7 Figure Sales Structure

All right guys, welcome to another episode of Coffee is for Closers.

This is Matt and James.

How are we today?

Good.

And today what we are going to talk about is the different types of structures, sales structures that you need to.

Have in your business to either achieve a mid hit, mid six to high six seven figure income from commissions or have a successful six to seven figure sales business, business in general.

These are different ways that you can structure your calls, the process, different metrics you can track in order to ensure.

That you are getting all the information. You're protecting your sales reps from too many headaches and you're getting as many qualified prospects through to the end as possible.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. You will make a million dollars within three years of the first episode you list. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this, you listen and review. Put that coffee down.

So first thing we'll just talk about is the standard two call close, which.

Is a super common high ticket sales tactic.

There are a couple different ways to do this. A two call close is where basically.

You'Re not trying to pitch and close on the first call.

So you have an intentional system and structure set up so that you, you.

You have the ability to, to nurture them over a little bit longer process so you can build the trust and you can essentially sift through who you think is a good fit for the business.

Not to be confused with not selling them on the first call because you couldn't and did a follow up and got them back. That's not a two call close. It's not structured to be that way, but you still can do it.

Exactly. So yeah, it's a structure to call close. Essentially the reason why you do it.

A lot of the time is one.

The first call is a bit more.

Of a spaghetti method.

So if, if you're just getting like.

A shitload of leads through and they're all booking calls and they're not the greatest quality or they're not good fits for your business or they're just not.

Don't allow people to book 45 minutes.

To an hour in your diary. That's, that's crazy.

Towns just book 20 minute calls and.

You can do three of them in.

An hour and you, you can bang through it. So somebody know shows mostly.

If you have a high no show rate, it's a good way to do it while you just.

It's a good way to like if you have a good lead flow but your funnels are relatively unproven or untested.

And then it.

Yeah. Or you just have a funnel like.

A, like a lead magnet funnel where it's super easy to get leads and you have a good appointment funnel that does after that. So you have an abundance of people that are coming through, but there's not really very many quality control measures. Your marketing is not disqualifying.

Yeah. And just be aware for the people that are listening. When we refer to a two call close, it's pretty well known in this industry as like you do a pre qual call, then a sales call prequel being step one, sales call being step two, that the two closes. Or it's also known as a triage.

Method or discovery call, triage, whatever you want to call it.

And then we call sales calls, strategy sessions for some reason because we're doing the strategy.

It's less sales resistance.

Exactly.

It is.

It is. I made a funny meme the other day and it was that Drake one where it's like this and then like that and it was like, sales call strategy session.

Yes.

I can just, I can just see.

People sitting around a boardroom being like.

Let'S not call it a sales call.

Let'S call it a strategy session. And everyone just goes wild in the boardroom.

I'd say like in some Turkey Moore or Sam Alvin's course or something, they've come up with that name. And therefore pretty much every business coach goes down that path and uses that same name because someone out there decided that that was better and everyone followed suit.

Yeah, I even heard it on the radio the other day.

There's a radio ad for a marketing.

Company, a digital marketing company on radio saying that like, hey, book in for a strategy session.

And I was like, yeah, that's crazy.

To me that a digital marketing agencies using radio ads and then trying to book to a strategy session from a radio ad.

I just don't see that ever working.

Well, you remembered it, so it's working to some degree.

I remembered it because it was fucking stupid. Like I'm going to forget it by the time I got in my car. Like, I don't remember what they were called. No, but I don't know what they were called. I just know. I just know there is a digital.

Marketing agency in Perth that has a.

Radio ad where they try and book. I have no way of actioning that if that's.

You reach out because I'M curious to know the ROI and how many book calls you've got through that.

I'm sure they'll tell us. It's amazing.

Yeah, so anyway, so strategies that showed so two cold close. So yeah, the reason why I like to use it is because it saves.

The mental headspace of the closer, the person closing the deals. Because, man, there's nothing worse than having like, if you had 40 sales calls booked into your diary, let's say that they were just booking straight to sales call and you had like a 40% no show rate, man, 10 hours, that's.

10, 15 hours just out of your diary gone.

That's very difficult to be productive in that time.

And it just gets you down. And then if, if, let's say because it's straight to sales call, they're not being disqualified. You're right there. Okay, let's say that you have a 40 notion, right?

It's like 10, 15 hours of people that aren't going to come and then.

You'Ve got then 30% unqualified, right? So now you're looking at 50, 60%.

Of the people who are booked into your diary being totally unqualified.

And let's say you have a close rate of 50%. It's like, man, from 45, from 30.

Hours worth of sales calls booked into your diary, you're looking at making four or five sales.

Yeah, like it's fucking demoralizing and it's.

Just such a grind and it's so frustrating.

And so that's what the triage method kind of prevents because basically you can.

Just fill that person up with like.

60, 70 triages a week and then it's fine.

Because if you're doing say 15 or 20 minutes, I think 20 minutes, probably the best 20 to depending on the, on the quality. But 20 minutes is a good length.

You can bang out three an hour.

So you can do three hours of triages. You've done nine. If you do that every single day, you're going to do 45 triages a week. That's enough to sort of sift through to probably get 12 to 15 sales calls. If, like, if, if the show operate.

Is good and then you from that.

From, let's say you book 15, 12 show up and you sell eight.

That's a good week. And you've been the master of your.

Own destiny in terms of like who you put through.

So if you have a massive abundance of triages, it means that you can.

Be quite picky with who you put through. So you're, you're going to have a high close rate and you're going to only be speaking to good prospects.

And if you don't have an abundance.

Then you can just whack everyone through to a sales call and hope for the.

So that should probably be lower, but more opportunity means more potential income.

Exactly, which is why close rate is.

Not really a very good metric to.

Run a business off. It's definitely a metric that I think.

Is important to track.

However, I had this conversation the other day and they were like, oh, no, but these guys are doing it this way and they have an 80 close.

Rate and they're closing 15 people a week into this high ticket.

Yeah, but that's them.

I said, yeah. I said, first of all, that's them.

Because it was a very big name.

And I said, but are they tracking offers made? And they went, yeah, why does that matter? I go, okay, offers made. And this is a controversial subject and I would like this cut into a segment. Offers made is a bullshit metric that is propagated by people who have ego.

Problems to make their conversion rates seem higher, therefore protect their. Their ego fragileness, basically to make them.

Feel better about themselves as salespeople and business owners. Because the marketer can say, our leads are so good.

We have an 80% close rate.

My sales guys, I'm such a good.

Closer, I have a 90 close rate.

Hey, listen, it is possible to close at 90%. Marco last week closed it, I think almost 100%. He had like 9 sales of over 20k programs.

I think he closed at 90%.

Not offers made. Total calls that showed up in his.

Fucking diary just on that.

You can even take it one step further and base your conversion rate off the amount of sales calls booked in, provided you're doing that triage method. Because if they didn't show up to the sales call, it's your fault. That's your fault.

Yeah, yeah, man, I gotta get on.

A fucking angry rant.

Angry rant time.

Cue the music.

Offers made really pisses me off because it puts a totally unrealistic expectation on.

Closers who don't understand it and business owners who don't understand.

I never used to mind it until we had a guy come into the business.

He was running an offers made thing and everyone was said he was a savage. And I listened to the calls and they were average at best.

And then every single time he got.

Someone who he thought he couldn't close, he just wouldn't offer every single time.

And I was like, what a metric. So your salesperson Just goes, nah, man. Like, I closed at 95 this week. I closed it 100.

But I didn't pitch these guys because I didn't think I could overcome it. It's like, so listen this man up.

Yeah, I closed it. I closed it a hundred percent of everyone I offered, right? I had 25 calls, I made three sales. Sick. You close it 100%, you fucking savage. It's like, no, no. Pitch everyone that isn't an asshole. If the. If you can. If the business can help them, I don't care. Overcoming objections is your job. So, so many people feel like they're gonna get an objection and they just go, not, no offer.

I'm not going to offer this guy.

I pull if I hear that shit. I do not allow no offers. I will lose. It's like, one of the only things that I will actually get upset over is if one of the guys is.

Like, I pulled the offer. I didn't offer this person. Like, why not? Let me listen to that call.

Because chances us of. Chances of us getting on a sales call with someone if the person is not a fit, not in the niche, they shouldn't have been on the call. We can figure that out in the first five to 10 minutes. So in order for there to be a no offer, five, ten minutes tops, you have to go, hey, man, I don't think we can help you.

Hang up the phone.

You don't get 40 minutes into a call to the entire pitch and then go, no, because you don't think you're going to close them. Oh, man. It's such a metric. And it's. The people who do that are never gonna, in my opinion, are never going.

To make anywhere near as much money as what they could.

Because the amount of your ego is.

Literally stopping you from making money. It is incredible how stupid that metric is.

I would love to debate somebody.

Oh, yeah, I would love to debate somebody.

The only time I somewhat consider accepting that is if you went through that call. And then as it got to the pitch, they just started becoming. Becoming like rude, arrogant, asshole. Ish.

So rare, though.

Yeah. It's like this person shouldn't be a client because they're going to be a handful when it comes to the objection part. Because some people are like, yeah, cool, love it. And then when it comes to becoming an objection and they want to give you objections, they turn into. But in saying that, it's probably your.

Fault of being a shitty salesperson, like, reframe them, do your job. If. If the business can help them, they.

Should be pitched, in my opinion. And if they're not an like, obviously.

But, man, the amount of times and I reckon in sales sniper, like, we don't track offers made because again, I.

Think it's a bullshit metric.

The amount of time that I hear.

Oh, I didn't offer somebody maybe once every two or three weeks.

And that's of like, we, man, we.

Have a lot of accounts, we do a lot of sales calls. Like, it doesn't happen so rare. It's so rare.

And that's not because we're sleazy salespeople.

That just want to sell everybody. It's just like, well, no, because we're good at sales and we're so like, we.

We want opportunity.

Yeah.

There's a reason why we did nearly.

A million dollars in sales last week.

We're also qualifying quite hard so well, disqualifying people on our triages and stuff to make sure that they're the right fit so that when people go through to a sales call, they're going through because they do tick all the boxes and they are a good fit for that company. Now, the times we don't put people through even if they don't tick all the boxes, meaning we'll put through someone to a sales call that isn't qualified on every aspect. Time, finances. Decision maker is if there's been an issue with the market, lead flow is low. Therefore, there's a lack of opportunities. In those cases, we lower the standards of people that we would put through to a sales call to create opportunity. In those weeks, our close rates usually go down. But that's not an issue if the sales are still coming in. You know what I mean?

Exactly. That's what then that's why having good.

Data and having like a process that you understand is so important because it's not as simple. I used to talk to business owners all the time, be like, okay, just so you know, our close rate is going to be next week.

Why?

I was like, because we put everyone through. Because your lead flow is a third of what it should have been.

Yeah.

So we have to figure out how to make opportunities because we don't run our business on ego. I'm more than happy to go to the sales guys and go, hey, guys, how's the lead flow? If they're like all lead flows really low, then we go, okay, that's fine.

Let's just put everybody through who we.

Think we can help, who we think we can help.

That's the important part.

Just because they're not. Not Financially qualified, who cares? We don't know. That person could have a trust fund that we don't know about. Like it's not up to us to.

Decide who can and who cannot afford a program.

It's up to the prospect to decide.

If they can afford it.

And then it's just up to us to show them the way that what we sell actually helps them and if they see the cost benefit. Marco, he has people sign up for.

Credit cards at least once a week so they can afford these programs.

Because we sell for good operators. That's the thing.

And so the difference between those weeks where we have lower conversion rates and higher conversion rates is purely the intention, the intention to put people through that we wouldn't otherwise, you know, the intention to only allow the best people through. Because we've got a chalkers week and we only have X spaces available to take sales calls. Therefore those spaces should be filled up with the best prospects. Otherwise we'll push them to another week, put them into a follow up sequence and come back to them in a couple of weeks when they are in a better position to be one of those best prospects.

Yeah, it's an issue of abundance. If you have the abundance, then be picky if you don't whack them through. But have the discussion. Because when I used to sell full.

Time for a business owner, I would.

Tell him and I go, hey, just.

So you know, I'm probably going to have a terrible close rate next week.

But I'll have more sales than I.

Did last week because I'm putting everyone through. And then if you come back to me and say, why is your close rate only 20% last week?

It'd be like, is it a mindset issue?

I go, no, mate, I told you that. I told you. Like, I'm putting garbage people through. I'm putting people, not garbage.

It's a rough way to put it. That's just how I determine.

I just go, I put people who I would never put through because it.

You never know.

You just never know. I'm good at what I do. If I have a consistent process that.

Anyone who's anywhere near qualified will sign.

70% of the time, then that guy might just go, it, I'm in. And like, what am I doing? I can either sit on my ass and watch Netflix during that hour or I can get after it. I can try and make some money. Yeah, that's the way I see it. And that's why, man, the closer community.

Is broken with ego. It's, it's Comical slice of like carbon.

Copy of the fitness community.

It is, it is broken with ego. I mean, it's, it's incredible the amount of money that people leave on the.

Table because they are just precious and they don't want to hurt their ego.

Now in saying that, because the counter.

Argument to that would be all right.

If I want, if I want to, if I want to be my own protagonist, is that we need to protect the mindset of salespeople. And I, and I, and I totally.

Agree with that as a concept.

However, it's a very easy fix. You just have the data and have the conversation and you just have the conversation.

Do you want more opportunity or do you want a higher close rate? Which one is it?

Yeah, because a higher close rate makes you feel better.

More opportunity makes you more money. Are you happy with having a lower close rate and not using that as a metric that you measure yourself off.

Or are you, do you measure yourself.

Of how much commission you make?

Yeah, because for me personally, I don't really give a fuck what my close rate is.

Over the last three months, it's 80.55%. Just. If everybody wants to know, I'll throw a big sales dick on the table with 160k cash collected, which again is another metric we'll go into as a structure that you should be tracking more than contract value.

But like I know me, I want opportunity on opportunity to sell as much.

As possible to as many people as possible because the opportunity is what will allow me to have the consistent income.

So to go back and check to the actual structures. Right. What are the major differences and how do you adjust like a sales call in terms of the aspects and what you do through it on a one call close compared to a two call close.

It depends on the account.

I feel it depends on what you're selling.

Let's just call it a ROI based off of 10,000. Yeah, I guess.

So what we run with at the moment is we do a 20 to.

25 minute triage and then a 25 to 30 minute sales call. That's what we've been doing at the moment. And the first.

But that's because that's on very qualified.

Accounts where we know we have good leads and we know we have that.

If it's an unqualified account, we do.

A 15 minute triage. They're two totally different processes.

So I would say one is established.

Quality account, the other one is like a new or like spaghetti method type account.

So the one that's a more quality.

Like Very high quality of lead that comes through. The 25 minute triage is designed to pull all the pain points and get.

All the way through to the presentation stage. And then you stop at the presentation.

Stage and then you book the next call. The next call is a recap at present. Pitch and close. That's it. It's super simple.

So basically you're leaving them on a cliffhanger. You've exposed every problem, you future paced them out, you've gotten them ready, they.

Want to change, and then you go, okay, man, let's go ahead and book another call.

So they're just like, for lack of.

A better term, just gagging for it by the time they get to the sales call.

Right? And then we send them some stuff in between.

We send them a bit of homework, we send them a presentation, and then we pitch on zoom, share the screen, go through it, recap all the feelings, recap all the pain points, and then go back through and then show them the pillars of what we're doing, and then we. Objection. Handle and close. Yeah, pretty simple, right?

And let's say if you're doing more of a presentation style pitch, where do you fit that in with a one or two core clothes? How do you.

So it's on the second.

So you just, you have that in the presentation.

So your pitch, you don't do it like a. You do like say you have three pillars or whatever.

You can do that Simon Bowen model where it's like the three Venn diagrams. So if you can imagine a Venn diagram with three intersecting circles, the middle is where you have everything. And then if you only have two of them, you're missing a key component. So you need all three of those circles to intersect. And that's what your program is.

And then on the outside of that.

You have all these sections of where like these are all the things that.

Each pillar composes of and you need all of them.

And you need it all to work cohesively so that you can actually get the outcome. That's kind of how you do it with that model.

So you can just do three pillars of a bridge.

I mean, it's fucking simple.

So most cases if you don't have.

One pillar, it falls over.

Yeah, right. So in most cases you do a, a phone call for the triage, Zoom call face to face for.

I think it just depends.

Strategy.

Definitely do a zoom call for the strategy session. I think it really clears things up.

Plus you can record them really easily. You don't have to ask permission because it's there in the corner. You can then share that with them and then you can have that prospect for prosperity. You can share your screen, take them through the contract, the terms. It makes it very clear it's very hard for them, someone to dispute what you've said when you can just send them the zoom recording.

Better make sure what you're saying is correct.

Yeah, exactly. Exactly.

But I find that 99 times out.

Of 100, it's the prospect's fault if there's a mismatch between what they get and what they've been sold. It's almost always like they understand it poorly.

They understand it the way they just make up.

Yeah, just make shit up.

When you said coaching, you said one on one coaching.

No, I didn't.

I said coaching.

I said coaching. That's it.

They're like, oh, I thought it was 101.

But down here it says group and you sign that.

Yeah.

And we should talk about it.

Yeah. It's a. They're almost always.

They're just like, oh, okay. They're just not listening or they're whatever. They just forget.

That's why eyewitness tests. That's why I went.

This testimony doesn't mean anything, you know, like it's the, the least powerful form of evidence.

That's not true. I saw Bigfoot.

What's that?

That's not true. I saw a Bigfoot.

Exactly.

You saw a Bigfoot.

I saw a video the other day on Facebook. It was a guy sucking his Mrs. Toes at a stoplight. Just gone. Gone to town. It was. It was horrendous anyway.

Sounds like a little Brisbane Broncos.

He was like that with the toes. It was crazy.

Anyway. She was just casually checking her phone. It was so weird. But anyway. And then, yeah, the, the other structure is that 15 and 45.

So you have a 15 minute pure pre qualification. Like all you're looking to do.

That's the talking more method. It's nowhere near as good. But I can see why people do. Creates a much lower conversion rate to.

Sales call because it creates far more sales pressure.

But if you're doing like lead magnet.

Stuff, I mean you just get 60, 70, 80, 100 leads a week. You just. Unless you have a pre qualification team that's going out there, it's very difficult to sort of. And that's what a lot of these coaches do. They just do like a. I mean they just chuck money at Facebook and then the spaghetti goes against the wall. Whatever. Stick sticks. There's not a lot of content retargeting. Repurposing, nurturing going on. It's just more like cold traffic, getting on a call. That's sort of what that's for. So you just do like a hard 15 minute, basically 15 minute, 15 questions pre qualification where you're trying to get as much information out of them as possible and figure out if you can help. If you can, you book them through to a sales call. If you don't, you don't.

So that's those two structures. The one that the, the second one was really the black belt method, which.

Is that talking more.

I mean I don't, I don't know.

If he actually invented it. I mean I seriously doubt that he did. But it's, it's sort of the process that those guys are taught, but it's.

Not the process they do in their own business.

So there you go.

Yeah, so do what they do.

A1 call close.

Let's go a little bit more deeper into like phone sales, presentation type styles, stage sales. Just like the main somewhat differences in how you adjust pictures not on super detail, just like a basic. Here's how you adjust things for this type, this type, this type. Since it keeps with the theme of the podcast.

How dare you trying to keep me on track.

I think zoom selling is the, is the future.

I think it is. I think if you can get people on Zoom or on, you know, Streamyard or Riverside. I don't, I don't give a fuck.

If it's zoom, but like a video.

Video conferencing where you can see the person, you can read them. I think your close rates go up massively because the person has way more trust. They can see you're a person. You can also share your screen. You can take them through a pitch deck or at least you can take them through something that shows them exactly what they get in black and white in writing.

For a lot of people that is.

A really necessary tool.

People really like to see that they get something tangible.

It's recorded. You can send it to them in the PDF. You can, you can sign the contract through hello Sign or PandaSign, whatever you want to use. You can just put that in the chat box. They can click it, they can share their screen, they can take you through it. They can even pay using their credit card details without having to give you the credit card number.

Like the, the amount of objections that.

It overcomes just being zoom is crazy.

It almost replaces face to face house. I know that I converted massively higher face to face and the one real.

Reason for that which Is very surprising.

Giving your face is body language. You can read people significantly better than what you can on a phone.

Yeah, I remember I was pitching like.

100K deal to this couple.

And he.

Was in, but she definitely wasn't.

I could see that. I could see her body language.

So I just started. I just ignored the guy and just pitched her, got her involved.

And if that wasn't a phone, zero.

Chance I get that sale. Zero. Because I never would have seen it.

Because being quiet is one thing.

Being quiet doesn't mean you're interested, because.

The most skeptical people are the ones.

That are the most likely to buy.

But I could see that she was.

Like, she was just not into it. So that allowed me to sort of really change the tide going, moving towards her and sort of figuring it out. And then I ended up opening her up and I could see her body language change and shift. And I told some stories that aligned with what she wanted, that sort of let her at ease, let her just calm down so she knew that I was being genuine. And then from there, they signed.

All right, then how does that change from like a stage as opposed to.

On stage is funny? Because essentially, from what I know, and I'm by no means an on stage selling expert, but really, I mean, disqualifying people using the group dynamic, I think is super important. And again, I think selling from Zoom.

And yeah, room pressure. Yeah, it's important.

So the way that I've seen, for example, the way that Taki sells from.

Stage is he talks about the program the whole way through. And then he talks about how at lunch. Lunch, you can go to lunch or you can stay and you can hear about the program. It's only for people who want to make 100k a month in their business.

If you don't want to make 100k a month in your business, you know.

Interested in how we can do that and how we can help you do it? Just leave. Everybody stand up now and leave.

And then some people stand up and.

He does that three times.

I want you to stand up and.

I want you to leave. If you don't want to make that kind of money, I do not want you in here.

And obviously it's said in a much.

More charismatic way, but.

And then basically, people are almost too.

Fucking awkward to leave.

You don't want to be that.

And then you sell the room.

Yeah, that. You catch up for dinner and drinks after the event. It's like, oh, you're the guy that walked out that didn't want the money.

You know, and then you sell. You do a back of the room sale where there's like, hey, we, you know, stand up right now.

Go to the back of the room and sign up.

And then as soon as one person.

Picks up, two people, five people, 20 people, everyone just wants to be one of the cool kids. So they just all go and they sign up. Yeah, that's how it's done.

A lot of people, all the big names, you know, your Danlocks, your Grand Cardone's, basically any event you go to where there's a guest speaker or multiple guest speakers, like the success resources. Never been to one, but that's essentially what they do.

Yeah, that's what Tony always does. They do back of the room sales.

They. They did.

They do high pressure as well. Super high pressure in person selling. So if you want to do platinum partners. I know, I. This is what I've been told by Eli. They'll like, basically pull people aside, 15 minute individual consults, and sell them to an $85,000 program. Super high pressure.

Do you want to be the person.

You need to be to make this money? Do you want to be the person?

And then, like, because they've just done.

Two days with Tony, they're all like, their heads are flat, their heads are all over the space, and then they just get them in.

But I mean, Tony obviously provides a phenomenal service.

Yeah.

So it's basically just. It's getting people out of their own.

Way, which is essentially what sales is. And they do it very well. And this guy's selling people into $80,000 programs USD in like 15 minutes.

So he's doing something Right. But yeah, so that's kind of the difference. And then selling on the phone, I mean, selling on the phone, I think.

Is a great method, but I think it definitely does leave you open to certain objections that are very difficult to overco.

Where Zoom does overcome a lot of them. Forum. But in saying that it's not worth doing Zoom calls if you're doing low.

Ticket stuff, it's just not worth. It's not worth the time and the effort to get it set up to sell like a 200 or 300 program. It's just not worth it. You just need to get on the phone and dial because then it's just a volume opportunity game.

People, they're gonna not realize it's a Zoom call. You're gonna have to schedule times to do that. It just speak to them on the phone.

If it's low ticket, smile and dial, baby. Smile and dial. That's the way to do it.

But yeah. So recap from today.

Offers made is a metric. If you're tracking it and you're listening to this, you have an ego problem.

And I don't give a what you.

Think because it's true. Yeah.

For reference, I don't give a either.

It's funny. I'm arrogant, but I don't have an ego.

I've like spent the last 12 months really trying to drop the ego. My arrogance is more of like a funny.

Yeah. Cox playful.

But honestly, the moment you drop the ego, like actually drop your ego where.

You realize nobody should give a who you are at all ever.

Nobody cares about you, your life.

Why should they? You're just another sales guy. Yeah.

Why should they? Just Nobody cares.

And then, and then you can really start helping people because like that will help your follow up game massively. If you don't get mad on people.

No show.

That really helps. It also helps your head game when you're just like, you know what? People are busy.

It's cool.

I tell you who's a great example is my dad. My dad will get cut off and he'll just go, oh, that guy must.

Be in a hurry.

That's it. He doesn't get angry because that guy didn't cut you off. He just cut the car off that you happen to be in. Like, that's it. It could have been anybody else. It has nothing to do with you. And if you think it's to do with you, it's because you're self centered. No one cares.

I'm not, not looking.

They're like, oh, it's James in that car. That guy. I'm gonna go cut his. Cut him off. No, the guy's just in a massive hurry and he just wants to get.

Somewhere and you happen to be in the way.

I have been cut off with some by someone before and then made it personal and then intentionally cut them off because they cut me up.

That's just petty, you know?

And fun. Yeah.

There's a reason why we call you Tom Petty.

Yeah.

I mean, the low road's fun to.

Take every now and then, but generally speaking, I'm gonna try and stick to.

The high light the way forward with the bridges you burn. That's the way I sit.

That was, that was my motto when I left the army.

I did, I did, I pretty much did the whole. I don't know if you've seen Half Baked, the movie where he's like, you, you, you're cool. You. As he as he quits. I pretty much did that. As I left the army my last day, I was like. Because if I figured if I burned.

The boat, then I would never go back.

And so I told all the head brass. Exactly.

Yeah. It's a smoke.

I couldn't go back. I burned the boats. The boys thought it was hilarious. Now, mind you, I could have waited two years and gone back, because all.

Those guys would have been gone. But reputation, the way I saw, man, I burned that.

I burned that boat, like, hard.

So good fun. Good fun.

All right, I think that's it.

If you want. Yeah.

All right, guys. Really appreciate you guys spending the time with us. What I'd like you to do is please, if you're watching this on YouTube, please subscribe. Comment down below. One thing that you helped, if you listen to this on Stitcher, Spotify, Apple. Yeah, whatever you're listening to this on, please subscribe and review and review something specific.

Not like, oh, it's a great podcast. Be like, oh, I was really struggling with. Think about it. Objections. And this podcast really helped me get through it. I had a massive ego before. Before listening to this podcast. Realize if I wanted to say this.

Podcast taught me to burn bridges.

You do? You burn bridges? Maybe. Yeah, you just do you.

But, yeah, I really appreciate you guys sticking all the way to the end.

Hope you have a fantastic day and.

Go sell something to anyone. Always.

Forever. Bye.

Put that coffee down.

Coffee's for closers only.