Sept. 18, 2024

Unlocking the Secrets of Impactful Podcasting and Authentic Sales with Harry Spaight: A Journey of Growth, Connection,and Integrity

Unlocking the Secrets of Impactful Podcasting and Authentic Sales with Harry Spaight: A Journey of Growth, Connection,and Integrity

Unlock the secrets to impactful podcasting and authentic sales strategies with our special guest, Harry Spaight, a seasoned podcaster and relational sales consultant. Join us as Harry shares his captivating journey, from the pandemic's unexpected push towards podcasting to writing his book, "Selling with Dignity." Influenced by motivational figures like Mel Robbins and Jay Shetty, Harry opens up about stepping out of his comfort zone and discovering the immense value of connecting with inspirational individuals. Whether you're a podcasting newbie or a seasoned host, Harry's insights will inspire you to embrace growth and creativity in all your endeavors.

Ready to elevate your podcast marketing game? We're breaking down practical tips for beginners, from affordable equipment recommendations to the essential tools you need to succeed. Learn why having a dedicated marketing team is crucial and how it frees up your time for what matters most—creating valuable content. Harry also delves into the art of respectful sales follow-ups, emphasizing emotional intelligence and genuine human connections. Discover how to nurture prospects without being pushy, and gain actionable advice for reconnecting with silent leads, all while maintaining integrity and consistent value. This episode is packed with insights that will empower you to excel in both podcasting and sales.

Stay tuned for the next episode of Ready Set Collaborate with Wanda Pearson. Subscribe - Follow and Like Ready Set Collaborate with Wanda Pearson

Chapters

00:00 - Powerful Podcasting Tips and Insights

10:25 - Effective Marketing Strategies for Podcasting

18:11 - Effective Sales Follow-Up Strategies

Transcript
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Welcome to Ready Set Collaborate podcast with Rhonda Pearson, where we will dive deep into the world of networking, collaboration and partnership, unlocking the secrets to a successful team working within innovation.

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Whether you're an entrepreneur, a creative professional or just someone eager to understand the power of networking and collaboration, this podcast is your go-to resource.

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Join us as we explore the stories, strategies and insights from experts, entrepreneurs and thought leaders who have experienced the magic of networking and collaboration to achieve successful results.

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Tune in to Ready.

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Set Collaborate podcast on a journey towards achieving your goals with host Wanda Pearson.

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Hello, welcome to Ready Set Collaborate with Wanda Pearson.

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I am so excited to be having my show, which is actually about podcasters, and I got a great guest who actually educated me before we started this, harry Spade.

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So I'm so excited to have him on to this podcast and thank you for agreeing to come on with us, harry.

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This is about podcasting and I'm a newer podcaster, but Harry's a seasoned podcaster.

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So I want Harry to tell us about we're going to get into the conversation about how we can podcast and some tips about podcasting, because he's sure to give me a lot of tips for podcasting.

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So I want you to make sure that you all subscribe, follow and share on Ready Set Collaborate with Wanda Pearson.

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So let's get the show started, harry, and I'm going to tell people about your short bio here.

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So Harry Spade is a relational sales and business consultant, speaker and author.

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Before his 25-year plus sales career, harry did mission work in the Dominican Republic, russia and Germany.

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These experiences led to his belief that selling is all about serving the client's interests first, which will lead to better results.

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I agree wholeheartedly here.

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That's great.

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Harry is the author of Selling with Dignity and has a podcast, sales Made Easy, which highlights selling when it's done is easier and enjoyable.

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He works with people who want to grow their sales and gain raving fans of long lasting relationships without using pushy sales tactics.

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I love this, harry, and you made it short and sweet but very informative and educational, so thank you.

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Harry, thanks for coming on to my podcast.

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I really appreciate it.

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It's great to be here, Wanda.

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You're making the world a better place.

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So where would I rather be?

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Nowhere than here, with.

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Wanda.

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Thank you so much.

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I love it.

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I love it.

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So, harry, tell us a little bit about yourself, about your background and how you got started podcasting.

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A little bit about that.

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Yeah, so the four hour version will be condensed to five less than five minutes, I assure you.

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But in 2020, during COVID, a friend of mine asked me about doing some podcasting together because we're both a little bit bored.

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We were both in this, you know, stay home for a couple of weeks.

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And he said, would you like to podcast?

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And I'm like sure.

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And we started podcasting.

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I didn't really know anything about it and I watched him and I sat there like a bump on a log there for a while, but eventually I got more and more comfortable behind a microphone and after a year and a half or so with him, I started doing my own podcasting and I haven't looked back.

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It's been a blast.

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So you meet tons of great people like yourself and it's really inspirational.

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So that led to me actually writing a book because I met so many inspirational people.

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Podcasting is like, what am I doing?

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So I decided to look inward and start creating a little bit.

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So, yeah, that's, that's the short version of podcasting for me.

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That's awesome because actually you answered a lot of questions.

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I'm going to ask you anyway, what inspired you to do this?

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So what are the biggest influences that in pocket in the podcasting world?

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What more influenced you in a podcasting world?

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Yeah, I listened to podcasts for years and I just never imagined myself podcasting, even though I loved listening to them.

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I said, oh, that'd be really cool to podcast.

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But I didn't know again, didn't know how to do it, Didn't think I'd be any good, Didn't like my voice very nasally and I'd say all these things to talk myself out of it.

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So I never did anything.

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And then when I got asked to do it so you really want to do this, as I was saying to myself so just say yes and get out of the comfort zones.

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But yeah, podcasts, that I'm a huge.

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I listened to Mel Robbins quite frequently.

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I love her motivation and inspiration.

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I listened a lot to others over the years the Jay Shetty, I was really listened a ton to his, the ex monk, great stuff.

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But yeah, so podcasting on the commute was the way I went to work and so now it's just you keep trying to get better with it provide value for people.

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That's awesome.

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That's awesome and I'm glad you said that, because I really wasn't into podcasting at all.

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Really, yeah, I really I listened to some of them, but I really wasn't into it.

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Yeah.

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But as I was, in fact, one of my lady groups that actually said, wanda, I want you to start doing podcasts, I said what?

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Why are you going to be?

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Because I was doing my own webinars and seminars, and when I get in front of the camera, I just talk it seminars.

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And when I get in front of the camera, I just talk, I just it's just natural for me to talk so so you'd be pretty natural.

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Podcasting behind the microphone sounds like yeah I do and I enjoy just like you, harry, I enjoy it.

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I enjoy the guests that I have on and learning so much from my guests because and I do different series, so this series I want to do it on podcast, so I'm gonna the experts can teach me something, oh it's so true.

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I met um someone who was who's way more advanced than I am, but he said that's a trick invite people on and get free coaching yeah because they will give you secrets and uh.

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So I started doing that a little bit.

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I I could use some help in this area.

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I wonder if so-and-so would be interested in coming on and definitely give them the voice and you'll get the value.

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I love that.

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I didn't think about that.

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I said, oh, I got to go back and listen to some of my podcasts.

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That's right If you need some tax help or something.

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Bring on an accountant right, you need some ideas about how to keep your books.

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Bring on a bookkeeper.

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You need someone to help you with the legal bring on Wanda with LegalShield.

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And that's a great idea.

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Actually, I am going to be having some bookkeepers and CPAs on as well, because I want to educate people and let them know, and it's always good to have these podcasters to go back on to learn.

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Now, what did he say?

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Because I'm definitely going back on this one, harry.

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What did he say?

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But no, that's awesome.

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I really appreciate you doing that.

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So what?

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How do you choose your topics of guests for your podcast, for your episodes?

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Yeah, that was a huge concern because I just didn't feel like I knew enough people to get people on regularly.

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But it's really amazing, once you start doing it, the number of people that you meet.

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And then sometimes you can ask your guest who do you know that might be a good guest, and that works.

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So for people who are starting out, I'd say, get a few people lined up and you have like your little practice episodes, if you want to call them that, where people are not going to judge you and you work out the kinks and you get a few podcasts in the queue, so to speak, and then you're talking to three or four people in a podcast.

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You ask them who they know.

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They each give you one and then those people will give you somebody and then before long you've got a long list of potential guests and then others that will come out of the woodwork.

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I get asked all the time for someone if they want to be in my.

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You know, am I looking for guests and I don't look for guests anymore because it's just too many.

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Right, I'm sorry, but at one time in the beginning, yes.

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But now it's more you do this, the less guests, fewer guests, you need.

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Yeah, I agree because it's funny, because now I get people like Dennis he'd be out networking.

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He's like, oh, my wife does podcasts.

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Oh really I want to.

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So he's actually got me three guests that I didn't know.

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I didn't know who they were and it's good.

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It's good to know to branch out with different people in the area.

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I love your way of saying.

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This is how you get educated from the guests that you bring on for different things.

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I love it.

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I've gotten a lot smarter through podcasting because they're smart guests.

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Yeah, and you actually just gave us a process of creating an episode from start to finish, or how you actually get the guests on and then get them to the next step.

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No, that's great.

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I'm going to start asking some of my guests yeah, harry, who do you know that actually can be on this podcast?

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Yeah, exactly as a podcaster, so I can use that.

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Yeah, yeah, so it's funny, like sometimes my experience has been I invite, and no offense to any of my guests who might be listening, but sometimes the energy is just not there.

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The podcast can be a little bit flat if the energy is not there.

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So having a few minutes with the person before you actually decide to podcast isn't a bad idea because it will avoid having the lemons.

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So you're having a one-on-one, you're curious about podcasting and you say the topic doesn't really excite me right now.

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So I'm going to keep you in mind for the future and say that person's not a good fit because they're just there's no energy and you got to have energy in this in order for it to work.

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In my opinion.

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Absolutely, absolutely.

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I knew you would bring the energy on.

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Yeah, I love energy.

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I like to make sure I don't want anybody to be bored.

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You're going to have fun.

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Exactly yes, you got to keep them engaged.

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Exactly, and that's my next question how do you engage your audience and build a community around your podcast?

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Yeah, these are things that you learn along the way, wanda, so I didn't know this at first.

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You just do the podcast and you don't do anything with it.

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You're not going to have a lot of listeners, yeah, so you actually have to market the podcast.

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You have to get clips out, cover photos, cover images, like you're doing, and so that people can share this out to their audience and then the podcast can grow that way.

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But, yeah, there's marketing involved, which I did not really understand and I'm not like this self promoter.

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Yeah, do you struggle with this at all, where you feel like you're promoting yourself too much?

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Yeah, I do, but thank God I have my marketing manager that actually you just pay somebody to do it for you.

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But yeah, she, yeah exactly she does it for me.

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You gotta have a team sometime to help you do the things that you don't have time to do, and so she, yeah, she markers it and I send it to her and she actually gets it out.

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That's what she does, those little snippets.

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So I appreciate the team that I have because, harry, I used to do when I first left my corporate job, I used to do everything myself.

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Ok, what do I do?

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What am I doing?

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So B&I taught me how to network.

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So I started networking, getting out there to meet people, and then I was in my office like 12, one o'clock at night.

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So I said to my girlfriend said, wanda, my accountability coach, you need help, wanda.

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So when I hired my virtual assistant who does my newsletters and does my posting my videos to youtube, and then one of my clients, she said one, I can help you with the marketing, and I said okay.

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So that helped me to say, okay, now I can go down and sit in my recliner at a certain time and not spend all that time doing that.

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So you really do need somebody to help you with yeah, because you eventually do need sleep.

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Yeah, and sometimes I don't get that here.

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So let me ask you this.

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I'm going to start asking you about your business here, so what advice would you give someone who is just starting out a podcast?

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It depends on where they are.

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But if you're just thinking about it, you don't need a ton of equipment.

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So getting a microphone for less than $100 is not a bad thing to do.

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So you've got a microphone Like I use a Yeti blue Yeti mic.

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There are better mics out there that cost several hundred dollars.

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But my first thing I got was a kit on Amazon, probably for 60 or $70.

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Decent mic, headset, stand, all of that stuff and got me going.

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And then I upgraded the mic about a year into it.

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So yeah, so simple tools and then a halfway decent camera.

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I use a Logitech camera.

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That's probably $50, not breaking the bank and then using Zoom right.

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So using Zoom was inexpensive $15 a month.

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So I started using Zoom.

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Now I use Zoom.

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Sometimes I use StreamYard and other times I restream.

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Now try different things, but in the beginning Zoom was really easy inexpensive mic and just get going right.

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Just if you want a little script, you can talk yourself into it.

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It depends on what your passion is.

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But come up with what your topics are, what your theme of your podcast is, write all this out and then say look, now I need guests and it's hard to find the guests, but it gets.

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It's not that hard right.

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Don't paralyze yourself with I don't know what to do, cause some people want to.

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I've been talking about this for years.

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I would have been one of those.

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Right, you got to get out of the comfort zone, get your toes in the water, and thankfully I had someone that asked me to do it.

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Otherwise I may not have done it.

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But get a friend, phone a friend even, and do it together.

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Yeah, and it doesn't have to be every week.

00:14:08.748 --> 00:14:09.389
Yeah, sometimes people podcast.

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They do it once a month.

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That's okay, whatever it is to get started, but you'll have a blast once yeah, yeah, you really do so.

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I do mine's weekly.

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I do every episode comes out every wednesday, yeah, but it's right, you exactly right.

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I was pushed to say you need to do podcasts.

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Yeah, that's what I need to find.

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So I went and got me a mic, a zoom it's actually a zoom usb zoom, zoom z mic okay, and I actually upgraded my computer.

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I have my ring lights around me.

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Yeah, I got my my background behind me, which is good, so it's pretty easy, and I had some of my guests in the beginning.

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I'm afraid I don't know what to say.

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It's just a conversation.

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We just have a conversation.

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So I made them feel so much more comfortable to be able to just be they self and tell me about your business.

00:14:55.881 --> 00:14:57.986
So now let's get into your business.

00:14:57.986 --> 00:15:00.373
As far as what you do and your book.

00:15:00.373 --> 00:15:05.032
So how is selling with dignity different than other sales books?

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So your book is called Selling with Dignity.

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We see it behind you.

00:15:07.936 --> 00:15:10.163
Yeah yeah, my book is really.

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It's all about emotional intelligence, human relationships, this idea of serving others as a priority versus being a hard closer and manipulating, being pushy in sales None of that's my style.

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Now, can I do that?

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I could, but I just choose not to right.

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It does not make me feel good.

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The goal is to help small business owners, entrepreneurs and newer sales people to grow their sales in a way that gets people to actually listen to them and want to do business with them instead of oh no, not another salesperson that I'm trying to avoid.

00:15:50.721 --> 00:15:56.863
So developing that relationship it's relational selling and it's all about putting the other person first.

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So that's worked for me for a couple of decades or longer, and I just share the love with that.

00:16:01.636 --> 00:16:02.937
I love it, I love it, and that's worked for me for a couple of decades or longer, and I just share the love with that.

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I love it.

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I love it and that's really good because I tell you, when you get pushy salespeople, that kind of turns me off.

00:16:09.344 --> 00:16:14.610
So, yeah, this is good that you have this Laying the guilt or manipulation.

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What do you mean?

00:16:15.572 --> 00:16:16.837
You don't want to save money.

00:16:16.837 --> 00:16:19.368
When people say things like that, please go away.

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That's not helping you.

00:16:21.615 --> 00:16:25.125
Your pushiness or laying guilt on me is not going to get the deal done.

00:16:25.326 --> 00:16:29.982
I know it sure is, and it just turns me off when I'm coming in.

00:16:29.982 --> 00:16:31.687
Let me look around first.

00:16:31.687 --> 00:16:33.210
I'll let you know.

00:16:33.250 --> 00:16:34.331
Understanding that.

00:16:34.331 --> 00:16:40.490
So the idea of selling as an entrepreneur it requires effort.

00:16:40.490 --> 00:16:44.386
This is not something you just pick up and say I read a book now, I'm good in sales.

00:16:44.386 --> 00:16:47.669
This takes years and years to develop.

00:16:47.669 --> 00:16:51.470
It's just like human relationships takes years.

00:16:51.470 --> 00:16:54.784
You cannot just say I'm really good now because I read a book.

00:16:54.784 --> 00:16:58.428
But it's practice and you'll get better with practice.

00:16:58.708 --> 00:16:59.572
Practice exactly.

00:16:59.572 --> 00:17:01.504
You learn from your mistakes is what I say.

00:17:01.504 --> 00:17:02.287
That's for sure.

00:17:02.287 --> 00:17:05.806
Still learning, yeah, we all learn right.

00:17:05.806 --> 00:17:08.906
So what are some of the challenges entrepreneurs and salespeople face?

00:17:09.901 --> 00:17:21.317
Yeah, I'd say that probably one of the biggest challenges I hear people say is people show interest and then they disappear, like the person is really interested, and now I'm being ghosted, I don't understanded.

00:17:21.317 --> 00:17:26.115
I don't understand because we just don't necessarily understand the timeframe.

00:17:26.115 --> 00:17:30.606
Because the person is interested does not mean they're ready to buy today.

00:17:30.606 --> 00:17:36.663
So they might say they're ready to buy today, but that doesn't mean they're actually ready to buy today.

00:17:36.663 --> 00:17:46.996
And so they know we're there and available and we send them emails or we might call or we might text and they don't respond.

00:17:46.996 --> 00:18:03.217
Then we get offended and then we send them a threatening message or not threatening, but a disgruntled message Just let me know if you're not interested, or where do we stand, and that just ends it and instead think of hey, you're not always.

00:18:03.518 --> 00:18:11.763
We me personally, I'm not always ready to buy something, and so I try to use empathy and understand that not everyone's ready to buy.

00:18:11.763 --> 00:18:15.136
Sometimes things come up and just keep providing value.

00:18:15.136 --> 00:18:26.025
So the challenge is, when they go dark, instead of becoming insulting and get more pressure on them and stalk them, just provide some value.

00:18:26.025 --> 00:18:28.509
Find an article, say I was thinking of you.

00:18:28.509 --> 00:18:30.942
Sometimes you have to let it go for a few weeks.

00:18:31.222 --> 00:18:31.442
Yeah.

00:18:31.462 --> 00:18:32.484
Be surface again.

00:18:32.484 --> 00:18:40.729
Your name came up recently Want to see if you wanted to jump on a Zoom call or get together for a coffee and catch up.

00:18:40.729 --> 00:18:51.569
You don't have to say I want to see where we stand and what I propose to you, Because people will connect the dots, your follow-up, without saying why you're following up.

00:18:51.569 --> 00:18:52.582
They know.

00:18:52.582 --> 00:18:54.829
So you don't have to say too much, but you have to do it.

00:18:55.319 --> 00:19:00.663
Yeah, I love that, I love what you just said there, because it does make sense and you talked about that.

00:19:00.663 --> 00:19:05.613
But how can you nudge along prospects, along the sales cycle without being pushy?

00:19:05.613 --> 00:19:07.467
And you may have already answered that.

00:19:07.539 --> 00:19:08.080
Yeah.

00:19:08.080 --> 00:19:13.472
So it's really like providing the value along the way is understanding what their time frame is.

00:19:13.472 --> 00:19:20.088
So someone might say I want to do this as soon as possible, so as soon as possible.

00:19:20.088 --> 00:19:27.211
What some people say as soon as possible, I mean they want this done within a few days Others will say within a month or two months.

00:19:27.211 --> 00:19:28.295
Where do you fit in?

00:19:28.295 --> 00:19:32.916
I want to understand what as soon as possible means, because everyone's got a different definition.

00:19:32.916 --> 00:19:39.467
Once you understand that, you want to also understand who else is involved Besides you.

00:19:39.467 --> 00:19:45.055
Who else is involved in this huge decision that you're making, and what is it that person needs?

00:19:45.055 --> 00:19:53.429
Can we get a meeting with that person and learn about them and then find out what are their challenges?

00:19:53.429 --> 00:20:00.031
Right, so that you're providing articles, case studies, something You're sharing, a video from YouTube.

00:20:00.031 --> 00:20:01.130
You're saying I thought of you.

00:20:01.130 --> 00:20:13.654
You're constantly getting reminders to the person that you're there to support and help them and then, when they're ready to do something, they'll say things like Wanda, I know I need to do this, let's just get it done.

00:20:14.936 --> 00:20:15.458
Absolutely.

00:20:15.458 --> 00:20:16.098
I love that.

00:20:16.098 --> 00:20:22.836
I love that and I love how you put that in there, because I tell you I say MIA, they say they're interested, but then also MIA.

00:20:22.836 --> 00:20:24.219
I think about integrity too.

00:20:24.219 --> 00:20:28.990
Integrity is meaningful to me, that's fine.

00:20:28.990 --> 00:20:31.836
I'm just there because you showed an interest, exactly.

00:20:31.836 --> 00:20:33.157
If you're not interested, that's fine.

00:20:33.157 --> 00:20:38.791
I don't want to bother you because I know how I treat people, the way I want to be treated, and I love the line that you say.

00:20:39.786 --> 00:20:42.392
something along the lines of this may not be for you right now.

00:20:42.392 --> 00:20:45.538
I get it, Cause it's not always the right time for me.

00:20:45.538 --> 00:20:47.712
How would you like me to follow up?

00:20:47.712 --> 00:20:52.529
And people tell you yes, it's okay, and this, this is not you.

00:20:52.529 --> 00:21:02.848
Avoiding them and thinking that they're not interested and never following up again is a mistake because they're just not ready now, exactly.

00:21:03.109 --> 00:21:07.813
And they say fortune is in the follow-up, right, exactly, yeah, yeah, it really is in a follow-up.

00:21:07.813 --> 00:21:09.056
Why did you write the book?

00:21:09.704 --> 00:21:21.486
I wrote the book because I had a lot of these thoughts that going on in my brain and so I figured they would be helpful if they're out to others, so that they could do so.

00:21:21.486 --> 00:21:30.265
I felt like there was a lot of people who were around sales or needed to sell that were more introverted than extroverts.

00:21:30.265 --> 00:21:37.938
They're not the pushy talkative types, they're not the Rolex Porsche driving, Rolex wearing Porsche driving person.

00:21:37.938 --> 00:21:42.997
They're just regular, everyday people, more on the quiet side.

00:21:42.997 --> 00:21:44.612
I said I can help those people.

00:21:44.612 --> 00:21:52.891
I'm not going to help the person that's wearing the Rolex watch today and is all about being pushy and manipulating.

00:21:52.891 --> 00:21:55.190
That person is not my tribe.

00:21:55.190 --> 00:22:04.128
But the ones who are quiet, humble, want to be better, want to serve and don't want to be pushy and still want to succeed, those are my people.

00:22:04.892 --> 00:22:06.376
That's good and that's why I get into.

00:22:06.376 --> 00:22:09.346
Why is sales training and coaching valuable?

00:22:10.067 --> 00:22:17.258
Yeah, because this is a craft versus just a casual thing.

00:22:17.258 --> 00:22:18.905
You can do a couple of times a week.

00:22:18.905 --> 00:22:32.669
This is a craft, so people can choose to buy from anybody and if you're selling a higher ticket item, say you want to make $5,000 a month, $10,000 a month, whatever the number is, how quickly?

00:22:32.709 --> 00:22:36.195
do you want to get there, Take you three or four years.

00:22:36.195 --> 00:22:40.391
You might be fine with that and say I don't want to spend whatever.

00:22:40.391 --> 00:22:43.096
I don't want to spend thousands on training and coaching.

00:22:43.096 --> 00:22:51.587
And say I don't want to spend whatever, I don't want to spend thousands on training and coaching, so I'll just wait for three or four years.

00:22:51.587 --> 00:22:57.810
Well, you're missing out on hundreds of thousands of dollars over three or four years that for a few thousand dollars you could have helped get those skills developed much faster.

00:22:58.574 --> 00:23:01.242
And that's where I think people miss out on the short.

00:23:01.242 --> 00:23:04.193
The penny wise dollar foolish, I think, is the expression.

00:23:04.193 --> 00:23:24.794
Don't want to spend a little bit on something that's going to help my business flourish and we'll spend all kinds of money on stuff that doesn't help our business, like the new sofa giant, flat screens, vacations All those things are great, but if your business is not thriving, your business is at risk.

00:23:24.794 --> 00:23:27.940
I question where you're making the investments.

00:23:28.444 --> 00:23:32.772
Yeah, and that makes sense, and that's why the coaching with Harry is valuable, right?

00:23:32.772 --> 00:23:34.758
Yeah, tell him that.

00:23:34.758 --> 00:23:35.992
I mean, we know that.

00:23:35.992 --> 00:23:37.263
But then it's what's important to you.

00:23:37.263 --> 00:23:40.173
You don't want to get your business going where you don't have to worry about.

00:23:40.173 --> 00:23:45.113
Yeah, exactly, and then you can start buying little things here and there, so that really makes it a big.

00:23:45.113 --> 00:23:47.557
That's great advice, Harry.

00:23:47.557 --> 00:23:51.236
So what is one tip you can provide for our listeners that will help them today?

00:23:51.845 --> 00:24:11.993
I'd say let's go back to the people that have ghosted you and where you haven't spoken to them for weeks into months is now reach out to them and say, without asking anything about the business, just say it's been a while since you and I spoke.

00:24:11.993 --> 00:24:13.596
Let's catch up.

00:24:13.596 --> 00:24:15.807
I want to see if I can be a resource for you.

00:24:15.807 --> 00:24:20.346
I want to find out what you're up to these days and see if I can be a resource for you.

00:24:20.909 --> 00:24:31.058
You've got a huge network, whatever it is you need, and now you're just reestablishing without bringing up whatever it is you're trying to sell.

00:24:31.058 --> 00:24:31.865
Do not.

00:24:31.865 --> 00:24:35.797
Once you bring that up, you're not just, it's just another touch for the sale.

00:24:35.797 --> 00:24:37.367
So don't bring it up.

00:24:37.367 --> 00:24:43.180
They will connect the dots, but they're going to see the side of you that says I'm here about value and don't bring it up when you have the conversation.

00:24:43.180 --> 00:24:45.618
But they're going to see the side of you that says I'm here about value and don't bring it up when you have the conversation.

00:24:45.618 --> 00:24:54.226
They will bring it up and if they don't, time's not right and that's okay, but you don't need to bring it up every time you talk to the person.

00:24:54.226 --> 00:25:05.450
This is a mistake, because now they'll see you in a grocery store and want to avoid you, because every time they see you you're bringing up the sale arm no value, you're not bringing value at that point, absolutely.

00:25:05.490 --> 00:25:07.846
That's a great tip and that's like the pushy salesman, right.

00:25:07.846 --> 00:25:09.269
So you don't want to be a pushy salesman.

00:25:09.569 --> 00:25:16.510
Yeah, it's like the exact opposite, but you're following up providing value, and you're doing the right thing for your sale.

00:25:16.872 --> 00:25:17.952
Yeah, yeah.

00:25:18.114 --> 00:25:18.875
What's your thought on that?

00:25:18.875 --> 00:25:19.434
Does that work?

00:25:20.416 --> 00:25:22.058
Yeah, that that's some.

00:25:22.058 --> 00:25:24.227
That's a great tip, but let me tell actually something.

00:25:24.227 --> 00:25:28.950
So can you share a fun fact or something unique about yourself that listeners might not know?

00:25:29.412 --> 00:25:33.025
okay, we're probably not going to know that I tried to do a stand-up comedy.

00:25:33.025 --> 00:25:43.318
So back in oh, 2005 or so 2006, I was in my early 40s and I used to be funny in high school.

00:25:43.318 --> 00:25:53.054
So I thought and I said I never really pursued the standup thing because I wanted to when I was in high school and I did a little skit in high school but I never did anything after that.

00:25:53.054 --> 00:25:56.508
So I joined a comedy club.

00:25:56.508 --> 00:25:59.573
They're programmed for standup comedy.

00:25:59.573 --> 00:26:01.855
I took this six or eight week course.

00:26:02.016 --> 00:26:11.417
I went around to comedy shops or comedy clubs, excuse me and did open mic nights and I'm telling you it was wild.

00:26:11.417 --> 00:26:20.726
Not that I was funny, but the people who were doing this stuff, wanda, their minds were so far differently than my mind.

00:26:20.726 --> 00:26:24.787
I'm thinking I was going to talk about my kids and have these little humorous stories.

00:26:24.787 --> 00:26:32.291
They're talking about everything R and X rated and it's like I was so out of place.

00:26:32.291 --> 00:26:40.669
My best comedy was when I followed somebody and I guess my look on my face and they saw me and I said, wow, I'm learning a lot here tonight.

00:26:43.674 --> 00:26:45.458
That's great, that.

00:26:45.458 --> 00:26:53.006
That's a good fun fact about you, harry.

00:26:53.006 --> 00:27:01.790
So we're winding down here and I want to make sure that we and listen people book a complimentary session with Harry at wwwharrychatcom and we're going to have his, all of his, his information.

00:27:01.830 --> 00:27:10.307
But, harry, tell us how we can get in touch with you yeah, so that's really the simple, easy way is they go to my website landing page, harrychatcom.

00:27:10.307 --> 00:27:12.993
You can get a free consultation.

00:27:12.993 --> 00:27:18.671
You can download a couple chapters my book selling with dignity, but yeah, it's harry c-h-a-t.

00:27:18.671 --> 00:27:19.231
Harry.

00:27:22.136 --> 00:27:22.858
So I am.

00:27:22.858 --> 00:27:23.460
This is great.

00:27:23.460 --> 00:27:26.452
This is invite somebody on that you can learn from.

00:27:26.452 --> 00:27:27.696
So I've learned a lot from you.

00:27:28.006 --> 00:27:29.329
Now you know the trick, Wanda.

00:27:29.510 --> 00:27:32.972
Yes, I do, I do and I really appreciate you being on the show.

00:27:32.972 --> 00:27:36.776
It's just been a blast as far as learning so much information about you.

00:27:36.776 --> 00:27:41.949
And also make sure you see his book Selling with Dignity because he gave some great tips people.

00:27:41.949 --> 00:27:47.594
His book Selling with Dignity because he gave some great tips people about that Selling with Dignity by Harry Spat.

00:27:47.614 --> 00:27:47.994
Did I say it right?

00:27:47.994 --> 00:27:48.914
Sorry, you're butchering my name.

00:27:48.914 --> 00:27:52.278
Some more Spate works, but that's okay.

00:27:52.377 --> 00:27:53.880
Okay, so Spate it's all good.

00:27:54.240 --> 00:27:54.579
S-P-A-I-G-H-T.

00:27:54.579 --> 00:28:01.749
Yeah, I've got too many letters in there.

00:28:01.769 --> 00:28:02.554
I should shorten that up a little bit.

00:28:02.554 --> 00:28:09.260
So I appreciate you being on the show, harry, but make sure you subscribe and follow Ready Set.

00:28:09.260 --> 00:28:10.464
Collaborate with Wanda Pearson.

00:28:10.464 --> 00:28:12.249
I'm on all podcast platforms.

00:28:12.249 --> 00:28:19.633
I would love to have you all listen to the show, and we have so many different episodes that you can learn from like with Harry.

00:28:20.074 --> 00:28:23.912
Exactly as far as being a podcast, wanda's show for crying out loud.

00:28:23.951 --> 00:28:42.073
It's amazing and she smiles like ridiculously contagious yes, thank you, harry, for being on here and I truly appreciate you and I'm going to have you back because you're going to give us some more tips what you know sounds good wanda all right, thank you thank you for tuning into this episode of Ready Set.

00:28:42.313 --> 00:28:43.114
Collaborate.

00:28:43.114 --> 00:28:53.953
For more information about the host head to WDPearsonAssociatescom and that's P-E-A-R-S-O-N.

00:28:53.953 --> 00:28:55.376
Want to connect?

00:28:55.376 --> 00:29:01.717
Send an email to Wanda at WDPearsonAssociatescom at WDPearsonAssociatescom.

00:29:01.717 --> 00:29:12.585
And, as always, stay tuned for the next episode of Ready Set Collaborating.