The Perfect 100

Hello and welcome back to the Perfect 100.

Today I have a wonderful new guest for you.

His name is Ed Hill with Masters Roofing.

I've known Ed for a little while.

He was in my previous chapter and he's been a BNI member for a while.

How you doing today, Ed?

I'm doing great, Tammy.

Great to see you.

Yeah, you too.

It's been a little while.

feel like, gosh, it's probably been at least a year, maybe two since I've seen you.

I think we saw each other training perhaps, but I haven't seen you in a little bit since
then.

So let's kick off with telling everybody who you are.

Go ahead and give us your 45 seconds.

Hang on one second, because I moved my, there we go.

All right, go ahead.

Hi, my name is Ed Hill.

I'm with Masters Roofing Memphis.

Roofing is a gritty, heavy construction experience, but I try to deliver red carpet
service and white glove cleanup.

So if you need roof replacement, roof repair, exterior repair, just count on me.

Awesome, all right, short and sweet.

So you, like I said, you and I, we're in a chapter together.

I remember well, tell me, tell how long have you been in BNI?

I'm in my fifth year, Tammy, all with Greater Memphis BNI and I hold the roofing and
gutters seat in our chapter.

Awesome.

And I was remembering back to, because we were originally, when you joined, I was in your
chapter.

at that year renewal, in your mind, tell us how you were thinking, if you can remember
back.

I think there was some hesitation.

I going to renew?

Take us back to that time, because a lot of people that are listening to this are in their
first year.

And that first year is kind of always a toss up, what you're going to get, depending on
how

You were trained how the business all a lot of different variables.

So can you remember back to your first year and when you were thinking about renewing what
that looked like?

I sure can and I came close to not doing it.

ah As you know, Tammy, I've got three degrees and this is some of the most work that I've
ever done to understand something.

So that's saying a lot.

I mean, it is a lot to take in and understand, but I think somewhere along the way I heard
Ivan Meisner's podcast with the

the basic thing, you know, you've really got to give it your best for three years.

Not that you won't get referrals and make money, but you know, by the time you get to your
second and third year, that's when it really kicks in.

So I'm glad I stayed the course.

Yeah, so five years later, are you feeling like that was a good decision then?

Awesome.

All right, and you were a senior pastor in a prior life.

Can you give us a little bit of the story behind, know, pastor to roofing business sounds
like a, you know, interesting transition.

How'd that happen?

Well, my degree, uh undergraduate degree was in teaching and I thought I was going to be a
teacher, but the Lord called me to the ministry.

Total shock.

Total change of direction for me.

And I served as a staff member about 10 years, but I was a senior pastor for 20 years.

And uh I found myself without a church position in the denomination I'm in.

steal the money or anything like that.

But another opportunity was not afforded to me.

And I felt like the Lord opened up for me to serve people a different way.

And that is in direct sales and helping them take care of their homes.

So that's how I ended up where I am.

And I never charted this

course.

Yeah, it's a it's a it's a it kind of feels like a kind of a right turn perhaps.

But, you know, I I've interviewed several people now that have a similar background to
you.

I know we live in the South, so I don't know if that's a thing here or that's everywhere.

But we seem to have a lots of folks that used to, you know, be one thing and now they're
another.

And that's OK.

I think a lot of us are on that journey.

Right.

Is whether, you know, it's it's the life you are living or, you know, I think we all come
to what we're doing in a different way.

Years ago, Tammy, Prudential Insurance did a study and I'm confident this has changed
radically by now.

But 20 or 30 years ago, most adults would be in 11 different types of work in their
lifetime, not just a different company, totally different line of work.

So nobody listening should be concerned about that if you've gone through that.

It's very normal, actually.

Right, well, back in the day, because I'm older, used to be people my age would have seven
jobs or work for seven companies over their lifespan, but that has changed.

And since I'm a CliftonStrengths coach, hear a lot of Gallup.

Gallup owns CliftonStrengths.

I hear a lot of Gallup data.

And the workforce today, the millennials have really changed how the workforce operates.

what they want now is completely different from people of my generation.

I feel like that makes me sound old in my generation, but millennials want work-life
balance.

They want their work to mean something and they don't want to work all the time.

People in my, I've said this before, people at my age group tend to work, we grew up
working a lot.

uh That was kind of the normal, so it's interesting that.

uh

your study, you know, is probably very true.

So roofing is, I would say, sometimes misunderstood.

uh What do people get wrong about roofing and, you know, your business?

ah A lot of times people think that the leaks they're having or other issues are solved by
one lonely guy climbing up on a roof and nailing on a few more shingles.

That sometimes solves the problem, but usually if it's a long-term problem, you don't need
uh topical ointment.

You need invasive surgery sometimes to find the problem and actually end it.

And that's where a state licensed roofing contractor comes in.

Okay, well, and I know you and I have talked about this before because I live in a home
that has a certain brand of shingles that are no longer.

And there were a lot of bad characters out, you know, during storms early when I've only
lived here only lived here 16 years.

But in the early days, when I first moved here, there was a big storm that I live in a
neighborhood that's newer, you know, so the roofs were not in need of replacement yet at

that time.

A lot of bad characters kind of floating through looking for opportunities to take some
money.

um

So I know that you guys are a little bit different in that regard.

Speak to that just a little bit.

How do people know what is a good roofing company and what isn't?

Well, I think the safest thing for people to do is to find out if a roofing contractor is
actually licensed in their state.

Now, for example, we're in Tennessee and there's no requirement that roofers be state
licensed.

A plumber has to be HVAC and so on, your dentist.

They all have to be state licensed, but there's no requirement like that in Tennessee.

And it's like that in many states.

Now we are voluntarily, which means our honor passes state exam in Nashville on all kinds
of roofing.

We had to post a bond with the state and we're answerable to the state contracting board.

That is huge.

So if you just go with that, you'll eliminate uh in Memphis, probably 485 roofers and
you'll be left with those that are actually.

state licensed.

then after that, I would check customer reviews.

Google is a great place to find out what their service is really like.

Maybe you know some people who have used them.

ah Also, are they endorsed by their manufacturers?

We're endorsed at the highest level by GAF and Owens Corning.

That says a lot.

We're Owens Corning certified and they even do a Dun and Bradstreet credit check is my
understanding.

So if you want somebody reliable, get a state licensed contractor.

Awesome.

What makes your particular approach, whether it's service or just you in general,
different from others in your industry?

I, this goes back to having been a pastor, Tammy, I truly look at people as being part of
my roof flock.

And if they come on board as my customer, I tend to regard them as a customer for life
unless they don't want me to.

And I'm there to help.

It's not one and done.

And I think I'm not saying that's absolutely unique, but it's not common.

Right, right, gotcha.

How about BNI?

What's the role BNI's played in your roofing journey?

Well, when I came to Memphis, didn't, wasn't born, didn't grow up here.

Came here in 2010.

I didn't know anybody here other than the people at Masters Roofing.

And basically it's helped me connect with all parts of this city, which I don't think I
would have ever been able to do on my own.

Connectivity.

Right, yeah, same for me, because I'm not from here.

So getting plugged in is a good thing to do with BNI.

So how about your power of one?

What does that say about you as a member, do you think?

The main thing people should get out of what they see on the screen and what I see is just
do what you're told.

Okay.

don't have to reinvent it and it's really not that complex.

Right.

Yeah, it's so Ed has a score.

I'll read it for those not watching.

uh Ed has a score of 85 in the green.

He has 20 points for attendance, 20 points for referrals, five points in the gray for
visitors, 20 points for one to ones.

So and 20 points for CEUs.

So the only everything is green.

the but the visitors tell me a little bit about visitors.

Is that a tell me because we've had several.

uh episodes here where people have talked about people who are in the trades struggle
potentially to have visitors because you're busy kind of, you know, on a roof.

I know you're not on a roof, but your people are on a roof.

So talk to me about visitors.

Well, that's a challenge, I think, for a lot of us.

But in my case, I've tried to invite people that are not in the trades, might be in a
profession where they would have more oh discretionary use of their time.

But it is a challenge.

I've had 11 come, but if I could get more that I invite to come, it'd be more than that.

Right, right.

Yeah, so if we roll into your POMS report, and this is since February, so 24 weeks of
measurement.

So you've got no absences, referrals given inside is zero, referrals given outside is 45,
referrals received inside is five, referrals received outside is 28.

Two visitors in that timeframe, 43 one-to-ones.

And thank you for closed business given.

$43,356 and 32 CEUs.

So

what if anything in that report stands out for you?

Well, I think on what you just read, if we're talking about the same thing, I think I
zeroed out on quote, making anything that quarter.

But it's, like being at the beach when the ocean rolls out is coming back.

And over the five years, income to our company has been 1.4 million.

So we definitely made a lot more than we've spent on BNI.

for

I would say so.

Yeah, I don't do math in my head, but that sounds like a pretty good return on your
investment.

Tammy, I don't even worry about, I didn't get a referral this week or this month, because
it comes and goes and it comes where I almost can't handle what comes and then it may be

nothing for a little while, but it all evens out.

Yeah, yeah.

How about a win?

Give me a meaningful win that you've had that came to you through BNI.

Well, a great win for us is we have a young lady in our chapter named Lupita.

And Lupita called me one day and she said, you've got to call this person at TPC
Southwind.

They need a roof.

So she said it was a clubhouse and I was very gracious, I felt.

And I said, Lupita, we've bid on that so many times and we've done, Tammy, as you may
know, over 150 residences.

their roofs in Southland.

We have about 200 customers out there.

But we just had tried to do the clubhouse, which was a massive roof and we got nowhere
over the years.

She said, no, you've got to call this person.

So I thought, okay, Lupita's in my chapter.

She's onto something I'm calling.

know what, Tammy, it was a little bit of a process, but to my shock and amazement, Lupita
who does credit card

In our chapter, Greater Memphis, was the inside route to the manager there who just
basically hired me once we talked for 10 minutes.

I knew we had the job then.

And that's the largest job like on that type of structure.

That's the largest job I've ever done.

Okay.

Yeah.

So that inside track, so to speak, I, know, it's, that old saying, it's not what you know,
it's who you know.

Yeah, I didn't even know that I knew her.

I mean, in terms of like, you said who might be an inside route to TPC Southland and that
clubhouse, would not have picked Lupita.

You know, because the one she's in, she's not even in her trade.

Right, I love that because it speaks to, you sometimes we forget to talk about the
extraneous things, right, as we don't necessarily look at the direct person that's going

to refer us or we don't even mention certain places because we think we can't get in or
we've tried and it's a done deal, whatever, but it's that one.

either knowing somebody that cares about your business that will help you get in, which is
the big thing, right?

This what we do here, right, at BNI, or mentioning it, not thinking the person, you know,
maybe you're doing a one-to-one with somebody who you think you don't have, they're not

gonna be right in your wheelhouse because they're not lined up next to you and they know
the people, you know, and that's the thing.

You just never can underestimate the power of the connections, right?

All right.

What's something that surprised you about BNI that, maybe challenged your thinking?

Well, if you had told me I have to join a network group, I would not have done it.

But I was uh invited to check it out.

And another person in our company is in another chapter.

They liked it.

So I thought, well, OK, can't be too bad.

But I've never been in a networking group.

And I had a bad opinion of them, basically.

ah

I was, and this was all online, if you remember, I never even met, it was during the
pandemic.

met people in my chapter for like, what was it, six months or something like that.

I forgot that you joined during COVID when we did the sideways, oh, we're going online
now.

Yeah, but the thing that surprised me, I guess, is this is way more than a networking
group.

And I think it's the greatest one in the world.

But I began to develop relationships and friendships with people there.

And I didn't expect that.

It's been good.

Yeah.

Awesome.

All right.

So let's take a turn to your CliftonStrengths.

So your top five are number one is Intellection.

You are characterized by your intellectual activity.

You are introspective and appreciate intellectual discussions.

Number two is Achiever.

You work hard and possess a great deal of stamina.

You take immense satisfaction in being busy and productive.

Number three is learner.

You have a great desire to learn and want to continuously improve the process of learning
rather than the outcome excites you.

Number four is maximizer.

You focus on strengths as a way to stimulate personal and group excellence.

You seek to transform something strong into something superb.

And number five, responsibility.

You take psychological ownership of what you say you will do.

You're committed to stable values such as honesty and loyalty.

So were any of those a surprise for you?

This is the first time you've taken this,

First time I took it and no, that's pretty much me right there.

Amazingly, that's me.

Yeah, so how does that show up in either how you work, how you build relationships,
anything come to mind?

Well, it might surprise viewers and listeners to know that roofing done right can be
highly complex.

If it involves an insurance claim, which we do those, but in any month I just build a roof
for people who want to buy one.

You know, we do a lot of that, but claims have become increasingly

complex and frustrating.

And I think that because we have learned the ins and outs of that and what not to do, what
to do, we've been able to help people who are just tangled up in a knot with a legitimate

insurance claim.

And we don't turn them all around, but we've turned many around.

But you can't...

do that the way you did it 10 or 15 years ago.

It's not that old anymore.

Yeah.

And you in your strengths, I'm sure play to that.

uh Your assessment actually says I enjoy whenever.

So the top five, I've seen this many times over, but the top five in case somebody's just
listening to this for the first time for your episode is they interspersed together the

top five.

So even though you and I both have, I have maximizer in achiever, both in my top 10
maximizers in my top five, my, my maximizers number three.

Mine will read differently than yours.

So your assessment says on one of the things that you enjoy the written word and in
election enjoys absorbing new information.

So what types of things are you finding intriguing to investigate right now?

My parents bought a set of world book encyclopedias, which was a YouTube of the 1960s.

And I read them.

Not every word an article, but I read a lot.

So I've tried to be a lifelong learner.

And I've transferred that today to the modern world book, which is YouTube.

So I try to learn a lot about a wide range of subjects, which helps me deal with a wide
range of customers.

Yeah, well, I remember this again, because I'm old enough.

used to have my dad actually built a bookcase for those.

And back in the olden days, when we had a school assignment, we would go thumb through and
find, pull one out to dig through.

Boy, times have changed.

It's amazing how much easier life is with the internet.

So I'm glad I'm old enough to have experienced the difference.

facilitated a, what I'm calling a strengths-based chapter session, where we took the
CliftonStrengths of all the members across the leadership roles, and we also looked at

their business activities.

If we did that in your chapter, if we gave everybody an assess, the CliftonStrengths
assessment, and we kind of gave them what they were, you know, their top five strengths

like yours are, what do you think would happen in your chapter?

Would they, how would the top five best serve them?

I think that they would know what they need to concentrate on more, you know, their
strengths, and it would just help them in their sales and relationships.

Yeah, it was kind of amazing because we looked across, know, we're it's uh what is it
August and we were going into the new leadership term coming up, you know, in October.

So we looked we're looking at who's going to be doing what.

And it was really amazing to see, OK, this person really should be good at this other
thing.

Right.

Is they, you know, sometimes they don't want to do that thing.

But often it plays to the president.

You know, we were looking at

that person's particular set of strengths, and they were perfect for being a president.

sometimes it's just asking, right?

It's asking what do people feel drawn to, and that is almost always going to pull them to
their strengths, as I really enjoy, like the mentoring coordinator role is always one I

enjoy, but I also like the president.

But now I'm on the membership committee, and that also plays to my strengths.

So there's a lot of different ways to slice it up that you can apply your skills.

in your chapter, but then they were also looking at their business, As, ooh, this means
I'm, you know, this is a way to uh communicate differently about what I offer to my

clients.

So like for you, I think that there's some, I'm married to a number one, intellectual
person.

uh So, which is a unique animal, uh but he doesn't have your other strengths.

He has different ones that follow after.

So his reads a little bit different, you know, cause he is a little bit different, but.

I know that in election people like to, they need time to think, right?

As, know, given a problem, let me go and think about it.

I'm not gonna give you, although you have maximizer, so you might be, but you need to
think about how you're gonna maximize that, right?

As I wanna take some time and you have learners, so you're gonna pull upon some of those
previous research that you've done and apply all those things together.

So you're gonna come up with something great based on that.

Is that what you think?

Yeah, often, Tammy, I tell people with complicated repairs or problems, hey, I took the
pictures, we looked at it, you're not going to hear from me for about two or three days.

I like to think about what I've seen, what it couldn't be, but what it could be and how we
can solve that.

And then we can give you a solution, not a guess.

Yes, for sure, love that.

ah

So if somebody listening doesn't know their strengths yet, could you explain to them why
you think it might be worth doing?

Yeah, I think if you and Tammy can help you with this, if you take the Clifton Strengths
Test, ah it's not that long, first of all, if you hate taking tests, it's kind of fun.

And I think you will be, um it will endorse you on some things that you feel strongly
about, but it may disabuse you of a few things that you think you're strong in, which the

test says, nah, not really.

And it might let you off the hook and you can concentrate on what you're really great at
and who you really are.

I love that bit where you focus on what you're good at, obviously, is what it's designed
to do.

It's interesting that you say that because it will, when you do your full 34, our natural
tendency as humans is to look at the bottom and see, not good at that, okay, thought I was

good at that, but I'm not good at had many of those conversations in that session I did
with my chapter and it's, I just have to explain to people, you just do it differently.

You don't.

like my bottom ones are not, doesn't mean I can't do those things.

It just means I accomplish them in a different way, right?

And in the strengths that you, if you focus on that, yeah, you're gonna have better
success and you're gonna be happier because it's what you do well, right?

So that's awesome.

So what's some...

If I'm at a work site and I pick up a tool, everybody becomes nervous and I'm not helping
our company.

So I let them do their part and I do my part.

Yes, that makes, that's good.

I love that analogy, actually, is don't pick up the tool that you're not gonna be well
skilled at using.

That's good one, I like that.

All right, so what's something that challenged you as a business owner, maybe a hard
lesson or a turning point that really shaped how you work now?

Well, everybody can't be my customer.

oh I would like them to be, but they will tell me a lot about themselves and I may realize
there's some people that won't let me help them and that's okay.

And they're gonna be happier and I'm gonna be happier if I just acknowledge that.

And then I can help the people who want my help.

That's how I roll.

Yeah, that's a tough pill to swallow sometimes for people, I was having a conversation the
other day, and I don't remember who it was with, but I was talking about sales and how I

used to be in a position where I would offer, I was working for a dot com and I was
offering them to put their, it was cars.com, and they were putting their inventory online,

and some places were not ready for it, right?

They didn't have the,

the right attitude, they didn't have the right backup plan, they didn't have the right
support system, they didn't have all the right things.

And I would bring it to them, like, yeah, that sounds great, sign us up.

I'm like, after talking to you, I don't think we're gonna do that, we're not gonna sign
you up.

And they look at me like I was crazy.

They're like, wait, you're in sales, aren't you?

Don't you wanna make a sale?

I'm like, I do, but not if it's not going to be beneficial for you.

Because if you're not ready,

when it doesn't work, then you're gonna say, I'm bad and the product is bad and neither of
those two things are true.

It's that, you know, it's just not, you're not ready.

Now I can work with you on a plan to get you ready and, you know, work through it.

But if you're not prepared to do the work, then you're not gonna be successful.

So, yeah, so I love that.

um

What is a business habit, practice or perspective that you think BNI members should adopt?

You don't have to fully understand what a chapter member does, the intricacies of what
they do, just the type of client that would be a good referral for them and just connect

them.

It's not rocket surgery, like somebody said.

Yes.

Yeah.

Well, it's really hard to know everybody's business that well, right?

We often say that we're each other's marketing team or sales team, but it isn't really the
case.

We're each other's introductory connection team.

Because if I try to sell a roof for you, I'm going to do a poor job because I don't know
enough about roofs.

How would you say that?

I don't know enough about roofing.

to be able to sell you like you sell you or your company, And nobody's gonna sell what I
do the same way as what I did.

The at bat is what we're looking for, right?

So that's great advice.

If you're just trying to, you don't need to have that in depth and we don't want you to.

We don't want you to, I don't want you personally trying to pitch me.

I'm gonna give you enough words to say, to get me that at bat, get me in front of
somebody.

and then let me do what I do, know, let me talk about what I talk about.

And I think everybody, we all want that for ourselves, but we don't necessarily think
about that for the other person, right, as we're trying to do too much selling.

I think that actually applies to BNI as well, is right, we all, in trying to get a
visitor, I think that's where some people struggle, is they oversell it, right?

Yeah.

try to, I've got 20, I think last time I looked, I have 25 or 26 visitors in the last year
to my chapter.

you know, I'm, that's pretty far away from everybody else.

Toot my own horn.

But I don't oversell it.

I'm not trying to, the meeting isn't about, you know, it's this, it's this, it's this,
it's this, it's this, it's no, just show up, meet some people, right?

That's all people want is I'm gonna introduce you to some people you should meet.

that, you know, and I'll try to, if the caveat is if I know I have people in my chapter
that match, that would be good referral partners before them or after them, you know, the

upstream downstream is they're, you know, I'll give an example.

We have a caterer and I met a lady who does porta potties and you know, and the caterer
does events that are outside.

So I'm like, oh, well you should, you do porta potties and so they do fencing.

I'm like, you should come and meet my caterer cause

that would be a good referral.

Right?

would be somebody she wants to like, oh yeah, well she's got people who need porta
potties.

So, you know, that was a pretty easy, she was all for it.

You know, it wasn't, that's all I said, just come on, come to my meeting on this day.

And she was like, cool, you know, so it's, think we overcomplicate it and, and for all
things.

So that's a, I love that.

next person I invite I'm gonna tell them I belong to this thing you probably hate it but
hey what do I know come and prove me wrong

Yes, the walk away the negative like no, no, you don't want this

Definitely not for you.

um Love that.

Yeah, that's a that's a good approach to take the takeaway.

That's actually what it was.

The takeaway is you can't have it.

Well, wait a minute, which is what we just talked about with that car dealer.

Right.

As I can I can visually see the person I one of the people I said had that conversation
with him.

He was incredulous.

He was like, what do mean you won't sell it to me?

I like you're not ready.

You know, it's not for you.

Wait a minute.

But but but but he worked hard and he got it.

So, you know, it's it's it's the right point.

Yeah, I like that.

that, which is maybe something new for some people that don't have ever tried that before.

I don't know.

It's your visitor.

You do what you think you need to do.

So what mindset or belief do you think help you grow the most, whether that's in BNI or in
your business?

oh Just that every problem has a solution and problems are common to everybody, whether
it's in the workings of BNI or understanding it or how you do your business.

Just don't give up.

You'll arrive at the solution.

But if you quit, you won't.

So if you're not getting BNI,

and you're thinking the solution is to quit, that's not the solution.

The solution is just keep at this and follow the instructions.

Yes.

Yeah, that last part's the big bit, right?

Is know what the path is, and if you don't, ask somebody and then do it.

Good stuff.

So what are you most excited, what's coming up for you in the next six to 12 months that
you're excited about?

It could be personally or professionally.

Well, I don't have any particular grand plans personally.

ah I'm thinking that I need to go back to some good old fashioned goal setting, know, uh
miss markers or something, things that I do every day, you know, that you just do

consistently that yield a great result, maybe not individually, but altogether.

And I haven't had to do that, but I think I may hold myself to that professionally.

Yeah.

And that's the number two achiever in you is like, you like to have goals and like to
accomplish them.

I always tell people when I'm coaching, cause I am a business coaches, you know, it's most
people, not most people, a lot of people don't set goals and you know, it's really hard to

achieve something that you didn't set.

So no particular plan.

You're probably not going to get there.

So that's a, I love that one.

Um,

is there anything that you're working on behind the scenes that we should keep an eye out
for?

Well, uh this is not a secret.

I don't think to you, but if people would like to get some free uh advice about improving
their home or maintaining it, I do a podcast called Memphis Home Maintenance Show.

And if you just Google just that, it'll come right up and it may help solve a problem and
you won't even need to call me or anybody else.

Or you'll know who you need to call.

right.

And we'll drop a link in the underneath this when we post on YouTube.

So you can go and check that out for yourself.

So we have a thing that we do that we asked the previous guest to leave the upcoming guest
a question.

And the question that the previous guest left for you is

what in your line of work brings you great joy and sense of accomplishment?

ah This is going to seem silly, Tammy, but I was raised by an Army Master Sergeant and I
know what clean looks like.

Okay.

There's no doubt in my mind when something's clean or not clean.

Every roof job looks like a major catastrophe and it is the yard, the grass, everything.

And I know this seems silly.

You know, the roof's great.

Yeah, whatever.

Ms.

Jones, you're going to love how clean this is when we're done because I'm coming behind
the cruise and I'm magnetizing the driveway a second time and I'll carry my subway cup

around and pick up odds and ends and it'll pass my master sergeant father's inspection.

It'll be, they love it and then I have to deliver that every time.

Nice.

Yeah, I grew up with a, an air force father who, who's all about order.

So, um, yeah, I can, I can appreciate that one.

All right.

Cool.

Well, it's clear that you've thought a lot about all, you know, what, what you do in your
work.

Cause I know that's what you do as an election.

Um, but I appreciate that you brought all of your great strengths to both your work and
this podcast episode.

Thanks for giving us an inside look here today, Ed.

Thank you, Tammy, for having me join as a guest.

It was certainly my pleasure.

Well, and if this episode helped you move even one point closer to your own perfect 100, I
ask you to please hit the subscribe button.

It's easy.

And in return, I will do my best to come back every week with more value.

So until next week, build your strengths, build your chapter and build your business.

Bye everybody.