Transcription
The best things to sell are things that are like bulletproof. This is bulletproof. Is bulletproof. Those are the two best things to sell. And you can make enormous crazy sums of money. 300 grand a month.
All right, guys. What's up? Welcome to an episode of Copies for Closers. Me and Big Daddy Caden are going to be talking about just selling for your personality. You know, I think a lot of people are running around buying sales training trying to get better, which is great. um and they're just like blindly following uh what they're being told, which is fine, but at some state, you got to realize who you are as a person and then either try and lean heavily into it or try and counter it to some degree. That's what we're going to talk about today, 100%.
Um I'm excited to talk about this one because I've seen it on two very big extremes. um when I was working with Real Financial and uh spent some time in the Lion's Den with Andy Elliot and also seen the extreme from our alma mater, the old seventh level and they're they're two completely different things. Um completely separate, but you I started to see a lot of like diff like they they attract very different people. Yeah. And I don't think that that's necessarily like just because they attract it doesn't mean that they should do that style exclusively. Y I think like and I don't think there's a wrong I think if you say like seventh level's way of selling is the right way and like Andy's is the wrong way for example that's not correct. Like that's there just is a like if you try and get someone with the conviction and of Andy Elliot who is like I've spoken to the man. He is a like look straight through you. Yeah. Like but very good at connecting with people obviously. Yeah. Um and probably and like I haven't met him in person but extremely charismatic. Yes. Right. if if you try and dull that down with like neutral words and language, it's just not going to come off. But he's like a unicorn level charisma. That's why he's so big online, you know? Yeah. Um and then you take someone who's like super leaned out and stuff like that and you try and give them try and make them do that, it's going to be silly, right? So like it's just they're not going to pull it off. Like they don't have it. Yeah. For most people there's probably like a happy medium. Um Yeah. You know, but we in insurance in in both of the things that that that we're in with committed coaches and insurance, you see it to almost an extreme because they're offers that pull that out of people like the the mercy also offers. There's a lot of newbies as well that are sickopantic about particular ways of doing things. But I was told this. I don't give a [ __ ] what you're told. You sound stupid. Like it's like what do you want me to tell you? Yeah, that's a good way of doing it, but you suck at it, so probably try it a different way. Yeah, exactly. Try it a different way.
Um, I think that that the hard thing is is you most people need to change their personality a little bit or not maybe not change their personality, but change how their personality comes through when they get into sales. Uh, because most of the world basically tells you that you need to not be confident and not be convicted. And if you are, you're an [ __ ] And then you get into sales and if you don't have confidence and you don't have conviction regardless of your personality that confidence and conviction is necessary. Absolutely. You know, it's funny. It's it seems to come up an awful lot, you know, I think in trainings and I think in the training we had with the sniper insurance guys last week I sort of covered it and I was like guys like you know one of one of the tests we were like hey who would uh raise your hand if you would tell someone to [ __ ] off if they cut in line? Yeah. And the guys who are like, "No, it's like well then don't use like an NPQ super leaned out tonality with neutral words, you know, maybe should be, could be, possibly because like you're not someone who's really forthright and direct. You're more leaned out, neutral, you know, passive, right? And so you're just going to make yourself sound like you have no idea what you're talking about. You try and do that sort of a little bit of that confused old man tone like, "Hey, I'm just wondering." You know what I mean? But it comes off as like you're genuinely confused while you're there. Yeah. Right. And the biggest difference I tell I tell people is like you sound like you're confused why you exist. Kaden sounds like he's confused why you haven't moved forward yet. Yeah. That's the difference. And it's like it's a very subtle but very obvious difference at the same time. Yeah. Not confused with dementia. You're you're Jeff Bezos walking into a gas station in the middle of nowhere because your phone died and you're like, "Where the [ __ ] am I? And how do I get back to the highway?" Yes. Exactly. But you're like, "But just point me in a direction, mate, and I'm good." Yeah. Like, not like, "Hello, what's that now?" All right. That's my scammer voice whenever I get My kids love it when scammers call me. And I know cuz immediately in Australia, if you call me from a landline, you're a scammer. And so I put on speaker phone. I go, "Hello, what's that now?" Like that. My kids piss themselves. They're like, "Sir, sir, you need to go to Kmart and you have to get a a gift card." And where now? What card? They [ __ ] They hang up on me every time. I love it. Anyway, side note. Um, my kids even get me to like talk to them in an old man anti-cammer voice. They They like to Yeah, they they love it. I think it's hilarious.
Um, but yeah, so um, but I think like, you know, I'm a very direct person. You're you're quite a direct person as well. So that like any PQ style for me was like great, you know what I mean? And I think it's a great style. I think it's a fantastic selling method, right? I would say overall I think it's the best one. But there's a huge caveat to that. Whereas like if you don't I think if you don't understand how that system works and if you're newish to sales and if you're quite a if you're not a direct and forthright and confident person I think it will make you significantly worse in the short term you know until you figure it out. And I see these people come on to committed coaches and they're like hey it looks like you're maybe possibly looking for some help losing some weight. And it's like gh I hate you. Well, it doesn't make sense with that person. It doesn't make sense for what we're doing there because they're buyers and so because they've already like at committed coaches, we don't have any leads that aren't buyer leads. And so because they're buyers, there was only 11,000 only 11,000 yesterday. So if you're looking for some leads, link in bio yesterday. Um, yeah, and if you guys want to be on the best team, link in this bio. Uh whatever. As long as they come in. As long as they come in. Um, but it's funny because they're already buyer leads. Like they they already know they have a problem. So if you act really confused about whether they have a problem or not, that doesn't make sense. They already bought something for it. Like what are we talking about? Uh, yeah. I I agree with what you're saying though. I I was that person where I did NPQ when I was very new and I sucked, right? You once described me actually on this podcast a few years ago as one of the most miserable people to train because I suck so bad. Uh, but I wouldn't give up. I wouldn't give up. I'm an inspirational coach today. Here we are. It's funny how it comes full circle, but I overco complicated it and I tried to become a different person to do NEPQ and because I'm naturally pretty direct, right? But I I was trying to what? It's exhausting being trying to be a different person all day. Yeah, I was trained every day, burned out, you know, trying to work long hours, but you can't. And it was when I spent time around Andy, it didn't I didn't stop doing any PQ, right? And and for what it's worth, Andy never tried to get me to stop doing any PQ. All he did was like build me up personally. He, you know, he just made me feel better. He gave me more confidence. He gave me way more confidence and that combination in NP he just gave me the the permission to be myself within NPQ. Yep. And that's when I started having the biggest huge. Yeah. Yeah. That's huge. Like I mean I think people are instead of taking key concepts they're they're trying to take something holist and they're trying to adapt it. And it's like one you don't understand it. Two you didn't even practice it. You just start to implement it right which is stupid. Um, and then three, like you haven't really thought about it, you know, and then you've got, so that's like that's like one thing. Then you've also got like really direct styles like your more straight line, right? Y like straight line is a steamroll and it's a steamroll from start to finish, right? And I think that is a great way to sell just like I think any PQ is a great way to sell. I think that um, you know, if you're a steamroller and you drive a steamroller I think that you will end up like steamrolling a bunch of people but also putting a whole bunch of people off you know and so a little bit of neutrality just a little bit of you know tonality and you know some some intentional things there to soften that a bit make that way better you know and and and so yeah and then there's you know Cardone type selling and again there's like you know and like Zig Ziggler, right? I don't if you ever watched anything from Zig Ziggler, but he's like charisma and stories and like the guy that you just want to talk to all day, you know? I think out of all sales trainers that I've ever seen, Zig Ziggler would be the most fun to be around. Yeah, for sure. I have watched some Yeah. You know, and like taking But if you're not So, if you're not naturally super leaned out, neutral, and like a I don't give a [ __ ] type mentality, you know what I mean? um or if you're not like super confident convicted or if you're not this like charismatic storyteller and if you're not if you're not like a steamroller or whatever. So you got to kind of do a bit of a self assessment of where you are in like your natural procity and then from there you've got to figure out okay I've got to balance that a little bit.
I was in a sales training yesterday with a team that I've been training for years and the guy the main guy is he's a good dude but he is a [ __ ] steamroller of a sales rep. Right. But he has crossed the line recently between like he's gone to like there's a bit of venom behind every question. You can hear you can hear that it's like and and the guy's quite religious. And so I was talking to him the other day and I was trying to put it into his words and I was like um I was like, "Hey man, like let's just say you're trying to convert someone to the gospel." He's like, "Yeah." And I was like, "And they don't want to hear it. Would you go, "Hey man, it's fine. I'm going to heaven. right? Like, would you say that? He's like, "No." And I was like, "Well, that's what you sound like on sales goals." And I was like, "That's not how you change someone's mind. That's how you make them feel stupid and make it feel like you feel like you're right." Yeah. And you feeling like you're right doesn't change anyone's mind. Okay. Yep. And so, you've got to figure out a way to like take who you are and don't change who you are. But when you educate, right? When you're trying to persuade, you have to like soften or harden your basic line personality traits through methods that you can control. Yep. You know, and that's tonality. That's um the use of like the use like the actual words that you use, stuff like that. I was like, you need to work on that because like right now it's just not working. And then you got on the other side, we got another guy on the team called Michael who's like probably like the most genuinely curious human being you've ever met. I don't mean curious as weird. I mean like he's just a super curious person. Yeah. Right. Oh, what's that? Oh, he's like, "Oh, what's that?" No. And he just kind of dives into [ __ ] right? And now he's [ __ ] crushing it. Crushing it because he is like he's one he's really studied like a script in the system. He's really really like interested in sales and so he's gone down the rabbit hole on it, but he's so naturally curious about people that he's like, "Oh, oh, what do you mean?" They're like, "Oh, and they just go and they just within five minutes he's like the best friend." And they're just giving him everything he needs, what he needs to work on at the end is a little bit of slappy schlappy to make daddy happy at the end, you know? And so, yeah. And so it's just super interesting when you see these like I I used to tr train people the same way. Yeah. Regardless of like and like over the last couple years I really realize you know you've got to give people the advice that's right for them and that's it. Like just like it's got to be specific for them. Yeah. Because someone like you I Yeah. I can break you as a sales rep. We've seen it. We've like handed people off to other people. Yeah. and they're very dogmatic about one way of doing things. And it's like, I get it. But like, that person's meek and meager. Don't give them a neutral script. That person's a steamroller. Don't give them a steamroller because they're going to steamroll anyway. Now they're just double steamrolling. Yeah. Now they're offending people. Now you have complaints. Yeah. Now, yeah. Now, now we're getting mad complaints. You know, we we told the guys the other day actually on the insurance call, we're like, "You should get a complaint every now and then." Yeah. you know, because people are like pretty soft soft shelled. Yeah. And so if you're not offending anyone, like it's like not a good sign. Surely surely someone's offended.
So for somebody that's like a type A person that is more steamrolly and probably a little bit more logical, um yeah, let's say they're they're a little bit newer to sales, uh 10 grand or less a month. What do you what would you be like, "Yeah, this is these are a couple good options to go sell." Uh, is in like industry or is in like like styles? Like styles to go learn? Uh, like industry. Um, you know, you think you can get by? Oh, yeah. It doesn't matter really, but I I think that, you know, if I've always said like I mean, if you're at 10 grand a month, like you're you know, you're you're not bad at sales, right? like you're I mean obviously it depends what you're selling. Let's assume you sell something that has any level of decent commission. You're not selling a $10 widget. You're the goat, you know? Um right 10 grand a month and $2 commission. It's like goddamn that's a lot crushing it, you know? Um so, yeah, but I think like there are a couple things. Anything where any like the best things to sell are things that are like bulletproof. Mhm. You know, insurance is bulletproof. Fitness is bulletproof. Those are the two best things to sell. Like I don't give a There's a reason why me and you are in insurance and committed coaches because like they are the best things to sell because if you can crack the code on insurance, you can have a career forever and you can make enormous crazy sums of money. I mean like 300 grand a month. Like we we both know people that have made 300 grand a month selling insurance. You know what I mean? you don't sell them final expense get 30 grand a month you know um but get [ __ ] you can make you can make a lot of money in that industry um as a sales rep not as a person that owns a giant agency like you can make a shitload of money I've seen dudes who are I' I've seen dudes make 90k a month who are like selling a combination of final expense mortgage protection and like general life and they're been in sales for six months like I have seen that happen myself there's a guy on dollar who that. Yeah, right. I know exactly who he [ __ ] Yeah. That fresh athlete, dude. Yeah. Yeah. Yeah. He just [ __ ] worked like 12 hours back. He just [ __ ] sold all day. That's all he did. You know what I mean? So, but [ __ ] good for him. And then, you know, so I think that that's probably like if you're looking at long-term career prospects, I would say that and like B2B staffs, you know what I mean? You can make a good living. You'll never make that kind of money. But if you're looking for a thing that you can make 250 grand a year, um have have a lot of consistency, uh not have to spend your own money and [ __ ] you know, have a pretty good work life balance, like selling more B2B software type stuff. When I mean B2B, I don't mean like selling [ __ ] coaches and consultants business, you know, into like [ __ ] [ __ ] like that. It's like, oh, I sell B2B. It's like, no, you don't. You sell that dude into [ __ ] right? Okay. Like B2B is like multiple decision makers, stakeholders, enterprise level stuff, right? Like I'm still I' I've been trying to close a deal for [ __ ] four months, right? There's a deal uh with New Education, right? I think I'm maybe even five months in, right? Takes a while. It's always a It's always a week away, you know? And the follow-up game, they're actually my follow-up they send to their reps. Oh, let's go. It's a game now, isn't it? Yeah. Yeah. Yeah. I'm getting them. There's no I sent balloons to their office. I saw that post. Yeah. Yeah. I sent balloons. Um I bought a couple of domains that I redirected to Rick Rolls. Oh, let's go. Remember? Um yeah, I've got a I've got a plan for when they sign up, too, but I won't say it on on here because they watch. Um so, uh, but yeah, you know, like it's just the way it is. you can't get frustrated. It's like you just got to like follow the bouncing ball. You know what I mean? I think that's a great thing to do, but again, it takes a lot of patience and you know, all that kind of stuff. But, uh, fitness is, I think, the best thing to get into. Like, if you're a new rep, if you're a setter that's looking to transition, I think come on down to Committed Coaches Town. I don't think there is a better offer in the world. I can confidently say that. I mean like seven was it $3 million a month four months ago 7 million last month right cash he collected uh USD dollars right not [ __ ] pesos um and not fake money either not like [ __ ] saying it on Instagram to be cool like they don't post anything no um no at all coming soon yeah Um, so yeah, I mean, phenomenal business, like good people, interesting model, and if you're a sales rep that wants to learn, get after it. Like, that's a [ __ ] great place to be because, you know, they're they have a way of selling, which I think is good. Like Eli Sanchez runs the runs most of the sales. I do some sales training. I do a lot of recruiting for that place, but because like, man, if you're a rep, you can [ __ ] go there and you can kill it. Um, there's tons of different products to sell, you know what I mean? There's like lots of different products. Um, so if you don't like one, you can go to a different one or whatever, you know? Yeah. Um, and there's lots of different sales training opportunities, but also like you can, you know, you can get reps and if you're going to practice one style, it's just [ __ ] talking to people and not sound like a [ __ ] weirdo. Like not a weirdo pressure. Like there's not a lot of pressure. you're not going to get, you know, nobody's calling you if you didn't close somebody because there's 11,000 leads. We're barely, we're not I think we had 40% lead coverage last week. Um, yeah, or something. It's [ __ ] wild. So, it's pretty wild. Yeah, there's more leads than there are people to [ __ ] call them.
So, um I I maybe another good question that that might be a little bit more appropriate and what about the people that don't they know they need to get better at their tone. They know they need to get better at the things you're talking about, but they don't know how. Even if they maybe they've paid for a training program and they've been trying to. Um I think that I don't I don't know if we'll have the same opinion on this. never talked about it before, but how do you kind of start to coach people that or how how would you tell them to get better?
Um, what I generally do is I sort of do an assessment on the person's personality like when I'm talking to them and you can usually tell pretty quickly like just in the first five words, right? Y um but like I tell them to do like polar opposite extreme. You know, I had the guy the guy I was talking about who's a bit of a steamroller. I had him go, "Hey, I need you to be like the most beta cuck, you hate yourself version of weak and meager on this next role play." And he sounded like a nice guy. Yeah. And I was like, I know you're going to hate me for this, but that was a hundred times better, and that's what you need to do. No, I hated him. I was like, yeah, I know, but listen back to you just sound like a normal guy. You're not actually being that beta. Yeah. And so it's sort of like allowing them to do that and then you know that positive reinforcement of like yes click click here's your treat y and then go okay that element and then it's just one part of it just go like just your opener just and then script that to the [ __ ] house and then you know get consistent at it and then try and work it down. I think that's usually how I sort of fix that. I find that's a good way to fix a lot of weird things that people do. You get them to sort of try and go the other way and then they kind of, you know, like you take a really nice Canadian man and tell him to be a real [ __ ] but be the worst version. You hate yourself. You're the rudest person you've ever met. Most arrogant. They're like, "Hello." Like, "That's okay. Yeah, sweet. Okay, I guess I guess we're here." They're like, "Hey guy, you need to really think about that." You know, but you know, and they go, "Oh, okay." Hey, like it's sort of like give them permission and they can listen back to themselves. And I find listening to yourself is a lot more useful than listening to, you know, like review your own calls and then go, "Oh, yeah. How does it actually sound?" Try and be I think that if more people reviewed their calls, they they could coach themselves, especially like if they're in a membership like yours, it's low cost. There's a ton of of videos to go through. You can go through that, get a baseline knowledge base, and then if you start reviewing your own calls, if you can remove yourself from from thinking as the sales rep and overanalyzing yourself and hating your own voice, and you actually are able to step away, put yourself in the other shoes, most people can common sense their way to a decent script. It's like, what would somebody have to say to me if I was in the if I filled out that ad and I was here and in that situation, what would somebody have to say to me to get me to move forward to the next part of the script? And you can common sense your way there for the most part. I Yeah, that was I would say 90% of the sales train that I did was just me reviewing my own calls. Um, same. Because like I I know what I was thinking. So I can see if my thinking I think people get really sidetracked by the words. Yep. Right. But they're not thinking of like the intent of the word and what happened. Yes. And so I think if you can make that shift and go don't worry about like the word track. Worry about you know I I thought this but in hindsight I can now see that I should have thought this. It's like how do I learn to recognize that earlier, right? That's what you want to learn. And then from there, it's like, okay, well, I asked my question like this, the words, this is the words, the tonality, the intonation, everything, and this is the answer I got. Was that the intended answer that I wanted? If not, was the answer vague? So, what they'll do is they'll change the whole question when in reality, if they just put like a slight hesitation Yep. before or after a word, they would then it would be far clearer what they meant. And so I think a lot of people's questions are vague and yeah that doesn't mean like it just it just means that the the intent is not clear and a lot of times we'll come up with questions that are if somebody asked them to us they would cause sales resistance because they sound salesy but when you're thinking as a sales rep you don't realize it and you're like oh that'll make them buy. And if you just take two seconds to step back and think about if somebody said that to me, would it work? A lot of it is probably no. Yeah. And then you realize also you don't need a lot of questions. I I used one of the things I used to do really deliberately was that I would listen to all my calls and then I would say did that answer provide anything that moved me towards the sale? Yeah. And a lot of time it was like not really. And so I would just ask the whole question just boom gone and then do my script for the next week or two. Then I would listen back to calls and I would say okay did did did that change that needed? and I would go, "Sweet." And my the length of my calls reduced dramatically because I just I cut the questions down and I I was there's all these like filler questions that were just, you know, they were there and then and then because I had like analogies and stuff like that and like preframes because I just wasn't that good. And so I think that those things are a really good tool to use when you're not that good. Yeah. The better you need them. Yeah. Yeah, if your turnality is really good, your timing is really good, you just don't need that stuff. Um, and so I I've I've slowly sort of taken a lot of that stuff out. Um, but that that that element of I think a lot of people have these additive measures all the time. Yeah. And if they could just every now and then just reduce because if you can get your sales script down to like, oh yeah, I can pitch by minute 20, you know, then you have a far greater chance of getting that sale because like no one can remember the totality of an hourong conversation. Like people just forget bits and pieces of it. And so if if it's going to be forgotten, what was the point of talking about it?
Yeah, I've done the same thing in my in my insurance scripts. You know, I actually just posted a YouTube video about it. Um, but I started to realize that in insurance, everybody's getting it because of identity. It's not It's not like a logistical problem. You know what I mean? Because there are other people What do you mean because of identity? What does that mean? Like you have insurance, right, to protect your family. And there are other people in your same shoes, right, that are making the same amount of money that have a family that probably don't have insurance. And so you you view it as a logistical problem. And that's why you're getting the insurance is for logistical reasons, but really you see the problem because of who you are and the type of father you are, type of partner. Oh, no. I was like I remember like there was an issue with the payment for our insurance right as in like uh they didn't want to anyway there's it it bounced a couple times but it was like because of the it's in Australia it needs to come out of a certain type of thing and I was [ __ ] freaking out calling everyone cuz I was like about to go on a trip and I was like [ __ ] sake like I can't have my premium not be paid that's the best reason to not pay the family if I [ __ ] die. Yep. So I was like like [ __ ] I was calling everyone. I was like [ __ ] thing sorted. But a lot of people would not have done that. So most people in insurance they ask a lot of logistical questions like what would happen to your family if nothing happened to you? You know what? And and they try to back people into a logistical corner and I saw bigger lifts and I got I was able to duplicate with the team better. Um, just ignoring everything they say that's about logistics and making it all about identity and it shortened the call time. by Allah. Yeah. And they they like the you know irresponsible fathers don't have insurance. Yeah. Like straight up. And so it was like if one of my friends was like, "Oh, I haven't got insurance." I'd be like, "Are you [ __ ] [ __ ] What are you doing? Like let's call them right now. Like do you not have the money for it? I'll pay it. This is ridiculous." Yeah. It's craziness that people do that. Yeah. But we view it that way because of who we are. And so I I literally removed like five or six questions that are in almost everybody else's insurance script. And I ask one I say, "So is it more so that beneficiary blank?" Like if something happened to you, they could come up with the money and like they would figure it out and they would be all right. You just don't want them to have to go through that. Or is it more so that like if something happened to you, they would be screwed? And there was like it took seven questions to get that answer before I ask it in one and there's way less resistance and they're just like they tell me which one they don't care. They're just like yeah like they'd be [ __ ] Like okay, got it. Okay, we should probably fix that then. Exactly. I also like I also like I also like the objection handling, you know, like these people would try these really fancy objection handling handles with insurance. They go, I want to go and think about it. It's like, yeah, but what if you die in between now and then? Yeah. Like, it's a pretty genuine question. It is a Yeah, but what if what if you die in between now and then? What happens? I guess they'd be [ __ ] All right. Well, I mean, do you want that? Like, do we do we need to think about this anymore? Like what are we thinking about on on is it is it what level of [ __ ] your your family is? Let's try zero zero [ __ ] that and there's no commitment either. So like what are we talking about? Like they insurance legally speaking they can cancel it for 30 days. There's nothing you can do about it as the agent. Like Yeah. But at least they have cover while they think about it. Yeah. Now they have coverage. Think about it. Say you paid. You can cancel tomorrow, right? And then you've got 30 days worth of coverage. You know what I mean? But at least if you [ __ ] [ __ ] it over the next 30 days, at least you're covered. Yeah. It's like the least irresponsible thing you could do. Yeah. What are we talking about? You know? Yeah. So it's like anyway, people are weird. But yeah, I like it.
Um, so if you guys want more information, um, and you want to come in, join Cadence team on committed coaches, you know, go, um, I've got some stuff, uh, you know, in the YouTube membership if you want that. It's like $49 to $199 a month. Has access to I have a I have a call on Thursday with 27 coaches from all different industries who are going to be donating an hour of their month each month to talk about different subjects and stuff like that. And then next week, so I started a coal review submission. Next week, we can review some coals live for $200 a month. Good cost. Yeah, that's wild. Yeah. Well, $50 $49 a month is the cheapest one. You don't get the coaching sessions, but you still get to watch the coaching sessions. That's pretty wild. That's pretty wild. Um, Yeah. But I've also got like a call submission. Um, and me and you can uh have a little bit of fun and review a couple calls and see what we think because uh that is that is one of the funnest things to do is review people's horrible horrible sales calls. They're going to be great. They're going to be great. I had to put on the form. I'm not giving you feedback. You may never hear from this. Don't ever ask me anything. If there's a credit card detail in there, may God have mercy on your soul? Right. God have mercy on your soul. like don't be don't don't be an idiot just please. So yeah, I had someone send me a core review once and I had it was a business owner and I didn't like them and it had a credit card details and every all the information for like this like couple in New York and so I just I called and people I called the couple. Oh dang. Yeah. I was like I just say no cuz it was like so blatantly irresponsible. Yep. And like I I had told them and they were like oh it's not a big deal. I was like, "Oh, it's for sure a big deal." They were like, "Man." So, I called a couple. I was like, "Just so you know." Good to see you. Oh my god. Thank you. I bet they were very appreciative. I was like, "I have your name, your phone number, your email, your physical address, and your credit card number." Who knows what they're on a recording? Did you use your camera voice? Just like I got it from these people. They asked me to review a sales school. They didn't sanitize it. I thought you should have. That's a [ __ ] shitty thing to do. You got to be real careful with that [ __ ] because like you can lose your the business can lose their entire ability. Yeah. To process payments, but also more importantly, that person can easily be scammed because like that's illegal. Can't do that. Just so you know, guys, you're not supposed to hear the number. That's the whole point of it. You as a sales rep cannot hear the number. So, you can't take it. You can't pause the recording. That's not how you do it. Anyway, doesn't matter. Um, I don't do it. So, whatever. All right, guys. Have a good one. See you guys on the next fight.