044: Working At Your Business Instead of In Your Business to Grow Your Business with Vance Morris, Deliver Service Now Founder

Marketing is a great place to waste money for any entrepreneur, so I always say, you have got to be able to track the dollars that you are spending, it’s not to say that any one style of marketing is better you know whether you be online or in the telephone book, or you know printing in your local newspaper. You know any of those will work for you in your own area, but you have got to be able to track it.

#00:01:01-1# Neil: Hello it’s Neil Ball, thank you so much for joining me today on the entrepreneur way. The entrepreneur way is about the entrepreneur’s journey, the vision, the mind-set, the commitment, the sacrifice, failures and successes. I am so excited to bring you our special guest today, Vance Morris, but before I introduce you to him, I have a little quote for you, Zora Neal Hurston said, ‘there are years that ask questions and years that answer.’ The entrepreneur way asks the questions, so we all get the insight, inspiration and ideas to apply in our businesses. Vance, welcome to the show, are you ready to share your version of the entrepreneur way with us?

#00:01:46-2# Vance Morris Founder of Deliver Service Now: Oh most definitely, looking forward to it Neil.

#00:01:48-7# Neil: Thank you for coming on the show Vance. Vance spent ten years working for the mouse at Walt Disney World in Florida. After leaving Disney, he utilised his skills to rescue or improve many of America’s companies and government agencies, his clients included legal seafood’s, Tyson, NASA, the rainforest cafe, the compass group, the executive office of the president of the United States, and the Smithsonian and Kennedy Centre for the Performing Arts. Tiring of corporate life, Vance opened his own bricks and mortar business in 2007. After meteoric growth of his service business, other entrepreneurs began to seek him out for advice and counsel. This spawned his next business, Deliver Service Now. Consulting and coaching other companies, on how to create and implement Disney Style Service and then apply direct response marketing to profit from it. Vance Morris has shared the stage with many of the premier marketers and service professionals in the world, including Dan Kennedy, Joe Polish, Bob Brown, Lou Ferrigno, Dean Jackson, Jack Canfield and many others. He has received many marketing awards, including the 2015 Marketer of the Year. The 2014 Award Winner of Dan Kennedy’s International Marketing Competition, and 2013 and 2014 GKIC Diamond Marketer of the Year Finalist. Vance, can you provide us with some more insight into your business and personal life, to allow us to get to know more about what you do and who you are?

#00:03:34-1# Vance Morris Founder of Deliver Service Now: Yeh, I would be more than happy to. I think one of the things that was always a nagging in the back of my head, and I came to realise this just a few years ago, is that I make a really lousy employee, and what I mean by that is I am just, the way I am put together, I am not someone who can work for someone else. Most companies that I worked for, work too slowly for me, you know I would see the solution right on the horizon, and go for it and then not to be ten seconds later said, ‘no cannot go that fast, slow down, woah doggy come on back.’ So I was, I was in corporate America, for probably 25 years, before going out on my own so to speak, and I think really the catalyst for going out on my own, was being at the beck and call for someone else, I had been laid off twice, the last time during the giant financial upheaval in 2007, not sure how much that affected the UK, but we got clobbered pretty good here.

#00:04:48-8# Neil: Yeh so did we.

#00:04:50-3# Vance Morris Founder of Deliver Service Now: And on a personal level, my wife and I were both working at the time and when I lost my job, I said, ‘that’s it, no more, I am not going to work for someone else, I want my life in my control. I do not want anybody else to be able to say, ‘you’re done.’ And from there, I started looking at different businesses that I could get into, and I signed a contract, I actually started a franchise, carpet cleaning business, here in Maryland, and was really looking forward to that, now mind you I have never vacuumed a carpet beforehand, so people always ask, ‘why the heck did you choose carpet cleaning?’ And I think a lot of it had to do with I was looking for a company that had a phenomenal product, because I took my background from Walt Disney World, which I learned the service aspect, the marketing aspect, and really had those items down but I was looking for a product that I could really stand behind, I could look my clients in the eye and say, ‘you know what? this stuff works.’ And I had been in hotels and restaurants for most of my life, and I knew I did not want to do that, that lifestyle was really hard on the family, I have four children, so doing that kind of lifestyle with four kids, it was not what I was looking for. So I was looking not only for something that I could do on my own, but something that was going to provide for my lifestyle. And I think that is what entrepreneurs and business owners really need to look at before they make the leap into doing their own thing, is, ‘is what you are looking at going to provide the life that you want to lead? or is it going to tie you down and almost be just as bad as having a job?’

#00:06:53-2# Vance Morris Founder of Deliver Service Now: When I had just signed the contract for my franchise, my wife had a serious medical issue, so she lost her job. She went on disability payments, we went from a mid-six figure salary for the family down to pretty much zero, when I was starting the business so talk about having to scramble and claw my way up, I had to learn real fast how to clean carpet and more so I had to learn real fast how to sell carpet cleaning because that’s really what the position that I was in. I had to be in the ‘selling of carpet cleaning business’ as opposed to just the doing of it. And that really took some time to build up, so personally we were part of the folks that lost their home, you know not very proud of it but you know it is part of who I am, and I think it made me stronger for what I was doing in the future. I knew nothing but going up, where a lot of my competitors were on the way down because they had been in business for a while and had gotton lazy with their marketing and lazy with their business practices, and well, I was brand new and I knew I had to make it work, I had no choice, here I am, I have got a brand new business. A wife that could not go to work, I had to make it work, so that’s how we got to having my own business and doing even more after that.

#00:08:34-1# Neil: And how do you make money from being an entrepreneur now?

#00:08:36-5# Vance Morris Founder of Deliver Service Now: How do I make money now? Well I have got a number of different businesses, I still have my carpet cleaning business which is my core business, and really the other two businesses kind of came from within that. I had other carpet cleaners asking me, ‘Vance how are you doing this? How are you getting the prices that you charge? How are you creating these profit’s that you know, I can’t seem to get there.’ So I started to coach other businesses on their marketing, and how to improve their marketing, so now I run a mastermind marketing group here in Maryland, that has members that belong to it, and we talk about marketing and I coach them on their advertising and their business practises. And then finally, the last piece of it is, the service piece and it kind of came out of the marketing business but it was a way to separate myself from the rest of the marketing guru pack was using my Disney experience. And actually I now take people down to Walt Disney World, on what I call a Disney Service Bootcamp and I teach them everything I ever learned at Disney on how to, not only on service levels but also on their business processes, and how they were able to create the magic on a day in and day out business and how all that stuff definitely translates to any business. You can take what Disney does and translate it into any business with little to no effort.

#00:10:19-0# Neil: You mentioned that you run a mastermind in Maryland, can you just explain to us what you think the benefit of being in a mastermind is?

#00:10:27-2# Vance Morris Founder of Deliver Service Now: Well certainly, you know as the leader of the mastermind, I get a great glimpse at a whole bunch of businesses, and I get paid for doing it so from my point of view it is phenomenal and for the participants they get a board of directors. If you are a solopreneur, an entrepreneur, you know there are not too many people out there that you can really talk to and talk about your business, talk about what you are going through, that really truly understand it. I mean the mind of an entrepreneur is very different from someone that has a job. And somebody that has a job, and I am not saying that in derogatory sense, but somebody that has a job, they just don’t get it, what we are going through and having that mastermind where you can come in and share an issue, share a problem, and have nine or eleven other people, either tell you how they overcame a similar problem, or have those 9 or 11 people offer you ideas on how to advance your business, it’s having your own mini board of directors, and it’s extremely powerful and I have seen people not only in my own group but groups that I belong to, and just seeing their businesses, they get business ideas, like my Disney service business was not mine, it actually came out of a Disney mastermind group, and I would have lost 100’s of 1000’s of dollars and income had I not been part of a mastermind group, because I may have thought of it eventually. But someone else said, ‘Vance you know why aren’t you doing something with Disney?’ I am like, ‘that’s a great question, why aren’t I?’ and that is how the third business was born.

#00:12:17-5# Neil: Just one other thing I would like you to talk about a little bit more, you keep talking about Disney and whilst I read about Disney and a lot of us have experienced Disney, I don’t think people are really aware of their customers service and everything, can you just give us a quick overview of what is special about the customer service of Disney?

#00:12:32-9# Vance Morris Founder of Deliver Service Now: Well certainly, Disney is known for creating you know magical, people talk about the magic of a Disney vacation or a Disney experience, and one of the things that Disney is just known for, across the world, is exceeding their guest expectations. So you know, the guests there expect to you know wait in line, they expect to wait in line a lot, whether it be for meals or for attractions. But the way Disney does it, is they actually entertain people so that it does not seem like the wait is so long. If you go to a regular theme park, there’s not much entertainment, you wait in line and that is what you do, you stand there. At Disney, they entertain you while you are standing there, so it is all part of the attraction. You know, we were taught from early on that exceeding the guest expectation is part of our job, they expect to eat, so ok but do they expect us to know their favourite food? Which you know, we get from surveys, and we talk to our guests, you know and if the come back to our restaurant a second night, we recognise them and we say, ‘hey wow, great to see you again, you know Mrs Smith, I know that you were here last night, I hope you enjoyed your day at the park’ and really getting to know them, like you are welcoming them into your own home. The basis for all of what Disney does, and how they create the magic and magic and I hate to break it to your listeners, there is really no such thing as magic, you know, when David Copperfield gets on stage and makes the elephant disappear, I hate to break it to you, the elephant really did not disappear, it was just a repeatable, replicatable system that he put together. If you look at it from the advantage point of the magician, it’s all very systemised, it’s how the hands move, it’s where you get the audiences eyes to go, it’s practised, it’s updated and it’s practised again and again and again until it is near picture perfect.

#00:14:46-8# Vance Morris Founder of Deliver Service Now: And with Disney, that is how we created the magic of Disney is with repeatable, replicatable, practised systems.

#00:14:51-5# Neil: Thank you and what do you enjoy most about what you do?

#00:14:57-4# Vance Morris Founder of Deliver Service Now: Being able to have the lifestyle that I want, to be able to talk with people like you. To be able to live my life on my terms, like I said, I was looking for a lifestyle business, something that was going to allow me to live the life that I want to live. As I mentioned, I have four children, I start my work day, every day at 4pm, so that I can spend time with my children when they come home from school. I can do homework with them, I cook dinner, and then I take them to their swimming or their ballet or football, or whatever they are involved in that day. That’s not to say I do not go back to work you know, maybe late at night and answer some emails or do some reading, but the key thing to what I am doing right now is making sure that my lifestyle is protected.

#00:15:50-3# Neil: And what is it that drives you Vance?

#00:15:55-0# Vance Morris Founder of Deliver Service Now: It’s an inner drive, it’s a drive to constantly do better, living up to my potential, you know, even though I am running three businesses, I still do not feel that I am up to my potential, and that is what keeps me going is ‘how can I do this a little bit better? How can I make this a little bit profitable? How can I make this a better experience? for either my coaching clients, or for my customers in my carpet cleaning business? so it’s really just a self-drive that keeps me going.

#00:16:27-7# Neil: And how do you relax when you are not working in your business?

#00:16:32-1# Vance Morris Founder of Deliver Service Now: Well I always meditate, it you are not meditating, I strongly recommend it, but I get a chance again, going back to my children, you know taking care of them and going to their events, that is very relaxing, because I can go there and be there, and be there without my cell phone. Being on and having to talk to somebody at work, people know, that if I do not answer, they know when I am going to call them back and so to be able to turn all that stuff off, is extremely important.

#00:17:04-3# Neil: And do you have any entrepreneurial role models?

#00:17:09-2# Vance Morris Founder of Deliver Service Now: Oh certainly. Dan Kennedy, who is an incredible serial entrepreneur and marketer, Joe Polish we talked about, before we came on the call, certainly both of them are phenomenal role models, if you have not studied either one of them, I strongly suggest it, and then actually an old boss from Disney. He really was an entrepreneur at Disney, really drove a lot of what made Disney great, he is no longer with the company. But Charles Henning was probably my biggest mentor that I have had in my entire career.

#00:17:48-8# Neil: Ok thank you for that. Vance, can we talk about the time before you were an entrepreneur? What difficulties did you have to overcome when you started your business?

#00:18:01-4# Vance Morris Founder of Deliver Service Now: Well certainly, starting the business in the time period that I did was extremely difficult, you know with people holding on to their cash, and not wanting to spend it. Some of the big things where I was by myself, with very little resources to fall back on, you know I had to learn how to market my business, I had to learn how to clean carpet, and really trying to do everything all at once, before I had my first employee was really difficult. I think the best thing I ever did was hiring my first employee, even though I really could not afford it at the time, so that I could focus on things that would build the business and I stopped working in my business. I am proud to say I have not cleaned a carpet in a number of years and I have had some really good employees taking that piece, and I have been able to delegate other things to my accountant, you know I still hold on to the marketing, I do not let anybody else do that, I think it is to important. But really, before I had the businesses, learning those items was crucial to improving what I had going on.

#00:19:20-6# Neil: And did you have any doubts that delayed you starting your business?

# #00:19:22-6# Vance Morris Founder of Deliver Service Now: No doubts whatsoever, I dove right into it, and thank goodness I did that because again with losing both my wife’s income and my severance package, you know was very important that I make it succeed. So, if I had a doubt, I did not show it to anybody, I just went straight forward and went right into it.

#00:19:47-6# Neil: And what mistakes did you make that slowed your journey?

#00:19:55-2# Vance Morris Founder of Deliver Service Now: I think waiting to hire my first employee, certainly slowed things down, took me a while, I just kept thinking ‘I can’t afford one, I can’t afford one’ when in actuality, I needed to have one so that I could grow the business, and there was no way I was going to grow without that employee. I think you know, learning a different style of marketing, I firmly subscribe now to direct response marketing where when you spend a dollar on your marketing, you see that dollar coming back in, and my franchiser was very big on ‘here is a picture of a puppy’ and that is supposed to sell carpet cleaning, when it did not sell much of anything, so I really had to discover a mode of marketing, that was going to work for me and really get my return on my investment on my marketing dollars. Those were the two really big things that held me back at the beginning.

#00:20:52-7# Neil: What are some of the things that you did before you started your business? that would be helpful tips to some of the listeners who have not yet taken the first step on the entrepreneur way?

# #00:21:01-4# Vance Morris Founder of Deliver Service Now: Well I would certainly research yourself, what do you want out of life? Because if you decide to pick a job that does not deliver your lifestyle, then you are going to waste a lot of time and you are going to be very frustrated, so certainly research deep inside yourself as to what you want for your lifestyle, whether it be for family, whether it be for money, whatever. And then go and research a business model that is going to support that. It may not be something that you have ever done before. I am a great example of that, where as I mentioned I was in hotels and restaurants my entire life, and I ended up owning a carpet cleaning business. So you never know what is going to pop up on the horizon, but you have got to do your research.

#00:21:54-9# Neil: Vance, what I would like to do now is just talk a little bit more about the entrepreneurial journey. Do you think culture is important from the beginning in a business?

#00:22:04-8# Vance Morris Founder of Deliver Service Now: Oh definitely, especially when you are by yourself, you know, you need to establish what you are going to be about. What are your core standards? What are your core beliefs? Because unless you are only going to work by yourself for the rest of your career, you are going to have employees, and they need to understand where you were and what is important to you. You know a great example is, we treat our customer’s homes with tremendous respect, you know carpet cleaners do not have a great reputation. They are kind of like plumbers and electricians, you know always looking to add on sneaky things onto the bill and I firmly believe that, that was not the way to best serve our clients and you know the only way to get our clients to come back, was to treat them right from the Gecko, so that’s as far as our culture and what I try to teach you know, that is extremely extremely important is how we are going to treat our customers, how I am going to treat the employees and how the business is going to run, so yes, culture is extremely important.

#00:23:16-6# Neil: Knowing what you know now, is there anything that if you had known it when you started out, would have helped you to shortcut the learning curve?

# #00:23:24-7# Vance Morris Founder of Deliver Service Now: Well as I mentioned, certainly hiring sooner, you know definitely would have made the business more profitable a lot quicker. We talked a little bit about a mastermind, had I been part of a group, at the beginning, I think certainly that would have been a great investment in my career and I think that certainly would have shortcutted a lot of the pain and agony I went through in growing the business.

#00:23:54-7# Neil: And how much does gut feeling influence you decisions in your business?

#00:24:00-2# Vance Morris Founder of Deliver Service Now: Unfortunately too much I think, and I think that is with entrepreneurs. You know, you have got to take the time to think and make sure that ‘is this opportunity right for your priorities? And most of the time, I would say probably 85% of the time, my gut has not been wrong. You know it is just one of those ‘yeh this seems right to do it.’ but boy when I am wrong, that 15% can be painful. So I definitely recommend people take a few minutes to really think through their decision.

#00:24:37-3# Neil: And what advice would you give to fellow business owners that may be struggling in business right now.

#00:24:44-0# Vance Morris Founder of Deliver Service Now: Find a coach, find someone that you can bounce ideas off and that can help guide you. Find a mastermind group in your area, even if it’s unofficial mastermind group just a group of guys or gals that get together for the sole purpose of talking about business that is confidential that is people that you trust, or getting involved in a formal mastermind group you know and finding a facilitator who knows how to facilitate a mastermind meeting because it is extremely important and extremely powerful.

#00:25:24-2# Neil: Vance, life is made of constant change whether we like it or not, in fact many people say ‘the only constant in life is change.’ How do you try to keep up with change?

#00:25:34-3# Vance Morris Founder of Deliver Service Now: It’s a great question, change, it can happen to you or you can manage it, and I try to stay up on all the different things that are going on, not only in my industry but in other industries. My reading is very eclectic, to say the least, I actually read an orthodontist magazine, I still keep up on restaurants and hotels and I try to see the trends before they become my enemy. A lot of times you can see financially how your region or the countries going by how restaurants are doing. So finding restaurant financial viability is extremely important because they are kind of like my barometer, once they start to waver or go down, I know that something is on the horizon, you know be being able to react to change and react nimbly, make sure that your systems that you have in your business are not going to slow you down and be able to react quickly and if you have to change your whole business model, be able to do that but be able to do that on your own terms.

#00:26:49-6# Neil: Interesting thing you said there about reading about other industries, orthodontists and restaurants, so obviously you used that as a barometer but you must get other benefits from doing that, is there any other benefit’s you get from doing that?

#00:27:03-0# Vance Morris Founder of Deliver Service Now: Oh sure, you get, I mean you certainly get other ideas. I get tons of marketing ideas, I call it swipe and deploy. So I can see a marketing piece, for an orthodontist or for a restaurant or for any of the dental groups that I read about, and I can take that ad or take that marketing sequence and twist it and turn it and massage it so that it will work in either my marketing business or in my carpet cleaning business, and so I am not just stealing it but I am taking the idea that they used and moulding it so that it is going to work in my business, and that has not failed me yet. So I always encourage people, you know make sure you are reading not just business stuff but read non-fiction. You know, try and find other industries that have nothing to do with you and just pick up a copy of their, you do not even have to subscribe. Just go to the bookstore or the newsstand and pick up a couple of copies of some other industry trade journals, and try and read through them, you will be surprised what you learn.

#00:28:14-5# Neil: Mmm hmm, a recurring thing that you have said throughout this, is you keep talking about marketing and at one point you actually said that you would not let go of the marketing. Marketing is very important obviously in business and I think it is something that a lot of business owner’s neglect, what advice would you give to them in terms of marketing?

#00:28:32-6# Vance Morris Founder of Deliver Service Now: Well certainly, as I said, for small business owners, I really firmly believe there is only one style of marketing. Which is called ‘direct response marketing’ and what that means is that you will get your ad has to illicit an immediate response from someone. Now, that does not need to be a purchase, but if you are going to spend ten dollars on an ad, you want to be able to see and know that, that ten dollars is coming back from that ad. So you have to have a mechanism in there to gage that ad’s effectiveness. Usually you can do that with call a 1 800 number for more information. Offer a free report, or if you are going right for the sale, going right for the gut, you know having a coupon, or some type of offer in there that is going to make the phone ring. And then you need to very detailed track that marketing piece to make sure that it’s working because if you can’t track it, there is no sense in doing it because you will just be wasting money, so marketing is a great place to waste money, for any entrepreneur, so I always say, ‘you have got to be able to track the dollars that you are spending.’ And it is not to say that any one style of marketing is better, you know whether you be online or in the telephone book or you know printing in your local newspaper. Any of those will work for you in your own area. But you have got to be able to track it.

#0 #00:30:04-3# Neil: So, what you really saying is do not, certainly from the UK, I don’t know about the United States, don’t do it like they do a lot of television advertising.

#00:30:15-1# Vance Morris Founder of Deliver Service Now: That’s exactly correct.

#00:30:17-9# Neil: Vance, you mentioned reading is something you said you do quite a lot of, what is your favourite book on entrepreneurialism, business, personal development, leadership or motivation? and can you tell us why you have chosen it?

#0 #00:30:28-4# Vance Morris Founder of Deliver Service Now: Sure, the first book, I have got a couple, the first book would be ‘ the no BS direct marketing guide for non-direct response businesses’ which was written by Dan Kennedy. This book is literally a ‘how-to step-by-step market a small business’ and it’s written in a language that is you can’t mess it up, it is very basic which is why they call it ‘no BS’ it was just written for any small business, it does not matter what industry you are in, it will work for you. And then I think that the magazine that I subscribe to and I am sure you have it in the UK, is Success Magazine, and Darren Hardy is the publisher. His book has been phenomenal, it’s called The Compound Effect, He also has a programme called ‘The Compound Effect.’ And I 100% encourage anybody who is either just starting out or who has been doing this for 20 years, to get either one of those books.

#00:31:47-7# Neil: Ok, thank you for that. Everybody when you have a busy life, listening to audio books is a great way to expand your knowledge in the time when you may be doing other things, such as driving or when you are at the gym. We have a special offer for you of a free audio book of your choosing, choose your free audio book, go to www.freeaudiobookoffer.com. As long as you have not already signed up, then you will qualify. Vance, what I would like to do now is speculate about the future a little bit. So, what one thing would you do with your business if you knew that you could not fail?

#00:32:25-0# Vance Morris Founder of Deliver Service Now: Wow, if I knew I could not fail, I know that sooner or later, I would be selling the carpet cleaning business, and certainly that would be at the top of the list of things to do, so that I could spend more time on what is a little bit more profitable and what is a little bit more in line with my lifestyle. I don’t know how many people have told you they want to sell their business, but that would be at the top of the list for me.

#00:32:54-2# Neil: And what skill, if you were excellent at it, would help you the most to double your business?

#00:33:01-2# Vance Morris Founder of Deliver Service Now: If I could even improve my marketing skills more, and to be able to double my business, with improved marketing, I think our customer service is already there. Really the only way to double the business is to improve the marketing.

#00:33:18-1# Neil: Ok, and in five years from now, if a well-known business publication was publishing an article on your business, after talking to your customers and suppliers, what would you like it to say?

#00:33:31-2# Vance Morris Founder of Deliver Service Now: Well it will say that he ran all of his businesses with integrity, and that he walked the talk. And I think I do that in all of my coaching businesses, is everything that I talk about, I have tested or already done in my own business or my own personal life. Whether it was right or wrong, and I will let people know whether it failed. So knowing that I ran my businesses with integrity and I could look any person in the eye, and be able to stand there and say ‘hey, this is exactly what I stand for, that would be tremendous.’

#00:34:11-9# Neil: Thank you, we are now at the part of the show where you share three golden nuggets with us, so Vance, what is your favourite quote and how have you applied it?

#00:34:21-6# Vance Morris Founder of Deliver Service Now: Sure, my favourite quote is, ‘we will be better tomorrow, than we were today.’ Which is just constant, constant improvement. You do not need to improve 10% 20% 50% every day or every week. Just one percent, that is all you need, or a tenth of a percent. So constantly looking to be better tomorrow than I was today. I apply that in every business, I look at every one of my systems and how can we do this a little bit better? You know, how do we serve our clients? How can I do it a little bit better? How can I make this a better experience? So certainly that would be the quote that lives with me the most.

#00:35:00-0# Neil: And do you have any favourite online resources that you can share with us?

#0 #00:35:05-5# Vance Morris Founder of Deliver Service Now: Online, well definitely, success.com for Success Magazine is a great way for folks to have a lot of free items, that will certainly help you. It’s something I start my day with every day is something from success. It’s just to start my day off on a positive note.

#00:35:32-5# Neil: Ok and what is your best advice to other entrepreneurs?

#00:35:39-1# Vance Morris Founder of Deliver Service Now: If you hate it, get out of it and get out of it quickly. If you love it, find a way to make it profitable, because sooner or later you are going to end up hating it if it’s not profitable and then you will be right at the first part of trying to get rid of it.

#00:35:57-2# Neil: Everyone, if you did not manage to get a note of Vance’s favourite resource or his favourite book, then go to Vance’s show notes page, just go theentrepreneurway.com and search for Vance or Vance Morris in the search box, Vance, is there anything else that you would like to add about your business?

# #00:36:17-1# Vance Morris Founder of Deliver Service Now: You know, I think that knowing that it was not a smooth ride, and nobody is going to have a smooth ride, and I think that is what made my business stronger and made myself stronger, you know I have written a couple of books, which I do not think if I had been an employee of another company, that I ever would have done. So I think that you know, just really knowing that it was not an easy ride, it certainly made myself a lot stronger.

#00:36:47-8# Neil: Vance, thank you for coming on the show, and sharing your story, and sharing your great perspective on marketing and Disney and your business, and just business in general, it has been absolutely fantastic, so thank you very much.

#00:37:01-7# Vance Morris Founder of Deliver Service Now: Thank you Neil, I appreciate you having me on the show.

#00:37:03-5# Neil: You are welcome Vance, thank you.