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Charlie & Company: SwopeLees

Jun 9, 2021 10:06:36 AM

SwopeLees

 

 

The next episode of Charlie & Company Talk Business, Life and Everything In Between is here. Charlie Hauck, president and owner of Growth Dynamics, and Sarah Waple, general manager, spend some time with Chuck Swope and Nicky Lyddane of SwopeLees Commercial Real Estate.

The conversation discusses the pandemic and the positives it offered over the last year, being old,  use of technology, changes in both of the businesses and naked rugby (?). 

Chuck and Nicky are great individuals, love to laugh and we hope that comes through in this episode of Charlie and Company. 

Give it a listen and let us know what you think. 


 

Transcript:

Sarah Waple
Hello again, this is Sarah Waple, General Manager of Growth Dynamics and I am here for the next episode of Charlie and company. Today we are joined, obviously by Charlie, and two of our favorite people, we have Chuck and Nicky from SwopeLees Commercial Real Estate based in West Chester. So without further ado, we'll let Charlie do a quick introduction and let Chuck and Nicky, tell us all about themselves. So, Charlie,

Charlie Hauck
Sarah, Thanks for the introduction. And look, I I really look forward to this conversation today. Not because I think there's like some great content that we're going to share. But I do expect there will be some great content that we'll share. It's because I just really liked these two people. I've been working with Chuck Swope and Nikki Lyddane for about 18 months, maybe 20 months at this point. And it's just been a lot of fun. We've had some really challenging conversations about business and business development and people and, and just personal stuff. And one of the things I like most about my business is that I've gotten the chance to develop relationships with other business people. But I like it more when I get to develop relationships with other people. And Chuck and Nicky are definitely two of the people that I really cherish the relationship with. So without getting more personal than that, let me bring in Chuck Swope, president and founder of slow please commercial real estate, and really his partner in the business Nikki Lyddane who acts as a producer, as well as the sales manager, and Nikki's also an officer of that company. She's the vice president of the company, as well as all the other things that she does. And Chuck is certainly much more than a president as well. So I'll let you to introduce yourself and I don't know if it's politically correct or politically incorrect anymore. But Nikki wants to go first. Say hello to the audience.

Nicky Lyddane
All right, thank you, Charlie and Sarah. I'm Nicky Lyddane. I'm the VP of sales and leasing for globalise commercial real estate and I've been here I'm in my sixth year now, and absolutely loving it.

Charlie Hauck
Thank you, Chuck.

Chuck Swope
Hi, Chuck Swope, founder and CEO, SwopeLees commercial real estate. Charlie, I will amend your statement, we've been working together for an excess of 15 years, although we did have a 13 year or so hiatus. But if you recall, I met you early on in my real estate career, and maybe not quite 15. But in excess of a decade, for sure.

Charlie Hauck
Yeah, I didn't want to tell you, but I needed time to recover.

Chuck Swope
okay. Not a problem. I understand.

Charlie Hauck
It's certainly been worth. It's been well worth that disconnect time to get reconnected and find you at this point in your career now. So, look, I'll let you to decide who goes first on any of these Question and Answer things.

Chuck Swope
Ladies first.

Charlie Hauck
All right, that sounds like a good deal. So Nicky professionally, what have you found to be the easy part? What have you found to be the most rewarding? And then I'll ask you to kind of think about the more difficult parts? What is it that at times makes you question, what the hell am I doing here?

Nicky Lyddane
So I have always been in customer service roles. And I found that there is a huge degree of customer service within this industry. So it's such a huge part of what you're doing is, you know, working with people and making them comfortable in the decision supporting them educating them. So that is probably my favorite part of what I'm doing. I don't think I've questioned what I'm doing here in a long time. I think I've, I've been on my stride for a few years now. And I feel that I just continued to find ways to better myself better the relationships that I have, you know, Chuck is extremely encouraging when it comes to development, training, working with the two of you. So I don't think there's been a time recently that I've questioned what I'm doing in this industry.

Charlie Hauck
That's great. I love that you kind of have to stop and think about, you know, is there anything I really don't look every job. That's why they call it work as days that it seems more like work than fun. But since I've known you I've found you to be pretty consistent in that it's not the work that really makes it difficult. It is, It is something that I've seen energize you so many times. I agree when you get into that, that flow and getting people moving. And, you know, there's difficult deals, and there's easy deals, and there's fun deals. But I see you work really hard to make any opportunity, you have to serve a client, it's work, but you try to make it fun. And you really work hard at not letting it get too difficult, particularly for the people that you're working with. So it was nice to hear your answer consistent with that perception. Chuck, how about you your best and your worst?

Chuck Swope
Sure, um, we have, you know, had an excess of a decade run here as well, please, I have experience in the industry before founding this organization. One of the there's a couple things that that get me really excited and you know, make it easy for me to get up in the morning and start working. First off, I love, love, love helping our clients achieve their goals, that may be leasing a building, selling a building, buying a piece of ground, it may be creating wealth for future generations. Our clients objectives are as diverse as our clients. And that is a very, very broad and diverse and varied pool of objectives. It could be corporate clients, you know, who have very specific business objectives. It could be, you know, more emotional or, you know, less business driven decisions. So, we we love and I get excited for helping our clients achieve their goals. Second to that in no particular order, doesn't mean it's less important. But I love seeing our individuals within our organization, create livelihoods, develop their careers, achieve their potential. So, you know, we have about six or seven individuals that were fortunate enough to have worked within our organization and to see them grow and thrive and achieve their goals. And then progress through this business is really, really exciting.

Charlie Hauck
So look, I, you know, yesterday, I think so today's date is April 28. And I don't exactly know our air date for this. But yesterday, April 27, the CDC came out with new guidelines on maskeen, and social distancing, and all that kind of stuff. And I, I'm sure every one of us is glad to hit that benchmark that has given some of our normalcy back. But of all the people that I work with, I honestly don't know of another client that would have been more immediately impacted by the pandemic than then you guys and yeah, you have not conceded one minute to this pandemic and the way it's impacted a lot of people's businesses, but most importantly your own. What was it that that helped you? Kind of get your mindset to the right place? immediately. Because you you guys just like one? It is what it is. How did you get yourselves there without a pity party along the way? Cuz I never heard of it. I never got the invite if you had one.

Sarah Waple
No. And I will add to that not only did you do that, but you really rally the community with some other applications and webinars and pulling together all the resources you had to share with everyone else. So I thought that was a really cool thing that SwopeLees did, as well, within this whole thing is you weren't having a pity party, and you're doing all you can to make sure no one else was.

Nicky Lyddane
Yeah, I think we jumped on it immediately once we recognize what was going on, and how this could potentially impact us. And started, you know, pretty much set a precedent within the team that we're not going out, there is no blood in the water, we are simply going to reach out to our clients and let them know, we're here for you. We know you're going through something right now that we're going to be here. And I think that really impacted the relationships that we have with our clients so positively, that they then felt a like a new refreshed level of comfort in working with us because we were there to support them not for any other purpose. But yeah, I mean, it was definitely a shock to the systems. And it was hard to break up the team and everybody to be at home versus spending the time together, which was, you know, something that really helped our creative juices flow when we all get together and have those conversations about what's going on in the market. But we really kept in touch. We were on zoom daily together. We just didn't lose touch, didn't lose a positive attitude and just kept moving.

Chuck Swope
Thank you for your kind words. We fortunately were set up to be fairly mobile. So from an operation standpoint, it wasn't all that all that much of a transition some some members of our team work at home, you know, as a regular course of business, our clients, the bottom line is our clients needed us during that period of time. And we will be here and we were there for them, and we will continue to be there for them. as tough as Corona was for the country, it was tough on on our firm, it was tough on our industry. Yeah, we were legally not permitted to work outside of our homes for approximately almost three months. So it's it's hard to sell or lease somebody a warehouse or an office building without being able to walk through it. We had clients that were thriving in that environment, for one reason or another, those conditions really propelled their business forward, and they needed more space they needed to grow. They needed add capacity, and we were able to rise the occasion to meet their needs. So, you know, it's like, it's like anything else in life, you know, no matter how good or how bad things are, it's not forever. In my opinion, there was no choice but to just work through it and do the very best we could do.

Charlie Hauck
Well, I look, I don't want to overplay the positive there. But you guys, that's what you did. I just never heard a grouse or bitch about it. It was just let's just go to work. And there's something out there and might as well go to go to work with us. So your attitude was phenomenal.

Chuck Swope
And it may it may sound cliche, this cliche, but failure is not an option. So we're going to work until there's nothing left.

Sarah Waple
With that, did you by any chance? Or did you have to re evaluate what failure looks like?

Chuck Swope
That's an interesting question. Yeah. I mean, failure can take on kind of whatever meaning you want it to mean, I don't I don't know the answer to that. I know that I know that, that we went into the pandemic, you know, in a in a, in a, in a strong position, from a business sense, from a resource sense. And, you know, that stability helped us get through the pandemic, if you will, the pandemic, I thought, in some respects was healthy for our firm, in that it exposed weaknesses, it exposed things that that you that you overlook when you're in the, you know, hustle of conducting business in a normal, routine way. So I didn't particularly enjoy the pandemic, but the silver lining is forced. It's it forced us to do things differently.

Sarah Waple
Yeah, it's, it's amazing how I didn't realize how comfortable we were at Growth Dynamics in our routine and what we offered our clients and, you know, we, it felt like we are offering everything we could and the pandemic kind of spun that all on its head and it without it, I don't think we would have been virtual at all. But I think I was flying with clients have accepted a virtual option before the pandemic?

Chuck Swope
I was gonna comment that I think your, you know, swivel to virtual is great. That's, you know, one thing at least I can see from the outside that that you guys have done differently. And personally, I appreciate it. As much as I love seeing you guys in person, and eating pepperoni and jalapeno pepper pizza with Charlie on the porch. There is something to be said for the convenience of taking in all of that instruction, you know, from the comfort of your home or your car or wherever.

Charlie Hauck
Nicky anything else you want to add to the end of Chuck's comment there.

Nicky Lyddane
So, um, during the time that we first really got like hopped into zoom and stuff like that we had so many opportunities to talk to people that we probably couldn't get in touch with otherwise. And we just went for the first two or three months we went gangbusters. We were talking like how on five calls a day with developers and owners and all these people that we wouldn't have had such easy access to, they didn't really have much on their plate. So they're like, sure we can talk to 2pm no problem. And that has just grown our center of influence so much. And for that, like Chuck said, we didn't have such a bad time with it. And that was definitely one of the you know, the lining to the whole situation.

Sarah Waple
Yeah, it's amazing how when you don't have to factor in a commute time to go to a 20 minute meeting, but it's a 40 minute commute each direction. People are much more willing to have those meetings. It's kind of crazy that that didn't happen because zoom existed before COVID and the pandemic but no one really or few people that I know have truly used it in the capacity that everyone is now so i i agree that there are silver linings to all this and I hope that it's a reminder that we can all be a little bit uncomfortable but find the comfort in that ability to be uncomfortable.

Chuck Swope
I was, I was able to connect through various organizations with some other industry professionals across the country and, you know, share notes and best practices. And, you know, as much as we have the intentions of doing a good job our way may not always be the best way. And it's great to talk with people outside of your market out people you don't compete with on a daily basis, and figure out how other people do things. And is, is there a better mousetrap? And it was really, really enlightening and refreshing to have these conversations that I probably would not have had otherwise.

Charlie Hauck
Yeah, you guys. And I've seen some other organizations, a couple of my other clients have found that it's not just the zoom technology, but technology and in their overall business application, or their business functionality, they've added more technology to it during the pandemic, that certainly something Chuck, I know, you've been really emphasizing not just for yourself, but for your whole team in a lot of different parts of how you connect with the marketplace, and, you know, get introduced to people, you've really made a commitment in that part of your business.

Chuck Swope
And I think there's a time and place for everything, and technology is not going to replace everything, you know, in the standard sense. But it certainly is isn't a nice enhancement, it's it's a nice alternative. It's not the end all be all. Another cliche I'll throw out there, you know, it's a relationship business, people want to know who they're doing business with, they want to be comfortable. And even I operate that way. And I would probably, I would put myself in the category of less inclined to do virtual meetings, you know, as a consumer, but, again, being forced into that position. Now, if if I don't have to meet with my various providers in person, you know, that's, to some extent, preferred, you know, once that relationship is established, and you know, we can just dial up for a couple minutes and, you know, hang up, and you can go back to whatever, you know, whatever you're doing so right, it's a great option. I'll put it that way. It's a great arrow to have in the quiver.

Charlie Hauck
Nicky, I know you, you've you and Chuck, you have both CRM has become more important resources to get a better idea of what's in the marketplace to develop a more targeted approach to who you who you approach or why you approach them. I know you've been real, like Chuck, a real advocate of that type of addition to your business capability.

Nicky Lyddane
Sure, absolutely. We didn't, you know, spend some time digging into different programs and getting to know different CRM, I think there are businesses just so widespread with the number of people that you're working with on a consistent basis, that keeping track of everything is very, very important. So, you know, be able to track all of your interactions, your clients are listing right in front of you, and also allow for that information to create future projections for earnings. That allows us to have more meaningful meetings with our employee or with the team members, and working towards goals, you know, understanding what the business is going to be able to do this year. So I really value Chuck's willingness to invest in that type of thing, because it makes us that much stronger, that much more professional and that much more able to serve our clients.

Charlie Hauck
Yeah, it is efficiency and effectiveness, not one or the other. But both. And I think as as we've kind of worked closely over the last 18 months, I've seen you really focus on making sure you're touching both of those bases with everything that you do. You know, one of the things that you've really helped Growth Dynamics with, you know, it wasn't as intentional. It wasn't intended to be as, as so focused. You know, my practice has been national for the better part of 25 years, you guys have really helped me kind of turn Growth Dynamics into a local business at a much bigger percentage of my business. What's it mean to you to to be in the community that you live in as a business professional, because I've loved meeting people that you guys have been really great at introducing me to along the way and allowing me to kind of get refocused back on, you know, the little Burg of Westchester in bucolic county of Chester County. What's it mean to the two of you to to work where you both grew up? It's not you. You're not transplanters you're here, you're part of this fabric from from birth. What's it mean to you to be into that?

Chuck Swope
Well, Charlie,I'll I'll remind you that it's your advanced age, it's probably a good thing that you start staying a little bit closer to the farm.

Charlie Hauck
I'm going to buy it soon Is that what you're

Sarah Waple
Don't put that in the universe. Stop that.

Chuck Swope
but you know, you know, it's gonna get harder for you to move through the airport with your Walker and you know, your carry on. And so, you know, being a little bit more closer to home is a good thing for you. It's great to work in our community. I love it. It's a it's a huge privilege, you know, to work and live in the same community. Interestingly, Charlie, as you have kind of become a little bit more focused in Chester County, we have branched out of Chester County. And we're now licensed in, I don't know, half a dozen states up and down the eastern seaboard. And that's something that's a result of the pandemic, we found that our clients, you know, we're looking outside of Chester County outside of Pennsylvania, it was just a natural progression for our business to grow outside of Chester County, the bulk of our business is still conducted in the suburban Philadelphia marketplace, it probably will be for the foreseeable future. But it's, it's a great place to live, it's a great place to do work. It is a target rich environment, in the sense that, you know, there's a lot of real estate commercial real estate transactions that you know, occur in the suburban market, suburban Philadelphia market. So it's to sum it up, it's great to live and work in this community. We've we found the division of our business has, you know, required us to cover a larger footprint. So yeah, we're, we're spreading our wings, so to speak, but I'm glad to see you coming back back home, old man.

Charlie Hauck
Thank you. I feel the love Chuck. I just, it's all over me. Thank you, Nikki. I mean, you're Nikki, you're in one of the others sort of success story revitalizations in suburban Philadelphia, which is Phoenixville. That's a big part of what you like, is your in your business, isn't it?

Nicky Lyddane
Being immersed in the market? Yeah, absolutely. I think it's really forced me to become more focused and more professional, and really call my road rage. So there was one time I was on the way to meet a contractor, a building that I had on the market. And the guy in front of me was just going so incredibly slow. He was just dawdling and doing all this crazy stuff. And I finally just lay on my forum, like, no, like, shake my fist out and like, get out of my way. And then we continue on our way. And he turns in first to the same place that I was going, and it was the contractor, I was on my way to meet. And he's one of the nicest people I've interacted with. So I've made sure that I just keep my fist down here and down in my lap instead of Aaron out the window. But um, yeah, I mean, it's my dad's a developer. So he's out in the community, he's been in this area for a long time. It's been an interesting transition to be known as partly the David's daughter, and now people are like, Oh, that's Nicky Lyddane's dad. So that's the change I want to see. As I can continue to build good relationships in the community, and you know, make a good name for myself. And I'm proud to work for SwopeLees, I'm proud to work with Chuck. So it's, it's easy to act right and do right, and be a good person.

Charlie Hauck
I have long roots in this community. And I've been fortunate that my life has allowed me to live and travel all over the country and to certain other parts of this world. And for different reasons. There's places that might be as beautiful as as where we live, but livability and beautiful in the community, and just everything about it. It's really tough to beat where we live and get the call home every day.

Chuck Swope
I love to travel Charlie, I would jump on a plane tonight and go pretty much anywhere and it helps to provide perspective with you know, this beautiful area where where we all live.

Charlie Hauck
Yeah, I appreciate it more every time I come home, and I'm just I love. I miss my travel. But I've certainly gotten to see more and more ofthe community that's changed around me when I haven't been home to see it happen every day. So I really do like the two of you embrace the opportunity to be a local business again.

Sarah Waple
So as Charlie just touched on it, you both kind of grew up in the industry, in a sense type of thing. If you were not doing this, what would you be doing?

Chuck Swope
I did not grow up in the industry. I grew up in a banking, a bank, family sort of related Real Estate but not exactly. Well, I like boats and beaches. So is this with like, the assumption that, you know, resources are unlimited? Or what kind of parameters? Are we putting around

Sarah Waple
whatever parameters you want if you if all right, let's say, let's say, tomorrow you wake up and say, I don't want to do this anymore. SwopeLees is done, or I'm giving it all to Nicky, I want to i, this, this thing has been in the back of my mind for years, this is what we're gonna do, what would that answer be for youstill married, still have kids, still, you know, living the life,

Chuck Swope
I'd probably work in healthcare, I wanted to be a doctor before. And maybe I wouldn't be a doctor, but maybe like,

Nicky Lyddane
male nurse?

Chuck Swope
maybe a male nurse, nurse anesthetist something like that. So I would want to do something, not not family medicine or something like that. But I would, I would probably want to work in an operating room or, you know, something with the level of excitement.Which, which I did used to be an orderly at the Chester County Hospital, and I worked in the operating room cleaning up after the surgeries. So yeah, that's not where I want to work. You know, picking up mystery things on the floor after a procedure, mopping the operating room floor and all that fun stuff. So I've met but I got to, I was pulled in on some procedures and you know, able to observe for a few minutes and this and that, which was cool. So I don't know if I would have the commitment to go to medical school, but you know, maybe like a nurse anesthetist or something like that.

Charlie Hauck
Okay.

Sarah Waple
Nicky?

Nicky Lyddane
That is a great question. Probably something with animals. After raising Remy for canine partners for life, I ended up adopting two of them and then have not continued to be able to raise dogs because my bandwidth just isn't there for such a large project in such a long period of time. But if I have the ability, I would continue to do that. Maybe a leading different trips, as a, like a tour guide. Yeah, like doing a tour guide type thing. We've done a couple trips to Europe that we went with a company called gate one in particular. And the guys that are on those trips are just absolutely amazing, like the fun and the personality that they bring into the whole thing. So something that I could, you know, inject my sense of humor and friendly nature until and allowing other people to have a good time while they're, you know, spending time with me.

Sarah Waple
There you go. All right. Well, interesting answers. I have no idea what you're gonna say.

Chuck Swope
Neither did I.

Charlie Hauck
Candy striper. If people needed to know one thing about you that that isn't business based. What would you like people to know about you to kind of wrap up the conversation from your perspective. So Nikki, any message any, any life lesson, anything you'd like to share? That might be like, I was pretty good idea. That's, that's pretty cool. What would you like to share with everybody?

Nicky Lyddane
I think I would like to share more of like a mentality that I have. I appreciate that we've had the opportunity as a company to completely dispel the idea that commercial real estate agents might be similar to car salesman. And, you know, just the fact that we are able to treat people well and interact with people on a completely different level. I, I'm really proud of what we're doing. And you know, who we are and the way that we run our business. And I think Chuck doesn't get enough accolades. But he is a great person to work for. And he needs to remember that.

Charlie Hauck
Very cool. Thank you, Chuck.

Sarah Waple
Sure. Didn't you get an accolade recently?

Nicky Lyddane
Oh, you did,

Sarah Waple
which was what I thought, which? I don't know. I forget. I know. I saw them on LinkedIn because you're very present on LinkedIn.

Chuck Swope
I was still I was, I was still I was still just processing this notion that it's universally accepted that car salesmen are not good people.

Sarah Waple
That's a whole nother podcast.

Chuck Swope
I was still processing that notion. Now. I probably got some internet accolade because I went buck wild doing internet videos.

Nicky Lyddane
specify what kind of videos you're referring to?

Sarah Waple
Yes. let's specify.

Charlie Hauck
Are you on the national naked rugby team? Isn't that one of your things I've read.

Chuck Swope
I've since retired. But there may have been some sightings down on the eastern shore of Maryland. Around, you know, the turn of the century. Yeah. I forget the question something about what would people What?

Charlie Hauck
What would you like people to know about you or remember about you as a thought and idea, something that matters to you,

Chuck Swope
life, life can change very, very, very quickly. So no matter where you are in life, it can get a hell of a lot better, it can get a hell of a lot worse. And it can change on the turn of a dime. So just appreciate, you know, the moment you're in. I said it before, no matter how good things are, how bad things are, it's not gonna stay the same. So just, you know, live live every moment, to the best of your ability.Sorry, that's not overly profound. Sorry,

Charlie Hauck
No, but you know, sometimes we need to remember, it's that simple. We look for these complex, deep thoughts. And I'm at a at my advanced age. And once again, the simpler things can be, the more I know, the more attractive they are to me. And the more I feel like being part of it, if it's complicated, and it needs a whole bunch of adjustments all the time, I frankly, just don't have the patience for it. So I try to make my business simple. I try to keep things here at home. Simple.

Chuck Swope
So I take it you don't have many grandfather clocks around your house. they need constant adjusting and finishing. And

Charlie Hauck
yeah, no, I would. I actually would like a grandfather clock. But I probably would not set it frequently enough.

Sarah Waple
I was gonna say might not ever chime but it will look fantastic.

Charlie Hauck
Yeah. But yeah, I think it is, you know, great. Thoughts are often in the least words. And I think that's what you've kind of shared right there. So, Sarah, anything else from your end?

Sarah Waple
No, I think just to continue on that in maybe my biggest lesson, now that we kind of have made it through the majority of the pandemic in a sense with not being on lockdown here is simple is okay, um, as, as me with a two kids and sports starting and I am finding myself overwhelmed with the amount of things that have crept back onto my calendar, without any option to keep them on or off. They're just kind of all there. So I really agree with your statement Chuck, that it will change. So find your way through whatever you're going through and enjoy whatever joy you can find in that moment. And make the best of it, because it is not forever. It's life and it always changes

Chuck Swope
True that.

Charlie Hauck
Yep. Nikki, anything you want to throw on the pile before we go?

Nicky Lyddane
I'm good. Thank you guys for allowing us to do that.

Charlie Hauck
Look, thank you both so much for being part of this, this. I could do this for a lot longer. But I've got I've got other things on the calendar that I've committed to. Thanks for all your thoughts. Thanks.

Chuck Swope
Bingo down to senior center? What's going on?

Charlie Hauck
Yeah, I've missed a couple bingo cards. So I you know, I'm, I'm a little bit lacks on all right.

Chuck Swope
I have my parting words. Don't be afraid to laugh.

Sarah Waple
There you go.

Chuck Swope
Yeah.

Charlie Hauck
Well, that's it.

Sarah Waple
Real quick, Chuck and Nicky, can you just share where people can find your information?

Nicky Lyddane
Our websites, great www dot swopelees.com. And then Chuck is super active on LinkedIn. And I'll be on there every now and again. But we are very easy to get in touch with.

Charlie Hauck
Thank you both. It's been our pleasure. I love to talk to the two of you. Because we always, as you said, Chuck, don't be afraid to laugh. We always find something to laugh about, no matter how serious. The topic is. You've been both a delight in that part of our business relationship. And thank you both for sort of allowing Sarah and me to develop personal relationships with both of you, you've become not just good clients, but you've really become good friends. Thanks for everything. It's been wonderful. Yeah, that's to you. Thanks for everything. listeners, take care. Have a great rest of the 2021.

Sarah Waple
Thank you for tuning in to this episode of Charlie and company. For more information about Charlie Sarah and Growth Dynamics. You can find information online at www dot Growth Dynamics online.com or find us on Facebook, LinkedIn, Twitter, and now Instagram

Transcribed by https://otter.ai