 You are listening to the 8% Nation podcast created to help you become a top producer in the insurance industry Enjoy the show Welcome to the 8% Nation podcast Cody Dude, welcome back, bro. Welcome. Welcome. Welcome. We're doing a you and me Duo without a guess this is the first time in like probably last five six weeks. Seriously. Yeah. Yeah so What I wanted to do was cover a topic that I feel has a lot of buzz right now with my friends that know you but I work With more just because you know of security marketing that I know you real well But I end up working with them a lot and they all love your Instagram stories with you doing jumping jacks with your sales team and doing push-ups with your sales team and You really I feel like watching From the other side. I'm looking at seeing your sales team is really like turned it around the numbers are looking incredible It's good. They were that bad before from a numbers perspective, but they you know They are like killing it. Yeah, and like you're doing you're making an extra effort So what I would like to do is you know a lot of our audience Either wants to run a team has a small team wants to has a small team What's a big team and one of the things that we do a lot is when we travel around to clients We'll go look at how their teams engage with their leaders and you come in as a guest pump up kind of situation So what I want to talk about today is really just you know, how to manage a sales team how to lead a sales team how to Hype up a sales team get everybody on task hit the goals that you want. So What do you think you okay with that topic buddy? Dude totally man totally. I would say that's a What I've enjoyed the most the last few months is not only our team, but other teams and it's I think it's one of the big things like you said that most but people struggle with the most Getting their team motivated when they're unmotivated Picking up the energy in the culture when it sucks. Yeah, and we've had it happen here. Well, it's just hard not to kind of get in Like just grindy like same old same old Yeah, you know and so, you know just to give you some props like you know back when I first came and versus now your interaction with the sales team and the sales team's tone and Just excitement has been absolutely tenfold increased in the positive direction. Thanks, buddy. So walk me through What clicked with you? You know not not to say it was like horrible before and now it's great Right. I'm just saying you have leveled up. I've seen it. Yeah on your sales team How many sales guys do you got now? We have well, we have another one starting Immediately so eight eight sales guys and it's really kind of been around five to eight pretty much, right? Yeah, I mean I would say most of the time. It's always been like Three to five. Okay, so what what there's been a click in your mind. We you and I haven't talked about it Yeah, what clicked on what did you notice you were doing wrong or change or just walk me through sort of well the I feel like the Truth is in the numbers and I saw that our sales team was Not growing sometimes going backwards about even we had our lowest one of our lowest lead months ever For a week for for not months, but for a week at a pace. We had one week. That was really bad and I Blamed I just knew that it was my fault. Yeah. Yeah, I just felt it. I'm like man But what what's happened along the way that's really easy for a Sales manager leader owner to say well These guys just aren't me. They're not as good as me that don't work as hard as me It's really like blame other people like when we were traveling I was blaming the audience for lack of energy when really I just needed to bring in it have some energy. Yeah It's the same same thing that that that many tour that we did taught me that The result is 100% within my control for sure in all areas of life And and my dad even said it to us at one point. I remember when inspect what you expect, you know And so I started inspecting what I expected to happen and I didn't used to well There's been an awesome. I mean your guys's numbers are crazy I mean some of the biggest days that I've seen have been lately. Yeah. Yeah, and We'd have put a five figure sales day Tuesday And that didn't used to happen that much but now it's happening like several times a week. Yep. Yep Well, just with their internal sales team because we get a lot of revenue outside of here, but just our internal. Yeah, that doesn't include That's only selling leads. Exactly one product of your 42,000 that you have. This is true so okay, so Truth is in the numbers obviously numbers don't lie so well at what point did you just kind of introspectively say I Got to do something different like walk me through that mental. Yeah, so I saw the numbers and thought oh My gosh, like what what's the problem here? So I Naturally will always do a complete 180 If something's not going well, I'm on the other end of it, you know, that's just my personality So I said, okay. I I said, you know what I'm going out of this is when I was going on vacation for a week I said, you know what I'm gonna try something and I'm gonna just test my team and see if they're lazy If they want it and then I'm gonna move forward from there I'm gonna use one week and I'm gonna let them do whatever the heck they want show up whenever they want but I'm going to Make it the most competitive week of all time from an incentive standpoint tons of incentives Thousands of cash sold. I allowed them to sell leads at the lowest price I had ever sold them from a sales team perspective anything they wanted. I gave it to him Massive incentives, you know, the first-place guy was getting a grand second place You know was getting we're getting to 500 bucks third place getting 250 their commission I'd already doubled it earlier in the year and crease their base like anything. They wanted. I just did it Yeah, which isn't like me, but I said, you know what I'm gonna see who really wants this thing and by doing that We had the biggest week we've ever had by far yep And so that taught me okay It's not the sell staff There's some other things going on now. Do I need to leave the price super low forever? No Do I need to and get crazy with incentives every week? No, do they need an incentive? Yes But I thought okay, there's more that I can do so what I did is I moved them all to the back of the office Right outside of my office. So they literally have me Breathing down their neck all day And not in a bad way because I'm not like someone that just micromanages everyone because I just too busy But I can hear them I can see them. I know when they're saying something they're not gonna go to sell or I know when They're saying something they may you can just fill it. I Added some tiered bonuses to incentivize them Gave them the ability to sell leads for a little lower price not not as low as normal Or as they did that one week and I decided I'm gonna train them Every day at 840 every day from 830 to 9 and every day from 130 to 2 We're gonna do three things. We're gonna I'm gonna train them we're gonna pump up our energy because it sucks and I'm going in we're gonna role play and by doing all those things We've seen Oh, and I'm gonna add music because I've these big call centers are doing well typically have music so I'm like, okay, it's just like It's it's so easy as a business owner if you're out there listening to pull on the reins really hard and Be a drill sergeant Get on to people all the time take away music take away fans take away like you know what I mean like all the stuff that people just You know, can you have to sell full-price like just take everything away Well then the culture sucks and nobody's happy. Yeah, you know, so so I've had to learn that well And I even noticed that you know because we've talked about this before you and our athletes Yeah, and sometimes we respond just fine. I mean I've responded I would respond just fine with someone getting on my butt Mm-hmm But I've noticed that you kind of maybe would like jump on people that aren't necessarily with an athletic background necessarily No, just shut down. It's true You know and remember I remember being like talking about it and you're like man I'm like it ain't working. You know, these guys aren't putting up any numbers They'll just get they'll just wallow for two hours. Yep, you know what I mean? So you seems like you even changed the way you sort of communicate with them as well I've had to because it's really easy like you said if someone's having a bad sales day It's easy for me to jump on them hard like you can do better. What the heck come on I'm looking at you know, look at this and what's going on and get your back together yada yada cuz I expect it out of me Yeah, however, like you said not everybody responds the same way. So you talk to different people differently Yeah, but I've tried to take myself out of a I'm not their boss I'm here to help them make more money and increase sales. Yeah, and I need them to be happier and more motivated and I need them to improve and So yeah, that's took a that's been a hard hard shift for me. Do you feel like? Do you feel like this correlates to insurance sales teams? Oh totally 100% it's the exact same I don't like I'm doing that. I'm doing a lot of the same stuff with you know Anybody else when I go train someone's team. I was just training a team of Hispanic agents in Florida. Okay, I Did all the same stuff, you know positive motivating Training energy role-play jumpin jacks, you know certain the new sales games that come up with to try to make it fun I like it just anything I can do to because most people just struggle with like Motivation we didn't have tiered bonuses. Now if they hit now if they're close to a tier, they want to hit the tier, okay? Okay, what about so how do you how did you come? Incentives seems like something that you're you've put a high focus on based on our conversation Yeah, which doesn't seem like there really was many incentives six or eight months ago really no there was none So what changed there? I want to try it and then you just were like well, this is working. Yeah Yeah, I said I said I'm gonna put I'm gonna put myself out of the way and for one week I'm gonna do I'm gonna go to the extreme and I saw them fight For it harder than I've ever seen. Yeah, I'm like well Maybe I'm just not structuring this the right way I agree and I remember hearing just some feedback of For whatever reason man, it's almost like not even about the extra hundred dollar bonus It's more just like now It's like you get here and it's like if there's a reason to take a next step and work harder for the last two hours On Friday, they're gonna do it whether it actually matters at the end of day or not And those little incentives I've found and I've seen I've worked really well as well And you've really kind of figured that out so so before it was like a flat commission Yeah with no incentives. Yeah base base commission and no incentives no bonuses no tears Also, I noticed that we weren't making cells for the first two hour hour and a half to two hours of every day typically and I kind of noticed a trend because I Track numbers for everything for every person just something. I'm always done. I know it helps and I Learned I started asking them. Hey, what times you wake up this morning? Yeah, and If they just woke up 30 minutes before work Brian Tracy always said you have to wake up at least two hours before any cells related activity or any business meeting at all I can see that or it takes time for your brain to wake up I can see that I can see that in fact. Have you and I are a lot alike where we think in the shower I know we've talked about that. Yeah, have you ever just like Been to I mean for me. I noticed this all the time I'm taking a shower and I can't remember if I wash my hair or not because I'm just Totally and then I watch it twice exactly because but that's it. I mean that's totally true So, okay, so incentives you work up your work on that you worked on the way you speak to people Yeah, what what are some tips like what are some things that you did you just say you know what? I'm gonna be nicer or did you say no? I'm gonna be more direct or I'm gonna I'm gonna try to be I'm not gonna Let them get away with stuff. I'm gonna have a little I'm gonna have a little Looser leash Slightly, but I'm gonna be positive and if I notice a trend I'm gonna let them know. Hey, yeah, dude I need you focused because when you're focused you're really good. Yeah, and when you're showing up late, you know It looks bad. You're a leader. You're doing well Like hey when you have 80 dials you crush it Yeah, like I'm telling you if you if you haven't seen yourself improve like hey I can help you make six figures in 2020 I just need you to wake the freak up like I can't want it more than you I'm here to help Yeah, yeah, if you have questions come to me if you need me to to a call. I'm here, you know Just all that. I like it Just like any good leader does just builds them up, you know, it doesn't necessarily like you know, yeah, okay All right. I've also found ways to increase their energy and their confidence at the same time with those circle closing challenge and the Pick your pick pick your pick your rebuttal pick your objection Why don't you why don't you tell the people give them the how the game works and maybe they'll play with their team? Yeah, so you can actually watch it on our YouTube's okay circle closing challenge So we'll get the team in a circle Say Landon and I are standing side-by-side in the circle. I'll say a question Landon won't respond to the question He'll simply ask another question and you keep going around the circle And if someone hesitates or they screw up the question or they say something They've already personally said or they repeat what the person previously just before them said and they get kicked out of the circle and you keep going from Five six eight, whatever it is down to head to head and you're going back and forth asking each other questions and Then one wins and so by doing that that's one of the games by doing that it really gets their brain Moving faster them talking faster because what I've learned about sales people is when you're in control You make the sell well to be in control. You got to think on your feet You got to be ready ready when someone asks you a question and you have to be willing to ask a question Every time along the way and so by doing that they're more confident. They're better. They're woke up their energies, right? It's competitive. It's gets fuel in them So by the time nine o'clock hits before they were half asleep now They're like freaking on a high ready. Yeah, good. And we're all making sales early in the morning now Well, I'm just noticing, you know that I mean every you got your numbers posted on that on the in the sales I went back to the whiteboard. Yeah, where we track the numbers every day. So numbers don't lie I mean their sales are up big attitudes up team morale is up Didn't you also restructure timing of lunches? Yeah, they used to all go different times And why'd you why'd you most people would say well, you don't want all yourselves We've all ate to go at the same time because you're gonna miss an inbound call. Okay The reason I did it is I want to train them all for another 30 minutes every afternoon Well, if they're doing different lunches someone may be on a call during training and so I'm like, hey You leave it and you leave it 1230 you come back by 130 and we're training from 130 to 2 And if they miss a call the girls will take a message I even had first day guys like hey, can I go take an earlier lunch? So that I'm back in time like maybe like noon to one. No Yeah, we're all taking lunch at the same time. Yeah, you know, and also it's provided more organization and structure too Do you feel like salespeople? I feel like salespeople Actually respond and need structure personally. They really do Grant Cardone said it on Jordan Belfort's podcast. He said that Salespeople should never be left up to their own devices. I agree I've had a bad habit in the past of letting myself people do Whatever the freak they wanted whenever they wanted to and If you give them too much Yeah, no, I hear what happens. I hear yeah, um Well Okay, so you you you cleaned up The timing you what else is there any other shifts you feel like that you kind of made or Any other tips for those that have a smaller sales team like you? Um That They respond that they also come to me with ideas now before I was the corporate boss that wouldn't let them sell something at a discount or Wouldn't let them bring an idea to me because I know what's best and I don't need your opinion Now I'm like open to ideas They've given me several ideas We've now got a lot of custom filters and custom editions that And agents can add to their order that they didn't I mean I didn't allow that stuff before like what like it Let's talk about a radio. You can reduce your radius for a small fee. Okay per lead Yeah, you can lower your age range down to 65 if you don't want to sell above that you can Rush your order So you don't have to wait You can add a higher quality lead You know We'll do we'll do a little better ad copy, you know, or maybe add life insurance that cost You know is affordable and cost a dollar a day stuff like that to make it even better. Okay So it's just allowed all the things that people are asking them. Okay, can I do this? I'm just allowing them to do it. Sure you can but it costs money because you know, it's going to increase the lead cost Exactly. Yeah, I had a client today. Um talk through that as well And I just was like, yeah, you can do whatever you want and here's that's going to affect your cost per lead And you're like, oh Oh, I didn't think of it like that. Okay. Well, yeah, sure. Go ahead. Yeah, I'd rather have this particular situation because it's better for my campaign You know, I mean, that's fine. Exactly. Um, so cool. So that's good. So you added flexibility innovation to the product innovation I tried to bring new new updates to them. Um I'm just I'm focused, you know, even when I'm not here I'm calling in or I'm checking on their numbers or I'm texting them or I'm having Andy or the girls report to me on what's going on Also, if they get I let them have fun, you know, I try to not be As strict as I used to be however If they go on talking about 15 football for 15 minutes, you know, hey, I'm gonna let them know that hey I need you. I need you focused. I need you guys to wake up. I like it. Um, well, I mean, we've certainly seen the results So, you know, what is there any other like tips you have for those that are struggling with their small team? Or turnover because I haven't seen a lot of turnover really No, I honestly think we've also made the interview process tougher I don't want to waste. I used to waste a lot of time by letting anyone jump on the phones and just suck Now You have to interview with Andy Then you have to interview with Andy and steve Then you have to meet me Then you have to shadow the sales team for at least an hour. Okay, because we had a guy Several weeks ago a couple months ago, whatever quit at lunch four hours first day quits at lunch. I'm like I mean, he's a quitter, but I blame us for that problem. Not him. Yeah, how do you miss that hard on somebody? You know what it was? What it was probably he saw that I'm a little crazy a little intense Um, you know, we're doing push-ups every day together. It's like a freaking boot camp. You know, but we're having fun and playing games and He's gonna be on the phone all day and I don't think you realized all that but now I want you to know before you ever think about joining the team and I don't I don't know The only way we would lose someone now Is if they got here and they were just lazy. Yeah. Yeah, and then they just feel uncomfortable because everyone else is out Working them. Yeah, and they'll probably quit anyway. Yeah But call centers typically have a higher turnover in general, but I haven't really seen much turnover and I mean we've It's been no that's the the the only issue now is where do we put them all? Yeah, because everybody we bring in For instance a new guy Jordan. He's he's had Six cells this week. Oh, yeah, it's his first week Jordan. How much revenue? Probably Four grand nice four five grand. I mean he's gonna make a grand a grand his first week. You know, but he's he's good He works hard. He's coachable. He listens I also set the standard. This is a good point too. We haven't talked about I set the standard in the interview when they meet me Because I don't know him yet. I almost try I don't try to scare him, but I let him know. Hey I'm a hundred percent in charge. Well, Marcus Limones action. I'm a hundred percent in charge I'm the best salesperson in the building what I say goes If you're not coachable and you won't do what I say then you won't work out Yeah So if any of that's not gonna work for you then don't come back you shouldn't work here. Yeah, that's good And you know what it like sets a tone man. It really does So what what are some what are some interview? Techniques that you have, you know, besides that particular one. What what's another thing you're that you go to that used to weed out disc assessment Okay, if they're a s or c We don't hire them. So d's like dominance. I'm direct. I'm decisive. I'm you know aggressive I'm competitive. I is I'm good with people. I'm a networker. I'm influencer. I'm social That's I s is Uh service support, you know Servant style, you know mentality. I'm I'm I'm good at that type of role Customer service those kind of things and then c is like a consistency conscientious. I always think of like a it's like I think of c is like a computer person, you know, gregg. Yep. Bailey. You know, they're they are they they don't mind Working on a computer all day because that's their personality and I used to think there was right and wrong personalities Yeah, there's just right and wrong personalities for positions. Yeah, we all need each other We're a body a business is a body you got hands and arms and yeah I used to think everybody had to have a high d and a high i just like me to be on the sales team Well, that's not necessarily the case. They just don't need to be an s or c so now They've got to have some combination of a d or an i has to be their leading letter in their test Or We don't hire. What's your favorite interview question? Oh My favorite interview question is What do you know about us? How much reachers have you done? Have you checked us out? Have you looked into us? The people that don't Are lazy Okay, because what interview would you go to and not look up the company you're going to interview at? I mean, you're being idiot at this point to not google it at least on your phone while you're in the parking lot And we don't hire idiots, you know what I mean? Seriously, if you don't do your research You're lazy. Yeah Maybe you're overconfident or you're just not thinking. Maybe you don't you're not thinking you're not aggressive You're not thinking smartly. You're not you don't even want. Yeah, you almost don't even want the job So now I agree totally Andy asked that question if they didn't do any research the interview is over Thanks for coming in Has that happened? Yeah That's awesome. Yeah, so there's a lot of little things that we've never even talked through this So how did uh, how did uh these last 90 days we've like changed everything for sure What is um, do you guys still look at people's cars? Yeah, that's funny. Yeah, I heard that What where did we hear that belford or car down or somebody it was somebody. Oh, no It was uh, Andy was Andy forcella I heard Andy forcella talked about it 10x2 from stage because he's got an amazing culture at at first form and So now um, Andy sends one of the support girls out to look not to get in the car but to look through the windows And if the car is a wreck The interview is over That's funny. I mean and we're just not gonna hire them. That's interesting. Yeah, because They're lazy too. I agree. You know, I agree. I agree. I'm never gonna let my jaguar have 42 bags of mcdonalds in it, you know Where would they fit? That's all you'll you'll have two seats man try to fit this for six foot nine frame when we go to movies I'm like, yeah, you're like over there sitting there like Like you're in a smart car You should own a smart car by the way, dude My friend has tesla. Yeah, and he's got that park where it comes get some I saw at work. No way Yeah, dude, he gets on his phone It'll go like 200 feet and he'll be like right here and it'll back out And go in and come pick him up, dude. Oh my god. I gotta go to tesla now Dude, he said actually I did tesla now too. He said now they're actually they're building the next version is you It drops you off at the front and it goes and finds a parking spot. Did you hear that they can now? I don't know how we got on you started this but I saw I'm gonna continue it Did you know that you can uh, there's like a meter made Diversion so if it sensors a meter made like writing you a ticket by the car it like takes it like moves It's like I'm out of here. See you nerds No, I know that that's awesome. It's crazy. I know that it'll dance, but anyways, I'm like fascinated I'm fascinated by this car. I am too, but they got that screen. They got a karaoke like so They like they like did more cells than bmw mercedes last year. I believe in like 2018 or something It was like something crazy. I'm just fascinated by I feel like elon musk is he's one of my heroes I don't know much about him personally, but just the way his brain works. I'm just I'm fascinated So I do want to throw this out there if anyone wants me to come Um evaluate their cells team motivate their cells team You know, I would love to do that. That would be a consulting deal. Obviously. That's one of the things I'm probably enjoying the most over the last few months. I spent two days With that hispanic team recently and they're you know, what's awesome. They're doing jumping jacks every more They're writing their goals down They're doing jumping jacks and their role playing a whole team every day now. I like it because That's a big mistake. I used to make too it's really easy to like Not really be on the same page and get prepared and people just float into work and oh, I'm going to start selling at 10 o'clock Like if they're on my cells team here If they're not like wide freaking awake by like 8 35 8 40 when we get done with the big team meeting I am going to wake them up. Yeah. Yeah. Yeah, because they they need it, you know, and and they're responding well They're like, this is the greatest place in the world. I'm making tons of money And I'm like guys are you noticing all this working and they're like, oh my gosh, I wish we'd done it sooner Yeah, no doubt and I'm apologizing because For the last Year and a half I had someone else managing my cells team. Yeah, true in a different way multiple different cells people and Well, and I heard I had I heard people be like, man, I just don't get to hang out with Cody anymore Like, you know, I mean, like, yeah, I mean they would just be like Cody's gone and yada yada Well, there were cells people that didn't when we were doing those tours. There was several new cells people that didn't See me but a few times for like the first month they worked here And they actually did fine still they did not like this fine. No, no So, all right. Well, if you if you could sum up one like tip for a person that's trying to build a sales team What would you tell them? Just here's the number one thing that I would say is you're starting to build a team I mean, there's maybe not just one thing, but what is a top? Yeah, my mind goes a couple a couple ways one You've got to be a leader and you got to lead by example. So so if I'm not willing to Work out every day and wake up early and train every day and all this kind of stuff And I can't expect them to because that's just dumb. Yeah, okay also I feel like We Are trying to make them better every day I have them give me their objections. We write them down I give them sentences to say we work on closing or work on fact-finding We role play as a team either back and forth or through one of those competitive games Every single day and the biggest problem with sales teams is most sales teams are Moving backwards Over time the owner doesn't realize it, but the sales team is moving backwards over time because the more lenient you are the more They're going to take it and run with it, right? If you let a sales guy make 10 dials and show up late and go to lunch early and stay lunch late and leave early and Not make sales for a week. You know what they're just they're going to do it because you're allowing it to happen And so if any of those things are happening number one, it's your fault like it was mine and I feel like People need to be in structured environments where they're improving every single day and they can feel the improvement I agree totally and it instills confidence Like these guys they they could have filled any call from any person and I'll challenge you right now If you're listening to the podcast and you want to like mess with my sales team go for it You call in 833 40 agent. I'm telling you they are prepared. They are ready. I don't care what you throw at them You could say hey, I hate your guts, right? Perfect. I'm with you. You know what most people do until they try our product and then they love us How many leads you'd like to start with right? I'm telling you they are prepared and ready. So I love someone to Test that out. No, it's good. Somebody out there is going to mess. I know like it'll happen Eric fiero or justin brah. There you go. Call in John Whitley, there you go. Come on. Whitley. Don't you call them in Yeah, you're too good You would stand up selling them leads So, um, Dude, I feel like it's been fun. I just feel like there's a lot of people that you know have been Just struggling with their small sales team, you know, but you can always get better and we can always learn from each other I think it's one of the bigger struggles in companies. Well, and if you can crack the code, it's worth millions of dollars Oh my gosh, I'm realizing now We have okay another side note real quick. We have outside Relationships with places that buy leads from us that have nothing to do with my sales team. They have their own order forms. Okay I make more money Off of and have better margin If it comes from my sales team. Yeah. Yeah So now I'm realizing that and we're going to scale this thing up to as many people as I can freaking fit in the building Good I like it because we when I when I when I have a salesperson that's a solid salesperson I Profit on them. Also, I didn't mention this. We now run a p&l Because I heard someone else doing this and I'm like on every salesperson on every salesperson every month profit and loss For the month if you don't make me money You know, um, we're not going to keep you and and and and if if you lose me money, um And you haven't got where I need you to be in the first 90 days We're gonna. Yeah. Yeah. Move on. Yeah short short leash on that for sure. Exactly. Well, what is um, Okay, so p&l. What other numbers do you keep daily daily sales? Yeah, so we keep dials sales Revenue and commission. Okay. We also set goals for each month We look at all the numbers. I keep tally of what they're doing for the month. And if they're on pace for their goal I keep last month's numbers up so everybody can see them. So if you're on the bottom also with our sales board we We change the order on the board every week. So if you sucked one week, you move to the bottom of the board Okay, I haven't seen that if you were the champ last week. You're on top. I didn't see that. That's cool. I like that Where'd you pick that up? Is that your own deal? Yeah, that's cool. I like it Because that's so much about like, you know, we all have like I didn't care what it was when I was on the sales floor If there was a toaster that I already had five of I'm still winning that thing. That's it You know what I mean? That's the trophy that I beat. Yeah, we don't want to be on the bottom of the board And if you're not competitive, you shouldn't be in sales. Anyway, that's good, man That's good. Well, dude, I feel like it's been good, man like do you have any other tips for the people that are building their sales teams or anything else Gosh I think you just got a The the the energy I still think the energy is the biggest the biggest piece. I mean if the energy is right the culture is right um And there's enough structure and organization and training is multiple times a day. You know, you'll be fine. I like it. All right, man Well, dude, what else you got anything else or we we wrapped up. I guess I'm good, man This was fun. No, I like this. I like this. I think this is one of the things in our in our business A lot of people have sales teams So there's somebody out there listening right now that's sitting sitting, you know has a sales team and they're dissatisfied with the sales team Uh There's ways to provide structures. Hopefully this helps. Um If you want me to help I'll yeah, all right guys, thanks for joining us on this week's podcast and uh, we'll we'll swing back around the next time