The Harrow and Jett Show
Welcome to The Harrow and Jett Show — unfiltered conversations between two young business owners and Accountants who just merged their firms and are figuring it all out in real time.
If you’re a young entrepreneur, this is your podcast. We talk about the stuff nobody teaches you: creating a 10-year vision (and why you shouldn’t change the goal, just the path), staying disciplined while still having fun, learning from dumb mistakes like hiring too early, spending money you don’t have, using credit cards to “feel like a business owner,” and why paying yourself first is non-negotiable.
We share our real stories — selling golf balls as a kid, moving from Cuba with nothing, leaving cushy jobs, merging two practices, wearing all three hats (technician, manager, entrepreneur), building processes on the fly, and why having the right partner changes everything.
No corporate jargon. No theory. Just two Accountants who work with hundreds of early-stage businesses every year telling you what actually works (and what will sink you).
Perfect for ambitious founders who want to stop stressing about taxes, cash flow, and growth — and start building something that pays you and lasts.
New episodes every week. Hosted by the team at White Glove CPAs & Business Solutions.
Visit whiteglovecpas.com and let’s build smarter together.
The Harrow and Jett Show
EPS 6 Business Development
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EPS 6 🎙️
We get real: launching the podcast, hitting 1K+ views, and breaking down what no one tells you about business development. From working the room and building genuine connections to cultural differences, networking strategies, and setting boundaries in business.
If you want to grow your business and learn from real, unscripted experiences—this episode is for you. 🚀
Website: https://www.theharrowandjettshow.com/
Tiktok: https://www.tiktok.com/@theharrowandjettshow
But I love talking to people. So I think it just is kind of a natural thing that I would want to do anyway. And then it I I either or they someone pivots to like business or like what you do for a living. It's a very common thing, especially here in the US, I feel.
SPEAKER_01Yeah, it is.
SPEAKER_03And that circles into, oh, can I have a business card? And then nine times out of ten, they enjoyed speaking with me. I mean, maybe they didn't, I don't know, but they they act like they enjoyed speaking with me.
SPEAKER_00Guys, guys, guys.
SPEAKER_03Hold on. Jet.
SPEAKER_00Hero. Business. Hendor. We are back. We are back. We are back. What's up, Harrow? How's life been?
SPEAKER_03Life's been great. So we did something fun yesterday.
SPEAKER_00Yes. What was that?
SPEAKER_03Yesterday we officially launched the podcast for everyone to watch. Yes, we did it.
SPEAKER_00Yes, yes. It was it was fun. By the way, that kind of mess that that messed me up.
SPEAKER_03I can tell.
SPEAKER_00Because I was so distracted. And then I I have been off of social media for like a month, for like six weeks, just because of busy season to be able to focus. And then yesterday I get back in and oh, I'm I'm reposting, I'm DMing people, like, hey, let me know your your feedback on this. And then I had the worst night of sleep because I was I worked late until like 9 pm and thinking about clients. And then I went home and I couldn't last night. Yes, and I was and I was thinking about the podcast, seeing the YouTube numbers and all of that. And I can say, guys, we went by roar. Thank South Views, right? 10,000 on the first YouTube podcast. So that was good, guys. Thank you. Thank you for the support.
SPEAKER_03Yeah, we appreciate it.
SPEAKER_00Yes. Yes, 10,000 views. Liga bag. Look at that. If it's not a 10,000 views, might actually get a 10,000 views. Because yeah, no, but it was good. Uh what did you get out of that? We launched the podcast. We are podcasters officially.
SPEAKER_03Officially.
SPEAKER_00Yeah, we have a platform.
SPEAKER_03That's so crazy.
SPEAKER_00Yes.
SPEAKER_03I mean, it's all good things, though. I think there's a lot of good advice. And then and we had so many, so much good feedback. I told you I had a few friends who actually reached out and they were like, wow, I'm motivated to start a business.
SPEAKER_00Yes, go and do it. Just go and do it.
SPEAKER_03So we'll talk about that in another podcast.
SPEAKER_00Yes, yes. I think that like yeah, the next few podcasts we should we should talk about that. That that would be a good topic. Yeah. And also another feedback we have is that we have been sucking at the introductions. Like people don't know who we are, why we are doing a podcast. So let's clarify those questions. Who is Harrow?
SPEAKER_03Who is Harrow?
SPEAKER_00Yes.
SPEAKER_03Okay, good question. So Harrow, me, I am a partner at White Glove CPAs. Jet and I um are both partners there. We now are podcasters.
SPEAKER_01Yes.
SPEAKER_03Okay, and then a little background of Harrow. So Harrow um worked through the finance chain in like private accounting, I'll say. And ended up as like CFO, like helped an international company expand um to various countries, dealt with all of that stuff, and then decided that she would be crazy enough to start her own firm.
SPEAKER_00Yes, and you have done it. And I fear the most impactful thing, you have done all of that while you're having a family, which is crazy. That is true. It's crazy. So yeah, that's awesome. And then, like, why should people listen to you? Why should people listen to us? Why should people should spend an hour every day watching the videos and commenting and liking and subscribing? Why?
SPEAKER_03That's a good question.
SPEAKER_00Why invest their time on us? You should be investing your time in us, in the hero and your show. Why?
SPEAKER_03I mean, we both bring a really diverse set of skills, especially at our age. And I've listened to a lot of business podcasts, and like one thing they don't have a lot of time is really they're not as relatable as we are, because I think we have like semi-humble like beginnings, right?
SPEAKER_01Yes.
SPEAKER_03And we have different perspectives. And then I like that I came up in like private, you came up in public. So people in the accounting world, but I think it's more than just accounting world, it's like actual entrepreneurs because every single day, day in and day out, we are dealing with like hundreds, if not thousands, of entrepreneurs from tattoo artists to like you know, window tinting, like to doctors, to lawyers. So we have just that diverse experience and we get to watch like the failures, watch the success and see why they failed, how they failed, why they succeeded and how. And now we're here and we're able to kind of give you guys like the feedback and like help you guys understand and learn from others' mistakes so you don't have to make those.
SPEAKER_00I agree, I agree. Yes. Uh I think we are just being real. Like I feel every podcaster out there, every business podcast out there, uh, they start their podcast and they make that their main business.
SPEAKER_03That yes, and they're scripted though. Because I've remember we've had some people try to advise us on scripting. I mean, it's probably pretty clear. We don't script anything. Like we don't really practice.
SPEAKER_00We just get the topic and then do uh uh two lines of it and then we just flow here. This is this is real, like we haven't script any of this. We are as real as as it gets, and that and and something I told Harrow is that hey, if I'm gonna go if I'm going to do a podcast, we have to make it as easy as possible because I don't have time to prepare for this.
SPEAKER_03Like for this podcast, not not in taxis and not when you're busy reviewing thousands of returns.
SPEAKER_00Yeah, for this podcast, we probably have to spend like less than 10 minutes in preparation. Yeah, it's just the main idea. So this is just uh as real as it gets. And then I agree. Like, who are the biggest business podcasts you will listen to?
SPEAKER_03That I mean my favorite is Gary B 100%. Like, and he's more like geared to like the marketing area, but he's definitely my number one. I listened to him in the sauna, actually.
SPEAKER_00That's awesome. Yeah, what what about I guess the whenever I think about business podcasts, I think about Andy Frisela.
SPEAKER_03Mm-hmm. Yeah, I've listened to him several times.
SPEAKER_00He has he had the the MFCO and all of that, but he's uh he now has he's also a person of development kind of more podcasts. So yeah, he's a cool dude. So hey, Gary V, Andy Frisela, get get your staff together because we're coming for you. We're coming for you. So that would be cool to have them here, right? Yeah, yeah, totally cool. We should do a public invitation. Andy Frisela, if you're watching this, we would love to have you in this podcast or be guest on your podcast, Gary V. The same thing. We will fly out, Gary V, we will fly out to New York. Andy Frisela is Miss Mississippi, right? San Luis, Mississippi, right?
SPEAKER_03Perhaps.
SPEAKER_00Yeah, so we we we'll fly out for it. So cool. So who is who is Jet?
SPEAKER_03So who is Jet?
SPEAKER_00Jet is man. Jet is an immigrant, somebody who should not be in this country. But thank God and thanks to my mama, I was able to go to this country here 10 years ago, almost 11 years ago. Uh I am a Cuban American immigrant. I'm an American citizen. Now I feel more American than Cuban. I still love Cuba, but America, this is America, this is my country. So yes, so and then have always been a very ambitious and uh ambitious and disciplined young man, and and I I have always wanted to have my own business. I've been working really hard for this and to achieve that. I as soon as I got into this country, uh I was a junior in high school. I started reading and learning about business as much as I could. Then I went to college because my mom wanted me to go to college. I think that was pretty smart of her, and and I love my mom a lot. So whatever my mom says, she said go get the master's. I'm like, okay, I need to make sure.
SPEAKER_03She's a brilliant woman.
SPEAKER_00Yes, she is. I love her. And then yeah, so I did uh I did in college I studied accounting. I have a bachelor's and a master in accounting. I became a CPA right after. Thankfully, I was able to pass all of the CPA SM the first time. Oh wow, first time. So that was cute, that was cute. And then I worked for a CPA fan for five years, and then I started White Glove CPAs with Hub last year. I love business. I have, I feel I have a lot of perspective about business because of my background from Cuba. I travel a lot, then I see a lot of businesses, and I, you know, want to do business and I'm doing business, so there is a lot of perspective. You actually do.
SPEAKER_03And something about you is, and I think I've told you this before, but you're very inquisitive, so much so that I think you've learned so much in like such a short amount of time because you've asked so many business owners so many questions. Yes, and like so many professors, etc. Right. So I feel like your like your knowledge of business way out seeds like your years of business.
SPEAKER_00Thank you. Thanks so much for that. And then why you should listen to us if you're asking, like, why should I invest an hour every week on this? Because hey, we're going to get real in here, and we are just talking business. Hopefully, we are an inspiration for you all, and then we're going to talk about real life stuff. Uh Harold and I, we actually run a business. We are partners, we are in the day-to-day on it, and a lot of this conversation comes from mobile day to day, and we are going to bring you those stuff to you. So, and again, and I and I cannot say did this enough. Thank you. Thank you for the for all the support. I know investing an hour every week in watching this podcast is a lot of time, but but we appreciate that. And with that being said, please let us know any feedback and anything you want to hear about it because we love feedback. Yeah. Something, something I go by, I don't know everything, and I I I always can learn from my staff. And you are our customer for this podcast, so leave us any feedback and then we will take care of it. So, Harold, I guess today we're talking about business development and the importance of continuing business development. What do you got for us?
SPEAKER_03We are, we are. So we're talking about business development, but um, before we get into that, let's talk about this fit that we have going on here.
SPEAKER_00Yes, I got I got the brooks, I got them, I got these brooks, I got them like two years ago for running. They are dirty today because last Saturday I was helping my small group leader doing some uh yard work, and I used these shoes, I got the Nike socks. No. I was gonna tell my mama to clean it up, but I forgot. Yeah, yeah, yeah. My mama forgot too.
SPEAKER_03So today we're wearing very and it's not business casual, it's it's just like the gym clothes, yeah. We're wearing like sweatpants and like our splash. It's cold in Tennessee today, it's like March and mid-March, and it's like well the weekend's good, yeah. So yeah, yeah. So then that brings me to the business development topic of attire.
SPEAKER_01Yes.
SPEAKER_03So at least like what's your opinion on that? I think most people, when they think like anything to do with business, they think, okay, I need to wear a suit, right? Or I need to wear like slacks and like a sports coat or like something like that. Yeah. Is that your opinion or or what do you think?
SPEAKER_00Yes, I think it depends on the event that that you are going to. Uh it depends where you are going to, what is the title of it. But usually business culture will do it. And it depends on every event. And then business development, whenever we think about business development, people think of networking events, going to a conference or something. But I would say just dress for the occasion and think and figure out what people are going to be wearing there. And then sometimes some people like to overdress, but I like to feel comfortable in my own skin. And even if I have to be a business professional and wear a tie, I never wear a tie. It's really hard for me to wear a tie. So as long, as long as you're not standing out, I think it should be good. But now, if you have a brand that's about standing out, then I don't know, you want to dress, you want to wear a pink something or a red something, that may also work. I guess what you're doing.
SPEAKER_03And and that's things that like we naturally wouldn't think of, like being like trained in accounting, right?
SPEAKER_02Yeah.
SPEAKER_03And a lot of people when they think about business, at least most people think about like money, right? And they think about like they don't think about branding, but branding is like a huge deal, and and that's a part of business development, right? You have to have a brand that people can recognize and a brand that like you can stand on or you can represent. So, like for me, like I couldn't have a like I just couldn't, my personality couldn't have a brand where I have to have purple hair, right? Like, like that, that's like that out there and wild. Like some people can they pull it off so well.
SPEAKER_00That's good.
SPEAKER_03You know, like for me, it has to be the green and gold.
SPEAKER_00My brand, though, I like to be comfortable in my own skin. And I don't like to be wearing anything that I'm I am not comfortable with. So I like to be pretty genuine. I like to be pretty genuine. And so I just wear what I feel comfortable with, and then I have slowly upgrade my wardrobe uh with stuff I like. You know, for example, like rough lore and stuff that goes good anywhere. You know, you wear rough lauren, shirt khakis, and you should be you like khakis and you like the um polo. The polo, yeah, the polo, the shared task, that is a well, and sometimes a white button up. Yes, I like that. I like that. I I like that. Okay, so let's get back to base as well. Okay, what is business development? What is business development?
SPEAKER_03That's a good question. Yeah. So bus and I think business development, I think it's such a broad topic that there can be thousands of definitions, right?
SPEAKER_02Yeah.
SPEAKER_03But for me, business development is going outside of the business and helping your business grow or expand awareness of your business.
SPEAKER_02Yeah.
SPEAKER_03So for White Glove, for an example, and I think it changes as your business changes, but like for us, like we went to like the real estate, you know, we we've done like golf tournaments, things like that to get our name out there. And those didn't necessarily really win us any clients, but it did kind of get our awareness and it was a good exposure for us and a good experience for us of actually getting out. If you remember the real estate conference that we went to, they did a small little video and we could not figure out what to say about white glove. Do you remember that?
SPEAKER_00I remember that. Yes.
SPEAKER_03That was a good it was a really good, like, and it was an eye-opener. We were like, oh wow, yeah, we're like really like we don't know what what to say. Like we're so underdeveloped in that area. But now we've had so much exposure to those type of things that we understand it better. So something I would say to new business owners is you have to just do it. You don't have to have everything perfect for your business development. You don't have to have a perfect spiel or elevator pitch. We didn't, we had nothing. We had to do that. We we just bought the table, whatever, and was like, show up.
SPEAKER_01Yeah.
SPEAKER_03And we did it.
SPEAKER_01I agree, you know.
SPEAKER_03Yes, and that taught us so much because we were like, okay, these are the 20 things that we didn't have, but we were there, we talked to people.
SPEAKER_00Yes, and we got some business out of it. We actually got the good client out of that, and then you got your name in the community. Yeah, and everything everything is about perception. Yes, if you are there spending money, getting a table, people don't know how much is that table. They just know, like, hey, you got out.
SPEAKER_03Exposure, white glove, the brand, the brand is there, like Jet and Harrow are there.
SPEAKER_00Yeah, I agree. Jet and Harrow, yes. And then like something you said to me once that you said to me this like two months ago or something. You said that business development is just going out there and representing your business and representing white glove. And I think that is pretty good. I think that put it into perspective because a lot of business development is like you came out with that.
SPEAKER_03Yeah.
SPEAKER_00Go out and represent it.
SPEAKER_03I forget what I say.
SPEAKER_00Yeah, hey, hey, I forget what I talk a lot. Yes, yes. I will credit that to Hope. Business development is just going out and representing your business in the community, and people know that your business is there and what your business and what your business does. It's a lot of work. You gotta go to the right events, but it's worth it, you know.
SPEAKER_03And that's something that that we're learning and discovering. So we we found that a simple predators game brought us 11 clients.
SPEAKER_01Yes. That was good. That was good.
SPEAKER_03One simple predators game. Yeah. And we've done more four, and that was fun. Like I had so much fun doing that, right? Like I had a blast. But we we've done other events where it's like really boring. Like, you know, I mean, it's just happening. It's part of it. It's boring, you have to listen, you're there all day. Like the predators was like, I was there for like four hours, maybe. But there's some where like you're there all day, it's boring, you're uncomfortable, you're wearing like heels and the whole thing.
SPEAKER_02Yeah.
SPEAKER_03And you get nothing.
unknownYeah.
SPEAKER_03Maybe a little exposure. But then you go to a preds game, you're comfortable, you're having a good time, like cheering on the preds, maybe even a drink, you know. And then you come home with 11 clients.
SPEAKER_00That's awesome. Yes. So I guess with that being said, what kind of events you like to go? I think for for us, for you, I know over the last six months you have been doing a lot of business development for us, which you have you have been crushing it. Like, you know, thank you, Smart, for that. You have been doing a great job at representing White Glove, selling us, selling over tax practice, accounting practice, advisory work.
SPEAKER_03That's easy to sell when you have a good product though.
SPEAKER_00Yes, a good product, and yeah, and you are passionate about. Definitely you gotta be passionate about what you are selling. So, what kind of events do you like the most?
SPEAKER_03So, definitely the predators' games. Like think things that are more social in c in nature, I guess.
SPEAKER_01Yes.
SPEAKER_03And I think and I I think for most business owners and most entrepreneurs and most people in general, they're more likely to connect when they're at more of a social setting versus a more formal business setting, right? Yes. Like it's interesting how like why do you think that is?
SPEAKER_00I think you are more comfortable and people are they are also for the breads uh for the game or something. They are more relaxed and everybody's having is having a good time there. What else? Something I stroke something with business development in me. Sometimes I go to an event and I cannot figure out what is the vibe and what is the dynamic. And I don't like competition. So if I go to an event and they already have an accounting firm, they are pretty plugging, or a CPA, they are pretty plugging. I just, I just like, okay, this is not the spot uh for me. And so I guess how do you deal with that? Have you faced that, like kind of like competition? Like you go, you go to an event and that is already some companies were well established, or somebody that has built those relationships.
SPEAKER_03So I haven't been to a lot of events where that's actually the case, but I will say the events that I've been to where it is, is the recruiting event. But again, like I'm one who I enjoy a little competition, so I I find it more fun or adventurous, right? So I guess in that case, though, the the scenario I'm speaking of, you were there, we were all there for the recruiting event. And our table was vastly different. It stood out immensely to the competition. And I guess that's what I would that's advice I would give to entrepreneurs out there is like there's going to be competitors in every industry. Like, you know, say say you sell these plans, right?
SPEAKER_02Yeah.
SPEAKER_03You just need to be different. Like have something, like, don't copy everyone. Like, for example, every accounting firm, they were blue and white. They looked like hospitals. We've said this before, before I'm gonna say it again. They were boring, like they were just standing there. Everyone had like, no offense, and it's very industry standard to wear suits and ties, whatever. We were dressed up too, but everyone had like very basic, like navy or black suits, right? And I think I wore like a so like a white suit or something. We had people in green, like we had a variety, and we had a bigger group, I think, too. And we actually walked uh Jet was actually going out and bringing people to our table. Yes, like introducing, shaking their hand, talking to them. Another thing is we were all young.
SPEAKER_00Yeah. Yes, we were all young. Everybody there was young, everybody there was young.
SPEAKER_03So I think that was it also, and lots of people would come to our to come to our table and they would be like, Wow, like you guys are standing out, right? We had fresh flowers, we had hydrangeas, gorgeous flowers fresh sitting at our table. Yeah, no one else had anything lively, like maybe they would have like some of The like little fidget toys, like a free merch or something like that.
SPEAKER_00Yes.
SPEAKER_03We had cookies though.
SPEAKER_00That was good. Yeah.
SPEAKER_03Biscoffs.
SPEAKER_00Yes. Our director of operation, Kuroche, had set up. Yeah, she did. She did awesome. And she did also most. Okay, cool. So now we have defined what is business development. We have defined which type of events we both like going. Now, how do you work the room? Because I think we go at it different ways. For example, me, whenever I am at a business development thing, I like to have I like to have intentional conversation. And I don't like to be like going around and give and giving my business card to everybody. I like to find somebody that I think I connect with. I try to get to know them in there and have a meaningful conversation. And then I spend 15 minutes talking to them and I and I go and I go to the next person that also would like to talk to me. You know, but I know sometimes the networking events people go about is like, hey, networking event is just to meet people. After that, if you do a quick intro, then then you go and grab lunch, and that is where you spend more time getting to know each other and each other's businesses and see how we can help each other. So how do you work the room and how do you tackle it?
SPEAKER_03That's a good question.
SPEAKER_00Yeah.
SPEAKER_03And I think the scenario is different, it depends on where. So like I'll give you an example about the Preds game. For me, like I obviously like I knew someone there already. So like that person actually kind of helped support that. But so I spoke to that person. We we were talking about just various things like in the business world, and it naturally happened in this event that other people were around listening, kind of got involved, right? But something that I do at not only the Preds, but Soho House or whatever event that we're at, I just chime in and and chime into conversations, like start conversations with anyone. So for example, at Soho House recently, I was waiting for my valet, and while waiting there, there was someone standing there. So I started a conversation and it ended with, hey, can I have a business card?
SPEAKER_01That's good.
SPEAKER_03So I think and I and my conversations are not always like business conversations, right? I just usually start conversations about like something that they're wearing or just but I love talking to people. So I think it just is kind of a natural thing that I would want to do anyway. And then it I I either or they someone pivots to like business or like what you do for a living. It's a very common thing, especially here in the US.
SPEAKER_01I feel yeah, it is.
SPEAKER_03And that circles into oh, can I have a business card? And then nine times out of ten, they enjoyed speaking with me. I mean, maybe they didn't, I don't know, but they they act like they enjoyed speaking with me and they want to work with us.
SPEAKER_00Yeah, that's awesome. Uh you yeah, that's awesome. Let me ask you a follow-up question to that. So, something I struggled with sometimes in business development. I'm good at starting conversation with somebody that is patent. So, for example, if I see that the person in the ballet, yeah, I can just start talking, hey, how long have you been coming here? Like, how do you how do you get to business? I think it's impressive. How do you get to business? So how do you get to talk about business so fast? Because something that happened with me is that I I like to get to know the person, uh, the staff, like, hey, how long have you been coming here? Like, what do you do? Oh, cool. But then you are able to really get into business really fast. How do you do that?
SPEAKER_03That's a good question. And I think it's a little bit natural. I don't think about it as much, but I mean, pretty much I I introduce it or I say something like actually during this time frame, I say something to the effect of, oh, it's our busy season, so like we're so slammed, right?
SPEAKER_01Yes.
SPEAKER_03And like maybe in the summer I'll say, like, oh yeah, it's business development season, so I'm not as busy. I don't have as many meetings or as many, as much work as I would January through April. And then they know and they then they're curious.
SPEAKER_00Perfect. Perfect. You know, you know something what are uh what I like to to I feel like business development is a lot like evangelizing. You know?
SPEAKER_03Okay, expand on that.
SPEAKER_00So uh so I'm a I am a believer, I go to church and everything like where whenever you go whenever you go about evangelizing, it's all about hey, how can you have a Gaspard conversation with somebody like in business development is like hey, how can you have how can you have a business conversation and kind and kind of plugging uh that in there? Okay, cool. So let me ask you another question though. How do you handle like whenever you go to an event and there is a lot of groups and you are the person like you don't know anybody in there, and you are the person in the standing in in the corner and everybody's having the conversation. So, like what how how do you handle those things? Like you go so if you go to an event where you don't know anybody, yeah, and then everybody kind of have their cliche group, they know everybody, how do you break in or or how do you go about it? Or do you even go to those events?
SPEAKER_03I do, and like that actually I did that recently at a at a conference I went to in Nashville a few months ago.
SPEAKER_02Yeah.
SPEAKER_03And the way I did that was I kind of found people in line for coffee.
SPEAKER_01Yes.
SPEAKER_03And I struck up because they're by their self typically.
SPEAKER_01That's so smart.
SPEAKER_03Or like I see people in line for various things, right? Um, and usually like a one-on-one, but I'm not afraid to go up to a group either. So but a lot of times like I look for people who are similar to me, so I can comment and say, like, oh, like that's like, oh, I have that bracelet, or like I'm I'm familiar with this, right? And like it kind of starts that conversation and kind of gets pulled into the group and so on and so forth. But if you're not one who wants to approach a group in that way, because it can be very intimidating. Honestly, first I say just practice it, just do it. It and it's going to suck the first time you do it, you're going to fail, probably. It's going to be embarrassing. So what? And the more you're approaching groups and approaching people, the easier it gets. Like I promise. Like one day you're going to be doing it naturally. Like if you continue doing it intentionally, it'll just happen. And then you're like, wow, okay, that was easy.
SPEAKER_01That's awesome.
SPEAKER_03But that's number one. Number two, if you just can't do it or feel like you can't break into the group, talk to someone in the in the bathroom. Like, you know. I know that that maybe that's weird for guys, but like for girls, you you know, you're washing your hands, you say, Oh, look, I like your hair, like, oh, I need a hair tie or something. I don't know.
SPEAKER_01Okay.
SPEAKER_00That's good.
SPEAKER_03Or at the coffee, you know, while you're waiting for coffee, if you're standing in line.
SPEAKER_00So I guess whenever okay, so so whenever you go to a conference, I feel it's easier because everybody in Dell is in there to do business and get to know people. So conference is good, you have something in common. I feel like, hey, why what do you do? Why do you come here? I feel that is kind of easy. Then at the conference, if you don't know anybody, just find somebody that's kind by themselves, waiting in line, and just strike a conversation. So you never go and break into a group or something.
SPEAKER_03I do.
SPEAKER_00How do you do that though?
SPEAKER_03And but and that's how I do it is a couple I guess there's a couple of ways. If I overhear a conversation where I'm like, I can be funny, like I have like a little witty comment I can throw in there. And like I will say it works most of the time. Sometimes people are just like, All right, why are you talking to us? Then I don't care.
SPEAKER_00Like that's good.
SPEAKER_03I just move on. Or I say something like that I notice or that I like, you know, or yeah, that I can relate to about one of the people, or sometimes in like group, if they're standing in a group talking, sometimes there's like one that's not really paying attention as much, and then you can see that and you can kind of say something to them.
SPEAKER_00Do you remember like situation like when was the last time you kind of get into a group and we recommend? And can you can you go into detailing then?
SPEAKER_03I do remember actually there were a couple of it was a group of three at um the brain trust event that I went to.
SPEAKER_02Okay, cool.
SPEAKER_03And they were clearly like friends or business, like they they knew each other very well.
SPEAKER_02Yeah.
SPEAKER_03And they were talking. I can't remember what I said, but I overheard them and I kind of commented on the topic of discussion. I think it was about one of someone who was there. And they thought that was funny. And then I was like, wait, what kind of accent is that? Where are you from? So always, especially here in Nashville, like people are from everywhere. And then they told me they were from North Carolina, and we really got into a deep conversation. They actually ended up coming and sitting at the table with me that I was sitting at, like moved from their table to mine because we got in a really good conversation. But again, just like spotting any little like conversation starters, and people love to talk about themselves. Obviously, I'm talking a lot right now because you're asking me questions about myself. People love to talk about their selves. So anything you can ask them about their selves, or like if you see their screen saver and it's like their kids, oh wow, cute kids are those yours. Like, oh, what's their names? What their what's the what are their ages? Or like their dogs. People people in the United States of America love their dogs so much.
SPEAKER_00They do, they do, they do. That is so cool. Yeah, and then uh yes, I feel that is really clever. Something I do also is I try to find uh I try to find somebody that can introduce me to other people. Or before I go to an event, I've tried to find somebody who is of influence there and that can introduce me to other people.
SPEAKER_03And then you find them at the event and go introduce yourself.
SPEAKER_00Yes. And then I kind of I kind of try to create the relationship beforehand. And I just try to, for example, if I know this person, knows me, likes me, and we already do business together, and he has influence in this in this group of people, I'd like to say, okay, hey brother, I'm I'm really interested in getting to know them. Can you can you introduce me to them? Can you pump pump me up to them? And that works. And then I don't know you, but every time I go to a working event, this is what I do. I just pray and say, hey, God, please give me grace with these people, you know? Give me grace because because I it just comes down to having grace, you like like they liking you, and then something, and then some thank God, thank thank thanks to my due to my background, people love hearing about Cuba and all of that. So I always go on.
SPEAKER_03You do have a great story though.
SPEAKER_00I always go into that. So I tried to I try to go into that. Okay, so perfect. Yeah, so I think all of that stuff that you said are really good tips. So, okay, uh let's now get into some to some cultural and different things here. The first thing is how how different do you think is business uh networking in different cultures? For example, in the Hispanic War, okay, I feel business networking is something from the first war.
SPEAKER_03Yes.
SPEAKER_00It's a it's a thing from the first war.
SPEAKER_03Well, actually, I would agree. I think a formal business or networking is. However, I do think that's something that the Hispanic people and culture, they probably do better than anyone else, is make friends and get to know each other, especially if they share a culture, right? Yes. And I've witnessed it. Like I've like they get to know each other immediately. They do b like I've seen you in action too. You know, like you're really you're great at networking for it with anyone, but especially like in your own community, and I think it's I think it's obviously probably some kind of big community thing, but then I think the Hispanic culture, like they love people, yes, and they like to have parties with people.
SPEAKER_00Yes.
SPEAKER_03Which is a network a form of networking, but it's less like formal, right?
SPEAKER_00Yes, I agree. Yes. I would tell you though, I kind of I would disagree on that though.
SPEAKER_03Okay. I would disagree on that.
SPEAKER_00I feel Hispanics, and it's a lot of that because of the a lot of a lot a lot of it is because of the language barrier. Okay. And sometimes insecurities, they don't really like networking. Or they don't know what is business networking. And that is something I feel the Hispanic cultural healing America have to change. Like everything in this country is about relationship and who you know and who uh know you. And so I feel uh hispanic business owners, they are not good at that. A lot of that is because of the language uh barrier that they have, and then also like because something about business networking is that like you have to meet a stranger, and sometimes we as Hispanic, we always grew up, hey, don't talk to strangers, don't like, you know, don't talk to strangers and all of that.
SPEAKER_03But I grew up that way too, but I feel like you guys do have a lot of gatherings then where you meet a lot of people.
SPEAKER_00Yeah, and not all of those people are business owners, you know what I mean? And then also uh at least for me to be serious to be straightforward with you, a lot of Hispanic businesses are not really organized. So that is not not much I can help. And then something crazy is a lot something uh something also interesting is that business business networking is a lot about mentality. I feel in the Hispanic world, a lot of in the Hispanic community, people uh a lot of people can have the mentalities like, hey, he's there to harm me, not to help me, so they are more protective and they would they don't let really strangers or anybody new come into heal. And then like Hispanics, they don't like talking about money, like or stuff like that.
SPEAKER_03And so in business, I think a lot of that was like a learned behavior though, from like historically like ta them being taken advantage of in business in the United States, quite frankly. Yeah, I mean I've seen it. Like I before we merged, I had clients who they paid like I mean, thousands of dollars for things to be done and it was done improperly by other accounting firms.
SPEAKER_00I agree. And they were kind of swept under the rug because Yeah, yeah, and yeah, and that that is sadly a lot of them have been hurt from bad experiences, but but that make it that makes it harder. And I feel a lot of that is just sometimes just not choosing the right person or not being able to bet to betting the right person, it just comes down, I think, to lack of education in that sense and language barriers and all of that, but you know, at White Glove, we speak Spanish. White glove. We have part of you, and and and then we can we can take care of that. So let me ask you this question though. Do you think uh business development is easier for women versus men? How do you think that? How do you think your gender affect the gender of somebody affect business development?
SPEAKER_03I think it affects it greatly. However, I think it depends on the situation and the scenario and the group of people. So oftentimes, like men can do better or women can do better in a certain situation, which is interesting. I mean, I mean, it's kind of a we have the best of both worlds, right? Like we have an American and then I mean Cuban American, so like Hispanic and American and female and man, so we get to kind of cover all of our bases for white glove. But I feel like there's pros and cons to both. Like, for example, like pros for me is I think women can often be more approachable for men or women, right? A lot of times.
SPEAKER_02Yeah.
SPEAKER_03And I think, and again, this is my opinion, so like I'm sure yours may differ. And people like feel free to like leave us some comments, give me your feedback on this too, and your experiences. I'd love to hear it. Especially a women in business. I really want to hear your experience networking. But then, and like sometimes maybe men may want to network with women or work with women because we're women, like you know what I mean? Like, I it's just human nature, like where you're going to want to work with the opposite sex sometimes. And then also on the flip side, I think a lot of women, and I think there's like two different types of women. I mean, there's multiple obviously, but two distinct categories of like women in business.
SPEAKER_01Yeah.
SPEAKER_03And there's like one who prefers to work with women and the other one who doesn't really want to because they feel like they're in competition with the woman.
SPEAKER_01Interesting.
SPEAKER_03So I think the ones who are on this side who like they're like very like, yes, I want to work with a woman or rather work with a woman, we get them every time.
SPEAKER_01Yes.
SPEAKER_03But this side, like, this is the ones who you need to talk to, and they feel more confident and com comfortable with you. Whether it's like, I don't really know if it's a they feel like they're in competition type thing going on, or if they like grew up with the traditional male-dominated accounting field and they feel more comfortable or business, yeah, and they feel more comfortable and confident trusting a man.
SPEAKER_00Yes, that is a good point. Why I guess what what percentage is that? Do you think what what percentage of women's uh like usually like to work with woman's versus what percentage of women they feel they still have that maybe a stigma about just woman in accounting, in finance. Well, what do you think is that percentage?
SPEAKER_03I think if you asked me, like if you asked me a couple years ago before I started White Glove, I would say 50-50. However, I do think, and I think it's because of time and like it's 2026, like the way that times are now, I think it's more of a 70-30. So I think that more women are wanting to work with honestly, I don't think that this this group necessarily cares if it's a woman or a man, but I think they can relate more to women. So they if they get along and they trust the woman, they're they're more likely to lean in and work with the woman than a man.
SPEAKER_00That makes sense. Yeah, uh was that I guess you said four or five years ago, and four or five years ago you were an employee working, working at a firm, working for somebody else. I assume you were trying to climb the corporate ladder. Is that different than is that networking different than business networking by bringing clients to you and then you're kind of networking within versus networking within an organization? How how much different was that?
SPEAKER_03That's a really good question. I mean, honestly, I feel like it's kind of the same. Like it's the same but different, right? Because like instead of now I can kind now I'm like, okay, I know how great, like I have no, there's no cap on white glove because I know like how amazing white glove can be.
SPEAKER_04Yes.
SPEAKER_03And like I can like we can do like crazy extraordinary things, right? We can do whatever we want.
SPEAKER_02Yeah.
SPEAKER_03But I think like when I'm networking and I'm working for someone else, like I always had like a cap because I was too green, too young, right, for all of these promotions. So like I could market myself as much as I could or I wanted to, but there was always like a level or always like a boss or someone who I couldn't, you know, get over, if that makes sense.
SPEAKER_00Okay. Yeah, that definitely may make sense. I can see that.
SPEAKER_03But I think like in in that scenario, like, yes, there were women who were in power who maybe felt not I'm not trying to say like, oh, I'm so great, but like maybe felt a little threatened by me, like being an ambitious and like a younger woman and like doing all these things. And then it but then there were others who were like, oh yeah, like you're doing great, like and you're a woman in this field, yes, we need to like keep promoting you.
SPEAKER_00That's awesome. I feel that uh I feel that it's also in a in the corporate role, it's also the same for men, though. And it also it depends on your manager, because sometimes if sometimes if a manager or your boss think that you know you are really ambitious and you're really good at what you are doing, and maybe you're doing a better job than them, they may feel threatened, like, oh man, like this this person, this new person is doing all of all of this stuff and uh and it's great at it. And I feel like sometimes I also went uh through that, having to deal with that. But yeah, man, those are the issues we had to deal with in the corporate whenever we're employees. Right now we don't have to deal with those things. And then yeah, as you said, in business, nobody's stopping you. Like working on the corporate wall, like a like if you are too young, you can probably if you are too young and you want to do more client-facing stuff, you cannot do it until like, hey, we need you here, gain experience, and in three, five years you can you are able to go out. But then it's always they're going to keep you working, keep you working because already somebody is doing that, and then business development it kind of takes time, and then something good with that, something that is different in business, is that you have more control of what you are selling. Like whenever whenever whenever I was working for somebody else, I was selling them, I had to know that their pricing, I could not be flexible with their pricing, and you always had to bring somebody in to make the decision to introduce them to. But now, as as a business owner, you can just go out, sell them, like, hey, I just put whatever price I want and whatever thing I need to do. That It's definitely way easier doing doing that business and business development there.
SPEAKER_03And we have all like I mean, having your own business, you have all the answers, and even if you don't, like you'll just create it.
SPEAKER_00That's good, yeah. So I always hear the story about, for example, on LinkedIn, on LinkedIn, uh, I always hear the story about men kind of sliding in the in the professionals, DM, in LinkedIn, and LinkedIn is that. Have you ever had something like that happen to you on LinkedIn and then and then maybe in the real world, some kind of uh I don't know, I don't know, creepy stuff. I guess have you ever had to deal with any of that?
SPEAKER_03Yeah, actually, thanks for bringing it up. That's crazy.
SPEAKER_00That's just crazy.
SPEAKER_03I've actually had several of them, not only like in the corporate world, like which that happened too.
SPEAKER_00On LinkedIn? Oh, well, how did that go? Tell me more about the hell.
SPEAKER_03Yeah, so I actually there was a guy who works in a different department than me at a company I worked for, and like we did work together, like our department. So I was like the liaison like for the accounting department, yeah, to his department. And like he was a manager, and I don't know if he was he may have even been married, right? And then he often tr tried to take me to lunch and do various things. I was married at the time, yeah. And I was like, this is not happening. And then he messaged me on LinkedIn. Um, actually, I think it was when I left the company to work for a different company and pretty much confessed his ever dying love for me.
SPEAKER_00That is funny. That is crazy.
SPEAKER_03I guess what I may have that screenshot somewhere.
SPEAKER_00What do you take of that though? What what does that what do you take of that? I mean, like, I guess what will you say to men out there, like, hey, do that, don't do that, keep doing, I don't know. What do what do you think?
SPEAKER_03If they are married, do not ever do that for one for sure.
SPEAKER_00That's right, for sure.
SPEAKER_03One, morals, people, morals, yes, keep your morals, keep values, please don't ever do that.
SPEAKER_00Yeah.
SPEAKER_03And then for two, like, honestly, like it was a little icky. Like, I felt a little icky about it. Yeah. But like, I think, like, sure, like corporate romances or whatever, like workplace work romances that they they're so common because you're there all the time and you're usually like similar thinking because you're in the same like field or same industry or whatever. But like let her kind of like you you have to kind of feel that out, I feel like, you know. But like, I think nine times out of ten, don't do it. Like, don't even try. So I I think that that's too involved. Like, I wouldn't get involved with someone who I'm work working with or in business with. But if you have to do it, like make sure, please make sure that she's also one single and two, that she's feeling it. Like, she is also like I agree.
SPEAKER_00I find it cra I find it interesting how just, you know, now the older I get and the more I talk to people and the more experiences I have. It's crazy how many merry men are just out there hitting other merry, merry womans in the in the linting, you know, in the in in just in the chat and being in a property. I'm like, guys, like what does that say about you and your models and your business? Like, if I feel about that, I'm like, hey, I'm stopping, I don't want to do business with them. You know?
SPEAKER_04No, exactly.
SPEAKER_00So okay, so talking about that, uh, this is not a lot about business development or something. But something that happened in the corporate world, you have this concert of like work wife.
unknownYeah.
SPEAKER_00Have you heard of that? Like, can you display the work wife? Can you define that and can you tell me more about that? And then I guess why was that? What was what is that? I I have always heard about like oh work wife, my work wife. Like, what is that?
SPEAKER_03So work wife or work husband. Yes, in my opinion, so don't like come for me. It's like a form of cheating. I mean, in my opinion, if you're in a relationship or married to someone else, you know.
SPEAKER_02Okay.
SPEAKER_03Um, and like that that person is like, I mean, usually it's very like flirtatious. Okay. Right? They the wife version is kind of like taking care of you, bringing you lunch, like doing like you usually go to lunch together, maybe like the work wife and work husband.
SPEAKER_00Interesting.
SPEAKER_03Right. Um, and like they kind of watch out for each other. I mean, to me, it's like they it's almost like a married couple, but it's more fun because it's like you don't deal with all the baggage that marriage comes comes with or all of the work that it comes with. And you just do it during like the eight to five hours. However, I've heard some stories. I've seen some stories, I've watched it play out where it expanded from that eight to five to a business trip.
SPEAKER_00Interesting. And I think on official business trip or no, it was an official business trip.
SPEAKER_03Okay, but it expanded beyond that eight to five.
SPEAKER_01That's awesome.
SPEAKER_03And I think that's dangerous territory going into a work wife or work husband.
SPEAKER_02Yeah.
SPEAKER_03Because, like, I mean, calling each other that, like having a whole thing about it, like especially if you're in a relationship, that that connection is there. So when you're doing trips or like when it exceeds that eight to five, I think it's just dangerous territory. Don't don't get into it if you're in a relationship.
SPEAKER_00How do you set those boundaries at the workplace? Like, hey, no, I know, you know, what the opposite says may be working together the whole time, they may be helping each other, but how do you set those boundaries where it just doesn't cross the line from just like uh work, from just work to like hey, to like to that emotional boundary there?
SPEAKER_03Yeah, that's a good question.
SPEAKER_00By the way, let me ask you this question. So does work wife, does that get in towards the romantic thing? They start having sexual relationships and all of that?
SPEAKER_03Or what it can.
SPEAKER_00I mean, I have seen it happen.
SPEAKER_03But like, I I mean, obviously, like usually it's fairly innocent. It's more it starts more of like a flirtatious thing. Maybe flirtation and maybe people who just are working closely together and kind of taking care of each other because maybe they're having to miss lunch or having to eat lunch together. And I think many times it starts off as that. And I think a lot of them stay innocent, yeah, but it's still like at least in my opinion and with my moral compass that I have, yeah, it's like crossing a boundary if if you are married or in a relationship, right? And like ethically, like if you if you don't want to intertwine like business, professional, and personal, then stay away from work wife, work husband.
SPEAKER_00I guess so. What what is the boundary? How do we avoid that? It's just like your intention is like, hey, I don't know.
SPEAKER_03Well, and you don't really necessarily have to have that conversation. I think it won't come to that if you yourself set that expectation where you're not really a like maybe you can have like light conversations, but you don't really get into personal. That makes sense. You never share your personal story, really. I mean, right. And you can mention, like, oh, I have married, oh, I have a child, like I have this, but you don't dive into it to really let them in. You don't give out personal phone numbers, you don't talk outside of work hours, yeah, and you're not going on lunch at these people.
SPEAKER_00Yeah, I definitely like what what I would say, my end, is check your intentions. What is your intentions? Why we're doing this, and then hey, I like to keep outside of work hours, I just like to keep it like uh personal, hey, yeah, personal and all of that. So definitely check your intentions and if you start having feelings for somebody, guys, come on, don't do it. Don't do it.
SPEAKER_04Don't do it.
SPEAKER_00So then uh talking about that, what will you say whenever there is the instances? For example, I have heard stories of where sometimes there are like merry people and they go on on travel, and then they'll what are you laughing about? So what will you do? So, what about in this situation? Like uh uh I've seen people that work in the corporate world and they have power, you know, like say, oh yeah, I can bring my wife. This is actually funny. And then the person has to go on a business trip. Let's say uh on a business trip, and then their wife is like, hey, I'm not going to let you go on that business trip unless you take me there because I don't feel I don't feel confident with this. Like, what would you say about that?
SPEAKER_03I would say this.
SPEAKER_00And I think that happens a lot. That happens a lot. Sometimes, like, you know, husband, the wife doesn't even work at the company, but hey, I don't, I don't, I don't want to let you go on this business trip unless you take me there because I don't trust you. Like, well, what do you think about that? That is crazy.
SPEAKER_03I think this, and this is something I actually learned from my grandpa. Your wait, no, trust is a must or your game is a bust. So, like, that's like a good thing for relations, like partnership and for like married couples.
SPEAKER_02Yeah.
SPEAKER_03Since we're into this now. Yes. So basically, like, if you can't trust him, then why are you married to him? And if he you can't trust her, then why are you married to her?
unknownYeah.
SPEAKER_03I think trust is such a big foundational skill.
SPEAKER_00Like, I agree.
SPEAKER_03Foundational, what's the word I'm looking for?
SPEAKER_00Foundational. Foundation. Yeah, it's just a great foundation. Yeah.
SPEAKER_03And like it's very basic. So if you can't have that with your person, then they're they shouldn't be your person, right? Like, I'm not advocating for divorce by any means, but I'm saying like if you can't trust them to go on a business trip for two days to get work done, then there's something wrong. There's something wrong. And like it could be you or the or your spouse or whoever. I don't know which one it is, but something's not right.
SPEAKER_00Yeah. Do you feel sometimes in those situations it's is uh one spouse can slow down the other person? Because because it's like, for example, it is for example, like if you have a high secular person like, man, I gotta work until like 7 p.m., 8 p.m. tonight.
SPEAKER_03Yeah, are you are you uh feeding into what? Are you looking into my like life or something?
SPEAKER_00No, I'm not, but I'm just hey, this is why I'm not merry, guys. This is why I'm not merry, because I don't want situations like that. Because I think I would happen a lot, like, eh, I guess how do you deal with that? If like, yeah, that's what I'm telling you. This is why I'm not merry, because I don't want to deal with all of that BS.
SPEAKER_03I mean, I think that's why I think choosing your spouse is like it's a really it's you have to interview them, like you're inner. I mean, it's a life partner, right? Yes. But that and this is something that I actually talked about recently, like with a friend. I'm like, yeah, when you get married like at 18 or 20 or 25, it's just like sorry, my phone's like blowing up.
SPEAKER_02Yeah.
SPEAKER_03It's just like crazy because like, I mean, I get it, like I understand, like you're madly in love, but like your brain and like body chemically changes so vastly from that age to now 30. Like I'm 30 now. So like for me, I'm like, whoa, I'm I was so different then. So now I have all these different concepts and like things that I want to do with my life. So I'm like, now I feel like 30 to 40 transition, we talked about this too. Yes, is so much smaller of like brain development and chemistry changes. So I think that's like a good age to probably meet your spouse, like 28 to 32, and like decide, but make sure you interview them enough where you where you know if your goal is to work hard and own a business and do all these things and you're going to have to make some sacrifices and work till 7 p.m. sometimes, then they have to be okay with that.
SPEAKER_00I agree. So I guess to to get this back to basis I guess in business development. I guess in business development, make sure I guess you keep boundaries. Like for everything of death, make sure you keep boundaries, you let space, and don't let become a good business relationship, become a work spouse situation. That is not good uh long situationship. That's a situation ship for real, for real. Uh so yeah, just don't let that become that, and then yeah, and then so I guess what what do you think people uh I guess what do you think people should take out of this episode about like business, business development, and it's important and I think people just need to get up there at the beginning, it's not going to be comfortable.
SPEAKER_03Just jump and do it. Yeah, you can't. I literally jump and do it, be unprepared. It's okay, because guess what? You're going to learn from that every single time. And the next time you'll be more prepared.
SPEAKER_01Yeah.
SPEAKER_03And eventually you'll be there and be like, wow, what was I so afraid of? Right.
SPEAKER_01Yeah, it's fun though.
SPEAKER_00Maybe.
SPEAKER_03So not necessarily just going to formal business, yeah, networking events, right? Where it's really stuffy and like, especially if that's not like your vibe, right? So trying a preds game, trying a different game and taking a different approach, maybe getting to know people personally, uh, and then transitioning to business and just thinking outside the box. So then number three is like you said, setting boundaries. That's really important with the relationships with networking, like inside the business and outside the business.
SPEAKER_00Yeah. And we did not talk about we did not talk much about this, but number four would be this there is a lot of groups that you can network, find the group where you are seen and you are um valuable, and you can find business there. Because the good thing about this country, and more if you are if you are in the city, there is a lot of different networking groups. There is a lot of people in this country, a lot of different uh organizations and all of that. Find your group, you know. Find your group, find your organizations where you can flourish and your business need them. And then if you cannot find that, create your long networking event, like create your long networking event, like get soccer tickets or press tickets or host people at your house for dinner and invite potential business clients there. So if you cannot find the right one, you can also create your business uh networking.
SPEAKER_03Yeah, that was a great addition. Yeah, yes, create your business networking. So join one. If there's not one, create it.
SPEAKER_00Yeah, and then there is a lot of options. If you don't like one, find another one. There is a lot of options out there for business and networking. Guys, that was it for this episode. Thank you for watching. Please subscribe, comment, and if you stay until the end, I appreciate you spending these hours with us and let us know any feedback you got. And thank you. We will see you next one. Thank you, guys.
