The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting

What would you say to people that think cold calling doesn't work?

Cold calling sucks and that's why it works. Just trademarked, that's it. One year ago we wrote the number one cold calling book in sales and it just crossed 50,000 copies sold. And thousands of sellers have learned to book meetings on the phone every single day. So what we're doing today is we are going to answer your most user burning cold calling questions, from the openers to the pitch to the objections to the gatekeepers and everything in between so that you can go book more meetings in your next tablets.

And if you don't know who we are, Armand, it's too humble to say it, but he was the VP of sales over at Pave where he led them from 0 to 13 million in two years. I was a multiple time top number one rep selling pretty sophisticated ERP software to large law firms. And a lot of the success that Arman and I had in our sales careers came from being really, really good on the phones. And so we wrote this book where we took all of our best advice and tried to cover end to end, everything that you need to do, what to say and how to sound when you are making a cold call. And we thought, all right, this book might do all right. It blew up and We've sold over 50,000 copies in a year. And so today we're going to tackle your questions that weren't answered in the book.

All right, Nick, so let's start with number one. What is your current number one cold call opener and is it still a pbo?

Well, it's not a pbo. It is a tailored permission opener. There is a big difference between a generic permission based opener. Hey Armand, I know you didn't expect me to call you. Do you mind If I get 27 seconds to tell you why I called? And a tailored permission opener where you lead with the trigger or context that prompted you to call them and then go into asking for permission. So a tailored permission opener actually starts with something about them. The formula is trigger own that it's a cold call and ask for permission. And so that might sound like Armand picks up the phone and he goes, hello. And I'm going to go, armand, I just finished reading the press release about the office that y' all are opening in Tacoma. I'm going to be honest, this is a cold call, but it is a well researched one and I'm wondering if I can get half a minute to share why. Why that office opening prompted me to call you and then you can totally hang up on me if it doesn't make sense from there. The power of this is the piece that changes is that trigger. You might be listening to this or watching this and being like, why would a office opening in Tacoma be relevant to the billing software that I sell? It might not be, but there are other things that you can observe about your prospect or their business that you should be leading with and then asking for permission. The power of this is the opener then becomes unique every single time you've got a fresh opener that is about them and gets them to listen.

I think the biggest thing with openers is you could do the tailored permission opener. You could use my heard the name tossed around opener. But the key with cold calling today is it is even more important than before to lead with context on your cold calls with people, people inundated with AI messages, with people parallel dialing with connect rates frankly getting like cut by another 2 to 3% in the last year since we've published the book. When you get someone on the line, it is 10 times more important to lead with something about them before you lead with something about you. This is a little bit more of a niche question. Question number two is do you have any tips or tricks for cold call openers when you're calling financial decision makers like CFOs as opposed to a traditional.

Champion, A lot of folks overthink their need to change plays that they are running based upon the Persona or altitude of the person that they are calling. So when I was selling to law firms, we would sell to CFOs of law firms and also COOs of law firms and also managing partners of law firms. I didn't change the opener that I used. I did change the trigger or piece of context that I led with because a CFO might not care as much about about like oh hey, I just read the press release about the big case that you all won because the CFO might not be involved in like them winning of the cases, but the CFO might be involved with the office opening or the new practice group that the law firm was launching. And and so what I would recommend is adapt your context or trigger to the Persona. Do not change the framework of your opener. Well then let's move to the next one, which is something you're really good at. Armand, the question is what's your go to way to make somebody laugh or disarm a prospect on a cold call?

The first example is not inside of the book. I actually think it's okay to have an imperfect cold Call and screw things up at the beginning of the the cold call. So I might be like, hey, Nick, we work with a few it. Hey, I can't speak English today. Hey, Nick, we work with a few other Andreessen portfolio companies. It's been a long day. My name's Arman. I'm from Pave. Have you heard my name tossed around or do you want to hang up on me? I have heard people screw up the cold call at the beginning of the cold call, or, like, pretend to drop their phone by accident and pick it up, and all of a sudden it just, like, breaks the telemarketer perception. So if you do that, buy a phone case. But regardless, try to think about, like, different ways that you can just unbutton up the corporate cold call. That could be dropping your phone. It could be purposely screwing up your words. It could be something ridiculous is going on in the world, and you just, like, say something funny to break the tension. You could reference something that you see on their LinkedIn profile and make a snarky joke about it. Do something at the beginning to establish yourself as a human. And then. My second favorite way to disarm a prospect is when it comes to objections. So the more ridiculous and nasty the reaction you get on a cold call, the more ridiculously hilarious your counter reaction needs to be to handle the objection and break the tension. We call this being disarmingly blunt. So if Nick gives me a soft objection that isn't that nasty, like, I've got no budget, I might agree with the objection in a way that's not super ridiculous. I might say, like, hey, Nick, totally get it. Honestly, nowadays it's harder to keep a tool, let alone get something new. Nowadays, you're practically, like, bringing food stamps to your cfo. That's like a light agreement with the objection. But if Nick gives me an objection, like I'm in a meeting, well, that's kind of ridiculous. And he feels like I'm interrupting him, but I know he's not, so I'm just going to call out the ridiculousness of his objection by saying, nick, I totally screwed this one up. Do you want to put me on speakerphone so I can bomb in front of the whole group? Or do you just want to hang up on me in silence so no one knows I called you during a meeting? And that's what's going to reveal the human behind the phone. All right, so the next category is a gatekeeper. So you might open and realize that you're not actually talking to the person so, Nick, what is your go to way or what are the different ways that you handle gatekeepers when cold calling?

So to get past the gatekeeper, you have to recognize they've got two jobs. Job number one, shut the gate on people that do not belong, salespeople. Job number two, open the gate for people who do belong. Important people. The way that you get past the gatekeeper is you act in the things that you say and the way that you say them, you act in a way that makes them believe you're one of those important people. An important person is not going to hit a gatekeeper and be like, oh, this is Nick Sigelski with Acme company. I'm calling for Armand Farouk, please. An important person is going to say, hey, could you get me over to Armand, It's Nick. And so your goal when you're dealing with a gatekeeper is to share the least amount of information that you need to get through to your prospect bit by bit. And you're only going to share more when they press you. And so I break it into three steps called the triple bypass approach. Piece number one, when they answer, you're going to hit them with what I call the slide by. You're going to ask to be put through, nothing else. And that might sound like, hey, could you get me over to Armand? It's Nick. That's it. No first names, no company bs, no reason for my call? No, could you get me to my destination? It's my first name. Some gatekeepers are going to put you through there. The savvier ones are going to push back a little bit and they're going to go, well, what's this regarding? The wrong thing to do here is to resort to selling and to give them some version of your pitch or try to hide weird stuff. What you're going to do is you're going to lead with the context and put the pressure back on them to get you to where you want to go. So I'm going to go, it's about that office opening in Tacoma. Is he not in today? What I'm doing here is I'm going back to the context, the trigger for why I called. And I'm asking them a question about, is that person not in to put a little bit of pressure on them to, like, get me through. I actually want them to feel a little bit uncomfortable, like, am I shutting the gate on someone who does belong to me? Put through. And then the last piece, if they really press for more, well, I need to know what company you're with or, well, give me a little bit more. This is where again, I'm not going to lean on my product's value. I'm going to lead on the social proof. And I might say something like, we actually work with a couple other insurance defense firms in Buffalo. It's shortpoint. Would you mind seeing if Armand's in? I sent him a note a couple weeks ago. This one's kind of meta. The next section is on asking questions. And so the question is, what kind of preparation should a BDR do before they make a call to consistently ask the right questions?

There are a lot of people who will do something where they'll be like, I'm going to deliver my pitch and then they're going to ask an open ended question which is like, so how are you doing this process today? And it like turns a cold call into a discovery call. And the reality is like, you haven't earned the right to ask your prospects questions. So in my mind, the prep that you need to do is you need enough information to articulate the problem you solve to whoever you're calling. That usually means you know the Persona you're calling into and you know the trigger you're going to reference in the call or the context you're going to reference in the call. From there you're going to leave lead with the problem you solve, and then you explain your solution in one sentence and then you just ask for a reaction and you say, nick, I know I totally cold called you out of the blue, but could I show you what this thing looks like at some point when I'm not cold calling you? And that's really the only question you have to prepare for. The real Q and A back and forth happens when they react to the pitch, AKA objections. So once they start to give us objections, and now I can start to ask questions to reveal the truth behind the objection or to do a little bit of discovery so I can properly handle the objection. So one of my favorite places to do this is with competitors. So let's say, for example, I was selling gym memberships and Nick was like, ah, no, I'm already at Planet Fitness. He seems like a Planet Fitness kind of guy. And I'm selling Equinox memberships. I might say, like, Nick totally makes sense. Hey, just so no one from Equinox calls you again, you must not be a big like power lifter or like barbell lift or like really care about like a sauna or cold plunge or anything like that, right? You must be doing mostly machine work. The Reason I ask him that question is I'm asking a trap question to get him to realize the gap in how he's doing things today on his own terms. He's going to be like, no, like, I do like to do a back squatter, I do like to go in the sauna. I just don't have that stuff at Planet Fitness because Equinox is too expensive. And now I know I'm handling a budget issue versus a product issue and then I can more effectively handle that. Objection.

So the next question. Do you cold call blindly or do you take a few moments to prepare before each call? There's a spectrum of, I think it's bad to just upload a lead list and call with your eyes closed and know nothing about the people that you're calling. But I actually see more people take it to the opposite extreme where they decide, I'm going to take a flat few moments to prepare for each call, and next thing you know, they've made 12 calls in an hour and talked to nobody because they are preparing for every single call. So what I do is when I'm finishing the dial task that I'm on, I'll actually mark it as complete while I'm waiting to leave a voicemail for that person and pull up the next call task, where I can see the past emails that I've sent them, which are usually going to clue me in to what I'm going to say for the next prospect. And so what you need to do is you need to get good at quickly orienting your mind on what you're going to say on the next call while you are wrapping the prior call. And what that allows you to do is build some momentum so that you are never having dead phone time during a dial blitz. For me, when I'm doing a dial blitz, I want my phone ringing out the entire blitz. If I'm not talking to somebody, it's ringing the next person. That's my recommendation for how to prepare without losing momentum on your dial blitzes.

All right, so the next category is actually going back to objections. Question number eight, how do I overcome timing and I'm too busy? Objections overcoming timing usually sounds like call me in three months. Call me in six months. Overcoming I'm too busy usually sounds like I don't have enough bandwidth on my team. But regardless, I don't think there's anyone who's ever said, I've got all the time in the world to consider software solutions today. So let's start with call me in six months. I might say something like, nick, totally get it. Just so no one calls you in between now and then, what's going on in six months? Is it like an audit? A product launch? Is something like that. I just want to make sure I don't sound like a buffoon when I call you back. I'm going to get either a real reason or a BS reason. A real reason sounds like, oh, no, we just had a marketing leader change. Yada, yada, yada. Nine times out of 10, it's a BS reason. You're usually going to get something like, yeah, we're just really busy right now. And so at this point, what I need to do is I kind of need to, like, call out the BS and reveal the human behind the phone. And what I'll say is, I'll be like, do you mind if I ask you a brutally honest question? Usually when people tell me to call them back in three to six months, they're just way too nice and they don't want to tell me to go away. Is. Is that what's happening here? Or do you actually want to, like, have me call you back in three to six months? And they'll usually be like, no, no, no. Like, I'm actually interested. Like, it's just, like, really too busy right now. Or they'll be like, no, I'm not interested at all. Don't call me back. Let's say they're like, no, no, I want you to call me back in three months. Now what you need to do is you need to remove the pressure of the sale today. When someone says, I'm too busy today, usually that means I'm too busy to go through a full software evaluation, to go through a full implementation, to go through 20 different calls. They think of the time it's going to take to evaluate and rip out their software, and they're like, I don't even want to think about that. But they can start to think about that after you've established that it's even worth going through that process. But you don't get to do that unless you get them on the first call. So what you want to do is you want to remove all that pressure. And it sounds like this, I really appreciate, appreciate you just, like, answering my direct question. My guess is you're not gonna buy this thing for the next six months. Every once in a while, some folks want to take a look at how this works because it can, frankly, free up a lot of bandwidth on your team. My guess is, again, it's probably not gonna happen for you guys for another six months. But I'm not asking you to go through a full evaluation of this thing. Can I show you what it looks like for 15 minutes next week? And then in the first 15 minutes, you'll kind of know if it's even worth considering or not. That's how I usually handle. I'm too busy.

I'm too busy to give my perspective on that one. So let's move to the next section, which is voicemails. Question I have here is, do you leave voicemails? If so, what do you say? Yeah, we leave voicemails. And the gong data showed that when you leave a voicemail, it doubles your cold email reply rate. And so especially with connect rates going down on the phone, you're a fool if you are skipping leaving one or two voicemails in your sequence to drive responses back on email. Here's the thing, they're not going to call you back. They're never going to be like, oh, here is an interesting voicemail. Let me call this person back. Too much friction. So instead, what you're going to do is you are going to leave voicemails that direct and drive and incentivize them to respond to your email. And it's going to sound something like this. Armand, I just read the press release about that office y' all are opening in Tacoma. There's no need to call me back. I'm literally about to hit send on an email to you just so we don't end up playing phone tag. Do you mind taking a second and letting me know if I was even remotely on base with that? It's going to come from Nick at Shorepoint. Thanks.

All right, question number 10 thoughts on Double dialing. If no one answers, should I leave a voicemail and call again? I've never heard this nuance of doubled. Imagine I pick up the phone, you don't answer, I leave a voicemail, and then immediately call you back. Back right now. So. So here's the thing. Data does show that the double dial increases connect rates. The question is, do you want to talk to the person who has picked up on the second dial, or do you want to give yourself a chance to call the prospect again another day?

Because they're going to be.

Personally, I would strongly recommend that you do not do the double dial because a lot of times someone will be like, I thought this was like a family emergency, or I thought you, like really needed something important. It's kind of messed up, to be honest. And like, this is where it starts to get into the line of like, ethical issues, in my opinion and like, frankly, like, pretty unprofessional outreach tactics. All right, so this ties to the next category, which is cold calling efficiency tools. What are the latest tools you'd recommend to make cold calling more efficient? That's question 11. So at the time of this recording, Nook's is actually a sponsor of 30 minutes, the President's Club. They basically like allow you to dial 3, 4, 5 numbers at the same time. They have like some smart functionality that helps you prioritize the numbers that are more likely to pick up. So overall, like when you start parallel dialing, usually your connect rates will drop a little bit. But with some of their, like, prioritization functionality, you can actually kind of get that connect rate to hold while dialing like three to four times the number of people. So you can like hit 300, 400 dials in a week instead of 200 on like the same amount of time.

So the next question is, do you have any tips for actually improving your connect rates? Yes, we do. In fact, I have four tips for improving your connect rate. Tip number one, generally you should be calling mobile and direct lines because those are going to have a higher answer rate than if you call the company. Line. Tip number two, follow the law of diminishing returns. So if you've called a number three, four, five, six, seven times and that person has never answered, you might want to reallocate that dial calorie that you're putting on prospect A who's never picked up onto a different prospect who might have a higher likelihood of answering. Number three is you want to prevent your phone from getting spam tag. This is something that is becoming more and more prevalent where the wireless carriers like Verizon AT&T, they, they like look at calling patterns from different numbers to determine if those are spam dials or not. And so if you're ripping 50, 60, 100 calls from the same number back to back to back, you are going to get flagged as spam. And if your prospect sees your call and it's like this is it says spam scam likely, probably not going to pick it up. And so you need to do things like rotate the numbers that you call from, test your number regularly, don't do weird stuff like double or triple dialing that's going to make them mark you as spam. And so dial like normally in that respect. And then the last piece is you want to mark your tracks when you are dialing. So when you're Calling through like a company directory, usually you have to hit like one pound, you have to spell their name, etc. The first time that you navigate one of those dial paths, write down the inputs that you need to make and that way the next time you call that number, you can just punch in 1 pound 457 and get right to your prosp. I don't think that changes the connect rate, but it will improve the speed of the number of total good dials you can make in any given block. So those are the ways I would recommend improving your connect rate.

All right, number 13, what's the best way to find prospects phone numbers for cold calling? The reality is there's no one best data source. Where I'm going to be like this is the one that is the number one best for cold calling. A lot of teams are actually using waterfall based data enrichment where they will have three or four data providers where they're like get me the mobile number from this company. If they don't have it, get it from this company. If they don't have it, get it from this company. And you might have three or four different phone numbers from four different data providers. Data provider A might be good for your first three products prospects. Data provider B might be good for your next three prospects. Data provider C might be good for your next four prospects. Obviously this starts to cost money, but like a really smart rev ops team can basically put like four phone number fields inside of your salesforce and like stack it with multiple phone numbers so that you don't have to like click on a prospect and enrich it with like four different data providers yourself. So if you can find a way to work with your rev ops team or ask them to do that, it takes more time, it costs more money, but it ends up saving you a lot of time on the back end and it ends up booking you like way more meetings than you'd book. Just like being pigeonholed into one data provider.

We do all this work cold calling Armand. We've got a great context. First opener, we give a wonderful pitch, we ask the right questions, we didn't get spam tagged. They agree to a meeting, how do I make sure they actually show up? You do all this work, how do I make sure that we actually keep the meeting? First, ask them to accept the calendar invite when you are live on the phone with them. There have actually been some changes to the way that Google Calendar works where if you send a calendar invite to someone that you've not interacted with before, like they haven't responded. It sometimes goes to their like spam folder. And so when you're on with them live, of course they're not going to show up if they're like, yeah, I'll take that meeting. And then they go look in their email later and they don't see a calendar invite in their main inbox. Thing number two, when you are closing the meeting, tell them what they are going to get out of the meeting even if they don't end up buying from you. This is similar to the concept that Jason Bay taught us about offers, offers of value. Your prospect has sat through a lot of sales calls and most of them have not been very good. And so you need to explain to them what they're going to get out of the interaction with you that is going to make this better than a normal sales call. The next one is what would you say to people that think cold calling doesn't work?

Cold calling sucks and that's why it works. Just trademarked, that's it. There's like the logical answer and then there's like emotional just do it answer. So most people frankly need the emotional answer, which is when you say cold calling doesn't work. If I looked you in the eye, how many weeks in a row did you make 200 plus cold calls and saw what happened? Usually when people say cold calling doesn't work, it's because they made like 15 cold calls in a day. They got rejected once and they're like screw this, it doesn't work. They didn't have the density of dials and connects that you need to one, get good on the phones and then two, break past the connect rate threshold so that you have enough conversations so that you can actually book some meetings. So like there's just a certain volume that is required with cold calling. That's the emotional answer. There's also the logical answer. Okay, let's just math it out. Like the top quartile dialers, if you get good on the phones, you will have over a 5% connect rate and you will typically book 1 in 4 of your cold call connects. And so by definition, if you make 100 cold calls, you have five conversations. You will book one meeting, you will and you just scale that thing up using a lot of the tactics that we've talked about today.

Next one, what's a trick or tactic I can use to immediately improve my cold calls? We were at a happy hour, a 30 MPC happy hour review through recently. Armand and I was talking to a group of SDRs and they were like, oh, yeah, we love your book. We love your podcast. I've learned so much about cold calling. And I was like, cool. Like, what opener do you use? And this gal that I was talking to, she and the other guy on her SCR team, like, both of them were like, oh, they couldn't tell me what the opener was. And I was like, all right, well, what about your pitch? What do you say? And they like, they didn't have something. And I was like, you don't, like, have a script that you've written out. And this is the biggest mistake that I see a lot of new cold callers make. You need to know what you are going to say so that you can focus your mental energy on how you are going to say it. And so I don't care if you're like, I'm not using one of Nick and Armand's openers. I'm going to ask people, how's your day going? Fine, you do that. But write that out on a piece of paper so you can call back to what your script is when you are in the heat of battle. I have made so many cold calls, and still when the prospect answers the phone and I hear them go, hello. I gotta look down at my script for a second because I get that anxious feeling in my stomach and my brain starts to shut off. Know what you're going to say. And that will do two things. One, it helps you focus on the delivery, and then two, it will give you the confidence to consistently pick up the phone and make dial after dial after dial, because at least you have a plan. Dialing without a plan, you're going to look like a freaking idiot.

How do you keep your tone confident when you're on a bad streak of cold calls? There have been days where, like, I've made 60 cold calls and I got one connect, and the one connect was like an immediate fuck off. And I was just like, motherfucker. I'm like, flipping the table. I was like, you got to be kidding me. Those are the days when you kind of need to laugh at the ridiculousness of what this job sometimes requires us all to do in sales. We are frankly paid to eat shit. Like, no one gets treated worse than salespeople. Even when you get really good, the best sellers in the world will maybe book one in three cold calls. And even if they're making $1 million personally every year. And so you have to kind of be able to like, laugh off the ridiculousness of some of these things and be like, geez, it's just one of those days. And I know that this day will lead to other days where good things are going to happen. What was one of your most memorable cold calls?

And why, if y' all didn't know? Armand and I embarked on a business venture eight or nine years ago where we were trying to wholesale real estate. So we were calling a list of people that owned homes in Redwood City, California, who did not actually live in those homes. And I didn't know anything about cold call openers at the time, Armand. And so my opener would just be like, hey, I'm looking for Jane Smith. Hey, I'm looking for. For Bob Dole. Like, because that was the name of the owner of the house I'll never forget, someone actually answered. And I go, hey, I'm looking for Jane Smith. And the guy goes, she's dead, you asshole. She just passed away. Click. And I felt so. Oh, my gosh. Embarrassed, sick, etc. And I'm like, I'm never calling that guy again. And then I thought for a second, I'm like, wait a minute. Jane Smith was the owner of the house. She's not alive anymore. They probably want to sell that house. And so I waited a week. I called from my now wife's cell phone because I didn't want the person to recognize my number. And I was like, hey, I'm trying to get in touch with the folks who own 123 Main Street. The guy's demeanor, totally different. He was like, well, I own it, but, like, it's actually my mother's. And I'm like, oh, man, I'm really sorry to hear that. And we ended up having a really good conversation, and the guy was looking to sell. So it was really memorable to me for two reasons. Because, one, it was the first time that, like, I actually got a deal from a cold call. But then, two, I had previously held the belief that if someone was nasty to me on a cold call once, that I should mark them in the CRM as Do not call ever again. Because they were mad once. That's not always the case. You might have just caught them on a bad day. You might have used an open that didn't resonate with them. You can call them back. They're not going to remember you. So that was one that really stuck with me.

Armand, fortunately, yours ended in the good story. Mine is a very painful one. And this goes to the topic of do not use unethical outreach tactics. And I learned this one the hard way when I was selling life insurance, the way they have you start is they have you start by calling your warm network so people you know and then getting referrals from people you know to people they know. So you might start by trying to sell insurance to your estranged high school friend. And then your estranged high school friend may be pressured enough to refer you to his brother in law, AKA his sister's newlywed husband. So I call one of my old high school friends, brothers in law, 10 times, to be clear. The first time he was like, I'll meet with you, just call me back in a week or two. And then I called him like every single week for the next seven or eight weeks. And the guy wouldn't respond. He was part of the witness protection program. I was like, this guy told me to call him back. He said he was going to meet with me. What's going on? And I was like, really desperate to close a deal. And so if you know what Star67 does, if you dialed Star67 before you cold call someone, it makes your phone number private or a block number. And so I was like, all right, let's. Let's see if he's just ignoring me. I go, star 67.

And I call.

The guy picks up on the first ring and I go, hey, Sean, it's Armand from Northwestern, Sina's friend. And at the time, I didn't even know the name. Tossed around openers. I was just like waiting. And this guy eviscerates me for five minutes straight. He's like, dude, are you a stalker? You didn't get the point after you called me 10 times every single week for the last two months that I don't want to meet with you, and now you call me from a private number. Are you gonna show up at my house next? He rips me apart, and I'm profusely sweating because this is my friend's brother in law and I'm worried about it getting back to that guy. The guy in the cubicle next to me can just see that I'm saying like, apologies every 30 seconds. And he's just looking over, mortified, being like, what is this job that we've been signed up to do as college interns? And so nevertheless, eventually the guy hung up on me and I stopped cold calling for the day. So on the note of keeping positive tone, I'll be honest, I could not laugh that one off. That was really painful. But I'm glad I learned the lesson because that was kind of unethical what I was doing. And sometimes you got to realize when you get your answer. And you're getting your answer when a prospect is ignoring you for two months straight.

All right, that was a lot of fun. I liked tackling a bunch of questions that, frankly, I have not had a chance to answer recently. And so, folks, if you like this Q and A section, a lot of the concepts that Arman and I were talking through today come right out of our book. Cold Calling sucks, and that's why it works. And it's frankly the full playbook that I think Armand and I both wish that we had when we had first started Cold Calling. And so if you've not read a copy, we've got a link in the show notes for you to grab a copy if you have. Thank you and thanks for watching this episode and we will see you on the next 1 of 30 NPC that's a wrap, folks.

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