1447: Break Through Overwhelm: How the 5E Framework Helps Entrepreneurs Gain Clarity, Confidence & Growth with Advisor and Business Coach Kyle Gillette

Robert Plank 0:01 Most business owners don't fail because they lack ideas. They fail because stress, overwhelm and indecision crush their momentum. And today's guest is Mr. Mr. Kyle Gillette from champion Empire, and they have helped entrepreneurs unlock $100 million in new sales and save $15 million in costs by breaking through that stuck feeling with a proven coaching framework. It's the marketer of the day podcast with Robert plank. We're brought to you by D, F, Y. Podcast.com we help entrepreneurs scale their brand with a podcast that runs on autopilot. But what we're here to talk about today with mister Kyle is perhaps the 5e framework to help us get clarity and confidence to make a business that grows, that's strategic, that is satisfying, and especially with this special coaching that is not necessarily cookie cutter, but more balances proven systems with personalized guidance. So Mr. Cobb, glad to see you. Glad to be speaking with you. Yeah, for sure. Thanks, Robert. Appreciate the opportunity to connect and share with your audience what we're up to and hopefully drop some wisdom in the process, or at least some decent stories. Heck, yeah. And that's what a serious entrepreneurs are all about, right? You can be a spectator and scroll social media or write stuff, but they're real serious people. They're on camera, they're on podcast, they're sharing those scary stories to help the rest of us. So along those lines, where do you think business owners are stuck? What's the situation? What's happening? Yeah, we we have a process that we call the wisdom roadmap, and there's, there's three or four really steps to it. And one of the things that we're discovering is people are constantly doing everything themselves. Business owners are doing everything themselves. The old the phrase they're wearing 17 hats. And whether they're running a business that's $100,000

Kyle-Gillette 1:56 or even up to 5 million and more, they're doing way too much. They're wearing way too many hats. So part of our process is to help them get the right people in the right seats, going the right direction. And I know that's a little cliche, but we walk walk them through a process of actually taking some assessments to help them with their team, the dynamics of their team, to help them understand this is how this person's wired, and because you were wired the opposite that works, but you got to know the that you're wired very differently. And for you to be doing this marketing work over here, for instance, it's really not a fit for your personality, and that's why you hate it, right? Or for you to be doing all these sales over here, and you're not doing you're not successful at them, it's because you're really not wired to do it and you hate it and you're not succeeding, but you got to do the work to grow the business. And so we're helping them figure out where their sweet spot is, bring other people in, bring the right processes in, all those things come together so they can de stress and actually enjoy their business and maybe take a day off, you know, maybe, what a concept, hopefully one of these days. And so, yeah, I imagine I could see that so many business owners, they're just so tempted to throw out the baby with the bath water, right? They say, hey, this entrepreneur ride isn't as fun as I expected. I want to get off. And someone like you says, hey, you know you don't have to give up all of it. It's just you kept on accumulating all these things that you don't like to do and in you are rightfully wondering, where did the magic happen? And you can get the magic back, maybe by taking these assessments, showing some leadership, having some team building, and having other people do things where, as you said, they're wired oppositely from you, right? If you hate the numbers, maybe they love the numbers. If you like the sales, maybe they hate the sales. It's like taking that career assessment only. It's reconfiguring the pieces of your business. And so as far as, like, the stories or the phrasing someone tells you when they say, I'm at the end of my rope, Kyle and champion empire, please help me. Like, what do people say by the time they find you. Yeah, people are really stressed out, and they're feeling overwhelmed and stuck. So I say it's the SOS. You know, most business owners are on this island, this deserted island, they're feeling super stressed out, wrong and stuck. And that's the SOS signal they start throwing out there. And if you're paying close enough attention to them, they're saying language like they're not sleeping. They're up at 3am in the morning. Their mind is spinning. They feel they feel like they can't accomplish anything. They get sick more often than they should be getting sick. Those types of things start to come into play. And when you see that there, there is some simple solutions that can come into place, even if you're a solopreneur, that you can bring into place. But often this is, this is what's happening. They're just stressed. They they're carrying the weight of the world on their shoulders, and this shows in their inability to think real clearly about things, or they're getting hung up on the.

Kyle-Gillette 5:00 Simplest of activities or projects that the organization is working on, they start going into perfectionism, or they start to micromanage. All those things are signs that an entrepreneur is in a place of stressed out or doing way too much.

Robert Plank 5:17 So yeah, it sounds like fighting a losing battle, or, like, all these coping mechanisms, right? Of saying like, well, I'm losing all this control of my business, so let me focus my control on the perfectionist piece and all these things that maybe don't really matter, but then do end up holding back my progress. And so you say that there are some simple solutions, at least at first, which is reassuring, right? Because it seems like the most complex problem, like, oh my gosh, I'm going to have to get a personality transplant to let go some of these parts of my business that have become like part of who I am and my identity. So what are some of these solutions? If you say there's a better way, what is it?

Robert Plank 5:54 Yeah, typically, what we need to do is we got to do a self audit. We got to audit our time and how we're spending our time, because what we do when we're stressed is we focus on what we're comfortable with, and we don't do the things that we're more uncomfortable with. And if I'm focusing on only what I'm comfortable with, I'm just going to perpetuate the problem. So to get out of the problem, I need to do a time on it, and that is as simple as going I'm getting my spreadsheet out, and every 15 minutes, I'm going to get a little timer that goes off, and it's going to it's going to remind me to think, to talk about what mood I'm in, what I'm working on, and how effective I am in that, and you just document that on a spreadsheet. And it takes a couple weeks to do this, and it seems a little tedious, and it is tedious, but it's going to open your mind to how much you're focusing on the wrong things and how frequently you're focusing on the right things. And then you can start to pivot and balance things out properly. And then you'll also notice if your mood and your energy isn't great on a certain set of tasks, that probably means that you pro you need to replace yourself or find some way to outsource that type of work, but until you do this audit, you're not going to know where you're thriving and where you're struggling, and then who can, who can come in and replace the work that you're doing, or what can come in and replace the work that you're doing. So we have to have that data in front of us in order to do this successfully, and you're already paying the price. So for those that are listening, if you're going, I'm not going to, every 15 freaking minutes, write something down. Well, it's worth it, if you're already paying a pretty heavy price and things aren't moving forward the way you want them to, to just type something out real quick every few minutes. And I know we're going to be in meetings sometimes, etc, but we just have to try our best to document it. And this can shift things pretty dramatically

Kyle-Gillette 7:44 for people,

Robert Plank 7:44 yeah, if you're in a meeting, right, that you're in a meeting, right? That becomes part of the data. And you know, if there needs to be increased or decreased or changed, and, and, yeah, I think I heard of this time audit concept, like three years ago, and I did it. I think I did it for like, a week, and you're right, it was so tedious, but I still think about it, and I think I'm overdue to do it again, because, like, I mean, I could, there's so much data to it right there. As you said, there's your mood and the activities and the patterns and what you're doing too much of, and then also, yeah, like, what can be handed off. And then also, just like, what the grouping is like. I think my insight from that was, I was doing a lot of data entry. And I looked at it like, hey, you know, I still need to do like, some of it, but I can offload, like, a huge chunk to someone that just, like, gets it all prepped for me, and then I kind of fix up a little bit and steer the ship, and then hand it back off. And it's like, you kind of see the higher level elevation, right, the bigger picture and so and so you're saying that there's, like, comfort and misery are what seems to be happening, right? That you say that there's, there's all these factors, right? That, like you want it to get into this discomfort, which is growth, in order to get to the higher paying and more fulfilling and ultimately happier. Because right now, you're comfortable, but you're not happy, and you're maybe in a failing business, right? It's not very sustainable. And so that first step is to do this two week time audit. Every 15 minutes you say, Time, mood, what you're doing, and that way you get this data that's accumulated. And then does someone then take that time audit to you? Or like, what's once we see this, do the conclusions jump out of the page? Or, like, what do we do next?

Kyle-Gillette 9:24 Yeah, typically, as you're doing it, you're going to, just like you discovered as you're doing it, they're going to start to become clearer and clearer. And ultimately, then you have to look at it from the angle of, how much does this how much benefit is this particular task, of these tasks, to me, or to the business all, and categorize them. So there's the $10 tasks, there's $100 tasks, there's $1,000 tasks, and there's a $10,000 task, for example. And so if you're spending a lot of your time on the $10 tasks, probably the wrong place to be as a business owner. But if you're spending a lot of your time on the 1010 $1,000 tasks, the. Right place to be. And if all you have is yourself and you got to do all the tasks, then you want to spend as much of your time focused on the 1010 1000 as you possibly can, and as soon as possible, replace yourself with a virtual assistant with artificial intelligence, with systems and processes that can take care of the $10 and $100 tasks so that your time is worth it. And that's going to be per every single organization is going to be different, but those that's the then the categories you slot the tasks into, or the activities into, and then you can start to get some answers that are effective for your business and for yourself.

Robert Plank 10:41 So it's like a configuration problem, right? You're just figuring out where the pieces fit, where the math fits. And I don't know about you, but like, this is a mindset shift that took me years to get over, and I finally was like, you know, had to, had to watch a lot of like Dan Martel and harmosi and, you know, Peter Drucker and Dan Kennedy and people like that. And just to get my head wrapped around this idea that, like, there's this block of time that's worth very little dollars, and then I have to then spend a little bit of money, and then spend a little bit of time, because the work still has to get done, but then it's just time that I'm not spending myself, that the time is irreplaceable, but at least it's being put to someone else for me to maybe not take a break, because I was always like, feeling guilty, like, I don't want to just take a vacation. I'm not sure if that's possible, but I'm like, Hey, then that frees me up to do the higher level stuff. I'm like, that's that's what clicked for me, right? It's not like you're replacing the $10 with nothing. You're replacing the $10 task with more of the $1,000 task. And so, like, did you have to, like, work to retrain your brain in a similar way? Or, like, do people have to, like, redo your thinking? Because, like, it's literally took, like, three, five years plus to, like, just rewire myself for Okay, the $10 task, they have to go to someone else. I can't do it.

Kyle-Gillette 12:03 Yeah, for me, I'll tell you a little bit about myself in this and then I want to tell you about a client that we were very successful in helping her get to this place of focusing on the 1010 $1,000 tasks. For me, I have to systematize things quite a bit, because my attention goes everywhere. So kind of the attention deficit disorder type stuff, where I'm I'm over here and over there, and there's all kinds of squirrels everywhere. So I got to create my priorities, drop it into my to do list, make sure that those are always in front of me, and I map out the project. I map out the plan to accomplish the project, and start plugging away at it. And because I've already dialed in my priorities. They're tied to my short term and long term goals, and they're tied to strategies and a purpose for for the business. I don't deviate from it because it's all wired into me from the biggest picture of what I'm trying to accomplish. I know that this priority for this week fits that picture, and I then can honor it and not feel guilty, not not have any sort of concerns. I can pivot, but I don't have to have any sort of concerns, because it's all all the way up to the top level purpose of the organization. And for me, my own personal purpose of what I'm trying to accomplish that has been tremendously helpful for me. One of the clients that I work with, she runs a national nonprofit, and they help with sex traffic prevention, and it's a beautiful nonprofit that do amazing work. And they've they're on the national stage in terms of the numbers of people they're impacting, and the regions that they're they're touching with the training and education. And her deal, when we started working together was she was doing everything, even though she had two or three other teammates. She was doing everything. She was wearing, the 17 hats she was dragging out that SOS on her Island, going, I'm stressed out, I'm overwhelmed and I'm stuck. And what I said to her is, we want get we want you to be doing the 20% the 20% of what you are the best at. And that's it. Everything else goes to other people. And it took about nine months, but she went from doing everything to now she hardly does anything, believe it or not, she's She's the face. She goes out and speaks, she oversees and casts vision, that kind of thing. But just yesterday, I was working with her, and she told me that her two top leaders in the organization, one of them their father passed away, which is obviously very tragic, and then the other had some sort of a family emergency, and they're both out of office for a week and a half. She had to answer two emails. That's it, because she has a priority straight. She has her focus dialed, and she knows what the purpose is. She's only focusing on 20, on her 20% and because she's empowered her team to do what they're great at, because they got the wiring figured out this, you know, this employee is dialed for her role, this other employee is dialed for her role, which then means everything is functioning really well in those two roles, because it's a great fit for them. So we. Even if they're gone for a week and a half, there's hardly any quote slack that needs to get picked up. And so my client was we ended up having a long conversation about the financial trajectory of the business or the nonprofit, instead of stressing out about all these things she needs to respond to, instead of the day to day. Yeah, yeah.

Robert Plank 15:20 And that's wonderful. And I know that, like, you know, you talk to lots of people, and so do I, and it's always great to find someone that gets to that point where it's the big picture, right, when they're looking at, well, like, what's my kind of, like, 10 year vision, or what am I doing next, or what great new project? Or when they say, like, I'm working on selling the business, and I'm taking many years like, you know, talking to potential buyers and doing the publicity, like there's just this whole other world out there beyond putting out the day to day fires. And so you're saying, the name of the game here is delegating and getting other people to do those other tasks, and that, if we're resisting that, you're saying, well, first of all, you can eliminate guilt. How great would life be if there wasn't guilt? If you said, Hey, here's what you said, going all the way up to the top level, you say, Here's my goal, my project, my mission, my priorities, and here's my tasks. And if I just kind of wasn't always distracted, I could just set myself onto some things and get stuff done. Imagine how much better I'd feel, and having the trust that others do it, and that's and then you're also saying, well, there's the bit the picture of the business you have now, and what if you had this other picture and the business was similar, but you could take time off, or you only focused on your zone of genius. And no one was saying that that change happens overnight, and it it might take someone like champion empire to help us get from there to here, but like, you know what's possible if we just stopped fighting this whole idea of change? There's amazing possibilities ahead of us, and we're limited on time because it's a podcast. I know that you have so much to say, right? You've got the 5e framework. You disagree with some of the common business advice, but you're the star of the show, Mr. Kyle, so in this conversation, what we're having, what's important to you that we haven't gotten to yet? What's the question that I should be asking you? I just don't know to ask you.

Kyle-Gillette 17:14 Yeah, I mean, I love to work with with clients in their business world and help them overcome those challenges, and that's most of the time. It's a little bit of a cookie cutter in terms of, okay, we got to repair the marketing, we got to work, work on the sales, these types of things. And there is a little bit of routine to that. But the area that isn't routine, and is usually the part that people is what's preventing them from getting to where they need to be is the personal side of their development, personal side of who they are and what they're focused on. And so for me, one of the biggest things I focus on is helping people to understand their own purpose in life, like, why do they even exist? And what are they going to what are they going to do with their life, with themselves, and that has to do with business, that has to do with family, has to do with everything. With everything. And I've designed a whole program around this so that people can go from knowing exactly what their purpose is to their values, to their mission, to their vision, all the way down to the day to day actions that support all of that. And so much of the time people The reason they're not succeeding in business is because they've got all these hang ups, these limiting beliefs and these doubts about themselves, and these emotional blocks that are happening. And this program, along with some other techniques that I use, resolve that very quickly, and that's that's the arena that I love to play in, because I know that, yes, having a business be successful is great, but if you're not in a good place personally, that's only part of the pie. Let's call it. It's only part of the equation. And you're gonna you might cycle back around if you don't kick take care of that deeply personal, challenging things. And so the reason I bring this up is champion Empire covers the whole range of it. So yes, we're gonna help you become more profitable, increase your profitability, increase your revenue all that in powerful ways and pretty quickly. But that won't matter if you're fighting with your wife at home and you're getting in a divorce because you're not in a good place in that area of life. And so we take a holistic approach. And my passion within the business is to serve that side of the coin in addition to serving the business side of it, so that the person can leave whole from working with us, instead of just partially dialed in, we want the whole thing dialed in. And then once you have that, you have an individual that's very confident, has high self esteem and have great value for themselves, their business is more successful, their team is more successful, which then means that they can contribute to their community in meaningful ways. And then, if they're contributing to their community in meaningful ways, that means the purpose they discovered with us, for them as an individual and for them as a business, can be achieved because the team. Is in the right spot. They're in the right spot. Everybody's succeeding, which then means that purpose can be served, and that, of course, impacts the community and everybody else around them in powerful ways. And so this is, this is the thing that we are all so passionate about. It champion empire. It's not just, Hey, let's make you more money. It's, let's change the community and change the world through you and your passions. And that's that is exciting to me, yes,

Robert Plank 20:27 and I'm excited for you, and I could tell you're excited just because you're you're dealing with people change, right? It's not just like making money and numbers on a spreadsheet. You're like, hey, like, what? What are these hang ups, these psychological blocks, and it is kind of spooky, isn't it? Kyle that, like your business is an expression of yourself, good or bad. And you wonder, how many of us started a business to kind of maybe, like, mask or cover up or avoid dealing with the personal problems, like, I'll just create this business instead. Well, hey, it'll only get you so far, and at some point you have to do this work and and you'll be holding yourself back, and you won't be living up to your full potential. And hey, life is short, right? We gotta have some of these things figured out. And this whole keyword purpose, it keeps like, finding its way in almost every podcast conversation I've been having. I think maybe I'm like, asking the right questions, but it just like, purpose keeps coming up, and I makes you think, like I don't, I have an idea of what my purpose is, but I don't have it dialed into the point where, like, I don't have it on the wall, right? I can't say it exactly, if everyone that you know asked me, so as far as you, Mr. Kyle Gillette, to help, kind of me, like, or help get our audience better dialed in to that real scary big question of what's your purpose? Like, could you tell us a little bit about, like, what your purpose is?

Kyle-Gillette 21:43 Yeah, my purpose is to help people thrive in life and leadership and learn of God's love for them.

Robert Plank 21:49 Nice.

Kyle-Gillette 21:50 So my that's my big picture. And then I do it through helping people shift their mindsets and habits so they can become the leaders they're meant to be. And the vision for me is, you know, 10 year vision is to be leading in person mountain experiences with dozens and dozens of people present, to have these transformational pathway to purpose experiences, so that they come to this event, two, day three, day four, day event. We're in the mountains and having phenomenal experiences, and they walk away knowing their purpose, knowing their values, knowing their mission, and having a clear vision of where they want to go, and that that is what drives me towards all the work that I'm doing now. And fascinatingly, when you know your purpose, you're you're actually engaging your prefrontal cortex at a much higher level. You're decreasing your stress levels, and you're engaging three different neurotransmitters in your body in very effective ways, so dopamine, oxytocin and serotonin, those three are all engaged just by knowing your purpose statement. And here's, I'm getting a little nerdy here, but also this, when you know your purpose statement will actually extend your life and improve your health because of those neurotransmitters and because of the engagement of your prefrontal cortex. It's just that statement. And then when you add in your values and you add in a mission statement, those also reinforce that stress shield. They reinforce the the dopamine cycle, the motivation, my molecule cycle, and it's, it's a beautiful, uh, self perpetuating benefit, let's call it,

Robert Plank 23:25 yeah, like eight different benefits, right? There's the physical and neurological, and then I'm always excited about the possibilities of it gets you going, right? It gets you focused. It gets you really excited on those down days. And then it helps you to identify who aligns with that, and who you want on your team, and who is going to hold you back from that? It's just got so much benefit. Once you have it written down, once you have it figured out, once you're a solid person, and you have it just somewhat documented, just like anything else, right? If you don't have that SOP, that procedure, and you're just winging it every time, you'll get winging it results, and we don't want that. And so for someone to be listening to this podcast and say, oh my gosh, champion empire, is exactly what I need. How does someone know if they're a right fit for you in order to then contact you, what are the prerequisites?

Kyle-Gillette 24:15 Yeah, I mean, if they want to deeply impact their business and and allow their business to not run them, but they run their business. Very cliche, but if they want that, then we're interested. If they want not just to have a change in themselves or just a change in their business, but they want to change themselves, and they want that to trickle down to their employees, we're interested. And if they want to pass that on into their own community and have a bigger picture than just making money, and they want to impact the team and the community, we're interested, right? So we take a like I was saying, Before we take that big picture view of the individual and how they're contributing with those concentric circles of influence. I've always thought like my dad was an entrepreneur. There, and he ran, he ran an orange farm or orange packing house, and did that for he's still doing it, but it's like 40 years or something like that. And I asked him about the impact that he's made in his life and what matters to him. And he brought up this point that the legacy that he has is actually the that there are children of past employees that are working for him, and that some of those kids he helped go through college, and those employees, the parents of those employees, stayed with him for decades, and they so therefore my dad and my uncle's impact on their lives meant those kids got to go to school. The parents had a steady job, they had financial benefits, they had investment benefits, they had all these things that's changing the world, that's changing those kids lives, those parents lives, and of course, then that impacts the community. So people that care about that level of difference making that's a fantastic fit for champion Empire advisors, for sure,

Robert Plank 25:59 very nice. So if you want that positive ripple effect, right? And so you're saying, if you're trapped in that the cliched, it's a cliche because it's such a common problem, right? The classic Michael Gerber E Myth, I'm working in my business instead of online business help. I want out. I'm trapped. I'm in jail that I created myself helped me bust out of that. And you're saying, well, there's like an inner component to that of working on your own issues, and there's also the outer of benefiting your community. So it seems like that's the kind of people that you want stuck. We want to fix the inner. You want to fix the outer. And if someone says, oh my gosh, that's me exactly. What are some next steps here? Where should someone go?

Kyle-Gillette 26:40 Yeah, let me add one more bit to just to share a differentiator. And then I'll, then I'll answer that question. So we on our team, lot of organizations have like, one advisor, one coach, because they're a solopreneur type situation. There's 14 people in this order, 15 and 16. Sorry, we just hired two more 16 employees in the organization, and six of us are advisors. So what happens is, if Susie that owns a medical company, or somebody that owns a construction company, whatever they come to us, they get all six of the advisors. They get to serve them unlimitedly, right? So you pay to get a primary advisor that serves you, but then you get the rest of the team, and you have access to them throughout the week, throughout the month, throughout the quarter, and so does your team, right? So if you have an organization that has 20 employees and you want your employees to be developed, the advisors serve those employees directly as well. So this is a unique model that we've created that is just fantastic for organizations, and the whole team can be elevated just as much as the leaders in the organization are elevated. So to get in touch with us, champion empire.net is the best way to connect with us, and you can reach out to me directly at Kyle, at champion empire.net but we've got numerous people that can talk to you answer any questions that you have. And of course, we do offer the, you know, free discovery call to get to know you see what kind of a fit we've got going on between us.

Robert Plank 28:11 Very cool. So there's a whole team at your disposal here to figure out some of the stuff. And so if you are a business owner that is ready to achieve the life you were created for you want to unlock your potential with personalized coaching and expert guidance. If you feel stressed, overwhelmed, stuck with all these business challenges, then these guys at champion empire.net, can help you gain clarity and confidence and get expert business guidance so that way you don't have to leave it up to chance, or leave it up to your own ups and downs moods, or what the business that you've kind of followed into from just the hacking and slashing the nips and tucks. It's time to get some better planning and strategy in place. You go to champion empire.net, the first step is to go there and schedule a consultation, and if you're a fit, they will develop a customized coaching and business strategy tailored to your unique needs, and then figure out achieving your goals. They'll help implement your plan and see some real results. This customized plan for clarity, confidence and success, which you can find all about by going to champion empire.net, schedule that discovery, call and talk about some possibilities, right? You can make bold decisions. Lead with confidence, overcome doubts, stay the course and actually set some goals, make a plan and accomplish it and get the lifestyle that you wanted in the first place when you started a business and wonder where it all went wrong. Well, it's okay to get off track, off the trail a little bit, but now it's time to get back on by going to champion empire.net and before I let you go, Mr. Kyle, it's time for the scary ending part of the podcast where I try to stump you. I try to put you on the spot by asking about a five. Fun quote or lesson that has served you. So what comes to mind as far as a fun quote or lesson,

Kyle-Gillette 30:07 I'll go to my kids, because that's the first my youngest daughter popped to mind, and the the lesson is, my kids are not the same, and so I cannot treat my youngest like my middle or my oldest, and I have to adapt and adjust my communication styles, the gentleness, the softness, the harshness, the roughness of communication with them, and that's true across the board in all kinds of other contexts as well. Everybody is going to be different, and the way that I communicate with them needs to be slightly adjusted to fit their personality and who they are, and when you do that, things are so much smoother and so that that is not a surprise, but it's surprisingly difficult to do, but it's worth, worth the effort, for

Robert Plank 30:52 sure. Yes, a customized approach. So you say, my kids are not the same, and that applies to you know? You talk to your grandma differently, you talk to your coworker differently, right? It's just a different way to meet people where they're at and good to think about, especially when dealing with this, this real tough problem of peopling, right? Social skills, what a concept and but it seems like that's just more important than ever, right? Especially when we're building a team, getting an organization working together, the people are so important, and that's why guys like you and me, you're on a podcast, right? Those people skills. It's just so underrated, and it's more just crucial than ever these days, and especially for you to get your team to jail so that way you can become the owner instead of just the operator. Go to champion empire.net. If you're tired of feeling like you're spinning your wheels, you've got this generic business advice and cookie cutter solutions that got you frustrated. It's time to talk to these seasoned coaches and advisors dedicated to empowering you. It's champion empire.net it's Mr. Kyle Gillette, we just had a fun conversation. I had a blast. I hope you did too, Mr. Kyle, thanks for being here.

Kyle-Gillette 31:59 Thank you, Robert, appreciate it. You.