Develop, Master, Rise: Empowering Experts to Lead and Succeed with Danielle Ribeiro

Danielle Ribeiro 00:05 Welcome to a thoughtful discussion of important ideas among people who are committed to succeeding in life. This is a gathering of leaders from a variety of industries, and our role here is to help you reach the top 1% of your field of choice. I'm Jim Cathcart. So come with me and let's discover how much more successful you could be. Jim Cathcart 00:35 Hey, folks, this is Jim Cathcart. Welcome once again to the Professional Experts podcast. Today, we've decided to upgrade the podcast. I've got Danielle Rivera with me today. She is One of the 38 current certified professional experts, and I'll let her tell you her story. But we're going to be talking about how do you build a business as a professional expert? First question, what's a professional expert? It's a person who their business centers around what they do, not around what they built, like selling a mouse, you know, for a computer, but selling your services as an expert, promoting yourself as a leading authority, making building a reputation for yourself as a problem solver as an excellent source that causes other people to be willing to pay to hear what you've got to say. So that's what being a professional expert's about. It's for coaches, it's for consultants, advisors, authors, speakers, researchers, specialists who focus on their expertise. So I've shown you, through all these interviews on this podcast, probably, I don't know, 30 so far, different examples of how people built a career around their expertise. And you've seen the struggles they've gone through, and you've seen the uniqueness where some of them are primarily authors or researchers or motivators or coaches or consultants or training program designers. And, you know, the kind of people that sell an ongoing program like that. Well, it's Danielle's turn, so welcome, Danielle. Thank you for joining. Danielle Ribeiro 02:31 Thank you so much. This is such an honor to be here, Jim. I am really excited about this opportunity. Jim Cathcart 02:37 Thank you. Well, we're in some pretty heavy company. You know, when you look at the 38 that have joined us as certified experts, pretty heavy company. And I'm very proud to be at the center of all that, organizing it. By the way, folks, let me just show you. Looks like when you get certified as a cpe. This is Danielle's cpe, Such an honor and medallion with her name on the back. CPE number 35, by the way. Danielle Ribeiro 03:13 Yes. Jim Cathcart 03:13 Yep. Danielle Ribeiro 03:14 Yes. Jim Cathcart 03:15 Who's counting? So, you know, you know, my background and, you know, you know, through Fuel, which we're both part of the faculty on MyFuel IO website, which is a wonderful thing put together by CPE Todd Duncan and Alex Kutsish and his partner. So we know each other through fuel and we know a little bit about each other's background. But I want to dig into what your path was. You know, when you decided you were a grown up at whatever age that occurred to you and you decided you were going to do something with your life. What direction did you take and what caused you to change if you did? In other words, walk us through that evolutionary process? Danielle Ribeiro 04:03 Yeah, absolutely. I came from a very humble background, was raised by a single mom in Connecticut. She was a cna. She worked long hours. So a lot of the responsibility was on me to raise my brother to make sure that things were going well in the household. Now, you said certified nurse, so she was a certified assistant. Nursing assistant. Jim Cathcart 04:29 Is that like a lpn Used to. Danielle Ribeiro 04:31 It is, it's a one step down from an lpn. So she was a great caregiver and used to do a lot of private duty cases which kept her away from the home a lot, you know. So it was, it was my responsibility. And at a young age, I learned, okay, I have two roads. I have two choices. I could take the road that is easy or I could take the road that's a little bit more challenging. And as a child, I saw how difficult it was for her. And you know, there were years we. I mean, we really didn't have much under the tree. Some years we didn't even have a tree. So I realized at a young age that if I want to do something with my life that I have to, I have to take a little bit more of the challenging role and I have to really push myself to be the best version that I could possibly be. So that's what I did. I went to school for dental assisting. I had a love for dental ever since I was a little girl. Originally, I wanted to be a dentist, but I started down the journey of I was a dental assistant for 10 years. And during that time I started to realize that I was finding myself loving sales. I loved closing big cosmetic dental pieces. I loved the feeling I got when I landed a sale. And I said, gosh, you know, I think that this is the direction I want to go. So I said, okay, well, I'm going to start looking for dental sales roles. So do you remember Monster Years ago, it was a platform we used to use to try to find right jobs. So I composed my resume very green, put it on Monster, and I received a call from a dental manufacturing company called Ivaclar Vivadent. And they said, you know, we love your journey, we'd love to talk to you. Long story short, I ended up landing the Connecticut role. So I was the territory sales manager for Connecticut, Rhode Island, Western Mass. And Albany, Hudson Valley, New York. So amazing, right? Jim Cathcart 06:54 And this is in what, your 20s? Danielle Ribeiro 06:57 I was 30 years old. I was 30 years old. Jim Cathcart 07:02 That was a big time for me too because at 30 years old I was in the field I'm in now, but in the, in the early part of it that taught me how to do all the rest of it. Danielle Ribeiro 07:12 Yeah, it's just all an evolution. So I started as the Connecticut rep and I started making great gains quickly. It was maybe a six hundred thousand dollar region when I first acquired it. I doubled it in the first year. Then things just kept catapulting and evolving and growing. And they said, wow, she's really good at what she does. We're going to put her into a leadership role. So that worked out. Jim Cathcart 07:43 He's trying to hear this up. Hey. Yes, you might. Danielle Ribeiro 07:47 I have no idea what that means, but okay, great. So I ended up gaining the role of the Northeast regional sales manager for, for Ivaclar. And at one point I had 17 reps that reported to me anywhere from 17 to as low as an eight or nine. And I was able to grow and evolve this into up to a, almost a $30 million region by the time I was ready to exit. Jim Cathcart 08:19 So let me ask you a quick question. How did you feel about the new role in sales leadership compared to the sales role? Was it as satisfying? Danielle Ribeiro 08:30 It was not as satisfying. My first year, I felt it was, it was a, it was a tough transition. And this is really why I do what I do today, because I feel there's, there's support needed for those individuals that are transition. It was a very difficult transition for me because I knew how to be a great rep. But now I had to learn how to be a great leader. I knew how to do it myself, but now I had to learn how to motivate others to do what I could do, which again is why I do what I do today. So, you know, as time went on, I realized, you know, I'm at a point in my career and in my life where I'm ready to grow more. And so I believe it or not, it's only been a year. January 2nd. But on January 2nd, 2025, I resigned from IowaClar after being there for exactly 20 years to the day, and I started my entrepreneurial journey. Jim Cathcart 09:36 Outstanding. Danielle Ribeiro 09:37 Yeah. Jim Cathcart 09:38 How are you positioned today? How do you identify yourself to the marketplace when someone needs. So who are you? You know? Danielle Ribeiro 09:46 Yeah. Jim Cathcart 09:47 Yeah. Danielle Ribeiro 09:48 So I am a personal. And I'm a personal professional leadership development coach. So I have a leadership development company called DMR Society, and within there, I have my proprietary program called DMR Method. So the DMR Method is a combination of neuroscience and mindset mastery, and it helps individuals get over some of their challenges that are really, truly between their ears. So it's for individuals that want to help, that feel like they're not necessarily in their purpose, have really found or discovered their purpose, and they need a little guidance. Or it could be that they're challenged to take that step, that next step into their. Their journey, their purpose, because they're. They're fearful. So we go through all of the challenges that we. We have between the years and we dissect and we put a program together to help them get past that. Jim Cathcart 10:54 Excellent. When I wrote an article recently, and it was about sales, and I said, if your sales team is not performing at the level that you think it could perform, is it a skill problem? Really? In other words, do you think sending them to class will bring them back the way you want them to turn out, or will that just add a new knowledge or ability to their. Their quiver, so to speak? You know, their arrows they can shoot. And the second question I posed was, do you think that it's an intellect problem? Are they just too stupid to be able to do it the way you think it ought to be done? Do you think it's a situational problem in that in this economy, who could succeed? So why even try? Or do you think it. What do you think it is? You think it might be that they've got all the other things they need and their problem is mindset. It's the way they're looking at what they do, the way they think about who they're doing it for and why they're doing it. And of course, the responses I got were strongly saying, yes, Jim and Danielle, you're right, it's mindset. It's like 99.77% mindset. And the rest of it can be worked out. Danielle Ribeiro 12:18 Could you. You could pretty much learn it. Jim Cathcart 12:20 You're making calls. Danielle Ribeiro 12:21 You know, as long as you're making calls and you're. You're. Yeah, of course. But a lot of it has to do with what you're priming your reticular activating system with what you're telling yourself. We have, what, 60 to 80,000 thoughts a day? Something. Something Crazy like that. And we just keep having these internal dialogue and communication and you could talk yourself in and out of something very easily and very quickly. So it's about understanding the bridge between the conscious and subconscious mind and how to prime your RAs to actually work in your favor so that your subconscious is starting to attract and bring in more of what you want. So I have put together a lot of subliminal recordings tailored to my clients, which work exceptionally well because they are layered with binormal beats and subtle. A subtle voice underneath which is speaking directly to their subconscious. So they can be carrying on with their day and listening to this. And it's working in their favor because it's helping. It's an immediate redirect with their thought process. So all of a sudden they look around after listening to these subliminals for a while, they're like, wow, really understand this. But I feel happier now all these things are happening and I don't understand how that happened. And, you know, it's all, it's all. It's. It's like, it's like the genie. Whatever. Your wish is my command. You just have to feed your subconscious with what you want. Jim Cathcart 14:00 Yes. Danielle Ribeiro 14:00 Yeah. Jim Cathcart 14:00 So with John Mitchell, cpe and he wrote the book the Missing Secret. From the book Think and Grow Rich. Danielle Ribeiro 14:10 Oh, yes. Jim Cathcart 14:11 After reading Think and grow rich like 20 times and toying with it from all the different angles, he came up with the part of the. The secret that's not mentioned in the book and wrote his own book about it. And he developed a technique that boils down to this. What you focus on in detail on a daily basis with emotion will show up in your life. What you focus on in detail, in other words, vividly seeing it. And this I hear you saying, you know, vividly seeing it and with emotion. Which emotion? Well, in his case, he's talking about grateful expectation. I expect it and I'm already grateful for it. Thank you, Lord. That's coming my way. Grateful expectation. Doing that day, day, day, day after day, before long it starts happening and you think, well, I didn't even realize I was doing that. Danielle Ribeiro 15:13 Yeah, it's powerful. Yeah, it's powerful because your reticular activating system knows what's important to you by how it makes you feel. So it's all, it all encompasses your senses and your five senses and what you, what you emotionally bring into a situation. That's what's going to bring. That's what you're going to, you're going to end up bringing more into your life. So, yeah, so it's. It's very fascinating. I've always been just really fascinated by quantum physics and anything that has to do with neuroscience. It's always just been some my biggest passions and loves. So now it's interesting because the DMR method, I have a community, the DMR Method community. And it's an online community, it's subscription based, but I actually have a whole segment on the principles from Think and Grow Rich. And we dive deep into each principle. Jim Cathcart 16:17 First edition. Danielle Ribeiro 16:19 Oh, my gosh. Jim Cathcart 16:20 Wow. Danielle Ribeiro 16:21 Wow. Jim Cathcart 16:22 It's one of the old originals. Danielle Ribeiro 16:24 Wow. Jim Cathcart 16:25 He said Yellow Pages and everything. Danielle Ribeiro 16:28 Oh, I love it. I love it. Jim Cathcart 16:30 From one of my clients. Danielle Ribeiro 16:32 Oh, that's. That's a really special gift. Really special to me. Jim Cathcart 16:37 He said, I have. I have a book I think you'll enjoy. And he handed it to me and I said, you know, I'm not worthy. Like. Danielle Ribeiro 16:47 Yeah. Jim Cathcart 16:48 He said, no, seriously, I want you to have this. And I said, for heaven's sakes. You know. He said, no, it's a gift. Don't spoil it. Okay. Well, I found out later the value of that thing is in the thousands. Danielle Ribeiro 17:03 Oh, sure. Jim Cathcart 17:05 My gosh. But in application, the value of that message is in the millions, in the milk. That's beautiful. Danielle Ribeiro 17:12 Yes, 100%. Jim Cathcart 17:15 By the way, Dennis Whateley was a dear friend of mine. He passed away this past year. And Dennis, he's the first person that I've ever presented a posthumous certified professional expert to. And the reason I did that is we held a summit, expert summit in La Jolla last year. And I wanted very much to have him there, but he couldn't come because of his health. He was in his 90s. And so, you know, I was unable to present it to him and have him as part of the meeting. Brian Tracy came, a lot of other people came. He's a great meeting, but. But not Dennis. And then they notified me that he had passed away. And so I decided that, you know, it made great sense to acknowledge him in that way. But he was the first person that ever made me aware of the concept of a reticular activating system in our thought processes, in our brain. The psychology of winning was sort of one of the pioneers of the wagon trail that became the highway you're traveling on. Danielle Ribeiro 18:25 Yes. Jim Cathcart 18:26 Yeah. Danielle Ribeiro 18:27 Yes. And it's interesting, Jim, because I'm traveling on. I'm traveling on a couple different highways. I. So I have the DMR society as my personal brand and company, and then I also am a vested partner, and. And the CSO I had to put that corporate hat back on of a company called Voice roi, which is an AI based company where we're helping to build digital workers to help offset some of the biggest challenges within businesses. So I've positioned myself at this point as a multisector entrepreneur. Jim Cathcart 19:06 Yes. And that's a good way to put it. Danielle Ribeiro 19:09 Yeah. Jim Cathcart 19:10 Like when I started in this business in my 30s, I was a trainer. Just straight up. That was it. That was. I taught programs, you know, other people's programs and then started developing my own. But as I did, I had done 400 of those programs in two years. In two years after work, not at work, after work, on weekends. Doing it for civic clubs like the Junior Chamber of Commerce and groups like that. So that's where I earned my stripes and, you know, it kind of honed my skills and then I went into the marketplace as my own product, so to speak. Let's. The structure for certified professional expert covers five key areas. And the first one of those we've been talking about, and that is brand. Their value message. Not brand, excuse me, erase the word brand. Value Message. What do you have? What do I have that's worth paying to access it? Right. And that's what we've been talking about so far. And the niche in which you're operating is leadership development, leadership of self and leadership of others. Danielle Ribeiro 20:23 Yes. Jim Cathcart 20:23 And the specialty that you bring to that is depth and breadth in the sales avenue of applying that. Of course, that's where. That's where the revenue, you know, why rob banks? Because that's where the money is. Right. Let's look at the second one. So the first is value Message. What do you do is worth paying for? Number two, what's your brand identity? You've told me about the name, you know, the DMR Society and method and so forth. And I think that's. That's distinctive because it's. Obviously, it's your initials, but it could also mean discipline, methodology and results, you know, or directors measure results or. Yeah, I mean, you could play with it all day long and come up with DMR meanings. Right. Dopey and Randy. Danielle Ribeiro 21:17 Exactly. Jim Cathcart 21:18 Yeah. So it's the DMR Group and the DMR Society. What's your website, by the way? Danielle Ribeiro 21:23 Www.dmrsociety.com. Jim Cathcart 21:27 okay. DM or D Delta. Danielle Ribeiro 21:32 Roger Society. Jim Cathcart 21:34 EMR Society.com. Danielle Ribeiro 21:37 yes. Jim Cathcart 21:37 Oh, folks, glue that in your brain. All right? What is your brand beyond those words? When someone says, so what is the DMR Society? How do you identify your brand as Being different from anyone that does leadership training or sales training or something else. Danielle Ribeiro 22:00 So the dmr, just for clarification, does. Actually it is my initials, but it also stands for Develop, master and Rise. So Jim Cathcart 22:12 I like that. Danielle Ribeiro 22:13 Yes, Develop, master and Rise and the Jim Cathcart 22:17 expert at it and. Yes, Ascend. Danielle Ribeiro 22:21 Yeah, correct. Jim Cathcart 22:22 Old Matt Wise. I can remember that, yeah. Danielle Ribeiro 22:25 And I, what I bring to the table, what my brand really does is it helps you to bridge the logical and the sub logical mind. So you're taking the subconscious and the conscious mind and you're bridging it together. So I'm taking my experience as a leader, right, the heavy hat leader, as well as my mindset, mastery skills and techniques and neuroscience and combining it into a program and a system that helps you to really evolve and glow from the inside out, to be your best version, to find your soul's purpose. Because if we're not doing what we truly love, we're doing such an injustice to ourselves and to others. So it's, it's about allowing individuals to dream big and realize that it's not necessarily even a dream because we're living in the 3D world, which is very heavy. The 3D is everything about your past. The 4D is where you really start to manifest in the 5D is where you evolve and you encompass. But I help individuals kind of go through each process and understand that through being present and through manifestation and subliminal recordings and different techniques, you can be exactly what you want to be. Because it's already done, it's already there. Jim Cathcart 23:59 That's, that's the thing that I think most people miss, is that once you've created the vision of what you want and it clarified it, you know, where you can actually focus on it, not health and wealth and happiness, because those are states of being, they're not, they're not things that you can achieve and sustain without interruption. But when you get your vision clear, it becomes the magnet that pulls you through the work you need to do. You know, gives you the strength to develop the discipline, to keep going until it's a physical reality. Danielle Ribeiro 24:39 Correct. Jim Cathcart 24:39 Think and grow rich. You know, didn't. Doesn't say think and be rich. Think. And that starts the process and keep thinking about that and it becomes. Earl Nightingale was my mentor, my big mentor as far as degree of influence. And I listened to, I don't know, a thousand hours of him on audio cassettes back in the day. And until it completely rewired my worldview and my self view for that matter. And his message boiled down to the strangest secret, you become what you think about. And of course, that's a little misleading if you take it straight up. The way I define it is become the person, the type of individual that would have the future you dream of. And the future you dream of will be your natural byproduct. So develop the qualities, develop the traits, the skills, the discipline. Become the person your neighbors would love to have as a neighbor, your kids would love to have as a parent, et cetera. Your customers would love to have as a salesperson or, you know, a provider. So your brand identity I like very much because it's totally compatible with my own concept. We've got value message. We've got brand identity. Now, just to clarify for our viewers and listeners, the value message is what we have worth paying for. I've already said that the brand identity is what distinguishes you from a crowd of people that do the kind of thing you do. Right. So the next one is optimum client. Who's the best, most perfectly suited customer for what it is you do. How would you answer that, Daniel? Danielle Ribeiro 26:38 So the perfect avatar for me is an individual who knows that they have more to, to bring to this world, but they don't know how to get there. But they're open and willing to do the work. They're rarely. Jim Cathcart 26:55 Why isn't that a big deal? Killer. Right. Because yes, open and willing to do Danielle Ribeiro 27:00 the work can't be closed. Jim Cathcart 27:02 Yeah. Danielle Ribeiro 27:02 Can't be closed off because I can't do anything, regardless of what I try to achieve. If you're going to prove me wrong constantly and say this doesn't work, then like you said, you are what you believe. That's exactly what's going to happen. It's going to be a big wall that we'll have to try to get through. So really just being open and willing to, to go through the process that involves. Jim Cathcart 27:25 So let's, let's look at it from a demographic point of view. Where do you find those, the kind that you're looking for the most? Would it be in the field of dentistry or the medical professions first? Danielle Ribeiro 27:39 Actually, I find a lot of, a lot of my clients are digital marketers. Digital marketers that really want to evolve and grow and start their own, their own journey, their own business. Jim Cathcart 27:51 Yeah. Danielle Ribeiro 27:52 And so I have a lot of clients that are digital marketers. I have clients that are business owners that feel stuck. They feel like they've hit their, their ceiling. And, you know, we're learning that there is no ceiling. So we, we have to plow through So I have a lot of. I have a lot of small and large business owners, and I also have sales professionals in any really. In any industry, any vertical that wants to evolve to the next level, but fear is getting in the way. So, you know, I really want to be. I really want to interview for that C suite position, but I. Why would they want me, you know, getting over that imposter syndrome? Snow? I love working with that kind of stuff because that's, you know, that's just a lot of clarity, work and mindset, you know, reprogramming. Yeah. So those are. Those are my ideal clients, but I find them in many different areas and many different verticals. Jim Cathcart 28:53 Okay. Now we've gone from value message to brand identity to avatar of the ideal or optimum client. Not your dream client. You know, it might be Taylor Swift is your dream client, but that's. That's not what Danielle and I are talking about. We're talking about the client that best suited for benefiting the most from what you do and are able to pay for it and willing to apply it as intended. Danielle Ribeiro 29:19 Correct? Jim Cathcart 29:20 Yeah. So it's not about just generating revenue like I've had people tell me. Well, Jim, the purpose of business is to generate revenue or to make money. No, it's not. That's a function of business. The purpose of business is to make life better. Danielle Ribeiro 29:34 That's true. Jim Cathcart 29:35 And if you don't do it profitably, you have to stop. But if you do it profitably, everybody lives abundantly. So let's go to stage number four. Category number four, what's your business model? And before you answer, let me throw out a few for the. For people to think about. The business model could be training company. We sell seats in seminars, or we sell courses that people subscribe to, or we sell courses to enterprise, meaning large clients where they buy with one check, a training program for all of their people across all of their offices. Business model would be like. When I started out, I was a motivational speaker. I was a gig worker looking for tomorrow's gig. You know, find a convention, stand on the stage. And that was my model. And the way I made most of my money was speaking fees. And then I developed training packages of materials, books, and recorded programs and such courses. And I started selling those in the back of the room or after the talk to the company. And so that generated a second line of revenue. There are other business models like multilevel marketing and on and on and on. You know, some of your clients are digital marketers. Your other clients were dental Offices, you know, and, and owners of multiple practices across a region. And so that different business model calls for a different set of sales skills and different set of sales tools and a different set of sales appeals. The way you communicate and say what you do. So currently, what would you say is the best way to describe your business model? Danielle Ribeiro 31:19 I'll say currently because I'm evolving into more motivational speaking for 2026 which will be, which will bring in some of these other areas of revenue. But right now I have a subscription based program called the DMR Method that's an online community based program. I go live twice a month. I also have several different learning modules built meditations constantly evolving and growing within that community. So that is. Jim Cathcart 31:50 What's the entry level? What's the least expensive thing people can. Danielle Ribeiro 31:55 It's actually very reasonable. So right now I'm running an integral price and of $111 for setup just to, just to come in which is very inexpensive at $37 a month. That's only going to go until the end of the year. Then the price is going to double for the listener. Jim Cathcart 32:12 When you're pricing it like that, you're counting on quantity sales. If you're priced like that and making one or two sales, you're also starving. Danielle Ribeiro 32:21 Right? Jim Cathcart 32:22 So pricing like that is to reach a large body of people. If you say well for only $12,000 I'll get started working with. Oh wait a minute, you know, your market just went and shift to a very, very specific lane or niche and different type of appeal in order to make those sales. Danielle Ribeiro 32:44 Right. This is a wide open, better than the other. Right. This is a wide open approach because I really want to bring in as many individuals as I possibly can into the community. And working with me then there's also working with me one on one. Now that's a different, that's a different. Well I have a three, a three month program that is $7,000 to work with me one on one. But this program, people get a lot out of the community. It's fairly new, I just launched it. But it's starting to grow quickly. So I'm happy about that because I'm able to really, you know, when you hear that price point you think wow, you know that's very reasonable. And I over and I over deliver and there's a very specific reason why I do that because I, my goal always is to be the best, to help individuals get to the best version of themselves and then we evolve and grow. Whether that's, whether that's coaching one on one or that I work with their companies. Jim Cathcart 33:47 Yeah, and that's the thing. You know the dental company, dental supply companies, like I've been hired by various groups like Benco Dental over the years. Danielle Ribeiro 33:57 Yes. Yeah, we used to work with that call a lot. Jim Cathcart 33:59 And you know the one box of medium toothbrushes, medium stiffness toothbrush. Danielle Ribeiro 34:11 Yeah. Jim Cathcart 34:11 Doesn't cost much money, you know, maybe $111. But that's not what bingo or any company is trying to sell to the dentist. They're trying to get the dentist to do one bit of business with them so that they also come back to them for their surgical instruments, for their X ray machines, for their what, you know, the tens of thousands or even hundreds of thousands of dollars. And I, I've got friends and you do too, but who have built an entire career just on that one lane. Danielle Ribeiro 34:41 Yes. Jim Cathcart 34:41 Look at Vanessa Emerson and what she's done in the dental community. Look at Jim and Naomi Rode with smart practice. Danielle Ribeiro 34:48 Yes. Jim Cathcart 34:48 Look at Linda Miles and look at scn, you know, speaking consulting network. And all of that's Ryan Vet. All of those are industry specific, profession specific to dentistry. Wow. Who knew there was that much opportunity? Well, you still can find yellow pages. Some people will remember what that is, a phone directory. Go to the yellow pages, which is a commercial part of it, and flip back to the section that says dentist and you will find page after page after page. And when you get tired from turning those pages, look up optometrist. And it'll be the same way for eye doctors. Right. So there's tons of opportunity even if we only stay in one, one little narrow lane. As long as we choose the right lane. Right. Okay, so now after business model, the last one is operating standards. What are some of the like the value items, the personal deep seated values for you that you say this hill I will die on. In other words, this is something we are about and we are committed to. Danielle Ribeiro 36:07 You know, this is an interesting question because I feel I have a servant heart. So I'm always, you know, I'm always about what is best for everybody else but not compromising my integrity and what is best for me. So it's all about integrity, being true to yourself, being true to your message and not veering because other people don't believe that you are capable of doing what you're doing. That's the most challenging thing especially. And I feel this very, you know, it embodies me a lot due to the fact that I am a new entrepreneur. I mean if you really look at this. It's been a year, almost a year. A little shy. And what I've achieved in a year, people look at me and say, I don't even understand how that is is possible. Nobody but really believed that I could do what I have done in such a short period of time. But it's because I've always stayed true to myself. I've. I've had integrity. I haven't shifted. I've stayed focused, clear. Clarity is huge. Same things I teach my clients. I have, I have embodied. Jim Cathcart 37:28 I love that. And you say you've got a servant's heart. That literally the case because your mother was a nurse who served others, who was dedicated to other people's welfare, and your heart carries her DNA. Danielle Ribeiro 37:45 Yes. Jim Cathcart 37:45 So you've got a servant's heart in that sense, and at the same time, you've got a servant's heart in it. That's what gives you joy. Same thing's true for me, my company, my everything in my world around nature and growth. The acorn is my company metaphor. You know, I use this as a logo and the symbol, and it's got a stem connecting to the past, a cap that holds the seed and protects it until it ready to grow on its own. And then it contains all the future forests of oak trees in it already. Danielle Ribeiro 38:18 So that I love that. Jim Cathcart 38:20 Well, the metaphor there relates to your nature because my company slogan is helping people grow. The growth metaphor, you grow from what? From your seed, not from some other kind of seed. You can't change to a pine cone. If you're an acorn, you're going to be an oak, but either a very unimpressive one that looks like a bush or one that's mighty oak that fosters acorns for generations. So it's. It's possible, but only by being you. So my company is founded on that concept. And one of the things I do in writing when I'm booked for a speech is I send a. What I call my service commitment. And it's a speaker's pledge. It's in my book. I think you have a digital copy of my book, what to do when youn're the Speaker. And it in the back of that book is three or four pages that have my speaker's pledge. And one of the things, the only thing in it that's in bold type is this. I will tell you the truth 100% of the time, even if the truth is ugly. I didn't put that part in print, but I'll tell my clients the truth 100% of the time, even if it means I'll lose the account. Danielle Ribeiro 39:40 Yeah. Jim Cathcart 39:41 Because I'd much rather do damage cleanup from the truth than try to constantly clean up behind a lie. Danielle Ribeiro 39:50 Yes, 100%. 100%. Jim Cathcart 39:54 So you and I share a very, very similar worldview. You know, we've got compatible spirits, so to speak. Danielle Ribeiro 40:01 Yes. Jim Cathcart 40:02 But we looked at value message. We looked at brand identity, looked at ideal or optimum customer. Then we looked at business model and operating standards. When a person is really. It has what you were talking about, which is integrity, then integrity means integral, integrated. It means everything fits together perfectly. If it fits together perfectly, then nothing doesn't belong. You know, there's not one little exception that's pointing a different direction. Everything fits together. Integrity. When we know someone has integrity, we feel safe to invest our trust. People say, well, you should build trust. You can't build trust. You can only earn it. And you can't even guarantee you'll get it then because trust is only provided by the giver of the trust. Danielle Ribeiro 40:58 Correct. Jim Cathcart 40:59 Yeah. Danielle Ribeiro 41:00 Yes. I love that. Yes. Jim Cathcart 41:01 How do we deserve or earn trust? Integrity. So with a giving spirit behind it. And that makes people want to do business with us. And that's. That, I think, is what makes you a very worthy and proud representative of the certified professional expert design on our. Thank you. Do you have any questions for me or any key points you want our, our listeners to pick up on that maybe we hadn't gotten to yet? Danielle Ribeiro 41:35 You know, I. One thing I really want to mention, and I think it's important is if you're listening to this and you've been in a place of, you know, that gray area in your life, doesn't really matter where it is in your life. Knowing that there is a journey to get you to exactly what you can see on the other side. It's just a matter of finding the tools and, and having the support and the people behind you to help lead you there. So if you're ever in a situation like that and you want to even call even, you know, email me, I'll be happy to provide my information. You can have a conversation and see if it's something that you know. Either I know somebody that could guide you in the right direction, or maybe it's. Maybe we're a good fit for each other. Jim Cathcart 42:25 So they can go to dmrsociety.org no.com yeah dmr society.com yeah, and just go to the contact. Danielle Ribeiro 42:36 Yep, Danielle and DMR society.com and reach out to me I am very responsive. I will get back to you. And I really think it's important, especially because we're in a season, and I'm seeing more and more of this where people are just unhappy in their current. In their current roles. And it's all encompassed. It's taking over their. Their emotional state, their personal state, their family. It's. It's really affecting everything. Jim Cathcart 43:03 Yeah. Danielle Ribeiro 43:03 Every relationship. And it doesn't have to be that way. You know, it's just about finding, you know, if you have an idea of where you want to go, even if you necessarily are not 100% sure we can. We can get you there. It's just following the process. And you and I both know, because we've both done it. It's just a matter of being clear. I'm, you know, getting that clarity down. Jim Cathcart 43:28 Exactly. Danielle Ribeiro 43:28 Once we have that clarity down, we're able to navigate the map, the roadmap to get there. In the blueprint. Jim Cathcart 43:35 My belief about the purpose of life, and the reason I think of that is on a Facebook post I saw either this morning or yesterday, it said, what's the purpose of life? There were all kinds of superficial answers. And I've thought about that for years, and I mean really thought deeply about that. And I believe it depends on what level you're asking the question, but in the universal sense of things, the purpose of life is to live fully. What's the. What is the life purpose of a virus? To spread as far as it can spread. Because it wants more life. Right. Even if its life hurts other life, it wants more life. What's the. What's the purpose of a plant? To live fully. To, you know, to spread out and spread its wings, or it's, you know, its roots and leaves as much as it can and to experience as much of life as possible. The same thing for you and me. The purpose of us existing, not in the philosophical or religious sense, but just in a practical view, is to take this entity that we've been given to travel in and to make the absolute best we can of it. Danielle Ribeiro 44:58 That's correct. Jim Cathcart 44:59 That doesn't mean become a bodybuilder unless that's your chosen path. It doesn't mean, you know, being beautiful, even if it requires artificiality for as long as you can, because that leads to some gruesome results anyway. It means living mentally, physically, spiritually. The family was interpersonally, financially, emotionally. Living as fully as you can live. There's a passage in the Bible that I love. It's. It's John 10:10 and the bottom line of that is I've come that they would have life and have it more abundantly. Well, that was Jesus speaking in the bottom. But think of that on, just on a personal basis, not a religious basis, to have life more abundantly. Does that deny anybody else life? No. The more you become, the more you contribute to the world. I love Zig Ziglar's quote. You can get everything you want in life if you just give help enough, other people get what they want. Danielle Ribeiro 46:08 That's right. Jim Cathcart 46:09 Yeah. Danielle Ribeiro 46:10 That's right. Jim Cathcart 46:10 Folks, you've met Danielle Ribeiro, and I think it's time you got to know her. So I suggest strongly that you go to dmrsociety.com and flip it. Well, first explore a little bit and then click on the contact and drop her a note and tell her, first off, you enjoyed the podcast today. Second, ask her whatever question is weighing on your heart, and I'll bet you she's going to have a pretty profound answer for you. You don't have to be thinking about spending money. Just reach out to her or me or any of us certified professional experts. Danielle Ribeiro 46:48 That's right. Jim Cathcart 46:49 Ask your questions. It may be that the best answer for you is for one of us to say, you know, who has that answer. Danielle Ribeiro 46:55 Correct. Jim Cathcart 46:56 So and so does. And that's free or inexpensive, right? Danielle Ribeiro 47:00 That's right. Jim Cathcart 47:01 Yeah. Danielle Ribeiro 47:02 Amazing. Yes. Jim Cathcart 47:03 You go. Danielle Ribeiro 47:03 We're here to help us to grow. Yeah, exactly. Jim Cathcart 47:06 Tell me again, what the dmr, what's your structure for the. For the use of that metaphor? Danielle Ribeiro 47:12 Develop master, rise. Jim Cathcart 47:14 Develop master and rise. That's beautiful. So you go from competent to excellent to expert. Danielle Ribeiro 47:24 That's correct. Jim Cathcart 47:25 Danielle, thank you. I appreciate you joining me today. And I hope the echoes from this go for a long time and then come back to us in waves of inquiries. Danielle Ribeiro 47:36 Thank you so much for having me. It's been such an honor and a pleasure to be here with you and be part of this beautiful and impressive community filled with some of the most amazing, talented and more just heartfelt souls that I have ever met. So I am so grateful. Jim Cathcart 47:57 Thank you. Well, have a one since we're just prior to the holiday season here. Have a wonderful holiday and I'll see you soon, I hope. Danielle Ribeiro 48:08 Thank you, Jen. Thank you. Jim Cathcart 48:10 Bye bye. Danielle Ribeiro 48:11 Bye bye. Danielle Ribeiro 48:14 Thank you for joining us today. If you are committed to making more success happen in your own life, go right now to my website, free.cathcart.com and download my free ebook and then watch the video. If you decide that you'd like my assistance in helping grow your success. Then come with me, and let's discover how much more successful you can be. Jim Cathcart 48:47 Ra.