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Hey guys Ken Courtright here with Today’s Growth Growing Business Today. This is episode 50 titles “Mentorship” I just spent the last few days with New Peaks Global Mastermind Group. 40 Amazing people. I found myself as I sat listening to people a few common themes. There were a number of books that I continued to recommend that were ten to 30 years old. At the time they were best sellers. I’m sensing a shift to real fundamental business practices but I’m also sensing that people think the internet is going to do everything for them. That is will do the heavy lifting. So this series of podcasts is dedicated to ultra important business books. On this podcast I will only discuss three. These are not optional, everyone needs to read them and the first one is Tim Ferriss’ original 4-Hour Work Week. Listen on as Ken discusses his favorite business books and why they are so important.

The #1 Industry that will be around until the end of time? The digital industry that keeps growing– Digital Marketing, the world wide web– We use it every day, so why not bite into it a little more and dissect and learn what the number one industry is? For a full transcription of this Podcast, you’ll want to see below for all the details. Hi everyone Ken Courtright here from Today’s Growth Growing Business Today. This is episode 49. I am calling this the Number One Industry World Wide. This is part two of a 3 or 4 part podcast series that is dedicated to the time I spent with New Peaks Global Mastermind Program. I was in Vegas for a couple days with my brother Bill. There were 40 entrepreneurs, business owners that were gathered together to mastermind their current success, challenges, potential opportunities coming up and a lot of break throughs. A lot of people saw the light on products and services they should start. A lot of people realized that ok, this is a much bigger animal I was about biting into. So there is some good caution there. It was an awesome couple days and this podcast series is dedicated to the three to four tips or suggestions that I found myself repeating. That a number of entrepreneurs could have put into practice immediately. So, this podcast, is titled the Number One Industry Worldwide. So what is the number one industry in the world? What IS the #1 Industry?? What industry has physically stood the test of time? What industry is going to be around when our kids, kids, kids, kids, kids, kids, have great, great, great grandkids? That is the industry of information. The number one industry worldwide, the number one most evergreen industry is the industry of moving information. WebMD, as a medical website, one single website, in 2015 brought in almost 600 million dollars in adverting’s. I did not stutter. It did over a half billion in advertising. By being the place holder of information in the medical world. Its the largest place holder of information in the medical world. So what kept coming up is, “Well, how do I get my brand message out there?”, “How do I attract potential clients?”, “How to build a tribe?”, “A loyal following?”, “How do I use social media?” These folks knew that our company manages 697 million pieces of contact online so when I was sitting in those groups they knew that I could be one you could go to with such questions. To Answer Your Question One of the things I would stand up at the board and draw out. I did this on 6 occasions out of 40 people. I knew this was repeating on a podcast. There is a formula, a platform, or a movement of information that can be replicated in virtually any industry. So, first I am going to say it. Then I am going through it slowly each one of these applications and then give some tips and tricks along the way. Something that is very common today is creating a podcast, placing it in ITunes, and then transcribing the podcast into blogs or a blog roll. Or a website in general. Then chunking those blogs into little pieces into social media and also collecting the blogs every 12 to 18 months to come out with a new book. So if you are going to write this on a piece of paper, with arrows to the right. It would be podcast (arrow to the right) transcriptions (arrow to the right) to a blog (arrow to the right) to a book. Ok? So, that is a fairly common, I know of at least of 100 people doing something like this. I am going to explain the hows and whys and jus…

Hi Everyone. Ken Courtright here from Today’s Growth Growing Business Today. This is episode 48. It’s called don’t called “Don’t get good, get done.” This is in response, as a matter of fact, these next 3 podcasts are in response to spending last week in Las Vegas. I spent it with GNP. New Peaks Global Mastermind Program. They have a group of people that put some money in and collectively get together a few times a year and they bring in mentors and coaches. It’s a tremendous week long master mind session for these individuals. While I was there, there were 3 things that I kept finding myself repeating and so I realized there is a theme here. It seems like not only this group but maybe other people that listen to the podcast could use this information as well. Very timely, very timely, relevant info. So I titled this first of the 3 nuggets: Don’t get good, get done. So I am going to start with the concept that in the early 90-mid 90-s my wife, Kerri and I had a chain of video stores. At its peak we had multiple stores. We spent a lot of money with each new site launch. Like in the corner of each location, we would have a pit of balls so the kids could come in and play in the pit while the parents were shopping for a video. There were ten televisions around the pit of balls. The kids could really be distracted while the parents searched out a good movie for that week. It was awesome. But here is the key. Our very first store, on a shoestring budget, we made the shelves ourselves. We bought wood from Menards or Home Depot. We routed the wood ourselves. We ran hundreds of pieces of one by six and one by four through a router. Then I think in the basement, we had somebody else paint it. We put in some interesting looking shelves. We walked into other video stores and set the price to match what they were doing. We had no idea what we were doing. We had no clue. We put the new releases in the back of the store because that is what some of the competitors were doing. Bottom line, our first video store, compared to the last store, in a different town. Nothing was the same. The carpet, the shelves, we didn’t buy the same way. We didn’t buy movies from the same place. The same lights, fixtures, advertising. Nothing was the same. You Can’t Ever Perfect a Business If You Never Start One However, if we didn’t start the customers would have never told us what they would really like us to build. Had we not started, the customers would have never told us Oh, is there any way to get these types of movies? Shelves like this? Is there anyway your bottom shelf can be a foot off of the bottom cuz I can’t read things that low. Nor can I bend down that low. There were so many things that we viewed as mistakes but had we not made those mistakes and a lot of our customers would tell a better way of doing things, we could have never grown that chain into the chain it was. The key there is we just had to start. We had no idea what we were doing. It was terrible in the beginning. The numbers and processes were terrible. Everything those first few months was terrible. But we started. Now I want to go into our current website portfolio. We have over 700 sites that make money. 100% of them we end up overhauling the whole website every 18 months or so. Maybe they are not mobile responsive. Or visitors to the website say can you guys talk about this? The bottom line is, every roughly 2 years, in the internet world is like dog years. 1 year in the internet is like 7 years in the business world. Changing the website every 18 months, the website is outdated at that point. So here is the question of the day. How about your business? Are you waiting for all of the lights to turn green before you start? If you are,

Hey Guys…Ken Courtright here from Today’s Growth Growing Business Today. This is part 2 of our Time is Money series. Part 2 of a 2 part series. So I am going to jump right in. Our last podcast on Time is Money hit home on our three methods or three approaches as to how to tackle what goes into your time. I think I did Method 1. Anything and everything approach that inevitably leads to people being efficient and effect. Method 2: Causal Management. That is where you physically cause things to happen by finding out what your big rocks. What are the most important things that only you can do? That need to be done in the morning because you know that the day can get away from you and you have got to get those things done. Causal Management on a macro level says you put the big rocks in first. Method 3: We talked about the utopia of causal management is called scheduled creation. This is when you discipline yourself to block off hours maybe days sometimes like I have done in the past. I will leave the country to write a book. Just so people know that I am not touchable right now. He is finishing a book. That is the epitome of scheduled creation. Those are of course, the big rocks. The difference between phase 2 and phase 3 or method 2 and method 3 is method 2 allows you to do a little bit of your big rocks but then stay busy all day long. Confusing activity with accomplishment. Number 3: scheduled creation says you are gonna do the big rocks until there are finished. It’s a mindset shift. So this podcast is gonna be slanted towards the tips and techniques of time. We are gonna talk about the science behind human performance. Listen On To Learn Tips To Become Instantly More Productive Here is the goal. I am going to try to explain why we do what we do. Why do we not do the things we know we should do. I am hopefully going to provide it in a way that many of you listening can instantly become more productive. In a prior podcast, I spoke about the university “Yale”, dissecting a 16 year old brain and how incredibly fast we have adapted to technology. I talked about they do a dissection every 40 years. The brain, the 16 year old brain, after 40 years, 20 of which were under extreme technology changes, the brain looks and acts completely different. Its more adaptable. It can now multi task at a greater level. And as great as that is, science is now showing us that with this great new computing power, comes an incredibly great appetite for energy. So, did you guys know that Gary Keller author of The One Thing, reports that science now tells us that the human brain, although one/50th of our body mass consumes 1/5 of our daily calories. The human brain, although only 1/50th of our body mass, consumes 1/5 of our daily calories. Whoa! That blows my mind. That is a pun intended. I cannot tell you how many times a day I have got to walk upstairs, walk away from the desk, I work in the basement in our home, I will literally blurt out to my daughter, my wife, that I simply can’t process anything right now. Little did I know, that would I was stating was a matter of fact. It gets even better. Kevin Kruse showed the world in 2015 that the brain goes from full energy to complete fatigue in as little as 90 minutes. It depends on what its working on. Going further, that to insure focus entrepreneurs and heavy thinkers should snack on protein and complex carbs throughout the day. A lot of people heard what I just said and are thinking about their 5 hour energy drinks or their monsters now that they understand how the brain works. Those drinks do a very very little into truly replenishing the absolute massive energy suck in our bodies which is the 8 pounds of gray matter in between our ears. After interviewing seven billionaires,

Hey guys. Ken Courtright here from Today’s Growth Growing Business Today and as usual I am loving this podcast. Let’s call it. Time is money. This podcast speaks to entrepreneurs out there. It speaks to leaders, heads of sales departments, quite frankly anybody responsible that a dollar amount is hit or an amount of revenue comes in. Not only comes in but keeps on coming. So this is a very sensitive topic for me because I wrestled with it my first decade in business. I would say I won sometimes. Or this subject or this topic won. We definitely did not have the growth our first ten years like we are having our last 8 to 10 years. It’s the topic of my personal time. And I don’t mean my personal time, as in time away from the office, I mean my time. I mean the actual time I spend working. And I work all the time basically. The point I am trying to make is let’s just take a Monday through Friday generic situation. Your personal time, is what do you actually put into those 40 hours. How do you fill your calendar? The bottom line is, I made a very stark high end 90 degree turn right around the year 2000. So in my early days, I would basically do or tackle anything in front of me. I would sell something. I might deliver something. I might even install something. I would do anything and everything. At any moment. Some people say, hey but isn’t that what all fledging, small business owners do? Don’t you have to do it all in the early days? I am here to call total BS to that. No matter how big or how small a company is, there is a golden rule of your time. You Can Only Do What Only You Can Do So please write this down. Here is the golden rule of what determines what goes into your time. Ready? You can only do what only you can do. So again, you can only do what only you can do. So me, Ken Courtright, there are things that I do that I sometimes catch myself and say wait a minute. Somebody else can do this. Why am I doing this? I have got to make sure every step of the way that anything and everything that can be delegated is delegated. A lot of people out there have a tough time with this. I am a people pleaser as a personality and it’s called a sang when. I don’t like to delegate per say if I think I can get it done quickly. By the time I would teach somebody else how to do this, I could have done it myself. Being the people pleaser I am, I don’t want to call someone and say can you do this for me. My body consciously finds that offensive. So, the reality is, I had to mature and become a big boy in business and realize that there is no way I can forecast five, ten , twenty, hundred times growth if I was still filing paperwork. Or if I was still booking travel. Or if I was still doing something that anybody else could do. So watch this. All business, I don’t care how big, all activities in a business can be compartmentalized into the following pieces: Watch this now. Selling something or someone, building or creating something, or servicing something or someone. So I am going to say it again. 3 departments of business. Selling something or someone, building or creating something, or servicing something or someone. I say this alot and people go wait a minute. What about management? I am a manager. If you are a manager, you are selling someone. Right? You are servicing someone. You are building teams and building teams is selling people on your concepts. That’s it. So we are either selling something or someone. Or building or creating something. Or we are servicing something or someone. What that means is everybody according to Dan Kennedy. He and Dan Sullivan, from strategic coach, the major players of understanding time management, will all tell you everybody has one single area of genius.

Hey guys. Ken Courtright here from Today’s Growth Growing Business Today. This is gonna be a pretty cool podcast because we just did a 4 part pod cast series if you will on motivation. Now that we are all motivated to act we are ready to rock and roll. Where do we go next? Let’s assume you are business but you want to fine tune things. Or you are in business, but the numbers aren’t quite there. Or you are in business and you know you should have done 3 to 4 times more business and you cannot figure out why the numbers aren’t’ where they should be. This podcast is called Ready for Research. This is gonna be taking a look at business on a very psychological level. Ok? So there is only one place to go if you want to make money and get referrals consistently. That is the place called RFR. Ready for Research. I think people should annually do an RFR check up on their own company, on their own name. It is what it is. It is exactly what it sounds like. You have got to get your personal name and your company name ready for research. I want to start with a story about 5 or 6 years ago, I was at someone’s home and they were telling everybody the story that the day before they had 7 appointments for a Kirby vacuum sales rep to come in. They always wanted a Kirby. Their neighbors had a Kirby. Their parents had a Kirby. They had no idea what they cost, and they did not know or understand the process that which the Kirby sales reps operate. And so they were telling this story and it was kind of fascinating actually. It got me really thinking that Wow, this is the way of the future. So watch this, this is five or six years ago. The husband and wife were sitting through the Kirby sales rep presentation and all of sudden the husband, while the sales rep was demonstrating the product, he went onto his laptop and he googled this sales reps name. And he also googled the sales reps office. Their local division in Joliet, Illinois. And low and behold as the guy was doing his ten minute demonstration, this gentlemen that was watching the demonstration, in under five minutes, he was able to find evidence of exactly what the cost of that Kirby vacuum could be. Meaning, what is the lowest he would be able to pay for that vacuum. If I remember the numbers correctly, the sales rep was trying to sell the vacuum for like $1700 or $1650. For those of you familiar with Kirby sales rep. It’s a very large commission pay structure where the Kirby rep gets a lot of money, the manager gets a lot of money, and the branch manager gets a lot of money. But the bottom line is a pretty good chunk of money does go towards the vacuum. Because they are one of the best vacuums made. We have one. The key is this. When the sales rep was holding firm at $1700 or $1650, the guy that was sitting through the presentation said, so are you telling me right now, you are looking me in the eye, you are telling me you cannot sell that vacuum for less than that. He said, well not necessarily, there are a couple things we can do and this and that. Bottom line, the gentlemen turned his laptop around and the Kirby sales rep went white as a ghost. Because he saw exactly what the gentleman was looking at. It was the price sheet, the internal price sheet, from the Joliet office saying that that vacuum could be sold I think it was like $1030 or $880 it was significantly less. When it was all said and done, they did strike a deal at the best price available, where the sales rep only got an $80 commission. The bottom line of what I am trying to say here is the sales rep, when he went into that account, and he went into that potential sale, he did not check his personal name or his company name online. He was not ready for research. Ok? So here is the key, a couple quick notes about this podcast.

Hey guys, Ken Courtright from Today’s Growth Growing Business today. This is part 4 of the 4 part series. It is what I am calling the Oreo sandwich of purpose and dreaming and your Why. Sandwiched around the struggles in business and struggles in life. So I started the first one, talking about purpose, dream and how my wife just blew the audience away last week at Digital Footprint. Then I went into some pretty cool things about struggles and how I personally stacked verticals to stay focused and when I feel like times are getting tough, I recently myself by looking at my vertical stacks I think that the episode 41 or 42. Then I did another one about payroll stories. Some of the greatest business payroll success stories where they couldn’t make payroll. They were literally backed against the wall and what some of these did to break through that was the previous episode and I’m gonna wrap this up with another short podcast. Basically, on the power of your dream of the power of why you do what you do. And why there’s just no point in doing anything if you don’t know why you are doing it. So anyway, here is where I am going to start, in 1954 Walt Disney received a plaque from the president of the United States. It said the United States largest dreamer. And in 1954 that was one of the greatest compliments you could get. It was one of his prized possessions. Now today, if someone calls you a dreamer that is not a compliment. That is a cut down. What they are really saying is get your head out of clouds, get realistic, get a job, stay focused and it’s all puke. It’s just disgusting but the reality is the people that are knocking your dream, do not understand that the 1905 definition of the word job in the dictionary was a temporary means of income until your business takes off. Look that one up. The point is, Walt Disney got a plaque for being the United States greatest dreamer. Many people don’t know he actually filed bankruptcy 7 times. This was before the 7 year law. And countless people build him out wide because he was resolute to his dream. There was nobody sniooping him Walt Disney. He was not susceptible to the negative influences of other people. I want to take people back 10 1994 a 24 year old gal named Kerry Lundeen. She was not yet my wife. She tried out with over 2000 women. 2100 women tried to be a Chicago Bulls cheerleader. I remember when Kerry was going to try out, to be a cheerleader, I remember saying something like, “hey good luck” and she said I don’t need luck, I got this. She knew before she went there what her skill level was. She was confident. She was not panicky she was not Oh God there are 2000….no no no. She was absolutely resolute. Was she nervous? She was a little bit nervous. But the point is she was not worried. She was resolute. In 2015 right at 45 or 46 years old, Kerry said you know what. I have had a dream. I want to go out for Mrs. Illinois Pageant. I’m like, rock on. You can do it. No problem. Who wins the people’s choice award? Of course, Kerry Courtright looking all hot and awesome. The point is, I have got a wife who is just pardon my French and absolute ball buster. I have a wife who has a mighty dream. She wants to own and operate a mega cooperation so that she can hand it and will it down to her children. She is an elected official so she can effect change and protect her kids and protect this beautiful state we live in. Make sure everything is hunky dory. I want to bring to the attention of people the phrase that what the mind can conceive and believe, it can achieve. What the mind can conceive and believe, it can achieve. Not what the mind can conceive. A lot of people think about some really cool things. But they don’t always actually believe it.

Hey guys. Ken Courtright here from Today’s Growth Growing Business Today. This is part 3 of a 4 part series. It’s kinda of an oreo cookie. It’s a sandwich starting off with purpose and dream and the Why. In the middle of it, the frosting, basically is struggles. Are they necessary? Who struggles? How many people struggle? What types of struggles are out there in business? The other side of the cookie is again, purpose, dream and why. We are still in the center of this cookie. Instead of sweet stuff, we are talking about some difficult stuff and I am going to relate simply two stories. This will be a pretty short podcast but we were at the digital footprint, Philadelphia. We had some amazing, amazing talks and Sunday night when it was all over. We had a team about 13 people get together. Everyone had a drink when they went home. At the table was Brian Smith from the founder of UGG boots. Jeff Hoffman, the cofounder of Priceline and if you have ever been to an airport and you see a kiosk where you put your credit card and it kicks out a boarding pass electronically, that was a product of one Jeffrey Hoffman. Round Table of Heavyweights So we are at the table. There are a bunch of entrepreneurs, business owners, Ron Fossum is sitting there the owner of Smart Money financial group and this guy, this is like EF Hutton. When Ron speaks, people listen. This is the man that nobody can come into the office on Friday its just Ron and his yellow notebook paper. He thinks all day long. And its why he has, I don’t know, how companies, how many asset classes his fund manages. But Ron is sitting there next to Jeff Hoffman is it’s literally like an expert panel. So I wanted to lighten the mood you know a little bit. Everyone was talking business. I said anybody got any good payroll stories. Like not meeting payroll. I brought this up because on the previous podcast episode I was telling you guys about how Brian Smith has his mantra card. And how that led to a company raising million dollars the day after his talk. I really wanted to pick back up on that. Cuz I had some studs at the table. So we went around the table. I want to throw out a story from Jeff Hoffman and then I am going to add a story from Fred Smith’s autobiography. Fred Smith is the founder of Fed Ex. And so I am gonna go right to Jeff. I said anybody got any good payroll stories and he said, oh I got one. There is no question I got a good one. He goes, in one of the early days of our company I can’t remember if this is Color Jar, his current company. I can’t remember if this is the kiosk or Priceline I don’t remember. But he has started so many huge companies. But he said in the early days, we were struggling. We didn’t have funding. Any ability to pay people a solid salary. It was just a bunch of great people. Getting together. I remember one day. I had gone by the lunch room. And I saw all of the guys playing poker. Even a couple of ladies playing poker every Friday at lunch break. And it would kind of bother me because they knew I was struggling to make payroll. Yet here they are just throwing 10’s and 20’s around playing poker and yet all they would do is grumble during the week under their breath. Finally after about 6 to 8 weeks of me going to lunch looking through the window, they would catch me locking eyeballs and they would all look down and pretend I didn’t see them playing poker. Finally, my feelings were so hurt, I walked into the lunchroom. Everybody quickly grabbed the money in front of them and pushed it aside. They put a notebook over the pot in the middle. I said, guys come on, you have got to know that I know you guys play poker every Friday. And nobody said anything. Nobody even looked at Jeff.

Purpose | Dreams | Struggles Hey guys. Ken Courtright from Today’s Growth Growing Business Today. This is part 2 of the 4 part series on what I am going to call Purpose Dreams Struggles, the Why. All motivational type of stuff. Just got done with our digital footprint Philadelphia and I was very swayed by my wife’s talk that I took out a few of the upcoming podcasts. We can do those later. They were very tactical and it is critical that I put into this podcast series we are on podcast 41 or 42. I have just been forgetting about how important having a dream is, a purpose. What role it plays in a business. I have got just some of the most incredible stories to share on this podcast. So I am going to jump right in. This podcast, I think I’m gonna call it Stacking Verticals because I’ve said on a couple other podcasts, you live your life and you run your business in one of three phases: you are either in the storm where the world looks like its falling apart and everything is against you or you just came out of the storm and you are light on your feet and everything looks good, feels good or you are right now going into a storm and YOU KNOW IT. So you are either in the storm, you just came out of the storm, or you are about to go into a storm and you know it. So, I when I was about 29, 7 years in business, I had realized that I had almost a mid-life crisis at 29 years old. We had I don’t know, how many employees. WE had a few other businesses cooking at the time. And 2200 roughly clients when we hit the year 2000. And I definitely had a midlife, mid business owner crisis. Because things were just not so rosy. We had a 19 month period of time where we almost lost everything. Our average bank account balance in every business was about under $3000. We had a miscarriage. I think you guys heard on our previous podcast, we had a sales rep have a heart attact and died in my arms. We had a really rough patch. And it was after all of that had passed, I was out of the storm, starting to think clear. And I realized that I wasn’t a very motivational type of person. I was a work gets me out of anything type of person. I remember thinking and it was a weekend, I know I wasn’t really going into the office or anything. I looked at my walls. I had a bunch of cork boards up. It was all like charts and graphs and next week. I ripped them all down and I right in the middle of my office wall, I put a representation of some of the struggles I had in high school and in athletics and then underneath that, I put a couple of pictures of some of the records I broke in high school. How Did You Overcome Your Struggles? At the top I put High School. I wrote HS and then underneath HS I put Struggles with pictures representing my struggles. Then underneath that, I put numeric goals I had and set. I put a goal of 11:40 I broke that record I had. I don’t know how many yards that season. I apparently still have that record twenty five years later. So I had a bunch of the records that I left high school with. I was the fifth most wins in school’s history in wrestling. And then I went to college and made another vertical. So the high school was one vertical. And I put some of the struggles I had in college. Paying for college, doing this doing that, some struggles with athletics. Then again, I did achieve some records in college. So I put some of the records in the pictures with my hall of fame coach and stuff underneath it. And then in my early years in business, to say I had struggles, would be an understatement. We went about 5 years trying to meet payroll every month, every month. It was just this rat in a gerbil cage trying to just make ends meet. We were growing like weeds but I could never keep any money in the ban…

How Many of You Have Been Susceptible To The Negative Influences of Other People Hey guys, Ken Courtright here from Today’s Growth Growing Business Today. I am completely adjusting the next 4 part series in this podcast. I’ve been doing a lot of thinking coming off our digital footprint in Philadelphia. We had some incredible speakers and I had a 3 part episode lined up on selling . How to sell how to ask for the order, how to overcome objections, things like that. And I just can’t help that I have to adjust and adapt because I’ve got to do something different. So I’m gonna do a 4 part series. It’s gonna be partially motivational partially structural and partially instructional. But I’m gonna do it in 2 parts. Its a 4 part series. The first part is gonna be why a purpose a dream and a why has to be in place. That is the first one of the four. The fourth one is gonna be identical. The purpose the dream the why. I’m gonna sandwich them with 2 short podcasts on struggles. Why do struggles have to be a key ingredient to a successful business. I’m not gonna just beat around the bush or touch on the edge of this. I’ve got some of the greatest stories that were told from our digital footprint stage that I cannot wait to relate some of the aftereffects of people that took these stories and put them into play with 24 to 48 hours and had dramatic results in their business. I wanna kind of jump right in so this is the first of the four part series and the reason I’ve even adjusted the podcast series to put this in is because of my wife, Kerry. Kerry Courtright is an incredible person. I mean not only is she a go getter blue vaser, absolute stud you know an elected official, ex-Bulls cheerleader. Her list of accomplishments is a mile long. She is a very powerful speaker nobody ever knows what Kerry is going to talk about when she jumps on her digital footprint stage. But everybody knows you don’t want to leave the room. And so Kerry did about a 25 minute talk and she starts going and I didn’t really see where she was going with this. But I’m just gonna describe it and I think everybody on this podcast is gonna receive this message in a very very deep way. So, here is how it goes. It starts where Kerry has a couple big men carry up a very large easel up the stairs. She sets the easel in the back corner of the stage and they start loading with like foam board. And then another person comes up the other steps and hands Kerry 12 brand new darts with the steel tips. She sets those aside and walks up to the easel and she turns it 45 degrees to face the audience and she puts an overlay of like white construction paper on the foam board and she tapes it at the top and she turns to the audience and says this is audience participation. I need people in this audience to shout out “what are some of the dreams that you have in your life that you have given up on? And everyone in the room has given up on some dreams so let’s not be bashful”. All of sudden, it took a couple seconds and somebody goes: I wanted to buy my mom a house when I retired and when she retired. I am still working and have never been able to do it. Kerry wrote: Get Mom a Home. She drew a big circle first. First, she drew a big circle, then inside of it she wrote: get mom a home. And then somebody shouted out “Buy a newer safer, car. So she wrote: Safe Car. Then somebody shouted out send my kids to better colleges. She wrote: Better schools. And then somebody said some type of a vehicle and then Kerry made the joke and wrote Volkswagen Jetta. And then somebody said Go on a cruise with my family. So she wrote: Cruise. And when it was all done, a few minutes go by, she had about 20 dreams that never materialized.