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E53: Real Talk on Networking & Marketing (with Laura Morlando The Stress Commando)
17 Plays1 month ago
This week we’re joined by Laura Morlando The Stress Commando for a conversation that’s part networking masterclass, part marketing reality check. We talk about how to actually connect with people (without sounding like a sales robot), how to build trust in a world full of noise, and why clear messaging matters more than ever.
Laura gives away so much gold, we genuinely have no idea why she didn’t bill us. From cutting through the fluff to using emails that actually get responses, this episode is packed with advice you’ll want to take notes on!
Join us every Wednesday for new episodes! Subscribe now to get notified.
Where to find Laura Morlando The Stress Commando:
Laura helps professionals and businesses with Stress-Free Lead Generation, Stress-Free Marketing with AI, and Stress Free Relational Networking so they can be more effective and confident.
Where you can find Burch Law:
- IG @BurchLawTX
- FB @BurchLaw
- YT @LorieBurchLaw
- hello@burch-law.com
- (972) 385-0558
Visit burch-law.com/podcast to reach out!
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Transcript
Introduction to Podcast & Host's Background
00:00:04
Speaker
Welcome to another episode of One of Us Knows What They're Talking About and the other one is you. I'm Lori Birch, your host. Join us as we discuss and unpack wills, trusts, estate planning, and probate law in a way that's actually informative, interesting, and well,
Why You Need a Will
00:00:22
Speaker
hopefully entertaining. Because if you don't have a will, the state of Texas has one for you.
00:00:27
Speaker
Let's dive in.
00:00:39
Speaker
So excited to be here today. I'm excited to be here every day. I mean, really.
Humorous Take on Life's Opportunities
00:00:43
Speaker
deal y'all ever do the coffin test in the morning?
00:00:49
Speaker
Pardon? No. The coffin test? All right. Yeah, exactly. All right. So because this is a podcast, I mean, we do we do have the video version, but I'm sure there are some of our fans.
00:01:00
Speaker
that are only listening to it. So imagine yourself in the morning when you get up, the first thing you should do is push your arms forward as far as you can. So i want to see you all do this Push your arms forward as far as you can.
00:01:12
Speaker
I'm not seeing you do it. Come on, there we go. There we go, there we go All right.
Introduction of Guest Laura Morlando
00:01:16
Speaker
If you don't hit any resistance when you do that, that means you're not in a coffin and it means you can still make something of your life or at least of your day.
00:01:26
Speaker
All right?
00:01:28
Speaker
Okay. What if your blanket's in the So that's the test. Oh! Well, and she's gone. on love Oh, she's back.
00:01:39
Speaker
Okay. I just asked, what if the blanket's in the way and you were gone? I could do that in real life when you ask me questions.
00:01:54
Speaker
but You know you love my questions. Just like I love your jokes. I do. I Yes, indeed. Let me see something here.
00:02:05
Speaker
This is new. She's leaving the pod for the... i was I was checking the Wi-Fi extender because my connection isn't super wonderful, but we'll just see what happens. It's really Sarah's problem, actually. yeah So
00:02:22
Speaker
anyway, I'm excited because are we have a guest today. We don't always have guests, but we have a guest today. And this is someone who is very, very special to me. a I definitely put as one of my best friends on the planet.
00:02:40
Speaker
um Been there from the very beginning of me um starting this practice and has been through a lot um a lot of those ups and downs with me and seen a lot of it. And then it's not, well, no, it is how we met. I don't know. there were two There was a networking group and then the American Business Women's Association. We were both in them.
00:03:02
Speaker
I don't know, Laura, actually, if it was you that invited me to NetWea. Okay. So we got to see each other a lot, a lot. And then we both ah pursued leadership within the American Business Women's Association, both locally and on the national level. And one of the greatest honors for me was that the year I served. Uh-oh. Cliffhanger.
00:03:28
Speaker
This going to be a fun one.
00:03:32
Speaker
Yeah. don't think the wifi has ever been this bad. Has it? No. yeah i I'm like, I can fill in the blank. Cause I think I know what she was going to say.
00:03:42
Speaker
Cause she said it was her great honor. was my great honor. When she served as president of the American business women's association, i had the privilege of serving underneath her on her board as the district two vice president in her succession.
Laura's Work as the Stress Commando
00:03:54
Speaker
And so we, the we were the, we believe we don't know who's correct correctly, but we believe we're the, um, The first time in history were two sitting board members came from the same league.
00:04:06
Speaker
Oh, wow. cool. That's cool. That's really cool. Yeah. Considering the association was founded since World War II. Yeah, that's a pretty cool stat. Even though we don't know that that's accurate. There's Lori.
00:04:17
Speaker
Just hang on to that. Yeah, that's right, Laura. Good. Yeah.
00:04:24
Speaker
Whatever you said. Whatever you said. ah But anyway, so I'm excited. When we were talking about doing guests, oh Laura was one of the first people who I thought of that would be really fun.
00:04:36
Speaker
So I figured that we're talking today, Laura, about networking, marketing, all that fun stuff. Because, I mean, you know a lot of stuff. I don't know if... I'm sure ah Star Wars and or the 49ers will also come up. She knows a lot of stuff about that as well. So we'll see what happens.
00:04:54
Speaker
um But anyway, Laura, apparently you've already had some introduction, but tell us a little bit more about you, your background. And what is it that you know what you're talking about, but other people do not?
00:05:10
Speaker
Well, that's a twofold question. So what I know that that that other people don't know that need to know is that they need to work with you. Full stop. Nice. i I didn't even know she was going to say that. I promise.
00:05:25
Speaker
it checks in the mail, Laura. You're welcome. Yeah.
00:05:31
Speaker
Basically, that's true, though. That's that's that's not a platitude. that I tell the truth. And I i firmly believe that they they need a Lori Birch, Birch Law team in their corner. And so I can run down that rabbit hole if we want to. But ah just of the brief introduction, aside from being a huge fan of the Lori Birch.
00:05:51
Speaker
I'm Laura Morlando, the Stress Commando, and I help professionals and businesses network stress-free. I help them with stress-free marketing, stress-free leadership, ah so they can be more effective and confident.
00:06:04
Speaker
I'm just all about keeping it stupid, simple, and fun, and making sure that you're not ah living to work, but you're you know you're you're working to live, and you really enjoy life. So two expressions that come to to mind that I've heard from Laura is one if it's free, it's for me. Yes.
00:06:24
Speaker
And R&D. Yeah, well, I can't take credit for that one. That actually, R&D is ripoff and duplicate. And I actually got that from somebody else.
00:06:36
Speaker
yeah And when I first heard it, duplicated it, right? I did, but I asked permission. And so I'll give credit to the person. it was Vicki Marlette. And she said it. And I was, she said R&D. And d and i I was like that puppy dog turd hen. I didn't really understand. i'm like research and development. Like i read it didn't fit in the sentence of where she was using it. And she goes, no, rip off and duplicate. um like, oh, got it.
00:06:59
Speaker
ah So yeah, that, that was from her. So I i ah borrowed that. but ah If there's anything I know about Vicki Merlett, it's probably something we have in common. If there's anything I know about Vicki Merlett, she does not mind getting the credit.
00:07:15
Speaker
and and She and I very much have that in common. I'm all about giving it. Past national president of the American Business
Power of Sisterhood in Professional Settings
00:07:24
Speaker
Women Association. so Actually, so Laura, I do think um what would be a good thing for us to talk about, but why don't we but could talk about it now and then transition into the networking and and so forth. But I also think something that you and I both know about that not everybody does or has perceptions of is really the power of, well, it is kind of networking thing.
00:07:49
Speaker
um There's a lot of misperceptions around it, but the power of having a sisterhood, a support system. And that's something i will say was really eye-opening for me because when I first joined specifically the American Business Women's Association, which Laura and I, a hill we will both die on us that is that it's not a networking group.
00:08:07
Speaker
of It's a personal and professional development organization. um yeah But that i really did join it with the intent of of learning skills and promoting my law practice. I mean, I was just a snot-nosed kid and now I'm snot-nosed adult.
00:08:27
Speaker
a snot-nosed kid starting my own business, and that's really how I saw it. and it it And while I did get business out of it and continue to get business out of it, it the the sisterhood element, which is not something that I would have ever thought would be coming out of my mouth, is I think what's really empowering empowering about it. And I think any sort of sense of community that you can develop and finding your people, because you know community is not just where you live.
00:08:55
Speaker
It's people who you can share common goals and values with in a support system. And I think that's one of the things that ABWA does better.
00:09:06
Speaker
um i wish it was more well-known, but does better than anything I experienced because i you know I've often said, that the so women and friends that i developed through that organization, Laura, at the top of that list, really saw something in me that I didn't see and really accepted me in a way that I had yet to accept myself. And so to be able to come in and feel...
00:09:33
Speaker
Like to see that reflection of you that you don't even believe that you're that person, but they believe it. And then you're like, well, maybe. And then you strive to be that person and ah just to be completely embraced and celebrated. it's not perfect. Like, trust me, there's people that you want to punch in the throat some days.
00:09:51
Speaker
But that's fair. ah But really, just just there's there's pretty much there isn't anything I wouldn't do for that association for the women who really were there to help me become a more authentic, vulnerable version of myself.
00:10:12
Speaker
And so um i think, Laura, you and I know a little bit about that. So why don't you use that, Laura, as a transition then to also then spring into... um networking and what that really means because I mean it is networking since you know a network can be a community right but but tell me Laura you talk you're so good at it but I love listening to you Laurie um I will for in all seriousness I will forever be great yes I love listening to you um sorry guys I don't mean to put it into you we know she loves listening to herself too it's fine it's true
00:10:50
Speaker
I have learned well. um And so I will forever be grateful for ah the experience of ABWA or the American Business Women's Association, because that's where our friendship was really forged and where a lot of the relationships are forged.
00:11:04
Speaker
And to just put a real bow in it, one of the biggest mistakes that I see organizations and companies make when it relates to their marketing and their lead generation is not understanding their ideal client.
00:11:16
Speaker
That is not true of ABWA. They 100% understand their ideal client. And they understand what the problem is of their ideal client is filling ah what I call, and with the community that I have, i so I've started the frame that you feel like you're on an island of alone.
00:11:32
Speaker
And prior to becoming a member of ABWA, I was a corporate professional. I had not pivoted into entrepreneur land. And I really felt like I was on that island of alone ah because I was in a male-dominated industry.
00:11:46
Speaker
ah The women that I connected with, I know the women that I connected with. Well, they just didn't get me and I didn't get them. And so it was it was really difficult. I mean, i just really didn't feel like I fit in anywhere.
00:12:02
Speaker
And when I got to the first meeting and I will forever to this day regret um not knowing this person's name, but because I like to give credit, as I said earlier. But I had transitioned out of international sales and gotten into local sales.
00:12:17
Speaker
And I could tell you how to get the boxes across the world on the shelves of the best buys of the world. But I couldn't tell you what a chamber of commerce was. I couldn't tell you what a leads group was. I knew nothing of local um you know community.
00:12:31
Speaker
And so my boss had told me to join every networking group. And the measure of my success was how many business cards did I collect? And how many people did I add to the newsletter?
00:12:42
Speaker
full stop, do not ever do that. You will tank your reputational capital in the worst way possible. Like, do not do that. You will alienate everybody. But that's what I was told.
00:12:54
Speaker
And so this is how I approached every networking group that I went to. And so yes, I was treated like walking through the cosmetic aisle at Christmas, where you're just like, Oh, my gosh, because that's what I was doing to everybody. Like, I was just doing and selling and telling. And when I walked into ABWA, there was a coach there. and ah She had pity on me, clearly. And she put her arm around me. She goes, let me go and introduce you around.
00:13:16
Speaker
Now, let me just stop for a second. I score very high on the introvert scale. I feel very socially awkward most times. And so walking into that room, my palms were sweaty. I wasn't really comfortable. I was already feeling salesy and smarmy, but I'm doing what I'm told. Did you have all spaghetti? I knew you were going to do the joke. I i knew it. I was waiting.
00:13:38
Speaker
I did take a beat, but I just couldn't. and I was watching you waiting for on anything, it's for Lori to ensure that she can make some pop culture reference at any point in time and just keep going with it too.
00:13:53
Speaker
Sorry. It works. no I'm like, sorry, not sorry. Don't even lie to me right now. I know better. It's why I love you. It's kind of fascinating to how really obscure things like how obscure she can go. no Yeah. and not obscure I really am a Renaissance pop culture woman. All right.
00:14:18
Speaker
I learned so much from you. Usually you're like, you don't know that reference. And then I get educated onto what it is, which I love. I love. ah But I think the that I was trying to get to, which would tie
Networking: Relational vs Transactional
00:14:34
Speaker
into the, Hey, I was accepted for her. I was in that moment.
00:14:37
Speaker
I'm to accept you for your pop culture references. And and I mean, it's the same thing, um but she put her arm around me. She goes, let me introduce you around. And so I was grateful for that because it lowered the temperature of me feeling very awkward.
00:14:49
Speaker
And so she started introducing around. She goes, here's how you make the best use of this room. So driving home as I do debriefing what went right, what went wrong, I was like, huh, she just corrected me.
00:15:01
Speaker
And I don't feel I didn't it didn't trigger my fear of looking stupid. and And that was the point where I started recognizing there's two types of networking. There's the traditional transactional networking, which is what I was doing, the pitch slapping.
00:15:14
Speaker
the, you know, sell and tell. And then there's this other networking that I started to really develop, which is more the relational networking. And if you dig into ABWA and you listen to the mission statement, networking is not part of the mission statement.
00:15:27
Speaker
What is, is network support. And the word support is very intentional. And I recognize what support was when I was running for office, because you had one vote, but you could support all candidates.
00:15:41
Speaker
And it was fascinating to see what support felt like from women that I had never met any women like this and such diverse backgrounds. And so to Lori's point, it really is that sense of belonging.
00:15:54
Speaker
For those in the association, sisterhood has tremendous value. For those outside the association, it doesn't. But if you're feeling lost, if you're feeling like you're island of alone, if you're looking for skilling up, if you're looking for connection. Did you just say skilling up? This is where it has it. Yeah. Sarah, add that one to your list.
00:16:16
Speaker
That sounds like almost like a corporate jargon type word, but I like that. Skilling up. Skilling up. Well, it's upskill. I've heard it that way before. i mean, I'm used to just from a business standpoint, um scaling up.
00:16:28
Speaker
So skilling Yeah. Skilling up or upskill. I low key love that. Oh, good. It's definitely been used lately. Upskill has been used in reference to AI to make sure you're upskilling, especially there or skilling up. So when I'm talking about marketing, it's like, great. Are you skilling up with leveraging AI are you allowing AI to be a shiny object syndrome and distract you from the things that actually move the needle make money?
00:16:56
Speaker
um So ah I like skilling up. It's the way it just rolls off my tongue. So that's why I say that. Yeah. That's where I referenced to you or how I've heard it referenced. Yeah. So Laura, i you're like, you really are a wealth of knowledge. I'll tell you that the most, um one of the most terrifying things that happened to me my first year of being, of starting my own business was a one-on-one I had with Laura.
Impact of AI on Marketing
00:17:21
Speaker
She's heard me tell this before, but no, it really was because I, I mean, I didn't know what I was doing. i really didn't. And so as part of this, part of this other like traditional networking group where you're supposed to set up one-on-ones, we have a one-on-one and I, do you remember this, Laura? It was in like the bar area of Abuelos, which is where we would meet.
00:17:41
Speaker
Okay. I remember that one. We were having this one-on-one and it was like rapid fire. Here are all these ideas to do for marketing. and they were all like amazing and brilliant. And I wanted to throw up.
00:17:59
Speaker
So what I did is I just wrote them all down and then I game planned like, okay, like I think newsletter may have been something you came up with. I was like, I, and you know what, these, what, what these,
00:18:13
Speaker
My colleagues, Laura, what they aren't aware of, at least especially Sarah and Sam, is how different things were 20 years ago than they are now.
00:18:24
Speaker
Like we, there was no social media. um The proliferation of apps, which wouldn't even call it that really, um was not there. So I think like constant contact, not a sponsor was like at the, the leading, like cutting edge of this, but there was still like, now you can pretty much design anything on your own.
00:18:48
Speaker
Uh, but at the time it's like, it was just, that was just starting to really evolve. At least I feel like it was. And so the idea of doing a newsletter, i mean, shoot, now just,
00:18:59
Speaker
pull up chat GPT and anybody could have a newsletter in 10 minutes was not like that. So I remember these things like I kind of put them into a bucket of like highest priority. What may be something I get to what what is something maybe for next year or something like that. But I i do remember um being very overwhelmed by Laura in our first one on one.
00:19:24
Speaker
Yeah, I said the first time I hear that it comes from a place of love to want to help and serve. But yes, I have a tendency to fire hose people. um Yeah, my husband remembers and what I remember was our time at and we were at Paradise Cafe and ah you and I were there for hours.
00:19:43
Speaker
And Darren walked in to check. Yeah, Darren walked in to check in on us. And his inter impersonation is he's like, I remember walking in. goes, you guys didn't even see me. goes, you were sitting across from each other in the booth and your heads were locked. He's just writing notes. He goes, you're just going to go again. and You're pointing on the notes. And he goes, I sat there said hello. And he goes, you guys really didn't miss me. you just kept on going. I think that was a little bit further into our relationship where I was like somewhat closer to being on your level where I had a little bit more confidence because the first one would have been more like me sitting back, like blow my hair, like straight back um with you maybe leading in intensely. But, but yeah, no, but a lot of, a lot of great, great ideas there. So what, and so I don't,
00:20:32
Speaker
I want to make sure that you get to address things that you want to address with our limited time today. But I do know that for me, some questions that I have for you, they're all kind of related, but just how have you seen this? um Let me just tell you some questions I have, and then you can go with that however you want. Like, how have you seen things evolve? And I don't want to just use my time period of having a business for 20 years, but however you want to. Where do you think we're going? You already mentioned AI. Yeah.
00:20:59
Speaker
um you know COVID really changed things as far as our ah traditional interacting with
Understanding Clients for Effective Marketing
00:21:06
Speaker
connecting. And then I think another thing that would be I'd be interested to hear your perspective on is I know, at least from the ABWA world, that there's a misperception that you have to be a business owner or entrepreneur to see value.
00:21:19
Speaker
in joining different communities, support groups, professional organizations. And so I'm interested to hear kind of your thoughts there and then then anything else. But those are things that are like popping into my head. It's like, oh, I wonder what Laura has to say about this.
00:21:34
Speaker
So to give just a little bit of perspective for the younger people in the room, ah when we first started with ABWA, the way that we accepted um registrations was by check.
00:21:51
Speaker
And the way that we promoted events and sent flyers was by fax.
00:22:00
Speaker
Dang. Okay. Cause there was no social media. So faxing was a thing and you would, so think of all the spam emails that you get. Imagine getting faxed spam. Because people have. yeah val so that We get some. We get some now and all and then. Yeah. yeah like yes It's still a thing.
00:22:19
Speaker
There's an ass company in DFW that really wants us to get on their list. That's awesome. And here's what's so funny about that. The tradition. So facts kind of faded out.
00:22:29
Speaker
For me, fax never went away because I've been a caregiver, which is why i think everyone needs to know, Lori, you need your paperwork in order so you can be an effective caregiver. It's the only way I was able to do it. And the only way the government agencies would accept documentation when I was caregiving for my grandmother was by fax, not email.
00:22:47
Speaker
And that was as recent as even 10 years ago. And so caregiving for my mom, I kept the fax because my mom would need me to fax things on her behalf. So I kept it. It was last year that I finally got rid of the fax machine.
00:23:02
Speaker
Because you you just if you're dealing with government agencies, you're you're needing it. But here's the funny part, the full circle moment kind of speaking to you guys getting fax. ah It's secure and unhackable.
00:23:13
Speaker
Government agencies are back using fax machines again. Yeah. And so you're starting to see people go analog because people are craving authenticity to eliminate the deep fake of AI.
00:23:26
Speaker
So AI is doing its thing and speed things up. But on the other hand, it's bringing analog back and it's bringing human to human contact. My coach has this saying, and i think it's a really great saying.
00:23:38
Speaker
He says, right now we're in a trust recession. People don't trust other people. And I love that he's, he's correct. And so when you think of marketing, you've heard the word nurture. Now I can tell you exactly where that is, but the time for someone to trust you, to work with you, whether they're just meeting you, whether you're networking or whether ah you're doing social media is longer before they decide to say, here's my information, put me on your email list.
00:24:06
Speaker
And then once on the email list, that trust timeline before they're just considering you. and then, Oh, by the way, I'm purchasing is a longer, yeah And so the way that you can shorten that is by engaging in what I call relational networking. Are you listening to this, Sarah?
00:24:24
Speaker
um yeah. Marketing coordinator. Yeah, it's relational networking. Here's the thing. I developed this definition through all of the experiences that I had because I saw this is what was missing.
00:24:34
Speaker
What was missing was the ability to not say, hi, my name is, exchange business cards, one-way conversation, pitch slap you. That's done. That's what everybody knows. What's missing, what's missing is a two way conversation where one of my core values for my company down and journey networking is talk less question more.
00:24:57
Speaker
And how are you not an effective question? And so if you can get more effective questions, when you're talking to your potential ideal client, you're going to have a more meaningful discussion.
00:25:11
Speaker
And so when somebody asks me, Lord, how do I get more leads? I go, how many conversations are you having top of funnel? How many conversations are you having on social media? And they'll say, oh, I've got so many likes, it went viral. How many conversations are you having?
00:25:24
Speaker
I have a method that's conversations for conversions. You have to be having conversations with people. And that's the strength of what ABWA did. We traveled, we ran on the board, we upskilled, we skilled up.
00:25:39
Speaker
And we had conversations with people, meaningful conversations. I had to learn things that I didn't know and expand and just totally change.
00:25:50
Speaker
And it's where I started realizing and didn't have to always be a round peg trying to fit in a round hole when I'm really a square peg. Yeah. So square. I didn't. I didn't.
00:26:02
Speaker
Yeah. It's all, it's all square. I didn't have I could be crazy in my curly. I could be myself. And so i it was kind of this coming of age. And so where is it all going in marketing? It went from, it's kind of the genesis of what I've been going through in the journey.
00:26:18
Speaker
So as a minority, as a female, and at the time, i was too young. And I was told that point blank for a promotion that I was denied. I was laughed at when I asked for this promotion, literally laughed at.
00:26:31
Speaker
They're like, oh, you're serious. They said, you're too young, you're the wrong minority, and you're the wrong gender. You'll never be promoted. And I had the numbers to justify the promotion.
00:26:42
Speaker
Yeah. So I was always to fit in, to try and be like a man. that just I was always trying to fit in. And what I'm learning and what you're seeing right now, and especially with the emergence of AI and where COVID really accelerated this, is, wait a minute, let's be authentic.
00:27:02
Speaker
Let's be genuine, which are two totally different things. Genuine is being kind. Authentic is being who you are. You can be authentically a jerk. You're being authentic.
00:27:15
Speaker
I know people like this. Yes, you're authentic. But it's also to be genuine, which means I care about you. And that goes back that to two-way conversation. And so if I can showcase that I see value and hear you and I truly value what you say,
00:27:30
Speaker
Now I have compressed the time period of trust recession. You're going to want to know me. My reputational capital has gone through the roof. And whether or not you work with me, you want to be in my orbit and you feel connected to me.
00:27:42
Speaker
Yeah. So full back around, I'm full meeting with Lori. And one of the reasons I fire hose people is because I believe in them. I can see where they're going. And Lori had it from the very beginning. And Laura Legal is not a thing, nor does it ever need to be.
00:27:57
Speaker
Just like Laura Math doesn't ever need to be a thing. And so who did I rely on when I needed help? Lori. Because Lori's reputational capital was through the roof with me.
00:28:08
Speaker
And because she was able to understand what I was going through, i was completely lost. I didn't even know what to ask. Yeah. And she filled in the blanks for me, filled in the rest of the sentence. So where this is all going, it's about connection.
00:28:23
Speaker
It's about meaningfulness. And what I will tell you is if you want to get the best out of AI, got to be able to ask the best question. One of the things my clients tell me are like, Laura, you write the best prompts because I write the best questions. I know how to get good input to get good output.
00:28:39
Speaker
That's true of talking to people. That's true of building a relationship. The same principles apply across the board. It's about having a two-way conversation and really thinking about the other person, putting yourself in their shoes and thinking, oh, that's what it is.
00:28:54
Speaker
this whole thinking of the ideal client matters, whether you're dealing with a boss, whether you're dealing with marketing, whether you're dealing across an association, or you're serving on the national board with lawyers. like wait a minute What's the real objective?
00:29:06
Speaker
And then reverse engineering it. So I feel like with AI, we can compress that and do things we couldn't do before. um The marketing that would normally take me, gosh, six months to a year to do with clients, I can do it sometimes a month to three months, depending how fast the client works.
00:29:22
Speaker
ah So it's very fascinating what we can do. Social media campaigns, we can knock those out very clearly once we've got a solid foundation. And so the the kind of things that we have to produce now and the automation, does it mean that we get to work more? i don't think so. I would hope it means that we get to connect more.
00:29:39
Speaker
i I think so too. i think one of the things that i feel, you know, every... and it's It's neutral, right? there's It's not good or bad. it's what you it's you know Any new medium is what you make of it.
00:29:55
Speaker
And so I think there's a lot of good that can come from a lot of the technology that we have. And there's a lot of bad, but I think it really gets back to the good and bad that just exists in human nature, my opinion.
00:30:06
Speaker
that yeah I think there's just different outlets or so I look at social media as really morally neutral, not not good or bad. I look at AI as something that by itself is morally neutral. It's just how we use that. It is scary.
00:30:24
Speaker
um Some of the things that that can come from that, but um you know, one thing Laura, and I don't know, you know, what your thoughts would be, but just from my own personal experience for the last, know,
00:30:36
Speaker
you know, if you, it's 2025. So if you look at the time period of 20, 2005 to 2025, with what I do, estate planning, probate with what we do, ah it it's very much about education.
00:30:53
Speaker
However, what has changed is the beginning of this practice was during a time where people didn't know, So they were coming to me to find out and be educated.
00:31:10
Speaker
That has evolved into a proliferation of information. I think when you're saying this trust-finding, factor in it's almost debunking information that's out there or clarifying information.
00:31:25
Speaker
And I don't know what your thoughts would be for a business like ours, where, i mean, I feel like we've adapted and adjusted and try to be mindful of that, but You know, how do you see that as a different conversation when you before you are completely i don't know, I would almost say people
Trust and Misinformation in Estate Planning
00:31:46
Speaker
trusted me more. I don't mean me personally, but the information more because they wouldn't. just I mean, my biggest competition information was someone's brother's uncle's cousin who died in Arizona 30 years ago.
00:32:02
Speaker
So that's an easier one to say. not really in the same situation you realize. But we even have, just to give you an example, we even have appraisal districts in Texas telling people that they can just remove a spouse's name from the records, making them think that if your spouse dies and you just go and show the death certificate to the appraisal district, that that Property is now completely moved into the surviving spouse's name, which is legally not how it works in Texas. Not to get too fine, you know, too much of a nuanced question there, but I'm just curious, like, how do you see that if things are about conversations, how do you change that conversation where you have more
00:32:49
Speaker
we'll use the word trust because you brought it up, but more deference to our knowledge. And now we're competing with DIY, just the internet and social media when it comes to trying to educate people about how things actually work. Besides a podcast called One of Us Knows We're Talking About and the other one is you, what suggestions would you have for people? Because I know I'm not alone in this and I know the estate planning and legal industry is not alone in this. Like what what are your thoughts on that?
00:33:18
Speaker
I think it but and it's a great question. And I think it's two things. One, back to the fire hose analogy, everyone right now has access to every data on the planet all at once and instantly.
00:33:29
Speaker
That's a great thing and a bad thing. That's a fire hose. There's a lot of noise coming at people. And so they can pick and choose what they choose to believe. And people have really dug their heels in the sand and become very opinionated.
00:33:43
Speaker
ah Like, this is what i this is what I'm standing on. And this is it. No, you're wrong. And it becomes a right-wrong versus I need to learn. And so what needs happen is there needs to be some problem awareness.
00:33:54
Speaker
And so when people come to me and for like your business, since you know i've I've worked with you, so i'm a little familiar, ah it's it boils down to a couple of things. Number one, I know you have a really good connection to your foundational elements. Most companies don't.
00:34:07
Speaker
um And that's number one. They do not have a deep connection and you can see it in all their messaging ah because it looks more like they're throwing mud at the wall. So that's a problem one. Problem two is do you really understand the top three pain points of your ideal client?
00:34:21
Speaker
And do you understand what their pin point is seasonally? The seasonality of pain has really changed in the past 12 months, simply because of what's going on politically and economically.
00:34:33
Speaker
This has nothing to do with what your belief is. It's just the state of where we are. yeah There's a lot of uncertainty going on right now. And so where can you give people certainty?
00:34:43
Speaker
In fact, just today with my coach, we were talking about what do clients really want? Do they want speed to a solution or do they want a certain solution? And what we're seeing is certainty. And I am seeing that. I'm seeing that people want certainty in what they're doing.
00:34:56
Speaker
And so we need to understand what certainly looks like for our ideal clients and then speak that language over and over and over.
00:35:07
Speaker
And the minute you say something that is more certain, now you've cut through the noise. So I'll use me as an example. So I'm definitely, and this is probably a phrase that I'm going to be the only one that knows because I'm old enough to know it.
00:35:19
Speaker
ah But there's a phrase that the cobbler, you know, the cobbler's kids have the worst shoes. Like we've heard something like that, right? Okay. And so it stands to reason as a marketer, all of my clients had great marketing.
00:35:31
Speaker
Me, not so much. And so I was like, OK, I'm missing something. I'm missing something. So I'm investing a coach and mastermind. I needed someone to do for me what I do for everybody else. But I knew I was missing something. And I got down to a ah message that sounded good.
00:35:46
Speaker
um So i I simplify your marketing to amplify your impact. Sounds good. Rolled off. OK, it was a good 30 second, but it wasn't the deep rooted pain point. And I knew it, but I i ran with it.
00:36:00
Speaker
yeah And I just kept going and going and going. And then finally it clicked with the help of my coach. And I realized what people wanted was lead generation, not marketing. They wanted leads. They wanted quality leads, people ready to pay them.
00:36:13
Speaker
They wanted that. Then I shifted my languaging. I help you with stress-free lead generation so you can stop shiny object syndrome and you don't have to throw mud at the wall anymore. Okay, now I'm in.
00:36:24
Speaker
Now people are like raising their hand, coming to me. And then I shifted the messaging on my top of funnel messaging, which is social media to that. Yeah. Now people were coming to me. This is how I was selling out high ticket and having to launch a new program.
00:36:40
Speaker
That's how that happens. So to answer your question, it's what's the pain point right now seasonally, but what's the overarching pain point and how can I speak to that? Those are the things that I find my clients are typically missing.
00:36:52
Speaker
And with my clients that are in my programs so that I work directly with, we are actually checking in. We've got a process to check in what the seasonality pain point is monthly. It used to be annually, then twice a month. Now it's monthly because we need to do that. I just help one of my clients onboard a social media person.
00:37:11
Speaker
And the one thing I told them is, please do not write content beyond 90 days. In fact, for your first 90 days, I want you to only write no further out than 30 days. because I need to get you into the rhythm and the understanding of what the pain point is.
00:37:24
Speaker
You don't know what the 90 day pain point is. We need to make sure you know the today pain point and write to that. ah So that would be the one thing is the pain point. The second thing that I also, so no foundation connection, don't really understand their ideal client ah pain points.
00:37:39
Speaker
and then And then the third one is they don't know how their clients consume content. And so, for example, back when we were talking newsletters, Those work. I have a client who has a huge ah middle of funnel email list. They love, they open. She's got all the data to support her traditional newsletter. I told her, keep it running. Whatever's working, keep it running.
00:37:58
Speaker
Someone's starting new. Newsletters are dead. You're going to want more of a conversation and an email. and There's a variety of different styles that we do. So when you say newsletter, what you're meaning, as I say this with air quotes, is more of a weekly email.
00:38:14
Speaker
We're having a conversation with your ideal client. And so are you having more of that conversation with them and realizing that things need to evolve? What's your middle of funnel strategy that has evolved with the times that you can engage people in a more direct way?
00:38:30
Speaker
And so what happens is most everybody throws everything up on top of funnel. We're going buy more ads. We're going to do every social media platform. But you don't even know how they consume content and what their platform is.
00:38:41
Speaker
And so if they consume content by reading, why are you going to produce an email? They don't I mean, if they don't if they don't watch if they're wanting to do video, for example, why are you doing the long winded email or the reverse or doing video and they want to read? You need to know how they consume content and then what their platform is.
00:39:00
Speaker
And so when you understand that, it makes everything stupid, simple. It makes it an easy yes, easy, no, easy, not right now. right, Laura. I'm sorry, go ahead. Finish your thought. Yeah, no, I was going to say, that's what my answer would be. That's just I was going say. So I'm going to ask you an unfair question because now I'm getting to a point where...
00:39:20
Speaker
you're, you should bill me for asking this question. Now I'm making you now. Yeah. yeah Because now I'm going to be like, okay, okay. We're, we're going to workshop something.
00:39:32
Speaker
So something, no, I am, I am curious. So something that Sarah and I kind of beat our heads over with is our unsubscribe rate. Now,
00:39:44
Speaker
We're trying to figure it out because we have a chief marketing officer that we talk about. and so and And even when you Google, I don't know, like the industry standard. What is it, Sarah? Is it like... 0.02%. Yeah. It's like half a percent.
00:39:57
Speaker
Yeah. Ours is like three to 4%. And so i will tell you, and and i'm I'm open to anything. I don't care. I don't have an ego about it. I will just say that I feel like the content is good.
00:40:10
Speaker
I do feel like the messages, they are hitting pain points. They're, they're doing that. We do a nice mixture of education, easy to digest um ah videos, like all of that. But of course,
00:40:24
Speaker
you know elephant in the room it could be the messaging but we played with the frequency and so we're you know we were having some success where we were scaling back to maybe um gosh i think initially and this is only in a certain pipeline um like every three days and i'll tell you why we were doing that in a second and then we kind of scaled the four into five and we were seeing some it go down but then we've seen it kind of go back up and that's still like excessively high.
00:40:53
Speaker
I want to, I want to add one little thing was which is actually what I was originally going to mention until I'm like, Oh no, I'm going to pick her brain. She can bill me later. um But I, I firmly believe I wouldn't have been able to identify this early on, but after, you know, two decades, I feel like I feel pretty confident in that I understand and that I've been able to evolve with people.
00:41:16
Speaker
i I think by and large, Cost and time excuses for a lot of people. There's just complacency.
00:41:27
Speaker
There's a lack of sense of urgency because our most motivated people that are like, I got to get this done. Either they've just experienced a loss and they had a good experience with the legal system or they had a bad experience with the legal system. So a good one and they want to replicate it a bad one, and they never want to put their family through it.
00:41:47
Speaker
Those Or they're going to go they're going to have surgery or they're going to go on a major vacation. like Those are easy. like They're calling, don't sell me. I just need to get this done.
00:41:58
Speaker
And I think the other piece is that i didn't intentionally create this as my my niche, right? um But if I do, one of Sarah's favorite things have been Diagram.
00:42:11
Speaker
We are very catered towards there's that's a good inside joke. Laura, I'll have to tell you about it later. um consumers like don like or Don't don' talk about it on the podcast.
00:42:24
Speaker
of But families with young children and the LGBT community. So then you've got this huge intersection there. And originally, I just thought they're easy to sell to. But truly what it is is that those are people that realize that there's a huge risk to not having that protection worth for their
Post-Election Concerns and Estate Planning
00:42:46
Speaker
family. So little ones, and and now that I'm in that category, I can't even fathom a judge deciding who would take care of them the rest of their lives or least their young lives till 18. Yeah.
00:42:57
Speaker
And then in the LGBTQ community, and that's been very interesting. So when you talk about seasonal and or political, and I love what you said about what can you control the uncertainty? Because I do feel like a lot of the overwhelm can be an excuse for people not to, you know, that complacency that we deal with.
00:43:15
Speaker
And one thing since the election, frankly, particularly with the LGBT community, it's concerned about um just everything, frankly, but certainly losing marriage equality or at least rights and or acceptance, frankly, being scaled back.
00:43:29
Speaker
oh And they all want me to answer like, what's going to happen? are we going to lose marriage? Are we to marriage? And ah can, you know, being in Texas, can they avoid the marriage? This or that. The answer to that, my friends, is we don't know.
00:43:42
Speaker
and it is frightening. But what I always try to do is what do we know? What can we control is getting this plan in place. There's nothing different about what you can do, the most you can do to protect yourself.
00:43:56
Speaker
So anyway, I, that was a long kind of response thoughts to what you were saying, but complacency is our biggest thing, but back to the newsletter and the unsubscribe rate. it's not even newsletter. It's more just our messages.
00:44:09
Speaker
Yeah. Like, do you have any sort of thoughts on that? Are we not understanding like what our demographics are really how they're wanting to consume this?
00:44:20
Speaker
Because I'm not sure i I have an answer to what it is they want. I'd have to think through that. um I'm going to think that that's probably the answer. It's time to evolve. um And number two, it's not up for you to think about it.
00:44:34
Speaker
um it's It's about you having a conversation. um And so... What I would encourage you to do is anyone that's unsubscribed, immediately send an email and say, um you're totally unsubscribed.
00:44:51
Speaker
I'm curious what caused you to subscribe so that I can make things do better. Sarah. That's it. Not Not why did you unsubscribe? What made you unsubscribe?
00:45:04
Speaker
There's a whole study and I can send you. I can send you what where I got this from. This is not my creation. um But I was reading something many years ago and the person was documenting um how they did um somebody who was canceling their subscription on software. This was a software company.
00:45:21
Speaker
And they said that they kept asking, they they were like, hey, we've never surveyed those that canceled. I'm like, well, then you have no idea. You're making a guess. You're throwing mud at the wall, basically. And so they started asking the question, but the question was with why.
00:45:34
Speaker
Why means... It's putting you in it which puts you in the front and center of being judged, which means I'm not going to answer. um'm not going to answer. What is outside of me?
00:45:46
Speaker
And so I'm more likely to respond to what? And they were able to increase their response rate significantly. And what happened was the person that replied, this CEO actually answered, not an assistant or anybody else that was running, not the marketing manager. It was truly the CEO that had signed the email.
00:46:02
Speaker
And replied and said, thank you so very much. You've been unsubscribe. This has been super helpful. Person replied and they started a dialogue. They're like, well, you know, I'm just curious what would have made you stay. I'm not telling you that I really want to know.
00:46:16
Speaker
And through this dialogue, found out what the problem was and solved it And this guy actually came back. And so I was like, that's really powerful. And so back to this kind of middle of funnel strategy, the same thing happened with one of my clients who was ignoring middle of funnel.
00:46:32
Speaker
And so your, of all, an unsubscribed rate, let me just speak to that, is a healthy thing. You want people that want to be on your list. You want ideal clients, not just a large list for the sake of a large list. But a consistent unsubscribed number that you're having, there's a miss somewhere. You got to figure it out.
00:46:48
Speaker
So I would call, I would have an unsubscribe quick question of what? If there's someone who unsubscribed that you know, which likely they you pick up the phone and you call them.
00:47:01
Speaker
And go, hey, I have one question for you, but this would be super, super helpful. And then you ask the question, you get quiet. You say, this is so helpful. Thank you. If you have the wherewithal, I had one of my clients do this.
00:47:14
Speaker
And she was like, Laura, it was the best conversation. She was kind of you know um resisting it. ah Not sure what she was going to hear, how they were horrible. or what It wasn't any of that. Some things impacted her and she was able to improve upon. a lot of it had nothing to do with what they were doing. It just, it was no longer a fit.
00:47:31
Speaker
And so, but the information was helpful to not have to change something. And so she would write, i told her, if you have the wherewithal, do a handwritten thinking note. and And she dropped a a gift card to really just show her face.
00:47:42
Speaker
And even to someone who's is leaving, that person came back and referred. Now you don't do that to get the referral, but if the whole idea is about building a meaningful relationship. So back to my relational networking description, having a meaningful conversation to build a lasting and authentic relationship.
00:48:01
Speaker
Are we having conversations with our clients and the ones that leave us? That's where the data lies. That's free market research. And it'll stop the throwing the mud. So I would recommend to get three to five people.
00:48:12
Speaker
Odd numbers are best. It doesn't need to be, you know, let me call 25 people. Three to five people. Ask that question. Record the conversation. And if the conversation goes longer, do not interpret what they say.
00:48:29
Speaker
Do not interpret what they say. It's really easy to do that. So if someone were to say, for example, Lori, yeah, it was just, you know, this information was just too much. You would make an assumption what you think too much is. You go like, well, tell me more. What do you mean by too much?
00:48:43
Speaker
Yeah. There too much could be frequency of emails that are being sent, not what's inside the email. Yeah. Or you're thinking frequency and they're talking about content within. you You have to figure out what is it that they really mean by that.
00:48:57
Speaker
Um, so I had a, and and so I would think that would, that would work. Like when I was wordsmithing something with somebody and i was trying to help figure out what the right word was for them. Um, and I said, well, what I'm hearing you say is, and I said, passion, having passion.
00:49:11
Speaker
And they go, no, that's definitely not the word. And I was just, I was like, I don't understand how that could not be the word. And I said, well, tell me more. What does passion mean to you? And he says, well, I'm a Christian and I associate it with the passion of, of Jesus Christ. So it's suffering, it's death.
00:49:27
Speaker
And I went, okay. And I'm like, okay, now I see why that word's not aligned to you. Great. Moving on. Not where, I mean, I totally, that's also a definition for me as well, but it was not the first way I was interpreting it.
00:49:40
Speaker
And so I've learned to never interpret what a client says to me and to make sure that I'm really understanding what they're saying. So that's what I would suggest to you, but I would also bless and release those that are no longer a fit.
00:49:53
Speaker
Yeah. Yeah. So one thing, Laura, earlier that you were saying is the shiny object syndrome.
Avoiding Shiny Object Syndrome
00:50:00
Speaker
And I feel like people don't always understand that they have it.
00:50:05
Speaker
And then another piece is they are not understanding when they overcorrect it. So they're like, they they see like, oh no, am I just getting excited? So they do some more research to talk themselves out of something.
00:50:18
Speaker
And I feel that's one thing that we also have to like kind of look at. It's like, okay, how do we not... have both, you know, what's the happy medium? The happy medium is you hire me and we monetize a program that solves this problem. I'm just kidding. Yeah. so but yeah know What I really think to answer the question.
00:50:36
Speaker
Yeah. Yeah. When it is, but that's a true, that's to be all serious. That's a problem for everybody. And every one of my clients is having it. Even I'm having, it's why I hired someone. I'm like, I've got a gap from top of funnel to this program.
00:50:48
Speaker
Uh-uh. It's not going to happen. The conversion is not going to happen with the trust recession. There's got to be something in the middle. And I don't know what the middle is. And so through the work, I figured out what it was. And so I've got an eight program.
00:51:00
Speaker
Here's the thing. It's a certain program. It's time constrained. You've got eight weeks. And I can tell you for certain what the outcome is going to be versus an open end that might be the same for you. You might be falling victim to like a lot of consultants, clients, coaches,
00:51:19
Speaker
Where, yes, I have a document. It's certain. But it's not certain when I'm going to need it. And so for you guys, you are dealing with uncertainty. And that's the problem. And so what you need to that's really your competition is uncertainty.
00:51:33
Speaker
it's no It's not the shiny object. You have to take people to their pain point and really connect it to them. My coach says you have to punch him in the face. and and just And you have to really get in him and punch him in the face. like, laura where are you going to punch him in the face? And so I think you guys need to get to the pain point and punch him the face.
00:51:50
Speaker
And I'm guilty of this. i am definitely your ideal client and your worst client all wrapped up in one. Yeah. Because I am put, I am, I am. Because I put it off until the crisis punches me in the face.
00:52:02
Speaker
Yep. I'm waiting until after fire recovery to get all of our paperwork in order. Don't do that. I know instinctively. This is a shit. move. I know this is a stupid move.
00:52:15
Speaker
This is why say I'm your worst client. You've listening to this. If you're doing this, don't do that. Because i mean, for years, every time I would hear Lori talk about our hear her talk, you know, about of estate planning, I would run home to my mom.
00:52:28
Speaker
So fast forward, my dad died 2003. and two thousand and three We immediately made sure my mom had a will because neither one of them had one and my mom got it done. Okay, so now I'm hearing Lori speak over the past 10, 15 years.
00:52:42
Speaker
And Lori's like, hey, if your will's older than five years, you need to get it updated. Okay, so about 15 years ago, I'm having this on loop with my mom. Mom, it's over five years. Mom, we're at the eight-year mark. Mom, we're at the 10-year mark. Mom, we're at the 15-year mark.
00:52:57
Speaker
To 2023 summertime, mom, she's like, Lori, she has the list of all the things she's going to do. Construction in the house, water damage, all the things she was fixing in the house that are still needing to be fixed. Okay, great.
00:53:08
Speaker
Last on that list, talk to Lori. Okay, I'm not kidding you. Lori spoke to ABWA, what it was it, July of 2023? You spoke at open or whatever it is.
00:53:19
Speaker
Mom, we need to get your paperwork or something to the side is what I told her. And she's like, yes, put it last. Let me get this, this, and this, and we'll put it last. Two months later, my mom's diagnosed with cancer. Two months after that, my mother made the decision to not pursue treatment.
00:53:36
Speaker
Oh, shit. Mom, I need you to get your work outdated. I don't think I can take care of you. i don't think I have what we need for me to get you through this.
00:53:48
Speaker
And so now we're scrambling. And now my fire drill, sadly, it's not a fire. You know, my poor planning is not a fire drill on your part as a saying I love to have. But I'm like, oh, please, can you help me out? i'm kind of as well. I'm coming to you as your worst client ever.
00:54:01
Speaker
Dealing with my mom, dealing with everything in the most stressed out, having to make decisions. This is the worst time to make decisions. Yeah, it is. The reason you want it done, the reason you want it done, the blessing that I learned early on when I was caregiving for my grandparents is they had all their paperwork done.
00:54:18
Speaker
They had their funerals prepaid. And so it made it so easy for all of us when they passed. it was It was the best gift they could give us. Right. Over any inheritance, over anything. It was such a loving gift.
00:54:33
Speaker
And even with that experience, I'm still your worst client. So how do you get me to that pain point? How do you talk to me about that pain point? It's not education. Yeah. It's crafting scenarios to punch me in the face.
00:54:47
Speaker
Yeah. It's doing the Star Wars, Darth Vader death grip. Do you know where you are right now? So I was giving you a testimonial and um it was shortly after I had heard you speak and I'm talking to a client of mine and I forget how it came up.
00:55:04
Speaker
And it just hit me. And I was like, I need to say something. I'm going to say something to you. I know I've said this to you before, so but you really need to talk to Lori and get this covered. And I, as best I could, restated one of the pain points that stuck with me in your talk because it was a punch in the face.
00:55:19
Speaker
And so I said it to them. She's like, no, that's not true. I said, how do you know for sure? They're like, well, don't. said, don't know about you, but Laura Legal is not a thing. I'm not a lawyer.
00:55:30
Speaker
Are you? no like, no. I said, what if it's true? Are you willing to risk it? I'm like, I love you and I want you to be okay. They're like, Lord, I never even thought of that.
00:55:42
Speaker
They have kids and that was the motivation. was like, if something were to happen to the two of you, do you realize that the kids don't automatically go to your parents? Yeah. They could be awarded of the state. Are you okay with that?
00:55:55
Speaker
No, not okay. that But that's not what's going to How do you know? I don't. yeah I said, can I give you an action item? and they' And I'm always giving homework to my clients. I'm like, Make that phone call then call me back and let me know what happened.
00:56:07
Speaker
Let's find out what's true. Let's see if I'm wrong. I could have restated it wrong. I'm glad to be wrong on this. I go, but just make the phone call. Yeah, I, you know, what so much of this always resonates with that to me, it was just a toss away when I started my practice and I got it from my mom when my mom was,
00:56:25
Speaker
um had a business that would um contract out with attorneys to do estate planning.
Effective Law Firm Taglines
00:56:30
Speaker
So the whole tagline for Birch Law is not original to me. It's from my mom. I don't know where she got it.
00:56:36
Speaker
Doesn't matter at this point, R&D forever. So, but to me, i don't think I realized until I started becoming more savvy with messaging and pain points and this and that, that, that,
00:56:48
Speaker
the ultimate punch in your face tagline is if you don't have a will, the state of Texas has one for you. And, you know, there was even a time period where I was going to get away from that. And I mean, I had the Plano Chamber of Commerce rioting if I wasn't going to use that tagline anymore.
00:57:05
Speaker
And I had people who said every time I would hear, I just felt like just right in my gut. And that's what got me to do it. And like, it's just so simple. And I often joke, but I i mean, I'm serious about it. But I think you know We have to play to our strengths. So if we have to live in Texas, we need to play off the reputation of Texas. Because I think if you did a if you don't have a will, the state of Delaware has one for you. I don't think that would that hits differently, right? if It's like, okay, what's Delaware going to do?
00:57:33
Speaker
I'm not scared at all of Delaware. um But I think that i don't I don't know of any better way. But the other thing i was going to say to you that's interesting about the passion is that one another message that I found resonates with people is it's the number one thing that we hear from everybody and they don't want to leave a mess.
00:57:52
Speaker
But what I've tried to, so like saying that, like, ha ha, you've got people's attention. But what I've talked to my team about is, but what does a mess look like to them? And that's, that's the next question for them.
00:58:05
Speaker
Because when we say that, we know we can, we've got their attention of you. do Do you want to leave a mess? I mean, it's, it's one of the most common things. You want things to be easy, straightforward and not to leave a mess.
00:58:15
Speaker
That's not the legacy you want to live. That's lead. That's not the final chapter of your story. But I think we we just assume what leaving a mess looks like. But I think people need to tell us what, you know, would you agree? And then what does leaving a mess look like for you? Because we may be really surprised what it looks like to them.
00:58:38
Speaker
Yeah. So you're seeing me, because I'm, I'm wanting to, and you said it, so it's right. Have you ever heard of the term of the nine word email? Yes. um Yes. yeah it It's one of the most successful things we do.
00:58:52
Speaker
yeah That's a nine word email you need put out. Share it for people who are listening. you need You need to do it out. You need to do a nine word email out on email and you need to turn it into a top of funnel campaign. Not a single post because not everybody sees everything. This needs to be a 90 day campaign.
00:59:06
Speaker
Number one. OK, so you're wanting me to work. So needs to be a 90 day campaign. And then you're going to move into a secondary 90 day campaign that you will mimic top and middle of funnel. So to explain a nine word email is when you're just not getting the results here and i'm in your email, maybe you're getting unsubscribes and you're finding yourself in a similar situation to Lori.
00:59:24
Speaker
You're like, I just, I don't even know anymore. You simply do a nine word email. And so what does leaving a mess for your family look like? You know, tra it's gotta be nine words. Otherwise they they won't tune out. So trim that down. I had it, but then I lost it. So to you, right?
00:59:43
Speaker
What does leaving a mess mean? look like to you. And then something to that effect. And then the email, the subject line needs to be really, really bold. And there's a tool that I love to use that um i I will share with you.
01:00:03
Speaker
Subjectline.com. If you are not turned on to this tool, it's free. It's a website, subjectline.com. Jay Swettleson does this. It's a great, great tool. um And what you can do is you pop in what you think the subject line needs to be for this email, because the first point of resistance and friction you're going to have is the subject line.
01:00:24
Speaker
I don't care how great your nine word email is. If the resistance isn't here, this is they're not going to click into it, right? So the whole idea of marketing, and so just to break it all down, marketing is not selling. Let me just ruin that for everybody.
01:00:39
Speaker
Marketing is not selling. You're not pitch slapping people in social media. It's marketing. It's having conversations. I just love that. It's not that. Okay. And so the idea is reducing conversion and making the client journey seamless and punching them in the face so they can feel the true pain of doing the course of action. Are they ready to move away from what they're doing now?
01:01:01
Speaker
That's it. that's That's all it is right now. And then you're, what's the tool, the vehicle that moves them from a marketing client into a sales opportunity? And then now sales takes over. That's what it is.
01:01:13
Speaker
And so on subjectline.com, you can pop in what this um email is and it'll grade it for you. And if you scroll down, it'll give you AI suggestions. Here's a pro tip. When you find one that you like, because um having a name in it, having an emoji, there's all these different things that increase the open rate.
01:01:31
Speaker
So let's say of the AI suggestion, so um it'll score your original one based on a score of 100. let's say you get an 80. Or there's some I saw was a 59. was like, okay, that's that's really low. And so we picked one of the AI ones and I copied it and I re-ran it.
01:01:46
Speaker
I re-scored it and it came back as a 79. Well, it was better than 59, but I didn't love it. And so on the one it suggested, we had re-scored it. We're like, okay, what are some of these other new ones? Why? Let's see what are these. And so we kept playing with it until we got the score of 100. We're like, great, let's use that one.
01:02:04
Speaker
They got a higher open rate on their nine word email than before because they were able to use that subject line. But in other words, the number one rule is you don't just copy paste out of AI. It needs human interaction, which is why I'm telling you, massage it.
01:02:18
Speaker
Massage it. Yeah. Right. And so let AI help. Yeah. Can't just let it. take it and go. You have to do something. No, no, no, no. It's a mistake. And especially nowadays. So like pitching for the media, I do pitch a lot of the media ah for articles and things of that nature, but they're going to run it through an AI detector.
01:02:37
Speaker
Fun fact. I can write something from scratch. And when I run it through the AI detector, it'll tell me I sound like AI. Yeah. Guess what? I'm not going to get picked up by, um by the press. They're not going to like that.
01:02:49
Speaker
Guess what? Now on, certain AI apps are filtering through emails that might've been written by ai So if you're trying to reach your ideal client, the same problem is going to happen if they've ah activated, hey, anything that looks like has an AI score of X, filter this out.
01:03:08
Speaker
And so now you're in the spam folder, they will never check. And so there's a lot of things you have to realize to make sure that you can cut through the noise to get into the inbox. Now you're in the inbox, now you've got to get seen.
01:03:21
Speaker
One email i'm not going to do it. Yeah. You're going to have to create a campaign. You're going to have to create a campaign. And so campaign number one to finish the workshopping is you're going to do the nine world.
01:03:34
Speaker
What's the mess to you? You're going the mess campaign. You're so asking, what does it look like And you're just going to data collect. And you're just going to, it's going to brainstorm. Next 90 day run, you're going to outline the will as according to the state of Texas.
01:03:49
Speaker
Yeah. Oh, we got that ready to go. so we can do that. Yeah. So here's the book, but you're going to campaign it. Did you know, and it's going to be really factored and the way that it's presented hundred percent of the, of how you're going to do it is going to come out of that first 90 day run, what people say, and you're going to position the mess to the will.
01:04:10
Speaker
And it's going to be from the mess because everyone doesn't have a will. It's like me saying, I'm going to give you a free consultations. And the scope of free consultation, free has no value. You're not taking me up on it. Oh, I can come back to that.
01:04:23
Speaker
Right. So with a will, the problem is I can come back to that because we all think we're we're not we're not there yet. You need to go right for pain points. So pull the will out.
01:04:34
Speaker
Here's what Texas would do for you. You got to reframe it to the mess statement, which we don't know yet. We don't know what it is yet. We can guess. I can give you what I think it is, but we don't know. i want you to grab it from real people, get real world data,
01:04:47
Speaker
and then punch him in the face in the second 90 days. All of a sudden, you're going to see things change. I suspect if I had to make a guess on a newsletter, and I haven't seen it, so I don't know, but if I had to suspect, it might just be too much stuff, not the value of it.
01:05:03
Speaker
It's just too much in one framework. They don't have time, so they're out. yeah So it may be to just break it apart into bite-sized chunks or reframe it somehow. But the way to know what to do with that I think comes out of this 90, these two 90 day runs, and then you start to evolve.
01:05:22
Speaker
um There's another way that I can help you. So Lori, we can talk offline to where I can help you to a client. I could, yeah, it'll be really easy. I can do it very quickly for you so that you will know what the pain points are to position the first 90 day run so that you're, you're, you're positioned on all sorts. So that would be what top of mind is coming to me, but then you're executing on real world data from people.
01:05:44
Speaker
Here's the other thing that's going to happen. The people that you're connecting with and asking are now ambassadors. Like, hey, did you talk to Lori? Hey, did you see her email? Hey, have you seen? Now, all of a sudden, you've got people talking about you behind your back in the best way possible.
01:06:00
Speaker
Yeah. So that's how you create the ripple of effect. and And that's the intersection, be honest, between relational networks. Have you seen her postcards? Yeah. Yeah. so So, Sam, Sarah, and Cynthia, you just got the fire hose treatment from Laura that I was telling you about that I had 20 ago.
01:06:22
Speaker
I mean, it's like, I feel like we could just go, go on and on with this stuff. I yeah really do. And maybe we, we had this happen with my friend, Jamie Dugan, who does family law. And it's like, we just have to do a part two because there's just too much. There's just too much.
01:06:38
Speaker
And, um, no, I think that's great. i and I don't know if you have ah just a few more minutes of time because you really, whatever you need, you really don't want to miss, um, Sam and Sarah's kind of a can we call it a ask the expert sort of thing yeah i was closely enough okay so before is there anything is there anything that you feel like we've left unsaid or have we put it all out on the field you feel I feel the only thing I'm left unsaid is uh
01:07:09
Speaker
call Lori Birch. ah Schedule your consult schedule your time to get your paperwork in order. Get your sheet together. you yeah You will be so glad you will. It's the best stress reliever. It's the best gift you can give yourself.
01:07:22
Speaker
um And so that you don't get punched in the face. Yeah, don't get punched in the face or I'm going to do it for the state of Texas. We'll do it for you. So so to be respectful of everybody's time, i mean, not super respectful, but trying at least. all right Sam and Sarah, what do you have for Laura? What have you cooked up?
01:07:41
Speaker
So we've cooked up some networking tips, mostly Star Wars related, but we want to know your opinions. okay OK, OK, so I'm going to start off with number one.
01:07:52
Speaker
do you think it's a good idea two when networking talk like Yoda when you meet new people? Like, would that work? I think that's actually a genius idea because you're absolutely good. at People are going to be like, wait, what?
01:08:07
Speaker
Versus what do you do? How are you? Or going into a pitch slap method, you're going to go ahead and stand out. Yeah, I think that's probably the best thing because it's about having a conversation. It's not about a one way. Do mean yeah you mean the voice or do you mean reversing?
01:08:23
Speaker
ah everything I say either or I think yes. Yeah. You have the little, yeah. Yeah. I think the best thing I ever did everything. The best thing I ever did was reverse trick or treating. Laurie, you saw me that day. Cause I went to see you.
01:08:41
Speaker
I did reverse trick or treating, which was a way of networking. And I had, um, I was princess Leia, but I was princess PMS and I had torn apart from my mom's, um,
01:08:51
Speaker
She had this dried flower arrangement thing, but it had these like fake pieces of bread. And so I had one round piece of bread and had one really long piece of bread stuck to the side where they would have the Princess Leia buns.
01:09:03
Speaker
And I just went around doing that for people. Do you know how much fun I had? Because I wasn't soliciting. So anybody had a no solicitation sign, I could walk in. I was reverse trick-or-treating. i was going and giving gifts to everybody.
01:09:15
Speaker
And so I wasn't soliciting anything. Do you know how many people gave me their cards and told me to call them? Do you know how many people were like, this was the greatest thing ever. Hey, can we take a picture with you? Oh my gosh, we're having a Halloween party. You have to join us.
01:09:28
Speaker
And I didn't know any of these people. So yeah, by all means dress like Yoda, do or do not. There is no try. Do it all. Yes. Do all of it. Wait, Sarah, what was the meme that I did with Yoda?
01:09:42
Speaker
Um, if a will you do not have, have one for you, Texas does. I love it. I love um like What's next? What's next?
01:09:52
Speaker
Okay. The next one is should you bring a lightsaber? So everyone knows you're cool and wants to talk to you.
01:10:01
Speaker
I mean, don't you always carry one? I mean, I just, I don't understand why that would not be. Um, in all fairness, I feel be you, whatever it is be you. I, I,
01:10:13
Speaker
I'm not a big, one of the words that I want to remove from my vocabulary, my client's vocabulary is the word should. We have a tendency to should on ourselves um and let other people should on us. And so I love these.
01:10:27
Speaker
And so I want you to stop shitting on yourself.
Being True to Oneself in Networking
01:10:30
Speaker
And and so this is where I didn't feel like I fit in as a girl because I love all things Star Wars. I can actually do the Guido and Han Solo scene and I can do Guido because my brother was Han Solo. So I know the foreign language. And yes, I know Han Solo shot first.
01:10:43
Speaker
And so I can do that. I was just going to ask ideal And so when I was in high tech, I was this... cool girl because I knew this stuff and I could actually play football and all these things. Okay. The girls were like, what is wrong with you? Do you not know blah, blah, blah. And they would rattle off some designer thing that I knew nothing about. So i didn't feel like I fed in.
01:11:06
Speaker
And so what I've learned is just, just be you. I mean, I've got groggy behind me and, and I've got those footballs are mine. Those are signed autographed footballs. Those are mine, not my brother's. And, and so yes,
01:11:18
Speaker
Yeah, I did not let the fire crew from having fire recovery. No, they were not taking that. Those were mine. I'll leave them here. But you have to be and whatever's authentically you. And so having lightsabers, yeah. In networking, I would ask the question, um what's something most people don't know about you that would be fun for me to know?
01:11:35
Speaker
I would just ask different questions. and And they were like, well, what about you? and i go, oh, I have a lightsaber collection, which is really my answer. So yes, if you have a lightsaber, why not?
01:11:47
Speaker
Well, I think part of Laura's advice just there is is one of the truest things we could say about Birch Law, and that's being authentically you. I think we excel at that.
01:11:58
Speaker
We do. Yeah. Right. what I'm now looking at what you all put. Laura, I wish you could have... Well, no, it's probably better not to have seen any of these at a time. What's next? Come on. Come on. Let's go. Let's go. Okay. Okay.
01:12:10
Speaker
Not Star Wars related, but should you stalk the person you want to network with and show up to their house?
01:12:17
Speaker
Yes.
01:12:27
Speaker
by, by house. um So I pivoted online eight years ago due to two autoimmunes and Lyme. And so my business office house is the screen.
01:12:39
Speaker
And um there was somebody that I saw online that had um said they were coming to my company's down and dirty networking event. And ah her acronym at the time was Networking Ninja.
01:12:52
Speaker
And so she, but she never would attend. She would say that she was coming, but she wouldn't attend. I'm like, all right, the stress commandant needs know the Networking Ninja. Who are you? so I started stalking her and attending all her lives and commenting. I was like, I need to know who this Networking Ninja was.
01:13:07
Speaker
And so I just was drawn to her and I just kept stalking her messaging. And you could tell she was you know, like kind of pushing me away. So kind of like Lori, like what you had us do at the very beginning, you know? And so that was her holding me at a distance. And finally broke her down and we were able to have an event, a conversation. Fast forward to today.
01:13:26
Speaker
She's one of my dearest friends. We like to laugh. I go, yeah, i stalked her. And the people that I've met through her have been some of my best colleagues. So yes, I do believe you meet them where they are. um Are you knocking on their front door? i wouldn't necessarily recommend that, but if you do knock on my front door, I'm probably going to recruit you to something just so you know.
01:13:43
Speaker
It's true. That's true. I've seen it happen. All right. No, I've got got to just recently, Cynthia and I, we were talking to someone who was talking about the podcast and how they'd watched all these episodes and it was like repeating back.
01:13:58
Speaker
And I'm like, are you stalking us? And then I'm thinking, wasn't the point of the podcast like for people to listen? It was completely, yeah they completely were <unk> exhibiting the whole point of why we do this. But at some point, it felt like such an intrusion to our intimacy of something that we put out for everybody in the world. It just makes me hear to make people listen to this. I think healthy is not being. This is a great session.
01:14:26
Speaker
We'll hear it. Well, and I hope so. I hope so. hope they get a good giggle out of it, which is really what I think more people need. Good giggle. All right. There's a few more. Okay. Number four, um
Combating Loneliness through Movie Nights
01:14:40
Speaker
inviting them over for a movie night, but it's not a date. We just want to connect and have a good time.
01:14:46
Speaker
ah What does connecting and what does having a good time mean to you? Is that good idea, Laura? Is that a good networking idea? I think they're asking. yeah I think it is because if I invite you over to watch Star Wars and you say you've never seen it, we have a problem.
01:14:58
Speaker
I don't know that we can be connected. I don't know if you can be in my sphere of influence, but I have a responsibility to change this for you. so So I think that that needs that. It's a moral imperative. And so and that is a very um obscure pop reference if you didn't get it, Laurie. So anyway, moral imperative.
01:15:15
Speaker
And so anyway, ah no, I think it is a good idea. um You want to connect, have fun. Right now, we're still in what Cigna has deemed as a a loneliness epidemic in all seriousness, and it's a global epidemic.
01:15:29
Speaker
And you can be in an office. 70% of the people that say that they are lonely are in an office and surrounded by people. And it's because they don't feel like they belong. They don't believe that they're being seen, heard, and valued. And this is why I created Down and Dirty Networking, because I was on the island of a alone after our being diagnosed.
01:15:46
Speaker
I could no longer go to ABWA. I could no longer speak on keynotes. I could no longer leave the house. Heck, I was struggling to get up and down the stairs. We almost had to sell our house. And so i just I really could have used some connection.
01:16:00
Speaker
And so I had this crazy idea of turning 16 years worth of corporate trainings and workshops and speeches into an experience. so that selfishly I could attend.
01:16:11
Speaker
And it wasn't until COVID that my idea that everyone very politely just golf clapped and said, Laura, you do that. um In COVID, it was like, hey, is are you doing that down-to-jury networking thing? And I was like, crap, I'm not physically ready to do this, but okay, let's launch the thing.
01:16:25
Speaker
So I really feel inviting over for a movie is solving that loneliness epidemic. And if it's Star Wars, yeah, why not? Let's do that. Wow. wow I'm disappointed, Sarah. You're not going ask about running away to do your secret, secret wish of being a DJ whatever that is that you bring up every time. Oh my God. haven't done that for a while. Let's go to number five.
01:16:47
Speaker
Yeah. Number five. All right. um If you don't like the person, should you shoot first? This is the Han Solo reference. If you're an OG Star Wars,
01:16:59
Speaker
Yeah, I mean, come on. Cad Bane was going to shoot you first anyway. Mandalorian had to do it. If you're an Andor, you've got to shoot first before they get It doesn't matter. You
Balancing Empathy and Boundaries in Networking
01:17:09
Speaker
have to protect yourself. It's a galaxy far, far away. Now, in real life, in this world, in this galaxy, it's no.
01:17:15
Speaker
thank Unless you're cosplaying, then that's different. yeah All right. All right. Two more. two more, I think. Okay. This is our last one. And then Cynthia has a story.
01:17:26
Speaker
Oh, Is it okay to bring up the topic of how much you love your wife and you're just like kind of really scared that she's going to die because of a dream you had? um Because, you know, she's having your baby.
01:17:39
Speaker
um and is it okay to kind of you know, trauma dump on them and see if they have solutions for you become a dad-to-be-old wife? I don't know where they come up with this stuff, frankly. I saw episode three in theaters for the re-release. So that's where it came from. It's Star Vader. Trauma dumping.
01:17:58
Speaker
Your wife is Padme. And she's pregnant with your twins. ahhu But you don't know it's twins. But you don't know it's twin be fair yeah ah that you just hate keep having these dreams that she's going to die in childbirth. And it turns out you're the reason she dies.
01:18:11
Speaker
Because of your panic. It's fine. who Yeah. He's a little to. So I feel like if we're just meeting for the first time, it might be as a little bit of TMI. Okay.
01:18:22
Speaker
Just a smidge. But in the spirit of fire hose, if you just want to shoot get right to it, go. Get it all. get it out of the way. Just get it all. only nine months to figure it out. Yeah, that's valid. That's totally valid.
01:18:35
Speaker
But if you really want help to work through the dreams. So if you're like, oh my gosh, do you, do you ever have a weird dreams and how do you move through them and interpret them might be as much as you want to say for that first to see if they're even down with having that discussion.
01:18:48
Speaker
um Because, you know, you're about ready to go torch and sand people. It's probably important that, you know, you work through your issues and have someone who can support you. ah So just kind of me Okay, so thanks. All right, Cynthia, what's this last last thing you want to bring up?
01:19:06
Speaker
this sadly is not Star Wars related, but this is something that legitimately has happened to ah Sarah and I was there too. So we are at this event. Oh, this is a networking story.
01:19:18
Speaker
Yes, this is an actual thing that happened to us. We're at this networking event and it's like, okay, great. It's a happy thing. It's like for moms and we're just not moms, but we're there. And we're just like trying to talk to people like, hi, how are you? What's your name?
01:19:33
Speaker
And so this lady comes over and she just starts talking. out loud talking about her divorce that's happening right now and sharing a lot of details that I'm just like wow this is out loud in a room full of people I feel like you need to talk to somebody I don't know that this is it how what would you do because I can tell you what we did Okay, tell me what you did.
01:20:03
Speaker
I can tell you I know what the cause of that is, but yes, tell me what you did. Yes, so um she, we looked at her and I said, oh, well, she was talking to somebody else and I'm like, oh, excuse us. I grabbed Sarah's arm and I took her to the cookies because Sarah looked like she was about to melt into the floor.
01:20:23
Speaker
ah But she knew like she was, she knew, she looked like she knew the person she was talking to. I was like, okay, you have a friend here. We are not it.
01:20:36
Speaker
Yeah. Yeah. So typically, yeah we all need to go get cookies sometimes. And so and just excuse ourself from the situation. i think that is the first time that I really learned what the real difference is between extrovert and introvert.
01:20:51
Speaker
And so um I always thought being an introvert was shy. Shyness is a lack of confidence. And so I'm like, okay, being an introvert, I can see the distinguish, but what does an shy extrovert look like?
01:21:04
Speaker
And it looks exactly like what you just described. Someone who's craving. And so the description that the coach gave was, have you ever been at like a Ross where like the the rows are really tight? Like one person can barely walk through without rubbing on both sides of the clothes, right?
01:21:18
Speaker
And so you're looking and then someone needs to pass by you and they're like saying, excuse me. and you go, okay. And you move in. That excuse me, all of a sudden they just drop in the middle of a conversation about divorce, whatever.
01:21:29
Speaker
Or like, I was trying to tell her, what do you think? And you're like, I don't know you That is a shy extrovert who is desperately craving external connection. Extroverts
Introverts vs Extroverts in Social Settings
01:21:40
Speaker
gain power from people. oh they like They drain power by being alone.
01:21:45
Speaker
An introvert gains power from being alone. I get drained. For me to be on this podcast, I cleared my schedule all morning so that I had full en energy. This no joke. So I would have full energy to be able to deliver this.
01:21:59
Speaker
And so for me, that's it's where you gain power. And so bless that woman. She's definitely showing you she's part of that loneliness epidemic. She's been alone too long and she's depleted.
01:22:11
Speaker
She's completely depleted. And oh, by the way, she's dealing with a divorce. So if she's depleted, how much harder is dealing with the divorce going to be for her? Because she has zero in the tank to manage that.
01:22:24
Speaker
Zero. And so you have two options. You can either a listen, um recognizing what you're seeing and then be that blessing for them. Or if you're like, you know what? I'm really depleted right now. I am not going to be the best service to you.
01:22:38
Speaker
Then go get cookie. Yeah, that was just one of those. We're like, this is not the right place for us to. It's not. I'm going to get us out of here. She has a person.
01:22:50
Speaker
It's smart. I mean, having those comebacks or those statements or the cookie moments where you can move past are really helpful. ah But having a clear understanding of what it is that you are willing to do and what you're willing to tolerate.
01:23:04
Speaker
um Sometimes you're just not in a space to do it. It's not appropriate. So you move on. She'll find she'll find the person that will yeah fill her back up. We saw talking to other people and telling them like the the same, like going through everything. And and it's just like.
01:23:21
Speaker
That's a lot, ma'am, but I'm glad you found people to listen to. yeah I didn't have Kimberly there. Oh, Kimberly have been great to have there. Here you know but No, because Kimberly would have just like talked to her, gotten like listened to her and given her all of that.
01:23:38
Speaker
And also she was talking about her kids and like how it's affecting them. And it's like, listen, Sarah and I are kids. Indeed. One of the things that I have found that you might, the two of you might use, um when someone starts kind of that too much information, i'm i'm I lean more towards Kimball. The empath in me kicks in. And so I definitely lean. So like, yeah, people will leave, like do what lawyers, they'll them to me and I'll start talking them. But when I get to a point where I'm i'm kind of depleted, I said, you know what? may i May I treat you like you're my best friend?
01:24:09
Speaker
Okay, so this is tip number one on networking. When you walk in the room, treat everybody like they're your instant best friend. But then I'll ask people permission for it. Because if you treat everybody like their instant best friend, I'm not asking you, how are you?
01:24:20
Speaker
i'm i'm I'm coming from a place of real truth. um And so where I was like, do you mind if i treat you like my best friend for a second? And most people are like, yeah, please. Especially if it's that woman who's probably craving something.
01:24:34
Speaker
i said, it sounds like you're dealing with a lot and you've got a really full plate. How about we bless you today and we let this event pour into you?
Handling Venting and Offering Support
01:24:41
Speaker
Let's put all of this on the shelf for tonight. today, lunch, whatever the time period is for tonight.
01:24:47
Speaker
And let's pour into you and let's give you a break from all of that so you can deal with it in a more powerful way and in a more postured way. How does that sound to you? If they're ready to do that, they will. And then you've got a new best friend.
01:25:00
Speaker
If they're not and they're needing to just vent for the sake of venting or they're in some kind of victim land or something else that they have to deal with, they're going to walk away from you because they don't want to have it fixed. Yeah.
01:25:12
Speaker
yeah And so it's a great way to offer with a place of love and kindness to give somebody that. it's the same thing that I used to do when employees
Treating Everyone as a Potential Friend
01:25:20
Speaker
would come into the ah into my office and just vent.
01:25:24
Speaker
and and And we would get to a point, I'd be like, and just have one question for you. Are you ready for a solution now or later?
01:25:31
Speaker
And they're like, later, thank you for listening. Yeah, I hope it was helpful. and they're gone. If they're ready for solution, we can move them off of it. Pity party over, let's go. Like everyone needs to throw a raging pity party every now and again. And I'm good to listen to venting, but at what point do we move through And so if you're not ready to move through it, great, be where you are.
01:25:47
Speaker
So you wouldn't suggest to do what Elaine did on Seinfeld where she pretended to hear somebody call her name and she'd be like, oh, what? Oh yeah, I'll be right there. I'm so sorry, I gotta go.
01:25:59
Speaker
What? oh You can do that too, but I think everyone's gonna know. I think they're gonna know. But it sounds like you guys handled it really well, Cynthia. That's a tough position to be in.
01:26:11
Speaker
You guys did well. Yeah, I'm so sad I wasn't at that one. you You arrived later. Yeah. What event was this? Was it the um the event where the... Oh, no, we went together to that one where Jordan got carded at an open bar.
01:26:28
Speaker
No, this was like during the day. This was like a middle of the day thing. Oh, I know what it is. Okay, you said a mom's group. Got it. On board. Totally brought up to speed. Totally remember the whole thing.
01:26:38
Speaker
Okay. You got there later. for Seriously, I mean, we may not need to have you back because we can just splice this into two episodes, but I still think that there's lot of value that we can... we could talk about, but thank you so much, my friend, for doing this.
01:26:52
Speaker
Appreciate your expertise and your knowledge and your time. And we'll, one way or another, we'll have you back. How's that sound?
Conclusion and Call to Action
01:27:00
Speaker
That sounds like a plan. I just thank you guys for what you do. um you have the amazing office staff, you're the kindness, and i couldn't have gotten through all of the years of being caregiver without you guys. so it's an honor to be here and anything for you, Lori, truly.
01:27:15
Speaker
Thanks for listening. And just to cover all our bases about what you just heard, I'm sorry and you're welcome. Make sure you subscribe so you never miss an episode and tell your friends about us.
01:27:28
Speaker
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01:27:39
Speaker
If there's a topic you'd like us to cover, maybe you have a question you'd like us to answer, or maybe you just want to say hi, hit the link in the show notes or go to birch-law.com forward slash podcast and fill out the contact form.
01:28:00
Speaker
Much better. Yeah. I thought that had a lot of energy.