1 00:00:00,840 --> 00:00:03,270 Gift biz unwrapped episode 70. 2 00:00:03,390 --> 00:00:08,040 If you don't see the potential in the opportunity, 3 00:00:08,220 --> 00:00:09,120 let it go. 4 00:00:09,410 --> 00:00:10,760 Hi, this is John Lee, 5 00:00:10,760 --> 00:00:12,950 Dumas of entrepreneur on fire, 6 00:00:12,950 --> 00:00:15,470 and you're listening to gifted biz unwrapped, 7 00:00:15,470 --> 00:00:20,240 and now it's time to light it up. 8 00:00:20,240 --> 00:00:21,770 Welcome to gift biz, 9 00:00:21,890 --> 00:00:25,760 unwrapped your source for industry specific insights and advice to develop 10 00:00:25,760 --> 00:00:27,440 and grow your business. 11 00:00:27,440 --> 00:00:28,700 And now here's your host, 12 00:00:28,850 --> 00:00:29,900 Sue Monheit. 13 00:00:30,830 --> 00:00:31,280 Hi there. 14 00:00:31,460 --> 00:00:35,060 I'm Sue and welcome to the gift biz unwrapped podcast. 15 00:00:35,330 --> 00:00:38,270 Whether you own a brick and mortar shop sell online or 16 00:00:38,270 --> 00:00:39,740 are just getting started, 17 00:00:39,920 --> 00:00:43,550 you'll discover new insight to gain traction and to grow your 18 00:00:43,550 --> 00:00:46,040 business. And today I have joining us, 19 00:00:46,130 --> 00:00:48,860 Shirley, George Frazier, 20 00:00:48,860 --> 00:00:51,380 for those of you who don't know Shirley yet, 21 00:00:51,380 --> 00:00:55,040 she is recognized as a world authority on gift baskets and 22 00:00:55,040 --> 00:00:57,620 starting a business from scratch in business. 23 00:00:57,620 --> 00:00:58,790 Since 1990, 24 00:00:58,820 --> 00:01:00,600 Shirley is head of baskets. 25 00:01:00,600 --> 00:01:02,750 Tologist at gift basket business. 26 00:01:02,990 --> 00:01:07,130 She helps creative people and aspiring entrepreneurs to create a great 27 00:01:07,130 --> 00:01:09,290 life for themselves and their families. 28 00:01:09,530 --> 00:01:14,180 By turning their passion into a fun and rewarding business Shirley's 29 00:01:14,180 --> 00:01:17,540 books include how to start a home-based gift basket business, 30 00:01:17,690 --> 00:01:21,740 the gift basket design book and marketing strategies for the home 31 00:01:21,770 --> 00:01:22,880 based business. 32 00:01:23,180 --> 00:01:26,810 Surely conduct seminars at conferences and trade shows and provide small 33 00:01:26,810 --> 00:01:29,120 business advice on CNBC. 34 00:01:29,570 --> 00:01:30,290 Most of all, 35 00:01:30,290 --> 00:01:32,870 she loves helping entrepreneurs just like you. 36 00:01:32,870 --> 00:01:36,080 And I decide how to start a business that stays as 37 00:01:36,080 --> 00:01:40,010 small as you want or grows as large as you dream. 38 00:01:40,280 --> 00:01:41,210 Wow, Shirley, 39 00:01:41,270 --> 00:01:43,520 thank you for joining me and welcome to the show. 40 00:01:43,910 --> 00:01:45,860 Oh, Thank you so much. 41 00:01:45,860 --> 00:01:48,920 It's a pleasure to be here with you and the audience. 42 00:01:49,160 --> 00:01:54,290 Yay. I like to start off by taking a little bit 43 00:01:54,290 --> 00:01:56,630 of a creative approach and getting to know you in a 44 00:01:56,630 --> 00:01:58,190 little bit of a different way, 45 00:01:58,430 --> 00:02:03,290 and that is by understanding your ideal motivational candle. 46 00:02:03,500 --> 00:02:06,800 If you were to create a candle that represents you, 47 00:02:06,950 --> 00:02:09,380 what color would a candle be and what would be the 48 00:02:09,380 --> 00:02:10,610 quote on that candle? 49 00:02:11,030 --> 00:02:11,840 Oh wow. 50 00:02:12,320 --> 00:02:18,680 My candle color would be a balance between orange and red 51 00:02:18,770 --> 00:02:20,150 love. Love orange. 52 00:02:20,630 --> 00:02:24,200 Red is such a powerful color that that's why I would 53 00:02:24,500 --> 00:02:27,470 milled in a way combined the two colors. 54 00:02:27,920 --> 00:02:29,900 And on that candle, 55 00:02:30,050 --> 00:02:33,170 it would say stay outside of the lines. 56 00:02:33,560 --> 00:02:40,790 Why stay within a small area when all the outside is 57 00:02:40,790 --> 00:02:42,410 where the creation lies. 58 00:02:42,530 --> 00:02:45,320 So it would be stay outside of the lines. 59 00:02:45,590 --> 00:02:46,400 There you go. 60 00:02:46,520 --> 00:02:46,970 You're right. 61 00:02:47,060 --> 00:02:49,910 Staying outside of the lines allows you to create something new 62 00:02:49,910 --> 00:02:53,660 and be something different that will attract people to you because 63 00:02:53,660 --> 00:02:56,990 it's not something that they've seen before and it tests you. 64 00:02:56,990 --> 00:02:58,700 It makes you stretch further. 65 00:02:58,870 --> 00:02:59,560 That's right. 66 00:02:59,830 --> 00:03:00,640 Love that. 67 00:03:00,940 --> 00:03:01,210 All right. 68 00:03:01,240 --> 00:03:03,910 Now, surely I just have to share with all of our 69 00:03:03,910 --> 00:03:08,170 listeners when I left my corporate world and decided it was 70 00:03:08,170 --> 00:03:09,070 a whole long story, 71 00:03:09,070 --> 00:03:10,390 I'm not going to go into that right now, 72 00:03:10,570 --> 00:03:13,270 but decided that I was going to start a gift basket 73 00:03:13,270 --> 00:03:16,900 business. The first thing that I did is what I always 74 00:03:16,900 --> 00:03:19,270 advise people to do is research, 75 00:03:19,480 --> 00:03:21,130 go find out what's out there, 76 00:03:21,160 --> 00:03:23,260 learn what other people have already done. 77 00:03:23,530 --> 00:03:27,580 And the very first person I saw in this space was 78 00:03:27,580 --> 00:03:30,520 you, you did a meeting in Chicago. 79 00:03:30,850 --> 00:03:32,500 I don't even remember what year it was. 80 00:03:33,130 --> 00:03:34,900 It was way back when. 81 00:03:35,170 --> 00:03:38,530 So it's so exciting to see how you have evolved. 82 00:03:38,560 --> 00:03:42,040 And then here I've evolved past a gift basket business into 83 00:03:42,040 --> 00:03:43,000 some other things. 84 00:03:43,300 --> 00:03:45,850 It's really cool to be talking to you in here in 85 00:03:45,850 --> 00:03:48,040 your story from today, 86 00:03:48,070 --> 00:03:48,280 you know, 87 00:03:48,280 --> 00:03:49,750 where both of us are today, 88 00:03:50,050 --> 00:03:55,300 take us back to the early part of gift basket business. 89 00:03:55,300 --> 00:03:58,180 How did you decide this was something you were going to 90 00:03:58,180 --> 00:03:59,830 embark on in the first place? 91 00:04:00,360 --> 00:04:04,020 I have entrepreneurs in my family that go back as far 92 00:04:04,020 --> 00:04:04,980 as I can. 93 00:04:05,280 --> 00:04:06,840 Well, not that I can remember. 94 00:04:07,170 --> 00:04:12,540 I was told by my grandparents and my mom and my 95 00:04:12,540 --> 00:04:17,790 dad that we've had entrepreneurs since about 1900 in the family 96 00:04:17,790 --> 00:04:19,200 and probably earlier than that, 97 00:04:19,200 --> 00:04:19,470 but no, 98 00:04:19,470 --> 00:04:21,570 one's around to share that information. 99 00:04:21,900 --> 00:04:27,420 I have a great grandmother who grew strawberries in Virginia and 100 00:04:27,420 --> 00:04:28,710 shipped them to Manhattan. 101 00:04:29,100 --> 00:04:31,140 I have an aunt I've never met, 102 00:04:31,200 --> 00:04:34,710 never met any of these people who had a fudge business 103 00:04:34,740 --> 00:04:35,550 in Brooklyn, 104 00:04:35,640 --> 00:04:36,780 which is where I'm from. 105 00:04:36,840 --> 00:04:39,510 And my mom was one of her delivery people. 106 00:04:39,960 --> 00:04:41,940 My dad was a color chemist. 107 00:04:42,300 --> 00:04:46,620 He had his own color company back in the 1970s. 108 00:04:46,800 --> 00:04:51,120 And so that was the foundation for my feeling, 109 00:04:51,120 --> 00:04:52,650 the entrepreneurial bug. 110 00:04:52,980 --> 00:04:58,290 And I was deciding while I was working downtown New York 111 00:04:58,440 --> 00:05:01,620 city in the former world trade center, 112 00:05:01,620 --> 00:05:05,340 deciding if I was going to have an intimate apparel shop 113 00:05:05,340 --> 00:05:07,380 or what kind of business I was going to have, 114 00:05:07,740 --> 00:05:11,250 and my husband made a small gift for a friend. 115 00:05:11,520 --> 00:05:12,900 It was a, 116 00:05:13,320 --> 00:05:18,600 he wrapped a small core bottle with rocks glued to the 117 00:05:18,600 --> 00:05:21,000 bottom of it that he just found in the backyard. 118 00:05:21,360 --> 00:05:25,170 He wrapped it in saran and presented it to her. 119 00:05:25,170 --> 00:05:29,250 It was a gift that just lifted her spirits figuratively. 120 00:05:30,430 --> 00:05:33,330 And from that I thought about gift baskets. 121 00:05:33,330 --> 00:05:34,950 It had nothing to do with baskets. 122 00:05:35,190 --> 00:05:38,520 It was just a sweet gift that really went to the 123 00:05:38,520 --> 00:05:41,880 heart of bringing her out of the funk that she was 124 00:05:41,880 --> 00:05:47,370 in. And I thought about gift baskets and started my research 125 00:05:47,400 --> 00:05:51,540 as you had started to when we met in Chicago, 126 00:05:51,540 --> 00:05:54,150 which like you said was forever ago. 127 00:05:54,540 --> 00:05:56,820 I started looking for different. 128 00:05:57,500 --> 00:05:58,970 I started going to trade shows. 129 00:05:58,970 --> 00:06:02,150 A lot of research went into that foundation. 130 00:06:02,150 --> 00:06:06,030 And that's where things started with that small bottle of liquor 131 00:06:06,080 --> 00:06:07,790 and the rocks attached to the bottom. 132 00:06:08,090 --> 00:06:12,020 Oh, with a shot glass attached to the whole thing as 133 00:06:12,020 --> 00:06:12,650 well. Well, 134 00:06:12,650 --> 00:06:13,220 of course, 135 00:06:15,100 --> 00:06:15,580 Oh my gosh. 136 00:06:15,610 --> 00:06:19,900 It's so interesting because it was that emotional connection you had 137 00:06:19,900 --> 00:06:23,020 with the product and that whole experience that made you think 138 00:06:23,080 --> 00:06:24,130 I want to pay it forward. 139 00:06:24,130 --> 00:06:28,480 I want a business that is fulfilling and provides that feel 140 00:06:28,480 --> 00:06:29,710 good. That recognition, 141 00:06:29,710 --> 00:06:33,910 that appreciation that relationship between people that then led you into 142 00:06:33,910 --> 00:06:34,870 this business. 143 00:06:34,990 --> 00:06:41,020 Absolutely. And how established really was a gift basket industry. 144 00:06:41,020 --> 00:06:41,830 At that point, 145 00:06:42,340 --> 00:06:45,070 It was picking up speed. 146 00:06:45,070 --> 00:06:47,110 And this was the early, 147 00:06:47,110 --> 00:06:48,850 very early 1990s, 148 00:06:49,240 --> 00:06:54,340 like many industries gift baskets have come and go as a 149 00:06:54,340 --> 00:06:55,990 focus for gift giving. 150 00:06:56,170 --> 00:06:58,030 They've never really gone away, 151 00:06:58,300 --> 00:07:01,480 but there is that flow of popularity. 152 00:07:01,480 --> 00:07:04,750 And then it pushes back gift basket to have been around 153 00:07:04,780 --> 00:07:07,090 from my research since 19, 154 00:07:07,300 --> 00:07:10,000 even 1913 or 1916, 155 00:07:10,300 --> 00:07:16,330 when gift baskets started through a baby's changing station, 156 00:07:16,330 --> 00:07:17,740 being the foundation, 157 00:07:17,950 --> 00:07:18,730 not a basket, 158 00:07:18,730 --> 00:07:22,060 but an actual changing station with the bibs and all kinds 159 00:07:22,060 --> 00:07:25,420 of things that you give to a baby wrapped in cellophane. 160 00:07:25,720 --> 00:07:27,010 And from there, 161 00:07:27,010 --> 00:07:31,990 it's moved through the depression in the 1920s and thirties, 162 00:07:32,320 --> 00:07:35,620 it was a ration gift that was given to the rich 163 00:07:36,130 --> 00:07:37,660 during world war two. 164 00:07:37,930 --> 00:07:41,140 So gift baskets have come and go in popularity, 165 00:07:41,140 --> 00:07:45,640 but it's never gone away in the 1990s gift baskets again 166 00:07:45,640 --> 00:07:46,870 was picking up speed. 167 00:07:47,080 --> 00:07:50,710 There were people who are giving gift baskets in the real 168 00:07:50,710 --> 00:07:51,550 estate industry. 169 00:07:51,550 --> 00:07:54,460 They wanted them made by people like us to give to 170 00:07:54,460 --> 00:07:59,380 their clients for different industries in different occasions. 171 00:07:59,740 --> 00:08:02,290 So when I started in gift baskets, 172 00:08:02,620 --> 00:08:06,430 the popularity was there and it was also confirmed by a 173 00:08:06,430 --> 00:08:08,320 magazine called gift basket review. 174 00:08:08,560 --> 00:08:13,120 That started a month after I came into the business. 175 00:08:13,510 --> 00:08:17,470 So it was a really great time to start to dream 176 00:08:17,560 --> 00:08:20,680 in a way of how a gift basket business could be 177 00:08:20,680 --> 00:08:23,350 built and how it could bring value to the world. 178 00:08:24,100 --> 00:08:26,260 Wonderful. So you started the business, 179 00:08:26,500 --> 00:08:30,160 got experience with the gift basket business and marketing and all 180 00:08:30,160 --> 00:08:31,060 of that type of thing. 181 00:08:31,240 --> 00:08:35,410 Did you have experience with that in the corporate environment before 182 00:08:35,410 --> 00:08:36,940 you started your gift basket business? 183 00:08:36,940 --> 00:08:39,820 Or how did you learn what you now teach? 184 00:08:40,330 --> 00:08:43,420 Even though I was not built for the corporate world, 185 00:08:43,420 --> 00:08:46,330 I had to put food on the table in some kind 186 00:08:46,330 --> 00:08:46,720 of way. 187 00:08:47,080 --> 00:08:50,620 And I do credit the corporate world. 188 00:08:50,710 --> 00:08:53,770 I, and I was an administrative assistant at the time. 189 00:08:54,070 --> 00:08:57,960 I do credit the corporate world for giving me a great 190 00:08:57,960 --> 00:09:02,280 foundation in terms of understanding organization and time management. 191 00:09:02,580 --> 00:09:06,750 The training that I received through secretarial school helped me with 192 00:09:06,750 --> 00:09:10,290 shorthand and typing and those kinds of things to help me 193 00:09:10,290 --> 00:09:14,040 then build my business in the business sense. 194 00:09:14,370 --> 00:09:17,460 I had to learn the design part because I have to 195 00:09:17,460 --> 00:09:21,450 tell you my designs at the very beginning of the business 196 00:09:21,690 --> 00:09:23,040 were horrendous. 197 00:09:23,100 --> 00:09:24,270 Oh, they were so awful. 198 00:09:24,270 --> 00:09:25,530 I still wins. 199 00:09:26,010 --> 00:09:28,080 When I look at what I created, 200 00:09:28,380 --> 00:09:30,030 the passion was still there. 201 00:09:30,120 --> 00:09:32,940 And even if you don't have a design sense or a 202 00:09:32,940 --> 00:09:33,870 business sense, 203 00:09:34,170 --> 00:09:36,600 you can still build on that. 204 00:09:36,600 --> 00:09:39,750 You can still learn what you have to learn because you 205 00:09:39,750 --> 00:09:43,890 have the passion for that particular industry and bringing people and 206 00:09:43,890 --> 00:09:45,360 corporations together. 207 00:09:45,600 --> 00:09:50,760 So that's how the corporate world helped me with the focus 208 00:09:51,090 --> 00:09:54,180 on building a good business and how that's done. 209 00:09:54,380 --> 00:09:56,120 I want to bring up one point here. 210 00:09:56,360 --> 00:09:57,290 Actually two points. 211 00:09:57,500 --> 00:09:59,390 Men you've led into it very nicely. 212 00:09:59,810 --> 00:10:01,310 A lot of our listeners are, 213 00:10:01,310 --> 00:10:01,520 you know, 214 00:10:01,520 --> 00:10:03,020 everyone is in like the gifting, 215 00:10:03,020 --> 00:10:04,010 baking, crafting, 216 00:10:04,040 --> 00:10:06,260 designing industries. 217 00:10:06,320 --> 00:10:09,560 And all of those are different types of things like gift 218 00:10:09,560 --> 00:10:10,550 baskets is different. 219 00:10:10,550 --> 00:10:10,940 Your, you know, 220 00:10:10,940 --> 00:10:11,930 your product is different. 221 00:10:11,930 --> 00:10:15,200 Maybe you're a candle maker or jewelry designer. 222 00:10:15,440 --> 00:10:17,000 The product is different. 223 00:10:17,090 --> 00:10:22,160 The basic core issues of building a strong business remain the 224 00:10:22,160 --> 00:10:23,750 same regardless. 225 00:10:23,780 --> 00:10:27,470 So that's why I like in this podcast where we interview 226 00:10:27,470 --> 00:10:28,610 different industries. 227 00:10:28,610 --> 00:10:31,850 And even if you know nothing about the gift basket business, 228 00:10:31,910 --> 00:10:33,590 all of you gift biz listeners, 229 00:10:33,920 --> 00:10:37,040 if you are in a creative business or looking at turning 230 00:10:37,070 --> 00:10:41,390 your product and craft and passion into a business, 231 00:10:41,780 --> 00:10:44,810 all of these guests we have and topics, 232 00:10:44,810 --> 00:10:48,440 we talk about remain the same when they're so business focused. 233 00:10:48,740 --> 00:10:49,730 So that's number one, 234 00:10:49,760 --> 00:10:50,420 number two, 235 00:10:50,780 --> 00:10:54,170 surely I know you feel this way because practically everybody who's 236 00:10:54,170 --> 00:10:57,200 been in the gift basket business has to address this issue 237 00:10:57,200 --> 00:10:58,370 at one time or another. 238 00:10:58,370 --> 00:11:01,670 So just for a little more depth into the industry, 239 00:11:01,670 --> 00:11:03,680 I want to talk about it for a second. 240 00:11:03,950 --> 00:11:05,210 So many people will say, 241 00:11:05,240 --> 00:11:06,740 Oh, gift basket business. 242 00:11:06,740 --> 00:11:06,920 You know, 243 00:11:06,920 --> 00:11:08,840 that's just such a fluff fun, 244 00:11:09,320 --> 00:11:09,560 and you know, 245 00:11:09,560 --> 00:11:12,050 busy like little hobbyish type business. 246 00:11:12,080 --> 00:11:13,190 Oh, how cute? 247 00:11:13,220 --> 00:11:14,180 Oh, how sweet, 248 00:11:14,210 --> 00:11:14,450 you know, 249 00:11:14,450 --> 00:11:15,680 you get that kind of thing. 250 00:11:15,950 --> 00:11:21,500 Yes. Let's talk about what the business really is like before 251 00:11:21,500 --> 00:11:22,100 we move on. 252 00:11:22,430 --> 00:11:23,240 Sure, sure. 253 00:11:23,510 --> 00:11:27,470 My husband was in that frame of mind that you just 254 00:11:27,800 --> 00:11:29,090 described saying, 255 00:11:29,120 --> 00:11:32,030 Oh, anyone could put items inside of a basket. 256 00:11:32,030 --> 00:11:33,650 Anyone could make a gift basket. 257 00:11:33,680 --> 00:11:38,630 And I had to read him his rights and let him 258 00:11:38,630 --> 00:11:39,500 know that yes, 259 00:11:39,620 --> 00:11:45,860 anyone can throw items into a basket or container and call 260 00:11:45,860 --> 00:11:50,900 it a gift basket because gift basket is the universal and 261 00:11:50,900 --> 00:11:55,510 umbrella type of term for the actual item. 262 00:11:55,750 --> 00:12:00,250 But making a gift basket takes quite a bit of skill 263 00:12:00,640 --> 00:12:05,140 and it takes knowing where to find the product so that 264 00:12:05,140 --> 00:12:06,730 if you are truly in business, 265 00:12:07,000 --> 00:12:08,380 you are making money. 266 00:12:08,410 --> 00:12:12,190 You can go to any dollar store or any local store 267 00:12:12,190 --> 00:12:13,720 and buy some grass, 268 00:12:13,900 --> 00:12:14,230 you know, 269 00:12:14,260 --> 00:12:15,520 versus shred, 270 00:12:15,550 --> 00:12:19,000 which is what we buy as designers, 271 00:12:19,000 --> 00:12:20,350 as professional designers. 272 00:12:20,590 --> 00:12:24,640 And you can use saran wrap versus high quality cellophane or 273 00:12:24,640 --> 00:12:25,450 shrink wrap, 274 00:12:25,720 --> 00:12:32,830 and truly put a collection of products together that focuses on 275 00:12:32,830 --> 00:12:39,940 the emotions that need to be unveiled through whatever wrapping is 276 00:12:39,940 --> 00:12:43,270 used to hold that collection of products together, 277 00:12:43,630 --> 00:12:49,720 knowing how to keep items upright and finding the unique or 278 00:12:49,720 --> 00:12:54,580 the basic Eden enjoy products is what we look for. 279 00:12:54,580 --> 00:12:57,790 We don't just go to the grocery store and pick up 280 00:12:58,000 --> 00:12:59,170 Lay's potato chips. 281 00:12:59,170 --> 00:13:00,040 And I have nothing. 282 00:13:00,520 --> 00:13:02,380 There's nothing wrong with that brand, 283 00:13:02,620 --> 00:13:08,470 but we look for unique and clever and enjoyable products that 284 00:13:08,680 --> 00:13:12,130 represent a theme and occasion, 285 00:13:12,550 --> 00:13:14,170 and not everyone can do that. 286 00:13:14,530 --> 00:13:17,440 Anyone can just throw items in a basket, 287 00:13:17,620 --> 00:13:22,030 but it's a whole other mindset when you are creating a 288 00:13:22,030 --> 00:13:26,080 presentation that will last forever in memory, 289 00:13:26,550 --> 00:13:29,940 Exactly creating a presentation and then making an impact, 290 00:13:30,270 --> 00:13:30,420 you know, 291 00:13:30,420 --> 00:13:33,690 with whatever the message is supposed to be building a gift 292 00:13:33,690 --> 00:13:35,160 basket. There's the foundation, 293 00:13:35,190 --> 00:13:36,330 there's the structure. 294 00:13:36,330 --> 00:13:38,940 There's the visibility of the different products, 295 00:13:39,150 --> 00:13:40,890 all leading to an end result, 296 00:13:40,890 --> 00:13:44,850 which is the presentation and the impact with whatever the message 297 00:13:44,850 --> 00:13:45,630 is supposed to be. 298 00:13:45,660 --> 00:13:47,610 Whether it's a Getwell appreciation, 299 00:13:47,700 --> 00:13:48,630 birthday celebration, 300 00:13:48,630 --> 00:13:50,220 whatever it is I've seen. 301 00:13:50,280 --> 00:13:52,680 The other thing is I know this, 302 00:13:52,680 --> 00:13:54,900 that when you're especially working corporate, 303 00:13:54,900 --> 00:13:57,150 where you're doing hundreds of baskets, 304 00:13:57,210 --> 00:13:59,460 it is hard work. 305 00:14:00,000 --> 00:14:01,290 Oh my gosh, 306 00:14:01,650 --> 00:14:02,970 who knew not me. 307 00:14:03,630 --> 00:14:06,210 It is physically hard work. 308 00:14:06,630 --> 00:14:08,370 Absolutely. A lot of labor, 309 00:14:09,630 --> 00:14:10,170 The baskets, 310 00:14:10,170 --> 00:14:12,060 those are heavy or pasta with the pile. 311 00:14:12,100 --> 00:14:12,840 Oh my gosh. 312 00:14:13,050 --> 00:14:14,460 Yes. So true. 313 00:14:15,090 --> 00:14:18,270 Surely take us to a time just so that we can 314 00:14:18,270 --> 00:14:21,330 learn, take us to a time in the business when you 315 00:14:21,330 --> 00:14:25,410 met up with something that was really unexpected or really like 316 00:14:25,410 --> 00:14:27,150 a really bad time, 317 00:14:27,180 --> 00:14:28,950 because we all have them in business, 318 00:14:28,950 --> 00:14:29,100 you know, 319 00:14:29,100 --> 00:14:32,880 business, isn't all beautiful and seeing the dollars coming in. 320 00:14:33,270 --> 00:14:36,990 Can you think back with something that happened specifically in the 321 00:14:36,990 --> 00:14:38,820 business where you were really, 322 00:14:38,820 --> 00:14:42,630 really challenged and then how did you overcome that issue? 323 00:14:43,410 --> 00:14:47,010 Could I be challenged in this industry when everything, 324 00:14:47,010 --> 00:14:47,820 as you say, 325 00:14:47,970 --> 00:14:50,880 as you allude to is roses and light, 326 00:14:51,140 --> 00:14:53,690 I could not have had one challenge, 327 00:14:53,720 --> 00:14:54,200 right? So, 328 00:14:59,330 --> 00:15:01,700 Well, the biggest challenge, 329 00:15:01,820 --> 00:15:05,420 two big challenges that I can think of was the first 330 00:15:05,420 --> 00:15:07,820 time I started working with a corporate person. 331 00:15:08,090 --> 00:15:11,810 And I didn't realize that I was working on the corporate 332 00:15:11,810 --> 00:15:15,410 level until I stepped back and looked at the sales for 333 00:15:15,410 --> 00:15:20,600 a person and realize that this one individual was a corporate 334 00:15:20,600 --> 00:15:22,190 person that I was working for. 335 00:15:22,190 --> 00:15:25,160 It's not always the building with 500,000 336 00:15:25,160 --> 00:15:26,450 people inside of it. 337 00:15:26,840 --> 00:15:30,470 A corporate company could be just made up of one person. 338 00:15:30,830 --> 00:15:34,940 And my challenge with that one person was watching my time 339 00:15:35,090 --> 00:15:36,050 with that person, 340 00:15:36,350 --> 00:15:38,720 just like in building a gift basket, 341 00:15:38,990 --> 00:15:40,430 you watch your time. 342 00:15:40,580 --> 00:15:41,960 You certainly have all the products, 343 00:15:41,960 --> 00:15:45,680 but you don't want making the basket to take an hour. 344 00:15:45,920 --> 00:15:48,860 I started to have to watch my time with this particular 345 00:15:48,860 --> 00:15:52,340 corporate person and not spend hours with her to get a 346 00:15:52,340 --> 00:15:53,870 $50 gift basket. 347 00:15:54,140 --> 00:15:56,270 What did she keep making changes or something? 348 00:15:56,810 --> 00:15:58,730 Well, it wasn't changes. 349 00:15:58,760 --> 00:15:59,960 It was her, 350 00:16:00,200 --> 00:16:02,960 it was balancing following her, 351 00:16:03,230 --> 00:16:03,890 but her, 352 00:16:04,400 --> 00:16:06,200 how can I say this with following her? 353 00:16:06,470 --> 00:16:09,580 Like You track her down for approval or getting the information 354 00:16:09,580 --> 00:16:10,300 or no, 355 00:16:10,600 --> 00:16:15,790 actually she would Me for a meeting to understand what kind 356 00:16:15,790 --> 00:16:17,320 of gift basket she wanted to make. 357 00:16:17,560 --> 00:16:22,420 But her role in the education system meant that she'd be 358 00:16:22,420 --> 00:16:23,170 in her office. 359 00:16:23,320 --> 00:16:26,080 But then I had to walk with her to other people's 360 00:16:26,080 --> 00:16:29,830 offices for quick meetings that she was having with them. 361 00:16:30,010 --> 00:16:33,760 I felt like I was being strung along with out a 362 00:16:33,760 --> 00:16:35,230 gift basket in mind. 363 00:16:35,230 --> 00:16:36,010 And then finally, 364 00:16:36,010 --> 00:16:37,720 after 90 minutes, 365 00:16:37,720 --> 00:16:39,670 she knew what she wanted me to make. 366 00:16:39,940 --> 00:16:42,430 And then I would go and make it and then present 367 00:16:42,430 --> 00:16:42,790 it to her. 368 00:16:42,790 --> 00:16:43,570 And it was fine. 369 00:16:43,840 --> 00:16:47,650 But the meeting itself just took too many turns. 370 00:16:47,770 --> 00:16:48,760 What'd you do about it? 371 00:16:49,240 --> 00:16:52,600 I had to school her as we have to educate our 372 00:16:52,600 --> 00:16:55,660 customers to let her know that I appreciated her as a 373 00:16:55,660 --> 00:16:57,160 customer. However, 374 00:16:57,160 --> 00:17:02,470 I was not able to track her throughout her offices to 375 00:17:02,530 --> 00:17:05,740 finally get to what she wanted me to create. 376 00:17:06,100 --> 00:17:08,980 So I told her that I was happy to meet with 377 00:17:08,980 --> 00:17:12,970 her, but it would only be for 20 minutes because of 378 00:17:12,970 --> 00:17:15,430 other business that I had to take care of. 379 00:17:15,730 --> 00:17:18,040 And even if I didn't have any other business, 380 00:17:18,070 --> 00:17:21,100 I had to help her to understand my time limit. 381 00:17:21,670 --> 00:17:24,160 Right. And it said to you in a professional light too, 382 00:17:24,450 --> 00:17:26,500 you only have a certain amount of time and give his 383 00:17:26,500 --> 00:17:27,970 listeners. Also, 384 00:17:28,180 --> 00:17:29,710 this is a perfect example, 385 00:17:30,070 --> 00:17:33,610 just because people are interested in purchasing from you doesn't mean 386 00:17:33,610 --> 00:17:35,710 that you select them as a customer. 387 00:17:35,830 --> 00:17:38,080 There are sometimes customers that, 388 00:17:38,260 --> 00:17:38,440 you know, 389 00:17:38,440 --> 00:17:40,840 think it sounds like you coached her enough to see that 390 00:17:40,840 --> 00:17:42,650 this is how we have to work moving forward. 391 00:17:42,650 --> 00:17:44,130 Or also I'm gonna have to charge a fee on, 392 00:17:44,130 --> 00:17:44,380 you know, 393 00:17:44,590 --> 00:17:47,230 $150 for that $50 gift basket. 394 00:17:47,470 --> 00:17:51,780 But there may be times customers don't get it and you 395 00:17:51,780 --> 00:17:54,510 just need to walk away from the business because it ends 396 00:17:54,510 --> 00:17:58,530 up being more output on your end than you're getting back. 397 00:17:58,800 --> 00:18:01,710 It's a hard thing to consider specially in the beginning when 398 00:18:01,800 --> 00:18:04,380 every single sale is so precious, 399 00:18:04,710 --> 00:18:08,100 but something to know right in the beginning is especially with 400 00:18:08,130 --> 00:18:09,090 corporate people, 401 00:18:09,090 --> 00:18:10,980 you can teach them how to work with you, 402 00:18:11,010 --> 00:18:12,300 right from the start. 403 00:18:12,360 --> 00:18:16,650 And I think you're more appreciated and recognized as more credible 404 00:18:16,650 --> 00:18:17,730 if you do that as well. 405 00:18:18,120 --> 00:18:18,810 Very true, 406 00:18:19,290 --> 00:18:20,250 really interesting. 407 00:18:20,250 --> 00:18:22,020 And I think you said you had two challenges. 408 00:18:22,020 --> 00:18:26,330 So that was number one Second was when years later, 409 00:18:26,540 --> 00:18:30,020 when I started working with a wine company that called me 410 00:18:30,080 --> 00:18:30,770 out of the blue, 411 00:18:30,770 --> 00:18:32,360 they found my name on the internet. 412 00:18:32,780 --> 00:18:36,320 They needed a prototype that would be made. 413 00:18:36,590 --> 00:18:40,670 Thousands of gift baskets would be made from this prototype. 414 00:18:41,030 --> 00:18:45,770 And the big challenge with them was that they thought, 415 00:18:46,250 --> 00:18:49,400 as we talked about that gift baskets were easy to make. 416 00:18:49,790 --> 00:18:52,640 Surely it's just going to throw this together and we don't 417 00:18:52,640 --> 00:18:55,910 have to pay her much where a giant wine company and 418 00:18:55,910 --> 00:18:56,990 we're going to save money. 419 00:18:57,290 --> 00:19:00,230 And another person who is very popular in the gift basket 420 00:19:00,230 --> 00:19:05,450 industry said to me that these people have probably tried to 421 00:19:05,450 --> 00:19:06,140 get others, 422 00:19:06,140 --> 00:19:08,360 to make this prototype for them. 423 00:19:08,660 --> 00:19:10,280 And it didn't work out. 424 00:19:10,280 --> 00:19:12,950 And now they're trying to get you to work for the 425 00:19:12,950 --> 00:19:16,340 same pennies that the other person was going to accept. 426 00:19:16,670 --> 00:19:17,840 So again, 427 00:19:17,840 --> 00:19:19,220 it became education, 428 00:19:19,550 --> 00:19:22,310 the prototype itself wasn't difficult to make, 429 00:19:22,610 --> 00:19:23,180 but the, 430 00:19:23,350 --> 00:19:27,170 there were a hoops that large companies expect you to jump 431 00:19:27,200 --> 00:19:30,590 through. And even if you have never worked with such companies 432 00:19:30,590 --> 00:19:34,100 before, you have to take your time and not be so 433 00:19:34,160 --> 00:19:36,710 overwhelmed with this is a big company. 434 00:19:36,740 --> 00:19:39,980 The fact is that they've come to you because they don't 435 00:19:39,980 --> 00:19:40,880 know what to do. 436 00:19:41,210 --> 00:19:43,610 So it is okay for you to sit back, 437 00:19:43,850 --> 00:19:45,110 determine what they want, 438 00:19:45,290 --> 00:19:46,580 how you can deliver it, 439 00:19:46,610 --> 00:19:49,220 if you can deliver it and what your fee is going 440 00:19:49,220 --> 00:19:49,610 to be, 441 00:19:49,880 --> 00:19:52,730 you may never have been in this realm before, 442 00:19:53,000 --> 00:19:55,730 but whatever fee you decide, 443 00:19:56,030 --> 00:19:59,480 you're immediately to double that fee because they are going to 444 00:19:59,480 --> 00:20:01,010 take you through your paces. 445 00:20:01,430 --> 00:20:03,800 And you're going to shed a few tears and you are 446 00:20:03,800 --> 00:20:04,850 going to get stressed. 447 00:20:05,060 --> 00:20:08,360 So you need double of what you think you ought to 448 00:20:08,360 --> 00:20:11,900 get. And I got double and the prototype was made. 449 00:20:12,260 --> 00:20:17,870 My key to this is not being so excited about working 450 00:20:17,870 --> 00:20:19,130 with a big company, 451 00:20:19,430 --> 00:20:22,880 find out what they want and decide if you are the 452 00:20:22,880 --> 00:20:24,440 person who is going to help them, 453 00:20:24,860 --> 00:20:29,480 let the lesson and let the business allow you to grow. 454 00:20:29,690 --> 00:20:34,550 And if you don't see the potential in the opportunity, 455 00:20:34,760 --> 00:20:35,660 let it go. 456 00:20:35,930 --> 00:20:37,220 Don't be stressed. 457 00:20:37,400 --> 00:20:38,600 Don't cry. 458 00:20:38,630 --> 00:20:39,560 Don't shed a tear. 459 00:20:39,560 --> 00:20:41,420 If it's not going to going to work, 460 00:20:41,450 --> 00:20:44,090 then it's not what happened to work out. 461 00:20:44,690 --> 00:20:45,800 Talk about how it worked out. 462 00:20:45,800 --> 00:20:48,880 But I want to just mention a couple of things right 463 00:20:48,880 --> 00:20:50,590 here as a focus. 464 00:20:50,890 --> 00:20:51,850 You're so right, 465 00:20:51,880 --> 00:20:55,060 because when large names come to you and approach you, 466 00:20:55,090 --> 00:20:58,060 it's an ego thing and you want that business because you 467 00:20:58,060 --> 00:20:59,140 associate it well. 468 00:20:59,170 --> 00:20:59,590 Oh my gosh. 469 00:20:59,590 --> 00:21:02,200 If I'm working with this ex large company, 470 00:21:02,410 --> 00:21:04,900 that means I'm growing and I'm getting better and all of 471 00:21:04,900 --> 00:21:07,060 that, which is true, 472 00:21:07,090 --> 00:21:09,700 but it can also knock you to your knees because if 473 00:21:09,700 --> 00:21:12,100 they cut your price so low, 474 00:21:12,310 --> 00:21:15,220 you may actually lose money by doing the business. 475 00:21:15,430 --> 00:21:18,670 You might then not be able to accept other business. 476 00:21:18,670 --> 00:21:22,900 That's more profitable because you're in production with this big company. 477 00:21:23,170 --> 00:21:25,480 And if it ends up only being a one-time thing, 478 00:21:25,540 --> 00:21:26,830 really, what has it gained? 479 00:21:26,830 --> 00:21:29,320 You absolutely practically nothing. 480 00:21:29,320 --> 00:21:32,200 And I'm so glad you bring this up because I see 481 00:21:32,200 --> 00:21:33,790 this over and over again, 482 00:21:33,820 --> 00:21:34,540 even today, 483 00:21:34,540 --> 00:21:36,520 Shirley, I'm out of the gift basket business, 484 00:21:36,520 --> 00:21:37,870 I'm into another business. 485 00:21:37,930 --> 00:21:41,560 And I will see when I'm working with the larger companies, 486 00:21:41,570 --> 00:21:43,000 multi-store chains, 487 00:21:43,060 --> 00:21:45,580 they want to get as much out of you as they 488 00:21:45,580 --> 00:21:46,630 possibly can. 489 00:21:46,630 --> 00:21:49,660 And you have to make sure that you're putting together numbers, 490 00:21:49,660 --> 00:21:53,560 that you can live with term because they're not probably ever 491 00:21:53,560 --> 00:21:55,030 going to go up in a once. 492 00:21:55,030 --> 00:21:56,650 They've negotiated you down. 493 00:21:56,890 --> 00:22:00,850 And it's something that you can actually live with really important 494 00:22:00,850 --> 00:22:01,450 point. Shirley. 495 00:22:01,450 --> 00:22:03,190 I'm really glad you talked about it. 496 00:22:03,430 --> 00:22:03,700 All right. 497 00:22:03,700 --> 00:22:05,890 So we talked about this prototype that you had, 498 00:22:05,890 --> 00:22:09,820 that was thousands and thousands of baskets where you guys then 499 00:22:09,820 --> 00:22:11,830 producing all those baskets. 500 00:22:12,390 --> 00:22:13,590 No, we didn't. 501 00:22:13,740 --> 00:22:19,200 I decided in our negotiations that I would find an assembly 502 00:22:19,200 --> 00:22:21,450 type of company, 503 00:22:21,510 --> 00:22:27,090 a company that imported a temporary employees to be able to 504 00:22:27,090 --> 00:22:30,960 make the gift baskets in an assembly type situation, 505 00:22:30,960 --> 00:22:31,890 within a workspace. 506 00:22:31,890 --> 00:22:35,520 And I found a place in Virginia that was interesting in 507 00:22:35,520 --> 00:22:36,240 itself as well. 508 00:22:36,240 --> 00:22:37,260 So the answer is no, 509 00:22:37,290 --> 00:22:39,270 we did not make those thousands, 510 00:22:39,480 --> 00:22:40,980 but it went through your company. 511 00:22:41,310 --> 00:22:42,420 Yes, it did. 512 00:22:42,630 --> 00:22:43,020 Yeah. So, 513 00:22:43,020 --> 00:22:44,910 but you outsourced the business. 514 00:22:45,030 --> 00:22:46,410 Absolutely. Yes I did. 515 00:22:46,590 --> 00:22:46,980 Got it. 516 00:22:47,220 --> 00:22:48,780 And so you said that was interesting. 517 00:22:48,780 --> 00:22:50,850 Is there anything else to share on that topic? 518 00:22:51,390 --> 00:22:52,980 I was just going back, 519 00:22:53,040 --> 00:22:57,450 talking to another person who was in the gift basket industry. 520 00:22:57,870 --> 00:23:00,930 I was very pleased to not to just talk to my 521 00:23:00,930 --> 00:23:04,800 staff, but to also get an outside look. 522 00:23:04,890 --> 00:23:06,060 And I know the words are not love, 523 00:23:06,090 --> 00:23:11,280 but outside motivation from another person to decide whether or not 524 00:23:11,280 --> 00:23:12,780 that business, 525 00:23:12,900 --> 00:23:14,460 that opportunity was for me. 526 00:23:14,670 --> 00:23:17,100 So sometimes you can't just talk to your staff or if 527 00:23:17,100 --> 00:23:17,970 you don't have staff, 528 00:23:18,270 --> 00:23:21,810 it's not enough to talk to yourself because your mind will 529 00:23:21,810 --> 00:23:23,520 set till you either yes or no, 530 00:23:23,730 --> 00:23:27,120 without more information that you can't get from your mind. 531 00:23:27,120 --> 00:23:27,500 Because if, 532 00:23:27,500 --> 00:23:28,260 if it's not there, 533 00:23:28,260 --> 00:23:29,130 you're not going to get it, 534 00:23:29,370 --> 00:23:31,140 Or you're too close to the situation. 535 00:23:31,200 --> 00:23:36,000 Right? So getting affirmation or reinforcement that your thinking is on 536 00:23:36,000 --> 00:23:36,660 point, you know, 537 00:23:36,660 --> 00:23:39,090 you can do that with someone else who's in your business. 538 00:23:39,300 --> 00:23:41,910 I just recently got back from a gift basket conference. 539 00:23:41,910 --> 00:23:45,800 And we talked about the fact that a gift basket company 540 00:23:45,800 --> 00:23:49,310 that is in somewhat close to your town or the neighboring 541 00:23:49,310 --> 00:23:52,400 town, or wherever does not have to be your competition. 542 00:23:52,400 --> 00:23:54,500 They can be your friend, 543 00:23:54,500 --> 00:23:56,090 because if you're going on vacation, 544 00:23:56,090 --> 00:23:57,290 you may need some assistance, 545 00:23:57,290 --> 00:23:59,420 especially if you're still a one person shop. 546 00:23:59,690 --> 00:24:02,510 And just like Shirley's now talking about just for, 547 00:24:02,540 --> 00:24:04,730 I don't know that you had mentioned who the company is, 548 00:24:04,730 --> 00:24:07,130 but just for some reinforcement together, 549 00:24:07,430 --> 00:24:08,630 and boy, 550 00:24:08,660 --> 00:24:08,960 you know, 551 00:24:08,960 --> 00:24:10,880 surely another option. 552 00:24:10,880 --> 00:24:13,370 And I'm just bringing this up as ideas for everybody, 553 00:24:13,370 --> 00:24:14,750 not just gift basket people, 554 00:24:14,990 --> 00:24:17,600 if you would have seen that you couldn't outsource it, 555 00:24:17,780 --> 00:24:21,680 that other gift basket company might've had production people and been 556 00:24:21,710 --> 00:24:24,380 thrilled to help you produce those products, 557 00:24:24,620 --> 00:24:25,760 you would have paid them something. 558 00:24:25,760 --> 00:24:27,530 So it would have come off of your margin a little 559 00:24:27,530 --> 00:24:28,910 bit, but still. 560 00:24:28,910 --> 00:24:32,300 So don't always think about someone in the same industry as 561 00:24:32,300 --> 00:24:33,620 a competitor with you. 562 00:24:33,830 --> 00:24:37,790 Another place to look for information is other people that, 563 00:24:37,790 --> 00:24:38,150 you know, 564 00:24:38,150 --> 00:24:39,920 locally, who are also in business. 565 00:24:39,920 --> 00:24:40,580 So people, 566 00:24:40,580 --> 00:24:40,850 you know, 567 00:24:40,850 --> 00:24:43,910 from the chamber or any of your other networking groups, 568 00:24:44,060 --> 00:24:47,300 that's a great reason to be connecting with other business people 569 00:24:47,300 --> 00:24:50,990 too, is not always just to trade leads and get business, 570 00:24:50,990 --> 00:24:53,150 but as support for your business. 571 00:24:53,330 --> 00:24:54,800 Absolutely on point. 572 00:24:55,160 --> 00:24:57,410 I want to talk now a little bit about how you 573 00:24:57,410 --> 00:24:59,780 turn. So you're making your in the gift basket business, 574 00:24:59,780 --> 00:25:04,340 but now you pivoted and you're doing more teaching and training 575 00:25:04,340 --> 00:25:05,120 and coaching. 576 00:25:05,420 --> 00:25:07,010 At what point did you do that? 577 00:25:07,070 --> 00:25:08,960 And why did you do that? 578 00:25:09,340 --> 00:25:14,380 I started with training and coaching in my fifth year of 579 00:25:14,380 --> 00:25:21,010 business. And I did that because I felt that I had 580 00:25:21,340 --> 00:25:25,420 turned a big corner in business by not only working with 581 00:25:25,690 --> 00:25:30,460 quite a few corporations in the insurance industries and other industries. 582 00:25:30,880 --> 00:25:35,680 I had also been on several cable broadcast shows. 583 00:25:35,680 --> 00:25:37,150 I had been on CNBC. 584 00:25:37,150 --> 00:25:42,220 As you had mentioned on the food network on New York 585 00:25:42,220 --> 00:25:43,210 morning shows, 586 00:25:43,210 --> 00:25:47,260 I felt that I had enough information to share with other 587 00:25:47,260 --> 00:25:49,930 gift basket professionals, 588 00:25:49,930 --> 00:25:53,050 how they could build their business one step at a time 589 00:25:53,050 --> 00:25:56,440 and not stay at a certain level that they felt that 590 00:25:56,440 --> 00:25:59,470 they were finished with working with more corporations, 591 00:25:59,530 --> 00:26:01,810 getting more influence, 592 00:26:02,110 --> 00:26:07,030 whether it was through radio or through broadcast television at the 593 00:26:07,030 --> 00:26:09,940 time the internet was not around yet. 594 00:26:10,180 --> 00:26:12,490 So there was no social media and such, 595 00:26:12,690 --> 00:26:14,920 but I've always loved writing. 596 00:26:15,250 --> 00:26:19,450 I've written stories since I was in first grade. 597 00:26:19,690 --> 00:26:23,410 And I felt that I was a good enough writer to 598 00:26:23,410 --> 00:26:25,060 start writing articles, 599 00:26:25,060 --> 00:26:27,250 which I did for several magazines. 600 00:26:27,640 --> 00:26:31,750 I also spoke at gift industry shows, 601 00:26:31,990 --> 00:26:33,640 not only gift basket shows, 602 00:26:33,640 --> 00:26:36,370 but also the big gift trade shows in Chicago, 603 00:26:36,370 --> 00:26:37,420 New York and, 604 00:26:37,420 --> 00:26:38,770 and such. 605 00:26:38,800 --> 00:26:40,420 And that's where the term was made. 606 00:26:40,650 --> 00:26:44,490 I, I was still making gift baskets for customers, 607 00:26:44,490 --> 00:26:48,510 especially those in education and the other sectors, 608 00:26:48,540 --> 00:26:49,800 other corporates. 609 00:26:49,800 --> 00:26:53,010 But I knew that by giving back, 610 00:26:53,010 --> 00:26:56,070 so to speak to those who were in the industry coming 611 00:26:56,070 --> 00:26:56,580 up after me, 612 00:26:56,580 --> 00:26:58,860 even though it was just a mere five years, 613 00:26:59,220 --> 00:27:01,170 it would help to strengthen the industry. 614 00:27:01,170 --> 00:27:03,180 So even if I didn't get some business, 615 00:27:03,450 --> 00:27:05,550 I knew that others in the industry would, 616 00:27:05,790 --> 00:27:09,660 and I didn't mind stepping back or reaching back and bringing 617 00:27:09,720 --> 00:27:15,180 others with me to share their expertise with the customers that 618 00:27:15,180 --> 00:27:17,190 they knew that they could get in the future. 619 00:27:17,630 --> 00:27:19,610 I love that visual that you just said, 620 00:27:19,610 --> 00:27:22,150 surely reaching back and bringing others with you. 621 00:27:22,400 --> 00:27:25,100 Haven't heard that before I am going to be repeating it 622 00:27:25,100 --> 00:27:26,780 and I will accredit it to you. 623 00:27:27,230 --> 00:27:28,340 And for you to share that, 624 00:27:28,610 --> 00:27:30,770 does this Get your wheels turning you guys? 625 00:27:30,830 --> 00:27:31,190 I mean, 626 00:27:31,370 --> 00:27:34,970 are you a candle maker or you know how to knit 627 00:27:35,000 --> 00:27:36,980 and you've been doing it for a long time, 628 00:27:36,980 --> 00:27:38,090 perhaps you're in business. 629 00:27:38,300 --> 00:27:39,170 Maybe you're not, 630 00:27:39,170 --> 00:27:41,030 maybe you're thinking about a business. 631 00:27:41,300 --> 00:27:44,930 Is that business producing your product or is that business teaching 632 00:27:44,960 --> 00:27:46,130 others how to do it? 633 00:27:46,460 --> 00:27:48,980 Just something to think about just a little side note, 634 00:27:49,020 --> 00:27:51,500 based on what Shirley's been talking about here, 635 00:27:51,680 --> 00:27:52,100 all right. 636 00:27:52,370 --> 00:27:54,470 On the sales. 637 00:27:54,530 --> 00:27:57,770 And do you have any tips for people about how to 638 00:27:57,770 --> 00:27:59,120 capture business? 639 00:27:59,150 --> 00:28:02,120 What has worked for you back then, 640 00:28:02,150 --> 00:28:05,660 or even today what's applicable in terms of drawing in the 641 00:28:05,660 --> 00:28:08,360 business? Drawing in business, 642 00:28:08,480 --> 00:28:12,320 I believe goes right back to when we talked about the 643 00:28:12,740 --> 00:28:14,960 motivational quote on the candle, 644 00:28:15,200 --> 00:28:17,630 which was staying outside of the lines. 645 00:28:18,050 --> 00:28:24,530 Once I believed in and was committed to making and selling 646 00:28:24,530 --> 00:28:25,580 gift baskets, 647 00:28:25,640 --> 00:28:30,110 I saw no reason to only send out postcards and letters, 648 00:28:30,110 --> 00:28:34,550 which is a great base because that does keep your base 649 00:28:34,880 --> 00:28:36,680 influenced and keep your, 650 00:28:36,680 --> 00:28:38,660 it also keeps your business top of mind. 651 00:28:38,990 --> 00:28:42,500 And it's not that I'm in the New York area that 652 00:28:42,500 --> 00:28:45,350 had me thinking about what I did, 653 00:28:45,350 --> 00:28:49,580 but knowing that I was in a decent metropolitan area, 654 00:28:49,580 --> 00:28:54,960 I started approaching larger companies visiting them, 655 00:28:54,960 --> 00:28:57,350 just so that I could speak with people face to face, 656 00:28:57,350 --> 00:29:00,770 whether it was people who I knew who were connected with 657 00:29:00,770 --> 00:29:03,860 other corporate people or in the case of broadcast media, 658 00:29:04,160 --> 00:29:09,950 going to where the media center was and delivering my information 659 00:29:09,950 --> 00:29:14,390 to them so that they could consider having me on television 660 00:29:14,630 --> 00:29:19,400 showing gift baskets to millions of people instead of a one-to-one 661 00:29:19,400 --> 00:29:21,650 kind of interaction with people. 662 00:29:21,920 --> 00:29:23,660 Also in today's day, 663 00:29:24,050 --> 00:29:28,910 social media is talked about a lot and social media can 664 00:29:28,910 --> 00:29:34,490 be a big help in connecting you with the audience and 665 00:29:34,490 --> 00:29:37,460 with the prospects you want to become clients. 666 00:29:37,670 --> 00:29:40,820 One way that I connected with a person was through Twitter 667 00:29:41,170 --> 00:29:44,830 and that person was sharing different tweets, 668 00:29:44,830 --> 00:29:45,670 as it said. 669 00:29:45,970 --> 00:29:47,680 And from time to time, 670 00:29:47,680 --> 00:29:52,570 I would share a comment with that person and this doesn't 671 00:29:52,570 --> 00:29:53,440 always happen. 672 00:29:53,440 --> 00:29:55,690 And I rolled my eyes when I read it. 673 00:29:55,690 --> 00:29:57,010 Other people had done this, 674 00:29:57,220 --> 00:30:00,430 but the person started to communicate with me. 675 00:30:00,430 --> 00:30:01,270 And from there, 676 00:30:01,270 --> 00:30:04,390 I was not only able to make gift baskets for the 677 00:30:04,390 --> 00:30:07,780 person, but also get referrals from that person. 678 00:30:08,080 --> 00:30:11,620 Another person on Twitter that I commented with, 679 00:30:11,950 --> 00:30:13,600 that person contacted me. 680 00:30:13,630 --> 00:30:17,500 And I ended up being on a television show with that 681 00:30:17,500 --> 00:30:20,830 person. So things can happen if you, 682 00:30:21,070 --> 00:30:23,470 again, stay outside of the lines, 683 00:30:23,800 --> 00:30:28,240 don't stay in a comfort zone and just try what you 684 00:30:28,240 --> 00:30:30,760 believe could possibly happen. 685 00:30:31,120 --> 00:30:32,080 Take the chance. 686 00:30:32,410 --> 00:30:34,930 Absolutely. And you will not fall on your face. 687 00:30:34,930 --> 00:30:38,980 That's the beauty of having a business and knowing that you 688 00:30:38,980 --> 00:30:40,570 can go in any direction, 689 00:30:40,570 --> 00:30:41,380 you can, 690 00:30:41,620 --> 00:30:43,360 you will not harm yourself, 691 00:30:43,360 --> 00:30:44,020 so to speak. 692 00:30:44,020 --> 00:30:45,820 You're not hurting children or animals. 693 00:30:46,090 --> 00:30:49,420 So you're just taking a chance to see where a connection 694 00:30:49,420 --> 00:30:53,830 could go as you move forward and build your business. 695 00:30:54,660 --> 00:30:56,190 But it needs to know that you're doing it. 696 00:30:56,310 --> 00:30:57,840 So your ego might get bruised. 697 00:30:57,840 --> 00:30:58,230 If something, 698 00:30:58,230 --> 00:31:01,050 you try doesn't work or you get rejected at the door 699 00:31:01,050 --> 00:31:01,590 or whatever, 700 00:31:01,590 --> 00:31:04,110 but it's not like you're in a corporate environment where people 701 00:31:04,110 --> 00:31:05,430 have to know you even did it. 702 00:31:05,670 --> 00:31:06,840 And what if it works? 703 00:31:06,870 --> 00:31:07,140 I mean, 704 00:31:07,140 --> 00:31:12,300 surely being on TV several times and being in trade magazines 705 00:31:12,300 --> 00:31:14,790 and all of that never would have happened unless you took 706 00:31:14,790 --> 00:31:15,540 the champs. 707 00:31:15,840 --> 00:31:16,260 That's right. 708 00:31:16,500 --> 00:31:21,930 Another thing is that quite a few publications will put their 709 00:31:21,930 --> 00:31:24,210 editorial calendars online, 710 00:31:24,390 --> 00:31:24,990 not all, 711 00:31:24,990 --> 00:31:28,050 but some will you have the chance to look at that 712 00:31:28,050 --> 00:31:31,920 editorial calendar because there is a link to it on the 713 00:31:32,130 --> 00:31:34,410 magazine or the publications website, 714 00:31:34,650 --> 00:31:38,610 and you can see what issues they are going to report 715 00:31:38,610 --> 00:31:42,780 on. If an issue matches up with some information you want 716 00:31:42,780 --> 00:31:45,090 to share about your particular craft, 717 00:31:45,090 --> 00:31:46,230 your particular business, 718 00:31:46,500 --> 00:31:48,930 you can send the magazine information, 719 00:31:49,140 --> 00:31:49,380 you know, 720 00:31:49,380 --> 00:31:53,280 three tips or something that you believe is going to be 721 00:31:53,280 --> 00:31:54,630 of interest to their readers, 722 00:31:55,050 --> 00:31:58,680 just plant a seed so that the editor or the reporter 723 00:31:58,710 --> 00:32:02,700 can possibly contact you so that you do get your name 724 00:32:02,730 --> 00:32:03,480 in the news. 725 00:32:03,720 --> 00:32:07,230 So that's another way that you could expand your business. 726 00:32:07,410 --> 00:32:08,970 Absolutely great tip. 727 00:32:09,120 --> 00:32:11,820 And also just mention this while I'm thinking about it. 728 00:32:12,030 --> 00:32:14,490 I don't know if all of you are familiar with Herro 729 00:32:14,670 --> 00:32:17,850 help a reporter out another great option. 730 00:32:17,850 --> 00:32:19,050 If you just go online. 731 00:32:19,050 --> 00:32:21,120 I don't know if it's herro.com 732 00:32:21,120 --> 00:32:23,730 or if you do just Googled help a reporter out, 733 00:32:23,880 --> 00:32:26,340 you can sign up to get notifications. 734 00:32:26,340 --> 00:32:29,880 And what happens is people who are writing articles need interviews, 735 00:32:30,090 --> 00:32:32,310 you'll need information from people. 736 00:32:32,550 --> 00:32:35,490 You can get notified based on certain categories. 737 00:32:35,490 --> 00:32:36,120 You check. 738 00:32:36,300 --> 00:32:39,530 If someone is looking for an area of that, 739 00:32:39,530 --> 00:32:40,190 you have, 740 00:32:40,190 --> 00:32:42,980 and that's a great way to get some additional PR for 741 00:32:42,980 --> 00:32:43,970 yourself as well. 742 00:32:44,300 --> 00:32:44,990 So true. 743 00:32:45,350 --> 00:32:46,160 Okay, Shirley, 744 00:32:46,160 --> 00:32:49,040 let's go in now to the reflection section. 745 00:32:49,040 --> 00:32:52,190 This is a look at you and some other ways and 746 00:32:52,190 --> 00:32:54,440 avenues that have helped you to be successful. 747 00:32:54,740 --> 00:32:58,400 If you were to identify one trait that you call upon, 748 00:32:58,400 --> 00:33:00,950 that's a trait that you've really had all your life. 749 00:33:00,980 --> 00:33:03,920 That's helped you drive to the place where you are now. 750 00:33:03,920 --> 00:33:04,730 What would that be? 751 00:33:05,240 --> 00:33:06,860 Man would be integrity. 752 00:33:07,660 --> 00:33:10,060 I frown for myself, 753 00:33:10,090 --> 00:33:15,280 frown on stepping on toes or harming other people in the 754 00:33:15,280 --> 00:33:16,960 industry in some kind of way, 755 00:33:16,960 --> 00:33:22,120 having some kind of backlash or some make-believe problems with other 756 00:33:22,120 --> 00:33:25,540 people in this industry or in business in general, 757 00:33:25,720 --> 00:33:27,310 I've always had integrity. 758 00:33:27,550 --> 00:33:30,610 I do what I say and if I don't, 759 00:33:30,670 --> 00:33:31,630 I own up to it. 760 00:33:32,110 --> 00:33:33,070 So at the end of the day, 761 00:33:33,070 --> 00:33:35,680 you could always be proud of the actions that you've taken. 762 00:33:36,160 --> 00:33:38,800 Absolutely. I rest my head at night very, 763 00:33:38,980 --> 00:33:39,700 very easily, 764 00:33:39,700 --> 00:33:41,650 knowing that I've done the right thing. 765 00:33:42,010 --> 00:33:42,610 Yeah. Bad Day. 766 00:33:42,970 --> 00:33:46,990 And what tool do you use throughout your business day or 767 00:33:46,990 --> 00:33:50,590 action that you take either to help you propel forward or 768 00:33:50,590 --> 00:33:51,970 to create balance in your life? 769 00:33:52,640 --> 00:33:55,690 The tool that I use is my pen, 770 00:33:56,350 --> 00:33:58,030 my pen and paper. 771 00:33:58,210 --> 00:34:01,240 That is the general tool that helps me to map out 772 00:34:01,600 --> 00:34:04,990 how I can be productive and what I need to do 773 00:34:04,990 --> 00:34:06,370 to keep balance. 774 00:34:06,760 --> 00:34:10,720 There's nowhere on this planet where I don't bring pen and 775 00:34:10,720 --> 00:34:13,720 paper, a computer 10 fail on you. 776 00:34:13,720 --> 00:34:16,390 We can black out or whatever it does, 777 00:34:16,570 --> 00:34:18,630 but I will always have at least two pens. 778 00:34:18,650 --> 00:34:19,870 I'll put it like that with me. 779 00:34:19,870 --> 00:34:21,080 And some kind of paper to write. 780 00:34:21,820 --> 00:34:23,260 Plus, you might not have your computer. 781 00:34:23,260 --> 00:34:24,100 You might have your phone, 782 00:34:24,100 --> 00:34:25,690 your notes app of your phone or something. 783 00:34:25,690 --> 00:34:26,250 But you, 784 00:34:26,260 --> 00:34:27,040 if you have an idea, 785 00:34:27,040 --> 00:34:28,720 you just want to capture it right then and there, 786 00:34:28,720 --> 00:34:30,550 because I don't know if you guys are like me, 787 00:34:30,550 --> 00:34:32,050 but ideas can be fleeting. 788 00:34:32,260 --> 00:34:33,880 Absolutely. Even a minute later. 789 00:34:33,880 --> 00:34:34,150 It's like, 790 00:34:34,150 --> 00:34:35,220 what was that idea? 791 00:34:35,300 --> 00:34:35,890 That's right. 792 00:34:36,310 --> 00:34:37,000 That's right. 793 00:34:37,240 --> 00:34:37,960 So true. 794 00:34:38,080 --> 00:34:38,680 Oh my gosh. 795 00:34:39,220 --> 00:34:41,530 Surely have you read a book lately that you think our 796 00:34:41,530 --> 00:34:42,910 customers could find value in? 797 00:34:43,660 --> 00:34:45,970 Oh, I'm in the middle of a book now that I 798 00:34:46,060 --> 00:34:48,250 believe would be very beneficial. 799 00:34:48,250 --> 00:34:53,470 It is called the path P a T H and the 800 00:34:53,470 --> 00:34:59,020 subtitle is creating your mission statement for work and for life 801 00:34:59,260 --> 00:35:01,720 it's by Laurie Beth Jones, 802 00:35:02,170 --> 00:35:05,320 it is a stellar book in my opinion, 803 00:35:05,590 --> 00:35:10,360 that not only gives you the keys to mapping out your 804 00:35:10,360 --> 00:35:15,400 path, but also to staying true to what you truly want 805 00:35:15,400 --> 00:35:16,810 to do in life. 806 00:35:17,170 --> 00:35:18,310 And I have to tell you, 807 00:35:18,310 --> 00:35:23,260 I purchased this book for 50 whole cents, 808 00:35:23,830 --> 00:35:25,000 add a Bazaar. 809 00:35:25,210 --> 00:35:28,540 It was sitting up prominently on a shelf. 810 00:35:28,780 --> 00:35:30,730 It was the last day of the Bazaar. 811 00:35:30,790 --> 00:35:32,800 And my sister looked at the book and said, 812 00:35:32,830 --> 00:35:34,570 Oh, that looks like it's good. 813 00:35:34,810 --> 00:35:37,770 And I picked it up and I haven't put it since. 814 00:35:38,010 --> 00:35:43,280 Wow. The path Path we'll give biz listeners just as you're 815 00:35:43,280 --> 00:35:44,810 listening to the podcast today, 816 00:35:45,050 --> 00:35:47,570 you can also listen to audio books with ease. 817 00:35:47,780 --> 00:35:49,940 I've teamed up with audible for you to be able to 818 00:35:50,030 --> 00:35:51,380 get an audio book, 819 00:35:51,410 --> 00:35:52,310 just like this one, 820 00:35:52,310 --> 00:35:52,850 the path, 821 00:35:52,880 --> 00:35:56,090 which sounds so interesting for free. 822 00:35:56,210 --> 00:35:58,310 All you need to do is go to gift biz, 823 00:35:58,310 --> 00:36:01,580 book.com. And if you haven't already then make a selection. 824 00:36:01,580 --> 00:36:03,410 And the first book is on me. 825 00:36:03,560 --> 00:36:04,610 That's gift biz, 826 00:36:04,640 --> 00:36:06,710 book.com. All right, 827 00:36:06,710 --> 00:36:09,890 Shirley, I would like you now to dare to dream, 828 00:36:10,130 --> 00:36:12,200 I'd like to present you with a virtual gift. 829 00:36:12,320 --> 00:36:16,760 It's a magical box containing unlimited possibilities for your future. 830 00:36:17,000 --> 00:36:20,180 So this is your dream or your goal of almost unreachable 831 00:36:20,180 --> 00:36:22,100 Heights that you would wish to obtain. 832 00:36:22,370 --> 00:36:25,610 Please accept this gift and open it in our presence. 833 00:36:25,880 --> 00:36:28,070 What is inside your box? 834 00:36:28,460 --> 00:36:31,460 Oh, I do accept that gift. 835 00:36:31,850 --> 00:36:36,980 First thing I would love is partial ownership of an ex 836 00:36:37,040 --> 00:36:38,300 Oh, charter jet. 837 00:36:38,390 --> 00:36:39,410 Yes, I would. 838 00:36:41,130 --> 00:36:42,380 Let's go to the top. 839 00:36:42,410 --> 00:36:47,180 Yes. And I don't want full ownership because then I have 840 00:36:47,180 --> 00:36:50,090 to find the place to dock the plane and clean the 841 00:36:50,090 --> 00:36:53,090 plane and all that partial ownership will work. 842 00:36:53,090 --> 00:36:56,510 So that plane is where I needed to be so that 843 00:36:56,600 --> 00:36:59,180 I can board it along with may and Pepe, 844 00:36:59,180 --> 00:37:00,890 my two Yorkshire terriers. 845 00:37:01,190 --> 00:37:06,890 And we can fly to many places where entrepreneurs are and 846 00:37:07,160 --> 00:37:09,260 speak with them about their dreams, 847 00:37:09,260 --> 00:37:12,440 about their goals and help them to succeed. 848 00:37:12,440 --> 00:37:15,170 That would help me to get to a lot more people 849 00:37:15,410 --> 00:37:17,210 in a shorter amount of time. 850 00:37:17,360 --> 00:37:18,200 Nice and efficient. 851 00:37:18,470 --> 00:37:19,760 Absolutely. Yes. 852 00:37:20,090 --> 00:37:24,230 I would also accept a facility. 853 00:37:24,590 --> 00:37:26,030 It doesn't have to be large, 854 00:37:26,060 --> 00:37:28,070 but a good size facility. 855 00:37:28,070 --> 00:37:29,150 And when I say good size, 856 00:37:29,150 --> 00:37:34,100 it's a place that would hold at least 200 individuals somewhere 857 00:37:34,100 --> 00:37:36,320 between 200 and 300 individuals. 858 00:37:36,320 --> 00:37:37,130 So again, 859 00:37:37,460 --> 00:37:41,600 we can explore the opportunities that allow all of us today 860 00:37:41,600 --> 00:37:42,110 to dream, 861 00:37:42,110 --> 00:37:46,700 to come out with an action plan that helps all of 862 00:37:46,700 --> 00:37:52,490 us. Each of us reach our potential without any thought of, 863 00:37:52,870 --> 00:37:55,640 of any obstacles or barriers. 864 00:37:56,120 --> 00:38:02,330 I would also accept a pair of Rockport shoes. 865 00:38:04,430 --> 00:38:10,130 Let's go down to getting comfortable so that when the gatherings 866 00:38:10,130 --> 00:38:14,240 are over or after I get off the jet to meet 867 00:38:14,240 --> 00:38:15,770 with so many of you, 868 00:38:16,040 --> 00:38:17,750 that my feet feel good. 869 00:38:17,990 --> 00:38:20,840 That's the one thing that I cannot put on a back 870 00:38:20,840 --> 00:38:23,510 burner. There have been too many times when I've come off 871 00:38:23,510 --> 00:38:28,010 stage and my feet are look like potato chips. 872 00:38:28,040 --> 00:38:31,430 They are just crumbling from anguish. 873 00:38:31,730 --> 00:38:34,100 And I will take a pair of Rockport shoes, 874 00:38:34,100 --> 00:38:34,940 size 10, 875 00:38:35,080 --> 00:38:40,000 nice and comfortable Who she cushy bottoms in, 876 00:38:40,000 --> 00:38:42,790 but attractive got to stay in style. 877 00:38:43,210 --> 00:38:47,320 Absolutely. Your gift is so fun because true to form of 878 00:38:47,320 --> 00:38:48,190 who you are, 879 00:38:48,190 --> 00:38:50,380 your gift is also a gift to all of us, 880 00:38:50,440 --> 00:38:51,280 with your learning, 881 00:38:51,280 --> 00:38:52,270 your direction, 882 00:38:52,480 --> 00:38:54,310 your knowledge and sharing. 883 00:38:54,640 --> 00:38:55,840 And that's what you've been doing here too. 884 00:38:56,020 --> 00:38:57,340 Yes, absolutely. 885 00:38:57,520 --> 00:38:59,650 So on behalf of all of us, 886 00:38:59,650 --> 00:39:02,200 we've so appreciate all this information. 887 00:39:02,470 --> 00:39:05,530 Now, surely some of our listeners are on the run. 888 00:39:05,530 --> 00:39:06,910 They're not near a computer. 889 00:39:07,150 --> 00:39:10,780 Our show notes page will have all of your contact information 890 00:39:11,020 --> 00:39:13,330 if they end up jumping over onto the computer, 891 00:39:13,330 --> 00:39:15,790 but for people who are out and about and just listening 892 00:39:15,820 --> 00:39:18,130 and would like to be able to reach out and learn 893 00:39:18,130 --> 00:39:19,060 more about you, 894 00:39:19,330 --> 00:39:23,470 where is the single location you would direct somebody online? 895 00:39:23,950 --> 00:39:27,190 I would direct them to gift basket, 896 00:39:27,190 --> 00:39:28,810 business.com. Okay. 897 00:39:28,810 --> 00:39:29,680 So the website? 898 00:39:29,860 --> 00:39:31,150 Yes. Okay. 899 00:39:31,150 --> 00:39:32,920 Super. So if you want to learn more, 900 00:39:32,950 --> 00:39:35,080 then jump over to gift basket, 901 00:39:35,110 --> 00:39:37,360 business.com. And again, 902 00:39:37,360 --> 00:39:39,580 if you're near the computer and pull up the show notes 903 00:39:39,580 --> 00:39:42,790 page, you'll see all the additional information as well. 904 00:39:43,060 --> 00:39:44,470 Shirley, thank you so much. 905 00:39:44,500 --> 00:39:47,350 I knew that this was going to be a value packed 906 00:39:47,350 --> 00:39:51,550 conversation and you clearly came through with that, 907 00:39:51,550 --> 00:39:52,450 for sure. 908 00:39:52,630 --> 00:39:54,850 Thank you so much for all the information, 909 00:39:54,880 --> 00:39:56,800 taking your time sharing. 910 00:39:56,830 --> 00:39:58,180 I look forward to seeing you again. 911 00:39:58,180 --> 00:39:59,890 I'm not sure exactly when that will be, 912 00:40:00,100 --> 00:40:01,570 but I know it's in our future. 913 00:40:01,780 --> 00:40:04,360 And may your candle always burn bright. 914 00:40:04,600 --> 00:40:05,440 Thank you so much. 915 00:40:05,440 --> 00:40:06,580 So it's been an honor. 916 00:40:06,950 --> 00:40:11,940 Pleasure. Learn how to work smarter while developing and growing your 917 00:40:11,940 --> 00:40:15,840 business. Download our guide called 25 free tools to enhance your 918 00:40:15,840 --> 00:40:16,800 business in life. 919 00:40:17,040 --> 00:40:20,760 It's our gift to you and available@giftbizonrap.com 920 00:40:20,760 --> 00:40:21,840 slash tools. 921 00:40:21,960 --> 00:40:24,180 Thanks for listening and be sure to join us for the 922 00:40:24,180 --> 00:40:25,050 next episode. 923 00:40:26,970 --> 00:40:29,970 Today's show is sponsored by the ribbon print company, 924 00:40:30,660 --> 00:40:33,300 looking for a new income source for your gift business. 925 00:40:33,510 --> 00:40:37,740 Customization is more popular now than ever grant your product of 926 00:40:37,740 --> 00:40:39,840 your logo or print a happy birthday, 927 00:40:39,840 --> 00:40:41,640 Jessica ribbon to add to a gift, 928 00:40:41,670 --> 00:40:44,820 right? A checkout it's all done right in your shop for 929 00:40:44,820 --> 00:40:46,230 cross studio in seconds. 930 00:40:46,830 --> 00:40:49,320 Check out the ribbon print company.com 931 00:40:49,350 --> 00:40:54,360 for more information after you listen to the show, 932 00:40:54,420 --> 00:40:55,800 if you like what you're hearing, 933 00:40:56,100 --> 00:40:58,860 make sure to jump over and subscribe to the show on 934 00:40:58,860 --> 00:41:02,670 iTunes. That way you'll automatically get the newest episodes when they 935 00:41:02,670 --> 00:41:03,090 go live. 936 00:41:03,870 --> 00:41:06,600 And thank you to those who have already left a rating 937 00:41:06,660 --> 00:41:11,190 and review by subscribing rating and reviewing you help to increase 938 00:41:11,190 --> 00:41:13,140 the visibility of gift biz on ramp. 939 00:41:13,740 --> 00:41:15,330 It's a great way to pay it forward, 940 00:41:15,570 --> 00:41:18,600 to help others with their entrepreneurial journey as well.