GSD Podcast -Turning service into (customer) success with Stephanie Kemp
This week we are joined by Stephanie Kemp, of Get Bridge. Stephanie talks about her life of service, and how she took her non-CS jobs and parlayed them into her current position. Her story of how she got her current role is a great lesson in perseverance, and not taking no for an answer. Stephanie is a powerhouse and very driven, and I am sure you will enjoy her story!
Transcript:
Jeff 01:14
my standard joke is I love having the E for the explicit in the podcast. Like like having a like Dr. Dre album.
Stephanie Kemp 01:22
Yes, I love that. I love that you're from Boston. Isn't that like a all we do is work a prerequisite? Yeah. I've seen Goodwill Hunting
Jeff 01:33
now I'm gonna like what this all I'm not I won't get a this Everybody welcome. But we're guessing and I just realized I should. I should hit record because we're already in the middle of it. But I'm gonna come from bridge and quick note. We're both part of gain grow routine, which is where a lot of people in the CS industry get together and slash troubleshoot slash event slash
Stephanie Kemp 02:02
all Yeah, all of the Exactly. make jokes were funny. Yeah.
Jeff 02:10
So So yes. from Boston, the accents and goodwill humming a little over the top. That Matt Damon and Ben Affleck both. They have terrible loss and accents. They put on too much. It's like watching Ray Donovan. But anyways,
Stephanie Kemp 02:28
hey, Donovan. That's also great. That's hilarious.
Jeff 02:31
So Stephanie, you have a great background. Actually, I said we didn't want to talk too much about backgrounds normally.
Stephanie Kemp 02:39
The exception? I'll tell you why
Jeff 02:41
here and Diane's listening, she'll appreciate this. So Diane Gordon, who was like my mentor, and it was like, og Customer Success back in, you know, pre 2010 days and stuff like that. Yeah. Yeah. She's one of the pioneers. Like she wrote the intro to the Gainsight book and all that stuff are part of anyways, I digress. Anyways, on my podcast, I wish I could be like, number 12, or whatever. I asked her, What was the profile for hundreds, right, you know, it's just impossible to find a people. And she said, you know, obviously, there's the empathy parts of it. But she said in Gone with us, like, I work for people who have been in a lifetime of service like they worked in retail, or so. And so you've done a couple of stints in retail. I don't think I've made appointments knows this, but like, my job in college was I fold the jeans at the gap. And I got so good at it, that they may be a manager so I could come in at like four o'clock in the morning. And I was like, loaded the store up. The only bad part about that I found out later is that you had to actually be the first one on the cashier thing when the store opened until the next day. Yeah, yes. Jared Copening.
Stephanie Kemp 04:04
Oh, everybody loves a good clothes open. And I would love to engage in a pant folding competition because I have folded my fair share of pants. So
Jeff 04:17
yeah, insert to as well. That's right. We didn't
Stephanie Kemp 04:19
have that. That's nice.
Jeff 04:21
We'll talk about customer success. Yeah. Sometimes my wife folds my shirts in there and like sixteenths like like when you take craft. Yeah. Anyways, so tell us a little bit about about how you went from retail success.
Stephanie Kemp 04:41
Well, to be honest, I'm gonna actually take you back to my post college days back to when I was 21. Talk about a career of service. I spent 10 years in the public school system. So yeah, I was a I started as a middle middle school teacher ended up teaching how School English for the most amount of years, worked in a title one school and was a varsity girls basketball coach for pretty much the entirety of my teaching career as well. moved into retail management when I just got really burnt out on teaching, which is something we can dive into later if you want. And then worked at Lululemon, absolutely amazing, amazing company as it relates to like personal and professional development, really learned about folding pants and what it means to provide like an exemplary guest experience ended up moving into some account management, like managed a yoga studio then managed to book of business at a publishing house really got into like personal branding and marketing. And then that's when I started running my own companies. So I started slay creative, which is a fun play on words, my middle name is Li spelled le IG H. So I've been doing that for over four years. But really also learned business from a space of one, I learned that you just say yes, and you figure it out 99% of the time. So I'm really, really good at that. I love the internet, great, moving around, and then to KPIs and how to talk to clients about KPIs. And even you know, I was my own financial person. And I was also my own, you know, I'm, I'm my own accountant, and I am also my own salesperson and I my own marketing person, and I'm my own consultant. So it was really a big learning space for me. And then I realized, going back to that kind of athlete analogy, I just, I just wasn't growing in this space of bring it being a freelancer, I really live by this mantra. Never be the smartest person in the room. When you are a freelancer, you are the only person in the room, typically, therefore the smartest,
Jeff 07:06
smartest person in the room.
Stephanie Kemp 07:10
So I started, I knew that I wanted to be an account management, I really felt that my whole like, you know, tool bag was leading me into this space of account management an area I had been before. And to be honest with you back in around 2019, when I decided to leave this kind of like total freelance space. I had never even heard of what a customer success manager was, it was like this kind of like your turn its title. Yeah.
Jeff 07:44
needed, right and save on one of those GGR calls. Like we're just account managers, right?
Stephanie Kemp 07:50
Yeah, yeah, that's Yeah. Yeah. So anyway, about I started reading more, you know, it's like, in order to get the job you want, you have to read the job description and understand how to tell the story around how your resume lends itself to that job description. And as I dug deeper and deeper into, yeah, a lot of service, like I am providing a service, I'm able to manage a book of business, I'm able to establish relationships, but more so are in tandem with that is I can look at data and I can tell stories from that data. And I can not only understand what it means for me as a business professional in my own segment, or book of business, or whatever it is, but also to my client, who is probably not going to speak this very, I knew I wanted to be in tech, also. So it was like who, who probably doesn't speak on a on an everyday basis, the same language that, you know, engineers and implementation teams and support teams are using. And my degree is in English. So that is something I've always loved is writing and creating those stories, building out those stories. I love marketing. And so it just felt like a very natural fit. And it was really challenging to get here to be honest with you. It's so refreshing to hear you say, you know, one of your mentors had mentioned, like, get people from retail, get people from education.
Jeff 09:15
I'd rather have a mom that can only give me 20 Or Mom or Dad Sorry, I was a working parent that only has two hours to give. And I guarantee you're gonna get more out of that 20 hours, then.
Stephanie Kemp 09:27
Yeah,
Jeff 09:28
You're not gonna crack at the millennial jokes now.
Stephanie Kemp 09:32
I am on the I am on the millennial spectrum. So hopefully representing well here, but yeah, it was really challenging. So I mean, I went through, I joke, but I have a folder in my inbox. And it has over 1000 emails. And those are emails of denials and or, Hey, we've got your application. Thank you. And then I was working actually so going back to this full service conversation I was actually a serve or for when I was living in Denver. And I was really trying to like dig into these interviews, which, as any of you know, who have looked for a job, especially around 2018, right before COVID hit, it was like a full time. Yeah, yeah. So I was serving, which again, okay, I have my little book of business, aka my section at the restaurant, I'm facilitating the experience of, you've come in to dine, and I am going to be able to provide the conduit between the kitchen. And what I'm going to say.
Jeff 10:29
Which could just be like the product team.
Stephanie Kemp 10:31
Exactly, exactly.
Jeff 10:35
Go get a burger, I'm so sorry.
Stephanie Kemp 10:42
And COVID hit. So as we all know that the restaurant industry completely got annihilated. And so I kind of stopped everything as as we all did. And I went back into retail, I started working at Lululemon again, and then really just stay true to the fact that I wanted to be in customer success. And at that point, you know, the networking connections that I had made, and the hard work that I had put in to really just like, keep digging away on LinkedIn, and constantly updating my resume and, and not stopping what I was doing in my real life. Because what I was doing in my real life was still going to lend itself to whenever I was able to land this role. So
Jeff 11:28
that is a hustle. I will say that. Like, you said, Millennials don't have that, you know? Oh, my God. What's What do you think, sealed the deal with bridge? Like, he's like, if I was to call up your manager and say, like, you must be very thankful you took a chance. But what made you take this chance was that person was I mean, what do you think it was?
Stephanie Kemp 11:54
Oh, gosh, that's such a great question. Number one, I, Christy, she listens to this. She's wonderful. I absolutely love my manager. And what I love about her is she's always saying that she believes in changing your career path, and really looking at transferable skills, as opposed to oh, congratulations, you have this title on your resume for the last four years, you must be wonderful for this job. And what I will say going back to hustle is the individual who was in her role, about a year ago, I actually applied for the same job, I was so so passionate about entering, entering the technology space and entering bridges, a learning management system, a performance management system tool. And I knew that because of my passion in employee engagement, employee retention, providing upskilling opportunities for employees, and then even with COVID, like how this whole demographic of like the workforce is going to look which, you know, we're now seeing this, like great resignation. And all companies are really diving into how they're going to increase, increase employee engagement and employee retention. So I was passionate about this a year ago, and the individual who was in my current managers role, I interviewed with her. And when I got I also got very good at not taking no for an answer. So I got no, and I was like, Hey, I would like some feedback. And she was wonderful. She was like, Hey, we had an internal hire, I will absolutely do anything I can to, like, help you, you were great in your interview. And I and I took that, you know, little nugget with me when this job reopened again a year later. And I said, Hey, I met with the old hiring manager, like, please, like I would really love to hire interview for this opportunity. And to be honest, it was the most organic interview experience I've ever had. And I've had quite a few in the last two years a lot, actually. I mean, I've been offered jobs on the table, and the next day had the recruiter call me and say, just kidding, we actually decided to go with somebody else. I mean, I had some brutal, brutal days. And I don't know, you know, what your experience is in this, but I mean, I was doing homework for some company interviews, that was 234 hours to give these like presentations.
Jeff 14:21
Back in the day, like all day Microsoft interviews and yeah,
Stephanie Kemp 14:27
yeah, yeah. So and I mean, I think that's very typical. When you look at like the Amazons, the Microsoft's I mean, you like study for six months to go to this like one, one day interview, but at bridge, it was just so organic. I felt I immediately felt connected to their company culture a year ago, and I and I leaned into that in this, you know, recent experience. And, you know, our president I got to meet with him and again, it was just like very organic, very natural, and it moved quickly, which is another I was another just like beautiful piece of it. I was like doing some other interviews as well. And I just said, like, Hey, this is where I want to work. And like, this is what I need to make it happen. And it was just like, no question. And it just, again, super organic. And I feel really aligned with just our values, the people. It's been phenomenal. So the hardest
Jeff 15:26
part, I'm getting up to speed on on the CSM role. Oh,
Stephanie Kemp 15:31
to be honest with you. It's not the CSM role. It's product knowledge. I mean, for me, competence is where I glean a lot of my confidence. So when I'm handed this book of business, it's like, Oh, wonderful. I know about relationship management. I know about people management. I know how to have tough conversations. But oh, my gosh, asked me one question about how to pull the analytics report and our back end, and I'm like, I'm gonna get back to you. So you know, it's,
Jeff 16:06
that's a great question. That's, yes.
Stephanie Kemp 16:09
Yes, exactly. So and again, I've been really fortunate. I, if I were in a tea, you know, I've been part of teams where that that product education piece is not there, right? Even in a retail store, where it's like, okay, if nobody's teaching me about the pants that I'm folding, how am I going to sell them, which is another area of Lululemon that I, that I take such pride in having worked for that company, they call their salespeople educators, they actually put education as the North Star of their entire guest experience. And I view, you know, a CSM role in very much the same way my job is to educate and empathize and be a champion for that client. So yeah, I would say, it's obviously the most time consuming and we'll definitely be, I'm one of those people who will stay up until 2am. Like,
Jeff 17:04
I bet you are just like on system. Every possible activity. You've got a sandbox going,
Stephanie Kemp 17:11
yes, yes.
Jeff 17:14
Like, nobody's gonna screw me on the analytics question.
Stephanie Kemp 17:16
Yeah, exactly. Exactly. You know, me. Well, now at this point, Jeff. So yeah, it's just, it's just being in it's just doing it. And also, you know, as an organization, using your technology within your company. So it's like, we call it bridge for bridge. You know, our team is utilizing it, and how do we utilize it? And how does that teach me about the user experience when I go to my clients? So
Jeff 17:41
like, when America America but yeah, in your own dog? But well, listen, as you probably know, I'm a huge fan, because you really took to one of my catchphrases so much. Like, you're the best person ever. But I actually I should say, I've changed it now. I think I said it happens in onboarding, but now it's retention starts and implementation.
18:08
Yeah, I love it. It's so true. Yeah.
Jeff 18:12
In why this is resonated so much for you, like, you know, right into the first bit by the way, my daughter runs down Arizona. Okay. Alright, so why did that? Why did that particular things seem to resonate with you so much?
18:28
Yeah. Um, a couple reasons. Number one, as someone who has run my own company and person purchase tools on behalf of clients, or utilize technology on behalf of clients, for example, if I build out a website, I go into a lot of detail around or a lot of thought around what back end system am I going to use? It's the most user friendly for their experience, how much tech savvy do they have in their back pocket?
Jeff 18:57
Saying you mean so like, Oh, I'm not going to give this person WordPress? Because they'll fault No, I'm gonna give them Wix or Squarespace because that is okay. Gotcha.
Stephanie Kemp 19:06
Yeah. So and even tools like MailChimp, an email marketing tool, or Asana, or, you know, whatever it is for us to even have like, Okay, I'm working with a client and they what is our workflow going to be together? I have my own experiences of almost adopting something on behalf of a client, a client doesn't use it, and then why are they going to come back to me for what I would deem an upsell in my own freelance world, if there's absolutely no reason for them to utilize me as an email marketing specialist because all of a sudden the tool is irrelevant to them. So that is like my own personal experience of running my own business. And then number two, like my experiences from a teaching, I can probably go into two different branches of teaching and retail but like with teaching, it's obviously like if I can't get us Student to buy into our partnership. In the first few weeks of us having relationship together, it's going to be super challenging for me in 346 months to even get the student to understand like the goal that we're trying to achieve for him or her together. And then same with retail, you know, the whole premise of this idea behind like, Omni channel and like one guest is like that. I call them guests because Lululemon, you know, we don't call people customers, why, and then I guess clients clients Guess I'll be sitting them. So the guest comes into the store. And the experience that I provide for them in that initial onset is going to set the tone for their entire journey through the brand, for their, for the entirety of the brand. And if they even decide to make another decision of yes, I'm going to choose Lululemon or I'm going to choose GAAP or whatever it is. So I just have seen in so many different areas of my life, and so many different professional experiences that I have had, that if I do not capture that person, in that initial conversation, that initial implementation, it's going to be so challenging for that relationship to be able to grow and then for that usage to be there, which is then going to allow, you know, our professional, contractual relationship here, whatever it is to flourish.
Jeff 21:38
I mean, it's fun. I see this so much in the startup land just to take to continue that thread where they finally convinced the customer to not go with the big company, right? Yeah. Like, let's, let's move forward. We're going to take a chance. And so somebody made a decision. They're taking a chance with you. Yeah. And they got through the sales process. And then suddenly, this is where Aaron at the trough of disillusionment disillusion, excuse me, you just do nothing but disappoint them. And now, oh, my God, I could get fired for making this terrible decision. And then it just, it all starts from there,
Stephanie Kemp 22:19
right? Yeah. Yeah. That's such a good. And I mean, for what's coming up, for me, at least as I've worked with a couple of startups, startups in my freelance space. Like, what you're selling is the personal relationship, because you have time for it like, that is like that is like the thing that I think a lot of startups can lean on, is like, Hey, we're not big. And because of that, we are going to be able to have a deeper relationship with you.
Jeff 22:52
I'm going to interrupt you, sorry, like, because please, passionate about it. And this is why I'm always harping as you know, in the in the office hours stuff about bring your CSM, it might not be your this is gonna be the CSM that you have, but bring them like bring Stephanie into a pre sales meeting. And then you're like, Oh, this is what I'm going to work with. Like, yeah, and because you're not talking about features, and you're not talking about dollars and commissions and everything. What are you trying to do with our Oh, yeah, one of my other customers doesn't and then you suddenly just have that relationship with them? The start the relationship in pre sales. Yeah, it's it's such a no brainer for me. And then all I hear from sales leaders are who sold the deal down. So you know, you wake up in the morning, and you see that congrats, we signed this deal and they need to kick off because
Stephanie Kemp 23:48
that, that speaks so powerfully to my passion to have alignment.
Jeff 23:54
That's great, because I was gonna have any natural
Stephanie Kemp 23:57
transition. Well, yeah, I I just am.
Jeff 24:03
That I am so
Stephanie Kemp 24:05
I will I'll guess leave one of these days. But I yeah, it's just such a passion of mine to having been what I really love actually, is my the sales lead that I've been working with, he's actually a girls basketball coach. So we should stop playing. Yeah, yeah. But when that you know, and when we have conversations, like that's always the focus is like, okay, the alignment, and how do we all work? Like we all want to score the most points as a team. So like, how, how do we do that? What does that look like? What does that feel like? And yeah, it's challenging. I will say one of the things coming from the space that I did and like education and retail management, and in this like 100% remote space to write like this, I've worked remotely as a freelancer all of my class. antes were remote. But now I'm on a team that is fully remote. And my naivete sometimes of like, oh, well, he knows that over in implementations and like, No, he doesn't. Nobody's told him that, you know what I mean? So I'm like, I kick up my communication a notch. I'm like, Okay, I would rather these, my teammates, say, Stephanie, we already know that you don't need to tell us that again, then like, never communicated at all. And the information get lost in translation or lost in the black hole of
Jeff 25:33
a huge problem. I'm in it, it's hard to like, I'll just assume people know things or watch a lot of bullet points instead of, you know, given the real big explanations and to work on that, you know, a as being a consultant and be working remotely with remote teams, and suddenly using a lot of things like Nero and post its and just all these other things that you need to do and everything. Yeah. Did you come into bridge and like, say, like, I'm just envisioning, you'd be like, well, there's no SOP for this. I'll go create that. Like, is there a wiki? If
Stephanie Kemp 26:10
you know me very well, you know me very well. Oh, my gosh, I think I definitely said that. I definitely said, Is there no SOP for this? Where do where do I find this? Where's my source of truth? How do we create one who do I talk to? And I'm very much a like, ask for forgiveness, not permission. So it's like, hey, everybody is like, doing a really good job. And they're working really hard. And so if I can just go to somebody and get an answer, as opposed to trying to, like travel through, I'm gonna do it, and then I'll wait for somebody to be like that. No, don't do that. And I'll be like, Okay, I mean, that is the other thing.
Jeff 26:51
Developers that's, that's what I'm getting out of this. Yeah.
Stephanie Kemp 26:54
Yeah. Feedback is just such a core piece of like, my belief of like, what makes for a good work culture? I don't think growth happens if, if co workers can not have those feedback, conversations, good, bad, or the otherwise I tell my team all the time, my love language, is words of affirmation. So like, I always so appreciate when people like, and I love we use motor velocity, which is like a tool to hand out dollars to teammates for like, matching our core values. No, about that one. But yeah, it's, it's great. So but anyway, yeah, it's just like, I, I've come to this space in my life to where it's just like, look, I showed up so authentically in my interview, and so the expectation of what I'm going to deliver, or just like, who I'm going to be in my role, like, I don't need to make myself smaller or more quiet, because I was hired to do this job I was hired to show up in in the exact way that I am. And I will say, uh, to your point of like me just coming in like, Hey, do we have an SOP for this? Like, I, I joined bridge, because I felt the culture would be and I'm seeing it that like, affirmed that it's like, no, but do you want to create it together? Or can you create it? Or can I look at it, it's like, that's where I needed to be, you know, one of my core values is disruption, which I think is achieved through innovation. And so I need to be surrounded by people who are also saying, like, yeah, this actually isn't working. How do we, how do we challenge the system? How do we make it better?
Jeff 28:34
That's interesting, because how many because I know you have the larger Poland parent, I think, but what's the company size right now for bridge?
Stephanie Kemp 28:43
So yeah, we're we are like 100 people, the smaller company, but LTG. Like, honestly, Learning Technologies Group is 1000s. I mean, it is like, but there are
Jeff 28:57
usually you don't get that. Yeah, no, it's more like, you know, it's been handed down. And this is how it is. Yeah.
Stephanie Kemp 29:03
Yeah. So it's been yeah, like I was telling you before we started recording, we were recently acquired. So just going through, I mean, it's been amazing, because now it's like we have this parent company that can give us a lot of resources that again, I don't know, I don't know, the experience of not being acquired. So I'm sure that the team did not have access to in their, like independent state. And there's just the pain points of like, switching technology and servers and like all of that kind of stuff. So
Jeff 29:39
which is what you're dealing with as a CSM with your customers, right? Like yeah, like, oh, wait, this doesn't have that button anymore. Oh, this is terrible. Yeah. Yeah. So what's the what's the we're trying to make sure we don't go super long. But what's, what's the you're on there? You're up to speed again. up to speed, you're figuring all these things out. What's your big goal? For the for the for the rest of 2021 in terms of the CSM stuff?
Stephanie Kemp 30:09
Oh, gosh, that's a beefy question. Question. But yeah, I love it. I love it. I mean, I definitely want to be viewed, like by my teammates and peers as someone integrity is also really important to me. So not only do I say what I do, but I do what I say, I want the sales team, I want the implementations team, I want the engineering team to be oh, I can go to Stephanie,
Jeff 30:46
to say that. I remember getting asked this similar type of question or something. And I basically said, you always need to have something that somebody's like, Oh, I gotta talk to Stephanie about that.
Stephanie Kemp 30:59
Yeah. Yeah.
Jeff 31:01
You don't have that way. You know, a rate, but you should probably you need, you need to find that out. Right. It's kind of like, if nobody's asking, who's the jerk in your team? You're legit, right? Like,
Stephanie Kemp 31:15
Oh, that's great. So yeah, I mean, that is my goal for the rest of the year is just to, I don't feel there's nothing for me to prove from a standpoint of I always believe that you join a work culture that that trusts you when they hire you. And you're not I'm not trying to earn anything. But I definitely have like a deep passion to be have like a unique quality about myself, whether that's my creativity, or whether that's my I do I always approach things from a solution mindset, I do have a lot of knowledge about like other technologies and integrations, even from just like the marketing space of like, where a company would want to maybe house content that they would actually need to put into some type of learning management system to share out to the rest of the company. So and that's a lot of where my passion lies is like, information dissemination, which is not a worldwide problem of like, how do we disseminate like, true, honest, good. Intel? And how is that received by the communities? So I'm really fortunate that I'm, that I'm in that space that is working.
Jeff 32:28
Yeah. This is going right back to another thing you hear me preach about a lot is like you just proved again, why you bring that CSM into pre sales situation and everything or or or you just what in this type of role where you you know, every you try and know everything that your product does, so that when you hear what the business is trying to do, you can say, Yep, this is how we're going to do it. Have you thought about this? And then you're showing the value. Another common here and this is totally out of left field. But yeah, I'm not getting the retail teacher mentality from you. I'm getting like driven athlete. Yeah, I mean, when spreads after the loss, you know, I was gonna interview like, that's great. That sounds good. So if you I mean, coach basketball, she obviously played.
Stephanie Kemp 33:20
Yeah, I did. I did. My dad actually played major league baseball, and was the first round pick his junior year out of USC, small shameless plug. My dad's name is Steve camp. I was born in Englewood, New Jersey, because he played for the Yankees, but just you may know, so
Jeff 33:40
we're actually going to delete this podcast.
Stephanie Kemp 33:44
Um, yeah, so I definitely have the gene. And I did not reach near far of heights as he did. But yeah, I mean, I am driven. And I think going back to my other point, too, about, you know, like, how I show up at work, I think for a while as, I mean, I could go this could be its own podcast, like as a female, like, needing to make myself small so that I could like show up in this like, presentable box that like people were expecting. And I'm not, I'm not quiet. I'm not. I'm sometimes too demonstrative. When I deliver, you know, like, those are things that I've been working on in my own self just to be a better human, a better partner, a better like, friend, whatever it is. But yeah, so it's, I
Jeff 34:37
mean, by that, by the way, I will talk after somebody for you to meet because you're exactly this person. 20 years later, but Well, that's, uh, wow, that's a huge introspective thing to go over there. But I'll tell you what, let me let me do this because there's no great segue out of that. So um, If the old thing I used to ask was what was your COVID hobby and then do that I stopped. Because now things are coming back. And I'm, like, obsessed. That's like so I don't pick fancy the bread Baker.
Stephanie Kemp 35:12
Yeah, no, nope, I didn't, I did not make any bread. What I will say is I used to be a very big runner. Like ran the Boston Marathon. I've been to Boston back in like, 2014, the year after the shooting, stopped running for quite some time. Just I kind of do this to myself. I do think super hard. And then I'm like, Oh, I'm actually burned out on that. So with COVID One day, I was just like, You know what, I can't go to a yoga class. I can't go to a studio. I'm just gonna go run three miles. And now it's like, I think I I still am running like 10 a day. I just like that's like my really, I'm a very big morning workout person. I get up I go for my trail run. I come back and work. So that's my
Jeff 36:02
so anything. What did I miss? Like, what? Gosh, I'm gonna put the links to your LinkedIn, you're not selling anything. So it's snowing. there anything you'd like to pitch? Um,
Stephanie Kemp 36:17
I don't think so. I mean, yes, I still do freelancing. I still do like some brand building some web design. I do a lot of copywriting. Awesome. It's not something I'm like, I'm not marketing myself, like out there on the interwebs. I'm fully devoted to my career and definitely excited about like, where that is going to take me and I am for all of you out there have multiple revenue streams. You know, just do all the things don't don't put yourself in a box. I'm not a fan of boxes. So Oh,
Jeff 36:53
that's great. And that's great. That breaks was just because for a long time, it was like I had some consulting stuff on the side when I was working for big companies never got in the way right at all like 100% didn't get in the way and then there were contracts that would be like no, like, cannot do any of that stuff. And you just wind up like getting killed a little bit, right. It's just like, Yeah, cuz that anyways, but all of a sudden, there's part one I will say because we'll definitely get together and let's say six months and see what's gone on and gone from there. So I think we've hit the half hour mark. So I'm gonna hit pause but just hold on for a second so we can thanks so much for being on the podcast. Yeah.