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Forgiveness and the Art of Improv: How to Laugh and Let Go

May 12, 2023 by John Ray

Andrea-Flack-Wetherald-Inspiring-Women
Inspiring Women PodCast with Betty Collins
Forgiveness and the Art of Improv: How to Laugh and Let Go
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Forgiveness and the Art of Improv: How to Laugh and Let Go (Inspiring Women, Episode 56)

On this episode of Inspiring Women, host Betty Collins was joined by Andrea Flack-Wetherald, social worker turned comedian, speaker & bestselling author. Andrea shared insights on forgiveness from her book, The Funny Thing About Forgiveness, forgiveness as a leadership skill, the five core principles of mindful, improv thinking, and much more.

The host of Inspiring Women is Betty Collins, and the show is presented by Brady Ware & Company.

Betty’s Show Notes

Andrea Flack-Wetherald shares her insights on forgiveness and the importance of improv in everyday life. According to Andrea, forgiveness is often overlooked as a soft skill, but it is crucial for personal and professional growth. She explores intentional growth from pain rather than absolution, analyzing what causes pain and asking empowering questions rather than perpetuating a story of resentment and shame.

Flack-Wetherald also shares the core five principles of mindful, improv thinking: choosing curiosity instead of judgment, honoring your scene partner, staying in the present moment, listening beyond your comfort zone, and receiving everything as a gift. These principles can be applied to personal and professional relationships to improve communication and understanding.

Andreas’s message of forgiveness and improv thinking is timely and relevant in a world where fear and uncertainty seem to be increasing. By choosing curiosity, staying present, and listening beyond our comfort zones, we can improve our communication and understanding with others, and grow both personally and professionally. As Andrea states, “We are just as much a part of the world we aim to make better as anybody else is.”

Hosted by Betty Collins, CPA, and Director at Brady Ware and Company. Betty also serves as the Committee Chair for Empowering Women, and Director of the Brady Ware Women Initiative. Each episode is presented by Brady Ware and Company, committed to empowering women to go their distance in the workplace and at home.

For more information, go to the Insights page at Brady Ware and Company.

Remember to follow this podcast on Apple Podcasts and Google Podcasts.  And forward our podcast along to other Inspiring Women in your life.

TRANSCRIPT

[00:00:02] Betty Collins
Has anyone ever inspired you to change your life that made you more fulfilled? Well, as a leader in your business and in your community, what are those questions that you ask yourself on a daily basis? It’s these questions that we explore on inspiring women. I am your host, Betty Collins, and I’m a certified public accountant, a business owner and a community leader who partners with others who want to achieve remarkable results for themselves and their organizations. I am here to help inspire you to a positive step forward for a better life. Well, welcome to the podcast. Today we have an amazing person. Of course, this year’s theme is all about courage, and I can’t think of a more deserving person to say this person has courage. And not only that, she is courageous. And I look at those two things as differently, because courageous means you’re actually willing and ready and going to me. So but courage in the everyday in the simple it doesn’t always have to be big. It doesn’t have to be super power. Right. But this person in my life I’ve known her father and now I’ve known her. And she’s just wrote this amazing book and she’s much younger than I am and she’s taught me a lot in what she knows versus I always think for as old as you are, not, you know, a lot.

[00:01:29] Betty Collins
So. But she wrote a book called Yes. And this is Andrea Flack Wetherald. And she wrote a book called The Funny Thing About Forgiveness. I tell everyone it’s the art of forgiveness. So when I do that, sorry, but it’s it’s the funny thing about forgiveness and it’s what every, every leader needs to know about improv culture and the world’s least favorite F word. And that is the book. It’s amazing. The person who wrote it again is Andrea, and she’s an amazing young woman with a lot of talent, a lot of fresh breath of air in the world, which we live for sure. And her dad, Ron and I went to the same college in the 1980 seconds, I’ll say. And he thought we’d be a good match in the 2020s. So here we are and we’re doing a podcast. In fact, this is the second podcast. I don’t normally have a repeat guest, but I feel like her book is so needed to the it’s so needed to get out there. The message of this book needs to be there. So I’m not you know, when we think of forgiveness immediately we probably see a priest in front of us or we see we’re going to have to confess and dump it all out there.

[00:02:40] Betty Collins
Right? And so this book is not like that at all. I have been amazed at how I now look at the word forgiveness. It’s been impactful, really how I approach my family, my team, the different relationships that I have in life. And we’re going to make this a two part series because I think it will talk for a long time on the things that are here. And I’m only in Chapter three. I’ve had this book for 7 or 8 months because I just keep rehashing the same stuff. I need to keep moving, but it’s been that impactful for me. I’ve kind of highlighted through the other, but I mean, when I say read, I mean deep dive, put it on paper. What am I taking from it? That’s how I read a book. So first, what I think people need to understand is that forgiveness is a soft skill. We kind of ignore soft skills, don’t we? I mean, we don’t. We look at them. We don’t. We look at that as well. That’s not what my degree is in. But soft skills are how you do life, in my opinion, how you use this, the education. But I think.

[00:03:43] Andrea Flack Wetherald
There’s been a shift to think more about that, especially as we talk about inclusion and being a heart centered leader and what that means. And so introducing forgiveness as the most important soft skill, the most important leadership skill I think has been a huge priority to me to really position it as such.

[00:04:02] Betty Collins
Right. And and I think that people, if they really would look at this as a soft skill and they would really take soft skills seriously, you could impact the technical skills in your life and the things that have steps and the things that you want them to be. One, two, three, four, five, like a CPA. So it’s a soft skill. And second, though, improv, you know, talk about courage. If I was ever somewhere and had to do improv, I would be fearful. I mean, I would be a frozen, I’d be paralyzed by it. So but it plays a big role. That’s not easy for someone like me. When I hear the word improv, I think of funny. I think of comedian, But it’s not just for them then, right? And I’ll let you why don’t you expand a little bit on that before we go into the list, which is what I love, right?

[00:04:57] Andrea Flack Wetherald
Yeah. So improv just to make sure all of your listeners are on. The same page is a form of live comedy where everything is made up. So sometimes people think of improv and they think of standup or they think of Saturday Night Live, and there might be degrees of improv involved with that. But that’s for the most part, scripted comedy. Improv is where everything is completely made up on the spot. It’s more like what they might have seen. On Whose Line Is It Anyway, right? So that’s like improv as a form of theater. That’s what it is. But the reality is that all of life is improv. Like everything that has happened in our lives is improv. Nobody handed you a script at the beginning of your life and was like, This is how everything’s going to play out, right? And so my goal in life has been to teach the skills that professional comedians are using in order to make improvised scenes more successful so that they can draw upon those same skills when they find themselves in those moments of paralysis. Like I’m sure that the thought of performing is not maybe the only thing that causes you to be afraid.

[00:06:02] Andrea Flack Wetherald
A lot of people feel that sense of paralysis when they imagine giving their boss real feedback or when they imagine telling their mom that thing that you said or did hurt me, or when they imagine whatever. Like there’s so many things in life, real everyday situations we find ourselves in that cause a lot of fear. And one of the things that I think is so deeply powerful about improv is the way that it encourages performers to renegotiate that experience of fear. It’s pretty common for comedy theaters to have this saying that’s become special to us, painted somewhere on a wall, or at least a poster hanging somewhere on a wall that says Follow the Fear.
And it’s just this idea that when you have that feeling, it might be okay for you to ask your amygdala to renegotiate what’s happening and say, Hey, I’m not about to get eaten by a saber tooth tiger. It’s safe for me to get out here and investigate and see what will happen if I follow this feeling into something that’s new.

[00:07:03] Betty Collins
But it is. Improv would be something very fearful for me. I would be crazy about it, but public speaking is a fearful for me, right? And so I look at that and go, I’m not really going to get over that anxiety. I’m just going to do it. Afraid. Yeah. And that’s fine, right? And people go, Oh, you look so natural. I go, It doesn’t matter that I look natural. It’s a fearful thing to I know I have the attention of the audience. You don’t know until you have that pulse, till you’re like, okay, they’re getting me. It’s a thing of fear. I just do it. Afraid so. So first we have the soft skills. Second, we have improv plays a big role. But third, you’ve got to determine. You need to understand the core five. And that’s where I have. I dug in and I’ve dug in. I’ve probably dug in too much. I need to keep digging in and going forward. And I always go, Thank God there’s a list. There’s five things. But these core five, if you can, if you can grasp these, you will change how you think you really will. So, oh yeah, we’re going to go through them in more detail, but I’m going to list them real quick. Choosing curiosity instead of judgment. Oh, there we go. That’s huge in today’s world. Honor your scene partner again. I’ve thought a lot about that. Stay in the present moment. This is it. Not tomorrow, not yesterday. Listen beyond your comfort zone and receive everything as a gift. Those are the five core. And you could literally spend time writing that down, hashing it over, making a list and thinking about in your life how those cores can apply and where am I, where am I making it and where I’m not. And I really spent a lot of time doing that, so good for you.

[00:08:56] Andrea Flack Wetherald
It’s really easy not to do that. It’s really easy to read stuff like that and imagine some sort of antagonist in your life. And I wish they would hear that if only that person could take this advice. But so like your humility to unpack that for yourself is really beautiful. Thank you for setting that type of example in the world.

[00:09:15] Betty Collins
Oh, it’s it’s one of those things because there are just things I want to do differently. And part of it is I’m taking different approaches, which I want you to listen to my podcast on that. It’s comparing Lady Gaga to Queen Elizabeth, to Aretha Franklin and Nancy Pelosi and how they’ve affected.

[00:09:34] Andrea Flack Wetherald
I will be listening to that.

[00:09:36] Betty Collins
You got to listen to that one.

[00:09:37] Andrea Flack Wetherald
I’m very curious. Yeah, it’s immediately really curious.

[00:09:40] Betty Collins
And I use that word a lot in the podcast when I said, don’t judge me, just be be curious. Stay with me. So but but so we’re going to go through these five core and that’s why I think it could take two sessions because I just think there are things you don’t want to just.
Okay, good. Choose career. Okay. Yeah, I can I can do that. Oh my scene partners. Yeah whatever. I don’t want you to do that. So just a couple of things first. So how’s your book doing? How is it out there? Doing well?

[00:10:05] Andrea Flack Wetherald
Yes. Yeah. So one thing that I don’t know I think is kind of fun and special to me is that there has been a lot of improv just in putting this book into the world, that at the time that I had a completed manuscript and the absolute conviction that this book needed to exist was February 2020, right before everything like, Wow blew up. And I had this wonderful agent who I hope to work with again in the future, and it seemed like things were just going to go a certain way. And then, as we all know, that’s not what happened next. And so it got to the point where blah, blah, do the publishing circuit, you know, this sort of thing. And I decided to just self publish. I was like, I think that this is going to be the faster way this book is done. It’s ready. I’m watching the world blow up around me and I want mindful improv thinking to have a voice in this madness. Like I want this to be done now. So I decided to self publish, which was a humility thing for me.

[00:11:12] Andrea Flack Wetherald
I was really afraid to do it. And so anyhow, how my book is doing, I’m proud of the success that we’ve had so far. So it’s just now like there was a big push right at the beginning and a bunch of sales and then it was like, I have to drive the boat, like I have to keep at it and keep doing stuff. And it’s just been in like the last month that I’ve feel like I’ve consistently broken out of my circle of people that already knew about me. You know what I mean? When the book came out and it’s been just so fun to see little by little. I’m not a New York Times bestseller yet, you know, But little by little, it is just such a joy to see people from across the world connecting with it and writing to me and telling me, you know, So it’s just, you know, I celebrate that and I think that that’s beautiful and awesome and anything else will come in its own right time Andrew.

[00:12:06] Betty Collins
Came to the Women’s Brady Women’s Leadership Conference last June, and we have it every June. This June is going to be year ten. And she came to that and she was the breakfast speaker, and there were 270 people in the room. And it was intimidating, to say the least. But she just knocked it out of the park. And then she had a table afterwards and just sold every book she had. You know, if she would have brought in twice the amount of books, she would have sold them because it was just that powerful. So I can’t tell you enough about getting the funny thing about forgiveness, but we’re going to get into these core five. But, you know, as I read this book and I dive into these things, I think the thing that has impressed me the most is your theology for your age. I’m not talking about religion, but what you think and how you think it. So the theology of this book should have been written by someone in my mind two times your age, but you were able to grasp something and get the message out, right? You wrote the book, you did it. You were courageous, you with it, and you had passion in purpose. Tell me a little bit about when in your life did the theology all come to you? Was it because it didn’t happen in February 2020? This has been a building thing, so let’s just take a couple of minutes because I know that could be a whole podcast, but but because it could.

[00:13:31] Andrea Flack Wetherald
Absolutely be a whole podcast.

[00:13:33] Betty Collins
It could because. Because you’re the the fact that you were able, as a very young person to put these things together in my mind says your journey has been different because you were able to come up with some of that. Or maybe I’m just slow. It could be I’m 60 and I’m slow, but do you have any insight to give us on that? Or maybe that’s not a fair question.

[00:13:57] Andrea Flack Wetherald
I mean, I think I’ll answer the best that I can. I mean, I in my life have learned to seek more than I claim that I’ve found, you know, and to to be okay and to find a sense of safety in not knowing for sure what’s what about God, about politics, about whatever, and that there’s really a lot of human connection and a lot of wisdom to be found in approaching through questions rather than approaching with answers. And so, like, that’s not something that I do perfectly, but I just have witnessed in my life how when I was very young in high school and college, I just wanted answers so bad. I wanted to know what was what. And I hurt people. I was hurtful to people without meaning to be. And all of a sudden, the faith that I grew up with, the very clear understanding. Of what’s what and who’s in and who’s out and whatever was broken. And I was like, Oh, no, I don’t know. I don’t know where I stand anymore. I don’t know who am I without being the person that believes the Bible is a factual history lesson dropped directly down from heaven, and anyone who doesn’t abide by it is bad. Like, who am I if I’m not that person anymore? But like staying with that question and just letting it be hard for a while and and not feeling like I needed to speed past that discomfort and just being willing to sit with like, what if this divine spirit of love that has inspired millions of people for thousands and thousands of years is not limited to the way my one culture understands it? Like, what if this divine spirit of love is not something I need to be afraid of wherever I find it? And that sense of safety, where there is love, there is God has just impacted my entire life. It has completely changed the way that I relate with my scene partners. And yeah, I think that’s the best answer I can give. Okay.

[00:16:10] Betty Collins
No, that I mean, you just have insight that is beyond your years because you ask questions.

[00:16:16] Andrea Flack Wetherald
I like that. It’s probably because I’m Ron Flack’s daughter. You are?

[00:16:18] Betty Collins
Yes. He would tell you that. Yeah. Quick plug, quick plug. So let’s get to it to you in your mind. I mean, my idea of forgiveness might be different than yours, but what is forgiveness?

[00:16:30] Andrea Flack Wetherald
What is it? So the way that I teach it, because it’s been helpful to me, is to not think of forgiveness as absolution, to not think of forgiveness as I am letting you off the hook for your bad behavior or letting myself off the hook for bad behavior. But instead, forgiveness is intentional growth, purposeful growth from pain, and instead of relive past memories of trauma, for one example, relive it in your head over and over, what kind of person would do that? What should I have done differently? Did I deserve that? Whatever, Like rehash that memory movie over and over to interrupt that memory movie and ask a different question and instead say, What must I still believe is true for that thing to have its hooks in me right now? Because the only reason that thing has its hooks in me is that I presently right now believe that because that happened, my present and future freedom, growth, joy, expansion, success, something I believe in some way that it’s limited because of that. So how about I figure out what is it that I think I can’t have because of that? What is it that I think I can’t become because of that? And then reroute to Deep truth? The deepest truth I know is life is improv.

[00:17:45] Andrea Flack Wetherald
Yes. And and that foundation of improv that that’s. Yes. And that’s how we build a scene. And it’s like a way deeper concept than what meets the ear. But really what we’re talking about is acceptance and autonomy. That’s what it is. That, yes, peace is acceptance. I accept what has already been contributed to the scene. I’m not fighting against it. It exists. It happened. It’s real. And yes, and I have autonomy about what comes next. I have autonomy about what comes next. And. Yes. And and we’re going to build whatever is going to happen next. We’re going to build it together. And I get to decide who those scene partners are sometimes, and sometimes I don’t. And that’s we can talk more about that later in the conversation if we want to, because relating to your scene partners is a whole thing. Um, but regardless of any other variables, the future is not written in stone. Good things are still possible and I get to decide if I’m going to build towards that or not.

[00:18:53] Betty Collins
When when I dove in. And that’s why I’ve had to read these cause a lot of times so I could understand how am I connecting forgiveness to these? Cause I realized it’s really the forgiveness piece for me is that I’m going to give a lot more slack. Hmm. I’m going to give a lot more like the moment. And let’s seize it and let’s ask some questions and let’s not just make a quick snap decision. So I looked at it as not so much forgiveness as I look like forgiving. Let’s do some forgiving. So when you’re curious, instead of judging and you’re honoring the people around you and you’re staying in the moment instead of going back or forward too quick, you’re listening. You know you’re jumping out of your. So I looked at it. I started going that direction with it. So so that’s why I asked the question to you What is forgiveness? It’s kind of different for me. It’s kind of it’s it’s like loosening the belt. It’s releasing it’s freedom. It’s those things, you know, giving that to your circumstances around you.

[00:20:03] Andrea Flack Wetherald
I think those are all results. Like my my response to that is that I think those are results of forgiveness. I think everything that expansion, that lightness that you’re describing results from forgiveness. I think the work of forgiveness, what is it that we can actively do to achieve those feelings that can feel hard to pin down? That was maybe a thing that I noticed after years of therapy is that sometimes people talk about these ideas of healing in a way that it can be so confusing. At least for me. I am a type a person that likes lists and charts and things like this. Very surprising that improv has been so great for me because I normally like to have locked down control over what happens. And so improv is like immersion therapy for me. I guess it’s like surrendering control, but I think the work of forgiveness, like, what does it mean to forgive? What do I do in my brain within myself when I’m doing the work of forgiveness? I think that it is analyzing. That might be a strong word, but. But allowing yourself. When you feel ready because you’re not ready for everything in your past. But when you feel ready, allowing yourself to sit with what causes you pain and ask an empowering question rather than a question that continues to perpetuate your story of resentment and shame.

[00:21:31] Betty Collins
Powerful stuff. If you’re overwhelmed right now, just hang with us because it’s a lot. And that’s why I took time in reading this section. But I want to get to the list of five, the core, right? Because that’s what we do. Okay. So we’re going to start and jump into the core because the core has been very vital to me since I really dove into this book last fall in my relationships at work and my clients, my peers. It doesn’t matter who it is. I’ve really tried to apply these things and it’s had some really good results. So and I this is where I come in with Lady Gaga. So I remember reading this New York Times and I did that for a while. It was a phase I’d read The New York Times on Sunday. It lasted about six months. Then I was done. But there was an article there on on Lady Gaga, and I’m like, What a complete moron. She’s wearing meat to a banquet because she’s protest ing, you know, cruelty to animals, whatever. And and I just judged her immediately. I’m like, whatever, okay? And I just judged her and I thought I would never buy her music and I would never have anything to do with her.

[00:22:45] Betty Collins
And et cetera. Et cetera. Then I went to a movie with my sister in law. Saw the remake of A Star Is Born. And the music was phenomenal. And I was telling my sister in law, who’s known me since 1980, by the way, and she said, Yeah, it was really good. I said, Yeah, I got a download download that on my iPod. And she said, Yeah. She said, Are you just going to get like the, you know, the movie stuff? I said, Yeah, I don’t know who, you know, I didn’t know who the singer was. She goes, You don’t know who the singer is. It’s Lady Gaga. And I went, Oh, and I just remember that moment. And I went back to that meat article and I went, Wow. And then you came to my conference and started talking about judgment over curiosity. And again, that thought came back to me because I’m like, I really judged her. So after the Star is born, I downloaded the track. It’s probably not called a track now, but the the music on iPod first one, we call.

[00:23:50] Andrea Flack Wetherald
It a sound pancake.

[00:23:51] Betty Collins
There we go. Start saying that sound pancake. See, I learned something today. I’m open to it. You know, I’m completely kidding.

[00:23:59] Andrea Flack Wetherald
If you say that people will laugh. Oh, they will.

[00:24:01] Betty Collins
Okay, good, good. Yeah, Don’t set me up for that. So. But I did download her music and then I thought, you know, I’m going to download, see what else she has because all I’m picturing still in my mind is the meat dress and crazy music. And here’s this whole list of remakes of Elton John. Oh my gosh, she can sing to those and the touch of the piano when she’s playing it as she’s singing those old songs that I’ve known forever. And I play that almost daily when I drive home from work and decompress. So judgment over curiosity is real. It’s a small thing, but it’s the music on the way home that sets the tone for my evening. And had I been more not so judgmental. So how do I apply that at business? Because she’s Lady Gaga and I’m never going to meet her and all those things. But I did you know, I did Google about her and just the depth that she has. I’m never going to be her. I’m not like her. I don’t want to be her. We think too completely different, but I can enjoy the music of this woman. And she’s extremely talented. So I took it to heart, you know, And and one of the things that you tackle in the book is you say the worst thing you see in someone is not the only thing. Yes. Let’s talk about that, because I play that over and over again in my life right now. So when I know the worst thing about someone, I go, okay, that’s not the only thing and that’s where I’m going. I’m going to give the slack. I’m going to loosen the belt. I’m going to talk about it. In my mind, the art. I call it the art of forgiving. Let’s talk about. That’s perfect.

[00:25:38] Andrea Flack Wetherald
I’m glad you call it that.

[00:25:39] Betty Collins
Yeah, I do. The worst thing you see in someone is not the only thing. Let’s talk about that.

[00:25:44] Andrea Flack Wetherald
Yeah, I mean, we’re all more than the worst thing about us. And I think that we would be remiss not to pare this part of the conversation alongside accountability and how one of the reasons why we overreact, one of the reasons why we rush to drop the hammer or tell someone what’s what is, you know, maybe a bad habit. But but I think it can also be rooted in a fear that there won’t be accountability. Like a fear that if we don’t step in and drop the hammer, then who will? If not me, then who? And so if we’re talking about business, if we’re talking about life because, you know, maybe Lady G will hear this and but, but, but more likely than not, these types of experiences create a huge return on investment. When we apply them in our real lives and our daily lives. And so I think part of the call to action for leaders is to just make sure that people understand, like how accountability works, how can we appropriately give one another feedback, How can we do that when people understand what the proper channels are? There’s less of this need to like Magnum, P.I. style, kick down doors and whatever, and like overreact in a way that just toxicities, if that’s a word, I’m not toxifying toxic.

[00:27:03] Betty Collins
Yeah.

[00:27:04] Andrea Flack Wetherald
Toxic is the company culture and such. Yeah. So I think it’s it feels safer to choose curiosity when we understand that accountability, appropriate, healthy accountability can exist. Yeah, but I think, like, just as human beings walking through the world, it’s really important to believe that we are just as much a part of the world. We aim to make better as anybody else, as anybody else is. And the people that are in our lives that piss us off are just as much a part of the world we aim to make better as anyone else. And so often we imagine making the world a better place and being the change as something that happens really far away and as something that maybe happens when we participate in letter writing campaigns and whatever, and do what you’re going to do, like pour your heart into the world and whatever feels good. But so often I think, what would the world be like if we would all wonder before we hate if we could just take a breath to wonder before we hate and to believe that people might put bumper stickers on their car in order to ruffle feathers and whatever, but they don’t hold beliefs in order to ruffle feathers and make people angry. They hold beliefs because they believe them. They they think that they’re right. If they didn’t think that they were right, they would believe a different thing. Like behind whatever behavior or thing that is rubbing you the wrong way and making you angry is a person with a belief that is rooted in a story. And the more we can wonder and when it’s appropriate, it’s not always, but when it’s appropriate, ask brave questions. We will surprise ourselves with what curiosity can do for our relationships. Like really surprise ourselves with what curiosity can do for our relationships.

[00:29:02] Betty Collins
And I’ve had to really work at because because I go, well, in my mind there, the person’s talking to me and in my mind I’m going, I know the worst thing about you, or this is all I can see is the worst thing about you, right? And it’s hard for me to turn that off sometimes. And I’ve really caught myself going, okay, stop and think about the work. Because, by the way, Betty Collins, you have something that’s the worst thing about you. Okay. But as you talk about accountability, I like all that coming into play with it. I want you to talk about it because I envision this. The turkeys, you talk about the turkeys and I’ve driven in Pennsylvania and how horrible Pittsburgh’s like all that is. Right. But talk about because this is really a good story. Let’s go back to that moment so we can do some application with it because I thought.

[00:29:56] Andrea Flack Wetherald
Okay, so if you if readers haven’t if they haven’t read the book or listeners haven’t read the book, the story Betty is referring to is several years ago I was driving in Pittsburgh and we have steep roads like Pittsburgh is a city built along the mountain, the Allegheny Mountains, like we have crazy roads. And I was driving a stick shift, a little Honda fit up probably it’s in the top 20 of steepest roads in Pittsburgh. And it was in springtime where there’s just potholes everywhere and the roads are just a mess. And I’m coming up and I need to shift gears. And just as I’m doing this like 5 or 6 turkeys, I don’t remember how many I said in the book, probably 12 or 14 or
100. Just a lot of turkeys, lots of turkeys come running out of the bushes because this is the other part of Pittsburgh that’s just delightful. It’s a city in the mountains. We we very much view the deer and the turkeys, and they are our neighbors, the foxes and everything. Like we just are all there together. So these turkeys come running out of the bushes in front of my car. I slam on the brakes and I am trying to like get the car in gear and it stalls out and I’m like, all wappy jawed right in the middle of this really steep road. So the turkeys do their thing, like slow as Moses, like move their butts out of the road. And I’m like, What is going on? Guess I’ll wait. Yeah. So I get the car in gear and I’m like, trying to get it up the hill. Just like, so frustrating. And this truck comes the other direction and doesn’t see the turkeys like they’re already off the road. And he’s, like, blasting his horn, flipping me the bird. Like, What are you doing? Why? Why are you just stopped in the middle of the road like you’re taking up the whole road? And I was, like, gesturing wildly, like, I can’t believe you didn’t see, like, this huge, what do you call them? A flock. A flock of.

[00:31:50] Betty Collins
Turkeys.

[00:31:51] Andrea Flack Wetherald
Flock of turkeys? Yes. So he was very he was not wondering. So in the book, I encourage people, when you see someone amidst what is just odd behavior and you feel like if you had a snapshot of this moment and you sent it to anyone else, they would agree with you that that person is being odd right now. This is strange behavior. Clearly, this person, you’re not allowed to stop your car in the road. They’re a lawbreaker, a law breaking knucklehead, as my son would call me. And so in those moments, can we challenge ourselves to think, what might the turkeys be in this situation? Like what might have just happened? Like what could have happened that might explain this? Maybe there’s turkeys involved in the situation.

[00:32:36] Betty Collins
I like the way you say it, where you just goes, where you it dawned on you as he’s flipping you off and mad because you’re stopped in the middle of the road and you’re like, Oh, he didn’t see the turkeys, right?

[00:32:47] Andrea Flack Wetherald
Yeah.

[00:32:47] Betty Collins
So sometimes when we’re in the judgment and the curiosity, I have that in my mind going, They don’t know about the turkeys. Yeah, you know, they don’t know this. They don’t see that. Is it my job to tell them? I don’t know. Do I need to explain to this guy flipping me off who’s going down the road that there were turkeys? But. But there are those moments where it would help people understand more. And so I’m reading this just laughing because I can envision you in Pittsburgh in that steep hill because I’ve been on those roads. I know exactly what you’re talking about. And so many times people don’t know where we’re coming from or what we’re experiencing and what we’re doing, but we judge harshly instead of use curiosity. And so I’ve really tried on my day to day in the ordinary think about that piece of the judgment and the curiosity. And so I shared a similar. Yeah, go ahead.

[00:33:42] Andrea Flack Wetherald
Sorry. I shared a similar sentiment with someone who was expressing like frustration toward someone in a truck who cut them. Mof and they had like balls hanging off the back of their truck. And so there was like it was we were both, I will be honest that we were both creating a caricaturized version of the driver of this truck and like, what kind of person must this individual be, you know, based on this information? And I stopped myself and I was like, whoa, whoa, whoa. For all we know, this is a volunteer firefighter, like driving as fast as they can to go help a neighbor. For all we know, this person just got really sad news about their mom in the hospital. For all we know, like we don’t know. And the person who I was in the car with was a fellow improviser. We were driving to the theater and she was like, But none of that’s probably true. And we ended up having this conversation that was so beautiful about like, it’s easy to feel that way. It’s probably not true if it’s a type of person that we generally think we don’t like, whereas if that were a type of person that we generally think we might like, like if it were a nun driving a nun car, whatever, that would be.

[00:34:55] Betty Collins
Like a nun mobile.

[00:34:57] Andrea Flack Wetherald
A nun mobile. I brought this up because you said a priest earlier or whoever, whatever would be like your type of person that you think they have a bumper sticker on the back of their car that you agree with? Yeah. Then we give the benefit of the doubt. The reality is it’s our imagination. It’s just our imagination deciding what we think. So why not assume the best? Why not relieve ourselves of the discomfort of hate, you know, and imagine turkeys, you know.

[00:35:21] Betty Collins
Well, and we’ll we’ll kind of wrap up judgment over curiosity with this quote that you have in the book that we could spend a whole podcast on, but we won’t. But, you know, we’ve talked about judgment, curiosity. You don’t know people’s circumstances. Think out the best instead of the worst. Apply those things to your everyday things. When you’re in when you’re in business and your family, social circles, whatever. But this quote is really good. Every moment you spend judging instead of deciding to get curious, it’s a moment that you’ve invested in the divide instead of the relationship. What a statement for today. Right? So judging is about the divide. Curiosity is about the relationship. And I thought that sums up this part really, really well. So where do you want to spend your time on the divide or on the relationship? Sometimes there’s just people are jerks and they drive bad and they flip you off and they go and there’s no reason to go. There’s no reason to give them any more energy, Right. Or even try to think about it. Just it is what it is. But I know for me that has been an am I going to spend my time on the divide or am I going to spend it on the relationship? And is the is the relationship worth spending it on? Right. Yeah. Is it worth spending on. And so so to me, the judgment over curiosity isn’t even just I am so great and I know all about you and I’ll be curious. There’s a lot to it. There’s a lot to that core. But it has really made me think about how I interact with people differently. I don’t know if you want me to hear that. Anything else you want to wrap up with, but I loved the that the spending the time on judging versus curiosity was really good.

[00:37:11] Andrea Flack Wetherald
Yeah. I guess the only thing that came to mind for me is that I would add is this really awesome quote from Fred Rogers where he says the very same people who are bad sometimes are the very same people who are good sometimes. And I come back to that a whole lot. Yeah.

[00:37:28] Betty Collins
So if we really want to to have that art of forgiving or we want to conquer forgiveness, the soft skill judgment and over curiosity is a huge, huge starter. And it’s and it’s it’s really easy to do well with that or not. So okay so now we’re going to go into more of what you understand, which is maintain faith in that scene partner, because you’re you’re a big but the scene partner can be what your family, your groups, your peers, your colleagues, your business partners, all those things.

[00:38:01] Andrea Flack Wetherald
Right. Anyone building the current scene with you. And so that as a foster adoptive parent, that means the judge, that means the bio parents. That means the social worker who’s burned out and probably should have retired ten years ago. Like that means anyone, anyone that you are interacting with is your scene partner. Yep.

[00:38:22] Betty Collins
Exactly. And it can be in any and every circumstance. It can be. It’s where are you right now? For you, you’ve been through fostering and adopting. I can’t even imagine that roller coaster. And by the way, you were still really parenting the entire time, right? So all your scene partners in there, there was a lot you had to deal with. But I like this quote in your book. In the book about scene partners.
Treat your scene partner. Partner. Excuse me. Like a creative genius. And you will give them space to show who they are. Everyone goes, Oh, that’s easy. You’re a genius. And we’re going to just. And then you’re going to come out being a genius. Right? But treat your scene partner like the backward asshole they are and you will give them the space to show them who you are or who they are. Let’s talk about that statement because, you know, how do we because I mean, there’s a lot in those two sentences, but there’s a lot of truth in those two sentences. So when we tell when we give people the room to be really great or we give them the room to be really bad, how do you think they’re going to turn out? How do you think the relationship is going to turn out? How do you think the whole situation. How do you think the whole scene is going to turn out right?

[00:39:35] Andrea Flack Wetherald
I mean, the reality is, like we never have control over anybody else, you know? And so even in surrendering and being like, okay, let me set aside my preconceived notions and truly approach with curiosity. Surely even in those moments, as I have experienced, also people still show up and they’re ready for a fight. And sometimes people are still mean to me and whatever. Like I live a somewhat public life at this point to where people feel like they can say pretty much whatever. And once you create content on the Internet, there’s people who kind of just you’re not a real person, you’re an Internet person now, you know? So it is absolutely the case that I approach with curiosity or openness. And sometimes people are still mean. But the reality is that people can feel what you are expecting from them. And when you come in and you are very sure. That you know who someone is. It almost won’t matter what they say, because your pattern seeking brain is going to look for evidence to support your initial assumption. It’s called affirmation bias, and it happens to all of us. If we think something is true, we will look for evidence and our reticular activating system will sort through all of the options available, all of the all of the stimuli, everything that’s happening. And we’ll pick out stuff that matches that, you know, and and so we’ll prove to ourselves, look, he is an asshole.

[00:41:02] Andrea Flack Wetherald
He is an asshole, you know? And but I’m sure that we can each relate to times that someone has told us a story. You’re not going to believe what Becky said to me. And then they tell us what Becky said. And you’re kind of like I mean, I think she just meant that the water cooler was out of water. I think that that’s the end of what she meant when she said that. In my in my humble opinion, like, I think that all she meant was that we need more staples. I don’t feel like she meant something else, you know. So we all have been on both sides of this. We’ve all been on the we’ve all been the person. Sure. We knew what kind of person we were dealing with. And we’ve all been the person who’s watched someone else spin out over something that was not intended and that what was happening was their insecure fear, brain cultivated evidence to them that they felt was sure was pointing at something. And so the point of this idea of treat someone like you think they’re a creative genius. So many times in my life, more often than not in my life, when I decide I’m going to walk into this and I’m going to treat this person like I believe that they are capable of great things, I’m going to treat this person like I believe I have things to learn from them.

[00:42:20] Betty Collins
Different results? Yes.

[00:42:23] Andrea Flack Wetherald
When I come in. Sure. I need to drop the hammer. It, you know, you’re going to it’s really hard to buck the current if someone has already set the bar at like, this is what I think of you. It takes a really grounded person to be able to not be the equal and opposite reaction. That’s really what this is. It’s like law of momentum. You know that for every action, there’s an equal and opposite reaction. That’s true for emotional momentum, too. And so it’s really important as leaders, as parents, as whatever hats we wear in life to be aware of that. That is true. There will be an equal and opposite reaction for what I’m contributing into this right now. So what? Like unless you know, someone is super, super grounded or whatever and they’re of course we all have the option of not being that equal and opposite reaction. But for the most part, that’s how we roll. We like give back whatever. Yeah, people give to us. And so, yeah, it’s good to be mindful of that.

[00:43:25] Betty Collins
So we’re at a break point because this is a lot to absorb, right? There’s a lot of information. And what we’ve covered today, obviously, is meeting Andrea. If you haven’t met her before or had anything, any background with her. We also talked about her book.
Obviously, the funny thing about forgiveness and we’ve dived into forgiveness is a certainly a soft skill and improv plays a big role in life in general, certainly in this. But the five core is really the heart of what I want you to take away. And we’ve covered two of those out of the five, and episode two will be the last three and a closing. So I hope you just stay with it. It’s really good. And I would challenge you to get the book as well and go out to her YouTube channel and and find out a little bit about her. But the next one, again, the three cause that we haven’t covered yet, which are stay in the present moment, listen beyond your comfort zone and receive everything as a gift. I think you’ll be surprised how it ends. Thanks. And join us next time. As your career advances continue, your financial opportunities will continue to grow. Be prepared. Visit broadwayworld.com Backslash Resources to find everything about inspiring women. This episode, plus an outline of Brady wearing company accounting services can be found in the episode show notes.

 

Tagged With: Forgiveness and the Art of Improv

Dr. Michael W. Davis, Smiles of Santa Fe

May 12, 2023 by John Ray

Dr Michael W Davis
Dental Business Radio
Dr. Michael W. Davis, Smiles of Santa Fe
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Dr Michael W Davis

Dr. Michael W. Davis, Smiles of Santa Fe (Dental Business Radio, Episode 43)

Dr. Michael W. Davis, owner of Smiles of Santa Fe and writer on the dental industry, joined host Patrick O’Rourke on this edition of Dental Business Radio. They discussed the recent passage of MLR in Massachusetts, dental insurance issues, the squeeze on providers, Dental Service Organizations, “upselling” in practices, and conditions that may create fraud in the industry.

Dental Business Radio is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by the North Fulton studio of Business RadioX®.

Smiles of Santa Fe

While Dr. Davis is primarily active as a full-time dental clinician and small business owner, he is also engaged in a fair degree of consulting and writing on dental business related topics.

At Smiles of Santa Fe, they are passionate about offering dental care for their patients throughout their lifetimes. Generations of Santa Fe, NM families have trusted Dr. Michael Davis with their family’s oral health because our team goes above and beyond to build relationships with patients by always offering honest recommendations and advice for those they treat. Contact their team to find out more or schedule an appointment. They welcome patients from Santa Fe and all surrounding areas.

Company website | Contact Info

Dr. Michael W. Davis, Smiles of Santa Fe

Dr. Davis is a dedicated general, cosmetic, and family dentist serving patients from Santa Fe, NM and surrounding communities with the superior level of dental care they deserve in partnership with the Smiles of Santa Fe team. He completed his undergraduate studies in biology at the University of Massachusetts, and Dr. Davis went on to work as a chemist in clinical toxicology. He later went on to work as a biomedical researcher at Massachusetts General Hospital. He earned his doctor of dental surgery (DDS) form the Ohio State University College of Dentistry. He entered the dental field working as an Oklahoma dental officer with the Indian Health Service. Dr. Davis opened his first private practice in Maine in 1983.

His clinical employment experiences range from private practice, public health, corrections dentistry, to school based programs. He also does consulting and expert legal work for a wide variety of law firms, the insurance industry, and other private concerns.

Dr. Davis writes on numbers of topics inclusive of dental fraud with Medicaid, dental consumer fraud generally, abuses to associate dentists employed by the DSO industry, failures of dental regulators, failures of Medicaid policymakers and regulators, etc. He also gives viable solutions to correct collapsing and dysfunctional systems. His CV of articles is available on his website.

It’s a continual battle for Dr. Davis to keep up timely links to his papers, as the DSO industry and other interests are continually pressuring publishers to censor his work. Dr. Davis sees the dental industry much like the film, “The Matrix.” There are self-serving elites, who want to present a phoney Happy Valley image of the dental profession and the wide variety of scams impacting doctors and the public welfare. The reality is often very dark and corrupt.

Dr. Davis insists those many doctors operating in the best traditions of the doctor/patient relationship be supported.

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About Dental Business Radio

Patrick O'Rourke
Patrick O’Rourke, Host of “Dental Business Radio”

Dental Business Radio covers the business side of dentistry. Host Patrick O’Rourke and his guests cover industry trends, insights, success stories, and more in this wide-ranging show. The show’s guests include successful doctors across the spectrum of dental practice providers, as well as trusted advisors and noted industry participants. Dental Business Radio is underwritten and presented by Practice Quotient and produced by the North Fulton studio of Business RadioX®. The show can be found on all the major podcast apps and a complete show archive is here.

 

Practice Quotient

Dental Business Radio is sponsored by Practice Quotient. Practice Quotient, Inc. serves as a bridge between the payor and provider communities. Their clients include general dentist and dental specialty practices across the nation of all sizes, from completely fee-for-service-only to active network participation with every dental plan possible. They work with independent practices, emerging multi-practice entities, and various large ownership entities in the dental space. Their PPO negotiations and analysis projects evaluate the merits of the various in-network participation contract options specific to your Practice’s patient acquisition strategy. There is no one-size-fits-all solution.

Connect with Practice Quotient

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Tagged With: dental industry, dental insurance, dental service organization, dentists, Dr. Michael W. Davis, fraud, managed care organization, Medical Loss Ratio, MLR, Patrick O'Rourke, Practice Quotient, Smiles of Santa Fe

Jacqui Chew, TEDxAtlanta

May 12, 2023 by John Ray

Jacqui Chew, TEDxAtlanta
North Fulton Business Radio
Jacqui Chew, TEDxAtlanta
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Jacqui Chew, TEDxAtlanta

Jacqui Chew, TEDxAtlanta (North Fulton Business Radio, Episode 660)

Jacqui Chew, distinguished speaker, TED Talker, and President of TEDxAtlanta, joined host John Ray on this episode of North Fulton Business Radio. She discussed this year’s theme for TEDxAtlanta, “WE RISE,” a few of the dynamic speakers and topics which will be offered, why you should come to the live event versus watching on YouTube, how TEDxAtlanta operates as a community-driven project, and much more.

TEDxAtlanta 2023: WE RISE will be presented on May 19, 2023, at the Rialto Center for the Arts. For further information and tickets, go to the TEDxAtlanta website.

North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

TEDxAtlanta

TEDxAtlanta is an initiative of Ideas into Action, a Georgia-registered nonprofit founded on the belief in the power of ideas to build stronger communities. It is one of 3000+ local TED affiliates across the globe and its license holder Jacqui Chew is widely recognized in the global TEDx community as a pioneer organizer.

Originally operating under the TEDxPeachtree name, the founding team produced one of the first 26 TEDx events in the world in 2009!

In 2018, TEDxPeachtree rebranded to TEDxAtlanta and continues to organize the largest, and longest-running TEDx event in Georgia and beyond.

Website | LinkedIn | Facebook | Instagram | Twitter

Jacqui Chew, President, TEDxAtlanta

Jacqui Chew, President, TEDxAtlanta

Jacqui Chew operates at the intersection of technology, innovation, and impact. She is a TED Talker and actively speaks on community-building, mental health, culture, and inclusion. Her work has been recognized by Spelman College and the Technology Association of Georgia. In 2019, Jacqui was named to the 25 Most Influential Asian Americans list by Georgia Asian Times.

Today, she leads iFusion Consulting, a strategy and storytelling firm for high-growth startups and innovation-forward enterprises. The firm’s work has led to more than $100M in venture funding raised, multiple successful launches, and exits. Jacqui has personally coached dozens of TEDx speakers with a special focus on executives from the STEM and life sciences industries. She is the licensee of TEDxAtlanta, the largest TED affiliate in Georgia. TEDxAtlanta talks have garnered 33 million views and counting.

LinkedIn | Twitter

Questions and Topics in this Interview:

  • What’s the theme for TEDxAtlanta this year?
  • How is attending a live event different from watching the talks on YouTube?
  • How does TEDxAtlanta stay a community-driven project?
  • What does the future look like for TEDxAtlanta and Ideas into Action?

North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management, and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Since 2000, Office Angels® has been restoring joy to the life of small business owners, enabling them to focus on what they do best. At the same time, we honor and support at-home experts who wish to continue working on an as-needed basis. Not a temp firm or a placement service, Office Angels matches a business owner’s support needs with Angels who have the talent and experience necessary to handle work that is essential to creating and maintaining a successful small business. Need help with administrative tasks, bookkeeping, marketing, presentations, workshops, speaking engagements, and more? Visit us at https://officeangels.us/.

Tagged With: jacqui chew, John Ray, North Fulton Business Radio X, North Fulton Radio, Office Angels, renasant bank, TED, TED Talker, TEDx, TEDxAtlanta

Vivian Dempsey, Wilson Lewis, and Scott Williford, vLink Solutions

May 12, 2023 by John Ray

Vivian Dempsey, Wilson Lewis, and Scott Williford, vLink Solutions
North Fulton Studio
Vivian Dempsey, Wilson Lewis, and Scott Williford, vLink Solutions
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Vivian Dempsey, Wilson Lewis, and Scott Williford, vLink Solutions

Vivian Dempsey, Wilson Lewis, and Scott Williford, vLink Solutions (ProfitSense with Bill McDermott, Episode 45)

On this episode of ProfitSense, host Bill McDermott welcomed Vivian Dempsey, Partner at Wilson Lewis, and Scott Williford, CEO of vLink Solutions. Vivian talked about Georgia’s personal income tax rebate, the advantages and disadvantages of an S Corp, the IRS tax inflation adjustments for the tax year 2023, and much more. Scott discussed his experience in being an entrepreneur for over 30 years, lessons he has learned from past startups, marketing trends, and much more. Bill closed the show by talking about how to know if your business is scalable.

ProfitSense with Bill McDermott is produced and broadcast by the North Fulton Studio of Business RadioX® in Alpharetta.

Wilson Lewis

Wilson Lewis, a Gwinnett-based Certified Public Accounting (CPA) firm, provides a variety of tax, accounting, and consulting services to meet the changing needs of both individuals and businesses. There are services designed to help address “once in a lifetime” issues such as estate, succession, and retirement planning, fraud prevention and detection, and even strategic business planning. The combination of these provides the direction and confidence that many seek in their accounting relationships. While the main work is ensuring accurate and timely reports and tax filings, team members are proactive and often bring new ideas to the table when appropriate. Concurrently, there is also an emphasis on consistent communication throughout the year to ensure new opportunities are properly leveraged.

Wilson Lewis is a philanthropic star in Atlanta’s business community and proudly supports Rainbow Village, Arthritis Foundation, Ahimsa House, CHOA Children’s Healthcare of Atlanta, Happy Feat, and The NSORO Foundation to name just a few. The firm is also very involved with the Gwinnett Chamber of Commerce and has been named The Best of Gwinnett Accounting Firms 2016-2022.

If you are looking for a proactive CPA firm focused on client service and capable of growing with your needs, then Wilson Lewis is the firm to consider. With locations in Atlanta, Duluth, Sandy Springs, and availability online, Wilson Lewis is right around the corner. Additional information is available at wilsonlewis.com or by calling 770-476-1004.

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Vivian Dempsey, Partner, Wilson Lewis

Vivian Dempsey, Partner, Wilson Lewis

Vivian Dempsey specializes in federal and state compliance and tax consulting services. Her work spans the full spectrum, including corporations, partnerships, limited liability companies, trusts and estates, not-for-profit, and individual planning and returns. Vivian is a graduate of Georgia State University with a Bachelor of Business Administration in Accounting.

She came to Wilson Lewis in 2014 from a firm in Atlanta and was named partner in 2017. Vivian’s professional memberships include the American Institute of Certified Public Accountants and the Georgia Society of Public Accountants.

Vivian currently resides in Buford, Georgia with her husband, Robert, and their 5 children.

LinkedIn

vLink Solutions

Engaging your audience whether they are prospects, employees, or event attendees is critical to reaching your goals. Video and live streaming are powerful communication tools but they can be complicated and expensive. vLink Solutions has mastered the art of creating effective video and live streams at a price point that’s affordable. Let us help you engage your audience.

vLink produced over 1500 videos and live-streamed over 4000 hours in 2022. They are the owners of vlink Events, a complete virtual events platform.

vLinks current and past clients include UPS, Google, Comcast, LeasePlan, Fleetcor, ParkMobile, and many many more. For more information about vLink please visit www.vlinksolutions.com.

Website | Facebook | Twitter | LinkedIn

Scott Williford, CEO, vLink Solutions

Scott Williford, CEO, vLink Solutions

Scott is a serial entrepreneur, consultant, and family man. He has played a major role in several successful organizations and helped countless others as an investor, consultant, and executive. Scott has a passion to help businesses and professionals differentiate themselves in their marketplace. He is currently the CEO of vLink Solutions.

vLink is a video marketing agency that helps businesses create cost-effective, high-quality videos, virtual events, and live streams. As CEO and Founder of vLink Solutions, Scott is the visionary leader and spokesperson for the company.

Scott is also the managing partner in Iuvo, LLC, a boutique management consulting practice, specializing in all areas of technology, marketing, business planning, and more. Scott brings a wealth of knowledge from his CEO and COO background that provides clients access to a unique blend of technology, marketing, sales, and operational expertise.

LinkedIn

About ProfitSense and Your Host, Bill McDermott

Bill McDermott
Bill McDermott

ProfitSense with Bill McDermott dives into the stories behind some of Atlanta’s successful businesses and business owners and the professionals that advise them. This show helps local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession. The show is presented by McDermott Financial Solutions. McDermott Financial helps business owners improve cash flow and profitability, find financing, break through barriers to expansion, and financially prepare to exit their business. The show archive can be found at profitsenseradio.com.

Bill McDermott is the Founder and CEO of McDermott Financial Solutions. When business owners want to increase their profitability, they don’t have the expertise to know where to start or what to do. Bill leverages his knowledge and relationships from 32 years as a banker to identify the hurdles getting in the way and create a plan to deliver profitability they never thought possible.

Bill currently serves as Treasurer for the Atlanta Executive Forum and has held previous positions as a board member for the Kennesaw State University Entrepreneurship Center and Gwinnett Habitat for Humanity and Treasurer for CEO NetWeavers. Bill is a graduate of Wake Forest University and he and his wife, Martha have called Atlanta home for over 40 years. Outside of work, Bill enjoys golf, traveling, and gardening.

Connect with Bill on LinkedIn and Twitter and follow McDermott Financial Solutions on LinkedIn.

Tagged With: Accounting, Bill McDermott, CPa, CPA firm, digital marketing, Iuvo, live streaming, LLC, profitability, profitability coach, Profitability Coach Bill McDermott, ProfitSense, ProfitSense with Bill McDermott, Scott Williford, Taxes, The Profitability Coach, video marketing, Vivian Dempsey, vLink Solutions, Wilson Lewis

Why Should I See a Urologist?

May 11, 2023 by John Ray

Urologist
North Fulton Studio
Why Should I See a Urologist?
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Urologist

Why Should I See a Urologist? (Episode 87, To Your Health with Dr. Jim Morrow)

On this episode of To Your Health, host Dr. Jim Morrow of Village Medical discussed urologists: what they treat and the reasons you’d see one. He covered conditions such as urinary tract infections, bladder infections, interstitial cystitis, and others, as well as prostate cancer and considerations about getting PSA tests done.

To Your Health is brought to you by Village Medical (formerly Morrow Family Medicine), which brings the care back to healthcare.

About Village Medical (formerly Morrow Family Medicine)

Village Medical, formerly Morrow Family Medicine, is an award-winning, state-of-the-art family practice with offices in Cumming and Milton, Georgia. The practice combines healthcare information technology with old-fashioned care to provide the type of care that many are in search of today. Two physicians, three physician assistants and two nurse practitioners are supported by a knowledgeable and friendly staff to make your visit to Village Medical one that will remind you of the way healthcare should be.  At Village Medical, we like to say we are “bringing the care back to healthcare!”  The practice has been named the “Best of Forsyth” in Family Medicine in all five years of the award, is a three-time consecutive winner of the “Best of North Atlanta” by readers of Appen Media, and the 2019 winner of “Best of Life” in North Fulton County.

Village Medical offers a comprehensive suite of primary care services including preventative care, treatment for illness and injury, and management of chronic conditions such as diabetes, congestive heart failure, chronic obstructive pulmonary disease (COPD) and kidney disease. Atlanta-area patients can learn more about the practice here.

Dr. Jim Morrow, Village Medical, and Host of To Your Health with Dr. Jim Morrow

Covid-19 misconceptionsDr. Jim Morrow is the founder of Morrow Family Medicine. He has been a trailblazer and evangelist in healthcare information technology, was named Physician IT Leader of the Year by HIMSS, a HIMSS Davies Award Winner, the Cumming-Forsyth Chamber of Commerce Steve Bloom Award Winner as Entrepreneur of the Year and he received a Phoenix Award as Community Leader of the Year from the Metro Atlanta Chamber of Commerce.  He is married to Peggie Morrow and together they founded the Forsyth BYOT Benefit, a charity in Forsyth County to support students in need of technology and devices. They have two Goldendoodles, a gaggle of grandchildren and enjoy life on and around Lake Lanier.

Facebook | LinkedIn | Twitter

The complete show archive of To Your Health with Dr. Jim Morrow addresses a wide range of health and wellness topics.

Dr. Morrow’s Show Notes

What is a Urologist?

A urologist is a doctor who specializes in diagnosing and treating diseases of the urinary system. This system keeps the body clean by filtering out wastes and toxins and taking them out of the body. The urinary tract includes:

  • Bladder
  • Kidneys
  • Ureters
  • Urethra

A urologist also treats conditions involving the reproductive organs and the adrenal glands. The adrenal glands are located on top of the kidneys. The reproductive systems of males and females are linked closely to their urinary systems. You might hear someone use the word “genitourinary.” This refers to symptoms, conditions or treatments that affect both systems.

Difference between urology and nephrology

If you want to see a doctor who specializes only in the kidneys, you’d make an appointment with a nephrologist. Nephrology is considered a subspecialty, but it’s a subspecialty of internal medicine rather than urology. This means that nephrologists aren’t surgeons. Nephrologists must also be able to manage conditions that happen elsewhere in the body that cause kidney problems or happen because of kidney problems, like high blood pressure. Urologists, on the other hand, are surgeons.

What conditions do urologists treat?

Urologists treat common conditions and rarer illnesses that affect everyone and some that affect only men or only women. Some of these conditions include:

  • Frequent urinary tract infections.
  • Inability to control urination (urinary incontinence).
  • Blood in the urine (hematuria).
  • Conditions of the male reproductive system, including benign prostatic hyperplasia(BPH, or enlarged prostate).
  • Interstitial cystitis(painful bladder).

Urologists also treat other conditions, such as:

  • Cancers of the bladder, kidneysand prostate.

Prostate Cancer Screening

  • The goal of prostate screenings is to find cancer early.
    • Cancer is easier to treat and more likely to be cured if it is caught early.
  • However, most cases of prostate cancer are not aggressive.
    • More men have a slow-growing form of prostate cancer.
    • This means they may not have symptoms or even require treatment.
    • Nine out of 10 men who have prostate cancer go on to receive treatment.
    • Prostate cancer treatment can have long-term side effects.
      • These include loss of bladder control and erectile dysfunction.
      • There is a rare chance of problems occurring in surgery to get a biopsy.
        • This is the only way to confirm a prostate cancer diagnosis.
      • In addition, PSA test results aren’t always accurate.
        • Studies suggest that up to 80% of PSA test results are false-positives.
        • This means that the PSA test result suggests that you might have cancer when you do not.
          • A false-positive test result can lead to unneeded tests, such as a biopsy, and side effects from testing.
          • It also causes worry for you and your family.
        • For these reasons, the American Academy of Family Physicians and U.S. Preventive Services Task Force have issued clinical recommendations. For men 55 through 69 years of age, they do not recommend routine PSA screening. Instead, they recommend having a conversation with your doctor about the risks and benefits of periodic screening. They do not recommend PSA screening for prostate cancer in men 70 years of age and older.
        • Other organizations have different screening recommendations.
          • These include the American Cancer Society and the American Urological Association. Their guidelines depend on your age and state of health.

Things to consider:

  • Ultimately, the decision to be screened for prostate cancer is between you and your doctor.
    • Talk to them about your specific concerns.
    • They can weigh the pros and cons with your personal health and risk factors.
  • Doctors and scientists perform ongoing and new research.
    • These studies, or clinical trials, help to learn more about the benefits and risks of prostate cancer screening.
    • Ask your doctor about the most recent study results.
    • Try to stay up to date on new progress in prostate cancer screening and treatment.
  • Erectile dysfunction(ED).
  • Kidney stones.
  • Congenital urinary tract issues (problems with the urinary tract that you are born with).

Tagged With: bladder cancer, bladder leakage, Dr. Jim Morrow, family medicine, interstitial cystitis, kidney cancer, prostate cancer, PSA test, urinary system, urologist, Village Medical

Esther Bailey-Bass, EBB ‘n Flow Lifestyle | Leadership Coaching, LLC

May 10, 2023 by John Ray

Hello, Self . . .
Hello, Self . . .
Esther Bailey-Bass, EBB 'n Flow Lifestyle | Leadership Coaching, LLC
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Esther Bailey-Bass

Esther Bailey-Bass, EBB ‘n Flow Lifestyle | Leadership Coaching, LLC (Hello, Self… Episode 19)

Esther Bailey-Bass, Founder and CEO of EBB ‘n Flow Lifestyle | Leadership Coaching, joined Patricia on this episode. Esther described the nudges and intuition that led her into coaching, how she experiences that inner voice, her approach to coaching, and several pivotal life experiences with “Hello, Self” moments. This lovely conversation is full of wisdom and warmth.

Hello, Self… is presented by Patricia Leonard & Associates  and produced by Arlia Hoffman in association with the North Fulton studio of Business RadioX®.

EBB ‘n Flow Lifestyle | Leadership Coaching, LLC

Esther believes that everyone is a leader, and as a leader you have the capacity to empower and influence those you live and work with.Esther Bailey-Bass

However, to OWN your leadership you must follow your personal guidance system, which is a function of your core values and beliefs.

Esther uses warm, calm, gentle, support to get you where you need to go. No yelling here, no ultimatums, unless necessary, just the perfectly timed nudges you need to help you:
◦ Honor and trust your instincts
◦ Align with, articulate and live your values
◦ Rebuild your self-esteem and confidence
◦ Shift your internal dialogue from a frantic mindset to a calm and reflective one
◦ Show up in your relationships and work from a more empowered, engaged and authentic place

Esther guides her clients through a process of self-discovery, awakening them to the agile leader within.

They reconnect to what is most important and learn to lead with integrity, confidence, and authenticity.

Website | Facebook | Instagram

Esther Bailey-Bass, ACC, CPCC, Founder and CEO, EBB ‘n Flow Lifestyle | Leadership Coaching, LLC

Esther Bailey-Bass, ACC, CPCC, Founder and CEO, EBB ‘n Flow Lifestyle | Leadership Coaching, LLC

Before her journey as a coach, she was disconnected from her core values and out of alignment with herself. She was “phoning it in” day after day. She was miserable and felt disrespected, undervalued, and unappreciated.

It wasn’t until she began to question herself, asking “is this what I want to do until I retire?” The voice inside screamed “NO!”. That’s when Esther began her journey into self-exploration.

During her search, her level of dissatisfaction and discomfort grew. Her values were not being honored anywhere by anyone, including herself. In fact, her disconnection from her values didn’t surface until she attended her very first coach training course. Until that time, she continued to suffer. Anger became her go-to emotion because she felt empty, devoid of creativity, self-expression, fulfillment, or purpose. There was a chasm so deep and wide she could hardly recognize her true self.

Esther began exploring options for a future self. She talked to family, friends, colleagues, asking, “How do you see me?” Much of what they offered didn’t hit the mark and she continued to explore. She asked herself what she liked to do as a young woman. She had reached a point of deep personal inquiry, and it led her to coaching.

Once she found her calling, everything fell into place. The voice she thought she’d lost was emerging. she began to challenge authority, to question decisions and offer her insight. No more playing “good girl”, dotting “i’s” or crossing “t’s”. It was messy and she was there for it.

Today she’s different, and she cares less. She cares less about controlling others and their outcomes. She care sless about being in spaces where she’s not welcomed.

Esther embraces simplicity, nourishment, sensuality, sisterhood, service, and more love. She senses that in each one of us there’s a calling for acceptance and true belonging, free from the burden of self-hatred and tolerations. A “welcome home” sign if you will.

LinkedIn

About Hello, Self…

Hello, Self… is a biweekly podcast focused on inspiring stories of turning dreams into reality. Join coach and author Patricia Leonard and her guests as they share life-changing Hello, Self… moments.

Hello, Self… is brought to you by Patricia Leonard & Associates and is based on the new book by Patricia Leonard, Hello, Self.., available here.

The show is produced by Arlia Hoffman in association with Business RadioX®. You can find this show on all the major podcast apps. The complete show archive is here.

Patricia Leonard, Host of Hello, Self…

Patricia Leonard, Host of Hello, Self…

Patricia Leonard is President of RUNWAY TO SUCCESS, a division of Patricia Leonard & Associates located in Nashville, TN.  She is a MESSAGE ARTIST speaker, career & business coach, author and magazine columnist.  Patricia consults with clients on leadership, empowerment, career management, entrepreneurship and the power of language.  Her work is focused on helping clients find their runway to success!

She has a professional background in management, human resources, corporate training, business consulting and talent development.   Patricia has worked with companies in the service, music, banking, manufacturing, publishing, warehousing, healthcare, academic, retail and financial industries, and has taught management classes as an adjunct professor.

Patricia has a degree in Human Resource Management, is certified as a Career Coach and Consulting Hypnotist and is MBTI qualified.

Her volunteer energies are focused on Women in Film and Television-Nashville, where she is a Board Vice President; Dress for Success as the Advisory Board President; and International Coaching Federation-Nashville where she held Board roles for several years.

Patricia is the author of Wearing High Heels in a Flip Flop World, BECOMING WOMAN…a journal of personal discovery, THE NOW, HOW & WOW of Success, Happenings, a full year calendar of inspirational messages and a spoken word album titled, I AM…

She enjoys songwriting, creating poetry and has written a one-woman show and artistic speech she performs titled Hello, Self…, about a woman in midlife reinventing herself, which led to her new book by the same name, available here.

On the personal side, Patricia, describes herself as a woman, lover of life, mother, grandmother, career professional and message artist; AND in that order!  Her goal is to continue inspiring others, of any age, to START NOW creating and expanding their Runway to Success.

She believes that life is a gift, the way we wrap it is our choice.

Connect with Patricia:

Website| LinkedIn | Facebook | Twitter | Instagram

Tagged With: authenticity, confidence, core values, EBB 'n Flow Coaching, Esther Bailey-Bass, Hello Self Moments, Hello Self Podcast, Hello Self..., integrity, intuition, leadership coaching, Lifestyle Coaching, Patricia Leonard, Patricia Leonard & Associates

Jeff Hawkins, Carr, Riggs & Ingram

May 8, 2023 by John Ray

Jeff Hawkins, Carr, Riggs & Ingram
North Fulton Business Radio
Jeff Hawkins, Carr, Riggs & Ingram
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Jeff Hawkins, Carr, Riggs & Ingram

Jeff Hawkins, Carr, Riggs & Ingram (North Fulton Business Radio, Episode 659)

Jeff Hawkins, Partner with Carr, Riggs & Ingram, joined host John Ray on this episode of North Fulton Business Radio to discuss the current state of the M&A environment. Jeff discussed how and why buyer diligence is getting tighter, the impact of higher interest rates on risk premiums, what sellers need to do in reaction, how a quality of earnings report can bring a buyer and seller closer to a realized transaction, and much more.

North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Carr, Riggs & Ingram

CRI was formed in 1997 as a merger between two prominent firms that recognized the changes that the accounting industry was undergoing and decided to classify these changes as opportunities instead of hurdles.

Two years after this strategic alliance was formed, CRI cracked into the Top 100 Accounting Firms in the United States, thus cementing its legacy as a major player in the accounting industry.

Today, after 25 years of consistent growth since our formation, they have expanded to support the expansive relationship between technology, data, and accounting by incorporating data scientists and IT professionals into their scope of work. This has allowed CRI to grow into a Top 25 CPA firm, nationally, with no plans of slowing anytime soon.

Website | LinkedIn | Facebook | Instagram | Twitter

Jeff Hawkins, Partner, Carr, Riggs & Ingram

Jeff Hawkins, Partner, Carr, Riggs & Ingram

Jeff Hawkins is a Partner at Carr, Riggs & Ingram. He provides attest services for middle to lower-middle market, privately held companies. He also leads the Transaction Advisory Services team (TAS) in CRI’s Atlanta office for quality of earnings, target working capital, and other due diligence projects. He works closely with dealerships and provides consumer and business services.

Jeff’s clients enjoy working with him because of his experience working with businesses in varying industries and his willingness to stay involved in every engagement.

LinkedIn

 

Questions and Topics in this Interview:

  • Predictions from a previous show in 2022
  • Today’s market
  • Interest rates impacting deals
  • Deal diligence
  • Seller preparedness

North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management, and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Since 2000, Office Angels® has been restoring joy to the life of small business owners, enabling them to focus on what they do best. At the same time, we honor and support at-home experts who wish to continue working on an as-needed basis. Not a temp firm or a placement service, Office Angels matches a business owner’s support needs with Angels who have the talent and experience necessary to handle work that is essential to creating and maintaining a successful small business. Need help with administrative tasks, bookkeeping, marketing, presentations, workshops, speaking engagements, and more? Visit us at https://officeangels.us/.

Tagged With: Accounting, accounting firm, Carr Riggs & Ingram, CRI, Deal diligence, interest rates, Jeff Hawkins, John Ray, M&A, M&A transactions, market, mergers & acquisitions, North Fulton Business Radio X, North Fulton Radio, Office Angels, quality of earnings report, renasant bank, Seller preparedness

Relationship Building as a Business Banker: An Interview with Samantha McElhaney, Pinnacle Financial Partners

May 8, 2023 by John Ray

Samantha McElhaney
North Fulton Studio
Relationship Building as a Business Banker: An Interview with Samantha McElhaney, Pinnacle Financial Partners
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Samantha McElhaney

Relationship Building as a Business Banker: An Interview with Samantha McElhaney, Pinnacle Financial Partners

How do you build your brand and your book of business as a business banker when you don’t control your pricing, your reputation is tied up with your employer (which might or might not be helpful), and you work for a publicly traded company with quarter-to-quarter earnings pressure? On this episode of The Price and Value Journey, host John Ray spoke with Samantha McElhaney of Pinnacle Financial Partners. Sam discussed why she’s remained in banking her entire career, how she operates with an abundance mindset and a “relationship first” philosophy, how she handles mistakes and errors, developing trusted strategic referral partners and other referral sources, her philosophy of networking, success stories, and much more.

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

Note from Host John Ray:

We’ve recently expanded our guest focus to professional services providers who do not have their own solo or small professional services firms. They have something to teach those of us who operate independently, because they work with handicaps those of us who own our own businesses don’t have.

In this vein, we recently chatted with Steve Aleksandrowicz, a Medicare insurance broker who built a book of business in an extremely competitive space without a website, no advertising, in an industry dominated by major companies.

I wanted to feature a business and/or personal banker who had built their client base and reputation by a focus on relationships. Business bankers are not in control of their pricing, they are somewhat captive to the reputation of their institution, which may or may not be as good as their own reputation, and they work for publicly traded companies who have quarter to quarter earnings pressure.

I knew who I thought was the ideal professional to invite, but I decided to ask around among a few trusted members of my network. Everyone I asked confirmed my choice, the guest for this episode, Samantha McElhaney.

It’s a great conversation….enjoy!

Samantha McElhaney, Commercial Financial Advisor/Senior Vice President, Pinnacle Financial Partners

Samantha McElhaney, Commercial Financial Advisor/Senior Vice President, Pinnacle Financial Partners

Samantha McElhaney is a Commercial Financial Advisor and Senior Vice President with Pinnacle Financial Partners.

She is a single mom of twins at the University of Alabama and the University of South Carolina, respectively. She has been in financial services for 28 years, starting as a teller while in college.

Sam loves lighthouses because they provide hope in the darkness/storms of life and admits she is extremely hard on herself. She leads and participates in small groups at North Point Community Church and Woodstock City Church because her faith is extremely important to her personally and professionally.

Sam’s favorite time of the year is college football season. She’s always ready for fall, food, and “fandemonium.”

LinkedIn

Pinnacle Financial Partners

The Pinnacle approach is a very people-centric one. It takes an unwavering focus and commitment of leadership to make it work.

The same five key business strategies Pinnacle has employed since its inception shape our focus today: Focus on businesses, real estate professionals, and consumers that desire a deep relationship with their financial partner. Provide distinctive service and effective advice. Hire and retain highly experienced and qualified financial services professionals. Offer a full line of financial services including banking, investments, mortgage, trust, insurance, and financial planning. Offer extraordinary convenience.

Pinnacle is much more than a bank. It’s a place for people to find true partners for their business. It’s a place where seasoned professionals give clients unmatched service and advice that improves their financial well-being. And it’s a place where people love coming to work every day.

Company website | LinkedIn | Facebook

TRANSCRIPT

John Ray: [00:00:00] And hello again, I’m John Ray on The Price and Value Journey. We’ve recently shifted our guest focus to professional services providers who do not have their own solo or small professional services firms, but they have something to teach us who do. Those of us who operate independently because these professionals work with issues and concerns that those of us who have our own businesses, we don’t have.

We recently chatted with Steve Aleksandrowicz. He’s a Medicare insurance broker who’s built a book of business over 12 years in a very competitive space without a website, no advertising, and in an industry dominated by major companies. Check out the show archive for that episode if you missed it.

I wanted to feature a business and or personal banker who had built their client base and reputation by focusing on relationships. And here’s why I wanted to talk to a business banker. They are not in control of their pricing, which makes chills run up my spine, as you might imagine. And they are somewhat captive to the reputation of their institution, which may or may not be as good as their own. And they work for publicly traded companies who have quarter to quarter earnings pressure.

I knew who I thought was the ideal professional to invite, but I decided to ask around among a few trusted members of my network, and everyone agreed with the first thought that came to my mind. The guest that I have here with me today, Samantha McElhaney.

Sam is a commercial financial advisor, senior vice president with Pinnacle Financial Partners. She’s been in the banking industry for 28 years and almost all of that time as a business banker.

Maybe the best way to introduce Sam is what she says about herself on LinkedIn in her profile. She says that for 28 years in the financial services industry, my number one priority has been to connect the right people together in order to pay it forward. By placing my clients’ needs first, I am gaining their trust and becoming a more important part of their overall team.

Quite well said. Sam McElhaney, thank you so much for coming on Price and Value Journey.

Samantha McElhaney: [00:02:29] Thank you, John.

John Ray: [00:02:30] Yeah, thank you so much. So give everyone a brief overview of you and your banking career and maybe explain why banking for you.

Samantha McElhaney: [00:02:41] I actually started in banking as a teller in college. It was the perfect job while going to school in Memphis, Tennessee Rhodes College. A lot of people assume, I went to the University of Alabama.

John Ray: [00:02:56] A great school by the way, Rhodes College.

Samantha McElhaney: [00:02:58] Yes, it is. Go Lynx. But I did receive a scholarship to Alabama, but chose academics over athletics.

John Ray: [00:03:07] Were you an athlete?

Samantha McElhaney: [00:03:08] I was. I played softball.

John Ray: [00:03:09] Really?

Samantha McElhaney: [00:03:10] Yeah.

John Ray: [00:03:10] Okay. See, I just learned something about you. Wow. Cool.

Samantha McElhaney: [00:03:14] But chose academics and went to Rhodes. And actually, majored in history. And I’m supposed to be a teacher, high school history teacher. But you probably don’t want me in your classroom with my OCD behavior.

But after doing my student teaching while also working my full-time job at Union Planters Bank in Memphis, I went into the management training program. And upon graduation, chose to stay with Union Planters and become a branch manager at the naive age of 21 instead of teaching in Memphis, Tennessee.

So my career in banking started that way. And also influenced very heavily by my manager at the time who is still in banking. He’s in the mortgage industry in Nashville, Tennessee. As well as my assistant manager at the time, who is also my best friend of almost 30 years, and she’s in Illinois and the banking industry as well. So pretty well connected there.

John Ray: [00:04:18] What are their names? Let’s shout them out.

Samantha McElhaney: [00:04:19] Yeah. Jeff Devereaux with Studio Bank up in Nashville, and Kara Ferguson who’s in a bank up in Illinois that has changed names several times because she’s in community banking.

John Ray: [00:04:30] Got it. Got it. So, Jeff and Kara.

Samantha McElhaney: [00:04:33] They’re the bomb.

John Ray: [00:04:34] Yeah. Yeah. Shout out to the two of you.

Samantha McElhaney: [00:04:36] Yes.

John Ray: [00:04:37] But you’re a little bit unusual, though, as are apparently Jeff and Kara, too.

Samantha McElhaney: [00:04:45] Yes.

John Ray: [00:04:45] In that you’ve stayed in banking because banking has, let’s say, spit out a whole lot of people over the last two and a half decades with all the merger activity in 2008 fun that everyone had in that time. Why have you stayed? And what’s made you successful?

Samantha McElhaney: [00:05:07] I probably have stayed because I became a mom, number one, in 2003. And every day, blessings, goes to make sure my kids get through college. They’re both in school right now. Number one, so I’ve got to get them through school.

But number two, I just love meeting business owners on a daily basis and hearing their dreams and what they want to accomplish. And I hope to be a part and become a part of their team and making those dreams happen.

One of my favorite shows on television is Shark Tank. And those entrepreneurs are those people on Shark Tank, and they are doing something that I wish I could have done or I could do, come up with that great idea. And so when I go visit them and hear their stories, I’m basically getting to live out Shark Tank and hopefully provide them with the funds that they need to fulfill their dreams. And when they do, and they tell me that I help them do that, it’s just an amazing feeling inside.

John Ray: [00:06:06] Yeah. Yeah. I want to come back to that but part of what’s happened in the banking industry over the last three or four decades, really, I mean it’s been going on for a while is, although it’s slowed down recently, it seems is just the constant formation of community banks. And some of them are built for sale, right?

Samantha McElhaney: [00:06:33] Yes.

John Ray: [00:06:34] But you’ve never, if I’ve got your resume right, you’ve never been enticed by that. And community banks sell themselves as being relationship oriented. You talk about being relationship oriented, but you’ve stayed at larger banks. Why is that?

Samantha McElhaney: [00:06:53] Well, I actually had technically a one day stint at a community bank. I left Fifth Third in 2018 and joined a small community bank here in town that was formerly Midtown Bank and became first Landmark. So it was technically considered a community bank. And then it started the whole merger process. And so over a period of four years, went through five different mergers.

John Ray: [00:07:23] Oh, dear.

Samantha McElhaney: [00:07:23] Which is the definition of community banking, because in order to fulfill the needs of its clients, over time, the only way to do so is to get larger and have capacity. And so merger after merger after merger happened. So that was a new experience for me in that world.

John Ray: [00:07:43] Okay. Okay. So you did do that.

Samantha McElhaney: [00:07:45] Just briefly.

John Ray: [00:07:46] Briefly. Yeah.

Samantha McElhaney: [00:07:47] Because it became, went from a community bank to what is now a large regional bank.

John Ray: [00:07:52] Right. Right. So what was that — how did that experience — how does that contrast between your time at larger banks in terms of your ability to deal with your customers in a relationship format? Was it better? Was it worse? About the same? Or was it what you made of it yourself? Talk about that.

Samantha McElhaney: [00:08:18] I honestly, having experienced both sides of the coin because I made great relationships and great friends in both scenarios. One of the reasons why I’m where I am today at Pinnacle with the large bank scenario, but I still am in contact with those smaller community bank, friends and partners. I just had lunch with a couple of them a few weeks ago and they do pride themselves on relationship style banking.

But it’s really not the name of the bank for customers, or at least it shouldn’t be. It should be the person that you’re banking with. And if you’re banking with a person and you know that person and that person knows what they’re doing within their institution, they should be able to navigate the waters within their institution and get to the people that they need to make decisions to get things and make things happen for you when it comes to products, when it comes to service, when it comes to getting answers, when it comes to getting requests through, when it comes to changing products, updating products.

For instance, if your online banking product doesn’t have a tool that you need, then that banker who’s representing you within that institution should be able to run that idea up the chain. And those changes should be able to be made within that online banking platform, because I’m sure you’re not the only person, John, who wants that change to be made. I’m sure others. You’re just the one voicing it.

John Ray: [00:09:48] What you’re describing is the role of you’re the facilitator.

Samantha McElhaney: [00:09:53] I like to say advocate.

John Ray: [00:09:54] Yeah, yeah, I like that better. Yeah.

Samantha McElhaney: [00:09:56] Yeah. That’s what — we call them advisors at Pinnacle. I like to say advocate. It’s the same initial, but I like to say I’m a daily financial advocate for my clients.

John Ray: [00:10:08] Yeah, I mean, it’s not — this is a dangerous analogy because it’s not that people are guilty of anything, but like you’re advocating for someone in court, right? I mean, you’re arguing on their behalf.

Samantha McElhaney: [00:10:24] I need to be able to tell their story and their why. Yeah. So that means I have to ask some critical questions. I need everybody to be honest on both sides. It goes both ways. That’s one of my biggest pet peeves is when a banker won’t honestly tell somebody why or why not they can do something. And don’t blame the bank. You know, I am the bank.

From day one since I was hired as a teller, I’m not going to sit there and go, well, someone upstairs told me, I can’t do this. No, we just can’t do it. I can’t do it. It’s my responsibility. I am the bank no matter where I am, whether it’s Monday through Friday during business hours or it’s a Saturday when I’m inside of a grocery store, if they recognize me as the banker. Yeah, I represent the bank 24/7.

John Ray: [00:11:10] Now, that’s interesting because as we talked, as I led this off, there are policies. You have no control over prices. You have no control over marketing that you have no control over. So how do you absorb the idea that you are the bank, and you may be advocating for things that or representing things that you don’t even actually agree with?

Samantha McElhaney: [00:11:39] That’s a great question because I’m definitely a why person. I need to understand the why we’re doing it the way that we’re doing it. And I’ve always been the person, especially in a meeting, to ask the question. But if you can give me some answers to the question when I ask it, don’t dance around it.

And I’ve luckily worked for companies who or individuals in the company from a management perspective who’ve always been open and willing to give me that answer so that I can be their biggest cheerleader or biggest representative out in the community.

And they know that I will voice that answer out in the most professional way possible. They’ll give me that to arm myself and be that advocate for the company and to help the clients. So to calm down anything or to lift up anything and be a positive voice.

So even though I might not have had any authority per se to influence a price or to change a product, they have always given me what I’ve needed so that I could let people know this is how we’re going to do it and this is how we’re going to be your best advocate and this is how we’re going to create a portfolio for you so that you can do your day to day business. And I can take care of your financials. And you won’t have to worry about those things on a regular basis.

And it’s been pretty successful. I have been called on the carpet, but when I’ve been called on the carpet, I have no problem saying, you’re absolutely right, let me fix this.

John Ray: [00:13:14] Well, give an example of that. I mean, you don’t have to mention the details of individuals or whatever but talk about just giving an example of that being called on the carpet.

Samantha McElhaney: [00:13:25] Well, I mean, for instance, when we set something up from an implementation standpoint, when a customer gets onboarded at any institution I’ve ever worked at, you tell people that it’s going to take a certain amount of time to get things implemented, set up, and we ask them to keep their old accounts open and new accounts, and cash is going to come in, cash is going to go out. And there shouldn’t be flaws or there shouldn’t be any issues.

But things do happen, unfortunately, out there. We’ve got scammers and we’ve got people taking things out of mailboxes and items of that nature. And so fraud, for instance, does occur. When that situation happens, we try our best in the banking world to prevent it from happening or to catch it before it happens to the client.

When it does happen, customers, you know, they get fearful. They get scared. They get emotional. And so you have to listen to the customers. You have to acknowledge their fear. You have to help them understand, yes, we are going to protect you and that we’re sorry it happened. We thought we had all the instruments in place to prevent it from happening.

Unfortunately, it didn’t stop it. We are going to fix this. We’re going to give you your money back. We’re going to do all the investigation. Just give us the time to do it. But first and foremost, let us give you your money back. Okay. We’ll do this right here, right there for you. So we can’t always catch it, but we try to do our best job possible. And we are truly sorry that it happened.

John Ray: [00:15:06] Yeah, yeah, sure. And you don’t control a lot of the aspects of the quality of your product.

Samantha McElhaney: [00:15:15] I wish but no.

John Ray: [00:15:18] I mean, again, unlike those of our listeners who are solo, small professional services firms, they control the quality of their product. You have a problem with that?

Samantha McElhaney: [00:15:32] We have vendors, of course. We buy products from other people and they promise us things as well. Yeah. But when you work with good vendor partners who will listen to us and gather feedback. For instance in online banking, it’s imperative that you not only are compatible with HP computers, but you’re compatible with Mac computers. And not all online banking products were necessarily compatible for a while with Mac computers. So it was frustrating.

John Ray: [00:16:01] Really.

Samantha McElhaney: [00:16:02] It was frustrating for some customers. And they wouldn’t go to technology because a lot of people converted to Macs early on.

John Ray: [00:16:08] Right. And they’re not leaving.

Samantha McElhaney: [00:16:11] They’re not going to leave it. Once you’re a Mac customer, you won’t go back to an HP. So it was very imperative early on to find out who would and who would not work with Mac computers for customers.

And when vendors said they would and it didn’t work, you had to find out the why and explain it and get it fixed. So that’s just one example that always sticks out in my head. And when I’ve worked for an institution, it’s one of the first questions I ask because a lot of your savvy business entrepreneurs all have the Apple products now.

John Ray: [00:16:47] Yes. Yeah, for sure. Let’s talk about relationships. Now, one of the things I find interesting is that banks may be large, they may be small, they may be mega banks, but every one of them, I think they must have the same marketing people because they all talk about their importance of relationships, right?

Samantha McElhaney: [00:17:12] Yes.

John Ray: [00:17:13] So there’s no difference in the marketing piece of it when you get to know the bank and you get to know their people. Like you, then only then do you know the difference, right?

Samantha McElhaney: [00:17:27] Right.

John Ray: [00:17:27] Right. So talk about, I guess the reality versus the marketing, if you will, of building relationships and how you do it, because it’s a one-on-one thing. And you said that well, if I can just add. You talked about how it’s about people and it’s not about the institution which the executive suite, probably, they’re running in circles hearing that maybe sometimes, depending on the bank. A great bank knows that, right? But talk about that, just the difference between how you operate on the ground in building relationships versus the marketing speak.

Samantha McElhaney: [00:18:19] Yeah. I get leery when someone claims they’re all things to all of their customers. I can do everything. And then they hand out A 1-800 number to their clients. That’s one of the reasons why I am where I am today because we don’t give out a 1-800 number and we also strive to pick up the phone.

In fact, our motto is we will pick up the phone in three rings. So if I’m unavailable because I’m on the phone, let’s say with you, John, my phone rolls to the next person in line, human being, in line to pick up the phone, who is my colleague and teammate. And that’s not a marketing thing or a marketing department. That’s us as a team. That’s different.

John Ray: [00:19:09] Yeah. That’s a process thing, right?

Samantha McElhaney: [00:19:12] Yeah.

John Ray: [00:19:12] Yeah.

Samantha McElhaney: [00:19:13] Yeah, exactly.

John Ray: [00:19:13] It has nothing to do with marketing.

Samantha McElhaney: [00:19:14] No.

John Ray: [00:19:14] Right.

Samantha McElhaney: [00:19:15] And it’s something that we all almost like sign an oath or an agreement with previous and it’s just not in banks, it’s in other companies.

John Ray: [00:19:28] Oh, sure. Yeah.

Samantha McElhaney: [00:19:29] Yeah. Not to be named, but companies, they’ll sit there and switch you over six different times just to talk to someone to get something answered. I’m experiencing this right now in customer service with a vendor that I’ve used for years trying to get it resolved, and it’s resulted in me having to tweet to get an answer.

John Ray: [00:19:52] Oh, lovely.

Samantha McElhaney: [00:19:53] Yeah. And it’s really sad that you have to go to those extremes to get somebody to reply after you’ve called and after you’ve sent emails. And it takes social media now to get somebody to respond to something that could have been resolved really quickly with the first phone call that you made. And the promise that the person said, okay, this will be resolved before the end of the business day.

Lip service is not cheap. If people will just say what they say and do what they say and mean what they say and follow through with what they say, the world would probably be a different place and people would probably feel a lot better about what they’re hearing and about what they’re being promised. And would probably have a higher customer service scores and higher follow through and have happier shopping experiences for that matter.

You can spend a gazillion dollars on your marketing and on your appearance and on your brand and on your logo. But at the end of the day, it’s all about the people who are providing it. And if those people don’t believe in the marketing and the promos and everything, it doesn’t matter. So I’d rather you invest in the people who are providing the service than the color and the brand and everything else that doesn’t matter.

John Ray: [00:21:19] Right. Right.

Samantha McElhaney: [00:21:21] I hope that answered your question.

John Ray: [00:21:22] No, no, it did. But I want to dig a little deeper into your current institution, Pinnacle Financial Partners. So first of all, you hear the name and you think that sounds like an investment bank or something.

Samantha McElhaney: [00:21:40] Yeah, it does. I have been asked, you got your license.

John Ray: [00:21:43] Right. Right. Where’s the bank in there? So what does the name signify and why is it that you’re — what is it about Pinnacle that helps you do what you do?

Samantha McElhaney: [00:21:56] Okay. When I lived in Nashville, because that’s where my children were born, Pinnacle started in 2000. And it was born out of mergers of banks that got to be pretty large. That bank, which is now the largest bank in Nashville and the second largest bank in Tennessee, just started out differently. It focuses on its employees being happy. The employees own stock in the bank. And the employees, if they’re happy, they will provide amazing customer service. So employees come first. Therefore, clients get treated extremely well.

In 2020, the announcement was made that they were here in Atlanta, and I read it in the newspaper, and I was like, whoa, this is a big news, because Pinnacle believes in raving fans. Pinnacle believes in taking care of clients, taking care of employees.

And Pinnacle doesn’t spend a lot of money on marketing. So you didn’t see the big billboards and commercials about them coming to town like you have with other institutions in the past. They also don’t post on LinkedIn. They don’t post on Indeed. They don’t have job postings or career fairs or anything of that nature.

You have to, at minimum, have at least 15 years of experience in your position. So our tellers, down to our tellers, they all have been in those positions or have banking experience of at least 15 years or more. So it’s just a different type of institution. We also call ourselves a firm. So you’ll hear us talk about ourselves as we are a firm.

John Ray: [00:23:40] Why?

Samantha McElhaney: [00:23:41] Because we’re about relationships. And we believe firms build relationships and banks do transactions. And so we’re advisors, not bankers. And so we advise clients on everything when it comes to their business and their personal financial matters and build those relationships.

We’re not going to do a transaction for you. We look at everything and we help introduce you to people that can help you with every idea and every situation. And it may not be something that we do financially for you. That may come later. So that’s what makes it different.

John Ray: [00:24:20] Yeah. Hence your title, Commercial Financial Advisor.

Samantha McElhaney: [00:24:24] Yes. And I don’t have a license.

John Ray: [00:24:25] Right, Right. That doesn’t mean you do stocks or something like that. Yeah, right. Yeah. You advise on all aspects of a business.

Samantha McElhaney: [00:24:34] Yes.

John Ray: [00:24:35] Got it. And so let’s — with Pinnacle as your backdrop, which you seem extraordinarily happy with.

Samantha McElhaney: [00:24:45] It’s my dream.

John Ray: [00:24:46] Yeah. Wow. So let’s talk about your approach to relationship building. So how does that work for you? You’re connected with someone. It’s a loose connection. How do you make that connection tighter so that whenever there’s an opportunity, an impetus for that individual to change banks, that they’re thinking of you?

Samantha McElhaney: [00:25:15] I mean, I never look at any introduction as being a waste or as unnecessary or as what’s the purpose of this introduction or what’s in it for me? I want to meet anybody and everybody. My mom said that when I was little that I would walk up to anybody and just introduce myself. That’s not necessarily the best thing on the planet when it comes to strangers. But she said, I had no problem meeting people.

And so I like to know people’s stories. I like to know what gets them up and gets them going in the morning. And so I want to hear about their business. I want to hear about their families. I want to hear what motivates them, what their passion is. And then I want to hear what keeps them up at night.

And again, that may not be banking. It may not be financially related. I laugh and tell the story about early on in the 2000 when I was in my career, moving here to Atlanta, one of the first companies I met here in Atlanta, the customer spent probably our first 10, if not 15 minutes, talking about and apologizing for the taste of his coffee in the meeting.

John Ray: [00:26:33] Oh, really?

Samantha McElhaney: [00:26:34] Because the coffee, he said, it’s just awful and I just — I’ve tried so many different coffee vendors. I don’t know what to do, but the coffee’s just horrible. And I’m sorry. I’m sorry. Well, come to find out, it was the water filtration system.

And so we ended up introducing him to a water filtration vendor system to put in his office. And the taste of the coffee changed, and he never talked about it again after we solved that solution and problem. So we could talk about other things like his actual business down the road.

So I like the fact that we got down to the heart of it and figured it out and introduced him to a solution. Now you say, that’s kind of weird, Sam. But no, that was something that obviously bothered him because he spent 10 to 15 minutes talking about it during our initial meeting.

So those are the kind of things I want to do is help somebody with what’s preventing them from doing what they do best, which is obviously their business.

John Ray: [00:27:36] Right. So it sounds like what I’m hearing is that you’re trying to figure out what their problems are, what is keeping them up at night, whether that has anything to do with their banking issues or not and trying to proactively bring them solutions to that.

Samantha McElhaney: [00:27:54] Yeah. And that may not in the past with all of my banks that I’ve ever worked with that may not meet my goals right now in the immediate present. But I think long term, it has helped me with not only who I work for, but who I work with, whether that’s my employer or my clients or future prospects, because I think I’m doing the right thing for everybody involved. Because that’s what they need, not necessarily what Sam needs at that particular time.

John Ray: [00:28:29] Yeah. So you work for — as good as your firm is for you, you’re still in a big public company. I mean, and public companies by definition, I mean they have quarter to quarter earnings pressures —

Samantha McElhaney: [00:28:45] For profit.

John Ray: [00:28:46] Right? They’re for profit. They’re for profit. That’s always important. But there are goals, there are budgets, there are, again, the quarter-to-quarter pressures. So what you’re talking about helping someone with their water filtration system, that doesn’t actually add to earnings per share.

Samantha McElhaney: [00:29:07] No, it helps.

John Ray: [00:29:08] For the quarter.

Samantha McElhaney: [00:29:08] It helped that company, I’m sure, but it didn’t help my company at that time.

John Ray: [00:29:12] Right. So, I mean, how do you balance these things, right? Because you’ve got to hit your targets, whatever those targets are and over whatever time frame you’re talking about, how do you balance that?

Samantha McElhaney: [00:29:30] That’s very important. I really honestly believe in a combination of if I’m out there doing the right things every single day, which is out meeting people, talking to people, asking people to do the same thing, keep their ears open, feet on the street, making the right introductions, if I’m asking them who they need to be introduced to, if that’s ongoing 365 days of the year, no matter where I am, I mean, even I take vacations.

I mean, I go to football games because my kids are at two of the best SEC schools on the planet. No offense, Georgia, but they are — you know, I’ll talk to people when I’m at those institutions. I’m always talking about businesses and opportunities and trying to make connections.

And if I’m doing that 365 days, then it always creates what I think is a pipeline. And I’m a big believer and a lady of faith. And I just truly believe that if I continue to do the right things then and I stick to my faith, then it will be provided for me because I’m walking and talking and doing what I’m supposed to do for the right people and for the people who need it. And so I just have to believe I can’t have fear. It’s going to happen and it’s going to be produced so.

John Ray: [00:31:00] Well, so what you’re describing is you’re living from a philosophy of the world is an abundant place, right?

Samantha McElhaney: [00:31:09] It should be.

John Ray: [00:31:10] That’s one way to describe it. As opposed to that the world is a fixed pie. It’s a place of scarcity. And you have to grab whatever you can grab at that moment. That’s what you’re describing. That’s the dichotomy you’re describing, right?

Samantha McElhaney: [00:31:25] I like the way you just put that because I don’t want to see people with one set amount and everybody’s beating each other up to try to get, like you said, their piece. I think there is plenty of business out there for everybody and the right amount is going to go to the right person and to the right fit.

It’s like, for instance, we’ve discussed before when someone comes up to you and says that I can make anybody and everybody, I don’t believe that. I know a lot of bankers here in Atlanta, a lot of people who are really my good friends.

And so I’m not the bank for everybody and I’m not the banker for everybody. That’s why if it’s not a right fit, I have no problem introducing you to a great banker at another institution who’s probably the right fit.

And people are like, why would you do that? Don’t you have goals? I’m like, no, it’s better to put you in the right place so that you’re with the right banker and you’re not being moved around all the time. You’re with who you need to be, the right institution, the right person so that your business can prosper. And I hope it would be paid forward in the long run.

John Ray: [00:32:31] Right. So the analogy here for, again, those of our listeners that are solo small professional services firms, they have their own firm, they’re not subject to quarter-to-quarter earnings, but if they’re trying to maintain this a philosophy like yours, you’re going to go through dips.

Samantha McElhaney: [00:32:48] Always.

John Ray: [00:32:49] Right?

Samantha McElhaney: [00:32:49] Yes.

John Ray: [00:32:50] Where that philosophy of abundance seems like it’s not working, right? So how do you sustain yourself through that?

Samantha McElhaney: [00:32:59] I mean, you’ll sit there and you’ll say, oh my gosh, there’s nothing in the books, there’s nothing in the pipeline. But if you will do the right steps every single day, get up, not mope or play martyr, if you will get out and show the activities and show that you’re actually doing the right things and continue over and over again, kind of like what Adam Grant talks about in give and take and give and give and make the introductions and do the things that you’re supposed to do, even with your coworkers and teammates, then it will eventually open up again and just flood. And you’ll be like, whoa, wait a minute, it was there all along? Why did I doubt it? It will happen and occur.

If you’re not doing the right things in the right steps. Then no, the abundance won’t happen, or the opportunities won’t happen, but you have to be consistent. I love the word consistent. My kids used to say, you all aren’t being fair. And I’m like, babies, I never claim to be fair, but I’m definitely consistent in my practices.

John Ray: [00:34:05] Yeah. We could talk a lot about fair, right?

Samantha McElhaney: [00:34:12] Yes.

John Ray: [00:34:12] Yeah, fair is something that happens in the early fall.

Samantha McElhaney: [00:34:15] In Cumming, for sure. In October, the best one.

John Ray: [00:34:18] That’s right. Yeah. Yeah. You’re mixed up on what fair is all about.

Samantha McElhaney: [00:34:22] Exactly.

John Ray: [00:34:23] Yeah. So you mentioned your personality, you’re an outgoing personality. You love to meet people. There are a lot of our listeners that wouldn’t describe themselves that way. They’re introverts.

Samantha McElhaney: [00:34:39] Yes.

John Ray: [00:34:39] And they don’t see themselves as wanting to put themselves out there the way it’s so easy for you. So give counsel to folks like that, that they want a network, and they want to develop strategic referral partner network like you have. How do they do that in a way that’s non-threatening?

Samantha McElhaney: [00:35:04] Oh, wow. Because I mean, initially when I first moved to Atlanta, where I knew nobody in 2005, I mean I was that person who would go to any and every event and splash my name all over the place because again, had no fear of doing so.

But someone who would move here in 2005 and not know anyone, you don’t know where to start, especially if you’re inside of a shell. Personally, because I do know a lot of introverts. I do, in fact, in my small group from church, our group is half extroverts and half introverts.

John Ray: [00:35:43] Oh, you all have a lot of fun.

Samantha McElhaney: [00:35:45] Oh, yeah. Because you’ve got the people who will dominate the conversation and then you’ve got the people who are just sitting there and not saying a word. And you have to get them to to come out and participate.

John Ray: [00:35:56] And they’re running silent, running deep right there. They’re the ones that come out with the really deep thoughts.

Samantha McElhaney: [00:36:00] When they finally say something, you’re like, oh my gosh, why hadn’t you talked the whole time?

John Ray: [00:36:05] Exactly.

Samantha McElhaney: [00:36:06] You’ve got to take baby steps. And it’s really both of them, extroverts and introverts. You have to take baby steps when it comes to networking and pick something that interests you, especially introverts. You have to find an organization or a group that you’re passionate about to go join and go participate in.

Because if not, networking is not going to be fun. It is going to seem boring. It’s going to seem like a checkbox. It’s going to seem like something that you’re going to want to give up on really, really quick. Like you’ll register, you’ll show up, you’ll enter the room, you’ll pick up your badge and you’ll walk out the door type scenario.

If you go to something that you enjoy or that you have a passion for, let’s say it’s a women’s organization or it’s an event that is sponsoring animal’s rights or the Humane Society or something, you’re more likely to attend that event and find maybe one person in that entire room that you could walk up to and connect with and just have a conversation with that night about the dogs or the cats in the room that you connect with or something.

And that’s one success story right there, because you met one person. And that’s one baby step. Getting there, baby step. Staying there, baby step. Meeting one person, baby step. So that’s what I would encourage the introvert to do is to find one event, one chance, go, stay, find one person, and make the connection. And then try it again.

And then once you get your feet wet and you find out it’s not really that scary, you might actually find out you might be an introvert, extrovert. And then that’s a whole other topic for another day. And those are professional trainers. They can talk to you about that term so.

John Ray: [00:38:01] Right, right. Yeah. Because we tend to put ourselves in these binary silos, right? We’re either this or that, and that’s rarely the case, right?

Samantha McElhaney: [00:38:14] Like, I’m an extrovert during working hours. But, John, when I get home, yeah, I won’t answer our phone, or I’ll go into like a rabbit hole. I need my downtime to recharge my battery.

John Ray: [00:38:28] Right. Right. Yeah, that makes perfect sense. So let’s talk about Strategic Referral Partners because as professional services providers, we all live off our network, right, and referrals. So how did you develop that? You’re known for having quite a deep network, so extensive network. So talk about how that happened for you beyond what you’ve already mentioned.

Samantha McElhaney: [00:39:04] Again, getting out and meeting a lot of people when I first moved to Atlanta. But one of the best networking groups and sets of partners I have had, and I can admit to, and we’re a really neat group. We just met yesterday for lunch, and we have since 2012.

There was a group of us that were part of an organization that paid a lot of money to be a part of that group. We went our separate ways and formed our own networking group back in 2012 because we found some commonalities with each other, and we meet over in the Cumberland area and have the first and third Tuesday of every month around lunch time.

And we protect each other. And when I say protect each other, we don’t overlap when we meet with one another. So if there’s one CPA in the group, it’s the only CPA in the group. I’m the only banker in the group, but our organization is up to 22 members. And we regularly meet with each other. We discuss opportunities with each other, customer clients with their permission, and we look out for each other.

As far as business, we all try to do business with one another. But again, we try to make introductions with one another. And this group has probably been one of the most important parts of my business since, again, we formed in 2012. And the biggest part of it is, I could say we’re honestly family.

That group of individuals, if something ever happened to any one of us, like one individual is celebrating a wedding this weekend. There’s been babies born in that group. There’s been graduations. There’s been deaths. There’s been illness. We treat each other as family. So how we treat each other is how we want to treat our clients. It’s how we want to treat anybody. So it’s a unique organization.

And so from that baseline, that’s how we treat all of our networking partners. And so anyone we meet out in the community, we try to introduce each other to those networking partners and other referral sources. And so it’s just grown and connect each other on LinkedIn and it continues to multiply. So we’ve been very blessed with one another.

John Ray: [00:41:30] We could go down a bunny trail on this. But I mean, how does someone that does not enjoy a group like that, how do they find that kind of group, right?

Samantha McElhaney: [00:41:41] Okay, it’s a great question.

John Ray: [00:41:42] Yeah. How did they judge that group, right, for its personality of giving?

Samantha McElhaney: [00:41:48] Yeah.

John Ray: [00:41:49] You know, how does that happen for them?

Samantha McElhaney: [00:41:51] No. When I worked at Fifth Third, I had employees who would ask me about that group and how did that group even form or what would you do, what would you recommend on how we start a group similar to that? And I have told individuals in the past, start with people that you like to do business with, like to have lunch with, like to break bread with and go have breakfast or lunch with those people.

That’s maybe three, four people and put together. And you all come up with a baseline. What do you all require from a set of guidelines? Are you just going to require that you all meet once a month? Are you going to require that you all make one introduction to each other once a month? And put those baselines down and hold each other accountable.

And then set it on the calendar. Are you going to meet once a month, twice a month, whatever it is? And you come together and is it just going to be the same group of people? Or are you each going to require each other bring another person the next month and see if it stays the same in size?

And if that’s comfortable, keep it that size. If you want to grow it, then do the visitation and grow it to the next size, grow it to the next size. And then if it keeps growing, decide do you want to charge fees for that or are you cool with everybody paying for their own meals, whatever you decide from a meeting standpoint.

But you can create your own group. It doesn’t have to be a national organization and nothing against the national organizations because they’re fantastic. I’m a part of one. I only do two networking groups and one of them happens to be a national organization.

But you can create your own group. You just have to make sure the people that you’re in and working with and that kind of group all have the same ideas and philosophies in play. And the people that you invite clearly understand what those philosophies are.

So if I’m bringing you as a visitor and we introduce our clients to each other, make sure the person you’re bringing, hey, John, when you come and meet my friends, we’re going to — you know, I’m introducing you to my friends that I do business with, they’re going to ask you, who do you want to meet, who are my clients, and who are you willing to, down the road, introduce me to if my services are needed by your clients?

You know, you’ve got to be very clear about those expectations. And if you can’t be and you’re not comfortable with that, then this might not be the right group for you.

John Ray: [00:44:23] Sure. Sure. Well, let’s talk about a success story or two. You know, obviously we’re not going to mention names or affiliations, but where this relationship first approach, let me hear your problems and see if I can solve them approach has worked out for you over the longer haul.

Samantha McElhaney: [00:44:54] It’s always varied in size. I’ve had individuals come to me and they’ve been start-up companies.So I can think of one right now. Three individuals were working for a very large corporation in a field of staffing. And they wanted to leave their larger corporation and start their own smaller company.

They did not want to do SBA lending. And we basically had to sit down and look at their business plan. Everything that an SBA lender would look at and see if the plan made sense from us on a conventional standpoint to take care of them and give them the lending that they needed to get the project off the ground, which would include not only funding to start the organization, working capital for payroll for fixed needs to hire individuals, but also for the lease that they needed because they wanted to have a retail outlet. They wanted to have furniture fixtures and equipment, desks, everything of that nature. They wanted to appear like, in my opinion, like a mini little Rognstad.

Everything financially looked great, but it was going to be really dependent upon those three individuals and the strength of those three individuals. Again, they did not want to lock up their homes. They did not want to lock up 401Ks. They basically wanted an unsecured loan. And it took —

John Ray: [00:46:33] Yeah, because this business does not have any assets.

Samantha McElhaney: [00:46:35] Nothing.

John Ray: [00:46:36] Other than the furniture.

Samantha McElhaney: [00:46:37] That they were going to buy.

John Ray: [00:46:39] Right. At your financing, right?

Samantha McElhaney: [00:46:41] That they were going to purchase. And that would not really be something that a bank would want to take back in the event that it didn’t work out. So we really had to look at the deal, the projections of the deal, the history of the individuals, how they handled their personal finances, resumes, letters of recommendation. I mean, we really had to look outside the box to figure out if this was something that we wanted to do and take a chance on.

And with senior management, I mean higher levels of credit authority, everything, interviews of the three potential owners, again, the letters of people who believed in them, faith in them, things of that nature. I mean, we really went outside what’s normal parameters, especially for a large bank and made this deal happen.

And we did it on a very short term basis. So they had rather large payments in the very beginning. So they were going to have to really work and get contracts, get clients on board, make accelerated payments for this to happen. And the company did a really nice job to the point where even by year two, they were acquired.

John Ray: [00:47:58] Oh, wow.

Samantha McElhaney: [00:47:59] Yeah. Someone acquired them really quick so they could pay us back which was nice. And they’ve all gone their separate ways. And one individual right now is back in corporate America and is doing a fantastic job. Never thought they would go back into corporate America, but they are.

But it’s just a nice little story how we kind of made the exception and went outside the box, and didn’t go down the traditional path because, yes, it probably could have been done SBA, but it would have locked everything up. And a lot of customers don’t necessarily want to do that. Yeah.

Well, that was that one sticks in my head because it was just the idea of, yes, we don’t always have to put every customer inside a square box. We can kind of make it wavy, curvy, triangular, whatever shape you want to come up with.

John Ray: [00:48:53] Yeah. That’s great. Sam McElhaney, folks with Pinnacle Financial Partners. Sam, just one more question and then we’ll kind of bring it down to a close. But just offer a takeaway, just one takeaway that our listeners that are out there with their own firms can take away too, as they think about success for their practice, for their lives. What advice would you give?

Samantha McElhaney: [00:49:31] You have to — it’s going to probably sound like two pieces, so I apologize upfront for that. But first and foremost, John, really stick to your morals, stick to your values, who you are, and don’t let social media or anybody, anyone else change who you are. Because at the end of the day, people will see through that. They’ll see through anything that’s not genuine.

And I hope I’ve done that over the years. I hope people who have met me since, for instance, moving to Atlanta or even those who have known me since I first started as a teller, they will say this is the same person who started banking when she was 18, and now I’m 48. So they will be like, wow, she’s not changed. She can sometimes be a handful, but she also is very passionate, and she will fight and she will be loyal, and she will represent me and take care of me and will be honest with me.

But also, for business owners, be transparent. That’s my word for 2023. I always pick a word and I get it imprinted on a necklace. And I try to wear it on Fridays. And this year’s word is transparent.

And that’s, again, a word that I think people need to know is not a negative. It’s a very positive word. If you’re transparent, I think people will appreciate what you have to give them because there’s no smoke in mirrors. It’s you just being your most authentic and vulnerable self and it goes along with sticking to your values. So that’s why I picked 2023 and I think it’s coming in very relevant right now, especially with the banking industry and what we’re going through.

John Ray: [00:51:28] Yeah, for sure. For sure. That’s an entirely different conversation.

Samantha McElhaney: [00:51:34] Sorry, I didn’t want to open up that worm.

John Ray: [00:51:36] No, we won’t go down that trail, but maybe another time. Well, Sam McElhaney, this has been fantastic. Thank you so much for taking the time to have this conversation. I’m sure there are folks that might want to be in touch, so let’s tell them how they can contact you.

Samantha McElhaney: [00:51:54] Yeah. I am Sam McElhaney. Again, with Pinnacle Financial Partners. My office is over in the Riverwood area, but we have two other locations. One in Avalon and one in Buckhead. You can reach me at 678-524-7133. The same cell number I’ve had since I moved here to Atlanta. And my email address is Sam.McElhaney, that’s M-C-E-L-H-A-N-E-Y@P as in Paul, N as in Nancy, P as in Paul.com.

John Ray: [00:52:30] And they can find you on LinkedIn because you’re very active there.

Samantha McElhaney: [00:52:33] Yes, I try to be. Every morning, one of the first things I do.

John Ray: [00:52:36] And I think you’re the only Samantha McElhaney on LinkedIn. I think you are, right?

Samantha McElhaney: [00:52:40] Some people confuse me with another McElhaney or they ask if we’re sisters and we’re not related, but she’s one of my favorite individuals on the planet, so I like her a lot.

John Ray: [00:52:52] Okay. So connect with both of them.

Samantha McElhaney: [00:52:54] Yes. And you’ll get one of us. I’m sure she knows who I’m talking about.

John Ray: [00:52:58] There you go. Okay. Terrific. Sam McElhaney, Pinnacle Financial Partners. Thanks again so much for our talk.

Samantha McElhaney: [00:53:05] Thanks, John for having me.

John Ray: [00:53:06] Yeah, it’s been a lot of fun. Hey, folks, just a quick reminder is as we look ahead to the rest of 2023, if you are a current listener, subscriber to this podcast, thank you. Thank you for your support. We’re grateful for you.

And if you’re not, you can go to pricevaluejourney.com to find our show archive and check that out and see if you like the series enough to want to subscribe. And if you do, you can do that on your favorite podcast app. So we thank you in advance if you decide to do that.

If you go to pricevaluejourney.com, you can also get a link to receive updates on my upcoming book that will be released later this year. It’s called The Price and Value Journey, Raising Your Confidence, Your Value and Your Prices Using the Generosity Mindset Method. If you want to know more about that book, you can sign up for updates there and you can also email me directly too, if you’d like, John@JohnRay.co. Thank you again for joining me on The Price and Value Journey.

 

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on:  building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey
John Ray, Host of “The Price and Value Journey”

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 2,000 podcast episodes.

Coming in 2023:  A New Book!

John’s working on a book that will be released in 2023:  The Price and Value Journey: Raise Your Confidence, Your Value, and Your Prices Using The Generosity Mindset Method. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. For more information or to sign up to receive updates on the book release, go to pricevaluejourney.com.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Tagged With: banker, banking, business building, financial services industry, John Ray, networking, Pinnacle Financial Partners, Price and Value Journey, pricing, professional services, professional services providers, relationship banking, Sam McElhaney, solopreneurs, value, value pricing

Quick Tips for Time Well Spent: Clearing Digital Clutter

May 8, 2023 by John Ray

Clearing Digital Clutter
North Fulton Studio
Quick Tips for Time Well Spent: Clearing Digital Clutter
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Clearing Digital Clutter

Quick Tips for Time Well Spent: Clearing Digital Clutter

On this edition of Quick Tips for Time Well Spent, host Julie Hullett gave suggestions for clearing digital clutter.

Julie’s commentary was taken from this episode of Time Well Spent with Julie Hullett. 

Time Well Spent with Julie Hullett is presented by Julie Hullett Concierge, LLC and produced by the North Fulton studio of Business RadioX®.

About Time Well Spent

Time Well Spent with Julie Hullett features stories from busy professionals who have created more time to do what they love. Every other week, your host and personal concierge Julie Hullett speaks with entrepreneurs, community leaders, and influencers to answer the question: What would you do if you had more time?

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

Julie Hullett, Host of Time Well Spent with Julie Hullett

Julie Hullet, Host of Time Well Spent with Julie Hullett

Julie Hullett is the host of Time Well Spent with Julie Hullett.

Julie Hullett is a personal concierge and entrepreneur in Nashville, TN. She founded Julie Hullett Concierge, LLC in 2011 to give people their time back so they can do more of what they love. No stranger to big ideas and pursuing passions, Julie left corporate America to create her business. She capitalized on her skills—multi-tasking, attention to detail, and time management, to name a few—to build a successful business that gives back. Her clients enjoy ample free time. They’ve traveled more, spent more time with those they love, and have even created their own businesses.

Connect with Julie:

Website| LinkedIn | Instagram. Sign up to receive her newsletter.

 

Tagged With: cellphone, computer desktop, digital clutter, Julie Hullett, Julie Hullett Concierge LLC, personal concierge, Quick Tips for Time Well Spent, Time Well Spent

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