 Alright guys, welcome back to the one percenter podcast. It's Danny Klein. I'm here with big righty What up, what up episode this I think it's seven or eight We're kicking it off man I wanted to introduce big righty to everybody on the YouTube and Go ahead man. I want to start off by just kind of asking Ryan kind of a little bit of his background Like number one what'd you do before sales like tell us a little about your childhood How you got in the car business and then how you even like even ended up here You're from you're from Green Bay Green Bay, Wisconsin born and raised. So so my Oh, huge Packers fan. I mean massive. So my story is a little bit different Grew up in Wisconsin, you know big outdoors guy loved hunting and fishing From the moment I was little kid all I wanted to do is fish So my dream was to work at like a Bass Pro shops or a Cabela's and I just wanted to sell fishing tackle I just wanted to sell fishing tackle and fish So when I was 15 years old I ended up getting a job at this little tiny bait and tackle shop. It was like my dream I mean, I was selling night crawlers and were you on like the inner city or were you like outside a little bit like in this No, this was like, yeah, this was right in the inner city, you know, I mean Green Bay. It's a small town It's about a hundred thousand people and you have the you have Lake Michigan and the Fox River Okay, I'm painting the picture. Yes, you know what I mean? So it's just a little you know Green Bay, Wisconsin, so I'm at this bait shop and I'm selling bait and tackle minnows, you know night crawlers lures and I was just living the dream I did that till I was about 21 and at the age of 21 How old are you now just so that I'm 26 when I was your age Danny? I was 11. Oh, yeah By the way, I'm guys. I'm 23 years old Ryan's 26. Yeah, and so when you're 21. Yeah, so when I was 21 I ended up getting my girlfriend at the time pregnant So that was a big life change because you know at the bait and tackle shop, you know I wasn't that's not getting I was making and I was getting paid night crawlers and just fishing all the time So when I was 21 I had to make a decision that like I had to do something to support this little baby coming into the world Right, so in Green Bay everyone works in a paper mill and I don't know if you guys know what paper mills are But they make paper. Yeah, it doesn't sound like the most fun. Yeah, it's not really like an ideal job But it's a good. I'm still trying to picture. It's been about two years I'm still trying to picture what a paper mill really looks like it's it's dirty wet You know, it was fun. I mean a lot of things are dirty wet But you know, but this place was you know, it was a good Benefits paid a lot better than than the bait and tackle It's a nasty nasty work environment. Nothing you want to stay at for yeah, you know, 12 hour shifts Which aren't bad, but it was like swing shift Which means like you work days and nights and it's just getting paid hourly getting paid hourly which I mean How are you making? I was probably making 70 grand a year So it wasn't bad, but it was just like I always had this feeling like I can do more like I now I'd watch YouTube videos and I'd watch podcasts like this and I'd see these guys talking about like Sales and you know leveling up, you know, it's fine said everything Yeah, I'll know that stuff and I'd really like that and the environment at the paper mill the guys I was surrounded with didn't really think that way. They just thought hey work for 50 years Put money into a 401k and retire at 70 99% you know get a job go to work Have a good family. Yeah, and then you die. Yeah, that's that's like it and I was just like man That's not a dream. Yeah, this isn't I just don't see myself doing this I don't want to be that person and I really believe like you can be whoever you want to be like, you know Whatever you visualize a hundred percent back. That's your reality and I always just seen this this better version So long story short. I'm at the paper mill for a couple years bust the my tail have the baby Yeah, have the baby Remy love Remy. I mean you've met Remy. She's a little princess She's definitely like she's a little girl little girl version big old smile happy all the time She's always happy and well, so I was met the paper mill things are going all right a buddy of mine So we're I'm at this bar, you know in Green Bay, Wisconsin a guy pulls up that I had known from high school He pulls up in this black AMG Mercedes all blacked out and nobody in Green Bay has that unless you're like a packer player, right? You know, so I'm like, bro. What do you do for a living? He's like I sell cars and I'm like come on you sell cars and you're I mean, this is like a you know Probably a hundred and fifty thousand dollar car easily. Oh, yeah, and I'm like he's like yeah I sell cars and I'm like well, how much did you make last year? He's like I like 200 250 something like something like that right now. I'm like get the heck out of another story This is cool. Yeah, and I was just like dude and this guy was he's a great guy I love the guy, but he's like if he can do it. I can do it. That's the same mentality. I had I was like this guy There's just no way so that's when I started really like and this was probably six months before I got into the car business So did you go and just like put applications in like for the guys that like I was thinking the same thing that we were thinking back Like when we were like like I want that car. I want to have that life I can there's no like me and you're no different for the guys that have that mentality What would you recommend for them to like go and get a job that you just walk in are you submit applications? Did you just have a friend that got you a job or how to go down for you? So well, that's that misses how it all wraps into like the elite group and Andy This is right. This is where I ran into Andy and Andy closed me. So I'm on YouTube That's never happened to us. Oh, yeah, life changing. So Andy's I'm on YouTube I'm watching all this different YouTube on sales and training because I want to I want to get prepared before I get the job Because I can't like afford to take a pay cut. There's no hourly. There's no hourly. You're the closer you don't exactly And I was like and I knew that so I'm like, I want to go into this and make sure I can I can crush So to the gate so I'm on YouTube. I run into Andy. This is back before Andy was like really big how to sell cars Yeah, I was just how to sell cars. I was scrolling and I'm seeing all this different stuff It's just this is 2020 by the way. Yeah, this is like 20 20 20 Maybe 2019. Oh, yeah, like like in the like fall. Yeah, so well anyway, so I'm on YouTube find Andy I really resonate with him and he's got this text me whatever number we all know the nine one eight nine one eight two One oh zero two five four. So so I I call it up Andy closes me on a seminar. Hey, I'm flying. You're gonna fly out to Oklahoma first call first call Now that's just you wanting it like well, and I wasn't even the carbons I was still at the paper mill at this point and I'm just like, okay I hear all these guys talking about personal development and skill acquisition. That's something. I've never done Maybe I should I should do that and I had you know a couple of grand in the bank You know I wasn't like didn't have a lot of money, but I'm like, you know what this is one thing I haven't done. Let's try it. So I fly out to Oklahoma, right? I got a suit this wasn't Oklahoma wasn't like, you know, it's not like all Scottsdale come out here palm trees Like it was like any close on Oklahoma. I mean, that's that's a close. Yeah Well, and I was jacked I was like, you know, I'm getting on a plane. I'm flying out. This is it was kind of exciting So fast forward you fly down. Yeah fly down the twins. Yeah, meet the whole team meet the whole team Go to a master closer seminar, and I'm jacked up. I'm like I'm like I heard you ran that room You might as well bring the whole room dude I was just meeting all these people and shaking hands and networking and hearing all these guys doing really well And I'm like man, I really like this environment I really like being around these people so I go back and by the way It was the very first time I ever went live on Facebook was at the seminar And it was like during COVID too. So people were all like, oh my god, you're in a room full of people You still had to fly with masks. Yeah, everything And I remember how a nerve because a lot of people ask us now Hey, how do you get over the fear of going live? Like what if I say something stupid? I remember being in that room and going like man You're like and for everyone out there That's like the same thing like trying to go Facebook live or they oh, how do I get on a podcast? How do I do that or how do I speak? You just don't care what other people think about you Yeah, you just do it and well so and then so anyways do that fly back to Green Bay I'm jacked. I'm calling my girlfriend going. Oh, I just this is the best I remember my flight actually got delayed because I had to go to work the next day And actually I think I just had started at the dealership like my first like week Now this was kind of happening at the dealership and my flight was delayed. I had to fly into Chicago Which is like four or five hours from Green Bay had had my girlfriend come pick me up at like midnight Drive back so I get to work in the morning at like nine. It's my first week Can't miss the meeting. Yeah, and I'm like it was like crazy but I'm all fired up and I'll go back to the so now I'm at the dealership and My first month. I mean absolutely crush it. You know, I mean, I'm just I got good attitude I got you know my skill wasn't like high, but I just had a good thing I like about Ryan is Ryan wasn't in the car business for five years No, wasn't the car business for I mean it was like less than a year And that's one thing a lot of people like Andy snagged this guy just so you snag me I was less than two years in the car business. He snagged him less than one year in the car business The the time and experience doesn't mean anything. It's a skill acquisition It's how much you want to put in is what you're gonna get out and then like so What nine months in like what did you make like how did that progression? Yeah So like my first actually was really it was really cool because the dealership. So my first month you're on like a New person pay plan. Yep. Yep grumpy pay plan. It's pretty it's pretty crap The idea of it is you're probably not gonna sell a lot. So it's actually it's good pay But it's a safe paper safe pay plan But I ended up selling so much that like they felt bad for not paying me like because I had sold like 20 cars Yep, and they're like holy shit, you know, so they actually pulled me aside So hey, we're gonna take you off the new guy pay plan early put you on the big daddy pay plan That's I was like, yes, this is this is awesome. You know, and I have my first like big paycheck I think it was like my first that's nice of them. That's nice of them. Yeah, they didn't have to do that You guys are amazing shout out doors for yeah, but they're not the great dealership and really great family But yeah, so then I was just I was fired up, you know, I was just I was in love and that's that's how it happened And then so you're killing it. How did how did you work here? There's a question that I get off and you get off And they're like, hey, how do you work for Andy? How did you come here? Like what can I do? It was like, what was your experience? Yeah, this was a this is another crazy story So I I me and my girlfriend just had moved into a brand new duplex was like a 3200 square foot duplex So it's big and it's out in the country making the big money. Yeah I was and I remember the rent was like 1,600 bucks a month and I was like, oh my god This is crazy. And but it was all in the country had like deer in the backyard was a brand new construction It was like it was beautiful We were there for one month and I get a call from Ian and Evan Macklin and they're like, bro We're moving to Scottsdale, Arizona. We want you to be on our team And basically I was so pumped up. I was like done I'm coming literally that night packed up a Kia Seltos a little Kia Seltos drove 30 hours never looked back and Been here ever since and the really crazy thing is about three months before Ian and Evan had called me Yep, my the mother of my child. She's she's moving to Phoenix. Wow and taking her with me And I'm like, this is a big. It's like, it's like Hard calling man. Yeah, and then and I'm like well then Ian and Evan like here moving to Scottsdale like we're Scottsdale They're like, oh, it's by Phoenix. I'm like done my daughter's down there gonna be down there I'm going down there. I want to be around you guys and I didn't care about money I didn't care about where I was gonna live Ian was just like, hey man come live with me for 30 days until you figure something out. That's it all worked out That's the biggest thing about everyone that's that's been hired on is it wasn't hey How much money we're gonna make, you know, what's the pay plan? How do we you know, there was no discussion of that You know Sean Paul, so twins called you Sean Paul or called me and I was like dude I'm in and then I was like I was so oblivious to it I'm like, what are we gonna be doing like, you know, I didn't know that we're gonna be coaching I didn't know that be, you know flying all over the country like I had no idea What we're gonna be doing I was just all and that was the day after my dad had passed away So it's like when all one of the worst things like you could have ever happened I was like it almost like it was like God was saying hey, this is your calling and it was weird I was almost I almost had a feeling that I like goosebumps. Yeah, I know that it was gonna happen man. It's just yeah It's just about the higher purpose And taking action man. Well into and taking action and making quick decisions like a lot of people paralyzed They did paralyze they overthink and that that in my life held me back a lot is I'd like be over thinking everything I didn't make a quick decision now in my life if I'm gonna make a bad decision I'm gonna make it quick if I'm gonna make a good decision I'm gonna make it quick because time you got to compress those time frames and that's so important And I see a lot of people in life, especially in sales. They just they just procrastinate that's a huge bomb It's like trying to figure out who's the buyer right calling all these leads. Well, it's like well There was one guy over here who called a hundred he made a hundred calls, right? He got ten appointments and there was another guy who was trying to figure out. Oh, what's the perfect lead? I'm gonna call the good leads we he only called 10 or 20 and he didn't get any It's like the same thing also like, you know, the guy that's trying to find the perfect girl He gets broken up with he gets his heart broken He never dates another girl again And there's another guy who goes and just dates a whole bunch of girls and then he finds a love of his life Sooner than the other guy because exactly of the lack of the lack of action exactly So taking action massive action and just you know just doing it if you think something's good for you I mean do it like don't be you know don't overthink it Yep, no that leads me into I have a few things like that I kind of wanted to cover kind of wanted to throw your guys away throw some value The the biggest thing I think is cool about the Elliott group and he's training. We all have the same message We have the same belief we had we're on the same mission, you know We're all like dude getting in shape or eating clean. We're making calls. We're you know We're helping others putting people first but How do you work so a lot of guys are like hey you got to work in silence You have to you know, put your head down and make the dials, you know What you're doing the darkest is who you are so like for you What's your work style because I'm I think style is cool the number the style is closing like I said in the last podcast Don't use your style for excuse for for not going where you want to go and for not closing and look I used to be the most anxious person. I'd be sweating, you know, I used to do I used to do a bunch of drugs I was a horrible person man back in the day, but like that's not who I am today So like your style, who would you say that kind of you are and what's your you know So I think you have like a like a hammerhead like your one. That's getting it done No matter what it takes. Yeah, I mean my it took me a while to kind of find my style And I think sometimes I'm still dialing it in I think everyone there's you just keep you can tell you even Andy's dialing it And yeah, I mean he's killing it, but he's still it's it's just called growth levels new levels And what I try to do is you know I believe like mentors and coaches in life or people that have gone where you want to go So like Andy to me is a guy that you know, I want to go where he's he's going and he's gone So I try to follow his style. So like Andy's big on social media I mean without YouTube or Facebook or Instagram. I mean the Elliot group probably wouldn't exist like it does today I know level it was built the Elliot group just so everyone knows it was built on an iPhone Put on YouTube and then that's it and then nine one eight two one oh zero two five four Hey, text me reach out. We'll help you. You know, we'll give you the free training and that's how it was built Yeah, I mean Andy posted video every single day with nobody watching and I feel like a lot of us and especially people that are watching this You guys post content, you know get a lot of engagement and you're thinking like man Is this worth is this worth doing it? You know, I see guys getting a million views and I'm getting a thousand like no one's seeing this That's that's what paralyzes people from from going to make the content from going to hit their social media side from from going to Do the things that they really want to do it just starts with flipping the camera around Pressing that little red button and saying what you have to say it if you don't have something to say You probably don't have enough value or skill sets yet. Yeah, and that's just really a skill But at the end of the day, it's like if you're just consistent with it, you're gonna get better It's just like you know the Facebook live thing when you first do it you suck at it It's like athlete. Yeah, just like an athlete everyone Everyone was on JB on the practice you know Didn't know how to dribble the basketball shoot the three-pointer until they did and then you and then you do it and then You start getting better and better and better and then all of a sudden it's like now it becomes addicting because it's like, okay This is this is fun now. I enjoy it You know and I like watching my own videos and then you just keep doing it But a lot of people they start stuff and they and they don't follow through and they quit and that's the difference between winning and losing is just You know sticking with it not a hundred percent and one thing too is like I think a lot of people Don't really understand like what growth really looks like And everyone's definition of like growth is different. Well number one. It's grit. It's grind. It's ugly You know winning is not like sexy. Everyone thinks like winning is the glory the champagne winning is the is the dark It's the grit. It's the stuff that's ugly that you don't want to do. It's the 430 You know am wake up. It's the you know the midnight stretch on the last day of the month It's all of those things and a lot of guys they'll go Four or five six months of growth and then they'll give it all back to bad decisions to bad habits to drinking To whatever that may they give it all back. Exactly. What do you think is like? Why do you think those people are giving it back? Do you think it's a a self-belief thing? Do you think a self-sabotage? I mean, I think it's just human nature. I think humans in general don't stick with things long term I mean you see a few you know like a lack of commitment lack of coming everyone likes I mean it's at some level. There's a you know a lack of commitment and focus But I just feel like human nature. I mean most people are gonna fall off at some point But that's where like coaching and mentorship comes into play because a good coach will pull you back on when you fall off And I don't think you know, it's it's a lot of people get like negatively But I think it's just gonna happen throughout your life and it might happen on different levels or in different ways But at some point in life things are gonna happen and the gear response to it and how you overcome it or come back Or react are very important some people. It's everything. Yes Take a nose dive everyone that like you look at these guys these Giants like you know Steve Jobs like Donald Trump and look It's not political But what I'm saying is like the things that they've done dude they got their ass kicked they failed more than they've won I'll say they failed more than they won most people you guys just you don't want to fail enough like you Just fail faster the faster you fail the more you'll learn the more you can correct to actually do it the right way And and well and that's a thing too You know a lot of people you know you get on a phone if you guys are in phone sales and a customer hangs up on you or tells you No, your state gets lowered and you're like, you know what I want to do this anymore. This is stupid Yeah, you know, but the winner will just make another call with the same energy and eventually if you keep doing that You're gonna succeed you're gonna win but it's just like where's your willpower? I think one thing so like your style is you're you're adapting for Mandy I'm adapting from I'm stealing everything from this guy. I'm stealing everything and I'm I'm almost trying to To make it better. I'm like, hey, how can I beat Andy? How can I take this guy? Shit? I want to run. I want to help him run the company. You know I'm saying I'm here Save me a spot a plot a gravestone headstone right next to the dude But the deal is is I'm trying to grow and I'm trying to beat this guy But it's like how are you? How are you training? Are you growing daily? What are your habits? Are you recreating speaking of headstones? It's the biggest. It's the biggest skill is total recreation If you don't know how to recreate yourself I wonder if if the editor can drop a picture of like me and Danny like two years ago Recreation and like because you're talking about headstones like the old Danny's dead the old The old Rai is dead. We don't look at the same. We don't talk the same. We don't act the same and That's a really important thing when you can see a physical change and like Andy if you look back at his old videos I mean the dude doesn't even look like the same guy. It looked like like you literally someone like he looks way Different weird and if you guys watch the YouTube you guys don't I'm talking about it But the physicals change is like one of the number one ways to know you're really leveling up Because I mean you can see it you can't see skill you can't really see personal development But if you're physically changing that's a good sign and I just think that's really cool We see a lot of people that you know train with us in our on our platform You see a lot of that physical change and I think physical like health is really important if you're in sales I mean Danny like crazy. You're jacked. It's everything look This isn't like, you know, there's no like fitness routine like we're not fitness coaches But but the fitness working out whether like whether you're lean down or whatever it is just hitting the gym and eating clean It's important like you want to be around for a long time The reason my father's not with us because he didn't take care of himself, you know and look like I love the guy And you know he's taught me so many things but you have to learn to take care of yourself It's the most important thing is to be around for your family like going forward If you're in business or just in life, you want to look you want to look and feel good I remember last week me Andy and Jacob Hagerman. We went into a dealership You were going into dealerships and you know talking to GM's and stuff. Yep, and they thought we were selling personal training Because they're like you guys look like personal trainers like no we're sales looking down at Andy's bicep I mean you got all these you know veins and stuff. They're like wow you guys are just jacked And it's like but that's that's like one of those things like we're everyone I don't care who you are you feel better when you're in better shape That's really important like to be in great shape There was a point I was trying to kind of hit on before we moved to like the next couple topics was you know Maintaining your state one thing that you're sought is Ryan knows who he is. He's concrete He's always in a good state and he follows it up with with good discipline and work ethic And that's how you that's how you recreate That's how you go to the next level is by having the work ethic having the routine and everyone's like oh I don't know like I'm off today. Well, did you do the same things you did yesterday? Are you growing are you consistently training? Are you working out? Are you making the same amount of dials the same amount of effort because if you did and if you did it on the day that you Didn't want to do it That's what creates a positive state because you wake up feeling like a winner you go to bed feeling like a winner Yeah, and that's important like wait like you know waking up really having a couple of wins in your life that aren't Like financial or like money, but like waking up early going to the gym eating healthy doing some gratitude Right now and some things getting your day planned. You know what I'm saying sending, you know, I've Brad Lee I learned from Brad Lee once he says hey wake up and I the million dollar morning You guys haven't seen them the million-dollar morning from Bradley. It's amazing powerful So powerful and just like that gets your day going on the right on the right track So now you're in a good state. You have a good attitude Well, if you get on the phone with someone or your face-to-face with a car not in a good attitude Yeah, yeah, and a good attitude it costs nothing to have a good attitude It doesn't doesn't cost you anything. You know I'm saying like doesn't cost anything. You just have a good attitude It's that simple a lot of people miss that like just smile. I love to smile That's it. That's what Ryan's known for is his his unbelievable attitude No matter what you see this guy coming in at four in the morning or he's going to bed at midnight He's leaving with a smile He's coming in with a smile and he's talking to every single person he talks to with a smile No matter what's going on in his life and believe it or not and I tell a lot of guys I train I tell myself this and like if you're on a call and you're not smiling like people can tell that You sound you almost just put a mirror in front of yourself Everybody should or record yourself every single call. Just see what you look like. What do you sound like? Would you buy from you? I mean like do you look like you're having a good day? Do you sound like you're having a good day because if you don't look you think the person you're trying to sell is on fire Do you think the person like do you think that they're gonna be inspired by your phone call? You're gonna talk to you for 10 or 15 minutes interrupt their day. Well, you better have something good to say Yeah, and that's like, you know, we had this big event last Monday called the boiler room and like we had like a hundred sales people Making absolutely crazy set. I mean a thousand or fifteen hundred appointments in like five hours But you could tell the guys that were doing really well. They were moving around. They were smiling the guys that weren't doing that Well, they were hunched over. They were talking like slow. They didn't have a smile on their face It was like so apparent like it wasn't skill or like they all have this they all have this energy It's energy and having a good attitude and that's so like crazy, but like it's it's real I've seen in my life. I mean every single day. It's everything. Well, that kind of leads me into the next thing is You know, we talked about style. You said, you know, hey, I'm big on social media. I'm huge on it Like I think that you know money does follow attention, but you can't be you can't be a fraud It's not about fake followers. It's not about oh, I'm someone on social media But then you're not really doing the work in person. That's not it at all But what's your take on social media the the fakes versus the fraud or the fakes versus the real guys that are really doing it Yeah, and then like what are you doing on social media because at the end of the day If you don't have any attention if people don't know who you are where you're at what you do They can't buy from me. They can't they don't know you they can't buy from you But like social media give will number one it gives you a chance to show who you are It's your digital handshake because a lot of these people like you know We do a lot over the phone sales people don't really necessarily get to meet us until they come to like an event So when I you know send someone my Instagram or my Facebook like they need to like see who I am So I'm constantly posting and then adding value, you know, I'm not just saying hey by adding value It's you know, if you're a car salesperson. Hey look at the lot I'm like I'm doing stuff like hey, here's an objection for the day Here's a word track to memorize. You know, here's a here's a free PDF You can download giving value to help people and that's how you're gonna get it. That's that's the one thing that we learned from Andy I mean Andy did it for I mean shit straight for even longer than that You know, I think even longer than he even gives himself credit for really five or six He was training and he had put out a video here and there He didn't really know where he wanted to go until you know, 2018 2019 So we really started going crazy, but it's just about value giving back to people Everyone's trying to figure out. Oh, I gotta get you know, the picture with the Lambo or they got to do this Well, why don't you just like contribute some value to somebody like help somebody go further and make your free content Better than better than a content because we do that. Well, then when they reach out to you They feel like they already owe you something and I see that like Andy's content like people like I watched Andy for I mean a month or two and just was like, man, I feel like oh this guy That's the coolest thing I'll tell people all the time man This is this is how I felt when Andy called me and I was like, you know If you had to write out a check for how much YouTube content has made you like how much it's helped you How many more extra deals have you gotten would it be at least the amount that we're talking about doing right here on the phone? And if the answer is yes, what are we talking about? Yeah, you know, so that's what it is, man That's powerful. So everyone that sells something Give value to your people have a good digital handshake right now Everybody literally is on social media and to this day. I talked to sales people. I don't have social media and it's like Doesn't make any sense the money you want to make but you don't have like the number one lead generation source like ever Yeah, Facebook Facebook is a CRM. I mean Instagram TikTok snap if you never if you don't start building your brand if you don't start building who you are who you want to Become well, you'll never like have the freedom that you're trying to chase You'll be stuck to the phones. You'll be stuck to everything and look I'm stuck to the phone every single every single minute of the day and I will be till day I die but the deal is is if you want to go further you want to elevate your value Well, you have to generate more attention. You have to push your message. You have to show the world Hey, look at these thousands of customers that I've done business with and let the people sell you Exactly, let the people sell you and then to it's just good training like when you're doing a video like you practice Your speech Your quickness, you know when you're doing videos you gotta look good. So you're always dressed nice. Yep You're looking good. You're sales. It's a good like training tool to if you're in sales. You're a public speaker I think a lot of people confuse are like, oh, Ryan, how do you get up and speak on stage? How do you go and speak in front of dealerships? You know, Andy, how do you do that? Well, you're everyone's a public speaker. You're a public speaker Like it's just your perception of what you think about it when you're in front of this room right here We're in our conference room out here in Scottsdale, Arizona. We have our master closer seminars every single month We kill it Andy trains hard a whole team crushes it and kills it, but like you have to know what you're doing Yeah, and that's the thing like and we even see guys like this this past weekend at the we had an ultimate closer summit with Brad and that we brought some Owners some GM some owners on stage These guys own big dealerships and they were like shaking to be in front of people Like that just goes to show you like everyone at some level is like scared or they're uncomfortable It's a situation. They haven't been in and you got to put yourself in pressure The better the more skill the more skilled you are the better You'll be at speaking on a subject or talking about a subject and the more passionate you can be because the more you believe And really what you're saying and you know, I'm gonna end off and tie off this podcast here with a couple social media tips It's the three C's for anyone. That's like, you know trains on Andy's content trains on the podcast number one It's consistency number two, it's clarity and number three is community If you don't have those three things on your social media people aren't gonna know what you're doing They're not gonna know who you really are and you're not building anything bigger than yourself So that the community is generating something bigger than yourself the clarity is who you are really what you're doing What you stand for your core values and the consistency is Consistently engaging consistently posting consistently responding to your people in every single area man. Yep. That's the key That's all you guys need to do damn Danny follow up follow the three C's man Hey, appreciate you guys for tuning in for the one percenter podcast. I'm Danny Klein. You can go ahead and follow me on Instagram here at Danny Underscore underscore Klein and go ahead Ryan drop follow big right at Ryan J Rasmussen Ryan J Rasmussen come follow me, baby. Let's go, baby. Appreciate it. Appreciate you guys tuning in You