information. If they don't like it or if they don't believe it, I'm sorry. But I do because I know it's changed my life and given me a great relationship with my daughter. The believability factor is. Have something to say if you sell. I have a friend who's the number one Toyota salesman in Dallas, Texas. He drives a Toyota. If he came to work in a Honda or a Ford or a Chevrolet, that would really question as to whether he told me. I said, how do you sell so many Toyotas? He said, people come into the Toyota showroom. We. They pick out which one they like. We ride around in it. I tell them all about my Toyota and how much I love it and how much my daughter loves her Toyota. And we come back and we buy one. They buy one from. He's the number one Toyota salesman. In other words, he's not selling Toyotas. He's selling his belief in Toyotas. He has something to say. This is my favorite car. I drive it, My daughter drives it, and you ought to drive it, too. Bam. That's the first thing I would tell somebody is, do you really believe what you're talking about? Are you sold on it yourself? We sell a book called. It was written in 1948 by a guy named Frank Bettcher. It's called How I Raised Myself From Failure to Success in Selling. Best book I've ever read about salesmanship is written in 1948, 1949, and it's such a powerful book. On the back of the book, when I picked it up the first time, Dale Carnegie said, if this book had been available when I first started selling, I would gladly have walked from Chicago to New York to get a copy of this book if it been available. You know what went through my mind, Jeff? No books that good. Dale Carnegie, how to Win Friends in it. He had walked from Chicago to New York. We got the book. I started reading it. I couldn't put it down. I called the publisher. It was out of print. I asked them if we could do a print run. Of course, they let me. And I, I. It's just. That's what the whole book is about. Have something to say. Number two, recognize that someone like Warren Buffett had the Same challenge. Warren Buffett scared to death to stand up and speak. Somebody asked him, how did you, how did you overcome? Oh yeah, he said he was scared to death. As a matter of fact, Warren Buffett said the only. He doesn't have his degree from the University of, I think Nebraska or No, no, Columbia school. He went to Columbia. He said the only diploma he has on his wall is his Dale Carnegie speaking course where he learned to stand up and speak. He said, I run billions of dollars of business. I can't stand up and look like a buffoon. And he said the most, the single most important thing I've ever learned is how to stand up and speak. And so he said it was hard. But to your credit, you mentioned, and I think he's done it by learning have something to say. I have friends that have lots of stock in his Berkshire Hathaway and they tell me I don't have any. But he, they tell me, they said, wow, when you go to his meetings, they are fabulous. Well, he's learned, but here's the punchline. I would give you this one and we teach this in speakers boot camp. And I promise you, after I tell you this story, you will never have fear again. Suppose I'm walking, it's 2:00 in the morning. I can't sleep. I'm just tossing and turning and I think, you know, I need to go outside and go for a walk. And I walk past your house, I know where you live. And I walk past and as I'm walking past, I notice that I see flames coming out of the roof of your house. And I think, wonder what's going on. Jeff's house. Is that coming out of his fireplace? And all of a sudden I realize, no, they're coming out of his roof. Jeff's house on fire. And I think, Jeff's house on fire. It's 2:00 in the morning. But I don't want to bother him because he might be upset. And so I just walk on down the street and let your house burn up with you in it. The question is, was I much of a friend to you? Was I much of an influence in your life? Heck no. Now let's go back again. I walk around, it's 2:00 in the morning, your house is on fire. I see the roofs burning. I'm going to run to your door, I'm going to knock the door down, I'm going to throw a rock through the window. I'm going to. Here's the punchline. I'm Going to do everything I can to take the emphasis off of what do you think about me? To how can I care for you? And I find that it's a philosophical, it's a philosophical posture with watch carefully. What is this audience going to think about me? How are they going to like me? Are they going to listen to me? Are they going to learn from me? I think you can easily see who am I focused on? I'm focused on me. But if I shift that and I say I'm prepared, I have something to say. But this is not about me. It's about me saving their career. It's about me helping their marriage. It's about me helping their family. It's about me showing them how to parent. It's about me to show them how to make more money. It's about me showing them how to have a better life. Then my emphasis is on a different syllaba. Most people have to think about that. The emphasis is on a different syllable. And so I've just, I train people and say, if you're scared to death, you're looking at yourself. If you can learn to say, my audience needs, I have something to say. My audience is here. I'm prepared. I'm going out there because I'm trying to save them. Save their marriage, save their business, save their future. I've been speaking a long, long time. I was the master of ceremonies in my five year old kindergarten graduation. So that was 70 years ago. But I can honestly say this. I have no fear. I could stand up and speak to the world tonight and I'd be very comfortable. Not because I'm good, not because I'm Mr. Wonderful or right or anything else. It's because, in a nutshell, I care more about you learning what I have to share with you than I do about what you think about me. And I've discovered that 99.9% of audiences love that because I hope you can see it's coming through right now. I love you and I love your audience and I care about them. I hope and pray that I've said one thing today that will make their life better, that will give them better direction, cause them to have more financial success, help them with their kids, help them in life, help them in their own personal endeavors. As long as you're focused on other people, you're always going to be okay. Do those ideas help?

Jeff Duden (63:52)

Oh, perfect. Yes, they, they do help, you know, and the audience wants you to win. I, I think people are nervous thinking that they're being judged. But at the end of the day, it's not fatal. You know, if I'm. If I'm in front of an audience and I drop dead, it's not because I'm speaking in front of an audience. It's because of other questionable, healthy choices I did or didn't make. You know, you got to know your material and be confident in it and just, you know, don't over script it, but just talk about the things that you know and make sure you're talking in a way that's going to benefit them and not about you. But, you know, you can use. You can use examples about you, but it's got to constantly be about the audience and them getting value and then just realize they want you to win, they want you to win, they want you to do well. They want to have a good time, they want to learn, they want to be engaged. And sometimes you get in an audience, maybe if they're forced to be there or whatever it is, you know, maybe they're a little. Or sometimes they're a little too respectful. But, man, when you get into a room of people that are excited to be there, and I mean, like, it's, it's an engagement, there's nothing like it, really. When an audience is just. You've got every eye in the room. Nobody's looking at their phone. They're, you know, they're hanging on your word. You know, your, your, your jokes, they're reacting to immediately because it's just, you're, you're just in this trance, dance with the audience and you. And you know that you're helping them. You know that what you're saying is, is resonating with them. And I just, I, I crave that. I really, I crave to be able to have impact in that way.

Dr. Robert Rome (65:24)

Well, I, I'm sure you will. It's just a matter of continuing to do what you do every day and enjoying it. You know what's funny? You said something that triggered. In my mind, sometimes I'll be speaking, I'll have an idea. My mind races constantly, and I lose my train of thought right in the middle of my talk. I forget what I'm talking about. I've got my notes, I've got my outline, and I chased a rabbit down a trail, and I'm having a hard time getting back on the trail. And I have actually, I thought audiences would resent that. I thought, here I am, I'm up here speaking, and I've lost my train of thought. And I look at the audience and I say, Y'all, I forgot what I was talking about. What was I talking about? They come unglued, they come out of their seats. It's like every one of them wants to help me. They, you were talking about a house on fire. You were talking about Warren Buffett. They all start talking. And you know what I've discovered? I don't do it deliberately, but when it does happen, audiences love it. And here's why. They sit there and think, he's just like me. He can't remember everything. It's been a real blessing to learn. This is real. Life is great. We all make mistakes. We're on the journey together. I'm not better than you. I'm not smarter than you. I just maybe will be down the road a little further than you with age and experience. So we're all in this together. And I really honor and respect the fact you care enough about people to want to be someone who reaches out and helps them in whatever endeavor of life they're going through. So way to go, Jeff.

Jeff Duden (67:01)

Well, thank you and I, I appreciate this conversation. Do you have time? I know we're up against it here. I will remind people again. Go to the show link. Get your get your free Dish profile. It'll be available for free until April 15, 2025. After that, look, it is nickels and dimes for what you learn here. I mean, it is a drop in the bucket. So if it's not free when you get there, I highly recommend that you purchase it from the website and use the materials to interpret it and start your journey of self awareness so and so that you can help yourself to help other people. I've got. Do you have time for a curveball and a fastball? Were you a ball player?

Dr. Robert Rome (67:40)

Yes.

Jeff Duden (67:41)

Do you bat right handed or left handed?

Dr. Robert Rome (67:43)

Bat, I bet right handed.

Jeff Duden (67:45)

Okay, here comes. This one's going to be tailing away from you. Maybe because I'm a righty. All right, so here's the curveball gun to your head. You look across everything that you know right now. You had to start a new business in 30 days, you know, based on. And you don't have to stop what you're doing, whatever. But if there was. Where is an opportunity that you see right now where there is a need that needs to be solved. If you had to start a business that you think the world needed, do you have an idea of what that might be today?

Dr. Robert Rome (68:16)

Well, it's a great question. I would say two or three things. Number one, anything that has to do with health and Fitness, anything that you can do that causes people to have a healthier lifestyle. I see a lot of young kids going into college learning how to be trainers and stuff like that. We live in a world that's very health conscious. So anything that has to do with vitamins and minerals and things like that, that would be that that whole area is a good area. Another area is it. It'll always be important that you know how to sell something. Selling is an art and a science. And I would encourage anyone, whether you're selling pencils or whether you're selling real estate, to recognize what you're really doing is learning how to connect better with people. So that gets back to learn people skills, learn how to sell based on personalities, based on recognizing that people are. Someone once said this, people don't care how much you know, they want to know how much you care. And so anything in the area of sales will all. Will all. There'll always be a need for, I believe for real estate. There'll always be a need for houses. There'll be a need for people to have a place to live. There'll always be a need for people to have cars. And so anything that has to do with the basics of life. This one of the smartest guys I ever met about investing. I asked him, how do you know how to invest? He said, get in my car. This was years ago. He said, get in my car. We started riding around. This is a true story. We went to a Walmart shopping center. It was jam packed. Cars were everywhere. He said, do you think people are going to shop here? I said, yeah. He said, do you think they'll continue to shop here? I said, yeah. He said, do you think this is going to be a viable business for years to come? I said, yeah. He said, why not invest stock in Walmart? Then we went to Dairy Queen that most people don't know. Do you know who the largest owner of stock in Dairy Queen is in the world?

Jeff Duden (70:34)

No, I don't.

Dr. Robert Rome (70:35)

Warren Buffett.

Jeff Duden (70:36)

Oh, it's a great business. It's a Dairy Queen. Oh, very profitable business. Easy to. Easy to operate.

Dr. Robert Rome (70:43)

Yeah. Warren Buffett said, the reason I bought it is because I like it. Yeah, People like things that they like. You think Home Depot is going to be around for a while? How about Lowe's? Or how about. There's so many companies that. Now here's one other area too. Now I'm not giving an ad for this. I'm just learning this. I'm on the early side of this. AI is the wave of the future. I can ask chat, GPT or other AI enabled areas questions. I did it this morning. I have a friend that's not feeling well. I ask AI concerning this illness, this malady that my friend has. What are the top five presenting factors in this sickness? It spit about in about two seconds. I would say AI is again, this is more of a C answer and I'm not a C type personality get to know technology. I would say if you know the areas of health and fitness in general, you'll people there always be a business for that. We have an aging population, we have an aging society. The baby boomers were born from 1946 to 1964. There are 92 million of us. And do you know what? They're aging. They're, they're starting to get to the end of their life. They need help, they need fitness, they need somebody who can walk with them, somebody who clean their house. Anything that has to do with helping someone who's a senior cutting the grass. That's why the biggest movement in our country is in real estate. These people who've lived in houses their whole life are now downsizing and they're selling their houses and they're wanting to move into, you know, small condos. That, that whole area of, of expertise is, I think, important to know. So health, fitness, real estate, selling personality information and then recognizing that sooner or later we're all going to be dependent on AI or these robots in technology. Why not get to learn some things about that? I don't think that it should be 100% but I do think it should be a large percentage of our future education to help put us on a track for success.

Jeff Duden (73:24)

Yeah, 100%. Great answer. Dr. Rome, where can people get in touch with you? Where would you direct people?

Dr. Robert Rome (73:31)

Well, thank you. Gina kind of runs my life. Our home office is 770-509-7113 and they can call Gina, get signed up for speakers, boot camp or if they're interested in, you know, some kind of maybe platform speaking or training. I've gotten now where instead of us doing so much training, companies have shifted. I used to have hundreds of trainings in Atlanta and I've discovered people don't like to travel as much. So now companies have 10, 15, 20 people and I'll go to them and do a two day training and they get to save on hotels, travel, food, and I come in and bring the training to them. So Gina can work that out if that's needed. Also we, you know, this whole thing with COVID and it was. It was difficult. I can remember when talking to you on a zoom call seemed weird, it seemed uncomfortable. Covid took all of us to a new level. I get on a phone call almost every day like I am with you, do coaching training for companies all over the world and I never have to leave my house. I get to sleep in my bed, eat my wife's cooking and don't have to go to the Atlanta airport. So I would say the two websites that are probably the most prevalent are www.communityinsights.com personalityinsights.com and robert rome.com R O B E R T R O H m We have other websites like discovery report.com and personality service. But if you just go to personality insights, you can get started and we're happy to help. We.

Jeff Duden (75:28)

And I think that's hyphenated, right? Is it Personality dash way?

Dr. Robert Rome (75:33)

It can be with the dash or without. We have both websites.

Jeff Duden (75:36)

Okay.

Dr. Robert Rome (75:37)

But I know this and I say this very humbly. If a person wants to have a career in coaching or training, we can help them with that. If you did nothing but learn how to give personality profile assessments and coach people, I can do that all day long because people are hungry to not live a life where they are. A zig used to say, don't be a wandering generality. Be a meaningful specific. And we can help people get to become. Get to become a meaningful specific by understanding their style, by giving them an assessment, by walking them through. Jeff, are you aware, I know you are over half the people, over 50% of people who graduate from college never use their major that they went to school and learned. That's tragic.

Jeff Duden (76:35)

That's right.

Dr. Robert Rome (76:35)

Why not learn your personality, find what you're good at and if you need further training or education, pursue that. That makes a whole lot more sense to me. Don't waste your money. And I even question and listen. I'm not against education. If there are any educators out there listening to me, I love education. I have five earned college degrees. But I really question nowadays how valuable a college degree is. If you had to ask me, I am more supportive of vocational training. Learn to be a plumber. Learn to be an electrician. Learn to be a carpenter. That skill set. Don't go to school to learn general information. It's a lot faster to learn it on Google, for heaven's sakes. By the way, here's a little quiz. I learned this this morning in a meeting. Do you know why Google is named Google? That's a good question. Isn't it?

Jeff Duden (77:43)

Well, Google's a number. It's a. It's a number. But I don't. But I don't know why it's named Google.

Dr. Robert Rome (77:50)

Because it's one to the 100th power. That's a Google. And so I didn't know that till this morning. I was in a meeting. I said. He said, do you or you know why Google's name Google? I said, I never thought about it. He said, because it's not 1 to the 10th power or 1 to the 50s, 1 to the 100. You know what, as I think about it, oh, I may have put my foot in my mouth. It may have been one to the 1000th level. I'll look it up after the show. That's everybody's homework assignment. Find out why Google's name Google. Yeah. They constantly are learning.

Jeff Duden (78:27)

Yep. So we got the. We've got the websites. All right, here's the last question of the day. Here's the fastball coming right down the middle. If you had just one sentence to make an impact in somebody's life based on your journey, what would that be?

Dr. Robert Rome (78:42)

Wow, that's a great question. I know exactly what it would be. I would say this. Zig Ziglar said it better than anybody ever. You're going to be dead a whole lot longer than you're going to be alive. Have you spent any time at all searching out and seeking what it means to have a relationship with God? That I believe would be the most important thing I could say to someone. Because I'm not talking about religion, I'm not talking about denomination. I'm not talking about trying to be some goody goody person who is better than anybody else. I'm talking about understanding that God loves you. He has a plan for your life and get to know Him. He created you. He knows everything about you. Learn to love him and accept him and you'll be the winner for it. That's what I would say, is the most important sentence anybody could hear.

Jeff Duden (79:42)

Perfectly said. I've thoroughly enjoyed our time together. Thank you so much for being on today, Dr. Rome.

Dr. Robert Rome (79:48)

You're welcome. My pleasure. I wish you the best and your audience as well. If we can ever do anything to help, we're available.

Jeff Duden (79:56)

I'm sure. I'm sure people will be reaching out. This has been Dr. Robert Rome with Jeff Duden here, and we have been on the home front. Thank you for listening.