Tom Hostage, Fdr of Bespoke History, Bespoke Reunion Publishing, Ptr of Hostage Brothers Printing

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The topics and opinions express in the
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Any questions or comments should be directed
to those show hosts. Thank you for

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choosing W FOURCY Radio. Churchill said, those who failed to learn from history

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are condemned to repeat it. Kevin
helen n believes that certainly applies to business.

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Welcome to Winning Business Radio here at
W four CY Radio. That's W

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four cy dot com and now your
host, Kevin Helena. Thanks everybody for

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joining in today. I'm Kevin Hallan, and welcome back to Winning Business TV

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and Radio on w f C why
dot com, streaming live on talkfo tv

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dot com, in addition to Facebook
and that's at Winning Business Radio, as

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well as available in podcasts after the
live show on lots of platforms including YouTube,

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iHeart, iHeartRadio, Spotify, Apple, pretty much wherever you listen to

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your favorite podcasts. The mission of
Winning Business Radio and TV, as regular

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viewers and listeners now, is to
offer insights and advice to help people avoid

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the mistakes of others, to learn
best practices, the how tos, the

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what too's, the what not tos. You know, to be challenged and

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hopefully to be inspired by the successes
of others. But you know, virtually

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every successful person I've ever had a
chance to talk to has had some form

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of failure in their lives and careers. So while we all have to get

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our knees skinned once in a while, I'm driven to keep those scrapes from

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needing major surgery. Let's endeavor to
learn from history so we don't repeat it

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today. My guest is Tom Hostage, founder and president of Bespoke History,

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Bespoke Bok Reunion Publishing, and partner
of Hostage Brothers Printing. Here's his bio.

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As one of ten children, Tom
Hostage first wrote a book about his

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own large and lively family as a
gift to his parents and their descendants.

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That book became the foundation for his
second business, Bespoke History. After graduating

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with a BS and Communications from Cornell
eighty nine, Tom spent six years in

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corporate media sales prior to founding Hostage
Brothers Printing, a Massachusetts based commercial printing

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and design firm, in nineteen ninety
five. Tom founded Bespoke History in two

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thousand and six after writing and producing
his first privately commissioned family history. He

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and his core team have produced over
thirty Bespoke History books since their founding as

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a member of the association or excuse
me, he is a member of the

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Association of Professional Personal Historians and affiliated
with the Association of Professional Genealogists. That's

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kind of a mouthful. Bespoke has
worked with captains of finance and industry,

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including two NFL families, producing privately
commission and books to capture family and institutional

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legacies. Bespoke History produces privately commissioned
memoirs and comprehensive family, corporate, and

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institutional histories. Bespoke History's goal is
to help families and organizations preserve and celebrate

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their history and memories for the enrichment
and enjoyment of future generations. Additionally,

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he refined the genre of college reunion
books after founding Bespoke Reunion Publishing in twenty

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eleven, working with top universities,
including Holy Cross, Fordham, Lehigh,

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and Providence College for more than a
decade. He's a resident of Northborough,

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Massachusetts and a native of Bethesda,
Maryland. Tom, Welcome to Winning Business

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Radio. Thanks for being here.
Good to be here. I know you're

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busy. I appreciate you taking the
time, so tell people who may not

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be familiar with Bethesda tell us a
little about the city and what it was

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like to grow up there. So
bezzda. Maryland is right in the hub

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of Washington, DC metro area.
It happens to be where the Marriott corporate

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was located, and my dad was
a Marriott executive growing up. I'm the

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like I said, the eighth of
his ten kids, and we were all

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raised in Bethesda. Anybody in Bethesda
knows one of the hostages, most likely,

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but very you know, right in
the heart of I grew up right

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around the DC monuments, going into
Washington, d C. On a regular

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basis for any reason. I very
spoiled in that regard. We left Bethesda

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when I was about eleven years old
and relocated up to Boston, and I

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spent my formative years up in Boston, and that's where I've made my my

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business ever since. But so what
were this grow up? That's awesome,

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that's that's awesome. What were your
early interests during that time period. Well,

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you know, I was a sports
guy. I was an athlete.

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You know, I played football and
lacrosse growing up. When I when I

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got in the college, I got
hurt playing football, and my dad told

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me. I told him when I
told my dad, Pop, I don't

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think I'm gonna you know, this
is my last injury. Nobody's going to

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pay me to play football when I
get out of here. And he said,

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well, then you better get a
job then while I was at school.

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So I went to the local radio
station in fact and and got some

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experience, and that's how I ended
up in sports marketing and media sales when

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I got out of college, when
I gravitated towards the only way to make

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money at the college radio station was
to sell advertising, so I wasn't interested

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in being on the air. I
went and sold advertising, made a little

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money, and figured out how to
do that for a living for the first

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five or six years of my professional
life. And it was at that point.

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I have five brothers. There's four
of us that could be called Irish

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twins were born like you know,
right in a row and basically you know,

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and they were all working in the
printing business up in Boston. And

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I was doing very well in media
sales, but I really very close with

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my family, and there was an
opportunity to take over another printing business,

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and my younger brother was graduating right
behind me at Cornell, so I decided

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to pick it up and move up
to Boston. After this is after I

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spent five years in New York after
college, right went up to Boston,

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started a smoke, took over a
really a dying little printing company and kind

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of turned it around with my brother, both of us having learned the business

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through working with our older brothers and
vacations in summers and things like that.

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I was going to ask and I
ran that business starting in nineteen ninety five

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with my younger brother, and we
you know, we grew one business,

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sold, got a bigger shop,
had more employees, grew that And my

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story is very similar to a lot
of stories I now write, which is

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two thousand and eight came along and
the printing industry changed dramatically. It was

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you know, it had impacts on
every industry but in the printing industry,

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obviously people were going right to their
budgets to figure out where they could trim

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down and slice down. And also
you have to remember we're into the digital

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age, where so many of the
things that we used to produce, print

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products we used to produce are now
pdfiles and whatnot. So on a number

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of levels that industry changed to a
degree that I looked at my brother and

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to put a pin in that.
By two thousand and eight, I had

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written my first book as a side
game, just as something I was interested

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in doing. I wrote the history
of our family, the Hostage Family,

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which I had to figure out how
going to be a long book with ten

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kids? Yeah, well you know, and I traced our ancestry back to

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the fourteen hundreds in England and literally
produced a very comprehensive family history. I

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was the white whale was trying to
figure out how we got the name Hostage,

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but I wasn't able to necessarily answer
that question. But I produced a

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really comprehensive book that detailed our family
history. And in the process of doing

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that, I learned a lot and
I really enjoyed it. So when two

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thousand and eight came along to the
printing industry. My brother came to me

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and said, listen, we got
to stop taking paychecks for about six months

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so we can pay off these notes. Because at the bank we had a

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lot of big equipment that we had
les is on. So the bank calls

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in our note, we're in trouble. So I decided you do this.

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I'm going to write books for a
while. And I haven't looked back.

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That's thirty one books ago, and
I still co owned Hostage Brothers Printing with

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my brother, and I still have
a presence there. I was the outside

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man, he was the inside man, so I do have a connection there.

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And frankly, I looked at Bespoke
as a way of helping my printing

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company because we designed and produce all
of my books. And I started Bespoke

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re Union because when you do a
family or a corporate history, it's a

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one off job. You do one
book. It's not like continual renewable business,

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right right, right, Whereas I've
just fatted the Reunion Company, which

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produces fiftieth college and reunion yearbooks for
colleges like Holy Cross, Providence College,

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Fordham University, and that business is
renewable. There's a new reunion every year.

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So and I looked at that as
a way to help my printing companies

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to stay around because there's been tremendous
attrition in that industry. And that,

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you know, Hostage Brothers is still
kicking and we're still in business and doing

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very well. And I'm now full
been full time writing books now for a

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dozen years. Well tell me just
stick on the printing company for just a

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second, just two minutes there,
maybe not even two minutes. Who are

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your clients and what are your specialties
in the printing company? So in printing,

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like in anything, we we found
ourselves in a niche of the restaurant

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industry. And it really only happened
that way because when I we made an

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acquisition of another we moved our business
from Newton, Mass To Framingham, Mass.

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Bought another company where the owner wanted
to retire. He had a book

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of business. One of those clients
was Legal Seafoods. Oh, the restaurant

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chain at the time. Today it's
a great restaurant, great chain now.

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When this was nineteen ninety eight,
and Legals only had seven restaurants back then,

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and they were a very local,
preventional, little company family owned and

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we grew with Legal Seafoods. Basically, I went down there, made relationships

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with the key people there, and
they said, listen, we're about to

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go on a huge growth expansion.
They expanded the thirty five restaurants in the

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space of five years from that point, and they gave us a has to

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grow with them, and we did. You know, we kept adding equipment,

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adding people to facilitate their growth,
and we became their primary vendor for

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men us back a house front of
house marketing materials. I mean, the

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great part about it was a huge
piece of business. The bad part about

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it is that it was too much
of a ratio of our overall business.

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Right, you lose an account like
that and suddenly there's a giant hole.

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Fortunately we never lost Legal Seafoods,
so that's the good thing. Until COVID

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came along, and then COVID changed
everything in the restaurant industry. But for

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Hostage Brothers Printing, we developed this, you know, because of Legal Seafoods.

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We were able to attract brands like
Bertucciese and Margarita, you know restaurants

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and add other similar regional change to
our network of restaurant groups. That we

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did work with so that that kind
of we worked that niche really well.

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We have other corporate clients. Obviously
we're a business. We were business to

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business printers. So we're not looking
for people walking in off the street saying,

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you know, I need to do
a funeral brochure or something like that.

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We are looking for businesses that have
you know, value needs for and

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design needs. You know. In
the printing business, it's so competitive,

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it's so price sensitive, turnaround sensitive, quality sensitive that it became a The

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price became the driving force, and
the only way to overcome to make any

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money, frankly, was to find
other ways to make money besides the printing

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parts. So we became a design
company that happens to print. Right.

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How big is the team? We
had a dozen people at our at our

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peak. You know that that has
shrunk a bit with digital printing. We

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don't run presses anymore, right,
so I don't need pressmen and I don't

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need a lot of the other people
that I need. So we're doing similar

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numbers with sick people that we used
to do with. It doesn't so it's

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not a huge company. Was a
it was a regional business. Uh,

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we did well with it. And
quite honestly it I went into that business

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to be self employed. I didn't
go into that business because I was I

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was. I dreamed of being a
printer right right, and and and I

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the the mental exercise of taking this
business and figuring out how to make a

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living at it was stimulating for about
five six years, and then between that

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between it's a tough business. It's
a real grind of a business, just

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expressed. You know, price sensitive, quality sensitive, turnaround sensitive, you

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name it, it's sensitive. And
so for a lot of reasons, uh,

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you know, we decided that we
need to evolve a bit. We

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became a design you know, graphic
design company that happens to print, and

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printing became a lot less of the
ratio of what we do. And when

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you when you control it clients design
and branding, you're designing all their materials,

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you're designing their signage. It's just
easier to do work with the guy

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that's designing it than go to another
vendor to go get it produced. So

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because they can do the way to
embed with our clients in essence, So

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that was and I, you know, I always say, I tell my

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daughter, who's twenty two and I'm
trying to advise her on a career now

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she's out of college. I said
to her, Listen, I never I

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never wanted to run a printing company, but I wanted to be self employed.

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And frankly, I never really dreamed
about writing books for a living either,

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Right but bye, where by where
by running a printing company. I

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decided to write my first book because
I had the infrastructure to produce beautiful printed

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products. I have designers, I
have all the you know, print infrastructure.

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I happened to have a degree in
history and communication for Cornell that I

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wasn't putting too much use. So
I was like, well, I actually,

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you know, stretch my legs a
little bit, and I really conceptualized

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a family history book project product that
really was just a gift to my family.

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Right but the reaction that book got
from people really put an idea in

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my head to put a shingle out
and see if I see if somebody would

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pay me to do that for them. Right hould that thought right there?

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We're going to come right back to
that thought. We're going to take our

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first commercial break. We'll be back
in about one minute with Tom Hostage,

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founder and president of Bespoke History,
Bespoke Reunion Publishing and partner of Hostage Brothers

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Printing. Will be right back.
You're listening to Winning Business Radio with Kevin

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Helena on W four CY Radio.
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go away. More helpful information is
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now. And now back to Winning Business

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00:16:48.200 --> 00:16:52.480
Radio with Kevin Helene, presenting exciting
topics and expert guests with one goal in

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00:16:52.559 --> 00:16:57.320
mind to help you succeed in business. Here once again, it's Kevin Helena.

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Welcome back with Tom Hostage. Tom
tell us about the reactions from whom

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and what did they sound like?
That's with regard to that first book.

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Yeah, so obviously the family,
anybody's family history is interesting to that family.

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I found that there were a lot
of people outside of our family that

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were interested in the historical components of
what we do. I mean, our

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family lived through a lot of history
in both American and even over in England.

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So the reaction that I would get, the most commonly heard phrase was

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I would love to have something like
this about my family, right. And

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it only took somebody. It only
took hearing that for a year I think

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before I decided maybe there's something here. And but like anything else, I

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had to give some get somebody to
give me my first break, right.

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So, because the fact is I
worked for a year and a half on

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that book, and it was a
lay and night, I mean, really

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a lot of research. I interviewed
probably thirty forty people, my family members,

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other people, gathered genealogical research to
really understand that, you know,

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the true underpinnings the framework of our
family history, and then add detail and

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you know content, you know,
color and onto that all of that.

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So you know, that reaction,
like I said, was I said,

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well, well, if people everybody
would want something like this, for their

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family? How am I? How
can I craft a business that could possibly

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do that for them? But then
the hard part is how do you how

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do you charge for something like this? Right? I always said to people,

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if I ever added up the man
hours I spent on that book,

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I probably, you know, curl
up into a ball and I so that

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it's there's no automated way to do
this. It's a man now. It's

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hardcore research, writing, editing,
design work. And so how do you

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quantify that? How do you put
a number on that and then make a

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proposal to somebody? So? And
then how do I get somebody that?

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And what I came back to is
that this is going to cost tens of

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thousands of dollars per book, Right, this isn't something I can do for

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five grand or something like that I
need. So therefore that has everything to

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do with the name be spoke.
Right. I had a dear friend at

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the time who actually helped me write
my business plan. He had gone to

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Yale, then he went to Oxford, and then he went to Harvard,

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and while he was in Oxford obviously
spent a year in England. He's like,

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you know, you really have to
consider the name be spoke, because

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what you do is really tailored,
right, custom customized to that family,

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to that organization that you're writing for. And it's a word that the people

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who can afford your product will understand. And so let me pause you on

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that because I'm smiling because we just
came back, my wife and I from

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two weeks ago in England and I
learned the word be spoke and it's,

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you know, something you do for
someone specifically, and we were in Oxford,

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it's an amazing city, but go
ahead, go ahead. Well yeah,

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it was really I think, originally
associated with tailoring, right, you

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want to be spoke to suit,
right, But then somebody, you know,

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I created bespoke in two thousand and
six. It's quite annoying to me,

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frankly that about five or ten years
later I see them you spoke somewhere

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along the way. It was in
a movie or was in something, and

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it became the popular name. Now
there's a bunch of bespoke businesses out there,

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right. But the idea was to
create to brand. It was in

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a way that it appealed, It
targeted a specific and at the time I

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started be spoke to write family histories, right, and you've done a lot

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more. We'll get into that,
but you've done companies that I looked at

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the handcock of You Go Right in
Maine. That's the actually the book I'm

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currently writing. So you were seeing
work in progress. But the fact is

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I wanted, you know, I
I'm very passionate about my family. You

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know, the story of Bespoke is
that I was sitting around the family dinner

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table one day and one of my
brother I was the kid of the of

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the ten kids who asked all the
questions about where we come from, right.

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Nobody else seemed to care. And
one of my brothers asked the question

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of my father. That told me, I can't even remember what the question

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was, but it told me that
he knows absolutely nothing about our history,

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about our family, right. And
that was the idea for writing the book.

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I said, you know what you
don't It really bothered me that he

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didn't know. You know that my
mom's family came from a dairy farm,

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and they were German and Irish,
and my father's family had come from England

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and this and that. So that
was the that was the motivation to write

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the first book, and it was
purely out of a gift to my family.

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Then that turned into recognizing that other
people might like this. So I

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founded a business to write family histories. And like I said, somebody had

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to give me my first break.
This gentleman, who I actually who met

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I met who advised me to give
the name be Spoke, is a dear

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00:22:22.079 --> 00:22:26.240
friend of mine named Michael Danziger.
He passed away a few years ago.

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Michael had founded a foundation in Boston
called Stepping Stone Foundation, and it helps

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00:22:33.000 --> 00:22:37.079
inner city kids who are good students
in low performing schools get into some of

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the top prep schools in the New
Region and you know, get a leg

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up in their life and just a
fantastic human being. And so Mike said,

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well, Michael's the one who said, you know, you know,

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he suggested he spoke, and then
he said, I'd like to be your

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first customer. And of course that's
what I needed. I needed that first

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break, you know, because other
than writing your own family story, how

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are you going to ask somebody to
pay you fifty grand to write a book

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when you've you've really got only one
book in your history. How are you

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gonna how you gonna yet, There's
no way to do that job for you?

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Know, depending on the on the
book, you know, the range

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of the books goes quite a bit. We can talk about that. Yeah,

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you've also learned to scale, right
of course. Yes, yeah,

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so, I mean but at the
time, all I knew knew how to

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do was this incredibly constant, comprehensive
history. And that's all I was thinking

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this business would be. And I
learned over time that there's there's a whole

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number of books, you know.
I usually have one or two massive major

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book projects and left the little ones
piled up on top of it typically.

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But yeah, so family business eventually, no family stories eventually brought me to

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my first family business story, right, And that's I think part of why

309
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I am here. But enough,
what is the process for capturing history?

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Talk about interviewing people and doing genealogical
research. Tell us about that. Yeah,

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so that's part of the bespoke aspect
of it, is that every book

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project has its very unique requirements to
get it done right some families, most

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families want to know at a minimum, when did our ancestors come to the

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US, right, maybe a little
bit of the why and the how,

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right, and then mostly tracking that
family family. However, many generations since

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they came to the US, right, and being in New England, I've

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met a lot of families that go
quite a ways back, right, So

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that was sort of the initial thrust. And so therefore genealogy sort of like

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when you're building a house, you
build a foundation. Well, genealogy is

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your foundation when you're doing it family
history. So before you know, so

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the process is, first of all, you talk to your client enough times

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to understand what the perfect book for
that client is, right. So I

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don't go into a project knowing what
the book is going to be. I

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00:25:14.880 --> 00:25:18.880
go in and have conversations with the
client about why they even reached out to

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me in the first place, you
know, and learn enough about their story

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to understand what the what they know
and what they don't know, what they

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want to know. So it's so
unique to each situation that there is no

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cookie cutter, you know, process
or menu or price sheet. Every project

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is very unique in its challenges.
Uh. Some families want to know the

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history in the old country, right, So I've I've hired researchers, and

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I learned early on, right that
I'm not a genealogist. I can do

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genealogical research. All of us can
go on ancestry and do all that,

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and there's a really real genealogy is
much more boots on the ground type of

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stuff, and you got to know
what you're doing, and it's it takes

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00:26:06.119 --> 00:26:08.359
a certain type of person to do
it well right, And I realized I'm

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not that guy, so so I
you know, that's why I joined the

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00:26:12.799 --> 00:26:18.039
Association of Genealogists, so that I
could tap into a network of researchers who

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00:26:18.079 --> 00:26:22.160
are all more than happy to you
know, there's not a lot of guys

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00:26:22.240 --> 00:26:26.119
knocking on their door to hire them
to do stuff, so it's fairly easy

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00:26:26.160 --> 00:26:32.400
to hire people. And I look
for researchers who have an expertise in the

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00:26:32.480 --> 00:26:37.319
very specific you know, whether it's
a geographical region or a type of business,

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whatever you know it is. I
hire researchers, both genealogical and other

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types of researchers to help me gather
the content I need to turn and assimilate

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it into a story, right sou
So the process, like I said,

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first things first is to spend enough
time with your client to understand to turn

346
00:27:02.920 --> 00:27:06.759
around and be able to show them
a book plan for exactly the book that

347
00:27:06.759 --> 00:27:11.200
they would want, right and and
only when we agree on what that is

348
00:27:11.680 --> 00:27:15.359
do I then start making a plan
to create that book. Right. I

349
00:27:15.440 --> 00:27:18.960
learned that are you able to set
a budget earlier? Is that over time?

350
00:27:19.680 --> 00:27:26.000
Yeah? So I learned the hard
way. So my first few books,

351
00:27:26.319 --> 00:27:30.440
my strategy was get them to commit
as much money as I could possibly

352
00:27:30.440 --> 00:27:33.119
get them to commit. That was
the strategy. And you know, feel

353
00:27:33.160 --> 00:27:37.119
them out enough and know enough about
them and feel them out to know what

354
00:27:37.319 --> 00:27:41.440
range would work for them, because
and depending on the book. In most

355
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cases, I was pitching books that
were you know, year two year type

356
00:27:47.559 --> 00:27:52.240
projects, right right, So,
and so what would happen is I go

357
00:27:52.319 --> 00:27:56.960
in and agree on a number with
them, which was a wild wag,

358
00:27:56.119 --> 00:28:00.599
as they say, a wild ass
guess, right, But you know,

359
00:28:00.279 --> 00:28:03.119
based on how much time I thought
this and that would take. It was

360
00:28:04.160 --> 00:28:08.559
purely learning by experience. So what
I learned is you have no idea what

361
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you're getting into until you start working
on it and get deeper into the story.

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So if you try to say,
somebody, I'll do this book,

363
00:28:15.599 --> 00:28:21.599
I'll tell the story of five generations
of your family for sixty thousand dollars and

364
00:28:21.680 --> 00:28:27.039
it'll have this it'll cover all these
things and it'll have whatever genealogical research,

365
00:28:27.240 --> 00:28:30.759
research on your whatever whatever it is
called for in the book. That line

366
00:28:30.799 --> 00:28:34.039
I would get commit to a number
up front and then just go work on

367
00:28:34.079 --> 00:28:40.920
the book and end up probably over
delivering by many times. Right. And

368
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I learned that I need to change
my strategy for how I'm going to pitch

369
00:28:45.480 --> 00:28:51.240
these projects if I'm going to make
it not a bleeding experience for me.

370
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So I learned to go in and
sign phase one agreements. Right, So

371
00:28:56.839 --> 00:29:03.400
phase one allows me, is it
relative to the total cost of the project?

372
00:29:03.400 --> 00:29:07.599
Phase one is probably ten to fifteen
percent? Right, Whatever I think

373
00:29:07.599 --> 00:29:10.960
the total project's number is going to
be, this is probably ten to fifteen

374
00:29:11.000 --> 00:29:14.960
percent. So if I get them
to commit to a Phase one number,

375
00:29:15.599 --> 00:29:18.440
it's typically in the ten to fifteen
to twenty grand range, maybe you know,

376
00:29:18.519 --> 00:29:22.920
maybe less on a smaller book.
That allows and for phase one,

377
00:29:23.000 --> 00:29:26.279
we agree what we're going to do
in phase one and phase one, I'm

378
00:29:26.279 --> 00:29:29.200
going to interview this many people.
They may give me a list of people

379
00:29:29.240 --> 00:29:33.240
they want to interview. I may
put together that list. Whatever it is.

380
00:29:33.279 --> 00:29:37.079
We agree on a number of interviews, interview subjects, people to be

381
00:29:37.240 --> 00:29:41.039
interviewed. We agree on parameters of
research that we're going to do right,

382
00:29:42.359 --> 00:29:48.400
very specific, like you want to
know where your family came from in the

383
00:29:48.400 --> 00:29:51.079
old country and you want to know
details, or you want the story to

384
00:29:51.119 --> 00:29:55.400
start here in the US from the
point they came whatever that is, we

385
00:29:55.519 --> 00:30:02.240
define what those parameters of research are. So Phase one covers interview research and

386
00:30:02.279 --> 00:30:07.240
the third item is image sourcing.
Right, our books are very visual,

387
00:30:07.519 --> 00:30:10.960
a lot of a lot of pictures, a lot of I like. I

388
00:30:11.079 --> 00:30:14.960
like that. I liken it to
the ken Burns approach to family history books,

389
00:30:15.000 --> 00:30:21.079
where it's lots of pictures and cool
memorabilia, letters and documents and stuff

390
00:30:21.079 --> 00:30:23.839
that brings the story to life.
Right. I always said that with my

391
00:30:25.039 --> 00:30:27.799
uh, with my nine siblings,
it's like I got some siblings that are

392
00:30:27.880 --> 00:30:30.799
voracious readers, and I got a
couple that move their lips when they read.

393
00:30:30.839 --> 00:30:34.480
So how do I get how do
I write the book that this sibling

394
00:30:34.599 --> 00:30:40.119
can appreciate all the content and information
there, and this sibling might be tricked

395
00:30:40.160 --> 00:30:44.359
into reading it by all the pictures
an interesting visual component that that's how he

396
00:30:44.400 --> 00:30:48.400
knows he's been reading this book.
Right. So, so again Phase one

397
00:30:48.640 --> 00:30:56.799
is is interviews research image sourcing,
and so image sourcing really means we're going

398
00:30:56.880 --> 00:30:59.799
to come. You're going to give
us access to the family. In a

399
00:30:59.839 --> 00:31:02.640
case of a family, they're going
to give us access to old pictures,

400
00:31:02.680 --> 00:31:07.920
albums, basements, addicts, where
boxes of whatever, an attic once in

401
00:31:08.000 --> 00:31:14.359
a while, Oh hell yeah,
absolutely, and we you know, a

402
00:31:14.440 --> 00:31:18.079
lot of times I'll have to show
up with a laptop and scanner and scan

403
00:31:18.200 --> 00:31:21.559
on site, or I'll send somebody
to do that if it's going to be

404
00:31:22.000 --> 00:31:27.680
you know, days worth of scanning. But where possible, we get clients

405
00:31:27.680 --> 00:31:33.759
to let us bring boxes and crates
some material back to our facility, scan

406
00:31:33.880 --> 00:31:37.039
everything and catalog and organize it so
that at the end of phase one,

407
00:31:37.680 --> 00:31:42.440
I've recorded a number of interviews,
I have transcripts from those interviews. I've

408
00:31:42.480 --> 00:31:47.000
done whatever research we agreed that we
would do as part of phase one,

409
00:31:47.680 --> 00:31:52.359
and I've gathered hundreds of images that
would potentially be used eventually in the layout

410
00:31:52.400 --> 00:31:56.240
of the book someday. And at
the end of all that, I have

411
00:31:56.319 --> 00:32:00.799
a much better you know, the
image sourcing aside from the interview in research,

412
00:32:00.240 --> 00:32:04.160
I have a much better understanding of
the story that's to be told here,

413
00:32:04.640 --> 00:32:07.480
and how hard it is going to
be to do that, because some

414
00:32:07.640 --> 00:32:14.559
stories are easier than others. Right. I did an Icelandic family that was

415
00:32:14.640 --> 00:32:17.680
hard. You know, their whole
naming patterns are very different. Obviously I

416
00:32:17.680 --> 00:32:22.279
don't speak the language. I had
to hire translators and hire a researcher in

417
00:32:22.680 --> 00:32:27.920
Iceland to gather material, translate it
and send it to me. So some

418
00:32:28.000 --> 00:32:30.640
projects are harder than others, and
there's degrees of difficulties, right, And

419
00:32:30.759 --> 00:32:35.960
sometimes it's obvious, and sometimes you
don't know until you get you've done your

420
00:32:36.000 --> 00:32:38.000
research and interviews to know like,
oh wait, this is a way more

421
00:32:38.000 --> 00:32:42.440
complicated story than we were. You
know, we were thrown around at the

422
00:32:42.519 --> 00:32:45.160
lunch the other day. You know, this is this is growing and expanding,

423
00:32:45.640 --> 00:32:52.839
and so that that conversation can be
had within phase one and at the

424
00:32:52.920 --> 00:32:55.519
end of phase one, the deliverable
from phase one as a book plan.

425
00:32:57.039 --> 00:33:01.000
Right, Yes, it's also the
archive of images we've gathered and it's research,

426
00:33:01.359 --> 00:33:04.759
you know, the interview transcripts we've
gathered. But that's all just raw

427
00:33:04.880 --> 00:33:10.480
materials, right that we're going to
use to put the meal. So so

428
00:33:10.680 --> 00:33:15.880
again, so at the end of
phase one, I have I'm much better

429
00:33:15.920 --> 00:33:21.519
informed to tell them to put forward
to phase two proposal. Phase two is

430
00:33:21.559 --> 00:33:24.799
the writing, editing and design of
the book. Right at the end of

431
00:33:24.839 --> 00:33:29.440
phase two, you have a digital
file for a book that's ready to go

432
00:33:29.519 --> 00:33:32.920
to press. Right fase, please
pull that thought. Between phase two and

433
00:33:32.920 --> 00:33:36.920
phase three, we got to take
one more commercial that'll take us to the

434
00:33:36.960 --> 00:33:39.000
end of the show. We'll be
right back with Tom Hostage in about one

435
00:33:39.039 --> 00:33:50.039
minute. You're listening to Winning Business
Radio with Kevin Helene on W four CY

436
00:33:50.160 --> 00:33:53.480
Radio. That's W four cy dot
com. Don't go away. More helpful

437
00:33:53.480 --> 00:34:02.160
information is coming right up right here
on Winning Business Radio. Hey, this

438
00:34:02.319 --> 00:34:07.559
is Elliot Lewis of Holland Oates and
you're listening to W four CY Radio.

439
00:34:07.839 --> 00:34:15.760
Whatever. The yp dot com website
is your local search engine. If you're

440
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looking for a good restaurant, it
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with ratings and reviews. Or if
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the yp app to find the closest
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for something to do on a Friday
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where, if you're looking for something, yp Local Search can help you find

446
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it, So go to yp dot
com or download the app to search local,

447
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find local, and save local.
And now back to Winning Business Radio

448
00:34:47.440 --> 00:34:53.199
with Kevin helenan presenting exciting topics and
expert guests with one goal in mind to

449
00:34:53.280 --> 00:35:05.760
help you succeed in business. Here
once again, it's Kevin Helena. We're

450
00:35:05.800 --> 00:35:10.599
back with Tom Hostage, founder at
president of Bespoke History and Bespoke Reunion Publishing.

451
00:35:10.960 --> 00:35:15.280
Take us now into phase three.
We've got phase one, Phase two.

452
00:35:15.400 --> 00:35:19.159
What's phase three? So Phase two
is writing and designing the book,

453
00:35:19.559 --> 00:35:24.679
right, that is by far the
most lengthy and expensive component of the whole

454
00:35:24.760 --> 00:35:30.440
project. You know, at the
end of phase two, we delivered We've

455
00:35:30.519 --> 00:35:36.280
been delivering chapters for the client to
read and bet and feedback. So at

456
00:35:36.320 --> 00:35:38.679
the end of phase two, the
book has been approved by the client,

457
00:35:38.760 --> 00:35:43.320
the client has read drafts, we've
made revisions, we've made design changes,

458
00:35:43.559 --> 00:35:45.079
and the book file is ready to
go to print. And then phase three

459
00:35:45.119 --> 00:35:50.960
is pre production. And phase three
is obviously that feeds back into my original

460
00:35:51.039 --> 00:35:55.440
printing company and that helps that business, right, But obviously printing is a

461
00:35:55.519 --> 00:36:00.400
variable cost, so it's never part
of the package up front, camera here

462
00:36:00.440 --> 00:36:07.320
and getting in the sun. So
yeah, so that's that's really where the

463
00:36:07.400 --> 00:36:10.880
rubber hits the road in phase two. That's that's the big price point of

464
00:36:10.920 --> 00:36:15.599
the project. And and it's you
know, phase one is pretty easy to

465
00:36:15.719 --> 00:36:20.440
quantify what it's going to take to
get done. Phase two is is the

466
00:36:20.920 --> 00:36:22.960
is much more unknown. And you've
got to do phase one before you even

467
00:36:23.000 --> 00:36:30.840
try to price and outline phase two. And these are limited publications, correct,

468
00:36:30.440 --> 00:36:34.880
Yeah, we produce you know,
as I think I put in the

469
00:36:34.960 --> 00:36:40.239
name, you know, we privately
commissioned histories. Right now. Having said

470
00:36:40.239 --> 00:36:44.760
that, I've had a couple of
clients I've done I've done memoirs for for

471
00:36:44.880 --> 00:36:49.320
individuals, interesting personal you know.
A lot of the clients, a couple

472
00:36:49.320 --> 00:36:52.559
of CEOs along the way, have
wanted me to write their personal story or

473
00:36:52.599 --> 00:36:55.719
help them write their personal story.
I've actually been the ghostwriter writing and the

474
00:36:55.920 --> 00:37:01.760
first person voice for this person,
right And I've had one guy who who

475
00:37:02.039 --> 00:37:06.239
decided that book was so he got
such great feedback from all his friends and

476
00:37:06.320 --> 00:37:09.320
family that this book should go on
Amazon. And so we've had a number

477
00:37:09.360 --> 00:37:14.000
of those, but they're really not
produced with that in mind that you know,

478
00:37:14.119 --> 00:37:19.320
for instance, Hancock Lumber is a
pretty good example. This company in

479
00:37:19.360 --> 00:37:22.559
Maine that's hired me to write their
one hundred and seventy five year history.

480
00:37:22.320 --> 00:37:25.119
One of the first read questions I
have for a client like that is,

481
00:37:25.199 --> 00:37:28.400
what are you going to do with
the book? You know, why are

482
00:37:28.440 --> 00:37:32.639
you hiring me? Right? They
want to obviously celebrate their one hundred and

483
00:37:32.679 --> 00:37:36.599
seventy five year anniversary. But right, so, who's going to read this

484
00:37:36.639 --> 00:37:40.000
book? Who's my audience that I'm
writing to, right, And typically that

485
00:37:40.119 --> 00:37:45.079
audience in a family, it's I'm
writing to the descendants. I'm writing not

486
00:37:45.159 --> 00:37:47.760
just to the family that's here,
but to this future generation. Right,

487
00:37:49.119 --> 00:37:52.719
I'm speaking of that when I write
those books. When I'm writing a corporate

488
00:37:52.800 --> 00:37:57.519
history, I find that I'm writing
to an audience of people who work in

489
00:37:57.559 --> 00:38:02.239
the business, or who do business
with the company, or obviously you know,

490
00:38:02.320 --> 00:38:09.480
board members or our books in the
business sphere are used as public relations.

491
00:38:10.199 --> 00:38:15.639
Uh, They're used as to establish, you know, obviously the story

492
00:38:15.639 --> 00:38:19.159
of the company and the culture.
I would say corporate culture is the biggest

493
00:38:19.159 --> 00:38:22.400
reason companies hire me to write their
history. They want to capture the essence

494
00:38:22.440 --> 00:38:28.440
of who they are. It's just
you know this out here just like I

495
00:38:28.559 --> 00:38:30.880
just as I said to my brother, you know, you don't even know

496
00:38:30.920 --> 00:38:32.639
who we are, you know,
as a family, if you don't know

497
00:38:32.679 --> 00:38:37.159
where we come from. Right,
same thing with the business, you know,

498
00:38:37.559 --> 00:38:39.360
if you if you want, if
you have a great corporate culture that's

499
00:38:39.400 --> 00:38:44.239
been in place for four or five
generations of a family business, how do

500
00:38:44.280 --> 00:38:47.559
you sustain that? How do you
keep the same value system and you know,

501
00:38:49.039 --> 00:38:52.119
uh culture that you work so hard
to create? And this these books

502
00:38:52.239 --> 00:38:58.679
really drill down on establishing what that
corporate culture is, but that value system

503
00:38:58.760 --> 00:39:01.519
is, and how it can be
you know, sustained into future generations of

504
00:39:01.599 --> 00:39:07.119
the company. So give the audience, Uh he can name names if you

505
00:39:07.159 --> 00:39:10.039
want, you don't have to,
but just describe the different projects you've done.

506
00:39:10.280 --> 00:39:15.320
Sure, and by the way,
we haven't talked much about reunion yet.

507
00:39:15.559 --> 00:39:20.559
You can introject some of that as
well. Absolutely on the business side.

508
00:39:20.639 --> 00:39:24.880
For instance, there's a company Herschel
Hospitality in Philadelphia. I read on

509
00:39:24.920 --> 00:39:28.440
that one. Yeah, it was
interesting. Yeah, And so I mean

510
00:39:28.480 --> 00:39:34.880
that's that's an immigrant story, that's
an American you know dream story, right

511
00:39:34.920 --> 00:39:37.320
head to the title. You know, we call it an American story because

512
00:39:38.119 --> 00:39:43.719
that family is so proud of having
come over here in the sixties with nothing

513
00:39:44.400 --> 00:39:49.920
and built their business from from one
little, you know, dingy motel in

514
00:39:49.960 --> 00:39:53.960
the Harrisburg you know, on the
outskirts of Harrisburg into a hotel empire of

515
00:39:54.079 --> 00:39:59.400
hundreds of high end you know,
four and five star hotels. Right.

516
00:40:00.159 --> 00:40:05.239
So that's that's an example of a
company that hired me. Both from the

517
00:40:05.320 --> 00:40:09.639
family perspective, they wanted this is
the second generation that hired me, but

518
00:40:10.480 --> 00:40:15.159
you know, the third generation was
was maybe ten and you know, in

519
00:40:15.239 --> 00:40:19.079
their teens, and they wanted that
generation to really appreciate where they come from

520
00:40:19.599 --> 00:40:22.760
and how we didn't just arrive here
at this level, right, We got

521
00:40:22.760 --> 00:40:27.639
here by a lot of toil and
hard work and sacrifice. And that's the

522
00:40:27.679 --> 00:40:30.440
story that they want to bring forward, you know, the line, you

523
00:40:30.480 --> 00:40:36.760
know, to celebrate, but also
to inform future generations. Right. It's

524
00:40:36.800 --> 00:40:40.840
it's not just to capture the story
to glorify the story. It's too so

525
00:40:40.960 --> 00:40:44.960
you learn something from it. You
know, the next guy is going to

526
00:40:45.000 --> 00:40:49.480
learn something either he's about him or
herself by by knowing your ancestors. You

527
00:40:49.519 --> 00:40:52.679
get to know yourself by knowing what
they you know, the different characteristics of

528
00:40:52.719 --> 00:40:57.840
them and what they went through.
It helps with you understanding yourself and understanding

529
00:40:58.079 --> 00:41:02.480
how your company was built and put
together and what went into that story helps

530
00:41:04.119 --> 00:41:09.280
workers and you know, people in
the company and people in its atmosphere understand

531
00:41:09.719 --> 00:41:16.880
you know who they are and why
they do business. So other examples,

532
00:41:16.920 --> 00:41:22.079
I mean in terms of I've done
a lot of real estate executives, it

533
00:41:22.079 --> 00:41:25.920
seems in the last couple of years
all of them have a story about two

534
00:41:25.960 --> 00:41:30.480
thousand and eight, right, A
lot of Homan, a lot of boom

535
00:41:30.559 --> 00:41:35.000
and bus stories in the real estate
industry, and even the Harsher story had

536
00:41:35.199 --> 00:41:39.000
had an element of that because that
company changed entirely in two thousand and eight.

537
00:41:39.719 --> 00:41:45.360
They were positioned well to take advantage
of the downpricing and the market position

538
00:41:45.920 --> 00:41:50.559
right. They were under flippers,
right, and so they did acquisitions and

539
00:41:50.559 --> 00:41:53.719
they built their business. You know, they came out of that better than

540
00:41:53.760 --> 00:42:01.679
before. So so businesses I you
know, obviously I tend to write for

541
00:42:01.840 --> 00:42:07.480
multi generational family businesses. That is
another example, and that's a local company

542
00:42:07.559 --> 00:42:12.239
for those foods and yeah, that's
Chelsea, Massachusetts, which is cam hot

543
00:42:12.280 --> 00:42:16.280
Dogs. I don't know if you're
in New York, so, oh you're

544
00:42:16.320 --> 00:42:20.519
busting guy. Okay, So so
you know, the brand and hot dogs

545
00:42:20.880 --> 00:42:25.119
I learned in doing that book are
very provincial. Like they in Maine they

546
00:42:25.159 --> 00:42:28.719
eat certain brand of hot dogs.
In this part of Connecticut they eate a

547
00:42:28.719 --> 00:42:31.159
certain brand of hot dogs. And
they're very loyal to their brands, right,

548
00:42:31.559 --> 00:42:36.440
Hey, I am. Actually one
of their growth strategy was to acquire

549
00:42:36.480 --> 00:42:39.199
those brands but keep their branding,
you know. And so they were producing

550
00:42:39.239 --> 00:42:45.360
those brands, but you know,
keeping the branding because of the community,

551
00:42:45.400 --> 00:42:51.880
the geography was so loyal to that
branding. Keep well, as I learned

552
00:42:51.880 --> 00:42:57.280
the recipe for hot dogs, isn't
that much difference, right, very little

553
00:42:57.280 --> 00:43:01.440
difference that Yeah, that's funny.
Yeah. So uh so all manner of

554
00:43:01.480 --> 00:43:07.440
companies. But you know, in
the case of of of KM, that's

555
00:43:07.480 --> 00:43:13.440
a company that was celebrating it's it's
Polish heritage. There's a huge Polish community

556
00:43:13.480 --> 00:43:19.639
in that in that Chelsea area that
generations of families have worked in that business.

557
00:43:19.960 --> 00:43:22.599
Right. So again, why you
know, when I talked to the

558
00:43:22.599 --> 00:43:25.079
guys that came, then why are
you hiring me, what is the point?

559
00:43:25.360 --> 00:43:31.519
And and and for them, they
literally wanted to to to preserve,

560
00:43:31.679 --> 00:43:37.079
capture and preserve their history in this
city of Chelsea. And and and to

561
00:43:37.119 --> 00:43:42.639
make clear that, you know,
they reinvested a lot. They could have

562
00:43:42.719 --> 00:43:45.199
moved that business a lot of places. Chelsea's you know, a tough,

563
00:43:45.320 --> 00:43:50.079
pretty tough part of the city.
Right, So, but they stay loyal

564
00:43:50.159 --> 00:43:53.039
to that area. And and and
you know there hopefully will be part of

565
00:43:53.480 --> 00:43:58.119
a resurgence in that area. But
the point is they were they were driving

566
00:43:58.159 --> 00:44:01.320
home their roots in the community and
not only just the business, but all

567
00:44:01.360 --> 00:44:07.039
the people all around who generations of
those families have worked in the business.

568
00:44:07.480 --> 00:44:10.519
So well, we're running against the
clock. Tell us a couple of examples

569
00:44:10.639 --> 00:44:15.360
on the reunion side, the college
university side. So I started with Holy

570
00:44:15.400 --> 00:44:21.840
Cross univers which is right in Worcester, right in my backyard. And I

571
00:44:21.880 --> 00:44:24.039
had gone to my college reunion,
and a buddy of mine and got to

572
00:44:24.079 --> 00:44:28.840
his and he went to Harvard,
of course. And so Harvard has their

573
00:44:28.880 --> 00:44:36.280
little Red Book that they do for
all their classes every year. Right they

574
00:44:36.800 --> 00:44:39.400
I said, nice product allows the
execution. Right. The Harvard Red Book

575
00:44:39.480 --> 00:44:44.719
is an annual a reunion book that
is put out for that reunion class.

576
00:44:44.960 --> 00:44:49.519
It is very dry, you know, no pictures, a lot of cookies.

577
00:44:49.679 --> 00:44:52.960
It looks like a dictionary, right. I said, let's take let's

578
00:44:52.000 --> 00:44:55.360
take that and do something much more
compelling with it. So we have the

579
00:44:57.360 --> 00:45:02.719
full color version that has you know, people's pictures and pages. People get

580
00:45:02.760 --> 00:45:07.400
to upload their stories and pictures to
their class. It's like an old fashioned

581
00:45:07.480 --> 00:45:13.199
version of a faithbook page right,
But for a generation you know, fifty

582
00:45:13.239 --> 00:45:15.880
three d in classes are average about
seventy two years old, right, And

583
00:45:17.079 --> 00:45:22.000
so this book I sell it to
the college as listen, it's a way

584
00:45:22.039 --> 00:45:25.599
to do something really great for your
alumni at a significant anniversary tranquily. And

585
00:45:25.639 --> 00:45:30.000
it's also a period of time when
they're getting into their estate planning and you

586
00:45:30.039 --> 00:45:34.960
know, donating money to the institution. So it doesn't hurt to have a

587
00:45:35.000 --> 00:45:38.400
reminder that's sitting on their coffee table
for the next five years of their ties

588
00:45:38.440 --> 00:45:44.840
to that. And it's brilliant,
you know. So I pitch it to

589
00:45:44.880 --> 00:45:47.920
the alumni office as you're doing something
greatful reunion. I pitch it to the

590
00:45:47.920 --> 00:45:52.400
advancement office as it's a trojan horse. I hate to call it that,

591
00:45:52.440 --> 00:45:55.760
but you know it is very much
a trojan It is kind of it giving

592
00:45:55.760 --> 00:46:00.360
you intelligence on the people who are
most likely to give you money from that

593
00:46:00.440 --> 00:46:02.920
institution. So it's a coffee table
see if another you know there's reference.

594
00:46:04.159 --> 00:46:07.840
It's a coffee table book in the
shape of a coffee table. It's a

595
00:46:07.880 --> 00:46:13.519
hard yeah, right right. You
know me tell you I really resisted calling

596
00:46:13.599 --> 00:46:16.519
it a coffee table book because of
that Snifeild episode. But when I started

597
00:46:16.519 --> 00:46:22.199
to realize that, it was instant
recognition. You know, in anything,

598
00:46:22.360 --> 00:46:25.159
you want people to figure out what
it is you're selling as quickly as easily

599
00:46:25.199 --> 00:46:30.880
as possible. He spoke, history
doesn't really tell you that automatically. But

600
00:46:31.239 --> 00:46:35.800
everybody knows what a coffee table book
apparently is, thanks to Jerry Seinfeld.

601
00:46:35.880 --> 00:46:38.800
So it's there for a long time. It's it's consumable. This is what

602
00:46:38.880 --> 00:46:45.280
I see anyway. It's consumable.
It's what's the word has longevity it again,

603
00:46:45.320 --> 00:46:50.000
I use the word embedding. You
know, you're embedding your school's brand

604
00:46:50.119 --> 00:46:55.199
and your school's nostalgic connection too in
the home, and it's designed to stick

605
00:46:55.239 --> 00:46:59.519
around. It's not a pamphlet,
it's not a soft cover thing that's going

606
00:46:59.559 --> 00:47:01.840
to look all gear and I'll hold
that up one more time. Absolutely,

607
00:47:02.639 --> 00:47:08.599
it's a hardcover book, will color, very comprehensive. We also for those

608
00:47:08.599 --> 00:47:14.360
on the radio, it is beautiful. It is full color, just gorgeous.

609
00:47:15.480 --> 00:47:17.280
You know. We also interview,
so we do something that's different.

610
00:47:17.280 --> 00:47:22.519
There's other companies that do reunion books. We took a big spoke history angle

611
00:47:22.559 --> 00:47:25.480
at it. We interview twenty thirty
guys from that class, and we write

612
00:47:25.559 --> 00:47:30.119
this really comprehensive retrospective of what it
was like to be at Holy Cross from

613
00:47:30.440 --> 00:47:36.440
nineteen sixty six to nineteen seventy and
using their voices from the interviews to tell

614
00:47:36.440 --> 00:47:39.719
the stories, and we gather pictures
from the archives and from the old yearbooks

615
00:47:39.719 --> 00:47:45.639
and present this twenty four page article
called Flashback. That is the other component

616
00:47:45.719 --> 00:47:51.320
of their book besides all other pages. And that's something that only a be

617
00:47:51.440 --> 00:47:53.920
spoke history is going to do for
you. Nobody else in our little niche

618
00:47:54.000 --> 00:47:59.639
of reunion yearbooks will go to that
lane. And that's so go ahead,

619
00:47:59.679 --> 00:48:00.920
love that. I love that.
Sorrt interrupt. We have time for just

620
00:48:00.920 --> 00:48:05.719
a couple of questions here. Who
are in the listening and viewing audiences should

621
00:48:05.760 --> 00:48:09.559
reach out to you and one will
put the crawl up your contact information up.

622
00:48:09.599 --> 00:48:15.960
Now, sure who should reach out
and why? Well, obviously multi

623
00:48:16.079 --> 00:48:22.920
you know, anybody who cares about
their family history, who has a big

624
00:48:22.960 --> 00:48:29.119
family of future descendants that are inheriting
a family name or a family business,

625
00:48:29.599 --> 00:48:31.920
they want to pass on that story. So everybody's got a family. So

626
00:48:32.280 --> 00:48:37.800
that's a pretty you know, broad
group. Small to mid size family businesses

627
00:48:38.000 --> 00:48:42.559
fit very well for us, right, multi generation, three, four and

628
00:48:42.679 --> 00:48:50.159
five generation family businesses. Those are
especially a good fit for us because they

629
00:48:50.199 --> 00:48:52.760
tend to be regional, you know, they tend to be of a scope

630
00:48:52.760 --> 00:48:57.199
and size that works well for us
in terms of the number of people that

631
00:48:57.239 --> 00:49:02.440
would be involved in interviewing and research. So family businesses, families who want

632
00:49:02.440 --> 00:49:07.039
to preserve their history, and obviously
in the in the bespoke reunion, realm

633
00:49:07.599 --> 00:49:10.159
small and medium colleges. This doesn't
you know, I couldn't do this at

634
00:49:10.199 --> 00:49:14.960
Cornell where I would school. Right, it has to be a school that's

635
00:49:15.000 --> 00:49:20.360
of a medium size. Hol across
his own is perfect, right, you

636
00:49:20.400 --> 00:49:24.599
know, class sizes of about six
seven hundred as opposed to five thousand.

637
00:49:24.960 --> 00:49:31.280
Right, that's that's so anybody who's
interested in uh people with a lot of

638
00:49:31.280 --> 00:49:37.280
grandchildren and a lot of future generations
who have a story, they want them

639
00:49:37.280 --> 00:49:42.239
to know that that that basically might
inform them how to live their lives.

640
00:49:42.480 --> 00:49:46.480
You know, have some kind of
a moral and ethical compass to their lives.

641
00:49:47.000 --> 00:49:52.719
That's important. Teach them a work
ethic, teach them that we didn't

642
00:49:52.800 --> 00:49:57.440
just get here to this level of
of you know, socio and economic status.

643
00:49:57.480 --> 00:50:00.440
It took something to get here,
and it gives them a more of

644
00:50:00.480 --> 00:50:04.760
a respect for what they have,
right, It's an awesome way to pass

645
00:50:04.840 --> 00:50:07.480
that on. That's what I said. Absolutely as well. For those that

646
00:50:07.519 --> 00:50:12.559
are on the radio, share your
listening on the radio, share your phone

647
00:50:12.639 --> 00:50:20.599
number and email address. It's uh
bespokehistory dot com, so b E s

648
00:50:20.639 --> 00:50:24.719
p o k ehistory dot com and
the phone is five zero eight two five

649
00:50:24.800 --> 00:50:30.599
four five four four to two.
Perfect. This has been fun for me.

650
00:50:30.679 --> 00:50:36.400
It's it's kind of a different type
of business and we've focused on in

651
00:50:36.440 --> 00:50:37.880
the past, and that's why I
jumped at the opportunity. And so thank

652
00:50:37.920 --> 00:50:40.960
you for being here, and I
really appreciate you making the time. Yeah

653
00:50:42.159 --> 00:50:45.360
me, you're happy. I'm happy
to provide it and thanks to everybody for

654
00:50:45.440 --> 00:50:50.000
watching and listening. This is a
show about business, uh sometimes business challenges.

655
00:50:50.039 --> 00:50:52.840
If you've got concerns about the growth
of your company, feel free to

656
00:50:52.880 --> 00:50:55.440
reach out to me. You can
find me on Facebook or LinkedIn at Winning

657
00:50:55.519 --> 00:51:00.679
Business Radio or drop me a note. One of my many email addresses is

658
00:51:00.840 --> 00:51:05.119
kevinat Winning Businessradio dot com. Our
company is Winning Incorporated. We're part of

659
00:51:05.199 --> 00:51:09.599
Sandler Training. We develop sales teams
into high achievers and sales leaders into true

660
00:51:09.599 --> 00:51:13.880
coaches and mentors. Listen, We're
not right for everybody, but hey,

661
00:51:13.880 --> 00:51:16.239
maybe we should have a conversation.
Thank you as always to produce or an

662
00:51:16.280 --> 00:51:19.920
engineer wan f another job well done. Thank you onan. Be sure to

663
00:51:20.000 --> 00:51:22.840
join us next week. That's Monday, October ninth, when my guests will

664
00:51:22.840 --> 00:51:28.360
be Rosa Sophia, managing editor of
Mobile Electronics Magazine. She does a lot

665
00:51:28.360 --> 00:51:30.880
of other things too, but that's
the context in which that interview will take

666
00:51:30.880 --> 00:51:34.920
place. Until then, thanks for
being here. This is Kevin Hallanan.

667
00:51:37.039 --> 00:51:40.239
You've been listening to Winning Business Radio
with your host, Kevin Helenan. If

668
00:51:40.239 --> 00:51:45.039
you missed any part of this episode, the podcast is available on Talk for

669
00:51:45.320 --> 00:51:51.440
podcasting and iHeartRadio. For more information
and questions, go to Winning Business Radio

670
00:51:51.559 --> 00:51:54.440
dot com or check us out on
social media. Tune in again next week

671
00:51:54.440 --> 00:51:59.840
and every Monday at four pm Eastern
Time to listen live to Winning Business Radio

672
00:52:00.159 --> 00:52:04.760
on W four CY Radio W four
c y dot com. Until then,

673
00:52:05.119 --> 00:52:12.760
let's succeed where others have failed and
win in business with Kevin Haleanan and Winning Business Radio