POPULARITY
7 episodes with so will
6 episodes with so will
2 episodes with so will
2 episodes with so will
4 episodes with so will
2 episodes with so will
It's May 8th. Do you know where your tariff is? When the tariff winds shift, the Jacoby team is there to help you steer your strategy. Tune in to the latest episode of The Milk Check with special guest Will Loux from the U.S. Dairy Export Council, as we cover: Tariff tensions – How will ongoing trade talks between the U.S. and China impact dairy exports? Shifting trade strategies – How are global buyers adjusting to new tariff realities, and where does the U.S. stand in this complex landscape? Innovation and adaptation – What moves should U.S. producers and buyers make to adapt and thrive amidst tariff uncertainty? Don't miss this conversation as we explore how tariffs are reshaping the dairy trade and what the future holds for U.S. dairy exports. Listen now to The Milk Check episode 77: Tariff talk with Will Loux from the U.S. Dairy Export Council Intro (with music): Welcome to The Milk Check, a podcast from TC Jacoby & Company where we share market insights and analysis with dairy farmers in mind. Ted Jacoby III: Welcome, everybody, to this week's version of The Milk Check. It is May 1st, 2025. Once again, we're going to revisit the topic of tariffs and international trade. And as everybody knows, it's a shifting landscape. We have a special guest today, Will Loux from the US Dairy Export Council. Will is Senior Vice President of Global Economic Affairs. Will, thanks for joining us today. Will Loux: Thanks for having me, Ted. Good to be on. Ted Jacoby, III: We also have some of our usual suspects. Mike Brown, VP of Dairy Market Intelligence, Miguel Aragon, our director of Latin America Cheese Sales, and Josh White, our VP of Dairy Ingredients, and Tristan Sellentrup. Thanks for joining us, guys. So Will, we're going to start in the obvious place. What is DC's attitude about everything that's going on in tariffs, especially with regards to dairy? Do you see anything changing anytime soon? Is there anything in the works? What's the landscape as you see it? Will Loux: There's a lot of uncertainty. We were talking about several different types of tariffs that are effectively going on because we have our bilateral relationship with China where we have very high tariffs both for products coming into the US and China has very high tariffs for our dairy products going out, but we also have the 10% universal tariff. We have the steel and aluminum tariff. We have the USMCA question marks between Canada, Mexico, everything else. So right, now I would say there's about four different tariff balls being juggled all at once. And as far as where we're going in DC, I think that's anyone's guess where obviously within national milk and the Export Council, very hard at work these days. Very grateful. Jaime and Shauna and Tony Rice on our trade policy team get to live this every day while I get to check out, I guess, what's happening in the markets. Ted Jacoby, III: There's been rumors that China and the US are talking and they're trying to work out some things that could lower those tariffs. What are you hearing? Will Loux: Good question. Right now, at least what we've heard is there are talks, at least attempting to. I don't know how far along these talks have gotten. When we look at the tariffs between the US and China right now, there probably needs to be some sort of path to de-escalation, but this is also something that when we had the first round of retaliatory tariffs between US and China, that lasted 18 months. So I personally don't necessarily expect this to change overnight. That would surprise me. There are a lot of things that would surprise me these days in DC, but I would expect this to be in for the long haul. Whether it stays at 125%, I don't know, but at the same time finding an off ramp for what seems to be at least somewhat of a strategy towards decoupling the US and China in a lot of ways continues to be at least very much forefront and li...
On the show this time, it's the yarn-spinning indie-rock of Portland, Oregon's The Decemberists. It's been 6 years since The Decemberists released new music. The Portland-based mini orchestra has been making their infectious folk pop since their formation in 2000. Any myth, epic poem, or historical account is fair game as fodder for their songs. Over the years they've built a deeply invested group of fans, written some of the longest of catchy tunes, and have made some of the best sounding records of the past nearly quarter century. Their latest album, their 9th is called 'As It Ever Was, So Will it Be Again' and is available through their own imprint Youth And Beauty Brigade or .. Yabb Records. Recorded 04/24/2024. Burial Ground Oh No! All I Want Is You The Reapers Angel Won't You Call Me Watch the full Live on KEXP session on YouTube.Support the show: https://www.kexp.org/donateSee omnystudio.com/listener for privacy information.
On the show this time, it's the yarn-spinning indie-rock of Portland, Oregon's The Decemberists. It's been 6 years since The Decemberists released new music. The Portland-based mini orchestra has been making their infectious folk pop since their formation in 2000. Any myth, epic poem, or historical account is fair game as fodder for their songs. Over the years they've built a deeply invested group of fans, written some of the longest of catchy tunes, and have made some of the best sounding records of the past nearly quarter century. Their latest album, their 9th is called 'As It Ever Was, So Will it Be Again' and is available through their own imprint Youth And Beauty Brigade or .. Yabb Records. Recorded 04/24/2024. Burial Ground Oh No! All I Want Is You The Reapers Angel Won't You Call Me Watch the full Live on KEXP session on YouTube.Support the show: https://www.kexp.org/donateSee omnystudio.com/listener for privacy information.
Whether you're facing decisions, challenges, or simply wrestling with the unknown, this episode invites you to embrace faith over doubt and find peace in trusting God's sovereignty and wisdom. SUBSCRIBE to our sister podcasts:Your Daily Prayer: https://www.lifeaudio.com/your-daily-prayer/Your Daily Bible Verse: https://www.lifeaudio.com/your-daily-bible-verse/ Full Transcript Below: Welcome to The Crosswalk Devotional. We're glad to have you listening with us. Today's topic is about our tendency to second guess God, as if we know better than he does. We'll return with the devotional after a brief message from our sponsors. Are you second guessing God? written and read by Cindy McMenamin. "For my thoughts are not your thoughts, nor are your ways my ways declares the Lord. For as the heavens are higher than the earth, so are my ways higher than your ways, and my thoughts than your thoughts." Isaiah 55:8-9 Have you ever second guessed God by wondering if he really knew what he was doing? I remember when my husband applied for what seemed like the perfect job, at the perfect time with a perfect salary. But when my husband didn't get the job, we thought was so perfect in every way. I became discouraged and began to question God, I prayed. Why not? God, this was so perfect for us. We prayed about it, and we trusted you. Why did you not bless us with this? Yet God apparently knew what he was doing, even though we didn't. And now when we look back at what we thought was the perfect job at the perfect time, we can see that it wasn't perfect for him after all, and it wasn't the perfect time either. God knew what was coming and he had something better in mind. In Isaiah 55:5-8 God told his people that his thoughts were not like their thoughts. And neither were their ways like his. That's because he knows all things and we don't. But that passage also says his ways and thoughts are higher than ours, meaning better and encompassing eternal purposes. While we tend to look at just the temporary, in the next two verses, God told his people as the rain and the snow come down from heaven, and do not return there without watering the earth and making it produce and sprout, and providing seed to the sower and bread to the eater. So Will his word be which goes out of his mouth, it will not return to Him empty, without accomplishing what He desires, and without succeeding in the purpose for which he sent it. That passage assures us that God not only knows what's best for us, but he has his eternal purposes at work, and what he allows, as well as what he presents. How often do you and I ask God, why now, it couldn't have come at a worse time? How often do we wonder why this? We were faithful? And we were hoping for the best? How many times do we say why me? As if I haven't been through enough already. We even sometimes offer God our list of reasons why we believe His timing, and his choice, are not in our best interest. And yet God continues to know what he's doing. We cannot second guess him. Sometimes he's protecting us from something we can't yet or might not ever see. Other times he is preparing something even better for us that we have yet to discover. And I believe at all times as long as we stay surrendered to Him. He is shaping our character and refining us through our circumstances, intersecting faith and life. God has reasons far above our own because He is God and we are not. And we are asked to simply trust that there is an occasion for everything and a time for every activity under heaven, Ecclesiastes 3:1 And that means he didn't get the timing wrong in the slightest. We're also asked to trust that his work is perfect. And all His ways are just Deuteronomy 32:4, and that he's a God who never makes mistakes. And were to simply trust that he's a God who does not slumber or sleep according to Psalm 121:3-4 meaning nothing takes him by surprise. Can you trust God today instead of second guessing him? Can you live with the assurance that he loves you beyond comprehension? And that nothing takes him by surprise, and he won't let anything touch you that hasn't first pass through his loving hands. Make that your goal today in every circumstance that comes your way. Lord, God help us to trust you with disappointments, missed opportunities, and even when it seems like our world is turning upside down. You are in control and because you are loving and good, you wouldn't have things any other way. For further reading. See Isaiah 55:10-13 And Matthew 7:11. Discover more Christian podcasts at lifeaudio.com and inquire about advertising opportunities at lifeaudio.com/contact-us.
So Will, Brunden and High5Tom sat down with Big Dick Brett (again) of the Brain Buster Boys and the Phoenix Splash Podcast to watch the 2nd time Roderick Strong and Bryan Danielson knocked the shit out of each other…resounding third time. From a conversation spurned from the Phoenix Splash podcast we continue this dive into this rivalry that goes under the ROH radar for awesomeness. This match was from ROH... The post ROH Revelry BONUS Watch-Along Rodderick Strong vs American Dragon 2 appeared first on Shining Wizards Network.
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom sat down with Big Dick Brett (again) of the Brain Buster Boys and the Phoenix Splash Podcast to watch the 2nd time Roderick Strong and Bryan Danielson knocked the shit out of each other...resounding third time. From a conversation spurned from the Phoenix Splash podcast we continue this dive into this rivalry that goes under the ROH radar for awesomeness. This match was from ROH Supercard of Honor original air date 03/31/2006. If ya wanna watchalong smash the link below: https://youtu.be/illavT9iyO4?si=lDfIjV44oXmy8BQX Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. Follow Brett and JCB at the Phoenix Splash Podcast https://twitter.com/PhxSplashPod And as mentioned here is the link for Bretts recent appearance on the Apron Bump Podcast https://open.spotify.com/episode/6DvITRIQGpYf06d7u7cdxw?si=0bebdde051c248d0 Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
It's March. There's a Big Ten Tournament and then an NCAA Tournament ahead for the Illini. So Will and I sat down to discuss the Illini in March, past and present.
So Will, Brunden and High5Tom sat down with Big Dick Brett (again) of the Brain Buster Boys and the Phoenix Splash Podcast to watch the 2nd time Roderick Strong and Bryan Danielson knocked the shit out of each other….again. From a conversation spurned from the Phoenix Splash podcast we continue this dive into this rivalry that goes under the ROH radar for awesomeness. This match was from ROH Vendetta original... The post ROH Revelry Watch-Along: Roderick Strong vs American Dragon 2 appeared first on Shining Wizards Network.
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom sat down with Big Dick Brett (again) of the Brain Buster Boys and the Phoenix Splash Podcast to watch the 2nd time Roderick Strong and Bryan Danielson knocked the shit out of each other....again. From a conversation spurned from the Phoenix Splash podcast we continue this dive into this rivalry that goes under the ROH radar for awesomeness. This match was from ROH Vendetta original air date 11/05/2005. If ya wanna watchalong smash the link below: https://www.youtube.com/watch?v=vx94SXXJzHw Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. Follow Brett and JCB at the Phoenix Splash Podcast https://twitter.com/PhxSplashPod Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
So Will, Brunden and High5Tom sat down with Big Dick Brett of the Brain Buster Boys and the Phoenix Splash Podcast to watch the first time Roderick Strong and Bryan Danielson knocked the shit out of each other. From a conversation spurned from the Phoenix Splash podcast we thought we would dive into this rivalry that goes under the ROH radar for awesomeness. This match was from This Means War... The post ROH Revelry Watch-Along: Roderick Strong vs Brian Danielson 1 appeared first on Shining Wizards Network.
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom sat down with Big Dick Brett of the Brain Buster Boys and the Phoenix Splash Podcast to watch the first time Roderick Strong and Bryan Danielson knocked the shit out of each other. From a conversation spurned from the Phoenix Splash podcast we thought we would dive into this rivalry that goes under the ROH radar for awesomeness. This match was from This Means War original air date 10/30/2005. If ya wanna watchalong smash the link below: https://www.youtube.com/watch?v=pwW_ElNt7Lg Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. Follow Brett and JCB at the Phoenix Splash Podcast https://twitter.com/PhxSplashPod Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
The Colorado 2024 Big 12 schedule was announced this past week. Buff fans have known for years who the non-conference opponents would be this fall, and we have known for some time which of the remaining 15 Big 12 teams would fill CU's nine-game conference slate. But, it wasn't until this week that the Buff Nation was introduced to the schedule for the Buffs' first season back in the Big 12. This episode will be taking a deep dive into how CU's fall lays out. Which teams have a bye week before playing the Buffs? Which teams will be coming off of a tough road contest or a rivalry game? Which teams may be looking past the Buffs to a “more important” game the following week? So … Will playing a top level FCS school, followed by two rivalry games on the road, derail optimism in the second season under Coach Prime, or will the non-conference slate be a springboard to a winning season? … Will the Buffs, replacing Oregon and USC with Baylor and Central Florida to open conference play, be able to take advantage of an easier opening schedule? … Will CU's back-loaded conference schedule, with the potential to finish against three ranked teams, lead to another frustrating just-short-of-a-bowl-game finish? Or, as it did in 2016, when the Buffs vanquished ranked opponents on their way to the Pac-12 title game, use the tough slate of games to make their case as a Big 12 title contender? Let's find out …
So Will, Brunden and High5Tom sat down and watched CZW vs ROH cagematch that has been referenced often on the show and holy shit did it deliver. War Games was one of my first and favorite gimmick matches and this held up to those. Plus we discuss where babies come from and yes that is a shoot. Make sure to follow us on all the socials and our podcast families... The post Markin Out With High5Tom: WATCHALONG: ROH Revelry ROH vs CZW Cage of Death 2006 appeared first on Shining Wizards Network.
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom sat down and watched CZW vs ROH cagematch that has been referenced often on the show and holy shit did it deliver. War Games was one of my first and favorite gimmick matches and this held up to those. Plus we discuss where babies come from and yes that is a shoot. Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. Watchalong at https://youtu.be/bDX_u1nCz7s?si=xcX3tXwme9QmxGMx Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
Recorded: October 9th 2023 | On this weeks episode, we have a different setup as Will is in New York filming the Barstool Survivor show and Taylor has some personal issue to take care of. So Will is joined by Jersey Jerry in the KFC Radio studio. They are also joined by the boy Delanie Walker via zoom. The three get into the week that was in the NFL. It's a shorter episode so the boys get into the good, the bad and the stuff that gets you beat. While going through those, Delanie tells some stories of his time in the league and Jersey Jerry asks him some questions about his time in the league. Jerry asked Delanie if he had ever done steroids and if there is anyone in the league that he knows have done them. You'll have to tune in to see his answer. Following Will, Jerry and Delanie, the boys in the back have a little post show hangout as they get into our Twisted Question and Tier Talk. Let us know if you like hearing from the boys in the back and if they should get more camera time. We apologize for this episode being all over the place and next we will be back to the regularly scheduled program. 2:15 Jerry and Will are on Barstool Survivor 3:38 The Good 11:03 Jerry used to have a hook up for pumpkins 14:33 The Bad 19:35 What it's like playing in London 22:40 Did Delanie go out after games 24:35 Has Delanie ever used steroids 27:00 Shit that gets you beat 32:10 49ers might be the best team of all time 35:00 Is Delanie more of a Titans or 49ers guy? 40:55 Shittiest moment 46:00 Back of the Bus Boys 53:49 Tier Talk 1:05:47 Pet Peeve of the week/Shoutout no free shoutout 1:11:48 Is Daylight savings still a thing? ---- SUPPORT OUR SPONSORS Chevy: Head to chevy.com and check out Chevy Silverado and the Family of Chevy ZR2s—the official Trucks of Bussin With The Boys Bojangles: Download the app and get a free Cajun Filet Biscuit with promo code “BUSSIN” Duke Cannon: Find the new Duke Cannon Scent at https://dukecannon.com/trophygame Dude Wipes: Find Dude Wipes at https://www.amazon.com/stores/node/18911573011?maas=maas_adg_BA9CE33CFDF7C44A3 DEE36D4F3D60D28_afap_abs&ref_=aa_maas&tag=maas&ie=UTF8&field-lbr_brands_browse bin=Dude DirecTV: Stop Comprising. Start Watching Football. Call 1-800-DIRECTV. Boston Beer Company: Grab a refreshing Twisted Tea today at https://www.twistedtea.com/locationsYou can find every episode of this show on Apple Podcasts, Spotify or YouTube. Prime Members can listen ad-free on Amazon Music. For more, visit barstool.link/bussinwtb
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom are joined by SWP Discord family member and former quest DHBIII. David picked Punk vs Raven in the infamous dog collar match. This was so fun and if you want to find what make DHBIII a forever legend (hint Tom's ribs hurt for 3 days from laughing) If ya wanna watchalong smash the link below: https://t.co/hF5gY4LcRn Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. Follow Bauerhausen on the Instagram thingy https://www.instagram.com/bauerhausentx/ Follow 90's Nostalgia Hour Pod on Twitter https://twitter.com/90sNostalgiaPod Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
So Will, Brunden and High5Tom are joined by SWP Discord family member and former quest DHBIII. David picked Punk vs Raven in the infamous dog collar match. This was so fun and if you want to find what make DHBIII a forever legend (hint Tom's ribs hurt for 3 days from laughing) If ya wanna watchalong smash the link below: https://t.co/hF5gY4LcRn Make sure to follow us on all the socials... The post Markin Out With High5Tom: BONUS ROH Revelry Watch-Along of Punk vs Raven With DHBIII appeared first on Shining Wizards Network.
Markin Out with High5Tom: A ROH Revelry Bonus Watchalong. So Will, Brunden and High5Tom sat down and watched the main event of ROH 100th show and what a main event it is. ALL I can say is tune in and make sure to watch along because it was awesome. As mentioned in the episode thank you to Kyle at the Apron Bump we were able to track this down. Follow Kyle at: https://twitter.com/ApronBump If ya wanna watchalong smash the link below: https://www.bilibili.com/video/BV1Mb411j7eq/?p=11 Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because ya know we sure as shit did. We Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com
This week. GUEST HOST NIKOLAI, our DC guy. Our very own Matches Malone! Ian is home with his new Baby, So Will brought in Nikolai to help him host. Our Very First Guest Host, and we couldn't be happier to have Nikolai. Thank you sir! They talk Star Kid, Flop Phones, being late to the Theatre, Thrawn and BLUE BEETLE Directed by: Angel Manuel Soto. Starring Xolo Mariduena, George Lopez, Susan Sarandon, Bruna Marquenzine, Becky G, Adriana Barraza, Belissa Escobedo, Elpuida Carrillo, Harvey Guillen and Many Other Talented People! 00:30- Welcome Special Guest Host Nikolai 01:00- First Thoughts 04:45- Whatcha Been Watchin'? (Nikolai- Breaking Bad, Talk to Me, Barbie, Cobwebs, Teenage Mutant Ninja Turtles: Mutant Mayhem, Solar Opposites. Will- Star Wars: Rebels) 15:00- Trailer 18:00- BLUE BEETLE 52:00- Ranking amongst DC Films 57:00- Totals 57:30- Thank you Nikolai! Wait... A Guest Host!?!?! Only One Way to Find Out! Tune in! Patreon: patreon.com/THELastActionCritics Instagram: @TheLastActionCritics Nikolai: @dimetruth Twitter: @THE_Lastcritics email: Thelastactioncritics@gmail.com Next Week: Enemy of the State (1998. Available on Hulu) (With Special Guest Host Nora!)
This week Will and High5Tom are joined by 2 of our favorite High Fivers (and members of the SWP Discord Family) as Eric Freeds and SJ join us to what turned out to be a great review of the ROH PPV Best in the World that went down 06/22/2013. Ph yeah and review To say this was a lot of fun is an understatement. So Will and I would like... The post Markin Out With High5Tom #1.79: ROH Revelry for ROH Best In The World 2013 appeared first on Shining Wizards Network.
Markin Out With High5Tom: ROH Revelry 1.79. This week Will and High5Tom are joined by 2 of our favorite High Fivers (and members of the SWP Discord Family) as Eric Freeds and SJ join us to what turned out to be a great review of the ROH PPV Best in the World that went down 06/22/2013. Ph yeah and review To say this was a lot of fun is an understatement. So Will and I would like to thank Eric and Sj and all the High Fivers. Make sure to follow us on all the socials and our podcast families and partners below. And highfivers make sure to Tune In and Tune out, press play and enjoy because you know we sure as shit did. Follow Tom at https://twitter.com/High5Tom Follow WIll at https://twitter.com/Wmercierjr Follow Brundan at https://twitter.com/Irishmisfit Follow VGM at https://twitter.com/VisGlobalMedia Follow the Shining Wizards at https://twitter.com/wizardspodcast ROH Revelry Logo by https://twitter.com/InBrightestDayX Follow ROH Revelry: https://twitter.com/ROHRevelry ROHRevelry@gmail.com Follow Eric @ https://twitter.com/E_Freeds Follow SJ@ https://twitter.com/KarnivalofKhaos
Recorded: June 12th 2023 | On this week's episode, the podcast gods have struck again and we are without a guest. So it is just a good hang with the boys. Will and Taylor immediately get into previewing the Beer Olympics. They have a long discussion of how the format should be, the game to play and how the winner should be decided. Leave in the comments your guys thoughts on how the winner should be decided based off of their conversation. After that they get into the latest in NFL news with DeAndre Hopkins and Dalvin Cook. They react to the possibility of Hopkins becoming a Titan. However the Titans haven't had the best of luck with veteran wide receivers so the boys talk how they hope that could change. Will and Taylor react to Dalvin Cook getting cut from the Vikings and Saquon holding out during mandatory mini camp. The running back market is always ever changing so it's tough to decide whether or not to pay a guy. Over the weekend, Will had a bit of a run in with Baby Gronk. So Will gives his final thoughts on the situation and Taylor chimes in as well. The boys end the pod with the weekly staples: Shoutout No Free Shoutout, Pet Peeve and a legendary Tier Talk. Let's get in the comments boys and run these numbies up, enjoy. 1:16 We don”t have a guest again 4:44 Beer Olympics preview 22:04 Dalvin Cook released, Saquon skipped mandatory minicamp and the running back market 42:35 DeAndre Hopkins visited the Titans 53:12 The texans and redskins fight 1:00:36 OTA stories 1:06:23 Baby Gronk “We get paid to make content too, You reach we teach” 1:19:42 NASCAR 1:22:37 Do you pee in the pool? 1:27:59 Pet Peeve of the Week 1:35:13 Shoutout no free shoutout 1:45:00 Tier Talk 1:55:37 Get these comments up boys ---- SUPPORT OUR SPONSORS Chevy: Head over to chevy.com to learn more Netcoins: Sign up today and enjoy no fee crypto trading at https://netcoins.com Turo: Find your drive. Forget boring rental cars at https://bit.ly/3Lwerc1 NASCAR: Nashville | 6/25 @ 7:00 PM EDT on NBC Black Tux: Go to TheBlackTux.com/bussin and use code bussin, you'll save $20 off your order. Dollar Shave Club: Go to https://DollarShaveClub.com and use promo code BUSSIN to get $15 off the new Double Header Electric Trimmer. Limited time only offer expires June 30th 2023. Sport Clips: Sport Clips. It's a Game Changer. barstool.link/SportClipsBSSYou can find every episode of this show on Apple Podcasts, Spotify or YouTube. Prime Members can listen ad-free on Amazon Music. For more, visit barstool.link/bussinwtb
It's now 50 days after Jesus' crucifixion. It's only a few days from when He ascended to the Father. The Holy Spirit has arrived exactly as promised. It happened in the same room where believers had gathered days before, possibly the same room where Jesus celebrated the final Passover before He went to the cross.--That's where we rejoin the scene. 2-14-36 is the first evangelistic sermon in the Book of Acts. Here is the framework for 14-23.--1 - This Is Really Important -14--2 - This Is Not What You Suppose -15--3 - This Is From The Prophet Joel -16--4 - This Is God's Plan -17-21--5 - This Is About Jesus -22-23--So - Will you call on the Lord and be saved--
William Strange is a Professor of Economic Analysis and Policy at the Rotman School. William is former Editor of the Journal of Urban Economics (with Stuart Rosenthal), and he served in 2011 as President of the American Real Estate and Urban Economics Association. He works in the areas of urban economics and real estate. His research is focused on agglomeration, industry clusters, labor market pooling, skills, private government, real estate development and real estate investment. In this episode we talked about: William's Background and how he got into Real Estate Rotman School Real Estate Program Paper Analysis of Skyscrapers Macroeconomic Outlook Urban Economics Resources Useful links: Book “Triumph of the City: How Our Greatest Invention Makes Us Richer, Smarter, Greener, Healthier, and Happier” by Edward Glaeser Book “The New Geography Of Jobs” by Enrico Moretti https://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Strange.aspx Transcription: Jesse (0s): Welcome to the Working Capital Real Estate Podcast. My name's Jessica Galley, and on this show we discuss all things real estate with investors and experts in a variety of industries that impact real estate. Whether you're looking at your first investment or raising your first fund, join me and let's build that portfolio one square foot at a time. Ladies and gentlemen, my name's Jesse for Galley, and you're listening to Working Capital, the Real Estate Podcast. My guest today is William Strange. Will is a professor of economic analysis and policy at the Rotman School that's at the University of Toronto. He's the former editor of the Journal of Urban Economics, and he served in 2011 as president of the American Real Estate and Urban Economics Association. He works in the area of urban economics and real estate. His research has focused on industry clusters, labor market, pooling skills, private government, real estate development, and real estate investment. Will, thanks for being here. How's it going? William (58s): Thanks a lot for having me, Jesse. It's going great. Jesse (1m 1s): Well, I appreciate you coming on. Like we said before the show, I thought there's a couple different areas of research that I thought we could jump into and, and I think the listeners would get a lot out of. But before we do that, why don't we kind of circle back to you in, in your current role at the University of Toronto and kind of what you're working on today, how did that all come to fruition? How did you get into, into this business of real estate? William (1m 25s): Well, I got into real estate as an urban economist, so when I went to graduate school, my favorite undergraduate econ class was urban. I liked it because there are so many things going on in cities. Cities are just interesting organisms. And so I, I pursued a PhD at Princeton with Ed Mills, who is the father of the feet, modern field of urban economics. That ended up with me at U B C amongst the real estate folks. And I gradually came to understand just how interesting real estate is too, and just how much an urban economist will have to say about real estate, you know, both on the residential and commercial side. I feel incredibly fortunate that I've lucked into a, a career as satisfying as this one has been. Jesse (2m 8s): That's great. And the current role that you have at Rotman, so for people that aren't, aren't familiar, that's the, the business school at the University of Toronto. The, the teaching that you do there, is it predominantly undergrad is, William (2m 21s): It's almost entirely MBA and PhD. I teach some vanilla economics, which I think is important too. Yeah. But, but we also teach a bunch of econ cla a bunch of real estate econ and real estate finance classes. One thing that I would say to your audience is I'm also the director of the Center of Real Estate at Rotman, and we periodically put on public events, we put on one on downtown recovery back in December that was addressing the different pace at which downtowns were repopulating as Covid fingers crossed, recedes. And, and we were scheduled to do a housing market one with City Post in March, and we'll keep doing them as interesting policy issues emerge. We are, we, we welcome people from outside Rotman. Please come everybody. Jesse (3m 12s): Yeah, that's great. The, and we want to jump into one of the papers that you did, you did regarding covid. Before we do that though, I'm curious, you know, people in our industry, when we think of schools that have a real estate program at the MBA or or higher level, you know, whether it's economics or finance or real estate, I think of, you know, Rotman, I think of Osgood. A lot of people have gone to Columbia and New York for their Ms. Red program. Has that, how long has that program been the real estate specific aspect of it? How long has that been something that has been at Rotman? Because I, I feel like you guys were one of the first to actually have the, that specialization. William (3m 48s): It's nice of you to say, but it was, it started building up when I came in 2001 and we've specifically p positioned ourselves to not duplicate other programs. Like I, I, I like the SCHOOK program very much, but there's no reason that we need to do something that's as specialized as their program is, given that they already have such a program that's, that's a good program. So what we have done is to set up a smaller real estate program. We have three electives of the 10 classes and MBA would take with the idea being that people in real estate benefit from taking things outside of real estate, you know, that a good real estate person needs to know about finance, a good real estate person needs to know about strategy and my various colleagues in Rotman can help in those ways very much. Jesse (4m 33s): Yeah, no, that makes sense. So before we, we jumped on here, we, we talked about a paper that kind of pid my interest and it was just being in the commercial real estate world and it was a basically a, a paper analysis of skyscrapers. I thought before we jump into this Covid paper, we could talk a little bit about this, this paper that you did regarding skyscrapers. William (4m 53s): The skyscraper paper is still pretty relevant. I mean, what it's motivated by is that we're living in a new era of skyscrapers that if you look at something online like the skyscraper page, you can see the big buildings that people are planning to build. The Empire State Building was the biggest building in the world for on the order of 40 years before the World Trade Center. It has since been sub topped by Burge Dubai. And there are other buildings that are, are also really large that are either recent or, or that are being planned. The big question is, are these big buildings being built big because it's economical to do so? Or are they being built big for some other reason? You know, possibly ego reasons, possibly other stuff. And so we have analyzed skys, this is in my paper with Bob Helsley from UBC. In this paper we look at skyscrapers as a contest for who is the biggest, this, this is assuming that people want to be bigger than the other person. Let me give you a couple of historical examples of that. I mean, people did look at whether h skyscrapers were economical in the 1930s after the big skyscraper wave of the twenties and thirties. That was mo allowed by things like structural steel and elevators. And we see there a lot of stuff that looks game theoretical. So one story is the story of the lower man of the Manhattan Company building, which is now Trump's lower Manhattan building. And, and, and the incredibly beautiful art deco Chrysler building. And they were each built to be the biggest building in the world at the time. Manhattan Company building finishes first, so it has a ceiling on it, and they are very happy because the ceiling on the sky on the Chrysler Building is, is gonna be lower. So for some reason, the Chrysler building did not build an extra a hundred feet that would've made them bigger than the Manhattan Company building. And, and this has an added issue of personal interest, that the lead people on both of those projects hated each other. They used to be partners. There was a breakup of their partnership and, and not the owners of the buildings, but the architects despised each other. Unbeknownst to the people who built the Manhattan Company Building with the Chrysler Tower, the most famous thing about it, if, if the readers Google it right now, you'll see it is the spire at the top. It was hidden inside the structure, so people didn't know what happened. And so they waited until the Manhattan Company building had reached its ceiling and then they raised like a giant middle finger, the spire of, of the Chrysler building, which made it an extra 50 feet taller than the Manhattan Company building. It's really hard to argue that there is some economic tenants paying rent sort of argument that would make you do something like that. That's one example. Another example is the Empire State Building, which I mean we've all seen King Kong bu movies, so we know how the Empire State Building looks, but, but the, you may not know that the spire on top of the Empire State Building, which made it by a couple hundred feet bigger than the Chrysler Building when it was built, that was originally pretended to be a Zeppelin loading dock. So people would be taking international flights by blimp and, and on top of Manhattan where winds are pretty big, they, they would tie the Zeppelin on and then people would get off on on it. No one ever did that. That was just totally a fiction to allow the building to be as big as it could possibly be. So in, in, in this paper, we look at that as what is called in game theory and all pay auction. That's an auction where you have to pay, even if you don't win in, in this case, you pay to build the building even if you don't win the race of having the very biggest building subsequent to our paper, which was theoretical. Others have looked in various ways for empirical evidence in the data, and there seems to be a lot of it around the moral of the story being some of these big buildings look like they should be built based on economics, or at least you can make a justification of building such a big building on economic grounds. But there's a lot of evidence that people wanna build a little bit bigger than the other guy, even if it's not economical because of the prestige that seems to go with being the biggest building in a market or in the world or of a particular type. If you look online, you'll see all kinds of lists of, you know, biggest office building, biggest residential building, biggest building in Canada, biggest building in Toronto. It seems to be something that people do care about and not simply just the economics of, of building real estate space for tenants to use. Jesse (9m 29s): Yeah, that's a fascinating story. I'm almost embarrassed to say I I had never heard of that. So they continued to build with regard to the Manhattan Chrysler, they continued to build hiding the spire within, within the William (9m 41s): Envelope, within the structure because the seal structure, you know, you can have it own. And then they literally leveled it up. There's a, I forget who wrote it, but there was a book, there's a book on this whole episode, which I think is a fascinating story. Yeah. Jesse (9m 51s): Oh, that's great. Yeah, that it's, it's interesting too, I'm reading a book right now that New Kings of New York by The Real Deal, and it talks about a lot about kind of the Trump era of New York when it was the, the basically push to build more and more price per square foot condos, high-end condos. And it was really almost a race of who could build the best, the the tallest. And it became a lot of, seemed to be a lot about ego rather than economics. William (10m 16s): Yeah, I mean, I think ego matters in real estate. Look, I mean, I I'm just a professor, I just write papers. Somebody who actually builds tall buildings can, you know, look at this thing that they've built and I understand why people's personalities are invested in it and why, you know, they wanna build buildings that are deemed to be significant. I mean, for a long time the, the CN Tower was the biggest structure in the world, and people make a distinction between occupied buildings and unoccupied structures. And so, you know, clearly we in Toronto are, are not immune to building buildings for ego-based reasons. Jesse (10m 51s): And it was there a distinction in your research between commercial skyscrapers as opposed to residential towers? Or, or was it, William (10m 59s): I mean, the early ones were, were all commercial and, and well, I mean the Eiffel Tower shows people how structural steel lets you build stuff that's big and then the Woolworth building becomes the biggest building in the world. And then as supplanted, as I said a little while ago, briefly by the Manhattan Company building the, whatever the Trump building is in lower Manhattan and, and Chrysler, they were commercial. But now, now we see people building big residential buildings. I mean, it, it can be problematic. The, the, the former Sears Tower, and I'm having a brain cramp now about its current name, Willis Tower. I believe it, it was renamed a while ago. It had a problem after its initial construction because it was big enough that the building swayed in the wind and, and this made people feel very uncomfortable. And so there was a period of time and it, it could continue. I'm not sure whether it is or the tallest, the, the, the highest suites in that building were used for storage because people didn't wanna be up there because it wiggled around too much. Yeah. And, and, and just made them uncomfortable for residential. I mean, I don't know what your experience is, but I have a friend who was on the 40th floor of a Toronto building and which, you know, he thought was beautiful, gave him a view of the lake and so on and so forth. But during covid when you don't wanna be in the elevator with a lot of people or worse still, if the elevator is slower is not running, you know, 40 stories is a long ways to walk. Jesse (12m 24s): Yeah, absolutely. Well the one with the Willis Towers kind of, that'd be Chicago too, so I I'm sure it, it, it'd get pretty windy up there. I think for us, if, if I'm not mistaken today, our first Canadian place, at least in the Toronto area. William (12m 38s): Yeah. Ever since it's been built, that's been the biggest building in Canada and it's, it's of course commercial. Yeah. There are some things that I believe people are considering that might be bigger but haven't been built yet. Jesse (12m 48s): So you, you mentioned something that you ask your class at Rotman question that I, right before we got on this call, I would, I would've failed and can pose the question to, to listeners that you normally ask your class at Rotman. William (13m 2s): Well the, I mean, I I've said that this is an era of skyscraper construction and I've talked about the earlier one. And the question is what is it that it took for us to have skyscrapers? And it turns out there are two things that it took. It took structural steel and it took elevators. And before I ask the question, I can give you the elevator story because that is also one that's worth hearing. Sure. Elevators are old. They're like, they're like, Archimedes figured out how you could use pulleys to lift things. The problem with a, a classical elevator is if the cable was cut, the elevator would fall and whatever was on it, including humans would be destroyed. And, and, and thus elevators were not used, you know, for large distances for human beings because it was just considered to be too dangerous. The name that most people will associate with elevators is Otis. And, and Otis went to the New York World's Fair in, I believe 1856, give or take two years. And he demonstrated his safety elevator. And the way he did it was he was pulled up in the elevator with a very sharp sword in his hand to about 40 feet with an audience watching him. And then he cut the cable above the, the rope that was on the elevator above himself and the audience went, Ooh, because the, they, they were sure that he was now going to fall to his death. But the Otis elevator's innovation was, it didn't fall, it was a safety elevator and it had automatic brakes that would arrest it. Before that you wouldn't see apartment buildings that were any bigger than six stories. Cuz you know, six stories is a lot to walk up. You wouldn't wanna walk up 10. But now once you have elevators, vertical distance is not a barrier anymore. And that really changes the ability, the demand for big buildings on the supply side. This is my question, what was the biggest building in the world in 1850 around when the elevator was developed and before skyscrapers were, were started to be built? So I'll leave leave you a minute to think about it. Look it up on Wikipedia or, or whatever the answer is that the biggest building in the world was the great pyramid from something like 1400 bc. Why is that worth mentioning? Because it's a masonry building and, and the key feature of masonry buildings is that the supporting walls on the lower floors have to get bigger and bigger as the building gets taller in or in order to bear the weight to say, to say nothing of earthquakes and other problems with masonry buildings, structural steel changes that structural steel lets you go up. I mean it's, it's incredibly robust. We don't always use structural steel. Now the World Trade Center did not to, to its peril. It used much lighter framing. And that was one of the things that meant that the intense heat that the airplanes produced when they hit the building were able to bring it down. That's a worthwhile story to to point out because the Empire State Building was also hit by an airplane during World War ii, which people might not know about because the Empire State Building is still there. Yeah. It was foggy and a, a World War II bomber crashed into it, but because it was structural steel, it basically bounced off. I mean, it was, was not good for the airplane and not good for the pilots, but it, it survived. But we've learned cheaper ways to build buildings subsequent to that without structural steel. And that seems to be one of the factors that's responsible for the skyscraper wave that we have seen in, in recent years with Birds Dubai. Now the tallest building in the world for a while, Taipei 1 0 1 was, was the biggest building in the world. You have very tall buildings being built in, in many Chinese cities, especially Shanghai. People are building big buildings, you know, and, and part of it is the strategic thing that we talked about a minute ago in the case of Taiwan. I mean, if you read about that building, it's clear that this was a matter of great national pride. And so the Chinese were building it to make Taipei obvious as an important business city and to make, to make Taiwan an an important place. The same sort of thing in places like Birds Dubai, I mean, what will be the financial center in the Middle East, it's, it's not obvious what it would be having big buildings, you know, they're hoping that if they build it, people will come. Jesse (17m 10s): Hmm. Yeah. That's fascinating. Well it was good to, good to jump on that cuz that paper I saw that the title and I was like, well it's got economics, it's got skyscrapers. So just being from the commercial real estate side of things, I thought it'd be something listeners get some value out of. Well, I William (17m 24s): Mean, so for, for your readers who are in the industry, I mean, it's a valid question for folks to ask. Do the economics justify such big buildings? I mean, in, in a lot of cases they do. People were convinced that the, say the Empire State Building did, of course the Great Depression happened begin after the Empire State Building was started and before it was finished. And so the Empire State Building was financially rather a disaster. It was called the Empty State building for about the first 10 years because they had so much trouble tenanting it up. And so this is something that market participants should ask themselves. Does the market support a big building or is there something else that's going on with the building's size? Jesse (18m 2s): Yeah, well we're certainly going through a, you know, a different version of that in terms of some of the construction or or over construction in some of our major cities. And just trying to see if the, if the lease ups will, will actually, if the absorption will be able to fill those buildings. William (18m 18s): Right. I mean, we had buildings that were designed pre covid and that came on the market in 2022 and are partly responsible for the slow absorption that we've seen in recent years. I mean that's a, a very valid point. I mean, a lot of my other research has dealt with the fundamentals of why people want to concentrate spatially. Hmm. So, I mean, in Canada, a huge amount of our population is in the three cities of Vancouver, Montreal and, and Toronto. Yeah. In, in the case of the US when people use satellite data to look at how much of the country is actually occupied. So you're looking at data that reflects down on the land and the satellite can tell you, is this dirt or is this concrete? The US is a big country, 2% of it is developed. I suspect the number would be even smaller in Canada. But I haven't seen somebody use satellites to do that. So we have this situation when Toronto and Vancouver at least are incredibly expensive when households say that affordability is the biggest issue that they face economically, not just real estate, it's the biggest issue that they face. And yet everybody keeps piling into Toronto no matter how expensive it is. And thus prices continue to go up and up. I mean, I think one of the silver linings we may see from Covid is, is that through Covid we have learned that remote work is possible, can't do everything remotely that you can do in person, but you can do a lot. And that to the extent that Covid allows people to do things remotely, you know, either at different places in the same city or even in different in in, in different cities completely. That may make it less essential for everybody to be down at bay in Adelaide, you know, paying the high rents that people pay down there and thus paying the high housing prices that you have to pay to be close to bay in Adelaide for your job as an investment banker, you know, this is a possibility to un unlock value for folks by freeing them from the Toronto housing price death spiral that people have been dealing with for so many years. Jesse (20m 19s): Yeah. And we're, and we're dealing with, so we have 84 offices predominantly in, in North America, but we are a global company. And it's one thing where you are taking a b class or a suburban office and converting it to industrial or residential. It's, it's another thing to have these massive towers in cities and just trying to figure out how we repurpose the space, whether, you know, and William (20m 39s): People are sure talking about that and there's, there's certainly fortunes to be made in people who feel how to figure out how to do it. Right. But I mean, what I'm hearing, and I'm, I'm nobody's architect, but what, what I'm hearing is the challenge of the seven and a half foot ceilings that you might see in an office in a residential setting are really problematic. And you can make a lot of internal changes in the building, but dealing with the floors is, is hard. Jesse (21m 1s): Yeah, absolutely. And I think some of what you just mentioned here touched on, I noticed another paper on, on your, on your link on U F T or on Rotman's website was entrepreneurship in cities. And, and I imagine that kind of ties into what you're, what you're talking about here, it's that question of why do we congregate in these William (21m 18s): Metropolis that, that there's something in downtown Toronto that people are willing to pay for. The market tells us that this is valuable. Both the housing market and the commercial real estate market say that Toronto's expensive people aren't throwing away the money for no reason they're paying it because it's a good, good value. As expensive as it might be. I mean, I like my job in Toronto, thus I'm willing to pay a whole bunch of money for a house here cuz I have to live here in or in order to be able to teach in, in, in the Rotmans school. So that, and a whole bunch of other things. But, but ever since the dawn of the internet, some people have been arguing that distance is dead. And and I think that's wrong. Distance isn't dead. Maybe it smells funny, but it isn't dead yet. And in, in thinking about Covid, there was a New York Times op-ed that Jerry Seinfeld wrote titled New York City Is Not Dead. He wrote this in response to a friend of his, a fellow who owned a comedy club arguing that New York City was dead. And in this case, I'm happy to say that I agree with Jerry that that places like New York and Toronto are for sure challenged by, by things that happen associated with C O V D. You know, two years ago what we were worried about is making each other sick. We are less worried about that as the disease has become less virulent as we and as we become vaccinated. But you know, hopefully, you know, COVID is killing 500 Americans a day. I don't know how many Canadians it's killed killing a day. Are we are much healthier than America is in that particular regard. But in, in addition to that being a challenge for folks, the working from home phenomenon is almost certainly here to stay. It's just incredibly valuable for people to stay home and write reports for a day instead of fighting traffic to drive 45 that's from North York downtown, and then do the same thing again in the afternoon. So anyway, Jerry's friend wrote an article saying New York was dead. You know, that that that the value of being close to other people was, was really being challenged. Seinfeld said, no, it wasn't. We did some work using contemporaneous data. So the only time in my life I've used absolutely fresh data off the process and I I now have more patience with other professionals who use that, who use that kind of data. It's just a lot harder to do stuff with that. And we looked at something called the commercial rent gradient. So the commercial rent gradient is telling you how much rents are declining as you, you're moving away from, from the city center. And so, so in Toronto, rents are highest in the city center. They go down as they move away, they rise in suburban sub-centers. We were not able to get good Toronto data to do these calculations here, but we did do it in cities that are like Toronto in the us like New York and Toronto and in and in cities like that, the gradient might be 6%. So my, my co-authors were American, so they made me do this with miles, but the result was rents are declining by roughly 6% a mile as you move away from the center of activity in the city. If, if the big cities are dead, you know, given the long term nature of commercial leases, we should see people demanding large discounts when they're signing up in the downtown or, or close to the downtown, not paying the premiums they previously paid with the onset of covid and work from home and stuff like that. What we found was a little of that, but not a lot of it. What we found was that the gradient went down by about a sixth. It went down from about 6% to about 5%, but it's still a gradient. People are still signing leases in 2021 to pay a big premium to be downtown, which is suggesting that, you know, as mu as much fun as Zoom can be and as productive as Zoom can be, it's not the same thing as sitting next to the other person and, and hearing them talk with their clients and realizing there's some synergy with what you're after and what they're after, which is the kind of thing that people are paying big dollars to locate downtown and getting. So our answer is so far the downtown is less attractive, but is still attractive in, in core dominated cities like Toronto. Now can I tell you that it's gonna be that way five years from now? Of course I can't And and we do promise I'm saying this to someone who will broadcast it. So I guess this promise has some credibility. We promise that once, I mean our intention was once Covid is behind us, do this again. We are realizing that Covid will not be behind us and we'll have to pick another time to do it again and see what the evolution of this is. But thus far we're still seeing people attracted to large cities. One scenario would be that this is a continuation of a phenomenon that Toronto saw in the late eighties and the nineties when back office stuff got moved out of Toronto to Mississauga and then later to places that are farther away than Mississauga. You know, people thought, oh no, the downtown's going away. No. What we were doing was we were keeping only the people downtown who really need to be there, the people who really need to be there to interact with other folks, you know, that that's what really matters and not the fact that the physical files are located in the building there. Yeah. So this may be the same kind of thing where downtown Toronto just becomes more and more rarefied. Yeah. You know, that the investment bankers stay there, but maybe not the middle managers now that, that that is a social issue that we have to engage with, you know, if Toronto just becomes a city of investment bankers and Uber drivers. Yeah. You know, which is sort of the story that I'm telling you. Yeah. But at least that evidence and that theory points us in the direction of that being someplace we could end up. Jesse (27m 4s): Yeah, no, for sure. And I think for the, you know, kind of the anecdotal side of things, what we see on the street is we see leases being signed. We see that there is a bit of a spread between the bid ask, but it, but it's not at the discount, which we, you know, I have clients they call me and Yeah, especially in the middle, at the beginning and in the middle of Covid, they're expecting these 20%, 30% discounts, you know, on pricing and for leasing and they just weren't happening. Landlords were providing inducements, whether it was free rent allowances. But even today, we, we still see these leases being signed and if anything, the trend that I've seen with most of the clients in the downtown areas, whether it's New York, Boston, Toronto, is that there's a, you know, the term flight to quality gets thrown around a lot. We're seeing a lot more of that. And we're seeing, I agree completely, we're seeing even four years ago where a startup might want to be in a trendy area in, in the periphery of Toronto or of New York, and we're starting to see more of them have transit as a component. Not that it wasn't important before, but it's, we're seeing that almost pretty much at the top of the list for these, for these tenants. William (28m 5s): Yep. Transit matters and, and the businesses are deciding they wanna be where the accountants and the business lawyers and the, the bankers are, you know, because they need to interact with them all the time. So I mean, the flight quality, I've heard noises in that direction also that what we would see would be, look, people have been talking about the retail apocalypse for years about online shopping, cannibalizing brick and mortar retailing. Now, did that kill the Eaton Center? It didn't because the Eaton center's in a market position where people are still willing to go there, but it's gonna kill someone. I've got, Jesse (28m 37s): I've gotta go there today. There's William (28m 39s): Good for you. I'm glad one of my predictions ends up being true. Yeah. But, but credit old, old, old fashioned malls, they're getting torn down and, and getting replaced with something different. And I think we could imagine that being something that would happen too. I mean, just something that the audience should think about more generally is that the way the downtown has been for the last 10 years is different than it was 30 years ago, you know, when you had back offices there and it's way different than it was a hundred years ago when there was still a lot of manufacturing activity in the downtown, taking advantage of the proximity to the lake and to shipping and stuff like that. And so the notion that the downtown should be frozen in Amber as of 2000 or something like that is crazy. It's never been that way. It's gonna change as business changes. And that's a good thing. I mean, that's, that's a way that the ability of Toronto to deliver good, good jobs and high value business outcomes is crucial for all of Canada. And, you know, anything that we can do to make Toronto a better competitor to New York, Boston, and San Francisco very much, much serves Canada's interests. Jesse (29m 42s): Absolutely. So I wanna be mindful of the time here, will, but I do wanna get to your, your paper, your, I I'm not sure if it's your most recent paper, the one on Covid, but maybe you could give us the William (29m 54s): Covid one was the one I just talked about a second Jesse (29m 56s): Ago. Okay. So, so in, in, so what, what was the ultimate thesis of that? Was it this, this divide that we're seeing as, I would say even kind of an inequality of a potential outcome of having downtown cores be predominantly bankers? Or was that, was that the, the other paper, William (30m 13s): The focus was on whether downtown would still be as important as it used to be. And we looked at, I, I left out some of the results. The, in addition to looking at core dominated cities like Toronto, we also looked at much more spread out car oriented cities like LA and Dallas and stuff like that. And the pattern in, in those places was different. In those cases, the gradient was already smaller. It was, you know, two or 2% rather than the 6%. And it didn't change a lot after Covid, you know, because la the downtown is, is different than the rest of the city. But LA is not a downtown dominated city the way that Toronto is at all. And Covid didn't affect those. We looked at some parallel results that weren't as parametric, if you'll forgive my geekiness, the gradient puts an exponential functional form to get a percentage decline from the downtown. But look, I mean, how, how are we to think about sub-centers in North York and Mississauga and Markham and places like that in, in, in relative to having one downtown at Bay and Adelaide. So we also looked at the premium that tenants pay to be in a high density environment. So that's a, a more flexible, functional form. We basically got the same results, which is the value of density does get smaller just like the gradient gets smaller. But it by no means goes all the way to zero. Cities aren't dead yet. Now the changes are just starting and things may change a lot. We may finally, eventually end up in a circumstance where distance really is dead the way people have been saying it would be since the early nineties. But we're certainly not seeing it yet. And, you know, looking at real estate markets is one way to understand that, you know, because people put it, put their, you know, people can talk about distance being dead, but that's just talk, I mean a tenant paying, putting down a guarantee on, on real estate lease that's putting their money where their mouths are and how much money they're willing to pay for the downtown versus someplace extra or for a dense non downtown location like Mississauga Center of Mississauga relative to somewhere more peripheral. You know, what we're seeing is people are still willing to pay premiums for those things. This could change, but it did not change in the early years of covid. And you're telling me that your sources say that it's not changing right now yet either. So I think that's where we are as of this minute. Will it change, you know, who knows? Jesse (32m 39s): Yeah, it's a very, it's kind of a fascinating time in the sense that it's, it's hard to get data points when we're, you know, fingers crossed coming out of Covid, but potentially entering a recessionary environment. So it's, you know, we're, we're positive in one, but then we're drawn back in another. And I'd be re remiss if I didn't ask, if I was speaking to economists and didn't ask a little bit about the kind of macroeconomic environment. William (33m 2s): I'm not a macro economist, so I'll probably avoid, but by all means you can ask. Jesse (33m 6s): But, but yeah, I mean, how do you see this? Or if you do at all as a, as a comparison to oh eight or oh one or the early nineties and, and, you know, we, we come out of something that was extraordinary, the pandemic, but now we're entering inflation numbers that we haven't seen in, in years. William (33m 26s): I, I think it, it, it is absolutely to be worried about because inflation, as, as economists who know more about the stuff than I do have always said it, it reduces the information, content and prices reduces the incentives that price systems have. So it just makes capitalism work less well than it would have previously. So it's certainly a risk. I will say that the government's decision to stimulate the economy during covid kept us from having a recession. I, I mean, I don't know if you recall, but in May of 2020, the C M H C who know a lot about housing more, more than I know about housing, they, their projection said that they predicted housing prices would fall. I think the number was 18% in, in the preferred model that they offered. Now, I didn't have a model, but that was my inclination also, and also my inclination of the colleagues that, you know, housing is a normal good. People buy more of it when they're rich and, and there, there it seemed closing people out of their workplaces is surely recessionary. So I I I told my neighbor who I like and respect, you know, I I think you should, if you're thinking about selling your house the next few years are, are problematic. I, I was wrong. I mean, the PR prices went up by more than 30% in Toronto. Quality adjusted during that, you know, in, in part because the government tried to keep people from being killed. But now they've spent huge amounts of money and they can't spend like that forever. And economies don't stay in boom, forever, ever either. So there, you know, there there is uncertainty and, and there is risk. Jesse (34m 60s): Yeah. Well, I guess, we'll nobody has a crystal ball here for this next year. William (35m 4s): Especially not Microeconomists and, and people who spent a lot of their careers doing theorists doing Jesse (35m 9s): Theater. No, I, I, I wouldn't I once sell yourself short. I feel like a lot of the insights come from, from the micro and, and get extrapolated. Well, William (35m 16s): I, I, unlike micro, I just believe in, I mean, economist, I believe in the division of labor and there are other people who know more about macro than I do. Jesse (35m 23s): Yeah. So Will, we're, we're gonna wrap up here. What I'd like to do is, first of all, for those that want to kind of learn more on, you know, urban, urban economics, urban planning seems to be a, a passion of yours. But just generally speaking, are there books or resources that you've used in the past that you think would be good recommendations for listeners if this is something they're interested William (35m 43s): In? Yeah, there, there are a couple of them. And, and I'm, I'm giving you civilian friendly books Okay. That you could read to pass the time on an airplane and not, not a boring textbook. The two examples that come to mind immediately are a book called Triumph of the City by a guy at Harvard called Ed Glazer and another book called New Economic Geography by a guy at Berkeley called Enrico Moretti. They are both lucid explanations of the kinds of forces that we've been talking about. Now both of them are a little less real estate than our discussion has been, but they are about forces that feed into real estate markets. I mean, someone who's a market participant has to be asking themselves why are people paying the premiums for the downtown? Will they continue to pay the premiums from the downtown? And, and if not, how can I trade on that perce perception? I mean, because there are clearly gonna be places where people who get priced out by Toronto go and those real estate markets are gon are, are, are going to be booms. I mean, I don't think people are gonna go to Vancouver to be cheap, although maybe they will go to Vancouver for warmer winter weather. A question that I think is, is unsettled as of this moment is, do people who get priced out of Toronto go to someplace close to Toronto like Hamilton? You know, so you can drive in for a Wednesday meeting, but it's cheaper than Toronto is, or do you go somewhere or do you go to someplace like Montreal that is farther but is cheap for a big city? Or do you think about somewhere that's even farther still and, and, and cheaper still like Halifax. I mean the Maritimes are wonderful place a whole lot cheaper than Toronto. And if a huge amount of your work is Zoom meetings, you know, for some people that location is, is gonna be the more economical place to Jesse (37m 25s): Be. Yeah, that's, that's interesting. So I've, I've read Ed Glazer's book, I've, I have not read the New Economic Geography. So that definitely put on the reading list for those. Just interested in, in kind of your research will or the Rotman program in general, what, what's the best place to send? And we'll put a link in the show notes. William (37m 46s): I mean, look, people can email me and I will either respond or not, depending on how many thousands of emails that I get. I mean, for admission to the programs, you know, we are recruiting students every year. I think our, our MBA program is fantastic. We have programs that work at the full-time level and get done faster, but we also have part-time programs that get done that, that work better for professionals. And I actually think there's a, the case for the part-time programs have become stronger in recent years because there's gonna be a lot more times when somebody can meet a professor in office hours on Zoom rather than having to schlep up to the Rotman school af after work. But, but also we, we have these public events and googling Rotman events. I, I don't know what the le the link would be, but Googling Rotman events is gonna put you in touch with real estate things. But a lot of other things would be useful and we, we try to be good citizens. We're physically close to the center of business in Canada. It's what five subway stops or so to get up here. You know, we want people in the building and now that the building is open, I think people would find it a good use of their time to show up for some of the things that happen here. I would also give a shout out to the New School of Cities that was formed separately of us at the University of Toronto. This attempts to include the stuff from my world on econ and real estate, but also architects and planning and things like that that also relate to cities. It is the first of its kind in the world, has a fantastic director and I think we'll do very cool things in time. Jesse (39m 21s): My guest today has been Will Strange, will, thanks for being part of Working Capital. William (39m 25s): Thank you very much. Jesse (39m 36s): You so much for listening to Working Capital, the Real Estate podcast. I'm your host, Jesse for Galley. If you like the episode, head on to iTunes and leave us a five star review and share on social media. It really helps us out. If you have any questions, feel free to reach out to me on Instagram. Jesse for galley, F R A G A L E. Have a good one. Take care.
We asked you to vote, and you did. So Will tells Laura all about Crisp Flavours, both at home and abroad. I'll be honest, it's a lot better than it sounds. Though we do end up saying the word 'allium' just far too much.Enjoy!!Please don't forget to like and subscribe and leave us a review. And if you'd like to support National Treasures you can do that here: patreon.com/nationaltreasures Hosted on Acast. See acast.com/privacy for more information.
This week on an all new episode of Drunk Distory presents ‘The Dark Ride', we start off our deep dive into hotels around the theme park world with Drunk Distory's Resort Round Up. This not so Minnie-tournament will have us looking under the beds of all the Value, Moderate, and Deluxe hotel resorts, to find out what is the best place to stay when your away. This week, get ready to bust out your blue suede shoes and get your Grammy polished cause today were heading to Disney's All Star Music Resort. A place where giant maracas can e-calypso out the sun and the our favorite three caballeros can Gimme Shelter in giant cowboy boots. So Will this resort shatter the glass ceiling of value resorts with its high vibrato, or will the tenor of its low frills atmosphere have this resort singing the brown note. There's only one way to find out!
With a passion to build community and a love of agriculture, Will Kornegay has built a business that connects people, reduces food waste and provides access to fresh-from-the-farm produce. Based in rural North Carolina, Will saw a lot of produce was wasted on farms because there wasn't a market for it. Perhaps it was misshapen or got scratched up a bit during harvest. But it was still perfectly good. So Will started making a market for it while building means of access for those in rural food deserts and major cities too. Ripe Revival now does subscription boxes and is in the process of modifying buses to be part farmer's market & part cooking class.
So Will slapped the zebra. Bad text talk path. We all attended the same Suns game, unknowingly. Hat flush old man. Presented by our Swag Merch Store
This episode is entitled: What are the boundaries of Comedy? The First Part we discuss Will Smith Slapped #Chris Rock after he made a joke about Jada's hair calling her “G.I.Jane. Will Smith Slapped Chris Rock after he made a joke about Will's wife hair calling her “G.I.Jane. But Will's wife's struggle with alopecia, a condition that causes hair loss. So Will was defending his wife from the insult which touched a sensitive and emotional issue for the Smith's family as Will's wife has been struggling to deal with this issue. But Chris probably was trying to make light of a serious situation. But he miscalculated as it was a personal and psychological and sensitive issue that could push buttons and it did. For #Jada didn't laugh or smile and Will got up, went to the stage and hit Chris. I do not subscribe to this type of reaction and violence is never the answer. But standing up for your family and your woman is what men do in the animal kingdom. Chris was out of line. But comedians always use jokes or humor that at times cuts deep and seems more an insult as if insults and bringing up peoples emotional scars is funny or what counts for jokes. Comedians will now tread carefully when trying to crack a joke. This lead into Part B: What is or are the boundaries if any of comedy that seeks for laugh to arrive at some selfish gratification? It is like milking a barren goat
So Will and Steve are still on this whole fish thing. So get ready for that to permeate throughout the entire series for now on... Subscribe to Patreon: https://www.patreon.com/chapterbychapterpodcast Visit our website: www.chapspodcastnetwork.com Follow Us! @ChapbyChap on Twitter @chapterbychapterpod on Instagram New Music By Mark Ferguson! (Thanks Mark!)
So Will fell asleep waiting for Joe & Doug to finish up the MOTCU ep this week, so no new JSM ep, but you can enjoy this MOTCU Bonus ep and see whats coming This Episode brought to you by: The Moe Dewitt Law Firm Justcallmoe.com & Hourglass Brewing hourglassbrewing.com If you would like to join our Patreon you can do so at Patreon.com/MOTCU
Lets get into it!! So Will & Jada have an open marriage. Will grew up Christian (Jada grew up around open marriages) and said his upbringing made him feel guilty about his thoughts of infidelity. Ummm.. let's talk about this.
What we're going to be teaching about today is about how to get over that hump. That big hump of getting on video, because I don't know what it is with a lot of people, but let's be honest, you're sitting there listening to this show right now and in the back of your mind, you're telling yourself, Hey, I know I need to get on video. Instead of getting to work you delay the process. The reason why I know that is because it's the fourth quarter and I can predict when the calls are going to come into our company and people will say Hey, Mike, I'm gonna do video this year, and they're already starting to happen. If you don't know, we script, distribute videos, and basically build your show and become your marketing dude, and make it really fucking simple. But this isn't about us. What I want to do today is show you how we get each and every one of those people comfortable on the camera and get used to, you know, creating content.Three Things You'll Learn in This EpisodeWhy it is important to get yourself on videoHow to get started on video and get yourself a real estate marketing dudeWhy most people shy away from video and how to get the f*ck over itResourcesReal Estate Marketing DudeThe Listing Advocate (Earn more listings!)REMD on YouTubeREMD on InstagramTranscript:So how do you attract new business you constantly don't have to chase it. Hi, I'm Mike way ambassador, real estate marketing. This podcast is all about building a strong personal brand people have come to know, like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It's your job to remind them. Let's get started What's up ladies and gentlemen, welcome another episode of the real estate marketing dude, podcast. Book folks haven't had any guests lately, I've just been sort of lazy on booking them sort of having a good time, doing a little bit of teaching. So what we're going to be teaching about today is about how to get over that hump. That big hump of getting on video, because I don't know what it is with a lot of people. But let's be honest, like you're sitting there listening to this show right now you kick that can down the road for far too long. And in the back of your mind, you're telling yourself, Hey, I know I need to get on video. I know I need to get on video. But you know what, it's been such a good year, I could just wait one more week. And then that week turns into a month and then a month turns into six months and then another year. And the reason why I know that is because it's the fourth quarter. And I can predict when the calls are going to come into our company, I can predict when they say Hey, Mike, I'm gonna video this year, and they're already starting to happen. And we're only in October. And if you don't know, we script that it distribute videos, and basically build your show and become your marketing dude, and make it really fucking simple. But this isn't about us. What I want to do today is show you how we get each and every one of those people comfortable on the camera and get used to, you know, creating content. Like I didn't practice for this podcast right here, I just literally hit record. And it's because I'm passionate about my trade, I know exactly how to communicate with my audience, I know exactly who my brand is. And that doesn't happen overnight. That takes time it takes, you know, takes time and energy, but where it all starts is by havingthe wherewithal or the called the balls to go out and say, hey, look, I'm a personal brand. People don't hire my broker or my bank or whatever, they hire me. And when you first realize that you are the brand, that's when everything changes, you see, we often times just look at ourselves, and we think I'm just an individual, like, for me, I'm a dad, I have three kids, you know, I have feelings, I get emotional, you know, I get stressed out quite a bit, guys, I have anxiety, you know, but we don't voice those different things to the world. But the truth is, is that our vulnerabilities are the best marketing piece we have. And that's part of what embracing your brand is all about. It's not about connecting with 45 Different million people because a jack of all trades is the master of none. It's about connecting with those people whom you who are your brothers from another mother, your sisters from another mister your people, your friends, your family, look at the last 10 clients that you attracted and you close a transaction with and I want you to ask yourself, well, I just closed a transaction with 10 people. Why did I all become Why'd they all feel like they're my friends? Like, why did I start drinking beer with them? Like why do I want to hang out with these people? Well, the reason is because consumers choose you based upon the comfort level they feel with you, especially in our business, and you don't attract like people on accident. It's just how it is people are attracted to like people, especially when they're buying or selling real estate, it's one of the biggest financial moves they're ever gonna make, they're not going to do it with someone they don't relate with. Which comes back to my original point, authenticity, because that's what identifying your brand really is. You don't have to create videos about real estate if you want to. That's great. That just means you love real estate. But you have to create videos and match them with your daily life, your personal brand. And the very first thing to get over how to get over being on the camera is actually start with a strategy that you're excited about. If I was going to go out and start shooting a bunch of videos on, I don't know, playing video games, like I don't play video games, I don't have fun playing video games. My videos would be very boring on video games. Why? Because I would be not very entertaining, playing video games. It's just not my thing. So what does that mean? Well, it means you create stuff that you already do see videos and lead generation, it's communication. And it's impossible to communicate in the correct way or an authentic way when you're being forced to do something you're not comfortable with. Therefore, it's always while we create a branding strategy, it's always why we create a communication strategy. So the first question you have to ask yourself is am I doing video long term in my using video to build my brand over Time, or am I going to go ahead and use video, just because I need a few videos like maybe I need a sales video, some running ads, maybe I need some core videos on my website because I need to help convert some more leads or whatever that may be. But if you're going to create your brand with video, you need to have a theme you need to determine which is the right way to do videos for you. So let's go ahead and put this into context with a couple different stories to show you. So I'm gonna give you a couple ideas on some shows we created this month. The best one I love. I love this dude. We create a show for mortgage broker in Fort Collins. If you guys have any business to do in Fort Collins, look him up. His name is Aaron Beatty. And we first meet Aaron I noticed that he has a huge beard. He has a he's wearing a hat. Aaron looks like a lumberjack like Aaron, your Instagram handle. He goes oh, well, um, you know, Colorado's bearded lender. I'm like done. So we came up with a show a video series called beard budget. Why would we do that? Well, I know beard is his personal brand. I know that he focuses on the cost of living in Fort Collins because he's a mortgage broker. So what a better way to brand that than just to say beard budget. I don't care. He doesn't have to say it from the top of his brain that he's a mortgage broker. But every time someone watches beer budget, they're going to infer his mortgage broker without him having to say it. Now that he has a strategy under a show, what kind of content would you create with beer budget? Well, you can easily do neighborhood tours and talk about the budget. In each, you could do a beard budget show just on the different types of loans available. You could do a beard budget show on brewery tours, it doesn't have to be real estate, you could do how to spend a day in Fort Collins on a budget. Think of the moviehalf baked if you've ever seen that movie when Oh my God, what's his name, but he takes the girl out to date and he only has $7? Well, if you watch that scene in the movie, every time he has the buy her something like an ice cream cone or hot dog, he starts losing that money. And he's scared about running out of money and being embarrassed on the date. That is the branding strategy for this individual. But let's go ahead and switch gears and let's just say oh, I don't have a beard, Mike. Neither do I. But what would I do if I'm just like a regular agent? You know, I'm just like a regular plain Jane person, you know, I sort of get along with everybody. No, you don't you haven't dialed in your brand. yet. I'm telling you, you do not get along with everybody. You are not God, and you are not perfect. So don't try to be what you really want to do is figure out average the last 10 clients you have, and then be like, Hey, how would I? How would I communicate to them? If I had a reality show? What would the name of it be? That's how you build your brand. That's how you build your video strategy. Okay, one more example. Go on. Let me think of one more. Okay. So let's do a Geographic show. I'm gonna launch a Geographic show here in San Diego. I use it when I'm doing actually. So long story short, we're starting a team here in San Diego. And we're, we're creating the first real estate marketing company powered by real estate agents. So we're going to be creating content for people. If you're in a market that you're interested in exploring that opportunity with us, please feel free to reach out and visit us at real estate marketing dude. Because we are going to be setting up expansion teams throughout the country and the name of our website is called your real estate dudes. So we're going to do teams separated across the country from all different types of brands, and or whatnot. But the name of my show here is called North County vibes. vibes. Why would I have a show called North County vibes? Well, totally goes with dudes. I could have North County vibes. Hey, bro. This is like the flow of it down here. That's how I am outside. We're shooting our first two videos, actually today. We're going to do a downtown Encinitas tour. And we're gonna talk about all the cool restaurants, the bars, two breweries that are on the little strip there. Then we're talking about the pros and cons of living here in Encinitas. And we're gonna just go through it. And we're going to do it in a very duty type of way. But it's how we do content that people remember. So the first thing you need to do is figure out how to communicate, I highly suggest starting a show if you're gonna create an ongoing series, because just like this podcast, I wasn't going to shoot this week, I didn't have a guest. But if I don't shoot this podcast right now into this episode, I don't have anything to publish on Saturday. It's my job as a media company to keep publishing content so that you guys can tune in, listen to it, get more ideas, and start implementing them in your markets. That's how I run my brand. That's how I find more clients. Okay, so it's no differently than how you can do it in your own now, let's get to the actual shoot. So what is your strategy? Most people are are stuck because they don't have the right strategy with video. They're just doing video because Tom Ferry told them to and you're just trying to check a box or your coach told you to but the video idea your coach told you to videos and you're like that's fucking boring. I don't want to do market reports. Then don't fucking do Boom, because that's never gonna work for you, because you already lost the battle, you're getting on camera, doing something that you're not comfortable with, therefore, your videos never going to look good. You're never going to be authentic in it. That's just the truth. You got to be excited about your strategy, if you need help with that you call a real estate marketing dude. Now, secondly, let's talk about why people buckle at the knees. When the camera turns on, if you don't know what I'm talking about, like if you ever noticed, like,when you get a call from a random stranger, let's just say someone calls you up, hey, I'm coming in your market. I'm gonna spend a million dollars was spent a million dollars with you and coming in your market? Do you actually like worry about how you're going to answer the question? Like if that guy comes in? Hey, I want to why don't you tell me what the downtown Encinitas looks like? I'm gonna come in there. I want to spend about 1.5 million, but I really want to make sure I like the downtown area. Am I going to think twice on how I answer that question or respond to that individual? Absolutely not. So then why the fuck do you think twice about what you say into a camera, the only difference between talking to a camera versus talking to an individual is just the context of the situation. But you're always talking to one person one at a time. And the reason I don't know why it makes us buckle up Dinesen when we see that record button ricin in front of a camera. But if you close your eyes and use envision yourself talking to one person at a time, one person at a time, that's really what it is. Go head on YouTube, right now look at some of our clients stuff, look at other agents stuff, see what they're doing. And that once I have the most views of the most conversational, they're not ever selling anything. They're just giving information. And as a real estate agent, as a lender, that's your job. You give information about your product, service and community. That's what the hell we sell. We don't sell houses, we saw the communities those houses resided. And that's a different train of thought and how you bring up and think about your content strategy going forward. So the other thing too, is like to be shooting videos. You should never be nervous in the act of shooting a video. And the reason is because if you don't like the way you look, guess why you just don't post it or don't send it to anybody. Therefore the act of shooting What the fuck are you worried about? Who's gonna see you besides yourself? And us if you're using you and your editor, or your producer or your editor or your script writer, whatever it may be? What are you worried about? If your video looks like crap, reshoot it in practice, but it's not hard, it's just new, the biggest challenge people have is just getting started. Just like in anything else. Like, look. We've had our third kid and I've had three kids, okay. Every time we have a kid, I gain as much weight as my wife does in the pregnancy. And I'm like, hey, this time,I'm gonna eat healthy. Not gonna gain 15 to 20 pounds.I'm gonna do this guess what I gained 15 to 20 pounds. Now I'm in the process of working out losing that weight. And it's working but took me freakin two months to commit to being consistent. at getting back on the we bought the peloton thing here I am in my garage. And it took two weeks to do that. So what I'm saying are two months. I mean, just to get back in the trainer thing. So much like what is approaching video. Anytime you do something new, it's very uncomfortable. But no one's ever growing. Unless they're uncomfortable. I don't know about you. But I like to be the most uncomfortable person at all given times when it comes to business. Because when I am, that means I'm fucking growing it. It's when you become complacent that you hit your own damn glass ceiling. And that's the same approach with video. If you come in and you say, Oh, this is this is just gonna suck every time it's all mindset. No, it doesn't suck every time I look at some of our first videos I sucked on them, doesn't mean I didn't get good at them. Now I could talk your face off, just by fucking sitting here. I don't even plan this video. I'm talking to you for the last 25 minutes on my own. And I don't have any script. Why? Because over time, you get better. And you're not shooting video, you're creating content. But here's why you should be motivated by it. 10 to 15% of the people who see your content will be moving this year and 100% of them have referral for you. So that means everyone always asked me Mike, what's the ROI in video? What's the ROI in video? First answer is hey, listen, you're never going to be able to determine that because you're not going to know what one video did. And what one video made someone actually pick up the phone and call you just like I don't know what podcast you listen to that actually got you to get off your ass and finally scheduled the damn demo with the real estate market you do so I guess they're blown up your brand and blow up your shit. That's what I'm talking about. Look at all the subliminal call to actions I'm throwing in throughout this podcast. I learned that over time. Why? Because I started at one point and I disciplined myself in the process and that promise you that's what happens when you get with video. No, it's not hard. It's just new. But just like in anything, the first time I drove a car, it was very hard. As a matter of fact, I don't even know how to drive stick shift. If I tried to do stick shift right now I'm shitting my pants, I don't want to do stick shift. But if I the first time I did it, it probably embarrassed myself. I probably embarrass myself the second time, and eventually, I'd be taking that Jeep on the beach, running through waves driving stick shift. So my point is, is that when you're creating content, there's absolutely no excuse for you to be scared of getting on video because guess what, you look like that every fucking day. And you sound like that every fucking day. If you're scared to get on video, you're scared to sell a house and meet with a client face to face because that's all video is. And this entire thing is just mindset. Don't overthink this process, or let anyone else get an away. Are there going to be some people who don't like your videos and haters? Yes, there will. But that means when you're doing it right. You're not think I have haters? Fuck you haters. I could give two shits about my haters. No one cares. You're not supposed to resonate with everybody and the second you embrace that and love it and realize that God made you as an individual human being and you're the only one like you in the entire freakin world. That's pretty damn cool. And yes, you have something to offer. That's what that means. So Will people not like your videos? Yes. Will people like your videos? Yes. Should you care? Absolutely not. If you here's what it comes down to and I'll close with this. If you truly believe in your heart, that you're the best lender investor real estate agent whoever the hell you are. Whether you're not even in real estate, I don't care best bakery owner. If you're the best at what you do for a living, it actually becomes your obligation to let the world know about it. If not, you're a fucking dickhead. Let me say that one more time. If you believe you are the best person for the job, it becomes your obligation to tell the world about it and serve them I have no problem telling people I am the absolute best at real estate marketing video content creation and repurposing in the country because I fucking amand there's gonna be other people Oh, no, he's not No I am. Why? Because I think I am do I have competition? Of course I do. But if I don't create content How the hell am I gonna scream it from the rooftops? How am I going to continue to pay my employees pay for my kids and do all that stuff it's because I'm a brand and I'm not marketing my individual a marketing my brand the second you differentiate that is the second video becomes easy. If you guys have any questions about video getting started or anything call us up schedule demo, give us a shot. Real estate marketing dude, I've sold real estate for 18 years I speak real Turkish that's why it's easy for me to script edit distribute all of your content anywhere you're out in the United States. So if you even question it, at the very least, take all the free content on our site. At the very least hire local person but just do it. I don't care if you hire us just get on damn video because if you're not marketing your network and marketing your brand, I promise you somebody else's and that's the exact reason why you log on to facebook maybe every other month and realize that someone stole one of your clients or someone forgot your only real estate you're learning it's not their job to remember what you do for a living it's your job to fucking remind them remember that your personal brand embrace it, and scream it from the damn rooftops thank you folks for listening to their episode the real estate marketing Dude, please visit our website at real estate marketing do.com You can also subscribe to our YouTube channel if you like our content and like seeing our videos and also connect with us on social Facebook Instagram and I'm getting the huge tick tock channel finally set up these guys happy Halloween. Thank you for watching another episode of the real estate marketing dude podcast. If you need help with video or finding out what your brand is, visit our website at WWW dot real estate marketing dude.com We make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training, and then schedule a time to speak with the dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcasts. We'll see you nexttime.
So Will and Steve get into some argument about eating tomatoes and cheese, and obviously they talk about wolves because they too are just a couple of WolfBois. Subscribe to Patreon: https://www.patreon.com/chapterbychapterpodcast Visit our website: www.chapspodcastnetwork.com Follow Us! @ChapbyChap on Twitter @chapterbychapterpod on Instagram New Music By Mark Ferguson! (Thanks Mark!)
Happy Pride!!!! My guest is Will Morgan!!! This San Franciscan bartender is originally from North Carolina. We talk about growing up as a 90s kid in the South and being bullied in kindergarten for being gay. The many issues were communicated to the owners of Jolene's bar but not addressed. And Will's new outlook towards life as a masseur and bartending. So Will was very new to San Francisco when we met, and he would come and visit me at a bar I was working in, in the mission on Sunday nights. And Will would tell me all the things that he was doing in San Francisco and experiencing. It was so sweet, and I enjoyed Will's energy and expressions and his lens of San Francisco and being new to The City. This interview occurs when Will is actually in Mexico City, so I appreciate him taking time away from eating delicious Mexican food to talk to me. So thank you, Will! Happy Pride!!!
So Will walks in and drops this bomb. What do you do that says you are from a specific race? Or what you don't do. Self-stereotypes are pretty interesting. Enjoy!
It's time to welcome another fellow podcaster to the show, and they don't come more 'bad-ass' than Willy Gunz from Bakstabberz! As a fellow lifelong fan, Will has a lot of memories to share and we decide to make this one extra-special... Wrestling fans, superstars, journalists...everyone has their opinion on who would be on their version of wrestling's 'Mount Rushmore'. So Will and Chris take this opportunity to choose their own picks for a Mount Rushmore of past WWF/E champions - 1 x WWF World Champion, 1 x IC Champion and the 2 remaining spots for who we consider to be the greatest Tag Team Champions! Also be sure to check out the Bakstabberz podcast for yourselves, and follow them on social media: Podcast: https://linktr.ee/willlynn1331 The Bakstabberz official Facebook group: https://www.facebook.com/groups/803987043537541 Twitter: @crazywill1331 For more shows on the Olde City Sports network, visit https://oldecitysports.com/ Enjoyed this episode? Please be sure to subscribe and also follow on social media for further news of future shows. Facebook: @OnceUponATurnbuckle Instagram: @onceuponaturnbuckle Twitter: @TetreaultBlay **Theme song 'Halloween Night' used courtesy of Jayde Garrow.** --- Send in a voice message: https://anchor.fm/onceuponaturnbuckle/message
It's time to welcome another fellow podcaster to the show, and they don't come more 'bad-ass' than Willy Gunz from Bakstabberz! As a fellow lifelong fan, Will has a lot of memories to share and we decide to make this one extra-special... Wrestling fans, superstars, journalists...everyone has their opinion on who would be on their version of wrestling's 'Mount Rushmore'. So Will and Chris take this opportunity to choose their own picks for a Mount Rushmore of past WWF/E champions - 1 x WWF World Champion, 1 x IC Champion and the 2 remaining spots for who we consider to be the greatest Tag Team Champions! Guest socials Podcast: Bakstabberz podcast (https://linktr.ee/willlynn1331) Facebook: Bakstabberz Wrestling Podcast group (https://www.facebook.com/groups/803987043537541) Instagram: n/a Twitter: @crazywill1331 Website: www.oldecitysports.com Your shows socials Facebook: @OnceUponATurnbuckle (facebook.com/OnceUponATurnbuckle) Instagram: @onceuponaturnbuckle (instagram.com/onceuponaturnbuckle) Twitter: @TetreaultBlay (twitter.com/TetreaultBlay)
Sean Doyle [00:00:00] So this is the college 101 episode on sales enablement. If you really are ready and engaged with sales enablement, you've got a team, a structure, you know what this thing is - then just dive into one of the Scott Santucci podcasts. He's incredible. I think worth listening to and definitely can help the more sophisticated and advanced dive into deeper understanding of how to do sales enablement better. Sean Doyle [00:00:27] So who is this episode for then? I think if you're a $10, 15, 20 million company (maybe even $50 million company) and you've heard the sales enablement noise and you think...I'm going to explore this. This is the one for you. Sean Doyle [00:00:42] This conversation is going to be great for you thinking about the metaphor of your business and all these silos: sales, marketing, training. And those are the three that are primarily engaged with sales enablement. Those are sort of like little pockets of colored glass, you know, but your customers, your prospects, they're not looking at your company in these silos. They're looking at a stained glass window. They see one picture, one thing. So when you see a lot of this sales enablement dialog being driven by tech, that's just a piece of it, right? It's a tool. That's not what sales enablement is. What I want to see when a company is beginning to explore sales enablement is how do training, sales and marketing come together? In fact, I recently was in a meeting with a prospect and sales was asking for help. Training was interested. But marketing said we got it covered, don't need it. Well, that prospect was not ready to dive into sales enablement. All three parties have to understand that they want this thing or jointly acknowledge they're trying to solve a problem that they're facing. So I would start with that insight. Get those three groups together and explore that need. Sean Doyle [00:02:00] Another thing we need to do is define sales enablement. So Forrester Research is where I tend to lean. And here's their definition. Sales Enablement is a strategic ongoing process that equips all client facing employees, marketing and sales with the ability to consistently and systematically have a valuable conversation with the right set of stakeholders at each stage of the problem solving, or buying lifecycle, in order to optimize the return of investment on the selling system. Sean Doyle [00:02:37] Well, I wish I'd written that. We've actually been doing that as a firm and we discovered that in the mid-2000s we'd been helping our clients map out and plan and create marketing and sales alignment around the customer's needs through our total cognitive marketing, which is a behavioral science based model of understanding what prospects need as they go from unaware of a company or unaware of how that company might get the help they need from your product or service all the way through to being an advocate. It's really critical to see the world that way. So ultimately, sales enablement is not that complicated. But what's beautiful about it - it's sort of like an air traffic controller. And there's one role that's taking sales and marketing and training and focusing and coordinating its efforts. You can imagine, you wouldn't fly without an air traffic controller. But man, we go to market all the time with sales and marketing and training, all doing disparate things. We might have a common vision. You as an executive might have cast that vision, but you still need the day to day coordination. You need the metrics, need the measurement. That's what sales enablement about. And that's why you should start thinking about it. Sean Doyle [00:04:00] Sales enablement efforts are not and they should not be on marketing's back to carry. It's also not the sales force that should drive it, nor the product team nor the H.R. team training. We do need executive buy in across the board, but it shouldn't be just an idea that one of those silos have. There's no common definition of sales enablement in the marketplace. There's at least 14 plus definitions. So if you look at the numbers, right, numbers don't lie. Let's look at how sales enablement typically gets built. The research is showing that 65 percent of sales enablement resources are in building the plan and then 30 percent of resources are assigned to running the plan on new hires, ongoing training and implementing the playbook. And then there's only 5 percent of the budget left for people to lead those strategic functions around sales enablement. Sean Doyle [00:04:59] Our belief is that that might not be the right way to go. There's too much emphasis on the early budget in that sales enablement effort building it, but at least there's only an initial capital expenditure to build it. Then you've got to spend money and flip it, start putting more money and executing this playbook. So broadly speaking, as you look at how do you fund this, just understand that those are three factors. And then again, there's three groups. There's training, sales and marketing. All three of those groups need funding and need to understand what their roles are and how they should work together. Sean Doyle [00:05:37] So where should sales enablement report? Sales enablement, if it's led by sales, has some advantages because it's aligned tightly with sales leaders. Sales tends to lead by example and gets things done. Sales tends to focus on things that close deals and they're typically good at getting resources and funding. Most executive teams respect the SVP of sales when they're asking for funding. Perhaps it's because of that direct connect, at least in their head of sales closes deals and that is true. Marketing typically doesn't close deals. However, marketing should be supporting deals all the way through the cycle. So what are the cons? Yeah, I think if sales enablement is led by sales, it tends to exclude training and it tends to exclude marketing. Maybe not its full extent, but at least to some development and sales enablement led by sales can tend to look like it's being done for sales. Therefore, it's just another sales program. But remember that definition of sales enablement? It's the integration of all three departments and areas. And each is equipped to do a different thing. Sean Doyle [00:06:50] So what if marketing led it? Well, that would be great because it would align with content planning, content teams, marketing early stage to some. Perhaps a really good marketing team that's equipped late stage tools. The role might tend to be more agnostic. Cons: However, marketing can tend to forget the skills that it takes to close deals. Marketing can create a lack of alignment because it's more focused on what it's doing and not necessarily aligned or understanding what sales does or how training might fit. So I think there's some pros and cons there, but it's just good for you to consider. Sean Doyle [00:07:32] And then finally training. What if training leads? What if H.R. is in charge of this? We see a majority of sales enablement efforts coming out of training. I think it's because they have this view to see the universe and look at all the different areas and identify how we could train up and grow and improve. Every department and it's that view, that omni channel view of a business and the way it functions that allows them to initiate these ideas, these programs. So, you know, the pros of them running it is them doing the intake, them doing the higher for the sales enablement leader, for them doing the higher for marketing team sales team and even their own training staff and them understanding a sales enablement plan allows them to hire to it in a way that creates effectiveness and employee retention. They already are core to a common language and used to a role of training and getting everybody on one page. And typically training tends to be process driven. Sales and marketing often are not process driven. Sean Doyle [00:08:46] I'd also say as a quick aside that sales tends to focus on short term objectives. We've got a cover plan for this quarter, for this year... Marketing should have a longer view (well done marketing should at least). Marketing, looking long term, looking at positioning, product development. They should be thinking four or five years out strategically. Not short term. So there's weaknesses and strengths in each of those roles. Training can take that all into consideration and be process driven. So the cons: training doesn't think like a sales team. Training doesn't think like a marketing team. Maybe the idea there is training could have a specialist who really takes time to learn sales and marketing. Sean Doyle [00:09:33] So where for you? Where should you have this led? I'd say the executive, the owner, the principals to who we typically work with. They should look at all three of those roles. Consider the pros and cons. We'll be glad to interview to help you make that decision. But choose one of those three. And I tend to kind of like the idea of training leading it. Because of that process driven model and methodology. Sean Doyle [00:10:00] If I can take one more quick second, I'll share with you what I think are some important metrics that you could start to measure, and this will give you an insight to why sales enablement is important. So if you don't have a great metric system, if you're this emerging company and it's time to finally identify what we're going to measure so that we can improve on it, we look at the following measurements in sales enablement. Quote attainment, win loss ratio, win loss rates, sell cycle time, how long is the deal flow deal size, time to ramp, employee attrition, content effectiveness, employee engagement. And then we always look at sales barriers. We have a sales barrier analysis that identifies where there's barriers and then the following year we can identify if we've broken those barriers down. That's an ongoing process. Sean Doyle [00:10:57] OK, so I had us wait a second. Because I wanted you to hear these ideas. This is what went through my head. You ever have that thing where after a conversation you think, "Oh, that's what I should have said?" Well, this is the way I got to do that. I want you to enjoy the conversation. Again, it's focused on a smaller emerging middle market company. Somebody who hasn't put their toes into the pool yet, but they need to get these ideas and explore them. So I guess from here, I'm going to go away and get back to the business here. Will Riley [00:11:31] Sean, you are totally awesome. Sean Doyle [00:11:35] Yeah. Thanks Will. You're welcome. Oh, that is Anna Svarney and Will Riley. They are guests today on Aligned, a podcast where the executives of middle-market companies looking to improve their sales and marketing align. You know, a highlight today of the conversation was the practical and actionable ideas Anna and Will shared about sales enablement. So let's dive in. [00:12:01] So we really are rolling. We're speeding. Welcome to Aligned, I'm Sean Doyle, your host with Wil Riley, the Director of Sales Enablement at FitzMartin. Anna Svarney is the Director of Client Services. Sean Doyle [00:12:34] So today what we wanted to do was have a conversation about sales enablement and this is a follow up to a webinar on sales enablement, Will, that you and I did with one of our clients, who has experienced sales enablement, seen the results from sales enablement, can put an ROI on it. And after that, the conversations and questions came about. Maybe we need to dive more deeply into this. So today I want to define what is sales enablement. Why is it important and then how is it practiced and maybe even who owns it? Like who are the responsible parties in the business? That or the organization that should be involved with this? This practice, this conversation. First question, who owns sales enablement? Who in the organization should be listening to today's conversation? Will Riley [00:13:28] Yeah, I think it varies from client to client. We've seen it where depending on what the resources or staffing situation is within an organization, it actually is a sales enablement director, someone that focuses on that. Will Riley [00:13:44] Sometimes its marketing led. So the director of marketing plays a bit of a role in sales enablement or someone from the sales force comes in and actually takes ownership of that. We've not had one client with a repeatable internal process in terms of who is the owner. Anna Svarney [00:14:07] I also think it varies depending on how your organization is set up. So, you know, if it's a smaller organization that has maybe, say, a director of marketing and a vice president of sales, it's really going to depend on those personalities and what their role really looks like, who might own that relationship. Anna Svarney [00:14:28] But I'd say it's going to be the person that's the leader in that area. There are organizations, bigger organizations that have a true CMO who that might be the person that is responsible. Sean Doyle [00:14:39] So it seems like your answers are kind of on an as-is basis, sort of all over the map. There's no consistency. Which leads me to question, why is this even a new thing or is this just a new name on the way things used to get done? Why are we even having this conversation about sales enablement? What is it? Let's start with what it is and then answer the question, is it new and who was doing this role in the past? Will Riley [00:15:03] Yeah, I think there's a little bit, just as we've seen with inbound marketing or lead generation, we pick on sales enablement as the new buzzword in marketing and sales. I don't think any sales rep ever has not tried to sell more fish effectively. Sean Doyle [00:15:24] So here's a guy we'd be having this dialog about marketing automation technology. Really? Really. And then two years later, there's 400 options and we're worn out by it. Is this just going to be a flash in the pan like MAT? Marketing Automation isn't a flash in the pan, right? It's still around. It's just not a hot subject. Will Riley [00:15:44] We're seeing it, as you know, in sales meetings that people are asking for this. And I know it's different. I don't think people have asked about this in years past. Sean Doyle [00:15:54] What do you think? Salespeople are wanting it? Or Sales VPs? Who's asking for it? Will Riley [00:16:00] It's usually a VP or CMO level. It's not someone, a director or at a coordinator, someone that's in charge of a department or leading the cause in an organization. When is the first time you heard of it? Gosh, it probably was. Sean Doyle [00:16:16] I mean, within the last couple years that phrasing of sales enablement and it came out of your roots and expertise in marketing automation. Will Riley [00:16:23] It did, absolutely. Because so much of marketing's role is helping sales and the sales department, salespeople. And I think we were short sighted as marketers to only say that it was lead gen or demand gen. You're even saying words like pipeline acceleration and things like that evolve from marketing, focusing on the technology piece of it, because if there's no infrastructure, then we can't really help sales sell more effectively. Sean Doyle [00:16:52] Interesting. Okay. I love the word that you used: helping. I hate that you acknowledged that we didn't know about this two years ago. But that's reality. I think it has definitely come to a heightened awareness. Let me take a second to read the definition that I have in front of me at least. Sales enablement is the process of providing the sales organization with the information, content and tools to help salespeople sell more effectively. Sean Doyle [00:17:23] So the foundation of it is sharing information. So as marketers, it makes sense that we're sitting in the middle of that because early stage, if we want to break things down into early and late stage, early stage, we're the first people as marketers to get information. Right. Some salespeople are going out and finding early stage leads. But most of them want marketing to provide a lead. Sean Doyle [00:17:45] So out of marketing automation technology, this idea of and pressure on marketing to provide leads came about. But then and I know, Anna you've dealt with this, lead quality is the next problem, right? Anna Svarney [00:17:58] Yes. [00:17:58] So marketing automation maybe was insufficient in that. Anna Svarney [00:18:03] Yeah. And I think that the people that jumped on the inbound and marketing automation craze a couple of years ago, it makes total sense to adopt that as part of your marketing strategy. But in some cases, it was a little bit shortsighted in that it did not take it to the next level of lead quality. What happens when that lead gets passed off to sales? Anna Svarney [00:18:27] And are we closing the loop and seeing if anything come of these? So many companies, marketing departments, are just focused on a number of leads. And so I feel like the sales enablement is a buzz word and it's something we've been hearing a lot of and it's relatively new, but it's that next step in maturity for an organization. Sure, it's standard operating procedure. So I don't think it's going to go away, but it's something that you have to have the maturity of mastering inbound marketing and lead generation before you can really even get to that point. Sean Doyle [00:19:03] So maybe it's one of those things when you're interviewing an agency or a marketing director or an SVP of sales, you're listening for this phrase, you're listening for this methodology. And if they're unaware of it, they probably don't have the foundation to lead. Anna Svarney [00:19:17] Yes. Right. It indicates where they are in the spectrum. Will Riley [00:19:22] I think that's interesting. Where it really works the best is when an organization is sophisticated, meaning that they have the right tools, technology in place. They have a marketing department. They have a sales force. And there's a regular cadence of meeting, sharing, ideas, collaborating. Sean Doyle [00:19:41] So Will, I know you're working on this thing to be named later. But we've been dubbing it the Marketing Maturity Index, and you're building an algorithm of sorts to figure out where an institution is in its marketing already. So what I'm hearing you say is that there is a baseline of maturity, understanding that you need to have. I want people to go to look at themselves and say, you know what, I have A, B and C, maybe it's time for me to start thinking about sales enablement. What would be that foundation? Maybe it's even just technology. Anna Svarney [00:20:13] Yes, I have a CRM system. I have a MAT system in place. My website is generating leads. If you're doing those things, then yes, because where do those leads go? Right? Sean Doyle [00:20:25] Can sales enablement work, little rabbit trail here. Can sales enable network if marketing doesn't produce leads? I guess in essence it could be. Is it still providing information? Anna Svarney [00:20:36] It is still providing information. So it's different. I think the most common way we see it is through lead generation. It certainly can exist without lead generation. It's just a different avenue. You know, we talk a lot about in our framework for sales enablement, having an SLA or service level agreement between sales and marketing. Marketing is going to produce this many leads and sales is going to close this many or whatever it looks like. So you'd have to just get a little creative and think about what that looks like, you know, at the very minimum. It's at least having a weekly, monthly touch base on things like: What are you hearing from your customers? Does this message resonate? Will Riley [00:21:20] Yes, I think to your point Sean. Whatever channel is producing a lead: a service, the website, if it's a paid effort, because wherever we're coming into sales organizations, what do all of them go to? Trade shows. That's one of the number one provider of leads for them. And anyone that we've interacted with said, "I need feedback on these trade show leads, are they any good or not?" They're asking the same questions when it comes to digital or marketing efforts. So I do think that there is a role to play, even if you're just utilizing some of the traditional marketing channels like at a trade show and prevent something like that. Sean Doyle [00:22:03] So marketing director and SVP of sales and the sales enablement officer walk into a bar...there's a joke here I think. Sean Doyle [00:22:22] So what I'm hearing is a kind of an insider tip for the practice of sales enablement. Sean Doyle [00:22:28] And that's the SLA. That's brilliant. I love it. The idea that both groups have to make a commitment, but they're doing it jointly because historically it's very siloed. Right. You've got marketing is doing its thing. Whatever they do in sales is doing its thing. And the CEO always pays attention to that because it's closer to revenue. And most companies have this last touch attribution model. So sales typically gets all the credit and marketing executives. And maybe this is an exaggeration, but they know they should be doing it, but maybe not. Why? Sean Doyle [00:23:03] So earlier you said something about a closed loop attribution which technology has enabled. So what you have to have to do sales enablement, a technology platform that would allow you to follow an individual lead through to revenue and then to beginning a dialog between sales and marketing at the strategic level. We're going to agree to serve each other this way. I doubt of the people listening. Many people have a marketing team that knows exactly what sales is doing, where they are, or vice versa. A sales team that knows or even cares what marketing should do. That's probably an episode later for a dialog about what sales cares about why marketing and sales have been siloed. I have this belief system that marketers typically don't know how to help sales late stage well enough. And they have lost the credibility of sales. Sales enablement I think could face a barrier from most marketers. Not necessarily. The sales team wants more information, more business intelligence, but maybe marketers trying to step up to that bar. That SLA is great because it would tie you to a commitment. Marketing probably always gets attributed with "Oh you are all the guys with the earrings and the long hair and you just have fun and do whatever it is you do. We have to do the real work out there, selling and make making revenue happen." And so I love that idea, that SLA idea. Will Riley [00:24:33] Yeah. And I think to your point, I mean, there are barriers from the marketing team because they don't know. They may not know how to sell or have never sold before. So one of the first things that in terms of an intake or onboarding is you've got to understand your sales cycle, your product offering. What's the LTV on a product? I mean, a lot of these foundational, SVP, high level of data. Well, now the market for us to understand that just as well as they do the different channels and technology on how to get the message out. So in some ways, it's a lot harder. To get that started, because there's just a learning curve there of internal structure, processes, systems. Sean Doyle [00:25:22] Well, that's good. It takes effort to do this. Why? Why should somebody listening even start exploring this? What's gotten y'all the most excited? The results you've seen or maybe a way marketing has been able to impact in a way that it hasn't in the past or a way sales embraced marketing. What are some success stories? Anna Svarney [00:25:41] I can think one recent success story we have with a client where for a long time marketing has been pretty siloed. The website was generating leads and sporadically we'd get feedback from sales or upper management: "Oh these leads are crap." Anna Svarney [00:26:08] But that feedback wasn't helpful. It needed to be more instructive. But recently with that client, we've had a little bit of a breakthrough and are getting on the phone weekly with their number one sales are up and vice president of sales brainstorming ways we can target some late stage prospects that are on their short term sales horizon and getting the feedback and hearing - it's like a barrier has been broken down. And they are speaking to marketing as they would another salesperson. So it's like the perception has changed a little bit that now they do see value in what marketing can do. And because we have become so ingrained with them and we understand their sales process, they trust us, and they are going to work with us that way. Sean Doyle [00:27:00] I remember one of the that client you also built a website designed specifically for late stage leads and Will, I think you built a way to communicate only with the executive officers of the target companies. Absolutely. And this is a website that if you Google it, you couldn't find it. It's just I mean, it's not that it's unpublished, but it's not designed for someone to explain who the company is or what the products are. It's designed to meet the needs of a late stage prospect. Will Riley [00:27:29] There was one particular pain that we knew that prospect was dealing with. So that was information that we got through sales. We were sitting around during a monthly marketing report, and we were mentioning some of the benefits of cookie and IP based targeting and how we've done that with other clients and that we should implement that there. And it immediately became an ideation session. It immediately became an ideation session with the CEO. And that led to this whole campaign and effort. Sean Doyle [00:28:09] And so sitting at the table, sales was their marketing was there, the executive leader was there. So you had this great powerful way to move into which is such a better plan than artists and writers kind of throw in some clever ideas or headlines. I mean, that just elevates us as a profession. I love that. Sean Doyle [00:28:27] So rewinding briefly, Anna, you said something about understanding what we call cognitive marketing, a consumer decision journey. Now, in our philosophy, we believe a lot of people understand the consumer decision journey. They don't understand necessarily all the examples of when or where specific tactics and techniques powerful and when they're not. For example, creating awareness with a late stage prospect is meaningless. So that's wasted money. But creating a helping relationship or a pilot project to give a kind of a taste and see attitude or deep testimonials. Those are late-stage tools that are ineffective early stage. So not only do you need to have an agreement on the consumer decision journey, which at your company it's probably called a sales pipeline or somewhere along the path you've experienced the process of defining – here are the steps people go through when buying. Sean Doyle [00:29:32] And anybody is welcome to use our model, the cognitive marketing model - we'll give it to you for free. And it's just a good basic tool that processes or that next level. And that's where that powerful marketing comes in. And that's with sales enablement comes in. And then we call them the nine arrows in the quiver of our toolkit. So those ideas are probably a little bit deeper. So I think we've done a great job of introducing sales enablement, but we've not done a lot to help somebody know what to do to do this at their office. Can you all stay in the studio for a few more minutes and we could continue this? Sean Doyle [00:30:17] Okay. Join us again for the next episode. Anna and Will and I are going to continue our conversation of practical, interesting insights, stuff you can take back to work and apply to your sales enablement thinking today. I'm Sean Doyle and this the Aligned podcast.
Subscribe & Download Listen on Apple Podcasts Listen on Google Play Follow us on SoundCloud Listen on Spotify Guest: William Roberts & John Holmes https://youtu.be/TNCO58o7wJI Episode Transcript 00:04 Ramesh: Hello everyone. Welcome to one more episode of the agile entrepreneur video cast and podcast. And this is your host, Ramesh Dontha. Today, with the very first time I'm going to talk to two co-founders, John Holmes and Will Roberts. Both of them are co-founders and executive partners at www.weworked.com. It's an online timesheet software company. They have bootstrapped it built into a company that serves customers in what, 120 countries. That is phenomenal. All right guys, John and Will welcome. 00:41 Will: Thank you. 00:41 Ramesh: So, John, can you introduce the company please? 00:46 John: Sure. I'm a little bit about weworked, we started, weworked about nine years ago. My time may be off a year or so. It goes back pretty fast, but not years ago. When I started, weworked we both worked for small companies and weworked basically as a time sheet invoicing payroll/ leave tracking software that we developed with the focus of small business clients. And it's kind of morphed into something much bigger. But from the beginning, that was the initial focus. 01:27 Ramesh: Okay, great. So Will how about you, if you could introduce yourself and then the side of the business that you focus on as well? 01:35 Will: I am Will Roberts; I am a cofounder here at www.weworked.com. I've primarily focused on the technical support team, database architecture, database management and some marketing. 01:53 Ramesh: Fantastic. So all right guys, so welcome. And so let's talk about the nine years ago before, right. So that's when you guys started. And how did you decide to start a company? What were you guys doing before that? So let me start with Will. So what were you doing before you guys started www.weworked.com? 02:14 Will: I actually was, I had started my own consulting firm, I think back in maybe 2005. And I was, you know, pretty much serving as a contractor to the federal government. 02:32 Ramesh: I see. So John, how about you? What were you doing before that? 02:36 John: I was a software programmer for small businesses. And I did some government contracting work as well. 02:47 Ramesh: Okay. So then how did you guys meet up and then how did the thought of starting a company come, who started and then who followed up? 02:57 Will: Well, firstly we met on the job. 03:02 John: Yes, we both met probably back in 2000, 2001 we were both working for a smaller tech company that created software for the government on the department of transportation. And Will and I kicked it off right away from beginning. So years later after Will started his business and I was probably two jobs moved from where we met. I had reached out to Will regarding weworked. So its kind of, I kind of had the initial brainchild of it. I was out of work for a few months and sat around thinking about what I could do to kind of change the projection of you know, my future with respect to jobs and businesses. So having worked for small businesses most of the time, one thing that I noticed was none of the small businesses had in house Time sheet software. And it was a struggle for a lot of them back in the early two thousands, because a lot of the software was developed for large enterprises. So started working on it, developed a good starting point. And then realized I needed a lot of help to pull this thing off and went through my mental Rolodex who I could call upon and Will was the first guy. And that's how, that was in short. That's how it kicked off. 04:50 Ramesh: Fantastic. Okay. So let me ask you this guys. Whenever a software company like this gets formed and you have an idea for a product, the challenge is always you know,
And welcome back to another episode of the mind, George show. I pretend to be M&M and spit the intros off the top, but luckily today's guest. I happen to know intimately well, and I'm going to let you make up what that means, but I have my amazing friend here operational Ninja, man of the hour. Massive leader. built a business, sold a business, probably one of the hardest business spends this time, volunteering, helping people all over the world and really genuinely walks the walk. Well talking to talk. Well, nobody has any idea how big of a badass he is, especially when it comes to operations. So without further ado, my buddy Will good to have your brother.Will: George, thanks so much for having me, man. What an intro George: I told you, I gotta, I got to flow off the top and I even have a hat on backward to the guys listening, but you'll appreciate this. I got the best. I got the best comment on an ad today. We're running an Instagram ad, like to give value. And I don't know if it's a troll comment or not. Cause I'm wearing my hat backwards. He's like you never wear a hat to cover your eyebrows was his only comment. And I don't know what to do with it right now. I just don't.Will: It's one of those things about, I feel like any ads on social media, you're bringing out some really unique people you're providing value, but you also bring out some trolls. And when they're really smart trolls. You don't know if you're being told and you don't always know how to respond. I feel, I feel like a rookie. Like we tend to be professional in this space like you and I were both Marines. We learned the definition of tact, which is basically telling somebody to F off with a smile on your face without them knowing.So I feel like it's hard to punk us when it comes to like being tactful or passive aggressive. And like, I saw that this morning and I was up, I went to the gym at three 30 this morning. So this thing hit me like 4:45 AM when I left and I'm like reading it and I'm like, I can't tell, and I haven't had enough coffee today. There's not enough experience. Like I do not know how to respond, so I just screenshot it and I put it in my inbox. I'm like, I'll handle this later, but I don't know. It's just one of those things.Will: I will tell you my default even when you get like you know, the real angry trolls that, you know, they're trying to correct their life through a comment in a Facebook ad is just thank them for their comment. Hope they have an amazing life and then wish them. Well, I got taught a long time ago. You can never go wrong with killing somebody with kindness. And it lets a lot of times it ends up diffusing the situation. And if not it usually plays out kind of hilariously. George: And it's actually kind of, I kind of teed you up cause that's what I do. So the perfect thing here, and I don't know if you've listened to any of these and if you have, I'm going to throw a curve ball or maybe not. But I have a question that I always ask. What is the biggest mistake that you have ever made in business? And what did you learn? Will: The biggest mistake I've ever made in business? Great question. And I do know what it is not a, this might surprise you cause we know each other so well, it's not an operational thing. It's not a strategy or a marketing or sales thing. The biggest mistake I ever made in business was growing my business to grow my business. And what I mean by that is I was running away from all of the stuff that comes with a decade of combat. Catching up with me and I was going as fast as I could. Good to ignore all the stuff that was nipping at my heels that I didn't want to deal with. And you're probably the best I know at personal development for entrepreneurs, anybody. So you understand this well because you do this so good with people, but deciding to grow my business, you don't make good decisions when you're not centered in why you're doing them.So that is absolutely the biggest mistake. I mean, I could talk about the repercussions that happen over the next 18 months and rebuilding from that and all that stuff, but we could probably keep it there. George: And so when you, when you think about that and, and thank you and just for the record best, because I've made all the mistakes and I made them enough times that there were only two options. I was either going to end up. Bankrupt and dead, or I had to do something about it, so that didn't happen to get it. And luckily the latter happened. I have a beautiful family and a child and a life that I love now, but it doesn't mean that I'm not battered broken, covered in stitches and staples to get me here. And so when you, when you think back on that, cause actually Will, I mean, you and I talked to a lot of people, we talked to a lot of people about as, as people come to us and.This is like veteran thing too, especially in the state of the world. Now we're like, you guys know how to handle pressure like this. You guys are standing in it, right? Like, how do I handle this? How do I handle this? And you know, it's along the same lines, what you just talked about. But when you think about that, like, what were some of the like triggers or the inclinations that you found that you were able to catch yourself doing it. And then what do you do now moving forward to where you, like you're operating in business and you don't dive into the business to disconnect, or you don't go check the box or be on social media because you're avoiding something else?.Like how do you navigate that now? And what advice do you have for people that are feeling, you know, the ambiguity of the world or the uncertainty, the world.Will: There's a decent amount to unpack there. So right away the triggers. You know, one of the triggers is I remember I had a client who came up to me. He's like, Hey, I think I saw you out there, like 30 minutes ago, riding your motorcycle was that you? And I was like I was riding my motorcycle about that time so that could have been me. Why do you ask? He's like, Well, you weren't wearing a helmet and I think you were going roughly a hundred miles an hour in between cars. And I realized that would still started to catch up for me. I push myself harder and harder and harder. So what I've found now is that a trigger for me is the second that I'm trying to go do something physical or typically adrenaline producing for me. I look at it and all right, cool. You know, I've got my routine and I, and it's incredibly healthy, but is there a reason why I'm doing this right? Is there a reason beyond it's just a cool story and I'm a maniac and enjoy that stuff or is it because I'm trying to avoid the stuff that's trying to catch up.Because if it's the ladder things probably work out too well for me. So what I'll do is I'll take a step back and I'll go, alright, instead of ignoring this and we've all had this happen, right? I'm sure we all have. I like to you. And I know you do to get your inbox down to zero every day, even still after years of doing this and teaching this occasionally.And I don't know if you're like me, George, occasionally I'll have an email or two that sits there for the whole week. Because I don't want to deal with it. I mean this happens to the best of us, right? Like nobody's immune from it. But what I look at is alright, if I were to just ignore this, what's the worst case scenario.It's probably not great. There's probably a reason why I decided to keep this in my inbox instead of just clearing it. So that's not an option. I go, alright, I'm making this out to be a big deal. If I didn't make this out to be a big deal and I was better at this, or I talked to somebody who's better at this, whatever the thing is that I'm trying to avoid, which is probably just I don't necessarily know the process yet and don't have the way forward.You know, we're, we're both similar. We talked to a lot of people. We're incredibly extroverted. We have great networks and a lot of crossover there, which is awesome. I can probably reach out to somebody in like 10 minutes and have the answer to this. So what's stopping me from doing that. Nothing. A great example of this Eric.So the cashflow doctor, there's nonprofit, I help out. Yeah. And I know, you know, this called force blue, but it takes former combat special operations divers, and then repurposes all of our skills and training to protect and rebuild a coral reef and do environmental ocean restoration conservation worldwide.Well, dude, we were having just a hard time getting the PPP, getting that stuff set up for the internal team there. And a man, we went through like a month and a half of this. I'm like guiding them on every step of the way I reached out to Eric connected the chief operating officer over there. And within like 30 minutes, we had the application submitted and approved.And sometimes you just have to remember like, Hey you don't have to figure out everything yourself. It's okay. You don't know this. You probably know somebody that does, or you probably can Google it and like in15 minutes. So just take a step back, walk at the time, get it off your calendar. Because it's running in your subconscious, your brain anyway, just knock it out.George: I got the way that you unpack that is so golden and like, literally as soon as you said, was that you on your motorcycle? And like, I know exactly what will was doing. It was either a really 120 and I would have responded, but like, no, it was actually 130 next time, you know, get it right. You know, cause we get it there but what, what you said that I think is so profound well and something that, and. Actually two things, two things that I really want to like hammer home. Number one is when you said, you know, get it down to it inbox zero, but none of us are immune. Like I love how humanizing that is because you know, for me, for you, for everybody, you know, There's a reason. Like we call them goals and we try to achieve them. But this like path to perfection becomes an obsession in itself that actually distracts you and becomes the new obsession. And so I love that. You're like, yeah, sometimes they don't get their media. Yeah. Like I have 12 and they're pro and the funny thing is, is they're not big things for me.They're kind of like those little nagging ones right now. And I don't have my assistant with me right now. And I'm like, okay. I'll do it later. And then I've even snooze them like 20 times.Like I have, I did have one, like I had a record last year. I had one inbox, one email in my inbox that lasted probably like 14 months and every like two weeks I would sneak in for another two weeks and another two weeks.And then finally I was like, I'm just deleting it. I just screw it. I'm just deleting it. I'm not doing it. It's fine. But then the other thing that you said Will and I think this is really important to remember is that none of us are in an echo chamber. And in my experience, the worst thing we can do is we're stuck up in that is to kind of stay in that alone.Like I'll figure it out or I'll do it later. And to summarize down to what you said, I think the most, the important thing to do is to take an action and not freeze. Like ask for it, Google it, YouTube it, write it down, change the energy, change the platform, do something with it to get into momentum and movement which obviously you and I help a lot of people gone through with our PTSD and our, our other, their stuff. And so I love that. So before I go any further, because everyone's probably already in love with you, where can everybody find you social website? Like just let everybody now, so we can say it a hundred times. So they're like programmed to find you in this episode's over.Will: So if you're on social media, I'm on Facebook. I'm on Instagram, LinkedIn, usually most of my profile pictures are just my goofy face or my goofy face with my beautiful one year old daughter who just turned one yesterday, my dog and my wife. Then if you want to check out the website and kind of see what that's all about, you can go to warriorsguidetobusiness.com George: I will justify and validate that his daughter is absolutely adorable. So happy birthday to her. We've been friends since before that, and it's been amazing to witness and you'd be an amazing father. So I absolutely love that. And just so everybody knows as well, Will can you talk about force blue just real quick. Cause I think it's really important you know, as a veteran myself. A lot of people ask me all the time, like how do I support veterans do and what you do and what you guys do, I think is absolutely amazing. So everybody hears what is this and what you guys do. Cause it kind of went over really fast. Will: I'll go over kind of the higher level macro view, which we've talked about this for hours on end over good wine which is always fun. But kind of the macro this is the biggest, the issue I see right now in the veterans space. This it'll sound weird because it's got the most awareness. It's not the 22 a day number. It's actually dwelling on the 22 a day number. And what I mean by that is if you guys have ever thought about the worst thing that could happen to you all of the time or in your business or any of that. What ends up happening? You're flirting with that thing the whole time, or you're fighting against it the whole time. And kind of what we're doing at force blue and what I believe the pathway forward veterans is actually modeling. And promoting and really putting a spotlight on success stories and what that looks like and the way forward. Cause it's one thing to say, this is going to sound really blunt, but being a veteran, struggling with this stuff, and then, you know, going through a lot of this stuff with a lot of my other friends and over the years.The goal is just not to kill yourself. The goal is to be a healthy, both physically, mentally, emotionally being able to step back into society as a productive member. And then being able to send kind of through that with the skills that we have, the experience that we have to be a leader. And then turn around and give back to those that are behind you in your journey.That in my mind is the pathway forward for success for veterans, combat veterans and really going forward. And one of the things that force blue is doing which I just love and big shout out to the cofounder Jim RitterHoff, Keith and then my longtime friend Rudy Reyes. One of the best, most legit human beings on the planet. Wild men, but just absolutely legit a hundred percent of the time.But what they did is as the story goes they were in the Caymans first time Rudy had ever dove during the day, he kind of fell in love with it. Talked it over with Jim who was ran an ad agency in Manhattan like big promo stuff like working for fortune 100 corporations and countries and stuff like that. And making promos for them. Keith, who was 25 years I believe in the coast guard is a rescue swimmer. And then Rudy and Jim and Keith were super into conservation and they kind of filled in Rudy what it looks like with coral reef. And it's not a great picture and it really needs awareness. And it needs a team of people that are highly specialized to going, especially after things like what happened with hurricane Irma in Puerto Rico, where basically a 3000 pound coral reef broke off.One of the Archie is what the locals named Archie had broke off, falling down onto a shelf. They thought it was gone forever. I mean there was people crying on the shore over this because it just would have essentially ruined completely this environment underwater. And you would have lost it. Well, force blue came in, lift bags, lifted the whole thing up, cemented it back into the ground. I mean a 3000 pound coral had think about that at like 60 feet underwater lifting a backup to 30 feet, putting it on the shelf so many and in place, making sure and come back. Like it's not an easy task. So not only are we going in and doing this really important mission with ocean conservation especially in core reef which is really endangered worldwide right now. We're also taking guys in them through and giving a little bit more or purpose post-service to our skills, to our training, documenting it, which there's a documentary. If you guys have Amazon prime, you can check out Mercy Love and Grace. It's the story of our first deployment and training deployment and kind of how we got off the ground.And because Jim came from video production, I shouldn't be doing all that stuff. It's actually pretty compelling but you guys can check that out, but that's, that's I probably more of a snapshot than you were looking for George, but that's what force blue does is it's not only giving veterans a mission and it's given really a mission of ocean conservation, the skilled workforce that need, but we're documenting a model that nobody else really has brought a ton to the forefront.There are people doing good work out there, like a team room account and some others. But I think the more that we can document that the more we have a pathway forward, the better everybody is George: And not more of an overview. And by the way, guys, I've watched that documentary a few times Will and I we're close. Like we really know each other. We've had many tears together, many hugs and many of them. And it's a, it's really compelling, but, well, the reason I wanted you to tell that story is because, you know like what you said in the beginning, like the biggest mistake that you ever made. It was building your business just to build your business.And, you know you have your hands in a lot of pots, but one of the undertows of every single thing that you do, and the reason that you you're successful is because there's always something tied to something greater than the business itself or the conversion or the transaction, or even the customer.Like you have the ability when I love about you is I'm like, Hey, Will this is where I want to go 38 years from now. And you'll give me a step by step over the next 38 years of like, exactly how to get there. But the thing that you do so differently than everybody else, and what I love about this and the work that you've done, like in that operator mindset is that your come from is always the heart. And like force blue in what you just talked about is the same thing about entrepreneurship. Like we're literally talking about. You know, the mistake was running a business to run the business and then that me down a bad path. And so I don't end up in an echo chamber. And what do I have to do? I have to unplug, ask for help, have a bigger impact. And they're all kind of tied together in that same vein. And so when you think about that now, When you think about, you know, entrepreneurship, when you think about what you do which by the way, guys, just to everybody wondering will really is like an operational Ninja. I don't know a better name to tell him that. And he's gone through many business names. I liked the other one, but we'll leave it. Cause he has a new one, which is Warrior's guide to business. But when you think about that too, for everybody listening, like what's one thing that you would like advise. We coach people, we talk a lot of people about this, right. At times like, even right now. Even just 30 days from now can feel insurmountable to people. Like we're on loan money. We have uncertainty, the world things are getting shut down. Like how do you recommend navigating that or how do you guide people to navigate that, to stay really connected to like the why and the purpose and greater, and kind of stay out of their own way? Like what would be your advice for that? Will: I mean, I think it would be twofold there. One you know Simon Sinek nailed it better than anybody else. And everybody uses his quotes. Get to know why you're doing it. And a lot of times, especially as entrepreneurs, we are the absolute best at convincing ourselves that we're doing the right thing. Even when we're not, we do it better than anybody else, because we're used to lead people. We're used to making stuff out of nothing. And it's usually not like until 18 months later that we figured out like was something's wrong. And now I realize what it was. And I totally talked myself into that.That was a mistake. We've all done. It we'll all do it. Forgive yourself. Move on. Which leads me into the second piece. A lot of times we end up committing. What ends up happening for us as entrepreneurs is we end up going. What's the most excited about right now, as opposed to the thing that I need the most right now. And the biggest difference being usually we want to either learn something brand new. We've never learned and incorporated, which is going to be a learning process. And that's okay. I'm not saying don't do it. Or we just want to keep doing the stuff that we're really, really good at and not do the stuff that we're not good at. Even though that's the thing that's going to grow our business the fastest.So when I look at this, I look at lead generation lead nurture. I look at sales, then I look at customer happiness. So you know how do you measure that and whether it's an NPS score or, you know, just talking to your customers, fancy that. A lot of different ways and then customer longevity. And then I look at operational excellence, which is, am I having to do everything? Or do we have systems that really work right. Once I had to look at all that, I go, all right, cool. Where are we stuck? What's the thing we need right now. And by the way, this is going to be different at pretty much every stage of your business.The folks at base camp that I used to kind of plan in 90 day cycles. What I've found is like, typically you end up kind of forgetting what you said at the beginning of the first entrepreneurs we tend to move pretty quick. We tend to like going all over and at the end of the 90 days, you're like, I don't know what I set for my revenue targets. I kind of know what I set for my client targets, what projects we're working on. Did we finish that? We finished that. So I really liked the way the base camp does it, which is basically you do six week. You identify what you need. And then you go, all right, cool. It's lead nurture. Here's a great example that I talked with a lot of business owners about, and I'm sure you can do Facebook ads, but we're barely breaking even. And I'm not really sure what to do here. What do I need to do to get my Facebook's really humming, and my response is. Do you need to get your Facebook really humming? Is that where your customers are or do we need to start looking at different platforms? Kyle was a great example of this. So my business partner, Kyle Bergquist and I. We own a larger company called Serving Impact. And then we have a couple of brands underneath that. Well we kind of unlock stuff for the Warrior's guide to business for the brand that I'm the face of But the brand that Kyle's the face of it just wasn't clicking. And we were like, I don't know, we just kept iterating on Facebook ads. We're getting some sick, not really enough to justify it. And I think our tendency as entrepreneurs is to just double down and go, I'm going to figure this out no matter what, as opposed to instead of just continuously going, trying to break my way through this brick wall. Why don't I just explore that door over there? That's going to get me to the same end result and figured that out. We figured out a crazy organic LinkedIn strategy that's working like gangbusters now. Facebook was the wrong platform for that audience. Instead of consistently looking at how do I double down and figure out stuff look at?Is it the right place for me? Do I just need a little bit more time here, but question your assumptions on if you're in the right place or you just like a lot of us. Heard it at a conference got told it, or you saw it as the easiest way forward for something like you know, longterm plays like SEO or figuring out a little bit with a new platform.George: I so I have a lot to unpack, but I want to sink in a few things that you did. Like, I want to be your height man on quite a few things in this one. So I'm going to. The first one is when you said like it's normally one of two buckets. And you actually close that loop at the end to like something you heard at a conference.I think the most important thing to remember is that our jobs as entrepreneurs are to be information collectors, we can ask questions and look at it through the lens of our business. Is this a possibility? Does this fit in? Is this where my audience is going to be? And can we do this? Is this worth it?And what you said that prevents most of the time, it's like we're either get stuck or romantic about what we're doing. So we have this confirmation bias and this level of endowment that feels almost impossible to break. Or we pretend we don't have that and we ignore it and we get excited about shiny object syndrome and we just stopped driving the car that's going 75 miles an hour down the road and expect it to drive itself. So those are the two things, and I think it's really important and imperative to talk about that just not even to talk about, but just the think about when you're doing these things like. Entrepreneurship, what we can guarantee you is that it's going to be different every day. Customer Journeys are different acquisitions. The world, like we have more variables in our lives as digital marketers and entrepreneurs that are out of our control than we have in our control. And so we have a box that's made for us based on the media, you know, socioeconomics, the state of the world, and we got to fit our way into it. And so I think the takeaway for that, that I heard you say Will that I just want everybody to be present too. Is that. It's not necessarily about doing anything. It's about understanding what your tendency is and then hitting the pause button and really like auditing what you can or can't do. Cause you might default intothe world is stressed. I'm going to go do this. Or the world is super stressful. I'm going to keep doing what I'm doing and keep my blinders on. And so I think pulling that rip cord, per se, since both you and I skydived, like just literally pulling it and like that. If you've never been skydiving let me just tell you that. I love that feeling when you're going 160 miles an hour. If your head down, you flip over, you pull it, you go from one 30 to 10, it's like, Oh, I'm alive again. Like, I think that's what we need to do. Would you, would you validate that for me just for my own egoWill: A hundred percent and I would even go a step further. And say depending at your stage of business, that pause to question. If it's the right place for you is either going to make you an additional hundred thousand dollars or couple of million dollars, depending on where you're at in scale, because so frequently we'll take a step back and we'll either see a little bit more in depth. But everything in my mind, especially when you look at operationally and thank you for calling me an operational Ninja. I don't think I've ever been called that. If business cards were still a thing. I might put that on my business card. But they're not even if you put a QR code on there.But here's the thing though. When I look at this stuff, I pause and I say and then I go, if we were to run down this road, If this is worth it, what would it look like? And I just simply break it into stages because any piece it's going to kind of look like a Hill, you're going to kind of figure it out. Then you're going to figure it out kind of on the top. And then you're going to start coming down and you should see results on the other side. One way or another, depending on how you measure that, depending on what area you're focusing on, maybe more clients maybe nor leads, maybe more appointments, sales, whatever it is you do maybe more time in your week. There's a lot of to do this, but I break it down.So phase one let's take the LinkedIn example. Phase one is we need to figure out sales navigator, like let's figure out how to find our audience on sales navigator. And if you guys aren't familiar with that, it basically is a way to kind of search LinkedIn very similar to the way like Facebook ads allows you to kind of search and see how many people pop up. The difference being.It actually shows you those folks profile. So then you can friend request, those are connection requests on LinkedIn, send them a message. You can start to engage in a dialogue.So step one is like, How would we find our audience? And then how do we know that audience is working? So that's our first base. Like, all right we would search these parameters and then we would know it's working because you know, out of a hundred friend requests that we sent 50% of them get accepted. Like, I'd be okay with that 50 new people that I can talk to. George: So what you're saying is that it's not effective if you can't measure it?Will: In that most of the time you want to put a measurement on it with the caveat that I've worked with a lot of companies and a lot of entrepreneurs. And I know there's a resistance sometimes to like, Hey, whatever nerd, I didn't start this company to be stuck in spreadsheets. I started this company to help people.Will: What I am saying is you can't create a process and know it's working and being able to scale up your company effectively. If you don't know what success looks like youGeorge: And I'm saying this, I'm going to kick you all in the shins. If you do not listen to Will. I will hunt you down, playground, kickball in the shins. If you cannot measure it, you cannot effectively scale it. Cause you have no idea what is working or not working, which means you also can't adjust it.So a unit of measure is just anything that you are measuring against. Just get a control. If we sent a hundred DMS, if we get five responses that could be your unit of measure. We get a hundred DMS and we set up three phone calls that could be a unit of measure, but spaghetti doesn't stick to the fucking wall. Like, let me just say that pretty point blank for everybody. Will: I think so many of us were like, okay, cool, let's do this. You get down that road, right? You figured out stuff, you measure it. You know, next one in terms of LinkedIn, go through the process really quick. I send a video message. They respond back. We're now in a dialogue and whatever, one of the things, I mean this a little bit hyper specific to this LinkedIn exam. I always look at, you know, cold, warm, hot traffic. Most of us have heard that term, but I think so many of us because of kind of the proliferation of some really amazing marketers out there, sharing those systems. Think of it in term of a lead magnet to webinar, to either your sales page or, you know, appointment books. And in my world, the way I look at that is more of a strategy. So cold can be anything where I'm starting to get introduced to somebody. And they're like, they probably don't know me. They're a little iffy on me, but they're at least kind of paying attention. And warm is, I don't know, this guy might know what he's talking about.And then how does just, whatever the next mechanism in my world that can look like anything from Facebook ads that can look like anything from LinkedIn, where it's a connection request now that somebody who's, I would consider cool on their way to warm and then send a couple of messages back and forth natively in the platform, warm them up, and then bring them into a call to see if I can help.So, whatever that is, I always just look at strategy and tactics. Strategy is something that can apply really anywhere, any place in any time. And then tactics or something that's specific to a person, a place or a circumstance or situation. So all that being said I kinda break that down.We've got a process and it's kind of working. Let me just document this thing in a steps. And I make this rule. I usually start with written and then I'll break it down. Just quick, easy videos. So step one, audience on sales navigator. Search these parameters, and here's how you'll know you will successful. You will found practically to our people. And from there you're good. Export it into CSV, or just save it inside of sales navigator, as one of the searches. Next one, I'm going to go in there and I'm going to send them a message. So you can actually request usually with the message. Next one is I'm gonna send them either a voice memo. I'm gonna send them a video in natively inside of the app. So there's not an external link to click and it's going to kind of follow this structure and I'll have like a basic template in there just to see what's working and what's not. And then after that book can do the point.The reason why this is so important. If we go back to the example of don't double down on something that's not working because we're entrepreneurs that we could make it work. And I'll break through this wall. Sometimes it's best to look for somewhere else. Or sometimes you can look at the process. Couple of tweaks in there. And then all of a sudden your engine's working. You are often to the races and you're gone 70 miles an hour down the freeway with no headlights in sight and you are jamming, but you can't really know what's working and what's not. Unless you know the process that you're taking. George: I mean, if everybody listening, like this is absolute gold and I'd say across the board, my biggest mistakes as an entrepreneur were having my heels dug in that it had to look that way. And that was based out of fear because like, I didn't know any better or I was comfortable on one platform versus another one. And so whether you use this on LinkedIn or whether you use this everywhere, I think the really the part of this is an entrepreneurship is that we practice is you have to have a feedback loop. You have to be able to look at it objectively like, Oh, this worked, this didn't work. Let's try this different. Or let's change restaurants cause that menu just looks like shit. And I want something else to eat. Like either way you pick your analogy, but it works perfectly.For anybody listening to this and I know Will's of Mike Michalowicz's fan. Fix this next by Mike, I'd highly recommend everybody would that business hierarchy of needs. Cause sales is the number one, but it's, you have core critical parts in your business that are required for the rest of it to work.And the one thing that you said earlier. And this happens with time, my offers ready to scale, where do I get more buyers? And it was Justin Dolf who I read this and he said, Everybody thinks they're ready to have a thousand buyers a day. If you really were, people would be begging to sell your product for you. Not if you are looking for them. And it was like the biggest sting for anybody I've sent that email to cause now all I do is every time somebody asks me, I'm like, Oh, check your email and I just have them read it and I let that handle itself. But you know, what you focused on in what you said is like you have core competencies here. Like you have your operational excellence. You have, can this even scale? Am I doing every task of it or do I have a process? You have my customer satisfaction. You have my team satisfaction. There's a lot of critical things in play that are required for these things to scale, to not break everything that you've done.Will: And we'll talk about that for a second, George, because you're so spot on, man. We've talked about this a ton, but you know, I'm a huge fan of virtual assistance. . And one of the reasons is that process that I just outlined for everybody that's listening or watching this. What I then look at is, Hey, once I have a process that works, what steps am I involved in? And usually it's like, step one of coming up with something in the LinkedIn case, it wouldn't be the same. But here's an example. I put out a weekly video and then that goes out to my content team. I broke down that process created that process. They create a whole bunch of very cool stuff that looks way better than I could create cause I'm not a graphic designerfor social media. But what ends up happening is I script and shoot anywhere from a six to a 14 minute video a week. I used to break down and here's how we break that down. Here's how we transcribe it. Here's how we create that to quote cards. Here's the different video, all of that stuff. And I went through and did that process first after that, it's really easy once you have a process that works. Go to, post a job on whatever VA platform you'd like to use. And then from there I'm gonna interview three candidates. I'm going to find the right candidate. I'm going to onboard and train them. And then they're going to own everything. Pass video scripting me, shooting the video and uploading it into Google drive. Our video editor takes it, then they uploaded it to Vimeo. Then they put it in the page. Then they create 15 different pieces of content out of it. My total time is Wednesday morning for about 45 minutes. And part of that is when I'm walking my daughter, I just kind of scripted on a little scratch pad, actually that was mine from this week. It's that simple. And then I go forwardDid it take me long in the beginning? Of course it did. Is that scalable? Probably not longterm. And it's also not my jam and what I like doing. So why not bring somebody in to help with the load and then you can focus on what you uniquely do. And then you can do the things that have to happen each week. You can keep that train moving, but now you have enough time to actually go out, do the stuff that we all love to do as entrepreneurs.Read the new book, listen to podcasts, listen to the audio book, go to the conference, join the group, do the thing where you get to learn the cool news. And now you canhave the space to be able to implement that play with that. Have fun with that without spending. 70 80, 90 hours a week working. You can keep this down to realistically 40 hours a week and like legit and scale a company when you follow this process. George: And when you do it this way, then your team tells you to shut up because you're not allowed to tell them anything when you get back from the conference, because it's getting in the way of doing their job. And I always love that accountability factor. Will: And I know you're team well and a hundred percent that, yes, it's awesome. George and one of the things just so everybody knows, like the way that I think about this, when I coach people, advise people, if you do a process more than once, you've already lost. You have to document it. And then here's my favorite hack. I document the process and then I pay a VA to make the process, to then hire another VA to do the process. So pick right. Pick your posion but I will tell you that if you are doing anything repeating more than once, just open a screen record on your phone, I mean, on your computer and like, just document yourself, going through it and get in the practice of it, because you should only be doing the needle movers, right?This is Mike Michalowicz podcast. If you're going to go do it, listen to clockwork. And like there are certain things that only you can do that, move the needle in your business, and nobody else can do those and nobody else can replace it. And so if you're doing things that prevent you from doing that, there's zero way that you can grow and scale your business forward because the needle movers are not getting done.Will:And the other thing I'll say on that, George, like to echo this and to hammer it home for those listening and watching. Like there's stuff that's worked really well in your business. That would work really well. Right now. You've been in business for any amount of time and I'm guilty of this as well. You're not doing it anymore. And you might say, well, it's probably not working or it's not relevant. No, you just found the next thing. The next step I came at it, you kind of forgot that it was working that well. And then you flash forward three, four, five, seven years in your business and all of a sudden you're gone Why the heck am I not doing that anymore? I should totally do that. I can't tell you how many things I came across in my old Dropbox folder that I was like, why do we ever stop doing that? Because I didn't have these processes in place at this point, because a lot of this is learned from experience. Goerge: I can't even tell you how valid and relevant that is at this point, since you've seen me take back over my own social media and it's like The things like the next.So I have a challenge. I'll be listening cause we're going to wrap in a minute, but my challenge is I want you to listen to this and I just want you to take out a notepad piece of paper, set a timer on your phone. And I want you to just spend 15 minutes thinking Keith Cunningham, thinking time. And I want you to think about a couple of the things that you used to do that had a positive impact packed either on your psyche, your emotional state or your business.And I want you to figure it out. If you can bring one of those things back because for me. Will's heard me say this for years. I'm like, Oh, I hate writing. I suck at writing. No, I was too busy, distracting myself cause now I'm writing like 30 posts a day and I'm like on heaven. Like I'm like, I enjoy the process again. And so I think it's good. So Willl, I want to ask you something. I stole this from my buddy Stan, who I love to pieces and he always does it. What is one juicy strategy or tactic that like hurts your heart to give away? Like it makes you cringe, but I'm going to go the other way. What's one juicy strategy or tactic that like fills your heart to give that people can put into practice that they can have today. They can usually they can think about anywhere in their life or business to help them get wherever you want them to get. Will: I mean, I think it's going to sound you know, maybe a little bit off topic here based on the conversation that we've had for the last 40 minutes. It's really not about your business, right? George, this won't sound off topic for you at all. It's about you and it's about the life that you want to live and the strategy and tactic that I'll share in just a second is based on me scaling up multiple companies and realizing I was miserable when I got there. And how is that possible? This is what I work towards the whole time. It's what I was thinking about. When I woke up, it was thinking about when I went to sleep. It's the reason why I probably couldn't fully engage friends barbecues. And I was thinking about the business in the back of my head. I know I've been there. You guys have probably been there too. How do you end up breaking out of that? This little piece is what ended up shifting everything for me, and quite frankly made my whole life, a lot more fun instead of just being really excited about growing my business. And as a side product, my business grew a lot faster. And that thing is finding the way to find and center yourself in the morning. And I'll tell you the process that I use, which is number one. My phone stays plugged in across the room. We all have the tendency of I just wrote that killer Facebook post yesterday, or I'm waiting to hear back on something for my team or on the sales stuff. And we all wake up going, I kind of want to check and see how that did right. That piece won't go away. But when it's a conscious decision of walking across the room, turning off your alarm, or just grabbing your phone. Opening it up after you've had a little bit of movement. What I'll tell you is the ability to not do that goes up. And then the first thing that I do is I have a little bit of me time. There's a lot of ways to do this for everybody. Meditation's not right for everybody., I tend to go through actually a buddy of yours, Elliot Rose. I use his primal mind app, and that helps quite a bit but I ended up going through like a 10 minute primal meditation there, and then it's movement.I get movement in and then I'm stretching, I've got kind of a fitness wellness background as you know, but end up stretching,hamstrings quads. So back legs, front legs, doing some primal movement stuff, core upper body. Going through my jam there I've drank like 12 ounces of water. And then I just do some breathing exercises for about 10 minutes. And that's the start to my day and the whole time my focus is, am I here? Am I actually present in this moment? Whereas my mind trying to take me somewhere else or my body isn't warmed up enough to engage because I want my body and my mind to sync. So that way when I go to work. I go to work.I'm not gonna distracted, scrolling on Facebook. And if I spend 18 hours a day, but I spend 10 hours of that scrolling or ignoring this thing. Like, no, I want to go in with surgical precision accomplish the thing to do for the day. And if I have extra time leftover. I can either work on something else or quite frankly, I can go practice guitar and try to get better at that because that's been one of my focuses lately, find the way to make your life. Awesome. And you're going to find that your business ends up being awesome too. George: Yes. Mike crop, a pen drop on my desk. Cause my mic on my head. So I can't do that one. So Will absolute pleasure. Do me a favor can you give everybody one more run over where they can find you? I know it's Will Hinkson on social. What's the website, all that fun stuff. Will: I' LinkedIn, Instagram, Facebook you can find me at Will Hinkson or if you want to check out the website and see how we help online entrepreneurs get rid of the feeling of overwhelm and start to rapidly scale their business, you can go to www.warriorsguidetobusiness.com.George: I actually know what invite doesn't work. I challenge every one of you to go slide into his DMS, pick something from the episode, pick a takeaway. Pick a thought pick something you're gonna apply right away and go fill Will's tank slide into his DMS. I promise he'll respond, but not in the morning before he stretches his hamstring and quad. So Will any saved rounds since you understand what that means, anything you want to leave people with one thing to go? One thing to remember. Will: I mean I don't have one thing to remember. I do want to say this though. Information is out there. That is not the problem we have in this age. Sitting down and figuring out the process of how to implement this and make it yours. That's where the Gold's at so don't think you're missing the thing you're probably could just do really well by calendar, turning on Spotify to some ambient music and then just jamming through on what makes the most sense to implement in your business. George: You're not missing the thing. You're missing the target and the process. That's how we'll let. We'll take it. This has been another episode of the Mind of George show. Thank you guys for being here. Well, thank you so much for being here, guys. I'm not joking. Go slide into his DMS, like your first touchdown on Instagram. He'll teach how to play this game or LinkedIn, and you might get a video or audio message. So thank you for being here. I will see you guys in the next episode and remember that relationships will always beat algorithms
Welcome to episode 25! Today's episode is the fourth of our four-part series about harm reduction. Zach spoke with Dr. Peele in the first three episodes of the series. Here are links to those episodes, in case you missed it: Episode 1: https://anchor.fm/lifeprocessprogram/episodes/Episode-22-The-History-of-Harm-Reduction-for-Addiction-efv3el Episode 2: https://anchor.fm/lifeprocessprogram/episodes/Episode-23-HARM-REDUCTION-versus-NON-ABSTINENCE-eg6tei Episode 3: https://anchor.fm/lifeprocessprogram/episodes/Episode-24-Improvement-versus-Perfection-Harm-Reduction-Series-Part-3-eggp30 Today, Zach speaks with Editor in Chief of Filter Magazine, Will Godfrey. Filter is an online publication whose mission is to advocate, through journalism, for rational and compassionate approaches to drug use, drug policy and human rights. So Will has plenty to say about the harm reduction concept. Today Will and I talk about his best definition of harm reduction and why he believes that it is a meaningful and practical concept. And I do take him at his word since he’s created a career centered around the harm reduction concept. The excerpt you are about to hear is taken from a long-form conversation I had with Will in my podcast The Social Exchange. You can listen to the full episode here: https://thesocialexchange.libsyn.com/episode-43-will-godfrey-filter-magazine I hope that you’ve enjoyed all that we’ve had to say about harm reduction this month. We'll see you next week! - - - - - - - - - - Follow Us / Contact Us! Email us - info@lifeprocessprogram.com Text us - +1 (802) - 391 - 4360 LPP MAIN WEB SITE - http://lifeprocessprogram.com Instagram: http://instagram.com/lifeprocessprogram Twitter: http://twitter.com/lifeprocessprgm Facebook: http://facebook.com/lifeprocessprogram --- Send in a voice message: https://anchor.fm/lifeprocessprogram/message
So #Will and #Jada sit down to discuss the rumors surrounding their relationship! This is a MUST for the pod! So many different scenarios to look at given this situation and the fellas got to them all. Is #TI full of himself or does he have a legitimate chance of beating #50? Plus fans have questions to be answered too! sponsored by @blackenstudios follow us on all socials @sticktalkpod or email us podsticktalk@gmail.com --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/stick-talk/support
So Will and Scott jumped on a YouTube Livestream. In it you'll see a wind-blown umbrella try to take out Will, technical camera difficulties and kids running around in the background. But this is life right now. Stuck at home with nowhere to go. But we do talk Georgia football, MLB and have a rousing round of Georgia Bulldogs Jeopardy. Subscribe to our Podcast and watch the Live stream: https://youtu.be/rv5qzdGeq-g Follow us on Twitter: https://twitter.com/wslspodcast
So Will and Brad thought they'd be able to breeze through a preview of all 16 clubs in the usual hour - and it blew out to a gruelling 100-minute NRL season breakdown. You've been warned...signs of fatigue set in and it could be a tough listen. Decent chat about the Palmerston North trial and the All Stars game at the top.
Sheneisha chats with Crystle Johnson in this episode themed around being laid off and how to manage. Crystle shares her personal experience with regards to being laid off and also offers up several helpful tips that can ease the process. She also answers a burning question: when is the best time to apply for unemployment? Listen to the show to find out!Connect with Crystle on LinkedIn, Twitter, and Instagram!Visit our website!TRANSCRIPTSheneisha: What's up, Living Corporate family? It is Sheneisha, and today we're gonna be speaking about being laid off and how to manage. Our guest today is an inclusion and belonging strategist, serial collaborator, and founder who believes in the value of our stories to increase empathy. Through mentors and allies she's met along the way, our guest has been able to build social capital and navigate the corporate scene with ease. She gives back by educating other young women of color in the areas of professional development, personal brand, and the art of networking. Let's welcome Crystle Johnson.Crystle: Hey, y'all! Sheneisha: Crystle, welcome to the show. How are you?Crystle: Thank you so much for having me. I'm really excited to talk about being laid off and how to manage. It's a scary thing, but you can definitely navigate it.Sheneisha: Yes, it's definitely scary. And it's not to take away from it being scary or the true issue of it, but in my mind, the first thing that pops up is Friday and how Craig got fired. Like, "How you get fired on your day off?" It's the first thing that comes to mind. [laughs] Just to make light of it a little bit, but it is a very serious topic, and I know a lot of people do struggle with this, so I'm glad that we have you here to explain about how to manage and kind of talk them through the process. So my first question would be to know a little bit more about you, since we already gave the intro. What else would you like the Living Corporate family to know about Crystle Johnson?Crystle: I think that the biggest thing about me is that relationships are wildly important to me. I feel like at the start of my corporate career I didn't place much emphasis on relationships, but as I've been in the workplace, I've realized that those relationships are important, and they don't have to be people within the organization. It could be someone outside of those four walls or someone you met online. Relationships, in whatever form they come in, are wildly important.Sheneisha: That's dope. So what would you suggest to be the first step in moving forward of being laid off? 'Cause it's like, "Okay, I'm laid off. What do I do next?"Crystle: The first thing I would do is give yourself permission to have a pity party. So if you want to cry about it, if you want to scream, if you want--don't punch the wall, 'cause I can't help you [fix the wall,] but--[both laugh] whatever it is that you decide to do--or don't punch anybody, 'cause I don't [?].Sheneisha: Yes, please. Don't do the laying of the hands. Please. No laying of the hands.Crystle: Exactly, but do what you need to do to kind of, like, get that frustration out so then you can move on, because if you don't reset, then you're gonna be carrying that around with you in your job search. For me personally, the day that I was laid off, I had an idea that I might be laid off because of the fact that the company was purchased, we had added a person to our team from the other company, I had been on the team for a really short period of time, and even though I had added lots of value and had made an impact within the organization, the writing was kind of on the wall. So even though I kind of knew when I was brought into that room and sat down in the room and told, "Hey, Crystle. You know, we're gonna have to let you go. You know, we're laying you off," I still cried. I still cried. I was still hurt. I was still devastated, but I took that news, tried to look on the bright side of what benefits I was getting from being laid off--which is something that we can probably talk to in a minute--but I went home, I had a pity party, and that next day I was on it. I was on LinkedIn. I was sharing my story. I was doing everything that I needed to do and pulling and leveraging those relationships that I had already nurtured to help me define my next play.Sheneisha: Wow, wow. And you know what? I don't think we most times give ourselves enough time to even have a pity party and to really deal with that emotional side of being laid off, and we'll speak more to that a little bit later, but you're strong. [laughs] You're a very strong woman. The next day. And you know what? I think it's amazing how you took the time to utilize those sources and go back and reach into those relationships that you have already nurtured and just start to allow your network to work for you. That's super important. That's super important.Crystle: They came through in a huge way. I would have never imagined how important my network would have been, because I--even though I had a job, you know, like, I was working, I was okay, I still continued to nurture my network. I didn't say, "Oh," you know, "I'm busy. I'm too busy, so when people reach out to meet me I'll be like, "Oh," you know, I'll reach out to them later." I respond to people. Almost everyone who reaches out to me, as long as you're not trying to sell me something in the first message, I'm going to reach back out to you. I'm going to help you in any way that I possibly can. And even someone who I had helped when I was at the organization that I was laid off from actually reached back out to help me with the company that they were working for. So those relationships and those great things that you do for people or those acts of kindness really come back to you.Sheneisha: They do. They do. That's amazing. That's really amazing. Make it work for you. Make it work for you. So you said the next day you got on LinkedIn, you started measuring your network, and I guess this plays into my next question - does the job hunt start right away? Like, how soon should you start back up looking for another career opportunity?Crystle: To be 100% honest, I feel like you should always be open to job hunting, even when you have a job. So for me, my presence on LinkedIn and my personal brand is really important, so I'm always posting about my expertise, providing thought leadership, partnering and collaborating with people, so then the folks who are in talent acquisition or in recruiting who are looking for someone to fill a role, they're constantly reaching out to me anyway to say, "Hey, I have this job opening. Are you interested?" And even if I'm not open to leaving the organization at that moment, I'm still gonna have a conversation with you, because I need to be in your rolodex, and I want you in mine. So that's the first thing. Like, you should always be open to having conversations with people that are reaching out to you, and you should always be showing your value. So if you do get in a situation where you're laid off, people are more likely to look at you and say, "This person is credible. I've seen this communicate with this person," or "They shared this article," or "Their expertise about X, Y, and Z topic." So then you're always top of mind.Sheneisha: That's good, Crystle. That's really good. You know, a lot of people--and I've even been guilty of it myself--once you're in a role, you almost feel like--I know Latesha with The Link Up has spoke about this before--you almost feel stuck, right? So you're in this role, you're stuck, and you're going about your day to day, and it's almost like you're on auto-pilot. So when it comes to you seeing a job posting--and you may want to venture out, you may not, and like you said, even when you have a job, continue on looking for that and being in someone's rolodex and vice versa. You kind of get content and complacent with your current role and you don't seek other career opportunities until a situation as such presents. I think it's important that we definitely keep those interview skills sharp, because you never know. You never know. And like you said, keeping those relationships strong, it's super important. So let's not get content, y'all. Let's not get content.Crystle: Yeah, definitely. And I would also add that losing a job is a real blow to your confidence. If you don't have something else that's, like, reassuring you in the background, you can easily just say "I'm not worth it." Like, "I'm [serving?] B.S. on a platter. I just got laid off from my job. No one cares about me." Just because of what happened with your job, and your job isn't everything, but the value that you bring and the impact you can make outside of those walls is important because then you have people rooting for you that aren't the people who laid you off.Sheneisha: That's good to know, that's good. Well, let's do a little bit of pros and cons with being laid off. Like, what would you say are the pros and cons of being laid off? I know for some people they may be like, "Look, there's no pro. No way. I can't find it nowhere. I'm looking high. I'm looking low. To my left, to my right. Ma'am, what are you talking about? A pro?" [laughs] But what are the pros and cons of being laid off?Crystle: So I'll go through a couple of cons, but I feel like the folks that are listening probably already know the cons so I won't go into that much, but for me the cons of being laid off were that at the company that I was working in, it was my dream organization. I loved the people that I worked with. I loved walking into that company every day. There was never a day where I said to myself that I didn't want to go to work. I was actually happy to go to work every day. So for me a huge con was that I was losing my connection to that workplace. Not necessarily to the people, because I'm still connected with the people, but I wasn't able to see them every day. The relationships that I had built in a certain way, face-to-face, I could no longer really do that because now I wasn't working with those people anymore. And I think an obvious con would be you lose your income, your guaranteed income that you were gonna have, especially if you only have one primary source of income. And at the time for me that was my only source of income, so that was definitely scary. I can't go into too much detail about my specific layoff, but there definitely were pros to that situation based upon the package that I received when I was laid off from that organization. So I know that I have a lot of friends and people that I know or people that I've followed online, and companies don't necessarily give you a package. They don't necessarily give you anything all of the time when you're laid off, and for me I was lucky in that I did receive a package. So although I had only been at the company for a very short period of time, I still received a package based upon my level within the organization, not my time served. So I felt super lucky to have that opportunity. And then I was also assisted with some transition services as well. So they offered me some services to overhaul my resume. I didn't really need it, but it was definitely helpful to have, and tha torganization really helped me--the purpose, I guess, was to help me really target the roles that I wanted to work in. Again, I didn't need it so much, but it was definitely great to have in my back pocket. So I would say that those are a couple of the pros of being laid off from this particular organization.Sheneisha: Oh, they took care of you, Crystle. They took good care of you, friend. That was some white glove service.Crystle: Totally. Sheneisha: Well, listen, talking about packages and some people receiving them, some not, are there benefits that we're not aware of of being laid off from a company and it's not made known? Like, the company doesn't make it known. It's something that you have to go and dig for. Like, are there benefits that we're not being made aware of outside just the package?Crystle: Absolutely. So I would say that everything is negotiable. Everything. Everything is negotiable. In my situation, I had moved from one state to another to start this role, and I had been in the role for less than six months. I had signed a lease. So, like, I had made commitments, and I'm like, "Okay, what am I gonna do?" And initially I said "Okay, well, I guess I'll take the package that they gave me and try to figure out how it is that I move forward..." but then I was like, "Oh, no. All they can do is say no, so let me ask some questions to see what happens." And in this situation I asked the question "Hey, I started this job less than six months ago. I signed a lease. I'm gonna need to move back home if I can't find a job in a reasonable amount of time. Would you be willing to assist me in transitioning from the current apartment that I'm living in?" So "Will you pay for me to break my lease?" That wasn't something that was normally included in the package, and they said yes. They were like, "Okay."Sheneisha: Whaaaaaaaat?Crystle: And I was like, "Okay, thank you. I appreciate that so much."Sheneisha: Oh, come through and be a ram in a bush. Okay. [laughs] What?Crystle: And then of course those transition services, maybe something that organizations will also help you with as well to help you find your next play. And then third, you may also still be eligible for any bonuses that the organization may have been giving out throughout the year. So in my case I was eligible for a bonus, because at that particular company we received bonuses twice per year. So I was actually still eligible for a bonus. I didn't get it paid out immediately, but when it was paid out months later I did receive that bonus. Sheneisha: Oh, yes. Leave no coins behind. Oh, yes. None. I want all of them. Give them all to me. Withhold nothing. [laughs] Give me everything. You know, I don't think anyone--and I've had friends that have been laid off, and it's unfortunate, because hearing you say how you can negotiate these types of deals with your lay-off, not many people are made privy of that information. Like, no one knows except what's been given to them, what's in front of them, and they just move on. Crystle: Right, but never move on. You've got to negotiate. You have to ask questions, because the worst thing that can happen is that they'll tell you know. But what if they tell you yes? Then that makes your transition so much easier than it would have been if you didn't even open your mouth. A closed mouth don't get fed.Sheneisha: That's what they say now. And I want to eat. I like to eat. I need to know. [laughs] I need to know. Let me know. Okay, so, you're negotiating this. They allowed you to break your lease and move back home. But what are some tips, like, maybe three tips that you would give someone on how to manage their household after being laid off?Crystle: So first I would say don't start thinking after you've been laid off. So definitely as much as you can try your best to set money aside so it can sustain you just in case. One thing that I have learned is that companies are not loyal.Sheneisha: Ooh. They ain't loyal. They not loyal.Crystle: They not loyal, so you have to watch out for yourself or consider "What would happen if I lost this job today?" So you have to prepare yourself for anything. Because maybe you went to work today and your boss pissed you off and you were like, "You know what? I don't have to take this because I got savings and I can just go do my own thing." Maybe that's a choice that you want to make one day, so prepare. Sheneisha: Yes, that's good. Crystle: So definitely prepare in advance when it comes to that. Secondly I would say consider--if after you've been laid off and you're like "Wait, I don't have any savings. There's nothing I can do going forward in this role. I need to find something else," I would consider other ways that you might be able to make money. So whether that's driving Lyft or Uber, maybe doing Rover, which is, like, a dog-watching and walking type of service. Maybe there's another skill that you can have that you can actually market. So maybe you build websites. Maybe you write content. So I would definitely consider other things that you might be able to do to sustain yourself, and then I would also just recommend to live under your means. So don't live beyond what it is that you make. So if you have to eat noodles, then you gotta eat noodles.Sheneisha: Cook 'em up. Crystle: Exactly. If you can't go to that weekly Happy Hour with your friends, don't go to that weekly Happy Hour with your friends. It is what it is, and you have to take care of you.Sheneisha: That's important, that's important. I think sometimes people [laugh] live in La La Land and do not want to face the reality of "Look, man, you're gonna be broke. You need to manage until that network that you're leveraging works for you and you're finding that employment." Crystle, you're giving some really good tips. That's really good. That's important. So listen, when people are being laid off, they're managing their household... would you suggest, even if they were to go back and apply for another role within that company, like, should someone do that?Crystle: I think you can consider it, and I think it just depends on the company and what your relationship is with the people in the company, what your thoughts were and your perceptions were about the culture. If you feel okay with it, if you loved the environment and your job was just eliminated for some reason and it has nothing to do with your performance and there's another job that you've identified that you want to do, absolutely. However, if the situation is totally different, I would definitely take that as a blessing and start to look for something else that really aligns with your values and the work that you want to do. Something that's meaningful, something that feeds your soul - if that's what you're into. So for me, when I was looking for a new role, I actually identified my key values and the things that were super important to me to have within an organization, and I wanted to work in a place where if I talked to someone about it and they said, "Oh, Such-and-such is a very special place." Like, those were the things, those were the words or the phrase that I held my breath for when I talked to the organization, and if I didn't feel like they aligned with my values or that they had a culture that was human-centered or that diversity, equity and inclusion wasn't at the center of everything that they did, I did not waste my time talking to them. I was not willing to just work anywhere. Like, it had to be somewhere where I would feel like I belonged, that I was able to make an impact in the way that I wanted to make an impact.Sheneisha: Wow. That's important. to know that you want to have somewhere where you can really share those like values and similarities. And most times, when people are laid off, it is that survivor--you go into survivor mode and it's like, "I'll get a job wherever." Like, "I have bills. I can work on the whole career thing in a second. Just let me find something, because I still gotta eat, and these bills don't stop." Like, the water bill and light bill, it doesn't stop coming. Rent, mortgage, none of those things stop, so I have to find something. And then you run into a situation where you're in a job that you hate. Like, you absolutely hate this job, but it's providing income, and now you're trying to leverage that network and those career opportunities and you're tied to something else. So it's like going from one emotional state of being to the next. So what's your perspective on being laid off from an emotional and mental state? I know mental health is important, but what's your perspective on that?Crystle: Ooh, that's a really great question. So I feel like it absolutely takes a toll on your emotional and mental state, but I think you also have to consider what was your emotional and mental state before you got laid off? Were you at a company that was straining you already? Become sometimes your peace is better than saying "Oh, I've got a job and I'm making X amount of money." Obviously having income is--like, that's important. That's a real concern. You can't just live for free. Ain't nothing free. But also you have to consider what was the situation like at the company, and if it was a bad situation, then just chalk it up and just walk away and work towards finding something better. And I'm not saying that maybe you don't need to accept a role that you don't want, but absolutely work as hard as you can to get somewhere where you want to be once you feel more financially stable after that initial layoff.Sheneisha: These are some gems. Like, I hope you guys are pen and paper writing this information down, whether you need it or do not need it. This is some really good information here. So Crystle, how soon should someone apply for unemployment? Would you suggest doing that right away? Or do you want to wait until you find something first?Crystle: You absolutely want to apply for unemployment the DAY you get laid off.Sheneisha: The day. Not the next. Oh, wow.Crystle: Yes. Start looking into it as soon as you get laid off. Now, I will say that there is a caveat to that. So if your company's like, well, we're gonna pay you through the end of the week." If they're gonna pay you through the end of the week, you probably won't start getting unemployment until you stop getting paid. So if they're saying "We're gonna pay you through Friday," you really wouldn't technically be unemployed until Monday. And I'm sure this might change depending on what state you live in, but I would definitely consider that. But apply as soon as possible. As soon as you're laid off, you should at least be looking at the process to see what it takes for you to get those coins that you deserve and that you need in order to sustain your household.Sheneisha: That's good. I didn't even know that you could do that. I mean, granted I haven't been in the situation, but to know that you should do that the day of, I would think that would be something that you need to wait a little while for. And maybe I'm just being slow. A little touched. Maybe it's something you have to wait a little while for for something to process. I wasn't aware that you can do that the day of--like, you know, at least start looking at it the day of and seeing what your options are.Crystle: You should definitely do that, even if they say, "Okay, well, you can't start claiming until the Monday after," you should be 100% prepared to understand the process and know how it is that you move forward rather than wasting the time that you have, and then you're only applying or looking into it the day that you become eligible. I would prepare myself in advance. That is absolutely what I would recommend to anyone that may be going through that type of situation. Luckily for me in this last situation I should have, I should have applied for unemployment, but I didn't, because I was too focused on connecting with the people that I knew in my network and applying for new roles and interviews and all of those things, and in California specifically, the process seemed difficult, so I really honestly didn't have the time to go through the process because I was too focused on the next thing that I was trying to get to, and I feel lucky in that sense and definitely had the privilege to have the package from that organization so I wasn't struggling at the moment to sustain myself, so I was able to focus on finding a new gig rather than focus on unemployment.Sheneisha: Wow, that's important. If you have the package--if, you know, you're allowed the package and you have the unemployment coming, that should carry you for a good little while. I mean, if you're managing it the right way, it should really carry you for a while and keep you in a place where you're not as stressed out. I think that lightens the load a lot. Okay, Crystle. Is there anything else that you would like to share about managing or how to manage being laid off that we have not touched on?Crystle: No, I don't think that there's anything I can say about managing being laid off. I would just reiterate to please nurture your relationships, whether you need the person or not, because what you don't want to be is the person that you meet someone and then you get laid off or you need something and then you're reaching out to them when you need something. People don't feel like that's genuine. That's not authentic. That is you're in dire straits and "I need help right now. You're my last hope." It's desperate. So don't be that person that says "I'm gonna wait until I need something from you in order for me to reach out." Sheneisha: All right, y'all. Don't be that person. Do not be that person. Please. You heard it from Crystle. Leverage those relationships. Nurture them. Nurture them. Nurture them. What encouragement would you share with the Living Corporate family for those that may be going through this right now or potentially in the future or have already experienced this? What words of encouragement would you give them?Crystle: The words of encouragement that I would give is to be vulnerable. You don't have to carry it on your own. We're all out here. And I read this on LinkedIn the other day and I thought it was so important. Someone said that we're all out here taking Ls in silence.Sheneisha: Wow. Whoa. That's a word, somebody. Okay. Taking Ls in silence.Crystle: Yes. So we're out here taking Ls in silence, and all we have to do is just be more vulnerable, and I guarantee you there are so many other people that are going through the same thing that you might be going through or have gone through something similar who can give you words of encouragement or who can support you as you're supporting them in finding their next play as well. I know that by utilizing--for me, by utilizing LinkedIn and being vulnerable and actually--I created a hashtag called #HireCrystleJohnson, and a lot of people--Sheneisha: Whaaaat? Crystle, that is so smart. What? I wouldn't doubt it, but what?Crystle: [laughs] Yes. So I used LinkedIn, I used my story, and people felt really connected to that. They felt like it was authentic. They wanted to know how the story ended. And luckily, in this case, it came out to be a super happy ending. I'm in a role right now that I love doing work that feeds my soul, and I work for an organization that ultimately inspires the world to play. So what better could I be doing?Sheneisha: Crystle, when I tell you you have shared some things today... you have shared some things today that people are--I think they're gonna be super, super encouraged by your words and your advice and your insight and being that you can actually connect and relate to this type of situation. I think this is super important, and I really hope that you guys actually take heed to what Crystle is sharing. It's important, especially your emotional and mental state of being. It plays a big role in being laid off. So I don't want you all to lose focus. Just stay connected, stay connected, and continue to nourish those relationships. Crystle, where can our listeners find out more about you?Crystle: You can actually follow me on LinkedIn at Crystle Johnson. My first name is spelled C-R-Y-S-T-L-E. And if you're looking for inspiration or if you have questions, if you're looking for professional development advice, I do share hours of my week with folks, especially those who look like me, to help you to build the things that you need to, whether that's personally or professionally to help you get over the hurdle. I don't charge any money. I'm not a consultant. I'm not a coach, but I feel like it's really important for me to give back to others, especially thsoe who look like me, to make sure that we have the health that we need, the advocates, and the ability to navigate the workplace just as well as our white counterparts. Follow me on LinkedIn. Connect with me. Reach out. I'm more than happy to help you. Just don't try to sell me something, because then you will get blocked. [laughs] I will block you.Sheneisha: Please. Santana voice - please. Unknown person, please. Just stop. Just don't. And look, by now if you all do not have a LinkedIn profile, please get one. At this point. Please?Crystle: Yes, and be sure that you're posting. Post about your expertise, because people want to know who you are and what it is that you can do, because you never know what that one post will do for you or who's watching you. So definitely--don't just sign up, but actually use LinkedIn. Sheneisha: Use it. So they know where to reach you. They know how to contact you. What other shout-outs or more about you that the people should know? Any shout-outs?Crystle: Yeah! If I had to shout anybody out, I would definitely shout out everyone who's rooted for me and everybody who hasn't. But as for me, I'm rooting for everybody black like Issa Rae.Sheneisha: Come through. Come through. [laughs] Crystle, it has been a pleasure speaking with you today, and thank you so, so, much for coming on to Living Corporate. Your information will be down in the description. You guys, please go and follow Crystle. Reach out to her. Ask her questions. Give your story, your testimony. Share, share, share, because you never know. There may be someone else out there who is in need of a word, something to help push them through at this time. Crystle, thank you so much. You're amazing. Thank you so much again. I appreciate it. Like I said, your information will be in the description down below. You guys, check Crystle out. Go, read, listen to her story, and Crystle, thank you again.Crystle: Of course. It was nice talking to you.Sheneisha: Absolutely.
Woody has a reputation for being... Thrifty. So Will had a few hypothetical for himSee omnystudio.com/listener for privacy information.
The holidays have our purses by the balls. Is it tacky to Venmo your SO? Will the leaves in Rachel's yard ever get raked? Does Amy's house still smell like dog s^$%? All of that in this episode...
Episode 145 pulls back the curtain. As much as you might think your kind hosts have seen it all, there are actually horror movies that lurk in their “horror blind spots”. So- Will, Jolyon and Richard each chose to step up and watch one of those movies that should have been on the long list of “seen it”, but somehow were not. The reasons may include “dumb poster/box art" These include “Happy Birthday to Me”, “Pan’s Labyrinth”, and “Final Destination”. You might have guessed that if Will were a film producer, he’d just tell them all, “You bring it in at 90 minutes and I don’t care what it’s about”. We’ve all shared that sentiment from time to time! In this episode, you’ll also get to hear real life in-flight horror stories your hosts lived to tell about! Now, it’s time to listen to the episode so the Taxman won’t come and ax your feet! Find us on Instagram, where we are @chewingthescenery or easily find us on Facebook. Chewing the Scenery can be found on Soundcloud, iTunes and Stitcher. Please rate, review and subscribe- it really does help listeners find us! #horror #horrormovies #horrornerd #horroraddict #horrorjunkie #monsterkid #bmovie #scarymovies #monstermovie #podcast #chewingthescenery #zombies #zombie #VHS #moviemonsters #freepodcast #denver #colorado #everydayishalloween #happybirthdaytome #1981 #panslabyrinth #finaldestination #horrorblindspots
Week 7 was historically bad. We're sorry, but it's true. So Will, Olly & Matt instead decide to try something new... let us know what you think.Plus we're joined by Touchdown Trips Ben Mortimer to discuss our upcoming deep South tour, and his beloved Ravens on Thursday Night Football For information regarding your data privacy, visit acast.com/privacy
We have reached the midway point of 2017, which means it's time to look back at our favorite movies from the first half the year. So Will and Tim each give their picks for the best six movies so far. There is only one crossover on both lists. Sorry: We're going to make you listen to find out what the films are. We also have two new reviews this week. First, Bong Joon-Ho's "Okja," a Netflix original that's the most ambitious and unwieldy movie the streaming service has made yet. Then a movie that is much, much worse than not only that, but almost any movie you will see this year: The airless, laugh-free "The House." No Reboot segment this week: Those will return next week. Timestamps: 6:40 Top Movies of the First Half of 2017 48:30 "Okja" 1:08:20 "The House" We hope you enjoy. Let us know what you think @griersonleitch on Twitter, or griersonleitch@gmail.com. As always, give us a review on iTunes with the name of a movie you'd like us to review, and we'll discuss it on a later podcast. Opening Song: "Countdown to the Countdown," Electric Six Closing Song: "Know How," Young MC Learn more about your ad choices. Visit megaphone.fm/adchoices
With a record 4 games in London this coming season there's plenty of discussion of what this means for the future of NFL in the UK. So Will & Liam Blackburn sat down with Sky Sports Neil Reynolds and Jeff Reinebold for 90 minutes looking back on the history of the sport on our fair shores - from their time working in NFL Europe, through the first international series game and right up to whether a franchise in the UK is an inevitability. We hope you enjoy this convertsation as much as we did recording it! For information regarding your data privacy, visit acast.com/privacy
Will and the Greeze were invited to a party at the George Dickel Distillery in Tullahoma, TN. The only problem is that the Greeze had to go to his wife's family reunion the day of the event. So Will too their good friend Danny in the Greeze's stead. The result? Danny and Will had the time of their lives, and the Greeze missed out. In this episode Will and Danny tell about their evening at Cascade Hollow and all the whiskey (or whisky, as the folks at Dickel spell it) they drank. Then, after the 15, Danny and Will introduce the Greeze to George Dickel Superior No. 12. Cheers!
So Will is an idiot... He forgot to put Neil Dutton's excellent Fantasy Dahlings feature into the weekend preview show... So here is it as a bonus podcast!! For information regarding your data privacy, visit acast.com/privacy
Hey gang. So Will was viciously attacked by a forklift so the show had to change format. This week it is just Noah and Will being bros. This week we talk about Will's upcoming recovery and the past and future of +2 Comedy. Feel free to give us some feed back at plustwocomedy@gmail.com.We return to our normal format next week. If you would like to be a sponsor, click here and check out out Fiverr store.
Nine teams are currently 0-2; four of them (Saints, Giants, Ravens, Seahawks) have won the Super Bowl in the past six seasons.That's how unpredictable the NFL is! So Will, Olly & Simon Clancy ask the question - which of the teams at 0-2 should be panicking?Plus a blast of Fitzmagic, some win's for some terrible teams and a full round up of week 2!Thanks as always for listening!http://GridironShowUK.podbean.com/mf/web/263jyt/TGS25-Week2Review.mp3 For information regarding your data privacy, visit acast.com/privacy
Chris hates Coachella. A lot. Way too much. So Will and Bryan break him down a little bit because it is very weird that anyone hate anything as much as Chris hates Coachella.
© 2020-2025 Ivy Podcast Discovery LLC
