704 Bettina Carey:

Many of us struggle in life and in business to ask for what we want, and even when it’s given, it can be hard to accept or receive.  Perhaps we think we don’t deserve it … or have a “cap on our electrical socket” like my guest today – Bettina Carey. Today Bettina shares how we can overcome our own self-imposed limitations, think bigger and build bigger businesses.

MELINDA

Hi, I’m Melinda Wittstock and welcome to Wings of Inspired Business, where we share the inspiring entrepreneurial journeys, epiphanies, and practical advice from successful female founders … so you have everything you need at your fingertips to build the business and life of your dreams. I’m a 5-time serial entrepreneur who has lived and breathed the ups and downs of starting and growing businesses, currently the game changing social podcast app Podopolo. Wherever you are listening to this, take a moment and join the Wings community over on Podopolo, where we can take the conversation further with your questions, perspectives, experiences, and advice for other female founders at whatever stage of the journey you’re at! Because together we’re stronger, and we soar higher when we fly together.

Today we meet an inspiring Latina entrepreneur, and while Bettina Carey stands 4′ 9-1/2″, she inspires and empowers women to create BIG RESULTS. They break through their earnings glass ceiling and kick self-imposed limitations to the curb. Whether Bettina is coaching from a live or virtual stage or conferring with a small cohort of bold women or men on the rise across a conference table, her championship, strategies, and straight talk compel women and men to find a whole new gear to succeed beyond their wildest dreams. Today we’re going to learn all Bettina’s practical steps – she’ll be here in moment, and first,

We all have hopes and dreams. But how often do we let others or ourselves convince us they are “pipe dreams”?

Because success is something that is won first and foremost inside ourselves… before it ever manifests externally.

Bettina Carey is known as the “woman behind the women.” As Chief EmPOWERment Officer of WE EmPOWER YOU, a global online network whose mission it is to: Change the Globe, One Business at a Time, Bettina has BIG dreams to empower those who want to start and run online businesses.

Bettina didn’t start out as an entrepreneur. She was pursuing her lifelong dream to be an OB/GYN nurse until an accident took her out of the traditional workplace – and into a whole new world.  While recovering from her injury, Bettina started a healthcare marketing company and became the President of a small medical organization that nearly tripled in size under her leadership.

Back in 1997 she began informally gathering medical professionals and entrepreneurs for lunch. What started out as a small coffee klatch soon turned into a following. Now, as Founder of Women in Small Biz Shows & Events, she creates powerful, memorable experiences that open doors full of possibilities for attendees across business, leadership, love, life, and health.

She also runs Bettina Carey Productions, a boutique marketing agency, helping local businesses and nonprofits re-define and re-imagine their brands to reach their niche market.

Bettina is also busy putting the finishing touches on her upcoming book, “Shattering Your Own Glass Ceiling: Unlocking Your Inner Power & Hidden Potential with Your Master Key.”

Can’t wait to get into it with Bettina because she’s been there, built that over 27 years as an entrepreneur, and shares valuable tips and advice today – so listen on with the inspiring Bettina Carey.

Melinda Wittstock:

Bettina, welcome to Wings.

Bettina Carey:

It’s so great to be here with you finally.

Melinda Wittstock:

I know. Well I’m excited about it and I always love to talk to women who talk about achieving big results. I think that we often fall into the trap of playing too small a game and while the glass ceiling can be very real, it can also be within ourselves. How do you get women to play a bigger game?

Bettina Carey:

Well I believe that it’s unlocking our hidden secrets to our own success, right? Because if you stand on the soapbox where it’s a man’s world and you’re not winning in it, that’s not really going to get you anywhere, right? And I stood on that soapbox for many years in my early days, nearly 30 years ago, until I realized that some of what was holding me back was my own self-imposed limitations. And that I had become my own worst jailer in fact. So as I stood there looking up at the glass ceiling and wondering why it was there and why I couldn’t break it, I realized that I had to do some internal work around my being and who I was being in the world. Self-confidence had to be improved and self-esteem, and also asking for more and asking for what I was worth, which was a huge hurdle to overcome. And I think this is one of the biggest hurdles that women globally have.

I have this saying that goes, “You only get in life which you have courage to ask for.” Ask for more. And that alone, if you can just embrace that and start to ask for more in every aspect of your life. And even start small. Say that you get a bad meal at a restaurant and you ask for dessert or you are wanting to sit by the window at a restaurant, or better yet, you have a career that you’re involved in and you want to put an extra zero or two zeros behind your pricing. All of these things are possible because it just starts with your own self-confidence and eliminating the fear and doubt about who you are and what you’re worth.

Melinda Wittstock:

So easy to say.

Bettina Carey:

Much harder to do, yes.

Melinda Wittstock:

Yeah. I find that often, we can fall into the trap for, yeah, not actually asking for what we want. Let’s break that down. What is that? Do we somehow inside believe that we’re not worthy of what we actually want? What do you think it is that stops women from doing that?

Bettina Carey:

I believe it’s self-imposed limitations, right? So let’s just say we’re talking about two people, a man and a woman, applying for a job. Oftentimes what will occur is that the woman will look at that list of requirements and take it all to heart and say, “Well I don’t have but seven of these 10 requirements,” whereas a man might look at the 10 requirements not only have five of them and they’ll apply for the job and the woman will count herself out, right? So we do this so subtly all of the time. “Here, kids, you eat and then I won’t eat.” There’s those circumstances done over time because I think our culture, the American culture anyway, has wired and geared women to ask for less in general and to believe that they are not as valuable as their male counterparts. At the end of the day, it does take time. I do a lot of meditation in fact. I focus being in my present moment as often as I possibly can and I’m living into possibility thinking.

So part of how I got to this place of confidence is that I did some internal work also, just even personality profiling. I took the Myers-Briggs, I took the DiSC profile and I also did strength finders. And strength finders was one of the most positive experiences I had. And I learned that I had certain talents that really were at the top of my game. And once I discovered those, then I was able to investigate research, what were people earning in this field of being connectors, of being able to win others over, somebody who had a lot of communication skills? And once I figured that out, it was like, “Oh, yeah, this is what those people are charging. This is what I’m worth.” And even if I’ve never asked for that in the past, I started to ask for that. And lo and behold, believe it or not, the more zeros I put into my pricing, the more people are willing to pay it.

And it doesn’t even surprise me anymore. I just keep practicing and practicing and practicing. And one of the other things too that struck me is I’m a woman of color, I’m a Latin woman, and we make 55 cents on the dollar for every man dollar. So that basically means we have to work until October of the next year in order to make what a man makes, right? So when I learned those statistics and I’ve embraced adding the extra zeros and also just languaging it, practicing it. Whether you have to practice it with a friend or practice it at a restaurant or practice it with a potential employer, it really just comes over time. You’ve got to start someplace, just start and then keep going on from there.

Melinda Wittstock:

Bettina, there’s so many things you said there that are so valuable and I want to follow up on. One of them is around knowing your worth by knowing your zone of genius. You mentioned going through strengths, finder, DiSC, all these different things and zeroing in on what makes you uniquely valuable and just a connection there between, “Okay, this is what I’m really good at. This is what I should be doubling down on and figuring out. Well let’s see if I applied that, oh, here’s what I’m actually worth.” So it was a journey for you to actually understand your own value.

Bettina Carey:

Yes. And most recently, I’ve determined that the top 1% earned $361,000, right? So that’s the triple six figures. And so that was like, “Oh, that’s achievable. Just get into the top 1%.” And I’m well on my way there this year. And then of course, there’s the million dollar level which most people are aspiring to. But I was recently talking with a gentleman, [inaudible 00:07:06] is his first name, and he talks about starting a company with the idea of building it from $100 million dollars, right? So mentally, he’s putting himself in that $100 million dollar space working with ground zero, but not considering and thinking about just what he needs to have a six figure business, but $100 million dollar business. So that’s actually where my mind is going to now after listening to him, I’m like, “Oh, that’s a bigger…”

Melinda Wittstock:

And this is a phase because if you went from zero to I want to build a billion dollar business, it probably sets up a lot of subconscious counter intentions there if you will, because you can’t quite imagine it. You want it, but you can’t quite see yourself yet. So this is a phase of growing into these thresholds I guess if you will like, because one of the things that I’ve learned in my career as a serial entrepreneur is it takes just as much effort to build a million dollar business as a $10 million business or $100 million business or a billion dollar business. It’s the same work. It’s the same challenges. It’s not really that different.

Bettina Carey:

Mind boggling that that’s the case, right? And so another thing I was sharing recently was that I was very proud of the fact that I was a one-woman show and that I could do everything all by myself, right?

Melinda Wittstock:

I know that one.

Bettina Carey:

I was so proud of that. And it wasn’t until years after doing that and hitting the glass ceiling that I realized, “Oh, I need a bigger team. I need people doing the work,” some of the work anyway, especially the work that I don’t want to do. And just even that mentally, putting myself in a space where I was willing to let go of control, bring on the right team members and outthink and outsmart and outwit and outflank my own one-woman show.

Melinda Wittstock:

What you said is so important because I think women fall so easily into the doing and the perfectionism of the doing, which is even a whole other topic. But so much so where you mentioned the pride, like, “Look at me, I’m doing it just by myself with hardly any resources and I’m so proud of that,” that’s just going to invite more of that in. I think one of the biggest things that we struggle with is that letting go or surrender or investing in a team and all the statistics show that if you’re hiring your first people within six months of starting something, I mean you’ve got an exponentially greater chance of success.

But a lot of women end up playing small because they don’t do that and it’s not scalable. There is no way you can scale to a million dollars by… Well maybe you can by yourself if you have a highly scalable technology or a product, or whatever, automated sales, all these sorts of things. But without a VA, I mean it’s really hard to see. And if you want to get to the 100 million or a billion dollar, I mean you need a big team.

Bettina Carey:

Absolutely. And so I have a team of 20 now and I’m going to have a bigger team yet, probably a team of 40 within the next year or two. So just building and scaling is really the key, thinking and scaling terms. It’s not scalable for a one-woman show. It’s going to maybe hit six figures, but it’s not going to probably do much more than that.

Melinda Wittstock:

Well there’s so many women who go through this experience and then they end up in burnout or they end up just frustrated because they’re doing all the things that they don’t love to do.

Bettina Carey:

Yeah. They end up I believe with a busyness versus a business, right?

Melinda Wittstock:

Right. You create a job for yourself and you find yourself-

Bettina Carey:

You’re your own worst boss.

Melinda Wittstock:

Yeah. Like in the book The E-Myth, the story of the woman who makes amazing pies and her pies are so good, everyone says she should go into business making pies. And that’s what she loves to do, but then suddenly finds herself doing everything else, hates it so much that she stops making pies. She no longer likes it anymore. I mean it’s a great reminder because of doing the things that only you can do and delegating the rest. But it presupposes though that you’re good at asking for help and even harder actually receiving it. What was it like for you getting into the place where you could just receive it?

Bettina Carey:

Oh, yes. I always say that I was born with a cap on my electrical outlet socket, right? I had to take that thing off. And it really started when a friend of mine said to me all you need to do is start saying, “I accept referral fees.” Just that, just language that, just say that over and over and over. When people were saying, “Oh, Bettina, you did so much for me. What can I do for you?” And I’d always say, “Oh, you don’t need to do anything for me.” But at the end of the day, she says, “Take that cap off and start receiving,” and people will be much more generous by the way than when you ask for something. And it turned out to be true. So I just started saying, “I accept referral fees.” And as soon as I did that, again, another referral income came in and it’s another source of income for me.

Melinda Wittstock:

Oh, yeah. That’s wonderful. I remember just adding something to my podcast intake form. Do you want extra promotion for the podcast? You don’t have to, but if you do, we’ll do it. And it was just there. And a lot of people just do that, which is great. It’s easy for us to do extra promotion for their podcasts. It’s little things like that actually really add up. It’s one effort that has a multiplicity of potential earnings, even if it’s just a very small thing.

So Bettina, we’ve talked a lot about the doing trap that women fall into. Sometimes in a context of sales, it can be the doing of the planning for the sale, but not actually asking for the sale. Let’s talk about sales because I think most people, not just women, men as well, have a real fear of sales, can’t actually ask for the sale, what’s going on there?

Bettina Carey:

Well it’s as simple as that, that they can’t ask for the sale because they either lack the confidence, the self-esteem, or maybe the practice. And I had been in business for well over 20 years before I actually attended an official sales program that taught me how to sell. So sometimes it’s as simple as that, just get into a course and learn how to sell because that in and of itself will build confidence and build a rapport, and you’ll learn all these things that happen to be about the sales process. And there’s a lot of blind spots in the sales process. And these days, I’m more of a consultative salesperson, so I’m always interested in being the solution to the problem and so on and so forth. But the whole languaging and the questions and the dialogue and everything that leads me to be in a position of asking for the business, it’s a process that I learned, right? So sometimes it’s just as simple as getting educated and then gaining the confidence from there.

Melinda Wittstock:

100%. Well the consultative sale is a beautiful thing, right? Because basically, you’re not pushing someone into something, you’re seeing where there’s alignment between what they need and what you have. And I remember learning just this technique, being able to say to somebody, “Hey, so what would it mean for your business if you could do this, do that, have this, have that? How much value would it add?” And it’d be like, “Oh, well yeah, I can see that that would be valuable and that would make a big difference.” It’s like, “Well that’s great because we can do that for you.” But it suits women I think the consultative sale, or some people call it enrollment selling, that it doesn’t really feel salesy in the icky way of the car salesman, you know what I mean? It’s easier actually.

Bettina Carey:

I think that’s part of the challenge is that folks don’t want to be salesy because they’ve been sold before and nobody wants to be sold. So it gets to be a little bit of a trap. And so if you find a new way to enroll people into a conversation that leads to a successful sale, then you have that confidence that says, “Oh, not only did I solve their problem, they’re going to pay me and I asked for the business.” In fact, I have watched people communicate with me over, say, a period of time never asking me for the business. And then they’ll wake up one day and they’ll say… I just got a call probably three months ago from someone like this, and he says, “You know what, Bettina? I have an idea for you.”

And he presented the idea and I bought right away from him, right? And so it was like well how is it that I’ve known you for a year and a half and I haven’t bought from you because you never asked me for the business. I mean it’s as simple as that. I had no idea I was interested in buying because you never asked me.

Melinda Wittstock:

Yeah. See this is so interesting, right? This is where it all goes wrong. I had a mentor some years back in doing complicated sales for a previous business, which were like enterprise software which required buy-in from, say, a lot of different people within, say, a Fortune 500 company. It was a complicated sale. And he helped me get out of my own way by specifically giving me a mission to get as many no’s as I could get, right? And it was counterintuitive because in going for the no and taking the shame out of the no, it meant that first of all, I was actually asking for the sale because to get the no, I had to ask. But the no’s really quite quickly started turning into yeses.

Bettina Carey:

Yes. And it’s so interesting, going for the no is actually such a revealing process, right? Because it’s like, “Oh, that didn’t hurt so bad. I had a response after that. Oh, I could do that again, and again, and again.” And back when I did this training, we were doing 60 phone calls in one day, day after day after day, to really hone in the craft of selling. And I was like, “Oh, I can’t do this. This is too overwhelming.” But by the end of it, I had it down. I could actually have somebody’s credit card inside 38 seconds with a great pitch and a consultative approach. And it was like, “How easy is this?” Right now, we have a program for the We EmPOWER You community that is, “Just say yes.” And that’s all I’m looking for is what does your heart say? If your heart says, “Yes,” then I’m a yes too. And it starts a whole different conversation. So it’s turned my selling into a whole lot of fun.

Melinda Wittstock:

That’s important. If you’re actually really enjoying what you do, you’re going to do it better and you’re going to want to do it more. So having fun in the process is important. So a big part of business, Bettina, is developing qualified leads for your company, right? And not all of those are necessarily going to result in sales, but those leads, maybe they’re not ready to buy right now, but they might be a month from now, three months from now, a year from now, or whatever. Do businesses understand well enough the difference between why it’s really important to be continually replenishing those leads as much as it is to close sales?

Bettina Carey:

I think especially in the world of speakers, authors, coaches, consultants and business entrepreneurs, there’s a sense of marketing, marketing and then serving and serving, and then the serving while you’re serving, you don’t end up getting enough marketing. So this idea of having leads and even paying for leads is what we encourage is to get paid for leads and also pay for leads because at the end of the day, if you’re continuously generating enough leads, drip, drip, drip, drip, drip, eventually you’re going to end up having customers and clients that fit your services or your products to a T. But without that, you really are going to have peaks and troughs and peaks and troughs, and that’s not a really effective way to be living. I don’t like to live in lack if I’m having a trough, right? So the only way to really get around that is to have a constant force and source of leads.

Melinda Wittstock:

Yeah. Well this gets back into the doing for certain types of businesses where you’ve developed all this lead generation, you’ve closed all these sales and now you’re fulfilling all of it. But meanwhile, that part of your business is not replenishing new leads so it gets into this cycle where you can’t really grow the business. You’re trapped there at that threshold. And I see that happening to more people than not.

Bettina Carey:

Yes. And what’s interesting is that say that I offer, say, coaching, well there are people that are going to come into my funnel, so to speak, and they’re going to not be ready to buy from me, but they might be ready to buy from other people that are part of my directory, part of my friendship circle. And so I can take that lead and help them to find their way to somebody else. For example, if I was a CPA and I had a friend who was a bookkeeper, they might not need my services, maybe they’re too small of a customer for me, but maybe I’ll refer them to the bookkeeping service. And if that bookkeeping service pays for a fee for a lead, then I can also generate an income. So this idea of leads, it’s not just for yourself, you could be benefiting other companies with those leads as well. And it’s a friendly way of exchanging business opportunities. And I do this all the time with some of my joint venture partners.

Melinda Wittstock:

I love this because first of all, it’s very much an abundance mindset. A lot of people are really stuck in scarcity. It’s just me, me, me, me, me, me, me, right? But when you’re actually assisting the flow of money, you’re actually helping other people, those people remember also your potential customers who weren’t ready for you yet, but then they get referred to something that’s transformational, they remember you for doing that. They may as a result of that when they are ready come back to you. And then meanwhile, you’re just generating so much good will. And I can see from your connector profile why this would be easy for you. How did you get going in that particular setup? I mean what were the steps to get that moving for you?

Bettina Carey:

I had done it a little bit over the years since probably about 15 years ago. And then I had found my way to some very specific joint venture relationships over those years too. But it wasn’t until COVID root its ugly head two years ago that I found my way to a platform that supports lead generation. And it makes it very easy for people to do this. So that’s really when I turned the corner and it’s made a huge impact in my business as well as in the lives of some of our members as well.

Melinda Wittstock:

So Bettina, what happens to a lot of entrepreneurs, especially if they’re stuck in the being a human doing and all that stuff, they’re not reaching out or developing relationships with other related or indirectly related businesses where they could get that referral thing going. So in other words, they’re not really networking enough, they’re not spending enough of their time investing in relationship, and business at the end of the day is all about a relationship.

You can be the most competent, talented, amazing person with great ideas, but if you don’t know anybody and if you don’t have those relationships, nothing’s really going to come of it. So what’s the process for getting out of that human doing this and just starting to really make those relationships really work so you can get to that point where you’ve built this whole referral trade if you will?

Bettina Carey:

I think it’s just finding a handful of really great friends and locking arm and arm and walking step and step together where everybody’s looking out for the other person. We’ve done this with a small community where we have about 100 members and affiliates now and we’re growing. But it did start with just a handful of people. I think our first group of folks that joined, it was just 20, 20 speakers and coaches. And now, we’re locked arm in arm. And so everywhere we go, it’s like, “Oh, here’s Rita, here’s Mia, here’s [inaudible 00:26:19],” all of these names are just right at the tip of my tongue.

But I started small. And I think that that’s fine. Just start with a handful of people and just be very, very committed. I have marriages with my people, right? Once I find that we’re joined at the hip or that we are cut from the same cloth and I can trust and they can trust me, it’s a done deal. I’ve had some of my joint venture partners for 20 years and I give them business and they give me business and it works just great.

Melinda Wittstock:

That’s fantastic. So what about the marketing side of this? Because obviously, it’s relationships, but it’s also getting the word out about what you do and obviously, that’s a big part of generating the leads as well. So what are the best marketing strategies or how to really get going on that? Wait, I’m just going to ask that question all over again. Forgive me. So Bettina, we’ve talked a lot about leads, getting paid for leads, referring people, building up this whole referral bank, if you will, getting out of the doing this, there’s also a big marketing component for any business to succeed. And I see so many entrepreneurs spinning their wheels creating content for Instagram, for Twitter, for this, for that, whatever, and not really getting anywhere. What do you advise in the marketing piece to really, really get that, not only get the messaging right, but really grow leads through your marketing?

Bettina Carey:

I’m a big believer in the word of mouth, right? And so there’s platforms like social media platforms that can be used. But the best platform is your community. And so I’m all about a go-to community as a solution. So what we do is we provide swipe copy and graphics to every one of our members and our speakers and anybody who’s affiliated with us and we let them go to town. And then I back that up with some social media marketing. And YouTube is really great because it’s very inexpensive. Having a great commercial on a YouTube channel is definitely worth the investment there. We have other relationships that are specifically with the media. I believe the media is just a total win opportunity for anybody who’s trying to go to market with product or a good or a service.

But literally the word of mouth and the power these days, especially if you empower folks with the right tools. So for every one of our events, we provide graphics and we even have a graphic for people who just registered and it has their picture on it and it has the date of the event. And so it’s like all of a sudden, our brand starts popping up everywhere on LinkedIn and Facebook and Instagram and it’s all these people that are out there helping us grow this community.

Melinda Wittstock:

So important. I mean word of mouth is more powerful just like earned media is more powerful because it’s coming from a third party source, not you.

Bettina Carey:

Right.

Melinda Wittstock:

It just has a lot more credibility. I mean the same thing really, you talk a little bit about leveraging sponsor dollars versus using your own money. Break that down for me. How does that work in practice?

Bettina Carey:

Well yes, and I have some long time experiences having sponsors, large scale events that I did specifically for women. And what’s great about angel sponsors is that it’s money that you don’t ever have to pay back. It’s not an investor, an angel investor, which requires some degree of return on their investment. So finding the right fitting angel sponsors is really just a slam dunk. When they align with your message and you have the people that they would like to get in front of, it can be a total win-win and then it can get really creative. I put together a sponsor deal with several companies once and then we ended up showing up at a Taste America James Beard event. And we were the thing in the room, right? The sponsor, the client, which was a client of mine, and several other joint venture partners. And all of a sudden, we get all the claim to fame. We were the winning star and it was all co-creative work and effort. And it was designed to just get people working collaboratively on this fundraiser and it was perfect.

Melinda Wittstock:

Yeah, super, super smart, especially if you’re bringing people together that that sponsor wants to reach, right? It goes back to the consultative sale you’re creating.

Bettina Carey:

I know.

Melinda Wittstock:

Win, win, wins, right? Value all around. I totally get that. So what I’m intrigued about, I mean you started out as a nurse. You were living your dream to be an OB GYN and you had an accident and it changed everything. Talk to me about that.

Bettina Carey:

Yes. Yes. Well at that point, I was in the nursing field in the home care side of the business. So I was walking into a restaurant to handle a meeting and I slipped and fell on my hip. And it took about six years to recover from that injury because it also had neck symptoms associated with it. But about two or three months afterwards, I decided you know what? I can’t sit here in this bed and do nothing. I’m not that kind of person. So I decided I’m going to start a business in healthcare marketing at the time. And one thing led to another. And again, because my number one core strength was connectedness, I found myself building a community of women that became known as the women in small biz shows and events.

And here I am now still building communities, still bringing people together and nurturing. So that’s where the nursing and the nurturing come together. I’m still educating people, which is a big part of nursing. I’m still championing and supporting. So for me, it’s the same. It’s just I’m not focused on diseases per se, but I am in the nurturing business.

Melinda Wittstock:

Ah, amazing. And somehow amidst all the things that you’re doing, really growing your business and mentoring and helping so many other entrepreneurs succeed, particularly women, you have a book coming up. You’ve found time to write a book. Tell me about that. It’s called Shattering Your Own Glass Ceiling.

Bettina Carey:

Yes. I’m still writing it. And the goal is to push it out here through this year. I’ve been writing it during COVID and it’s literally about shattering the myth that there’s a glass ceiling sitting over our heads because it’s really mostly self-imposed limitations. And when you’ve shattered those self-limiting limitations, that’s when life can just turn out to be a [inaudible 00:33:56] of bullies, as they say, as opposed to a ball of cherries.

Melinda Wittstock:

Oh, gosh. 100%. Bettina, I want to make sure people know how to find you and work with you. What’s the best way?

Bettina Carey:

You can actually go to weempoweryourlife.com and click on the summit tickets tab to get a free ticket to our summits, which we do every quarter. And there, you will find information about me. And it’s very easy to get ahold of me through also my email, askbettina@weempoweryourlife.com.

Melinda Wittstock:

Wonderful. Well thank you so much for putting on your wings and flying with us today.

Bettina Carey:

Thank you so much for having me. It was wonderful.