Business RadioX ®

Author and Marketing Coach Jo Ann Herold

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Jo-Ann-Herold
Cherokee Business Radio
Author and Marketing Coach Jo Ann Herold
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Sponsored by Business RadioX ® Main Street Warriors

Jo-Ann-Herold-HeadshotJo Ann Herold, Author of Living On A Smile: 16 Ways to Live a Big Life and Lead with Love,  is a purpose-driven executive and brings more than 25 years of marketing experience. She has a long track record of delivering financial results and award-winning marketing programs that build sales and profitability for iconic brands in the B2B and B2C space.

She has served as the Chief Marketing Officer for The Honey Baked Ham Company, LLC twice. Prior to Honey Baked Ham, she was the Chief Marketing Officer for Interface, Inc., where she globalized the marketing team and brought forth a highly effective, integrated marketing approach resulting in five consecutive quarters of record financial performance. Prior to Interface, she was Vice President of Brand Marketing and Public Relations at Arby’s Restaurant Group resulting in a brand turnaround and 13 quarters of same sale growth. She also has owned her own marketing firm.

Jo Ann has an MBA in International Business from Mercer University in Atlanta, and an undergraduate degree in Communication from Mississippi State University. She is an adjunct professor at Mercer University and Georgia State University. A passionate community volunteer and served as Vice Chair of the Arby’s Foundation, whose mission is to end childhood hunger. She serves on the Executive Board of the Atlanta Convention and Visitors Bureau and served as the Board Chair.

Her work has been lauded by industry and community groups including the National Diversity Council’s Most Powerful and Influential women, two AMY Awards from the American Marketing Association. She was recently the recipient of the Atlanta AMA’s Lifetime Achievement award and the CMO Club’s President’s Circle Award.

Connect with Jo Ann on LinkedIn.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Woodstock, Georgia. Welcome to Women in Business, where we celebrate influential women making a difference in our community. Now here’s your host.

Stone Payton: [00:00:30] Welcome to another exciting and informative edition of Women in Business. Stone Payton here with you this afternoon. You guys are in for such a real treat. Please join me in welcoming to the broadcast educator, executive and author of Living on a Smile. Ms.. Joanne Harold, how are you?

Jo Ann Herold: [00:00:51] I’m doing great. How are you?

Stone Payton: [00:00:53] Stone Oh, I am doing well. Really been looking forward to this conversation and diving in to some of the specifics around this book. But before we go there, how about a little bit of backstory? Tell us a little bit about your your path to to where you are now.

Jo Ann Herold: [00:01:11] So I never imagined when I started as a star at McDonald’s and a star is a store area representative, and I wore the Hamburglar costume and gave birthday parties at McDonald’s that that would lead into a lifelong career of marketing and working in restaurants and retail and for brands that that early job as a 16 year old would lead into such an awesome career.

Stone Payton: [00:01:48] Well, we are so delighted to have someone of your experience here. And you have you’ve contributed substantially to a couple of little companies some of us may recognize. I know one that leapt off of the page for me is honey baked ham, because there is a honey baked ham at every patent affair, whether it’s a birthday, an anniversary, or just an excuse to get together. There’s going to be a honey bake tab there. And I know you’ve had an opportunity to do some stuff for for Arby’s. And I my my instincts are that you leaned on on some of that life experience in what you learned there as you began to commit some of these ideas to the paper and bring this book together. Yeah.

Jo Ann Herold: [00:02:35] Yeah. So, honey, Vietnam is awesome. I love the company, the brand, the values, the people. It’s a beloved brand that brings everybody together. So got the good fortune to work for them twice as their CMO. And before that was, you mentioned at Arby’s Restaurant Group where I got to lead brand marketing and also was the vice chairman of the our guest chairwoman of the Arby’s Foundation and then also served for a very purpose driven company called Interface, which is located here in Atlanta, but a global company that’s filled with purpose and sells beautiful, beautiful carpet tiles.

Stone Payton: [00:03:26] And do you find yourself in the classroom from time to time at a couple of different institutions, sharing some insights and facilitating those conversations as well. So you really are an educator, too? Yeah.

Jo Ann Herold: [00:03:38] Yeah. So I’m super excited. I’m doing work with Georgia State and love working with them. I’m co-leading or working with a partner. Dr. Dennis Shaw on the Georgia State Chief Marketing Officer Roundtable. But also I’m about to launch into teaching with them and teaching their executive MBAs. But I’ve three of the years I’ve been a teacher as an adjunct for almost 20 years, so super excited to work with Georgia State in this capacity.

Stone Payton: [00:04:16] All right. So let’s talk about this book. It’s living on a smile. 16 Ways to Live a Big Life and Lead With Love. First question, what compelled you was was there a catalytic event that said, okay, it’s time I got to put this thing to together? What was that that thing that nudged you to actually get it done, you think?

Jo Ann Herold: [00:04:39] So I’ve had the idea probably since I was seven years old, to write a book and have kept journals and notes. And but the catalyst was during the pandemic. I’ve got a really good friend who’s actually owns the publishing company. His name is Jeff Haislmaier, and he was about to write his fourth book and encourage me while he was writing his fourth book to for us to be collaboration partners. So I wrote my book while he was writing his fourth book, and we would every day text and how many words did you write? And so it was a great way to get the ideas onto paper and then get it written and then edited and then published and launched. So the writing, the book is one part of the marathon. And as you know, I know you’ve written a book also. It’s also the editing publishing. No marketing. So that’s other sprints of the marathon?

Stone Payton: [00:05:54] Absolutely. Okay. So 16 ways, can you share a few of them with us and maybe dive into one and give us some some context for some of this this info.

Jo Ann Herold: [00:06:04] So after each chapter it. I do have a field guide or a workbook, but it really is for the the reader a way to articulate your purpose, mission, values, goals, strengths, and also ways. So part of it’s autobiographical and talks about family and friends and experiences that have happened. But it gives the the reader ways and tips that I’ve learned from mentors and families and family and friends on ways to live a big life and lead with love.

Stone Payton: [00:06:54] Well, I’d like to dive into that one a little bit. It’s a big topic. It sounds like a noble pursuit. I don’t know that there’s anyone in a position of having responsibility for generating results with and through other people that wouldn’t want to be known as someone who would lead with love. But can you speak to that concept specifically a little bit?

Jo Ann Herold: [00:07:17] Absolutely. So as a marketer and a business person, everything that I did as a marketer would need to be executed through a field organization or a team. And so for me, in order to be successful and make sure the company was successful, I needed to to lead with love. And leading with love in that regard is making sure that any ideas and programs were vetted, that they were thought through from all areas, not only a marketing perspective, but supply chain operations, the field teams, so that it was easy to execute in the hospitality business. So much of it is when a guest comes into a store or buys the product, they’re coming for a happy occasion. So it’s it’s also making sure the programs and the culture embody what we’re trying to achieve. So and then another part is, is really just being kind and doing things for others and being service oriented and a servant leader, you know, with in business.

Stone Payton: [00:08:49] So. So when you were putting this thing together, were there parts of the book that just came together super easy and like, Yeah, I just got to get this out. I got, I got, I got to get this written down. And then other parts that you really struggled with and it took some time to get it like you wanted it.

Jo Ann Herold: [00:09:05] Yeah. I mean, I put together a good outline, I think. And some days the, the words would just flow and it was easy and 3 hours would go by. And I couldn’t believe how fast the time flew. And so that that’s around passion and purpose and vision. When I would get stuck, I would call my friend Jeff Hilmer, who I mentioned, and we would brainstorm for a minute, and then it helped in other ways, get the ideas onto paper and made it easier to flow. So. So there were definitely places where I get stuck. I tried to write every single day, and I still do write every single day. I’m not at this moment writing another book, but that just that practice made things a little bit easier.

Stone Payton: [00:10:11] So something like and these are my words, not yours, I don’t think. But like living into your purpose, identifying your purpose, trying to get that figured out. I mean, that can be real challenging for some of us, I think. Why do you think that that is so challenging or is that consistent with your experience? Do a lot of people find themselves challenged when they’re when they’re trying to really nail that and get it isolated?

Jo Ann Herold: [00:10:35] I think time is putting aside the time to do it. I think it’s having a good framework in order to do it. And in the book, I give a framework. It’s also iterative as far as for me, the the purpose and the missions stay the same, but my goals may change based on things I’ve learned and new ideas. So I’m always iterating and updating the goal part of the my purpose.

Stone Payton: [00:11:20] Yeah. I would think that that. And I wonder if from time to time when people are doing that as they should be, if they don’t sometimes get the sense that they’re that they’re getting off track. But that’s not really necessarily the case. It’s part of the process, right?

Jo Ann Herold: [00:11:36] It is. I a couple of years ago, I decided I want it to be just a great tennis player, even though I’ve never played. And I took lessons and I wasn’t so great. So. So now I’m. I’m back taking lessons, and I want to learn how to play tennis. I don’t think I’ll ever be a great tennis player, but I’m also thinking maybe pickleball might be more my speed.

Stone Payton: [00:12:06] There you go. So the whole sales and marketing, I guess, are the right words. What is that been like trying to because the book’s not been out that long, right. As we speak today. How long has it been out?

Jo Ann Herold: [00:12:19] It’s been out about three weeks.

Stone Payton: [00:12:20] Yeah. So it’s just now getting out there. So, yeah, you’ve put a lot of energy, I’m sure. Time and time and energy and blood and sweat is. What’s that been like for you? Promoting the book and trying to get it into the hands of people.

Jo Ann Herold: [00:12:35] That has been fun. I. And this is one where I have to thank my friend groups circle people in the posse who have helped me along the way. The book has done really well. It’s I think it was a number one bestseller in a couple categories. And it’s it’s still doing really well. So and that’s because of. The people in my circle.

Stone Payton: [00:13:15] Well, that is fantastic. Okay. So let’s take advantage of the fact that we’ve got you the author right here with us live. And let’s say I have a copy of the book in front of me. I’m excited about it. And thank goodness I know Joanne. So I write her up and I say, okay, Joanne, I’m about to sit down with this thing. Help me out with some some pro tips or some pointers on how to get the most out of the book so that it has some genuine and lasting impact for me. What’s the best way to approach the book mindset activities? Yeah, like that.

Jo Ann Herold: [00:13:50] Yeah. I mentioned it really was designed to be reflective and for the reader to have the opportunity to take a pause. So after each chapter, there’s ways that the reader can can write their own purpose, mission, values. And so I would recommend and I wrote it for that purpose so that the reader would walk away with their own kind of guide book as far as. Leading a big life and leading with love.

Stone Payton: [00:14:32] Okay. So let’s let’s talk about me a little bit. You know, it’s my show. So I got I have an opportunity to lead a few folks in our organization, the Business Radio Network, and I’m part of a mastermind. Is this the kind of book? Because it certainly sounds like maybe it is that that we could in each of those contexts that we might be able to utilize the book, maybe do some individual work, come together and and have some some pointed and focused conversation on some different aspects of of the work. Is that a viable way?

Jo Ann Herold: [00:15:10] That is exactly what it was designed for.

Stone Payton: [00:15:14] Okay. Yeah. I mean that would that would be fantastic to. So if you’ve got if you’ve got a team and do a little bit of individual work, then come back. Talk it through. And I think you said early in the conversation you have some sort of like a workbook or field guide that accompanies this to to help facilitate that.

Jo Ann Herold: [00:15:34] Yeah. It’s after each chapter, there is a way that the the reader can take the examples and translate it into their own self.

Stone Payton: [00:15:48] I love it. And the the vision. Speaking of purpose and vision, do you envision leveraging this book and the work around it into doing things in in other formats like, I don’t know, events, workshops, supporting different ecosystems in communities? Do you do you think you might go in that direction with this? Yes.

Jo Ann Herold: [00:16:18] Absolutely. I as I was writing it, the person I had in mind was a 30 to 40 year old exec. And in any field who’s juggling a busy life, who wants a life that’s filled with purpose and passion, and ultimately I’d love to teach and coach and use this in workshops, and that’s been working out so far. I had a lot of people who bought it and read it who are giving it to their daughters, which to me is the highest compliment I could receive.

Stone Payton: [00:17:08] Absolutely. Well, I can I kind of come from the training and consulting world. And I got to tell you, my instincts are just based on on this conversation and some of the topics that you’ve touched on. I think this is this is marvelous content that can be used as a catalyst for learning to challenge people’s thinking to to have them, you know, have some genuine dialog around this and make some decisions about, you know, maybe some shifts that they may want to make and goals or habits. And then in that group environment, you know, perhaps there’s some real value and what’s the right thing like holding each other a little bit of accountable for what they say they’re going to do. This this just it strikes me as incredibly rewarding work.

Jo Ann Herold: [00:17:55] It? It is. And my favorite part of being a leader is. The team and watching the team grow. And so the book was. Really a gift to the people who helped me along the way and to thank them, but also hopefully a gift to people who are coming up and growing their career and family and just, you know, again, just trying to live a happy and positive, productive and purposeful life.

Stone Payton: [00:18:34] In just a moment. Before we wrap, I’m going to make sure that folks know how to get their hands on the book and know how to reach out to to you or someone on your team if they want to possibly engage you, you know, to do you know, to do some speaking work or workshop work. But in the space between someone hearing this conversation and taking one of those steps, I’d love to leave them if we could with, I don’t know, a pro tip or two just things. We if this is something that really does interest us and we think we want to begin exploring some of these topics, you know, a pro tip, an actionable kind of thing that maybe we ought to try to do today or this afternoon or not do. Could we leave them with an idea or two just to start, stimulate their thinking and inform future conversations and kind of get them warmed up and prepped to get the most out of the book?

Jo Ann Herold: [00:19:30] Yeah. Something I do every day. I wake up and I think about the best possible outcome and. You know, it’s it’s easy sometimes to start thinking, oh, gosh, I’ve got to do this or that. So I’ve trained my brain to just be positive and to make it a great day. So that would be. My tip and then going back to to my purpose, which is to lead with love and try to do something kind. Every day.

Stone Payton: [00:20:09] I love it. All right, so where can we get our hands on this book? Let’s make sure we make that easy for our folks to do. And then let’s do leave them with some sort of point of contact, whatever you think is appropriate, whether it’s a LinkedIn or an email or a website or what have you. I just want to make sure that people can stay connected and and pursue this to their heart’s desire.

Jo Ann Herold: [00:20:33] So thanks. The book is available on Amazon and it’s Living on a Smile. And I’m Joanne Harrold so it’s and I’ll next LinkedIn is the best way it’s tied right to my email but if you want to email me directly, it’s Joanne Harrold and it’s Joanne in HDR old 1107 at gmail.com.

Stone Payton: [00:21:04] Well, Joanne, it has been an absolute delight having you on the show this afternoon. You are doing such important work. I appreciate you. I know our listeners appreciate you. Please keep it up and don’t be a stranger. You know, maybe there’s some wisdom in us sort of circling back around periodically and following your story. It might even be fun to speak with with you and an inspired reader sometime or an inspired workshop participant. So this has been fantastic. Thank you so much for joining us.

Jo Ann Herold: [00:21:36] Oh, thank you so much. It’s been such a privilege and a pleasure to be here today. Thank you.

Stone Payton: [00:21:42] All right. This is Stone Payton for our guest today, Joanne Harrold, author of Living on a Smile and everyone here at the Business RadioX family saying, we’ll see you next time on Women in Business.

 

Eric Mendelsohn with Transworld Business Advisors

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Eric-Mendelsohn-with-Transworld-Business-Advisors
Buy a Business Near Me
Eric Mendelsohn with Transworld Business Advisors
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Eric-Mendelsohn-with-Transworld-Business-Advisors-headshotA native New Yorker, Eric Mendelsohn understands the importance of working with an agent whose negotiating expertise and thoughtfulness puts his clients at an advantage during every step of negotiations.

Eric’s success can be attributed to his honesty, reliability, and ability to connect on a deep level with his client’s needs. Eric finds particular enjoyment in offering outstanding customer service, along with his Transworld Business Advisors support team of industry veterans who are highly connected and well-regarded industry-wide.

Business owners rely on Eric’s sharp market innovative marketing to secure the most highly qualified clients quickly and at the best price. Eric also brings to the table a roster of best-in-class service providers including attorneys, CPA’s and financial advisors. Eric had a seamless transition to small business advisory with over 300 successfully closed sales and rentals within Residential Real Estate.

Prior to a career in real estate, Eric spent five and a half years at a major investment bank where he held positions in client valuations, financial analysis and project management, Eric holds a BA in Marketing from the University of Wisconsin and an MBA from Emory University.

Connect with Eric on LinkedIn, Facebook and Instagram.

This transcript is machine transcribed by Sonix 

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Buy a Business Near Me, brought to you by the Business RadioX Ambassador Program, helping business brokers sell more local businesses. Now here’s your host.

Stone Payton: [00:00:32] Welcome to another exciting and informative edition of Buy a Business Near Me. Stone Payton here with you this afternoon. You guys are in for a real treat. Please join me in welcoming to the broadcast with Transworld Business Advisors. Mr. Eric Mendelsohn Good afternoon, sir.

Eric Mendelsohn: [00:00:52] Thank you, Stone. Pleasure to be here.

Stone Payton: [00:00:54] Well, we’re glad to have you on the show. Man where are you calling in from today?

Eric Mendelsohn: [00:00:58] I am in the Big Apple, New York City.

Stone Payton: [00:01:02] All right. So tell us a little bit before we dive into deep, can you give us sort of a State of the Union man? What’s what’s what’s the arena like right now?

Eric Mendelsohn: [00:01:13] Yeah. So I am a business broker with travel business advisors. We are the largest business brokerage, so we’ve access to a lot of great data out there. What’s going on in the current market as far as the main street and lower mid-market. So we’re seeing a lot of activity right now out there. It’s busy. I know the amount of closings we’re having as a firm is up by over 33% compared to this time last year. We have a lot of deals right now that are going into contract. A lot of intense out there. You know, last year was also a very good year for activity. But even more so based upon where I am here in the New York City region, we were certainly impacted very hard by COVID and by the crime wave last winter. And so that’s certainly took a bite out of the business sales market. But now, for the first time in a long time, we seem to be past COVID, which is great, and businesses are really selling and people are getting turned off to real estate due to the high rates and they want to buy business instead. So it’s it’s a great time for someone to want to sell their business.

Stone Payton: [00:02:37] So is getting ready to sell a business or selling a business getting any easier? And maybe I guess that sort of tells you that that in my mind, there’s a lot to it.

Eric Mendelsohn: [00:02:50] Right? Well, the word easier, I think that that’s not maybe the best word for it. I think that if a business owner is prepared and well educated, we have a lot of data about exactly where a business should be priced. And if you price a well, you price it to be sold in a business where there’s lots of buyers for for example, carwash is a very hot liquor. Stores are always very hot and they do manufacturing. It’s a hot business. Anything medical related. So you price a business one of those industries, well, it’s going to sell. And so it’s just letting the business owner know in education about where exactly their business should be priced in order for it to sell.

Stone Payton: [00:03:44] So what’s your back story, man? How did you get into this line of work?

Eric Mendelsohn: [00:03:48] Yes. So I mean, that’s a good question. It’s a bit of a long story, but I’ll give you the short answer. So my first career wasn’t in financial services. I was working for an investment bank, and after that I went back to graduate school, got my MBA, and then I came out of graduate school and I just couldn’t find a job. It was after the 2008 recession, and so I started doing residential real estate part time, and I saw that I liked it. I saw that I enjoyed sales, and I started doing that full time and really being here in Manhattan, New York City, you either learn the business very fast or you don’t. And you’re getting such high pass fail rate of people who can actually make it and make it a career. And so for nine years straight, I did residential real estate full time and that really gave me all that sell expertise, really honed my skills in marketing and sales and in 2018, 2019 start to become a very tough real estate market. And so I was just trying to look for other opportunities to make myself more diverse. And I heard the term business broker and I’m like, What’s that? And the more I heard about it, the more I thought that, Wow, this is something I can really excel at. Because in order to be successful at this, you need to do two things. First of all, be very good at sales. Second thing, I’m have very good business financial acumen, which is certainly what I have for my first career. So if you have both of those things, I think in business sales you’ll be a home run. And I just decided to branch out a couple of years ago and I sold this company called Transworld, and they were the biggest business, biggest business brokerage out there. And I said, All right, let me give them a try. And I was also very pleased about the education they give to new agents. So that’s what made me start this career.

Stone Payton: [00:05:47] All right. So walk us through the process, if you would. Broad strokes any way, and I’ll give you an example or you can pick a different one. But I own 40% of a company, the business radio network. My business partner owns the other 60%. If we were to reach out to you and we said, Hey, we’re ready to exit on this thing, what are what are some major steps in the in the process that you would kind of help us walk through?

Eric Mendelsohn: [00:06:13] Sure. So there are, of course, a number of areas, I think, that business owners make and then rehearse them when it comes time for a sale. First of all, if the business is really the owner, maybe you have your name attached to the business, could be maybe Smith Burgers and you know, you’re the you’re in charge of the burger shop, for example. It really hurts the sale because buyers say, Oh, how can I replicate what that owner is doing? And they say, well, there’s no way possible. And then if a buyer feels that, they’re going to say, Well, the business is not worth the amount of money, you’re asking for it. So it’s as I say, a good rule of thumb is what happens to the business if you’re away for a week, if you’re work for two weeks, does the business crumble? Do you have to be on your phone all day or can the business run effectively with you away? If it can, then that’s great. So ideally you want to really have some sort of manager in place. There was going to stay after the sale. That really adds comfort to buyers. So that’s the first major step that I would take. The second major step is you want to have really great books and records. That means all the cash is on the books. That means you’re documenting everything. So a lot of time. A business owner will charge personal expenses to the business. It’s called an add back. So basically we add that back because basically the reason why business owners do that is they want to they want to maximize their deductions on their on their return. So. You want to make sure that those those are valid add backs when it comes up to sell the business. So you want to have everything documented. So maybe you charge yourself into the business, maybe you charge some parking or tolls or gas or your health insurance. So all of that you want to document. So it’s very important to have really great documentation.

Stone Payton: [00:08:28] Well, that first thing you said about being away in the business still run effectively. Those are very encouraging words for me because it seems like every time I step away, everything just clicks. It does better. I should go on vacation more often, but I know it makes a lot of sense. Benefits. If it’s so heavily dependent on the individual, then yeah, it makes sense that that would definitely impact the market value. I think I know the answer to this, but I’m going to ask it anyway. Do you find that at least initially, often business owners have an inflated sense of the actual market value of their enterprise?

Eric Mendelsohn: [00:09:06] Yes. So great question. And I would say yes, I would say pretty much 90% of business owners have that perception. And that is why you see the results that basically less than one in five businesses posted for sale nationally actually sell. And that’s staggering. I think it’s about 17% is the official number that I’ve seen quoted. And the reason for that is because whether it is trying to sell the business on their own or they hire a broker, if they’re hiring a broker, the broker is not giving them the right information, the right education about where the business should be sold. And that’s the thing that I do that I bring to the table. And that’s why we sell businesses and get them sold. Not just list is because we have those numbers and that’s what we present to a seller when we are going to beat them.

Stone Payton: [00:10:05] So what I’m envisioning here, and maybe you have it all in house, or maybe you just have this really tight network of best in class advisors. But I’m envisioning you as almost like the quarterback of my cell team. So like you would bring in someone that can do valuation, the CPA type person, is that is that accurate or is it how does that piece were?

Eric Mendelsohn: [00:10:27] Yes. So I do refer to myself as the broker, as being the quarterback of the deal. I need to certainly read the deal to where it needs to go. We need to be the seller to where they want to go. And we need to basically be the CPA or the attorney to make sure get everyone onto the same page when obstacles happen or could be. Also, the lender to lenders are obviously involved in a lot of our deals also. So that’s kind of how we kind of lead read the deal. But yes, we are, I would say essentially the quarterback of the transaction.

Stone Payton: [00:11:05] So yeah, talk a little bit about not just lending but this, this, this whole idea of structuring the deal because I’m beginning to learn because I’ve now done a few of these interviews with people in your general space. It’s you can get kind of creative. There’s there’s more than one way to structure a deal, right?

Eric Mendelsohn: [00:11:25] Correct. So a few ways a deal gets done. First of all, a deal can get done all cash. Obviously, sellers love that. But actually very few of our deals get done on cash because less buyers can afford to pay all cash. The second way I would say the most common way we do deals is with seller financing. So essentially what that is, is the seller becomes the bank. So basically, for example, let’s say the business saw price is $1,000,000 buyer will put down, possibly half down and then half in seller financing. So that gets paid back usually over a few years with interest. And so there are some tax benefits to that, too, as far as deferring gains and buyers like that, because then the seller stays involved in the business. They want to see the seller succeed because they have payments coming to them every month. So buyers really do like it and it is easier to get done. Then the other alternative, which is bank financing, so that would be the SBA financing, which is of course common. And in this case the seller gets paid in full at the closing, but it just takes a while to get done. And banks obviously are getting, I think, a little more conservative as far as their lending, because obviously there’s talk about maybe we’re headed into a recession. So so certainly bank lending for the banks can certainly bring some complexities into it. So that’s why more of our deals get done with seller financing than with the other options.

Stone Payton: [00:13:10] So if you’re a layperson like me and candidly probably a lot of our listeners, how would you shop for a business broker? What are the characteristics you’re looking for? What kind of questions should should we be asking?

Eric Mendelsohn: [00:13:26] Yes. So great question. So first of all, what is their marketing plan? Where do they advertise which which website? So there’s a number of websites on there that are out there that are online, that post business listings. That’s the first thing. Second thing, what are you going to do to capture buyers who are not on their what’s your marketing plan? So that’s the second thing. Third thing, how big is your firm and do you Colebrook with other agents. So Colebrook is a real estate term and means do you work with buyers agents. So unfortunately business brokerage. I come from a real I come from real estate and real estate. There’s you, Colebrook. You belong to these organizations, you know, like like National Association of Realtors or your local real estate board. And so you Colebrook with other brokers and this is brokerage, unfortunately, it’s like the wild, wild west where there is no brokerage in many, many states. So most of our competitors do not go broke, do not book with buyer’s agents. They only do things in the house. And so if when a seller is listing their business with an agent who does not. Colebrook They’re really hurting themselves and the amount of money they can get for the business at Transworld. This is why I joined Transworld is because Transworld does go broke. We work with any agents, whether it be externally or internally and locally. Here in New York we have a nice team of about 20 agents. So not only is someone hiring me, but they’re hiring our whole entire team. And that’s super, super important. It makes us different.

Stone Payton: [00:15:09] So what’s the more challenging or is it just two sides of the same coin? Is it is it building relationships with with buyers or or finding sellers or is it just to. Yeah. What is one more challenging than the other?

Eric Mendelsohn: [00:15:25] Well, I think it’s a combination of both. I think the first thing is, obviously, there’s good sellers and there’s bad sellers. So bad sellers certainly are not realistic with the price. This inflated value are not responsive. When you’re working with a seller, your team, you know, unlike real estate where you just show up property for the most part and you just walk in and and there’s very few there’s very few items that you actually need the help of the seller and business sales. There’s so much information, there’s a lot of specific questions that only the seller would know about the business. So you really need a seller who’s going to be responsive because if not, then buyers lost interest if they don’t hear back within a fast period. But also you do want to find good buyers. And so that’s why it’s important to have a broker who is going to platform was going to list the business under a different platform where capturing a lot of different buyers depending upon the price of the business.

Stone Payton: [00:16:29] And does it largely localize like you do in most of your work in the New York area? Or are you subject to to help broker a deal in Austin, Texas? What’s that aspect of the business look like?

Eric Mendelsohn: [00:16:41] A good question. I can certainly help anywhere. That’s I mean, whether it’s anywhere across the nation, I do concentrate on businesses in New York City metropolitan area, whether that be New York, New Jersey, Connecticut. But I could help anywhere. So much of what we’re doing these days is over. Is over. Zoom anyway and zoom in the phone. Yeah. So it’s very little these days. We’re doing in person anyway and certainly we always want to maintain the confidentiality of the business. This is very important to us. So I’m not going to be walking in there every day with bars anyway because then they close it or No, something’s up. So. So I could help anywhere. And we do have offices, of course, all around the nation. So if it was a business that required more in-person hand-holding, then certainly that’s something obviously we can do and we have great resources here at Transworld.

Stone Payton: [00:17:41] Well, I suspect just the fact that you guys are so well known and that you do good work is probably your best sales and marketing tool. But I’m always interested how does the whole sales and marketing thing work for you guys? At the moment? I’m not talking about helping me sell my business, but I’m talking about you. Like, how do you get to go to market and have a conversations with somebody like me and lead, you know, a few years from now when we’re ready.

Eric Mendelsohn: [00:18:09] Right? So, you know, I always say it’s never too early to have a conversation and to talk to any business owner out there saying, oh, maybe I want to sell a couple of years. Well, you know, the right time to really prepare for the sale is now, not in three years. If you start running the business like you’re selling the business tomorrow, I guarantee your business is going to do better because you’re going to do the right things. You’re going to invest in the right in in the right approach. You’re going to make sure your reviews on social media are great. You’re going to make sure your website looks good. So these are all things that can help your business right now and certainly down the line that buyers are going to want to see. So I think this is very important to really contact someone like myself and see what it is that you can do better.

Stone Payton: [00:18:58] What a great point. I mean. Yeah, I mean, just beginning to work with a business broker just to help you get your ducks in a row. I mean, that’s just that’s just good mojo. That’s a that’s a technical term. You’re welcome to borrow if you want, Eric. But no, that makes all the sense in the world. Hey, listen, before we wrap, I’d love to leave our listeners with a few pro tips, a few things, actionable things. I mean, number one, pro tip, reach out and talk to Eric if you want to have a conversation. But maybe some things they can begin thinking about reading and I don’t know, buyers, sellers, whatever you think would be helpful. But I’d love to leave him with with a handful of pro tips if we could.

Eric Mendelsohn: [00:19:39] Right. So as far as the number tips to both buyers and sellers, as I just said to a seller, one obviously have an agent who’s educated, who who has comps, who shows up, prepare, you know, and that’s also and there’s also wanting to push back to you on on the price and listen to an honest assessment of where the value for your business should be. Because like I said, the odds are that your business will not sell to buyers. I think it’s important to understand the process, to understand the timeline for buying a business, how that how that works. If you’ve never bought a business before, it can be very stressful. So it’s important to have someone on your side to have have a broker on your side. Certainly selling a business is similar to selling a. Selling real estate and buying real estate is similar in to the business sells part of it and that there’s no charge for my services for I’m a buyer so I never listings at Transworld. So that’s why I would suggest to certainly use a broker like myself.

Stone Payton: [00:20:51] All right. So if someone wants to reach out and have a conversation with you or someone on your team, ideally so that they can avoid the 80% of businesses that apparently don’t sell and would like to learn more about these topics. What’s the best way for them to connect with you? Whatever you think is appropriate? Email, LinkedIn website. I just want to make sure that they can get connected with you to further this conversation.

Eric Mendelsohn: [00:21:15] Yeah. Thank you. So so my LinkedIn is Eric Mendelson, me and DDL. So look me up on LinkedIn also Eric Mendelson on LinkedIn. On Instagram or my cell phone. 5168403516. Feel free to get in call.

Stone Payton: [00:21:35] Well, Eric, thanks for being on the show. Man, this has been very informative. A pieces of it. It’s kind of sobering. That 17% statistic was a little bit sobering. But, you know, one more reason to seek out someone with specialized knowledge and expertise to to coach you through this, guys. Eric, thanks so much for investing the time to to visit with us this afternoon.

Eric Mendelsohn: [00:21:59] Thank you, Stone. Really appreciate the call.

Stone Payton: [00:22:04] Absolutely. All right. This is Stone Payton for our guest today, Eric Mendelson with Trans World Business Advisors and everyone here at the Business Radio X family saying we’ll see you next time on Buy a Business Near Me.

 

BRX Pro Tip: The Power of Surprise Delight

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Access to this series is restricted to Business RadioX® Studio Partners.

The Wrap Podcast | Special Edition | Episode 055 | The Inflation Reduction Act: Takeaways from Tax Experts | Warren Averett

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podcastpromonew-EP56forBRX
Birmingham Business Radio
The Wrap Podcast | Special Edition | Episode 055 | The Inflation Reduction Act: Takeaways from Tax Experts | Warren Averett
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On August 16, 2022, President Biden signed The Inflation Reduction Act of 2022 into law with the goals of helping lower costs for families, combating the climate crisis and reducing the deficit to help inflation. What do business owners need to know about The Act, and how does it affect everything from tax to the environment to healthcare?

In this episode of The Wrap, Warren Averett’s own William Dow, CPA, and Lisa Billings, CPA, join our hosts to discuss the sprawling Inflation Reduction Act of 2022, how the act impacts large corporations, stock repurchases and energy credits, and how the act could affect individuals (both directly and indirectly).

After listening to this episode, you’ll be able to:

  • Understand the changes in the corporate minimum tax, who it affects and how it is assessed on both a U.S. and foreign scale.
  • Know what the stock repurchases provision is, who is exempt and what it means for public companies.
  • Better understand the latest changes to the Electronic Vehicle Tax Credit and other credits designed to impact the environment.

Additional Resources:

Crystal Khalil and Dr. Nicole LaBeach

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Cherokee Business Radio
Cherokee Business Radio
Crystal Khalil and Dr. Nicole LaBeach
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Sponsored by Business RadioX ® Main Street Warriors

Crystal-Khalil-Dr-Nicole-LaBeachCrystal & Dr. Nicole are a dynamic duo building a multimedia empire to empower women to unbind and unleash their unlimited potential in business and relationships. Their programming ranges from personal, professional, and entrepreneurial development for the total woman, offered both in-person and virtually through hosted and corporately sponsored seminars, keynotes, retreats and specialty products.

Both accomplished professionals and award-winning/best-selling authors come armed with a unique perspective around success – When together, their energy sets an example for collectivism and illumination.

The two are collaborative, talented individuals whose lights shine even brighter when they are together.

Connect with Crystal & Dr. Nicole on LinkedIn, Facebook, Twitter and Instagram.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Woodstock, Georgia. Welcome to Women in Business, where we celebrate influential women making a difference in our community. Now here’s your host.

Stone Payton: [00:00:30] Welcome to another exciting and informative edition of Women in Business. Stone Payton here with you this afternoon. This is going to be so much fun. I know it’s going to be informative, inspiring. I’ve been looking forward to this conversation for some time. Had to chase these ladies all the way to Aruba to get some time with them. Please join me in welcoming to the broadcast Krystal Khalil and Dr. Nicole La Beach. Good afternoon, ladies.

Speaker3: [00:01:00] Good afternoon.

Speaker 4: [00:01:01] Hello, everyone.

Speaker3: [00:01:03] Hi, everybody.

Stone Payton: [00:01:04] What a delight to have you on the show. There’s a thousand questions I have. We won’t get to them all. My very first one, though, back story. What got you too? Involved in trying to provide this kind of value for people out in the marketplace? What was what’s the origin story in the and the catalyst that got you going down this road?

Speaker3: [00:01:29] So. Stone We met as a business introduction. It was really interesting. One of my colleagues at Porsche at the time, I was the head of procurement for Porsche Cars North America out of Atlanta. And one of my business colleagues said, You’ve got to meet this young lady that I know she’s interested in doing some business with Porsche. But I think beyond that, you all would make a wonderful connection. You have so much in common. So we met for this business conversation and we instantly connected and decided to have another lunch with just the two of us. And what started out as a lunch turned into a four hour conversation. We closed the restaurant down, we’re laughing, we’re crying. And it was just it was something that we had not experienced before. It was like, you know, both of us are very professional businesswoman. She’s the CEO of her own organization here. I am an executive at this this large automotive company. And we showed up with the mask on, with the mask of professionalism and titles and all those things. And it fell off. And we were able to truly see each other and connect. And we maintain that connection.

Speaker3: [00:02:48] We could not we could not grow it because of the potential business that the impending business. So what we decided was we will just, you know, stay in contact. But once this is all over, we’ll get together again. And within a year I decided to retire from Porsche and she found out about it from that colleague that introduced us and reached out to me and said, congratulations, and I would love to celebrate you. I’ve been an entrepreneur now for 20 years and I celebrate you leaving corporate America and entering the arena of entrepreneurism. And I want to avail myself to you and whatever you need in this journey, I’d like to help you. And it was refreshing. It was just like, wow, how, how beautiful is that? And so I went to her house and she made me an amazing breakfast. Everything was made from scratch. So listen, you’ll have to get one of these. Breakfast is one day she had fresh, fresh corn in the eggs and it was just like, wow. And what turned out as a celebration, breakfast lasted 8 hours. And from that day forward, we were in business with one another.

Stone Payton: [00:04:05] Way to go, Doc. What a heart of service.

Speaker 4: [00:04:08] That I tell people all the time. It’s the best breakfast I’ve ever made, and the return on that investment just keeps on coming. So I am so glad that I didn’t order in.

Speaker3: [00:04:23] And you know what, Stone? What we realized over that eight hour breakfast where we had similar we had similar qualities and they became our pillars, service, humility and excellence, which is she right? She has humility and excellence. And I was focused and leaving corporate America and starting my own business. I was focused on the word illumination, shining my light, and she was focused on the word collectivism. And so we realized when we came together, collectivism plus compassion coming together to shine our lights is brilliant. It’s just brilliant. And we said Other women need this. Yeah, right. We are all, every day showing up in corporate America or in business and our own businesses. And we are the ones that are taking care of everybody else. We’re high achievers, but we cannot achieve our way to happy. And we also need a circle. We need a community to help us to get where to our true north, where we’re being called in life. We need this community. We need the opportunity and the safe space to be able to say, I need help to be able to say, how, how did you do this? And Can you help me and can I and people to celebrate us along this journey? And that is the basis of what we’ve put together.

Speaker 4: [00:05:50] Absolutely.

Stone Payton: [00:05:51] I am so glad that I asked what a what a marvelous story. So I think you’ve touched on many of the key aspects. But I’ll ask you, when you’re asked in the elevator or in a brief conversation, how would you describe your mission and purpose, like boiling it down to what you’re really trying to do to for folks?

Speaker 4: [00:06:11] Sure. We help women unbind and unleash their unlimited potential and business and relationships. So you know we recognize the happy really comes from experiencing purpose being. Able to feel fulfilled in what you’re doing in your relationships and how your relationships are showing up and your business promise. Right? Whether you decide to be an entrepreneur. To move up the ladder, whatever that looks like for you when you feel like you are moving in purpose and on purpose, and what’s happening personally and professionally complement one another. That is the sweet spot.

Speaker3: [00:06:58] We call it the.

Speaker 4: [00:06:58] Yummy, the.

Speaker3: [00:07:00] Ultimate, most.

Speaker 4: [00:07:01] Meaningful.

Speaker3: [00:07:02] Yes.

Stone Payton: [00:07:06] I love it. So let’s talk about the mechanism, the work, how you’re able to get people from from point A to to point B, is it is it workshops? Is it community yet? If you would speak to that a little bit.

Speaker 4: [00:07:19] It’s a mix, right? We recognized, like Crystal said, when we’re speaking of illumination and collectivism, when we come together, we shine a light that gives a path to other women that are seeking to move in the same direction of purpose. So community for us is really a big deal. The other side of it is our our yummy method, which really looks at mindset and being liberated in that mindset and then being able to move forward with action that is powerful and meaningful and then being able to experience acceleration as a result of that. Because when you’re able to support a woman in her dreams, in her passion, in her purpose, and she moves with that liberated mindset and she’s in a space of being open and free to not only learn, but recognize that her ceiling often is created by limiting beliefs. Then she’s able to take action and to leap in ways that really show her, Oh my goodness, my wings do work. And then in community you see that acceleration because you find other women that are willing to be a resource, other women that are willing to share how they did it. And what are some mistakes that you don’t have to make. And before you know it, she really recognizes, Oh, I’m not falling, I’m leaping. And there’s something to that that’s quite magical. When you talk about women working together to help each other soar and to help each other move towards the results that are going to be most meaningful to others.

Stone Payton: [00:09:14] So you’re going to hear that again sometime, and I’ll try to remember to credit you. I’m not falling. I’m leaping. That’s a.

Speaker 4: [00:09:21] Yes yes, isn’t it? Isn’t it something how we are so quick to put different words. Yeah. Into the same meaning. And when we separate them and we really look at what they are we recognize, wow, I’ve been afraid of falling. And that shouldn’t be my focus because what I’m really seeking to do is to leap. And that is it makes all the difference in the world when you shift your mindset.

Stone Payton: [00:09:53] So in your work, when you find that that women have are beginning to make that transition and they find themselves leaping and not falling in there and they’re enjoying some success. Do you find that even those who are enjoying some degree of success sometimes have a challenge? And when I say this, I mean maybe more so than than a man in balancing the, you know, that success with other aspects of their lives like relationships or family. Is it magnified for women? And if so, I got to ask why if you know.

Speaker3: [00:10:31] Absolutely. Stone So, you know, we call that the Tara barrier, right? And a lot of times sabotage will show up even when you’re seeing success will begin to sabotage ourselves or will allow others who we are in relationship with, to sabotage us based on their own limiting beliefs and fears and doubts. Right. And you have to push through that Tara barrier. But that Tara barrier also requires requires a sacrifice. And for women, sometimes that’s really, really difficult. It’s difficult for anybody to make that sacrifice, to push through the terror barrier, to create a new baseline for yourself, to create change and success. But for for the women that we serve, they are typically the ones that are taking care of everyone else. They are taking care of their family. They’re pouring out into their children, their husband, their community, their church, their nonprofits, you know, their job. They are pouring out into everyone else, but their cup is empty and they don’t have anybody that pours into them. So when they start to take this leap and push through the terror barrier, they start to experience a little guilt and they start to sometimes feel selfish because now the focus has to be on you and you have to take care of you. You’ve got to seek out sources that will pour into your cup, into your vessel, so that you can begin to serve from your overflow and not from an empty cup. Because when we serve from an empty cup, everybody else is happy, everybody else is feeling good. But we’re resentful. We’re overwhelmed. We’re tired. Tired in exhausted. And when we sit down and think about what it is that I need to do, what is my purpose? We fall asleep because we’re so tired. So it is a challenge because as the high achieving woman, the woman that’s doing everything else, we begin to see over time that we cannot achieve our way to happy.

Stone Payton: [00:12:43] This must be and I don’t mean to suggest for one moment that that your work doesn’t have its own set of challenges. I’m sure it does. But this must be incredibly rewarding work.

Speaker 4: [00:12:55] It really is. It really is. Because, you know, we recognize that we are shifting the paradigm. Right. When you think about women supporting women, that’s not work for us. That doesn’t feel like work for us. We recognize that we are the support system that we’ve been looking for. And when we have a paradigm that we are just the support system, that becomes a challenge. Because then if you think you’re always the support system, that means when it’s time for you to get support, you may not even know what that looks like.

Speaker3: [00:13:38] You haven’t had any maintenance. Right. Right.

Speaker 4: [00:13:41] So so what we say is, you know, there really is nothing else that is living right. And even some of the inanimate objects, like our cars that do well optimally without some level of support and maintenance. Well, guess what? Neither do we as human beings. So when you add to that that we really are aligned with purpose and we understand how we’re supposed to serve and we understand what our gifts and our talents are and how to utilize them. It makes sense that we would need support in those roles and in moving forward to try to help those that we’re supposed to serve our clients, our customers, our families. But it is a shift because often that is what brings about the guilt. Oh, I’m not supposed to need help. You’re not. Everybody else needs help. Right. I’m not supposed to have other people that are bringing their talents and their gifts to the conversation. So I don’t have to do it all. Really? That’s how other people are doing it. And it’s now in this shift of really supporting, giving ourselves permission to recognize that’s how other leaders are made. That’s how other talents get to come to the table. That’s how community is built. That’s how teamwork makes the dream work, right? So it’s not going into that space of guilt and I should be able to do it all myself. And I’m the smartest person in the room and all of that stuff that really just agitates you and makes you lonely. When it’s all said and done, it’s it’s opening up and saying, Hey, we can go farther together.

Speaker3: [00:15:35] And it’s in this process of this yummy process of liberation, activation and acceleration that we teach women that we learn. Before that process, women come to us and they feel bound, bound by other people’s needs and expectations, sometimes bound by the cage that they’ve built for themselves. It may even be a golden, beautiful cage with.

Speaker 4: [00:16:00] A.

Speaker3: [00:16:00] Swing swing beating them every two weeks. It’s a beautiful cage, but it’s a cage nonetheless. And every time they try and spread their wings, they bump up against the size of the cage. And so we usher them, usher them through this process of freedom, through liberation, activation and acceleration. And what we found is free women, free free women. So we are free women that are freeing other women. And that’s not a job. It’s somewhat of a ministry. It’s joy. And just to see them when they come in in that cage, to see them with their wings spread wide open and really soaring, it’s an unimaginable joy.

Speaker 4: [00:16:47] Yeah.

Stone Payton: [00:16:47] So did either of you, I suspect. Perhaps both of you. Did you have the benefit of a mentor or mentors at some point in your career that at least, you know, began to spark the ember of some of this insight and perspective? Or is this more the product of I don’t know, what would you scar tissue you had to give or is a little a little bit of both?

Speaker 4: [00:17:13] Well, you know, it’s it’s interesting because we live by the word. Mentorship, coaching, allyship, sponsorship. We just call them the ships because the value of of all of that in the conversation of. Starting your own business or leveraging your way to your next in the corporate arena or starting your nonprofit. It is just so important that you have other people that are able to share their wealth of knowledge. They’re able to share their resources and their relationships. They’re able to to let you see that some of what you’re going through is normal. Right? Because when we take a leap, sometimes the first thing we really want to know is, am I am I flying? Am I am I flying or am I dropping what’s happening right. And every feeling doesn’t mean that you’re about to crash and burn. And mentors are amazing at letting you know, know you’re feeling the right thing and you’re seeing this at an in an elevated way. And now what would you like to see happen? What’s the vision? What’s your strategy? So, you know, for me, my oldest mentoring relationship is 25 years old. She’s been in my life for 25 years and the relationship has grown and different roles and different nuances, but that mentoring has remained really solid and it’s made sure that I stay healthy, not only as an entrepreneur, but also as a woman.

Speaker3: [00:19:09] And for me. Stone It was a it was a lot of scar tissue that led me to seek out sponsors and mentors. I was raised by two very hard working salt of the earth, beautiful parents. But my mom, she’s from Greenville, Alabama. She grew up in a segregated town. She marched with Martin Luther King. She had a really hard life. My dad grew up in Beaumont, Texas, sharecropper’s farm. You know, he was a truck driver. She worked in a manufacturing facility. I was the first generation college student. And what they taught me was you’ve got to work twice as hard to get half right. And you go to work. You keep work, work and personal. Personal. You achieve every KPI that they give you, you exceed expectations and you will naturally move up. And it really does not work like that. And it was after eight years of trying to prove myself and work harder than everybody else while staying, you know, in this bubble of I’ve got to, you know, I’ve got to prove myself and I can’t I can’t connect with other people because I don’t need them to know my business. And and work is work and personal is personal. Right. And it was after eight years of that that I was like, I have got to do something different. This is not working. I’m watching other people get promoted.

Speaker3: [00:20:34] And yet every year I get this great performance review and a 3% increase. But nobody’s talking to me about future and growth and moving into a leadership position. And I had a conversation with my director and he said to me, You know what? You are the hardest worker, but that’s all you’re ever going to be until you learn the network. And he said, hard workers work, hard, networkers move up and, you know, you don’t make the necessary connections to navigate through the corporate culture and move up in the organization. People hire and fire and promote and demote based on relationships. And that’s like what I do ever told me that. And I was upset. But when I sat back and I looked at it and I realized, you know what, this is game changing now. I’m looking at people who are being promoted and I see that they are building networking relationships and they’re they’re going out with people on the weekends and out for drinks, and they’re not there working as hard as I am, but they have balance. And so I decided I was going to do things differently. And then I started to build connections and sponsors and mentors, and it was game changing for me. And I was able to move from that first generation college student to becoming an executive.

Stone Payton: [00:22:02] The demand for your work must be incredible. Certainly the need for it is. And I’m going to ask anyway, because you’re also running a business, you’re running this organization. How does the whole sales and marketing thing work for a for an enterprise like yours? How do you get new members and customers and that kind of thing?

Speaker 4: [00:22:24] It’s it’s exposure, we say exposure and authenticity. Those two things are huge for us because we leave everything on the table. We’re very authentic about our experiences, what we’ve done, what we seek to do, what’s worked, what hasn’t worked, and being authentic about who we are, who’s we are. And where we’ve been has made a huge, huge difference for us and the exposure of of community. The great thing about women is when they experience something that’s positive that works, they share it. So what we’ve been able to do is really understand the woman that we serve, be very clear about her needs, her pain points, the solutions that she’s seeking so that in our efforts marketing and in what we do from an exposure standpoint, we don’t apologize. We speak straight to her.

Speaker3: [00:23:31] Yeah. And the entry point for women into our tribe is in an experience that we’ve curated called Women Unlimited Live, Women Unlimited Live. We do this experience once or twice a month, virtually. It’s a four hour experience where we talk about the process of liberation, activation and acceleration and how you move towards your own personal freedom in business and relationships. And it is a free event. Really? Yeah, it’s free. And women are truly coming and they get a breakthrough in those 4 hours. They do not leave the same. And then they’re given the opportunity to learn more about how they can connect with our tribe and grow with us to the next level. So that’s typically the entry way. And then we also have retreats. So we do a retreat in Aruba. That’s why we’re here now. We just had an amazing retreat where women come here from all over the world and we spend the weekend together transforming, relaxing, connecting with one another. And it is truly a transformative experience because it’s called the Just Be Retreat, and it really is about just being we are all very, very practiced in the doing muscle. We’re the Hulk when you look at our doing muscle, but we’re Pee-Wee Herman and the just being muscle. We don’t know how to just sit down and be.

Speaker3: [00:25:13] So we have curated an experience with this retreat where you don’t even have to think about what to pack. We give you a packing list. All you need to do is get to Aruba, and once you get to us, we take care of you so that when you leave, your cup is full. Women show up here with empty vessels. They’ve been pouring out all over the place, and when they come, we fill their cup and we send them back home with a new charge to do whatever it is that they’ve been purposed to do, to renegotiate some relationships and agreements that that have been causing them harm or not serving them. And they are on fire to to really walk in their purpose. So the Women Unlimited live is the entry point and then we make them an offer to join us at the retreat or just join us in our in our membership, which is the collective. The Sister Diamonds Collective is a membership of women that are all this high achieving woman and have gone through this process with us. And now the acceleration happens. So the collective is where the acceleration takes place because now you’re in a membership, a collective of women who will do for you what you do for everyone else.

Speaker 4: [00:26:37] And the women that we serve. Stone They will do almost anything for someone that they care about.

Speaker3: [00:26:47] They typically set themselves on fire to keep everybody else warm.

Speaker 4: [00:26:53] Pretty much. Pretty much so. You know, the biggest surprise for many of them is, oh, my gosh, other women do this and oh, my gosh, we’re all in this tribe together. So that means if I’m having surgery. I do have someone that is willing to come to my home and bring me a hot meal and just sit with me and recognize it is hard enough for me to just be in recovery mode, but now I don’t have to do it alone. So there are all of these amazing nuances in our community for women that are doing extraordinary innovative things in the world, but now they’re doing it with a higher sense of purpose. They’re doing it recognizing that they don’t have to be on empty or dish out crumbs to others and make it seem like it’s this huge gift. They really are moving from the overflow.

Speaker3: [00:27:53] Yeah. And the beauty or the other beautiful thing about it is when you’re in community with other brilliant women, you’re sexy excuses.

Speaker 4: [00:28:02] Yeah.

Speaker3: [00:28:03] Just don’t fly anymore. So they’re able to see you and like, yeah, that was really cute. Yeah, but it’s an excuse. Yeah. And I need you to come up with something different. I need you to reposition yourself. And oftentimes we don’t have people that see us because our average may seem like other people’s excellence. Yep. So they don’t see us. They think, Oh, you’ve got it all together. You’ve got this great job and this great family and da da da da da. But, you know, inside that you’re not living up to your full potential. And when you give excuses because you’re brilliant, they are brilliant excuses and you get away with it most of the time. Yeah, but in this tribe, you’re called to a higher level of accountability because we see one another because we are one another.

Speaker 4: [00:28:53] Yeah. And it’s not just accountability in what you’re doing, but it really is accountability in who you’re being. Are you wearing the mask? Are you taking care of yourself? Is there self compassion or is there just grind and grit and being able to to see that and hear that from another woman, it helps you recalibrate to be able to say, wow, I’m being a jerk to myself and that’s not okay. Just to go after a contract. I don’t get to beat up on myself the entire time I’m going into this bidding process because. I don’t feel all the way worthy. Right. So there are a lot of things that we often do and don’t even know we’re doing it when we’re doing it alone. That in a collective experience you’re elevating your accelerating. You’re doing all of these amazing things, but you’re not demeaning and damaging yourself in the process because other women are shining a light and letting you know that’s no longer OC as if it was ever okay. But it’s really not okay because now we have each other, we can see each other. We want the best for each other, and that’s what’s most meaningful.

Stone Payton: [00:30:20] I’d love to leave our listeners with a handful of Pro Tips, some things that they could take some immediate action on. Number one, pro tip gang is, you know, reach out to Crystal and Dr. Nicole. That’s my number one pro tip. But maybe a few things prior to doing that. Just something actionable, something for them to begin thinking about or studying or reading or one habit to maybe consider anything along those lines would be terrific.

Speaker3: [00:30:53] We both are published authors. My book is Hard Workers Work Hard and networkers Move Up, and that is for those of us who need to increase and enlarge our territory and our circle of friends and begin connecting with people to create a new narrative for ourselves.

Speaker 4: [00:31:15] And mine is a woman’s true purpose. Live like you matter because it’s really important that we are pouring from a full vessel and a lot of times we are convinced we’re going to fall because of other things that have happened at different points in our lives that have given us a limiting belief. So what a woman’s true purpose gives you the opportunity to do is really look at have you been living like you matter? Yes, we know all of the other things matter, but you are the guarantee. And if you’re not living like that, then you’re really looking around for everything else to be the guarantee because you’re missing the true jewel, which is you. So what we say is, is mind works from the inside and Crystal takes it from the outside and together that gives a full experience for so many women. When they’re able to read our books, they’re like, Wow, I didn’t know that I could have this kind of roadmap. But it makes sense to us because we just want to illuminate the path for other women to be able to do what it is they’ve been called to do.

Speaker3: [00:32:33] And what we know, Stone, is typically we don’t have to convince women that they need our services. It’s something that’s been pulling on them on the inside. And when they hear our voices and they’re hear our messaging that it’s like a confirmation for them, and they say, yes, that’s that’s me. Yes, that’s me. And if you’re hearing this and you’re saying, yes, that’s me, then join us at the next. Woman Unlimited live. Woman Unlimited live. It is an intimate experience. You can join from anywhere in the world and come prepared to turn your camera.

Speaker 4: [00:33:15] On that part.

Speaker3: [00:33:17] Because we don’t allow you to hide even in a virtual.

Speaker 4: [00:33:21] Space. Yeah, because we want to get the benefit of your genius and your presence. And when we’re just looking at a screen with your name, we’re missing out. And Krystal and I are not greedy by any stretch, but we do want what is ours. And that experience of you being on camera and us being on camera gives a connection that you just won’t forget.

Stone Payton: [00:33:49] Okay, before we wrap, let’s make sure that our listeners have immediate and easy access to to all of these resources. Let’s make sure they know where they can get their hands on this reading material, which I think that’s marvelous. Counsel, begin asking yourself some of these questions. Tap into some of these resources, challenge your thinking, expand your horizons. I want to make sure whatever you feel like is appropriate. Let’s let’s get them pointed in the right direction to to attend this free. I can’t believe it’s free. That’s fantastic. This opportunity. So whatever you guys feel like is appropriate websites, emails, whatever. I just want to make sure that that our listeners can can reach out, have a conversation with you guys or someone in the group. So, yeah, lay that on us.

Speaker 4: [00:34:36] Woman Unlimited, live. Woman Unlimited. Live dot com is where you can register to be a part of our women unlimited live experience if you want to reach out to us by email info at Sister Diamonds dot com info at Sister Diamonds dot com and socially.

Speaker3: [00:34:59] We’re at Krystal and Dr. Nicole on Facebook and Instagram or I’m Krystal Carlile and she’s asked Doctor Nicole on all forums. So LinkedIn, Facebook, Instagram and TikTok. So but if you come to Woman Unlimited live, we will be there. We’ll meet you there. We show up and you can find out everything that you need to know about joining this tribe of amazing, brilliant women.

Stone Payton: [00:35:30] Well, Crystal, Dr. Nicole, it has been an absolute delight having you on the show this afternoon. You’re doing such important work, and we really appreciate you both. Thank you so much for the work that you’re doing and for taking some time out of your Aruba activities today to visit with us.

Speaker 4: [00:35:50] Thank you so much.

Speaker3: [00:35:51] Thank you, Stone.

Stone Payton: [00:35:53] All right. This is Stone Payton for our guest today, Crystal Kalil and Dr. Nicole La Beach and everyone here at the Business RadioX family saying we’ll see you next time on women in Business.

 

Carolyn Stern with EI Experience

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Cherokee Business Radio
Carolyn Stern with EI Experience
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Carolyn-Stern-with-El-ExperienceCarolyn Stern, author of The Emotionally Strong Leader, is the President and CEO of EI Experience, an executive leadership development and emotional intelligence training firm.

She is a certified Emotional Intelligence and Leadership Development Expert, professional speaker, and university professor whose emotional intelligence courses and modules have been adopted by top universities in North America.

She has also provided comprehensive training programs to business leaders across the continent in highly regarded corporations encompassing industries such as technology, finance, manufacturing, advertising, education, healthcare, government, and foodservice.

Stern lives and works in Vancouver, British Columbia.

Connect with Carolyn on LinkedIn, Facebook and Twitter.

What You’ll Learn in This Episode

  • About Carolyn’s book The Emotionally Strong Leader
  • Why so many people have difficulty managing their emotions and the impact this have on careers
  • Growing your Emotional Intelligence (EI)
  • The five distinct areas of EI — self-perception, self-expression, interpersonal, decision-making, and stress management
  • Learning to recognize our emotions and changing our reactions to them is challenging

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:08] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for workplace wisdom, sharing insight, perspective and best practices for creating the planet’s best workplaces. Now here’s your host.

Stone Payton: [00:00:32] Welcome to another exciting and informative edition of Workplace Wisdom. Stone Payton here with you this afternoon. You guys are in for a real treat. Please join me in welcoming to the broadcast president and CEO of EI Experience, Speaker, educator and now author Ms.. Carolyn Stern. How are you?

Carolyn Stern: [00:00:54] I’m excited to be here. Stone Thanks for having me.

Stone Payton: [00:00:57] We are so delighted to have you on the show and this topic that you’ve chosen to tackle in your career and with this book. The book is called The Emotionally Strong Leader. I got to say, right out of the box, it almost sounds what is the word oxymoron, emotional and strong in the same phrase. Tell us about that.

Carolyn Stern: [00:01:19] Well, I mean, I was just so sick and tired of hearing successful executives think that being emotional was a sign of weakness. Right. Being emotional is basically someone who feels things deeply and has strong reactions. The challenge is many of us have never learned to have the skills to be in the driver’s seat of our emotions. And so our emotions have been driving us. So I think being emotional and strong are not mutually exclusive. And the whole book is equipped with tested skills and strategies to help you learn how to be bigger and more intelligent than your emotions.

Stone Payton: [00:02:00] So President and CEO of I experience I’m going to go out on a limb. Is I emotional intelligence? Is that what that stands for?

Carolyn Stern: [00:02:08] Yes. Yes. So we are a leadership and emotional intelligence training company. And so we train. It’s interesting to see over the years I’ve been in business with I experience since 2017, I’ve been in business since 2006 with my own company. But when we launched my experience, you know, no one kind of knew what emotional intelligence was. And all the phone calls we were making, we needed to convince people what it was and why you needed it. Well, what’s interesting in particular with everything that’s happened with the pandemic is people are now picking up the phone and calling us, saying we need this training. And so we’ve never been busier because think about it. Stone You know, people are more emotional now than ever. And what the pandemic, the silver lining that the pandemic did is it just brought to the surface all the emotions that people were feeling. They no longer could stuff them down. There is no on and off switch of your emotions when you get into the office, but for many years we’ve all kind of put on a corporate persona or mask, and what the pandemic did was just shined a light that we are emotional creatures and that your leaders need to have the skills on how to handle their employees emotions.

Stone Payton: [00:03:28] So the I the intelligence is that in an effort is that talking about getting your arms around your emotions so that you can maybe not only control them but actually capitalize on them and identify what you’re seeing in your people?

Carolyn Stern: [00:03:45] Yes, absolutely. So being stronger than your emotions is not strong, arming your feelings or having a steely resolve not to to feel. It simply means that you work to acknowledge, understand and accept that you feel things and that you identify your feelings, definitely contain data. You know, they’re full of wisdom. And what you can do is use that information to guide your behaviors when confronted with emotional triggers, right. That can drive either hasty reactions or even undisciplined behaviors. So it’s really about being smarter or, again, more intelligent than your emotions because emotions come and go right. They’re not good or bad, right or wrong. They’re an emotional experience or reaction to a person thing or situation. The challenge is none of us. I mean, I don’t know about you, Stone, but did you have good, emotionally intelligent role models? I certainly didn’t.

Stone Payton: [00:04:45] You know what I got to say? One of the best has got to be my youngest daughter. She has I would describe it as wisdom beyond her years. I don’t know how to explain it. I don’t think that that Holly and I did anything in particular. So I’m sure there are other people. I’m sure there’s a continuum. Some people have more aptitude. Some people have a little more. Kelly, her name is Kelly in them, others don’t. Are you finding in your work that that there are plenty, though, that are having really quite a challenge with this? And if so, why do you think they’re finding it so difficult?

Carolyn Stern: [00:05:21] Well, I think it stems at home that we really actually don’t talk about your emotions at home. And many people, when you think just back to your childhood, you know, did you were you allowed to express your emotions? I was not. I was taught the kids should be seen and not heard. And for many, many years, I sort of stuffed my emotions down by eating about them. And what’s interesting about me and having written the book and taking the last few years, I’ve actually lost £125.

Stone Payton: [00:05:51] Oh, my.

Carolyn Stern: [00:05:52] Because I was stuffing my feet. I was trying to eat my feelings. And what what emotional intelligence. Not only has it saved me personally on, on, on my with my personal health challenges, etc., but it’s helped me in my career because I’ve started to spend time thinking about them. So why they’re there, you know, how, how, what triggered me to make them to for me to experience that emotion at that time. And how can I use that data to make good strategy choices or behavioral choices? So I kind of use the example of think of ad agencies, how they use consumer behavior data to make good strategic choices to encourage us to buy their stuff.

Stone Payton: [00:06:41] Yeah, well.

Carolyn Stern: [00:06:42] It’s the same thing with our feelings. Can we use emotions as data? So for instance, if I’m feeling frustrated, what what brought on, what triggered that frustration? So that’s the first thing I need to figure out. What’s the trigger, then I need to kind of dig into why am I feeling frustrated? What does what’s underneath, what’s the causal effect of of frustration? Well, frustration stems from unmet expectations. So who is not meeting my expectations? What is going on? So it can provide you an incredible amount of data if you spend enough time figuring out why they’re there, how they got there, and you can do about it.

Stone Payton: [00:07:26] The applications for this conversation, this work, this this science is topic. I mean, they seem to me they strike me as almost endless. Right. Personal relationships in the in your career, in in your friendships. I mean, you must never run out of ways to help people apply this.

Carolyn Stern: [00:07:46] Absolutely. I think emotional intelligence is the answer to any personal, interpersonal or professional issue. And so that is why, like I said, the phone keeps ringing for us, because I think finally leaders are realizing that there is an emotional gap that exists for many of us. And how we showcase our internal emotions in our external actions needs, work, care and understanding. Because the problem is, so many organizations focus on unproductive behaviors or disrespectful communications rather than getting to the heart of the matter, which is we need to spend time thinking about why are we feeling what we’re feeling? Where did this come from and what can we do about it?

Stone Payton: [00:08:38] So just how natural or unnatural does that come for folks? I’m getting the sense that you have found a way to apply some some some discipline, some structure, some rigor to help someone get on get on top of this. Yeah.

Carolyn Stern: [00:08:57] Yes. Well, I mean, as you mentioned in the intro, right. I’ve been teaching at the university for almost 25 years, but before that, I was a high school teacher for five years. And prior to that, I was trained in elementary school as well as as teaching high school. So I’ve been sort of exposed to our education system from primary all the way up to adult learning. And I will tell you, we’re not teaching this in schools. So, for instance, as an instructor, I give students stress. I don’t teach them how to manage it. Right. I put them in teams, but I don’t teach them how to work within those teams. And so I really made it became very apparent to me there was a gap. And for five years I lobbied to have an emotional intelligence course in our school of business at my local university that I teach at. And it took me five years. Why? Because the faculty said it wasn’t academic enough. But you and I both know that your IQ might get you the job. But your IQ is what’s going to get you promoted and why. It’s because as soon as we are leading people, we are leading people with emotions.

Carolyn Stern: [00:10:10] And I’d say the biggest thing that I see with leaders is that they think that they have to solve people’s emotional problems. And that’s a big fallacy. You do not need to solve people’s emotional problems, but you do need to be brave enough about having honest conversations about what’s going on for you, what might be going on for them. And when you have that sort of genuine connection, others feel seen, heard and cared for and they feel valued. And in a work setting that’s going to help you, that’s going to affect their dedication, their engagement and their fulfillment. But I think the big fallacy is you do not need to be the problem solving hero. You just need to listen and ask really good coaching questions. On what do they need to feel supported through their emotional challenges. You know what? What solutions can they come up with your employees on their own? You don’t have to have all the solutions. You’re not a therapist. Right. That’s that’s work for them to be done outside of the office. But what you can do is figure out how are your employees feeling? Because how your employees feel affects how they perform.

Stone Payton: [00:11:30] So you’ve been at this a while. What was the catalyst or was there a catalytic event that compelled you to sit down, put some of these ideas to paper and create the book?

Carolyn Stern: [00:11:43] It actually happened when I was a high school teacher. So I was in my mid twenties and I was teaching an entrepreneurship class and they were for whatever reason, the thugs of the school were in this class. And on my first day of class, a boy and a girl got into a fistfight and I thought, Oh my gosh, how am I going to teach this class, let alone let them run a business when they won’t even listen to me? You know, and I think about it, there are 17, 18 years old, I’m in my mid twenties and I’m not much older than them. How am I going to get them to learn from me, let alone listen to me? And what I decided to do was I thought to myself, I wonder if those two students were ever given any opportunity. Were they sort of labeled these challenging students? And were they was that label placed on them and that prevented them from having opportunities? So what I ended up doing is making one of them, the VP of production of our little business that we were running the school business and it made the other one, the VP of Human Resources and my teacher friends thought I was crazy, that I gave the most challenging students such important roles because when they became the VP of the of the school business, they had a lot more additional responsibilities, right? They had to open the business. They had to count the money that the business made. They had to work with our vendors. They had to schedule all the students in their shifts, afternoons shifts and after school shifts. And so they had a lot more responsibility. But when I connected with both of them on an emotional level and kind of got to know them, what made them tick, what, what what was getting in their way of success? When I got to that sort of heart level, that’s when great things happen.

Carolyn Stern: [00:13:35] And the one student who was actually one of the most challenging students and was at the principal’s office far too often ended up being the most improved student in the school. And it was at that moment that I thought, people need to learn this. People need to know that if you start to get to the heart of the matters of why people are feeling what they’re feeling. Great things can happen. And so two of the questions I always ask at every single one of the meetings I chair or run in my company is What are you feeling and what is that feeling telling you about you? And then I shut up and listen, because that will give me a lot of insight of where my my my team is coming from. So if someone’s overwhelmed, I don’t need to know in the check in when we have kind of a check in with the team. I don’t need to know why they’re feeling what they’re feeling, but I can kind of get a good temperature of the room. And if anyone says anything alarming to me, then I can go back to those employees and say, hey, you know, Jane, I remember you had said that you’re feeling overwhelmed today. What’s going on? How can I support you? And to find out more offline so that she doesn’t have to sort of share all of that personal information in front of the group. But that gives me a really good temperature of how people are feeling that day and I therefore how they might perform that day.

Stone Payton: [00:15:06] Whether it’s in the classroom or the boardroom. This must be incredibly rewarding work.

Carolyn Stern: [00:15:14] It really is. I mean, I’ve changed. I mean, the book is called The Emotionally Strong Leader and Inside Out Journey to Transformational Leadership. And Why I called it this is I’ve literally seen in front of my eyes transformational change, whether that is, in my case, losing an incredible amount of weight, whether it’s been saving a marriage, whether it’s been something at work that an employee could never speak up for, for herself with her boss. And she finally was given a voice, whether it’s someone not being able to have good personal relationships at work, whether it’s maybe some people are making decisions impulsively or not handling stress well or not even feeling good about themselves. You know, there are some there are 15 areas of emotional intelligence we we teach on. And what’s interesting is, and you said it earlier at the beginning, is everyone has a different emotional makeup. You and I didn’t grow up in the same way. Stone And so what I struggle with, you might not. And so what happens in the book is we talk about sort of what’s your emotional makeup? So I help the reader kind of go through a series of questions to kind of take their own assessment. What am I good at? What am I not good at? What am I too good at? Right.

Carolyn Stern: [00:16:39] And I talk a little bit about the dark side of emotional intelligence. When you’re too good at something that it becomes a strength, actually becomes a liability. So take empathy. For instance, if you have too much empathy, you can get smashed in people’s stuff. You might not set good boundaries. You might carry people’s emotional burdens on your shoulders so you can have compassion and boundaries at the same time. So for someone who has too much empathy, I’m going to give them a different strategy than someone who doesn’t have enough empathy. Or if you don’t struggle with empathy at all, but you struggle with feeling like you can’t stand up for yourself and you’re not assertive. Well, that’s a different strategy. So the first step is really kind of taking an inventory of how your faring in all 15 of these different competencies or skills to see What am I good at, what am I not good at, what am I too good at? And then what is the thing that’s really getting in my way? That’s making me not the best leader that I could be? And so for me, Stone, my challenge has been I my lowest competency and skill that I struggle with is independence.

Carolyn Stern: [00:17:54] And people are always surprised by that because I run my own company. I’m I’m financially independent. I’m not married. Right? I, I travel by myself. It’s not that kind of independence that I struggle with. The kind of independence I struggle with is emotional dependance, which is I care too much about what people think. And so I need more reassurance. Well, where does that come from for me? Well, I had a very overbearing, overprotective mother. And bless her heart, she kind of was a helicopter parent and kind of hovered over me growing up as a child. So I just didn’t learn to build this emotional muscle, kind of like a six pack, supposedly. We all have one underneath. Well, if I did more crunches, my six pack would come out. Well, it’s the same thing with emotions. If I did more exercises to become more independent, to be more self directed, to not need reassurance, to not care about what people think, that muscle, that emotional muscle would become stronger. The challenge is we’re not doing that kind of work. So none of these skills are are are difficult, but it’s not easy, right? Like, it’s not easy. If you just said to me, well, stop caring about what people think. Well, that’s very challenging.

Stone Payton: [00:19:21] No, it’s an excellent point every day, because I’m thinking even if I can start getting a little more self aware, a little bit better at identifying some of these tendencies in myself and seeing things in other people that I’m trying to work with and through. Then there’s this whole other piece where it’s got to be very challenging to actually change my response, change my reaction to the to the stimuli, right?

Carolyn Stern: [00:19:48] Yes. Yes. And so that’s why one of the simple activities that I that I give all our clients is you can take a piece of paper and you can split the paper down into four different columns. And the first thing you can do is, what am I feeling? Right. So that’s the emotion. What’s the emotion? So let’s say your boss gives you an unrealistic expectation and you’re feeling angry. Well, that’s the emotion. I’m feeling angry. Well, the trigger was that your boss gave you an unrealistic deadline, right? That’s the trigger. That’s the second column. So what triggered that emotion? The third column is, what am I going to respond? Right. What’s my response? Well, a highly emotional, intelligent response would be to tell my boss, hey, you know, I can give you Project X by Friday, but Project Y might need I might need some more time. Can I have an extra week to finish Project Y. Now the fourth column is impact. What if I give my boss that response? What’s the impact? Well, he might not be happy with me, but he’ll at least respect that I’m setting a boundary and taking care of myself. Right?

Stone Payton: [00:20:59] Yeah.

Carolyn Stern: [00:21:00] A low emotional intelligence response would be. Screw you, boss. I could. I could say, I don’t want to do that. And then what’s the impact of that response? Well, that could be insubordination. Or I could lose my job or I could get in trouble. And so why I get them to write it down in four columns emotion, trigger, response and impact, and to get them to figure out what what it look like. If I had a high emotional intelligence response, what would it look like if I had a low emotional intelligence response? Well, if you pause and kind of look at, hey, if I do one or the other, that gives you the wisdom on what’s the best strategy to move forward. So I think the problem is we’re so reactive of our emotions. We don’t spend time figuring out why am I angry when I’m angry? Because he didn’t set a realistic expectation. And maybe this is a common thing that my boss does and maybe this is a habitual problem. And so it then gives you the tools, what can I do about it? You know, emotional intelligence, really, in my simple, simple opinion, is just be speaking your truth respectfully and professionally. So if I told my boss, you know, sometimes you give deadlines that are not reasonable with the amount of work I have to do, that at least is speaking my truth. He might not like what I’m saying, but at least I’m speaking my truth. And I’m doing so in a respectful way. I’m not losing my temper or talking behind his back or creating, creating challenges with other people. I’m actually just telling him how I’m feeling and why I’m feeling, what I’m feeling.

Stone Payton: [00:22:51] And imagine, well, you don’t have to imagine, but I’m imagining just how valuable that can be for anyone who is who is a leader, who has the responsibility of generating results with and through the voluntary cooperation of other people to to have the skill model it and create an environment where the team where they’re comfortable sharing those things, as you just described me. And that’s that’s got to set a culture on fire. That’s that’s got to be powerful.

Carolyn Stern: [00:23:25] Yes. You absolutely have to create a psychologically safe environment so that people feel safe to share. But one of the reasons I wrote this book was it starts with you as the leader. You have to model the way you have to be brave enough to start. So I think the big fallacy that leaders make is they feel like they have to be stoic and unflappable and they they can’t show emotions. And I have to know all the answers. Know you’re human. People follow people who are relatable, not perfect. So if you say to your team, I’m having a bad day, I need some assistance here, can you help me out? You’d be surprised at how many people would come to your rescue and try to help you if you ask for help. A lot of leaders in high positions have too much independence. So the dark side of independence is they never ask for help. Well, when you never ask for help, people in relationship with you don’t feel needed, wanted or trusted. And so the balance is really finding your sweet spot for me. I need to become more independent, but I don’t want to become so independent that I never ask people for help. I want to still be a team player. It’s like interdependence, knowing when I can do it on my own, but also when to ask for help, when I need it. And so that’s what this really is, is figuring out the first step in the book is really, where are you on these 15 different skill sets? Where are you high? Where are you low? Where are you in the middle and where are you on the dark side? And that’s the first step.

Carolyn Stern: [00:25:02] But the second step is, are you really seeing yourself for who you are or is that your own self perception which can be flawed? Right. So what I ask in the book is now go talk to people, find five people in your life that you can ask these same questions to because what you think might be a liability, others might think is your genius. What you think is a strength. Other might see that as a weakness. So I think what happens is we first need to sort of do our own inventory and then we need to consult with others and see if we’re aligned. And where is there alignment in what they’re. And then from there you can create a focus. What’s the one or two things that I need to improve to be a better leader? And when I say leader, I’m not talking about just leading people. I’m talking about leading yourself. Leading yourself, right. This is about personal leadership. This is about our. Have you spent enough time figuring out how to live your best life? And so the book is really about first looking at you. And I have to tell you, as much as my mother was overprotective. She taught me a lot of valuable lessons. And one of the biggest lessons she taught me is when you point a finger at someone, it’s their fault. Well, three fingers point back at you.

Stone Payton: [00:26:28] Hmm.

Carolyn Stern: [00:26:29] So you need to take 100% responsibility of the results you’re getting in your life. So I always say, if I could tell leaders one thing, if you’re not getting the results you want with your life, look at yourself. Look at yourself. How are you contributing? How are you hurting or helping the situation you’re in because you’re creating your own reality show right now? And if you don’t like the show, change the channel. Right. Figure out what you need to do to be your best self. And and by asking others, it will give you a good indication is my reality. The reality is how I see myself truly how others see me.

Stone Payton: [00:27:17] I loved the picture that you painted for me in our listeners with your story in the classroom, with the with the challenging kids. I know you share a lot of stories in your book. Is there one more that you might highlight that just really struck a chord for you or sort of gives you foundation to to help people in your practice? I’d love to leave our listeners with another word picture if we could.

Carolyn Stern: [00:27:45] Sure. Absolutely. Well, his name was Andre or that’s what I called him in the book. Obviously, I changed all the names to protect people’s anything. But Andre was the VP of Finance and administration for a large transportation company, and he was being considered for the role of president and CEO. And when I first met him, it was evident that he did not express his emotions. So emotional expression, so constructively. Expressing his emotions was one of his lowest skills. So he appeared very stiff and reserved and almost a bit stoic, like robotic. And he was an introvert. And so his cautious approach was often misinterpreted as though he was hiding or omitting information. And so the board of directors had a really hard time trusting him. But because Andre didn’t openly share or radiate authenticity, the board simply felt he might not have the chops to be the charismatic leader that they needed him to be. Right, because his public speaking skills were lacking. He struggled with matching people’s energy and mirroring the emotional, non-verbal cues in the room so that others felt seen, valued and understood. And so, really, to be honest, why he was even being considered for CEOs, for the CEO role was anyone’s guess. But it really actually had a lot to do with his performance because his personality traits at the time worked really well for him because he was the VP of Finance.

Carolyn Stern: [00:29:17] So he wasn’t supposed to divulge company wide information in a public forum, right. He was. He was entrusted to be cautious and reserved. Right. Which made sense given that financial responsibility. But when he was being considered to be a CEO, he needed to be that inspiring leader. Right. Compelling his followers to exceed their goals. And he had to be inspirational. Well, he wasn’t good at that. He didn’t know how to express his emotions. So I worked with him for over a year. And we I taught him simple things like how do you express your feelings and motives and underlying concerns when making decisions? So, for instance, he would say, I would teach him to say, Hey, I’m feeling frustrated and here’s why I’m feeling frustrated or, hey, here’s the reason why I made this decision. Right. And once people knew what his stressors, his motives were, all of a sudden he seemed like he could build trust and he was more transparent with the team in the board. And then when we worked on his public speaking skills, that he actually showed emotion on his face when he was actively listening, he nodded and adjusted his body language.

Carolyn Stern: [00:30:29] And he and he I worked with him on his tone of voice. Right? Think about it. Stone 38% of what people hear is your tone of voice. 55% is your body language. So I practiced with him on how to use his change, his tone when publicly speaking, or how to use his body language to be more inspiring and expressive with how he was feeling. Anyways, long story short, a year later he was promoted as the President and CEO of the company, and since under his leadership, his company has won multiple awards being the best in their sector. And and those are just that’s just one of many, many stories of of and again, none of that’s really difficult work. Right. But it’s not always easy, especially if you struggle with it. So for me, I’m very good at public speaking. That’s what I do for a living. But for him, that was torture. So working with him on building his public speaking skills, working with him on telling people how he was feeling and why he was making the decisions he was making didn’t come easy. It wasn’t in his makeup. But like anything, you can learn those skills if you practice them.

Stone Payton: [00:31:47] What a great illustration. I’m so glad that I asked and I can’t wait to get my hands on this book. But it’ll be out soon, right? When will we be able to have access to this thing?

Carolyn Stern: [00:32:01] Yes. So the book comes out on September 13th in Canada and October 4th in the US, the emotionally strong leader and inside out journey to transformational leadership. So I’m super excited that it’s going to be on store. In stores and online very, very soon.

Stone Payton: [00:32:18] Oh, I’m excited. I know it’s an exciting time for you and so many people are going to truly benefit from having access to to this work. Before we wrap, I want to make sure that our listeners also, if they would like to have a conversation with you or someone on your team or or connect with you in some way and continue to learn about this topic, I’d like to lead them with some coordinates, whatever you think is appropriate, whether it’s a website or a LinkedIn or email, I just want to make sure that they can get access to to you in this important work.

Carolyn Stern: [00:32:51] Wonderful. Yeah. So absolutely. If anyone has any questions or wants to learn more about feelings and feelings aren’t facts, they’re just feelings. Talk good or bad, right or wrong. Just an emotional reaction to a person, event or situation. And we teach people those emotional skills to be bigger than your feelings and so they can reach us at learn more at experience. So learn more at I experience.

Stone Payton: [00:33:19] Well, Carolyn, it has been an absolute delight having you on the show today. It’s been informative, inspiring and I’m quite sincere. I can’t I can’t wait to to dive into that book. Thank you for the work that you’re doing. We we really appreciate you for doing it.

Carolyn Stern: [00:33:38] Thank you so much for having me.

Stone Payton: [00:33:40] Stone All right. This is Stone Payton for our guest today, Carolyn Stern, author of The Emotionally Strong Leader and everyone here at the Business RadioX family saying We’ll see you next time on workplace wisdom.

Gary Stokan with Peach Bowl, Inc.

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Atlanta Business Radio
Gary Stokan with Peach Bowl, Inc.
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Chick-fil-a-kick-off-games-banner

The Chick-fil-A Kickoff Game is the nation’s longest-running kickoff game and has reshaped the opening weekend in college football.

Over 17 games since 2008, the game has regularly hosted the nation’s top teams and has drawn 1.1 million fans, 87.4 million television viewers, distributed $101.3 million in team payouts and created an additional $498.5 million in economic impact.

Gary-Stokan-CEO-President-Chick-Fil-A-Peach-BowlGary P. Stokan is CEO and president of Peach Bowl, Inc., a position he has held since 1998.

Under his management, Peach Bowl, Inc. events have generated an economic impact of $1.299 billion and $79.34 million in direct government tax revenue for the city of Atlanta and state of Georgia since 1999.

Stokan has positioned the Peach Bowl as one of the best bowl game organizations in the nation, and earned the Chick-fil-A Peach Bowl a position as a New Year’s Six bowl game in the College Football Playoff (CFP) and will host future CFP Semifinal games in 2022 and 2025.

Stokan also inked contracts with Mercedes-Benz Stadium through 2025 and with Chick-fil-A to continue its title sponsorship of both the Bowl and Kickoff Games through 2025.

Follow Chick-fil-A Peach Bowl on Facebook.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by on pay. Built in Atlanta, on pay is the top rated payroll and HR software anywhere. Get one month free at unpaid. Now here’s your host.

Stone Payton: [00:00:32] Welcome to this very special edition of Atlanta Business Radio. Stone Payton here with you this morning. Football season is just around the corner. I cannot think of a better way to bring it in. Please join me in welcoming to the broadcast CEO and President of Peach Bowl Inc, Mr. GGary Stokan. Good morning, sir.

Gary Stokan: [00:00:53] Stone How you doing? Thanks so much for having us.

Stone Payton: [00:00:56] Well, it is absolutely our pleasure. Delighted to have you on the show. And we’re going to get a chance to talk a little bit about the upcoming Chick-Fil-A kickoff games.

Gary Stokan: [00:01:07] Well, it’s a great time of the year with college football right around the corner, and we do it in a big way here in Atlanta. We kick off with three of the four teams that we’ll have in our two Chick-Fil-A kickoff games in the top ten in the country.

Stone Payton: [00:01:20] Wow. All right. So lay it out for us, man. Who are we going to get to see?

Gary Stokan: [00:01:24] All right. So we got Georgia who’s ranked number three versus number ten. Oregon, who’s favored along with Utah to win the PAC 12. And Georgia, obviously, with Alabama is favored to win the SEC. And then on Monday night, we open the ACC season with Clemson, who’s ranked number five playing against Georgia Tech, both in Mercedes-Benz Stadium, both on national TV. The Georgia Oregon game on Saturday will be at 330 on ABC. And then Monday night, Labor Day night, you can settle in after desserts and reunions and picnics and everything else. And the dessert will be Georgia Tech and Clemson at 8:00 on ESPN.

Stone Payton: [00:02:06] So what’s the origin story of the history on these Chick fil A kickoff games, man? How did it all start?

Gary Stokan: [00:02:12] Well, it’s interesting. Stone We made a bid for the BCS national championship game that they were going to add in 2006. And they decided to go to a double host model where the Rose Sugar, Orange and Fiesta would play their bowl game in January. And then two weeks later, they would rotate the national championship between those four bowls. So out of adversity comes positivity. And we just we had in 2007 the NCAA added game to the football schedules. And so I went to my board and I said, Well, if they’re not going to let us in the BCS on the back side of the season, we’re going to start the BCS on the front side of the season. And so I got Alabama and Clemson to come and play in Atlanta. Chick fil A became our title sponsor, and I called it the Daytona 500 of college football. And I got a cease and desist letter from Daytona 500. But that’s basically what we were doing. We were starting a bowl game on the front side of the season. And, you know, ever since then we’ve had high ranked teams come in like we we have this year. And it’s really changed the face of college football on the front side of the season.

Stone Payton: [00:03:33] What incredibly rewarding work you must find this. I’m sure it has its challenges. How in the world did you find yourself in a in a situation like this to to to be in this line of work?

Gary Stokan: [00:03:46] Man Well, it is rewarding. Stone And I’ll talk about that in a second. But to your back end, to your question of how I got here, I played basketball in North Carolina State and then coached there for three years after playing there and then got to decide to get out of coaching and went to work for Adidas and moved to Atlanta, opened up Adidas Southeast office and was with Adidas about seven years, then went to Converse, then started my own sports marketing company and sold it to a company from London who wanted to get into the Atlanta market for the 96 Olympic Games, then went back to work for Adidas and then in 1998 had the opportunity to kind of move back home in a little bit of ways because I was traveling so much with those other jobs on the corporate world that I was able to come after serving as a volunteer board member to run the Atlanta Sports Council and to run the Peach Bowl. And so I’ve been blessed since 1998. This will be my 25th Bowl game. And and on the first side of your question, rewarding in that they’re very blessed to have given $60 Million away to charity since 2002 by running these these three kickoff games are to kick off games and the bowl game.

Gary Stokan: [00:05:14] And then we also do a challenge golf tournament with the coaches like Kirby Smart from Georgia and Nick Saban from Alabama and so forth, to give money away to charity. So that’s our that’s our mission to be the most charitable organization in the. Country out of all 44 bowls. And we we humbly do that. We’ll give $6 million away this year to charity and most recently gave $20 million to children’s health care of Atlanta to find cures and help to eradicate childhood cancer. Because only 4% of the National Institute of Health’s budget goes to childhood cancer. And we’re humbly proud and working with children’s health care of Atlanta’s doctors to have now seven trials from neuroblastoma to leukemia that has 12 kids in it. And it’s tough to get these trials started because you have to first, the doctors have to test the medicine through animals. Then it once it is positive there, then they have to go through adults because of the toxicity levels to make sure that they can then finally bring kids into the trials. And now we have 12 kids in seven trials. So hopefully in the not too distant future, we find a way to help a kid live another day or in another year or maybe his whole life by eradicating some form of childhood cancer.

Stone Payton: [00:06:46] Well, I got to say, with a title sponsor being Chick-Fil-A, I’m not completely surprised that there’s this focus on serving others and providing for charities. And I got to say in the same breath, I’m very, very surprised at the numbers. Wow.

Gary Stokan: [00:07:03] That’s a lot. Yeah. To be a nonprofit like we are, we were started in 1968 by the Lions Lighthouse as a fundraiser for them. And we continue to give money back to the Lions. Lighthouse is one of our charities that we give to, but we take giving back very, very serious. It’s part of our, as I said, our mission and Peach Bowl does it in a lot of varied ways. And so we basically used football to find a way to give back to the communities that we serve.

Stone Payton: [00:07:34] All right. So there are the games themselves, but there’s a lot of fun, cool stuff happening in around it as well. What are some gameday activities that we can expect?

Gary Stokan: [00:07:44] Yeah, Stone, we as we said, we try to create a bowl type atmosphere. So Friday night we hold a reception in the College Football Hall of Fame where we host our guests to provide them some Southern hospitality. Whether it’s this year will be Phil Knight from Nike to Governor Kemp to Mayor Dinkins to ESPN, who will be in town, the ads and presidents from the universities. And so that kicks things off. And then on Saturday, about 4 hours, 5 hours before the game, we’ll have our tailgate town in International Plaza right next to Mercedes-Benz Stadium presented by PNC. And it’ll have all kind of sponsor activations, music, food, drink screens to watch the games previous to our game and all kinds of activation going on. So a great way to kind of kick off the season. People get ready for the the game and then 2 hours before the game we actually have the teams pull up in their busses and led by their mascot, their bands, their cheerleaders, the head coach and the players will actually walk through the fans in Home Depot backyard and into Mercedes-Benz Stadium and into their locker room. So and then we’ll kick off on Saturday at 330 and then on Monday we’ll kick off at 8:00 on Sunday between the two games will also open up the College Football Hall of Fame and close down Marietta Street next to Centennial Olympic Park and have really a festival of college football.

Gary Stokan: [00:09:28] And we’ll have Hall of Famers out there and cheerleaders and activation and open the Hall of Fame for people to come in and see the Hall of Fame and then kick off Monday with our tailgate town, again with Georgia Tech and Clemson 4 hours before the game. And then two, two teams will walk through their fans again 2 hours before the game and then kick off at 8:00. So it’s really a celebration on Saturday, Sunday and Monday. And then we’re adding something this year to give back the National Down Syndrome. We’re creating a dinner for them on Thursday night. We’ll honor four people with Down syndrome and we’ll also honor the four schools Oregon, Georgia Tech, Georgia and Clemson, because all four schools have education programs for the disabled. So so Thursday night will be a dinner that will honor the four schools will donate 50,000 back to the. Down’s Syndrome Consortium, again, giving back to those a little less fortunate than than the rest of us.

Stone Payton: [00:10:38] Man, a lot of moving parts. You must spend the entire year working around this, and you must have a crackerjack staff and volunteers and a in businesses and organizations rallying to support you all year long.

Gary Stokan: [00:10:51] Well, we really do. You mentioned Chick fil A. They’ve been our title partner for 27 years now, and they’re the longest running title sponsor in the organizations. And we meet on a monthly basis and we always start the meeting. How can we help you? And they say how they can help us. So it really is I call it a partnership rather than the sponsorship. But we have the best staff in the bowl business, great volunteers who really enjoy providing Southern hospitality. An outstanding board who is fantastic at leadership and support. So we’re very, very blessed at being the city we’re in with great stadium like Mercedes-Benz Stadium, great hotels and hospitality industry and great infrastructure from the airport to interstates that really can bring people into town rather easily. So you put all those things together in a recipe, put them in a spot, and we’re very, very blessed to what some people call Atlanta as the capital of college football now.

Stone Payton: [00:11:56] Well, it certainly is. And I’ve got to believe this must have a tremendous impact on the local economy here in the greater Atlanta area.

Gary Stokan: [00:12:06] Well, you’re right, Stone. It’s been huge for especially coming out of COVID because we’re able to fill the hotels and the restaurants and the bars with people coming in from out of town celebrating the Labor Day weekend. And then at the end of the year at our Chick-Fil-A Peach Bowl, during the bowl week, where there’s not a lot of people coming to town and hotels and restaurants and bars over Christmas to New Year’s. And so we fill the city up over Labor Day and during Christmas week to New Year’s. And yeah, we’ll probably do this year about $100 million of economic impact, which will translate to about $6 million in the city coffers for sales tax. But it’s great for the hospitality industry because as they start to get their feet about them and come back, we’re providing them the opportunity to create revenue for them. So it’s very impactful for the city. Our three events plus the SEC championship will be four of the six largest conventions that come to Atlanta this year. And and they come on an annual basis. You know, you may see a Final Four or Super Bowl once every 20 years. And we provide a huge economic impact, but ours is annual, and that’s something that really holds up the hospitality and tourism industry.

Stone Payton: [00:13:34] So or is it too late in the game to get tickets or there’s still tickets available or ways to participate and be involved in some way?

Gary Stokan: [00:13:43] Well, there’s tickets on the secondary market. We found now in sports, the secondary markets, almost the primary market. But the tickets we controlled, we have sold out the bowl game in December and the two Chick-Fil-A kickoff game. So we’re sold out of the tickets. But there are people that buy the tickets from us and sometimes they’ll put them on the secondary market. So Ticketmaster.com is probably the best source to go to to find tickets if they are on the secondary market. But we’ll have sellouts for all three games and that’s exciting when you’re the holder of the rights to put on the games when you can. Yeah, it’s a sellout.

Stone Payton: [00:14:22] So what can the local business community, that’s a large part of our listeners and guest and the folks who try to tap into the work that we do here locally. What can the local business community do to support your efforts immediately and maybe, you know, longer term or there’s some ways that we can get involved or or support you or the organizations you’re trying to serve?

Gary Stokan: [00:14:45] Well, it’s a great point. We’ve tried to reach out to the business community in providing opportunities to sit on our board of advisors if they want to get involved and also in volunteering. And then obviously, the hospitality industry has been someone that we’ve partnered with to make sure that they get taken care of. And the fans have a unique fan experience coming to Atlanta, whether it’s flying or driving and then staying in the hotels and the bars and restaurants. But we also are just very blessed in this city to have whether it’s Delta, Home Depot, IKEA, Georgia Power. I can go on and on with the great business partners that we have that not only sponsor our events but serve. On our board and get some of their employees to and team members to volunteer for our events. So the business community, as you know, this city runs with the great fortune that we have of having the the large amount of Fortune 500 companies that we have that really get involved and make this city work. So we’re very blessed in that way.

Stone Payton: [00:15:55] Well, you’re doing important work, Gary. We certainly appreciate you. And I know you’re an incredibly busy man. Thanks for taking the time to share with us what’s what’s going on. And maybe we’ll have you back sometime and kind of keep us posted on the unfolding story and maybe we’ll catch you a little a little earlier in your cycle next time around. And we give some folks a little bit more notice, but this is really been an interesting conversation and I’m looking forward to to these games.

Gary Stokan: [00:16:25] Man Well, Stone, hopefully we can visit before the Chick-Fil-A Peach Bowl on December 31st with the national semifinal game with either number one against number four or number two against three. And we can give you the highlights of the Chick-Fil-A kickoff games that will have over the next week.

Stone Payton: [00:16:43] All right. You got it. We will make that happen, man. Again, you’re doing such important work. We certainly appreciate you. Gary Stocking, CEO and president of Peach Bowl, Inc. Thanks, man.

Gary Stokan: [00:16:55] Stone, great to meet you. I look forward to meet you in person. If we can ever help host you the game, we look forward to it.

Stone Payton: [00:17:00] All right, man. All right. This is Stone Payton for our guest today, Gary Stone, CEO and president of Peach Bowl Inc. And everyone here at the Business RadioX family say and we’ll see you next time on Atlanta Business Radio.

Intro: [00:17:18] Today’s episode of Atlanta Business Radio is brought to you by on pay. Built in Atlanta, on pay is the top rated payroll in HR software anywhere. Get one month free add on paycom.

 

WBENC 2022: Leslie Zinn with Arden’s Garden

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GWBC Radio
WBENC 2022: Leslie Zinn with Arden's Garden
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Leslie-Zinn-GWBC-WBENC-National-ConferenceLeslie Zinn, Arden’s Garden

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX Studios in Atlanta, Georgia, it’s time for GWBC Radio’s Open for Business. Now, here’s your host.

Lee Kantor: [00:00:18] Lee Kantor here live from the WBENC National Conference inside GWBC’s booth, Booth 1812, if you want to come by and see us. I’m so excited for our guest right now. It’s Leslie Zinn with Arden’s Garden. Welcome, Leslie.

Leslie Zinn: [00:00:32] Thank you. Glad to be here.

Lee Kantor: [00:00:34] Now, you’ve been keeping me hydrated and keeping me energized with a variety of potions and concoctions. How did you get involved with Arden’s Gardens?

Leslie Zinn: [00:00:43] Arden is my mother.

Lee Kantor: [00:00:45] Arden is your mother? Really?

Leslie Zinn: [00:00:47] So, I was brought in for free labor.

Lee Kantor: [00:00:48] So, you’ve been in that garden since birth.

Leslie Zinn: [00:00:49] That’s right.

Lee Kantor: [00:00:52] So, talk about, you know, kind of the genesis of the idea. How did that –

Leslie Zinn: [00:00:56] Yeah. Sure. So, my mom was a huge health nut all my life. She fed my brother and I the grossest combinations. And she always wanted a juicer called a Norwalk but it costs too much money. So, to make herself feel better, she got out her credit card and she bought it and she called all her friends and said, “I bought this incredible juicer. I want to use it. I’m going to give you juice.” So, that was how we started.

Lee Kantor: [00:01:19] And so, it started out just with a juice recipe she just invented?

Leslie Zinn: [00:01:23] She invented lots of different recipes, some that you would never, ever put in your mouth, like broccoli.

Lee Kantor: [00:01:30] So, you put it in your mouth.

Leslie Zinn: [00:01:31] I have. You will know when broccoli juice is being made from a mile away. There’s no doubt about that. But she came up with a lot of different combinations. Yep.

Lee Kantor: [00:01:40] So, she was involved in this kind of holistic health and wellness before it was cool.

Leslie Zinn: [00:01:45] Yeah. 1993.

Lee Kantor: [00:01:47] So, now, talk about the evolution of Arden’s Garden from her, I guess, juicer, her blender to what it is today.

Leslie Zinn: [00:01:55] So, a health food store opened in her neighborhood and they heard about her and they said, “Hey, come to the back of our store, we’ll give you the produce, you make the juice, and we’ll split the sales.” She thought, “Well, this is a homerun because I’m buying the produce and I’m giving the juice away. So, this is great.” But that little cold press was very, very labor intensive. So, she brought my brother and I in to help out with free labor. And that’s how we began.

Leslie Zinn: [00:02:19] But about nine months into that, we were not selling a lot of juice in that health food store, so we said to our mom, “Hey, go into Buckhead where people have money and try and sell this.” And she went to hair salons, which was not our idea. We were thinking like stock brokerage houses, lawyers offices. But my mother doesn’t think like normal people, and that decision turned our whole business around. Because hairstylists are stuck in their stations, they like things that are new and trendy. They always have a different customer in their chair and they have cash from tips. So, in three weeks she was selling 300 times the amount outside of that little health food store as we were and a business was born.

Lee Kantor: [00:02:59] So, now, the evolution of the business, is it a franchise? Is it you’re selling through other –

Leslie Zinn: [00:03:07] Yeah. So, we are totally family-owned, 100 percent woman-owned. We have 16 of our own retail stores in the Atlanta area and we also partner with Publix all throughout the southeast, Kroger in Atlanta, Whole Foods, Sprouts, a lot of different retailers.

Lee Kantor: [00:03:26] So, you decided not to be a franchise?

Leslie Zinn: [00:03:28] No. We’re not a franchise.

Lee Kantor: [00:03:29] Your eyes light up, obviously it was a strategic decision, but is there a reason behind that you wanted to be in more control over the entire operation and the brand?

Leslie Zinn: [00:03:41] Yes. We wanted to stick true to our mission, which was to make healthy products convenient and affordable. And we felt if we kept it in the family, we would drive my mother’s mission, which was to promote wellness.

Lee Kantor: [00:03:53] So, it’s family-owned still?

Leslie Zinn: [00:03:55] And it’s family-owned still.

Lee Kantor: [00:03:57] So, how do you see it kind of evolving and expanding? Or is it okay you’re just here in the local footprint and that’s okay?

Leslie Zinn: [00:04:04] I think we’re very happy where we are. But being at this conference has been eye opening for us. A lot of people have never heard of our company. We’ve been in business 27 years, they’re like, “Well, how can I get it in New Jersey? How can I get it in Texas? How can I get it in Chicago?” So, that’s going to be our next step, to figure out how we can provide them.

Lee Kantor: [00:04:23] And do you have any ideas?

Leslie Zinn: [00:04:24] Yes. We have new innovations. So, for example, we now introduced HPP, which is High Pressure Processing, which gives you a much longer shelf life without killing nutrients and keeping the taste. So, we have a lot more distribution capabilities, so we’re going to grow.

Lee Kantor: [00:04:42] So, you’re obviously starting it here in the southeast and then just expanding.

Leslie Zinn: [00:04:47] We are in six states right now. So, we want to get up to Virginia, up to D.C., up to New York, go along the eastern seaboard.

Lee Kantor: [00:04:56] Are you still partnering with hair salons? Is that still part of your –

Leslie Zinn: [00:05:00] No. We are not partnering with hair salons. We love them. We will be forever grateful to those hairstylists, but we are not partnering there.

Lee Kantor: [00:05:08] So, through grocery stores and things like that?

Leslie Zinn: [00:05:10] Grocery stores, specialty stores, and then we also have our own retail stores. So, when you walk into one of our stores, we have a lot of plant-based foods that are very perishable. And we like to pride ourselves on being an oasis of health. So, if you don’t know how to start your health journey, come to one of our stores and we’re going to help you.

Lee Kantor: [00:05:29] So, education is part of the mission as well.

Leslie Zinn: [00:05:32] Huge. Huge.

Lee Kantor: [00:05:33] Now, why was it important to get certified and be part of GWBC?

Leslie Zinn: [00:05:38] Well, we had been women-owned for 26 years.

Lee Kantor: [00:05:42] I know. But to be certified is another thing.

Leslie Zinn: [00:05:44] That’s right. We didn’t really know, honestly. And we didn’t know the benefits of being woman-certified. And a juice company kind of fills a different little niche, but it’s been very helpful. We’ve been introduced to some partners that we would not have had an introduction to, so it opened the door.

Lee Kantor: [00:06:00] Did it help in regard to getting into, like, the grocery stores and the larger chains and things like that?

Leslie Zinn: [00:06:05] It did. What it did is it opened the door and then we got the interview.

Lee Kantor: [00:06:11] The product, that’s going to sell itself, right? It’s just the opportunity –

Leslie Zinn: [00:06:16] Right. That’s exactly what it did, is, it open doors for us.

Lee Kantor: [00:06:20] So, how has the conference been? So, you said you’re meeting people. Was that a no-brainer to actually have a booth here as opposed to walking around?

Leslie Zinn: [00:06:28] It was a no-brainer because we’re an Atlanta-based business and it was in Atlanta.

Lee Kantor: [00:06:33] So, that is why.

Leslie Zinn: [00:06:33] Yes. I mean, in 27 years, we’ve done one conference. This is our second.

Lee Kantor: [00:06:40] Right. So, that’s a big change, though, for you to do a conference in this manner.

Leslie Zinn: [00:06:44] Yeah. It’s a big change. It’s very exciting. Because we’re used to selling to the same people, so to have new eyes –

Lee Kantor: [00:06:51] Right. Your regulars, right?

Leslie Zinn: [00:06:52] Exactly. So, to have new eyes on our product, be really enthusiastic. It pumps us up.

Lee Kantor: [00:06:57] Right. It gets you fired up. The opportunity is endless, really. Now, in the booth, I got to taste a tiramisu concoction. Talk about that. That is a new offering of yours. Or is it just being tested here?

Leslie Zinn: [00:07:13] It’s going to go into our stores, into our retail stores. So, our major push is to offer more plant-based foods because we cannot live on juice and smoothies alone. And I’m plant-based, I don’t like to cook, I want to go somewhere and just be able to buy something that’s healthy. So, we have a major initiative to expand our product offerings in our retail stores.

Lee Kantor: [00:07:36] And then, how did you pick tiramisu as the recipe?

Leslie Zinn: [00:07:41] We tried a lot of different ones.

Lee Kantor: [00:07:43] What are some of the ones that didn’t make it?

Leslie Zinn: [00:07:47] Strawberry cheesecake.

Lee Kantor: [00:07:48] Strawberry cheesecake couldn’t?

Leslie Zinn: [00:07:50] No.

Lee Kantor: [00:07:51] No broccoli cheesecake? It didn’t make it either?

Leslie Zinn: [00:07:53] Not yet. But, listen, there’s a juice over there that hasn’t made it yet, but it’s going to make it, and it’s called the Kalenator.

Lee Kantor: [00:08:01] Kalenator. Okay. Keep your eyes open for the Kalenator in a market near you.

Leslie Zinn: [00:08:05] That’s right. That’s right.

Lee Kantor: [00:08:06] So, right now, can people buy Arden’s Garden online or it’s only in the store?

Leslie Zinn: [00:08:11] They can. They can buy online. They can come into a grocery store. They can come into one of our retail stores.

Lee Kantor: [00:08:16] And then, the website?

Leslie Zinn: [00:08:18] The website is ardensgarden.com.

Lee Kantor: [00:08:20] Well, Leslie, thank you so much for sharing your story today. And I’m so fortunate to be next door to you here in the booth and get to sample some of the great stuff over here. And for any of the folks listening, make sure you check out an Arden’s Garden near you, even if you just have a question about plant-based kind of what’s out there.

Leslie Zinn: [00:08:38] Please. We would love to have you, for sure.

Lee Kantor: [00:08:38] You want to be a resource to the community. It’s not just about selling juice.

Leslie Zinn: [00:08:44] That’s Arden 100 percent.

Lee Kantor: [00:08:46] All right. Well, Leslie, thank you again for sharing your story.

Leslie Zinn: [00:08:48] My pleasure.

Lee Kantor: [00:08:49] All right. This is Lee Kantor broadcasting live from WBENC National Conference 2022 inside GWBC booth, right next door to Arden’s Garden. Back in a few.

 

About WBENC

The Women’s Business Enterprise National Council (WBENC) is a leading non-profit organization dedicated to helping women-owned businesses thrive.WBENC-Logo

We believe diversity promotes innovation, opens doors, and creates partnerships that fuel the economy. That’s why we not only provide the most relied upon certification standard for women-owned businesses, but we also offer the tools to help them succeed.

About GWBC

The Greater Women’s Business Council (GWBC®) is at the forefront of redefining women business enterprises (WBEs). An increasing focus on supplier diversity means major corporations are viewing our WBEs as innovative, flexible and competitive solutions. The number of women-owned businesses is rising to reflect an increasingly diverse consumer base of women making a majority of buying decision for herself, her family and her business. GWBC-Logo

GWBC® has partnered with dozens of major companies who are committed to providing a sustainable foundation through our guiding principles to bring education, training and the standardization of national certification to women businesses in Georgia, North Carolina and South Carolina.

Chris Civello with Sakura Jiu-Jitsu Academy

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Cherokee Business Radio
Chris Civello with Sakura Jiu-Jitsu Academy
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Chris-Civello-Sakura-Jiu-Jitsu-Academy-headshotChris Civello, owner of Sakura Jiu-Jitsu Academy in Woodstock, opened a studio in New Jersey in 2010, and right after purchasing a much larger facility to handle his growing business, the pandemic hit, and he was forced to close.

Chris, his wife and sons moved to Woodstock, and with many lessons learned along the way, have opened a new studio with a whole lot of success.

Follow Sakura Jiu-Jitsu Academy on Facebook.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:07] Broadcasting live from the Business RadioX studios in Woodstock, Georgia. It’s time for Cherokee Business Radio. Now, here’s your host.

Sharon Cline: [00:00:24] And welcome another Friday Fearless Formula on Cherokee Radio X. I’m your host, Sharon Cline. And today in the studio, I have a really interesting person. He’s a jujitsu teacher. I don’t know if that’s actually the official way that you would describe yourself as a teacher, but he started in jujitsu like over 20 years ago and is you used to live in New Jersey and came down here like two years ago or so and now has a really successful jujitsu studio and it is called Sakura Jiu-jitsu Academy in Woodstock. Please welcome Chris. Hello.

Chris Civello: [00:01:01] How are you? I’m good.

Sharon Cline: [00:01:02] Thank you for coming to the studio.

Chris Civello: [00:01:04] And thank you for having me.

Sharon Cline: [00:01:05] You’re welcome. I read an article about you and I thought, this is exactly what fearless formula is all about. So you initially had a successful studio in New Jersey. Would you tell me a little bit about that?

Chris Civello: [00:01:18] Yeah, I started. Bare bones. I mentioned that it was like down an alley in a basement. I took over a wrestling academy and I remember begging the the the owner at the time to give me some space. And it was like 500 bucks a month for like a quarter of the room in an office. And I was like, okay.

Sharon Cline: [00:01:45] I’ll take.

Chris Civello: [00:01:45] It, I’ll take it. And then I begged him to give me one month for free. And knowing him now, I’m shocked that he said yes, but he said yes. And I was like, you know, give me one month. I promise you I’ll have your rent on on the next month. And I got it done. And that’s how that’s how it started. I know students.

Sharon Cline: [00:02:03] You just have faith. Yeah, faith to get started.

Chris Civello: [00:02:06] I really thought that I was going to it was going to be my excuse to train all the time. And I was going to have like 200 students in two weeks. I was convinced and two weeks came and God, no, I was training less than ever. And I had like four students.

Sharon Cline: [00:02:24] And then you had like pressure, financial pressure.

Chris Civello: [00:02:26] Oh, yeah, big time. Yeah. So I changed careers from tattooing to jujitsu. It was kind of a jiu jitsu was getting an intrusive. Yeah, and I just wanted to. I was around like great people. I thought not that I wasn’t tattooing, but, you know, it was the people I wanted to be around, right? And I just kept wanting to be there more and more and I was working less and less and training more and more. And then one day my wife was like, You need to start working like you doing. I was like, I’ll open a school. I’m like, just like that. And. And then the search started, and that’s where I ended up.

Sharon Cline: [00:03:06] So when you tell me a little bit about jujitsu, so I took Krav Maga for a little while and I really liked it. And it’s this is really defense techniques, but how does that compare to jujitsu?

Chris Civello: [00:03:18] Jiu jitsu is like a grappling art, so it’s based on closing distance, gaining control of a person, taking them down to the ground where you have more leverage and hopefully leading to a submission, making the fight stop via like choke or joint lock. Oh, wow. And it always struck me as the most practical, because I could practice those things over and over. And, you know, the person will tap if they’re uncomfortable. And we could get out of the round, laugh about it, talk about it, and kind of enter back in. I always thought some of the other martial arts I’d had experiences with were impractical. Where there’s no sparring, it’s a lot of punching and kicking in the air, a lot of like what I what I would do. But there’s no practical way to maim somebody, you know what I mean? So that that I liked that about it the most. You know, I.

Sharon Cline: [00:04:16] Think that’s an interesting point to make, is that a lot of it can be kind of in your mind, like, if I were in this situation, I would have this round kick or something. But when you’re actually physically sparring with someone, you get to actually really feel the emotions in the potential situation you could be in in real life, although in a controlled way.

Chris Civello: [00:04:33] Yeah, of course. And you see that I’ve seen, you know, I’ve coached so many people at this point and I’ve seen guys that were great in the room, great at sparring. You know, they looked very promising. They go out and they just choke, they fold, you know, like mentally and then competing becomes something they need to practice to get better at. So if you take the person just that never sparred ever, and now they’re in a situation where they have to perform. And that’s not the time to be wondering if you can or not, you know? True. And chances are probably poor that you won’t perform because you haven’t. Done that movement. You don’t know how it’s going to unfold, how the person is going to react. So I thought jujitsu was always a great. Art in that respect.

Sharon Cline: [00:05:21] And mentally, I imagine like I get my own head so much and I’m my own worst enemy. I have analysis paralysis where I don’t know what to do, so I don’t do it. But I can imagine if you have some muscle memory, those things take over for sure.

Chris Civello: [00:05:34] Yeah.

Sharon Cline: [00:05:35] I guess if you’re practicing enough.

Chris Civello: [00:05:36] Yeah, you should. It should be like that, you know, because I’ve experienced that as well. Like you, you start thinking the worst.

Sharon Cline: [00:05:44] I hate thinking.

Chris Civello: [00:05:46] You start thinking and then you’re late. If you’re late, you get tired. And then if you’re tired, you’re not going to do well.

Sharon Cline: [00:05:51] So true. Well, I thought it was so fascinating that you were all the way in New Jersey and then came well, you had opened your studio in 2010, I believe, but then the pandemic hit. So how did that impact your business up in New Jersey?

Chris Civello: [00:06:05] It’s just bad timing. I remember we we were in the process of moving to a storefront and it was a much better location. It was right on the highway at like a traffic light. It was great. Town was a little better. And, you know, I didn’t think I was going to grow much more where I was. We didn’t even have an address. I used to have to have to run upstairs and go outside with flip flops on and flag everybody down because the address we would give them would take them down to a like a junkyard. It was awful. Awful. I used to see people, like, pull up for their appointment, look around and just drive away. I’m like, Oh, man, oh, no. So it was it was time, you know, I took a chance and everything was going great. We were building out and I had the best landlord you could probably have asked for, and everything looked good. And then we opened up in February, pretty early in February, I forgot the exact date and that month I didn’t put a dollar into advertising. We signed up 21 students and I remember that number specifically because I never had done that before. And I was thinking like, this is I remember coming home and being like, it’s finally going to pay off like we’re doing. It’s going to happen. You know, I could feel it. And then classes were huge. And then, you know, every now and then you get a question like, hey, you know, what do you think about all this COVID stuff? And me, like, everybody else was like, you know, it’s the flu, whatever. Like, it’s no big deal. And then, like, bad stuff started happening, you know? I don’t know. People said it was a little I don’t want to say better or worse, but different in the south. In the north. I mean, I could attest that people were you know, people were dying and getting really sick. Some people very close to me and my family.

Sharon Cline: [00:07:59] So sorry to hear that.

Chris Civello: [00:08:00] Yeah. So yeah. And I remember I started getting death threats.

Sharon Cline: [00:08:07] You started getting death threats for giving your studio.

Chris Civello: [00:08:10] Or staying open? Yeah, nothing got mandated yet. We’re still, like, going towards it. There was talks about it telling me I was killing people and oh my God. And, you know, never leaving a name, of course. Or anything like that, you know. Holy cow. Through my through my portal where you would put your information for a free class. Okay, well.

Sharon Cline: [00:08:29] That’s terrifying, though.

Chris Civello: [00:08:30] Yeah, it was odd. Odd. That’s a good word.

Sharon Cline: [00:08:33] But no, I don’t. I can’t imagine.

Chris Civello: [00:08:36] And then and then I remember it was like March 13th. I didn’t get to go to class yet. And my wife was like, Hey, you know, you might want to check this out. And the governor, you know, it was the statewide mandate that you were closed and that was it. And it was $1,000 fine per offense every time you were caught open. And so now my my business, my asset has become a huge liability because some schools were training, like back door training. And like I would have got caught in 2 seconds. It was like the I mean, the most the broadest view of of, you know, it was so open someone would have saw. And I remember the the police weren’t the only ones that could give you a summons. Fire department could and health department could. They had like, you know, it’s just impossible, impossible for me. So we tried to do like online courses, I guess, and it turned into me breaking down like video of, of matches. And that was cool for about two weeks, you know.

Sharon Cline: [00:09:47] Not the same as the hand-to-hand combat kind of feel, I guess, as well.

Chris Civello: [00:09:51] And then that was it. Just like that. We were done every day. Somebody called me up and canceled their program and and I let them. I mean, of course, everybody was having a hard time, so. Yeah. Just wound.

Sharon Cline: [00:10:05] Up closing.

Chris Civello: [00:10:06] Yeah. I described it as like trying to hold, like, fistfuls of sand, you know, how.

Sharon Cline: [00:10:11] Terrifying.

Chris Civello: [00:10:12] It was. It was hard, you know? And then it was supposed to be two weeks, two weeks to flatten the curve, remember? The curve still going, I’m sure.

Sharon Cline: [00:10:22] Well, I think what’s interesting is to note that a third of business is closed during the pandemic. So far that I’ve heard a statistic about. So I’m thinking that you were amongst good company, I suppose, in that there are just so many people who couldn’t survive.

Chris Civello: [00:10:38] Yeah, it was tough because you would see it happening. I think that was tougher. It’s the anticipation of what’s going to happen, not what’s really what’s happening. And you would see it like you would see it one by one, like from different states. But, you know, you’d see like a post with an empty room and a guy thanking everybody for their time with him and stuff and heartbreaking. Yeah. You’re like, oh, man, this is like, this is coming, you know?

Sharon Cline: [00:11:03] So how did you get from New Jersey to Woodstock, Georgia? It seems so random.

Chris Civello: [00:11:10] It’s it is random. We we would visit family in Florida and we had this this. Awful dog. I know dogs are awful. No, dogs are awful. Blanket statement dog was awful. His name was Gerber Siemens and he was a rescue turned like nobody else is going to take this dog. And he was like, in love with my wife, but no one else. Oh.

Sharon Cline: [00:11:39] She thinks it’s the greatest dog.

Chris Civello: [00:11:41] I think it’s the worst. And here’s a little Japanese chin. And he was so mean. Oh, no. But he. We took him to Florida because he was on his last legs and we stopped in Savannah just on a whim. You know, Lorrie, my wife was like, Oh, I’ve always wanted to visit and had, like, this love affair with Savannah. Came back. We’re like, we should come and stay this time and stayed. We loved it even more. But then like I have two very young boys and I didn’t think it was like the best place to bring them up. It was more city. Like, I wanted more, you know, like where I’m at now. And then we would joke around. We’re like, All right, you know, we love Savannah. Maybe it’s not the right place, but we love Georgia. Maybe that’s the common denominator. So we would like poke around and watch videos on towns and, and, but I had just opened a new school, so we were like, All right, we’ll make like a five year plan kind of thing maybe, and see how it goes. And then I was like, We just got shot out of a cannon and I landed in Woodstock. And even with the house, like nothing was a coincidence, I really feel like I need to be here for some reason because, you know, the market’s still going crazy. And I call the realtor and, you know, what about this house? What about that house? And she’s like, sold. Sold under contract? Nope. 5 minutes ago, 2 minutes to early, 2 minutes to late, you know, and this one particular house was on the market for three months. It was like it was waiting for us, you know. And as soon as we chose that house, everything fell into place. And it’s it’s unique because it had a third garage port. And that garage port is really kind of what. Got me sitting here today.

Sharon Cline: [00:13:29] No kidding. How did that.

Chris Civello: [00:13:30] Happen? To my knowledge, there’s only two houses in my neighborhood with that third garage port, and that’s the one that I ultimately turned into a school. And at first I was going to be like, I’m going to set up my own private training thing. I’ll train with my kids. And then two months in, it was like, you know, I just wanted to teach. I didn’t want to do a school again. It was really bummed out about the whole thing. And no one would no one would take me, you know, they were in the same situation.

Sharon Cline: [00:14:01] But I think that’s a really good point, is that here you were trying to establish kind of a new life and that you have I don’t know if PTSD is the right word, but like justifiable fears of.

Chris Civello: [00:14:14] Oh, yeah.

Sharon Cline: [00:14:14] Of what? That what happened to you?

Chris Civello: [00:14:17] I legitimately wanted to to like stock boxes. I thought it would just be easier. You know, I definitely get paid more and consistent work.

Sharon Cline: [00:14:28] There are always going to be boxes.

Chris Civello: [00:14:30] Benefits and benefits and benefits I did in a. You know, I was like, oh, let’s see what happens. And finally again, we had to talk like, you know, my wife was like, you need to, you know, what are we doing here? So I’m like, All right. So I put out a post on Cherokee Connect, Josh Bagby, what a nice guy and what a great service that he provides. And I remember I explained my situation reluctantly because I was very embarrassed about the whole thing. And I just asked. I was like, you know, if anyone wants to train with me, like, you know, be doing this.

Sharon Cline: [00:15:09] Come coming to my guys.

Chris Civello: [00:15:10] Come to my garage and and then yeah, we got like two, two students and they brought two friends and then, you know, and all of a sudden I was like, you know, can we fit anyone? Everyone in the driveway. I had people parking up, like at the North Pole. Oh, no. Like walking down to my house. It was getting, like, crazy. And my neighbors were so nice and graceful about the whole thing.

Sharon Cline: [00:15:36] And that’s nice. That’s a gift.

Chris Civello: [00:15:38] Yeah. So. And then it just snowballed, like, out of control.

Sharon Cline: [00:15:43] So you haven’t done any other advertising other than on Cherokee Connect?

Chris Civello: [00:15:48] Maybe 100 bucks on Facebook. Maybe. Maybe.

Sharon Cline: [00:15:53] Well, I mean, that says a lot about social media and the power of social media.

Chris Civello: [00:15:57] I think it’s being authentic. I’ve learned that a lot from being here. Just like a. Just putting it out there, you know, being yourself. You know, if.

Sharon Cline: [00:16:09] You are just joining us, we are speaking to Chris Sevilla. He is the. Is it a studio dojo? What do you call it?

Chris Civello: [00:16:18] I call it an academy.

Sharon Cline: [00:16:19] It’s an academy.

Chris Civello: [00:16:20] It’s higher learning.

Sharon Cline: [00:16:23] That’s true, because it applies to lots of different ways to learn. But Sakura Jujitsu Academy of Woodstock. I wanted to ask you to do you what do you think is your what has been the hardest thing to overcome regarding, you know, its fearless formula? So so what are the things that you’ve sort of been like? I’m terrified, but I’m going to do it anyway.

Chris Civello: [00:16:45] Oh.

Sharon Cline: [00:16:47] It’s a big question. And I know you kind of answered it already by just even having faith enough to open to open up your studio.

Chris Civello: [00:16:53] There’s pieces. Like. I remember one conversation was about me, like needing to get out of bed because my family needed me. That was tough. And. And you just like you bite the bullet and you get up and you got people that take care of you. You know, it’s not you know, I couldn’t sit there feeling sorry for myself. I had to get up and then. The second thing was to get out of my own way and ask for help. I’m learning, you know, it’s so hard. I’m such a prideful, like, stubborn person. Me, too.

Sharon Cline: [00:17:32] It was like my soul brother. I feel the same way. It’s very hard for me to ask for help. Very. I understand that notion.

Chris Civello: [00:17:38] So that was. That was tough. That’s still tough. And I’m getting better at it because, again, ultimately, it’s for my kids, you know, at this point.

Sharon Cline: [00:17:46] But, you know, what I love is that you’re talking about love. That’s what really supported your decisions. To get up and go and keep trying is because for the love of your family and to be a provider, I guess.

Chris Civello: [00:17:57] Oh, you know, that’s the biggest thing.

Sharon Cline: [00:18:00] Well, how did you get from your garage to your studio now?

Chris Civello: [00:18:05] Just, you know, a lot of talk sitting down and scoping everything out. And then you.

Sharon Cline: [00:18:12] Knew you needed it because you had so many people on the street.

Chris Civello: [00:18:15] Yeah, it was getting unsustainable in the house. And I mean, it was only a matter of time until someone did get annoyed that someone was parked in the wrong place or. And rightfully so, you know, and. Yeah. Just kind of. It’s just all these odd coincidences. I literally sit in the school sometimes by myself, and I’m just like, Oh, man, how did this how is this happening? Like. And then I’ll drive home and all the license plates are different. It’s still it’s still like a it can be tough some days, you know, I came here, I didn’t know anybody. We didn’t even see our house, like.

Sharon Cline: [00:18:52] Yeah, wow. That’s ultimate faith, isn’t it? House?

Chris Civello: [00:18:55] Yeah. Lori’s parents were looking for us, and they were like, you’re. You’re going to like this one. You’re going to like it here. You’re just like, Okay, here we come.

Sharon Cline: [00:19:03] Do you miss home or do you consider it still home?

Chris Civello: [00:19:06] New Jersey? No. I feel like I found home here. I didn’t think I fit up there. No matter how hard I tried, it just wasn’t a good fit.

Sharon Cline: [00:19:16] So. But you feel like you fit here?

Chris Civello: [00:19:18] I do. Yeah. Some. Some some woman I never met, she. She commented on one of the posts I made, and she said, Welcome home. And I thought it was so nice.

Sharon Cline: [00:19:28] That’s so.

Chris Civello: [00:19:29] Kind. Yeah. I was like, yeah, I’m home. But don’t you.

Sharon Cline: [00:19:34] Think there’s just some like, there feels like there is a. Someone looking out for you when things just seem to fall into place and you don’t have to fight so hard? I don’t know. I try to make things fit sometimes that just won’t. And it’s very hard to give up because I really want something to happen and it just won’t. But when you have an experience where something just just gets put into your lap and is so like, wait a minute, what? I feel like that way about this show where I’m like, they haven’t pulled me out of here. Like, I’m allowed to be in the studio. Right. How did that happen? I have no idea how that happened. It’s just crazy. But there’s, like a feeling of peace about it, don’t you think?

Chris Civello: [00:20:11] Yeah. There’s a comedian turn like a life coach. His name is Kyle Smith.

Sharon Cline: [00:20:18] I haven’t heard of him. I’ll look.

Chris Civello: [00:20:19] Him up. I remember he was talking about, you know, when you hear something and it just downloads in your brain forever. He was talking about how everybody wants to leave it up to the universe or God or whatever you believe, and then they won’t let go of the wheel, you know, and how you should just sit in the passenger seat. You know, so I’ve been trying to do that. And it literally feels like a roller coaster. But it’s scary. But it is.

Sharon Cline: [00:20:47] But you’re doing it anyway.

Chris Civello: [00:20:48] Yeah, yeah. You got to believe in the path, I think.

Sharon Cline: [00:20:53] Well, do you. Have you found any surprises? Things that happen where you’re like, Hmm, I had no idea that was going to happen.

Chris Civello: [00:20:59] Like throughout the whole time. Yeah. Oh, so many. So many. I wouldn’t even know where to start.

Sharon Cline: [00:21:08] Maybe even being here in the studio is a surprise because I kind of found you randomly.

Chris Civello: [00:21:12] Yeah, but that’s the thing. Is it random? You know, it’s like there’s too many coincidences at this point for me to say that, like, now I’m just I’m in the passenger seat. I’m like, no, I’m supposed to meet you. We’ll see why, you know, you know, so true.

Sharon Cline: [00:21:27] Are there any things that you’re not afraid of anymore, given your experience that you’ve been through?

Chris Civello: [00:21:33] I think it’s worse. You’re. You’re more afraid. Yeah.

Sharon Cline: [00:21:38] Tell me.

Chris Civello: [00:21:38] Why. My kids have changed everything. And even being married. All of it. It’s changed everything. I have people counting on me. And another quote that I’ve heard recently that I logged was Every man has two lives. And the second one starts when you realize you only have one. And that’s where I’m at. So I’ve realized that, like, I got to get everything together in an order. I have people counting on me, and, you know, I can’t. I could write a book about my life. It’s been nuts.

Sharon Cline: [00:22:10] But do you need an audiobook? Narrator I’d be happy.

Chris Civello: [00:22:13] To do it for you.

Sharon Cline: [00:22:15] That’s a shameless plug. I just didn’t know it should be you. It should be you in your voice telling the story. But, you know, that’s actually very interesting because so many people think that they’ve gone through a scenario that they’ve kind of come through the other side and they’re like, Well, I’ve survived it. I can survive if I survive it once, I can survive it again. But sometimes just the notion of surviving at once, you never want to go through it again. Like just getting through it once was plenty.

Chris Civello: [00:22:40] I think that’s the success of everything for me. When I fought, I wasn’t like walking out like the toughest guy. I would get it done in round one because I was terrified, you know, it was total opposite. I had my goals and, you know, I put myself in that situation. But, you know, I was just scared. And then with this, like, I never want to go through that again. And, you know, with mistakes, I had nothing. I mean, it’s so hard to say what would have been better. You know, I had no money saved. I’m a very black and white, all in or all out person. All my money went into the new school. Nothing was left, you know? And but then I have friends that had $120,000 in safety accounts and they blew through it in two months. So, you know, who knows?

Sharon Cline: [00:23:32] I love I think I was just so important as not that we’re finished, but just as a take away from this is just that even the best laid plans can can still not work under the best scenario, it can still not work. But then look at yours, which could seemingly have been not a great scenario. And now it’s it’s like done so well. How many students do you have?

Chris Civello: [00:23:51] Oh, we’re closing in on 100. I’m so close. And that’s in five months. And then my original school, I had 38 students for almost six years. I couldn’t break through that wall. So. So, again, I’m terrified. And that’s why it’s doing so well, because I’m working so hard. You know, people think thing that happens when people say, Oh, man, you got back to me so fast. And I’m like and they’re like, you know, if you have to go be with your kids, I’m like, listen, I am working 24 hours a day as a small business owner.

Sharon Cline: [00:24:26] Right? That’s what you.

Chris Civello: [00:24:27] Do. Yeah. So, you know, no stone left unturned, kind of.

Sharon Cline: [00:24:32] I always think when I get hired to do a voiceover, like, I respond right away before they change their mind. Like we don’t listen to anybody else. Did we sign a contract?

Chris Civello: [00:24:39] Good. And then hang up? Yeah.

Sharon Cline: [00:24:42] I know. I think it’s it’s such an interesting notion that fear can be so motivating. It doesn’t have to be something that holds you back, right?

Chris Civello: [00:24:50] Yeah. No, absolutely. And I’m trying to sift through that, I guess, as I get older is I don’t think like I used to think it had to be like everything was a test and I had to get through it and like there was no happiness unless you suffered. And like, and it was proving myself that I was worthy of happiness through through that kind of process. And I don’t think that’s true at all. I think you could just be happy, you know, and you can, you know, you can have emotions and it’s okay to be terrified. And I say that like hiding under the blankets, terrified as an adult man. But but the difference is like doing it anyway. And I think that’s always the big deciding factor. Everyone has the same feelings, but it’s who who walks through the door.

Sharon Cline: [00:25:38] So if someone out there is listening who’s gone through a difficulty like you have with their business, what would you recommend for them? And I know each business is different. Right. But but in general, some words of wisdom that you could offer for them.

Chris Civello: [00:25:52] I think like. The planning. Planning. And just taking that first step, you know, just that one step. And that’s the hardest one, right? That’s how my fliers like the the the journey of a thousand miles starts with the first step, you know, and a. That that one step, you know, we took a step just to move and take a chance. And, I mean, we had nothing else to lose. Oh, my goodness. It turned into this, like, beautiful, amazing thing. And which, you know, I used to tell a very different perspective of the story. You know, it’s like it’s turned into such a great thing, even with the news it gave, like the news clip, like, kind of gave me closure. You know, people were like, Oh, didn’t you know, there’s so many people call and you got so much press. And I’m like, For me, it wasn’t about that at all.

Sharon Cline: [00:26:43] And you were on 11 alive, right?

Chris Civello: [00:26:45] Yeah. Yeah. And with Caitlin Ross here is like so nice and I’m so grateful to her for, you know, contacting me. I thought it was great. And yeah, it helped me like, you know, getting you got to get through that stuff personally, I think to take the first step, you know.

Sharon Cline: [00:27:05] So what do you think is the most satisfying of what you do? Like what? Not just providing for your family? I just mean sort of like at your every day. Is there a moment where you find it, wow, this is what I do this for this this moment or this feeling?

Chris Civello: [00:27:22] I think my favorite thing is like texting my wife pictures of these like 20 people classes, you know? And I’m just like, I did it. Like, can you believe it? Because I feel like, you know, it’s it’s trusting me, you know, trusting me that even, like. Like if it gets sticky, like, you know, I’ll be there. You know, that makes me happy. Like.

Sharon Cline: [00:27:46] Maybe you have an appreciation for it in a way that you didn’t before because you lost it, I guess. Is that a terrible thing? Wait, did I say that right? Sometimes I say things without thinking. I apologize if I made it sound bad.

Chris Civello: [00:27:57] Yeah. No, I think. For sure. I mean. The students, you know, not that I didn’t appreciate them, but now it’s like it’s so cut and dry like these. Like everything I do every time I take a dollar out of my pocket, like whether it’s to eat or buy clothes or. Go somewhere like one of my students is providing them, like and that’s it. Like, there’s no, there’s no other way, you know, I don’t have like, these side hustles and I mean, this is like I am all in with this. So I mean, to not meet that person with, like, the deepest respect and grace and, you know, I think I just like. Understand it a little deeper now, you know, and I try to. Make sure that they know that how much it’s appreciated because you know that no book or that cupcake or that Snapple, I mean, however you want to look at it, I mean, that electric bill like that, a student paid for that like in some way, you know. So I tried to treat them like, you know, like my family, like the most important people in my life because, I mean, they were my life, you know, they what makes my pulse, you know, that’s what makes everything else possible. You know.

Sharon Cline: [00:29:22] If you could go back to before you went through this in New Jersey and lost your studio, what would you want to tell yourself if could you tell yourself something that would give you something? What would you want to know back then that you know now.

Chris Civello: [00:29:39] I think. I think there is definitely a. I’ve been thinking about this a lot lately. I think there was definitely a selfishness in ways because I was still competing like actively. And I could see the difference. Like the attention that I’m spending on the school now is. Not vastly different, but different than it was when I was training and competing and fighting and whatnot full time and trying to do the school full time. And there was definitely clashing that I remember now that I look back. So now it’s like the school has like 100% attention and I mean, the results speak for themselves.

Sharon Cline: [00:30:32] Do you feel like you’re all in in a different way than you were then?

Chris Civello: [00:30:35] That’s a good way to put it. Yeah, definitely. And a. Just a different respect for it. You know, I had to work so hard to to do it. You know, it’s. It’s just an all encompassing kind of thing.

Sharon Cline: [00:30:52] Yeah, but I think that I appreciate that as well because I think anything handed to me without having sort of really worked for it or, or sacrificed in some way for it, I don’t know that it’s as sweet as when you really have, like, wanted something so badly. And if it didn’t work and you change things around and there’s just something. Joyful. I guess there’s like a true joy and gratitude that probably carries over, I would imagine, into the way you interact with everyone. And I don’t know it is.

Chris Civello: [00:31:25] I think there’s joy in the work now and again. Not that there wasn’t. It’s just different, you know, like I try not to look at it as like, you know, I’m going to suffer for the next two years and and then, you know, like, it’s happening and it’s happening fast because I’m working hard and I’m working hard because I enjoy doing it and it’s different. I don’t feel like I need to like, you know, grind it out and be so sad about everything and, you know, talk about the hustle. And, you know, I’m just not interested anymore. I want my life to be like a lake, like, not an ocean anymore, you know, like. Like I.

Sharon Cline: [00:32:03] Like it, like, sound like a little cabin on the side. It sounds so peaceful.

Chris Civello: [00:32:08] It is. I’m done. You know, I’m done. I just want to be happy now. Well, I love.

Sharon Cline: [00:32:13] I love that, though, because it is a bit of a hustle. I mean, you’re competing with other I’m sure, other studios or academies. And I mean, you can look at it like that. But I think that there’s just something. So I love I love what you said about being peaceful and no matter what, because that’s what I’m I think I’m looking for as well in my life. And so I think this this radio shows a little self serving for for myself.

Chris Civello: [00:32:35] That’s okay.

Sharon Cline: [00:32:35] So self serving for myself that’s so articulate. But I mean, I’m trying to find those similar things and I’m trying to not be so afraid of things. And so when I’m interviewing other people like you and I’m trying to absorb and and use the words of wisdom that you have for my own life. And so but hopefully other people are too. It’s not just for me, but yeah, I like that idea of I just want to be happy and not because really, what can you control? You can control yourself, right?

Chris Civello: [00:33:05] Yeah. And I think it’s I just had a conversation with a student a couple of nights ago. He was he just hit like a personal best with his weight lifting, you know. And I was so happy for him because, like, he worked so hard, you know, and he was like, yeah, my, my dad was there. And he was just like, come on, come on, you can do it. And he’s like, and then it just went up like it was nothing. And I was like, Isn’t it funny how if somebody gives you permission to succeed, you can do it? And I said, I’m like, I’m like, Imagine if you gave yourself permission to succeed. I’m like, You’d be unstoppable. And I think, like, lately, I’m just giving my self permission to be happy and to succeed. And, and, I mean, you know, even when you said there’s competition. Not anymore. Like, I don’t know who’s around. I don’t know who’s teaching. It’s none of my business. You know, it’s none of my business. And I mean that so sincerely. Like, I just. I just. Worrying about myself. That’s helped. You know, I don’t know. My mind scattered on what everybody else is doing and whatnot.

Sharon Cline: [00:34:11] We only have so much energy, right?

Chris Civello: [00:34:13] Yeah. And my kids take all that.

Sharon Cline: [00:34:17] That probably won’t end for a few minutes.

Chris Civello: [00:34:19] Yeah. So, you know, they’re just become such a huge focus. And my wife, too, like, you know, everybody always talks about their kids. If it wasn’t for her. I mean, she. She gave me these beautiful beings, and I always thought of them. You know, I get this person in my life and there’s always these moments of like, I can’t love this person anymore. And then then we got married and I was like, man was like, there’s more, you know? And then you’re married and you’re like, I can’t love this person anymore. And then you have kids and you’re like, Wow. Like, so now we’re at this point, you know? I’m like, man, there can’t be anymore. I mean, it’s it’s intense and I love it. You know, it’s all of it, like, and it’s taken precedence over all the other stuff, you know, not not saying fighting is negative. Like, I love fighting, but no one wants to see the 44 year old out there fighting, you know, so things need to change. And and, you know, priorities change and shift. And and now, you know, maybe just because of my my little family, I have, you know, now we I’m pushing harder and and more focused and more intense, you know.

Sharon Cline: [00:35:33] Well, if they wanted to anyone out there listening wanted to get in touch with you, how can they do that? What’s the best.

Chris Civello: [00:35:37] Way? My website’s WW WW Saket you are a B JJ dot com or you can email me at sakara b j j at gmail.

Sharon Cline: [00:35:51] Bj What is b j j.

Chris Civello: [00:35:53] It’s a Brazilian jiu jitsu.

Sharon Cline: [00:35:54] Oh, it’s Brazilian. I don’t know why I thought it was Japanese. Look what I know. I’m so glad you’re teaching and.

Chris Civello: [00:35:59] I’m not teaching. I have a judo pedigree as well. And. I’m not Brazilian, so I always, you know, I just always steered more towards that. That’s the sauce, you know. So I thought it was fitting for the for the school.

Sharon Cline: [00:36:16] Well, I’m so excited that you came in to share your story. I just loved pretty much everything about kind of going through something so challenging and then coming out the other side, but even better than before. Sometimes I feel like the things that I go through, I’m not grateful for at all. But in this case, I would be like, Wow, maybe. Maybe it was something that really actually brought you to this moment in such a shining way, if that makes sense.

Chris Civello: [00:36:42] No, it does. I think I think as well I’ve been thinking about a lot of things lately. I feel like being grateful slows things down. And, you know, I feel like if you don’t take the moments to think about those things, like it’s going to fly by and you can’t even remember, you know? So every day I try to sit with my little ones and I’m like, All right, what are we grateful for today? And then it seems like I can stay in the moment longer, you know?

Sharon Cline: [00:37:10] You appreciate the moments. Yeah. You don’t get upset when time goes by and you’re like, What happened?

Chris Civello: [00:37:15] Yeah.

Sharon Cline: [00:37:16] It’s like being mindful, being mindful of where you are. And I think anybody having an attitude of gratitude has a source of or has access to a happiness that it’s easy to to, I guess, look, look beyond or think about other things. But when you have that gratitude, there just feels like you’re on a different little level of my life. You know, I’m trying to do the same thing every day. Like, I just looked through my calendar and thought the same thing. Oh, my gosh, sorry. August, almost September. And like, what did I do this year? And I was looking back at my calendar and I was like, Oh, yeah, yeah. So there is something kind of nice about not not looking through life with regret because you didn’t appreciate the moments you were given.

Chris Civello: [00:37:57] Yeah, it slows it down. It makes it, like, more manageable.

Sharon Cline: [00:38:01] Well, Chris, I just thank you so much for coming and spending time and giving me some good words of wisdom and things to think about as I leave. And all of you out there, thank you so much for joining us on Fearless Formula. And again, this is Sharon Klein. And I’m reminding you with words of wisdom and with understanding, we can all have a fearless formula. Have a great day.

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