May 4, 2026

Erika Wasserman, Your Financial Therapist - Certified Financial Therapist (CFT)

Erika Wasserman, Your Financial Therapist - Certified Financial Therapist (CFT)
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Erika Wasserman is a dynamic force in the world of financial transformation. With a finance degree from the Univ of Florida, a grad certificate in Financial Therapy from Kansas State and ten years at IBM, she brings a unique mix of corporate savvy and innovative thinking to financial wellness.

Erika is the author of Conversations with Your Financial Therapist: Stories and Scripts to Grow Your Financial Mindset, reflecting her passion for making money talk both accessible and transformative.

Winning Business Radio is broadcast live Mondays at 4PM ET and Music on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Winning Business Radio is viewed on Talk 4 TV (www.talk4tv.com).

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WEBVTT

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The topics and opinions express in the following show are

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solely those of the hosts and their guests, and not

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those of W FOURCY Radio. It's employees are affiliates. We

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Radio or it's employees are affiliates. Any questions or comments

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should be directed to those show hosts. Thank you for

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choosing W FOURCY Radio.

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Churchill said, those who failed to learn from history are

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condemned to repeat it. Kevin Helen n believes that certainly

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applies to business. Welcome to Winning Business Radio here at

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W four CY Radio. That's W four cy dot com

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and now your host, Kevin Helenn.

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Thank you everybody for joining in today. I am Kevin

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Hallan and welcome back to Winning Business TV and Radio

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on W four C dot com. We're streaming live on

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talkfour TV dot com. That's the number four, and of

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course we'ru on Facebook live at Winning Business Radio and

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absolutely we're available after the show and podcast form on YouTube,

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I Heart Radio, Spotify, Apprile pretty much wherever you listen

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to your favorite podcasts. It's hard to even count how

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many outlets. We're on the mission of winning business radio

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and TV. As regular viewers and listeners know is to

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offer insights and advice to help those Yeah, I'll try

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that again, to help avoid the mistakes of others, to

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learn best practices. Those are the how tos, the what

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not tos, the what too's, to be challenged and hopefully

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to be inspired by the successes of others. Those others

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are consultants, coaches, advisors, authors, founders and owners, entrepreneurs, people

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with expertise. But you know, every virtually I can't read today, Erica,

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We'll get there. Virtually every successful person I've ever had

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a chance to talk to has had some form of

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failure in their lives and careers. So while we all

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have to get our knee skin once in a while,

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I'm driven to keep those scrapes from needing major surgery.

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Let's endeavor to learn from history, just like we do

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every week, so we don't repeat it. I've spent the

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better part of my career equipping businesses to grow, and

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that's from solopreneurs to small and medium sized companies, all

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the way up to the Fortune fifty. And I've seen

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some of those companies win, and to varying degrees, i've

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seen some of them fail. I've had the opportunity to

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rub elbows with some of the highest performing people around

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and with some who probably should have found other professions.

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So in my own businesses, I've had lots of success,

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but some failures too, And I like to think I've

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learned a lot from those experiences. So, yeah, you'll hear

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a little bit from me, but mostly you're going to

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hear from guests, and today is no exception. My returning

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guest is Erica Wasserman, and here's her bio. Erica Wasserman

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is considered the go to financial empowerment expert. She's a

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dynamic force in the world of financial transformation, armed with

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a finance degree from the Universe to You of Florida

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and a decade long career at IBM. She's also made

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waves in the organic food industry, bringing a unique mix

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of corporate savvy and innovating innovative thinking to financial wellness.

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Newly published author with Wiley Conversations with your Financial Therapist,

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Stories and Scripts to Grow your Financial Mindset reflects Erica's

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passion for making money talk both accessible. Money talk both

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accessible and transformative. Her own journey reads like an adventure novel. Marriage,

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relocating to Asia, raising kids, divorce, dating, and the loss

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of a parent, experiences that have shaped her empathetic, holistic

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approach to financial well being. Erica is just one of

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one hundred certified financial therapists in the country, and she

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holds a graduate certificate in financial therapy from Kansas State University.

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She also created Let's Talk Finances conversation cards igniting meaningful

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dialogue at every stage of life, and those are available

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on Amazon. She's been quoted in national media including The

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New New York Time, New York Times, US News and Report,

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NERD Wallet, and Yahoo Money, and of course, now Winning

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Business Radio. She's based in Sunny South Florida, Florida. She's

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a devoted single mom to three teenages wow teenage girls,

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and an avid traveler who explored forty nine countries and counting.

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We'll talk about that whether through her engaging one on

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one sessions, impactful speaking engagements, or innovative tools. She's all

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about guiding her clients on a path to financial clarity

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and confidence. Erica welcome to Winning Business Radio.

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Excellent. Thank you so much.

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I feel like I need to keep you everywhere with

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me with that interest.

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Let's go, let's go take me. I've been to Asia.

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It was not a great trip because it was two

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days to get there, two days there and two days home.

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It was a work trip in and out. Use stayed

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there for much longer. But and I will try to

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be less tongue tied today. I don't know what's going on.

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I'm making you nervous.

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Oh, I'm so nervous. I don't get nervous. That's funny.

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But let's before we get started, tell me about your girls.

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Yes, so we just had prom this past weekend.

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Nice.

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So I have three teenage shutters that are all in

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high school.

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Yep.

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Uh huh, yeah, that gets a yikes from me. Father

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of two and two two ghost boys.

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Yeah.

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And so the joke around here is I live in

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a sorority house. So there's always noise music, somebody's hungry,

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somebody's crying, somebody's shopping. Amazon loves our house. I don't

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even know anymore. But but it's fun. That's you have

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the right attitude.

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It's fun. It absolutely was is Yep.

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But Yeah, we just had prom. This past weekend. My

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mom was in the hospital with back surgery. You know,

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we talked about work life balance, and last week was

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really about life.

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Right.

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I got to spend some time with my mom in

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the hospital, A couple spent a couple of nights there

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with her, and then get my daughter ready for prom,

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and then today alone. I've been on a webinar, a podcast,

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and now a radio show. Right, we're locked into work

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this week.

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I gotta love it.

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How you work life balance. It's never on the same day,

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is what I've experienced.

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That's okay, that's okay, as long as you make it work.

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Did you grow up in southern Florida?

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You know what I did?

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I am a Florida name, which is rare. And when

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I worked for and I ended up overseas, So I

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ended up living two years in Tokyo, have my oldest

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daughter there, and then Shanghai, and then back to the US.

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Had two more kids, so I had three kids under

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the age of four when I was told I was

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getting a divorce.

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So in that the way, by the way, news flash.

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Right, like the banner coming underneath us, right, newsplash, This

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is what's happening.

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How is your day? By the way, By the way.

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Go to Florida. Your parents will be more helpful. And

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so the girls and I packed up and we did.

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We came down here fourteen years ago, you know, the

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next town over that I grew up in, and it's

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been really nice because of the community. You can't replace

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community when you're raising children, so it's been a really

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good place for us.

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All right, let's wind the way back machine high school ish,

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What were your early interests.

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What were you into.

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I mean, my first thing is dance, so I was,

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you know, a competitive dancer and then all of that.

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So for me, that's where my outlet was, my creative outlet.

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But my passion was math. I always loved math. I know,

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cool kid, right.

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No, that's good, me too. Actually my dad saw that.

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In me, and he didn't have sons, so who knows genetically,

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you know, if our family dynamic was different, and he

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saw that I liked math, and so we would always

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be talking about math, you know, either going to the

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grocery store, paying the register back when cash was king, Yeah,

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and you know, he would say how much change do

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we get back? And over the years he showed me

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the binder. But then we started going into the end

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of life binder talking about.

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Insurance, you know, do not do that. Yeah, I didn't

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know that though.

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This was my upbringing and his best friend was an accountant,

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so talking about taxes was normal at lunch if I

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went to lunch with them, you know. And it was

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when my dad passed away that the shock really hit.

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Not only did I lose my accountability partner, but my

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mom of fifty years had lost her accountability partner.

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But it's not like she was probably well prepared for

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the non emotional part, you know, the business part.

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The business part was all in place. The binder was there,

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she had seen it but never been in it. And

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then I spent the next year really coaching her, supporting

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her as best as mother and daughter can do on

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some days, you know, on the understanding, the comprehension and

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building the confidence and without thinking. She actually became my

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first client in financial therapy. And then I went and

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got a graduate certificate in financial therapy and then get

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certified in the field because my passion is really helping

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me people and this is something that I can do.

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There are a lot of things in life I cannot do.

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Can't replace my roof. That's you know, decided to get readone. Right,

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These are not my skill sets, but we talk about

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decision making of when to replace versus patch. I will

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brainstorm and structure brainstorm with you all day long. But

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the actual physical work, I don't know how to build

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a roof.

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So you've got a finance degree versus a math degree.

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Did you know you were going to go into financial

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That's a dumb question. Did you know you were going

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into finance? There we go, because you ended up in marketing.

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Well, well that was.

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Part of my luberdy loop of roller coaster life. Okay,

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so yes, I got a finance degree and I went

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into consulting, and so that's what I did for a

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decade with IBM when I was living in China. At

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that point, I had a four month old and I

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was on the search for organic baby food, very very

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hard to find. This is eighteen years ago hard to

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find kind of period forget about hard to find in

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you at the time, and there was a British mom

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that was using the pouch baby food. Now you see

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it as apple sauce in everywhere.

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Now my grandkids eat it, yep, but it.

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Wasn't back in the day. So Ella's Kitchen was a

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British brand. Paul Linley. Ella's dad created Pouch Baby Food,

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and so I was importing it from Hong Kong. And

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then when I moved to the US, I had friends

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from London shipping it to me. There was nothing in

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the market in the US, and so I emailed the

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company being who I am, like, when are you coming

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to the US? This is crazy, and they said, we're coming.

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We just got to deal with that with my babies

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are us. And I was living in Connecticut at the time,

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and so I met the CEO and a Dunkin Donuts

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and the Lower East Side and he hired me on

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the spot.

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Very cool, and in that.

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Moment I then pivoted careers started growing brands in the

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organic food space. Not only did I in the marketing,

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but also the sales side, because nobody had seen the

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pouch baby food trade shows with the sales team who

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were older men right who didn't have babies at home,

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and I had to have pictures of my kids eating

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the food and showing people how you could eat the

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food because it hadn't been Now it's everywhere, but at

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the time nobody had seen it, and it was really

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fun working with an international brand culturally, not only that,

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but breaking into new category, into the shelves and a grocery.

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What was into it is mind boggling.

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Yeah, for those that don't know, that is a very

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difficult space to get.

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It is impossible. It's not impossible. It just costs a

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lot of money. So that's where it comes into money mindset.

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Which stores are you going to pay? So Babies are

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Us was their initial store, but it was nationwide. Coming

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from the UK was a good plague.

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We're all over the country.

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As you know, in the US, the country's big. How

237
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do you decide marketing budgets? How do you decide target clients?

238
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Nebraska and New York City have different moms that you're

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talking to on different platforms, and so we had to restrategize.

240
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A company that size probably didn't have deep pockets either

241
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or endless pockets.

242
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I was packing up marketing boxes PR boxes from my garage, right,

243
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I mean, your startup.

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That's the fun of it.

245
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Also is that you're in every piece of the business

246
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because there's only a few of you and making a

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difference every day. It was fun.

248
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So were you in Japan also, I did, so I was.

249
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Two years in Japan. I was working in Asia leadership

250
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and skills development of going from a generalist mindset to

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specialized mindsets and skills for the sales teams is what

252
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I was restructuring. And I also had my first daughter

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while I was over there, so there was a lot

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of cultural things culture exchange happening in that time, not

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just from a business standpoint, but also from being a

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new mom for the first time.

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Over you know, I think a lot about the Eastern

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cultures and they're they're really well. This is kind of

259
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an unfair statement. It's a broad brush, but it seems

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to me that mindset means more there than it does.

261
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Here in so many ways.

262
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And I'll just so when I first child, also hospital

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stay in natural childbirth was five days. You want to

264
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make sure the baby's okay.

265
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The one she was okay.

266
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It was just a very different feel. And eighteen months

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later I had my next kid in the US and

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it was like, get you out. You're on your own right,

269
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have no family, you know, you know friends, but I'll

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make sure you know you know how to bathe the baby.

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Just you got to get out of the hospital, and

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so it was just again culture was was very different.

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I'm glad I got to experience both. And the cool

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thing was we just went back for my daughter's eighteenth birthday.

275
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Oh, very cool the two of us.

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And I'm big into experiences over things, and so the

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two of us got to go back and I got

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to show her, you know, where I got to bring

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her home to and the culture that she was born into.

280
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It was a very sweet moment.

281
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So what would be your key takeaways from being in Asia?

282
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And you can even break those into China and Japan.

283
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Two different environments. Everything's in it.

284
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So that's a really good I love that question.

285
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Yeah, because I get excited about exploring new things. And

286
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so when you live overseas and this is before smartphones, right,

287
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this is eighteen years ago, So everything was an adventure.

288
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The grocery store is an adventure. You got lost on

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every corner, Like it was fun for me, Like I

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enjoyed that ex exploring the world and exploring people and

291
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you had to stop and ask for help and you know,

292
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and I really had to learn the language enough to

293
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get by, but also charades helps and the connections that

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you would just make on the street or in the

295
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grocery store. Was really left the lasting impact for me,

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which is why I think I love my business so much,

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because I can help people all over the world. It

298
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money is like music, Yeah right, it doesn't matter the currency.

299
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We all have a relationship with it. And because of

300
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my curiosity, I think it's helpful for me.

301
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Money is like music. I like that a lot.

302
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All right, hold that next thought, we're going to take

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our first commercial. We'll be right back with Erica Wasserman,

304
00:15:42.399 --> 00:15:44.000
Certified Financial Therapist.

305
00:15:48.399 --> 00:15:52.320
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330
00:17:21.119 --> 00:17:24.920
presenting exciting topics and expert guests with one goal in

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00:17:25.039 --> 00:17:28.519
mind to help you succeed in business. Here once again

332
00:17:28.839 --> 00:17:32.200
is Kevin Helena.

333
00:17:37.359 --> 00:17:41.839
We're back with Erica Wasserman, certified Financial Therapist. Did you

334
00:17:41.880 --> 00:17:45.440
feel safe in China? Yes, because we think of as

335
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communist country and you know, well.

336
00:17:48.039 --> 00:17:52.440
I mean so, like again, I was there eighteen years ago,

337
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and you know there was protection on social media even

338
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back then, and social media wasn't as big as it

339
00:17:57.359 --> 00:18:02.119
is today. I had read where we were living you

340
00:18:02.160 --> 00:18:04.440
had to do a health inspection when you got there.

341
00:18:04.799 --> 00:18:07.799
You know there are certain precautions that we're done, but

342
00:18:08.079 --> 00:18:12.279
especially being a young single woman walking the streets, are

343
00:18:12.319 --> 00:18:15.279
out and about or to completely save absolutely.

344
00:18:15.960 --> 00:18:19.799
We're in the city where I was in Shanghai, Yeah city.

345
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Yeah, I got to live in the city. The cool

346
00:18:21.480 --> 00:18:23.759
thing was my daughter was blonde hair and blue eyes,

347
00:18:24.720 --> 00:18:27.119
and so she was like a superstar over there.

348
00:18:27.519 --> 00:18:28.119
Yeah.

349
00:18:28.200 --> 00:18:31.880
Yeah, So to go out was fun and not fun. Right,

350
00:18:32.039 --> 00:18:34.599
It was fun because you got she got a lot

351
00:18:34.599 --> 00:18:36.519
of interactions. It wasn't fun when I was just trying

352
00:18:36.519 --> 00:18:37.519
to get to the grocery store.

353
00:18:37.680 --> 00:18:42.960
Yeah, yeah, no pictures. Let's see, we're bouncing around here

354
00:18:43.079 --> 00:18:46.400
here a little bit. What was the Tell tell me

355
00:18:46.480 --> 00:18:48.680
about you stayed in food for a while, and you

356
00:18:48.799 --> 00:18:52.119
use the word disruptive, So let's talk about explore cuisine.

357
00:18:52.119 --> 00:18:56.160
You were you were either with them or got it

358
00:18:56.200 --> 00:18:57.920
careful here, so you're with them, Okay. You were an

359
00:18:57.920 --> 00:19:01.200
employee VP of marketing about six years. Yeah, tell us

360
00:19:01.200 --> 00:19:01.839
about that role.

361
00:19:02.440 --> 00:19:05.079
You know you talked about in your intro right business

362
00:19:05.119 --> 00:19:08.200
failures and business accesses and things like that, and we've

363
00:19:08.240 --> 00:19:10.559
all had them. I mean that's part of our journey

364
00:19:10.599 --> 00:19:13.599
and sometimes we learned the most. So interesting enough, the

365
00:19:13.720 --> 00:19:17.880
founder was a food scientist, was exploring Asia when found

366
00:19:18.160 --> 00:19:22.079
Tofu noodles. Soybee noodles came up the idea, this is

367
00:19:22.079 --> 00:19:24.920
the alternative pasta space. And again at this point, now

368
00:19:25.000 --> 00:19:29.759
it's ten years ago at least, right, so before Bonza

369
00:19:29.799 --> 00:19:30.559
and some of we.

370
00:19:30.480 --> 00:19:32.839
Actually they came out right, So I'm all about that

371
00:19:32.920 --> 00:19:33.839
now these days?

372
00:19:34.240 --> 00:19:36.519
Yes, yes, And so the gluten free was coming up,

373
00:19:36.519 --> 00:19:40.240
the high protein pasta, so that didn't exist on shelves

374
00:19:40.240 --> 00:19:42.799
in the grocery store. So now again I'm cutting a

375
00:19:42.839 --> 00:19:45.519
new space in the in the category on.

376
00:19:45.519 --> 00:19:46.119
A new aisle.

377
00:19:46.759 --> 00:19:50.599
And what happened was the initial brand was called Explore

378
00:19:50.599 --> 00:19:55.680
Asia and Black Packaging. And you know, because he was

379
00:19:55.720 --> 00:19:58.319
exploring Asia when you know, you have these noodles, and

380
00:19:58.359 --> 00:20:01.400
all of a sudden then created black being at Amammee Noodles.

381
00:20:01.440 --> 00:20:03.799
And it was great. But you know what happened to

382
00:20:03.839 --> 00:20:04.440
our emails?

383
00:20:06.079 --> 00:20:08.599
Yeah, that's stand blocked, right.

384
00:20:08.960 --> 00:20:11.279
They would get blocked because they were thought they were

385
00:20:11.319 --> 00:20:16.160
porn oh wow, right, or other things that should not

386
00:20:16.279 --> 00:20:19.440
be in a business inbox. So we were trying to

387
00:20:19.519 --> 00:20:23.799
contact companies and couldn't get our emails through and having

388
00:20:23.920 --> 00:20:27.960
problems when you're doing marketing adding you know, keywords and

389
00:20:27.960 --> 00:20:30.519
all that kind of stuff. We did a complete rebrand

390
00:20:30.559 --> 00:20:35.559
to Explore Cuisine and change the packaging and did you know,

391
00:20:35.759 --> 00:20:37.880
had to do a lot of case studies and focus

392
00:20:37.960 --> 00:20:42.200
groups to find the right feel for it. But that's

393
00:20:42.200 --> 00:20:45.440
a that's a great way of learning when your marketing

394
00:20:45.519 --> 00:20:47.440
is right and when you have to pivot, and at

395
00:20:47.440 --> 00:20:48.839
that moment, we needed to pivot.

396
00:20:50.599 --> 00:20:57.000
What was your best takeaway from that role in that company?

397
00:20:57.680 --> 00:20:59.880
There was a lot of conflict in that company because

398
00:21:00.079 --> 00:21:04.359
the different investors and different cultures. So we had Swiss investors,

399
00:21:04.359 --> 00:21:06.759
we had Israeli investors. You had a team in the US,

400
00:21:06.880 --> 00:21:10.079
production was in China and Thailand, so we had a

401
00:21:10.279 --> 00:21:14.920
lot of different voices and problems that were coming across

402
00:21:15.480 --> 00:21:17.559
and so often it was trying to find that common

403
00:21:17.640 --> 00:21:21.960
thread between everybody to the success line. And it's challenging

404
00:21:21.960 --> 00:21:24.920
when you're dealing with different time zones and different culture experiences.

405
00:21:26.599 --> 00:21:31.359
All right, you started Washerman Consulting seven years in counting, right?

406
00:21:31.680 --> 00:21:35.079
Yes? What was behind that that move? Yeah?

407
00:21:35.119 --> 00:21:38.680
So I left Explore Cuisine and I thought, well, I'm

408
00:21:38.720 --> 00:21:41.880
just going to be doing consulting for different businesses and

409
00:21:41.960 --> 00:21:45.960
along that align you, probably the dates in front of

410
00:21:46.000 --> 00:21:48.599
you better than I do. But along the same time

411
00:21:48.680 --> 00:21:53.240
is when I found out about financial therapy. I thought

412
00:21:53.440 --> 00:21:58.039
I'd be doing consulting and slowly grow my financial therapy

413
00:21:58.079 --> 00:22:03.640
piece of life. This was twenty nineteen, twenty twenty at

414
00:22:03.680 --> 00:22:08.119
the Traveler, I went to Saint Lucia at a wellness resort.

415
00:22:08.319 --> 00:22:11.440
I talked to everybody. I like to explore and learn

416
00:22:11.519 --> 00:22:14.559
people and what they do, and made a connection with

417
00:22:15.039 --> 00:22:18.359
now a very good friend who did learning and development

418
00:22:18.799 --> 00:22:24.279
for Fortune five hundred companies. Long story short, that was

419
00:22:24.359 --> 00:22:28.680
January twenty twenty come May of twenty twenty. She couldn't

420
00:22:28.680 --> 00:22:31.759
sell in learning and development, but together we could sell

421
00:22:31.799 --> 00:22:34.960
in financial wellness. Nobody was hiring for marketing, consulting or

422
00:22:35.240 --> 00:22:38.640
consulting the food business at that point, right, and so

423
00:22:38.720 --> 00:22:41.680
my first client was Warner Music. I went in and

424
00:22:41.759 --> 00:22:46.640
did corporate wellness on the topic of emotional stress around finances.

425
00:22:47.240 --> 00:22:52.240
And our second client was Discovery channeled globally. Wow, so

426
00:22:52.640 --> 00:22:56.480
six figure deal across the world working with their client

427
00:22:56.559 --> 00:23:00.839
with their employees because while they had a job, family

428
00:23:00.839 --> 00:23:02.640
members are losing jobs.

429
00:23:02.799 --> 00:23:03.160
You know.

430
00:23:03.559 --> 00:23:07.480
The uncertainty was what was weighing on people, and so

431
00:23:07.519 --> 00:23:10.400
we went in with the two part series on emotions

432
00:23:10.400 --> 00:23:13.200
and money and what to do Today and what to

433
00:23:13.240 --> 00:23:16.319
Do in the future was the two part series to

434
00:23:16.440 --> 00:23:20.359
safeguard your mental space and to create boundaries around others

435
00:23:21.000 --> 00:23:22.720
when the topic of money came up, because we don't

436
00:23:22.720 --> 00:23:25.200
talk about boundaries. We're great at spending money, but we're

437
00:23:25.200 --> 00:23:28.240
not good at saying I'm protecting this, I'm putting the

438
00:23:28.279 --> 00:23:31.039
oxygen mask on me first. When it comes to money,

439
00:23:31.119 --> 00:23:33.279
people haven't heard those things before, and that's what we

440
00:23:33.359 --> 00:23:36.119
empowered and corporate wellness.

441
00:23:36.759 --> 00:23:38.640
So I know you said you had a moment where

442
00:23:38.720 --> 00:23:41.079
with your mom right helping her. Then come kind of

443
00:23:41.079 --> 00:23:44.400
your first client, When did you realize this could be

444
00:23:44.440 --> 00:23:44.759
a thing?

445
00:23:48.400 --> 00:23:53.000
Great question. I probably learned that that could be a

446
00:23:53.039 --> 00:23:57.200
thing when I was getting divorced. Okay, firsthand, right when

447
00:23:57.240 --> 00:23:59.960
I was thirty five, three kids under the age of four,

448
00:24:01.319 --> 00:24:04.359
and the rug was pulled out from under me. That

449
00:24:04.599 --> 00:24:08.359
I knew the metrics, and so my confidence well, I

450
00:24:08.400 --> 00:24:11.640
had a lot of questions. I had the confidence to

451
00:24:11.799 --> 00:24:17.119
ask them, and later on, when I started seeing people

452
00:24:17.440 --> 00:24:19.279
go through divorce, I was one of the first of

453
00:24:19.319 --> 00:24:24.599
my friends the questions were there, but they weren't asking them,

454
00:24:24.839 --> 00:24:27.960
and they didn't know their financials. And then when my

455
00:24:28.039 --> 00:24:30.160
dad passed, I saw it for the next generation.

456
00:24:30.319 --> 00:24:31.920
I was going to say, they didn't have a whatever

457
00:24:31.920 --> 00:24:33.319
the equivalent is of a binder.

458
00:24:34.480 --> 00:24:38.079
No, no, And nowadays everything is digital anyway, so they

459
00:24:38.119 --> 00:24:41.079
didn't have passwords or anything. And so it's like, oh,

460
00:24:41.119 --> 00:24:43.799
all of a sudden, I'm getting divorced or my husband died.

461
00:24:45.119 --> 00:24:47.720
Because often it's the woman that doesn't have the information.

462
00:24:48.599 --> 00:24:51.240
It's flipped. But what I was seeing with my friends

463
00:24:51.359 --> 00:24:54.000
was they weren't aware of it, and nor were they taught. Right,

464
00:24:54.000 --> 00:24:56.920
if you go back to school, you're not taught about taxes,

465
00:24:56.960 --> 00:25:01.920
you're not taught about investment accounts, you know, beneficiaries, and

466
00:25:02.000 --> 00:25:05.319
so how are you supposed to learn this when you're

467
00:25:05.319 --> 00:25:07.640
not supposed to talk about money? And so that's when

468
00:25:07.680 --> 00:25:10.400
it all clicked for me, is like this is something

469
00:25:10.440 --> 00:25:14.000
I can talk about on repeat all day long. And

470
00:25:14.039 --> 00:25:17.400
it really clicked for me again during that COVID timeframe

471
00:25:17.480 --> 00:25:22.359
when we're trying to get outside more. I attempted to run,

472
00:25:22.519 --> 00:25:24.160
So don't ask me to run a marathon.

473
00:25:24.359 --> 00:25:24.960
Not my thing.

474
00:25:26.359 --> 00:25:27.880
And so I'm running to the end of the street

475
00:25:27.880 --> 00:25:30.759
and my head's down and I'm like, this stinks. This

476
00:25:30.920 --> 00:25:36.599
is awful. Right physically, could I run? Absolutely? Mentally I

477
00:25:36.799 --> 00:25:39.519
was like And then I look up and across the

478
00:25:39.559 --> 00:25:41.440
way on the sidewalk on the other side of the

479
00:25:41.440 --> 00:25:45.799
street is a gazelle. This woman was in the matching outfit.

480
00:25:46.480 --> 00:25:51.640
She had the visor, the ponytail was swishink back and forth,

481
00:25:51.680 --> 00:25:54.079
and she just looked like a gazelle.

482
00:25:54.319 --> 00:25:56.720
Effortless, effortless.

483
00:25:57.440 --> 00:26:02.920
I looked like a sweaty puffing and can make it

484
00:26:03.000 --> 00:26:06.160
to the corner with my head down. And that's when

485
00:26:06.200 --> 00:26:09.400
I had the Aha moment. This, I pointed to myself, Right,

486
00:26:09.599 --> 00:26:15.079
is how people feel looking at their bank account. Right

487
00:26:15.400 --> 00:26:18.000
where I had had these conversations. I'd done the training,

488
00:26:18.000 --> 00:26:20.119
I'd run in the rain, like everything she had to

489
00:26:20.160 --> 00:26:24.240
put in to look like a gazelle. I did all

490
00:26:24.279 --> 00:26:26.359
that work for the financial conversations.

491
00:26:26.440 --> 00:26:32.960
That's great analogy. We also do a lot of speaking, right, Yes,

492
00:26:33.720 --> 00:26:35.799
what kind of organizations would have you in in case

493
00:26:35.839 --> 00:26:38.880
somebody from one of them is listening and watching?

494
00:26:39.480 --> 00:26:42.640
Yes, everybody. I hate to say that, because you know

495
00:26:42.640 --> 00:26:46.240
everybody wants to give you a niche, but the reality

496
00:26:46.319 --> 00:26:49.119
is we all have relationships with money. So I do

497
00:26:49.160 --> 00:26:52.359
a lot of work in the real estate industry right

498
00:26:53.599 --> 00:26:58.160
fluctuating incomes. I work a lot with doctors and lawyers

499
00:26:58.920 --> 00:27:03.079
who are alpha in their fields, but nowhere in there

500
00:27:03.119 --> 00:27:06.559
is financial education, and I work with a lot of

501
00:27:06.559 --> 00:27:12.359
financial advisors and rias and financial planning associations and different

502
00:27:12.359 --> 00:27:16.920
associations as well to help on the conversation side. So

503
00:27:16.960 --> 00:27:19.440
you have the people who the CPAs and the attorneys

504
00:27:19.440 --> 00:27:22.240
that are doing all the dollars cents for us, but

505
00:27:22.279 --> 00:27:24.400
they're not looking in the eye and taking a smile

506
00:27:24.440 --> 00:27:27.359
and just drop your shoulders right to listen to you

507
00:27:27.400 --> 00:27:31.680
as a human because this isn't just about dollars and cents,

508
00:27:31.880 --> 00:27:33.519
it's about all the other senses.

509
00:27:34.359 --> 00:27:37.039
Yeah, it's good. There's a lot of emotion there right.

510
00:27:37.400 --> 00:27:40.839
In everything from buying a house to getting divorce to

511
00:27:41.599 --> 00:27:45.480
you know, probate to business. I've worked with business owners

512
00:27:45.519 --> 00:27:47.839
that don't see eye to eye. Right, you get into

513
00:27:47.880 --> 00:27:51.279
business with somebody, but your financial values are different. You

514
00:27:51.319 --> 00:27:53.599
don't talk about them, nor do you realize it until

515
00:27:53.640 --> 00:27:56.200
you start trying to hire people or spend on marketing,

516
00:27:56.279 --> 00:27:58.839
and you know, into all of a sudden instead of respect,

517
00:27:58.880 --> 00:28:01.359
you're just clashing all that time. And so I go

518
00:28:01.480 --> 00:28:05.839
in and help people understand the why behind it. Why

519
00:28:05.920 --> 00:28:08.720
is it so important to you? And why is it

520
00:28:08.720 --> 00:28:12.920
so important to you? Is there a thread between these two?

521
00:28:14.359 --> 00:28:16.440
And if not, how can we just build respect?

522
00:28:16.480 --> 00:28:19.839
If not, it sounds like some mediation there.

523
00:28:22.759 --> 00:28:22.960
Is it?

524
00:28:23.079 --> 00:28:25.519
Companies that often hire you on behalf of their people,

525
00:28:25.640 --> 00:28:27.039
or do people hire you as well?

526
00:28:27.839 --> 00:28:32.920
Both, So companies will go in. I do workshops and webinars,

527
00:28:33.079 --> 00:28:36.079
which I love because then it hits all income levels.

528
00:28:36.599 --> 00:28:40.119
You get your new college hire when we're talking about

529
00:28:40.720 --> 00:28:45.079
fifty percent needs, thirty percent wants, twenty percent savings. Forget

530
00:28:45.079 --> 00:28:47.640
about how to call the cable company, right, we get

531
00:28:47.680 --> 00:28:51.160
like the very intro stuff all the way through to

532
00:28:51.200 --> 00:28:55.119
your C level executives that are talking about private school

533
00:28:55.240 --> 00:28:57.599
and college. You know what are they going to pay?

534
00:28:57.720 --> 00:29:01.559
They're ungrateful kids, you know values they want to pass on.

535
00:29:02.119 --> 00:29:03.920
So when I work with corporate I love that I

536
00:29:03.960 --> 00:29:07.079
get the whole range. And then I also work with

537
00:29:07.160 --> 00:29:10.079
individuals that want to grow their financial confidence. So we

538
00:29:10.119 --> 00:29:12.119
dig a little deeper on the one and one.

539
00:29:13.519 --> 00:29:16.400
Like you could imagine, Yeah, you get to do you

540
00:29:16.400 --> 00:29:18.599
have more time and you have more Well, it's just

541
00:29:18.640 --> 00:29:21.119
that one person, so you're focused on them versus the whole.

542
00:29:22.960 --> 00:29:25.039
All right, we're going to take our second commercial right here.

543
00:29:25.119 --> 00:29:28.039
We'll be back in about sixty seconds with Erica Washerman.

544
00:29:32.319 --> 00:29:36.279
You're listening to Winning Business Radio with Kevin Helene on

545
00:29:36.559 --> 00:29:40.519
W four CY Radio. That's W four cy dot com.

546
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571
00:31:01.880 --> 00:31:04.680
And now back to Winning Business Radio with Kevin Helene

572
00:31:04.920 --> 00:31:08.759
presenting exciting topics and expert guests with one goal in

573
00:31:08.839 --> 00:31:12.319
mind to help you succeed in business. Here once again

574
00:31:12.640 --> 00:31:13.680
is Kevin Helenett.

575
00:31:21.079 --> 00:31:23.880
We're back with Erica Wasserman and she is one of

576
00:31:24.119 --> 00:31:28.039
only a hundred or so certified financial therapists in the country.

577
00:31:28.839 --> 00:31:30.519
There's a good thing for you. Why is it so

578
00:31:31.640 --> 00:31:33.039
undernown Perhaps.

579
00:31:33.720 --> 00:31:36.359
Yeah, it was so. Financial therapy was created in two

580
00:31:36.359 --> 00:31:39.440
thousand and eight when the crash happened. Okay, and so

581
00:31:39.599 --> 00:31:43.000
a bunch of financial people got in a room with

582
00:31:43.079 --> 00:31:46.400
a bunch of psychologists in a room up in Kansas

583
00:31:46.440 --> 00:31:49.920
and Kansas State, and they started to talk about how

584
00:31:50.160 --> 00:31:53.319
the mental impact was weighing on people. Right when the

585
00:31:53.359 --> 00:31:57.880
crisis happened, and so financial therapy was created in that room,

586
00:31:58.160 --> 00:32:01.279
and then the Financial Therapy Association was born out of

587
00:32:01.319 --> 00:32:04.759
that idea, and so it created in two thousand and eight.

588
00:32:04.920 --> 00:32:08.279
So we're really in our infancy if you think about careers,

589
00:32:08.720 --> 00:32:10.559
which always makes it fun when I walk into a

590
00:32:10.599 --> 00:32:13.359
cocktail party and people ask me what I do you know?

591
00:32:13.519 --> 00:32:15.640
One day, I can't wait to walk in and say

592
00:32:15.640 --> 00:32:18.319
I'm a dentist and get the recognition that like, oh yeah,

593
00:32:18.480 --> 00:32:19.240
I got one of those.

594
00:32:19.400 --> 00:32:19.559
Right.

595
00:32:19.599 --> 00:32:21.880
When I walk in and I say financial therapists, They're like,

596
00:32:23.559 --> 00:32:25.559
what you know? My kids just look at me, And

597
00:32:25.559 --> 00:32:27.559
I was like, do you want to tell them?

598
00:32:28.920 --> 00:32:31.160
They've probably heard it? So what do you mean when

599
00:32:31.200 --> 00:32:34.240
you say financial behavior? Tell the audience what you mean

600
00:32:34.279 --> 00:32:34.519
by that.

601
00:32:35.079 --> 00:32:39.079
Yeah, So let's take a cup of coffee. So, Kevin,

602
00:32:39.079 --> 00:32:40.599
do you normally make your coffee at home in the

603
00:32:40.640 --> 00:32:42.400
morning or you the guy that likes to go to

604
00:32:42.440 --> 00:32:43.119
the coffee shop.

605
00:32:43.799 --> 00:32:45.960
I do it here now. If I'm out, I'll get

606
00:32:45.960 --> 00:32:48.440
one either Dunkin Donuts or a Starbucks. But when I'm home,

607
00:32:48.480 --> 00:32:51.279
I always make it, and it depends on the temperature

608
00:32:51.359 --> 00:32:52.599
out right.

609
00:32:52.640 --> 00:32:53.880
Now, it's all ice coffees.

610
00:32:54.720 --> 00:33:00.160
Oh interesting, okay, very cool okay. So our financial behaviors

611
00:33:00.319 --> 00:33:05.640
are decisions that we make all day long around money.

612
00:33:05.720 --> 00:33:07.640
We really do only check in on ourselves on the

613
00:33:07.680 --> 00:33:10.200
big ones, right, like buying a house, or you go

614
00:33:10.319 --> 00:33:12.759
out to a family dinner and everybody looks at you

615
00:33:12.799 --> 00:33:15.200
to pay the bill, right, that's when we get that

616
00:33:15.319 --> 00:33:19.880
gulp feeling. But we make financial decisions all day long,

617
00:33:20.200 --> 00:33:25.079
every day, and it's often on autopilot because we don't

618
00:33:25.079 --> 00:33:27.680
talk about it. So how can you get better at

619
00:33:27.720 --> 00:33:31.720
something if you're not working on it or even aware

620
00:33:31.799 --> 00:33:35.759
of it. So we get our money mindset from three ways?

621
00:33:36.119 --> 00:33:38.440
Shall I tell you please? All right?

622
00:33:39.039 --> 00:33:41.279
So the first one is our background, how your parents

623
00:33:41.319 --> 00:33:44.079
talked about money or didn't talk about money, or argued

624
00:33:44.119 --> 00:33:48.079
over money. So I'll ask you normally I'll do this

625
00:33:48.160 --> 00:33:51.599
question Cambridge to just study you get your money minds

626
00:33:51.599 --> 00:33:54.920
at the age of seven. So in the US, seven

627
00:33:55.039 --> 00:34:00.319
is first grade. Think about your lunch table and first

628
00:34:00.359 --> 00:34:06.599
grade what were you eating? Did mom packed you a

629
00:34:06.599 --> 00:34:11.280
homemade lunch? Were you eating the free okay? Was she

630
00:34:11.360 --> 00:34:15.079
eating the free lunch at school? Were you not eating?

631
00:34:16.199 --> 00:34:19.760
And it's a good like clip in time for you

632
00:34:19.840 --> 00:34:22.599
to start thinking. When I did this in a group workshop,

633
00:34:23.400 --> 00:34:25.559
you said, mom made you lunch early on.

634
00:34:25.639 --> 00:34:28.440
She was a teacher, so after a while we all

635
00:34:28.440 --> 00:34:30.159
were so busy, and as we got a little bit older,

636
00:34:30.199 --> 00:34:32.199
she'd just give us lunch money.

637
00:34:32.280 --> 00:34:36.519
Right, So when you're smaller that first grade, having had

638
00:34:36.559 --> 00:34:39.800
a group workshop, and one woman said, we didn't have

639
00:34:39.840 --> 00:34:42.360
a lot of money. It was store brand stuff and

640
00:34:42.400 --> 00:34:45.320
it was full of crap, right, lots of carbs, but

641
00:34:45.400 --> 00:34:47.519
like there was enough in there just to call it

642
00:34:47.599 --> 00:34:52.000
quote unquote lunch, but no protein. And she was envious

643
00:34:52.199 --> 00:34:55.119
of the people who got the hot lunch, the woman

644
00:34:55.159 --> 00:34:57.119
who got hot lunch, that I was getting free lunch.

645
00:34:57.119 --> 00:34:59.920
And I was embarrassed to go through the line because

646
00:35:00.119 --> 00:35:04.639
I didn't have money to buy lunch. And I was

647
00:35:04.840 --> 00:35:07.800
envious of the person that got to trade the snacks at.

648
00:35:07.679 --> 00:35:08.280
The lunch team.

649
00:35:08.360 --> 00:35:11.719
Yeah, isn't that interesting?

650
00:35:11.800 --> 00:35:15.760
So you minds dynamic, You make judgments. We make judgments

651
00:35:15.880 --> 00:35:18.159
at that age.

652
00:35:17.519 --> 00:35:18.679
And it sticks with us.

653
00:35:18.840 --> 00:35:23.159
Yeah, and it shows up today in your business and

654
00:35:23.199 --> 00:35:27.199
in your personal life, which is wild. So background first,

655
00:35:27.239 --> 00:35:32.440
one second is religion and culture. Often money is greed.

656
00:35:32.679 --> 00:35:38.119
Money doesn't buy you happiness. Culturally, men are decision makers

657
00:35:39.719 --> 00:35:42.599
and in fact, fifty years ago, women couldn't even open

658
00:35:42.679 --> 00:35:46.400
up their own bank account. Well, when my mom graduated

659
00:35:46.440 --> 00:35:50.519
college and got her first job, my grandfather had to

660
00:35:50.519 --> 00:35:52.400
be the co signer on her bank account.

661
00:35:52.760 --> 00:35:53.119
Wow.

662
00:35:54.800 --> 00:35:58.199
Right, So empowering women with money is a relatively new

663
00:35:58.320 --> 00:36:01.519
skill to a lot of people. Well, and the third

664
00:36:01.559 --> 00:36:06.119
one is experiences. We'll go back to marketing. You have

665
00:36:06.159 --> 00:36:09.000
a great experience with a flyer sending out flyers to

666
00:36:09.039 --> 00:36:11.440
people's homes. You're going to be doing that for the

667
00:36:11.440 --> 00:36:16.239
next thirty years. Times have change. Flyers don't work as

668
00:36:16.280 --> 00:36:19.400
well flyers. You know, flyers might be Instagram ads, but

669
00:36:19.480 --> 00:36:21.719
your experience is that it was great. You might not

670
00:36:21.800 --> 00:36:25.480
be ready to look at change. And the flip side

671
00:36:25.599 --> 00:36:28.800
is if that did nothing for me and I did

672
00:36:28.880 --> 00:36:34.039
it once, I'm not touching it again. And that comes

673
00:36:34.039 --> 00:36:37.679
into our money mindset for everything that we do, from travel,

674
00:36:37.800 --> 00:36:42.280
buying a house, building a business, getting married, how we're

675
00:36:42.320 --> 00:36:46.039
raising our kids. All of these decisions come in to

676
00:36:46.159 --> 00:36:48.639
our financial psyche.

677
00:36:49.519 --> 00:36:53.679
We find with salespeople. I think we chatted about this

678
00:36:53.840 --> 00:36:58.599
a couple of weeks ago. Mindsets around money determine some

679
00:36:58.840 --> 00:37:02.960
impact selling sess we identify and you do too. I'm

680
00:37:02.960 --> 00:37:05.119
sure whether you call the same things or not, it

681
00:37:05.159 --> 00:37:09.000
doesn't matter. Abundance versus scarcity, Right, somebody has a scarce mindset,

682
00:37:09.360 --> 00:37:12.159
they're going to hang on to a prospect for too long,

683
00:37:13.480 --> 00:37:16.960
like the organization we referenced, Right, somebody else might hang

684
00:37:16.960 --> 00:37:19.039
onto that for too long because it's a good opportunity

685
00:37:19.159 --> 00:37:24.000
versus being willing to take hands off because it's not real. Today,

686
00:37:24.199 --> 00:37:27.800
somebody with abundance realizes, oh, there's another potential customer down

687
00:37:27.800 --> 00:37:30.320
the street or around the corner, or in my rolodex

688
00:37:30.360 --> 00:37:32.039
or my database.

689
00:37:33.320 --> 00:37:36.960
The conversation I had earlier real estate agents, Yeah, one

690
00:37:36.960 --> 00:37:39.159
woman was like, the houses I sell around four hundred

691
00:37:39.199 --> 00:37:40.239
thousand dollars range.

692
00:37:41.360 --> 00:37:45.239
Why that's pretty limiting, isn't it.

693
00:37:47.119 --> 00:37:49.360
I Mean there's somebody selling in the ten million dollar range,

694
00:37:49.360 --> 00:37:52.320
and there's somebody selling in one hundred thousand dollars range, right, Like,

695
00:37:53.159 --> 00:37:56.159
that's where you're comfortable, And we know growth happens in

696
00:37:56.199 --> 00:38:01.679
the uncomfortable. And so what's holding you back or what's

697
00:38:01.719 --> 00:38:06.079
living rent free in your head telling you that you

698
00:38:06.119 --> 00:38:09.480
can't do it? And that's the work that I get into,

699
00:38:09.719 --> 00:38:13.760
is identifying that message that we have on repeat, so

700
00:38:13.800 --> 00:38:17.239
that way you can blow your goals out of the water.

701
00:38:17.559 --> 00:38:17.840
Right.

702
00:38:18.719 --> 00:38:21.039
But with that being said, I'm going to shift gears

703
00:38:21.039 --> 00:38:25.639
for a second, because your goal could be I want

704
00:38:25.679 --> 00:38:28.760
to make a million dollars. Have you heard that before?

705
00:38:29.159 --> 00:38:30.199
Sure? Yep.

706
00:38:30.519 --> 00:38:32.639
What happens when they make a million dollars?

707
00:38:33.199 --> 00:38:35.480
They don't have it? Why not?

708
00:38:35.800 --> 00:38:39.400
Because they've nobody makes Well, this is my take on

709
00:38:39.480 --> 00:38:42.360
at least nobody makes a million dollars in one time.

710
00:38:42.400 --> 00:38:46.320
At one time, it's cumulative. Right when you hit a million,

711
00:38:47.000 --> 00:38:53.199
some people can't believe it. Some people kind of coast

712
00:38:53.239 --> 00:38:55.960
at that point, and others realize I can do it

713
00:38:56.360 --> 00:38:58.400
and go forward. Even more so, it depends, I think,

714
00:38:58.400 --> 00:38:59.880
on their mindset. Is that where you're going.

715
00:39:01.480 --> 00:39:04.360
Yes, oftentimes we'll see I make a million, they move,

716
00:39:04.440 --> 00:39:06.599
they move the goalpost.

717
00:39:06.800 --> 00:39:08.679
Okay, okay, so I.

718
00:39:08.639 --> 00:39:10.760
Make I'm going to make a million. Well, now a

719
00:39:10.760 --> 00:39:12.559
million is not enough. I want to make two million.

720
00:39:12.719 --> 00:39:13.039
Okay.

721
00:39:13.199 --> 00:39:16.039
Yeah, And I did this with a bond trades trader

722
00:39:16.239 --> 00:39:19.840
years ago, not married, they're in his early thirties. How

723
00:39:19.920 --> 00:39:24.360
much is enough for you? I can't give you an number, Erica,

724
00:39:24.960 --> 00:39:26.760
give give me a number. Let's play you know, give

725
00:39:26.760 --> 00:39:30.719
me a number, and he goes fifty million, and I said, okay,

726
00:39:30.800 --> 00:39:33.880
you need fifty million, and then he goes, but wait then,

727
00:39:33.920 --> 00:39:35.639
I'm going to have a boat, and my boat's going

728
00:39:35.679 --> 00:39:37.400
to be next to this guy, and he's going to

729
00:39:37.480 --> 00:39:40.440
have a bigger boat. And now I need one hundred million,

730
00:39:40.840 --> 00:39:46.039
right because he's chasing a number, which brings me back

731
00:39:46.039 --> 00:39:54.000
to three words, rich, wealthy, and happiness. As we're building

732
00:39:54.039 --> 00:39:56.760
our businesses, I want you to keep these three words

733
00:39:56.800 --> 00:39:59.920
in mind. So I'm going to ask you the definition

734
00:40:00.079 --> 00:40:02.719
to give me. Kevin, what's their definition of rich?

735
00:40:06.159 --> 00:40:08.239
I know we're going to distinguish this from wealthy, so

736
00:40:08.280 --> 00:40:09.760
I got to start with that premise.

737
00:40:10.000 --> 00:40:10.760
Rich is.

738
00:40:14.079 --> 00:40:17.519
Rich to me, sounds like new money. I could be

739
00:40:17.519 --> 00:40:20.039
way off base, but it sounds to me like new money.

740
00:40:20.039 --> 00:40:21.199
I have a bunch of money. I don't have to

741
00:40:21.239 --> 00:40:25.639
worry about what I spent Wealthy, wealthy to me sounds

742
00:40:25.639 --> 00:40:28.880
like I'm used to it. I'm probably in a better

743
00:40:28.920 --> 00:40:30.599
place with it, even though I still don't have to

744
00:40:30.599 --> 00:40:32.559
care what I spend or what I spend it on.

745
00:40:34.119 --> 00:40:37.480
And happiness, it doesn't matter how much money you have

746
00:40:38.599 --> 00:40:39.639
for happiness.

747
00:40:40.039 --> 00:40:42.199
Okay, So the.

748
00:40:42.159 --> 00:40:46.519
Way that we define it is rich is the exterior winds.

749
00:40:46.840 --> 00:40:48.400
You're nice clothes, okay.

750
00:40:48.679 --> 00:40:51.639
Rich is what other people see. They see your car,

751
00:40:52.159 --> 00:40:57.519
they see your sign outside your office building, right, that's rich.

752
00:40:59.119 --> 00:41:03.320
Your vacations on Instagram. You know, exterior winds is rich.

753
00:41:04.280 --> 00:41:09.760
Interior winds are as wealthy. So when I ask people

754
00:41:09.760 --> 00:41:13.840
what's a wealthy life for you, They're going to say

755
00:41:13.880 --> 00:41:17.639
my health. They're going to say sipping my coffee wherever

756
00:41:17.679 --> 00:41:21.239
I want, in my favorite spot, time with my loved ones.

757
00:41:22.119 --> 00:41:25.519
A dollar amount is on there to achieve everything, but

758
00:41:25.599 --> 00:41:28.079
it's normally four or five on the list to live

759
00:41:28.119 --> 00:41:34.880
a wealthy life. And happiness is a mindset.

760
00:41:35.639 --> 00:41:38.079
That is true. I believe that you how.

761
00:41:37.960 --> 00:41:41.960
Many people have you met her? Rich but unhappy.

762
00:41:44.960 --> 00:41:46.559
I can tell you a story about that. A guy

763
00:41:46.599 --> 00:41:49.000
that one of the two people I fired in my

764
00:41:49.199 --> 00:41:52.320
in my business. And I've seen him since and he's

765
00:41:52.400 --> 00:41:54.800
much better, But at the time, he was not coachable,

766
00:41:54.840 --> 00:41:56.239
he wasn't doing what I asked him to do, and

767
00:41:56.280 --> 00:42:00.239
he was trying to save his job. He was a

768
00:42:00.239 --> 00:42:04.519
financial advisor for a large branded company. They were paying

769
00:42:04.599 --> 00:42:08.719
him literally zero, and he was trying to stop from

770
00:42:08.719 --> 00:42:11.039
getting fired from a position that didn't cost the employer

771
00:42:11.039 --> 00:42:15.239
any money. And so I said, you know what's going on.

772
00:42:15.679 --> 00:42:18.920
I'll call him Charlie. Charlie, what's going on? He said, Kevin,

773
00:42:18.960 --> 00:42:21.519
I lied to you. Uh oh, I'm thinking what happened?

774
00:42:21.719 --> 00:42:24.920
He said, I'm I don't ever have to worry about money.

775
00:42:25.400 --> 00:42:28.360
I have a trust fund. This is not what I

776
00:42:28.400 --> 00:42:30.719
want to do. I thought it was, and I gave

777
00:42:30.760 --> 00:42:33.079
you money and here I am, and so yeah, you

778
00:42:33.119 --> 00:42:36.880
should fire me. But I did see him later and

779
00:42:37.039 --> 00:42:39.119
he had put it together, he had figured it out.

780
00:42:39.760 --> 00:42:41.559
Yeah. I just wasn't the guy that was going to

781
00:42:41.599 --> 00:42:42.400
help him at that time.

782
00:42:42.880 --> 00:42:46.559
Yeah, And that's okay too, Right, is knowing what does

783
00:42:46.599 --> 00:42:49.639
work and doesn't work in pivoting. And I see it

784
00:42:49.679 --> 00:42:52.280
often when people sell a business. They've been so busy

785
00:42:52.320 --> 00:42:56.440
in the business. Yeah, on the business that wealthy that

786
00:42:56.440 --> 00:43:01.320
we just talked about the relationships, the health piece isn't there.

787
00:43:02.360 --> 00:43:05.719
And so it's important as we grow to be putting

788
00:43:05.719 --> 00:43:09.000
things in each of the buckets. And again back to

789
00:43:09.000 --> 00:43:11.199
my travels, I've gone to a lot of third world

790
00:43:11.239 --> 00:43:15.920
countries that people are really happy, not rich, but they're wealthy.

791
00:43:16.079 --> 00:43:19.119
Sitting on a beach watching a beautiful sunset, having a

792
00:43:19.159 --> 00:43:22.199
picnic with you know, with their loved ones. And so

793
00:43:22.519 --> 00:43:26.679
as we grow as individuals, as owners, it's really important

794
00:43:26.719 --> 00:43:31.000
to be investing in your wealth however you define it,

795
00:43:31.840 --> 00:43:34.360
and that the happiness is the mindset every day that

796
00:43:34.400 --> 00:43:37.880
you choose what to do with the rich as well. Right, Like,

797
00:43:38.199 --> 00:43:39.960
it's not just about what other people say.

798
00:43:40.519 --> 00:43:44.880
So take us into a couple of conversations, of course anonymously,

799
00:43:44.920 --> 00:43:48.559
but how do you get people to change their mindsets?

800
00:43:50.800 --> 00:43:51.320
Interesting?

801
00:43:51.559 --> 00:43:53.920
So I was recently working with a woman in her

802
00:43:54.039 --> 00:44:00.679
mid fifties working for government in Canada and has a

803
00:44:00.679 --> 00:44:03.480
pension for the rest of her life, right perks of

804
00:44:03.559 --> 00:44:09.079
outside the US. And for her, her dad was an

805
00:44:09.199 --> 00:44:14.360
entrepreneur and they lost their home twice in her childhood. Wow,

806
00:44:15.559 --> 00:44:19.199
seven and fourteen, Remember I told you about seven mind

807
00:44:19.239 --> 00:44:22.400
age your money and then again fourteen as a teenager.

808
00:44:22.480 --> 00:44:26.760
So very was impactful for her. So she went with

809
00:44:26.840 --> 00:44:30.440
the job at that government job that she could get

810
00:44:30.480 --> 00:44:35.440
paid every week, every month, whatever it was. Stability, her

811
00:44:35.440 --> 00:44:39.159
house is paid off, you know, just just really responsible

812
00:44:39.159 --> 00:44:41.000
from that standpoint. But when she met me, she said,

813
00:44:41.000 --> 00:44:41.920
I'm horrible with money.

814
00:44:42.679 --> 00:44:43.880
What do you mean you're horrible with money.

815
00:44:43.880 --> 00:44:45.440
Your house is paid off, you're in your fifties. Most

816
00:44:45.480 --> 00:44:48.679
people can't say that. I mean, that's amazing. And as

817
00:44:48.719 --> 00:44:53.079
we started digging through the work from her childhood, her

818
00:44:53.159 --> 00:44:55.679
dad had income, he was an entrepreneur, would have income

819
00:44:55.719 --> 00:44:57.360
and then no income, and when he had money, he

820
00:44:57.400 --> 00:45:00.280
would spend it off, and then when he he ran

821
00:45:00.280 --> 00:45:03.039
out of money, he would go to her and ask

822
00:45:03.159 --> 00:45:07.519
for money. Fourteen fifteen sixteen, right, so we need to

823
00:45:07.519 --> 00:45:09.639
pay the electric bill, and she would save her money.

824
00:45:10.079 --> 00:45:12.760
So she learned at a very young age not to

825
00:45:12.800 --> 00:45:13.599
save any money.

826
00:45:15.360 --> 00:45:18.039
Wow, I thought you were going with that.

827
00:45:18.960 --> 00:45:22.480
If you had it, it was somebody else's. So let's

828
00:45:22.599 --> 00:45:25.840
just spend. Let's buy let's buy things for others, let's

829
00:45:25.880 --> 00:45:29.920
treat for dinner, because otherwise, come up three months from now,

830
00:45:29.960 --> 00:45:31.760
when dad runs out of money, I'm not going to

831
00:45:31.840 --> 00:45:36.639
have it anymore. Married. Her husband at certain point realized this.

832
00:45:36.800 --> 00:45:41.079
He took over the savings part of their finances, but

833
00:45:41.199 --> 00:45:43.599
any money in her account was going out the door.

834
00:45:44.159 --> 00:45:47.880
And so recognizing that pattern and then shifting it to

835
00:45:47.960 --> 00:45:50.480
be like, your money's safe. Now you're the one who's

836
00:45:50.519 --> 00:45:54.440
in control. And because the patterns that we have keep

837
00:45:54.480 --> 00:45:58.639
showing up because nobody's talking about it. We're not evaluating it, we're.

838
00:45:58.440 --> 00:45:59.920
Not doing a second right, we're not aware.

839
00:46:00.079 --> 00:46:04.400
But yeah, no, she had no idea.

840
00:46:04.840 --> 00:46:08.119
Well, so you've got to ask a lot of questions.

841
00:46:08.159 --> 00:46:09.760
You've got to really spend time with somebody.

842
00:46:10.679 --> 00:46:13.239
It's questions and it's a lot of open ended questions.

843
00:46:13.320 --> 00:46:15.639
I'll give you another example of client that I worked with.

844
00:46:15.679 --> 00:46:19.280
The company identified him to come work with me. He

845
00:46:19.400 --> 00:46:21.440
was now a partner in the business, and they're like,

846
00:46:23.000 --> 00:46:25.719
he could use some conversations. You know, I want his

847
00:46:25.760 --> 00:46:29.199
family set up for success. And as we started talking

848
00:46:30.000 --> 00:46:33.400
trust issues around money, who to trust and hadn't filed

849
00:46:33.440 --> 00:46:40.320
taxes in over a decade, because once you miss one,

850
00:46:41.679 --> 00:46:45.800
you're embarrassed, shameful, You get busy, life happens, you forget

851
00:46:45.880 --> 00:46:47.960
about it the next year. Oh I didn't file last year,

852
00:46:47.960 --> 00:46:51.920
I'm not going to file this year again. Patterns emerge.

853
00:46:52.280 --> 00:46:53.880
Now you're at an age where you want to buy

854
00:46:53.880 --> 00:46:56.039
a house maybe, or you're going to sell a business.

855
00:46:56.159 --> 00:46:58.880
I mean you can't. You got to go back and

856
00:46:58.920 --> 00:47:02.320
fix it up. But there wasn't trust with people that

857
00:47:02.360 --> 00:47:05.679
could do it for him, and so by working through me,

858
00:47:05.840 --> 00:47:07.840
and through others, and we were able to find him

859
00:47:07.840 --> 00:47:09.880
with a support team of people.

860
00:47:10.000 --> 00:47:12.239
An accountant, a financial.

861
00:47:12.880 --> 00:47:17.320
A tax attorney right and then soon an financial advisor

862
00:47:17.599 --> 00:47:19.960
once we get the money situated in, a realtor and

863
00:47:20.000 --> 00:47:22.039
everybody else that's going to be part of the next

864
00:47:22.039 --> 00:47:26.119
stage of life, because what he was doing was just

865
00:47:26.159 --> 00:47:29.159
ignoring his relationship and you and I know if you

866
00:47:29.159 --> 00:47:32.800
ignore something long enough, it's going to blow up on you.

867
00:47:34.280 --> 00:47:37.480
This is incredible, This is better than I thought it

868
00:47:37.480 --> 00:47:38.679
would be. And I knew you were going to be

869
00:47:38.800 --> 00:47:42.000
a fun guest. So a couple of ask questions, who

870
00:47:42.159 --> 00:47:45.400
in the viewing and listening audiences should reach out to

871
00:47:45.480 --> 00:47:47.639
you and why. We'll get to the how in a second.

872
00:47:49.079 --> 00:47:49.559
Anybody.

873
00:47:49.880 --> 00:47:53.199
Let's take motivated clients, So that's number one, got it?

874
00:47:54.440 --> 00:47:58.000
And somebody who's ready to work on their mindset around money,

875
00:47:58.079 --> 00:48:01.599
somebody who's ready to grow and make a difference in

876
00:48:01.639 --> 00:48:04.239
their life, not just from the money standpoint, but it

877
00:48:04.280 --> 00:48:08.199
also impacts your health, your relationships with others, your spouse,

878
00:48:08.280 --> 00:48:11.320
your boss, your parents, your siblings, you know, depending on

879
00:48:11.360 --> 00:48:12.559
what's going on in.

880
00:48:12.480 --> 00:48:15.239
Your life, and your employees.

881
00:48:15.639 --> 00:48:18.639
So if you're looking to bring in workshops and webinars

882
00:48:18.679 --> 00:48:21.519
and conversations to help your employees not just get the paycheck,

883
00:48:21.920 --> 00:48:24.920
but what happens once they get home. This is a

884
00:48:24.960 --> 00:48:26.840
skill that's with you to the day you die and

885
00:48:26.880 --> 00:48:30.480
actually afterwards because of state planning. So the better you

886
00:48:30.519 --> 00:48:34.440
get at having conversations, the better you're going to be

887
00:48:34.519 --> 00:48:36.639
in so many different aspects. Which is why I wrote

888
00:48:36.639 --> 00:48:40.239
the book Conversations with Your Financial Therapist is to give

889
00:48:40.320 --> 00:48:45.679
people a five step approach, a mindset, a framework to

890
00:48:45.760 --> 00:48:48.840
go through any money conversation. If you're in HR with

891
00:48:48.920 --> 00:48:52.440
your boss, all the way to with your aging parents,

892
00:48:52.559 --> 00:48:55.480
like how do you sit down and have that productive conversation?

893
00:48:56.280 --> 00:48:58.840
And the money mindset method helps you through that?

894
00:48:59.079 --> 00:49:00.880
All right, plug the book more time and where can

895
00:49:00.880 --> 00:49:01.280
they get it?

896
00:49:01.639 --> 00:49:03.800
Yes, so you can get it on Amazon, Barnes and Noble,

897
00:49:03.920 --> 00:49:09.079
all the great places. Conversations with your Financial Therapists, stories

898
00:49:09.079 --> 00:49:12.280
and scripts to grow your mindset. I also do book

899
00:49:12.280 --> 00:49:15.159
studies for continuing education on that as well.

900
00:49:15.280 --> 00:49:17.639
So there's the website and the crawl right there, there's

901
00:49:17.679 --> 00:49:21.159
your LinkedIn profile. Best way for people to reach you

902
00:49:21.239 --> 00:49:21.960
is the site.

903
00:49:22.960 --> 00:49:26.360
The site Absolutely your Financial Therapist dot com, drop me

904
00:49:26.400 --> 00:49:29.320
an email, hit me up, on Instagram or LinkedIn, and

905
00:49:29.360 --> 00:49:31.559
I'm happy to be in touch with you. Absolutely, start

906
00:49:31.559 --> 00:49:34.800
a conversation today. That's your one takeaway. Start the conversation

907
00:49:34.960 --> 00:49:35.880
you've I'm putting off.

908
00:49:36.039 --> 00:49:39.039
This is great. Thank you so much. I appreciated time flies.

909
00:49:39.039 --> 00:49:41.599
It's already four fifty eastern. We got to get off,

910
00:49:42.119 --> 00:49:44.679
but thank you so much, and I appreciate your time absolutely.

911
00:49:44.679 --> 00:49:45.360
Thanks for having me on.

912
00:49:45.480 --> 00:49:47.519
All right, you bet so, you soon, and thank you

913
00:49:47.679 --> 00:49:49.239
audience for being here.

914
00:49:49.800 --> 00:49:50.760
This is all about you.

915
00:49:50.840 --> 00:49:54.880
This is about business and business challenges. Often finance in

916
00:49:54.920 --> 00:49:57.199
this case is tied to business a lot. If you've

917
00:49:57.239 --> 00:50:00.800
got concerns, reach out to Erica. If you've got concerns

918
00:50:00.840 --> 00:50:04.239
about the sales effectiveness of your company, whether it's you

919
00:50:04.360 --> 00:50:07.000
are the sales team, or it's small or large, feel

920
00:50:07.039 --> 00:50:09.840
free to reach out to me on Facebook or LinkedIn

921
00:50:09.960 --> 00:50:13.119
at Winning Business Radio or drop me a note Kevin

922
00:50:13.239 --> 00:50:16.760
at Winning Business Radio dot com. We are Winning Incorporated

923
00:50:16.800 --> 00:50:20.079
part of Sandler Training. We develop sales teams into high

924
00:50:20.079 --> 00:50:24.199
achievers and sales leaders into true coaches and mentors. Listen,

925
00:50:24.199 --> 00:50:26.280
We're not a fit for everybody, but maybe we should

926
00:50:26.320 --> 00:50:29.159
have a conversation. Thank you once again to one, our

927
00:50:29.239 --> 00:50:32.519
engineer and producer for another job well done. Please join

928
00:50:32.599 --> 00:50:35.239
us next week Monday May eleventh, My guest will be

929
00:50:35.320 --> 00:50:39.599
Jonathan Bellow, founder and owner of One eight Solutions. Until then,

930
00:50:39.639 --> 00:50:40.519
this is Kevin Hallanian.

931
00:50:42.800 --> 00:50:45.519
You've been listening to Winning Business Radio with your host,

932
00:50:45.679 --> 00:50:48.760
Kevin Helena. If you missed any part of this episode,

933
00:50:48.880 --> 00:50:53.280
the podcast is available on Talk for Podcasting and iHeartRadio.

934
00:50:53.480 --> 00:50:57.199
For more information and questions, go to Winning Business Radio

935
00:50:57.320 --> 00:51:00.320
dot com or check us out on social media. Tune

936
00:51:00.360 --> 00:51:02.440
in again next week and every Monday at four pm

937
00:51:02.480 --> 00:51:05.960
Eastern Time to listen live to Winning Business Radio on

938
00:51:06.239 --> 00:51:10.519
W four CY Radio W four cy dot com. Until then,

939
00:51:10.840 --> 00:51:14.480
let's succeed where others have failed and win in business

940
00:51:14.760 --> 00:51:18.320
with Kevin Helenan and Winning Business Radio