From Single Mom to 2 Billion how Class and Courage Win - Dr. Ann Kaplan Mulholland

Welcome to the Proven Podcast where we don't care what you think, only what you can prove. On this episode, we talked to a queen and walked us through what it took to go from being a single mom to building an empire that's worth over two billion dollars. She was told that she wouldn't amount to anything and she could never do it on her own. She didn't take that as a war cry. She took that as a challenge. One that she met with class, integrity, and a level of authenticity we rarely see. The episode starts now. Hi everybody. Welcome back. I'm crazy excited to have you on the show. Thank you so much for being on the show. Thank you. So it's rare that we run into people who balance not only working life but also energy and success. And you're one of the people that when you came across us, I was like, I absolutely want you on the show to share some of this. But there may be four or five people on the planet who don't know who you are. So let's talk about who you are and get the audience up today. Well, I mean, how do you say who you are? If I describe myself, I'd say I'm a mom because really most of my life, I've raised six, eight, 10 children literally. And it's been that's who I am as a mom. But there is no real business person as well. So I was a single mom to start out with and I formed a company that was in financing. So small ticket loans, unsecured loans, built that up to two billion dollars and sold the company. At the main and the meantime, I invested in real estate. Now I had to balance that with kids. So I still say I'm a mom. But there was off to me from building that and then investing in real estate portfolio. And then I continue to do that. On the other hand, I have more of a brain that is more mathematical, but also a creative brain, which I think when we analyze ourselves, we shouldn't be ashamed to say, come smart. And I mean, as human beings, we don't want to say I'm intelligent, but I am. And so if I don't think we should be ashamed to say our attributes. And the same time I went to school and got an MBA and a master's of science and a doctorate in writing algorithms and a corporate governance designation. And I also did an interior design degree. So there was a balance there. But I also ended up speaking at different platforms and speak with the national speakers bureau and do motivational talks. And in that, I was asked if I wanted to do my own TV show. So I ended up hosting three television shows. And then oddly picked up by the Real Housewives and became one of the Real Housewives of Toronto. And I was ended up being starring in a TV show that's going into its third season and aired in seven countries. So there's a balance of how do you describe yourself? I'd say if at the end of the day, if I was a good mother, I would route and a good daughter and a good friend, I would be proud. So I'm a mom, but there's into as and to all of us, there's so many more aspects of who we are. I think it's really interesting. As I see, successful entrepreneurs, there's a difference between those who describe their success by their finances and those that's so sure I'd be obsessed by who they are in life. And I spent about eight years in a house was watching people die. And then people that were the happiest, they always started with my mom or my husband or my wife or my sister or a friend. They always start with that. Oh, I happened to have made all this money, but what really matters at the end of the day is who you are and what feels your heart. And I think before we started recording, we were talking about balance and how important that is. And I think the way you describe yourself hits that on a high level. But I don't think people really understand because they look at someone like you that's had all of this success and they don't know the other side of it. And regrettably, you know, there are people online who are unfriendly and they don't see the other side. So for me, when you talk about that, that's interesting because people at me, when I meet them, and I realize that they don't see me, they say, a wallet. So I think this this dollar sign to them and I'm talking to somebody. And I think, oh, I mean, they want to sit next to me and they're chatting and they think, I'm nice. And I like to be entertaining. And then I realize, there's an ask that is going to come. And it's a rude awakening that I have to be aware of, but not let it consume me that maybe the in between all that, I might meet a few good people that aren't on the ask. And so when you describe yourself, I don't describe myself with money because if that money goes, then I still want to be living on my values. And I don't want to be as having money. Even though I have money, but oh, irrelevant to the person that somebody is. It really is. And I think it's important that people learn how to do this balance, how to find the difference and find out what matters to them. And you went through some trying tribulations before with when you had so something happened, you're like, okay, well, I'm going to go do this anyway, even though I'm a single mom and I'm rocking and rolling at the time. Can we talk about a little bit of that? What balance looks like and how you do survive some of these times where people regrettably see you as a wallet versus a human being? It's now with opening different businesses. I have to explain to the management that when somebody is giving a quote, it is important that they present themselves as the managers. If I'm attached to that, so I try not to market myself in conjunction with my businesses. I have a commercial building, I have managers, and I have to explain to them, do not associate me with the building because then people will start to, because I'm friendly also. So they mistake friendliness as being naive. And unfortunately, Charles, they mistake being female as being naive. And it's always she, rather than the owners. And they will emphasize the she and they will get to me. So I have to explain to the managers, realize that they are looking at my wallet and they're looking at getting a deal because there's a female behind it and because they're so funny. You know, at that aside, there's nothing I can do when I meet people and they do that, I just have to be aware and almost put up a careful barrier and make it very apparent that I'm not going to be investing in somebody's new idea or something like that too. So because that often follows with, by the way, I have a, I want to make pies in my home and we do invest in it. And so I always have to be very careful to say, I invest in what I manage. I think there is this perception that if you're a female, you're nice, but also that you may be weak. And I have found that the blessings that I've had of working with entrepreneurs who are female, most of them have leaned into that as an advantage. Like, oh, you're going to underestimate me. This is going to make my life so much easier now because I have this competitive advantage now because I get to come in and I get to surprise you instead of saying, oh, well, I am this perception because you're not what other people think of us. But to reach the levels of success that you've had and raising as many kids and going through the trials and tribulations, how do you find those bounces? Like, what's the practical you stopped? We talked about you're always up early and I was like, I'm not, how do you, how do you do that? I have to get up early and I was trained when the kids were little. I have to get up and do whatever I needed to do before I drove them to school. I would have a shower. I'd get up. I do what I needed to do. And if I was studying, it would be studying. I know I would get the kids ready. I had to organize the kids so that they could get their own breakfast and they made their lunch the night before. They made their lunch the night before. When you have a number of kids, you have no choice but to train them. And then at the car, I would have a shower. My hair will be wet. Drive them to school. And then I would go to their dresser to do my hair in the morning while I worked later and then went to the office. I'd be at the office by 8.39 o'clock in the morning. So it was 9.30 depending on the day. And so then I'd have my full work day not take a lunch because I needed to put that eight hours in. In finance, you really need to be at a desk and put that time in. And having a lunch was, I'd rather go home an hour earlier than at me somewhere. And so I'd bring my air-free pack my lunch or I'd allocate whatever $5 if I'm going to buy something. So I budgeted it on my lunch even now I budget. And I could buy the restaurant. And that's not a I would buy a pen rest just to have the broccoli every day, like delivered. But I do watch every every single dime to this day. So it sounds like you started delegation not even at work but also at home. Like, okay, listen, I've got to empower the people underneath me even if they're my kids that I can only accomplish ABC. I only have so much energy and so much time in the day. I need to view my time as a resource as much as I view my finances as a resource. And I need to delegate down stream. People have a hard time doing that in business that's very challenging, especially now. And they're like, oh well, Lenny's this or Gen Z this or whatever it is. You did it with children. So it kind of negates that whole argument that it can't be done. How do you delegate properly when you are having this level of success and you're raising kids and you're getting married and you're worse single mom and you're getting your doctorate and you're doing all this. How what are some tactical ways for the people who are listening that are running companies? How do you delegate part of that? So I assume that people have a certain limitation to their talent. And I try to look for the talent that each individual has that I hire. And I don't try to fit a square peg in a round hole. If somebody is really, really good at sales, do the sales. But don't take someone who's very good at the front desk and greeting people and put them in sales. Make them the best greeter and then depend on that for for them. I believe strongly in also a spiritual culture. So you pay all fairness and fairly. And then you invest in the culture of your organization, whichever your organization is. So it's a happy workplace. I would let go of anyone who talk negatively about somebody. And I hire for skills. I know I look for the skills and then I hire for values. So it's important. And then I get rid of them really quickly. Like within three months, if they are rude, if they hit on somebody at work, if they, if there's anything that they do. And I wouldn't fire anybody who stole from the company. And so that mean anything that they steal points from they think that they should get the points on hotel rooms that they booked from me. Or something like that, even as little as that, I would get rid of someone. So there's a culture of trust and intolerance for stealing and for disrespect. But there is a strong culture of happiness, smiles, and that somebody does not worry about their back. I think it's important to hire and be around the people that you want to work with and not to put them in positions that they can't handle and then delegate and trust. So you put and you trust the management. So once they are trained and that's in working and communicating with you, you need to trust that management. Or get rid of them. Don't have in the back your mind. Just get rid of them with their week. So how do you, how do you hire for that? Because that's a challenge, right? We have a, we have a hard time. We're going to, you know, right now we're in the layoff seat and people are hundreds of thousands of jobs are being lost at the moment. How do you weed through that and hire the people that you know right from the beginning? Okay, this is a good human being. You don't know. I do have an HR person that interviews as a criminal record check. Stuzzle that for me. So people are screened. But in the end, when it's senior management, I do meet the people and you have to have a gut feel for the person. And the questions that they ask you and you ask them, it's a gut feel. I have management that works for me now that are in senior management that I can see where they're really good people, really talented. But I don't put them into doing their full job scope. I say, hire someone to do this part of your job. And even if they're better than you, they will not surpass you. So I'm very faithful to my management. So that they hire people better than them. And they don't feel like the in jeopardy. And the market in the US is interesting because it is so the work ethic to me is not there. I think that in general, and I think that some people make more money not working than they do working. And that the talent in certain types of trades is missing. So that's difficult. And I don't want to get into anything political. But if I look at anything about me living in the UK when they had Brexit, a lot of the talent and we're renovating a castle in England, a lot of the talent has left with Brexit. Many of the people Polish, many of the people, the carpenters, many of the trades were and with Brexit all that ended. I see that happening in the US probably globally that there aren't engineers, there aren't electricians, there aren't plumbers. There's not the trades that we used to get. There are people that see making others, not themselves, making more money on just social media. But there needs to be a balance. And where is happiness in your work life balance? You need to have work where you feel fulfilled where you're making money too. I think there is a big change in regrettably COVID changed the ballgame across the board. People realize that you didn't need to physically touch your employees anymore. They don't need to physically be in your office. There is the ability for certain tasks. You can actually outsource a wall of it. But there's other tasks you're looking at. I still need that. We need to sit in and have meetings and execute together. But being able to say that your entire workforce can now be moved, remote one way or the other, has changed the ballgame. As far as the work ethic, and again, I say I work in politics as much as I possibly can, I agree with you wholeheartedly. There's a sense of entitlement for source places and you'll find that there's people outside of that place that work harder and want it more and are more hungry. And they go from there and you just you have to honor that. When you're talking about fulfillment and balance with your work, there's a lot of people who've never find that and they're stuck. Like how do I find that purpose? Like they look at you and they're like, this is an individual who on every financial look is very successful. They look at their personal, your personal life. Like, okay, wow, also very successful. How has she done this? Is she just this unicorn that showed up or how does this individual have that? Is there self-worth that you've done? Is there an adaptation that you've done? How do you find that fulfillment and financial and personal success? I don't know that I overtly meditate, but I do have this sort of like inner peace. I get very wrong inner peace. I quite you see always what you get. There isn't another ant. It's always just this inner peace and I live from the core of values. And I think that's important to have your own values and have a self-check. If I hurt somebody, I would be devastated. If I said something disrespectal, I would be devastated. So I just live like that. And that's important. Starting out in business many, many, many years ago, when you say, does that a unicorn? I didn't want for anything more. I envisioned that I could build a big company. I wanted to have something that was widgets. And I didn't say I couldn't do it, but I actually had no money. And so it wasn't that this just happened overnight. I started the company. I always had an air of success. Like I could do it, but when somebody is looking at your financial statements, you haven't met there yet. But I would show people that I was capable of doing it. And I did my research before I would approach the banks to invest with me. And because in money lending, you need banks behind you. And I had this air of doing it, but I didn't have an portfolio or any business. I had to really set up a business plan, show that I could fulfill it, and had 30 doors slammed in my face, saying, no, maybe next year, maybe when you've reached this point before one of them bit. So you don't give up on it and it did not happen overnight. But as I started to build the business, I thought, oh my goodness, what if it falls apart? I've got to put food on the table. And I was working another job while I was building my business. So it was tiring. I ran to go to room in my, my homes so I could work a night shift. And then somebody would be home with the kids after I put them to bed. I remember that time I was a single mom. So this didn't happen overnight. And then as I was building my business, I started to think, what happens if all that falls apart and what happens if I don't become super successful? So in 25 years, I've got to still support myself not to depend on another guy or another husband that's going to leave me just without anything. So I started to real estate and rent out the real estate and have the income from the mortgages to cover the mortgages. So I would lease out, just say my income was a thousand dollars a month or 10,000 or 20 or 50 depending on the property. My income would need to cover the mortgage. And I would have a mortgage as high, not lower than the income coming in. So that my tenants paid it off and built an annuity. So now I have, I don't know, many more than 14 properties, income earning ones worldwide. And that to me would be an annuity, but it turned out to be a business as well. So and a lot of work. So there, things don't just evolve, but when you want for nothing, the money wasn't important to me, making money, what, but showing it off, didn't drive the Ferrari. I dressed in secondhand clothes. I still buy secondhand clothes. I still look in shops, still do that. I will buy a t-shirt and then cut it out to make it look like it's a fashion statement. And I mean, unfortunately or fortunately, all this rip clothing is in right now. So it's, I'd look at it as look successful, put yourself, put yourself together, don't talk gibberish when you're trying to do business. You wouldn't go in audition for something and then talk about fixing your car. So focus on the moment and focus on that sales point where you're trying to sell yourself and that everything that you put online in life. And so Charles, I would not do any any kind of podcast or podcast or YouTube channel. If I didn't trust the person that I'm doing it with and that's a compliment to you because I live forever on the internet. And so start acting kooky on your Instagram, on your Facebook, on anything. That is really just, that's one of your, that's your resume. And so what you do in life because at some point you're going to want to do something else. And if you've acted goofy or threatened, then it'll come back to bite you. So you don't want to be doing things in life that you have to fix later. And lean up, I would say to your viewers, clean up your act if you really, really want to be something and be that brand at all times. You can't be part time. Somebody who just, you know, sleeps with a bottle of beer in their hand. I don't, I don't think I've ever slept with a bottle of beer. Maybe wine. On the one, friends on the one. That on a, on a consistent, I like the, the, the cheap California shardines. They're, you can't, yeah, this is interesting because I live mostly abroad. I mean, the U.S. sometimes, which me landing the U.S. I think I can get California shardney. You cannot get it in Canada. You cannot get it in now with a pair of threats. You can't get chardonnay, California shardney in Canada. I can't get it in the UK unless it's not popular. It's just, and I love love their shardnays. Anyway, back on topic. I'll see, I'll see what I can do about that. Before we hang out, I'll see what I can do about that to get that fixed for you. One of the things you talked about and this is specific to hard for females. When they're walking into it and they're finding this balance and they're showing up authentically and I agree with you 100%. Your online presence is your brand. And thank God I'm old enough that the goofy things I did when I was a teenager, there were, there was no YouTube and internet. I'll thank gosh because I would have been embarrassing. I was on a swim team. So I was in a speedo. Thank goodness there's no pictures of that anywhere because no one wants to see that. Nobody wants to see that. But as we go forward and we're doing this and we're talking to the female audience specifically because I want to help them out as much as I possibly can. One of the tactical things outside of clean up your brand. Like I get it. You may or may not look good in a bikini. You may or may not. Don't post that stuff. You're online stuff. Eat your brand. Clean that up immediately. And I tell people all the time, keep it private until it's permanent and then once it's permanent, keep it even more private, no one needs to know your business. Just, just, there's a reason I don't follow anyone on Instagram. I follow one person. It's a city in Switzerland. That's the only thing I follow. I do not. I do not follow because it's just it's there's been some bad stuff that's happened. But as you're going through and you have this tactical redesign of your online presence, what are the things that female business owners can sit down as okay, this is the world you're going into. You know that this is going to happen no matter what. This is what you're running into. Here's how you pair it for that. So I think I think for female business owners is to own who they are. I mean, don't be ashamed or concerned about who you are. You don't have to fit into some profile. Gone are the black suits and the white shirts and having your dress like man, be who you are. And that person should be a confident person of the person you are. So own it. I would say as the first thing I would say to a female entrepreneur. And also to work that much harder because when you walk in that room, you have less likely than if it's a man walking into the room. So when you walk in that room, own that room and owning that room means that know the business to hand, do all of your research be smarter than more knowledgeable than anybody else in the room because I can guarantee female or male. Every who as much research as you is if you overtly and carefully research what the topic is, find solutions for what any question could be asked and even have it ready there in paper and writing a lot of calls are on zoom but be very knowledgeable in your subjects as well. So the third one I would say and the biggest one is think really, really big because there is no reason that you cannot be everything. So you always look at the business to hand make sure that it is there's widgets that it is there's distribution and that there's you can grow that business. So it's flexible to grow into a large business. If you're thinking about the business and the entrepreneurship is around and I use this example before, I'm going to make pies in my kitchen. It's not going to sell to your friends. If you start thinking my friends bought it, there's someone at the school, a parent at the school, that is not going to work. You have to think all the people you don't know that is going to buy into your idea and think even bigger. And then right now you've got AI. If you're not thinking of incorporating some type of AI in your business or doing a business that's affiliated with the AI, you're missing the boat because that is really big right now. So I signed up to take a course, a diploma course at Harvard in AI. And so I'm going, I don't know enough about AI. I get it. It's a buzz word. And I get built on algorithms and regression models and I get it that it's built on smart learning. But I need to know more. So get educated. If you don't know it, don't say I don't know. Get yourself educated. And then now you're probably listening and going, this is exhausting. This is exhausting. It's too much work. It is a lot of work. But there's no reason you can't balance that work. And that life, if you really, really want to be successful, no one became successful as an entrepreneur without putting the work in. You've got to roll your sleeves up. You've got to be smarter than the new competition that's going to come in and try and grab your ideas, grab what you're doing, and you've got to stay one step on top of them and be adaptable to change. And females are more adaptable to change the men. So be adaptable to change. And don't be ashamed that you're female. But don't fall into the female. Oh, I'm so exhausted. I got up and I had to get my hair done and do all this. I don't mention that. I mention the things to do with the business. And I don't get cocky. Nobody wants a cocky person in business. So you have to listen. And as a female, we do listen. And we communicate well. So listening, communicate well with your naturally capable and able to do and don't get defensive. Because it's why I don't think he listened and all that. Don't overanalyze. Be prepared. Because you don't want to analyze your words. So yeah, I'm talking about the females I talked to that are very successful. But then they find they find blocks in trying to get to the next level. And if they talk to me about it, obviously, they want advice. And they say things like, well, I get people saying I'm not approachable. Maybe you're not approachable. And so you need to be approachable, but for the right reasons. Right. And you need to do the work. And I think one of the things you said, there was like, that's not thinking big enough. And I think you and I are both in the same Harvard course right now. But this isn't, you know, you go in and you do it. And we're constantly working on it. And I used to tell people all the time, why do you spend extra money for organic food? It's so much more expensive. And I said, well, it's cheaper than chemo. So when people talk about, when I talk about, I don't want to do the work. This is so much work. And this is going to be so much dressed to infest and research and take the Harvard courses. And why are you doing that? I might because the opposite is worse. And understanding that ballgame of, yeah, I could have taken courses at no offense, FAU, which is where I got my undergrad or from, or I could sit down, I could dig in, I could do this stuff from Harvard, because it's a different ballgame. I get to do it online. And there's just I want to get the best because this is where we're going. I would love it if we were going to a world that said, hey, you know, we're only giving money and health and wealth to people who are on this podcast. Sure, that would be, but it's not going to happen. I'm going to run into a world where things are changing. And either I adapt or I die. One of the things that really stands out were, credibly, we don't teach women that they're enough. And we work constantly telling them you need more makeup, you need to look this way, you need to be just a certain way of doing all of this. Your perspective is the complete opposite. It's like, okay, you're more than enough, but I need you to think bigger. That is a gear shift that most, most men and women, but specifically women don't have because by default, it's harder because most men think we're one push up a way from looking from the men's health magazine. It's just as we work coded with that because we're meant and but as we go into this long game, how do you teach and how do you empower women to think bigger, obnoxious about what they're going to do, but about themselves? Well, I think there's one thing that when you go back into way women think, if you show up and you're wearing a nice dress, someone would say, oh, that's a nice dress. And in their mind, they're going, how come I don't have a dress as nice as that? And then women compare themselves to each other. And I think out of that mode of comparing yourselves, because that's something that you naturally do. But women also don't think of themselves as being big thinkers. And I think often it's a threat when a woman is a big thinker. I mean, I was a threat. I believe to my husband, my current husband, many years, but he didn't, I was so entrepreneurial and so aggressive. So I didn't talk about it. And sometimes you just have to play the game. So our relationship is better because I don't talk about business. And I'm doing everything else talking about the kids and things like that, but not about business. And so you should realize it. A big thinking woman is going to be a threat to men. So you have to be aware of that. But think really, really big. There's no reason you cannot run the show, be the top of your game and get the emotion out of it. Because men are very, very good at getting the emotion out of it. So if you can be a woman, a compassionate person and be a smart thinker and a good researcher and not emotional about it, then you're stronger. And never, ever think that you're really smart and what you can be intelligent, but don't think you know more than other people because you never will know what's going on in everyone's head. And you want to be, you never want to be the smartest person in the room. You want to be in a room full of people that are not yes people. You want to be in a room full of people that you want to work with. Another thing in business like always do, always do and still do. And I do it now, used to do it on business cards. I do it now in my contact list. So if I'm talking to someone and they say something interesting about themselves personally, I make a note in the notes under that person. So Charles, I would make a note if you mentioned you were a speedo and you used to be a I guess competitive swimmer. So I know that I will make a note because if you and I didn't talk for a year and a half later and you called me up and said, Hey, Anne, and I'd say, yeah, how you doing? And did you ever post about that speedo again? You want to be able to know people, but this is a very fast-moving world. And the more that you grow, the faster it moves and the more people you meet. Another thing that I do and I try to tell this to my kids is join organizations. So I enjoy the Ontario Economic Summit for years. I was a delegate and the G20Y on the Banking and Finance Committee. I met people from around the world. I did tend this in different Paris or different places that we would have our meetings. And I would meet people from around the world and they became part of my role at X. So and this can be done a lot easier now also with podcasts and podcasts and YouTube channels. You can do that, but join committees and organizations in a large scale and you will meet more people that become part of your contact list. And that is really important because you want to open yourself up beyond your small or your small as relative. People you've met in the current business that you're in now or in school or in the past. So I opened my world up to a very, very big, for me, role at X of contact people. And so even now in television, I go to the television conferences. And I know that I'm not noticeable and I know what that I'm not that I'm really nothing amongst all the people that are there that are all searching to sell or buy something. And so I make sure that I make myself noticeable. And so for example, when I went to Mipcom, which is the reality TV show conference in Khan, and my TV show is called Queen of the Castle. I brought a whole bag full of terrors and we handed out terrors to people. And I literally brought drag queens with me because I was the queen and dressed as the queen. And we were noticed and I had to fight that with the producers of the show when they asked me to go to Mipcom and meet people. I said, realize no one will know who I am. I mean, you're amongst all of these you've got Warner Brothers, you've got Disney, you've got, I don't know what they're called now in this teenage, but you've got all the TV channels that are there and everybody's there. Make yourself noticeable in a good way. And so I think every moment is your elevator pitch, take those elevator pitches and have that little sound bite available. And something I learned in PR when I would do the news or I would do something I would practice. I would practice the worst question somebody could ask. And I would that sound bite that I wanted to say written down on a sheet of paper in front of me. And then somebody asked me something we used to do anti-aging shows. So I had where we did anti-aging shows. And I was money lending into the cosmetic medical market and veterinary and dental, etc. And I know that I and I was money lending into home improvement as well. But because we did money lending into cosmetic enhancement, always one of the first things that media would ask me is what have you had done? And irrelevant to money lending and inventions that we would do. But I would have written down on a sheet of paper while if I was thinking to have something done, I would certainly go to our conference on anti-aging. And it wouldn't matter what they said. But have that sound bite that you can slip in and divert from the question. And I hate to say it, but a lot of politicians just put the sound bite in and it has nothing to do learn from access, not that idea. Right. We do it. But do it. We do it all the time. Don't answer the question that was asked. Answer the question you want to answer. So they could say, hey, what is your favorite food? It's really interesting question. My favorite color is, so you're actually answering the question you want to answer. Not what was asked. And I think the other thing is, when people show up to networking events, they get very scared because I'm not the queen of the castle. I'm not, I haven't done regrettably the research, which I agree with you wholeheartedly do the research. I remember before social media really blew up people on Facebook and they posted everything. They're wedding anniversaries. They're kids, they're hobbies. And I would research all of that. So when I got to the meeting, I had more of those like things to connect with. But what I've done in these events is, and I would love to hear more of your ideas of how you connect because obviously you connect on a huge level is I will walk up and say, hi, what is your biggest fronter right now? So I'm like, I need a plumber. Like awesome. I'll be right back. And I would go around the rest of the party and I would find a plumber. I'm like, hi, you're a plumber? I mean, you need to come with me. And then I would take plumber to the person who diploma, I'm like, hi, here, you guys connect, you need the plumber? How would I say? When the plumber is really happy because of the new client, and the person's really happy because I found a plumber and that inherited and that I get all that trust and I get all that connection. And I will just spend the whole time. So for those of you who are listening, one of the proven tactics that work really well is being service to others. So listen, I might not feel that I'm good enough at this moment. Great. You can always connect people. There are times where I feel I'm good enough. There's times where I feel like I'm amazing. When when in doubt connect people, what are what are the ways that you have connected? What are the ways that as a female, you're coming into it where they will marginalize you, where they will think that about you because anytime I've been on a carpet, no one's ever asked me what I'm wearing. Ever. And I've had PR sit down, okay, this is what you're wearing. I'm like, I don't know what any of those words that came out of your mouth are. I go, I don't know because I don't you walk in, you have your underwear on and they trust you with everything else. I had to do that. No gift, you a list. I've never been asked who I'm wearing because my default response will be target. I don't I don't. Yeah. Hey, attention. It's either a banana or public or target. That's just I don't know, but when I'm on stage or I'm being dressed up, it's Armani and all these other things. I've never been asked. That's a very different world than you live in. So how do you, what are some practical things when you do do research and you are walking into these things and you're are setting up that you can give to and again to everybody. It doesn't matter if it's inter-employment or external plumbing, but specifically for women to be prepared in that environment. So I make sure that I do make those notes that night or that moment. I will take the moment to make a note about a conversation that I have with somebody. So I don't get in personal life, never get into my personal life. I get into what that conversation that somebody is having with me. So just say it's at a party or at a dinner or an event and I do throw the events in the parties and I'll get into that in a second. But when I meet somebody, I will make that note and I will make sure I get their wets up, connect on the and I will follow up and say, Hey, it was nice to meet you. I will make that note and I will follow up with them to do with the conversation. And so I do not follow up with them and ask for something. I follow up with them. I don't ask like, Hey, you know, it's what I do. I want to invest with me. I'm trying to make a connection for someone to fill a void or I might the plumber is to hey, it was good to meet you. I hope the plumber works out. Let me know if you don't find one. And I can see I live in the area and I can see if I can get somebody else that could help you follow up with a relevant conversation, but do not ever ask for something and never reach out to somebody with an ask. And if you have an agenda, tell them you're a agenda. So and it is I'd like to ask you if you're interested in investing in this firm. But don't follow up and say, Hey, great to meet you. I really liked your own money suit. And you know, let's connect sometime be very, very honest because no one has time to know, no one's at silly or stupid anymore. I don't like using those. They can read between the lines. So be very authentic and be very for doing and then follow up and make sure that when you're at a party and you're there to network that you actually do network. And so you actually are promoting yourself as a business person, whatever that is that you are at that moment and trying to promote yourself as and then make sure that you're making that connection and the right connections. And something that I do now when you talk about networking is we do and I work with throwing parties where I invite like minded people in and anyone can do this themselves. And one of the things that you can do is invite like minded people in the same ilk. So in mind, it would be CEOs of companies. And invite those people to a dinner. They don't pay. But the idea is that they get to network. They get an over the top experience and they they're whole, guest list, emails and contacts are shared with everyone. And so they come there knowing they're going to meet like minded people. And I don't invite people that don't fit into that group. So it's really, really an interesting way to network and meet a large group of people that you can bring together. And if you don't know a lot of people, make it a dinner. And then say, let's talk about AI and the impact on our businesses and invite like minded people for that dinner that can network with each other. So be the networking instigator as well. So networking enough create it. Get creative on how you can meet more people in your circle. So join committees, organizations and get creative on networking. And if you don't have that group, create the group. And do not invite your close girlfriends that have nothing to do with it. And so do not invite your husband and do not let your kids sit at the table. You are working group that shows that you're focused on the moment. So I love that. One of the things that happens at networking events at groups that I would love for you guys you to speak to is I have a client. And recently she loves on DC. She'd be connected with an individual who was clearly not wanting to talk business with her. So to clean this way, I can say that without getting any trouble. He was interested in her for far beyond her brain. This was an individual of immense power and tried to take prey on my client. And we walked through a very specific thing. I've had a had a whole space for that, but also how to exit out of it in a polite way. My hallucination is you run into that quite a bit. How do you handle that where the other side of the table is regrettably being inappropriate and crossing the lines of getting across on the personal side and being maybe a bit too aggressive. How do you handle that without blowing up your network without creating a reputation where I'm not this, but I'm also not that. How do you deal with that type of environment? So I'm in no way am I making any kind of assumption about the person you just spoke to spoke of, but I am really an approachable person in that way. And I if I say hi to a man in a certain environment that they think I want to sleep with them. And if it's and I said this to my daughters is when they were leaving to go off to school. If a man asks you for coffee, he wants to sleep with you. If a man says that you look nice, he wants to sleep with you. If a man wants to look at your computer, he wants to sleep with you. Do not ever think that you're you look so interesting that they have anything else on their mind. And so anyway, unfortunately, that's it. But in business when I was building business, I didn't have a lot of confrontation, but the times that I did, I there was one time when there was a banker and we had left a dinner and I was walking to my hotel and he was walking to his car. We walked together and then I said, okay, goodbye. And he leaned over to kiss me and and I stepped back. Well, you know, just mortified because that wasn't the intention, but I took it upon myself to realize I went away from my my own advice that actually somebody doesn't want to just walk in the same direction as me. And so, but then because he was so senior, I addressed it and said, I know you didn't intend that no, no harm done. Nobody will ever know. And just addressed it that way and then kept it professionally. And so I got the book, but not to address that he was under any kind of threat. I also traveled for conferences like these are securitization conference, banking and finance conferences, anything. I don't go unfortunately to the brandy and cigars. It's just a girl in a bar. It doesn't work. I don't need to do that. And I have been where I'm traveling on my own and some guys knocked on my door with my hotel. And it's like, like, I guess he saw me go in there and or in the elevator when you're going up the elevator and somebody from the conference decides to hit on you. And because it's the last resort, like you hit on a hundred, it's always a numbers game. Don't think that you're that special. It's a numbers game. Somebody is going to hit on you. So you need to address it. You need to address it. Head on. You first of all, you need to not be approachable. So I contact that stuff. It doesn't work. Any kind of joking or insinuation, you're going to regret it later. And but when something does happen, address it and be very professional. And don't say anything to do with anything that means that you're leaving that door slightly open. And the answer of while I'm married, it doesn't matter anymore. Don't know when cares if you're married or not. It's probably easier. Just like keep it professional. Make sure they know that you are perfect. You're so what you're doing because I can guarantee if you open that door, they're going to think that you're opening that door for other people anyway. So there no one's going to think they're the only one. You're just part of the game. And your reputation will get out there. And if you have made an error, don't beat yourself up. Just don't do it going forward. Just don't become what you passed was because we all have made mistakes. All of us have let my mistakes weigh on me. I'm just not going to continue to make them. There was a there was a movie called Dumb and Dumber, which in Terry. And there's a scene where the lady's like, he's like, so what are my chances? He's like, not in a million years. He's like, so you're telling me there's a chance. And it's like, oh my god. And it just really encapsulates the male minds like, which so maybe that if you were the last guy on earth, no. Okay, so there's a chance. That's what I was saying at all. So yet, so having that kind of, no, that's not how it works. Now, when we go into this, if I can add this, I can say being in business and I deal with some people that are very high level in business, they really save because they know I'm not out to hit on them. I'm not trying to sleep to get ahead. And that's almost a joke. But the I'm not trying to do anything in a sexual way with them. And that I am focused. And that makes me a safe person. The easy approach because it's not part of the equation. It's not even the third part of the equation. It's not, it's not we're never going to go there. But I don't have to say, I am approachable because that's not part of it. And aside from that, there's a whole world of people out there. If I wanted to do that, it shouldn't be with the people I do business with. Absolutely. So when we start doing business and we start scaling, you've scaled empires and you've scaled everything from finances to everything else in even your own home. There's everyone talks about processes. They talk about systems and regrettably system right now is very much a buzz word. What are some of the technical systems that you've implemented in your businesses as these scale because you can only do so much. We've learned this from the SEAL community. Outside of a 6 to 8 man team, life gets real challenging. So how do you put in the systems and how do you monitor scaling on that level? It's really hard. It is really hard. You're right. So when I'm doing, if I can use the example with a castle and we're building a brand with the castles, I've only had the castle, I think two and a half years, not a long time. And then renovating that. I look at it as, okay, what's your ultimate? Look at your ultimate distribution. And then I I go backward from there and I start at the very beginning. So ultimately, I want to distribute worldwide to tourists and people that come to England and want to visit a castle and a bride and groom that wants to get married at a castle. There's where my market is. How do I get to them? Well, social media and landing pages like your website. And also, I look at doing the television. You could do your own YouTube channel too, but I do a TV show around the castle. There's my distribution. So then you go back and you want to scale the business. That's how I'm going to scale it up. Then you have to go back to the beginning. How do I start the business? And so that part is the hard part is how do you get the management in place and then step away from it. So you've got to invest a lot of time in any business you have before you grow it. But you have to know your website platform to start with even before you've started the business. So you've got to look at your distribution as social media, website media. You're distribution channel. And go back and start a business. And I do that with my real estate. I do that with my, with my finance business when I had it and my insurance company, all those kind of things I have to look at. How do I distribute? And the channel might not be public. It might be it's B2B as well. So when you were talking about distribution, there seem to be a little bit for me, like I have a goal and then I back into distribution. Like I know exactly where I'm going to want this to go. It's kind of like firing an arrow. I don't fire an arrow and then decide I wonder where I want the arrow to go. No, I'm very clear where I want the arrow to go. It's a go in there now. How I get it there. That changes the ballgame. Is there a difference in your mind between goal and distribution? And then if there is one of the distribution factors that you have found out the best ROI. So if I were to make it more clarity, the goal would be for example, the castle that I want to meet tourists to come to the castle and rise to come to the castle. That's my distribution, not my distribution channel, but that's who I, that's my audience. Yeah, my target audience. But my goal would be for them to come to the castle. Spend money. Have a great experience. So just spend money. They need a great experience for them to come back again. It needs to be a great experience. And how do I let people know this is a great experience? So that's my distribution channel. In the insurance company, my distribution channel is B to B. So it would be to businesses that are selling small ticket loans. We do creditors and life and disability insurance. So offer that to your clients. And this is the experience you're going to get. And so that's not a public one. That's not social media. That's I have to understand my audience is another business. And they want an easy, easy platform. Click on and then they want good reporting. So you have to think of everything. And it's not easy. So building your platforms, building your accounting systems, having them work with. In our case, the castle has a hotel. So it has to work with the booking.com and those platforms. And you know, all of that is not easy. But it's not what your capable of. It's just a lot of work. Right. And then understanding that, you know, there's that when I'm getting on a plane, I dress a certain way when I'm swimming, we're not going to talk about speeders anymore. But when I'm swimming, I swim different, there's different distributions and different times and different places. But when it comes to the scaling, because you're doing a lot. And primarily your main goal is like, I'm a mom first. At the end of the day, I'm a mom. That's my first priority. That's who I am. I happen to do all this other stuff, which means you have to build a squad. You have to build a team of people that you trust. How do you empower, track them down, bonus them up in a very competitive marketplace? Because regrettably, there's a lot of people who are looking for work. The people who have the jobs and the ones that are elite are very, they will find more. There's a very small amount of elite talented individuals out there. How do you build a team of those, empower them and then scale with them? Because there's a lot of, there's a lot of psychology behind it, but I'm curious how you do it and scale to these next levels. So the way I do it when there's an actual business that I'm running is there's, if they're with the company for one year, then we bonus on the past six months of the success of the organization. So if they're with the company, they have to be with the company one year, and then they get a bonus based on the success of the organization. So the revenue, so you might not have positive cash flow, but you would have a revenue coming in. So they're bonus on that. So they know that they're bonus on the past six months, but if they leave the company, they wouldn't get the bonus. So they have to be the company six months. So I make sure that they want to be there, but we also offer after they've been there a year, we pay for their education relative to what their job is or what their job they'd like to do, and we will pay for that education. They do not have to pay us back as long as they're working with the company, and then dependent on what we're paying for like an MBA or is it a chef's course or whatever it is, they're doing accounting that we've done many, many offerings and fulfilled for education. And as long as they stay with the company relative to the cost and the time to do the education one year out or whatever, and we say we want you to leave the company within better shape than you came to the company in. So that means you've learned from us because you want to be stimulated. Most people do. You want to be hiring people that want to be stimulated, but you want to help people grow too, and you help people grow, you will grow. So invest back in your employees. They are the biggest asset you have or the people you employ, but invest back in them. And I do not, and I don't think it's a bad thing, but I do not offer shares and companies and things like that to employees. I don't make it that complex, but I do offer bonuses based on performance at the company. So I love that you're investing in people that you want to invest in you. Again, it goes back to the being service, give to others first, and you will get more tenfold because this is just, it's a concept that most people aren't doing. They're talking about, oh, I want to have a gym inside the organization or I'm like, invest in the people, give them what they actually want. So when we talk about real estate switching the gears completely, you invested in real estate and you've done that. The market's changing, the world's changing right now. Again, without getting political, it is getting very interesting. When we do this, where do you see real estate going? Where do you see things? Because you sit at a higher perched than a lot of people through a lot of hard work and effort on your own, a lot of self sacrifice. You've made it and you have a different perspective than most people do. Where do you see things going? With real estate, where do you see things going for female entrepreneurs in the next five-ten years? So for real estate in the next five or ten years, and we could talk about it worldwide, but it's the housing market I wouldn't be investing in housing right now. I wouldn't be looking at, hey, I want to have this perfect place to live if that's what your investment is, depends of what your agenda is, but it's not the time I think market is going to go down even more, but if you are so inclined to want to buy, invest in something that you can rent out. So start investing a rental market rather than lifestyle market for yourself. And then weigh out what you're paying for what you live in, and even if you have to get a place that you can rent out part of it, so it supplements your cost of living, depending on where you're at. So this is not buying anything. And don't look for your dream house in this current market. I would wait if you don't have the free cash to do that. But real estate commercially is also in a decline because people are working out of their home. A lot of real estate is going into the market. In particular, you'd look at in the last years all the big department stores are shutting down because everything is online. Now where would be smart to look at is in warehouse in close to airports. And so I'm looking at if I'm going to buy real estate, where can I put warehousing? How can I help in the distribution market for where the channels are going and how people are actually shopping? So look for that. But if you start to think like that, what you're going to do is get a real estate agent commercial real estate agent is going to be jumping all over you if you think you're going to buy something from someone else. I don't sign on a realtor for me personally. I assign different realtors to look for what I'm doing. They don't want to bother. So I have to get another realtor to call them and say yes, she is real. And she will buy. So it's also don't think that you just because you're looking to buy that the realtors are going to listen to you. But if they know you actually are then you know this world Charles very well. Then I can buy commercial real estate without signing on the broker. And I can buy commercial real estate and get a good deal. And I also look for bankruptcy deals. But I don't know that the commercial office building is a good place right now. I think converting what was an office who residential would be especially if you're looking into lower income residential. And you might want to look at where subsidized by the city or place that you're in. So that might be something that is better. But yet to know the real estate game and do your back of the napkin calculation if you're just entering into the market. Back of the napkin is smart thing to do. When I first went into real estate and I had some cash I called up two big time real estate guys. And I asked for an hour of their time. I brought another female with me so I didn't think I was hitting on them. Met them at their offices and said just tell me how you play this game. How does a real estate game work? And I want to go on commercial real estate. I want to start buying commercial buildings. How does the game work? And they gave me an hour of their time. Each of them. Really different perspectives. So it's actually good that I didn't go to one because I would have taken their perspective. And then don't get confused when you get different perspectives because everyone has a different way of playing the game. And there's not a right. But listen to a few people and ask the professionals not your friends. How do I invest in that? And then in real estate and the current market you want to understand as well. In the political market too. If you're investing in rental properties and Airbnb's that can change because you might have the hotel industry step in and the jurisdiction that you're in and say we no longer want Airbnb's. So be prepared for the changes. I think understanding that it's what the market is currently doing. Like commercial real estate is finally figuring out that mixed use. It's a different ballgame for them. There was a property that was done out here that was a commercial property since the 80s. And now it's mixed. And it's the biggest square footage that we have in Kentucky. And it was just someone who had the vision to say, okay, we're going to change the ballgame. We're going to make this. We're going to make sure that it not only gives value to the community and the city that we're in, but also value upstream. And I think the commercial players are starting to understand a mixed use environment. When it comes into bankruptcy and all that, and you were talking about how people shop. Like we've got, I'm in Kentucky right now. We have a Arctic freeze or blizzard or whatever it is that's going to come in. And I'm from Florida. So anything below 20 degrees is very confusing to me. Seeing my car with because my car is up here. And it's got my Florida license plate and there's three inches of the snow. So that's out of the car. My car is very confused right now. It's like, what is happening? But even me who has the ability and has that I'm still just going to go to Costco and say, it took like an avid delivered. So the way people buy it is completely changed. So honoring things have changed. I, again, I grew up when you went to the stores. I know what series is and I know what Kmart is and all that. Those things don't exist anymore. Understand that the market has changed completely. Also understanding that that lunch that you did with those two in gentlemen probably saved you and made you millions of dollars to allocate it. So finding someone. And for the people who are listening, most of us who are just even just one tier higher than you are because that's what makes you an expert. You know, one more thing than the person that's asking you about now you're the expert. We want to tell it. We want to share this because we're excited because we've learned something and we want to get back. Most people I know will want to be in service and want to help out and go from there. So I love that you did that. I love that you invested in your people as well with their education and say, like, I'm going to invest in you. Where do you see, again, different vantage point? Because everything right now is, oh, cryptocurrency and AI and all this. Where do you see things going with that, especially with a political environment that's challenging? That's as good as that you get. That's as clean as I can clean that up with. Where do you see things going in that world as far as the crypto and the AI as well? Because you have done a lot in finance. Yes. And the crypto to me is really scary because I don't think they have that lockdown right now. And there is this big environment of people have made a lot of money investing in crypto. I air away from that easy money. I hope to get that easy money investment. And it was a girl. She was a photographer. And I hired her in Italy to do a photo shoot. And she had just invested in crypto and made a ton of money. And I was like, wow, like, wow, like tell me how you do it. And she said, and I knew somebody who was investing in crypto and started a crypto business. That's how I did it. She said, I would stay far away from it. If you don't and that founded the company. And it's almost like a lot of the stocks you get in on the early investors. You've got. Oh, and then they don't say that. Of course not because it would be inside information. But if you don't know the game, like I don't invest in real estate, I mean, in stock, the stock market or crypto, because I don't know the game. I don't know about businesses. And I was reading about Warren Buffett recently. And he would invest in his early stages. He got to know the company before he invested in it. So if you're going to invest in anything, crypto or the or stocks know the company that you're doing your research. Are they a legitimate company? Are they a startup? What is the market? Like you actually have to do that or don't invest. So I think that's really important. But crypto. I see it shaking everything up. I don't know if it's going to take over for currency, like the US current euros or British pounds. I don't know that it can or will do that. But I, I'm cognizant of it. And I'm cognizant of cash. Cash, you don't want to hang on to a lot of cash because cash, nothing went left in the bank doing nothing. And so I make sure that I try to invest back. But right now it's mostly bonds and things that are safe. Because I don't know this one. And I have to say I can't give advice on investment because I'm not an investment person. I'm a careful person. Well, I think the advice she just gave is is important. Right. If you don't understand something and I'd learn this from Melvin Simon at the time he was 64 British persons in the world. I'd never met anyone like that. He said, if you don't understand it, you're not investing your debt. And that's up to you. If you want to gamble, gamble. But if you're investing something and you don't fully understand it, be willing to lose the cash. And if not, it is what it is. So having that perspective changed for me from the particular who had been there, like I'm not a crypto guy. Do I think the blockchain technology can be used inside currencies in the future? Sure. But I don't really think about it. So my goal is to kind of stay away and stay with what I feel is safe. And when I think, okay, I've got a little bit of knowledge in this. This makes sense to me. And if not, I'm not going to risk certain certain things. So you've also, so you've done well in business, you've done well in their personal life. You've also broken into the online world as far as you have a TV show when you've had to deal with the trials and tribulations of fame. If someone wants to go into that world and then want to step in and break through, what is the advice that you would give them? As far as is this a path you would recommend? What are the things I should avoid when it comes to becoming a personality and online or on TV? So I think if you were building a brand, I would say build your set up on social media, be that brand. And there's nothing wrong with, I mean, I don't do things to be famous and I'm not all over famous all over the world. But in certain markets, I'm an am-known and especially Canada. But the, I mean, but doing a TV show, you do get recognized going different places in different markets. But I would say build your brand, build your brand up on social media, be that personality because that brand helps market you. Your personal brand will open doors for you and the more you're recognized and social media is the best place to do it. The more you, the more that door will open. When you contact somebody, they're looking on your Instagram page. They're looking you on social media. Who is this person that's contacting me? So at the top, you have your, what your description is. So I have that description on my social media and that brand is who I want them to know. You will not see my kids on my social media. That's not the brand I want people to see me as in business. That's my personal, a out of my personal life. Yes, I am a mom, but I let my kids have their own identity. I shouldn't say I let them. I want them to have their own identity. So be that brand. The person I admire the most is Richard Branson. And I'm so sad. Now that's so heartbreaking, losing his wife. But yeah. Is Richard Branson markets himself first and foremost. He is a brand who's not ashamed of who he is. He owns who he is. He's an out there adventurous person. It's also a business person. He's approachable. He's nice. He is that let's just have a party and let's have it happen, but let's get to business tomorrow. He's philanthropic. He brings people together. He's engaging. And I that I admire. So look at somebody you admire. And I admire him. And I think I'm not going to be market my brand. So that brand opens doors. So when I want to, for example, go to banks for money. If I want to purchase something, they actually know my brand. And so that open won't have to say who is she. They can look me up on social media. They go, oh yeah, yeah, that's who she is. And then also on my LinkedIn page, it has the businesses I had. That's my link in the page would be my resume. My Instagram would be my sort of pictures and you know, what I want to be presented as. And my Twitter would be the news that I'm interested in. I look at that for news feeds. I look at Twitter as a different place. Facebook do not have a Facebook page that shows you yourself and your bikini if you don't want to do that or your speedo or your kids and doing a barbecue. Have a separate one that is not public with your family. The one that everybody can see your Facebook page should be your the same as your business page. And and then I also have a my own website, which is a brand I want people to see when they find me. That's very counted. I know it is, but you need to be. But I am myself. I am myself and all of them. But very careful that I'm not putting on something that I don't want the world to see because it is a world in a very cruel world, unfortunately. And it will come back, right? Even if you don't want it to and don't succumb to it either. But I think I think we need to talk about platforms. Understanding that again, you don't dress for a taxi to a black tie event and kept leaving the same speed again, but in this video, you don't go to the beach in a suit. There's a time and a place and understanding that Instagram, Facebook, Twitter, TikTok, whatever it is, there are rules in that environment. And they show up in a very specific way and obeying those rules and being able to control your image because regrettably we live in a society that if I drank some water, one group will say, oh my gosh, he took water away from children. And he's the most horrible person in the world. And then the other people are like, oh my god, he touched the water now. It's all he water. I'm like, oh my goodness. So I can't control what's outside of me, but I can't control at least what I'm putting out there and the brand I'm trying to represent so that people do look me up. They're like, oh, this is what they're trying to say. Maybe that was just someone who's a troll and someone who just needs to get out of their house and get some vitamin D every once in a while. So just again, I can't control those people. One of the things you talk about being very intentional with and something that's really important is how to find and how to connect with you and that this is how you show up here. This is how you show up there. Especially for my audience who are females because I get questions all the time and they're, hey, this is great. We love it for this, but we would love a female perspective. Again, sorry, guys, for the guys out there, yes, by all means, please contact Anne. I've had conversation with you. She said, lovely, amazing human being. But also, if people want to track you down and they want to connect with you and they want to be empowered and say, hey, this is someone who seems to have done it on and it wasn't an easy road. If you look up your story and you read your book, it was not an easy road that got you here. You didn't wake up with a silver spoon and then have the perfect relationships and then you went through trials and tribulations and you decided, okay, I'm still going to double down and invest in me and I'm going to pick myself up and do it. If people wanted to get a hold of you and people wanted to connect with you and they'd one learn more about you and operate in a level of integrity that you show up with, how do they do that? What's the best way to get a hold of you? I think they would go on my Instagram and message and Kaplan, like a and n k a p l a n underscore on it and message me, but but reference your podcast, your podcast, your YouTube channel, reference your name and just say yes and that will get more attention because behind the scenes, I have someone else who manages my messages, but they will bring it to me. So somebody actually wanted to message me on that, but reference and just say that they saw that and I will absolutely reach back. And so it's important that they reference that because I do get a lot of messages and get a lot of trolls and so yeah, it's it's yeah. So those who were playing at home, I don't read my own messages on social media either. I have someone else who does that. I don't if you see that I'm online, probably send it to you and it's not. It is someone on my team and they're filtering all of this because just bandwidth and just regrettably trolls. And I don't let that energy end, but thank you for coming on and sharing and being so humble and honest to connect with the audience. There's as soon as you came on because we get pitched all time for people to come on its guests as soon as you're like absolutely 100%. I go move everything around. I want to bring in on. I want to talk to her. Thank you so much for coming on and sharing so much of you with us. Thank you. That's a wrap on another episode where identity beats income and your reputation writes your future. Clean up your brand own who you are. Show up like the person you're becoming because in a world that never forgets how you live online is how you get paid offline. And remember, if you don't control your image, someone else will.