S03 E18: Networking with Purpose & Defining Success with Dr. Jai…

Dr. Jairo Borja, DBA, MBA, is the president of Borja Consulting Group and is a financial services professional with Primary Financial. Dr. Jairo is the author of “Networking Your Way to Success: 10 Steps to Building Relationships & Expanding Your Business for Entrepreneurs & Working Professionals” and has over 15 years of experience in the financial and higher education sector. Jairo has facilitated over 200 events over a 10-year span which has included career fairs, panels, guest speakers, and various career-focused workshops. He consults small businesses with business planning, coaching, and strategy.
Jairo has spoken at several Fortune 500 companies, including New York Life, Mass Mutual, and Penn Mutual, as well as at First Calvary Baptist Church. He is also a business coach and assists with business plans or advice to small business owners. Jairo is on the board and is the treasurer for of the New Jersey Chapter of Prospanica, an association of Hispanic professionals. Prior to being the association's treasurer, Jairo was vice president of professional development, assisting with webinars and programming such as speed networking to benefit Prospanica members. In addition, Jairo is a co-liaison with the ASIS International New York City Chapter.

#networkingwithpurpose
#jairoborja
#definesuccess

Transcript

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I am the host and creator of the Nicky Murrie

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Nicki Marie Underscore Radio. Continue listening and supporting the show. Hello, Hello,

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and welcome. Thank you so much for tuning into another show.

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So this week I've talked a lot.

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About being successful, being an entrepreneur, and the fear of

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it all. So I am happy to have my guests

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who can tap into a little bit of what I

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already discussed on this show. We just talked about being

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an entrepreneur, and he is one also an author, a professor,

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He has his own business, he has his own podcast,

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and he does a lot of other stuff. So we're

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going to talk talk about networking. We're going to talk

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about him being an author and a new course that

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he has. So thank you so much everyone for tuning

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in to Nicki Marie Radio and please welcome our guests today,

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doctor hiro Borja.

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Hey, welcome you back. Thank you so much for having

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me again.

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Heah us.

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I kind of feel like you don't need an introduction

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because you've been on this show so many times, all right,

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But you know, I love to talk to you very

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often because you're an entrepreneur and the struggle is real

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out here, so I want to take a deeper dive

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into some of the things that have inspired you to

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be where you are now.

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Yeah.

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Absolutely not a pleasure to be here again. For those

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who don't know who I am, I'm doctor hiro Borja.

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I am yes, as Nick and Marie mentioned, the author

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of Networking Way to Success, Ten Tips for Entrepreneurs and

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Working Professionals. So I wrote that book in the summer

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of nineteen and I had a whole plan to do

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a whole book tour twenty twenty. Then COVID came so

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I had to do a lot of this stuff virtual,

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which gave me another great idea in the summer of

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twenty twenty, about a year ago to start building my

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first course, Transforming with Success to eight week Journey, where

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I helped take folks from networking novice to guru. So

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it's very kind of like going back to school where you.

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Have assignments, assessments and then.

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You do watch a video, right, and then halfway through

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you actually schedule a live appointment with me to make

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sure you hit all those checkpoints.

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And then week eight again, once the course is over, you're.

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Able to sit with me again and just to make

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sure that what you learn you implement in your business.

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Right, So fast forward to this year.

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You know I've I'm always learning, you know, I'm always

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sharing resources with you, and I have a whole marketing

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plan coming down now where I condensed a lot of

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that into the.

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Art of Networking framework.

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So I know you're in the middle of the course,

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very simple thirty forty five minute video and then very

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very quick action plans do it yourself. And there's some

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awesome perks, which includes an e version of the book

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Networking Way of Success, and some great you know how

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to when it comes to putting together your elevator pitch

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and what to do posted then and of course I

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throw in a free strategy call which a couple people

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have taken advantage and really love it. So that's what

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I'm doing now.

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You know, it's It's funny because a lot of people

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just feel like, as an entrepreneur, maybe I'll start this

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business and people will come to me, but they don't

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realize you have to do the footwork and you actually

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have to network.

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So how important is that? And you can.

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Explain how I guess the turning point has been for you.

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Let's say you're an entrepreneur, but you decide to let

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people come to you rather than network. How do you

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think your business would have been affect it if you

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didn't do the networking in.

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The critical I probably wouldn't be here today talking to

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you about that. So it's important to again, you know,

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for those who are just on the cusp.

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You know, I actually had this.

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Exact conversation earlier, right, So if you're on the cost

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we're just about to cross over into entrepreneurship definitely.

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Think I think I mentioned this on the show previously.

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You should have six to twelve months of emergency funds

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to cover your bills. On top of that, you are

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you're supposed to also build some sort of email lists

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right where you can provide newsletters or free resources to

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add value to your community. And the third, but most

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importantly is to you know, make sure that you've never

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run out of people to talk to, or that you're

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building your network right, building your CRM as well. Right.

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So with that being said, I think those are the

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top three things any entrepreneurship do, or right before you're

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in entrepreneurship you do.

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Right.

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So now on top of that, I actually people come

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to me because of network expertly say hey, how do

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I network?

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Right? So I definitely advise folks to you know, look

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at your.

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Chamber of commerce. They have a lot of virtual events

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or hybrid events, right, industry specific organizations. Right, So there's

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a lot of different organizations for PR, for marketing, for

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security professionals. You know, I try to hang out with

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like minded folks there for industry specific events.

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Right.

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Also, any organizations that are good causes, right like Prosponica

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or Hispanic Star or Alpha Networking, join those hybrid. What

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I mean by hybrid is some could be virtual, some

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could be on site.

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Right.

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And then when you network, you have to network with

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a purpose, right, I mentioned in the book, I mentioned

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in the course, right, you know you know where I'm

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going where you you know, if you have a goal,

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I want to connect with ten folks that I could

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either help me directly in my business or could become

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good referral sources as well. So you know, like for example,

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I'm just using financial service as an example, right, So

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I'm a financial advisor, right, I'm going to go in

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and try to either talk to ten folks that are

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going could could use my services, right, And it could

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be certain trigger points, right recently married, recently engaged, just

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had a baby, just got a house, you know, whatever

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it is, right, just order the business. Those are all

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big trigger points right in financial services. Right. But on

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top of that, it's also you could also have referral sources.

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Right.

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So maybe I'm at an event and like there's a CPA, right,

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or there is a property and calncy or whatever it is, right,

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So you really got to be strategic about where you

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attend these events. So my honest, you know, honestly got

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truth is one, have those three tips, use those three

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tips that I just gave you. And two, you know,

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go to those industry specific events and really build your

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network that way and have a have a goal in mind. Right.

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I expand that more in the book, but that's and

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in the course, But that's basically the gist of it.

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So so in the beginning we talked about pivoting, and

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it seems to be like everyone's word of the year

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or for the year, And I kind of wanted to

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get from your point of view, what were some of

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the challenges that you had to overcome, especially when you

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when you indicated that you were going to go on

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a book tour. Yeah, but now I don't know, are

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you still in the works with that, because things are

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kind of changing back to some sense of normalcy.

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But I you know, I can't tell sure, sure.

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Sure no, no, no, A great, great question. You know,

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I started a business in nineteen right, and then six

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months later COVID happened. So I struggled like everyone else, Right,

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So I struggled with you know, with bills and all that,

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just like everyone else. But the way I persisted that

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I persevered it was I was always networking, always doing

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things like this, beyond different podcasts, starting my own podcasts

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as well, and just got to keep pushing forward and

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kind of re evaluate.

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Your situation and pivot your situation.

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Right, so you know, yes, I could into the book tour,

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so I pivoted into into just doing some virtual events.

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And I was actually smart for example, a year ago.

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I had a bank I wanted me to speak on networking,

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and I said, you know what, in exchange, you may

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not be able to pay me, but can you purchase

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twenty three copies.

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Of my book?

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Right?

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So you just and they did. So you just got

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to be strategic as far as.

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How how how do you sell yourself per se?

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Right?

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And then of course understanding now with the whole pivoting approach, right, now,

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what else can I how much can I add value?

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Now that it's going to be very challenging to sell

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a tangible book, and you can do things like eat books.

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You can do things such as the courses.

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You know, I saw an opportunity on a free webinar

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I was watching that. You know, the courses is a

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three billion or a couple of billion dollar industry, right,

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But you just have to have the right course and

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the right market and the build the right clientele.

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Right.

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So I'm in the middle of that, and I have

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I have pivoted done well. I've done extremely well like

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I wanted to. I'll get there, it'll you know, but

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it's a it's a working process, right. But yeah, I've

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been blessed, you know, I've networked a lot, you know,

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throughout the years. I actually have full disclosure. I discussed

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this with you off air. I have a statewide Hispanic

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Chamber of Commerce as a supporting partner, and they're a

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client of mine, per SE and I do their help

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out with their grants and help out with their two

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signature programs, and that's monthly recurring revenue that I have

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on a consistent basis. So so I know, I'm blessed

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they're one of my primary clients. I have something among

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the works that I'm working at a similar deal with

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another organization, so that's great. So I've just been able

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to pivot just with those two deals alone. Plus I'm

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looking to do more paid speaking gigs, you know, I'm

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doing a couple of things for Hispanic Heritage month.

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Got to take advantage, you know, of my Brown pride,

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and I'm doing things.

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I did something with KPMG this week, doing something within

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another bank next week. So I'm very blessed that I'm

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made to spread the word right because people like you

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and I, you know, we've had our eyes, we had

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our lows. But if we could tell our story to

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the others and inspire or aspire others to kind of

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go that entrepreneurship route and and I'm one.

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Day at a time.

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That's awesome.

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You know.

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I talked a little bit about success and about you know,

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the fear of all that comes with it, right, and

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then I also talked about how everyone has their own

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different lane and their own interpretation of what success looks like.

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So from your perspective, how do you define success?

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A couple of ways? Right?

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So of course you know the black and white or

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the easy answer is, yeah.

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Like what's your you know, what's your sales and what's

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your net profit?

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Right?

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So so of course.

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You know, the first two years my my my business

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to a loss.

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Par Consulting is a loss.

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Right now, thanks to what I'm doing with the Chamber

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and a couple of other.

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Things, I'm actually in the green this year.

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So that's the easy answer to give you, right, So

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concrete wise that but also what you do in a

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community to impact, right, you know and think you know,

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full disclosure, I'm very active with the with Prosponica in

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the Hispanic community, very active now Hispanic Star and to

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an extent, and also active with Asis International, which I'm

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kind of winding down for security professionals. So I define

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success as what's your impact to the community. Like you know,

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I believe in the law of versal prosody, right, So

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when I sit with someone, I don't just sit there

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and then and give them my five minute elevator pitch, right,

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So I also want to add value and say how

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can I help you as well?

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Right?

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So I always I'm always open to provide an introduction,

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always open to open doors for some two folks, and

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I'm always open to provide resources for folks as well. Right.

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People come to me still even to this day, hey

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can you help me? You know, I know you don't

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do career service anymore, but can you help me get

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in contact with this person?

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I'm aren't happy to keep that made relationship vote.

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And so as far as success, of course, you've got

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to know your numbers, right, as far as you know

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how much you make, you're in your out month and

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month out. That's the easy answer. But on top of that,

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the next layer is what's your impact to the community.

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What's your impact to your target market as well? So

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that's how you find success.

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Well, I love that.

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I love that it's not just about the financial gain,

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but it's also about helping your community. Yeah, And I

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think that that's probably why I initially started with doing

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the mental health because I'm like, you know, we don't

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have a lot of conversations about mental health, so I

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can merge the two business and also leveling with your mind,

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body and spirit. I think that is a telling sign

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that we're growing together, not just in business mentality, but

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also in the mind. You're increasing value in your in

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your mind.

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Absolutely, absolutely, absolutely, And the easiest way to define that is,

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like you know, the old analogy or old saying is

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if you if you love what you do, you don't

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work a day in your life, right, So so if

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you do, you know, focus on your passion, right, But

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at the same time, you know, run it like a

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business fortunately or fortunately right. You got to know your numbers, right,

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you know if you if it's podcasting, right, you know,

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I just have to conversation literally right before you get

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on the air, right, if it's podcasting, knowing knowing the numbers, right,

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what's the what's your target market?

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What is the goal?

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Is it a lead gen thing? Is it more about

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giving back to the community. Are you trying to monetize

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off it? So I know there's certain parameters that you've

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got to hit. So if you're not hitting them, how

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can you hit them? What's what are you doing as

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for our sponsorship? What's to your average download?

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Right?

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So you've really got to know your numbers right from

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that perspective, right, So yeah, follow your passion, but also

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it is what it is, right, you got to know

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you know that you know your numbers, right, But but

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at the end of the day, you know, as long

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as you follow.

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Your passion, and eventually I shut off one email and

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the other one coming on. Follow your passion. But at

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the same time, I also got to know your numbers.

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And once you know your numbers, then you know where

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to work with as a benchmark.

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So yeah, well, as a busy person, how do you

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balance it all? And also what are you working on?

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Just say it out again?

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Absolutely no, no, absolutely no. So I just I manage

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everything through my.

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Through my calendar, right, So I have a and even

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like although the chamber has a separate email, I make

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sure I have everything on one calendar because if not,

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I'll start I'll start losing things. So I just you know,

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keep it balanced. I try to shut down my computer

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at six That's where I spend time with my five

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year old, and whether it's YouTube we watch or whether

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it's video games or whatever it is.

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I try to keep that work life balance right.

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So the only drawback right of working from home is

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there's no water, right, So remember when we used to

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commute into the city once the computer shuts down, but

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that's it that they over, right, But not anymore since

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we're working from home or remote. You could technically, you know,

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with no one's to keep working and working and working

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until you fall asleep here, right, you have to have

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those imaginary boundaries and really be able to you know,

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shut down at a certain time. So that's that's how

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I keep it balanced. That's my Twitter pieces of advice.

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Manage a calendar, master calendar, and also noah when to

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call it quits and spend time with family, because what

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what's going to happen is, yeah, you can work seventy

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eighty ninety hours right on your business and great, you're

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going to be very successful and make a lot of money,

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but then you're going to be miserable home with the

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with this, you know, with your spouse.

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And exactly the family, right, So they got to keep

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it balanced.

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So that's the well, speaking of like balance boundaries and

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all that stuff. I know you want to put your

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course information out there again, your contact information.

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Absolutely absolutely so yeah, right now I'm pushing hard the

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Art of Networking Framework Online course right, very similar to

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the to the higher tier course I just condensed it.

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I know you're you're in the middle of it now

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and a lot of the things that I'm saying probably like, oh,

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you can resonate to it right, So, very affordable Art

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of Networking Framework Online cords is available on my website

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at www dot or Consulting Group dot com. You have

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some great perks including setting up a complementary call with me,

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a strategy call with me. So I think it'll be

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a great opportunity for you to go from a networking

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novice to a networking pro.

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And it's for under ten dollars.

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Seven dollars is the best seven dollars yere you'll ever

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spend in your life. Do it yourself approach to having

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an elevator, pitch and other resources for you to network

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you're like a pro virtually and.

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Or on site.

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Nice. Yeah, well we got to check you out.

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Yeah, definitely check it out.

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Well, thank you so much for your time and for

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being here. I know time with you is always limited

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because you're always on the so thank you for taking

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a few minutes just to you know, get us all

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thinking about being an entrepreneur and what it takes to

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be an entrepreneur, and the most important is networking.

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Do the work and also make sure you roll in

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a purpose at the end of it.

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That's right, that's right, network with a purpose.

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So thank you so much for having really appreciate your

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audience and and please check out my website and and

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love to help out an anywhere I can.

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So thank you. Yeah,

S03 E18: Networking with Purpose & Defining Success with Dr. Jairo Borja, DBA