Ep. 15 | Creating a buzz - Hannah Burke

Hannah Burke, founder of HCB Creative, dives into the intricacies of running a successful creative agency. Hannah shares how kindness in business can significantly impact, telling personal stories that underscore the importance of genuine acts of kindness in building strong professional relationships. Jack talks about his expertise in effective sales tactics, offering practical advice and strategies that can be applied in almost any setting. She emphasizes the importance of valuable lessons learned from past mistakes, viewing failure as a learning opportunity, dealing with difficult clients, and finding positive resolutions in tough situations. Listen as she explains her selective process for choosing clients, focusing on aligning with those who share HCB Creative’s values and vision.

Hannah Burke
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Hello, everybody, and welcome to episode 15 of Shakin’ Hands. I'm your host, Jack Moran. You can find me on Instagram at Blue Collar kid That is blue collar KEHD And today on the podcast, we have Hannah Burke, the founder, maybe on air. We're still trying to figure it out where you want to say of, HCB. Creative. You got it. Thank you for having me. A creative agency? Yes. Tell me a little bit about the company. so I started back five years ago. it's. I was mainly videography based, and I was definitely doing a horrible job at that, so I moved on to photography. It's always been a passion of mine, so I, So now we just specialize in photography and social media management. When did you decide you're going to be an entrepreneur? that question can go two ways. When I was like six years old, I was selling my old school kind of a little bit similar, actually. really hot pictures of myself when I was old. I would sell them to my family. Like, you're welcome. Instead of giving them to your family, I would sell them, and then I would go for real. I'm dead ass. And I would be like. And, Baptist, like, popped his parties and stuff and, like, I would set up a booth and then I would sell last year's pictures for half off. So. And I was selling them for like ten miles, like when I was a lot of money, like back then and I was balling out and then. So but when I recently when I really figured out I wanted to be an entrepreneur was when I was working in food and Bev and I hated being told what to do. And that kind of continued with school with anyone telling what to do. I was like, I cannot physically be in your presence because I cannot stand the way you're talking to me, so I don't want to listen to anyone. And so that's when I was going to work for myself, and I kind of built up to having something I was really passionate about and really good at. I thought at the time and I was like, you know what? I can make some money and then have a real job, because back then we were taught that you need to have a job right in college, like you need to have something lined up. You need to do that and you need that. And I was like, okay, well, I've no idea what I want to do. which led me to be in production. I worked for Fox News and then, you know, the rest is history. Okay. So what were the early days like starting your business? Like, what was the mindset, in the shift to start your own business, to make that commitment? and then what was that early journey like? To be honest, I never thought it was in the cards for me to own my own business because I had no money. And I think that back then, too. I mean, I'm 31 years old, but we were kind of grown up to be like, you need to be someone's this or you need to be you're a good videographer, so you can do this there, you know, and with no money, you know, it's kind of hard thinking about owning your own business, especially in production, where the equipment's really expensive and things like that. So I really enjoyed it to the point where someone was like, hey, like, you have some talent, you should do it on the side. Everything was like, always do it on the side or you should do photography. Like as a little gig. I was like, okay, sure. And then once I got into production, I was kind of seeing that all of the other producers were having their own gigs, like videography or some creative copywriting or anything like that. So I was like, oh, I can do that too. and usually equipment that I had given to me from them and you could use it whenever we wanted to as long as we were using it for, you know, segments or things like that. And so then once I started getting into that, I was like, oh, I can I'm making way more money doing this. I'll just start doing it gradually. And I've always been doing it better. Of has been part of my life since I was like 13 years old. So I always felt like I could never move on or get away from like one consistent job. And then about a year ago, I was like, I can't keep doing this. I can't do both because I'm working full time for restaurant or full time for someone else. And then I'm also doing my business full time because I started getting clients. And then more calls came in and more calls came in, and it was like kind of very overwhelming. But I'm like, I don't want to trust myself enough to have this full time. And then after that I was like, you know what? Fuck it. I'm just going to I'm going to go and quit my job and just do this full time. And it was really cool. It's been awesome. So Sam and I were just actually talking on the way over here about how, like, your past experiences kind of drive your reality, like later in life. And obviously you had all these people that were telling you, like, it has to be on the side or you need another job and a part of income. How did you separate from those, like limiting beliefs that were like, not reality? To be honest, I didn't, I still don't. Sometimes I get people suck and people genuinely people in the business world or, or in competition, they're not supportive and they don't want to see you. If they're if you're there, you're working for them. I've often seen that they don't necessarily want you to be up and on your way, and it kind of selfish in that way. And they want you to stay with you, with or not be because you're good at your job or because you're not. And, with that, at first I was like, you know what? Like I learned so much from people being assholes. Like, that's like the only thing because I never had the confidence in myself. And I think people really use that to their advantage because I was like, I have something here, but I need to work, work, work, work, work. And I just felt like that was what I was really good at, was working. and so people kind of used that and they were like, okay, well, you know what? You can do it, you know? Yeah. Like, you know, I can give you this day off and you can do whatever, you know. So I think that it's honestly people sucking and being horrible, but kind of kept driving me to be my own person. How do you deal with assholes? I can be a little bit of a people pleaser, and I don't see you being really a people pleaser. How do you, I honestly, I feel like I'm not a people pleaser, but I, I try to understand the other person, like, I definitely I know I'm very self-aware in myself where it's like, hey, the way you're thinking is like kind of fast. Like you should probably take a step back and like, understand why they're feeling that way. And I think that's really important with working with me too, is that all of my clients know my personality and enjoy, like, I'm good, I'm good. If we are on a good page, we're on a good page. Like, I treat you like you're my I mean, you're my family. But no, I really do. Like, if you I, I will go out on the limb for you. Like I will do whatever it takes to get what you need to be done, even if it's like extra time or little extra work. But you know, I think it's just it's all I don't even I mean, I don't even know how to like I think, oh, I sorry, I forgot the question. I kind of went on a little drive. Say it again and I'll, I think I forgot the question too. I did too, it's like say it's like kind of play off that. Oh, how do you deal with assholes. Oh how do I deal with them. how do I deal with assholes? Well. I kind of give it back to them if they're going to treat me a certain way. Why do you think I can't treat you that way? You know what I mean? It. I feel like when I finally felt like I made it was when I had someone reach out to me and say, hey, I've heard your name through X, Y, Z, and all of my business is through word of mouth. I'm very strong on that. I think that you need to know who I am in order to work with me, and I think I don't I don't try to play something that I'm not. And I think I got burnt really bad in the beginning of my freelancing with people being horrible and like using me or telling me, oh no, like one day I'm going to get you, pay you more money, or one day you're going to get more because like, we're going to build this together. And I just think that I'm just like, no, I'm no more like, you're going to pay me upfront and you're going to pay me in the way that I want to be paid, and you're into you and the way I am treated, and I will do the same for you, like the work that you put in for me. I'm going to put in for you. I think that's at the end of the day. That's what my whole motto is, I guess. How do you set those boundaries with, like, a client without coming off, like, disrespectful, disrespectful? I think in the beginning, I'm, I, I try to understand who the person is, right? So I try to understand how they work, how they operate. I want to work with you. It's not that I. I'm going to go in hard and aggressive, but I do want to work with you. And I do want your business. But at the same time, I have to be able to read you a little bit. And then from there, if you're going to ask for more and then not want to pay me more, like then I say, okay, like, hey, listen, this is your budget and this is what I'm going to do, and that's it. So it's like I'm really good at like for example, my photography, I have 45 minutes is like my minimal time. I'll do I don't do small packages, I just do 45 minutes because at working with me I'm like, we get to I mean, if you're a shy person, you're not going to photograph well. We need to get to know each other a little bit. I'm fast and quick. I'll do my job in the amount of time. But if I. But if you know, if it needs to go to like an hour and a half, I say, hey, this is your price for this. We're going to sign a contract for this. But if we have to go over because you still want images, after that 45 minute time, you will be charged x, y, z. And I think that laying that all out there in the very beginning with people expectation set the expectation. No. Who you working with like I just and I and I always a phone call especially with me always a phone call with me. So I think that set the expectation in the beginning. And to say, hey, like this is how I work. And then if they question that or if they give me a hard time, even in the beginning process, I will kind of doubt right away, because I did have a woman in the beginning say, I really can't afford you, but I really like your work. Like I really want to collab with you. I say, I respect that I am an entrepreneur and I work with all I can. There is not one client that pays the same amount, because I think that with what I can give to them in my time, we kind of balance out in the beginning saying, hey, you know, we kind of start. I give them a couple of packages to choose from and then they go, okay, well, I really like this one, but I don't need this. Can I add in this? Absolutely. Like that won't cost as much as that. You know what I mean? So I definitely always do that in the very beginning. But always a phone call. And she has said hey, like or whatever, you don't have the money, but I want to see what we can do. I said, absolutely, like, let's have a conversation. And we had three conversations. They went great. I said, this is what I'll do for you. I'll do what you need me to do. And at the at the rate that you want me for the first month and then after that, if you want to continue working with me and like how I work, you're going to have to pay a little bit more. But I want you to make sure that you're comfortable with me. I don't want to waste your time if you're really that money conscious, like, let's work together and see how it work goes. And then I got this long email I send like, hey, this is what this is going to look like. This is what the copy is going to look like. This is what it's gonna look like before we even get started to. So you know what to expect and like what to be prepared for, because we only have a set amount of time. And she was like, I don't want you to think that I don't like any of these ideas. Like I after we had like, reviewed this like a couple of times, she's like, I don't want you telling me what to do. I need you to listen to me during the shoot. And that's that. I was like, okay, let's wrap this up now because we are collaborating together. That's what that's how we operate. Like we're working together. You're asking me to work with you? I'm not working for you like I'm. We're clubbing together. You're asking for my artistic ability. You're asking for my ideas and my vision, and I'm giving it to you. And then you're immediately just, like, shutting it down. Now go fuck yourself. And so then I was able to say no and be like, all right, no, I'm not doing that. So that was really good. And that was my first time I was ever like, fuck yeah. Like, go to hell. Like, I'm not going to I'm don't, don't don't treat me like that. Like the email was really harsh and it was like I was. Then I wrote run right back. I said, thank you so much for your time, but this is clearly not going to work out. So you say, like a lot of people suck, what do you think are the key aspects of a good person in your US? That's a great question. I think that under getting to know someone does not take a lot of time. It does not take a lot of work. Just understand, like, hey, this is the kind of person that you are. And that's it. Like, I just don't like being a good person. I to me it just like it's, maybe because I was in for an embed. So just like, you know, you know, good people, you know what I mean? Like, you know, like the good ones that work hard and like, do try to do their best and like, try to understand you and, like, listen to you listen. That's the one thing I think is really important, just to listen to each other and listen to my ideas. And if you don't like them, then go find someone else. You know, it's like, but don't like, you know, diminish me in my work because you don't want to do it or you don't want to pay for it. You asked me, you know, so just like to have a conversation. So that's what I feel like. Is it being a good client? Essentially we are given two years and one month for a reason. Right. Exactly. I mean yeah. But people clearly don't know how to use either one. It's wild. I it's actually why out of people the way that they treat each other, especially in this business. Like I'm all about collaboration supportive like each other. Any of my clients can tell you I have worked with all of them in some way, shape or form of like, hey, can we work on this together? Or like, you know, I'm really having a hard time with this or like, hey, I really don't like what you did. Can we redo it? Absolutely. Like, let's have a conversation about it and let's listen to each other. And then from there, if I'm still not the right fit or I'm still not doing what you're me to do, Sayonara. Like, get rid of me, you know, what advice would you give to someone that's not necessarily the best communicator? Try harder. Try harder. Like you gotta. You gotta. That's the only way you're going to do well in life is if you communicate. I mean, I overcommunicate I'm like, hey, how are you? Just checking in, like, I mean, even if it's just like, hey, going over this one more time just to make sure. Because I didn't do that at first, did I did it? I was scared to ask questions. But then if you do it wrong, like, why didn't you do this? And I think that having an employee now I am like, wait, you're right. Like how? Like how do you not get that? It's like, you know, sure. Like they're scared to ask questions or like it's like you say it once, you know, I'm not the person. If I say it once, I don't say it again. Like, ask me because I mumble things and I like, go off on a tangent or like, whatever I do, I'm like, you know what? I, you know, so it's like, I gotta have you ask questions. I the only way you're going to succeed is if you communicate and then communicate all your feelings, all of them, like, hey, that for us to be a little bit frustrated me a little bit. That made me really happy. I love what you did there. I think that with my employee now I just say, hey, that was amazing work. I love what you did, but can we try it this way next time? And if not, if you are still new questions like let's talk about it. And I can try to explain in a different way. Easy done. And then she gets it. And then but I think she's the best person ever you know easy communicate. Don't not communicate. That's really good advice. That's definitely something I could work on within my own business communicating with my employees better. what has it been like? You said it recently. You just hired your first employee. have there been any challenges over groceries? Or is, you know what I mean? So that's great. I yeah, actually, I, I'm, managing. I thought I was a good manager, and, like, I've managed people before, and I've been a leader, you know, shift leader and all these things. But I think with employees, I genuinely want her to be happy. And I want her to feel like she's appreciated, and I want her to do it in a way that I felt that I never was treated. I think that I had a I worked for jobs at one point, like to make money in order to support my side gig, you know, and I hated how I was treated. Sometimes I was just like another, another body in the room, another paycheck, just like, do your job. And I just I never wanted people to feel like they weren't appreciated because I feel like when I felt appreciated, I wanted to work harder, and I do. I genuinely feel that way. I think that when my clients give me a little bit of like, hey, I loved what you did, I'm like, fuck yeah, let's go. Like, let's, let's work harder. Like, what else can I do for you? And what can I, can I give them a little extra story engagement? What can I do extra for them? And I think with her I was like, hey, like, oh my gosh, you did such a good job. But. And I would get nervous telling her that she did something wrong. And I was like, wait, no, no, no. Like I have to like, take that back, you know? But she even mazing and she's a fast learner. And she asked questions like, I think that was like the initial hard thing to get to know each other's language and especially me. I mean, as you can see, I'm kind of all over the place. So it's like be kind of like having a strategic plan for each client. Like, I have 14 clients, like I need, every account is different. Every person needs something different. Every account needs a little bit more of this and a little bit more of that. And because I do all the photography for my clients, that's that's something different to like. I offer all the content creation is professionally done. So it's like, you know, when she I'm like, hey, like this client, it's, you know, it needs it needs to be FDA approved and things like that. So we need to be really careful, careful about our copy. So make sure you do this. And then you know it's all of that. So it's that's been challenging having her understand like and also teaching her those things like how do you teach someone about all the little things that you know about your clients that you knew. So to that control as well. Giving her control over my babies is very, very difficult. It's an interesting perspective. I have a fun question. that can be that fun. it's going to be fun. if you could offer any perk to your employees and your employees and your employee benefit package, what would it be? It could be anything. Literally anything. Anything. yeah. Okay. Well, the first one would be probably a driver because I fucking hate when people tell me to go somewhere. I'm like, it's 20 minutes from my house, and you get there and you go to park like I want to give her her own driver name. Stan and San comes in and a cute hat and drives her ass wherever she needs to go. That would be my perk. Wow. That's great, you say that's a great personal, personal driver. Like, who wouldn't want to get into Tahoe fully loaded? Some snacks in the back, maybe some water, sparkling water, whatever your preferences, and have someone just drive you everywhere. Okay, what would be the snacks that you would have in the back? Done? This is an easy question. Well, first I would have like some fried rice, little cups, always fried rice. Wherever you go that would always be like get a little warmer and then I in for like snack snacks. I would probably have like little chips and queso, but I take em again. We'd have like some heated, fully loaded, right. some Doritos, Cool Ranch, some of the best and pretzels. What drinks? Oh, Poppy. Always Diet doctor pepper. I just got on the poppy way. It's pretty far. It can't be that healthy, though. And taste that good. I'm a great. And she just went through a lawsuit. Oh. Oh, I heard about the. Oh, she's great though. So it's like, who is she? I don't even know. But she's so cute and her merch is fire and she always gets out merch people she sees on the plane. It's happened before. Not to me, but to a friend. And I just thought that was really sweet. Like, I feel like I would be like, fuck yeah, you want some Poppy in your address or something? We got to get her on the podcast. We got to get her on. If you're out there, we don't know your name. We don't know your name. I do know your name, I think. No am. I say I'm really bad that I don't even know your name. I kind of forgot it. It's all good. It's not necessary for the podcast. It's Jack though. Hey, Jack. It's the blue collar kid. Oh, God, I actually hate that like, name, but, but we all do that, so we just got to stick with it. what was my next question? okay, that's a good question. What unique characteristics about yourself make you successful as an entrepreneur? Like, I think I'm very outspoken, as if you can't tell, I have a lot of personality, and I'm not I'm not scared to hide it like I don't at this point in my career and my life, I don't care. I, I am who I am, I, I work so hard and I think I work, people would say that's like the my best quality of myself and I and I hate that answer sometimes. Like, I'm really hard working, but I am. I kick ass like I, I do it all and I, I've done it all for a very long time, and I think I'll continue to do so until I don't have to. But that's probably my best. Along with my personality, I make people feel comfortable. I and I think that's I want people to feel like I've been in the hospitality industry my whole life. And I think making people feel comfortable and at home and like, warm, my personality is aggressive, but I'm a very warm person. Like, I can make you feel good, and I and I want people to know that, that they're good and that they're they're loved and that they're appreciated, like, I love that's like probably my favorite part about myself is making people feel that way. Is that something that you're consciously doing? Like all the time. Like, I make sure I walk into a room and I know you're awkward off and gives me so much joy because I want to make you feel so good that you're like, I want to hang out with that girl. Because, like, she made me feel comfortable, not awkward. So what's your methodology that you're going through? Like internally? Because this is like really important in my opinion. it's a really interesting question. I don't really know the answer that I, I know what it is. I have been unwelcomed so many times in my life. That's what it is like. I I've always felt out of place or like I was too much or like whatever. And I want to make sure that in my head I'm like, so conscious about making sure that people, even if they're weird, if they or whatever, if I think that they're weird, I mean, again, who is weird? You know? But if I feel that they're uncomfortable because we're two completely different people, it's on my mind. It's in. It's not I'm not doing anything else besides making that person feel welcome and important. The second I walk in that door to me, like I want them to know, like, hey, you mean a lot to me. Let's like, chat and type of conversation. How do people respond to that as opposed to like, you just talking about yourself when you walk into my room, why don't talk about myself? I think that's I'm a very private person in a sense of, yeah, if you my close friends, know a lot about me, but even then, like, my best friend will be like, I had no idea that happened to you, or, like, I had no idea you're doing that or you felt that way. It's like, I just don't I don't you don't need to know that stuff. But it's like, I want to get it out of you because I want you to feel like you can talk to me if you need to, because I'm a good listener. I mean, I talk a lot, but I am a good listener, so. Yeah. Yeah, I think that, and I've read a lot about this, like the psychology of this, but like, people really do, like, serve their own self-interest, just like human nature, like even somebody who is extremely philanthropic and is like spending all this time donating to charity. Like, if you really boil it down, like they're doing that because it makes them feel good, 100%. So 100%. So it's like, if you're conscious of that, it's really powerful and you can have a lot of influence if you can, like, play into someone else's ego and. Yeah, yeah, yeah, absolutely. And I think that as mean, it's important to me. I mean, that's just I, I want to feel that way and I, and I want to feel that way when I walk into a room or go somewhere that I'm going out of my using my time to go support or like go using my time or, and effort or finances to like, do something else. And I'm like, I want to be appreciated, I love to I feel like appreciated brings me so much joy because it's like, fuck yeah. My hard work that I put in all the time is being seen and being felt, and I want to make sure that everyone that I talk to I'm around feels that way as well. And I can obviously sense that you have really strong confidence, but a lot of people deal with like or struggle with that. And how do you, how do you I don't want to say derive confidence, but like, how do you like, generate this confidence? How do you like. Well, honestly, how do you feel good about yourself, like every single day. And, that's a really because I, I'm a I you know what? That's I want to, like kind of like give you that question because comparison will destroy you. It will destroy you. And I think like my number one piece of advice for anyone in the entrepreneur world, please, if someone you're following is in the same category as you or doing the same niche as you, and you find it that you're always comparing yourself to them, delete them, block them because they're not bringing you anything but pain. And I think that. And for me, I started doing that because I was like, I'm not doing as much as they are, or oh my God, like they did such a cool collab. Like, why am I not getting those opportunities? Or I'm seeing stuff from people I used to work for and they're succeeding and I don't feel good about myself. And that that was killing me, that was driving, that was driving me into the ground. I was like, you know what? Like people like you. People like your work and they're hiring you for a reason. Like, I have these kind of like, I get people like, monthly, just like reaching out like, hey, I really want to use you for December. Please keep a spot open. It's like, oh, that's a that's like, oh, thank you so much. Absolutely. No problem. I think it's just like, focus on yourself. Like just wake up and say, hey, I'm going to do my absolute best to make sure that I am doing what I need to do for myself, for my business and for my employees. And I think that if you just keep going in that direction, you'll you'll find your confidence. Do you think social media has a negative effect on it's the single entire fucking world. It's actually terrible. I social media destroys lives, but at the same time, it's a great tool to have, especially to market yourself. I again, I, I need to be better about my own social media because I have all these projects that I've done. But, you know, people like don't want to be on social media. That's fine. I respect the hell out of that. But at the same time, it's it's the way I've gotten so many different people. It's like I've gotten people from all over saying, hey, we're going to be in town. Nick, do you mind taking our engagement photos? Or, hey, I seen that you're starting to do this. Like, and it's like, I don't even really post that much, but it's a great tool to have, starting your business. Has it been all smooth sailing or have you had to deal with some bar? Oh my god, no. a lot of struggle is actually financial struggles a lot just because I was working. So at the time, time was never on my side. I felt like I really wanted to have a good balance in my life. I feel like I wanted to be the person that spent all of their time focused on photography, or spent all my time researching marketing strategies and like, doing all this shit. And so it started turning into, like, imposter syndrome. I'm like, I still want to have a social life. I still want to be able to do things. I still want to be able to travel. Like traveling. So important to me. I still travel all the time. And I think that's to me like that's where I find my inspiration is when I do that stuff. And but I couldn't do that because I had my gigs. But then I also had to make sure I was maintaining income and having benefits. I was having my job at Fox 24, or like I was working at a restaurant to make sure I no matter what. I always had that income to support what I really wanted to be doing. So finding a good balance was something that was a huge priority to me. So but a lot of people won't. I pay people like like entrepreneur, like they spend all of their money, all of their time into a business, like their blood, sweat and tears. And that's awesome. That's great for you. But I think that's why it's taken me a little bit longer to get to where I'm at. which I don't regret at all. I think I'm in a really good place for my age, for where I'm at, for what I'm doing. And I think hiring my first employee was a huge deal to myself, and I really was really proud of myself for that. So I think it's just you got to find what's important to you first, and that's what's like what what makes you balance, what makes you feel good, and then be able to balance that with starting your business as well. How do you push through those times? Like as an entrepreneur, there's a lot of times where it feels like the world's caving in on you and a lot of people turn back. How do you push through those in adverse moments? Well, I cry a lot. Cry. I cry all time. Great things. I love cry, I cry, yeah, why would I do? And then, you know, and then after I cry, I'll like be like, oh, shut up. Like, you know, get your like fuck you like get yourself together. Like, what are you doing? And then honestly, just find a way to like, laugh at yourself a little bit and be like the social media. You're not curing cancer like you are. You are managing a social media account, like everything's going to be okay. and when people get mad about, like, an accidental whole post or like a copyright mistake. Yeah. Those are, you know, those I like. Make sure you fix that. But, like, if it's not, I mean, you know, things could be worse. You know, pain is short term. Yeah. Like there and there, like we're I mean, I if I make the mistake, I won't make it again. But like that was my bad taste test. But like, let's don't fire me because of that. You know what I mean? So. But you just gotta get through it. Yeah. Honestly, I had a really bad experience with the video. I this is actually a really good story and lesson learned for all photographers out there. I was just trying so hard to get any gig I could. I was saying yes to every single thing in my life and like every photo photoshoot, and I was doing it for like $75, like wild, like actually insane. This photographer and it's one family was not very nice. And they're like, hey, we can only afford $50. I'm like, okay, she was eight months pregnant, had a baby, and her husband was home from the military. And she was like, hey, we did these shoots down downtown because we're in town. I mean, while, like, things that you can never repeat again. Did the whole shoot. Great. Shoot, by the way. I was like, I felt really proud of that work. But then I was so busy and occupied with, like, so many things going on that, like, I formatted the card, like what? Like right before another shoot. I mean, all this shit, right? I lost all of the images, like all of them. And I had to tell her on Thanksgiving that I don't have your images from your eight month baby, and your have to be born from the military, and that's a mistake I will never make again. And that was probably I mean, to I mean, I was like, I gave I mean, of course I gave her all our money back all over money. But like I also, you know, made sure like, hey, are you time you want to shoot again like unlimited supply. It's like, yeah, go back. She was I mean rip and I as you should. But that learning from like mistakes though they're kind of a blessing because I've never made one again. I've never made I mean to now I'm older, I'm like, I can't make stuff like that, you know, like, that was when me starting out, like, I can't do that shit like that again. You know, they had it. What's the best way to communicate? not risk, but, like, trip tragedy to a client. Oh. Oh. And so, crisis. That's a crisis. Crisis creation again. What I do is in, you know, saving the world. But I, I've had a couple situations where, you know, beg for forgiveness and say, and but realize what you've done, like don't go in it like, hey, it was the no, no, no. Like it was all my fault. Like I am the first person to say I was wrong. My bad. this is how I'm going to fix it. And that's it. Because you go into it saying, start crying and like, I'm so sorry. Yes, you can feel emotion for that. But like, at the end of the day, it was your fault. So figure it out, find a solution and get over yourself as well because it's like that was your bad. And I feel like that's with any mistake that you make in life. You own up, own up to it and say, that was my fucking fault. Like, that's my bad. I understand why that's bad. I'll know better for next time. Here's what I'm gonna do to fix it and move on. So I have another good question from you're saying before, like you are big into the work life balance and you have to define like what drives you? How do you define success to, I think. Anyone would say it's the stuff you have or, you know, I got I was able to do this. And because I bought my first home in October, and that was a huge deal for me because I did it on. Thank you so much. And that was I did that all by myself. Everything was about myself. And I was very, very proud of that. And I felt success because that was something I've been wanting for a really long time. And it wasn't about the money, it was more about just like, this is my place, and I have my own office and I have my own space. Like, my space is like what I look forward to at the end of the day. And that's what I wanted. Right? So like, I think success is how is just like a goal that you have achieved. Like to me, it doesn't matter what it is. It's like running a marathon or you know, you wanted to make sure you read 50 books this year and you did it like that. Success. Like, I think that if you work really hard at a goal and you get it like that's successful. And I think that's amazing. And I think like my I have a ton of goals. I want to travel, you know, certain amount of countries in the next five years. And if I get that out, I will feel just from that successful, you know. So it just depends on who you are. And but like but then but if you have a goal, you work hard at it and do it and succeed. And then you'll feel so good about yourself. So what are the disciplines in your life that support your success, that are like non-negotiables working out? I struggled since I was a very young child with depression. Like I was a very depressed child and, that I to work on that to like I wanted to. My goal was to not have to take medication. So I found every other possible way to get around it or to fight it. And working out is the worst thing ever. And it's I hate working out so much, like, I, I really have to wake myself up and say, just get out of bed and do it. but working out and it's been a savior for me. And I hit classes like angry, like throwing balls and shit and like, heavy lifting and, like, loud, annoying music. Like, that's like, oh, that's like what gets me hyped in, like, yes, me through it. Yeah. I think that it does like translate a lot to your work life. Like not just working out. That's a main one, but like eating, right. Sleep. It's like all the everyone's like, yeah, like I, you know, Hannah, you and your team this morning, I'm so happy for you. Like that bad stuff to me. Like, I, I really work hard to make sure everything I'm ingesting is, like, you know, kind of good or, like, making sure I'm really active on what I eat and how I eat, and I mean drinking. For me, I was in hospitality, like you drank. You had drunk every night. I mean, you did, and then just you can't I mean, Charleston from bad was just, like, so fun. And like, you meet the best people in the whole entire world, and you, they're your friends forever. But. And at the same time, it can really put you in a dark place. And I think for me, it was like I was working so hard at all of my jobs. And like, that was the spiral. I was spiraling into, like something I didn't want to be. and I wanted to be successful. And I want people to be able to trust me. And you can't be trusted when you're getting blackout drunk every night at the bars. Yeah, I agree with that. yeah. Like, I think that for me, like, working out and, like, even just, like, going for a run, right? Like, I'll set the goal for maybe it's seven miles or something, and it's amazing, like how on mile three or whatever, my mind starts, like telling me that you got to stop and, you know, the excuses for why to stop, come up and think that the mind quits way before the body. It's the same thing in business, like your brain is, you know, I call it the little bitch in your head. I got that from one of my mentors. Like, you have this little bitch in your head that's going to give you, It's like your fight or flight instinct is going to give you a million reasons to go back to comfort. But really, like you, it might be justifying in your brain a little bit like that. Yeah, that you need to do this. But like in reality, like the mind quits before the body, like the mind quits before you actually have to. And like 2%. Yeah, I have a I have a mentor. Her name is Charlotte Sakaki. she is a phenomenal, phenomenal photographer here in Charleston. and I her work is just, I mean, something I aspire to be. And the biggest, the best advice I ever got in my life from her, which she's, like, just be a good person. Like, feel good and just like, just be good, do good. And that's and that's everything else will take care of itself. And it will. And I and I use that as my life motto. It's like even if when I want to quit or when I want to stop or I'm like, I'm doing too much or I can't handle all this work, or, you know, I'm so fucking tired and I just want to, like, not talk to anyone. I'm like, and then someone, I mean, I'm a I'm a snippy person. So if, like, someone pisses me off in the wrong way, I'm like, I want to, like, fight them thick. I don't know, it's like weird. I mean, anger management, I guess. But, I just was like, hey, like, stop, like, just be good, be good, be good to yourself like that. Just because, like, be a good person, like to yourself to like, be give yourself some grace. You're working your ass off and everything will be fine. And and it always I mean, genuinely, it always is like it really. You got to fight through some shit. And everyone, everyone goes through struggles. Doesn't matter your background or anything. Everyone has those struggles, whether it be mental, financial, but just know it's going to be okay. And then that's a good a piece of advice for anyone listening just to everything's going to be okay, is really good advice and also true. Yeah. I have another fun question, that you told me not to ask, but that just made me want to ask it more. What is your biggest business like? okay. I'm going to say might one. I think that if you are a person, a creator or anyone really, and you're starting your own business, don't lie about how you got going, I think. Or go get, go and got going, or how you started because I think that too, if people are going to look up to you. I think that don't lie about how you got to how that started. I think that your journey is, for example, for example, you know, okay. For example, I think that when people talk about, you know, where they came from and that's so important, like your background, like who you were raised by all these things, but like, don't sit here and say, hey, I only started out with like 100 bucks. And I went to the store and I bought all my stuff and I did this. But then yet your car, your rent, your tuition was paid for. I don't lie about that stuff, you know, like, be true to yourself. Like, be like, hey, no. Like, you know, I was really supported financially and I was able to, like, use a little bit of money and turn into something big or like, don't lie. I think that's like the biggest thing for me. It's like when people lie about creators now, it's it's difficult because everyone's a creator. That's great. I think. I mean, content creators, influencers like you're you're successful for a reason. Like you're you're catching to that. You're like you're catching people's attention. I work with them every day. I love them. But also just be true to yourself. that one's a good one. Or when people don't want to pay, it's like, okay, when if you're hiring me to do something like, you're going to pay me where it's like, we're, I mean, I, I'm I'll work with you like, I talk, talk to me. You tell me a story about how your cat is dying. You're like, oh my God, we're going 50% off, you know, like, but don't expect a discount for me because then I'm like, no, I'm going to charge you because fuck you. You know, those are my two eggs. If you want a discount, tell me you're kind of a sick cat. How was a cat named Murphy or something? Because I like, love that name. What other acts make you cringe just about people in general? Like, oh, oh, narcissistic people who literally just, I mean, who like, like, hey, how are you? And they're like, the worst day ever. I then go on like 20 minutes, like, that's cool. Like I and then they cut you off. Or like, when you tell something really cool about your day, and then they want up. You want spurs or like my arch nemesis, one others or is either the worst. Don't do it. Please don't. It's tough to, like, consciously suppress your ego like you want to like. I mean, everyone just wants to talk about themselves. They know for sure. But like, it's also like like be like, hey, like, are you cool? Like, how are you doing? And then after you're after I'm done doing like, oh my God, it's awesome. Like, I had a good day too, because like, I'm so glad you did. You know, whenever do something like that. Because I had a lot of that I hate about people, though. That's, something that's like, really been beneficial in my life is to realize, well, I just I could consciously become aware that, like, you know, I'll sit there and, like, ask someone about themselves and see their interest in the conversation, like when they're talking about themselves. And then I'll be like, oh, yeah, well, this happened to me. And they're like body language. Everything shifts. Oh yeah, I oh okay, let's go back to like. Or they pretend like they don't know you. Oh I could go off I, I'm not one to like go up right away to someone I'm not. I mean like, I'm like a little bit in that way which is really works. I'm very outgoing, but like, I like don't I see the room? I play the room in the sense of like, I don't want to annoy you. If you're talking to someone like, I'll come up and find you in a minute, like, I'm not going to immediately, okay? At a restaurant, if you see someone sitting down with a group of people, and you know them, like I'm going to give you, like, a wave, I'm going to go and interrupt your lunch because I know you. Because it's like, hey, how are you? and I'm like, all right. Like, go and meet my lunch. Like, you know what I mean? Like, give a cookie. Like, we'll talk. I'll call you or something like that. Or if you're in a room with a party and you're like someone you've met 900 times, it happens to me. This is why that happens to me all the time. I go and like. And they're like, I'm like, hi, how are you going? For a hug? And they reach out their hand like, I'm David or I'm Sam. And I'm like, okay, I know who you are from game. I met you nine times. Like, I've actually I know who you date. Like I know where you live. Like I've been to your house. Like you. I think you've given me a ride before. It's like those people. I don't be that person because you suck. Well, I think, like, psychologically, a lot of times that comes from, like, insecurity, like internally, they're probably thinking like, what if she doesn't remember me? Like, oh my God, Matilda. Hey. And she's like, Matilda? It's like, wait, yeah, you are. Or maybe they, like, saw you come in and they weren't like, they didn't have the confidence to go approach you. So they got to play it off. I feel that way because I'm probably feeling the same way. So don't do that. Yeah. I think people like a lot of times these like negative qualities from themselves come from some like and I don't think people like they're intentionally like mean. Yeah. I think it's like usually wait, can you give me your EQ? What's your EQ? I want to hear and I don't hear a good one. Maybe I'll feel off of it too, I think like I have a lot of, like, sales ex. Ooh. I need to be better at sales. Just like misconceptions and sales like. Like I hate networking events because, like, people are just like pitching you, and it makes you fundamentally uncomfortable. And it's like, you're like, as a salesman, the best salesman in the world. Like, you can't tell they're a salesman. Wait, how do you do? Like, how would you if you were trying to sell me your, you know, whatever you do. And then how would you approach me about it? I would identify your pain points and your needs. So you do a needs assessment, by asking questions. So, like if I go into a sale, I'm not talking about my product or my company at all. I'm going to ask questions to identify what your pain points are. And then if there's a match that I can make, like I'm going to sell to that pain. but more often than not, like by asking those questions, they're going to ask you the questions that they're interested in. So if you are the used car salesman, that is just blah, blah, blah, blah, blah, blah blah about your product, you may not ever identify what I call it a black swan. What is that one piece of information? Because what is a sale? A sale is a someone making a change from one thing to another. So to influence that change, you have to identify what is that to people. Buy off emotion. So what is that like emotion that is going to catalyze them to make that change? You're not going to find that out by talk. You might you might match up with that and get lucky, but you have a much higher chance of like identifying that, that black swan, that key piece of information by asking those questions. You're like a sales king. Oh, my God, I'm gonna take all my advice for me. I'm not a sales king over here. So, so, like. And I, I would just, like, analyze, like your communication style right now. Like how you're responding to me like that. I would call that like an ego poke right there. Like you, like, gassed me up. And that feels. That feels good. You feel appreciate it. That feels good. Feel appreciated in this conversation. And it's very high level communication like a lot of people will go back like respond to maybe something that I said with like a one up and be like, this is my knowledge that I have on this subject, which is, in my opinion, like low level communication, your have less influence, whereas your response is like to make me feel good and you're going to gain a lot more from that, because I'm going to want to continue giving you more information and telling you more about sales, because when I do give you that, those keys and you, you make me feel good for doing it. Whereas if you come, if you come back with like if you this is like I think important advice for people because like I see this quite often, especially when I'm trying to like teach someone something like an employee or something like that. A lot of times their response is to like, make me want to feel like they know this already because they want to feel affirmed that they're intelligent. Hell, but that's not really. It's the little man syndrome. Is that like what that's called? Kind of like, okay, well, I don't know if it's a little man syndrome, but they like their unconscious response is to feel affirmation, right? Yeah. Like you give them knowledge and they want affirmation. So they are like, oh, I know this, you know. But yeah, the smarter, more high level communication thing would be even if you didn't know, it would be to like, respond grateful to that person, because that response is like, you were basically training me or you are the behavior in this dynamic conversation, dynamic is like when you give me information, which is what you want as an entrepreneur or as just a person in general. More knowledge. Knowledge is power. If you are giving that like response like you did, you are going to influence more, that person to give you more. I'm gonna take that and then I pocket for us. Well, you do it very naturally. And I went on a little bit of a tangent. What were we talking about before? Oh, yeah. Sales. Right. Yeah. You did a good. That was a really good explanation. Thank you so much for putting that on my pocket. And then the other piece I would say for sales is like relationship for. So like, oh, most of it is like really not talking about product. It's just like building rapport and like finding where is that commonality between because people do business with people. They like facts. Facts, thank God. Think of people like me. And that would be I mean, it's that would I mean, what I do is at all about their business. I did get to know them and their personality, and that's a lot sometimes. But it's really fun actually, because when you get to know people who know people and then you get to like, oh my God, you know, and then that's it's kind of fun actually getting to know everyone in their employees. It's been a really good time. And it's like, interesting that like, you are I don't know if you've made that connection between sales and like the things that you have consciously realized and communication and relationships. But like, you naturally have these skills that you utilize, maybe unconsciously or consciously that are extremely beneficial and like making someone feel comfortable, making someone feel good, like making it about them is like extremely influential and extremely powerful and will lead to customers and sales success. Right? Right. Pin that one, which is pin it. That was a tangent. I know I was good, that was that was good though. I was very intentional. Yeah. Sorry. Okay. So, just to like wrap this up, like, what final advice would you give to entrepreneur, someone that's like just getting started or wants to start the journey of entrepreneurship, but is maybe scared to I'm gonna give this piece of advice to people who don't feel like they have the financials for it. I think that's that was my biggest setback of my life. and I think that for what I did was I started small and I, and I did both I did I was able to build up my own business while still maintaining something I was comfortable with, and making sure that my finances in that way were as comfy, cozy. And I was like, so I could pay my bills and like, have some fun while maintaining my other job. so I think it just work hard and I nowadays people definitely don't want to work and I don't understand that at all. I really don't I don't know what you think, that you don't have to work for. I don't understand that. it's not like the harder you work, the more you'll get it to more. Just, like, be smart about it. be smart and know. Get to know people. Be a good person. Be a good person. That's basically what it is. But also, if you don't have the finances, they'll come to you. And if you work hard for them, though, you'll be able to do both and figure it out. Great advice. Is there anything that you want to plug or where can people find you if they want to reach out? Oh yeah, if you can reach me. my website HCBcreative.com. it's in progress, so just please feel free to email me of that or my Instagram is HCB creative. Awesome. Well, thank you so much for coming on. Thank you so much for having me. Was so fun. Thank you. Well, this concludes this episode of Shaken Hands. My name is Jack Moran. You can find me on Instagram at Blue collar Kid that is blue collar KEHD If you like the show and you have any questions or guests that you want to see on, please don't hesitate to reach out. But other than that. Tune in next time for some more interesting guests and conversations. Thanks guys.