Business RadioX ®

Jennifer Einolf With Bold Whisper LLC

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High Velocity Radio
High Velocity Radio
Jennifer Einolf With Bold Whisper LLC
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Jennifer Einolf is a leadership coach, speaker, and founder of Bold Whisper LLC, where she partners with visionary leaders to translate complexity into clarity and channel creativity into powerful, aligned action.

Drawing on her background in design and her unwavering belief in human potential, she leads Ditch the Doom—a revolution that rejects the paralyzing narratives of fear and scarcity in favor of courage, collaboration, and creative leadership.

Her work challenges the norms of marketing by rooting visibility in trust and positions coaching as a strategic, truth-centered engagement that catalyzes bold outcomes.

Connect with Jennifer on LinkedIn and Facebook.

What You’ll Learn In This Episode

  • Visionary leadership and everyone is creative–cultivating creativity for leaders and teams
  • Ditch the Doom–the revolution she’s starting to move is from the Doom song to singing hope with courage, collaboration, and creativity
  • Pain points and coaches–building trust and still being able to market to pain points

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show we have Jennifer Einolf. She is the clarity coach and founder and CEO of Bold Whisper. Welcome.

Jennifer Einolf: Thank you. So glad you invited me for this conversation.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about Bold Whisper. How you serving folks?

Jennifer Einolf: Certainly. So I work with creative leaders, the kinds that think of 4 to 5 new worlds before breakfast, and then bring that to their team and create a lot of chaos. So I work with leaders who need to design the clarity necessary to be able to explain what it is they see, and then uplevel their communications so that they can communicate that to the people, the key stakeholders that are going to make it happen and support it, and to harvest all of that creativity in themselves and their teams. I also work with teams doing retreats because I believe everybody is creative, and sometimes we label some people as creative, but everybody is. You wouldn’t still be here if you weren’t creative. You’ve solved a problem at some point. And so it’s really critical for organizations, for leaders and teams, to understand their own brand of creativity so that they can nourish it and they can harvest it.

Lee Kantor: So what’s it like working with leaders who are kind of in the classic, like you described, the the creative that the visionary who’s coming up with idea after idea and then, you know, excitedly shares that with the team and then kind of intellectually moves on to their next great idea that they’re having at lunch. And then while the rest of the team is just like, are we not doing what we did yesterday? Like, is this the new most important thing? Like, how do they actually create systems to move from idea to execution?

Jennifer Einolf: Yeah, absolutely. One of the big misunderstandings that you just outlined so beautifully is the difference between something that occurs to you and something you want them to do. And so working to leave plenty of space for all of that messy ideation and creativity and starting to build, build an awareness and a skill set around determining which ones they need to pay attention to. And when I’ve worked with leaders who mention things off the cuff and everyone thought they meant by next Tuesday and they meant, oh, in the next 30 years, this is probably what’s going to happen. And their brains require that they need to play. They need to poke at it and say, well, what if we do this? And what if we do that? They also need if they want to have the most important things actually happen, differentiate between that bucket of interesting things and the pointed things they want to get done. So that’s why communication is a big part of what I do with my clients. It’s not just communication skills. How do you stand up and speak in front of people? A lot of them are very accomplished at that. It’s the communication skills of how do you design your clarity sufficiently, and then how do you bring that to people? A lot of leaders feel like if I said it once, then they should know.

Jennifer Einolf: But the very dynamic that you just outlined is the reason that most people aren’t sure. Is this the one? Is this the one? And so there’s a negotiation in it. There’s a if you need a certain way of processing, how do you get the space for that processing and create enough social contract with your direct reports, with your colleagues, even with your bosses to say, okay, this is one of those situations where I’m doing this and in a minute I’ll tell you what the outcome is. So there’s a lot of reframing that can go on that doesn’t eliminate all of that beautiful mess. And I think a lot of creative leaders, a lot of creative people in general, are very afraid that someone’s going to cut them off. They’re going to shut it down and say, no, you have to be like everyone else. We really don’t want them to be like everyone else. We need those beautiful brains, but they need to find that touch point where they can communicate effectively with everyone else. And so how do you, like I said, how do you create enough space for all that beautiful mess and signal? When the mess is over, you’ve put the toys away and now it’s time to actually do this. One version of it.

Lee Kantor: Now does.

Jennifer Einolf: It.

Lee Kantor: Does it require somebody on the team to be kind of the translator or the intermediary that the the creative can, you know, kind of vent and process and, and bounce ideas off of and that person then kind of hones in on the priorities it can.

Jennifer Einolf: And a lot of times that happens organically anyway, you know, you gravitate towards the person that understands you, especially one that’s had success in explaining you to other people. Um, it’s what a coach is for. It’s it’s what I do too. Um, and by working with a coach, you can start to understand how to develop those relationships with different members of your teams, because there may be different people for different messes, there may be different people for different forms of creative iteration and design cycle thinking that have different strengths, and identifying who those people are. Yeah, that’s really critically important.

Lee Kantor: So does it ever occur where you have a visionary who has ideas and maybe started as a solopreneur themselves? So they were kind of executing the stuff. Then they grew a little bit, and then they get to the point where they’re now like a frustrated visionary, where no one really understands and no one’s, you know, getting their their ideas out the door in a, you know, monetized manner.

Jennifer Einolf: Yeah. I was very tempted to respond in a sarcastic manner, but I wasn’t sure it would read properly. Of course. Absolutely. There is a growth pattern in all leaders and the the founder to leader that well, the crazy idea guy founder leader. Pipeline is a is a very common story where you did these amazing things and you attracted these amazing people to you and you said things no one else was saying, and you created all this energy, and then you went and you took that, and you venture pitched it and everybody was excited. And then you go into the office one day and you realize, wait a minute, now I have to execute on this. I have to herd these cats that I have attracted to me. I have to I have to be able to make good on this. And that is a crisis point for a lot of leaders. It’s an absolute crisis point. It’s also the place of amazing opportunity for both growth and development of them as leaders, but also for what their organizations can do when that traction starts to happen. So yeah, absolutely. It also happens in in the corporate world where they hire in the, the the bright new guy, the bright new woman who’s going to change everything. And then the organization itself Self begins to resist that person. Yeah, but we’ve never done it that way. And even if they don’t say it out loud, you can kind of hear it. And so those transition moments where what got you there isn’t going to get you there. Those are absolutely the moments where having a coach, having someone who is very much invested in what happens to you without being invested in the situation can really help you see, what am I not seeing? What’s missing here? What’s the potential? Because in those moments of crisis, you have a choice to either shut down or go fish for where the opportunity is. And I’d much rather that they fish for where the opportunity is now.

Lee Kantor: Um, is most of your work with, uh, kind of smaller, more nimble firms, or do you work also with kind of larger enterprise where, like you mentioned, they hire, you know, somebody into a more bureaucratic environment and they say this person’s here to disrupt the status quo, and then everybody realizes that they’re part of the status quo and they don’t want to be disruptive.

Jennifer Einolf: Wait a minute. I didn’t mean for them to disrupt me.

Lee Kantor: I didn’t want any of that on me. That was for the other people.

Jennifer Einolf: Well, that’s it. Go fix. Go fix them. Um, the mandate to go fix them. I work in a variety of settings. A lot of times it’s, uh, someone will meet me or hear from me and realize that this is the time. And that time happens in a lot of contexts. So I work in a lot of contexts. I’ve worked in corporate, I’ve worked in, I’ve worked I’ve done a lot of work with the federal government over the last few years, and you can imagine that that’s that’s a transition for me right now. Um, and also small firms. Uh, firms that are about to venture pitch firms that are, uh, post funded. And so it’s really more about those moments of leadership transition of, okay, how do I continue to harvest this incredible creativity that I’m bringing to the plate because something is resisting, whether it’s the situation has changed or the people who hired me don’t know whether they want me to do this thing, or just that deer in the headlights look of your team. You know, everybody knows that it’s really lonely at the top. But what people don’t realize is it can be very lonely out in front where you think you’re charging forward and everybody is with you, and you turn around and there’s nobody there. And that happens in all kinds of contexts. So I work in those moments, and as I said earlier, I also work with teams. So doing, um, retreats or team trainings or team coaching to really get at. He’s not the only creative person. She’s not the only one here with spark. Let’s see what your spark is, because you’re going to need to be creative in delivering this thing. And I love when I get to do, you know, get to play the dynamic in that direction where we get to bring people closer to that center point where the ignition actually happens. So, yeah, an answer to your question. I work in a variety of contexts. It happens everywhere.

Lee Kantor: But it sounds like one of the kind of linchpin, uh, People involved in working with you. There has to be somebody that’s a creative visionary, either for themselves, they need help, or they see the value of bringing that type of skill to their team.

Jennifer Einolf: Yeah, it’s usually the visionary themselves. Sometimes I’m brought in to work with a visionary, but I find that that often doesn’t work because the person who’s bringing me in often feels like they need to fix the visionary instead of enable the vision or enhance the visionary. I have been able to do that successfully a few times, but often it’s it’s partnering, partnering with that leader that I just really believe that the quality of our leadership right now is what determines what happens for us as a species on this planet. And partnering with the people who are hearing things and seeing things, the rest of us aren’t to make sure that those things happen, because that’s how we go forward. That’s absolute jet fuel for me. So it tends to be me forming, forming partnership with the leader. And then if I’m working with their team, it’s in service of getting everybody forward.

Lee Kantor: So what’s the what’s a symptom that that leader may or may not have the self-awareness to know that they have a problem. But there’s if certain things are happening, it probably warrants at least a rethinking. Is there some things that happen in their organization or in their kind of emotional state that is signaling, hey, maybe you need a coach to help you get through something.

Jennifer Einolf: I love.

Jennifer Einolf: That question. So how do you know if we’re talking about you? That’s such a good question. That’s a really good question. So some of the things that happen are the leader starts to get really frustrated because they keep being brought, things that they didn’t know they asked for. And they see their team getting frustrated because the team has worked on this thing. You know, that’s that’s the most obvious version. And then you don’t know. You said this last Tuesday and they’ve been working on it for a week or for a quarter or whatever. A real disconnect between it’s those points of resistance when when you when you have a vision of what you want to see happen, how smoothly is that happening? You know, you’ve got good people. You trust your people, you’re amazed by your people, and yet somehow you’re getting beat to market by other companies with similar products that you didn’t know anybody else had even thought of. You’re just feeling that resistance. And like I said, that deer in the headlights look. Or it can be employee retention issues where people are wandering off because they’re frustrated, looking for signs of that frustration. In a high functioning team, that frustration is not happening. And so, yeah, one of the one of the first awareness points are I had a I had a coach, I had a coach for me at one point who asked me to carry a paperclip around in my pocket, in my pocket, in my wallet. And it was to remind me that a paperclip is sometimes simply for putting two pieces of paper together, because I’m the kind of person that looks at a paperclip and thinks of all the hundreds of things you could do with a paperclip. Sometimes if you if you enjoy that, that’s the light of your skill. The shadow is is that disrupting other people? Is that disrupting your ability to ever get traction on the things that you really want to move forward? Do you need to carry a paper clip just to be reminded that sometimes simple things aren’t the enemy? They’re the answer.

Lee Kantor: Now, when you’re working with somebody, what are those early conversations look like? Uh, you know, how do you kind of assess where they’re at and the outcome they desire?

Jennifer Einolf: Oh, absolutely. So I’m trained in ontological coaching, and ontological coaching is based on the idea that we take actions, we get outcomes, we don’t like those outcomes. So we go and take a totally different action and we get the same outcome. So it must be this must live somewhere else. So it’s about building our awareness of who we are and how we see the world that starts to create opportunities for us to open up new possibilities. So working with my clients includes a variety of ways of getting at that. So we use words. We use words beautifully. We can use words. We can also use physical awareness. How does that feel in your body? I know that sounds really woo woo, but this idea that you are living in this body and it may have some things to tell you and emotion. We in our culture, we’re not very good with emotion. And so what are your emotions telling you? What? I was really surprised that I felt sad or I really surprised that I felt angry. Okay, what might that have been telling you about your response to what was happening? So we go back to really fundamental ways of knowing who you are. Um, I use some really fun modalities. I’m trained in Lego serious Play. Sometimes when you’re stuck, you can export what you’re thinking into a physical object, and in exploring that object and making meaning out of what you just built, you can unlock things.

Jennifer Einolf: So much of coaching is about unlocking. And then when you’ve decided that you’ve seen something new, something you haven’t seen before, what are you going to do with that? So co-creating an experiment with my client. Okay, wait a minute. I just realized that this thing is happening that I have been ignoring, or I really want to do something with this. All right, what does that look like? Is it a new habit? Is it an experiment we’re going to run? What does that look like? And that’s why coaching unfolds over time, for the most part, because you need that time to have the aha moment with the coach and then go do something with it in between. And that’s where the real transformation starts to happen. And when it comes to leadership skills, there is a real need for awareness. And I think a lot of us are afraid if we go too much into what we think or what. How is that helping me communicate with other people? But it’s the it’s the things we’re not seeing. It’s, you know, the fish is the last one to understand that they’re swimming in water. It’s the things that we’re not seeing that blind us. It’s not that we’re blind.

Jennifer Einolf: And so working with a coach to really build awareness, to figure out where you even want to work on things. And then there’s the skill set. There’s working on communication skills. There’s you know, sometimes we do we do role play. There’s a difficult conversation coming up. Let’s talk about how you’re going to approach that. Or there’s a really critical thing you want people to understand. Let’s let’s really play with that and think of all the ways that this could this could be delivered and what the what the outcome is that you’re, that you’re shooting for. So it’s a, it’s an ongoing unfolding of, of possibility of potential with a lot of real world practice in between sessions, which gives you a real edge on people who are not learning, not growing, and not trying to figure out what they need to do. So basically that’s yeah, that’s how that’s how I work. We go in, we rearrange your brain. I, I have an interior design background. I used to be a commercial interior designer. So I always laugh and say I used to do external interior design, moving furniture around. Now I do internal interior design, moving your internal furniture around. But you never know. Are you tripping over the same chair in your head over and over again? Let’s let’s move the chair now.

Lee Kantor: Is there an exercise you can share with our listeners that maybe would kind of at least spark a glimmer of light in what they’re doing now that might uncover something that they need help with. Do you have kind of a basic homework or an assignment you give people or something? They can just try right now?

Jennifer Einolf: Yeah. Basic homework. You know, if you’re trying to build awareness and, you know, we all have people have meditation practices or they are resisting meditation practices, which is a whole other thing. Um, but awareness really comes from having a moment to notice what’s happening. And so one of the things I like to do that, uh, with my clients is set some random alarms. We’re all carrying alarm clocks around in our pockets now, so set some random alarms and on the alarm rate. What’s happening right now? It can be that simple. How do you break into the flow of what you’re doing anyway? To create a moment of awareness? And you may catch yourself, oh, I thought I was doing this, but I feel really angry or I, I am doing something that I would rather do because I’m putting off doing the thing I should do. I don’t know, I don’t know what it is. But if having having passed you ask present you an intrusive question can start to build that awareness. How else are you going to break into the flow of what you’re doing? So set 4 or 5 alarms for tomorrow. Set them at random times, and when they get when they go off, ask yourself, wait, what’s happening right now? It’s worth a shot.

Lee Kantor: Yeah. And you’ll find out if you’re doing the things that you want to be doing to lead that ideal life that you think you want to lead, so.

Jennifer Einolf: Your life to build.

Jennifer Einolf: Are you building relationships or tearing them down in that moment?

Jennifer Einolf: Right.

Jennifer Einolf: Are you, um, are you moving forward or are you spinning wheels? How are you feeling about it? I’m doing it, but I’m really upset about it. Well, what could you do to be a little less angry about what you’re doing? Whatever emotions come to tell you what you’re up to, you don’t have to stick with them. You can say, well, I think I would rather do this from a place of and maybe there’s a shift of mood you could make, which might make things easier. So yeah, just just doing that basic awareness can be a really good start. And what’s happening because I’m doing this might be that’s your extra credit question. So what am I doing right now. And then what’s happening. Because I’m doing this. Well I’m really angry because I got cut off in traffic this morning and I’m talking to my colleague. Oh, and I’m still angry. And and they have this frown on their face. So in the flow of it, I don’t know if it’s worth the experiment to check in on ourselves occasionally, you know. A big part of building creativity or nurturing creativity, um, is breaking through habits. Our brains do a lot of things to save energy because our brains are energy hogs. They they use a tremendous amount of energy, which is good.

Jennifer Einolf: That’s why we’re so successful. And if we never ask our brains to do something outside of those habits, then we don’t know what else is possible. So something as simple as writing with your other hand, or taking a different route to get to where you’re going, even if you’re walking from one office to the other or driving to the supermarket, taking a different path, you know that road that you’ve passed a hundred times and you don’t know where it goes. Take that road every once in a while in in asking your brain to do something new, you are growing your capacity for creativity and creative people still need to nurture their creativity. That’s why famous artists, famous writers get writer’s block because they haven’t nurtured it. They’ve just continued to utilize it until they’ve depleted it. And so having a habit, like having a trying a little experiment, like, what am I up to right now, can give you some insight into that too. I need a creative break. I need to take a breath. I need to take a drink of water. But maybe I need to just soak in this beautiful view outside the window. Or maybe I need to o engage my creativity here. You never know what your brain’s going to answer when you ask that question.

Lee Kantor: Now, is there a story you can share that maybe from one of your clients? Don’t name the name of the client, but maybe share the challenge they came to you with and how you were able to help them get to a new level?

Jennifer Einolf: Yeah, that’s always a difficult question because trust is the most important thing with my clients. And so how do I tell these stories without ever running the risk of having someone know, um, that that’s who I was talking about. But I worked with leaders. This has happened several times, so maybe they won’t hear themselves in the story. I’ve worked with leaders where the container that they’re in, the room that they’re walking into is impacting how they’re communicating. So for instance, um, a, a large space where you are an afterthought way down below the slides and you’re, you’re needing to command that room. Sometimes it’s as simple as booking a different room. So don’t have 50 people in a room that seats 300, have 50 people in a room that’s almost standing room only. And make sure you’re positioned up and up and in front. So some of the some of the things that some of the solutions that pop into people’s heads come when we shift, what question we’re asking and we shift shifting the question from, why am I uncomfortable doing this? To what am I trying to accomplish here? And what might help that happen. What might what might facilitate that. So yeah, that’s a that’s a pretty decent example because that has happened on numerous occasions where the answer was hiding in plain sight, and it was a matter of asking a different question.

Lee Kantor: So if somebody wants to learn more, have a more substantive conversation with you or somebody on the team, uh, what is the website? What’s the best way to connect?

Jennifer Einolf: Absolutely. Bold whisper comm. And if you go to the About About Me page, there’s a place there to connect with me, and I, I love conversation, I would love to speak with you.

Lee Kantor: Well, Jennifer, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Jennifer Einolf: Thank you so much. I really appreciate the chance to come in and speak with you.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Shatrela Washington-Hubbard, Ph.D. Brenau University And Kimber Armstrong With Better Business Bureau

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Atlanta Business Radio
Atlanta Business Radio
Shatrela Washington-Hubbard, Ph.D. Brenau University And Kimber Armstrong With Better Business Bureau
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Dr. Shatrela Washington-Hubbard currently serves as the Swinton A. Griffith III dean and program director of human resource management programs for the College of Business & Communication at Brenau University. As dean of the College of Business & Communication, Washington-Hubbard is focusing on building strategic alliances to grow the college, differentiate the program offerings, and create programs that are regionally and nationally recognized.

Prior to her current role at Brenau, she instructed various business courses in the Technical College System of Georgia and served as the director of the Center for Entrepreneurship and Business Development. Washington-Hubbard has also worked as an educator in the Georgia Public School System and in corporate America as a human resources professional.

Washington-Hubbard’s research areas include entrepreneurial mindset, leadership development and women’s career development. She has presented her findings at regional and national conferences. Washington-Hubbard has volunteered for several organizations, including the Atlanta Children’s Shelter, where she facilitated computer training programs for parents seeking employment as they transitioned from homelessness to lifelong stability.

Various boards have also benefited from her membership, with her longest tenure being with NGBC Educational & Community Services Inc. She is actively involved in several professional organizations and provides coaching and consulting services for various companies and professionals.

Connect with Shatrela on LinkedIn.

Kimber Armstrong is a versatile professional with extensive expertise in strategic partnerships, business development, and program coordination. Her impressive career includes pivotal roles at the Better Business Bureau in both Atlanta and Middle Tennessee, where she has been instrumental in developing and managing programs aimed at enhancing business awareness and education.

Kimber’s dedication to supporting business growth is complemented by her passion for motivational speaking, where she collaborates with community and government organizations to strengthen partnerships and outreach initiatives. Her ability to efficiently multitask, swiftly analyze issues, and implement innovative solutions ensures that projects are completed successfully, on time, and within budget.

A motivational leader, Kimber excels in fostering a productive team work environment through her skills in team supervision, training, performance development, and mentoring. She is a certified Life Coach, Everything DiSCCertified Trainer, and Dental Hygiene Board Exam Grader, with ongoing training to become a DEI Trainer. Kimber’s educational background includes an AA in Dental Hygiene from the University of Mississippi School of Health-Related Professions, where she graduated with honors and received the Clinical Excellence Award.

Through her work at Tools for Empowering Women &Armstrong Professional Training Solutions, Kimber has made significant contributions as a published author, motivational speaker, and development trainer, empowering individuals and establishing trusted relationships with boards, donors, staff, volunteers, and community supporters.

Connect with Kimber on LinkedIn.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, CSU’s executive MBA program. Without them, we couldn’t be sharing these important stories. Today on the show, we have Shatrela Washington Hubbard, who is with Brenau University, and we have Kimber Armstrong with the Better Business Bureau. Welcome.

Shatrela Washington-Hubbard: Thank you for having us.

Lee Kantor: Well, why don’t we get started with Kimber? Uh, Kimber. We’re here to talk about this exciting program, bridge. And can you share a little bit about mission purpose? What is bridge doing for folks?

Kimber Armstrong: Yeah, absolutely. So bridge is a 501 C3 non-profit, and we have just launched, um, just in this last month, and our initial launch was at Brunel University. And we are a mobile resource center that goes out into the communities across the whole state of Georgia, providing actionable resources for small business owners. And we do, um, have a focus on minority and women owned businesses because they usually need more help. So our mission is to empower those businesses that are struggling and to help them succeed and to improve the survival rate for for those businesses in the state.

Lee Kantor: So now, why was it important for the Better Business Bureau to partner with them? Him.

Kimber Armstrong: Well, Better Business Bureau is steeped in the small business community, and it was just kind of a natural progression for us to branch out and provide, you know, resources we see up front in the community what the needs are. Customer complaints, customer reviews. We process about 65,000 customer complaints every year and around 26,000 customer reviews. So we have a front row seat to what’s going on in the market and who needs help. And we just we see entrepreneurs. We know that they have a passion and they they hit the ground running from sunup to sundown and they’re wearing all the hats. And while there are many, many great resources in metro Atlanta, we know that small business owners typically don’t have a half day or a whole day to spend chasing down those resources. So that’s why we come up with the idea to come directly to them. And so we partner with experts. Um, we pretty much stick to two main buckets of content that we’re teaching them. So it’s access to capital and financial management and legal and administrative services. So we have a broad network of amazing partners that help us.

Kimber Armstrong: A partner can like host an event. They can sponsor us, they can provide subject matter expertise, or they can help us get the word out to get businesses there. Um, and it is this mobile resource center is an expandable trailer. It’s 53ft long. And once we park it, it expands 15ft wide and it ends up being about 850ft² of Oval Office space. So it’s really cool. And it’s it’s kind of futuristic looking. It’s it’s drawing a lot of attention in the state of Georgia so far. Uh, when we went to the DMV to get our, our title, they said, oops, you’re going to have to come back. We don’t have one of these in the state of Georgia yet, so we’ve got to come up with a number. We’ve got to assign it a number. So it’s it’s new and exciting. And um, like I said, people just seem to be enamored with the whole whole trailer aspect, and there seems to be a great need in the state for it now.

Lee Kantor: Uh, Doctor Washington Hubbard, um, what was the thinking behind Brunel’s involvement with this venture?

Shatrela Washington-Hubbard: So when Kimber initially reached out to me about what bridge was trying to do in communities, it was a natural fit for us. Um, Hall County has been number one in the state of Georgia for small businesses. And so we know that small businesses are growing in the community. However, as Kimber said, there are some small business owners who do not have access to certain resources. And so, as the College of Business and Communication has been trying to infuse experiential learning into our courses and partner with the community more, this seemed like a natural fit for us to support the community as well as the college and that entrepreneurial ventures.

Lee Kantor: So can you tell us a little bit about how the event went?

Shatrela Washington-Hubbard: So for the event, we had a two day event as our kickoff. There was a networking night on Thursday, and that was the arrival of the Mobile Resource unit. During the networking event, we had representatives from bridge from Brunel University as well as community partners, faculty, staff and students in attendance. Individuals were able to network with each other and sign up for the day two um, which was on that Friday, to actually receive um services on the mobile resource unit for day two, which was that Friday. That was when the mobile unit was open, and we had partners here who were able to provide one on one, um, consultations with small business owners to support them with their small businesses. Individuals were also able to tour the mobile unit on that day. So, um, from the statistics that I received, I think that we serviced over 35 individuals on that Friday. So for the initial launch, I would say that this was a very big success. And we’re just appreciative, um, to bridge for having the honor of having the first, um, service date at Brunel University.

Lee Kantor: So now is it touring around other is that the plan to go around to other universities around the state, or are you going to other locales as well?

Kimber Armstrong: Yes we are. So we um, we just got the trailer about a month ago and, um, you know, very quickly have done the kickoff and, um, have been at some other events and, um, we’ve got 25 confirmed events on the calendar so far. And we know that, you know, we’ve heard from, um, some state leaders that there are plenty of communities that need help. And whenever you know we’re ready, there’s a list they’ll give us so that we can go into other communities. We are building this initiative to scale. We plan to serve a thousand businesses within the first 12 months and 3000in the next 12 months. And by year four, we plan to have about five of these mobile resource centers.

Lee Kantor: And then so then, can you share a little bit about what exactly is happening? Say, I’m a small business owner. I see that you’re coming to town. Um, what is what what should I be doing in order to get the most out of this?

Kimber Armstrong: Yeah. So we we have an events page on our website. Um, the, our parent company is called M works m w o r x. Uh, so it’s powered by M works. And if you go check out the events page, there are registration links. We’re going to be in Henry County. Um, we’ve got a commitment with them to go out monthly. Um, we’ve got a commitment with Doctor Washington, Hubbard and Brunel University to provide ongoing resources for their community for three years at least. Um, and so some some of the events we do are like more of a pop up event. Um, but we are providing actionable resources. It’s really important to for us to provide, you know, we don’t just want to we don’t want an entrepreneur to come spend a couple of hours with us and then feel like they’ve just been handed off to someone else. So, like when we were at Brunel, um, the, the individual business owners came on board and they sat down with, um, like access capital for entrepreneurs who actually can offer lending products and can tell them whether they qualify for those loans. And as we progress and, um, you know, build out the programing more, we’ll be very intentional about advising business owners who are coming, like if it is a loan application, they want, you know, you need three months of bank statements and a couple years of tax returns, whatever the requirements, because there’s so many different lending products out there and so many different things that are needed at the time. So, um, and then also we have attorneys that we’re partners with. We know that what we hear is small business owners don’t, you know, it’s kind of intimidating if you don’t know the legalities of maybe it’s contracts with customers or vendors, vendors. Um, so anything like that, if we have an attorney that day, um, and they need to bring anything that they need to have looked over, um, it could also be like their formative documents for their corporation, as a corporation, those kind of things.

Lee Kantor: So they’re actually getting it’s not just like, oh, you need to call a lawyer and here’s my card. And then, you know, this is something they have to purchase. This is actually giving them free consultations and actionable things at the event. It’s not just, like you said, passing them on to somebody who’s going to charge them a lot of money down the road.

Kimber Armstrong: Yes. That’s correct. So we’re actually providing the services there. Um, one of our upcoming events, we have our Department of Revenue partner that will be there with us. And it’s always interesting. She’s done um, some educational programing with us before. And it’s interesting to see this audience of entrepreneurs, their eyes get really big when they when they, they are understanding what is required from them through the Department of Revenue and running their business. They’re like, oh, I didn’t know that. You know, so, um, just a lot of really helpful information like that to steer them in the right direction, to do business the right way so that they can, um, thrive and grow.

Lee Kantor: So you mentioned ace, um, the access to capital for entrepreneurs, folks, are they they’re like actually filling out applications to, you know, help them get some money or funding.

Kimber Armstrong: Yes. So they, they, um, and we have, we have like 18 financial partners. We’ve got an extensive array of, loan products and other type of financing, credit, business credit, those kind of products that ace is very you know, they have their criteria. And so there’s a certain, um, business owner where they are in their business life cycle that fits in with their loan products very well. Um, and then we have other lenders who may offer, um, like equipment loans, you know, small, smaller loans. We have, you know, ones that offer bigger loans. It’s just there’s so many different products out there. So it’s it’s kind of like a little matchmaking game to, um, you know, work with our partners to decide who we’re inviting, who’s going to be there, and exactly what services we’re going to offer. And then also like in what language, because Doctor Washington Hubbard, um, when she and I first started talking about this, she said there’s a large Hispanic small business population. And so that’s, you know, that’s something that we’re factoring in as we’re, planning and building out the programing that we will have Spanish speaking professionals, because we know that they they need that in order to trust the information that they’re getting. So it’s very tailored to the community and the businesses that we serve.

Lee Kantor: Now what stage of an entrepreneur life cycle are you dealing with? Are these folks that have been around for like a year, or are they folks that have been around for ten years, or are they people that have an idea on a napkin?

Kimber Armstrong: It could be all of the above. So, um, our our definition of a small business is a business up to $1 million in gross annual revenue.

Lee Kantor: So up to a million, which is kind of the opposite of what, uh, the, the official government small business description is.

Kimber Armstrong: Well, and we’re so we’re, you know, in private nonprofit. So we, um, it’s, it’s important to us to help the businesses that really need it. And so at this point, that’s our guideline, right?

Lee Kantor: No, that seems that’s the majority of the businesses I would imagine. I think what small business definition, according to the government, is like $50 million or something.

Kimber Armstrong: Oh, wow. Yeah, I didn’t I would I would have had to look that up.

Lee Kantor: But yeah, it’s.

Shatrela Washington-Hubbard: That’s not.

Kimber Armstrong: That’s not very small.

Lee Kantor: Exactly. At least in my experience though, I think you’re going to hit a lot more people.

Kimber Armstrong: Yeah.

Lee Kantor: Now you mentioned.

Kimber Armstrong: Out there that need it.

Lee Kantor: Absolutely. And and the most fragile like this is where this type of information and resources are the things that, you know, make or break an organization. So if you’re really trying to give them the best chance to thrive and survive and grow, you’re doing it at the right time.

Kimber Armstrong: Yeah, I think that sweet spot is kind of somewhere in that 2 to 3 year mark where things are either they’re going to they’re going to figure it out and they’re going to soar with their business or they start really floundering, you know, and they need they need to grow. But they may have, um, maybe on poor advice or just not knowing. They, they report, you know, no earnings to the IRS. They, you know, write everything off. And then they want to go to a bank and get a loan. And you can’t do that. A bank’s not going to loan you money if you’re not showing any income. So it’s really taking those things that we know, um, that they need help with and getting out ahead of it so that we can, you know, help them not get to that point where it’s like, oh my gosh, like, the wheels are falling off and I’m just gonna have to close the doors like there’s so many steps leading up to that. And that’s what we hope to accomplish is to interject at the time that they need it the most.

Lee Kantor: And you’re partnering with, uh, other folks like Doctor Washington Hubbard at universities, but you’re also partnering with chambers of commerce and other kind of business hubs and communities.

Kimber Armstrong: Yes, absolutely. So honestly, like a host partner needs to be able to, um, accommodate a 53 foot trailer number one, which they have the perfect space at Brunel University. And, um, you know, chambers are a great partner too, because they have those networks of small businesses that they can help get the businesses there. Um, so yeah, that’s you’re exactly right.

Lee Kantor: Now, Doctor Washington Hubbard. Um, what was your thinking? Your, um, the dean of the College of Business and Communication, but you were also the first one in and you took action before anybody else. Um, what was so compelling about this, um, organization and this vision that that got you to take action so quickly? And if you have any other advice for other folks out there that should be hosting this type of, uh, an event, uh, what would you tell them?

Shatrela Washington-Hubbard: Well, as a university, um, and specifically as a college, we’ve been working with a lot of organizations, specifically with small business owners. And when they told me the population that they were really targeting, it was really a passion for me. Um, we’ve been servicing small business owners, not just in the United States, but we have been partnering as a university with different municipalities, with, um, different universities and programs in Costa Rica and Panama as well. So this is an expansion of the work that we’ve been doing as a university and a college. And so with Kimber, I’ve actually worked with her on a few other projects, and we serve on a board together with the Georgia Women’s Chamber of Commerce. And so, um, we both have always said that we felt like we would be doing more work together. And so she pitched the idea to me, and I knew that in the Hall County area, there’s a real diverse group of small businesses. And so I brought together a small group of individuals to see if this is something that the community would want and need. And everyone was in agreement that we should move forward with this. So even with being the first, one of the things that I told Kimber is I know we would have hiccups, but I was willing to just power forward. And I think it’s a great initiative. It’s very needed. A lot of businesses are still going through that post pandemic struggle, um, and trying to recover. So I thought that this was the right time. And so I was glad to step in to, um, be the first.

Lee Kantor: So what do you all need more of? And how can we help you? Do you need more sponsors? You need more locations to host the, um.

Kimber Armstrong: Yes, yes we do. Like, as I mentioned, we, um, our intention is to serve thousands of small businesses and to grow, um, you know how many vehicles we have out there across the state. So we we definitely desperately need sponsorships. We, um, we need host partners. Like for now, University. Um, we need other organizations that can help us get people there. So we’re bringing the mobile office space and our network of partners. Although as we’re growing this and building this like it’s very community focused. And Doctor Hubbard has introduced me to leaders in Gainesville with many more to be introduced to. So as we’re going into each of these communities, we’re reaching out to, um, leaders and professionals in those communities so that the small businesses that are there have, you know, have somebody that they know and trust where it’s not like we’re, um, our office is in Alpharetta, but it’s not like we’re bringing in, you know, all these folks from metro Atlanta with their great, great, great resources in metro Atlanta. But we’re unearthing and building those partnerships in the communities that we serve in.

Lee Kantor: Now, are you also building community for the entrepreneurs that are going through this, um, experience? Is there a place for them to connect with each other and to. You know, as a alumni of going through there. Is there a an effort to create community around them as well?

Kimber Armstrong: Yes there is. That’s a great question. And it’s not something that I that’s like completely finalized at this point. But we’ve talked to them about it internally among our team that they absolutely need to have that, um, that core group that they’re, you know, working through these stages with and that they can, um, mentorship is huge. And I hear that from, from small business owners often, like from, um, black female entrepreneur. Like, I don’t even know how my white counterpart is networking at the level that she is. Like, I don’t even have that access. So providing that ecosystem, it’s right now it’s a mobile ecosystem, um, which we know we can address digitally, but we can also address by, um, you know, reconvening at these at these Yeah. Community locations. I foresee that with Grinnell University that as we go along, we talked about having, you know, whether it’s quarterly or bi annually, um, you know, a congregation, a high level networking group where we can go and have leaders present, um, and also these businesses that are, um, committed to, you know, doing what it takes to, to succeed.

Lee Kantor: So let’s, um, help people connect. Um, what is the best way is there a kind of a center point for learning more and getting on a list if they’re coming to a community near them?

Kimber Armstrong: Yes. Um, our website is worksource. And you’ll you can, um, become a member there. There’s no charge for that. You can look at the events page and register for upcoming events. You can reach out through the contact form on the website. And that comes directly to me. So I just encourage, you know, anybody who has a desire to learn more, go to the website and reach out. I’m happy to connect with you. Um, we’re also having a kickoff at State Farm Arena on June 16th. That is, um, there’s a registration link on our website. We do ask people to register, but there’s no charge to attend. And that’s pretty exciting. We’re going to have the trailer actually, um, in the arena, and we’re fingers crossed we’re trying to get Mary Dickens there to speak and some other, um, some leaders from the Hawks and the Atlanta Dream. So, um, check that out on our website, too. We’d love to have a big crowd show up.

Lee Kantor: And then if somebody wants to learn more about brenau, uh, Doctor Washington Hubbard, is there a website you can share? Uh, if somebody wants to learn more about Brenau or connect with you or somebody on your team.

Shatrela Washington-Hubbard: Yes. So Brenau University, our website is brenau b r e a u.edu. We’re also on social media channels so you can look up Renown University and specifically the College of Business and Communication. So we are CBC at Renown on Instagram. And um, you can connect with us on LinkedIn as well.

Lee Kantor: And Kimber, if somebody wants to learn more about the Better Business Bureau or connect with you.

Kimber Armstrong: Yeah. So we’re we’re all over LinkedIn and Instagram and Facebook. So we are um, our handle on LinkedIn is Better Business Bureau Atlanta and Northeast Georgia, I believe that’s kind of our official name for this, um, locale.

Lee Kantor: Good stuff. Well, thank you both for sharing your story. You’re doing important work, and we appreciate you.

Shatrela Washington-Hubbard: Thank you for having us.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

Dany Hernandez With Sonaara

by

Atlanta Business Radio
Atlanta Business Radio
Dany Hernandez With Sonaara
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Dany Hernandez is a Cuban immigrant pursuing his passion for connection and community through technology and business. He graduated from Emory University in 2023 with a focus on Marketing, Entrepreneurship, and Organization & Management.

He’s working on a startup called Sonaara, a meetup app that connects users to one another at local spots, creating authentic, spontaneous connections and turning online matches into real customers for local businesses.

Connect with Dany on LinkedIn.

What You’ll Learn In This Episode

  • What inspired the creation of Sonaara
  • How does Sonaara foster spontaneous in-person connections differently from existing social and dating apps
  • How are local businesses a key part of Sonaara’s ecosystem
  • How they’re building safety, trust, and authenticity into a spontaneous-first experience

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, CSU’s executive MBA program. Without them, we couldn’t be sharing these important stories. Today on Atlanta Business Radio, we have Danny Hernandez, who is the CEO and founder of Sonaara. Welcome.

Dany Hernandez: Thank you so much. It’s a pleasure to be here. I really appreciate you having me on board to talk about, you know, my story in Sonora.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us about Sonora. How you serving folks?

Dany Hernandez: Yeah, exactly. So, you know, sonaara is basically this app. It’s a social media app that we created, you know, a few months ago back in 2024. And basically the premise is that we’re facilitating spontaneous meetups at local venues, right? So let’s say it’s a Friday night, you know, and you’re looking for something to do or someone to hang out with. You can ping a local business, whether that be, let’s say, like Taco Tuesday to a local Mexican restaurant, or if there’s a bar that’s having, you know, like maybe 20% off cocktails, you can ping it to show people that you’re interested in going. And so people in a 15 to 20 mile radius from you see that notification. And if they’re also interested, then they match with you. And then you guys end up actually going and hanging out at that, uh, you know, restaurant or coffee shop or bar or whatever it be. So really, what we’re creating is a double sided marketplace for both users to create connection and for businesses to get new customers.

Lee Kantor: So what stops a business from just always paying themselves?

Dany Hernandez: Well, that’s exactly what we want them to do, right? So let’s say you’re, you know, a restaurant and they go on the app and you’re having some sort of special. Right. You might put up a ping saying, hey, you know, come here. So basically what you’re doing is you’re letting everyone know right through like a bullhorn, like, hey, come check me out. And so people that are around your restaurant, right, they can see that activity. And if they’re interested in it, they can, you know, facilitate that spontaneous meetups themselves by matching with others. Right. Because for businesses, a big problem is that, you know, especially for small business owners, doing social media advertising and other forms of marketing can be like very, very expensive. Not to mention that creating content that stands out in today’s oversaturated social media space, like, takes up a lot of time, right? So by basically just paying yourself and saying, hey, come here, it saves them a lot of time, and it really greatly increases their return on investment because they don’t do any of the work, right. The app and the users on the app do the work for them because they facilitate their own meetup.

Lee Kantor: So do they have to say like have a special of some kind or like it doesn’t have to necessarily be a discount. It could be like a unique beverage or a unique, you know, sandwich or something. It could be something unique that they’re sharing. Hey, this is happening right now.

Dany Hernandez: Exactly. So it’s not like you need to have some sort of special or discount to, you know, make a ping for yourself if you’re a business. It can literally be, let’s say, you know, you are Palo Santo, which is one of my favorite, you know, Mexican restaurant rooftop areas here in Atlanta. You can just make a ping for your for yourself, right. And so people can match at that location just, you know, maybe during your normal hours of operation or whatever it be.

Lee Kantor: Now what does a match mean.

Dany Hernandez: So match basically means that, you know, let’s say you’re looking at a ping right for, um, that same example, palo santo. You see a list of people that match your filters and your preferences. So let’s say I’m looking to meet, you know, male friends in Atlanta that are between the ages of 22 to 28, right. I’ll see a list of people that have paid that activity that matched my preferences. And if I look through them and I see someone that seems really cool, I can check out their profile, see that we’re interested in sort of some of the same hobbies or activities. I can let them know, hey, I’m down. We’d love to, you know, meet up and send them a message. And if they accept my response, then we exchange contact cards and make plans to meet up at the location.

Lee Kantor: So it’s not that they’re going to just you’re you’re not saying, hey, I’m going to be at this place at this time, and then you just hope other people show up. This is like you’re kind of making plans.

Dany Hernandez: Yeah, exactly. So you’re making more of a spontaneous plan, though. There could be a use case where, let’s say maybe you’re out at the Beltline or something, right? And you want to make a ping saying, hey, I’m at the Beltline, who wants to hang out then? That could also definitely be done as well. So it really depends on the on the user and what their preference are. You know, because you’re not going to go to a, you know, maybe like an Italian restaurant by yourself, ping it and hope someone responds, you know, so it really depends on if you want to create a plan for that same day, or you’re already somewhere and you want to let people know around you like, hey, he wants to meet up.

Lee Kantor: So what was the genesis of the idea? How did this get created in the first place?

Dany Hernandez: Yeah, so the genesis of the idea is that basically, you know, it was like a Friday night and I just wanted to do something, but all of my friends were busy and I really wanted to explore, you know, this new bar that opened up or this new club. And it was very difficult for me to try to find someone that was also down that same night to hang out through the existing apps, because the current solutions for people to meet others, they’re not really catered towards spontaneous, you know, sort of like in the moment hangouts. So I tried using them and I couldn’t find anyone to hang out with that same night. So I just thought to myself, like, what if there was a way for me to instantly connect with others who are nearby, free right now and ready to hang out? And so it’s sort of what really inspired me to start developing the app. And, you know, one of my one of my major passions in life is really just connection and community. So I think being able to bring people together in a way that also supports local businesses is something that I’m really proud to be working on.

Lee Kantor: So, um, when you had the idea, are you a coder? Like, did you are you a technologist? You were able to create this or you had to find other people that kind of buy into the vision?

Dany Hernandez: Yeah. So not at all. Which is honestly like crazy because I didn’t really have a coding background. Right. So I went to Emory University. I majored in marketing and entrepreneurship and organizational management. Right. So absolutely zero coding background, but I knew that I always wanted to be an entrepreneur and I wanted to make some sort of app. Right? So I tried to learn how to code myself. And, you know, the progress was very, very slow. But this was right around like, you know, 2021, 2022 when ChatGPT and I started coming out. And I’ve just been able to leverage artificial intelligence to really expedite coding processes. So, you know, the entire app has really been developed through the help of AI.

Lee Kantor: So it’s just been you and I.

Dany Hernandez: Yeah. And I did have some, you know, tech interns as well that have hired from other colleges throughout the country, as well as a partner. That did help me out for a little bit. But the majority of the work that has gone into the app, which was made using React Native and Firebase for the back end, has been with the help of ChatGPT and other artificial intelligence, you know, tools like windsurf and cursor.

Lee Kantor: So, um, do you have any advice for other kind of aspiring entrepreneurs that aren’t kind of technologists but want to leverage AI? What are some of the things you learn? What are some do’s and don’ts when using AI to build an app?

Dany Hernandez: Yeah, I would say, you know, don’t. It’s so easy and literally anyone can do it. Like it’s so easy to. If you have a vision for an app or a software, you don’t need to try to find someone that has that experience or spend like, you know, months or years trying to code it yourself, right? Because also software development can be super, super expensive. I remember I was working on another app. Uh, that’s not sonar, but it was something previous to it. And I was getting quotes from people right from different companies. And I remember some charge from $30,000 all the way to over $100,000 for an app, right? So if you don’t have that capital yourself and you can’t bootstrap, um, you would have to go to like the VC route, you know, and get funding, but that, you know, could give up equity. Even then it’s not really guaranteed, right? Um, so if you have a vision for a software, just go for it. Like use AI, go to ChatGPT, say, hey, I’m trying to work on this type of app. Uh, you know, how do I set this up? And it’ll teach you how to make that coding environment. And then just little by little, feature by feature, you can go ahead and code it out, right? Because when you break it down in a step by step process, coding an entire app really becomes very doable. So definitely don’t feel like, you know, if there’s any constraints. We’re in a world right now where anyone can really create a startup. And I think that’s been done through the help and, you know, the advancements of AI.

Lee Kantor: So what are some of the basic prompts you use to get started on something that’s like at first it’s obviously starts broad, and then you have to slowly kind of hone it and narrow it down to the exact thing you want in your app.

Dany Hernandez: Exactly. Right. So, you know, when I first started working on the app, I still have an idea in my head of what I want it to look like, right? So for Sonora, I knew that I wanted a very simple, you know, easy, intuitive map interface because the way that sonar works is basically there’s a map, right? And in the map you see the pings around you. Right? So I knew that I wanted a map interface. So I would go to like touch and be like, hey, I’m working on this social app where people can, you know, meet others instantly. Um, create a map screen that shows, you know, like pings nearby. A ping is like a restaurant saying, hey, we’re having like, this deal, we’re having this activity. Um, and then it’ll give you, you know, a very basic response that sometimes it could be, you know, riddled with bugs, but over time, you just keep asking like, oh, I’m getting this bug, fix it, and it’ll fix it over time. Uh, and then from there you can really go, oh, now add this feature, or a user can create a ping and now add this feature where they can look at notifications. So it’s all about creating that foundation and then you build up on top of it.

Lee Kantor: So now in this app you need you said it was a double sided marketplace. So you need the restaurants and bars to ping. Right. And then you need the people to also react to that. Like which comes first.

Dany Hernandez: Yeah. So this is, you know, classic chicken and the egg issue of a double sided marketplace. What is the most important thing on top of anything is definitely the users right. Because for the businesses right. You us as like the sonar team can put these activities on the app ourself, right? Like, oh, come to this restaurant, come to this bar. But you can’t really fake users, you can’t create artificial demand. So the user is definitely the most important. So we’ve tried to do is develop, you know, marketing strategies that would really try to help us growth grow, including, you know, campus ambassador programs, psychologists like Georgia Tech and Emory, you know, trying to get that student population active on the app because that’s definitely more of our target market, you know, or maybe just like younger, more spontaneous, adventurous, you know, young adults aged, um, maybe like, you know, 20 to 30. So definitely getting users on the app is the most important thing because once you have those users, you can then go to the businesses and say, hey, look, we have a thousand people here in Atlanta that are ready to meet others that are looking for places to go, right. And the great thing about this app is that there’s already 75 million Americans that are using apps to connect online, right? But the problem with these other apps is that they’re leaving businesses out of the conversation. So Sonera is including them by enabling people to match around activities instead of just profiles.

Lee Kantor: So now how do you kind of deal with, um, safety and authenticity and, you know, make it, you know, kind of a safe environment where people feel comfortable saying, hey, I’m going to meet you somewhere.

Dany Hernandez: Yeah. So this is definitely a very valid concern. We’ve gotten a lot of a lot of, you know, questions and thoughts about that. Safety is definitely like a huge priority for us. We have some features that will make our users feel more safe. Uh, for example, we’re going to have verified profiles where if you interact with someone on Sonera, you know that they’re actually a real person and not a bot or a catfish. Additionally, when you’re making a ping, you actually take a picture of what you look like in the moment, which further, you know, um, protects against, like catfishing. And the user can set their own preference preferences and filters as well. Right. So their pings are only visible to the type of people that they set in their filters to. So all these features really help to, you know, um, make the user feel more protected and safe. And in addition, we also have reporting and blocking features. Uh, so if there’s ever, you know, like any bad actors, we can take care of them quickly.

Lee Kantor: So what have you learned about building community? Um, did you start with this kind of college ambassador plan, or was that something that was evolved over time?

Dany Hernandez: Yeah, well, I knew that I wanted a campus ambassador program because even when I was going to Emory, I would always see other companies, you know, do that. For example, like I remember Berea, which is also another very popular social app, would have booths at Emory and would get people to to download the app. So I know how important it is to build, sort of like, you know, demand through a college population, through ambassadors. Uh, so it’s definitely very important. And like, really what my goal is with Sonera is just to get people as connected as possible, because there was a lot of times, you know, when I was in Emory and I was just like in my dorm or in my apartment and like I wanted something to do, but, you know, like, I didn’t know what was happening, like, on campus or didn’t really have anybody to deal with because my friends were maybe like studying for exams or they were busy. Uh, so I want to create a solution where no matter what day it is or, you know, like how lonely you are, you go on the app and you find someone to hang out with on demand. So I hope that being by being able to provide this for, you know, students and just people in the Atlanta area, people can feel more connected. And we can we can really drive community forward.

Lee Kantor: So when you had the idea for the app and then you started building it, is it right now at a stage where it’s it’s live? It’s it’s out there.

Dany Hernandez: Yes. We recently probably within the last week just made it live in Atlanta. Uh, and our goal now is just growth. So we’re really trying to get as many users as possible. So, um, you know, going forward we’re going to do some outreach like on the Beltline, you know, just getting people to like download the app or maybe even like giving out free waters to people that are like walking, especially if it’s a hot day and you get a free water by downloading an app. Like, who wouldn’t take up that offer? You know what I mean? So trying different tactics and strategy just to just to build growth. Um, and then also, you know, we’re posting on our own social media, like our TikTok and Instagram to try to get more eyes on the app as well. Uh, but yeah, definitely just, you know, user growth is a top priority right now.

Lee Kantor: So have you gotten to a point or do you have kind of signals that, hey, this is going to work? Like, do you have things that you’ve experienced with people at least trying the app or playing around with it that you were like, okay, this is just a matter of I got to just get more eyes on this.

Dany Hernandez: Yeah, definitely. So there’s a few things. Number one, uh, before I even started really like developing the app, I did some customer discovery. So I interviewed some college students, you know, to discuss their current experience with, like, other apps and how they meet people. And through them, I really identified what was causing the issue with other apps, uh, leading to not really being able to connect in person. So, uh, just to preface what the current apps that exist out there. It’s like Bumble for friends, you know, or like, you know, Hange or any of those apps. Less than 2% of matches actually convert to an in-person hangout. And after, you know, interviewing college students like figuring out why. There are three main reasons. So the first reason is that schedules don’t align, right. So some people would be free like on this day, but this person will be for the other day. Another major reason would be that conversation would fizzle out. So, you know, they might talk for a little bit, uh, but eventually, like, it would really just go nowhere, right? And another major reason why people didn’t really connect is because there was a lack of genuine interest. So just because someone would, like, swipe on one person, it didn’t really necessarily mean that they were actually interested in hanging out in person, right? So what we created with sonar was just a way for people to actually show, hey, if I match with you, it’s because I genuinely want to hang out, like in person as fast as possible And just based on the, you know, discussions and conversations that I’ve had with students by showing them the app.

Dany Hernandez: Um, it does seem to have like a lot of interest. And even on the social posts we’ve made on our TikTok, all the comments are very positive. And, you know, I’ve heard things like, you know, I really love the idea. I can’t believe this hasn’t been done before. So I’ve gotten a lot of positive reception. Uh, and users have been joining the app. So I think right now we have about maybe 300 users that have, you know, signed on and created a profile, uh, and joined the waitlist that we just, you know, made it live the other week. So definitely just focus on growing the users. And I have seen some signs to show that people are actually interested in this. And they would use it.

Lee Kantor: And then, um, but are you organizing like, like you said, you’re going to show up with waters and stuff to get more users, but are you kind of being the instigator and saying, hey, everybody show up at, you know, Krog Street on the Beltline to hang out like we’re all, you know, going to get, You know, a meal there or something like are you as an organization, like trying to be the impetus to kind of attract a crowd so that they’re all going somewhere?

Dany Hernandez: Yeah. So I think at the very beginning, we definitely have to do that. Like, you know, some sonoro sponsor, like meetups where it’s like, hey, come here. We’re gonna, you know, like maybe pay for people’s drinks or stuff like that. Um, but like the hanging out in the beltline. Beltline stuff that’s just like, you know, marketing, like trying to talk to people as they’re walking by and be like, hey, check out the app. Like, maybe we’ll have a table up or something like that. But definitely, you know, at the very beginning stages of a startup, you got to be super scrappy and trying to find ways to get people interested in the app. So I’ve definitely explored things like, you know, having partnerships with organizers that host events and, you know, trying to, you know, help them get more attendees by having people match on Sonora for their events and stuff like that.

Lee Kantor: So so you’re looking for partners, you’re looking for, uh, restaurants and bars, and you need more users. That’s the kind of what you’re working on right now.

Dany Hernandez: Exactly. And on top of all that, I’m definitely trying to grow the team as well. Because right now we have a group of, you know, very talented people, but we maybe have, you know, 4 to 5 people on the team right now. Uh, so definitely try and grow it as fast as possible. And to grow quickly, you need a big, dedicated team. Uh, so trying to get more people on the team as well, to really push us forward is also a priority for me.

Lee Kantor: And the thing that makes Sonera unique and different is it’s about the the spontaneity of the moment, right? This isn’t like, let’s make plans for next week. It’s like, let’s do something now.

Dany Hernandez: Exactly. So it’s one of like the major things that really make us unique. And then the other thing that really just makes us stand out from the other apps is that we actually involve local businesses, right? So with Sonera, you don’t just match around profiles, you match around activities. Right? So by letting people sort of match on, hey, I want to go to this place. Who’s down? That’s also something unique that we offer that a lot of other apps don’t as well.

Lee Kantor: So if somebody wants to learn more, um, play around with the app. What is the best way to learn more about it? Is there a website? Is there a way? Is it on Apple and Android and Google stores? Where is it at?

Dany Hernandez: Yeah. So right now it’s on the Apple Store. We’re still working on the Android version and that should be released in the coming months. And you could also check out sonar.com. S o a r a.com to just learn more about it. You know, see some press that we’re on and get any updates about the app there.

Lee Kantor: Good stuff. Well congratulations on all the momentum.

Dany Hernandez: Thank you so much I appreciate it. And thank you again so much for having me.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

Shannon Earle With Coach with Shannon

by

Shannon-EArle
High Velocity Radio
Shannon Earle With Coach with Shannon
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Coach-with-Shannon

Shannon Earle, Life Coach at Coach with Shannon.

With a Masters in Communication and Leadership, she have worked with individuals for over 18 years. Before coaching, she worked in therapeutic boarding schools for young adults, assisting them in finding themselves and helping the family to learn to work together.

She then incorporated neuroscience, and everything changed! She coached individuals, school staff, and students on shifting how they experience and relate in their lives. The tools that she teach have impacted her clients lives in such an amazing way, it is a gift for her to be their coach.

Working with CEO’s and School administrators allows her to utilize her skills in leadership to inspire new ways of approaching their teams. When we understand the basics of what the brain is doing it is a lot easier to understand that our employees also have fast brains and with slight shifts we can create cultures of growth.

She have two amazing daughters who inspire her every day! She was a Division one swimmer and one of the most amazing jobs she have is to bring mental performance skills to Fresno state swimmers. She love people and I she love what she does.

Connect with Shannon on LinkedIn and Facebook.

What You’ll Learn In This Episode

  • If you want to create change you will need to pay attention to what the brain is doing
  • When you are in charge of your reactions and shift to making choices we are truly free
  • Fast thinking/Slow thinking
  • Our internal emotions are up to us
  • Thoughts create our perceptions so if we want to have a different experience we will need to change the thoughts we are thinking

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show we have Shannon Earle, who is a life coach with Coach with Shannon. Welcome.

Shannon Earle: Thank you. Thanks for having me.

Lee Kantor: Well, I’m so excited to learn about your practice. Tell us about coach with Shannon. How you serving folks?

Shannon Earle: Um, well, I have been working with clients for the past, um, 18 years and a whole bunch of different capacities. Um, I started out working with young adults who were meeting some assistance and kind of finding their confidence. And then I worked with their parents, and then eventually I moved into creating my own kind of coaching practice. And now I work with anyone who is ready to shift maybe their mindset so that they can start to move in the direction that they want to. So I have athletes, I have parents, I have CEOs, I have, you know, really anyone who’s really ready for a change.

Lee Kantor: So what are some symptoms that a person might, uh, be ready for a change or might consider getting some coaching?

Shannon Earle: Yeah. Good question. Um, I think that a lot of the times what I see with clients is that they come to this place where they feel like there’s no hope. You know, like the brain has kind of created these limiting belief systems, um, throughout their lives to the point that they can’t see outside of that, the possibilities have kind of dimmed. Um, and they’re just they’re at this place where it’s like, okay, this is not how I want to be living my life. Um, I would like something different, but I’m not really sure how to get there. And so when they then show up like that, it’s just amazing to help them understand what the brain is doing to keep them in that state, and how they can start to kind of work around what’s happening until the brain starts to understand that they would actually like to live a different life. Um, so yeah, usually it’s like for me, I think in my 40s, it was like I felt like I was in a tunnel and I was just like, is this it? Like, is this what life’s gonna be like? Um, for young adults? I think it’s a little different for them, and it’s more of probably self-doubt. They’re just like, I’m not really sure what I’m doing. Um, and helping them gain some control over what it is they’re thinking so that they start to gain that confidence. So it’s a little different depending on the age of the client.

Lee Kantor: Something you said that struck me was you said the brain is doing this. So how does that come about? Like, is this just kind of a result of a bunch of habits? Or you’re kind of like, I picturing kind of a record where it’s just a needle in a groove, just going over, kind of creating a pathway that maybe isn’t serving you.

Shannon Earle: Yeah. So it’s not a bad, um, description of you get into these grooves. It’s, you know, what neuroscience is saying is that we have these neural wiring systems in our heads, and they get created based on what’s happened in our lives. So one of the statistics that neuroscience figured out was that we take in 11 million bits of information in a second, but the brain and its beauty will edit it to 40. So you’re only receiving 40 bits of information out of 11 million. 11 million that actually happened, was said it was around you, but your own. Your brain’s editing it because you can’t actually handle all of that information. The problem is, is that those 40 bits are based in maybe when you were five, right? Like whatever happened, the brain was laying down the wiring to get you to where you are now, making quick work. It’s always wanting to make quick work of what’s happening. So when something happens, the brain’s going, oh, well, this is just like when you were 13. So this is what’s happening. It’s just it’s not always accurate. It’s just old. And so if we’re wanting to approach life a little bit differently, we actually have to start to create new neural nets in our head for the brain to follow.

Shannon Earle: And the way to do that is through our thoughts, right, is to think in a new way, which isn’t easy because the brain’s like, let’s not do that. Let’s do it tomorrow, right? I don’t really feel like it. It doesn’t really like new the brain. It prefers to stick with what we know, even if it’s miserable. It’s easier for the brain. Doesn’t have to use as much energy. And so my job as a coach is to help. I’m outside of that neural system. Right. And I get I can see it a lot easier than, say, the client, because it’s hard when it’s yours, because it feels real. Um, then I can start to help create that new neural wiring. Right? And then with practice, the brain eventually will just kick in. It’ll be its new automatic. But the beginning part is more challenging because we have to bring our awareness up and we need to be able to understand that what we’re thinking, because the brain’s always thinking, it’s always having some sort of thought process. We’re just not always consciously aware of what it’s thinking. But those thoughts are creating our perception of what’s happening in front of us, which then we respond to the world in a certain way.

Lee Kantor: So how did you develop this methodology that kind of gets people out of this rut and opens their mind to, you know, this new pathway or doing things a different way in order to get a different outcome?

Shannon Earle: Yeah. Um, well, I have to say I have to give a lot of thanks to the young adults I worked with because they were not, um, coming on purpose. They were very resistant. And so I honed my skills in having to kind of show up differently all the time. And then I’ve just I’ve studied and didn’t really read a lot about neuroscience. Um, I had an amazing teacher who helped me kind of uncover some of the tools. It’s there’s there’s so much information out there. It’s just sometimes putting it all together and being creative enough to say, okay, well, that didn’t work, so let’s try this. Um, but I’d say it’s I’ve, I have worked, you know, one on one with people for so long that I think I’ve just got a, I’ve created a huge tool bag to be able to help, um, people kind of work around the resistance that the brain’s going to bring and, and also teach really clear tools of, okay, look, this is what’s happening. So if you want to do it differently, you’re going to need to pay attention and start choosing. Um, but I think mostly I really do think the young adults and their parents. Right. Like, the parents, um, really helped me hone my skills of being able to just meet people where they are and with no judgment. I mean, I’ve heard I’ve heard some of the most horrific stories of people’s lives and watch them overcome them. Um, that really nothing surprises me. Uh, and so I think that that’s a gift that I have of just like, okay, you want something else? And let’s get there. And there’s no judgment on who you are or where you are. Let’s just start to practice what you do want.

Lee Kantor: Can you share a little bit about maybe some of the behind the scenes so a listener can visualize what happens when they’re when you’re speaking with one of your clients, like they’ll come to you. And you mentioned some of the reasons they come to you. Are you, um, kind of prescribing a hey, try this exercise. Um, are you just listening to them or do you give them homework? Like what? What are some of the actions you recommend them taking and what how do they come back to you with kind of the result of that? And then how do you kind of make whatever tweaks necessary in order to keep them on track or keep them at least trying to create these new pathways.

Shannon Earle: Yeah. Um, so a little bit of all of that. Uh, in the beginning, when I first have a new client, there’s a little bit more on my side of teaching because I want them to have an understanding of some of the basics of what the brain is doing.

Lee Kantor: So they have to buy that, right? They have to buy into that premise. Right? That the brain there’s neuroplasticity, that it’s not a permanent thing. That what was yesterday isn’t necessarily what’s going to be tomorrow. They have to intellectually believe that in order for any of this to work. Right.

Shannon Earle: Sure, absolutely. Um, and it’s interesting because, you know, we all have our, our belief systems. And so some people are going to lean in a little bit faster and some are going to lean in a little bit slower. But yes, without a doubt, like they need to have a a want. And even if they have to suspend disbelief, like, just like I don’t really I’m not really sure that what you’re saying is true. That’s okay. As long as they’re willing to lean in a little bit and try it out. Usually at that point that it’s going to work right. Things are going to start to change. Like, I’m not really sure what’s going on here, but this feels different. Um, if they can get to at least that, then it starts to make sense. Because if you think about it, so what I’m bringing is so new, a lot of the times, not as much, because it’s so out there in the world right now about how the brain’s plasticity is malleable. Um, but it’s new and the brain’s going to resist it. So if we can just work our way through to where we’re creating just slight new neural net to where the brain’s like, oh, I understand what you’re saying, because in the beginning, it doesn’t make a ton of sense.

Shannon Earle: Sometimes it seems too easy, even though it’s not. Um, so it’s absolutely the client needs to want to. And the clients that show up and they’re just ready. It’s unbelievable what they can do in such a short period of time. Because some of the things like just to give you an example, that can be kind of challenging is, you know, we have our current reality and it feels so real. We have all the emotions that go with that reality. We have the thoughts that go with that reality. We’re in this particular space. And my job, a lot of the time, is to then allow and help them create the possibility. Right. Where are you going? Well, that’s not real, right? So the brain’s going to resist that because that’s scary, right? To create a new reality where you’re happy or you have more joy, or you’re in the career that you want. Um, the brain just keeps going. Yeah, but that’s not true. And so it’s my job is to keep this possibility, which is in between, in this unknown uncertainty which we do not like. Um, we can get better at it until that new possibility becomes the new reality.

Shannon Earle: And that’s quite challenging for the brain, because the brain wants to know what’s happening, even if the knowing is going to keep them where they are. And so to suspend that needing to know in order to move towards this new possibility takes practice, and that’s where my job as a coach is to just help, help keep their brains focused on where they do want to go, because the brain’s automatic is what’s wrong or what’s about to be. And if we stay focused on what’s wrong and what’s about to be, we’re going to create more of it, because that’s where the focus is. So the energy goes there and it’s helping them learn how to acknowledge that’s what’s happening because it’s going to. We can’t stop that. It’s biological and keep moving it back to. Yes. But it’s also possible that I can move over here. And I’m going to start looking for things that are moving me in this direction. Right. And so it’s this constant bouncing back and forth until the brain understands this is where we’re going. Right? I’m in charge of what it is that you think. And we’re going to think and move in this direction.

Lee Kantor: Now is it in order to get the, um, complete buy in. And not just the lean in is do you have to come up with ways to get some, like quick early wins? Like something that demonstrates, hey, this is going to work. You know, I know I asked you to suspend your disbelief for a minute, but there we’re on a path that is going to get the outcome you desire. Do you have to? Is there a way to demonstrate kind of, um, evidence? That’s not just I want that I hope that I wish that, but something like, oh, yesterday it was this, and today it’s this, and then tomorrow it’ll be this other thing. Is there ways or exercises you can do or the listener can do right now that can show them evidence of the possibilities?

Shannon Earle: Um, yeah. Uh, you know what I when clients come to me, I, I have them, you know, sign up for a certain amount of, uh, calls because I know the bounciness that’s going to happen for the brain and resistance, so that I have that in my favor and that, you know, within, you know, six calls, things should be moving. Um, but just for the listeners today, the one thing that I would say is, um, the brain’s going to give you an automatic answer to whatever it is it’s happening. It’s just going to tell you, here’s what’s happening. And what I’d say is maybe, you know, that might be the accurate answer. But if you can start to practice just within things that don’t just anything in your life actually. So you’re driving along and someone cuts you off, you have an automatic response to that. And instead of just going with the automatic response and following the neural net that that takes you down, stopping for a minute and saying, okay, how else could I respond to that? Right. And find 3 or 4 other ways, not right ways. You’re not trying to, um, fix the situation. You can’t. The person already cut you off. You’re just trying to come up with some creative ways to approach whatever just happened, and it could be in any area.

Shannon Earle: Say you have kids and your kid does something, spills something all over important paper, you’re going to have an automatic response. So you could then say, okay, I’m going to look for other responses that I could have had. You could be like, oh my gosh, that was brilliant. It’s like a monet. Like, did you see how it spilled all over that right now? That’s not automatic because the paper was important. It’s chosen. And so it’s looking for different ways to respond to different situations in your life on purpose. And the only way that you can really do that is if there’s the first fast thought that comes which you can’t stop, that it’s going to come automatically, not the one based in your past. But if you can find three other ways to look for, look at a situation and how you could think about it, actual thoughts you could have. Now you have four choices. Choose the one that feels best to you, Not right. It just feels better. So if if my kid spills stuff all over something that’s really important, I’m going to have a wave of just, like, anger, frustration, whatever happens to me. And if I can slow down and say, okay, I could respond in a way that like, oh my gosh, that’s like a monet or oh my gosh, you know what? I didn’t really want this job anyway.

Shannon Earle: Um, which is just crazy, right? And or you know what? I really like the color purple. If it was soup. Now those aren’t. I’m not trying to fix anything here. I’m just trying to get my brain to understand that are options. There’s not just the automatic frustration and anger. I could choose these other things. Right? And once I’ve interrupted what the brain’s doing, now I have a shot at deciding, okay, what am I going to do here? But if you can’t interrupt that automatic response, you actually are not in choice. So I it’s called I call it shopping, but and it’s like looking for 3 or 4 other ways that you could see or perceive or approach whatever it is that’s happening. What else could be happening here? Right? The guy cut you off in traffic because his wife is pregnant, and he’s trying to get her to the hospital. Um, you know, he just, like, was on his phone. Um, I don’t know. Aliens took him over. It doesn’t really matter. It’s that you want to start utilizing your frontal lobe to think differently. And when you start getting good at thinking differently pretty soon now you can start to open up your horizons for the possibilities that exist. So, yeah.

Lee Kantor: Now that’s a fantastic example. Thank you for sharing that. And I think a key element of that is you do this preemptively. You you look at a scenario maybe that’s triggered you in the past, like someone cuts you off and I get angry. And then when there’s no emotion or no stake, then you come up with these multiple other, um, responses that you shop for so that hopefully next time when this happens, your brain already has other choices. It’s not going to that default, you know, just instinctively.

Shannon Earle: Hundred percent because and this is one and this is for all your listeners. The amazing part about the brain is that and I love how you just put that together because it’s so true. Like, we can take scenarios that have happened in the past that really got us and then rewrite them right. Look for 3 or 4 other ways we could have handled it. And the brain, because you’re thinking it, you’re doing it in your head. It thinks it’s happening, which this is a brilliant tool for parents, because if you can get your kids to walk through how they would have responded differently on multiple ways with no energy of that, there’s a right way. That’s the hardest part for parents. Um, now the kid is walking through their head, right? And even us, all these different scenarios, which is what you’re right when. Then something happens again that is high stakes. And you’ve been practicing. Looking for other possibilities in these lower stakes things that the brain’s not really worried about. You’ve got a shot at actually going, whoa, wait a minute. I think I could actually choose how to respond here because I’ve been practicing on the day to day. Right? Like at the grocery store or whatever, when the brain, it’s not resisting you because it doesn’t care if you choose an orange, an apricot or a peach. Right? It’s not making. It just doesn’t mind about that. But you can still practice in all these areas, and you’re building the neural wiring for choice, right? So that you can do it when it’s when it really does matter.

Lee Kantor: Yeah. I think that this and I think this is one of the benefits of working with the coaches. You can play out scenarios in a safe space so that when there is kind of more, at least perceived stakes or the there is more emotion in a given situation and you happen not to be there. Your clients have now choices and it’s not. They don’t always have to just pick the default that they’ve always picked. Now they see that, oh, there’s five other things I could be doing here. And I’m going to pick this one. This is going to make me feel better at the end of the day.

Shannon Earle: Absolutely. And you know when we can move into choice I have a client that it’s amazing what she’s done. Like, so her husband said to her one day, I want a divorce. And she did not want a divorce, right? And so then, knowing that I had a period of time to work with her, I. We decided she’s like, okay, so you’re not tell him I’m not thinking about that or talking about that until July. So she had some space and time, right, to start to shift who she was being and how she was being without putting all her energy into my life is over. I’m getting a divorce, right? Because once we shift our thinking towards this is terrible, which I’m not saying that it’s not. Nobody wants to hear that, right? But if we focus then on that, we’re going to we’re moving in that direction. We’re moving towards divorce. And she didn’t want to. And so for the last, you know, I don’t know the period of time that we worked with each other, she started focusing on. Nope, I want to stay married. What do I need to do for that to happen and start shifting who she’s being and how she’s thinking and paying attention and being aware of her life. And she transformed a lot of the things she wanted to transform anyway.

Shannon Earle: And the husband is not really sure what’s happening. Right? He wasn’t sure like, what the heck’s happening and whether or not they’ll stay married or not, I don’t know, but there’s a lot better shot at them staying married with her, deciding and putting all my energy into the thing I do want. Even though throughout our time together, her brain kept moving back towards, oh my God, this is a catastrophe, right? This is terrible. And and with her saying, you know what? Take time to catastrophize. It’s okay. Just don’t let it go all day long because that’s not your goal. Your goal is not getting divorced. Your goal is staying married. So I don’t know if that makes sense, but that’s the kind of stuff that I’ll do with a client is really helping. If you have a goal, it’s helping keeping that brain focused over there, even though the brain’s going to constantly want to attend to what could go wrong. Um, but you just don’t want to stay there. You can stay there for a little while. There’s nothing wrong with catastrophizing. There’s nothing wrong with feeling sad or any of that. Just do it on purpose and give it a time frame so that 90% of your day is on purpose, focusing towards what you do want.

Lee Kantor: Right? Like, you can feel it, but you don’t have to live it every second of your life. Like there’s a difference there is.

Shannon Earle: It’s like you’re you’re feeling the sadness on purpose for, you know, 20 minutes and then the brain’s like, yeah, remember, you’re kind of sad. Yeah. No, I’m going to give you 20 more minutes tomorrow. Um, and you do actually take the time to feel all those feelings on purpose so that you can then be free to create the rest of your day, right?

Lee Kantor: It’s like you like to have dessert, but you don’t want every meal to be dessert.

Shannon Earle: Exactly. Really great analogy. Yes.

Lee Kantor: So now, um, let’s talk a second about the the business of coaching. You mentioned you serve so many different groups of people. Like what is it? How do you get a client in any given. Like, how do people know to to choose Shannon. Like, how do you, um, you know, get the the calls you need in order to get the clients you need in your marketing?

Shannon Earle: Yeah. Um, you know, it’s been amazing. I actually feel really blessed that, um, I most of my, almost all my clients are word of mouth. Like, it just people talk about what’s happened for them, or people are watching people’s lives transform and change. And so then they reach out to me. I’ve, you know, I have my website, which is wrong on the little thing. Um, coach Shannon. Um, but really it’s word of mouth, which, you know, I think with coaching, it’s kind of like you want somebody, you know, uh, somebody used and it’s been effective because it’s it’s so personal. Um, I also I work with, um, Fresno State swim team. Um, so that’s the athlete piece. Is that actually coach the team? The women’s team, um, uh, every week during their season, um, which is I was a swimmer in college. I swam at ASU, and, um, so that’s how I get the athletes is people start spreading that that mental performance side. Um, but yeah, mostly it’s word of mouth. Um, I do have Instagram for parents, uh, where I focus because I’ve, I’ve worked a lot with parents of young adults. That’s been the 13 years I was working at a program. Um, but yeah, mostly it’s been word of mouth, which has been amazing. Uh, and, uh, you know, I just I’m always honored that somebody would say, hey, you should work with Shannon now.

Lee Kantor: We didn’t even, uh, maybe we can get this in a future episode. But just the mental toughness element of sports is. Must be just a really interesting, uh, part of your job as well, having come up through the ranks as an athlete.

Shannon Earle: Yeah, absolutely. I.

Shannon Earle: You know, I went off to college at 18 to go, and I was at this, you know, I didn’t even really understand what I’d gotten myself into. But, you know, a D1 school, Pac ten at the time, and I was not mentally prepared for just just catching up to the fact that I’d made it on a team like that, um, which I think is pretty prevalent among athletes in college in the beginning especially, is that, you know, imposter syndrome. So really helping them with that. But, um, just helping them choose like, okay, so how are you going to show up? I mean, athletes are just like a rare breed in that they they hyper focus in on this one sport and they have so many skills that the thing that I hope I can do with some of the athletes is help them translate those skills that they do in the water, or in water polo or soccer or softball, whatever it is they’re doing over into their life. Um, because that’s the piece that I got into was that when I left swimming, I’d been a swimmer since I don’t even remember when I learned to swim, I think I swam before I walked, um, but when I left college swimming, I was at a loss. I wasn’t sure who I was. And, um. So I help them when they’re in the swimming, you know, in the pool and trying to help them get to the goals that they want. But I also try to help them in that transition into life, which can be quite rough, uh, to, um, shift into, on purpose, the life that you want and take the tools that you learned in swimming with you because or whatever college sport. And I think that the higher level athletes go, the harder the transition can be into life.

Lee Kantor: Right? Because like you said, you started this, you know, at birth almost, and it becomes your identity. And if you don’t have that, then then who are you? It’s a very difficult transition.

Shannon Earle: Absolutely. Yeah. For sure.

Lee Kantor: Well, Shannon, it has been a joy chatting with you. Uh, one more time, if people want to connect, what’s the website? What’s the best way to connect?

Shannon Earle: Yeah. Coach Shannon. Com is the website, and I think you have my email on the on your radio. Uh, yeah. And that’s a good way. Yeah. So.

Lee Kantor: Well.

Shannon Earle: Thank you. Thank you so much for having me.

Lee Kantor: Well, thank you so much for sharing your story. You’re doing such important work, and we appreciate you.

Shannon Earle: Thank you.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Doug Levin With JobStars USA

by

High Velocity Radio
High Velocity Radio
Doug Levin With JobStars USA
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Doug Levin is the Owner of JobStars USA, a career services practice serving entry through executive-level job seekers.

He is a Certified Professional Resume Writer and Career Coach with 10+ years of experience in the world of career services.

Connect with Doug on LinkedIn, Facebook and Twitter.

What You’ll Learn In This Episode

  • How to build an interview-winning resume
  • Why large job boards aren’t your best bet
  • Tips for building your LinkedIn profile
  • Differences between a private sector resume and a federal resume (government)
  • How to connect with recruiters
  • How to build your network

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show, we have Doug Levin, who is the owner, resume writer, and career coach with JobStars USA. Welcome, Doug.

Doug Levin: Hey, Lee, thanks for having me.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about Job Stars USA. How are you serving folks?

Doug Levin: Sure. So Job Stars USA is a career services practice that I started back in 2013. We provide resume writing, career coaching and job seeker services. So all sorts of things ranging from resumes, cover letters, LinkedIn profiles, personal bios, career coaching in terms of making a career change. Interview prep and then some kind of job seeker services. So things like applying to jobs on behalf of clients, sending the resume to recruiters. Everything is geared around the B2C, helping individual job seekers achieve their career goals.

Lee Kantor: So what’s your backstory? How did you get involved in this line of work?

Doug Levin: Yeah, so like I said, I started the business in 2013. Coming out of undergrad, in 2005, I joined the company CareerBuilder, and I worked there from about 2005 to 2011. You know, back in those times, CareerBuilder and monster were kind of the top two job boards. And so I kind of got, um, you know, a good education on the whole world of job seeking recruiters and job placements. So basically, I worked there for six years. My last role at CareerBuilder was with They had a they had a business called CV resume and it was basically their resume writing service. And so I ran that for two years and learned about the resume writing world, learned about the career coaching world, and after kind of having enough of the corporate world and had just earned my MBA, kind of had an entrepreneurial itch, decided to quit my comfortable corporate job and start a business. So I kind of, from 2011 to 13, kind of laying the foundation, eventually launched my website job stars, uh, another few years of kind of learning the craft and kind of fine tuning the offerings, doing kind of some side hustles along the way. By 2017, I was doing this full time, and that’s what I’ve been doing ever since.

Lee Kantor: So those big job boards like monster and CareerBuilder are those like, do people really get jobs that way? It just seems like a lottery ticket strategy.

Doug Levin: You know? It’s definitely not necessarily the best way to go if you’re a job seeker. I mean, I do think some people certainly get jobs, you know, whether it’s indeed or ZipRecruiter or monster. I mean, these are very popular places to go search. It’s very like just convenient and easy for job seekers. But the problem is, you know, it’s it’s definitely highly trafficked. There’s a lot of competition. There’s a lot of spam jobs. I do think there are real jobs on there. Um, so, you know, it’s it’s a tough, tough place to pin all your hopes as a job seeker. Um, yeah. But, you know, using personal referrals, um, connecting with recruiters, you know, attending in-person events, networking. These are all things you can do besides just, you know, kind of relying on the job boards.

Lee Kantor: So what’s a spam job? And why would someone create a fake job?

Doug Levin: Well, back when I worked at CareerBuilder, lots of companies would kind of purchase. Um, you know, like I said, spam jobs where for one reason or another, they’re posting a job so that they can get access to applicants. Um, whether it’s, you know, people uploading their resume, their phone number, email. I mean, there’s a bunch of nefarious reasons why. I don’t know exactly, but we did have a problem at CareerBuilder where companies would, you know, they would pay CareerBuilder for, hey, we’re posting a job, but then we would learn it was spam job and whatever they were using that for. Um, it wasn’t beneficial to the job seekers. It was making them upset. And so we had well, CareerBuilder had to put in some safeguards to be like, we’re only selling job postings to, you know, actual, legitimate companies.

Lee Kantor: Now, if you were a job seeker in today’s market, um, what are some of the kind of do’s and don’ts to, um, you know, get your next gig?

Doug Levin: Yeah. I mean, I think the number one thing that I would recommend is to leverage your personal connections. So, um, identifying people you can actually count on to, um, put in a good word for you is, is the number one avenue? Um, now, not everyone has the most extensive network of people they can ask, but, you know, kind of that water cooler, you know, two people in an office, you know, um, really has that connection where if you know somebody that works in a company and that company is hiring. That person you know can put in a good word with the decision maker, the hiring manager. They might be friends. They might pass each other in the hallway. And that carries a lot of weight. So it’s a little more strategic to kind of think of it that way. And again, like I said, I understand not everyone’s going to have those connections. Um, but that’s number one. Beyond that, um, you know, if you’re forced to apply to jobs online, which a lot of job seekers are, you know, it’s important to personally, I recommend avoiding the job boards. So kind of what we talked about with the indeed the monster, the ZipRecruiter. I would recommend going directly to a company’s website and applying versus applying through one of these platforms. Same with LinkedIn. So let’s say, you know, Boeing, for instance, is hiring for a position you want to apply to. And it’s and you find that job on indeed. Let’s say you know option A is you can apply through indeed. Option B is you can go to the Boeing website, find the find the posting and apply through there.

Doug Levin: The reason you want to apply through the company website versus a large job board is it’s just another step. It’s another layer. Um, and most job seekers aren’t going to put in the effort to, you know, kind of find the job on the company website. And so they’ll just kind of apply through the job board and it’s just flooded with applications. And even if your resume is perfect, um, you know, the competition is just so high when it’s so convenient and easy to apply. Um, so that’s, that’s, you know, applying through company website. The last thing I would say is making sure your resume is ATS friendly and visually appealing, which basically means if you’re applying to jobs online, you know, taking that example of applying to a job on on the Boeing website. Boeing uses an ATS, right? So there’s all different types of ATS. Ats stands for Applicant Tracking System. Um, it’s basically software that manages the flow of applications. One of the functions of an applicant tracking system is the ability to analyze your resume against the job description that they’re hiring for. So they’re looking for keywords. It’s an automated process. So it’s really important that your resume is free of distortions like graphics images charts, tables things like that. So when we say ATS friendly, you know it should be a document that’s free of those things. And then also it should have the right kind of keywords that are tied to the job posting that you’re applying to so that you have a good score. Um, so yeah, there’s a lot of different things. Those would probably be my top three broad tips for job seekers.

Lee Kantor: Now, you mentioned LinkedIn. Is there, um, some do’s and don’ts around your LinkedIn profile? Are there some things that you’re like, hey, never do that. If I see that that that person’s never going to get hired or things that are like, okay, then this is going to give them a leg up.

Doug Levin: Um, yeah. So, you know, LinkedIn is an important piece of your presentation as a job seeker. So, you know, really it’s your resume and your LinkedIn profile. Those are going to be the two things that recruiters are going to focus on. Um, usually the resumes first, you know, you’ll apply. They’ll look at your resume if they’re interested. Then they’ll if they want to do a deeper dive, check out your LinkedIn. So when you’re approaching, how do you present all your information? The resume and LinkedIn should work in tandem with each other. You know, be complementary to each other. So in a case where, let’s say you have 20 years of experience and you’re trying to keep your resume at two pages, which really isn’t a lot of space. The LinkedIn is kind of your opportunity to kind of backfill and complement your resume. So maybe certain things that don’t make the cut on your resume could go on your LinkedIn. You don’t have the same space limitations over on LinkedIn as you do on the resume. So it’s a strategic thing where, for instance, LinkedIn has a project section where you can include long form descriptions, you know, projects you led, um, programs, engagements, things like this that might just take up too much space on the resume.

Doug Levin: So, you know, if you have projects you want to highlight, use the project section. Build that out. Um, I mean, to your broader question of are there do’s and don’ts? You know, I think everyone’s a little different. Um, I can’t. Nothing comes to mind as far as. Oh, this is a, you know, definite do or don’t red flag, but you just want to make sure that your LinkedIn profile is, is populated with good quality content. Um, so similar to keywords on a resume, you kind of want to think of it the same way over on LinkedIn. So if you imagine a recruiter might be searching on LinkedIn for certain keywords or terms, you want those populated in your resume or in your LinkedIn profile. So in the summary or in your job descriptions, you know, you just want to think about from a search perspective, if a recruiter is looking for someone with B2B sales experience, for instance, you’re going to want that term, um, in your LinkedIn.

Lee Kantor: Now, what about LinkedIn posting? Is there anything you could be doing proactively, strategically to connect with people in the organizations you’re trying to work in and, and either through your own posting or commenting or or dealing with, you know, other people’s posts from the companies you’re targeting. Do you have a strategy around that?

Doug Levin: Yeah. So I think, um, posting is a good way to kind of stand out in the crowd a little bit and to show a little bit of your knowledge or personality or a different side of, you know, your professional presentation. So posting is, you know, different for everybody. Um, one way to approach it is to share other people’s, you know, kind of like a retweet over on Twitter X, you know? So on LinkedIn, you can follow, um, people that you admire in your industry or more broadly. So if you’re a little hesitant to like, you’re not sure what you should post, you can start with just sharing other people’s posts and commenting on it. Um, or, you know, if you do feel comfortable enough to post, um, you know, posting about things, you know, you know, your personal experiences, whether you’re in sales or marketing or you’re in a particular industry, um, you know, just kind of sharing nuggets or tidbits that people might find helpful. And, um, it’s certainly, you know, a way to demonstrate expertise and just willingness to put yourself out there and share your opinion.

Lee Kantor: Now, should you also be using LinkedIn as kind of research for your own intelligence when it comes to targeting individual companies? So like you mentioned, the importance of, oh, if you know somebody at that company, you know, ask them to say, hey, my buddy sent a resume in, you know, so maybe that’ll get them higher up on the list at least. Maybe they’ll get an interview because of that. But on LinkedIn, should you be kind of saying, okay, who’s the second or third degree connection? Maybe, um, that I can kind of warm my way in there to at least identify or find somebody that might know me or somebody that I know so that I can get that referral in.

Doug Levin: Oh, 100%. I mean, I think LinkedIn has to be the number one place where you can kind of map your, you know, connections to companies, to decision makers and really, you know, find who the who the right person is. Um, that’s either making the decision or could be the connection that you need. So, um, one thing is, you know, obviously everyone kind of has a LinkedIn profile, but, you know, companies also have their own profile, you know, so one thing that I like to do and one thing I recommend is following company pages. And so once you follow a company page, you can actually click and see who the employees are of that company. Now if you’re like on just kind of the free LinkedIn service, um, there’s limitations to kind of, you know, the level of employees you can see that work at a company. If you have LinkedIn premium, however, um, you can kind of, you know, peel back the layers and find all the employees that work in a particular company. So, um, and that can be very valuable because let’s say you find a company that’s hiring for a particular position. Um, oftentimes they’ll even show who posted the job. And then so if you can pull that person up and see what common connections you have, I mean, you might be able to, you know, identify that that connection and kind of work your way into a referral or something like that. So, I mean, yeah, LinkedIn to me is just a gold mine for kind of doing research on companies and decision makers and, and finding what you need.

Lee Kantor: Now, you also mentioned recruiters and um, some people, you know, get bombarded by recruiters contacting them, but other people never hear from a recruiter. Um, what are some of the things you could be doing that catch the eye of a recruiter?

Doug Levin: Yeah. So recruiters, um, you know, I think the first thing to understand as a job seeker is that recruiters don’t work for you. Um, recruiters work for, you know, the company that they are trying to place positions for. And so, you know, unless you’re highly specialized or highly, um, you know, highly sought after, you know, recruiters again, their interest is in finding the best candidate and serving their client, which is, um, which is the company that they represent. So, um, but, you know, a savvy recruiter still wants, you know, qualified candidates, you know, coming through their, you know, their inbox or their desk. Right. So most recruiters, um, I mean, and it depends if we’re talking about an in-house recruiter that works for a company or a third party recruiter that works at a staffing firm. But let’s take the example of a third party recruiter that works at a staffing firm. They typically earn their salary when they place a candidate into a role. And so they’ll earn like a percentage of that placement. And so a good recruiter is going to want, you know, qualified candidates coming across their desk so that they have more, you know, a deeper pipeline of candidates that they can present to, to the company. And so while I, you know, while I kind of suggest, hey, it’s important to remember that recruiters work for the company, not you. They still want to hear from, you know, qualified candidates. So as a job seeker, um, you know, there are ways to outreach and, you know, kind of introduce yourself, whether it’s going to a recruiter, um, like a staffing firms website.

Doug Levin: Most staffing firms have a contact us. They’ll say, upload your resume. Leave us a note. You know, and that’s a way for recruiters to for job seekers to kind of connect with recruiters. There’s no guarantee or promise of anything. But, you know, that’s one simple way to just get your resume into the hands of recruiters. And if they find you valuable. Valuable, they might have an opportunity. Um, another thing is like, uh, distribution services. So there are. There are resume distribution services where you could basically email your resume to recruiters at staffing and search firms. That’s a little more like, um, less work than what I just mentioned as far as going from firm to firm and uploading your resume, that’s kind of more convenient. Um, it’s like an email blast and you’re sending your resume out to a bunch of recruiters, um, oftentimes thousands at once. And that’s just a simple way to to kind of, um, get your resume out there. Otherwise, if you want to be recruited, if you want to be headhunted, you know, it’s it’s really building a strong LinkedIn profile, making sure your profile is populated with content, um, the right keywords and all that so that recruiters can find you. You have to make yourself visible and attractive so that recruiters want to contact you.

Lee Kantor: So let’s talk a little bit about Job Stars USA. Um, who is the ideal candidate to be working with you?

Doug Levin: You know, so I work with a pretty broad range of clients. What I would say is, you know, we’re exclusively B2C, which means business to consumer. So we work with entry level through executive level professionals. However, we don’t, um, kind of do the B2B side. So large outplacement or anything like that, which is beneficial for, you know, our clients because we’re we’re able to kind of keep a little more of a boutique feel, um, a little more personal focus. We’re not serving these large outplacement contracts. Um, having said that, within the B2C Career services. Like I said, entry level through exec. Um, a broad range of industries. There isn’t necessarily one particular client. I’ve worked with 22 year olds coming out of undergrad. I’ve worked with CEOs of companies. So a really broad range there.

Lee Kantor: So what is their the pain that they’re having where they have to call Doug. Are they just frustrated or they just want this to happen faster. Like what is their struggle.

Doug Levin: Yeah, I think it’s both those things. It’s a lot of different things. You know, the job search is is full of rejection and frustration and difficulty. It’s highly competitive. Um, I guess I would say kind of the most prominent thing is people need help with their resume, um, building something that’s visually appealing, that works with applicant tracking systems, that communicates you know, the extent of their experience and achievements. There’s a lot that goes into that. Like even with even with AI and all the different resources out there, building resumes is a craft. You know, I’ve been doing this a while now, and it really is it a craft. And so a lot of people just, you know, don’t have the time, don’t have the experience or the, the want to, to kind of engage in that. Um. Also a lot of times, you know, it’s, it’s the career coaching side. So it’s the interview prep, it’s the career change. It’s the dissatisfaction with the career path and identifying a new a new way forward, um, or preparing for interviews. So, yeah.

Lee Kantor: Is there merit for people who are maybe they’ve already started their career, but to, you know, kind of job hop their way to higher salary faster than by staying in one organization for a long period of time.

Doug Levin: Um, I wouldn’t recommend that. I suppose it’s possible. But, you know, the risk with job hopping is, you know, it kind of, you know, doesn’t look great on a resume. And you’ll get questions about how come you’re only in this role for a little while or, um, and so it might be beneficial or advantageous in the short term, but in the long run, I think you’re probably better off sticking it out with the with the company that you’re with. As long as it’s a good company and there’s upward, you know, potential and that most employers hiring managers appreciate longevity.

Lee Kantor: So if somebody wants to learn more, have a more substantive conversation with you or somebody on the team. Where should they go? How do they connect with you?

Doug Levin: Sure. So job stars.com. It’s all one word. Uh, I’m the owner. You’re welcome to reach out and, um, send a contact us through the website. You can give me a call (312) 788-9686. Happy to, um, review your resume or LinkedIn profile or just kind of provide any support that I can.

Lee Kantor: Well, Doug, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Doug Levin: Awesome. It was a pleasure. Thanks for having me, Lee.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Ross Sonnabend With Verusen

by

Atlanta Business Radio
Atlanta Business Radio
Ross Sonnabend With Verusen
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As CPO, at Verusen, Ross Sonnabend is responsible for product and design, the product portfolio and the customer experience. He brings exceptional expertise and industry knowledge in technology products with over 20 years of experience with established and startup companies, drawing on a background in Business Strategy, Finance, Operations, and Product Management.

He has worked with investors, founders, and management to help strategize and develop company vision, bring products to market, and ultimately take ideas from paper to scaled businesses. Ross was recognized as a Supply Chain Pros to Know by Supply and Demand Chain Executive in 2021, 2022, & 2023.

Most recently, he was Senior Vice President, Product, Strategy, and Marketing at RF Code, a leader in industrial IOT and hardware asset management for data centers and supply chains. Before RF Code, he served as COO of Univa (sold to Altair in 2020) and was a founding member of Interset Software, a leader in Security Analytics, which was sold to Microfocus in 2019.

Connect with Ross on LinkedIn.

What You’ll Learn In This Episode

  • About Verusen
  • About Verusen’s clients and what industries they’re serving
  • About Explainability AI Agent

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, CSU’s executive MBA program. Without them, we wouldn’t be sharing these important stories today on the Land of business radio. We have Ross Sonnabend, and he is the chief product officer with Verusen. Welcome.

Ross Sonnabend: Hey, Lee, it’s great to be here. Thanks for having me.

Lee Kantor: Well, I am excited to learn what you’re up to. For folks who aren’t familiar, can you share a little bit about Verusen? How you serving folks?

Ross Sonnabend: Sure. Verusen is a purpose built AI solution that serves the maintenance, repair, and operations MRO space. The MRO space is part of the indirect supply chain that helps keep manufacturing lines up and running, stamping out widgets.

Lee Kantor: And then we’re here to talk about a new AI product that you guys have developed.

Ross Sonnabend: Yeah. So we just released a new bit of functionality around our solution in general that helps explain the decisions our AI solution actually makes.

Lee Kantor: Now, before we get too far into that, do you mind kind of giving us an AI 101 about what you’re seeing today on the landscape of AI, what’s available for enterprise entrepreneurs, organizations, and, um, where maybe there’s an opportunity there for them?

Ross Sonnabend: Yeah, absolutely. So I think first and foremost I is a catch all at this point, right? It means many different things to many different people. And so when I’m talking about AI, I’m talking about a collection of techniques that allow for more automated decision making. Uh, you know, starting with, you know, things like natural language processing, things like machine learning, things like agentic AI, you know, all the way up through generative AI, which is what I think most people think today when they talk about when they think about AI, they are thinking generative AI, which are the ChatGPT, the Claude’s, the Gemini’s of the world. Right. And that’s that’s because those guys are taking a lot of oxygen out of the room. And it’s very cool. It’s very cutting edge. But the big question for those types of technologies are, how can it be used in an enterprise context, whether you’re an entrepreneur or whether you’re an enterprise enterprise software company like we are or an enterprise itself. The big question is, out of all of these different techniques that are available to you, what’s the right use case and when is the right use case to, you know, to use these particular techniques? And so I think, you know, where where we are and what Verusen does is a, you know, purpose built application for this MRO space using purpose built AI.

Ross Sonnabend: So if you think of Gemini or you think of ChatGPT, all of those are generally available models. That means that they’re trained on, you know, publicly available information that’s out there in the world for the purposes of answering general questions. Right. You know, like the other day, I was asking ChatGPT about my low voltage wiring. So that’s great for answering general questions. But when you want to get down to domain specific areas like MRO, for example. There’s not a lot of training that’s happened on that stuff. And so where the opportunity is, is to go deep into domain specific areas like MRO and then build on top of, you know, build solutions that are purpose built for the domain that you’re going after using the techniques and technologies that are available to you.

Lee Kantor: And then so that’s what Verusen has done, right. Like, so you created us your own AI around this specific, uh, industry and the work that you’re doing.

Ross Sonnabend: Right. So like we said, MRO is a very specialized space, right? It’s focused on procurement, folks. It’s focused on maintenance and operation folks. And it is unless you’re in the space, you don’t really know about it, right. And so what Verizon. And so all AI solutions kind of start with the data. What Verizon has done is amassed a certain amount of data about the MRO space. Like for example, we have ingested over 40 million parts that are used in MRO space. That comprises over $12 billion in annual spend. We’re growing that and looking at, you know, expanding that data base, you know, with every customer that we bring on. And so that data forms the basis of all of the AI models that we build or the training that we do that allows us to be able to build what I like, I would call this like a small language model where instead of thinking about it as an LM, you know, we’ve built a model that has knowledge and is specific to to our space.

Lee Kantor: So now how does that help your client? Like how do they leverage this, um, amount of data that you’ve accumulated and put it in a machine that’s going to give it, I guess, more actionable information.

Ross Sonnabend: Yeah, it’s a great question. So in our space, along with, you know, almost any other space I’ve ever worked in, you know, data is a problem. In the first question they have to ask yourself is, what do I have to do to prepare my data to be used by some of these systems? What Verizon has done is we’ve kind of eliminated that question by using AI. So we take data as it stands in your legacy systems and ingest that data. When we ingest that data, we use advanced technologies using Llms and NLP to make sense of that data and fit it to our data model. Once it’s in our data model, then we actually run machine learning models to make recommendations on these inventory stocking policies. Right. And that’s something that historically humans have had to do, right? They had to look at maintenance records. They’ve had to look at the expected life of every little part that goes into a machine and make a gut feeling, you know, recommendation that says, I think we need to have, you know, five of these on hand and ten of these on hand. What we’ve done is we’ve taken that knowledge, built our machine learning models to make these recommendations, and then we use generative AI through this new capability that we just launched to explain the decisions that you’re making. So the benefit and upshot of all of that is a as a customer of Verizon, you can get to value in under 90 days, which is which is really good.

Ross Sonnabend: Second, you don’t have to tell us everything about your data. The system understands the data as it’s been given to us. We map it to our model and we’re able to make recommendations very, very quickly. And thirdly, you know, lots of companies use AI or ML machine learning to make recommendations or help make decisions, but what they don’t do is help explain why they made those decisions. And so there’s this criticism of AI that it’s a black box technology. In other words, if you were to go and say like, why did it make this decision? A lot of companies will say like, well, it’s just the AI algorithm making the decision for you based on the inputs that we’ve trained on it. You know, what we’ve tried to do is go that extra mile to be able to say, if you know nothing about AI, but you know a lot about MRO, we want to be able to give you the data that you need to validate the decision that was being that was made. And we do that in a plain English generative AI, uh, set of statements that we generate for every recommendation that we make.

Lee Kantor: So this AI agent is not a kind of a search box for your clients to use. This is just an engine for you to help your clients.

Ross Sonnabend: So I think that’s a really good distinction. It’s a really good point. When we talk about agentic AI, we’re not necessarily talking about chat bots. You know, when I talk about agentic AI, what I mean are task driven, purpose built, like for for our purposes, let’s call them little applications that do one thing really, really well. So this agent that we’ve built that we call our explainability agent all it does, its entire purpose in life is to look at the outputs that our machine learning models output and explain them using plain English understanding.

Lee Kantor: Right. But again, this isn’t like your clients aren’t going to a portal and typing in. Explain this to me. You are using this to give reports to your clients that explained things to them.

Ross Sonnabend: Right? It’s less about reports. And like in our in our user experience, every part that we have, we make a recommendation on. So every recommendation also has an explanation on the screen. Yeah.

Lee Kantor: And that explanation is a new development right. Like that’s the new thing.

Ross Sonnabend: Yeah. I mean it’s all relatively new, but that the new new thing is that we’re using generative AI to, to develop those explanations so that if you don’t know anything about AI, but you want to understand why our system made the recommendation that it did, it tells you, you know, 4 or 5 plain English sentences right there on the screen.

Lee Kantor: So, um, giving this new information to your clients, is that like, how is that helping them make better decisions or helping them, you know, make another dollar.

Ross Sonnabend: So the benefit of our system in general is usually working capital savings, cost savings, or not buying something that they would have otherwise bought. Spend avoidance. Right. So what we’re doing, what explainability does in general is it builds a layer of transparency, right. Because we’re not afraid of explaining why we made the decisions that our system made and trust. Right. So that now you have a skilled operator on the other end saying, okay, why did Verusen make this decision? We tell that operator why the decision was made. And then they get to either agree or disagree with it, make sure that they, you know, make sure that they agree with it. And then they, you know, they go and are able to execute that. That bit gives someone who doesn’t necessarily trust AI the ability to feel good about the decisions that it’s making. Number one. Number two is in our space. At least, there’s a growing problem of skilled workers aging out and not enough skilled workers coming back into the same roles. And so our system, being able to explain the decisions that it’s making, can actually help people who maybe have less experience in making some of these decisions, gain more trust and be able to make the decisions that they would otherwise not be able to make.

Lee Kantor: And does this happen faster than it did previously?

Ross Sonnabend: So it is for every recommendation that we make. The explanation is there instantaneously. So if you were to pull up a record in our system, you would the first thing that you’re going to see is the explanation that the system has given it. So other before we implemented this, you know, what you would do is you’d go and you’d look at the screen. It would have these different metrics and KPIs on there saying, here’s what your old policy was, here’s what your new policy is, here’s the service level it’s expecting. And then you, as a skilled operator, would have to put all those different data points together and say like, do I agree with this or disagree with this? What the explainability does is it removes the need for someone to spend the time connecting those dots. We’re connecting the dots for them.

Lee Kantor: And then what is this thing rolled out right now or what stage are you at in its development?

Ross Sonnabend: Oh yeah. So this is this is our first generative AI solution, and it’s the first agent that we’ve built. It is generally available today with our software. Um, but the really cool and exciting thing is, is that this is a foundational capability for other types of AI agents that we are currently in development on.

Lee Kantor: Oh, so this is the first of many?

Ross Sonnabend: Absolutely. Like, we are committed to Agentic AI, which again is more focused on building task oriented AI applications that do one thing really, really well. So like for example, one of the next agents that we are, you know, working on is around accepting recommendations, right? So today in our system, you have if you have 250,000, uh, materials that you are keeping, an inventory will make a recommendation on all 250,000. And we expect that someone is going in and reviewing that and making a decision. That’s not that’s that’s good. And it’s important. It’s kind of the state of the state. Uh, you know, three years ago Today, we think we can use AI to help accelerate those decisions and acceptances with human guardrails on there so that so that humans are not taken out of the decision loop. But instead of focusing your time on accepting or rejecting a recommendation, we really want you focused on achieving the business goals that you’re trying to achieve. And in this case, those business goals are identifying where you already have materials and, you know, in your company instead of having to buy them. Identifying obsolete materials, identifying where you have, um, off contract buys that can be made on contract buys. These are the kinds of things we want our customers focused on. Not not, you know, having to go through 250,000 recommendations and make a an agree or disagree decision.

Lee Kantor: Now, how do you decide which, um, kind of specific thing to focus on next. Like how are you prioritizing this? Are you getting input from your customers, or is this something that internally you’re doing on your own? Like how do you decide you know, which is the next? You know what comes next on the roadmap?

Ross Sonnabend: It’s a great it’s a great question. Right. And it’s always, you know, this is the the biggest burden of of being a product manager in general is how do you make the decision on what gets prioritized when you have all of these different competing priorities. Right. So we’ve got customer feedback. We’ve got our own set of views. We’ve got prospects feedback. We’ve got our sales team’s feedback. You get feedback from, you know, ten, 15 different vectors. Um, ultimately it comes down for us to two things. One is what about our system? Can we use AI to improve and kind of ten-x, right? How can we make the experience ten times better than it is today? And that example of just making a a, A giving an explanation. You know, today when we didn’t do that before, that’s like a ten x type of improvement. Um, so that’s one that’s one branch of the decision tree. The other branch of the decision tree is, you know, where are customers struggling, right? Where do customers want help? Uh, because that’s the lowest hanging fruit. We see challenge here. Let me help fix that challenge. And that’s where we, you know, we got to this acceptance agent idea. It’s customers don’t want to have to go through and accept 250,000 recommendations. They want the value that you get after you review those recommendations. So how can we use AI to help them get to that value more quickly, you know? And then thirdly, you know, um, sales. Right. What are gaps in the market or gaps in our product that we can use AI I to to shore up. So those are kind of the three main vectors that we look at when we think about how we productize the so product.

Lee Kantor: So if somebody wants to learn more, have more substantive conversation with you or somebody on the team, what’s the website? What’s the best way to connect?

Ross Sonnabend: Uh, the best way is uh verusen.com. So it’s www.verusen.com or verusen.ai. And, you know, we have lots of materials available there, demos available. And then if you want to get in contact with someone, there’s a button right in the middle of the screen to say contact us.

Lee Kantor: And Verusen is spelled v e r u s e n.

Ross Sonnabend: Yes.

Lee Kantor: Well, Ross, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Ross Sonnabend: Thanks, Lee. I appreciate you having me.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

Leigh Burns With Fox Theatre/Fox Gives

by

Atlanta Business Radio
Atlanta Business Radio
Leigh Burns With Fox Theatre/Fox Gives
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Fox Gives is the philanthropic arm of Atlanta’s historic Fox Theatre, dedicated to preserving historic theaters and supporting local communities. Opening in 1929 with nearly 100 years of history, the Fox Theatre has become a driving force of preservation, with dedicated efforts to maintain its original character while inspiring hope and revitalization for other historic venues throughout the Southeast.

Since 2017, Leigh Burns has been the Director of the Fox Theatre Institute, a division of the Fox Theatre in Atlanta. Before joining the Fox Theatre, she held positions as the Education Coordinator with the Georgia Main Street Program and additionally served as the Outreach Program Manager and Certified Local Government Coordinator with the Georgia Historic Preservation Division.

Most recently, Leigh was named as director of Community Partnerships for Fox Gives, an enhanced community partnerships program dedicated to preservation efforts and support for theaters throughout the Southeast. In this new role, she will focus on the overall success of Fox Theatre’s Multiyear Grant Program and sustaining and leveraging partnerships for Fox Gives. She will also oversee staff of the All-Access Pass Program and will extend bilingual education goals for the nonprofit’s Fox in a Box Program.

Leading Fox Gives, she oversees all grant programs, education, membership, statewide theatre presenting and preservation partnerships. Since 2008, the Fox has awarded $3.2 million dollars in financial support for historic theatres in Georgia and the Southeast. Additionally, her team supports more than fifty-five statewide non-profit theatres and arts centers through Georgia Presenters.

She has twenty-five years of professional historic preservation experience including internships with the National Park Service and the Historic Oakland Foundation and received a Masters of Heritage Preservation Degree from Georgia State University. In 2014, she received an Award of Excellence in Historic Preservation Service from the Atlanta Urban Design Commission.

A native of College Park, Georgia, Leigh resides in Druid Hills and serves on the boards of the Georgia Downtown Association, the Red & Black and Young Harris College Alumni.

Connect with Leigh on LinkedIn and follow Fox Theatre on Facebook and Twitter.

What You’ll Learn In This Episode

  • What is Fox Gives, and how did it grow out of the Fox Theatre Institute

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Atlanta Business Radio. And this is going to be a good one. But before we get started, it’s important to recognize our sponsor, CSU’s executive MBA program. Without them, we wouldn’t be sharing these important stories today on Atlanta Business Radio. We have Leigh Burns, who is the director of community partnerships with Fox Theater Fox Gives. Welcome.

Leigh Burns: Thanks, Lee. Thanks for having me today.

Lee Kantor: Well, for folks who aren’t familiar, can you share a little bit about Fox gives? How did that begin and how are you serving folks through that?

Leigh Burns: Absolutely. Well, Fox gives is now kind of the the second generation of the Fox Theater Institute, which started in 2008. Anyone who’s from Atlanta probably knows a little bit about the Fox Theater history. And we were saved in the 1970s, and our board has been amazing and really giving us the opportunity to share not only professional development and trainings across the state, but grant funds. We’ve now given away about $4.2 million in grants and have about five different programs to kind of help smaller theaters around our state, and even some in the southeast grow and then continue to have success.

Lee Kantor: So when it comes to the giving part of Fox gives, you mentioned helping the other theaters, but how did that evolve at first? I mean, as you mentioned, the Fox Theater was kind of in a tricky situation in the 70s. And then how did it grow out of it, and how did it get to the point where now you can be so generous?

Leigh Burns: Sure. Well, I mean, you fast forward a couple of decades, and the Fox Theater has been fortunate to really, um, have a great opportunity for selling tickets, for having big events, for earning end earning revenue that could be shared with other theaters. But the step in between that that we saw, where theaters were reaching out to us a lot at the Fox for referrals for work, especially conservation, restoration type work, also with operational advice and the outreach from the theaters became so strong that the board really thought, you know, this would be a great way for us to continue the legacy of our early years as Atlanta landmarks. What people probably don’t realize is the Fox was going to be just one of many buildings that are our first original kind of grandfather board started. And so this gives us an opportunity to work on other historic buildings and pay our successes forward. So of course, first, operating well in the black, having great opportunities with Broadway, with comedy, with dance, with everything, and and making that success known. And then also, I think you have to remember the, the groundswell of kind of a return to Midtown and the success that Midtown’s have. So being able to pay that back around our state has been a huge gift for us.

Lee Kantor: Now, there’s a lot of talk about how movie theaters are struggling. Is live theater not being impacted in the same way that movie theaters are?

Leigh Burns: No, we’re really not seeing that.

Leigh Burns: Um, we’ve had a tremendous Broadway season this year and plan for one next year. I think there’s a couple things at play. I think post Covid, people want that sense of community. Um, they want to experience live theater together. Comedy shows are definitely more successful and more popular than they’ve ever been. I think there’s this sense of that isolation that we felt and needing to come back out and be together to do things and maybe even step off technology and put the phones away and experience something, live together in a shared environment.

Lee Kantor: So you think that in movie theaters, it’s too close to being watching it in their house with their big screen TV? And then that live theater is like a totally different event and experience.

Leigh Burns: We do. I think it’s a very different experience. I mean, obviously there were, um, opportunities to see, um, musicals and things like that during Covid through all kinds of, you know, launch platforms. But we really don’t think you can duplicate the experience of seeing that live and in person here at 660 Peachtree Street. We just think that’s still a priceless experience for most people.

Lee Kantor: So can you talk a little bit about what the day to day looks like? Um, for Fox gives, are you? I’m sure you’re bombarded with requests, but how do you kind of curate and decide? Um, you know how the funds are shared?

Leigh Burns: Sure.

Leigh Burns: So once a year, um, we start that process in July. We have an open application where you, um, submit a letter of intent. Then you’re given access to proceed with the application. Your theater has to be a nonprofit or operated by a city or county. Of course, some of our grants require a match. So you have to come to the table with match for that project. Um, you submit the application. We have a committee of outside reviewers that scores those. We award those by by competition. We award them typically around September. And then you have until the end of the next fiscal year, which actually wraps up for us around June 15th. So it’s a pretty quick process. We usually have about 2020 to 25 applicants for half $1 million in annual funding. So it’s fairly competitive. Um, but we see a lot of theaters and performing arts centers coming back to get multi-levels of funding. So they might start one phase with securing their roof. Then the next year they come in and do historic plaster repair. Then they might wait and come back and work on some things like replacing seats and those kind of things. So everything’s kind of done in phases. Um, but it’s, it’s been very successful. And, and we’re now in our 17th year of Fox gives and so proud of what we’ve been able to share.

Lee Kantor: Now um, is there any effort, um, in the education space with so many cuts when it comes to the arts, whether it’s music or theater programs? Um, from the schools themselves, is there any outreach that Fox does when it comes to education?

Leigh Burns: Absolutely.

Leigh Burns: In March of 2024, we launched our new high school program. It’s called All Access Pass. It provides an opportunity for high school students to come here to the Fox and experience not just a show, but shadowing professionals here at their Fox, at their day to day jobs at the Fox, we also go out to the schools and we work with them, and we really talk to them about not just singing and dancing and acting, but what life looks like for our own careers. For those of us who might work in sound design and light design in marketing. So we have made a conscious effort really to ramp up our education program. We’ve had our Fox in a box program for over a decade, which is our K-5 program. But this expansion into high school has really given us opportunities to look at job development. That was something that our board and when we went out and did strategic planning, really wanted to focus on how we could encourage that. So that’s what the All Access Pass program does.

Lee Kantor: So how do you, um, see Atlanta’s arts and theater community as compared to other kind of similar sized cities out there?

Leigh Burns: I think our arts.

Leigh Burns: Programs are still continuing to grow. We collaborate a lot with our fellow partners around the city. We’ve worked with theatrical outfit Seven Stages. Um, we still have art centers not yet to open. We’ve been working with a community in Grove Park for about seven years, and they’re going to be opening a new performing arts center. So I think the health of performing arts is very strong. Um, in spite of what we’ve seen at the federal level with cuts to NEA and other programs, I really feel like, um, now more than ever, people need this outlet and this place to be social. Around the arts. Um, the high museum is thriving. Center for Puppetry arts. So many of our neighbors. Atlanta Botanical Garden has amazing performance based, you know, opportunity. So we just see it as room for growth. And and we’re excited.

Lee Kantor: Now where do you see some opportunity? Is there any, uh, types of theaters you’d like to see more of, or is there any types of, um, whether it’s more comedy? You mentioned that there’s been a lot more comedy lately. Do we have enough of those and enough diversity around the types of content that’s being made in those venues?

Leigh Burns: Well, I think we’ve started to see a little bit more dance. Um, focus on dance again in Atlanta. It appears that, um, people really are connecting to more of an opportunity to diversify programing. You know, we’re so lucky here at the Fox that we host Alvin Ailey American Theater Company every year in February, and we’ve been able to work with our students around that. We’re just hoping that we can continue to provide the best diverse programing for not just the Atlanta audience, but for the Georgia and with our grants program. You know, if if there’s things that our grantees need, um, to diversify their own programing, maybe they need a spring floor for dance, maybe they need Technology upgrades to their ticketing and website systems. That’s even something that we provide here at the Fox through Technical assistance grants.

Lee Kantor: So, um, how does the the money get generated for Fox gives? Is that donations or is that just built into ticket pricing. Like how do how do you kind of build the funds so that you can, you know, reinvest them into the community?

Leigh Burns: Right. It’s earned income here at the Fox. Um, portions of tickets also concessions, um, some merch. And then of course, we have our amazing ballrooms which earn a, a nice, um, you know, profit for us. So we return that out back into the state. And again, it goes back to our mission of to preserve and share. And so we take a portion of our funds that we earn, and we give it back to communities around our state. We’ve been so fortunate, um, that we’ve been able to do that.

Lee Kantor: So what’s on the, uh, kind of roadmap moving forward? Anything you’re excited about?

Leigh Burns: Well, the roadmap moving forward looks great with grants. We selected a multiyear grant last year. We gave one grant for half $1 million to Hart County Community Theater. They have made a lot of efforts around rehabilitating their facade and beginning to make a lot of upgrades to their interiors. So we’re looking at seeing kind of that investment come to fruition. That’s the largest investment we’ve ever made in a single theater, um, with one check at a time. So that’s really on the horizon. And then our second season, our second, um, school season of our all access pass program will begin. We’re in the selection process right now, so that will begin in September. And just really looking forward to continuing some of these programs and and inspiring youth and, you know, really getting them talking with their other family members about how they can be engaged generationally in the arts.

Lee Kantor: So what do you need more of? How can we help you?

Leigh Burns: What we would love more of is.

Leigh Burns: People to support their local theaters. Get out there and volunteer. Um. Get out and come to a performance. Support them. Have their children engaged. You know, all kinds of opportunities around art education. Many of our theaters are in performing arts centers that offer classes, um, that have galleries that sell items to continue their business. So just really being aware of what’s around you. We have a great, um, website where you can find out more about our grants and our theaters we work with, and we would love that engagement.

Lee Kantor: So if somebody wants to learn more, what’s the website? What’s the best way to connect?

Leigh Burns: It is Fox theater.org.

Lee Kantor: All right. Well Lee, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Leigh Burns: Thank you so much, Lee. We appreciate this opportunity.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Atlanta Business Radio.

Ral T West With Ral West Livin’ the Dream

by

High Velocity Radio
High Velocity Radio
Ral T West With Ral West Livin' the Dream
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Ral West is a Visionary Business Leader and Systemization Expert, who employs her 4+ decades of entrepreneurial experience and her passion for business in her newest endeavor: “Ral West Livin’ The Dream”. She teaches entrepreneurs how to be the owner rather than operator of their business, so they can have a successful business and live the life they deserve.

She has an online course and a Mastermind program. She and her husband have founded several businesses, one notably achieving 8 digits in annual revenue before being acquired by Alaska Airlines in 2008. She has invaluable experience in scaling businesses and mastering the art of effective systemization. She honed her business acumen with real life experience.

She is a master at the practical implementation of business theories to create effective processes that transform businesses and multiply success. A respected figure in the tourism industry and multifamily real estate circles, she has been a guest speaker on numerous podcasts and has authored courses.

Ral and her husband live in Alaska and Hawaii when they are not jet-setting on their worldwide travel adventures.

Connect with Ral on LinkedIn and Facebook.

What You’ll Learn In This Episode

  • 6 Principles for Lasting Business Success;
  • How to organize your business to create personal freedom;
  • How delighting your customers boosts your success;
  • The Entrepreneurial Mindset;
  • Build your business to support your life goals, not the other way around

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show, we have Ral West, who is the owner of Ral West Livin’ the Dream. Welcome.

Speaker3: Hi, how are you?

Lee Kantor: I am doing well. I am so excited to learn what you’re up to. Tell us about Raul West. Living the dream. How you serving, folks?

Speaker3: Okay, well, I am using my 40 plus years of entrepreneurial experience to teach business owners how to be the owner of their business and not the operator. You know, get out of the day to day and step back and work on your business instead of in it, so that you can have some freedom and enjoy your life.

Lee Kantor: Now, in your experience, you find that most entrepreneurs just get on this hamster wheel of just kind of doing the work, doing the work, doing the work, and they never really kind of maximize their efforts and their talents and delegate a lot of the activities.

Speaker3: I yeah, I would say that many entrepreneurs, too many are doing that. I certainly did a couple of decades ago, and I was pretty exhausted and miserable. So I want to teach any entrepreneur that’s doing that where they think they have to do it all, and they can’t let go of any of the tasks. I need to teach them how, how not to do that so that they can actually enjoy life and get sleep and have some self-care and spend time with their family and that kind of thing.

Lee Kantor: So what was that moment in your life where you said, enough is enough? There has to be a better way. Let me learn some systems and processes that can help make my life easier.

Speaker3: Yeah, well, it was over 30 years ago, and I had a young daughter, and, you know, she was having to do her homework and eat dinner at the office because we we were working late just about every night. And, and the diet consisted of like McDonald’s and pizza and Chinese and, you know, any kind of takeout. And I realized this was not healthy. I mean, I was certainly not healthy. I was overweight and out of shape. And, you know, I was starting to feel the, the stress and the the toll that that was taking on me and on my relationship with my husband and all of that. So, yes, something had to change. It was not sustainable. So I started learning. I went back to college, I started reading books. I got recommendations from our mentor who was Robert Kiyosaki, and this was before he wrote Rich Dad, Poor Dad. He told us to pick up a book called The E-myth by Michael Gerber and that kind of, you know, saved our life. So it goes back that far.

Lee Kantor: Now, can you share a little bit for folks who aren’t familiar with the E-myth. I read that as well when I was younger, but I don’t know if you know this current generation is that fluent in in the terminology that he was using. But can you share a little bit about some of the basic principles that he was espousing?

Speaker3: Yeah. You bet. And actually he’s done many versions of that book since then. He’s he is updating and keeping current so you can still find it out there. And there’s e-myth for contractors and E-myth for, you know, all kinds of different lines of work. And basically what he says is that the, the e in the e-myth is entrepreneur. And he says that the people become entrepreneurs because they have this grandiose idea that they know, they know how to do it all, and they’re going to have this wonderful life and freedom. They don’t have to do what anybody else tells them to do. And then they find that, you know, doing the particular craft or talent that they had is not enough. They also need to know how to manage, and they need to have wear all the hats in a business like marketing and finance and operations and the things that maybe they weren’t having to do if they were just doing their particular craft, you know, whether it’s plumbing, accounting, law or whatever. And that you you need to be able to take care of all aspects of your business and step back and be the manager.

Speaker3: And then in order to grow the company, you need to duplicate yourself. You need to be able to teach others how you do things. So that means you need to document your processes and your procedures so that you can have the same outcome no matter who’s doing it. Um, he used the example of McDonald’s, where it doesn’t matter where on the planet you walk into a McDonald’s, your Big Mac is going to taste the same. And that’s because they have fine tuned their procedures right down to the number of seconds that the burger is on the grill at such and such a temperature and so forth. So it is so finely tuned and finely defined that, you know it’s the same all the time, and that’s what you need to do in your business and create those systems and document all of the processes and your procedures and your rules and your guidelines and so forth, so that you can duplicate everything and step back, and then you can start it all over again and, you know, open up another location if you want, or you can just sit back and enjoy your life a little bit.

Lee Kantor: Now, is that kind of the first step that if anybody who’s out there, maybe solopreneurs or business coaches out there listening. Is it something that the first step is this kind of documentation of all of the processes that you’re doing currently, that at some point you got to write everything down? There’s no way around that. If you really want to delegate or you want to scale.

Speaker3: Yes. And of course, nowadays you can just do a Vimeo, you know, or a loom or something. You don’t have to write it. You could speak it into a video and and but basically you have to document it in some way. Um, if you want consistency and if you want your customers to be served the same way over and over again so that their expectations are always being met. Yes, yes, you have to be able to duplicate that that excellent product over and over and over again and don’t leave it to chance. So it starts with it’s documenting what you do. And then also you have to take a look at what you’re doing and see how you’re spending your time. You know how many of your tasks that make up your day are a small, repetitive tasks that someone else could do, or that you could find automation to do it for you? Something to gain some leverage so that you can save time. And that’s that’s very important. And I do that in my personal life as well as in my business. You know, you don’t want to be bogged down by minutia.

Lee Kantor: Now, what do you tell the entrepreneur out there that’s saying, well, that sounds good if I was making hamburgers, but I’m a consultant, you know, like people, I’m getting paid to be creative and problem solving and critical thinking. I don’t have it’s difficult for me to write down how to answer every possible scenario that could exist in order for me to delegate this kind of skill.

Speaker3: Well, sure, you’ve got some things that are, you know, intellectual property type of talent and, you know, you you might not be able to take everything out of your brain and duplicate that. But there are some things that are like the same questions or the same issues that come up over and over again. And you can certainly document that and create some guidelines, um, create some frameworks that you can use to teach and, and help your clients. Um, I think that there’s many ways that you can organize your, your knowledge and your information, And I do remember, you know, we had a business with about 50 employees, and I was in charge of the marketing department, among other departments. But, um, there was a point in time where my marketing team asked me, how did you know that it was the right time to increase our spending in advertising? And it took me back because I didn’t know how. I knew it was instinctive. It’s just like you’re saying, you know, if you’re a consultant, there’s some things that you just know they’re in your brain. And so this was something that was just in my brain. But I had to to be very intentional and conscious about trying to figure out what my thought process was that could guide me to make that decision. And I finally was able to break it down to the metrics that needed to be watched and that if, uh, sales data, for example, showed that there was a decline over a period of like three days, you know, reducing sales calls for three days. Ah, that’s a trigger. Now you need to increase your advertising to to pump up your business. So there are some things that you can document and systematize.

Lee Kantor: Now part of your, uh, title I guess is visionary business leader and systemization expert. Um, when did you go from having your own business that was your business to coaching other people and helping other people, uh, learn from all that you accomplished in your career?

Speaker3: Well, for years and years, I’ve been helping other businesses to grow and to scale. Um, not that I did it for a living or, you know, as a business. Um, but I’ve helped others, you know, ten-x their business by following my advice. And it was just a couple of years ago that it was suggested to me that I actually teach people how to have the kind of life that we have, because not only am I good at systematizing businesses, I’m good at systematizing our life and we’re able to live the dream. We travel all the time. We have two homes, we have a yacht, we still manage several businesses. And you know, it all seems to go very easily and people can’t can’t grasp how I can keep so many balls in the air and still be able to have all of this free time and enjoy my life. So that’s when I decided that, you know, maybe it’s time for me to, uh, give back and use my 40 plus years of experience to help other people.

Lee Kantor: So when you decided to get into this type of coaching and helping other people, business as a business, what were some of the things you did to launch and get the escape velocity that’s needed for any successful business?

Speaker3: Well, the first thing I did was I, I do what what I tell people to do, which is to design the business around your lifestyle, not the other way around. I want my business to to support me in the way I want to live. So I opted not to do one on one coaching because that kind of ties me down and demands an awful lot of my time. So I wanted to use leverage. So I decided to create an online course where I could teach many people and do the course once, record it and have it available online, and then anybody can take advantage of it at any time. So that was one thing. And then I have hired coaches and mentors to help me get my products out there, and have guided me as to what are the next steps. And I’ve been advised my next step should be to start a mastermind. So that’s what I’m doing right now. And the mastermind will be a small group of entrepreneurs who are running a seven and eight figure businesses where they’re too much involved in the operations and need help getting out of that day to day and stepping back so that they can And work on their business and become the owner rather than the operator.

Lee Kantor: So at what point did you develop these six principles for lasting business success? Was this at the beginning? And this was what kind of is the foundation that the all the entire business is built around?

Speaker3: Yes. Um, so two years ago when I started this, I had to take some time to sift through my 40 plus years of memory and determine what were the things that set us apart. Why was our business so successful? Why were we able to grow it to eight digits in revenue and sell it to Alaska Airlines? And why were we able to go on and create other multimillion dollar businesses after that? What were the tools? And, you know, I call them my principles. So I, I determined that there were six. And and those are the six principles that are the foundation of my course. And also, I believe, the foundation of any business that wants to be successful for the long term and be able to be operated with an owner versus an operator. And so I yes, those those six principles have been employed by us for decades. But I just pulled them out, identified them, and created a framework around them. And as I said, I’ve gotten mentors and guides to help me figure out how to do that. And, you know, personal branding is something that’s, you know, relatively new. So I had to learn how to get online, how to use social media, how to put my name out there, you know, website, YouTube channel, all these things that are so new to me because that was not part of our, our business formula before.

Lee Kantor: Do you mind sharing some of the principles?

Speaker3: I would be happy to. Uh, the first principle is systems. You know, you have to create the systems. The second principle is to track your data. Measure and track your performance and create reports so that you always know what your KPIs are and make sure that you’re measuring the right KPIs. Um, then there’s, um, leverage. You know, many ways to use leverage. One of them being education and others are learning how to delegate properly. There’s an art to delegating. Um, so anytime you delegate, that’s giving yourself leverage. Using automation is a form of leverage. And social media is a form of leverage. Getting getting your word out to many people with relatively little effort. And then there’s creating your culture, creating a very intentional culture that it just absolutely is imbued throughout your organization and is communicated to your customers and to your community. And the next is your team. You have to nurture your team, empower your team. Give them the authority and the ability to to operate, you know, on their own and do what needs to be done and give them guidelines. So you need to keep all of these things going and they’re all in conjunction with each other. And then that’s principle number five. Number six is customer service. And you want to have the ability to delight your customers, not just serve them well. I mean that’s good. That’s important. But if you delight your customers, you’re going to have customers who keep coming back over and over and who refer other people to you. And that’s really a key to lasting business success. And then you rinse and reuse all of these principles. They are not a set it and forget it. You have to keep working them. They’re like a six legged stool. And if you let any of those six legs get too short or not pay enough attention, your whole organization is wobbly. So you need to pay attention over time to all six principles.

Lee Kantor: Yeah, I think that, um, delighting your customers is one of those things that a lot of entrepreneurs fall short in. They they spend so much energy in trying to get a client and doing whatever they have to do to attract and and get that client that once they have the client, they kind of move on to the next client, and they don’t invest the time and resources to really surprise and delight their existing customers. And I think that’s an untapped opportunity for growth for a lot of business owners.

Speaker3: I believe yes, absolutely. And, you know, it’s not just entrepreneurs. There’s large corporations that are really missing the boat on that too. How many of us, as customers, uh, feel frustrated, uh, and annoyed by the way we are treated by some of these large corporations? So, yes, they all could use a little lessons in delighting their customers.

Lee Kantor: Now, what are the symptoms that an entrepreneur is having? Uh, that might be a signal that, Hey, I got to get in touch with Ralph.

Speaker3: Oh, uh, working too many hours, not having time for your family. Not having time for yourself. Being exhausted, uh, feeling like you want to grow the business, but you just can’t because there’s only one of you and only so many hours to go around. And, you know, if you’re feeling kind of stuck, um, that’s a good sign that you. You need me to help you get over that, because oftentimes the, the, the business owner who’s involved in the operations becomes the roadblock to growth because too many of the decisions and too many of the problem solving, uh, needs are going through that person instead of being handled by the team. So if you’re in that position, please reach out to me. I can help you. You don’t have to go through the agony that I went through. I can help you.

Lee Kantor: Now, is there a story you can share that maybe illustrates how this can work for somebody? You don’t have to name the client, but maybe, uh, explain the situation they were in and how you were able to help them get to a new level.

Speaker3: Well, sure. I mean, obviously, we did it for ourselves, um, in our own business, um, and, and were able to step away from the day to day operations and, and hand things over to a COO and a CFO. And then many years later, we sold the business to Alaska Airlines. But I’ve also helped, like another business, a small business, um, who the business owner was working, you know, like, around the clock. We couldn’t go out to dinner with this person without her taking several phone calls during dinner, because she just had to be doing it all herself. She wasn’t using any kind of team, and, uh, she wasn’t able to to, like, take a break, go away for a weekend or anything because she had to stay glued to that business. And so we started teaching her how to document her systems, how to create systems, how to use technology, and and how to how to onboard a team member, and in such a way that she felt confident that they could take care of her customers the same way that she would. And we explained to her how, you know, you need to create like a manual and outline all of the the guidelines, all of the processes, all of your, um, you know, your rules and how to how to handle a customer that has an issue, what do you do for them? And all of these things? She gradually started to employ them. And then over a period of about, oh, I’d say about ten years, she annexed her business and now she’s able to take month long vacations.

Lee Kantor: Wow. I mean, the impact is real, you know, that’s it sounds, in some ways simple. Oh, just systematize, delegate it. Just for a lot of entrepreneurs, that’s a big ask.

Speaker3: Well, yeah. And I’ve heard a lot of people say, well, I don’t have time to write down what I do. I don’t have time to, to create this system. And my response is, well, if you don’t take the time now, you’re never going to have the time for yourself in the future. You you have to invest the time now so that you can reap the benefits of that later.

Lee Kantor: And amen to that. Amen to that. Well, if somebody wants to learn more or have more substantive conversation with you or somebody on the team, um, or get into one of these masterminds or take the course, what is the website? What’s the best way to connect?

Speaker3: It’s very easy. If you know my name, you know how to find me. It’s Rahel West. So the website is Rahel West.com. You can find me on LinkedIn under Rahel West, a YouTube channel, Rahel West. And any of those, uh, have ways to reach me. And on LinkedIn, I have a weekly newsletter that you can subscribe to. It’s free. And every week there’s tons of information. Every week, of course, is a different topic. And there are actionable strategies for you to use in your business right now. And also on my website, there’s a lot of podcasts like this one that I have done guest appearances on, and they’re all available there and on YouTube to watch and learn. So yes, and please do sign up for my mastermind. I would love to to have a bright, ambitious entrepreneur come on board and and have me help create the life that they really want.

Lee Kantor: And that’s real West r w e m.

Speaker3: Yes. Thank you.

Lee Kantor: Well, thank you so much for sharing your story today, doing such important work. And we appreciate you.

Speaker3: Well thank you Lee.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

Liz Wolfe With Liz Wolfe Coaching

by

High Velocity Radio
High Velocity Radio
Liz Wolfe With Liz Wolfe Coaching
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Liz Wolfe is a seasoned business coach, author, and speaker at Liz Wolfe Coaching who coaches entrepreneurs to get unstuck so that they can launch and grow an abundant business.

With over two decades of experience, she has empowered people with her three-part coaching system starting with a clear vision coupled with purposeful action, and removing hidden barriers to get breakthrough results for her clients.

She got her entrepreneurial start growing up on a sheep farm in Western Pennsylvania with her mother and two sisters. They built a cottage industry making and selling woolen items, which helped Liz develop her public speaking and selling skills. Later she moved to NYC, where she used those skills to create a successful computer consulting business with her husband, Jon.

Eventually she transitioned out of the technology business to apply her experience in a more interpersonal context, helping business owners to develop an abundance mindset.

She says that one of her greatest accomplishments is staying married to her husband for 25 years while running a business with him. They have two wonderful children. Always eager to get in front of a crowd, she also runs bluegrass jams in New York City.

Connect with Liz on LinkedIn and Facebook.

What You’ll Learn In This Episode

  • Three Keys to an Abundant Business (Ask Powerfully, Give Wholeheartedly, Receive Graciously)
  • Procrastination/resistance, mindset issues and how they relate to the style of running a business

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here. Another episode of High Velocity Radio, and this is going to be a good one. Today on the show we have Liz Wolfe, who is with Liz Wolfe Coaching. Welcome.

Liz Wolfe: Thank you so much. I appreciate you having me on.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about your practice. How you serving folks?

Liz Wolfe: I’m a business coach. I’m based in New York City. And what I do is I coach new entrepreneurs, mostly, mostly new entrepreneurs, to get unstuck so that they can launch and grow an abundant business.

Lee Kantor: So they at go, they’re stuck. Is that is that a yellow flag right at the beginning?

Liz Wolfe: Yeah. People get unstuck. Uh, meaning they’re stuck because they say, ah, man, I always wanted to be an entrepreneur. I don’t know how to do it or I’m too afraid. Or they say, you know, I have this really awesome idea. Or they say, somebody came to me and said, hey, you want to participate in whatever it is and they don’t know how to proceed. Their, their their mindset takes over. They get afraid. They did it once before and it didn’t work last time. It’s like the fourth time trying. So there’s all kinds of ways that people can get hung up.

Lee Kantor: So it really strikes me that I didn’t realize that they would have these issues at the beginning. I would think the beginning is where all the energy and the momentum is.

Liz Wolfe: Well, and that’s can be another part of it. Of course, you could have had a bunch of momentum and really be excited to do it and then had a few failures along the way. So when I say launch and grow an abundant business from, you know, as new entrepreneurs, um, that could be anybody who’s literally doesn’t even know what they want to do, they just want to quit their job, and they just hate their job and don’t want to do that anymore. To somebody that’s even been in their business for maybe three years, and they have tried a few things and it’s very frustrating. You know, they did a lot of free coaching or they tried different products or whatever that is. So there’s a certain amount of quote unquote new entrepreneurs, somebody from like, let’s call it 0 to 3 years.

Lee Kantor: Now, what’s your backstory? How did you get involved in this line of work?

Liz Wolfe: Well, my backpack story is that I had a crazy mother in a good way. No, I grew up on a sheep farm. When I was five years old, my mother said, I don’t want to live in the city anymore. And she had zero experience being a farmer. But she moved us out to what became known as the Wolf Family Sheep farm. And that’s right. My last name is Wolf and we were on a sheep farm. Was great marketing for the day. Wolves in sheep’s the game, but we really had to figure out what resources we had and for survival, you know, for money. We had these sheep so we would make products, we would spin wool, we would sell the lamb meat, we would go to festivals. We would take the sheep with us to these downtown Pittsburgh and share them on the spot. There was many ways in which we had to be innovative and creative, and really use our skills to create products that we would turn into money. And so I grew up in an environment that was that all the time. So I the first thing I did out of college was I said, well, I don’t want to get a job, so let me go do this.

Liz Wolfe: And what I did was I opened a store that was selling those products. Now I’m in my you know, it was 22 at the time. The fact was, it wasn’t that authentic for me. I was really doing it to help my mother. And so I was doing it in Connecticut. She was in Pittsburgh. Anyway, it didn’t it didn’t work out. But, you know, every good business coach has to have a good big failure in their past, right? So you can look and go, well, I saw what didn’t work. So let’s figure out what would work. And one of those was developing skills. I became a computer consultant selling CRM systems. Love to help small businesses. I really only realized later, oh, look at all the skills I had that I didn’t know I had, right? So often we overlook those skills that we have because we didn’t learn them in school or something. And it turned out that I had a knack for helping people because I had been through that experience myself, having my own business now 28 years. And my biggest accomplishment is I’ve been married to my husband the whole time I’ve been partners with him in the business. So here we are.

Lee Kantor: And so together you’re doing coaching as well.

Liz Wolfe: He actually still sells the CRM software. It’s called maximizer. It’s a great small business CRM system. Everybody’s heard of Salesforce, but not everybody wants to spend the money on it. So that was a that was a turning point in our business where I said, well, I don’t really want to do the technology anymore. You know, in the 90s, it was really like I’m always reminded of a story I read about the when penicillin was invented, it was incredibly effective. Like you could administer it to people and animals and it would instantly, you know, within 24 hours, get better. Of course, that doesn’t happen anymore. But that was what CRM and technology was like in the 90s. People you don’t you don’t realize that people like, had no idea how to use how how to take their paper systems and put it into a technology. Technological solution. A system that didn’t exist. And still to this day, some people don’t do it, but it’s much more run of the mill now. Everybody knows how to use Excel or whatever. They use Monday.com or something. So but he continues to sell to mostly to financial advisors. That is the the market that’s really well suited for that particular software. And I just got tired of the tech. I just got bored with it. It was fun when it was fun, and it’s more fun to work directly with people.

Lee Kantor: So now in your work, when you’re working with these entrepreneurs that are at some level of stuck. You mentioned something earlier that I’d like to get into a little bit, that you didn’t realize all the skills you had when you were an entrepreneur. You know, at age five, you know, making a wool toy for a kid at a festival. Um, can you talk a little bit about how, like if our listeners says, oh, yeah, you know, I don’t know if I believe that, like, is there a way to kind of audit yourself and to come up with maybe some of the hidden skills you have? Are there some questions you ask, uh, your coaching clients in order to help them discover maybe some of these, uh, little pots of gold they might have just within themselves?

Liz Wolfe: Yes, absolutely. So one of the I believe a myth of entrepreneurship is that you have to be a certain level of, of respected expert or have credibility. And it is true that you it’s important in the beginning to build credibility so that people see you as a credible expert. However, it doesn’t mean you have to have a PhD, or it doesn’t mean that you have to even get certified to be a coach. It doesn’t mean that you need 20 years in the business. What it means is that you look at your own strengths, and this is the part I think that gets overlooked quite a bit, which is everybody always says, well, what’s the problem that you can solve for people? And you don’t have to have any years of experience if you can solve it for them after just doing it for one year. That’s that’s not the point. You don’t have to have your PhD, but that falls flat for me. This. What what problem do you have? What problem do people have that you can solve? I add to that, what problem do people have that you care about solving for them? Because if you don’t care about solving it, then it’s not going to inspire you to get better at solving it. You’re just going to be like, that’s the way, you know? After a while. I used to love teaching people how to use Excel because it’s a kind of complicated program, and it’s really cool when you learn it. After a while, I didn’t care about solving that problem for people anymore. Got got wrote. So everybody has their own personal perspective on what that problem is. And if you care about solving it, you have a perspective on the best way to solve it. And so that is what I think people should really leverage is yes, their skills, their experience, but also their in their their inspiration to help solve that problem.

Lee Kantor: So to kind of, um, like transfer some of your passionate, uh, your passion with your skills and your enthusiasm to solve a problem is more important, I guess, mentally, than just having the ability to solve the problem.

Liz Wolfe: Yes. And through that, you’ll have the incentive to figure out how to solve the problem for the person.

Lee Kantor: Right? Because everything is more aligned.

Liz Wolfe: Yes, absolutely. And I just think people are smarter than they think they are. They’re better than they think they are. They have more experience than they think. And I, I mean, sure, people will come to me and say, well, let’s put it this way. I say, if people ask me, how long have you been in business? It means something to say that I’ve been in business for 28 years. Especially when you hear all the statistics about how businesses fail after five years or whatever that is. However, I have people that I can think back to in my first year of training or coaching that still I hear from. It meant I met a man recently that I hadn’t seen in a while and he said, I still use something you say every single day. And I think, wow, you were in one of the first coaching programs I ever led. And he still uses it to this day. Why? Because he’s listening from a perspective of I want my problem solved. So I’m going to look to this person who’s there, ready, willing and able to solve it for me.

Lee Kantor: Now, you mentioned earlier you use the word abundance and abundance principles, I believe. Can you talk a little bit about what you mean by that?

Liz Wolfe: Yes. It’s one of my favorite topics, as a matter of fact. So abundance means different things to different people. And some, for some people it’s money, but surprisingly fewer than you would think. For some people, it’s freedom. Freedom of time, freedom of money, freedom of creativity. That’s another thing. And why would I be hesitant or have fears around doing anything? Those are scarcity thoughts, scarcity based thoughts. And one of the skills that I’ve developed as a coach is really helping people to be able to make distinctions between when their thoughts are scarcity based versus abundance based. So it’s based in these abundance principles, which, by the way, I didn’t make up, nor did Wayne Dyer, nor did this, you know, the think and grow rich guy 50 years before him or the person that a thousand years ago. Right. These are principles that have been in available to us for literally for thousands of years. And so the skill is being able to make the distinction between what is a scarcity based thought, what is a belief, and then what is an abundance based thought. So for example, some people will say, oh, it’s so hard to start a business. Okay, um, that’s a scarcity based thought. I’m not saying there aren’t challenges to it, but if you go into it saying it’s so hard and I’m going to fail, I’ve done it before. I’m going to fail again. Oh, let me figure out how to not fail again. These are all scarcity based thoughts. So the you you’ll be more effective at what you do when you have more helpful thoughts that are based in abundance principles.

Lee Kantor: Now, um, there’s a lot of, you know, people want to believe that things are easy. And I think this is where even some of the principles of abundance, um, are kind of either misheard or misunderstood. Just because you want something doesn’t mean you’re going to get something. It’s not a magic wand to flip a switch and say, instead of believing, uh, businesses or I failed in the past, I’m going to say every day, I’m not going to fail today or I’m going to be successful today. And just that activity isn’t enough to. Um, maybe it won’t bear the fruit of maybe what you want just because you are kind of using abundance language. So how do you help kind of manage the expectations of some of your coaching clients?

Liz Wolfe: Yeah, that’s a really, really great question. And I think this is where you’ve got these devotees of the Law of Attraction, and then you’ve got the the people that are like, well, that doesn’t work. You can’t just sit around and you’re in your front porch and go, I can’t wait today for $1 million to come in the mail. You know, it’s not it’s not that. So one distinction is to notice how helpful are your thoughts in in moving you forward or in being productive. So, for instance, the thought that I don’t know if anybody’s want will pay here. This is one of my I guess you could call it a pet peeve. One of those things. You know who? Um, nobody. Nobody will pay me what I’m worth. That’s a big one that you hear a lot of times. And so the people say, you know, you really got to charge what you’re worth. And I have to tell you that I actually don’t believe in in worth as a. Let me put it to you this way. People don’t sit around and say, you know what? I’m going to hire Liz Wolfe because she’s worth it. Meaning like she she should because she believes in her. I’m not saying it right. They’re they’re sitting around saying, I’m going to hire those, Wolfe, because it’s clear to me that she’s going to solve my problem. They’re not sitting around going, you know what? Because she’s just such an awesome person and she just worth it. I just want to give her some money. Right? You see why? Like we keep thinking it’s about us. It is not about us. It is about them. And so that person who has their thoughts is trying to build themselves up through this idea of, well, if I just visualize it, or if I just convince myself I’m worth it, I’m going to spend time in front of the mirror saying, you know, you deserve it. That’s another one I. Oh, that’s the one. I also that phrase, I deserve it. People don’t give it to you because they deserve it. You know that Liz. She’s she’s I like her. She deserves.

Lee Kantor: Right. She she put.

Lee Kantor: In the time. So here you go.

Liz Wolfe: Here you go. Right.

Liz Wolfe: They’re not thinking about that. And so the the thing about the law of attraction, and I certainly adhere to the principles of it. What gets overlooked is that there’s also a law of resistance. And someday I’m going to make my next million.

Liz Wolfe: Dollars by.

Liz Wolfe: Writing the book about the law of resistance, which probably people don’t want to read. Why? Because it’s going to explain how hard it is.

Lee Kantor: Right?

Liz Wolfe: Not how easy it is.

Lee Kantor: It’s the work part.

Lee Kantor: That people don’t want to do.

Lee Kantor: Right.

Liz Wolfe: And fear is a resistance based thought. I’m afraid to move forward because. And so if you acknowledge that there’s both the law of attraction but also the law of resistance, then you can see why there’s a struggle, that it becomes much more clear. And so you can stand in front of your mirror and say, I’m worth it. I’m I deserve it. And you could still feel feelings of scarcity because you just can’t seem to convince yourself. Or you can be quiet by yourself and close your eyes for the moment and just experience gratitude. You know, just just literally every human being on the planet, you don’t even need to have something to be grateful for. It’s a feeling that you get in the pit of your stomach. You can literally just say, I am grateful and just experience that gratitude. And now what you’re doing, as Wayne Dyer said, was abundance is not something you acquire. It is something you tune into. And when you relate to those moments where you felt and feel that abundance and create that for yourself, that’s where the law of attraction, because when you do that, you feel so excited and so inspired and so motivated, and the fear based conversations don’t come in. And that’s why you’re more effective.

Lee Kantor: Yeah.

Lee Kantor: When I was, um, I’ve coached some people, um, when it comes to especially freelancers or consultants or coaches, when it comes to coming up with a price, you know, that that’s a difficult thing for some people. Um, and one of the things I said to start with is just what’s a number that you can say in a mirror without laughing or feeling weird about, you know, let’s start there and then get some clients there and then just work your way from there. At least you know you’re not going to feel kind of weird about it or like that. You’re, you know, it’s like you said, they feel like, you know, they don’t deserve that price or that rate. Um, but just, you know, let the market decide that.

Liz Wolfe: First of all, I really, really appreciate you saying that because I have said the exact same thing to people where they’ll say, you know, well, other coaches or or other therapists or other video editors or whatever they’re charging, you know, $500 an hour. And then I say, okay, but if you can’t say to somebody and feel confident about $500 an hour, you’re never going to do it. In fact, I had an incident where somebody was trying to sell me their marketing program at some point. You know, everybody’s always trying to sell you their marketing program. And the program was quite expensive. It was $15,000 or something like that for three months, something like that. And the and the program, this was pretty early on in my career in coaching. And he said, I will be able to get you $5,000 a month clients. Now, why would I not have the $15,000? Why would I not spend $15,000 to get $5,000 clients? Presumably, if I got one a month for 12 months, it would be a lot of money. A lot more money than I’d spent. It’s because at the time, I didn’t even think I could sell a $5,000 training or coaching program. So even if they came to my doorstep, I just didn’t have the mindset that I was going to be able to sell a $5,000 coaching program.

Lee Kantor: Right. That’s the that you got to get past that hurdle first, right?

Liz Wolfe: Exactly. And, you know, there’s so much that goes with that. Like even sitting here now, I don’t know, is my program worth $5,000 a month? Right? You know, it’s all all our crazy, crazy talk we have in our head.

Lee Kantor: Right. Well, there there’s a guy I read a lot of of his name, Seth Godin, and he says price is a story. I mean, it’s not prices. There’s lots of things that lots of different prices. I mean, you just have to build the right story around it.

Liz Wolfe: Yes. That’s right. There are coaches that are a lot less expensive than me and a lot more expensive than me. And I found for the for the niche that I have of my new entrepreneurs, that this is something that typically will resonate with people and that they find doable. And so they’ll and yet it’s an investment and it’s something that they’re at stake for. So that’s my balance that I’m looking for.

Lee Kantor: Right. And then you have a track record that they can look at and they can feel comfortable with. Um, you’ve done this now for a bit. Do you have that to, to lean on and then they can make the decision if it’s if they see the value and it’s worth it to them, and they believe that you can help them get what they need, then they’ll, you know, then they’ll sign on. I mean.

Liz Wolfe: That’s.

Lee Kantor: Right. That’s business. That’s and that’s what their business should be, is doing kind of a version of what you’re doing and having all that social proof and having the expertise and the confidence to charge what they want to charge.

Liz Wolfe: That’s right. And, you know, I once charged 50 bucks an hour for coaching. I remember the first time I was like, wow, 50 bucks an hour, you know, because I was jumping up from the 30 that I. Whatever it is. Right. You just you can you increase and and it’s it, it builds upon that’s another abundance principle which is I like to think of it more like you’re building a house than you are going on a journey with some far off destination. The top of some mountain that you’re going to summit someday, right?

Lee Kantor: You’re earning your way up the ladder, but it’s built on your own belief. Like you have to believe you deserve each step of that ladder so that you can get higher and higher on the ladder.

Liz Wolfe: And you’ll you can keep going, and you can go as high as you want, or as stay down low as you want and goes from there.

Lee Kantor: Yeah. So now, um, if do you have any advice or tips you can share when it comes to maybe, I’m sure it’s not the first time somebody’s heard about these kind of abundance principles, but is there some low hanging fruit in individual A listener right now? Some action they could take right now to unlock some of these abundance principles in their own lives?

Liz Wolfe: Absolutely. So I have what I call the three keys to an abundant business. It’s applicable in your personal life as well. I used to long, long ago. It was the three keys to a richer life. And since I’m a business coach, I do three keys to an abundant business. And here’s what they are. Ask powerfully. Give wholeheartedly and receive graciously. So everywhere you look in your life, first of all, all three of those things are within your realm of control. Maybe you only have two years of experience and you feel like, who’s going to hire me? I only have two years of experience. Or maybe you don’t know enough. The quote, connections, the right connections, etc. those are outside of the realm of your control. You can’t change any of that. But what you can do is you can take deliberate and explicit action by number one asking. So are you at the end of your sales calls? Are you asking directly for the sale? Are you asking for referrals? Are you asking for help? Are you asking? There’s I can’t I there’s thousands literally of things. And so when I say ask powerfully what I mean for that is asking specifically. This also relates to vision.

Liz Wolfe: What is your vision. I want to make more money. Me too. But I don’t want to make $5 more. Right. I want to know. I want $100,000. I want to get to 100,000 or 500, whatever your number is. So? So you’re specific. The second part is give wholeheartedly. And the give wholeheartedly is basically, you know, the what they say, you know, give and take is, is is the balance there. And giving is really okay. If you want referrals or you want sales, how can you give that? In other words, can you give a referral to somebody else. Can you? I’ve actually done that on some of my coaching business, um, strategy sessions where I kind of know the person’s probably not going to hire me or they’re not quite the right fit. So I think, who else can I refer them to? I could try to fit that round peg in a square hole, or I could just refer them to someone else and then I’ll get a referral. Remember, when you give something, you’re actually creating more of it in the universe. And the third part is to receive graciously. And of course, the gracious part is with gratitude. But the receiving is where we, most of us, need to do the most work.

Liz Wolfe: Meaning we think we want to have a thousand clients or whatever. You know, let’s not not be silly and not, say, a thousand. We think we want 30 clients, but we aren’t. We’re not in a space to receive it. We think we want our training video to go viral, but we’re not ready to receive that. We think we want money, but when somebody offers us 20 bucks for gas because we drove them to Boston one day. We say no. So there’s so many ways that we don’t receive that. Even if you just worked on that one part of your business or your your personality around receiving it would make a difference for you. So you can start with any of those three things. And even like, I love to give stuff away. I live in New York City and I have a stoop, I live a townhouse and I have a stoop, and I just put stuff on the stoop and people come and take it away. And then my house is cleaner, so nice. So it can be a little like that, right? It’s just like a clearing of it could be letting go of a grudge.

Lee Kantor: Yeah, I find it. Um, the mindset shift for me that helped when it came to selling was when I stopped trying to sell anything. But I just tried to listen and see if I could help solve whatever problem they had. And then if I had if what I had could help them, I would share it. But if it didn’t, I wouldn’t share it. You know, it’s just we’re having the same conversation. It’s just the way that I was looking at those conversations changed.

Liz Wolfe: Yes, 100% there. But where the shift in the energy was that you were ready to offer and give in that moment, and if it was a good fit and if not, you know, don’t do it.

Lee Kantor: Right. We can still be friends, you know, like it. I find sometimes salespeople, they just are so focused in making sure they get their pitch in and they tell you everything they can do and how wonderful they are. They stop listening to the other person to understand really what it is, the outcome they desire.

Liz Wolfe: I have a I had an experience, I got a might have even been a setup call meaning like I knew he said can. I was interested in whatever he was selling or whatever it was. And so it was like a call. And so he got on and he started with the spiel and I, I’m a questioner, so I always have a lot of questioner. It drives my husband crazy. I’m like, he says, let’s go. And I’m like, why do we have to go now? Right? It’s always a thing. I always have a question. And so, you know, he was like a couple minutes into it and I started to say, well, what about this? What about that? And he actually got like a little bit upset with me or, you know, brusque with me and said, well, if you just let me finish my pitch then, you know. And I was like, wait a minute, I’m expressing interest in your product right now. And I have questions. He was not listening to me at all, right?

Liz Wolfe: I was like.

Liz Wolfe: Okay, what you’re telling me is I have to sit here for however long it was going.

Liz Wolfe: To be. It’s like those time shares.

Liz Wolfe: Right. Just listening to you. I mean, the last thing I was going to do was buy something from this guy. He didn’t care.

Liz Wolfe: Anything about what.

Liz Wolfe: I had to say.

Liz Wolfe: Or what.

Liz Wolfe: My.

Liz Wolfe: Needs were, because.

Lee Kantor: His boss told him that. You got to say this script and you’re going to say the script, and that’s what, you know, he had in the back of his head.

Liz Wolfe: That’s right.

Lee Kantor: Well, Liz, it has been an absolute joy talking to you today. So much passion and and understanding about coaching. And I imagine that your clients really get a lot out of the conversations you have with them.

Liz Wolfe: Yes. Thank you so much I appreciate it. This is a great conversation.

Lee Kantor: Now is there, before we wrap up, is there a story you can share or maybe that illustrates that? Do you have a client? Don’t name the name, but maybe share the challenge they had. Um, you know, when they came to you and how you were able to help them get to a new level?

Liz Wolfe: Oh, gosh, so many great stories. You know, I, I have, uh, people often ask me, what is the success, you know? Tell me your big successes. And I say, well, it’s it’s a little hard to define it because I, for instance, have a client who decided to publish on Amazon and do do these beautiful word search books on Amazon. And the huge success was she published her first one. Right? She didn’t even sell any of them yet. She just the the work that it took to get there and and so that that I consider to be a great success. And then I have the, you know, the other side, which is that people who have been frustrated, this one woman who’s an education consultant, she was working as a teacher. And, you know, the Department of Education doesn’t it doesn’t sound a bad pay, but it just was not great. And she became an educational consultant, and she made $250,000 in her business in the second or third year she was in business. And so the In both of those cases, the biggest hurdle was the mindset around it. Can I do this? Do people care? Is it am I able to? How can I pull this off? So sure, we talked all about all the skills and everything that it would take to do the productivity part of it, but the most beautiful part is where you have that breakthrough to the other side where you say, wow, I did something that I actually didn’t even think was possible.

Lee Kantor: And they took action. They didn’t. It wasn’t in their head anymore. They were actually, you know, doing the thing.

Liz Wolfe: They were taking action. And I will tell you, this, being a business, being in business, whether it’s new or 50 years into the business, whatever it is, I always like to say it’s the best personal development workshop you’re ever going to participate in. And so being in action is the thing that helps you develop those skills and to have you get past those mindset barriers.

Lee Kantor: So if somebody wants to learn more, have a more substantive conversation. What is the website? What’s the best way to connect?

Liz Wolfe: Liz Wolfe Coaching.com. But that is Wolfe with an E. Unlike the big Bad Wolf, it’s wolf with an E. Liz Wolfe Coaching.com. And actually, I have a quiz on there. It’s a short, fun quiz that will help you to figure out what your CEO leadership style is. And of course, it comes with some content that will help you to figure out in areas that you feel stuck how you might get unstuck.

Lee Kantor: Well, Liz, thank you again for sharing your story, doing such important work, and we appreciate you.

Liz Wolfe: Yeah.

Liz Wolfe: So are you. So thank you so much for having me on.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.

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