“Does It Matter What You Name Your Business?”

[Music] hello everyone welcome to the 21 hats podcast I'm your host Lauren Feldman when Dana White chose a name for her business she decided she wanted a name that had meaning both for her and for the women she hoped to reach when Laura Xander picked a name for her business she thought she was going to be selling coffee and when Jay gz chose a name for his business he very strategically chose the perfect name to rank well in wait for it the Yellow Pages this week Dana Laura and Jay talk about what they consider the most important decisions they made in building their businesses including why Dana closed her most profitable location why it took Laura 15 years to find an operations person and what Jay figured out about employees who struggle to grow with the business even in Good Times owning and running a business can be a lonely Pursuit our hope is that these weekly conversations will let owners know they are not alone in facing challenges same thing with our daily newsletter the 21 hats Morning Report which highlights the most important news of the day for business owners and which you can subscribe to at 21h hats.com where you can also find transcripts of our podcast episodes and lots of other articles and interviews joining me this week on the podcast are regulars Jay goz whose companies in Chicago include a picture frame business artist frame service and a home furnishing store Jason home Dana White who is CEO of Pary Boyd a chain of hair salons based in Detroit and Laura Xander who is CEO of Jimmy beans wo a digital yarn store that that used to sell coffee and is based in Reno Nevada the episode is titled does it matter what you name your [Music] business welcome Jay Dana and Laura great to have you here in last week's conversation with Karen Paul and William I did something a little different I asked them to take a step back and talk about how they got their businesses off the ground and specifically what they think were the three most important decisions they made in building their businesses I thought it turned into a a really good conversation that took us through some uh surprising and interesting experiences and well I guess I kind of thought if they can do it I think you guys can probably do it too so Dana why don't we start with you are there three decisions you made that you think helped you get to this point yes um first decision was an early decision I made before I even opened and that was to be opened seven days a week that's a huge contributing factor to me being where I am why was it so important it was courageous because nobody else was doing it most hair salons operated Wednesday through Saturday so to say no we're open you know Sunday and Monday and Tuesday as well um just kind of already made us different in the marketplace I felt like I set myself up stronger because Sunday and Monday wound up being our busiest days two of our busiest days um and so that really kind of let me see what this business could do um I think the second thing I did was closed my Southfield location which I did during covid that was huge and I'm glad I did it it allowed me to reset which put me on the path towards franchising um it changed my view from local to National to International even though that was always the vision um that might be the pie in the sky but your head might be down on the ground working it forced me to look up and look out and and see um what's going on that's kind of counterintuitive Dana in the sense that you're saying having being forced by Co to close a location uh and cut back it opened your eyes to going National and thinking bigger it wasn't the best cohesive relationship with the landlord the location no longer fit the brand and I just didn't love it I dreaded going there um and it I was getting caught up in the local of that salon and and what was happening in that space um I didn't have the confidence nor did it help give me the confidence to grow because there were so many issues in that space when you remove that a huge weight came off my shoulder and I could look at the newer space that I had even though that wasn't the most popular space the most popular space was the Southfield location so it was a big decision to Let It Go but it allowed me to stop getting so caught up in the daytoday of that location um and focus on one location and then look at okay the vision be more committed to the vision because I'm not caught up in the in the day-to-day of this you know very almost overbearing one location even though it was making the most money it was still like gee is more problems I mean it was just a lot of stuff that I you know I just got tired of dealing with so you have to take a step back so you can launch forward you said it was it made the most money but was it the most profitable or it was just the most Topline it was the most profitable it was the most profitable on the books but maybe not in terms of time it sounds like it wasn't the most profitable as forms of mental health it was it was when I tell you it was draining um because you didn't know what somebody was going to come in the door and do you know I've I've had people who say they represent the landlord just literally comeing in the middle of the day and say you need to move because my cousin wants to open a salon here and the owner knows my cousin and they're not going to let you stay here just little stuff like that that you keep dealing with that over time I had customers who would come to my salon in Southfield at 5:00 in the afternoon after they got off of work and they're parking at the door saying I've got a guy telling me I've got to pay him 20 bucks to park in this spot and then I have to go out there and say why are you charging people well your people shouldn't be parking here well it's a it's a strip mall right the club's not open yet you can't conb these spaces off you've got a park here so you got to let her Park here so it was these little things when you tried to bring it to the landlord he was very hands off you want to be bothered when you tried to bring it to the manager you know he was very bent on reminding me that I was a woman and there was only so much he was going to do and there's just certain things I had to accept I'm a woman he kept saying that over and over and over you're getting ahead of yourself little lady you're and it was like okay enough then structurally the building wasn't sound again it sounds counterintuitive to to close your most profitable location but I but I think you've got us convinced that you probably had good reason to get out of there I good reason and what wasn't counterintuitive to me Lauren was I know several people who have taken a step to the side or taking one step back five steps forward so that's how I looked at it I said you know what am I going to lose the Southfield the busiest location sure but I just feel like it would just be extra weight and I really felt that it was taking away from me focusing and working towards the vision she keept saying that it didn't fit her vision I I think it was more of a business model I think you figured out that your business model was a certain amount of things and that that location no longer fit the ideal business model and that's why you you just said it very well one step backwards four steps ahead or five steps ahead I had a story opened early on that was in the wrong location and it was it took me many years to figure out no matter what I did you can't make up for the wrong location the third thing is hiring my operations manager it literally is my Staples button it's handled um and that has helped give me the confidence to make decisions from as a business owner um and reminded me that I'm actually a good one um despite you know what you know some people may think you know oh you just should do more for this or do less for this I think nobody knows my business like me and I was I spent a lot of time asking and bringing you know what do you think I should do well let me get your opinion and weighing all of these options but none of those options were in my business it was just what people think who had no experience no time in or anything so working with someone who makes Swift but Intelligent Decisions who stays clear on my vision and what I want to do has instilled a level of confidence in me that says you know what you can do this right you just need that not that partner but that somebody who is practiced in doing this um she's also been really great of managing my expectations for the industry I you know I'm not from this industry I am am not a hair stylist so having somebody who works with me who's been in this industry for years who can say yeah this is this Dana but this um and she's one of the main reasons why I chose to franchise of course there's been several but having that really honest and conversation with somebody who is working with me who has the years of experience who is straight nochaser she doesn't tell me things because it will make me feel good that would be the third thing my business changed dramatically um and even the fourth thing raising my prices thank you Jay Golds um but raising my prices bringing on that operations manager was is I wouldn't be where I am today had I not done those three final those number three and number four can I just throw out there Lauren did you notice that numbers two three and four all happened as a result of this podcast thank you Laura thank you for that observation Laura because that is so true um because of this podcast again that confidence that says hey talk about it do it and then unfortunately the guests don't get to hear what we talk about with each other outside of the podcast which is also huge you know Jay is my mentor wait a second I made a rule a long time ago you guys aren't allowed to talk to each other except on the podcast don't tell me you're breaking that rule broken nobody puts foot to ass like Jay and it's the best thing ever it is like you need it you need somebody to say you know when I had that episode where I had the fud Jay got on me Jay was like oh you're not ready you're dealing with this with one location if this is how you responded to one you're not going to be able to handle 50 but like he went in and I got off that phone call like you know what s on my chest cape on like go handle your business so that's what we're talking about that's what we're talking about there's no whining in entrepreneurship no whining there's no crying in entrepreneurship oh I cry and whine all the time all right let's go to Laura how about you what were your three key decisions um mine well my first key decision and you're going to Gran but was marrying Doug uh and oh I told you yeah wait he's your co-founder I'm not groaning and he's not even listening to this so what are you getting out of kissing up to him really um maybe his parents are listening um so you know from a business standpoint it so happens that yes he's my co-founder and he has done all the technical side but I think the replicable action is picking a partner in business if you need a partner you know having a partner that you work really well with um and you know he and I met at work we've always worked together um and yeah it's just we would not be where we are without I guess without either one of us I always think you know I'm replaceable but he's not you know that's an interesting point Laura I I tend to think of it as you know kind of putting all your eggs in one basket not only are you putting your marriage at risk you're putting your business at risk when you bring all this together but I didn't realize you guys had worked together previously and had that experience I knew you were both developers but I didn't know you did it together yeah we met at work and then um once we ended up having jobs at different companies we actually started doing some contracts on the side at night um together so yeah I mean we've just always worked and it's always like usually what happens is I'll do 95% maybe 90% of like the development and stuff and then he has to clean it all up and finish it so I have always been really good at like selling projects and you know telling people hey we could do this for you and then he has to actually do all the work and um yeah it's just worked out really really well so and it gives us something to talk about I mean like Jay what do you and your wife talk about at night you oh yeah no you already told me that's not true uh we talk about the children we don't talk about the business I just you know and I think you bring up a very valid point but I'm going to give the the opposite thing of that that I've just learned that whatever I say Canon will be used against me so there's no point in talking about the bu Oh I thought I hired a new manager it's going to get easier and then a month later I thought you hired a new manager it was going to get easier so I I just learned it's worked out extremely well this way for the last 30 years she does her thing and I do my thing and I don't talk about business to her there's really no upside to it and I'm not saying that's right for everybody it works extremely well for me so um that's number one and then you're going to groan again but number two and just to hear me out is was going to a big conference and it was the ernston young strategic growth forum and deciding to put myself out there and walking up to Lauren Feldman and meeting him groan I'm not groaning that's a legitimate no that's that's on my list too and walking up to him and completely sh ing him with or scaring or intimidating or whatever amb ambushing him with details of every blog I think that had been written under his tenure and the you're the boss you know New York Times blog and then forcing him to go have a drink with me later and pitching him the idea that maybe I could be a blogger and then continually emailing him and continually like trying to develop this friendship what what was that 8 years ago 10 it it was 10 years ago go um it was 2011 wait is that before or after he had the restraining order on you before it was yeah exactly but that you know that led to you know meeting Jay having Jay as a mentor meeting all these different people being a blogger you knowa I mean just all of the different people I've met all of the deals that I've put together I mean you know we've acquired three companies in the last few years and none of those things things would have happened so that was number two and that's and I think you know again the replicable kind of action there is putting myself out there you know and they all people talk about networking and I hate the whole networking thing but actually going and connecting and meeting people that you genuinely authentically um appreciate and can learn something from and you know out of the thousands of people that go to these conferences there are only one or two people that I still talk to but finding you know it takes some work to find those one or two people I remember that conference well I had a great time there I met you and uh and a bunch of other great people and I kept going back but I don't think I've ever seen you there again why didn't you go back because I found you I don't need to go back you know I don't need another no you know what after so I went a couple of times and I actually didn't go back because it actually kind of blew my mind a little too much it was like going to a buffet you know and you meet all of these amazing people and you hear all of these amazing IDE ideas and it was more than I could execute and it was more than I could Implement and then I would go and I'm looking at all of these amazing women who have built these incredible companies that are infinitely more successful and it really kind of destroyed my confidence um and I just started to compare myself to other people too much so I just took a break I that was a I thought that was a thing men did oh really no no women do it too big time oh I didn't know that men did that Jay um well here's where the age difference comes in when I was in my 40s that's what I did I kept thinking oh my God you thought you were such hot stuff look at you're nothing I read Forbes there's a guy your age that's worth $300 million or five billion and then I hit 50 and I figured it out and what I figured out is yeah there's always going to be someone who does better the fact you're one out of 10,000 do you really need to be one out of a million I don't think so and besides which at the end of the day do you not have everything want I I'm all chilled out now I'm totally done with that stuff yeah yeah and this is you know I was in my late 30s at the time as well so it was you know exacerbated even more but okay so that was number two is like going to those um and then number three is I'm going to kind of piggyback off of Dana and it was finding my number two you know and finding that operations that general manager so you know for those of you guys who haven't read the book traction you know or any of the EOS stuff there are a couple of really good books I think rocket fuel is another one that really describe this kind of dynamic between the quote unquote Visionary and then the number two the person who gets things done can manage the people um you know is the and understands you know the way that you discuss things understands what you're thinking and can translate that to the rest of the organization so everything really changed once I found that person when did you find that person um five almost five years ago and how many years were you into your business at that point uh 15 yeah I picked mine up years eight year seven year eight okay I didn't know I was looking what that's not true I had two other people that you know I had had as the general manager and it wasn't working but I assumed it was my fault you know I kept thinking it was my fault I kept thinking it was my fault you know I'm not communicating well so you know I went through all of these things to try to you know fix myself and then you know after they finally didn't work out and I find the person that does work I'm like oh I mean I'm sure there are things that I could have done better I know there are things I could have done better well the irony here is it was your fault and that you probably hired the wrong people as I did 10 times I mean literally I literally went through 10 people over a three-year period because I didn't understand how to hire a production manager and I was younger than all of them and I assumed oh this person's in their 50s they certainly know how to run a factory and then I sent them off there and I realized I was hiring the wrong people then I hired the right person and it's 24 years later and he's still with me so it's it always in my world it comes down to hiring hiring and hiring so what are your three decisions Jay uh well mine are categories of which I've repeated several times the first one was no pun intended to Laura uh the phrase stick to the knitting I didn't I thought I could expand and I'm I took Framing and I thought well it's Home Furnishings I think I could sell some furniture or some accessories here and I can I I went ahead and I expanded into other related businesses I didn't just stick to picture framing so I did it with with Home Furnishings did you feel like you were taking a big risk doing that that's that's my gift and my curse I never think I'm taking a risk I think I can do anything and then I find out yikes you don't know what you're doing did you know what you were doing when you went into Furnishings absolutely not I open up a home and garden store I open up a whole garden store I don't know anything about it and um and when I say I don't know anything about it I I really mean I don't know anything about it but what I've also learned about myself is I figure stuff out and if nothing else I find the right people to run it and that's what I've done so it's worked I'm not I'm not recommending this for everybody but it worked I I jump into stuff I don't know anything about and I did figure it out I I'm I it certainly was not efficient and I'm not saying that's great for everybody but it did work so that was the first thing I did expand um from the narrow vertical I was in a just custom picture framing the second thing was and I didn't do this till I was 43 I bought a building and then I bought three more over the next 20 years and it is absolutely proven to be a key element to my business that I don't have to worry about my as you just heard Dana talking about her landlord I don't have to deal with my landlord um so buying buildings um has worked out extremely well for me and I think there are many many entrepreneurs that don't think about it that that would be it would be a good idea to buy their building they're in so that was that was huge I mean maybe you could even call that the Lynch pin to the whole business is that I own the properties now and lastly this one's a little tricky but I believe this is a common thing you have to remember I started out of the trunk of my car and I've got 130 employees that was not a smooth straight line um and what I figured out is I have had three key realignments I'll call it uh if you don't know what that means I fired my quote unquote right-hand guy and when Laura when you say you hired your right-hand person or number two I would caution you and everyone else I don't know that I would call that a number two I would call that a key employee because what I've experienced is I've got five key employees I don't have a number two I think having a number two or a right-hand person is a bad trap for a growing business because when I hired the that that person when I had 10 employees and they were the one that was there early and they late and smarter than everyone else and responsible and I made the mistake of making them vice president I had no idea what I was doing that with that and then and then five years later when you grow some more that person's way over their head and can't handle the job so it's a romantic story to talk about oh I've got the same people that I started with I do have some of them I absolutely have some people that have been with me for for 40 years but that same person you hire when you've got 15 people that turns into the key person the key the one person when you've got 50 people it frequently doesn't work and it's ugly and I've been through it three times and every time I went through this the company soar it as soon as that person left and the first time it was quite setting to the whole system and to me personally but after that I I kind of understand it now and there's times where you have to make the tough decision that what might have worked earlier on doesn't work anymore or maybe it never worked right and you didn't get it in those three situations how long did you live with it knowing that you probably should do something but couldn't quite get yourself to do it in hindsight that's easy to say at the time did I let it go on too long absolutely and all and and and and you know I've been in lots of business groups over the years I don't think I've ever met an entrepreneur that didn't tell me that he didn't wait he or she didn't wait too long to to you know to fire someone that wasn't working that was it wasn't the right fit these aren't necessarily bad people these aren't necessarily people that are doing they just they can't do the job properly and you've tried and you've coached them but they're the wrong person for the job and maybe it's because the job has changed but in in every one of these cases it went on too long and in every one of these cases especially one in particular you find out things about an hour after they left that you think oh my God I had no idea this was going on and when you get bigger it gets way easier for that to happen I got rid of someone and it someone finally revealed to me what was going on and it was really bad what kind of stuff um oh come to my house and help getting her to do getting getting employees to do personal stuff for her well here's what happened this they P pay it off I had an employe come back that had been gone for a couple years and she goes oh I heard so and so is gone I go yeah I said I'm really sorry about what was going she goes oh yeah you know you know what that person used to do to me and she would tell me these stories which I had no idea was going on and I said you know what I'm really sorry that happened um you know I just didn't know what was going on I wish somebody would have said something she walks out was on the second floor She Goes downstairs she walks back up the stairs 2 minutes later and she looks me in the eye and she goes Jay I'm really sorry I didn't say something and I said you know what thank you I I'm not putting it on her to tell me but but I appreciated the fact she thought about it and maybe I'm just not a great man you know I'll take full responsibility for this again should have never put this person in that position and was way over their head and I would say in all three of these people they were way over their head I should have never put them in that position but I didn't know what I was doing I I first to admit I was I never worked in another company I've never had any Management training I've never been trained by anybody I've never been coached by anybody I've never been mentored I found people who were really good at something were loyal were were working hard and I oh gee I should put them in charge that doesn't mean that they've got the skill set to be in charge and just to be clear the last one of these was 25 years ago it took me 20 years to figure this out but I haven't had one of these in in over 20 years cuz I finally figured out what being the manager is which is I'm really careful before I promote someone into a position I make sure that they really know what they're doing so I want to ask all three of you about something it's it's a decision that a lot of people obsess over that I thought one of you might mention and none of you did that's the decision of what to call your business Dana let me ask you you you obviously picked the name of your company for a very personal reason looking back at that did you make the right call I think so but I have second guessed it a couple of times tell us where the name comes from um it's my grandmother's name it's actually my grandmother's maiden name people know her as Peril Warren um but before she was Peril Warren she was Peril Boyd I chose that name because I wanted to pay homage to who she was in her entrepreneurial drive before she became a wife and mother and then I also wanted to include the Culture by which she had in her home when I knew her as you know in the 80s as grandma one I I chose it because I knew it spoke to the African-American Market appar is is not a name that people go well what's that you know it's a old southern black name but I I thought I wanted something simpler something you know I was going to name it you know just simply wash wrap and go but that's not I I wanted the name of this business to mean something and even if it doesn't mean something to somebody who hears it initially I want it to mean something and and also very personally when my grandmother died I was 12 years old a year after my father died she was only 54 years old and I remember thinking you know 1254 is old but I knew she wasn't old old right I knew she wasn't 80 and so I just remember feeling that there was so much life of herss not yet lived and there was so many things that she didn't do and I wanted not so much for her to live on but she deserves this platform because she was wonderful and she was mine and so I'm very driven when I when I hear women on their phone walking into the salon getting ready to get their hair done saying yeah I'm walking in Peres or hey I'm at perly boys let me call you back or R you get your and I've asked a woman that cuz I loved her hair and she goes oh there's this place in Midtown called perly boy that warms me um you know the love of a granddaughter to a grandmother to love her so much to build a national brand in honor of her and what she embodied yeah but have I had second thoughts sure but no it's it's very personal to me you know what you said something very important two things that were very important one did you said I think so who knows none of us know for sure what would have happened if we would have named it something else I mean you're guessing so that was a that's a smart answer and two you know what this gives you so much joy business it's your business you can do what you want even if you would have made some more money you know what I'm just getting Goosebumps hearing how much joy you get she and I were very very close she and I they call me her fourth daughter she had just gotten a job right before she died she had never worked before she worked for the city of Highland Park she had just started driving herself she had just gotten her license and then about a year later she got diag noosed with pancreatic cancer and died shortly thereafter so there was all this life not let not lived and you just always wonder you know she loved to write so what would she have done and we'll never know but I tell you what her name will be everywhere I love that well let me ask you about that Dana you you say that you have had second thoughts at times I'm curious you you kind of had a second chance when you decided to franchise did this conversation come up at all with the franchising people did they ask about it not at all nope they never they they they were they're so solid I thought I'm going to have to change my marketing to be more inclusive I'm going to have to change the name to be more you know you know less of a tongue twister for some people not at all they were very clear from day one when I worked with the Strategic implementation person one this is an African-American salon for africanamerican women named per Lee boy you learn Starbucks you can learn per all right Laura Jimmy beans wool yeah um well now my story is not going to be nearly as good as Dana's is we're not comparing it's not a competition everything's a competition no this conversation we did have this conversation I think we concluded you haven't come to terms with that yet we're still working on that yeah um so when we decided to open open this yarn shop 20 years ago a brick and mortar yarn neighborhood yarn shop a brick and mortar neighborhood yarn shop I had a mentor at the time who had run a yarn shop she didn't own it but she ran like a yarn Corner in a shop and this woman was she was in her 50s so I'm in my 20s at the time and I really respected um she was No Nonsense so no fluff like I just I respected everything about her um and so I'm floating names by her and I'm like we were on the trucky River do we call it trucky River nits do we call it you know trucky yarn shop do we call it the Tahoe knitting you know blah blah blah or do we call it Jimmy beans wool and she's like o well wait you're gonna have to explain why did that come up yeah so um my husband so Doug has always called me Jimmy or pretty much since we met we were listening to a song um an album one time when we were out climbing by this guy named Todd Snyder and you know I grew up in the South and I've had a couple of trailer houses you know I bought one in college and then I lived in one when I was a kid and so in this song by Todd Snyder it was called double wide Blues the coolest guy in the trailer park is named Jimmy because he has a pool um he has a blue plastic pool on his back deck and so in the song tdd Snider is like yeah you know he's cool like Jimmy um this guy he wears a white T-shirt with a the mustard stain and I'm always kind of a mess so Doug started calling me you know saying that I was cool like Jimmy um and so all of his friends started calling me Jimmy and blah blah blah so that was my nickname and then at the time we I had also built a website um for an espresso cart manufacturer and so we decided we were opening a yarn shop SL coffee shop and we actually thought the coffee shop is what was going to work we didn't think the yarn was going to work so the beans you know was a play to the coffee shop part and then the wool obviously because we had yarn um so when I presented you know the idea is I'll never forget standing next to the building that we had chosen I'm standing right next to the dumpsters with Diane and I'm like okay what do you think you know trucky River Nets Tahoe s you know Tahoe Nets um Jimmy beans wool and she's like oo I like that and I'm like really cuz I didn't expect her to like that at all I thought she was going to just think that was ridiculous so like I like it and I'm like all right done and we just went with it you know we ran with it it's a great story it has ended up differentiating us from everybody else because you know the other 2,000 yarn shops in the country all have yarn knitting a city name or how many stores are there in the United States called the yarn shop the yarn shop or per knit and Pearl and blah blah blah which are all great names but we were one of the first to you know e- knitting was our big competitor at the time um it was an e-commerce knitting site and then yarn.com you know was our competitor and um another one I don't even remember the name they're out of business now but anyway so it ended up really differentiating us I mean both this was like pre you know right at the beginning of like Google search and YouTube and all this kind of stuff it helped us because we're not competing with anybody else you know and it's given us a way to build our brand in a way that other shops have not been able to build their brand so for us it was huge um and like to Dana's Point as well in terms of going National or going global we don't have that kind of localized element you know so it's not Detroit hair right you know and it's not Tahoe City blah blah blah and you know you end up with a shop in North Carolina and people are like what is this whole Tahoe thing so and you know then you've got the storytelling side of it so if if you have nothing else to talk about at least you can talk about the Genesis of your name so Jay you went a more uh functional route well um you talked about Google um none of you Lauren's old enough to remember this there was a preg Google it was called Yellow Pages and the key was to have an a name so artists frame service is an a name I was selling the artist that's what I did originally I went in college I started going to all the art fairs literally with sample in my trunk showing artists the frames and um and then when I graduated and I decided to actually do full for you know it was called artist metal frame Factory we're selling Metal Frames they were a new invention of the time the screw together metal frame and then when I went into the regular framing I my wife suggested call it a service so we call it artist frame service I don't know that it's a regularly we get checks written out to artist frame shop artist Frame Up Artist frame whatever I again I don't know that that was the smartest name but it's worked and I should I called It Gos framing maybe I don't know who knows but uh in the a thing no longer is any relevance because Google doesn't list things by alphabetical order so do you remember considering other names at the time the only other name I thought about I remember I actually remember being in my college dorm room brainstorming I thought oh maybe I'll call it the frame station and I was at a trade show and this guy comes up in his badge the name of his store is the frame station so I said you know I was thinking of naming that the frame station I was thinking of of calling my store that he goes be glad you didn't he said on a weekly basis I'll call a customer and say hi it's Bob from the frame station he goes you're calling from the train station he goes it's it's an ongoing problem and I'm glad I didn't yeah well okay but I get the Jimmy Dean like oh so you sell sausages like sausag made out of oh God Jimmy Dean yeah Jimmy Dean and then Jim Beam so like do we s you should really Sue Jimmy Dean for confusion on the market see if you can get a Sease and disorder on there or you should sell sausage have you have you thought about that exactly exactly we could sell like bourbon laced sausage for Jim Beam and uh Jimmy Dean yeah yeah and I get you know I'll get people and I don't know Dana if you've had this experience but people call and they're like hello is James there you know may I speak with James oh my God one more person calls me hi can I please speak to per Le I'm I'm sorry if she's deceased may we take a message and no no no and I've got another one we've had customers come in oh it's hilarious we've had customers come in um per Lee told me I could pay with a check I get people going into Jason home and they'll tell the person oh I'm friends with Jason and my name is not Jason so the second they do that they they've been revealed but who it's even better and I said she did cuz I go right along with it I said she did yes she is on the Usher board with me at at right there at second abonar and I saw her on Sunday and she told me I could come in here and get my blowing go oh they keep going my blowing go and my deep and that I could pay with the check I said well when are you going to see her again oh I'll see her on W during Wednesday service I said could you do me a favor and she said anything and I said could you let her know that her granddaughter and her three daughters would love to talk to her since she's been dead since now wait you're talking to a customer a customer do they stay or do they leave after you say that the the look on their faces well one lady said are you sure I said ma'am I'm positive then so we've had we've had peral we've had peral sightings buying carrots and Meyers which is a grocery store here in Michigan we've had per goes to like three churches wow and it said oh per was there she's so proud of you I said I hope so oh man we are out of time uh my thanks to Jay goz Dana White and Laura Xander as always thanks for sharing guys wait wait don't leave yet if you have a question or a comment that you'd like the 21 hats owners to address send it to me by replying to your Morning Report or by email at Lauren 21h hats.com that's l r n21 hats.com do it now before you forget and don't be afraid to tell Jay what you really think you can take it and if you got something out of this conversation help us reach more business owners tell a friend subscribe and review us wherever you get your podcasts follow us on Twitter subscribe to the morning report at 21h hats.com this episode was produced by Jess Theron founder of blank word Productions okay now you can leave thanks for listening everyone [Music]