VIP One of Warren Buffet’s Keys to Success

I probably don’t need to tell you who Warren Buffet is (no he’s not related to Jimmy Buffet) and is probably the most successful investor of all time, and one of the richest people in the world.

He’s wicked smart: University of Pennsylvania (Wharton School of Business), University of Nebraska, and Columbia Business School where he studied under the great Benjamin Graham.

And, for all that education, any idea what he considers his most valuable training … and something he prominently displays in his office in Omaha, Nebraska?

Take a listen to this Jamming with Jason podcast episode to learn what Warren believes has been one of his biggest keys to success, and how you can follow this same success principle in your career.

http://www.jasonmefford.com/jammingwithjason166/

Get a VIP backstage pass and behind the scenes information when you join the VIP Lounge with Jason Mefford: https://www.jasonmefford.com/vip/

E168: Getting Words to Work with Sara James

Are your audit reports effective? Are you communicating your findings in a clear and concise manner?
Sometimes our reports can be written in a watered down way that ends up diluting the points we’re trying to make.

In today’s #jammingwithjason #podcast episode we speak with Sara James who can shed some light on how we can better utilize the words we use in our report writing.

Sara has a background in languages and literature who has studied and taught at universities in France, U.S.A and U.K.
Having then moved into IT and Finance, Sara turned her focus to internal audit. Currently she runs a business called “Getting Words to Work” that is centered around internal audit report writing.

Reach out to Sara and connect on her website: www.saraijames.com or on LikedIn.

Transcript

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Jason Mefford: Welcome to another episode of jamming with Jason.

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Jason Mefford: A today, I have a very special guests with me Sarah James and i’m not really sure where this podcast is going to go exactly but we’re going to talk about.

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Jason Mefford: Music probably is going to come up communications how we’re working as teams and so stay tuned because you are going to want to listen to this episode because it’s going to entertain you as well as educate you so with that let’s roll the episode.

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Jason Mefford: All right, Sarah welcome i’m excited to be talking with you today, I know we’ve talked a few times before, and.

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Jason Mefford: We both like to go down little rabbit holes so i’m i’m excited for today’s episode because i’m not sure what exactly we’re going to talk about but it’s gonna be beneficial for people right so so welcome Sarah how you doing.

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Sara I. James: i’m all the better for being here with you Jason Thank you.

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Sara I. James: So much.

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Sara I. James: for inviting me it is such an honor, especially given some of the great and good that have already appeared on your podcast and from whom i’ve learned a lot really I think it’s fantastic thing you’re doing here.

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Jason Mefford: Thank you that’s a good way to start stroking my ego to get us going right.

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Sara I. James: no bad thing.

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Jason Mefford: Well before we get started just you know for people that aren’t familiar with you.

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Jason Mefford: Already just just give kind of a brief background as to who you are what you do and then like I said let’s jump in because because we talked before there’s a lot of different places, we can go here and we want to.

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Jason Mefford: make this pretty conversational entertaining as well as educational for people.

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Jason Mefford: So yeah tell tell people a little bit about yourself and then let’s start going down some rabbit holes.

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Sara I. James: Excellent rabbit holes await and in the meantime yeah so i’m Sarah I James and I run a business called getting words to work see what I did there.

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Sara I. James: And my thing my obsession is internal audit report writing because I know how to have fun.

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Sara I. James: and

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Sara I. James: i’m fortunate enough to be able to run tailored internal audit report writing training, but also training for risk and compliance specialists and even people outside assurance functions.

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Sara I. James: across the globe, so a lot less travel over the past year, but i’m still delivering the training and last count I delivered it to over 5000 people globally everyone’s still alive.

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Sara I. James: No visible bruises.

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Sara I. James: and, more to the point, they say that you know when they follow the tips and techniques, I share and really practical exercises.

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Sara I. James: That it makes their lives there a little bit easier and you know who doesn’t need that especially these days, so you asked a little bit about my background, which you will not be surprised, as kind of international.

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Sara I. James: Real emphasis on languages, I speak several some open for debate how much sense I making any of them, I suppose, depends what.

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Sara I. James: time of the day, you catch me but yeah but my background, maybe not the traditional path into audit, so I started as an academic specializing in languages and literature so already there was that passion for the word.

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Sara I. James: And I researched and taught universities in France and the US and the UK and also worked in academic and research and reference publishing in France, the US and the UK and then what I like to say is I got tired of being poor.

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So.

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Sara I. James: I ran away to what people call the real world, which still makes me laugh and I worked in it, and then in finance sure.

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Jason Mefford: To the sector easy and finances, the real world.

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Sara I. James: Yes, the real world and, as we know, they they use language so carefully and judiciously and elegantly not.

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Sara I. James: But when I was in both of those sectors in different companies and I started getting a taste of internal audit and.

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Sara I. James: So i’ve been a member of the Institute of internal auditors for quite some time now, of course, i’m a certified internal auditor and for an extra free soul of amusement i’m on the technical guidance working group in the UK.

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Sara I. James: So we do a lot of good stuff, I think, or we try to for the members and put out lots of guidance about internal audit engagements but also about.

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Sara I. James: fun things like you know, data protection and tax law and really exciting stuff like that, but you know, trying to help make our Members lives easier so yeah that’s what I do in between all of the teaching and the training and the coaching and the consultancy.

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Jason Mefford: Well, I know it’s interesting because you said you know you transition and it finance they obviously have.

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Jason Mefford: Their own language internal audit as well, has their very own specific language right, and I think.

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Jason Mefford: You know we’ll jump into that more because I think a lot of the language we try to use is put off.

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Jason Mefford: So to most other people right because we use certain words.

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Jason Mefford: You know, to mean certain things, but the rest of the world uses those words to mean something completely different right and so.

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Jason Mefford: When you don’t get people to listen to you or people are kind of you know scratching up their nose, when you say something you’re like what i’m just talking right.

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Jason Mefford: that’s part of the reason for it right.

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Jason Mefford: But, but I love what you do too, I mean it’s I don’t do much training anymore, but if I do it’s only going to be customized training.

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Jason Mefford: which you know again there’s diamond doesn’t stuff that’s out there there’s not very many people that actually really customize it.

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Jason Mefford: and make it to what you’re doing so i’m i’m glad that there’s somebody else like you out there that’s helping people actually customize this to where where where people need to go.

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Sara I. James: I think that’s interesting what you’re saying, because the customizing i’ve just realized, as you were speaking.

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Sara I. James: It gives me a particular insight and it helps me see how internal audit and other assurance functions are developing over the years.

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Sara I. James: Because typically i’ll receive about a dozen writing samples from a client, so I can tailor the training to their needs and what I see is certain things developing.

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Sara I. James: I also see when people respond to maybe two periods of crisis, either by trying something that’s completely out there, or by going back to what has tried and tested, but maybe not best, for you know that.

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Sara I. James: That situation, I mean i’ve got lots of experience of teams across the globe and all sorts of sectors and so of course they’re huge cultural differences, not just nationally, regionally, but within you know sectors and organizations.

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Sara I. James: And i’ll adapt to those differences but i’m also seeing the commonalities you know what.

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Sara I. James: brings internal auditors together across the globe and one thing i’m thinking is what you were just referring to is the sheer tone deafness that we can sometimes exhibit.

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Sara I. James: When we i’d like to think I don’t do it so much because i’m attuned to it after nearly 33 years of working with language and languages, but we do fall back on certain terms that sound at best dry and it were slightly grudging i’m thinking, for instance, the term adequate.

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Sara I. James: um when we assess a control is being adequate.

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Sara I. James: If somebody I don’t know.

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Jason Mefford: I don’t know about you, but I love to be considered adequate right isn’t that just like one of the biggest compliments, you can give somebody oh Sarah your adequate.

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Sara I. James: Jason I think we said that you know this isn’t the therapy moment.

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Sara I. James: That our childhoods.

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Jason Mefford: yeah yeah.

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Sara I. James: But it, it does tie into people’s insecurities and you think you know when you’ve come across somebody is put their heart and soul quite sadly.

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Sara I. James: into developing actually what is a very rigorous well designed well thought out control.

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Sara I. James: And you say yes that’s adequate what a let down, you know what’s stopping us saying okay that’s really thorough, I see how you brought in all the relevant.

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Sara I. James: You know, regulation and you’re looking at best practice you’ve benchmarked it so if you can actually get people to do that that’s a really good control, you know what’s stopping us saying it, and the answer is nothing.

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Jason Mefford: Well, just just preconceived notions right, I mean again it’s it’s the, this is one of the reasons why i’m trying to shake people a little bit and wake them up.

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Jason Mefford: right because because we just go and use words like adequate rice.

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Jason Mefford: And, and we don’t think anything of it, but to the person who’s hearing it that’s such pretty offensive right, you know, like like you like you said somebody’s been working really hard it’s like.

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Sara I. James: it’s like it’s so quick yeah.

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Sara I. James: Right it’s a C plus on something you thought was at least to be plus or maybe an a minus if you call it the teacher on a good day and they’re telling you it’s a C plus whereas maybe it’s a minus.

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Jason Mefford: Well, so so like you said, I mean you, you, you call your business getting words to work right so so here here’s one of those things right is I mean again we look at that word adequate what are some better words that we could use instead of saying adequate.

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Sara I. James: I would say it depends show me.

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Sara I. James: Show me your working papers show me your thought process tell me about the context tell me about your audience tell me what it is you want to inspire them to do to improve things in their organization.

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Sara I. James: because all of those things will influence the words you choose and I always say in the transaction between writer and reader.

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Sara I. James: And one thing I didn’t mention is i’m still a professional writer and and copy editor.

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Sara I. James: In between the other things I do the only person who matters is the reader.

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Sara I. James: And I think, very often writers get in their own way, and then they get the readers why.

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Sara I. James: I think fear is behind a lot of things, so people in risk.

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Sara I. James: or assurance or audit functions are very risk averse.

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Sara I. James: and

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Sara I. James: I see people falling back on a very narrow sometimes impoverished vocabulary that they feel is safe.

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Sara I. James: And they say, well, if I pick from say this column of pre approved words and then I tack on something from this column of phrases that my manager is signed off in a previous report.

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Sara I. James: And then I maybe add a buzzword or two that’s making the rounds in the organization, nobody can object to that, but the thing is.

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Sara I. James: Their own thoughts their own insights their own personality is not coming through its last you know so they think they’re playing it safe but actually what they’re doing is.

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Sara I. James: What George Orwell referred to is you know gumming together prefabricated words and phrases and it’s tempting because it’s saves us the trouble of thinking really hard about what we have to say, what are the fewest words to say it.

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Sara I. James: But it helps us fill up the page pretty quickly with black barks and we can convince ourselves we’ve done the job we’re rarely delivering good news so there’s another fear element there.

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Sara I. James: You know we’re rarely telling someone in the first line that their risk and control framework is a thing of beauty and joy forever.

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Sara I. James: You know, at best, we might admit parts of it are adequate and they’re even some controls, the proof to be effective.

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Jason Mefford: you’re in.

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Sara I. James: The lesson, but you know, usually we’re finding fault and it’s, how do we convey that clearly and concisely, without fear or favor.

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Sara I. James: And also, without you know.

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Sara I. James: creating unnecessary conflict or thoroughly discouraging the recipient.

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Jason Mefford: Well it’s interesting because you brought up Orwell.

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Sara I. James: Right, so you know again he’s he’s actually one of my.

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Jason Mefford: My favorite authors.

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Jason Mefford: Several but but it’s interesting because you know Orwell, what was the term that he used.

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Jason Mefford: Word speak, I think.

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Sara I. James: we’re speak.

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Jason Mefford: yeah where it was kind of the dumbing down of the.

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Jason Mefford: Language as well, right in the future, and he wrote dystopian novels so again we don’t want to live in a George rr we Orwellian dystopia.

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Jason Mefford: But he was kind of describing right.

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Jason Mefford: What what could happen, and I think what actually is happening, where.

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Jason Mefford: We dumbed down language you talked about you know pre approved words buzz words other things like that right because we’re we’re trying to soften it so much that we’re actually not really saying anything at the end of the day, right.

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Sara I. James: Instead, right, and so, whether that’s good.

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Jason Mefford: Or whether that’s bad we’re kind of dumbing it down both ways and so again like you said, instead of giving somebody prays we use a word like you’re adequate.

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Jason Mefford: Right, I mean Come on, if you if you’re in a relationship with somebody and they say, do you love me and they say well you’re an adequate lover I mean come on that’s that relationships not going to last probably.

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Sara I. James: What if they said you were effective as well Jason oh.

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Jason Mefford: I was effective.

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yeah.

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hey we can all dream.

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Jason Mefford: it’s very it’s very analytical, though.

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Sara I. James: Right it, it is and it’s although no it’s not it’s clinical it’s not analytical.

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Sara I. James: So I think if it were analytical there to be greater variety and freshness in the vocabulary, and let me make clear i’m not asking people to fancy pie there i’ve just made up a word they’re writing i’m not asking people to to dredge there you know.

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Sara I. James: SA T vocabulary lists out of deep dark memory, people often think that the longer the words and the fancier the sentences, the more they’re going to impress the reader but again they’re thinking of themselves, not the reader.

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Sara I. James: And so I always say just imagine the reader and what you want them to do the minute they finished reading the report and then think of the fewest best words to inspire them to do that because you’re talking about.

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Sara I. James: The dumbing down, and I would call it the diluting and the neutering our language, because what I want to get to is is for people to answer the questions, so what see here’s me the auditor swinging in saying what’s the risk, so what Why do I care.

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Sara I. James: And it’s actually really serious because, when people write on autopilot and they churn out these word eternity sentences that could mean anything, and nothing.

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Sara I. James: What we eventually say is the reader reading something time and again, and still having no idea what they’re supposed to do so that’s a huge waste of.

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Sara I. James: resource so that’s a loss to the organization in purely financial terms it’s wasted time is wasted money and then, if they don’t actually know what they’re supposed to do what are they going to do either the wrong thing or nothing.

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Sara I. James: So, you know as an auditor you failed because your reader who is supposed to correct the problems you found.

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Sara I. James: is either going to do nothing, so the risk remains on mitigated or they might hair off in the wrong direction down the wrong rabbit hole and burn up.

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Sara I. James: Time and budget and resource correcting the wrong thing, and the risk still remains the mitigated so you know, we really do have these problems and I i’ve got two concrete examples that just popped into my head.

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Sara I. James: That I can share that might really bring this to life for some listeners and make them think oh wow I saw this recently in working papers or a draft for maybe we shouldn’t do that when I worked in finance, something I saw.

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Sara I. James: Just countless times was the weasel phrase.

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Sara I. James: issues around resource and leaving aside, you know that weird preposition what are issues.

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Sara I. James: Do you mean problem, but you don’t have the spine to say it, do you mean a finding.

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Sara I. James: Do you mean the topic of conversation, do you mean children, he died without issue in 1756 you know if something has four meanings it has no meaning or less, meaning that you might think.

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Sara I. James: And issues around resource okay you’ve got a problem with resource, what is it either you don’t have enough people.

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Sara I. James: You have them, but you haven’t trained them yet or you have them you’ve trained them and guess what they are still naughty puppies and you still have to put the newspaper down every morning.

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Sara I. James: In which case, why so unless we actually say specifically what the problem is, how can we possibly work with the first line on a solution through a recommendation.

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Sara I. James: Another example I thought of was.

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Sara I. James: Somebody very senior in order it wasn’t a chief audit executive but someone may be a level below who, I think, after numerous bruising encounters with first line managers who are really resistant to findings.

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Sara I. James: He was just he was like a poor kicked puppy and his way of dealing with it was to water down every report to the point of nothingness.

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Sara I. James: And I remember looking at one report.

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Sara I. James: And i’m thinking of one person in particular it’s not the only time i’ve seen it i’ve read about two and a half thousand reports at this point i’m still standing.

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Sara I. James: and

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Sara I. James: He talked about a risk of financial loss due to manual error.

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Sara I. James: I thought Okay, and then I kept reading and I saw the all the suggested actions to correct this were really to do with tightening up Anti Fraud measures.

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Sara I. James: And so I said well i’d read it, as people are making mistakes with manual entry.

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Sara I. James: You know there’s a problem with the system problem with training, what is it the answer was, oh no actually, the problem is fraud.

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Sara I. James: And I said well how does manual error come into it has somebody mistakenly keyed in their own bank account details, instead of customers.

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Jason Mefford: It wasn’t an error if it’s fraud.

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Sara I. James: Did somebody you know manually make an error by dropping their moral compass in the street on the way into work, how you know how did you get from fraud to manual error.

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Sara I. James: And the responsible as well, they react so badly, when we talk about risk of financial loss due to fraud and I said that this are two vastly different things.

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Sara I. James: In a you’re actually obscuring the truth.

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Jason Mefford: Well, and so here’s here’s here’s The interesting thing when you say that right is auditors, you know we’re we’re you know we’re objective.

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Jason Mefford: You know we all these words that we’d like to use.

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Jason Mefford: But the fact just what you just said right shows that that person was dumbing it down so much that they were actually almost being a little fraudulent themselves by not accurately describing what was going on right.

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Jason Mefford: And so we can end up.

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Jason Mefford: You know not not.

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Jason Mefford: not communicating and actually not having that professional skepticism and due diligence that we are supposed to have in there because again.

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Jason Mefford: However, you communicate whether it’s you know verbally or in a report, it is supposed to reflect the work that was actually done.

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Jason Mefford: So if if you’re watering it down so much that it’s actually not explaining what what what actually happened like risk of financial loss due to manual entry a know.

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Jason Mefford: Right fraud related to ml or whatever it happened to be right.

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Jason Mefford: The the message isn’t coming across and in fact I would argue that by doing that you’re outside of the standards that you’re trying so so badly to follow by dumbing it down you’re actually not following the standards.

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Sara I. James: yeah the code of ethics.

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Jason Mefford: yeah.

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Sara I. James: You know, plays a role here should play a role, I mean, in this case I was coaching the person and.

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Sara I. James: The reason they were behaving in this way was because, as I said they were like an office kicked puppy poor thing, and you know it was from anxiety and defensiveness so it wasn’t going to help for me to say you know you’re basically making yourself an accomplice.

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Jason Mefford: In fraud does happen, because I don’t think that would have helped.

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Sara I. James: But you know I said Okay, why do you think this is more effective because surely you know if I were a senior manager I would want to know where the holes are.

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Sara I. James: In my processes in my area that I need to plug to stop fraud happening, I said you’re not telling them they’re committing fraud you’re not accusing them of anything you’re just showing where the vulnerabilities are.

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Sara I. James: so that they can respond and the response was Oh, we found if we soften it they receive it better, I said i’m sure they do, and my question is, do they then address it in the way you expect, or do you get repeat findings and I think you know what the answer was.

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Sara I. James: Of course repeat findings.

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Sara I. James: So those are two concrete examples that i’ve seen I mean I might associate them in my mind with you know some specific people i’ve worked with but I certainly seen them in numerous organizations in numerous sectors, and I think this comes back to.

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Sara I. James: You know, a point I made when we were having a conversation, one day, which is the human element, the human dynamics and you were saying we auditor, as you know, we see ourselves as objective we try to be, but you know.

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Sara I. James: we’re we respond to things intuitively and emotionally as well, and I think we need to be aware of that and not think that we’re somehow above.

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Sara I. James: Common human responses and blind spots and assumptions, you know we just have to be alert to them.

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Jason Mefford: Well, and it’s interesting because you know I use the word analytical a lot that I think a lot of times we are.

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Jason Mefford: way more analytical than we should be, we need to be more emotional not not to be emotional, but we need to acknowledge and bring in emotion.

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Jason Mefford: right but but, but the word that you use to clinical is even stronger than the analytical which I think is a better way of saying it right so let’s just kind of pause for a minute and let’s just make some silly ass.

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Jason Mefford: analogies analogy here right that again if we are dumbing down our words.

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Jason Mefford: If we’re using particular words like adequate.

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Jason Mefford: Or, I mean again there’s a whole bunch of words that we’re using right findings issues you know all kinds of stuff right great.

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Jason Mefford: risk and in general to right and we need to get away from using that risk.

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Jason Mefford: That word and probably start talking about certainty management, but that’s.

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Jason Mefford: A whole idea for another.

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Sara I. James: episode, I know.

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Jason Mefford: you’ll hear me talk about that more in the future.

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Sara I. James: that’s another whole.

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Jason Mefford: yeah that’s another rabbit hole we don’t have time to go down today but up, but I will write listen listen to future episodes i’m going to be going down that hole.

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Jason Mefford: But so imagine again right that, if we are being so clinical in how we’re doing it that our work papers probably look like medical records okay.

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Jason Mefford: And so, again I audited some hospitals and other medical facilities over the years and I will tell you it is Greek to me right you’re reading those those files and you have no clue what they’re actually talking about they’re using.

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Surely.

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Jason Mefford: yeah well I used to say great but yeah It really is Latin for.

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Jason Mefford: That stuff.

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Jason Mefford: But so again, our work papers are probably very clinical you know analogy guys to a a medical record now if we’re using those same terms.

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Jason Mefford: If you’re the doctor you’ve got the medical record you’ve got your work papers quote unquote right your medical records.

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Jason Mefford: Now, if you go into your patient you’ve done all of these different tests you’ve done all this stuff you’ve got all these fat and fancy Latin words that you use in medical terms right.

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Jason Mefford: And, and you know you you sit down with the person, that is your patient.

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Jason Mefford: And you’re trying to communicate to them what what is going on right so i’m i’m communicating to that well.

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Jason Mefford: If I if I sit down and say, well, Sarah in my professional opinion as a surgeon, for the last 45 years and I happen to be, you know, a board certified doctor of the American physicians association blah blah blah bullshit right.

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Jason Mefford: And, and we ran a battery of tests on you and found out that you have a you know left contusion hemoglobin blah blah blah blah blah blah I don’t know I don’t even know what the terms right.

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Jason Mefford: But if I say that to you you’re going to scrunch up your nose and go what the hell, are you telling me do I have cancer or not right it’s like.

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Sara I. James: i’ll just tell you to go away and i’ll just tell you to hand over the papers, so I can read them for myself yeah.

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Jason Mefford: In the in the patient’s not going to know right, so how many of our otter reports are just like that, where somebody reads them and they’re like I don’t even know what you’re saying.

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Sara I. James: I love that you raised this point because an analogy, I use all the time, with my clients.

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Sara I. James: Is a medical one because time and again I look at executive summaries that are nothing more than a condensed russ recital of the findings.

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Sara I. James: And what I say to them is.

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Sara I. James: The findings.

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Sara I. James: are coming from your test results.

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Sara I. James: The executive summary is the diagnosis.

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Sara I. James: And you need to use your insight and your judgment and at that point.

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Sara I. James: People start freaking out because they say that subjective that’s personal that’s my opinion, I say yes What else do you think you’re being paid for, besides your opinion, you know not based on today’s horoscope but based on your experience based on your extensive and thorough.

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Sara I. James: Engagement work based on the test results I said, because otherwise, you are like a patient or.

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Sara I. James: You know the first line is like the patient who goes to the doctor and says i’m not feeling well or it’s a routine checkup and, as you say Jason the doctor orders a battery of tests and then calls the patient back and says right we’ve got your results and then recites a litany of numbers.

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Jason Mefford: There isn’t.

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Jason Mefford: there’s 2.3 you.

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Jason Mefford: Baba Baba Baba yeah.

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I mean exactly what.

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Sara I. James: The litany of numbers and the exact summary should be saying you’re healthy you’re not well if you’re not well this is how bad, it is, and this is what you need to do.

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Sara I. James: And that seems to.

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Sara I. James: That seems to ring a bell with them, but to get from their comfort zone of being able to quantify things and again putting that very objective clinical gloss on things to insight and judgment and putting some of your own personal slant on it.

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Sara I. James: And i’m not talking about prejudice or assumption or bias, but talking about you know you Jason with all of your experience in all the different fields you worked in you’re bringing up a body of work and knowledge to bear.

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Sara I. James: That can’t be quantified but it’s an essential part of bringing that executive summary that diagnosis to life.

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Sara I. James: But it’s really hard, I think, to get people in assurance functions to do that, especially I find if they’ve got accountancy backgrounds, they cling to the quantifiable, as if it’s their lanky.

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Sara I. James: And I do have to say, often to junior auditors that just because you can count something doesn’t mean accounts.

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Sara I. James: and especially with risk based internal audit, you know, very often, the biggest and scariest risks might not be easily quantifiable.

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Jason Mefford: Typically they’re not then that.

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Jason Mefford: scares people and that’s why they why they tend to go away from it and go.

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Jason Mefford: Audit something silly like $100,000 thing over here when they’re ignoring a $50 million issue over, on the other side yeah.

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Sara I. James: Absolutely, and you know one thing I can think of is.

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Sara I. James: A finding that I use from.

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Sara I. James: A public audit body, not in the US, but they publish my law all of their reports and they published a report on the criminal justice system.

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Sara I. James: In that jurisdiction and they talked about the fact that all of the different organizations involved in criminal justice in this country, and there are hundreds of them.

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Sara I. James: don’t have any adequate or effective means of communicating with each other, one example, they gave was they discovered that.

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Sara I. James: During a.

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Sara I. James: Pilot They ran.

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Sara I. James: A third of the people who.

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Sara I. James: Court officers went to fetch from their homes to appear in court were already in prison.

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Sara I. James: So they thought they were at home, they were in prison and they had been for some time, but the core officers didn’t have that information so it’s not too much of a stretch to say, well, if they think people are in prison and they’re out.

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Sara I. James: or they think people are home and they’re in prison.

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Jason Mefford: Maybe they’re actually sitting on.

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Sara I. James: their will and they’ve had cases like that, where people they thought were in prison were actually released and nobody told the responsible parties and bad things happened, and yet the risk statements.

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Sara I. James: were all about efficiency and how many hundreds of thousands, we could save if our communications process was more streamlined and i’m reading this and i’m thinking.

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Sara I. James: you’re talking about people being in prison, when you think they’re at home and vice versa, and you honestly don’t see any risks such as public safety.

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Sara I. James: You know, trust in the justice system people’s chance of getting a fair trial, because if all the parties involved in criminal justice are supposed to share information, you know our Defense lawyers getting all of the prosecution’s information.

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Sara I. James: You know, there are all of these things going on, I mean data protection out the window.

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Sara I. James: None of that was mentioned, it was purely quantified Oh, you know, we could save 100,000 every three weeks if we improve this process.

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Sara I. James: well.

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Sara I. James: Some people getting killed as well.

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Jason Mefford: Well, and that’s where I was going to go right is again that’s a very clinical way of kind of saying it right well again.

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Jason Mefford: Oh, we could save a couple hundred thousand dollars i’m just throwing numbers out there right people probably aren’t going to care about that as much as did you realize that we have 50 you know.

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Jason Mefford: what’s the right term rapists, who are actually like violent rape us who we think are supposed to be behind bars but or not, and so.

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Jason Mefford: Are people going to care about $100,000 of savings, because of the communication breakdown or the fact that there could be 50 violent criminals that are out there.

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Sara I. James: yeah maybe the next victim from.

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Jason Mefford: Being victimized.

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Sara I. James: And maybe they’ve served their sentence and they’ve been released appropriately.

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Sara I. James: But if you haven’t told a probation officer, if you haven’t told the people who are supposed to arrange you know secure housing.

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Sara I. James: If you haven’t told the people who are supposed to provide support, you know what do you think’s going to happen.

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Sara I. James: Things are going to fall between the cracks and the consequences are a little bit worse for everyone involved, then some you know missed opportunities to make savings and.

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Sara I. James: I think that’s an extreme case but certainly public sector is where all the scary stuff happens isn’t it it’s where you know, in the UK, where we have the National Health Service that’s where people get their healthcare.

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Sara I. James: These public sector it’s where you have prisons it’s where you have child and family services is where you have probate probation services.

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Sara I. James: it’s where you have social services, you know the things that you know, try to keep people alive and safe and well.

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Jason Mefford: Well it’s it’s it’s you know again it’s just a good good reminder we’re gonna have to kind of wrap up because we can’t.

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Jason Mefford: i’d love to have two or three hour episodes but.

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Jason Mefford: Nobody will listen to them all the way right.

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Sara I. James: So some people like to know.

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Jason Mefford: Well, and some people like Joe rogan do have them but yeah.

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Jason Mefford: Most of the people that listen to this, or like.

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Jason Mefford: hey i’m done exercise and I gotta get back to work now or whatever it is so.

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Sara I. James: But it’s.

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Jason Mefford: But it’s just very you know interesting I mean to kind of recap, a couple of the things that you said you know.

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Jason Mefford: The person who really matters is the reader you know i’ve heard that, over and over and over and over again.

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Jason Mefford: But the fact that you know again we’re doing our organizations, a disservice when we dumb down or when we make things too clinical.

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Jason Mefford: When we never actually call out the things that need to be called out we’re actually hurting our organization.

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Jason Mefford: We think you know, and again I understand, like the guy you were talking about that you said is like the kicked puppy we can sometimes you know feel like gosh you know I can’t say that because i’m going to get beat up again.

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Jason Mefford: yeah but at the same point, think about what’s our job right and so again if we’re not saying the things that need to be sad.

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Jason Mefford: Then, who else is going to say them that’s the whole purpose for having this kind of a function in place right and so again it and you got to think about.

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Jason Mefford: communicating to the people in a way that is going to move them as well right, I mean think about the last great novel that you read was it clinical in nature, I don’t think you probably read it, if it was clinical right.

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Jason Mefford: It brings in some emotion, you know, but again there’s the whole thing, like, I think it was Mark Twain That said, you know I apologize because i’m i’m writing you a long letter because I didn’t have the time to write you a short one.

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Sara I. James: Exactly it’s hard to do.

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Jason Mefford: it’s hard to do and there’s certain authors, you know, like steinbeck.

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Sara I. James: yeah.

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Jason Mefford: He only wrote two.

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Jason Mefford: Big books right what he called big books, most of his books were like 100 hundred and 50 pages why he could say what he needed to in that timeframe.

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Jason Mefford: elicit the emotion tell the story get the reader to take the action have the feelings from it in a very short.

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Jason Mefford: period of time right Hemingway was kind of the same way, his books were typically smaller books as well, because both of them, you know were of the opinion that look the book is only as long as it needs to be you don’t just keep blah blah blah blah blah blah blah blah blah right.

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Sara I. James: But it takes so much awareness and discipline and hard attention to detail.

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Sara I. James: To distill what wants to say into something that is only as long as it needs to be and hits the mark, and I mean just sort of recap or not even recap, but just you know if I can leave listeners with with two thoughts.

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Sara I. James: it’s keep it simple.

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Sara I. James: and keep it human and those are really the two hardest things to do so, no long words no long sentences.

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Sara I. James: You know, keep things active brief concrete that takes a lot of discipline, as you say it’s harder to do than just rambling page after page after page, and when I say keep it human.

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Sara I. James: talk to people we don’t always want to do that, we want to send an email send a report, but one pleasant surprise.

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Sara I. James: i’ve been running some webinars with the head of professional practices at the IAA UK over here during lockdowns and it’s been about.

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Sara I. James: what’s changing and reporting during coven that people can take with them afterwards, because in times of crisis, things change and sometimes it’s for the better.

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Sara I. James: And what we’re seeing is people talking more to their audit colleagues, which they didn’t do enough before and talking to the first line, and the second line.

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Sara I. James: And, ironically, now that they’re physically not in proximity having richer and more useful exchanges, whether it’s over the phone or via zoom or teams, or what have you.

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Sara I. James: and keeping that human connection and human communication, going so that then there’s a sound basis on which the report can be.

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Sara I. James: You know, written and read and some of the reports going out i’m just punching the air and cheering because these are one or two pagers.

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Sara I. James: And there was nothing stopping them from doing it before but it took coven to force people to say right, how can we distill what we’ve done into a one pager.

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Sara I. James: And the recipients, the senior people in their organizations, the regulators have been delighted.

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Sara I. James: Because they’re getting something that’s clear, concise relevant if they need more info they can go and say hey, can I just see some of the test results that back that up and it’s there but they don’t have to wade through it throughout you know 20 or 30 or 70 pages.

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Sara I. James: So you know that’s that’s a really good thing that’s come out is the simple human side of it simple but not easy.

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Jason Mefford: Well, it is and it’s you know that gets back to what you’re saying you know about the person who matters, the most is the reader.

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Jason Mefford: And again if you’ve got a busy executive.

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Jason Mefford: I don’t have time to read 50 pages.

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Jason Mefford: Right and so again if you’re going to be human about it realize the situation that you’re putting other people in you wonder why people aren’t aren’t reading your reports, because if it’s 50 pages they’re not going to read it.

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Sara I. James: They can I worked for two and a half years with the group Chief Executive of a global Bank who would say if somebody can’t tell me what is happening and half a sheet of paper then either they don’t know or they’re trying to hide something.

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Sara I. James: And at first, I thought he was being really harsh.

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Sara I. James: And then within a week or two, I saw what some of his divisional chief executives are sending me in response to.

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Sara I. James: What I thought were straightforward and as some questions and i’d have to call them up and say you come across as though you tried something and I know you’re not, but this is not going to work seriously, you know.

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Sara I. James: Just Whittle it down half a page no more.

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Jason Mefford: Well, great stuff Sarah I know we got to kind of wrap up for this time we didn’t even get to talk about music, this time, maybe do another one in jump more into we talk more about writing so we talk we’re talking about today instead.

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Jason Mefford: and good answer good ones to that right steinbeck war well Hemingway we talked about any other ones, some of my favorites.

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Sara I. James: Oh there’s so many, but that is a topic for another.

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Sara I. James: Another podcast I think you can see some of the shelves behind.

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Sara I. James: me so yeah that might need to be a bit of a marathon if we get on to other books or music, we will be here sometime it’s been such a pleasure Jason Thank you so much, well, it is, and thank you for the practical.

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Jason Mefford: side of it too right because, again, I think, sometimes we end up just being too theoretical there’s some practical things that you threw out there today.

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Jason Mefford: That you know again if you missed on the first time, go back and re re listen to this right because.

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Jason Mefford: When you listen to it again something is going to jump out at you as something practical that you can actually start working on this week and just little bit at a time chip away at it.

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Jason Mefford: and eventually you’re going to be writing I don’t want to use the word novels great novels like reports because that’s not the intention but.

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Jason Mefford: But it’s going to be much more relevant to the reader much more valuable to your organization, people are actually going to get it and they’re going to take action and change, instead of just ignoring your reports like they might be doing right now.

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Sara I. James: Absolutely, and just an invitation to your listeners, and they want to know more or get some top tips or ask any questions or even spoke some reading lists all they have to do is get in touch with me on my website.

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Jason Mefford: and your website again what, what is your website so people can know.

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Sara I. James: www dot Sarah I james.com and i’m going to spell that out it’s SA ra H I J a m E S, but you can also Google me on Sarah James getting words to work and you should find me.

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Jason Mefford: sweet well, I know there will be people reaching out so thanks again.

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Jason Mefford: thanks again Sarah for your time.

Flashback Friday: What Got You Here, Won’t Get You There

Ultimately you are the one responsible for your career advancement. Recent surveys show employers are investing less in the training and development on their employees (e.g. 80% of employees state their employer does not offer training, and 86% of workers feel their manager is not skilled in developing employees). Ouch!

The truth is, what got you to where you are now, won’t get you to where you want to be. Achieving your goals and career aspirations will require you obtaining experience, training and certifications different than what you currently have, to move on to the next level. But our personal and professional development is also just not about moving to the next level. You need those thing even in your current role as the world changes and moves forward.

In this episode we discuss results from a recent survey and steps you can take to determine what you need to get where you want to go.

To listen and for complete show notes and links to downloads, visit: http://www.jasonmefford.com/jammingwithjason/

To download and read the survey mentioned in this episode: Pulse of the American Worker: Special Report – The Future of Work, Career Expectations and Skills: http://news.prudential.com/presskits/pulse-american-worker-special-report.htm

To fill out your application for membership in the Chief Audit Executive (CAE) Forum visit: https://jasonmefford.mykajabi.com/caeforum

If you are ready to start investing in yourself, check out the technical and soft-skill training options through cRisk Academy, the #1 video on-demand and certification training platform for internal auditors. They offer video courses and certification from one hour to multiple day-formats, and you receive a CPE certificate for each training.

cRisk Academy On-Demand Training: https://ondemand.criskacademy.com/

Heart Energy Techniques and Awareness with Karen Stultz

Today is all about 3 letters. H E T… Which is “Heart Energy Techniques”.

We host our discussion with Karen Stultz who is a mindset mentor and online business strategist who will teach us what “HET” is along with her integrations with EFT, Hypnotherapy, Essential oils and other strategies to help get past mental blocks.

So lets look at the heavy and light side of things and get tapping with Karen Stultz!

Listen in at: http://www.jasonmefford.com/fireandearthpodcast/

Transcript

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Jason Mefford: Welcome to another episode of the fire and earth podcast i’m your co host Jason method.

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kathygruver: And I am Kathy gruver and we are so excited today to have another phenomenal special guest join me in welcoming Karen stoltz to the show today.

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kathygruver: Karen Thank you so much for being on we can’t wait to talk to you.

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Karen Stultz: Well, thank you so much for having me, it is a total pleasure hanging out with you guys I can just feel fun is number one and fun we’re going to have.

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Jason Mefford: We are we are gonna have fun.

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kathygruver: try our best, sometimes we get silly but that’s Okay, too.

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Karen Stultz: So why don’t.

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kathygruver: You walk up well that’s very true.

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kathygruver: You are, how you what you do give us the rundown on all that.

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Karen Stultz: Oh, all of that stuff well basically i’m a six figure mindset mentor and an online business strategist who throws in some creativity with something I like to call H E T, which is heart energy techniques.

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Karen Stultz: Using a little things like.

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Karen Stultz: Well i’ve integrated i’ve created.

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Karen Stultz: The.

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Karen Stultz: system basically from hypnosis hypnosis.

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Karen Stultz: I have a degree in hypnotherapy i’m a master nlp and certifications but none of that makes any difference, I mean it’s basically you want results right so i’ve just integrated everything and eft and all of those different techniques in there, hundreds of them.

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Karen Stultz: And for those that don’t know eft is emotional freedom techniques and it’s techniques, because so many of them so i’ve just integrated all of them, along with essential oils and different things to help alleviate the blocks the frustrations the.

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procrastination.

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Karen Stultz: and

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Karen Stultz: relationship problems to it also helps that he does so yeah.

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kathygruver: With the coaching and then that’s great.

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Karen Stultz: To get rid of that you can actually grow your heart centered business.

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Jason Mefford: Because I think I think that’s you know that’s the biggest thing is, you talked about blocks frustrations and obviously procrastination which usually procrastination is because there’s some block right.

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Karen Stultz: Then I know we’ve we’ve talked about this, I mean we love.

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Jason Mefford: hypnosis nlp eft all this kind of stuff we geek out on this stuff.

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Jason Mefford: On here so we’re glad to have you all right.

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Jason Mefford: But it’s.

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Jason Mefford: it’s it’s just amazing I mean like you said you know you’re at heart energy techniques.

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Jason Mefford: How much of the time it’s us that are blocking what’s going on it’s some energy block it’s us not understanding, some of these simple and in very powerful techniques and a lot of people just don’t know about.

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Karen Stultz: Right that’s that’s it then, and you know, the thing is is so simple that a lot of people cannot believe.

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kathygruver: That they’re actually just set up because.

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Karen Stultz: it’s so simple and I had a client yesterday you know she’s.

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Karen Stultz: Really struggling with relationship loss, and we did one.

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Karen Stultz: Of the hgtv techniques and it’s like oh my gosh I feel light, you know it’s like I wow what happened.

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Karen Stultz: In one fashion.

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kathygruver: yeah and that’s great, and I think I love that you said simple because i’m just going to say that i’ve had so many people were you know.

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kathygruver: Like my father or family members, or you know clients, where I introduce some simple technique like I can’t be that easy What if it is that easy.

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kathygruver: Though that everybody be doing it well.

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kathygruver: What if it’s that easy you know what if you try it and you see that it works, and then you can tell all of your friends at the Bowling league that it is that easy.

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kathygruver: You know it, I think we have this idea in our mind that we have to struggle that we have to suffer that we, it has to be so complicated because we all know that it’s not what’s happening it’s the story we tell ourselves about what’s happening so.

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kathygruver: Talk about the simplicity of some of these techniques I love that you like made lifetime learner.

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kathygruver: Get all these techniques turn them into one thing.

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kathygruver: What was that point where you realized hey I needed to sort of make my own thing.

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Karen Stultz: Well, I tell you it basically I I was never into this, this was like.

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Karen Stultz: Total whoo whoo I was like probably your father it can’t be that easy, but I knew, deep down that anything had to be relatively simple relatively fast, so I started studying coaching found out coaching is great it’s wonderful so much faster than and better than 20 years of.

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Karen Stultz: In office psychotherapy and, in my estimation, and I said, but it isn’t fast enough, not for me I I need help, I need help now what else is out there, so, like you, lifelong learning and.

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Karen Stultz: I found that I was.

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Karen Stultz: But the oils help, but the oils only help if you also do this and that person is not into hypnosis and and they just want to prove you wrong, so what is another way what is another way and, finally, after all these certifications and degrees and whatnot I said.

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Karen Stultz: there’s got to be way, to put it all together and, and that is it so basically after I talked to one of my clients, we find out what the situation is.

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Karen Stultz: And we just start moving towards it and let’s let’s free it up, you know eft is another word for eft for your listeners if they don’t know they probably do because you’re very yeah tapping tapping and I also like the.

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Karen Stultz: The the.

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Karen Stultz: Ease of it and the forgiveness of it, the one thing my clients often say is.

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Karen Stultz: I don’t know if i’m doing it right you can’t do it wrong, we can’t do it wrong.

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kathygruver: And if you feel better you know you know there’s certain I don’t know that we’ve actually had an eft person per se, we have Mike mendell on we’ve talked about it, we had mark on be talking about how a photo photo.

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kathygruver: But you know the there’s certain locations that you’re supposed to tap I don’t do eft, but I think I kind of remember side of the hand.

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kathygruver: If you feel better when you’re done you didn’t do it wrong, you know do better at the end I think that’s with so many things you know with with any of these techniques, do you feel better it yeah that’s.

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Karen Stultz: that’s it.

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kathygruver: Better it’s that simple.

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Jason Mefford: Well, I think it’s great I mean it’s.

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Jason Mefford: like that.

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Jason Mefford: You know it’s like I mean your clients come in, they kind of tell you what’s going on and then it’s like you have a pharmacy you know.

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Jason Mefford: we’re not talking about pharmacology here but, but you know effectively where you can say well okay there’s these five things that can help you let’s now create something that’s going to work for you right.

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Jason Mefford: Because I remember you know when we’re talking with like Mandela about hypnosis there was somebody I mean he’s a.

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Karen Stultz: Huge in hypnosis.

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kathygruver: But.

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Jason Mefford: he’s amazing hypnosis wasn’t working.

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Jason Mefford: For this one client and so he did eft with him, and it was like boom that that hit it for him and so.

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Jason Mefford: Having all these different tools, I think, is fabulous because, like you said just one by themselves might not do it.

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Jason Mefford: Different people react, you know differently to different things, so you have a whole medicine cabinet, if you will, ways to help people, but I wanted to kind of come back is because we taught, you know talking about energy, and you use the word, you said, your client felt light.

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Jason Mefford: And I just wanted to talk about two words that I hear people say a lot and I used this word for a long time, have the.

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Jason Mefford: I feel.

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Jason Mefford: Right.

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Jason Mefford: Excuse me versus light so maybe let’s exactly if we can talk a little bit about the energy because also you know you think about like the energy spectrums you know fear depression down at the bottom, you know well being happiness joy at the top.

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Jason Mefford: That is there there’s there seems to be a connection to write that when people are using words like heavy they’re in emotions that are down in those lower frequency energy areas when they feel like they’re up at the top, as well.

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Jason Mefford: Right so.

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Jason Mefford: So i’m guessing you have a lot of people that come to you they’re heavy they say things like that So how do you how do you help them kind of move move back up.

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Karen Stultz: Because that’s what we’re.

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Jason Mefford: What you’re really kind of move it up here right.

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Karen Stultz: Exactly exactly the first thing I have a program that actually my My big program is awesome life success and awesome is an acronym with the a being.

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For awareness.

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Karen Stultz: So becoming more aware of us, and how we’re feeling.

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Karen Stultz: And like you say those lower.

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Karen Stultz: scale emotions, the guilt, the fear depression and i’m not a psychologist Thank you awesome i’m not there, but.

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Karen Stultz: And that’s why what I do.

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Karen Stultz: is not going to hurt you.

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Karen Stultz: And miss will try it right so anyway um I asked them to become a very aware and notice, if you were holding.

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Karen Stultz: your hands out and your left hand was the way you’re feeling now and the right hand is the way you want it to feel.

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Karen Stultz: Instead, what would that be like.

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Karen Stultz: And whenever you have an issue that you golly I just I just don’t know what to do, I just don’t.

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i’m not sure.

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Karen Stultz: If you just sit back and take a moment and say to yourself, which feels lighter.

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Karen Stultz: And, and whatever the answer is, is there is no right or wrong, it is absolutely fine just be aware of it, acknowledge it take it and be responsible for it.

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Karen Stultz: And I can’t tell you how many times I have sat down on my couch saying I should go upstairs and go to my office and I should be doing this, but i’m also very aware that if I am in that I should I need to I have to mode.

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Karen Stultz: i’m going to do a crappy escaping a bad job.

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Karen Stultz: i’m going to do a horrible job.

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kathygruver: I love it and it’s so funny I traveled recently it was so nice to be in an airport I forgot what a microcosm of craziness being in an airport.

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Is.

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kathygruver: Three exceptional examples of reactivity of entitlement of judgment of just nastiness and I just kind of got to sit back and go.

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kathygruver: hmm I got to the airport I love to read on planes that’s the time I have my alone time I brought my book, but stopped into the store and I was called to this book The greatest secret.

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kathygruver: So it’s a.

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kathygruver: follow up book to the secret now I didn’t like the secret, because it was all material I want this car with this House, I want this girl I want this, you know, it was very material based, which is not why we manifest things it helps.

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kathygruver: Not saying we shouldn’t have material things often though we want more spiritual development, so I bought this book kind of almost but grudgingly, but kept calling to me, so I start reading it it’s all about awareness.

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kathygruver: it’s all about.

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kathygruver: 1% of awareness and i’m sure I use the word awareness, all the time what’s hilarious, though, is in the past five days since I picked up this book every interview i’ve done has been about.

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kathygruver: Awareness every client conversation i’m having is about awareness.

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kathygruver: There are no.

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Jason Mefford: Day it’s about awareness.

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Karen Stultz: and awareness, you know.

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kathygruver: it’s true and and I just literally got off a call about my new book on communication.

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kathygruver: And they said, you know, one of the keys, what are the keys of communications, you have to know what you want, you have to be aware of what you want, how to communicate that, because if you don’t know what you want.

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kathygruver: you’re not gonna be able to get it you don’t get into an uber and say take me somewhere and then be mad that you didn’t get to where you want it to go, you have to know your destination and then trust that the uber driver.

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kathygruver: The universe, is going to get you there, so I love that you start with awareness that is just the key to everything.

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Karen Stultz: is absolutely the key the other part of that is action inspired action.

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Karen Stultz: yeah so like you say you get into your uber and take me somewhere that doesn’t help but alright, so I know I want to go to the west coast, I live here in maine I want to go to the west coast.

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Karen Stultz: But without a plan without the right action you’re not going to get there, or maybe you will but it’s going to take you a whole lot longer a whole lot longer yeah.

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kathygruver: yeah.

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kathygruver: that’s true if you don’t have a map and you hope you pick the freeway that goes West.

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Karen Stultz: And you find out no wait a minute i’m on 91 going South yeah.

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Jason Mefford: And I love that question that you asked to which feels lighter.

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kathygruver: I love that.

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Jason Mefford: right because again i’ve noticed in one of the coaching programs that i’m going through as a student to.

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Jason Mefford: A lot of the coaches, one of the questions that they’ll ask is kind of similar to that which is just.

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Jason Mefford: it’s kind of a kick in the face when somebody does it right because we’re usually committed to struggle we’re committed to making things harder.

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Jason Mefford: than they have to be but it’s like, why are you making an issue out of something that’s not an issue.

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Jason Mefford: Or why can’t it be light and easy you know and and I think a lot of times that’s such a.

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Jason Mefford: Very simple question right, which again might go back to some of the nlp stuff right because that’s a lot about asking questions because the quality of our life is determined by the quality of questions right.

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Jason Mefford: that’s right an LP Okay, so you know, asking those questions and then going that way because again like you said if if you’re trying to get to the west coast there’s a lot of different ways, you can do it.

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Jason Mefford: You can just walk out your door you’re walking.

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Karen Stultz: Turn right.

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Jason Mefford: And 3000 miles is gonna take you a long time right.

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Jason Mefford: Well it’s like you put you put the address and your phone and you forget that it’s on.

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walking.

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kathygruver: downtown.

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Karen Stultz: Wait a minute 37 days.

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Jason Mefford: Right, so you can you can go.

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Jason Mefford: Here we go and it’s unscripted to so.

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Jason Mefford: Much of my throat.

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Jason Mefford: So you can choose to do that, you can drive, you can go get on an airplane there’s different options, you have right as well and which one is easiest for you.

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kathygruver: Well, and we’re on the west coast.

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kathygruver: You want to go portland go from portland portland Oregon you know is or poor performance I click on the coast, but you know you got to Oregon you got Washington and California, Mexico, where do you want to go.

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kathygruver: And that’s why I love the specificity of it, too, and when we’ve talked with people like Victoria, who came on and did law manifest you know law of attraction manifestations of it is about that specificity.

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kathygruver: And I remember affirming years ago when I was an actor.

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kathygruver: And i’ve told the story before you know I want to be a working actor, I want to be working act i’m a working actor and I realized, oh no i’m already a working actor, I want to be a working actor.

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kathygruver: So I started doing that affirmation, I am a paid working actor and then I got a gig that paid like four bucks an hour little more specific yeah need to be a little more specific, you know.

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kathygruver: And do my affirmations at night with my mental bank and stuff like that I have this many clients, if this much money and I weigh this much pounds that I will you know it’s like be specific, with what you want.

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kathygruver: And what feels better.

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kathygruver: I love that you do, that people have done the you know leaning forward leaning back when you say something.

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kathygruver: sort of yeah.

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Karen Stultz: But I like.

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kathygruver: muscle testing love the what feels lighter that’s i’ve never heard that before the so great yeah.

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Karen Stultz: So yeah and I, and I do I love that it is all about awareness again isn’t it and what happens if they don’t know where they’re going, are they they.

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Karen Stultz: are having a real challenge oftentimes it’s because they are a little afraid to actually look at something because hey you know what I I am stuck here and it can’t be easy.

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Karen Stultz: Because i’m not worth anything if it’s easy.

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Karen Stultz: And it’s like and that’s getting into psychology which I am not but.

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Karen Stultz: You know why not like you say what if it was what if it was easy.

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Karen Stultz: Okay, so.

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Jason Mefford: It was simple and you’re bringing up something so Kathy was just talking about the awareness keeps hitting her in the face right so you’ve hit on one that’s been hitting me in the face, which.

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Jason Mefford: goes back to self worth.

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Jason Mefford: Which which is you know again that how much of us being held back is really because of some of these unconscious blocks.

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Jason Mefford: That we have related into self worth and we all have these.

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Jason Mefford: Right, I mean everybody who.

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Jason Mefford: We think is is is really struggling with this as well and and how actually just focusing on something even as simple as like you said, being aware.

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Jason Mefford: And something like self love self care actually you know really having a sense of self worth and we are worthy.

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Jason Mefford: of having those things manifest because, again, as I keep getting hit in the head with the two before on this so it’s like.

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Jason Mefford: If things aren’t aren’t working out the way you want that’s probably one of the biggest areas to work with so i’m interested, you know and your clients is that kind of pop up as a common theme with them, usually.

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Karen Stultz: Absolutely, and it took me a long time to realize that I had that same issue as well, so it, I think, like you say everybody does in some level.

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Karen Stultz: And the more you stretch out that old programming comes back and says oh wait a minute all right, we let you stretch to this point, but maybe we’re not sure about letting you stretch to that point.

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Karen Stultz: So what I love to do is is the opposite in eft I don’t know if you’ve ever heard of that I use that in my hgtv.

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Karen Stultz: Which is basically.

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Karen Stultz: The tapping you tap on energy meridians around your your face and and head and.

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Karen Stultz: With each tab you say something.

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So.

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Karen Stultz: i’m not worthy enough to have this.

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Karen Stultz: Sure, I am no i’m not I am totally worthy no i’m not yes, I am I am totally worthy no i’m not yes, I am yes, I am no i’m not no i’m not.

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Karen Stultz: And then my part that i’ve added is taking your palm of one hand putting it on the inside of the rest of the other hand, taking a deep breath in release and saying peace.

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Karen Stultz: And just saying it helps it helps you get centered and then notice again getting back to awareness.

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Karen Stultz: What came up.

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Karen Stultz: Did you feel like you were not telling the truth when you said you were not worthy.

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Karen Stultz: Maybe.

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Karen Stultz: And if not, what else came up why aren’t you worried they that’s tap on that.

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that’s work on now.

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Jason Mefford: yeah i’ve never heard the opposite, you know i’ve always heard of eft as far as you know, being like the positive kind of affirmations that you’re saying.

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Jason Mefford: But it’s it’s interesting to go through that because you’re effectively reprogramming yourself right by by bringing out those negative thoughts or feelings that we’re having and then convincing yourself or showing yourself, no, I actually am worthy.

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Karen Stultz: Right huh uh huh or or even finding a way to if it’s too, what if it’s too too much to handle to be able to just say okay.

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Karen Stultz: Maybe i’m not worthy of it, right now, but I know I am worthy.

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Karen Stultz: So I expect that I will be able to do it if I do this one little thing this one little thing will make me feel a whole lot better i’ll feel lighter I can follow through a little bit better.

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Karen Stultz: Yes, I can do this, it gives you hope let’s hope is.

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kathygruver: Also, great.

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kathygruver: Absolutely, and one of the questions I like to ask if it because, again, the self worth and comes up in almost every single one of my coaching clients.

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kathygruver: Whether it’s fear of failure, fear of success, are you worth.

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kathygruver: That thing that you want, and so they have that voice that says they’re not worthy and I always ask is that your voice, or is it someone else’s voice.

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Karen Stultz: Oh it’s my mom like that.

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kathygruver: And then we get like.

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Karen Stultz: You know it’s it’s yeah.

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kathygruver: I love that don’t be too big, why are you showing off nobody cares what you just did that you know social media is ruined that.

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kathygruver: because everyone has a platform now, and they can be as big as they want or as big as they want to make up.

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kathygruver: But you know it is that’s that what are we telling ourselves and what are these people throughout our lives telling us so when you have a client who.

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kathygruver: You know, and you just sort of touched on it, you know, has that message from their past.

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kathygruver: As well as the tapping and everything do any of the other techniques you use help to sort of shut that that negative mom voice out or that and that was nasty or whatever it is, you have any other techniques that you like.

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Karen Stultz: yeah well indeed being able to do a little bit of the nlp.

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Karen Stultz: And and doing a little bit of timeline and and going back and say okay.

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Karen Stultz: Is this yours is it somebody else’s.

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Karen Stultz: How about we just get rid of that feeling all together.

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Karen Stultz: let’s just get rid of that feeling, all together, because bottom line, unless you have that feeling inside of you, you wouldn’t even know that you had an issue.

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Right.

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Jason Mefford: Somewhere coming inside.

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Jason Mefford: yeah and doing things like like like a timeline exercise like that you know as i’ve gone through and done some of those before it’s like you know you come out of it it’s like holy shit right.

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Jason Mefford: That that voice in my head is me that was my brother, right now, I remember you know being five years old and hearing this or being being disappointed.

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Jason Mefford: Because of a particular situation like i’m not five anymore, so why do I keep thinking that’s real and that’s still going on right, and so you can kind of push and get that finally out of your life are cleared by seeing it from this different perspective.

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Karen Stultz: And I kind of like looking at it as.

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Karen Stultz: Once you’re aware of it, you can make a conscious decision to make that change as opposed to.

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Karen Stultz: pushing it away because pushing it away is kind of resistance and once that resistance comes in your subconscious, as you all know, is going to say what we’re not gonna let you were stopping you right here.

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Karen Stultz: So being able to you know just really am one of the little things just on the on the tapping again right right in front of your ear I don’t I have my thing there, but right in front of the top of the year, low.

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Karen Stultz: Right at the top of the year there’s a little soft spot there.

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Karen Stultz: And that is where our trauma.

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Karen Stultz: All of those things, create trauma in us.

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Karen Stultz: And that’s where they’re kind of held so being able to just massage that.

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Karen Stultz: Along with the eye, so you know, putting your handling.

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Karen Stultz: All four fingers on the side of the eye and.

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Karen Stultz: Right at the Oscars massaging that, as you were thinking about that and saying i’m making a decision.

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Karen Stultz: I can let that go now that.

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Karen Stultz: I don’t need to carry my mother’s stuff.

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kathygruver: yeah oh that’s great that’s so awesome and of course we’re almost out of time.

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Because.

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kathygruver: it’s been so fun having you so any any final thoughts any any tip the tapping is awesome any other tips that you can give that someone can do as soon as we get off this show is they can just make it a small change in their lives today.

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Karen Stultz: sit back and notice that heavy and light if it is something that you really.

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Karen Stultz: want to do.

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Karen Stultz: And you’re not doing it procrastination.

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Karen Stultz: And, rather than analyzing Why am I not doing this just notice if I did this would it feel better or not and and notice that heavy and light and I actually put my hands up there.

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kathygruver: yeah.

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Karen Stultz: And this is something and okay.

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Karen Stultz: I don’t being forgiving to yourself there’s no reason in the world that you have to do it.

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Karen Stultz: Though.

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yeah.

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Jason Mefford: Allow in i’m guessing when you do this with clients to right because I see this, a lot of people I work with are very left brain analytical.

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Jason Mefford: And so they like to overcome everything.

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Jason Mefford: Right and and so when you’re doing an exercise like this again i’m guessing you want it to be.

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Jason Mefford: quicker intuitive kind of hits because you know again once you get to the seven or eight seconds now your consciousness is starting to come back in and you’re talking yourself out of.

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Jason Mefford: What you already know right so again as as people are doing this sit back notice if it’s heavy or light don’t sit there, and like Fred on it for a minute it’s like you’re gonna know pretty quick when you asked yourself that question I think too right.

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Karen Stultz: Absolutely absolutely and all it does take a little bit of willingness to be aware yeah willingness to make that that shift and recognizing that, if indeed.

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Karen Stultz: This is something that you truly would like to change.

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Karen Stultz: Millions of people have already made that change, including myself yeah so.

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Karen Stultz: It doesn’t mean that you have to make the same change and jump.

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Karen Stultz: Do it little step.

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kathygruver: By step by step, I think that we forget that you know i’ve had so many people say how do you write a whole book I don’t.

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kathygruver: you write word by word and then you have a paragraph and then you have a chapter and then you know I think we do when we making those big decisions of do I stay or go in my marriage do I say yes, this promotion or do I quit my job, do you know that seems like such a huge thing.

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kathygruver: And we forget that we can have these incremental changes and to trust the answer.

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kathygruver: Because I know i’ve had opportunities, where i’m like I should probably take that and then it falls through it i’m like oh my God.

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kathygruver: And I realized Oh, I actually didn’t want you know it’s the flip the coin thing and then, how do you feel about the result if you’re disappointed, then you’ve answered your question if you’re excited, then you answered your question, so I think it is about.

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kathygruver: Questioning sitting in that stillness and listening and then knowing you can make those changes incrementally.

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Karen Stultz: And also journaling journaling is so powerful so powerful I had a client, you know she’s been really struggling with her co worker and the situation and what do I do, what do I do what I.

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Karen Stultz: OK, so we did the eft we did a lot of other stuff and I said now what I want you to do is sit down and write all of the good things about having this person there and the negative things as well.

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Karen Stultz: and take a look at it and say, this is it noticing the emotions that are coming up, these are the good things, these are the not so good thing well guess what the next day, the very next day after that exercise the woman quit.

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Karen Stultz: quit her job she was out of the office.

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kathygruver: Not an issue hey I love it I love it.

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yeah so.

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Karen Stultz: that’s not.

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kathygruver: Easy yeah Karen this has been fabulous.

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kathygruver: Jason Jason any final thoughts before we get karen’s contact info.

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Jason Mefford: Well, I think, just as you said that you know with that client that did the journaling and then the next day, I mean it gets back to again, one of the common themes that i’ve heard over and over again, we already know the answers to our questions we just got to get out of our own way.

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Jason Mefford: Right and so doing things like.

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Jason Mefford: That sit back put your hands out ask yourself the question you know which feels lighter we already know we just have to be aware and accept, and I think you know what you said you know we have to be aware and then make a conscious decision right.

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Jason Mefford: So, again whether it’s that exercise whether it’s journaling we probably already know the answer we just have to use some of these techniques and then trust ourself.

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Jason Mefford: That that really is the right or the best decision, and you know the other thing is so many people are afraid and don’t do anything because they think oh my gosh once I make a decision, I can never make that decision again right.

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Jason Mefford: it’s like know when I was a kid I hated broccoli I still don’t like it.

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Jason Mefford: But i’ll.

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Jason Mefford: eat it now right heck in 10 years I might just love this stuff right, I have, I have the choice it’s my it’s my right.

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Jason Mefford: To make different choices at different points in my life so it’s that way for everybody, with everything just because you make a decision now doesn’t mean you can’t change it later right.

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Karen Stultz: Absolutely I love it well that’s that’s it exactly isn’t it yeah three months is is the time that I usually give people you know what.

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Karen Stultz: Are you feeling good about it right now let’s make it happen if, at the end of three months, you say you know what that may not be what I wanted, after all, I went to something now.

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Karen Stultz: Exactly, we can shift it but but give it some time get it some time yeah.

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kathygruver: I agree, I was a bit of fabulous conversation, how can everybody reach a Karen.

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Karen Stultz: Thank you so much for having me this is awesome awesome awesome.

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Karen Stultz: Well, you can reach me on Facebook at like parents stults that’s K R E and S T you ltc.

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Karen Stultz: I have a website of Karen stoltz.com surprise, surprise and.

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Karen Stultz: I actually am having a Facebook challenge, making five K 5000 in 15 days, creating programs and and getting rid of those blocks so that’s that’s coming right up to the second quarter of the year and that’s.

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kathygruver: awesome yay we will make sure we send people there, this has been a fabulous conversation everybody be aware this is going to be my word for the for the.

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rest of the.

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kathygruver: awareness.

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kathygruver: Awareness hitting me on the head Jason you could have self worth i’ll do awareness will reconvene and we’ll see how it’s.

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kathygruver: Going and.

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Jason Mefford: Now that i’m aware of my self worth issues now I can actually make conscious decisions that way.

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kathygruver: awesome exactly.

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kathygruver: Exactly go somewhere.

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Karen Stultz: All right, come to me it’s a beautiful place.

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kathygruver: I.

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kathygruver: One of my favorites one of my favorite places excellent i’m happy Gruber, I can be reached at Kathy Gruber calm.

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Jason Mefford: And i’m Jason method, I can be reached at Jason method calm so go out take a couple of tips from today’s episode and actually change your life this week by starting to make some of those small steps and we’ll catch you on the next episode of the fire and earth podcast see ya.

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kathygruver: See ya.

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Karen Stultz: bye bye Thank you.

E166: Warren Buffett and Professional Certifications

In today’s episode we take a look at the generation before us. We have a lot that we can learn from our forebears, and I even pull out the guitar and sing about a certain “old man”.

But why are we talking about our elders and what can we learn from the generations before us?

Well, there’s a specific man by the name of Warren Buffett that we discuss, along with his value of certain certifications.

I probably don’t need to tell you who Warren Buffet is (an no he’s not related to Jimmy Buffet 🙂 but is probably the most successful investor of all time, and one of the richest people in the world. He’s wicked smart: University of Pennsylvania (Wharton School of Business), University of Nebraska, and Columbia Business School where he studied under the great Benjamin Graham.

And, for all that education, any idea what he considers his most valuable training … and something he prominently displays in his office in Omaha, Nebraska?

Take a listen to this Jamming with Jason podcast episode to learn what Warren believes has been his biggest key to success.

Listen in at: http://www.jasonmefford.com/jammingwithjason/

Transcript

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Jason Mefford: Welcome to another episode of jamming with Jason ah, I just had to throw that in there for.

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Jason Mefford: some reason, just to make myself laugh So there you go well hey today we’re going to talk a little bit about Warren Buffett.

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Jason Mefford: and also about professional certifications and at first, you may be going, how do the two actually relate.

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Jason Mefford: Well, trust me hang on but whatever you do listen to this whole episode and, at the end you’ll go Aha I got the same Epiphany that you did as well Jason So here we go let’s cue that episode.

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Jason Mefford: All right, well, welcome to another episode this day the mood of this day, yes, this day whenever you happen to be listening to this.

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Jason Mefford: we’re gonna have some fun today because i’m going to take the podcast in a little bit different place than where we’ve been going now just a little backstory for you and I might actually pull out the guitar here a little bit too so hold on for that, but.

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Jason Mefford: I spent about a week with my dad this last little while so i’m probably getting a little nostalgic here, but you know my dad is 88 and I got to spend the week with him and just kind of deal with some.

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Jason Mefford: Family estate planning issues and in got to spend the time kind of again like I said, with my dad you know, an older man.

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Jason Mefford: And just kind of Reminiscing some of the stories that went on, but you know i’ve always appreciated being around older people.

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Jason Mefford: i’ve always enjoyed it since I was a young, a young man, even as a young child I would prefer to be around people that were usually a little bit older than me.

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Jason Mefford: And I think one of the reasons is, we can just learn so much from them right and so today that’s one of the reasons why i’m also bringing Warren Buffett into today’s podcast.

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Jason Mefford: Another older man if you’re familiar with him the Oracle of omaha is what he’s been called, one of the richest men in the world.

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Jason Mefford: And a person who is arguably probably one of the best investors that has ever lived I mean this man has amassed billions and billions and billions of dollars for himself.

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Jason Mefford: And for others and i’ll tell you i’m reading this book The snowball Warren Buffett in the business of life by Alice Schroeder.

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Jason Mefford: Now it’s a great read i’m going to warn you upfront don’t just go grab it and throw it in your Amazon card it’s about 900 pages long, so.

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Jason Mefford: you’ll want to make sure that if that’s something that you want to read go ahead and go read it like I said i’ve.

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Jason Mefford: been a little nostalgic this week because of seeing my dad and i’m also currently reading this book, which again is about another older man and some of the wisdom.

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Jason Mefford: from him over time, and so I want to share there’s a particular thing that I want to share with you from the book that kind of ties into what we’re going to be talking about today.

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Jason Mefford: But let’s segue for just a minute, because I know it’s been a little while since i’ve actually played the guitar for you here, and so, since it’s jam with Jason and we’re all friends let’s do a little bit of jamming and like I said just because of being a little nostalgic.

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Jason Mefford: One of the play one of my favorite songs with you, or at least part of it and it’s a song from Neil young called old man.

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Jason Mefford: And so, if you’re familiar with it, when I when I start playing it you’re gonna you’re going to recognize it.

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Jason Mefford: And again i’m a little bit rusty but we’re all friends here, so if I make mistakes, not a problem right but want to tie this song into what we are talking about today.

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Jason Mefford: as well, so let me, let me grab the guitar here and and just start going through and again, you know, hopefully from that I won’t blast you out from the audio quality on here.

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Jason Mefford: Excuse me, but let me just get in and play a little bit here and then let’s talk about what we’re going to talk about today.

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Jason Mefford: Oh man.

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Jason Mefford: Oh.

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Jason Mefford: Man, I want to.

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Jason Mefford: live alone in.

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Jason Mefford: A.

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Jason Mefford: Such a.

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Jason Mefford: Give me.

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Jason Mefford: A.

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Jason Mefford: Good.

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Jason Mefford: Oh man take a look at my life.

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Jason Mefford: The whole day.

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Jason Mefford: Alright there’s a little old man, and let me, let me tell you a little story actually about that song and one of the reasons why I love it.

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Jason Mefford: One reason is, it reminds me of my dad so.

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Jason Mefford: In, as I told you, before you know we there is a lot a whole wealth of experience that older people can can provide to us and so again that song reminds me of my dad little sentimental this week, as well as he’s aging.

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Jason Mefford: But you know when when when that song was actually written so let’s let’s go off track a little bit here because I want to tell you the story behind this.

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Jason Mefford: Neil young very successful very early on in his in his career, in fact, you know, one of the lyrics there says 24 and there’s so much more.

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Jason Mefford: Because he was actually 24 years old, he had gotten some success early on as a singer songwriter had some money and actually ended up buying a ranch here in California and in the old man that was on the farm, as the caretaker was the inspiration behind this song.

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Jason Mefford: Because again as he looked at it and he thought you know here, I am a young man at the beginning of my life at the beginning of my career.

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Jason Mefford: And here’s this older man who has lived his life and and how much similar we are old man young men old women, young women Okay, and so again, this is not gender specific.

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Jason Mefford: But just happens to be the name of the song that he wrote because of thinking of this man and how similar we all are, as human beings, the difference being.

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Jason Mefford: we’ve just had different experiences right and so again, as I said, that’s one of the reasons why I just love hanging out with older people.

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Jason Mefford: hearing what they have gone through and learning from them, and that is one of the reasons why I tend to end up reading a lot of biographies.

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Jason Mefford: And so, as I told you, before the one that i’m reading now is Warren Buffett it’s called the snowball but it’s about Warren Buffett.

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Jason Mefford: And at the beginning of the book Alice Schroeder, who is the the author of it, she was invited in she spent some time with Warren in his office in omaha and he’s always been one of those people that’s just he just.

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Jason Mefford: goes along to the beat of his own drum Okay, he does what he wants to he’s he’s a very eccentric person, but he’s very, very good at what he has done and the wealth.

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Jason Mefford: That he has ended up bringing up over over the course of his life okay and and so at the beginning of the book, you know she’s she’s talking with him in his office.

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Jason Mefford: And kind of getting shown around showing some of the different things in his office and he’s telling her some different things, and then the book rewind and starts talking about his childhood.

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Jason Mefford: But during the book, there are things there are things, called callbacks that you see, especially in in comedy where something that I have talked about before.

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Jason Mefford: All of a sudden, I will do a call back, and I will talk about that thing again and I remember at the beginning of the book.

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Jason Mefford: that she was talking about, you know, in his office very prominently displayed in his office was a Dale Carnegie public speaking certificate, something that Warren Buffett had gotten I think it was 1951 he’s about the same age as my dad is around 1992 somewhere in that range.

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Jason Mefford: But that was hanging prominently in his office, and he made a point of actually showing it to Alice Schroeder.

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Jason Mefford: Now again seemed a little odd at the beginning of the book, but as it went through and you’re talking about his life what you found is Warren was a very shy child.

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Jason Mefford: In fact, he was afraid of public speaking he hated speaking in general, he had signed up for the Dale Carnegie course.

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Jason Mefford: and stopped payment on the check didn’t actually go down at the first go around and then, when he had the opportunity again.

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Jason Mefford: He made sure and took cash and said take my money so that I can’t I can’t get out of it this time.

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Jason Mefford: And went through the course and what was very interesting to me now let’s put this in context okay Warren Buffett is a very, very smart man.

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Jason Mefford: In fact undergraduate he started at the University of Pennsylvania in the wharton Business School so that is one of the top five business schools in the United States.

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Jason Mefford: Now he went there for a couple years and then I think he ended up finishing at the University of nebraska at Lincoln go cornhuskers Okay, but it shows that he is very smart he got into one of the top colleges in the country.

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Jason Mefford: Later on, he went back and got his master’s degree from Columbia University again, one of the top universities in the world and in the United States, so this is a man who is very, very smart.

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Jason Mefford: He has degrees like I said it, you know technically his degree is from nebraska but he went to wharton you University of Pennsylvania, and he got a master’s degree degree from Columbia.

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Jason Mefford: Now, how is this all tying in well later on, as he was talking to Alice he made reference that the most important diploma he received in his life was that Dale Carnegie public speaking diploma.

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Jason Mefford: Okay now again I told you this is a man that went to wharton he went to nebraska he went to Columbia very smart man.

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Jason Mefford: And wouldn’t you think right that he would have said Oh, you know my masters at Columbia with Ben Graham.

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Jason Mefford: That taught me the philosophy that I have that’s made me billions of dollars, that was the most important training that I took in my life.

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Jason Mefford: But no, no, no, no, no, he said, you know and again it’s in the book go look it up, but that that Dale Carnegie.

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Jason Mefford: certificate or diploma that he received was actually the most valuable thing that he did in his career.

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Jason Mefford: So it got me thinking and again because I just think a little bit differently this lines up very much with some of the stuff that i’ve been talking to you about for a long time if you’ve been a longtime listener.

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Jason Mefford: You know you’re competing with people and what actually makes you different.

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Jason Mefford: And i’ll tell you the degree that you got even some of the basic certifications that you might have like a CPA or a CIA those things don’t actually differentiate you in the marketplace those end up becoming what are called Table stakes right that in the word we’re table.

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Jason Mefford: table stakes actually comes from is for playing poker Okay, in order to play poker at the table you’ve got to put up the table stakes, whatever the buy in happens to be 100 bucks 500 bucks a million dollars if you’re playing a big game right.

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Jason Mefford: You have to show up with the basic table stakes, which is your diploma it’s your it’s your you know bachelor’s degree and even honestly today it’s your master’s degree as well.

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Jason Mefford: You know a lot of times, you have to have those things to be able to compete, but what really makes the difference it’s not those things because everybody else.

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Jason Mefford: Already has those things, and in fact you know it, whether you went to Harvard or Yale or Columbia, or you know Timbuktu university.

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Jason Mefford: It doesn’t matter that much in fact i’ve worked with people in fact i’ve gone to you know Boise State University is a pretty good pretty good university when it comes to business.

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Jason Mefford: I got my masters at university of southern California top 10 program for the the the what I went through in that program with them.

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Jason Mefford: i’ve worked with people from Harvard from Yale from you know ut Austin Illinois champaign top accounting schools in the country.

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Jason Mefford: And i’ll tell you, you know, again, those are great organizations, but those people aren’t any better than someone who got a degree from TIM buck university okay.

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Jason Mefford: Those are just the table stakes that’s just what gets you at the table So what can we learn from this experience and from somebody who has obviously been successful in their life.

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Jason Mefford: IE Warren Buffett well it’s not the the diploma thats hanging on your wall from your university.

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Jason Mefford: that’s necessarily what is going to help you the most in your career sometimes it’s those things like the Dale Carnegie public speaking.

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Jason Mefford: It can be other certifications like what see rescue academy offers, what is it that actually makes you different than someone else.

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Jason Mefford: And what can you get like a professional certification on a particular topic that actually proves to people that you know what you’re talking about.

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Jason Mefford: That you know more than some of the other people who aren’t willing to invest in themselves because that’s really the biggest game changer now in today’s work environment.

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Jason Mefford: Is it’s those soft skills and we’ve talked about before those skills that you learn that a computer can’t do and most other people aren’t willing to do.

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Jason Mefford: Around communication about building relationships about leadership those things and, unfortunately, a lot of times.

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Jason Mefford: You know people don’t actually get so if you want to be different than everybody else, if you want to take your career to the next level getting some skills in those areas is going to be helpful.

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Jason Mefford: It is going to be the thing that differentiates you from everyone else, now there are still technical things you know certificates related to agile auditing or risk based auditing or some of these.

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Jason Mefford: You know, specific areas that again it acts, just like that diploma that was hanging on Warren buffett’s wall.

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Jason Mefford: It proves to everybody else who sees it, that he actually went through it and, in fact, with you know blockchain technology with.

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Jason Mefford: With the way that linkedin is working, the way see risk does their certifications those things are effectively hanging in the virtual world for everyone to see.

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Jason Mefford: somebody comes to your linkedin profile and it’s like holy crap Jason not only went to Baba Baba BA schools but look at all the different training that he’s gotten.

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Jason Mefford: Look at the at the titles of it look at the different professional certifications that he has gotten because again i’ll tell you, even in my career my undergraduate my graduate MBA.

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Jason Mefford: doesn’t really distinguish me from other people it is those other things that I have gone through that I have invested in myself that I have done.

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Jason Mefford: Over the course of my career, that is what really differentiates me from other people so that’s the point that I wanted to get home to you today is.

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Jason Mefford: You know first off let’s learn from people who have been there and done that that’s again why I shared with you that song old man.

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Jason Mefford: talk to you about my dad talk to you about Warren Buffett is because there is a lot of wisdom that we can learn from people who have gone before us.

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Jason Mefford: right we learn a lot quicker we don’t make the same mistakes that they did in really we can get further ahead by learning and doing the things that made them successful.

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Jason Mefford: And again, as I told you a lot of times those things that are going to make you successful may not even be the things that you think they might.

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Jason Mefford: You know a lot of people again are like oh I gotta get my certified internal auditor I got to get that I got to get that.

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Jason Mefford: that’s table stakes for everything else find something that is going to be different, that makes you different makes you unique to be able to help you get ahead in your career because there’s again and again as i’ve talked before and i’m going to be talking more and more about this.

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Jason Mefford: The future of work is changing and the things that made you successful or got you where you are today are not necessarily the things that are going to help you in the future.

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Jason Mefford: And because of that there’s some new learning that we’re going to have to do there’s some things that we’re going to have to upscale or up level ourselves.

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Jason Mefford: In order to be able to compete with others in the workforce and honestly, even with computers Okay, and again just kind of On a final note, I was just reading.

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Jason Mefford: I don’t think i’ve shared this on the podcast yet, but the World Economic Forum.

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Jason Mefford: The number four job that is at risk of being outsourced to computers are accountants and auditors now again, not a surprise to me that they were on the list big surprise that it was number four.

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Jason Mefford: So again, one of the reasons why i’m talking about this, I don’t want you to get blindsided in your career and so again just sit back take stock of where you were at and start thinking about.

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Jason Mefford: How do I want to be different than everybody else, what are some of the skills that I need to work on that I want to work on.

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Jason Mefford: To be able to help separate me from every one else, and when you do that again, just like the Warren Buffett story.

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Jason Mefford: Most of the people weren’t willing to go through that Dale Carnegie training, he was willing to go through it when others were not.

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Jason Mefford: And it had a huge huge impact on his career and i’m sure that things like that will also have a huge impact in your career as well.

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Jason Mefford: Whether it’s things like agile auditing whether it’s you know additional leadership training psychology that’s one of the reasons why i’ve spent so much time studying psychology as well.

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Jason Mefford: Whatever it is just start thinking about what it is start making a plan so that you can again continue to be successful in your career.

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Jason Mefford: take time to listen to people who have gone before you as well.

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Jason Mefford: Because you know we’re all the same we’ve just had different experiences so learn from people who have had experiences that you haven’t had yet.

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Jason Mefford: And it will help you because, at some point you’re going to have those same experiences too so with that.

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Jason Mefford: Little saying in a little about Warren Buffett a little about my dad and about certifications and so go out have a great rest of your week everybody, and I will catch you on a future episode of jamming with Jason see ya.

The Difference Between AND and BUT – Leadership Hack

These two little words: “and” and “but” seem similar, are both conjunctions, but there are actually some very different times when you will want to use either one or the other to be effective as a leader and a communicator … and when you get it wrong there can be some painful repercussions.

Listen to the video to get much more detail:

Let’s start with “AND.”

It’s a conjunction that is: 1. used to connect words of the same part of speech, clauses, or sentences, that are to be taken jointly, like “bread and butter” or “rock and roll.” or 2. used to introduce an additional comment or interjection. O.K got it. The two things go together and should be taken together.

When you use AND in a sentence (or speaking) you want people to remember both ideas you are communicating. It’s also a softer way of adding something to the end of the sentence that has less resistance by those hearing it than using other conjunctions.

And … now “BUT” (see what I just did 🙂

It’s a conjunction that is: 1. used to introduce a phrase or clause contrasting with what has already been mentioned, and 2. used after an expression of apology for what one is about to say.

Subconsciously there is something very interesting with the word “but.” Since we know it is used in contrast or apology, we literally forget or discount what is said first. That’s where the whole idea I teach of “reversing your buts” comes into play.

When you have difficult news to share, don’t put it at the end of the phrase like most people do, e.g. “you did a really great job on that project Jason, but I wish you’d do this differently.” All I remember is the last part. The compliment doesn’t register since “but” is an apology and negates the compliment. In fact most people are conditioned so that if they hear a compliment from someone they expect to be asked to do something and tune it out.

Instead “reversing your buts” is switching the order of the sentence. “Next time I’d like you to do this and this different Jason, but you did a really great job.”

I now walk away feeling more positive and a deeper relationship connection to you, since you complimented me, but you still delivered the message of how I can improve.

This one little leadership and communication hack will make a big impact on your effectiveness.

When you are ready to take your leadership and communication to a whole new level, join the Briefing Leadership Program where you will learn ninja tricks just like this to take your career to a whole new level. Learn more and register at: https://jasonmefford.mykajabi.com/caebriefing

Bringing Values and Connection into Your Speaking with Nicole Garrett

Need help with public speaking? If so, then this episode is for YOU!

Today we discuss how to connect with your audience and deliver engaging speeches and presentations with Nicole Garrett

Nicole has been a long time actress who later found her calling in helping others build up their presence and become brilliant orators.

Reach out to Nicole at [email protected] or https://www.present.llc/

Listen in at: http://www.jasonmefford.com/fireandearthpodcast/

Transcript

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Jason Mefford: Welcome to another episode of the fire and earth podcast i’m your co host Jason method.

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kathygruver: And i’m Kathy gruver and we are so excited to have another guest on a very dear friend of mine i’ve known her for a while now, one of my favorite people Nicole Garrett.

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Nicole Garrett: hey it’s good to be here.

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kathygruver: Good good good, so why don’t you tell everyone who you are what you do, how you got to this point, all that good stuff and we’ll launch from there.

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Nicole Garrett: Alright, well, as you said, i’m Nicole Garrett and i’m a presentation skills coach and I started this business a couple years ago and i’ll give you the background as quickly and efficiently as I can.

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Nicole Garrett: I spent my teenage years and, most of my adult life immersed in the performing arts I earned a degree in theater.

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Nicole Garrett: I worked as a professional actress and singer and I became a director and an educator and long story short.

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Nicole Garrett: I moved out West I came out West for a show, and then I wound up staying here and and then I basically traveled living out West from gig to gig because I.

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Nicole Garrett: found myself in Jackson hole and not being able to work as an artist in Jackson hole, and I was on the road working a lot and.

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Nicole Garrett: Somebody called me to come back to Jackson hole and direct to show and I met my husband and the man who’s now my husband and was also really fortunate, the two of my friends broadway musicians were living out here, and I was able to work with them.

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Nicole Garrett: And all of that came to a grinding halt just a couple years into my marriage when my accompanist developed a glioblastoma and he died of brain cancer.

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Nicole Garrett: And I literally found myself at a crossroads here, I was as an artist living in Jackson hole, with no one to really work with so fast forward a couple months.

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Nicole Garrett: I went to New York with my husband he works in tech and I attended a conference with him and I went to a couple of the presentations.

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Nicole Garrett: And I was sitting in the audience at these presentations and I found myself diving into my bag and pulling out a notebook and a pen.

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Nicole Garrett: and taking notes free virtually on everything the prisoner was doing that I could have helped him do better.

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Nicole Garrett: And I walked out of the building that day and I said to my husband, I have found my next chapter, and I am not kidding you.

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Nicole Garrett: The doors literally flew open that day I reached out to a friend, I told him about my new career change and he said oh you got to call this person in New York and this person, and I did, and I met with him like that weekend everything just unfolded, and here we are today.

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Nicole Garrett: The rest is history.

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Jason Mefford: Well it’s funny when you say that right, because I mean all of us are speakers and in our in I remember that.

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Jason Mefford: You know you reaching in your bag pulling out your notebook and starting to take notes it’s like when when we’re sitting in conferences right if you’re a speaker.

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Jason Mefford: You take notes, but it’s not the same notes everybody else has taken right and so it’s like you can look around you can look around right and it’s like.

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Jason Mefford: Okay, those are the people that are here to learn yeah oh there’s another one there’s another one there’s another one we’re taking notes about.

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Jason Mefford: different things at different times like oh I liked how he brought that story into it, oh That was good.

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Nicole Garrett: On cross right.

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Jason Mefford: yeah that was.

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Jason Mefford: That was really great.

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Nicole Garrett: he’s already.

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Jason Mefford: Oh there’s a great call back you know that was at the beginning, right so so it’s it’s interesting and it’s you know it’s it’s a fascinating.

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Jason Mefford: Business anyway right, so I mean it’s it’s great that like you said, the doors just flew open for you, you know when you decided that that’s what you needed to do right and and so.

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kathygruver: what’s so funny is first of all I love all the pivots you know you find yourself at that crossroads you’re like ah, and you just being open to the next thing and finding yourself in a completely.

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kathygruver: Seemingly unrelated situation made the choice of Oh, I know what i’m going to do and what’s funny is I sat in a conference in Vegas my very first like big conference for natural paths and I was taking taking notes on the content and then this woman was speaking, and I was like.

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kathygruver: What does she do and I started taking on one side of the paper and take notes on her.

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kathygruver: And the other side of the paper, I took notes on the content.

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kathygruver: And I had the exact same thought, as you except I turned to my friend next to me, and when I should be up there, doing that.

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kathygruver: wow, even though I was a director, I was an act we’ve the same I forgot to be a fan theater and we kind of went the same route on that I looked up there, and when I want to get up there and use it, I want to fix that so I love that we sat in the previous the same situation.

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kathygruver: yeah and looked at it from two different perspectives I I absolutely love that so the three of us were on stage we know what would you coach people to do that I coach people to do that jason’s the best speaker in the world.

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Jason Mefford: Oh wow Thank you.

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Nicole Garrett: yeah.

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kathygruver: Well i’ve never seen him actually speak but.

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Jason Mefford: it’s funny because you know my my background has been in such technical areas in a lot at risk management compliance really sexy exciting things right so so you go to those conferences introduced literally.

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Nicole Garrett: As I see an exciting things by.

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Jason Mefford: People read Oh, thank you, thank you i’m glad somebody i’m just trying to bring the sexy to those those areas right because most of the time it’s just somebody.

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Jason Mefford: said, you know justin’s going in my head anyway all right here we go but.

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Jason Mefford: But it’s it’s so boring, most of the time because it’s like listening to a professor, give a lecture and now on the next slide we have blah blah blah right.

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Jason Mefford: And and that’s not how people learn to write and so again it’s that that whole idea of bringing something that’s different to actually help people learn and actually connect with them as a human so many people that are speaker is don’t actually do their talkers they’re not speakers.

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Nicole Garrett: So interesting to hear you say that I mean even this this week I have worked with three new clients who are clearly so in their head about the content and what they’re going to say.

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Nicole Garrett: That they don’t understand the importance of their relationship with the audience.

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Nicole Garrett: and connecting with the audience and speaking with the audience and listening to the audience.

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Nicole Garrett: And I find time and time again that really is where a big roadblock occurs, that they are caught up so much and.

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Nicole Garrett: What do I say how good is it going to be, it has to be perfect at a dot that they’re missing the point that your audience is 50% of the conversation that you’re having and without them there’s no presentation to go ahead.

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kathygruver: Absolutely well, and this is what i’ve had people say how do you memorize that whole thing okay I don’t memorize it i’m telling stories.

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Nicole Garrett: yeah.

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kathygruver: And it doesn’t matter what order I do it in unless you know I started a story, and then I turned the PowerPoint on it it’s the wrong slide but it’s like use use the PowerPoint as a.

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kathygruver: Key to get to the next thing, but I remember standing you I was in speaker training, which was ridiculous because I knew more than the woman teaching it but.

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kathygruver: i’m a speaker training and this memorized her talk.

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kathygruver: word for word.

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kathygruver: And women seen people memorize word for word, as if it’s a term paper it ends up being a nightmare, because they get to a certain.

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kathygruver: get to a certain.

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kathygruver: And they can’t remember their life.

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Jason Mefford: Well yeah it’s not like an acting where you can go line and you do the retakes.

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kathygruver: To read, I went to nursing school in 1992 to 90 like you don’t know where you went to put the paper down, you know so.

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kathygruver: there’s all these these tips and things that we could do what, what are the biggest pitfalls after the getting in your own head thing one of the biggest pitfalls, you see, with people who need to be speakers or want to be speakers that you help with.

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Nicole Garrett: If i’m thinking right now just from my experience this week, working with people who, who are working in corporate or executive directors working in nonprofits actually it is the lack of preparation oh.

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Nicole Garrett: yeah now on the flip side there are a couple people who way over prepare.

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Nicole Garrett: Right like you said memorizing a word for word, by the front line, but that lack of preparation, when you don’t have a lot of experience standing up in front of a group of people, I think, can really actually cause.

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Nicole Garrett: trouble for this finger, you have someone like you Kathy who it’s your it’s what you do you speak to audiences so you’ve got that ingrained in you and it’s a natural part of you, but with people that don’t have a lot of experience.

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Nicole Garrett: I don’t think they understand it’s not that you have to you know work for 1012 hours on on a three minute presentation, but understanding how to prepare properly for it and that really is dependent on the person who’s giving the presentation, I think.

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kathygruver: So, for how do you prepare properly, I mean pick a random person, how would you recommend they prepare for a three minute presentation.

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Nicole Garrett: Good question it’s a random person.

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Nicole Garrett: The let’s see here the one of the people that I worked with yesterday.

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Nicole Garrett: Has a three minute pitch really terrified of public speaking, but is taking chances and doing it has her material laid out in front of her.

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Nicole Garrett: Right okay that’s how she has prepared I don’t want to take that away from her at the same time, we spent our we spent time having her focus on again, who are you talking to.

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Nicole Garrett: What are you saying to them how are you connecting with them right what and I founded her content, it was very.

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Nicole Garrett: Very intellectual studies show data data data data where’s like you said where’s the story in this yeah.

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Nicole Garrett: What is the way you connect so that’s how we started preparing to look at this okay so you’ve got three minutes, can you tell a story here can you throw in some data, and can you talk to your audience another thing that you know comes up for me, as you say, that is, I.

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Nicole Garrett: I feel very strongly with people that don’t have a lot of experience with presentations is they’ve got to get connected to their why.

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Nicole Garrett: And to their own intrinsic values as to why what it is they’re talking about and what about, it is important to them and conveying that to their audience.

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Nicole Garrett: You know authentically yeah.

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kathygruver: That is such a good point and i’m so glad you said that I go to so many conferences, because i’m speaking at them.

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kathygruver: there’s hypnotherapy conference and there was this woman who I read her the description of what she was talking about and I went oh my God this sounds incredible I want to go see this.

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kathygruver: friend of mine and I we walk into the room is packed people are shoved in this room that should hold.

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kathygruver: 30 people there’s like 80 people that people are sitting on the floor and we’re like Okay, so we plopped down on the floor in the aisle and we’re watching she has an hour and a half to do our talk she spent the first 25 minutes.

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kathygruver: Talking about how she grew up and she was so rich and she had all these things and i’m looking at my friend we’re both like.

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kathygruver: And I finally wrote to him verbal masturbation and I handed over the piece of paper.

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kathygruver: And we finally both with i’m fucking I mean we left it was so hard, but we looked around the room and people were like.

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kathygruver: This and I finally said to him why is she telling us this yes and and.

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kathygruver: I just so many stories in my talks and it’s not because i’m so great and i’m so funny I am funny I am great.

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Nicole Garrett: Yes, you are.

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kathygruver: I i’m telling you the story because there’s a lesson to it because it leads you to this is the stress technique that i’m teaching you.

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kathygruver: And so I encourage people, why are you telling me this, why are you telling me the story, why are you giving me that data and to your point of knowing the audience.

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kathygruver: That is so huge if i’m speaking to 911 dispatchers i’m going to tell slightly different stories that if i’m speaking to a single mom.

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kathygruver: Yes, that if i’m speaking to health and safety guys.

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kathygruver: If I have a room full of all men i’m using my football metaphors i’m not talking about the airy fairy hug it out sing kumbaya stuff.

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kathygruver: i’m making it more practical, so I think you know, knowing your audience and asking yourself why are you telling this I think those are two huge key points I love it.

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Jason Mefford: Well it’s interesting because you’re talking about like three minute deals right.

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Jason Mefford: In, and this is where maybe comes back to the preparation and some of what you saw with that lady spending 25 minutes talking about herself right is.

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Jason Mefford: You know, Brian Tracy told me a long time ago, and this was you know kind of a funny thing right but he’s but he’s you know.

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Jason Mefford: talking with somebody and they’re like well So what do you want me to do well, we want you to do a 10 minute talk okay well that’s going to cost X amount, and I can do it in two weeks right well what if we hire you to do a one hour Okay, well, it would be this amount, maybe.

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Jason Mefford: A little less right and gets down to well hey I want you for a whole day well, should we can start right now, you know kind of thing because the tighter you are in your time.

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Jason Mefford: What are the more preparation you actually have to have right, so I mean it’s the same thing if somebody hires me to come in for a day.

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Jason Mefford: I don’t have to prepare too much right, I can I can there’s a lot of stuff you can do there’s breaks there’s all exercises all kinds of other stuff right, but if somebody wants me for an hour.

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Jason Mefford: Right, I might spend five or eight hours preparing for a one hour speech, especially if it’s a one that I haven’t done before right and again it’s that.

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Jason Mefford: Preparing who’s the audience going to be when do I want to try to use which stories Why am I trying to use those stories.

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Jason Mefford: What emotion, am I trying to get them to feel right and how am I going to weave this all together so that, at the end of the hour.

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Jason Mefford: I get them to take the action or do whatever it is my why behind why i’m actually talking right.

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Jason Mefford: And so you know where you had that lady for an hour and a half she’s probably thinking oh geez you know i’ve only got a half an hour worth of content so i’m going to spend the first half hour telling them about me.

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Jason Mefford: Myself yeah.

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Jason Mefford: So unprepared.

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kathygruver: Well, she didn’t have anything to.

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Nicole Garrett: Stop this time and time again.

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Nicole Garrett: To yeah.

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kathygruver: what’s your it could have been a 10 minute talk.

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kathygruver: yeah and because it was an hour and half, like, I guess, I have to be as my way through, and the fact that people were installed by that.

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kathygruver: I found appalling and I actually talked to the organizer about and he goes yeah you’re not the only person that complained about that she never spoke there again because she wasn’t giving us anything of value right.

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kathygruver: It was weird okay so know your why prepare don’t over prepare don’t under prepare.

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Nicole Garrett: yeah you actually and you reminded me of something else you yesterday I had someone else that I worked with.

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Nicole Garrett: Who has to do a 10 minute presentation in front of a board quarterly.

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Nicole Garrett: And they were feeling all this pressure, because it has to be they have to say this, and this, and this, and this and get all of this content in right, and this is one of our first times, working together, and I said well what would it look like, if you had three points to make.

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Not 23.

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Nicole Garrett: And just considered that less is actually more.

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Nicole Garrett: And it was kind of a mind blowing you know side of wow really.

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Jason Mefford: Special people like threes right just psychological reason for this.

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Nicole Garrett: is funny.

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kathygruver: yeah I only I have one job where forest funding.

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kathygruver: which I won’t tell because it’s very dirty but.

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Nicole Garrett: Oh okay well after the call.

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kathygruver: So Nicole.

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kathygruver: Nicole, as you came up as a performer and what What was your biggest what was the note, you always got what was your biggest foreseeable when you were either performing or speaking like what was your block with it.

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kathygruver: don’t push up.

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Nicole Garrett: yeah don’t push I was absolutely one who tried really hard.

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Nicole Garrett: Because I wanted to do a good job and I wanted it to be perfect.

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Nicole Garrett: And when I remember in college getting busted by my teacher, I mean I did this monologue and I was literally standing I want up standing on a chair yeah emoting to the world and I got up the cherries, like how was that for you.

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Nicole Garrett: You know.

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Nicole Garrett: hey and it was in that moment that he really kind of you know stripped away that.

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Nicole Garrett: wall.

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Nicole Garrett: And the vulnerability came out and I and that’s when I realized Oh, this is what performing is about it’s vulnerable.

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yeah.

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Jason Mefford: Well, and so I wanted, I want to dig in on that a little bit right because a lot of people are talking about authenticity.

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Jason Mefford: As well right and so again, you see this.

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Jason Mefford: From a kind of premise speaking standpoint to right when you put up that wall when you’re trying so hard.

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Jason Mefford: Especially if you’re trying to be someone else right, so a lot of times we’ll we’ll try to emulate.

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Jason Mefford: Somebody else but it’s not us right and so again the audience can tell that’s not really authentic that’s not really who Jason is right, which is why.

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Jason Mefford: I do things a lot different I bring in pop culture and musical references and other stuff just because that’s that’s who I am right I wear colorful shirts, I always wear a hat.

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Jason Mefford: You know, doing different things like that that that is just me, but you know you can look at it, even to like, and I think that’s kind of where you’re getting that too, with this don’t push don’t try too hard, as far as.

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Jason Mefford: Just be yourself right and so again, you can see, if we go back into the you know actor realm there’s certain actors that are just really fucking good at certain roles why because that’s who they are yeah right, I mean Liam neeson he does really good at a particular kind of role.

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kathygruver: Is a general with particular skills.

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Jason Mefford: he’s what he is.

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Jason Mefford: Someone with particularly.

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Jason Mefford: When when he tries to do a different role it’s not the same right because you look at it you’re like come on dude really know you know you’re the you’re the rough and tumble badass guy right.

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Jason Mefford: And so, when he tries to play, maybe a character that doesn’t really fit who we see him as yeah something just doesn’t click and so it’s the same thing when you’re a speaker right is.

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Jason Mefford: you’ve got to speak, the way that you are kind of authentically as well, and not try to fit yourself in some badass because that’s what people tell you, you have to do yeah.

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kathygruver: And so much of that is perception, because when I got my PhD I changed my headshot to very corporate looking.

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kathygruver: And I you know all of my stuff was very you know i’m going to be going into cooperation, so I must be there, I can’t use my bad language, and I must be very stilted in my speech, you know and somebody said.

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kathygruver: What the hell’s wrong with you like you’re hilarious and you’re slightly irreverent and.

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kathygruver: Like yeah you can do this very high up here in a suit to be corporates but that’s what you and they don’t want any but they want you to come in and do that thing, and I remember when I started putting the bread streaks in my hair my.

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kathygruver: Then husband now excellent and goes Oh well, that’s gonna look real professional and I went what.

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kathygruver: And he goes if you’re going into major corporations to get paid well and you’ve got red streaks in your hair what are they going to think, and I said, they are going to think that i’m a cool badass.

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kathygruver: And then i’m going to teach them stuff you know.

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kathygruver: I had to get out of that the perception of oh geez i’m up i’m a corporate speaker now I must do the certain know they can see who I am on my website, they can see that i’m goofy they can see that i’m fun that i’m that I, you know.

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kathygruver: that’s what they want that’s what they hired me for so you have to know get staying in your lane and just be true to yourself.

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Nicole Garrett: I have a question for you, then what when you made that that decision that conscious choice.

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Nicole Garrett: How, how did that land for you did it take a while or did you just sink right in.

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kathygruver: Oh, it was a syncretism because it was a misperception it was what I thought other people were going to how I thought other people are going to respond to what I was doing.

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kathygruver: And then I realized they don’t care because I have some friends who are speakers who have shaved do they have the side shaved they have all these crazy colors and they you know I think about.

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kathygruver: phil gerber check, who is on our ego is always worth the crazy glasses or Brian foreigner who’s from Pittsburgh everything’s black and yellow.

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kathygruver: Because the steelers and you know it’s like everybody has their thing that they like to do, and you have to be authentic to yourself.

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kathygruver: and be vulnerable I love that you said vulnerable because when I.

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kathygruver: Do my I mean you’re opening yourself up on stage and I tell so many personal stories some very are very emotionally weighted depending on the talk to them, giving and there’s been times, where i’ve teared up on stage, and it was like oh you can’t cry it’s like sure I can.

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kathygruver: Because I take the audience on a journey with me and if I start to tear up and I take that moment they’re all mesmerized.

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kathygruver: If it’s authentic I can’t manufacture that i’m gonna cry now you guys better show with me, you know.

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kathygruver: We go.

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kathygruver: yeah onions backstage.

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kathygruver: So how do you tap into that vulnerability and that honestly.

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Nicole Garrett: How do I personally or tap into.

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kathygruver: How to encourage, how do you get people there because that’s scary for.

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kathygruver: People.

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Nicole Garrett: It is scary for people, I really, really try to create a safe space as possible from the get go and it some people jump right into the work and are willing to let go and other people, it takes a while so it’s it’s a matter of.

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Nicole Garrett: You know I actually I think that’s where the Co active training collective Institute has really been helpful in working with people.

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Nicole Garrett: Because it is giving them it’s it’s holding that space for them to step into their vulnerability.

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Nicole Garrett: and

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Nicole Garrett: Trust that they’re not going to be judged by doing it.

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Nicole Garrett: Right.

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kathygruver: But when we mess up.

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Jason Mefford: we’re going to miss.

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yeah.

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Nicole Garrett: What if you mess up what if it’s not perfect, what if you lean into the fear of not being perfect and do it anyway.

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Nicole Garrett: What if what might happen.

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kathygruver: I might die.

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Nicole Garrett: You might.

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Jason Mefford: i’ve never i’ve never been to a conference, though.

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Jason Mefford: Right, where they like they take the Horn, you know the the shepherd’s hook, and like.

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kathygruver: Fully off.

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Jason Mefford: Somebody off and then you hear a gunshot.

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and

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Jason Mefford: Now.

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Nicole Garrett: it’s a you know they’re there actually is a lot of work that I do with clients some clients that have that fear of not being good enough for being judged that’s you know the saboteurs work and.

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Nicole Garrett: Taking that Salvatore that’s in your head and putting a face and a body on it and sticking it in the room, and having a conversation with it.

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kathygruver: yeah.

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Nicole Garrett: and letting it know.

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Nicole Garrett: That it, it needs to be quiet, it needs to take a timeout because you’ve got work to do.

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kathygruver: Well, and here’s what i’ve noticed.

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kathygruver: When someone is trying really hard and being vulnerable and they screw it up.

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kathygruver: something happens, and you can see them suddenly going.

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kathygruver: uh uh the audience is so compassionate for that.

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kathygruver: When I see the audience go.

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kathygruver: Is when you’re an arrogant.

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kathygruver: overconfident prick about what you’re doing that’s when the audience goes i’m out, you can see them shut down when you are trying your best and something gets screwed up.

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kathygruver: The audience is right there with you going oh older i’m rooting for you, you got this you know so yeah failings, not the the the screwing up, so the problem it’s being overly confident unprepared and kind of being a jerk about it is when the audience rebels that’s my bad my observation.

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Nicole Garrett: yeah I said well and that ties me back to preparation it’s like well how are you preparing, are you doing your research are you getting to know your audience because.

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Nicole Garrett: I always assume that if people have that arrogance about them, it is masking it’s a mask for fear and it’s the fear of the of the judgment.

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Nicole Garrett: That they might receive from the audience but.

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Nicole Garrett: When you get when you spend time imagining your audience.

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Nicole Garrett: Just imagining them imagine what their life is like what side of the bed do they get out of in the morning, what newspapers might they read what is their social media influence where are their vulnerable points.

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Nicole Garrett: It helps the speaker, I think, have more empathy for the audience because I mean, at least for me I realized, you know what they’re human beings too and they’re having a human experience and they’re vulnerable also.

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Nicole Garrett: And if i’m willing to stand in my vulnerability.

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Nicole Garrett: Maybe it will create a space for them to stand in theirs, and then the world becomes a better place.

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Jason Mefford: yeah what I want to ask you a question, you know because we’ve been talking a lot of the analogy or kind of stuff that we’ve been going along is kind of platforms speaking.

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Jason Mefford: To right but I heard you mentioned something about working with executives and boards in space, I know all too well right having to.

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Jason Mefford: stand up in front of the boards going in every quarter.

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Jason Mefford: You know, and we were joking about you know you’re not going to die, but in that in that corporate political land mine environment, you might not.

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Jason Mefford: die, but you could lose your job, I mean there’s there’s a real chance if you go in you totally Fuck it up.

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Jason Mefford: You could lose your job right you could lose the confidence of the board the other executives and there’s a whole you know political dynamic to it, especially in a lot of those situations where people will.

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Jason Mefford: make certain comments or do other things, to try to undermine you so i’m interested to as far as you know, when you’re coaching executives on this are there may be some different things that you’re working with them on or to kind of consider that might be different than a platform speaker.

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Nicole Garrett: i’m i’m.

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Jason Mefford: Sending the answer the answer can be no.

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Nicole Garrett: No, I am I just want to protect confidentiality and make sure.

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Nicole Garrett: You and.

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Nicole Garrett: I.

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Nicole Garrett: This is not a direct yes or no, for me, this is about my client getting clearly aligned with their values their personal values that they honestly have and the values that they have that they uphold for this company.

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Nicole Garrett: And being clear about those and then coming forward with their message from that place of of leadership.

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Nicole Garrett: and trusting.

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Nicole Garrett: And yes, you are risking, but when we really know who we are and we come forward with courage and authenticity if that board is doesn’t agree with what’s happening there, maybe.

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Jason Mefford: it’s not a good fit.

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Nicole Garrett: it’s not a good set.

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Nicole Garrett: Of what are your thoughts about that.

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Jason Mefford: No, I I totally agree because, again, you know I look at it from a leadership perspective yeah I love, where you went with that because I hadn’t thought of that.

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Jason Mefford: directly but it’s it’s people with conviction.

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Jason Mefford: that are going to be heard and again, you know, like you said, your conviction may differ from other people in the organization, but.

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Jason Mefford: Honestly there’s a lot of weasels and weak people in very high positions in corporations that just are you know got the term yes man that that just kind of go along and that’s not leadership, you know that’s just being a.

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Jason Mefford: You know minute whiny little bitch puppet kind of thing you know and it’s like you know, having that.

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Jason Mefford: Because again a lot of the executives idea with sometimes they have to deliver difficult messages.

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Jason Mefford: To executives and and it doesn’t go over well, I mean I try to help them, you know, make it make it easier, but it is, I think what you said it’s that alignment with your values and your conviction and actually.

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Jason Mefford: Speaking The message I mean you can soften it a little bit, but sometimes we just got to tell them the hard truth, sometimes the messenger is the one who gets shot, but that comes with the territory.

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Nicole Garrett: You know yeah you just reminded me of a story, may I share it it’s quick.

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Nicole Garrett: yeah um my father, when he was alive, he was the director of the university in Illinois not not you by si you ever it’s phil and.

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Nicole Garrett: There I was young, but something that happened, where he was asked to by his bosses to go in front of the Board and lie.

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Nicole Garrett: And my father was a man of deep integrity.

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Nicole Garrett: And he felt a ton of pressure about it, and he decided that he would comply because he feared losing his job.

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Nicole Garrett: And he walked in to work if I remember the story accurately he walked he walked in he was walking up the steps of the building to go to this meeting, and he had a heart attack.

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Nicole Garrett: And he didn’t make it and he didn’t have to tell the story right didn’t have to tell the lie.

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Nicole Garrett: That to me affirms the importance of honoring your values in any type of presentation.

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kathygruver: yeah yeah with.

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Jason Mefford: A powerful story.

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kathygruver: Right yeah yeah it is yeah it’s also going to be our last one, because once again we’re at a.

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kathygruver: time I.

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kathygruver: See you.

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kathygruver: See, and there was vulnerability and telling that story, because I was started to Europe with you.

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Jason Mefford: Know it’s it’s I see.

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Jason Mefford: That was so much in corporate America and it’s.

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Jason Mefford: yeah we’ve we’ve got to stick to the values of the day yeah.

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kathygruver: And we’ve talked about that so much Jason I we’ve done episodes on values we’ve talked about our values we you know it’s it’s huge that that informs everything that informs everything, this has been such a great conversation Nicole you’re one of my favorite people.

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Nicole Garrett: you’re one of my favorite people and Jason i’m so glad to have met you you’re one of my new favorite people.

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kathygruver: cool all right, Nicole tell people where they can reach you to websites anything you have that you want.

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Nicole Garrett: Yes, my website is my.

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Nicole Garrett: business is called present my website is www dot present dot llc and you can reach me at Nicole at present llc.

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kathygruver: yeah.

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Nicole Garrett: And I live in Jackson hole so if you’re ever out in Jackson hole just look me up take your hiking.

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kathygruver: Oh i’m there absolutely.

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Nicole Garrett: Come on.

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kathygruver: yeah i’m ready i’m ready i’m ready excellent Oh, this has been so much fun Thank you so much for being here, I am Kathy gruver I can be reached at Kathy Gruber calm.

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Jason Mefford: And i’m Jason method, I can be reached at Jason method calm so go out have a great rest of your week and we’ll catch you on the next episode of the fire and earth podcast see ya.

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yeah.

E164: Professional Associations are Pre-Historic Dinosaurs

In today’s episode we discuss how professional associations are becoming a thing of the past.

These Associations, like The Shriners or Rotarians… Or a certain Internal Audit related one… Are not meeting the needs of the public and membership is waning.

To join a consistent, confidential community of Chief Audit Executives mentioned in this episode, visit: https://jasonmefford.mykajabi.com/caeforum and schedule your call to see if it’s right for you.

Listen in at: http://www.jasonmefford.com/jammingwithjason/

Transcript

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Jason Mefford: Welcome to another episode of jamming with Jason hey my friends welcome back in this episode, we are going to be talking about why professional associations are pre historic dinosaurs Now I know you might like dinosaurs, or like the idea of them.

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Jason Mefford: But I don’t know prehistoric dinosaurs well let’s get into the episode and you’ll see what i’m talking about.

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Jason Mefford: Alright, everybody well hey thanks for joining me again for another episode of jamming with Jason.

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Jason Mefford: hey I mentioned that we’re going to be talking about prehistoric dinosaurs today, so if you’re a fan of dinosaurs obviously hang around, even if you’re not.

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Jason Mefford: you’re not going to want to miss this so listen now just to start with, let me do a couple of shout outs to people.

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Jason Mefford: First, one I got a message on linkedin and said I love this this is heading connecting with the best podcast owner for internal audit ooh.

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Jason Mefford: love that and the message says hi Jason i’m marlo Viana an internal audit manager in Brazil.

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Jason Mefford: It is a pleasure to hear your weekly podcasts and your effort to discuss critical subjects for our career, thank you, and please keep doing it so marlowe’s, thank you for sending that out and i’m going to keep doing it in fact we’re doing it today hey how about that okay.

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Jason Mefford: And you know big shout out to Brazil as well, we are listened to literally all over the world, so you know again just like marlowe’s reach out to me on linkedin.

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Jason Mefford: shoot me an email, let me know that you’re listening and what you enjoy the most now also another one Andy Kovacs actually sent it and said, we need more myth busters like you.

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Jason Mefford: So today is one of those myth busting episodes so if you’re familiar with, with the show myth busters it’s it’s actually pretty fun on TV to watch.

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Jason Mefford: Where they go back and they actually look at some of the things that people believe and do scientific experiments to actually see whether that thing is a myth, or whether it is true.

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Jason Mefford: And a lot of times they they bust the myths so today we’re going to work in a bust a little bit of a myth okay Now I know for some of you.

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Jason Mefford: This is already a conversation that you’re having in your head so as I go through and talk today you’re probably going to be nodding your head a lot and saying you know what Jason.

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Jason Mefford: I totally get what you’re talking about i’ve been thinking, the same thing for a long time, so if you’re one of those people.

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Jason Mefford: you’re not alone we’re many of us are thinking, the same things and if you’re not if it’s like this is the first time you’ve ever heard this and it shakes you up a little bit.

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Jason Mefford: Well, you know today’s episode is is intended to shake up people a little bit in actually have you consider and think you know I don’t I don’t want people to.

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Jason Mefford: just go through life and do things as they’ve been expected to do them I like people who actually think for themselves and often buck the tradition.

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Jason Mefford: By doing what they think is right, instead of just going along with what everyone else is doing so with that, let me get in and talk a little bit about.

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Jason Mefford: Professional associations now i’ve been thinking about this for a while this is something that I like I said i’ve thought about i’ve had a lot of different conversations with people, and let me just kind of you know let’s let’s start jumping in and going there.

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Jason Mefford: Now, when when my grandparents okay my grandparents actually lived through the depression.

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Jason Mefford: Here in the United States, they were they were a couple actually part of their family, they were farmers out in the Midwest and during the Great Depression and the dust bowl they ended up having to move West right because they lost everything that they had.

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Jason Mefford: They were farmers by nature, and they and they moved out to the West and back at that time you know, in the 30s 40s and 50s especially here in the United States.

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Jason Mefford: A lot of people belonged to different associations so things like you know my grandparents were elks they would go down to the elks lodge a couple times a week.

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Jason Mefford: meet with their friends, sometimes they’d there’d be music or dancing or other things, and they would get a sense of community.

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Jason Mefford: You know they’d be out working in the fields, doing the stuff that they needed to during the day, and it was a way for them to go and get community and develop friendships with people in the Community.

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Jason Mefford: That they weren’t directly working with, and this went on for a long, long time I mean associations, like that, here in the United States we’re a very big deal and a very big part of people’s lives for a long time now starting you know the 6070s and especially in the 80s.

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Jason Mefford: Membership and a lot of those associations started going down now, there were several different reasons for that and, again, as I said, my grandparents were elks but some of the other associations, like this, you know the rotarians.

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Jason Mefford: The shriners you know, these were some of the the ones that a lot of people actually.

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Jason Mefford: joined and had community with in fact i’m going to talk about the shriners here in just a little bit too so hang on for that, but what ended up you know happening, when my grandparents, you know we’re alive.

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Jason Mefford: Things were just different right, I mean a lot of times, especially in the United States there weren’t a lot of media options again remember this was the 30s 40s and 50s before TV.

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Jason Mefford: And so, at night people didn’t turn on the TV and get entertained in their home they would go to these clubs or associations for their entertainment Okay, and so they served a very good purpose.

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Jason Mefford: In fact, most of these also had a charitable arm to them, I was a Rotarian myself.

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Jason Mefford: In fact, a lot of the things that you know the Rotary stands for, you know, polio eradication clean water literacy, I very much agree with those things.

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Jason Mefford: But i’ll tell you again, my reason why i’m no longer a Rotarian and i’m going to get there in just a minute okay.

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Jason Mefford: So, as I said, these clubs, they were filling an important need that people had for community.

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Jason Mefford: Now, as things changed, you know again at that time to a lot of times the husband was the only one who was working outside of the home, and so the family dynamics were a little bit different but as we started moving moving forward.

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Jason Mefford: Both you know husband and wife are both partners ended up starting to work there was childcare issues, some of these other things.

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Jason Mefford: to wear a lot of a lot of the membership in these types of clubs and associations started going down.

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Jason Mefford: In fact, I was in winnipeg Canada okay shout out to all the Canadians who listen, but I was in winnipeg probably about 20 years ago.

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Jason Mefford: And the hotel that I was staying in they were actually having a regional conference for the shriners and it’s pretty obvious because the shriners wear hats I love hats right.

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Jason Mefford: But they have a very distinctive hat and so they were all over the hotel because they were having their conference in the hotel, where I was staying.

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Jason Mefford: And so you know I love just talking to people and getting to know them, and so I struck up several different conversations with.

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Jason Mefford: With the shriners who were there and we’re kind of saying hey you know why, why are you guys here well we’re having a conference okay well, what do you, what do you kind of talking about.

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Jason Mefford: And 20 years ago, mind you, this was 20 years ago they said, you know we’re having a very tough time having younger people join.

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Jason Mefford: And again, I could look around the hotel and I could see all these people were in their 60s and 70s okay Gray hair retired.

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Jason Mefford: There were not very many young people around and they said, you know what we’re struggling to get new Members to get younger members.

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Jason Mefford: And we’re trying to figure out why Okay, or how we can do things different now again a lot of these clubs still haven’t been able to figure this out because things have changed okay.

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Jason Mefford: And so, when I talk about prehistoric dinosaurs okay that’s because dinosaurs became extinct right because they were not able to change.

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Jason Mefford: With the times and, unfortunately, a lot of professional associations are dinosaurs that are not changing with the times they’re not changing with the times and i’m going to get to that here.

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Jason Mefford: In just a minute, but again, let me talk about you know I told you again, I was a Rotarian love that you know, for the time when I was a Rotarian.

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Jason Mefford: But I ended up having to quit, and the reason was not because I didn’t believe in what they were doing, but it was because I was traveling.

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Jason Mefford: And they had you know certain meetings once a week that you would go to, and I was literally out of town and couldn’t attend those meetings at that particular time.

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Jason Mefford: And so again, it was because I was busy because I had these other obligations that I was not able to attend this again is one of the reasons why so many of these clubs and other things like that are having difficulty because our lives are now different than they were before.

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Jason Mefford: And we can’t afford or don’t take the time to go and do some of these things because honestly we’re busy right, I mean i’m guessing if you’re like most people.

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Jason Mefford: you’re busy too and you’re trying to figure out how to fit everything in as well Okay, and so again, as I said a lot of these clubs and associations their memberships have been going down.

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Jason Mefford: Now we see the same thing in in churches as well right that that a lot of people less fewer people are going to church for some of the same reasons that i’ve been talking about before.

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Jason Mefford: A lot of people got got their community by going to church they’re not getting it that way now.

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Jason Mefford: The same thing is starting to happen with professional associations as well Okay, and so again, you can think about all the different ones i’m going to use an example because there’s many different professional associations.

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Jason Mefford: But i’m going to use the example today of the Institute of internal auditors because, again I know a lot of people listening might be in the internal audit space.

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Jason Mefford: And you may be members of the Institute of internal auditors, but here’s what i’m going to tell you okay.

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Jason Mefford: Is that again, these are dying on the vine, if you will, just like these other clubs, churches and other associations that i’ve been talking about.

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Jason Mefford: Now, why is that the case because they’re not fulfilling the needs of people now right things have changed, but a lot of these associations, continue to be dinosaurs stuck 40 or 50 years ago.

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Jason Mefford: And because of that they’re not relevant anymore, because they’re not teaching they’re not providing a community that people need and honestly when you’re busy you really have to pick what’s most important and where to spend your time.

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Jason Mefford: Now, again, some of you may be saying wow that’s just not right Jason I love the I I go to my meetings, all the time well, let me give you a little information now i’m here in orange I belong to the orange county California chapter.

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Jason Mefford: And that chapter has seven or 800 members okay seven to 800 members of that local chapter of the AIA.

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Jason Mefford: But they struggle to get 30 people to come to meetings now what does that tell you well for some reason 95% of the people it’s not relevant to them.

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Jason Mefford: Even though they happen to be members on paper, they don’t go to the meetings which means it’s not a priority to them, for some reason okay.

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Jason Mefford: And again, sometimes that might be hey i’m just busy I mean honestly I was that way, a lot, why should I spend half a day going to a one hour training.

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Jason Mefford: That honestly often sucked anyway okay why, why would I take four hours, out of my day to go to a one hour training.

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Jason Mefford: hey, why not instead you can just get the one hour training at your desk whenever you want to and from a place like see risk Academy.

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Jason Mefford: Right that’s why so many people are switching to things like on demand, training, where they don’t have to show up at a particular you know date and time or waste a bunch of time trying to go somewhere on person.

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Jason Mefford: Just like your other entertainment options they’d rather be able to sit down on their couch or in front of their computer and just pull up and do one hour of training.

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Jason Mefford: and honestly it’s the same cost anyway, as if you were to go to something like an hi a meeting right, but you don’t waste the time Okay, so do you see what i’m seeing.

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Jason Mefford: Is that times are changing so are you changing with the times, or are you acting like a dinosaur as well.

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Jason Mefford: I don’t know if that’s a question that you have to answer, but we know what happened to the dinosaurs, so if you’re acting that way, maybe you ought to quit.

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Jason Mefford: Okay, unless you want to become extinct, like the dinosaurs and i’m guessing you don’t want to do that okay.

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Jason Mefford: So let me go back because, again I said i’ve been thinking about this for a long time i’ve been thinking about things like my grandparents and my experience with Rotary.

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Jason Mefford: and honestly now my experience with the AIA okay now i’ve been hearing from several different people that I know.

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Jason Mefford: that they are not renewing their I am membership i’ve heard this from a lot of different people that i’ve talked to.

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Jason Mefford: They said, you know what it doesn’t interest me anymore i’m not getting any value out of it i’m not going to renew my membership next year or you know at this time, where I did not renew this last year.

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Jason Mefford: And when I first heard people saying that you know I kind of thought Oh, you know because I I was a president of an eye Chapter I was a district rap I served on lots of committees, I did lots of things with the AIA.

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Jason Mefford: And so to me it almost felt like I would be disloyal if if I didn’t belong to that or if I didn’t just believe everything that they said.

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Jason Mefford: And I know you know in previous episodes i’ve kind of talked about you know, religion and how sometimes you know if you leave religion or you leave traditions that you have been indoctrinated into.

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Jason Mefford: You know, at first, it feels like well i’m not being true I can’t do that right, because I was raised this way well, some of you may be feeling the same way, because, as I said, I felt kind of the same way to about the IIA.

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Jason Mefford: Excuse me, growing growing up in it, you know serving volunteering doing all of the different things that way as well.

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Jason Mefford: But I will tell you I told you i’ve been hearing from people for the last several years that they’re not renewing.

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Jason Mefford: And I thought that will never be me well guess what folks this year, I had to seriously think about it for two or three weeks and I almost didn’t renew this year.

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Jason Mefford: Next year will I renew I don’t know now why because, again, a lot of the things that are being taught the things that are out there.

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Jason Mefford: I don’t think are very relevant anymore they’re 40 to 50 year old things that is not how we actually audit.

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Jason Mefford: In fact I think i’ve mentioned this before I think there, there has come a point where, following to the letter of the law, a lot of the standards and a lot of the practices.

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Jason Mefford: That are espoused by professional associations actually hurts you in your career and it actually hurts your organization, so my opinion is.

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Jason Mefford: When it’s when something crosses the line like that to where it’s actually more harmful to you than helpful I think it’s time for people to speak up and actually say something about it.

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Jason Mefford: So that’s what i’m doing today i’m being a myth buster and i’m talking about it i’m just talking about the elephant that many of you are probably already having this discussion in your head.

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Jason Mefford: Now, what makes me say that well again i’ve had lots of discussions like this with people and I just had one this last week i’ve helped hundreds of people pass the certified internal auditor or CIA exam right from the IAEA.

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Jason Mefford: And you know honestly I teach people how to pass, knowing that I don’t believe or think that some of the answers are correct, but I help people learn what those quote unquote correct answers are so that they can pass the exam.

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Jason Mefford: But I had somebody just this last week, who told me, you know what i’m really struggling with part two.

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Jason Mefford: Because I i’m i’m not getting the answers correct I don’t understand what they’re saying, because what i’m being taught is not what we are doing in practice.

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Jason Mefford: Now I know to some people who would be staunch they would say, well, that must mean that that person isn’t really doing what they’re supposed to be doing.

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Jason Mefford: In their internal audit department and shame on them right well knowing this person, a little bit that’s not the case folks they’re actually providing quality work.

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Jason Mefford: Value Added work for their organization, but they just don’t follow some of the historic wrote dogmatic types of things that were done in audit 40 or 50 years ago.

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Jason Mefford: And so again he’s struggling with the point of hey you know this this differs so much from what we’re actually doing in practice i’m having a tough time passing the exam.

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Jason Mefford: that’s an example of what i’m talking about folks is again it’s nothing against any any particular professional association, but what I have seen and it’s not just from the IAEA, but from others as well, they are still stuck in the past they have their own agenda.

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Jason Mefford: And so, because of that, I just want you to wake up and start asking yourself questions is that the best use of my time or Would I be better off to spend it elsewhere.

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Jason Mefford: Because again I know you’re all busy I mean everybody that I talked to is stressed out they’re overworked and they’re trying to figure out what they can do differently.

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Jason Mefford: This might be one of those areas where you can cut back, why keep trying to you know already if you don’t feel like you know you’re just doing it out of obligation, then maybe stop right there’s other options as I talked about now.

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Jason Mefford: At the beginning, I was talking again about some of the clubs and how they they filled a Community need, for example, that my grandparents had and going to the elks.

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Jason Mefford: And one thing I know about humans is, we want a sense of community and because of that we search out ways to have that community in our life.

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Jason Mefford: Some people find it through religion and by going to a particular church, some people find it through hobbies or other things like that, and again, things have changed, you know I know people that.

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Jason Mefford: Their Community they like to play online video games and their community is these people that they play video games with each day.

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Jason Mefford: that’s where they find their Community they don’t go to church or go to other places, to try to find it they find it there in a new way that again it wasn’t even an option 40 or 50 years ago.

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Jason Mefford: So whatever you do, and this is one of the reasons why I wanted to talk about this today is, we all need community.

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Jason Mefford: We all need some kind of community now, if you want to find that Community and professional associations, if you find that community in those professional associations.

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Jason Mefford: Then, keep going to those professional associations Okay, but if you’re like a lot of people that i’ve talked to and you feel like you’re just going because you’re supposed to well Maybe you can find Community elsewhere that will serve you better.

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Jason Mefford: And so start asking yourself what are some of those ways if you’re not sure reach out to me because i’ll give you some examples right and an example today that i’ll give you as well, is.

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Jason Mefford: For chief out of the executives, you know chief audit executives, that is one of the loneliest jobs in the world and having been there, multiple times, I can tell you.

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Jason Mefford: CES long for Community and in because of that they try to go to some of these different things there’s options that are out there that just really are not very good.

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Jason Mefford: And unfortunately again they’re not consistent they’re not confidential and they’re not a Community, and I know i’ve talked before on here about Community versus networking.

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Jason Mefford: How the two are different and you don’t need networking unless you’re a salesperson but you do need community.

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Jason Mefford: You need those that group of people that are actual friends they’re not just acquaintances these are people that know you, these are people that you are comfortable sharing information with.

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Jason Mefford: You know when things are going good when things aren’t going so good, you have a place to go that is safe and confidential okay.

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Jason Mefford: And so, again, there is a place like that for chief audit executives and it’s called the cae forum.

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Jason Mefford: Now why am I talking about this at the end here, well because, again, a lot of Chief audit executives look to professional associations.

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Jason Mefford: or professional services firms to try to get that sense of community but here’s what i’m going to tell you, you will always be find it lacking.

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Jason Mefford: Looking in those two places, because they are not actually Community okay instead they are usually places to try to you know pat you on the back, make you feel better about yourself.

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Jason Mefford: And then sell you a bunch of services, but if you’re a chief audit executive who wants that consistent.

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Jason Mefford: Confidential community of other CEOs and i’m talking to a real Community people who know you people who are there for you and will go to bat for you, if you need help.

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Jason Mefford: Then the chief audit executive forum is something that you really should consider.

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Jason Mefford: Now why am I, bringing it up today too because again that CA forum only lets people in once or twice a year.

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Jason Mefford: And this is one of those times so if you’re listening to this and your chief audit executive you owe it to yourself to check it out.

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Jason Mefford: to sign up for a quick call and see if it’s something that is a good fit for you, because again that’s where you will find that community.

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Jason Mefford: Now, for those of you, that are not ca’s again where can you find Community they can be from all different places right.

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Jason Mefford: But again you’re probably not going to find them in those professional associations are some of the other things and it’s okay to question it it’s okay to stop.

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Jason Mefford: If you don’t want to go Okay, especially again if you think that it’s actually hurting you more than it’s actually helping you.

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Jason Mefford: Because honestly there’s lots of other places, you can actually go to get training to get Community through things like Facebook groups.

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Jason Mefford: As I mentioned already, you know people that do online gaming there’s communities there different communities for hobbyists.

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Jason Mefford: I was just talking to one of my brothers who is into woodworking and actually has started going to a Woodworkers Guild.

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Jason Mefford: He actually makes pens and other stuff like that, out of wood there’s lots of different places to go, but the idea is you need something in your life so find some of that community.

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Jason Mefford: And again why am I talking about this today, because so many of you are stressed out and you don’t have any place to go when you’re stressed out.

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Jason Mefford: And I know i’ve been there okay that’s one of the reasons to why community is so important for you alright so with that my friends i’m going to wrap up for this week.

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Jason Mefford: Go out again don’t just go along, because you think you’re expected to go along think for yourself and choose for yourself on exactly what you’re going to do.

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Jason Mefford: Whether it’s professional associations or anything else do what’s right for you and in the best interest of you, your family your organization and the people that work for you so with that.

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Jason Mefford: Thanks for sharing this time with me and i’ll catch you on the next episode of jammin with Jason see ya.

E162: When to Get Help in Fraud Investigations with Guido Van Drunen

A man who has been on both sides of the fence, as well sitting on the fence itself when it comes to fraud investigation, Guido Van Drunen has a great wealth of experience with plenty of information to share in today’s episode!


From running investigations in South Africa, Madagascar, Greece, United States, The EU and more we cover a vast list of mistakes to avoid and tips to use while running your own fraud investigations.

Listen in at: http://www.jasonmefford.com/jammingwithjason/

Transcript

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Jason Mefford: hey everybody, I have a very exciting discussion today i’m with Guido van Ronan.

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Jason Mefford: And we’re going to be talking a little bit about fraud forensic investigations and gado is one of those guys it’s been on both sides of the fence here.

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Jason Mefford: And so we’re going to get in and we’re going to talk about some of the kind of some of the mistakes that sometimes people make and how to avoid those so that these investigations go exactly the way they need to so with that we’re going to get into it right now.

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Jason Mefford: hey Jason how are you.

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Guido van Drunen: i’m good.

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Guido van Drunen: hey well, you said you said, both sides of the fence, I even sat on the middle of the fence so you’ve been on the middle.

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Guido van Drunen: Center as well, so just so you know.

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Jason Mefford: And while usually sitting on the fence is not a good thing i’m sure it’s.

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been.

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Jason Mefford: I love that we’re gonna have fun today too so yeah well you know, maybe just for people that don’t know you because you do you’ve had some great experience you’ve seen a lot of the different sides of this.

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Jason Mefford: which I think provides a great context for people to be able to understand how to do this because you know as you and I have talked sometimes very well meaning people just screw stuff up.

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Jason Mefford: And, and so you know we’ll we’ll try to go through talk about some of the good things the bad things and just kind of help people so that they don’t have investigations that goes sideways on them which which sometimes happens so.

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Guido van Drunen: yeah happy to help and just by way of background, I mean I retired about a month and a half ago i’m still finding my feet on that front.

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Guido van Drunen: Before that I was with KPMG as a partner with KPMG and their friends it’s practice and before that I worked in industry.

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Guido van Drunen: Where I helped a fortune 50 companies that have been global investigations group and work very closely with all aspects throughout the organization, you know investigating fraud and financial waste and abuse and before that I was in law enforcement.

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Guido van Drunen: You know I worked in the customs department in the Netherlands, and then I worked in the criminal investigation branch in New Zealand, for a number of years i’ve been fortunate enough to do investigations on every single continent, except Antarctica and I I did get close once.

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Jason Mefford: A debate if we go down there for something, yes, but, but you know operation deep freeze was not necessarily.

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Guido van Drunen: Something that took place so i’m happy to share anything that would.

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Guido van Drunen: You know, further help our internal audit brethren you know enhance their practice what they do and anything that can keep people out of trouble and prevent them from making some of the mistakes that i’ve made over the years, you know, this is all about sharing yeah.

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Jason Mefford: Well, and I love that you do have that background you’ve got the law enforcement background, which again.

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Jason Mefford: Some of the people in forensics and to some don’t brides but, but again having That gives you a different context, a different feel for it.

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Jason Mefford: You know you’ve been you know from the from the consulting or the the outside external party standpoint.

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Jason Mefford: But like you said you also helped a fortune 50 company set everything up and do stuff and so, so you understand to you know.

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Jason Mefford: Again, whether whether internal audit is responsible for investigations or not right and we’ll talk a little bit about that because there’s there’s kind of some differences there, but how can they work good with.

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Jason Mefford: These other groups of experts, whether their internal or external as well right so so maybe we can maybe we can kind of go there first and then, and then we can get into some of the things that.

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Jason Mefford: That are some of those things to just be careful of right yeah at the end, so I know I know, for example, you know when you when you set up.

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Jason Mefford: The forensic group there at the fortune 50 company right, I was trying to remember where you guys separate you guys were separate from internal audit I figured.

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Guido van Drunen: Well, I had a I had a direct reporting line to the to the VP of internal audit.

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Guido van Drunen: But we were a separate group separate p&l.

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Guido van Drunen: And I had my own separate team, for a variety of different reasons right one is you know internal audit skill sets and forensic skill sets while they overlap are still a little bit different.

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Guido van Drunen: You know and and some people don’t like to do this kind of forensic or investigative work and some people thrive on it so that’s one area The other thing is, is that you know a lot of the information that we dealt with was you know it related to.

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Guido van Drunen: Patents or or trade secrets or related to some very sensitive matters that.

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Guido van Drunen: You know, could cause the company some significant issues and you don’t want that to be just part of the internal audit server network.

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Guido van Drunen: that everybody has access to it, and then there was privileged concerns which we can talk a little bit about later on, as well, so, on the one hand.

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Guido van Drunen: I had the support and full support of the internal audit group the CFO etc, but on the other hand, we you know you have to wall that off in relation to some of the things that you’re working on, simply because of confidentiality.

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Jason Mefford: and publications well and I think that’s great that’s that’s a good point because you know again everybody that’s listening is going to be in a different situation right some people it’s going to be.

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Jason Mefford: included more integrated under internal audit some it’s going to be a completely separate function might report it through general counsel instead of internal audit.

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Jason Mefford: But but but I like what you did there too, because even though you’ve reported up through internal audit.

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Jason Mefford: You had a separate group so you keep those conferences right which is important, but I think the other thing too that I always tried to do you know when I was working is.

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Jason Mefford: I didn’t want people in the business wondering what was happening when somebody showed up right so so, for example, you know if you show up then it’s like hey we’re doing this station.

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Guido van Drunen: Right.

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Jason Mefford: If somebody from the audit team shows up hey we’re doing an internal lot.

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Jason Mefford: In so having kind of a difference in the group’s helps so that as well, the business kind of knows what to expect when you show up.

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Guido van Drunen: It helps internal audit as well right because, as you rightly point out it’s like Oh, this is internal audit it’s not an investigation and where you can start to sweat right.

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Guido van Drunen: And so, so that that’s that’s a helpful component, as well the other The other thing is, is that you know there’s not really a right way or wrong way as to where you put.

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Guido van Drunen: This particular designated skill set.

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Guido van Drunen: You know i’ve seen it housed in the physical security group i’ve seen it housed in the ethics and compliance group i’ve seen it housed under internal audit.

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Guido van Drunen: The key thing here, though, is is that you have to be careful that you don’t ever get into the situation where you become the judge, jury and executioner and and that’s that’s something that you know I mean if you look at it from a.

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Guido van Drunen: Law enforcement perspective, I mean you know you generally see okay you’ve got the police department here and then you’ve got the prosecutor here.

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Guido van Drunen: you’ve got the you know the FBI here you got the DOJ here.

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Guido van Drunen: Right so so the one is the investigative arm and the other is the arm that decides whether or not this goes ahead and and you know they work closely together, clearly, but you know clearly, you have to be guided by the facts right and and quite often when we’re doing investigations.

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Guido van Drunen: You know, it can be hard to maintain a very neutral approach, but you know it’s at your own risk if you ignore exculpatory evidence right.

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Guido van Drunen: You know and and so you know it’s.

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Guido van Drunen: We are the people that gather the facts and we report on the facts and they could be good bad or indifferent, but, but you can’t just say well you know.

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Guido van Drunen: I think we got to get rid of Fred so let’s just find everything negative and ignore everything else that he did and sweep that under the rug and then just come up with a an answer, I mean you have to be.

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Guido van Drunen: impartial unbiased and and, frankly, you know your reporting needs to be able to stand the scrutiny of both people within the organization and external the organization, it needs to be unbiased it needs to be factual.

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Jason Mefford: yeah well, I think that that point that you made you don’t want to be the judge the jury and executioner right Those are all different roles.

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Jason Mefford: And so again like you said every organization is probably going to be a little different as to where these people report.

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Jason Mefford: But that’s why usually there’s some I usually call it like an adjudication matrix or some some way of.

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Jason Mefford: Others in the organization kind of validating confirming yep, this is the way that we need to go as well right so so a lot of times like at one at one of my companies that was HR legal and internal audit right and so.

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Jason Mefford: All three of us were working closely together Okay, this is something that HR needs to investigate nope This is something that internal audits going to investigate right.

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Jason Mefford: And so you assign that investigation out, but then you report and you come back to that group and say Okay, this is what we found.

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Jason Mefford: What do you think we need to do next Okay, now we need to bump up up up up above right because you don’t want one person kind of doing or making all of those decisions right.

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Guido van Drunen: You know it’s interesting, you say that I mean I can give you an example in South Africa, and this is, many years ago I don’t know if this if this methodology still applies or not, but if people were Unionized and some of the more.

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Guido van Drunen: Then you know as the investigator, you are required to go into what they call a tribunal.

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Guido van Drunen: And they would have you know the plant management sitting there, they would have the.

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Guido van Drunen: You know, for one of a better word, the person who has been.

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Guido van Drunen: alleged to have done something wrong sitting sitting there you would go in present what you found present your facts and give them your report and then you were out of there.

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Guido van Drunen: And then later on, you would hear what the Tribunal had decided from a human perspective as to whether or not.

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Guido van Drunen: The person stayed or went or what the disciplinary action was going to be and and so that’s maybe an extreme example, but that that shows you how they they actually you know, try to prevent the the investigator from pushing their Barrow for one of a better word.

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Jason Mefford: Well that’s a great way to think about it too right because, again, you know and that’s maybe something for us to keep in mind too is.

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Jason Mefford: we’re not the one who’s going to be the judge or the executioner right we’re just kind of we’re.

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Jason Mefford: investigating we’re providing the information right then it’s usually up to like you said a tribunal, maybe it’s up to senior management, maybe it’s up to the board depending on your organization right.

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Jason Mefford: Exactly is going to be different, and I know I know that kind of that was the case you know with me several times like I remember one of them that we did that you know we reported back to the CEO and the CEO said okay those two people are gone.

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Jason Mefford: that’s my decision we’re going to fire him right, and so I got to be the messenger to go back to these people’s you know bosses and say.

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Jason Mefford: You know, we just found this CEO says they got to be fired oh no, no, no, no, we can’t do that we can’t do that you’re you’re blowing this out of proportion i’m like.

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Jason Mefford: What the CEO said well i’m not gonna do that.

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Guido van Drunen: There are top sales people we can’t get rid of them that was exactly who it was right so so one of them, they had just been.

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Jason Mefford: promoted to a new position we just made all of these public announcements about it and.

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Jason Mefford: And so that was the thing no i’m not going to fire this person so.

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Jason Mefford: Again, not my call not my call, so I just went back to the CEO and said hey I just talked to this VP, and this is what he said.

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Jason Mefford: CEO said don’t worry i’m on the corporate jet with him this afternoon before we land, it will be taken care of right because, again, it wasn’t I was just reporting on what we found it was up to the CEO to decide what was going to happen.

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Right.

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Guido van Drunen: And and that’s where that whole tone at the top thing is is always so important right because it’s not just the tone at the top, because.

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Guido van Drunen: it’s also the Tongue from the top, that matters right, I mean, how do you know what’s at the top actually goes, all the way down to the bowels of the organization right and it’s that that’s always the hard part right and and you know the The thing is.

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Guido van Drunen: You know, and particularly from an investigator’s perspective.

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Guido van Drunen: If you do a good job investigating something you provide all the facts and everything like that everybody’s going to forget what you did in about two weeks, and you know attaboy onwards, but if you make a mistake.

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Jason Mefford: they’re going to remember that for.

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Guido van Drunen: That that does not go away and that’s something you’ve got to be very, very careful of because it can impact your career, it can impact somebody else’s career.

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Guido van Drunen: And look we’re all going to make mistakes, the question is, is how do we mitigate that risk and how do we, how do we minimize the impact of that.

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Guido van Drunen: And and, frankly, you know in today’s environment what what i’m seeing more and more of is that you know investigations are not just done by one.

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Guido van Drunen: set of skills, I mean you need to have multi disciplinary skills, I mean there’s a there’s a legal component there’s an HR component, there is a physical security component, there is a.

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Guido van Drunen: An it component and and that’s just you know just shaking those out and and at some point in time, you know if you’re doing IP.

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Guido van Drunen: theft work or something like that you’re going to need somebody who’s skilled in the IP space to support you right so nobody can know everything.

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Guido van Drunen: So you’re going to have to be able to have those trusted relationships that you can bring into certain situations to help you get to the endpoint.

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Guido van Drunen: And, and frankly.

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Guido van Drunen: You know not utilizing that skill set can can let you create all kinds of problems right so suppose suppose you go and full steam ahead and do the interview, and this that and the other in the physical security team doesn’t know and the guy goes postal and you’re.

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Guido van Drunen: Right you’re in trouble right, so you know you have to coordinate at the same time, you know it shouldn’t be a free for all that every man and his dog is involved with looking at what Fred Smith did right.

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Guido van Drunen: So there’s there’s this balance, this whole yin and Yang that you have to go through.

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Jason Mefford: Well, and that’s why it seems like you know again in my experience that’s why i’ll just see if it’s your experience, too, but you know, the fact is we can’t.

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Jason Mefford: We can’t necessarily anticipate everything right because you don’t know, especially when you start investigating so you don’t know where it’s going to end up going right there’s twists and turns.

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Jason Mefford: Throughout the whole thing but, but we do need to kind of have some ground rules set up in advance right, so that we know.

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Jason Mefford: Okay, you know we’ve got to have the relationships with these other groups, whether that be internal or external resources that we might need.

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Jason Mefford: And so, then, as we get into it, then we can start making those decisions and kind of follow that Protocol that’s been set up beforehand right, I mean to me that that’s that’s.

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Jason Mefford: One of the more important things, because it has that consistency to it right to make sure that is because what you don’t want.

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Jason Mefford: is to do investigations in an ad hoc manner and then have people afterwards come back and Sue you for discriminatory, you know termination or other stuff like that, because you didn’t.

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Guido van Drunen: follow.

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Jason Mefford: What you normally supposed to do right.

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Guido van Drunen: So I would I would.

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Guido van Drunen: First of all, I wholeheartedly agree what I what I see and what i’ve seen more and more of is two things one is.

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Guido van Drunen: Most organizations now have some kind of you know, the larger fortune fortune 500.

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Guido van Drunen: Have what they would call an investigative.

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Guido van Drunen: process right okay if if X happens break glass take out my little sheet and go through the little steps that I have to go through to determine what I need to do.

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Guido van Drunen: So that’s that’s the process side of it, and I think that’s that’s that’s very, very important.

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Guido van Drunen: Now we shouldn’t necessarily you know, become a slave to the process right, I mean i’ve i’ve trained, a lot of investigators and you know it’s like do you have any children know what are their ages right, I mean you’ve gotta.

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Jason Mefford: skip The next question right right right you shouldn’t just go down the list right so that’s one.

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Guido van Drunen: The other thing that I think is is becoming more prevalent, is what I call it, you know i’ve heard it called a variety of different things, but it’s called an investigator code of conduct.

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Guido van Drunen: And, and what they do with, that is, they kind of say okay.

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Guido van Drunen: From an investigative perspective and an organizational perspective, what are we allowing our investigators to do right, you know, for, for example.

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Guido van Drunen: You know 1520 years ago people will just go and do pre text calls right that that’s that’s just not on anymore right that’s that’s a no, no, it shouldn’t be done.

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Jason Mefford: Can you just explain that that concept to.

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Guido van Drunen: Two people.

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Jason Mefford: Of what that actually is.

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Guido van Drunen: yeah you pretend that you’re somebody that you’re not and you have a pretext for calling somebody to get information that you’re really not entitled to have.

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Guido van Drunen: Right, and so you know it, you call them on a pretext, which is you know pie in the sky reached up and and and then try to get information out of them, that you would normally not be able to get right so.

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Jason Mefford: So there’s no secondly you’re tricking the person into telling you stuff because you’re misrepresenting yourself right.

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Guido van Drunen: Right and that’s that’s not it, you know so there’s that you know the other thing is and and you know people will say well this doesn’t happen Well frankly it has happened, where you know you can’t say well we’re going to interview you and you’re not leaving here until you tell us everything.

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Jason Mefford: And, like all the TV shows right.

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Jason Mefford: shine the light on them, you know and and and and guys, you know you can’t that’s.

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Guido van Drunen: You know that’s imprisonment.

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Guido van Drunen: You can’t do that and and and it’s really interesting because you know people always say, well, law enforcement, has all this power and i’m like.

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Guido van Drunen: Actually, as a corporate investigator, you have as much, if not more, I you know look if if you don’t want to cooperate with me on this inquiry that’s fine I can’t make you cooperate.

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Guido van Drunen: You know you’re free to leave whenever you want, but I do have to report back that.

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Guido van Drunen: You know what the findings of my investigation or and if you refuse to cooperate, the Code of Conduct says.

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Guido van Drunen: That, if you don’t cooperate with a corporate investigation, there could be serious ramifications, up to and including termination.

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Guido van Drunen: Right and that’s that’s a much bigger stick and somebody saying i’m going to give you a search warrant you know I mean you’re playing with somebody’s livelihood here.

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Guido van Drunen: And, and so that’s that’s pretty significant and so you know the incentive and I would say 98% of the cases that i’ve worked on people have been extremely cooperative.

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Guido van Drunen: And and generally if they’re not cooperative senior manager was like well they’re not helping know when we don’t want them here yeah.

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Jason Mefford: yeah cuz there there there tends to be I mean again it’s it’s not innocent until proven guilty, but again in my experience, the people that don’t want to participate.

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Jason Mefford: Or that make it difficult it’s usually because they have something to hide right most most of the people want to want to participate there they’re fine to try to help out.

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Jason Mefford: And so yeah you know again management can say look if they’re not going to cooperate on this, then we’re just not going to have them.

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Guido van Drunen: Well, and you know take that a step further right, I mean if you’re talking about, for example, let’s say an fcp a violation or an eye tar violation and the person doesn’t want to.

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Guido van Drunen: participate and help get to the bottom of it and you have to make a voluntary disclosure to a regulator and say well this guy didn’t really want to help us, but we promoted him anyway, you know.

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Jason Mefford: it’s not going to be good.

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Guido van Drunen: The regulator’s gonna say wait a minute you’ve got a problem here with your compliance program right yeah.

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Guido van Drunen: So you know it’s.

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Guido van Drunen: Most people will will cooperate everybody generally wants to do the right thing.

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Jason Mefford: was good so that’s so that’s a little bit, can you know kind of from from that side, maybe let’s switch gears a little bit, because I know that you know again what I found often is.

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Jason Mefford: Especially in smaller and mid sized companies where you don’t have the benefit of having that internal investigation group, maybe you don’t have a strong.

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Jason Mefford: Internal counsel group right either necessarily a lot of times these responsibilities kind of fall back to internal audit or some group, like that right.

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Jason Mefford: And, and again, you know you look at something like the eyes standards we don’t have to be a fraud expert blah blah blah blah blah We just have to know enough right.

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Jason Mefford: But, but I know you know, sometimes it seems like and i’ve seen this over my career where well meaning people go in, they try to do something, because they’re the only one in town effectively, but they end up doing some things that really kind of jeopardize the whole integrity.

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Jason Mefford: Of the investigation process right.

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Jason Mefford: So, so what are what are some of the things that’s that’s why I wanted to kind of get in with you about.

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Jason Mefford: hey what’s what’s probably Okay, for you to do, but some of the things to just be aware of and know when you need help and when and who to kind of reach out for that help.

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Jason Mefford: Because again like I said i’ve seen so many people kind of get sideways on stuff that you know what can we help them what are they kind of some red flags, if you will, so they don’t go down a path that ends up negatively affecting their career too right.

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Jason Mefford: Right like you said you screw something up you screwed up bad enough.

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Jason Mefford: It comes back to you on your career as well.

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Guido van Drunen: So a couple things one is you know I would.

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Guido van Drunen: If you’re dealing with something that’s going to have regulatory and look if you’re the victim of somebody let’s say somebody stole.

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Guido van Drunen: All the money out of out of the donation jar in the lunch room right, and you know you’re asked to look at the camera see what happened this at any other.

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Guido van Drunen: You know that that’s not going to barring that it’s the CEO you know that’s not going to necessarily make or break the company right.

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Guido van Drunen: But, but if if you’re dealing with something like you know, an fcp a violation and I tar violation or.

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Guido van Drunen: Something that you know, is going to have serious regulatory implications for the organization, you know.

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Guido van Drunen: it’s crucial to have legal involved with that and to have that particular type of investigation.

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Guido van Drunen: What I would say cloaked in privilege right and and for a variety of different reasons, because.

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Guido van Drunen: You want to be able to happen you’re probably going to waive that privilege, when you go make a disclosure to the regulator, but you want to be able to be the organization that controls that decision or not so.

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Guido van Drunen: You know let’s say you start something out as a simple travel travel expense reporting fraud and then you notice that wait a minute he’s taking out cash and he’s giving it to you know the the.

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Guido van Drunen: The map the Madagascar customs official to get his product into the country, you really want to make sure something like that gets cloaked in privilege as quickly as possible.

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Guido van Drunen: So that’s that’s one area, you want to be very careful of because those regulatory implications can be huge.

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Guido van Drunen: Now, whether that’s internal privilege or external privilege that’s something the organization will have to decide, you know.

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Guido van Drunen: In in the EU internal privilege doesn’t exist right if you don’t have external counsel you’re not going to have the benefit of that privilege so again it’s going to depend on where you are what’s going on who’s involved, etc, etc.

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Guido van Drunen: So that’s that’s one aspect.

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Guido van Drunen: You know the other thing is.

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Guido van Drunen: it’s really hard to know what you don’t know and if you’re looking at something.

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Guido van Drunen: You know I mentioned Madagascar, now I think what’s primarily spoken there is French if you’re looking at all the documentation there, and you don’t speak French.

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Guido van Drunen: You know you’re going to go off the rails here, and you need to have somebody who understands what’s going on right so it’s it’s it’s not getting into places.

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Guido van Drunen: You don’t necessarily have to be comfortable with where you are, but you need to be comfortable with the people that are supporting you getting through where you are so language skills, if you don’t have those you better make sure you get them on your team and it can’t be Google translate.

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Guido van Drunen: But you’d be surprised how many people are relying on that.

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Guido van Drunen: Right so that’s that’s another aspect you know the other, the other area, you can get into trouble on, and you know i’m going to use the word forensic.

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Guido van Drunen: And there was a forensic forensic and basically forensic just means to be used in a court of law so you’ve got to look at.

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Guido van Drunen: What you’re doing here and saying at some point, I could be sitting in the witness box here, having to testify about this.

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Guido van Drunen: And can I answer all the questions that people are going to throw at me so you know if you rely on your internal it people to collect your data that you’re going to be using to support what your what your assertions may or may not be.

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Guido van Drunen: You better understand that they know how to forensically collect that data so that they’re not going to be subject to criticism.

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Guido van Drunen: Because if you don’t have a complete set of data, because they didn’t collect it correctly it’s going to be on your head right so so that’s another area where you want to make sure that you’re that you’re covered.

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Guido van Drunen: The other The other area is you know HR is another area of huge risk, I mean, for example in in places like and and again i’m speaking from a long time ago, but.

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Guido van Drunen: You know I can remember, I did some work in relation to a matter in Greece, and we could not terminate anybody in Greece, until we got a criminal conviction, now the criminal conviction process would take two to three years.

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Guido van Drunen: So, you know how do you deal with something like that, from an HR perspective, you know we got to fire this guy was well we can’t.

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Guido van Drunen: You know so you’ve got to understand that in all these jurisdictions are different employment roles and if, for example, whistleblower anonymity does not necessarily exist in.

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Guido van Drunen: Every single jurisdiction right.

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Guido van Drunen: And those are all things that can really impact your investigation.

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Guido van Drunen: And the other thing is, you know we talked a little bit about process, you know if you deviate from the process, you know document document document, I know I know attorneys don’t like.

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Jason Mefford: To document some of this stuff but.

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Guido van Drunen: You know the reason I deviated from this process was because of X and I discussed it with y Z and and G, and they agreed and Council agreed as well and that’s why Council doesn’t like to see that written down.

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Jason Mefford: And they don’t want anything that could be potentially discoverable to.

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Guido van Drunen: Correct right.

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Guido van Drunen: So, so those Those are some of the pitfalls, and then you know some of the things that i’ve seen is you know don’t.

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Guido van Drunen: Look, it can be very, very hard, when you know that the VP of you know, the supply chain doesn’t like this guy.

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Guido van Drunen: Right and and he wants to get rid of him and he’s using this as a lever to get rid of him.

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Guido van Drunen: Now, if the person had maybe he doesn’t like him because he does stuff wrong he just hasn’t been caught, but if he just doesn’t like him don’t be used as management tool to affect something that they should affect through the normal.

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Guido van Drunen: evaluation process and and and feedback process right don’t don’t say well you know what.

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Guido van Drunen: He was laid on his expense report we’re going to dig in and we’re going to fire him that’s that that’s a that’s a management.

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Guido van Drunen: Not following up on there, you know people management responsibilities and don’t.

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Guido van Drunen: You know if if some somebody is doing something wrong either in violation of the Code of Conduct were in violation of some statutory requirement that’s a violation look at it, but if you’re getting if you’re getting into.

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Guido van Drunen: Well, he put his time sheet in light management should be dealing with that.

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Jason Mefford: yeah yes and i’ll let the investigation supplant what management should be doing from a corrective discipline standpoint.

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Guido van Drunen: Correct yeah.

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Jason Mefford: Well, no, and it’s good, so I mean you’ve already kind of thrown out, you know some some good kind of rules of thumb right is if.

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Jason Mefford: hey if you’re coming in, you think there’s going to be some regulatory or governmental impact right like you have to disclose or you may be subject to a finer penalty.

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Jason Mefford: Because of some action that should be triggering the bells in your head to say just a minute, maybe I probably need some extra help with this right.

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Jason Mefford: If you feel like it’s going to end up in court.

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Jason Mefford: Some way right so to where you know, we need to not only just investigate this, but it really needs to be done as a forensic investigation because a lot of what we’re doing.

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Jason Mefford: is going to be used as evidence in court, which again that’s a totally different animal than what we would normally document right for our for a normal audit.

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Jason Mefford: Absolutely, and the things that you’re doing you know those are all kind of different you know the other one that I that I usually kind of think about too is if it’s maybe it doesn’t have a regulatory impact, but if it has a significant reputational impact right like.

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Jason Mefford: Like like i’ll give you an example right, so we had.

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Jason Mefford: Ethics and compliance rolled up under me so the hotline was one of the things that I would I would get copied on right well if.

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Jason Mefford: Not that this ever happened right, but if a complaint comes in, about the CEO.

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Jason Mefford: Even though I am qualified to probably do the investigation there’s no way in hell that i’m going to do that investigation right because it doesn’t matter you know whether the person is completely exonerated or not.

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Jason Mefford: i’m going to be the one that’s going to be on the get have all the fingers pointed out as well right so again I look at it kind of two and i’ll see if this has been your experience but.

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Jason Mefford: If there’s kind of some internal or external political things associated with it, that might be a good time to bring in somebody else as well.

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Guido van Drunen: Right, I think that that cuts both ways as well right I think that’s I think that’s spot on because the other thing is if i’m the CEO.

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Guido van Drunen: And there’s an allegation against me I don’t want somebody that reports, maybe not directly but ultimately reports up to me to say, well, he didn’t do it.

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Guido van Drunen: Because they’re gonna say yeah right it’s your guy right so so you know, frankly, if i’m the CEO and and and somebody calls in the hotline and says, well, I did X, Y and Z.

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Guido van Drunen: And I was drinking and driving on this night this that and the other was like you know what I want somebody independent come and just debunk this because I want to be able to actually.

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Guido van Drunen: Make sure that it’s not something that I end up having to deal with from that perspective if that makes sense.

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Jason Mefford: Well, no it’s good yeah cuz like you said it’s it’s both ways right, I mean the executive should want something external to be done as well right, because if there’s nothing wrong then again the evidence from that should show and again not be influenced.

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Jason Mefford: it’s right more unbiased if it’s coming from somebody outside the organization.

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Guido van Drunen: At absolutely correct and it’s it’s it’s crucial to have that, and you know we get into this independence issue at times to some extent right, I mean you know auditor independence has been what how long has that debate been going on.

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Guido van Drunen: Those Roman times yeah exactly Roman times right and and so you know, in the independent investigations.

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Guido van Drunen: You know, are you hired by the board, are you hired by the company and and so sometimes I step away from the independence issue would you say, is it objective.

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Guido van Drunen: yeah right because you know, is this objective is is what’s been done here, objective and, and you know you can pretty quickly determine whether or not an investigation was thorough and objective or not.

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Guido van Drunen: And you know, one of the things that I think is really hard is for people to recuse themselves from saying you know what I don’t feel like I can do this because i’ve got too much skin in the game here.

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Guido van Drunen: And that’s you know people always try to shoehorn it in there, and you know this comes back to to two key issues that i’ve always identified as one is.

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Guido van Drunen: benchmark drives behavior and do you have alignment of interests, you know as as an investigator working for a big for firm or for a legal firm.

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Guido van Drunen: You know, are your interests necessarily always aligned and and you know I like to think that I did a good job, but I get judged on very different criteria.

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Guido van Drunen: Then, for example, somebody who’s internal right, I mean the people looking over my shoulder saying is he generating enough revenue.

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Guido van Drunen: and doing a quality job in that process, whereas internally that’s a very different metric.

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Guido van Drunen: So you’ve got to keep all that in mind and that’s why I think alignment of interest and benchmark driving behavior always have to be in your mind as to when you’re doing this work or this type of work.

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Jason Mefford: Well, and the interests are aligned that kind of goes back to our judge, jury executioner kind of thing too right so again when you when you think about it, in theory, rather like with law enforcement, the police.

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Jason Mefford: You know, whoever the investigator is in theory right they have nothing to do with the person they don’t you know, unless you’re a small town, you know.

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Jason Mefford: Country sheriff you, you probably don’t know the people that you’re investigating you’re that you’re doing stuff about right which is, which is better because, again, then you’re not.

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Jason Mefford: influenced right as to as to what the facts actually are Oh, you know.

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Jason Mefford: You know, like you said you know, maybe it’s a dui or whatever you know gatos a nice guy john i’m sure he’s i’m sure he’s below point oh wait, we just won’t even give him give him the breathalyzer right, because we know he wouldn’t drive drunk he’s a good guy.

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Jason Mefford: Well, that would not be objective, it would not be necessarily following the investigation protocols and so again that’s when you end up getting in trouble right.

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Guido van Drunen: that’s that’s that’s a really, really, really good point, and you know, one of the things you know we’re all human beings right and and.

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Guido van Drunen: You know what when when when we’re hiring these external law firms on these on these large matters that relate to regulatory issues.

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Guido van Drunen: Everybody seems to be running to hire people well he worked on the Siemens case or he worked on this case where they were fined 500 million, and so you know you have to wonder.

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Guido van Drunen: You know, are these individuals actually looking to have the highest possible find to increase it, you know.

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Jason Mefford: it’s it’s it’s a question you have to ask.

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Jason Mefford: Right yeah.

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Guido van Drunen: Now i’m not suggesting that that’s the case, but that perception could exist right, and you know i’ve seen i’ve seen officers sitting around afterwards saying well what your guy get my guy got seven years, my guy got 10 years.

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Jason Mefford: Right yeah right right, so you know there’s there you know we’re all human beings.

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Guido van Drunen: And we have to be very, very careful, you know it’s it’s it’s like that might not be i’ll tell you right now there is no written benchmark for the DOJ for any law enforcement organization well if you get people to get more than 10 years you get a.

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goal.

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Guido van Drunen: yeah that’s that’s not happening.

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Guido van Drunen: But, but people keep score in their own mind.

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Jason Mefford: Right yeah they do.

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Guido van Drunen: And, and so there’s there’s just this inherent danger that you need to be aware of that, you know it’s like oh i’ve completed 17 cases and I got 17 confessions well okay well congratulations, but how did you get those confessions you know you know it’s, we have to be.

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Guido van Drunen: there’s a reason i’m saying that there should be an investigator code of conduct and a process.

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Guido van Drunen: right there Hello everybody needs guardrails.

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Jason Mefford: Well yeah we do need to guard rails and it’s it’s interesting because, as you as you bring that up right it’s like you know what again at first, maybe you know, the first 15.

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Jason Mefford: confessions you know it’s not a big deal and then all of a sudden somebody goes holy shit I just got 15 confessions.

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Jason Mefford: Next time it comes right it’s like well I gotta get the 16th one ooh I gotta get the 17th one right does our behavior actually change.

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Jason Mefford: As a result, that even though we don’t necessarily think that we’re doing it, but I think this you know this investigative code of conduct is.

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Jason Mefford: Because we’ve seen some of this recently with law enforcement in general right there’s been there’s been some.

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Jason Mefford: atrocious things done in certain jurisdictions other stuff like that now, people are coming back with the effectively an investigative code of conduct trying to change the rules of policing.

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Jason Mefford: As well just to make sure that everything stays fair is transparent, is above board, so that we don’t end up having.

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Jason Mefford: things go sideways it shouldn’t go sideways right.

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Guido van Drunen: Why and and you know look we’re dealing with with human beings, and you know, regardless and i’ve dealt with some.

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Guido van Drunen: Some interesting individuals, shall we say, and you know, regardless they’re they’re still human beings, and you know I I don’t want to go.

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Guido van Drunen: To the level that they’ve gone to to get to where I want to go right, I mean you know what I mean it’s great if you can solve the case.

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Guido van Drunen: But if you’ve got a if you’ve got to jeopardize everything that you’ve ever done to do that, you know you gotta wonder is it is it really worth it, you know what I mean.

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Jason Mefford: Oh, did you as you’re saying that i’m thinking of the show billions I don’t know, did you ever see the show.

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Jason Mefford: Oh man yeah it’s prosecutor, and anyway it’s.

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Jason Mefford: Some of those lines, probably get crossed right during during that show, and probably do sometimes in real life as well right.

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Guido van Drunen: yeah and and it’s look, you know it’s it’s the heat of the moment and and and that’s why you know the good thing is, you know when you’re doing white collar work.

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Guido van Drunen: You know it’s it’s it’s kind of Nice right people call up and they’ll say hey.

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Guido van Drunen: You know somebody called me up once and said Well, this is an emergency and i’m like.

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Guido van Drunen: If it’s an emergency, you should be dialing 911 I mean if it’s urgent I can help you right, but you know emergency i’m not too sure about the you know.

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Guido van Drunen: You know white collar work is important, I mean you know, we need to make sure that our organizations are clean and and and stress free and everything like that, but there’s.

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Guido van Drunen: there’s some pretty bad things going on out there, at the same time, and you know I I would rather that you know the white collar work gets pushed back, maybe a month or two so that somebody can solve a homicide.

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Guido van Drunen: You know.

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Guido van Drunen: As opposed to the other way around, but having said that you know the other thing is, is that if you look at you know if you look at law enforcement at a local level, they do not have the capability to handle fraud, waste and abuse.

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Guido van Drunen: You know even even probably the most despicable of a lot is elder abuse and there’s there’s just not enough resources to deal with that.

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Guido van Drunen: yeah literally isn’t.

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Jason Mefford: Well, and that’s probably a good point to bring up too, because I don’t know what the numbers are currently because I i’ve been kind of out of out of that space for eight to 10 years now.

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Jason Mefford: But I know that was that was another thing that we always had to consider right as you’re as you’re thinking at the beginning Is this something that we turn over to law enforcement, something that we would choose to prosecute right.

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Jason Mefford: Because again here in the US, you have the option to go after people civilly.

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Jason Mefford: As well as criminally depending on the behavior right and so sometimes the organizations have to decide well do we just want to go after the person civilly or do we want to get the criminal conviction and then go after them separately, because usually get more money that way but.

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Jason Mefford: But all of those things to try to consider, but again, like you said.

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Jason Mefford: there’s there’s kind of thresholds and they don’t want to say what they are out loud but.

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Jason Mefford: But like you said is because they’re trying to bout law enforcement trying to balance homicides and other violent crimes with white collar stuff.

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Jason Mefford: But there are usually limits right and so again, if you think you want to turn something over to the FBI.

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Jason Mefford: You got to be talking 10s of millions of dollars before they’re even going to have the bandwidth to look at you even local you know local PD.

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Jason Mefford: You know, again it’s probably got to be 50 grand or more before they’re even going to be able to put in any effort, which is unfortunate because there’s a lot of people that know what those thresholds are.

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Jason Mefford: And they they you know victimize people just below the thresholds, knowing that nobody’s written in really come after me.

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Guido van Drunen: So there’s there’s two components that come into that that that I think are really important to your Jason one is.

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Guido van Drunen: Some organizations actually have prosecution guidelines and what they mean by that is that okay if if these things occur.

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Guido van Drunen: Then we are going to give serious consideration to turn this over to law enforcement and the reason they do, that is, they don’t want to just say Okay, well, we prosecuted, the secretary, but we gave the VP of.

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Guido van Drunen: finance a pass right, because then you get this whole arbitrary and capricious thing so everybody gets gauged against the same metrics so that’s one The other thing is, if your organization chooses to you know turn matters over to law enforcement.

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Guido van Drunen: Particularly you know, in my experience.

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Guido van Drunen: And this is this is, you know there’s always some friction between the investigators and the attorneys this that and the other the attorneys always want to go straight to the.

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Guido van Drunen: To the prosecutor, because lawyers want to talk to lawyers right.

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Guido van Drunen: The way I the way I look at it is, is what you need to do is you need to put together a prosecution file with a bow around it with basically.

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Guido van Drunen: You know, on day one, this happened day two and everything cross referenced you bring it over to the police department and they look at that and they say hey, this is a conviction and a clearance rate for me.

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Guido van Drunen: i’m going to call this guy up if he wants to come and talk to me that’s great If not, I can carry it over to the prosecutor and he’ll shepherd it through, because it’s going to be one of one of his stats right back to benchmark drives behavior.

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Guido van Drunen: And it’s about him having to do all of the work.

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Jason Mefford: Right, which is why you gotta show up with it with a bow around it, because it’s like hey if i’ve got to put in, you know hundreds of hours on this I just don’t have.

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Guido van Drunen: The time it’s not going to happen it’s not going to happen, so if you give them a package with a with a bow around it they’re going to love you.

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Guido van Drunen: And they’re going to and then they’re going to carry it over to the prosecutor’s office and they’re going to push the prosecutor to go after it right, but if you go around the police, and then you later on, you ask them for help, or like kimmy come to me I don’t care if you know.

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Guido van Drunen: So you have you have to those are dynamics, you have to be well aware of right, I mean.

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Guido van Drunen: Sure there’s times, where you want to go to the prosecutor and go directly and you know exceptions prove the rule, but if you get law enforcement on your side, then, then you go through that whole process, like everybody else does it it works nicely yeah.

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Jason Mefford: Well, this is, this has been great stuff I mean I just kind of wanted to.

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Jason Mefford: To summarize, a little bit you know again to make sure, because i’m sure people been listening along and they’re like wow this is really good stuff so let’s.

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Jason Mefford: summarize a little bit and then kind of give people some some parting takeaway kind of stuff too right but.

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Jason Mefford: You know, talking about you know, again with investigations fraud forensic type type work, we need to have some sort of process put in place right.

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Jason Mefford: We need to know who the players are we need to have things like this prosecution guidelines.

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Jason Mefford: You know, deciding who who and what you know how how we’re going to do the investigation, whether to do it internally.

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Jason Mefford: Externally kind of have some rules of thumb and some some ways of making decisions, because the facts and circumstances of everything, are a little bit different right.

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Jason Mefford: And that’s why you want to get the heads together and go yep okay it it it checks these five boxes, so this is the pathway, we should go down right.

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Jason Mefford: that’s probably you know, probably one of the biggest things to help people, because if you don’t know that if you’re just trying to go Willy nilly on this you’re going to get yourself into trouble.

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Guido van Drunen: I think that’s absolutely correct and i’ll give you one additional tip one thing I would suggest is that you would identify a law firm that’s independent.

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Guido van Drunen: And a forensic accounting firm it’s independent and get them with on what they call an on call arrangement.

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Guido van Drunen: Not a retainer doesn’t cost you anything you just say okay look if we have investigative matters we’d like to have you on call to be able to deal with those and locking your rates.

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Guido van Drunen: At because you know look if you if you do, that people will say sure we would love to be you know.

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Guido van Drunen: On the hook for that, and will you know you get a partner for $400 an hour from an accounting perspective, otherwise they’re going to charge you $700 an hour when the you know the bodies on the gurney and bleeding.

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Jason Mefford: yeah there’s a.

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Jason Mefford: Time negotiate is over at that.

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Guido van Drunen: Right it’s like I need somebody I got to do it, so if you can lock those those those agreements in and just renew them on an annual basis, that if you do have an event.

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Guido van Drunen: And you need to call on these people that you’ve already designated the people that are going to be helping you and you’ve designated the rates because look if you spend 1000 hours at $400 an hour or $1,000 hours at $700 an hour.

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Guido van Drunen: that’s a.

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Guido van Drunen: that’s a wee bit of a difference yeah and so you know I know i’m splitting my my consultants notes here.

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Guido van Drunen: But, but the fact of the matter is is, if you can lock that in ahead of time.

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Guido van Drunen: You know that’s again alignment of interests right align your interest before you start not after.

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Jason Mefford: Well, and that’s such a great point too, because you know you don’t want to lose time.

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Jason Mefford: Either right because, again, most of the time, time is of the essence and investigation, so you don’t want to have to spend a month trying to interview or find.

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Jason Mefford: A law firm or a forensic group to help you you just want to be able to pick up the phone and go hey gado I got a problem, can you be an office tomorrow i’ll briefly on it, you know in that in and let’s get going.

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Guido van Drunen: right that that’s exactly right you want to have your lawyers on call that way you won’t have your forensic accountants forensic it people on call that way as well, and so.

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Guido van Drunen: You know, look at that doesn’t mean that you’re not going to have any problems, because every investigation has a problem right, I mean.

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Guido van Drunen: You know your job is in coordinating this are running point on this is to make order out of chaos right, and so there will be some problems but.

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Guido van Drunen: Look, the last thing you, you know after it’s all over and the dust settles that, why do we pay him that much.

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Guido van Drunen: Well, because we had no choice right well couldn’t We have done this before right, and so you know I would suggest you, you know you lock that in with whoever your trusted.

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Guido van Drunen: advisors might be now be very careful, because if you’re also audited, you know by a you know, a big four or or or a second tier firm.

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Guido van Drunen: You know if you’re if you’re doing an investigation and you’re using you know counsel that you always use they’re gonna say well how’s that independent.

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Guido van Drunen: Right, I mean you’re representing you know you know what I mean, so you want to make sure you have independent counsel and it, you know, obviously, your auditors can’t do the investigation right they’re gonna want to know what happened.

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Guido van Drunen: But you know they’re going to you know so manage that very, very discreetly and very carefully.

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Jason Mefford: Well yeah because actually to it depends on.

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Jason Mefford: yeah which, again we don’t have time to get down into the rabbit hole but, but the other issue is is around, there is a whole independence check.

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Jason Mefford: You know kind of thing at the beginning, because I worked with when I was at Anderson our forensic group did some work with them.

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Jason Mefford: And, and so again, it was like you know before we could accept a client.

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Jason Mefford: Right, we had to see Okay, what was the what was the who’s who’s the lawsuit against right who’s the client right who’s who’s the opposite side.

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Jason Mefford: Have we represented anybody that could have a conflict with either one of those right, so we had to kind of clear ourselves before we could ever even accept the engagement so like you said, having having a separate group.

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Jason Mefford: That doesn’t do anything for you, except this is going to help reduce that you know.

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Jason Mefford: save it as well.

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Guido van Drunen: it’s going to make life a lot easier for you so sorry for interrupting there Jason I know you were kind of summarizing but I thought i’d throw that out there because that’s the.

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Guido van Drunen: way you can save a lot of money.

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Jason Mefford: Well, it is that’s that’s that’s a great idea and I didn’t know I knew about the retainer.

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Jason Mefford: I didn’t realize about the on call side of it so that’s a great tip for people, you know you’re not spending every you’re not paying a retainer but you’ve just agreed to an on call kind of thing so everything set up all you got to do is.

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Guido van Drunen: Give them a copy of the funding to.

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Jason Mefford: Go yeah that’s great that’s great so we kind of talked about that side and then also you know again kind of from from the internal side, what you know the kinds of things again that, when do you need help.

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Jason Mefford: And, and you know, again I think some of the things we talked about hey if it’s if it’s going to have some potential regulatory or governmental impact, ie you could get fined for this because, maybe you’re.

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Jason Mefford: you’re doing something that’s illegal could have a serious reputational risk either in the market or within your industry because maybe it relates to executives right as an example.

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Jason Mefford: Or you know again if you feel like whatever the result of the investigation may end up in court, you probably if you got any of those three.

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Jason Mefford: You probably don’t want to do it by yourself, you probably want to help bring in at that point, probably external people.

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Jason Mefford: To be able to help out because, again, the risk level of That just goes up and you’ve got to make sure that all those i’s are dotted and t’s are crossed when you get into that kind of space.

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Guido van Drunen: And that doesn’t mean that you can’t work in tandem with those people right, I mean you know there’s there’s there’s different shades of grey right, I mean you could you could say Okay, we want you to do the whole thing.

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Guido van Drunen: We want you to do this part of it and, and you know it’s going to depend on the particular facts and circumstances of the cases to.

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Guido van Drunen: Whether or not your information can be relied on it The other thing you’ve got to remember is that being internal to the company, you know how the gears are intertwined and who knows who and what’s where when I come into an organization that i’ve never been in before it’s like.

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Guido van Drunen: So where do they keep that information.

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Guido van Drunen: And so I gotta go hunt and peck.

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Guido van Drunen: But if i’ve got somebody on my team who’s in that organization.

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Guido van Drunen: They don’t have to hunt and peck they say Oh, you want that let’s go over here you want that let’s go over here right so.

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Guido van Drunen: So there’s you know you’ve got to find that balance, where you don’t necessarily impact independence objectivity.

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Guido van Drunen: To the point of well we’re going to spend an extra million dollars, because we don’t we don’t want anybody else involved right and so that’s that’s kind of a another something you’d have to take under consideration.

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Jason Mefford: yeah it was kind of goes back to again that idea of well who do we need on the team what’s the expertise that we need to we need language skills, do we need maybe some particular regulatory expertise, like a ml do we need.

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Jason Mefford: And, and again you’re not going to know until you start getting into it, but if you thought about some of those things beforehand, at least, you have an idea of where you need to go or who you need to assemble to be able to get the right team.

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Guido van Drunen: Apps absolutely correct spot on.

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Jason Mefford: yeah well, this has been great I always love geek out about this stuff and a man, it reminds me of days gone past.

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Jason Mefford: Well, look.

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Guido van Drunen: You know, look i’m happy to deal with you know if you have any questions or anything like that look i’m retired i’m just having.

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Jason Mefford: A good time on your hands right i’m just i’m happy to help people out and and and just.

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Guido van Drunen: You know, look it’s worth what my wisdom is worth what you pay for it.

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Guido van Drunen: But, but at the end of the day, it’s if.

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Guido van Drunen: If I can save people from making mistakes that i’ve made then everybody wins yeah.

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Jason Mefford: Exactly well that’s why I appreciate you coming on and talking about this because, like I said, you and I have seen people make mistakes we’ve made mistakes don’t want them to keep making the same kind of mistakes.

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Guido van Drunen: Right right, I mean looks show me somebody who hasn’t made any mistakes and i’ll show you somebody who’s never done anything.

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Guido van Drunen: The problem is, if I keep making the same mistake over and over again.

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Jason Mefford: Then you got a problem.

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Guido van Drunen: that’s a different issue.

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Guido van Drunen: So that’s a different issue.

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Guido van Drunen: All right.

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Guido van Drunen: Well, I appreciate the opportunity Jason had a lot of fun, thank you.

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Jason Mefford: Thank you.

Helping Business Owners Have a Life Well Lived with Stacey Hylen

If you run your own business, then you know just as well as I do that it can be very hard to take time away from your work and enjoy some free time while STILL growing your business.


In today’s episode we speak with Stacey Hylen who is a business coach who works with ambitious entrepreneurs helping them to grow their businesses while also being able to take time for themselves and not become slaves to the grind.

Reach out to Stacey at https://www.staceyhylen.com/

Check out our podcast at: http://www.jasonmefford.com/fireandearthpodcast/

Transcript

1
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kathygruver: hey everybody welcome back to another episode of the fire podcast i’m your co host Kathy Gruber.

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Jason Mefford: And i’m Jason medford and today we have Stacey Highland with is hey Stacy how you doing.

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Stacey Hylen: i’m doing great so happy to be here thanks for having.

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Jason Mefford: we’re glad to have you too, so maybe you know at the beginning, we just usually like to have you give a little brief background on yourself, so people get to know you a little bit better and then we’re just going to jump in start asking questions start talking and see where it goes.

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Stacey Hylen: Alright sounds like fun, so I am a business coach i’ve been coaching for 20 years since the dawn of coaching.

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Stacey Hylen: And I work with ambitious, high achieving entrepreneurs to help them add a zero without the hustle and that happened because my dad died when he was 56 so.

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Stacey Hylen: When that happened it really made me step back and look at like, how can you grow a business, but still have a life still do the things that when you’re sitting there at the end of your life say.

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Stacey Hylen: I, it was a lifeboat lift so that’s how that came about and I really like helping entrepreneurs grow their businesses and be able, at the end of the day, to say like I can actually take some time with my family or do the things I love, as opposed to working 24 seven yes.

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Jason Mefford: I was gonna say cuz again.

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Jason Mefford: Kathy and I are both entrepreneurs as well, and I think that is one of the biggest Achilles heels of most entrepreneurs right.

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Jason Mefford: I mean we do it because we love it, I mean I joke with my wife it’s not really work, so if i’m working on the weekend it doesn’t feel like work.

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Jason Mefford: But I don’t do a very good job of Disconnecting right and having those boundaries sometimes and i’m sure that you deal with that a lot with the people that you’re working with right.

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Stacey Hylen: And I think there’s two reasons that people do it so number one there’s the people like you, that you’re just get really excited and passionate about it is not, as you know, I worked with Tony robbins.

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Stacey Hylen: And he used to say, you know, an entrepreneurs and artists, whose expression of art is their business.

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thing.

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Stacey Hylen: So that’s you know the people that are like that it doesn’t feel like work to us.

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Stacey Hylen: But then there’s, on the other side, the people that are working 24 seven because they’re not making enough money their business isn’t profitable enough.

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Stacey Hylen: they’re not charging enough or they’re procrastinating and not getting stuff done or they’re doing the wrong thing so there’s there’s both ways that people get sucked into working all the time, I think.

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kathygruver: Well, and do you see people who think they’re doing it because they love it, but then, when they step back, they realize, oh no God i’m stuck in a grind as if I working for somebody else, how do you differentiate between that and and help them shift that.

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Stacey Hylen: Well, I think there’s you know our culture and the North American cultures to work hard to hustle there’s this glorification of the hustle.

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Stacey Hylen: You know, you see, you know Gary vee you see people like the 10 X mindset and so there’s this mindset of like oh my gosh if i’m not working, that comes from our ancestors that were like you have to work hard.

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Stacey Hylen: And so we sometimes feel like oh my gosh I should be working and if you don’t.

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Stacey Hylen: allow yourself or surround yourself with other people that have created things that are fun and joyful and they have something else that they want to do with their life.

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Stacey Hylen: Then, then you normalize that I know for myself, I tend to really work a lot harder and longer hours in the winter, because as well, right now, it’s mud season right so it’s like.

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Stacey Hylen: The snow is melting.

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Stacey Hylen: You know so it’s it’s really like easy to work hard, when it’s not nice outside right.

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kathygruver: So I tend to find myself.

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Stacey Hylen: Going into seasons of like okay i’m going to work really hard until December and then i’m going to you know spend more time doing fun things with the kids and you know Christmas activities and then i’m going to work really hard.

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Stacey Hylen: until spring break and then i’m going to work really hard until you know spring, you know so.

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Stacey Hylen: I kind of plan for that on my calendar, I have a big wall calendar and i’ll say like these are like the.

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Stacey Hylen: You know 90 days that i’m going to be working on these projects and then allow myself to take a week off or to take you know, a long weekend and also to have something that is a hard stop on your day.

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Stacey Hylen: yeah because that’s also a challenge you know, especially now with you know the kids don’t have schools so it’s like there’s no bell to ring or no school bus to catch.

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kathygruver: I look yeah I love that you brought that point up because.

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kathygruver: During coven my business stopped and I got to sit in that stillness and say what do I really want.

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kathygruver: And before that I was working 2828 clients, a week, I was running myself ragged I was working nights I was working weekends, I was making a shit ton of money.

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kathygruver: But I was exhausted, I was unhappy I was I had note, you know if if an appointment opened up i’d be like oh my God my business is failing i’m going to be broke and it’s like.

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kathygruver: Come on, like seriously like sit down for a second and so having that you know, a couple weeks stretching into a couple months to sit in that stillness I realized, what do I really want.

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kathygruver: And i’ve completely shifted how I do business and the coach that I was speaking to the other day she said, well, how do you know when to take the time, how do you know, to give yourself that our time.

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kathygruver: And I said well i’m gonna look at my whole week and if I see, I have my entire weekend free.

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kathygruver: Maybe I will feel that open spot if I know that i’m going on vacation next week, I will have to front load a little bit in order to not have to work on the vacation so I love that you brought that up.

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kathygruver: And I remember so clearly I walk into a client says, three years ago.

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kathygruver: He was an insurance and I said oh you’re getting a massage in the middle of the day he goes yeah I figured i’d get one before I you know my wife and I had to Hawaii for a month and I said what you don’t work anymore, and he goes no.

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kathygruver: And I was like wait what like you know because I was used to being in the office being in the office being the office, and he put systems in place so that it was running and he could go to Hawaii with his wife for a month.

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kathygruver: So how do we do that.

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Stacey Hylen: it’s a beautiful thing I mean my client I just had a client complete yesterday, whose business is gone from 100,000 to 300,000 and she goes hiking every week.

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Stacey Hylen: Right, she has tons of downtime she has tons of space.

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Stacey Hylen: Another client has gone from six to eight figures, since we’ve been marketing together and he golf’s every week he’s been able like he has a teenage daughter who’s really struggling with coven.

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Stacey Hylen: And not sick, but just mentally struggling with it, and he was able to take time off to go take her away for a few days to you know their ranch and just hang out and have.

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Stacey Hylen: Father daughter time so it’s really like, how can you create exactly what you want, but it’s really being intentional.

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Stacey Hylen: And also like what you were saying of like if you had an hour open up you immediately shift into that lack energy which can be a common default because.

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Stacey Hylen: You know we’re seeing society is a you know, a culture of lack it’s not a culture of abundance and prosperity that we’re that we’ve grown up in so it’s a natural habit to go to oh my gosh i’m not gonna be able to pay the mortgage.

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Stacey Hylen: it’s like no you you’re totally abundant you can totally recreate you know another client in that spot, if you want.

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kathygruver: or not.

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Stacey Hylen: yeah exactly or not.

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kathygruver: comfortably make the choice to go, you know what i’m going to the beach with my boyfriend for an hour, yes I have money in the bank, because I have that mindset of and the respectful myself.

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kathygruver: To say you know freaking our off yeah like you deserve that time off you deserve that connection with your boyfriend or your partner yeah Jason the bursting I can see.

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Jason Mefford: Well, I know well, because one of the things that you said Stacy is you know.

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Jason Mefford: that a lot of what causes that grind that lack mentality is that most entrepreneurs don’t charge enough.

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Jason Mefford: Right, and so I mean i’ve i’ve seen this you know I worked a lot in consulting beforehand and people that i’ve coached you know that kind of moved from employee to.

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Jason Mefford: To consultant they kind of do the same thing they’re like Oh, you know if I make 50 bucks an hour that’s 100,000 a year right i’m i’m doing great i’m like.

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Jason Mefford: If you charge 50 bucks an hour that’s not what you make right because the consulting world is.

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Jason Mefford: triple usually what you want to actually make So if you want to make 50 bucks an hour you got to charge 150 bucks an hour right to cover your overhead everything else, be able to pay yourself the 50.

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Jason Mefford: And, and I see that I hear that a lot from other entrepreneurs to is they’re really not charging enough so and it can be two things right either they’re.

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Jason Mefford: undervaluing the time that they’re actually billing yeah or they feel like Well, this is my purpose and I just need to give it to people for free.

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Jason Mefford: So how do you how do you deal with that because.

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Jason Mefford: Again, I see this over and over and over this is an elephant for for most entrepreneurs.

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Jason Mefford: They never that’s why they’re working so fucking hard.

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Stacey Hylen: And I think it’s because we’re surrounded by people that work a nine to five that you know $50 an hour hundred dollars an hour is like amazing.

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Stacey Hylen: And that’s what they see and it’s like you know to blow their mind like when we worked when I was consulting with Tony robbins it was $50,000 for the first month of consulting and then it was $30,000 a month thereafter that we charged, and so it wasn’t charging by the hour is charging.

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Jason Mefford: For the products are you building inside of our.

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Stacey Hylen: nation, and I think when you’re surrounded with other people that have.

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Stacey Hylen: You know, like they think oh you grow up and you get this good job and it’s you know 50,000 a year or 100,000 a year it’s really hard to be that person that that can stretch and say like you know my my step daughter just got signed in it to the bar as an attorney.

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Stacey Hylen: I make like triple quadruple quintuple what an attorney makes right but it’s because there’s that transformation there that you’re able to provide and people pay for transformation versus paying for just an hour of somebody’s time.

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Stacey Hylen: And so it’s really like taking that that step back, one of my clients, the one that just completed with me, she went from charging $800 for her coaching.

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Stacey Hylen: And you know she’s a really, really good leadership coach executive coach for tech entrepreneurs.

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Stacey Hylen: And now she’s selling programs and packages there’s 20 $500 average so you know we really looked at Okay, but what who are you serving, how can you help them get more and package that together, as opposed to charging for the hour charging for the transformation that people get.

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kathygruver: Know interesting I think there’s such a perception their society about I see this, especially with the up and coming generation about greed and capitalism and.

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kathygruver: I remember when I was an actor, which you know that was not full time work, I got a role in a little TV show and somebody said just out of curiosity.

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kathygruver: What do you, what do you get paid to be a day player on a TV show, and at that time I think sag scale was like 700 bucks a day.

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kathygruver: And I sold 700 bucks a day oh my God that Okay, which in the acting world is nothing if you look at what celebrities are making, and I said what understand, first of all that’s a 15 hour day mm hmm so break that down I said second of all, I got one of those.

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kathygruver: This month.

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kathygruver: i’m not getting that every, this is not a 40 hour a week job, this is a one to many people were appalled at that amount of money.

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kathygruver: So I think there’s still this perception, you know people get on deepak chopra all the time, because he has so much wealth and so much money they call deepak chopra it’s like he provides transformations, and why should he not make that much money like yeah.

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Stacey Hylen: Exactly, and I think it’s also have you know you can’t give from an empty pocket right or an empty bank account, you know, like during corona it was like I was giving money to food banks right because.

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Stacey Hylen: i’m like okay here’s where I think it can make the most difference is people that really don’t have money to eat right.

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Stacey Hylen: And you know, but if i’m holding back on what I can do, because of fear, because of lack that I can’t make a difference for other people like I you know i’ve been giving scholarships in my coaching to people.

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Stacey Hylen: That that make a difference, but i’m very selective of the person that i’m going to accept for a scholarship they’re still going to have to pay.

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Stacey Hylen: Because of the fact that if you don’t pay you don’t pay attention but it’s allowing them to get this higher level of coaching higher level of transformation that they could maybe afford at the time yeah.

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Stacey Hylen: But you can’t do that if you can’t feed your kids right or if you literally are payment yeah so it allows you to give more that.

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kathygruver: And, and I appreciate that I did the same thing I wasn’t working, but I found a way to give money to the food bank, the day that they were doubling all the donations it’s like money we can do with our wealth, with our abundance whatever we want to.

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kathygruver: If you want to look at it negatively it’s just going to be negative back so the for the person listen listen going okay George what else what what tips, do you have to help get these people to where they want to go.

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Stacey Hylen: Well, in my my system that I teach to add a zero without the hustle there’s seven steps So the first thing is the mindset right and that you know.

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Stacey Hylen: In the mindset involves you know the money mindset right, because if you’re still struggling with this money mindset, this lack mindset, one of my clients last year went away for a month and went skiing.

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Stacey Hylen: He came back with an idea that he is now in negotiations to sell for millions of dollars.

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Stacey Hylen: Well right, but he couldn’t have gotten this new idea if he was like I must work every hour, and I must sit at this desk right so i’m sure Kathy you go out and you go to the beach.

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Stacey Hylen: And like amazing ideas come to you there’s this spaciousness there’s inspiration that can come versus if you’re on the phone every hour there’s no space for inspiration to strike so.

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Stacey Hylen: mindset around money mindset around playing small that is crucial in order to go to the next level in your business so yeah.

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kathygruver: I love that and it’s true because the only reason, like, I have the ability to restructure my entire life was the space, the coven provided for me.

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kathygruver: or I would be grinding on the exact same way, I was before.

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kathygruver: yeah I love that mindset space.

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Stacey Hylen: yeah and then the second thing we do is look at hidden profits so i’ve written a book that’s coming out soon called hidden profits more clients in cash.

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Stacey Hylen: And what it looks at is where the income opportunities in your business that you’re just not seeing I.

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Stacey Hylen: I say it’s like when you put on a pair of old jeans out of the dryer and you find a $20 bill and you’re like oh my gosh I found $20 right well it’s like that, but with a lot more zeros.

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Stacey Hylen: The average person find $85,000 of hidden profits in their business that they are not even aware of.

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Stacey Hylen: And I think what happens with entrepreneurs is that we always look for that shiny object we’re always looking for that quick fix of like.

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Stacey Hylen: Oh i’m going to do a Facebook ads class i’m going to do a class on this versus looking strategically for the things that you’re missing in your business that could add.

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Stacey Hylen: Money add profit right away without doing any additional marketing or advertising, so we do that, to really dig into the business to find those areas that you’re just overlooking.

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Stacey Hylen: And charging more is one of them right because most people can raise their prices without you know losing clients even 20% right off the BAT yeah.

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Stacey Hylen: And then the third thing we do is we look at who are those perfect clients, you know so.

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Stacey Hylen: I worked with chet homes who’s the author of the ultimate sales machine.

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Stacey Hylen: And he was partners with Tony robbins with business mastery that’s how I got to work introduced to Tony and got to work with Tony.

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Stacey Hylen: And he he said, you know, like there’s always that bigger client that has more of a budget, they can spend an hour with you and can stay longer like i’ve had clients have been with me for over 13 years.

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Stacey Hylen: So what that means is I don’t have to go out and go find new clients every single day, because my clients stay for years they get awesome results so they’re like okay what’s the next level what’s the next level.

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Stacey Hylen: I warn people when they sign up for coaching they’re like Oh, is it six months or a year and I said well you know you have the initial contract, but i’m going to warn you you’re probably going to stay with me forever.

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Stacey Hylen: Because you’re going to keep getting results you’re going to keep you know stretching into it and that’s that’s what’s going to happen so um you know when you work with your perfect clients I find.

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Stacey Hylen: that there are people that give you energy, so if you’ve ever had a client that you get off the phone you’re like oh my gosh that was fun that was you know you feel good.

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Stacey Hylen: yeah that’s the kind of client you want to work with it’s not just about the money.

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kathygruver: yeah those are one.

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kathygruver: You look in your book that day, and you go oh my God he’s coming in today Okay, you know it’s like I got rid of those people so long ago, and when they call me now I can.

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kathygruver: I get unlike I don’t think this is a fit because we’re asking our clients, just as much as they’re picking us, and I think we forget that so often.

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Stacey Hylen: yeah and that comes back to the mindset which.

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Stacey Hylen: You probably had to shift that mindset years ago to say you know what i’m not accepting everybody everybody is not a fit and if.

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Stacey Hylen: If you have somebody that drains your energy like even like Sunday night you look at your schedule for the week and you’re like Oh, I have Bob.

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Stacey Hylen: Right and then they look at Tuesday night you’re like oh I Bob tomorrow right like it’s like that psychic blossom energy is not a good fit for your business because it doesn’t help you create more abundance from that space.

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Stacey Hylen: But um The next thing we do so once you find those perfect clients, we look at what is the strategic messaging that we need to do to get those clients so.

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Stacey Hylen: i’ll give you an example, one of my clients is in logistics which logistics is a very commodities industry.

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Stacey Hylen: And I think a lot of businesses now find themselves in a commodity space that you do you know, like this was in the olden days you would look in the phone book and there would be like.

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Stacey Hylen: 800 attorneys or 800 accountants, or you know now like a gazillion coaches, whatever you know, a speaker right so when you’re in this commodity space of people looking for the.

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Stacey Hylen: cheapest fastest thing it’s not a powerful space to do your marketing from our to do sales process from so what I like to do is switch you from being a commodity to being creature.

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Stacey Hylen: Right, so, if you look for commodity you’re going to go find a shirt at at winners winners or you know walmart that you’re just like flicking on the Rack and you find a black T shirt.

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Stacey Hylen: Right, but if you go to a tutor and you go to chanel to find a black blouse completely different experience so for my logistics client.

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Stacey Hylen: What we looked at is who are his perfect clients, we discovered what that spot was for him, that was the sweet spot.

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Stacey Hylen: And then, what is the messaging that’s going to get him from in logistics, people are like, how can you go from A to B, and can you do at the cheapest possible he literally says to people, I am not going to be the cheapest option.

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Stacey Hylen: Right what i’m going to do is help you, with your end client satisfaction, so that when somebody buys from you, they they want to install a medical device they’ve shut down the hospital for the day.

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Stacey Hylen: And when the thing gets delivered after a sales process of 18 months to three years.

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Stacey Hylen: The client is not ticked off at you right, because if something gets delivered they’ve shut down the hospital and.

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Stacey Hylen: it’s still on the loading dock because they don’t have the right equipment it’s still in the hall it’s still in parts.

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Stacey Hylen: Your client is not going to go buy another piece of equipment from you, if you years they’re not going to tell this others, you know.

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Stacey Hylen: hospital administrators to buy this piece of equipment, because it was awesome they’re going to be like you know, I was really excited about this piece of equipment, but it ended up my whole logistics was shut down for three days, because they didn’t deliver it correctly.

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Stacey Hylen: yeah so when you come from that spot of like, how can I, help the client in a different way and really differentiate myself it really makes sales so much easier.

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Stacey Hylen: So that’s really with the offer and the messaging so important.

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Stacey Hylen: The other thing we do is to look at the packaging and pricing, so I mentioned my client that went from $800 to 20 $500 sale i’ve other clients have gone from like 1500 to 2500.

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Stacey Hylen: Average sale, and the reason why is because if you look at those perfect clients you look at the pain that they have you look at what they want.

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Stacey Hylen: You know, Tony robbins says, you know people do things to avoid pain, or to move towards pleasure well, so if you’re.

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Stacey Hylen: Coming from that, how can I help my client get out of the pain and move towards what they want.

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Stacey Hylen: You can put together packages that actually help them right, because I think a lot of times people sell things just because everybody else sells it.

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Stacey Hylen: versus looking at, who is the perfect client for them what what are my skill sets to help them create that transformation, they want and how can I package, it so that they get the best results.

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kathygruver: I had a massage client last week, I still do a little bit of massage and she said, so you do coaching to and I went yeah she goes what’s that help with and I told her, she goes oh geez I need that.

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kathygruver: Oh wait you do hypnosis to does that help with anxiety, I said yeah she goes Oh, I need that to she goes wait, I saw you do reiki and I said yeah I do, and she goes, do you have a my life’s fucked up package.

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kathygruver: Like you said, can I get everything and I started to laugh, and now most of my clients are local anymore, so I can’t offer that way, but I thought.

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kathygruver: yeah I could actually tackle so screwed up I need everything package you know, but she had a really good point, the more we talk, the more she realized everything that I did wove into what she needed to help get her out of her collective pain.

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kathygruver: So I yeah I love that you’re talking about it and I need to pack is more stuff.

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kathygruver: And I think to me at this point.

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Stacey Hylen: Packaging is so crucial, because you know if you look at all the things that she had going on, you were kind of doing a disservice to say oh you’re just having massage right it’s like she could have a massage to relieve the immediate pressure, whatever and i’m dying to go get a massage.

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Stacey Hylen: it’s killing me um but The thing is, is like all the other things that you can now help her with its she’s going to feel even better because.

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Stacey Hylen: Number one I find when people get something from one person, as opposed to getting hypnosis from one person and reiki from another person it’s like they feel more taken care of and supported then like having to explain their story having to explain their problem to five different people.

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kathygruver: yeah I agree Jason you’ve got thoughts.

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Jason Mefford: Well, I was gonna say that’s one of the points of the longevity to right, I mean that’s why you have clients that stay with you for years and people get the best results, the longer they stay with someone who actually is helping them.

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Jason Mefford: right because, again, you understand it’s like you know, six months ago, you gave me that bullshit excuse right.

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Jason Mefford: But if they were with a new.

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Jason Mefford: coach you wouldn’t know that and they’d probably get away with you know, six months of some you know bad story that they’re telling themselves is holding them back where that continuity of really understanding the whole person really helps him that much more.

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Stacey Hylen: Yes, so true and it’s it’s funny because.

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Stacey Hylen: I think, also with the marketing is that.

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Stacey Hylen: You know you’ll find somebody that wants to do marketing with you know strategic planning and you know figuring out their message, and then they go somebody else for marketing, then they go to somebody else for sales.

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Stacey Hylen: And that’s where having it all together, like the next two steps to my system are stacking your marketing and optimizing your sales process and so.

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Stacey Hylen: You can you can work on the sales process with somebody, but if you don’t have.

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Stacey Hylen: The mindset, if you don’t have the perfect clients, if you don’t have that messaging that separates you like, how are you gonna do marketing and I think.

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Stacey Hylen: You know, with my client now when we’re doing marketing it’s like I understand what he’s saying, even though it’s an industry that I have no, no, I never knew anything about logistics reverser.

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Jason Mefford: Working drive a truck.

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Jason Mefford: You know, and I didn’t drive a.

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Jason Mefford: forklift warehousing and.

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Stacey Hylen: I did drive a truck when I was selling beauty equipment they had us bring.

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Stacey Hylen: It was terrible, it was a 24 foot box truck and I would just get on the turnpike in Florida and pray that I could merge because it had.

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kathygruver: I love this I love this image.

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Stacey Hylen: It was it was horrible is a big purple truck and I would go down the turnpike and I would drive up to the Salon and they would say oh have your driver pull it around the back and i’m like I am my driver and I was you know wearing a little dress.

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Stacey Hylen: You know i’d have to go to the truck stop and fill it with diesel is isn’t horrifying.

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kathygruver: I love.

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kathygruver: I love that.

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kathygruver: And I.

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Stacey Hylen: see it on there, I still not see that truck, but when I see that kind of truck on the road, I still like have flashbacks.

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kathygruver: We all have that we all have that.

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kathygruver: truck we had a dress hey we’re we’re nearing our time and I love that when you’re a time because you didn’t tell us the last two seven you mentioned what they are, but you didn’t get in depth them so that means.

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kathygruver: That, if you want to know the last two steps, and if you want to work with Stacey you have to go talk to her yes and start implementing these because I took up jason’s a note taker.

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kathygruver: I took copious notes, which you can’t see because i’m in the process of re of redoing my entire life and so reminding me of these steps.

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kathygruver: and expanding on the steps, I appreciate, and I know our listeners and our viewers do too because we’re all in process of changing things so I love this Jason any final thoughts for you and we’ll let.

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Jason Mefford: No, I mean I think again it’s it’s well you’ve you’ve shown Stacy I mean you’re talking about real people with real results.

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Jason Mefford: As well right, so if process works you wouldn’t be a coach for 20 years it didn’t work right right so so yeah I mean How can people you know reach out to you how’s the best way for people to connect in with you and.

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Stacey Hylen: sure you can go to Stacey Highland calm and it Stacey with an eli and then Highland is help you leverage everything now is how you spell it so.

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Stacey Hylen: Go to Stacey harmon.com you can schedule a free optimizer session that we will look at you know what are the things that are holding you back in your business.

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Stacey Hylen: That, again, there are things that you can’t see it’s like when you go on one of those makeover shows, and they have this person that looks.

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Stacey Hylen: A mess and then the makeover person can be like Oh well, if we just cut their hair and this.

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Stacey Hylen: shape their eye makeup this way.

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Stacey Hylen: They would look great well that’s what I do for people’s businesses, I can see.

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Stacey Hylen: That potential in you and in your business and how to make you put that potential forward so that people want to buy from you, so you can schedule a session i’m not.

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Stacey Hylen: A hard sell person like if it is not a good fit, I will refer you I have 20 years of you know, contacts in the industry that you know, I only want to work with people that are the right fit and are ready to take action, and you know really add that zero to their business yeah.

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kathygruver: I love it i’m inspired I actually Am I need to sit down reviews and things, so thank you for the nudge and the reminder everybody go to her website.

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kathygruver: Stacy and I have talked offline before and had amazing conversation so great great powerful woman to work with so.

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kathygruver: yeah absolutely i’m Kathy Gruber, I can be reached at Kathy gruber.com.

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Jason Mefford: And i’m Jason method that can be reached at Jason method calm so go out have a great week contact Stacy and we’ll catch you on the next episode of the fire and earth podcasts see ya.

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Stacey Hylen: bye everyone.

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