Transkrip lengkap untuk Stop Getting AI Slop: Train It on How You Sell

on TV. 00:03:43.439 --> 00:03:50.319 But I got hooked watching cricket, and uh actually one of our listeners sent me a book, uh like Cricket for Dummies book. 00:03:50.479 --> 00:03:50.800 Oh. 00:03:51.120 --> 00:03:54.080 Um, and uh so I'm gonna have to check out Trevor's uh cricket. 00:03:54.319 --> 00:03:56.639 Uh I don't know if it's 101 stuff. 00:03:56.719 --> 00:04:00.240 I don't know if I'll be able to understand it all, but probably we have a cricket club here in Indianapolis. 00:04:00.319 --> 00:04:00.719 Did you know that Bill? 00:04:00.800 --> 00:04:02.000 These are really cricket fields. 00:04:02.240 --> 00:04:02.560 Yeah. 00:04:02.719 --> 00:04:05.360 I I accidentally found it the other day driving around. 00:04:05.599 --> 00:04:07.199 Why don't you go to go visit it? 00:04:07.360 --> 00:04:08.319 Go I should try. 00:04:09.120 --> 00:04:11.439 Referee in the NFL showing up at a cricket match. 00:04:11.520 --> 00:04:13.120 I mean, picture there's news. 00:04:13.439 --> 00:04:17.439 We could umpire, get up, umpire cricket on the side. 00:04:18.319 --> 00:04:20.560 All right, so here's our topic today. 00:04:20.720 --> 00:04:23.519 Oh, one other thing uh before we get too far in. 00:04:23.600 --> 00:04:25.279 Uh, we had a great insider. 00:04:25.360 --> 00:04:29.839 If you haven't joined Insider yet or even explored it, go to advanced sellingpodcast.com. 00:04:29.920 --> 00:04:43.439 Insider insider is our very simple hour and 15-minute training once a month where we take a kind of a counterintuitive topic or something that's a little bit deeper than what you might hear uh on the podcast here when we go a little bit deeper on it. 00:04:43.519 --> 00:04:46.959 And today, uh last week, it was message mentality. 00:04:47.120 --> 00:04:56.160 What kind of mentality do I need to have in order to craft a proper message, whether it's an email message, a phone call, a PowerPoint, a presentation. 00:04:56.399 --> 00:05:05.680 And since so much of it has to do with our thinking, we looked at the seven most important mindsets to have when you're crafting any message. 00:05:05.920 --> 00:05:09.839 And uh we had a great group, had a lot of a lot of lessons from it. 00:05:09.920 --> 00:05:13.279 So uh you'll get access to that if you want to join for November. 00:05:13.439 --> 00:05:17.439 For the rest of the year, you'll get access to the last six months, you'll get access to that one as well. 00:05:17.600 --> 00:05:18.879 So great topic. 00:05:19.120 --> 00:05:19.439 Awesome. 00:05:20.000 --> 00:05:21.519 All right, awesome, awesome. 00:05:22.000 --> 00:05:25.279 So today's topic uh has to do with AI. 00:05:25.759 --> 00:05:35.680 And uh, we were talking before we went live about some of the challenges that our clients are having with AI and getting the right output from it. 00:05:35.920 --> 00:05:42.480 And as near as I can tell, and I'm sure you would agree to an extent, is it all depends on how you've trained it. 00:05:42.639 --> 00:05:56.720 And so we wanted to share with you some thoughts today on how you can better train your AI to get the output that you really desire from it so that you don't try it a few times and then say, oh, you know, AI sucks, it's not right. 00:05:56.800 --> 00:05:59.279 And it just throws out slop and trash. 00:05:59.439 --> 00:06:02.079 Well, that's your fault, and that's my fault. 00:06:02.240 --> 00:06:05.519 If I don't train it properly, it's gonna throw out trash. 00:06:05.759 --> 00:06:07.120 And so that's our point today. 00:06:07.199 --> 00:06:10.079 And uh, I'd be curious to know how you feel about that, Brian. 00:06:10.240 --> 00:06:12.959 And uh just let's get into the AI conversation. 00:06:13.120 --> 00:06:14.480 Everybody else is all in. 00:06:15.439 --> 00:06:17.040 Uh let's see. 00:06:17.120 --> 00:06:20.399 The um we started off, and nobody knows anything. 00:06:20.560 --> 00:06:24.720 Like everybody knows something, nobody knows anything about AI, is kind of how I think about it. 00:06:24.800 --> 00:06:26.959 Like, as soon as you think you know, there's something new. 00:06:27.040 --> 00:06:31.839 So, what you have to be careful of, and I I'm careful that I always say this, even with our own AI tools. 00:06:31.920 --> 00:06:36.000 I'm like, I am not an expert, I'm a user, I'm along with you, and we're all in the same boat. 00:06:36.079 --> 00:06:38.399 And I try to share what I've learned and I try to learn from others. 00:06:38.560 --> 00:06:40.000 So that's my first hit. 00:06:40.079 --> 00:06:42.639 So these are from things I've learned. 00:06:43.040 --> 00:06:48.319 When we first started, which was literally like four months ago, the key word was prompting. 00:06:48.480 --> 00:06:50.639 Gotta be a good prompt writer, prompt writer. 00:06:50.800 --> 00:06:53.839 Well, you don't have to prompt anymore, you just have to talk. 00:06:54.720 --> 00:06:57.920 Um, so we are all in on AI prep. 00:06:58.000 --> 00:07:07.040 We think it's the number one sales tool that every seller should be using, and it should be um at its core to help teach it, like you're saying, Bill, conversational. 00:07:07.279 --> 00:07:08.879 Um, you can now go into voice mode. 00:07:09.040 --> 00:07:11.360 Now we uh we use chat and Claude both. 00:07:11.839 --> 00:07:23.439 Um I use chat's voice more than I use Claude's, but it's literally a conversation and it's a woman's voice, and she talks to me like I'm talking to you right now and learns. 00:07:23.600 --> 00:07:30.800 Um, and so the old idea of like I've got to sit down on my computer and type something, you don't have to do that. 00:07:30.959 --> 00:07:37.920 You just have to free throw, just talk, just talk out loud and think out loud with it um and tell it what's going on. 00:07:38.000 --> 00:07:44.000 It's just uh so that that's my first hit is you know, prompting isn't was important then. 00:07:44.079 --> 00:07:49.199 Now I think it's what you're talking about here is we're we need to train it and teach it

about us first. 00:07:49.600 --> 00:07:51.519 So I do that by talking to it. 00:07:51.600 --> 00:07:52.319 Yeah, yeah. 00:07:52.879 --> 00:07:53.680 Yeah, I agree. 00:07:53.759 --> 00:08:00.160 And I I have found that if I'm ever confused about what to say when I talk to it, ask it what to say when I talk to it. 00:08:00.399 --> 00:08:08.160 And tell it it's a it the best prompting tool is the is the tool that you're going to prompt and let let it know. 00:08:08.399 --> 00:08:20.959 And you still I think you still have to prompt, but you're talking about doing it verbally and doing it through conversation versus sitting down and writing six paragraphs on you are a you know a marketing guru and you yeah. 00:08:21.279 --> 00:08:23.680 Um so this gets back now to training. 00:08:23.839 --> 00:08:27.680 So, how do I train it so that when it does come out, it comes out in my voice. 00:08:27.839 --> 00:08:30.879 If it's a if it's a piece of written material, it comes out in my voice. 00:08:31.040 --> 00:08:40.080 If you are, uh I use it a lot for brainstorming ideas, and I'm iterate, I'm iterating, and it's iterating, and we're going back and forth. 00:08:40.240 --> 00:08:50.960 And it's a very valuable tool because sometimes you don't have that person when you wake up at 5:30 in the morning and have an idea, you're not gonna call your colleague and say, Hey, I want to brainstorm a little bit with you. 00:08:51.039 --> 00:08:52.320 So you can do it with Claude. 00:08:52.399 --> 00:08:54.000 We use Claude almost extensively. 00:08:54.159 --> 00:09:02.879 But I've got uh 10 questions here, and so why don't I go through a couple of these and then you add your um critique of it or your notes to it? 00:09:03.039 --> 00:09:04.240 Uh here's number one. 00:09:04.399 --> 00:09:14.080 And and the way to use this, I believe, is to take your phone, open the audio uh notes, um, voice note, and just answer these questions. 00:09:14.240 --> 00:09:21.759 We'll we will put these somewhere in the uh, you know what, we'll we'll just copy and paste these 10 questions in the show notes. 00:09:21.840 --> 00:09:24.000 That way you're not having to download anything. 00:09:24.320 --> 00:09:30.720 Uh and just answer them and answer them honestly and answer them in depth. 00:09:30.960 --> 00:09:35.600 Don't if, like my first question is what specific problem does your product or service solve? 00:09:35.759 --> 00:09:38.960 How would you describe that problem in your own words? 00:09:39.200 --> 00:09:41.759 Don't just say we help people save time. 00:09:42.639 --> 00:09:44.320 Because that's that's not enough. 00:09:44.480 --> 00:09:48.960 Do you you've got to treat this like you would treat an intern, a marketing intern. 00:09:49.039 --> 00:09:51.519 You you wouldn't give that instruction to a marketing intern. 00:09:51.600 --> 00:09:58.240 You'd say, look, here's the problem, here's what people suffer with, here's why, here's the kind of work that we do to help them. 00:09:58.399 --> 00:10:01.679 Just get very detailed about the answer to that question. 00:10:01.840 --> 00:10:04.960 And yeah, I would do all of these in one file. 00:10:05.120 --> 00:10:06.720 I wouldn't separate the questions. 00:10:06.879 --> 00:10:12.879 And then what you're going to do eventually is get it transcribed or copy and paste the transcription and put it into your AI. 00:10:13.039 --> 00:10:13.360 Okay. 00:10:13.519 --> 00:10:15.200 What specific problem does your products have? 00:10:15.440 --> 00:10:17.519 Do you have any thought on that or any kind of additional? 00:10:18.080 --> 00:10:24.799 I would uh, and I'm gonna I'm gonna take your specific, you talked about answering specifically, and I'm gonna like try to explode that. 00:10:25.200 --> 00:10:29.120 Um you can also tell this is like a subprompt. 00:10:29.200 --> 00:10:30.399 You can you can tell AI. 00:10:30.480 --> 00:10:42.720 So if I'm taking your notes, Bill, and I've got your 10 questions, I'm gonna answer them like you said, and then I'm gonna put them into chat and I'm gonna say, hey, so I got these questions from my podcast partner, Bill, to help you learn about me and my product. 00:10:42.879 --> 00:10:50.639 I'm gonna give you my answers, and then I want you to ask me follow-up questions because I want you to understand what we do and how we do it at depth. 00:10:50.720 --> 00:10:53.759 And I also want you to uncover things that I'm not seeing. 00:10:53.840 --> 00:11:02.480 I want you to find holes in my logic or or you know, competitive um uh fallacies we've got against competitors or anything like that. 00:11:02.639 --> 00:11:04.159 Because I that's how I talk to it, just like that. 00:11:04.240 --> 00:11:04.399 Perfect. 00:11:04.480 --> 00:11:05.679 And it'll go, okay, got it. 00:11:05.840 --> 00:11:13.919 And then what I'd add on the specifics is when it's say what proc your does your solution solve, say that and then use specific use your customers. 00:11:14.080 --> 00:11:17.120 And you say, so we were and use the brands and use the people. 00:11:17.200 --> 00:11:23.279 This person's the CEO and it's the name, and his name's you know, Tom Simpson, and he's run that company, and they've got 14 salespeople. 00:11:23.360 --> 00:11:24.879 They're based in Noblesville, Indiana. 00:11:25.039 --> 00:11:30.879 Here's what they do go look at them on the internet and tell it that stuff, and it will learn with specifics like that. 00:11:30.960 --> 00:11:31.600 It'll go research. 00:11:31.840 --> 00:11:35.840 Oh, it looks like your I your you know, ideal client profiles this so hyper specific. 00:11:36.080 --> 00:11:36.559 That's awesome. 00:11:36.799 --> 00:11:37.120 That's awesome. 00:11:37.519 --> 00:11:45.440 That one, and if you have any kind of a video that uh you've created or your company's created, get it transcribed and put it right in there. 00:11:45.600 --> 00:11:47.600 I mean, again, this is gonna take some time. 00:11:47.679 --> 00:11:55.200 This is this

requires a little elbow grease, but once you get this done, you you're gonna be it's gonna be remarkable the improvement in output. 00:11:55.360 --> 00:11:55.840 Okay, good. 00:11:55.919 --> 00:12:03.679 Yes number two, what are the three most common objections or questions that you hear from not from clients but from prospects? 00:12:03.840 --> 00:12:05.840 And how do you address each one? 00:12:06.159 --> 00:12:12.799 So maybe one maybe one objection might be, you know, we hadn't we haven't budgeted this for this year. 00:12:13.279 --> 00:12:15.840 You know, price looks good, but we just don't have it in the budget. 00:12:16.080 --> 00:12:17.039 How are you going to answer that? 00:12:17.200 --> 00:12:19.279 And how are you going to preempt that? 00:12:19.679 --> 00:12:25.039 Um, but you you have to be detailed about how you answer these objections. 00:12:25.120 --> 00:12:42.080 Don't just come back with a one-liner, because it needs to learn how you think about these objections so that we can preempt them ultimately, because that may be one of your first assignments is give me the five most common objections and let's work on preempting them and solving them before they become objections. 00:12:42.159 --> 00:12:43.440 That's really the way to do it. 00:12:43.759 --> 00:12:44.320 I love that. 00:12:44.960 --> 00:12:47.200 My comment on this one we just did this. 00:12:47.279 --> 00:12:48.399 This is very timely. 00:12:48.639 --> 00:12:52.720 We dump all of our CRM data, so we use Salesforce into Claude. 00:12:52.960 --> 00:12:59.600 And we say, Claude, analyze this data, including the the the um the closed, lost reason. 00:13:00.559 --> 00:13:01.840 And we give them all the stats. 00:13:02.000 --> 00:13:10.720 So our Claude's got all the stats, and it comes back and it tells us here's where you're losing and why you're losing, and it foots it to other elements. 00:13:10.799 --> 00:13:18.559 So what I mean by that is we may have closed, lost, like no interest, or closed, lost, too expensive or something. 00:13:18.799 --> 00:13:27.919 But what it what Claude did was went deeper and said, you actually went close, lost for multiple reasons in financial services, 0 for 18. 00:13:28.720 --> 00:13:32.080 So it says you guys shouldn't be calling on financial services companies. 00:13:32.159 --> 00:13:33.200 You're 0 for 18. 00:13:33.279 --> 00:13:35.279 That's a good data pool or something like that. 00:13:35.440 --> 00:13:47.679 Um, deals that came from certain referral sources closed at a 50% clip rate, where deals that came from another source, we were 0 for 22 with a paid referral source that we use. 00:13:47.840 --> 00:13:49.360 So we pay to be part of this group. 00:13:49.440 --> 00:13:52.159 Yeah, we got 22 open opportunities this year. 00:13:52.320 --> 00:13:54.000 We lost all 22. 00:13:54.159 --> 00:13:57.919 So Claudia's telling us it the reasons aren't always the reasons. 00:13:58.080 --> 00:13:58.480 Yeah. 00:13:58.960 --> 00:14:01.600 Um,

really, really good stuff to dump all your data in there. 00:14:01.840 --> 00:14:02.720 Yeah, that's an advanced. 00:14:02.960 --> 00:14:04.480 I mean, that's advanced stuff there. 00:14:04.639 --> 00:14:08.240 So I totally think that's fab fantastic. 00:14:08.480 --> 00:14:16.799 You got to get to the point where you have enough confidence in that platform that you're able to do that and want to do that, and and yeah, and open enough to do that. 00:14:16.879 --> 00:14:19.519 Some people don't want to, I don't want to know that I'm 0 for 22. 00:14:19.600 --> 00:14:20.480 That's kind of shameful. 00:14:20.639 --> 00:14:23.759 Well, it's better to know it now than being 0 for 44. 00:14:23.840 --> 00:14:24.080 Right. 00:14:24.240 --> 00:14:24.879 Heck yeah. 00:14:25.039 --> 00:14:25.200 Yeah. 00:14:25.360 --> 00:14:25.679 Yes. 00:14:25.919 --> 00:14:26.240 All right. 00:14:26.320 --> 00:14:27.360 So here's a third one. 00:14:27.440 --> 00:14:28.639 Um, and and you know what? 00:14:28.720 --> 00:14:34.159 Let's do let's do five of these, then we'll come back uh for the second next episode and do the other five. 00:14:34.240 --> 00:14:34.399 Yeah. 00:14:34.639 --> 00:14:36.399 Because we're already at uh at time here. 00:14:36.559 --> 00:14:37.519 Number three, sure. 00:14:37.679 --> 00:14:46.480 How how would you describe your unique sales philosophy when you're out selling um or approach that differentiates you from competitors? 00:14:46.720 --> 00:15:00.879 So is there anything about the way you sell, the way you find out the problem, the way you lead people through the process, any unique uh virtues or uh uh you know areas that you believe in? 00:15:01.039 --> 00:15:08.000 Like, for example, maybe you're following uh Brian and I over the years, and you might say, look, one of my philosophies is not everybody's a prospect for this. 00:15:08.159 --> 00:15:10.240 Not everybody is a perfect fit for this. 00:15:10.320 --> 00:15:16.320 And we want to find out in the first meeting whether it even feels like there's any any reason for us to continue. 00:15:16.559 --> 00:15:19.600 Well, that's a philosophy, it's a strategy, it's a philosophy. 00:15:19.840 --> 00:15:20.799 Put that in there. 00:15:21.120 --> 00:15:30.320 Anything that maybe anything you've learned from us uh over the years that you can put in there that will help it get you to the right output. 00:15:30.559 --> 00:15:31.039 Yes. 00:15:31.360 --> 00:15:32.879 I would add to that one. 00:15:33.200 --> 00:15:37.120 Also tell it to um uh tell us. 00:15:37.279 --> 00:15:41.200 I would ask Claude, tell me where we look like every other competitor. 00:15:41.360 --> 00:15:50.639 Tell me what attributes of my product are me to's where everybody looks like that, sounds like that, feels like that, to avoid those things too. 00:15:50.879 --> 00:15:54.559 Because we found it to be really helpful when we're doing our competitive analysis on that. 00:15:54.639 --> 00:15:55.279 Yeah. 00:15:56.240 --> 00:15:58.960 Yeah, rarely do we look that deep. 00:15:59.200 --> 00:16:02.399 Rarely do we look that deep into competitive analysis. 00:16:02.480 --> 00:16:04.720 And usually it's all about the features and benefits. 00:16:04.879 --> 00:16:07.440 Well, they have a 90-day program, we have a 120-day program. 00:16:07.519 --> 00:16:10.080 Well, is that really the difference, or is it something a lot deeper? 00:16:10.240 --> 00:16:10.399 Right. 00:16:10.639 --> 00:16:11.120 Probably deeper. 00:16:11.360 --> 00:16:23.759 All right, number four, what are the most impactful questions you ask during discovery calls or first plush calls that reveal a prospect's truth, pains, problems, dilemmas, needs, whatever? 00:16:24.000 --> 00:16:33.279 So what are maybe you have a uh a document that has the top 10 questions we ask prospects throughout the throughout the sales process. 00:16:33.440 --> 00:16:38.559 Uh almost all of my clients are on some kind of a systematic way to go through questions. 00:16:38.639 --> 00:16:42.080 And we don't want to interrogate, but these are questions we need the answers to. 00:16:42.240 --> 00:16:44.559 So just list those questions there. 00:16:44.720 --> 00:16:56.159 Don't list the answers because that's going to depend on um the client, the client or the prospect, but list the questions that will help your AI understand what your approach is. 00:16:56.960 --> 00:16:57.600 Yes. 00:17:00.399 --> 00:17:03.039 Number five, the final one for today. 00:17:03.919 --> 00:17:08.720 Um how do you define what makes someone an ideal customer for your business? 00:17:08.880 --> 00:17:10.240 What are their characteristics? 00:17:10.400 --> 00:17:11.680 What are their attitudes? 00:17:11.839 --> 00:17:13.599 What are their commitment levels? 00:17:13.839 --> 00:17:22.319 And this is really about you defining the ideal client so that we can also determine when one isn't an ideal client. 00:17:22.720 --> 00:17:26.400 So what are what are the virtues, what are the aspects of their personalities? 00:17:26.559 --> 00:17:28.720 Are they are they ambitious people? 00:17:29.039 --> 00:17:31.519 Are they are they committed to their people? 00:17:31.599 --> 00:17:36.400 You know, a lot of times we we talk to VPs of sales who really aren't that committed to growing their people. 00:17:36.559 --> 00:17:38.720 Well, I don't I don't want to be a part of that. 00:17:38.799 --> 00:17:40.799 And and nor do they want me to be a part of that. 00:17:40.880 --> 00:17:42.079 It's too expensive. 00:17:42.319 --> 00:17:47.759 But when you find someone's like, oh no, I'm not only committed to my personal goals, but also to theirs. 00:17:47.839 --> 00:17:52.240 I feel like I'm my mission is to help them reach their potential, that's a whole different story. 00:17:52.400 --> 00:17:58.000 So understand and define what it is that makes someone an ideal customer for you. 00:17:58.240 --> 00:18:06.480 So I'm gonna go back to my original point from point number one is feed

this specifics, be specific, and use your existing clients. 00:18:06.640 --> 00:18:14.480 So use the names and the brands and the people and all the detail and tell these are our ideal clients as I sit here, you know, today and tell you. 00:18:14.559 --> 00:18:19.759 So you've got the kind of the generic version, but then use the people that you work with and say, How do I find more people like this? 00:18:19.839 --> 00:18:23.839 As you know, and then you can also do that, you can do the opposite of all these things too. 00:18:24.000 --> 00:18:26.079 You could say, here are some some groups, you can see it. 00:18:26.160 --> 00:18:28.079 There's a customer you might have that you don't like. 00:18:28.160 --> 00:18:30.160 You're like, these guys are a pain in the butt to deal with. 00:18:30.480 --> 00:18:33.359 You're like, we don't want people like this, and there may be some attribute there. 00:18:33.519 --> 00:18:35.519 Um, so you can do the opposites of that too. 00:18:35.599 --> 00:18:39.119 So and raise your raise your standards here on this question. 00:18:39.279 --> 00:18:51.359 If if you really want people committed to growth or committed to whatever it is you're committed to, then be very specific about this and tell tell AI what that commitment looks like. 00:18:51.680 --> 00:18:53.359 I can't tell, are you committed to this? 00:18:53.519 --> 00:18:54.000 Is not enough. 00:18:54.160 --> 00:18:54.960 What's commitment? 00:18:55.119 --> 00:18:57.279 Means I'm spending a certain number of hours a week on it. 00:18:57.359 --> 00:19:00.480 It means I've searched out solutions and haven't been satisfied. 00:19:00.640 --> 00:19:01.920 It can mean a lot of different things. 00:19:02.000 --> 00:19:08.720 So raise the standard of the kind of client you want to attract and put it in here so that it can it can really help you. 00:19:08.799 --> 00:19:18.720 And then if you do have it write emails or do have it uh go out and search for people who might be good prospects, they're gonna it's going to use this filter before it brings back anything. 00:19:19.119 --> 00:19:19.519 For sure. 00:19:19.599 --> 00:19:21.599 And it'll get smarter and smarter and smarter as it will be. 00:19:21.680 --> 00:19:22.079 It will. 00:19:22.480 --> 00:19:22.880 For sure. 00:19:23.119 --> 00:19:26.480 So are you okay if we now, you know, we'll have to decide. 00:19:26.559 --> 00:19:32.079 Maybe what we do, Brian, is we just give them the list instead of going through the the last five. 00:19:32.480 --> 00:19:33.920 Um, what do you think about that? 00:19:34.160 --> 00:19:34.960 Just giving them a list. 00:19:35.279 --> 00:19:37.440 You you kind of have the idea, I think, here. 00:19:37.680 --> 00:19:46.559 Um Brian's right about at the very end of this, ask AI, what other questions should I have should we be funneling into you? 00:19:46.640 --> 00:19:48.160 What are some things that I've missed? 00:19:48.240 --> 00:19:50.160 Sometimes we miss the most obvious thing. 00:19:50.240 --> 00:19:52.640 Well, the most obvious thing is why do you do what you do, Bill? 00:19:53.519 --> 00:19:53.759 You know what? 00:19:54.079 --> 00:19:54.799 Never thought about that. 00:19:54.880 --> 00:19:55.440 That's a good question. 00:19:55.680 --> 00:19:56.880 That probably should be one of these. 00:19:56.960 --> 00:20:00.240 What why do you do what's what's important about this work for you? 00:20:00.480 --> 00:20:01.680 Yes, bravo. 00:20:02.400 --> 00:20:03.440 All right, good job. 00:20:03.599 --> 00:20:07.119 If you haven't joined Insider, advanced selling podcast.com/slash insider. 00:20:07.200 --> 00:20:14.240 We'd love to hear from you if you have an audio clip that is a somewhat congratulatory about our 20-year anniversary. 00:20:14.559 --> 00:20:16.160 Send it and we will use it. 00:20:16.400 --> 00:20:18.799 Give us permission to use it, and we'll use it. 00:20:19.039 --> 00:20:31.039 And uh say hey once again to Trevor, who uh sent us his, and he's a podcaster, yapper, great voice, great, great uh stream of consciousness, man. 00:20:31.200 --> 00:20:31.599 You were good. 00:20:31.680 --> 00:20:33.039 All right, see you next week. 00:20:33.359 --> 00:20:34.400 Bye later.