 The Envision readers have followed this link to meet you or learn more so tell us what is the inspiration behind let's get to second base Yeah, so first off. Thank you. Thank you for following the link to get here Secondly back to your question the inspiration behind getting to second base comes from a patient that I had a long time ago named Shari and The topic of this kind of looming feeling is really important because I've witnessed countless doctors and opticians Develop this kind of fear of being viewed as salesy and for most of us this mentality kind of you know changes over time So gradually that we don't even realize it now early on in my career I had a run-in with this lady named Shari and she was a widow in her late 60s very beautiful very confident and somewhat intimidating to most but I was intrigued by her she brought in an outside prescription when she came in and she had said that The other opticals that she visited had no style and That speaking with them made her question their overall intelligence No pressure, right? So i'm picking out glasses. Shari and I had tried on some styles I told her that we were going to get her the clearest vision possible minimize the glare and have the best protection against scratch resistance And then I told her that her option a frame choice was going to be about 1100 dollars And her option b frame choice with the lenses was going to be about 800 dollars And you know what she said she said thank you She thanked me for telling her what I recommended She also appreciated that she didn't feel like she was on a game show trying to estimate the total cost being added up In her head like the other opticals were doing to her and when she said thank you I honestly almost started to cry I told Shari that I had dealt with a woman who had purchased glasses from um one of my opticians And insisted on speaking with the manager and demanded her 175 dollars back that she paid for glasses because we were ripping her off And as I was telling Shari how um refreshing it was to have this compliment Especially when I just quoted her in such a high price Shari stopped me and said oh honey, you've got it wrong It has absolutely nothing to do with the price You presented these to me with such confidence that I know I'm going to love them and people will pay for that value And if you can teach your team to have that level of confidence, too You won't have to deal with any behavior like that And she was so right and in eye care we fear getting our faces bitten off by a patient Rather than taking confidence in our stance and our expertise we tread lightly and We maybe recommend that You know 175 dollar frame instead of the 300 dollar frame for fear of you know the patient freaking out We make partial recommendations. We offer them meh and to reflective treatment because the best one is 60 dollars more Or we go to the progressive that some people like because it's 100 less than that progressive that pretty much everybody likes So honestly, I'm thankful. I met shari. She gave me a whole new perspective that moment with shari helped me to really understand that um how we handle things in our optical as a mindset And this unique mindset is um what I've carried with me through all of my optical years through my coaching Through my speaking through my repping years and now through aspexy and and this is what I teach our members We develop confident teams All right, now that we got all the introductions out of the way last month Let's get into the real stuff the idea that they can give one number of what all Opticals should be turning their inventory at is total bullshit I said bullshit This month sales column is about properly managing your inventory in its most simple form It's basically having more of what sells and get rid of what doesn't