1 00:00:00.500 --> 00:00:03.000 Cheryl, how are you? Good to see 2 00:00:03.300 --> 00:00:07.500 you. We have Cheryl Cheryl Tibbs. Let's talk about exactly 3 00:00:06.500 --> 00:00:09.200 how everything is going for you. 4 00:00:09.200 --> 00:00:12.300 You're doing equipment financing you're with equipment 5 00:00:12.300 --> 00:00:15.400 lease. Let's talk about how business has been since I 6 00:00:15.400 --> 00:00:18.400 last saw you a couple of months ago businesses moment and 7 00:00:18.400 --> 00:00:21.400 thanks to the bank. We picked up several broker Partners 8 00:00:21.400 --> 00:00:24.300 who were mainly specializing in 9 00:00:24.300 --> 00:00:27.200 merchant cash advance space but after hearing me 10 00:00:27.200 --> 00:00:30.100 speak talking about Trucking talking about equipment and just being 11 00:00:30.100 --> 00:00:33.100 real, you know with the with the pet with the people 12 00:00:33.100 --> 00:00:36.800 we picked up several brokers who have 13 00:00:36.800 --> 00:00:39.400 now added equipment financing as an additional Revenue 14 00:00:39.400 --> 00:00:43.000 stream and I love getting up in the mornings and stroking 15 00:00:42.200 --> 00:00:45.500 those wires out to them. So business 16 00:00:45.500 --> 00:00:48.200 is booming Cheryl. I love talking with 17 00:00:48.200 --> 00:00:51.300 you because you are one of those people that I noticed you're not, 18 00:00:51.300 --> 00:00:54.500 you know shouting out like I do all 19 00:00:54.500 --> 00:00:57.700 these deals you you stay in your lane you found 20 00:00:57.700 --> 00:00:59.300 an edge and you go with it. 21 00:01:00.200 --> 00:01:03.300 Is that important for those that want to be successful in this industry? 22 00:01:03.300 --> 00:01:06.200 Well, I mean just think about what you said I found my 23 00:01:06.200 --> 00:01:09.300 lane and I stay in that lane. If you if you equate that 24 00:01:09.300 --> 00:01:12.100 to driving if you take people that are driving and they get 25 00:01:12.100 --> 00:01:15.600 out of their Lane the chances of them having an accident is it goes 26 00:01:15.600 --> 00:01:18.100 up? But if you stay in your lane and you're going 27 00:01:18.100 --> 00:01:21.300 where you're supposed to go then the chances of you getting to where 28 00:01:21.300 --> 00:01:22.000 you're trying to go? 29 00:01:23.300 --> 00:01:26.500 Is great. So when we look at being in 30 00:01:26.500 --> 00:01:29.300 this space, one of the things I teach new Brokers is find your lane 31 00:01:29.300 --> 00:01:31.200 find your Niche and stay there. 32 00:01:32.300 --> 00:01:35.100 Grow there and once you've grown there if you want to add these other 33 00:01:35.100 --> 00:01:38.500 things add these other things but I just think it's important focus is 34 00:01:38.500 --> 00:01:41.300 so important. So let's talk about that. I mean everyone wants to 35 00:01:41.300 --> 00:01:44.300 make a ton of money. Everyone wants to be successful make millions. 36 00:01:44.300 --> 00:01:47.100 You've heard it all Cheryl. What 37 00:01:47.100 --> 00:01:50.300 advice would you have to people that are trying to make the big 38 00:01:50.300 --> 00:01:50.500 bucks? 39 00:01:51.300 --> 00:01:54.600 Just what I said find find a good 40 00:01:54.600 --> 00:01:57.800 Niche find what you love doing and work that Niche and 41 00:01:57.800 --> 00:02:00.600 stay focused on that Niche Prospect 42 00:02:00.600 --> 00:02:03.300 become a consultant. We don't want we don't 43 00:02:03.300 --> 00:02:06.100 want order takers lead generators. They don't make the 44 00:02:06.100 --> 00:02:09.500 big bucks. Big bucks are made by those people who are actually 45 00:02:09.500 --> 00:02:12.500 concerned about their customers and those customers come 46 00:02:12.500 --> 00:02:15.100 back again and again and again and they refer people 47 00:02:15.900 --> 00:02:18.100 let's talk about when times get hard. I mean 48 00:02:18.100 --> 00:02:21.300 2023 there's a lot of unknown this industry. 49 00:02:21.300 --> 00:02:24.400 I mean literally it's Ebbs and flows when times get 50 00:02:24.400 --> 00:02:26.000 hard. What do you do? How do you stay motivated? 51 00:02:27.100 --> 00:02:30.300 Well, I mean, I just look at what what I have the reason 52 00:02:30.300 --> 00:02:33.100 I have to work, you know in that motivates me. I 53 00:02:33.100 --> 00:02:36.000 mean just being able to get up in the morning and knowing that I'm responsible. 54 00:02:36.900 --> 00:02:39.500 In a way for all of the Brokers that I partner with. 55 00:02:39.500 --> 00:02:42.200 I mean that's motivation enough to find the best 56 00:02:42.200 --> 00:02:45.100 equipment products to find the niche products to find the 57 00:02:45.100 --> 00:02:48.300 products that nobody's talking about and present that to my broker community 58 00:02:48.300 --> 00:02:51.500 so that when times do get hard, oh, well Cheryl 59 00:02:51.500 --> 00:02:54.200 Tibbs gave me an idea nobody's doing this but this 60 00:02:54.200 --> 00:02:57.200 is something I might can carve out in 2023 and then I 61 00:02:57.200 --> 00:03:01.200 can make big bucks. So that that's my motivation. I'm I've 62 00:03:00.200 --> 00:03:04.000 been in his business a long time. And right now 63 00:03:03.700 --> 00:03:06.600 my passion is seeing other broker 64 00:03:06.600 --> 00:03:06.900 succeed. 65 00:03:07.800 --> 00:03:10.300 So let's talk about the biggest deal you ever. 66 00:03:11.400 --> 00:03:14.300 Participated in what was that deal did at one 67 00:03:14.300 --> 00:03:16.600 point two million dollar deal last November? 68 00:03:17.600 --> 00:03:18.800 Sports Solar Company 69 00:03:19.600 --> 00:03:22.300 How did you get that from a partner from a broker 70 00:03:22.300 --> 00:03:25.300 and how did you not drop the ball on that deal? 71 00:03:25.300 --> 00:03:28.300 Cause I know what the hell I was doing. I I know 72 00:03:28.300 --> 00:03:31.200 what Linda would do to deal. I know how to price the deal 73 00:03:31.200 --> 00:03:33.300 and I left it up to the partner to sell it. 74 00:03:34.400 --> 00:03:37.400 And for those people that want to succeed in making 75 00:03:37.400 --> 00:03:39.300 those deals, what would you say to them? 76 00:03:40.400 --> 00:03:43.400 Just just keep working. Just keep working hard at it and and 77 00:03:43.400 --> 00:03:45.100 if you need to partner with somebody, but 78 00:03:45.800 --> 00:03:48.000 50% of 100% is a whole 79 00:03:48.100 --> 00:03:51.300 lot better than zero percent of zero percent. So if you've got a partner with 80 00:03:51.300 --> 00:03:54.100 somebody a veteran like myself knows what I'm 81 00:03:54.100 --> 00:03:55.900 doing do what you got to do. 82 00:03:56.700 --> 00:03:58.400 So in other words, don't be greedy. 83 00:04:00.800 --> 00:04:03.100 Cheryl thanks so much for your wisdom appreciated so much 84 00:04:03.100 --> 00:04:06.300 love hearing from you because I love that you 85 00:04:06.300 --> 00:04:09.200 stating your lane and you know what you're doing, you 86 00:04:09.200 --> 00:04:12.500 know what you're talking about. You're not, you know everywhere and 87 00:04:12.500 --> 00:04:15.500 trying to do a little bit of everything and I've seen this success 88 00:04:15.500 --> 00:04:18.400 that you've had and the success that other people have had 89 00:04:18.400 --> 00:04:21.500 but it's because you guys are focused and I feel like this industry 90 00:04:21.500 --> 00:04:24.400 has a mix of different people. So thank you 91 00:04:24.400 --> 00:04:26.800 so much Sarah. No problem. Go ahead and enjoy.