Terry Brock of Achievement Systems Inc shares with you:
- The power of using tools to communicate our message better
- The importance of letting people figure details to execute
- Why reading is so critical to leadership effectiveness
- The importance of choosing where to place your attention
Brad Wolff: 00:01
Welcome to the “It Is About You Podcast”. Today I’m honored to have as my guest Terry Brock with “Achievement Systems Inc.”. Terry, welcome to the show!
Terry Brock: 00:15
Brad, it’s great to be with you today!
Brad Wolff: 00:17
Absolutely! So I see you’re in Orlando was 61 degrees, so
Terry Brock: 00:26
We’ll try that,
Brad Wolff: 00:32
And proud of it. That’s exactly right! So Terry, if you would share a little bit about yourself and Achievement Systems.
Terry Brock: 00:41
Well, I’m a Communicator. I talk and I write as a talker I’m a Professional Speaker and an MC. I do a lot of Keynote Presentations and you get a chance to bounce around the world and talk to people about things that really matter about Relationship Marketing, how that ties into business, talk about technology a lot. And then as a writer, I’m writing in many different areas, have been a Syndicated Columnist before and have done a lot of different kinds of writing. So I like to do what I can to make the world a better place by helping people with specific areas that can make their lives better.
Brad Wolff: 01:15
Terrific! So with regard to what you do as a Communicator, tell me a little bit about who is your market typically that you work with?
Terry Brock: 01:27
I work with a lot of people that range from Sole Proprietors up to Large Corporations. I just finished Mack Fag just a few weeks ago. Finished a major project with ACE Hardware. You’ve heard of ACE Hardware? The International Division that they have not in the United States, been in the International Area. They had me as their Chief Retail Adviser. So I worked with a lot of the retailers in many different parts of the world, helping them with video, how you can use video, how you can use this for training, for creating products where as you and I today, right? We’re using Zoom, you just press one button and the geek in me goes, wow, this is really cool. We’re getting audio and video and we have the possibility of doing transcripts, all of that in one. And you think about that’s a great way to create products that help people learn how to do certain tasks. And so those are the kinds of things I’ll do in many different areas. Working with people around the planet and getting a chance to help businesses, particularly a lot of entrepreneurs, people who think like entrepreneurs as well, even if they’re in a larger corporation, so that way they can go in and start getting more done and being able to connect with people more and again, building relationships that are really mutually beneficial and helpful for both parties.
Brad Wolff: 02:43
Terrific! So Terry, tell me a little bit about your journey that’s brought you to where you are today.
Terry Brock: 02:51
Well, as a Communicator, I’ve done a lot since I was a kid and doing newspapers and doing radio and then undergrad degree was that. But Professionally I’ve been speaking and traveling, helping people in many different areas. Particularly in a lot of conventions as one of the reasons I live in Orlando. Hey, I can live anywhere. So why not live right here where we have all the meetings going on. And plus Florida has a very reasonable state income tax of zero. And so I think zero is reasonable when it comes to taxes. But I think that what I’m doing right now is helping people to see here’s some new technologies and by taking this technology and combining it with this principle, we put those together and you help people a lot more. Those are the types of things that I’m doing on a regular basis. And frankly, I’m very honored to do that and just kinda giggle with glee every now and then going. Whoa! This is kind of neat. I get a chance to do this and help a lot of people around the planet.
Brad Wolff: 03:43
So what is it that excites you the most about what you do?
Terry Brock: 03:49
I think seeing the results when I see actual results that people will say “Hey Terry! This is good.” Often Brad, when I’ll finish doing a program, I’m finishing up, wrapping up. You know what it’s like as speakers. We pack up all of our things and walking out. Many times I see people who are on their phone, they’re on their cell phone right there talking and they say “Terry, I’m calling back to my office right now, telling them about the… That you talked about so we can get it and make it work for me.” That means the world that people could start using that and start implementing it right away. They can see the kinds of capabilities that are there. They can then try it. And often we can implement a lot of these at low or no cost if we know what to do. I think actually Brad, it’s better to be alive today than I think anytime before. We’re aware of what’s going on in the world. We’re not sticking our head in the sand. We know what’s going on in the newspaper and the challenges that the world is facing today. But I think with the technology that we have, it is most exciting to be able to deploy certain kinds of strategies and tools that help people solve problems, get a lot more done, and helping them to help their clients, help their customers, help their members or whatever term they’re using for those wonderful people who paid the bills and how they can make sure that it’s a mutually beneficial win-win situation.
Brad Wolff: 05:12
Yes! And when you’re talking about the power of these tools, it’s very democratizing. I believe
Terry Brock: 05:28
Absolutely! You know, Brad, you picked a really good time to be born. You’d have, it’s better now, be more be alive today than ever before. We think about it. What we’re doing right now, just as one example, right? You and I are talking to each other. We’ve got really good communication. I mean we’ve got good video, we’ve got good audio coming through. We’re recording this. You just press a button and it’s being recorded and we can do this. I mean from anywhere we happen to be on the planet that has an access to the internet.
Terry Brock: 05:55
If we’ve got good strong to the net, we can do that and we can create a video. It would be accepted in any radio station in the world, any TV station in the world. We’re able to create that and I think we’ve got the opportunity in business to do a lot with this and actually I even kind of have a secret desire that with the technology we have, if we can start connecting with people and communicating more, we’ll be less likely to try to go over and get into a war with somebody. At least that’s my hope.
Brad Wolff: 06:26
You know what? That’s a nice vision
Terry Brock: 06:34
Yeah, exactly! We’re all people. We’re just folks. And so it’s better that we can try to connect with each other, really get to know each other and find out, “Hey, we’re really pretty much the same.” We all breathing oxygen. We want to do better this year than we did last year. We want our families to do well. And I think if we could start focusing on that, we’re going to have a much better world.
Brad Wolff: 06:54
So with the work you do, who typically within the organization are you working with?
Terry Brock: 06:59
I work with a lot of executives. I also work with a lot of people who are out there getting the job done and on the street, seeing people in sales. For instance, some of my clients right now that I’m working with, they are out in service professions. They’re helping others. Working earlier this year, even with someone like, I think, you know, I was told, telling you a few months ago working with a guy named Carlos Slim down in from Mexico, he asked me to come down to Columbia to work with them there. I was scheduled to be the opening speaker for this session and the closing speaker was Yvonne Duquesne, the current President of Columbia. And we went down to Bogota. But I think the kind of people I work with can range from the Executives at that level all the way down to people who are getting the job done. And it’s people who tend to think, okay, I want to figure out how to get more done and be able to serve our customers even more and do it in
Brad Wolff: 07:58
Now, Terry, it sounds like you know, the majority of people that are
Terry Brock: 08:14
Brad Wolff: 08:15
So he’s obviously been very successful. So based on your experience, what do you see as the keys to Leadership Effectiveness?
Terry Brock: 08:27
The Keys to Leadership Effectiveness? I think it’s a matter of knowing your people and knowing the tasks that need to be done and then creatively make sure that the two can blending work together. There’s inevitably going to be challenges. There’s inevitably going to be conflicts and I think a really good leader is one who thinks in terms of how to bring out the best in the people that she or he is serving and working with and to be able to understand the bigger picture while at the same time zoom down into the micro details that need to be done when necessary, but not get bogged down there too much as the leader step back and empower your people to get the job done, give them the tools, give them the training and ongoing training so that they can be better equipped to handle the job and let them figure it out.
Terry Brock: 09:14
I liked the way that Steve, I think it was Steve Jobs that said it. One of the ways to do it is that you hire good people and then step back and let them do their job. Let them do the job, let them figure out the minutia, the details of it. A leader who might have challenges would be one who wants to get in and Micromanage because the leader says, “Oh! I can do it better” and that leader might be able to. But it’s best to step back and say, “I’m going to let you do this.” People that I have hired, people who are really smart because “Hey, you never know.” They might come up with a solution that is even better than what you can do as a leader. And I think we want to empower people to do that. And really one of the things I like what Chris Brogan says, he says, “We need to grow bigger ears” and by growing bigger ears we’re going to listen more carefully to what people are saying and what they’re really saying. And sometimes what they’re saying is not being used with words, it’s in their actions, it’s what they’re doing. And we can tune into that. I think a real good leader is going to monitor that and be able to come up with solutions to problems for all parties involved.
Brad Wolff: 10:19
Well, that actually explains why one of the main reasons you would be living in Orlando, the biggest ears in the world
Terry Brock: 10:26
Brad Wolff: 10:30
So everyone there grows bigger years by osmosis I suppose?
Terry Brock: 10:34
Something like that at least we hope they’re listening more too.
Brad Wolff: 10:39
So you talk about the importance of leaders being able to
Terry Brock: 11:02
I think the key is to continue to educate yourself. Find out what’s going on. I like to do a lot of reading and I find that’s something that we don’t do as much today as I think we should. It’s good to be on social media. It’s good to watch videos, but there’s something really special about focusing your attention on a book, reading a book. You’re able to do that. And then you start developing the skills to understand more where people are and where they’re going and how to solve those problems. And really when you think about it, a book is one of the best bargains you can get anywhere. You get someone really smart that took our time to sit down, take their areas of interest on a given topic, focus them, put them together,
Terry Brock: 11:51
And I think that’s one of the ways that leaders can start learning more and gain more information by reading. And then I liked the way Zig Ziglar said it years ago. He said that when you’re sitting, you want to read and when you’re moving, you want to listen. On his day would listen to audio cassettes. Today we listened to Podcasts and MP3s and M4As and other forms of communication. But I think either way you want to continue to saturate your mind with good quality information and material. And as a
Brad Wolff: 12:29
So excuse me! Terry, let me clarify. So you’re talking about the importance of reading and when you’re, when you’re, when you mentioned that, are you also including people using audio books to consume the information?
Terry Brock: 12:41
Yeah! The reading I think is important. I like the idea of visually reading, but I think the audio books are incredible now when you look at what’s available, most books that are very popular now have an audio version. I think that’s real good. And another area of listening is Podcasts. We have a bazillion podcasts out there right now. I think the exact number is somewhere around 700,000 or so and growing all the time. But that means there’s a lot of different areas and some people choose to consume information more through audio and listening and that’s good. That’s something you can do when you’re doing something else. If I hop in the car and go drive from here up to see you in Atlanta, I’ve got about a seven eight hour drive depending on where we’re going. Traffic, things like that. Think about it. That’s a wonderful university of the car that we can now saturate our minds with.
Terry Brock: 13:32
Good information. Think about what would it be worth to you to have someone that you value whose mind and whose thoughts you really respect sitting with you on that long trip. Oh! And by the way, they’re not just going to sit there and talk about how the weather is. They’re going to give you valuable information that they’ve researched, they’ve studied, they’ve poured over, they’ve word smith it and crafted it, so now you can listen to that. Oh, and by the way, at any time that they say something, you go, Oh, that’s a great idea. I got to remember that. You can pause it, have another device there and say, leave an audio note. Don’t try to write it down when you’re driving. Instead you leave an audio.
Brad Wolff: 14:10
Well, I’m glad that you clarified that because the accident rate could go up if people are listening in or not.
Terry Brock: 14:16
It could, we want to make sure they do that carefully.
Brad Wolff: 14:20
And then you know, you never know when you get a letter that you’re getting sued because “Hey, you told people to just start taking notes when they’re driving.”
Terry Brock: 14:28
Yeah! We are saying do not be distracted.
Brad Wolff: 14:31
I just wanted to make sure all the listeners realize that he says do not distract yourself and take notes.
Terry Brock: 14:36
Brad Wolff: 14:56
People learn to drive. Why would they do that?
Terry Brock: 14:58
Brad Wolff: 14:59
Like using an Abacus. I mean, how many of us know how to do that? So what I’m really, what I believe I’m hearing Terry with respect to, you’re talking about people developing and becoming more competent in any area. That’s important to them. What I’m really hearing is Personal Development is that they’re taking responsibility for their own Personal Development.
Terry Brock: 15:23
Yeah! In the past people would say, well, you know, I studied politics when I was in school or I studied history, or I studied mathematics when I was in school,
Terry Brock: 16:07
Realistically! Does it really make a difference in your life to know that there was a tragedy over on the West side of town or on the South side or the doors or whatever or that they were debating a certain bill in Congress? I don’t think we need to get involved with all the emotional drama that we read to be aware of what’s going on. I quickly can read that say in the wall street journal or other good publications and I can quickly find out what I need to know because I can read faster than they can talk to me. But what I will do is I will then saturate my mind with podcasts, with good information, with the audio books and other forms of communication that will help me get something that’s going to be more lasting and better for me in the long run.
Brad Wolff: 16:50
So the power of choosing where you put your focus is what I believe you’re really saying is we do get to choose that we can turn off that news. We can choose to read something inspirational or educational rather than something
Terry Brock: 17:10
Brad Wolff: 17:11
We always have that choice.
Terry Brock: 17:13
Think about that, we have that choice because you can’t control what happens around you, but you can control your reaction. You can get upset by what’s on TV or what’s on the radio, or you can say, I’m not going to get upset. Why would I choose to be upset instead, I have, I’ve noticed on all the players that I have of audio, they have an off switch and so I can turn that thing off and I can listen to something that’s much more beneficial to me or I can find something else. Hey, now we can even get the technology that says that book you’ve got. You can turn the text into speech and listen to it that way if that’s something you want to do.
Brad Wolff: 17:51
So, what is your definition of Personal Development? Because it sounds like that’s something that’s really critical to your success in the success of others as you see it.
Terry Brock: 18:03
I think it’s really critical. A definition, I don’t know if I have a full definition, but I think it would be continually increasing your knowledge base with useful information that is valuable to the marketplace, that is going to be able to help others live a better life. And I think that would probably be a good way to look at a Personal Development in your, in for our minds. And also Personal Development in physical health is very important too. If you don’t have the health, you don’t have anything. My grandma said that. And so if grandma said it, it’s gotta be true.
Brad Wolff: 18:33
Well, you know what, that’s what research has shown that the stuff grandma’s said usually was beneficial.
Terry Brock: 18:38
Yeah! Absolutely! Yeah, So make sure you take care of your body, you take care of your mind, take care of relationships, those types of things. And I think that’s a whole lot better than being all in a tizzy about a, there was another word that grandma used a tizzy about. What’s going on in Washington or wherever it is that there’s a capital for you or some other kind of political nonsense. Focus on what’s going to be better for you and for others long term.
Brad Wolff: 19:04
So clearly Terry, you put a huge emphasis on lifelong learning, focusing on saturating your mind with information you think is going to make you more effective. In addition to that, what regular practices do you have that you feel has been most beneficial to your Growth and Development?
Terry Brock: 19:24
Well, I think the lifelong learning is extraordinarily important. I even go so far as to say more than lifelong learning is
Terry Brock: 20:16
I need my protein and all that. And then I did some study and found out, wait a minute, you got enough protein? It was in vegetables and all this. And I’m even find that by eating more vegan style, mostly vegan for me, I’m feeling better. I lost weight without even trying. And, but what route really matters to me is when I go and get the annual physical, my doctor, real certified medical doctor looks at the numbers and says that he wishes he had my blood. So I think, okay, that’s, that’s a good thing too. So I would say those of you be very careful of what you’re putting into your body, the substances, the food, and make sure that it’s something that is going to help you and you in how you’re living and to achieve the goals that you want long term.
Brad Wolff: 21:01
So basically you’re choosing what to put in your mind and your body. It’s really the focus of what you put your attention on.
Terry Brock: 21:08
Absolutely! I think we’ve got to look at that and it’s on a regular basis. Now does that mean that Hey, we never would stop and have something like a piece of chocolate or some candy or something? Yeah, we can do that now. And then again, it’s a, I think a moderation in all things is good. And I’m reminded of what Mark Twain said. Moderation in all things, including moderation. And I think…
Brad Wolff: 21:27
You don’t want to always be moderate. Absolutely!
Terry Brock: 21:29
Sometimes look at it and just really live life to the fullest. But yes, controlling what you’re putting into your mind and what you’re putting into your body. Keeping exercise there and maintaining relationships, maintaining good relationships, quality, both of the family and friends that are around you.
Brad Wolff: 21:47
Absolutely! So Terry, what’s “The Greatest Success” story that you’ve been part of personally?
Terry Brock: 21:53
Oh! “The Greatest Success”. It’s hard to say, I would say what really gives me the most joy is when I’m able to help somebody else because I’m really grateful and very thankful for the life I’ve had, even though as far as I’m just getting started and I feel like I’ve got at least another 738 years to go, but I love being able to help other people when I can do something that helps somebody else to achieve something that they didn’t have. I guess Brad, it’s one of the things I’m sure you’ve seen it also when you do your work. Yeah, you get your paycheck, that’s good, but when somebody comes up and says, wow, you made a difference in my life. My life is now different because you did this, and I’ve been fortunate enough to have many people that have said that to me when they come up and they go, wow! Terry, I like what you said about this and this, or people I’ve seen.
Terry Brock: 22:40
Literally they were able to change their job and save their job doing much better. I think of one individual I was working with a few years ago who was in a job he really didn’t care for and he was about ready to leave. He wasn’t telling anyone, but he came in, he saw what was happening with computers and technology. It was under a particular task that I talked to him about. Well he got excited about it. He went back, started studying even more. I came back, this was outside the United States. I went back to see him a few years later because I was over there for another assignment and he had been promoted to the chief information officer for the worldwide organization. And it was really interesting to see that and go, yeah, this is good. So I am grateful that I’m in a position where I can help people like that and want to do even more. And that’s where I think the technology comes in again. Because now with tools like Zoom and tools that get our video and consented out, we can see a lot more people with video than we can just one-on-one being there physically.
Brad Wolff: 23:38
Absolutely! So do you have any particular failure or obstacle that you’ve overcome, that you feel has been pivotal to your success?
Terry Brock: 23:49
I think it’s like a, not just one, but many and it’s a matter of learning how to overcome challenges and setbacks. Being able to get up and go at it again, I think that’s important. When I was a child, I’m really glad my parents put me into a program called Kodokan Judo, learning that, and as a little child I learned that I’m a little child. I started when I was 12 years old and stayed that with that for many years. I worked my way through high school and undergrad teaching that one of the things we learned is if you get knocked down, you get back up. And sometimes what we would do is it’d be, even though it was painful, was hurting, sometimes we’d be bleeding if as long as it wasn’t a terrible injury. We kind of made a big thing of a being, having the red badge of courage where we would take and write literally our blood on our white G and we’d ride on the G. Is there a uniform you wear and we would call it the red badge of courage and figure out when to keep going.
Terry Brock: 24:43
And also when you say stop, we got to get this taken care of, it’s an injury, we got to do that and learn. And so those kinds of things of getting back up and going really helped me. And I think when you have those setbacks, it can be really good. I had one, I remember when I was at Georgia state there in Atlanta and I almost got thrown out of the MBA program that I was in because I did not do well on the prerequisite classes we had, we had to learn a thing called Accounting and we didn’t do a whole lot of that in undergrad school when I got my degree in Radio, TV
Terry Brock: 25:25
I had to take the same class over and I didn’t get enough of a grade there to stay full time in the program. They were going to throw me out and they said, we’re going to give you one more chance. They put me into another class and I finally figured out how to do this thing called Accounting and so I went for it. I learned that I kept just hammering away at it, going over and over and over these exercises and I learned it and then I got an A in that class and every Accounting and finance class. After
Terry Brock: 26:10
I started showing other people to do it and eventually had people from Accounting asking me how to do it. And I ended up being an instructor at the Georgia
Brad Wolff: 27:12
Exactly! And I want to highlight this because I think that setbacks and failure aren’t bad things, they’re there learning opportunities and the power of developing grit, the power of stepping back and look it. Can I look at it in a different way? Because somehow it’s, from my perspective, you shifted your mindset of how you were looking at Accounting and how you were approaching it and you, it’s developed some way that worked for you to where it clicked and then you went on. So I really want to highlight the importance that in any in life and any success in life or any happiness in life or anything, the power of working through challenges and not seeing them as bad things that shouldn’t be there.
Terry Brock: 27:58
Yeah! Exactly, And for me it was something that I know happens to a lot of people. You think, okay, I got the setback and I didn’t know what I was going to do. I was devastated. It was a letter that they sent and they said, you will not be able to stay in the program but we’re going to give you another chance, and then I thought, well okay, I’ll do it. And I went back and took the same class with different professors. Both professors that I had for that same class were really good, but I still didn’t get it as good as I should have and so they sent me yet another, they say, God will give you one more chance because you made the grade a little bit better and I realized what I had to do is to stay with it and the movies, we watch it and people fall down.
Terry Brock: 28:32
Then they try something and they win. In the real world it’s not like third time is the charm. Sometime it might be the 5th or the 10th or the 300th time, but you got to keep going and you don’t keep doing the same thing. You learn and you employ what I like to call “Smart Persistence”, not just persistence of staying, keep doing the same thing over and over. That doesn’t work. You adjust, you improvise, you adapt. As the United States Marine Corps often says, you improvise, adapt and overcome. Figure out what you can do. Get the resources. For me that those resources came in the form of reading a lot of books and talking to a professors over and over and over. How come you do it this way? Why is it that way? And I’m very grateful in the pro. Some of the professors that I had there at Georgia
Brad Wolff: 29:26
This is powerful and I think what you’re, what you’re elaborating on Terry is like one of the most important fundamentals of life in general. And it’s that I’m going to keep on going and learning approach that it is, there’s no dupe, there’s no substitute for that. If we really want to have the life of our dreams. So what’s your website? I want listeners to be able to go to your website and a contact, you check out whatever it is that you’re providing. That could be a value.
Terry Brock: 30:00
Thank you for asking. Our website is TerryBrock.com and that’s spelled T E R R Y. And Brock is spelled the right way. B R. O. C. K. So it’s TerryBrock.com. And you’ll find the social contact information there and other ways you can get in touch with me.
Brad Wolff: 30:18
So is there any books or anything of that nature that you highly recommend because given the number of books that you read and listened to just wanting to see if there’s anything that you think stands out in relation to what we’re talking about?
Terry Brock: 30:33
Do you have another three hours of here? We cannot continue.
Brad Wolff: 30:36
I was a little nervous when I asked that question. By the way. The top three lists that you said, Oh my gosh, if you know, if you want to really expose yourself to something that can really be a
Terry Brock: 30:51
And if I had to limit myself to three, I don’t know, that’d be tough. But let me mention some that I’ve found have really helped me “Think And Grow Rich” by Napoleon Hill is a classic where he studied people who were very successful in many areas. His mentor Andrew Carnegie, let him get access to people around the world and he was able to talk to them and come up with the 1937 classic “Think and Grow Rich”. That helped. Another book that I found really helped “To Look At Life Objectively and “How You Should Live Life In The Real World” is really a fiction book that has been one of the best sellers of all time. It continues to outsell books other than the Bible every year, year after year came out in 1957 called “Atlas Shrugged” by Ayn Rand and it shows an objective way of looking at life and what will happen if we take those who are producing and creating and penalize them.
Terry Brock: 31:44
They will leave. And so we want to keep going with that. Another book that I found has been very helpful for me has been “The 50th Law” written by Robert Green. Robert Green wrote a book called “48 Laws Of Power”. He wrote some others that had been exceptionally good. I loved “The 50th Law”. Because “The 50th Law” is talking about “50 Cent”. The musical artists also known as Curtis Jackson. And “50 Cent” went through much in his life and he learned from that and what to do. Robert Green in that book shows the lessons that we can learn and he goes back into history to looking at others and how they overcame odds that were really bad. Just the other day, I was going back and reading some chapters from there about Amelia Earhart. And Amelia Earhart who grew up a little bit differently. She wanted to be her own person. She didn’t want to fit into the mold that everyone said she found by flying. She was able to do that and she was able to achieve a lot of goals. She even went through learning what to do and flying places where others said, no, you can’t do that. And she as a woman did a lot. They said, well, a woman can’t do that. And she said, Oh yeah, watch, I’ll do it.
Terry Brock: 32:54
And she did. And I think that kind of tenacity that we see in books like that are really good. So there’s a 3 books that are particularly good, but I’ve found the books from Robert Green had been particularly helpful in many different areas and what Iran has said, as well as what Napoleon Hill has said and others. By the way, Napoleon Hill’s other book of a… What was it called? I forget the title of it right now. Came out right after. I actually, it didn’t come out until just a few years ago, but he wrote it right after “Think And Grow Rich”. And I think it’s “Outwitting The Devil” and it is incredibly powerful, but it was not allowed by his family to be released until just a few years ago, I think around 2012, 2013.
Brad Wolff: 33:34
Wow! I’m gonna check into that. Terry, It’s been a true honor and a privilege to be able to have a chance to talk to you and record some wisdom that is transferrable to everyone, I believe, regardless of what you do. These are life principles that are very practical and that we live in the greatest time in history to access information and apply these principles. You would, what you would have had to do to be able to have access to this in the past was maybe one out of millions of people had the ability to do that. You just couldn’t do it.
Terry Brock: 34:15
Yeah! Today it’s so much better because you think just with a smart phone in our hand, we can take one of these guys and we can have access to and get answers and we can even talk into it. I can say, “Hey, what is this or what is that?” And I can have Siri or Bixby or Google go out and find the answers to all of these and then I can broadcast to others. I can connect with people around the world. There’s that relationship marketing and connection with people and it is really better to be alive today, I think, than ever before.
Brad Wolff: 34:45
And It’s encouraging to talk to people that believe that and have the evidence to back it up. Terry, thank you very much. I hope you stay warm the rest of the day and I’ll be talking to you later.