Ep. 2: Building Content That Connects: A Conversation with Fran Wescott

Want to create content that genuinely resonates with your audience? In this episode, content strategist Fran Wescott breaks down how to build authentic connections through strategic storytelling.

Why This Matters Now

In today's digital landscape, content creation goes far beyond just reaching new markets. It's about building lasting relationships that can weather any storm. Even if your client roster is full, strategic content helps create resilience in your business relationships and provides a foundation for navigating challenges together.

Key Takeaways

The Real Purpose of Content

Content isn't just another marketing tool – it's your relationship builder. When done right, it helps you expand your reach while deepening existing relationships. Think of it as your business insurance policy: when external challenges like economic shifts or internal issues arise, strong content keeps your relationships solid. Your content should work as hard as you do, creating connections that last even when you're not in the room.

Authenticity as Your Edge

In a world where everyone's fighting for attention, authenticity is your secret weapon. Today's audiences can spot manufactured content from miles away. Social media has leveled the playing field, allowing diverse voices to reach their communities in genuine ways. This shift means cookie-cutter content stands out – and not in a good way. Your unique voice isn't just welcome; it's essential.

Building Strong Client Partnerships

Success isn't just about how many clients you have – it's about how deep those relationships go. The key is finding clients who truly align with your values, beyond just their budget. Being transparent about what you know (and don't know) creates trust and opens doors for mutual growth. Think of it as building a community rather than just a client list.

Action Steps for Better Content

When Working with Professionals

True content magic happens when you start with deep listening. Understanding what's not being said is often more important than what is. This means setting clear expectations from the start and defining what success looks like for everyone involved. Cultural considerations, like having Spanish-speaking staff for Spanish language content, aren't just nice-to-haves – they're essential for authentic communication.

Moving Beyond DIY

There comes a time when DIY content creation starts holding you back instead of moving you forward. Recognizing this moment is crucial. When you're ready to transition to professional help, focus on your core message and let experts handle the technical details. This isn't about giving up control; it's about amplifying your impact.

What's Next

Get ready for Fran's upcoming podcast "Fran's Table," where business insights meet the warmth of sharing food and culture. It's a fresh take on business conversations, coming soon to Apple Podcasts, Spotify, and YouTube.

Want to dive deeper? Connect with Fran on LinkedIn or visit FranWescott.com to continue the conversation.

#AuthenticContent #BrandStorytelling #AuthenticContent #MarketingTips

WEBVTT

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One of the things we'll talk about in a moment about the

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beautiful business that you all have is,

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that's why DIY doesn't always work, right?

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Right. Because you don't have someone outside of yourself

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to say something isn't quite, that's not quite right.

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Uh, here's the one thing

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that I would wanna bring to clients.

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In addition to finding authentic aligned clients,

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I wanna make sure that their messaging is working for them.

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Right? And I think that's the little, the little part

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of the, the puzzle that's often missing is

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that they know they need to get their messaging out,

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and they know it needs to be authentic and beautiful,

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but it needs to serve their goal.

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And so that means that they need to know

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that it can serve their goal.

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So that also means that they need to share

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what their goal is.

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So if I do anything, it's making that connection.

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Because here's the last piece, is

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that I think sometimes we have messaging

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and storytelling in our back pocket, and we're not using it.

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Change of the Reel. A podcast with Monique Velasquez and

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Piper Kessler.

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For over 20 years, we've run a video production business

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that has achieved what only 3%

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of women entrepreneurs have done

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Exceed $250,000 in revenue.

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We wanna see business owners that look like us succeed.

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That's why we've started this podcast.

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Change the Reel. We'll drop twice a month.

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We'll release two types of episodes.

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One is with Piper and I kicking it

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and talking about using video and business. And

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The second features, conversations

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with business owners using media

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to drive diverse perspectives.

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This has changed. The real representation

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Starts here.

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Now, let's discuss content strategy for business.

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We have our friend, friend, Wesco Con consultant,

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uh, with content strategy here in Durham.

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Tell us a little bit about what you're

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doing, Fran, these days.

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Well, thank you. And I'm really glad to be here,

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and I'll tell you a little bit about myself,

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and then I want to turn the camera onto you.

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So, but I am a content strategist, which means

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that I help clients use all different kinds of content

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to get stuff done.

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Um, now sometimes the stuff that they want

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to get done might be to expand their repertoire of clients,

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might be to expand in markets.

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We'll talk about that in a minute.

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How you can use media to do that.

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Uh, and sometimes we use content just

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to deepen the relationship that we have

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with existing clients.

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Sometimes I talk to clients who say, well,

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I've got all the clients I can handle right now.

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I don't need to do any messaging.

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I don't need to mess with content

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because everything's perfect.

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And of course, we know that's not entirely true,

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because you can use this kind of medium

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to make sure that your clients know you.

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And the reason that's important is

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because it builds resilience.

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You're building an actual relationship.

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So if something goes sideways, whether it's something

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beyond your control, like the economy

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or something within your control,

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like an expectation isn't met

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or an expectation isn't identified,

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if you have a relationship, you can work beyond it.

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You can build a relationship with your client

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through the content that you're creating.

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I love this idea of, you know, the story

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and putting it all together to help you

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be known Yes.

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Trusted. Yep.

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And liked by your, uh, constituents

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or your clients, or who,

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Collaborators, Collaborators, partners, whatever it is

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that's out there going on. And

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The world is not static, And the world is

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Not static. It isn't.

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No. And, and,

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and, you know, we, we've talked as a community,

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as a society, more about the, um, the gifts of failure.

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You like, when something does go wrong, it's inevitable.

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And we can't, we can't, you know, plan ourselves beyond

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that eventuality.

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That's right. So if we're in a really deep relationship

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with our clients and we're helping them be in a deep

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relationship with theirs, it it, it helps us get

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through those inevitable shortfalls or failures.

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That's exactly right. And so, our first question,

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if you don't mind, um, we've got,

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Well, I don't have a question.

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I actually, I just want you to know, it's like

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whenever we go and hang out with you, uh,

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it just makes me feel better.

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It's like, oh, now I'm gonna be the one to cry. And

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So Join the club.

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I mean, it just, uh, I mean, I can't even express

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How it Really, how important that is.

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Yeah. Being able to, to, to, you know, speak

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with somebody who's so smart.

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And so like, has this great knack for listening and,

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and understanding what we're saying, uh,

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and then reflecting it back to us.

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And I think something's a big problem.

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And all of a sudden you're like, you're like, oh, well,

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and then you just get right.

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Dissect that in. Like,

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And I'm like, well, that was, that was,

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that should have been obvious to me. And it

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Wasn't. Well, it's never,

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it's never obvi.

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And that's another reason why one

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of the things we'll talk about in a moment about the

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beautiful business that you all have is

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that's why DIY doesn't always work.

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Right. Right. Because you don't have someone outside

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of yourself to say, okay, something isn't quite right.

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That's not quite right.

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And so I think that's, that's something

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that we have in common

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as service providers as well as clients.

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Right. Right. And I think that's one

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of the strengths in providing a messaging

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or communication tool to a client, is that it gets,

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it gets our client outside of themselves.

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Mm-hmm. It allows somebody outside of their own ecosystem

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to see them, and it shows them how

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to show up then to their clients. Does that make sense?

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It does, but it does lead us to this first idea.

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And that is giving flowers

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or, um, recognizing somebody, honoring somebody, somebody

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for shaping, um, your entrepreneurial journey

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or giving credit to someone that you don't know, that you,

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you don't know who they are,

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but you are like, they inspired me,

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or they really modeled something

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that I wanna also model. Oh.

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And something that they, they offer to the community.

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Is there somebody out there that you wanna give? Well, I

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Know that, I know that one of the things that, one

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of the many things that, that is important to you all, uh,

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and, and it's important to me,

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but only mindfully,

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so in recent memory, and that is inclusion.

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Mm-hmm. And,

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and I mean that beyond just diversity, I mean inclusion,

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you know, I think sometimes I think of my clientele,

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my prospective clientele as very specific.

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And it's important to do this work to figure out

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who your ideal client is.

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'cause you want to attract clients that are aligned. Mm-hmm.

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But I think I put my clients in economic boxes

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rather than in looking more holistically

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at my aligned client.

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It's like, I can't decide who can

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or can't afford my services.

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Right. That's right. Don't reach into their clients.

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I can only decide, um, who is aligned with my values

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and who is aligned with what I wanna help them accomplish.

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I can only figure out if my client wants

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to show up to their clients.

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I mean, some folks just don't want to, and that's fine.

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But they're not my client. That's right.

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So I think that's one of the things

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that you all have helped me see is that I've, I've thought

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to, um, narrowly about who my clients

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and collaborators might be.

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And I need to be serious about broadening that so

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that I can, you know, include people who are aligned, people

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for whom inclusion and diversity and equity is important.

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Um, but also, um, not decide for them whether

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or not they can afford my services.

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Because we might find ways to work together, um,

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that are creative and, uh, you know, sort

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of build a relationship now

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and then have a business relationship in

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the future. That's right.

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So, a little bit about your business.

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Tell us about your business.

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What's the heart of what you do?

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Okay. And what keeps you motivated to keep showing up

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and doing what you're doing?

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I help people connect with their audiences. Mm-hmm.

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Whoever they may be. And usually,

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and I'm so grateful, Piper, that you mentioned

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before that I'm a good listener.

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'cause that's fundamental. If you work with me, the,

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the one thing that you're guaranteed

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to get is a lot of questions.

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Right. And it's not always, you all know this,

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it's not always comfortable, is it? No,

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It is not. It isn't.

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We're about to turn the camera on you and figure that out.

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Okay. But, but I think it's important for folks to know

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that, um, I wanna work with folks who are okay with sharing

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with me what's important to them in their business,

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what they're trying to accomplish.

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It could be short term goals,

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because we wanna make sure that their, um, content

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and their messaging are aligned with their goals so

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that they're actually helping them accomplish their goals.

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Right. Um, but maybe longer term too, I mean, it could be

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that you want to, uh,

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build a more transactional sort of business.

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And that's fine. There's beautiful sort

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of clinical cleanliness in that, right?

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You want like a thousand clients

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and they can use this product

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and they can accomplish their goals with it.

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But it could be that you want a more relational business.

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And so those are the kinds

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of things I'm gonna ask a gazillion annoying questions,

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but I'm gonna listen deeply.

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So what, and put it to work.

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What makes you want to do this work?

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Oh, people. Isn't that just terrible?

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It's so, so, I mean, that's such a,

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a pat answer, but it's true.

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It's people, I really enjoy hearing people's stories,

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learning about their businesses, um,

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and what, what a privilege to get

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to maybe contribute to that.

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Help them sort of discover something.

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That is one of the things that keeps us going too,

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because like, really like being able to help people Yeah.

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Like you that have this amazing energy that we see make a,

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an impact in community and society.

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And so like, to, to be just like a little, little help

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with a little stepping stone to, to make

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that all happen on your side.

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Bloom. We love that. It's fun. It's

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Fun. It is fun. It's

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fun.

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Well, I mean, let's turn now it really is your turn. Okay.

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Don't you think? We're gonna hand it over

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to you. Okay. And so

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This is because I'm, I'm dying.

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I think this is, I think this is something

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that I really have wanted to know, though.

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I don't, I don't wanna put you on the spot,

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but, um, really my question is the genesis of this business,

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because it could be, you know, there are a lot

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of people out there with just video businesses,

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and there's nothing wrong with that again,

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but you all started with something

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and you started with the diversity of experience,

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but you've built it into something more.

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So do you mind telling me a little bit about

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what you've built and how it has emerged?

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I mean, it, you've, you provide video and you've

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provided video and everything, but it's more than that.

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So I'm sort of looking for how, how you came to

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where you are now, but maybe how

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what you do is more than just video.

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The inception. And the idea was to create, um,

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uh, a production company that

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provided, uh, Spanish language information so

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that community would be able to make economic

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and social, uh, decisions about their, you know,

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their world, you know, and how they maneuvered their family.

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And so it impacted community in, in my world, sorry.

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In my world. That's how, you know, the whole point

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of creating the business.

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Um, now, yes, a lot of it is in English,

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but ultimately what happens is when we get called

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to do the Spanish language part, it becomes my job

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to educate the client.

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It's not an afterthought.

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I'm not gonna do this and just translate it

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with Google Translate and just go with that.

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I'm actually gonna make it culturally, um, interesting.

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Um, and connect in a more authentic

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way to the audience.

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So we talk about, um, language

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specificity for country.

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Okay. Because mm-hmm.

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As we know, we know that the predominant

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Hispanic, uh, uh, population comes from Mexico.

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It's like over 50%.

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And, and then in certain areas, in certain cities,

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it becomes a little bit more dissected.

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Some of them come with El Salvador, uh, Honduras, Guatemala,

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you know, and then it sort of breaks down Colombian.

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And, and what's interesting is the fact that, you know,

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you talk to somebody who's Anglo

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who doesn't understand that.

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And I was like, well, what's the difference?

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Well, it's like the slang in Boston is gonna sound different

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than the slang in Atlanta.

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Yep. The verbiage that you use for certain

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cultural things is gonna be very different.

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And the inflection, I was gonna say,

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and the inflection and the accents.

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Yeah. And the accents.

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Oh, right. The accents itself. Okay.

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And so some of it is word choice, some of it is cultural.

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Uh, you know, what, what you're adding there.

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And so it becomes a, you know, it's an education

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for our client that it,

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it's not an afterthought if we're brought in.

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Right. 'cause we're not gonna do, we're gonna pass.

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We're gonna move on if that is what they're after.

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'cause what's the point? I'm not gonna do it if you don't

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have a capacity to help them in Spanish,

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if that's what you're doing.

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And so that is the inception, the concept.

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Now we do a lot of community impact,

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and we also do it with the idea.

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It's interesting to hear in Durham,

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and that is, we kept hearing from,

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I think it was the police chief's office, we need

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to include more diversity.

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Or maybe it was more diversity on screen.

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And in a town like Durham, which is

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majority minority mm-hmm.

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What they were saying is they needed

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more white people on screen.

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Did you hear that right away? I mean, that's another No.

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See, and that's a, a skill that you have as well,

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because you have context.

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Mm-hmm. You understand the community,

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and you were able to either intuit

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or research what it is they meant.

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That's right. Right. And that's something

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that not everyone is willing to do. Right.

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And so, And you guys are,

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That was one of, yeah. We started looking at their

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Past stuff and all, and we were like, oh,

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there's no white faces. Right?

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And so it became, it's like, oh, we have to work in,

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in a different direction for this.

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Right? 'cause a lot of times we are, um, doing things

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for our, our clients

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and we are given the onscreen talent to, oh,

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go visit this person.

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They'll be on screen for us. You know?

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And we notice, oh, we don't have any black or brown faces.

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We don't have any women. We don't have, uh, even, uh,

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you know, somebody who's blind or, um, differently abled.

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Differently abled or, um, might wear, uh,

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a yamaka or a Jeep.

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Gotcha. So there are some of these things that, you know,

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we'll, we'll ask

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and see if there is, you know, it becomes hard sometimes

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'cause you don't want to, you know, be too, um,

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heavy handed in that sort of presentation sometimes.

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But, but we're always looking for opportunities to be able

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to include that on camera.

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So that is something we do.

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And in order to show that our community

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and who they're talking to isn't just the white guys

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or the white women, or the black women,

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or the Hispanic young folks, it can be somebody

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who is a different faith or differently abled.

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It's so great that you're listening for your clients.

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You're listening to, you're not just like, okay,

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tell me what it is you want.

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And then fulfilling an order. Mm-hmm.

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I mean, do you like that part of the work? Piper? Tell me.

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I I would rather have that.

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I mean, because I think we've, we have so many times

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where we, they've already seen other people

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that are possibly gonna fill the contract.

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And you see it hit their face of, well,

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nobody asked us either.

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Nobody asked us a question where they're like, all

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of a sudden, the first time we ask a question,

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they're looking up and they're, you get this odd reaction.

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Or it's, nobody asks us that question.

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And they will flat out say that. Really?

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And, and it's like, I don't wanna say, I mean,

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I'm just like, how did they not ask you that question?

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I mean, in order to, to do this work.

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But we also get the reaction of,

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we walk in and it's two women.

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Yeah. Oh, Now, is that a surprise?

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That's a surprise. I think a lot of times

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It, yeah. We had, uh,

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somebody was escorting us to, you know, one

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of those discussions about projects

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and that they had already had a discussion

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with other companies.

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And the person

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who was escorting us back said, y'all are women.

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You guys need to make sure that you charge as much

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as the guys are charging.

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Which I thought was interesting

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because they assumed that we were not gonna do that,

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but they wanted to make sure that we understood

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that we should have the same value as some

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of the other vendors

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that were mostly guys. So that was interesting.

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That was not, it was kind of nice.

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It was, it was like they were, we like being different.

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Mm-hmm. And it's like, okay, if they don't like the idea

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of difference or whatever,

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then I don't wanna waste their time either.

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Well, and, and you know, if somebody who notices

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that you are a woman and Latino owned business

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is gonna be more aligned. Yes, that's

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True. Right. With what

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you, you wanna accomplish.

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And your client, you, you kind of like working with women

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and, and minority owned businesses, right?

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Yes. And tell, tell me a little bit about that.

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It's not that those businesses are better

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or necessarily by definition different, but,

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but you do say in, in on your website that,

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that there is a kind of resonance with that client.

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Tell me more about that.

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What would you love to see in a

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client, a prospective client? Good.

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And a prospective client? I mean, well, we had,

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we had had this discussion

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and Monique was like, well, who would you,

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who would be your ideal client?

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And I was like, oh, okay. Let me think about this.

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And I was like, well, a woman

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and, um, who has the same values?

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It's coming from the same place.

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So, um, that trusts us and we can trust.

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When she said, who is your ideal client?

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I looked at the clients that I really enjoy serving.

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And it's like, I, we end up almost having a friendship.

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A well, it is a friendship, a work friendship. Mm-hmm.

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And it makes it so enjoyable and fun.

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And then when we went

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through the whole thing, and then I was like, okay.

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And then if I was to put the cherry on top, I have to say,

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I would, I would prefer it would be, uh, a woman of color.

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I don't know why I just, that's a comfort zone.

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I don't know. But it's, I don't like,

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I don't like going on set

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and the person who's in front of the camera

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and everybody who's behind the camera

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look totally different.

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And that I feel like they're having to wear, wear a shield.

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Right. And I know that if we have that client, they're,

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I know that they immediately are going to be put at ease.

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That's right. And I, to get them there quicker is a joy.

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And to see that come across their face

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and the, you know, that, that comfort,

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because I know as, as, as part of the L-G-B-T-Q,

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it's like, I walk into a room, do I need to wear a shield?

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Yep. And I can only imagine, it's like,

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that's not necessarily seen on my face.

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Right. And for someone, I know what that feels like for me.

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And so, you know, focusing on, you know,

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what looks like us, right?

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Piper shows up and they're not necessarily thinking, oh,

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the other part of the business is, um, a minority Latino.

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And so me showing up adds a different dimension to

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what the experience is for the person that

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that is our client, also for the client to understand

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what we're doing in front of the camera.

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Mm-hmm. Because it becomes a shorthand for, oh,

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maybe we'll get a different perspective.

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Yep. And so for us, I think that right there becomes a part

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of the shortcut for us.

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And why working with minorities,

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they understand what the shortcut is.

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That's true. But it's also nice for people

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who are watching or listening, um, who are male and,

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and perhaps not of color, to know that you are bringing

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that sensibility with you.

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And it's not that any, any client, any, um, business that

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identifies an ideal client is not saying,

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I can't work with anyone else.

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What they're saying is these are,

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and that's why I'm glad that you elaborated on why it is

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that you enjoy working on this particular,

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with this particular ideal client, Piper,

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because you've identified elements of the relationship

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that really work well.

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So regardless of gender, regardless of ethnicity, somebody

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who resonates with openness, with inclusion, with,

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um, transparency in front of the camera,

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or under any circumstance when you're messaging

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that's gonna resonate, that's also your ideal client.

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Right? But there, but you, you learn

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to recognize it in some communities.

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So I'm really glad that you've both taken the time to sort

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of think about that, because it, it helps both the client

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and the, and the, the business or service provider.

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Right? Right. Don't you think? Yes. So yeah,

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I would think so. One

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Would hope That's,

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Well, you know, one of the things,

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so understanding this is where you're coming from,

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and this is the kind of client with whom you wanna work.

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Let's turn our attention now to, this is a big wide,

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beautiful sometimes world of video production

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and digital messaging.

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And we see it all, don't we?

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I mean, it doesn't matter if you're listening to podcasts,

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if you're looking at social media,

506

if you're checking out websites, if you're doing

507

anything professional, you're gonna see the gambit.

508

That's right. Of what's happening in video.

509

So, let's talk about trends.

510

And because I'm an affirming kind of person, I'm gonna say,

511

let's talk first about the trends that we love

512

and what you all can bring to your clients to capture

513

those positive trends.

514

Uh, so I'm seeing this trend of d different voices

515

and the equalization of social media, having those voices

516

speak to their own communities.

517

Now it spills out to other communities. Mm-hmm.

518

I might not be interested in, uh, you know, well,

519

I am interested in that, but I might be,

520

I might not be interested in ponies,

521

but there might be black cowboys out there, you know,

522

talking about ponies.

523

And so that becomes an interesting thing. Right.

524

So I think that is a positive trend

525

to have these different voices talking about things

526

that are interesting mm-hmm.

527

In different niches.

528

And that it, it isn't necessarily coming from the big

529

ranches that have the money, and that social media

530

and being able to just hold your cell phone up

531

and do that is an amazing thing to do.

532

Equalizer. It is a, the great equalizer.

533

YouTube, when it came out, I recognized it

534

as the great equalizer.

535

'cause you didn't have to have the, you know, the money

536

to buy airtime to be on TV anymore.

537

Mm-hmm. So that is one of the other trends of just having

538

that just so accessible.

539

And I feel like every things are becoming so authentic.

540

Ooh. And the, and authenticity is a word that's being more

541

and more used and it, but it, it's, you see it.

542

Right. And that's also due to, I think, the equalization.

543

And now it, it becomes more,

544

when you do see an inauthentic voice,

545

it stands out even more.

546

And I never knew what it was.

547

I knew when we went

548

and worked with somebody, I was like, wow.

549

I really enjoyed listening to her.

550

And it was that authenticity.

551

It was like, you know, I'm gonna say what I say.

552

And you know, there, there are, it is scripted a little bit,

553

but it is, I'm not gonna change my voice.

554

Yep. Just because I would say it this way, if I was talking

555

to one person, I would say it this way if I was talking

556

to a thousand.

557

Right. And that, I think that's a trend. And I like it.

558

I like seeing that trend.

559

Right. I to, I think those two are like right up there.

560

I think you all navigate that trend particularly well,

561

especially when it comes to authenticity.

562

Because one of the things that you've helped

563

with me when we've worked together is that you've helped,

564

um, me speak authentically

565

and identify how to stay on brand.

566

In other words, I don't have to talk a certain way

567

to conform to my brand.

568

My brand is me talking a certain way authentically.

569

And I think you help bring that to video,

570

which is really interesting.

571

And I think it's

572

because you make space for people to like bring

573

who they are, which hopefully is aligned

574

with their brand to, to their clients.

575

Is that something that, that you, I mean,

576

because this it video hasn't always been about authenticity.

577

No. So that's new. How, how did, is it just something

578

that came naturally with you because it's so resonant?

579

Or is there, like, there's an art to it,

580

because if there weren't an art

581

to it, everyone could do it, right?

582

Yeah. I think it comes down to like,

583

liking who's in front of the camera.

584

Oh, okay. And connecting so

585

that you don't feel like there's a barrier.

586

A guard. A shield. Okay. Right. Right.

587

Um, if I don't know you as well, I do my best to

588

connect with you as a human.

589

Right. Make you laugh because I'm goofy.

590

Um, you know, I'm gonna cry if you tell that story

591

so that we're connecting

592

Fun. Yes.

593

As opposed to, I need to cry when I hear this story.

594

And then you're like, what are they doing?

595

It's like, oh, they're trying to set themselves up. Right.

596

So it it's about connecting That's,

597

there is, that's a distinction. It

598

Is a, it's about connecting.

599

And so, so for us, it's, it's,

600

that is the way, right?

601

Mm-hmm. Because, you know,

602

and why we wanna connect with women, L-G-B-T-Q

603

minorities because we can't connect faster.

604

Yep. I, I've worked with lots of guys, front

605

of the camera clients,

606

and we connect, we, you know, they're open-minded

607

and they're, um, mindful about diversity

608

and sharing the stage and the mic with different voices.

609

I mean, there's other stuff there too.

610

It's the openness they have,

611

they have That's right. The openness and all.

612

And so it's easy, easier for them.

613

Some of, like, I'm thinking about Kevin, like taking the mic

614

and, and being authentic

615

because they're used to being in front of the crowd

616

and doing that, but they're,

617

they're willing to share the mic.

618

Ah, yeah. That's,

619

That's very true. And so

620

we're gonna say change the reel.

621

He's willing to hand it over to, to the story.

622

It's like, Hey, you know, I'm

623

gonna give you a chance to drive.

624

Yeah. He's not, it's not the the center

625

he knows he's got, he's always mission based, right?

626

Mm-hmm. And it,

627

it comes across in everything he says. Everything he does.

628

And so we don't have to do anything

629

to get him to be authentic.

630

Right. Shows it's, it's who he is.

631

He shows he shows up that way, except that you

632

Noticed it. Yes. Yes.

633

And you knew it. That's true. Yes.

634

And you understood the distinction between his mission

635

and his personality and what he brings

636

and what he wants to present.

637

Yes. Right? That's, that's both art and craft. Right.

638

And that's something that might separate you from other

639

people too, because you're understanding

640

that distinction. Yeah.

641

That's For me, I think it's that truth

642

and truth to me is authenticity.

643

And it's like, you know, when anybody lies, it's like,

644

oh my God, now you've gotta, you've gotta keep that lie.

645

Yes. And you've gotta stay there. You

646

Gotta keep up with it, Remember it.

647

And it's like, oh my God, that's so exhausting.

648

And, and you wanna, you know, people getting in front

649

of the camera, they're like, oh, I've gotta,

650

and it's like, if you tell them no,

651

just bring yourself to it.

652

This is not, we're not talking about acting, you know?

653

Right. Just bring yourself to it, then you won't have to,

654

now you're relaxed and you don't have to go, oh, I have

655

to be this

656

Person. And there are, are

657

a lot of people

658

that still have those shields.

659

And, and you know, we've had, uh, folks

660

that just couldn't bring it down.

661

Right. And be who they are. They were just terrified.

662

And, you know, that's a difficult thing to

663

experience with somebody, right?

664

Mm-hmm. People wanna weep.

665

Have you, have you had to explain to someone, the ROI

666

of making a transparent, you know, content

667

or messaging, you know,

668

and like, you know, what's,

669

what's I want the return on investment.

670

It doesn't, doesn't help my business if I'm transparent

671

and I share myself, well, how would you counter that?

672

Because really the answer is if you're able to do it,

673

how does it, how does it pay?

674

So, so for me, it's attract like-minded,

675

willing to connect, like, know, and trust you.

676

Ooh. And the other is repel. Ooh.

677

Right. So that's, that's where I, I'm always about,

678

it's like, who are you gonna repel?

679

Oh, I like that. And

680

that was the first time I ever heard when somebody was like,

681

no, it's okay to repel those clients

682

that you shouldn't have.

683

Right. They, they would be better served by somebody else.

684

And when they said that, I was like, what? I was repel.

685

Oh, that makes it easy for me. Yeah.

686

And easier for them because they don't have

687

to pretend working with me is

688

Okay. It's that truth thing again. That's

689

690

Exactly right. And you don't have to

691

say yes to everybody

692

with a wallet. Yeah,

693

That's right. Oh, that's

694

a tough lesson.

695

That is a tough One. Yeah, it is a tough one. Right.

696

That's great. I mean, it's to their be, I mean, we have had

697

that almost blunt conversation

698

of I think you'd be better served by someone else.

699

I don't think that we are going

700

to be the best option for you.

701

Yeah. Best in the best fit. Yeah. And it's honest.

702

And, and so like that, that idea

703

that when you meet somebody and you're connecting

704

or you're not jiving a whole lot, that's when you say, Hey,

705

it sounds like a great project.

706

It's not one for me. Mm-hmm.

707

Let me, let me pass you on to somebody competent, qualified,

708

and looking to probably work with

709

You. Well, and I'm

710

glad you brought that up

711

because I wanna hear a little more about your process, like

712

what it's like to work with you,

713

because we have a sense of your values

714

and how you resonate with clients

715

and who your ideal client is, some of

716

what you bring to those clients.

717

Talk a little bit about what it's like to work with you now.

718

I was asking earlier about the difference between like,

719

process and organic flow.

720

And you all probably by virtue of your own partnership,

721

have sort of brought a little bit of both to that.

722

But what are, uh,

723

prospective clients' expectations about maybe their

724

initial contact with you?

725

Right. So I like to do initial contact with, you know,

726

be questions and I listen

727

because as you know, listening

728

for the answers and what isn't there.

729

Ooh. Right? Yep.

730

And what, yeah, like what isn't there, what,

731

what spaces aren't they filling in?

732

What is it they're, you know, trying,

733

Like with the video, uh, provider who said, you know,

734

we want to see a diverse faces,

735

Right? And it's like, oh,

736

well, what, okay.

737

They didn't say and, and they kept saying it,

738

which was, I was like, wait a minute.

739

They're saying something without saying something.

740

What is it they're saying? So again, we,

741

we ask the questions like, what kind

742

of verse are you looking for?

743

Because this is what we've got.

744

It's like, we need more white people. Uh, got it.

745

We're on it. We can do that. We can do that. We can do that.

746

We know how to do that, so. Sure. Sure.

747

Um, and, and so, you know, asking questions to,

748

to get started and understanding

749

what their process is going, you know,

750

where their comfort level is,

751

because some people are,

752

are experienced at having production done for them.

753

Mm-hmm. Some people are not experienced.

754

Some people are, uh, micromanaging and

755

or they want to be filled in,

756

or they wanna be educated about the process.

757

We do a lot of education during the process. Okay.

758

Um, because, you know, sometimes they don't understand,

759

you know, who writes the script?

760

How does the script get written?

761

Um, what happens when the script is done?

762

You know, what the process is.

763

And so we do a lot of questions about what it is they want,

764

what it is their goals are,

765

what is their objectives for the video.

766

Because ultimately, you know, we had way early in,

767

in the two thousands, somebody was like,

768

I need a viral video.

769

I was like, well, we can't just order that up.

770

I mean, we could do our best to make a video

771

and put it out there and like start promoting it.

772

Um, it, but you can't just, you know, we, we'll do our best.

773

You know? And so it becomes, what is it you really want?

774

You just want eyeballs on

775

it. Is that what you're wanting? Right.

776

Because they come, well, what is a viral video to

777

You? Right. What are the

778

measurements that you're going

779

to call success on a video?

780

Is it eyeballs? Is it conversions to sales?

781

Is it phone calls only?

782

Is it, Hey, I don't get the wrong kind of phone calls.

783

Like, so there's, there's different ways to measure that.

784

And so listening and asking those questions

785

and then figuring out what their process is for

786

onboarding those clients. We

787

Ask questions and then we read the client.

788

As for, I mean, because I want somebody to be honest with me

789

and be like, they're like, I have, we've had a lot

790

of people say, I have no idea.

791

And it's like, awesome. Because

792

At least they know it. Right. And I'm

793

Like, okay, great. I mean,

794

yeah, that's like an awesome moment,

795

Right? Because ultimately

796

what happens is I understand

797

what it's like to be on another side.

798

My dad's a car guy, so I get this,

799

and I use this analogy a lot.

800

I don't have that fear as much going to a mechanic uhhuh

801

and not knowing what they're charging you for.

802

Ooh, that is a good analogy.

803

Because I hope that they will say, I don't know

804

what the process is because they feel comfortable with me.

805

Mm-hmm. And they're not on guard

806

and not revealing that they don't know

807

what they're talking about.

808

Like they're talking to a mechanic trying not

809

to be taken advantage of.

810

Right. Right. And so

811

that's when they can tell me, I dunno what the process is.

812

I know that their guard is down,

813

they're being honest about it.

814

And that we can start educating them

815

and figuring out what their process is

816

and what their comfort level is

817

and what where they take the home.

818

It also starts the relationship. Yes.

819

I mean, 'cause even if we've had people

820

that didn't hire us necessarily, but they came back later

821

and were like, I don't understand why it didn't work.

822

Yeah. When I went with this other, you know,

823

I don't want that to happen again.

824

That's right. And so now it's like they did get to

825

that more honest place of, okay,

826

I've seen it when it didn't work.

827

I don't know why it didn't work.

828

How are you gonna tell me it's gonna work?

829

And it's like, great, let's have a conversation.

830

And it's the, it's again, goes to the authenticity.

831

'cause you get there quickly, both sides.

832

And now you can let guards down.

833

And I mean, we've also had a client say, I don't think this,

834

you're the ones who can handle this for me,

835

but I would love to use you in the

836

future on a different project.

837

Exactly. And that it feels very, I I don't,

838

I think they're being honest and they know,

839

and it's like, you know what?

840

I think you might be right from what you're saying. Mm-hmm.

841

Well, and that's the ROI the return on investment, right.

842

Is you allow yourselves

843

and your strengths to be known to your clients

844

and your prospective clients.

845

You'd love to come like with an honest sort

846

of assessment about what you need or what you want.

847

And then if you don't know, let's work on it together.

848

And you all are great at identifying goals, even

849

where the client, it sounds like,

850

hasn't identified the goal.

851

It is. They rare, a lot

852

of our clients have not done the marketing work.

853

And possibly because they're not marketers.

854

I mean, in some ways I'm very specific about content

855

and the mechanics of marketing.

856

Ooh, I will leave that to someone else.

857

I will happily say I don't understand the mechanics

858

of this particular tactic. So,

859

Which gets you to the, the, the doing it yourself.

860

Right. And it's like Exactly.

861

And that, and I have to say, when people will say, you know,

862

they might meet me at a party or something like that.

863

And they're like, oh. And it's like a confession.

864

Oh, oh, well, we do our videos ourselves.

865

We just have an iPad, an iPhone. And I'm like, great.

866

That Yeah. That's great.

867

You know, you're doing it, you're getting it out there

868

and there.

869

If the authenticity is there, the,

870

the only issue I have is sometimes when I'm watching it,

871

I get distracted.

872

Okay. And I don't, I'm like, I, I hate to watch something

873

and go, oh, your audience is getting distracted.

874

And because you know, you're missing your message. Yeah.

875

And it's because you've put

876

so much on yourself to handle it.

877

Right. And it's like, I think it's great.

878

And there are certain things that

879

for sure you can do by yourself.

880

It's when you start getting, trying to go up

881

that it becomes overwhelming.

882

And let's say, I mean, we've talked about you're

883

Leveling up. Yeah. Yeah.

884

You're leveling up

885

and you've got, you've got one

886

or two people that work for you,

887

but now maybe you've put the pressure on them

888

and you don't realize what you've done to your folks.

889

Right. And it's like, oh, I feel great.

890

'cause now I'm just in front of the camera.

891

And then you, you go back and watch

892

and go, well, this is

893

distracting, and why didn't you do this?

894

And why didn't you do that? And,

895

and that's not what their job was.

896

Right. Right. Maybe you hired them for something else.

897

And we've talked about that. And

898

because we have, those people will come to us

899

and go, I'm trying to convince my boss to like,

900

Have a me, let me do it. Yeah.

901

'cause I can't handle this anymore,

902

and it's stressing me out.

903

Mm-hmm. You know, we've had that, we're just friendship.

904

And you can advocate for those people then too.

905

Yes. Ooh, Nice. Yeah.

906

So that's the, that's the, the, the authenticity goes,

907

you know, sometimes with doing it yourself,

908

but it also can harm you in some ways.

909

Yeah. So,

910

Oh, I love that.

911

Well, what would you, what would you want people

912

to remember about your business?

913

In other words, you know, they say, we have on a website,

914

we have nine seconds to catch someone.

915

And so now, I'm not saying you have

916

to speak in nine seconds, but like, what is the one thing

917

that you'd want somebody to get from contact

918

with you if you're at a party, say, Piper, that same party.

919

Oh boy. I would just, I, I would just want them

920

to be comfortable with me.

921

It's like, rock on. Yep. Yeah.

922

And then I think that, you know,

923

because if they're like, oh,

924

I could be on set with this person.

925

I mean, 'cause I think that's how, when I,

926

when I get asked again to a set

927

or whatever, I think that's the number one thing.

928

It's like, oh, you know, you were comfortable.

929

That would be the number one thing.

930

It's like, oh, I remember her because

931

I feel like I could be comfortable,

932

But I was comfortable with her,

933

but I didn't notice her too much.

934

Right. Is I I'm all about like the confidence, right.

935

Like, ah, snap. I don't have to worry. Right. There you go.

936

Oh, that's smart. That's true.

937

That's like, I don't have to worry.

938

I'm confident that it'll be done. Right. It'll be on time.

939

I'm confident that I am gonna look good. Yeah.

940

When it's out. And I'm confident that I'm spending the money

941

and making the right decision to, to do this

942

with Velasquez Media.

943

Yeah. They're helping me to get my goals met.

944

That's right. Confident that, that that money and I'm

945

Gonna be comfortable doing it. Yes.

946

Because we're gonna be resonant.

947

We're gonna know one another.

948

We're gonna have understand, understood expectations. That's

949

Right. F**k on.

950

That's Alaska's media.

951

Yeah. So I do, I really, I feel like that's,

952

that comes across though.

953

Oh, good. And I love that. And I love

954

that there are these two distinct personalities, bringing

955

that to, to, to being

956

Yeah.

957

Making the business reflect both of us.

958

I, I don't know how that happened.

959

I guess we shared those things, right.

960

Like we shared those things and we didn't,

961

we were authentic about doing it.

962

And we're not trying to put a different face on

963

what we're, who we are and what we do.

964

So we're happy, uh, to work together. So at

965

Least I hope you I'm gonna ask this question though. So

966

Are we, Are we out of time? No.

967

I mean, but are we, through your process,

968

do you have something to reflect

969

back to us about what we've got?

970

Absolutely. And that's one of the things

971

that I mentioned earlier that, um, working

972

with you all is fun,

973

but I also have a sense that I can put myself in your hands

974

because like I said, I have a a pretty good handle, um,

975

on the content, you know, and, and bringing the content out

976

and trying to, and

977

That's all you should have to worry about.

978

Exactly. Exactly.

979

And so I feel like when I come to you all,

980

I know I can have faith in the fact

981

that I can be comfortable.

982

This is what I have to say.

983

We did a, a workshop once on, um, emergency communications,

984

and it was so effortless

985

because all of the logistics were handled by someone else.

986

All I had to do was bring my little, little, you know,

987

purse full of, you know, content, little ideas, um,

988

and then open it up and dig down in there and bring it out.

989

And you all handle the rest.

990

And, and it sounds like, you know,

991

a little walk in the park.

992

But what I understand is

993

that I couldn't have done it on my own.

994

Right. This is why it really resonated when you said, one

995

of the things that we try to, you know, counter

996

is this sense that I have to do it myself.

997

Right. And I, it, it's not easy.

998

I mean, I could tell, you know, if somebody doesn't know

999

yet, I will share with you.

1000

It's not easy. Right. Right.

1001

And so I I make it sound like, oh,

1002

and then it was just done.

1003

But Right. So you guys, we

1004

Think a production is success.

1005

Success if the people in front of the camera

1006

had a good experience. Yes.

1007

Yes. They didn't feel the pressure that we had

1008

that this camera wasn't doing this,

1009

or the mic was doing that, or the lights

1010

or the, you know, the cables were too short or whatever.

1011

It's because that's our problem. Because that's our problem.

1012

We want the audience

1013

and the person in front of the camera to have

1014

a smooth experience where all they were thinking about was

1015

Their content. They're all curse full

1016

of messages.

1017

Well, it's like, to me it's also also like a partnership.

1018

It's like you were talking about, I, all I have

1019

to do is worry about the content.

1020

And I'm like, that's huge.

1021

That Is huge. It's like, I don't, I'm not the expert.

1022

That's right. I want you to be totally focused on

1023

what the content is.

1024

Mm-hmm. And what you need to get across

1025

and not worry about any of the other stuff.

1026

Oh, that's the Place we need that person to do.

1027

Because I'm not the expert. She's not the expert.

1028

You may have told us a thousand times,

1029

but if you're having to split your attention between, oh,

1030

uh, uh, are we getting lunch for everybody?

1031

Make sure it's coming. Do, has anybody done that?

1032

No. Do we have enough vegetarian

1033

Options? You're then

1034

you are, you're split. Right?

1035

You're out of what, you have a huge job. Mm-hmm. Right.

1036

And I recognize that.

1037

It's like, that's why I don't want

1038

be in front of the camera.

1039

It's like, you know, it's like,

1040

and I totally, totally, totally respect that person

1041

that has to be in front of the camera.

1042

Totally. I don't care if they're an actor

1043

or if they're the expert or what they are.

1044

And it's like any distraction from them.

1045

You know, I was telling Simon earlier, it's like if I hear,

1046

because I'm usually listening.

1047

If I, if I hear them being like, oh,

1048

is what's going on over there?

1049

I'm immediately going, okay. They're distracted.

1050

They're distracted, and I need the producer

1051

to know they're distracted.

1052

Or I need to go and say, Hey, I'll find out what's going on.

1053

But don't worry about that. You know, that's, that's my job.

1054

Mm-hmm. Is to get you back into

1055

Content mode. Yeah. And,

1056

And that's what you do. Because

1057

I know you work with clients like

1058

who are financial services people

1059

and who are non-profit, uh, leadership.

1060

And so they're all bringing different things

1061

right in front of the camera.

1062

But you all are great at making sure that

1063

that space is amenable to all of us, regardless of

1064

what we're bringing in front of the camera. That's

1065

Awesome. That is appreciated

1066

to hear. And I thank you.

1067

It's, it's so real. Like even coming today

1068

and talking to you guys, I'm like, woo-hoo.

1069

It's Really fun. 'cause you handle everything. Oh,

1070

Well, we try. Me too. We

1071

Do. We try. You and Simon.

1072

That's

1073

Right. So

1074

we appreciate you taking us through listening

1075

to us and our story.

1076

I love it. So, and you know, let's circle back around.

1077

You work with clients in your own business mm-hmm.

1078

And you help them put their stories together.

1079

I do. But here's the one thing,

1080

and you mentioned this earlier too.

1081

Uh, here's the one thing

1082

that I would wanna bring to clients.

1083

In addition to finding authentic aligned clients,

1084

I wanna make sure that their messaging is working for them.

1085

Right. And I think that's the little, little part of the,

1086

the puzzle that's often missing is that they know they need

1087

to get their messaging out,

1088

and they know it needs to be authentic

1089

and beautiful, thank you to you two.

1090

But it needs to serve their goal.

1091

And so that means that they need to know

1092

that it can serve their goal.

1093

So that also means that they need to share

1094

what their goal is.

1095

So if I do anything, it's making that connection.

1096

Because here's the last piece, is

1097

that I think sometimes we have messaging

1098

and storytelling in our back pocket and we're not using it.

1099

Ah. Right. Because we're thinking, oh, I did that years ago.

1100

And I'm thinking, well, it's good, good for you.

1101

Let's look and see if it's still relevant, still on brand,

1102

still serving your goal.

1103

If it's still serving your daggum goal, apply it. Apply it.

1104

Get back to it. Get back to it.

1105

Maybe it needs polishing up, maybe it doesn't.

1106

And and you all can even help with polishing up and,

1107

and taking existing work and making it new and relevant.

1108

Maybe reshooting it, maybe doing something like that.

1109

But, but make that connection. Right. Being by Fran Wesco.

1110

Sorry, she steps off the soapbox. No,

1111

That's perfect. That's perfect.

1112

And so when you have these, uh, you know,

1113

lost stories that you want to help, you know, re uh,

1114

Repurpose Repurpose and,

1115

and polish their brand again, um, do you stick

1116

to one kind of medium or do you just like, have a gambit?

1117

Because I know you are a writer as well.

1118

I, you know, I'm a writer,

1119

but I, that's not where the magic is.

1120

The magic is, in bringing out the story in your voice.

1121

You were mentioning both of you at various points

1122

during our conversation, that it needs

1123

to come out in the client's voice.

1124

Mm-hmm. And so I can write,

1125

and I've learned to write in a client's voice,

1126

but that's not sustainable.

1127

You don't wanna hire me as a writer.

1128

What you wanna do is you want to identify your voice.

1129

You wanna make sure it's, you know,

1130

a a reflection of your brand.

1131

Mm-hmm. And then you wanna apply your messaging mm-hmm.

1132

The content in that voice to your goals.

1133

So I can, I can work with written,

1134

but you know, everything that I do lends itself as well

1135

to visual and to telling a story

1136

and video, telling a story with still images even.

1137

Mm-hmm. And so any kind of messaging can be applied

1138

to whatever medium works best for that client.

1139

And increasingly that means video.

1140

But the, but the number one thing is just to

1141

feel like you can do it.

1142

Right. That it doesn't take Right.

1143

You know, it doesn't take specialized knowledge.

1144

I, I don't have to have all the answers.

1145

No special language, no special.

1146

It's just you and your story.

1147

Right. And bring that story to someone who knows

1148

how to get it out there.

1149

And, and that's all you have to do.

1150

Like you were saying, just bring your, your own story.

1151

Right. And then you all will handle the rest.

1152

We try. We try.

1153

So here's what I'm gonna pivot here a little bit and,

1154

and ask you, what are you doing with your own

1155

media experience?

1156

You've got a newsletter.

1157

I have a newsletter. It is a little teeny tiny newsletter.

1158

And what I do is I sort of hint at things

1159

that we might do together in my newsletter.

1160

And I have a few little sort of collateral materials,

1161

like some information about emergency communications

1162

or, you know, um, brand voice 1 0 1,

1163

brand style guide, 1 0 1.

1164

Um, and then sometimes it's, um, more about

1165

what it's like working with me.

1166

And sometimes I'll use video.

1167

Um, not beautiful, but it is just get it out there.

1168

Video, authentic, authentic video, um,

1169

for little updates on LinkedIn.

1170

And here's, here's a thought.

1171

And I think doing those little video snippets gets me in

1172

better position to work with professionals,

1173

because it helps me understand more about the types

1174

of stories I wanna bring

1175

to my prospective clients and the brevity.

1176

I'm not good with brevity. You know this about me.

1177

Well, do you, but you're really good at like, cutting to

1178

that scalpel that I I, I was saying, I think of you as,

1179

as a a, a sieve, which I was explaining the other day

1180

to somebody what a SIV was.

1181

And it's, to me, it's more than just a filter.

1182

You're, you're sifting through in a quick, very quick way

1183

and getting to, well, this is the core.

1184

I mean, like the emergency communications thing.

1185

We sat down with somebody

1186

and the first question you said was, well,

1187

what do you consider an emergency?

1188

And they said, it blew my mind. And

1189

I was just like, that's Such a

1190

Basic question. That's

1191

the most basic thing.

1192

Now we've like, and it was, it was watching the, the sve.

1193

Right. The Svet work. And it

1194

was like, oh, well, we just need to start.

1195

And it was so obvious to you,

1196

but the, the rest of us were like, oh, yeah,

1197

we do need to start there.

1198

There's some, yeah. Some assumptions going on here.

1199

We need to just do that. Right. Let's do that.

1200

And so I would hope that you're talking about a podcast.

1201

I am. So there's gonna be some of this on there too. There

1202

Is, and it's Fran's table is the name of the podcast.

1203

Nice. Um, but I, it's all about the conversations.

1204

We're only missing a table here. You know, I a

1205

Little bit of of food, I know, you

1206

know, we're working on it,

1207

But it's really the kind of conversations

1208

that we have around the table.

1209

And sometimes it's business related and sometimes it's not.

1210

And that's part of what you were saying, both

1211

of you were saying about building a relationship.

1212

Yeah. So it's born of my love of food. I do love food.

1213

I love everything about food.

1214

I love the making of it and the culture of it,

1215

and the color of it, and the eating of it.

1216

But the, my experience,

1217

and there's certainly nothing wrong

1218

with eating over the kitchen sink or in front of the tv.

1219

Nothing wrong with that, but Right.

1220

The best conversations on

1221

The table. Right? Yeah. We break bread

1222

and we, we have fellowship.

1223

We do. We do. So that's what it's gonna be about.

1224

And sometimes we'll talk about business,

1225

sometimes we'll talk about food.

1226

Mm-hmm. And sometimes we'll just talk.

1227

That'll Be fun. That'll

1228

be fun. Yes.

1229

And, um, I am super excited about the podcast,

1230

so I can tune in and, and hear what you have,

1231

because I, I love catching you up on LinkedIn too,

1232

because they're so,

1233

they're bite sized nuggets of information.

1234

Oh, so amazing. But I'll

1235

Get it even shorter. I promise.

1236

1237

I'm happy. Whatever content is Yes.

1238

Whatever content is out there, because I, I'll sit still.

1239

You, you engage me. So I'm good. That's

1240

Right. We're of

1241

An age. Yeah, that's right.

1242

Let's say that we wanted

1243

to visit Fran's table.

1244

Um, where would we look

1245

for Fran's table? Do we have a spot yet?

1246

We don't have a spot yet. Okay.

1247

I've done, I've done some searching on

1248

the distribution mm-hmm.

1249

Um, to see if there's anyone else, um, like that, um

1250

Right. You're doing your, your

1251

due diligence

1252

Research. Yeah. My due diligence to make

1253

sure that I'm not competing

1254

with someone else who's frannie's table

1255

or, which is fine too, but Right, right, right.

1256

So, so distribution, the goal is that I'll distribute it,

1257

distribute it through like all the usual outlets.

1258

Apple and Spotify and those guys, YouTube probably, right.

1259

Um, initial, it'll probably be without video.

1260

Um, but eventually it absolutely will be with video.

1261

I Love that. Knock, knock, knock.

1262

We, we'll have this conversation. Okay.

1263

Totally have this conversation.

1264

Well, we wanna thank you for being here on Change

1265

of the Real Love It.

1266

Because we wanna talk about, you know, how we tell stories

1267

and how, like, the idea is, like in a movie theater,

1268

when you're changing the reel,

1269

you actually have real one reel, two real two three,

1270

and you know, that tells the sequence of the story.

1271

But sometimes if you do it outta order,

1272

it becomes a different thing. Ooh.

1273

Ooh. I love that. And so, I believe a lot of

1274

what you do is help people like not tell the same story.

1275

They, it helps them change what their story is going to be.

1276

You're exactly right. That's brilliant you guys. Yay.

1277

So that's, that's why we were calling it Change The Real,

1278

the other thing is representation starts here.

1279

And so with you, you have your own voice.

1280

And even if there is another Frannie's table,

1281

I think Fran's table will be, uh, an exceptional, uh,

1282

experience for everybody who tunes in.

1283

'cause there's only one Fran there

1284

In, there is. God help us.

1285

Thank you so much for listening to this episode

1286

of Change The Real.

1287

If you like the episode, subscribe,

1288

share it or leave a comment.

1289

And remember, representation starts here. See you soon.