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Why the Perfect Time to Hire is a Myth ft. Cari Gelber | Elevate the Hustle Ep. 10 — Transcript

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0:00say that. Can I say I was your boss? We
0:02said [laughter]
0:04>> Carrie was my boss. That
0:06>> want to make it clear that he worked for
0:08me. For me.
0:09>> That's right.
0:11>> He owes everything to you. [laughter]
0:13>> He ran the sports department for our
0:16event planning company. Um he was he was
0:19an okay employee at best. Then he
0:23>> I was a terrible employable employee.
0:25[laughter] Let's tell people the truth.
0:27>> ELEVATE THE HUSTLE. YEAH.
0:31>> [music]
0:35>> WELCOME TO ELEVATE the Hustle, where we
0:37break down what it actually means to
0:40build teams, scale companies, and lead
0:43with intensity. I'm your host, Stan
0:45Mateton.
0:46>> I'm Don Pitcherillo.
0:47>> And we, you know, every episode we say
0:50we have a special guest here, but before
0:53we started the show, I said this is the
0:55episode I've been most excited about.
0:58Carrie Gelber in the house, the
1:01insurance matchmaker.
1:04>> Give me a clap for myself. [cheering]
1:08>> Welcome to Elevate the Hustle.
1:10>> Thank you.
1:11>> Excited for you to be here. Give us like
1:16give us like a 20 second of who you are
1:18and what you do before we get into your
1:20story.
1:21>> All right. So who I am and what I did
1:23before I was a matchmaker born and
1:26raised my whole life in Manhattan.
1:29Um worked with a background in events
1:32and hospitality in sales for almost 20
1:35years. Ran a restaurant group at the
1:38height. We had about 15 different
1:40restaurants that I was doing all of the
1:42outbound new business sales business
1:44development for. Um high-end corporate
1:48events, sports events, themed events,
1:50you name it. I would create it. I would
1:52sell it. I'd figure out a way to get the
1:53bars and restaurants busy during off
1:55time. That is where I met one of my
1:59favorite people, Stanley Mton. We worked
2:01together 20 plus plus years ago.
2:05>> Wait, wait, wait. That's the first time
2:06I've heard you refer to him as one of
2:08your favorite people.
2:09>> Wait, can I say that? Can I say I was
2:11your boss? We said [laughter]
2:13>> that's
2:15my boss.
2:16>> Want want to make it clear that he
2:17worked for me. For me.
2:19>> That's right. Now you work for me. He
2:21owes everything to you.
2:23>> He ran the sports department for our
2:26event planning company. He was he was an
2:29okay employee at best. Then he left.
2:32>> I was a terrible employee.
2:35>> Let's tell people the truth.
2:37>> We we we always stayed in touch. Always
2:40was watching all the millions of things
2:42that he left to go do and go create
2:44while I stayed there. always wishing
2:46that I was the one going and leaving and
2:48starting all the the things and um after
2:52about almost 20 years in events,
2:55catering, corporate events, uh pivoted
2:58and started to follow Stanley around
3:01wherever he went. Um he brought me into
3:03many different businesses for true film
3:06production. He brought me in as I think
3:09was I the implement there? I think I was
3:11the implementer.
3:12>> You were. You were a terrible implement.
3:13>> Oh my god. [laughter] a long role for
3:16me, but at the time we didn't know that
3:17>> we didn't have culture index back then.
3:20>> No, I would basically sit in and all the
3:21departments [laughter]
3:23>> figure out processes and put together
3:25workflows and and what was missing,
3:27which is ironic.
3:29>> Jasmine, if you want to sponsor our
3:30podcast,
3:32>> yeah, subscribe now.
3:34>> And then my favorite uh year in life was
3:38when we got into PPE during CO. Um that
3:42was absolutely wild. all of my
3:44restaurants closed. There was no event
3:46planning to be had. I thought I was
3:47going to be unemployed until further
3:49notice. And he called me and said that
3:51he was in the PPE market and do I want
3:53to come in and do sales with him? I had
3:55no idea what that even meant. I was
3:57selling hand sanitizer and masks to
4:00hundreds of thousands of people.
4:02Remember our account? I I found an
4:04account through googling University of
4:06Arizona Nursing School and they would
4:09order from us every single week for
4:11their 13 campuses. It was absolutely
4:13>> We kept them all safe. We kept them all
4:15safe.
4:16>> Biggest crush of sales in my entire
4:19life. And then I didn't know what I
4:21wanted to do. Totally burnt out.
4:23>> Wait.
4:25I think still has like 10,000 masks.
4:29>> Probably like 200,000. Uh, one day we'll
4:32tell that story. Let's Let's We're gonna
4:36we're gonna get into how you got here
4:37because I think it's a great story.
4:38>> Okay. But before but before we get into
4:41that I want to go back to like you know
4:44and and like I said Carrie and I have
4:47known each other for over 20 years and
4:50in my mind she literally like you put
4:53the word hustle and it's like Carrie
4:56right like she lives it she breaves it
4:58she's an ultimate hustler but let's
5:01let's go back let's go back to 10 years
5:04old is that is that when you got into
5:06your 12 entrepreneurial journey Let's
5:09start there.
5:10>> Right. So, yeah. I mean, I guess my
5:12claim to fame as a hustler was that I
5:15was very crafty. Always took art
5:17lessons, jewelry lessons with all my
5:19friends, and somehow I was the only one
5:21that was sitting there trying to figure
5:22out how I can make the jewelry, sell it,
5:24turn it into a profit, while everybody
5:26else was bringing their parents home a
5:28cute little pair of earrings. Me, on the
5:30other hand, was staying up at night with
5:33FIMO clay, using my parents' um oven to
5:36bake it, put together earrings. Every
5:38time I had a half day or a day off, I'd
5:40go with my dad to his office. He worked
5:43um at the Supreme Court and we would
5:46literally go into every single office.
5:48I'd have a Manila envelope. I would pour
5:50all my different earrings out on
5:52people's desks and they would buy them
5:54from me. I used to go every weekend uh
5:57in the spring and summer to Soho with my
6:00friend. We sat across the street from
6:02this big yard sale because we couldn't
6:04afford to buy a vendor booth which was
6:07thousands of dollars. Instead, we took a
6:09sheet in a little cardboard box and
6:10stood across the street and sold our
6:12jewelry until the cops came to turn us
6:14away. A couple of times they let us
6:16stayed, but definitely they asked us not
6:18to loiter. Um then, you know,
6:22>> by the way, New York City not letting
6:23entrepreneurs work. I mean, come on.
6:25[laughter]
6:27>> Yeah. You got the vendor permit on Canal
6:30Street. You got Yeah.
6:32>> Always looking to to sell to to find
6:36something new. Um I will never ever
6:39forget as as long as I live, um we used
6:42to have a winter fair and I was trying
6:45to figure out what products we could
6:46sell there. They were selling booths and
6:48I had my mom come with me to the
6:49wholesale district and it was when
6:51fluorescent and neon things were popular
6:54and we made slap bracelets and scoochies
6:57and cups that were every single shade in
6:59neon and we made little gift baskets and
7:01then we put them together and sold them
7:03also in sixth grade. So I just was
7:05always looking to get creative out of
7:07the box. Um I love the sale just that
7:11somebody says, "Oh, this is great. I
7:13want it." and then being able to close
7:16it and give it to them. And then all
7:18through high school, I did um nightclub
7:21promotion where I would give out flyers
7:23on the street to people. I would have my
7:26name on the flyer and for
7:28>> if they said my name at the door, they
7:29get a $5 off discount and then I was a
7:32guestless girl. So I would see hundreds
7:34of people come through for years. Every
7:36single weekend, strangers that would
7:38come up to me and are you carry? I'd
7:40give them the discount and I get paid
7:42per person in cash. And that was amazing
7:45to not have to work retail, not have to
7:47work at a restaurant, not have to work
7:48at a job that I was not passionate about
7:50because I'm a people person. It was
7:52constantly being in front of people,
7:54networking, you know, if they got a
7:57discount for me next week, they'd bring
7:58another 10 people. And I grew that and
8:00did promotions all through college and
8:03made me some very, very good money doing
8:05that.
8:05>> What clubs were you promoting?
8:07>> Oh my god, all of them. Um, mostly
8:09Carbon and Exit. Um, Limelight was a
8:13little too uh, risque for me. I
8:15[laughter] did Swilo a couple of times,
8:17but I definitely
8:18>> is making a comeback. Jonathan Peters is
8:20coming back. They're they're reopening.
8:23[laughter]
8:23>> Maybe guys, if you got your guest list,
8:28>> you wouldn't be let in today. But you do
8:30give good tips, so maybe. [laughter]
8:34>> So, okay. You're you're promoting for
8:36nightclubs. You're hustling and like I
8:39said I you What happens next?
8:42>> Um what happens next is I have to go to
8:45this thing called college and leave
8:47Manhattan.
8:49And freshman year of college I chose a
8:52college that had a 5-year program which
8:55was basically after freshman year you
8:57work in your field every six months. So
9:00after freshman year they let me find my
9:02own internship. Um, I got approval to
9:05come back, live in Manhattan, move back
9:07in at home, and I found a job in the
9:09music industry. Um, after about two
9:12months, they offered me a full-time
9:14position to work there full-time. I
9:17tried to convince my parents not to make
9:19me go back to college as I already had
9:21my dream job. Um, unfortunately, that
9:24looked a little different salary-wise.
9:26So, they told me that if I could figure
9:29out a college that would take all my
9:31credits for freshman year on my own,
9:33they would let me transfer home and work
9:36and finish. So, imagine me at 18 on the
9:39phone calling every single admissions
9:42college department, telling them what I
9:44had, seeing if I could transfer the
9:45credits, and I found it. um at Pace
9:49University, took every single credit
9:51from freshman year, moved back home. I
9:54went to go work
9:54>> full I'm going to interrupt. I'm going
9:56to do this cuz cuz I think that there's
9:58an important lesson, right?
10:00>> You wanted to get something done that
10:03was important to you, right? You made a
10:06deal with your parents. They said, "You
10:08need to go figure this [ __ ] out, for
10:10lack of a better word." And you said,
10:12"I'm gonna go figure it out. I'm going
10:13to go call every single university and
10:16make sure that they're going to accept
10:17me and they're going to transfer all the
10:19credit. I mean,
10:21>> that's hustle, right? That's resilience.
10:23That's like,
10:25>> did was there ever a doubt in your mind
10:27where you were like,
10:28>> maybe this is not going to work out.
10:30Maybe this is not going to happen.
10:32>> No, I I knew that that's where I wanted
10:34to be. I knew that for them college was
10:38important. Whatever that meant, I needed
10:39to finish it. Um, at the same time, I am
10:42like not somebody that's books smart. It
10:44was absolutely brutal trying to study
10:46and get through it. So, if I could
10:47balance that with having the job and
10:50being able to work in, you know, fun
10:52environments and have my passion during
10:53the day, then school didn't seem as bad
10:55to me because I knew that it was
10:56temporary and that I would get to leave
10:57and go to work. So, I for three years
11:00woke up every single day at 7 o'clock,
11:02took classes from 7:00 to 9:00, worked
11:04full-time from 9:00 to 5:00, took night
11:07classes from 6:00 to 9:30 and finished
11:09college in those three years while I
11:11worked full-time. And
11:14>> you still have your degree. You still
11:15have your degree hanging.
11:16>> I have a degree. I forget in what. No, I
11:18have a I have a business degree. Um, I
11:21was like, you know, a a C++ B minus
11:25student at best. And in street smart and
11:28work and life and an A+, you know, I was
11:31learning from some of the best people
11:33out there in the business. I was going
11:35on tour with bands. I was managing, you
11:38know, schedules and booking bands and
11:40calling venues all over the US and
11:43marketing them and working with radio
11:45stations and doing all these things at
11:4618, 19 years old that I I couldn't even
11:49believe was real life. Um, while I was
11:52going to school and, you know, taking
11:55statistics at the same time and and
11:58crying in my room at 2 in the morning
12:00cuz I had a test the next day. But I got
12:02through it. Um, did you find anybody
12:05famous? any any famous bands? Anybody
12:07that's like
12:08>> Um, so I worked the I guess the the
12:11biggest band I work with that everybody
12:12would know was O. That was really big
12:15during college. I traveled with them and
12:17then they were on tour with Maroon 5
12:19before Maroon 5 was Maroon 5. So they
12:22actually opened for us and met them. Um
12:25they were I remember we were in Long
12:27Island at um oh Jones Beach at the
12:29amphitheater and that was the first day
12:32to the tour and Maroon Fi was in the
12:33dressing room with us and I remember
12:35them opening and then you know years
12:37later um tables turned but yeah I mean
12:41I've I've been around a lot of musicians
12:44over time and again I just like love the
12:47fast-pac environment. I always used to
12:50volunteer to sell their t-shirts and
12:52merch during the shows. So again, back
12:54to selling, you know, I had no interest
12:56just watching the shows. I wanted to
12:58work during those shows. I wanted to
13:00help them set up. I wanted to be the one
13:01to introduce myself to the venue owner
13:05and get to know them and figure out how
13:07to get them back. I was scheduling
13:09interviews for them. I was doing events
13:11for their fan clubs and working with
13:13venues and just selling and events and
13:17hospitality was just always my passion.
13:19>> So, I'm going to ask the question even
13:20though I think you told us not to ask
13:22the question. But you were you you were
13:25>> one thing I said. [laughter]
13:27>> Yeah. But I'm gonna ask the question,
13:29you know, nothing to hide here. So you
13:32were almost like a famous Disney star,
13:36right? Or or you almost had a
13:39>> billion dollar
13:41billion dollar deal with Disney. Tell us
13:43a little bit about that.
13:45>> Sure. So during all these years working
13:46in the music industry, I kept a journal.
13:49not like a dear diary, but more of like
13:52the craziest stuff, you know, that I saw
13:56every single day. There was another
13:57story and it and it wasn't like, you
13:59know, everything you see on TV. It was
14:01like we'd be at a rest stop and
14:02everyone's getting back in the van and
14:04we forgot our lead singer at one time
14:05because he was still in the bathroom,
14:06you know, just like ridiculousness that
14:08we always were scrambling, problem
14:10solving, trying to figure out how to,
14:12you know, change stuff. So, I kept a
14:14journal for years, probably I don't
14:17know, five years doing this. Um, I wrote
14:20down everything. I met somebody that
14:23worked in the music industry that had a
14:24contact at Disney um when High School
14:27Musical was really at its height and
14:30huge. And I told him that I was writing
14:33a book. Um, and I I ended up
14:36self-publishing the book. I did send a
14:38lot of queries out, but
14:40>> what's the book called?
14:42Rising Star and it was where can
14:45somebody purchase it? We're going to
14:46sell some books today. [laughter]
14:48Where can somebody purchase it?
14:49>> It's on Amazon. It's probably still on
14:51Barnes & Noble. I was distributed
14:52through Barnes & Noble.
14:54>> Link in the description, folks.
14:56>> Probably don't buy it cuz I don't think
14:57there's anywhere to ship it or exist. I
14:59have like
15:00>> I thought you were going to say don't
15:01buy it because you might blow up and
15:02then you're going to leave to go be.
15:05>> My dream [laughter] is to rewrite it.
15:06Are you kidding me? My dream is to
15:08rewrite it 30 years later. I actually
15:10like
15:11know how to write now. Um, so yeah, so I
15:13self-published this book and it was
15:15basically loosed on loosely based on my
15:17life as being a high school female that
15:19managed a band, worked in the industry.
15:22Her band got signed, somebody tried to,
15:24you know, cut her out of the deal and
15:26her life. Um, I showed the book to the
15:29guy at Disney. It got opted for a made
15:32for TV movie. It was in motion. They
15:35were working on it for about a year and
15:37a half. my two partners in it. Um, one
15:40of them wrote almost all the music for
15:43High School Musical. Uh, the other one
15:46managed 21 Pilots, pretty big band right
15:49now. Those were my my partners in the
15:51deal. And then we went as far as getting
15:55the whole first draft. It was going to
15:56be a made for TV movie with music
15:59incorporated throughout it. We were
16:00going to actually
16:03recruit a real band, sign them to our
16:05label, and then, you know, work in
16:07tangent with it being released and go on
16:09tour. We had this whole thing. Remember,
16:11this was before YouTube, before Tik Tok,
16:14before, you know, all these ideas. It
16:16was very forward thinking. We're going
16:17to record them in the studio and put
16:19them live on a website and you could
16:20follow the band. And then, what year was
16:24it? The crash of when did Was it a big
16:28>> way? 2007. Yes, everything shut down.
16:31Um, probably about 200 people got laid
16:34off at Disney, including my entire team.
16:37It got shelfd. They gave us an
16:40extension. They bought it again for
16:42another year to work on it, and it never
16:44came to fruition. Nobody ever looked at
16:46it again. And that was the end of it.
16:48And at the time, we couldn't move it to
16:51somewhere else because they had an
16:53extension on it. So then by the time it
16:55came back to us, it was dead. That's
16:58That's my claim to fame. That never
17:00happened.
17:01>> So So, but in your mind, you like spent
17:04the money. You're buying a boat. You're
17:06buying a plane.
17:07>> Oh, no. I was living in LA.
17:09>> I don't need all that. I was moving to
17:11LA and and I was going to be working on
17:14the set every day with this band and
17:17recording videos and touring the world
17:20and making more movies and more movies
17:24and writing more books. And guess what
17:26I'm doing now? working in insurance.
17:30>> Well, let's this is a good segue to fast
17:33forward to fast forward and and to fast
17:37forward to the story of of how you came
17:39to work in insurance. And uh I I I'll
17:42tell the story. So I think when Dom and
17:44I just started I think the first day we
17:48decided to start Alvetine, we called
17:50Carrie, right? And she got like on a
17:52call with us and I was like
17:53>> the three of you. Yeah.
17:54>> Like you should come work for us. you
17:56should come work for us. And I think you
17:58took like a full-time job and you're
17:59like, "Sorry, I can't do this." Right.
18:01It was something along those lines.
18:03>> Yeah. I was at Citizens at the time. It
18:04was like my first corporate job. Yeah.
18:07>> Yes. So, fast forward probably like a
18:10year later, right? Maybe a little maybe
18:12even a little bit less.
18:14>> Uh I guess you either quit or got laid
18:16off your your job. And I'm like, "We're
18:19we're bringing in Carrie." And Donald
18:21was like, "Yeah, whatever. Let's bring
18:23in Carrie." So, I reached out to you and
18:27you were like, "I I don't know anything
18:29about insurance. I don't know anything
18:30about virtual assistants. I don't know
18:32anything about like I I have no idea
18:34what you're even talking about." Uh, and
18:37I said, "You got to take this job." And
18:40and you said, "I'm not interested." And
18:43I'm like, "Carrie, please part time.
18:45Come in part-time. See if you like it."
18:48Right. And then fast forward to I guess
18:51you were randomly in Florida, right?
18:53visiting family or friends.
18:54>> Yeah, I was visiting a bunch of people.
18:55I came to meet you
18:56>> and then we went to have lunch and you
18:59could take over the story of you were
19:01going to tell me what at lunch
19:02>> and then Stanley Well, we were at lunch
19:04and then Stanley decides to take me on
19:05this little drive in Del Rey, which now
19:08is like my bucket list of where I am
19:10moving when my son goes to college. Um,
19:12oh, do you like these houses? Yeah,
19:14they're beautiful. Well, what about
19:16these? Well, if you come work with me,
19:17one of these houses could be yours. I'm
19:19like, what does that even mean? What are
19:21you doing? like I didn't understand any
19:23of it. When he starts going on this
19:25whole, you know, describing the whole
19:27project and I'm like, I don't
19:28understand. I don't know anything about
19:29insurance. I'm like, Carrie from
19:31Manhattan. I worked in events. I worked
19:33in the music industry. I worked in
19:35hospitality insurance. Like, I no, I'm
19:38not interested. And you continued to to
19:42try to describe it. And the more that I
19:44I listened and I was like I think we
19:46decided that I'd come in for like three
19:48months as like a consultant to just roll
19:50out the sales department and like figure
19:52out what that looks like. Right.
19:54>> Well, because we were having so much so
19:56much success in sales.
19:58>> She's going to talk about that as well
20:00because [laughter]
20:00>> Yeah, I definitely will cover that.
20:02Don't worry. So, basically, you know, I
20:04I remember getting on the phone.
20:06>> Hold on. There is a point there and I
20:09don't want to put words in your mouth.
20:10From what I recall, you told me you were
20:12coming to tell me that you're not taking
20:13the job, right?
20:14>> Yeah. Oh, 100%. I I was coming to tell
20:17him in person so that he left me alone.
20:19And I was like, I was at a job I was not
20:22happy with. But like, look, for 25
20:24years, minus, you know, my stint in the
20:26music industry, which I don't even know
20:28what a job in music would look like in
20:292026. Nothing I know. I'm not techsavvy,
20:32right? But for 25 years, all I've done
20:35is events. All I've done is hospitality.
20:36All I've done is sell and catering. And
20:38I was like, I could not imagine being
20:40able to do anything else in my life.
20:42Like I didn't even know what that looked
20:44like. So for me, it was like a hard no.
20:46More so I think because I was so
20:50uncomfortable with the unknown and like
20:52how do you start life all over again in
20:54a career that like you don't even know
20:55about and I just was going to like stay
20:58tag.
20:59>> You were you were slinging PPE. You're
21:01slinging masks and gloves. [laughter]
21:03No, but this was different because I
21:04feel like you need to, you know,
21:06understand and be able to talk about it.
21:08Now, now I could talk about insurance
21:10all day, every day. But going back, I
21:12was telling Stanley, "No." And then he's
21:14like, "Just wait. Just wait.
21:16>> Just try it." You know, no commitment.
21:19You made it like very like loose. Just
21:21come in, listen to our calls, observe,
21:23write down some notes.
21:25>> Wait, wait, time out. So for those of
21:28you watching, listening to the show,
21:29first of all, make sure you subscribe on
21:31all platforms. But resilience, I will
21:35not give up. I will not quit. This this
21:38seems to be the the theme. I will not
21:40give up. I am going to go get my my ass
21:42into college wherever it takes, right?
21:45Do not quit. Do not give up. Go ahead.
21:49>> He also sold you on a dream that was
21:51very unrealized. We had like one client
21:53and he had [laughter]
21:54>> Yeah. Well, that's the other thing I
21:55get. I don't even know. We We probably
21:58did have like one or two clients at that
22:00point.
22:00>> It wasn't much.
22:02>> I think you had like five, right?
22:03Because you had already been to a
22:04conference.
22:05>> It wasn't much. It wasn't much. But
22:07let's start there. But I believe it,
22:10right? That's the most [laughter]
22:12>> believe in it.
22:14>> So, fast forward, I'm like, "Okay,
22:15fine." Like, you were just very
22:16annoying. I I know you so well. You are
22:19not going to let up. you were going to
22:20pop up in every part of my life in
22:22random times. How about now? I'm like,
22:24fine, let me just do it, you know? And
22:26at least it was like totally flexible,
22:28something I could do after work hours.
22:30It didn't affect, you know, my regular
22:31dayto-day. I'm like, let me just try it.
22:33I have weekends, I have nights, I have
22:34plenty of other hours in the day that I
22:36could get some consulting stuff done.
22:38Fine. And let's see. Did I go on how
22:42many calls? Three, six, I don't know.
22:44Probably you probably went on six to
22:48eight maybe, right? Like
22:50>> six to eight calls with you guys. You
22:53wonderful.
22:54>> And we were selling. You were You were
22:55the seller. We were the We were
22:57>> Yeah, we were we were sling matchmaking.
22:59There was no matchmaking. We were just
23:00like, "Please buy. Can you please?"
23:03>> You were talking about anything. You
23:04ended up just talking about golf the
23:05whole time. I remember. I literally
23:07remember like the this one client, I
23:09don't even think that they even knew why
23:10they were there and like what we do, but
23:11you guys talked about golf for like 45
23:13minutes and I was like, "Oh my god, what
23:15is going on?"
23:16>> No.
23:19>> And bye. I remember it was this guy uh I
23:21remember exactly who it was.
23:23>> This is going to be the best show. You
23:24guys didn't move. Go ahead. Continue.
23:26[laughter]
23:27>> Um and and I remember calling I don't
23:30know you or it had to be you. And I was
23:32like, "All right, I'm in." And you're
23:34like, "What?" And I'm like, "You guys
23:35got to get off the phone. You have to
23:37get off the phone." And I remember that
23:39the plan was that for three full months,
23:41I was supposed to shadow you guys to
23:43understand everything. And then maybe I
23:46could start doing some sales here and
23:47there on the side when I had some time
23:50while I put together your processes. And
23:53I was just like, I got this. And then
23:55like, well, well, Dom will train you.
23:57You'll learn about I got this. I don't
23:59need you. Just just give me your
24:00scripts. I'll figure it out. and and I
24:03never let you get back on the phone. And
24:05that three months, uh, you know, we're
24:07about to celebrate our our foury year
24:08birthday right this week. Four year
24:10anniversary.
24:11>> And you've been here what? Three Three
24:12years.
24:13>> Three Three years. Three years. Yeah.
24:15January just hit three years.
24:17>> Up for it. It up. Three years.
24:19>> Our four-year anniversary actually
24:21coincides with my daughter's birthday.
24:23She's going to be four as well. So,
24:26>> for those of you wondering if you should
24:28start a business and you just have a
24:29kid,
24:29>> the same year as you have a baby,
24:31>> the answer. And I started I started True
24:34Film Production uh the same week my
24:36daughter was born. So, there you go.
24:39>> There you go. That's
24:41>> maybe there's something there. There's
24:42something there.
24:43>> Yes. Well, I don't want any more kids.
24:45So, I'm not starting any new businesses.
24:46Don't worry. Um
24:48>> so, so okay. So let you know there's a
24:51lot to unpack here but
24:53you are three years later you
24:58thankfully Dom and I do not get on the
24:59phone with clients. Uh you are
25:02>> and let's describe when you do
25:05>> I talked to this guy just follow up with
25:07him about what like what did you talk
25:09about? It's fine. Those are that's from
25:11Dom.
25:13>> Yeah.
25:16>> He's interested. Just call him. Follow
25:18him.
25:19>> He's ready to go. All right. So, you are
25:23tell us your official title, what you
25:26actually give us like a brief
25:27description. What do you actually do?
25:29What's your process? Because this this
25:32is something that's extremely
25:33interesting and you know to
25:37Carrie came up with this. Carrie came up
25:39with this whole matchmaking. We were you
25:42know we were placing the A's, right? We
25:44were figure we were trying to figure out
25:46you know who would be the right fit but
25:47there was not really a matchmaking
25:49process. I mean you were the one to to
25:52really come up with it. So so tell us
25:53what what do you actually do? How does
25:55it work? Uh we'll get into that a
25:57little.
25:58>> Sure. So um you know my official title
26:00is the head of talent curation and the
26:02insurance matchmaker. Um you know for me
26:05it really all started when I started to
26:07go and attend conferences on behalf of
26:09Elevate. And I'd walk around and I'd see
26:11other companies like us and I'm like,
26:14everybody has, you know, stock photo
26:16images of what a VA looks like with a
26:18little headset behind them and very
26:20muted and navy and white and
26:23>> about our competitors. It's a lot worse.
26:25[laughter]
26:26>> No, that's we had at our first one and
26:29and I remember
26:31>> No. And you know, I just I just remember
26:34like looking at our stuff and I was
26:35like, there's a a picture of a lady with
26:38a headset. Is that like what we are
26:40selling? No, we are selling people. We
26:44are selling people with personalities,
26:45with skill sets that coming from all
26:47different types of fields. And how do we
26:50change the conversation so that we are
26:53not selling here's 100 tasks that we
26:55could help you with in insurance, but
26:57here are people that could help you with
27:00those tasks and they have all these
27:03other skill sets. So really, you know,
27:06what we do and what I'm doing is we are
27:10training all of our VAS and insurance
27:13staff that they could support all the
27:15different licensed teams with. We are
27:17doing homework every day. We're doing
27:19tests each week. We're really figuring
27:21out before anybody would even meet
27:23anybody, who are these people, you know,
27:26where are they coming from? What are
27:27their last five jobs? What type of
27:30management style do they thrive in? What
27:32are they doing great at in our insurance
27:34training? Are they better in personal
27:36lines versus commercial lines? Is there
27:37a unit that they're doing excellent in?
27:39And if we get a job description, this is
27:41a person to put forward. Um, what are
27:43their soft skills? Are they fast-paced?
27:46Are they coming from a customer service
27:47background where they've dealt with
27:48escalations? Do they know how to deal
27:51with all sorts of clients? Are they
27:53analytical? Are they great with
27:54repetitive tasks and more database and
27:57admin type work? We literally have
28:00somebody that checks off every single
28:02box for any type of job description that
28:04comes through. And I'm meeting every
28:06single candidate during the class. I'm
28:09getting to know them as people. I'm
28:10listening to their videos. I'm reading
28:12their resumes. I'm meeting them and
28:14having conversations so that I could
28:16really start to think about who they are
28:19and who they'd be a good fit for as I
28:21start to meet clients that are coming
28:22in. Once I meet everybody, I am the one
28:25that's on the call with every single
28:27insurance agency owner. I'm listening to
28:29their pain points. I'm listening to this
28:31job that they think that they need
28:33support with. We're going over the job
28:35description, but really what we're doing
28:37and that we're doing differently is I
28:39want to know what do they think that
28:40they need specifically for them that
28:42will equal success. Not just somebody
28:44that could do the 10 tasks that they
28:46need help with. What does this person
28:48look like? What is their wish list? what
28:50is their, you know, unicorn that if they
28:52could have absolutely anything in a
28:54person in a VA integrated into their
28:57team, what does that look like? And how
29:00can we best find that person? So, they
29:02are answering all sorts of questions for
29:04me from, you know, how fastpace would
29:07they rank this role? What type of soft
29:09skills do they feel like this person
29:11needs? Who's managing them? What is that
29:13person's personality like? We want to
29:15make sure that the calls with the agency
29:17owners that are hiring, if they're not
29:19working on their day-to-day with them
29:20and they're being assigned to work with
29:22the producer that's really busy or if
29:24they're being assigned to work with an
29:25office manager that's been there for 40
29:27years, totally different profile as who
29:29I might be on the phone with. So making
29:31sure that when they are answering these
29:33questions, they're thinking about who
29:34this person is working with and what
29:36that team looks like and what does that
29:38team need in order for this person to
29:40support them, help them grow, help them
29:42scale, focus on things that they should
29:44be focused on and working in revenue and
29:46not just all the tasks that they need to
29:48get through each day. So the more that
29:50they share with me, then the better I
29:52could do the matchmaking.
29:54And I think I think this this really
29:58touches on one of the common themes that
29:59we've had throughout the show, which is
30:01like getting the right people in the
30:02right seats and finding, you know,
30:04amazing talent.
30:07You know, you yourself are an example of
30:09that. Like like we said, we had five
30:11clients before we brought you in and
30:14within 12 months we had like 95 clients.
30:17So, you know, I think you as a testament
30:20to that and then also as a testament to
30:22us finding the right people for our
30:24clients really makes a massive
30:26difference and you've been uh a really
30:28integral part in helping us do that and
30:31helping us scale.
30:32>> Thank you.
30:34>> And
30:34>> I mean I always say to people and I I I
30:37hope that everybody you know hears this
30:39thinks about this. I always say to every
30:40single client that I could get the same
30:42job description every single day from
30:44200 companies, but the makeup of each
30:47company is going to look completely
30:48different. A customer that we might have
30:50that's in the south that's a
30:52multi-generational familyrun business,
30:54if they're giving me the same job
30:56description as somebody that's from New
30:57York that has, you know, 60 people, it's
31:00going to look totally different of like
31:01what they need as a person in order to
31:03do this role. So the more that they
31:05share about their office and who they
31:07are, you know, the most successful
31:09placements are the ones that are
31:10completely integrating this person into
31:12their team. They're getting them on the
31:14phone with them. They're sitting in the
31:15meetings. They're learning about all
31:16their their clients so that when
31:18somebody calls, they know what that
31:20person needs on the other end of the
31:21phone as far as customer service. So the
31:24more that they integrate them and the
31:26more that they get the right person, I
31:28always tell them that they should be
31:29looking at this VA as if they were
31:31hiring internally. there should be no
31:33difference. You know, the same way that
31:34they would onboard somebody new sitting
31:36at the desk, that's how they should look
31:38at this person. They just happen to be
31:39remote.
31:40>> And so, there's two things to unpack
31:42there. I mean, one is it's culture,
31:44right? Who is the right culture fit for
31:46your organization? And I think you do a
31:49really great job of finding that perfect
31:50fit. But, you know,
31:54and I don't want to put words in your
31:55mouth if you could speak to this. You're
31:56not looking at it as like here I'm
31:58trying to place this VA, right? and like
32:01the conversations that happen internally
32:04and behind the scenes, they're not like
32:06we need to go place this VA. It's they
32:09have names, they're people. We get to
32:12know who they really are and who's the
32:15right person for this job, right? And I
32:18think that's why it actually works
32:21because the person that's hiring, you
32:23know, the agency that's hiring this
32:24person, now they're understanding that
32:26I'm not just hiring another VA. I'm
32:28getting a person on my team who's going
32:31to help me grow and the entire mindset
32:33of our entire organization is that way
32:36but everybody right like let's talk
32:38about the personal stories right let's
32:41talk about some of the interviews let's
32:42talk about like the impact that we're
32:45actually making on both sides right the
32:47people in LATAM who are you know
32:49revolutionizing their lives and and
32:51obviously the agency owner who was stuck
32:54doing some task that they aed doing and
32:56now they found somebody that's a part of
32:58their team that cares about the growth.
33:02>> Yeah. I mean, I have those stories every
33:04single day. We just had one this week
33:05that, you know, um their original VA's
33:08been with them for two years and he just
33:11promoted him and, you know, he has a
33:13title now and now he's interviewing
33:15their new hire and the new VA is going
33:17to be his assistant. And that's probably
33:20the fifth or sixth client in the last
33:22three months that I've, you know,
33:24watched that exact same model. We have
33:26somebody that just took uh I think their
33:2814th or 15th VA this week. And the
33:31person that is interviewing them is our
33:33entire team that we placed over a year
33:35ago. They're training them. They're
33:37onboarding them. The the agency owner
33:39comes on. He turns his microphone off.
33:41He goes, you know, camera off. He's
33:43letting them completely run the
33:45interview because he's like, they're the
33:46ones that are living in this role. They
33:48know what we need, not me, you know,
33:50who's who's overseeing everything. Let
33:52them figure out who they think the next
33:54right person is. And for us, I mean,
33:57it's amazing to like see them on a call.
33:59I always get to talk to them first and
34:01like now they're the ones like picking
34:03uh an admin for them, which is crazy
34:05>> to think about that, right? You're
34:07you're it's trust. You're instilling
34:10trust in somebody. And you know, a lot
34:14of these these people from LATAM are
34:16coming from jobs where they're just a
34:18number, right? They might have worked
34:20for some big BO and you know some BO had
34:24a contract with Apple for six months.
34:26That contract got expired. They didn't
34:28Apple didn't know who this person was
34:30and then they got fired and they have to
34:31go to the next one, right? And now
34:33they're coming into a position where
34:35they're actually part of the team,
34:38right? Not only do you know their name,
34:40you know their kids' names, you know
34:42their mom's names, you're they're part
34:44of your organization. And like you said,
34:47now they're they're they're gonna go run
34:49through a brick wall for you because
34:51they're part of that team and that's
34:53something that they probably never had.
34:55They were never appreciated and now they
34:57are.
34:58>> Yeah. I mean, I hear stories all the
35:00time, especially like during the holiday
35:02season, so many of our clients were
35:04doing virtual online holiday parties so
35:07they could include their VAS and make
35:08them a part of it. And instead of doing
35:10something just in the office, they were
35:11doing these online lunches so that the
35:13VAS could be a part of it. you know, we
35:15had a company bring their VA on a
35:19conference to the cruise, you know, fly
35:22her from her country to meet the team
35:24and go on the Hawks off cruise. And I
35:27mean like if that doesn't say talk about
35:30trust you know trust and in making such
35:33an investment not just in the work that
35:35she does every day but you know bringing
35:37her to the US and you know inviting her
35:40to be a part of the team and all this
35:42extra education that they were getting
35:44from being there. Um, you know, we have
35:46people that are telling me so many
35:50stories. You know, they'll call me
35:51before they hire another one and telling
35:53me that they want somebody exactly like
35:55the name of whatever the current one. I
35:57need another Jessica. I need you to
35:58find, you know, another John for me. And
36:01when they tell me why, it's not because
36:03he's a good worker and he's detail
36:04oriented. It's because, you know, the
36:06work that he puts in and his willingness
36:10to grow and to learn and he's so
36:11proactive. I mean, it is like accolades
36:14for 20 minutes of why they need another
36:15Jessica, not just because Jessica's
36:18detail oriented. You know, we just had
36:20somebody that she says every Monday
36:22morning they go on Zoom together as a
36:24huddle. Everybody talks about their
36:26weekend. She knows his mom, she knows
36:27his sisters, they come and they say hi,
36:29you know, they want to go visit them.
36:31They're they're really completely
36:33integrating them into their office.
36:36Yeah, I think we had one,
36:39>> sorry, I think we had one today or
36:41yesterday where we got a notification
36:43that uh one of our clients is flying uh
36:46their person up to the United States for
36:48like a week to come sit in the office
36:50with them and we're
36:52>> Yeah, I'm sure they'll take them to
36:53lunch or dinner, drinks, whatever it is.
36:56But it really just shows like one how
37:00dedicated our clients are to the people
37:02that we're placing, but also how
37:04dedicated the staff that we place are to
37:06the clients as well. And um it's it's
37:10amazing to see people get these
37:12incredible experiences that they
37:13probably wouldn't have otherwise uh
37:15gotten if they weren't working um with
37:17us and with our clients.
37:18>> So without I I mean there's so many
37:21places we could go. We could talk about
37:22your favorite story, which I'm sure
37:24there's a ton. your favorite interview,
37:25your favorite experience. But how much
37:27do you love your job, Carrie?
37:31[laughter]
37:31>> Love my job. No, it's it's just um it's
37:34so funny because I mean I've worked
37:36after working at events and like when I
37:39tell people what I used to do versus
37:40like what I do now, you know, I've I've
37:43helped plan
37:45$200,000, you know, events that were so
37:48over the top on every single detail and
37:50like everyone's like, "Oh, that sounds
37:51like so much fun." No, there, you know,
37:53it wasn't. And it was like in the moment
37:55it's it's high stress. It's minutiae.
37:58Every little detail it's so much. This
38:00at the end of the day I always say in my
38:02last job for 20 years I was selling
38:04food. I was selling booze. I was not
38:06making a difference any day. Yes, sure
38:08people were happy that they're going to
38:10have a fun place to have a party. But at
38:11the end of the day they're probably
38:13complaining that, you know, the food was
38:16cold, it didn't come out on time. And by
38:18the end of the night, you know, the the
38:20booze part, they they needed to leave
38:22and it was just on repeat and repeat.
38:24And yes, I was good at my job, but I
38:26wasn't making a difference. I wasn't
38:28feeling fulfilled. Now, you know, every
38:30single day, not just like the clients
38:32and, you know, hearing these
38:34testimonials and them spreading the word
38:36and how much a difference their VAS are
38:38making. I mean we are helping people get
38:40jobs in the US with stability and like
38:42you just touched on you know about Apple
38:44and all these you know jobs that
38:46possibly don't exist. I always say, you
38:49know, they when they ask me, you know,
38:52why at at this age, you know, somebody
38:54in their 30s, why would they just decide
38:56to do something new in their life, you
38:58know, how are we going to know that this
38:59is not a stop in the road? And I always
39:01say that the stability of working for a
39:03US-based company, there's so many people
39:06when I meet them that I hear that they
39:08worked at a call center for three
39:10months, then their job's not renewed.
39:12They had a thousand people and now they
39:14need 200 on the next job, and then they
39:15don't have a job anymore. I've heard
39:17people say that during CO, you know,
39:19they didn't have anywhere to work
39:20because they don't have the luxuries in
39:22the US to just go remote and everybody
39:24gets a computer and could go work from
39:26home. So, all these offices closed and
39:28there's just so many people that are
39:30coming with degrees. We've had lawyers,
39:32we'd have veterinarians, we've had
39:35psychiatrists, chemical engineers and
39:37you know, our clients want to understand
39:39why. And the why is is working in the in
39:44the US. you know, there is so much
39:46growth, there's so much stability. If
39:48they're a lawyer, you know, that doesn't
39:50mean that they are going to be able to
39:52practice law because maybe they work in
39:53a small town that's not in the
39:55metropolitan part of their country and
39:58people can't afford a lawyer. So you are
40:00getting people that are so beyond the
40:02level of the work of of an
40:05administrative role as if you were
40:06hiring in the US of an admin and people
40:09that are so highly skilled overqualified
40:12that are just so excited to take all the
40:14skill sets and the soft skills that they
40:16have and now put them into a role with
40:19your company. It doesn't matter what the
40:21role is. Something that you might seem,
40:23you know, isn't going to be challenging
40:26is enough for them like let them decide
40:28that. let them go show you what they
40:29could do and you know just grow the role
40:32and I always say that people that are
40:34like year three at their job but they
40:36were hired are on for day one you know
40:39now that is years worth of experience
40:41and they're they're growing with the
40:42role they're getting more responsibility
40:44like that's what growth looks like to
40:46them and the fact that people are now
40:49bringing people on under them you know
40:51they they feel appreciated it it's just
40:54very different working for our culture
40:56than what's going on in Latin America
40:58So, you like your job? That's what
40:59you're saying.
41:02>> Hate it.
41:03>> She won't say it. She won't say it with
41:05me. Like,
41:07>> whenever you say it to anybody whenever
41:10I do say it, just to make this clear.
41:11I'm like, but don't tell Stanley I said
41:12that.
41:13>> Yeah. Like, they'll be like, "Am I
41:15supposed to carry this this this like
41:16job changed her life?" Like, "Yeah,
41:18she'll never she'll never tell me that.
41:19She she'll never give me my flowers."
41:22But it's okay.
41:23>> It's okay. I think I think you're okay
41:25with that. Well, you do a great job and
41:28we appreciate you. Uh,
41:29>> thank you.
41:30>> So, one of the things we want to talk
41:32about before we get into the rapid fire
41:33and talk about some some fun questions,
41:36new product we're rolling out uh called
41:39Elevated Plus. Would love to hear more
41:42about it from you, but also
41:46why, right? The the why behind it
41:49because you're the one on the front
41:51lines of hearing the needs, right? and
41:53and what are some of those, you know,
41:54common needs?
41:56>> Yeah, I I am so excited for this. This
41:59is probably, I'd say, you know, minus a
42:01really good match. This is probably what
42:03I'm most excited about um for the
42:05future. So, you know, I'm on every
42:07single sales call with every single team
42:09and so many people have the exact same
42:12painoint. They're drowning in the work.
42:14They know that they need the help, but
42:15they can't even, you know, think of
42:17taking the time right now. The training
42:19piece, how are they onboarding? I I
42:21asked them if they have workflows. I
42:22asked them if they have, you know,
42:24manuals, training piece that if somebody
42:26started tomorrow, would they be able to
42:28share? And 99% of them say that either
42:32the answer is no or we have bits and
42:34pieces of it or we did it 20 years ago
42:36or it lives in our head because we've
42:38all been working together so long. So
42:40then that halts them from making the
42:42hire and making the hire quick because
42:44they're putting the work on them of we
42:47want a VA, but we need to get our things
42:49in place. we need to get our SOPs in
42:51place before we could get this higher.
42:53So the more I kept on hearing that I was
42:55like maybe there is something in there
42:57that we're that buffer where that person
43:00and that's kind of how this whole thing
43:01stemmed is helping those people get
43:05ready so that it doesn't all you know
43:07end up on them. So really what this new
43:10product is is that they will be working
43:13with us to help create these SOPs and
43:15workflows that e they either don't yet
43:17have at all or that they have bits and
43:19pieces of that we'll be auditing,
43:21running through, making stronger, you
43:24know, seeing efficiencies and helping
43:26generate. So everybody's still going
43:29through the same training. They're still
43:31getting the matchmaking process. They're
43:33putting together the job description.
43:35They're meeting candidates, but the
43:36candidates that they're meeting are
43:38people that have that type of
43:39background. So, they've trained before.
43:42They've onboarded people. They've
43:43written SOPs. They excel in the detail
43:46oriented finding efficiencies. You know,
43:48we have people that have managed teams
43:50of 20 or 30 in compliance and all
43:54different sorts of people coming from
43:55those profiles and ever roles. They're
43:58then selecting their VA and then they
44:01will be working with their training team
44:03to help develop what the first two tasks
44:06that are most priority look like and
44:08we'll be working with them to help
44:10create what a process looks like and an
44:13SOP and a workflow for that specific
44:15task. So, let's just say that they need
44:17help with the endorsement process. We're
44:19working with them to create the
44:21workflow. They're approving it. So, it
44:24does require, you know, their full
44:26involvement at the beginning, but we
44:28will be heading it up with our training
44:29team. Once they approve the workflow,
44:32we're then taking the VA that they
44:33picked and we're doing a one-on-one
44:36training specifically in now their
44:38workflows that they approved that they
44:40want to work day one and we're training
44:43their VA for two weeks before they start
44:46that role. So now the person walks in
44:49and instead of, you know, Susie having
44:52to sit with them for the first month and
44:55trying to explain what she does and
44:56nothing's documented and there's no
44:58piece of paper and there's no video that
44:59goes with it. We now have all of this.
45:02So we have the documentation that's
45:03approved, you know, we have a video, we
45:06have a workflow that they're able to
45:07just dive right into and start working
45:09on. Um, so really excited about this and
45:13rolling this out. We get so many
45:15qualified people with this type of
45:17background that really would thrive and
45:19get really excited to help with that
45:22piece and go into a company that has
45:24nothing. And then for the ones that do
45:26have that just simply don't have the
45:27time to train, that want to hand it off,
45:30they want to send us their Loom videos,
45:31they want to send us their manual, but
45:33they don't have a person or even an
45:35admin that's going to be able to take
45:36time. We're now going to take all their
45:39documents and we're going to train
45:41before that person starts on day one.
45:42So, we kind of have two different
45:44buckets but for the same reason. Either
45:46people that don't have the workflow and
45:48really need help with the processing
45:50piece or have it but don't have the time
45:54>> or or they have it but it's not
45:56optimized to to
45:58>> yes,
45:58>> you know, give them the output that they
46:00want, right? And they still have their
46:02producers touching it or they still have
46:04their account managers that are running,
46:06you know, 50% of it. So, it's really how
46:08do we optimize this entire process to
46:12help you scale and grow and we're doing
46:14and how do we do it in a way where
46:16you're frontloading the work up front
46:18and that that VA is actually coming in
46:21pre-trained in that process and they're
46:23almost teaching you on it. So, uh it's a
46:26plug-and-play. We've tested it out uh
46:28with other agencies. It actually does
46:30work and uh we're super excited about
46:32it. So, if somebody wants to hear more
46:35about it, we we'll post a link to
46:38Carrie's uh calendarly link and they
46:40could book a call directly with her.
46:42>> Uh well, Carrie, this is going to be the
46:45fun part. We're going to ask you some
46:46rapid questions. Usually, we kind of ask
46:49the same questions, but I I think we
46:51might have to go a little we might have
46:53to go a little
46:54>> sushi. My favorite food is sushi.
46:56>> Her favorite food is sushi. Okay. Uh
46:59let's see. How many books have you read
47:01last year? How many books are you trying
47:02to read this year?
47:04>> Uh 78. My goal was 75 and my goal right
47:08now this year is 80. I'm on six. I'm
47:11moving a little slow this year.
47:13[laughter]
47:15>> What's the most embarrassing moment from
47:17your nightlife promoter days?
47:19>> Oh god.
47:22>> Oh my god. I have so many. I mean, I
47:25used to go after school um when all
47:28through high school and I used to walk
47:29across the street to the Roxy where I
47:31did cold calling and I I would go in the
47:34daytime and you know, you could imagine
47:35what a nightclub looks like in daytime.
47:38And I remember walking in a room which I
47:40thought was set up for me and the cold
47:41callers with phones and I had walked in
47:43on them practicing a very uh risque
47:46nightlife
47:49dance for the nighttime and it was a
47:51wrong room. That's that's my initial
47:53thought. that I could literally picture
47:54what that person was wearing. Um,
47:56>> they weren't doing something else.
47:58[laughter]
47:59I thought that was going in another
48:01direction.
48:01>> I I I used I used to just get a a list
48:03of of phone numbers and first names and
48:05and they just said call them and ask
48:07them if they want to be on your list.
48:08Like literally, I don't know. It could
48:09have came from the phone book. No idea
48:11where those numbers came from.
48:12>> Basically what I do to you now.
48:14>> Exactly. [laughter] That's why I'm so
48:16good at deciphering what you mean. I
48:18always say you're like the devil wears
48:19product. Like just call John back. I'm
48:21like John. Just John. Okay. Any John?
48:25>> Um,
48:28fa favorite game at the casino.
48:30>> Oh, roulette.
48:32[laughter]
48:33>> There was not a doubt in my mind.
48:36>> I just won at the blackjack table.
48:38>> Double it up. No, I don't play
48:39blackjack. I don't I'm not I'm not a I I
48:42don't play blackjack because then the
48:43person in front of me I could always
48:45like mess somebody up. Roulette I end
48:46crap I feel like. Except I will never
48:48roll the dice.
48:50If you could go back and tell your
48:5210-year-old 10-year-old self selling
48:54jewelry one thing, what would you tell
48:56her?
48:57>> Um, I should have hired some other kids
48:59to help make the jewelry and I should
49:01have oversaw them.
49:03>> Labor make them.
49:05>> Is that what you should tell that to
49:06your delegate? [laughter]
49:09>> I was I was actually I was going to go
49:11there. Uh, let's let's ask this
49:13question. I have a few more. uh your
49:16favorite box to break with your son
49:20>> right now. He's trying to convince me to
49:23get into the new midnight box that came
49:25out yesterday, but um I'd say anything
49:28Topscrum
49:30>> Top Scrum and and give us
49:32>> Chrome basketball. Sorry, the new
49:33>> Give us a plug for your son who's uh 14
49:36years old and starting his
49:38entrepreneurial journey in cards. Where
49:40where if if they people want to buy some
49:42sports cards, where can they find him?
49:45>> At at uh at Cody'scards102
49:48on the whatnot channel. He has a live
49:50stream. My little hustler.
49:53>> We're going we're going to give a little
49:56link. Dom, you have another question for
49:57Gary?
49:59>> Um
50:01what's the worst advice everyone in
50:03insurance follows?
50:04>> That um you know, just basically punt it
50:07punting this higher. you know, this is
50:08something we know we need, but but we're
50:10not ready. You know, we're just
50:12exploring. We'll we'll get to it. And I
50:14always tell them that, you know, the
50:17the issues they have now and the pain
50:19points are going to be the same issues
50:20in a month, in a year, and six months.
50:23So, let's start fixing them. Let's let's
50:25get them rolling now. And they're not
50:28going to go away, right? So,
50:30>> get worse. But it's gonna get worse. Get
50:33worse,
50:34>> right?
50:36Yes. So to wrap up the show and once
50:38again thanks for some time with us. So a
50:41lot of obviously entrepreneurs, people
50:43you know trying to build businesses, a
50:46lot of people in insurance.
50:48What advice would you give them? What
50:51you you you're like I said you're a
50:52hustler, you've started a lot of
50:54businesses that we didn't even talk
50:55about, but like what what advice would
50:57you give them? What what would you say
50:59to them? You know what you know now?
51:02What you wish you knew before? I mean, I
51:05think that for people that are involved,
51:07I always like meet people that have like
51:0825 things going on. I think it's like
51:11finding your passion project out of all
51:12that and just putting 100% in that. And
51:14then if that means it's between it's
51:17your full-time job, it means it's at
51:18night, it means it's on weekends,
51:19whatever it is, like once once you stop
51:22one and work in that, that's probably
51:23not that's probably not your passion
51:25project. Like for me, like it it will it
51:28keeps me up at night, you know, and this
51:30I don't I don't own this company and all
51:32I'm doing is thinking constantly this
51:35this job keeps me up at night. I'll wake
51:36up at 4:00 in the morning, go to the
51:38bathroom, I'll write myself a draft to
51:40remember, you know, tomorrow, oh that
51:42one girl I just met, why don't I reach
51:44out to this person or that person or a
51:46new marketing idea? Or if I'm at a
51:47conference, you know, I don't ever sleep
51:49on conference nights. the trade show and
51:51the over stimulation of every single
51:53thing that I'm seeing that we should be
51:54doing at the next one. All these ideas,
51:56you know, whether it's your own company,
51:59it's it's the role that you're living in
52:01and just loving. See, I said it. Um
52:04it's if it doesn't keep you up at night
52:06and if you're not excited to go to work
52:08on Monday, then it's it's not it's not
52:10your thing. It's not your your your why.
52:13Like I I hate weekends. I mean, yes, by
52:16Friday I'm like done. I can't wait to
52:18sit down, but like by Sunday I'm like
52:20ready. I'm like, "All right, I want to
52:21go back to work." Like, "Is it work
52:22yet?" And um when I when I see an intake
52:27form come in, which is like very rare on
52:29like a weekend. I think we just had one
52:30on like a Friday at 8:30 at night. It
52:33took everything in me not to sit and
52:35send her candidates at 9:00 on like a
52:37Saturday and just like wait till Monday
52:39and I'm just like sitting there. I
52:41probably still could have, but I felt
52:43like she would have thought I was crazy.
52:44But I just say the same for
52:45entrepreneurs. everybody that has, you
52:47know, these ideas and these these
52:49projects, pick the one that you want to
52:51go 100% in. Do everything that you you
52:54can your research, what else exists,
52:57what you need to do, put your ideas
52:58down, brainstorm, and and just keep
53:00going
53:02>> until until you until you you figure out
53:05what you want to do with it. [snorts]
53:07>> Thank you, Carrie. And thank you for
53:09putting up with Dom and I.
53:11>> I know I know we're not easy. I know I'm
53:13not easy.
53:16But but we have fun. We do have fun. I I
53:19I I think that
53:20>> most of the time we have fun.
53:21>> Yeah. And Carrie was instrumental in
53:23finding the giraffe for us. Like Carrie,
53:26go find the giraffe. She's like, I'm on
53:28it.
53:29>> I got that. Don't worry.
53:31>> We got it. So, we hope everybody enjoyed
53:33the show. Make sure you subscribe,
53:35follow us on all platforms, and we'll
53:37drop a link in the description if you
53:39want to book a call with Carrie Gelber,
53:41the insurance matchmaker, and tell her
53:44about all your pain points. She could
53:45solve them for you.
53:46>> She'll solve all your problems.
53:48>> All your problem. And she might even get
53:50get you into a nightclub or get you some
53:52sports cards, whatever you need.
53:55[laughter]
53:55>> Make you some earrings. I probably could
53:56still make you some earrings.
53:58>> Get on our list for the Twilight
54:00reopening.
54:01>> Thanks, guys. We hope you guys enjoyed
54:03it. I know I did. And we'll see you back
54:05here next week.
54:06>> Thank you.
54:07>> Thanks, guys.

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