Thasunda Brown Duckett_ Leading A Firm With $1.2 Trillion AUM, Being Fortune 500 CEO, & 401k Myths-MP3

30:09I love the word context because when you give context, especially to a younger audience of students, it allows them to get a historical perspective, but it also allows them to move in the future with more intentionality. And when I hear you speak, I hear two things for sure. I hear purpose, I hear passion, and I hear, well, three things. I hear intent as well. And so a lot of times, you know, we get asked the question, well, how do I know my purpose or how do I differentiate between passion and purpose? At what point in your journey did you have to differentiate or were you made aware of the difference and decided to go purpose driven life?

30:51I mean, purpose is only valuable if the goal is impact. and so my purpose is to inspire and make positive impact and I say that because there's no for me there's no other explanation for me sitting here talking to earn your leisure you know I am from the south you know my mom is an educator my dad drove trucks and scanned boxes I'm first generation integration you know I went to schools in the south but I work in New York in the largest Financial Center. You know, I didn't know people. I wasn't connected. You know, I understand struggle. I know what it's like to open up your refrigerator and only see baking soda and wonder, how are we going to make a meal?

31:41I understand what it's like for your parents to do their very best when their best is not sufficient. Anybody feel me on that? Yeah, absolutely. I understand that. And so I am fueled with purpose. And what I know for sure is that as a leader in corporate America, as a leader who's passionate about financial impact, to earn your leisure, to secure the bag, to get your paper right. The only way that I can do that is to be steadfast on purpose because it is not easy. And the only way for me to say, why am I here? Why me? Is because I believe that there is something higher for me to do. And I think the work to do is to try to do my part to make sure that we can address financial inequality, to make sure that all Americans can retire with dignity.

32:33I've only played in financial services my entire career even though I wasn't raised with financial service uh in the financial service sector and so purpose and impact has I think has always been in me and I think that the older that I've gotten and to make it all make sense it made sense when I aligned with purpose and then I was able to be okay with the accolades you know sometimes because you all go to these amazing universities here and you know when someone says oh my gosh you are amazing like I'm just trying to make it anybody with that I'm just okay thank you it's not just me anyone has tried to like dim your light a little bit because you couldn't accept the fact that you're a first generation in college or you couldn't you know accept the fact that you're at this amazing college so you would dim your light when you go home or is it just me okay okay the reason why I say that on purpose and impact is because I would be like oh it's just you know T Brown I'm just you know trying to make it until I could connect with purpose because I couldn't own that shine until I can understand the why because I'm not here for the shine so it felt uncomfortable but when I was able to connect my why to purpose and impact oh yes let's let's go let's grow let's make impact let's make decisions let's you know think about this next hill we can climb for the company.

33:57So my point is to you is that purpose and impact made it all make sense to me. Purpose and impact makes it okay when you know you're going to take body shots. Purpose and impact makes it okay when you know that everyone is not going to like your existence, but you exist anyway. Purpose and impact is what has allowed me to have this fire in my belly to not dim my light because it is meant to shine. It is meant to make positive impact. Purpose and impact is my why I want to talk to young people. Why I do my best to be seen so that you can see what you can be that you may not see every day. Because I don't want anyone opting out of corporate America because you don't see yourself.

34:53I don't want women opting out because they don't believe they can do it if they want to have a family. I don't want people to think that you do it by yourself, which is why I talk about my husband. You know, it's a we thing. And so purpose and impact for me makes being a CEO of an amazing company makes sense. And to be at a company that's also mission-driven, to me, it's the connective tissue of exactly where I'm supposed to be because my values and my why, I get to lead a company that shares in those values. And I get to accelerate impact, in my humble opinion, because I get to align myself with people that have a shared mission of what we're trying to do.

35:38So purpose and impact makes it all make sense. Y 'all with me? All right.

35:46So let me ask you about the hottest topic in the world right now, artificial intelligence. Yes. They said over 25 % of the jobs globally will be cut or replaced by artificial intelligence over the next 10 years. Over the next 20 years, reports of 40%, 40 % of every single job in the world could be impacted by artificial intelligence. In your world, we see robo-advisors. Yep. A lot of different things that's happening. What's your perspective on AI and the financial services sector, and how are you currently using AI to grow the company, and, yeah, what's the pathway for your company and artificial intelligence?

36:29I mean, AI is the topic for every CEO. I know you all just got back from Davos, and that was the topic. Yep, yep. And so let's unpack it. First, clearly for a company like ourselves that are long-term investors, it's important that as we think about AI, we also think about risk and protection. It's about data. AI at the root, it's about data and making sure that you have the underlining chassis to make sure that you have clean data, that you have the underlining chassis to make sure you're protecting the data and to make sure you're spending a lot of time thinking about risk. And so as excited as I am about AI and generative AI, I think it's important as a leader and for all of you to be thinking first about what is the risk.

37:22So that we're spending a lot of time understanding. The second piece is that AI is not like this technology department. AI is cutting across every role, every job. And so the way we think about it at TIAA is to look at use cases. How can we think about AI at every level of our company, every division, every department to accomplish a few things? One, how can we use AI to empower our own people? And so, yes, there will be a shift in jobs, but that is not new either. You know, technology changed the game, but jobs still prevailed. And so I do think that we can't think about it as if it's, again, a lose-win scenario.

38:08When history tells us whenever there's been a shift, we've created a new economy. And we educated and prepared workers for that new economy. And so it is in our best interest to make sure that we are not scaring people, but empowering through educating and taking people on the journey of how AI will make employees jobs easier so that they can focus on the things that they really love. So efficiency companion is an opportunity. I also think that AI will open up new ideas and new innovation when you just think about the power and the compounding aspects of what this technology is already doing and you're already seeing use cases.

38:48You're seeing it in human resources, you're seeing it in marketing. And so AI is already here. And for us, we see AI already when we look at our call centers and how AI is helping us get smarter about the type of call so that we can respond to our participants faster, smarter, and not having them to re-authenticate themselves over and over because you can use AI. So there's so many use cases that can improve and delight the client experience, which is also important. So efficiency, employee experience, client experience, innovation, future, today is AI. But it is something that I think we have to make sure that all employees understand because it's scary.

39:33What does this mean for me? And I think it's important for us to take them on a journey. For us at TIA, we want to educate our employees. We provide opportunities for any employee to get exposure to technology, learn how to code, learn how to understand cybersecurity, all the things around technology and where we think the puck is going so that we can make sure that our existing workforce is prepared for where we're going in a way that we can reskill, retrain, and open up that aperture of talent in a way that they can feel confident they can go from this role to that role. But the key is intellectual curiosity.

40:06I do think the opportunity for all of us, and I would say this for young people, once you graduate you have not stopped learning. The objective especially when you think about AI and generative AI is this intellectual curiosity. You're not going to out google google. There's nothing that you can memorize that Siri got you. But the most important thing that you own is how you think about something. How you apply it. How it can unlock a problem that we're trying to solve. And so the most important thing that I would share with all of you is to stay curious and do not be afraid of the technology.

40:46Embrace it, but make sure that we're all thinking about it in a responsible way. And finally, I would say embrace and understand as leaders is yesterday's compliance and governance is not today's or tomorrow's. And so we also have to make sure that we're investing in our lines of defense and making sure that we're calibrating not just the issues of today, but also protection for tomorrow. And I think AI is in the center of that opportunity. So I'm excited about AI. I'm excited about what it can mean for what we do and who we serve and what it can unlock. But it needs to be in a responsible way.

41:21It needs to be in a way that we take our employees on a journey, in a way that we can evoke confidence and not fear in the technology. It's interesting. We were in Davos and they were talking about generations who feared technology. and they brought the analogy of the typewriter and people fearing the computer. Yes. And they said, you know what, we don't know what we're going to do. We're not going to have jobs until you realize that everybody is sitting in front of a computer. And then they said there was a mail room, but we got emails. So that's not, we're going to need that as much until you have 20 ,000 emails.

41:55Yes. Right. And so we should just be mindful and educate ourselves on it. But there are some things that will affect this generation and our generation. Inflation, student loan debt, mortgage rates. All these things that these young adults here were sitting before us now will have to face. At what point, since TIA is known for retirement, at what point should these young adults start to think or get education around retirement, retirement planning? Okay, I'm going to give you all a quiz. Is it today or once I'm 65, I should think about retirement? Today. Y 'all are ready. Okay, let's unpack this.

42:37There's a word that I want you all to write down, memorize, tell a friend, phone a friend. It starts with a C. Does anybody know the word? Compounding. A dollar today is worth more than a dollar what? Tomorrow. And so when you think about where you all are going, let's talk about your post-graduation. The context and the backdrop is correct. Inflation, globalization, geopolitical unrest, student loan debt. We also know that African Americans have a disproportionate of debt in terms of student loans. And so when you look at all of this, it can feel daunting. But here are the steps. Step one, especially when it comes to preparing, when you get your first job, Y 'all are going to send me a note on the side because you're going to do this and tell me about it.

43:33Your very first job, they're going to give you your job offer. Here's your money. The first thing that I want you to do is to look at your benefit package and to make sure you maximize your 401k or your 403b. Why? Compounding, but also many companies match it. So unless you're okay leaving the coins on the table, because you're only going to do 3 % instead of the max, start the max. Why? Because tomorrow's check is way more than you have today. The minute you see the money, you have allocated. But if day one you say max me out, you're going to do two things. One, you're going to say, you know what, because I want all of the benefits that I'm entitled to.

44:19I don't want to leave any of the coins on the table. so you're going to get that because of the match and two it's because I understand that if I compound with this match and then whatever I bring home is more than I've ever had today then as my income rise I'm already preparing for my retirement and I'm taking full advantage of the benefit of the money that the company is matching don't leave the money on the table unless you're comfortable and you got it like that that's fine so first thing you're going to do is what? Max it out. That's where you get your full value. That is something that I do want to emphasize.

44:56That's something that I did when I first started. I was making$26 ,000 a year, but that was$26 ,000 more than I made on Sunday when I graduated. And to do that immediately, I didn't miss it because all of my raises and everything was already working for me. So that's the thing. When you think about this vision of retirement, so many times people say, young people don't want to talk about retirement. Don't nobody think about it. I'm like, don't underestimate young people. Young people care about the climate. Young people are thinking about the future in a way that we never even understood. So let's not put our bias on this generation.

45:36How many of you all want to make sure that you have generational wealth? All of you. I'm gonna ask another question. All right, we can do the clap, snap, raise hand, whatever I don't know or earn your leisure like to do. But whatever it is, snap, what we doing? It's a clap. Okay, it's a clap. How many of you all understand what struggle looks like when your parents or grandparents or auntie did the best that they can right now and it's hard?

46:06How many of you don't want to transfer debt but you want to transfer wealth.

46:14So we should talk about retirement. I want to shift how you dream. I want to shift the dream from when I graduate, I'm going to get that real nice car. Big time series because I see, you know, we're going to leave it at that, right? You know, I see. please please you know what I mean but you know I see how this is and how that is so I'm going to do that first I want to shift your mindset and remember what you just told me you said you want to build wealth you said that you want to lighten the burden on your family in a way that maybe your parents couldn't lighten the burden on themselves a brand new car which is a depreciating asset Day one of graduation does not align with what you just said.

47:09So make it make sense. If you say that you want to make sure that you can have a better future or take care of mom, flexing on that very expensive rented apartment that you show everybody the amenities that is not in your name is not the flex. Not the flex. So if, and you see him, he's like, oh no, oh no, am I stepping on toes already, shifting dreams and goals already? My point is, on this post-graduation, remember what you said you wanted, and do a regression to your decisions the minute you graduate. Make sure you have your game plan in place. Make sure that you're saying, I want to get educated on stocks and bonds and alternatives.

48:01I want to make sure I maximize my retirement. Make sure you understand tax strategies. Please write that down. Make sure you understand how a retirement vehicle, like an IRA, has tax advantages for you. Please write that down. My point is, have a plan on how you're going to attack the decision that you made around student debt. you invested in yourself. I don't think that's a negative. You invested in yourself and you made it work the best way you knew how. Shift your mindset and say, therefore, I have to have a budget to take care of that debt and attack it. My point is having a vision of the life that you deserve.

48:56A life that maybe you couldn't even imagine starts with the decisions you make in your early 20s. It starts with the mindset that you're honing as a college student because if you graduate and haven't matured your mindset it's not what you make it's what you keep and it's what you compound. You're not going to be ready and so my advice to all of you the student loan debt was your investment in self. Embrace it. You already did it. Figure out your game plan. Allocate for that. Don't start your first check with a depreciating asset. Start with all the tips you're hearing from these two fine gentlemen and make sure you think about investing and saving.

49:45Make sure you have that rainy day fun because how many of y 'all know you can't call mom to help pay for these things. So you have to plan for that. And then with retirement, let me give you the stat, which is why it's important for today to have the conversation. 40 % of all Americans, all Americans do not have enough for a secure retirement. For African Americans, it's much more pronounced. Women retire with 30 % less. And so that's why I say, do you want to transfer wealth or debt? Make it make sense. If you don't make the decisions today, you're basically saying, if I have a family, they'll take care of me and figure it out because I'm not going to worry about it.

50:31And I'll give them the debt. I'm saying to you all, we don't want that. We don't want to transfer debt to our children. We want to transfer wealth. And that's making sure that they don't have to worry because you can say, I'm good. I have enough to take care of all of my hopes and dreams. And I even have enough to transfer to you because I made decisions at 22 because I had vision in mind. I thought about my future self and I actually thought about my reality. And I looked in my community and I said, I can be better. True story. Y 'all know I talked about Otis Brown, right? My hero. My dad worked for over 40 plus years.

51:14Doing his best, even when his best was not sufficient financially. When I graduated from college, we happened to have a conversation and he showed me his retirement package. When the daughter has to look at a father who's full of pride and say, Dad, this is not enough. You're basically saying I'll have to take care of you. Otis Brown had a pension, but he never contributed$1 to his 401k plan. And it was a very generous plan with a lot of match. Not one dollar. And for the daughter to tell a father who did his best, that hurt. And it also angered me because I said, why didn't someone in power think about the man scanning boxes and making sure that it wasn't just a flyer, but to go to an Otis Brown, and say, I know that you are doing the best for your children.

52:24Here is something you need to do. And when people tell me people don't have, people robbing Peter Paypal, they're trying to make it work, I don't buy into that because Otis Brown, after his daughter told him, he immediately maxed out, immediately tried to do the catch-up. I don't know how he made it. Remember, I was making$26 ,000. He didn't know he was going to have a CEO daughter. but he took the information and he immediately acted upon it. I don't know how they made it work but what Otis Brown did not want is to have information and not take advantage of it when it was not going to be helpful to his daughter and his sons and so let's not have this narrative that you don't bring information to people because they may be at this level of the economy.

53:08Don't count their coins because they know how to make a dollar out of 15 cents because they've been doing that And so why not make sure that we're bringing this information to the Otis Browns? And so as a CEO, I think about an Otis Brown every day and say, am I bringing this information to people that are like my father, making it the best way they can and don't think they can do it, but no one connected the dots on what the impact of that lack of decision will mean? And so I hope I'm making sense to all of you because this is real talk. I'm not telling you what I think. I'm not telling you what I lead I'm telling you what I have lived and I'm telling you you all have an opportunity to secure the bag today and compound the bag tomorrow if you make the right decisions and you shift your mindset on what am I going to do to align with my true dreams and I fundamentally believe young people do want to talk about long-term planning.

54:11We just have to do it in a way that's relatable and in a way that they can connect. Am I relating? Okay.

54:23So we talk a lot about entrepreneurship. Yes, so important. That's our path, but your path is different as far as on the corporate world. Yes. You worked your way up to the highest level. What advice would you give to anybody that wants to go into corporate America and reach the highest level of success in corporate America? You know, you know, what's interesting, and I know sometimes we have this mindset that it's an either or. So if someone wants to do corporate, I'm going to be an entrepreneur. You could do that corporate thing. Is it just me? Nobody says that, you know? I smell corporate friends.

55:06Right, you know, it's like, yeah. And I, again, I operate, it's a we thing. I want more entrepreneurs. I want more people in corporate America. I want people participating in the political environment. I want people to be passionate about giving back in philanthropy and activism. The reason why I just share that is because this through line that I'm going to answer, it has nothing to do with your rented vision. It has everything to do with your ownable assets. And whether I am in corporate America or an entrepreneur, I'm still operating with ownable assets. Because the reality is, even to be an entrepreneur, you're tapping back into corporate America.

55:48The reality is, even in corporate America, you're tapping into entrepreneurs as you think about your supply chain, as you think about your investment strategy, as you think about new businesses that are being formed that can be accretive to your business. So my advice to me transcends whatever your rented vision is. And that is never dim your light. The struggle will be there whether you're an entrepreneur or in corporate. There's days people see they think it's all fun, but it's tough to be a leader in corporate America or to start a business. It's important to plan, to make sure that you're prepared for the ups and downs.

56:32Corporate America does not do a straight line. Entrepreneurship does not run in a straight line. To make sure you surround yourself with a strong team and know that no matter how dope you are, you don't know everything. Be okay being vulnerable and saying these are my majors. I need to surround myself with people that complemented my minors in order for me to make impact. Stay intellectually curious. Make sure that you lead in a way that can inspire even if it's a team of one. You have to operate with the vision in mind. You're not looking at, I don't look at a company for today, I'm operating with a bigger vision in mind and I think that's true for entrepreneurship.

57:15You're not operating in today, you're operating with a vision in mind and then you're regressing to say what's the job to be done today. And so for those of you that are looking to pursue a career in corporate America, one, we need you. We need your ideas, we need your perspective, we need your insight, and it's not your major that's the flex, because there's so many people majoring in what you're majoring in. Some of you are in computer science, finance, etc. That's not the unicorn. The unicorn is you. Because there is no one like you with your headset, with your background, with your perspective.

57:56So what I would also say, especially in corporate America, make sure you're not hiding and only doing the work of being the finance person or the analyst and you're not bringing your voice to the table. Because that's your differentiator. The difference in companies that are accelerating and those are declining is not that they didn't hire people that have finance degrees or their lawyers or their risk managers. That's not the thing. The thing for me is that did I unlock their perspective? And I think more than ever in corporate America, perspective is the differentiator. How do I think about this is the question, not my qualifications, but what did the qualifications yield to honing how I think?

58:40And so for corporate America, I would say that. Lastly, I would say in corporate America, it's not easy. There will be things that you may be passionate in, and then you go do your research, and you don't see anyone that look like you. Okay, level up. Maybe you're the one that's supposed to be the first in order for there to be a second. Don't only go to where you already see yourself if that's not what you love. Say, you know what, I want to go here. I know it won't be easy, but this is what I love, and I will not be denied. I will not be denied. You may have a manager that may not be great, but I'm not opting out on my vision for me.

59:21So I am using this as an opportunity to flex my skills on how to navigate difference. Change your perspective because the reality, if you want to be a boss, if you want to run a company, if you want to create a company and have a stay in power, you better have agility. and by the way it's really good if you're going through tough moments young so that as you get older you can say I've seen this before I'm not afraid I'm not afraid oh I've dealt with this kind of person before I know how to navigate I'm not going to opt out if this is my dream no one will deny that it's on me to look at this as an opportunity to hone my skills because I know I'm going to be running a company one day so I'm going to have to deal with these personalities so I'm going to go ahead and figure out how to connect But I would also say in corporate America, you have to not just look at yourself to what you're doing.

1:00:13I call it shift F9, which is that old school key. Know the process before what's coming to you and know where you're taking it. Make sure you look up. Make sure you look to the left and to the right. Make sure you show up. Go to the office. There's intergenerations. you are in a community where there may be people in their 60s and 70s, they have so much value. Don't just say, I'm just going to hide behind my computer and I'm not, you know, I'm good, I'm producing. Then you're missing the knowledge of someone that's been in this space for 30, 40 years. You know, that's power. So make sure that when you are in the halls of corporate America, that you're looking up and you're asking questions.

1:00:58You're talking to people of difference. And one thing I do want to circle back is, you know, I think this is important. Your mentors and your people that advocate doesn't always mean that they have to look like you. Some of the most impactful people in my life that have advocated for me, that took me to the side, that gave me insight, they were all not women and they were all not black and they were all not people of color. White men have been my mentors too. And so I do think sometimes you may opt yourself and not lean into the fact that you can be mentored and you can learn from people that don't look like you and don't assume that they don't want to help.

1:01:44Don't assume that they're not here to help you get better. Be open to the possibility. Even if along the way you may not have someone that looks like you, it doesn't mean that you don't have people that don't care about you. And I think that's really important in an environment that sometimes you might be the only. Wow. That's a lot. My final question as our time is running. You know, music is a universal language that we all understand and appreciate. You know, when we started Earn Your Leisure, the idea was to use music to decode financial lessons yes um so anytime i heard it i'm like okay that's a lesson on appreciation that's a lesson on asset allocation so we we kind of use that as the carrot yeah and i know you know you guys are partnered with like cleft john yes a legend in the world of music so talk about the partnership and the impact that is going to have Well, again, let's talk about the context of the why.

1:02:46What's the fact that informed this moment? 41 % of young people between the ages of 25 and 35 are not contributing towards their retirement. Remember y 'all's vision of what y 'all want? We're not on track. So that stat was staggering. and so then we said if that is the stat and this is who we are we want to be a leader in lifetime income we want people to make sure that they can have a secure retirement then how do we bridge and so culture matters to this age group millennials gen z y 'all tell me if i'm wrong culture matters. Culture today transcends gender, race, rural, urban, suburban. Culture of music is what is empowering change if done properly.

1:03:46And so what we said is how do we meet the young people where they are? How can we bring music that can bring people together that can inspire without judgment, how do we bring the message in a way that young people can receive it, in a way that can create a dialogue and a conversation? And so the partnership and the engagement with Wyclef and this song about paper write was the notion of a staggering stat that says if that stat continues, we will not make progress on the overall 40 % number that I told you. And by the way, people are living longer and longevity risk is real. People need to feel confident that they will not outlive their retirement.

1:04:34And so through music and through lyrics of their experience has caused a conversation about this. And what I love about what Zara has done and the marketing team at TIAA has done is that we connected it with what's also important to young people, which is purpose. And so the proceeds is going to help under-resourced high schools learn about financial security. And so it becomes this circle. And all you have to do, are y 'all ready for a call to action? I done gave y 'all a lot of call to action. All right, but here's another one. All you have to do is stream it, download it. It's on Spotify, Apple, all the music y 'all listen to, download it.

1:05:24And when you download it and stream, just that act is providing dollars to an amazing not-for-profit that's helping young people in under-resourced communities learn about financial security. And so your inspiration of music inspiring you is also inspiring people that what if we heard this when we were young? I know there's a bunch of high school students here, you're getting that benefit. So paper write, music, it's culture, it spans gender, race, ethnicity, background, parts of town, and our objective at TIA is to make sure that this young generation is having a conversation today about getting your paper right so that you can then have the right building blocks to retire inequality, to be the change, and to make sure that we're transferring wealth and not debt.

1:06:18So we are excited about doing something that's relevant, but it's based on an insight. And then it's about how do you then meet the people and get out of our own way, the older people, and saying, I don't know about all that. We didn't have all that music and we invested our money. Well, you're not them. So sometimes it's about us calibrating and challenging our own thinking in order to make impact. And that means sometimes getting uncomfortable, but getting uncomfortable is where progress resides. And we know that we have an uncomfortable situation with that stat. And so bringing an inspirational music, partnering with some pretty amazing people that's connecting with this generation is with intent and it's with purpose.

1:06:58And for that, I'm really excited about it. And I'm excited of you all being able to hear the song, but listen to the lyrics and create a dialogue within yourselves on what is your story, and then what do you need to do to get your paper right to make sure that you can retire with dignity and transfer wealth to the next generation. There you have it, ladies and gentlemen. Make some noise for Shonda Brown Duckett. Thank you, God, for being a child. Appreciate you so much. Thank you. Before you sign off, you tuned in for ways to help teams move faster, make sharper decisions, and turn scattered contexts into work they can use.

1:07:34ChatGPT for Business can help. ChatGPT for Business gives teams a shared workspace with admin controls, permissions, and access to work and codecs in ChatGPT. This means your business can move from question to answer and code to rollout quicker. Join over 10 million business and enterprise users worldwide already using ChatGPT for Work. Download the ChatGPT desktop app or contact sales to learn more. Earners, what's up? Look, on Earn Your Leisure, we're all about smart money moves. And here's one that most people skip. Car insurance renews on autopilot, the rates creep up, and nobody tells you.

1:08:09That's what Insurify fixes. In about two minutes, completely free, you can see rates from more than 120 top insurance companies. And if there's nothing better today, they keep watching and notify you when there's a better rate. So go to Insurify.com. That's I-N-S-U-R-I-F-Y dot com. Insurify.com. You already know how AI is changing how everyday work gets done, how much ground you can cover, and how fast a team can scale. To stay ahead, you need the tools that give you a competitive advantage, built for this new era. Welcome to Agentic Revenue. Adio is the CRM for this world. It meets you where you work, compounds every customer signal into context, then acts on it across your pipeline to let you move it on match speed and scale.

1:08:53With agents and automations for every job in revenue, Adio orchestrates your work around the clock. built to handle the scale of your workloads, extensible with API and MCP, and with the infrastructure to keep up with your most ambitious agents. Loved by high-growth startups like Granola, Modal, and Etched, Adio runs the work behind every win. That's Adio, the agentic CRM, the intelligent system that never sleeps. Picks up leads at 2 a.m., catches renewals before they slip, hands you the answer before you ask. Try Adio free at adio.com slash iHeart. That's adio.com slash iHeart.

1:09:32Today's episode is brought to you by Apple Ads. Ads on Apple Maps are changing the way local businesses get discovered. Reach customers when it counts, right when they turn I'm looking into I'm going. They're in decision-making mode, actively searching for businesses like yours and deciding where to go. Customers can easily call you, visit, and more from the same place they're viewing your ad. And all of this happens on Apple Maps, a privacy-first environment that respects customers and helps them discover new places Get started with ads on Apple Maps today And for a limited time, receive 15 % credit back on your monthly ad spend for a year, up to$1 ,000 per month Terms apply Head to ads.apple.com slash maps to get started Try business like never before with ads on Apple Maps

1:10:45We'll see you next time.

1:10:56Heart Radio app today. Hey, Jonas is sponsored by Edible Arrangements. Order yours today at edible.com. Lisa, tell them about our new show. We have a new podcast. It's called Don't Lie to Me. I'm Lexi Iwanu. We're two best friends, 22 years apart, but so close at heart. And I'm Lisa DiGiulio, the old one, which means we have wildly different references, occasionally different opinions. And at this point in my 50s, I've lived it all. Now in my 30s, being the founder of New Good taste is my business. Listen on the iHeartRadio app, Apple Podcasts, or wherever you get your podcasts. I'm Lacey Mosley, author, actor, stand-up comedian, creator, and host of Scam Goddess Podcast.

1:11:39The true crime comedy podcast, all about robbery, fraud, and those who practice it. Each week I bring on an amazing guest. Ooh, I scammed them. What? I could talk to you for an hour. You're a generational yapper, like me. That's why I had to make yapping a job. And now you can catch full episodes of my show on YouTube. Start listening to Scam Goddess on the iHeartRadio app, Apple Podcasts, or wherever you get your podcasts. Scam Goddess! This is an iHeart Podcast. Guaranteed human.