TRANSCRIPTIE 🔗
WEBVTT
00:00:00.400 --> 00:00:06.160
The Surviving Athlete Sales podcast, hosted by Michael Kelly, presented by Sales Builder Academy.
00:00:06.320 --> 00:00:11.439
The goal is to survive in nominative and outside sales.
00:00:11.599 --> 00:00:14.720
Whether you're getting in, nominating, or getting out.
00:00:15.119 --> 00:00:16.800
Surviving outside sales.
00:00:29.440 --> 00:00:31.120
The Surviving Outside Sales Podcast.
00:00:31.199 --> 00:00:33.119
I'm your host, Mike O'Kelly.
00:00:33.359 --> 00:00:40.560
Coming to you live from the great state of South Carolina, the new place that I call home and my family calls home.
00:00:40.719 --> 00:00:42.799
We love it down here in South Carolina.
00:00:42.960 --> 00:00:48.960
It is a stone's throw away from my old home, Charlotte, North Carolina, about 30 minutes away, just across the state line.
00:00:49.039 --> 00:00:52.399
But I tell you what, for some reason, the sunlight is just brighter down here.
00:00:52.719 --> 00:00:56.560
Absolutely love the transition and change in my family's life.
00:00:56.719 --> 00:01:00.240
I feel like it has re-invigorated me and kind of rejuvenated me.
00:01:00.399 --> 00:01:05.120
I've been in Charlotte for more than two decades, and it did feel a little bit stale.
00:01:05.200 --> 00:01:12.319
And it's very exciting to meet new people, have new business opportunities, and just kind of had feel like I have a fresh start.
00:01:12.480 --> 00:01:18.239
And so I want you to kind of piggyback on what I just said about fresh start.
00:01:18.480 --> 00:01:26.079
And I think I think that for the most part, most sales professionals are going to need that coming up, starting right now.
00:01:26.480 --> 00:01:37.200
Q4 2026, I believe, is going to kick off a two to three year time period where you're going to have to reinvent yourself.
00:01:37.680 --> 00:01:41.280
You're going to have to change what you've done.
00:01:41.439 --> 00:01:44.560
The same old, same old isn't going to work.
00:01:44.719 --> 00:01:47.120
And what I mean by that is effort.
00:01:48.000 --> 00:01:53.040
I think it is less about the volume of just getting out there.
00:01:53.359 --> 00:02:00.640
In fact, I was having it, I was having coffee with a VP of sales probably about four weeks ago.
00:02:01.040 --> 00:02:04.959
And I remember sitting there and saying and asking, you know, what is changed?
00:02:05.040 --> 00:02:05.599
What is different?
00:02:05.680 --> 00:02:07.359
And number one was access.
00:02:07.680 --> 00:02:10.800
I said, okay, how has that changed your onboarding?
00:02:10.960 --> 00:02:13.759
And he kind of looked at me and he said, Well, we still do the same onboarding.
00:02:13.840 --> 00:02:16.240
And I said, Okay, well, the environment has changed.
00:02:16.560 --> 00:02:19.919
Your buyers have changed their access habits.
00:02:20.560 --> 00:02:25.919
Have you guys adjusted or have you thought about adjusting to that change?
00:02:26.560 --> 00:02:27.759
He said, You know what?
00:02:28.000 --> 00:02:29.520
We haven't thought of that.
00:02:29.759 --> 00:02:31.199
That's interesting.
00:02:32.080 --> 00:02:35.680
And I said, Yeah, it's it's a whole new world.
00:02:36.719 --> 00:02:45.280
You can't pretend like it's 2016 and you can just waltz into any business and get a meeting and you know, say the same things.
00:02:45.360 --> 00:02:47.199
You it just doesn't happen.
00:02:47.680 --> 00:03:00.560
So I I spend most of my days not reinventing, but just retuning and resetting a lot of expectations, a lot of processes.
00:03:01.120 --> 00:03:07.360
I take a look at everything that that happens, and I I tell you that every six months I dump out the bucket.
00:03:07.439 --> 00:03:09.439
I I'm new, I'm now doing it every three months.
00:03:09.520 --> 00:03:10.240
I have to.
00:03:10.400 --> 00:03:20.400
Every three months I dump out my bag, I dump out my bucket, and I take a look at the business, I take a look at my businesses, I take a look at the resources, what I'm using.
00:03:20.639 --> 00:03:23.599
And if I have to make changes, I have to make changes, even if they're painful.
00:03:23.759 --> 00:03:25.680
Short-term pain, long-term gain.
00:03:25.840 --> 00:03:28.479
And I've gone through some pain in the last three to four months.
00:03:28.719 --> 00:03:29.919
Absolute pain.
00:03:30.159 --> 00:03:38.560
It is moving your family with little kids that is that you have businesses and everything tied to it, moving to another state.
00:03:38.719 --> 00:03:51.360
I finally got my driver's licenses, my titles, my insurance, my registration, dealing with the DMV, the insurance papers, everything that has to do with the house, moving all of the everything, everything.
00:03:51.520 --> 00:03:55.840
You have no idea how many pieces of mail that you get routinely.
00:03:55.919 --> 00:03:57.840
You got to go in and change the address.
00:03:58.560 --> 00:04:03.039
And on top of that, my credit card was compromised.
00:04:03.280 --> 00:04:08.800
So the credit card that was attached to all my business dealings was compromised, had to cancel it.
00:04:09.039 --> 00:04:12.560
And I did not get a new one for several days.
00:04:12.879 --> 00:04:18.560
And in those several days, a lot of my back end stuff was due.
00:04:19.120 --> 00:04:22.959
And so my websites were down for a couple days.
00:04:23.279 --> 00:04:27.279
My podcast was down for a couple days.
00:04:27.519 --> 00:04:30.000
Various things were down for a couple days.
00:04:30.319 --> 00:04:40.959
So trust me, when I tell you that I have to constantly feel like I have to, you know, reset, it's not just a catchy slogan or a euphemism, but that happens in business.
00:04:41.040 --> 00:04:41.600
It happens.
00:04:41.680 --> 00:04:49.120
I I had a great consistent period from you know 2023 to 2025.
00:04:49.600 --> 00:04:54.000
Like mid-2025 was pretty consistent for most of the businesses.
00:04:54.160 --> 00:04:58.480
It was, I wouldn't say an autopilot, but it was
Load full transcript
just very consistent.
00:04:58.720 --> 00:05:03.040
Kind of knew where it was, knew what we had to do, we just had to go out and execute.
00:05:03.519 --> 00:05:04.639
2026.
00:05:05.040 --> 00:05:05.839
Excuse me.
00:05:06.160 --> 00:05:08.240
2026 has been a beast.
00:05:08.560 --> 00:05:10.480
So many things have changed.
00:05:10.959 --> 00:05:24.959
The kicking down of the front door of business that AI did at the beginning of 2026, I know AI has been around for a while, but really in February, most people that I talked to were on AI using AI on a daily basis.
00:05:25.120 --> 00:05:28.319
Companies were letting people go, they were building AI agents.
00:05:28.560 --> 00:05:30.319
AI was everywhere.
00:05:30.560 --> 00:05:43.519
And then over the summer, it kind of felt like talking to executives and talking to some of my clients that AI really wasn't doing the work that they thought it was going to do because there's no there's no human touch.
00:05:43.759 --> 00:05:50.160
And I believe, especially in the sales world, outside sales, especially, you have to have human beings.
00:05:50.240 --> 00:05:54.800
So AI is never going to come for the industry, but it will come for jobs.
00:05:55.040 --> 00:05:58.079
It'll take away a lot of the inefficiencies that happen right now.
00:05:58.240 --> 00:06:10.720
And the number one inefficiency is companies are still under the belief that you should just have these massive territories and you should just drive around in your car aimlessly all day trying to knock on doors and trying to get face-to-face meetings.
00:06:10.959 --> 00:06:20.160
The moment that those companies realize that it can be more efficient to have targeted meetings that are buying meetings.
00:06:20.319 --> 00:06:28.079
So, in other words, you use technology to get them the information they need, the back and forth, be in multiple places at the same time.
00:06:28.399 --> 00:06:38.800
Instead of having hundreds or thousands of people knocking on doors every single day, once companies realize that that's the future, a lot of the industry is going to contract.
00:06:38.959 --> 00:06:45.439
Now, the great news is industries never contract on the talented ones, on the ones that are performing.
00:06:45.680 --> 00:06:49.759
They usually contract on the ones that are doing the bare minimum.
00:06:50.319 --> 00:07:04.079
And so the the threshold is not doing the bare minimum, but it's figuring out how to be greater than the average, be greater than the norm.
00:07:04.560 --> 00:07:07.680
And it's a phrase, you know, brand and standards.
00:07:08.319 --> 00:07:12.879
So one of the things that I talk to my clients right now is the brand and standards.
00:07:13.040 --> 00:07:16.720
When you walk in a room, you need to be elevated.
00:07:16.959 --> 00:07:23.519
Now it doesn't mean a self-elevation, it just means you have to be better than anybody that they have met.
00:07:23.680 --> 00:07:26.240
You have to give them that perception.
00:07:26.560 --> 00:07:34.959
You have to have that air of confidence that you know exactly what to do, what to say, when to say it, and how to get the job done.
00:07:35.279 --> 00:07:37.920
You're the person, not somebody else.
00:07:38.160 --> 00:07:39.120
Because guess what?
00:07:39.279 --> 00:07:42.560
If they decide you're not the person, they're going with somebody else.
00:07:44.000 --> 00:07:53.759
And right now, Q4 of 2026, and I would say for the next year and a half, there's going to be a massive shakeup in the sales world.
00:07:54.240 --> 00:07:59.839
Companies are going to start to look and say, hey, I mean, it already happens in a lot of big companies.
00:08:00.000 --> 00:08:02.399
They look and they say, Well, what's our biggest expense?
00:08:02.560 --> 00:08:04.000
Well, it's our outside sales team.
00:08:04.160 --> 00:08:05.199
Let's get rid of them.
00:08:05.439 --> 00:08:06.639
Let's cut them in half.
00:08:06.800 --> 00:08:11.680
That's the answer for the bean counters, the people that can prop up the share price.
00:08:11.920 --> 00:08:13.839
And who's left holding the bag?
00:08:14.160 --> 00:08:15.120
The sales rep.
00:08:15.600 --> 00:08:17.040
The person out in the field.
00:08:17.360 --> 00:08:19.199
You know who's not holding the bag?
00:08:19.360 --> 00:08:20.399
The sales pro.
00:08:21.600 --> 00:08:26.160
And that's what I implore everybody listening right now.
00:08:26.319 --> 00:08:27.519
I implore you.
00:08:29.120 --> 00:08:35.360
I implore you to build the career to be a sales pro, not a sales rep.
00:08:35.679 --> 00:08:37.360
You're not repping a product.
00:08:37.519 --> 00:08:39.279
You're an independent consultant.
00:08:39.440 --> 00:08:50.080
And I know you're not a 1099, but you're an independent consultant working for a company, and your brand and your standard has to elevate above the rest, elevate above the crowd.
00:08:50.799 --> 00:08:52.720
That means you need to be memorable.
00:08:52.960 --> 00:08:54.960
That means you need to be prepared.
00:08:55.200 --> 00:08:57.120
And they need to think, wow, you know what?
00:08:57.200 --> 00:09:01.919
This person, you know, Mike knows more than I know in this given situation.
00:09:02.399 --> 00:09:05.200
I need whenever I have a problem, I need to call Mike.
00:09:06.879 --> 00:09:20.000
That is what is going to help in 2026 because what's also happening simultaneously is a level of protectionism that usually comes around every six to ten years.
00:09:20.320 --> 00:09:25.519
It did happen right after the pandemic, artificially, but naturally things happen.
00:09:25.759 --> 00:09:27.919
Industries contract, industries grow.
00:09:28.080 --> 00:09:30.159
When they boom, it's fantastic.
00:09:30.399 --> 00:09:31.360
Giving an example.
00:09:31.600 --> 00:09:35.519
The real estate market here in the Southeast, North Carolina, South Carolina.
00:09:35.759 --> 00:09:40.240
Three years ago, if you had a broker's license, you could have sold a home.
00:09:40.559 --> 00:09:44.159
In fact, the sales numbers were off the charts.
00:09:44.720 --> 00:09:49.120
Now all of a sudden, there is more inventory sitting on the market than normal.
00:09:49.840 --> 00:09:52.960
Interest rates are going up, and interest rates are going to continue to go up.
00:09:53.120 --> 00:09:54.960
There's a rumor that's going to go up to about 8%.
00:09:56.480 --> 00:10:02.399
That means a lot of real estate agents, realtors, are going to be left out in the cold.
00:10:03.120 --> 00:10:04.799
What type are we talking about?
00:10:04.960 --> 00:10:17.840
The ones that don't have a pipeline, the ones that don't have a brand, the ones that don't have the standards, the ones that maybe didn't act as professional as they could have during certain open houses or certain client meetings.
00:10:18.799 --> 00:10:19.519
But it happens.
00:10:19.600 --> 00:10:21.360
There's going to be a massive contraction.
00:10:21.679 --> 00:10:25.919
But the contraction happens with the sales professionals.
00:10:26.080 --> 00:10:27.600
I'm sorry, sales reps.
00:10:27.840 --> 00:10:29.600
The sales reps at the bottom.
00:10:29.840 --> 00:10:31.840
There's a lot of people that just do the bare minimum.
00:10:31.919 --> 00:10:36.480
They do just enough to get by to not get fired so that they can continue getting a paycheck.
00:10:36.559 --> 00:10:48.879
No matter what industry you go in, in my in my experience, it is in the 20 now 26 years in business, it is there's always people just looking to just make a paycheck.
00:10:48.960 --> 00:10:51.120
That's they don't care about the mission of the company.
00:10:51.279 --> 00:10:54.000
They don't care about the clients, they just want the money.
00:10:54.080 --> 00:10:55.279
That's all it's about.
00:10:55.600 --> 00:11:01.039
You pay me so I can go watch sports, go watch movies, hang out with friends, go on vacations.
00:11:01.200 --> 00:11:01.679
That's it.
00:11:02.399 --> 00:11:03.759
Your job sustains my life.
00:11:03.840 --> 00:11:06.720
And in exchange, I will give you 40 hours a week.
00:11:07.200 --> 00:11:13.679
Those type of people in the sales environment, those type of people in the sales industry, they're gone.
00:11:13.840 --> 00:11:15.039
They're out the door.
00:11:16.559 --> 00:11:18.080
Please don't be one of them.
00:11:18.639 --> 00:11:26.159
That means you have to elevate your education, you have to elevate your skill set, you have to build processes, systems, be consistent.
00:11:27.039 --> 00:11:37.360
And you have to be the person that's irreplaceable, unfirable, or somebody that another company wants to steal.
00:11:38.240 --> 00:11:43.919
You go out to a conference, you go meet somebody, and they said, Wow, we need that person to work for our organization.
00:11:44.399 --> 00:11:46.080
That is your goal.
00:11:46.399 --> 00:11:52.399
That is not going to happen with you simply putting in your 40 hours a week with your company.
00:11:53.360 --> 00:12:00.159
It all happens behind closed doors on your free time.
00:12:01.120 --> 00:12:06.240
So the question is, are you going to be prepared for the next year and a half of bloodshed?
00:12:06.559 --> 00:12:08.080
Because I'm not sugarcoating it.
00:12:08.159 --> 00:12:09.360
It's going to be bad.
00:12:09.600 --> 00:12:11.360
You're going to start seeing it on LinkedIn.
00:12:11.440 --> 00:12:14.720
You're going to start seeing companies start laying people off left and right.
00:12:14.960 --> 00:12:16.480
It's going to happen.
00:12:16.720 --> 00:12:18.879
How do you insulate yourself from that?
00:12:19.039 --> 00:12:20.559
So you don't have to stress out about it.
00:12:20.799 --> 00:12:21.600
Because here's the deal.
00:12:21.679 --> 00:12:28.159
Let's say, for instance, you do work at a company and you do get laid off, and the sales team is let go.
00:12:28.399 --> 00:12:29.279
Guess what?
00:12:30.240 --> 00:12:32.399
You're going to get scooped up pretty quickly.
00:12:32.960 --> 00:12:34.080
That's happened to me.
00:12:34.320 --> 00:12:39.919
I've had three sales divisions shut down when I was there.
00:12:40.559 --> 00:12:43.600
Two from acquisition and one from a bankruptcy.
00:12:45.759 --> 00:12:47.919
I got hired pretty quick after that.
00:12:50.559 --> 00:12:52.159
That is the goal.
00:12:52.960 --> 00:12:56.799
Instead of just focusing on, okay, well, how can I do my job to the best of the ability?
00:12:56.960 --> 00:13:00.879
Yes, you want to do your job to the best of ability, but you really want to do three things.
00:13:01.039 --> 00:13:04.559
Do your job to the best of the ability, make as much money as possible.
00:13:04.720 --> 00:13:09.440
But number three, set yourself up for your career trajectory.
00:13:10.000 --> 00:13:12.720
It's not just about today in 2026.
00:13:13.440 --> 00:13:21.519
It's about what type of role, what type of career, what type of trajectory are you on for the next five to 10 years?
00:13:22.399 --> 00:13:26.080
And all three of those things you need to be working on concurrently.
00:13:27.440 --> 00:13:30.320
Your company only pays you really for one.
00:13:30.639 --> 00:13:35.440
They don't care how much money you make, they care how much money you make them.
00:13:36.639 --> 00:13:38.080
So how are you going to do this?
00:13:38.320 --> 00:13:40.240
You got to invest in yourself.
00:13:40.559 --> 00:13:41.759
Go to conferences.
00:13:41.919 --> 00:13:44.399
There are sales conferences all the time.
00:13:45.600 --> 00:13:48.399
Self-servingly, do sales coaching.
00:13:48.480 --> 00:13:50.080
I offer sales coaching.
00:13:50.240 --> 00:13:56.320
I'm taking on new clients starting in November 1st for a two-month sprint.
00:13:56.559 --> 00:14:03.440
If you're interested or you know somebody that'd be interested in a two-month sprint starting November 1st, have them reach out to me.
00:14:03.679 --> 00:14:07.039
Mike at Surviving Outside Sales, reach out to me on LinkedIn.
00:14:07.440 --> 00:14:11.519
No
matter what I've done, that is the best way to get in touch with me.
00:14:11.679 --> 00:14:15.600
Still, is DM me on LinkedIn or shoot me an email.
00:14:16.159 --> 00:14:19.200
For some reason, I don't know why, but that is just the easiest.
00:14:19.360 --> 00:14:21.440
And for some reason, that's what people do.
00:14:22.879 --> 00:14:30.399
DM me on LinkedIn, connect with me, and DM me on LinkedIn, or shoot me an email, mike at survivingoutsides.com.
00:14:30.799 --> 00:14:42.720
If you are interested in protecting yourself, starting to build that foundation that you can build upon to being the ultimate sales professional.
00:14:43.440 --> 00:14:44.320
But you know what?
00:14:44.399 --> 00:14:47.840
Hey, if it's not with me, please go somewhere.
00:14:48.320 --> 00:14:49.279
Go somewhere.
00:14:49.519 --> 00:14:51.279
You're listening to the podcast right now.
00:14:51.360 --> 00:14:54.240
So hopefully you've consumed enough and you're like, you know what?
00:14:54.399 --> 00:14:56.159
I think Mike can get me there.
00:14:56.559 --> 00:15:04.559
I've had lots of students have lots of success, and I love helping sales professionals live out the life of their dreams.
00:15:06.000 --> 00:15:07.120
But you gotta do it.
00:15:07.360 --> 00:15:12.879
There's no excuse in 2026 for you not to invest in yourself in some way, shape, or form.
00:15:14.159 --> 00:15:19.120
Because just remember, you're asking your buyers to invest in whatever you're trying to sell.
00:15:19.360 --> 00:15:21.200
You don't want to be a hypocrite.
00:15:21.440 --> 00:15:24.879
If you're asking them to invest, you need to invest in you.
00:15:26.080 --> 00:15:28.559
Not for your company, but for you.
00:15:30.720 --> 00:15:32.879
Thanks for everybody who's been listening.
00:15:33.519 --> 00:15:38.000
If you again reach out to me if you have any questions, you know, share this with a friend.
00:15:38.159 --> 00:15:39.360
Have conversations.
00:15:39.600 --> 00:15:43.120
Build your circle with other like-minded individuals.
00:15:44.080 --> 00:15:50.720
People that are talking about business, people are talking about AI, people are talking about elevating themselves.
00:15:51.120 --> 00:15:57.039
I was talking with a client the other day, and I said, you know what, I really don't watch sports anymore.
00:15:57.120 --> 00:15:59.360
I'm a I was a huge sports guy.
00:15:59.519 --> 00:16:01.440
I used to watch sports all the time.
00:16:01.519 --> 00:16:02.799
I used to sit down.
00:16:03.039 --> 00:16:05.360
And it's gotten so it's gotten so noticeable.
00:16:05.519 --> 00:16:06.960
My wife asked me.
00:16:07.519 --> 00:16:12.480
She kind of came outside on Saturday and she said, Hey, are you gonna come in and watch football?
00:16:12.720 --> 00:16:15.519
And I said, No, I got stuff to do outside.
00:16:15.840 --> 00:16:18.799
At the new house, I was pressure washing the hardscape outside.
00:16:18.960 --> 00:16:19.919
Took me about four hours.
00:16:20.000 --> 00:16:21.519
I
only finished two-thirds of it.
00:16:21.679 --> 00:16:22.720
It's pretty big.
00:16:22.879 --> 00:16:27.039
And uh I was very, very gross and very mossy.
00:16:27.360 --> 00:16:30.000
I had a lot of work to do, so I still have to do this weekend.
00:16:30.080 --> 00:16:37.279
And I also did yard work, did trimming, edging, cleaned out the garage, and I didn't watch a single down of football till about 4 p.m.
00:16:37.679 --> 00:16:40.159
And at that point, I kind of was it just was on.
00:16:40.320 --> 00:16:41.200
I really didn't care.
00:16:41.440 --> 00:16:45.679
And she said, you know, my wife said, Why are you why you used to watch sports all the time?
00:16:45.759 --> 00:16:51.200
Every Saturday, every Sunday, you'd kind of sit down and I said, I'm just not as interested anymore.
00:16:51.279 --> 00:16:53.440
There's so many more important things in life.
00:16:53.679 --> 00:17:01.360
And so I just say that to, you know, I never thought I was gonna be the guy that really could care, you know, couldn't care less about sports.
00:17:01.519 --> 00:17:03.120
I could not care less about sports.
00:17:03.279 --> 00:17:07.680
If there's a big game, Super Bowl, NBA finals game, yeah, I'll watch it.
00:17:07.920 --> 00:17:13.839
But the casual August doubleheader on a Sunday, baseball, yeah, I'm not tuning in.
00:17:14.559 --> 00:17:21.200
You know, my commanders were my commanders were on TV, and I said, that's okay, I'm just gonna go to church.
00:17:21.440 --> 00:17:24.240
I'd rather go to church than watch another football game.
00:17:24.319 --> 00:17:27.759
I've watched tens of thousands of sporting events in my life.
00:17:27.920 --> 00:17:30.799
I've watched thousands of them live in person.
00:17:31.200 --> 00:17:32.000
I'm good.
00:17:32.160 --> 00:17:35.200
I'm not gonna see a lot that I haven't seen before.
00:17:36.480 --> 00:17:46.000
And so I also am recommitted to three hours of professional and personal education and growth on Sundays.
00:17:46.640 --> 00:17:51.680
Reading, studying, learning new things that I didn't know about.
00:17:53.119 --> 00:17:57.039
And I suggest you do the same thing, regardless of what it is.
00:17:57.279 --> 00:18:02.960
But if you want my help, like I said, I'm doing a two-month sprint, a Q4 two-month sprint in November.
00:18:03.279 --> 00:18:13.440
You can email me and then set up a call to discuss what that means, what that entails, what's expected of my clients, because I do expect my clients to put in the work.
00:18:13.680 --> 00:18:21.519
It's not me just hopping on calls and and talking and then utilizing the online course.
00:18:21.759 --> 00:18:22.640
That's not it.
00:18:22.799 --> 00:18:24.079
It's a lot more than that.
00:18:24.319 --> 00:18:26.799
So reach out if you have any questions.
00:18:27.039 --> 00:18:28.319
Look forward to seeing you next time.
00:18:28.400 --> 00:18:28.880
Thank you so much.
00:18:28.960 --> 00:18:30.079
Everybody's been downloading.
00:18:30.160 --> 00:18:35.680
We're we've now surviving outside sales has been downloaded in 47 countries.
00:18:36.000 --> 00:18:38.640
And the fastest growing has been Asia.
00:18:39.440 --> 00:18:45.519
So the software that I use doesn't tell me who in Asia, it just gives me the continent.
00:18:45.680 --> 00:18:49.039
And then I get the raw numbers as far as countries and continents.
00:18:49.119 --> 00:18:57.920
But it Asia in the last two weeks has downloaded 2500, 2,500 downloads in the last, I'm sorry, last month.
00:18:58.160 --> 00:19:00.240
2,500 downloads just from Asia.
00:19:00.480 --> 00:19:03.039
So thank you.
00:19:03.440 --> 00:19:04.079
All the people.
00:19:04.240 --> 00:19:07.200
Western Europe has started to increase as well.
00:19:07.359 --> 00:19:10.079
Or Eastern, yeah, Western Europe has increased as well.
00:19:10.240 --> 00:19:14.880
Western or Western Europe and Asia are the two largest growth.
00:19:14.960 --> 00:19:18.720
Uh, it's not the United States anymore, it's Western Europe and Asia.
00:19:18.880 --> 00:19:26.240
So howdy to you in uh Asia listening and Western Europe, you know, shoot me in shoot me a message on LinkedIn.
00:19:26.559 --> 00:19:28.480
Mike O'Kelly, Surviving Outside Sales.
00:19:28.640 --> 00:19:29.200
Shoot me a message.
00:19:29.279 --> 00:19:30.960
Let me know where you're listening from.
00:19:31.359 --> 00:19:36.319
And any topics that you would like to have me discuss.
00:19:37.039 --> 00:19:42.319
I again, I talk about things that I see happening in this in the business world, in the sales world.
00:19:42.480 --> 00:19:45.839
When I talk to senior leaders across the country, I have lots of friends.
00:19:46.079 --> 00:19:58.240
I was on a Zoom call last night with two business, with two business owners who were telling me what they're up against and what the market is up against, and things that things that need they need and things that can assist them.
00:19:58.559 --> 00:20:19.039
So that's what I spend most of my time is on the phone with business owners, with sales professionals, with executives, talking about business, discussing business, the environment of what's happening right now and how to combat that so that you have a leg up, you have a you have a fighting chance to dominate your market.
00:20:19.279 --> 00:20:25.920
Because again, it's that's the second part of surviving outside sales is get in, dominate, and get out.
00:20:26.160 --> 00:20:30.000
So for next time, we'll see you from sunny South Carolina.
00:20:30.480 --> 00:20:31.759
Thank you for listening.
00:20:32.000 --> 00:20:32.640
Cheers.