Podcasts about 'hey

"Are you living your dream? Are you living society's dream? Are you still evolving and stretching or have you become stagnant based upon the fact that 'Hey, I've arrived'?" - Teneshia Jackson Warner If your dreams have been put on the back burner during this pandemic - this episode is for you. Teneshia Jackson Warner is the founder and CEO of one of the country's most successful multicultural marketing and communications firms, EGAMI Group. She's creator of The Dream Project, which inspired her to write her book, The Big Stretch: 90 Days to Expand Your Dreams, Crush Your Goals and Create Your Own Success.  The book is is a soul-searching, life-transforming, 12-week boot camp that reveals how to get from where you are to where you dream to be – in life and in business. In this episode we talk about where our dreams stand during this pandemic How to relight the fire our our dreams How the biggest thief of an extraordinary life is a great lif How comparisons impacts our dreams CONNECT WITH TENESHIA: Get Teneshia's 90 day roadmap Buy The Big Stretch Website Facebook Instagram CONNECT WITH DANIELLE: Buy the HIP Habits Workbook Facebook Instagram Twitter Website This podcast is brought to you by the Mail Tribune. Check out more Mail Tribune podcasts here.

Blake Murphy of The Athletic joins the show to delve into the performance of the Toronto Raptors during Las Vegas Summer League, especially regarding the newly drafted Scottie Barnes. Additionally, we discuss the Kyle Lowry trade, what he meant to the city and the Raptors franchise, and how they will move forward next season and beyond. 9:10-10:08: "[For Scottie Barnes], the playmaking on the move is real. … Barnes' defense is gonna be his calling card early on. I think he's been pretty good on that end. The processing speed there is really high level and they've had him picking up full court, they've had him guarding across positions. So I think he's going to be a real player from day one defensively as hard as that is as a rookie, but the offensive game is gonna take a little bit of time." 18:48-20:20: "The Raptors haven't had a lot of guys stick around nine years. They haven't had a lot of guys win a lot in Toronto also. So I think the fact that Lowry's […] ascension kind of parallels the franchise's own rise to being a more legitimate franchise in the NBA, and being a pretty consistently good team and eventually a championship contender. The growth of Lowry and the growth of the team as a whole are kind of hand in hand. … Lowry has always really fit kind of what Raptors fans are about. And what I mean by that is, you know, the "We The North" campaign from back in 2013-2014 kind of tried to get at this like: 'Hey, there's an entire country here that's obsessed with hockey, but, hey, pay attention, there's a bunch of us basketball fans too.' And hey, there's 30 markets in the NBA, and 29 of them get what Raptors fans feel like is preferred attention. … They kinda had this level of othering with the fan base where you could kinda get people to buy in more by pointing out that they were...underdogs too. And I think that Lowry really represented that with his career path and his general attitude and the chip on his shoulder." 27:30-28:18: "Even with the COVID and the shoulder injury and the clutch struggles, I thought [Pascal Siakam] improved. I thought he improved as a playmaker, he improved his shooting from every area of the court inside the arc, so that's an important consideration. … Having said all that, he needs to keep going. He got paid, not the full supermax, but the 28 percent kicker on his max deal, and he needs to continue to improve to deliver on that. He's not that level of player yet.” 40:27-41:06: "If you tier out the Eastern Conference, they're probably in the 6-10 or 7-11 range. They're certainly not a team that is for sure going to avoid a play-in game. They're not a team that for sure is gonna make a playoff run necessarily. But I think a lot would have to go wrong for them to be bad. You look at last year, displaced from home, COVID outbreak wipes out half the team and half the coaching staff, including three starters, and even then, after all that, they still had to intentionally bench guys down the stretch to make sure that they didn't make the play-in game and could get a better lottery spot." Sponsor: Use code TBPN during sign-up at DraftKings.com to claim your free shot at millions of dollars in total prizes.

Entertainment Reporter Peter Ford speaks with Ben Fordham on the return of 'Hey Hey it's Saturday'. See omnystudio.com/listener for privacy information.

Relationships are the primary means God established for learning about and preserving His commandments. However, these close relationships are often lacking in today's society. The best way to go about Mentorship is to SEEK it. If you want to be mentored, YOU should initiate the connection! Your leaders are a great place to start, but pray about it, whoever you have in mind or whoever the Holy Spirit is leading you to, YOU can begin that process by pulling that person aside and saying, 'Hey, I've seen that you love Jesus and live a life that honors Him. Can you show me how? And then honor their time!" Without guidance, people fall, but with many counselors there is deliverance -Proverbs 11:14

dadAWESOME   We're on a mission to add LIFE to the dad life. We're passionate about helping dads live fully alive as they lead their kids to God's awesomeness.  | YouTube |  Instagram | Facebook | Twitter   Bob Merritt   Bob Merritt led Eagle Brook Church for 28 years. He retired in March of 2020 and lives in White Bear, MN with his wife Laurie. He joins us for this 2-Part podcast conversation on fatherhood themes ranging from leadership blindspots to fatherhood insights learned from his dog Blue.   FATHERS FOR THE FATHERLESS   —MINNEAPOLIS, MN — August 28th, 2021 — DENVER, CO — September 18th, 2021 — PHILADELPHIA, PA — October 2nd, 2021 — NEW YORK, NY — October 16th, 2021 — PHOENIX, AZ — November 20th, 2021 Register Here: https://f4f.bike/   Show Notes:   Text “DAD” to 651-370-8618 to join the dadAWESOME Nudge to becoming an intentional dad 3:44 - Bob's daughter, Meg, shares reflections on her dad. 7:54 - The impact of dads bringing their families to church 11:35 - Deuteronomy 6 - "Love the Lord your God with all your heart and with all your soul and all your strength. These commandments that I give you today are to be on your hearts [parents]. Impress these things on your kids. Talk about them when you sit at home, when you walk along the road, when you lie down, when you get up ..." 12:37 - "So the question I would have for dads: Do you know God's word well enough? Are God's commands on your heart? Because you can't teach your kids what you don't have." 14:28 - "Pain, I think can lead to passion or pain can lead to passivity." - Jeff Zaugg 16:01 - "You know, life is full of pain. We all have it. But what I would say is that God doesn't cause that pain. Right. But God can help you heal from that pain and put you on a better path if you'll be willing to allow him to do that." 17:23 -  "Pain is a signal that something's wrong when it comes to life." 21:12 - "So if I've got an anger issue, but I'm not seeing it. Will I have enough humility so. Will I have enough strength, Jeff, to ask somebody, 'Hey, will you help me see some things in my life?' See it's a person of strength who's willing to admit I've got an anger problem or I've got a spending problem. People of weakness, will never admit they have an issue." 25:19 -  "You got to be humble enough and self-aware enough to know that we all have flaws and weaknesses, that if we could just get somebody to help us look at that, you know, it could just open the world to us." 28:02 - Deuteronomy 30 - "I've set before you life and death, blessings and curses now choose life so that you and your children may live."   Episode Links:   Bob's book "Done With That"  Bob on Facebook Eagle Brook Church Final Message from Bob (March 2020) FATHERS FOR THE FATHERLESS Make a Donation to dadAWESOME Join the dadAWESOME Prayer Team Conversation Transcript        

With billionaires blasting off to spend a few minutes on the edge of space, some of us who are destined never to leave earth are asking 'Hey, do you really need to do that? Can't we fix some of the problems down here first?' We're exploring the environmental issues of commercial space tourism, and of scientific space travel, and looking at some of the options for making the industry slightly less bad for the planet. And for space. Enjoyed the episode? Got an idea for another topic? Just want to say Hi? We'd love to hear from you! Get in touch with us on Instagram, Facebook and Twitter or by email forwhatitsearthpod@gmail.com. Oh, and please subscribe and leave us a lovely 5- star review. It helps us reach new listeners and spreads the FWIE love!

There is this rampant and egregious over and incorrect diagnosis of hypothyroidism. It doesn't mean that hypothyroidism does not exist; of course it does but there have been major outcries even published in the Journal of Thyroid or in Medscape that there is this drift to incorrectly diagnosing people all probably because we're trying to help them but it ends up doing way more harm than it does good. - Dr. Michael Ruscio   Get 15% off your CURED Nutrition order with the code WELLNESSFORCE at wellnessforce.com/CURED   ---> Get The Morning 21 System: A simple and powerful 21 minute system designed to give you more energy to let go of old weight and live life well.   JOIN THE FACEBOOK GROUP | *REVIEW THE PODCAST*   Wellness Force Radio Episode 408 Doctor, clinical researcher and best-selling author of Healthy Gut, Healthy You, Michael Ruscio, DC, returns for the 5th time to share the truth about hypothyroidism, which lab tests you actually need for diagnosing hypothyroidism, sleep's role in helping uncover health issues, and what to do if you have been misdiagnosed with an illness. Have you been misdiagnosed? How can you find a clinician that you can truly trust?   Join us as Josh shares his own story of being misdiagnosed with hypothyroidism this year.    Paleovalley's Apple Cider Vinegar Complex Save 15% on your order with the code ‘JOSH' at wellnessforce.com/paleovalley Introducing a powerful organic blend of apple cider vinegar and four more gut & health supportive superfoods. Paleovalley Apple Cider Vinegar Complex is a powerful aid to get organic apple cider vinegar into your body faster, easier, and without having to tolerate the taste. Their Apple Cider Vinegar Complex also contains four additional superfoods shown to support gut health, inflammation reduction, weight loss, and blood sugar stabilization. Unlike other similar products, they use all organic ingredients in order to avoid the pesticides and herbicides so prevalent in our food system today. They use gentle processing in an effort to preserve as many of the unique and fragile nutrients found in apple cider vinegar and these other four superfoods as possible.   Listen To Episode 408 As Dr. Michael Ruscio Uncovers:   [1:30] Josh's Hypothyroidism Misdiagnosis 278 Dr. Michael Ruscio - What's Really Going On With My Thyroid? 236 Dr. Michael Ruscio - Healing The Second Brain 223 Dr. Michael Ruscio - Healthy Gut, Healthy You 119 Dr. Michael Ruscio - The Orthorexia Connection Dr. Ruscio Radio Podcast Healthy Gut, Healthy You by Dr. Michael Ruscio Dr. Michael Ruscio Josh's concern after receiving his labs and being told that he has hypothyroidism when he really doesn't. The high amount of misdiagnosis of hyperthyroidism we're seeing and while clinics are trying to help, these misdiagnosis is actually causing people more harm than good. Misdiagnosis of Graves' Disease with Apparent Severe Hyperthyroidism in a Patient Taking Biotin Megadoses 395 Ari Whitten Breaking down what it actually means to be diagnosed with hypothyroidism and what is happening in the body especially for men in Josh's scenario. The fear that came up for Josh during his call with the clinician, being told his "body is broken," and how it could've been handled better. What range of TSH we should be looking at to properly diagnose somebody with hyperthyroidism and who will actually benefit from medication. Exceptions in hypothyroid symptoms and prescribed medicine including infertility and young age. How misdiagnosis hurts people mentally, emotionally, physically, and financially as they go from one medication to another medication when they don't actually need them.   [16:00] Sleep's Role In Helping Uncover Health Issues Exploring the different types of therapies available at centers such as Dr. Ruscio's to help people with their hypothyroidism or other health issues. The difference between lab forward clinics that are focused on theories and those that will work directly with the client to help them heal with clinically trialed therapies. Why supplements and prescribed medicines don't actually help address the root cause of our health problems compared to changing our lifestyles. What lifestyle factors Dr. Ruscio looks at first when helping a client: sleep, diet, and other areas. Different diets Josh has tried including the ketogenic diet which made him personally feel sleepy and lethargic compared to something like the Mediterranean diet. How Josh's specific background including having the APO34 gene impacts his health and how his body responds to different foods. 373 Matteo Franceschetti Eight Sleep Sleep biohacks Josh is adding to his life including the Eight Sleep bed which uses thermoregulation to adjust the body temperature for greater rest. How Josh is tracking his body's response to different foods using the NutriSenseCGM device. 397 Kara Collier Save $25 on the first month of any monthly NutriSense plan with the code ‘WELLNESSFORCE' 365 Dr. Paul Saladino 252 Harpreet Rai | OURA Ring   [26:00] How Singing Can Improve Your Sleep Gaps that might occur with a mattress that tracks HRV compared to the home sleep test that Dr. Ruscio's team does which tracks if a person is snoring to help them with their hypothesis of testing for sleep apnea and other issues. Breaking down why men are at higher risk for sleep problems than women and Dr. Ruscio's theories on why. Weston A. Price Foundation 321 Sally Fallon Morell & Hilda Labrada Gore How your sleep angle can play a role if you are seeing metabolic insufficiencies and suboptimization. Why singing and playing different woodwind instruments like a didgeridoo have shown to reduce obstructed sleep apnea because of how it improves the tone of the musculature in the palate and throat. Tatch   [30:30] Which Lab Tests Are Beneficial? What tests Dr. Ruscio suggests Josh and similar people in his shoes do including an expanded cardiovascular panel to get a better sense on what Josh's risk looks like and help him make modifications. Breaking down which lab tests are actually essential to help someone improve their thyroid health. Why it helps to do an in depth look at what is bothering you: snoring, jaw clenching, dry mouth, receding gums, exhaustion, or drool as well as your history with braces and headgear. The fact that the one thing that will tank metabolism and testosterone levels for males is a an undiagnosed sleep issue. Exploring which workouts and weight lifting exercises that really help move the needle for testosterone and general health. Why the impact of exercise on hormones is actually fairly minimal. 380 Mike Mutzel What mouth taping is and if it might benefit your personalized health. Why mouth taping might not drastically help move the health needle for you compared to diet and exercise like it has for people such as Dr. Ruscio. Paul Chek | All Is God Why even the healthiest people who perform at a high athletic level will also face bad days but with the right help they should feel heard, things should make sense, and your clinician shouldn't make you feel afraid. Signs that you should look out for when following the advice of one clinician over the other. Why a trusted clinician is one that is open-minded, looks at different approaches, and is cautious. Paleovalley - Save 15% on your ACV Complex with the code 'JOSH' Drink LMNT – Zero Sugar Hydration: Get your free LMNT Sample Pack, you only cover the cost of shipping Belcampo Meat Co - Save 15% on your first order with the code 'WELLNESSFORCE' Botanic Tonics - Save 20% with the code 'WELLNESS20' breathwork.io M21 Wellness Guide Wellness Force Community   Power Quotes From The Show How Common Are Hypothyroid Misdiagnoses?   "Over the last three to four years I've really been honing in on this fact that there has been this division in alternative medicine that is once again trying to help people but incorrectly labeling people with a disease when they're actually in an acceptable, normative range. Why this is so problematic is because literally once per week at our clinic I will see a case of someone who has been misdiagnosed with hypothyroidism; it's really that rampant in today's society."  - Dr. Michael Ruscio   The Right Way To Speak To Patients   "When people aren't feeling well, there's already a predilection for patients to be a little bit anxious and their minds go to the worst case scenario. I've been there before myself; these thoughts happen and if you prey upon that, it's really the wrong way to handle these conversations because you end up making the person feel worse than they actually are. As clinicians, we should be trying to leverage a placebo in a positive and say something like, 'Hey, you can heal and you can recover. It's not that bad and these things can be repaired," rather than telling patients like in your case, "Your body is broken." Telling people their body is broken causes harm mentally, emotionally, physically, and financially." - Dr. Michael Ruscio   Do You Really Need Hypothyroid Medication?     "Many of these lab forward clinical models are predicated upon theory. It's a theory that your TSH shouldn't be above 2 or 2.5. So, what we're trying to use at our clinic is proof that when people have certain symptoms and they make diet, lifestyle or supplement changes, there is clinical outcome data showing these changes improve their symptoms. And a much better model is to put that lifestyle change process into a cascade of decision making trees that you can walk the person through until you get the result. Sure, some lab work guides that slightly but it's really the person and their symptoms and their response to therapeutics that drives the model predominantly compared to just treating labs and treating numbers that is again just based upon theory that chases a number and doesn't focus on the person." - Dr. Michael Ruscio     Links From Today's Show  278 Dr. Michael Ruscio - What's Really Going On With My Thyroid? 236 Dr. Michael Ruscio - Healing The Second Brain 223 Dr. Michael Ruscio - Healthy Gut, Healthy You 119 Dr. Michael Ruscio - The Orthorexia Connection Dr. Ruscio Radio Podcast Healthy Gut, Healthy You by Dr. Michael Ruscio Thyroid immunity – What Are Healthy Levels for Thyroid Antibodies Misdiagnosis of Graves' Disease with Apparent Severe Hyperthyroidism in a Patient Taking Biotin Megadoses 395 Ari Whitten 373 Matteo Franceschetti Eight Sleep 397 Kara Collier Save $25 on the first month of any monthly NutriSense plan with the code ‘WELLNESSFORCE' 365 Dr. Paul Saladino 252 Harpreet Rai | OURA Ring Weston A. Price Foundation 321 Sally Fallon Morell & Hilda Labrada Gore Tatch 380 Mike Mutzel Paul Chek | All Is God Paleovalley - Save 15% on your ACV Complex with the code 'JOSH' Drink LMNT – Zero Sugar Hydration: Get your free LMNT Sample Pack, you only cover the cost of shipping Belcampo Meat Co - Save 15% on your first order with the code 'WELLNESSFORCE' Botanic Tonics - Save 20% with the code 'WELLNESS20' Leave Wellness Force a review on iTunes breathwork.io M21 Wellness Guide Wellness Force Community Dr. Michael Ruscio Facebook Instagram Twitter YouTube Pinterest   About Dr. Michael Ruscio Michael Ruscio, DC is a doctor, clinical researcher and best-selling author whose practical ideas on healing chronic illness have made him an influential voice in functional and alternative medicine. His research has been published in peer-reviewed medical journals and he speaks at integrative medical conferences across the globe. Dr. Ruscio's best-selling book, Healthy Gut, Healthy You, has paved the way for a ‘start with the gut' philosophy which has enabled doctors and patient to obtain improved outcomes with minimal expense and effort. He is leading the charge to make alternative medicine more affordable, effective and practical, through a pragmatic application of evidence-based therapies. Dr. Ruscio's ability to objectively analyze medical literature has made him a trusted voice of reason, a voice he shares on his top-rated podcast and website.   Build Immunity. Breathe Deeply. A simple, powerful 21 minute morning system designed to give you more energy to let go of old weight and live life well. Get Your Calm Mind + Immunity Building Guide  *6 science based morning practices guaranteed to give you more energy and less weight in 21 Minutes. *7 day guided B.R.E.A.T.H.E breathwork included.   More Top Episodes 226 Paul Chek: The Revolution Is Coming (3 Part Series) 131 Drew Manning: Emotional Fitness 129 Gretchen Rubin: The Four Tendencies  183 Dr. Kyra Bobinet: Brain Science 196 Aubrey Marcus: Own The Day 103 Robb Wolf: Wired To Eat Best of The Best: The Top 10 Guests From over 200 Shows Get More Wellness In Your Life Join the #WellnessWarrior Community on Facebook Tweet us on Twitter: Send us a tweet Comment on the Facebook page Watch full interviews on YouTube

Allison Colombero joins us once again for a short, tangential conversation! Some concerns arise amidst our times, and rightfully so. Tyler & Allison are here to share experiences and genuine, free-flowing conversation, all in the spirit of humility and symbiosis. Find Allison on Instagram, Twitter, & TikTok @mackkme ! You can find the host, Tyler Colombero, @brodudemann on whatever you want. Follow the show on Instagram @symbiosisnow.podcast for clips and new release updates! As always, find @remingt0nblake on Instagram to check out his radical art, and big thanks to him for creating The Symbiosis Now Podcast cover art. --- Send in a voice message: https://anchor.fm/symbiosisnow/message Support this podcast: https://anchor.fm/symbiosisnow/support

"Jenny said, when she was just about five years old'Hey, you know, there's nothin' happening at all, not at allEvery time I put on the radioYou know, there's nothin' goin' down at all, not at allBut, one fine morning, she hears a New York stationShe couldn't believe what she heard at all, hey, not at allShe started dancing to that fine, fine musicYou know, her life was saved by rock'n'rollYes, rock'n'roll.Well you don't have to live anywhere in particular to hear that fine fine music, just tune in to the Saturday Edition of Whole 'Nuther Thing where I'll be serving up tasty morsels from The Youngbloods, Bob Seger, Cream, Joe Walsh, Santana, Traffic, Full Moon, The Who, Love, John Mellencamp, Mott The Hoople, Blind Faith, Melissa Etheridge, Doors, Buffalo Springfield, Little River Band, Joni Mitchell, Buddy Miles, Jack Bruce, Bruce Springsteen, Brian Auger, Crosby Stills Nash & Young and The Velvet Underground.

On the Podcast today with Danie Baker who is about to compete on Bravo's Top Chef Armatures. We talked shooting a reality tv competition show in the middle of the pandemic, cat videos on YouTube, the perfect time to be poisoned, and more!Remember 18+ ONLY!! EP 538Instagram.com/ItsTheWakeUpShowInstagram.com/StrawberryRadioInstagram.com/LizetteLoveInstagram.com/HeyDanieBakes

NJD: 1.Cow Stories 2. Origin Singer 3. Unrealistic Beauty Standards 4. NJD Rap 5. The Worst Bits Of The Week See omnystudio.com/listener for privacy information.

Enhancing Customer Experience With Floris Blok  You might be wondering why customers sometimes love you and sometimes don't. Is it something you're doing or something you're not? It is like when you go to a trash-and-treasure market, sometimes you find trash and sometimes you find treasure but that doesn't mean anything is wrong with those customers. Today, we've got Floris Blok from Blok Business Consulting and he's going to be talking to us about the customer journey, the customer experience, and what it means. Get more tips on how to enhance customer experience at dorksdelivered.com.au What is meant by customer experience? What is meant by a customer experience? How can you say it's a good customer experience?  Floris: To actually figure out what the customer experience is, you need to understand who the customer is. So if you're trying to sell something to someone, you want to know who they are before you try and sell them anything. That would be your first point of call or a call to action as an organisation, as a marketing department or whoever you may be. Understanding the ideal customer profile (ICP) is actually the first thing that you need to do. Floris: Once you have a deep understanding and insight about that, like a group of people or certain demographics or psychographic segmentation, then you can start understanding where they get their information, where they actually go out and buy stuff, what it is they are interested in, what makes them tick. Once you figure that out, then you can actually expand and actually build that customer journey or at the very least identify what the customer journey is through all kinds of different ways of research and analytics. And then, you can start optimising each of those touchpoints that you have with that particular segment's ICP. Floris: There are many different ways of doing it. For example, if you're an e-commerce platform, one way would be certain KPIs, like how many people dropped out from your website once they've done a search or how many people leave a basket with stuff in it and don't actually convert to an actual sale. There are different KPIs that you can measure. How do you identify your ideal customer? If you've just started out in business or maybe you've decided to start a business, but have no idea about marketing or who my customer is going to be. All you know is you make really good pies or you're a little bit faster laying a concrete driveway or you've got a cool way that you're doing your accounting, how would you know who is going to pick up on this? How do you work out who your customer is before you've had one? Floris: If you are already working for an employer and you want to go on your own, then you already have that experience. You would have had exposure to the type of people that are purchasing the products or hiring services that your organisation is actually putting out into the market. You would have at least some kind of idea. Floris: If you are completely new. Let's say hypothetically, you've just rolled out of college or university. You've got this great idea for something, like software. First of all, what you need to do is actually develop it into a product. There are all kinds of different things that we can talk about here from the product management point of view and a product development point of view, like setting up your MVP or minimal viable product, and then how do you go about getting financing, funding, etc. so you can develop it further and all of these things. Floris: Let's go back to your example of pies. Let's say you've just won MasterChef and now you've got $250,000 in your pocket, but your entire life, what you've done is you've basically put these pies or baked these pies for your family. Now you're sitting there with $250,000 in your pocket and they're burning a hole in it because you want to open a shop. You need to understand what it is about your pies that people like because three MasterChef judges liking it is fantastic. They've talked about it in front of the entire Australian population that watches MasterChef and all the international ones abroad and all of these things. Kudos! Floris: But you need to understand what the people who are going to come into the shop are going to come in for. They need a pie, but is it a breakfast pie? Is it an afternoon lunch party? Is it a snack? These are the things you need to understand. Floris: Once you understand what people like about your pies and what time they like to eat them, you can manage your production schedule, the marketing, your shop front or where you can actually locate your shop. We know that with COVID, there's a lot of real estate in the CBD that's emptying up because workers are not there. Are you going to move into CBD or are you going to be selling pies out of a truck? Food trucks are doing great because you can move locations and you can be in different places at different times. Floris: Understanding what your customers want and how they want to consume it, whether it's a product or service, is a very good start to understanding how you can then deliver that service to them for them to give you their hard-earned cash. How do you measure customer experience? On the MasterChef example, I've got this $250,000, let's go through the process. You might have a mobile location or something that's static. If you've got these people coming to the front of the van or the shopfront, and they're ordering pies, you can obviously say the pies are selling really well and then have things like best sellers and know how to promote and critique and change different product lines and measure the analytics, the same way you could do that with an e-commerce website. If you've then got those numbers in play, how do you know that you're attracting enough of the right audience or you're measuring things? Are you looking at people that are coming through the door going, 'Okay, they look like 45 to 60-year old business people, so I should be marketing more towards that segment.' How do you put pen to paper to actually work out the demographics and psychographics of your customers? Floris: I can give you the theory from now up until the moon shines tonight, but I think the answer was in your question, which is analytics. Once you have the data, then you can be a data-driven organisation and you can then adjust based on the data. For example, if the data says that you've got a meat pie that sells more than a cheese pie, you're more likely going to start buying in more stuff for the meat pie and making more meat pies and having them on hand, especially if you've got another data point that says that you've run out of them halfway through the day. A lot of this can happen quite instinctively with a lot of people. Now we're taking an example and we're applying it to a lot more complex processes, but principles are the same. If you have a pie that sells really well and it goes out of stock midday and you still got people coming in asking for it, then you've got a great set of customers that actually know what they want and they like your product but if you run out of it, that means that you haven't forecasted enough of that product. Now you're delivering a very bad customer experience. All of a sudden, you end up having to offer an alternative product, maybe even at a discount just to keep the customers happy and coming back through the door the very next day. Floris: It is about the data. If you have the data and you can see where the data is actually, providing you insights. Information, knowledge and insights are three different things. Information leads to knowledge, and knowledge leads to insight, which is then applied into an action in a business sense. You can translate that into future actions in order to improve. Floris: Data analytics can be very simple. It could be just you sitting there at the end of the day looking at your cash register or your receipts and looking at the number of pies sold and left. That's enough to give you an idea. It doesn't have to be as complex as an ERP system hooked up to a CRM that's tracking your website and all of these things.  Is scarcity a good customer experience strategy? You brought up something that's quite interesting. You said if the pie ran out halfway through the day, it affects the customer's experience. Apple intentionally creates short runs of their products so that there is scarcity in the market. How does creating scarcity affect the customer experience? Is that something that can be good or bad? You have these people then talking more about it. You have this line at the door versus having an empty store. Because you're really good at serving people quickly, they're coming in and out of the store very quickly, but it ends up looking like your store is empty because you're too efficient. Is that a problem that you should be worried about? Floris: It's a complex question and no simple answer can be given here. Let's give it a try and unpack it. If we use Apple as an example, Apple has an enormous level of brand loyalty, right? The level of scarcity only feeds into that brand loyalty because of the marketing around it and the hype that Apple creates around its brand. In this regard, it doesn't really matter whether you are in shortage of stock. You've got such brand loyal customers that even if they have to wait six months to get a phone, they will wait six months to have a phone. They'll walk around with a cracked screen, iPhone 11 or whatever it is, and then try and upgrade to an iPhone 12 because the Apple TV shows how you can take a great picture of your dog. That's brand loyalty for you. Apple does that almost to perfection.  Floris: On the other hand, if you've got a product like a meat pie or a pie store and you run out of pies, it's not going to look very good for you because it looks like you don't know how to run your business and this is a consumer product that's consumed in very high volume. It's a low-value-high-volume sales that if you don't get in our instant gratification culture right now, we're going to go somewhere else and get it. If your competitor has a product that is of equal quality, equal taste, in this case, potentially cheaper, they're more likely going to become your competitor's loyal customer. You would have lost a customer, which is why in the service industry or in the hospitality industry, it becomes very much relational based on relationships. If you can provide a good customer experience by making people feel welcome, making them feel that they are in a store where they are heard, whether they can get what they want and all of these things to actually make them feel good and activate these dopamine levels, they will then keep coming back. Customer Experience Differs  We've got McDonald's, Wendy's, Hungry Jack's, or Burger King if you're not in Australia, and Grill'd, which is a gourmet burger place in Australia. All of them are doing reasonably well for different reasons. McDonald's and Hungry Jack's are very similar, but we've been led to believe the burgers are better at Hungry Jack's through repetitious marketing. Grill'd is a bit more gourmet. But still, the customer experience could be very different for the three different places. In my eyes, I'd say if I were to go to McDonald's, which I don't go to very often, I'd be going there because I need something quickly, not because I need a high-quality item. So the customer experience for me in going to McDonald's is because I want something now—I'm on a road trip going somewhere or in between meetings—and I know that they're consistently quick and that would be why I'd go there. That's also exactly why I wouldn't go to Red rooster because they're consistently slow. On that same vein, I guess people don't go to Grill'd because they're quick; people go there because the quality is better. But the customer experience is around the demographics of the people that are coming there and the reason why they're going there. If you've got a pie shop and you ran out of pies and customers go somewhere else and the pie is better but they are slower, they still may come back to you. Is that fair to say or is there more play here? Floris: Yes, it's absolutely fair to say, which is why earlier I said that it was a complex question with a complex answer because there are multiple factors. If we take it purely on price, then if you've got a competitor with a low-priced pie within the same geographic area, then there's a good chance that they'll go for that one. Floris: But let's say, yes, it's a bit slower but it tastes better, then you're more likely going to want to have that pie because it does taste better than the quicker one. Floris: Yes, it's fast but one of the reasons I don't go to McDonald's is because personally I'll eat a burger and within two hours I'm hungry again. Yes, they've got a great customer experience inside now with the ordering screens as well. You get your number, you pick it up, and then you can sit down. You can do the drive-thru, and you can take it home. But I don't do drive-thru because it stinks inside the car. I don't take it home because it's cold and inedible by the time I get home, in my opinion. If I go to McDonald's, I'm in a rush and I need to get something done right, and I'm more likely going to be doing it in the store. The only other reason I go to McDonald's is the kids love their Happy Meals. What a scam that is. Did you know that McDonald's is the largest toy distributor in the world just because of their Happy Meals? Floris: Forget about value, just purely on volume. That's because they've done some amazing marketing on getting these kids hooked on Happy Meals. Happy Meals and sugar, and they do great. I know a lot of people, including my sister, who love McDonald's. I'd rather eat a hundred other things before McDonald's. Floris: They've catered to the customer, which is the little one that will nag and nag and nag the parents until the parents cave in and say, 'Yes, we'll go to McDonald's.' Very emotional decision. Floris: Absolutely. Not in the sense of I'm going to get something I really want. What I really want is for my kids to stop nagging me. Not to destroy the McDonald's brand, because we can't and that's not the aim of the conversation, but it's the lesser of two evils. I love my kids and I respect them enormously, but still, when they nag, it's unbearable. It Depends on Customer Expectation  Floris: Back to the customer experience. They've created that customer experience. You go in, you get what you get. Floris: They've got their 500 or 700-page manual that every franchise is exactly the same, so your expectations are met in each and every store that you walk into. Each and every McDonald's will give you the exact same thing, and the exact same thing is not that burger in the picture because we all know that's fake. It's consistent in its delivery and its service and in its product. The tastes are the same. They're all sourced locally, they say, but in any case, they are built all to the same standards, and therefore, you will get what you pay for. Floris: And that's the expectation of the customers and they provide that positive experience that, regardless of the taste, you keep coming back to McDonald's, even if you go there every blue moon or something. Floris: On the other hand, Grill'd, you're absolutely right. It's more gourmet. Location-wise, they're more into the CBDs, where you've got a high-net-worth, middle-class people who are willing to pay slightly more than a convenience fast food store. They will sit down. They'll eat it as well. They'll enjoy it. They'll have a conversation. It's much more of a social event. These are the expectations they have and these are the expectations that are met by growth, which is why they're doing fine. Businesses Measure Customer Experience Differently  So it doesn't always have to be the same metrics that you're measuring, as long as you know what they are and why people are coming to you. How do you go about creating that customer experience strategy? How do you go about actually playing through that? We do a lot of work with IT companies to better their processes. We also do a lot of work with schools, governments and small-to-medium businesses, and all their needs are very different and things that are important to them are very different. A lot of the time, small businesses could be more money-conscious. They are only just starting up. They're on an oily rag. They just want to have the smallest thing to get them through to tomorrow to be able to continue working. Generally speaking, a more experienced business will look more towards longer-term goals and have different interests that will then market ourselves around. With pen and paper, how would you go about creating a customer experience strategy? Should you just maybe cancel out all the different things and look at whatever is bringing in the money to your business and focus heavily on that one vertical. What is a customer experience strategy? Floris: Let's go over the definition of strategy. In its simplest form, the word strategy means a roadmap to do A, B, C in order to get you to Objective X. It's nothing more than a roadmap on how to achieve your objective, so you need to know what your objective is. Floris: In order to know what your objective is, you need to understand who you're doing it for so we can go back to the assignments in a golden circle. Why is it that you do what you do? How is it that you do it? What is it that you deliver in order to achieve it? Floris: Let's assume for a second that you know why you do things like in your case, you have an absolute obsessive joy of delivering highly automated and optimised processes for organisations because you want to give people their time back in order for them to be able to scale up but also have a family life. The way you do it is you set up an organisation with like-minded people and you now have a team that will then have the same passion and the same drive as you in order to deliver the service or product to your customers. You do hosting, you do automation, you do processes and all of these things. That's the 'what.' These are your products and services. Floris: But you started off by understanding who it is that you're trying to do it for. You have your objective. Let's say this year I want to have 20 million in turnover. And now the strategy comes into play, which is how you map out going from A to B in order to achieve that objective. Floris: Now you have all the elements in place. Let's go back to the pie store example. You know the customers like these five pies out of the 10 that you've got on your menu, so you're going to focus your production, stock purchases, etc. on these five pies. You still need the other ones because they're about 20% of your business, but you need to focus on 80% right now. Floris: You also know that most of your customers are in or around the CBD area, and they eat around lunchtime. You need to have a location that can actually put you in the most optimal place for these people to actually come to you. Is that an actual store, a fixed store, or is it a van or a food truck? Floris: Once you've answered these questions, you start looking at how are you going to market services? Should you go around all the companies and drop a flyer at the reception area so that people can see when they walk into the building in the morning? Should you do targeted Facebook ads or should you do LinkedIn ads because you're targeting professionals working in CBD? Floris: Pure statistic. There are about 26 million residents in Australia, and 11.6 million of them are on LinkedIn. If you would do LinkedIn targeted ads, which are a bit expensive, but you can actually market your pie to all of these professionals that are looking at their LinkedIn in the morning and getting hungry and then go look for that food truck. Floris: You know what you want to do. You know who you're doing it for. You know why you're doing it. Now you just basically build a roadmap in order to get there, and that could very easily be a pen-and-paper type of strategy where you go like, 'This is the shop or the food truck. I need to be there from 11:30 AM to 2:30 PM. I need to have the meat pies half-cooked by then. And I need 200 of these. 600 of these. 700 of these.' Customer Experience Strategy Doesn't Have to Be Complicated  It's not that hard. It doesn't have to be that difficult. As I was saying at the start, you can have websites looking at the different types of traffic that are coming, the demographics of the people that are coming there and then have your website do all other sorts of stuff to make sure they're on their customer journey. But it doesn't have to be that complicated. Floris: No, that could be your optimisation process afterwards. Once you get the foundations or the basics in place, and they're working. Let's say you now have another food shop that comes next to you and it's selling nachos. All of a sudden, you're competing. How can you start getting an edge? How can you start improving your business so that you can be more efficient in terms of your stock or in terms of your marketing? Focus on the Foundation Floris: We can go back into marketing terms like customer acquisition cost and all of these intricacies that business consultants love to talk about, which is all optimisation. This is all fine tuning. This is all taking the basics that you have in place and just making them slightly better. Floris: If you don't have the right foundations, you're basically just amplifying something that's not good. It's absolutely essential to actually have the foundations in place. Once you have these, then you can optimise and start looking into more details. Floris: Customer experience and marketing are very close to each other, but it's all about testing. You've got the basics in place. If you do this, what would happen? You can do A/B testing.  Floris: Let's say you chose to sell pies in Location A on Wednesday, and you earned $100,000. You went to that same location on Thursday, and you earned $80,000. So you know that it's probably best to be there on one day and choose another location on the other day. It's about taking that data, analysing the data, finding insights out of it, and then applying it to whatever it is that you do. Keep a Record of Everything Make sure you're recording that and keeping that so you can see what the trends were. If there were things that you weren't aware of and you picked up on, that would be very important. Floris: What can be tracked can be managed, and what can be monitored can be managed. If you're not monitoring your income, even the ATO is going to come to you. Floris: The same principle applies to everything else. If you want to be good at what you do, you have to be able to track it, monitor it, and then draw conclusions from it or insights and turn those into business applications. A lot of the time, we try and think that we do A and B happens, but there could be a whole bunch of different things. Like on the Wednesday and $100,000 example, maybe there was a huge conference just around the corner and you had a lot of people that came out. I'm happy to say that in October I'm going to become a dad, so I'm pretty excited. It was interesting. I've been doing a lot of research on how babies communicate, how language works for them and things like that.  Gather Data Until You Get a Pattern One of the cool things that I thought is when they see something or they're introduced to a new object, they don't start saying it until they're confident of that object and what it's called. It's the same as if you're sitting there and there are five different types of exotic fruit, and I just pointed across and said, 'That's a holla baba.' You wouldn't say anything and the baby doesn't, but then if you then saw that same piece of fruit in a completely different example someone said, 'Oh, that's a holla baba.' The baby would be like, 'All right. I now know through the process of elimination that that's what it is.' Floris: I'm not an expert. I'm not a neurologist. I'm not a medical professional in any way, shape or form. What I do know is what you just described there is how kids learn, and I know that from my own two kids. It's pattern recognition. In order to recognise a pattern, you need data. Without the data, you can't really do anything. Floris: If you've picked up that on that Wednesday, you made $100,000 in front of that location or at that location, that same location made $80,000 a week later, and you made $120,000 the week afterwards. It averages out quite nicely, but why were there differences? Is it just a normal everyday life or were there events during that? Observe the data points. Two points make a straight line. With three points, you start getting a bit of a trend or a pattern. Floris: The more data points you have, the more accurate your insight could be. But now that you have them and if you have a curious mind, which every entrepreneur should have, then you can start investigating what was happening at that location or within a kilometre or a two-kilometre range of that location. On that day, was there a museum event? Was there a conference? Was there a street band that was playing really well? Was it good weather? Was it bad weather? Your competitors down the road shut down. Floris: Absolutely right. You can take all of that data. For a large corporation, it's becoming easier to actually take all of these different data points into account because they can throw it into a machine learning algorithm and then something will pop up that says, 'Hey, you've done really well on this day because you had the high exposure for the number of people that were walking on the street.' Floris: But if you were a small organisation, you can do quite a lot of this quite manually and all you need is Google for your searches and YouTube, which is the second-largest search engine in the world, for your how-tos, in case something doesn't jive really well or you need some help with some piece of software or whatever. Ask the Right Questions Floris: All you need is a curious mind. Ask yourself all of the right questions. If you are going down the route of the back questions, it's good to have some sounding boards like either coach or consultant or anyone that you have on retainer for a once-a-month check-in or accountability sessions. Floris: Entrepreneurs sometimes might get a bit slack. They can lose their motivation for a day. It's not easy being an entrepreneur. It's not easy setting up a business. You could lose. It takes a lot of mental energy. If you have a bad day, it could impact your business. If you have employees, that could impact your employees. Having that support structure from a consulting perspective is actually quite helpful, but it's about asking the right questions. Get an Extra Pair of Eyes You've touched on a lot of information here. If anyone is out there and they are looking for a consultant or someone to be able to talk to and make sure that they have the right strategy, they're looking at the right data, possibly not getting distracted by cat videos, make sure they have a level of accountability, they are keeping on track and looking at the right resources, is that something you can help people with? Floris: Absolutely. As a consultant and an entrepreneur myself and as an ex-corporate myself, I have the experience and the passion, if you wish, to help people to get the answers and to help them along their way to achieve the success they want. I'm focused quite a lot on marketing strategy, customer experience and digital transformation. When I say digital transformation, I'm not talking about IT stuff. I come at it from a commercial and business point of view. Floris: Digitisation, digitalisation and digital transformation are three different things. Digitisation is basically analogue to digital. Digitalisation is looking at your value proposition. Digital transformation is when you look at the entire structure of the company—its culture, people, processes and technology in that order. That's where I focus on as well, and that fits quite nicely with marketing strategy. I definitely think that extra eyes can't hurt, and having a set of eyes go over that would help anyone out. We'll get you in to check out our process. I always think that we're doing all right, and then I get on one of these conferences and I go, 'No, we're not okay.' Now, there's lots of it you can be learning. There's Always Be Learning. ABL is something I'm very, very fond of, and hearing from someone else's perspective is always exciting. Floris: A word of caution: never really go down that rabbit hole. There's always that risk. Sometimes what you're doing is actually good enough, right? It's having someone affirm that sometimes that is needed. Bonus: Plan, Plan and Plan I am guilty of being an engineer first, business entrepreneur second, and that means that I have a ready-fire-aim mentality. It's very difficult for me. I'll spend 90% of the time on planning, and 10% on execution. When it's executed, it's fantastic and it always works. Floris: If that's your mantra, that's really good because Albert Einstein said that if he's got an hour to solve the problem, he'll spend 55 minutes on understanding the problem and 5 minutes on actually solving it. Perfect! I hadn't heard that quote actually. That's cool. We're coming very close to the end of the podcast now. I had a couple of quick questions. You might have already answered them, but you brought up Simon Sinek's Know Your Why. I wanted to understand from you what is your favourite book or what is the book that you suggest for some of our listeners to read to further understand customer experience. Suggested Read: The Seven Habits of Highly Effective People Floris: The Seven Habits of Highly Effective People by Stephen Covey. One of my favourite quotes is you can control what's within your reach, but you can only influence what's not within your reach. That's something that helped me quite a lot in my career as well. Similar to you, I used to go down quite a lot of rabbit holes and I used to want to impact all kinds of things, but I couldn't and I used to build so much frustration in me. I read the Stephen Covey book, and since then I only focus on what I can manage, what I can influence is great. Anything outside of that scope is unfortunately beyond. I have that book. I thought it was in my bag. It must have been in the car at the moment. I'm going through for a second read. It's definitely a fantastic read. I love having you on the show. Is there anything else you'd like to cover? Floris' Tip: Breathe, Think It Through and Move Forward Floris: If you're a budding entrepreneur, if you're starting out, it might feel overwhelming. Focus on your breathing. I tell that to all of my kids and my wife, and I use that technique. When you get overwhelmed, whatever the reason, slow down, breathe, think it through and then move forward. That applies for business, sports, even tests. Focus on not getting overwhelmed. Don't overthink.  The guts sometimes, right? Floris: Yeah. Even now at my age, I'm still learning to listen to my gut. The older I get, the more I want to listen to it and the less I want to use my head because my head sometimes can go off on many tangents. Instinct is one of the crucial factors in business that cannot be monitored or quantified, but it shouldn't be underestimated. I completely agree. I think everyone's played a couple of games of pool after a couple of beers and they all of a sudden become better when they stop thinking about it. Floris: Inhibition levels drop. What is business freedom to you? One last question. The podcast is Business Built Freedom. What is business freedom to you? Floris: Business freedom is another way to actually get life freedom. Being able to secure an income for my family so that I can actually spend time with them. Live to work and not work to live. It's the freedom of actually being able to have that good work-life balance but also have an impact on the life of the people around me. Hopefully, if I'm big enough one day to actually have an impact on people beyond our Australian borders, that would be nice. I love having you on the show, Floris. I hope everyone else has enjoyed the time that we've had together. If you do have any questions, we will have him jump across to the Facebook group to better answer anything you might have there. Otherwise, feel free to jump across to iTunes, leave us some love, give us some feedback and as always, stay good and stay healthy. Floris: Thank you very much for the time and for having me on the show, and thanks to your listeners for listening in.  

Fear of charging too much? Yeah… we're gonna talk about.  If you're ready to convert more clients and boost your sales processes, this podcast episode is your blueprint.  Join me as I connect with Jereshia Hawk, business coach, sales expert, and framework phenom when it comes to knowing when to sell, perfecting what to charge, and creating consistent revenue streams. Jereshia has helped over 350 entrepreneurs double their package prices, convert more sales calls, and increase their revenue growth within 12 months. Plus, she's a huge advocate for women of color in leadership positions which is part of her entrepreneurial WHY.  During our chat, Jereshia talks about the 10 questions to know exactly how much more you should be charging. Questions we should all answer that are simple, straightforward, and get results.  I had sooooo many questions for Jereshia and I think you're going to love the takeaways she gives as we go through them all. Get ready for note taking goodness and tips for *finally* knowing just what to charge for your offer. Plus, as promised, here's the script that Jereshia and I mention in the conversation. Make sure you listen so you can take action on this tried and tested process right away. Go on your Instagram stories, show your face, and say: 'Hey all! I've helped [# OF PEOPLE] get [X RESULTS] in their [TYPE OF BUSINESS]. I'm currently looking to take on a few more clients and have [X SPOTS OPEN]. I would love to go on this journey with you. Are you a [INSERT WHO YOU HELP]? If so, I want to hear from you! Send me a DM and I'll send you more details about this opportunity. Here's a glance at this episode... [06:42] Jereshia shares about overcoming the fear of charging too much, and how “charging what you're worth” isn't the right way to think.  [15:05] Here's how to create consistent revenue. For starters, don't bring your employee mindset into your entrepreneurial playground.  [20:01] Guess what, if you're listening to this, you are ready to sell. Jereshia is a big believer in selling before you build.  [32:19] She even shares tips for direct message selling. She says, “Conversion happens in conversation.”  [36:01] Action tip: Jereshia gives you an actual way to welcome new clients through Instagram stories -- she even gives you a script! Rate, Review, & Subscribe on Apple Podcasts ‘I love Amy and Online Marketing Made Easy.'

Kevin McGary is the president of Every Black Life Matters, with emphasis on the "Every."McGary joins "The Daily Signal Podcast" to discuss the contrasts between the Black Lives Matters organization and his own group, how fatherlessness has adversely affected the black community, critical race theory, the racist origins of Margaret Sanger and Planned Parenthood, and more."When we encounter people who are diehard BLMers, they usually say, 'Hey, ... black lives matter,'" McGary said."And I go up to them, and I get in their face, and I say, 'You know what, to me, bro, every single black life matters.' And then I asked them, 'Now, does every single black life matter to you?' And then they're stuck. They're like, 'Ooh, this brother, he's coming with something.'"We also cover these stories:The House Oversight and Reform Committee releases emails revealing that the Trump White House put pressure on then-Deputy Attorney General Jeff Rosen to investigate voter fraud claims.Rep. Elise Stefanik, R-N.Y., defends the Trump administration's Justice Department for subpoenaing the phone and email records of House Intelligence Committee Chairman Rep. Adam Schiff and Rep. Eric Swalwell, both California Democrats. Rep. Marjorie Taylor Greene, R-Ga., apologizes for comparing the House speaker's requirement that members of Congress continue to wear a face mask against COVID-19 on the House floor with Jews being made to wear gold stars by the Nazis during the Holocaust. See acast.com/privacy for privacy and opt-out information.

Cooking enthusiast Peter makes it to the final round of 'Hey, Can You Cook?', with Gordon Ramsay the judge. Peter wins. --- Support this podcast: https://anchor.fm/mike-malone9/support

Welcome to Showcasing House Music DJ Mixes by dattrax!! This week, thinking about getting a new car stereo deck was dancing in my mind. The one I bought a few years back doesn't play CDs anymore, but fortunately has an auxiliary plug to put my ipod or iphone into. I've been looking in the weekly electronic store flyers for months now, just eyeballing all the car decks- salivating. Dreaming of a cd player that works, the USB port to stick a USB stick full of house music into. The urge to drive to the electronics store and scoop one up was so strong, but know that it would be at least $220 when you include taxes and installation. Then the thought about how many mp3, 320bit house tracks I could buy for that money POPPED into my head, so I decided to live with my crappy car stereo (for now).This internal tug of war brought back a flood of memories to a time when my DJ Partner Jim and I were vinyl junkies to the extreme. We called it being addicted to "The Black Crack" (after the black colour of vinyl for those of you to never have seen vinyl before : ) There was a point where we were so addicted to buying house records, that when I saw something for let's say $35, I'd think to myself: 'but if I don't buy this, then I can buy TWO RECORDS!!'This sounds silly, but seems to be a man's version of frugality- choosing to not spend in one area in favour of another, but not saving any money. There are people who probably think, 'Hey, why do you guys still love house music so much?' You know, some guys dig sports or collecting something... that's just another money and time sucking hobby. We've chosen HOUSE as a hobby and are cool with that. The big difference is that this love can be shared with so many people and transfer those positive feelings.There is so much pleasure in the process for us, almost a monthly ritual... of hunting for tracks. Listening to them for a week or two, mixing them, listening, mixing them again, listening, then again, then sharing them and hoping that someone else likes the mix also.GOING BACK to the topic of being addicted to house back then. We went to endless number of parties, have over 400 mixed tapes & cds made by other house djs. We bought over 6000 vinyl records over the years and we stopped buying vinyl and switched to buying MP3's over 10yrs ago. And now have over 2000 house MP3 tracks. Burned through tape decks, needles (for turntables for the youth out there : ), mixers, 100s of cases of blank cassette tapes and over 8000 blank cds, whatever it was we needed- you name it. Compare to sports (if we were into sports), we would be the guys- shirtless and with full body paint jumping up and down like drunken idiots in the stand holding up crazy signs & stuff, buying sports related stuff, going to sports events, hanging out with other sports addicts, watching sports all the time and playing in men's leaugues 2-3x's per wk. We are the ultimate FANS!I tried to quit 'The Black Crack' three times and once for about 3years till I heard a DJ mix of new house that blew my mind. Now I know that we are here to stay. Just spent over 5hrs this week cruising over 1500traxs and hunting down 41 new tracks in www.Traxsource.com - excited about sharing the next mix with you!!---------------Reach out to us and comment. Just Google 'dattrax' and you'll find all places online that we've been a part of. Please share with other like-minded individuals.---------------There's a PayPal donate button on the right if you're on our main Podomatic site if you want to buy us a beer to say cheers ; )Our PayPal donation email if you are listening to our mixes on another platform. Any amount of support is welcomed. We appreciate you! dattrax@gmail.com---------------THIS MIX FEATURING HOUSE TRACKS BY:Thyladomid, Adriatique, Roy Davis Jr., Jeremy P Caulfield, Walker Barnard, Adana Twins, Hobo, Metronomy, Ewan Pearson, Baby Prince, Tanner Ross, Claude VonStroke, Jaw, Kraak & Smaak, Lex Empress, Neighbour & Elan B., Nico Stojan, Rosina, New Kanada, Startraxx, Skelpt, Hollis P. Monroe, Laura Jones, Chris Carrier, Matt Tolfrey & Sam Russo, Pegah Ferydoni, Andre Lodemann, Eve Be, Amber Jolene, Mowgli, Marius Laurentiu, Andrea Bigi, Pele, Findling, Kindisch, Nico Stojan, Vindahl, DJ T., Peaches, Moullinex, Catz 'n Dogz, Dirtybird, Medicine 8, Kurtis Hardrive, Larse, Claptone, Nicolas Masseyeff, Dani Casarano, Felipe Valenzuela, Demian Muller---------------Our main mix site: https://dattrax.podomatic.com/ or at: https://www.podomatic.com/podcasts/dattrax or Google "dattrax" and find the Podomatic link.THIS IS THE BEST OPTION: You can download the free "Podomatic" app, sign up with your email, then search 'dattrax' and subscribe to 'house music by dattrax'. It has a cute pic of my youngest boy when he was little and over my DJ mixer. BOOM!! 120 mixes, the last 27yrs of our lives in the crack of time between family, friends and work.---------------All tracks bought from https://www.traxsource.com/ and https://www.beatport.com/This mix was created on a Native Instrument's "Traxtor Kontrol S4" controller MK3 version, a crappy PC laptop and No sync applied.

At some point in the past we said we would watch D.A.R.Y.L. and at an unspecified time later someone contacted us and said 'Hey, you still need to watch that film.' Well, we don't know who you were, we forgot saying it, but now we're watching D.A.R.Y.L. Join us as we immediately get wildly off topic with Crocodile Dundee, discuss carnivorous robots, Alex hosts an acronym quiz, and we get blue in a way we haven't for a while. Seriously, there's an 'E' for explicit label on this podcast for a reason. Next week, our annual return to the Trek universe, it's Star Trek: Insurrection! GIVE US 5 STARS ON ITUNES! (https://podcasts.apple.com/gb/podcast/science-fiction-rating-system/id1200805447) Get in touch! (https://www.sciencefictionratingsystem.com/contact) Visit the Website! (https://www.sciencefictionratingsystem.com) Buy our Merch! (https://sciencefictionratingsystem.threadless.com/) Download the soundtrack! (https://samdraper.bandcamp.com/album/sxd-sfrs) See the list so far! (https://letterboxd.com/scifirating/list/science-fiction-rating-system-rankings/) And we're on Twitter (https://twitter.com/scifirating), Instagram (https://www.instagram.com/scifirating/) and Facebook (https://www.facebook.com/scifirating/) too!

Becoming a Leader With Tim Stokes G'day everyone, I'm sure we've all been in a spot that we've thought about how do we become a leader, are we already a leader, what is a leader anyway? And ultimately in being a leader, is that going to be something that's going to leverage your ability to achieve business freedom? Today, we've got Tim Stokes here, and he's going to be talking about exactly that. How do you achieve business freedom and how do you make sure that you are a leader, and you are a developing leader, and you are continuing your skills, etc. He's from a company named Profit Transformations. Tell me, Tim, in your opinion, what is a leader?   The Qualities of a Leader Tim: I've got a great answer to that one. You're a leader when someone is following you because if there's no one following you, then you're just a dictator going for a walk on your own. That's the simple definition for it. It's the effect that you have on other people. If you're inspiring people to follow your words willingly, that's what I would call a leader. If people are regretfully, resentfully, slowly or not very effectively following your words, then that's the sign that the leadership skills could be improved. I think it's as simple as that. It's the difference you're making to other people. I believe leadership is one word: servitude. You're there to serve...serve your followers. It's about redundancy. You're aiming to make yourself redundant through the people that are following you, not rule them, if you like, not dictate to them, but empower them to be like you, to give power to them, to increase their confidence, and to be able to do what it is that you are doing yourself.  Ultimately, anyone can be a leader, but it's also very field specific. You could be a leader at home, but not necessarily be a leader at work. Do you think that leadership can be taught or is it something that you are or you're not? We’re All Leaders Tim: I think we're all leaders. We just probably don't recognise that we are because we all influence other people. As a parent, you're a leader because your children are watching you, scrutinising everything that you do, copying you, mirroring you, following you, saying what you say, doing what you do and copying your body language. I remember watching my daughter look at me when she was about three and she looked at me, saw it on, and then she adjusted her posture and I said, don't do that. She just copied my posture from just watching me without saying a word, and I watched her do it and then I watched her adjust and I was like, 'Oh, don't do that. Have your own, not mine.' We're always being watched. Employees are always watching their bosses. If the bosses aren't punctual, the employees think, 'Oh, punctuality doesn't really matter here. That's great. I don't need to be that punctual.' So we're leading whether we like it or not. I think everything is co-leadership. Sometimes other people lead, sometimes you lead. We probably have a prioritised role of leadership in business, but definitely, leaders are always leaders. I believe selling is leadership because you're leading people from doubt and potentially resistance or a bit of fear into making a confident decision. So when people are in doubt, they need leadership. So selling is leadership to take people from 'I'm not sure what I need to buy,' 'I'm not sure of the price, so I don't have my decision-making criteria,' 'I'm a bit ignorant of what I'm buying. Someone guide me to making a confident decision and buying.' That is a leadership opportunity. Every sales phone call, every sales opportunity is leadership. That's exactly what it is, so I think it's everywhere. Everywhere in business is leadership. At home, you're in leadership mode. Sometimes I say the wife wears the pants, but that's not true all the time. It'd be alternating leadership because that tends to be how relationships work. We call it co-leadership. I completely agree with everything you've just said. I think it's important to make sure that you are walking your best step forward for everyone else to follow suit. With punctuality, as you said, it is important making sure that you are punctual at work. With situations like remote workforces and even workforces that haven't ever met in person, I guess this is coming more and more common, you're very disciplined, very passionate, and you've got all those traits and the business is going absolutely gangbusters. Maybe you're a solo entrepreneur and you're doing that and you decide I'm going to outsource some of these roles and grow a bit bigger. How do you make sure that some of the good traits that you have when you're not necessarily in the office and they're not seeing everything that you're doing and it's not being completely obvious to them because you might only be seen for a couple of hours in a Zoom meeting a week or something like that. Support Your Employees Tim: I believe that the emotions that you share with your employees is what they pass on to their customers. It's about being there for them. It's about supporting them. It's about constantly being in touch to show that you care about them and care about the work they're doing. It's recognising the work they're doing, appreciating the work they're doing. They actually work for you. So even though they might not be in eyesight, they still work for you. I have clients, and their business has grown and grown and they're in other states and have employees in other states and even other countries. I've got a client who took his business into four countries, and it's just a regular contact. Those clients are always talking to their people wherever they are, touching base with them, seeing how they're going, making sure they're happy, making sure their needs are met, etc. It's not assuming that they are okay on their own. It's actually finding out all the time. 'How's it going? How did you go with the job? Do you need any help? Yeah. Great. Could you do this? Fantastic. Great. Sounds like it went great.' So it's just those regular conversations that I think are crucial. In having those regular conversations, how do you make sure that you come across as someone who's appreciative and not necessarily someone that's micromanaging? Tim: That's really getting the context of what they went through, not just the content. When you start saying, 'Did you do this? Did you do this? Did you make sure you did this?' That's micromanaging. I love introducing numbers into businesses, the eight ingredients that achieve business freedom for business owners. One of them is KPIs and having numbers for the person to see themselves that they're doing a great job because the numbers don't lie. The numbers help people to see that they're doing a great job. The regular communication is great, but when you back it up with the numbers and say, 'Hey, you did an excellent job. You're on that job for two hours. I estimated it to be two and a half. Well done. That's excellent.' And the number backslap. And I'll find that over time that the numbers can fulfil a person with a couple of other ingredients. Then that way, when an employee's fulfilled, they need far less supervision. But it's getting them to that stage is what takes a lot of work.  Quit Micromanaging and Being a Business Dictator You said earlier that everyone's a leader in some way, shape or form. But I'm sure that there is people that we've all worked for or worked with and we've seen that they're not people that would like to follow. You've come across someone that isn't necessarily willing to step away from the dictatorship role. Is that still going to be a successful business or is it just not as successful? I'm sure there's been some famous dictators in that time that have done well. Tim: Well, Steve Jobs is a bit of a dictator, for example. He's controlling everything in a way because no one in any department knew what they were working on until the launch of the product. And then he went, 'Oh, is that what I was making?' I mean, when it all comes together, they finally figure out what they're making, but it's like everyone's sort of locked in a little area. Don't talk to anyone in any other department. It's all secret stuff. That's how that business was run, but it became the most successful company in the world, whereas Google is the opposite. It's like I have half a day off with pay. Just mingle here. Here is a community area. Everyone go and play pool and play video games and everyone talks to everyone from every department all the time. Yeah, you can be very successful if you're a dictator. I've had clients that it's like, why did my staff keep leaving? I can't stand staff leaving. I've got to build in some penalties and get better contracts. I'm like, 'Well, maybe you need to improve your leadership skills.' So I'm subtly trying to say, 'Well, they're leaving because of you and how you treat them.' But he's looking for tighter contracts because he's too much of a dictator, not enough of a leader. Still had a successful business, very successful business. However, if he wasn't there, they used to complain. If he's not cracking the whip, then they're not going to do it. So, yes, businesses can definitely be successful without great leadership. However, I'm about the word optimising and efficiency and taking businesses to an extremely high level. That's a very important ingredient. We're not born leaders. Some people are, but the rest of us are going to figure it out by trial and error of what leadership is by the results that we have and the effect that we have on people. We go 'Oh, okay, let's not say that next time.' You slowly improve your leadership skills from the experience. But we can take a proactive approach to learning this thing called leadership. It's like most people in sales don't know they're in a leadership role. Give them the good news and say, 'You understand you're in the leadership role.' 'What's leadership got to do with sales?' They're in doubt and they need to go from doubt to confidence. There's a leadership opportunity, the leadership journey, to facilitate and take them from their doubt to the confidence of saying to you, 'Oh, this is exactly what I want.' Getting people to that state of mind where they're so confident that they're asking to buy from you is good sales, and it's actually good leadership. Stopping Your Bad Business Owner Habits As a generalisation, if there's a problem in your business and it seems to be consistently happening, chances are it's the business owner that's causing that problem. If you find that people are leaving or that people aren't answering the phone or aren't doing things in a suitable amount of time, even if it comes down to people having more sick leave than usual, it can be something that they might not even consciously be doing. But that does boil down to something that needs to be corrected. The ship needs to be steered in the best direction or a better direction to what it's currently going. If that is something that you're wanting to do, this is all about leveraging and achieving business freedom. If you're trying to teach your staff how to be minions of yourself, mini-mes, so to speak, what is the best way to step away from a bad habit and towards something that's going to be closer to leadership can be a gift or a developed skill. What's the best way to make sure that you identify and then correct? Tim: I think a really good thing to do as a touchstone before is understand that it's about context. It's not about content. As a leader, you want to create the context. And it's like saying there's a soccer field, there's boundaries, here are some rules. Don't play the game. It's defining the rules and the parameters with which to play the game or how an employee can occupy the role in the business by knowing the parameters and knowing what the expectations are, which is sort of KPI can kick in. 'Here's a performance guide. Hit this number and you're doing a great job.' Run Your Business By The Numbers It's about getting from Point A to Point B. The road that you follow is not critical, but it's getting to a Point B. Your Point A gets you to Point B, and leadership is about defining Point B so that the person can figure out their way of getting there by using the parameters which you set and that's where policy is. The policy is like a rule or guideline that an employee follows. A simple one is answer the phone two and a half rings. That's a policy. So it's a parameter with which to perform well in your role. So when a business owner gives the clear parameters, which are systems, when you digitise the roll with the parameters and the policies, the procedures are not as important. It's clarifying what the outcome looks like because in the end, that's all that really matters. I was fortunate in about 1999 to look at the business reports that Rupert Murdoch, the billionaire, wanted from his newspaper every week, sent to him by fax by his general manager. And the guy, the general manager, was showing me this. We got on really well. He said, 'Hey, come and check out the office.' He's got like 50 staff in there. And he said, 'This is all the salespeople over here, the production people over here, all the journalists that are doing all the writing, and then we have the finance people, admin people, etc. These are the reports I have to fax Rupert Murdoch every single week or I don't have a job.' I started to realise that billionaires run their businesses remotely by numbers, straight numbers. He said there are 23 offices faxing the same reports, so 23 separate businesses every Monday seeing the same reports. And he said we don't talk too much because the numbers tell the story. And that insight was great for me to understand that when you set the parameters up, which is a lot of work, and then you introduce the KPIs that show the outcome that they're aiming to hit from that role, and you have the systems in place for them to follow as guidelines, you don't need to micromanage. That's when you achieve business freedom, where you don't have to work in your business, because if you set it up correctly or at a very high level, then that's the outcome that you can achieve. Well, I can say that I wish I knew you were around when I started business because back in 2007, when Dorks Delivered was in its infancy and I started off as the cowboy who just went around doing everything that he read online once or had the trial and error and worked out that was the best way to do it. And then I went down a path and hand over fist loads of coin, but went to a spot where I thought, 'Okay, this is fantastic. I got to bring someone else on board. Brought David on at the time. He was going really, really well. He was working 80 hours, I was working 80 hours. We're both going gangbusters, loving it. The family wasn't as keen on it, but everyone else says you got to balance these things until they had a stroke and end up in hospital. And then I can't do 160 hours in a week. So I went, 'Okay, what can I do here to make sure this doesn't happen again.' And removing onboarding times and things like that and started systematising and putting in processes, practices, operating procedures, KPIs, I got to get our business running to a spot where I could step away. His heart attack happened in 2012. It took me until 2016 to be pretty confident in my systems. It was 2018 I was able to step away for 3 months and not do anything in the business and I thought, 'Okay, sweet.' but it took time.  Tim: Oh yeah. It takes a lot of work. I can shortcut that for a lot of businesses but you know what it's like. I was talking to a client yesterday about that exact thing and we were just guesstimating that it's probably at least 500 hours' work on your business that you got to do to get to that level. It's a lot of extra work, and if you can shortcut it, excellent.  The way I did it I looked at the different things that I do in the business, and I just started writing a list of absolutely everything. I got about 500 different things on a list, and then I was categorising them so you could see was it an accounting role, was it an administration role, was it a technical role, was it on the tools? Where was my time going? That was eye-opening. I saw where my time was going and then speeding up all the different processes, and I love it. You've got to be passionate about it to be able to move it away from a job into an investment. Remove Repetition   Tim: Absolutely. I found that one of the reasons business owners go into business is they just want a change from doing the same stuff all the time as an employee. I think it's a mixture of ingredients. One of the most rewarding roles that you can have in a business is being in a non-repetitious space. You set your business up so that you're not dealing with the same customers, which is the production, you're not doing with sales, which is the same stuff. Same problem, same sort of stuff. And you move into that non-repetitious stage and that's where you can occupy different roles. If you're the business development manager for your own business, that could mean a few things. You could be the product innovator, researching to find new products to introduce into your business that can sell them as line extensions, or you could be going in a state meeting people in your same industry that you're not competing with having lunches and dinners with them and sharing ideas and swapping ideas. You can travel around tax deductible and have this great lifestyle and choose when you turn up for work and when you're travelling and having fun and staying home, researching kind of thing. And that's I think a great role to strive for as a business owner, to be in a creative, non-repetitious space, then life's just fun. It's just enjoyable.  Well, the terrible thing is while most people are being rewarded by being paid per hour, most people aren't looking at faster, more effective ways to do things. That is something that I'm really happy that we step away and help other businesses step away from that and make sure that they and their staff are doing things that are speeding up their processes. We don't charge our customers per hour for the work that we do unless we absolutely have to. We normally try and scope it all out and then have a set rate that we're charging them to achieve certain key objectives, and if we don't, then we don't get that money. It's very important that we set up ourselves like that, and I think other businesses should be doing the same thing. That ultimately has everyone strive towards the same common good. You don't want to have people in monotonous, repetitious work for lots more reasons than just it's boring. If they're doing something that's repetitious, it's something that we'll be able to automate. If it's not us doing it, it'll be someone else doing it. If no one's doing it for them, then it'll be their competitors that are doing it and then they'll be out of business. Any job that is repetitious can be automated. Tim: Yeah, that time's coming. We'll definitely move in that direction.  Always be learning, and that's the great thing with the BDM role. You're always learning new things about the industry, new ways to talk to people, new ways to become a better version of you and ultimately I guess become a better leader in doing that sort of research. If you had to pick just three effective leadership qualities, what would you say is the three main things that people should make sure they're doing? Consider Weekly Meetings Tim: I think it's really good to set up a weekly team meeting in businesses. When you set up a weekly team meeting, then you get the collective but you also get the individual at the same time. That's an example of something to be doing, is listening to a collective and instructing a collective instead of just instructing people one on one or communicating with people one on one. I think that is a huge ingredient that moves people towards that business freedom stage. And people like getting together and hearing from other people's point of view. That's a method of redundancy. I found that clients that I've set up the weekly team meetings with and then introduce numbers to employees use the word 'love' like say, 'I love working here since these meetings have happened and we're talking about numbers and all that.' We might think it's a bit scary to do all that sort of stuff initially, and sometimes there is a little bit of resistance from the business owners to do it as well as when trying to get the employees to do it. It takes a few months, but about Month 3, 4 or 5, often employees use the word 'love.' I think that's about as good as it gets kind of thing. 'I love working here. I want to work here until I retire. It's the best job we've ever had.' It's not changing the type of work they do, but just the environment that you create, the culture that you create from that weekly team meeting, getting together. And then I work for the team that doesn't work for you, and that makes a huge difference. They don't care if you're there or not because if a person is happy and fulfilled, they don't care what you're doing. If your employees are not happy and you go, 'I'm taking two months off.' They go, 'Why am I still working here?' They have a grudge about it. If you make your employees happy and fulfilled in their roles, they don't care what you do. You can do whatever you like. You can turn up for work or not, and they really don't care because they're not working for you. They're working because they're a significant part of the team. I think a leader can set that up and then create that redundancy, which I think is an essential ingredient of leadership: to figure out how to make yourself redundant in the role.  You've got to make sure you're redundant. We do our best to have a weekly team meeting. I have spoken to other people that have daily huddles to talk, and the staff said that they would love a weekly meeting, but it just becomes too much having daily meetings. Can you overdo it? Tim: Absolutely. Weekly is a magical timeframe. I've had hundreds of businesses that I've introduced team meetings to. Those that strive fortnightly don't make much progress. Those that meet monthly don't make any progress, but the ones that do it more often than weekly doesn't achieve a lot. A week is a magical timeframe. That's what I've found. It's a different day name for every week. And it's just a really good time trying to get your head around so you can say, 'Okay, last Tuesday, remember when this happened.' So they have a good memory for the events of those five days in that week kind of thing. So a week is just a great timeframe. You don't need to be more often because you're trying to review how you went for the week. Reviewing how you went for the day is not going to motivate you, but reviewing how you went for a week, it's a significant amount of effort to review how you went from that week's effort. It averages out some of the bumps as well. You have a great day one day, not so good next day, average day the next day. When you look at the average of the week, 'That's good. I averaged well.' The Meaning of Business Freedom What does business freedom mean to you or what should that mean to everyone else?  Tim: I think business freedom is a state of mind. It can be a physical thing. I like saying to business owners: would you like to have a business where you can go holidaying wherever you like? I got a client who goes surfing in Indonesia in a remote place for two months, sometimes three. That's business for you. That's great. As you said, it's different things for different people. But I think most people, as you said, 19 out of 20 would relate to that: wanting to be able to spend time on the things that they care about, be it surfing, painting, hanging out with snotty kids or whatever else that you're doing. Tim: It's the choices to do what you want, when you want, with whoever you want, wherever you want. Yeah, yeah, yeah. The Final Word That sounds awesome. I'd love to go surfing for that length of time. I think I'd finally learn how to stand on the board properly. One last question before we head off. What is your favourite book on business and leadership and why?  Tim: The E-Myth Revisited  I love it. Michael Gerber. He's great. Tim: Yeah, I discovered that when I've been in business for seven years, and then I read the book. I was actually really absolutely shocked and stunned that there's this subject called business and it has got nothing to do with an industry. And that's what the realisation was. Because I was like the typical person. I've got to be really good at my job. I was in a trade service business. I was a fantastic climber, great at destroying trees and turning them into mulch. However, I didn't know how to run a business, so that's seven years of struggle and then I realised there's this thing called business. You can learn about this topic. Then I did the Michael Gerber two-day workshop and that was just life-changing. It changed my whole philosophy, everything about business, because he'd say, why do you work? That's what your business is meant to do. Business works hard so you don't have to. I think that's the best book. It should be compulsory for business owners to read that book when they start a business.   I read it in 2007 and loved it. I've since read it again, and just on 'McDonaldising' your business is a big part of that. I think we'll leave it there unless there's anything else you'd like to add for our listeners? I know that there is one thing that I wanted to go through with you, particularly understand that if you are struggling in business, you have some options for people to have a bit of a review and you've got a book that you have on offer at the moment, is that right?   Tim: Yeah, I have a book called Eight Ways to Improve Your Business in Five Days. It's got eight strategies to implement to improve your business in eight different areas like employees, profitability, cash flow, marketing, etc. It gives you eight strategies to implement. They don't cost anything to implement them, but all of them will make a difference to your business. That's my challenge for business owners. If you're willing to put eight new strategies in your business, I challenge you to make a difference in your business within a week.   It sounds like something no one can lose with. That sounds awesome. If anyone else out there has any questions for Tim, we'll have him part of our Facebook group so you can jump on there, ask any questions that you have for him. Actually, what is the best website to go to? That's going to be easy to say.   Tim: Just go to https://www.profittrans4mations.com.au/    Thank you for your time, and everyone out there, stay good.    

Having the desire to call something his own, Nate ventured into the world of entrepreneurship after his separation from active duty. Combining the mindset he learned from the military with his financial and business expertise, he has built a business that he is proud to call his own, The Driveway Company.   Among the lessons he learned as a sales executive and entrepreneur: Focus on what are you really good at and be the best at that Find a way to structure yourself around the things you aren't good at   In today’s episode of the ACCESS Points Podcast, our guest, Nate Cavender will talk about how his military experience helped him establish the mindset he needed to succeed in a civilian environment.  He will also discuss his journey as a sales executive and a business owner, as well as the lessons he learned from those experiences.   Nate Cavender is an Air Force Veteran and Pilot. He served eight years in the United States Air Force as an officer/pilot. His passion for helping others and his desire to build something to call his own, he founded The Driveway Company. It was also his passion for finance that inspired him to pursue a career in wealth management and join a wellness company that offers an integrated approach to overall well-being.   Enjoy!   This episode is brought to you by Vouris - Vouris.com Turn insights into action Your data tells a story –  We analyze your past data and understand what worked, what didn't, what to keep and what to improve. All based on data, specific to your business. Take your free sales assessment here: https://hubs.ly/H0N77qL0   In This Episode 2:59 - Backstory of Nate Cavender   4:39 - How Nate got his pilot's license   8:00 - What a C-17 aircraft is and why he enjoyed flying it   9:57 - Why Nate transitioned from the Air Force to building his own company   11:27 - The challenges of being back in the civilian sector   14:46 - His first job after the military and what he learned from it   16:38 - The lessons he learned during his tenure at Merrill Lynch   22:26 - What inspired him to become an entrepreneur   24:44 - How Nate balances his work as a sales executive, a business owner, a father, and a husband   34:47 -The marketing strategy that helped them boost their business   36:53 - How their business performed in its first six months of operation   39:56 - Tim Elliot's advice for all business owners   Favorite Quotes "One of the colonels, one of my mentors in the military, says something that stuck with me and I'll always remember, he said, 'Hey, one day the air force is going to be done with you. And so you better make sure that you take care of your family because they're going to be the ones that are there when the air force is done with you.' And I think that's the same for pretty much everything in life. Your family is going to be there, but one day, everything else is going to be done with you.” - Nate Cavender   "I think the comradery that you form with your fellow pilots or anybody, your subordinates, was pretty strong and it was special. You don't immediately get that as easily in the civilian sector." - Nate Cavender   "In the civilian sector, not everybody necessarily has the same mission in mind. You don't necessarily know where everybody's motivation lies." - Nate Cavender   "I think the coolest thing is seeing people when they have a plan for their children that comes true for their children. It's special." - Nate Cavender   "I really want to have something to call my own. And I felt like I could really be successful."  - Nate Cavender   "I didn't realize how hard it really is to start a business. I was really excited about building this and I cared about it so much that I started to feel that even though I didn't have time during the day to work on my company, I would at night do it. So even though that was super tiring, not to mention the family that you had to pay attention to as well, there's something that drove me to still do it. And it was mainly because I love doing it." - Nate Cavender   "I guess moving forward to now, it's kind of like what we were getting at. There are some really hard times and they're going to be some good times. But if you're working hard and you're paying attention to things, they'll get better. It's like those days when you're just really struggling with whatever it is, it always seems to figure itself out." - Nate Cavender   Visit Access EFM: Website Facebook LinkedIn Twitter   Click here to listen with Access Points Podcast      

Bill Gates and his wife Melinda did not sign a prenuptial agreement to divide their fortune, which includes properties in five states, a private jet, an art collection and a fleet of luxury cars.The divorce papers filed by Melinda in Washington and obtained by the Daily Mail show Melinda did not ask for spousal support and has requested a trial date in April 2022.However, it is unlikely the divorce will go to trial with the former couple referring to a separation contract, which includes information on finances pertaining to two of the couple's children.The pair own a private jet and a number of properties including their main home in Washington and houses in California, Florida, Wyoming and Massachusetts. Their family home is a 6100 square metre mansion, which was purchased for US$2 million ($2.78 million) and was redesigned over seven years at a cost of US$63 million. It is now worth an estimated US$125 million ($174 million) and features seven bedrooms, a reported 18 bathrooms, an art-deco cinema, a dining room that can seat 24, an indoor-outdoor pool with an underwater music system, an artificial stream stocked with salmon and trout and reportedly a beach with imported sand.There's also a trampoline room, a reception hall that can seat 150 people for dinner or 200 for a cocktail party, a library with secret pivoting bookcases with a bar hidden inside one.The Gates also count a US$59 million ($82 million) ranch in Florida and a Wyoming ranch worth US$9 million ($12.5 million) in their property portfolio, which has five bedrooms, three bathrooms, a guesthouse, caretaker's house, dairy cabin, stable and a hut located in the middle of a lake.Two homes in California, one with a racetrack, orchard and fives barns with spaces for 50 hours was purchased for US$18 million ($25 million) and another for US$43 million ($60 million) features six bedrooms and four bathrooms.Bill is a car lover and owns a Porsche 930 Turbo, a Jaguar XJ6, a Ferrari 348 and a rare Porsche 959, which was held up for 13 years by US customs. Most recently, he purchased an electric car, the Porsche Taycan.The former couple announced their split over three decades after their romance blossomed at Microsoft, the company he co-founded that made him a billionaire.The former couple met at Microsoft in 1987 after Melinda started working there as a product manager, hitting it off when they sat next to each other at a work dinner. Melinda said it took him quite a few months to ask her out.The two married in Hawaii in 1994, seven years after meeting. He was 38 at the time and she was 29, and the couple went on to have three children together: Jennifer, 25, Rory, 21, and Phoebe, 18.Bill Gates, 65, is the fourth richest person in the world, and is estimated to be worth US$130.5 billion ($181.6 billion), according to Forbes, after he became the world's youngest self-made billionaire when Microsoft went public in 1986.Bloomberg's Billionaire's Index values Gate's fortune even higher at US$145.8 ($202.9 billion). The couple's divorce comes after 27 years of marriage.When the pair met, they reportedly shared a love of puzzles, while Melinda enjoyed beating Bill at maths games, although the relationship wasn't serious at the start."She had other boyfriends, and I had Microsoft," said Gates."We were like, 'Hey we are not really serious about each other, are we? We are not going to demand each other's time.'""I was new to Microsoft, there were a lot of men there, and you are still looking around," Melinda Gates added.When Melinda fell pregnant with their first child, Bill was shocked when she declared she was not going to continue working at Microsoft and would stay at home to be a full time mum.She said she didn't have an example of working mothers while growing up in Dallas, although her mum led a small real estate investment set up by her parents."The other thing that played into it – I mean, we have to be honest: Bill was the CEO of Microsoft, rig...

The Jam boys investigate disappearing digital content. the dark truths about working from home, and uncover how we could breath on Mars. Don't miss this weeks podcast episode, "Rent or Buy this Jam".  Dumb Tech of the Week Apple faces lawsuit over its iTunes 'buy' button Roku warns of standoff with Google over YouTube TV Tech News Bytes Nasa's rover makes breathable oxygen on Mars Disney Imagineering’s Project Kiwi is free walking robot that will make you believe in Groot The US Army is Testing a Powered Exoskeleton Called the ExoBoot Samsung's new ad for its S21 Ultra phone is ... a series on Hulu    A Scottish university finds new life for old wind turbine blades. Dutch politicians were tricked by a deepfake video chat Experiment lets you skip 'Hey, Google' for Assistant voice commands Toyota is buying Lyft’s autonomous car division for $550 million Main Topic Microsoft revealed the latest truths about working from home. Tech from the Dead 'Roku Originals' will become the new name for Quibi's catalog

The news media are a major source of diet culture BS. Every day there's an apparently "inspirational" story in which diverse bodies are shrunk down to diet culture's version of acceptability. We're literally brainwashed into viewing increasingly disordered, bizarre and downright dangerous behaviours as "#inspirational". Join me and my guest, anti-diet warrior and coach Summer Innanen as we present some truly epic examples of "SHITSPIRATION" from Australia and Canada. You will not believe how ludicrous they are! Grown up humans are supposed to be #inspired by a 'doubledown diet' which reduces calorie intake to almost nothing, a BARBIE DOLL (I am not joking), and....a Malamute? You have to hear this to believe it, it's next level #ridiculous. Trigger warning for this episode - very explicit language and we're discussing diet, calorie counts, etc, in (critical) detail. This one's not for the faint hearted! But if you're ready to get your rage-o-meter cranked up to ALL FIRED UP, this episode's for you! Show Transcript Louise Adams: Oh, Summer, thank you so much for coming on the show. Summer Innanen: Thank you so much for having me. I'm so excited to be here with you. Louise Adams: Tell me, what's firing you up? Summer Innanen: Well, I saw an article recently in Women's Health, and it's about... it's supposed to be like a, you know, quote unquote 'weight loss inspiration story'. And it's about a woman who had a very significant weight loss experience by doing a very disordered diet. And I think what fired me up so much about it was not just the content within it, which I'm sure we'll you know, dissect and talk about it. But the fact that in 2015, in December 2015, Women's Health came out and it was a huge... we got a lot of headlines, a lot of publicity around the fact that they were taking the words, 'bikini body' and 'drop two sizes' off of their covers. So they sort of made this like quasi- body- positive stance. Like, 'hey,  we've heard you, our readers. And we've heard that, you know, you don't like us sort of using this very patriarchal, sexist language'. Yeah. Yeah. And so, like I remember at the time this was shared, like even people within the sort of anti-diet community were sharing it, saying 'this is great, like nice to see a major publications sort of making these changes' and then, you know, to, to look and see here we are five years later and it's the same shit. Louise Adams: It's back. Summer Innanen: Worse. Like I would argue what this what's contained in this article is so terrible from the perspective of promoting disordered eating and like really what this person is talking about is like, the way that they eat to me sounds like a, like an eating disorder, which obviously like I'm not here to diagnose or go... Louise Adams: it's disordered eating practices. Right? It's promoting starvation. Summer Innanen: Yeah. So it's a combination of keto and intermittent fasting. So it's like keto isn't bad enough on its own. So it's like, we're going to make intermittent fasting onto it. Louise Adams: It's an unholy marriage. Summer Innanen: It is honestly, and that's like, for me, I think why I was so fired up about it too, is because when I sort of reached the end of the line with my own disordered relationship with food, I was doing, I was trying to...attempting, it would only last like three days...to do something kind of similar. And it's what absolutely destroyed my body. Like just... like put me into amenorrhea, even with like a higher body weight percentage, and like completely disrupted my hormones. And when I work with clients, I see the same kind of behaviors really being kind of the end of the line for a lot of people. Like the one that really, really kind of messes up their head and their physical, like their actual, you know, physiology a lot worse than other diets that they have done previously. Louise Adams: Oh, this is an awesome thing to get completely fired up about because like we have Women's Health magazine here, which is... it's not health, it's women's starving magazine. They did no such thing as  like...to tell us that they're not going to do the 'bikini body', but how gaslighting to say, 'Oh, we're not going to do that anymore. Hello, here's something  worse'. And like to use that kind of little bit of that... they just wanted the publicity of that. 'We want to perform the idea of body positivity, but like, hell no, we're not actually going to stick to that'. Summer Innanen: Yes, yes. Louise Adams: It's going to go back to this apparently inspirational behaviour of this lady. Who is doing the very thing that tipped you into like a severe eating disorder? That's so disturbing. Summer Innanen: Yes. Yes. And, you know, they give a outline of what she eats in a day and as I think, as I emailed you before, I was like, that's kind of what I eat for breakfast. Like, it's the same amount of calories that I consume for breakfast. Like, that's it. And I remember being in that frame of mind where you would read a magazine and they would sort of show like, 'oh, here's what somebody eats in a day'. Or 'here's what a celebrity eats in a day'. And I remember always feeling like, so ashamed because I ate so much more than that. And I was always like, 'what's wrong with me? Like, why can't I eat as little as this?' And you know, I just can't believe that stuff is still being put out there, like that the author of that piece didn't think like, 'Hey, this might really promote an eating disorder.' When it's that blatant! Literally... Louise Adams: my dog eats more than that. When it's that blatant and there's, you know, throughout every article that we're going to talk about today is...oh, except the last one. There's literally no critical thought. Or even appreciation of the damage that's being spread by these, like it's full on evil messaging as far as I'm concerned, dressed up as inspiration. That the fact that a journalist...journalists, as far as I know, are trained to be critical thinkers and, and yet it's like that goes out the window when it comes to these apparently inspirational stories. Summer Innanen: Yeah. Yeah. Like there's absolutely no consciousness at all. That's what I felt like. Cause you know, it's just, it was one of those things. That's, it's almost like when I first read it, I was like, it's almost too ridiculous to believe this is...that they actually publish this as something that's supposed to be inspirational. But it's to me like, you know, I think the readership probably skews a little bit, you know, on the younger side, you know, maybe more like 20 to 30 age group or younger, probably teen, a lot of teenage girls and you know, to be reading that at such an impressionable age and to think 'oh, this is how...this is what I should be doing'. Which is essentially like starvation as well as like malnutrition and just something that would put such a high amount of both physical and mental stress on your body, that would really create like long lasting damage. Yeah, both biologically and psychologically. Louise Adams: And that's, that's who I see, you know, my clients are the diet casualties, people who have had these experiences and then...you know? Dieting like this, crash dieting...because this is, this lady is on a severe calorie restriction. And then she's added intermittent fasting, which basically means you're only allowed to eat for six hours a day and squish in your tiny little bits of food into six hours. Like when you really think about that, that is so many levels of fucked up and she's saying, 'oh, it's so good'. And I feel for her being in that diet head, And who knows maybe an eating disorder head, but there's  ...the payoff is so great for her because the weight loss like that, the whole article is about her trying to shift the last bit. And she's still got a way to go. And her poor body, if her poor body could talk would be going, 'I'm starving. I'm slowing down this cause it's getting dangerous'. And she's like, 'right, I'm going to double down using the halo of intermittent fasting', which is starving. Summer Innanen: Yes. Yeah. And the other thing too, that stood out to me, well, two things. One is the amount of caffeine that she talks about drinking in terms of hydration. Cause it says, like, what really works for her. It's like, 'I'm really hydrating'. And it's like so much coffee and green tea. And I'm like, if I had that much caffiene I'd be, I don't even know what I would be doing. Louise Adams: That's a question I ask when I'm seeing people with eating disorders, like, what are you drinking? Because quite often when you get an eating disorder, you will drink caffeinated stuff to kill your appetite. So, she's calling that hydration. Summer Innanen: Yeah, exactly. Exactly. And then the other thing too, is that she uses the language of 'food freedom' to talk about how she feels, because  she says you know, 'food is really just food. It's not good or bad. I don't obsess about it anymore'. And it's like, really that could be pulled from any sort of anti-diet playbook, which is what we want, but it's so counter to what she's actually doing. And I think that it kind of shows like when you're really into, like, when you' re really kind of overtaken your mind, you're sort of riding this, this buzz or this wave where it does feel like that. But, you haven't woken up to how you really are looking at things that way. And you really are, you know, like if you're tracking every calorie, which is what she says she was doing... Louise Adams: How is that freedom? Summer Innanen: Yeah. That's not freedom. And that's, that's like, maybe she's sort of, you know, like kidding herself. She's at the sort of like, kidding, 'I'm kidding myself' phase. Like, it's like, you know, most of us when we were sort of dieters were like, 'well, no, no, no, I'm doing it for my health. Like I'm doing no, this is for my health', but really underneath it's, you know, there's, there's some other stuff going on, but I hate it when they kind of steal, like they sort of co-opt the language of intuitive eating and co-op the language of the anti-diet message and really use it to promote something that's so restrictive. It just makes... Louise Adams: You know who came to my mind when you were saying that is Rebel Wilson. Summer Innanen: Yes Louise Adams: she's an Aussie actor and has always been in a larger body. Apparently like her kind of whole catch phase for 2020 was that it was her 'year of health'. Summer Innanen: Yes! Louise Adams: But the behaviors are restriction and starvation and over-exercise, but she's masking that in the language of 'I'm so healthy now'. Like, 'I don't think about food anymore. My habits are so great', but it's the same thing. Summer Innanen: Exactly. Exactly. Louise Adams: Worlds apart from what the anti-dieting and intuitive eating stuff is actually about. Summer Innanen: Yeah. And, and like, it's not their fault. Like, I don't like talking about this. I'm not, I don't want to like, shame this, this woman at all. Louise Adams: As an individual, no. Summer Innanen: Or Rebel Wilson. It's like, but it's really about. You know, the it's really about the culture diet culture, and just the fact that we feel as women and more, you know, more specifically that we have to go to these extremes to really like, you know, show our, our worthiness as humans, like in our value. And like, Rebel Wilson is so talented. Louise Adams: I know, so funny. Summer Innanen: She's an awesome actress. And now it's like, everyone's just talking about her body and her weight loss. And it's like, it takes away from all these other amazing things that she's done. Louise Adams: And when it's really uncritical, as well. It's like, why is she so much better now than she's small? That just reinforces the diet culture message and keeps stories like the woman you talking about going. It's like, I can get all this attention, uncritical, positive attention, but it's like, we're not seeing what's right in front of it. Like we are teaching and promoting women in this case did a really, really sick eating disordered and stuff under the flag of health. Summer Innanen: And that is like, supremely unhealthy. Yeah. Yeah. It's so frustrating too, because you see all these positive changes happening in the way of, you know, women becoming more liberated or just having, you know, bigger voices taking up more space. And yet it's just like the same old shit is still there as it relates to our bodies and our value and, and... Louise Adams: There's such an uptick too, in January, isn't there. Summer Innanen: Oh yeah. It's a predictable tsunami of the weight loss. The walls of relentless inspiration, whether we want it or not. It's just, it's here. ESpecially with the pandemic, you know, because everyone, a lot of people have...maybe their bodies have changed a little bit, which makes a ton of sense because we're under a lot of stress or just life changes that have happened. So I think that, you know, depending on where you live, if there's still a lot of restrictions, which I was saying to you before, like there still is here. Dieting gives you like a bit of hope, almost like weight loss gives you a bit of hope. In this time when maybe some of us are feeling a little hopeless or just like really kind of sick of, sick of the isolation and everything else. And so I wouldn't be surprised that maybe your body's changed a bit during quarantine. I wouldn't be surprised if this year really you see like just a lot more people really engaging in dieting as a way to cope with the emotion, emotional discomfort of living through a pandemic. Louise Adams: That is a really good point, isn't it. Dieting can be a bit of a lifeline. It can feel like it, like something familiar to do in a scary time. Summer Innanen: Yeah. Some sense of control, some sense of like, you know, hope, something else to focus on other than like the fact that there's a lot of horrible things happening in the world. Yeah, absolutely, a hundred percent. And I just, I, you know, I've heard it from people that I work with just feeling more urges to diet lately. And I think that, yeah, it's just something to be mindful of. If anyone listening is experiencing that too, like I think it's pretty normal to be experiencing more of those urges, but hopefully you can... Louise Adams: LIsten to today's episode and get your bullshit detector back. Summer Innanen: Yeah, exactly. Exactly. Don't do it. Don't do it. Don't drink the Kool-Aid it's not actually going to help. Louise Adams: It's not control! Summer Innanen: Yeah, exactly. Louise Adams: It's so interesting because like, Canada is very similar to Australia, culturally in lots and lots of ways. And it's funny...not funny. It's not funny. Cause like, you're talking about really disturbing uncritical weightless articles. And we've got them here in Australia too. And I really want to talk to you about the lady who lost weight, because she wanted to look like Barbie. Yes. And Summer Innanen: I, so you said that to me, I honestly, it was like, okay, this needs to be a tabloid. Like this can't be like a real, and, and then you told me that it's actually a very legit publication. Louise Adams: Yeah. Oh, I'm so ashamed of ourselves. So, this is on Nine News. Channel Nine is Murdoch press and it's, you know, one of it's a huge...it's the number one news platform in Australia for news. I want to say news, right? News. Okay, exciting. And in this news, I'm just using air quotes.  It's this story from late gen a Barbie fan has dropped a whopping blah-blah-blah kilos in a bid to look like a favorite doll. And it's a story about a lady called...a 35 year old lady called Kayla. Who's apparently battled with her weight since she was seven, and has done all of the diets in the book and… Like, I just, I can't even, because yes, Nine News is promoting this as, as awesome. This lady that the article is...littered with her dressed as Barbie. She's a full grown female adult woman dressed as Barbie. And the whole story is about how she's had a gastric sleeve and, and is also starving herself, post gastric sleeve, and now she's very happy and...like I just, I mean, I can't get this article out of my head because it's on a major news platform also. I've just realized it was on the TV on a morning show. She now lives in Las Vegas pursuing her Barbie lifestyle. And I'm not criticizing Kayla herself whatsoever, but what I'm criticizing is the news. Which, by the way, I've also found out isn't even news, because this is from Jan 2021. When I'm Googling, to send you the article. THis article actually came out in June last year, it's old, it's not, it's old. It's not news. But it's been rehashed - guess why, it's January - it's Diet season and then some, you know, money hungry gastric sleeve doctors, and some people who want to sell their diets saying 'let's get her on TV, and uncritically throw this... it's an appallingly ridiculous idea that we need to look like a doll in order to reach the pinnacle of our existence. Summer Innanen: Yeah. Yeah. Yeah. And I think like, you know, there were, I don't even...there were so many things wrong with this piece. Louise Adams: It's hard to know where to start. Summer Innanen: Yeah. Okay. Well, let's start with when she was a kid, because she talks about how, you know, 'it didn't matter how hard I tried or what side I was on. I could rarely shift the weight or I would lose some and then regain double'. And it's like, well, yeah, that's what diets do. And so, this poor girl probably had her parents putting her on diets, which we know she did actually. Louise Adams: It says 'my obsession with Barbie began as a child and has continued into my adult life. I used to have over 200 dolls as my parents use them as an incentive to go on a diet and lose weight'. Summer Innanen: Yeah. Yeah. Which is so messed up. Louise Adams: That just made me want to cry. Yeah. Because as a parent to, bribe your a child with a Barbie doll, like the poor thing, she's seven. I know. And I don't know, that's at least 200 diets, isn't it? Summer Innanen: Well, exactly, like how horrifying is that? So, her metabolism is probably been so altered and she has no sense of her own  instincts on what actually, you know, feels good for her. And her parents basically instilled like this belief that like you're better or you're good or you're more worthy when you lose weight, And like, to think about the damage that that would do to someone's self-worth and their body image and the way that they feel it. Yeah. Yeah, right. Louise Adams: Cause it's...I see this as a real heartbreaking story and I cannot understand how this is inspiration. Summer Innanen: Yeah. Yeah. It's so awful. It reminds me of the there's this book. I don't know if you've ever read it. It's called 'The Heavy' and it's about a mother who puts her daughter on a diet and it's...it's a memoir written from the mother's perspective and she keeps putting her, she can't figure out why her daughter can't lose weight. She keeps putting her on diet after diet, after diet. And like, it just reminds me of that because the parent is...has so much  internalized fat phobia and their own disordered relationship with food that then they pass down to their kids. And like, that's what I see. I'm sure you see all the time with the people that we work with is that what our parents did, which they kind of were doing out of this like, protection. They wanted to protect us by helping us lose weight or commenting on our body or restricting food...actually completely backfired and made us feel like we, you know, we weren't worthy of their approval, of love, like of our own existence, unless we looked a certain way unless we lost weight, unless we ate a certain way... Louise Adams: All contingent on weight, which is it's insane because a weight is not under our control. And when we do the diet thing, all we guarantee is a slowed metabolism and weight regain. And she even says in this that she would lose it, then lose weight and then regain like that. Plus some, which is, we know that's perfectly normal as a response to starvation her. And cause her parents obviously have that internalized weight stigma, and she has it, you know? This is a story about her internalized weight stigma and how, you know, rather than kind of pushing back or being able to push back against it. She's really drunk the Kool-Aid. Summer Innanen: Yeah, yeah. And again, they highlight what she eats in a day, which is like, why, why these places do this is like, beyond me, because... Louise Adams: Well, they go into so many stereotypes too. Cause like it's the, it's the traditional thing like, 'Oh, before I had my gastric sleeve, I was a bad person and I ate terribly'. And ignoring the fact that perhaps her, part of her weight issues was to do with the diets themselves. Summer Innanen: Right? Louise Adams: Yeah. So that's ignored and so about...'it was definitely 100% my personal fault' quote unquote, 'that my body was large and I ate terribly but now I eat great'. But, what we see actually, like when you look at that, what she used to eat, she used to starve herself all day and then eat at night. Summer Innanen: Right? It's like, well of course you're going to binge at night. If you starve all day, that's no surprise there. You're going to be so hungry. You'll eat anything that's not locked down. And then what she eats now is like, it's so dangerous. It's like such a low amount of food and... Louise Adams: And says, 'I ate,'...I'm going to read some numbers here so trigger warning. Cause it's just, I just want to get across the point of how restrictive it is. She's had 80% of her stomach removed, and then she's saying 'I eat 90 grams of protein a day, 10 grams of carbs and five grams of sugar'. Everyday. Summer Innanen: Do you know what...10 grams. That's not even a banana. Right? 10 grams of carbs. Like that's like, that's like what? Like a few baby carrots or something like that? Louise Adams: There's no actual veggies. Breakfast is a protein shake. Lunches, chicken or beef with cheese, dinner is chicken or steak or a protein shake. And the snacks, cashews or walnuts. Like there's there's no fruit or veggies. Poor thing. In a stomach which is 80% removed, amputated. Summer Innanen: And can't be reversed. They also say that, which is another thing. Louise Adams: And it says this article has the hide to say 'she now has a good relationship with food'. Summer Innanen: Yes. I highlighted that too, because again, it's like, co-opting this language of food, freedom and, and using it in like a place where it's like clearly a very disordered. Louise Adams: How is that a good relationship with food? Summer Innanen: Yeah, it's sad. Louise Adams: And works out seven days a week. Summer Innanen: That, right. That was the other thing that really stood out because also extremely unhealthy to be, to be doing something like that. And you just sort of wonder, like what's going to happen to this individual. You know, and they may be riding the sort of like validation of having a significant weight change and getting the publicity and feeling really good about that. Louise Adams: But, you know, as we all know totally done it, you know, as a psychologist, she's finally saying to her mum, 'look, I am the Barbie doll'. I just...it's heartbreaking. I totally get why she's doing it. Summer Innanen: Right. Louise Adams: But I find it an incredibly sad story. Summer Innanen: I know, and I feel bad for her as a child. Louise Adams: I feel like I'm kind of alone in seeing her as a really sad story. Summer Innanen: No, it's really sad. It is really sad. And it's, and it's this idea like, again, it's like this idea that it's our fault, like, and it's a kid's fault if they are in a larger body instead of thinking, 'okay, well, this is just, you know, genetics'. Louise Adams: Here's my child, here's my kid. Give her a barbie doll, for fuck's sake, if she wants one. Summer Innanen: Yeah. Not to earn it by restricting food or whatnot. To put all the onus on her and to, you know, that she had to earn it by losing weight, earn Barbie dolls by losing weight. Like, it's so sad. And yet it's being like, you know, applauded and praised and... Louise Adams: It's sickening. How like diet culture, it's weight loss at all costs. And this is an extreme example of the costs, but I mean...2015,  right? Women's Health magazine is talking about, 'Oh, we see the harm done by diet culture. We see that talking about women as if they're a bikini body and stuff is not cool anymore. Well, we're going to stop doing that'. But now, like we just talked about like two really extreme articles promoting starvation. Like there's no problem here. And we've gaslit ourselves to the point where these things are being called lifestyle changes or health behaviors. Summer Innanen: Yeah, exactly. Louise Adams: We're talking about stuff that's much, much worse than the good old diet industry days. Summer Innanen: Right, right. Yeah. It seems to have gotten a lot more extreme, hasn't it? Like it's, it's something that has, it's always sort of been extreme, but it seems to be even more....I guess now the extremism is normalized. Louise Adams: Yeah. And it's mainstream. It's like pro-ana used to be pro-ana, cause we could see it as being different to what the world was. Summer Innanen: Exactly. Exactly. Louise Adams: Yeah. Someone said to you, I only ate in a six hour window and I don't eat any vegetables or fruit or carbs. We're like, 'Oh, you're so healthy. How do you do it?' Summer Innanen: Yes. Yes. 'Let me put you in my magazine. You're a success story'. But I wonder if like, if either of them took, you know, assessments on whether or not you have an eating disorder or disordered relationship with food, you would most likely see that they would probably check most of the boxes in terms of the things that they would say that they're thinking and doing as it relates to...you know, the behaviors, but I was going to say as well, it also just shows how weight stigma plays a role here. Because if this was an already thin person eating this stuff, you know, we as....there might be more people sort of calling this out as like very disordered or an eating disorder, but because they were in larger bodies and they went to these extreme measures to get in a smaller body it's applauded and like, that's the influence of weight stigma. It's like, we prescribed these eating disorder behaviors to people in larger bodies that we would diagnosis an eating disorder and somebody in a smaller body. Louise Adams: Yeah. that's Deb Burgard's point, isn't it. That's so like... Summer Innanen: Yes, exactly. Thank you. Cause I was like, I'm saying this and I'm like, I can't remember....thank you. Louise Adams: I know, it's such a slam dunk awesome quote because it's exactly what's happening here. Summer Innanen: Yes, exactly. Exactly. Yeah. Louise Adams: You know, I wonder, I literally wonder, like what you're saying about, if it was someone smaller, would, would the media alarm bells ring. Because I'm thinking, well, if that was Gwyneth Paltrow's day in a plate, we'd probably still be going, 'Ooh, isn't she cool?' Summer Innanen: You know what, you're right. And I saw that recently because Aaron Flores who hosts the Dieticians Unplugged podcast, he posted...I think it was via Glamour magazine. It was like what Kelly Ripa eats in a day. And it was the same thing. It was like, she was basically talking about how she eats dust. But...it was honestly very similar to what the first, the girl in the Women's Health magazine was talking about eating in a day. And so, you're 100 percent right. So, so maybe my point is... Louise Adams: I do think it's viewed differently. But I actually think that we're getting to the point where like it's competitive, not eating is at such extreme levels that we're not, it's only the people in the eating disorder industry who are going, 'hello, what the hell', like it has become so unfashionable to eat like a grownup. Summer Innanen: Yeah, yeah. Eat like a grown ass adult is what I say exactly. Exactly. Yes. I remember. I remember in the one that the Kelly Ripa, when she says, like, she called it...'my first chewable food of the day is around like 11:00 AM' or something, like that was the way that she described it. And I just, I remember commenting on it when Aaron and I was like, I can't believe she just used the expression, my first chewable food of the day. Like if, if that's not a red flag that you're describing the way you eat stuff, using those terms. And I don't mean to laugh. It sounds like a laughing at someone with a disordered relationship with food, but it really is horrifying. Just how normalized and then praised and applauded that is. Louise Adams: Like, 'oh, oh no, it's any 10 o'clock. Should I be chewing? Oh my God'. Summer Innanen: Yes, exactly. And I just, and again, like, I just remember always looking at those things and feeling so ashamed and always just being like, why can't I do that? Like, why can't. And thank goodness, my body couldn't do that because it was the reason why I didn't actually have like a full blown eating disorder and instead was just a chronic dieter. Louise Adams: We really need to stop this. We really need to stop listing what people like in a day. It's ridiculous. It's kind of like comparing what we eat to each other, it's encouraging  externalization of eating behavior? We cannot continue to do that. Like really, the articles about 'what I eat in a day' should just be followed by the phrase 'is going to vary every single day', and it's none of your damn business'. Right. Summer Innanen: Yes. Yes. That's the headline right there. Louise Adams: Right. Eyes on your own plate. Does it matter? It's not a fricking competition. It's not like we're going like, 'ooh, what my poo looks like every day. Maybe. I don't know. Maybe that's where we are  we going? Comparing physical functions. We just need to stop. It's so true. You kind of quid pro quo's me with, like, I came up with the Barbie ridiculous story and you came up with a whopper from Canada. Summer Innanen: The dog? Louise Adams: Yeah. Summer Innanen: So, this was on the CBC. So CBC is the Canadian Broadcasting Company, it's like our major national news network. And like, that's the one place I go when I want to get unbiased, like just straight up, really factual news. And they have this article that they posted called 'meet Woody a massive Malamute, serving up weight loss inspiration for the new year'. I just couldn't believe this was on the CBC and it's literally like this story, this weight loss story of a dog that like dropped half its weight and also had like shared it on social media as a way to inspire others to, you know... Louise Adams: Other dogs? Summer Innanen: No, no, no. Oh no. Humans. Louise Adams: This is a new low, eat like a dog. Summer Innanen: This is... Louise Adams: Oh my God. It says, 'If you're looking for inspiration to meet your new year's resolution to trim the fat, look no further'. Summer Innanen: Exactly. Yeah, no, it's to inspire humans. Louise Adams: Oh, please stop inspiring me. Oh my God. Summer Innanen: It's such a cute dog though. I just, as a side note, he's a really, really cute dog, but you know, this has come up. I don't know if you've been...you've probably been asked this question too before, but people will say like, well, you know, why is it okay to put pets on diets, but not humans? Do you have a good answer for that? By the way? Before I was going to say what I say. Louise Adams: I don't think I have actually had that question put to me. Summer Innanen: Oh, you haven't? Just me. I've gotten that. Louise Adams: Why is it okay? I don't, I don't know if it is okay. Like, I haven't looked at the weight loss research for dogs, but I'm assuming it's going to be physiologically similar to humans. Right? I don't know. I don't know. Summer Innanen: I don't know. My answer is like, we're not dogs. Like we aren't dogs, dogs aren't influenced by like diet culture. Like dogs don't have fat phobia., cause they're not like looking at thinner dogs everywhere and thinking like, 'I'm not good enough because I don't look like that'. Like they're... Louise Adams: Oh my God, you're reminding me of poodle science, you know, ASDAH's awesome little  video. Which is like, it's illustrating what body diversity is like, you know. But in weight science it's like, all the poodles are in charge and they're telling everyone, all the breeds of dogs to like, they like 'be like me, be like the poodle', but like a starving mastiff will never be the same as a poodle. Summer Innanen: Right, exactly. Yeah. One of the first like, quotes that I said many years ago was 'we're not Golden Retrievers'. We're not all meant to look the same. It's one of the things that I still say to this day, because it's true. And you know, in this article, like it's a pretty basic...they're just restricting the dog's food and making the dog exercise. But this idea that like we're similar at all. It's just so, it's so backwards to me because it completely ignores the culture that we live in. And like the fact that we are emotional being...dogs are emotional beings too. Yes. I will give you that. I love dogs. But they don't have the same. Not living in like a patriarchal society. They're not exposed to sexism. Like they're not, they're not exposed to fatphobia like, I don't think they're internalizing those charts at the vet that have like pictures of the different dogs with the big classifications like we would be. They don't feel ashamed when they step on the scale. Louise Adams: There's no diet culture in dogs, but there's diet culture in the humans that own them. And you can hear that in this article, can't you? Because it's like...actually it's everywhere. Like this sentence, 'he once weighed double what he should have'. How do you know what he should? He's a fucking Malamute. Summer Innanen: Yeah, yeah. Louise Adams: 'Should have'. So, we've decided what he should weigh and we starved him down there. And then, Pam Hedgie, who's the foster mom, apparently she's known for doing this. Starving the dogs so that they're adoptable. Now, that is awful. And...but the woman she's like, totally like lost it. She puts it on social media and...here we go. She says, 'humans have something to learn from dogs. They're so willing. I think that's the most amazing part about them. They don't get down, they get up everyday, they're happy to go to the park. And it has to be hard work. It can't be a breeze, but they're so happy and willing to do it. We could all learn a little bit about that'. I'm sure what he likes going for walks. Yeah, but I'm also sure that if Woody could talk, he'd say 'why are you starving me?' Summer Innanen: Yeah. I think it's, again it's like, you know, it just shows, 'okay, you have to do something extreme to be healthy'. Whereas really it's like, of course the dog wants to go out and play. And if we just let them do that by letting them tell us and get them outside, and they listened to their bodies, kind of like humans do..then you wouldn't have to, you know...It's not like this, like... 'oh, you should work out every day and you have to like push yourself through'. It's like dogs are naturally hardwired to kind of want to be that way anyways. And so long as we give them an environment where they can do those things, then they're going to be healthy regardless of their size. And that's, that's sort of similar to humans in a way. Louise Adams: His health is not even mentioned.  Like it'e literally just his size. And this assumption that he has to be half his size. Like we don't even know it was here actually just a larger dog in good health? We don't even know how old he is? Summer Innanen: No, you're right. You're right. Because yeah, because malamutes are huge to begin with anyways. Louise Adams: Yeah. Well, I've got a Great Dane and like big dogs, the big dogs. And like, my vet, there is no correct weight. And like, I love my vet because my vet is like full of body diversity. It's like, there's a great big range in Great Danes. You can have smaller Great Danes and big Great Danes.  And they're all Great Danes. Summer Innanen: That's so refreshing. Wow. Louise Adams: Thank you. I'm in the right place. Summer Innanen: People used to criticize my dog all the...my dog might, we lost my dog a few months ago. People used to like stop me on the street and like...not me actually, they would always do my husband for some reason. Cause they probably saw the look on my face and was like, 'I'm not going to say anything'. They would say like, 'what are you feeding your dog? Like your dog is too big' because we had a pug and he was really big and he was just naturally. Really big. He'd always been really big and like, vets were always totally fine with him. We never had a vet say, 'hey, you know, you gotta watch this weight' or anything like that. But, you know, people in the street would stop and comment. And I remember just saying to my husband, I was like, 'I swear if someone did that to me, I would just rip them to...', I don't know why they always stopped him. Louise Adams: Yeah. Actually now you say it. I get that about my Great Dane, Dolly. Her name is Dolly Pawton. It's so cute. They stop us and they're like, Oh, what is, what does he ate? Oh, first of all, they say 'he', cause obviously a big dog is always a 'he'. 'What do you feed him? He must eat you out of house and home.' This dog eats, you know, not as much as my boxer that I used to have. So there's assumption about size and what they eat. Let's look to our dogs,  right? No as inspirational weightless stories, but as diversity right in front of us. Summer Innanen: Yes. Louise Adams: And connection. Summer Innanen: And how we just love them regardless of their size. Louise Adams: I know. Like, poor old Woody, he's not more oveable now he's starved into submission. Summer Innanen: It's so silly to me that they would use that as a story of inspiration. Must've been a slow news day in Canada. Like you don't have a pandemic going on, I don't know why. Louise Adams: The sad point is that it appears that Woody has more variety in his diet than the Barbie lady. Summer Innanen: Oh yeah, at least he's eating lots of fruits and vegetables. I know. Oh my gosh. Right. Louise Adams: God. So, we've arrived at our last. Article, which is an interesting one in Good Housekeeping. That's just come out. Jan 29th, 2021. 'The unbearable weight of diet culture', which...it's such an exciting article cause it's really long, really in-depth, and it's talking about this whole idea of diet culture. In the intro, it says this: 'throughout 2021, Good Housekeeping will be exploring how we think about weight, the way we eat and how we try to control or change our bodies in our quest to be happier and healthier. While Good Housekeeping also publishes weight loss content, and endeavours to do so in a responsible science backed way, we think it's important to present a broad perspective that allows for a fuller understanding of the complex thinking about health and body weight'. So, kind of cool. Summer Innanen: Kind of reminded me of the Women's Health 2015 publicity. What I do like about this article, I will say, is Judith Matz and Christy Harrison are quoted quite a bit through it. Louise Adams: And Sabrina Strings. Summer Innanen: Yes, yes, yes, yes, yes. Which I thought was great because they tied in that component too, like the race component. And I thought it was one of those articles that you could probably send to a family member or a friend that didn't understand why you were doing Intuitive Eating or that had questions about it, but you didn't really know how to give them the information in a way that was a little more palatable. And I thought that this article was one of those things that you could totally pass along to them. It's easy to read, makes a lot of sense, kind of hits all the main points.  It's one that I'll probably bookmark for people. Louise Adams: It's nice too as evidence that the wider culture is taking the whole concept of not dieting and looking at the Health At Every Size sort of stuff seriously. Summer Innanen: Yes. And actual people who are in the space instead of like the people who are in between who talk about this stuff yet still promote weight loss, you know, like the sort of like, you know, Geneen Roths of the world and whatnot. So, I thought it was really great that they actually had a lot of, like a lot of like really well-respected experts weighing in and some good links and things like that, but there was still a little problem with it. Did you want to talk about that or do you want me to talk about it? Louise Adams: So it's at one point it says, look like it's all this awesome, awesome and stuff.  And then it  says, loo... they're talking about how the media in particular can promote dieting, and it says 'even Good housekeeping's own article on 1200 calorie diets is a tricky juxtaposition. The article aims to serve the approximately 40,500 people who search for 1200 calorie meal plans on Google every month. Despite the 2015 study that shows this number of calories falls within the realm of clinical starvation'. And that's, that's been changed... Summer Innanen: It has actually, because I... Louise Adams: I think it said something about the Holocaust before? Summer Innanen: Okay. So I have it, cause I cut and paste it into a document. It says, this is what used to say. It says, 'It's the most popular article here on Good Housekeeping's own website, about 1200 calorie diets that netted over 2 million search users in 2019 alone. Our second most read story of the year, despite the fact the number of calories falls within the realm of clinical starvation. In brackets - Holocaust concentration camp prisoners were fed 1,250 to 1400 calories per day'. So, that's really interesting that they changed it. Louise Adams: They've watered it down, haven't they? They've removed a bit of culpability. Like, cause that example of like in a concentration camp, you would get more food. Summer Innanen: It reminds me of the Minnesota starvation study, which, which was around like 1500... Louise Adams: 1500. Summer Innanen: 1500 calories a day. Louise Adams: And they all went around the twist from that over six months. Summer Innanen: Yeah, exactly.  Exactly. Louise Adams: I'm so glad you cut and pasted that. Summer Innanen: Yes. So that, and then the other big thing is they still link to the goddamn diet. Like they still link to it. They link to the 1200 calorie day diet. Like it's like they're saying, 'okay, we're exploring this'. And then they're linking to the thing that is probably the most like harmful triggering thing that you could put in that article. Louise Adams:  'We're not actually going to stop doing it because it's the second most popular thing we do'. Summer Innanen: Yeah, exactly. Exactly. Louise Adams: That is so fucked up. Summer Innanen: It's like these publications want to explore these topics and they admit that they're complicit and they get publicity because of that, they get a bit of applause and then they continue to uphold and perpetuate the same dangerous stuff. Louise Adams: Get off the fence, Good Housekeeping. Get the splinter out of your ass. Take the article down. Summer Innanen: Yeah, take it down, take it down. If you want to, you know, put your money where your mouth is... but they don't, they want to keep taking other people's money. And then you were telling me this was the article that people were opening and then they were seeing weight loss advertisements, right? Was it this one? Louise Adams: Yeah. So I was saying chats and people like reading the article, but in between the text of the article, were getting sold weight loss stuff. Summer Innanen: Yeah. Yeah. Louise Adams: I mean, geez. I mean, can we, at some point stop the fence sitting and stop performing the recognition of diet culture as harmful and, and start actually stopping the harm. So we protect little kids, like little miss Barbie. Summer Innanen: Exactly. Exactly. Yeah. Yeah. Louise Adams: And we stop the metabolic and physiological harm. If nothing else, you know. People are so worried. In the article, Good housekeeping. It's talking about how more people are dieting than ever before. Did you see ...'In November, 2020, the CDC, Centre for Disease Control, reported that more people are actually dieting now compared to 10 years ago', you know? Dieting, even though no one's dieting, more people are dieting than in 2010. And we are in massive trouble from the perspective of psychological damage and also from the perspective of long-term metabolic damage. And if I hear one more person bang on about diabetes, insulin resistance, you know, metabolic problems from being fat and they haven't kind of put the pieces together about actually, maybe it's the people who are dieting because it's the dieting that's doing that kind of physiological damage. You know, we need to wake up. So Good Housekeeping aren't just able to politically fence it because it sells sharticles and sells hits on their harmful website. We've got to. If we care  about health, let's start caring about it. Right, right. Summer Innanen: Yeah. Yeah. And I think that historically Good Housekeeping's always had like, you know, advertisements for Slim Fast and like diet, weight loss drugs in their magazine. And so I, you know, I would wager  I guess, that that's still going to be there. And, you know, I think the reason why diets have probably gone up like over the last 10 years is because it's all shrouded in health now. Louise Adams: Yeah, it's 'not dieting' Summer Innanen: Like everyone thinks that, yeah. It's like, this is our quote unquote 'healthy lifestyle'. Louise Adams: 'I've got a good relationship with food'. Summer Innanen: Right. And it seems, it's almost seen, like positioned as more empowering versus restrictive. And so like, more people are buying into it, but like you said, it's all the same bullshit when you look at it. Louise Adams: Just wrapped in glitter. Summer Innanen: Right, exactly. It's like that meme that the HAES student doctor says, it's like the poo emoji called 'diet' and then like in glitter, it's like 'lifestyle change'. It all, you know, it all upholds fatphobia. And dangerous dieting. And quick weight loss. And this idea that... Louise Adams: And a massive industry. Let's not forget that this is all a bloody huge  industry. It's...what is it? 600 billion in the States every year. Summer Innanen: Yes. Louise Adams: Yeah. This is a business and the media is in the business of keeping these businesses going. And even when they admit it, they don't stop it. Summer Innanen: Well because they would lose their sponsors. And, and then it would, I mean, it would all probably collapse. So it's a tough  situation. It's a tricky situation. I don't think it's an easy fix. I think you have to really stand out. You have to be willing to say like, 'okay, we're going to really be, you know, these are our company values and we're going to, you know, stand, actually stand by them regardless of what the fallout is from that'. But I mean, my hope is that more people are going like, you know, would support those messages. Cause I think there are, there's also a growing population of people who are sick of it and who are, are tired of that crap and who know that diets don't work. Louise Adams: Yeah. I think the pushback is happening. It is maddening when we see stuff nearly, nearly get it. And then kind of, whiplash straight back into it, but we keep pushing. We keep these voices going and the voices are getting louder and louder and more diverse and more strident. And I think, you know, 2021 January has been the usual bullshit tsunami, but I hope that this conversation for the listeners helps get the bullshit detector flashing. Push back against this whole idea that insane levels of starvation are somehow healthy. And you know, what we can do is like articles, comment on articles like that. I haven't read too many of the comments on that article, 'The unbearable weight of diet culture', but I did see the usual shit fight starting underneath. Summer Innanen: I did too. Louise Adams: 'Oh my God, you're  killing people'. Summer Innanen:  I know, that's going to happen. That's going to happen. But you know what, like good on them for at least publishing that and getting it out there. And let's hope that five years from now, they're not, they're still standing by those things and not totally changing. Although I think I might be...I'm going to be cautiously optimistic on that one. Louise Adams: Uh, I mean, it's so crappy when you go to that little bit about the 1200 calorie diet. It says 'follow this and you will feel satisfied and drop all the weight', which is exact opposite of what we've just spent like half an hour telling you. Yeah. Summer Innanen: Yeah, yeah, yeah. That's like enough for maybe a seagull or something, but not a human being. Yeah, yeah, yeah. It's...I'm still like, I'm just still in amazement that they took out the reference to the Holocaust concentration camp prisoners, because I think that, that was like, that was such a huge thing to say that...but maybe it was because then they didn't want to take down the 1200 calorie-a-day article. And so therefore they... Louise Adams: Interesting too that they hid the idea that this is our second most read article. Summer Innanen: Yeah. Louise Adams: That's pretty huge. Summer Innanen: It really lowered the number of people who had requested it or looked for it, or what did you say?  It was like 45,000? Louise Adams: It was annually rather than by the month. Like it's just kind of interesting that they tapped in...they altered that part of the article. Which is kind of the bit, which says this is the bit where complicit with. Summer Innanen: Yeah, exactly. Exactly. Yeah. So, have media literacy. Louise Adams: Yeah. Oh my God. But thank you so much for coming on and unpacking the crappy diet culture stuff that's circulating in our countries. Summer Innanen: Thank you so much for having me. I loved chatting with you. I loved, yeah, just kind of dissecting all this stuff. Yeah. Louise Adams: All the rage. So thank you for getting it off your chest and thanks for coming on. Summer Innanen: Thank you so much, Louise.   Resources Mentioned in the Show: (Major trigger warning - all of these sharticles discuss weight loss in excruciating detail !!) The lady who lost weight to look like Barbie Woody the Weight loss guru Malamute The horrendous Keto plus fasting diet that claimed to be inspiring us (the same method that spiralled Summer's eating disorder) The Good Housekeeping article "The unbearable weight of diet culture" Find more about the wonderful Summer Innanen here Summer's wonderful podcast Eat The Rules  

The news media are a major source of diet culture BS. Every day there's an apparently "inspirational" story in which diverse bodies are shrunk down to diet culture's version of acceptability. We're literally brainwashed into viewing increasingly disordered, bizarre and downright dangerous behaviours as "#inspirational". Join me and my guest, anti-diet warrior and coach Summer Innanen as we present some truly epic examples of "SHITSPIRATION" from Australia and Canada. You will not believe how ludicrous they are! Grown up humans are supposed to be #inspired by a 'doubledown diet' which reduces calorie intake to almost nothing, a BARBIE DOLL (I am not joking), and....a Malamute? You have to hear this to believe it, it's next level #ridiculous. Trigger warning for this episode - very explicit language and we're discussing diet, calorie counts, etc, in (critical) detail. This one's not for the faint hearted! But if you're ready to get your rage-o-meter cranked up to ALL FIRED UP, this episode's for you! Show Transcript Louise Adams: Oh, Summer, thank you so much for coming on the show. Summer Innanen: Thank you so much for having me. I'm so excited to be here with you. Louise Adams: Tell me, what's firing you up? Summer Innanen: Well, I saw an article recently in Women's Health, and it's about... it's supposed to be like a, you know, quote unquote 'weight loss inspiration story'. And it's about a woman who had a very significant weight loss experience by doing a very disordered diet. And I think what fired me up so much about it was not just the content within it, which I'm sure we'll you know, dissect and talk about it. But the fact that in 2015, in December 2015, Women's Health came out and it was a huge... we got a lot of headlines, a lot of publicity around the fact that they were taking the words, 'bikini body' and 'drop two sizes' off of their covers. So they sort of made this like quasi- body- positive stance. Like, 'hey,  we've heard you, our readers. And we've heard that, you know, you don't like us sort of using this very patriarchal, sexist language'. Yeah. Yeah. And so, like I remember at the time this was shared, like even people within the sort of anti-diet community were sharing it, saying 'this is great, like nice to see a major publications sort of making these changes' and then, you know, to, to look and see here we are five years later and it's the same shit. Louise Adams: It's back. Summer Innanen: Worse. Like I would argue what this what's contained in this article is so terrible from the perspective of promoting disordered eating and like really what this person is talking about is like, the way that they eat to me sounds like a, like an eating disorder, which obviously like I'm not here to diagnose or go... Louise Adams: it's disordered eating practices. Right? It's promoting starvation. Summer Innanen: Yeah. So it's a combination of keto and intermittent fasting. So it's like keto isn't bad enough on its own. So it's like, we're going to make intermittent fasting onto it. Louise Adams: It's an unholy marriage. Summer Innanen: It is honestly, and that's like, for me, I think why I was so fired up about it too, is because when I sort of reached the end of the line with my own disordered relationship with food, I was doing, I was trying to...attempting, it would only last like three days...to do something kind of similar. And it's what absolutely destroyed my body. Like just... like put me into amenorrhea, even with like a higher body weight percentage, and like completely disrupted my hormones. And when I work with clients, I see the same kind of behaviors really being kind of the end of the line for a lot of people. Like the one that really, really kind of messes up their head and their physical, like their actual, you know, physiology a lot worse than other diets that they have done previously. Louise Adams: Oh, this is an awesome thing to get completely fired up about because like we have Women's Health magazine here, which is... it's not health, it's women's starving magazine. They did no such thing as  like...to tell us that they're not going to do the 'bikini body', but how gaslighting to say, 'Oh, we're not going to do that anymore. Hello, here's something  worse'. And like to use that kind of little bit of that... they just wanted the publicity of that. 'We want to perform the idea of body positivity, but like, hell no, we're not actually going to stick to that'. Summer Innanen: Yes, yes. Louise Adams: It's going to go back to this apparently inspirational behaviour of this lady. Who is doing the very thing that tipped you into like a severe eating disorder? That's so disturbing. Summer Innanen: Yes. Yes. And, you know, they give a outline of what she eats in a day and as I think, as I emailed you before, I was like, that's kind of what I eat for breakfast. Like, it's the same amount of calories that I consume for breakfast. Like, that's it. And I remember being in that frame of mind where you would read a magazine and they would sort of show like, 'oh, here's what somebody eats in a day'. Or 'here's what a celebrity eats in a day'. And I remember always feeling like, so ashamed because I ate so much more than that. And I was always like, 'what's wrong with me? Like, why can't I eat as little as this?' And you know, I just can't believe that stuff is still being put out there, like that the author of that piece didn't think like, 'Hey, this might really promote an eating disorder.' When it's that blatant! Literally... Louise Adams: my dog eats more than that. When it's that blatant and there's, you know, throughout every article that we're going to talk about today is...oh, except the last one. There's literally no critical thought. Or even appreciation of the damage that's being spread by these, like it's full on evil messaging as far as I'm concerned, dressed up as inspiration. That the fact that a journalist...journalists, as far as I know, are trained to be critical thinkers and, and yet it's like that goes out the window when it comes to these apparently inspirational stories. Summer Innanen: Yeah. Yeah. Like there's absolutely no consciousness at all. That's what I felt like. Cause you know, it's just, it was one of those things. That's, it's almost like when I first read it, I was like, it's almost too ridiculous to believe this is...that they actually publish this as something that's supposed to be inspirational. But it's to me like, you know, I think the readership probably skews a little bit, you know, on the younger side, you know, maybe more like 20 to 30 age group or younger, probably teen, a lot of teenage girls and you know, to be reading that at such an impressionable age and to think 'oh, this is how...this is what I should be doing'. Which is essentially like starvation as well as like malnutrition and just something that would put such a high amount of both physical and mental stress on your body, that would really create like long lasting damage. Yeah, both biologically and psychologically. Louise Adams: And that's, that's who I see, you know, my clients are the diet casualties, people who have had these experiences and then...you know? Dieting like this, crash dieting...because this is, this lady is on a severe calorie restriction. And then she's added intermittent fasting, which basically means you're only allowed to eat for six hours a day and squish in your tiny little bits of food into six hours. Like when you really think about that, that is so many levels of fucked up and she's saying, 'oh, it's so good'. And I feel for her being in that diet head, And who knows maybe an eating disorder head, but there's  ...the payoff is so great for her because the weight loss like that, the whole article is about her trying to shift the last bit. And she's still got a way to go. And her poor body, if her poor body could talk would be going, 'I'm starving. I'm slowing down this cause it's getting dangerous'. And she's like, 'right, I'm going to double down using the halo of intermittent fasting', which is starving. Summer Innanen: Yes. Yeah. And the other thing too, that stood out to me, well, two things. One is the amount of caffeine that she talks about drinking in terms of hydration. Cause it says, like, what really works for her. It's like, 'I'm really hydrating'. And it's like so much coffee and green tea. And I'm like, if I had that much caffiene I'd be, I don't even know what I would be doing. Louise Adams: That's a question I ask when I'm seeing people with eating disorders, like, what are you drinking? Because quite often when you get an eating disorder, you will drink caffeinated stuff to kill your appetite. So, she's calling that hydration. Summer Innanen: Yeah, exactly. Exactly. And then the other thing too, is that she uses the language of 'food freedom' to talk about how she feels, because  she says you know, 'food is really just food. It's not good or bad. I don't obsess about it anymore'. And it's like, really that could be pulled from any sort of anti-diet playbook, which is what we want, but it's so counter to what she's actually doing. And I think that it kind of shows like when you're really into, like, when you' re really kind of overtaken your mind, you're sort of riding this, this buzz or this wave where it does feel like that. But, you haven't woken up to how you really are looking at things that way. And you really are, you know, like if you're tracking every calorie, which is what she says she was doing... Louise Adams: How is that freedom? Summer Innanen: Yeah. That's not freedom. And that's, that's like, maybe she's sort of, you know, like kidding herself. She's at the sort of like, kidding, 'I'm kidding myself' phase. Like, it's like, you know, most of us when we were sort of dieters were like, 'well, no, no, no, I'm doing it for my health. Like I'm doing no, this is for my health', but really underneath it's, you know, there's, there's some other stuff going on, but I hate it when they kind of steal, like they sort of co-opt the language of intuitive eating and co-op the language of the anti-diet message and really use it to promote something that's so restrictive. It just makes... Louise Adams: You know who came to my mind when you were saying that is Rebel Wilson. Summer Innanen: Yes Louise Adams: she's an Aussie actor and has always been in a larger body. Apparently like her kind of whole catch phase for 2020 was that it was her 'year of health'. Summer Innanen: Yes! Louise Adams: But the behaviors are restriction and starvation and over-exercise, but she's masking that in the language of 'I'm so healthy now'. Like, 'I don't think about food anymore. My habits are so great', but it's the same thing. Summer Innanen: Exactly. Exactly. Louise Adams: Worlds apart from what the anti-dieting and intuitive eating stuff is actually about. Summer Innanen: Yeah. And, and like, it's not their fault. Like, I don't like talking about this. I'm not, I don't want to like, shame this, this woman at all. Louise Adams: As an individual, no. Summer Innanen: Or Rebel Wilson. It's like, but it's really about. You know, the it's really about the culture diet culture, and just the fact that we feel as women and more, you know, more specifically that we have to go to these extremes to really like, you know, show our, our worthiness as humans, like in our value. And like, Rebel Wilson is so talented. Louise Adams: I know, so funny. Summer Innanen: She's an awesome actress. And now it's like, everyone's just talking about her body and her weight loss. And it's like, it takes away from all these other amazing things that she's done. Louise Adams: And when it's really uncritical, as well. It's like, why is she so much better now than she's small? That just reinforces the diet culture message and keeps stories like the woman you talking about going. It's like, I can get all this attention, uncritical, positive attention, but it's like, we're not seeing what's right in front of it. Like we are teaching and promoting women in this case did a really, really sick eating disordered and stuff under the flag of health. Summer Innanen: And that is like, supremely unhealthy. Yeah. Yeah. It's so frustrating too, because you see all these positive changes happening in the way of, you know, women becoming more liberated or just having, you know, bigger voices taking up more space. And yet it's just like the same old shit is still there as it relates to our bodies and our value and, and... Louise Adams: There's such an uptick too, in January, isn't there. Summer Innanen: Oh yeah. It's a predictable tsunami of the weight loss. The walls of relentless inspiration, whether we want it or not. It's just, it's here. ESpecially with the pandemic, you know, because everyone, a lot of people have...maybe their bodies have changed a little bit, which makes a ton of sense because we're under a lot of stress or just life changes that have happened. So I think that, you know, depending on where you live, if there's still a lot of restrictions, which I was saying to you before, like there still is here. Dieting gives you like a bit of hope, almost like weight loss gives you a bit of hope. In this time when maybe some of us are feeling a little hopeless or just like really kind of sick of, sick of the isolation and everything else. And so I wouldn't be surprised that maybe your body's changed a bit during quarantine. I wouldn't be surprised if this year really you see like just a lot more people really engaging in dieting as a way to cope with the emotion, emotional discomfort of living through a pandemic. Louise Adams: That is a really good point, isn't it. Dieting can be a bit of a lifeline. It can feel like it, like something familiar to do in a scary time. Summer Innanen: Yeah. Some sense of control, some sense of like, you know, hope, something else to focus on other than like the fact that there's a lot of horrible things happening in the world. Yeah, absolutely, a hundred percent. And I just, I, you know, I've heard it from people that I work with just feeling more urges to diet lately. And I think that, yeah, it's just something to be mindful of. If anyone listening is experiencing that too, like I think it's pretty normal to be experiencing more of those urges, but hopefully you can... Louise Adams: LIsten to today's episode and get your bullshit detector back. Summer Innanen: Yeah, exactly. Exactly. Don't do it. Don't do it. Don't drink the Kool-Aid it's not actually going to help. Louise Adams: It's not control! Summer Innanen: Yeah, exactly. Louise Adams: It's so interesting because like, Canada is very similar to Australia, culturally in lots and lots of ways. And it's funny...not funny. It's not funny. Cause like, you're talking about really disturbing uncritical weightless articles. And we've got them here in Australia too. And I really want to talk to you about the lady who lost weight, because she wanted to look like Barbie. Yes. And Summer Innanen: I, so you said that to me, I honestly, it was like, okay, this needs to be a tabloid. Like this can't be like a real, and, and then you told me that it's actually a very legit publication. Louise Adams: Yeah. Oh, I'm so ashamed of ourselves. So, this is on Nine News. Channel Nine is Murdoch press and it's, you know, one of it's a huge...it's the number one news platform in Australia for news. I want to say news, right? News. Okay, exciting. And in this news, I'm just using air quotes.  It's this story from late gen a Barbie fan has dropped a whopping blah-blah-blah kilos in a bid to look like a favorite doll. And it's a story about a lady called...a 35 year old lady called Kayla. Who's apparently battled with her weight since she was seven, and has done all of the diets in the book and… Like, I just, I can't even, because yes, Nine News is promoting this as, as awesome. This lady that the article is...littered with her dressed as Barbie. She's a full grown female adult woman dressed as Barbie. And the whole story is about how she's had a gastric sleeve and, and is also starving herself, post gastric sleeve, and now she's very happy and...like I just, I mean, I can't get this article out of my head because it's on a major news platform also. I've just realized it was on the TV on a morning show. She now lives in Las Vegas pursuing her Barbie lifestyle. And I'm not criticizing Kayla herself whatsoever, but what I'm criticizing is the news. Which, by the way, I've also found out isn't even news, because this is from Jan 2021. When I'm Googling, to send you the article. THis article actually came out in June last year, it's old, it's not, it's old. It's not news. But it's been rehashed - guess why, it's January - it's Diet season and then some, you know, money hungry gastric sleeve doctors, and some people who want to sell their diets saying 'let's get her on TV, and uncritically throw this... it's an appallingly ridiculous idea that we need to look like a doll in order to reach the pinnacle of our existence. Summer Innanen: Yeah. Yeah. Yeah. And I think like, you know, there were, I don't even...there were so many things wrong with this piece. Louise Adams: It's hard to know where to start. Summer Innanen: Yeah. Okay. Well, let's start with when she was a kid, because she talks about how, you know, 'it didn't matter how hard I tried or what side I was on. I could rarely shift the weight or I would lose some and then regain double'. And it's like, well, yeah, that's what diets do. And so, this poor girl probably had her parents putting her on diets, which we know she did actually. Louise Adams: It says 'my obsession with Barbie began as a child and has continued into my adult life. I used to have over 200 dolls as my parents use them as an incentive to go on a diet and lose weight'. Summer Innanen: Yeah. Yeah. Which is so messed up. Louise Adams: That just made me want to cry. Yeah. Because as a parent to, bribe your a child with a Barbie doll, like the poor thing, she's seven. I know. And I don't know, that's at least 200 diets, isn't it? Summer Innanen: Well, exactly, like how horrifying is that? So, her metabolism is probably been so altered and she has no sense of her own  instincts on what actually, you know, feels good for her. And her parents basically instilled like this belief that like you're better or you're good or you're more worthy when you lose weight, And like, to think about the damage that that would do to someone's self-worth and their body image and the way that they feel it. Yeah. Yeah, right. Louise Adams: Cause it's...I see this as a real heartbreaking story and I cannot understand how this is inspiration. Summer Innanen: Yeah. Yeah. It's so awful. It reminds me of the there's this book. I don't know if you've ever read it. It's called 'The Heavy' and it's about a mother who puts her daughter on a diet and it's...it's a memoir written from the mother's perspective and she keeps putting her, she can't figure out why her daughter can't lose weight. She keeps putting her on diet after diet, after diet. And like, it just reminds me of that because the parent is...has so much  internalized fat phobia and their own disordered relationship with food that then they pass down to their kids. And like, that's what I see. I'm sure you see all the time with the people that we work with is that what our parents did, which they kind of were doing out of this like, protection. They wanted to protect us by helping us lose weight or commenting on our body or restricting food...actually completely backfired and made us feel like we, you know, we weren't worthy of their approval, of love, like of our own existence, unless we looked a certain way unless we lost weight, unless we ate a certain way... Louise Adams: All contingent on weight, which is it's insane because a weight is not under our control. And when we do the diet thing, all we guarantee is a slowed metabolism and weight regain. And she even says in this that she would lose it, then lose weight and then regain like that. Plus some, which is, we know that's perfectly normal as a response to starvation her. And cause her parents obviously have that internalized weight stigma, and she has it, you know? This is a story about her internalized weight stigma and how, you know, rather than kind of pushing back or being able to push back against it. She's really drunk the Kool-Aid. Summer Innanen: Yeah, yeah. And again, they highlight what she eats in a day, which is like, why, why these places do this is like, beyond me, because... Louise Adams: Well, they go into so many stereotypes too. Cause like it's the, it's the traditional thing like, 'Oh, before I had my gastric sleeve, I was a bad person and I ate terribly'. And ignoring the fact that perhaps her, part of her weight issues was to do with the diets themselves. Summer Innanen: Right? Louise Adams: Yeah. So that's ignored and so about...'it was definitely 100% my personal fault' quote unquote, 'that my body was large and I ate terribly but now I eat great'. But, what we see actually, like when you look at that, what she used to eat, she used to starve herself all day and then eat at night. Summer Innanen: Right? It's like, well of course you're going to binge at night. If you starve all day, that's no surprise there. You're going to be so hungry. You'll eat anything that's not locked down. And then what she eats now is like, it's so dangerous. It's like such a low amount of food and... Louise Adams: And says, 'I ate,'...I'm going to read some numbers here so trigger warning. Cause it's just, I just want to get across the point of how restrictive it is. She's had 80% of her stomach removed, and then she's saying 'I eat 90 grams of protein a day, 10 grams of carbs and five grams of sugar'. Everyday. Summer Innanen: Do you know what...10 grams. That's not even a banana. Right? 10 grams of carbs. Like that's like, that's like what? Like a few baby carrots or something like that? Louise Adams: There's no actual veggies. Breakfast is a protein shake. Lunches, chicken or beef with cheese, dinner is chicken or steak or a protein shake. And the snacks, cashews or walnuts. Like there's there's no fruit or veggies. Poor thing. In a stomach which is 80% removed, amputated. Summer Innanen: And can't be reversed. They also say that, which is another thing. Louise Adams: And it says this article has the hide to say 'she now has a good relationship with food'. Summer Innanen: Yes. I highlighted that too, because again, it's like, co-opting this language of food, freedom and, and using it in like a place where it's like clearly a very disordered. Louise Adams: How is that a good relationship with food? Summer Innanen: Yeah, it's sad. Louise Adams: And works out seven days a week. Summer Innanen: That, right. That was the other thing that really stood out because also extremely unhealthy to be, to be doing something like that. And you just sort of wonder, like what's going to happen to this individual. You know, and they may be riding the sort of like validation of having a significant weight change and getting the publicity and feeling really good about that. Louise Adams: But, you know, as we all know totally done it, you know, as a psychologist, she's finally saying to her mum, 'look, I am the Barbie doll'. I just...it's heartbreaking. I totally get why she's doing it. Summer Innanen: Right. Louise Adams: But I find it an incredibly sad story. Summer Innanen: I know, and I feel bad for her as a child. Louise Adams: I feel like I'm kind of alone in seeing her as a really sad story. Summer Innanen: No, it's really sad. It is really sad. And it's, and it's this idea like, again, it's like this idea that it's our fault, like, and it's a kid's fault if they are in a larger body instead of thinking, 'okay, well, this is just, you know, genetics'. Louise Adams: Here's my child, here's my kid. Give her a barbie doll, for fuck's sake, if she wants one. Summer Innanen: Yeah. Not to earn it by restricting food or whatnot. To put all the onus on her and to, you know, that she had to earn it by losing weight, earn Barbie dolls by losing weight. Like, it's so sad. And yet it's being like, you know, applauded and praised and... Louise Adams: It's sickening. How like diet culture, it's weight loss at all costs. And this is an extreme example of the costs, but I mean...2015,  right? Women's Health magazine is talking about, 'Oh, we see the harm done by diet culture. We see that talking about women as if they're a bikini body and stuff is not cool anymore. Well, we're going to stop doing that'. But now, like we just talked about like two really extreme articles promoting starvation. Like there's no problem here. And we've gaslit ourselves to the point where these things are being called lifestyle changes or health behaviors. Summer Innanen: Yeah, exactly. Louise Adams: We're talking about stuff that's much, much worse than the good old diet industry days. Summer Innanen: Right, right. Yeah. It seems to have gotten a lot more extreme, hasn't it? Like it's, it's something that has, it's always sort of been extreme, but it seems to be even more....I guess now the extremism is normalized. Louise Adams: Yeah. And it's mainstream. It's like pro-ana used to be pro-ana, cause we could see it as being different to what the world was. Summer Innanen: Exactly. Exactly. Louise Adams: Yeah. Someone said to you, I only ate in a six hour window and I don't eat any vegetables or fruit or carbs. We're like, 'Oh, you're so healthy. How do you do it?' Summer Innanen: Yes. Yes. 'Let me put you in my magazine. You're a success story'. But I wonder if like, if either of them took, you know, assessments on whether or not you have an eating disorder or disordered relationship with food, you would most likely see that they would probably check most of the boxes in terms of the things that they would say that they're thinking and doing as it relates to...you know, the behaviors, but I was going to say as well, it also just shows how weight stigma plays a role here. Because if this was an already thin person eating this stuff, you know, we as....there might be more people sort of calling this out as like very disordered or an eating disorder, but because they were in larger bodies and they went to these extreme measures to get in a smaller body it's applauded and like, that's the influence of weight stigma. It's like, we prescribed these eating disorder behaviors to people in larger bodies that we would diagnosis an eating disorder and somebody in a smaller body. Louise Adams: Yeah. that's Deb Burgard's point, isn't it. That's so like... Summer Innanen: Yes, exactly. Thank you. Cause I was like, I'm saying this and I'm like, I can't remember....thank you. Louise Adams: I know, it's such a slam dunk awesome quote because it's exactly what's happening here. Summer Innanen: Yes, exactly. Exactly. Yeah. Louise Adams: You know, I wonder, I literally wonder, like what you're saying about, if it was someone smaller, would, would the media alarm bells ring. Because I'm thinking, well, if that was Gwyneth Paltrow's day in a plate, we'd probably still be going, 'Ooh, isn't she cool?' Summer Innanen: You know what, you're right. And I saw that recently because Aaron Flores who hosts the Dieticians Unplugged podcast, he posted...I think it was via Glamour magazine. It was like what Kelly Ripa eats in a day. And it was the same thing. It was like, she was basically talking about how she eats dust. But...it was honestly very similar to what the first, the girl in the Women's Health magazine was talking about eating in a day. And so, you're 100 percent right. So, so maybe my point is... Louise Adams: I do think it's viewed differently. But I actually think that we're getting to the point where like it's competitive, not eating is at such extreme levels that we're not, it's only the people in the eating disorder industry who are going, 'hello, what the hell', like it has become so unfashionable to eat like a grownup. Summer Innanen: Yeah, yeah. Eat like a grown ass adult is what I say exactly. Exactly. Yes. I remember. I remember in the one that the Kelly Ripa, when she says, like, she called it...'my first chewable food of the day is around like 11:00 AM' or something, like that was the way that she described it. And I just, I remember commenting on it when Aaron and I was like, I can't believe she just used the expression, my first chewable food of the day. Like if, if that's not a red flag that you're describing the way you eat stuff, using those terms. And I don't mean to laugh. It sounds like a laughing at someone with a disordered relationship with food, but it really is horrifying. Just how normalized and then praised and applauded that is. Louise Adams: Like, 'oh, oh no, it's any 10 o'clock. Should I be chewing? Oh my God'. Summer Innanen: Yes, exactly. And I just, and again, like, I just remember always looking at those things and feeling so ashamed and always just being like, why can't I do that? Like, why can't. And thank goodness, my body couldn't do that because it was the reason why I didn't actually have like a full blown eating disorder and instead was just a chronic dieter. Louise Adams: We really need to stop this. We really need to stop listing what people like in a day. It's ridiculous. It's kind of like comparing what we eat to each other, it's encouraging  externalization of eating behavior? We cannot continue to do that. Like really, the articles about 'what I eat in a day' should just be followed by the phrase 'is going to vary every single day', and it's none of your damn business'. Right. Summer Innanen: Yes. Yes. That's the headline right there. Louise Adams: Right. Eyes on your own plate. Does it matter? It's not a fricking competition. It's not like we're going like, 'ooh, what my poo looks like every day. Maybe. I don't know. Maybe that's where we are  we going? Comparing physical functions. We just need to stop. It's so true. You kind of quid pro quo's me with, like, I came up with the Barbie ridiculous story and you came up with a whopper from Canada. Summer Innanen: The dog? Louise Adams: Yeah. Summer Innanen: So, this was on the CBC. So CBC is the Canadian Broadcasting Company, it's like our major national news network. And like, that's the one place I go when I want to get unbiased, like just straight up, really factual news. And they have this article that they posted called 'meet Woody a massive Malamute, serving up weight loss inspiration for the new year'. I just couldn't believe this was on the CBC and it's literally like this story, this weight loss story of a dog that like dropped half its weight and also had like shared it on social media as a way to inspire others to, you know... Louise Adams: Other dogs? Summer Innanen: No, no, no. Oh no. Humans. Louise Adams: This is a new low, eat like a dog. Summer Innanen: This is... Louise Adams: Oh my God. It says, 'If you're looking for inspiration to meet your new year's resolution to trim the fat, look no further'. Summer Innanen: Exactly. Yeah, no, it's to inspire humans. Louise Adams: Oh, please stop inspiring me. Oh my God. Summer Innanen: It's such a cute dog though. I just, as a side note, he's a really, really cute dog, but you know, this has come up. I don't know if you've been...you've probably been asked this question too before, but people will say like, well, you know, why is it okay to put pets on diets, but not humans? Do you have a good answer for that? By the way? Before I was going to say what I say. Louise Adams: I don't think I have actually had that question put to me. Summer Innanen: Oh, you haven't? Just me. I've gotten that. Louise Adams: Why is it okay? I don't, I don't know if it is okay. Like, I haven't looked at the weight loss research for dogs, but I'm assuming it's going to be physiologically similar to humans. Right? I don't know. I don't know. Summer Innanen: I don't know. My answer is like, we're not dogs. Like we aren't dogs, dogs aren't influenced by like diet culture. Like dogs don't have fat phobia., cause they're not like looking at thinner dogs everywhere and thinking like, 'I'm not good enough because I don't look like that'. Like they're... Louise Adams: Oh my God, you're reminding me of poodle science, you know, ASDAH's awesome little  video. Which is like, it's illustrating what body diversity is like, you know. But in weight science it's like, all the poodles are in charge and they're telling everyone, all the breeds of dogs to like, they like 'be like me, be like the poodle', but like a starving mastiff will never be the same as a poodle. Summer Innanen: Right, exactly. Yeah. One of the first like, quotes that I said many years ago was 'we're not Golden Retrievers'. We're not all meant to look the same. It's one of the things that I still say to this day, because it's true. And you know, in this article, like it's a pretty basic...they're just restricting the dog's food and making the dog exercise. But this idea that like we're similar at all. It's just so, it's so backwards to me because it completely ignores the culture that we live in. And like the fact that we are emotional being...dogs are emotional beings too. Yes. I will give you that. I love dogs. But they don't have the same. Not living in like a patriarchal society. They're not exposed to sexism. Like they're not, they're not exposed to fatphobia like, I don't think they're internalizing those charts at the vet that have like pictures of the different dogs with the big classifications like we would be. They don't feel ashamed when they step on the scale. Louise Adams: There's no diet culture in dogs, but there's diet culture in the humans that own them. And you can hear that in this article, can't you? Because it's like...actually it's everywhere. Like this sentence, 'he once weighed double what he should have'. How do you know what he should? He's a fucking Malamute. Summer Innanen: Yeah, yeah. Louise Adams: 'Should have'. So, we've decided what he should weigh and we starved him down there. And then, Pam Hedgie, who's the foster mom, apparently she's known for doing this. Starving the dogs so that they're adoptable. Now, that is awful. And...but the woman she's like, totally like lost it. She puts it on social media and...here we go. She says, 'humans have something to learn from dogs. They're so willing. I think that's the most amazing part about them. They don't get down, they get up everyday, they're happy to go to the park. And it has to be hard work. It can't be a breeze, but they're so happy and willing to do it. We could all learn a little bit about that'. I'm sure what he likes going for walks. Yeah, but I'm also sure that if Woody could talk, he'd say 'why are you starving me?' Summer Innanen: Yeah. I think it's, again it's like, you know, it just shows, 'okay, you have to do something extreme to be healthy'. Whereas really it's like, of course the dog wants to go out and play. And if we just let them do that by letting them tell us and get them outside, and they listened to their bodies, kind of like humans do..then you wouldn't have to, you know...It's not like this, like... 'oh, you should work out every day and you have to like push yourself through'. It's like dogs are naturally hardwired to kind of want to be that way anyways. And so long as we give them an environment where they can do those things, then they're going to be healthy regardless of their size. And that's, that's sort of similar to humans in a way. Louise Adams: His health is not even mentioned.  Like it'e literally just his size. And this assumption that he has to be half his size. Like we don't even know it was here actually just a larger dog in good health? We don't even know how old he is? Summer Innanen: No, you're right. You're right. Because yeah, because malamutes are huge to begin with anyways. Louise Adams: Yeah. Well, I've got a Great Dane and like big dogs, the big dogs. And like, my vet, there is no correct weight. And like, I love my vet because my vet is like full of body diversity. It's like, there's a great big range in Great Danes. You can have smaller Great Danes and big Great Danes.  And they're all Great Danes. Summer Innanen: That's so refreshing. Wow. Louise Adams: Thank you. I'm in the right place. Summer Innanen: People used to criticize my dog all the...my dog might, we lost my dog a few months ago. People used to like stop me on the street and like...not me actually, they would always do my husband for some reason. Cause they probably saw the look on my face and was like, 'I'm not going to say anything'. They would say like, 'what are you feeding your dog? Like your dog is too big' because we had a pug and he was really big and he was just naturally. Really big. He'd always been really big and like, vets were always totally fine with him. We never had a vet say, 'hey, you know, you gotta watch this weight' or anything like that. But, you know, people in the street would stop and comment. And I remember just saying to my husband, I was like, 'I swear if someone did that to me, I would just rip them to...', I don't know why they always stopped him. Louise Adams: Yeah. Actually now you say it. I get that about my Great Dane, Dolly. Her name is Dolly Pawton. It's so cute. They stop us and they're like, Oh, what is, what does he ate? Oh, first of all, they say 'he', cause obviously a big dog is always a 'he'. 'What do you feed him? He must eat you out of house and home.' This dog eats, you know, not as much as my boxer that I used to have. So there's assumption about size and what they eat. Let's look to our dogs,  right? No as inspirational weightless stories, but as diversity right in front of us. Summer Innanen: Yes. Louise Adams: And connection. Summer Innanen: And how we just love them regardless of their size. Louise Adams: I know. Like, poor old Woody, he's not more oveable now he's starved into submission. Summer Innanen: It's so silly to me that they would use that as a story of inspiration. Must've been a slow news day in Canada. Like you don't have a pandemic going on, I don't know why. Louise Adams: The sad point is that it appears that Woody has more variety in his diet than the Barbie lady. Summer Innanen: Oh yeah, at least he's eating lots of fruits and vegetables. I know. Oh my gosh. Right. Louise Adams: God. So, we've arrived at our last. Article, which is an interesting one in Good Housekeeping. That's just come out. Jan 29th, 2021. 'The unbearable weight of diet culture', which...it's such an exciting article cause it's really long, really in-depth, and it's talking about this whole idea of diet culture. In the intro, it says this: 'throughout 2021, Good Housekeeping will be exploring how we think about weight, the way we eat and how we try to control or change our bodies in our quest to be happier and healthier. While Good Housekeeping also publishes weight loss content, and endeavours to do so in a responsible science backed way, we think it's important to present a broad perspective that allows for a fuller understanding of the complex thinking about health and body weight'. So, kind of cool. Summer Innanen: Kind of reminded me of the Women's Health 2015 publicity. What I do like about this article, I will say, is Judith Matz and Christy Harrison are quoted quite a bit through it. Louise Adams: And Sabrina Strings. Summer Innanen: Yes, yes, yes, yes, yes. Which I thought was great because they tied in that component too, like the race component. And I thought it was one of those articles that you could probably send to a family member or a friend that didn't understand why you were doing Intuitive Eating or that had questions about it, but you didn't really know how to give them the information in a way that was a little more palatable. And I thought that this article was one of those things that you could totally pass along to them. It's easy to read, makes a lot of sense, kind of hits all the main points.  It's one that I'll probably bookmark for people. Louise Adams: It's nice too as evidence that the wider culture is taking the whole concept of not dieting and looking at the Health At Every Size sort of stuff seriously. Summer Innanen: Yes. And actual people who are in the space instead of like the people who are in between who talk about this stuff yet still promote weight loss, you know, like the sort of like, you know, Geneen Roths of the world and whatnot. So, I thought it was really great that they actually had a lot of, like a lot of like really well-respected experts weighing in and some good links and things like that, but there was still a little problem with it. Did you want to talk about that or do you want me to talk about it? Louise Adams: So it's at one point it says, look like it's all this awesome, awesome and stuff.  And then it  says, loo... they're talking about how the media in particular can promote dieting, and it says 'even Good housekeeping's own article on 1200 calorie diets is a tricky juxtaposition. The article aims to serve the approximately 40,500 people who search for 1200 calorie meal plans on Google every month. Despite the 2015 study that shows this number of calories falls within the realm of clinical starvation'. And that's, that's been changed... Summer Innanen: It has actually, because I... Louise Adams: I think it said something about the Holocaust before? Summer Innanen: Okay. So I have it, cause I cut and paste it into a document. It says, this is what used to say. It says, 'It's the most popular article here on Good Housekeeping's own website, about 1200 calorie diets that netted over 2 million search users in 2019 alone. Our second most read story of the year, despite the fact the number of calories falls within the realm of clinical starvation. In brackets - Holocaust concentration camp prisoners were fed 1,250 to 1400 calories per day'. So, that's really interesting that they changed it. Louise Adams: They've watered it down, haven't they? They've removed a bit of culpability. Like, cause that example of like in a concentration camp, you would get more food. Summer Innanen: It reminds me of the Minnesota starvation study, which, which was around like 1500... Louise Adams: 1500. Summer Innanen: 1500 calories a day. Louise Adams: And they all went around the twist from that over six months. Summer Innanen: Yeah, exactly.  Exactly. Louise Adams: I'm so glad you cut and pasted that. Summer Innanen: Yes. So that, and then the other big thing is they still link to the goddamn diet. Like they still link to it. They link to the 1200 calorie day diet. Like it's like they're saying, 'okay, we're exploring this'. And then they're linking to the thing that is probably the most like harmful triggering thing that you could put in that article. Louise Adams:  'We're not actually going to stop doing it because it's the second most popular thing we do'. Summer Innanen: Yeah, exactly. Exactly. Louise Adams: That is so fucked up. Summer Innanen: It's like these publications want to explore these topics and they admit that they're complicit and they get publicity because of that, they get a bit of applause and then they continue to uphold and perpetuate the same dangerous stuff. Louise Adams: Get off the fence, Good Housekeeping. Get the splinter out of your ass. Take the article down. Summer Innanen: Yeah, take it down, take it down. If you want to, you know, put your money where your mouth is... but they don't, they want to keep taking other people's money. And then you were telling me this was the article that people were opening and then they were seeing weight loss advertisements, right? Was it this one? Louise Adams: Yeah. So I was saying chats and people like reading the article, but in between the text of the article, were getting sold weight loss stuff. Summer Innanen: Yeah. Yeah. Louise Adams: I mean, geez. I mean, can we, at some point stop the fence sitting and stop performing the recognition of diet culture as harmful and, and start actually stopping the harm. So we protect little kids, like little miss Barbie. Summer Innanen: Exactly. Exactly. Yeah. Yeah. Louise Adams: And we stop the metabolic and physiological harm. If nothing else, you know. People are so worried. In the article, Good housekeeping. It's talking about how more people are dieting than ever before. Did you see ...'In November, 2020, the CDC, Centre for Disease Control, reported that more people are actually dieting now compared to 10 years ago', you know? Dieting, even though no one's dieting, more people are dieting than in 2010. And we are in massive trouble from the perspective of psychological damage and also from the perspective of long-term metabolic damage. And if I hear one more person bang on about diabetes, insulin resistance, you know, metabolic problems from being fat and they haven't kind of put the pieces together about actually, maybe it's the people who are dieting because it's the dieting that's doing that kind of physiological damage. You know, we need to wake up. So Good Housekeeping aren't just able to politically fence it because it sells sharticles and sells hits on their harmful website. We've got to. If we care  about health, let's start caring about it. Right, right. Summer Innanen: Yeah. Yeah. And I think that historically Good Housekeeping's always had like, you know, advertisements for Slim Fast and like diet, weight loss drugs in their magazine. And so I, you know, I would wager  I guess, that that's still going to be there. And, you know, I think the reason why diets have probably gone up like over the last 10 years is because it's all shrouded in health now. Louise Adams: Yeah, it's 'not dieting' Summer Innanen: Like everyone thinks that, yeah. It's like, this is our quote unquote 'healthy lifestyle'. Louise Adams: 'I've got a good relationship with food'. Summer Innanen: Right. And it seems, it's almost seen, like positioned as more empowering versus restrictive. And so like, more people are buying into it, but like you said, it's all the same bullshit when you look at it. Louise Adams: Just wrapped in glitter. Summer Innanen: Right, exactly. It's like that meme that the HAES student doctor says, it's like the poo emoji called 'diet' and then like in glitter, it's like 'lifestyle change'. It all, you know, it all upholds fatphobia. And dangerous dieting. And quick weight loss. And this idea that... Louise Adams: And a massive industry. Let's not forget that this is all a bloody huge  industry. It's...what is it? 600 billion in the States every year. Summer Innanen: Yes. Louise Adams: Yeah. This is a business and the media is in the business of keeping these businesses going. And even when they admit it, they don't stop it. Summer Innanen: Well because they would lose their sponsors. And, and then it would, I mean, it would all probably collapse. So it's a tough  situation. It's a tricky situation. I don't think it's an easy fix. I think you have to really stand out. You have to be willing to say like, 'okay, we're going to really be, you know, these are our company values and we're going to, you know, stand, actually stand by them regardless of what the fallout is from that'. But I mean, my hope is that more people are going like, you know, would support those messages. Cause I think there are, there's also a growing population of people who are sick of it and who are, are tired of that crap and who know that diets don't work. Louise Adams: Yeah. I think the pushback is happening. It is maddening when we see stuff nearly, nearly get it. And then kind of, whiplash straight back into it, but we keep pushing. We keep these voices going and the voices are getting louder and louder and more diverse and more strident. And I think, you know, 2021 January has been the usual bullshit tsunami, but I hope that this conversation for the listeners helps get the bullshit detector flashing. Push back against this whole idea that insane levels of starvation are somehow healthy. And you know, what we can do is like articles, comment on articles like that. I haven't read too many of the comments on that article, 'The unbearable weight of diet culture', but I did see the usual shit fight starting underneath. Summer Innanen: I did too. Louise Adams: 'Oh my God, you're  killing people'. Summer Innanen:  I know, that's going to happen. That's going to happen. But you know what, like good on them for at least publishing that and getting it out there. And let's hope that five years from now, they're not, they're still standing by those things and not totally changing. Although I think I might be...I'm going to be cautiously optimistic on that one. Louise Adams: Uh, I mean, it's so crappy when you go to that little bit about the 1200 calorie diet. It says 'follow this and you will feel satisfied and drop all the weight', which is exact opposite of what we've just spent like half an hour telling you. Yeah. Summer Innanen: Yeah, yeah, yeah. That's like enough for maybe a seagull or something, but not a human being. Yeah, yeah, yeah. It's...I'm still like, I'm just still in amazement that they took out the reference to the Holocaust concentration camp prisoners, because I think that, that was like, that was such a huge thing to say that...but maybe it was because then they didn't want to take down the 1200 calorie-a-day article. And so therefore they... Louise Adams: Interesting too that they hid the idea that this is our second most read article. Summer Innanen: Yeah. Louise Adams: That's pretty huge. Summer Innanen: It really lowered the number of people who had requested it or looked for it, or what did you say?  It was like 45,000? Louise Adams: It was annually rather than by the month. Like it's just kind of interesting that they tapped in...they altered that part of the article. Which is kind of the bit, which says this is the bit where complicit with. Summer Innanen: Yeah, exactly. Exactly. Yeah. So, have media literacy. Louise Adams: Yeah. Oh my God. But thank you so much for coming on and unpacking the crappy diet culture stuff that's circulating in our countries. Summer Innanen: Thank you so much for having me. I loved chatting with you. I loved, yeah, just kind of dissecting all this stuff. Yeah. Louise Adams: All the rage. So thank you for getting it off your chest and thanks for coming on. Summer Innanen: Thank you so much, Louise.   Resources Mentioned in the Show: (Major trigger warning - all of these sharticles discuss weight loss in excruciating detail !!) The lady who lost weight to look like Barbie Woody the Weight loss guru Malamute The horrendous Keto plus fasting diet that claimed to be inspiring us (the same method that spiralled Summer's eating disorder) The Good Housekeeping article "The unbearable weight of diet culture" Find more about the wonderful Summer Innanen here Summer's wonderful podcast Eat The Rules  

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Word of mouth is still the best marketing tool, even in today’s digital world. And in this time of the ecommerce boom, brands are constantly working to build buzz for their products. Whether that’s through ratings, reviews, social posts, or unique ad campaigns. But there’s one highly coveted strategy that’s been bubbling to the top of the stack, and every ecommerce leader knows it is the way of the future. User generated content. And a company called Yotpo is here to help with that. Yotpo is one of the top platforms that companies such as IKEA, 1-800-FLOWERS, Chubbies and more lean on to help them build communities, generate UGC, and create loyalty programs that yield the kind of engagement most brands only dream of. On this episode of Up Next in Commerce, I asked the co-founder and CEO of Yotpo, Tomer Tagrin to give us an inside look at how Yotpo is generating 5X more engagement and content creation than is typical. Plus, we also dove into the future of loyalty programs and personalization. My one-sentence takeaway: definitely start leaning heavily into loyalty and maybe let off the gas a bit on personalization. Why? Tune in to find out! Main Takeaways:Do What You Know: Success in ecommerce is becoming more about the community you can build to support you. So the question founders are asking themselves — and Yotpo — is how do you build that community? The answer is pretty simple actually, you just have to follow your own interests. A founder starts a company for a reason, and they typically personify the exact target customer their company is going after. So dig into that link and create content and strategies that would resonate with you, the founder.  Long Live Loyalty Programs: Every brand should have a loyalty program, otherwise there are opportunities and dollars being left on the table. The only way to access those opportunities and cash, though, is through a very brand-specific program. There are no one-size-fits-all loyalty programs. Brands need to understand what they want to incentivize for in their loyalty programs, who they want to target, and how they will reward the behavior they are trying to generate through the loyalty program.  Partial Personalization: By deploying personalization tools, you can sometimes open Pandora’s box of never-ending adjustments and adaptations in order to create individualized experiences. At a certain point, the return on that investment starts to diminish. Customers are all different, but they don’t all need to be treated as unicorns. Create segments of customer types, and personalize the experience to those subsets.For an in-depth look at this episode, check out the full transcript below. Quotes have been edited for clarity and length.---Up Next in Commerce is brought to you by Salesforce Commerce Cloud. Respond quickly to changing customer needs with flexible Ecommerce connected to marketing, sales, and service. Deliver intelligent commerce experiences your customers can trust, across every channel. Together, we’re ready for what’s next in commerce. Learn more at salesforce.com/commerce---Transcript:Stephanie:Hey everyone, and welcome back to up next in commerce. This is your host, Stephanie Postles, CEO at Mission.org. Joining us today is Tomer Tagrin. The co-founder and CEO of Yotpo. Tomer, welcome.Tomer:Hey, thank you for having me.Stephanie:I'm excited to have you. You might not know this, but a couple of guests who've come on the show actually have mentioned you guys. We had the CEO of Live Tinted come on, and a couple more. They said your company-Tomer:In a good way or in a bad way?Stephanie:In an amazing way. They said it was game changing.Tomer:Thank you, thank you.Stephanie:Yeah. When I saw you coming on, I told our producer Hilary, I'm like, "This is awesome. So serendipitous." But in your words, I'd like to hear what is Yotpo, and why did you start Yotpo?Tomer:Yeah. You want the short version or the long version?Stephanie:Long if it has a lot of little interesting tangents.-Tomer:You got it, you got it. I'll give you maybe the opening gambit about your points, then I'll tell you maybe the story in a more detailed way.Stephanie:Yeah.Tomer:The best way to think about Yotpo if in retail, it was about location, location, location, online, it's about consumer attention. In a world where every brand is an ecommerce brand, right from Miss Stephanie in Tomer t-shirtcompany.com, up to PNG, everyone is fighting over consumer attention. That's what we do. We help ecommerce brand win over consumer attention by consolidating the marketing stack and really enable them to build great experiences for consumers, because that's the only way to win over consumer attention. We actually started as a reviews company, and we started from a very ... 10 years ago from a personal story that we had a friend in my group of friends that each year made fun of us, that we didn't buy him anything for his birthday.Tomer:11 years ago we decided to do something, and he was big on photography back then, so we bought him photography [inaudible] and because I'm the geek, I [inaudible] online and I find him a fancy SLR camera. We bought him that, he was super happy. But what happened is that the teacher, after the second lesson told him that we bought him the crappiest camera we could have bought him. And all of my friends made fun of me. Then I went back and we saw that my decision was based on reviewers name like Stephanie 123, and I don't know anything about it. That is okay. Let's do that. Very, very good, and basically find authenticity of reviews. So, we built our entire technology based on that, and making sure that whoever writes reviews is a real person that actually bought a product.Tomer:If she or he are an expert in the field, we'll also let you know. We really ... wherever to disrupt let's call it the reviews in ecommerce, especially on the SME, it was also a great time. We were much luckier than small. It was a great time to enter ecommerce, or ecommerce marketing. We grew with a lot of the Shopify, the B commerce. We were very focused on the lower end at the beginning, and now we have Ikea and PNG and 1-800-Flowers, but we were for years focused just on the lower end. I think five years ago, we understood that the bigger problem for ecommerce brands is that they're super busy, they're very small and nimble, and they have just too many point solutions to deal with, so we need to consolidate everything because the consumer experience actually flow through each one of them. I'll give you one example.Tomer:I remember one of our customers telling me a few years ago, he said, "Look, Tomer, when someone gives me a one star review, I still ask for a referral, and that's the dumbest thing I can do as a brand." Right? Of course, but they just weren't able to connect those dots together before [inaudible]. We completely re-architecture. We went through a lot of different things to make sure that it's one platform to really help you win over consumer attention. It was something very, very important. That's our mission in life today. Since then, we built two more products, we acquired two more companies, we completely re-architecture the platform itself. We changed the go-to market, we've been through a lot. Now we're in the face of adding a new product every let's say 18 months.Stephanie:Wow. That's a lot of new products, because yeah, I was looking through everything you did. I'm like, okay, you do reviews, you do referral programs, you do smart loyalty programs, and everything seems every time I talk to a commerce brand, I do always think, wow, you guys have so many tools and technologies you have to plug into. How do you keep track of it all? What does the marketing tech stack look for someone when they come to you? What things are they, "Hey, can you help us consolidate all these crazy processes?"Tomer:Yeah. Usually customers don't come with us to consolidate, it happens, but not a lot. We actually build the company that we commonly just ... we can have five different products in the market, use the general reviews, what we call VMS. It's a Visual Marketing Suite, a referral product, a loyalty product, and an SMS marketing product. Walking on two malls, one of them is going to be launched let's say in two quarters, another one in four quarters, and sorry. Basically you start with the ones that you can start with just loyalty, or actually SMS now is our fastest growing part of the business. Then we show you that through the synergies in the product, it actually makes sense for you too ... I'll give you an example. If you launch a loyalty program, the best way to communicate with your most loyal customer is through SMS.Tomer:We make it very easy for you. If you want to send a loyalty campaign for customers that are likely to buy in the next 90 days, and gave you a five star review, and referred a friend, to send them an SMS with a new loyalty offer, we make it very, very easy for you. Where in the other architecture, it literally use [inaudible] taking weeks to orchestrate all of that. For us, you can start with whatever product you want, it doesn't matter for us. That's how we build everything because we don't want to force the customer to consolidate. Once you start seeing the synergies and it makes sense, that's where the exponential value starts. Actually, in our high touch customers, we see now that more than 60% of the customers actually use buying and using two plus product, so they are multi product customers, and that's something super, super important for us. From time to time, customers come to us to consolidate, but not always.Stephanie:Yeah, awesome. Just to give a little context too, tell me about some of the recent news around funding that maybe you guys just went through. How big are you, and who are some of your clients. Name drop some people if you can. So our audience knows you all are legit, you're on the unicorn status. I'll call you that. You might be like, "Don't call me that." I just did.Tomer:I actually have a joke in the fundraising that we did. We just closed a $210 million round at a $1.4 billion valuation, from great investors and definitely on our path for the next stage to become a public company. I always had a slide actually in the fundraising deck that said that despite of the valuation, we are not a unicorn, we are Flamingo. We are building a Flamingo. Why is that? Because Flamingo is a real animal and we are building a real business to provide real value to customers over time. It's a very unique animal.n It's actually part of our culture. It's a joke, but it's actually something very, very ... that we take very seriously.Stephanie:I love that.Tomer:Some of our customers, Ikea, Unilever, 1-800-Flowers, we also have 30,000 paying customers. A lot of the cool brands, the Chubbies, the away, the movement, all of the poster Childs of D to C are as well usually choosing Yotpo, but also some of the largest brands in the world. I think they come to us usually because our products are really ... we like to call it easy to start, easier to scale, and really trying to think about merchant, and really trying not to use buzz words, not to use fancy things, just really helping those brands grow faster in a very direct way. We are 500 people, or a little bit less, and I don't know any other group of people that are so focused on helping brands win over consumer attention. That's literally what we think of every day.Tomer:Also, I think that ecommerce is one of the largest changes of our generation, and we believe that we have a real shot to become one of the most important companies in the history of commerce. I always tell the company telling me that ... I have two young boys, and one of the things that for me I want them to think about Yotpo is they were a huge driver forward for that something that called digitization of retail, or the shift to e-comm, or whatever you want to call it. Very much we are super, super passionate about helping those brands.Stephanie:That's amazing. Congratulations. That's awesome funding-Tomer:Thank you.Stephanie:...awesome investors. You're really cool. I love that Flamingo reference. I want to use that just for myself now.Tomer:We call it be a Flamingo in a flock of pigeons. That's our phrase internally.Stephanie:That's good. It seems like the perfect time right now too, because customer acquisition is getting really expensive. Everything I've heard on the show is that, organic, natural, UGC, that's what's working now. Tell me a bit about how you think about the customer acquisition world, and why organic natural content or reviews, helps more than anything else right now.Tomer:It's a great question. First of all, I'll maybe share a funny story. Let's say six months before COVID started, we actually had a customer advisory board. We meet customers and we ask them questions. One of the phrases I add that stuck with me is that one of our customers said that buying a Facebook ad is more expensive than a fifth Avenue store. Definitely you know Instagram, Facebook, Google are extremely, extremely expensive, and I don't think it's going to slow down. They want to be like a lot of other consumer fronts, at least in the near term horizon. When you add on top of that, Amazon, so the question is how do you win? You win by building a community. You win by giving your customers a great experience.Tomer:Part of that means social proof, part of it means making sure that you are very transparent, part of it means that you need to focus on customer lifetime value, because it's so hard to bring, and you need to make sure they're coming back. Loyalty, I can tell you it's really top of mind. Then for us, we entered loyalty in 2018, we are now the fastest growing loyalty platform for ecommerce brands, and we power some of the most sophisticated loyalty programs out there, and it's just amazing to see that even in the election, there were brands that giving points for customer to show that they voted, and there are customers that hate the point system because it's they lose their brand and they just have a VIP tier experience, which is super awesome. There's so much to do with that, which is fascinating to see how much brands are able to innovate.Tomer:I think we definitely live in a world to your question, I'll circle back that whatever walks, you cannot win just by being great in paid anymore. It doesn't scale. It can scale to a certain number but it won't forever. Now the question, how do you build your brand? You build your brand by your community. That's what we are very, very focused on as a company.Stephanie:What are the ways that you advise your brands to build that community? Especially if you come and you're like, I don't have a community. Where do I even start with that? I would think you need to acquire customers first, but then that's pricey. Then you're not even thinking about retention yet because you don't have anyone to retain. What are the maybe building blocks even get to that next level?Tomer:Yeah. I'll share a story. Are you familiar with Chubbies, the brand?Stephanie:Yeah.Tomer:Chubbies they have a great story on how they started. It started from an email that they used to send. I don't know if you ever saw one of those emails. Super straightforward, so targeted to the buyer persona because they will, the buyer persona. It's a really great group of founders that were just able to provide great content, and their customers actually want to buy Chubbies because they feel that this is the brand for them. You have movement that were very, very early on, very, very good on Instagram ads. I think today it probably means that you need to do everything well, there is not a hack, so you got to at least experiment with paid, you got to experiment with content, with organic. You have to invest, but in general, when you look at mission-driven brands, the founders are usually, they are the buyer persona, or they know the buyer persona very, very well.Tomer:Then it just become easy. Do stuff that are interesting for you. Do stuff that you would like to buy from. I think that's where we see the brands that are growing the fastest at the moment. I think there was also probably a year, a year and a half ago, there was a huge trend in drop shippers that's now actually declining, which is a good thing. I think it's easier for brands now to stand out. I think that the bad news is that you need to do good in multiple fronts, but the good news is there's so much demand at the moment for great brands that you just need to focus on your buyer persona.Stephanie:Yeah, that makes sense. Another interesting thing that I was reading about was how ads that have reviews in them are the highest converting ones. Which makes sense. I even think about, if I see someone's picture with a review on it, an organic picture, I don't want just the product picture, or even if that came on and she'll be five stars, check it out. I would go there all day versus a normal ad.Tomer:It's actually something we built a few years ago, and the hypothesis was, it was also based on our customer feedback that they think that social ads with social proof will work great on social media. That makes sense. Then what we did is we made it super easy and we work with Facebook and Instagram to make it easy to incorporate your user generated content, and then we started to experiment with that. We learned that, the studio photos that you have actually work like walls then real authentic and customers' photos, so, we really build a lot of technology to encourage customers, and how do you get more photos, and then make it just very, very easy for you to use it on your social ads. It works phenomenally well. I think in general, one of the key learnings that we learn as a company that we're established to establish trust between brands and consumers. That's what we founded the company.Tomer:I think that, especially if you're a newer brand and you're just now starting, you have to focus on how do you create trust? The best way to create trust is by what real people are saying. I can share with you endless amount of data showing you that products that just have five star reviews convert much worse than like 3.8. Which is insane, but it makes sense, because nobody believes everything is perfect. Authenticity, transparency are so key in a world where again, customer acquisition cost is super expensive because if you were able to bring a customer and she or he had a bad experience, it's bad unit economics. You cannot scale that business.Stephanie:Yeah. I think the interesting thing too, about organic reviews, even if they have a 3.8, is that you can oftentimes go in there and find, oh, this person's talking about something that I really don't care about. I'm even thinking about this and maybe Tomer you're in the same place where it's looking at daycare's, preschools, and all this. Some of them have a four-star and people are complaining about the wait list. I didn't want to pay a wait list fee, and you're, 'Okay." That shouldn't have brought it down, but that's real, and now I trust it a bit more, and now I'm interested in exploring it, and not just looking at a high level review. What I wonder is, how do you get people to review? How do you get them to submit photos? I don't have the time a lot of times, even though I love products, I just don't have time for it. How are you incentivizing customers to do that?Tomer:Yeah. I'll share a few stories that I think you'll find they're funny.Stephanie:We all have funny stories.Tomer:When we started, we didn't know a lot on the reviews industry. So what we did, Amazon, Amazon has a page called Amazon top reviewers. These are people that wrote, I don't even know how many reviews. We looked at their names or handlers, and we searched those people on Skype and Twitter, and we bombed them, and wanted to interview them. We spent hours and hours interviewing Amazon top reviewers, and I think it was eBay top reviewers, just trying to understand why people write reviews, what incentivize them to write reviews, and why other people are not writing reviews, and that's how we formed the new approach and the reviews industry. I think definitely we make it easy for you. You talked about, you don't have time. We build a technology called email review that you can leave the review inside the email.Tomer:It's one step, it's really easy to do. That's super, super important. The second thing that's really, really important is knowing when to ask for reviews. For example, when you buy a mattress, you need to experience with the product a little bit more before you will be willing to give a review versus a t-shirt. I think those are important. The last thing that I can tell you, which is really, really interesting, and this is why user generated content is so connected to loyalty, is once you identify who are customers that are likely to be loyal, those customers are much more likely to generate content for you, photos, video. After someone upload a photo, I can tell you now, if you're not a Yotpo customer, ask them to join your loyalty club. There's five X more chance that will happen. How do you take one interaction of the consumer with your brand, and translate it to the next step, and how do you take them in the customer journey step by step by step.Tomer:That's why we are big believers you need to consolidate the marketing stack because it is one customer, one journey, and it's not silo. I think it's a frictionless experience, is knowing when to ask, and knowing who to ask. It's super, super important. I think when we started Yotpo, we always heard the phrase of 1% of people write content, 9% of people reply to that comment, and 90% are just reading that content. Today we are more closer to five to 6% are generating content almost, which is a five X or six X improvements when we started. A lot of it is that consumer behavior, a lot of it is our technology, and a lot of it, I think is just brands are evolving and understanding the importance of that. But it's just fascinating when we ask about photos for example. There are brands that you would never imagine, never in your life, that people will ... I remember I was scrolling through one of our website, and they will say they are selling metals. Literally blocks of metals. That's what they said.Tomer:They have thousands of reviews, thousands of reviews. People write reviews and super passionate reviews. We also have an NLP engine, a natural language processing that can give us and the merchant, positive sentiment, negative sentiment, and show you the score. People are super passionate about it, and apparently people are passionate for ... Different people are passionate for different things. You just need to find those people that are passionate about what you build. That's what I always find super, super inspiring.Stephanie:That is a really interesting take though around how you just need to have that passionate audience and finding them. But what also is interesting is how you guys are ingesting the data in ways that, I think I've been there for a while, but you keep saying consolidating it. I've always thought okay, you get all these good reviews, but oftentimes, I might not want to see their review for 99% of the products that I'm not looking at. If I'm looking at stocks at a company that has a hundred skews, I really just want to be able to zoom in on the reviews of those stocks and not see everything else.Tomer:Even more than that, what we did now, if you go to Yotpo customers, is we build an NLP engine, Natural Language Processing that can pull up topics from the content. Let's say if you ... I don't want to take your pre-school example. If you want to just read about the waiting list, you can click waiting list and read just all the content talking about that. You want to read about the teacher, about the food, about whatever you want, you can. Especially on mobile, I can tell you that really, really increases conversion because who has the time to scroll through 300 reviews? No one. Once you have the relevant topic and a search bar, and the topics are actually accurate, then you start to really improve the quality of content that you are able to read, and you as a consumer really are able to get the information that you need in order to make a buying decision.Stephanie:Yeah. What do you think about curating reviews from other platforms? Do you guys also incorporate Amazon and walmart.com? How do you show in a holistic way? Or I also think a lot of those consumers are very different people who shop at Walmart, are different than Amazon versus on your website.Tomer:Yeah. In general, we are big believers that we need to authenticate. I mentioned how we started that these are real people that actually bought your product, so we just do it from the content we generated. I can tell you in our photos, we curate from Instagram or Pinterest, because we think that makes sense actually from specific hashtag, or specific accounts of the brand. I can tell you ... I'll give you another example that's been explosive for us. Let's say if you are a brand that want to increase your review count. Let's say you sell a lot on Amazon, you sell a lot direct, but you want to increase your review count on your direct SMS, the best example. Our integration, when you can send review quiz through SMS, amazing. Just amazing results.Tomer:I highly recommend it for anyone that wants to increase their social proof, is to leverage SMS and SMS marketing. This is why when for us it's you use our SMS marketing product and reviews under the same data platform. That's what we work. Our platform theme works on is to make that experiences literally a click of a button. Send review request, and that's it. I think in general, we are not a big believer from curation of content. It's more about generating that content and giving you more tools to generate authentic content that we can authenticate.Stephanie:Yeah, that's great. I think just thinking about making things frictionless for the end user. That's going to change everything. Especially with reviews, I'm thinking if you send me a text, an SMS, that just said, just review it and you don't pop me around a million other places-Tomer:Exactly.Stephanie:-I'll hit the start count. If I don't feel adding in words right now, I won't, but making it easy to where I'll actually interact quickly, I think is the way of the future. Even earlier on Amazon, it was asking me to review something on my homepage. I tried to click five stars then it shot me over to another page and wanted me to write stuff, and then I just exed out. I'm like, "No. It's too much work. I have two minutes before this interview." I was just trying to say, “I liked my pair of shorts I bought."Tomer:I can tell you it's the same thing in loyalty by the way. We see that loyalty, because loyalty you also see that in brand. But loyalty is a very complex problem. In order for a brand now to launch a loyalty program, they need to give it some thought. It's not a cookie cutter, because every brand has their own thing. On the flip side, if the experience won't be dead easy for the consumer, or frictionless for the consumer, consumers won't engage with the loyalty program. This is why we really focused on building an experience that it's going to be really easy for your consumers to understand what's in it for me, and how to engage with your loyalty program. Because if not, if it's like you said, a link to another page and then I need to ... it's not going to happen. They're not going to join your loyalty club. In general, in every product that we have, we are very, very focused on a very frictionless consumer experience, because we learned so many times, it won't work if it's complicated. It just won't.Stephanie:Yeah. How do you think about building up a good loyalty program? I'm sure a lot of your clients ask, what are some pitfalls that you've seen before, and how do I make it frictionless, and fun, and engaging? How would you advise them on creating one from scratch?Tomer:Yeah, there's a lot actually and it's a complex topic that we are super passionate about. But, if I need to summarize it, I'll say that one, like I mentioned complex problem, but it has to be an easy consumer experience. Second it's not one size fits all. You really need to understand, okay, why do you want to incentivize for? Let's take Chubbies, another example that we started. Chubbies has a great loyalty program across categories. Let's say if you buy shorts, they want you to buy a t-shirt, they will incentivize you with points to do that. That's super, super important. For Chubbies the point system it's basically a mechanism to incentivize certain behavior that you want, that works extremely well. You need to figure out what behaviors do you want to encourage. Another example is ThirdLove. I don't know if you're familiar with that brand.Stephanie:Yeah, I do know them.Tomer:They also use our loyalty program. For them it was all about the brand, meaning they didn't want to use a point system, they actually wanted to use a VIP tier system. You do a certain action or you spend a certain amount, and then you get certain VIP tiers level that you can get different parts from free shipping products, discounts, whatever you want. That's been working phenomenally well for them. I think early on just in 2021, you have to have a loyalty program. I think we are past the days that, yeah, I'm not sure. You are losing a lot of money, you're leaving a lot of money on the table, but you need to first figure out what do you want to incentivize for? What is the behavior you want to encourage?Tomer:That's super important. Then, what are you willing to give, and how do you make it easy for consumers to engage onsite? You can send different emails, you can run different social campaigns, or social contests. There's a bunch of things, but eventually it's all about how do you build a relationship with your most important customers? With the customer that you care the most on? It's a very emotional experience on one end, on the other end, it's that simple. You need to see ROI. It's all about customer lifetime value. The analytic needs to be if you're not sure if your loyalty program is not working or not, it's probably, it doesn't work, because it's very easy to understand that it's working, and it's about increasing customer lifetime value.Stephanie:I think that's a good point too, about knowing your customer and what they're going to want to see. For something like a ThirdLove, I can see why they want to be seen as it's more premium, you're part of the club. We're so much more higher end than a Victoria's Secret or whoever else they're competing with, versus the Chubbies, their client probably doesn't need to see that to feel like they're part of the club. They just want the product.Tomer:Exactly. It's such a strong brand that if you buy Chubbies you're already part of the club. It's one of the best ways definitely. I'll give you another example. Maybe I can give you also to share some light about the connectivity. Let's take another one of our customer that you probably know, Steve Madden. Let's say you are a junkie of sneakers, that's your thing in life, Stephanie. You are the number one in their VIP tier program. Literally number one. Then you get sneakers and you give them a negative review because the shoelace was off or whatever. They want to know about it.Stephanie:Sounds like me.Tomer:They want to know about it and they want to treat you a little bit differently. Taking that loyalty data, or the review data and injecting it back to loyalty and help desk, and doing all of that, is so, so important in order to provide a great consumer experience. That's the only way to do so. We see that time and time again, you can not live with silo. That's one of the biggest tips that I can give is that whenever if you're a Yotpo customer, you're not a Yotpo customer, it matters less. It's about the connected experience.Stephanie:Yeah. Personalizing it is huge, and having a customer not feel they're talking into a black box. If I say, “Hey, I'm not happy with something," and then like you said, they're like, "Here's some points to just buy some more of it," or something, that's probably-Tomer:I'll tell you another joke that we use internally. Personalization, I hate it when product managers come to me and talk about personalization because I won't call it the graveyard of ecommerce, but I think the problem with personalization, it's an endless problem. There is always something to improve, but eventually for the consumer, there is a diminishing value in keep on personally up until the point. For us, it's more about look at sub segments of your customers and how you treat them differently, and how do you help the marketer really test and try certain things, but trying to personalize it. You can do that all day long and it won't move the needle necessarily. It's just about understanding from that specific customer, what sub segment they belong to, and then how do you treat that sub segment differently?Stephanie:That's really interesting. I like that. It's not like everyone is a unique snowflake. However, they probably do fit in some buckets, and you can treat those segments pretty similar, and now we have methods for them. I liked that.Tomer:Exactly.Stephanie:I'm thinking about all this data that you guys are getting, and the way that you're reacting to it and making new products and helping these brands, what data is out there that I guess you could call it dark data, that you feel could be tapped into, but you're like, we just haven't gotten there yet, but there’s always data that's out there that you feel you're still not fully utilizing. What are brands usually have access to, but they're just not fully capitalizing on it?Tomer:From the brand or from Yotpo perspective?Stephanie:I say brand perspective.Tomer:Brand perspective, I think the most interesting thing is actually analyzing the content itself of the reviews. I can give you two examples. One of the best examples which I love. Are you familiar with [inaudible].Stephanie:No.Tomer:From these scores they're actually doing phenomenally well. A phenomenal brand. For them, we actually were able to analyze the content. We have a engine called insights from the natural language processing, and we learned something really interesting. That a lot of the content was written "I'm so happy. My boyfriend bought me that and that." "I'm so happy. My husband did..." We actually told them, "You know what? We think you should launch a couples line, because a lot of your buyer persona, it's not the sheets He buying for his girlfriend, for his wife, it doesn't matter." It's one of the most successful launches they ever had. Or we have another furniture brand that I won't mentioned their name, that we showed them that the number one reason for returns of the product is actually the smell of the sofa, and they need to fix that, because they have a real problem in that.Tomer:Actually looking at reviews as a let's call it [inaudible] and that your ability to analyze on scale, and have a really smart again NLP engine that can show you what customers are saying in slice and dice, it's fair. All the volumes per a customer behavior, per location, per segment is so, so important. You can get so much in product teams, marketing teams, service teams for sure. You can get to learn so much from it. I think that's a dataset that a lot of brands are not spending enough time looking at.Stephanie:Yeah. It makes me think gone are the days where you would have people come into a room, and they try out your product and you hear feedback. It's why. Now you can just get thousands of data points, use NLP, digest the data and figure out how to change your product going forward.Tomer:Exactly that.Stephanie:Makes it funny thinking about that. What about from a Yotpo perspective? What data do you want to get access to, to inform either your current products or new ones?Tomer:Something that we think about a lot is it's very clear that commerce is going to be like Omni channel. Or is. Some of it will be marketplaces. Most of it will be direct to consumers. Some of it, maybe it will be on social, some of it maybe will be on Google, who knows. Everyone is trying that transaction will happen now at Instagram, on Google shopping, or whatever. For us, it's how do you give more value when you sell on Amazon? How do we give more verdict? We just launched a partnership with Walmart that you can syndicate all your content with a click of a button. If you sell also on Walmart, all of your content will be there as well, so you'll sell more on watermark. For us, it's really about how do we take more data? We're now working with Facebook and Google on a bunch of really, really interesting stuff, and how do we just help you to be a better Omni channel brand? I think.Stephanie:What data then are you looking at to be a better omni-channel brand? What things are you tapping into that maybe you weren't able to a couple of years ago?Tomer:For us, with every new product that we add, there was a huge data injection. Just think about, let's take SMS and loyalty. It's so valuable that you have the two products under the same data platform that you can really for the first time send new SMS'es for just your loyal customers. Just your highest VIP tier, you want to send them an SMS because you know that SMS will convert the best because they are your most loyal customer. You can do that. I can tell you sending an SMS just saying, thank you, thank you, after someone referred a friend. You would be surprised how much that increased customer lifetime value. I always give our product team our ideal experience is let's say Stephanie, one store will start opening up again. Think about you going, buying at the store that you are one of the most loyal customers, buying a ThirdLove offline store once they'll have one, and then the second you walk out the door, you get an SMS, "Thank you for buying with us again. We really appreciate that."Tomer:How awesome is that? Who doesn't want to build that brand? I think from a data standpoint, the more products that we have, we really understand better the different segments of your customers, and make it easy for you to launch different campaigns. For us, SMS, for example, was a huge vision. That's something that we didn't have, a new execution layer. Loyalty was a huge addition. I think every product that we keep adding, we are learning much more on the brand. We're learning much more on the customers of the brand.Stephanie:I like that. It definitely seems there's a lot of room, especially for in-person retail experiences to complete that journey and to also be helpful as you walk into a store. But to a point where it doesn't get creepy where it's "I see you in the makeup aisle right now, and I would go with this one over that one," that's probably is taking it a little too far, but it still seems there's room for brands to interact more because I don't get many messages right now, and the ones that I do are very generic and not helpful. I sometimes wonder, why don't my, a customer service rep, take a picture and send it to me and be, Hope your day is going well." I think I would like something personal and funny like that, more than just come in and get 20% off today.Tomer:I can tell you what we're hearing now from brands is that they are sending so many generic SMS that they actually... an SMS is ... it's not a cheap channel. It's not like email. You need to actually pay for the message for the carrier. You really need to think carefully, “Okay, maybe for customers that gave me one star review, I need to ask a different SMS and send them, 'Hey, how can I change the experience? I'm sorry, what can we do?' versus customers that raved about the price, and maybe send them an SMS talking about a discount of customers that talk about the service, say send a picture of the customer service that helps them. That connectivity is I think what's really, really important.Stephanie:Yeah, I agree. Where do you see the world of UGC in general transforming to over the next couple of years?Tomer:I think UGC will definitely move towards a place that how do you take the content you're able to create, and leverage that in multiple places in your email marketing, in your SMS marketing, on your social ads, on Walmart, on Amazon, on Etsy, wherever you are as a brand, how you interact with consumers, that's where you need UGC to be at. I think that's super, super important. The second thing is that, what do you understand from that UGC? That's something that I feel that as a company, we are just at the tip of the iceberg. There's so much to be done there because these are the most important signals from your customers. That's something that we are very, very excited about. The question is, will there be a new form of UGC? Stories, voice.Tomer:There's a lot of things that we play around with in our hackathons to really trying to help pave the way of what's next in UGC. I can tell you it's very early, like videos actually for now for us now is a new format that's also been growing really, really quickly. Will there be a new format? That's also really, really interesting.Stephanie:How do you view influencers versus UGC? Because the way the market's headed right now, I wonder if the whole influencer scene will start to die off, because people will keep wanting more authentic interactions and relationships, and they want to buy from people that feel more like them. How do you see influencers playing out all that?Tomer:The influencer is another really interesting field. First of all, I think it depends. Again, it's not a one size fits all. It really depends on, what do you want to achieve with influencers? I think people understand today that just giving the Kardashian your product doesn't necessarily mean that you're going to increase sale. They can really, really help, and you can see Kylie cosmetic. But the top influencer was actually building their own brands because they understand that's where the vast majority of revenue is, and that's something we see a lot in. Now you see micro influencers. I think you probably need to do both, and different purposes. I think a UGC is more let's say the basics. You need to have social proof. For me, influencer it's more about another channel like paid.Tomer:Like a Google ads, you now have influencer ads, if you want to influence attacks, and it works, and you need to do it very, very well, but it's actually not related to UGC. UGC it's the foundation of your brand. You cannot do Google ads, you cannot do influencer ads without it. I think in general influencer is really interesting, but I also think that brands and influencer today, they see that in order for it to work, they need to be authentic. Stephanie:I completely agree. All right. The last question before we jump into the lightning round, do you integrate with awesome platforms like our sponsor, Salesforce Commerce Cloud?Tomer:Yes, definitely. We are a big partner of Salesforce Commerce Cloud. We're actually I think one of the fastest growing solution on Salesforce Commerce Cloud at the moment, and they've been great partners of ours. We have really amazing brands. We started with reviews, now with loyalty, SMS is coming in just a few weeks I think. Yes, definitely. I think it's one of the best platform for the enterprises that we see in the market.Stephanie:I completely agree with that. With that, let's jump into the lightning round, which is brought to you by Salesforce Commerce Cloud. This is where I ask a question, and you have 30 seconds or less to answer. Are you ready Tomer?Tomer:Of course. I was born ready.Stephanie:If you were to have a podcast, what would it be about, and who would your first guest be?Tomer:What a great question. I think if I need to do a podcast, it will be just some great ecommerce stories, and I think just like one of the best people I know from the industry, his name is Scott Perry. He's now the leading everything related to ecommerce in Jerome, before that he was involved with furniture, he's just freaking awesome. He's just really, really awesome. The other one that I really, really love is actually Lauren from Shopify. He's another really awesome person to spend time. He basically found the Shopify plus.Stephanie:I like that. It might be a little competitive with our podcast. However, competition is healthy, so I'll accept it.Tomer:No, I think what you're doing by the way is super, super cool. It's really, really interesting, and anyone in ecommerce should ... these are exactly the type of content that people should be listened to, if you care about ecommerce.Stephanie:Thank you. I love that. Man, it's good thing I brought you on. What is the nicest thing anyone's ever done for you?Tomer:The nicest thing that anyone ever done to me. I think definitely I'll say my wife. We have two young boys. She saw me in some really, really tough nights, and she was there to really help me pass through those tough nights. I would definitely give it to my wife.Stephanie:Shout out to your wife. I hope she listens to this. That's great.Tomer:Of course she will.Stephanie:Yeah, she will. What one thing do you not understand today that you wish you did?Tomer:I don't know. How do you get a crying baby to stop crying?Stephanie:I, after three boys, I still don't fully know that one. That's just a question that can't be answered.Stephanie:All right. The last one, what is the last ecommerce purchase you made that you're most excited about?Tomer:I'm actually super excited. I don't know if you can see my background, but I bought from a society six. It's one of our customers, and it's actually a great story to end with. I think I can share about the Yotpo culture. When we founded Yotpo, you know that how every startup is saying that they started at a basement and yada yada. Our office was a real basement, meaning it was an apartment building, you would go down, turn left. There was no lights, no nothing. Even for people that were willing to interview for two people start startup, we got some feedback that their office is too hardcore. We didn't have money for furniture, and we didn't know what to do. I stole for a different time. I had a bunch of Sesame street puppets at my apartment. So I brought them to the office and that started to be our vibes.Tomer:Then when we moved to a real office, we took them with us, and then when we started opening offices across the globe, people thought that they need to bring Sesame street stuff with them. Then when we moved to the home office in COVID, I said, "Okay, we need to bring Sesame street stuff." I bought from society six. We never forget where we coming from, where we came from. Sorry. I think that's maybe one of the things I'm most excited about, and I just bought ... Actually there's another one. Because I keep buying from our customers. That's my thing in life. I buy just from our customers. There's an Oura ring that helps you sleep better and analyze your sleep. I don't know if you're familiar with that.Stephanie:No. What's it called?Tomer:Oura ring. It's really, really ... I don't know if people can see, but it's-Stephanie:You can explain it to anyone who [inaudible].Tomer:It's a ring that basically tracks, with an app tracks, how you sleep, how you need to give you let's say guidance on how to better sleep. I'm super excited to test it. It just arrived today, and I'm going to test it. Excited about that.Stephanie:What things do you think it'll tell you? To sleep better, quarantine your kids off in a room where you can't hear them, or?Tomer:I wish. I wish someone would tell us that, yes, yes.Stephanie:You got that. Tell me how that works. That sounds awesome. Well, Tomer, thanks so much for joining the show. It's been a pleasure. Where can people find out more about you and Yotpo?Tomer:First of all, thank you for having me. It's a pleasure, and I think we in Yotpo are big fans of the podcast, by the way. We have a few episodes that we mentioned, it's actually a thing. You can just go to Yotpo if you want to meet personally. It's tomer@yotpo.com. It's nothing too special, and feel free to reach out.Stephanie:Amazing. Thanks so much.Tomer:Thank you for having me.

Have you heard of Parkinson's Law, the law that runs on the adage 'Work expands to fill the time available for its completion? In other words - if the deadline is in 5 days or 5 years – that is how long it will take to complete the job. How about with your expenses? Do you think if you scale your practice quickly, you have to scale your expenses accordingly? Well, if you think like that, you're going to spend like that. But do not worry. I'm here to make sure you evaluate your cash flow correctly without it costing every cent you have in the bank. You just need a good system to tell your practice firmly, 'Hey, this is all you get.' Today I explain the benefit of being upfront and clear about your percentages when allocating your expenses and profits in your practice's cash flow. I explain why you shouldn't run your business like a startup because startup culture beliefs will want you to run lean, while I want you to run it successfully AND profitably. As a certified Profit First consultant, I breakdown the benefits of working with a cash flow management system and tell you in layman's terms how a multiple accounts system works. I also reveal why controlled growth is far better than explosive growth when you allow yourself a controlled expenditure framework, resulting in a more efficient, profitable practice. "I am a certified Profit First professional, and I'm a big fan of Profit First as a cash flow management system." – Jos Willard "What happens when you tell your business This Is All You Get is your business gets more efficient." – Joss Willard "Startup culture belief is you have to run lean. You have to grind. You have to plow back every single dollar - and not just every single dollar that you make - but you also got to go out and grind." – Jos Willard "When we say 'This percentage is what we're going to run on,' we don't just blindly pick it. We do this based on what you - what the business - actually needs." – Jos Willard "If you want to tell your family, 'Hey, we got a bunch more than we've ever had,' first you have to tell your business This Is All You Get." – Jos Willard This week on Profit For Coaches: Breaking down the Profit First's multiple accounts system How setting your percentages of expenses and profits will focus on budgeting and scaling targets What happens when you sit down with a competent cashflow management specialist Why you should avoid falling into Startup Culture 'run lean' beliefs Why 'Fast Growth' is not always a good thing The FREE eBook you can access today! Resources Mentioned:  Profit First Connect with Jos Willard: Profit For Coaches Website Jos Willard on LinkedIn Jos Willard on Twitter Jos Willard on Instagram The Four Must Haves for a Profitable Coaching Practice I want to make sure that the time you invest here is profitable. And the best way to do that is to make sure you grab a copy of the free eBook The Four Must Haves for a Profitable Coaching Practice. It's absolutely free, it's worth every penny. It outlines the four areas that every profitable coaching practice on the planet has in common.  And thus, they're the four things that you must have nailed down in your coaching practice if you want it to be consistently profitable. So if you want an easy to understand very specific tool that makes it crystal clear where to be focusing your attention in your practice, and what you can safely ignore to ensure that your practice is consistently profitable and supports the life that you want to be living go to: Profitforcoaches.com and download your copy of The Four Must Haves for a Profitable Coaching Practice today.

"In the end when all is said and done and it comes time for me to depart, I want my children to remember me and say, 'Hey, Dad had some problems, but he changed. He became a good father.'" James Brown talks with Zibby about how his latest book, Apology to a Young Addict, completes his trilogy of memoirs about his addiction, his family, and now his sobriety. The two talk about how addiction can impact kids growing up as well as the possibilities that opened up for James when he began to make a change.   Purchase your copy on Amazon or Bookshop

Dublin Caller Says ''You're Too Old For Hoodies When You Hit 35'' Simon Harris is only in his mid 30's but apparently, according to some people, he is far too old to be on TikTok! He joined the app during the week saying ''Hey everybody, I've finally taken the plunge, and decided to join TikTok, and not sure I quite know what I've let myself in for yet but looking forward to learning how to use this and using it as another tool to keep in touch with you''. This got us thinking. Once you hit your mid 30's you are too old for Blank... What things should you stop doing once you hit your mid 30's. Listen Below: [audio mp3="https://media.radiocms.net/uploads/2021/03/26134619/210326NeverTooOld.mp3"][/audio] TUNE IN TO DUBLIN TALKS LIVE EVERY WEEKDAY MORNING FROM 10AM, ONLY ON 98FM Check out all of our podcasts here.

If you mouth breathe, struggle sleeping, snore, or have eustachian tube issues, then check this out! Mouth breathing is linked to sleep disorders, tooth decay, eustachian tube issues, and so much more, what do you do about it? Could the answer be myofunctional therapy? That's what I sift through with Myofunctional therapist Melissa Mugno. In this podcast, you'll learn: Why Steph Curry chews on his mouthguard the way he does Why do we clench and grind our teeth? The importance of breastfeeding on orofacial development What myofunctional therapy is and where it belongs in the healthcare system The two causes of the mouth breathing epidemic and how to tackle this problem How behavior change plays a crucial role in a successful outcome The intersection of physical and myofunctional therapy Why belly breathing is totally overrated The myofunctional therapy intervention process The link between swallowing and eustachian tube dysfunction and TONS more If you are ready to make your upper airway healthy as can be, then definitely check this podcast out. Look here to watch the interview, listen to the podcast, get the show notes, and read the modified transcripts. Learn more about Melissa Since becoming an Orofacial Myofunctional Therapist in 2014, Melissa has improved the lives of hundreds of patients and lectured around the country. Melissa treats patients of all ages suffering from a wide range of conditions stemming from adverse myofunctional habits. Her background as a Dental Hygienist and experience in the fields of Orthodontics and Pedodontics contributes to her success. Melissa works in Las Vegas, NV, and is a Breathe Associate at The Breathe Institute in Los Angles, CA. Her website Show notes Here are links to things mentioned in the interview: Joy Moeller - One of the foundational people in the field of myofunctional therapy. Sandra Coulson - Another foundational person in myofunctional therapy. Myobrace - A possible way to improve teeth position. Dr. Tara Erson - A great dentist in Las Vegas Dr. Hockel - My dentist who is doing my palatal expansion. Dr. Kareen Landerville - She is my go-to optometrist in Las Vegas The Breathe Institute - Where I got my tongue-tie release done. Dr. Soroush Zaghi - The doctor who did my tongue-tie release. AOMT - That's who I took my myofunctional therapy course through. You can peep the review here.  Bill Hartman - Daddy-O Pops himself. My mentor. The Enduring Impact of What Clinicians Say to People With Low Back Pain - A great article that goes into how maladaptive beliefs can manifest.  Modified Transcripts Why Steph Curry chews on his mouthguard Zac Cupples: So, Steph Curry walks into your office, and he asks you, hey, Melissa, why is it that I like to chew on my mouth guard so much? Melissa Mugno: So, the chewing is because of his airway. Zac: Mm-hmm. Do tell. Tell me more. Melissa: So, in sleep dentistry or airway, we've really come full circle to understand that like chewing and clenching, has a lot more to do with a deficiency in the airway than it does anything else. So, there are habits that are created, that actually kind of stimulate the jaw to come forward, and there's a feeling that feels good. It gives us more air, more serotonin overall, and it actually will give you a lot more clarity. Get some good oxygen, you feel better. So that's actually what's happening. So, the chewing couple times you do it, you're like, it feels good, right? Most humans continue to do things that feel good, stop doing things that feel bad. So, please stop doing that. But the thing was, Steph Curry that's quite interesting is he doesn't just chew on it. He doesn't even - more interesting, he flips it out of his mouth and holds it. And what I was saying to you before was, again, I have not worked on Steph Curry so I do not know. This is just me looking at it, I was intrigued by it. My husband brought it up and said, ‘'Hey, this guy's really known for doing this'' and I was interested. I've always thought there was a big sports connection. I started looking at how thick his mouth guard was and I'm like, "oh, it's at least two millimeters, two and a half." One of the things we do, the dentist will do or to help patients that have sleep issues, is they'll actually open up their bite, open up the jaw, so they can't close all the way, which naturally will allow their jaw to come forward, and that does is it opens up the airway and allows for the air to flow easier. So, he's holding it, and he's protruding his own bite and you can see it's literally bringing his jaw forward. I started looking and then I watched some YouTube video and I saw that Forbes I think it was? It might be off one of the bigger publications that did an actual survey or did some type of research of how many free throws that he made when the mouthguard was out versus when it wasn't. He shot significantly better with it in! It was a no-brainer to me. he's breathing better. Oxygen will absolutely get you focused and therefore he is more comfortable. So why wouldn't you keep doing it? Yeah, so now it's become this whole thing. Now, I guess like, tons of athletes do it and I was like, yeah, of course, yes, it protects your teeth, but there's a lot more to it. Zac: But when you're clenching as well, how does that open up the airway then? Because I would think... Melissa: Clenching and grinding are not opening up the airway. It's a side effect of having a reduced airway. I love my analogies. So, I call it the body's fire alarm. And so, it triggers something and what's happening is the body knows it's getting a reduced amount of air, so it acts to check that. It's going to create some type of function, some type of habit to make sure everything's good down there. So, this, the grinding, and I have this little theory that we grind when we're kids because we're carefree and we clench when we're older because we're trying to control it. [caption id="attachment_13634" align="alignnone" width="810"] Grinding, but not like the Clipse :( (Photo credit: Free Dental Photos)[/caption] Zac: Gotcha. Melissa: It seems that way more adults clench than kids and I realized some of my, I mean, it's not absolutely proven, but my adults that grind are usually my cool cats. They just grind it out, let that jaw flow. The adults are like they're trying to control, they don't want that feeling. It's they're trying to control that bite. They don't know why their jaw wants to move. So, I believe the clenching has a lot to do with trying to contro Zac: Prevent it. Melissa: Exactly. It's also connected to the mind--anxiety and all like so much more mental health and stuff like that. I think it's a natural thing that happens as we become adults that we just want to control. Zac: Yeah. Melissa: That control leads to me building some type of subconscious behavior, to take it out on, and activating the buccinators and we're straining out all in here. No nasal breathing. Breastfeeding Melissa: That's one reason why breastfeeding is so important. Yes, it has a lot of cool nutrition value, but one of the coolest things is that happens is it actually teaches you how to breathe and eat at the same time. The tongues pushes the nipple up, and then be able to help extract the milk, and then the baby's actually letting the mom's body know, hey, you got to keep producing. When moms don't produce milk, they automatically assume it's their fault because they have mom guilt. So, then it's like, I just got to make my baby free to be able to eat and stuff. And they think that the formula is doing the trick but what's not happening is that then the bottle goes in, and now the tongue goes down. Zac: Then you can't control the rate at which the liquid is coming in when it's a bottle versus when you're breastfeeding. Melissa: Then nipple companies make it go quicker, the older you get, make it easier, it just flow it in there, no work needed. Then we don't learn how to breathe nasally really young, then problems ensue. Teeth clenching and grinding Zac: From my standpoint, when we see someone clenching or grinding on the PT side of things, usually that's done to restrict available movement. So, you almost make the system more rigid. And to your point when you're talking about who is this it's those type-A people and a lot of times, I forget what book it was where they talked about the chairs in the waiting room of a cardiologist. Melissa: Oh, yes in the armrests. Yeah, because like they're gripping way hard; fight or flight. Zac: Yeah, and maybe it's just to change the pressurization that's going on in the airway. The importance of breathing Melissa: I laugh a little bit, when people will be like, airway dentistry, PT, speech, what has that have to do with it? "I'm like, Oh, yeah. Who needs air?" Oh, we don't have enough research and I just want to be silly and be like, so we don't have enough research on how important oxygen is? Or seeing the interconnectivity of the body? We all heard that elbow bone is connected to the wrist bone song as a kid, right? Zac: Yeah. Melissa: I just paid you to tell me to breathe? I am breathing! Well, I mean, that's left to be decided, right? [caption id="attachment_12187" align="aligncenter" width="250"] Then you end up looking like this guy #gross[/caption] Myofunctional therapy Zac: Well, and I think most people don't even know that your specialty exists; myofunctional therapy. Melissa: I don't know if I'm the best representation of myofunctional therapists. Zac: You're just my favorite. Melissa: Because it's been more about connecting the dots for me and I think myofunctional therapy happened to be a vehicle that I could I drive that allowed me to go to all these places and I don't think that would maybe be the same for most. I think most love the skill and the passion of myofunctional therapy and what it is day in and day on and how to make the exercises better and that one on one with the patient. I love my patients, don't get me wrong but it's more of this bigger thing for me. I like looking at the teeth, tongue, and more. It opens the door to another place. It's probably my ADHD. The beginning of my journey was untraditional. I was an orthodontic assistant for a long time, hygiene, whatever but I ended up not really even practicing all. My real calling was running a business, selling dental stuff, and making sure the patient and being that liaison to connect everything but at the end of the day, what does that mean? It means making sure the numbers and production and collection were good and I was good at that. We had this really amazing pediatric dental program, but we had this hole in our practice. We would get these referrals for kids who we couldn't start because they didn't have all their molars in yet.  How do I make that work? So long story short, I'm from New Jersey, we don't have a very long summer there. And the doctor comes in and he's like hand me this thing and he's like, we're going to go to this course, I'm like, in August in New Jersey, no, thank you, and ended up being a Myobrace course. There was this patient with a class III bite (where maxilla is behind the mandible). These presentations can occur either genetically or because the tongue sits low, pushing the jaw forward instead of the maxilla. The only real way to fix it is to do surgery (or so I thought). Zac: Yeah, a lot of times they'll break the jaw and pull it back. Melissa: Yes. That's a whole other thing. Zac: I had a friend who did that and I didn't know him at the time. He was a coworker and I told him ahead of time, my buddy was like, don't do this. If anything, you got to bring the jaw forward. Melissa: Did you know that? This was before you started doing? Zac: Yeah. Melissa: so, you were already? Zac: Yeah. I knew like a little bit of airway stuff and like some of my earlier things, it was more about using splints to change occlusion. I started with a gelb splint. [caption id="attachment_13637" align="aligncenter" width="375"] Ah, the classic[/caption] Melissa: Really? Zac: Yeah, because my wisdom teeth were still in and I had no truce of movements in the jaw and so we use the gelb to try to get me a little bit extra just for moving perspective but then the fix was to get the wisdom teeth taken out. So, then we went that route. I wasn't really having sleep issues, then but as I got older, it was - Melissa: Well, you did your sleep study show sleep apnea? Zac: No, I got upper airway resistance syndrome. Melissa: I wonder because of your athleticism and all those things that because you – elongation in the sense you did, it would look like you might be more of a sleep apnea patient, but really, you're UARS?  Apparently, you and I are in the same club. Zac: I know right? Melissa: So we had this mom who all three of her boys had an underbite. She challenged us and asked if there was really nothing I can do besides surgery? We ended up implementing myobrace and started to notice some decent changes, but the execution was rough; we didn't know what to look for and how to progress. So, the journey then, long story short, kind of went in that I really started to crave the need of like, okay, who created these exercises? Where did they come from and that actually kind of brought me full circle to Sandra Colson and realizing she was a huge part of working with them. Her husband was an orthodontist, she was a speech therapist, and they were getting amazing results. Learning from her made sense to the cases we had that relapsed. And it was important. I didn't hear tonsils and adenoids so much like we weren't bringing like was sort of doctors doing an orthodontist is doing his you know console, he's usually rattling off stuff, that type of by you know, class one class two, upper post for your class or whatever, convex all the different profiles have any they might say, you know, within normal limits, but I noticed we started seeing WAY more enlarged tonsils. [caption id="attachment_12197" align="aligncenter" width="500"] Tonsils are the bottom read and white spot thingy. Looks like a solid "3" there, Bob. (Photo credit: Spider.Dog)[/caption] My real aha moment was working with this amazing orthodontist who produced incredible smiles. It was my first job assisting, so I didn't know any different, but he used removable appliances, nothing cemented. Zac: Really? Melissa: And we always were doing early expansion, twin blocks maras, we would use anything, everything was removable, prop that bite up, pull it forward, and expand the heck out of it. Zac: Wow. Melissa: Now he - how do I say this a nice way? He had, I guess back then I probably would have called an arrogance. He commanded the room. Right? Like you didn't question. He just carried himself in a way. There was no option but the one he gave. Like if Bobby didn't wear it. Like that's your problem, then you shouldn't make him wear like, so that level of expectation. So why that's important to understand. So, I go through and I remember one day we're in the office and I know nothing, right? Like, I'm just figuring out how to do this. He walks by, and the patients are humble, we do and he's like God, somebody should cut that kid's tongue out of his mouth. It's messing up my teeth. It sounds dramatic but now I totally understand but I didn't. I was like, wow, what a jerk. Right? Like, he doesn't care. So, come all the way full circle, I'm now inMyobrace class, I'm doing it, and it was like this light went off, I was like, oh my gosh, this is what he was talking about. The kid was tongue-thrusting. No matter what he did to that bite, he couldn't close it. Zac: Because the tongue kept pushing on the teeth. Melissa: Yes, that's what he meant. He's like God, that tongue is going to destroy everything. So, he knew it. But the crazy thing is if you go back into his story, he was originally an engineer. He was a mechanical engineer prior. Then after had gotten married, went back in dentistry and became an orthodontist. Essentially, orthodontics is engineering. It's all about force and movement and I think that's what makes most orthodontists very specialized is because they can see things in a different way. With Myobrace, we could take it to another level. Years go by and I go back to school and all those things. And I noticed, almost every orthodontist just cements everything in and they just, I didn't even know you cemented it. It allowed me to basically see all aspects of dentistry, and I needed this whole journey to see it. That myofunctional was the most powerful thing. Oh, that's why the teeth keep relapsing because we didn't address the tongue thrust or we didn't retrain the tongue, we would maybe tell the kid hey, Bobby, try to put your tongue up or we put a habit in there or something. Well, anyone that's ever had a real habit, thought was very easy to overcome, right? Especially if you don't even know why you're doing it. And mouth breathing and tongue posture, I mean, if you're drinking all the time, you kind of know what you're doing is wrong, right? Well, you know what the culprit might be, like this is what's causing this? But if you don't even know that it's wrong to mouth breathe and have a low tongue posture, now I tell you, oh, you have a breathing issue. It's because of your tongue. What? Like how do you do that? How do you fix that? Zac: Especially considering how common mouth breathing is. Melissa: Well look at how it's changed. So, you look in Disney movies, so if you go back to like Snow White, the older ones, all of the characters are lips closed. Zac: Really? Melissa: And now you go to Frozen, she's drooling with her mouth open. Zac: Wow. I never even noticed that but that totally make sense. Like sleeping beauty, was she snoring? Melissa: No, no, lips closed, breathing through. Zac: If you have this epidemic of mouth breathing, and maybe this is where you are realizing the limitations of myofunctional therapy. Just like I have limitations as a PT that's why I talk to you and work with a ton of other people who have skills that I don't. Where myofunctional therapy starts Melissa: In a perfect world, you'd start with breastfeeding. Every baby that's born would address whether or not the baby has a tongue-tie, and has a tongue tie to the new protocols and standards. Unfortunately, the system makes that hard. So now we go out longer and longer. Now, time starts dwindling. So that's in the perfect world, that becomes the standard and protocol. Zac: Interesting. Melissa: Just like, when you have a baby, they come and they check hearing and they've checked all the other stuff, like, we'd want to have the tongue checked as well. I also think we could put protocols in and say what we should all do but I think maybe just the real simple of somebody when they come in and they talk, the lactations will come and I know when I had my first daughter, and they talk about why it was important to breastfeed, they definitely talked about how important it was for connection and they talked about the nutrition value but they didn't tell me that hey, by the way, she might have some breathing issues, she might not be able to latch, she might not be able to really eat, could change the way her diet is, it could change her airway positioning. There is some research out there now that shows that unchecked could send somebody down the road of having sleep issues. Possibly, we know that there's a correlation in connection to ADHD with kids that snore. I wish I would've gotten that information because I did not breastfeed my first daughter. I mean, I have lots of my own reasons, but I don't know I had made my decision but I didn't feel like I was given all the information, right. So, don't we have the right to know everything? So, if we don't educate the parents, how can they make an educated decision? I don't know so I think education is probably the first thing that would make the biggest difference. [caption id="attachment_13638" align="aligncenter" width="600"] Get your knowledge up, yo! (Image by Sasin Tipchai from Pixabay)[/caption] It's all about building these programs, implementations, having standards and I mean, listen, when I first started and it's been like 11 years, 12 years now, and where we are today is leaps and bounds.  But as you grow new issues happening, like places like the breathe Institute, Dr. Zaghi, I mean, the whole industry change from Dr. Zaghi chose sleep, airway, tongue positioning to become his passion and his drive for research. It opened the door for so much. So, I mean, you have all these pioneers that are pushing limits and doing things all the time. Myofunctional therapy is what you guys do, in a way, but in the mouth. So, it's like physical therapy in the mouth. That's really all it is. And I feel like maybe we should also use maybe some of your standards, more to standardize what we do. So maybe I have a question for you and your fam is this. I was just like, I don't know, anyone that ever has had a rotator cuff surgery and then they go, yeah, maybe do PT, maybe not, like I don't know, like, it's not an option, right? Zac: Well, they're doing that for total hips now but sometimes you get a total hip replacement, and they will not recommend physical therapy. Melissa: And can I just be honest, like, is that because they have insurances? Like, where does it come from? Zac: I'm not sure. Yeah, I don't know. Melissa: I am sure if we went down that rabbit hole, we could find out. Zac: I have my suspicions. I think part of it is, you know, and in some cases, they're not showing physical therapy as having good outcomes. Melissa: Because it's not quick. You got to put work into it. Zac: Definitely. Melissa: We have to train the tongue just like we do any muscle. You must address the structure, function, and behavior. So, fixing the structure, and not addressing how the structure got there, to me is kind of stupid. like, I don't get it. You have to put in the work. Zac: Yeah, and that's the hard thing because really, any type of major lasting change has to do with a change in behavior of some kind. Melissa: Oh, absolutely. Zac: That is what makes our jobs that much harder as we really have to find ways to induce behavioral changes in the people, when, as humans, we inherently, if we can be lazy, we will and I don't think that's a fault, like a character flaw. It just, it takes work and work takes energy – Melissa: and let's give everybody a break. Be honest, is like what is expected of humans and for us to survive and add some kids in the mix and the house and a spouse and a dog and, you know, podcast and two jobs and or whatever it may be, to level up or do what you needed to get your hustle on or whatever, maybe there's just not a lot of extra time. And then you also are then to do to overcome these lifestyle changes, these behavioral changes that are going to have a Long Lasting structural and functional behavior change require self-assessment, looking in the mirror and taking time to evaluate and understand, oh, wow, I did not realize that was affecting this and connecting those dots. And when that doesn't, so you barely have time to do these basic little exercises that we're doing, and yet, you think you're going to have a behavior change? You worked with my mom. I'm going to use it as an example and my mom's good with this because she doesn't know what she doesn't know. So, she came out and she pretty much just wanted to have surgery. Yeah, that was her goal. I mean, she was excited. Now here's me, and I'm like, you even know why you're going to have the surgery? So, tell me exactly what's going to change after the surgery? And I was like, No, no, you're going to go see my buddy. And my mom is - she knows what I do for a living. She's seen me lecture. My mother's gotten some decent gifts of any little success I have. So, you would think she's like, of course, I'll go see your friend and she found out you're out of network. And she's like, Oh, he's not covered by my insurance and I was like, and that's exactly why you are going to see him. I was going to pay for it but think about that mentality, and I'm like, Oh, my God, it's touching nothing and then so now she comes back. She's like, wow, how amazing. I saw her really, you know, try and working and she started to feel better. She's like, it's so weird. I feel better. What do you mean, it's so weird? I get like, so here's somebody and I'm using this as an example. Like, it is my mother. How is she not getting and yet when something successful happens, it's like, I wonder without, what do you mean I wonder without? She knew but it was like, she almost had to be reminded. It's because, in her mind, the only thing that was going to fix her is if you did the surgery, or whatever it may be, right. So, if you can play on that, like not to go into her stuff, but I feel like isn't that across the board some of the stuff we're dealing with? Zac: Absolutely. Well, it's because it requires you to have some autonomy and you to have some ownership and almost intrinsic motivation to better yourself. It's within your control. Melissa: And most people don't want to believe anything they're doing or what they could do could better it because then it's on them. Zac: Or something that they're doing is causing it. [caption id="attachment_13639" align="alignnone" width="810"] But I'm not the problem. (Image by S. Hermann & F. Richter from Pixabay)[/caption] Melissa: I could easily change destructive habits, but it made me struggle having empathy for people that couldn't do that. Where does myofunctional therapy belong? Melissa: I think it belongs in lots of different areas: in speech therapy, dental offices, and physical therapy. I mean, it's everywhere. I mean, it should be bodyworkers, there are so many people because it affects - it's part of the whole thing if your mouth is weak, and your tongue is out, your mouth opened, you're going to be mouth breathing with the oxygen is going to change, you're not breathing through your nose, it's going to cause sinus issues, you're going to be more likely to have sinus stuff. It's going to affect your face; it's going to affect your cranial facial development, and then that can affect not that I don't know, but neck, the shoulders, your posture. Mom's will be like, if so if your teeth are off like this, I was like, so how's this constipation? And the dad's like, well, now you fix constipation. I was like, Oh, well, I mean, if you can't chew your swallowing whole, so hard for you know, go potty. And the mom was like "oh my god, he goes to the bathroom three times a week when that happens." It's really hard. I'm like, Oh, yeah, you can't? Yes. Yes. No contact back there. He's trying to so texture food is going to change the way he swallows the food. How quick he eats, how slow. I mean, it's like cutting scissors that don't line up. And he doesn't even know to tell you. Hey, Mom, I don't have any occlusion. I can't chew that meat. And we're like, eat your food, Johnny better eat your food, close your mouth. And literally, he's like, I can't breathe, I can't chew but I got to do it all so I'm just going to swallow it and real quick, get that down. It's going to make it a lot harder for us to digest food and then digesting now sleep, right? Now that's going to affect other things, I mean, long term and I can't imagine that. Me talking about this, that we can't go connect us that people that end up in your position with you are suffering from my stuff. And the people I see that are suffering from this need to be seeing you. Right? So, it's important to keep the connection going. Zac: Yeah, well, with that, the tongue is one component of the airway and, we've kind of talked about this a little bit where, you know, with you, you kind of specialize in the airway that's more upper whereas a lot of the PT stuff that I do is more airway lower. So, you really have to, I think, blend all of that in order to elicit or to maximize respiratory capabilities, which has wide-ranging effects. You know, we talked about vagus nerve, and you look at all the influences that I have across our physiology and - Melissa: anything when you say like your family or people I mean, that's, that's your place. You guys are all cool with that. So, the fact of like, your people and my people, while we haven't all sat down had dinner, like, you know, I mean until today. That's important because I think there's so much, I should learn from you and you should learn from me. And I hope one day that there is a course, that helps us all connect the dots and my stuffs included in your education and your stuffs vice versa, right? Like, the idea is to up the ante and build the specialties, and really help teach the students how to connect the dots. It shouldn't be something you have to learn once you get out of school. Zac: Yeah. 100%. Melissa: That should be taught in the beginning. Zac: Yeah, it's almost like you need a different profession that combines it all or you need a team and this is kind of where I think you are. You are realizing that you are one piece of a greater - Melissa: Oh, yeah, I mean, I've known that. That's always been but sometimes you got to do all the work to prove that you need help. Zac: Absolutely. Melissa: You got to show where you're falling weak and collaboration is everything. But with collaboration, also will bring some other hurdles. Patients, like we were saying before, don't like hard work. Well, they also don't like being told they have to go see nine people. Zac: Yeah, no, I and that's an issue that I've ran into with some people and I think I struggle with me, referring people into this space is, when I have that conversation of well, you might need a few different things, that's hard. I even just look at like myself, I've seen, I've been to Lincoln, Nebraska, and then that took me to getting wisdom teeth pulled in Phoenix, Arizona, and then that took me to getting the roto rooter done in Memphis, Tennessee. And then now I'm in San Francisco getting this and then working with you and it's just and then Zaghi cutting my tongue. Melissa: How do you build the ultimate practice? So, the question is, does that practice look like an airway-focused dentist? and you know, this airway focus dental thing has become like, who is this person? I mean, I hope that one day, it's just all dentists, because it's not about maybe others you know, they'll be Specialists of who does what technique, but the idea of, that's how you treatment plan. So, they actually, when you go get your six-month cleaning, it's discussed of what your airway looks like, or, hey, if you're mouth breathing, you can cause more decay, tell me how many of most people know that? When people are like, if you mouth breathe, your mouth is dry. If your mouth is dry, you have no saliva, you have no saliva, no antibodies, you have no antibodies, you have nothing to protect your teeth, you're going to get more decay. [caption id="attachment_13640" align="aligncenter" width="354"] But can you nasal breathe tho? (Image by Klaus Hausmann from Pixabay)[/caption] You can brush your teeth all day long. Yeah, like, where somebody else who has tons of saliva, and, you know, it goes like, so these are things like, we should always treatment plan to, hey, your tongue is not sitting where it's supposed to, have you noticed this? And not wait till it's to the point where now it's like, right now you mouth breathe, you snore, you this, you have to go and drop, you know, I've seen my money insurance doesn't cover. I mean, that's a shock to the system. So hopefully that will come to a point of that. But for now, seeing groups come together and it might have a PT, it has a myofunctional therapist, it has a dentist, a body worker, but now it's also a lactation consultant. We could go across the board. I hope that we'll be there and hopefully, we'll have these great little medical many places that can offer all of that, but you got to get your group, you got to get your crew. And I feel like also as a collaborative group, you got to talk finances with each other. What are your patients looking at? What's it going to cost for one patient to see everybody?  Already, how many people know that? Like, if you refer, what's the end of the day out of pocket? I don't know. I've always been curious. I always think of that, like, so if I'm going to send the nine people. I think it'd be like, thank you for the $50,000 journey. I don't know. Zac: Yeah, that's quite conservative. Melissa: Yes, and I've just seen because those are uncomfortable areas, right? You don't want to talk to your fellow colleague and be like, what you charge them. But what do you think about us working together? These are awkward conversations and I don't know if they're realistic. I don't know but I feel like no one ever says it, no one ever wants to talk about it. Zac: Yeah, but it can be a big barrier to, like, if you know so and so's going to charge 10k for an appliance and that's not in the cards for someone because they're on Medicaid or something. Melissa: It's just not in the cards. Zac: Yeah, you have to find a different avenue for that person to get better. Melissa: And I mean, like, again, going back to the things like what is wrong with you? What do you do? Well, you know, money. Zac: It's an unfortunate thing with our system. Melissa: Yeah, but let's be honest, I think even in other systems, do you think they're really addressing this? Zac: Probably not. Melissa: I have to say, I don't think there's any system that's looking at truly getting into what's really going on, which I'll tell you, in all systems do. I think I could sit here and tell you that if we were more aware of some of these breathing issues, we would see a decrease in multiple things like heart issues, Alzheimer's, I mean, we could go down the line. It's about more than fascia Zac: I think all of the tissues adapt and accommodate to ensure our survival and I think if you isolate it to one specific thing, then you're probably missing the boat. And not only that, it's like, say you do a fascia treatment, so you mean to tell me that nothing else changed you and you were able to isolate fascia, you were able to bypass the skin? Not create a ton of changes within the muscle. Melissa: Well, you literally had to go this whole journey to get there but nothing else was affected? Zac: Yeah, you can't isolate the tongue, because you're probably going to also have influences on the teeth, the nasal airway, it all works together. Melissa: And I think from your community and your family to ours, most people, and let's just get medical professionals out of here, let's just talk about our patients, the glaze people, right? You know, if you tell somebody like there's something that's connected to their toe all the way up to their tongue, they're like, no, and I'm like, No, really? Because we sometimes also forget, most people have no concept of what the body actually does, or how it actually is affected. Like, really, I find that to be - they have no understanding how if I walk one way with one shoe funny for a long period of time already, that's going to affect something. That helps us try to explain a little bit easier to patients, how come the tongue position can affect other things? Yeah. So, learning where other systems would only make it better for us to talk about it. Coaching breathing mechanics Melissa: Let's talk about breathing. We're always hands-on, like, when you breathe, you need diaphragmatic breathing, right, like you want to breathe in. And so the beginning, we kind of tried to keep it simple for kids, it was just like a very basic of, you know, put your hands on your stomach and chest, sit up straight and don't let your chest move. Because it's really hard to do if you slouch. So, it just became like, sit up straight, shoulders back, head up, because it felt like, at least opened it. But you would actually kind of had said, you know, it's not always about sitting like that. So, what would be that something to kind of show them that we can help each other? What would be a way that you would fix that? Zac: From my standpoint, when I look at that, you have to look at the actions that should happen at the rib cage. So, the rib cage should move as you breathe in and breathe out because if you think about it, when I take a breath of air in the tissues are filling our lungs, so the rib cage has to make room for the lungs and so it has to stand in all directions so we have these actions at the rib cage called the bucket handle, which would be lateral expansion, pump handle, which is anterior and superior expansion. And then you have posterior expansion. But I think what you were trying to do with the belly breath is trying to mitigate an accessory muscle breathing strategy, where I'm lifting the rib cage up as a unit with muscle such as the scalene, the sternocleidomastoid. We don't want that. I want the rib cage to stretch out. Melissa: Yes, but you would normally want to be more about explaining how it's rounded out and how you want to see it go like here and there. But we're keeping and trying to be simple because oftentimes, I most of all, say like take a deep breath and it looks awful. Zac: Well, when you demonstrated that you emphasize a lot of inhalation. Most people can't get an effective exhale. Melissa: Okay, yeah. Zac: So, you have to get as much air out as humanly possible and then guess what? So, if I am just doing a belly breath, I'm not getting any expansion of the rib cage. Well, you can think of it as like my mentor, Bill Hartman, he has a toothpaste analogy. So, if I take a toothpaste tube, and I squish the top of the toothpaste tube, I get all of the toothpaste going into the bottom. Well, the same thing happens with belly breathing, when I take a breath of air in and I do not allow expansion of the rib cage, I have greater downward pressure into the abdominal contents. So, the diaphragm will actually descend to the point where it's flat, which creates a negative pressure environment in the thorax, which causes compression, too much outflow into the abdominal contents, which is the same thing you see in sleep apnea. But now - because what is that? I have a negative pressure environment that I can't maintain the integrity of the upper airway, it collapses. When you're coaching belly breathing, you're creating the same environment, but now you're doing it in the lower part of the airway. Melissa: Wow. Zac: So then now I have a mismatch of intra-thoracic and intra-abdominal pressure. Melissa: So that is 100% correct. So, where we struggle with this is, most people I've noticed, I say breathe and they really do not know what the feeling is, like they really do not understand what it means to truly get a diaphragm out or like to really get that because that, like you see it in their eyes like to calm them down. So, they can't feel that difference. So sometimes, the way we kind of were like not saying, it's being picked from different kind of systems, and that we've been trained on, we got to get them to at least feel it before you can critique it. And that the more the deeper that professionals getting, is, how do we evolve it, to also get them to feel it, but do it properly to promote positive and like, also children versus adults is going to be very different. How we do that, how we teach it, how long that habits been into play. And I am hands down. If you can't get the breathing, right. I think miles doesn't have a chance to stand. So, to me, breathing has always been the biggest, has been a huge part and I have a lot of theories of like people, there are two ways that you end up with mouth breathing and one is like, there was something wrong with a structural situation with the nose early on and then that created low tongue posture because you had to breathe through your mouth. Or Yes, you had a tongue tie, right? And that tongue tie was tethered. You could have been breastfed, but it was further back. Tongue keeps pulling down and then eventually just slowly opens and then you start to mouth breathe anyway and then you stop breathing through the nose and then that changes the way the air comes in, and now the nose becomes a face ornament, and it's just hanging out and therefore, it's very hard for people. They think they're breathing through their nose, and they're not. And you know, the ones that are like [whoo] like, though, like, you put like one of the boom, boom sticks. You're trying to incentivize some type of nasal breathing. When you're stuffy, you should be doing nasal sinus rinses, 24/7 trying to force yourself to clean out your own sinus, but we go, Oh, no, I'm stuffy. Okay, you know, that's - Zac: It's not normal. Melissa: It's not normal. You need to breathe more. I'm sick. I'm taping my lips up even more, forcing myself to breathe and it's hard, don't get me wrong, but you got to push through it and you will absolutely always overcome something sinus-wise; a cold or something quicker if you force more nasal breathing. Treating adults with myofunctional therapy Zac: Yeah. So then with your treatment process, why don't you talk us through the - And I know it's going to be case-specific and I hate protocols. Like that was one of my - it was a little bit of a beef with I think when you're first learning some of this stuff is, they say, first, you do this, then you do this. You do this, do this and I think there are some case-by-case variants. Yeah. I mean, we're doing weird stuff with me. But say someone comes to you, and we'll say it's an adult, because most of the family - hopefully now that you know, we're talking about some of the stuff that. Melissa: you'll see with kids too Zac:  if an adult comes to you, and let's say they have these issues, they can't attain a palatal tongue posture, they have difficulty breathing through their nose, they have the gamut but it's not a surgical case and maybe it's someone that could just - they just need you. Melissa: They just need myofunctional therapy. Zac: They just need you. Where do you start? And maybe we could talk into your assessment and Melissa: So, I always have to be like, well, I do myofunctional therapy very different right off the bat than most. I only do it in conjunction with dentists. I mean, almost 5% of I mean, there's a couple of patients, I'm close with that end up knowing they're going to go into an appliance because they're going to somebody, but I very rarely not do that. If I could get tongue space, probably tattooed on me. I would. For me, that's my objective. If you don't have enough space, I mean, anyway, if you have a lion and the little cat cage, yeah, doesn't really matter what we do. Right. And so, I get really frustrated sometimes. I don't know, I guess also, I don't love to do things myself. I mean, you'll get changes and there's always benefit, like even myself, if I didn't do myofunctional therapy, I probably would have a way worse situation than I have. The therapies done quite well. I should use myself as an example and I struggle with space, but because at least I have tongue strength, I am able to hold at least what I have so I don't collapse so much and it's funny a CBCT scan, if you look, my tongue is like flat up, because I have like a little cocktail straw. I have like three, four millimeters in my airway. It's really tight. And so, I don't have an option. My tongue can't go back. I mean, game over, right? Zac: Yeah, low resting tongue posture. Melissa: Yeah. And so that's why I can nasal breathe because I had no choice. Right? It was like, this is what it was going to be because it felt so much in my throat. So, you can do myofunctional therapy, just to be able to abstain from what you have if you don't want to fix it, right and so, what would be the base? If someone is really good at nasal breathing, they can breathe, that's fine and keep their lips closed and you can do an easy test like, someone just puts a popsicle stick or they hold and just breathe through their nose for two, three minutes and they're able to do that, then yeah, I would definitely do some therapy and starting off with just doing tongue, just getting to understand where the tongue supposed to be sitting and then from there, you kind of go into being able to move the tongue and then compensation comes into play of can we separate the jaw from the tongue? Because that's when we really start to work the tongue muscles themselves because a lot of people think they can do things with their tongue but really, their jaws were doing it for them. And I mean, I'm no way in speech, but I always like, I asked parents all the time. I'm like, does he mumble and they're like - we'll say, well, do they have any speech issues? Or even adults? Oh, no, I go. Someone ever told you, you, you mumble Oh yeah, all the time. It's kind of a speech issue. Because the mumbling is if you do not have a lot of range, you'll notice someone will say like 123 their upper lip, like the inadequate movement of the upper lip because the lower jaw just kind of - well the tongue is down so you have to bring it up, right? So, they reduce tone. So, they'll talk quicker to get it out or they'll change the words because they're modifying. Humans are amazing. We're going to figure it out. So those are areas that we might work in just to help you build awareness and then body scanning right? What does that feel like? Does that affect your neck? Do you feel that down in your back? Does it feel weird? Like, where do you notice it? Because if I don't build awareness so that you feel the difference of where the tongue is? What's going to keep you in the long run? But I got frustrated with some cases that I wasn't getting better. In 2017 I was pregnant and watching everything Dr. Zaghi is putting out and what's this guy up to, whatever and I was like, oh, okay, I'm going to get this guy, I asked this guy, what about these patients? So, I actually started paying for consults for all my patients, just so I could get on this. So, I could introduce the patient, present it and ask him why they can't go any further. I know the joke is that eventually what I was like, sorry, on staff, like, Hi, like, I was just being me and I'm presenting patient and that and now I felt like oh, my God, someone was finally able to say like, oh, the tongue, he's tied, etc. And now I had somewhere to send them. And I was like, ah, and now listen, the tongue tie got released and we were able to overcome it but the ones we couldn't, which, unfortunately, were more I shouldn't say my patients were, I was lucky enough, I already had the tool in my arsenal. There was expansion going on, right? Like I was working with doctors so if it was a BWS, which I know - Zac: What's a BWS? Melissa: So BWS is a Bent Wire System, which comes from the company Myobrace and they use BWS, and then they have you wear the brace over it to kind of help do with [unsure word 1:06:10] The theory was to kind of do with the crows that did right, so. So whatever may be Crow's out all of these different things. I was lucky enough that I had somebody that we knew we needed to make t space like that's how we were showing that we were getting results. Or then if I would have somebody that would get good expansion, then they would relapse. That's how long I was keeping them so that they were relapsing with me. Because I was on this journey, I needed to know where is going. So then now, I was able to show Dr. Zaghi like, okay, we've done this, we've expanded, we've done, and now this has happened. And like everything happens for a reason. That's how I was able to really so grateful for that situation. So now I was able to see, then you had that tongue-tie release in there, huh? Zac: Because it really takes a team. Melissa: It does. Yeah, and I know I have a hard time being like I could do the therapy, but we don't have enough space so I don't know. But that's me, right? There are a lot of therapists do it. And then they only need tongue ties in there to expand and that's fine. This is just my vehicle and that's what I saw. And I really do think we now finally are like getting into a community. I mean, people are talking about tongue space more and we're more aware of the structure and that you need to be able to withhold all this, be able to have a place for the tongue, the tongue is able to be somewhere so that it can be in the right position. So, it is more and that's what's uneasy about it. And then you know, they're finally in a good place, they've had the release, they go home and now they have anxiety, they're depressed, I don't know, they get divorced, whatever their life comes into play. And we didn't really get into the fact of what the behaviors are, and then they come creeping back, or they get a little new doggie that they're highly allergic to, and they don't realize it and they're mouth breathing again. So, the body or they're doing you know, they have neck issues, or I don't know all these different things, I feel like you also have to bring that aspect into it, and you have to be able to address all of it. So, the treatment planning is complex so most of the time, when a patient comes, I feel confident, I'm able to quickly say to them, okay, this is what you present with, I know your low tongue posture, you have this, this is where I would go, I would start with probably looking to get some type of an appliance. Let's open up that bite work on that structure. While we're doing that, let's work on nasal breathing but while you're getting your structure fixed, let's work on nasal breathing. Let's see how you feel comfortable getting your lips closed. Seeing how that becomes comfortable and then once that structure is done the right thing, then kind of come in, let's bring that tongue up, start noticing where the tongue spot is, and then kind of prepare for the tongue release. Because if I'm setting a patient up, I don't want them to go get the tongue release done until they have tongue space. So then now, I'm going to focus on that, I'm going to keep it pretty structured, there was that tongue ties done. Now we go in and we do some swallowing techniques and we really kind of bring it all around, and hopefully now they're able to keep it and now they don't have their teeth moving and they're not functioning as much. And if they do move a little bit, they know why they have the tools in their toolbox to go back and do the therapy again and do things on those lines, Zac: Which again, gives them a locus of control. So then is it fair to say nasal breathing, space. Step one has to have that, range of motion, I'm assuming would be second and a little bit of awareness of the palatal tongue posture, because I would think if you don't have the range of motion available, it's going to be really tough to attain that position. Melissa: Well, so right if I go back, so I don't know for me range of motion. Okay, so it depends on so, like, we have four grades of tongue-tie, right? Then a two-step release might be the first thing to do. Zac: Interesting. Melissa: Yeah, just get up there. We got now we got to just do that. Then once we do that therapy, work on nasal breathing, work on the structure, then we go back and prepared for the functional frenuloplasty. Zac: Gotcha. Because I have a client who I'm working with right now, he's potentially a candidate for a second step. But so, they do anterior first, and then the posterior tongue tie second. Melissa: So, the concept of why the therapy is so crucial for a tongue tie release, specifically functional for any of us, is because they need to be able to do certain exercises, certain motions and movements, and hold it during the procedure. So, they're numb during the procedure so, they better have really good muscle memory, and know how to do these things, to hold it when you're numb, right. So, you better be able to do a cave suction really well and also, that's going to help build muscles. So now when the doctor goes in, and does that release, you're going to see the separation between fascia, you know, fascia fibers muscles, it makes it a lot easier for the surgeon to get in there and see that difference. Zac: Absolutely. Melissa: Now anyone that's ever worked for a doctor, anything we can do to make their jobs easier is always a win. A win for the patient, win for the doctors, win for everybody. So that's what's crucial for that beginning step. So, if you're so tied, right, anteriorly, which is a lot of people that are out there that will say, Oh, I had a -you know somebody that had a tongue tie release 20 or 30 years ago, I promise you, they still need another one. Because that was a snip. They saw that it was so tongue-tied, they couldn't move it. So, they were just doing what we do with the first step to prepare for the second one. I mean, that's how I look at it. Yeah, yeah. So, you know, look, I was like, Yeah, we got to give you enough rope so we can at least get you to move in, so we can get you to hit this, hit the tongue spot, and be able to then hold that cave, workup, get a little muscle tone, be able to, work there. So, we can get some identifying and be able then to get you ready for healing. And also, it's a lot easier to do therapy exercises for healing, when you already know them and you've gotten muscle memory when you're sore and in pain than it is to learn them when you're in pain. So, I'm like, Well, why would you not do it before the procedure? Because who wants to be learning something when they're also sore? and it's crucial afterward. Once the sutures off, you're doing therapy, I mean, every four hours, six hours. You know you've regimented; you don't want that stuff to reattach. You want to keep that moving. I mean, you want to use this amazing moment, and ability to - now your range of motion being so much wider, you want to continue and that's not going to happen. You can see it become worse, tethered up if they don't have a really great regimen and they didn't have good muscle tone to begin with. Zac: Yeah, and that's something that even in PT, like, if we have someone who's going into surgery, we try to see them - in a perfect world, you would see them pre-op for the exact same reason. Melissa: Yeah Zac: It makes it so much easier on the backend. Melissa: Of course. Zac: They have those concepts in place. Melissa: It's not new. And most of it all, it goes back to the implementation and trying to make sure people understand it. I think that's going to be a battle but I think more conversations like this, more people using their mind and opening up and finding unique places to educate patients. We talk about something earlier, but not to go into I but I believe people are a little bit - I'd like to give them more credit than we do. I think people are able to make decisions. I think we make a choice, unfortunately, to choose what information pertains to them and what they need. Because we don't think that they have the ability to always maybe make the right decision for themselves. I don't know. I feel like all people, this just should be spoken out. They should know, every option. Hey, if you choose not to do it once you've been given all the information. Okay, cool. It's your choice. I have an issue when you weren't presented with the side effects if you don't do it like I'm sure if I was going and having that hip. If no one came in and told me Hey, listen, okay, you don't you know, you couldn't do therapy. You could do PT prior, you know, pre and post. This is the benefits, whatever. If you don't, you know this can happen, this can happen, this can be a little bit more challenging, not everybody, but it does happen, and you truly set the expectations and limitations of both, let the patient choose. Once they're educated, they know, hey, do whatever you want. I have an issue that it's not. We don't do that. Educating patients on airway without inducing maladaptive beliefs Zac: Yeah, which makes sense, because then you're not making them an informed consumer. The thing that I struggle with, and I see this a lot, and I especially see this online is sometimes when you give someone a story, and you give them the doom and gloom of what could happen, a lot of times the maladaptive beliefs that they develop from that, become an issue. So, there was this article, this guy was named Darlow, and I forgot the name of the title is I'll link it in the show notes. And he had this thing that this patient says basically interviewed all these patients based on what doctors had told them. Okay. And I don't know what the doctor specifically said but the patient's interpretation of what he said was, he was so afraid of back pain. He was so afraid of the disalignment of his back that he thought that his spinal cord was going to sever and that led to tons of anger, fear, anxiety, lack of movement, and things like that. And I especially think in this domain, because it is a huge rabbit hole and there are some scary procedures that some people may have to go down like, sure. We're talking about appliances and myofunctional therapy and things of that nature but what if you got someone who needs the MMA surgery? How do you balance not instilling fear and maladaptive beliefs that this is, like, if I don't do this, my life is screwed versus informing them? Melissa: This is what I know, I'll just live with it. And I mean, I truly understand that. So, I said to you like I have a formula for an airway. I do this for a living. I'm aware of what I should do, right. Like, do I know that I should have surgery? It's scary and I know, from the best. So now the other side, right? It's human. Like, I'm going to try this first one, it's a scary thought. And let's be honest also I go into like, do I have it in me to do, you know, my own insecurity of will I follow through? Will, I get it done? Will it truly make a difference? And I think it's just like, I'm always high energy. I'm always like, appear, right? My fight or flight? That's become part of my identity. It's who I am. Is there something inside of me that also scares me from it? Because I'm scared of who I'd be without it. I mean, I'm going a little dark here and a little deeper, but it's, I mean, it's my truth. Zac: Oh, or sure. Melissa: And I play in my own head all the time. I'm like, I can't do it this because my kids like, you know, and I can make every excuse not to do it because at the end of the day, it's huge and it's a leap of faith. I think I respect that and I hope that nobody thinks that anyone's saying it's easy, and it's one shot and, and do it but the question is - then the other comes back to is, maybe I just don't think it's affecting my life that bad. Yeah. Yeah. Even though I statistically notice. Zac: You know what you don't know. Melissa: But the other thing is, you know, maybe I'm comfortable like this, I'm not ready to, I haven't hit my place of like, I can't do this anymore. This is no law. I can't live like this. Right. So, I'm willing to go do that. Where I think like, in some ways, like, those are extreme cases, right? But, you know, kind of just go away. Like, let's go to rotator cuff surgery, right, like, so that's not something, my arms like I can't move it, I don't want to have a choice. That's bottom. I got to fix it.  Well, I'm almost saying like, what are we doing? Why are doctors not - Of course, PT or - Like, why would that not be automatic? I mean, that's part of it. I feel like to say that if that's not the standard, that's scary. And I think things like you've had braces three times. Do you want to try something different. So, you've had braces three times and you also have sleep apnea and so there's a lot of things that have now are coming in your way that you'll pay for this, this, and this. Hey, do you want to also address these other issues? Then maybe we get through there? Just those kinds of conversations. Zac: Yeah. You have to give people options. It's funny you when you're mentioning the identity stuff because I totally run into some patients who will forever be a patient because that is who they are. That is their identity and that's who they become. Yeah, you do have to wonder like if I take that away from them, so your high energy. Well, if you – you get the chill pill and I think it was in Mark Manson's book, not the subtle art of not giving a Fuck but everything is, he talks about - I just read it the other day. Oh. In order to change who, we are, we have to mourn who we were. Yeah. It's such a profound quote and it's true. It's like some people just might not be ready to go through that grieving process of changing those things, those dark things that are about you. Melissa: Well, if you're anxious, you're living in the future. If you're depressed, you're living in the past and if you're content you're in the now. It's hard. Mental health is a big deal. Zac: In terms of like it being the X factor, or maybe the thing we're not addressing. Melissa: Actually, it's personal. So, that's like my connection to certain things. So, I had a patient, an office I was at and I walk into the room, they had the scan up. I mean, the kid has no airway. I mean, never mind, forget the cranial facial stuff and forget the teeth, who cares about the teeth? I like turned around and I was like, hey buddy, he was nervous. He's all these things anyway. So, I was like, great. I got the assistants taken out of the room and I said so any behavioral issues like the mom starts crying. I mean, anger issues, can't calm down,  bathroom issues, can't eat and I'm like, I want to like, just cry, right? Because I'm like, this is a kid in my mind, this young man and the mom is like, she thinks it's just who he is, right. Like, you know, we have one bad seed because I'm telling you, I'm telling her things and she's like, so that has to do with that and like with a little bit of disbelief, right? Like, yeah. Right lady. No joke, the father was in there, he had a mask on, new design and I brought up one thing, I said, so is he really good in like science? And then all of a sudden, like he's reading and comprehension seems to be lower and the mom's like, yeah, he gets stronger grades. Then I asked if he keeps rereading the same page and the dad like takes on his thing, he goes, why he gets that from me. Dad pulls down and he has this crazy deep bite. And I go, I know he gets it from you. I agree. You just have the same habits. And he's like, what? I go, yeah. I go, you both, like you live in fight or flight. Like you just, I just start reading out loud. It will change the game. His dad was like, no way. So the mom's like, I go watch it. So the kid came back and we gave him one little snippet of thing. We told him to read it to himself. I gave him three questions. and read it aloud. He was able to get it! Zac: Essentially recruited another sensory system. Melissa: Absolutely. Zac: Well, and then that goes into, and I don't know if you've ever checked this with those folks. Like if they have any visual issues along with that. Because a lot of times - Melissa: I got to fix it, I'm fixing bathroom issues. Now I got to fix my eyes. Zac: Absolutely. Yeah. Which Dr. Kareen, if you're tuning, I got you! Melissa: Okay. I'm sending it right. I mean, and I'm so sorry, not that I don't know how important the visual aspect is. Zac: Well, to me, I think this all relates to airway because if I have to assume a particular head posture, well, that's going to change where my eyes are looking in space. And so, you could potentially see some changes in the shape of the eyes potentially, or the focusing type stuff or eye teaming. Melissa: Well, we look at it when they, when they - Well, actually I always look like I can. They always like my little last, super what do you call it? Like my tarot card thing is I'll walk and I'll be like, Oh, so you only true on the left side of your face, where I looked in their mouth. And they're like, what? I'm like, well, one side of your face is stronger than the other. I can tell you only work those muscles, but also like the moment you bring somebody up and expand them out their eyes, all of a sudden open up. because they were squinting like this. And so, I guess, yeah, I knew the eyes were part. Everything's affected. Eustachian tube dysfunction So, let's just wrap on the one last thing. I mean, now we've done ears, we've done eyes and mouth. So, kids that have had tubes in theirs. Okay. Kids that have tubes in theirs can't swallow, that's why they can't clear their eustachian tubes. So they have a swallowing issue. That's why it keeps building up fluid. Zac: Yeah, so wait, you're going to have to unpack that a little bit because this is - so if someone has you stationed to dysfunction, how does that relate to the swallow? So are you saying that - Melissa: So, normally what happens? Right. So, swallowing and I am not a hundred percent, but like if the idea of the concept of the swallowing is what helps clear it. Like it helps the fluid run through. So, the concept of like, if you can't swallow, so if your tongue's low, so swallowing for anyone who doesn't know, right. So, the tongue should be up, you should be able to swallow with minimal facial movement. The tongue should just go up,

Last night I taught the youth of our church how to set goals. I want to show you the insights of what I taught them. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- What's up everybody, this is Russell Brunson. Welcome back to the Marketing Secrets Podcast. Today I want to talk to you guys about a really cool experience I had yesterday, that hopefully will help you with setting your goals, creating some routines, and ultimately getting the thing that you desire most in this life. All right. I hope you guys are doing awesome today. Thanks again for listening. I always appreciate the fact that you guys are here and you're paying attention, because you know what? I could be talking to myself right now, and I'm grateful for my audience at all times. But I want to tell you guys a really cool story. So in my church, I’m assuming most churches are like this, but we have a youth program, right? For the young men and the young women, and we're always trying to figure out, what are cool ways to help them and to serve them? And I was lucky, I got asked a couple months ago from one of the leaders of our church who asked if I'd be willing to come and speak to the youth about goal setting. And they're like, "You do seminars and stuff, right? Can you come teach on goal setting?" I was like, "I do, do seminars, I've never really taught on goal setting, but I definitely am a big believer in that and I would love to come and speak." And so, last night I had a chance to actually do it and it was such a cool experience. There about 100 kids there, including my three teenagers, which was awesome. And then I got to do this thing. And obviously it ended being about a two hour session. We helped them to pick goals in four different areas of their life. We helped them pick goals. A physical goal, an intellectual goal, a social goal, and a spiritual goal. And so, that was the thing. So I talked initially about goals and I tried to get them excited. I had one person who goes to church with us who basically said, "Goal setting's boring. Kids aren't going to want to hear about this." And I was like, "Are you kidding me? Goal setting is the greatest thing in the world. You can pick anything, and then you can go set a goal and then if you have the right process and the right path, you can achieve it." And I was thinking when I was in high school, I wanted to be State champ and I actually was a really bad wrestler, but I was like, "I want this goal." And so, I had the goal and I created a process. And by my junior year I became the State champ. My senior year, I took second place in the nation. I went into wrestling in college, all these things, right? When I started my business, I was like, "I want to make a million dollars." And I didn't know anything about business but I was like, "All right, I have a goal. Now that I have a goal let we reverse engineer. How do I actually have success with this goal?" And then I went and I executed on it and I had success with it, right? Same thing when I decided I'm going to be an author. Like, "But Russell, you suck at writing." Like, "Oh crap, that's true." "And you've never written a book." "Oh yeah, that's true too." But I wanted to write a book, so I set a goal, I'm going to write a book. And then I went and I figured it out and I created a process and I wrote a book. And then I was like, "I want to be a New York Times best-selling author." They're like, "But you don't know how to do that." I'm like, "I know, but I have a goal. So let me figure it out." And now this last year I hit that. So when we started the event business I was like, "I want to be the biggest event in our industry." "But you don't know how to run an event." "I know, but this is the goal I have." So anything you want, if you know the right way to set a goal and how to do it, you can achieve it. And so, that's what we talked about last night with them and it was really, really fun. And obviously, it's tough because they're youth and I got an hour and a half, I could literally do a three day event on this and it would be fascinating and fun, well it'd be fascinating for me. So I was trying to figure out how do I do this in a way that would get them excited and motivated? I'm not going to make these kids fall asleep and not embarrass my kids in front of their friends, so that was the criteria. And it's funny because, man, I prepared a lot for it. I was even more nervous for this event than I am normally a marketing event. And I think it's because of first off, kids and second off, my kids were there and I didn't want to embarrass them, so I was nervous, but I think it turned out really good. So I obviously don't have two hours to go through everything with you, but I wanted to share a couple of things that we did because I think it'll be helpful for you guys as you're setting your goals. Because I strongly believe that if you have a goal and you are excited by it enough, you can figure it out, okay? So like I said, what we did initially is we broke things into four different categories. A physical goal, intellectual, social, and a spiritual goal. And so, the first thing I asked them was "What is the goal you actually want?" So let's say we started with the physical goal. So I was like: "Okay, what's the goal you want?" And so, I was talking about my physical goal. I want to look like the dude who plays Captain America. That guy looks awesome, right? There's my goal, so that's the first thing. Then I was like it has to be something that is trackable, right? So saying, "I want to look awesome," is hard, but saying, "I want to gain 20 pounds. I want to lose 20 pounds." Something that you can actually say, there's the finish line where you can see it and you can check it off. When I was in high school I was like, "I want to be a State champ." There's the finish line. I need to see the finish line or else a goal is just like, "Oh, I want to be healthier." What does that even mean? Eat celery once a month? Technically you're healthier. That's not a goal, right? A goal is something very, very trackable where it's like, "There's an end date that if I do this thing, I cross the finish line and I get my hand raised. I did the thing, I got the goal," so that's the first thing is making a tangible goal of what you want. Number two is looking at well why do you want to actually achieve that goal? Okay. You've heard a lot of people, there's books and courses talking about your why, you got to have a why, why you're doing it, right? And while I think most of those courses are cheesy, personally, that's just me. But it is true though. If I was like, "I want to be State champ." "Why?" "I don't know." Then I'm not probably going to get it. If I was like, "I want to be State champ because I saw another person win State title. I saw their hand get raised. I saw that feeling. I saw the look in their eyes and I desire that, I want that. I want to experience that. I want to feel what it feels like to get my hand raised. I don't know what it is, but I can see it. I can visualize it, I can taste it and I want that." So the second question is, why do you want that goal? Okay. So what's the goal that's trackable and then why do you want it? And the more intense your why is the more likely you are to get it. In fact, right now, at the time of recording this, we're in the middle of Two Comma Club live and one of my friends, who’s one of the wrestling coaches with me, has been going through it, and he messaged me during the lunch break and he said, "Man, I just watched the commercial you guys had with Two Comma Club board and people opening their boxes." And he's like, "I started crying." And he starts talking to me, he gets emotional again. And then he messaged me two hours later, he's like, "I'm so sorry, I got emotional, I didn't mean to do that." I'm like, "No, dude, that's the key." He's been around me for three years now, four years now and he's been going through the stuff and he wanted it. He had a goal like, "Oh yeah, I want to hit Two Comma Club, it sounds good." But his why wasn't big enough, right? After he felt that and he saw that, right? To the point where he was emotional. Now his why just got amplified. The desire increased. You've got to have that desire or else it's just like, "Oh yeah, I want to get six pack abs." But unless you have the why that increases the desire, then what's the point of it? You're not going to go after it, you're not going to do what you need to do to actually accomplish the goal. So the second question is why do you need to achieve that? And then because we're in a church setting I also had this followup question there that said, "How would that help you become more like Jesus Christ?" Which for, I think anyone, whether you're Christian or not, that's a good question. He's the great example, he's the best example that's ever lived on this planet. It's like, "How would accomplishing the goal help me grow closer to him?" So that's a sub question. All right, so number one, what is your goal? Number two is why you want to achieve the goal. The number three is who's going to be your guide? Who's already achieved that goal, right? If I want to get six pack abs, I want to look like Chris Evans from Captain America, that dude's already done it before. So I'm not going to just be like, "Okay, well I'm going to go try to figure it out." I'm going to be like, "Who's the dude or the lady who's already achieved this goal, that already has a roadmap, that already has a blueprint, that already has a framework, that already has the thing that I can do? And I'm going to find that person and I'm going to model them," right? If they've written a book, I'm going to read the book. If they made a YouTube video I'm going to watch the YouTube video, if I can talk to them on the phone, I'm going to talk to them on the phone. Who is the person that can be my guide? I don't want to go and just wander aimlessly into the night, right? That happens all the time. People set goals like, "I'm going to go and make a million bucks." And they jump online and they start goofing around, they'll do anything. It's like, "Man, if you honestly have a goal to hit Two Comma Club, you should join our Two Comma Coaching Program, because literally we have a framework. This works for over 1,000 people." You'd be insane not too but people are like, "Oh, I'm just going to figure out my own." Why would you do that? Do you hate success so bad you're going to just wander around and hope to figure out the way. It's like, you're out in the forest and there's a dude who's like, "I got a map that could to take you guys out." You're like, "I'll figure it out, I'm good." Why don't you just take the map? Are you insane? Just grab the map. It's right here. Okay, so the third step is who's got the map? Get the map, figure out whose got the process, who's your guide, who's already done this in the past and follow a framework. Don't just make the thing up on your own. Don't just guess, okay? So who's your guide? And then the third step is how are you going to do it? I want to win the State title, I want to get six pack abs, I want to hit Two Comma Club, I want to, whatever your thing is, right? This measurable goal, okay? Then there's always sub goals that lead underneath it. And these sub goals are more routine based. So for example, let's say it was wrestling, I want to be State champion in wrestling, okay? What were my sub things I had to do to accomplish that? Well, it means I have to lift weights. I got to get started on this, so I got to lift weights every single day. What's another thing? Okay, my cardio has got to be in shape, I got to run, so I'm going to do cardio. Number three, I got to wrestle a lot. Number four, I get my nutrition right, so I have my health. I list out here's all the sub things I need to do to accomplish that major goal, okay? So here's the sub things. If it was Two Comma Club, if I wanted to do Two Comma Club, what would I do? Okay, well, every single day I got to be publishing something. So I got to publish something. Russel's says publish daily, I got to publish something. Number two, I got to be creating offers. What's the offer I'm going to create? What are the offers… I’ve  got to be creating offers. Number three, I need to be driving traffic, I need to be getting on people's podcasts, I need to be getting interviewed, I need to be doing stuff, right? So I figure out what are the steps? What are the sub things you need to actually be successful? So list those out. Okay. Then I had everybody go down and say, "Okay, what's the date that you're going to accomplish this by?" You need to have a tangible date?" Like, "Oh yeah, I'm going to win the State title." "When?" "I don't know, someday." "I'm going to get Two Comma Club." "When?" "I don't know, someday." You need to make a date, so you got something you're marching towards. I need to hit Two Comma Club before Funnel Hacking Live, right? Funnel Hacking Live 2022, whatever that is. You pick a tangible date. This is the date that I will hit that thing. Set the date, and then after that I was like, "How are you to celebrate after you achieve it?" Okay? Because there's always like the stick in the carrot, right? The stick is the thing that's going to kick your butt and move you forward. That's the goals, that's the routines, that's all the stuff that’s going to be pushing you forward. But then the carrot at the end is the thing that's driving and saying, "Oh, I want that." For me, I wanted to win a State title because I wanted to get my hand raised, that feeling, I wanted that, right? A lot of you guys want the Two Comma Club, you want to get the award on stage, right? Six pack abs, I want to take my shirt off and have my wife be like, "Dang, I want to wash my clothes on your abs," right? Whatever that thing is for you. But how are you going to celebrate? Okay, so I attach the date to the goal and how I'm going to celebrate. All right, and after that was done, then I handed out everybody this weekly schedule and I printed them out on a paper. Basically it was Monday through Sunday and it has all the columns. We build stuff in Excel sheets, so there's a Monday column, Tuesday, Wednesday, Thursday, Friday, Saturday, Sunday. And then down the side or the times. So 5:30 AM, 6, 6:30, 7, 7:30. So there's all of these sales down the side, Excel style, right? All the way down until 11:30 PM. So we hand this thing out. So it was a big, huge grid of every hour of the week. I said, "Okay, for you to actually be successful, how can people set New Year's resolutions, New Year's goals and they come in on January 2nd and there's 8,000 people in the gym and you come in February 2nd and there's no one in the gym," right? Because no one sticks to their goals. And the reason why is because they had these lofty goals like, "Oh, I'm going to get in shape," but they're not tangible. They're not tracked, they have no why, they're not following any guide and they don't have those sub steps to do it. So you guys have these things now, you have these sub steps, you take the sub steps and you plug them into a routine." Okay? When I was wrestling, I knew that if I was going to be in successful wrestling, I couldn't just hopefully hit and miss things and hopefully have success. I said, "Okay, if I'm to be successful, I have to run every morning. So I took my my little routine calendar out and I said, 'Every morning at whatever, from 6 to 7:00 AM, this is my running time.' And I block out those hours and they became sacred time to me." From 6 to 7:00 AM I am running and nothing else, right? And then I said, "Okay, I have practice every day from two to five. So two to five's blocked out. This is wrestling practice, I'm going to work on my skillset." And then I said, "Okay, from five to six, my dad's coming and we're drilling, actual drilling and then over here, this is what I'm going to be doing." And I blocked out those times on my calendar that became sacred time where every single day I'd wake up and I didn't to think, I said, "Okay, boom, 6 o'clock. This what I do to achieve. If I want to get that goal, this is the daily tasks I have to do to achieve that goal." Right? And I mapped it out, it was blocked out of my calendar, it was sacred. And so, with these kids, I did the same thing, I said, "Okay, you got your physical, your intellectual or social and spiritual goals. What are the things you need to block out on your calendar, right? If you have spiritual goals, you got to read scriptures every day. So plug it in. If you got to do whatever every day, you're plugging it in. If you're publishing content every day, right? Okay, every day I'm recording a podcast. You block out time. Every day at 6:30 I know I'm recording a podcast. That's sacred time and I'm not messing with it." So I had them do this on this piece of paper so they could see it visually and I said, "Okay, now go back into your phone, on your calendar and plug those times into your calendar on your phone, now you've got them. Now that they're plugged in and you've got them, the phone will pop up every day and be like, 'Hey, time to go do this thing.' And you can actually do the things." And I said, "Building out the routines are the things that make it so that all the stuff starts flowing up, so you can actually reach and achieve your goal eventually." And so, that's the framework that we gave people. And then the last thing I did is I said, "Okay, the other thing you got to do is once a week, you got to have a return and report with yourself, like a reflection time where you're coming back and saying, 'How'd I do?'" Okay? The reality that's going to probably happen is after the first seven days you're done, you sit down and you're like, "Okay. I told myself I was going to publish every single day. I literally didn't. I did it two days this week or I did it once, that sucks, but next week I'm going to recommit. I'm going to do better." You look back at your calendar and you say, "Okay, I'm going to recommit, I'm going to do better this time." You rebuild it out, okay, now we're going to do it. And that becomes the next thing. And then next week you come back and you look at your calendar, "How'd I do? Well, I did three days this week, but I didn't do the seven like I promised myself, okay, that's all right. I'm going to recommit and start over again." And you keep looking at it. Every week you make the adjustments like, how did I do on my times? How am I feeling? Did I do enough stuff? Did I not do enough stuff? What do I need to tweak? Every seven days you have the chance to rebuild, come back and refix that the thing and just keep going and keep doing that consistently, what's going to happen is the first week, you're not going to see many changes. Within a month you may start feeling some things, within 6 months, within in a year, within 5 years, within 10 years, your destiny will be different. That's the key. So anyway, I wish I could do this with the work sheets and handouts with you guys because it'd be more impactful, but I wanted to show you guys that because that's how I set my goals. It's not just a lofty goal, right? "Russell, what are your goals?" "These are my goals." They're like, "Cool, how are you going to achieve them?" Okay. Well, it's more than that. It's like, hey, what's my goal. Why do I want that? And I want to amplify that desire as much as I can, I want to make it emotional so that I feel it, I desire it, I want it. And then I figure out a guide, I'm not going to go make this stuff on my own. Who's already got this stuff figured out? Who am I going to model? Who's got the framework?/ I'm going to buy it from that person. I'm going to read the book. I'm going to do the thing, whatever I need to do. Build out the sub steps, plug the sub steps into a routine and that routine becomes sacred time, and now I just go do my daily business and I don't miss my sacred time. And if I do that, all of the other things rise back up, right? I do the daily routines that helps me and I'm plugging in everything I've learned from the guide and the daily routines. So I do the daily routines, I'm following the guide, my why gets amplified more and more as I go and eventually I hit my goal. That is the secret. So anyway, I hope it helps you guys. I don't really about talk a lot about goal setting, things like that in most of my things, but since I had a chance to teach that class, it was just a fun time for me to reflect and think on it and hopefully there's some value for you guys in that as well. So with that said, let me know if you guys want to hear more stuff like this. Normally I just talk marketing, but there's fun stuff that I do as well. Maybe I should share some more of those things with you guys. Anyway, I appreciate you all. Thanks so much for everything. If you haven't come to Funnel Hacking Live yet, you need to come. We're preparing for it. This year is going to be insane. Tickets are on sale right now. They're selling faster than ever before, which is crazy, probably because it's a hybrid event this year, it's probably the only year we'll do Funnel Hacking Live hybrid where it's virtual and in-person, but make sure you get your tickets because it's going to be insane. But that's it. Thanks you guys. I appreciate you all and we'll talk to you guys all again soon. Bye everybody.

As the COVID-19 pandemic began during his last semester of college, Max Berry used the opportunity to virtually unite his fellow college classmates to create a unique project that he'd been planning for a while. Working with director Rosie Tyler, they've created the first season of the new web series Hey, Professor!, premiering later this year on YouTube. For this week's episode, Anthony spoke with Max and Rosie - along with actors Sydney Weiser and Marco Cunha - about the joys and challenges of producing a series via Zoom, blending improv comedy with each episode, how their real-life experiences inspired the characters they play, and more! Listen to the full conversation now! For updates on this series, follow along on Instagram @heyprofessorshow. Follow us on social media for updates on future episodes Facebook – www.facebook.com/indiearttoday Twitter - @indiearttoday Instagram - @indiearttoday Learn more about purchasing advertising space on our podcast by visiting www.fiverr.com/ajpiccione/promote-your-business-or-non-profit-on-my-podcast Music: “Ethereal Dream” by Dox --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/indie-art-today/support

Starting a business can be incredibly tricky. Statistics say about 80% or more of enterprises end up failing. If you’re a business owner or a founder, you know how there are so many factors to consider. Overcoming obstacles every step of the way is far from an easy feat. Moreover, starting a business requires a ton of research, but research alone won't guarantee success. So what's the secret? In this episode, Daryl Urbanski joins us to share the secret to building businesses and scaling them. You’ll learn about how his background taught him to be one of the leading business experts of this generation. He also discusses how to overcome obstacles and take your business to the next level. If you want to learn how to be a successful entrepreneur, tune in to this episode!   Get Customised Guidance for Your Genetic Make-Up For our epigenetics health program all about optimising your fitness, lifestyle, nutrition and mind performance to your particular genes, go to  https://www.lisatamati.com/page/epigenetics-and-health-coaching/. You can also join their free live webinar on epigenetics.   Online Coaching for Runners Go to www.runninghotcoaching.com for our online run training coaching.   Consult with Me If you would like to work with me one to one on anything from your mindset, to head injuries, to biohacking your health, to optimal performance or executive coaching, please book a consultation here: https://shop.lisatamati.com/collections/consultations.   Order My Books My latest book Relentless chronicles the inspiring journey about how my mother and I defied the odds after an aneurysm left my mum Isobel with massive brain damage at age 74. The medical professionals told me there was absolutely no hope of any quality of life again, but I used every mindset tool, years of research and incredible tenacity to prove them wrong and bring my mother back to full health within three years. Get your copy here: http://relentlessbook.lisatamati.com/ For my other two best-selling books Running Hot and Running to Extremes chronicling my ultrarunning adventures and expeditions all around the world, go to https://shop.lisatamati.com/collections/books.   My Jewellery Collection For my gorgeous and inspiring sports jewellery collection ‘Fierce’, go to https://shop.lisatamati.com/collections/lisa-tamati-bespoke-jewellery-collection.   Here are three reasons why you should listen to the full episode: Hear Daryl’s insights on raising children and lessons gained from martial arts. Learn the secret to overcoming obstacles and building successful businesses. Find out what you need to become an entrepreneur.   Resources NMN Bio by Elena Seranova Lifespan by David Sinclair The Dream of Life by Alan Watts Learn more about Daryl’s group coaching and pay-for-performance model! The Best Business Podcast with Daryl Urbanski   Episode Highlights [7:02] How Daryl Started Out Daryl was orphaned as a kid, and his stepdad was an entrepreneur. His father showed Daryl that an entrepreneur was someone who is of service and respected by their community. He wanted to be like that too, so he shovelled driveways and did a newspaper route for money at a young age. Since Daryl was an orphan, he felt the need to be self-sufficient and self-directed. At 17, he joined a company that was one of the early pioneers of early marketing, got interested in growing businesses, and the rest is history. [10:45] Katimavik Daryl was part of Katimavik, a Canadian social program in which ten children aged 17-21 live, travel and work across Canada.   Katimavik was a turning point in Daryl's life.   Daryl initially lived in a dangerous city. Katimavik was his way out.   It was a source of many experiences for Daryl.   [21:52] Youth Development In raising his daughter, Daryl has a thing called neglect under supervision, where he tries to carefully neglect her in some ways to let her develop, grow and overcome obstacles. He won’t stop her from falling, but he’ll try his best to catch her. Growing up in a city is more about surviving in social dynamics than the social and environmental dynamics you find when you grow up on a farm. Children would benefit from more physical activity in their lives. They'd develop differently, and would not feel the need to lash out violently. Children need a better sense of responsibility and consequences — power and skill are earned. [27:17] Lessons from Martial Arts  Martial arts teaches progression: your skills will develop over time, through with observation and training. You learn about people and how your emotions impact decision-making. Martial arts isn’t just about training but also about recovery and rest. The best way to get out of a bad situation is to prevent it from happening. When he first learned martial arts, he thought it was about doing things to people. In reality, it’s about self-control and boundaries. Martial arts also taught Daryl about overcoming obstacles and testing himself. [39:04] The Secret to Building Businesses There are many great places to start, and one of the hardest ones is getting something new going. Always start with a market. Find a problem you’re willing to solve for people. The purpose of a business is to locate a prospect and turn that into a customer who returns. Figure out what problem you want to solve, then design it and do it in a scalable way. The critical success factors for businesses are self-efficacy, strategic planning, marketing, strategy, market intelligence, money management, business operating systems, business intelligence and government and economic factors. [46:05] The Next Level Ask yourself where the customers are and where they want to go. Can you take them there? Fix what makes your customers unhappy, find out how to get busy and aim for consistency. What helps your team grow is documentation and training. Create systems. How do you communicate your vision and keep the team productive? [50:23] Getting Out of the Startup Gate  The hardest part is dealing with the imposter syndrome and self-doubt. It’s all about managing stress and avoiding burnout. Many people sacrifice their health to make money but end up spending all their money trying to get their health back. It is better to collect money first and then develop a product. [56:39] Daryl’s Current Core Focus  Now, Daryl is focused on group coaching. For people who want more dedicated attention, he has a virtual VP of Marketing service. He also has a pay for performance model, where people only have to pay if they make a profit. [1:00:05] On Keywords and Google Trends Keywords can tell you how many people are thinking about this particular thing. Keywords are a powerful tool from a market intelligence standpoint. From keywords, you learn what people are looking for, where they are and more. Make your marketing about your customer. [1:04:03] What You Need to Be an Entrepreneur  Be transparent. People need to trust you for them to give you their money. You’re going to need all eight success factors, but most importantly, answer the question: ‘What problem are you solving’?   7 Powerful Quotes from this Episode ‘Life is full of challenges and hurdles, and through overcoming those we develop our character’. ‘Pain often…makes you stronger and makes you more able to withstand—that’s what exercise is all about. You hurt yourself, you get stronger’. ‘It’s not just training, but it’s also how to recover and rest…Silence is part of music just as much as music is’. ‘Prevention is so much better than cure…the best solution is, don't let them do it to you in the first place. Know it, recognise the signs and protect yourself before it happens’. ‘It’s not even about being the best, the smartest, the brightest. It’s about making the least mistakes’. ‘You don’t know what you’re capable of until you do it’. ‘Evolution is about growth and challenge and overcoming obstacles’.   About Daryl Daryl Urbanski, Founder, President of BestBusinessCoach.ca & Host of The Best Business Podcast is best known for his ability to create seven-figure, automated income streams from scratch. First as Senior Marketing Director for Praxis LLC, now Neurogym, he generated over USD 1.6 Million in under 6 months with a single marketing strategy. This became almost USD 7.5 Million in just under 3 years. After repeating this success with multiple clients, he set on a mission to help create 200 NEW multi-millionaire business owners. How? They’ll do better when they know better. Daryl has quickly climbed the entrepreneurial ladder, gaining respect from thousands of business owners worldwide. From author to speaker, marketer to coach, Daryl's multifaceted business approach sets him apart as one of the leading business experts of his generation.   Enjoy the Podcast? If you did, be sure to subscribe and share it with your friends! Post a review and share it! If you enjoyed tuning in, then leave us a review. You can also share this with your family and friends, so they overcome the obstacles in their lives or start their own successful businesses. Have any questions? You can contact me through email (support@lisatamati.com) or find me on Facebook, Twitter, Instagram and YouTube. For more episode updates, visit my website. You may also tune in on Apple Podcasts. To pushing the limits, Lisa   Full Transcript Of The Podcast! Welcome to Pushing The Limits, the show that helps you reach your full potential with your host Lisa Tamati, brought to you by lisatamati.com. Lisa Tamati: You're listening to Pushing The Limits with your host, Lisa Tamati. Thank you once again for joining me. Today I have another exciting podcast with a man named Daryl Urbanski. Now, Daryl is a very well known business coach. So today, quite something different for you. This is all about what it takes to be an entrepreneur. Daryl is also a martial artist. So, he uses a lot of analogies from his sporting as we do in this podcast, from a sporting life and how that helps him in his career and also helping others build businesses. Now, he's helped over 1,000 businesses in his career in 50 different industries, and this guy knows how to grow and scale and overcome problems. So, he's a real expert in this area, and I really enjoyed our conversation.  Before we head over to Daryl in Vietnam, just wanted to remind you, if you're into finding out all about your genes, and what they have to say about you and how you can influence your genes to live your optimal lifestyle and be your best self, then make sure you check out what we do in our Epigenetics Program. So, this is all about understanding your genes and how they are expressing at the moment how the environment is influencing them, and then optimising everything, from your food to your exercise right through to your mindset, your social, your career, all aspects of life are covered in this really revolutionary programme.  Now, this programme is not something that we've put together; this has been put together by literally hundreds of scientists from 15 different science disciplines, all working together for over 20 years to bring this really next level cutting edge information about your genes and how you can find out how to optimise them. No longer do you need trial and error; you can work out what the best diet is, when the best time to eat is, exactly the right foods to eat right down to the level of, 'eat bok choy, don't eat spinach', that type of thing. And as—but it's so much more than just a food and exercise. It also looks at your health and anything that may be troubling you and future and how to deal with it. So, it's a really comprehensive programme, and I'd love you to check it out. You can visit us at lisatamati.com, hit the Work with Us button and you'll see our Epigenetics Program.  We've also got our online run coaching as normal, customised, personalised, run training system, where we make a plan specific to you and to your needs and your goals. And you get a session with me—a one on one session with me and a full video analysis of your running so that we can help you improve your style, your form, your efficiency, plus a full-on plan that includes all your strength training, your mobility workouts, and great community, of course. So make sure you check that out at runninghotcoaching.com.  And the last thing before we go over to the show, I have just started a new venture with Dr Elena Seranova, who is a molecular biologist from the UK, originally from Russia, and she is a expert in autophagy in stem cells, and she has made a supplement called NMN. Now, you may have heard of this nicotinamide mononucleotide. It's a big fancy word, I know. But you will be hearing more about this. It's been on the Joe Rogan show; it's been on Dr Rhonda Patrick show, some big names now talking all about this amazing longevity compound, anti-aging compound. Now, this is based on the work of Dr David Sinclair, who wrote the book, Lifespan: Why We Age and or How We Age and Why We Don't Need To. He is a Harvard Medical School researcher who has been studying longevity and anti-aging and is at the really the world's forefront of all the technologies to do with turning the clock back and who doesn't want to do that?  So I've teamed up with Dr Elena to import nicotinamide mononucleotide, our supplement from NMN bio into New Zealand and Australia. So if you are keen to get your hands on some because this was not available prior in New Zealand, I wanted a reputable company, a place that I could really know that the supplements that I'm getting is quality, that it's been lab-tested, that it was a scientist behind it, a lab behind it, and this is a real deal.  Now, I've been on this now for four months and so as my mom and my husband, and I've noticed massive changes in my life. Certainly, weight loss has been one of those things, that stubborn last couple of kilos that I've been fighting have gone without any muscle loss which has been really very interesting. It improves also cardiovascular health, your memory cognition, the speed of your thinking; all the things that start to decline as you age. And the reason this is happening is because we have declining levels of NAD, another big word, nicotinamide adenine dinucleotide. And this NMN is a precursor for NAD.  So, lots of big words, lots of science. f you want to find more about that, you can head over to lisatamati.com, under the Shop button, you will find out all about our anti-aging supplement NMN, and we're about to launch a new website which will be nmnbio.nz, but that's not quite up there yet, but it probably is by the time this podcast comes out. So, check that one out to nmnbio.nz, bio, just B-I-O. If you want to stop—well, not completely stop aging, but if you want to slow the clock down and get the best information that's out there then make sure you read Dr David Sinclair's book, Lifespan it's an absolute game-changer. You'll be absolutely amazed at some of the stuff that's happening and what they consider my mononucleotide can already do. So check that out. Okay, without further ado over to the show with Daryl Urbanski.  Lisa Tamati: Well, hi, everyone and welcome back to Pushing The Limits. Today I have the lovely Daryl Urbanski with me who is sitting in Danang in Vietnam. And Daryl, this is gonna be a little bit of a different episode because usually I've got some health science-y thing or some are elite athlete doing—well, not to say that Daryl was not an elite athlete because he is into martial arts. But Daryl’s specialty and what he's come to share with you guys today is, he is a business expert and a marketing expert, and also a mindset expert, I would like to say. So Daryl, welcome to the show. Fantastic to have you.  Daryl Urbanski: Yes, it's an honour and pleasure to be here. We've had some good conversations, like minds, two birds of a feather. Just an honour and a pleasure to be here. Lisa: Yes. Thank you so much, Daryl, for coming on today. So, Daryl and I cross pass by his lovely lady who organises half my life as far as the business side of things goes. So it's been a fantastic liaison. And—but Daryl was actually here on his own accord. And he's—so Daryl, I want you to give us a bit of a brief background, where have you come from, how did you end up in Vietnam? And what do you do for a living? Daryl: Right, so I'm Canadian. So I'm from Canada, travelled all over the world, and I don't know if it's too short. So that's where I come from, I ended up in Vietnam. That's a long story. So I guess I'm Canadian. I'm in Vietnam. I help businesses or websites get customers and keep them to make more money. And that's really kind of it in a nutshell. It's been a long journey.  When I was a kid I was an orphan and my adopted family, actually my step adopted dad's the one that really raised me and his brother, my uncle. We would visit him every time we went to Toronto, and he was a bit of an entrepreneur. He also did some property management in that and every time we went to visit I almost felt like he was kind of like the Godfather. What I meant was people were always coming by with like, a gift basket or to thank him for something. So the impression that was put in my mind was like to be an entrepreneur is to be of service to the community, and to get people's respect and adoration for the good that you're bringing. And that was really like—I know, there's all sorts of different like your salesmen, and everyone's got different images. But that was when I was a young kid, I was like, ‘Wow, I want to be valued by my community, too’. So that really laid an impression on me at a young age.  Again, I didn't have the lemonade stand, I didn't mow lawn, but I did shovel driveways. We have so much snow in Canada in the wintertime. We would shovel driveways for money. I did have a newspaper route. And just at a young age, I just kind of felt, maybe because I was an orphan, but I felt the need to be self-sufficient and self-directed. Yes...  Lisa: How to be your own ship, really.  Daryl: Yes, sort of. Yes, I just—I also had issues like I did air cadets when I was a kid. There's some other kids, they were using their authority outside of cadets to try to, like, lord over people and stuff. And right away, I kind of learned at a young age, you kind of have to be careful—you can manage up, let's just put it that way. It's not just managing down, but you can manage up, and you can choose who's above you too, it's a two-way street. So I really laid an impression on the young age. And then when I was 17, I added a co-op in university with the company called marketme.ca and they were just one of the early pioneers of online marketing. Got me into the whole business growth avenue and that... Lisa: The rest is history. Yes, now that's fabulous. So you from like, in my young years, like I was an entrepreneur from the get-go. I never fit in in anybody's corporate square box. Tried—I tried, I failed. Did you have that feeling like you were just outside of like, you just wanted to be in charge? Because you've been in business, basically, since you were 17 years old. And you've learned a heck of a lot on this massive business journey that you've been on. And you've helped—I know that you've helped over 1,000 businesses in 50 plus industries. And you've really grown into this role of helping businesses scale up and grow and develop your own systems around this.  But did you have an idea when you were that 17-year old that this was where you were going, and this is the direction? Or has it sort of meandered throughout time? Daryl: No, I was—because I think I had a lot of, they say, like everything, I'm not maybe everything that I am and not knowing my biological roots, and that as a kid left me really to kind of be given the path of self-discovery, you could say from a young age. A lot of confusion, maybe anger in my younger years as well. But what really made the difference, at least in the earliest days, was that when I was 17, I ended up at Canadian government programme called Katimavik, which means ‘meeting places’. Inuit, which a lot of people call them Eskimos. But now we say the people of the North, the natives of the North they’re Inuit, which means snow people. Eskimo means meat-eater or flesh-eater. So they don't like being called Eskimos, you call them Inuit, but Katimavik is an Inuit word, and it means ‘meeting place’. And it's a government programme that's been on and off over the last 40-50 years in Canada.  And really what the—when I did it with the terms of the programme where it's a social programme sponsored by the government, 17 to 21-year-old youth, and then what they do is they put a group of 10 kids together, and the group of 10 kids is supposed to represent Canada. So, what that means is that they grab some from the east coast, the west coast from up north they try to make it, so it's representative. Like we had half guys have girls. French, we have three French speakers, right? Then the English speakers. We had an Inuit guy Kenny, who when he came, he actually didn't even speak English. We always knew when the phone was for Kenny because we didn't—it all be like, '[mumbles] Kenny this is for you, I don't know what's happening, either it's a bad connection, or this is someone who talks in their language'.  And that programme, what we did—when I did it was we spent three months in British Columbia, three months in Alberta, and three months in Quebec and in every province, there was a house. In that house, there is a project manager, project leader... Lisa: Wow. Daryl: ...basically he was someone that would go to the house, and they were there, the whole duration of the programme. And this isn't a pitch for the programme, but I feel like it was—my life was really before and after.  Lisa: Wow. Daryl: Because life skills I got from this...  Lisa: That's cool.  Daryl: ...so every place would have a project leader, and they would organise full-time work for all ten kids. And you were like a volunteer full-time worker, and in exchange, the government and I think this businesses may be paid a reduced hourly wage, I don't really know the details of it. But you worked for free, and in exchange, the government paid your grocery bills, they paid your rent and your travel expenses, and you got 20 bucks a week for like toothpaste and whatever else you wanted. And that was—it was a fantastic programme. I learned so much when I was in Alberta and British Columbia. I worked at a native band office, which is in Canada, we have a lot of native land, and that's land, like, we were the original immigrants. We took over the landmass, and then we gave the natives, ‘This is your land’, and so it's like a country within a country, and a band office is like their government office.  Lisa: Right. Daryl: So, I actually worked at an Indian band office, Similkameen Valley band office and Iwe helped build sweat lodges. We did all sorts of stuff. I work there newsletter, helped communicate with the community. In Alberta, I was a seventh-grade teacher's assistant at a middle school, and a social worker assistant and I worked with a librarian as well. And then in Quebec, I was actually a mayor's assistant for three small town, 150 people. But you had a full-time job in each place, and then after work when you came home, the 10 of you were basically instantly signed up for any community events that were going on.  I remember in the small town of Karamea we built something like 20 out of the 25 of their Christmas floats for their Christmas parade. We did soup kitchens, music festivals, like, you name it, and there's just like, instantly—if there was something out of the community like the project leader would know about it and just drag us, and we just show up be like, 'Hey', and it was like ten pairs of hands. Like just we were coming just to make things happen.  So every three months, you had a full-time job, evenings and weekends, except for Sunday. You basically anything in the community, you were instantly signed up as a volunteer, and every two and for two weeks, every three month period, you would build it, you would stay with a local family for two weeks to like, see how they live. And that was really insightful because I didn't know any other family or how the family operated. But then I got to see inside the workings, like,  I remember this one family, I stayed with the three, the parents, the father was in finance, and he was always, like, his suit and his hair's so proper. He was very strict and very like this. And his kids on the other side, they had like mohawks, spike collars and black nails and eyes. And it was so funny because I felt like it was a yin yang. I felt like the kids were the exact opposite in the extreme of the parents, and just watching the dynamics of people. And also every week, a boy and a girl would stay home from their full-time jobs, and they would be the mum and dad in the house because we had a budget like for groceries and they would have to cook and clean. So that nine months experience when I was 17, I came out of that with more life experience than a lot of people and… Lisa: What an incredible programme and how lucky...  Daryl: Yes. Lisa: ...for you, like, because so many kids go off the rails, as they say at that point yet, and they get lost and to have the sort of a structure of development and experience must have been a real game-changer for you. Daryl: Yeah, I mean, we moved around a bit when I was a kid, but we ended up settling in a city called Kingston, Ontario, which also happened to be the penitentiary capital of Canada. And so it was a unique community because you've got Queen's University, which is one of the top three universities of Canada. You've got the second-largest military base. It's almost one of the largest government employment cities. So you've got these high-income earners in the public sector, and then you've also got this great university. Some of the largest businesses out of Canada, actually, even in Kingston, like we've got one of the largest real estate investment trusts. There's a company that makes the shafts for all the pro golf clubs outside of Kingston. It's kind of weird, you got these unique massive spikes of success. But then because of the penitentiaries, a lot of families move to Kingston to be closer to the family. So then you have these areas where there's like when you get out of jail, you just settle in the town that you're in, and so it's weird, and I actually didn't think I was gonna see my 21st birthday.  Lisa: Wow. Daryl: I was in high school, and I didn't—I had a friend that was found in a lake rolled in a carpet...  Lisa: Oh, gosh. Daryl: ...and things like that. And I didn't think I was really gonna make it.  Lisa: So, really dangerous areas to be growing up as a youth. Daryl: But then, I always say when you live in a city, you don't live in that city, you live in your bubble in that city. So my bubble was mixed. It was a mixed bag. I was in the middle—I grew up in a nice suburb, but through school and all that, I got involved with lots of different things. But in this group one day, they spoke at my high school, and they're talking about, 'Yo, we're getting to travel Canada for free'. Like, I was like, 'Hey, that sounds great. I need to get out of here. I don't see a future. I don't see a future', and I signed up and that was what I did. And then after that because of being involved and so I almost got kicked out.  Now, after the first two months, I was on my last warning, you get three warnings, and you get sent home. And every time you make them, you have to write a commitment to improve. And I was like, I just thought I think that project leader didn't like me, but I was like, on it by a hair. And it was so funny because I remember when I made the first three months, we moved to the second location, I was like, 'Wow even if I get kicked out now. Now I've learned everything that I could learn from this programme'. Three months, Alberta and I met all sorts of new people and new experiences. And I was like, 'Wow, I made it to six months. Now that I'm going to Quebec, now I've learned everything, I mean, so good'. And then the next three months, and then I finished it like, 'Wow, I made it to the end. Now I've learned...  Lisa: You're an expert. Daryl: ...programme, right. But now here it is years and years later, and I met because they were like family, the other ten kids, right? And I still catch up with them every now and then, like I learned through, 'Why? You got a kid? You got three kids'? Lisa: In other words, we all say we're no’s all the time. And then we're actually just at the beginning of our next journey.  And it's all stepping stones to the next part of learning and stuff. But what a fantastic I wish we had a programme like that here because I mean, it must cost a lot to run and be really difficult to organise. But man, they could change lives, say for kids who are just lost and don't quite know what's the next step and how many of them are be. Daryl: It's a fantastic programme. It's actually I don't think it's running in Canada anymore. Again, because of the cost that it gets government funding, it gets taken away. The Trudeau lineage is the one that started—they tend to be behind it. There was a big scandal in Canada 'we something charity' and it sounds like that they were going to give a billion dollars in one organisation that does something like that. But of course, it got into, like, where's money going and people arguing and is that a good use and I think nothing happened at it. But it's a shame because... Lisa: It changes your life. Daryl: Well, I think right now there's a ton of people, especially the younger kids who need a sense of responsibility. I think in some ways, I don't want to go on a big rant. But I think life is full of challenges and hurdles. And it's like, through overcoming those we develop our character. And some people, they just have such a cushy like...  Lisa: Yes.  Daryl: .Things have become so politically correct. We've softened all the hard edges. I remember seeing in Toronto, they replaced a bunch of the kids playgrounds, because kids were falling and getting hurt.  Lisa: Yes, yes.  Daryl: Like, yes, but that's, like, you climb a tree, you fall, like, you don't... Lisa: There's no consequence to anything anymore. And there's no, like, yes. Daryl: It's like participation awards versus achievement awards. Like, we really, in some ways, become a society of participation awards versus achievement awards. And that's... Lisa: I totally get it. I totally agree. Because I mean, I'm showing my age, but I grew up in the early 70s and stuff, and it was a rough ride. I'm lucky to be alive. Daryl: Not everyone. Not everyone made it in adulthood. Yes. Lisa: And, but you know what, I wouldn't change that for the world because I don't want to be wrapped up in cotton wool and bounce around like a bunch of marshmallows for the want of a better expression. I want to be able to climb trees and cycle. I had to laugh yesterday. We live in a little village that, sort of, no police around here. And you've got all sorts in, and it's a lovely village, it's a sort of a beachy resort-y place. But you get the kids, they got no helmets on, and the other ones are on scooters, and there's three of them hanging off it and other people with their youths, and the kids are on the back, which is all illegal, right?  Daryl: Right. Lisa: And I'm not saying it is good, but I do have to smile because it reminds me of my childhood because that's where... Daryl: A little bit recklessness, a little bit of foolishness. We don't want it, but the world has real limits.  Lisa: Yes. Daryl: And especially as a parent, like I have a daughter now and it's like, I call it careful neglect. I try to carefully neglect her in some ways to force her to develop and grow.  Lisa: Beautiful. Daryl: It's like neglect under supervision, that's probably the best way to do it. Because if I always do it for her, and then I'm not there like they say kids who grew up with a single parent tend to be more independent than kids that have two parents, although kids with two parents tend to do better overall. I want a blend of that. The kids with single parents, they are more independent because that's expected of them. There's not all—you can't...  Lisa: backup.  Daryl: It's not all the swaddling.  Lisa: Yes, no, I totally agree. And like, not even just for kids, but like dealing with my mum with her disability, I had to—and people would criticise me heavily, but I used—I make her do the hard stuff. Like, if she's struggling to get out of a chair at night and she's tired I don't get up to help her and not because I'm an asshole but because I need her to learn which muscle it is to push and people would, like when we're out in public that'd be standing there watching me watch her struggling and I'd get abuse sometimes. Like, ‘why aren't you helping’? Daryl: Yes, yes. Lisa: That's all I'm doing. I have to do it all the time with her because I'm teaching her new difficult tasks all the time. I'm having to put her through some painful regimes and training. And because I've been an athlete all my life, I understand that pain often, when in training, in difficult training sessions and stuff make you stronger, and make you more able to withstand. I mean, that's what exercise is all about: you hurt yourself, you get stronger, you hurt yourself, you get stronger. And with mum's training, it's very often like that. So okay, she's not a kid, but it's the same principle. I have to let her go.  Or winching out when she got her driver's license, and I would let her drive my car and go around town. I mean, I'm still panicking half the time, a nice—and for the start, I would shadow her, like from behind. She didn't know that I was following her way right through the town where she went so that she had that backup. But she didn't know she had that backup. Daryl: As I actually had been saying that to Kathy, but my daughter, I'm like, I won't stop her from falling, but I'll do my best to always catch her.  Lisa: Yes. Daryl: I'm not gonna try to stop because sometimes you're like, 'Your daughter and you try to pad the room'. And I'm like, 'I gave her a pair of scissors'. This is when she was really young, gave her scissors, 'Don't, she'll cut herself', and I'm like, 'Yes, and it'll be a valuable lesson'. 'You're right'. And I'm right here, and it'll be a vet ship. She'll learn a valuable lesson; I don't know if she doesn't, I feel like that's partially where we have things like all these school shootings and that. These kids aren't growing up on farms. They've never been kicked by a horse or a goat, or they've never hit themselves in the foot with an axe. So they playing these video games of extreme violence and sexual violence in the movies and they feel these emotions, like really common as a teenager. They have access to such powerful tools.  I'm Canadian, but in the States, they sell guns at Walmart and so you've got a kid that's angry, he's got no real sense of the reality of the world around him in terms of like, what happens if you fall out of a tree and break your ankle, that's so distant because they grew up in a city and it's just, it's more just surviving and social dynamics versus a social and environmental dynamic.  Lisa: I totally agree. Daryl: And I go to school, and they lash out with guns, I really feel that if those kids grew up with more hard labour in their lives, more physical—even if they just had more physical training conditioning. You play hockey, you get hit too hard, like something like that, it would have less school shootings because they still feel the same emotions, but one, they'd have different outlets, and they would also kind of respect it better. It's like my jujitsu. You mentioned I do jujitsu.  Lisa: Yes. Daryl: I feel like it's very—when you guys are new, you get a lot of these strong guys, and they try to tough on everybody. And they just, it's useless. And they get beaten up by the more skilled ones. So then when they develop skill, they're kind of like a 'Hey, like, I know what it's like to be the one getting beaten up'. Lisa: Yes. Which is the correct method. Daryl: Like, the power, the skill is earned. So, you treat it with better respect. Lisa: Humility is always a good thing. And I think learning.. I've taken up skimboarding with you, and I don't bounce very well at 52. But it's really important that I do something that I'm really useless at.and I'm having to learn a new skill. And I sometimes ski myself because if I don't get the stage, that's when you start losing those skills. And I don't want to lose any of my abilities, and I've still got good reactions and stuff like that, so I want to keep them. So I constantly want to push myself outside that boundary.  So let's dive in a little bit to your martial arts, and then we'll get onto your business side of things because what you've done the years is just incredible. What sort of lessons have you learned—I mean, that was one—but what sort of lessons have you learned from doing Jiu Jitsu in the discipline that's required for this very tough sport? Daryl: Yes, that's great. So yes, I did jujitsu for about six, seven, maybe eight years. I haven't trained, probably in a couple years now. I've been doing more kind of CrossFit and my own physical training, but I think the lessons are through any—you learn about progression over time. You learn things like the fundamentals are fundamental. You kind of learn the basics, but then you get bored with those, and you want to learn the fancy, advanced stuff, but then it's hard to apply it and get it to work. And then through just time and observation and training with the greatest you understand it really is about the fundamentals. Virtue is doing the common uncommonly well.  The fundamentals that we learned are the stuff that's actually working against the highest level black belts. The basics that you learn, you see that happen at the highest level World Championships in the biggest competitions, and the really great to the ones that can do the basics and just walk through everyone with them. Like, 'How are they able to do that so well'? Everybody knows what's happening. Everyone knows what to expect, but they can't stop it from happening anyhow.  Another lesson was it's a game of inches in the beginning because jujitsu is kind of like a submission wrestling, submission grappling.It's not so much punch and kick.It's more about pull, roll, and just and using things like gravity. So there's things about drilling how practise makes perfect. You learned the rule, like 10,000 hours that it's if I've been training for 200 hours, and you've been training 10 hours, generally speaking, I have a major advantage. If I've been training 2000 hours, you've been training 100 hours, typically speaking, I'm gonna just mop the floor with you because I've—there's nuance detail and you can almost endlessly drill into the fundamentals.  And then there's just the progress. You've talked about learning new skills. Last year, I learned how to handstand walk. I can now handstand walk about 20 feet, I'm gonna be 38 in a couple of months.  Lisa: Wow, I can't do that.  Daryl: Yes.  Lisa: I'm jealous. Daryl: It’s specifically for the skill development, for the neurological developments, to like to balance in a totally different way and physical development. So I mean, you just see you learn about people, you learn about how your emotions impact your decision making in certain respects. You learn about how it's not just training, but it's also how to recover and rest. And we talked about this I think before I interviewed you for my podcast, like, silence is part of music just as much as music is, the difference is it's intentional. Lisa: Yes. Daryl: Silences, intention. So it's about doing things with intent. Taking a concept like I want to learn and get good at this and breaking into pieces. And I was talking about this to my friend yesterday. Actually, I forget how it came up. But he's talking about something, and work, and the situation, and how to avoid, and I remember I was training and I was fortunate to do some training with Rickson Gracie in my early parts of my training career, legendary fighter guy.  And I remember I kept getting caught in these triangle chokes. Triangle choke is a type of choke. And I kept getting caught in these triangle chokes. I remember asking, like, 'How do I get out of it'? He says, 'Well, don't let them put you into it'. I'm like, 'Yes, I know. But I already got into it. Now what do I do'? he's like, 'Don't let them put you into it'. And I just wanted—I wanted the cure, and I was like, 'Yes, but I want it' and there are, there's some things you can do. But the real answer is...  Lisa: Prevention Daryl: ...prevention is so much better than cure. Like, well it's good... Lisa: Great principle. Daryl: You're in it, like, you gotta panic, you got two or three options, you got to panic, you're gonna spend a lot of energy, you're gonna flail and struggle, it's gonna be close. We can talk about how to do it. But really, the best solution is, don't let them do it to you in the first place. Note and recognise the signs and protect yourself before it happens. Lisa: That is a great law for the whole of the health paradigm that I live under. Daryl: Yes. How do I deal with heart problems?  Lisa: Prevention, prevention.  Daryl: Prevention. Yes, exactly. And you know proactivity. Lisa: Yes, occasionally,you will still get caught out and you will still and then you want to know those tricks. But in the first line, let's learn prevention and then we'll look at how do we get out of this mess? Daryl: And another really—which kind of ties in and then we can if you want to move on, move on. But this one, I think is also really, really, really important. When I first learned martial arts, I always thought it was about doing things to other people, I'm going to do this too, or I'm going to use your leverage against you. I'm gonna do this to the world. What I've really realised is two things. One, it's not even necessarily about doing things. It's about two things it's about not doing things externally, it's about self-control. It's about boundaries.  So we just talked about 'Don't let him put you into it'. That means that I have to have boundaries around things. Will I let him grab me here? Well I’ll not allow that. Well, I let him grab me there. And I'll be like, 'Okay, whatever. And I'm going to try to do some'. So again, when people start and forgive me, I don't want to go on a huge long rant on this. But when you start, I'm going to do this to you, going to do that to you and I'm trying to do this...  Lisa: You got to be kidding. Daryl: ...and so I don't even care what you're doing to me. When you get—later, it's like what do I accept? What are my boundaries?  Lisa: Wow.  Daryl: What situations do I let myself enter into? And that was—and then the other thing is that a lot of times it's not about what you do. It's not even about winning. It's about who makes the fewest mistakes.  Lisa: Wow.  Daryl: It's really—it's not even about being the best, the smartest, the brightest. It's about making the least mistakes.  Lisa: Wow... Daryl: In this situation, how many doors do I open for my opponent?  Lisa: I totally...  Daryl: These things are great, right?  Lisa: Yes, yes, yes. Daryl: There’s just me posing on the world and more about controlling myself.  Lisa: Yes.  Daryl: And am I allowing myself to be manipulated this way? Am I allowing myself to be grabbed here? Am I allowing his energy to mess with my mindset? Lisa: Wow, that is gold. Daryl: In a tournament, I've seen them lose the match before it even begins. Get you two guys step up, and the rest get in there, and they like their eyeballing on each other.  Lisa: Yes. Daryl: You see one guy like and he's just kind of coward. Like he lost before we even get started. So... Lisa: I haven’t seen that in ultramarathons are—another sporting analogy, but I've seen when people start bargaining with themselves and you do during an ultra. You start saying, 'Well, if I just get to there, I'll be happy with my results’. Or if you start to negotiate with yourself as how far you can get. And when I'm when I see people going, 'Well, I've at least done more than I've ever done before and therefore it's a success'. And when I start to hear talk like that, I know we're in the battle, like we are in the battle. And if they don't change the mindset, they're not going to because they're no longer in that, 'I'm gonna do this, come hell or high water there in the' Well, it's okay to fail and it is okay to fail. But in the battle, you don't want to be in that mindset. You want to be in that mindset, like, 'I'm going for this and I'm giving it everything I have.’  When you start to negotiate with yourself where ‘It would be okay if I got to that point, and therefore this is the longest I've ever run and therefore that's still a success'. When you start doing that type of bargaining with yourself, you're in deep shit basically because you've got to tune your psychology around too because otherwise, you're going to give yourself a way out.  I remember when I was running in the 220k race in the Himalayas that extreme altitude and I had a point where I just completely broke after going up the second path, and it was about—I'd been out there for 40 plus hours in a massive snowstorm. I had hypothermia. I had altitude sickness, asthma. I was just completely good enough reasons to be pulling out. And one of my guys came back to me, and I said, 'I think it's only two kilometres to the top of the mountain because you're calculating in your head'. And he came back and said, 'No, it's six kilometres to go'. And that just completely broke my mentality because six kilometres, I was going out 3k an hour, it was two hours of hell, and I couldn't, and it broke me. And I just fell into a heap and started bawling my eyes out, and everybody was giving me permission to give up. They were like, huddling around, 'You're amazing. We're so proud of you and you did everything you could', and then there was one guy. And he came over, and he shocked me, and he wasn't smiling, and he wasn't patting me on the back, and he was like, ‘Get the F up now’.  Daryl: You're so close. Lisa: ‘You're so close, you're not failing, and I'm not letting you fail and get your ass up off the ground. And I'm going to stay here with you. And I'm going to walk you up top of that mountain’. And that was key because it got me over that psychological break—I broke, but he picked me up, and he got me back on my feet. And I followed his instructions. I just did what he told me to do, put one foot in front of the other, and he got me over that hump, literally. And it's this type of stuff that you learn through sports; it's just so valuable. Daryl: It's just overcoming obstacles and just testing yourself. You don't know what you're capable of until you do it. You can spend all day reading a book about tennis, but until you're out there actually playing it. And there's learning you have to learn, you can learn through reading through lecture through conversation, personal experiences, and through other people's experiences and that's... Lisa: That's what this is about. Daryl: Yes, I mean Alan Watts has this great video called The Dream of Life. Imagine if every night you went to sleep, you could dream, however many years of life that you wished and because it's your dream, you can make them as wonderful as you want it. And so for the first—let's say you're dreaming 100 years of life every night. And maybe you do this for a couple of years, every night for a few years, you're dreaming 100 years of life. And all these lives that you're living, they're all the most filled with all the pleasures and all the wonderful things that you could possibly want. And what do you think would happen? And over time, you would kind of get bored, and you would want some risk and some adversity. And then eventually, you would want to be able to dream and go to sleep, and not know the outcome. ‘I want to go to sleep. I want to have this adventure, but I don't want to know the outcome’.  And that's kind of like that's almost like life. And if you could dream a lifetime every night in your—in a life of eighty years, you could possibly dream the life you're living right now. And that's the whole thing of evolution. Evolution is about growth and challenge and overcoming obstacles and... Lisa: Yes, obstacles like phone calls coming in the middle of your podcast.  Daryl: But, we got—everyone’s with me. Lisa: I think people listening to my podcasts are quite used to interruption. You just cannot stop the world from functioning half the time like somebody's phone is somewhere.  Daryl: Murphy's Law, you just gotta keep on recording. If you wait for perfection, it's never gonna happen.  Lisa: Exactly. You could panic now and start editing for Africa or another way, you could just get it out there and apologise for what happened, which we'll do. So, Daryl, I want to move now because I think there was absolutely brilliant and really insightful.  I want to move into the business side of things. And you've had a really successful business. You've taken lots of businesses to the million-dollar in a plus businesses from scratch, you've done that over and over again. You've helped people scale up and develop these systems and mine the data and work out all this complicated world of online, which is I'd struggle with daily so I want to know from you, how the heck do you do this? And what are some of your greatest secrets from building businesses over a long period of time now? Daryl: That's a great question. There's a lot of different places to start; I think one of the hardest places and where I've had the most failure myself is getting something new going because well, one, it's just not my superpower. But if you've got someone that's got a proven concept, and that's really how in the beginning, I should look it up.  But I got my seven-step rollout system. It's like you always start with a market first. So that means you always have to start with a need and or want so because you can't—the idea of selling ice to Eskimos. It's not about doing mental gymnastics and pushing something on someone that they don't want. That might happen in the world. There might be people that invest a lot of time, energy and resources in that but I have no interest. It's really tough to be like I'm gonna generate this demand. It's not there. The demand already exists. People already want to feel beautiful, people already want to be entertained, people already want to travel and to explore the world. So these needs and wants and that already exists. The idea is that you want to stand in front of it. The demand and want is already there and it's constantly evolving. And every time someone a business comes out, and you create a new product or service to fix a problem there'll be a new problem.  Lisa: Yes.  Daryl: Because now, like before the internet, the issue was how are we going to have these conversations like we can? You’re New Zealand, I'm in Vietnam, how will we do this? Well, now Zoom is created. These companies created tool, and they created tool. And now here's Zoom, but then what's the next issue? And then what's the next problem? So problems are markets, not demographics.  Lisa: Oh, wow. Daryl: Not demographics, the problem is a market. This is the problem that we solve for people. Once you've got that a lot of it—for me, it's like different ways that you can go, but the purpose of business is to locate a prospect, turn that prospect into a customer and then make a customer your friend.  Lisa: Yes. Daryl: It's really a big part of it. It's tough to have a business survive. There are businesses that survive off one-time sales, but the vast majority of businesses need recurring business, recurring freight, ongoing relationships. And a lot of businesses aren't thinking about how to do that. And so, your business is a service to the world. And so the first thing you have to figure out on a small scale, ‘What problem do I solve’? And when you solve a problem, you kind of need to create, I call it a black box. This black box maybe is a mystery to the outside world; we can use a dentist's office people come in crying and in pain on one side, they go through the black box, which is a series of checklists, checklists for this, checklist for that, checklist for next thing, okay, check that we did this, this, this, this is this, boom, they leave smiling and happy on the other side. So that's the black box. That's the problem-solving box. Lisa: Wow.  Daryl: The problem-solving box, all the company is one group of people solving a problem for another group of people via a product or service.  Lisa: Wow.  Daryl: Before that problem is, and you've got it, now you need to design it. Here's some people solve problems really well, but they don't do it in a way that's scalable. So the rule of 10,000. Now I know how to solve the problem. Now I know THE kind of the type of people having that problem. How do I solve 10,000 of these problems for people, think, if I had to bake a pie if I'm trying to bake one pie versus bake 10,000 pies... Lisa: It's going to be more efficient. Daryl: there's a different mindset that you got like, I need a bigger kitchen, I got to do that. You've got like planning in batches, and food storage, it changes the nature of things. And then you got to kind of go out and find those people and that's like a marketing function.  So there's—actually, I can share this. So last year, I actually spent like $40,000 hiring all these research teams to help get down to what are the critical success factors for small and medium-sized businesses?  Lisa: Wow. Daryl: We came up with eight, there's actually nine, but the ninth one is government and economic factors. And it's not realistic that a person is going to influence.  Lisa: No.  Daryl: Not one person.  Lisa: Yes.  Daryl: No, it's not realistic. So the ones that we can influence is things like self-efficacy, which means your ability to be effective with your time, your energy, just yourself and through others. So it's like leadership is part of that, right? Your time management is part of that like mindset might be part of that. But self-efficacy, strategic planning, marketing strategy, market intelligence. So these are different market intelligence is understanding the needs, wants desires, problems of the people of the marketplace, and the competitors, the available options.  So it's market intelligence is like, what's going on out there? And then marketing strategy is how am I going to get my message across. Then you have sales skills and strategies, sales strategy. And then you have money management. You have business operating systems, which is—it could be technology, it could be simple checklists, it could be meeting rhythms, it could be a hiring process, that's the operating systems.  And then you've got business intelligence, and business intelligence is like the awareness of different things. So for example, like you are working with my partner, Kathy. She's helping you with your podcasts, you're getting greater awareness on how many downloads are we getting and how many people are sharing the downloads and how many people are listening and then coming my way—that's all business intelligence stuff.  Daryl: It's the idea of not just doing activities, but to actually measure… Right. But it needs to be aware. It’s like wearing a heart rate monitor, right? Like how's my—that's an intelligence system. How's my heart rate doing? How's my heart rate variability?  Lisa: Yes. I do all of that.  Daryl: What's my sleep pattern?  Lisa: Yes. Daryl:  Am I waking up twenty nights? That's like business intelligence. Those eight factors really are the critical make or break focus points for business.  Lisa: Wow. Daryl: And anything that you would do for a business should back into one of those. So, team building activity. Well, that's kind of self-efficacy, maybe operating systems, it depends. You're going to do a podcast, well, that's a marketing strategy, right? And then the strategic planning is the plan strategically of how you're going to pull the strings together. And like, we know how you plan you develop, how you plan to meet people, is there a thought process and from all this stuff? Lisa: And the hard thing is for the young entrepreneurial. I know we have a lot of people who, in business, starting businesses, or in developed businesses and wanting to scale further. You’re wearing so many hats at the beginning, like you're in charge of all of those departments if you like, and that is the very hard thing at the beginning. Once you get a team around you like we're at a stage now where we have small teams that are helping us with different aspects of what we do, and we're trying to outsource the stuff we're not good at. It's not our specialty, because we don't want to waste... But at the beginning, you have to do it all. And so you're just constantly wearing these multitasking hats and not being very efficient.  Daryl: Right. Lisa: How do people get to that next rung on the ladder? And this is something that where we've been backwards and forwards going on for a long time. How do you get to the next stage? And how do you make an effective team? And how do you outsource certain things, but not the other things? And it's getting to that next level, isn't it?  Daryl: Yes. Lisa: And at the beginning, you just forbought everything.  Daryl: If you've been doing a lot of activity, and you're not really sure what's working, a simple way to think about this is forget Uber and Grab and these other...  Lisa: Yes, this huge...  Daryl: Originally, if you were a cab driver, you would have a car, and your idea first figure out where are the people who need to be driven places and then pay money to do it. Maybe it's taking kids to school, maybe it's picking people up at the train station, or the bus station or the airport, maybe it's doctor's office appointments, right? Like every week for whatever.  But first, if you were the taxi driver, first, you'd have to figure out, how do I keep my schedule full every day? How do I keep myself busy every day? And so first, it's where are the customers? And where do they want to go? Right? Where are the customers and where they want to go? Can I take them there? You get paid in size over the relationship, and the problem you solve. What that means is if I want to get across town, but I have all day to do it, I can walk, right? But if I'm in a hurry, if my child is sick, and they're bleeding, and I got to get in the hospital in half the time, that's a bigger problem. I'll pay whatever, right? I can rent a car, I could bike, right? If I don't want to rent a car, I could pay more to have someone, you get what I'm saying?  Lisa: Yes. Daryl: I could pay someone to drive me. So there's a scale of problems. So first, like, where are the customers? What do they need? Where do they want to go? And then how do you get yourself busy? Now that you're busy what's going to happen is now you have to do is you have to train someone and had it on quality control. How do I deliver this consistently? What is my doing? Because when you do something for someone, why—what's making people really happy? What's making them not happy? Right? How do I make sure I have a consistent good experience for people? Good.  Now, how do I help more people? And then if you're the cab driver, you might have to take a pay cut? Because at some point, you might have to bring someone in and have them drive the car for half the day. Lisa: So you can focus on the business. Yes, yes.  Daryl: You can focus on getting another car and getting that. And so there's this weird period where it's like, 'Hey, I'm busy full time, but I can't be any busier'. So I can charge more money, or I'm going to hire someone, give them some of the work.  Lisa: Yes. Big portion of the money. Daryl: Right. They're gonna take a pint of the money. And now I'm going to get the second part going. And that's actually how Kathy got started. So Kathy is working with you. And one of the beginning she had some clients online, and I was like, 'What do you like doing the most? What's the one thing that you think you can do a lot of? And she really enjoys the writing component', and so we got her really busy. And then she hired someone, and then right? And then she was busy, and they're busy, she hired another person. And she had another person on now she had like a team of six, she's got some, like 26 people now. But in the beginning, she had like four or five, six, 'Hey, now you need a manager'. 'Okay, well, now I need a manager', okay, and that's your manager for the team and the next problem and building that out. And that's a really natural way to grow.  And part of what helps you do that is documentation and training, an edge explained, demonstrate, guide, and power. First, explain how you do it. Let me demonstrate it for you. So you can see it done. And then let me guide you in doing it with you. And then I'm going to empower you to do it on your own, make some mistakes and learn from them, and just repeat that process.  Lisa: Wow. Daryl: So it's an edge thing. And that's creating documentations and systems. But then you've got to actually keep—now you're getting into a different level. How do you communicate a vision? How do you keep a team productive? How do you monitor progress? How do you—because we're talking about self-efficacy, right? If you hire someone that could be brilliant, but if they don't get the work done, and now you're getting into people skills, and how do I communicate? And how do I help them tap into their own internal motivation? So they're not just showing up, clicking on the paycheck, and just clocking out, going home just on their phone all day. So these are different tiers of problems that people fall into. So I don't know if I read a whole of... Lisa: No, these are perfect, Daryl, and it does highlights here. There's always the next level. Daryl: Crazy amounts of entrepreneurship.  Lisa: No, but, like getting out of the startup gates is the hardest part and you dealing also with self-doubt and imposter syndrome often, and can I do this? And people telling you you can’t. Your family members or friends going, 'What the hell are you doing? And you've tucked in your regular job for this'? And you know, that 80% or more of businesses fail. I can't remember what the statistics were, but they're pretty horrific. And you're wearing all these hats. And what you then see is a lot of people starting to burn out. And that's really like part of what we do is all about managing stress and not burning out and how’s the basics of health because you need to do all that in order to be successful because there's no use having millions of dollars in the bank, but you are dead because that isn't going to help anybody. Daryl: I've seen that. I've seen people sacrifice—I see people make money and keep their health at the same time. But I've also seen a lot of people sacrifice their health to make money and then end up spending all that money trying to get their health back. Lisa: To get their health back. And I must admit like I've—not for the—just for the business but saying in rehabilitating mum cost me my health. I ended up nose diving because you're working 18 hour-days sometimes and you just go and helpful either trying to make the mortgage payments at the same time by the hyperbaric chambers, or the whatever she needs and trying to rehabilitate, and running all these juggling balls that we all have in various combinations. And you can't work yourself into the absolute—into the grave if you're not careful. And that's why health and resilience and stress reduction and stuff is what we do. Daryl: Yes, it's always best to have people—one of the biggest—and I've done this before, I've done this a couple of times, unfortunately. Better to collect money first and then develop a product. What I mean is like in my hometown, they're opening up a gym, and they were building, they bought this building, they were kind of doing rentals on the inside, and they set up a trailer outside. And they were actively marketing and were signing up people for the gym that was not yet finished being built...  Lisa: Brilliant  Daryl: ...so they're not yet open. And what happened was at some point, they just closed down the whole operation and left. And what it was is they had a pre-launch goal for themselves. ‘We need to generate this many new members in order to breakeven, or we stop’. And that's a really good thing, and you don't, it's like if you just get pre-orders, Elon Musk did this with, I thin

If rural connectivity challenges are going to be solved, private sector investment and innovation will be necessary. Dr. Ranveer Chandra, the Chief Scientist of Microsoft Azure Global and Partner Researcher at Microsoft Research, joins the FarmBits Podcast to discuss Microsoft's investment in enabling data connectivity and interoperability in agriculture. Ranveer initiated the FarmBeats project at Microsoft Research which has recently led to the launch of Azure FarmBeats, which is a cloud platform enabling data-driven insights in agricultural applications. The FarmBeats project has also resulted in innovative approaches for establishing broadband connectivity on farms, such as using vacant TV white spaces to facilitate data transfer in rural areas. In this episode, Ranveer covers everything from the development of this TV white space technology, to emerging technologies in the developing world, to how value can be extracted from data once it is consolidated and made available. While Microsoft is not a traditional player in the agricultural industry, the data pipelines and enabling technology they provide have significant potential to enhance agriculture alongside the expertise of experienced agricultural professionals. "For growers, it would be more about thinking, 'Hey, I know a lot about the farm, which are the parts if I had this additional data that I could do better?'" - Ranveer Chandra, Ph.D. FarmBeats Information: FarmBeats Website: https://www.microsoft.com/en-us/research/project/farmbeats-iot-agriculture/ Azure FarmBeats: https://www.microsoft.com/en-in/campaign/azure-farmbeats/ GatesNotes Wi-Fi Chip Blog: https://www.gatesnotes.com/Development/FarmBeats White Space Deployment in Africa: https://www.microsoft.com/en-us/research/wp-content/uploads/2016/02/main-5.pdf Economist Article: https://www.economist.com/science-and-technology/2016/09/17/tv-dinners USDA Using FarmBeats: https://news.microsoft.com/features/feed-the-world-how-the-usda-is-using-data-and-ai-to-address-a-critical-need/ Ranveer Chandra's Info: LinkedIn: https://www.linkedin.com/in/ranveer-chandra-79bb9b/ Bio: https://www.microsoft.com/en-us/research/people/ranveer/ FarmBits Team Contact Info: E-Mail: farmbits@unl.edu Twitter: https://twitter.com/NEDigitalAg Samantha's Twitter: https://twitter.com/SamanthaTeten Jackson's Twitter: https://twitter.com/jstansell87 Opinions expressed by the hosts and guests on this podcast are solely their own, and do not reflect the views of Nebraska Extension or the University of Nebraska - Lincoln.

Horane Haughton is a Managing Partner at Virtus Investment Group, a Real Estate Investment company based in North Carolina. I connected with Horane while he moderated one of Clubhouse's chatrooms and discovered he was a wealth of REI knowledge. An ex-Marine, he followed his time in the military as a Software Development Engineer, working for large corporations including Monitech Inc and Deutsche Bank. Horane currently creates systems and processes for Virtus to understand the real estate market better and ensure his company's growth in the face of fluctuating economic conditions. In today's episode, Horane joins me to discuss his early success in wholesale investment and why such early success can weaken business planning foundations. He discusses the lessons learned when he and his business partner 'scaled too fast,' leaving them with a lot of bills and not a lot of deals. Horane reveals how they had to reset their mindset in the property game and learn how to construct a solid plan of action and formulate strategic planning to understand if and when they were spending too much money. He also explains how a mentor in the business can help you cancel out the noise of the YouTubers' advice and save your business a lot of money in the long run. "One of the biggest challenges is to try to reset your mindset. Reset. And learn the things that you didn't learn in the beginning" Horane Houghton "One of the things that we learned is that our backyard is not always the best yard to play" – Horane Houghton "Not scaling properly - for us - was a failure to actually put a proper plan of action in place" – Horane Houghton "You can't just throw money at the wall and say, 'Hey you know I've $10,000 I want to make $100,000. That's just not how it works. You still have to have a proper plan" – Horane Houghton "For me, scaling is understanding your market -understanding how you're approaching your market every single day" – Horane Houghton "Now listen. Pay that extra dollar to get that mentorship. Trust me. It will save you a lot of money" – Horane Houghton This week on Flip Talk: Why early success can teach you the wrong lessons in Wholesale Investing What happens when you scale too fast What it means to 'scale' properly What your Plan of Action for scaling should entail How seeking out a Mentor will save you a lot of money Why cold calling is Horane's marketing tool of choice Resources Mentioned: Clubhouse Connect with Horane Haughton: Virtus Investment Group Website Horane Haughton on Instagram Horane Haughton on LinkedIn Horane Haughton on Facebook Rate, Review, Learn and Share  Thanks for tuning into the FlipTalk podcast! If you enjoyed this episode and want to learn even more about what it takes to build a 7-figure real estate business, head over to iTunes and subscribe to the show. Don't forget to tune into our other show: FlipTalk's Rookie PlayBook and share your favorite episodes on social media to help other new investors learn what it takes to grow a successful business in the real estate investing industry.  Join the community of FlipTalk fans on Facebook, YouTube,  and visit our website for even more content, information, and resources about real estate investing. 

'Hey, did you see that setup right by the generators?'

As I keep my direction this year it is a year of facing my anxiety head-on - changing beliefs that have kept me trapped (read: stubborn dyslexic brain). I want to stand in the mirror at the end of the year and breath naturally and happily that I am relaxed! In this episode we talk about: Dyslexia ADHD Meds Caffiene Stimmulants & more.....

If there's a war raging, and someone mistakenly stumbles into the middle of it, the warriors don't suddenly stop and say, 'Hey, wait a minute, fellas. This guy isn't part of it. Let's wait 'til he gets outa the way!' No, people who stumble into battle unaware often get caught in the crossfire. Pastor Greg Laurie wants to make sure that doesn't happen to us. Support the show: https://harvest.org/resources/ See omnystudio.com/listener for privacy information.

Today's episode is very fun and exciting with a fresh perspective on teen entrepreneurship. Please welcome Bailey Rose Campbell to the podcast. Bailey currently lives in Bali, Indonesia, but she's from New Zealand. Bailey is creative, entrepreneurial, and always working on creating the business of her dreams. Bailey is also a podcast manager and has her own podcast too, called 'Hey it's Bailey Rose'. She's also a graphic designer, funnel builder, and online course creator all at the age of 17. Get ready for a super fun conversation about everything from imposter syndrome to cultural immersion, to being your own cheerleader and how to create something with Bailey Rose, the teen entrepreneur.Bailey Rose Website: https://www.baileyrose.co/Support the show (https://www.patreon.com/whyfimatters)

This week, the coolest nerds dissect their personal stances on dreaming verses goal getting. Reggie has visions (not dreams) and is a great planner who values time and building strong habits. Steph has been working on SMART goals and overhauling her personal systems. As usual, gems were dropped!Huge shoutout to Podcorn for sponsoring this episode! Be sure to show them some love! You can start monetizing your podcast and connecting with sponsors here: https://podcorn.com/podcasters/As always, your feedback is greatly appreciated. Have a guest suggestion? Want to provide feedback? Simply want to say 'Hey'? Send us an email at coolestnerdsintheroom@gmail.com.Social MediaTwitter - @coolestnerdpodIG - @coolestnerdsintheroomEmail - coolestnerdsintheroom@gmail.comSteph on Twitter - @StephandSecCoolBlkNerd on Twitter - @CoolBlkNerdResourcesJoin our Patreon community or Buy us a coffee to let show us some love!Smart, But Scattered Guide to SuccessAllDayDevOps.comEssentialism: The Disciplined Pursuit of LessGoodbye, Things: The New Japanese MinimalismSupport the show (https://www.buymeacoffee.com/coolestnerds)

"If I had $100 for every time I walked into a patient’s room, introduced myself as the doctor, and was immediately asked, 'Hey, how old are you?' I might be able to retire right now — at the age of 28. Of course, I am exaggerating, and yet this question echoes for my baby-faced colleagues and me constantly. Whether it’s simple curiosity or blatant reverse-ageism, I find this question erodes trust before it is built. I haven’t yet found an agreeable way to bypass it. I usually just state my age before quickly moving on. Rarely, some congratulate me on my accomplishments given 'such a young age.' But these felicitations are like writing in the sand, which quickly wash away in the waves of emotions I begin to feel the moment they ask me that question." Sneha Shah is an internal medicine chief resident who blogs at Insights on Residency Training, a part of NEJM Journal Watch. She shares her story and discusses her KevinMD article, "Does your doctor’s age matter?" (https://www.kevinmd.com/blog/2020/09/does-your-doctors-age-matter.html)

A really cool strategy to meet your Dream 100 and get their customers to flow into your funnels. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- What's up everybody? This is Russell Brunson. Welcome back to the Marketing Secrets podcast. I hope you guys are pumped and excited for today. Today, I'm going to bring you some charisma, some hacking, some excitement, and a whole bunch of fun stuff. All right, everybody. I wanted to funnel hack somebody today because what they're doing is really, really cool, and I think it would behoove you all to watch what she is doing. The person I'm talking about, her name is McCall Jones. The story, as I know it, and I probably don't know all the details, but she is related to Kathryn Jones, who is our resident design hacker who spoke at Funnel Hacking Live this year about design hacking. She was so excited that she was going to speak on stage. She invited her friends and her family to all come watch her crush it, and she did crush it. She did an amazing job. One of her... I think it's her sister-in-law, came not knowing anything about what in the world we do, and she sat there and watched Kathryn do her thing. Then she watched the entire event, and she was like, "This is amazing. I want to do something related to this." Now, McCall's background... Actually, I don't know all her background. I do know that she was on... What's that show? I keep thinking it's So You Think You Can Dance. That's not it. She's was on High School Musical, part two, I believe. I may quote that wrong. Maybe it's part one. I've never seen either of them, I'm not going to lie, but I think she was on High School Musical, part two. So, she's got an acting career and a bunch of stuff like that. But she's watching this, and she's like, "Oh my gosh. Kathryn's teaching design hacking. Russell's teaching funnel hacking. I could teach how to hack what I do," which is, she's, as an actress or actor... I don't know what they call themselves nowadays. I don't know what's politically correct, so I apologize to all the actors who I just offended with my unknowingness of how to say it right. But anyway, she was like, "I can teach people how to hack charisma. How is Russell able to get on stage, and what is he doing and why is he doing it?" and all that sorts of stuff. So, she decided that she was going to become the person who is going to teach people who want to become speakers or authors or selling from stage or do webinars or Facebook Lives how to actually get charisma, because a lot of people don't have that, right? They come on like, "Hi. I'm Russell," and they're all nervous, like I was 15 years ago, right? It's scary at first. So, she's like, "I'm going to teach a framework for how people can do charisma hacking." So, that began her journey. She said, "This is my thing. This is the spot in the market that I'm going to claim. I'm going to teach people this process. I'm going to call it charisma hacking, and this is my thing." Right? First off, everything so far what she's done is awesome, right? Same thing for you, right? You should be in your marketplace looking around like, "Where's the gap? Where are people not talking about? What can I do that can be unique? What is something that my gifts bring to the market that's going to be different than anybody else?" For her, because of her acting career and her understanding of these things, she thought, "This is the segment of the market I can carve out that can become my own, where I can become the category king in it." So, that's the first lesson. Second lesson. Then she went out there and she created a framework and she started a coaching program. She started training people how to do it. I'm sure she did a lot of it for free. She started going into Kathryn's groups and teaching this concept called charisma hacking, where she was testing out her process and testing things out. She came in to mine. I had her do a training for our Two Comma Club X members, because so many of I'm teaching them to publish, and they're scared to death to publish. I'm like, "Hey, McCall. Can you do a training for my people, teaching them the basics of charisma hacking and looking around and finding people who are successful and modeling them?" So, she made an amazing video for our members. So then, now, all Kathryn's members, they're my members, and other people are learning from her. She's going out there working for free, right, getting her content out there, plugging it strategically into people's coaching programs, where she has a chance to, first off, practice her material, practice her framework, essentially learning it better, and basically did all that stuff for free for everybody, right? Now, she's learning it. Now, from there, she's able to go and she's created a whole value ladder, right? She's got a core. She's got live one-on-one trainings. She's got things where she can help you, and she has a business related to that, right? Now, this is where most people mess up. They create the framework, they create the product, and then they're like, "How do I sell this thing? Ah." And they're like, "I don't know how to sell it." Obviously, there's a ton of funnels they can sell. I'm not going to talk about that, but I do want to talk about is what McCall is doing now. I just keep being more impressed with her every time I'm watching what she's doing. What she started doing three weeks ago is this thing where, as a way to get lead gen, to get people in the door, and also as a way to connect with her Dream 100. So, I'm assuming... Again, I'm not behind the scenes of all this, but I'm assuming she built out the list of like, "Okay, who are my Dream 100? Who are the people?" And by definition of the Dream 100, the Dream 100 is somebody who has your existing customers on their list, on their social profile, their following, whatever that might be, right? They have the attention of your potential dream customers. So, I'm assuming that McCall made a list, and she put me on the list, she put Dave Woodward, she put Steve Larson, and I'm not sure who else, because she's done it for three weeks now, but I'm sure there are more on there, right? So, what she's been doing is what she calls her charisma hacking weeks or charisma live or something like that, right, where basically what she's doing is each week she picks someone who's on her Dream 100. The first week was me, and she said, "I'm going to charisma hack Russell every single day for this next week." So, every day she went live on her Facebook page and said, "Okay, here's one of Russell's videos. Let me charisma hack him." So, she pushes play on my video and she pauses and talks about what I did and why did it and goes through that. First, she broke down one of my Facebook Lives. The next day she broke down one of my ads. The next day she broke down another thing. And she did that for five days, showing people how I use charisma and how they can model what I'm doing to be successful with theirs, right? Now, what's cool about it is she's tagging me in all these, so I keep seeing it. As her Dream 100, I keep being aware of the fact that she's talking about me, which is flattering, like, "Oh, this is cool." So, I watched a bunch of them, but then also, by tagging it, a lot of my people started seeing it. A lot of my people who are watching started tagging my customers and tagging people and bringing them over. So, by doing this, she's getting my attention, but she's also getting the attention of a lot of people that follow me, right? Now, obviously, right now I'm doing a podcast talking about it, so it's bringing more people to it, right? But it's smart. She's splintering off the market and saying, "Let me do five videos breaking down Russell, what he's doing, and that's going to bring his people in." Right? And the next week she picks Steven Larson, same thing. Me, Chris next, Steven Larson, and she did a Facebook Live he did, and then an ad he did, and then this and that. She broke that down and she tagged Steven on it and brought people from Steven's world into her world. Now, this week, she's doing Dave Woodward. Next week she'll do someone else, right? So, each week she has this consistent publishing process where she's out there publishing, bringing people into her world. Now they can come in, they can get into her value ladder, then they can start sending up through the products and services that she's selling. Okay, what she's doing, is she's taking this thing that she's teaching, taking her framework, and showing how it applies to other people. What's interesting is, I did something very, very similar when I launched ClickFunnels. Okay? I did the same thing, where I was out there and I started showing... It's funny, I still remember this because Lewis Howes, I used to love his website. I still love it, but I used to love his... I remember seeing his site and being so jealous of it, and I found out the company who built it is Digital Telephony,I think. Anyway, I can't say their name, but the company, and I went to try to hire them to build a website for me because Lewis's looked so freaking cool. They wanted to charge me... It was 30-something thousand dollars for them to design a webpage for me, and I was like, "Oh." I'm like, "You guys are good, but you're not that good." Right? So, when ClickFunnels came out, I wanted to show people... I was like, "I want to show you this process." So, I took Lewis's page. I remember I had my monitor. I had Lewis's page on the left-hand side and ClickFunnels on the right-hand side, and I said, "I want to show you how I can build Lewis's $30,000 webpage inside of ClickFunnels in less than 10 minutes." I went through and I literally built his webpage side-by-side until it was done. And I was like, "It looks just like his, right? It didn't cost me nothing. I did it in 10 minutes because I understand these concepts of funnel hacking." And if you were to ask Kathryn, it would be designed hacking, right? How do you model something that's already successful? So, that's what I became really, really good at doing. There's the first practical... The thing that I was doing, I was doing that for a lot of people. I would go onto to Tony Robbins pages and other pages. We used to do Facebook Lives every single week. We called them the Did You Know Show, like, "Did you know you can do this on ClickFunnels, and this and this?" And we'd show off features while I would be basically rebuilding other people's funnels inside of ClickFunnels to show them how we could... and anything else we could build in ClickFunnels as well. And that's initially how I got so much of my momentum off the ground, is by doing that, right? Anyways, I was watching McCall do this. I'm like, "Oh my gosh, this is brilliant." So, for you, I want you to think about this, think about your framework, right? What is the thing that you're teaching, right? Look at that. You've obviously got your product and your courses, and I'm not talking about that, but I'm talking about, how do we fill our funnel with people who are potentially going to buy that thing from us, right? How do you get the attention of your Dream 100? How do you start getting the traffic and the leads and the people coming in, right? This is all the traffic secret stuff we talk about. It's coming back and thinking about that, and then say, "Okay, how can I apply my framework to show how my Dream 100 is doing something correctly," right? "Here's how some of my Dream 100 is building a funnel. Let me show off their funnel. Here's how somebody over here is doing this, is using charisma. Let me show it. Here's how someone over here is using design hacking. Here, someone over here is using..." Fill in the blank, whatever your product is, okay? The nice thing that's... I had to talk with Dana Derricks about this one time. The coolest thing is, when you create a framework, but you name it, it becomes yours, right? So, for example, Dana is big. He teaches everyone the Dream 100, and Dana didn't come up with that. I didn't come up it. Chet Holmes was the one that introduced it to me and to Dana, but Dana's made that... His business is the Dream, the Dream 100, right? And he says, "What's cool about it," he's like, "I can now go, and when I see anybody doing any version of the Dream 100, even if they don't call it that, I can go and say, 'Hey, let me show you how Rachel Hollis used the Dream 100 to make her book the best selling book of all time...'" or of last year, right? And then he can go show that and like, "This is her process, how she did it." And even though she didn't call it the Dream 100 and didn't know, but he was able to say, "This is my framework, how she applied it. It was the Dream 100." And all of a sudden it gives all the credibility now to his framework, even though she didn't exactly know what it was, but she was still doing it, right? Or, "Here's how Tom Bilyeu uses the Dream 100. Here's how so-and-so, how so-and-so..." and start showing people using the tool, the thing that you're trying to do, right? And that is the strategy. That's the big aha, the big secret. Anyway, so think about that. What's your framework? Who are the people, either your Dream 100 or people in the media or whoever, who are unknowingly using your framework or parts of your framework that you can show and you can case study, and putting those out there as videos, as Facebook Lives, breaking them down and showing people, and people start seeing it over and over and over again. That's going to get their attention. That's going to increase the desire, and it's going to make them want the thing that you've got. Okay? Like I said, McCall Jones is doing such a cool job of it. If you go follow her on Facebook, you can see it. You can start seeing what she's doing and why she's doing it, and watch the process. Again, I'm a nerd, where I spend more time watching what people are doing than actually listening to the thing they're teaching me, right? So, with this, with McCall, I'm watching what she's doing, and I'm like, "Ah, this is brilliant. This is so smart," and I hope you guys are watching as well. Anyway, with that said, I'm at the office, I got some fun stuff to do today. I'm pumped. A lot of exciting things are happening. I can't tell you about them all right now, but the next three to six months inside ClickFunnels is going to be crazy, and I cannot wait to show you guys all the stuff we're doing. I'll reveal as much as I can behind the scenes here on the podcast, but with that said, appreciate you all. Thanks for paying attention and listening, and I'll talk to guys all soon. Bye, everybody.

"I was a competitive snowboarder but seeing what I'm doing in running right now is above and beyond what I thought I was doing in that sport. Finding a sport this late in life and seeing that constant progression, which is what I lost in snowboarding, I hit this point where I don't want to hit jumps anymore. I just want to have fun on the mountains. You stop seeing yourself become better at a point. You're not learning new tricks. You're skiing and snowboarding on the same trails. With running, I'm continuing to get faster and PR in different events and progress. I mostly get messages from friends saying, 'I can't believe how fast you've gotten' or 'What kind of running shoes should I buy?' or even 'Hey! You've really inspired me to sign up for a race.' It's pretty cool, especially to have people who I looked up to for so many years to reach out to me and ask for my advice on running." If you enjoyed last week’s motivational episode with Pat Jeffers about his marathon progression after some time away from the sport, I offer up another inspirational story but this time it’s someone who found the sport much later in life. Brian is a super nice guy who I met in Boulder a few months ago. He’s a member of the Tinman Track Club and he’s run 2:30:14 for the marathon. He ran his first marathon in 3:18 just four years ago. His background doesn’t have much running. He was a snowboarder growing up and then really partied in college. He decided to make a change in his life when he stepped on the scale and wasn’t happy with where he was at. It led him to boxing, which then led him to running following an injury. It’s all interesting to me and I think you’ll enjoy it as well. Follow Brian on Instagram at @schroy. More info on Haymaker Harriers – a new community run club. All proceeds are tax-deductible and go towards the fight against cancer. 5K Virtual Turkey Trot to raise money for cancer. Support for this episode comes from Bakline Running. We're excited to partner with this Brooklyn-based company that's making active lifestyle and streetwear-inspired apparel. I'm racing a mile in their performance singlet soon but their hits are their shirts, graphic tees and designs with inspiring mantras like "Me vs Me"; "Nothing But Miles"; "The Future Is Female Runners" and more. Check them out at https://www.bakline.nyc/ and use code CITIUS for 15% off at checkout. FULL SHOW NOTES ON CITIUSMAG.COM Catch the latest episode of the podcast on iTunes so subscribe and leave a five-star review. We are also on Stitcher, Google Play and Spotify!

How are militias recruiting new members?"They point to protests and to violence and say, 'Hey look, this is the time, you need to protect yourself,' playing on fears people have," says reporter Heath Druzin.Want to support 1A? Give to your local public radio station and subscribe to this podcast. Have questions? Find us on Twitter @1A.