what 1000 sales calls with rich prospects taught me

If you're looking to make real money in sales, you have to get good at selling rich people. Why? Because you can charge them higher ticket things and make more commissions per sale. Last month alone, I took 11 sales calls selling for somebody else, not selling sales training, a higher ticket item. I made over $40,000 in straight commissions. That is not revenue, that is commissions. So this is something I'm actively doing. It is not theory. So in today's video, I'll be going over the exact mistakes most people make when they're selling to rich people. What is actually more important selling to rich people? And then lastly, what makes makes rich people buy. Let's dive into it. All right. So when we talk about like selling to rich people, why I'm so passionate about it is because like me as a salesperson, before I even got into sales training, I made over $60,000 selling a high-ticket $30K package. It was like a trading algorithm. That's when it first clicked in my head. But the thing is, most salespeople do not know how to sell to rich people. So it's always like this big black box that I don't see anybody really talking about because most of the sales gurus out there, they just focus on like more like B2C and just like more Like selling to poor people tactics, basically, which again, selling to poor people will get you good at sales, but it will not get you rich at sales. And here is a screenshot that was sent to me 2 days back that made me actually want to make this video. So on this offer that I'm currently on, it helps people get into sports facilities. So entry into this offer, it's $25,000. Now there's other ways we make things on the back end, but at the very, very minimum, the type of person who comes in, they pay us $25,000. They have to have at the very least smaller deals, at least another $25,000 that they put down for an SBA loan, and they're at least taking out another $200,000 worth of an actual loan on a business. So the sales calls I'm having, they're not a $25,000 decision. They're more like a $300,000 decision. So you need to be able to have a conversation that is a bit different versus you're talking to somebody and you're taking their last $5,000 to $10,000 and this person's never made money before in their life. Okay, so this is the exact message I got, right? So the owner of this offer, he said, last year my 12-man sales team— because he tried to do this all himself— they took 1,377 Zoom calls. Yep. Closing, which generated less than $400,000 in revenue. I've taken less than 30 sales calls and I've already more than matched that, right? So just to show, once you dial this in, you can have less Sales conversations and you make more. That's what we need to be focusing on. And just so you show, just to show it doesn't just, it's not just me, like I'm some special unicorn. This is a transferable skill. So you have Nathan here who again hopped on a call and was objection handling an investor who had like 75 properties, smacked them around, got the deal closed. We have Daniel here who smacked back a $20K deal and then closing deals all around. Nathan is actually on pace right now to do $50,000 per month Only working about 5 hours or so per day. And Nathan's offer is interesting because I know for at least, at least 3 different sales coaches that were like, oh, $60K per month closer and different shit like that got fucking canned on his offer because they don't know how to sell to this type of demographic. We got Abel smacking back $15K deals and then we got Nathan over here, different Nathan, closing $35K and $60K deals. Okay, so just to show this shit actually works, it is a transferable skill that you need to learn. But the biggest thing that we really need to address, like right off the bat, is the mistakes that most salespeople make. And I have this conversation so, so fucking often. It's just like really dispelling a lot of the mistakes that people are making. Okay, so first and foremost, when we're talking about like what are the mistakes that people are making on these actual sales calls, I would say the number one thing is like you pedestalize these people. So it's like you're pedestalizing whoever it is that you're talking to because it's like oftentimes what happens, especially if you're like a younger sales rep and you're talking to somebody who makes more money than you, just through like something like there's just something in our head like, oh, this person might know more than me, or for whatever reason I can't direct, I can't be authoritative, I can't smack this person around. Okay? And because of that, when you're talking to somebody who is making $100,000 to $300,000, We don't call them out on their bullshit. And I will say with absolute certainty, the people who are the most full of shit, who needs to be called out the absolute most, are the people who are making $100K to like $300K per year, because that's just enough money for you to be making money and be like, oh yeah, like I'm making money. But that is nowhere fucking close to you having financial freedom. Like, it's something I have to break to every single salesperson who is like, you know, they haven't hit those big numbers before. Like I remember when I hit my first $20,000 per month and I was like, this doesn't really go that far. Now, I was living in Miami at the time, so like that kind of skews it a little bit. But $20,000 per month, $30,000 per month, it really doesn't go that far. Like for me, I never really started to feel like financially free until I'm making like $40,000, $50,000, $60,000 per month, like pretty consistently. And it's the same thing with these people. A lot of times you're going to be talking to somebody who's making like $150,000, $300,000. And these people are living paycheck to paycheck. Basically, they're poor people with just a better life style around them, right? They have the same type of mentality and they have huge, huge, huge limiting beliefs. But because they can tell themselves, well, I'm doing better than most, they justify themselves even more. So you cannot fall into these people's frame because I would say that would be the next biggest thing. So it's like we pedestalize them, but we also just fall into their frame. Now, the thing is, with people who are more wealthy now, again, you can split them up into a couple of different ways. You can talk about like the lower, like, hey, more sophisticated, $100,000 to $300,000. And then you could talk about people who are making maybe like $500,000 to $1,000,000. And then you got the people making $1,000,000, $1,000,000 plus, right? Those are a little bit different, but I'll try to simplify as much as possible. Ultimately, every single person you're talking to, they are hopping on a sales call for a fucking reason. Nobody who is completely content with life, like, dude, everything is perfect, is hopping on sales calls. They have a problem. You are here to solve their problem. So do not fall into their frame. that, hey, I just want to see what you guys have. So there's an interesting quote that always comes to mind by Genghis Khan. So Genghis Khan, I forget what the exact quote is. Maybe my editor can find it and put it up here. But it's basically how he viewed himself was he was a plague from God. If you cross his path, he thought you fucked up somewhere in your life. You pissed God off. To send him your way. It's the same thing with these fuckers on these sales calls. Like they're hopping on a sales call with problems. Like they have done something in their life that led them to hop on a sales call with me. Right. So it's like we need to have a serious conversation. Now, you don't need to take it to the extreme of Genghis Khan, but just to kind of put it into perspective, these people have problems now. They have a little bit more money. So it's like they can try to justify and minimize their problem. But we cannot fall into it. So you need to push back on the minimizing. And here's like, for example, something you'll hear on these conversations when you're like really digging into the pain or you're asking like a consequence question, whatever it is. Well, it's like it's not going to be the end of the world or I'm not going to be homeless. It's like, dude, we're not even having the conversation about you being homeless. What are we talking about? So a real easy thing you could do to push back on something like that is, well, yeah, I know you're not going to be homeless. We don't talk to people who are in that situation, but I'm trying to understand for your specific situation. Re-ask the question. So get them out of the mindset of, well, it's not bad if I don't become homeless if this doesn't work out. It's like, no, dude, we don't talk to people who are on the verge of becoming homeless if they don't figure something out. Now, again, it does also depend on what you're selling, but just like high level, you want to push back if they're minimizing. Okay. Next biggest thing is everything is super fucking obvious. Okay, you'll get these on these conversations where they try to make everything that it's super obvious. Well, doesn't everyone want to make more money? Or for me, like for like a facility, buying a business is also another big niche. You'll talk to this demographic. Well, doesn't everyone want to buy a business? Doesn't everyone want freedom? Doesn't everyone want this? No, the fuck they don't. You'd be surprised. Most people don't try to go out and actually buy a business. Most people never actually try to build a facility. So it's not super obvious. Why you're actually here. So this is something to where if you get this, it's just again pushing back and not falling into their frame. So if they say something, well, is it doesn't everyone want to make money? Or they'll make it more obvious, and you're like, well, I mean, it might not be so obvious, right? Just immediately call it out, or be like, hey, well, some people they're totally fine just working you know their corporate job until you really they retire. So for you, why is it important to to buy a business and have more freedom? Like, what's going on? How? Like, I don't know what— like, this isn't obvious. I don't understand. Okay. You want to make sure you push back on it. And I would say the last big thing that's going to come up is you'll get these people who are like, how is this relevant? Okay. Now, in your sales conversation, it needs to make sense. Why are you actually asking these questions? And when you're talking to somebody who's a little bit more poor, they're much more easily to fall into your frame. But when you're talking to people who are more wealthy, just in general, they tend to be less Agreeable, just because there's a correlation between being less agreeable, which just means like you don't go with the flow, like you're fine with confrontation and making more money. It means you like you push for things, right? Like I'm a very non-agreeable person. I like conflict. Okay, so if I don't see something as relevant, I'll just call it out and say, "Hey, why do you need to know this?" So in your conversation, you need to have the frame of why it is relevant. So for example, in the facility offer, where again we help people get into a facility all done for you, it's basically. The frame is, is like, hey, we have a very high success rate and we make sure every single person who's coming through, it not only makes sense for the short term, but it also makes sense for the long term, right? We want to make sure we tick all your boxes. So the first part is just to understand a little bit more about your situation, what you're wanting, and then the latter part we'll go over like how we can make that a reality. Does that make sense? Now it makes sense why I'm asking this conversation. Now, depending on what you're selling, the frame can be a little bit different, but it needs to make sense. Why are you actually asking the questions that you're asking? Okay. A real easy frame I'll use is like, yeah, this needs to make business sense, but also needs to make personal sense to just make sure like you're going to be in the game as long as we need you to be. Okay. Like, this doesn't need to make sense now. It needs to make sense 5 years from now too. So help me understand, right? Like, just real, real easy, just diving into it. Okay. And then I'll say like probably the biggest last thing is just like not actually understanding people. So this is something that you need to actually understand the needs, the wants, the beliefs of the people that you're actually talking to. If you're a sales professional, you have to be an actual professional. Okay? So for me, for example, like, I've never opened up a sports facility before. Like, I have no fucking clue of like what goes into a sports facility. And it's like, I don't really even know. Like, I didn't— before I started selling, I didn't even quite know like the demographic. Okay, so it's like you actually need to understand what is the demographic you're selling to? What are the beliefs that they're more likely to have, right? If you're talking to people who've done sports before and they're working corporate or something along those lines, there's a pretty high likelihood that they have certain beliefs that you can tap into, which is very, very important of how you're going to be conducting your conversation. Okay, so it's like, what are their needs? Okay, what are their desires? You want to make sure you tap into this stuff. So this is something that with AI becomes a lot easier to go ahead and do. But you want to have a good understanding of, again, like pain points, desires, consequences, all that of this type of demographic. If you're able to do that, then you're just able to have a better conversation. Okay. So when you're talking to a different demographic, you know, basically when you're selling like, you know, biz op to poor people versus you're selling something that you're helping rich people make more money, generally speaking, that's the type of offer you want to be selling to maximize the amount of money that you can make as a salesperson, right? You want to help rich people get richer because they just pay better. So what's actually more important? Okay, so I would say, and again, this is something that is important for every single offer that you're on. But what I've noticed is when you're talking to a more sophisticated audience, this is even more important, right? So I'm not saying this isn't important if you're selling like some biz op or some shit like that, but it becomes more important when you're selling to a richer demographic. So what I would say is the biggest thing is going to be the education. For example, like for me, one of the, one of the big things, or at least I know my big advantage when it comes to really any offer that I'm on and why I've been able to perform so well no matter what offer I'm on, is because I am super, super, super anal and autistic about the pre-call information. Okay. What they actually see before they show up to my call, because yes, I can get really good at handling shit and overcoming objections and smacking people around and doing all this stuff. But if I have a pre-call apparatus, I have a system that makes everyone lay downs. I'm just going to plug and play that system. Now, there's only so much you can do with pre-call education, but here are 2 big things that, you know, you need to hit. So I would just say like, hey, what this is like, whatever it is, what is this? Okay. Like, what are you selling? And then 2, I would say the biggest thing, and this is what most people tend to miss, Or what are the actual beliefs that they need to have around this? Okay, so it's like, what is it? Like, what is it? Like, what are you actually selling? But I would say a big, big thing is going to be like, what are the actual beliefs that they need to have when they show up to the call that's going to make them most likely to buy? Now, there's a couple of different ways that you can learn this. You can go and you can take a look at your sales calls. You can up them. Upload them all up to like Manus or Claude or whatever it is, and you can go ahead and analyze it basically. What are the biggest beliefs people are saying? Or what are the biggest holdups or whatever it is? And you want to attack those before the call. Okay? So for example, on the offer that I'm on, a couple of the big beliefs that might hold somebody back is number one, they think they have time. There's a gap in the market and they think it's just going to stay there. So this is something to where it's like we really, really need to hammer it and we do. Okay, another one is like they think they need to have like some unique idea, which really in business you don't need to have a unique idea. You just need to be able to you know execute better than everyone else in the market, or at least in your general market. That's how you outperform. Real easy example that again like we use is Elon Musk. Elon Musk did not think about electric cars. There are actually other electric car companies who had tried to roll out electric cars, but he came in with Tesla and. Executed better than everyone else. That's why Tesla is so successful. So it's not so much about the idea. It's just about a gap in the market and executing. If those two— if they have those two beliefs and they show up to my sales call and what do we focus on? Hey, is there a gap in the market? Here's how we execute it. They're going to buy. Another really prime example that I had on this one in specific was somebody in a coaching call earlier this week. He helps people get onto new, like basically new jobs, right? Like they're— I think it's like project management and like these people, generally speaking, they're making like $200,000 to $500,000 and they're wanting to get like really high-end like project management roles. Right. And it's like they need a skill set to go ahead and get there. $15,000 package on the front end. And one of the biggest issues, the biggest beliefs that he runs into is these types of roles were easier to get in the past. With AI layoffs, with everything changing in the market, it's become much, much harder. So sometimes he'll get people who show up to the call who are making fairly good money, like $500K, $700K. He was telling me about somebody who was making $700,000 and thought that he could just get a role in Anthropic, Claude, without really doing much in terms of preparation and separating himself, just because he had gotten to the role he is at by basically not doing that much. Makes sense. That actually does make sense if he's not educated and he doesn't really know how the market has changed. And on the sales call, the salesperson educated him on how the market had changed and really asked questions. He did the right thing. But because this was such a fucking belief shock for this guy, he got mad and he left the call. So you don't want to do all the big educating belief shifts and different things like that On the call, we want to see if we can't get it before the call as well. Because let's say for that guy in particular, if there was specific education pieces that you're sending him, maybe he doesn't believe it. Maybe like he still is like, you know, not, not quite there, but he's like, at least that thought has like ruminated in his mind. And if you make a logical argument and like, and then it becomes a little bit more logical. So then when it comes to the call, Yeah, you're probably going to have to do the same things, but the likelihood that they're going to actually fall into your frame is just going to be much, much higher. So your pre-call education is super, super important. Not only like, hey, what are you actually selling, but what are the correct beliefs that I want to hit to make sure somebody shows up? And if they believe these things, they are most likely to buy. That's going to be super, super, super key. So the next thing is probably going to piss a lot of the broke people, broke salespeople off when you're selling to rich people. Don't look poor. If you're going to be taking $25K, $50K, $100K off of somebody, you have to look the part. Get a fucking haircut. Oftentimes when I'm on these calls, I'm wearing a polo. Sometimes I'll wear a nice black shirt like I'm wearing now. I'm a little bit more relaxed, just talking in front of the camera. But it's like, again, I look the part. And then also look around me. This apartment costs me $70,000 a year. It is very obvious that I am not poor. I make money. Now, I'm not saying you have to go get like a baller apartment, but at least like make your background look nice. Like, again, I have also like a nice mic and all this shit. Like, I have this right here because like I'm filming all that fun stuff. But all of this plays a role. It plays a role in the perception. If I am somebody who is making money, I don't want to give my money to a poor person, right? Because the reason that they're poor is probably because they're not giving money, right? So just very, very obviously, if you do not look the part, it is going to hurt you. Now, some of the mistakes that you can make is like virtual backgrounds and different things along those lines. Like, again, like what it does is it causes a bit of doubt. Now, am I saying you cannot make sales if you don't look the part? No, I'm not saying you can't make sales, but it definitely will hurt you. Like last month, I closed over 55% Of these deals, right? 46% scheduled to close. And the reason I'm able to close at such a high rate is, well, like the authority, the skills and all that. But it's like a big part of it is like I look the part, right? Like that makes sense. These guys are talking about like multi-hundred thousand dollar deals and really helping like things build out. They better be fucking good with money. They better look the part. If I showed up and what I see in some people's sales calls, like first of all, like they look young. Right? Like, that's a big thing. Like Nathan, for example, when he first started— when we first started working together, like, he looked young. Like, to his haircut, his background, like how he was coming across, all of it looked young. Now I got him to, you know, grow out the facial hair, fix the background, and then also fix how he projects. Right. Using a little bit more of your stern voice. Right. This all plays a role. So it's like you have to make sure that you come across like you're an authority, you know what you're doing, and you have money. Okay, now you don't have to go get a big old slanky apartment or anything along those lines, right? Jesus icons definitely do help, right? Increase closing percentage by at least 15%, but at least look the part to some degree. Okay, really, it'll take a couple hundred bucks to get your background where it needs to be, right? Obviously have like some type of lighting. It doesn't really take much, but you just got to make sure you actually put some effort into it. That's going to be a big thing. Okay. Next, next big thing. It kind of plays into the looks, but it's also how you carry yourself. It's going to be authority. Biggest thing is you have to come across like you know what you're actually talking about. People who have money, they like— again, generally speaking, they have money because they have some level of intelligence, but they're willing to give their money to somebody else to give them time, whatever it is. Right. To shortcut it a lot. They want to do that to somebody who actually comes across and they look the part, they know the part. So actually being an authority, how you carry yourself is super, super key. That's why not falling into their frame is the number one thing you really need to do to make sure you lead and you're an authority. Okay? Leadership is a big role here too. Now, when we're talking about leadership, I am not talking about being demeaning, being argumentative, or anything along those lines. Like, again, you want to be collaborative, but you are an authority on whatever it is that you are talking about. This preconceived notion of like, oh, you have to act confused and different things like that. It's like what I see sometimes is people like they'll use a confused tone for everything and they just sound like they're retarded, right? Like you don't want to sound like, again, you don't know what you're doing or you're confused about life. You might be confused on their situation. You want to know more. But you're an authority on what you do and you need to hold yourself like you're an authority. I'm pretty sure I did a video like going over authority, you know, in my YouTube as well. So it's like maybe I can link that here to where I go a little bit more in-depth. But being an authority, looking the part is also really, really big. I would say in terms of the one thing that is probably going to be the most important, like difference on how you conduct the sales conversation versus like people who are like more wealthy versus people who are poor is going to be doubt. Okay, doubt is super, super, super key. And what I mean by doubt is you need to get them to realize they are out of their depth of knowledge. And this also ties into the authority. If you're able to create doubt on what they're talking about or what they're seeing, then you again, you, you, you really take up that space as the authority. So how do you create doubt? It's by asking the right questions and really taking them into deep waters. That they're not really sure of. Like, real easy example, and I do this shit like all the time. I think it's fucking hilarious. Like, after the call, right? Like, they'll hop on and they'll be talking about like, oh, like the facility. Yeah, we're thinking about this or this or this, and we're like getting these numbers. I'm like, oh, how'd you get those numbers? Did you like work with somebody who specifically, you know, specializes in sports facilities? Or like, how'd you get those numbers? And every single time, like the look on their face is where they're like, oh, No, we just went with someone. That is what you need to create. You need to create doubt of like, yeah, you might be smart, but you're not an expert in this arena. That's why you're here. And if you're able to create that doubt, they will pay you lots and lots of money because again, that also ties into your authority. If I ask specific questions about like, hey, have you had it with an expert who does A, B, and C? And they don't even know what the fuck you're talking about. They're like, oh, Your authority goes up and the doubt in their mind goes up. So then that authority overtakes the doubt. They go ahead and they purchase. Okay? Really, really, really simple stuff. Now, last thing I want to go ahead and touch on is going to be what actually makes rich people buy. Okay? Because half the time, the problem is selling to rich people versus selling to poor people is a lot of sales reps, they don't even understand what makes them buy. Okay, like why are they buying? Right? That's a that's a very key like thing that we need to understand. So it's like why do they buy? So it's like why do they buy? Okay, why do rich people buy things? Just understand if you just have this key concept in your mind. Every single person that is hopping on a sales call again the gang is con right? Like they fucked up right? Every single person has a need. That is not being met to the degree that they want it to be met. That is why they're on the call. The problem is, well, most people, they don't understand the needs of people who have a bit more money. Okay? So it's like, let's dive into what are the actual needs. Okay? So there's 2 frameworks in terms of understanding human needs that I'll tend to go off of just to conceptualize it. In terms of the frameworks with human needs, I haven't found one that's all-encompassing, Generally speaking, especially when you're talking about psychology, it's definitely more of a soft science. So there's all these exceptions and all that fun stuff, but here's more like high level. Okay? So when you're talking about these are the 6 human needs from Tony Robbins, we got certainty, variety, significance, connection, love, growth, and contribution. So most of the time when you're talking to poor people, for example, they're mostly going to be in certainty and variety most of the time. I want to have certain that I can pay my bills or different things along those lines. And I want variety. I just want different shit, right? I just want something different. When you're talking to people who are a bit more wealthy, sometimes you'll still get the certainty and variety. Sometimes you'll still get those. But generally speaking, you're going to talk to a lot more people who are focused more on significance, like how they see themselves being important, doing things that they know they're capable of. Connection and love, right? Like, you know, legacy is a real, real big one. I want to be able to pass something down, right? Like, not only that, like, I'm doing this for myself, but I'm doing this for my children. Growth, right? Like, they have a very, very growth mindset and they want to continue to grow and just their current vehicle doesn't allow them to grow or the current vehicle isn't growing as fast as they want. Okay. And then sometimes you'll get the contribution and giving back. Generally speaking, generally speaking, I try to move them off the contribution of like the normal phrase I'll use is like, yeah, yeah. And it's like, we all want to make sure like this makes sense and like we give back and it's good for the community. But the thought I always have is like, there's a reason why they tell you to put the oxygen mask on yourself first before you help somebody else. Why do you think they tell you to do that? Right? Because like, if you're not taken care of, you're going to have a hard time taking care of other people. Now, depending on where they're at, what you're selling, maybe contribution makes more sense. But in my head, it's not super, super high leverage. So I'm mostly, mostly, mostly focusing on like Significance and growth. Those are generally the two biggest things. Now you also will get like variety, like hey, I want to do something I love. Like let's just say they are in corporate and they want to buy a business. They're like oh, I want to do something that I'm more passionate. I'm more passionate about like running businesses and shit like that. But generally speaking, and again, this is just after like listening to a ton of these calls. It's more like growth. It's like yeah, I just want to get more. I want to grow more out of my inputs. I want to grow quicker. And then sometimes you'll also get the connection to love. Like hey, I want more time. To do A, B, and C. You also run into this quite a bit. So these are what you need to be focusing on. And again, they're not going to say these words exactly. These are just categories of words. They're not going to say, well, I feel like the reason I want to buy a business is I want to be more significant. Like, they're not going to say that, but they're going to say it's like, oh, like, I feel like for me, like, I can do so much more, right? Like, they know they're falling short or they're like, oh, like in my job it's been stagnant or whatever it is. Like, I haven't been able to grow. I haven't been able to make more money. Or they're like, oh, like, I'm working a lot. I want to spend more time. Sometimes it's variety and connection, love. Okay, so this is something I'll keep in mind. And it's really all it is, is when you're asking the questions, you're just probing on these things. You're getting them to expand on these specific things. So oftentimes the difference between like selling to a poor person, rich person, you just got to know what you're looking for. Okay. Another framework I'll take a look at as well is Maslow's hierarchy of needs. This one's a little bit easier to conceptualize because you got your, your basic needs and then the higher you move up, Okay, it becomes a little bit different and you got your basic psychological and then self-fulfillment. Very, very, very, very rarely, very rarely will you ever talk to somebody who is like self-actualization. Maybe if you get Hermosi on your call and he's like, dude, I just want to do it because it's cool. Like, maybe you'll get that guy. But then at that point, it just needs to make logical sense and they're going to fucking do it. So I wouldn't focus too, too much on this. But again, they have their basic needs already taken care of, generally speaking. They already have their safety taken care of. So then again, we're talking about love and belonging. And again, like we were talking about before, more self-esteem. So like them feeling more significant, them feeling like they're growing more. So it's the same, it's the same type of understanding. Maybe this one's a little bit easier to actually conceptualize, but I always keep these questions or keep these frameworks in my mind of like, where am I like really directing the conversation? So you don't need to overthink this too much. You just need to know where to look. And if you have the idea in mind of they're here for a reason, they have, they have needs. These people have needs, believe it or not. Okay. $300,000 per year, bro. These people have needs. They're fucking broke. That's what you think. Like, okay, these people have needs. So you just need to ask questions to pull it out of them. Now, depending on what you sell, the types of questions you're going to be asking is like different. But a very easy question you can ask is like, hey, why is it important for you to do this like now though? Right? Just asking a question. Like, why is it important? And then like, again, once they answer, listen, okay? They're probably going to talk about significance, connection, love, growth, whatever it is. And if you sit there and you actually listen and you don't put them on a pedestal, I promise you, you'll start smacking back the deals like all these other guys over here who are smacking back, you know, $35K, $60K deals, all that fun stuff. So hopefully this has been helpful. Leave your biggest takeaway in the comments. And if you want actual one-on-one help from me, check out the first link in the description. If not, I'll see you on the next video.