[00:00:00] Lori Boyer: Welcome back to Unboxing Logistics. It’s 2026. Can you believe it? I cannot believe it. This is amazing. Really excited for this upcoming year. All of the numbers are starting to trickle in from our past peak season. I’m really in the height of my nerdiness, loving to check out what happened, what went right what, what went wrong.
And you will be getting all of that data really soon. So stay tuned for that. I’m Lori Boyer, as you know, your host here at Unboxing Logistics. Today we are kicking 2026 up with a really important topic that is really, I think, critical to the success of your business anywhere you are in the logistics and shipping industry.
Honestly, in any role, in any position, in any portion of if you’re a carrier or a shipper, if you’re a mailer, if you’re anything, this topic is for you. We are gonna be talking about how this industry is still a people industry. Relationships are massive in this industry and can honestly make or break your success.
So I have brought on two of the best motivational, inspirational, getting us kicked off and ready and excited to know how to make sure our relationships are perfect in 2026. I’ve got Marty and Fahim from AYM High Consultants. Welcome, gents.
[00:01:37] Marty Johnson: Thank you. We are so excited to be here.
[00:01:40] Lori Boyer: So excited. Yes. I would love for you to introduce yourself.
Tell us each, give us just a minute or two, your background. And then I would love, one thing that we’re doing here on the podcast is we, and this is perfect for our episode, we like to shout out other people that we really admire in the industry, someone you’ve worked with and tell us why. So let’s start with Marty, and then we’ll go to Fahim.
Tell us who you are, your background a little bit, and who you admire in the industry.
[00:02:08] Marty Johnson: All right. Who I admire. Now that is a, that’s a big, that’s a big ask, but I can think, so I can think of someone. My name is Marty Johnson. I’ve been in this industry since the early nineties. I know it’s weird ’cause I look 25, but I’m not, but I’ve been in it since the early nineties.
My parents had shipping stores for about 20 years. I opened the first one in 91. I was a young teenager. So I worked with them for a long time, ended up managing three locations for them. And I went to school, I did other jobs here and there, all that. And they retired and sold their businesses. And at the time I said, nope, no thanks.
I don’t want ’em, I’m done. I’m gonna do something else. And I ended up doing consulting in this industry in the Independent Mail and Parcel Center, is what it was called at the time. And I ended up working for the association of what was called the Association of Mail and Parcel Centers at the time. When I was there, I we changed to the Association of Mail and Business Centers because we realized that this industry has shifted. It’s not just shipping, shipping, shipping at a shipping store anymore, but we’re becoming full on business centers with printing, with all their services. And then when I was there, I decided that, hey.
I know what I’m doing when I run a shipping store. So I opened my own and I had my own for 13 years in Ithaca, New York. And I sold that at the end of 2023 and semi-retired. And now, 10 days later, Fahim my brother from another mother, my dear friend, my colleague, someone with whom I worked for many years, about 10 years off and on, and just have a, an incredible bond with, he and his wife, Seema, and their son Yusef, and another colleague and I started AYM High Consultants.
And we now are able to coach specifically in the print mailbox shipping industry and help other stores go from good to great, add a new service, bring on a new thing. We also go to conferences. We speak, we present, we teach classes, we train. So that’s a real quick of where I came from. Who I admire, and Fahim, forgive me, but I’m not gonna pick you even though I do admire you so much.
But that might be a little too easy. But I’m gonna pick Seema, who is Fahim’s wife, other half, and support behind Fahim, and she’s our third colleague now. It’s down to the three of us coaches at AHI Consultants. So she’s number three, but she’s number one, you know what I’m saying? Like she’s the glue that holds us together.
She is a problem solver, a solutions provider. She is the voice of reason that we need a lot of times. We’re all three of us are dreamers, all three of us are doers, but she is the rock and the kind of the litmus test. So when we’re working on something, she is she’s who we put things up against and she’s yes or no, or this makes more sense, or whatever.
Seema is that support. And that’s a role I think in any business that’s so important. You need the checkers and you need the pushers, absolutely. I love that. We all need a Seema in our business. It, I need it in my own life too. I can be a dreamer sometimes, and I’ve got some of my team members who will push back and say, okay, Lori let’s think realistically here for a minute.
Yes. That’s who Seema is. So I’m gonna say Seema she’s a dear friend of mine. She’s a colleague. She is a rock and a mentor to me, and without her, none of us would be where we are, so.
[00:05:36] Lori Boyer: That’s awesome. Okay, Fahim.
[00:05:38] Fahim Mojawalla: I’m Fahim Mojawalla and I’ve been in this industry officially for about 20 years.
I’m the co-owner with my wonderful wife, Seema, as you heard so much about, my rock and my better half for, I have Island Ship Center in Grand Island, New York, one of the three top spotlight stores for the FedEx authorized Ship center program. And we started with a, a garage and a dream, and a FedEx authorization number, and a fax machine.
And 20 years later here we are. I met Marty in 2015 in Vegas at a trade show, and Seema actually met him in a class and connected us together and was like, you have to meet this guy. He’s just like you, but he is like from a different place and it’s just it’s like your brother from another mother.
That’s exactly what she said. And I was like, it can’t be true. There’s nobody who has this much energy as I do. And lo and behold, I, it was like looking in the mirror. From a different side of that mirror. We are really, we’re brothers from another mother. We connected in 2016 really, and for 10 years we’ve been coaching together, we’ve been growing together, we’ve been mentoring together, we have been loving life together, we’ve been traveling together, and it just felt right.
Because I made so many mistakes the first 10 years of not doing it correctly, not having a mentor, not having a coach, not having direction. So when Seema came on board in 2013, 2014, she said, we have to turn this business around. You’re not making any money. And I made no money for 10 years. And of course, Seema, once again, she was the one who made us go to Vegas.
And she’s she approved that purchase. We closed our store for one week. We came back and we did everything that we were supposed to do, we implemented all of the strategies, which 97% of the people don’t do, and we grew our business. And in 2019, we were awarded one of the top three spotlight stores from FedEx in the country.
And we were invited to the FedEx hub. And we have a great connection with FedEx and we do, of course, UPS and Postal Service in our store. Having done that as Marty said, we started AYM High consultants, January 10th, 2024. We’ve just been assisting others, and the greatest joy is really being honored by these stories of these store owners who implemented our strategies and are soaring.
That brings us the greatest joy. I just received four different text messages from end of the year, updates from our store owners. We have a hundred percent success rate. Any client that we take on, really we assist them until they get to that excellence level and beyond. And who I really admire. What’s my force?
Interestingly are Dub and Cindy Johnson, Marty’s parents. Who are mentors, they’re one of the greatest joys for me and for Seema was when I finally, I we knew each other out through Facebook and interactions, but we officially met in September of 2023 when they came to visit us at an event that was hosted at our place through the Association of Mail and Business Centers, and they both came and I was able to travel with them and ride with them in their car and go to the parking area and take them to Niagara Falls.
It was one of the greatest joys of my life. And then have dinner with them. And talk about their stories, their struggles, and what people see now as their success. They told me about what it took to get there. Going from manual labor, manual processes, to automation, to selling three stores, to raising someone like Marty and beyond.
It’s a joy to witness them. I wish them long lives, great blessings, and they continue to inspire Seema and me and hundreds and thousands in this industry and beyond. Oh.
[00:09:29] Lori Boyer: I love that. That was so inspirational. I just wanna say there were a few things that stood out for me. First. I love that the two of you met at a trade show.
Trade shows are so important. I’m gonna actually throw in, I have a link, I think of all the trade shows that’ll be at this year, meeting other people. Is huge and I I’ve worked in other industries and our industry is really unique in that relationships are really critical. I also love how the importance.
Of those relationships the love, the mentorship really was more important. Even though Fahim, you shared an incredible success story in your business, turned around and you made all this money, but it wasn’t about, wow. Then I bought a new jet ski, then I got this. It was about the people and it was about the relationships.
And honestly we all know when it comes down to it, at the end of the day, that’s really what’s important. And we’re gonna be talking about that. But of course. Having great relationships. The best thing is it’s like a good, happy side on both sides of the coin. Having great relationships also leads to better businesses, also leads to improved efficiency and functionality.
And really we’re gonna talk about that today. What does it mean to create a really people-focused business? And how do you do it in a way that makes your business more successful? Doesn’t hinder from that. So I wanna let’s sit back just a minute and I’m gonna throw this question to Marty.
How would you define maybe I wanna talk about, I see a lot of people say our industry is very transactional. We’re going numbers, we’re shooting out, printing our stickers our mailing things we’re, you go into a warehouse and you can just see packages just flying by.
We’re a very numbers and transactional kind of industry. So your message is that really this should be a relationship based industry. What does that mean? What is the difference between relational based and transactional based?
[00:11:42] Marty Johnson: Absolutely relational based means that you see that client or guest and Fahim and I do not use the word customer often, okay?
‘Cause customer is a very transactional word. Someone gives you money and you give them a service. It’s a done deal. A relationship or a client. A client or a guest. A guest is someone you welcome into your space, right? You treat them differently than just someone off the street. And a client is someone with whom you have a relationship that you do business over and over again.
So we try to use the words guest and client.
[00:12:14] Lori Boyer: Can I just ask really quick, so Fahim, I’m gonna ask you, Fahim, what is the importance of the way you call them. What is the importance of the words, I guess?
[00:12:23] Fahim Mojawalla: The importance of the words are essential because transactional is one time, and relationship is time and time again consistently.
[00:12:35] Lori Boyer: So client and guest is an ongoing relationship. When they are a guest, it it we take it from Disney, be our guest. Put our service to the test. Why do they say that? It’s basically from the book Michael Eisner’s book about be our guest. Marty gifted it to me and we went to town with it.
[00:12:57] Fahim Mojawalla: I just wanted to mention one thing about what you were saying. In 2023, and feel free to use it if you wanna give me credit. I coined a phrase about this. With Marty and with Seema in at our event, and I said, it’s full of alliteration. Relationships reap real results regardless of recessions. And I didn’t know what type of time.
Relationships reap real results regardless of recessions. Do you love it?
[00:13:24] Lori Boyer: I love it. I love it.
[00:13:25] Fahim Mojawalla: And we go to town with it because. I didn’t know that two years later we would be coming down to uncertain financial and eco economic times. And when that happens, it’s, it could be seen as an obstruction or an opportunity.
Two of my words for 2026 are opportunity and generosity, and that’s all through relationships. If I use the word customer in our building, everybody knows from my team that it’s a onetime done deal. I don’t like that person. We put notes on it and we spell it with an O, like costumer. He or she costs us money to do the service.
So it’s a onetime thing. Please let them go. They are welcome to go elsewhere. Interestingly enough when we send them elsewhere, they don’t get the service that they do here. So my team comes first. Our guests are second. That’s another thing we do. So if someone is not treating our team well, then they go from the guest to the customer category.
[00:14:30] Lori Boyer: Ah so Marty, that simple paradigm of switching the way you’re viewing people that you’re interacting with now as this kind of two-way relationship, you’re both getting something out of this relationship instead of just my customer’s paying me and I get money and they’re gone. Right? Yeah.
So that’s your first step, is that what you were saying when it comes to building a relationship based bu business?
[00:14:56] Marty Johnson: It is, yeah. And Fahim said it better than I could, but it’s all about seeing someone’s value. Not at the current sale, but their long-term value. So we always try to get our clients and our team members to think about a person as creating an advocate for your business, not just making a sale.
We want to take someone. We had a good mentor, Sarah, who taught a class years ago, and she said, we want to go from satisfied guest to loyal advocate. So we want, we don’t want someone to just be satisfied with service. We want them to be so blown away with the service that they receive. Shipping is a very transactional, traditionally.
It’s mundane. It’s just like I gotta ship something. Ugh, I gotta go to that counter and they’re just gonna be rude to me, the whole thing. But when you pivot that and you make it an experience that they’re not gonna forget and treat them great, give them a cookie, you just have a great experience that they love.
They’re gonna go out and tell all their friends and family, wow, I just had a great time shipping a package. Or printing a printing, or whatever it was. And it really, it takes your business from here to like way beyond. Because people are then talking about it and people are coming in to experience what you have to offer.
[00:16:05] Lori Boyer: How do you get staff, so for instance, on board with this? I could, I know, I can just see I have 20 something kids who may be working jobs and rolling their eyes and being like, this is so cheesy. I don’t care about this person. Especially if it’s like a part-time how do you get everybody bought into this vision?
[00:16:30] Marty Johnson: Our number one role is hire the smile, train the skills, hire the smile, train the skills. So it’s, it starts with who you bring on board, right? And it, personality has to be number one, heart authenticity, care has to be number one. You’re not gonna hit the nail on the head every single time.
And another thing is you have to be okay with letting someone go early on if you just know they’re not a good fit. Which is a struggle for me and something that I did not always succeed at. But I think that is the most important thing, like an authentic staff is so important.
It also comes down to treating your team members correctly. Paying them well, giving them just whatever they need and respecting them, empowering them, allowing them to have a part of the business that they own in the, in regards that like they, they’re allowed to make decisions there and you are empowering them to do you’re not micromanaging them so much.
And these are not things that I’m inherently good at. These are lessons I’ve learned over the years.
[00:17:32] Lori Boyer: I caught a few little things there that I’m gonna share and then Fahim, I wanna hear if you have anything to add to that. But first, start at the hiring process. I loved the, I think you said hire for the smile train with the skills.
I am a huge believer on that one. I hire people from my team. I am looking for the right fit, the right personality, the right way of thinking, the right in my specialty, it’s research and are you curious and are you, that can’t be trained as easily. But then also that willingness to let people go when they’re not a good fit, which is hard.
And then the third piece being that really it has to start with you being authentic yourself. And I think that is sometimes a key. That’s another area where I will get people just rolling their eyes oh, we have these company values that nobody really follows and so Fahim, is there more that you would add to that?
[00:18:33] Fahim Mojawalla: Seema and I try to lead by example. And we have a six month probation for anybody that we hire. And it’s basically to see if not just if they’re a good fit, but if they like what they have. We have a very different specific, awesome culture, but there’s a lot of demand on that culture. So from the top down, we’ve gone through 14, 15 different people over the past five, six years to find the right team members.
And I just completed another interview before this recording. For a new team member that will be onboarding in January. And we hired for the smile, we hired for the mindset, we hired for the willingness to learn. So there’s six qualities that we go over. Hunger, being hungry, humble, coachable. That’s from Mr. Lencioni’s book. And then from Warren Buffet. Three for Warren Buffett, intelligence, integrity, and enthusiasm. And if you have all six, everything else can be taught in any industry. Yes. If you take these six things, I look for it in my potential son-in-laws. I look for it in my existing daughter-in-law.
I look for it in this is, it’s a beautiful thing and it, because we’re talking about relationships, it applies to life as well, Lori.
[00:19:47] Lori Boyer: Can you say those six things one more time so that we make sure we don’t miss them? What are the six characteristics when you are hiring? These are the six things you need to be looking for.
[00:19:57] Fahim Mojawalla: So being hungry, humble, coachable, having integrity, enthusiasm, and intelligence.
[00:20:04] Lori Boyer: I love it. What are some ways that you can look and identify these? Are there questions you use that are like secret tools? I know one thing for instance, that I ask is I’ll say, let’s say you’ve come upon this problem what would you do?
What is your process to see if they’re, how their critical thinking skills might be in terms of the hungry, are they going out and trying to find solutions? That kind of stuff. Do you have any tips for people? How do you identify that they have some of these characteristics?
[00:20:34] Fahim Mojawalla: We do, and I’m going to refer to Marty, and I’m also gonna just plug in for anybody who wants to get them. We, for our coaching clients and even people who reach out to us, we have a whole interview list that Marty made at his store and they can reach out to a at aymhigh.com. Contact us and get a free list of interview questions when you’re interviewing.
One of the ones that I really love is Marty’s gonna elaborate on it, about what happened on the way to the interview and how they got there, and how to assess the positivity or negativity of the person. Go ahead, Marty.
[00:21:08] Marty Johnson: I was just gonna say that’s one thing. The first thing we say is, how was your trip in?
And that tells you everything you need to know. That’s the interview right there. Essentially, they will either be like, oh, it was great. It was a beautiful day and I sat next to this lovely person on the train, or I did this, or whatever, or or they’ll be like, oh, traffic was terrible and I woke up late.
And their attitude in response to that simple question before they think the interview was actually started, because the interview has actually started, really is your litmus test to how they are gonna interact with you, with your other team members and with your guests and clients. And that is really it.
It’s very simple, but that will tell you most things you need to know.
[00:21:46] Lori Boyer: Smart. I love that. Okay, so we’ve hired good people. Now, let’s pretend we’re having a day when everything hits the fan. Okay? How do we work in a relationship-based business? So if we are focused on relationships, but we are super stressed out, right, some bad things are happening, everyone’s under pressure. What? What should that look like in a people first, relationship based business?
[00:22:18] Marty Johnson: I would say that you, regardless of what’s going on, you need to remain authentic. So from my experience, I have, I’ve had those days I’ve had tons of those days, and there have been times when I have, I’ve lost it emotionally in front of my team, in front of my guests, in front of my clients. I am I remember distinctly one time I was just, I don’t even remember what was going on because it really doesn’t matter now, but I just started crying. I was trying to help somebody, the thing, and I’m just there.
And they were just like stop. They give me a big hug. And they were like it’s gonna be okay. And we can act, we can put on our customer service face as someone said one time. Which is important in a lot of times, but honestly, a little transparency with and I’m sorry, I just need to take a beat.
Can you wait a minute? I need to collect myself in the bathroom and come back. And I’ve done that a number of times as well, when things are really bad. Stress management is not easy for everybody. And people have different things that complicate that. But being willing to say, hey, I need to take a beat.
I need to go, just go step back into my office for a minute or two. This is also where having a team come in is essential that they can pinch hit for you when they need to. But for many years, both of us, we ran our businesses solo. We didn’t have a full team. And once you have a team, you realize what a blessing it is.
But before that, sometimes you just need to I’ve locked the door at times because I just needed a minute. It’s okay to take a minute.
[00:23:47] Lori Boyer: I love that. I can’t say how much I love that. The authenticity, the willingness to be vulnerable, to not try to seem like you have it all together. To me, it seems that it would open up and create an environment where other people can share.
Fahim, do you have anything to add to that?
[00:24:03] Fahim Mojawalla: Open communication, mutual respect, empathy, and collaboration. For example, it happened yesterday, one of our newer team members misdirected or mislabeled a package that was supposed to be in an envelope for FedEx. It was a pack. And all these things. So after the fact, we explained the entire situation to her privately, my wife and I, and explained to her that, look, this was a $20 mistake, quote unquote, on the front side of it.
It cost us $3. I took $5 from the tip jar, and I said. XYZ member, I paid this for you. Next time, it just goes out from your pocket, but it’s not gonna happen. This is not gonna happen next time. This is how we train our team. Marty has an amazing 80% rule. When you hire people that are able to do 80% of what you’re able to do, that’s a great team member.
It’s okay for them to use their best judgment and even be wrong at times, because overall, in the aggregate picture, it makes your business look phenomenal. If you are not on the same page with your team in front of your guests, your business is not gonna look stellar. And a lot of business owners make this mistake.
They wanna correct their team member in front of the guests. You never do that. Always compliment in public, correct in private.
[00:25:25] Lori Boyer: Compliment in public, correct in private. I really like that. That’s fantastic. Where do you see the kind of our biggest gap areas, the areas where it’s most tempting to fall into kind of transactional behavior instead of relationship?
Are there certain kind of danger spots that we should keep an eye out for?
[00:25:47] Marty Johnson: I think the biggest place where I would fall into that is when you just get so busy. When your orders are coming in, when your line is building up, when things are so hectic that you just wanna bang ’em out. And that’s, that is transactional.
And in our talk about relationships and transactions, we don’t wanna dismiss a transaction. Without transactions, we have no business, right? We need the money, we need the cash flow, we need all that. But we’re, what we’re talking about is treating a person or a client just for the money they give you, not for the value they have long term.
But it is very tempting when you’re so busy to just not give your full attention and not fully understand their situation. What has allowed the independent mail-in shipping store to really thrive in 2025 and 2026, when there are so many options online to ship all these things and just drop it off?
The way that the stores that are still doing very well with counter shipping is because they are, they know their clients and they know exactly who they’re sending it to. They know exactly what they need, and they take time to have a discussion with them and then suggest the best method. A lot of independent shipping stores have DHL, FedEx, UPS, postal, all these different options in one place.
Versus being at a carrier counter where you only have one option. And the magic there is that you can have a discussion with that person and guide them to the best option for their needs and budget. And that’s truly outstanding. But if you don’t take time to have that conversation and you just say, okay, your cheapest option is this, or whatever is this, you’re not building a relationship.
So I think the danger of getting intrinsic into transactional thinking is when you are too cluttered up in here, or cluttered up in here, and you don’t take the time to understand your client’s needs before you suggest an option to them.
[00:27:43] Lori Boyer: How do you balance that approach of taking time, talking to customers, making it special with speed that we know in our industry is go.
And I stood in long lines to send a package, and you’re balancing this customer experience a speed versus personal approach. How do you figure out Fahim a good way to balance that or to know if you’re doing well?
[00:28:10] Fahim Mojawalla: Two words, pricing and sorting guests. So we have an internal, it’s almost like a CRM.
Each guest has notes. We have notes on a lot of our guests that come in. So if they’re diamond level, then Seema and I will take care of that person personally. They usually have a card on file. We have a third station dedicated towards our diamond level and our frequent drop off clients.
Those are the people that my team knows to direct to one of the two owners and then we engage them in conversation. It’s very important to have efficient systems in place. Most stores have been doing this. A lot of the veteran stores have been doing this over 10 years and they haven’t invested in systems. The other thing, Lori, is that they’re so type A that they’re not willing to let go.
They, Seema and I parent our kids. We have five children. Three of them are valedictorians, the older three in their, each individual chosen field, right? I’m from I’m South Asian. I’m from India, but I’m very atypical Indian. We did not expect our kids to be a doctor, lawyer or an engineer, or fall into a particular trap of their careers, chosen career.
We let them find their way and we allowed them to make small mistakes so that they wouldn’t be big ones. The greatest fear that store owners have is when it gets really busy, oh, one of my team members is gonna mess up in estimating and lose the transaction. Guess what? What if you yell at that person in a moment of anger and that team member walks away from your entire store?
What then?
[00:29:38] Lori Boyer: Yes. Oh, I absolutely. It is so true. And I love, I wanna point out something you said there again, for everyone listening in our unboxing logistics family, we have people across the industry. And many of those are ecommerce stores as well, and shippers, and making sure that you have different approaches to different customers.
That was something Fahim mentioned there, is that you’ve got your diamond customers and they’re not customers, your guests and your clients. Yes, you’ve got your diamond level guests and clients, and you need to make sure that they may be treated slightly differently than somebody who maybe just a one time person who’s come and gone and same thing if you’re having people who are abusing return policies or there’s, you don’t have to have a one size fits all.
I think that’s so important in every relationship. Obviously Fahim, you and I need to shout, I have seven kids, so we are the parents rocking it here, but every child has a different approach from me. Because it’s different needs, different situations, and seeing them as people and as individuals is critical.
Okay. This conversation is going so fast and I’m sad because we need to wrap up already and I feel like you.
[00:30:57] Fahim Mojawalla: I have one thing to say on this though.
[00:30:58] Lori Boyer: Go, Fahim. Go.
[00:31:00] Fahim Mojawalla: Really important. I wanna end it with this. And because people are gonna listen to us and they’re gonna be like, this is great and you’ve got all this energy and you’re talking about relationships, but do you actually make money?
Let me just share with you, Starbucks, American Airlines now turning it around. Delta Airlines, right? Apple. You wanna talk about relationship business? So American Airlines is now turning it around. They’re they realize that what Delta and United has done since 2015, they’ve gone relationship based with their first class, premier diamond levels. Hilton and Marriott.
Once again, all the people who are paid to play, who are high level clients, their transactions have gone through the roof much higher than if they were just transactional based. When you get into their rewards category, that’s what we’re trying to suggest to people. Your mailbox clients or your ecommerce clients, get them into a subscription base.
Treat them like royalty, like specials and they will continually give you results on a residual income basis. Much higher transactions than if you were just transactional based. That’s what I wanna hit home.
[00:32:07] Lori Boyer: Love it. And you know what? We live in a world right now, sadly, where there are so many negative interactions in the world.
There is so much negativity. There is, there’s just so much out there that’s so toxic that, that different experience of feeling like these are my people, these are people who are treating me well who think of me as a person and not as a number. It can be a massive differentiator for your business.
It can be a massive differentiator for your team that you may have in a warehouse. It can be a massive differentiator for why your culture is different. And it does lead to success. Marty, any final words you have as well?
[00:32:46] Marty Johnson: Yeah, no I say amen to everything that’s been said. We’ve been talking a lot about your team members and just we just differentiate customer from guest and client.
We don’t say employees, we say team members. And that is also an important distinction. You’ve gotta respect them. And I had a rule in my business that everybody vacuums I vacuum, you vacuum, we all clean the toilet. Like we all do these things. Like I am not on some upper echelon over here. And then you’re down here doing the no, we are partners in a team and I would frequently refer to them as my coworkers, not my employees. Or my team members.
So I think just sometimes just a switch in your vernacular switches your mindset. Then you can really start soaring from there.
[00:33:31] Lori Boyer: Words matter. I’m a word person. I’ve been a writer forever. But small shifts in words, that’s when you read newspapers, if you see ads, one word can totally make a change in how you’re seeing something.
And that’s something I’m hearing from you, Marty, over and over, is we need to change the way that we address and refer to people. That could be step one. Everyone who listens knows me. I say, pick a thing. What is one thing you’re going to do today? We had a conversation. We had a huge list.
Marty and Fahim can probably write a book. They probably will, but.
[00:34:09] Marty Johnson: I’m working on one.
[00:34:11] Lori Boyer: Exactly one thing, one thing that you’re gonna implement in 2026. Research shows it again and again. If you think you’re gonna do 272 things, you’ll end up doing zero. So pick one. Pick one thing from our conversation today.
Apply it. Actually start doing it and you will see your business. So thank you so much again for being here. I’m gonna have to have you come back because I have so many more questions. How do we scale this? How can we do on a big stage? What do we do when you don’t have people bought in?
So we’ll have to have you back another time, but this has been really fun.
[00:34:45] Fahim Mojawalla: Love to.
[00:34:46] Marty Johnson: Thank you so much for the opportunity and the honor. We would love to come back. We are so grateful.
[00:34:51] Lori Boyer: How could people get in touch with you if they’re interested? Are you on LinkedIn?
[00:34:56] Fahim Mojawalla: Yes, we are, we’re in LinkedIn. Everything is at AYM High Consultants on Instagram, Facebook, LinkedIn, and go to aymhigh.com and our contact is right there.
They can reach out to us as well. These two are fantastic. AYM by the way,
[00:35:10] Lori Boyer: AYM spelling. But these two are fantastic. I know that they’re willing to answer questions just to, and to get to know people. They really believe about these relationships, that they’re critical. They practice what they preach.
So thank you again, and we will see everybody next time.
