1 00:00:00,090 --> 00:00:01,200 Glenn Harper: Welcome, everybody. 2 00:00:01,200 --> 00:00:03,030 Another edition of Harper and Company Empower 3 00:00:03,030 --> 00:00:04,320 Entrepreneurs, The Harper Company. 4 00:00:04,500 --> 00:00:05,460 This is Glenn Harper, 5 00:00:05,490 --> 00:00:06,240 Julie Smith: and Julie Smith, 6 00:00:06,510 --> 00:00:09,000 Glenn Harper: And we got a special guest today. 7 00:00:09,000 --> 00:00:12,690 Calling in all the way from Dallas, Texas, Adam Tarnow, 8 00:00:12,690 --> 00:00:15,360 fellow entrepreneur who is the owner of Adam Tarnow and 9 00:00:15,360 --> 00:00:18,840 Company, a leadership training company in Texas. 10 00:00:18,840 --> 00:00:21,000 In his spare time, he's active in his church. 11 00:00:21,000 --> 00:00:24,810 And while he's helping everybody be their best, even though 12 00:00:24,810 --> 00:00:28,350 he has the stature of enough NFL lineman, he enjoys golf as 13 00:00:28,350 --> 00:00:31,590 he loves to torture himself in five hour blocks at a time 14 00:00:31,590 --> 00:00:34,470 and chasing the ball, which is always exciting. 15 00:00:34,860 --> 00:00:36,450 Thanks for being with us today. 16 00:00:37,320 --> 00:00:38,640 It's kind of funny. 17 00:00:39,120 --> 00:00:42,660 We have an affinity that, again, there's not a lot of bean 18 00:00:42,660 --> 00:00:45,480 counters out there and every time we get one on the show, I 19 00:00:45,480 --> 00:00:48,150 get all excited because, you know, we have this little, you 20 00:00:48,150 --> 00:00:51,720 know, pocket protectors, green visors and such. 21 00:00:51,720 --> 00:00:53,940 And, you know, we're always, you know, typical accountants, 22 00:00:53,940 --> 00:00:57,770 very exciting, dynamic, motivated. 23 00:00:58,020 --> 00:00:59,710 We're breaking the mold of that, I think. 24 00:00:59,730 --> 00:01:00,810 Would you agree with that? 25 00:01:00,990 --> 00:01:03,030 Adam Tarnow: Yeah. Yeah. We're actually talking to each other. 26 00:01:03,410 --> 00:01:05,490 That is definitely breaking the mold by having a 27 00:01:05,490 --> 00:01:08,850 conversation because we want to, not because we have to. 28 00:01:08,880 --> 00:01:10,080 Julie Smith: And not with a ten key. 29 00:01:10,080 --> 00:01:12,480 Right. You're not talking in ten key language. 30 00:01:12,480 --> 00:01:14,130 Adam Tarnow: There's no spreadsheets. We're not going to talk about 31 00:01:14,130 --> 00:01:16,230 numbers today. We're going to talk about our life. 32 00:01:16,230 --> 00:01:18,420 That's that's very abnormal for us. 33 00:01:18,420 --> 00:01:21,810 Glenn Harper: I'm telling you, a group of accounts together is is like a 34 00:01:21,810 --> 00:01:24,180 fifth grade dance. Nobody's talking to anybody. 35 00:01:24,180 --> 00:01:25,470 It's really bizarre. 36 00:01:26,970 --> 00:01:27,990 Adam Tarnow: I like that. I like. 37 00:01:27,990 --> 00:01:28,380 Glenn Harper: That. 38 00:01:28,380 --> 00:01:32,820 Adam Tarnow: So I appreciate the NFL linemen line. 39 00:01:32,820 --> 00:01:34,770 I mean, I've been called a lot of things in my life. 40 00:01:34,770 --> 00:01:37,890 I've never been accused of being a big, burly man like 41 00:01:37,890 --> 00:01:38,270 that. 42 00:01:38,280 --> 00:01:41,040 Glenn Harper: I checked out all your action photos and I'm like, Oh, this 43 00:01:41,040 --> 00:01:42,900 guy is definitely linemen material. 44 00:01:42,900 --> 00:01:45,600 Julie Smith: Glenn was just intimidated by your stature, actually. 45 00:01:46,950 --> 00:01:48,040 Adam Tarnow: Well, that's funny. 46 00:01:48,090 --> 00:01:50,470 Glenn Harper: I've got a couple rapid fire questions. 47 00:01:50,470 --> 00:01:52,410 I'd like to throw out some guests just to make sure we're 48 00:01:52,410 --> 00:01:54,030 on the same page on some things. 49 00:01:54,030 --> 00:01:59,790 And so is it true that you started out as a as a CPA 50 00:01:59,790 --> 00:02:01,740 because you just knew that was the greatest thing to do? 51 00:02:01,740 --> 00:02:05,160 But while you're in involved with the Enron audit, you 52 00:02:05,160 --> 00:02:08,100 decided that you had to change to become a minister because 53 00:02:08,100 --> 00:02:10,200 you knew it was such a bad thing you were looking at. 54 00:02:10,200 --> 00:02:11,490 Is that how that turned out? 55 00:02:11,580 --> 00:02:14,760 Adam Tarnow: I thought I'd buried that story pretty deep on the Internet, 56 00:02:15,210 --> 00:02:17,250 so I'm sorry that you had to find that out. 57 00:02:17,250 --> 00:02:21,300 No. Best class I took in high school was an accounting 58 00:02:21,300 --> 00:02:22,800 class or my favorite. 59 00:02:23,220 --> 00:02:25,980 My dad was an accountant, my grandfather was an accountant, 60 00:02:25,980 --> 00:02:28,380 and my birthday is April 16th. 61 00:02:28,560 --> 00:02:30,750 Glenn Harper: That's impressive that you've got that trifecta. 62 00:02:31,140 --> 00:02:32,340 Adam Tarnow: Yeah, it was in the stars. 63 00:02:32,340 --> 00:02:33,930 I had to. I had to go there. 64 00:02:33,930 --> 00:02:36,540 I was one of my only friends that I knew in college that 65 00:02:36,540 --> 00:02:38,580 never changed their major. 66 00:02:38,580 --> 00:02:40,890 I showed up. Day one said, I'm going to be an accounting 67 00:02:40,890 --> 00:02:43,530 major, and I never wavered from it at all. 68 00:02:43,530 --> 00:02:45,390 So very, very steady with all that. 69 00:02:45,390 --> 00:02:47,730 Glenn Harper: Yeah, that's funny. I just thought I wanted to be one when I 70 00:02:47,730 --> 00:02:49,920 was. I think it would have been seventh grade. 71 00:02:49,920 --> 00:02:51,360 I didn't even know what an accountant did. 72 00:02:51,360 --> 00:02:53,790 And I'm like, I just worked for this guy as his landscaper. 73 00:02:53,790 --> 00:02:54,990 And I'm like, What do you do for a living? 74 00:02:54,990 --> 00:02:56,610 He's like, Oh, I'm an accountant. I'm like, Well, I want to 75 00:02:56,610 --> 00:02:58,080 be that when I grow up. I don't even know. 76 00:02:58,200 --> 00:03:00,600 I don't think I think I got out of college when I figured 77 00:03:00,600 --> 00:03:03,000 out what an account really did, which is odd, and I 78 00:03:03,000 --> 00:03:04,380 apparently should have studied more. 79 00:03:04,620 --> 00:03:06,510 Adam Tarnow: Yeah, I was one year into my job. 80 00:03:06,900 --> 00:03:07,140 Yeah. 81 00:03:08,070 --> 00:03:09,000 Glenn Harper: That's just horrible. 82 00:03:10,290 --> 00:03:12,920 Adam Tarnow: So that auditing class people actually do this, that's like 83 00:03:12,930 --> 00:03:13,710 a real thing. 84 00:03:13,710 --> 00:03:17,270 Glenn Harper: And they like it. It's odd, but, you know, everybody needs 85 00:03:17,280 --> 00:03:18,690 everybody, right? Yeah. 86 00:03:19,230 --> 00:03:23,370 Did you you know, you were did you ever get a chance to or 87 00:03:23,370 --> 00:03:25,830 the privilege to rub Howard's rock at the Clemson's Tiger 88 00:03:25,830 --> 00:03:26,610 Stadium? 89 00:03:26,790 --> 00:03:30,120 Adam Tarnow: I have yes. I do allow all freshmen to do that. 90 00:03:30,660 --> 00:03:32,160 So if our listeners don't know, I went to Clemson 91 00:03:32,160 --> 00:03:35,310 University and they have this rock that a legendary 92 00:03:35,310 --> 00:03:37,440 football coach got from Death Valley. 93 00:03:37,740 --> 00:03:40,290 Is that in Arizona? I think California. 94 00:03:40,590 --> 00:03:42,210 California on the West Coast. 95 00:03:42,210 --> 00:03:44,970 Yeah. And so he brought this rock back and it became this 96 00:03:45,150 --> 00:03:48,090 moment. Like, if you're not going to go down there and go 97 00:03:48,090 --> 00:03:50,670 all in today, then don't touch this rock. 98 00:03:50,670 --> 00:03:54,090 So when you touch the rock, it's signifying to the team and 99 00:03:54,090 --> 00:03:55,350 to the fans. 100 00:03:55,500 --> 00:03:57,420 I'm going to give it my all today. 101 00:03:57,630 --> 00:04:01,620 It's under lock like a bulletproof glass now, really, 102 00:04:01,710 --> 00:04:04,170 because of the in-state rivalry with South Carolina, 103 00:04:04,170 --> 00:04:07,500 there's been attempts to steal it and to vandalize it. 104 00:04:07,500 --> 00:04:10,650 And so no joke. If you go drive through there right now, 105 00:04:10,710 --> 00:04:13,230 drive through campus and you will see it is under 106 00:04:13,230 --> 00:04:14,550 bulletproof glass. 107 00:04:14,550 --> 00:04:18,000 They remove that glass right before the game so the players 108 00:04:18,000 --> 00:04:20,040 can touch it right before they go down the field and then 109 00:04:20,040 --> 00:04:21,690 boom, it goes right back on. 110 00:04:21,690 --> 00:04:24,120 So it's one of the most protected things in the state of 111 00:04:24,120 --> 00:04:25,170 South Carolina right now. 112 00:04:25,170 --> 00:04:27,810 Glenn Harper: That's crazy. They took away all the fun of the college 113 00:04:27,810 --> 00:04:30,150 rivalries and go and steal and all their mascots and stuff. 114 00:04:30,670 --> 00:04:31,710 They denied that. 115 00:04:31,980 --> 00:04:32,640 Adam Tarnow: Yes. 116 00:04:32,640 --> 00:04:36,750 Glenn Harper: Well, yes. Is it are you sad that you're at Clemson when the 117 00:04:36,750 --> 00:04:38,910 football team was in any good and now all of a sudden it's 118 00:04:38,910 --> 00:04:41,730 the best? I mean, crazy would do what they would do. 119 00:04:41,880 --> 00:04:44,250 Adam Tarnow: Yeah. I like to feel like I contributed, right. 120 00:04:44,250 --> 00:04:46,770 Like this is they were standing on our shoulders, but I was 121 00:04:46,770 --> 00:04:49,440 there for a lot of bad football, a lot of bad football. 122 00:04:49,440 --> 00:04:50,640 So it just is sweeter. 123 00:04:50,640 --> 00:04:52,590 I mean, I was just literally talking about this with my 124 00:04:52,590 --> 00:04:57,240 family the other day about how I think we our local high 125 00:04:57,240 --> 00:04:59,910 school basketball team here in Richardson, Texas. 126 00:04:59,990 --> 00:05:02,390 Was had a really great season, but they lost, 127 00:05:02,390 --> 00:05:03,560 unfortunately, in the playoffs. 128 00:05:03,560 --> 00:05:06,140 And we were driving home and I was we were all kind of sad. 129 00:05:06,140 --> 00:05:08,230 But I looked at the boys and I was like, guys, you know, 130 00:05:08,240 --> 00:05:11,420 with all sports, though, in the end, I've gotten to see 131 00:05:11,420 --> 00:05:14,120 Clemson win two national championships in my lifetime and I 132 00:05:14,120 --> 00:05:15,530 just never thought I'd be able to see that. 133 00:05:15,530 --> 00:05:18,320 So really all the other sports teams can lose from here on 134 00:05:18,320 --> 00:05:18,520 out. 135 00:05:18,530 --> 00:05:20,120 Glenn Harper: I feel like life's complete. 136 00:05:20,120 --> 00:05:20,510 Yeah, it. 137 00:05:20,590 --> 00:05:22,850 Adam Tarnow: Was successful because I just never thought, I mean, let 138 00:05:22,850 --> 00:05:25,280 alone watch them play in a national championship, I never 139 00:05:25,280 --> 00:05:27,110 thought I'd see them win. And it was great. 140 00:05:27,110 --> 00:05:28,010 I was. I'm grateful for. 141 00:05:28,010 --> 00:05:29,170 Glenn Harper: It. Yeah. What he's done for. 142 00:05:29,450 --> 00:05:29,630 Adam Tarnow: Work. 143 00:05:29,660 --> 00:05:31,250 Glenn Harper: Over there. Yeah, he was done for that program. 144 00:05:31,430 --> 00:05:33,620 An amazing just developing young men. 145 00:05:33,620 --> 00:05:35,480 It's it's a it's a really cool thing. 146 00:05:35,660 --> 00:05:38,680 Do you have, you know, as a golfer, do you play a lot? 147 00:05:38,690 --> 00:05:41,410 A little bit. I mean, what's your dream course to play? 148 00:05:41,960 --> 00:05:43,370 Adam Tarnow: That's a really good question. 149 00:05:43,700 --> 00:05:48,500 I play not as much as I want to obviously work. 150 00:05:48,500 --> 00:05:51,200 There's I need to put some food on the table for the family 151 00:05:51,200 --> 00:05:52,790 so I can't play as much as I want to. 152 00:05:52,790 --> 00:05:56,180 I probably right now in the wintertime here, maybe just get 153 00:05:56,180 --> 00:05:57,230 out once a month. 154 00:05:57,230 --> 00:05:59,990 I practice a lot. I've got a little set up in my backyard, 155 00:05:59,990 --> 00:06:02,960 a net and a mat. And so I'll go hit, you know, four or five 156 00:06:02,960 --> 00:06:04,520 days a week back there a few times. 157 00:06:04,520 --> 00:06:09,920 But dream course right now, I think I would have to say 158 00:06:09,920 --> 00:06:11,170 probably Pebble Beach, right? 159 00:06:11,180 --> 00:06:13,840 I've never been out there. Something out in California I 160 00:06:13,840 --> 00:06:14,720 think would be a lot of fun. 161 00:06:14,720 --> 00:06:16,370 Glenn Harper: Definitely on the list to do so. 162 00:06:16,370 --> 00:06:19,280 Julie Smith: Adam What you don't know is Glen's also an avid golfer and 163 00:06:19,280 --> 00:06:21,530 chases all these dream golf courses as well. 164 00:06:21,530 --> 00:06:24,890 So he's probably just fishing for for the next one that you 165 00:06:24,890 --> 00:06:25,610 have on your list. 166 00:06:25,850 --> 00:06:26,870 Glenn Harper: Looking for the next hookup. 167 00:06:26,870 --> 00:06:27,410 You know. 168 00:06:27,440 --> 00:06:29,870 Adam Tarnow: What's your most memorable course that you've played? 169 00:06:29,870 --> 00:06:33,440 Glenn Harper: I just got back from a trip to some abandoned dunes, which 170 00:06:33,440 --> 00:06:35,000 is fantastic. 171 00:06:35,480 --> 00:06:36,530 Just surreal. 172 00:06:36,560 --> 00:06:38,870 You're right on the coast. It was it was so much fun and 173 00:06:38,870 --> 00:06:41,990 just built for golfers, so many courses. 174 00:06:41,990 --> 00:06:43,940 It's a great experience, kind of like Scotland but in the 175 00:06:43,940 --> 00:06:47,300 US of a and you know this summer I've got a trip to 176 00:06:47,300 --> 00:06:50,180 Whistling Straits and Hills and I think it's the Sand Ridge 177 00:06:50,180 --> 00:06:51,260 or Sand Castle. 178 00:06:51,260 --> 00:06:53,930 It's the same owner group abandoned dunes in Wisconsin. 179 00:06:53,930 --> 00:06:55,100 So looking forward to that. 180 00:06:55,100 --> 00:06:56,270 That should be fun. 181 00:06:56,270 --> 00:06:58,730 Adam Tarnow: That's fun. Yeah. It's a great another great way to see the 182 00:06:58,730 --> 00:07:01,040 country, right. To go visit some of these other courses. 183 00:07:01,040 --> 00:07:04,430 And I think when I first talked to you all, just about 184 00:07:04,430 --> 00:07:07,100 seeing the country, my family and I've got two boys, a 185 00:07:07,100 --> 00:07:09,320 seventh grader and fifth grader and my wife. 186 00:07:09,320 --> 00:07:12,260 And we're trying to see all the ballparks and the baseball 187 00:07:12,260 --> 00:07:15,080 ballparks. And I think I chatted with you all when we were 188 00:07:15,080 --> 00:07:18,500 visiting on our last trip last summer when I first met you, 189 00:07:18,500 --> 00:07:21,350 too, talking about what you all are doing now with the 190 00:07:21,350 --> 00:07:24,680 podcasting. And we were up there and I think we were in 191 00:07:24,680 --> 00:07:27,770 between Cincinnati and Cleveland. 192 00:07:27,770 --> 00:07:30,470 When we chat, I think we drove right on by where you all 193 00:07:30,470 --> 00:07:32,090 were. So that's another great way to see the country. 194 00:07:32,090 --> 00:07:33,470 If you don't play golf, just go see them. 195 00:07:33,500 --> 00:07:33,830 Go see the. 196 00:07:33,830 --> 00:07:36,140 Glenn Harper: Ballparks. There's some good, good stuff in both those two 197 00:07:36,140 --> 00:07:37,400 cities you just mentioned. 198 00:07:37,400 --> 00:07:41,570 Yeah. So I got one final, like a softball question for you. 199 00:07:41,600 --> 00:07:44,300 So, you know, I would expect that you're in Texas, you'd 200 00:07:44,300 --> 00:07:47,780 have a little more pronounced accent because that's how you 201 00:07:47,780 --> 00:07:50,330 roll down there. But is it true that you ride bulls on the 202 00:07:50,330 --> 00:07:51,590 weekend for rodeos? 203 00:07:52,730 --> 00:07:53,990 Adam Tarnow: I mean, not just for rodeos. 204 00:07:53,990 --> 00:07:57,170 I mean, that is the preferred mode of transportation. 205 00:07:57,170 --> 00:08:00,470 I know. So, yeah, they hang out in my backyard, I bring 206 00:08:00,470 --> 00:08:01,760 them out on the weekend. 207 00:08:01,760 --> 00:08:04,220 People will get theirs all painted up. 208 00:08:04,220 --> 00:08:05,590 Glenn Harper: And the big deal. 209 00:08:05,630 --> 00:08:05,960 Adam Tarnow: It's a whole. 210 00:08:05,990 --> 00:08:08,720 Glenn Harper: Deal. Someday I like to ride one because it just looks like 211 00:08:08,720 --> 00:08:10,280 a lot of fun. But, boy, that's a brutal. 212 00:08:10,430 --> 00:08:11,590 Well, why don't you? 213 00:08:11,770 --> 00:08:14,900 You know, Adam, would you mind sharing a little bit of what 214 00:08:14,900 --> 00:08:16,340 does your business do? 215 00:08:16,370 --> 00:08:18,110 What is the services that you provide? 216 00:08:18,110 --> 00:08:20,810 Just give a little a little spiel on that, please. 217 00:08:20,810 --> 00:08:21,200 Yeah. 218 00:08:21,200 --> 00:08:24,560 Adam Tarnow: I mean, it's really I would say this this is like some 219 00:08:24,560 --> 00:08:25,970 recent stuff that I've been writing. 220 00:08:25,970 --> 00:08:29,120 So I've been in business for 18 months now, which is part 221 00:08:29,120 --> 00:08:31,190 of the journey, actually a little longer than that, getting 222 00:08:31,190 --> 00:08:34,160 close to two years. But right now what I would say is the 223 00:08:34,160 --> 00:08:37,070 mission is to do this is to curate the most helpful 224 00:08:37,070 --> 00:08:39,980 leadership content my clients have ever encountered. 225 00:08:40,550 --> 00:08:43,490 Curation is a word that I'm starting to really grow 226 00:08:43,490 --> 00:08:45,980 comfortable with. When I first thought about what I wanted 227 00:08:45,980 --> 00:08:48,320 to do as a consulting firm focused on leadership 228 00:08:48,320 --> 00:08:51,200 development, I was thinking that I would develop my own 229 00:08:51,200 --> 00:08:55,190 custom content or come up with my own custom content, and I 230 00:08:55,190 --> 00:08:57,770 do that. But then I realized there's really nothing new 231 00:08:57,770 --> 00:09:00,980 under the sun, right? A lot of what I do is I'm standing on 232 00:09:00,980 --> 00:09:04,940 the shoulders of other great authors or thinkers and the 233 00:09:04,940 --> 00:09:06,680 ideas that they've shared with the world. 234 00:09:06,680 --> 00:09:09,050 And I'm just kind of organizing all of that. 235 00:09:09,050 --> 00:09:12,650 So I really do think curation is a is a very accurate way 236 00:09:12,650 --> 00:09:14,840 to describe what I do. 237 00:09:14,840 --> 00:09:18,910 And when I present this this content to my clients, the, 238 00:09:19,060 --> 00:09:22,490 the only customized piece that I get to to add to it or 239 00:09:22,490 --> 00:09:25,610 where I get to put my fingerprint on it, is really deciding 240 00:09:25,610 --> 00:09:27,200 how to organize the content. 241 00:09:27,200 --> 00:09:29,480 So if I've got a client who wants to say they've got some 242 00:09:29,480 --> 00:09:31,970 managers that need to get better at communicating or get 243 00:09:31,970 --> 00:09:34,760 better at coaching, I get to decide what pieces to put 244 00:09:34,760 --> 00:09:36,680 together and how do I want to organize that? 245 00:09:36,680 --> 00:09:38,420 What is the basic theme? 246 00:09:38,420 --> 00:09:40,250 So that's where I get to customize some things. 247 00:09:40,250 --> 00:09:42,470 I get to add my own stories, metaphors, metaphors, 248 00:09:42,470 --> 00:09:44,660 illustrations, videos. 249 00:09:44,660 --> 00:09:48,410 I just get to share my own experience with that content. 250 00:09:48,710 --> 00:09:51,410 So I get to add all of that and then I get to decide what 251 00:09:51,410 --> 00:09:53,990 to emphasize, right? I can add my own perspectives and my 252 00:09:53,990 --> 00:09:57,440 own opinions and some of my own story in there. 253 00:09:57,440 --> 00:09:59,490 So. So that's a lot of what I do a lot of. 254 00:09:59,710 --> 00:10:03,160 Mid-market sized clients, I would say, are really the sweet 255 00:10:03,160 --> 00:10:04,750 spot for me right now. 256 00:10:04,750 --> 00:10:10,240 If you've got anywhere between 25 and maybe 2000 employees 257 00:10:10,630 --> 00:10:14,410 where you have multiple level levels of leadership within 258 00:10:14,410 --> 00:10:16,360 the organization, so you've got some. 259 00:10:16,390 --> 00:10:19,750 If we think about the old just CPA firm type, where we've 260 00:10:19,750 --> 00:10:22,330 got some seniors, some managers, senior managers partner. 261 00:10:22,330 --> 00:10:25,690 So if you have some sort of of leadership structure within 262 00:10:25,690 --> 00:10:29,860 the organization, that probably is is a client where I'm 263 00:10:29,860 --> 00:10:32,230 going to be able to really serve well. 264 00:10:32,230 --> 00:10:35,890 And and then maybe probably an organization also that 265 00:10:35,890 --> 00:10:38,470 doesn't necessarily have an in-house training department. 266 00:10:38,680 --> 00:10:40,600 There's a lot of my clients right now that there's maybe 267 00:10:40,600 --> 00:10:44,530 one HR representative who is responsible for bringing in 268 00:10:44,530 --> 00:10:47,560 training, but they don't have their own in-house training 269 00:10:47,560 --> 00:10:49,780 department. So that's that's where the client base is kind 270 00:10:49,780 --> 00:10:52,480 of starting to shake out right now, as is are those types 271 00:10:52,480 --> 00:10:54,160 of clients and all sorts of industries. 272 00:10:54,160 --> 00:10:58,120 I mean, I've got everything from the largest franchisee of 273 00:10:58,120 --> 00:11:02,050 a particular fast food brand to to somebody in the 274 00:11:02,050 --> 00:11:03,490 biomedical industry. 275 00:11:03,490 --> 00:11:05,440 And so it's like everything in between there. 276 00:11:05,440 --> 00:11:08,230 Obviously I connect well with CPA firms as that being part 277 00:11:08,230 --> 00:11:09,610 of my background as well. 278 00:11:09,970 --> 00:11:11,650 So professional service providers. 279 00:11:11,650 --> 00:11:13,150 But, but that's what we're doing. 280 00:11:13,150 --> 00:11:15,160 I'm on the mission to try to curate helpful leadership 281 00:11:15,160 --> 00:11:15,730 content. 282 00:11:16,000 --> 00:11:19,270 Julie Smith: So Adam, answer me this because I'm not quite following. 283 00:11:19,270 --> 00:11:22,510 So you went to school, you became a CPA, then you got out 284 00:11:22,510 --> 00:11:24,360 of that and you became a minister. 285 00:11:24,370 --> 00:11:27,520 How did you fall into fall into this? 286 00:11:27,550 --> 00:11:31,870 Adam Tarnow: Yeah, I like to if I think about my career, the only 287 00:11:31,870 --> 00:11:35,500 metaphor I can find out there that seems to really describe 288 00:11:35,500 --> 00:11:39,310 it well, is it my my career has turned into a Seinfeld 289 00:11:39,310 --> 00:11:42,730 episode where you just had all of these plot lines that 290 00:11:42,730 --> 00:11:43,930 seem to make no sense. 291 00:11:43,930 --> 00:11:47,170 And then at the very end, it's like, oh, that okay, now 292 00:11:47,170 --> 00:11:48,760 that all make sense how that came together. 293 00:11:48,760 --> 00:11:51,760 So yeah, ten years as a CPA, ten years on staff at a 294 00:11:51,760 --> 00:11:55,270 church, a little bit of grad school in between there and a 295 00:11:55,270 --> 00:11:57,250 couple of other part time jobs in between there. 296 00:11:57,250 --> 00:12:00,580 But so what CPA has taught me is how to think. 297 00:12:00,580 --> 00:12:02,950 It taught me about corporate America, it taught me about 298 00:12:02,950 --> 00:12:05,020 large organizations, certainly taught me how to be 299 00:12:05,020 --> 00:12:06,820 organized and thoughtful. 300 00:12:06,820 --> 00:12:11,440 What what ministry taught me was people just we're all the 301 00:12:11,440 --> 00:12:13,090 same. We all have the same issues. 302 00:12:13,090 --> 00:12:14,950 We have the same thoughts, feelings, emotions. 303 00:12:14,950 --> 00:12:18,070 It taught me how people think and react. 304 00:12:18,250 --> 00:12:19,810 It taught me a lot. 305 00:12:20,050 --> 00:12:22,930 And being a part of a large organization there too, I also 306 00:12:22,930 --> 00:12:26,140 learned about organizational life and what we were trying 307 00:12:26,140 --> 00:12:28,720 to do in the nonprofit world was we were trying to lead, 308 00:12:28,720 --> 00:12:30,430 right? We were trying to lead people. 309 00:12:30,430 --> 00:12:33,430 And so I learned a ton about leadership there as well. 310 00:12:33,430 --> 00:12:36,790 And so to me, like that, that corporate America thing and 311 00:12:36,790 --> 00:12:39,550 then all this stuff that I understand about people, it all 312 00:12:39,550 --> 00:12:42,970 came together with this consulting firm that I started, so 313 00:12:42,970 --> 00:12:45,340 I can look back on it and go, Yeah, those were definitely 314 00:12:45,340 --> 00:12:48,430 some right and left hand turns along the journey that were 315 00:12:48,430 --> 00:12:49,870 maybe a little bit of a head scratcher. 316 00:12:49,870 --> 00:12:52,300 But to me it all kind of makes sense right now. 317 00:12:52,300 --> 00:12:53,980 It all came together because that's a lot of what I'm doing 318 00:12:53,980 --> 00:12:57,340 right now, working with organizations and also trying to 319 00:12:57,340 --> 00:12:59,080 help them with their people. 320 00:12:59,080 --> 00:13:02,020 And so those two things come together in a way that I 321 00:13:02,020 --> 00:13:04,390 probably when I was graduating from college, I could have 322 00:13:04,390 --> 00:13:07,360 never written this out. I mean, this was I didn't know this 323 00:13:07,360 --> 00:13:09,880 was where the journey was going to go, but it's I'm 324 00:13:09,880 --> 00:13:10,720 grateful for it. 325 00:13:11,320 --> 00:13:14,590 Glenn Harper: So you don't you didn't just wake up. 326 00:13:15,340 --> 00:13:17,230 You just kind of woke up one day and said, Hey, I'm going 327 00:13:17,230 --> 00:13:18,790 to be an entrepreneur and start my own business. 328 00:13:18,790 --> 00:13:21,340 Or is that something that was, you know, percolating way 329 00:13:21,340 --> 00:13:22,480 back when? 330 00:13:22,480 --> 00:13:24,430 You're just just a lead growing up? 331 00:13:24,700 --> 00:13:25,540 When did that happen? 332 00:13:26,200 --> 00:13:29,170 Adam Tarnow: Yeah, I would have never I would have never been accused of 333 00:13:29,170 --> 00:13:31,210 being an entrepreneur growing up. 334 00:13:31,240 --> 00:13:32,110 Glenn Harper: That's crazy. 335 00:13:32,500 --> 00:13:37,180 Adam Tarnow: Yeah. And it was I really think if there's some ways, like 336 00:13:37,180 --> 00:13:39,820 when I got out of college, I was living in Atlanta working 337 00:13:39,820 --> 00:13:43,060 with PricewaterhouseCoopers and and candidly, I was a part 338 00:13:43,060 --> 00:13:45,010 of a church there in town that was big. 339 00:13:45,010 --> 00:13:48,160 And they were they were one of the first organizations that 340 00:13:48,160 --> 00:13:50,530 introduced me to the concept of leadership. 341 00:13:50,800 --> 00:13:54,760 And they were reading Built to Last and Jim Collins and 342 00:13:54,760 --> 00:13:57,550 John Maxwell's 21 irrefutable laws of leadership. 343 00:13:57,550 --> 00:14:02,230 And that I just became fascinated by that as a subject. 344 00:14:02,230 --> 00:14:03,700 I'd never thought about that before. 345 00:14:03,700 --> 00:14:06,010 As a subject. I always just thought about Leader was a 346 00:14:06,010 --> 00:14:08,560 boss, that's all that I didn't understand that leadership 347 00:14:08,560 --> 00:14:11,770 is more nuanced. It's about caring about people and trying 348 00:14:11,770 --> 00:14:13,690 to influence people. And that's a skill. 349 00:14:13,690 --> 00:14:14,860 I never thought it was a skill. 350 00:14:14,860 --> 00:14:17,680 I thought it was just something it was a reward for. 351 00:14:17,680 --> 00:14:19,600 Hey, when you're good at what you do and you get to be a 352 00:14:19,600 --> 00:14:22,450 boss, it's a reward. I never thought about it as a skill. 353 00:14:22,450 --> 00:14:24,760 So I'm really grateful that church and what they started to 354 00:14:24,760 --> 00:14:28,990 teach me. So I just went on this like personally, it became 355 00:14:28,990 --> 00:14:32,440 a hobby where I just started reading on this subject and 356 00:14:32,440 --> 00:14:35,890 going to conferences and now eventually starting to listen 357 00:14:35,890 --> 00:14:37,240 to podcasts, talk about leadership. 358 00:14:37,240 --> 00:14:38,620 It just became a thing. 359 00:14:38,620 --> 00:14:41,680 And it was it was this theme that ran through my entire 360 00:14:41,680 --> 00:14:46,180 career, whether I was in a CPA firm or I was at the church, 361 00:14:46,180 --> 00:14:48,700 I was always thinking about leadership and observing 362 00:14:48,700 --> 00:14:50,710 leadership and trying to figure out what are ways that we 363 00:14:50,710 --> 00:14:52,900 can become better leaders. 364 00:14:52,900 --> 00:14:56,890 And and so when I went on staff at the church, I mean, just 365 00:14:56,890 --> 00:14:59,620 real vulnerably, it was a big pay cut, honestly. 366 00:14:59,620 --> 00:15:01,720 So I was a I was a manager in an audit firm. 367 00:15:01,720 --> 00:15:06,040 I was making good money and and then I was making a lot 368 00:15:06,040 --> 00:15:10,870 less. And so I maintained some connection to the CPA 369 00:15:10,870 --> 00:15:14,230 community here in Dallas through training and speaking. 370 00:15:14,230 --> 00:15:16,900 And so it was it was it was just it was supplemental income 371 00:15:16,900 --> 00:15:19,180 for me and my family at the time. 372 00:15:19,180 --> 00:15:20,530 And it was something that I loved. 373 00:15:20,530 --> 00:15:23,140 And I was and I was starting to develop a little bit of an 374 00:15:23,140 --> 00:15:26,170 aptitude for it and some skills and was starting to get 375 00:15:26,170 --> 00:15:27,670 asked to speak at conferences. 376 00:15:27,670 --> 00:15:32,530 And then that led to an accounting firm here in town more 377 00:15:32,530 --> 00:15:36,100 formally engaging me to train their their managers and 378 00:15:36,100 --> 00:15:37,150 their seniors. 379 00:15:37,570 --> 00:15:40,270 And after about ten years on staff, I really don't know 380 00:15:40,270 --> 00:15:42,430 what really probably after about seven years on staff, I 381 00:15:42,430 --> 00:15:44,950 really started to realize that my heart was changing and I 382 00:15:44,950 --> 00:15:48,370 was laying awake at night thinking more about, I bet I 383 00:15:48,370 --> 00:15:50,350 could grow this consulting thing. 384 00:15:51,400 --> 00:15:52,840 I'm really enjoying it. 385 00:15:52,840 --> 00:15:56,590 And, and so it took me probably three years. 386 00:15:56,590 --> 00:16:00,340 I had the conviction long before I had the courage, which I 387 00:16:00,340 --> 00:16:02,500 think a lot of entrepreneurs can identify with that. 388 00:16:02,500 --> 00:16:05,560 Some people you just know that you need to do this. 389 00:16:05,560 --> 00:16:07,780 But that's that's one thing. 390 00:16:07,780 --> 00:16:11,890 Then getting the courage to take a step out and at that 391 00:16:11,890 --> 00:16:15,700 time having a family and older kids financially, it's 392 00:16:15,700 --> 00:16:17,290 always a risk to go and do that. 393 00:16:17,290 --> 00:16:19,450 I remember having a lunch with somebody telling them that I 394 00:16:19,450 --> 00:16:22,090 was thinking about doing this, and the first question they 395 00:16:22,090 --> 00:16:24,760 asked me is, Do you have six months of income saved up? 396 00:16:24,760 --> 00:16:28,450 And I was like, Nope. They were like, Well, I really would 397 00:16:28,450 --> 00:16:31,720 caution you against doing this then and now they had their 398 00:16:31,720 --> 00:16:35,680 own story on on why that was their advice to me. 399 00:16:35,680 --> 00:16:37,390 And I appreciate what they were saying. 400 00:16:38,320 --> 00:16:41,380 And they were just that was the courage piece, right? 401 00:16:41,380 --> 00:16:44,470 I just needed to get the courage to go and do this. 402 00:16:44,470 --> 00:16:50,080 And then probably around 20, late 2019, I had made the 403 00:16:50,080 --> 00:16:53,290 decision that I need to do this early 2020. 404 00:16:53,290 --> 00:16:56,050 I actually told the the organization, the church that I was 405 00:16:56,050 --> 00:17:00,970 working with, I told them in mid-February of 2020 that I 406 00:17:00,970 --> 00:17:02,680 was going to leave at the end of May. 407 00:17:02,980 --> 00:17:04,360 And they were like, Well, what are you going to do? 408 00:17:04,390 --> 00:17:06,250 I was like, Well, I'm going to go start this consulting 409 00:17:06,250 --> 00:17:08,320 firm. I'm and I'm going to really focus on that more full 410 00:17:08,320 --> 00:17:11,170 time and go seek more clients where I can do more live 411 00:17:11,170 --> 00:17:12,820 training and work with leaders. 412 00:17:12,820 --> 00:17:14,650 And that's what I've been doing kind of on the side, as you 413 00:17:14,650 --> 00:17:16,780 all know. And I'm going to go give that a shot and you're 414 00:17:16,780 --> 00:17:20,920 like, great. And you know, we don't want to see excuse me, 415 00:17:20,920 --> 00:17:23,830 we don't want to see you go, but but we can't knock you if 416 00:17:23,830 --> 00:17:25,960 we're going to try this. This makes a lot of sense. 417 00:17:25,960 --> 00:17:29,890 And then the world, the world changed. 418 00:17:29,890 --> 00:17:32,650 And so that, you know, that really was a test of that 419 00:17:32,650 --> 00:17:35,800 courage in March and April and May of 2020 on whether or 420 00:17:35,800 --> 00:17:36,670 not I was going to do this. 421 00:17:36,670 --> 00:17:39,820 Glenn Harper: When you were with the church and doing your thing and you 422 00:17:39,820 --> 00:17:41,920 would do these gigs on the side, is that something you were 423 00:17:41,920 --> 00:17:43,940 just volunteering to do or are you getting paid for that or 424 00:17:43,960 --> 00:17:45,040 you're getting paid to the church? 425 00:17:45,040 --> 00:17:46,760 How did that work? Just out of curiosity. 426 00:17:46,780 --> 00:17:49,690 Adam Tarnow: I was getting paid. And I think now what I realize is there 427 00:17:49,690 --> 00:17:52,240 was a reason I was pretty busy because my rates, I was the 428 00:17:52,240 --> 00:17:53,440 cheapest guy down. 429 00:17:54,910 --> 00:17:56,560 And so like, how much is it? 430 00:17:56,560 --> 00:17:58,780 I'm like, oh, this, you know, coming from the nonprofit 431 00:17:58,780 --> 00:18:01,630 world, I was almost embarrassed to ask for what I was 432 00:18:01,630 --> 00:18:03,610 asking for. Like, Oh, are they going to think I'm being 433 00:18:03,610 --> 00:18:08,380 greedy and selfish? And, and I've fortunately changed my 434 00:18:08,380 --> 00:18:11,080 prices a little bit now that it's a full time thing and 435 00:18:11,080 --> 00:18:13,510 understand the value that it does provide for some 436 00:18:13,510 --> 00:18:14,380 organizations. 437 00:18:14,790 --> 00:18:17,790 Glenn Harper: Yeah. We always get a kick out of entrepreneurs, like when 438 00:18:17,790 --> 00:18:19,740 do you make that jump? 439 00:18:19,740 --> 00:18:22,530 Or and literally it's it's a cannon ball from the top of 440 00:18:22,530 --> 00:18:23,670 the building into it. 441 00:18:23,970 --> 00:18:25,050 Yeah. You were able to. 442 00:18:25,050 --> 00:18:29,070 I think what some entrepreneurs get a chance to do is kind 443 00:18:29,070 --> 00:18:30,990 of slowly test the waters. 444 00:18:30,990 --> 00:18:32,940 And because you don't really know, you're just like, well, 445 00:18:32,940 --> 00:18:35,370 I like doing that. And then you're doing it and you're 446 00:18:35,490 --> 00:18:37,920 you're successful at it and you're like, you get a little 447 00:18:37,920 --> 00:18:39,570 more confidence, a little more swag. 448 00:18:39,570 --> 00:18:41,280 And then you're like, Hey, you know what? 449 00:18:41,280 --> 00:18:42,810 Maybe I could be this guy. 450 00:18:42,810 --> 00:18:43,830 I want to be that guy. 451 00:18:43,830 --> 00:18:47,640 But then, like you said, you probably knew that many years 452 00:18:47,640 --> 00:18:49,680 before you actually said, I'm going to go do this. 453 00:18:49,680 --> 00:18:53,670 And again, those we always talk about, it's not really 454 00:18:53,670 --> 00:18:56,730 regrets, but just if you could go back and change something 455 00:18:56,730 --> 00:19:00,930 in your in your journey, do you think that it would have 456 00:19:00,930 --> 00:19:04,710 been monumental change or just a nominal change if you'd 457 00:19:04,710 --> 00:19:08,130 have said, hey, instead of waiting that five, six years, if 458 00:19:08,130 --> 00:19:11,220 you'd had done this at year five, would that have 459 00:19:11,220 --> 00:19:14,280 accelerated where you're at today or were you just not 460 00:19:14,280 --> 00:19:15,360 quite ready yet? 461 00:19:15,930 --> 00:19:17,820 Adam Tarnow: That's a really thoughtful question, Glenn. 462 00:19:17,820 --> 00:19:19,260 And I like that you ask that because it's something I've 463 00:19:19,260 --> 00:19:21,570 been thinking about. And I'm candidly, I'm reading Daniel 464 00:19:21,570 --> 00:19:24,180 Pink's new book on Regret right now. 465 00:19:24,180 --> 00:19:27,480 And so it's really interesting as he is breaking that down 466 00:19:27,480 --> 00:19:32,240 and talking about what regret is and how often we you know, 467 00:19:32,250 --> 00:19:35,250 the way he describes it is we go back in time, we make a 468 00:19:35,250 --> 00:19:38,190 different decision, then we come back to the future, so to 469 00:19:38,190 --> 00:19:40,070 speak. And that's why we feel regret. 470 00:19:40,080 --> 00:19:43,050 It's really interesting how he is talking about that. 471 00:19:43,050 --> 00:19:45,480 I think the only regret that I really have, Glenn, if I 472 00:19:45,480 --> 00:19:48,480 could go back and do it again, is maybe I would have had 473 00:19:48,480 --> 00:19:54,930 the courage to have left and maybe 2018 or or maybe end of 474 00:19:54,930 --> 00:19:58,530 2017. So I think it would have just been a few years that I 475 00:19:58,530 --> 00:20:01,050 wish I would have started a tad bit sooner, but I don't 476 00:20:01,050 --> 00:20:05,550 think I'd go back to college and choose to major in English 477 00:20:05,550 --> 00:20:07,980 and then just start writing and developing content right 478 00:20:07,980 --> 00:20:10,500 away. I think that's where, again, I'll go back to that 479 00:20:10,500 --> 00:20:13,920 Seinfeld episode. Like those plotlines were necessary in 480 00:20:13,920 --> 00:20:17,850 creating who I am and then the value that I believe I can 481 00:20:17,850 --> 00:20:20,130 add to organizations today and to leaders today. 482 00:20:20,130 --> 00:20:22,740 I needed that that ten years in accounting, I needed that 483 00:20:22,740 --> 00:20:26,310 ten years on staff at Watermark or five or six years there 484 00:20:26,310 --> 00:20:28,380 on staff I think would have been really helpful. 485 00:20:28,380 --> 00:20:31,050 So that's the only change I think I would go back and make. 486 00:20:31,050 --> 00:20:34,560 Glenn Harper: You certainly couldn't. I mean, accountants can't write, so 487 00:20:34,560 --> 00:20:36,060 that would have not worked anyway. 488 00:20:36,060 --> 00:20:38,250 So you had to stay with the numbers because if you had to 489 00:20:38,250 --> 00:20:39,830 do handwriting, it'd have been over. 490 00:20:39,840 --> 00:20:41,070 No, no way. 491 00:20:41,280 --> 00:20:44,280 Julie Smith: Yes. So, Adam, you talked a little bit about the the person 492 00:20:44,280 --> 00:20:45,990 that you met and they had asked, you know, do you have six 493 00:20:45,990 --> 00:20:47,070 months of savings? 494 00:20:47,070 --> 00:20:49,080 And it kind of played a role into that decision. 495 00:20:49,080 --> 00:20:51,660 But is there anyone else that really stands out to you that 496 00:20:51,660 --> 00:20:54,420 was a mentor that kind of helped guide you to get the 497 00:20:54,420 --> 00:20:57,030 courage to make that jump and maybe you still have that 498 00:20:57,030 --> 00:20:58,290 relationship today. 499 00:20:58,410 --> 00:21:00,480 Adam Tarnow: Yeah, thank you. That's another great question. 500 00:21:00,480 --> 00:21:02,760 Yes. A guy named Randy Marshall and a guy named Jeff 501 00:21:02,760 --> 00:21:06,930 Strasser, those were two very instrumental friends that 502 00:21:06,930 --> 00:21:10,260 were looking me in the eye, hand on the shoulder. 503 00:21:10,260 --> 00:21:11,820 I believe you can do this. 504 00:21:11,820 --> 00:21:13,440 I don't think this is crazy. 505 00:21:13,440 --> 00:21:15,240 Right. So we know you. 506 00:21:15,270 --> 00:21:17,010 We've watched you for years. 507 00:21:17,250 --> 00:21:21,600 We've seen you. I mean, Jeff Stresa in particular was the 508 00:21:21,600 --> 00:21:24,690 chief the chief learning officer for a large wealth 509 00:21:24,690 --> 00:21:25,860 management firm here in town. 510 00:21:25,860 --> 00:21:28,320 At the time, he had hired me to come in and do some work 511 00:21:28,320 --> 00:21:29,580 with his firm. 512 00:21:29,580 --> 00:21:31,920 He also knew me from church and had seen me in that 513 00:21:31,920 --> 00:21:35,490 context. So he had seen me in both contexts and had a lot 514 00:21:35,490 --> 00:21:38,520 of experience here in DFW in that kind of consulting, 515 00:21:38,520 --> 00:21:41,460 leadership, training space and was just going, You're not 516 00:21:41,460 --> 00:21:43,440 crazy. And so I think you can do this. 517 00:21:43,440 --> 00:21:46,500 I think you've got a product, I think you've got some 518 00:21:46,500 --> 00:21:48,600 skills. I think you've got a willpower that you'll be able 519 00:21:48,600 --> 00:21:50,400 to to do this and get some stuff done. 520 00:21:50,400 --> 00:21:54,030 So those were very, very helpful along the way. 521 00:21:54,150 --> 00:21:57,420 There's obviously a lot of friends that are putting you on 522 00:21:57,420 --> 00:22:01,230 the back, and for me, that was the way I was trying to make 523 00:22:01,230 --> 00:22:04,140 the decision is what the people who know me well, what are 524 00:22:04,140 --> 00:22:08,970 they saying? Because if if there is a lot of caution and I 525 00:22:08,970 --> 00:22:10,800 want to listen to that, I want to listen to the counsel of 526 00:22:10,800 --> 00:22:15,540 others. And and so, yeah, Jeff and Randy were very 527 00:22:15,540 --> 00:22:17,400 instrumental as I was making that decision. 528 00:22:17,850 --> 00:22:19,200 Glenn Harper: Yeah. Because it's, it's weird. 529 00:22:19,200 --> 00:22:24,420 The entrepreneur, it's not we believe in what we do 530 00:22:24,630 --> 00:22:27,060 wholeheartedly of whatever that skill or task that we're 531 00:22:27,060 --> 00:22:28,440 doing. We just, we just know we can do it. 532 00:22:28,440 --> 00:22:31,710 But to actually run a business around it is a very 533 00:22:31,710 --> 00:22:34,080 intimidating thing for for most people. 534 00:22:34,080 --> 00:22:38,130 And if you don't have that mentor or somebody who really I 535 00:22:38,130 --> 00:22:40,650 don't want to say respects a big thing, but they've got to 536 00:22:40,650 --> 00:22:43,770 respect and believe in you so you can actually look 537 00:22:43,770 --> 00:22:45,750 yourself in the mirror and go, Man, I can believe. 538 00:22:46,050 --> 00:22:47,790 Gosh darn it, I'm Stuart Smalley. 539 00:22:47,790 --> 00:22:49,140 I can do this right. 540 00:22:49,140 --> 00:22:53,610 And when that happens again, it's just unfortunate. 541 00:22:53,610 --> 00:22:57,540 A lot of entrepreneurs don't seek those mentors because 542 00:22:57,540 --> 00:22:59,670 they're so busy doing their tasks that they don't think 543 00:22:59,670 --> 00:23:02,790 about that. But if you could just if you would just go out 544 00:23:02,790 --> 00:23:05,760 and explore and look at things and meet people and get in 545 00:23:05,760 --> 00:23:08,550 those groups, you might be surprised if you're listening as 546 00:23:08,550 --> 00:23:11,400 an entrepreneur that you might get to your journey, not 547 00:23:11,400 --> 00:23:13,710 your destination, but you'll get on that train a little bit 548 00:23:13,710 --> 00:23:16,720 quicker. If you can find that one person or a couple of 549 00:23:16,720 --> 00:23:19,000 people that really believe in you and just, you know, make 550 00:23:19,000 --> 00:23:20,740 you kind of challenge yourself, right? 551 00:23:20,740 --> 00:23:22,480 I mean, that's kind of what happened with you. 552 00:23:22,810 --> 00:23:26,140 Adam Tarnow: Yeah. Yeah. And I always wanted to to also make sure that my 553 00:23:26,140 --> 00:23:28,930 life didn't become one of those opening episodes of 554 00:23:28,930 --> 00:23:32,650 American Idol. You know, where the singer is terrible. 555 00:23:32,650 --> 00:23:35,140 And they're looking at the judges are looking at them and 556 00:23:35,140 --> 00:23:37,390 going, Who told you you could sing? 557 00:23:37,390 --> 00:23:39,850 And they're like, Well, my mom and my sister, they all tell 558 00:23:39,850 --> 00:23:44,050 me I'm great. And and so that's where for me, an abundance 559 00:23:44,050 --> 00:23:46,960 of counselors on this was very, very helpful to make sure I 560 00:23:46,960 --> 00:23:49,750 was not just picking and choosing people who were going to 561 00:23:49,750 --> 00:23:51,430 tell me, Oh, you'll be great at this. 562 00:23:51,430 --> 00:23:54,010 And then my life was going to was going to turn into a 563 00:23:54,010 --> 00:23:55,840 different TV show and I didn't want that to happen. 564 00:23:56,110 --> 00:23:58,240 Glenn Harper: Yeah, you can't be George Costanza because you get nothing 565 00:23:58,240 --> 00:24:01,900 done. But having a great show about nothing is always good. 566 00:24:01,900 --> 00:24:04,870 You know, when you're out there and you're trying to do 567 00:24:04,870 --> 00:24:10,360 your thing as an entrepreneur, the ability to you feel like 568 00:24:10,360 --> 00:24:13,870 you have to just stay on point all the time and just focus 569 00:24:13,870 --> 00:24:15,910 on one thing and try to get that done. 570 00:24:15,910 --> 00:24:19,060 But there's really that other side where it's that quest 571 00:24:19,060 --> 00:24:21,070 for knowledge, it's quest for relationships. 572 00:24:21,070 --> 00:24:24,070 But people are always scared to ask and or they're scared 573 00:24:24,070 --> 00:24:26,440 to say yes and said, You want to do this? 574 00:24:26,440 --> 00:24:27,760 You should always say yes, right? 575 00:24:27,760 --> 00:24:30,670 I mean, not all the time, but most of the time, if you 576 00:24:30,670 --> 00:24:33,640 would just double up the amount of times you say no and say 577 00:24:33,640 --> 00:24:36,460 yes, I can't imagine how many entrepreneurs out there would 578 00:24:36,460 --> 00:24:39,130 be achieve their success that they want so much quicker. 579 00:24:39,130 --> 00:24:41,560 And I think that's just a tragedy that people just don't 580 00:24:41,560 --> 00:24:42,280 talk about. 581 00:24:42,880 --> 00:24:44,080 Adam Tarnow: Yeah, yeah, you're exactly right. 582 00:24:44,080 --> 00:24:47,410 I mean, so even if I go back to my story and start my 583 00:24:47,410 --> 00:24:51,610 business in June of 2020 and my business model was or the 584 00:24:51,610 --> 00:24:55,090 business plan was live training, there was no live 585 00:24:55,090 --> 00:24:56,860 training. It was happening in June. 586 00:24:56,860 --> 00:25:00,520 So now I'm trying to say yes to different things. 587 00:25:00,520 --> 00:25:04,540 And I know one of your past guests, Janelle, who is a story 588 00:25:04,540 --> 00:25:07,060 brand certified guide. I went through and did that and was 589 00:25:07,060 --> 00:25:10,540 saying yes to helping some some of my friends with their 590 00:25:10,540 --> 00:25:13,330 marketing. And and it was a way to use some of my curation 591 00:25:13,330 --> 00:25:17,170 skills on, on writing and clarity and things like that said 592 00:25:17,170 --> 00:25:20,050 yes to helping some clients with podcasting, you know, that 593 00:25:20,050 --> 00:25:22,000 led to some business there. 594 00:25:22,000 --> 00:25:24,280 And so that was really helpful to say yes to a lot of 595 00:25:24,280 --> 00:25:26,980 things in the beginning because in the beginning I couldn't 596 00:25:26,980 --> 00:25:28,870 really execute Plan A yet. 597 00:25:28,870 --> 00:25:31,390 I was everybody was still learning the virtual training 598 00:25:31,390 --> 00:25:34,480 space. And so I was certainly trying to say yes to some 599 00:25:34,480 --> 00:25:36,700 virtual trainings, but it was still everybody is trying to 600 00:25:36,700 --> 00:25:40,150 figure that out. So saying yes helped me put food on the 601 00:25:40,150 --> 00:25:44,500 table for about the first 6 to 8 months of my business. 602 00:25:44,500 --> 00:25:49,510 Then in 2021, the training started to pick back up and I was 603 00:25:49,510 --> 00:25:52,360 able to now start to say no to some of those other things 604 00:25:52,360 --> 00:25:53,590 that I said yes to. 605 00:25:53,620 --> 00:25:56,650 But I was so grateful for the learnings that happened in 606 00:25:56,650 --> 00:25:58,360 there. I mean, obviously as an entrepreneur, I need to know 607 00:25:58,360 --> 00:26:00,340 how to market. So I was really grateful that I said yes to 608 00:26:00,340 --> 00:26:02,710 some of that. Podcasting is a big part of my business model 609 00:26:02,710 --> 00:26:05,050 as well for my own personal brand. 610 00:26:05,050 --> 00:26:07,750 And then it's a way to to help some other clients as well. 611 00:26:07,750 --> 00:26:09,760 So I was grateful to say yes to those things because I 612 00:26:09,760 --> 00:26:11,890 learned a ton as I went through that. 613 00:26:11,890 --> 00:26:14,980 So so yeah, I mean, saying yes is very, very helpful 614 00:26:14,980 --> 00:26:18,040 oftentimes. But then there comes a time where you do have 615 00:26:18,040 --> 00:26:19,270 to focus. Right, right. 616 00:26:19,270 --> 00:26:23,650 And and so I feel like I'm just getting now 18, 20 months 617 00:26:23,650 --> 00:26:26,830 in where I have the luxury of saying no or it's more 618 00:26:26,830 --> 00:26:29,920 strategic for me to say no to a few things, to really hone 619 00:26:29,920 --> 00:26:34,000 in on the products that are profitable for me and where I 620 00:26:34,000 --> 00:26:36,220 think I'm adding the most value and really where where I 621 00:26:36,220 --> 00:26:37,840 want to take the business going forward. 622 00:26:37,840 --> 00:26:41,050 Glenn Harper: Yeah, I think that the beginning entrepreneur then you go 623 00:26:41,050 --> 00:26:43,060 through the, you know, figuring out what the heck you want 624 00:26:43,060 --> 00:26:44,320 to do and how you want to do it. 625 00:26:44,320 --> 00:26:46,630 And then you're trying to just gather that information and 626 00:26:46,630 --> 00:26:48,520 ultimately you find out what you're going to do and then 627 00:26:48,520 --> 00:26:50,110 you've got to narrow it back a little bit. 628 00:26:50,110 --> 00:26:52,420 But that beginning stage, that's where that's the most 629 00:26:52,420 --> 00:26:55,660 important time to reach out and get that information. 630 00:26:55,660 --> 00:27:00,130 And I think what you said was, you know, we'll go back 100 631 00:27:00,130 --> 00:27:01,900 years from now and look back at what happened and, you 632 00:27:01,900 --> 00:27:03,700 know, 2020 and 2021. 633 00:27:03,700 --> 00:27:07,150 And it's it can't be any more glaring than you start off. 634 00:27:07,150 --> 00:27:11,530 I'm going to do this and instantly that it doesn't exist. 635 00:27:11,530 --> 00:27:12,580 There's no in person. 636 00:27:12,580 --> 00:27:15,490 And you had to do this pivot and go, right, turn, Clyde, 637 00:27:15,490 --> 00:27:18,490 and we're over here doing the virtual thing. 638 00:27:18,490 --> 00:27:20,920 And you had to figure it out because as an entrepreneur, 639 00:27:20,920 --> 00:27:22,390 you can't go back now. 640 00:27:22,390 --> 00:27:25,150 I mean, you committed I mean, you can't just stop because 641 00:27:25,150 --> 00:27:26,860 you believe in yourself so much. 642 00:27:26,890 --> 00:27:27,910 You figured it out. 643 00:27:27,910 --> 00:27:30,610 And entrepreneurs, you know, you just don't get frustrated 644 00:27:30,610 --> 00:27:33,010 and and go, Oh, no, what happened to me? 645 00:27:33,010 --> 00:27:34,930 It's got to be like, hey, there's another opportunity. 646 00:27:34,930 --> 00:27:36,220 I got to go through that door now. 647 00:27:36,220 --> 00:27:38,410 I mean, that's the a big takeaway, I hope, from this 648 00:27:38,410 --> 00:27:40,810 podcast that people will see that you are going to get 649 00:27:40,810 --> 00:27:43,300 roadblocks, you're going to get pummeled, but you just got 650 00:27:43,300 --> 00:27:44,860 to figure out a way to get around that roadblock. 651 00:27:44,860 --> 00:27:46,210 And I think you did it pretty well. 652 00:27:46,870 --> 00:27:47,920 Adam Tarnow: I hope so. Yeah. 653 00:27:47,920 --> 00:27:51,670 I mean, one way to judge it would be, you know, my family 654 00:27:51,670 --> 00:27:53,530 and I, we haven't missed a meal and we've been able to put 655 00:27:53,530 --> 00:27:55,660 gas on the car when we need it, you know, and all that. 656 00:27:55,680 --> 00:27:57,340 You haven't missed a mortgage payment, all that kind of 657 00:27:57,340 --> 00:28:00,820 stuff. So so from that perspective, yeah, it's turned out 658 00:28:00,820 --> 00:28:03,550 to be okay. I mean, and again, going back to the courage 659 00:28:03,550 --> 00:28:09,340 piece that in 2018, that's really most of 2019, that's what 660 00:28:09,340 --> 00:28:12,880 I was afraid of. Like, well, will we be able to can I 661 00:28:12,880 --> 00:28:14,990 provide for. Or my family. 662 00:28:15,010 --> 00:28:18,340 And so from that perspective, it's great to see that that 663 00:28:18,340 --> 00:28:21,040 worked out, you know, and now we can start to dream about 664 00:28:21,040 --> 00:28:23,440 where growth takes us and where it goes from here. 665 00:28:23,440 --> 00:28:27,280 Glenn Harper: But right there is the is the coolest thing ever is that 666 00:28:27,280 --> 00:28:31,120 until you commit, you can't you're never going to make it 667 00:28:31,120 --> 00:28:34,540 work. And when you have to put food on the table, there is 668 00:28:34,540 --> 00:28:37,090 no other option and there is no failure. 669 00:28:37,090 --> 00:28:40,070 I mean, we can't say failure in these podcasts, but there 670 00:28:40,300 --> 00:28:41,770 there is no going back. 671 00:28:41,770 --> 00:28:44,380 So but you can't commit until your back's against the wall 672 00:28:44,380 --> 00:28:46,450 and you're looking at your family go, well, you know, this 673 00:28:46,450 --> 00:28:49,330 has to work. I have to make this work versus well, I'll 674 00:28:49,330 --> 00:28:51,580 kind of sort of and I'll get to it next week. 675 00:28:51,670 --> 00:28:54,820 I mean, what a great way to get you get you motivated when 676 00:28:54,820 --> 00:28:56,200 you don't have any choices. 677 00:28:56,200 --> 00:28:57,370 I mean, that's a big deal. 678 00:28:57,550 --> 00:29:00,940 Adam Tarnow: Yeah. For 20, 20 some odd years of my career, I had my boss 679 00:29:00,940 --> 00:29:02,350 is telling me to think like an owner. 680 00:29:02,350 --> 00:29:04,030 Think like an owner. Think like an owner. 681 00:29:04,030 --> 00:29:07,570 I understood the the intent there behind that. 682 00:29:08,200 --> 00:29:11,230 But it was always difficult to act like an owner sometimes 683 00:29:11,230 --> 00:29:14,770 because I wasn't I mean, it was like this is an acting 684 00:29:14,770 --> 00:29:16,810 exercise. I get what you're trying to tell me to do. 685 00:29:16,840 --> 00:29:18,160 You want me to take responsibility? 686 00:29:18,160 --> 00:29:21,580 And that was a great a great thing for me to continue to do 687 00:29:21,580 --> 00:29:23,050 as a as a young leader. 688 00:29:23,260 --> 00:29:26,170 But this is the first time I've owned something. 689 00:29:26,170 --> 00:29:28,570 And so, yes, there is a when you're walking across that 690 00:29:28,570 --> 00:29:31,480 tightrope and there's no net, you're a little more focused 691 00:29:31,750 --> 00:29:33,100 and there's a little more motivation. 692 00:29:33,100 --> 00:29:34,180 Glenn Harper: It's the best, though, isn't it? 693 00:29:34,180 --> 00:29:37,570 I mean, it's an incredible euphoria because you're just 694 00:29:37,810 --> 00:29:40,240 it's all you. It's you versus the world. 695 00:29:40,240 --> 00:29:44,170 But it it isn't like an adversarial thing. 696 00:29:44,170 --> 00:29:46,330 It's more like, hey, I can do this. 697 00:29:46,330 --> 00:29:48,520 I can compete at this level, I can do this. 698 00:29:48,520 --> 00:29:50,140 And it's a really whole different thing. 699 00:29:50,440 --> 00:29:52,090 Adam Tarnow: Yeah. Yeah, absolutely. 700 00:29:52,240 --> 00:29:54,640 Julie Smith: So I have one another question for you. 701 00:29:54,640 --> 00:29:56,800 And I think you kind of are at an advantage because you're 702 00:29:56,800 --> 00:29:59,470 in the corporate world and then you were really a big part 703 00:29:59,470 --> 00:30:00,610 of your team at the church. 704 00:30:00,610 --> 00:30:04,120 But from a leadership perspective and your role in what 705 00:30:04,120 --> 00:30:08,320 you're doing today, what does team mean to you and what how 706 00:30:08,320 --> 00:30:10,990 is that influenced where you are and what you're doing? 707 00:30:11,170 --> 00:30:15,460 Adam Tarnow: Yeah, yeah. That is maybe one of the things I miss the most 708 00:30:15,460 --> 00:30:18,520 is that that really that feeling of being on a team because 709 00:30:18,520 --> 00:30:25,570 my team right now is me and, and then my wife who is a non 710 00:30:25,570 --> 00:30:27,550 paid employee at times. 711 00:30:27,550 --> 00:30:29,590 Right. She comes and helps out but it's like, well, the 712 00:30:29,590 --> 00:30:30,700 money's all going in the same place. 713 00:30:30,700 --> 00:30:33,790 So there's no need to know, need to formalize that by 714 00:30:33,790 --> 00:30:35,020 giving you a salary. 715 00:30:35,650 --> 00:30:39,550 And so, yeah, for me what I have to do with team is really 716 00:30:39,550 --> 00:30:43,300 that, that I don't want to say joint venture, but those 717 00:30:43,300 --> 00:30:46,480 professional relationships where we know there's going to 718 00:30:46,480 --> 00:30:47,830 be mutual benefit. 719 00:30:47,830 --> 00:30:51,340 And so some podcast with some friends who also have their 720 00:30:51,340 --> 00:30:55,120 own personal brand, but we're coming together to to do 721 00:30:55,120 --> 00:30:57,580 this. So my buddy Clay Scroggins and I, we've got a podcast 722 00:30:57,580 --> 00:30:59,530 called How to Lead. He's in Atlanta. 723 00:30:59,530 --> 00:31:00,880 I've known him for 20 years. 724 00:31:00,880 --> 00:31:02,200 I'm here in Dallas. 725 00:31:02,440 --> 00:31:05,680 He has a very similar career journey to me. 726 00:31:05,680 --> 00:31:08,650 And and it's trying to do very similar things. 727 00:31:08,650 --> 00:31:12,460 And so we have done a joint venture on that podcast to try 728 00:31:12,460 --> 00:31:14,650 to come together. It helps both of our personal brands, 729 00:31:14,650 --> 00:31:17,860 helps us test out some ideas that we're trying to share 730 00:31:17,860 --> 00:31:18,910 with our clients. 731 00:31:19,060 --> 00:31:21,610 And then that has naturally led into some other products 732 00:31:21,610 --> 00:31:23,890 that we're trying to do together around, like specifically 733 00:31:23,890 --> 00:31:24,970 around employee engagement. 734 00:31:24,970 --> 00:31:26,860 Right now, we've got this thing called the team engagement 735 00:31:26,860 --> 00:31:29,290 sprint and we're just trying to help organizations and 736 00:31:29,290 --> 00:31:32,080 teams that are struggling with retention and engagement. 737 00:31:32,590 --> 00:31:35,530 We feel like the workforce is thinking differently about 738 00:31:35,530 --> 00:31:37,960 work right now, and so leaders need to start thinking 739 00:31:37,960 --> 00:31:40,900 differently about their their workplace and how they engage 740 00:31:40,900 --> 00:31:42,790 people. And so those are some things that we're doing 741 00:31:42,790 --> 00:31:45,580 together that does feel like a sense of team. 742 00:31:45,580 --> 00:31:48,850 But but I think that would be one area that if you too were 743 00:31:48,850 --> 00:31:52,240 my business coach, where you would continue to challenge me 744 00:31:52,240 --> 00:31:55,690 to not get isolated and to continue to maintain those 745 00:31:55,690 --> 00:31:59,500 professional relationships where there is vulnerability. 746 00:31:59,500 --> 00:32:01,540 You're talking about the highs and the lows. 747 00:32:01,540 --> 00:32:04,090 You're seeking counsel, seeking advice. 748 00:32:04,090 --> 00:32:06,700 I think that's an area where I still have to continue to 749 00:32:06,700 --> 00:32:08,350 push myself to do that right now. 750 00:32:08,380 --> 00:32:10,660 Julie Smith: Do you think when you go into these companies and you 751 00:32:10,660 --> 00:32:13,390 provide the training, though, is there some sense of team 752 00:32:13,390 --> 00:32:16,000 in that regard? Because essentially they're hiring you as 753 00:32:16,000 --> 00:32:18,790 the captain of their team to lead them to the next level or 754 00:32:18,790 --> 00:32:21,640 to take them or pivot or do something like that. 755 00:32:21,640 --> 00:32:24,370 You have to kind of get a little bit of that team high when 756 00:32:24,370 --> 00:32:25,930 you go in and achieve that. 757 00:32:26,050 --> 00:32:27,640 Adam Tarnow: Yeah, that's really good. I don't know if I would have been 758 00:32:27,640 --> 00:32:30,130 able to put words on that, but but you're exactly right. 759 00:32:30,130 --> 00:32:33,010 That is it. I mean, especially some of these clients that 760 00:32:33,010 --> 00:32:35,800 I've had for a long time, I do feel like I'm a part of 761 00:32:35,800 --> 00:32:40,120 their team now and they do view me as that trusted advisor. 762 00:32:40,120 --> 00:32:42,700 And so, yeah, that is an aspect of it as well, that maybe I 763 00:32:42,700 --> 00:32:43,900 haven't been able to put words on that. 764 00:32:43,900 --> 00:32:45,580 But you're exactly right, there is a high because when they 765 00:32:45,580 --> 00:32:48,910 do well, I feel like, okay, I got to contribute to that and 766 00:32:48,910 --> 00:32:49,960 that was a lot of fun. 767 00:32:50,500 --> 00:32:53,140 Glenn Harper: So what's this is? 768 00:32:53,140 --> 00:32:55,870 Again, only an account would understand this humor. 769 00:32:55,870 --> 00:32:59,680 But, you know, do you find yourself sometimes you're 770 00:32:59,680 --> 00:33:02,110 sitting there at this organization and you're doing what 771 00:33:02,110 --> 00:33:04,840 you do with them and you're looking around and go, You guys 772 00:33:04,840 --> 00:33:05,890 are doing this all wrong. 773 00:33:05,890 --> 00:33:07,150 I could reorganize this thing. 774 00:33:07,150 --> 00:33:09,370 I get you a new tax structure, I get a new GL, I get all 775 00:33:09,370 --> 00:33:11,410 kinds of things I could do for you and do some 776 00:33:11,410 --> 00:33:12,610 multinational corporations. 777 00:33:12,640 --> 00:33:14,930 Do you ever? Take that hat totally off. 778 00:33:14,980 --> 00:33:17,440 You just kind of bite your tongue and not say anything. 779 00:33:17,680 --> 00:33:21,160 Adam Tarnow: No, listen, Glenn, I was a very average accountant. 780 00:33:23,020 --> 00:33:26,350 I mean, I think I think my career is better that I'm not 781 00:33:26,350 --> 00:33:27,820 doing that anymore. 782 00:33:27,910 --> 00:33:32,230 And so, no, I often I'll think about reorganization, but 783 00:33:32,230 --> 00:33:35,560 not like, oh, if you set it up this way, it's more like if 784 00:33:35,560 --> 00:33:37,840 you move to that person over there and then that one over 785 00:33:37,840 --> 00:33:39,940 there, and if you all were just clear about this, I think 786 00:33:39,940 --> 00:33:42,130 this team would do better. So that's where my brain goes. 787 00:33:42,280 --> 00:33:43,540 Glenn Harper: Oh, my God, that's funny. 788 00:33:43,780 --> 00:33:47,770 So is it safe to say, you know, as you went through this 789 00:33:47,770 --> 00:33:51,580 journey as a kid and here we are today and maybe an 790 00:33:51,580 --> 00:33:54,490 accountant and doing all these things, you know, have you 791 00:33:54,490 --> 00:33:56,590 defined that your superpower? 792 00:33:56,590 --> 00:33:58,990 Like, what is that thing that you're like, man, I'm I'm 793 00:33:58,990 --> 00:34:02,050 just the man at that. This is I just rock this space. 794 00:34:02,140 --> 00:34:03,550 Is it talking? 795 00:34:03,550 --> 00:34:04,960 Is it looking good? 796 00:34:04,960 --> 00:34:06,550 Is it motivating people? 797 00:34:06,550 --> 00:34:07,300 You know, what is that. 798 00:34:07,360 --> 00:34:09,370 Julie Smith: Your NFL linebacker stature, right? 799 00:34:09,520 --> 00:34:13,900 Adam Tarnow: No, I've never gotten so many positive comments about the 800 00:34:13,900 --> 00:34:15,720 way I look and I have on this podcast. 801 00:34:15,880 --> 00:34:17,740 So I will come back whenever you want me to. 802 00:34:20,390 --> 00:34:21,820 No, that's so funny. 803 00:34:21,820 --> 00:34:25,480 Again, I was just thinking about this Monday night. 804 00:34:25,480 --> 00:34:28,150 I think I was writing this down because I was in a 805 00:34:28,150 --> 00:34:29,190 conversation with a leader. 806 00:34:29,200 --> 00:34:31,930 No, it was Tuesday, Tuesday night, where I just asked this 807 00:34:31,930 --> 00:34:35,860 leader, he's the CEO of of an organization here in town. 808 00:34:36,520 --> 00:34:40,120 And I just said, hey, what's your like what's like what are 809 00:34:40,120 --> 00:34:41,200 you a craftsman of? 810 00:34:41,200 --> 00:34:42,610 Like, what's your craftsmanship? 811 00:34:42,610 --> 00:34:46,300 So what is this identity that you go, this is who I am and 812 00:34:46,300 --> 00:34:48,250 what I do. This is my vocation. 813 00:34:48,250 --> 00:34:50,050 So which got me thinking about that. 814 00:34:50,050 --> 00:34:53,020 How, how would I describe what what I think I'm good at? 815 00:34:53,020 --> 00:34:55,110 And I think I just I'm a teacher. 816 00:34:55,120 --> 00:34:58,660 I mean, I think that really is it is I just love to teach. 817 00:34:58,660 --> 00:34:59,800 I love to learn. 818 00:35:00,310 --> 00:35:03,670 I love to systematize that information and I love to share 819 00:35:03,670 --> 00:35:05,230 it with others. I really do that. 820 00:35:05,230 --> 00:35:08,110 That is something that I can remember all the way back to 821 00:35:08,110 --> 00:35:12,760 eighth grade in my math class being able to. 822 00:35:12,790 --> 00:35:15,700 We had a student teacher one semester and she every day we 823 00:35:15,700 --> 00:35:18,970 started off with an exercise basically reviewing the lesson 824 00:35:18,970 --> 00:35:20,500 that we went over the day before. 825 00:35:21,010 --> 00:35:23,200 So we'd show up and there was a lesson or there was a 826 00:35:23,200 --> 00:35:25,330 problem on the board. We would all do it, and then the 827 00:35:25,330 --> 00:35:28,510 teacher would go through and go over that lesson with the 828 00:35:28,510 --> 00:35:31,900 class. And I remember she got to the point where she was 829 00:35:31,900 --> 00:35:36,130 letting me get up there and teach that exercise and that 830 00:35:36,130 --> 00:35:38,380 lesson, like going over it with the class. 831 00:35:38,380 --> 00:35:40,450 And I loved it. I was like, okay, I'm going to do this. 832 00:35:40,570 --> 00:35:42,880 Hey, can I get up there and can I lead this part of the 833 00:35:42,880 --> 00:35:44,110 class? And she was like, Sure. 834 00:35:44,110 --> 00:35:47,080 And I remember one time, so she was a student teacher, so 835 00:35:47,080 --> 00:35:50,470 her professor was there observing the class and I got up 836 00:35:50,470 --> 00:35:51,760 there and did that. 837 00:35:52,240 --> 00:35:54,970 And as an eighth grader, I didn't know who this this lady 838 00:35:54,970 --> 00:35:57,160 was in the back. It didn't. I was just doing my thing. 839 00:35:57,310 --> 00:36:00,040 And that professor came up to me at the end of class and 840 00:36:00,040 --> 00:36:01,870 she kind of pulled me aside and she just said, I just want 841 00:36:01,870 --> 00:36:04,600 to let you know what you did up there was fantastic. 842 00:36:04,600 --> 00:36:07,330 And I think you really have some teaching gifts and you 843 00:36:07,330 --> 00:36:08,440 should think about that. 844 00:36:08,950 --> 00:36:11,260 You know, 14 year old Adam was just like, you know, 845 00:36:11,260 --> 00:36:14,380 whatever. I don't know and didn't really think much about 846 00:36:14,380 --> 00:36:17,500 it. But I can think back to that moment and then just all 847 00:36:17,500 --> 00:36:19,900 the moments throughout my career where I felt the most 848 00:36:19,900 --> 00:36:23,740 alive and it usually had something to do with teaching. 849 00:36:23,740 --> 00:36:26,740 And so so I would say that's probably what I feel like I'm 850 00:36:26,740 --> 00:36:27,520 the best at. 851 00:36:27,550 --> 00:36:30,580 Julie Smith: So you said something very interesting and powerful in the 852 00:36:30,580 --> 00:36:33,250 beginning of this interview, and I think that it really hit 853 00:36:33,250 --> 00:36:36,010 home for me because I think that a lot of people don't see 854 00:36:36,010 --> 00:36:37,360 it the way that you said it. 855 00:36:37,660 --> 00:36:41,290 And you said leadership is a skill and you just described a 856 00:36:41,290 --> 00:36:44,290 skill that you've had your entire life and essentially 857 00:36:44,290 --> 00:36:46,000 you've been able to capitalize on it. 858 00:36:46,000 --> 00:36:49,360 But for anyone out there who heard that and it was rattling 859 00:36:49,360 --> 00:36:51,850 around again, that that kind of really stuck with me. 860 00:36:52,030 --> 00:36:54,790 What advice would you give to people that have that skill, 861 00:36:54,790 --> 00:36:57,190 that haven't been able to capitalize on it or have the 862 00:36:57,190 --> 00:36:59,830 awareness about it instead of, like you said, most people 863 00:36:59,830 --> 00:37:02,800 think they earn this position to have leadership and that's 864 00:37:02,800 --> 00:37:05,170 just untrue. It's truly a skill. 865 00:37:05,200 --> 00:37:06,880 What what advice would you give them? 866 00:37:06,880 --> 00:37:08,050 Because I think that's. 867 00:37:08,050 --> 00:37:10,750 Adam Tarnow: So how to grow in the skill of leadership. 868 00:37:10,750 --> 00:37:13,030 Julie Smith: Yeah. And how to, how to really capitalize on that, 869 00:37:13,030 --> 00:37:14,530 understand it, be aware of it. 870 00:37:14,530 --> 00:37:17,050 Again, it's not, you know, it's not a position that you 871 00:37:17,050 --> 00:37:19,750 earn. It's something that comes from within that you're 872 00:37:19,750 --> 00:37:21,100 able to exert. 873 00:37:21,370 --> 00:37:25,390 Adam Tarnow: Yeah. I mean so again, my teacher side is going to have a 874 00:37:25,390 --> 00:37:27,220 bias towards just go study it. 875 00:37:28,090 --> 00:37:31,210 And so that to me is always such a great way to do it. 876 00:37:31,210 --> 00:37:33,430 I mean, we live in the golden age of learning right now. 877 00:37:33,430 --> 00:37:36,070 I mean, like what we're doing right now, there's so much 878 00:37:36,070 --> 00:37:40,360 free content out there that there really is no excuse to 879 00:37:40,360 --> 00:37:42,820 not be a continuous learner anymore. 880 00:37:42,820 --> 00:37:45,970 I mean, between master classes and YouTube and LinkedIn 881 00:37:45,970 --> 00:37:48,910 classes and trainings that your company provides and books 882 00:37:48,910 --> 00:37:51,520 that are out there in audio books and podcasts, it's just 883 00:37:51,820 --> 00:37:56,440 so I think for some, like it just starts with curiosity and 884 00:37:56,440 --> 00:38:00,760 just wanting to learn and finding some voices that really 885 00:38:00,760 --> 00:38:02,950 do that you really do resonate with. 886 00:38:02,950 --> 00:38:06,370 So like for example, I mentioned Daniel, Daniel Pink, like 887 00:38:06,370 --> 00:38:10,210 he would be a mentor of mine that I've never met, but I 888 00:38:10,210 --> 00:38:13,330 just resonate with the way he talks and the way he 889 00:38:13,330 --> 00:38:14,620 communicates. It's ideas. 890 00:38:14,620 --> 00:38:18,730 And he has had a profound influence on my on my leadership 891 00:38:18,730 --> 00:38:21,340 skill. I take his ideas from his books. 892 00:38:21,340 --> 00:38:23,770 I apply them to my life because he's so clear when he 893 00:38:23,770 --> 00:38:25,960 writes. And I find that very helpful. 894 00:38:25,960 --> 00:38:29,440 So I think it's it's like finding some voices that you 895 00:38:29,440 --> 00:38:31,720 really resonate with and just going, okay, I'm going to I'm 896 00:38:31,720 --> 00:38:36,010 going to try to apply what this person says to my 897 00:38:36,010 --> 00:38:38,260 leadership journey. And I think what what is so freeing 898 00:38:38,260 --> 00:38:42,970 about the leadership as a skill is it's like any skill and 899 00:38:42,970 --> 00:38:46,390 it's like if you don't use it, you're going to lose it and 900 00:38:46,390 --> 00:38:47,590 you can get better at it. 901 00:38:47,590 --> 00:38:51,970 So wherever you're wherever you are right now, you can get 902 00:38:51,970 --> 00:38:54,580 better. And so there's a bunch of ways that you can get 903 00:38:54,580 --> 00:38:56,560 better as a leader. 904 00:38:56,560 --> 00:39:00,370 But a guy named Clay Scroggins and a guy named Duke Rivard 905 00:39:00,370 --> 00:39:02,320 really helped me understand. 906 00:39:02,320 --> 00:39:05,470 Clay Scroggins wrote a book back in 2017 called How to Lead 907 00:39:05,470 --> 00:39:08,530 When You're Not in Charge, which was such a great title of 908 00:39:08,530 --> 00:39:10,510 a book, and it's so just amazing. 909 00:39:10,510 --> 00:39:12,700 And he just really unleashed this idea that leadership is 910 00:39:12,700 --> 00:39:15,670 about influence, and you can influence anywhere in the 911 00:39:15,670 --> 00:39:18,850 organization, anywhere, I'm sure for your firm right now, 912 00:39:18,850 --> 00:39:21,460 you've probably got maybe the most influential person in 913 00:39:21,460 --> 00:39:24,520 your firm doesn't have a leadership title, whether it be 914 00:39:24,520 --> 00:39:26,710 through a positive attitude that they bring every day or a 915 00:39:26,710 --> 00:39:28,570 negative attitude that they bring every day, they're 916 00:39:28,570 --> 00:39:29,770 influencing people. 917 00:39:29,770 --> 00:39:32,830 And so so leadership is influence. 918 00:39:32,830 --> 00:39:35,260 Wherever you sit in the organization, you can have some 919 00:39:35,260 --> 00:39:38,080 influence. And then my buddy Duke Rivard, taught me what I 920 00:39:38,080 --> 00:39:40,150 think is the best definition of leadership that I've ever 921 00:39:40,150 --> 00:39:42,460 heard. That to be a leader really is just somebody who 922 00:39:42,460 --> 00:39:45,370 takes initiative for the benefit of other people. 923 00:39:45,370 --> 00:39:47,740 So you just take initiative for the benefit of other people 924 00:39:47,740 --> 00:39:51,070 that so some of those concepts along my leadership journey 925 00:39:51,070 --> 00:39:54,490 have really helped form the way I think about it. 926 00:39:54,490 --> 00:39:58,480 And so to me it was all just being open, curious, listening 927 00:39:58,480 --> 00:40:01,180 for ideas, having a desire to want to get better at that 928 00:40:01,180 --> 00:40:04,570 skill. And you'll always find an opportunity to use it. 929 00:40:04,570 --> 00:40:08,320 And I love sharing that with emerging leaders is just do 930 00:40:08,320 --> 00:40:10,060 not wait to get the title. 931 00:40:10,090 --> 00:40:12,340 You can start leading right now. 932 00:40:12,520 --> 00:40:15,610 Where can you take initiative today for the benefit of 933 00:40:15,610 --> 00:40:16,990 other people? Go do that. 934 00:40:16,990 --> 00:40:20,500 And I'm telling you, you start to do that one day after 935 00:40:20,500 --> 00:40:22,450 another, day after another day soon, you're going to find 936 00:40:22,450 --> 00:40:24,490 that a title matches the amount of influence that you've 937 00:40:24,490 --> 00:40:26,950 got. And with the title, hopefully comes some more 938 00:40:26,950 --> 00:40:30,070 financial reward and more opportunity and all that and so 939 00:40:30,070 --> 00:40:30,430 on. 940 00:40:30,820 --> 00:40:33,280 Glenn Harper: It's eighth grade. 941 00:40:33,280 --> 00:40:36,700 When you talked about that, it's one of the things that I 942 00:40:36,700 --> 00:40:40,540 find for myself and Julie, I think probably the same same 943 00:40:40,540 --> 00:40:43,870 way on this. And you I'm going to try to put it all 944 00:40:43,870 --> 00:40:45,820 together. There's a lot of thoughts in my head on this, but 945 00:40:45,820 --> 00:40:50,080 ultimately you can't really learn something and know 946 00:40:50,080 --> 00:40:52,900 something until you take that and try to teach it to 947 00:40:52,900 --> 00:40:54,010 somebody else. 948 00:40:54,010 --> 00:40:57,610 For some reason, it just makes you have that clarity. 949 00:40:57,610 --> 00:41:00,340 And ultimately there you are helping somebody else. 950 00:41:00,340 --> 00:41:01,780 And you're doing this in eighth grade, right? 951 00:41:01,780 --> 00:41:04,360 And here you are, what, ten years later? 952 00:41:04,360 --> 00:41:05,980 15 years later, you're doing it now. 953 00:41:05,980 --> 00:41:07,690 But whatever that is. 954 00:41:08,170 --> 00:41:10,470 Adam Tarnow: For the record, that's the third positive element. 955 00:41:11,380 --> 00:41:13,000 Glenn Harper: We're always keeping it positive. 956 00:41:13,000 --> 00:41:14,530 Adam Tarnow: But my wife's going to get jealous. 957 00:41:14,530 --> 00:41:16,270 I know she's going to be like, Hey, I don't know what's 958 00:41:16,270 --> 00:41:16,600 going on. 959 00:41:16,660 --> 00:41:20,590 Glenn Harper: Who is this guy? And I think that that the teaching part is 960 00:41:20,590 --> 00:41:23,380 really everything in life now, because once you acquire 961 00:41:23,380 --> 00:41:26,380 that knowledge, why not might not teach somebody and not 962 00:41:26,380 --> 00:41:28,240 only resonates more with you, but you're helping somebody 963 00:41:28,240 --> 00:41:31,750 else. And then the other thing in eighth grade that I can 964 00:41:31,750 --> 00:41:36,010 probably count on my on one hand out of like 1000 schools, 965 00:41:36,010 --> 00:41:38,410 how many people want to get up and actually do the hardest 966 00:41:38,410 --> 00:41:40,540 thing ever at that age and go in front of speaking people 967 00:41:40,540 --> 00:41:43,000 speak in front of people like it's impossible. 968 00:41:43,000 --> 00:41:48,010 But ultimately your deepest, darkest fears, scariness, 969 00:41:48,010 --> 00:41:49,990 whatever that is, go do that. 970 00:41:49,990 --> 00:41:52,630 The first thing when you get done with this podcast, go, go 971 00:41:52,630 --> 00:41:53,710 put a trench on your face. 972 00:41:53,710 --> 00:41:56,830 I don't care. Whatever that thing is, you literally, once 973 00:41:56,830 --> 00:42:00,640 you overcome that fear, you are a different person because 974 00:42:00,640 --> 00:42:02,200 you don't have those shackles on you anymore. 975 00:42:02,200 --> 00:42:03,490 You can be free again. 976 00:42:03,490 --> 00:42:06,190 So those biggest fears are things you're scared of. 977 00:42:06,190 --> 00:42:08,410 Just do those first, first thing in the morning and 978 00:42:08,410 --> 00:42:09,790 everything else is downhill. 979 00:42:10,090 --> 00:42:11,110 Adam Tarnow: That's right. That's right. 980 00:42:11,110 --> 00:42:12,670 That's really good advice. I like that. 981 00:42:13,230 --> 00:42:16,950 Glenn Harper: Well, I think we got one more kind of final question that 982 00:42:16,950 --> 00:42:18,390 well, I guess I got two. 983 00:42:18,510 --> 00:42:22,110 The first one is, you know, when we see people as 984 00:42:22,110 --> 00:42:23,910 entrepreneurs are kind of doing two things. 985 00:42:23,910 --> 00:42:26,370 One, they're kind of doing business when they have the 986 00:42:26,370 --> 00:42:28,800 skill set and they're doing what they do and they do it 987 00:42:28,800 --> 00:42:31,590 very well. And you can make a great living at that. 988 00:42:31,590 --> 00:42:34,260 You find your balance if you do it right and there's 989 00:42:34,260 --> 00:42:36,270 nothing wrong with doing business. 990 00:42:36,270 --> 00:42:38,790 But sometimes people want to make the conversion where they 991 00:42:38,790 --> 00:42:40,830 say, Look, I'm tired of just doing all the work. 992 00:42:40,830 --> 00:42:42,660 I want to build a business. 993 00:42:42,840 --> 00:42:44,250 Do you see yourself? 994 00:42:44,250 --> 00:42:46,140 I see you kind of as doing business right now. 995 00:42:46,170 --> 00:42:48,810 Do you see yourself ever wanting to go build this mega 996 00:42:48,810 --> 00:42:51,030 business or are you pretty happy doing what you do? 997 00:42:51,030 --> 00:42:52,680 And you find your right balance and you're making what you 998 00:42:52,680 --> 00:42:55,020 want to make and do what you want to do, or you're like, 999 00:42:55,020 --> 00:42:57,120 you know? And Glenn, it's a funny conversation. 1000 00:42:57,120 --> 00:42:59,730 Five years from now, I want to have 37 consultants like me 1001 00:42:59,730 --> 00:43:00,480 doing this. 1002 00:43:01,590 --> 00:43:05,700 Adam Tarnow: That I don't know honestly how to answer that great answer. 1003 00:43:05,700 --> 00:43:08,190 Right now I'm very content with what I've got. 1004 00:43:08,190 --> 00:43:10,110 And that was one of the that was surprising on this 1005 00:43:10,110 --> 00:43:11,640 entrepreneurial journey. 1006 00:43:11,730 --> 00:43:15,240 How many leaders when I was when I were talking to them, 1007 00:43:15,540 --> 00:43:18,300 they were asking me, so are you going to build a business 1008 00:43:18,300 --> 00:43:19,440 or are you going to be a solopreneur? 1009 00:43:19,470 --> 00:43:20,820 Like, what's what are you going to do? 1010 00:43:21,060 --> 00:43:24,270 And so I think right now there's a tremendous amount of 1011 00:43:24,270 --> 00:43:27,750 contentment as a solopreneur, personal brand doing. 1012 00:43:27,900 --> 00:43:30,240 And I have some examples in my mind which has been very 1013 00:43:30,240 --> 00:43:33,870 powerful for me to just think through, not where do I want 1014 00:43:33,870 --> 00:43:36,900 to be with some numbers or some words written down, but put 1015 00:43:36,900 --> 00:43:41,430 some faces out there of people who I think are doing at a 1016 00:43:41,430 --> 00:43:43,230 high level what I would want to do. 1017 00:43:43,230 --> 00:43:47,940 And so there's a guy like Jon Acuff comes to mind is a guy 1018 00:43:47,940 --> 00:43:50,670 who I've never met but seems to be doing some very similar 1019 00:43:50,670 --> 00:43:54,180 things under his own personal brand, writing books and 1020 00:43:54,180 --> 00:43:55,950 speaking and doing trainings. 1021 00:43:55,950 --> 00:43:58,170 And so I'm attracted to that. 1022 00:43:58,170 --> 00:44:02,550 I think the the autonomy that he has and the upside I like 1023 00:44:02,550 --> 00:44:05,010 the downside is you've got to buy the business from 1024 00:44:05,010 --> 00:44:08,130 yourself along the way because there's no exit strategy. 1025 00:44:08,130 --> 00:44:10,800 And I think as an accountant, I appreciate understanding 1026 00:44:10,800 --> 00:44:14,370 that, that right now I can't just take all the revenue and 1027 00:44:14,370 --> 00:44:16,470 put it in my pocket. I've got to start buying the business 1028 00:44:16,470 --> 00:44:18,780 from myself if I'm not going to grow it and sell it one 1029 00:44:18,780 --> 00:44:19,170 day. 1030 00:44:19,200 --> 00:44:21,000 Glenn Harper: Oh, so now you're bringing all the accounting in. 1031 00:44:21,000 --> 00:44:22,480 Now I get it. I see how you're drawing. 1032 00:44:22,500 --> 00:44:23,310 I see what you're doing. 1033 00:44:23,490 --> 00:44:24,630 Adam Tarnow: For that skill. That's right. 1034 00:44:24,630 --> 00:44:25,050 Very great. 1035 00:44:25,380 --> 00:44:29,190 Glenn Harper: So final question is, you know, what's the end game? 1036 00:44:29,190 --> 00:44:32,760 I mean, is everybody not everybody, but a lot of 1037 00:44:32,760 --> 00:44:37,080 entrepreneurs think they have to chase this magical number 1038 00:44:37,080 --> 00:44:39,120 thing, whatever that is. 1039 00:44:39,300 --> 00:44:40,710 I don't really get that feel for me. 1040 00:44:40,710 --> 00:44:43,050 These are chasing anything. You're just having a good time 1041 00:44:43,050 --> 00:44:44,850 and for some reason you get paid. 1042 00:44:45,060 --> 00:44:48,420 Adam Tarnow: Yeah, I do have some owners intent in Casey Graham's new 1043 00:44:48,420 --> 00:44:51,150 book, The No BS Small Business Book, a great resource that 1044 00:44:51,150 --> 00:44:53,430 I would recommend for for entrepreneurs. 1045 00:44:53,430 --> 00:44:55,770 I just read it two weeks ago. 1046 00:44:55,770 --> 00:44:56,820 It was very, very fast. 1047 00:44:56,820 --> 00:44:58,680 Read the first section there. 1048 00:44:58,680 --> 00:44:59,880 He talks about owners intent. 1049 00:44:59,910 --> 00:45:02,190 What is your intent? Like, what are you trying to do? 1050 00:45:02,190 --> 00:45:04,590 And your owner's intent can change as your business 1051 00:45:04,590 --> 00:45:08,280 changes. My owner's intent is very focused right now on 1052 00:45:08,280 --> 00:45:10,290 what I would say is building a platform. 1053 00:45:10,380 --> 00:45:13,140 And for the first time in my life, I think I understand why 1054 00:45:13,140 --> 00:45:16,020 I want to build a platform. It felt very icky to say that 1055 00:45:16,020 --> 00:45:18,060 before because it was like, I don't want to be famous, 1056 00:45:18,060 --> 00:45:19,290 right? I'm not trying to be famous. 1057 00:45:19,290 --> 00:45:21,510 I'm not trying to be a celebrity platform. 1058 00:45:21,510 --> 00:45:23,220 Felt like fame or something. 1059 00:45:23,220 --> 00:45:24,840 Like I was telling everybody, I just want to be rich and 1060 00:45:24,840 --> 00:45:26,490 famous, you know, like all the millennials want. 1061 00:45:26,490 --> 00:45:28,530 And so it felt like that. 1062 00:45:28,530 --> 00:45:31,950 But but I understand now that I want to build a platform, 1063 00:45:32,280 --> 00:45:35,520 because what I want to do, if I think about the spectrum of 1064 00:45:35,520 --> 00:45:40,050 hustle for work versus manage the demand that people are 1065 00:45:40,050 --> 00:45:41,730 reaching out to you for work. 1066 00:45:41,730 --> 00:45:43,630 I'm way over here on Hustle, right? 1067 00:45:43,710 --> 00:45:44,910 I'm sending out emails. 1068 00:45:44,910 --> 00:45:46,350 I'm asking for business. 1069 00:45:46,350 --> 00:45:49,170 I'm trying to do things to build the platform, build the 1070 00:45:49,170 --> 00:45:53,040 email list, build the LinkedIn subscribers or the LinkedIn 1071 00:45:53,040 --> 00:45:54,480 followers and connections. 1072 00:45:54,480 --> 00:45:57,860 Because what I want to do is I kind of want to not mark it 1073 00:45:57,960 --> 00:46:00,840 right? Like that takes up so much time to mark it. 1074 00:46:00,840 --> 00:46:05,430 So I want to get a platform to make selling easier and to 1075 00:46:05,430 --> 00:46:09,810 build that tribe that knows me, trust me, and they will 1076 00:46:09,810 --> 00:46:10,890 continue to hire me again. 1077 00:46:10,890 --> 00:46:13,950 So that that's my endgame right now is just thinking 1078 00:46:13,950 --> 00:46:15,180 through the platform building. 1079 00:46:15,180 --> 00:46:16,920 And that's my owner's intent now. 1080 00:46:16,920 --> 00:46:19,230 And I think once I reach that goal, then I'll have to think 1081 00:46:19,230 --> 00:46:21,510 about the next owner's intent where where I think that's 1082 00:46:21,510 --> 00:46:23,730 when I would get to the language of what is the endgame, 1083 00:46:23,730 --> 00:46:25,440 how much longer do I want to do this for? 1084 00:46:25,440 --> 00:46:28,770 And probably I think right now my accounting brain, I would 1085 00:46:28,770 --> 00:46:31,980 just pick a number that I feel like my wife and I need in 1086 00:46:31,980 --> 00:46:34,500 the account and then just start working backwards and just 1087 00:46:34,500 --> 00:46:35,880 go, okay, what? 1088 00:46:36,750 --> 00:46:38,130 We've got ten years now. 1089 00:46:38,520 --> 00:46:40,500 How far away are we from that number? 1090 00:46:40,680 --> 00:46:43,770 And and I think that's I think that's how we'd solve that 1091 00:46:43,770 --> 00:46:44,190 problem. 1092 00:46:44,190 --> 00:46:46,890 Glenn Harper: But that's a trick question because there's not a number. 1093 00:46:46,890 --> 00:46:49,110 Just so you know, the accountant wants to make a number, 1094 00:46:49,110 --> 00:46:50,990 but there's no number. There is not there. 1095 00:46:51,000 --> 00:46:54,210 And the other funny thing you said, like, you just can't 1096 00:46:54,210 --> 00:46:55,710 get away of being an accountant. I'm just sorry. 1097 00:46:55,710 --> 00:46:58,290 You just can't, because here you are saying you don't like 1098 00:46:58,290 --> 00:46:59,970 to do sales. Are you kidding me? 1099 00:46:59,970 --> 00:47:02,010 An account that doesn't like to do sales that just doesn't 1100 00:47:02,010 --> 00:47:03,750 exist. That's the funniest thing ever. 1101 00:47:03,750 --> 00:47:05,610 Adam Tarnow: But I'm so rare. 1102 00:47:05,610 --> 00:47:06,900 Glenn Harper: I know. It's so bizarre. 1103 00:47:06,930 --> 00:47:08,300 Not stereotypical at all. 1104 00:47:08,310 --> 00:47:10,680 Well, Adam, it's been an absolute pleasure having you on 1105 00:47:10,680 --> 00:47:12,780 the show today. I hope all of our listeners. 1106 00:47:12,950 --> 00:47:17,510 They glean some some points that will resonate with them 1107 00:47:17,510 --> 00:47:21,230 and help them maybe make that next step to try to be all 1108 00:47:21,230 --> 00:47:24,590 they can be and live the dream that's out there for all of 1109 00:47:24,590 --> 00:47:26,470 us to do. Again, this Glen Harper. 1110 00:47:26,570 --> 00:47:28,250 And thanks again for joining us today. 1111 00:47:28,250 --> 00:47:29,150 Julie Smith: And Julie Smith. 1112 00:47:29,420 --> 00:47:30,110 Glenn Harper: Take care. 1113 00:47:30,440 --> 00:47:31,160 Adam Tarnow: Thanks, guys.