Episode 41 - "Raised in Marketing" feat. Tori Humphreys of Cumberland Marketing

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good morning good

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morning good afternoon wherever you find

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yourself in life all you fethers and

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framers hopefully a faither I don't care

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if you're a framer or not hopefully

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you're a faither if not like to talk to

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you would love to talk to you got some

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good uh good news for you how you

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feeling this morning

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Captain hungry after uh this long day

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yeah hungry very hungry very nice very

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nice uh we are in Kingsport M at

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Cumberland marketing yes and we actually

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have Cumberland marketing royalty

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royalty we have Tory humph very nice VP

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of operations hello thanks for coming on

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absolutely love being introduced as

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royalty that not happen air to the

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throne I mean I mean I just it's it's

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it's I've learned it's a family business

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yeah it's just it made sense that's just

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what rolled off the tongue yeah I'm

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happy to be here and thank you guys for

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the space absolutely thank you for the

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space office here and they have lamps

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and they have lamps we're big fans of

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lamps we love lamps like brick I was

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wondering what your um perception was

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going to be of our studio cuz I'm sure

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you've been in a lot but it's like we

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don't use it as much as we you would

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think most don't most don't it's it's

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easier to just go on location yes it's

1:18

easier to go on location CU that's where

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the client is uh no

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studios Blank Space you know that's

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really that's really what you need so

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that you can use it for your need I

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think 90% of Studios nowadays are used

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for head shots for corporate head shots

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pretty much that's about the only time

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we're in here yeah and we like it we

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like being on the field I like on

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location but we do appreciate the

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beautiful lamps that you guys have here

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absolutely absolutely so j meeting

1:45

taters get us to the meet and ters this

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morning so we introduced you I

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introduced you as royalty but I would

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like for you to let our audience know

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who you are and uh kind of how you got

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into marketing and then more

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specifically

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how Cumberland marketing came to be sure

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okay so um I actually when I say I grew

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up in the business I literally mean I

2:09

grew up in the business um from a very

2:12

young age cuz my dad I I guess I should

2:15

start there my dad founded the business

2:18

in 1987 very cool and so um at that

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point in time he was selling promotional

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products that was his bread and butter

2:27

so like Koozies and anything you can put

2:29

your logo red there you go that's where

2:31

he started take me back to the Koozie

2:33

days well we still we still sold

2:37

Koozies we have we have a whole uh

2:40

Department that is still promotional

2:41

products I man to purchase that's pretty

2:44

fun t-shirts Koozies hats yes and then

2:46

there's been some just crazy things that

2:48

people have wanted to put their logo on

2:50

like underwear what might as well I

2:53

don't think that's good marketing is it

2:55

well how many app I don't know but you

2:58

can put a logo on anything um there's a

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lifestyle for everybody yes so when I

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say I grew up in it I just mean like he

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would come home and I would get to hear

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him tell about what was going on um you

3:11

know problem solve like talking to my

3:13

mom about things like I just got to hear

3:15

it firstand and I was always just

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fascinated by it um I would spend a lot

3:19

of time I had a huge imagination okay um

3:23

I would go to my room and play like I

3:25

either owned a business or um I would be

3:28

a teacher or I I had doesn't matter what

3:30

I was doing I just wanted to like help

3:32

solve problems and um I would sign fake

3:35

checks like okay it was just like I knew

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I wanted to be in the business world

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like just from a very young age that's

3:41

wild yes um so

3:44

then promotional products so one thing

3:47

that always comes along with that is

3:48

people are sending you their logo yeah

3:50

and you start to realize H that could

3:52

use a little bit of work or or they say

3:55

I have a logo but I really need a whole

3:57

brand and so the business kind of natur

4:00

evolv he progress um and so he started

4:02

realizing you know I needed designer and

4:05

then and things just kind of you know

4:08

evolved from there yeah um I started

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working in high school I would go to our

4:15

gift shop which so Eastman okay

4:19

contracts us to run their Store gift

4:21

shop okay super random there's a store

4:24

in the um toy F ra employee Center

4:27

there's like a physical gift shop for

4:29

Eastman for Eastman that we man buy all

4:32

kind of Eastman gear yeah so if they

4:34

have new hires like they can go in and

4:35

get all their you know all the things

4:37

with the Lo the brand I got you before

4:39

the brand listen we're East tenness I

4:41

have never known that Eastman had a gift

4:43

shop they do have a physical gift shop

4:45

for the brand I like it um but one of my

4:48

first like dreams as a

4:52

young teen I guess I was like I just

4:54

want to work the cash register I just

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really want to work the cash register

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well I mean that's what you've done in

4:58

your in your time exactly I yes I had

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the fake cash register I just wanted to

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use the real cash register so my senior

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year U last half of that year I got to

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go I left school early to go to the gift

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shop and work um kind of like a

5:13

work-based learning program got to

5:15

realize that dream of actually using the

5:18

cash register which was so fun and

5:20

customer service customer service um I

5:24

just loved making like it was you know

5:27

stocking the back room like it was

5:29

little things but I just loved any type

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of problem solving that went into that

5:34

um I also as a kid really enjoyed well I

5:38

already said problem solving was my

5:41

thing I made up a fake business okay I

5:45

called myself the number one solutionist

5:47

oh what a title like that and anybody

5:50

who would come in my off in my office

5:53

yeah yeah um and tell me their problems

5:54

I just wanted to like help them solve it

5:57

so so while most little girls were

5:59

playing with Barbie dream buses you were

6:02

playing with the dad burn Barbie

6:03

Business Bureau you know what I was I

6:06

was but then I was also playing you know

6:09

house and those things on the side so it

6:11

kind of was like but you wereing real

6:13

things doing the real thing too that's

6:15

awesome yeah is that on your Placer

6:16

number one solutionist no oh no um but

6:21

anyway started there um and got to just

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see that whole side of things that's

6:25

where I got introduced to promotional

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products like from a sales standpoint

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too okay um um and

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then a spot opened up for accounts

6:35

payable and receivable okay and so I

6:37

actually got to start doing that which

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was great cuz from a foundational

6:41

standpoint if you're going to be heavily

6:43

involved in a business like it's so

6:45

great to know every little

6:47

yeset um so I kind of worked into

6:51

that I loved that that was a lot of just

6:53

like checking boxes which my brain I'd

6:57

just do well if I have a bunch of boxes

6:58

to check your systems

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oriented much I got you um but then also

7:04

started doing promotional product sales

7:07

like being the actual rep talking to the

7:09

clients and then moved on to marketing

7:12

stuff Nick got involved with the video

7:14

aspect he came on um cuz we used to make

7:17

videos as kids too okay we have a whole

7:20

um remake of hot rod I don't know if

7:22

you've ever

7:23

seenot wow is this is this is this

7:26

publicly consumable via web um

7:30

but we have it on I I think me or him

7:32

could probably find it on our phon very

7:35

low quality that needs to go

7:37

live it was stuff like that we used to

7:39

make fake commercials yeah um so it was

7:42

just like from a young age we just both

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had this you were immersed in it this is

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ingrained in your guys' DNA I can tell

7:48

that that's awesome so it's really it

7:50

has never been about marketing

7:52

necessarily for me as much as it is just

7:54

the problem solving and like I don't

7:57

know it's just fun this reminds me of a

7:59

of the meme Mom this is not a phase it's

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a lifestyle okay that's them that's them

8:05

when it comes to this this marketing

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thing wow that's crazy I I guess if you

8:09

could oversimplify marketing I mean it

8:12

is it is solving a problem yep which I

8:16

mean probably a lot of jobs are but yeah

8:19

this one is just the one that stuck and

8:21

is fun yeah well marketing is the

8:23

spearhead though for for any solution

8:25

like you have to let people know that

8:28

you that you are the solution

8:33

that what Mar you and a lot of that is

8:37

uh followed beside your Salesforce yes

8:40

um marketing and sales go hand in hand

8:42

um those are the spearheads when it

8:43

comes to getting the word out there for

8:45

things so what what is cumberland's

8:48

Mission and how are you guys how do you

8:52

guys serve the

8:53

community well it is funny that you ask

8:56

because this has been over the last six

8:58

or eight months kind of in

9:00

evolving like it changes but your your

9:03

business should change and how you serve

9:05

people should change and you should pay

9:07

attention to patterns that you see and

9:09

all those things so we've kind of really

9:10

been just paying attention to that for

9:12

for our own company because we do a lot

9:14

of that for other people but it's like

9:16

marketing yourself is sometimes the

9:19

hardest um but what we've come to

9:21

realize is just that we truly best serve

9:25

those who are serving others yeah okay

9:27

and and I don't really mean that from

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like

9:29

a lot of people think oh so nonprofits

9:32

it it's really not not just nonprofits

9:34

it's when we sit down in a room with

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people who are sharing with us here's

9:39

here's our Dream here's our vision and

9:42

they are speaking from a place of like

9:45

we love this and we're doing this for

9:47

this reason and it's usually serving

9:49

others oh man like we can just get fully

9:53

on board with that and we can serve them

9:56

I know your people yes you you know who

9:59

you're targeting yeah cuz we've had I

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mean we've really we've tried to

10:04

pinpoint like the ones that we've done

10:05

the best work for um those things it

10:08

really comes back to what was their

10:10

posture in serving their clients and the

10:12

ones whose posture was service you can

10:16

kind of align with them at that point

10:17

yes it's like ah I see it you know I can

10:20

help yep so that's awesome okay okay um

10:25

what would you

10:27

say what would you say would be a perk

10:31

to a business working with a local

10:34

agency how much does how much do you

10:36

think that I think I think it's I

10:37

personally think it's a huge perk I

10:38

would love to hear your perspective I

10:40

think it's a huge perk as well um

10:43

looking back at some of my favorite

10:46

client projects they were ones where I

10:48

was actually a client of theirs at some

10:51

point in time there you go or you know a

10:53

you're in the trenches with them at that

10:54

point yes so you just you kind of can

10:56

already I love when I'm able to put

10:57

myself in their shoes and like think of

11:00

problems before they've even like voiced

11:01

it right so you know that typically only

11:04

happens with locals so yeah I think

11:07

that's hugely important and I I love

11:11

that we're able to serve so many locally

11:13

oh yeah I would agree with that for

11:15

sure what would you

11:18

say is your favorite and I think I think

11:20

I already know the answers I think

11:21

you've already answered it but what

11:23

would you say is your favorite thing

11:25

about marketing as a as a as a service

11:29

as

11:30

industry my favorite thing about

11:33

Marketing in general definitely was is

11:36

the problem solving it's just it's just

11:38

the nature of it and um and I think with

11:41

problem solving

11:42

comes uh when people trust you like it's

11:46

one thing to solve a problem but it's

11:47

another when you know these it's

11:49

people's livelihoods it's their it's

11:51

their heart soul Vision yep it's what

11:53

they want to do forever and when you get

11:55

to play a part in that the problem

11:57

solving and they trust you it's it's

11:59

magic yeah yeah okay okay I applaud you

12:02

guys for that we uh I I think now now

12:06

more so than any time uh in our country

12:09

and our economy especially like we look

12:12

at small business owners who are every

12:15

day trying to make it they're they're

12:18

trying to uh make sure that their

12:20

business does not fail and for us to be

12:22

a small piece of that I I don't take

12:23

that lightly I know you guys don't

12:25

either but it's always cool when you can

12:27

see those small businesses on the other

12:29

side of that equation point back to you

12:32

and say this you know this actually did

12:34

help us it I know whenever that happens

12:36

for us it's it's such a wonderful

12:39

feeling knowing that we help the next

12:41

guy down the road yeah um I know you

12:43

guys are the same way in the way that

12:45

you operate very fulfilling at that

12:47

point yes I don't know everybody wants

12:49

to do I feel like everybody wants to do

12:51

work that

12:53

matters

12:55

and the only way you can continually do

12:58

that and and what we do is is to listen

13:01

to their yeah situation figure out how

13:05

they solve a problem and you get I mean

13:07

you immerse yourself in it yeah um and

13:09

at that point if you help them help more

13:12

people I don't know it's just typically

13:15

very fulfilling well ultimately you're

13:16

able to make them the hero yes I think

13:18

that's the point and I think we

13:19

mentioned this with uh with Ryan a

13:22

couple episodes ago is whenever you're

13:24

able to make the client the hero and and

13:27

more specifically when you're able to

13:28

make the audience audience the hero I

13:30

think at that point in time that's when

13:32

you separate yourself uh from I'll even

13:35

say people who aren't local who can't go

13:37

get in the trenches uh with with small

13:40

businesses or with their client like you

13:42

are able to truly make them the hero I

13:44

think that's the big difference maker in

13:46

between um what you guys are doing

13:49

versus what Joe Schmo marketing is doing

13:53

uh that's not from

13:55

here what would you say are some of the

13:59

challenges

14:01

in

14:03

balancing life uh business Faith cuz I

14:09

actually uh I discovered you with it was

14:14

a it was an excerpt from one of your all

14:15

podcast episodes Link in description

14:17

below and I believe the short uh that

14:20

I'm referencing you said something to

14:21

the effect of you either believe God's

14:24

for you or not so I would like to hear

14:28

because it's hard I think it's I think

14:29

it's hard um to to find that balance of

14:34

but I would like to get your uh

14:35

perspective there yeah from Tori what

14:36

does that

14:37

mean oh my gosh that one's uh loaded

14:41

because I have to I have to repeat that

14:43

phrase back to myself daily hourly you

14:47

know sometimes every yes minutely um and

14:51

I think I mean I can give you guys a

14:54

little bit of just backstory to that um

14:59

end of last year was really we went

15:01

through a rough time as a company and

15:03

just like just facing a lot of things

15:06

and then uh had to kind of do some

15:08

internal like soul searching right and

15:11

and it really all comes back to that to

15:13

that question is like do you believe

15:15

God's for you or do you not yeah and um

15:19

it's been a process but I will I before

15:22

you guys leave I want to give you a copy

15:25

of the book that that I read that just

15:28

changed my life it's called living

15:29

fearlessly by Jamie winchip and he has

15:32

this book you have yes wait you've read

15:34

it no I've heard of it okay it's amazing

15:36

I think I've read it like three times

15:38

now and I don't read that much but it's

15:40

so good me encouragement because I'm not

15:42

a big reader either give read and I

15:43

think you could probably listen to it

15:44

too but okay I like the audio books um

15:47

and he's got some incredible podcasts

15:49

out too but um just the whole idea of

15:52

choosing to live life fearlessly and

15:55

that's so cliche like how many times

15:57

have we heard that but from specific guy

16:00

who wrote the book um to know his life

16:03

story and the things that he's faced he

16:05

was actually in positions that he could

16:08

have been killed and like there's just

16:09

tons of stuff to it but um the moral of

16:12

the story is like we all have the

16:14

ability to live life without fear okay

16:18

um and that's you know through our faith

16:20

yeah yeah um but part of that is you

16:23

have to believe that God's for you you

16:25

know so as a as a company just trying to

16:28

even make that shift of how we operate

16:30

and it's little things um and it's just

16:34

looking at every conversation under that

16:36

lens and and really trying to figure out

16:38

like what am I afraid of in this

16:40

specific situation or this okay um this

16:43

project really like challenging

16:45

ourselves on that like what are we

16:47

afraid of and how could we best serve

16:49

this client are we going to we're going

16:50

to have to get a little Fearless in this

16:52

yeah um so practically what does that

16:54

look like because I know me and me and

16:56

Jared are big proponents of this and I'm

16:58

this way and General but and it's it's

17:00

especially true like here in the Bible

17:02

Belt where we live but we hear those

17:03

phrases like you know you've got to live

17:05

fearlessly or like I love the Little

17:06

Women at church are like oh baby just

17:08

turn it over to Jesus it's like they say

17:10

that and it's like what does that mean

17:11

so like practically when it comes to

17:14

looking inside and and challenging

17:16

yourselves or when it comes to

17:17

approaching a client project like that

17:20

practically what does that look like

17:23

practically for me that

17:25

is

17:27

allowing I literally picture Jesus being

17:30

like with me just with me um because I

17:35

the Temptation is to be like oh he's

17:37

just you know yeah yeah he's far away

17:40

and oh and if I haven't done my devotion

17:41

this morning he's real far away and like

17:44

just those laws that he's that you have

17:46

to um just work so hard to to have a

17:50

relationship with him and and the truth

17:52

is he's just he's just with you yeah

17:54

he's actually wanting he wants he wants

17:56

that relationship like he he wants that

17:59

that's why we were created right so I

18:01

mean practically that looks like before

18:03

a meeting if I'm nervous I'm just I'm

18:06

being still for a moment and just

18:08

reminding myself like God is with me and

18:11

and if this meeting doesn't go well and

18:12

it doesn't work out and they don't say

18:14

yes it's still okay he's still with me

18:17

in fact he could have been protecting me

18:19

so it's just the mindset of him being

18:23

with us yeah so there's a there's a

18:25

lyric in a in

18:27

a in a song it's all my life you have

18:30

been faithful M all my life you have

18:32

been so so good y I'm not going to sing

18:35

it for you right now but I'm sure you

18:36

don't want to break out on song I

18:37

thought about it I do like sing um

18:42

but that can be a hard thing

18:47

to believe in certain moments especially

18:50

in those tough times when things are

18:53

like I don't know I always think of like

18:55

job yeah um job had every reason

18:59

to well to curse God and die yeah people

19:02

told him to but it's like no he he like

19:08

I don't know the the encouragement from

19:09

job

19:10

story ultimately what I'm trying to say

19:12

is it it can be tough to realize and

19:16

understand and remind yourself that he

19:19

is for you he is good even though right

19:24

now here on Earth your circumstances may

19:27

not feel good M may feel uncomfortable

19:31

XYZ

19:32

reason no he's still yeah he's still

19:35

good well that's on the personal side

19:37

and the business side I mean I think one

19:38

thing that and you you mentioned at

19:41

Toria a good point is like there's

19:42

sometimes where things don't go our way

19:44

and it was a a source of protection even

19:47

um because his understanding is outside

19:49

of ours his his reasoning is outside of

19:52

ours and we're not supposed to

19:54

understand everything right then and

19:55

there when things don't go away and

19:57

that's as simple as me driving the

19:58

interstate and I get behind a slow car

20:00

and my wife tells me hey this this might

20:02

be helping us because we're in the car

20:04

with you um not getting wreck and die

20:07

today so like you know just chill yeah

20:09

uh he may be looking over us today

20:11

that's it's personal life and business

20:13

you asked how does this practically play

20:15

out too and there's two questions that

20:17

um I feel like I've been asking a ton

20:20

yeah and and we all have as just an

20:24

organization um and these are direct

20:25

questions to God what do you want me to

20:27

know yep yeah and what you want me to do

20:29

yeah and when you ask those questions

20:32

allowing yourself the time to hear yeah

20:34

and listen to God which is something

20:36

that's been um just it's

20:39

completely changed my life and opened my

20:42

mind um you know I grew up in church

20:45

grew up all all of those things but it

20:48

it hasn't been until the

20:50

last year I would say that I've really

20:53

leaned into hearing God and and when you

20:56

are asking him these questions he wants

20:58

to answer you and so you know he's not

21:01

the author of Confusion And we OPP we

21:05

just haven't taken the time to ask him

21:07

and then listen yeah you got to be still

21:08

you've got to you've got

21:10

to give the opportunity to the answer is

21:13

not in the wind it's in the still Small

21:16

Voice yeah Elijah yeah and then it's

21:20

paying attention to the things that are

21:21

happening around us when we're when we

21:23

are specifically asking that question

21:25

practically what this looked like

21:27

recently for us was um with a specific

21:30

new hire like we didn't feel in our gut

21:34

that we had the person right yeah and

21:37

then just from the interviews we'd went

21:39

through and and that sort of thing and

21:41

so you know just sitting in a place of

21:42

God I'm just going to sit in the the

21:45

discomfort the not knowing the we got to

21:47

hurry and figure this out I'm just going

21:49

to sit in it and he's going to show up

21:51

yep and he always does I love that every

21:53

time every time agreed that can be real

21:56

I'm telling you that can be really tough

21:57

though yeah mhm but one thing too that

22:00

we always like to try to do is uh you

22:05

know he he has us to do one thing as he

22:07

left uh go and make

22:09

disciples um and you're like well okay I

22:13

run a video camera what what C no you

22:18

know our pastor calls it lifestyle

22:20

Ministries right lifestyle evangelism

22:22

you're your your job is

22:25

to be different I'm talking different in

22:29

the Drive-Thru line I'm talking

22:31

different at the restaurant in business

22:33

your reactions yeah are a witness of

22:37

something yeah um what would you say

22:41

because it can be tough in business uh

22:43

to always to point back to to to be

22:47

Christlike uh what would you say

22:51

uh has helped you strike that

22:55

balance

22:57

that's alling because there is such a

23:00

fine line oh yeah and you don't want to

23:02

be the person who's like pushing your

23:05

your faith or whatever so I think

23:08

it's when it's organic and when it's

23:10

just a part of who you are to me that's

23:12

the only way that it works yeah um and

23:15

so like for

23:18

me

23:19

um I'm I'm really good at organizing

23:23

okay I'm a joyful organizer if God was

23:25

going to wake me up out of a dead sleep

23:26

I feel like he would call me his joyful

23:28

or

23:29

nice and um so whether I like let's

23:32

pretend you're my client whether you

23:34

ever know that I love Jesus whether you

23:37

ever hear that come out of my mouth I

23:39

hope you experience a joyful organizer

23:42

because that's what God put inside of me

23:44

and he gift me with that um and so I

23:46

think so many organic conversations can

23:48

come from that when you're just being

23:51

who God has called you to be LIF and a

23:54

lot of times that comes out in what you

23:56

do but it's really more about being yeah

23:59

I love that doing and being I love

24:01

that that's so that's simple right I

24:05

mean we can all do that I think we can

24:07

all do that and and to me honestly

24:09

especially again going back to today's

24:11

times I think that's a

24:13

very good barrier of Entry especially

24:16

for

24:17

non-believers um a lot of people we talk

24:20

about this that will come into church

24:22

and they think that we try to you know

24:24

cram our beliefs down their throat or or

24:26

whatever but whenever you're just living

24:27

and being

24:29

organically who you've been designed to

24:31

be that's a low barrier of Entry I think

24:32

for anyone yeah when it comes to the

24:35

faith well there's this I think lie or

24:37

this misconception that once you're a

24:39

Christian you have to be out like

24:41

evangelizing every moment and got to be

24:44

in the street corners with a microphone

24:45

yeah or people feel the pressure to like

24:48

well I'm a Christian now I should give

24:49

up my job that I love and go do X Y and

24:51

Z because it would be more right like

24:53

that's what Jesus would want me to no

24:55

Jesus didn't tell you to do that like if

24:57

he did okay listen him but also also you

25:00

got Ronda in the cubicle beside you who

25:02

needs to Jesus too yes so just I would

25:05

pay more attention to who he's called

25:07

you to be and less about what he's

25:09

called you to do sorry not specifically

25:11

calling out anyone named Rhonda by the

25:12

way that was just the name that came

25:13

mind yeah I mean but the point is is

25:15

like I mean you may frequent a gas

25:17

station yeah on your way home every day

25:20

you go and you get a Mountain Dew and a

25:21

pack of gum I don't know

25:23

whatever there's a reason right I mean

25:26

that there's someone is going to cross

25:28

pass with you maybe it's the store owner

25:30

maybe it's the person who's behind the

25:31

register like there are

25:33

opportunities and I always think of the

25:35

situations

25:37

where um something bad happens right the

25:40

world's looking at you to react y like

25:42

how are you going to react yep if you

25:43

react the worldly way the negative way

25:46

the way that I want to react and TR hey

25:49

full transparency I do that from time to

25:51

time uh more more than I care to admit

25:53

but like you leave such an impression on

25:55

the people when you're like huh

25:58

I didn't I fully expected them to blow

26:01

up right there and they didn't so like

26:05

that right there it's a

26:07

thought-provoking thing little things

26:08

it's the little things who knows few

26:10

weeks down the road maybe that

26:12

person pulls you aside and they want a

26:14

personal conversation I mean it

26:16

there's no taing what can possibly

26:19

happen I think that transcends personal

26:21

and business life yeah absolutely our

26:24

whole thing is we just want somebody to

26:25

feel served yeah right yes I want at the

26:28

end of whatever our relationship is

26:32

business to client whatever I want you

26:35

to feel served yeah well human human

26:37

even Beyond business for sure yeah I

26:40

love that Miss Tori yes thank you

26:44

absolutely thank you guys for having

26:45

with us today well thank you for letting

26:47

us crash your studio for a bit

26:49

absolutely yall are doing incredible

26:51

work and I love that we're just able to

26:53

sit down and have this conversation

26:55

especially when like if you zoomed out

26:58

and looked at both of our companies and

27:00

what we do you could easily say like

27:03

we're competition or like yeah that

27:05

we're competition with each other on

27:08

certain things but I love

27:11

that you can just get past all that and

27:14

we can be like this is just a

27:16

connection and um at the end of the day

27:19

it's not it's there's just so much more

27:22

to what we do than what we do I've

27:24

always believed I've always believed

27:26

that competition is a race to the bottom

27:28

um that was one thing that I learned

27:30

very early on in business um I'm a big

27:33

proponent and fan of collaboration yes

27:35

um so we do we appreciate you guys

27:36

opening your doors literally letting us

27:39

sit in the studio and talk with you guys

27:41

um that's not taken lightly so we do

27:42

appreciate that taking time on your day

27:43

we appreciate it folks we appreciate

27:45

some other things as well Jared what are

27:47

those things that we appreciate from our

27:48

audience if they've enjoyed this episode

27:50

feedback feedback star and varieties uh

27:54

leave us a rating yes comment review if

27:58

you hated us that's okay too good or bad

28:00

we don't care we'll read them yeah all

28:02

those things we'll read them and here's

28:05

the hard part

28:07

yeah we'll see you guys later catch you

28:10

guys in the next one you never make it

28:11

hard okay peace thanks to thank you