Financial Foreplay® Podcast
Rhondalynn Korolak
Poor financial management is as fatal to your business and personal wealth as a photo of your parents on the bedside table is to your libido! If you want to protect the heart of your financial well being and get it to show you more love, you must understand and learn to prevent the most common causes of financial failure. Financial Foreplay® is the antidote to these lethal killers.
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Top 10 Financial Foreplay® Podcast Episodes
Goodpods has curated a list of the 10 best Financial Foreplay® Podcast episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to Financial Foreplay® Podcast for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite Financial Foreplay® Podcast episode by adding your comments to the episode page.
Bankruptcy or Liquidation: Here’s How to Take the Risk Out of Risky Business
Financial Foreplay® Podcast
01/25/23 • 28 min
We’ve been talking a lot in the last few episodes about cash flow and working capital, and the important (and often misunderstood) distinction between the two. And cash should be top of mind for everyone right now as we know from experience that going into the pandemic last year 50% of business owners only had 16 days of cash reserves (and 96% of all business owners had <26 days of reserves).
As we are now moving into the recovery phase and most of the government sponsored incentives, subsidies, loans and grants are expiring, businesses must stand on their own two feet and there are going to be casualties. Today’s session is about how to identify whether your business might be in trouble and also identifying and accessing help (if you need it) to restructure and move forward or close safely and cost effectively.
Bio:
Our guest today is Louisa Sijabat – she is an experienced Trustee in Bankruptcy, Liquidator and Director at Vincents in Sydney. She works with people and companies who are going through a tight financial situation. Louisa is very practical – which is a quality I really admire and respect. She listens to the facts and then advises on the options available. If one of the options is bankruptcy, liquidation, or administration, she will explain what is about to happen, in plain language, and answer all your questions.
Financial Foreplay® Highlights:
1. Bankruptcy is for individuals and insolvency is the equivalent for corporations
2. There are always clear warning signs leading up to an insolvency event – can’t pay your debts as they come due, letters of demand being issued, not wanting to answer the phone because you will have to deal with collection issues etc.
3. There are several professionals you can go to if you need an upfront assessment of where you are at and what your options are – many of these are free
4. A typical small business may be able to liquidate properly for $8000-$10,000
5. A good liquidation/bankruptcy is possible – the key to it being good is that it is well planned with no surprises
6. There are advantages to choosing to put your own company into liquidation however, if cost is an issue, it might make more sense to wait until a creditor petitions you into bankruptcy/liquidation
7. Right now in Australia, over $53b is owed to the ATO by companies and individuals – the second largest group of creditors are the landlords
Get in touch:
Moist... And the "M" Word in Finance That Is Also Downright Uncomfortable to Talk About
Financial Foreplay® Podcast
01/23/23 • 33 min
Moist. It’s one of those words that produces an intense reaction in people.
The word “moist” can trigger a whole range of powerful and primitive reactions: arousal, disgust, aversion, nervousness, shame, and even... the giggles. This is true for both the person who says it and also for those who have to hear it.
Strangely enough, it’s not the only “m” word in the English language that can activate a potent and primitive response. The only other “m” word that I’ve seen create such a formidable response is of course, the most taboo subject of all... money.
Humans have many different ideas, thoughts and beliefs about money. These limiting beliefs severely curtail your potential because you’re subconscious mind is programmed to automatically deliver results that mirror back who you are and what you believe to be true (regardless of whether it’s real or imagined).
When you boil it down, the discomfort that people experience when the topic of money is broached, really stems from one or two dark places:
1. the fear of judgment
2. the fear of being exploited
Basically for those of you with limited resources, you may worry that others will look down upon you – in terms of your intelligence, work ethic or perhaps just your ability to manage money. And for those of you with plenty of cash, you probably want to hang onto as much of it as possible and not be taken advantage of.
Either way, the frames or limiting beliefs that you are currently using to look at (and define) money, may not be affording you with the best opportunity for success. Today I want to explore (with the help of our guest) how this plays out in real life (and maybe how this might be playing out in your life) as a first step to understanding how you can use different techniques to move past these obstacles to discover more empowering resources and enhanced financial opportunities.
Guest Bio:
Martin Bissett is the founder of the Upward Spiral Partnership in the UK – which specialises in enabling accountants to win higher end clients, create leaders from their ranks and save people from financial ruin. His reason for being is to focus accountants on the profound outcomes that their advisory expertise can create in the lives of their clients. At the same time, he also alerts accountants to the profound difficulties that can arise in the lives of their clients when they choose not to help their clients cure the financial, personal and strategic pain points that are keeping them awake at night.
Financial Foreplay® Highlights:
1. Undercapitalization is just a symptom of the problem – the root cause is lack of self esteem
2. If you want adults who are financially literate in their 30’s, you need to start educating kids about money when they are 9 years old
3. Process may fix financial measures but it will never fix the behavioural issues that led to the poor results in the first place
Get in Contact:
Linkedin - (1) Martin Bissett | LinkedIn
Here’s Why Your Bookkeeper is From Mars and Your Accountant is From Uranus
Financial Foreplay® Podcast
01/24/23 • 32 min
If you are like most small business owners I work with, you went into business because you are good at what you do – graphic design, hospitality, construction, farming, retailing etc.
You may be one of the 95% of small business owners who discover that although you work like a dog every day, you have little to show for it. You may be feeling isolated because you don’t think there is anyone to discuss or share their greatest fears and challenges with.
Which leads me to one area I’m guessing is definitely harder to grasp than you thought it would be: the management of money.
If you are like most, you never dreamed that the ability to understand how money works would be very important. You thought: “That’s for the accountant (or bookkeeper) to worry about. Sure, the accountant shows me a few reports from time to time, but I don’t see the need to really understand what they mean. If there was a problem, he/she would tell me, wouldn’t they?”
You probably don’t realize that all those numbers - the financial DNA of your business - can tell you a lot more than you thought. They can tell you why you’re suddenly struggling to pay the bills. They can reveal why you’ll have to forego your salary - again - because there just isn’t enough cash.
The financial numbers are the story of your business. The numbers don’t lie. You just need to learn HOW to listen to them and use them to your advantage... which is why today we are going to practice a bit of Financial Foreplay®.
Bio:
Terrell Turner is an experienced Certified Public Accountant (CPA), finance leader, podcast host, speaker and founder of TLTurner consulting firm that is focused on making accounting and finance a little less complicated for business owners and business leaders. You may have already listened to his top rated podcast called “Business Talk Library” – and if you haven’t, I highly recommend it.
He holds a Bachelor’s degree from Lander University and a Master’s in Accountancy from the University of Notre Dame. After years of studying hard he launched his career in Public accounting with one of the Big 4 international accounting firms Ernst & Young, followed by multiple finance leadership roles throughout the US and Brazil with fortune 500 companies like Navistar and General Electric.
In addition to all of the fun of consulting, hosting a podcast and speaking engagements Terrell enjoys spending time with his wife Lola Turner and traveling to enjoy new experiences.
Financial Foreplay® Highlights:
1. Less than 3/10 of all businesses have a grasp on their numbers
2. Business owners always take their personal mindset (whether or not they have adequate savings buffer, spending habits etc.) into their business with them, which explains why most don’t have enough cash
3. Think of your income statement as if it were a major motion picture – you would have lead actors, supporting actors, investors, and critics
4. If you want to make a blockbuster movie (or successful business) should you focus on the supporting actors and critics or your lead actors?
Get in Touch:
· Business Talk Library Site – www.BusinessTalkLibrary
· LinkedIN - www.linkedin.com/in/terrellturner
Unlock the Big “O” in Your Sales Process
Financial Foreplay® Podcast
01/24/23 • 28 min
As a salesperson – and everyone is in sales whether you are selling a product/service, an idea or just yourself – there are few things more exciting than identifying and unlocking the Big “O”. With “O” being of course opportunities - closing deals, making sales, and influencing people to act.
Not only do you put more cash in your wallet or get more people on board to back your idea... you are also building relationships and growing your influence.
However, more often than not, you’ve probably presented an offer and then been left scratching your head because you thought your customer was crazy for saying “no” or worse, insisting on time to “go away and think about it”.
Here’s the thing, when people say no, you miss out on revenue or a chance to get them on board with your idea, opportunity or venture.
You can’t close everyone, nor should you try. Not everyone is your idea customer. However, if you are out there drumming up leads (which is expensive because you have to throw time and money at lead generation), you want to make sure that you have the right sales processes in place to close as many qualified leads as possible... which is why I have asked Joseph Munizaga to join us today on the Financial Foreplay® podcast.
Guest Bio:
Joseph has over 20 years of sales experience, 15 of which has been in the fitness industry at one of the leading fitness corporations in the nation, LA Fitness International. As the Regional Vice President, he was responsible for overseeing 25 locations.
In his most recent role as an Executive Team Leader for the world class sales team for Cardone Training Technologies, Inc for 3 years, he was responsible for the ongoing development, training, and success of all members on the sales team. Joseph personally closed over $15 million in sales per year while performing weekly coaching calls, onsite training for businesses all over the world, selling Grant Cardone's products, event tickets, and services. Joseph is working as a consultant with multiple companies to drive sales.
Financial Foreplay® Highlights:
1. The most successful businesses have all asked the same question – how do I get around this?
2. If you are having troubling closing, then you need to go back to the start and examine your greeting.
3. The biggest mistake you can make is to unleash a fire hose of “telling” on your customer or prospect
4. Your prospects will already be 75% of the way into their purchasing journey by the time they contact you and you must re-engineer your entire sales process to reflect this massive change
5. Joe shared 2 really powerful questions that I recommend you add to your list and start using immediately with your prospects and customers... but you are going to have to listen to the episode to find out what they are. No cheating... you have to listen and I promise you these are two questions I guarantee you aren’t currently asking and have the potential to double your sales
How to Get in Touch:
Email - [email protected]
Linkedin - Joseph Munizaga | LinkedIn
Instagram – joe_munizaga
Here’s One Unique Way to Keep The Dream of “Owning Your Own Home” Alive
Financial Foreplay® Podcast
01/26/23 • 29 min
It may surprise you to hear that 2/3 of people accessing emergency relief are under extreme housing stress. In countries such as Australia, many adults are reporting that more than 1⁄2 of their disposable income goes to keep a roof over their head... leaving them little hope to save for a deposit. Plus according to Demographica, Australia is the only country in the world where 77% of the population is living in housing that is classified as severely unaffordable (defined as 6+ times your annual income).
Since the financial crisis in 2008, many people in America have been forced to rent. It has been reported that 8m mortgages were foreclosed on and $7T in home equity was erased. What this means in practice is that the home ownership rate in America has not increased much at all in the 31 years since 1990. It took a very long time for the market in the US to recover from 2008 and what we are seeing now with COVID is additional pressure on home ownership as both home owners and renters were hit hard by the lockdowns/restrictions imposed to prevent the spread of the pandemic.
Bio:
Daisy Ashworth started off in Local Government in the United Kingdom, specialising in Welfare and Housing law at Great Yarmouth Borough Council. She provided legal advice in benefit appeals and creating the free legal advice website 'Freegal'.
For the past nine years Daisy has been committed to ending homelessness in Western Australia, working for a Not-for-Profit agency in the areas of housing, older adults, family services and mental health.
In 2015, Daisy started developing the social enterprise Mortgage Mates, a revolutionary website that matches two or more users to own a home together, with the aim of increasing affordable housing in the home ownership space. Daisy has been a finalist at the Pitch @ Palace awards and participated in the SBE E3 cohort for female founders.
Financial Foreplay® Highlights:
1. It takes about 10 years on average to save up for a deposit and the average age of a first home owner is 36 years.
2. Since 2011 there has been a 50% reduction in home ownership in the age bracket 18-29 years and a 20% reduction for people 30-39 years old
3. 55+ women are the fastest growing demographic facing homeless right now
4. Home ownership is so deeply ingrained as an aspirational milestone that the inability to get on the ladder is causing significant financial and mental health issues
5. New co-ownership options can allow you to enter the property market 50-70% than if you continued to try to do it on your own
6. 92% of renters aspire to own but 49% believe it is completely unrealistic/unachievable given the current environment and conditions
7. Co-ownership is actually a lot less risky as both parties are much more likely to enter the arrangement with solid plans in place to deal with loss of income, shared expense, upgrades, death, estate issues, plan to exit and realize capital gains, etc.
Get in touch:
Email – [email protected]
Rise & Grind: Why Your Morning Rituals Keep You Tired & Kill Your Cash Flow
Financial Foreplay® Podcast
01/25/23 • 38 min
One of the most important aspects of your success is how you start your day. Our expert guest Glenn Lundy wrote a book on the perfect morning routine because he says that having a powerful morning routine can literally change your life.
Bio:
Glenn Lundy is a husband to 1, a father to 7, and he is the host of the wildly popular Facebook Live show #RiseAndGrind. He’s been seen at places like Hustle and Grind Con, Grow Your Business For God’s Sake! and many more big stages across America. Glenn has been spotlighted on ABC, NBC, and CBS, and is an expert in automotive dealership culture development, and leadership training. With 20 years experience in the automotive industry, Glenn lead a dealership from 120 cars a month to an 800% increase in sales in five years, becoming the 2nd largest used car franchise in the USA. His unique style makes him one of the most admired and respected GM’s in the business. With a background in sales, and finance, he uses his skill sets to create growth, as well as tapping into the mental side of human development.
Financial Foreplay® Highlights:
1. 800% growth – if you think you need more customers to grow then you will likely make the mistake of thinking you just need more people to service those customers
2. Must shift mindset:
a. From: – Profits to Customers to People
b. To: – People to Customers to Profits
3. LEADD = the perfect meeting
a. Listen, Encourage, Advise, Develop, Daily
4. Five Morning Rituals
o Step 1 – If you snooze you lose
o Step 2 – Don’t touch your phone first thing in the morning
· 12 questions that could alert you to the fact you are addicted to your phone
· Do you find yourself spending more time on your phone than you realise
· Do you find yourself mindlessly passing time on a regularly basis by staring at your smart phone?
· Do you seem to lose track of time when on your smart phone?
· Do you find yourself spending more time texting and tweeting as opposed to speaking to real people in person?
· Has the amount of time you spend on your phone been increasing?
· Do you wish you could be a little less involved with your smart phone?
· Do you sleep with you phone turned on under your pillow or next to your bed regularly?
· Do you find yourself viewing or answering texts/tweets etc. at all hours of the day or night even when it means interrupting other things that you are doing?
· Do you text/email etc. while driving or doing other activities that require your focused attention and concentration?
· When you go to the restroom, do you take your phone with you and does having it extend the amount of time that you spend in there?
o Step 3 – Write down gratitude and goals every day 10x
o Step 4 – Take care of yourself physically
o Step 5 – Send out an encouraging message (lift someone else up)
Get in Contact:
Why You Must Expose Yourself to Boost Revenue & Create New Streams of Income
Financial Foreplay® Podcast
01/25/23 • 37 min
According to several independent studies (Statista projects & Edison) roughly 34% of adults in America, Canada, Australia and the UK now listen to podcasts on a monthly basis. With roughly 2m podcasts listed on Google, there’s an audience of well over 150m listeners globally and that statistic is growing at a rate of more than 20% each year.
As people are time poor and have begun to rely more heavily on mobile devices, search engines are giving preference to podcast content, and it has become even easier to download and listen to podcasts as you make your way through your day. With podcasting becoming such a prolific and highly influential method of communication for individuals and companies, I thought it might make good financial sense to invite the host of a very successful podcast in America to talk about why you should seriously considering adding podcasting to your list of things to learn and launch this year!
Bio:
Travis Chappell is the founder and CEO of Guestio, a software that connects high level guests with high level content creators, and he is the host of the top rated show, Build Your Network.
In addition to being featured in Entrepreneur, NASDAQ, Yahoo Finance, and ReadWrite, Travis has also been featured in Forbes as a top ten podcast that will change your life alongside Joe Rogan, Gary Vaynerchuck, Tim Ferriss, and other household names.
Financial Foreplay® Highlights:
1. Leverage is the key to growing your business – there is only so much you can do as one individual. Your network and building relationships are the key to building a sustainable business
2. Podcasting has exploded because people are time poor and listening is something they can easily do while doing something else (walking dog, commuting to work, exercising etc.)
3. In order to secure guests that are influencers you don’t necessarily need to have a huge audience but you need to be able to create and deliver enormous value
4. For a very minimal investment, podcasting has the ability to help you deepen the relationship that you have with colleagues and customers and create additional streams of revenue or new channels for existing products/services
Get in Touch:
Website - https://travischappell.com/
Buy Now Pay Later & Other Forms of Sexually Transmitted Debt
Financial Foreplay® Podcast
01/23/23 • 34 min
According to a recent Cost of living survey, most Australians have no savings at all. Over 10,000 people responded and only 38% reported having more than $5000 in savings, which is pretty poor. 23% admitted they could not find/raise $2000 in a week for something that was urgent and important.
That’s put these numbers into perspective – the rule of thumb for emergency savings is that you should have a minimum of 3 months living expenses. Right now the average household in Australia for example spends about $74,301 on general household living costs (or about $63,168 in America and £45,636 in the UK), which means the average person listening right now should have at least $18,575 (or £11,409) in your 3 month emergency fund.
This lack of emergency savings and inability to quickly raise funds for unexpected necessities such as a replacement fridge, tyres for your car, or dental surgery... really sets the stage for what I want to talk about today which is the disturbing surge in Buy Now Pay Later funding schemes such as Zip, Afterpay, Klarna etc.
The market for BNPL is expected to grow 10 to 15 times by 2025, according to Bank of America. The UK market alone is set to double in 2021 after 1 in 4 British citizens spent £2.3 billion in BNPL debt added over Christmas period. That’s nearly 40% of all Christmas shopping. In Australia, 21% of BNPL consumers are missing payments – this has boosted the revenue for these payment providers by +38% -- and there is no clear regulation to protect consumers who may be vulnerable and susceptible to default due to their age or inexperience with managing debt. One in 10 people using these services already have debt arrears elsewhere, according to a wide-ranging FCA review into credit services.
Our guest today came on to my radar recently when I read a post on Linkedin where he pitched a new concept called #SaveNowBuyLater – a new product that he is building in his company Bambu, based in Singapore.
Bio:
Aki Ranin isn't a finance guy. He started his career at an early age, first building computers and then coding. For two decades his job was to design and build websites and apps for other companies. Eventually, that path led him to Singapore, where he faced a problem. He sold his house in his native Finland and thought he should probably invest that money somehow. Amazed at the lack of options, tremendous costs, and atrocious digital experiences offered by banks, he decided to build something better. Today, his company Bambu actually helps the banks offer simple savings and investing solutions to consumers through an automated online platform.
Financial Foreplay® Highlights:
1. The only party losing due to lack of regulations is the consumer – both the retailer and BNPL companies benefit from not having to report credit to third party bureaus the way that credit cards and other providers do
2. There needs to be a shift in behavioural psychology towards incentivizing the art of saving as consumer spending is leading towards consumer debt levels that are unsustainable
3. If you haven’t checked out Smarty Pig in the USA, it’s definitely worth a look
4. Instagram and other social media sites glorify the shots of consumers wearing their luxury watches, shoes or handbags but no one ever posts a shot of the debt collector banging down the door to repossess the purchases you defaulted on
5. Alibaba in China built a $100b saving platform (integrated into their platform) but the Chinese government stepped in to regulate it when it became a
How One Small Business Has Been Able to Thrive Despite COVID 19 Lockdowns
Financial Foreplay® Podcast
01/26/23 • 32 min
There is no denying that COVID 19 has been particularly difficult for small business owners. With forced lockdowns and tightened restrictions to prevent the spread of the pandemic, many small business owners have had to dig deep in order to overcome these challenges and stay afloat. Today, I want to shine a spotlight on a fantastic retail business in Brisbane Australia that has not only survived, but literally thrived despite the global pandemic.
I want to welcome Jennah Grimsey to the show representing Vault Entertainment Pty Ltd. (Vault Games), located at – Lower Ground, 62 Queen Street, right in the heart of the city in Brisbane, Australia. Jennah is in partnership with her husband Dylan Shearer and their mutual friend Cassandra Varian.
Financial Foreplay® Highlights:
1. More sales often does not fix cash flow problems, in fact, it can make them much worse
2. High growth periods will highlight cash flow and working capital problems very quickly
3. Less than 30 days of cash reserves in the bank to deal with an emergency is very unsafe
a. Businesses should strive to have 4-6 months of cash reserves in the bank
4. Top 3 lessons learned from coaching
a. Cash flow is the #1 metric + you need to have enough working capital to fund the operating cycle and growth
b. It never makes sense to drop prices in retail just for the sake of driving high volumes of sales (i.e. Black Friday sales)
c. Supplier terms are critical – often an extra 2-3 weeks to pay is much more valuable than a discount on price
5. Bank lending is very difficult for small businesses to get even with the government backed guarantees offered during COVID19
a. Non-bank lenders are much more flexible and approve loans more quickly but the trade-off is higher interest rates which much be factored into your costs
b. Paypal is roughly 14% and Prospa offers a 24% interest rate – you need to adjust your business model to ensure you can cover these additional costs of doing business
6. Top 3 impacts on Vault Games from having a coach during the past 12 months
a. Net profit margin increased from 0.5% to 13%
b. Cash flow up 750% with 2.5 months cash buffer in the bank for emergencies (and working towards 4 months of cash buffer)
i. Allowed business to expand by moving to larger premises and pay for all leasehold improvement and fitouts with cash
c. Took first fully paid vacation as owners (in four years of operations)
Do You Need Some Help to Get Your Cash Flow & Business Turned Around?
For those of you who are listening to this podcast and thinking “hey that is exactly where I’m in my business and I could use some help to boost my cash flow and also put more systems in place so that my business works without me”, please know that help is available if you are open to learning and willing to do the work.
Reach out now to speak with Rhondalynn about your suitability and readiness for coaching:
Is The Way You Are Operating Your Business Risky and Dangerous?
Financial Foreplay® Podcast
01/26/23 • 20 min
Running a business is challenging on many fronts not the least of which is that you have put your finances at risk to fund it. That is why it makes sense to proactively manage risk, reduce uncertainty and protect your livelihood wherever possible.
Business insurance is one of those areas that is not often talked about. There are plenty of courses on social media marketing, leadership, even financial literacy... but surprisingly very few on how to protect the key assets you need to stay in business, deal with disasters (manmade or natural) and the human beings you interact with every day in your business.
Think about how you would manage if your stock, employees, equipment, or even your place of business was badly damaged or destroyed?
Would you be able to continue? Could you recover financially based on savings you have on hand right now?
Insurance is about peace of mind. However, you have to know what to insure and how much to insure it for... that is where it makes sense to speak to someone that you can trust.
Bio:
Lisa Carter is an award-winning adviser with over 25 years of experience in the insurance industry. Following an 11-year career with an international insurance broking firm Lisa identified a market gap stepping away to start Clear Insurance in 2010.
Lisa is a master at building long-term client relationships - she specialises in custom insurance and risk programs for complicated and hard to place accounts. She has delivered some very unique solutions for the construction, hospitality, medical and tech-startup industries.
Financial Foreplay® Highlights:
1. Before COVID hit we were already in a hard market cycle for insurance – meaning companies had started to restrict cover and premiums were up
2. In terms of under-insurance, business interruption and public liability are the two areas where businesses are most exposed right now
3. Insurers are now demanding a much higher level of preparedness in terms of risk planning and cyber risk management strategies
4. Almost every business (whether you are selling online or not) now has a serious risk of exposure to cyber crime as many of these are driven by social engineering and can infiltrate your business via your email and/or accounts department
5. The new legislation in place to force timely reporting to government of all breaches is quite strict and most businesses will fall under these provisions because the definition of sensitive data captures more than it ever has in the past
6. Management liability isn’t just for big businesses that have a formal Board of directors – as a director, you are already on the hook for decisions made or losses that affect third parties and you should be carrying insurance to protect against the risks
Get in Contact:
Linked in - Lisa Carter | LinkedIn
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FAQ
How many episodes does Financial Foreplay® Podcast have?
Financial Foreplay® Podcast currently has 17 episodes available.
What topics does Financial Foreplay® Podcast cover?
The podcast is about Management, Entrepreneurship, Podcasts and Business.
What is the most popular episode on Financial Foreplay® Podcast?
The episode title 'What if There Were an Easier Way to Choose Profitable Investment Properties?' is the most popular.
What is the average episode length on Financial Foreplay® Podcast?
The average episode length on Financial Foreplay® Podcast is 32 minutes.
How often are episodes of Financial Foreplay® Podcast released?
Episodes of Financial Foreplay® Podcast are typically released every 1 hour.
When was the first episode of Financial Foreplay® Podcast?
The first episode of Financial Foreplay® Podcast was released on Jan 23, 2023.
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