Building Genuine Connections Through Bold Strategies with Jason Zygadlo | RR288

Hi everyone, and welcome to this week's episode

of relationships rule. I have a great guest with me today who I

think I met for 20 minutes and we never stopped talking, so I'm

really excited to have him on the show. Jason zygadlo, did I

say it right. You're

very close. It's actually, it's okay. Z gatlow is

Yep. You were good. You were good. Okay,

okay, Jason, welcome to the show. First of

all, thank

you so much, Janice for having me. It's a

pleasure to be here, and I have to echo what you said. I do feel

like when we spoke the other day for the first time. It was a

great conversation and felt like it, you know, could have went

way longer. I'm happy to be here.

Thank you, and I think that speaks also to the

fact that we're both relationship people. And I think

that always makes it so much easier for me when I know

someone gets me right away. And yours, you know you you were

very passionate about the work that you do, and I'm excited to

share it with with my audience. So just a little background. Can

you give me a little give my audience a little snippet of

where you came from and what you're doing now?

Yeah, it's a good question. So I graduated from

Kent State. I was a first time first generation college

graduate, proud of that, and then wanted to get into sales. I

wasn't exactly sure what. Jumped into pharmaceutical sales, very

tough industry to break into. I have a creative story of how I

did it, of standing in a parking lot and handing my resumes out

and being different and memorable and creative.

It's a great story. It's, don't gloss over

it, because it's part of what made you what you do now. So be

for sure, share it.

Yeah, yeah. So you know, I was it was getting

rejected, applying online, being told I didn't have any

experience. And so I felt like I needed to just mix things up and

do things a little differently. And so I would go to where the

sales reps were, and that was at a doctor's office. Basically

loitered around in the lobby. And this is pre LinkedIn. This

is early 2000 so when the Chevy and Palas and Ford Tauruses were

pulling in, those were the those are the company cars. Typically

at the time, I would approach a gentleman or gal in a suit who

was jumping out of their car and filling their bag up with

samples and pens to go take into the offices and approach them. I

had a shiny folder that I had purchased Janice and made my

resume and printed my own business cards with simply my

name, my email address, my phone number, and would approach

these, these folks, and say, Look, can you help me? I need

help, and I don't have any parents or neighbors or anyone

that's in the medical space, but can you pass this along for me?

And I think some people probably looked at me like I was crazy,

but little did I know, when someone got out of the passenger

seat, it was a sales manager working with their sales rep for

the day, a ride along, common thing. And so you can only

imagine how they saw me, gritty, creative, different, doing the

job and not afraid to cold call, right? And so my resume got into

those hands. I spent some a few years doing that line of work,

pharmaceutical sales. And then I don't want to say I got bored. I

just wanted a greater challenge. I was dropping lunches off and

dropping off samples, and wasn't having the discussions that I

really wanted to. And so similarly, I was labeled as a

pharmaceutical rep. You don't sell anything. You drop off

lunches and bring samples. And I'm like, precisely, this is

kind of why I want to do something different. And so was

constantly being told, No, no, no, no, no. And again, I put my

thinking cap on and thought, how can I be different in a way that

I can capture some attention? And so I had an upcoming

interview, after several interviews that that didn't go

anywhere, and I put the scrubs on, I took the suit off, I drove

out to a local hospital, which was in my area where I sold

pharmaceuticals. And I I'll never forget, I knew these

products that I would potentially be selling were in

the operating room or in the ICU, and I knew I couldn't break

into the operating room, so the next best thing was to figure

out a way to get into the ICU. And I held my breath. I pushed

the button. It said, Do not enter. I walked in, and I hear

all the sun with scrubs on, yes, and so I happened to just see a

physician who was there rounding on his patients in the evening.

This is when I went. I felt like maybe it was a little bit more

sly to go in at night. And he's like, Jason, what the heck you

doing in scrubs? And I said, Doctor, you know, here's the

story. You actually written me a recommendation letter. You know,

I've been looking from new opportunities. Here's the deal.

These products I know are in the OR. In the in the ICU, and can

you show me what they look like? Can you tell me how they work? I

want to come prepared to this, to this interview. And so, you

know, to make a long story short, we sat down. I was taking

notes. Smoke was coming off the paper, and I wanted to document

everything Janice, because in this relationship building, you

know, I talk about you've heard of everybody knows, know like

and trust. So when you're interviewing, you only have a

small window of time to build some trust and likability. So

when I sat down with this hiring manager, I said, before we get

started, can I share a story? He said, absolutely. I pulled the

scrubs out with the receipt to validate what I was about to

say, and then I proceeded to explain to him the story. And I

pulled a business card out from the nurse who had her name on it

and phone number again. And she endorsed the idea that if

someone needed to call and validate the story, by all

means, please do. And so this manager was just like, what you

did what? And so that was how I broke into medical sales. I

ended up getting that job. I spent 20 years roughly, selling

medical devices of all sorts of things. And in 2019 I was

diagnosed with Hodgkin's lymphoma. And so for me, it was

a time to, you know, simply reflect, is this what I want to

continue to do as a career? And I chose to then pivot out of the

cardiothoracic and vascular space into selling oncology

products a smaller company, and then I've always liked the

smaller, privately held companies, and then pivoted,

and, you know, the bigger carrot was dangled in front of me. I

went chasing it to another job, and then it was quickly laid

off. That's kind of the high risk, high reward of medical

devices, especially in the startup world. And so from

there, I just over that 20 years that it was selling medical

devices, I was somehow anointed as the person to come to when

they were job searching because of my approach and being

different and unique and memorable. And so, you know,

with the encouragement of my wife, she was like, why don't

you make this your your career, this is your real passion. I see

how excited you get when you help people. Why not do that?

And so I'm like, Well, I'm just a little old sales guy. I don't

really know and and here I am now started build your own

brand, and that's exactly what I do. Help individuals and

businesses try to be different and memorable when it comes to

prospecting or or whatever it is, and there's a lot of

creative tactics and tools that I use for for businesses and

individuals to do just that. So it's

a great story, and thank you for sharing,

because there are, there aren't that many people that can be or

have that creativity and pull it off and, you know, actually go

through it. I had a friend who sadly passed away a couple of

years ago, and we've known each other since university, and she

was like you, she reminds you. Remind me of her in this in your

brain, because she used to come up with these wacko things that

definitely got people's attention, and she could pull it

off, and she'd spend a lot of time prepping for one of these,

you know, projects that she was doing to to make that happen.

And I hadn't, I haven't come across anybody like like her for

a long time. So that was one of the things that that I noticed

when I first talked to you, and I love the story about the

scrubs and having the guts to do that anyway as well. But being

prepared is really the motto there, being prepared, but doing

it in a different way. So I do know that today it's funny,

because when you were saying when you first did that, and you

got the the validation of the nurse and the doctor, whatever,

and today we just take a photo of them right, holding it, and

we'd have it with us, right, sure. So it's a little easier

today to make that happen, but, but one of the things that you

and I talked about, that I know that you are using to make these

things happen is video, and video is a big thing these days.

It's big on LinkedIn, and I talk about it with video messaging on

LinkedIn and things like that. And I know that you do a lot

with some of your your clients, like job seekers in particular,

on LinkedIn, but with a as business owners and and sales

professionals, they have to stand out too, and we don't all

love video. So tell me how to make it easy and talk me into,

you know, finding ways to make that work for me. Yeah,

it's a great question. So you have to first,

you know, comfort is the enemy of growth, right? So, yes, you

have to practice. You have to turn that camera on and just in,

just practice. And before I launched my first video, I think

it was like paralysis by analysis, right? I'm sitting

there and I'm, I don't want to send a video, because I'm like,

wait a second. I said an um or an uh, and I did, wasn't

looking. Exactly at the camera. And so, you know, at the end of

the day, we're not professional video people, right? And and I

think that's a part of the genuineness and authenticity

that people can see in the videos, is that what you see in

me right now is really who I am, and a good snapshot into my own

personality. So I just encourage anyone to, if they're interested

in using, or thinking about using that type of technology,

to just practice. I sent my wife more videos than I really want

to acknowledge, but it was just to kind of get comfortable and

get the flow down. And finally, you just have to say it's okay.

Maybe I did leave off something, maybe I did have a number and a

but again, I think that's just the way I speak, and that's who

I am, and I don't think there's anything wrong with that. I

think we're hard on ourselves. And I gave a keynote

presentation not that long ago at a university, and there was a

video that I had prepared, and it wasn't my best video, Janice,

but I left it in there intentionally, because after I

played the video, I paused and I said, I want to go back and

watch the video, and I want to tell you all candidly, I almost

took this out, and I shot this same video probably 10 times,

and finally, I just went with this version. And let me just

tell you a couple things. You know, you can see that I didn't

do this or I wanted to say that, and they didn't know that. Yeah,

right, that's the beauty. Yes. And so it's okay to send a video

and and maybe not be perfect. That's, that's what I tell

people. And it's, it's just important to get past that

hurdle. That's

a huge one. And I think that that that is really

great advice. My problem, I, I'll, you know, I always say I

it's, I see the real me on there, especially on my phone.

You know, on Zoom, I can have a little bit of a filter on it,

and I can't find a way to filter it on my phone properly, or I'm

but I have bought a a tripod, a little tripod, which is better,

because holding the phone is the worst for me, and so finding

little things to help along the way, and then doing what you

just said, letting go of it, having to be perfect, and just

realizing, like at the beginning of this episode, I had to

restart the beginning or do it over because I bobbled my words.

But again, even though I did that, I in the real version of

the in the second version of of the introduction, I got your

name wrong, and I thought, oh, but you know what? It's okay. It

is. We

could have started over again, right? But

you just choose to roll with it, and it's as simple, Hey, is it Z

God low? Z God low, yeah, we move on and and that's the

beauty of just being genuine and real and authentic. I think

sometimes when it's too perfect Janice, it almost looks

scripted, and therefore minimizes some of the

authenticity in general. You mean, yeah, great point.

Okay, so tell me about as a business owner or

sales professional, really, or how would I use video to stand

out from the crowd, from Yeah? What do you share, share with

people? How do you teach, yeah? So,

so as a sales professional in the medical

device world is when I learned to start using these videos and,

and I was trying to chase down busy doctors, and had a large

territory, trying to cover a lot of ground and, and the fact is,

if you're driving all over God's green earth and just leaving

information because you stumble upon the gatekeeper, who you

know doesn't let you see the the end user. And for me, at the

time, it was the busy surgeons. I had to figure out a better

way. And so how can I now create a video, send it when I had

their email address or cell phone number, and text it, or

even through LinkedIn, multiple ways to send them. But the

beauty was this, you and I send emails today, and we don't know

if they're opened, I mean, for the most part, but the video and

the platform and the technology, there's some analytical

components to it that allow you to see when the video was

opened, how long the video was watched, and that become

extremely important to me. If there was a particular physician

that I was trying to, you know, really put a lot of energy into

tracking down, then I can gage, okay, he's watched some of the

videos. He's watched them in their entirety. You know, I know

he's gotten some of the messaging. When I first took the

job, I would send an intro video. Hey, Dr Janice, it's

Jason. I know we haven't met yet. I just wanted you to put a

face with the name. I am your new sales rep for this product,

and here's my contact information. And by the way, I

did leave some information with Gloria, the gatekeeper. I just

want you to know it's there. Now I'm putting her on the hook a

little bit too, and creating some accountability. That

message or that information better get to him. But I was

constantly just finding ways to add value, never sending

anything. And so. So that was one way I would use it as a

sales professional, and then secondly, as a thank you. If I

were to work in the operating room with the physician, maybe

for the first time. Or, you know, I typically don't send

email thank yous anymore. I send a video that just simply says,

Hey, Janice, it's Jason. I wanted to say thank you for the

podcast time today and the conversation, it was great

listen. I could have emailed you, but I wanted to send a

message in a more creative and personalized way to let you know

how grateful I am, and that's the differentiator. But it was

an email. It wasn't an email the video that you sent. Oh, so, so

the video that I would create could be texted, could be

texted, yeah, or it could be sent by email, or it could be

sent through LinkedIn. Oh, god, okay, yeah, okay, but, but my

point is it I could have, I always kind of like to say I

could have sent a traditional email, but I wanted to send you

some, send you something a little bit different and more

creative and personalized, and I get a lot of feedback. Wow,

that's so cool. How'd you do that? Can you show me how to do

that? And people like that, because you're seeing more and

more communication being done by video.

Yeah, absolutely. I mean, I, I, whenever I

introduce that video messaging on LinkedIn, people go, I didn't

know you could do that. Yes. So, and it does make you stand out

from the

crowd. So it does. And for businesses, how do

you prospect? I mean, as a sales person, my example is getting to

the doctor, getting to the end user. Maybe it's a nurse, maybe

it's a purchasing person in the hospital. You know, you can send

all of them messages in lots of creative ways. But as a business

owner, I you know when I talk to clients that are business owners

and trying to again, they have their own glory of the

gatekeeper. They have their own, you know, gatekeepers that

they're trying to get past. How can we come up with the strategy

to send messages and tailor it to that respective business and

get the message out? And then as a thank you. I think you know

oftentimes, and we may have talked about this when we spoke

the other day, if you watch TV for a few minutes, you'll see

commercials all the time geared towards the new customer. But

what about the customer that you work so hard to earn and that

you've had now for X amount of years? How nice would it simply

be to just say, hey, Janice, I just we haven't done a good

enough job to say thank you. You've been a customer of ours

for seven years. It looks like, according to the you know, the

data here, and we just want to say thank you so much. We

appreciate your loyalty. And we just thought we would reach out

to you in a more creative and personalized way to let you know

how grateful we are for the relationship that we've built,

and we look forward to doing it for several more years. Thank

you. And that's just a way to really recognize those folks

that you've worked so hard to earn. You don't want to lose

them. Then you play this game of lose customer, gain new

customer. We got to give them love too, and it's just a very

simple way to just let them know. Yeah.

I think it's a great tool to have in the

toolbox, I think. And we're going to talk a little bit

offline about this, I think, afterwards, but I think it's a

good fit with people. My audience know that I've talked

about sending cards and gifts to people as well and dripping on

them when they're not expecting it, or sending them a card when

they're not expecting it. And I think the video does the same

piece, and I think mixing it up is really good. I do think that

the key, going back to the know, like and trust factor that you

mentioned earlier, the key, though, is to be sincere. And I

think sometimes with the, I don't know, maybe with bigger

companies, because when you just talked about, you know, sending

that video to the to nurture your clients, and I say, Be

sincere. Don't just do it like once, do it every, you know,

like I used to know this guy. Well, I still know him. He was a

client of mine with Send Out Cards, and he is an insurance

agent, and he had a rhythm and a system with his phone calls. And

he every three months, he would call me just to say hi, probably

leave a message, because I nine times out of 10, we don't answer

our phones, although I think that's coming back a bit, I

hope, because that's always showing my age. That's always my

first go to is I want to phone someone, but I do always say,

Now, is it okay to talk for a minute, or do you have a minute?

You know, if not, I'll, you know, we'll go another route,

but, but I think that, in his case, he did it on a regular

basis, not just like that one time in the year kind of thing,

and that's what makes it special to me, and better, it's

so true. And shout, first of all, shout out

to you. I received my thank you card well, and I got my thank

you video card. Yeah. So we exchanged pleasantries, but the

the card ID. It is so awesome in its own way. It's sitting on my

desk. It's a constant reminder that Janice reached out in a

very kind way, and it is just a neat way. The snapshot that you

take from the Zoom call that we had is just a neat little touch,

but what I'm thinking

of us combining the two. So when you take a

video, can you, can you upload it to somewhere like YouTube, or

somewhere where, or maybe it doesn't have to be on YouTube

where you can make a QR code of it, then that QR code can be in

a card.

Interesting, I don't know the answer to that.

We should, we should look into that, because that's a fantastic

idea. Yeah,

so there's there, you're combining both, and

they're getting the card in real life. So they're, yes, actually

going to open it, and then they'd be curious, is, what's on

the QR code? So I could see there being some in Yeah? Be

fun.

Absolutely, my answers would be peaked if there

was a QR code. And I'm like, Well, what is that I got? Of

course, what am I going to do? I'm going to scan it. Yeah? So,

great idea. Yeah, super

cool. So I mean, lots of ways to to draw

attention to yourself, to show that you care, as I said, as

long as it's done authentically, right, absolutely, which you

did. And yeah, it was fun that we were both trying to share,

and we couldn't. We can explain it, but it's much better when

you experience it. It's 100% true.

I everyone likes to get mail. I shouldn't speak

for everyone, but I know I love mail. So when I see something

that has my name on it, it looks like a card and not a bill.

That's fun, right? So I tear open the card and I'm like, wow,

this is really well, I'm

also thinking about those gatekeepers,

Gloria's in the world. I love that GLORIA The gatekeeper, and

how sending her a card and a gift to say thanks for helping

you out, then makes her love you even more when you want to go to

that you know, that manager or that business owner and say, by

the way, Gloria has some material. I said, you know,

Gloria is going to just tell, you know, so many cool things

about what a nice person you were. So there's lots of ways to

put it all together. So can you think of a business situation

where you you coach somebody else to doing something that was

a great success with this, yeah,

with the videos. So, yeah, I think it's the first

story that comes to mind for me. Is my my fraternity brother, who

owns a painting company, and, you know, I was at the Chamber

of Commerce, he's the President of the Chamber, and we were

having this discussion. And, you know, I was explaining to him

that sometimes the videos get pigeon holed into being more of

just a white collar kind of tool, right? And so he as a

painting company. And what I was explaining to him was, and

coaching him was, listen, imagine if in your blue collar

world, you can put a white glove touch with a personalized video.

So for example, you're sending Janice a quote because she wants

her house painted. Now, you know, here in the Cleveland Ohio

market, there's a plethora of other painting companies. But

how different would it be if I said, Hey, Janice, it's Jason,

the president of the painting company. And I just wanted to

say thank you for letting my team and I come into your home

and evaluate what project you want. We know in this market,

there's a, you know, a plethora of other painting companies.

Here's the quote that you had asked for, and I could have just

sent it over, but I wanted to send you a message to just say

thank you, on behalf of our entire team for allowing us to

provide you a quote. And we really look forward to

hopefully, you know, working with you that is so different,

yeah, as as it relates to just providing a quote that most of

the companies that I know of in that space and beyond aren't

doing that. And again, it's just a way attention is the new

currency, right? I preach this, yeah, like, gotta find a way to

stand out. And so that is one way for a title.

There's a title. What's that? A title for the

podcast episode? Oh,

yes, attention is the new currency. And and so, I

mean, at first, you know, like most people, they're, I don't

know, and I'm like, Just give it a try. You have nothing to lose.

And so this, this conversation was very recent, so, you know,

we're scheduled to kind of speak again, so I don't have a good

answer as to whether or not it was adopted and how successful

it's been, or maybe it wasn't even adopted. But that, to me

was, let's not just limit this to a certain. Certain audience,

Oh, for sure, so versatile that it really can be used in so many

different creative ways.

Well, I would take that one step further, by

the way. And if that painting company did send that video and

they, they, they didn't get the contract, okay, first, if they

didn't get the contract, sure, then they send a card or a video

that says, Thanks for giving us the opportunity. Maybe, maybe

next time, you know type of thing, we're still here. And the

other one is, if they got the contract, of course, then they

would send one saying, Thanks for your trust in us. And they

would probably send something after the job. But yeah, so I it

just makes me think of this guy that I used to know in in LA,

that he had a company that he adopted the the card system for

his company, and it was a props for the movie business he used

to be in like outside traffic cones and things that the the

movie companies had to for on location. They had to rent all

this stuff. And there were, there was a system for how they

how they did it in LA and they had a book with all the

different or, like a directory with all the different

companies. His wasn't the cheapest, it wasn't the most

expensive, but it was higher than than average. And when he

saw the card system, he said, This is great. I'll use this for

like, my direct mail. And just started to blast stuff out.

Nothing happened, and it's kind of a sideline story as well,

because nothing happened because he was sending those cards out

to get to get business. And when he finally realized, after going

and listening to our CEO and the philosophy that you want to send

out to give, not to get, the law of reciprocity will do its job,

and things will come back to you, and that's where I got the

idea about the cards that I just suggested to your client, for

example, to send if he doesn't get the job. Because my friend

changed his whole philosophy and started to send cards to say

thanks for the business. Sorry we didn't get the business,

whatever it was. And it became more heartfelt, and that's why

we're back to authenticity. We're back to being sincere,

being honest, and those things come back in the right way. It's

so true. I attended a business meeting not

long ago, and they said, givers, gain, oh, that's BNI. That's

BNI. Yeah, it's BNI. It was a BNI meeting. And I was, I was

in, I was never, I didn't even know that existed.

Oh, okay, I was in BNI for four years. It's

like, it's almost like a cult. It's like, it's, it's a great

way to learn how to network when people don't know how to

network. It's also very time consuming and a specific way of,

you know, doing business, but doing business with people, you

know, like and trust, but that's their motto. And it's funny

because it stuck with me. Yes, it would. It's it absolutely

givers gain. That's exactly what they what they and it's a great

organization. It's worldwide. You can go anywhere in the world

and find a B and I meeting, just like an a meeting. You can go

anywhere and find one. But anyway, I don't need one of

those, but I just thought I mentioned that anyway, this is

great. This is all really good. I know that we both feel the

same way about how to stand out, and we just use different tools,

but it makes sense and it it works, right? It helps people

feel comfortable about referring people as well, right? Because

you know that they'll do a good job, and therefore your

recommendation was seen in a good light. And you you know,

because for me, when I recommend or refer somebody, I gotta make

sure that the person I'm referring to meets my standards.

If I'm bringing them someone from my database, right?

Absolutely,

yeah, yeah, you're putting your name on it,

right, and else, yeah, it's coming back to you. So you want

to make sure it's someone that you you trust, and that Exactly,

yeah, absolutely.

Okay. Just a couple of quick questions before

we we wrap up and away from what we were doing. So my favorite

word is curiosity, and I just like to ask you this two part

question. Part one, do you believe curiosity is innate or

learned? And part two, what are you most curious about today?

There's no right or wrong answer. It's just your thoughts

on it.

Yeah, I it's a great word, because I think it,

it fuels growth and it, it reminds me you just, you know

Curiosity, you have a thirst for knowledge and want more. Whether

it's innate or not, is such a such a good question? Question,

I knee jerk wants to say, man, it's so tough. Knee jerk tells

me, no, okay, because and I don't really have a strong I

guess what I'm what I'm trying in my own head to figure out is

when I was a little guy, was I very curious? Because now I am.

I feel like my curiosity now is far greater than I what I

believe it was when I was a younger, younger person. And so

wish my mom was around to validate that. But I do feel

like it is certainly a thing in my, my adult life and

professional life, whatever is, is certainly there. And I'm

totally curious about a lot of stuff. So

curious about right now,

um, I'm curious about the the election here in

the United States, you know, lots, lots going on around that.

I'm curious to see where, where the future kind of takes this

business. It's so new and in its infancy stages that I'm

exciting. Yeah, it's exciting. I'm excited about the

opportunity and and, you know, to just give and help people get

better and businesses get better. We just had a little

one. We introduced a little guy back on September 6. So I'm

curious to know he his hair right now is like a blondish but

maybe a little reddish tint. So my wife and I were just talking

about this, we want to know, like, does he is he going to

have red hair or not? So that's just some kind of fun things

that. So

I was going to say, when it comes to your

thoughts around curiosity, you I can tell you don't have kids

yet, like, you've got a newborn and and it's going to be a while

before you see, you watch. You watch whether, what's his name.

He's a junior, Jason. He's going by Jay,

yeah. See how, see if he's curious, and how

curious he is. Because I'll tell you, it's really interesting

watching children, I think, and I was a teacher, so you can see

it. They're not all the same, but it's just, it's a fun place

to be to think about curiosity. So thank you for your question

on it. Yeah. And last question, sort of two parts too, is what

business advice would you like to leave with my audience? And

then secondly, where can they find you? And I will put it in

the show notes.

Sure. So I would, I would like to leave the the

message that, you know, being different and being memorable is

is so important that sometimes better isn't necessarily better.

Being different can be better and and that, you know, look for

different ways to stand out and and be different. Because that,

again, I think there's some curiosity. I'm

sorry. I'm just I'm laughing because I just

thought of an old, an old, a former president of a company I

used to work for many years ago, and then he retired, and he went

out on his own as an entrepreneur, and he wrote a

book, and the book is called, be different or be dead.

Oh, yeah, right. Pretty bold, yeah, yeah. So,

yeah, you know the and again, I think the personalized videos,

if it's, if it's something that's piqued your interest, you

know, certainly look into it. I think that, you know, I took a

course on it myself to learn how to do it. Shout out to my friend

Matthew Ray Scott, who really taught me how to use these

effectively. But, you know, just and I said it earlier, right?

You have to be comfortable being uncomfortable. You know, comfort

is the enemy of growth. And if you're not happy with where

you're at, then consider looking at doing things a little bit

differently. And that's what I did early on in my career, when

I was trying to get to where I wanted to go professionally. And

I think that any any business or any professional can can adopt

those same tactics and strategies perfect,

and they can find you@build.your.own.brand.com

correct? So, actually, so the website is www,

dot career coach, oh, b, y, O, b.com, as career coach, build

your own brand, not bring your own beer, yeah, I need to make

that clear. Www, dot career coach, byob.com and then

certainly on LinkedIn. I love meeting new people and making

new friends, so feel free to connect with me. My last name,

as Janice said earlier, is Z, Gad low, Z, Y makes me just

about last in every single thing I do. I. So maybe if you type in

Jason's EY, I probably will pop up because I'm probably dead

last in the LinkedIn database. Well, thank

you again, Jason, for being here. You gave some

great food for thought, for people and for people to get out

of their comfort zone. Do a little video show up differently

and not be dead. No, I don't know why I said that anyway,

thank you. Thank you again. And to my audience, if you like what

you heard, please let us know, and remember to stay connected

and be remembered.

Thanks for having me. Thank

you. You're welcome.