Playing the 'Long Game' with Larry Long!

Every company has breakdowns in their revenue process. Sure thing. Deals slip into next quarter, competitors creep in and swipe deals away at the last minute and deals getting single threaded that don't get to power. These are just a few examples of revenue leak, but there are a ton more and they're preventing your team from reaching their sales targets. That's why I'm such a big fan of Clary's Revenue platform is the only tool that actually helps leaders take control of their revenue and thrive through any market conditions. Especially when things get tough. You can't afford to miss a single detail, but you also can't be leading by gut. Clary combines the science and the art of sales and sales leadership. So go to clary.com if you want to answer the most important question in your business. Are you going to meet, beat or Miss on revenue? Welcome to the live Better Sell Better podcast with your host Kevin Dorsey of Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders where we dive in deep for tactical advice on how to book more meetings, close more deals faster, and lead sales teams to success. But we don't stop there. We also focus on the person in salesperson. We talk about mindset goals, time management and so much more. So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExCexcellence now with that, grab a notepad, get ready and let's dive into the good stuff. What up everybody? Welcome to another episode of the live Better Sell Better podcast. This is your host Kevin Dorsey, AKA kd. And today we're playing the long game. Today we're going long because today I have Larry Long Jr. On the show to talk about the long game. Yeah, it's a play on words, but that's what I get to do because I'm the host, you know, because here's the deal. Most people are way too short sighted. They don't look at the bigger picture. They don't play the long game, they don't envision a better future and then go after it and create it. We make easy short term decisions, not thinking about the harder long term impacts that that will create. And that's why I'm so excited to have Larry on the show today. Because Larry is not only a recognized LinkedIn sales star, a recognized revenue growth leader working with hundreds and hundreds and hundreds of reps, but he's also incredibly passionate about the person in salesperson and passionate about this career that we call sales, and passionate about the people we call salespeople. So today we're going to be diving in on how to play the long game, how to create a successful career, how to get more out of the life that we have right now. Larry Long, welcome to the show.

Come on, man. How much do I owe you for that intro? Good.

I'll send the invoice afterwards, baby. I will send the invoice over. So that's what I do. And it's fun, man. Cause it's all true. It's all true. There's no fluff in there. And so. And speaking of no fluff, that's one of the reasons why people love it. The shows, we don't do the backstories, we don't do the. Tell me how you got into. Get right into the good stuff. And so I'm going to start with kind of a heavy question here, which is maybe the opposite of where most people start, is why do most people not achieve the career success that they want? We'll get into how to do it, but from your point of view, why do most people not get the career success that they all want?

Hey, kd, Number one is tough. It is tough. And even though people are tougher, a lot of times they don't believe in themselves. There's really three things that I think of in terms of why people do not have success in life. Number one is a lack of direction. What are your goals? What is your why? Let me see that foundation. Do you have a good, solid foundation that's rooted in something that's meaningful to the heart? And we'll talk about that. Number two and three is really a combination. It's process and execution. Walk me through your process. Is it repeatable? Is it flexible? Is it built on a good foundation? And are you iterating and testing it so that you can, like Nike said, just do it.

So, all right. This is all right. Perfect. I knew this was going to be a fun one today. Right? So literally, my LinkedIn post today was about how most people put more time and energy into their high school sport than they do their career. And there was a comment that got made on it. Well, you know, but, you know, people don't love sales the way that they loved basketball or they're not as passionate about their careers as they were their. Their band. And so, you know, you talked about a why, like, how can you develop that passion? Because I sit on maybe a different side of the fence, like, where it's like, I don't think you can be, like, not everyone Gets the opportunity to be like, do what they love and get the lifestyle. Like, so, like, how can you generate that passion? How can you generate that why to push you through the tough times?

Yeah.

Well, you.

You got to have a why. And it might not be. I mean, I've sold to accountants. I wasn't passionate about accountants. I can barely count, kd. I got to use my fingers to count. But I was passionate about what we helped accountants do in terms of helping small business owners not go out of business. Like me, I used to own a baseball academy. And the key word there is used to. We went out of business because we didn't understand our numbers. So I said, hey, accountants, I don't really roll with you. Like, you're on a whole different level. We're on different wavelengths. But I am passionate about helping the people that you help. So let's go to work. I sold the doctors. I got white coat syndrome. I'm afraid of doctors. Come on now, don't have me passing out up in here. But essentially, I was passionate about helping them to improve. And sometimes you got to manufacture it. Some people say, ah, think it till you make it. That's the worst advice. We'll agree to disagree there. Sometimes you gotta manufacture it. I mean, hey, you gotta find what works for you to allow you to be successful. So that's my belief. You gotta. Ideally, you find something you're passionate about, but if not, sometimes you gotta do what you gotta do to get to where you can be in a place where you're passionate.

There's one of the sharks from Shark Tank, I think is one of the women. Has an interesting quote around. This is like, I found my passion from decades of hard work. Like, it wasn't like, I got into what I was doing because I was passionate. I became passionate because I threw myself into it and I gave my all to it. And now that passion is there. It was one of my responses to the individual on LinkedIn where I was saying, like, did I get into sales because I was passionate about it? No. But am I incredibly passionate about it now because I've given it my all. Yes. And I think that's something that people need to think more about again in the theme of this long game. And so let's talk about this. Why then either one, how do you find it? Or two, how do you develop it?

It's a journey and it's an adventure, and if you're me, it's a misadventure. And KD, I've been on this journey since 2000. But now I'm stepping into my courage to do something I'm passionate about. I get paid to talk right now. Come on now. I used to, I used to get in trouble in school for talking too much and talking too loud and acting a dag on fool. Now people pay me. I'm getting checks with a couple zeros. Come on, Cletus. That's the American dream. Who would have thunk it? Yeah. My English isn't all too well, but essentially I've had to go through this adventure, this journey and each one of those experiences, whether it was it consulting at Accenture, whether it was making $150@ Sageworks and whether it was leaving Sage Works and coming back to Sage Works because I'm a glutton for punishment. Come on now. It was all a part of the process. It was all a part of the plan for me to learn, for me to live, learn, love. And it's tough to love when you're, when you're getting banged on 148 times out of 148 calls. It's tough to go to bat when you, when you're getting beat up like that. But essentially it all prepared me for where I'm at now. So for your listeners, you've got to find and you've got to grind and you've got to keep the end game. You said at The Larry Long Jr. Game, the Long game in mind as you're going through the hard rowing. And if you're not going to do the hard rowing, I hate to say it, Sweet Georgia Brown said it best. Ain't nobody got time for that. Go, go, switch. Go do something else. Be a greeter at Walmart. Nothing wrong with it. But don't be up in here in sales.

Yeah, no, I mean, I talk about this with my team all the time. It's like, yo, when y' all go find this easy multiple six figure job, please tell me, please tell me to find me the job that will pay you multiple six figures per year. That's easy. Please do go find it for me because then I'll sign up for it. But if you want to make that type of money or live that type of lifestyle, it does require more. So let's talk about then how to push through, right? Because like the long game, and I think this is something that people just don't think about is like, it is long, right? We're talking about years, right? If you look at, you've worked with a lot of new sales rep the first 90 days a lot of them do great, right? But it's that day 120 of that rejection, day 365 of that rejection, day 900 of that rejection. All sudden they start to lose that momentum. How do you maintain through that rejection? How do you maintain through the lows? That. And it's not just sales. There's lows in every job. But like, in sales, it's a daily. Like you're walking into it. How did you power through that? 148 nos out of that. 150 to be able to stay in the game? Because I truly believe we lose a lot of great potential salespeople because they just don't stay in the game long enough to get to that level of mastery. So how do you push through? How do you maintain it?

K.D. i played baseball. We're more like baseball played me. And I had a lot of strikeouts. And essentially, you got to be comfortable with getting uncomfortable and. And know that strikeouts, they're a part of life. They're a part of business. That's actually a chapter in my book. Strikeouts are a part of life. I'm giving you a little preview, but essentially, you got to be able to keep that happy medium. And once again, it's rooted in your foundation, the foundation of your heart. Believing in your heart, which connects to your mind, your mind connects to your mouth, and your mouth connects to your actions. So essentially, I'm fine, I'm okay, that if I work hard, I know I'm not going to be successful 100% of the time. But essentially, if I can work hard, I think Joel Embiid said it. And Philadelphia 76ers trust the process and essentially give it my all. I used to do P90X. I did P60X. I didn't make it 90 days. But Tony Horton says, try your best and forget the rest. And if you've got that burning desire inside of you, if you're a competitor, you're going to stick with it. And we all go through ups and downs, highs and lows, twists and turns. The best sales professionals. The best professionals are those that when it gets tough, when you're going through a slump, they keep that happy medium. They say, hey, this is only a season. Hopefully I can close this chapter sooner rather than later. And then when the going gets good, they realize this is when I really got to stay on my grind, when I really have to focus and execute. And it comes down to believing in yourself, but also surrounding yourself with a crew who's in your crew. I mean, my Crew is tight. And it starts with my wife. She holds me accountable. She's like, hey boo, I love you but take a look in the mirror. You're telling everyone to go after their dream, but you're faking the funk. I said, oh, she's a ride or die.

All right, we're going to come back to that one for sure. And so we think about this, right? You mentioned the word slump, right? Like and fun. I had a good conversation with Brandon Roberts on the show. This was a couple months ago around like this, this baseball mentality. And we'll go through it more. But like how do you break out of a slump, right? Because it, and I want to try to get into maybe some, some tactics like what do you actually do? Because it's, you know, people like, ah, just push through. Ah, just go through. Yeah. But when you're oh for 17, when you've gone eight games without a hit, when you've made 400 calls without a yes, right. The just keep going. Doesn't do much. Right. So how do you kind of break out of that slump to start making progress again?

Yeah, for me it's very personal. I get in the word and that word is the Bible. I'm rooted in my religious faith and I know that God is blessing me through it all. So that's number one for me. Number two, my beautiful seven year old daughter. I love my 11 year old son, but my seven year old daughter, she don't give a damn. Pardon my friends, she don't give a damn about how many people said no to daddy. She loves Daddy. That's the best slump buster there is. And then I got a brag book. I mean it's kind of tough to kind of toot your own horn, float your own boat. But when the going gets tough, it's time to go back to the superstar accolades. I'll go back to high school. I got a trophy of the crown, all star game in Camden Yards. That'll make you feel good. And now you start to get that positive momentum. You get that joint rolling. It allows you to push through. It allows you to, like Kevin Hart said, say it with your chest real quick. I started off my baseball career one for 24. It doesn't take a math major to know that's terrible. That'll get you playing the position of left out. My dad said, how you feeling, little Larry? I said, terrible, dad. I don't belong in the ACC. I don't belong in Division 1 baseball. He went through that phone, he said, boy, I didn't raise you to be meek, to be weak. You can't have my name. With a stank old attitude, he threw in a couple four letter words I won't repeat. But essentially I heard him loud and clear. He said, get back in the lab, start hitting. But number one, get your mind right. Because if your mind ain't right, it's like what Henry Ford said, whether you think you can or whether you think you can't, you're right. So true.

Yeah. No, And I think that Bragg book is huge. We've talked about this too. At a psychological level. It's called anchoring. It's reminding yourself that you are the type of person to succeed. It's like I actually just watched my SCR team through this a few weeks ago. I was like, tell me one thing you've done harder than pick up a phone. Like, what's one thing in your life that you've done that has been more challenging than picking up a phone? Right. Of someone looking at you and being mean. Right. And I actually do like to use the word mean with my team because when you say the word mean, it actually it's almost childish. Right? You're like, wait, so someone was mean to you? Oh, no. Right. And it's like it diminishes what it is because like, that it's there. But I do think that reminding yourself, hey, like, I have achieved things harder probably than what I'm trying to achieve right now. So that becomes a habit. That. Right. And so it sounds like you've had really good influences in your life. Your wife seems to be a positive influence, mindset wise. Sounds like your father was a positive influence. Like how did you develop this mindset? Right. And how can people listening develop more of the mindset that you have or that top performers have?

I'm going to take it back to when I was age 6, 7 at night, our routine. So we moved around a lot. My parents worked for Department of Veterans Affairs. I'm in Alabama, Illinois, Nebraska, Pennsylvania. As a youngster, that's tough. My favorite song was Make New friends but keep the old. One is silver while the other is gold. My self esteem was challenged. And my mom, we would say our prayer at night and then she said, little Larry, stand up and say out loud 10 times, I am somebody. And as elementary as that sounds for anyone listening, I encourage you, even if you're on top of the world, to say at night, in the morning, to say it out loud, verbalize it. I am somebody. I had a rep, Callie Malan, she used to Walk to the office. When I was working at Pindo, and she used to do power poses anytime that she was stopped. I don't know if people can see me, but essentially a power pose. And now when Tony Robbins talks about the physiology. That's too big of a word. I can't even spell it. But essentially you're now getting your mind, your body right, and you're feeling that momentum. And it's kind of like McFadden and Whitehead said, ain't no stopping you now. You're on top of the world. It doesn't matter what's going on when you, when you put yourself in a power position. Come on now.

Did you see? So I'm not much of a UFC watcher because it gets me too amped up, so I can't, like, watch too much the ufc. I'm gone from my fighting days. But the, the recent women's fight with Thug Rose, and she, like, gives me goosebumps even talking about this, right? So she was the underdog to the champ, whatever else. But while they're doing the intros, while they're standing in the cage, right, they're zoomed in on her face and she's standing there rocking back and forth. Look, I'm the best.

I'm the best. I'm the best.

Like, she's just saying that to herself over and over and over again before this fight went out. And sure enough, she ended up winning. Now, did she win because of that? No, she went because of all the prep work that went into it. But it was just so fun to watch that. Or just like in that moment, her talking to herself out loud, everyone can see it, everyone can hear it, but, like, reminding herself of that. And I think as salespeople, we don't do nearly enough of this affirmation work of like, I am the best. I do push through, I recover fast. I'm here to help. I'm a professional. I'm a professional. Which is where I want to take this next, because I have, I have a gripe with, you know, my fellow sales people and sales leaders, where I don't feel many of us actually take our profession seriously. Right. If you look at a lot of other high paying professions, the amount of certifications they had to go through, the amount of school they had to go through, the bar that they are held to is very high. And then we've got the sales industry, where a bunch of ragtag misfits like you and I somehow can get into it and somehow can succeed. But, like, people don't take their profession seriously. How can people take their profession seriously? Like, what are the things that we like? All. If you were to call yourself a professional salesperson, what do professional salespeople do differently?

They're always looking to learn and grow professionally and personally. And I know you're big on this, on the person, essentially. Are you elevating your game and what are you doing? The question is how. What books are you reading? For me, when I was managing a team, we looked at it, I wanted a five tool player. And it wasn't essentially, it wasn't how you hit, hit for average, hit for power, how you ran defense. It was, hey, what's your knowledge like on the company? The who, what, when, where, why and how. The mission and vision and how you and how our team fits in to the greater company, the industry and industries that we serve. Talk to me there. Scale of 1 to 10, where you at? And then I'm going to give you where I think you are and then we're going to go to work over this next quarter to step our game up to elevate at least one level product. Do you know the product or products inside and out? If not, oh, what you talking about, Willis? We got some challenges and our products always evolving. Is your knowledge evolving? Number four, tools and resources, internal and external. It's all about who you know, who knows you, but also your sales stack. That's your tool belt. If you got bullets and you don't know how to use them, oh, we're in trouble. You're bringing a knife to a gunfight. Then number five is sales skills. And as a sales professional, are you stepping your game up? What's your time management look like? Your pipeline management look like your prospecting, your discovery, your negotiation? Objection. Handling the list goes on and on. Closing, talk to me. And you made a point earlier. I got something that they can do. If you're making calls, if you're talking with people, in the great words of Bob Marley, get up, stand up and have a mirror. And these are things that we all know, kd. But knowing ain't doing so many times. I know I'm not supposed to eat fried foods, but guess what? I know it was Cinco de Mayo yesterday. I had some fried chicken. My doctor's like, dude, I told you you're going to die if you keep eating fried foods. But it's that discipline and it's that execution of doing what we know that we're supposed to do that's the challenge.

No 100%. And I think it's funny because that's. All right, I'm gonna. Yeah, I'm taking here because we'll jump back to what I'm just saying, because ones I wanted to talk about today was execution. Because there's a lot of hype out there. There's a lot of motivational books, there's a lot of motivational speakers, a lot of motivational videos. And people will, like, see a motivational quote like, yeah, be a tiger. Yeah, do lion shit. Because that's what lions do. And then they go sit down and they scroll Instagram for two hours and TikTok for an hour and a half. And then YouTube and they're like, well, I'm gonna be a lion tomorrow, right? And the. It's actually funny enough. One of the things that makes us great, but also, you know, is one of our flaws is we have the choice to execute a line. Doesn't wake up and go, am I gonna hunt today? Do I feel like hunting today? Do I feel like doing lion shit today? Nah, I don't feel like it. They don't even have that choice. We do, which is what makes it harder. We have to choose to do it. So how can people take that step from hype to execution, from idea to follow through, right? To actually do what they know to do, right? No one can be perfect, right? Like, hey, you want to have some fried food from time to time? That's fine. Perfection is not to search for, but the execution day in and day out, at least at 80%. Like, what's your advice there? Your tactics, your feedback? And like, how do you actually do it right? Because people are gonna leave this and like, man, like, Larry got me hyped. But then what?

You gotta document it. And that's a step. That's the first step is write it down. Number two, verbalize it to someone or someone's. Those are your accountability partners. Mr. Morgan Ingram. He told me, hey, Larry, you're doing this short form content. I see you out there on LinkedIn, but I don't see you got to do video. And I was like, oh, I'm scared. He said, don't be scared. He said, like, my mentor told me, if you don't do it, you're being selfish. I said, you ain't gonna call me selfish. That was on a Friday. That next Wednesday, I launched my first midweek midday motivational minute on video. I tell people all the time, I share the same thing. No one, I would say 3%, if even actually do it. And these are all things that we know so document it, get accountability partners. And then it comes down to that person in the mirror. As the great master P said, are you bout about it? If you ain't bout it bout it, then stop talking about it. Don't talk about it, be about it. Talk is cheap. So. So essentially there's so many quote unquote sales professionals. They're not professionals. I mean, I look at Russell, Russell Westbrook, I love Russell Westbrook's game. He's just vicious. He averaged a triple double three seasons in a row. Each of those off seasons he's still working on his game. My question is, what are you doing to work on your game and especially for the leaders. It starts with you as a leader. Show me what you're working with. As the great mystical would say, I got some quotes for you. But essentially what are you doing? Who's teaching the teacher, who's coaching the coach? And I want to see what books are you reading. I know kd, you're big into giving out books, but essentially from those books, what are you doing? What are you taking away? What are you actually applying? And you can't do it all. So essentially take the top five and say these next two things I'm going to implement over the next 60 days and I'm going to document it and I'm going to track what results am I seeing positive or negative. And then I'm going to share it with my team. Because now when you start to share it, oh, it just becomes ingrained in you.

Now one of my rules on books, right? I am an avid reader, right. But I don't move on to the next one until I've implemented or shared, right? Because I do enjoy reading. It's actually almost like a way to like continue. Like I want to get to the next book, but if I haven't implemented one thing from the previous book or I haven't shared one thing from the previous book for someone else to implement, I don't go to the next. Right. And that's where you know people, I think when with reading, you know, it's funny, it's actually been very interesting to watch as LinkedIn continues to evolve and how the social media, you know, kind of twist things. Like there's almost starting to get pushed back on like, you know, reading, it's like, well, it does. If you don't do, like, doesn't matter. I'd rather I take a doer over a reader any day or right. Like eventually you have to do it. I'm like, no, like show me the person that reads 20 books a year for five years straight, even if they're not proactively implementing things, it's in there. It's in there. It's in their head, it's in their minds. It is affecting their behavior over time. There's no way you could convince me otherwise because you're feeding your brain better fuel. Right. And so what are, what are some of those inputs for you? Like, how do you continue to develop yourself? Right. At the level that you're at? Right.

Yeah.

I love it.

I love it. I'm learning every day. I'm watching YouTube videos because I'm entering into a new profession as a professional keynote speaker. That's a whole different ball game. I'm investing in myself. I joined nsa. I'm involved in NSA Carolinas. I'm going to the convention in Vegas in July and I'm talking to people who are sharing. Hey, Larry, you're going to get a lot of information out there. Only write down the things that are actions. And then on your flight home, only take. This came from Alice Hyman. Thank you, Alice. She said, only take the three things that you're going to be able to implement and do over the next 90 days. Everything else, go ahead and put it below the line. So it's kind of like a buffet. When buffets were open, they do a whole lot of stuff, but nothing really good. If I want some fried chicken, I'm going to a chicken, a chicken spot. If I want some fish, I'm going to a seafood place. I'm not going to Golden Corral. So essentially, Larry Long Jr. I don't want to do a whole lot of things mediocre. TI Said it. I don't want no mediocre. I want to do two or three things very, very well and dig in. So I'm on YouTube, I'm on LinkedIn, I'm on IG, I'm on Clubhouse. I'm constantly consuming and I'm a big time believer. I mean, I got. I got notebooks out the wazoo. I mean, I got note cards everywhere. I got stuff. Got stuff on my whiteboard over here. I've got to get better. I'm working on improving my focus. How do I focus on these two things to dig down deep in instead of spreading myself just really wide, really an inch deep instead of getting deep. That's my biggest opportunity area and biggest challenge.

I think that it's really, really important. You bring up a good point, too. That's how I take notes in books, too. I don't highlight, I take the note on the idea. What idea did this give me? How would I use this while in that moment, ooh, I like that. How would I use that? And you start to write down how you'd implement, which I think is really, really important. And so as we kind of come closer to the end here, man, right, let's talk about energy. Because you are one of the most high energy people I think I know in my entire life. And I think it was the energy bust by Dan Gordon. He said, like, you know, people's success tends to be mirrored by their energy. Show me a low energy, successful person, right? Not energy in terms of like rah rah and like high pipe, but just like a high, like high energy. Because the more energy you have, the more disciplined you can be. The more energy you have, the better your ideas are. The more energy you have, the better you can execute. So, like, how do you maintain the energy, right? Because like, you've been in this game, you've been in this game, it beats people up. It can suck it out of you sometimes, right? How do you maintain the energy that you have to be able to be who you are and accomplish what you're doing?

From my perspective, it really is about perspective. Your perspective. We all come from all different walks of life. We all have different backgrounds, different experiences. You've got to figure out what gets you jazzed up. For me, it's my family. It's honoring my father who passed away five and a half years ago. It's honoring my mother, my family, my wife, my kids. It's really making an impact for the positive on other people. That's my why, that's my core value, my mission, my vision, my purpose, which is mvp. I'm trying to be an mvp, but I'm really, I'm tight on that. And every day that I wake up, I truly believe this. Kd Carpe diem. It's a blessing. I woke up this morning. That's a blessing. We're all running to that finish line of death. We're all going to die. We just don't know when. I don't know if my time is going to come five minutes after we get done here, but I do know that I'm going to control the controllables and I'm going to make the most out of my time here. And I'm going to do it with a smile. I'm going to do it with enjoying it. Because essentially if I'm not enjoying it, what's the purpose? What are you doing? I think the millennials call it yolo. You only live once. Well, guess what, we're on a yo yo. We're going up and down on a Tuesday. So essentially my perspective is I'm going to make the most out of each and every opportunity.

The word that I've been focusing on a lot, really almost for the past year now has been intention. Right? What's my intention right now? Right. Like five minutes of intention is better than an hour of attention, right? Like, am I going into this with the intention of having fun, the intention of bringing joy with the intention of success, or am I just paying attention to something? Right. And I think it's something where more people gave better intention. They'd get the results that they are looking for. So, my man, we've already been riffing for over 30 minutes at this point. This went like real fast. Let's wrap up on this here real quick, right? We've talked about a lot, but when you think about this long game concept, what would the three pieces you'd want people to remember from this conversation, right? Like if they. Because people remember the beginning, they remember the end, right? So what would be that? Party and like, okay, these three things, y', all, if you're really trying to play this long game the right way, here's what you need to be doing.

Yeah. Number one, serve someone or someone's each and every day. If you serve someone each and every day. Woo. Like you said in five years, and here goes how you do it. It's the hashtag three minute challenge. Every day, every weekday, take three minutes to surprise and delight someone. So kd, I know that you're a big Wisconsin honey badger. I know you're a Badgers fan. I can go find a funny gift for the badger doing a dance. I can send it to you and say, what up, dog? I'm thinking about you. I'm not asking you for anything. I'm just letting you know you're on my mind. Number two, take care of yourself. So really, before you take care of other people, make sure that you're getting your air, your oxygen so that you can then serve multiple people. Self care is so important and oftentimes it's neglected. And then number three, you got to have fun. Enjoy what you're doing, enjoy the process, enjoy the people you're doing it with. And it's not all sunshine and rainbows. I know that, as my seven year old daughter would say, it's not all unicorns, but essentially you can choose your perspective. One of my former reps Jamie Bag. He said, hey, in every situation, whether it was good or bad, I'm looking for the good, the great and the wonderful. Even in bad situations, there's something good, something great and something wonderful. Now you got to put your thinking cap on to find it. But everything happens for a reason. So those are my top three.

I love it. Right? And that's where it's one of my favorite takeaways from the book. The happiness advantage is if you can establish a strong gratitude practice. It quite literally rewires your brain to see the good in the world instead of the bad, right? And if you can always ask yourself that question, what was good, what was great? What was wonderful? In any situation, it teaches your brain to look for it. You start to find those things, it can change your entire get up. It changes your energy, it changes your focus, it changes your why, it changes your mindset. I think that's huge, man. That's huge. And so it's a perfect transition to the final question here. The name of the podcast is Live Better, Sell better. I have this weird thought, this weird idea that if we did take better care of ourselves, if we did have more joy in our lives, more fulfillment, more energy, that the sales would follow too. What would your live better advice be for everybody listening?

Find something or some things that you're passionate about outside of those four walls of work or those four virtual walls. For me, I'm Tiger woods cousin. They call me Larry. Hit it in the woods. I love the golf. That's my sanctuary where I'm fitting to get loose. I'm going, going camping in the woods. I got my scuba gear. I'm in the water. But I just have an absolute blast that gets my mind right. Spending time with my family, there's nothing better than that familial relationship that just gives me joy, reading a good book. I mean, once again, it's. That's just me. You gotta find you. I got a guitar back there. That's my wife. She said, don't you dare touch my guitar for her. She likes to strum that guitar and that. Do you, boo boo, find what you're passionate about. That gives you energy because if you are a better person, just personally, you're going to be a better profession. Professional, professionally. As a tongue twister.

There it is. We got there, my man. We got there, Larry. My man. 1. This is way too long coming. Way too long come. And there's another plan where I wasn't even trying to do at the moment where, where can people get more of you. Where can they find you? Where can they follow you? Where can they get more of what you're putting out there? Because I think that message needs to be spread, man.

I appreciate it. I'm out here. Best way to connect with me is on LinkedIn. I got to smile for a mile. Larry Long, Jr. My website is coming soon. LarryLong junior.com. and even I'm giving you a little preview here, okay?

Yeah, I heard you mentioned a chapter from the book.

What is this? Talk about this real quick. Imagine that. It's called Jolt. Imagine that. Shocking. Shocking, really. I'm doing that based off of my midweek midday motivational minute. I want to help people discover and oftentimes rediscover with intentionality, that inner greatness that we all have. We all have it, but sometimes it gets lost. I'm here to give you that jolt so that you can find it and get back on track to your greatest destiny. Let's do it.

My man. Well, I can say this much. You definitely gave me a jolt for this day. And I'll be coming back to this one to listen for sure when I need that extra jolt. My man, Larry Long, Jr. Thank you so much for your time, your energy, your insights, and the jolt we all needed. My man. We will be in touch again.

Thank you, kd. Peace. Hell, yeah.