Episode Transcript
[00:00:00] Are you ready to throw your phone against the wall? And next time somebody recommends that you DM someone a message that they didn't ask for. Are you tired of feeling super inauthentic, maybe a little slimy and kind of like about what your offers are and how to get them to your customers? Listen, if you are, this episode is for you. Because we are going to burn if we can hold it because the book is so slimy, we are going to burn the slimy playbook of all the things that you may have been told that aren' not only not working for you, but they are super crushing your soul.
[00:00:36] My name is Genevieve Skori and I am a former C suite executive for a half a billion dollar brand. I have had my own businesses and training, development and learning and development. I have done network marketing. I have had my own boutique businesses. I have straddled both corporate and and entrepreneurship. I'm a mom. I had small kids when we started our business. Listen, I get you. I have trained tens of thousands of women on how to have their businesses work in a way that aligns with their values and their schedules. And honestly, I'm kind of tired of watching people struggle needlessly.
[00:01:22] If you started your own thing, I know it's because you have a huge passion in your heart, right? Tell me, tell me you didn't start something because you were super excited and passionate about an offer or you were super excited or passionate about results that you got. And you thought, you thought, just like all of us when we started, that it would be super simple for you to share with people every single day because you thought your passion was enough to get you through it. The truth is, it's not.
[00:01:52] It's absolutely, positively not. And so many of you are suffering needlessly. And it's honestly and truly, it's not entirely your fault. One of the things I know for sure in my decades of experience and I'm dating myself here, is that nobody really sets out to be a salesperson. Most people do not. I know I didn't like. How did I get here? You might be wondering. It isn't honestly and truly by choice. Well, it wasn't by choice at first.
[00:02:22] I started off just like everybody else, hating sales. Never in a million years did I think I would be in sales, teaching sales, lecturing people on sales, doing keynotes on sales. And until I got into sales reluctantly and had to figure it out. Now, if we were to backtrack a little bit, let's backtrack. I actually have found that as a Mom, I've been in sales my entire life. And if you're a mom, honestly and truly, you have been in sales your entire life. If you can get your toddler to brush their teeth, you know how to sell. Sales is the transference of inspiration. That's all that sales is. Sales isn't about getting people to do things that you want them to do that they don't want to do. Sales isn't about tricking people so that you can win the next rank incentive comma in your paycheck. It's not about that at all. As a matter of fact, this notion that you're transferring inspiration is actually, if you look at it, a bit of a calling like that. Honestly and truly, how I felt, I felt like if I'm going to sell something that I feel passionate about, if I am going to sell something that I feel called to do, then I better get good at it.
[00:03:36] I remember thinking to myself, self, like, you are already selling people on so many things. You are a mom, you are a wife, you're a friend. Like, I was always the person that was selling people on where we're going, what we're doing. Brushing your teeth, cleaning your room, doing your laundry, all the things.
[00:03:54] But I can backtrack all the way to like junior high when I did the thing that nobody wants to do door to door sales. Nobody. Like on the list of all the things you could sell, if you were to do door to door sales, it would be like way down here. Nobody wants to do door to door sales. And I know we don't do that anymore. It's probably not even safe.
[00:04:19] Listen, the truth is, I'm just gonna rant here for a second. Most of the people now you're doing your kids a disservice. Cause you're selling all the stuff at work for them instead of letting them figure it out for themselves. But I digress. I didn't have a parent that was willing to take my candy to work with them and sell it to their coworkers. And I was this little innocent cheerleader in junior high and I needed to make money for a cheerleading camp. And so they give you this box of candy, which I can't even believe, but they still sell it candy bars. And I had to go door to door and I didn't want to go door to door. As a matter of fact, I did what pretty much every salesperson or an experienced salesperson does. I stood in terror of the fact that I know what people want least is someone soliciting something from Them right in their home.
[00:05:09] So I said to myself, self, how can I make myself as approachable as possible to these people and in my neighborhood? So what I was thinking about in my head was, how can I create a stress free environment for my prospect? Now we're going to come back to this, right? So if I just knocked on people's doors and I held up candy and I said, do you want to buy candy? I'm telling you, nine times out of 10, I would have had the door slammed in my face.
[00:05:41] And I knew that.
[00:05:43] So I was trying to prepare for that. Which brings me to lesson number one. You can do this, but you have to understand why people buy, how they buy, and what their expectations are. And you have to have a plan. You have to have a plan. My plan was I wanted to at least show you some candy and have you say yes before you thought no.
[00:06:07] I wanted to create a spot space where you would consider it, where we could have a conversation before you shut me down right out of the gate.
[00:06:17] So much of what I see y' all on the Internet these days is like, stuff that immediately makes me want to slam the door.
[00:06:28] So what I decided to do was create a very disarming environment. Like, in other words, what I instinctively figured out was that everybody wants to buy, but absolutely nobody. Nobody write this down. Nobody wants to feel sold to. And you know this. If you've ever actually gone to a store, like, literally, we go to stores with our purses in hand, with our pretty much our credit card out, and we are looking through things. And in some cases, you might even have like a registry in your hand. And the minute a salesperson approaches you, what do you do?
[00:07:04] You put up your guard and you are like, listen, listen, Linda, I don't want you to sell to me. Like, so the minute they say, can I help you? What is your response? Almost all the time. Almost all the time, the response is no. Why? Because I'm there to buy. But you know what I don't want you to do? I don't want you to sell to me.
[00:07:26] So I figured out kind of instinctively that what I had to do was create an environment where the person didn't feel sold to. I needed to get them to connect with me emotionally so that I could break through this. I'm being sold to alarm that is ready to go off at any time from any of your prospects.
[00:07:48] Now, I really have no idea how I came up with this, but I decided, first of all, I will go out in my cheerleading uniform. I thought if I approach people, and they can't figure out the context in which I'm approaching them.
[00:08:02] I'm going to put on my uniform now just to pull this reference in for you, because if you're wondering where we're going here, your uniform is the uniform of a friend.
[00:08:13] You always want to approach your prospects as a friend. Friends are recognized. Friends are revered. Friends are liked. The minute that costume comes off or has the appearance of coming off, you begin to set off their. I'm being sold to alarms.
[00:08:32] So the first thing I did was, I'm like, okay, I'm going to get in my cheerleading uniform. Who is going to be intimidated by a cheerleading uniform? Absolutely nobody. The second thing I did was I decided I needed to go when I knew they would be home.
[00:08:48] I needed to go when I knew they would be home. Why? Because I wanted to condense my work. I wanted to do as much work as possible in the shortest amount of time.
[00:08:59] This is another strategy that we'll talk a little bit more about, and that is actually knowing where your prospects are and when they are showing up so that you can have friendly conversations with them.
[00:09:13] The third thing I did, and listen, it really was quite brilliant for an adolescent. I thought, I'm going to go right around dinner time, because at dinner time, I know they'll be home, but that's also the time that it's going to be getting dark.
[00:09:30] I assumed that mostly mothers would be answering the door, and most of my neighbors would know who I was, and they really wouldn't want me out and about approaching nighttime.
[00:09:43] So cheerleading uniform going at dinner time, making sure it was getting a little dusky. And then this was the last thing that honestly and truly put me over the top in terms of selling the most candy. And that was. I looked at the weather, and I found a day that it was raining. I knew that if I waited 24 hours, that tomorrow it would be raining. So I would be out in the rain in my cheerleading uniform while it was dark, with an umbrella, with my candy in hand.
[00:10:19] I honestly didn't think I could find a less intimidating way to knock on somebody's door. Now fast forward to cheerleading camp, where I paid for everything in full, and I had the highest sales, just FYI. But what I learned in that process, as well as subsequent sales processes, was that sales selling is indeed systematic. That selling is this notion of a transference of inspiration that we need to create an environment where you can go out and have a lot of fun, a lot of excitement, a lot of reward, even if people don't buy.
[00:11:04] So what I'm talking about when I say I'm burning the playbook, I'm telling you I'm here to help you. I have spent a lot of my career working for companies where we had company objectives, we had company key performance indicators, and you are going to get the unabridged.
[00:11:24] Here's what you need to know. I'm out. For you and your business version of how to make your business work, it has to start with sales, y'. All. I don't care what it is you're doing, you have to learn a little bit about how to sell in a way that drives consistent sales to your business.
[00:11:46] If you're tired of feeling gross, we are on the same page. If you are tired of feeling like you need to manipulate people, if you really need to make your business work but you feel exhausted, we are rewriting, wiring, rewriting, reassessing this whole thing starting today. What I'm going to teach you is truth, authority, authenticity, and alignment. And when you have all of those things together, you are going to feel super powerful because you never want to put yourself in a position where you feel like you aren't the person you are. In other words, I'm showing up in a way that, that just isn't me at all.
[00:12:34] So we're going to make a commitment. Raise your right hand. I make a commitment to raise my standards.
[00:12:42] I'm waiting.
[00:12:44] I'm you, right?
[00:12:47] I make a commitment to raise my standards and not be that slimy salesperson that nobody wants to sit next to at the coffee shop, stand in line behind, sit next to at the dinner table. All the things we're going to teach you how to have a savvy approach and something that fills your soul. It fills your soul. Here's what you need to know. The first thing, and I do mean this in all sincerity, is sales has changed. Sales has changed. People now have more access to information at their, like in their phone, on their watches than they ever have. So the minute you approach somebody, if you set off their I'm being sold to alarms, what is the first thing they're going to do? They are going to Google you. They are going to go to your social media. They're going to see what you are really up to.
[00:13:39] So let's talk a little bit about strategy so you're not that person.
[00:13:46] The first thing that you need to know is that you don't need to think about the end. The end result. Like, in other words, what most people start with is how do I get people to buy that's absolutely the worst place to start.
[00:14:05] And the reason is because people want an emotional experience. That's how you create connection.
[00:14:13] In other words, there's a part of your brain that is responsible for decision making. And, and the language of that part of your brain is emotion.
[00:14:24] It's emotion.
[00:14:26] Your brain makes a decision in this emotional center, and then the other part of your brain kicks in. And now, and only after I've made a decision, does it look, crave, want validation for that decision.
[00:14:45] And that's where the information comes in.
[00:14:48] Now, you should be thinking to yourself, oh, oh, oh, shoot, I have been doing this all wrong. Like, I am telling you, 99.9% of you, this is where the problem lies. You start with the thing.
[00:15:06] You start with the thing. Here's the thing. And there's fact, fact, fact, fact, information, information, information.
[00:15:13] Here's how it's made, here's what's in it. Here's why it's so amazing, because it's got ingredient X and Y and Z, and it does this, this, this, and this. And man, you absolutely, positively need, like, a white paper. You don't need a white paper of information.
[00:15:33] But that's typically what we do. Like, oh, listen, can I tell you what you need to do? You need to go and audit your own Instagram or social media and ask yourself how much of what I am putting out there is information is information.
[00:15:51] So if the first time I meet you, you want to talk to me about information, you have broken the rule of engagement, you've broken the first rule of engagement, and you have set up a wall right away, and my alarms are going off, and we are done.
[00:16:10] We are done.
[00:16:12] And I tell you this because when I train on this subject and I have trained and run so many seminars on this, and the number one thing people tell me is, I wish I knew this sooner. I wish I knew this sooner. What you want to do, which very few people teach you. And I have to be honest with you, even.
[00:16:32] Even marketing departments miss out on this. Like, a lot of times I see people, their marketing messages, and I'm like, well, where's the emotion? Like, what is the emotion? What do I mean by that?
[00:16:46] So what I mean is you have to be thinking about how it feels if sales is the transference of inspiration. And it is, it means I felt something. I. In my soul. The word inspiration comes from the word meaning of the spirit, meaning that I had an actual reaction in my spirit. And I want you to experience.
[00:17:16] Are you catching Me, here you experience the same thing. Experiences are emotional.
[00:17:24] So if you ask somebody who just went on vacation, how was your vacation?
[00:17:30] They're going to describe their experience with emotional words.
[00:17:35] You're not going to hear about how many rooms were in the hotel. You're not going to hear about how much, you know, how.
[00:17:43] How many seats were in the plane they took to get there. You're not going to hear about how much money they spent. You're not going to hear about the six different choices that they had and how much each of those were. You're not going to hear what floor, like, they're going to go into. What are they going to say? They're going to say, this was the best vacation ever. It was so much. What fun.
[00:18:07] We had so much fun. It was so restorative. It was incredibly relaxing.
[00:18:15] We had a great time.
[00:18:19] Experiences.
[00:18:21] Experiences are emotional. So again, going back to transference of inspiration, I am transferring emotion to you.
[00:18:30] So when you think about talking to people, your message has to be highly emotional. This is why FYI, stories, stories, stories.
[00:18:44] Testimonials are so important because testimonials are experiences.
[00:18:51] I'm telling you right now. You could stop this podcast right now, plaster your entire messaging system with testimonials. As a matter of fact, there's a company out there that for a very long time, all they did was, here's another testimonial. Here's another testimonial. Here's another testimonial. Here's another test. Here's another before and after picture. Here's a four and a picture. And like, literally, the company blew up because those stories invited people in emotionally. Invited people in emotionally.
[00:19:25] So when we talk about emotions, and I do have to tell you that people often struggle with this.
[00:19:32] I remember being in a seminar and asking people, use emotional words.
[00:19:38] Like, let's just talk emotion. What words are emotion? I actually was super dumbfounded, which is an emotion that so many people struggled with it.
[00:19:50] Why?
[00:19:51] Because information has become hardwired in your brain. So I'm telling you this because in order to get good at this, you're going to be bad for a little while. In order to get good at anything, you're going to be bad first. And you have to be willing to practice in this state of being bad in order to learn and get good.
[00:20:19] So emotions, they're feeling words.
[00:20:23] You can't feel information. Things like, I'm happy, I am excited, I am worried, I am freaked out, I am stressed, I am moody, I am concerned, I'm depressed. I feel deflated.
[00:20:45] I don't, you know, I'm confused. Those are all feeling words.
[00:20:51] So when you look at your product and you think about how do I communicate what this is going to do for someone? I want you to be thinking about what is the state, what is the emotion that that person really wants that they currently are not experiencing?
[00:21:12] And double down on those words. I have to be honest with you, really good salespeople, they don't, like, they're not flying by the seat of their pants all the time. They have a core set of things that they say in almost every interaction. I know there are so many of you out there, and I know because I talked to some of you. I talked to a lot of you. And it's like, well, what do you say? And I hear this answer. It depends.
[00:21:43] It depends. And that just makes me want to cry. It can't always depend.
[00:21:51] What most people mean when they tell me it depends is I haven't thought it through enough.
[00:21:57] And this is part of the commitment. This is part of the new not being manipulative, not feeling gross, not feeling spammy. This is part of that new us, right? The new savvy seller, the new authentic seller. We are going to prepare for conversations in advance.
[00:22:16] Now, listen, I know you're where you are again because you had a huge amount of passion for what it is you're doing and selling. And I absolutely know for a fact that you're maybe not getting the best advice on sales. Hype doesn't sell. Hype doesn't sell. You being excited for you does not sell. You have to learn how to have conversations with people that are addressing concerns they are already experts experiencing.
[00:22:49] I'm going to break that down.
[00:22:51] A lot of times I will teach people, hey, here's what you need to do. You need to have a more emotional message. We will go through that emotional message. And then they're like a, you know, stinking machine gun. And it's just like, I'm, you know, I'm going to. I'm going to just a fire hose. Better example, I'm going to spray everybody with all these words. And then they're like, well, it's not working. And I'm like, well, okay, here's the other thing. You need to understand that not everybody that you talk to is already at a point where they're thinking, I need this emotional feeling. Like, there's a lot of people that don't care.
[00:23:32] And I know that you care about your product and service, and I know that you're Thinking to yourself, you know, really, honestly and truly, they should want what I'm selling, that everybody needs it. I don't understand. They need it. What? Well, okay, but it's their decision.
[00:23:49] So you can make a decision that I'm going to try to get someone to realize they need it, or you can start to craft conversations that help you identify one thing first, and that is, does this even vibe with you? Does it even resonate with. With you?
[00:24:13] So if I am selling something and it's going to improve your life in a significant way, and you aren't having conversations in your own head that your life needs improving, then I'm literally not talking to the right person.
[00:24:32] Think about that.
[00:24:33] So you want to have these emotional conversations. You absolutely want to understand what the emotions are that your ideal customer isn't experiencing or an emotion that they are experiencing that they no longer want to experience, and that just becomes the message. You guys selling is actually super, super simple. It's so simple.
[00:25:00] You do all the work up front, you practice up front, and. And you are going to get so much more out of your conversations.
[00:25:11] So what do we know so far? We know everybody wants to buy, Nobody wants to be sold to. We know that we need to use emotion first and then follow up with information.
[00:25:23] And we also need to know this about the brain. The brain 100% seeks and craves security.
[00:25:35] It seeks and craves security. It's always scanning the environment for danger.
[00:25:43] And that's part of the whole everybody wants to buy, nobody wants to be sold to. Don't set off their alarms because salespeople very often are perceived as dangerous.
[00:25:57] So I want you to put this Persona on of being a friend, being an advisor, being someone that is there to help someone. If you are just selling to make money, it's probably not gonna work out for you. I'll be honest with you. You might in the short term, have some really great results. But the long term game here, y', all, is to get a group of customers that are so excited to about how you helped them that they help you with your business. They help you spread the word.
[00:26:34] You have to love people. You have to love helping them. You have to do more than just transaction after transaction after transaction.
[00:26:44] So let's break those messages down just a little bit here.
[00:26:49] You need to understand that your customer is probably pretty emotionally savvy, emotionally intelligent, and those are the kind of customers, by the way, that you want. You want a discerning and emotionally intelligent customer.
[00:27:06] Otherwise you're going to have customers that are Flaky, hard to manage and return stuff. Right. Don't know enough to give it enough time.
[00:27:18] They bought on a whim. They couldn't tell you no. And there's nothing more frustrating than thinking that you have customers when you really don't have a community.
[00:27:30] Customers definitely want a certain level of sophistication, and it's not that hard if you understand that. It is about clarity when I tell you the brain seeks security.
[00:27:43] Part of that is clarity. It's absolutely clarity. I. If your message leaves me confused in any way, shape or form, we're done.
[00:27:56] We're done. And the biggest problem. This is where I see a lot of this is you. Really, honestly and truly. And I don't mean you you, but maybe I do mean you haven't prepared fully enough for. For the conversation.
[00:28:11] So the question I have is, are you clear?
[00:28:16] Is your message clear? Is your message simple? You know, I was on social media the other day, and there was a woman saying that, I'm giving up. I'm done. I have had enough. And, you know, I've been trying now for several months, and I'm kind of like a consultant. I am a consultant. So what I do is, I was like, well, I wonder what a problem is? And I went and looked at her Instagram, and it was super vague. Like, literally vague. It was something like, I help postpartum moms.
[00:28:47] I help postpartum moms. Something like that.
[00:28:50] And I thought, oh, such. Like, I knew. I knew anyone who had the spirit to help postpartum moms was really somebody worth helping out.
[00:29:04] But I had to work too hard to figure out what exactly she did for postpartum moms. Like, how. How do you help postpartum moms? Now do you see? Do. Do you see my. If you're watching the video, what you would have seen is you would have seen me kind of shrinking down. My brows get furrowed. I start to wonder how. And now the brain, by the way, is kind of lazy.
[00:29:30] So I don't want to do the work of figuring out how.
[00:29:35] I'm just gonna scroll.
[00:29:39] I'm just gonna scroll. So when you train people on your products or services, and, gosh, I hope you're getting training on your products or services, you should understand how to clearly communicate exactly what the customer does. It's going to be something like, you drink this once a day. You mix it with 6 ounces of water.
[00:30:01] You use one scoop in your favorite beverage.
[00:30:05] It's something like, you use it before you go to bed, and right after you moisturize if you're selling skin care, it is super, super clear.
[00:30:16] Even when you're telling people how to buy, those steps have to be clear.
[00:30:22] I know for a fact that if you looked at where you're losing your customers, and some of you have very, very leaky funnels, it is largely because at some step in the process, if you even have a process, at some step in the process, you have confused your customer and you say they're ghosting you. I'm telling you, you scared them.
[00:30:46] You scared them. You made it too difficult. It was too much work. Even if I was super engaged and excited, and it's too confusing.
[00:30:57] So you have to ask yourself, how does my customer know what my product does?
[00:31:04] When do I introduce that information to them? Am I repeating that over and over again? Because the other thing about security is the more I hear the message, the more it's familiar. I'm going to say that again. The more I hear the message, the more it's familiar. So all of y' all out there who are thinking, I gotta find 600 different ways to communicate about my product or service. No, no, listen, Linda, no, Linda, Linda, Linda, no, no, no, no.
[00:31:39] Because honestly, the more you say it with clarity, the more familiar it becomes.
[00:31:47] And then the brain says, oh, I know what this is. I've heard it before.
[00:31:55] When you are continually rotating through your Rolodex of different messages, you never fully activate the part of the brain that says, this is indeed familiar.
[00:32:10] So I want to go over just a little bit of verbiage for you, because I know people love verbiage, but it's really not that hard.
[00:32:17] So when we talk about how do we message in a way that activates people to act, the last thing I want you to know is you want to, whenever possible, lead with what they're missing out on versus what they're going to get.
[00:32:37] So many of you focus on what you're going to get and expect to close your customer. That's not how the brain works. The brain actually is more activated by a fear of loss or a feeling of being stuck, which is also a feeling of loss, opposed to getting something. And I know, I know you guys are so good at it because I see it as I watch people. It's like, you're going to get better health. You're going to get more time. You're going to have more money. See, that's all gain, gain, gain, gain.
[00:33:12] That does not activate the centers of the brain that initiates a decision and action.
[00:33:19] What you want to do is flip it a little bit. So I wrote some of these down. I'm going to give them to you. I want to make sure I say them correctly. Are you ready? So instead of saying something like, you're going to make more money, which we like to do, we like to tell them how much you're going to make, and this is how you're going to make it. All that kind of stuff you want to say, you're already losing.
[00:33:41] You're already losing thousands by doing it the hard way. If potentially you were selling consulting services, right? So instead of me telling people, you know what I'm going to do? I'm going to help you double your check. Really, my message needs to be, you're losing more money than you need to be. You're spinning your wheels and you're losing money and you're losing confidence. Are you picking up what I'm laying down here?
[00:34:06] If you're somehow selling time or energy and you're like, hey, this is going to save you time, the opposite of that, the fear of loss part would be you're wasting hours every week on things that you could automate.
[00:34:23] You could say, you're wasting hours every week, and that's taking time away from your family. Do you see how that.
[00:34:33] See how that works?
[00:34:34] Instead of saying things like, hey, this is going to help you avoid burnout. Maybe you're selling training or maybe you're selling something that helps someone with burnout. You want to say something like, you know what? Burnout isn't a matter of if. It's a matter of when.
[00:34:50] If you keep doing it the way you are currently doing it.
[00:34:56] Another example might be you'll gain clarity around your business, which, besides being vague, is also what they're going to get. You want to say something like, every single week that you wait to get clear is costing you momentum and more than likely confidence.
[00:35:18] Again, let's say you're building a team. You might say something like, hey, this is going to help you build faster. And you guys, all of us, sell some version of this. It might be a customer, it might be a team. If you're in network marketing, that doesn't work. As much as if you don't fix your onboarding, right? If you don't fix your onboarding, your team is going to keep quietly quitting.
[00:35:43] Quietly quitting.
[00:35:46] Instead of saying something like, you'll feel more confident putting yourself out there.
[00:35:51] You want to say something like this. Every time you play small, your dream client scrolls right past you again.
[00:36:02] When you work through these forms of communication. When you have a little bit of a framework that you can use where you can talk to people in a systematic way, all your doubt is going to go away and your going to stop feeling as frustrated and as doubtful and as like. Like you're conf. I know, I know, I know. I've been you. Your confidence suffers every time you work and you don't see results.
[00:36:39] So that's my first podcast. This is podcast number one. I absolutely, positively would love for you to click. You would love. You don't want to miss. I'm gonna use my own tactics here. You don't wanna miss out. You don't wanna spin your wheels. You don't want to miss another month of moving your business ahead.
[00:37:00] So go ahead and click to download this episode. Get notified. And can I tell you this? The best thing you can do is listen to this seven times in a row. Big mistake that people make is they only listen to podcasts once. Or you listen to an audiobook once, or you listen to a webinar once.
[00:37:19] The truth is, you want to listen seven times through. Listen while you're getting ready. Listen while you're taking the kids to school.
[00:37:27] Listen, listen, listen. Let it get into your brain.
[00:37:31] Try it.
[00:37:32] Make mistakes. Get out there.
[00:37:35] You can do it. I absolutely know you can.
[00:37:45] And if you're super excited about taking a next step, make sure that you head on over to Instagram or Facebook.
[00:37:55] I am Genevieve Scory.
[00:37:59] In the notes, you will see a way to connect with me. There's a link there.
[00:38:07] Oh, and listen, you don't have to go this alone. You don't have to spin your wheels needlessly. Go ahead and sign up for my newsletter. The link is in the show notes. And I would be super excited to connect with you there. All right. Hey, I'm glad we could spend some time together. I hope you thought it was worth your time. Take care.
