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Nicole x Robert & Kay Lee Fukui
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[00:00:00] Announcer: This is the build a vibrant culture podcast, your source for the strategies, systems, and insights you need to turn your dreams into your destiny. Every week we dive into dynamic conversations as our host, Nicole Greer interviews, leadership, and business experts. They're here to shed light on practical solutions to the challenges of personal and professional development.
[00:00:21] Now here's your host, a professional speaker, coach, and consultant, Nicole Greer.
[00:00:28] Nicole: Welcome, everybody, to the Build a Vibrant Culture podcast. My name is Nicole Greer, and they call me the Vibrant Coach, and I am so excited to have not one podcast guest, but two, and their last name is Fukui. I mean Love it. It's so fun to see it. Let me tell you all about these people. All right. So let me tell you about Robert and Kay Lee.
[00:00:50] Robert and Kay Lee Fukui have developed the innovative consulting coaching program, Power Couples by Design, which equips couples to build a thriving marriage and a prosperous business. So forb those of you who are like, I can't work with my wife, I can't work with my husband, these people have figured it out.
[00:01:06] And so you should work together. You have common goals, we hope. All right. So Robert is the co founder of I61 Inc. Did I say that right? Oh, I did. Yay. A business consulting network that exists to develop profitable Purpose led businesses that positively impact people, culture, and economies. Robert received his degree in marketing from San Jose state university and experienced 25 successful years in sales and marketing with companies such as Coca Cola (I'm a Pepsi person but that's okay), Novartis Pharmaceutical and Bristol Myers Squibb. (I'm a Coke person too. I hate to admit it but I am), played instrumental roles in the launch of six major brands and directly responsible for over, don't miss this, 150 million in revenue and a recipient of national sales and leadership awards. So he knows what he's talking about. All right. So Kay Lee is the wife and founder of I61 Inc and earned her business degree from the University of Laverne, worked in the banking industry for many years and in her family business, which that'll, that's a whole thing, right?
[00:02:14] You got to get the marriage right. And then the family, right? All the cousins, right? It's a whole thing, the family business, whoo, as operations manager for 10 years before meeting the love of her life. My gosh, so cute. And her passion is to see marriages flourish and the wives understand their identity and powerful role they play in both marriage and business.
[00:02:35] You guys are awesome. Welcome to the show.
[00:02:38] Robert / Kay Lee Fukui: Thank you, Nicole, for having us, we're excited!
[00:02:41] Nicole: Yeah. Yeah, I'm excited, too. And look what they sent me in the mail, everybody. I got a present. Yeah, and so you have this great book, Tandem, cute little bike on it. It says, The Married Entrepreneur's Guide for Greater Work Life Balance. So I think the world needs this book. And look at this, everybody. QR code, end of every chapter, and then they give you the workbook. Look, it's a two for one. So I think this is fantastic. All right. So first of all, how do you write a book together and run a business together? Kind of give us the big picture. How did you guys figure all this out?
[00:03:16] Robert Fukui: I think first you got to learn how to live together.
[00:03:19] Nicole: Oh, well, that's true. You got to get your underwear up off the floors, toilet seat down, all the things, right?
[00:03:26] Robert Fukui: And I think once you learn how to really communicate in a way you can resolve conflict or resolve issues, cause there's always going to be stuff, and I think also, I think foundational for us, for our relationship is. This is Kay Lee's idea, not mine, but we went to two years of counseling before we even got married. In fact, I'd have to say we started going to counseling before we were even really dating.
[00:03:48] Kay Lee Fukui: He was so excited, too, you guys.
[00:03:52] Robert Fukui: So since you've read the book, you understand what I'm saying.
[00:03:55] Nicole: Yes. Yes.
[00:03:56] Robert Fukui: It was like, I'm like, are you crazy? I'm not going to counseling. We're not even in the thing. We've had four dates. How...
[00:04:00] Nicole: that's right. I need a kiss first before I can invest in any of this.
[00:04:04] Robert Fukui: Yeah. Barely got that first kiss. Exactly.
[00:04:08] Nicole: That's fantastic. In the book on page 27, you say, if you prioritize your marriage, you can still make a lot of money. But if you prioritize your money, your marriage will suffer. But like in the first little bit of the book, like I put a big circle around that. So was that part of it in the counseling that you all did? Do you two get along together? Can you live together? And then I think a big part of why marriages fail is the money. And a big part of why businesses fail is the money.
[00:04:38] Robert Fukui: Yeah. I think, I don't know if the counseling helped us with that money piece. That just really is about how we communicated better and how we can resolve issues. And so certainly money's going to come up.
[00:04:47] Nicole: 100%.
[00:04:48] Robert Fukui: And so knowing how to get on the same page, moving forward with a common vision and how do you treat money and what do you, how do you want to build this life?
[00:04:55] And I think too, for me, even before I met Kay Lee, my first corporate job was with Coca Cola. And I remember sitting in the middle of the sales floor at the end of the afternoon and seeing some of the sales people and executives walking by. And I was like, I'm just, I was literally just sitting there with a can of Coke and some chips and I'm just sitting there and I'm literally just watching people walk by. And, you got all these high performers. And I know some of the backstories of them and I'm like, okay, they're not happy. They're not happy. They're way overweight. They're very unhealthy. And like, I'm checking off this, all these negative issues and we're performing in business or in our corporate career, but yet there's a big aspect of us that really isn't happy, whether you realize it or not. And so that's when I, that's part of when I started really thinking about how do I want to live my life? Yes. I want to be successful. I want to make money, but I don't want to lose my soul in the process. Right. And so I know some of them were in their third marriages and all that.
[00:05:53] And so, for me, even early on, before I even met Kay Lee, it was like, okay, I wasn't necessarily just driven by money. I wanted to succeed, but I kind of wanted to have that balance even early on.
[00:06:03] Nicole: Yeah, absolutely. And you talk in chapter two about balancing marriage with business. So how do you do that? What are your strategies for getting that done?
[00:06:13] Kay Lee Fukui: Our calendar is really important for us. And so a lot of times we will put things on the calendar that we want to do as a couple, as a family, first, before we fill it up with all the business stuff, we've got the date nights down. We try and do like a quarterly getaway. If Robert's going to be gone for a week or two speaking or in a business meeting somewhere, we'll get it on the calendar when it gets back that we'll go do something fun. Otherwise, it's so booked up with business stuff. There's no room for any fun,
[00:06:43] Nicole: yeah
[00:06:44] Robert Fukui: Yeah. Cause every once in a while, we'll get asked, how do you fit the family into the business? And I say, well, that's the problem. You're starting with the wrong premise is you've got to basically deconstruct your life and starting with, Kay Lee was saying, starting, with your calendar, let's blank it out. And if the marriage, the family is a priority, then put those things in first and then you backfill because otherwise. We're just going to fill up the calendar. It's so easy to fill up a calendar, right? And so put those priorities in there first and then protect it. And then it still leaves you a lot of time to build your business.
[00:07:17] Nicole: Yeah. I love what you're saying. And we've all watched the rom com movies, where the guy's a workaholic and she's mad, like that whole thing. We've seen that repeated over and over again, so get that calendar figured out. So Brian Tracy is right. Get your calendar, get your time management going, eat that frog, right? Do all those things. That's so important. Okay. All right. So your calendar, do you have another kind of idea around balancing marriage and business?
[00:07:43] Robert Fukui: First, one of the first things we start with for ourselves and with our clients is, okay, what's the vision here? What's the long term vision? And, you're talking about whether it's traveling more, where are you going to live, doing more fun things, in the future, once you've reached a certain pinnacle or you're retired or whatever.
[00:07:59] And then it's, okay, you got this picture of what you want your life to be. Now, how can we live at least in some form or fashion in the present? You may not have the money to take the trips you want, but you can stay, do a staycation. You can still have fun. It doesn't take a lot of money. You can do a lot of things that are cheap or free, right? Having fun
[00:08:19] Nicole: 100%
[00:08:20] Robert Fukui: And being connected doesn't have to cost you anything, but the time. And so, that's where it's a good place to start is what's the vision and how can we start to live out that even in the present? And then again, go into the calendars and I think for us, it's kind of your daily habits , too, of, that's how you can find balance. So the first thing you start, and you've heard this, right, is how you start the day really sets the tone. And so starting for a position of kind of peace and rest and not rush into the morning and start checking texts and emails and answering phone calls and all that, start thinking about work.
[00:08:57] But really having at least that 45 minutes or so to really kind of, for me, it's just quiet time and then we got prayer. And then we prayed with each other in the morning. So that starts the day and even if we don't see each other the rest of the day, but that foundation in the beginning, in the first thing in the day really sets the tone and keeps us connected, even if we're super uber busy. And so that's just a very practical, simple thing you can do, but it's just amazing how we get so much pushback on just those little things that don't take a lot of time. It's just kind of reframing your mind. 'Cause we're so used to just going right away that we feel if we start in that kind of restful state, we're like missing out. Right? They've got that FOMO, like all of a sudden our business is going to shatter and all that stuff. And I always tell our clients, I said, if your business is going to shatter because you started your morning in rest, then you've got a bigger problem than work life balance.
[00:09:51] Nicole: Yeah, yeah. And so the three things to get the balance is get your calendar right. Okay, we talked about that. But I do love this idea of vision. All the business books say you better have a vision for your company, where do you want it to be in one year, three years and the big, 10 year goal. But we need to do that in our relationships as well. Where do we want to be when we retire? How much money do we have? Are we going to Italy or Australia first or whatever the deal is? But that, that also keeps the energy in the relationship. That's why we both work so hard or we're getting ready for this future we're going to have together. I think it's so fantastic. And then I don't know if you all know, but one of my big things when I teach about building a vibrant culture is habits. Habit work, habit, habit, habit, habit. It's all about the habits that are inside that culture that make it sing or make it not sing. So I love those three things.
[00:10:40] So fantastic. All right. So the next chapter you talk about solopreneurs and couplepreneurs. And I love this because you guys are a couplepreneur, but I, me and my husband, we, I'm a solopreneur and he's my, he makes my copies for training. Cause he's retired and but he, you're like, but he's also like my advisor, like I'm in his office.
[00:11:04] I'm like, how much should I charge for this? And he's there and he's helping me and he's with me. And you have the DiSC model. It's on page 48 in your book. DiSC is one of the tools that I sell and I train around and all that stuff. Do you guys do that too? Do you do training on the DiSC?
[00:11:18] Robert Fukui: Don't, we don't sell, but yeah, we use the DiSC as part of the original, uh, first part of the assessment. So we understand like who we're working with and who are they working with,
[00:11:27] Nicole: Right.
[00:11:28] Robert Fukui: that's just the communication and work relationship. I think it's a very important piece. So we don't sell it per se, but it's incorporated into what we do.
[00:11:36] Nicole: Oh, that's fantastic. And I think that understanding the personality of the person that you're married to and the person, the people that you work with is essential. You guys must feel the same way.
[00:11:48] Kay Lee Fukui: I think it's important. And I also think it's important for work that you hire people that have different strengths than you. So it's not all the same type. If you're a D, you don't need five D's in your corporation. You would like a little bit of more balance with the different personalities.
[00:12:04] Nicole: Yeah, yeah. So, go ahead, go ahead.
[00:12:07] Robert Fukui: No, and it's just, it's so foundational to help you understand each other. I mean, we know each other, but when you see it on paper about the similarities, but also the differences and where they collide. One is, a lot of times we are fighting against our spouse's strengths because they're different.
[00:12:25] Nicole: Oh, talk, talk, talk. David, David, come in here and listen.
[00:12:30] Robert Fukui: Like a, like a D well she's an I, I S I'm a C S. Right. So she's more extroverted. She wants stories and all that. Not so much detail. And I'm very detailed and organized. So those two things can collide. Cause she's more spontaneous. I'm more the planner. So of course we're going to collide on those things, but when you look in the framework of how do we start to work together well together is I, it helps me and each other frame our expectations about the other person. Now, can she plan and all that? Sure. But if there's things that need more detail, like I shouldn't put it on her; like in the book, I had her do QuickBooks when we first started our business. Now on DiSC profile, I didn't want
[00:13:10] Nicole: Nobody likes to do QuickBooks.
[00:13:12] Robert Fukui: I know, including me, even though my profile will suggest, I, between the two of us, who should be doing QuickBooks based on his DiSC profile, it would be me.
[00:13:19] Kay Lee Fukui: He loves numbers.
[00:13:20] Nicole: A vendor. Oh, the answer is a vendor. Go ahead.
[00:13:24] Robert Fukui: And so, but I didn't want to do QuickBooks. So of course I put her in that position because I don't want to do it. And here's, there's, this is part of the Achilles heel for a lot of husband and wife teams. We often put the supporting spouse in a role, it's just what we just don't want to do. And we're too cheap to pay for support. The how, the help,
[00:13:41] Nicole: Okay, there. Finally the confession, Kay Lee.
[00:13:44] Robert Fukui: Exactly.
[00:13:45] Nicole: Oh, sorry.
[00:13:46] Robert Fukui: I told her, she knew that.
[00:13:49] Kay Lee Fukui: Then we were in a vicious circle because then he would be like, Honey, did you get the QuickBooks done? And I keep putting it off because I don't like doing it. And then one day I'd finally get in there to do it. And then I'm like, Oh, I did it! He's going to be so proud and happy for me. And, you know, it's done. And then he comes in, Honey? This is not right. And mind you, I'm like creative. I think in colors. You know what I mean
[00:14:11] Nicole: Right, not black and white boxes.
[00:14:13] Kay Lee Fukui: Yeah, he's like it's gotta be exact. There's no wiggle room here. And then I get triggered because I think he doesn't appreciate me. He gets triggered because I'm upset and I say something to him and it's just a hot mess.
[00:14:25] Nicole: That's exactly right.
[00:14:26] Robert Fukui: So learning your spouse's, your own gifts and your spouse's gifts and then figure out who should do what, but also don't be cheap to just hire out because it's so much better.
[00:14:35] One, like in this case, it's going to get done better and faster and accurate. And it keeps the peace and we both get to do what we enjoy in the business and not get bogged down with the stuff we don't enjoy, but we need to do, or it needs to be done, but it doesn't necessarily have to be done by me or her or either one of us. And so kind of understanding that I think really sets the tone and, again, it helps you avoid some conflict like in this case, or helps you at least resolve it when we start to realize, Hey, maybe I'm asking her something that really, I shouldn't have been asking to begin with. And then also how do we communicate, we communicate differently, eyes, the storyteller, I'm just facts and figures.
[00:15:12] And so, those two ways of communicating can also collide, but we also got to appreciate how do we present things to each other in a way that they can accept it, right?
[00:15:21] Kay Lee Fukui: Because I have a feeling about things and he's like, okay, where's the facts and numbers?
[00:15:26] Nicole: And I'll tell you, those feelings, sometimes it's called intuition, and buddy, they are dead on. So, we gotta pay attention to both, right? Facts, figures, and feelings, they all matter.
[00:15:36] Robert Fukui: I know. So I had experience in that. And there's a couple of financial decisions that we had made a, yeah, she didn't have a good feeling about it, but you know, I did all the research and so, went ahead and did it and of course it backfired. And after the second, after the second one, especially when it costs you a lot of money, like it's painful.
[00:15:57] And so you tend to not forget that and you go, you know what, maybe I should listen to her feelings a little bit more.
[00:16:02] Nicole: That's exactly right. Yeah. And not to leave any of you in the dust on the DiSC. So just real quick there's four quadrants. All of these personality profiles that are out there, they basically have four quadrants. They're all labeled something different, but D it stands for dominance, but I wish they would change that. It should be called driver. Cause dominant sounds ugly, but these are the people who drive and they wanna get stuff done. Let's rock and roll. Let's make it happen. Then the I, which is Kay Lee and myself, girl, we should hang out. So we, we are the influencers. We want to shake things up and impact people and make change happen and everybody to be happy and have a good time. Then you have the S which is so cool. And the reason why I highlight this is because he said, I'm a CS and she's an IS. So see, they have that, that S in common for stability or support. So isn't that lovely? Right? When a couple can have, they both have an innate desire to support each other. So that's lovely. And then you have the C, which is conscientious, which he's saying facts and figures. But he's also like ABC, one, two, three, check the box. Here's my to do list. All these things. Now, here's the thing about that model that I just want to say real quick and then we'll move on because we're talking about "Tandem," okay, we're talking about Tandem today. You can go anywhere you want on that model once you have the consciousness of what a D does and I does like there are times when we, like, Kay Lee sat there and did the dang QuickBooks. She was a C for two hours in front of the computer
[00:17:29] Robert Fukui: Or more.
[00:17:31] Nicole: or 12 or whatever it was. But the thing is, is that you can tilt. And I think that maybe I, I don't recall reading this in the book cause I've had it for several weeks now. Thank you. But like having like emotional intelligence is part of this too, right? Like people without emotional intelligence don't stay married. That's what I know.
[00:17:51] Robert Fukui: Yeah. For sure. And also, over time you start to drift a little bit into each other's I don't say lanes.
[00:17:57] Kay Lee Fukui: You do.
[00:17:57] Robert Fukui: And so I, like when we did our road trip to promote the book a couple of years ago, I planned, cause I, we need to know where we're going, but I also knew to leave room for spontaneity. One, because we wanted to use it as an excuse to see the country too. It wasn't just our work.
[00:18:15] Nicole: Of course.
[00:18:16] Robert Fukui: And there's national parks and things we want to hit. So, we had scheduled events, but then we also made sure we had margin in where we're staying, or where we're going, to be spontaneous. And sometimes it's spontaneous to do something fun, but sometimes it's spontaneous because people introduce this to people and but if you fill your calendar, right, you pack it in, then you really don't have those opportunities that are going to pass you by. And so I remember when I was, as I was mapping out the trip, Kay Lee asked me, so what's the plan? What are we trying to accomplish here? I mean, she went into like CD mode or something like that.
[00:18:48] Kay Lee Fukui: 'Cause I'm used to being around you, honey. And said,
[00:18:51] Nicole: She was like, if I don't ask, I won't be prepared, because he will...
[00:18:55] Robert Fukui: And then I said, as long as we have fun, that would be the main goal. And she's like, fun. That's it. And I'm looking at her like, you're all about fun. I thought you'd be happy!
[00:19:06] Nicole: Well It's so nice because you guys have the S in common. So me and David Greer, I'm an I and he's a C and we both have D in common.
[00:19:15] Robert Fukui: Ooh boy.
[00:19:15] Nicole: So we have to intentionally tilt over to S. You know what I mean? Like we, and that's what we fill our calendar with. Like, when are we going to sit down and talk?
[00:19:24] Because if left to our own devices, he's over there making 700 things happen, and I'm over here making 700 things happen, and we're both exhausted and fall in to bed. You know, so it, knowing how your letters line up or using any of the other tools, I think is, a big part of saving your marriage. And you need to do, if you're the CEO, you need to be doing that with your VP of sales and your VP of this and your VP of that. So valuable. All right. Enough about that. This is about Tandem. It is a book called "The married entrepreneurs guide to the greater work life balance." So we're going to move on.
[00:19:55] All right. So you have a chapter called get on the same page. And I love the name of the chapter because that's something my dad would say, can we all get on the same page? He had a, he had a musical ice skating, dancing background. And so it was all about getting on the same page of music. That's where that comes from. So will you talk a little bit about how do we get on the same page at work and in our marriage?
[00:20:20] Robert Fukui: I think it starts with, I said earlier is the vision part. That's where it starts. Cause you have to have something that you're anchored to, you kind of your North star or where you're headed. And then in the process of that, so there's the vision and the map, where you're headed, but then in the process, how do you maintain stay on the same page?
[00:20:36] I think that's the big thing. And our weekly meetings are that way of staying on the same page. And most marriages, and even before we started doing the weekly meetings, it's almost like you're two ships passing in the night, you'll talk about stuff, but in, in passing, or, as you're walking out the door or you're about to make dinner or something, it's just, you just fit those things in and you're just blurting stuff out at each other. And then inevitably things fall through the cracks. Right? Because either she's talking to me when I'm in the middle of something so I'm not really listening.
[00:21:03] Kay Lee Fukui: What?
[00:21:04] Robert Fukui: I'm acknowledging. I'm acknowledging.
[00:21:06] Nicole: That was very good, Kay Lee. Very good.
[00:21:08] Robert Fukui: Acknowledging,
[00:21:08] Nicole: She has timing too. I's have timing.
[00:21:10] Robert Fukui: Yes, does. Yes, exactly. And so the weekly meetings helps us stay on the same page, right?
[00:21:16] Kay Lee Fukui: And I want to say vision too, because we have a vision for our business, what that's going to look like. And then we have a vision for our family. And so a lot of times it's nice having the vision for your family because you can talk about that stuff outside of work because you're not always you don't always want to be talking about work and when you come with your two different ideas and thoughts, you can make even better vision than just the one. You're like, oh, I didn't think about that. Let's do that, that's a great idea. And then that gives you something to look forward to
[00:21:47] Robert Fukui: So our weekly meetings kind of start with kind of an encouraging word of each other because Again, going back to knowing my personality is I don't encourage her like I should right?
[00:21:58] Nicole: No, he wants to give you your to do list
[00:22:00] Robert Fukui: We got, we got stuff to do. Um, so I have to have those reminders. So we started encouraging words for each other and then we go through our calendars and then we go through whatever the personal things we need to do. You know, we're going on Hawaii next month and then in May for her birthday, her big birthday, we're going to Italy. You
[00:22:17] Nicole: Stop! I want to go so bad. I'm doing the Duolingo Italy. Are you doing the Duolingo Italy? Oh,
[00:22:23] Robert Fukui: I should probably do that. We got
[00:22:25] Nicole: do it. Anyway, go ahead. I'm jealous.
[00:22:27] Robert Fukui: Yeah. And then we go into the business stuff, any projects and in the business stuff, client issues, whatever. And then and then wrap it up with, how do we support you? How do we support each other? Talk about our finances. If Robert's going to be traveling for a week or two, then we're like, okay, then where are we? I don't like to be caught off guard with that kind of stuff. I like to know ahead of time as opposed to, Oh, tomorrow I'm leaving. I'm going to be gone for a week. So the expectations, Oh, then when he gets back, we'll plan a date night or go do something fun.
[00:22:55] Nicole: Yeah. And you're talking about money. I don't want to get past that because on page 75, I have in here, helping spenders and savers find common ground. I was like, oh, this is about David and I.
[00:23:09] Kay Lee Fukui: Because we marry, we usually marry somebody opposite of us, right?
[00:23:13] Nicole: That's right, because the fun one needs money. We need cash to have dinner.
[00:23:19] Robert Fukui: Well, the interesting thing about that is actually, I would be more of the spender
[00:23:25] Nicole: Uh oh. Okay,
[00:23:25] Robert Fukui: She's the saver. And I think a lot of that isn't so much personality type, but how we grew up.
[00:23:30] Kay Lee Fukui: Yeah. How we were raised.
[00:23:31] Nicole: Okay, I can get behind that.
[00:23:33] Robert Fukui: And so I was, but she liked it when we were dating, because I was, I was wining and dining. But then whenever we get married, let's get on a budget. I go, budget?
[00:23:44] Nicole: Right, we're gonna go to a five star tonight, babe. I love you.
[00:23:49] Robert Fukui: So that was, part of the, I think part of the counseling help, the conflict issue and getting, finances obviously is the number one hot topic in a marriage. And so, you have to, work through that and get on a budget and, me learning how to have fun without spending a ton of money.
[00:24:05] And prepare for the future, start investing it more and those kind of things, putting your money to use more than just spending it away. So we have a balance even with that, we have a budget to spend, like I say, we're going on vacation. So it's not like we don't have fun. Um, it just, During the week or during the year, you kind of save a little bit more, right? So you can do those vacations and just do things that are a little bit cheaper. Like even I remember the first few Christmases we would just do we had a $50 budget for Christmas on each other and just get as creative as you can.
[00:24:38] And, we had different stocking stuffers and all these little gifts and just had fun because at the end of the day, like we didn't need more stuff. Yeah, we were, we've got a whole house full of stuff. Like how much stuff do you really need? Right.
[00:24:48] Nicole: That's right. The only thing she doesn't have is a trip to Italy, and that's coming, Kay. Hang in there. Kay Lee, hang in there.
[00:24:56] Kay Lee Fukui: And then I had to learn to be a little bit more like loose enough with the purse strings as well. Okay, this is our budget. So it's okay to go ahead and spend it.
[00:25:05] Robert Fukui: Yeah. So I think it's, what's important to learn is how can both spouses get what they need. The saver wants security. Okay. How do we make sure we're going to have enough? Right? And then the spender obviously wants to have fun. That's, you know, there's that kind of like that, what do you call it? That kind of hormonal kick when you spend some money and all that. So, but it's not usually about how much you're spending. Right. And so just reframing ourselves and that's, it's, it, you need both, right. You need to save, you need to save, but you also need to want to have fun because that otherwise would be boring. And so how do we just come to that, that, like that balance of give each person feeling what they have, the security, but also having fun.
[00:25:45] Nicole: Yeah. And dare I say this, but I think if you think about other partners, they could be married or they could be two gentlemen that go into business or two ladies or whatever combination and they go into business together I think that happens too. There's one saver and one spender. One that's like, let's it, let's wine and dine the clients. And the other one's like, we don't really need to do that. Just send them the proposal. You know, I think it's, I think that that is always going to be one of the points of contention in any partnership, business, marriage, whatever it is. So that's fantastic to point out. Okay. So let's get to chapter seven and don't forget everybody, when you get the book, you get the QR code, you get the downloadable workbook, which is sitting right here. Okay. So you got to get that filled out. That'll help you. Listen, don't buy books and not read them. You got to read them and you got to
[00:26:32] Robert Fukui: you're better. I gotta say, Nicole, you're better than QVC.
[00:26:36] Nicole: Am I better? Oh,
[00:26:37] Robert Fukui: Yeah, you're better than QVC. Hey, look at this.
[00:26:39] Nicole: for
[00:26:39] Robert Fukui: Look
[00:26:40] Nicole: I'm ready my own show.
[00:26:40] Robert Fukui: at this. Exactly.
[00:26:41] Nicole: I'm ready. I'm ready for my own show. And we can, we could be all about books. If you can see my office books, books, books, books, books, books, everywhere, books. I love books so much.
[00:26:50] Speaker: Are you ready to build your vibrant culture? Bring Nicole Greer to speak to your leadership team, conference, or organization to help them with their strategies, systems, and smarts to increase clarity, accountability, energy, and results. Your organization will get lit from within. Email her at Nicole at VibrantCulture. com And be sure to check out Nicole's TEDxTalk at VibrantCulture. com
[00:27:16] Nicole: All right. So chapter seven increase your money margin is this book. And so all my business folks that are listening they're always up for a nugget on how can we make more money? How can we focus on profits, not revenue? And why would we want to profit? Focus on profits, not revenue.
[00:27:32] So there's a little business acumen coming your way courtesy of these two. So tell us about that.
[00:27:38] Robert Fukui: Part of the work life imbalance with these entrepreneurs is they're working so hard or chasing sales. Right. Sales is the answer, but if you don't have healthy margins, you may not even make the profits you're trying to get. And so we're always looking at, we always have sales goals, but we don't have profit goals.
[00:27:56] And which is more important,
[00:27:59] Nicole: Uh, you need
[00:28:00] Robert Fukui: is left over. What's how much is left over is more important. That's assuming everything's paid off, including the owner's salary. And so revenue and profits don't necessarily go hand in hand, right? Revenue can go up and profits can actually go down. We've had clients like that.
[00:28:14] And we've actually had cases where, because we increased the margin so much that the sales revenue went down like 60%, but the profits went up by 200. And so it's really about don't chase volume and sales chase margin. So how do you get more margin? So there's only three ways. So it's either increased price, reduced costs, or the combination of the two.
[00:28:36] Those are your three ways to increase margin. So the first, when you start looking at your business before you look at just sales, because in the beginning of my consulting career, that's what people were hiring me for, for marketing help. And as I started looking at their P and L, the profit and loss statements, I'm looking at the single man, you're operating a really thin margins, which is forcing you to work on volume is what if we get healthier margins, so you don't have to work as much volume and you have your you and your staff can.
[00:29:03] Be more at peace as you're working. You're not just cranking it out. And the quality of your service actually goes up because you're not just churning it out and saying, you know, whether you're a coach or you have retail or restaurant, whatever, when you have more margin, you're able to spend more time with the customer and be able to serve them better.
[00:29:20] Right? So the first thing I look at was if you look at the profit loss statement, sales and expenses and in profits, the first thing I look at is price. And so the majority of at least from our experience, the majority of small family business, they're just underpriced because we're afraid of losing customers.
[00:29:38] You set our price a little bit lower to try and attract more volume. All it's doing is you're just shooting yourself in the foot because now you're dropping your margins and now you have to work in a lot of volume. And on the cost saving basis, it's not just about cost cutting. It's about how do you increase productivity?
[00:29:54] How do you increase the output of what you're spending? So if you're spending, if you're doing, you're spending money in marketing, for example, and you're doing digital ads you know, there's a cost per click, like when you're doing Google ads or Facebook ads and stuff like that. So what if we can re increase our clicks per dollar that we're spending?
[00:30:09] And advertising, right? So that means we're getting more traffic into our website for the same dollar that we're spending in ads. And then once they get into the website, how do we increase our onsite sales conversion? And then that again, we're not spending more money, but we're getting more sales just because of that.
[00:30:26] So. We, we don't, we discount some of the little numbers, like one of our clients they had a 0.8 percent sales conversion rate on the website. I said, what if we increase it to 1.2, which is a little bit more appropriate anyway for, e-commerce. That's a 50 percent increase in sales. Huge, right?
[00:30:44] So it doesn't sound good. Point 8 percent to 1. 2. But when you break it down, percentage wise, the same dollar you're spending an ad spend, you're also increasing your sales by 50%. So looking at how do you increase the output for the money you're investing in the business is going to be huge.
[00:30:57] So that kind of reduces costs in a sense. Right. And then at the end of the day, you should have better margins. And so it's not usually one thing, not just price. Although sometimes it has been, but sometimes the combination of price and costs will get you to the margins you want. And for those listening, if you want to just at least a rule of thumb, you want at least a 15 to 20 percent net, net profit after everything's paid, including the owner's salary.
[00:31:21] If you have 15 to 20 percent net, then you have a healthy margin to be able to continue reinvest into the business to hire the people you need, the software, the upgrades, whatever. And that'll help you build a healthier business. That will in turn serve the client better, which in turn increases the value of what you're offering, which may allow you to maybe even increase the price or if you're investing into certain software equipment that makes you more efficient, you may bring a cost down so much that you can actually lower your price, your sales price.
[00:31:49] And so there's so many benefits, right, of just increasing margin and that will help you be able to just build a better business.
[00:31:57] Nicole: Yeah and he just laid down a ton of business acumen. And one thing that I will say to those who are listening, if you're in business, you need some business acumen. A lot of times we have a very distinct degree or a certain kind of experience. But you need to know the numbers. You know, that's the other thing. It's like everybody, it's like Kay Lee needs to know the numbers. And she does, she did the quick books, everybody. And you do have to, know how to sell and market. And, one of the things I'm always teaching, I don't know if y'all agree, but I'm a big cross training person. If somebody is the maintenance guy, get him out here face to face with the customers that are checking into the hotel or whatever the scenario is. The minute we understand how the whole business works. And I'm also a big fan of open book management. If everybody understands how much revenue we have and what the expenses are and we reward people for making the P& L sing. I mean, we've got to get everybody up to speed on business.
[00:32:55] So I love what you're saying. So good.
[00:32:57] Robert Fukui: I got a funny story, a cute story about the maintenance guy. There's a hotel we used to stay at when I was in pharmaceutical sales. There's a place up in Pismo beach we'd stay at if Kay Lee's coming with me. And there's this maintenance guy and he's just going around fixing the pool or adjusting a heater or whatever, but he was like, it seems like he was like customer service. Like, he got to know us. And I remember one time we just checked in. Like, I'm in the room, I'm putting my bags away, a knock on the door, and I forgot his name, um, but a great guy, it was years ago, but anyways, I open the door, and it's him, and he says, Hey, thanks, welcome back, he says, give me a bottle of wine, and I'm like, This dude's amazing.
[00:33:35] Nicole: I love it.
[00:33:36] Robert Fukui: And then one time we're up in the, on the terrace and we had dinner, you know, cause like a sunset dinner over the ocean and we're, there's a fire, there's a fire,
[00:33:44] Nicole: California, people!
[00:33:46] Robert Fukui: Pit. Yeah. And then the guy comes around, he's at, this is at night. He comes around, he looks at Kay Lee, he's like, do you need a blanket?
[00:33:51] And she's like, yes, he comes back with a blanket.
[00:33:57] Nicole: Cause she's so petite. She was freezing.
[00:34:00] Robert Fukui: No, but this guy was just amazing. I'm like, this dude's amazing. Yeah. And it made you want to come back. And he wasn't technically, concierge or anything. He was the maintenance guy. He was dressed in his maintenance gear, but he just was always looking out for people and he remembered us and yeah, he was awesome.
[00:34:15] I loved him.
[00:34:16] Nicole: Good training going on in that hotel
[00:34:18] Kay Lee Fukui: I wanted to circle back around about that, knowing your numbers as well, because how many times is like a favorite product or a restaurant or something went out of business and we would have been willing to pay more.
[00:34:29] Nicole: Yeah. Yeah. Yeah.
[00:34:30] Kay Lee Fukui: Charge us more just so we could have that product or that restaurant or that service and we're like, oh my gosh. I remember there was a restaurant. We really liked it. We would look at the prices and we're like, oh my gosh This is like really inexpensive and we're a little concerned and like months later. They went out of business We would have been willing to pay more Cause we want them to stay in business, especially small business. We need to help out our communities. They're the backbone.
[00:34:55] Robert Fukui: Yeah. just, I just, I would look at the prices and like, this is pretty cheap. I wonder how they're doing it, but they must know what they're doing.
[00:35:01] Nicole: And they didn't.
[00:35:03] Robert Fukui: like they went out of business and like, darn too bad. They should have talked to me.
[00:35:07] Nicole: Oh, that, that's so good too. Okay. All right. Well, I want to go to chapter eight. I'm checking our time here. I want to go to chapter eight. Cause we could tell- y'all, look at the book. Here's the book. I'm going to do it one more time. This is my CVS moment. Are you ready? Tandem, the married entrepreneurs guide for greater working life balance.
[00:35:23] But you know what? Even if you're not married yet, again, lots of business acumen in here and lots of good habits. All right. Chapter eight is increase your time margin. Now we talked about the calendar but it says you can't create more time, but you can create more margin. So I had put a sticky note in there.
[00:35:39] I was just like, that is an absolute truth. And there aren't many in this life, but that is an absolute truth. You have a quote from Nathan Morris. It's not always what we, that we need to do more, but that we need to focus on less, that is so good. Will you talk about that one? What do you mean by, why did you quote Nathan?
[00:35:59] Robert Fukui: I forgot how I picked his quote, but anyways, it sounded good. I was
[00:36:03] Nicole: It's really good.
[00:36:04] Robert Fukui: probably searching for quotes on time. I'm like, ooh, that one's good. That's perfect.
[00:36:07] Nicole: I think the scary thing is, it's like if you have two people running a business, they're like, you know what we could do? We could do that. Okay. Do it. We could do that. Okay. Do it. And then before you know it, you're doing 18 things. Very mediocre. Medi mediocre.
[00:36:20] Robert Fukui: Mediocre. Mediocre. Mm
[00:36:22] Nicole: here.
[00:36:23] Yes. Mediocre. And instead of doing like the three things that's, you kill it on, that you absolutely are good at. I think that's part of what Nathan was trying to say.
[00:36:35] Robert Fukui: Yeah we don't value our time the way we should. You know, it is not a renewable source, but we treat it as though it is. Right. Cause once it's done, it's done. Once it's hours up, we don't get it back as they say. So we tend to even like the calendar such, we just tend to fill up our calendars and our to do lists and we just build and build and build.
[00:36:55] We can't say no. And inevitably we are doing way too many things that are outside of our, like our sweet spot, our zone of genius as Gay Hendricks would say in his book, zone of genius. And so. The majority, most business owners are spending about 60 percent of their time on in the business activity.
[00:37:13] That kind of the busy work, invoicing, checking calendars, whatever things that need to be done, but probably shouldn't be necessarily done by the business owner and only about 30 percent of their time on the business activities or more though high level, what's casting vision, maybe doing some research and development.
[00:37:31] Writing maybe content or books, if you're a coach or consultant or whatever, some of the stuff that's going to invest into the business, that's going to drive the business forward long term, not just taking care of the day to day. So we get too caught up in the day to day because it's something we can check off our to do lists right away versus the, on the business activities are more of those long term activities that don't provide immediate turn, but it's the long term benefit.
[00:37:54] And so we really, you said three, so we would look at what are the two to three things that are in your zone of genius. So things, activities that you're really good at, but also gives you life.
[00:38:04] Nicole: Yes.
[00:38:06] Robert Fukui: And so when you're doing majority of their time on that, your business is going to sing. And so with the rest of that stuff.
[00:38:12] Right. How do you automate, delegate or eliminate some of those other things that are on your, in the business activities that you probably should be doing?
[00:38:20] Kay Lee Fukui: Because so many business owners, we aren't doing what we love. We're not doing our zone of genius. We're doing everything but that. And we're not like able to grow our business and come up with the innovative ideas. And
[00:38:31] Robert Fukui: So that's the first question we ask is, what are the things you really enjoy in the business and how much time are you able to do that week to week the statistics hold true. It's about 30 percent of their time is only 30 percent of time is in those areas that they really enjoy. And so we have to figure out how do we get it around? There's tons of automation tools now. And then now with virtual assistants, now you can get a virtual assistant for pretty much any job description. And the first thing we look at is let's get five to 10 hours back by just hiring an assistant for the busy work
[00:39:02] Kay Lee Fukui: And you don't even have to have an assistant full time. You know, you by these
[00:39:06] Nicole: it. You can do all the things. Yes.
[00:39:08] Robert Fukui: Yeah, and then
[00:39:09] Nicole: Fantastic.
[00:39:10] Robert Fukui: have to just say no to, which is the hard part, is what do you need to say no to?
[00:39:15] Kay Lee Fukui: We find ourselves volunteering for things just because somebody asked us and they didn't we don't want to say no and it's not something We even enjoy or we're good at it, just they need someone to do it. And so you're like, oh, okay, I'll do it
[00:39:26] Nicole: yeah, a hundred percent. Yeah, there's a gentleman. Hold on. I'm having a moment. Dan Sullivan. There he came. And he's got a company called Strategic Coach that I go to. Every coach should have a coach, or they're a big, uh, Hypocrite. So I go see Dan and he talks about your unique ability and he's got a whole book on your unique ability that will help you, all you entrepreneurs out there.
[00:39:45] And CEOs and all, even if you're not owning the company, you should read that book. All right, we got two chapters left and just a few minutes, but I don't want to skip anything. So the one chapter, chapter nine talks about stop swinging for the fences because, You don't have to make a home run. You just have to get on base. Right. And that is not a marriage analogy or is it?
[00:40:06] Robert Fukui: It's a dating analogy I think
[00:40:08] Nicole: I'm just saying Kay Lee was a good girl. I'm just saying. Okay. All right. Go ahead. What, why should we stop swinging for the fences? Talk, talk to us about that.
[00:40:17] Robert Fukui: I've fallen to this myself, but a lot of entrepreneurs are looking for that home run thing that's going to propel their business forward. Right. That one video that's going to go viral or that one big sales contract or whatever. So we're looking that one big thing. That's, you're swinging for the fences versus making the series of small changes because every business has room for improvement. So if you just improve what we're already doing, we, the money is going to flow. Right. So I talked earlier about just margin and time and then increasing performance. So we have to look at the metrics or the key performance indicators, right? Those KPIs,
[00:40:53] Nicole: Mm hmm.
[00:40:54] Robert Fukui: Things that we don't tend to look at because quite frankly, when you look at this profile, most entrepreneurs aren't C's, right? Or they don't have a high degree of C, right? They're more
[00:41:02] Nicole: We've got a lot of D- i in the entrepreneur category.
[00:41:05] Robert Fukui: Yeah, maybe some S, right? So that's the predominant in the DiSC profile. So, I'm a unicorn because I'm a C-S.
[00:41:11] Nicole: You are quite bizarre, but it's okay. Do you,
[00:41:14] Robert Fukui: Exactly.
[00:41:15] Nicole: loves you and I do too.
[00:41:17] Robert Fukui: Somebody's gonna be there for the organization, right? Um, so we helped them just develop some key. Just a simple metrics to measure. And so, one of our clients that was hemorrhaging 800 grand a year actually lost up to 1.5 one year before they hired us. And so
[00:41:35] Nicole: Oh God. Just in time.
[00:41:37] Robert Fukui: You know, how we turn it around in one year was literally the metrics. I said, okay, let's line up all the data
[00:41:43] Kay Lee Fukui: And stuff nobody wants to do
[00:41:46] Robert Fukui: profit margins from your profit margins to, activity, team activity. And then look at the metrics, all the marketing metrics and all that, and just say, okay, how do we improve, X percentage in these different areas from click throughs to open rates, to even how units ship per person, cause they're, they had a warehouse and they're shipping stuff out. So investing into better POS and inventory control systems. So they weren't, walking all over the warehouse all the time and wasting time, but how to be more efficient when they're picking up orders.
[00:42:16] Nicole: Right. Little 5S in there.
[00:42:17] Robert Fukui: Yeah. So that increased their units shipped per person kind of thing. Right. So looking at all these different metrics and say, we just improve in all these different areas, even if we don't hit 100 percent improvement in all the different areas, but we're going to improve, right? We're going to improve and including bottom line. And so I purposely. I didn't set, have them set profit goals, but they set sales goals because they're saying sales. We need more sales. We need more sales. I said, no, you need more profits. So, they're doing 5 revenue. I said, look, you're doing 5 million a year in revenue. If you can't turn a profit at 5 million in sales, then something's wrong. Right. So, yeah, so, they were performing, they're making improvements and then end of the year. I'm just, I sit down with the CFO and he says, Oh we've surpassed our profit goals. So awesome. That's amazing. But he still had this like somber look and I'm like, what's wrong? He's like, well, team was a little disappointed cause we missed our sales goals. And I'm like, uh, so?
[00:43:19] Nicole: Right.
[00:43:20] Robert Fukui: Did everybody get paid?
[00:43:22] Nicole: And that's part of the culture, right? It's like we have to change the way they think. We got, got to get them "lit" in a different way, thinking in a different way.
[00:43:31] Robert Fukui: So I said, did all the bills get paid? Yes. Did you get paid? Yes. Were bonuses issued? Yes. Did I miss anything? No, but we have more money in the bank. Yes, we're profitable. So again, so what? So I said, go back to your team and pump them up because you did great, right? You went from losing 800 grand last year to, squeezing out a 5 percent net in a year, I mean, that's a huge, huge turnaround.
[00:43:57] So I said, congratulations and go Buy them some pizza or something. Do something fun, right?
[00:44:03] Nicole: That's right. And don't miss that these two help them do it. That's the thing. So don't miss that everybody. All right. Last chapter, stay focused. So bring us home stay focused, make sure you and your spouse are clear on the big picture. So this vision casting, this will be the third time we talked about it. But you need a vision, people. So, third time we're going to talk about it. So you devise it, you write it down on day one or day hundred one, but what do you have to do with the vision?
[00:44:31] Robert Fukui: You gotta execute. So,
[00:44:33] Nicole: Pay attention to it and keep working on it.
[00:44:36] Kay Lee Fukui: I want to say like, what's the percentage of people that look at their goals that they actually, their vision that it actually comes to fruition. Do you remember what that is, honey?
[00:44:45] Robert Fukui: Well, I think what you're referring to is like the people who write down their plan or vision and check it frequently, earn 7x over in their lifetime over those that don't.
[00:44:55] So writing the vision, coming up with the vision, writing down is not enough. You've got to keep checking on it. And so that, alluding to our weekly meeting, that's why the vision and the weekly meetings go hand in hand in order for you to accomplish it. And also know that the path to your end goals isn't going to be straight, and you've got to be flexible enough to adjust or pivot. 2020 was a huge pivot, right? There's always moments in a business lifecycle that you're going to have to make some changes. One that was unplanned, right? Because there's always going to be something, when you do, like, say, when you're doing SWOT analysis, right? Those threats, those are things that are outside of your control. So there's always going to be things outside of your control that are going to force you to pivot and you don't want to stay stuck, because this is the way you've done it, right? One of our first consulting clients was a business that was in business for 40 years and they kept talking about that.
[00:45:48] They're celebrating a 40 year anniversary and their business is going down, right? And so every new marketing plan or suggestion we're talking about, they just shot it down.
[00:45:57] Nicole: We tried that in 1973.
[00:46:00] Robert Fukui: Or, you know, it won't work. That's not how we do it. Even something as simple as having voicemail
[00:46:06] Nicole: Oh Lord
[00:46:06] Robert Fukui: They would not put on. So I'm just like, okay. One after another, they're just shooting it down. And I was like, look. You know, you got to change, right? Because you keep talking about how you do things and what works, what doesn't work; yet, clearly what you're doing is not working.
[00:46:24] Nicole: Right. That's the way we've always done it. It's worked this far. Well, it's not going to work for another 40 years. We guarantee it.
[00:46:31] Robert Fukui: So, don't stay so stuck and married with the idea. You've got to be flexible enough to know that you need to change. And so you got the vision. It doesn't necessarily change the vision, like the vision, your lifestyle and all that stuff and how it's going to be. Yeah. But the path to get there may not be that straight linear path. And so you just have to be flexible enough to do that. But I think the constant check ins to talk about those things is very important.
[00:46:53] Kay Lee Fukui: Well, and I think too, like having the vision in front of you. So when you go to make decisions, we'll get the, our vision in front of us and say like, okay, is this part of our vision? Or is this totally getting us off track? Cause it's so easily like. How did we end up over here? Like, you know what I mean? We were supposed to be way over in the other direction. So that'll be like, okay, that's not really the game plan of where we're wanting to go. We love this idea and it's fun, but maybe, you know, maybe another time, not right now. 'Cause we need to stay focused
[00:47:20] Robert Fukui: Or even the opposite where it feels like you're moving in a direction that's going to take you off your long term vision. But if you look at it and say, Oh, I think there's still a path back. Right. So I think that's that true North that helps you keep anchored and help you make decisions: is what we're doing, is this pivot, appropriate or not?
[00:47:37] Nicole: Yeah. And what you're talking about I think is so interesting, and I do have a little story I'll add to what you're saying. Um, I had a gentleman, they had a CPA firm, and the husband and the wife were both CPAs, and the wife was in the business, and loved doing accounting for 25 years. Well, then she was exposed to this thing called coaching. And because she got herself a coach and she's like, Oh my gosh, I think this is what I want to do with my life. And so, it could have disrupted the whole firm because he could have been like, no, no, no, we've put 25 years into this thing, and he could have forced or whatever, been upset.
[00:48:19] But like what they did is they sat down and say, okay, let's make a vision to get you out of here. And they did. And so they found somebody, they trained him up, taught him everything Donna knew how to do. And Donna has a thriving, amazing coaching practice today. So I think it's the check ins and the timing. But get back to the very first thing people. The calendar.
[00:48:45] Robert Fukui: Calendar is amazing.
[00:48:46] Kay Lee Fukui: Yeah. That's one of our big secrets: the calendar
[00:48:49] Robert Fukui: To control your calendar, don't let the calendar control you. Right.
[00:48:52] Nicole: A hundred percent. All right. How do we find you people? We have problems. We need you. How do we find you? What is, how do we get ahold of you immediately? Oh,
[00:49:01] Kay Lee Fukui: Marriedentrepreneur.co is our website. And then we also are "Thriving in tandem." Oh, give me that one. My detailed husband, sorry, switched it up on me.
[00:49:11] Robert Fukui: So we have a specific landing page for your audience, right? Marriedentrepreneur.co/Vibrantculture.
[00:49:17] Nicole: Oh nice.
[00:49:18] Robert Fukui: If you go to that specific landing page and then if you do want to just chat with us, there's our discovery call button right there, or, we have the book, Thriving in tandem. And also if you really don't want to spend the 20 bucks, there's a free gift, the work life balance guide that you can download for free. So, but yeah, if you get the book, the book is a, it's a book, it's a course, it's a
[00:49:40] Nicole: It's all the things people. Yeah. Visit our website. Visit, listen to our podcast, schedule a discovery call or email us. It's all in this. So invest the dollars right in the book. That's what you have to do. See if you like it. If you listen to this and you like it, you'll like it. All right, everybody, this has been another episode of the Build a Vibrant Culture podcast. So if you're married or not married. This is the place you need to be to learn about, learn to get people lit from within, help your employees shine, help yourself be an amazing, vibrant leader. I'm so grateful to you two. Thank you!
[00:50:13] Robert / Kay Lee Fukui: Thanks. Thanks, Nicole. It's great. This was a of fun.
[00:50:15] Nicole: Great to be with you.
[00:50:17] Speaker 2: Thank you for joining us on this episode of the build a vibrant culture podcast. If you found value in today's episode, please take a moment to leave us a review on your favorite podcast platform. Your feedback helps us improve and reach more like minded listeners. Remember the journey to building a vibrant culture never stops.
[00:50:37] Stay inspired, keep nurturing your vibrant culture, and we can't wait to reconnect with you on the next exciting episode of build a vibrant culture.