107: Cross-Trainers | Sorcha Finucane and TrainedIn

0:13 Hey there, this is Pete Townsend from norio Ventures, and welcome to money. Never sleeps a podcast. It looks inside the head of entrepreneurs, and at the crossover of startups, Enterprise Finance, technology and Life. As we know it this week. We talk to Sokka Fennekin, founder of trained in an online platform, assisting training and consultancy. Riders and showcasing their business and services. While connecting them with individuals and organizations in need of their services. When I learned about Sorkin and trained in recently. I was really intrigued first off by the network effects of trained in where buyers, bring more Sellers and sellers bring more buyers. Secondly. There's a whole world of Professional Training became virtual very quickly. A few months ago. I wanted to know more about how those delivering training in. Those need of training programs were managing to keep things moving.

0:58 I come from a family of Gators and my co-host Owen and his family, have some experience with educational Endeavors as well. So this one hits close to home. So, without giving too much more away. Let's Jump Right In with sort of Fennekin in this week's episode of money. Never sleeps. Welcome to the show circuit. Hello, why? Thank you so much for having me. Peace. And oh, and absolutely delighted to be here and thanks to have Ian. Really? She ate you coming onto the show. And again, for all the folks out there and podcast land. We are recording again at nighttime because money never sleeps. It is 9:00 11:00 p.m. That's as we're taking this one. Yeah, that's that's that's not a good omen torque. Is it?

1:45 Well, we'll see. All right, so really glad we connected because the business that you're running is so relevant to what's going on world right now. And just eager to hear about that and some of your perspectives. Dibs on how the world has changed and how you're responding to that. But to kind of get things started. I've had a look at your LinkedIn profile. I think I know where you're coming from, but it's always good to get the story first hand, obviously for us. And for the listeners. Can you share your back story and how you got to this point? Totally? Yeah. I love to fill. My background is senior management positions in hospitality and Austria catering facilities management and organization development. And in December, 2018 are 2017.

2:29 Teen. I registered. My first business DG Learning and Development. I pitched. A one of the largest retailers in the country, got awarded a contract and pretty much started in January 2018. And I was immersed in this project for three months, and at the end, when I finished at the towards April, 2018, psych, where's my next bit of? This is going to come from. I was so engrossed in what I was doing and busy on. Thing on my client, but I completely forgot about the business development aspect of the business and the networking possibilities, and opportunities. And I'm not warn generally to jump straight into things. So before I before I did anything, I looked at my business and said, what do I need to do? I need to Market my business.

3:21 I don't know how to do it myself. I can't afford to get somebody to do for me and I hated social media and I didn't want to be throwing money all over the Place that was just kind of go down the drain. So I evolved my business to become a broker as such for training and consultancy services, across Ireland, and the UK, and I looked at business as a 360. So Finance risk government's planning cloak project, management, health, and safety food, safety, all aspects of hey, Jordan development. And then the individual person, so mental health, awareness and Stress Management and wellness and nutrition. And I went and I found amazing people across Ireland and the UK to All of those services and to collaborate on projects where I was the glue.

4:05 And I went out and I got clients and I applied for tenders and it was going really well. But by the end of 2018 and 2019, I then started becoming a go-to person for four people where people would ring me up. Other training providers or clients saying, have you got someone who can do. I, you're straining and London or do you know someone who can do leadership training and temporary or something in Scotland and Oh, I just dropped whatever. I was doing. Go to my database try and help somebody out the trainer's train and kittens consult. So you're waiting for people to go on a break and email you at lunchtime or in the evening. And by the time he got back to the originator, they'd already got sources or cancelled, what they were doing, and never told you.

4:49 So you'd wasted your entire day. And I this is where trained in the aspect trained and came to me and said, what if we could automate this process? What if Could help people to not miss these opportunities. If they were working in, couldn't take a call. And then the other side of it was from my experience in business. A lot of the companies. I worked in has really cumbersome. Onboarding processes that when your Firefly sitting, in a particular Department, the toilets are going through that process was just like a nightmare. So you just took what you had on ticks the boxes that you needed, and then you have the back of house administration, when I was an Ization development, you could have 10 training sessions, going on around the country with external trainers and external venues and then all the invoicing and everything that came with us and it was just an Administration nightmare. So in July 2019, I had my first meeting with development team about the concept of trained him and it was during that meeting that they said to me, this isn't a training company this The tech company and I was like, what's your? I know nothing about tech.

6:03 How could I run a tech company? And it was the real like I've what I have learned between now and then is phenomenal. And yes, I've made mistakes and what I do certain things differently. Yes, absolutely. I would but the concept of trained in is an online platform that is designated to training and consultancy providers to Showcase their business and their services. And the idea is that It's free for them to create a profile. Free for them to detail the services. That their business offers free for them to Showcase their scheduled Training Services and it won't cost you anything. Unless it generates you Revenue. So we want to put trained in One support, small medium, large and freelance business on the same Level Playing Field because we are heavily promote the platform. So it becomes recognized.

6:59 Is it go to entity for training and consultancy services across the Spectrum? So everything business relations what I said before and collaborations and health and safety and development, but all the way across to the everyday. So you're looking at nutrition and personal training but also driver instructors are tutors for for sports sessions or coaches. So, all of them can Avail of the platform. The wheel heavily marketers will do all the SEO will do. Do things like them, getting the name out there and but in turn it will help promote their business. You'll never be able to buy the number one spot on trained in. So everybody is going to have a chance of being found. I'm getting that.

7:43 Visibility that cost so much money now and I think that's what a huge barrier is for people, SEO AdWords, and all the paid advertising on social media, which can be a Gamble and some cases sometimes. People just can't afford US. So if you were to go and put into the World, Wide Web now, leadership training, and Dublin, you're absolutely Bamboozled by pages and pages and pages of advertising, which might not quite be irrelevant and all the bigger companies who can afford to be consistently ranking. Number one, all the time and you're very rarely find a small business or a freelancer.

8:23 So this is where trained in is. Okay, and so we will rank. Okay? Really interesting? And I love the network effects. Here as well, right, you know, there's a VC out in California that we talk about way too much ONN FX and still waiting for them to actually know one of their guys. One of their content writers did actually like a post from last week that we did where we referenced the conversation. We had about them in last week's episode. So, you know, shout out to an effects with make. We've made a big job, they got back but they're all about marketplaces and network effects, right? And Fires, bringing more Sellers and sellers bringing more buyers, right?

9:03 I can totally see and I'm going to put oh and I'm going to put soar through the air B&B quiz that we did a couple weeks ago. Yes. No, it's fun fun. We'll do that in a bit. But can you talk about the scenario? Where the buyers, right? So the people looking for training or bringing more training, consultants and training, providers to the network, right? Right to trained in and where the training providers, / Consultants are bringing more buyers to the network, right? And can you talk about that context of been how that's developed in the last year or so? So what we're doing is I'm all about rewards and adding value. So from a provider aspect.

9:51 I know that they have clients who could benefit from using a platform like trained in from their own. I suppose back of his administration purpose. So what I am saying to our providers, if you bring your clients Brandon, I won't charge you Commission on the on the bookings that your client is due for so it won't. I need to service to them. I'm also rewarding providers on the platform. If you refer five people to me on a monthly basis, which if you look at the huge scale of what a provider is, is not that hard and will reduce your commission by 50% for the following month. So if you keep referring people on a regular basis, you're going to keep your commission rates at fifty percent less than what they would be, which will automatically help. Up the platform grow because it's in their best interest to refer people.

10:48 And then from a client perspective. We again realized they have their own providers and clients work with providers because they've developed relationships with these people. They trust them, they valued, and they value their opinions. So it's not about being afraid of introducing your client or your provider into a bigger networking space and the fear of getting lost there with you for a reason, you know, so if Client introduces their providers to the platform. We won't charge the client anything to use their own providers or platform, because they'll tend to use us for other services which will only benefit the platform more. So it's about adding value to everybody on helping us to grow. So, that's where I see our networking, our business and buyers helping us grow.

11:36 And I can see your fate, your thinking there in the background, which is great. Peter likes to make people think. But there's it's like trained in is an Ever evolving platform. Like what you see right now is a minimum viable product. I have a technical roadmap of six need feature releases every 10 weeks for the next three years. So the origin, which they're going to be released will be dictated by the users of the platform. What's going to add more value to you. What's going to help your business grow? What's going to generate more revenue for you? Because the difference between trained in on any of the other networking place? Arms, it's in my best interest that it works for you because I only get paid if I generate new Revenue, so that's the way it is. So I have to work for you.

12:25 I'm not trying to sell you something. I'm trying to help you grow, trying to get you business. Trying to get, you see, and trying to get you visibility and trying to make it affordable for people. And that's what it's all about. It's really interesting because I was, I can't, I wish I could recall know where I saw this earlier was on Twitter, but it's almost talk. What about the unbundling of a lot of these kind of platforms, and how like this an example is that, you know, like, we all use LinkedIn, but in terms of specific things, I wouldn't use it for anything specific. But, you know, it's that idea where it's taking a wider, kind of model like that and breaking it down to specific types of businesses, whereby. Like you said, people are bringing their provider. So it's very specific and they're getting all the benefits of that. And kind of, that seems to be where these things are going, which is obviously being reflected, then in Weeping. We'll go to platform.

13:15 Yeah. Yeah, absolutely. And to me right now, I'm not focusing on making money. Obviously. We need to generate revenues to Beacon progress and build. But I am about adding value because when you add value and you can get both kind of the people, the people will help you grow your platform organically and I'm not naive to think fast, it'll just happen like that. There's a lot of work that has to go into it. You have to develop a lot of good relationships. We've already a few hundred people signed up on to the platform. We went live. Vin in April, but what's there? As I said as a minimum viable products that when working on the development team and but with there's a couple of tweaks, there's always going to be a few bugs. We wanted to change certain things and I love to moment, but I've done things like, on my technical roadmap prior to covid, I always had webinars was always going to be one. Learning management system was going to be one hater. Em was going to be one.

14:09 All of these things. To put things into one spot for people and I in April purchased the Enterprise level of a particular webinar platform and any of the providers who are registered on trained in can use that webinar service for through trained in. If they're doing it directly themselves. I can give some for free if you're doing it on behalf of somebody else. There's obviously a charge for us but week moderations, we have had promote us. We're doing paid marketing campaigns for some of our providers to Market their own business. A very affordable rates, but it's all about adding value. And then we purchase the Enterprise level of learning management software.

14:52 So, we're helping providers out there, get online with pre-recorded training and then we're selling back to them, branded branch of a learning management system at a cheaper cost. They buy the basic level from the platform directly itself. But, with the Enterprise level, you're not getting any restrictions and you're getting all the bells and whistles. What have you would I be right in saying, then that I suppose, one of the bigger challenges and specifically in a market, like Ireland, is that people typically go to people? They know it was having people, see this a loss and like, even this evening as I sent on a referral to a recruiter of, someone. I know who's looking for some work and it's, you know, it's your reputation and that trust that people have in you.

15:34 So, trying to then put a platform around that to allow me to do something like that at more scale, you know, is incredibly helpful, but maybe the draw. Is that so much of it is dependent on that one person and yeah, actually I know exactly what you're saying. I'm referrals are brilliant, but sometimes and I've not knocking the referral process at all. But if your husband recommends his sisters cousin because it's part of the family and she's a trainer of she could be or consultant and she's amazing that it could be a referral. What you might not be able to stand over the quality or of that person or they could be? Amazing, but with trained in trained in and it has to be clear, but it is. It's a platform where booking.com for training and consultancy services.

16:22 We are not saying that everybody on this platform is amazing, but we will verify them and say that everybody on this platform is a legitimate business because they have to verify their, their email addresses and there's no ghost profiles. And then anybody who has their little Blue Shield, they've gone through Insurance details, tax clearance, and qualifications, and And people will say, well, how are you protecting people not engaging with clientele and going off platform. So the way I look at it is if you decide to go off platform and tell your client, but I'll give it to you for five percent cheaper. If you come directly to me that going to make somebody go off platform. Not really because from a client perspective, they're using trained in because it's saving them time and they're back of his administration. We on board trained in as a provider and we can buy a hundred different things, off a hundred different people. I still have the invoice and coming from one. You're only going to do yourself a disservice if you try and go off the platform because there's a Ticker on your profile. So every job that you complete through the profile will only enhance your own online reputation and then you'll get a star rating from whoever's completed the jobs through the portal.

17:31 So it's kind of like, yes, it can happen, but I wouldn't write the, I'd say that it wouldn't happen very much and then because it's so transparent and open. I hope that it'll actually raised the standard of training and consultancy out there because those people who aren't, I suppose up to standard won't want to be in that public. Yeah, very visible put. Yeah for yeah. Yeah, and I'm feeling this Airbnb. Think ain't coming back and you said booking.com a couple minutes ago sir guy and no no that that's that's fine. Because I think that's got me thinking as well. Don't don't get over to. This is from Michael cybele and Y combinator he was on a podcast called in.

18:13 That's like the best with Patrick O'Shaughnessy. And Michael from y combinator was talking about his framework for identifying. Whether a problem is were solving, right. What is the frequency of that problem? How intense is it? And what is the willingness of someone to pay for you to relieve that problem? Right? So the example he gave was Airbnb. So think about Airbnb for a minute, right? When you think about using Airbnb is that kind of a frequent problem that you have that you need to solve it? A frequent problem. Especially right now. What I have his therapy and being the pasta, think it was great. And it actually I did it did. Look at all of those different models. When I was looking at trained in not, just are being empty and would it be an intense problem that you really need to solve where you're going somewhere and you have such an intense problem to stay somewhere that you're willing to pay Airbnb, beyond all others to solve that problem for you.

19:09 I don't think it's that, it's an intense problem. I just think that the solution is there in one place and there's so much variety and that's where where people. Exactly. So think about it from the other side of the air. B&B Network the property. You own an apartment in a city. You have the frequency of a problem, right? You want that everyday? You want that property to be rented? It's a pretty intense problem because you're losing your shirt. If it's not rented and you do have a willingness to pay because you'll give up 12 12 and a half percent. Whatever it is to Aaron B&B for them to get that. Let out for you. And I think that your property owners are the providers of Training Services, right? Absolutely, you know, and so I think that's you know, thinking about you know, your business model. I think that's you know, that'd be an interesting way to look at it.

19:59 You're already on that point anyway, because you referred to as booking.com, right? So yeah. You're well on your way. One of the other things that I kind of picked up on in your business. Orca was last year. We had another sorta on the show so I can Mulligan and I think she pronounces her name differently than you even though she spells it exactly the same way. So showing okay, American is here and I'm not even going to try to say it because if she's listening then she just give out to me because I got it wrong before and I'm not going to do it again. Anyway, one of her things, is that she is, she's always said that. Companies with big budgets can afford. Roles Like Chief Innovation officers and chief digital officer. Is he keeping an eye on where Tech startups go, where they're disrupting where they're Reinventing Industries.

20:44 And her mission is to provide small to medium-sized Enterprises with the Insight on technology and Innovation that only larger companies can really afford to have and have full time. I kind of saw you some similar language that said helping to put small and medium Enterprises on the same business footing as larger organizations. What inspired you Do that. It was your something, some point in your career, where you like? This just isn't fair. We need to be able to do this. That's the exact word that came into my head. As you were saying that because it's just not fair, and it was, I suppose around April 2018, even back that far when I evolved my first, but also current business, TD learning development. And it was, I'm how, how is it fair that my the amount of money that I have to spend on marketing myself is going to really determine how to successfully businesses, you know, and essentially that obviously you've got your own credibility.

21:41 And the quality of your work helps as well. Because if people can't see you, they're never going to know about this amazing work that you're doing and what's happening is, but all of these larger companies in the training and consultancy world, have core team of people, their Finance their accounts, their sales their marketing and maybe a couple of full-time trainers and consultants and any work that comes in their Surplus gets subcontracted. I used to all the smaller business. And all the freelance trainers and they all delivered the same high quality standard on the same high quality work. So it's not that they can't do us, it's that they can't get established and be found on their own, right?

22:22 Because they haven't had the money buying the capability to be fair. You intend to be seen by people. So no, it's not fair. And when I see something that's not fair. It's like just go out and go and go and do it like trained in was a concept in July last year. It's a copy. I know I got an awful lot of support from sight of and local Enterprise office. Then we did a feasibility study in August. I think I raised a hundred twenty thousand Euro investment by December. We were shortlisted for the local Enterprise Awards in February. We haven't even launched at that stage. Then we received priming Grant from the local Enterprise office of another 35,000. And I took on five interns in May of which one of them deferred or third year.

23:10 Colleges and they want my full-time employee and it's launched and it is possible. You can do us. You just have to, I suppose like there's some people out there that I would not be where I am today, without the help. And the goodness of I suppose. My investors are one. I don't know if I should be name-dropping, people or anything Parables and there's some people out there and they know who they are, but have been instrumental in getting me. I'm trained in to where it is today, you know, there's other other people who not by any malice at all, because everybody's been burned some stage or another.

23:51 It's been a massive massive learning curve, especially the development process was difficult, especially when coding is completely mind-boggling to you. I need you, I don't speak Tech. Yeah, Saul was they just done an amazing job. Now again, it's all a work in progress. So what we're Taking everything on board. It's going to constantly develop evolve and grow as we continue. Yeah, and do you think that the learning I suppose because you went through that kind of personal peace with your training and development business. Because the great thing I thought about training was that it has all of those other kind of pieces to us. You were talking about the wellness and the a chore and all of the things that obviously an individual or someone operating as a consultant doesn't have access to didn't. Like, I'm assuming or guessing that I came from your own experience and that was probably invaluable in terms of recognizing the challenges that consultants and trainers would have.

24:48 Yeah, exactly. That's it. I feel that I'm very balanced and how I look at the platform because I've seen us and experiences from both side. So anytime that we do anything, it's always well, how does affect how does this affect the other party and what is going to be adding the most value to people before we continue on doing something. Because as, you know, Doing small changes in a tech world are coarsely kind of things. Oh, yes. I learned, I've learned plus, you know, trained in, it's not just one company. It's hundreds of companies because we are at the glue that holds them all together. And this is how we work together. Like will be putting in things for like 10 during portals where we can be Contender for different jobs together as a community as opposed to all the bigger people. Getting all the contracts themselves and this is what I was doing with teg as well.

25:45 We work together to to deliver and make things accessible to everything. What do you think? Are some of the most sought-after skills right now? In Ireland, with how things how the world's changed in 2020. What are some of the, you know, top hits on trained in really how to say? She's very well, sort. Well sought-after at the moment, leadership skills are common project. Management skills are coming up, trumps emotional intelligence. This is a huge one. Yeah, people are emotional intelligence. Wellness is a huge one. And what we're I'm doing at the moment. I've been engaged by one of the skill and expertise to deliver a series of 60 bite-sized.

26:26 Upskirting workshops between the 17th of August and the 18th of December. What again trained in is the glue, there's 60 different providers, using this service and delivering content force, and it's across the whole variety of different topics. Our biggest seller, I think was Excel training. So people getting up skills and Excel and like soft skills are really important. But for my own perspectives, my own skills and from coming from the hospitality background. I think that everybody should do a year mandatory in the hospitality industry because it brings people out of their shells. It allows people to be able to communicate and Converse with people on and normal level and maybe knocks the Earth.

27:10 And Grace is out of some other people along the way. But if you can communicate with people, you can travel the world with a Hospitality at the hospitality path force, and I know the industry is terribly affected at the moment and that's why I'm working on a program right now with a number of providers that's looking at career development for employees who wrote on furlough, but also looking at the business developments to help the business and support them. And then also looking at the wellness us. From not just a mental health perspective, but from a physical perspective as well. And put time tables together to allow everybody to to guess access all of these things.

27:52 Obviously you're to you've been talking about the journey and the different kind of ups and downs and how all the support you've had. What do you think from your point of view in your own personality has been helpful to you over the last kind of two years for and do the flip side being then, what areas other than maybe Tech. Encoding, do you think that you might need you might've needed to work on that? You needed to learn about yourself. I suppose I've always been a really driven kind of go get us type of person and what I've done in. I suppose, what I did in a 12-month period on my own, a lot of people are kind of flabbergasted with what I was like, you know, yeah, it was fine. Just do it and I suppose, then I'm looking at I suffer really badly with impostor.

28:41 And I talked to such amazing people all the time who are super educated and all of these different fields. And sometimes I'm like, please don't put in a words that I don't understand because I'm not going to be able to answer the question, you know, and I brought on a business advisor. Recently, who has gosh, a super amount of experience in in in business because we are at a stage where we really need to put the pedal down and we We really need to grow. And while I might have the creative mind and the drive and the passion. I still need somebody who will Who will help steer and and guide the boat and maybe pull the reins and a little bit of tiny time.

29:25 It's needed because I'm planning like three years ahead. Yeah, but it's been it's been really good and it's been really and really like super enjoyable and it was really taking like that leap of faith. I remember the first Stay. And it was because I when I was in organization development on a very open about my career, I was in apple green, but I was only there for five months because I wasn't the right person for the job. So I put my hand up after five months for my guys. You need someone stronger than I am and I finished on the 24th of November 2017, and I didn't know what I was going to do, like what I do now and an opportunity arose on two days later date to December.

30:08 I'm reading my business. Wow, and I love you. Go. So that's kind of how it all started like, bye-bye. Everything happens for a reason that me takes a great deal of takes a great deal of confidence to to be in a job for five months. And then say, hey guys. Sorry. It's just not, it's not working yet. And I'm I actually have nothing else to go to and I'm gonna actually just move on. Yeah, it's my yeah. Well, there's no point. It was was massive unlike and I'm not saying that my career has been all roses and everything cause it hasn't been and I've seen the very best of business and the very worst of business and I had a burn. I used to For gene on Jose to work the three ones. But with the employer who I was with, at the time, was just super amazing to me because I've been with them for so long, you know, but I and I never went back to that position afters but not because they didn't love them.

30:56 And I didn't we fellows because I still work with them all the time. And and some of my clients from my, from my facilities management days who were my direct reports are now my clients in trained in or teg. So, He collaborate, one of the the guys who did the fit a Thrust when I was in facilities, gave me all of my office furniture when I went out on my own, no Yugi. So, you know, it's great to always develop your relationships. Absolutely. No try and look at the positive. And if you feel that you don't know what to do and you're worried about taking a step. Call me or call somebody who, you know, is not going to give you a load of BS. And we'll give you the honest truth and help you make up your own mind.

31:46 Because at the end of the day, it's your own mind. You have to make up. It's not somebody telling you that you should do X Y or Z head because you do have to believe in what you're doing or else it won't work. Absolutely. I heard a great read, a great email from a Founder. I work with the other day and he said, don't worry about questioning. My mental will or resiliency. I've got buckets of both and there's no bottom. There's no bottom to eat. The bucket, right? This was just, this was just him talking to the team or email and that was, you know, yeah. And it's like that you barely scratching the surface there and I'm kind of, I'm kind of sense in the same from you. When I'm also sensing that you've been in training for a lot longer than you, you take credit for because I'm sure all those years in the hospitality industry trained in loads of people. It was that this is you see what you just said, you trained in love with the people.

32:39 And people might have said, Did you rub that name from somewhere else? And I'm like, no trained and it's going to become a household name, Susan starting. Next week. You have to make sure they're trained in before they start, you know, it's going to be in conversation. So like training and development is always been at the Forefront of my career. I remember when I was running events. I used to run all the events in the mansion house behind fryer. And they, the directors of fire used to bring all the stuff down. To listen to my staff briefings before, all of, all of the events. They used to call me the sergeant, major in school. Sorry, black is back in the day. I had so much fun and it was such an experience and you have people coming up to you when you're when you're leaving and telling you that you've been an inspiration in their career and and how you've made them want to achieve that Chief more. When I was in the Air Force.

33:37 I have managed seven flights in the Air Force. When I was with KSG, and that was amazing, but it was a roller coaster. It's like 24/7, you have to leave at some stage because it's on all the time and you learn very quickly that if you're going to visit all of your units, make sure that you have everything that you need, because it was a 3, kilometer walk to get to all of them. And back again, for we turned the airport slice into like a training, conveyor belt for the larger group and KSP have their own City. And girls accredited training center in their head office as well. So it was always at the Forefront of my career. I think I never. Yeah, I've been in sounds low us and I'm so systematic and how we do things as well.

34:23 Don't go all over the place. People know the top ecoATM in it. I'm feeling it. And it all makes sense on, you know, exactly why you're doing this looking ahead. When you think about kind of, you know, we're already 20, 20 s nearly gone right? But You look ahead at the end of 2021 and you think about in three words or less? How would you describe trained in at the end of 2021? I would probably give it to anyone. Hello, very good, because, like, we're getting, I'm getting a global interest already from different places. So it's amazing really. So the platform is there, all it needs to do is have the cities and locations popped into the drop-down boxes, and it doesn't matter where you are in what country in the world.

35:14 And if you decide when we're allowed to, if you're living in Joplin and you're deciding. I'm going to emigrate, do Spain, and I'm taking my trainer business all the way with me over to Spain. All you have to do is change the location on your services. And your young. I'm with you. I was talking to someone about this today that, you know, if you can actually perfect your online business and when it's delivering Market intelligence, when it's delivering training, when it's just delivering an ability for those for folks and Network online, right together. You know, in a video setting like this, if you can get that right now. Imagine how much stronger of a net. Number two option.

35:58 It will be for you. When things perhaps go back to a physical setting, right? And to always have this online option. And this was, this was in the context of talking to some about startups in the Dublin area, and I'm like, listen, you know, you need Far Beyond Dublin, you need cork you need Galway. You need Waterford. You need the Northwest up into any golf, UT Belfast. So many things happening in all these places, and now is a perfect time for you to expand your network because everyone's doing it virtually, right? So it's funny. Yeah. My number two Bridges, Quinlan, put a Snap-On to LinkedIn today of, we have a huge map.

36:42 Well, one in Ireland, and the UK in the office. And she has all the green dots all over. So we representation in every County in the country. Now, for, for something, and And then if for the UK is obviously, it is progressing as well. So yeah, fantastic. It's really, really am. Alright, that's a good. Yeah, story. I didn't expect this retain. Expect this. No, I mean, I looked at your business and was very impressed with and again, it's the network side of it that I just, you know, totally love right? And that any time I see a network business. I'm like, okay, I want to learn more about this, right? Yeah, and I think in the last, you know, 30 minutes.

37:24 I've gone from, you know, maybe one on a scale out of 10 in terms of appreciation, for what it is that you're doing up to about 8 or 9. So you tell the story quite well, so thank you. Well, if that's great. Oh, and you want to thank you my pleasure. Oh, yeah, ask your final famous last question. Yes. My, my favorite question is always tell us something that people wouldn't expect to know about you. When I left school. It was either. Tell management or the Army. Wow, Jonas. Yeah. Well, obviously, as sergeant major would have made it been a good thing for you then. Yeah. Yeah. Yeah. Missed out telling you. Yeah, actually.

38:06 It was, was that early to that your, the early noughties. I think it was, I actually applied for the guards. Then got to, like the fifth round of interviews for the guards and then I pulled out in the end because I become accustomed to a lifestyle and wasn't ready to go back and trainee wages again. But yeah, I Destined for The Drug Squad. Much, my mother's dismay. She was like, should be killed fight. I have a negro for you. I definitely have an intro for yeah, someone who has a military background and who has a systematic structured way to thinking about everything. We will get you guys hooked up. Amazing, amazing. Okay. All right. Well sorta, thank you so much. It's been a real pleasure having you on the rest of you guys. Thank you.

38:51 Yeah, it was brilliant. Really, really enjoyed us, hopefully. Don't have to do too many edits. Don't think I think what would you say? We know? What are your dog's names? Oh Coco and writing right there. My furry baby Life of Riley and the lexical. Nice. There you go. Coco Chanel. Well, thanks so much Erica. Thank you guys. Take care of you so much. That does it for this week, folks. Thanks to Circa for opening up her mind, to help us figure out why she does. What she does links in the show notes for this episode or on money, never sleeps that IE, so, check us out online. Also, you can subscribe to our money never sleeps. Newsletter at money. Never sleeps dotsub stack.com.

39:32 If you're enjoying money, never sleeps and want to see it continue. Make sure you hop on over to Apple podcasts and give us a five star review. It don't forget, Conan Brophy from create sound, he mixes and edits. Episode 4 sand is an excellent medium and to get in touch with when you're thinking about launching your own podcast. As for me. I help startups get their products to Market, get customers and finance or Vision. You can find me on LinkedIn Twitter or at Nori adventures.com, and you could following Fitzgerald on Twitter at Owen. Fitzgerald 9 finally till next time. Thanks for listening. See you.