My guest on Today’s episode is Nancy Leavitt a JD Power and Associates – Distinguished Agent. She is an agency owner with American Family Mutual Insurance.
In this episode, Nancy shares about the importance of failure, connecting with the success of your customers, and staying determined through challenging business times.
I was very impressed with what Nancy had to say and took a lot of notes! Have a pen and paper ready as you join us on this episode.
You can connect with Nancy, please visit http://www.nancyleavittagency.com/
Full Text Of Interview
Unknown Speaker 0:00
Right. Well, hello, everybody. Welcome to another episode of the SAGE Mindset podcast. I’m excited today to have Nancy Leavitt here with me. And we’re going to be talking about a lot of different things, including some failure and perseverance, work ethic, that type of stuff, the determination and what it looks like to go through some difficult professional times and still come out on the other side with a lot of a lot of good things happening. And so I’m excited to have this conversation. And just to see where it goes. So So welcome, and thank you for being here.
Unknown Speaker 0:28
Thank you so much for having me. I’m excited.
Unknown Speaker 0:30
Yeah, so I can’t quite remember how we got connected. But I feel like it was somebody through LinkedIn connected to somehow Do you remember who that was? By any chance?
Unknown Speaker 0:39
Unknown Speaker 0:40
so um, Lorraine wild. Oh, yeah.
Unknown Speaker 0:42
was the one that made the connection. Right. So she’s absolutely fantastic. And the small business owner and often county herself and
Unknown Speaker 0:50
Yeah, perfect. It’s pretty interesting how connections work. Remember the Six Degrees of Kevin Bacon thing? Yep. I find I find that to be so true with LinkedIn and connecting with people. And so it’s fun. It’s really appreciated. But again, thank you for being here. And what I wanted to do was just to get a little bit of a picture of you. And if you could just share with us your journey to where you got today, and maybe some of the highlights that stand out to you and we can kind of go from there.
Unknown Speaker 1:25
Yeah, so I own an insurance agency with American family insurance and started in the insurance industry way back when I was 19. Going to college and before that, I worked in a captive agency for several years. I did a lot of hiring. I did customer service, I became office manager. You know, I kind of got into insurance. Like I said, straight out of college, I felt that it was a really good knack for me for my personality. I’ve done a lot of stuff in high school, a lot of volunteers A lot of theater, a lot of education. And insurance is one of those pieces where that’s what you spend your all day long people are calling, they’re reaching out, they want something explained, they want to know they want to understand. So it’s really awesome that I was able to take some of the things I was already good at at a young age, and utilize my strengths, and go ahead and put them into place, right and then provide that service to people. So I have been an American family agents for 12 years now. I have three full time staff and then myself, and we fell in service insurance policies, all except for health insurance. That’s kind of nice to do that.
Unknown Speaker 2:44
Yeah, and enrollment periods avoiding that’s probably kind of nice for the health insurance.
Unknown Speaker 2:49
Holy cow. One of my good friends is a health insurance agent and she will work like 80 hour workweeks to get all of her customers and answer all those questions and So I’m really grateful for the industry that I’m in and kind of where I’m at professionally. You didn’t really ask me but it’s kind of intertwined to kind of discuss my personal life a little bit too. So I have a couple of children. I have three daughters, who are just so wonderful and lovely. So I do manage the working from home, the mom, the running of business, all that kind of stuff, which is part of who I am.
Unknown Speaker 3:28
So you mentioned theatre. And I’ve heard a lot of interesting now, input from people about improv and the power and value of improv in business. Have you found that your training and theater and your that has really helped you out quite a bit?
Unknown Speaker 3:44
I absolutely would say it was incredibly helpful from just like a competence standpoint. I didn’t ever did improv, but you know, auditioning, right, that is a little bit of improv. You had some time to prepare. But I think that being in theater, And being on stage, there’s a bold confidence that people have, right. And if you make a mistake, guess what? It’s totally okay. And the show must go on quite literally. Right. So I did theater for years in high school and then a little bit throughout the early 2000s. But doing those doing performances, it is it’s a second job. And as I was deciding that I wanted to, you know, open my own business and, and jump into that and have kids, I had to go, I had to step back. But you know, probably today I still, I’m talking to people all day long. I’m improving to some degree, right. We’re in finding answers, and I’m having conversations that maybe I haven’t had before, and it’s okay, and I think it’s really build character. Have you ever heard of Toastmasters? Yeah, yeah. So I never did Toastmasters. I’ve known lots of people that have done Toastmasters. And I love that there’s this secret piece to it. But there’s also the, you know, the business world aspect too. So I love the marry mentor those two things.
Unknown Speaker 5:09
Yeah, I think any sort of public speaking practice and opportunities is great for people. One of the things that you do, which is, like I said, talk to people on the phone a lot and have to deal with, I mean, it’s still gonna be in your realm, but I imagine there’s some things that come your way that aren’t exactly insurance, you know, personal stuff that comes your way. And I’m wondering, there’s a lot of people that that face in their business, they face just random stuff that comes at them. How do you prepare yourself for what’s your approach when I guess you come, customers comes your way and they’re throwing something at you that’s just kind of off the wall. What do you how do you deal with those challenges?
Unknown Speaker 5:50
I love new challenges. So I have been doing what I’ve been doing for so long now that it’s kind of the same thing day in and day out. So If a customer’s like, Hey, can I get this type of insurance? And I’m not really sure, I will say, you know, let me look into it, I have all these avenues. And I won’t just say I’m not I don’t know, or No, I don’t think I can do that I really want to get like a robust response. But people come at me with non insurance related requests all the time. You know, people want to talk, they want to be heard, they want to, you know, somebody’s buying a new house, they might say, Oh, yeah, my mom’s moving in with us and start having a conversation that has absolutely nothing to do with insurance. And that’s the human element of my job, because otherwise people might think, Well, you know, you’re issuing ID cards and crunching numbers, and that’s what an insurance agent does. It’s like no, we’re part of people’s lives. I think it just comes with the territory, those conversations, the unknown, but I also personally can’t help but glean from other people’s successes. And what I mean by that is, you know, you have customers that are having success in their lives. And so I want to know what they did and how they overcame obstacles in order to have those personal and professional successes in their life that has nothing to do with insurance. So I’ll just flat out outcome will be like, Oh, you know, what are you doing? How did you do that? Right? And people are happy to tell their story, as you probably already know, you just ask a question and people will give you the information that you want.
Unknown Speaker 7:32
Now there’s something about about the empathy that comes with that and and sharing your story and hearing other people’s story that then you can actually serve your customer better because of,
Unknown Speaker 7:42
I think, social like that.
Unknown Speaker 7:47
Yeah, I think we’re good hearing one of Nancy’s kids in the background. I wish which one is this one.
Unknown Speaker 7:54
That was the baby and she just got a piece of gum.
Unknown Speaker 8:00
She’s not a baby anymore. She’s three.
Unknown Speaker 8:02
But yeah, when my, when my eight year old starts chewing gum she like instantly becomes a teenager. It’s this thing. I don’t understand. chompin like a teenager? For those of you that don’t know, I mean, Nancy mentioned it that she has three girls, but I also do. And so it was just kind of funny when we found that out. We have that in common, but um, girls are princesses are a bundle of fun, and they have their own challenges as well.
Unknown Speaker 8:30
Unknown Speaker 8:32
there was something that you said that I thought was really valuable. And you said you love new challenges. And I think that that’s an attitude that really, really matters. And especially in your context, meaning the amount of time you’ve been in the business, right? So 12 years in and in insurance can become old hat, let’s say, but it’s like you’re looking for and welcoming new challenges. Do you know what the root of that is for you where that comes from for you.
Unknown Speaker 8:59
Um, well, I I love learning. I just have a knack. I can’t help but want to know the answer to something, right? And I don’t claim to know everything. So I’m not that person where you can come to me and I have all the answers. But if I can find out or I know who to contact or call, I think it just builds. It just builds my character just feel who I am that much more. And I think that ultimately comes from a place of just, I actually never finished college. You kind of look back at all these things and maybe why I am who I am today and that might be part of it. Right where and I and let’s be real. I am never going back to college. sunsetted it for me, it is sunsetted for me. So it might be that might be a piece of it. And I do think that our I actually downloaded this, these podcasts on the constitution recently so I was like, You know what? I don’t think I really got that, that much of an education for that piece of politics. So I’ve been listening to those just purely for me, I’m not I’m not speaking, I’m not going into politics. I just want to know, I just want to, you know, have more robust conversations with other people. So I think it’s just part of who I am. I did a running start when I was in high school, like a lot of people did, a lot of people do. And, you know, I think that’s just another piece of my personality, right? I just want to keep going, I want to keep striving for more I don’t, I don’t want to just keep doing what I’ve been doing.
Unknown Speaker 10:35
Right. And when it comes to a SAGE Mindset, that’s the whole growth mindset that to have a growth mindset you need to have curiosity and a desire to learn and what’s beautiful about today is we can access almost any subject matter online, and a lot of it for free is freakin remarkable. Now he is to this type of stuff, but I wanted to go back to you not finishing college, some people See that as like a black mark or something on the record? And I don’t have that opinion by any means. But I wonder, did you have to go through this kind of journey in your own mind to deal with that and then switch gears or what did that look like as you went through that process?
Unknown Speaker 11:16
Yeah, it was a very difficult decision for me. Because my education was really important to me still is important to me. Because a running start, I went to school in Seattle, I came back I went to school at Western, I had an amazing opportunity with the insurance agent that I’d worked for. And I was just had to reconcile. If I took the opportunity that was being presented right then and there and we all know how opportunities come right you need to make a decision, and that opportunity might be gone. Another opportunity might come up, but I didn’t want to ever regret that. You know, regret is there’s two ways here you regret that I didn’t take the opportunity for my, you know, professional development or regret that I didn’t finish My education right and I came to this totally okay, face that it was okay for me to say I’ve done enough with my education, I’m ready to pursue professional Nancy, and the education that I have is enough for my goals or is because you know, that’s the other piece. It might have been a hindrance for me if I wanted to go on in into a position that required that I have this bachelor’s degree that I don’t have, right. And so I had already kind of looked and made some decisions about where I wanted to go professionally and what I wanted to do, and it is not a requirement. So for me, it was kind of an easy measurement of this is better best a from a mental health because I was not actually really enjoying the last school that I went to, and then B I felt free. Now you’re right. It is something that it’s you know, kind of a black mark so to say but I think that people think can overcome it. And I think that we can have conversations around the importance of seeing college for what it is. And this is a whole nother conversation we don’t need to get into today. But I think that it’s just how we look at higher education and the importance but also the debt loads that we’re putting on to these kids and even myself at the time, that was a burden on me. And it was really freeing when I could say, I do not have to do that, that does not have to be my path. I can be successful. I have the tools. I have the mentors in my life that it will be okay. So there was some reckoning. There was a lot of toying around it was not an easy decision. But when ultimately I’m still happy with today, and I can talk freely about you know, yeah,
Unknown Speaker 13:51
I really appreciate the the level of self awareness you had and I’m not going to ask how old you were when that happened, but you’re obviously younger than you are now because you’ve been an insurance. for 12 years, so it’s interesting that you had that where with all that self awareness to go, you know what, maybe pursuing this degree isn’t going to work. Maybe this is just a waste of time and money and sage leaders do that they recognize within themselves, what’s a fit and what’s not a fit. And it sounds like even at that time, you had some good mentorship, you had some good support in your life that was able to help you out, which is really that accountability piece to the the framework that I talked about a lot, right. So can you talk a little bit about how mentorship or or accountability and support has really shaped you in your professional career?
Unknown Speaker 14:40
Absolutely. And I’ll just back up a little bit. It’s probably a little confusing. So I started my agency with American family 12 years ago, but I’ve been in insurance for 16 years. So there was a period there where I was just, you know, working for another carrier and kind of creating, setting myself setting goals for myself, right so that I could have changed in my life. The mentorship is so, so incredibly important. I still have mentors in my life today. And I seek out mentors Actually, I was just emailing with one yesterday where I was like, Hey, what’s your take on this? What are you doing for your staff? What are you doing for your team? Let’s and then she responds back. She’s like, actually, that’s a great idea. Let’s have conversation about this together, because I’m not doing it, but I want to do it. So it’s like, she’s a mentor to me, but to some degree, I’m maybe actually providing value for her as well. Interesting thing that happened, right there is I think, as when I first started in small business, I went, Oh, man, this is a doggy dog world. And I, I’ve got to figure it out and got to figure it out on my own. And then I quickly realized that that is not true in most cases. But that that peer to peer mentorship, and reaching out and suggesting things to one another and connecting in that way is what happens all the time. Now for me I’m constantly doing that exchanging emails. video calls, whatever it is. And it’s really, it’s super encouraging because I’m a solopreneur. So for me, I’m kind of lonely out here. And so having those interactions
Unknown Speaker 16:09
are really reassuring. But it sounds like you went down that path. And it was extremely valuable for you. So I’m sorry to interrupt, but I just wanted to point out that, no, you’re going down that that path of growth and, and accountability and that support that is so necessary to lead Well,
Unknown Speaker 16:26
when if I rewind to kind of what got me to where I am today, I, at my prior job, I had a mentor, and his job at that insurance company was actually to mentor insurance agents. I was not an insurance agent. I was a staff person, but I was hungry. I wanted to know more. I wanted someone to help me because I didn’t know how to do it on my own. And he took me under his wing, and he’s like, You got this. You can do this. You know, let’s meet. I’ll be here every other week. I practice my interviews with him. He gave me books to read, he read my business plans. He was there through all of it with me through the first with the first insurance company because I actually wanted to be an insurance agent with another carrier. And I went through like a six months long process with them. And then at the very end of a brutal panel interview, the culmination of all my hard work, they thanked me for my time and said that they wouldn’t be moving forward with me. Yeah, that’s right. Oh, you know, is but you know what, everything happens for a reason. I really do believe that. And that just put me on a different trajectory. Right. It was not we kind of talked about opportunities before where maybe you miss an opportunity. Well, I didn’t felt like it was a myth. I just felt like they missed out, not I missed out. And I they they actually asked me that in the interview. One of the questions When, you know, hey, if we don’t choose you, what’s your plan? Right? Because they want to see, you know, what is this? Or they have had this person really painted a picture of themselves actually physically doing this job? Or did they do a really good job at filling out essays and business plans and to get to that point, right. And I straight up told him I said, I’ll go work for another insurance company. And I would I’m not joking. So there is this piece of me that was like, carry on. So every time you see my name, you have the opportunity, right? And I did, I went and then ended up getting, you know, a fantastic opportunity with American family and I’m so happy that things turn out the way that they did. But yeah, I love mentorship. I think that was probably
Unknown Speaker 18:45
Yeah, I love that the attitude to because yeah, there’s the mentorship, but people don’t reach out to you to mentor you. That’s just not normal. You use the word hungry, and I think that’s really powerful. You were really fortunate to have a mentor was in was available, but as far as I could tell, you had to reach out to them because you really weren’t in a position to be just automatically mentored. And I think that that’s something to take away from, for everybody that’s listening. Because if you think about in your life right now, are there are there 123 people, you know, can you list 123 people in your life that could be potential mentors for you? And if you can, then go reach out to them and say something and ask them I did that recently. I did, some. I did through my church, and I got connected to this gentleman.
Unknown Speaker 19:33
And his name is Mark, and he’s been phenomenal.
Unknown Speaker 19:39
He, we’ve had two conversations, and they were just, they’re excellent. They’ve totally helped me and give me a new perspective. And so I think the idea of reaching out to folks and finding them and taking the time to pursue them because they’re not going to pursue you is going to be really, really important for business owners.
Unknown Speaker 20:00
And I think the other piece to add to that, too, because that’s absolutely accurate is, once you find someone that has the quality or whatever it is that you’re trying to get that you, you find that, hey, you know what I could use some help, personally, professionally with this. And I’ve identified this other person that has some qualities that I would love to get information and glean from those people often do want to help. They’re there, and they’re happy to have a quick meeting or maybe review because that’s my thing. It’s like, I would love for, you know, my business plans to be reviewed, right? Something that you poured so much heart into, but maybe it’s actually not that great and give feedback on and I think that, you know, identifying those pieces, and then going to those people, they do want to help they’re not just gonna be like, Yeah, right. I’m not going to help you like they they’re successful in for a reason. And it doesn’t hurt anybody to ask.
Unknown Speaker 20:58
All right. You know, for me, that’s what I get paid to do. as a, as a coach, I’m paid to give people that feedback. Mostly it’s in the form of questions, but it’s really extremely powerful. I mean, I have to have my own Well, sometimes three of my own coaches, because guess what, I don’t have it figured out. And I definitely want to continue to learn. But But what I want to do is, I want to take us back for a moment because there’s the scene in your life, that’s a really big deal that I think is very valuable for us to learn from it. And the scene is you’re in this interview with this panel of people in front of you. And then they flat out say, No, you’re not getting this job. And a lot of people might label that failure. And so I’m wondering, what did you do with that? And how did you handle that? And how did it promote propel you forward?
Unknown Speaker 21:45
So of course, there was disappointment, because I had put all my eggs into that basket, and I had envisioned myself, I think that there’s something about success if you can kind of close your eyes and you start picturing yourself when you start working. hurting and having these mental what they call theater of the mind, and you actually physically see the success in yourself to not see the success in myself after I had spent all this time and I had told myself this is what I want to do, this is what I’m going to do. I’m really good at it and here’s why. You know, you should hire me to do this job for you that you need filled was a big letdown. But at the same point, I was able to reconcile that it’s just not the right opportunity that it’s not the end of the world. I’m gonna pull myself up and I’m gonna go find those other opportunities out there. They literally didn’t miss a beat. I went straight from that to guess what I already have my business plan done. I already have myself in addition with this, I can do this. I’ve already I’ve already got all of the tools necessary. Now I just need to go and find the appropriate company that fits. That fits my values fits my my plans for myself. I’m in has an opportunity is Well, so I went straight. And I started interviewing with other insurance companies for agency opportunities that they had. I was given opportunities from two insurance companies, and ultimately decided on the one. And here we are. So I think it was just an awkward situation where I didn’t let it be a dream Crusher. I just said, Okay, well, that’s their decision, and that there’s a group of people here so clearly, you know, there’s a collective going on, and they gave you I actually did call them and was like, I would love feedback. It’s just kind of one of those things. Like, if I can grow if I can learn from this opportunity, and the response that they gave me, after I asked for the feedback was, you’re just not ready. You’re just not ready, and I was all 21 at the time. So it’s okay. Right. Now, it’s like, okay, maybe I wasn’t ready. Let’s be real. Right was a 21. Hold on. It was in 2007 20. So sorry, 23
Unknown Speaker 24:01
got it. So, but you take it with a grain of salt and you learn from it. And I mean, you’re making this really easy on me because I try to make these connections with SAGE. And you said something about tools necessary. You had, you had the business plan in place, you had the attitude, you had the theory of the mind of success going on, which is all these pieces that we need for empowerment like this is there’s when it comes to empowerment, it’s not just empowering others, it’s empowering yourself. And you ultimately were doing that, which made the next step even though there was a quote, failure, it made the next step a lot easier, as a result, at least the initial process to get to that next step, like the courage to take that step. Mm hmm. And I think that sometimes when I fail, or other people fail, we forget that we still have all these skills, we have all these tools. Or if we get that, no, that doesn’t mean that we’re not good at what we do or we’re not ever going to be good at what we do. And at 23 you You knew that again, that’s some pretty phenomenal self awareness. So like, there’s there’s a lot to be said about that attitude that you brought to the table. And it seems to me they missed out, but it wasn’t the right fit. And that’s good.
Unknown Speaker 25:14
That’s a good thing is and, and see, and you know, sometimes you look back on life, and you kind of like, well, what if x had actually happened? I quite honestly, I think if they had given me that opportunity, I don’t think with what happened to globe or nationwide because I started my insurance agency in 2008. And I was doing all these interviews in 2007. So this was the height of the market, the fat was still there. And I think now i don’t i would not have lasted with that other insurance company because of the pressures that they put on their agents to sell so much. It’s too much I’ve seen insurance agents fail with them. I’ve seen them invest thousands of dollars and fail with them, they were given an opportunity. And when I look back on that, the opportunity that I was given with American family was very, very, very different. Right, very, from a business standpoint, very different than this other insurance company. And so, I am very grateful for that, and very thankful that I was able to have success, considering what was happening with markets, and the the shrinkage of premiums and the, you know, it’s like, oh, well, you need to do twice as much with half as much kind of mentality. And that just was not something that I experienced with American family. And that was not the pressures that I had to deal with. So it was perfect, actually, you know, it was meant to do really was
Unknown Speaker 26:55
one of the things that a lot of my listeners struggle with is they’re there. solopreneurs but they’re getting ready to, they want to transition to being more of a, quote, small business owner where they actually have employees. And so as far as this is something that you’ve done, right, you’ve gone through this phase of doing it all by yourself and then hiring people. So what did that look like for you? How did you know it was time to shift gears and go to that phase in your business?
Unknown Speaker 27:26
So it was really just a numbers thing. Honestly, I had gotten to a certain level of growth and in order to get to the next level, you can’t do it alone. Like I literally can’t do this without my team. And I tell them that all the time. The reason that we’re where we’re at today is because of everybody’s hard work, collective work. So I think it just came to a point where it was a numbers thing. And then also, I reached out to another insurance agent friend of mine, and I was like, I need help. I need help with all of the the employee manual, right? I need help just making all these decisions. And then I think that systems really are the success to a lot of things. So if you take the time and just like with with a business plan, right, you have this footprint of what you’re going to do and how you’re going to try and achieve successes. And then you kind of back it up a little bit. Well, what are you incrementally going to do? But goal setting, right? What are you going to do to actually achieve that the same thing can be said with employees? From a system standpoint, I needed to be able to present an opportunity to somebody that a was financially viable, and be there’s a path to success for them as well. And that any kind of questions or they feel it and getting out of like, I’ve had outlined what success would look like for those positions I created. Oh my gosh, I’m like I can’t think of very to say right now. So sorry KPI. Job job descriptions are Gosh, I had, I had thought of job descriptions that would be enticing for a role that I thought I would want to do as well. So it wasn’t just something where I was like get show up, make calls work. It was no, I’m going to set you up for success. I want to see that success in you. It’s like I always tell my staff I’m like, I recognize you might not be here with me for 10 years. But if you’re here for two years, or three years, or five years, or whatever it is, I would love for you to say that that time that you were with me, was a stepping stone that propelled you on to something great. That’s where I really see myself with myself from a development standpoint. And I would say that there’s so much success from those that say, Hey, you know what, I’m in the sunset, my time here. I’m going to transition right after free for five years. And I get it and then we see the roles that they on and demand Physicians and it makes me so happy. So it’s not just the job it says people development as well. And I think that I didn’t really answer your question on how you know, because I just boil it down to numbers. I was like, Alright, I’m doing best. How am I going to do that I’m going to invest in myself by having another staff person. Invest in the business. I’m so sorry, not myself.
Unknown Speaker 30:25
Well, I think you just gave us this school lesson this this lesson on on leadership and business that’s really powerful. So I was taking copious notes as you were sharing what you were sharing. And so what I want to do is I just want to summarize them for the listeners and if you have pen and paper and you’re not driving write it down, because this is some good wisdom that Nancy just dropped. So first thing she said was no your numbers and your numbers are going to be different and what those numbers represent are gonna be different and what they’re gonna lead you to is gonna be different, right? But if you know your numbers, it’s huge. Now, they might be financial numbers, they might be sales numbers, they might be right. ratings numbers, they could be a bunch of different things, but no those because then that will help you to decide if you need to move to hiring people. The second thing was systems for the employees. You had to develop policies, procedures systems, so that when people came in, it wasn’t this dumpster fire, they actually came into something that had a semblance of a small business are ready. And then you said, You created job descriptions, that gave them a path to success, ultimately, so that they could so that you and your business could be an incubator or a developer, because you’re not hoarding these people. you’re developing these people. And in fact, probably the people that leave you might be most proud of not that you’re not proud of the people are currently working for you. But when you see these managers out there that used to work for you like that. That’s my that’s my, I got to be part of that. Yeah. So I think that you really shared some good insight there on how to scale a little bit and what it looks like from the very start to scale. So think about those numbers. first and then from there, start developing systems and then think in terms of empowering people to leave your organization versus to stay there forever. And design you also said design job descriptions that are that they’d be excited to do. You know, you thought of it from your perspective, like, what would you be excited to do? And then you create job descriptions,
Unknown Speaker 32:18
well, let’s be real, it’s insurance. So
Unknown Speaker 32:26
I need to do something, I gotta get it created somehow, you know. So,
Unknown Speaker 32:31
right, which is just this great awareness of what people are stepping into, and empowering them in a way that’s actually somewhat exciting in a pretty, let’s call it mundane industry. So, right, not easy, but impressive. I think that’s a great place to end just the idea of, of this, this process that you went through, and I really appreciate you sharing the experiences that you had, especially sharing about transitions you’ve gone through and how you overcame experience and all that I stamp you a sage leader for sure. So,
Unknown Speaker 33:06
thank you. He’s giving you like
Unknown Speaker 33:08
thumbs up because you can’t see her. That’s what she’s doing.
Unknown Speaker 33:12
No, but I appreciate it, Nancy, and thank you again for your time and being on here.
Unknown Speaker 33:17
Absolutely. Thanks for having me. Appreciate it.
Transcribed by https://otter.ai