Greg [00:00:00]:
For me, I used to make emotional decisions, right? And so my heart is always leading me. And that's a good thing in many ways. For business, it's bad. It can be very bad, right? So I would want to keep someone because my heart cared for that person and their family or this or that or whatever. I'd want to let go of somebody because my heart would say, gosh, you're terrible for me. Right? But now I am finding that I'm able to grow my different missions if I can put away the emotions and I can just look at the numbers and say, hey, this is the right decision to make. Yes. It's time for us to add someone.
Greg [00:00:45]:
It's time for us to grow in this area. Yes. Okay. It is now time for us to get that piece of equipment. Okay. We can. The numbers don't lie. So that's amazing that you were able to do that.
Greg [00:00:58]:
So this is secrets for success. Welcome to the Secrets for Success podcast. I'm your host, Greg Tod. Thank you, as always, for joining me. I have a special guest here today, actually a local. This person is an occupational therapist. She is a practice owner. She is a homeschool mom or former homeschool mom.
Greg [00:01:27]:
And she is a lover of the beach. And I just found out she is a lover of roller coasters. So she has become my best friend. Introducing my best friend, Kim Hazelton. Welcome to the podcast.
Kim [00:01:39]:
Thank you so much, Greg.
Greg [00:01:40]:
So why don't you tell the people a little bit about who you are, your journey into Ot, and then kind of what led to us meeting each other in 2020?
Kim [00:01:51]:
Okay, great. My journey getting into OT is actually a ten year journey. I graduated high school and immediately went to community college and got an associate's degree in accounting, thinking I was going to go get my CPA. But I was engaged to my high school sweetheart who joined the military, and we were separated for those two years that we were engaged, that I was getting my associate's degree. He came home Friday night, we got married Saturday, he left Sunday, and I went to join him the following Friday.
Greg [00:02:24]:
Wow.
Kim [00:02:27]:
Well, not ten years later, but from my high school graduation in 1985, it took me ten years to get that associates or, excuse me, that bachelor's degree in occupational therapy. I realized going into business that you sit in offices and you don't get to talk to a lot of people. And as I was working in banks and small businesses, I thought, I really like the numbers, and I really like the statistics and manipulating the numbers and figuring out the finances. But I need people. I need to talk to people. So, met a friend, decided to change my major. Was in psychology, met a friend in a psychology class who told me about occupational therapy. And of course, I had the standard question, do you help people get jobs? And of course we don't.
Kim [00:03:12]:
Well, we can, but that's not.
Greg [00:03:15]:
You do as a practice owner, but.
Kim [00:03:18]:
Not in that respect.
Greg [00:03:19]:
Occupation, yes.
Kim [00:03:21]:
So, looked into it a little bit more and fell in love with hand therapy and thought, I'm going to be a certified hand therapist. So that's why I got into OT. And it's funny, my whole life up to that point, I did not have children. I didn't like babysitting. I didn't really like being around children. And God had different plans for me. He just kept laughing every time I made plans. My level two field work at Siskin rehab hospital in Chattanooga was my peds rotation.
Kim [00:03:51]:
And I fell in love with those kids. Absolutely head over heels in love with them. Changed my career path, was not going to be a CHT. Wanted to work in peeds. Couldn't wait to start having my own children. I've got two beautiful children, and you could almost say, the rest is history. I worked in home health for one year the first year that I was an OT, but even there, I saw the zero to three population. And the next year I got a job in the school system.
Kim [00:04:21]:
Worked there nine years. My husband retired from the military. We moved to Florida. It took me about two years after moving here before I started my own therapy practice. And I did that while I was homeschooling. So I was just helping other homeschool families with things like handwriting and sensory processing and things like that. And it has grown into a beautiful practice now that I'm very proud of. And I absolutely love what we are able to help families with.
Greg [00:04:50]:
This is why I love to hear people's story. One of the things that I do, you know, I live in IRB, and as I'm walking the beach and I look at each home, I'm always like, what's a story behind that place? And I've known you now for three and a half years, and I didn't know those parts of the story. I didn't know that you were going to go the accounting route. It kind of makes sense now of everything that has kind of happened. Right? It makes a little sense now. I didn't know that you were in Chattanooga. I never knew know. I just thought that you always wanted to work with kids, and you're just like, all about the kids, and I didn't know that you were going to be a cht.
Greg [00:05:37]:
I also have, like, my story is, yes, I've been an outpatient for the most of my life. But did you know what I was going to do my first job?
Kim [00:05:48]:
Was it tennis?
Greg [00:05:49]:
Peeds.
Kim [00:05:50]:
Oh, are you serious? You were going to do peeds? You would have been awesome.
Greg [00:05:54]:
Because this was my second to last internship. But it wasn't like the full internship. You know, you do the six to twelve week ones. Yeah. Okay. This was like a mini one. And I got to go to a Pete's clinic in plantation, Florida, and there were no men. So I went to this clinic, and I was working with these twin boys that had down syndrome, and we're working with a bunch of other kids and stuff like that.
Greg [00:06:22]:
But these kids were just gravitating towards me so much. And even the therapist, I didn't know what the heck I was doing. But the therapists there were like, we need you here. And I realized that there's not a lot of men in peds.
Kim [00:06:36]:
There's not.
Greg [00:06:37]:
And so it's so interesting because my path, I got an offer to work with them and I nearly took it. And then I ended up going, the orthodirection.
Kim [00:06:48]:
Oh, wow.
Greg [00:06:48]:
And so, yeah, peas was nearly going to be my path. It's pretty wild. So that's awesome. All right, so now you have this clinic, and the clinic is sensible, right?
Kim [00:06:57]:
Sens able brain.
Greg [00:06:58]:
Sense able brain. Okay. And you started a clinic when?
Kim [00:07:04]:
Officially, in 2010. I was doing kind of the side jobs as a homeschool mom earlier than that. But 2010 is when it officially started.
Greg [00:07:12]:
Okay, so take me through kind of the genesis of that. You started clinic in 2010. Today you have quite a few employees and you have people helping you in this process, and you're dealing with all the ups and downs of practice, ownership, and all the other stuff. So how long was it from 2010 to where you actually weren't doing it all by yourself? But then you started having people help you. And then I remember when I first found out about you, I found out you went into one of my programs and my wife saw the name and she was like, oh, my gosh. Oh, my gosh. Oh, my gosh. Greg, Greg, Greg.
Greg [00:07:48]:
I know this word. Oh, my gosh. She's like so big on the home school things, so she thought you were a celebrity. She's like, you're so lucky. I was like, okay, I guess I hated it. Anyway, so I thought you were just such a big deal. So how did that work? From 2010 to 2020. Can you kind of bring me through that journey?
Kim [00:08:06]:
Yes. 2010, I just decided to actually make it a real business. So I went to the accountant. He helped me incorporate, and I started doing classes at home, school, co ops, and so I was doing groups and classes there. When did I stop doing all the work myself? I'm ashamed to say it took me way longer than it should have.
Greg [00:08:28]:
Tell me, how long has it been? Come on, we want to hear it.
Kim [00:08:32]:
Well, I didn't stop seeing clients until December. I surrendered my last client in December. I was reducing my schedule. It's my true love. I love working with them, and I love talking to the moms and the dads and just helping the whole family find harmony and peace and come together. But our waiting list was growing and growing, and there was no way I was going to be able to see all of them.
Greg [00:09:01]:
Wow.
Kim [00:09:02]:
So I had to step back from being in the treatment room and actually be the business owner, be the boss, and hire people and train them to do what I knew we were doing so that we could help more families.
Greg [00:09:15]:
When did that first start?
Kim [00:09:17]:
That first started in 2015. I hired my first therapist in 2015, and I currently have five therapists working for me right now and one admin. My daughter was my original admin when I got my first office space, clinic space, that was in 2015 as well. So I got the clinic space. It was 900. Hired an OT to work for me part time while I was there.
Greg [00:09:46]:
Can we talk a little bit more about that transition of you doing everything to bringing somebody else in? Because, Kim, the reality is that 90% of business owners in the therapy world, whether it's occupational therapy, physical therapy, speech therapy, they stay solopreneurs, and they're never able to make that transition. And you touched on it. The reality is that you love kids and you love working with them. Right. And I love being with patients as well. But then there comes this tipping point, and I think so many people feel this. They feel the tipping point. They feel it, but they can't jump over it.
Kim [00:10:30]:
Right.
Greg [00:10:31]:
And then when they do jump over it, it isn't like roses and tulips. Right. It's tough. So can you talk about what you felt before you actually did it and what you said? Yes. I wanted to work on the business set of individual, but is that really what, you know what I mean? Can you talk about that? Because I just feel like we don't talk about that enough.
Kim [00:10:54]:
Yes. Sheer terror that the person that I hired would not implement the therapy the way that I wanted them to. How do I create a training program for them? I just hired another therapist, and I'm still perfecting the training program. And what if the families don't accept the new therapist? What if everybody leaves because it's not me anymore? Because, as you said, carrie recognized my name. I know that my name carried some weight in the homeschooling community, in the special needs community, and I appreciate that, and I don't take that lightly, but I had to get the help. There was no way I was going to be able to do it. And then you start worrying about, what are the legalities? I know nothing about hiring somebody. What questions do I ask in an interview? How much can I afford to pay them? I have no idea.
Kim [00:11:48]:
I didn't have the numbers right at that time. I was tracking no numbers.
Greg [00:11:52]:
Wow. There are so many pieces to it. And I just feel like sometimes we sensationalize it and make it sound like, yeah, it's so easy. Just grow your business. Leverage your business. Hire people, this, that. But it's so scary. It's so scary.
Kim [00:12:12]:
It is incredibly scary. And you're right. Just saying, just grow your business is one. It sounds like one command, but there are really so many micro steps along the way to do that.
Greg [00:12:23]:
Right?
Kim [00:12:24]:
And we're not trained to be business owners. We're trained to be clinicians.
Greg [00:12:28]:
Right. We're trained to practice on people. We're not trained to get more people to practice on and get more people to help us practice on the people. Right, exactly. Yeah. Thank you for being open with that, because I just know that for myself, when I made that first hire, I did not know what the heck I was doing.
Kim [00:12:49]:
Right.
Greg [00:12:49]:
And I remember one of my first hires, I had to let go, and I didn't know that process, but you kind of just had to figure it out along the way. Right. And I know one of the things you said is you didn't know how much to pay. You didn't know what you could charge. You didn't know your numbers.
Kim [00:13:07]:
No.
Greg [00:13:08]:
And that kind of fast forwards to now, before we talk about therapilot and how you help therapists that have businesses know their numbers, can you tell us the pain that you were experiencing not knowing your numbers?
Kim [00:13:25]:
Yes. Okay. Well, my first hire was another OTR. And looking back now at my numbers, I can tell you I was losing money with every client she saw because I overpaid her. And I kept her for years because I didn't know any better. And I'm almost ashamed to say I wasn't tracking my numbers because I have an accounting background and a small business background. But in my mind, I had shifted my identity to therapist. And even as a business owner with this practice, I did not assume that mindset of business owner.
Kim [00:14:01]:
So I was not tracking my numbers. And 2020 came Covid hit. We closed for six weeks, and I struggled to keep the business open three different times from June. Well, March, when we closed, but June, when we tried to go back and our numbers were down, people weren't coming back because everybody was scared. I struggled to keep our doors open. I really did. God bless my husband. He has never required me to bring in money from this practice, from this business.
Kim [00:14:35]:
I used to even jokingly say that sensable brain was a mission masquerading as a business, that it was not a real business. I would tell people that it's not a real business. I didn't pay myself for the first six years. I'm happy to say I'm paying myself now, and I'm paying myself very well right now.
Greg [00:14:57]:
Tim, most people don't.
Kim [00:14:58]:
I know most people don't. I know. I'm hearing it from the ones that I'm talking to. They don't know how. Again, how much am I allowed to take out of this business? How much can I afford to take out of this business?
Greg [00:15:09]:
Let's hit on that. You did not pay yourself for six years.
Kim [00:15:13]:
Right.
Greg [00:15:13]:
Okay. So do you believe the reason why you didn't pay yourself is because of just lack of understanding your numbers and you just didn't have that confidence? Was that it, or was it.
Kim [00:15:31]:
I.
Greg [00:15:31]:
Should only get the leftovers?
Kim [00:15:33]:
I think it was a little bit of both. I think more it was, I don't understand my numbers, and I don't understand how much I'm allowed. I felt like somebody should be telling me how much I'm allowed to take out.
Greg [00:15:45]:
Okay. Yeah, I hear that so much from people. I personally think, and you tell me if I'm wrong, but I think over time, because business is hard, and I think over time, it creates so much resentment because you're like, I'm doing all this work, and I'm always last, and I'm not even getting paid for this. And even if it is a mission, it's like we want to get some type of reward for the work that we're doing. Right. So. Yeah, no, that's interesting that you say that. All right, so that was your problem.
Greg [00:16:23]:
Okay. So then you kind of created a solution around it for yourself. So tell me what you did.
Kim [00:16:28]:
Yes. So spreadsheets which is so funny, because my husband is a pilot, retired from the military, special ops helicopter pilot. My son is a computer engineer. And they both kept saying, you need to be tracking something, and we can show you how to use spreadsheets. And I fought them tooth and nail. And then when I almost lost the practice three different times in 2020, I was like, okay, fine, I'll do it. So they got me started with some spreadsheets. Well, technically, I had bought some spreadsheets from another person, that you were on his podcast many, many years ago.
Kim [00:16:58]:
That was the first time I was introduced to you, but I had bought his spreadsheets, so I got those back out, and my son and my husband were helping me with them, and I kind of just took them. And once I realized the magic, it was like I'm combining my love of numbers and money and statistics and therapy, and, oh, my gosh, I've got goosebumps.
Greg [00:17:21]:
Yeah.
Kim [00:17:21]:
It excites me so much that this is powerful. Knowing your numbers is empowering, because now you're not guessing about anything and you're not accidentally driving your business into the.
Greg [00:17:33]:
Yeah.
Kim [00:17:34]:
So I took these spreadsheets and ran with them and was just using them myself. And then Mary and Reina and I formed our little partnership, and we had our retreat last year. And one of the things that we gave the other business owners at our retreat were a copy, a condensed copy of my spreadsheets, a simplified, more simplified copy. It doesn't track everything that I was tracking at the time, and they were kind of blown away with them. So we do this implementation portion of introducing the spreadsheets, and we're showing them where to get their numbers and where to put the numbers in there. And they create the graphs. The spreadsheets automatically create the graphs so they can watch how their numbers are trending. And I'm showing them.
Kim [00:18:19]:
Okay, so you see where this number is kind of dipping down here? This means you need to watch this, and if this happens, then you probably need to make a decision, either this or this, right? And they're like, oh, my gosh, this is so empowering. I feel like I can make decisions in my business now and know that I'm going to be able to stay open and continue to help people.
Greg [00:18:36]:
So if you struggle to make decisions, it's because you don't have the right data.
Kim [00:18:40]:
Right.
Greg [00:18:41]:
You don't have the numbers that allows you to make the decision. Earlier today, I had a meeting with someone in this room, and one of the things I said to, as a team member. I said, you know, for me, I used to make emotional decisions, right. And so my heart is always leading me. And that's a good thing in many ways. For business, it's bad. It can be very bad. Right.
Greg [00:19:08]:
So I would want to keep someone because my heart cared for that person and their family or this or that or whatever. I'd want to let go of somebody because my heart would say, gosh, you're terrible for me. Right. But now I am finding that I'm able to grow my different missions if I can put away the emotions and I can just look at the numbers and say, hey, this is the right decision to make. Yes. It's time for us to add someone. It's time for us to grow in this area. Yes.
Greg [00:19:46]:
Okay. It is now time for us to get that piece of equipment. Okay, we can. The numbers don't lie. So that's amazing that you were able to do that. So you started doing that and then now you had power to pay yourself.
Kim [00:19:58]:
Yes.
Greg [00:19:59]:
And it seems like you feel like you have more control over your business. It seems like it's almost like you are now the pilot and you've got your cockpit.
Kim [00:20:09]:
That's exactly the way it feels. Yes, I've got the cockpit in front of me. I am the pilot, and we are taking off. We're doing amazing. And not just financially. I mean, it's rewarding to see the financial benefits, and I'm able to pay my team well and buy the equipment. We've got equipment that other clinics in this area don't have because we're a little more alternative. But the bigger thing is, I see the number of families that we're able to help because I'm not scared to buy that equipment and market it and say, we can help you with this.
Kim [00:20:46]:
And I'm not scared to hire this therapist and say, I know I can pay you this much, and I can guarantee this for you because I know my numbers.
Greg [00:20:54]:
Right. It creates so much more clarity.
Kim [00:20:56]:
Yes.
Greg [00:20:57]:
It creates so much more confidence. And when your therapist can see that you're confident, then it helps to exude confidence to them.
Kim [00:21:06]:
Yes.
Greg [00:21:07]:
It helps at your decision making. It's amazing how understanding business actually allows you to treat and help these kids and their families so much more. It's really awesome.
Kim [00:21:19]:
All right, well, I think my therapists feel security in that as well. Right. I've got a spreadsheet that shows them this is what I'm paying you. This is the taxes I'm paying for you working here, and this is the revenue that I make off of the average visit reimbursement. And so I'm transparent because I've got it all right in front of me and I'm like, I'm not keeping all of it. Like, I'm giving you a lot of what you're creating here.
Greg [00:21:46]:
Kim, I think one of the biggest things that I believe has helped me in my businesses is the transparency of numbers, because most therapists, and not even therapists, this just could be employees, team members, et cetera. They believe that you're making money and you're running with all of it and you're leaving the pennies left for them. And so I don't know. I have found that the more transparent I can be with my numbers, just the more ease it puts everybody at to actually do their job. And let's not have to worry about that. This is everything.
Kim [00:22:23]:
I agree.
Greg [00:22:23]:
This is what we got. And by the way, there is profit, but we're going to use the profit. This is what at least I tell people. Number one is that I'm the entrepreneur, and you're either the entrepreneur or the employee.
Kim [00:22:37]:
Right.
Greg [00:22:38]:
And the entrepreneur is the one that owns and operates the business. But I do so at a higher financial risk because I'm the one risking everything.
Kim [00:22:46]:
That's what I say.
Greg [00:22:47]:
Right. And so because of that, there's going to be a higher level of compensation because I'm the one that is doing the investing. Nobody else has to do the investing from a monetary currency standpoint. Right. In my businesses, you're either an entrepreneur or you're an employee. So an entrepreneur, I expect you to take full ownership and operate a portion of the business, but you're not having to do so at a high financial risk. Right. So you'll see there's profits.
Greg [00:23:13]:
And in the profits, we're using some of that for growth of the mission. We're going to use some of that to be able to disperse to other things that we feel led to disperse. That could be our community, church, this, that, but veterans. Okay. And then we're using some of it for us to distribute. And the person that's obviously going to get the most in distribution is me.
Kim [00:23:37]:
Right.
Greg [00:23:38]:
But I'm going to share some with you all as well. And I don't have money issues with people.
Kim [00:23:42]:
Same.
Greg [00:23:43]:
And I think it's because of the numbers. All right, so can you kind of give me a little bit more about therapy? What are some of the things that it tracks for people?
Kim [00:23:52]:
Okay, well, we're tracking more now because when I gave these spreadsheets to the attendees, to our retreat last November, got great feedback from them and got a lot of encouragement to sell them.
Greg [00:24:08]:
Okay.
Kim [00:24:08]:
So I did a beta group and sold, I think it was ten or eleven of the spreadsheets, and I've been getting feedback from them. So my husband and I have actually kind of combined our efforts, and we are working together to upgrade them. So we are tracking the basics right now, like profit and loss expenses. There's a budget on there, and the budget calculates your quarterly income and expenses, and then it's got itemized expenses, and there are markers there that kind of flag it. If it's more than the percentage of the revenue that it should be like, there's your target, and then this is allowable up to here, like rent, you should shoot for 4% of your revenue, but you can go up to 10%. If you're above 10%, find a new place to do your BusinEss or increase your revenue.
Greg [00:24:58]:
Okay. So you have markers in there for different ones. Okay, that's awesome.
Kim [00:25:02]:
Yeah. And we're just tracking things like clinic productivity cancellations, average revenue per visit. We just created a sheet for individual clinician productivity per payer. I don't happen to be in network with any insurance companies, but for the ones that are, and they want to track per pay, they don't have to track per payer. But if they want to know what each clinician is bringing in from each payer source, they can do that. It's all on one sheet.
Greg [00:25:35]:
Oh, that's awesome. That's so awesome. Yeah, that's what everybody needs. Like, they need that. So here's my question to you. You have a pediatric occupational therapy center. Can this work for other disciplines? And have you had other disciplines kind of go through it, or is it like, mainly, hey, this is geared towards pediatric ot clinics.
Kim [00:25:58]:
No, it will work for any therapy practice.
Greg [00:26:03]:
Okay.
Kim [00:26:03]:
It will work for any mental health ptot. It will work for other therapy businesses, like online businesses. You just probably don't need the productivity portions of it for the clinicians and things like that. But we are also tracking referral sources and things like that. So it will work for a variety of businesses. Probably works best for therapy practice.
Greg [00:26:30]:
Right?
Kim [00:26:31]:
But it will work for a variety.
Greg [00:26:33]:
So can I tell you something that I'm doing with my online business?
Kim [00:26:36]:
Sure.
Greg [00:26:37]:
So, for my online businesses, for the clinics, I would track visits per evaluation and the net revenue per visit. So what I do for my online businesses, now that I've got a bunch of employees, is I track revenue per employee. So if my revenue for TOdAy is 10,000 and I've got 20 employees, I'm making $500 in revenue per employee.
Kim [00:27:06]:
Right.
Greg [00:27:06]:
So it kind of lets me know, all right, what's the average that I'm paying? I should be above that number every day on average of what I'm paying an employee here. So you can add that mental note.
Kim [00:27:23]:
Add that.
Greg [00:27:24]:
Add that.
Kim [00:27:24]:
Yes.
Greg [00:27:26]:
Okay. That's really awesome. You want to know what I love? I just love the fact that we live in a world where we're in this online education space and it allows us to take the problems that we have. The Bible talks about King Solomon, who is the wisest man in the Bible, happens to be the wealthiest man in the Bible as well. And he was the Jeff Bezos of the biblical times.
Kim [00:27:54]:
Right?
Greg [00:27:54]:
And so it's just so amazing because wisdom is when we accumulate knowledge with experiences and how you can have a problem that you had for many years and being very timid with making decisions, and the majority of that was because of not understanding your finances. Find a solution to the problem, but then not just find a solution for yourself. Realize that I'm not the only one, right? And now you say, you know what? I'm going to help others with that. But then the beautiful thing that you did is you said, okay, I'm going to help people. I'm going to give this out. And then people give you feedback. And you said earlier I ran a beta, and then you're just getting feedback and you're making it better, and you're making it better and you're making it better. And that's the way that it really should be done.
Greg [00:28:47]:
Now, one more question before we finish podcast. So did you find it hard to put it out initially or was that not an issue?
Kim [00:28:57]:
I think physically hard, like, to share it with people? Not really. I think emotionally, I think my mindset was still, this is so easy. Anybody can do this. Why would anybody need this? And I keep hearing, like, people are saying, like, oh, my gosh, I could never have made this on my own and would never have known how to create these graphs to give me the trends and wouldn't know what to put in here. So I think my mindset, because I had been working on it for so many years, it had become easy for me. And so I felt like it's kind of like therapy. It's easy for me to tell a parent what to do, but for the parent, it's not that easy.
Greg [00:29:38]:
Right?
Kim [00:29:39]:
So I've had to shift my mindset and say these amazing therapy practice owners are so incredibly brave and smart, but that doesn't mean that they know how to create a spreadsheet that can give them this information.
Greg [00:29:50]:
You want to know what ease tells me when I feel like it's easy for me, I've now reshifted that in my mind to say, oh, that usually means that I'm at expert level in this area.
Kim [00:30:01]:
Right.
Greg [00:30:02]:
So now I look at ease as, oh, wow, that means I'm qualified to actually share it, understanding that it's not.
Kim [00:30:07]:
Easy for everybody, right? Yeah, that's where I'm getting to.
Greg [00:30:10]:
Yeah, that's amazing. Well, a couple of things. Where can people find you and where can they find these spreadsheets?
Kim [00:30:17]:
The spreadsheets are at our website, therapilot.com. It's therapilot.com. And finding me, I'm on Facebook. Kim Hazelton. I'm on Instagram. I think it's Kim Hazelton. I used to have ot on it. I can't remember if I do now.
Kim [00:30:36]:
And that's basically where I am, right?
Greg [00:30:38]:
Yeah. Awesome. Awesome. Okay, I want to say something before we finish the podcast. Want to honor you for a few know on our call. So just to let you all know, Kim is actually in one of my higher level programs. And just the other day on our call, we were talking about personal brand. And I don't even know if a lot of our people on the call are focused on their personal brand yet.
Greg [00:31:05]:
And you might not even think you're focused on your personal brand. But I got to tell you something. Your personal brand is who you have been showing yourself as for the last three and a half years that I've known you.
Kim [00:31:17]:
Okay?
Greg [00:31:18]:
And what I can tell you is that I love the fact that you honor Christ. I love the fact that you bring positivity consistently, not when something, just one thing great is happening. You always bring positivity. And I have watched that for quite a few years now. That can be sometimes through your dancing, sometimes that in the bathroom, sometimes that could be by you showing a picture of the beach in Dunedin. Sometimes. I don't think I've ever seen you portray anything that's not of value. And so that means a lot.
Greg [00:32:04]:
Now with that said, I know a lot of people, I've had lots of customers over 3800 to be around about. It's over 3800 at this point close to 4000. But there's only two people that I've ever let touch my family and you are one of them. And the only reason why that's the case is because of who you portray yourself as. And knowing that person now in person, I know that the person that you are online is exactly who you are in person. And I just want to say thank you, because my family is very protective and very private, and they know that at this point, there's a lot of people that come in, but they come in for the wrong reasons, and they're coming to get something. And you were actually the first person ever.
Kim [00:33:00]:
Wow.
Greg [00:33:00]:
You were the first client ever to touch any of my family.
Kim [00:33:04]:
Wow.
Greg [00:33:05]:
So that's how much we think of you. Yeah.
Kim [00:33:07]:
That's how much we appreciate.
Greg [00:33:10]:
Well, it really is true. If you guys are listening to the podcast, whatever she has. Look, she's a numbers. She's a numbers geek, okay? She's a roller coaster geek, and she's a numbers geek. So I would get it. But I would tell you, and the reason why I would recommend this is because I just trust you. I trust you, and I trust how you are and how you do with people. And I thank you for just being Kip.
Kim [00:33:41]:
So, thank you so much.
Greg [00:33:42]:
All right.
Kim [00:33:43]:
It's Jesus in me.
Greg [00:33:44]:
Yes, me. Yes. Amen. Amen. Thank you guys for listening.
Kim [00:33:49]:
That was easy.
