Ask Muse Part 1: How Do I Position and Brand Myself for Virtual Audiences? #006

Show Notes

In this episode of Ask Muse, you’re going to hear Nola and Lori talk to entrepreneur and business coach, Carol, from carolboston.com. Until recently, Carol had been meeting clients and prospective clients face-to-face. Now she’s shifted her business and networking to virtual and needs help coming up with messaging that resonates with online audiences as well as help choosing virtual events where her ideal clients might be.

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Sticky Brand Lab

Exciting possibilities are in the works. Come have a listen!

In This Episode You’ll Learn

• The right time or occasion to ‘rebrand’
• The ways listeners behave differently in online groups than in-person groups
• Why brand messaging on your website and when face-to-face doesn’t work the same in live virtual events 
• ​How to choose the right virtual event or podcast for your business and branding efforts

Lori and Nola talk to Carol about why it’s important to know who your ideal audience is before coming up with brand messaging. Having the right message will resonate and draw in rather than repel a virtual attendee. More importantly, it’s much easier for your ideal client to say, “yes, I want to work with her!” than it is to convince the wrong prospective client that you’re the right person to help them achieve their goals. 

(6:16.58) When it comes to getting new clients, what does the term ‘lowest hanging fruit’ mean?

(8:11.43) Correct this one simple thing, and more prospective clients will find it easier to buy from you.

(14:06.70) When it comes to a business coach, you are more likely to choose a Joyce Meyers than a Joel Osteen type if you want to work with this type of person.

(11:01.64) When it comes to differentiating your business from your competition, make this mistake on your website and you’ll actually lose prospective customers.

(25:29.80) The level of ‘awareness’ when people are most likely to buy.

Resources
This episode was supported by: Middle Kid Media

• Logo Lite and Social Packages for $475 see our offers page for details
• Additional Savings for Other Branding Services Coupon code SBL20 (Excludes Logo Lite & Social Packages)

Transcript

LNola: [00:00:00] Zoom and other virtual platforms are helping us stay connected, but talking to people online, isn't the same as talking in person. In our first Sticky Brand Lab 'Ask Muse' edition, we're helping entrepreneur and business coach Carol Boston rebrand her messaging for a global audience.

As an extrovert, Carol was always meeting people in her local community. Then COVID happened. She needed a new way to get clients and found promise in networking online. She soon realized navigating a virtual audience is vastly different than talking to people face-to-face. Carol came to us in need of help with messaging that would speak to a global marketplace and attract her tribe.

Announcer: [00:00:41] You're listening to the Sticky Brand Lab podcast, where time strapped professionals, like you learn how to create a business. You'd love in as little as three hours a week.

Lori: [00:00:53] Hi, Carol. Welcome to Ask Muse. Thank you for being here today.

Carol: [00:00:58] Thank you for having me. I'm looking forward to it.

Lori: [00:01:01] Nola and I have been so excited to have you as our guest, but our audience doesn't really know who you are yet. So would you tell us a little bit about yourself and what it is you do?

Carol: [00:01:11] All right. Uh, from a quick background perspective, I'm an ex collegiate professional tennis player who then trusted in someone's vision for me. And that got me to South Florida, where I've been for 33 years. And I had a very successful 26, almost 27 years sales career for fortune 100 companies, um, ATT, Sprint and Paychex. Cool. I'm a weird person. I love corporate America. Um, I love structure. I like somebody else's structure and I'm a rule follower and I'm sure that's one of the things we'll talk about, about my business. That's been a challenge for me, right? Setting up my own structure and my own set of rules and following them because I'm really good if somebody gives them to me, but creating them has been a challenge.  I'd been at Paychex almost seven years and through a series of events after a car wreck and different things, they gave me a call one day and said they were cutting my territory by 80%.

And it kind of really caught me off guard, uh, that put me on the path to becoming a coach. I'm really all about personal leadership and personal ownership. Today. I call myself a business leadership coach and a change agent as long as well as being a professional speaker. It's really all about ownership for me and personal change. And when my clients adopt and embrace these leadership principles and habits, and the five areas that I work in, majority of them have doubled or tripled their income. And that's what I do today.

Nola: [00:02:27] Yeah, that sounds wonderful. So before we get started, where can people learn more about you?

Carol: [00:02:33] All of my social media, they can look me up is @theCarolBoston. Um, I'm happy to answer direct emails [email protected] and my website is www.CarolBoston.com.

Lori: [00:02:46] Great. Would you tell us a little bit about how we can help you today?

Carol: [00:02:51] I could give you several challenges, but I would say one of my biggest challenges is that all of my clients have hired me for different reasons. And just getting very, very clear on who my ideal client is. I'm narrowing it down, getting clear, and then having marketing language to actually get in front of my ideal client would be awesome with me.

Lori: [00:03:09] Did you say that your business, were you thinking that your business initially would just be on the local level? Were you thinking. To the area that you currently live in, or were you thinking that was a starting point and your business would, would expand out beyond where you are currently located?

Carol: [00:03:30] I was definitely thinking of that as a starting point. When I was getting my two coaching certifications, I coached a lot of people that were in Spain and the UK. So I knew that the opportunity was there. So I thought I would get a solid foundation on enough income coming in on a regular basis from a local area, and then I could grow.

Lori: [00:03:47] Great. So COVID potentially, what it has done for a lot of people is you get, you have to learn how to navigate virtually.

Carol: [00:03:58] Yeah.

Nola: [00:03:58] And you're spot on in that you need to know your ideal client, because you can't say your ideal client is everyone, and you're not that, and you're not trying to, you're just trying to narrow it down and I can see how that would be so applicable for any speaking engagements, any live events, anything that you are spotlighted.

Carol: [00:04:22] Exactly. My very first Facebook live was on May 31st. I had never even taken a selfie before that.

Lori: [00:04:30] Yeah!.

Nola: [00:04:32] Good for you for stepping out of your comfort.

Lori: [00:04:33] Exactly. When you're put in these positions, you do what you probably recommend to your own client, your coaching clients to do, which is you feel the fear and do it anyway.

Carol: [00:04:45] And do you know, I did a 30 minute Facebook live and I got a client in the United Kingdom.

Lori: [00:04:50] That's awesome.

Carol: [00:04:51] There's like, cool!

Lori: [00:04:54] How do you think you got that client? What was it that you did or said?

Carol: [00:04:59] Well, I definitely did. I did definitely didn't sell from the stage. I just spoke from the heart on whatever. I can't remember what the topic was. I think that day was about failing courageously. Failing courageously, I think is what I spoke about.

Nola: [00:05:11] So did you help her get clarity as to her ideal client and how she, how she communicates with them in a similar fashion that you're doing the same thing?

Carol: [00:05:22] We haven't done that yet. Um, that will come because she wants to have, you know, uh, longer in different, bigger programs, but we're really working on clarity on who she is and, and I'll be candid about two and a half years ago, I sat in front of Lori. We had, I don't know, we maybe had talked together two or three times and we were just starting to work together. And she said to me, the reason I can help my clients with this is because I went through it. Right? And Lori said to me, um, tell me, tell me who you are. Right? And so I started giving her a bunch of, I am statements and she was writing them down, writing them down and I thought I was done. And she goes, are you done? And I'm like, yeah, I'm done. Do you find it interesting that you'd never said I'm a business owner? You never said I'm an entrepreneur. You never thought I'm a CEO. And I'm like, Yeah, I think I still want to go back to corporate America.

Lori: [00:06:16] I think Carol, some of your experience is so common when people are starting a side hustle or solopeneur, right? We have something to sell. Right. And we want to get out there because we need that income coming in. And initially the people who come to us seem to be the lowest hanging fruit. They're the, either the people that we know or the people that can introduce us to someone who could benefit from our product or our service.

We start off in one direction. When you first started out, seems to be different a couple of years later, now that you've been in business for a while, and now that you've figured out what you truly love doing, and we call that change kind of rebranding. When do you rebrand yourself or your business from where you started? And you do that when something major happens and you've had a couple of major things happen.

One being that you went from the ability to network at the local level, and then COVID came in and took that ability away from you. And now you have had to learn how do I do that virtually. When you're meeting people, but you're meeting them in groups in which other people have to take time to talk as well. So they're not fully having private conversations. You're one of many in the group. So rebranding would be a perfect opportunity, because you said earlier that you envisioned reaching a larger audience at some point. And now it sounds like what you're saying is I'm reaching a larger audience, but my message is not clear, so I'm not leaving breadcrumbs to get back to me.

Carol: [00:08:11] Yeah, I think that one thing that I've still been guilty of, I tend to over-give and maybe they, I give them too much information. They have to like go away and process it. So that's something I've also been working on, um, is finding opportunities where I can sell from the stage. And now that I've had a couple, having to change my talk and how I direct it and how I seed my program in my talk. So I think that's going to be beneficial as well.

But quick, funny story that you were talking about low hanging fruit. I didn't really have any friends of mine that became clients. One of my first clients, I met her at a big networking event. To be candid. I have no idea what question I asked her, but I know that when she answered what I did is I reached in my pocket and I pulled up my business card and I said, Oh honey, you have serious boundary issues. You need to come see me. I can help you.

Nola: [00:08:58] And she did?

Carol: [00:08:59] Absolutely, but I've gotten clients in the most. Uncanny ways. That's why I don't have a system.

Nola: [00:09:04] Is there anything in common with those clients?

Carol: [00:09:08] Uh, that's something I've been paying attention to. They all are faith-based, whether they're Christians or spiritual, they're all, faith-based; they've all either had a coach before or have done some form of therapy before; Um, the majority of them are women entrepreneurs. They're established, they've been in business at least a year. One had been in business 10 years. That's the most, I've worked with, one to 10 years, and that the one that 10 years, it was actually a couple. And they had a few employees, all of my other ones, except for one have been solopreneurs.
They don't own their presence. They don't own their value. They don't really know who they are. For example, one of my clients, when we were walking down the pre COVID, we were walking down the hall to my office. I knew she was my ideal client walking down the hall. How did I know that? Uh, she became a client,  I'm so blessed to get, to see those kinds of transformations. Really am.

Lori: [00:09:56] Who do you like working with? Thinking about it, because you love teaching. You love talking. You're clearly articulate and a great storyteller and very engaging. So a lot of what happens, seems to happen in conversation and not leading up to the conversation.

Carol: [00:10:16] Yes.

Lori: [00:10:17] If you, uh, it's the magic question: If you could wake up tomorrow and have your ideal clients waiting to get in to see you, what would they look like?

Carol: [00:10:31] That magic question. I'm the hero and the magician. Very interesting. And part of being the hero and the magician, they're in the same piece of the pie, if you will. They're both about change and I'm really all about people making radical change. So if I was going to narrow it down and I've, you know, I've been resistant to giving up my male clients because I love them. I love working with females. When I look back at my genesis story, and growing up in a household where I didn't have a voice, where I was supposed to smile and be pretty and don't make waves. I mean, in other words, don't speak up, I didn't really have that power to stand  in between two brothers. And we were raised very, very differently. I want women to have a voice. I don't want them to just have a seat at the table. I want them to know their voice and to own it and to be unapologetically themselves. If that makes sense,

Lori: [00:11:20] It does make sense. And I don't think that even saying, I want to work with women, I don't think it excludes men. It just says, this is where I'm focusing my attention. But if a man were to come up and likes my style, what I do with my clients, and he's a good fit for me. I'm going to consider him.

So I wouldn't worry about excluding as much who you are targeting is where you're, you're narrowing it down. And what happens when you do that is your message gets clearer.

Carol: Yes, that's what I want.

Lori: And so message could resonate with a variety of different people, but your message is very broad. Focusing it on you, who your target is, what you like doing and who fits your skillset helps in defining, or at least moving toward your messaging.
​
Nola: [00:12:20] I would like to ask a question. My question is: you had described that that one of the commonalities of your female clients is their conditioning to not speak out and to own their power and to really own who they are and use that to grow their business and break barriers.
Yes. That's what I was interpreting. My question is, do they know that that's their problem? And if not, what problem do they come to you with that you recognize as a power problem?

Carol: [00:12:53] I would say they absolutely do not know that that's their problem. When I looked back like at my intake forms. All of them, but one lack confidence. They have heard me speak. They've seen me in a room and they're like, I want to be like, you kind of, it's kind of weird, but they said, I want to have that confidence that you have that when you walk in the room, you own the room. Right? One of my very successful clients, she actually said in the intake form, I want to know that when I walk in a room, I have something of value to say.

Nola: [00:13:17] That's pretty self-aware.

Carol: [00:13:18] Yes.

Nola: [00:13:19] That's pretty self-aware for somebody to say that.

Carol: [00:13:21] Yep. And she's one of my younger clients in her early thirties, um, also a family lawyer. And what's interesting with all of the lawyers that I've worked with, they know they have value and they know they have a voice in the courtroom. But they don't know what outside of the courtroom. And what I learned is they feel good in the courtroom because they have a piece of paper that tells them that they're certified.

Nola: [00:13:42] Right.

Carol: [00:13:42] So they don't know they can be qualified without being certified. So confidence with both my male and female clients. They don't have a strategic action plan to get them to where they want to go.

Nola: [00:13:53] And you say that since a lot of them have already been through coaching or therapy, they are somewhat aware of the concept of limiting, limiting beliefs and personal barriers. And,

Carol: [00:14:06] And I'm the coach. And I tell them right up front, I told you, most of them are faith-based and I'll say, do you know who Joel Osteen is? And almost all of yeah, they know who Joel is. Do you know who Joyce Meyers is? Some do. And some don't. I said, well, I see Joel Osteen as a coddler. I mean, don't get me wrong, that's not negative to me. I listened to him and he kind of coddles people. Joyce Meyers is like, suck it up, buttercup. This is the way it is.

Nola: [00:14:28] Yep.

Carol: [00:14:29] I'm right in between.

Nola: [00:14:30] So do they come to you with those issues as related to their business or as related to their personal development?

Carol: [00:14:38] Most of them came to me for business. Even though Lori will tell you, I wasn't calling herself a bus that gets out, I'm not a business coach.

Lori: [00:14:44] What kind of coach do you call yourself?

Carol: [00:14:46] You know, it's changed so many times right now. I say I'm a business leadership coach and a change agent.

Lori: [00:14:51] Does that the way that you say it doesn't sound as comfortable. So tell us a little bit about why is that not comfortable for you to say?

Carol: [00:15:02] Because I have this thing in my mind, and I've seen other business coaches, and there's so many business coaches, and they want you to bring them your business plan. And they want to say, you know, how many calls did you make today? And what's in your funnel? And that's not what I do. My clients get great results, but if I called myself a business coach, I would be a business coach of a different color, just like I'm a sales coach of a different color.

Lori: [00:15:23] So I'm struck by this observation. You say, I love corporate America. I love structure. I love those defining things, right. But when I'm having my own business and I'm working with my own clients, I hate structure. I hate being boxed in. I don't want to be limited.

Carol: [00:15:44] Well, I didn't know that's exactly what I was saying, but I mean, there is there a structure to what I do in the sense that I work with my clients in five areas.

Lori: [00:15:54] Sure. But in defining yourself as a title, there's resistance to defining yourself. So even though a title. Is a box.

Carol: [00:16:04] Yes.

Lori: [00:16:05] Um, what you say is you blow that box open.

Carol: [00:16:09] I do. I do that.

Nola: [00:16:11] Hey. I like that.

Lori: [00:16:12] Thank you.

Nola: [00:16:13] Your people see you around the, they can relate to you as being kind of that box ish, but blowing it open. I like that.

Lori: [00:16:22] Coaching brings you a variety of different people with a variety of different areas that they want to work on, but there is a red thread, if you will, that kind of runs through, that connects them. And that's where your messaging lies. It's the thing that taps in and gets people to notice you.

So people who wouldn't be right for your coaching, they might enjoy hearing your description, but it won't resonate with them as impactfully as the people who are ready for it. So today, if you are with one company for a very long time, people want to know why you don't have a variety of experience. And the term now is do we hire subject matter experts or do we hire generalists? And the leaning is towards the generalist because the generalist has more tools in their toolbox. And if you plant them into the different areas, they can bring a variety of disciplines to the table and fit the discipline for what's needed in that moment.

So having generalists with specialists becomes a really good system for today's thinking, and it also seems to fit if you yourself have variety of tools to use and your clients are the subject matter experts, then you're drawing on a lot of different pieces to help them solve or resolve what they came to see you for.

Carol: [00:18:03] That, that makes a lot more sense. I would agree that I have a lot of different tools that I use. Um, that's why I state those five areas, but I don't work with everybody exactly the same.

Nola: [00:18:13] Right. Because no two people are the same. Right.

Carol: [00:18:17] Exactly. Just tell me what to do.

Lori: [00:18:20] That is a perfect place for us to, to wrap up because that's actually what Nola and I are going to take all the information that you gave us, and I don't know about you Nola, but like my brain is on overdrive. I have so many ideas in my head. We could do this and we can do this and we could do this, but no, we have to start with one step and where's that first step and narrow it down. Cause I see all these possibilities that I find very exciting.

Nola: [00:18:51] But all of the information that you've given us, I find is extremely helpful. And so this, this, this whole conversation has been really valuable. And I think I get the impression you kind of already know in the back of your head. Who your target audience is, and probably how to talk to them,

Carol: [00:19:09] but I'm getting closer

Nola: [00:19:11] and it always helps to bounce those possibilities and those ideas off of other people and get some con you know, external confirmation sometimes helps. And, you know, maybe there's an, a little bit of refining. But it's been really a pleasure of a conversation. I love these things. This is how  Lori, and I geek out.

Lori: [00:19:31] We do no, she's got ideas. I can see, I can I've watched her, her body language too, and, and when she asked the question where that train of thought is going, cause I'm like, Oh, been there. Uh, yeah, yeah, yeah. Let's go down that path. Let's go down that, that other path, I think Nola brings up a really good point. Often we have a sense , and when somebody taps into it, it really opens up and we can say yes, and we can grab a hold of it. So our work is getting to that place where that makes sense. And you have that. Yes, that, that is what right for me or a direction that I want to try on.

So thank you for giving us this opportunity and sharing your story with us. I know that for a lot of the audience, they will have struggled exactly the same way. Messaging,  reaching a target audience, identifying who you want to work with,  feels very boxed in. And yet when you are getting the clients you truly love to work with, all of the sudden that box is blown wide open.

Carol: [00:20:43] Awesome. I'm ready.

Lori: [00:20:46] Excellent. All right. When you come back for the follow-up, we will have the opportunity to share with you the ideas that we came up with and narrow that down and see what works for you.

Carol: [00:21:02] Perfect. I'm looking forward to it. Thank you.

Lori: [00:21:04] Great. Thank you, Carol.

Nola: [00:21:05] Thanks Carol. We'll talk later.
Well, that was a really good conversation. I know, like I said, I was totally geeking out. So, Oh my goodness. So listeners, this is when you get to be a fly on the wall and hear how Lori and I do geek out over these kinds of challenges. We just love this stuff. So. What did you think, Lori? I mean, I'd have to give Carol credit. She recognizes a lot of where her challenges lie. I think she knows what she doesn't know. And you got to respect somebody like that.

Lori: [00:21:42] I agree with you wholeheartedly. And I think that she has a similar challenge that a lot of emerging, aspiring entrepreneurs, side hustlers, side giggers have, which is how do I articulate what I do in a way that differentiates me from my competition?

Nola: [00:22:00] Absolutely.

Lori: [00:22:01] And the one thing that I tell them is the same thing that I talk about with anybody that I work with from my, uh, content copywriting company, GB Brand Partners, is when you're thinking about how do people find you online, right? You have to use language that people get. That is user-friendly because if you say something that is too far removed, it won't, search engines won't find it.

Nola: [00:22:33] And even if they do, people will not necessarily know that that statement is about them.

Lori: [00:22:39] Right. Go to a website. So you put in the phrase, the keywords of your problem, Google, then we'll take that and spit out sites, but it's not because it's making a recommendation. It's because your search terms match the search terms that are in the description for that company . So that's the down part and that's where things get confusing because you, as a business professional are told you should niche. And what makes you, uh, the best person , to work with me or to help me? And how do I discover you are not the same.

Nola: [00:23:21] When you describe how you should articulate you and what you do for search engines, you can't be real clever. However, when you're speaking, when you already have that captive audience, you can be clever. Like lioness leaders, for example, that's wonderful when you're, when you have a captive audience and you're speaking and you're having starting a conversation, but people do not search on the internet , "I'm not a lioness leader, what do I do?"

Lori: [00:23:51] Right! Because COVID has really highlighted the importance of virtual. And digital. And that language is different than when somebody gets on the phone and finally calls you. So, so yeah. How do you convey  digitally? How and what you do and then how do you do it when you have the opportunity to be live in a way that, um, draws people in?

And so then the next question after that, which. Is draws them into where,

Nola: [00:24:29] and then what's next? And why?

Lori: [00:24:31] You're having a conversation in one of your podcasts or webinars and  why would the person seek you out more? So what is it that you're saying that draws them  to even want to seek you out more? And when they do seek you out more, where do you, as the business owner send them? And when they land on your website, what do you want them to do there?

Nola: [00:24:56] So with Carol, she's like, I know what your problem is, but you don't know what your problem is.

Lori: [00:25:01] Which is why you go to a coach, right? If a person has no idea that they have a problem, they're at the top of the funnel. They don't even know that they have a problem.

I have a company. I have, you know, she talked about her client being a lawyer. Uh, I have a company, I'm doing fairly well with it. Could I do better? Sure. But I'm also doing well. So that person has a, an awareness that they have a problem. But isn't seeking a solution.

Nola: [00:25:29] Or they're aware that they have a problem, but they don't think the problem is with them. They don't realize that they're not confident. Rather, they'll say I need better marketing.

Lori: [00:25:40] Exactly. So when you're thinking about where clients fall, the five areas, so. I don't have a problem at all. I don't need any assistance. Maybe I have a problem, but it's not me. It's I need better marketing. So they have an awareness, but they're not necessarily seeking out a solution.  Or, they are. So I need better marketing. I'm ready for better marketing. I recognize that I need a solution. I just don't actually know what the solution is. Is that marketing is a better clients. Is it a better location? And then one of the ideal is, I have a problem. I need more clients. I know that I need a solution. I'm looking specifically for marketing.

Nola: [00:26:27] Come to think of it. In Carol's case, she says the ideal client would be, I have a problem it's affecting my business and I need to get out of my way. And I don't know how.

Lori: [00:26:36] I totally agree with you. And one of the challenges that Carol had was being labeled. And being labeled, why is this important here in this, in the discussion is because the label is, if you think of it from a search term, how are people likely to search for somebody like a Carol? And she has to be able to have some language that resonates with people because they're searching,

Nola: [00:27:04] So she has to align herself even loosely with some bucket that people already know about.

Lori: [00:27:11] Right.

Nola: [00:27:12] They, we know that there are all kinds of coaches. And which one aligns with those who are searching?

Lori: [00:27:18] Yeah. And also aligning with who she wants to work with.

Nola: [00:27:23] That's what I mean. Yes.

Lori: [00:27:24] And then when she's on air and she gets to do that by vivacious storytelling and, and captivating, and she gets to talk and people now get a sense, a real sense of what it would be like to work with her,

Nola: [00:27:41] they feel like they know her.

Lori: [00:27:43] Yeah. Yes. My head was thinking, okay, so she needs a marketing strategy. How can they. Get a sense of, of what it is, um, that she does through knowing her, liking her and building trust.?

Nola: [00:28:00] Know,  like, trust.
Yeah.
But Baby steps

Lori: [00:28:04] Start with what she said was most important, which is the messaging.

Nola: [00:28:08] Yes. And all of those things come next, anyway. You have to have, you have to be able to know who you're talking to, which I think she kind of admitted, finally admitted to herself during our conversation, and then how to talk to them. Now, she already kind of has a website, but she can still craft an introduction, an explanation of who she is before she gets those.

Lori: [00:28:32] Well it stays truer, right? Because now the messaging resonates. And this is what she said. She's speaking, but not getting any clients. Because her storytelling isn't connecting with them and then her messaging, which is what she said I need help with. So messaging. I love messaging.

Nola: [00:28:56] That's why you do what you do.

Lori: [00:28:59] And why you do what you do so well, which is those baby steps.

So all I would say, listeners, if you've been a fly on our wall you probably have some ideas running around in your head and some questions that you would ask and some solutions that you probably would come up with, and we hope that you leave those ideas in the comments section. Or you could speak pipe and we could potentially have your idea shared live as well.

Nola: [00:29:30] Wouldn't that be cool?

Lori: [00:29:31] It would be so cool.

Nola: [00:29:33] This concludes part one of this two-part ask muse edition. Make sure you tune into part two to hear what we came up with to help Carol attract her tribe and ideal client.

Do you struggle with creating, launching, or even rebranding your side hustle? Visit the Ask Muse page at stickybrandlab.com and tell us what you need help with. You could be a featured guest on the podcast. Visit Stickybrandlab.com/askemuse. Stay tuned for part two. And remember, clarity comes through action. Now is your time to take action.

Lori: [00:30:03] Go ahead and ask your question.

Nola: [00:30:09] Okay.  Please may I speak up now?