"Roofing Sales Success Formula" [PART 1 of 3] Simple 3-Part Formula to SMASH Your Goals This Year!

Are you ready for it? We're about to start the three part brand new free training series, the roofing sales success formula. To sell and close consistently in 30 days or less without feeling sleazy, pushy or slimy. Listen, there's a brand new three part series and today we're going to kick start with part one, the simple three step formula to smash your goals this year. Alright, listen, if you're doing storm retail, both, it doesn't matter, this formula is going to work for you and you're in the right place. Hey, brand new sales reps, this is what you're going to get. A fast track to success. Whether you're looking at a job about to jump in or jumped in recently, I'm going to help you skip all the stumbling blocks and expensive mistakes. And when I say expensive meaning commission, I could have earned by applying this formula. Hey, seasoned sales pros, each time we make that income shift, Maybe you earned 80 grand or 150 last year and you want to get to 200 or your first six figures, it doesn't matter, but there's a strategy or something that's blocking you. And each time we succeed, we reach that next block and we have to keep punching through. I'm going to help you do that. Hey, hey, managers, if you're looking to level up, it's all about running and leading your team forward and you're going to see kind of what and how you can provide to your team to make that happen. And owners, if you have a sales team, this training is for them and it is for you to help them grow, to help find more people and to help put them into a place where they're going to succeed because their success is your success ready to jump in. All right, listen, if you're here, it's because roofing sales is not like other sales now. Car sales, cell phone sales, you know, it's very different when someone comes to a car dealership saying I'm looking for a car, we're showing up at someone's house, we're establishing a need, they might not even think that their roof is in a bad spot. And then there's all these different scenarios of what might be happening on retail or storm or what happened with the adjuster. It's just unlike anything else. And maybe you've tried other systems and they weren't easy to follow or they didn't work, or maybe the culture like the fit and style just didn't work for you. Or if you're an owner and the training you're providing isn't cutting it. It's okay. Mine wasn't great at first either. It takes a ton of time and a lot of sales reps. The trainings that you've been provided may not be working. And again, that's okay. Nothing's perfect out of the gate, and that is why you're here. So don't you worry. Listen, Roofing sales success isn't easy, but it is simple. And I want you to pay very close attention. You're going to see certain words highlighted in green behind me as we go, because I want to show you how simple it truly is. And it's important for you to realize that the biggest battle and the hardest battle you're ever going to fight is actually in your own mind. It's with yourself. And we'll be covering that in part two in the next video. And this is the most important piece and the hardest to wrap our minds around is that once you gain momentum, it spreads like wildfire. Now think of it like this. Roofing sales is like that 700 horsepower muscle car. It's too much for most people. They don't know how to handle it. When you get in there and the average person just slams on the accelerator and those rear wheels, they're going to crank out, and the vehicle is not fast because it's sitting there spinning its wheels. But the minute that it hooks up, whoa. It launches. And roofing sales is like that. The new people, if you're not getting traction yet, it's often just not using the opportunity of roofing sales the right way. So you're spinning your wheels until you get that traction, and it spreads like wildfire. So in order for us to get started on this journey, by the way, we need to let this shame go because we have roofing sales. Come on. It doesn't have a great reputation. Let's be real. All right, then we have door to door sales. Those people don't have a great reputation. I struggle with this, and I'll be talking about this a little bit more. Like, I felt kind of ashamed of being in this role, and I. My family and friends didn't quite get it. They didn't see the earning potential. They didn't understand like you're doing roofing. They just don't understand. And really, we need to go from this to pride, because there is a tremendous amount of pride to be able to show up at someone's home and provide a valuable service to help to bring them when they didn't know something was wrong to is wrong. To putting them in a really great place, repairing, replacing their roof. And when you do it with, with honor and integrity, you very well should be, should be proud. And the best part is this. The bad apples in the industry, we've all heard the horror stories, right? The thiefs, the cheats, all this stuff. Them paired with like the pushy, excuse me, sleazy sales tactics at the door, they actually make it really easy for us to stand out like a shining light. And I found this and I've heard guys on the channel and gals on the channel reach out. Adam, my customer chose me because I took the time to explain everything. So when you're just you, these other bad apples actually give you a leg up. Alright, and now for the bad news. If you've ever thought to yourself, whether or not you succeed doesn't matter to anyone but you, you're 100% right. Now listen, I know owners that are watching or teams that are here. It's not that no one else cares about you. It's that all of everything that's at stake is on you. So brand new sales rep, you got to get traction for yourself, for your family, for your kids, right? For your partner season pro, you got to keep it going. All that pressure's on you. For an owner, we have a pressure. We always want to do our best to support our team. We want them to succeed. Every owner I know is driven by, by a true passion to provide life changing opportunities for other people. And all that pressure is on you. But I'm glad you're here because I like to think that I do things differently and I try to prove it to you right here. All right? I am truly invested in your success. Nothing excites me more. Nothing in the business world excites me more than emails and talking to people and connecting with people who have used this industry to change their lives. And I believe that success is achieved from the bottom up in this industry. No, no, no. Not selling fancy, expensive things to owners or structures. This, this and this. And this is the scaling secrets. I'm talking boots to the ground. The sales rep, that's the bottom up. Owner, manager, supervisor, sales team, results, scaling bottom up, getting the sales reps to succeed, getting you to succeed, that's what it's all about. And I want to help you and your team transform their lives. Because roofing, sales, and I'll tell you my story in a minute, absolutely changed the trajectory of my life from poverty level wages to where I am today. And that's a story that's Coming here in a minute because the big idea is to help you smash your income goal. That's what we're in this industry. And by the way, if you are new here, my name is Adam Benzeman, the roof strategist. In everything I do, the personal sales strategies I help deliver, the products, the services, the YouTube channel, the podcast, the trainings, everything is designed to help you smash your income goal. Because that is what this industry is all about, giving everybody a fresh start. We all stumble into it kind of on accident. I didn't on purpose. No one grows up to be a roofing salesperson, but it provides an opportunity for us to realize our potential to grow, to earn a healthy income. And the more we get better at doing that and serving people, the more we make. And that is what I want to help you do. And I want you to say this yourself out loud. My income goal is 100% within reach. You need to say it because success starts here, with belief. If you, by the way, believe you won't succeed, I'm going to tell you now, you won't. And you can just stop this training, stop the industry and go find a job elsewhere. I promise you that if you do not have conviction that you will succeed, it ain't going to happen. So before we go further out loud, with me, my income goal is 100% within reach. My income goal is 100% within reach. All right, now listen, here's my goal for this training. I have two, because we got two types of people here, owners and sales reps or managers as well. Alright? For owners and managers, the only way to grow a top performing sales team is to have all three parts of the roofing sales success formula working for you. Okay? Keywords, only way, all three parts working for you. I promise you. Alright, I'll share a story later. How I grew a team and I had between 12 and 30 guys and I knew what worked, what didn't. And believe it or not, our highest performance is actually with less people because of some of the parts of the formula which I'll be sharing in a minute. And for sales reps, whether you're new or seasoned, the only way, truly the only way for you to smash your income goals is by using all three parts of the roofing sales success formula every day. Keywords, only way is to use all three parts every day. Alright? And again, it doesn't matter if it's my approach, someone else's approach, all three fundamentals apply, no matter what. And that's why I'm so excited to get them into your hands. So I want to tell you a little story how I discovered this roofing sales success formula. Okay? It all began following my passion. Have you guys heard this? Oh, go follow your passion. What are you doing in roofing sales? You're passionate about this. I was passionate about massage therapy. Here's me. I went to the New Mexico school of natural therapeutics since closed because Covid and here I am doing some work. And then after I leave school, I end up at one of those massage franchises. This is what I'm earning, okay? About $1,600 a month. It's roughly about $20,000 a year. And I had to be on site for work even if I wasn't booked. And I only got paid when I was booked. Well, on site was 45 minutes away, so I might work a six hour shift and only have two deals to two clients. I got paid pennies. I was literally living below the poverty line. And here's my breaking point. My breaking point. I'm in my 20s, I had to call my mom. I'm living two hours away from my family. All right? And it was Easter. I called my mom, I said, mom, I literally can't afford gas to get home to see family. I was living on $30 a week of groceries. That was my budget. I didn't even eat a $5 footlong. I'm not ex call my mom. My mom had to send me 20 bucks to fill up my tanks. Do the old banking thing, you know, we could use to send it to other people in the same bank. And it was the most demoralizing, emasculating moment of my entire life. As an adult man on my own, I had to ask around for $20 to see my own family, alright? And that's when I stumbled into roofing sales. So I don't want to get too ahead of myself. Let me tell you how that stumbling happened. My stepfather was in roofing sales. His name is Ron. And if it weren't for Ron, I wouldn't be here today. And Ron was in the business for a while. He grew a really successful company and high end metal work and developed a really strong business model to survive storms and retail. And they blended it together. At any rate, I called my mom while I'm driving in to see my family, said, mom, I got to make a change. She goes, hey, honey, you know, Ron said you could do six figures, knocking doors, selling roofs. And I was like, what? No way. So I jump online, you know, I literally have nothing to lose. So I start Googling companies. And of course I land interviews. And I chose the company that had the highest integrity. And guess what? I never even left them. They had the highest integrity. They didn't even pay as high as the other ones. But something felt right. The owner, him and I connected. There was integrity behind what they did. So I fell all in, right? And I did what everybody said not to do. I left my quote unquote steady job, right? My steady job. Living below the poverty line because I was doing massages on nights and weekends. Prime selling time. And I quit it. I put all my eggs in the roofing sales basket. I loaded up. This is my Toyota Tacoma. Love this truck. First truck ever, sold it. And I went out and I started hitting it. And I had zero training and I had no direction. Okay. I didn't even know like what to look for, how to inspect a roof, what hail damage was. It was like. And it's no one's fault by the way. The company's fantastic. This is growing pains. My office was new. It was growing pains. A manager that didn't work out. So I'm in there, it was like, here's a shirt, here's a three tab, here's dimensional shingle, here's some flyers. Now go sell roofs. I'm like, what do I sign? What's a contingency? How do I get on a roof? What ladder should I buy? How do I set up a ladder? I mean, I'm talking about ground zero, nothing. So here I am just so excited, but also horrified. Like all this earning potential is possible, but where in the world do I start? And I had literally two grand in savings. That was enough to last me six weeks. So I had to make a sale and get paid within six weeks. Alright? So my livelihood depended on my success. What do I do? Failure was not an option. I'm going to be sharing this story here in a minute. So this led me to the first part of the roofing sales success formula. You ready for it? We're about to jump in. This is the first part. Pay very close attention on the screen to what's in green. Alright? In order to be successful, I had to become the type of person who is successful. And I do believe that anyone that is in sales, specifically door to door sales, self made. We are self made people. No one's out there giving you a gimme or a handout. You're not just signing up for a job. Here's your $50,000, your salary. You're going to get paid no matter what. Show up on day one, you start getting paid. Doesn't work like that. You are in the world dealing with rejection and discomfort and the only way you're going to get paid is to go do it. You get paid what you produce. I mean we are self made. So what did do? I said I need to become a new type of person. So I set out to do that. So what do I do? I started to follow the success and the journey of other people because I knew that I was this like thin skinned and sensitive person. This, by the way, I'm covering in great detail on this confidence piece and battling that demon in your mind in part two. So stay tuned for that. And I needed to go from thin skinned and sensitive to becoming unstoppable and a confident go getter. This was a transformation for me that I hadn't done before. All right? I was a keep the peace, no conflict, no sales experience. And I needed to get over that. So what do I do? First thing, you want to find and follow the path of other successful people. You do it by following what has been done. So I read this book, you've probably heard me talk about this a million times. Changed my life. I read it. I wrote down every single goal, every single exercise. I flagged them the other day. This is the actual income goal that I wrote out in Google Docs when I started in roofing sales. And I just found it. And I'll go through some of this here. I earned 100 grand income, paid off $15,000 school loan, 10 grand in saving grand of retirement. I'm happily married, I own rural property. I see my family twice a month. I work out six days a week. I spend my mornings to myself. And I've developed a coaching and training program cater to helping people make changes and engage with their life. Kind of funny, huh? I know. I don't even remember I wrote that till I found this the other day for this training. So anyway, I'll go in this. So I write these goals down and I pin it up in the bedroom. I lived in a studio. Dump, dump of a studio, okay? I didn't have a bed frame. My bed was in the floor. That's how broke I was. This was printed out on my computer and taped up with scotch tape so I could see it every single day. So this is when I quickly learned that roofing sales is personal development in disguise. Read this again. Roofing sales is personal development in disguise. As we earn, we, as we develop, we earn more, we get better at what we do and then the reward is Helping more people and getting paid really well for it. So here I am, I'm all excited, I got my goals, so I'm fueled by them. And I say, all right, boom, hit the streets, let's go make some sales. Well, guess what? I had no idea what I should be doing. I told you to pay attention to what's in green. Doing alright now I realized something here. This is what led me to roofing sales success. Formula number two, think of it like this. I hate to use this approach, but imagine you're an actor, you're a famous actor and you get a role and in eight weeks it starts and someone says, hey, you got to lose £20 in eight weeks. Go. What do you do? You don't just be like, I got this, I'll work hard. No, you jump online and you found, you find a plan. What should I be eating? What should I be working out? And the results happen, right? Because it's science. So I needed to find this kind of like weight loss formula of what I should be doing every day. Daily plan, just like weight loss, what do I do? And like a weight loss plan. But for roofing sales, that's what I wanted to develop. How can I figure out if I need to get to this income, I need to do these activities. Just like if I wanted to lose 30 pounds, I have to lose X number of weight per week, which means X calories, which means X burning calories. And I can structure my diet and plan So I couldn't find anything online, so I created my own. And this, by the way, is when the very first letter, that marketing battle pack, my flagship product, was born. I saw people leaving these glossy door hangers. That's what I was given. I said, I'm going to stand up, do something different. And then I said, I'm going to start layering in cold calling, which I'll share that a little about a little bit in a minute. So my daily sales plan was working and I started to get some traction, started to have conversations because let me tell you, at first you know the drill. No experience, didn't know what to say. I'm showing up at doors, just getting teeth kicked in left and right. Demoralized. My confidence was destroyed. You know the drill. So now I'm getting some traction. I'm getting excited and confident. I'm like, yeah. And then I ran into the next obstacle, getting traction. But I couldn't close any deals and I didn't know what to say. So I'd start these things, then I'd be Like, okay, problem one, figure out what to do. Check. Got it. Problem two, start conversations. I'm starting. Problem three, get on roofs and then sign deals. Can't do it. And that's what led to this. And so I'm second guessing everything. Is this legit? Is it going to work? And it really, really, really brought me to a dark place of like the weeks dragging on. Oh my gosh, is this ever going to work? And I'll never forget that dreadful anticipation of that dead zone until traction. And that's where I was at. So I knew I needed to get better at sales. So what do I do? Start searching. That's what led me to the third part of the roofing sales success formula. You'll notice a trend each tier we climb in our journey. And I don't care if you're an owner running a 35 million dollar, your company or your brand new sales rep who hasn't made your own sale, your first sale yet. We each create a new problem as we solve them. So we're always one strategy away from our next big breakthrough. So to me right now was figuring this. I need to learn what to say. By the way, I told you to pay attention to what's in green. B. Do where we at. Say, learning what to say. When I was pitching at the door. How do I start these conversations? Right. By the way, this is how I later developed the slat. How to overcome objections, how to present the contingency agreement and then close deals. So I went on the hunt for the best material. So I'm searching, I'm chewing up Brian Tracy and I'm listening to audiobooks and I'm reading about sales and communication. And then you know what? I ate it all up. But it didn't help me that much. Now why Adam, but you're studying sales. Well, it doesn't apply specific to roofing. And yeah, there's good things out there, but there are obstacles that are very specific to roofing, like how to present the contingency agreement or retail contracts. You know, the retail stuff's a little different than storm is its own animal. But nothing walk through how to go through that or how to overcome roof specific objections or technical things like my roof is fine. And especially the new sales reps. I know you know what I'm talking about. You're like, my roof's fine. Prove it to me that it's not. You're like, I don't. You know. And that's what I got stumbled upon is realizing I don't need to Be the technical pro. I just need to establish the need for me to inspect it and show them and then how to pitch at the door. And again, this is where I started to develop this lab formula, my ARO formula, all these things. So I adapted everything to roofing sales. The problem is each learning lesson cost me a sale. Truly. And that's like why we want to go find the faster path. Because each time I lost an opportunity was commissioned. It felt like someone reached in my pocket and took money out. So as I'm out there, I'm like, I have to learn on my own each day I'm not making sales that's costing me money, that's no fun. I could be applying a better practice. And those rare opportunities to be in front of someone I could turn into a deal and I was losing them. And then each time I fail started really beat me up. You know, the gosh, like why can't I bring this in? I got on the roof, I got the inspection, there's damage, I know it. And in my heart I'm like, what am I doing wrong? And it drove me nuts. It beat me up and then I got better each and every day. And that's when I developed, like I said, the slap formula, which I've done plenty of other videos. I started to make it a game, how to keep people talking at the door and then how to close those deals on the spot. Because by the way, let me tell you, after I got the door thing down, I was great at that. Then I couldn't close the deal on the spot. I was like the follow up king, four or five follow ups until I started to figure out how to just get it done in a way the homeowner was excited about. Actually save them time. So after all this, I'd finally developed my own roofing sales success formula. Like that weight loss plan. Alright. And it was simple. I told you to pay attention to what's in green. This is the formula. The be, the do, the say for owners. That's getting the right people doing the right thing, saying the right thing to pitch and close consistently. For sales reps, the B is you. The hustle, the grind, the heart, the passion, the drive and the vision on the goal to be able to withstand the pressure and the discomfort that once this box is checked, this stuff is learned easy. The do doing the right sales activities every day, maximizing your time with like a weight loss plan, not going to the gym. Okay, let's just do an analogy here on the doing part. So many people go Wrong like this in owners, I know it's not your fault. I've made these mistakes. Sales reps, I've made these mistakes. I want to make 100k. How do I do it? Well, I should be doing these activities to get to these appointments, to get to these sales. Duh. Well, then I start running around and I do all the mistakes. Knock this neighborhood, knock that neighborhood. No one's home. Where do I go? Should I do an estimate? Now it's about the right structure of the time and how to knock the door, the right sales system to follow. And without that, it was the equivalent of letting everybody figure it out on their own. And that's like saying, I want to get a six pack, but I'm gonna go to the gym for three hours and do bicep curls. No one's questioning your hard work, no one's questioning your work ethic. No one's questioning the time you're putting in. You're doing all those right. You're just doing the wrong thing. So the do is doing the right things. Sales reps, owners, it's all about doing the right sales activities to get to that result, alright? And then saying the right thing, which we already covered. So fast forward eight months, my first year in roofing sales, okay? About six to eight weeks late on a storm. This is what happened. The goals I wrote before I even made my very first sale. And by the way, fun story on that, when I talked about developing the system, I didn't even think about cold calling. My first sale I ever made was a cold call. Leaving the gym frustrated, I went to do a powerlifting session in the middle of the day because I was at a breaking point. Leave the gym, I'm all sweaty in my clothes. I see a sign that says for rent. I call her, say, is this the owner? Building manager says yes. Said, hey, I just drove by a property roof. Looks like it's pretty old, isn't it? And he goes, yeah, kind of is. Why? Said, I might be able to get you a new roof if I can find enough hill damage up there. When can I come take a look? And he says, hey, how about tomorrow? So anyway, go there. I ended up signing that deal. That was my first traction and it fired me up. So that set me in this momentum, just that first little victory of an appointment. Okay, that's a story for another day. I earned. Okay. I generated, by the way, 140,000 of income over that eight months. Not all 140 was paid out, but during that period, the sales in that eight month ended up paying me 140,000. I smashed my goal. I paid off that $15,000 school loan. I had more than 10 grand in savings and I had over $5,000 in retirement. It was the most incredible feeling in the world. I ended up meeting my wife three months later also after writing down from that goals book exactly who I was looking for. A few months after that, about eight months later, we ended up finding a semi rural property on a huge lot with apple orchard in the back and a garden and it was beautiful. The rest will skip because you see it but this is the fun part. I've developed a coaching and teaching and training program catered to helping people make changes in their lives. I'm doing this now. I wrote this goal my first like week of roofing sales. Crazy, crazy. So then after I had the success I climbed the ranks to the manager. I told you there's a little, you know, turnover because our office was new. So I became the manager and I was reading a team leading a team and hiring people. Then I became sales manager and then we had multiple offices. So then I became regional manager and then finally I became chief operating officer basically like vice president of the company. And we were operating in five states and I grew a team and I was having fun and I loved it. And story for another day of how I ended up here. But this is what I did. And then over the last 10 years I focused exclusively on helping people drive sales and transform their lives. That is it roofing. And I've worked with companies even outside of roofing and it's all on the ground helping salespeople change their lives. And you know what? It's worked for not only me but for all these reps that have. These are first year reps by the way, just a few that I could fit on this page, become six figure earners in their first year in roofing sales and smash their income goals. I even got some after I put this together the other day. Brand new rep Zach. His goal was 175. He's already on track to hit it and he bumped it. All right, we've got Caleb at 20, just turned 21. Six figure earner Jared did 1.3 million. Wesley did 850,000 his first nine months but he was 40 hours a week project managing so that's going to even continue to increase. And then we got William, first month 20k in commissions. It continues. He sent me a picture from Hawaii saying I wouldn't be here if I hadn't committed. Following Program. Alright. And then I've done the same for entire sales teams who are using this. These guys. And I've redacted private stuff for company's sake. 4x growth for the company after he says, your system's working for us. If I could change anything, I would have done it sooner. We're growing like gangbusters in Houston. Rookies with 220,000 in sales in his first two months using my car park formula. And then Andrew over here, a rookie with 120K in his first four weeks. Another college graduate with a potential $2.88 million project. And Andrew's closing rate shooting up to 85%. He's even in a heavy. The formula works. The right people doing the right thing, saying the right thing. And that's why I say roofing sales success is simple, easy, simple. Yes. Remember the B that's who you are and who you will become. And this is a constant evolution. Your third year in roofing sales is different than your second, different than your fifth. We're always growing. So owners, that's about finding and hiring those right people. By the way, I teach five profile traits to look for. Hustler, thick skin, persuasive, persistent, confident. More on that in another time. The do think of it like a weight loss or fitness plan. Doing the right sales activities every single day. Otherwise everyone's just running out there. Sales rep. You, you're just like, well, just go figure it out. Well, good luck. Okay. I've been down that road. It's a slow, painful road. Owners, that's like saying like here's training. Alright, everybody go figure it out. No, we know what's going to work. Tell them what to do each and every day. Alright. And then the say learning what to say when you pitch at the door. Overcome objections and close deals. This is the formula and that is why I'm only going to spend a minute on this. I just released an affordable and complete package. The roofing sales success formula. I had the battle pack, the sales strategy, the closing strategy, how to build your dream team. And then I saw the holes like what about pitching at the door? So the canvassing strategies there to teach you how to use slap in every scenario. And the objection strategy. How to categorize every objection into three categories. Trust, need money. And then use the ARO formula to overcome both at the door, pitching at the kitchen table. Right. The sales strategy. Every single thing you need to do every day built around your income goal with the battle pack. Alright. And then the closing strategy. How to run that sales appointment and close it. So all this has been bundled up so you get access to everything you need. If you're interested, there's a link in the description. If you're receiving the emails, there's a link here. You can check out the page so you get details and pricing, individual packages for sales reps and owners with teams. Alright, so listen. Now what? Now what do we do? You just learn the simple three part formula to smash your goals this year. The be, the do, the say. So it's whether it's my stuff, whether you build it on your own, whether you're following someone else's. You need to do this. You need to get very clear on where it is that you are going and embrace the challenge. You need to then figure out all those daily sales activities you need to be doing in order to hit your goal, your destination. And then number three, you need to learn how to present at the door, to get inspections, to get invited to the kitchen table, overcome objections and close. That's the say, be, do, say. So we have the formula now. We're going to start piecing it together. Now in the next video I'm going to be teaching you how to kill the confidence demon that's holding you back. This is that thing that squashes us ownership. We have it too. Sales reps, I know you have it. It's that ceiling, that big demon, the fear that keeps us from getting to where we need to be. The inner dialogue, the negative self talk, we all have it in the hardest battle in this industry, like I said is here. There's internal, what's going on in us and external. And I talked with a combat veteran the other day who said he's been in the scariest places on earth. He can't knock doors, he's never hesitated in battle but he is horrified to knock doors until I share this with him and it helped him break through. So I hope this helps. Then we're going to wrap things up with part three, the easy way to break through the competition in every single neighborhood you are in. I cannot wait to join you for the rest of this. And if you're joining live, this will be airing tomorrow, 6:30am Central. And if you're watching recorded, jump into this right now to learn how to kill the confidence team that's holding you back to get you selling and closing in the next 30 days or less. I am so glad to have you here. Share this with your team, pass it along and I will see you in the next video.