Season 1 Episode 5: Jessica Pierce, CEO & Founder Career Connectors

 Todd: 00:00 Well, welcome. We're here today with Jessica Pierce who is the founder and CEO of Career Connectors. Jessica, welcome. Thank you for joining us today. 
Jessica Pierce: 00:08 Thank you so much for having me. Todd: 00:09 Well, we're going to obviously put your bio up on the link when we put this out there so people can learn about you. But let's go beyond that a little bit. 
Jessica Pierce: 00:17 Okay. 
Todd: 00:18 We always like to ask somebody, ask them to tell us something about themselves that's not on their resume. So what is something about you that people wouldn't find on your bio or your resume? 
Jessica Pierce: 00:27 Oh boy, I wasn't ready for this one. Let's see. 
Todd: 00:29 Is it karaoke? 
Jessica Pierce: 00:30 Nope. I don't sing karaoke. 
Todd: 00:33 All right. 
Jessica Pierce: 00:33 But when I was 21, I was living in Ohio and I decided to break my parents' heart and drive by myself out to Las Vegas and I was a cocktail waitress at a casino for a year and a half. Todd: 00:49 Wow. 
Jessica Pierce: 00:49 I was ready to get out of Ohio. 
Todd: 00:53 Yeah, well then you did it. This transcript was exported on Aug 26, 2022 - view latest version here.
 Jessica Pierce: 00:54 I did it. Only there for a year, and then I decided to really grow up and get a real job, but it was a great job for in between. Todd: 01:00 Yeah, I'm sure you learned some things. Jessica Pierce: 01:02 Oh, way more than I was expecting. That's for sure. Todd: 01:05 Well, excellent. At least it wasn't a far drive from there. Jessica Pierce: 01:08 No, that's right. Todd: 01:10 Well, tell us a little bit about Career Connectors. So for those of us watching who haven't heard of your organization, what does it do and how did it get founded? Jessica Pierce: 01:21 So we are a nonprofit organization and we've been around since 2009 and we help people that are in career transition or looking at just their career differently. So we host events, both in person and virtually, and at those events, they could be hiring events or oftentimes they are career development events where we bring out speakers and we have coaches and LinkedIn coaches and resume writers. So we serve people of all walks of life from students to executives and they come to these events and get connected to either employers or career different services. So actually this started in 2009 in the middle of that recession, if you remember that. Todd: 02:03 I do, absolutely. Jessica Pierce: 02:06 So at the time I was running a staffing firm with some partners and we were servicing the land development and commercial real estate industry, which was annihilated in 2010. So literally the bank stopped lending in May of 2010, and so all of our clients went to very skeleton crews or they closed their This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 3 of 18 business. Then at the same time, my husband was laid off three times in six months and he was a recruiter. So we are sitting there, no jobs, educated, been working professionally our whole lives and our house was going into short sale. Our kids were, at the time we had an infant, a two year old and 10 year old and we just didn't know what we do. My husband says it's a bad country song now. The house, we lost the house, we're losing the car. Our kids were next. But it gave me a moment to step aside and go, "What do I want to do?" And so I put together this program, reached out to my church and said, "Can I have a room to help people get jobs?" And they said, "Please, we're getting inundated with calls." Jessica Pierce: 03:15 So within six weeks, we were meeting about once a week and then it exploded. I had 350 people show up to an event, had no idea what to do with all these people. But the guy that happened to be there that day that we had invited, was from the 2010 census and he stood up in front of everybody and said, "I can hire all of you today," and I about fainted. But I said, "Yes!" It has taken off from there, we've got a lead team and we really have been able to help over 47,000 people get connected to jobs. Todd: 03:46 What an incredible start and the true American success story. So how has that changed from '09 to today? What does the organization look like today? Jessica Pierce: 03:56 Well, it has changed a lot. It feels like almost every year, we're in a different type of market. The last two years have been insanity when it comes to workforce, as you well know. I saw a big change in our organization when COVID 19 happened. We had funding dried up essentially, because most of our funding at that time was coming from employers and they weren't hiring This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 4 of 18 anymore. But we couldn't go away, people were in desperate need of some hope. They were in desperate need of, "Somebody help me, what is going to be happening?" And even though we didn't have the answers, we at least had some connections. So we were doing daily interviews. We were doing daily content, where we were bringing in unemployment because unemployment was just a disaster at that time. People couldn't get through the system. So we were interviewing them, helping people, "How do I apply?" Or, "What companies are hiring?" Because many were still hiring, it would look different. So that was a big change for our organization. Jessica Pierce: 05:00 Then over the last two years... I'm calling it the Workforce Armageddon in Arizona, and so companies are desperate for talent and we're trying to find different pockets, but people also want to be working in a job that they matter and it matters to them. So they're also really looking closely at, "What kind of jobs do I want, and I don't want it to be just a number. I want to make an impact." So completely different workforce every single year, we have to really re-evaluate what we're doing. Todd: 05:29 Well, it's interesting how when you started, there were no jobs. Then by the time last year or this year, there are more jobs than people. Jessica Pierce: 05:36 Yes, right. Todd: 05:38 And then you have to adapt to that. Jessica Pierce: 05:39 Totally, yeah. Every year is so different. It's extremely different, and in the last two years, it has gone from nobody working to, "We can't find enough people." It's really unbelievable, what we've dealt with. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 5 of 18 Todd: 05:53 Are you seeing any changes in the market now, as we start to maybe feel some of the effects ofJessica Pierce: 05:58 Yes, we have seen a little turn, I would say a little. We're seeing some companies having to lay off. I think that that's our best guess is that people are tightening their belts, inflation costs, that kind of thing, maybe a little fear, I'm not sure. But so we're seeing layoffs, we're seeing some candidates get their offers rescinded after they've been offered jobs. So a lot of workforce is remote now, so that's a change also. So yeah, we're seeing a lot of different things than we even saw six months ago. Todd: 06:32 So you're going to have to probably pivot againJessica Pierce: 06:34 Always Todd: 06:34 - in the near future. Jessica Pierce: 06:35 Yes, for sure. Todd: 06:36 Well, you mentioned our workforce and as I think people hopefully know, the Chamber Foundation is squarely focused on workforce development as one of the most important issues for our state. Now through that work, we have a partnership with you. Do you want to talk a little bit about our partnership? Jessica Pierce: 06:51 I'd love to. So it's called AZ Careers NOW, and really cool story here. I have been friends with Jennifer Mellor with the Greater Phoenix Chamber and the foundation. We have supported employers that the Greater Phoenix Chamber have worked with before, and so when she had an opportunity to pursue a grant opportunity through Maricopa County, she reached out to us and said, "I think you would be a great partner to help us in this initiative." So what we've decided to do is we've partnered This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 6 of 18 together to launch this AZ Careers NOW program, and we are running events that support employers and support people that are looking for new jobs. Jessica Pierce: 07:39 What we're focused on is the seven of the fastest growing industries in Arizona. We're doing both virtual and in person programming and events. So we're doing hiring events. We have many coming up this year, but they're by industry, which has been wonderful because even if somebody is not in that particular industry, they can come to this event and learn about it. We're bringing in educators as well, that have certification, short and long term certs, degrees that support that specific industry. So we've been able to help employers find talent and help people looking for jobs actively, but also passively, just wondering if there's opportunity there for them, to come together. Todd: 08:24 So a quick question on that. So maybe you're in retail and you're ready to make a move and you're thinking maybe financial services, but maybe you need a series seven or an SIE. Jessica Pierce: 08:34 Yeah. Todd: 08:36 What about upskilling? How are you working with people on upskilling? Jessica Pierce: 08:38 Absolutely. So many of the employers that we have actually offer apprenticeships, training, especially in the finance and insurance industry. They offer training as part of their hiring and their package, but also these schools and educators that we're partnering with, they're bringing these in. Many have the opportunity to be funded through the State of Arizona, through different programs that are available through Maricopa County This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 7 of 18 and the City of Phoenix. So all of those opportunities are coming together. So if somebody does want to change careers, or if they're ready to go into a different career, because like retail or somebody, a high school or college student that wants a new career, then absolutely. We have all those opportunities available. And not just that, on our website, azcareersnow.com, we have career advice, different kinds of ways to build your resume, all of the components that you need when you're looking for a job. Todd: 09:35 So let's talk about employers. Obviously you do a lot of work with employers, it sounds like. Any success stories that you can talk about working with employers? Jessica Pierce: 09:45 Yeah, I'll talk about our last program, on our last event. We actually did one specific to construction and skilled trades. We know that in Arizona, that's a huge need. So I wrote down the numbers from the last event we had and we helped get... I think there were 120 interviews done on site at that event, and the employers had 266 follow up meetings from one event. One of my favorite things is have you ever seen somebody, that light bulb moment goes off in their head? So we had these two engineering students from ASU attend the event and they were nervous and didn't really want to talk to anybody and they were graduating. And so we saw them walking around and we have a really great team that'll pull people aside if they look uncomfortable, so one of our staff pulled someone aside and they were talking to them and just said, "Here's some things you can say." Jessica Pierce: 10:50 So anyway, they go back, they're talking to all these employers with this script they have because they needed something. So anyway, when they were done, I was sitting over by the exit This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 8 of 18 because I was catching people as they were leaving and talking to them. These two students were together and their faces, they had lit up. They're like, "Do you know, I have five opportunities just today from this event and their phenomenal companies, I would've never thought of." So it's just like, that's so cool. People are seeing opportunities that they didn't know that were there. Whether you're a student or a professional or an executive, it doesn't matter where you are on the continuum, people have opportunities they never knew were a possibility. Todd: 11:34 It takes you back to those first meetings in the church, right? Jessica Pierce: 11:36 It totally takes me back to those days. Todd: 11:39 Absolutely. Jessica Pierce: 11:39 Yes. Todd: 11:40 So if I'm one of these kids or someone looking to make a change and I go to one of these career fairs, what's that cost? What do I need to do to attend? Jessica Pierce: 11:50 Well, the really great thing is the programming is a funded program through Maricopa County ,through a grant. So there is no cost to employers and there is no cost to job seekers, for sure not. Any candidate who is going to these type of events, if they're ever charged, then I would run the other way, especially for candidates. Don't pay the headhunter thousands of thousands dollars. We hear these nightmare stories all the time. So they're free, completely free. We just ask for people to preregister. So actually, not only are they free, but we usually give things away and the employers usually give incentives away. So we've been feeding people with our taco trucks and it giving This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 9 of 18 away AirPods in a raffle. So different incentives, gas cards for the next one. So we've been giving incentives, but they're just such a great way, we want to entice people to be there because it's hard to understand the experience. It's not a typical job fair, what people would think. It is a true way for people to really connect, and the employers have been phenomenal. They really care about the people they're talking to, and I have been so impressed by that. Todd: 13:01 So if you're coming, what do you have to come with? Do you come with a stack of resumes? How does this work? Jessica Pierce: 13:05 I always tell people, bring their resumes. However, most employers don't usually collect them. They have a different process to go online and apply. But it's the personal connection, it's the one to one. It's the how to be memorable, talking to these employers, understanding what they have available and what kind of company they are, so be prepared with some questions. I also recommend that people look into all the employers that are going to be there. Then they can do a little research and understand, "Hey, I saw some job postings on this website. Let me talk to them about those particular jobs." Todd: 13:37 Well, that makes a lot of sense. Going back to those ASU kids, what kind of resources do you arm job seekers with? Jessica Pierce: 13:43 Yeah, well we have monthly virtual events, also specific to career search. So we have one every year, that we do a couple times a year and it's red hot resumes. We bring in the best resume writers in Arizona, they are, they're with the Resume Writers Council of Arizona and they come and they talk to people what to do, what not to do and how to write the right resume and how to get it through the applicant tracking This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 10 of 18 software. Because what that means is when someone applies, they need to try to get through that thing that everyone thinks blocks them. So they teach people how to do that. So we have all of those events on the azcareernow.com website under the career advice in the webinars. They can go and watch any of those back from the last two years. Todd: 14:32 So what's the biggest mistake people tend to make on resumes? Jessica Pierce: 14:36 They don't put their phone number or their email address and so we don't know how to get ahold of them. That's the biggest. Then the other one is, they just list a whole bunch of responsibilities that they've ever done and instead of really focused on the things they achieved and their accomplishments. Todd: 14:59 So sort of the takeaways that they had at their previous jobs? Jessica Pierce: 15:00 That's right, absolutely. Todd: 15:01 Instead of what you're responsible for, because no one probably cares. Jessica Pierce: 15:04 That's right. Anybody can be responsible for anything, it's like, "What did you do with that responsibility?" Todd: 15:08 Sure. Jessica Pierce: 15:09 Yeah. Todd: 15:09 You mentioned remote work, and I think we have to probably address that. Tell us what you're seeing in terms of trends. How is this going? Is the hybrid office what we're going to be seeing in the future? What are you seeing out there? This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 11 of 18 Jessica Pierce: 15:23 Well, here's my crystal ball, but [inaudible 00:15:25]. So what our thoughts are, what we've seen, is of course everyone went home at first and then as companies started to try to bring people back full time, a lot of people were pushing back on that. They liked the work at home in some capacity. What we've heard lately is this hybrid, where everyone's together once or twice a week. That seems to be a trend right now. It's really hard to build culture if you don't have your people together. So even staggering them isn't working, companies are finding out. So let's say half your staff is Tuesday, Thursday and half your staff is Monday, Wednesday on site, well they never get to know each other. They just get to know their shift people. So I believe it's going to be some hybrid of both. And some people don't ever want to work at home, they have kids running around and screaming and they don't want to be part of that. Then some people are client or patient facing, they have to be at work a hundred percent. I still think the hybrid is going to work in some fashion, once we settle down and figure out what exactly that looks like. Todd: 16:35 So much different than just even a few years ago, the workplace. Jessica Pierce: 16:38 Oh, for sure. Yeah, I remember even years ago back in my intel days, the corporate days and we were just trying work at home and it was, "Okay, one day. Okay, nope. We're pulling it back, none. Now you can go three days." We're playing this dance right now, and it reminds me of those days when we were just starting that. But now it's a dance of how often do we need to be together to keep a strong culture for our company? Todd: 17:03 Well, it's true. We had the same discussions prior to COVID and then overnight we were remote and guess what? It works. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 12 of 18 These people are amazing and they get the job done and so we're trying to hybrid [crosstalk 00:17:14] Jessica Pierce: 17:13 Hire the right people. Todd: 17:17 That is a good thing to do. So you mentioned folks, maybe CEOs, folks, maybe mid-career that are thinking about, "All right, I want to make a change but that's a scary proposition." How do you help folks in that mid-career phase that don't know where to go next? Jessica Pierce: 17:32 We started this organization with that mid-level professional in mind. We felt that at the time, back in 2009, there were significant resources for entry level or people dealing with homelessness and those kind of things. But what we saw in 2009 was that mid-level professional who had never looked for a job before, all of a sudden didn't have a job and didn't even know the step to take. So that has been our baseline or the lens rather, we see things through. So what we've done is make sure that we have all the resources that somebody changing careers or going through a layoff would need to have. We have a ton of online resources through experts that have written information on how to get a job. Our content is always with that lens. Jessica Pierce: 18:25 So it's not just, "Come and hear how to write a resume." It's, "We're going to have a deep discussion about how to get through an applicant tracking software." It's not just LinkedIn 101, it's how to use LinkedIn 20 minutes a day and make valuable connections. So we're really thinking about those folks, the professionals that are really trying to get to the next step in their career and those career changers. So it just starts with our portal online, but also attending the events. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 13 of 18 Jessica Pierce: 18:55 IT's shocking when people come to events and they're like, "I had no idea how excited I was going to be at this event." And they just get full of hope. They're not sad, boring events. These are exciting things to be part of. We have one coming up where there's 20 employers and they're each going to do a three minute Ted talk about what they have available. So we're not going to let them sit and talk for a half hour each. They get three minutes, tell us why we're awesome and why I should work for you and then you get to go to your room and talk to them one on one. Todd: 19:23 We'll put you on the spot. Can you give us some names of companies? Jessica Pierce: 19:25 Of one's coming up? Todd: 19:26 Yep. Jessica Pierce: 19:27 Yeah, so we have one in healthcare coming up and one in financial services. So Dignity Health, Banner, Mayo Clinic, Abrazo, all the big ones And then we have a whole bunch of behavioral health like Aurora Behavioral Health will be there, Evolve MD, so a whole bunch. That's the 20 there, and then we have financial services and insurance. You think of the big ones in town, they're going to be there. USAA, American Express, Freedom Financial Network. So we're getting the big employers and then we're also bringing in some smaller ones too, because we want people to understand the differences of what it's like to work for a small employer versus one of the big ones. Todd: 20:06 Well, I think it's nice to have that big mix of companies there, but certainly some amazing names where people can at least start to build those relationships. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 14 of 18 Jessica Pierce: 20:14 Yeah, absolutely. Todd: 20:15 Let me ask you something that I've heard probably a couple months ago, as it relates to the people who just weren't getting jobs or applying for jobs. It turns out that a lot of them were, but a lot of the algorithms that some of these companies will, for instance, if you've been out of a job for six months, it overlooks you, so you become sort of that invisible workforce. Jessica Pierce: 20:34 Yeah. Todd: 20:34 Is that real? Jessica Pierce: 20:36 Yes and no, it's both. Because every company is different, so yes, there's going to be some of that. Just like when people talk about discrimination in some standpoint, whether it's ageism or racism or whatever, we can say it doesn't happen, but we know there's some unfortunate examples of it happening out there. So yes, it happens. But I would say what I've seen, the majority of employers just want to hire the right person. So they're not trying to stop you from getting through, but if a recruiter is getting a thousand resumes per job posting, then they have to do something to screen. That's the applicant tracking software that I was talking about, we have to teach you how to get around that. Jessica Pierce: 21:24 However, I do not let people sit there because here's the deal. My four favorite words and the words I've used since launching this program is, "Who do you know?" It is all about connections, way less about just applying for a job. The best jobs come through, "Who do you know?" Someone you know who referred you. So that's what we focus on in our program. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 15 of 18 Todd: 21:46 So if you're been here a while, that's good. If you haven't been here, then it becomes a little bit of a different proposition. Jessica Pierce: 21:52 Yes, unless you attend an event and you just have 20 employers in front of you and you get to go to their breakout rooms and talk to each of them. All of a sudden, you've made 20 connections with employers that you didn't have previously. So I tell people, "Jump on these calls. Don't be scared. No one's going to call you out for anything." But you get a real great opportunity into the industries that are really growing because that's our focus, on these growing industries. Todd: 22:19 Absolutely. Well, I think now everybody can understand why we made this partnership with Career Connectors and why it's been so successful. Jessica Pierce: 22:25 Yeah. Todd: 22:26 At the beginning of this, you talked about how people shouldn't necessarily look at recruiting firms. Is there a place for recruiting firms in the process? Jessica Pierce: 22:35 Absolutely. There's definitely a place for recruiting firms. In fact, as people are doing their research, I do think they should develop relationships with a couple, two or three. Oftentimes the recruiting firms will know what jobs are coming before job postings ever hit, because they have a partnership with their clients. So when I was saying that, I really meant don't pay for a head hunter that can say, "Oh, if you give me $10,000, I'll go get you a job." So what I really meant is go look at some of the staffing firms that are out there, specifically by industry. So if you're looking in financial services, then type in Google, financial services staffing firms, and then go visit some of them This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 16 of 18 because they'll know, they'll be able to even look at your resume and say, "Hey, make some tweaks. Here are some job opportunities," and they will work with you on that. Oh yeah. Todd: 23:26 So definitely value there? Jessica Pierce: 23:27 Oh totally. Yes, for sure. Todd: 23:29 Okay. So we want people to know about the next career fairs. Can you give us some information on that? Jessica Pierce: 23:33 Yeah, azareersnow.com, you can register as an employer or as a job seeker. So either one, you can sign up for the events. We have healthcare coming up, financial services, IT and cyber, manufacturing, distribution and transportation. We have a professional and office event coming up. So all of those and people typically can fit into multiple of them, and so sign up for the ones that fit and then just show up. So much of it is just showing up and being there. Todd: 24:08 Is it around the Valley or is it... Jessica Pierce: 24:10 Yeah, so virtual ones anyone can attend. Yeah, but they're really focused on Maricopa County, and so the next in person one is a couple months out and that one will be transportation. Then we also have one around distribution, those are going to both be in person, and advanced manufacturing. Todd: 24:25 Okay. Jessica Pierce: 24:26 Yeah. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 17 of 18 Todd: 24:26 Excellent. Well, I want to thank you for your time with us today, but we are going to go ahead and finish up with a quick lightning round. Jessica Pierce: 24:32 Okay. Todd: 24:32 Very easy. No problem, one word answers even. So the first one is guilty pleasure. See how easy that was? Jessica Pierce: 24:43 Guilty pleasure is reality TV. Todd: 24:46 Oh, favorite show? Jessica Pierce: 24:48 I'm watching Relative Race right now. Interesting. Todd: 24:51 All right, we'll have to check that one out. All right, first job? It wasn't the Vegas [crosstalk 00:24:56]? Jessica Pierce: 24:55 Nope. Todd: 24:56 Okay. Jessica Pierce: 24:56 Taco bell. Todd: 24:57 Taco Bell? Jessica Pierce: 24:57 Yes. Todd: 24:58 What did you learn? Jessica Pierce: 24:59 I will never eat their food again. Sorry, I don't know if I can say that. Todd: 25:05 Did you learn anything else? Jessica Pierce: 25:06 I did. I learned how to deal with customers. This transcript was exported on Aug 26, 2022 - view latest version here. (PCC-717_PHX Chamber Podcast Episode 2 - Jessica... (Completed 08/22/22) Transcript by Rev.com Page 18 of 18 Todd: 25:08 Yeah. Jessica Pierce: 25:09 I think everyone should either be in retail or fast food as one of their first jobs. Todd: 25:13 It definitely helps. And you're not allowed to say your current job but what's the dream job, if you could have any job? Jessica Pierce: 25:20 Any job? I would be a keynote speaker for large conferences on marriage. Todd: 25:28 All right, we will let that one marinate in the room. Jessica Pierce: 25:34 Sure. Todd: 25:35 Jessica, thank you for joining us. Thank you for spending so much time, appreciate the work that you're doing with the foundation and especially your leadership here in Arizona. It's making a difference. Jessica Pierce: 25:44 Oh, thank you so much. I appreciate it much. Todd: 25:46 Thank you very much, appreciate it.