Episode 53: Profit First For MBEs: Learning From the “NO”

Episode 53: Profit First For MBEs: Learning From the “NO”

And, he looked at me, and he said, “Young man, you got my business.” It kind of surprised me. He said, “You want to know why I’m giving you this account?” and I said, “Yeah, I’d love to hear this,” he said, “The jingles are okay. Your ideas are fine, but I want your enthusiasm. I want your excitement. You are so enthusiastic about my business and what I’m trying to do. I want that here at this dealership.” In other words, he bought the excitement in my voice about his business and what he was trying to do and that was a real valuable early lesson for me, that if you can’t show that you’re excited about something, if you can’t show someone that you’re excited about your idea, so many people try to be so cool and smooth that they failed to communicate the  excitement behind their idea, that people buy positivity, people buy that excitement, they buy that energy. 

Susanne Mariga:Welcome to the Profit Talk Show. In this show, we’re going to explore strategies to help you maximize profits in your business while scaling and creating the lifestyle that you want as an entrepreneur. I am your host, Susanne Mariga. I am a Certified Public Accountant, a Certified Profit First Professional and a Certified Tax Coach. And today, we’re going to talk about strategies to help you maximize profits in your business. 
Susanne Mariga:Hello, Profit First Entrepreneurs and Thought Leaders. I am so excited today because I get the opportunity to interview Kym Yancey, who is also going to be featured on our book, Profit First For Minority Business Enterprises. And, Kym is the Co-Founder and President of eWomen network, and he’s also the Executive Producer of Celebrity Science Branding at the eWomen network. Prior to starting eWomen network, he was awarded a gold record as a drummer, producer, songwriter and performer with the Fun Group Sun on Capitol records, so, he’s a musician. He’s also the creator and producer of the Glow project. And the Glow project was one of the most inspiring movies ever created for women by the Orlando film festival and as the Executive Producer and Founder of Celebrity Science, which is a division of the eWomen network, he creates influential personal brands. He is recognized by CNN as an American hero for his work that he has done with the outreach program associated with hurricane Katrina victims. So, please welcome Kym Yancey to our platform. Hi Kym, how are you?
Kym Yancey:Hi Susanne, it’s great to have this time with you. I’m doing great, considering a pandemic that we’re living through. 
Susanne Mariga:Well, Kym, you are a legend with eWomen network and your music. And, I think that you offer not only our readers, but our viewers and listeners, a lot of value, which is the experiences that you have gone through with that. And, as a minority entrepreneur, as one that works global with countless entrepreneurs, I think that what you’ve experienced and what you have to give our audience is very significant and very important. So, thank you for doing that today. 
Kym Yancey:It’s a pleasure. It really is. I think it’s very important that we share because we all learn from other people and their experiences. And so, this is what I want to do, whatever I can to contribute in some way. 
Susanne Mariga:Thank you. I definitely appreciate it. So, Kym, maybe we can start with you telling us a little about your business. How did you journey into it? How did you find it? What made you even want to start it? 
Kym Yancey:I have an advertising agency background. So, prior to starting launching Ewomen network with my wife, Sandra, 20 years ago, as a matter of fact, September 18th is our 20th anniversary, and  I had an advertising agency for 15 years and that was actually an offshoot from the band from being with the group Sun on Capitol records.  I’d be missed to say, if you ever want to check us out, just go to YouTube and do a search for Sun on Soul Train,  I’m the drummer, the guy at the back with the big hair. Running an advertising agency. Did that for 15 years, and from that, I really focused on multicultural marketing. Then, I was really into what I called niche marketing and advertising. From that, that led into the start of eWomen network, which we had moved from Ohio where we lived to one of my accounts that launched a TV television network in Dallas. 
Kym Yancey:And, I loved it, and I was doing some work and helping them with their advertising. While I was here on some business, the founder of that network asked me, “What would it take to get you to move to Dallas and to take over all the marketing and everything for this full-time and be part of our team?” And, I had 40 employees, and that’s one of the first lessons I got right then and there, and that you can own a business and be completely burned out with it. It’s very common for someone to have a business, and you’re working and grinding away at it, and you’re growing and still, I know for me, my original purpose and having that advertising agency back then was really to create a revenue stream for myself that I could spend more time working on my other music projects. 
Kym Yancey:Well, the laugh or the gag in that whole thing is the fact that a business takes up a lot of time. And, if you’re growing, it crazes every ounce of creativity and every idea and insight that you have, and of course, supporting your team members on your team and all that. And so, when he asked me about that, I couldn’t believe it because I was having private conversations with myself about wanting to go on a different path, take a different route. And so, I ended up selling my advertising agency to my employees and moved to Dallas to take over the marketing for this positive TV network. Through that experience, my wife, while we’re in Dallas, I said to her one day, “Sandra, there are major corporations here that are looking for you, and they don’t know you’re here. And there are people within those major corporations that you need to meet, and you don’t know how to reach them, and you don’t know their name. And I thought you’ve got your master’s degree. You’re smart. You’re doing incredible work. If you’re going through this, I can only imagine how many other countless millions of women are going through the exact same thing.” And that really led to the start of launching eWomen network to help, specifically to help women, even though there are men who are part of it to help women get connected and to market and promote their businesses. 
Susanne Mariga:Oh, wow! That’s even more important now, too, that we live in the virtual world. I can no longer go and physically meet people. It’s really a global economy now. So, you’re very busy right now. That is amazing. And, I think that you bring up a good point, too, about scaling. You said 40 employees and your advertising agency, and, being Profit First and being a Profit First channel and Profit First book, a lot of entrepreneurs don’t realized that. You hear a lot of people talking about the top line, the revenue, and out of the money to replace, or there’s a complexity to you will being able to scale profitably and scale in a way that really allows you to keep your margins and your percentage of profitability too, with that. 
Kym Yancey:That’s right. Totally. I agree. 
Susanne Mariga:And then, of course, being responsible for 40 family lives, too. So, Kim, as an entrepreneur, what was your biggest hurdle in entrepreneurship? 
Kym Yancey:Well, no doubt. It was consistent cashflow. Every entrepreneur is going to come face to face when they start a business, or they decided to go out on their own is, how do you bring in new business while you’re doing the business you’re working on? So, if you’re my client, Susanne, and I’m helping you with marketing strategies and branding and all those kinds of things, while I’m spending time with you, what I’m not doing is, I’m not out networking and meeting other people because I’m so tied up with the person I’m doing business with. And so, that’s the real catch, that point where you realize what I’m going have to pay myself less and make sure I’m getting out here and filling my pipeline and meeting people and growing my business and getting referrals, because there is this point where the time you’re spending with a client, and you’re enjoying yourself, you have to be thinking about that next infusion of business. 
Kym Yancey:That’s going to come into you. And so, I had to figure that out. So, for me, that was a big thing. I started pretty early with retainers. I cut my teeth when I started my advertising agency on car dealerships. I would see car dealers advertise, and I’ll never forget, there was one in Dayton, Ohio, is my home, which happens to be a little trivia for everybody. The funk capital of the world is Dayton, Ohio. It’s an incredible group from their Ohio players, Slave, Heat, Wave, Sun, Roger and Zap. So anyway, to give you a little history about Dayton, Ohio, but, I remember being indignant. I saw a car dealer, and it was the standard, stand up in front of the car and tell everybody I got the best prices. I got the best service. I got the best inventory.
Kym Yancey:It was the same old stuff. And I remembered  calling him, and his name was Pitly. The dealership was called Pitly Ford. And I remembered calling him on the phone and telling him that I’m from Dayton and I’ve seen his advertising and that, in essence, that he needed a fresher approach. He needed something that was going to stand out because he’s saying the same thing all the time. And he said to me, “Do you have any idea how many people call me to tell me they’ve got a better idea?” and he said, “Here’s what I’m going to do. I’m going to give you five minutes on this date,’ that was three months out into the future, Susanne, ‘and I’m going to give you five minutes for you to show me what you’ve got.”
Kym Yancey:And I’ll never forget that. I remembered telling my wife, I said, “I should probably cancel.” As it got closer and closer, I thought to myself, I probably should cancel this. This was a guy that was in his, at that time, he looked at me like he was in his upper sixties. He looked like one of these, what I would classify back then, because I was in my twenties, a good old boy and he seemed pretty gruff to me and I thought I’m going to walk in here with this big Afro and I’m thinking he’s going to pre-judge me, and I was playing all these tricks, mind games on myself about the reasons why maybe I should cancel. I don’t think it’s going to be a good fit. 
Kym Yancey:And, I think that’s one of the things that entrepreneurs do, too, is that, they can talk themselves out of something. Well, that was the ‘aha moment’ for me. And, I’m a passed us on to everybody. I walked into that dealership, and he was sitting behind his desk and he had three or four of his other sales people. They’re all in polyester suits. They were all standing with their arms crossed, and he said, “What have you got?” And, I had some music. I created a demo of a jingle. I had gotten with these musician friends who I told them what I was going to do. I said, “I’m going to put together a little jingle for him and some copy,’ they all did it for me for free. I said, ‘because if I sell this thing, I’m going to give you a share of the profits, but I need to have something to walk in there with.”
Kym Yancey:And, they were all on board and willing to do this with me. And I played him a jingle and some other ideas. And he looked at me, and he said, “Young man, you got my business.” He looked at me, and he could tell it, like, it surprised me. He said, “You want to know why I’m giving you this account?” And I said, “Yeah, I’d love to hear this.” He said, “The jingles are okay and your ideas are fine,’ he said, ‘but I want your enthusiasm. I want your excitement. You are so enthusiastic about my business and what I’m trying to do. I want that here at this dealership.” In other words, he bought the excitement in my voice about his business and what he was trying to do. And, that was a real valuable early lesson for me that if you can’t show that you’re excited about something, if you can’t show someone that you’re excited about your idea. 
Kym Yancey:So many people try to be so cool and smooth that they failed to communicate the idea of the gut or their excitement behind their idea, that people buy positivity. People buy that excitement. They buy that energy. That’s nothing that’s particularly taught in any school or any program. That’s a part of life. It factors that charisma that you bring to something. But that really taught me something. He wanted my excitement and desire to bring something new to his dealership. That’s what he wanted, over and above the ideas that I had given him. 
Susanne Mariga:That is an amazing story with a lot of big golden nuggets in there, Kym, not just about the initial advice on scaling and cashflow, but really the advice that you just gave us about walking in the room when you don’t have a chance in the world in your mind to get that opportunity. Walking in a room where, like you talked, the guy was in his sixties, what could be perceived as a good old boys club, and you went in that room as a minority, as a young man, and you got that, and you presented your best. You had enthusiasm because I know a lot of us as minority men and women, there’s that imposter syndrome. A lot of times in our careers, as we’re escalating, and we’re going beyond our family legacies and going beyond where we’ve ever come before, one of the issues that we have is that sense of, “Do we belong here?” when the only people that are in the room, in the banquet hall, are the janitors and the waitstaff. 
Kym Yancey:That is the biggest thing. I never liked going to networking events. I always felt like I lost. I always thought that I’d go to a networking event and I went there wanting, like if I was talking to you, Susanne, I’m like letting you talk. I’m thinking in my mind, “Are you about to finish, so I can tell you about me?” I didn’t understand the principles. No one had shared with me what networking was all about and so the whole concept. There was a friend of mine, brilliant, his name is George Fraser, and he’s out of Cleveland. He is a best-selling author.  And I’ll never forget that during my ad agency days, I went to a book signing that in Dayton, Ohio. He was there and I never went out networking. 
Kym Yancey: I just never did. I always felt awkward, and I really do. Now I understand that a lot of that awkwardness was what was in my own head, was what I had conjured up in my own thinking of what people thought of me or whatever the case may be. But, I went to George’s book signing, and he had a book out called ‘Success Runs in Our Race.’ Powerful. I had heard about him, but I had never met him. It was in the middle of the afternoon. I went to the book signing. There were probably 10, 12 people in the store milling around, grabbed some chairs. And, I stood up the entire time to watch George and George said to me, “First of all, let me explain to you what networking is,’ he said, ‘Networking is about giving. It isn’t about getting.  You network to give, not to get.” 
Kym Yancey:That changed everything for me when it came to the networking.  He said, “When you network to give, you always feel energized, you always feel happy to be involved in meeting people, because you’re looking for ways to give to them. You’re taking the pressure off you to get something.  That reciprocity. So to speak of reciprocity, when you give to others, people want to do the same thing for you. Now, you don’t give thinking I’m giving to you, so, I expect something back you give authentically, too, because you want to help. And through that, it just naturally happens for you.” That changed everything for me. But, that whole thing of the games we play on ourselves of what we think and how we think people are perceiving us and understanding us, we can think our way out of an opportunity and, Pitly Ford situation in that meeting, that networking meeting chance with George Frazier just changed the trajectory of my life. 
Susanne Mariga:Definitely. That’s a good way to think about it, too. You get out of your head by putting someone else first, like, “How can I serve this person not focusing on why I’m different, or they’re different from me, but focusing on how can I make their life better? How could I solve their problem?” And doing it with a passion, doing it with what you do out of your own eagerness and enthusiasm. I love that. Thank you, Kym. I think that is a juicy morsel there and great advice there with that, especially as we create and go into new rooms.  We’re going to have to get out of our head and enter new rooms and enter new opportunities and really began to offer it on a global face. I think that is really good. Now, I’m curious, you obviously work with a lot of women owned businesses, you work with a lot of minority owned businesses. What do you think today is the barrier to being able to succeed and scale and really become the seven-figure, eight-figure businesses? 
Kym Yancey:Well, I think it was several things. I think it is, first of all, I think your mindset is really, really important. I think being willing, I do believe that networking is a major key in this and learning, always being a student. That whole concept of day one of almost every day is like day one you’re learning. I’m going through a phase right now where I feel like I’m in first grade, I’m learning the whole things about internet marketing and that kind of thing that I was not familiar with. So, I feel like I’m a first-grader right now and that stuff gets to be, just, scary. But I think, you have to understand that there are so many forces. I don’t mean people are conspiring to go against you, but, from TV ads, especially as a woman, clearly all the TV ads communicate a message that, the color lipstick you’re wearing is not the right color. 
Kym Yancey:This is a better blush. There’s a better hair product for you. Women are constantly being bombarded with products and services that clearly say, “If you’re going to be in the wild clubs, you’ve got to have these things.” So, you have debt coming at you at all times. And I think, especially with women, they’re so used to seeing it’s shifted greatly from the time I had the agency, and we’re eWomen network 20 years later, but especially in the very beginning, it’s what I call the male way of networking. And from the very beginning, we really started to focus on the unique ways in which women build rapport and connect and communicate with each other. And men don’t understand a lot of that. 
Kym Yancey:Just taking a position where it’s like slow it all down, back down your testosterone in terms of being a guy and just listen and take in and be more gracious. But, I will tell you this in terms of what I see. I think that it’s really important that people clearly learn how to articulate. What they have to offer is going to help someone else solve their problem. It really is what I call “problem solution.” And, I think that a lot of people that I meet when you meet them, what I call that elevator pitch, whether you’re meeting them at a networking event or on the elevator, or you’re meeting people. People don’t introduce themselves in a way that people understand very often what they do. There’s a real technique to how do you introduce yourself. The kind of clarity that you create for people.
Kym Yancey:It’s not uncommon at all for me to meet someone, and they tell me they do X, Y, and Z, and I’m like, “Oh, that’s great.” But, I really had no idea really how that would help me or what the benefit to me. So, what that means is, you’ve got to learn how to take what you do and to package it in such a way that the other person understands that, “This is something that could be workable and really good for me.” I also think that people need to look at some people.  It’s really kind of popular now for people to talk about ‘there’s no competition in the marketplace.’ I don’t know who started that, but I disagree. There are a lot of people that will, in most cases, offer what you offer. 
Kym Yancey:And, I learned a very insightful lesson there, too. When I was on Capitol records. I remembered when we got our gold album at Capitol records and the whole band was up there and the President of Capitol records was taking pictures with us. And he said to me, specifically, “Kym, I want you to never forget. Every year there are a thousand new. I love your songs that hit the market. They got a different beat. They’ll be a different melody,’ but somewhere in that song, somebody is saying, “I love you,” and he said, ‘No matter how big the love you song of today is, the world wants a new love you song always.” And, it was like phenomenal because the message here is, it doesn’t matter if someone does what you do. 
Kym Yancey:The world wants new. We’re always looking for new. We’re always looking for a new spin on it, a new way to do it, a new energy, a new personality. It’s the whole thing. When you’re looking for a house, and you got a theater estate agent, it doesn’t excite you, it doesn’t seem enthusiastic for you. You switched to someone else who’s a real estate agent. My point of the matter is, no matter what your idea, no matter what your strategy is, don’t be intimidated by someone else who might be singing your song. The world wants a new one, and you can sing the same song, but sing it differently and sing it better and sing it with a different beat and really come out of here. 
Kym Yancey:But, that really helped me. Think about professional sports for a second. All of those athletes have coaches and the coaches are of course correcting them every moment of every practice, every day, and as entrepreneurs, we don’t have anybody doing that for us. No one is, of course, correcting you as you go. You’ve got to inquire, you’ve got to look at other things. It’s important to look at your website. What does it look like? Someone’s going to make it. Make a decision and have an opinion about you very quickly when they go to your website, or they look at your social media, or they see how you’re communicating, the tone that you have in the marketplace. It’s such an incredibly different world we live in because there are so many touch points.
Kym Yancey:And so, I think it’s easy to feel alone. It’s easy to get overwhelmed and to constantly question yourself. That’s why it’s important to, I really do believe this, to get out to network. Another tip that I can give you that will help you is, when someone turns you down for a job, I had a client, this happened to be a pharmaceutical company, in fact, it was Pfizer. I’ll just tell you it was Pfizer. This was years ago, and they were launching a new product. I gave them a proposal for advertising, and the person turned me down. I gave them the proposal, and they turned down from us, and they said, “Thanks but no. Thanks.” Now, that’s an easy thing. If this is what most people do, most people just say dig on it. 
Kym Yancey: I didn’t get the job. What I did was, I called the person back. I didn’t get them on the phone, but I got their voicemail. And, I said to her, the woman’s name was Kelly, and said, “Hey, Kelly, this is Kym. Listen, I’m giving you a buzz. I’m really calling you to ask you for, if you wouldn’t mind, just give me a little help. You’ve already told me that my proposal that you guys are passing on the proposal is better. So, I’m not calling about that. What I am calling about is if you would be so gracious to assist, just to tell me what I did wrong, that’s it. I just want to know going into this how I could have, what I should have done, what I should have considered when putting together this proposal to make this work. So, I’m just asking you to give me some feedback. It would help me in my personal development and my personal growth, then I’d be deeply appreciative.” She called me back, and she said, “Kym, it was just over our budget by $15,000,’ whatever I was offering, she said, ‘if it was just $15,000 less, if you could trim some things off, we go with that.” 
Kym Yancey:And so, I made a few little adjustments and sold it to them for $15,000 less and got the deal. The key was that, I was very authentic when I was saying this to her. I just really want to know where I had gone wrong. Let me tell you another one and people aren’t telling you this. There was another time. I was going after a credit union, take care of their advertising. And, I was going to get several other agencies. We put a lot of time into the plan, presented the plan, and the woman in charge of that came back and let me know that they decided not to go with me. “They loved your plan, Kym, but they decided not to go with you.” I said, “Why?” She said, “Your plan was inside an office Depot, little three rings stick thing where it’s got three punch holes. You had it in there with a little sticker on the outside. And that was your plan. Your competitor had a suede binder, beautiful. Their logo was in Boston. Graved inside the binder. They put it inside a with tissue paper and closed it and gave it to us. They beat you before they even read your proposal and your proposal was better, but they killed you in their presentation in what they presented to the market.” But, that was the last time that happened. The point of the matter is, we get rejection, we get turned down, this stuff happens and it’s so important to understand why, what you’re up against, why someone chose this person over you, as opposed to thinking, it’s something else. 
Susanne Mariga:Wow.  I love that as courageous conversation. Being bold enough and having enough courage to ask, “how could I have been better? How could I have met your needs so that I was selected?” That is incredible because a lot of us, we walk away, and we have this head trash when we don’t get selected like they didn’t like me. I was the wrong color. I wasn’t in their right friends club. And, you’re right, it’s just having that key to your success was just having the courage to take that next step, to say, “what could I have done?” And asking that person, “what could I have done to have won your business?” I could probably tell you, 99% of us out there would never do that. 
Kym Yancey:Yes. Listen. I would have never thought, when I got out of high school, that we would have the racial strife that we go through in our world today. It was beyond my comprehension. I remember thinking, “boy, one day in the future, will we won’t be going through this? How naive was I?” I remembered I was 16, and I was working in, like, they call it a five and dime. It was just like a big CVS. It wasn’t a CVS because this was when I was 16 and my manager was black. Great guy. Mr. Hunt was his name. I loved him. And, he really liked me. And one day he said to me, “Kym, what do you want to do with your life?” And I said, “Well, Mr. Hunt, I want to get into acting.” 
Kym Yancey:Mr. Hunt looked at me, he said, “You? An actor? Kym, actors are either black skin, or white skin. You’re a light complected, black man. They won’t know what you are. It’ll never work.” But today are light complected people, all kind of mixed race people. But, the point of the matter is, you see how easy a judgment is. He said to me, “What a light-skinned black people to use on TV?” I couldn’t think of anybody that looked like me. That’s why it’s so important to representation. You see, people look like you and all that. I mean, that’s all part of it that makes it, which brings a lot of extra sensitivity to me. 
Kym Yancey:Because I really pay attention to that. Most people don’t understand that most people of color when they go into a room, if they’re the only person of color in that room, guess what, they know it. They’re aware they’re the only person of color in this room, and these are all scripts. These are all things that are part of our life experience and how we show up for things and how we experience things. And, I also think that we are extraordinarily resilient, too. Once you get a hold of just those right group of mentors and eWomen network, we also refer to them as Fem Tours as the YZ unique ways in which women mentor each other, we call them “Fem Tours.” 
Susanne Mariga:I love that. That is unique. So, Kym, I imagine this, too, you had an enormous amount of courage to go into rooms where you felt that you probably weren’t going to get selected like the auto dealership, to have courage to even ask for feedback when you bid on a proposal and didn’t quite get it. And obviously, you were never rejected because of the color of your skin, which is wonderful that you have that. Tell me about now, a lot of us entrepreneurs out there and that are coming up, a lot of us, we grew up with the stories in the neighborhood. We grew up in the stories that our parents told us, their parents told us, and how do you overcome those things that are in your head to step out of yourself to go into the room when, like you said, nobody looks like you?
Kym Yancey:Well, you get comfortable with the uncomfortable. You have to put yourself in situations where you’re not going to be comfortable. You’re just not everything. It can’t be just a comfort thing. And so, I think, for me, it is reading a lot. I went through a period where I was at a personal development junkie and that meant every time I was in my car, I was listening to something that improved me, that helped me. For example, Dr. Nathaniel Brandon, he is an expert in the area of self-esteem. It’s huge. And you don’t hear people talk about it very much, but, he taught me something that I use. And that was that most people recycle other people’s thinking now, think about that for a second, as you think about what you talk about and all of that is that you, without even realizing that your parents, you’re recycling, they’re thinking different friends, depending on what they’re going through. 
Kym Yancey:They’re talking to you, you’re recycling that, it’s going through your mind, it’s going through your brain. And so, it’s really easy to recycle the thoughts of other people, as opposed to your own unique thoughts, which is one of the reasons why I’m a music person, but which is one of the reasons why I also very often, when I’m in my car, different opportunities, I have nothing on. And I’m just thinking, just giving yourself the gift of just thinking about what you’re feeling and what’s happening there. But, I spent a lot of time working on what I call them “my craft” in terms of what I do and getting advice and hearing other experts in areas where I’m weak to get stronger. Listen.  Self-doubt, that stuff really creeps in, and there’s a difference in being confident and being pompous, as long as you’re always willing to learn, you’re always willing to engage in and participate in and just step back. 
Kym Yancey:One of the things that I do is, okay, this is an interview, so I’m talking a lot. This thing was different. You’d be hearing very little from me, and you’re doing a phenomenal job because I’d be interviewing you. Well, I take the interviewing approach with everybody I meet for the most part when I’m meeting people, and they ask me about me or, I’ll tell them, “Hey, I’m Kym Yancey. I’m the co-founder of eWomen network,’ and then, I quickly get to a tip, ‘but tell me about you. I really like to find out about other people.” I’m just inquisitive that way. The goal is, I can tell you that probably most people who go to a networking event are so focused on making sure they get the news out about themselves, that when they leave, and you ask them, “who did you meet? Tell me about them.”
Kym Yancey:They couldn’t tell you, even if you meet them at a table, and you’re doing some, what I call a “networking rally,” everybody’s introducing themselves. If you point to somebody and say, “Did you hear that introduction between her and her? What can you tell me about her?” And people say, “Oh my God, I forgot.” Well, it’s because they didn’t tune in. They were so busy thinking about what they were going to say next. So, let me just summarize it by saying this, there’s so many unbelievable podcasters out right now. Whenever possible, use your time to elevate your knowledge, especially if you’re an entrepreneur, especially if you’re looking to grow your business, hear those stories, the stories of failure, just as important as the stories of success. You learn from both, and it gives you a tremendous insight. 
Susanne Mariga:Definitely! You’re right. “Either win or learn” as John Maxwell’s team says. Now, I’m going to take the other side because there’s another side and statistics tells us, with income disparity, between minorities versus non-minorities, that racism does exist in America. There are times that we are going to be turned down because someone else was selected or maybe not acknowledged in the room because maybe unintentionally they flocked to someone that looked more like them. How do you deal with that when that happens, let’s say in a networking environment and being able to grow outside our own boxes, in our own rooms? How do we tackle when racism happens? And then, we are the victim on the other side, or how do we deal with that? 
Kym Yancey:Well, it’s an interesting thing because people are looking at me right now because I’m like skin and the gray hair, you have to think about with the Afro and maybe a goatee in terms of my look, and I’m sure I lost jobs because I was black. I’m sure in the scheme of things, stuff like that happen, but I’m also a light-skinned black person. So, I have a different experience on top of that. Let me tell you. You don’t want to spend any time in the things that you’re passed over for. Where you want to spend time is in your positivity and in your uniqueness, and bring your enthusiasm to the opportunity. 
Kym Yancey:I’m just telling you, it’s more important that my wife has a term and I really liked this, and she calls it “Showtime.” My wife is Spanish, she’s a Latina. When we have to go on stage or something like that, she’ll look at me and I look at her, and she’ll say, “It’s Showtime.” And, that’s our word for amp it up, bring the personality, bring the enthusiasm, bring it. And the best you can do is, just to be yourself and smile. I ain’t miss telling you, you don’t hear a lot of conversations about that, but smile, bring the smile to the table, bring enthusiasm, do your homework, make sure you got it, but it wasn’t. This is aside from the negative, the stories stuff going on with police violence, which is horrific, which is horrible. 
Kym Yancey:I want you to know there’s a lot of positive opportunity out here, too. There’s  a ton of it. And so, it’s easy to get caught up into that negative energy, that negative vibe. I’m not talking about put on rose colored glasses. I’m not saying that at all. I’m saying that it’s Showtime for you, and it’s your moment. And you get to decide what comes across in that moment. You get to make it what you want it to be and step into your uniqueness and who you are and what you’re about. There are times when you’re feeling like, “They might think my hair is too wild,’ you might be thinking that they’re thinking, ‘what a unique hairstyle she’s got.” It’s just such a different time now. 
Kym Yancey:And, I think diversity is important to me. It’s always been an important part of my life because of what it brings to the table, in terms of the learning and all of that. So, I’m just going to tell you, most of us, and I don’t know if you’ve heard this for, you either got kind of a positive part of your personality or a negative, like you look on a positive or negative bias. All of us are born with either positive or negative bias. You lean one way or the other. It’s in your DNA. And then, another 20% – 30% of that is the environment that you live in. So, you get about 20% of that. You really get to control. You really get to take over the top. It makes a difference. 
Susanne Mariga: I love that. It’s showtime. Guys, it’s showtime. Lean on your positive side on your bias, and focus on the things you can change. I love that. That is incredible advice. Thank you, Kym, on that one. Now, as we wind down, and you’ve given us incredible insights and incredible direction of really how to propel our business forward, to enter into rooms that we’ve never entered in before, Kym, if there’s some advice that you would leave, and it can be over business, it can be personal, it can be anything. What would that advice be that you would leave to the next rising MBE? 
Kym Yancey:For me, what I think is really powerful is this whole movement around mindfulness. You don’t have to be in a rush to respond first. You can, especially with this pandemic, you hear about people with all of a sudden, I mean it’s easy for depression to kick in. It’s easy for frustration, and it’s all those kinds of things. But, I’m going to tell you my advice. You’ll never be accused of being too kind behind. It’s so important. Stephen Covey, with his book ‘The Seven Habits of Highly Effective People.’ This book has been out for a while and if you’ve not read it, it’s one of the best books of all time. But this one, that whole thing of, seek first to understand before being understood. You don’t have to be first. 
Kym Yancey:Make sure you understand what the other person is coming from. Everybody has beliefs, but back it down. If you feel yourself getting anxious, you feel yourself, like I’m on the verge of snapping, or you want to bark at somebody or your spouse or significant other, whatever the case may be, just take that breath, pull it back. Bringing consciousness to your thoughts is so critical because people pick up on it. The thing that I’ve also learned is through this with zoom and everything else that we’re doing, that dimension of what happens to humans when we’re together, there’s so much vibe attached to this. I know people that have talked over the phone and, they have not gone out before together. 
Kym Yancey: They’re in a dating situation that talked over the phone, and they’ve not seen each other, but it was just all through a voice conversation, and they really connected and bonded. And then, they met in person and knew instantaneously. They weren’t right for each other, that human bias, just that unspoken thing that happens while it’s happening all the time, there are those of you that are watching this don’t like me already, and you haven’t met me yet. The point that I’m making, though, is that, just be more self compassionate with yourself, don’t beat yourself up, don’t tear yourself down. There’s enough forces out there that will do that for you for free. All you can do is do the best you can do with what you’ve got at the moment at that time. 
Kym Yancey:But the knowledge and insight that you have in that moment, at that time, and then don’t be so quick to respond. If you have a hot trigger where all of a sudden you get upset or something, the next thing you want is to back it down. That should be the sign. I got a hot trigger. I feel like saying something angry. I feel like snapping at somebody, that’s your sign to back it down. That’s it. That’s how you know it. These things make a huge difference, and they’re going to make a huge difference in how you feel and how you approach your business and your interactions with people, and people pick up on it. 
Susanne Mariga:Definitely! That mindfulness can control the reaction that you are proud of or the reaction that you regret for a lifetime. So, definitely important to be mindful before you do anything and react. So, thank you. That is wonderful advice. And this has been an incredible time. Kym, you’ve shared so much. You are a legend, so thank you so much for doing this and really sharing your wisdom with our audience. How can our audience contact you? How would they go about to contact you to reach you, to learn more, to work with you? How would they find you? 
Kym Yancey:First of all, it’s ewomennetwork.com. So, right there is all the contact information. My email is kym@ewomennetwork.com.  
Susanne Mariga:I love that. Thank you. So, Profit First Entrepreneurs, you can reach kym@ewomennetwork.com. Thank you, Kym so much for doing this today with us. 
Kym Yancey:You got it. It’s a pleasure. Thank you. 
Susanne Mariga:I want you to have your most profitable year ever. Yes, no matter what’s going on in the economy, no matter what’s going on in the world, you can have your best year ever. And, I want to show you how. Join me in our private Facebook group, where I will be hosting our Free, Yes, I said FREE Profit First Masterclass on Facebook. Please join the Profit First Master Class with Susanne Mariga. I look forward to seeing you there and watching you have your best year ever.

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