Chris Spanier with Carpe Diem Consulting Group

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity radio.

Stone Payton: [00:00:15] Welcome to the High Velocity Radio show where we celebrate top performers producing better results and less time Stone Payton here with you this afternoon. This is going to be a fantastic conversation. Please join me in welcoming to the broadcast with Carpe Diem Consulting Group, Mr. Chris Spanier. How are you?

Chris Spanier: [00:00:37] I’m doing great today. Stone Thanks for having me on the show.

Stone Payton: [00:00:39] Yeah. Delight to have you on the program. Really been looking forward to this conversation. I think a great place to start would probably be mission purpose, What you and your team are really out there trying to do for folks. Man.

Chris Spanier: [00:00:54] No, I appreciate that. So I guess in a nutshell, we’re a marketing marketing consulting firm. We dabble obviously in technology and some other things, but I kind of view our mission when I go and introduce us to people. So I said, it’s getting close to World Series as we’re doing our recording here. And so I kind of use a baseball analogy and say, Think of us as the marketing utility player. So we work with businesses of all different sizes, but we tend to go more medium, maybe small sized businesses where they want to do some marketing, but they don’t have people on staff or they’ve got a small staff and they just they need some help. So we come in and we work with leadership to figure out where their best potential is going to be, where they’re going to get the biggest bang for their buck, and then we get to work to help them put some tactical things in place while also thinking more strategically about where they ultimately want to end up and be successful with.

Stone Payton: [00:01:42] So what’s the back story, man? How did you get into this line of work?

Chris Spanier: [00:01:48] Oh my gosh. What? We don’t have enough time for the whole story, but the short version of Back in the day. So thankfully, this is this is audio only so you don’t get to see the amount of gray I’ve accumulated. But my my start was back when the Internet bubble was really had burst. It was still building. So there was all this innovation. I started with an Internet startup. We were going to make our millions. It was just such a wonderful experience and we obviously didn’t make our millions, but we were really successful. The company got sold and merged and there was an AT&T division that became part of it. It was just it was this neat story, but my path took me into a more traditional path where I got married to the love of my life. We started a family and I started to settle down into kind of a more traditional corporate role. But I always had that entrepreneurial spirit. So there was a company I spent a number of years with that I always describe it as I was running a startup inside of this 100 year old financial services firm. So about five, six years ago I had an opportunity to set back out on my own, had a good heart to heart with my wife and city. And what do you think about this? I’d been doing pro bono consulting for probably a dozen years prior to this, and you’re in a good place. And she’s like, Let’s do this. Let’s let’s let’s hang out the shingle, let’s go. Let’s see where this leads. So with her blessing, carpe diem officially became a real thing.

Stone Payton: [00:03:15] Well, you and I both really enjoy capturing and sharing the story. What what do you do if and when you run into a client or a potential client and they just don’t feel like they have an interesting story to to share about their brand?

Chris Spanier: [00:03:33] Yeah. And that happens more often than you might think. And what I find one of the things I love, whether it’s a company like me or any other kind of consulting company, one of the things I think we bring to the table is just fresh eyes and fresh perspective. And I’ll give you an example. So I’ve been working for a little over a year now with this this complex metal fabrication company, and they’re in the region and you go in there and these are just good people. I mean, they’ve been around for 50 or 60 years. They’ve continued to grow and had success. But I started talking to them about kind of what their story is, and they were just so humble about it. They’re like, Oh, you know, we just do this, this, whatever it might be. And I’m like, okay, great. And we got talking about some more, and I said, Well, what are we working on here? We’re taking a tour of the factory floor. And I’m like, Oh, that’s a part that’s going and I won’t name it, but but a large new aerospace based company. And they’re like, Yeah, that part’s going to end up in space here probably in about six months. And I’m looking at them going, you know, outer space go, Yeah. And then you were talking about other work they’re doing and like, yeah, these are actually medical devices they use in surgery or here’s a part that’s, that’s an integral component inside of a jet engine. So it’s the part that’s keeping us safe as we fly all over the country. And this is a monday for them. And what I like to do, actually, and I have to give credit, there’s a colleague of mine in the area. She’s brilliant. She’s a digital marketer named Kendra Ramirez.

Chris Spanier: [00:04:58] And Kendra and I were talking a couple of years ago and I love this idea of hers. And she too client was like, I don’t know what to talk about. I’m not that interesting. So Kendra said, Just do me a favor. How won’t you drive home? And the gentleman is like, Oh, about 20 minutes, half hour. She goes, Perfect, I want you take your phone out now. I want you to turn on the dictation and then record. Tell us what you did today and specifically focus on interactions with your clients and projects maybe were working on and just see where that goes. And I think a day or two later, the gentleman calls her up and he goes, okay, I got it. Because what he realized then, what he’d fail to realize in the day to day living of his life and doing his great work was the impact he was having for his clients, the things that they were doing, the innovation, and by telling his story and in a very non-threatening way, very easy way, he ended up, I forget how many pages, she said, of content that got out of that one little recording, and then he’s done subsequent ones. But I love that because what it was is that we tend to lose sight of who we are and the really cool things we do. And we tend to be humble about the work we do and that that’s great, that that’s good people. But sometimes working with somebody like me or like you or others in our industry, you have an opportunity really to get that fresh perspective and realize, Oh yeah, this is pretty cool that I’m doing. So I’ve yet to meet a company whose story I haven’t loved.

Stone Payton: [00:06:23] What a fantastic idea. I’m going to borrow that page out of your playbook.

Chris Spanier: [00:06:29] Credit where credit is due. Kendra was the one who gave that to me, and I’m like, That’s brilliant. So I’ve used it with a number of my clients as well.

Stone Payton: [00:06:35] Yeah. So have you found yourself over the over the course of, of this journey gravitating to certain types of clients or industries or types of people?

Chris Spanier: [00:06:49] You know, I’ve worked on blessed work with companies all across the country, but I do tend to work more in the region. So the funny thing is, is I tend to avoid similar industries because I really don’t get into a place where, you know, I’m telling a similar story for two different potential competitors or close competitors. So I tend to avoid industry overlap, but that then allows me to talk to a lot of different companies. So what I really like or what I find is successful is when the team goes in and we’re meeting with a company, if they’re marketing aware, if you will, so so they realize the value that marketing can potentially bring to the table. But they’re at a place where, again, they don’t have the staff or the expertise or the resources to really dedicate some time to it. What we can do then is come in and we’ll be a bridge. We’ll help get them started. So my thought is if I’m fortunate enough to work with a company for a year or two years or three years, that’s probably a good run way. But it gets them to a point where they’re like, Okay, now we’re ready to bring this in-house. So we help kind of build the initial marketing that they’re doing. We ultimately then will then hand that off to the next generation and then hang around for as long as they need us to help with the transition. But on the one hand, it makes it challenging when you go off in your prospect and like who do you work with? And the answer is, well, everybody. But the flip side of it is you do see that pattern of companies that have an appreciation for marketing. They aren’t able to do it on their own just yet, but they’re building towards that. So I love getting into those kind of opportunities and helping them kind of realize those dreams and ultimately get them to that next level.

Stone Payton: [00:08:24] Well, you’re clearly enjoying the work it comes through in your voice. I know it’s coming through over the airwaves. What are you. Finding the most rewarding at this point in your career?

Chris Spanier: [00:08:35] Oh, gosh. You know, it goes back to the last answer. I love it when we are facing some tough economic times right now. And one of the realities is marketing tends to be one of the first things on the chopping block when companies pull back budgets or when they have to think about we can’t spend as much. And that’s I have a whole philosophy on that. I do think that probably is it’s a short term reality, but it also can be a longer term issue. So what I find extremely rewarding is when you work with companies and you start to see the fruits of the labor and you get that reinvigoration where we’re not only are you telling their story to an external audience, but when you see it reflected in house and they start to walk a little prouder, they stand a little taller of, Yeah, this is who we are. I did a workshop a couple of months ago with a client and they’ve been around for a while and I said, What about brand? And I gave them a couple of options. I’m very realistic and practical with my clients so that if they want to go all in and we want to do a whole redesign, great, we can we can tackle that.

Chris Spanier: [00:09:41] But in this case, it wasn’t wasn’t going to be that they simply needed to spruce up and revisit it. But we spent we were pretty effective about it. We came in for a couple of hours one day and maybe a half day on the second day. But what I what I did, what I tried to do was when we went in, I told my team, I said, let’s let them do most of the talking. We facilitate, but let’s let them tell their story. So one of the things I think I find the most rewarding, whether it’s a workshop like that or it’s a marketing campaign that we’re doing or materials that we’re developing, it’s seeing it not only be successful with the audience they’re trying to reach, but then you’ll also see it be successful with the team there. And again, they come out of those meetings and their heads are held higher and their chests are puffed up a little bit because we came in and we had a chance to remind them of just how awesome they are. So that’s always that’s always feeds the soul for me.

Stone Payton: [00:10:34] Well, it sounds like great work if you can get it. How how does the whole sales and marketing thing work for a guy like you, a practice like yours? How do you get the new clients?

Chris Spanier: [00:10:45] Oh yeah. Again, another great question. Everybody kind of struggles with that a little bit. You know, what I’ve been blessed with is a lot of word of mouth. So you start working with a company and then I’ll give you an example. When I set up my consulting practice, I had my very first client and paying client, and we did this pilot project for something they wanted to do, which which really kind of straddled the line between marketing and sales. And we had some really great success the first couple of months, so much so that what was originally a three month pilot turned into basically a three year relationship. And early on in that I’m talking to another company just meeting for coffee and then there wasn’t really any expectations. I tend to be a very soft sell kind of guy. Let’s get to know each other. Let me kind of share a little bit about what we do our story, and then obviously I want to hear their story and then see where that that leads us. And if I can pour in a little bit to them, whether something comes out of it in terms of business or not, I kind of feel like this has been a worthwhile meeting. This has been a great connection because I get to know people and I love finding out their stories. Well, in this case, this gentleman said, here’s you say, here’s what we’re looking for, because, you know, we’re facing with some challenges, but I want to hear more about what you’re doing.

Chris Spanier: [00:12:04] So I started describing some of the different project work we were on, and I went back to that very first one and some of the innovative stuff that we were doing to pilot with them. And apparently I wasn’t intentionally selling, but at the end of it he looks at me, he goes, We need that. And it was a really good I mean, again, marketer, market thyself, right? It was a really good eye opening moment for myself to say, you know, as I’m building my consulting practice, as I’m building the team and we have one more capabilities, I don’t want to be the guy that’s that’s out there. Like, look what we can do. It’s more of here’s the journey we’re on. And I think people always will resonate with that. So we I appreciate opportunities like this, not not that I’m doing anything other than hopefully sharing a little bit of knowledge. But, you know, if somebody somewhere down the line hears this and it’s like, oh, that’s kind of interesting, maybe they’ll take those ideas to a local consultant that they want to work with. Or heck, maybe somebody looks me up and says, Hey, what do you think about this? And, you know, just setting that good out into the world and trusting that it finds its way back to you. It’s a little hokey, but but so far, that model has worked well for us, and then I don’t see that changing.

Stone Payton: [00:13:12] So you coauthored a book that came out this year. Talk about that a little bit. What was that experience like?

Chris Spanier: [00:13:20] Sales Fusion. Right. Thank you. It was it was really cool and really scary. You know, the funny thing was, if you go back four or five years, I remember I was at a small conference, a talk being given by some professionals and there was a panel discussion. Actually at this point. And every one of the speakers, they were all independent of each other, but every one of them said everybody in this room should write, should be writing. And we’re all of course. And no, it’s No, no, no. You should be writing, publishing stuff. And in fact, one woman went even so far as to say you should write a book. And I remember walking out of there thinking, you know, Yeah, but. But really, what do I have to contribute? What would be interesting for people to hear about and like. But then the more I thought about it, the more I realized, yeah, there really are. Right. So I started regularly blogging At that point. I started doing more along those lines because frankly, it was just good practice whether many people read it or nobody read it. The fact that I was exercising my mind and thinking about ways to communicate, I think ultimately made me a better marketer. And then fast forward, I was having actually coffee with a friend of mine who is president of this boutique publishing company, and she was talking about this fusion series that they were just starting. And the idea behind Fusion really is I think there are right, maybe five or six books total. And the idea is to write it targeted for small and medium sized businesses so that they can go.

Chris Spanier: [00:14:52] And rather than read these these really in-depth books, which are amazing and teach us so much. They were wanted to focusing more on the practical and the tactical. So what they’ve done with the Fusion is they’ve approached 10 to 13 authors, 14 authors per book. So we want you to contribute a chapter, give us your best stuff. And then what they do is they synthesize that into an overarching theme. So there’s been one on marketing and readership sales, and then I think people comes out in January. And so what you have is these thought leaders who are coming together and saying, all right, here’s some practical things that you can do in your business that will help you drive your people. Retention and culture development, your marketing, your sales, your readership, or whatever else that might be. So it was a really nice way to lend my voice with a dozen other experts whom several whom I knew, several whom I’ve gotten to know over the last several months and just keeping good company. So it was a nice way to kind of scratch that itch and say, Well, I’m a published author now. In fact, the book is a best seller, so I can now say we’re bestselling authors collectively, but it’s really been kind of a fun experience. And now, unfortunately, she planted the bug and saying, Well, what about writing your own book? So we’ll see what comes of that in the next year or two. But now it’s been a great experience.

Stone Payton: [00:16:14] I have no doubt in my mind after hanging out with you for a few minutes that you have at least one book in you. Probably plenty. I, I think I already know the answer to this question, but I’m going to ask it anyway. Have you had the benefit of one or more mentors along the way as this effort has unfolded for you?

Chris Spanier: [00:16:38] You know, absolutely. I think if there’s anything that maybe in our society we don’t do enough of is seeking out mentors or offering an opportunity to mentor others. In fact, I’m actually having coffee tomorrow with a gentleman that I’ve seen as a mentor for 20 years, and his great nephew is 18 years old, lives in a rural part of the Midwest and is coming to the big city and really wants just to talk with people to get a sense of what he wants to do with his life. So I jumped at the chance when he said, Would you be willing to spend an hour or so with them? And I said, Absolutely. And, you know, in some ways it’s a little it’s a little sobering to realize I’m switching from mentee to mentor role, I think, at least in this conversation. But you’re spot on, Stuart. I mean, any chance we have to share knowledge to gain knowledge, but also then to share knowledge, that’s something that can be given freely and it’s something that gets added upon as it passes from person to person to person. So, yes, your mentors have played a big role in my life and now I’ve reached a stage where I still have mentors, but I’m actually being able to maybe offer a little bit of I won’t say wisdom, but maybe avoid my mistakes to the next generation. So yes.

Stone Payton: [00:17:50] Yeah, maybe you can help them reduce the friction and shrink the timeline a little bit. If you’ve made anywhere near as many mistakes as I have.

Chris Spanier: [00:17:59] I think you’ve done quite well. But yeah, that’s that’s my hope here. So I’m looking forward to this conversation. In fact, as a quick aside, we’re doing this just locally, so this isn’t necessarily something that’s going to help your listeners nationwide. But I’ve actually talked talked it was would you be willing they were like, oh, yes, but we wanted to give something back to our local business community. So a group of us now are putting together a speaker series. It’s going to be absolutely free and we’re going to invite small business owners to come in and medium sized business owners to come in. And we’ve got four or five or six different topics in this first series that we’re going to do. And the whole goal, I mean, selfishly, maybe we’re. Build a little bit of our brand out of this, and that’s great. But every one of us said we’ve been given so much that we are looking for, continue to look for ways to give back. So that kicks off in a month where we’re going to do the first session and just see where it goes.

Stone Payton: [00:18:55] Oh fun. Now I know that you often refer to yourself as a hyper optimist, and I do. I would like you to speak to that in just a moment. And at the same time, I’d love to know when when the tank is running a little bit low and things aren’t as great. Where do you go? And I don’t necessarily mean a physical place, but to to recharge, to, to, to get inspiration and fill the tank back up and get ready for the next for the next wave.

Chris Spanier: [00:19:24] No, that’s very insightful question. So hyper optimist. That’s a phrase I coined. Gosh, back probably in college because I’m the goofball when you get home and it’s like there’s never a bad day. Well, yeah, there are. But to me, the idea of being a hyper optimist is that you actively seek out the good, you’re actively looking for the positive. And so, you know, if I look back on my own life, I’ve certainly had my fair share of tragedies and happy days. I was thinking back, even as a simple example, this was my mom died fairly young. I was I was in my mid twenties when she passed and she was the parent I was the closest to. And without going to a lot of sad details, she was in the hospital for two weeks before she ultimately passed and my dad and I had an okay relationship. But up to that point, but for those two weeks and then obviously the months that followed, suddenly we had the shared experience and we were supporting each other and as was the extended family. But if you will, maybe my mom’s parting gift was she helped my dad and I resolve some of our whatever issues we might have had. And we became a lot closer in the last 20 years of his life that I’m very thankful for. So as a hyper optimist, if you’ll indulge my phrase, you look at that and say, gosh, you know, the death of a parent or the death of any loved one is a horrible experience. And it really was. But you have faith or trust that it’s gone. There’s going to be good that comes of it. You just need time and perspective.

Chris Spanier: [00:20:58] Maybe you won’t even see it. You just have to have faith that it’s going to benefit somewhere, somebody down the line. But time and again in my life and I’ve seen this play out where it’s like, Gosh, I don’t like where I’m at right now. I don’t like what’s happening. I don’t whatever. But then if I if I go back to that place and that speaks to me where you find the recharge is if you have that belief that things will work out, then they tend to and I think to some degree becomes a self-fulfilling prophecy because if you’re if you’re constantly looking down, literally looking down and you’re like, Oh, things are horrible and you’re trying to avoid your stones in your path, but then you miss all the beauty that’s going on around you, the incredible sunset that the kids playing in the playground, the whatever it means, the leaves and fall. And so I think it’s an intentional mindset that we benefit from If we can keep our eyes open and it’s true in life as it is in marketing or in business, that there’s some tough times. So we have to get through. And this isn’t Pollyanna ish to say it’s not real or this is going to go away. No, we’ve got to live through. We’ve got to work through it. But if you keep focused and you believe that that good will come of this, then I think you put yourself in a mental space where you’re looking for that good and you’re ready to find it or identify it when it comes up. So it does become sort of that self-fulfilling prophecy.

Stone Payton: [00:22:20] Yeah. So in just a moment before we wrap, I’m going to ask you, if you will, to leave us with a couple of pro tips, actionable items, stuff for us to be thinking about and reading on this path of trying to do a better job of sharing our story and getting out there and marketing properly. And we’ll get that to that in just a moment. I am not leaving this conversation without asking you about. I understand that you are a Scottish Lord.

Chris Spanier: [00:22:47] Oh yeah, yeah, yeah, I am. So I am not Scottish. The short version story about five six years ago it was my birthday and my wife had been out of town on a girls weekend the weekend before and my birthday comes along and she’s like, Hey, I got you something. And we had reached that age where it’s like, I don’t need to do anything. Just a happy birthday is fine. And she goes, No, And she’s she’s beaming. Stone So I open this thing up and it’s an envelope and I pull this out and it says, Congratulations, Chris Spanner, you are Scottish Lord. I’m like, What? So apparently she had gone to this Scottish festival. She isn’t Scottish either, but but she was fascinated by some of the culture, so she and her sister went to it. There was an author they really wanted to see who was making an in-person visit and was doing kind of a. One on ones with the art. It’s a really cool thing. Apparently there was this little like Marketplace area set up and the story behind it. There was a guy selling land in Scotland, and the back story is that this was a somewhere in the highlands of Scotland. This family goes to sell the family land and a developer was interested in it. And whatever the Scottish version of Walmart I think was potentially going to show up in these ancestral places. So this other group got wind of it. They managed to purchase the property and to make it harder, maybe difficult, impossible for the developers to get access to the land. They started carving up the property. So my wife bought 100 square feet of this.

Stone Payton: [00:24:24] Wow.

Chris Spanier: [00:24:25] And it comes with a cute little certificate and says, You are a Scottish Lord. There are caveats, of course, but the neat thing and I haven’t done this, but it came with a certificate that apparently you can take the BMV and get Lord Christopher Spaniel on your license. I’m not quite that egotistical. I’m not done that yet. And I can’t go to Scotland and show up, whatever it is, the House of Lords and demand a vote that doesn’t count. I’m not allowed to build on my land, though. I am allowed to go camp. So it’s just it’s a nice way to to to do something, to help preserve some some really just beautiful land in the highlands of Scotland. It will sadly not pass on to the next generation is really just good for my life. But of course then a year or so later I had to do the same for my wife. So we actually have 200 square feet of land in Scotland. As the Lord and Lady. So yeah, so that’s my story.

Stone Payton: [00:25:18] I am so glad that I am okay. So let’s do it. If you would. Let’s leave our listeners with a couple of pro tips. I mean, number one, Pro Tip gang, reach out and have a conversation with Chris or somebody on his team if you want to dive into some of these topics. But let’s leave him with some things to be thinking about, reading something they can kind of act on now in this pursuit.

Chris Spanier: [00:25:41] Absolutely. So let me let me give you just one thing. And again, this is me sharing knowledge that others have poured into me. So one of the things that I see that and I’m guilty of this, but one of the things that I see marketers sometimes we don’t do so well is we tell the wrong story. There’s a couple of folks that come to mind, like Steve Jobs, Apple Computer, right? He founded Apple Computer with Steve Wozniak and I think was 1984. He got shown the door because the greatest innovation they were introducing there, the apple. Lisa, if you’ve ever heard of that. Yeah, it was an amazing piece of technology, way overpriced. But what happened was they just they just went about it, marketing it poorly. Again, super short version of the story. The highlight of this, they took out a nine page ad in the New York Times full of geek speak, and nobody bought the computer. They sold, I think, like 10,000 units. Total product flop jobs was fired. And then he comes back, what, 96, 97 as the interim president of Apple. And in that time, we’ve done a lot of different things. Next computers. And he had helped get Pixar kind of started. It wasn’t Pixar yet but got that started. And I’ve never seen this written anywhere. But I have to believe that in dealing with the folks at Pixar, Jobs learned how to tell a story much better. So he goes from leading a company that does a nine page ad, very expensive ad in the New York Times, about all the specs and the cool things about the computer and how cool our computer is to the Think Different campaign, which you may remember from the nineties and even into the two purposes where you know, nine pages down to two words and was all about realizing the stories about you the customer and that likens to if you’re familiar with Donald Miller story brand he he talks about marketers telling the story anybody telling their story and he goes where we tend to fail our mistake make trip up is we forget who the hero of the story is.

Chris Spanier: [00:27:39] Too often it’s we think it’s us. And he actually uses the analogy of Star Wars. And if you think back to the very first one where the Luke Skywalker is out there and he’s out to defeat Darth Vader and the emperor, and he goes, You’re not Luke Skywalker, you’re certainly not Darth Vader, you’re Obi-Wan Kenobi, you’re the guide. You’re the one that comes in with the answers, the solutions, the experience to help the hero, your customer, the person listening to your story, help them defeat whatever it is that they’re trying to defeat the evil empire in Darth Vader. And between those two examples, I’m like, What a powerful way for us to think as marketers, because it isn’t about us. It’s the consumer. It’s the customer who’s hearing your message, hearing your story. And what we need to do is a better job of helping them see how our product or service or whatever it is that we’re offering will help them. To be ultimately more successful. And I think if you do that, you’re ultimately going to tell a better story. You’re going to connect better with your customers, and ultimately everybody on the day is going to win. So that’s my big advice.

Stone Payton: [00:28:50] I will say, all right, let’s make sure that our listeners have an easy path to to tap into your work, have a conversation with you, maybe get their hands on this book, whatever you feel like is appropriate. Linkedin website, email. I just want to make it easy to connect with you and tap into your work.

Chris Spanier: [00:29:07] Man. I appreciate that. Stone Probably the easiest way you actually do this first name only to make it easy so no one has to figure it out. How to spell my last name. It’s email is just Chris Chris at and it’s carpe diem S.G. for consulting group or if you want to spell it all out, we’ve got that one as well. So Chris, at Carpe Diem, it’s consulting group, Carpe Diem Consulting Group, and then LinkedIn or whatever else is is easy. I’m one of the few Chris Spaniards out in the world, so hopefully that makes it pretty easy to find you, too.

Stone Payton: [00:29:42] Well, Chris, it has been an absolute delight having you on the program this afternoon. Thank you for investing the time and energy to to share your insight and your perspective. This has been a lot of fun. It’s been informative. It’s been inspiring. I really appreciate you. And you’re doing important work out there, man.

Chris Spanier: [00:30:01] I really appreciate it. So thanks for having me on the show. Thanks for asking questions that you made me think. So I really appreciate that. Anytime you can have a conversation like this, it’s just it’s wonderful. So thanks so much for the opportunity.

Stone Payton: [00:30:14] My pleasure. All right. Until next time, this is Stone Payton for our guest today, Chris Spinner with Carpe Diem Consulting Group. And everyone here at the Business Radio X family saying we’ll see you in the fast lane.