How to Build a Relationship-First Business with Jim Carpenter | RR338

Janice Porter: 00:00:02

Jim, hi everyone, and welcome to this week's

Janice Porter: 00:00:05

episode of relationships rule. Today's guest is someone who has

Janice Porter: 00:00:09

spent decades Helping Families and business owners build

Janice Porter: 00:00:13

wealth, preserve legacy, and, most importantly, stay

Janice Porter: 00:00:16

connected. Jim carpenter is a seasoned advisor and licensed

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pilot, who discovered that the secret to long term success

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wasn't just about strategies and spreadsheets, it was about

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relationships, whether flying across states to visit clients

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in person or using personal touches to stay top of mind,

Janice Porter: 00:00:38

Jim's commitment to connection sets him apart now with his new

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book Beyond the runway on the horizon, Jim is sharing the

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principles and habits that have kept him soaring personally and

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professionally. In this episode, we'll take a look at how he

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built a business around relationships and the simple but

Janice Porter: 00:00:57

powerful ways he stays truly present in the lives of those he

Janice Porter: 00:01:01

serves. Welcome to the show, Jim,

Jim Carpenter: 00:01:03

thank you, Janice, this is amazing.

Janice Porter: 00:01:06

Well, I love what you're doing. And you know, we

Janice Porter: 00:01:09

think alike, and relationships are important period. They're

Janice Porter: 00:01:13

important to both of us and and I'm going to start by just

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saying that we both are connected to the same company

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promptings where, which is an amazing tool that we both use to

Janice Porter: 00:01:25

stay connected to the people in our lives, and that's how we

Janice Porter: 00:01:28

met. So, yeah, so, so that's important. So I want to start

Janice Porter: 00:01:34

though by just looking at the fact that you've logged over

Janice Porter: 00:01:41

5000 hours as a pilot, and how aviation became more than just a

Janice Porter: 00:01:48

mode of travel for you, and I think that's one way for sharing

Janice Porter: 00:01:51

your story, a little bit of background, with us that

Janice Porter: 00:01:54

actually really means a lot.

Jim Carpenter: 00:01:56

Yeah, you know, it was a tool, and that's how

Jim Carpenter: 00:01:59

I've always treated aviation wasn't just something that I got

Jim Carpenter: 00:02:01

into just for the sake of flying. Number one, I didn't

Jim Carpenter: 00:02:04

have the time. Number two, is very expensive,

Janice Porter: 00:02:08

that's for sure,

Jim Carpenter: 00:02:09

so but you know, if I take it back a little bit

Jim Carpenter: 00:02:12

back, you know, I followed after my father in the insurance

Jim Carpenter: 00:02:16

business. I was 18 years old. My father started in the insurance

Jim Carpenter: 00:02:20

business in 1958 and so I was blessed to be able to work with

Jim Carpenter: 00:02:24

Dad side by side for all those years. That's special. It was,

Jim Carpenter: 00:02:28

yeah. And fast forward that to the early 90s. We late 80s,

Jim Carpenter: 00:02:33

early 90s. In that area, we began working primarily in

Jim Carpenter: 00:02:37

churches, doing financial and estate planning. So we spoke

Jim Carpenter: 00:02:41

across the country, in Western United States, in over 100

Jim Carpenter: 00:02:44

churches, ranging in topics, some budgeting, but mostly

Jim Carpenter: 00:02:48

estate plans so forth, with people with wills and trusts and

Jim Carpenter: 00:02:52

that kind of thing. And I had an attorney that would travel with

Jim Carpenter: 00:02:55

us, and we would park right there at the church and stay

Jim Carpenter: 00:02:58

there for anywhere from six to eight weeks, however long it

Jim Carpenter: 00:03:01

took to see all the people in that church. Wow. It was really

Jim Carpenter: 00:03:04

exciting. It was amazing bill to do things where people had a

Jim Carpenter: 00:03:07

desire to not only benefit themselves and their family, but

Jim Carpenter: 00:03:10

they really did have a real desire to leave assets for the

Jim Carpenter: 00:03:14

benefit of their church. And so that led me into what's called

Jim Carpenter: 00:03:18

charitable estate planning and so and so. Of course, then it

Jim Carpenter: 00:03:21

led to more complex type things. Well, after I finished one

Jim Carpenter: 00:03:25

church, we moved on to the next one. I still had work going back

Jim Carpenter: 00:03:28

here this one. So we were working up in Everett,

Jim Carpenter: 00:03:32

Washington, a church up there, and one of our clients, who is a

Jim Carpenter: 00:03:35

building contractor, was also a pilot, and he had an airplane.

Jim Carpenter: 00:03:39

It's called a Piper twin, Comanche and Harvey would fly me

Jim Carpenter: 00:03:42

around in his airplane to the places I need to go to to meet

Jim Carpenter: 00:03:47

with accountants and attorneys and, you know, get all the trust

Jim Carpenter: 00:03:50

work done. You know, get on the more sophisticated type of

Jim Carpenter: 00:03:53

plans. And so we're seeing that as my clientele grew in 19

Jim Carpenter: 00:03:58

states, you know, because you're all the way to Texas. I was in

Jim Carpenter: 00:04:01

based in Oregon at the time, so on, all those types of things.

Jim Carpenter: 00:04:04

And I busy. I had to speak at the meetings, meet with the

Jim Carpenter: 00:04:06

people, and then I had stuff to build. I had to be able to get

Jim Carpenter: 00:04:09

back and forth. And so that's when Dad and I discussed about

Jim Carpenter: 00:04:14

getting into aviation. And so we were actually working in church,

Jim Carpenter: 00:04:18

then down in Tucson. And in Tucson, you know, we decided to

Jim Carpenter: 00:04:23

buy it to get into flying. So I started a course in 1991 it was

Jim Carpenter: 00:04:28

called a part 131, 41 course. It's an accelerated course. So I

Jim Carpenter: 00:04:32

literally started flying every day on October 17, and I

Jim Carpenter: 00:04:37

finished my private on December 17, the 100 years later from

Jim Carpenter: 00:04:42

when the kitty cock flew with the Wright brother the exact

Jim Carpenter: 00:04:45

same day. Oh, that's fun. That's fun. I didn't plan it. It just

Jim Carpenter: 00:04:49

happened. I just think it's kind of funny. But so, so anyway, so

Jim Carpenter: 00:04:52

that's was the start. And so that's what, you know, I flew

Jim Carpenter: 00:04:55

every single day. It was really scheduled. So every morning I

Jim Carpenter: 00:04:59

was in. Then I was really, you know, didn't do and then through

Jim Carpenter: 00:05:02

the evening, then working with my clients, you know, and then

Jim Carpenter: 00:05:04

doing a business. So, I mean, it was, it was a big deal to learn

Jim Carpenter: 00:05:06

all that, and so, and go ahead. Yo, you go ahead.

Janice Porter: 00:05:11

Well, it just makes me want wonder, because

Janice Porter: 00:05:13

most people wouldn't really go, Okay, let's buy a plane. Let's

Janice Porter: 00:05:20

start flying lessons, unless they have always like, were you

Janice Porter: 00:05:23

a kid who played with planes? Did you love No,

Jim Carpenter: 00:05:26

no, no. I always had a I had a guy one time take

Jim Carpenter: 00:05:30

me flying. I loved it, and I but I just never, you know it's not.

Jim Carpenter: 00:05:33

It was, and that's the reason why flying did not come easy for

Jim Carpenter: 00:05:36

me. Okay, okay. I had to work at it. That's the reason I had to

Jim Carpenter: 00:05:40

fly every single morning I had, I had, it's really, really dig

Jim Carpenter: 00:05:44

in and study, you know, so I had made, I had re obtained my

Jim Carpenter: 00:05:48

series seven security license. Well, of course, my life and

Jim Carpenter: 00:05:51

health insurance license, yeah, series seven securities license

Jim Carpenter: 00:05:54

was called a series 65 and a series 63 licenses, which are

Jim Carpenter: 00:05:58

all grueling to us. And then I, then I jump into all this

Jim Carpenter: 00:06:01

flying. It was, it's been quite a test.

Janice Porter: 00:06:04

Thank God you were young when you did it.

Janice Porter: 00:06:06

Yeah,

Jim Carpenter: 00:06:08

right. I was 29 years old.

Janice Porter: 00:06:11

Then, yeah. I mean, you can retain things

Janice Porter: 00:06:13

then, right? We can't retain as much anymore. God help us. But

Janice Porter: 00:06:16

anyway, okay, so I'm picturing you. Visiting the different

Janice Porter: 00:06:25

churches and then coming back and visiting those churches

Janice Porter: 00:06:28

again the next year or the next six months or whatever. And so

Janice Porter: 00:06:31

you start to they start to expect you, and you build

Janice Porter: 00:06:34

relationship with these people, correct, as well as they become

Janice Porter: 00:06:37

your clients, of course. And so So in the early days, were you

Janice Porter: 00:06:44

as Did you get it then that you needed to build the

Janice Porter: 00:06:49

relationships and nurture those relationships,

Jim Carpenter: 00:06:51

you know, I think it was more of a natural thing

Jim Carpenter: 00:06:54

for me. And I think that that that come natural to me, flying

Jim Carpenter: 00:06:58

didn't come naturally, right? I wrote the book isn't necessarily

Jim Carpenter: 00:07:01

about flying in aviation. It's about relationships. It's about

Jim Carpenter: 00:07:04

people. It's about ways to be able to serve people in, you

Jim Carpenter: 00:07:08

know, in a in a very good, good way. You know that. You know

Jim Carpenter: 00:07:12

it's just like that, that quote that says people don't remember

Jim Carpenter: 00:07:16

you by what you do you. They remember you by how you make

Jim Carpenter: 00:07:20

them feel. Here's the quote.

Janice Porter: 00:07:22

I use it all the time. It's Maya Angelou. People

Janice Porter: 00:07:25

will forget what you've said, people will forget what you've

Janice Porter: 00:07:28

done, but they'll never forget how you make them feel

Jim Carpenter: 00:07:31

exactly. That's it. And I you know that

Janice Porter: 00:07:34

was in bread. That was in bread fully, yeah,

Jim Carpenter: 00:07:37

with my father, yes. It's always been about

Jim Carpenter: 00:07:42

serving people. And there's a long story on how we got into

Jim Carpenter: 00:07:45

churches and all all those types of things. But the ending result

Jim Carpenter: 00:07:50

of the Flying aspect was the fact to be able to provide that

Jim Carpenter: 00:07:53

service, I got referred from a pastor one time in Moses Lake,

Jim Carpenter: 00:07:57

Washington, that his mom lived in him at California, down in

Jim Carpenter: 00:08:01

Southern California, there was his dad had died and left her

Jim Carpenter: 00:08:04

all these stocks of municipal bonds and all these things, and

Jim Carpenter: 00:08:08

they didn't know what to do, and, you know, and it was just,

Jim Carpenter: 00:08:11

it was just a big mess. So she was the sweetest thing. She

Jim Carpenter: 00:08:14

lived in adult center, and she absolutely loved the fact that I

Jim Carpenter: 00:08:17

would fly to him at California. She would I literally she knew

Jim Carpenter: 00:08:20

when I would fly, because she would see right there by the

Jim Carpenter: 00:08:23

airport from her place. She would, she would drive over and

Jim Carpenter: 00:08:26

meet us for lunch and pick us up, and you know, and so just

Jim Carpenter: 00:08:31

the sweetest lady.

Janice Porter: 00:08:32

So he rewarded you. And because of that, she

Janice Porter: 00:08:35

trusted her son, she trusted you, and then you built a new

Janice Porter: 00:08:38

relationship.

Jim Carpenter: 00:08:39

And I worked with her kids, her other children, as

Jim Carpenter: 00:08:42

well as her, and did all her planning and everything for her.

Jim Carpenter: 00:08:45

It's just amazing, you know, she was really, really fun. Pursues

Jim Carpenter: 00:08:49

in her 80s, you know, and how she was able she was always

Jim Carpenter: 00:08:52

involved in all the events, you know, it was just fun being

Jim Carpenter: 00:08:55

involved in her life and, you know, and being able to be down

Jim Carpenter: 00:08:58

there in Southern California, and then being able to be up

Jim Carpenter: 00:09:01

back up in Washington, wherever I need to go, Yes, I have

Jim Carpenter: 00:09:04

relations like that all over the country.

Janice Porter: 00:09:06

So you retired from active practice or no,

Janice Porter: 00:09:12

because now you're consulting.

Jim Carpenter: 00:09:14

Consulting work with another financial firm,

Jim Carpenter: 00:09:16

right, primarily with financial advisors. So not so much client

Jim Carpenter: 00:09:21

facing, as much as working with advisors and helping them with

Jim Carpenter: 00:09:24

case design so forth. And number one, teaching. You know what?

Jim Carpenter: 00:09:28

It's not about products, it's not about investments. It's not

Jim Carpenter: 00:09:32

No it's about people.

Janice Porter: 00:09:34

Okay, so stop there for a second. Stop there

Janice Porter: 00:09:37

for a second, because we know this, because it comes naturally

Janice Porter: 00:09:41

to us. So with these advisors that you are working with now,

Janice Porter: 00:09:48

um, you probably know this story, but this is a story I've

Janice Porter: 00:09:51

told a few times, and I think that it probably these are maybe

Janice Porter: 00:09:55

some of the people, the types of things that you run across, tell

Janice Porter: 00:09:58

me if I'm right. Um. It's a story that someone told, and

Janice Porter: 00:10:03

it's in Cody Bateman's book about the what's it called State

Janice Porter: 00:10:11

Farm Insurance Guy with the letter that he sent every year.

Janice Porter: 00:10:16

Do you know that story? Yes, I do. Yeah. So is that the kind of

Janice Porter: 00:10:20

thing that you come up against in the financial planning

Janice Porter: 00:10:23

business, where not so much,

Jim Carpenter: 00:10:27

yeah, you know. And so that way basically

Jim Carpenter: 00:10:29

happened in that story was the insurance company was sending

Jim Carpenter: 00:10:33

out letters, standard letters, to all the policy holders, you

Jim Carpenter: 00:10:37

know, hey, you can increase the hey, we're giving you better

Jim Carpenter: 00:10:40

rates on this or whatever you know so forth, and Cody got a

Jim Carpenter: 00:10:43

hold of that letter.

Janice Porter: 00:10:44

No, no, no, no, no, no, no. This is Steve. This

Janice Porter: 00:10:48

is Steve Schultz's story, and he may have been around before your

Janice Porter: 00:10:52

time and send out. Oh, okay, great. Steve Schultz's best

Janice Porter: 00:10:56

friend worked for State Farm Insurance. It's in Corey his

Janice Porter: 00:11:00

book, Cody's book, but it's Steve's story, and it's

Janice Porter: 00:11:03

mentioned as his story. And they sent the letter. So Steve

Janice Porter: 00:11:08

decided to play a joke on his friend, and he went to his

Janice Porter: 00:11:12

office, and he took the letter with him. He said, Hey buddy, I

Janice Porter: 00:11:15

just got this letter. He said, Did you send me this letter? And

Janice Porter: 00:11:18

the guy said, Oh no, that's corporate. He said, But your

Janice Porter: 00:11:21

name's on the bottom of it. He says, Yeah, but corporate sends

Janice Porter: 00:11:24

him. He said, But your name's on the bottom of it. He says, How

Janice Porter: 00:11:27

much business do you get from that letter? None. Yeah,

Janice Porter: 00:11:31

exactly. And that's how the story goes, until he showed him

Janice Porter: 00:11:33

a

Jim Carpenter: 00:11:33

bet, exactly. Thank you for clarifying. Yeah,

Jim Carpenter: 00:11:36

you're right. Yeah. Whole thing. So I teach, like, I teach these

Jim Carpenter: 00:11:39

guys about the relationships, not just, you know, when I say

Jim Carpenter: 00:11:44

relationship, it goes much deeper. Now for me, you know,

Jim Carpenter: 00:11:47

every time I talk to someone on the phone, especially with a new

Jim Carpenter: 00:11:50

advisor, it's not a me, I always immediately send them just a

Jim Carpenter: 00:11:54

quick card, just thank you so much for taking your time to

Jim Carpenter: 00:11:56

meet with me. That's it. And and I had this one guy immediately,

Jim Carpenter: 00:12:00

he called me back. Says, I don't know how you did that. That is

Jim Carpenter: 00:12:03

amazing. I said, Well, I'll show you how to do that. And now

Jim Carpenter: 00:12:06

he's, he calls me all the time, say, how do you do this? How

Jim Carpenter: 00:12:08

long does it take to get that card there? Or, you know, just

Jim Carpenter: 00:12:13

like you received a box of brownies, you know? Yeah, so

Jim Carpenter: 00:12:16

that's exactly, you know, what I've done is, so is, you know,

Jim Carpenter: 00:12:19

like I am. I do work with advisors. And sometimes they'll

Jim Carpenter: 00:12:22

hook me up with their clients, and then I'll meet with their

Jim Carpenter: 00:12:25

clients. Then I'll send them a card. In one case, I sent them a

Jim Carpenter: 00:12:28

box of brownies, it was. And then I actually took a picture.

Jim Carpenter: 00:12:31

He did a he did a YouTube video of what he does and so forth.

Jim Carpenter: 00:12:35

And he wrote, it was just amazing. It was about he's got

Jim Carpenter: 00:12:38

this. It's a really, really program to really help people be

Jim Carpenter: 00:12:41

able to get into housing. And he did this YouTube, and he come

Jim Carpenter: 00:12:45

out on the stage. He laid down on his back, it was a TED talk,

Jim Carpenter: 00:12:49

and he laid down on his back and put his feet up on a bench. And

Jim Carpenter: 00:12:52

that's how he started his talk. And he was injured. He in

Jim Carpenter: 00:12:56

basically reason why he got into an accident and all these things

Jim Carpenter: 00:12:59

and so and he lost his job, he lost everything. He had to start

Jim Carpenter: 00:13:04

all the way zero. And that's how I created this company. And that

Jim Carpenter: 00:13:07

was the beginning. So I took that, did a screenshot of that,

Jim Carpenter: 00:13:09

yes, put it on the front of the card, and sent him, you know, a

Jim Carpenter: 00:13:13

pack of brownies for him. He couldn't believe he says, I

Jim Carpenter: 00:13:17

don't know how you did it. That is amazing. You know what? He's

Jim Carpenter: 00:13:20

always gonna remember because I made because that's how I made

Jim Carpenter: 00:13:22

him feel.

Janice Porter: 00:13:23

Yeah, exactly. So, yeah, so. So I'm wondering

Janice Porter: 00:13:28

if is it. Do you see the light go on with these guys? Because

Janice Porter: 00:13:35

not everybody gets it right. They think there's more wood.

Janice Porter: 00:13:39

Yeah? Yeah, yeah. They're too busy being hungry for the sale

Janice Porter: 00:13:46

and caring about people. Yeah.

Jim Carpenter: 00:13:48

I do have an advisor down here in Arizona

Jim Carpenter: 00:13:51

that does seminars. And, man, every I just turn around. He's

Jim Carpenter: 00:13:55

always sending anybody he he's always sending candies and cards

Jim Carpenter: 00:14:00

and thank you. Gift that guy gets it. And obviously he keeps

Jim Carpenter: 00:14:03

doing it every single month. We start seeing, we seen all his

Jim Carpenter: 00:14:06

Mitch has just been amazing. And he gets it because he, you know,

Jim Carpenter: 00:14:11

when I shared to him, he wasn't real sure. Fact we were helping

Jim Carpenter: 00:14:13

him do his cards. We don't do any of that anymore. He does it

Jim Carpenter: 00:14:16

all because he sees it fantastic. So I see, I see some

Jim Carpenter: 00:14:20

advisors get it, and the ones that do that are successful. And

Jim Carpenter: 00:14:23

the thing is, the ones that do get it are the ones that aren't

Jim Carpenter: 00:14:26

doing it for something in return. I think that is the key.

Jim Carpenter: 00:14:30

Send out. We all come out of business. Yeah, it's all it's

Jim Carpenter: 00:14:33

nice about to earn income. It's nice to be able to increase. But

Jim Carpenter: 00:14:35

you know what it's all about? Just when you serve others, you

Jim Carpenter: 00:14:38

do the right thing, exactly, gonna come back to you anyways,

Janice Porter: 00:14:42

that's true, isn't it? I know I am. I got a

Janice Porter: 00:14:45

strange phone call the other morning, no, a text from a woman

Janice Porter: 00:14:50

that I had met last summer in a bridge tournament, and she I

Janice Porter: 00:14:55

didn't, I don't even remember what she looked like, and it was

Janice Porter: 00:14:57

in another city, and I said, she said. Said, my name is Donna. We

Janice Porter: 00:15:03

met here. I have two people. Are you still doing LinkedIn? And I

Janice Porter: 00:15:07

said, Yes. And she said, I have two people that are need some

Janice Porter: 00:15:11

help. Would you talk to them? And I said, of course. So she

Janice Porter: 00:15:15

gave my information to the two people. One of them has

Janice Porter: 00:15:19

contacted me by email, and we had a quick zoom call the other

Janice Porter: 00:15:23

day, and this woman's been out of work for a year. She's

Janice Porter: 00:15:26

looking for a new job. It's, you know, she's a office manager

Janice Porter: 00:15:30

type position she's looking for. But my daughter's been out of

Janice Porter: 00:15:35

work for almost a year, and it's not easy these days to get a

Janice Porter: 00:15:38

job. So I started talking to her, and I knew that she wasn't

Janice Porter: 00:15:41

going to be able to afford to work with me, so I just said,

Janice Porter: 00:15:45

look, let's spend an hour next week and I'll help you put your

Janice Porter: 00:15:48

LinkedIn together, because it needed help big time. And she

Janice Porter: 00:15:52

said, I haven't found LinkedIn work for me. Well, I looked at

Janice Porter: 00:15:55

why, and so, you know, she doesn't know what she's doing,

Janice Porter: 00:15:58

so I'm just going to help her, because you have to do that. It

Janice Porter: 00:16:01

doesn't matter, right, right? Yeah, so let's, let's talk about

Janice Porter: 00:16:08

your upcoming book. It may even, we're not sure yet, but it may

Janice Porter: 00:16:13

be published by the time this airs, or it's pretty close, but

Janice Porter: 00:16:16

it's very exciting. Your book is called Beyond the runway. Love

Janice Porter: 00:16:20

the title. What inspired you to write it? And who do you hope it

Janice Porter: 00:16:24

reaches?

Jim Carpenter: 00:16:26

You know, it was amazing. It's just one of the

Jim Carpenter: 00:16:28

things that you know that kind of happened. But I, you know,

Jim Carpenter: 00:16:31

I've heard people have told me from time time, Jim, you should

Jim Carpenter: 00:16:34

write a book. After 5000 hours of flying time, 1000s of

Jim Carpenter: 00:16:37

landing, all kinds of events and flying. I'm always telling my

Jim Carpenter: 00:16:42

story to somebody about something, you know, hoping that

Jim Carpenter: 00:16:45

I'm not trying to scare them from not flying. But, you know,

Jim Carpenter: 00:16:48

there and so then I realized, and as I started thinking, you

Jim Carpenter: 00:16:51

know, I think I will start writing a book. And it was just

Jim Carpenter: 00:16:54

amazing how just kind of one step led to another. And then,

Jim Carpenter: 00:16:57

really, it totally been life changing for me personally,

Jim Carpenter: 00:17:00

because although it's nice to be able to pull those memories out

Jim Carpenter: 00:17:03

and realize everything happens for a reason, for me to be able

Jim Carpenter: 00:17:07

to apply it only into my own life today, and it's now I'm

Jim Carpenter: 00:17:11

seeing, you know, I have a lot of metaphors in there, yes, how

Jim Carpenter: 00:17:15

it applies to people today. And so I was speaking at a

Jim Carpenter: 00:17:19

networking group here a few weeks ago. And I said, I'm going

Jim Carpenter: 00:17:22

to talk to you about gumps. What is that? And I said, Well, I

Jim Carpenter: 00:17:29

have 1000s of landings, $5,000 I've never crashed an airplane

Jim Carpenter: 00:17:34

that never landed gear up. And it's because, I mean, I

Jim Carpenter: 00:17:38

approached an airport, I did my gumps check. It stands for gas

Jim Carpenter: 00:17:41

undercarriage mixture props and seat belts. And so the gas

Jim Carpenter: 00:17:46

undercarriage mixture props, seat belts and gums. So I did my

Jim Carpenter: 00:17:49

gums check on the way in, and I did gums check always on. Final,

Jim Carpenter: 00:17:53

because you get so busy in life. I was flying a client one time.

Jim Carpenter: 00:17:56

We're flying into a town called Coos Bay, Oregon. We're in the

Jim Carpenter: 00:17:59

clouds. Was pouring down rain. We're bouncing around like a

Jim Carpenter: 00:18:02

popcorn ball. But guess what? It's so easy to get sidetracked

Jim Carpenter: 00:18:06

like we are in life, that we're get what's really most

Jim Carpenter: 00:18:09

important, I did my gums check my gear was gas on full tank. My

Jim Carpenter: 00:18:14

gear was down. My mixture is full, rich, full prop. And we

Jim Carpenter: 00:18:17

went in there and landed safely. That's what it's about. And so

Jim Carpenter: 00:18:20

that's what it applies in our life. And so I have metaphors

Jim Carpenter: 00:18:24

for each one of those, and I have a checklist exactly in that

Jim Carpenter: 00:18:28

to apply to business owners, entrepreneurs and just anybody

Jim Carpenter: 00:18:34

that is really relationships are important to them. So I have

Jim Carpenter: 00:18:37

created a checklist, and that's on that's on my website. It'll

Jim Carpenter: 00:18:41

be on my website as well free download to be able to have.

Janice Porter: 00:18:44

So is this the the chapter that talks about, I

Janice Porter: 00:18:47

pulled an article from your LinkedIn newsletter, The quiet

Janice Porter: 00:18:51

work that keeps you flying, is that the gumps? Yep, yeah. Okay,

Janice Porter: 00:18:55

so it's beautiful, because the way you, the way you broke it

Janice Porter: 00:19:01

down with the analogy for the the flying and then business and

Janice Porter: 00:19:06

life working the same way. I love that, and I'll just read

Janice Porter: 00:19:09

one little paragraph. Business and life work the same way we

Janice Porter: 00:19:12

celebrate the launch, the deal, the breakthrough. But excellent

Janice Porter: 00:19:16

excellence isn't built at full throttle. It's built in the

Janice Porter: 00:19:19

stillness when no one's watching in those moments when you

Janice Porter: 00:19:22

inspect what you what you expect. And yeah, it's really

Janice Porter: 00:19:27

cool. Oh, and one more paragraph. That's where we

Janice Porter: 00:19:29

tighten the loose bolts of communication, where we clear

Janice Porter: 00:19:32

the corrosion of complacency, where we verify that our why

Janice Porter: 00:19:37

still matches our what. Most turbulence in life doesn't come

Janice Porter: 00:19:41

from the storm ahead. It comes from skipped maintenance, a

Janice Porter: 00:19:44

relationship taken for granted, a process never reviewed, a

Janice Porter: 00:19:49

promise left unchecked. I love that paragraph I did speaks to

Janice Porter: 00:19:53

me so much.

Jim Carpenter: 00:19:55

It's just amazing. It's it's really, it's

Jim Carpenter: 00:19:58

been very, very inspiring. For myself that when I probably for

Jim Carpenter: 00:20:02

the last few months, literally the weekends, my door shuts and

Jim Carpenter: 00:20:05

no one sees me because there's no interruptions. But it is

Jim Carpenter: 00:20:08

amazing how I can go through that and then just start flowing

Jim Carpenter: 00:20:13

in very positive way. It affects my life right now, as much as

Jim Carpenter: 00:20:16

I'm hoping it affects other people too, because that's true.

Jim Carpenter: 00:20:19

Because things do corrode, and there's ways to treat it and

Jim Carpenter: 00:20:23

take care of it if you don't catch it. There's further

Jim Carpenter: 00:20:25

stories about that. In the book, the airplane becomes the

Jim Carpenter: 00:20:30

airplane becomes weak. It becomes unworthy. It's not safe

Jim Carpenter: 00:20:34

to fly. And isn't that true in our life? Yeah, if we don't take

Jim Carpenter: 00:20:38

care of ourselves, physically, emotionally, all those things,

Jim Carpenter: 00:20:42

you know, and so those are things that I wanted to that's

Jim Carpenter: 00:20:45

the reason why I have a real desire to get this book out.

Janice Porter: 00:20:49

Well, I can't wait to read it, because it

Janice Porter: 00:20:51

really does. I mean, yeah, it's, I just love that it just spoke

Janice Porter: 00:20:56

to my heart. And that's really what you're doing and what

Janice Porter: 00:20:59

you're doing in this book. I know I can tell and I see it

Janice Porter: 00:21:01

every time I talk to you, because you're very passionate

Janice Porter: 00:21:04

about it, which is amazing.

Jim Carpenter: 00:21:05

Yeah, I go, I don't know what I'm gonna say on

Jim Carpenter: 00:21:08

this podcast. You don't ever have to worry about that.

Janice Porter: 00:21:12

No, I don't think so.

Jim Carpenter: 00:21:14

It's, you know, and the other thing, so what I'm

Jim Carpenter: 00:21:16

doing, it's okay for me to share this. Yes, if you if you find me

Jim Carpenter: 00:21:21

on LinkedIn, subscribe to my newsletter. I'm taking parts

Jim Carpenter: 00:21:25

from that book and writing for the specific newsletter that

Jim Carpenter: 00:21:29

Janice was just talking about. I'd love to have you subscribe.

Jim Carpenter: 00:21:32

I'd love you be able to read that.

Janice Porter: 00:21:34

Yeah, and that's what first caught my attention

Janice Porter: 00:21:37

when I did subscribe and started to read them, and I can't wait

Janice Porter: 00:21:41

for the book now. So okay, just a couple of quick questions

Janice Porter: 00:21:47

around. Are your belief in relationships in a world that

Janice Porter: 00:21:52

leans heavily on digital communication, how do you keep

Janice Porter: 00:21:56

your relationship building personal and genuine? I know

Janice Porter: 00:22:01

what you're going to say, but to

Jim Carpenter: 00:22:04

say, but Well, of course, I always love, you know,

Jim Carpenter: 00:22:07

cards are always good, but yeah, you know, it's about the

Jim Carpenter: 00:22:09

relationship. It's about talking to people. It's about one on one

Jim Carpenter: 00:22:13

is always the best. And that's what the airplane allowed me to

Jim Carpenter: 00:22:16

do, of course. And but I've always loved to meet with people

Jim Carpenter: 00:22:20

in in person as much as I possibly can. And, you know,

Jim Carpenter: 00:22:24

that's always that in this, you know, as far and it was like

Jim Carpenter: 00:22:27

kind of flying thing. I flew clients to finish and go to

Jim Carpenter: 00:22:31

races. I flew clients to go take care of their family, they had

Jim Carpenter: 00:22:35

needs. I used to fly for an organization called pilots for

Jim Carpenter: 00:22:39

Christ. And there was a lady that was become very ill, and

Jim Carpenter: 00:22:44

she had had to get her home. They couldn't, they couldn't

Jim Carpenter: 00:22:46

take care of her in another country. They flew her into

Jim Carpenter: 00:22:50

commercially, somehow these they got her into Orange County. I

Jim Carpenter: 00:22:52

don't know if she flew there, not Yeah. So I picked her up at

Jim Carpenter: 00:22:54

the Orange County Airport and got all her stuff at the back of

Jim Carpenter: 00:22:57

my airplane, and I flew her back to Oregon, you know. And so I

Jim Carpenter: 00:23:01

love it because I was able to fly around, because I was always

Jim Carpenter: 00:23:06

flying from Colorado to Oregon or wherever that there was

Jim Carpenter: 00:23:09

always people in need, you know, but to, you know, but to really

Jim Carpenter: 00:23:12

answer your question. And, you know, it's just always, just the

Jim Carpenter: 00:23:15

best reason I love the cards. I shoot myself because I built my

Jim Carpenter: 00:23:19

practice over 800 clients. I go, I can't believe that I had

Jim Carpenter: 00:23:23

always wanted to have something like promptings, because I know

Jim Carpenter: 00:23:26

that if I would how much more effective I would have been. And

Jim Carpenter: 00:23:29

I build it primarily on referrals and word of mouth and

Jim Carpenter: 00:23:32

seeing people at their kitchen table. That's how I built my

Jim Carpenter: 00:23:34

practice, you know. So do you

Janice Porter: 00:23:36

think that's sustainable today for the people

Janice Porter: 00:23:39

that you know, that are doing what you doing that job now,

Jim Carpenter: 00:23:43

of course, as long as it, yeah, absolutely, as

Jim Carpenter: 00:23:46

long as they, there's no doubt about it. The you know, the

Jim Carpenter: 00:23:50

biggest thing that I see the is, is, number one, think some of

Jim Carpenter: 00:23:55

the financial guys, they get a little bit of egotism, and it's

Jim Carpenter: 00:23:59

and everything is based upon money, how much money they're

Jim Carpenter: 00:24:02

going to earn, right? They're they've totally missed it. I

Jim Carpenter: 00:24:06

know, I hear it all the time, you know? And so that's where,

Jim Carpenter: 00:24:10

that's my biggest thing is talking to people. I talk, I

Jim Carpenter: 00:24:13

talk very, very complex cases. Talk very sophisticated

Jim Carpenter: 00:24:17

planning, but I still drive it down to look, you know what?

Jim Carpenter: 00:24:20

I'll tell you one thing, it's all this stuff is great. You're

Jim Carpenter: 00:24:23

going to save this much in tax. You do all this client. But do

Jim Carpenter: 00:24:26

you know your client? Yeah, do you really know your client? Are

Jim Carpenter: 00:24:31

you really doing exactly what is the right thing? Not because

Jim Carpenter: 00:24:34

you're getting to earn this over here, but are you doing the

Jim Carpenter: 00:24:37

right thing for your client? That's the number one thing. Mm,

Janice Porter: 00:24:40

hmm. And, and are they? Are they more than just a

Janice Porter: 00:24:45

number? Oh, right. Are they more than just a number? And what

Janice Porter: 00:24:50

actually bothers me around that industry, the the financial

Janice Porter: 00:24:56

planning and the insurance industries, is you get that one

Janice Porter: 00:24:59

letter. A year from 95% of these Right, right? And they expect

Janice Porter: 00:25:03

you to renew. They expect you to maybe buy more insurance, or

Janice Porter: 00:25:11

they send you a letter this has happened to us, to say, well,

Janice Porter: 00:25:14

this type of insurance isn't going to work anymore, because

Janice Porter: 00:25:17

you're getting old, so you should do this. But they

Janice Porter: 00:25:19

haven't. They haven't built into the real they haven't what's the

Janice Porter: 00:25:23

word like they haven't poured into the relationship enough

Janice Porter: 00:25:26

over the years to make me care to do it, and they probably

Janice Porter: 00:25:30

think they're not going to make enough money on us so they don't

Janice Porter: 00:25:33

bother. And I think that's wrong.

Jim Carpenter: 00:25:35

Yeah, it is wrong, and you're and you're

Jim Carpenter: 00:25:37

exactly right. That's the reason why. And if you ask most

Jim Carpenter: 00:25:40

advisors. Everybody talks about doing annual reviews. Most of

Jim Carpenter: 00:25:43

them don't when they, if they, when they a lot of times, what

Jim Carpenter: 00:25:46

they'll do is they'll go and look, go through the file, look

Jim Carpenter: 00:25:48

at through business that they think they're going to write new

Jim Carpenter: 00:25:50

business to get paid again, yeah, rather than, you know, no,

Jim Carpenter: 00:25:54

there it's, that's, that's, that's the problem and, and

Jim Carpenter: 00:25:58

that's the reason why I love the cards, you know? Yeah, you could

Jim Carpenter: 00:26:01

send a card for holidays. You could send a card for birthdays,

Jim Carpenter: 00:26:05

you know, and so forth. But what about that special card? Just

Jim Carpenter: 00:26:07

send them a card. Just say, You know what? I was just thinking

Jim Carpenter: 00:26:10

of you. I just want you to let you know that you matter, you

Jim Carpenter: 00:26:13

are important, you know. And you know what businesses that's, you

Jim Carpenter: 00:26:17

know, the guys that I've talked to that truly do that are very

Jim Carpenter: 00:26:20

successful, but they're really successful in relationships. Are

Jim Carpenter: 00:26:24

successful in people. So that's reason I view aviation as a

Jim Carpenter: 00:26:27

tool.

Janice Porter: 00:26:29

What percentage of people are women now in the

Janice Porter: 00:26:32

in those

Jim Carpenter: 00:26:32

fields, you're getting more and more. It's

Jim Carpenter: 00:26:35

still small. Is it okay? Just curious in our organization,

Jim Carpenter: 00:26:40

just well, my other initially, my organization, there was about

Jim Carpenter: 00:26:44

300 agents, and I would guess that maybe out of 300 maybe 15.

Jim Carpenter: 00:26:53

Wow. Yeah, small, I know so and I've and I did a lot of joint

Jim Carpenter: 00:26:56

work with female advisors that were really, really good. I

Jim Carpenter: 00:27:00

really learned a lot and enjoyed working with them. Did lot, a

Jim Carpenter: 00:27:03

lot of planning with them. Yeah, oh,

Janice Porter: 00:27:05

that's great. Okay, so if someone's listening

Janice Porter: 00:27:08

today and wants to be better at nurturing their network, what's

Janice Porter: 00:27:11

one practice they can start right now,

Jim Carpenter: 00:27:15

even if they're in a financial business or

Jim Carpenter: 00:27:17

anything, is the biggest thing is connecting with their people.

Jim Carpenter: 00:27:21

Even a phone call.

Janice Porter: 00:27:22

Pick up the phone, right? What a novel idea.

Janice Porter: 00:27:25

Pick up the phone. That's it.

Jim Carpenter: 00:27:26

Pick up the phone and be talking to people, you

Jim Carpenter: 00:27:28

know, and be thinking about them. And that's reason why it's

Jim Carpenter: 00:27:30

really, you know. And there's nothing wrong, you know. But I

Jim Carpenter: 00:27:32

think birthdays and all those things some people do, half

Jim Carpenter: 00:27:34

birthday meeting, yeah, stuff like that, which is, it's good,

Jim Carpenter: 00:27:38

and I have no problem. Is whatever is going to work for

Jim Carpenter: 00:27:40

you. Well, you know, we talk you and I are talking a lot about

Jim Carpenter: 00:27:43

promptings, but because we get excited about it, because we

Jim Carpenter: 00:27:46

have a system that they will actually design the cards for

Jim Carpenter: 00:27:49

you. Because I, you know, what's the biggest complaint I hear

Jim Carpenter: 00:27:51

guys say, Oh, I just don't have time. I don't have time to

Jim Carpenter: 00:27:54

figure that out. Look, this is what's so cool. We have a system

Jim Carpenter: 00:27:58

sample. They will set up. They will manage your account, you

Jim Carpenter: 00:28:00

can upload your list. Yeah, they will design your cards. They'll

Jim Carpenter: 00:28:03

design your card backs and everything for you, all simple.

Jim Carpenter: 00:28:07

You can even put your own signature font on there. Simple

Jim Carpenter: 00:28:10

card, not a big, long, drawn out, written letter. It doesn't

Jim Carpenter: 00:28:14

need to be because, remember, it's about how you make your

Jim Carpenter: 00:28:17

people

Janice Porter: 00:28:17

feel, right? I would say it takes people from

Janice Porter: 00:28:20

their head to their heart when they have there you

Jim Carpenter: 00:28:21

go, only 11 inches, yeah, you know. And so

Jim Carpenter: 00:28:27

why not, you know? And that's what's really cool so you can,

Jim Carpenter: 00:28:29

you is that this system will automatically send the cards for

Jim Carpenter: 00:28:33

that for you, you know, I've done, and I've sent out a lot of

Jim Carpenter: 00:28:36

Starbucks coffee cards. I did a lot of, you know, gifts and so

Jim Carpenter: 00:28:40

forth. I use it for my own kids, you know, it's just, you know,

Jim Carpenter: 00:28:43

it's just a, you know, that's what's so amazing about that

Jim Carpenter: 00:28:45

whole system. So to answer your question, I you know, of course,

Jim Carpenter: 00:28:48

phone call any interaction you can do, but it's beyond that.

Jim Carpenter: 00:28:51

It's not just after you make a sale

Janice Porter: 00:28:54

exactly Beyond The Beyond the runway, right

Janice Porter: 00:28:57

beyond the runway.

Jim Carpenter: 00:28:58

Our last chapter, my last chapter you're gonna

Jim Carpenter: 00:29:01

love. It is the other end of the runway.

Janice Porter: 00:29:04

Oh, oh, okay. And I also, I also understand from

Janice Porter: 00:29:10

just brief conversation before that there's going to be more

Janice Porter: 00:29:13

books, which is exciting as well.

Jim Carpenter: 00:29:15

I have two more planned. Yeah, that's crazy.

Janice Porter: 00:29:18

Okay, one last question that I like to ask.

Janice Porter: 00:29:21

Well, I'm going to say two. First of all, second to last

Janice Porter: 00:29:25

question, how do you I don't know whether it's for whether we

Janice Porter: 00:29:30

have time for entertainment, or whether it's for business or

Janice Porter: 00:29:33

what, but how do you get your information these days? Do you

Janice Porter: 00:29:35

read real books? Do you watch TV? Do you listen to podcasts.

Janice Porter: 00:29:41

What do you do? Watch videos. What

Jim Carpenter: 00:29:43

a lot of reading? Okay,

Janice Porter: 00:29:46

you actually have the real book that you Okay,

Jim Carpenter: 00:29:49

yeah, or I do a lot, a lot of i We have a lot of

Jim Carpenter: 00:29:52

regular books sitting. I like to read every morning. So every

Jim Carpenter: 00:29:55

morning, six o'clock, we typically wake up. Can we have

Jim Carpenter: 00:29:57

our personal development time? Coffee and. And I spend time

Jim Carpenter: 00:30:00

reading to her. Right now, we're reading a lot of Wayne Dyer,

Janice Porter: 00:30:03

you know, you know what? I love reading out

Janice Porter: 00:30:05

loud, and that's why I like to read.

Jim Carpenter: 00:30:07

That's what I do. You do? I read to her out loud.

Jim Carpenter: 00:30:09

I do like I do like write. I do like I books because I like to

Jim Carpenter: 00:30:13

be able to highlight. I like to copy and paste and send it. You

Jim Carpenter: 00:30:16

know, just like this, there's so like, I'll print it, but keeps

Jim Carpenter: 00:30:19

us out in front. Okay, okay, make you. And this is actually

Jim Carpenter: 00:30:23

put this in my book. I got this, you know, make, make your future

Jim Carpenter: 00:30:26

dream a present fact by assuming the feeling of the wish

Jim Carpenter: 00:30:30

fulfilled.

Janice Porter: 00:30:31

Oh, that's nice. Was that? Wayne Dyer, yep, I

Janice Porter: 00:30:34

haven't read his stuff for years. I loved,

Jim Carpenter: 00:30:37

we really like Wayne Dyer, yeah, he's great. It

Jim Carpenter: 00:30:40

was amazing. And so that's been life changing for us a little

Jim Carpenter: 00:30:42

literally. And so, you know, really, you know, getting rid of

Jim Carpenter: 00:30:46

our ego. And one of the things that Cindy brought up to my

Jim Carpenter: 00:30:49

attention, Cindy's my wife, yes. And what she she said to me

Jim Carpenter: 00:30:52

their days, you know, I was just reading about getting dropped

Jim Carpenter: 00:30:55

and getting the not, don't be fenced in. Get rid of the fence

Jim Carpenter: 00:30:59

and get rid of the things that you know that are in our way.

Jim Carpenter: 00:31:03

And yes, you know, and it's our ego and all these things. But

Jim Carpenter: 00:31:06

give her the fence. And then she then she says, and lengthen your

Jim Carpenter: 00:31:09

table. And what? Lengthen your table. Lengthen your table. Your

Jim Carpenter: 00:31:15

table. Do things for other people. We're more where you're

Jim Carpenter: 00:31:18

able to serve more

Janice Porter: 00:31:19

people. Lighten your table, lightly, lengthen.

Janice Porter: 00:31:22

Oh, lengthen. That's Lacher, yeah, lengthen your table, yeah.

Jim Carpenter: 00:31:27

Okay, well, that's like beyond your runway,

Jim Carpenter: 00:31:30

just getting along the runway, sometimes you land or take off

Jim Carpenter: 00:31:33

two or three times on some of these runways.

Janice Porter: 00:31:35

Okay, very cool. Okay, one last quick question,

Janice Porter: 00:31:41

curiosity. My favorite word. Do you think curiosity is innate or

Janice Porter: 00:31:46

learned?

Jim Carpenter: 00:31:49

I think it's innate. I've always been

Jim Carpenter: 00:31:51

curious. Okay, I've always been curious about people. Yes. And I

Jim Carpenter: 00:31:57

mean, even when I was a kid, I was always curious about people.

Jim Carpenter: 00:32:01

I was always up and down the street. I knew everybody that

Jim Carpenter: 00:32:03

lived on my street as a kid, you know, I knew all the people. And

Jim Carpenter: 00:32:07

I tell my mom, oh, this person's doing this, and this person's

Jim Carpenter: 00:32:09

and this, because that's just, I was always curious about people,

Jim Carpenter: 00:32:12

and that's the reason why, at the very beginning, you asked me

Jim Carpenter: 00:32:14

about, you know, how I got started in this it was an that's

Jim Carpenter: 00:32:18

something that came natural for me, a coffee curiosity, curious

Jim Carpenter: 00:32:22

about people, curious about what they believe, curious about

Jim Carpenter: 00:32:25

where they are in their life, curious of ways that I could do

Jim Carpenter: 00:32:28

something for them always. You know, I used to as a kid. I used

Jim Carpenter: 00:32:32

to all of you heard of you remember not there used to be a

Jim Carpenter: 00:32:35

newspaper called the grit newspaper, come in rolls and you

Jim Carpenter: 00:32:39

sell for 50 cents. And I'd go up to the grocery store and I'd

Jim Carpenter: 00:32:42

sell I'd buy those, they come out once a month, and I'd stand

Jim Carpenter: 00:32:45

at the grocery table, and it wasn't to sell the paper, it was

Jim Carpenter: 00:32:47

to meet people. That's so true, and that's the way I built my

Jim Carpenter: 00:32:51

whole life has always been that way. Yeah,

Janice Porter: 00:32:53

fantastic. Well, thank you. Thank you so much.

Janice Porter: 00:32:56

Jim and to my listeners. Wow, what a meaningful conversation

Janice Porter: 00:33:01

we've had. Jim and I someone Jim someone who not only understands

Janice Porter: 00:33:06

the importance of relationships in business, but lives it out

Janice Porter: 00:33:09

daily, whether from a client meeting or when he was 30,000

Janice Porter: 00:33:12

feet up in the air. His upcoming book Beyond the runway reminds

Janice Porter: 00:33:16

us that success isn't just about what you're where you're headed,

Janice Porter: 00:33:20

it's about who you're connecting with along the way. If today's

Janice Porter: 00:33:23

episode sparked some new ideas or habits for staying in touch,

Janice Porter: 00:33:27

that's the real win, because, as Jim shows us, when you put

Janice Porter: 00:33:30

relationships first, the rest tends to take off. So you can

Janice Porter: 00:33:36

find Jim on LinkedIn and on his website beyond the runway.net

Janice Porter: 00:33:43

and you'll be able to buy his book there as well. So watch for

Janice Porter: 00:33:47

any further notifications about that in the future. But for now,

Janice Porter: 00:33:52

all the best, Jim with the book, and remember to stay connected

Janice Porter: 00:33:56

and be remembered.

Jim Carpenter: 00:33:59

Thank you very much.