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Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone Even if you believe your sales and marketing teams are already aligned, you may be surprised by how much more can be done to accelerate growth. If your sales and marketing teams aren’t on the same page, tune in to learn how to course correct. This week, Samantha Stone (LinkedIn | Twitter), author of Unleash Possible is in the studio to share with us how to achieve more revenue growth by getting your sales and marketing teams to collaborate. A revenue catalyst, author, speaker, consultant, personal coach and mother of four, Samantha has also launched go-to market initiatives, lead marketing strategies for award winning high growth companies. Key questions in this episode: What is the current state of how most sales and marketing teams work together in business? Why is there a disconnect between marketing and sales? Is it really worth the effort to break down the false barriers between sales and marketing? What is the difference in sales performance between companies that are integrated and those that are not? What are some of the first steps business owners can take to start an aligned partnership between sales and marketing? What is the difference between lead conversion and win rate? Should businesses stop measuring conversion time? Is it necessary to set sales and marketing as separate departments? Key points in this episode: How to solve the misalignment problem between marketing and sales. Why it’s important to relate to your buyers’ specific needs and understand how they operate. How fully integrated companies outperform those that don’t have alignment between sales and marketing. The three metrics that marketing needs to own with sales (at 10:07). Evaluating the qualitative and quantitative processes and what to do with that information. A fine example of why this works (at 21:15) How things change when your sales team shares more data with the marketing team. Why defining your leads is a key to success. Resources mentioned in this podcast The Marketing Advisory Network Unleash-Possible, A Marketing Playbook That Drives B2B Sales, by Samantha Stone The Forrester study on sales and marketing alignment Sales / Marketing Alignment 2016, Who is Agile Enough to Win? 2016 B2B Sales and Marketing Collaboration Study Click here for access to training and templates Listen to Fully Invested below:

Improve Your Profitability, with Andy Fauver hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Improve Your Profitability, with Andy Fauver Most business owners focus on cost control and efficiency in order to improve profitability. Although important, is that enough? In this week’s episode, Andy Fauver, VP of Business Development at Insight2Profit, helps us understand how pricing is your biggest profit lever. Andy’s success has been built over 20 years of experience in strategic planning and new business development with firms such as Ernst & Young, Capgemini and Freedonia Group. Key questions in this episode: Why is pricing as a profitability lever often overlooked by business owners? Where are the best opportunities to increase pricing? Does it matter who makes the pricing strategy decisions? How can your pricing strategy impact market value of your business? Where do you start? Can these principals be applied to service or project oriented businesses? Key points in this episode: How concentrating on the price side instead of the cost side can improve profitability much quicker. How to get over the hesitation of increasing prices (at 04:42). The four common elements of a pricing strategy. Why building a team of advisors is ideal for creating a pricing strategy (at 16:35). Can these principals be applied to service or project oriented businesses? How unchecked leakage can effect your bottom line. Resources mentioned in this podcast Pricing Resources from Insight2Profit Fully Invested: Growing Sales in a Slow Economy, with Larry Goddard Click here for access to training and templates Listen to Fully Invested below:

Why You Need to Move Slowly AND Quickly as the Buyer hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why You Need to Move Slowly AND Quickly as the Buyer As the buyer, you’ll need to be mindful of the pace at which you move through the M&A process. Your success rate and your reputation depend on it. In this week’s short-but-sweet episode, we discuss the efficiency and risk of the M&A process as it pertains to the speed at which the transaction is moving forward. Key points in this episode: What might happen if a buyer is not mindful of the change of pace during a transaction. How a buyer can manage the pace of a transaction. How the dynamic between the buyer and seller changes over the course of the transaction. 5 steps toward a smooth transaction (at 04:00) Why adding time-specific details to the Letter of Intent can avoid problems later on. How to earn a reputation as a respectful buyer (and what it buys you in the long run). Resources mentioned in this podcast Buying a Business: Making the Offer Click here for access to training and templates Listen to Fully Invested below:

What I Learned about Acquisitions at the 2017 ASPIRE Conference hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice What I Learned about Acquisitions at the 2017 ASPIRE Conference For the second year running, Smart Business Magazine held the ASPIRE Conference here in Cleveland, Ohio. It is quickly becoming an invaluable event, packed full of information and advice from all areas of business. In case you missed it, here is a partial recap for you. The 2017 ASPIRE Conference took place last month – listen to hear what you missed about making acquisitions. Key points in this episode: Is now a good time to grow by acquisition? One unique way to gather cultural information about a company. To change or not to change (the name of an acquisition), that is the question (at 04:12). How businesses are affected by technology throughout the entire acquisition process. How businesses are using social media and analytics to source transactions. How using online datarooms may improve collaboration. Why you shouldn’t ignore the human element (at 10:44). Resources mentioned in this podcast Click here for access to training and templates Smart Business Online ASPIRE 2017 – Entrepreneurial pathways Fully Invested episode: Smarter, Cultural Diligence Acquisition Integration with Levi Nieminen Listen to Fully Invested below:

Getting More Value out of Your Advisor Relationships, with Marc Rosen hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Getting More Value out of Your Advisor Relationships, with Marc Rosen Every smart business owner knows there will be a transition at some point in their business. You’ll be more likely to sail through the inevitable transition when you take an active role in accessing the collective experience and wisdom of your advisors. We are joined this week by Marc Rosen, Co-Founder of the Client Experience Institute and Founder of the Vector Group. As a former company President, COO and senior leader with more than 20 years in diverse industry sectors, Marc is passionate about sharing his experiences and providing guidance to entrepreneurs, executives and emerging leaders looking to create a brighter future. Key questions in this episode: How can business owners begin to plan for a future transition by utilizing the people around them? What are some of the common problems that business owners face when dealing with advisors? How useful is an advisory board to a business owner? What are some examples of successful transition planning? What types of questions should owners be asking of their advisors (at 19:36)? Key points in this episode: The value of human capital development. Determining the true value of advisory recommendations. How business owners can recognize the kind of advisory team they need to build (at 11:02). Marc’s ABCs. The long-term benefits from properly using your advisors. Resources mentioned in this podcast Click here for access to training and templates Client Experience Institute The Vector Group Transitioning out of a Business on Your Terms, with Don Matso Listen to Fully Invested below:

Growing Sales in a Slow Growth Economy, with Larry Goddard hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Growing Sales in a Slow Growth Economy, with Larry Goddard Growth is never easy and the recent economic climate has made it even more difficult for businesses to achieve it. Smart business owners know that it takes analysis, discipline and training to tilt the odds in their favor. Today in the studio we have Larry Goddard, a principal and practice leader in BDO’s management consulting practice. Larry brings his 30+ years of management and advisory experience into the discussion on how to grow sales in a slow growth economy. Key questions in this episode: How do experienced business owners usually address a slow growth period? Why wouldn’t a middle market business owner put effort into growing their business? How can a business sustain steady growth over a period of time? Why is a compelling value proposition so important? Key points in this episode: How an introspective analysis can help grow sales. The eight ways a company can grow (at 04:57). Why you should prioritize your growth plan. An example of how to prepare your business to go into a new segment (at 14:13). Tilting the odds toward success. Resources mentioned in this podcast Click here for access to training and templates BDO United States SOAR To Strategic Excellence Books by Larry Goddard Listen to Fully Invested below:

Transitioning Out of a Business on Your Terms, with Don Matso hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Transitioning Out of a Business on Your Terms, with Don Matso It is inevitable that there will be a crucial transition in your business’ future. But how can you properly plan for that eventuality? What reasonable objectives can you reach for? This week, we’ll hear practical advice on how to create a successful and satisfying transition, on your own terms. Today in the studio, we welcome Don Matso, of The Valere Group. Don brings 30 years experience in business and building strategic value to this week’s discussion. We examine how to create a satisfying transition out from your business. Key questions in this episode: Why do business owners need to define their objectives in advance of a transition? Are there common themes in play when objectives are not met during a transition? How can a business owner move along the learning curve? How do business owners come to terms with what they don’t want to hear in order to create a more do-able plan? What steps can business owners take to get their team focused on maximizing value? Key points in this episode: Why it’s imperative to accurately define the value drivers of your business before a transition. How an accurate understanding of the M&A process can assist you in a transition. Three questions business owners need to ask themselves to plan for a transition (at 11:07). Why value maximization needs to be a part of your daily strategy. A lesson on finding value drivers in your business (at 21:28). Resources mentioned in this podcast Click here for access to training and templates The Valere Group

How to Get an Acquisition Target to Call You Back hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice How to Get an Acquisition Target to Call You Back Everyone knows how frustrating it can be when you don’t get a call back from an acquisition prospect. If the competition is so great, how can you convince them that you are serious? Follow these steps to stand out from the rest. In this episode, we dive into how to make your call to an acquisition target more effective. Key points in this episode: Why you need to stand out. How to be systematic about your call process. When a little background knowledge can make a difference (at 04:00). How building trust can move the process along. How to follow up on the first phone call. Why measured persistence can make a big difference. Resources mentioned in this podcast Click here for access to training and templates The “Why treat acquisition candidates like a customer?” podcast Pre-Suasion: A Revolutionary Way to Influence and Persuade, by Robert Cialdini, PhD Listen to Fully Invested below:

Selling Businesses in Bankruptcy and Financially Distressed Situations hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Selling Businesses in Bankruptcy and Financially Distressed Situations There are as many reasons a business would fall into a bankruptcy as there are businesses, but there are specific steps a business owner can take to make the most of a tough situation. In this episode, learn what to do before your creditors are spooked and the bank starts calling. In this week’s episode, David Mariano and Mark Filippell discuss, in detail, what can happen to a business in financial distress. Key questions in this episode: What is the most important thing a business owner can do when he or she is in a distressed situation? How do all the different parties inter-play during the sale of a distressed business? What are the different scenarios in selling a business in distress (at 04:35)? What are the triggers that would set a business toward bankruptcy? What are the steps that lead to the bankruptcy process? How is a distressed business accurately valued (at 16:46)? How does liquidation work? Key points in this episode: How the rules of sale change in a distressed situation. A stocking horse bid. How Article 9 differs from a 363 sale. When to call a crisis manager. Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

Why You Need to Treat an Acquisition Candidate Like a Customer hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why You Need to Treat an Acquisition Candidate Like a Customer Buying a business involves much more than just bringing the right amount of money to the table. Making a good, first impression is a nice start, but how you behave before and after the initial approach can make the difference on whether or not you get a deal closed. In this week’s mini episode, we discuss one of the most common questions we receive about buying businesses. Key points in this episode: How to approach a business that you would like to acquire. What your competitors look like. How private equity competes against you. Why you need to be sensitive to a seller’s relationship with their business. Why your reputation matters. Resources mentioned in this podcast Click here for access to training and templates Click here to go to episode 8 of Fully Invested Private Equity Cash Piles Have Nowhere to Go as Prices Jump, by Sarah Syed Listen to Fully Invested below:

The Owner’s Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice The Owner’s Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner As a business owner, you have likely thought about selling your business at some point. And if you are like most owners, you probably face a dilemma when you start thinking about it. If I sell, what will I do next? What would I do with the money anyway? In this low return environment, isn’t my business a better investment? We brought in some experts to help us answer these tough questions. We have invited two seasoned professionals into the studio today to explore answers to several questions which are tough for business owners to answer. John Micklitsch and Howard Esner are both with Ancora Holdings, a firm that oversees more than $4 billion of assets. John and Howard bring more than 50 combined years of investment, legal, estate and financial planning experience. Key questions in this episode: Why would I want to sell my business? How could the risk of concentrated wealth effect me and my future success (at 08:49)? How should I diversify the cash from the sale of my business? What are some things to consider at the beginning of an investment plan? How early should you start thinking about an exit plan? What kinds of tools are available to assist in financial planning? What is an investment policy statement? Key points in this episode: The importance of the planning process. Risk versus reward. The three tenants of a sound investment program (at 07:35). How retirement has changed over the years. How Monte Carlo simulations can help in investment planning and retirement planning processes (at 22:32). 9 times out of 10, a business owner’s pleasant surprise… Resources mentioned in this podcast Click here for access to training and templates Click here to learn about Monte Carlo simulations and how they work The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

What Happens After the Sale of a Business? hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice What Happens After the Sale of a Business? What happens after the dust has settled? Can I just walk away once the deal is closed? What if I change my mind? Get the answers to these questions and others to better understand what happens after the sale of a business. This week we are digging into Chapter 15 of The Mergers & Acquisitions Playbook, by Mark Filippell. This chapter is all about what happens during and after closing the sale of a business. Key questions in this episode: What actually happens during a closing? When does the deal become final? What is a seller’s role after closing? Why should a seller remain involved for a period of time after the deal has closed? When should a seller begin planning for taxes and charitable giving? How much time can a seller expect to spend on the lingering details of the closing (at 15:32)? Key points in this episode: Some guidelines of etiquette after a closing. Beware post-closing hubris. Why the seller should do everything humanly possible to help the buyer through the announcement and ownership transition. The one thing you don’t want to do (at 07:20). How to prepare for State and local taxes. How to enjoy yourself after the sale. Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

Why You Need an Experienced M&A Lawyer When Selling a Business hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why You Need an Experienced M&A Lawyer When Selling a Business Once you find the right buyer and negotiate the price and other terms in a letter of intent, it’s time to draft the purchase agreement and other deal documents. Do you have the right attorney for this process? We are back in the studio today with Mark Filippell, Managing Director and one of the founders of Western Reserve Partners. In Chapter 14 of his book, The Mergers and Acquisitions Playbook, Mark takes all the guess work out of interacting with lawyers during an M&A transaction. Key questions in this episode: When is the right time, during the M&A process, to engage with an attorney? Why is a legal check-up so important? What is the lawyer’s role in the process? What are some of the major points in the purchase agreement that an attorney needs to be involved in? How does a business owner go about finding an experienced, effective M&A lawyer (at 11:52)? Key points in this episode: Why Mark dedicated an entire chapter of his book to lawyers. When to begin the legal check-up. Determining the right kind of lawyer for your M&A process (at 04:14) How the use of Representation & Warranty insurance can speed up the process. The importance of communicating with your lawyer. The worst thing you can do is… Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

A Roadmap to Closing the Deal When Selling a Business hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice A Roadmap to Closing the Deal When Selling a Business You may have a signed letter of intent with a great buyer, but it’s not time to break out the champagne yet. This is the time to keep the process moving and remain focused on getting the deal closed. Mark Filippell, a founding partner of Western Reserve and author of The Mergers and Acquisitions Playbook, joins us today to discuss how to get a deal closed. The closing process doesn’t have to feel like a runaway bus ride – use this conversation as your roadmap. Key questions in this episode: How much time can pass between the letter of intent (LOI) and closing? How many different people can be involved with a closing? Under what kind of circumstances would negotiating dynamics start reversing and what can I do to prevent it (at 05:15)? How can a business maintain its financial performance during the transition period? How many LOIs are successful in closing after they are signed? Has the level of diligence changed over the years? When negotiating, which are the more challenging sections of the purchase agreement (at 12:48)? Key points in this episode: Beware the “hosing at the closing.” How and when the negotiating dynamics change. The importance of disclosure. How the digital age has contributed to the complexity of the purchase agreement. One of the best regulations to come out of Washington. What to do when you suddenly realize you’ve been negotiating with the wrong buyer. Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

Buying a Business That Is Larger Than Yours hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Buying a Business That Is Larger Than Yours Every company seems to want to grow by acquisition these days. But what if the ideal target is larger than you? Buying a larger business may not be as far-fetched as you think. We are delighted to have Rebecca White back in the studio today. Rebecca, Director of Capital Raising at Western Reserve Partners, has returned to discuss the seemingly impossible with David. Key questions in this episode: How is it even possible? Is it possible to fully finance a transaction without using equity? What does the modeling and analysis look like when combining two businesses? How can a buyer avoid feeling over leveraged when buying a larger company? Which kind of scenario would be best for bringing on an equity partner? What details need to be considered when purchasing a “carve out” ? Does diligence take longer with carve outs? Key points in this episode: The magic of a strong balance sheet. How showing expense improvement and modeling future cash flows can reassure banks and lenders. Why you need a properly timed, strong integration plan. How combining senior financing with junior capital gives more flexibility (at 08:26). Why a buyer should not fear an equity partner. When buying a corporate carve out makes sense. Fear not, the technology transition (with good planning). Resources mentioned in this podcast Click here for access to training and templates Listen to Fully Invested below:

How to Negotiate the Sale Price of a Business hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice How to Negotiate the Sale Price of a Business After preparing your business for sale and sorting through offers and management presentations, it’s time to negotiate the best price for your business. Know what to expect so you don’t leave money on the table. Mark Filippell is back to discuss how to negotiate the sale price of a business. This conversation is based on Chapter 11 of Mark’s book, The Mergers & Acquisitions Playbook: Lessons From the Middle Market Trenches Key questions in this episode: What is a letter of intent (LOI) and what is it’s purpose? What work has the buyer done in order to put a number in the LOI (the sale price of the business)? What are some of the main components of an LOI (at 05:09)? What does an escrow arrangement do and how does it affect the seller? Why is working capital so important in the LOI? Key points in this episode: Where to find a sample LOI for your reference. The importance of understanding terms of the escrow. Why the buyer needs exclusivity from the seller (at 12:02). Why the final offer is not always the final offer. How to manage multiple offers. Some good advice for the seller with a signed LOI in hand. Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

Using the Management Presentation to Wow a Buyer (Just as You Would A Customer) hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Using the Management Presentation to Wow a Buyer (Just as You Would A Customer) When you have a customer in for the first time, you do everything you can to make it a first class experience. No detail is too small. The stakes are just as high (if not higher) when meeting with a potential buyer for the management presentation. Today on the show, Mark Filippell is back to discuss chapter 10 (Management Presentations and Plant Tours) from his book, “The Mergers & Acquisitions Playbook, Lessons From the Middle Market Trenches.” Key questions in this episode: Why is the management presentation such a critical piece of the selling process? How should a business owner get ready for a management presentation meeting with a potential buyer? What are some of the common pitfalls of a management presentation (at 06:42)? Is there value in sending the management team out for training in public speaking? How can a business owner maintain confidentiality? Is it wise to talk about an offer at this stage of the process? What can the seller (and the buyer) expect to happen after the presentation? Key points in this episode: Why it’s important to give your management team plenty of time to practice their presentations. What kind of details you need to think through before presentation day (at 04:34)? The importance of a consistent theme throughout your presentation. How samples, models, props and photographs help the presentation. Hiding in plain sight. Resources mentioned in this podcast Click here for access to training and templates The Mergers & Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar The connection between business value and communication may not be obvious at first. But when you think about the best companies and their ability to attract and retain the best people and customers, you’ll notice a common thread. High performance always follows powerful and effective communication. Our guest today is Leslie Ungar, President of Electric Impulse Communications. In this episode Leslie shares her vast experience in coaching leaders to become expert communicators. If you want to move your agenda forward, you’ll need to be able to speak with clarity, confidence and conviction. Key questions in this episode: How does powerful communication help build a business? How long should you spend preparing for a presentation? What kinds of tasks go into preparing for a presentation? How does a specific audience factor into the content or delivery of a presentation? Does a strong speaker just tell the audience what they want to hear? How does communication play a part in motivating a team? How does an effective leader approach casual conversation in the workplace? Key points in this episode: Visibility means viability How to get out of your comfort zone. The Three Legs that hold up any presentation (at 12:52). When to apply “the verbal, the vocal and the visual.” Why you must apply the leadership mindset to your communication style. How effective communication equals effective leadership. How to build your level of confidence in effective communicating (at 30:54) The communication sandwich. Resources mentioned in this podcast Electric Impulse Communications Leslie Ungar’s LinkedIn Profile Fully Invested: How to Prepare for a Meeting with a Potential Buyer of Your Business, with Andy Male Click here for access to training and templates Listen to Fully Invested below:

How to Approach Potential Buyers During the M&A Process hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice How to Approach Potential Buyers During the M&A Process If you and your company have gone through the appropriate steps to prepare for a sale, does this mean automatic success? We wish it was that easy. The real chess game has just begun. Today on the show, Mark Filippell has returned to discuss approaching prospective buyers when selling a business. Listen to hear Mark’s valuable advice about this critical stage in the process. Key questions in this episode: If a seller prepares everything correctly, does it guarantee a highly prosperous process? How can a seller best maintain confidentiality? Do confidentiality agreements actually work (at 11:25)? Who is most likely to breach confidentiality? How is confidentiality different in publicly traded companies and bankruptcies? What role does the Process Letter play in the M&A process? What happens once a company has a few offers to sift through? Key points in this episode: How to orchestrate effective timing, communication and confidentiality. Why you don’t want a generic approach for all buyers and why customization is key. A public company’s “Revlon duties” (at 13:07). How to go about actually getting the offer (and what to look for). How to handle questions about the price. Resources mentioned in this podcast Click here for access to training and templates The Mergers and Acquisitions Playbook, by Mark Filippell Listen to Fully Invested below:

Getting into the Talent Mindset, with Stacy Feiner hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Getting into the Talent Mindset, with Stacy Feiner Every business owner knows that their companies will run better and be more valuable if they can attract and retain the best people, but many don’t know where to start. Our guest today is Dr. Stacy Feiner, PhD, author and Director of Management Consulting at BDO in Cleveland. Stacy’s passion is talent management and she’s here to discuss how to begin to build and manage a strong team for your business. Key questions in this episode: Why is the people part of business so difficult? Why is it so hard for business owners to build a strong bench of talent? When you want to create an impactful talent management system, where do you start (at 10:17)? What are the unequivocal expectations for your business? What should you do if you know you’re not the right person to handle talent management? How long does it take to implement a talent management system? What could happen to a business if an owner doesn’t focus on talent management? Key points in this episode: The two components you want for your business to run effectively. Why it’s important to address the issues that your employees are (and sometimes are not) talking about. How your business effects your employees and how that can impact the community. The Three Corridors. How to tell if a business owner is detached (at 19:58). Nine components for creating an effective talent management process. Why a talent inventory gives an owner the most valuable information. Resources mentioned in this podcast Click here for access to training and templates BDO International Talent Mindset, by Stacy Feiner Wikipedia entry on time management, see Eisenhower’s quadrant section Dr. Stacy Feiner’s website Listen to Fully Invested below: