Gerhard Schwatner, CEO of Selling Power Magazine, explains how to overcome sales fear through a three-level mindset pyramid and daily mental habits. He cold-emailed Donald Trump with an underwater camera to land an interview, and warns that AI sales tools produce generic content without human oversight and proper prompting.
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All right, greetings everyone and welcome to Fearless. I've got an absolutely amazing guest today and, uh, Gerhard Schwatner is the founder and CEO of Selling Power Magazine. We will show you how to access that throughout the show and at the end of the show. But Gerhard's story is incredible, and we're going to be asking him about a major influence on his life. It happened to be his grandmother in Austria, and just how he learned so much of what he's learned, and then how that motivated him to work through fear.
Yeah.
and doubt to dream big and to really pursue those dreams, which sadly a lot of people don't. So the Fearless Podcast exists to help people essentially get out of their own way and let go of that doubt and that fear and that the idea that they're going to fail. So fear comes from a projection that something's going to go wrong. It's all in the mind. So Gearhart's going to talk a lot about mindset as part of 3 critical factors for success: mindset, skill set, and tool set. But it starts with mindset. He's got this image that I just think is fascinating. It's a pyramid basically with 3 levels. I won't say any more than that and let Gerhard comment on that a little bit. Fearless exists. It's a production of myfuel.io. If you're not familiar with Fuel, myfuel.io, urge you to go there because it's a group of fascinating instructors, Hall of Fame speakers, New York Times bestselling authors. I'm honored to be a member of that faculty, and we now have AI twins, if you will, avatars, and we invite you to interact with our twins, our avatars. You can go to John AI, which is downloaded with 38 years of my body of work, hundreds of articles, hundreds of videos, hundreds of podcast interviews, things like that, and in 20 of my books. It has perfect recall, so you can actually interact with me and pick up examples and case studies from 20 or 30 years ago that I actually don't even remember very well. I invite you to check out my Fuel and certainly check out Selling Power magazine. Gerhard might also talk a little bit about his Sales 3.0 events, which are amazing, and, uh, just the direction he's going. He's interviewed some of the most fascinating people on the planet. He might maybe share a few of those examples with us. And in fact, I know one of them is the legendary Zig Ziglar, who I actually shared the stage with over 30 years ago, and he's had an influence on my life ever since, actually. Um, but, uh, so some of the phenomenal people that Gerhard has interviewed and the things he's learned and the things that he is doing to share that with, with the world. So I am super excited to have Gerhard on this episode. So with that, Gerhard, tell us a little bit about this influence your grandmother had on you and just, just kind of how'd you get to where you are right now?
Thank you for the short introduction. When I think about Fearless, I think it's such a useful podcast, uh, what you're doing for people, because when people are gripped by fear, captured, captivated by fear, they do not really know that, uh, what Zig Ziglar said, uh, fear is an acronym: false evidence appearing real. And what makes fear real is the mindset.
Yeah.
And as you said earlier, there are 3 levels to the mindset. And you asked me about my growing up years. Those are the years where you get the, what I call the implanted mindset. So your parents, your siblings, your family, your— in my case, my grandmother implanted really wonderful seeds that are still growing in my mind. But other people implanted weeds, and they— it's our choice to let them grow. So you imagine your mindset like a garden that has flowers and weeds, and it's up to us to water the flowers and stop watering the weeds. So the question is, how do we do that? Because fear when we look at an external event and we experience fear. If we have a mindset, a belief system that says, I can handle this, I can master that challenge, I can rise to the occasion, then you will not experience fear. You transform fear into confidence in an instant. And a lot of people like, you know, that I've interviewed, like Tony Robbins or Dr. David Burns or Dr. Marty Seligman, uh, Dr. Albert Ellis. There's so many psychologists that have studied that that say it is not the event that creates the fear, it's our thoughts about the event that creates the fear. And by changing the narrative, by changing the thoughts, by challenging the, the thoughts Is this— what evidence do I have that what I'm saying is real? And you can talk your way out of anything. You talk your way out of going to the gym, and you're very successful at it at times. But, uh, at the same token, you can talk yourself out of fear as well. So the way to look at it is your mind should be like, in your imagination, like a guest house that you own, an Airbnb, where guests come in and then they leave. And thoughts are like guests. So if you treat guests like— I mean, your thoughts, even the craziest thoughts, as guests that come into your guest house. You don't close the door on them. You allow them to express themselves. Go and sit on the couch. What is your message? What are you telling me? What can I learn from you? And have that internal dialogue. I'm getting an echo.
You're getting an echo?
Yeah. I think it's Scott that's creating the echo.
Yeah, Scott, can you— yeah, if you could correct that, uh, um, real time while we're talking, that'd be great. So, uh, but I think, you know, yeah, that happens with Restream.
But back to that dialogue that you have with yourself about the external reality, what is happening, uh, you hear out that thought You don't fight it, you accept it. And eventually every thought is gonna leave. There's no fixed mindset, if you will. Um, it's all fluid. And, uh, going back to, uh, the, the pyramid, the mindset pyramid, the implanted mindset is what we learn from our parents, from, uh, during our upbringing. The second level is the imprinted mindset, meaning what we learn from our teachers, from our mentors that prepare us for life, that give us the knowledge and the skills that we need to succeed in life. And then there's a third level that everybody has. It's the inspired mindset. What are your dreams? What are your aspirations? What do you want to be when you grow up? What do you want to do next year? What do you want to do over the next 5 years? 5 years. And the question is really, what do you want for yourself? What do you want to get out of life? And when John tells his story, he was educated with the imprinted— or, you know, the— I would say it's the implanted mindset that, uh, going to church, uh, gave you for some reason the thought that you may not be worthy of, of anything, that you have to be humble and, and not stand up for yourself. And you eventually change that internal dialogue and challenge those thoughts, and you taught yourself how to think differently so that now you feel you're worthy because you're making a contribution, and you grow through those contributions, and you grow by educating other people.
Absolutely. And you know what, the way I think about it, Gerhard, is that if you're going to give worth to the world, you have to feel worth in yourself. You have to feel value, right? And you use that same logic in terms of likability. You know, you speak with salespeople all over the world, sales leaders actually, and it's like, do you like yourself? Do you like your company? Because if you don't like yourself or your company, you're going to have a hard time getting a customer to like you.
Right.
It's the same thing with worth. I think you've got to value your worthiness and the potential that we all have. We have immense potential that we just don't tap. You've also quoted the National Institutes of Health in the past with, we have roughly 60,000 thoughts per day. But what's interesting is 80% of those are negative. 80% of our thoughts each day are negative. So that gets right to me. That gets to that implanted mindset.
Right.
We somehow, we get these seeds of negativity. And by the way, we're surrounded by negativity all the time, right? You put on the news and you're going to see how bad things are. You listen to certain people commiserating and the, you know, the sky is falling. So I think in terms of mindset, one of the most important things anybody can do is examine Your mind. Be mindful, go inside and just start looking at what programming am I running on. And it's tricky.
I think the first step to change is awareness that those thoughts are happening whether you want it or not. This is how we were wired to, you know, it's the fight in the brain. We have the prefrontal cortex, which is the part of the brain that allows you to make decisions. And then there's the amygdala, that there's the instinctive reaction to danger. And we need to recognize that there is a function that's very worthwhile for our brain. So we shouldn't shut it down or we shouldn't anesthetize it. We should examine it. And I've talked to so many people, like Tony Robbins is another one, you know, that we wrote the book Awaken the Giant Within. Which is analogous to your own story, Tom, where you have developed that inner giant and became that person that you wanted to be.
Exactly.
Yeah.
In fact, I, like Zig Ziglar, I go back with Tony. 30 years ago, I was on stage with Tony Robbins and another person Who implanted me, I should say. Like you mentioned, the second level of the pyramid, and where— so we start out with, you know, our implants, and then we move into imprints, right?
Right.
And so the mentors, the people— and, and I've spoken about this so much, uh, Gerhard, and I'd love to hear your thoughts on it as well, but it's, it's absolutely critical to pay attention to who you pay attention to. Who do you surround yourselves with. And if you really want to be successful at something, examine people who are successful at it. How did they do it? And so I've been a guy that's been checking out, reading books and listening to audios back in the day and attending conferences to listen to super bright people, the Zig Ziglars, the Tony Robbins, people like that. You, I'm listening to you a lot. And to feed on it, right?
You got to water the flowers, don't water the weeds, right? I'll give you one example. I remember when I wanted to interview Donald Trump, um, my mind said, you have no chance, there's no way. Um, so I usually, when I put somebody on the COVID like, uh, Zig Ziglar or Tony Robbins or Marc Benioff, um, I send out 5 or 6 letters. Uh, we had no email at the time. And usually one would respond. Like, uh, send a letter to Malcolm Forbes, and, uh, he called me within 48 hours. And I, uh, I said, I'd love to do a cover story, I'd love to do an interview. And he says, uh, when do you want to do it? And, uh, I said, how about now? And he says, yes, I, I have a half an hour. Uh, plugged in my tape recorder, got a cover story. He print— reprinted the COVID story word for word in Forbes magazine. We got huge exposure. And, uh, going back to, to Trump, I wrote like maybe 7 or 8 letters, never got a response. And then I read an article about his assistant Norma Federer at the time, and she liked chocolate. So I called New York's Maison du Chocolat that has Belgian truffle chocolates, really sinful, beautiful. I sent her a box of chocolates, uh, with a messenger, and I made the call at maybe at 10:30 in the morning. At 1 o'clock in the afternoon, I got a call from Norma saying, God, what do you want? And I said, New York style, you know, and I said, Norma, 20 minutes with the Donald. And she says, can you come on Tuesday at 1 o'clock? I said, consider it done. So I showed up on, on Tuesday. On Monday, I had dinner with the CMO of Kodak, um, Jeffrey Hazlett, and he gave me a camera, the first underwater disposable camera that Kodak has developed. And I thought, I got to do something. I'm always regifting things. So I walked into Donald's office and said hello. And I said, I brought a present for your son Eric because he likes swimming in the pool at Mar-a-Lago. And maybe he can take some underwater pictures of his brother. And I said, it's the first disposable underwater camera. And he was grinning and he had a good time. He looked at it and he says, have a seat. What are your questions? And I went through the— my, you know, I had like 20 questions, but after 7, he wanted to cut it off. And he says, I think that's good for a cover story. And I said, it's good for a solid article in Selling Power, but if you want the COVID I have 5 more questions. And he said, go ahead. And, uh, so the one takeaway from this, um, I asked him about success, and I was very intrigued about his perception of how people become successful. And he pointed out that, uh, you need 2 qualities: you have to be a good idea person and you have to be a good implementer. And he said, of course I'm both. I'm a good idea man and I'm a good implementer. And then I couldn't hold myself back and I said, Mr. Trump, you're forgetting something. And he says, what? I said, you're also very modest. And it actually cracked him up and we had a good laugh.
Yeah, well, you know, there's 2 things that I think are so important. Now, one is the courage and the, you know, the The desire to execute, to go for it. You know, I've heard you say in the past, uh, thinking is cheap, right? And so you got to be willing to—
Yeah, yeah.
And action is expensive. And so you got— and yeah, you have to be able to go for it. The second thing I hear you, you speaking about so well is creativity. So courage is one thing, you know, you gotta, you gotta act, you gotta do something. But the other one is you gotta, you gotta think out of the box just a little bit, right? And so the idea of the chocolates and then the idea of the Kodak underwater camera, you don't plan all those kinds of things typically, right? No, you don't.
It just happened.
Yeah. Yep. You got to be willing to go with the flow. And that takes a deep level of, I think, trust in the flow, in the flow of life. You know, I think the worst thing people can do is put the brakes on and resist flow, resist change. The best thing I think you can do is just pivot when you need to, but resistance isn't going to get you very far. You got to get out and make the call. You got to put 7 letters out, and then you got to think outside that box to get attention. You're masterful at that, Gerhard.
I love your stories. I have another story where I felt I wasn't worthy at the time like you. But I was able to silence that voice. I was in Florida giving a speech at the Doral for an Indian company owner who had selected that place as President's Club for 300 salespeople. And I was the luncheon speaker. And he said, I have a surprise for the dinner speaker. And he wouldn't say, and nobody knew. And so I finished my speech. We had lunch, and after lunch, he walked over to me and he says, do you play golf? And I said, yeah. He says, would you like to join me for a round of golf at 2:30? And I said, why not? Yeah, I'd love to. And he says, I have a special guest though. A dinner speaker is coming and he's going to join us. And guess who the dinner speaker was? I don't know.
I know he likes golf.
Bill Clinton.
Oh, it was Bill Clinton. Okay. Yeah. Wow.
So I thought, I thought, I'm, you know, I don't know how to handle that. I've never played golf with, uh, with that kind of caliber person. And he was out of office at the time. So it took me a while to, you know, on the first hole, I shot like 8 or 9. And then Bill Clinton came over and he said, let me show you something. Give me your club. And I gave him my club. And he says, now, now put it away from me. And it was easy. And he says, you are gripping it too tight, you know, you are, you, you gotta relax. And I said, have you ever played golf with a former president before? And he says, we're just guys hanging out, you know. And, uh, on the next hole, I just whacked it and, uh, I found my, my groove. And he says, you've been sandbagging me. And, and then on the next hole, he says, do you want to take my driver? And it was big, oversized. And he says, I, uh, I got it from the Japanese Prime Minister. It was a gift. And, uh, I, uh, tried. So I feel the weight of the club and I pick it up a couple of times. Then he says, Yeah, don't pick up the club, it's not a woman.
That's a pretty good impression too, right there. Yeah, amazing.
It was a lot of fun. But, uh, you know, when you overcome your fears, you get exposed to a lot more opportunity, and you make your own opportunities. And this is what a lot of people need to realize, listen to your inner voice that wants to stand up and be counted and, uh, assert yourself. In all the psychologists that, that I interviewed, you know, uh, one of them is Dr. Marty Seligman, uh, at the University of Pennsylvania. You know, he, uh, talks about, um, a study he did with, uh, thousands of insurance agents, and he said that optimistic salespeople outsell pessimists by 88%, and pessimists are 3 times as likely to quit. So after I read this study, after I interviewed him, I thought, I want to become a reverse paranoid. Where I believe that the world is out to do me good.
Oh, absolutely. And I truly believe that is the case, is that when we get— that's what I refer to as flow, and it's deeply spiritual. But if you really believe that life force is positive and anything negative that we experience is our own getting in the way of that and resisting it or doubting it, you know, then— and when we live with doubt, this is why I have a course called Beyond Doubt and an award-winning book called Beyond Doubt.
Yeah.
Is because when we get beyond doubt, that doesn't mean we don't skin our knees once in a while and, you know, make, make a mistake. But every mistake we make is something that makes us smarter and wiser. And, and, and now we, now we have more worth, more value to offer the world because we've, we've expanded. I love how you talk about the importance of expansion. You know, and that, and that's your, your third level of your, your pyramid is inspired mindset, right? So you've got implanted, all right, where you're, you know, you're, you're seeded with, uh, whatever seeds you are seeded with when you're young and growing up. Then you're imprinted by these mentors and these people that, uh, and it could be negative imprints as well as positive, right?
Yep.
But then you get to inspired, and just take a minute to, to Talk a little bit about that top level of the pyramid, the inspired level.
Well, I think that we all have dreams at night and dreams during the day. And I think the dreams that we create during the day as we go for a walk, as we take a shower, as we imagine the evolution of our lives, we need to pay attention to that. And those dreams can be very fleeting. And in my opinion, like what you said, that there is sort of a cosmic universal law that ideas are all around us and we need to be still to receive them and we need to be and let them flow in and then let them— don't let them wash out. Nurture that idea like a plant. And I think that we all need fantasies to keep reality in perspective, not the other way around. Right.
It's just a continuous expansion, you know, and where you actually have the belief, the seed planted, that life just keeps getting better and better and better. And I'm growing and I'm learning more and I'm prospering and I'm generating and I'm being generous. And right there, I think a lot of people Once they hear that, they go, well, that's— I'm not worthy of that. That goes back to a seed I was planted with. Or I'm not capable.
Or— yes. Yeah.
And, and it's just— that's fear in disguise. Maybe it's not in disguise. It's just, it's just fear getting in the way and doubt. And then, and then you're just going through life with the brakes on, as I put it, you know.
And, and— Yeah, I want to go back to something more practical. Um, in order to expand our awareness of our dreams and our fears, I think it's a good idea to start in the morning with how to imagine the perfect day and maybe write down goals that, uh, you set just for yourself on how you optimize your existence by doing something nice, like a random act of kindness, and plan for that. And, uh, at the end of the day, you see how that little act of kindness, uh, carried you throughout the day and gives you a better night's sleep. Uh, or before you go to bed, write down all the things that sort of float in your mind that are unorganized, uh, So that you have clarity and put your mind to rest so you sleep better. And better sleep, uh, makes for better dreams and, uh, more productivity and, uh, more vitality.
Absolutely, because when we sleep, we are restoring, we're regenerating brain cells, you know, and we're, we're hitting the refresh button, if you will. One thing I was thinking about Dr. Joe Dispenza, you know, he's a brain expert, but he often says, what fires together wires together.
Yeah.
And he's talking about neurons, right? And so if we're thinking a certain thought, whatever happens to be positive or negative, and we think that long enough, it becomes a belief and it actually becomes then a habitual. It just becomes wired into us, if we will. So it's a— we can see that through our habits and if we have it, our tendencies. If we have a tendency to get nervous before giving a speech or making a sales call, or taking an exam or going into an interview or whatever it happens to be. That's wiring that can be changed by thinking differently long enough.
Exactly.
And so I love that, what you just said. I call them micro goals, but every single day I set micro goals so that they can be accomplished by the end of that day. I'm not talking about, you know, 2-month goals and 3-year goals. I have visions of that. I want to be going in that direction. That vision. But every day, if I can do a couple of things for my own self, my own body, my own mind— I can read, I can listen to a podcast, I can— and at the end of the day, to your point, I can be grateful that I actually got these things done, and I can rest well and refresh and reboot. And then the next day— I think that's excellent advice, Gerhard, for this.
Yeah, you got to Yeah, nurture your mind, maybe with music, maybe by allowing yourself to watch a Jerry Seinfeld show, something that's funny, that makes you laugh.
Yeah.
I remember also having a brief conversation with Dr. Viktor Frankl, who wrote the book Man's Search for Meaning, which is such an amazing book. Yeah, I read that. at the core of his philosophy, there's one sentence that struck me. That struck me. Which is, which is human existence always points beyond itself. So when you think about fear and doubt, self-doubt, it always points at you. The world is not about you. The world is about you contributing to a better world. And by doing that, Those fears vanish.
Absolutely. And I always say, if people are struggling with their purpose in life, let me try to break it down for you simply. You've been blessed with gifts. Give them away. Take your gifts, your talents, polish them. You know, that skill set. So start with mindset.
Yeah.
We got to start by what's going on in the mind. Then let's take, you know, the gifts we've been given and let's refine them into skill set. So now we, now we've— now we can give away those gifts skillfully. And then the third factor that you talk a lot about is toolset. So if you're playing golf with Bill Clinton, you got to have a decent set of clubs if you're going to play. But if you do have a decent set of clubs and you don't have the skill to play, uh, that's not going to be very helpful. The clubs are just tools, right?
Right.
And if, if you don't have the mindset that, that a winner has, you know, to, to get a develop those skills. So I love that simple model that you use, the skills, you know, the mindset, skill set, and tool set. But I'll also say this because I've heard you on an interview before where you're talking about in a sales world, 5,000 sales tools, you know, the technology, and it just keeps coming and coming and coming. And somebody says, well, I only have the budget for 15. What do I— what am I going to do? I use this example, Gerhard, maybe you've heard me say it before about A customer has a problem, and metaphorically in this case, it's a leaky faucet in the kitchen, and they just, you know, they don't know how to fix it themselves. So they call up an expert, all right, and the expert pulls up in a van with 150 tools in it. How many tools do you want the plumber to use to fix your problem? And it's generally not 150, right?
Right.
You can fix that leak with one tool or 2 tools and you can do it quickly, that's value in the eyes of the customer. Do it quickly, do it simply, don't leave a mess, and don't charge me an arm and a leg. I, I use that metaphor a lot, especially with like Lean Six Sigma black belts who think they got to use all these tools, or salespeople that have overwhelmed with tools, right? But they don't have the mindset and the skill set to use them Effectively to solve the real problems in the world. And so I love the way you, you help people understand that the toolset's important, but we got technology all over the place right now, and in some cases it's not making productivity any better and it's actually making it worse. You got any closing comments on those thoughts?
Well, the learning curve for every toolset is getting steeper and steeper. When you look at AI, you have so many AI tools, and when you study it, you realize that learning how to give the tool the right prompt is a skill that needs to be developed. Then you look at the first draft and you realize that 70% of salespeople use the first draft to send it to their clients. And what happens as a result? Nothing, because they sound generic. In order to refine a draft, you have to spend time to think about how do you refine the draft. So somebody came up with an idea. Well, you get this draft from Claude, you feed it into Gemini and say, what is good about this and why? And what can be improved and how? And can you rewrite that so it is better? So you can play one tool against the other and get something much better. And then you put it into Perplexity and say, analyze this. Is that sentence structure coherent? Can we make those sentences clearer? Can we make them shorter? Can we build analogies? Can we improve this to a level of a Hemingway? Uh, or, uh, can we make it funny? Can we put in one line that sounds like George Carlin? Uh, so you can tease all those tools and get the best out of it, but you need to be in charge. And a fool with a tool is just a fool.
That's right.
Yeah, it's interesting because I don't want— You don't want to be the fool of the tool because, uh, Claude or Perplexity or Gemini and, uh, Kini and, uh, and ChatGPT, uh, they're all designed for one reason: for the companies to make money, not to teach you how to be smarter. They want you to be dumb.
That's right. Yeah, I'll just close with this. I get, uh, I get sales pitches every day. I'm sure you get a lot of them too. What's interesting is I'm getting almost the identical sales pitch from 3 or 4 different companies. So I know it's not written by this person sending it to me. It's the exact same wording coming from 3 or 4 different companies. And they're like, obviously they're using, you know, ChatGPT or Gemini or Claude or whatever to— because—
Right.
And then instantly the credibility goes down. I'm like, this isn't this isn't real, especially when they don't get my name right. Everything else is perfect and they're calling me by a different name or something like that. It's like, wow. So, Earhart, I'm going to just say this, uh, as we close up, um, and you can give us a couple of closing thoughts if you'd like, but, um, I want to urge the audience to go to sellingpower.com, subscribe in, in the magazine, listen to The, I don't know, countless number of podcasts and interviews that Gerhard has done because they're fascinating. Feed your flowers, if you will, water your flowers, your mind, with brilliance. And you're going to get all kinds of that from the interviews that Gerhard's done. I've been watching him now for a couple of years since I've met Gerhard, and it's truly been helpful. And I also ask you to Subscribe to Fearless if you haven't already and share episodes that you find valuable. There are people all over the world, I'm sure you know many, who are struggling with anxiety right now and stress and fear and doubt. We exist to try to help with that. Next week I've got Brian Byro, another Fuel instructor. Brian's actually coming back on the show for the 3rd time. And he is amazing. Hall of Fame speaker, known as America's breakthrough speaker. He's terrific, very humble and very genuine, and he's fantastic. He's going to continue a discussion we had a few months ago. Brian Byro next week. Check out Gerhard, please, and Selling Power, and subscribe and share and help us grow our efforts to help the world. Gerhard, closing thoughts?
Yeah, we also, John, run an AI Sales Summit. Anybody who is fascinated by the challenge that AI represents and what the future holds, we have amazing speakers. We have Jennifer Stanley from McKinsey and Company. She's the number one AI expert for sales in my book. We have Eva Vashti with Deloitte, who is joining us and sharing his concept for an AI-orchestrated sales organization. We will have over 1,000 director-level sales leaders from over 50 countries worldwide and about 22 speakers. We have Stephanie Boyer from Bryant University. We have Jill Schumann, a former Marine. co-MC with me. Uh, it's gonna be a fun event, and all you need to do is go to sales30conf.com, C-O-N-F dot com, and you can attend free.
Yeah, there you go. Uh, everybody listening, um, not only sign up yourself, but sign up, uh, sign up your team, sign up others, share it. Um, Gerhard is brilliant, and I, I can't encourage you enough to, to follow him and, uh, his incredible body of work over 40 years. And, uh, we're just— I'm not 40. Yeah, we're just—
I bet you are.
We're just scratching the surface today. And hopefully, Gerhard, you'll come back on and we can talk some more on Fearless, uh, going forward. Um, so with that, thank you everybody. Uh, next week, Brian Byro, tune back in and go to myfuel.io and take a look at the, the The incredible instructors we have, the AI twins, the bots that you can interact with, the courses, um, being offered. I have 3 courses available through Fuel myself, and one of them is Beyond Doubt, so check that out for sure. And we will see you again next week. Gerhard, thank you so much.
Thank you, it was a privilege.
