Robin Hall, Owner & Principal of VARC Solutions talks with Dawn Brolin, CPA, CFE, about proving the naysayers wrong, and the importance of developing a proper work-life balance, and how to set expectations and boundaries with your clients.
Robin’s Introduction and Motivation
Robin Hall is the Owner & Principal of VARC Solutions, an Intuit centric firm that handles all aspects of the software, including training and purchasing software. Robin talks about how the motto of her company is “helping companies get back to their business.”
Robin shares that her designated motivator is everyone who said she couldn’t do something. Robin also shares that Dawn is also one of her designated motivors, and shares her admiration for Dawn’s enthusiasm about accounting. But most of all, Robin credits a lot of her motivation from seeing her clients succeed, and knowing she had a hand is making that happen.
How Does Robin Support Her Team?
Robin not only tries to implement team building events, but makes sure she’s taking action everyday in the office to make sure all of her team members feel heard and appreciated. Robin also remembers having negative experience at previous work environments, and actively tools steps to push against those office practices, even if they were considered the norm.
Robin also talks about one of the initiatives she implemented is “Summer Hours,” where employees work 9 hours Monday-Thursday, and then only work a half day on Friday. Another thing she did was take her team on a sailboating retreat, in order to further develop their relationship with their team members.
“The more that they have fun together, the more interpersonal communication becomes stronger,” says Robin.
Accountants Aren't Doormats
Dawn shares an unfortunate experience she had with a client, and talks about her decision to fire the client in the end. “We need to realize as practitioners, we are not doormats,” says Dawn.
Robin and Dawn share their current frustrations with the IRS, and how this is causing strained relationships with current clients.
Robin also adds on to Dawn’s previous comment, and shares that clients need to realize that their practitioners are doing so much behind the scenes, and that they are often solving problems the client was never aware of. She shares that it is unfair for the client to unload their frustrations onto them, and that respect should always be upheld.
Robin also shares that many times, accountants bend over backwards for clients and overextend themselves, which then in turn lead to the client taking advantage of their time.
Maintaining a Work Life Balance
Robin talks about how COVID-19 actually helped her manage her work-life balance better by forcing her to delegate tasks. She shares that she was able to scale down the amount of hours she was working, and shares how our biggest resource is having access to our own time.
Dawn agrees and shares similar sentiments about taking time to reevaluate what’s important in her life, and where she wants to spend her time.
“I’ve stopped being busy...and I’ve started being productive,” shares Dawn.
Robin adds how she stopped just tracking her billable hours, and now tracks all aspects of her work. This allows her to see areas where she may not have been as productive as she could’ve been. She shares that even if you are on salary, you need to be tracking where you are spending your time to show the areas of the day you could be more productive.
Dawn adds how important it is to set your boundaries with clients so they know what to expect and how to treat you. She adds that when you as a practitioner always make yourself available, it sends the message to the client that they have full access to you.
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Dawn Brolin 0:02
Okay, well, Robin Hall is here to help us learn about motivation. Robin has been actually a designated motivator for me for many years. Robin is the owner of VARC solutions. And she's gonna tell us, actually Rob, you just tell about yourself, you know more about yourself than I do.
Robin Hall 0:25
You tell it pretty good, Don. But I'm Robin Hall, the owner, Principal Consultant of VARC solutions, we are coming up on our 22nd year in business are completing that 22nd year. So I'm very proud that we are Intuit centric, firm. And so anything that touches QuickBooks, then we handle for our clients anywhere from purchasing software, training on the software, outsourced CFO, anything that they need to do that, really let them get back to their business. So from day one, we've had kind of a motto, that's really fit and taken us over the last 22 years of letting you get back to your business. So anything that the client needs to make them get back to their business, that's what we're here to do.
Dawn Brolin 1:12
And I love that. So you have been in the industry for a long time. And with that you've met many other accounting professionals, right? You have, you have made it in a lot of ways, your mission as part of your mission of your company, at least there's just as Robin Hall's mission in life, is you've helped so many other practitioners, other accounting professionals to you know, improve their business, grow their business, and it felt like it doesn't want to be like Robin, right? That's the way I see it. And you've helped me tremendously over the years for sure. So, you know, motivated, motivated me in a way that, you know, I've wanted to be as good as you are, as a consultant, I'm probably 1/10 of the way there. Because you have been doing this for so long, and you're providing your clients with the right solutions that that, you know, work for them. And so, you know, tell me, Robin, I want to know who your designated motivator is, like, who through your life, it can be a couple people, whatever, that has motivated you to be as successful as you are, was it that somebody believed in you? What, like, what was it?
Robin Hall 2:22
So a couple of things. So one is, actually my designated mode. motivator is actually everybody that said, you couldn't do it. And my goal in life is really to prove them wrong. And so for every No, I got that just drove me a little harder. And so, you know, in the accounting world, most accountants like to sit behind their desk and do their numbers and not talk to anybody. And, and, you know, you're a little bit of my designated motivator, because I go to these conferences, and I've been going to him for a long time. And, and you see, and we're all there and learning loads, but then you see this spark running down the aisle or running up on the stage, and just being loud and proud about accounting. And it's like, well, I can do that, too. And so you've kind of motivated me to take that passion, and really just move it forward. And so I think that's one of the things that's motivated me is the passion for helping people and the passion. And so I don't know that I have one designated motivator it when I see that the look on my clients face from just distraught despair, and I can't do this, and I don't know how to do it, and my spouse started a business and he making me or she's making me do this, and they're just tormented by this. And then we break it down to simple terms, and then they come out. And, you know, back when we used to go see clients, and you'd get a hug at the end of the appointment. That's what made me motivated to do more. And to to, that's what gives me my shining star. And so that motivates me. And then the people that said, you know, when I first started out, it was like, Well, maybe you need to go and do a little bit more education on this and maybe you need this and so I had worked in all aspects of accounting and I'm like, you know, I can do this I can I can do this and so all again, all those naysayers just made me want to do it more and I think with everything I've done in my life, if somebody tells me No, I'm just gonna go and do it anyway. So you know that that's one of my you know, my awesomeness is probably got me a little farther. But, and then again, Dawn, people like you that I see out there, going and doing it and it's great to be up. I love to stand up in front of a class, and just be crazy, because it's okay to be crazy. and talk about accounting, it gets dull and boring. And it's, it's those things that just make you perk up. And it's more than just knowledge. And I think, way we do our business and the way that we take care of people, it's, that's what drives me to do more. It's the passion for what we're doing.
Dawn Brolin 5:23
Well, and that's one of the things like from a, as a practical, logical accounting mindset that I've always thought of, like, I've watched you do classes at scaling, new heights, or QB Connect are on webinars, or wherever the heck you happen to be. And I think for me like to watch you is your knowledge. Right? So obviously, you're super funny. We've always had a great time together. And that's definitely a thing. I didn't you motivate a lot of people because in certainly for many reasons, but you know, you have success, and you've committed to your team, and you can see that in the longevity, with your, with your, with your players. That, who are looking for we're all looking for that perfect balance of I run a company, and I've got to be educated because I got to know my shit. Like, that's always good. We got to know our shit. Right? You can't fake your way through that stuff. It just doesn't work that way. But I just find like, what, give me a couple of things that you do with your team, because you do a lot of things with your team, your team var, see, you've got shirts to prove it. Your your people are proud to wear them. And you know, what, what are some of the things that you're doing with your team that that seemed to be working for you.
Robin Hall 6:44
So we try and do different things, we have a lot of team building events and stuff that I try and do things, little things in the office as well. But one of the things that I've learned, you know, I read a lot of books, and I don't follow any one person's philosophy. I say, I kind of I'm in the buffet. So I take a little bit from everybody's and I take the pieces that talk to me. And, you know, I make sure and I kind of build my own little culture with that. And the other thing that I've done is I worked for, you know, some not so healthy places, they weren't the best work environment. And so I took all those rules that were rules for the sake of being rules and threw them out and said, I take care of my staff, my staff will take care of the clients. And that's the ultimate goal. So with every decision that I make about my staff, then we try and make sure of is the client getting taken care of? Can I be flexible in this? If so then yeah, go ahead and do it. So you know, when that's served us well. And so, like right now, we've small thing, but we've instituted summer hours. And so what is that Monday through first Thursday, we work nine hours, and then on Friday, we are working a half a day. But the caveat is if a client has to have something Friday afternoon, then and they do it in advance, not last minute, Susie, but we take care of them, but we're giving them in the summertime when their kids are out of school and all that, you know, a half a day extra on their weekend. They're not having to burn vacation. They're not having to rearrange things. Everybody knows, we're kind of training our clients for that. But we they know if we're if we need if they need something we're here. So a couple other things, you know, you know, the we just did a team building where it was I took them out on sailboats. And so for we were in two different teams. And so for the first two hours, they taught us how to sail, some of us didn't learn quite as well as the others. And then the last two hours, we had a race. And so you know, and leading up to that they all know we're doing an event, but I like to not tell them what we're doing. And then the week before, I'll just kind of drop hints. Well, you might get wet. Yeah, might need some sunscreen, you know, so I've dropped hints and somebody asked, we were swimming with sharks. And so the next step was there, there shouldn't be any sharks, but I'm not making any promises. So you know, I just try and make it you know, a little bit fun and games. One of the things that we did for to build our teams, because I like to do the teams different every time and I don't let people if they're office mates, I don't let them be on the same team because I want people to mix it up. And I had them draw and I gave them two different games. And, and one of the games was like lists all the 50 states and the other one was it was like 24 Ah, in a in a D, and you had to say what it was. And there were 50 of those. So it's 24 hours in the day. So that little riddles and so they got to look at those. And then I said, if you don't like your option, then there's option C, but it's a one time trade, you can't can't give it back. Right? So I had a couple people go for option C. And option C was like these horrible history questions and these horrible math questions and all of this stuff. The first line of the thing said, make sure to read this completely. Before answering any questions. So Dawnn, I'm sure you know what's coming next. The last was write your name on your paper and turn it back in, like, donate there any questions. So you know, I got some, you know, you're a mean, on the bottom of a couple of those. And one of my top guys just started going to town on the math questions. But part of that was the high staff redirection, the people giving you directions, they're there for a purpose. It's not just hot air, read the directions. And then they, I gave them time to work together and stuff like that. So, but I brought lunch in, and we all did that as a team. So the more that they have fun together, the more that those interpersonal communications get stronger. So if somebody says something, and they're like, they're being mean, or if you know that that's not their personality, and you have a personal relationship, and not just a working relationship, yet, you don't take that as personal. And so we've I've found, since we've been doing a lot of team building, and I do one, about once a quarter. But they're not scheduled. And it's just wherever Robin feels like it, but it's about once a quarter. Because I don't want people to have the oh, well, we're doing this this weekend or something like that. So, but they always have fun. We never, we've never repeated in any of our team building stuff. And so but they're learning how to work together. So that's the important part to me is one, I expect them to work hard, but I want them to play hard. And I want to give them the environment to do it and do it together.
Dawn Brolin 12:23
Right. And that's, you know, as we're, at least I know, I've talked to a handful of people and been watching social media on the struggles that a lot of practitioners are having right now. And it's, it's kind of sad, you know, a lot of them are like, I don't know, if I want to do this anymore. I don't, you know, why did I choose this route for my career. One of the things that we're the perspective that we're trying to give them is or that I'm trying to message to them is, we got to try to not focus on the client side, drag us down, because what'll happen is you'll get an email or get a phone call from a client, it's just not a pleasant experience, and it ruins the rest of the day. Right? And, you know, I have an example a couple of weeks ago, or maybe it's been a month now, I don't know, I think it's about a month. And we acquired that we we did a huge project where we are kicking butt taking names, basically running for companies for him for locations of his of his business, where which wasn't necessarily part of the the agreement, but we you know, scope creep, but we've charged him for every moment. And it was, you know, a couple 100 grand over the last year and he popped off on us so hard, like just went sideways for absolutely no reason. And we fired him. And I think that sometimes we have to realize as practitioners, we are not doormats, right. Right. You know, I mean, are you seeing because that's, that's, I think what we're seeing is, obviously, with the IRS and all their ridiculousness right now, and not being able to keep up with things,
Robin Hall 13:51
What They're being ridiculous? I did not notice that Dawn!?
Dawn Brolin 13:57
You know, that's why prior to having this being on the podcast would be I didn't want to disclose that because I thought you would be you'd be so shocked and maybe wouldn't want to come on because you disagreed with me. They are out of control and the clients are going bananas. And that's not just the IRS but the law you deal with a lot of sales tax. Right and trying to get through to those people and those people are brutal in the first place.
Robin Hall 14:26
Yeah, yeah, we're we're finding that that states are going a little crazy to we just had in Texas, they finally just released the unemployment rates for starting January 1 of 2021. Oh, my goodness. Yeah. So we get to go backwards. So it's a fun time over here. And so, but here, here's the thing. I want to go back to your doormat comments. You know how like our kids. They're more they're well behaved when they're with others. but not so much when they're with us. So I think clients get comfortable. And they figure we're part of their minions, staff of minions, and so they can just pop off at us. And it's okay. And, you know, they forget that that we are an extension, but we are separate. And so we do deserve the respect. And they don't get to, because there's something else going on in their world pop off of that, because we are out there fighting those battles to them, and sometimes doing things that they don't necessarily understand the depth of what we're doing. So when we have to call the IRS or call something on behalf of payroll, they don't realize the hoops that we're jumping through, they just know that, you know, it got fixed, and they don't understand what it takes to do that. And so I think with them popping off, sometimes it's just like our kids, they're more comfortable. And so they feel like it's a safe environment to do that. And they forget that we're do that respect as well. So you can be a little bit of a sounding board. And you can you can grumble with me, but not at me. Right. So and when you take it, you know, it's a fine line, when they cross over it. It's, it's almost an uncrossable that they can't get back.
Dawn Brolin 16:26
Right? Right. And you know, when I think more than anything, and I totally, I can totally sympathize and empathize with people because all we all get that from the client. At the end of the day, the way I kind of look at it is, you know, we have this one that a bad apple here and there, and we're all gonna have them, that's nothing you can change. But what you can do is change your focus and like focus on those clients that you're like, Oh, my goodness, whenever to call I love them. I didn't example when I had you was going through this firing process with this large client. I have this this client that came in, they had to sign a power of attorney 2848 because the IRS can't decide what they actually will accept a signatures or not, because we know they said they will. But then like half the agents won't. It's just you just want to go to the phone and grab them by phone,
Robin Hall 17:13
And if it's a Tuesday or Thursday as well.
Dawn Brolin 17:18
Yes, definitely not a Friday.
Robin Hall 17:21
Yeah, no, definitely not a Monday either.
Dawn Brolin 17:23
No, no Monday and Fridays, you're not gonna get that cooperation. So, so this wonderful couple came in there. And you know, they're not a large line by any stretch of the imagination, but they're probably two of the nicest, kindest people you'll ever meet, right? We all have a ton of clients like that the bulk of our clients are good people, they care about you, as much as you care about them. There's a reciprocation in the relationship. That is, you know, that makes sense. And then you just have those plants that are not like that. So I have this, this couple come in, and, and they were they you know, oh, you know, I know, we just here sign this, but we have some questions. Should we make another appointment? And I'll go, heck, no, let's talk now. And they were just so I mean, after every sentence, I thought, I swear they said, Thank you.
Robin Hall 18:07
So yeah, like, those that you just want to just can can I have 100 of you? Can I you know, is do you have friends that are just like you, I want those clients. Here's another lesson that I've learned with that Dawn, is, you know, those clients that are really in desperate need and really need a little bit more by our nature, and I know you do this as well, you and I've had conversations over the years, we try and bend over backwards. Yes, I can work like, Oh, I'll come in on Saturday. Yes, don't worry, it's a five o'clock appointment is I'm not going to charge you any extra for it being after hours. All of those things that you bend over backwards for. Those are the ones that seem to take advantage down the road, whereas the ones that you're like, No, our hours are 830 to five, and it's by appointment, we booked up about a week in advance. They make sure they have their shit together. And and so sometimes we're our own worst enemy by trying to be that bend over backwards hopeful, because it comes back later and bites us.
Dawn Brolin 19:14
Yes, I totally agree with that. And as a matter of fact, I had a conversation with Chris Farrell, about similar to this conversation. But I said to him, I said, you know, sending those emails out at 11 o'clock at night, like I mean, I used to I used to work at 14-15 hour days, and I was hardcore for it. I was all about it. You were bad. You think you're cool. When really in the end of the day, you just don't have your shit together. Right? So. So here we're talking about that 11 o'clock 11pm email that you send out. That email just told whoever you sent it to that it was okay to talk to you 11 o'clock at night? Absolutely. And that is setting yourself up for failure.
Robin Hall 19:55
So, so I'm going to I'm going to before we got on the podcast, you and I were talking A little bit about COVID. And I'm going to tell you, if there's one thing that came good out of COVID is before one of my goals. So, pre COVID, one of my goals was to get to a 50 hour work down to a 50 hour workweek, not to but down to a 50 hour workweek and to be home by six o'clock, two or three nights a week. For years, I had that goal for years, and I couldn't hit it. I couldn't make it. It was there was always something I was here till seven or eight o'clock, almost every night. And so, you know, those 12 1314 hour days were very common. And so, one when COVID had one, I went down hard. And so I went down for three weeks. And so even though I have a very, very, very competent staff, there was things that I was holding, and then I wouldn't delegate. So I had to learn to delegate because I was on my couch for three weeks, and I wasn't moving. But then also, I learned, like, since we've come back, and my staff has all been back in the office for about a year now. But it I'm going home about six o'clock every night. And so I've learned how to separate that something happened in there where it was either that delegation I did, he has either stuck, or I've learned to say no, in my day is done at six o'clock. Now there's a rarity that I'll stay later and do something but I'm not working on weekends. And I'm really not saying past six o'clock on a regular basis anymore. So there was some shifts in where we had that work disruption. That actually was good for me because I had to reassess and, and we allocate my resources. And our biggest resource is our own time.
Dawn Brolin 21:55
Yeah, that's definitely I mean, as far as COVID I mean, obviously, such a terrible situation and terrible thing that's happened. It's like, I mean, for me, I guess, I just realized what was most important, I think a lot of us had like a little bit of a reflection time, I would hope that you can't take things for granted. You don't have any idea. You know, what is tomorrow gonna bring? We don't know, it was like, almost like a moment to moment, are we gonna ever be able to leave our houses again, like, this whole reflection of truth of you know, what it was mostly Robin, I think it was out of our control. And we can operate, that's a big deal is a big deal. And we had to shift and we had to adjust and we had to realize that listen, you know, I don't have control. So what I did this one of the things we teach the girls softballs kids call them what in this in the book, what's important now when philosophy it's not about winning, quote, unquote, white for now. And that's something that we all I think struggle with in one capacity, like, What's tomorrow gonna bring? You know, who cares? What's gonna happen tomorrow? Let's, let's focus on where we are today. We're, where are you be in your shoes, we say, be in your shoes, wherever your shoes are, that's where you are. You're not 10 steps ahead or sense. 10 steps behind, you are where you are. And I think that that reflection for a lot of us, you know, I realized I don't need to be in here. You know, people say, Oh, you're busy. You know what, I've stopped being busy. You know, what I started to do? This is a big deal. I started being productive. Right? Right. If this if this big ass is in the seat, she better be making some money, solving problems doing something, right?
Robin Hall 23:37
So a long time ago, I used to just track my time for what I was billable. And then now, I mean, I am absolutely real. Like, I get paid a salary. I don't I don't get paid by the hours that I work. But I am religious about tracking my time. You know, we've dealt with with T sheets. And so it's very easy clock in clock out. But I track all of my non billable time. And so I can go back and go, Why did I have 20 hours of VARC time? What was I doing? And Was I being productive? So everybody in my company for me down? We track everything that we do. And it's it's for that very reason. It's like what were you doing? Were you just there filling a seat? Or were you working on something trying to make things better? So it's, it's, it's amazing how much that can open. And so I've talked to a lot of solo practitioners that it's like, well, I'm all on fixed fee and just me and I'm not paying anybody by the hour so there's no need to track my time. I'm like that is the most important time to track your time because you don't know what those timestamps are. You know, the one of the things that I pulled from somebody else's you We instituted, and I can waive it if I so choose, but the, the you've had these two dogs. So I just have a quick question, you can get quick question to death. And, you know, we've instituted that we have a minimum charge, and for my clients that I know, we're gonna have that quick question, then we'll do it for the month, and then we just build them at the end of the month for, oh, you had an hour's worth of quick workings for the month, we'll just bill you for an hour. Right. But they understand that that I bill, they understand that my time and my education is worth something. And so a lot of times, we give that away, as consultants, we give that our education away. So when we go, and we spend that valuable time at scaling new heights are the QB connect, and all those webinars and learning all about the PPP, and all of those things that we had to just instantly learn and know about and become experts on that actually took a whole lot of work in the background. And so when I can give you an answer on PPP, or the ffcra, often, that's because I had 20 hours worth of figuring it out and learn and, and talking to other people and educating myself so that I can give you that two second answer. And you're not having to do 20 hours worth of research.
Dawn Brolin 26:23
Exactly. Exactly. And I think what is one of the most important things that you said, I think the people who are listening should definitely take this one away, is setting the expectation with the clients they know expect. So saying, Okay, you got a quick question. That's fine. Or like I love times, people, obviously, they want to know some tax information, or they have questions around tax. And Tracy knows, first of all, one of the things and I love the delegation conversation, Robin, because it's like, I would Yeah, no problem. Give me a call, you know, I'm just sitting here, blah, blah, blah, whatever it was like then, then then because the way I presented Oh, you have full access, and you don't worry about it became a problem, right? To get work done, because all I did was answer those quick questions or give that advice over the phone on the phone all frickin day or answering 7000 emails about it. It's like Tracy, so if you want to talk to me about this, you want this kind of help or whatever, you got to set up an appointment, because number one, I suck at my own calendar. You've got to mama, right yeah.
Robin Hall 27:20
Because you and I are our own worst enemy.
Dawn Brolin 27:23
Oh, we are!
Robin Hall 27:25
So stop that people! I actually make it a joke with my clients so that they're they don't...1.) I don't like it, and I know a lot of people do this use like Calendly. And it's like, go to my signature and make your appointment on my calendar. I have somebody in my office is like, no, let me find a good time. Nope, that doesn't work, what what fits on you, and then doing overtime zones and all of that. I like that personal touch. We don't have anybody, we don't have voicemail here. So, you know, somebody always answers the phone. You know, that's another thing. But I joke with my clients, and I go, let me get you Denise, if she's going to set an appointment, she doesn't let me touch my calendar, because I'll just overbooked myself, or I'll, you know, do it wrong. So I want to make sure you get taken care of so let me have her make sure. And then we I train them to go to her instead of coming directly to me. And so now even if they email me, they copy her because they know or if they if they don't, then I say yes, I can help you with that. I'm going to copy Nancy needs to call you and or I've copied Nancy, she's gonna call you and get a time setup, we'll get you all taken care of. And so I don't answer that question right then and there. Because again, it's setting a precedent to I give them the behavior that I want, go over here to Nancy so she can set it up. And to I've defined that as an appointment, so that they know that it's billable, and they have respect of that time.
Dawn Brolin 28:58
Exactly. And that you're that setting experts and that may help people who are listening, like realize it's okay for you to determine how you want to operate. That's like one of the hardest things like you want to make everybody happy you're doing all those people pleasing, but the same time you're making yourself miserable. So set some set some boundaries for yourself and for your, for your firm and for your staff and, and just you know, you can make the experience a much better experience for everybody all around once you start realize you got to do that. And so, Robin, I can't thank you enough for coming on, because I just knew you have to come back. Sure.
Robin Hall 29:35
Absolutely. Dawn, I will see you at any point you whether you knew it or not. It's funny that you said I was one of your motivators. You're one of my motivators. So maybe that's why sometimes we just look like we're going in circles. No, I'm kidding. It really okay. I learned a lot from you. And if you pick up things from me then not just that just builds me up and just like my clients gives me power and passion that that made my day you telling me that so I would love to come back and visit you at any point.
Dawn Brolin 30:07
I love it. It's and it's the truth I don't lie I'm not a liar just just is not in my, in my blood. And, you know, I just I do appreciate you and I know there's a lot of other people out there who appreciate you Robin because like I said, You're you're a, you're a such a thoughtful presenter, a thoughtful person, you're always willing to give your time and then we talked a couple weeks ago about sales tax together and, you know, I was like, I need your help. And you were on, you know, ready to jump right in and, and you know, that's, I think that's just one last message for people who are listening if you're out there and you're struggling, grab on to somebody who's doing it who's getting it done. And we all want to help each other so never be too shy or or whatever to reach out to somebody we're here for everybody. So Robin Hall VARC solutions can find you you're you know you're out there doing all kinds of amazing things you can still quit things consultants are doing all kinds of crazy stuff but what VARCSolution.com, Robin, is that right?
Robin Hall 31:03
Dawn Brolin 31:05
I love it, VARC solutions, obviously Rob is all over LinkedIn, all over Twitter all over Facebook. She's just everywhere, and crazy. So I appreciate you, Robin. I love you so much, buddy. And I look forward to talking to you soon.
Robin Hall 31:16
Absolutely. And I'll see you at Scaling I'm sure in a couple months.
Dawn Brolin 31:19
You know you will I wouldn't miss it.
Robin Hall 31:21
Alright girl, thanks.
Dawn Brolin 31:23
Okay, talk to you soon. Bye bye.
Transcribed by https://otter.ai