HOW TO GET BETTER AT SALES EVERYDAY AND MAKE MORE MONEY

Hey, before we get into the interview, I want to make sure you're aware of our other podcasts. The Sales Questions Brutally Honest Answers Show, which is a very quick, under 5 minutes in most cases, sometimes just a few minutes, where I answer your questions. You can just send me any question to my LinkedIn profile, Brian G. Burns, and I'll put it in the queue to answer. Also, the Sales Leadership Show. If you're looking to get into sales leadership or you want to Hear from the world's best sales leaders, that's where I interview them. Check it out, The Sales Leadership Show. Also at b2brevenue.com, you can learn all about all the courses. Links are in the show notes below, as well as our link to our partners over at brevitypitch.com, the fastest, easiest way to become great at sales and practice before it's showtime.

Here we go. Personal development in sales, does that matter?

I believe it does because there was a point where I was kind of living to work versus working to live and getting really, really burnt out, kind of burning the candle from every angle possible. And I realized if I didn't focus on myself more, I was gonna just get, keep staying in this rut. So when I decided to kind of focus on myself more, Which is kind of counterintuitive. I was actually working less hours, being more productive, getting more done. So I kind of had this constant personal development focus that really helped me. But I think the challenge is sometimes it's sort of a soft ROI. It's maybe sometimes hard to track how do these things really affect you in sales or business. But for me, you know, doing things like a morning routine, working out just really kind of helped me focus more on myself and I became more productive. And less stress?

Yeah, I think it's critical because at the end of the day, it comes down to, you know, how much energy we have. Because if you're not enthusiastic, you don't feel good physically, how well are you going to work? And what makes you feel good? Is it doing more work or is it taking a break, eating the right things, getting a good night's sleep, getting some kind of exercise. And, you know, I've done the same thing, uh, very consistent over the last 3 years. But before then, it was kind of seasonal. And you can't do that because then during your off-season, you're not doing as well. And then it takes time to ramp up. So what was, what did you end up doing?

Yeah, I mean, I think I started seeing that a lot of the best sales reps at the companies I was working at, like the top 5%, they all were doing something pretty intensely outside of sales. So whether that's doing a morning routine first thing in the morning, working out first thing in the morning or whatever it may be. So I just started seeing this trend of all the top salespeople. And then if you look outside of sales, Entrepreneurs, athletes, they all have these pretty crazy, you know, things that they do in the morning. So I, I kind of picked up the morning routine thing for me was, was one that really stood out because I was waking up going straight into meetings and being stressed and I already, you know, I'd oversleep, press the alarm button and then still work like 10 or 12 hours and intensely work. And then it was just like this revolving door of doing the same thing. So I, for me it was just given some time to myself in the morning and it's really around gratitude, empowering statements, a lot of mindset type stuff because our brains are kind of triggered to just have that kind of negativity bias. So if you don't work on it, it's really easy to be super negative in sales or blame other people. So, but you have to practice it. It doesn't, you can't just do it 1 or 2 days and it's gonna flip the switch because our brains are just triggered like that. So you have to do it every day. So I, I started with something as simple as 10 or 15 minutes. And it just kind of took off from there. And I, as far as working out, I've always been playing sports since I was a little kid, so I don't feel normal if I don't work out. So I definitely work out 5 to 6 days a week, not necessarily in the morning, but I do it in the middle of the day cuz it's a good way to break up for me. You know, I kind of get, get after it in the morning a little bit, get some things done, and then I feel all right to kind of take a break around lunchtime and, and go work out and then kind of finish the day after that. So. Morning routine and working out are at the top for me, but also just focusing on mindset is kind of part of that too, is, is, you know, getting rid of that negativity and that, that fixed mindset and focusing on more of the growth mindset.

Yeah, because if you don't, you tend to get on that downward spiral instead of the upward spiral. And if you focus on what you're grateful for, it starts to think positively. If you start to think positively, you'll see What you can do to help close a deal instead of what's going to go wrong. And it's okay to think about what's going wrong. It's just not okay to obsess over what's going to go wrong. And I think, you know, certainly I made the mistake early in my career of ignoring sleep. So you would be on this downward spiral. I'll get to sleep later. I'll get to sleep on the weekend. And you burn the candle at both ends. You stay up late, you get up early. And if you get up early or you get up to rush to a flight, you're not really planning your day. You're not thinking through it. You're kind of scrambling, trying to make sure you don't forget something. Remember your charger, remember your socks, your belt, these little things, and get to the airport on time. Remember where you parked the car. You're not really concentrating. And, you know, over the last couple years, you know, I, I got an Oura Ring to kind of keep track of my sleep. And now I, I kind of see the cause and effect, you know, because if I have a, a long run, I know my sleep's going to be disrupted that night because it happens every time. So I've got to like, okay, I've gotta, okay, if I wake up 4 hours into my sleep, I can either get up, which what I usually do, but then that ruined the whole next day. I'm at like 80%. Well, how about this? How would, if I take melatonin when I wake up and that way even a half hour I'll go back to sleep, refuse to get up and do something, just, you know, listen to music, drift off, whatever you can to get back to sleep. That way you can at least be 90, 95% the next day. And I see a lot of people ignoring sleep. And then the next thing is, what are you going to do? What you eat, stuff that tastes good, not that's good for you. And why? Because it's easy and there's a lot more of it. You walk through an airport, there's no, very rarely is there a juice bar of some kind. It's Starbucks, Cinnabon, everything you shouldn't have. Tastes good, makes you feel good for about 5 to 15 minutes, and then you feel like crap. And then what do you do? You have to get something to get you back up again. Another cup of coffee.

There we go. Right here. Yeah.

And, but can you do that for, if you drink coffee all day long, then what happens around 5? What do you feel like doing?

You feel like crap and you want to probably go to sleep.

That'll go for a drink. Oh yeah.

There you go.

So yeah, meet some friends for, especially if you're traveling for business, you head out, you have dinner with a client, you have a couple beers, then it messes up your sleep again and the cycle continues. And this is, I've seen, you know, the health side of this is really effective on salespeople who have to travel. You know, when you, if you're working at home, hopefully you have a lot more control over your schedule. But then people with kids say, how do I find time for this? Well, you find time to do the wrong thing. You gotta find time to do the right thing. You know, squeeze out the stupidity stuff, you know, playing on social media or too much email time or reading stuff that doesn't have anything to do with anything. Sitting through an enablement meeting, smiling and nodding all day. You show up and then you kind of explain you had to leave. You had a customer call. It's hard.

Yeah. I mean, if you're traveling like that, it's really hard to say no to the customers, say no to your coworkers. It's almost this expectation that you have to go out to dinner, have a couple drinks. So you have to You almost feel compelled that you have to have a few drinks or go out to these dinners. But I think over time, if you've, if you've done well and you've proven yourself, you can get away with it more of just kind of pushing back or just set the guardrails early that you're just, that's just not, you know, you're gonna go home before 9 and you, you have a routine and you get up. And if you do that, I think it's possible, but it's, it's uncomfortable. It's, it's, it's a change. You have to be proactive versus Just going with the status quo. And I think that's really, really hard to do. And I mean, I, I look at it as like, I, I had to kind of just say no, basically. I mean, you have to say no to, to going to those dinners and what have you. And I do a lot of other things outside of that too. Like I have some coaches I pay for that kind of keep me on track and keep me accountable. I, I love the Oura Ring. I have a habit tracker that I look at daily to see what I did or didn't do. Did I make my bed? Did I do my morning routine? All these— did I eat healthy within reason? So I track stuff. It's somewhat manual, but if you don't track it and kind of see how you're progressing, then you're gonna just keep falling into those traps. I mean, it's okay to have a couple off days and, and do some of this stuff, but if you're not consistently doing, uh, the positive trends, it's gonna You're gonna go back into that, that, that rabbit hole. But I, I love things that can help you track or keep you accountable. So the Oura Ring I've never used. I know there's like the Whoop cushion people do, but any— and sleep does get forgotten. I, that's something, try to get 7 to 9 hours within reason, but I don't have a great way to track it. But that's something that it's easy to dismiss when you're in sales and just kind of, oh yeah, we're gonna take customers out and get up early and it's like a badge of honor to be productive when you have no sleep and went out and it's like, oh yeah, I don't care what you did as long as you're, you're posting and you're good the next day. But that, I mean, you're like dying inside when you do that and everyone acts like it's normal, but it's really, it's really not.

Well, what got me was I was talking to, I forget who it was, but they said, imagine if you worked just one more day a week, whether it A couple hours each day, or maybe a Saturday, maybe it's Sunday, that gives you almost 20% more productivity over a year. But, but now think if you just cleaned up your act where you were, it was maybe just one day a week that you weren't 100%. And you kind of know, like now I know when I got a good night's sleep, I wake up and I'm like, it's a high, it's a buzz.

Yeah.

Because I feel good. I feel refreshed. I feel clear-headed. There's no nothing in between what I want to do and how I feel. And, you know, even those nights that, you know, I have to take something to get back to sleep, I wake up still 90%, 95%, but it's still better than 60, 70, 80% where you just drag an ass the whole day. And yeah, I remember being on the road. It's like you get up at 4 in the morning, you get in the shower, you get the first flight out in the morning, you got a 10:00 AM call, a 2:00 PM call, and then you go out for dinner with somebody. A lot of times it's a bullshit dinner too. It's a partner dinner, you know, hanging out with the team, which is okay. It's fun, it's social, but it's not helping you. perform the next day. So you can either, you know, have a slack day or you, you're really kind of pushing yourself through it, and then you get back on the downward spiral. You know, if you can come up with your daily— because we all have a morning routine. It might be hitting the snooze button and getting a cup of coffee. That's a morning routine.

Mm-hmm.

And maybe you say, okay, well, now I'm going to take a vitamin, multivitamin. Or maybe I want to take a walk around the block with my coffee. That's okay. You know, you're starting something healthy and you're doing it, and now you're used to it. Well, you know, I can go for— how about a half-hour walk? You can work while you walk on most things in most neighborhoods, play with your phone, you know, have a light on it. Nobody's out. You have the choice where to walk. And, you know, I, I tell a friend of mine that, and he, he goes for a long walk at the end of the day, but then if anything slips, that gets canceled instead of if he did it first thing in the morning, it can't get canceled. That's the power of the early morning workout.

Agreed. And I think a lot of people try to do too much in the morning and then they give up and then go back to whatever they're doing before. But if you, it, everybody's gonna be a little bit different. It could be something super small like a 5-minute walk or maybe they do something faith related or read a book or listen to a podcast. I mean, it's gonna be different for everybody, but just start with something for 5 minutes even, and then it's just gonna keep compounding. So over the years I've found stuff that I really like from a sales standpoint, I, the empowering statements are good because it's essentially all the negative thoughts I have in my head. I'll say those out loud in, in the opposite format to try to get that, you know, spin it a different way. So I started doing stuff on LinkedIn a couple years ago and it's uncomfortable. You're putting yourself out there, you get a lot of imposter syndrome. So I, I say my personal brand will take things to the next level. You know, versus the other way is like, oh, I shouldn't be doing that. I shouldn't be posting anything. It's easy to start like saying that to yourself. So I have all these like little sayings that I've written down and I just say every morning. That's a good one. I love visualization, nothing crazy, but just visualizing your day and being successful in that meeting. Nothing more than like a minute or so that I do is just visualizing what I'm going to do that day and being successful. In front of that customer or whatever it may be. That's been a great one. And then this one's a little woo-woo, but I picked up on it because I started doing yoga a lot, but just a little bit of breathwork, even for a few minutes to kind of calm yourself and get you going for the day. Like I've kind of gravitated to that where in the past I would be like, oh, I'm in sales, I'm kind of macho. I wouldn't do something, but it's actually pretty crazy. The power of the breath if you find some good routines. So. Yeah, I keep adding stuff and it's, but it's, it's all healthy stuff that keeps getting added. So it helps everything else. And it's one thing too, is it's really hard to do this stuff consistently. So I think the more stuff you can do to force yourself that's hard or challenging is gonna make you more successful in life. Because in sales, you're gonna get punched in the face all the time. You're gonna have terrible days. Things are gonna go wrong. But if you do a lot of this other stuff, it helps you. kind of maintain that and not lose your mind when that happens because you're used to doing challenging things. So I think there's, if you force yourself to do this hard stuff in the morning, it makes sales easier when you have all the ups and downs for me at least. Yeah.

Because it can become a great metaphor for how to become better at sales because everyone thinks getting better at sales is something outside of you. It's a better subject line. It's a new tool. Right? ChatGPT comes out. Now everyone thinks that's the future of sales. Why? Because they don't have to change. They have to just use a tool. But yet I have yet to see anybody be successful with it. It's helpful. It's nice. But it's kind of at the tip and trick level right now because everyone talks about that, but then it's all Oh, people buy from people. Okay, well, that's you. How are you showing up? To get better at sales takes a long time. It's not knowledge. All the stuff that we're talking about is action. You've gotta do it. You know, does anybody not know that a morning routine is important? I think everyone knows that.

Yep.

Probably 1 out of 20, 30 people does something. That's positive.

Mm-hmm.

Other than getting up and turning the coffee on and checking their phone. But if you really think, oh, okay, I've been doing this and I bet you've gotten used to changing now, right?

Yeah, for sure. Yeah. After, once you get going for a few weeks, you kind of get in that, that rhythm. It just takes a little bit of time.

Yeah. So adding a new one, another minute to it, isn't that intrusive. Certainly not like the way the first one was.

No. Yeah, it's, it's tough at first, but you just— that's why start, start small for sure.

Start really slow, but keep track of it because your brain is going to forget what it doesn't want to do. It never forgets what it wants. It always forgets what it doesn't want because it's a different part of your brain that remembers what you want. Or what you need or what you should do. But we never forget to put the sugar in the coffee, right? Because we want the sugar in the coffee, but we forgot the green juice.

Yeah, you gotta make it, make it easy for you for sure. The other thing I was thinking of as well is depending on who you're calling on in sales, if you're calling on higher level folks in C-suite, CEOs, typically those type of people are doing this stuff as well. So it's a great kind of, I mean, I think they, they like working with people that are doing this type of stuff. So it's a great conversation that you can have with them outside of just the work stuff. And I, I know relationships are only part of it, but when you talk about this stuff with clients, a lot of them love this stuff if you're talking to higher up folks. So I've, it's actually kind of benefited me as Talking about a lot of this with customers because they tend to be doing this. They're working out. They have some type of morning routine. Most people aren't going to get really high up or have their own business or be in the C-suite if they're not doing some of this. So it's a great way to kind of be more of a peer with them and relate to them versus just being a salesperson and having stuff to talk about outside of whatever product or service that you have. So I found it to be very beneficial with relationships and having stuff in common with customers, especially people that are higher up.

Yeah, because nowadays health isn't something that people ignore. You know, the, the Mad Men days are long gone.

Yeah.

The martini lunches, smoking at work and stuff, because those people are looking for ways of quitting and getting healthy because they see other healthy people and they see the energy level. The ability to work longer hours with more intensity, more excitement, as opposed to needing a substance to kind of even your day out. And I think we each have to take ownership of this and say like, what would be the highest return with the least amount of effort for you? Everyone's different. You know, what, what, what would that be? And then how do I start doing that slowly but consistently? Not like the New Year's Eve, New Year's resolution model, which is high intensity for 2 weeks and then you quit.

Mm-hmm.

That's what I did. That's what everyone does, right? You wake up New Year's Day and you, first thing you say is, tomorrow I'm starting my workout routine.

Mm-hmm.

And, and we fall into traps. We go, oh, I'll join a gym. But that's not— that's doing something, but that's not a— are you gonna go to the gym? It's like I've got 2 really nice gyms, but they're both almost equal distance. And I keep asking myself, if I joined, would I go? You know, because I've got equipment in my house. I like to run outside. When would I fit this into my life? You know, because it's about a 10-minute walk, 15-minute walk. So that's a half hour just in transport and probably another 15 minutes and, you know, putting stuff on and taking stuff off, you know, packing, unpacking crap. That same amount of time, I could just work out downstairs where I have less excuses. You know, going out into the cold or the rain, eh, would I do it? Or do I just feel comfortable that I joined a gym?

You have to make it easy for yourself. I, I live in, in the middle of Atlanta and I can walk to a lot of these workout studios. I go to these yoga places or these HIIT classes, but they're literally like below my building. I can walk and it takes me 5 minutes to get there, which cuts down on the travel time. And there's, I have a friend who owns a yoga studio, but it's like 30 minutes from me and she always gives me a hard time because I don't go to hers, but I'm, it literally adds an hour to my whole day and the workout. And as much as I want to help her out in small business, it's like, maybe I can do it on the weekends, but during the week I'm, I can't, I just can't justify doing that because it It's so much easier for me to go to the one right by me. So make it as easy as possible. And it could be— I mean, no one really has an excuse. I mean, it could just be walking for 10 minutes. I mean, it doesn't have to be some hardcore workout. Walking for 10 minutes. I've been bad about taking breaks over the years, so I've gotten better about— I'll work for about an hour, hour and 15 minutes, and then I'll take like a 10 or 15 minute break. So sometimes I'll stretch or go walk outside or go grab a cup of coffee or something and walk to a shop, but I've been bad about taking breaks. But anybody can go walk for 5 minutes or go stretch or do something just to kind of change it up, or listen to a podcast or listen to a motivational something, you know, people that they look up to. But just make it easy for you, I think, is, is key. And it doesn't have to be a hardcore workout either. It could just be walking. I mean, that's— I know you over the years probably built up walking to running, and obviously I've had really good success doing the walk and talk videos. So I mean, that you, you, it sparks good ideas, right? You've brought a lot of, a lot of great ideas when you're walking.

It's, you know, because you think we all know the, the shower epiphanies, right? We have great ideas in the shower. Well, the same thing happens when you walk because your brain's busy keeping your feet moving and your prefrontal cortex is like, what do I do? I gotta think of some great ideas. And sometimes I have ideas when I go out to walk, but a lot of times I don't. And I, I always have my phone with me and I just turn it on and I record something. Sometimes I use it, sometimes I don't, or maybe I just keep track of some ideas. But if you're sitting at your desk and you're miserable and you need a break, Why not just go for a walk around the block? You will feel better. You will clear your head and you might come up with a great idea. Don't make that the agenda, but make the agenda just as a break and something to clear your head. And I think too many people—

Not much downside.

No downside. Instead of ruminating, About your manager and stuff and calling somebody and venting, that can be helpful, but it's not moving your body. And you look at high-performing salespeople, there usually is something that they do. You look at what does Zuckerberg do? He taekwondo, is that what he does? Or jiu-jitsu or—

Well, yeah, he was about to get in a pretty good battle with Elon, but I guess that got canceled. I don't know what happened with that one.

Well, here's, you know, he's in the top 10 wealthiest guys and he does it because it clears his head. He says, when I'm doing that, I cannot think of anything else. And that's, and I bet he says, I'm also a better worker now. You know, then you contrast, Elon doesn't seem to have a physical thing. He just has a big chip on his shoulder or he just loves to work. That's fine too. But you can see him physically. I don't have to be a doctor to tell you he needs to change his diet and get a little workout once in a while.

Exactly.

A little pasty, a little doughy.

For sure. For sure. And it doesn't, it doesn't matter how successful you are too. I mean, everybody can be doing this. I, the example I always bring up is Kobe and Allen Iverson. They were in the same draft class. They were both from Philly, or Kobe grew up there. Allen Iverson was one of the most famous athletes to play for a Philly team, and they both were extremely successful, like stuff that people could never even imagine accomplishing. But if you look at Their talent-wise were probably pretty similar coming out of high school and college, or maybe even AI maybe had more talent potentially. But if you look at the work ethic and some of the stuff in the morning, Kobe's like pretty infamous for his stuff. I mean, he'd be up at 5:00 AM doing these crazy workouts. He would, they'd win a game by 30 points and he'd be shooting 100+ free throws afterwards. They'd win an NBA championship and then he's right back grinding the next day. So. That little extra edge. He ended up having 5 NBA championships, all these accolades, and AI made it to NBA Finals and he had all kinds of individual accolades, but he never won championships. Now, right or wrong, there's all kinds of stuff in between there. But even with the elite people, if you do something a little bit extra, that can make a big difference. And that's a pretty cool story. So it doesn't matter how successful you are in sales or life or whatever, you can always be doing something to get better from a personal development side.

Yeah, you look at any of those sports documentaries and it's, it's all the same. Everyone thinks there's some magic to it, you know. Granted, there's, you know, innate talent, you know, the same right height, weight, arm ratio. And if you look at Michael Phelps, his motto was I trained every day for 5 years, never missed a day. Not, not, not because of COVID not because of a cold, not because of the pool temperature, the availability of a pool. Every day. And, and you can say, well, that's obsessive, but guess what? Do you want the outcome or do you want to be mentally better? Maybe that's too strong, but it is an everyday thing. And sales being a performance profession, it's us. We're the means of production and everybody looks outside of themselves for the answer. Different job, different manager, different product. But after you've had this 3 different jobs in 3 years, Is it the job?

Doubtful.

You know, because the inverse is true as well. It's like if you put 3 different reps in a territory and none has made their number or having any success, you might wanna look at the territory. Does it justify a rep? But the rep is the differentiator because everyone talks about territory, timing, and talent. Well, you only have control over one of them. Expand that control.

And to become great at sales, the best way is to model somebody who already has become good at sales and to hear other people who have become great at sales and the journey that they're going through, the false beliefs, uh, the, the misnomers, the mindset issues, all of this stuff that gets in our way between where we are and the income that we want. Let's face it, we're in sales because we're money motivated, we're competitive, we want to be better every day than we were yesterday. And how do we do that? Um, there's really, you know, read a book, uh, listen to a podcast. That's good, good start, I like it. But then you have to take action, and then you want both tactical and strategic ideas. You want mindset, you want strategy, you want to understand how companies buy, you want really deep content and examples Case studies so that you can learn from other people's mistakes.

That's what I'm here for. I'm here for you to learn from my mistakes.

And boy, do I got a lot of them. So go to b2brevenue.com, sign up for the courses. There's 2 major ones. Start the Conversation, Get the Meeting fills up your pipeline, gets rid of that problem of, oh, I don't have enough leads. I don't have enough meetings. Meetings. It gets those conversations started with the people you want to talk to. Now, it's not about a pitch. It's about a conversation. Now, everybody thinks of conversations when you're talking or you're online at the same time, or you're on the phone or Zoom at the same time. That's not a conversation. A conversation is when the client is talking about what they care about, what they're interested in. And that is what we call qualification, where we can sense where are they and how do we build up that curiosity into interest, into urgency to get a deal. And these are skills that we need. They're lifelong skills that we need in sales. And then how do we get a deal closed? Yes, anyone can take an order, but what if they don't know how to get it done? You get a new account. Where you're trying to get a big change done internally. What are the issues? If you're not planning that through, odds are it's not going to get done no matter how much your champion wants it. So winning the complex sale solves that problem for you. Why waste all your time on these false positives or these no decisions? Because they don't pay very well.

They pay 0.0.

What you want to do is pay a lot. So sign up today. Invest in yourself. You're the asset in sales. Quit waiting for somebody else to approve it or train you. See if you can get it expensed. That should be your first sales obstacle. Your first sales challenge is how do you get your company to pay for it? Just go down, tell your manager you want to do this. I put a little example email in the show notes right below here. Just swipe up and take a look at that. And if they won't, you got to ask yourself, why won't you? Why won't you? Oh, it takes time. Well, you work all day. You're working wrong all day. Why not improve that? There's the time right there. Oh, the money, Brian. It's money. Well, you make more money if you become better in sales. And Start the Conversation pays for itself the first week because you're going to get at least 2 meetings just learning from the very basics of it. Closing the Complex Sale will pay for itself 100 times over. Students in it tell me it's the best money they ever spent because they now have control over their deals. And it doesn't end. Some give up. Some give up after they win their first deal and they think they've got enough. No, come back, come back, keep going. You can get even bigger deals, more deals, faster deals. That's what it's all about. Sign up today. Put the excuses away.

Yeah.

Excuses feel good, but they're expensive. Excuse— you know what the excuses are costing you? Tens, 50, maybe a couple hundred thousand dollars a year in lost income.

Really?

Yeah. The difference between where you are today— let's say you're making $150,000, decent, decent income, but you know there's other people in your industry making $300,000, $400,000 or $500,000. Well, how are you going to do that? You all think it's just about getting a better job, a better territory, a better manager. They can help. Go do that.

Then what happens?

It's still you there with those leads trying to close those deals. And do you have the game? Few people do. Everyone thinks they do. Why not prove it? The market tells you what you're worth.

Accept it.

Now become better. And the way to become better is to improve every day. Really make a daily routine of learning and developing because it's not at the knowledge level. You have to become unconsciously competent. At these skills, which takes time, repetition, and emotion. And I show you how to do it, how I did it, how I've taught hundreds of people to do it. But you have to want to because I can't force you. A lot of people wish I could. So do I, but I can't.

So sign up today.

We'll see you next time.