This episode of the Spilled Salt podcast, hosted by Maureen Ballatori, features a conversation with Maria Kast, the CEO of Core Leadership Development. Together, they explore the concept of the “inner coach” and its impact on entrepreneurs in the food, beverage, and agriculture industries.
Helping Leaders Tap Into Their Intuition and Find Their Inner Coach
Maria works with entrepreneurs, founders, and small business leaders to help optimize their teams by guiding personal growth and leadership development. Her goal is for these leaders to find, trust, and follow their inner coach, which involves tapping into their intuition and authentic selves.
During the podcast, Maureen and Maria discuss the challenges faced by entrepreneurs in the food, beverage, and agriculture industries, which often embrace a “hustle culture.” They emphasize the importance of self-care, mindfulness, and intentional decision-making. Rather than constantly being on the go, entrepreneurs should take the time to be present, pay attention to their thoughts and feelings, and listen to their inner coach for guidance.
Maria suggests that finding the inner coach involves asking open-ended questions, tapping into gut feelings, and creating moments of quiet reflection. The inner coach can help entrepreneurs make better decisions, prioritize tasks, and ultimately lead to more successful outcomes for their businesses.
Encouraging leaders to model behavior that promotes a culture of self-care and well-being in the workplace.
The podcast highlights the significance of being authentic and honest in business interactions. It’s essential for entrepreneurs to be transparent with their teams and clients, fostering an environment of trust and collaboration.
Maria and Maureen also discuss the challenges of finding and retaining the right talent in the industry. They stress that a supportive and healthy work culture can help attract and retain top talent.
Listen in to explore the concept of the inner coach and its positive impact on entrepreneurs in the food, beverage, and agriculture industries.
Resource shared: DIY Retreat Planner
This transcript has been edited from its original form to support readability.
Maureen Ballatori: I’m Maureen Ballatori and this is Spilled Salt, a podcast on the thrills and spills from the food, beverage, and agriculture industries.
Today’s guest is Maria Kast of Core Leadership Development. She elevates entrepreneurs to find, trust, and follow their inner coach. And so we talk a lot on the podcast today about what that means.
What is an inner coach? How do I find it? How do I listen to it? And how is it going to make a difference in the growth of my business?
Well, We’ll get into that in the conversation today. And I thought it was really important for this, for Maria to join the podcast, even though she’s a little bit of a different kind of guest in that she’s not exclusively focused on food, beverage, and agriculture, because I believe so deeply in the impact that these strategies can really help a business grow. Enjoy the conversation.
Thanks for joining me for the podcast. I’m so excited to chat with you.
Maria Kast: Yeah, yeah, I’m excited to chat with you too. And I love the name, Spilled Salt.
Maureen: Thank you. Yeah, it’s like spilling the tea now, a little bit of, I love it too, thank you. I always love to have you start just by telling everyone a little bit about you and your business. So why don’t you start us there?
Maria: Yeah, yeah. So I’m an executive coach. I actually now consider myself the CEO of my business.
I started out as an executive coach; as a one-person team. And now I have a team of three. And I personally coach executives in their business, small businesses, 100 team members or less is generally what I like to focus on because I love to be part of the family. The smaller the business, the more I feel like I’m part of the family.
And then I have a couple of coaches who coach the emerging leaders within the organization as well. And what we really do is help to optimize your team by helping your team to grow personally so that they are the best version of themselves and as leaders that they can be for your organization. That is what we do.
Maureen: That’s great. And you truly, so full disclosure for everybody listening to the podcast here, I know Maria because she was my executive coach for a number of years, starting in late 2019, early 2020. I worked personally with her for a couple of years and then put my team through working with Maria and her team a number of times over the last couple of years.
I’m here because I drink the Kool-Aid and I believe in what Maria does.
And I wanted to bring her on the podcast because the food, beverage, and agriculture industries have such a hustle culture related to them.
And so I know that that’s one of the challenges that you often help the folks that you work with, leaders and founders in organizations overcome, right? How do we get past that hustle culture and build in a different, way of doing business? What does that look like?
Maria: Yeah. So I think, firstly, the hustle culture is not something that is sustainable. That’s what everyone needs to understand is a, you don’t have to live that way. You don’t have to build your business that way. And on the opposite side, what you can do is be super intentional and pay attention to what you need as a leader and what your team needs in leadership as well.
That comes from not always working, not overworking, not always being on, not having that hustle culture, but really paying attention and getting quiet so that wherever you’re at and whatever you’re doing, you’re in the total present moment.
You’re being super mindful about what it is you’re doing and how you’re operating. And I think that alone, like when I think of hustle culture, It’s like, you’re just out there doing all the time without a lot of thinking, without really tapping into like, “Whoa, hold on. How can I be at my best at this moment and really optimize and get the most out of this interaction or this environment?”
Or I know in your industry, there’s a lot of, I mean, you go to a lot of events, right? There’s a lot of food and bev events. And so rather than trying to like, run through the event and not be mindful to really stay mindful of what’s in front of you so that you can capture something that will move you forward in your business.
Maureen: I think the food conferences are an excellent example because I just came back from one actually and really changed my mindset from the first one that I went to a handful of years ago to this.
The first time I went, I felt like I had to visit every booth. I had to collect business cards from every station and find some way to make a personal connection with everybody.
And when you’re talking about four football fields of tables. That’s a lot of work and it’s a lot of follow-up when you come back.
Whereas the one that I recently went to, I found pockets that I felt were well-suited to what I was looking for. I kind of sauntered down the aisle. I was just so much more relaxed.
And so that comes from a lot of internal work of me figuring out how to build that time and space for myself.
What is your advice for someone who doesn’t know how to do that yet? They don’t know how to self-care. They don’t know how to listen to that inner voice and kind of take some time away from all of the doing and save some time for listening. What are your thoughts?
Maria: Yeah. So what I heard you say in that is that you, prior to going to the event, got super intentional with how you were going to show up and who you were going to reach out to, and how you were going to be in that environment.
And so my suspicions are that what you did was you tapped into your inner coach, what I call the inner coach. So you knew, hey, okay, I am going to this event. So prior to going, I’m gonna get quiet. I’m gonna sit for 20 minutes, 30 minutes, and I’m going to think about what is it that I want as a result of going to this conference. What do I want the outcome to be?
And then sit with that question and really write and say, this is how I hope to show up, this is what I want to become a result of being at this conference, and then ask, how do I wanna show up? Right? Like how do I, do I want to be running around like crazy or do I want to be in the moment paying attention? Who are the people I want to see?
Get really intentional with that inner coach time before you even go into a meeting or before you even go to the event, take that time with the inner coach; ask those open-ended questions. And the best way I can say is, design how you’re going to be at that conference.
Maureen: Yeah. And I think the counterintuitive thing about all of that is the way that you find more peaceful time in your activities when you feel like you’re hustle culture, you know, doing, doing all the time is taking more time, right? To do something different.
So it can be counterintuitive, right? That I’m so busy. I don’t have time for everything. I don’t have time to sit. What’s your response to that?
Maria: My response is you can’t not afford to take that time.
You actually, if you don’t take that time to really think into your business and think into your results and take that time for yourself, you will burn out. You will not get the results that you want. You may get some results, but you’re gonna totally burn out and kill yourself in the process and not be happy with your business and with yourself.
So you can’t not afford to take that time. And as I’ve experienced over the years, and I know you’ve experienced is when you get intentional with taking that time and you say, okay, before I go, before I step into this environment, I’m going to take some time to check in with myself, to check in with my inner coach.
And when you’ve done that, you’ve gotten better results, right? You actually get better results rather than running and just doing and moving from meeting to meeting and not taking that time.
Although people are telling themselves they don’t have time, they need to switch the narrative. And what they need to ask themselves is, how can I make that time? What can I do to make that time in my schedule? Because I need to have it.
Maureen: I think the other part of that is, “Why do I feel like I can’t take that time?” I think asking yourself questions and just letting whatever needs to come out, come out. You know, I think that there’s a lot that can be learned from that as well. And why do I feel like I can’t take the time to be intentional about the activities that I’m doing? This is also another good question that I’ve learned a lot from.
Maria: Yeah, right. So then you get the Intel and the insight into what’s going on with me that I feel like I can’t take the time.
And then when you ask that question, the actual answers will rise to the surface. It’s like, wow, I feel like if I don’t overperform, I won’t make it in this business. Or I feel like if I’m letting someone down if I don’t try to hit everybody, I’m people pleasing or It’s when you ask that question, the idea comes to the service. And then the goal is to be like, oh geez, like, is that true?
Maria: Is that real? Like, I like to call it, and I call it the inner coach because what I would love to see people do, like the people that I work with, and you know this, is I’d love to make myself obsolete.
I’d love to work with people like I worked with you and your team so that they no longer need me anymore. so that they’re self-coaching. So they’re asking themselves those deeper questions and peeling away those layers to help them to grow and evolve and understand themselves and why they operate the way they do.
Maureen: I think initially when I first started working with you, I would ask myself, what would Maria say? And then that evolved into what is, listen, that voice is now my voice. First, it was your voice, and now it’s my voice.
Maria: And you’ve experienced better results, right? You actually are now operating, I remember the first time we met, you did have that hustle culture.
You were always going, I mean, you were building a business. That’s kind of getting back to your last question why do we think we have to operate that way to build a business, right?
And you were operating in that space. But when you started to learn like, hang on a second, if I can slow down and start to pay attention to how I can build this business in a different way and pay attention to that, then you had the better results.
And you’re not as exhausted. You’re not overworked.
Maureen: Absolutely. So while results for us came in the form of, you know, we’re making significantly more money. And we’re retaining more and the business is healthier. And I am healthier.
I feel way more confident. I feel way less stressed. And that is worth its weight in gold.
So let’s talk about resources right for a startup, somebody who’s in a really early stage, especially food, beverage, and agriculture.
A lot of times it’s the founder. They are the ones who are making the product, making the sales, making the deliveries, marketing the product, you know, and so on.
What are the ways for them? You know, so we’re saying you need to make more time in your schedule to be intentional about the work that you’re doing. There will also come a time when they just need to get some shit off their plate.
When you’re challenged with some of those resources, what are some of the suggestions that you have in that regard?
Maria: First of all, what I’d like to say is success comes in your daily habits, right? I’m sure everyone’s heard that before. If you’ve read any kind of book that talks about, you know, being successful as a business owner.
So one of your daily habits, I would highly recommend to be the first thing in the morning is to take time to quiet down and tap into the inner coach.
Start to really problem solve about how can okay, I’ve got all this on my plate, right? All this stuff on my plate, I got to do this, this, and this. I’m the doer of it all. What do, how do I need to structure my day or how do I need to structure those tasks and things to do in a way that I am staying connected to myself? I am doing the work but I’m not feeling overwhelmed or I’m not feeling out of control. That’s the first thing.
Write it down. What is it that you need to do?
And then secondly, I would say if you are doing it all, what are some of the things, and this is an important question, what are some of the things that aren’t really in your or aren’t producing the best results?
And then figure out who you need to hire. Because I’m gonna tell you right now if you’re doing it all and you’ve got income coming in, the business is building, your first hire should be someone who can take something off your plate that is not your zone of genius or in your wheelhouse or the best thing that you can do personally to grow your business, the business development piece.
So who is that person? Maybe it’s an admin. Maybe it’s just a support person.
Maureen: I think my thoughts initially when I was growing 29 and hiring and we started to be more strategic about it, initially I thought I need to hire those really high-level people first. And that is a strategy, right?
There are lots of different paths that you can go, but I think it was helpful for me to learn that from you when you told me years ago.
What are some of the things that you’re doing on your list that don’t make sense, that you’re not doing as best as you could, or perhaps there’s somebody out there that can do it better?
And then I got really focused on hiring people in dedicated roles that could do an area of business that I wasn’t my best at, that they could then do even better. And that’s where some of that extrapolated growth started to come from.
Maria: What you did was you connected to yourself to ask yourself that question, right? And this is kind of the theme of how I operate and how I work.
Tapping into that inner coach and asking yourself those questions, taking that time in the morning or periodically in the day to ask yourself, hold on a second, what do I need to do in order to optimize my business and myself and grow the business yet not be burned out and overwhelmed? Who can I, what can I give away? As you said, you asked yourself that question.
Only you know the answer. And everyone has a different strategy. It’s just, you have to figure it out yourself. Like how you do it, how it works for you and your business.
Maureen: I know we keep asking you this question six ways from Sunday, but often when I talk about what an impact our work together had on me and my business, one of the things that I hear from people is I don’t know, I ask myself those questions and I don’t know how to hear the answer. I don’t hear a response. I don’t know how to go there.
So you call it the inner coach. What are some of the, when people come to you and they say, I don’t know how to hear it, I don’t know how to listen to it, what do you say? What are some of the other things they can do?
Maria: Yeah, it comes in different ways, right? Sometimes it’s a gut feeling, right?
Like you just get this like, something doesn’t feel right. Something just doesn’t feel right in my belly.
Check-in, just be like, what doesn’t feel right now? It’s all about asking yourself those open-ended questions and paying attention to like, what am I thinking about right now? Is my head running? What’s going on? Like I’m… thinking too much about this or I’m overthinking or this interaction happened and it just doesn’t feel right, this person, just paying attention to those body instincts, so to speak.
Now, another idea is when you are running, if something’s not feeling right or you’re feeling nervous or you’re not confident or you’re overwhelmed, or whatever, come back to where you are.
When you were going off, where were you? Like when your head was going off, where were you? Like I was driving and I was just like streaming with my thoughts and I was like, okay, what you need to do is just bring yourself to the actual present moment. Like feeling your hands on the wheel, paying attention to the road or the tree or just bringing yourself back into your body rather than kind of running.
That’s where you start to build that connection to the inner coach. It’s all about getting, practicing getting quiet, practicing, bringing yourself to the present and practicing, paying attention to what you’re feeling, thinking, and doing, and paying attention is like for me, it’s the overarching theme.
Just pay attention. Don’t be out there doing all the time. Don’t be out there thinking all the time. Right. And that’s what builds, what ends up happening is you start to build that trust. You, you start to hear, feel the gut, and be like, that’s that feeling. And I know I need to do something. You just build it over time.
Maureen: I think that the other part that’s important is you learn what is not your vibe. What’s not your thing?
And so again, going back to a CPG brand that is chasing after an opportunity to go into a new retail store or spend a bunch of money on a new promotion because the retailer has all these hopes and dreams for their success and it just doesn’t feel right.
They’re worried about not gonna be able to fulfill the order, it’s too many stores or those are some of the things too that be aware of, kind of jot them down.
As you mentioned, write down your thoughts on something so you can kind of let it flow and circle back to it later. And then I think the other part of it is pulling in advisors and mentors that can also help. gut check some of that for you.
Like, is this just growth scaries that it’s scary and exciting at the same time or is it truly not a right fit? Any advice on how to differentiate the difference there?
Maria: What I heard you say is like being discerning, right? Being intentional and being discerning about what’s right for my business and me and what isn’t.
The way to do that is to definitely if you’re feeling off about any of it check in, just stop, and don’t try to keep going forward. Like just stop and check in and ask yourself, hold on, what is, what’s going on right now? What am I feeling? Does this feel like a right fit? Does this move feel right?
And then like you said, if you’re not sure, if it’s like an absolute, like, no, you know what? I just met that person and I am not getting on with them very well. I’m not like, I’m not in alignment with who they are and how they operate. Then it’s not a right fit. If something doesn’t feel like it’s an alignment with you and your business, it’s not a right fit.
Now, if it’s scary, if it’s more like I’m swirling in my belly and I’m a little nervous because it’s out of my comfort zone, then it’s like you check in and you say, okay, well, so what can I do? What’s one step I can take to like start to work this out? What’s one thing I can do to move forward in this direction and just keep gut-checking? And then it’s just like, okay, you know what? This is good. I can do this or I am comfortable. This is the right move.
It’s really checking in.
Maureen: That alignment that you’re talking about is being honest, right? It’s being honest with yourself and with the person on the other end, the phone or Zoom or whatever it is.
I think that one of the breakthrough methods of growth, too, is when something doesn’t feel right, to be honest with them and say, this doesn’t feel right to me for these reasons. And maybe they’ll come back and say, oh, well, let’s try you in five stores instead of 50. Oh great!
That sounds great, right? As opposed to: it doesn’t have to be black and white; if it’s an all-in-yes or an all-out. Being honest with someone, you know, can sometimes help find a middle ground that you didn’t realize was there.
Maria: It’s you creating your business, right? The way that you want to create it. You don’t just say yes, because it’s like, well, this is what I should do. It’s like you are creating your business. And if that whole entire package, that CPG package, you know, proposal, feels scary or isn’t a right fit, and you feel like you could adjust it in some way, then you do, because you’re creating your business the way that you want it to be
You are the creator of this business. So get creative.
Maureen: Yes, I just recently took on a new type of engagement that we’ve never done before at the agency. And I was, the opportunity came to me and I was so excited about it. So, right, like I checked in and listened to myself and said, oh my God, that sounds so cool.
But I was a little unsure because I had never done that type of engagement before. And so I’ve flat out said to that prospect who I had worked with before, but I was just honest. I said I’m really excited about this. I’ve never done it before, but I really like for us to do this together. And I just want you to know, like, I’m enthusiastic. I’m confident that we’ll be able to be on the same page as long as we remain open and honest with our conversations. But I just wanna be transparent that I’ve never done this.
And it put us in the same field. That it wasn’t like I was trying to hide something and that I was trying to be someone that I’m not, right? I came to the table with my authenticity.
Maria: Totally, yeah, that’s so important. I’m really proud of you for that, too.
That is amazing because that is key because if you don’t show up as yourself and you’re not super transparent and honest and authentic, then that’s when things get squirrely. That’s when you end up with clients you don’t love or that’s when you walk into situations where you don’t feel confident. And instead of being open and transparent, you’re just holding it inside and just beating yourself up.
Maureen: And that’s where imposter syndrome comes from.
You’re like, oh my God, I’m trying, they don’t know that I don’t know what I’m doing here. It’s like, no, hey, never done this before, but I’m feeling good about it. Let’s do it together. Does that work for you? Yep, great. Much different shift there.
Other level-up challenges – what are some of the other things? You work with so many founders, company leaders, and emerging leaders all across the board. What are some of the other big hurdles that are faced as people are trying to scale and grow?
Maria: Well, I’ll be honest that what I’ve noticed most recently is that the biggest challenge is everybody’s calendars and this kind of goes back to what we said in the beginning. Everybody’s calendars are packed solid.
Your team is taking work home. They’re doing work through the lunch hour. They’re on all the time and they are burning out.
The problem is they’re not telling you, right? So if you have a team, they’re burning out. They’re not telling you.
So the leader’s just not aware, and they’re just continuing to like allow their team to operate that way.
My mission is to get the CEO, the executive to take this learning, tapping into the inner coach and not overworking and paying attention and like that self-care piece and bring it to their team.
To honestly say to their team, listen, at this time of the day, we’re gonna take 15 minutes to just connect and tap into the inner coach, do some problem-solving or creative ideating, or whatever it is. Because right now the teams, it’s too much. Everybody is burning out. So I feel like that is the number one challenge right now.
I mean, and you’re saying you’re seeing it in your industry, even as the industry leaders are out there overdoing and overworking.
Maureen: [As a leader,] you’re setting an example for your team with everything that you do and don’t do. So that too, from a personal example, right?
Before we started working together, I would work my full day. My kids at the time were maybe three and four years old. I would drop them off at daycare. First thing in the morning, I’d work an eight-hour day. pick them up, put them to bed, and then I’d put in another two, three, four hours in the evening
I said, “But I’m getting so much done, that’s when I can check stuff off my list.”
And then my team started doing the same thing, right? I don’t want them to do it, but that’s the example that I’m setting. So, you know, I think that that’s a great example.
Packed calendars lead to burnout and they’re not sharing that. And so I think the other part of that, too, is the more you share with them, right, with the team and be open and honest about what you’re facing as you’re growing the company, the more they’re gonna wanna reciprocate that.
Maria: I think, as a leader, you need to know that if your team is burning out, they’re not leading your team well, they’re not leading your company well. Whatever role they’re in, they’re not being their best. And they’re not leading their team well.
That is a recipe for the destruction of a company. You cannot operate in that way. And it goes back to that intention and that discernment. They’re not problem-solving like they could. They’re not ideating and coming up with awesome ideas for your company because they don’t have the capacity to do it. They’re not leading the team well because they don’t have the capacity to do it. They’re burnt.
It’s important and it’s got to start from the top down and not only modeling it but making sure that you check in with your team and you say, all right, are you taking this time?
We’ve got to shift things here so that we’re not overworked. something’s gotta change and I’m making you do it. Just like you make them do that, you know, not make them, but you tell them the tasks they need to do for their job. You need to also tell them the tasks they need to do for their self-care.
Did you do it? Checking in.
Maureen: Such a great, I love that, as a concept even just sharing both sides of it. These are the things that you need to do including taking care of yourself and calling out.
We talked a lot about truth and authenticity and being, you know, finding alignment and, you know, calling things out when you’re seeing them, right?
So, “Hey, John, I noticed that you’ve been putting in some late hours or some really early mornings. Is that a short-term thing because you’re trying to catch up on something or are you building poor habits because I don’t want it to lead to this?”
Maria: Yes, huge. That’s great leadership. Right there, that is great leadership. You are going to them with that observation and you’re calling it out. And here’s the thing, what happens is, they’re then gonna be more honest with you.
It just ends up being reciprocal. It’s like, oh, I can be really honest with Maureen or with my leader because they’re being honest with me. They’re bringing it to my attention. They’re not hiding anything from you.
Maureen: Right. Which also feels like, oh, they’ve got my back.
Maureen: Which leads to, I mean, in an industry, again, bringing back to food, bev, and agriculture as a specific kind of segment there, there’s a lot of difficulty with labor, right? Finding the right staff. I mean, that’s across the board everywhere, right? But finding the right colleagues to join the team and then retaining them, you’re gonna have better success with all of that too, the more… you build in a culture that feels like, you know, it’s a team of people who have each other’s backs.
Maria: And in your industry, I know that it’s traditionally, it’s a culture of like overwork, late nights. I’ve worked with a lot of creative companies and it’s the same across the board, but it doesn’t have to be.
I think that’s just it. We don’t just have to say, well, that’s just this industry. Not necessarily.
You can make a change. It’s maybe a slow-moving ball. You just start the push, but you can change that. You can change that culture.
Maureen: That’s exactly why I wanted you on the podcast today, Maria, is to talk a little bit about the fact that, you know, and hopefully this conversation changes some mindsets for some folks that it doesn’t have to be that way.
You can grow, you can build an engaged team, you can build your company and you can do it with, you know, both sides of the coin, success in the business and, you know, personal happiness in the work that you’re doing.
So thanks so much for sharing all of those. those tips and resources and kind of abilities to listen to that inner coach. Any other kind of key takeaways for folks as we wrap up here of things to kind of where to start or things to consider for people to take away with?
Maria: Yeah, I think the number one, and I always, when I’m working with someone new and they’re not really used to this kind of thinking, I always say, like, what is a way that you do connect with yourself?
What are some ways that you like to connect? Is it going out for a run? Is it going out into nature? Is it just sitting in your room? Or what is it that you would, how would you be able to do it? How would you like to do it?
And schedule it into your calendar. Personally, for me, it’s like first thing in the morning before I start my day. It’s first thing in the morning. Is that great for you or not? What is it afternoon for you? When is a time that you can block 15 minutes, 10 minutes you can start with, where you’re just sitting and connecting or going for a walk and connecting in silence?
Just paying attention and allowing your brain to sort of take a break from the screens, from the task, checking off tasks, whatever it is you’re doing in your day. Just start there and ask yourself an open-ended question. Just one, what is it, what’s something that you’re working on? Like, is it an idea for a new business line, right? Or a new product? Just say, hey, what are some ideas? What are some things that I can think of that I would like, what could I do in this? What could I create? and just see what comes forth.
Ask yourself open-ended questions and see what rises to the surface.
It’s really a great place to start.
Maureen: I agree. And then I do that, which I couldn’t recommend more.
Then the one step further that I try to take it is what’s the low-hanging fruit of that thing. What’s the easiest thing that I can do to start that and get the ball rolling like you were saying? So that it’s moving and it’s not just stuck on my list with all the rest of the things. What’s something I can do to get that in motion?
Maria: Yeah. Well, and I just, I guess the other thing I’ll add to Maureen is because of who we’re talking to right now is if you, if you are in hustle culture right now, if you are burning out, if you’re feeling a lack of confidence or you’re stressed or whatever, whatever you’re feeling right now, if it doesn’t feel good, take that time and start to ask yourself, how do I, how can I change this? What can I do to start to change this way of operating? and how do I want to operate in my business? Like envision it. Yeah. And then start to take that one step forward. Like you said, what’s one thing I can do to start that, to start to roll the ball in the other direction.
Maureen: Going back to that intention. Love it.
Maria, thank you so much. This is great. I hope everyone puts as much weight on this as I have over the years. It’s truly been night and day in terms of the way that my business operates. And I couldn’t be more grateful. So thanks for taking some time to share those thoughts with the audience. I really appreciate it.
Maria: Maureen, I actually have a worksheet of open-ended questions, some ideas there. If anyone wants that resource, they can download it here.