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Speech Transcript (very little editing so not exact)

David, thank you so much for coming on. Please introduce yourself the time to shine today podcast varsity squad. But first, what’s your favorite color in why?

blue always has been I was in the Navy. I’m wearing a blue shirt when the blue blazer What the hell come and tell you.

Oh, I can just call you shipmate I was in the Navy too. And how many years did you do brother

17. I was 12 years in the British Navy. I was a weapons engineer on nuclear submarines. Oh, and then I crossed ready to the Canadians did five years on diesel boats with them. So I ended up in the British Navy as diesel operations Special Ops. fronted by the Canadians the 12, sorry, five years for them. And then I left to join the nuclear power industry for a right.

So you’re a bubblehead then huh? I’m afraid says I love that man. It’s funny, I went down in the USS Los Angeles. This is like 9293. And I was able to take a ride on it. We did a surface bursts. And overview is so fun, dude. It was a lot of fun. But I just didn’t at that time. They were hot racking where they would like you had shifts from like 12 to 12 or seven to seven and like you shared a rack and had to change the rack where you sleep squat if you don’t know that, but let’s get in. Like I love those roots. I love the fellowship mate of mine here. This is even better. We’re even more connected. But let’s kind of get out we really leveled up into let’s touch on the kind of the PTSD, if you don’t mind and how you helped with that. And then we’ll get into the Steve Howard marketing as well.

Yeah. So, so the backstory then sighs I was up in Canada, I was living in Canada at the time. After the nuclear power industry, I had a crisis management company. And we were doing crisis management training for C level executives and some of the major firms out there. But what we found is we had very smart guys who we gave them the plan, we gave them the procedures, we do a risk assessment written their plans. When we put them into an exercise, they would shut down and say, well, this doesn’t make sense. These are these are sea level teams who can run multimillion dollar corporations. When we put them into a crisis management scenario, the wheels fall off the car very quickly. So we went back and said, What are we doing something wrong? Are we not training these guys, right? And we actually came up and said that these guys are extremely good at running business operations in day to day operations mode. What they’re not prepared for is the sort of the rapid fire decision making that we need in the military when you’re in crisis mode. And so they went into a stress they went into a stress response. And when you go into stress, your ability to think rationally shuts down. That’s why you’re in the military. We train we train we train everything’s repetition. So these C level teams were not performing. So we looked at, we looked at ways of helping them deal with their, you know how they can overcome the stress response. So they could think, in a crisis situation. And I discovered this technique or the EFT the emotional freedom technique. So I trained in that and we’d started to introduce that into our programs. And then I returned I sort of personal she returned to the UK. And then when I was in the UK, I knew that EFT had been used successfully with the VA to help people with PTSD. I got connected into the, you know, again into the veterans community in the UK, not connected to a guy called Major General robbing short, who was the the retired head of army medical services, put together a program with a friend of mine who was an NLP Master Practitioner. And we actually ran three day courses and at the end of three days, we had an 84% recovery rate. So at the end of three days, 84% of the guys who finished the course, were free from the trauma of the military trauma that have caused their PTSD. So So, guys, we’re working with the Falcons. Next,

David, were these x veterans that moved into C level, C suite,

two different things. So the C level was the backstory that got me into EFI. The EFT was what I then used to create the PTSD recovery program.

While it in remind me again, what EFT is

the emotional freedom technique. Okay,

got it. And what I hate to say without disrespect, but what qualified you to really design that and get people to listen to you with regards to

Okay, so So in Canada before I returned back to the UK, I went through the training on EFT so I became an advanced practitioner how okay. Then I returned, and I connected with a guy who was an NLP Master. I’m sure you’ve heard about the neuro linguistic ROI. Absolutely. So so the two of us put together a program. So we had NLP, and we had EFT. And we combine that, and we were running a three day course. And Mater, general short, had recently run a veteran of veterans only hospital for PTSD casualties, he had to shut that down because he couldn’t get the funding, which again, was another tragedy. So you know, he had this huge list of people who needed help. So we were working with these guys on an ad hoc basis, really trying to do the best we could. And then when when he saw the results that we got, he presented our papers to the defense Select Committee on two different occasions. And the British government denied they had a problem with PTSD. Now, the reality is, from a legal perspective, the British government Australia, the MO D does not have a problem with PTSD. And the reason they don’t have a problem is when the guys get PTSD. And it gets too bad that they can’t function operationally. They either drink themselves out of service or they voluntarily release. And then once they’re out, they’re not the they’re not the Minister of Defense’s problem, that the problem of the National Health Service. And some of the guys we talked to that were you know, they were put into national health, you know, cognitive behavioral therapy group sessions. And they were telling, you know, they were telling their stories in the Falklands war in Iraq, wherever they’d been sure. And, you know, the civilians who had been in a car crash, were actually been more traumatized by the vets in the therapy session than their initial PTSD. So they would kick the vets out. So this is just too too heavy for what we can deal with. And so they were kicking the vets out of the CBT sessions and basically abandoning them. It’s tragic, it’s and it’s not tragic. It’s disgusting.

It’s disgusting. And it’s just bullshit, you know, and I really appreciate you standing up for our, for our veterans. That’s something that more people I wish that they would do. And you know, we have coalition’s here that we have groups and stuff here in South Florida, where we make sure that the veterans here are taken care of. And, you know, if not, we have some pretty good influencers to make sure that they that they do step up. So basically, I hear a lot of like passing the buck at the government level, saying, you know, that’s Yeah, it’s crazy. You also mentioned that it’s a physiological response as well, right. Like, it’s not just mental. I mean, it might start there, because what’s stored, but then it leaks into, like you said, not being able to perform at levels to I mean, make it up the corporate ladder, if you will, if that’s the choice of the veteran, because of the PTSD, they can’t perform and make it up that way. Right. I mean, I see that a lot.

Yeah, I mean, the guys that we worked with, I mean, they were I mean, there was one guy as a Marine and he’d been in the Falcons just before the final assault on on Stanley, right. And then we’re beams run the start line and the BBC World Service announced in in the clear that the Royal Marines are now on the start line ready for the final assault on ports family. And guess what the enemy we’re listening to the BBC World Service. Funny how that happens. Wow. They then immediately call to the guys on the phone and say hey, you know the attacks about to start and then here’s where they are, which is even more ribbing. So they’ve got mortared and this guy is and so they couldn’t move. And they only had their fighting kit and I didn’t have the burdens or anything. And he spent he spent, I think 36 hours in a slit trench. Well being mortared and he could see the way he was laying. He could see the Argentinian mortar emplacement. And the flash the flash to bang was 42 seconds. 36 hours, he laid there going flash and counted 42 to see if the mortal is going to end up in his Selecciones. Wow. And I met this guy 2020 years after the Falcons. And he was still counting 42 Every single. Yeah, it’s true. That every day this guy was counting to 42 to see whether that would be his last second. I know that. Yeah. You know, we worked. We worked with him on that. And within 10 minutes of using this technique, it was gone.

Wow. Wow, that’s amazing. In thank you for doing that for that gentleman. Because there’s not enough people out there that are caring. And it’s a lot of it obviously goes political and whatnot where money goes attention flows and whatnot. But it’s, I can’t I can’t believe that they’re doing it. Thank you. Thank you. Again, I’ve already said it. But it’s a blessing. I hear the passion in your voice. And we need more a lot more people like those of you that are out there. And so I know that you probably is a hard one to transition from. But I know that you probably still have a foot within that world and help it save lives, but like the steam powered marketing, like how would the roots of that and how did we move into that? David,

let’s let’s just go back to the PTSD thing one more time, because I’ve still got all my notes, all the research everything we did, I said the the worst day of my life was when we shut that program down because we’ve looked at funding. So if any, and the reason they wouldn’t fund us is because we were complimentary therapy, you know, that was 20 odd years ago, it was not considered mainstream. CBT was about as far as the government had got. But if anybody’s there looking after vets, and they want to get the work we’ve done, I’m quite happy to share all of our course notes, all of the stuff we did. And if somebody wants to pick up and run with it, I’m happy to give them whatever I’ve got.

Wow, okay, absolutely. Would you get really involved with it? If we opened if we could find some way to open that up that channel up?

I would certainly be happy to coach whoever took it up and ran with it. And so bring it in taking it forward. Absolutely.

Okay. Thank you for saying that. That’s, that’s amazing. Thank you. Thank you, man. So as we moved in and issue kind of pushed forward in life and continue to progress, we got into the steam powered marketing, correct? Yep. So sure about that.

So I ended up but after we couldn’t get funding for the PTSD project, I ended up going back to my roots into engineering. The company I was with moved me out to the states. And it was a European company, you know, I was doing a good job, I was quite happy. But I always wanted to do something different. So my son and I actually set up the marketing company, because it’s completely virtual and digital marketing we can deliver online. So we went through the program with a company called Digital Marketer, we certified as partners of them. And their mission is to help over 10,000 small businesses double their revenue in 12 months. Okay. And so the program, the sort of the core program, of the digital marketing process is what’s called the CBJ, the customer value journey. And that’s designed around the psychology of human intimacy. And, you know, we talked about, you know, we talked about human to human, that’s exactly what it is. If if ever I’m speaking to a business group, I say, like is your business b2b or b2c? And they’ll raise their hand and said, Okay, guys, you’re all wrong, every one of you is wrong. And they look at me as if I’m stupid. So there’s only two options. I said, No, all businesses HGH, is human to human. And you know, when you’re doing your digital marketing, you’ve got to realize you’re not selling to the screen, you’re selling to the human being behind the screen. And you’ve got to get your messaging to resonate with that person. And then, you know, we go into the psychology so people hate to be sold, but they love to buy. The buying decision is always an emotional decision, because this is research that they’ve done MRIs of people when when they’ve made the decision to buy something. It’s the emotional center of the brain that actually gets triggered. So you have to get that emotional trigger in your in your sales marketing message to get that to get that response. Now for a big ticket sale, you need the facts afterwards to validate the sale. But if even if it’s a multimillion dollar sale, and the CEO of the company signs that purchase order assigns the approval for the contract, his brain is firing at the emotional level. And that’s what we do. So again, we there’s a guy called Desmond Morris, who was an anthropologist back in the 70s. And he wrote the book, The Naked Ape, he was the first anthropologist to look at the human species, as if we were a bunch of chimps. He was he wrote the book, then he then went on to write the book man watching, which, because they all became global bestsellers. And then I think his third book was a book called on human intimacy. And he defined human intimacy has been 12 stages. And so what the guys at Digital Marketer did, which was pretty clever. They took the principles of these 12 stages of human intimacy, and translated that into an eight step journey for businesses. So you can apply the psychology of intimacy, to the way you message and interact with your client, to make that journey from being a suspect to a client to ultimately a raving promoter and supporter of your brand, through this psychological process, very, very powerful technique.

While it I noticed, like I’ve noticed also, with humans, there’s kind of a lever, it’s like, sensory amnesia, a lot of times as they get programmed through life, they lose that connection of a human being with their body or their mind with their body, if you will. And I’ve studied a little bit of about that, just because I coach, you know, high level executives and whatnot, you see the disconnect. And honestly, like the parlay that you have from your past endeavors, you know, to now it actually kind of clicks is stuff not as so much about it, because everything you said is, it’s emotional, we’re human to human. Right. So I love that and I’m probably seeing a lot within steam powered marketing and a lot of lot of NLP in there possibly. With regards to again, you were looking to sell, you know, money is the byproduct of what we the service and the product we put out there. But I’ve been I think, correct me if I’m wrong, but I’m seeing a lot of the neuro linguistic programming this kind of rolled out within what you have experienced within the past on hand with EFT, right. So, okay, that’s, you know, I love that you’re going that route, because that is what really, for the lack of a better term sells, right, because you’re actually tapping into the emotion of the eyes that are looking at the screen.

Absolutely. Yeah. If you don’t, if you don’t provide attractive content, yes. early enough so that the set the system that we teach is awareness, engagement subscription, that’s the first three steps. So awareness. So just just to go back to the psychology of intimacy, the first level is it body. So you see a potential mate across the room or across the savanna, Okay, the next level is eye to eye, you make eye contact, and then you know, you get you get the notes. So then you go to the next level, which is voice to voice. So that is the beginning of the ascension of intimacy. Okay.

David, what was the first one again,

eye to body, so your body, you see it, you see a potential, somebody of interest across the bar, across the savanna, wherever you are. In the business world, it’s that’s awareness. So they first see your website, they get a referral, they see a social media post, that’s that first hit, and you’ve got to take them from eye to body to it like the way you get them eye to eye, you give them valuable content free free valuable content on your website through social media that gets them to hang around and pay attention because they’re then beginning to to get to know you through through your written text. The third level is in the in the in the human intimacy would be voice to voice Yes, this is where hey, you can can you get me so and so’s number or Hey, can I call you and you start to have that so now it’s interactive. Okay, you’re getting you’re getting feedback from the person. Wow. In the marketing thing, this is what we call the subscription snap. And the way we translate from the engagement step to the subscription step is we still giving great valuable content, but at the engagement stages, ungated is free, it’s on the website, download it, Bill, whatever, not asking for anything, it’s just there. But then we have something that’s really super valuable. And often and one of the things we find people want to put out 3040 page white papers. That is not what sells what sells is the one page cheat sheet. So if you can, if you can have a ton of information free on your website Right, which is on gated content to engage them. Then you have the one page checklist, you know, you, you distill that 40 page, white paper into a one page checklist, you have that on your website that’s gated. So then for them to get that they’ve got to give you their email, Baba, once you’ve got that email, you can market to them forever, for free, as long as you don’t insult them, and you don’t spam them, you can market to that person forever for free. Because you’ve, you’ve got this contract, now you’ve given them something really valuable. And in return, they felt comfortable, because they know you felt comfortable giving you their email

you gave them upfront what they came there for meaning, like if you and I are at dinner, and I ordered a filet and they brought me cauliflower and a veggie dish. I mean, that’d be pissed. But especially my meat eating NAS, you know, right. But you know, like you just said, like, you know, a lot of you’ll see like a lot of free reports or something that’s catchy for them. And that they get that it just makes your following to get that they provide the email address to get the checklist or the something that’s a hell of a lot more valuable than the free required luck, thank you for doing those steps. Because I see a lot of people going for the jugular, you know, with this, you know, Lamborghini Instagram marketing systems. And another thing about you, David, is you’re going to be sustainable, doing that way, because I’ll tell you what, I look back. And it’s funny, I’m weird like this, I took snapshots of marketing back in 2010 11, and 12. None of those people are in business anymore. Yeah. And they’re not millionaires, and they’re billionaires or nothing. They were just going for that quick Quickie, if you will, in that providing that value. And that’s where my coach back in Oh, nine, you know, I built my my email list to just over 160,000 subscribers, and I have a 32% open rate when I send, because when I send his value, right, in the night, you know, bargain on that. And that’s what usually is a question, what do you what do you think their biggest blind spot is that I think we might have covered that is like people in the digital marketing, right? They go for, like, the now money instead of like, you just said, do I love love, I’m sorry, I’m doing all the talking to you. But I’m so blown away with the I the body, the eye, the eye and the voice to voice it’s like, that’s how you would call anybody, a lover or a business. Like if I want to do business with you, I’m not going to run up to you and say, David, hey, come do business with me. You know, I, you know, you read each other’s posture, you smile, you get to know each other, because I’m more interested in your story than I am telling my mind. Although the end game, I really want to tell you my I want to do business with Well, hey, man, I’m excited

about going back to the psychology. So the 12 steps, okay, so we did it body, eye to eye voice to voice hand to hand, hand to shoulder hand to waist.

To go farther than that, you can

go all the way to level. But interestingly enough, what the psychologist found was you the speed at which you go through the 12 steps is irrelevant. And we’ve seen this, I mean, if everyone stranded at an airport, you know, and the plane has been canceled. And that baby, the Desk Agent comes in, hey, we’re not going to take off tonight. Here’s some tickets for the local, local hotel. And everybody who’s been sat there in the bar for two hours, you then see people hooking up we’ve never met before. Okay, that’s going through the 12 steps into our, okay, that and such. So the speed at which you go through it is irrelevant. What is important is if you miss more than one step, the chain breaks, because it’s too much of an ask, it’s too much of an imposition. And so the way small businesses Hey, you hit my website, thank you. Bye bye, shit. Right? Where did that come from? You know, there’s no relationship. There’s no trust, there’s no courting. It’s just bang. You know, it’s the same as, hey, thanks for coming for coffee. When are we going to have children? Where did that come from? You know, there’s no relationship. And that’s the whole point of the marketing process. Even though it’s digital, you are building an emotional relationship with the person behind the screen. That’s the whole point.

Love and David when you’re starting to work with a prospect and bringing them into the steam power of marketing. Is there any good question that you wish that they would ask you but never do?

The biggest question I would want them to ask me is what is the easiest thing I can do to build a relationship? And it’s really be you don’t hide behind? I mean, we’ll talk about brand. I mean, you know, we talked about the handlebar. That’s personal branding. That’s just that’s just a business tactic. Because people forget names they forget faces, but they don’t often forget the crazy English guy with the handlebar mustache. So that’s post ramming. That’s not me. He to me is the person behind that and what people forget time and time again is the god of reach behind the brand they’ve got to reach behind the the defensive persona to build that relationship

in like you said, if you miss one of those steps for a long flourishing relationship isn’t a lightning can strike like you go back to kind of the funny scenario like you know you’re at a it’s getting delayed, you know, a flights delayed and you’re just getting slashed at the bar. I could go right to the restroom or whatever, right. But that’s not an organic, long term build. And that’s what you do. And I absolutely love it. David, have you seen the movie Back to the Future? Yes. Okay, let’s get that DeLorean with Marty McFly. Okay, I want to go back to the double Deuce the 22 year old. What kind of knowledge nuggets? That’s what we call me a timeshare. Today, what kind of knowledge nuggets might you drop on that? David, that’s so much to change everything because your journey is pretty freakin awesome. But to maybe help you shorten the learning curve level up or blast through maybe just a little bit quicker.

Okay, this is for 22 year old one had been on? Yeah, you’re talking to yourself. Okay. So okay, things that I would have told myself is happier. Excellent. So the way we’ve evolved with steam powered marketing is into business exit. Because here’s the tragedy, there is $10 trillion of business value in the US that’s going to evaporate in the next 10 years. Sure. $10 trillion. Okay. And that’s the boomer generation, as they hand over, okay. 98% of business exits are for zero value. And the tragedy is that 60% of people that start a business intend to sell their business to fund their retirement or to create a legacy. So 98% of businesses exit zero value. So this is where I’ve expanded. So now with with SPM, my son runs the marketing side, I actually run a consultancy, specifically to help businesses exit for high value, because it’s a tragedy, how much value is just lost when the owner exits, and they haven’t prepped the business to either sell on or keep going in their absence. So So that’s right. So my passion is always being the best, you can be being the best as an individual being investors or business being, you know, however, you can help other people be the best they can be. That’s the mission. So for the 22 year old, start your business, know how you’re going to exit. And then the other big thing is get a SaaS product, okay, for a SaaS product software as a service. Okay? And I’ll tell you why. Because when we, when we do business valuations, okay, I can look at a business and say, Okay, you got this much revenue or this much profit, based on your needs, you’ll get this multiplier, so your business would be valued at, you know, 1,000,002 million, whatever. Sure. So for nets, I typically work with engineering companies, because I’m an engineer. So a typical multiplier of value to value to profit would be 1213 to one. So if you’re doing if you’re doing $300,000, of net net profit at 12, to one, your business would be valued somewhere in the range of three to $4 million. Sure, if you have a SAS, and that’s based on a 15% profit margin, sure, if you have a SaaS product, the typical multiplier is 30 to one. Okay, so now you say, okay, hey, within my engineering company, I’ve actually got a program that we wrote ourselves, it’s great, it works for us, but we never commercialized it. If you can take that SAS product and convert that program and turn it into a SaaS product that say, maybe makes you half a million dollars a year in revenue, that half a million dollars a year in revenue is going to be running at SAS products run at 80% margin or better. Sure. So that SAS product is going to give you $400,000 of net profit. But it’s a 30 to one multiplier. So that’s $12 million. So your whole your whole engineering company is valued at 3 million. If you can spin off a SaaS product with a 32 on multiplier, that’s a $12 million Golden Nugget sat in your business that you’ve never discovered.

And I’m hearing a lot of begin with the end in mind. A lot of that with what you have those Stephen Covey things. So, David, how do you want your dash? Remember that little line in between your incarnation date, your expiration date, your life date, your death date? How do you want David Walters, remember?

Okay, well, my core purpose is realizing divinity. And that applies in many, many different aspects of my life. But, you know, in the business world, I see that as being helping people and businesses achieve the absolute best that they can be. And just to, you know, just to continue the way the business going. I’m also the CEO of a startup company, and we are bringing, we’re bringing exotic filaments to the additive manufacturing community. And we can we actually believe that we can completely reinvigorate US domestic manufacturing with this new product, we can repatriate A majority of our manufacturing industry through 3d printing through additive manufacturing, sure, with the filaments that we’re producing you can actually print circuit boards, you can print electronic circuits you can print antennas. So our goal with this with the new business is to is to help create 1000 small businesses in the American heartland who will all be successful through additive manufacturing. That’s

awesome. That is awesome. That’s fantastic. So that in David what is your definition of a life well lived let’s take off the business hat. Let’s get deep here. All right.

Okay. So okay, so like So again, going back to my core purpose a life well lived there are more people who are better because of me then there are there are damaged through people. So if

that’s fantastic, you’re doing that. You have such a huge heart, man. Time to shine today podcast varsity squad, we are back and David I know blown to Houston. I’m unfortunately not gonna be able to hook up with you this time. But another time, maybe we’ll sit down, grab that steak dinner and one of these questions. We’ll probably talk 1520 minutes on each one of them. But you have five seconds so you need to take off the engineer at answer him in five seconds and they can all be answered that way. You ready to level up? Yep. All right, David, what is the best leveling up advice you’ve ever received?

get passionate about what you do. Yes. share

one of your personal habits that contributes to success.

Time for myself every morning before I get in the office.

Thanks, man. I appreciate that. Me too. Did you see me walking down the street like Fergie man he looks like using his doldrums a little bit not feeling it? What book might you hand me the level me up?

Well, book would I hand you to level at? Well, I’d start with the Bible. But that’s a big

thank you. Not enough. I’ve said I’m in Psalms and Proverbs every single day of my life. And I love it. Thank you for saying that. David, what’s your most commonly used emoji when you text?

My company snotty our thumbs up. Love it.

Nicknames growing up.

Fat maca. I claimed that I blamed it on the Royal Marines by the way.

I love it. I love it. What chess checkers are monopoly. Monopoly, right? Go to ice cream flavor.

Oh, vanilla. I’m sorry. Me too, man.

I’m right there with you. There’s a sandwich called the fat neck. Build that sandwich for me. What’s on it, David?

Okay, well, it’s definitely it’s gonna be a derivative of a Reuben. But it’s gonna have a lot more mayo thrown in.

Love it. favorite favorite charity and organization like to give your time or money to?

I would love to do more for PTSD.

Thank you. Thank you for saying last question. You can elaborate on this one a little bit. But what’s the best decade of music? 60s 70s 80s or 90s?

Oh, okay, late 70s into early 80s. Can I tell you a backstory? Yes, please. Okay, so my daughter went to college to do music management. And part of her course they studied music, you know, from the 1900s through to whenever. And she said, Dad, I’ve heard this great group called the clash. I said, really? And yeah, they were sort of new wave in England in the late 70s. It says, yeah, they’re great, you know, and she told me all about what she was. I actually saw the clash at the Queen Elizabeth Hall in Manchester in 1977. Wow. And she said that they were a punk band. Yes. So what are you telling me tiles? So that was an interesting sort of generational gap. That was the Back to the Future thing for my daughter at that point.

That’s awesome. That’s also I’m right there with you. I graduated in 1990 I just turned 50. So it’s like the 80s is like my kind of jam right? But when I’m working on anything is classic rock from the 70s and some punk to like, you know, I would love to go back I was people ask me if you could have a time machine. I would love to go back to CBGBs in New York. And watch the Ramones or you know, blondie when she was a punk and watch that or even go back and watch a Go Go’s concert when they were punk. Now know before they went mainstream. I love that. You said that. That’s awesome. So we got to get into like, kind of quickly though, the Argentine salon tango. What’s that?

Okay, so I wanted to, to do something sort of outside of the office, I wanted to get something just completely different when I’m doing and I used to travel to Argentina on business. I loved watching the street Tango there. So I joined the local Tango school just just to do the group classes and whatever and I completely and absolutely fell in love with it. It is the most intellectual dance. So for the leader so tango, it’s Salem Tango is totally improvised. There is no choreography whatsoever. The leader is and again, I’m an engineer. So you know I like to think But But no, really the leader has to think in four different dimensions in real time. Okay, so you’re thinking, What do I do to my body to move it so that my partner moves the way I wanted to? What do I have to do to get my partner to enable her to do the move she wants to do? What am I doing to be in time with the music, because we’re always trying to hit that beat. Because Ango the two partners are always out of balance. That’s why they say it’s two to tango, you’re always holding each other up. And the fourth element is, I mean, I was at a milonga last night, one of the instructors were leaving, there must have been 30 couples on the dance floor. So you got very little room, you’re all trying to show up, the role of the leader is to show off the partner make them look beautiful. That’s what you do as a leader. And so there’s 30 couples on this dance floor very, very small space. So not only you’re trying to find the space to give your to give your lady or your follower, the opportunity to look beautiful, but you’re doing it in relationship to the music and to the other 30 couples so it’s becomes this sort of symbiotic relationship, right? And then you take it to the next level, a salon tangos danced in the close embrace, and is typically bounced in a 10, what they call a tandra, 10 or 12 minute set of music, which is typically four songs. In that 12 minutes in the close embrace, you can actually stimulate all of the for pleasure hormones in the brain. So you’re in the embrace of your partner you’re in, you’re connected to the music. So you’ve got you’ve got the musical connection, you’ve got the human to human touch, you’ve got the objective of completing a task successfully. So the dopamine can’t remember the answer. Obviously, whatever it is, all of those for pleasure hormones in the brain can be released at the end of a 12 minute Tanda. It’s just it’s the most sensual and intellectual dance I’ve ever experienced,

like, reinvigorate that. So if you’re dealing with because I dealt with sensory amnesia, you don’t I’m saying that would really help stimulate. That’s awesome. We were really, really looking at and I love Argentina. It’s funny where we went Argentina in the military, this is 92. And people were literally asking for our autograph that at that time, it was early. And it was it was crazy how Americans and you listen to Guns and Roses, do you do that? And like, it was amazing. But Argentina’s it’s such a beautiful country. I have pictures on pictures. Now when I was there, and there are actually pictures that show, you know. So David, how can we find you, my friend?

How you find me? Best way is through LinkedIn. So you can connect with me there? If Can I just talk about that the additive manufacturing, just want to give one one quickly, please. Okay. So we’re running a competition for anybody who’s into designing additive manufacturing, there’s a $10,000 first prize, and they can find it the website is cool pros inc.com/competition. We want to create 1000 new businesses, for small businesses in Heartland America in additive manufacturing.

So these what sorts of numbers again, 1000 what we want, we want to

create 1000 small businesses in the additive manufacturing space in Heartland America, and we’re running, we’re running a design competition to stimulate that sort of idea.

Gotcha. Do you have that website? Okay, cool. We’re gonna put the website in the show notes squad. If you can do me one last solid and leave us with one last Knowledge Nugget we can kind of take with us internalize and take action.

Okay, it comes from Viktor Frankl. And he said, you have zero control over your environment. You have total control how you choose to react to your environment?

Yes, you do. I love it. I love it. And that’s one man that was I would have loved to have met me I know what he went through at Auschwitz and, and everything. Obviously, the Man’s Search for Meaning is one of my top five books of all time for myself. And that’s fantastic. And squad. We had a really kind of fun kind of two part conversation with my good friend David who you know, works worked with people you know, that were in crisis management scenarios, and help to kind of overcome the stress response and critical situations and he kind of married NLP and EFT kind of together but he found that like the government and whatnot, were passing the buck and kind of writing off mine and Dave is a fellow vet. So if anybody is out there right now, that can help us out with maybe getting this program re launched, please reach out to me directly you have all my information, please reach out to me because I would love love to have that done. You know, and also is we moved into the steam, the steam powered marketing David really kind of point out and really had me learn about that by the 12 step process, if you will, that kind of starts with you remember that we are here Humans, beings being business people, if you’re in that, in that business people being human beings beings, okay, you know that we start with eye to body, eye to eye voice to voice, and that kind of goes on and on and on to your really build that solid, solid relationship between people in it, he’ll say that speed is irrelevant. But if you miss a step within there, it kind of can just blow up in your face, it’s never going to be long term and sustaining. Okay, you know, he would tell his younger self, you know, start a business, you know, but know your exit. And what I kind of felt out of there is that if you’re stuck doing that, maybe get your asking here, ask for help from the correct people, you know, you can be somebody that really realizes divinity, you know, he helped person not only in business, but also the person be the best that they can be. I mean, David truly is planting trees that he’s never going to sit in the shade of. And I absolutely love that about my Bob, my good friend here, David, you know, and he wants to have with additive manufacturing, 1000 small business and in the heartland of America. And that’s an awesome goal, because that will really Jumpstart. And in our climate, again, I don’t talk political or too much religion on this show. But that is vastly needed, because we’re coming up on kind of kings and monarchs in peasants. And there’s really race in that middle class. And something that David here is doing can really help jumpstart that and help people really realize his potential. And then he reminded us with Viktor Frankl that we have zero control over our environment, we have total control and how we can address that how we can think about it. And David, you’ve definitely earned your varsity letter here at time to shine today. You level up your health, you level up your wealth, you’re humble, you’re hungry, I cannot wait and we’re going to collaborate in the future. Thank you so much for coming on, brother. I love your guts. Thanks, guys. It’s been a pleasure. You bet we’ll chat soon. Thank you. Hey, thanks so much for listening to this episode of time to shine today podcast, proudly brought to you by Southern New Jersey real estate real estate excellence, who can be reached at 561-249-7266 and online at www dot Sutter in nugent.com. If you’re a business owner or professional who would like to be interviewed on top to shine today, please visit time to shine today.com Flash guest. If you’d liked this episode, please subscribe on Apple podcasts, Google podcasts, Stitcher, Spotify, I Heart Radio or wherever you get your podcasts. There’s a link in the show notes to our website. Also there you will see a recommended resources. We hope that you will support our show by supporting them. If you like what you’ve been listening to, it’d be great if you could just give us a five star rating and tell your friends how to subscribe while you’re at it. I’m your host Scott Ferguson. And until next time, let’s level up it’s our time to shine

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