pm I am making those calls. You get back to my screen here. And all I'm gonna do is I'm gonna call it Jack. Yeah. Jack, do you want to roleplay this with me real quick. So we have an audio recording in this group session so people can ask questions. Sure. Okay. So I've already laid out the scenario. Okay. You're answering the phone. I'm calling you. Because I'm first I'm going to text you hey, I need about 10 minutes of your time. And Jack is gonna say yes. And Jack is on the east coast. So at 330 I'm calling Jack at about 7:30pm right now jack that is available earlier than I'm gonna call but basically go ahead and answer the phone. Hey, John, how you doing? You know, dude, I'm great, man. How about yourself? Any better? I'd be twins. Here you go, buddy. Hey, you got a quick second. Yeah. Okay. So hey, I had a client of mine this morning. They're going to do a 30 day pause on working with me. And that's just going to leave Have an open slot in my coaching program. And so I'm calling you I'm calling a bunch of the people that deal with business owners. And so just out of curiosity, who you don't know me, you know my personality. Okay? Who do you know, in your group? That if you said, hey, you need to talk to John, that they would consider it a value if I actually reached out to all right, my personality, you only because you know me, you know, I'm going to help them whether they work with me or not, I'm going to give them a bunch of stuff for free. Who do you who in your client base can you think of that would benefit from just a conversation with me? Sure, I got I got a couple of yours that come to mind. Probably gonna, I could reach out to them and see, just like you said, you know, I've sat and I got a couple people I think might be of a like mind with you that can sit down with you. Just give me an example. What's the first name? You haven't seen the last name or company name that you Sure? I think my buddy Craig. I know he's still getting started in his current business. But I think you'd benefit more from little more coaching. himself a little too busy. It was quick do it he says a financial kind of financial advisor, but for people who want to do it themselves to kind of guide them along that. Okay, cool. I've had some success there. And why do you think Craig would be a fit for me? Cuz I think he's got big goals and he wants to move on to being a manager of another area. And I think that to get there, he needs some some guidance on how to go from where he is to where he's gonna go. And as much as books and audios are good. I think when you get another person, I think that's a little better for some people. Okay, so I'm gonna go off script for just a second. I'll give you guys some hacks, some expert tips here. Okay. My next question is going to be very important. Okay. So you don't quit for how long? We'll call it 10 years, I think they might be longer actually. Kind of 15 years, I guess. So I can have an idea of how to talk to him and how to approach him see more of an outgoing person or an introverted person is definitely an outgoing person. Knowing, okay, when he walks into the room of any networking event, you probably have been around him when he's in a group environment. Is he flashy? Is he like the person that likes a lot of attention? Or is he more like one on one with someone? I'd say more flashy, but he knows how to pull it back. He actually spent a lot of time in the liquor industry and did really well. No reason he left there's just wasn't a long term life like schedule that he wants to live through. So he would show up to events in a red suit. I mean, you can see the guy from space and but he but he knew how he can confidently walk around in that too. So I think he really knows where you can draw attention, but he's really good at pulling some aside and have a candid one to one. So the two of you were in the room, just yourselves. Who would you consider more successful? Mentally? Way more successful? Hmm, I don't know. Maybe myself, but I don't know by a longshot here because he really is very ambitious. Never settled kind of guy. He likes to go after big goals and big things, right? Yeah. Okay. We're both chasing pretty high goals. We actually talked about some of that. So now I know that this guy is going to be a high D or high personality, okay? Most likely going to be high. And the flashiness, the red suit, things like that. You know, I'm gonna approach this guy in a certain way, when I talk to him, I'm gonna pay attention to his energy level. Pay attention to how he talks. Real quick question, Jack. Does he talk fast? Or does he think before he talks? I'm gonna say talks fast. It does think but I mean, one stories. Yeah, he's a story guy. He's He's a jersey guy, though. So he's ready to jump into the conversation at any part and see where he can relate and come in. So now I know he's a high. It's not a high beams man is not icy? Because high eyes talk a lot. High Ds are outgoing, but they're straight to the point. Okay, they're more telling, not storytelling. Okay. So now that I know this, okay, and let me make some homework for myself. I'm going to drop a bunch of advanced I'm going to create a whole new folder called TTI training in our Dropbox X folder. And I'm gonna give you guys the entire farm, I'm going to give you guys some advanced training of this stuff. This is how you go from a 40% close ratio to a 90 plus percent close ratio. It's all about understanding the personality type of the person, which tells me how to communicate with them, how to approach them, how not to communicate, okay? And when I can connect with them, and speak the same language, that conversation can go anywhere, they can either become a customer, or they can lead me to customer. Okay, so now the only thing I would do with Jack is to close that go, hey, well do me a huge favor, if you can, calling. The gesture offers, okay. It's not just me. Looking for a new client to work with. And he's interviewing clients right now. Yeah, John, you froze for a second there. So I think a couple of missed the last 15 seconds. What he said is my internet connection was unstable. So what I would do is I would contact Craig and say, hey, my mentor, John Pyron. I'm in a mastermind group with him. Let me know this morning, that your case this afternoon, that he is got an open slot coming up in his coaching program. Okay, he's actively looking for somebody to work with. And I thought he asked me if I knew of somebody that would resonate with him that he would be able to help hit their big goals. And I thought to you, okay, I talked to him about you, and he's open to meeting you. Do you mind? If I do an email introduction to the two of you? He's gonna say yes. Okay. And then I'll just take it from there. Okay, so, but that go back when you guys get the recording, okay, and you get the transcripts. Okay? The reason I do that SOS fluid, is because I've done it hundreds, probably 1000s of times, anytime I want a customer. Okay. I go to my power base first, that is the first place I go. And right now, I would say probably 100% of the time this year, I haven't had to do any other strategies. Okay. And because the more you do it, the more you you master the deal when you're in real estate, or your handyman service or you're in it, the Holy Grail is adding contacts to your database every single day. And you do that with marketing. Okay, I want the contacts in your phone. Okay, I want the contacts that my friend has that my associate has? Because they know people I don't know. And so if you use the script that I just did the roleplay I just did with Jack. Right. And I have to think back when I was starting the business I have now I started from nothing. Right? And literally, you know, brand new business brand new industry went from the IT industry to the coaching completely separate businesses. Okay. And, number one, I worked with a mentor. Okay, that's always going to be my number one. Number two, is I laid out a plan and I go, Okay, from eight to five, Monday through Friday, that's when my customer is going to be available. My potential customer. I am going to protect that time. I talked to my wife. I talked to my kid, which we'll see he's six teams, so he was five and a half at the time. Now try to control a five and a half year old. That's interesting, but I told him flat out I said, when this door to my office is close. You don't knock on the door. Okay, under any circumstances. Unless the house is burning down. You go talk to mom, or you call 911. Okay, because if I don't focus, we don't eat. Okay? If I don't focus, we don't succeed as a family. Okay? And that's just the mind, the mindset I've raised my kid with. And so as a result, you know, he did it a couple of times, obviously. And then I had the overtime he understood because I started saying, when Daddy gets a new customer, Preston gets to get a goal that he puts on the fridge. Okay, so once I started having him put his own pictures of his own goals on the fridge, he left My daughter loves. Okay. So, and it taught him a very important skill. But there was all that was the only way. Because I could yell at him all I want. Yeah. But all he's basically saying is something else is more important than him. And I didn't want to instill that into his head. But once I tied it to his needs, okay, he's like, Hey, how many? How many appointments Did you set today? Oh, he calls did you have a, Hey, when are we going to Disneyland, you know, and so, but it all comes down to marketing. So when you're starting off, or you don't have customers, or you're not completely maxed out, you've got to do it in the structure. And its revenue producing activities. What are the revenue producing activities, taking care of an existing customer, that's number one. Number two, taking care of a prospect that I have an appointment with. Number three, setting an appointment to talk to a prospect about my business. Number four, if I don't have enough leads, it's going to be marketing and generating leads. Once I have enough leads, you only need 200 qualified leads. Okay, in the Dropbox folder, there is a section called sales process training. There's a sub folder in there called appointment setting, there's a system in there that I have used, I invented in 2003, because I didn't want to make cold calls. And it basically creates a crock pot that 200 leads, it's called a marketing Touch system. It is the number one system i i is my go to system, every time I started a business, if I was going to become a mortgage person, I would do that system, if I was going to become a real estate person, I would do that system. If I was a handyman, I would do that system. Definitely the it spaces I built for businesses in the millions of dollars with that system. Okay, and I can't work 1000 leads successfully, I can work 225 a day for eight business days cycles, and then rinse and repeat. Okay, and I lay it out step by step in there and how to do it. That is the best marketing and appointment setting system I've ever used. And, and will continue to use if I ever started another business. Okay, so power base, here's the homework, go through power basics, call each other and roleplay with one another. What's gonna be funny as heck is what you guys talk about next week, when we show up to this call, because Michael is going to call Josiah Josiah is going to call Michael or Vanessa, the four of you, some of you are going to feed each other referrals this week. And it's going to be funny because Josiah is a very popular handyman and he's damn good. And I guarantee you he can introduce the two of you, the realtor the two mortgage people to someone this week. I guarantee you, the two mortgage people and the real estate person, okay, because I'm doing this for the recording because we got a couple other people are gonna listen to recording are going to be able to feed joke business. And then all of a sudden, it's going to go back and forth and back and forth, and back and forth. And every single week you guys are going to feed business back and forth. Right? Because even though Joe is in a networking group with me, okay, unless the mortgage person or real estate person in that group is doing the same thing with Josiah, he's probably going to do it with the person that gives him the most business. Okay, so, go for it. Jack and I are going to do this this week. And we're gonna come back next week and we're gonna report on the results. But this strategy for marketing will create everybody referrals this week also how to go and contact your customers. Okay, so I hope that's been helpful. I'm going to open it up for q&a. And if you want to talk about this, you need clarification. Or you just want to talk about something else because it's a mastermind group. First come first serve who wants to go first. So I always thought this is a funny thought I had use years earlier when I was a young professional that I had the comfort and competence saying that if I had to move out from any of the companies that I was with when I was younger, I had no problem or worried that I'd be able to move somewhere and start over again. And friends family Oh, how can you do that? You're so young, what are you going to do? And I said I know the relationships I know the network I've built I know that I can start there and build up from there so it didn't matter to me and I genuinely wasn't nervous that if one door closed that I couldn't open or start or create my own door to open for next part but it really does come to power base and every time I rethink this and rewrite this list I think at first something and okay I've got I've gotten you know six people on this power base then thing that's that that's not enough. I need to increase this because I need to find more people that'd be can be a reoccurring parts of this that can sit down with and I have started to get more frequent on scheduling those and making sure that I'm having reoccurring conversations with these people too. And just if if I don't hear from more for a while, some of these people, I might just stop in and just drop into their office, because that's the kind of person I am. And that's also what you can get with jersey, just hey, I'm here, you want to sit down I had a client of ours, showed up to and I heard him for a while. And he said, man, just so busy, it's like, Well, sounds like you still do lunch, right? You got you got to some time to eat. And him and I went out and found out that he actually needs a lot of help with a lot of it compliances too. So he was busy and too busy, too busy to reach out to me. But when I showed up there was happy took that took things off his plate. And I actually found a way to earn that time. Because now he wants to sit down with me the next time I reach out to him because it's not just self serving, it's not just me trying to pitch something to him, he knows that we're able to benefit each other. And that's another part that was one of happen if I didn't feel like at some point, just kind of show up there for that one. But again, this base is really important to know that you can take your your skills and transfer them. That's why you can do it for doing again and again. And it Yeah, it's uh, it's amazing. Like, I went out and had breakfast with a client of mine this morning. And what's funny is I'm brokering the sale of my other clients business to this client. And so it's kind of having to walk that tightrope between the two, because I have to represent both sides. And it's kind of interesting. And so when I get out of the meeting, I'm coming here, and I call my other client who's selling and he goes, Hey, what's the sale goes through this new job that I landed, is like the, the my dream job, like, it's a big fortune 500 company. And, you know, they brought me in at the top pay scale because of my background, but I got a commission component to my deal. And so, you know, I'm gonna want to, you know, do a strategy session with you. And, and I was very fired up with him, because I've worked with him now for two years. And I'm like, Dude, it's, if you want to get a head, start on that, just make your power base list, create your poi list, we'll get together, we'll take your compensation plan, we'll put it in an Excel spreadsheet, you need to decide how much money you want to earn. And then we're going to reverse engineer it. And you're going to know what to do every single day, every single week, every single month, and you're gonna hit the goal. I said, it's no different than what we've done before. Because like he just started the business he's selling a year ago and is now having to sell it, but it's the same for all of us. You decide what you want. Now, if you want, you know, if you're already super, super profitable in your business, that could also be a detriment. Grant Cardone released a book called The Millionaire booklet. He wrote it in like two hours, got all inspired one day, and came back from a fundraiser and nobody could meet helped meet the goals. So he had to write a million dollar check to help them meet the goal. And he's like, I cannot believe people. It's so easy to become millionaire. So he sat down, he wrote a book called The Millionaire booklet. Well, one of the things from the millionaire booklet is, keep yourself broke. When money comes in, take the money, funds, your business funds, your personal lifestyle, the rest of it goes into a sacred account is no longer allowed to be touched and now you're broke again. Okay. And and that is going to force you to hustle. Right? And so, I think it was yesterday. No, it was this morning this morning. I'm like, one of my clients was supposed to pay their bill. And they didn't pack and he's like, man, you gotta give me cell Friday and blah blah blah or whatever. Right? I don't care. Yeah. And my like I said, my number one rule is like I don't go and grab existing money man, I stay broke. CARDONE taught me this and I have made it so much more money sense. And, and so I'm like, Well, shit, it would be easy for me just go to the bank. Transfer the money. not miss a beat. Now, but I'm like, You know what? Because for me, I make clients pay for shit. Okay, like, this guy that was supposed to pay me that that is supposed to pay certain bills because I am paying those bills. He's paid. Okay. And I'm like, You know what? Mike Sasser, you told me a long time ago. Your income is not allowed to ever go down ever. Okay. And the Grant Cardone taught me how to be broke, and actually be okay with it because I have some serious trouble childhood trauma from being poor and broke. It took some emotional growth to be able to actually make the strategy work for me. But I'm like, Okay, well, let me do it. You talk to God, I'm like, You're responsible for it, not me. I'm just gonna show up and do the work. So I made my list. I got my list right here. Yeah. And I'm going to call these people. And I'm gonna, I'm gonna not only land some new sales and some new clients, but Mr. client that didn't pay me on time might not be a client anymore. Okay, so. So here's the point of the thing. When you know how to do power base, when you know how to do poi, when you know how to do the marketing type system that hitting believe I haven't even shared that with you guys. The marketing type system is the holy grail man, when it comes to marketing. It creates a marketing consistency in your business. It would like I have taught it to 1000s of real estate people. Okay, 1000s of mortgage people. Okay. I taught this to exp when exp first started. Okay. Me and Steve Harper developed the first training program for exp. Okay, I trained Brent goes team on this system. I trained Marguerite crystals team on the system, I trained Tom Dave's and his team on the system. And all of you locally know who I'm talking about. Okay. So this system implemented, you get to show up here on this mastermind or text me in between and go is my system set up? Right? Okay, but I promise you this, you do this system, and you'll have more more freaking business. You even know what to do with the challenge of this system is is I I've had to shut it off many times because it creates too much business. And I didn't want to hire somebody. Okay. But now, yeah, well, Sonia, Sonia out of the Philippines used to manage the system for me. Yeah, because I didn't want to do it either. But COVID Hit internet script. Now, I think I'm gonna relaunch it again. But do the system as its laid out. Okay. And again, it's in the Resources folder, under sales process training, appointment setting, okay. And you can I use less annoying CRM for it. Because when I was doing it, personally, I needed to get the entire first part of it done in nine minutes. I didn't want to spend a half hour doing this crap every day. And so I chose a CRM, that's not my primary CRM, but it works for this system. Let me show you. Let me go into drive real quick that we have it on the recording here and show you exactly what I'm talking about. Get my screen set up and I'm gonna share my screen share your screen to boom, guy, and under business owners mastermind group which you all have access to. And you go to Resources. And you go down here to number seven sales process training by John Pyron. Under appointment setting, how to set up your marketing tech system step by step video how to actually do the marketing Touch system. Okay, step by step, okay? If you find because I'm sure they updated their systems since 2015, I still use that CRM, even today. It's gonna be if there's anything that's changed about it, and you would like me to walk you through setting up your own system, and you allow me to record it and use it like I did. My grant, my buddy grant Perry, back in 2015 wanted me to set the system up for him. And I said, I get to record it. And I get to train 1000s of people for however long I want. He said okay, so that's that video is me setting up his system from scratch. Okay, and then how to how to implement, okay, so there's no reason you can't succeed here. If you find that you get stuck, let me know I'd be more than happy to hop on a call with you and I get to record it and I get to use it as a training module. But at least you get the system set up the way you want it. It's a win, right? But what's the System Setup? Dude, I swear, do you have an ISA sorry about that, what's a system setup dudes and dudettes, okay, then you just implement this thing. And it's the consistency of the marketing, the appointment setting, all the stuff that will produce that predictable result. Okay, marketing is all about consistency. Who's next? Had one other thought it also deals with that power base, it's also important to realize, and this is a conversation we had the other day, when someone's not trying to be a part of that parent base, I sat down with a person who could write cyber insurance. And it was apparent to me after sitting down with them, that they were only looking for it to be a one way street. So your power base, learn to know that you can play hardball with some people, but if it's only going one way, especially for your industry to for anything, real estate, it's only going one way and they're not trying to, you can let them know there's someone else, there's, there's always someone else who does the same thing you want to relationship, and you want to be something where we both benefit it but if it gets to where you try it out, and it doesn't come back to you, you can let that person know you're going to move on and find someone else that will reciprocate and they'll lose out on their own business as part of that. salutely Any comments, feedback questions about what Jeff just said? Any one other thing was Mario case, we talked about power base talked about poi and talked about marketing type systems. When it comes to marketing, and literally make getting, if you don't have your name as a domain, I would get it. Okay. So Lisa lam.com Give it a go because you can redirect it to wherever you want. And but you never know down the road where you're gonna want to use that. Okay. And you know, if you go to 10x Consulting Group inc.com, which is my corporation, it forwards to John pyron.com. And, you know, any other any of the other companies, so, having your branding down, having a good solid call to action on your website is going to be very important.On the CRM, you just use this less annoying CRM just for this one strategy or use it for everything. Mostly for it's just that system. Now I've used it for pipeline management, I've used it because it snaps it snaps in seamlessly with MailChimp. Okay. And so when I was using doing email marketing, I use MailChimp in it all seamlessly works. But when I was building my business from scratch, I needed the fastest path to success, and the least amount of expense. So if you use the affiliate code, actually, I think I have a new affiliate code, then you get it for free for 60 days. And then it's like 10 bucks a month afterwards. Give me one second, I'm gonna I'm gonna post the affiliate link in there. But yeah, I used to, I used to use it every single day. And built built, built businesses very quick. Every every client I've taken on it doesn't have a CRM and I work with one on one. I started them out with this year's another CRM in addition to this, currently, where do you use just now I still have less annoying CRM. And I have a digital marketing agency that's out sourced that does all of my blogs and newsletters and email blasts and they use Constant Contact, they don't use MailChimp, or they don't use. So I've had to carve off a list of them. But I personally have I don't I'm not very active in listening serum right now. Because the referral systems I have in place, I get more referrals every week than I can even get to. Okay, I get an average of three to five referrals a week, like clockwork. So a lot of that should go into my CRM. And one of these days it will get put in there. But I'm too busy meeting clients and closing business right now that I don't really care if everything crashed, if I decided to start a new business right now, or for whatever reason, you know, half my client base just fell off the planet. You know, something major happened. My very first thing I would do is go back to my database relaunch my systems and go, I've been through I've been through three economic disasters the.com bomb, the 2008 crash and COVID. And every single time I relaunched that system right away. Oh, like clockwork, yeah. I relaunched power base poi and marketing type system, and I don't do anything else. I cancel everything else. And unlike a machine, and I'm like, oh, and so and it works every time. So when COVID hit this was the number one strategy I read. One of my clients went through only had one client go out of business, when they were brand new client and 90% of their, their clients closed their doors. So they went out of business. But all my other clients We got the power base poi and marketing dispatch system. And every single one of them grew during COVID. Because it's a high touch, it's high touch, high touch, high touch, high touch. And it's referral based marketing. And it's, it's a big, it literally takes the law of sowing and reaping, and puts it on steroids. Because if you follow the system's how I've taught it and how I've laid it out, you're the biggest server you're calling me on Hey, Kevin, what's going on, man? John Pyron? How can I help you, man? What is the biggest challenge you have right now? How can I help you? Okay. Well, if you can find somebody to come out and pick up the dog poop out of my yard, you can help me Hey, man, if I bite know somebody that does that, would you want me to referral? Absolutely. Now that they've helped you, I'm gonna be able to ask you for your help. Okay, and if you can help me great, if not, you probably know somebody, you know. But that's why that system works. The less annoying CRM The reason I like that is because it's simple to manage. It integrates with Google, it integrates with Outlook and integrates with any system out there. And it's just simple. Okay, that's why they call it less annoying. CRM. Yeah. And so there is a think the affiliate link is still good on the one that I shared with everybody. You see, refer friend, where's that refer a friend, here we go. Boom, copy, chat. I promise you this. And it's easy to it's easy to migrate, like I could take context of my Outlook, I can take it out. And whatever system I have, I can throw them in here just specifically for the marketing type system, and nothing else. And and be successful. The reason I went with this system is I've tried Salesforce, I've tried Goldmine, I tried. Zoho, I tried all kinds of other systems is just too many clicks. To get it done. And the fastest, I've been able to send out 25 emails. Without it being an email marketing system is nine minutes and 36 seconds. Because it's already pre is just how the system is set up. So it creates a simplified system that you're allowed to be consistent with. And the key is being consistent. Yeah, and adding a tremendous amount of value. And you'll see what I'm talking about once you go through the training. And if you guys want to spend time on next week, or, you know, if enough you go hey, man, you know, I need some more clarification, we'll set up a different call outside of this, I want you guys to be successful with this because this this is a money printing machine. This solved my problem in 2003 from having to make 300 cold calls a week, I hated that freakin activity more than I'd rather go get a root canal. Okay, and I'm a high D personality, and I'm a master sales trainer. And I hate cold calling with a passion. Okay, nothing pisses me off more than wasting time. Okay. And so, if you look in that folder, there's a training in there called the deck of cards distinction. Because in order for me to psychologically get through making cold calls, I had to have a deck of cards in front of me, and I had to shuffle them constantly. And I had to constantly remind myself, I cannot find the ace in here without flipping over all the cards. But there are four aces in here and I have no idea where they're at. All I can do and all I can control is picking up the phone and dialing the phone number. Okay, I can get I can get a person on the line. Or I can flip over a card and it's a jack of spades and I can sit there and argue with that card all I want and try to turn it into an ace of spades and no matter how much beg try, it's not going to become an ace of spades. Okay, it's better for me to identify it's not an ace of spades as quickly as possible. Turn the next card over. Here's a serious here's the analogy. It's easier for me to identify the person I'm talking to is not a fit for me and hang up the phone and dial the next number in it is for me to try to convert that person into being the right person. Okay, and so and cold calling is not sales, okay? People confuse that cold calling is marketing. Okay, so marketing is that are getting attention once they say yes, I agree to have a 10 minute phone call with you. Yes, I agree. Now sales kicks in. Okay, so if I'm in marketing if I'm in or if I'm in mortgage if I'm in real estate if I'm a handyman if I'm in it all roads lead to a 10 minute phone call. If I had to pick one thing I've learned while Steve Melbourne is on top to me, May 17 2015. The number one thing I learned from that guy is stop spending time with people that are not a prospect. Okay, give them 10 minutes, but no more than that. Okay, qualifier. So, even in the mortgage person Hey, Joe, this is Michael, well, mortgage person I got your information from Joe or Sally Smith. I was at Granite Rock grill, I saw your card there, I wanted to get a hold of you. And I see that you're a landscape company. I'm in I'm in the mortgage industry. I might have some people that can refer you to and vice versa. Do you have time this week or next week for a 10 minute phone call? I'd love to get a chance to know you better and see if there's anybody in my network that can benefit from your products and services and vice versa. Do you have time this week or next week for 10 minute call? That is going to convert it 91% Because you if he says no. I've now verified he's stupid. And I don't want to spend any more time with him anyways. Okay. He is going to say yes, because oh, there might be something in it for me. Okay, so I get him on the phone. If I can't get 10 minutes of a person's time, I can't get to know okay, they can't get to know me and I know that this is going to work for all of you because nobody else is doing so and all of you can succeed with this. So role playing this with one another. Okay, I see that Jack had a drop off because he's got another appointment but the four of you are power partners. Like the four of you should literally get together on a regular basis and roleplay was one of them. Yeah, sharpen each other skills you both all of you will refer business every week back and forth. So all right Jack, this chat window Yep, though 230 Gotta go by great okay, yep, I'm gonna go to so hope this has been valuable we're gonna have to have the recording chopped up because I a little bit because they shared a bunch of CARDONE stuff in there that I don't want to out there anyways, have a great week guys, I'll talk to you later. All right, well the recording before I let you go the recording of this call will be put in the Dropbox folder for you guys regardless. Okay, in the part on the on the cardinal stuff will be there. But personal do it later on today. So, alright, I'll talk to you guys later. Thank you. Bye