Have you tried networking before and thought there is no way this can work? If you have, today’s guest is here to show you how to network your way to success.
LINKS FROM THE EPISODE:
You can visit the AmSpirit website by: CLICKING HERE.
ABOUT OUR GUEST:
He is also the host of the Networking Rx podcast and an author of several books, including Foundational Networking: Creating Know, Like & Trust For A Lifetime of Extraordinary Success.
ABOUT BIG SKY FRANCHISE TEAM:
This episode is powered by Big Sky Franchise Team. If you are ready to talk about franchising your business you can schedule your free, no-obligation, franchise consultation online at: https://bigskyfranchiseteam.com/ or by calling Big Sky Franchise Team at: 855-824-4759.
Tom DuFore, Big Sky Franchise Team (00:03):
You’ve worked hard to build your business and now it’s time to grow. Welcome to the Multiply Your Success podcast. I’m your host, Tom DuFore, CEO of Big Sky Franchise Team, and a serial entrepreneur. Join me each week as I interview leading entrepreneurs, executives, and experts who share their misses, makes and multipliers. If you are a growth minded entrepreneur, investor, or franchise company, then this podcast is for you. If there’s one thing I’ve learned in business and in life, it’s that you can always learn something new to make things better. Our purpose for this podcast is for you to glean some wisdom and practical ideas to implement on your expansion journey. We look forward to being your guide to multiply your success.
Tom DuFore, Big Sky Franchise Team (00:51):
Welcome to the next great edition of the Multiply Your Success podcast. And as we get started today, I’m wondering, I’m sure that this has probably happened to you, but I’m just wondering, have you ever been to a networking event and someone comes up to you before you even get a cup of water or something to drink, or barely step foot in the room and they’re giving you their business card, trying to sell you something? Has that ever happened to you? I know it’s happened to me. And there’s nothing more of a bigger turnoff than when that happens, especially when you’re at some networking group or networking event.
Tom DuFore, Big Sky Franchise Team (01:29):
Today’s guest, Frank Agin, has started a company called AmSpirit, which is a professional networking group which serves to help prevent that from happening. And Frank, I thought would be a perfect guest for this week as we celebrate Patriot Day, which is a holiday or done in memory of the September 11th attacks back in 2001. It’s unbelievable to think that it’s 19 years now this year. So, just take a moment here just to remember those folks who were unfortunately killed too soon, lost their lives and to the folks who served to and have been impacted by that. So it’s a day that we will remember forever.
Tom DuFore, Big Sky Franchise Team (02:22):
So with that being said, I’d like to take a moment to introduce our guest, Frank Agin. He’s the president of AmSpirit Business Connections, which is a national network of franchises all over the country, that it’s an organization that empowers entrepreneurs, sales representatives, and professionals to become successful through networking. He’s also the host of a podcast called Networking Rx, and he’s an author of several different books including Foundational Networking, which is creating no, like and trust for a lifetime of extraordinary success. And so that’s a little background about our guest today. He’s fantastic. I think you’re really going to like him. And for more information on him and his company by the way, we’ll make sure to link, put some links back in the show notes here. So with that being said, let’s go ahead and jump into our interview with Frank Agin.
Frank Agin, AmSpirit Business Connections, (03:23):
Yeah, I live in Columbus, Ohio at this point in time. I grew up in an area of Michigan called the Copper Country, which is about four hours north of Green Bay, and they get about 250 inches of snow every year. So this is my Florida being in Columbus. But when I graduated high school, all I wanted to do was play college football and I found a small college in Wisconsin that I could play at. And Tom, you and I’ve talked about you went to Elmhurst, I believe, correct?
Tom DuFore, Big Sky Franchise Team (03:54):
That’s right, yeah, exactly right. Yes.
Frank Agin, AmSpirit Business Connections, (03:57):
But at any rate I went their site on scene to play football, literally didn’t visit. And my junior year there, my grades were really good and they were good because I didn’t want get kicked off the football team. So I really studied hard figuring everybody did. But I found out later that wasn’t the case. But they said, well, what are you going to do? And this is the early eighties, and I’m like, I want to go back to my hometown and open up a video store. There were no blockbusters, it was just VCRs were just coming into being and seemed like the thing. And they said, well, you can’t do that. You’ve got this great education from a liberal arts college. You need to do something with this. So they convinced me to go on to law school. And I got in, accepted to the Ohio State University. I got accepted to their law degree, MBA joint degree program.
Frank Agin, AmSpirit Business Connections, (04:50):
So four years later I’ve got a degree, two degrees from Ohio State, and I went to work for a public accounting firm, one of the big six, and I was a tax consultant, which seemed to fit my background really well. But the problem is, is I quickly learned I really didn’t want to do taxes for the rest of my life. So after about six and a half years, which will tell you I’m slow, but not stupid, actually, I knew I was going to leave and I just started bankrolling money because I knew I was entrepreneurial, I wanted to start something, but I figured the best place for me to start would just be to start into private practice. I’ll leave, I’ll be a small business attorney and see what comes of it.
Frank Agin, AmSpirit Business Connections, (05:37):
And a lot of little opportunities came my way. But when I started doing that, Tom, I had no idea how to get clients. I just hadn’t. And it’s a common story of everybody out there, a lot of people, I had no idea how to get clients. And so I was that bad actor for about four weeks running around, going to chamber functions, just trying to pass my card around, hoping somebody would hire me. Well, didn’t really work too well, but I had lunch one day with a friend of mine who was an attorney, and she took a different path. She started a small firm right out of school and she said, We need to get into a TIPS club or a LEADS group. And that’s what led me into a meeting where I sat with these other people, I was the only attorney and we learned about each other and we exchanged referrals.
Frank Agin, AmSpirit Business Connections, (06:26):
And it made so much sense to me that I could lift up my entire world by helping these other people lift up theirs. So I got really involved in that organization and it was based out of Pittsburgh and I was president of my chapter, it was based out of Pittsburgh, wasn’t BNI, it was based out of Pittsburgh. And one day I was talking to the founder and she put me on hold. Somebody had called in and just so happens that the guy who was calling in was the guy who was running the Columbus, Ohio marketplace. He called in to quit. So she gets back on the phone with me and she was nearing 60 at this point, and she said, yeah, this guy quit. And I said, well, what are you going to do? Pittsburgh’s three hours away. Well, I really wanted to start franchising this. She called it a license, but it really was a franchise.
Frank Agin, AmSpirit Business Connections, (07:15):
Well, the type of law I practice, I help people buy and sell businesses. So I had a good sense that she was sharing how this would all work. I told her in that conversation, I would do it. Right place, right time, right person, right everything. So 15 days later, I took over and I was her first, I guess what she’ll call licensee. And you and I would note it as a franchise. It quacked like a duck. It looked like a duck. It was a franchise. And immediately it started to take off because the guy before me was just an independent contractor and I had an investment. I was going balls to the wall with this thing, just trying to make it go. And part of it was my wife saw me make this investment. It wasn’t huge, but it was an investment.
Frank Agin, AmSpirit Business Connections, (08:02):
And when we first started, our little territory was her worst performing territory. By the end of the year, we were number one. By the end of three years, we were bigger than 50% of our operations. And that’s when her and I started having conversations about her cashing out and me buying out my operations. So in early, well, late 2003, early 2004, executed a buyout, bought that operations, rebranded it as AmSpirit Business Connections, and literally stopped the practice of law at that point, totally focused on growing this business, getting it ready to be franchised the right way with a FDD or UFOC at the time. So that’s really started me on this whole new path of networking and helping people become successful through networking.
Tom DuFore, Big Sky Franchise Team (09:00):
Well, that’s a great story. Thank you for sharing that. And I’m thinking about, as you’re describing, and maybe for the audience, you could talk a little bit about AmSpirit and [inaudible 00:09:12] doing during that time. Were you doing the same thing for the original company before you bought it out? What was going on then?
Frank Agin, AmSpirit Business Connections, (09:24):
Yeah, well this is very similar to a BNI type model. It’s one person per category. Putting these groups together and helping them become successful through giving referrals back and forth. So when the changeover took place, not a lot changed other than the name, a lot of the terminology stuck, a lot of the training stuck, a lot of that stuff stuck. I just had my focus changed from just developing seven counties in central Ohio to 50 states across the country. That was really the change in focus.
Tom DuFore, Big Sky Franchise Team (10:09):
Well, and for the listeners here, would you mind talking about AmSpirit and just explaining about the business itself and just talking about this idea. We have our audience, a lot of times are folks who are currently franchising, thinking about franchising, entrepreneurs. And so oftentimes when you think about franchising, people are thinking about some kind of a food business or a hotel or a motel. So they may not think about really, you’re a professional service. So talk about what you’re doing. And I think that would be helpful.
Frank Agin, AmSpirit Business Connections, (10:44):
Yeah. What we do, this is a for-profit membership based organization, and we create groups, we call them chapters of entrepreneurs, sales reps and professionals. And there’s only one in each category. And they come together on a weekly basis, during COVID we were doing it all over Zoom for the most part. They come together on a weekly basis to learn about each other, develop relationships and exchange referrals. For example, when I was involved as an attorney, somebody might come to me and say, hey, I’m quitting my job. I’m going to start my own business. Okay, great. You have an accountant, haven’t thought that far yet. Well, you need to have an accountant. How about a banking relationship? What about insurance? Your homeowner’s insurance isn’t going to cover this pizza shop you’re started. And so I would be making referrals within the chapter and people would be making referrals to me.
Frank Agin, AmSpirit Business Connections, (11:35):
From a franchising standpoint, it’s unique. It’s unique in a couple of respects. One, it’s relatively inexpensive, I said relatively. Our franchise fee at this point is $10,000. And now $10,000 is $10,000. But you know and I know in the franchising world, that’s on the lower end of things. But the unique thing about it is, is that it’s really, this is a franchise opportunity that’s designed for someone to add onto what they’re already doing. All my franchisees do something else. So for a couple hours in the morning, a few mornings a week, they are working with their groups. And I have some franchisees that operate 10, 12 groups, but then the rest of their week, they’re off doing other things. They’re merchant service consultants, they design websites, they’re realtors, attorneys, coaches, consultants of various kinds.
Frank Agin, AmSpirit Business Connections, (12:34):
And the two things dovetail really nicely with one another. For example, the gentleman who designs websites, who’s one of my franchisees, he tells me I work with eight groups and people in all those groups are referring me business. So not only is he making money from those groups, they’re paying the membership fee that he gets a large chunk of, but they’re also referring him business for his main business as well. So it’s unique in from that standpoint.
Tom DuFore, Big Sky Franchise Team (13:08):
Yeah, no, that’s really, really neat. And that whole idea of networking and coming together on a regular basis, weekly in this case. And look, Frank, you’re an author, you’ve written books on this topic, so I wonder if you might share some of, I don’t know if this is the right time to talk through that, but if for our team, the folks that are listening in maybe talk about some networking best practices or just three, four, five that, or common mistakes that you see along the way that they might be able to pick up on.
Frank Agin, AmSpirit Business Connections, (13:49):
Yeah, that’s a great question. Networking, it gets bad rap. Networking is… When people hear that term, a lot of times they think of the glad hand, and the used car salesman or the door to door pushy life insurance guy or whatever it might be. And certainly that’s part of it. You have that out there. But really what networking is, is it’s about developing relationships. And that’s what I always tell people is when you think about networking, you think about being successful with respect to your professional relationships. Think about it in terms of your personal relationships and how you treat other people. And really the best piece of advice I can give to people with respect to being successful with networking is find ways to help other people. And I know that’s totally counterintuitive because people come upon networking or want to network to grow their own business. And I’m telling you right now, the more that you are willing to help other people, the more it’ll come back to you. And that can take on a lot of different flavors, if you will.
Frank Agin, AmSpirit Business Connections, (15:00):
Some people will ask, well, what’s the one tip I should that somebody could act on? My consistent answer to that is find something you’re really passionate about and volunteer, because the second you’re out there volunteering, you’re doing it with people who have come out of their little corner of the world to volunteer. They’re going to learn about you, they’re going to find out about you, whether you’re an attorney or an accountant or a realtor, and you’re going to brand yourself as somebody who really cares in the community. And that will pay big dividends. The most successful people I see out there with great networks are really involved in their communities giving back somehow, some way. So I don’t know if there’s any… Well, there is no way to shortcut it. It’s really about developing relationships, getting people to know you, like you and trust you. And it’s really hard to dislike somebody who’s giving back to the world, their community, to others with really no expectation in return.
Tom DuFore, Big Sky Franchise Team (16:07):
Great advice. Yeah, and look, I know I can speak from my own experience and I’m sure those who are listening in, if you’ve ever been to a networking event of any kind, whether it’s an actual formal networking group like AmSpirit or it’s the local chamber of commerce or the business association or wherever you’re going, it’s inevitable that someone comes up to you, gives you a business card and says, hey, what do you have for life insurance?
Frank Agin, AmSpirit Business Connections, (16:39):
Tom DuFore, Big Sky Franchise Team (16:39):
It’s like, I’m just getting my iced tea over here. I just walked in the door. How about, hey, nice to meet you. And I think we’ve, like you said, there at times can be a negative connotation associated with networking because we’ve all had that experience with that person who just comes up and starts selling you right away.
Frank Agin, AmSpirit Business Connections, (17:09):
Tom DuFore, Big Sky Franchise Team (17:09):
Yeah. Well, let’s jump into one of the first questions we always like to ask everyone, Frank, which is this idea of misses as we talk about it. And would you mind sharing maybe a miss along the way that you had or that you learned from that you could share with the listeners?
Frank Agin, AmSpirit Business Connections, (17:26):
Yeah, I certainly can. And I get this question often, what mistakes would you avoid along the way? And that’s always a tough thing because what I find is, is yeah, it would be great to avoid the mistakes, but sometimes the mistakes set us up for big things. But one of the misses I’ve had is, I guess the general miss is I didn’t trust really what I was selling. And what I’m saying is, is I am most successful when I am out there doing what I teach people to do, networking. And in trying to grow franchise, this brand, there was a big segment of time where I was really trying to get franchise consultants to do it for me. And they, to a degree, are very transactional, make a lot of calls.
Frank Agin, AmSpirit Business Connections, (18:20):
And what I found is, is that once I started being me and just developing relationships and finding ways to help other people, that was the way of being most successful. So if I could have back those, I’m embarrassed to say, seven or eight years of playing this game of going to trade, not it was a complete waste, but I just relied on it too much is really was the miss.
Tom DuFore, Big Sky Franchise Team (18:49):
Interesting, interesting. Well, that’s great. Look, it’s a great learning opportunity and I tend to agree with you is, you learn something along the way that shapes and molds you into the direction where you are today and what you’ve been able to learn. And well, let’s flip it on the other side here. And what about a make or two you could share with us.
Frank Agin, AmSpirit Business Connections, (19:09):
Yeah. A make or two. Boy, that’s tough as well. And again, it really comes down to, it just comes down to networking and just being involved with other people. But years ago, this doesn’t really tie into my franchising business, I was referred a gentleman to do his will, and I remember going to meet him at this city little bar, that’s where he wanted to meet. Tom, this is all pre-cellphone. So I’m there at the city little bar, he’s late and there’s nothing worse than being in a city little bar all by yourself. I just didn’t belong. I’m like, oh my God, I can’t believe I’m here. I was newly married, didn’t have any kids, so it wasn’t a huge deal. But he came along and sat down. He says, oh, I’m really sorry about being late, whatever you ordered, I got the tab.
Frank Agin, AmSpirit Business Connections, (20:06):
He said, I’m going to tell you right now, I don’t need a will. I just told my insurance guy that I needed a will, and I’ve got these other big plans I want to do. I’ve got all these soft drink brands that I want to launch. And I wanted to find a decent attorney that could really work with me. He had just moved to town. And at first I thought, okay, this guy’s totally nuts. And then I walked out to his car and it’s like, no, this guy’s the real deal. Looked into him to the extent I could pre-internet. And he was just what he is, he’s out there still doing, an amazing guy taking brands, soft drink brands that have been abandoned and revitalizing them.
Frank Agin, AmSpirit Business Connections, (20:48):
And I got involved with him and at one point he offered me, not half the company, but half of one of the trademarks here, you’ve helped me, I’ll give you half the trademark. And about seven years ago, an investor came in and bought me out. So I literally had nothing in this thing and I didn’t retire on the money, I haven’t retired on the money, but it paid for a couple years of college for my kids and for nothing, for having no investment other than my time. So I think the lesson there is really every contact has opportunity. And then the second lesson is don’t look past the small things, because a lot of times it’s small things we, oh, I don’t want to mess with it, it’s too small.
Frank Agin, AmSpirit Business Connections, (21:36):
Small things lead to big things, big things hardly ever just materialize like a lottery ticket. It’s always the small things. The person coming to the financial advisor with a few thousand dollars, hey, can you get me started? And then come to find out that there’s six figures of 401K monies at another job. It always starts small. So look for the small things.
Tom DuFore, Big Sky Franchise Team (22:02):
Interesting. Like those little bread pieces of breadcrumbs that are getting dropped along the way.
Frank Agin, AmSpirit Business Connections, (22:07):
Yeah, that’s it, that’s exactly. And people, they don’t want to bother with them. And I’m saying, don’t waste all your time with them and go with your gut. But there’s opportunity there.
Tom DuFore, Big Sky Franchise Team (22:18):
Yeah. What a story. That’s pretty incredible just to take a look at it and come in with a good mindset, and look at that person as an opportunity, even if it’s not a financial opportunity, you’re looking at it as, well, if we do business, great, maybe this leads to a referral down the road to someone else, or another networking opportunity that leads to the next, to the next, to the next.
Frank Agin, AmSpirit Business Connections, (22:45):
Tom DuFore, Big Sky Franchise Team (22:46):
That’s really great. And let’s talk about the idea of multipliers and is there anything you’ve done or something you’d talk about in terms of a multiplier for you and whether personally or for your company that you’ve used?
Frank Agin, AmSpirit Business Connections, (23:04):
Yeah. I think that a game changer or a multiplier, and you’re doing it yourself, is podcasting. I have a podcast, it’s called Networking Rx. I also have a second podcast, which is a micro podcast, one minute every day. But my network has literally exploded through podcasting. People that are guests on my show gives me the opportunity to be guests on other people’s show. Those contacts introduce me to other people. And if you stop and you really think about it, if I invite somebody on my podcast, like you’re inviting me on yours, you’re doing me a favor as much as I’m doing you a favor. And I find that with all the people who are guests on my program, it’s amazing the network of people out there.
Frank Agin, AmSpirit Business Connections, (23:59):
In fact, before we hit start here, or before we got on the call, one of the people that I have connected through podcasting connected me with somebody in New Zealand, another one in India. These are people… The woman in India is connected to millions of people in a whole nother hemisphere. And I don’t know where that’s going to go, but for podcasting, it wouldn’t have opened those doors. So it’s just a great thing to share your voice, my voice, and allow other people to share their voices.
Tom DuFore, Big Sky Franchise Team (24:35):
Well, and I think for you, as I’m listening to you talk, Frank, one of the things that’s exciting specifically for you is really, podcasting is an extension of networking for you. And it’s a way for you to be in more places than just the one location. So it’s really, you’re a master networker and you’ve created a business around networking and franchised it and grown it across the country and still growing. And you have that, it’s probably just second nature now. You don’t even think about it. You’re just automatically doing it. And so now you have a platform that’s out there that is available for anyone to get into relatively affordably and relatively easy to get into start doing. So I think you are uniquely positioned to really do well in this kind of an environment. So that’s really, really interesting and great point there about podcasting. And we’ll make sure we put your podcast and other links in our show notes. So folks didn’t write down the name of the show and it was Networking Rx?
Frank Agin, AmSpirit Business Connections, (25:47):
Tom DuFore, Big Sky Franchise Team (25:48):
Networking RX, like networking prescription, the networking prescription. And we’ll make sure we link that up.
Frank Agin, AmSpirit Business Connections, (25:54):
Tom DuFore, Big Sky Franchise Team (25:54):
And so Frank, as a closing question we like to ask every guest is, what does success mean to you?
Frank Agin, AmSpirit Business Connections, (26:03):
It’s interesting. I think about this often, taking me back to this whole story that got me into this. I went to play college football and I played for this gentleman, Eddie George, he recruited me such as it was, there was division three, there’s no scholarships, but I was his third recruiting class, and 25, 26 years later, he retired. And there are 500 guys that come back for his retirement for his last game, just literally on the field, welcoming on the field for his last game. And I think about that often. Here’s a guy who probably never made six figures as a coach, taught at a division three school, never really got wealthy. I’m sure he’s got a decent retirement. But we always think of success as being this being about money. And he’s just the perfect example of, it’s not about money, it’s about living life on your own terms.
Frank Agin, AmSpirit Business Connections, (27:05):
And he wanted to be a college football coach, and he was a college football coach, and he impacted the lives of hundreds of men, inner city people, rich suburb kids. He’s got three very successful boys himself. And that’s really the definition of success is just having that kind of influence. It’s not about money. U-Haul doesn’t make trailers that follow coffins, I think that’s a Zig Ziglar thing. And it’s true. So you can’t take it with you. So there’s always going to be somebody out there with more money, but just having impact, having the ability to do what you want to do and having impact on others and really trying to help others have a better life. So, that’s how I look at success.
Tom DuFore, Big Sky Franchise Team (27:53):
Great. I love that. And I really relate to that, having gone to a small college, just literally down the road from where you went. And in fact, my mother-in-law was a professor at the small private liberal arts school, and a similar story to what you just described. She retired and when she retired, she was the head of coral activities and hundreds of kids, and from the choir from decades, came back. And just the impact is incredible. It really is. And so I really relate to that a lot personally. And thank you for sharing that. And by the way, I did have a question for you. Whatever happened to your video idea?
Frank Agin, AmSpirit Business Connections, (28:41):
My video idea?
Tom DuFore, Big Sky Franchise Team (28:42):
Yeah. You said you were going to do a video store or something after you finished college, and then whatever. Did anything ever happen? I know you ended up at Ohio State. I didn’t know if maybe it came back at some other point in time.
Frank Agin, AmSpirit Business Connections, (28:58):
No, thank God it didn’t. We all know what happened with video stores? At the time, during fall break and spring break on campus, most of us would stay on campus because we were in sports, and we would always go rent a VCR, which sounded crazy, but it was like, this is a really neat thing to do. We’d get a VCR and a week’s worth of movies. And I just thought, wow, this is the craze. But that was really the beginning of seeing something technology come in and being expensive. It maybe cost us a hundred bucks to rent the VCR for a week, and then the prices of everything just plummeting. So nothing ever came of it. I rightly chose to go to law school and get an MBA. And again, sometimes our miss, maybe that was my miss, but it led to something different and wonderful.
Tom DuFore, Big Sky Franchise Team (29:53):
Yeah. Oh, that’s great. Well, I was just thinking, I thought one of your first visions for, as a potential entrepreneur was this idea of a video store and the foresight on seeing something like that before it was mainstream is a big deal.
Frank Agin, AmSpirit Business Connections, (30:12):
Tom DuFore, Big Sky Franchise Team (30:13):
Well, as we close things out, Frank, is there anything you’d like to leave with the audience? Anything, any closing words you’d like to share?
Frank Agin, AmSpirit Business Connections, (30:23):
Yeah. Just one quick tip on, people are always stumped, well, how can I add value to the people around me? A simple way you can add value to the people around you is understand this, everybody could benefit by somebody else you know. Stop and think about it. Pull out your Rolodex such as it is, however you keep your contacts. Grab 20 names at random. And I’m willing to bet that most of those people, well, nobody knows everybody of those 20 people, most of those people don’t know hardly anybody. And it’s just a question of then just starting to make introductions. Hey, I thought the two of you should meet. And I will tell you right now, there’ll be two people who will just sing your praises for that. That’s a real simple thing for people to do.
Tom DuFore, Big Sky Franchise Team (31:10):
Frank, thank you for a fantastic interview. We really appreciate you being here. If you are a listener here, tuning in, check out Frank’s podcast, Networking Rx, check out his books, check out his company AmSpirit, maybe become a member, or check out his organization to learn a little bit more about how to be a better networker. And so let’s go ahead and jump into today’s three key takeaways. Number one, he said, find ways to help other people, find ways to help other people. And he said, the best way for you to do that, how you actually do that is that everybody you know can benefit from somebody you know. Everybody you know can benefit from somebody you know. So I thought that was pretty interesting. So, that’s a nice way to do that.
Tom DuFore, Big Sky Franchise Team (32:00):
Number two, every contact has opportunity. Every contact has opportunity. And he shared that story about the one gentleman that he had met where it ended up paying off years later. And number three, small things lead to big things, that bread crumb, dropping those bread crumbs along the way. Those small little steps lead to big things. You don’t get to the big thing before you have most likely many small little things happening.
Tom DuFore, Big Sky Franchise Team (32:30):
And now it’s time for today’s win-win. So today’s win-win is to find something you are passionate about and volunteer and give your time and serve. And that was some advice that Frank provided to us today. So find something you’re passionate about and volunteer. And that’s one of the great ways to help other people make connections and start networking. And it’s amazing when you start giving back and you start getting involved with your community, you’ll meet like-minded people, as he said. And when you’re giving back, you will tend to find that other things will start to appear before you, that you’ve been searching for. Contacts, people to meet, those breadcrumbs start showing up. So, that’s today’s win-win. And that’s our episode today, folks. Thanks for tuning in. Please make sure you subscribe, give us a rating and share this with your friends, and we’ll see you back here next week on the next edition of the Multiply Your Success podcast.