From POINTLESS to PURPOSE with Ryan Lang

I did something that at the time I didn't even realize how brilliant this was, to be honest with you. I can just look backwards and know that I clearly made the decision. And this is really important. If you find yourself in that position right now, I want to encourage you to start with who instead of what or how. Because the first thing that I did when I was in, you know, when I was nearly Over 30% body fat and 50-60 pounds overweight, and my life a mess. I started with who I wanted to be. I knew the man that I wanted to be and how I wanted to be, how I wanted to show up for myself and my family, and how I wanted to have those that are closest to me in my life perceive me. And it was from that place that I was able to figure. all the rest of it out. Had I gotten so wrapped up in the how or exactly what I was going to do to become this guy, I don't think I ever would've gotten there, to be honest with you.

Ryan, welcome to the Book Thinkers Life-Changing Books Podcast. We are excited to get to know you and talk about your book, Close Everyone. I'd love to start off with talking about 2016 you, though. You were 190 pounds, 29% body fat, and headed to an early grave, as you put it. From your perspective, what led you there? And then what had to change in your life to get you on a different trajectory?

Luke, Nick, excited to be on. What a great way to kick us off. So, at that point, the CliffsNotes version of the story is that I had really found— I found myself in a really awful place in life in general, in that On the surface, things looked really good right before that. I had a very successful business in the oil and gas industry. My partners and I had built an 8-figure business. We were doing well financially. Looked like a lot of success. I was managing upwards of 200 people at a time at that point. But life had gotten really messy. I found myself in a spot where I was just chasing a buck at the end of the day. I didn't really care about what I was doing. There was no purpose behind it. I had two little girls, one and three at the time, and my marriage was an absolute mess. We were literally on the brink of divorce, and physically I was just in a horrible condition. And it was tough for somebody who grew up an athlete and was a personal trainer early on in my life. And so when I found myself in that position, I knew I had to make a change. It was literally to a point where I. I would wake up some days and just wonder if I ought to just end it. That's how awful it felt and the amount of despair that I experienced day in and day out. And for me, I felt like I was climbing such a mountain. I just knew I needed to take a step forward. I didn't know how or towards what, but the first thing that made sense to me was to figure out, uh, the, the physical side of it because I had, I had dealt with that, you know, before. I mean, it's something I was really good at earlier in my life. I had been in great shape. It felt like low-hanging fruit, and that was the first step to what became, uh, you know, now nearly 8-year journey of, of, uh, self-discovery and self-transformation physically, mentally, emotionally, spiritually, all of it.

Well, Ryan, it was interesting because when Luke and I were chatting before we press record, I was telling him how we met at a Brand Builders Group event earlier this year. And he said, oh, I'm going to ask the first question. It's going to be about how he was overweight. And I'm like, Ryan Lang, the same guy who's super fit that I just saw like a couple of weeks ago, he was really overweight. So, I was sort of surprised to hear that, but kudos to Luke for doing the deep dive. So, Ryan, here's my question. People enter this world of personal development typically on one of two trajectories, that they either have great momentum and they're looking to compound it and learn even faster, or they have bad momentum and they're looking to stop the negative spiral and reverse.

Yeah.

Now, to summarize what you just said, you were looking for the easiest step, the first thing that you could do to head in the right direction and stop the negative momentum. And so, you leaned on, how can I get in better shape? But what other advice do you have for people that are just caught in that negative spiral? Maybe it's in their business, maybe it's in their relationship, maybe it's with their physical body or their mental health. What are some of the other things that you did to get out of that negative loop? Today with Ken Rusk, who has done hundreds of millions of dollars in business. He's also sold tens of thousands of books and changed countless lives. We're sitting here today because he is sponsoring today's episode. So, Ken, tell everybody about your course.

Well, thank you. I built a course called The Path to a Successful Life. It's designed around trying to get somebody unstuck. Sometimes you're feeling like you're kind of stuck in where you are and you're not really sure what you want your life to look like or how to go about getting it. Well, for the cost of about dinner and a movie and maybe the time you'd spend on a weekend, you can know exactly what you want your future to look like and how to go about getting it.

You know the power of vision. That's why you watch podcasts like this. So, click the link below, get signed up, and let me know what your experience is like.

Yeah. So, I'll preface this by saying that at that point in 2016, I had really done very little personal development. There wasn't a lot of introspective deep dive type stuff going on for me. And I did something that at the time, I didn't even realize how brilliant this was, to be honest with you. I can just look backwards and know that I clearly made the decision. And this is really important. If you find yourself in that position right now, I want to encourage you to start with who Instead of what or how, because the first thing that I did when I was in, you know, when I was nearly over 30% body fat and 50-60 pounds overweight and my life a mess, I started with who I wanted to be. I knew the man that I wanted to be and how I wanted to be, how I wanted to show up for myself and my family, and how I wanted to have. Those that are closest to me in my life perceive me, and it was from that place that I was able to figure all the rest of it out. Had I gotten so wrapped up in the how or exactly what I was going to do to become this guy, I never—I don't think I ever would have gotten there, to be honest with you. And it was a decision that I—I didn't even know I was making consciously, but it was very conscious at that time, and. And, and that was a big part of what helped me get, get started.

Yeah, I think that's such a powerful way to look at it. I wrote that down. Start with who rather than what or how, because I know in my life there's been so many times that I've gotten caught up in that. But how? But how? But how? But how? But how? Instead of asking that question, who do you want to be? And then you can start to show up as that person on a daily basis. So that's just such a powerful reframe now. I would love to know what is— close the gap for us. How did you go from that Ryan to the Ryan that sits here today before us? You do sales coaching, you've written a book and all this stuff. So maybe give us a quick summarization the best you can to the difference between 2016 Ryan and the Ryan that stands before us today.

Yeah. So if we kind of go linear timeline here, Essentially, when when I in 2016, I left my I left my it was actually 2015. I left my oil and gas business. I resigned my partnership, and I took a year off to kind of figure out what the hell I was going to do with my life. And one of the things that I kept coming back to was that I had I really wanted to do something that was helping other people in some way, shape, or form. I wanted to. I wanted to make an impact on people in some way, and for whatever reason, health and fitness kind of started coming back. I you know eventually would have a new story to tell on that front because I got myself back in shape, and I initially my entry point back into coaching was in health and fitness when you know the first thing I did is just went back and got recertified as a personal trainer and. At the time, we were blessed to be living in a pretty good-sized house, and we had another room that had an exterior entrance. And I was like, heck, I don't know where I'm going to go with this, but if I had to turn that into a studio and take a bunch of people in person, like, yeah, I could do it. So, I did that. And after about 6 months, I was like, woo, yeah, this is not what I want for my life. The health and fitness thing, fine. But I got so used to coming and going in any way that I pleased before that when you've got 10, 12 clients in person in a brick-and-mortar business every day, you got to move heaven and earth to do anything. So, I transitioned to doing online coaching, and that's really what led me into the online space of marketing and sales. After a period of time, I learned a lot. And after a period of time, my business was going okay. I had had some success, but like the time had kind of run out on it being a sustainable option. I had been doing— I still did consulting in oil and gas. I had a lot of clients that asked me to do consulting work, and that was helpful to kind of help pay the bills, but I wanted out of that. And I remember that, you know, I had a good friend of mine who is a phenomenal coach, has a great business. He's done 7 figures a year for several years now. And we were on the phone one day and he said, man, I'm sorry, you know, I just fired my sales team. And, you know, it was kind of lamenting over that. And I'm going, dude, this is— I feel like the 3rd time you've said this to me in like 4 or 6 months. What is going on with your sales team? Oh, they're terrible. I can't find anybody good, blah, blah, blah. And I said, you know what? Send me your sales calls. I'll knock them out. And that was really kind of the point that led me more deeper into high-ticket coaching sales. I had sold something pretty much my entire life since I was 15 years old between, you know, and all kinds of different things from vacation packages to cars to, you know, multimillion-dollar oil and gas deals, you name it. And this was one thing that I felt like I had a lot of growth yet left, a lot of growing to do. And so, I walked into that position and eventually, I was closing at 40%, 50%, which is unheard of in high-ticket coaching sales. And that kind of led me into a couple of other opportunities, one with a very close mentor of mine, Mark von Musser, who's an amazing guy, great Great coach, incredible salesperson, and great leader. And you know, Mark gave me a lot of tools that I didn't yet have, and that kind of put me in a position to start excelling as a salesperson. But also, you know, I love to coach and teach. It's it's it's what I love. And I I did a I took a year where the only thing that I did was just deep dive on sales and and specifically high ticket coaching sales. The I blocked out everything. I just got totally obsessed. It was eat, sleep, breathe it all day long. And eventually, I ended up, you know, starting to coach other salespeople on, you know, other coaches on sales. And that was really the journey that kind of started to lead into where I am now today at Empire. I, you know, I went through thousands and thousands of sales calls, analyzed them, broke them down. gave feedback, did performance coaching on sales so that it's less tactical, a lot more mindset, that kind of stuff. And after all of it, ended up meeting my partner, Brooke. And Brooke had a similar story, and we were both doing some consulting work for the same company. And eventually, we kind of got together and went, man, you know what? We see some commonalities in terms of what people are facing in the coaching business that that we can, you know, that we know we feel confident we can help fix and solve. And that's really, you know, what started Empire. And, and that was, you know, now a year and a half ago, and here we are today.

So Ryan, today I'm holding your Close Everyone sales journal for top performers. And what's interesting is I grew up in the world of sales. I had my own house painting business in college where I went door to door for a couple of years, and then I transitioned into a phone sales job, dialing for dollars, some business development, and then ultimately having my own territory for a software company where I was flying all around closing deals. And now I'm a business owner, right? We've got Book Thinkers. And what's interesting is that every time I speak to a sales professional like you, or every time I read a book on sales or marketing or objection handling or persuasion or negotiation, I learned something new. And with you, it's marrying sales and journaling. Now, I've journaled for a long time in many different formats, books like The Daily Stoic Journal, for instance, or gratitude journals. I've done morning pages. I wrote a book, but I've never done any sales journaling. So, I wanted to give you that context because I've been far and wide in the industry, but this is still sort of new to me. So, tell us, how are sales and journaling related and why is it often overlooked by salespeople?

Great question. So, it was something when we created this journal, Brooke and I got together and we found just through friendly conversation before we ever became partners, we became very close friends. And through a lot of conversation, we kind of discovered that separate of each other, both of us had used journaling around our sales calls as tools to help us excel as salespeople. And we also found that hardly anybody was doing this. And Brooke is brilliant when it comes to analyzing and recognizing patterns. And so, when he was back and when he was working for Tony Robbins, he eventually was in the executive level in Tony's organization, but he started off just as a sales guy.

Yeah.

And initially, it was just like, you know, how do I basically exponentially increase the, you know, the number of sales that I'm getting? And he did that through pattern recognition. So, he did it through a lot of journaling on like, okay, this is what this person said here. This is this objection that I got. When they said this, I said that. This is what happened afterwards. All of that kind of stuff. And eventually, it got him to a place where after like 15,000 sales engagements, The dude was lapping everybody in the company by a long shot. They had to stop sending him top salesperson awards because he didn't even have any more room. And for me, it was, you know, I'm not as analytically gifted as Brooke is. For me, it was more so, it was a little bit more so a mindset piece where I was going, okay, what I know is that it's going to be my nature to get off a sales call. And if I don't have a sale immediately, I'm going to go to what did I do wrong? What were the problems that I found? You know, and if I do that immediately, then what I found is that I'm very likely to carry that into my next sales engagement, and that's now going to create a problem. So for me, the journaling piece started out a lot more mindset related where I was looking at it going, okay, How can I journal this and really get real, like self-coach myself and say, what really happened on this call? What are the things that I did right? What are the things that I'd like to improve on? And if I was coaching myself on sales, what are the top 1 or 2 things that I would say I need to focus on in order to level up? And I would do it with every single one in just the same way, Nick, that you would journal gratitude. Or, you know, do, you know, Ryan Holiday's Daily Stoic or something like that. It's a touchpoint where it's front and center. And in this case, when you're doing it, you know, the way that we would suggest it, you're doing it after every sales call. So there's an SOP that after every sales call, we kind of debrief and we get to find those patterns and we also get to get our head right. And then lastly, we have an opportunity to decide action steps for moving forward. So, you know, it kind of hits all 3 of those and several more, several more buckets as well.

One quick follow-up question and then I'll kick it back to Luke. So, Ryan, after our podcast today, I actually have 7 sales calls set up, 30-minute increments, and I have sort of— I have your journal open in front of me. Can you just give me sort of a very high level How should I use this? Is it one session note per discovery call? Like, yeah, just kind of walk me through it real quick.

Yeah. So the first thing that I want to do before, because I would be remiss if I didn't mention this, when you go to the back of your sales journal, you're going to see that there is a free training that actually walks you through exactly how to use the journal. So number one, if you haven't digested that yet, Go do that 'cause it's 100% free and it's literally the, the, you know, visual and auditory companion to the journal. But with regard to using this baby, essentially what I'm looking at is, you know, the daily tracker is really a synopsis of what's happened during the day. How many enrollments did I have? How many meetings did I book today? That would be kinda outbound. How many meetings did I run today? In your case, sounds like it's gonna be 7, hopefully. And, you know, I'm capturing my ahas from all of these sales calls. I can write them down individually when I'm done with, you know, with each and every one of them, or I can kind of write them down cumulatively at the end of the day. The session notes are really intended to be pointed at one call at a time. And so in those session notes, you know, I can deep dive on during the discovery process. This is kind of what happened. And, and these are the logical reasons that this person gave me they need to make a change, or they need to do something different, or they may need what I have. These are some of the emotional reasons that they talked about wanting to make a change or wanting to get to the goal that they're talking about, etc. And then the other pieces of the puzzle, when we go down further in the sheet, and really, Nick, I should say, This is good for anybody listening to this. You're gonna pick up the journal. You know, what we recommend is in discovery, really coming up with 3 key reasons why somebody needs to, you know, make a change. We're looking for, you know, why change? Why now? Why do I need Nick at the end of the day? Why change? Why now? Why you or your service? And we're looking for 3 of those reasons. So that's really the bulk of the discovery process in the journal.

Yeah.

And then some of these other things, the test close, the value add, the tieback program, and the investment are all related to our sales framework. And before we wrap up today, I'm going to give you guys a link where we'll just give you our sales framework 100% for free. It's really simple to download. And similarly, you'll have an opportunity as well to get a, to get a video training on the sales, the sales framework and the sales script as well. But does that make sense? Does that help to answer the question?

Yeah, absolutely. And I will— I do have a little half an hour slot. So I'll go start. And when you say on the back, you just mean this link on the back?

No, there is.

Okay, there's a QR code back here on page 64.

I've got it. 64. Perfect. That the QR code is the journal orders. That's how you order a new one. And then right below that, what you're looking for is the free training. So it's empirepartners.io/journal Training.

Okay, perfect. Yeah, I'm excited, man. I'm you know what? I've always sort of done this without journaling, and so this is going to be very clear for me. One page per set. Like I'm excited. I'll report back.

Please do. I'm excited for you.

Now I'm super. I want to understand, like in your opinion, what is the difference between a bad salesperson and a really, really good salesperson? Like what are the maybe the top three to five things that make a good, a really good salesperson stand out?

So I want to talk about— I, Luke, I want the answer I'm going to give you. I want to focus on the things that people can actually do or not do that would make the difference. And I actually would equate it very much to athletics. So If we think about the highest performing athletes in the world, one of the things that they're capable of doing better than almost anybody else is detaching themselves from the outcome and getting in flow with the process. So for example, you know, if, if, you know, Michael Jordan or Tom Brady or LeBron James are, you know, in the middle of a game, They're not thinking about what the eventual score is going to be. They're not thinking about winning the NBA Finals or, you know, or the Super Bowl. They're literally in the moment, in the process. And, and it's that intense focus on being in the moment, in the process, and letting go of the eventual outcome that makes them great. And when it comes to sales, this is insanely important because Sales, like sports, is metric-driven at the end of the day, right? We all have our numbers. We got our scoreboard. Depending on whether you're working for somebody else or you're doing this on your own, you've got your sales scoreboard and we've got numbers and metrics. And one of the things that tanks salespeople faster than just about anything else on earth is I'm halfway through the month, I'm staring at a zero on the scoreboard, and I am Nowhere near the goal that either I set or the goal that that you know leadership has set for me in order to remain a part of this sales team. And the truth is that the best in the world don't get too hung up on a bad call or a bad day or a bad week or even a bad month. They they know that that is sent the the results are going to come in the process. And, and the outcome, we set the outcome, we know what it is that we're driving towards, but we get obsessed with the little things that we're doing day in and day out, like sales journaling, that's going to get us to the outcome at the, at the end. Does that make sense?

Yeah, it does. And it's really interesting. Maybe a follow-up to that is, how can people, salespeople, or just people in general, really like start to look at those things, metrics objectively and not get so emotionally attached? Because I think like somebody like me, I'm getting better at this, but I struggle with beating myself up. It's like, oh man, you know, I'm still at that zero. Oh, I suck. And like you just get into this negative loop. So what's your advice to people like me that struggle with not looking at it like objectively just as data?

Yeah. So I think I would start by saying, number one, you need to figure out for yourself in this particular context, there are 2 types of people. You either get motivated by looking at numbers in a scorecard, or you don't. And it's really important to figure out which one you are. Because if you're the kind of person that gets motivated by it, then it's cool to look at it pretty consistently. But you have to be careful not to look at it so much that you're getting away from being focused on the process. For the person who is like, You know, who really doesn't want to look at the numbers at all. You've got to be willing to look at them at least enough so that you know where you are. If I don't know where I am in the context of my goal, like I have no waypoints, you know, I can't tell if I'm on track, off track, you know, what have you. So I think that would be number one. The second piece though is, you know, you getting back to what I was telling Nick with regard to the mindset on the journaling. Immediately when I finish a sales call, Luke, the very first thing that I do is I look for at minimum 3 to 5 things that I did right on the sales call. And then I come up with one thing that I'd like to improve. So that it right out of the gate, what you just talked about is the kiss of death for a salesperson because it does, it spins us into this negative feedback loop and we bring all that shit onto the next call. You know, which is really problematic. So I'm looking for what I did right, right out of the gate, and then one thing that I'd like to improve. The other thing that I would say is that sales is cyclical, and one of the reasons that I say don't get too caught up in one call or one day or one week or even one month for that matter is that as somebody who You know, has led a lot of salespeople and sales teams. I don't get real excited about what happens in a month. If somebody has a really great month, awesome. Show me again. You know, if somebody has a really terrible month, I'm like, hmm, okay. You know, let's see what happens. You know, after another couple of weeks or another month. And and I say that mainly because if you've been doing sales long enough, you know. It's just never a straight line. These are not, these are not always calm waters that we're floating on. You know, we have ups and we have downs, and that's just the nature of sales. And mainly that means that you're going to succeed, you're going to fail, you're going to have all the things in between. And essentially what we're just looking for is that there's an overall upward trend eventually, right? And so, if I'm staring a zero in the face halfway through the month, I'm just I'm going back to what am I doing each day that I believe would help me get to my outcome. So let me kind of tie these two things together with the the with something we were kind of previously talking about. We look at sales performance in the long term, you know, and going back to what is my outcome. I start and let's just say I say I want to have 20 sales in a month and I set that number instead of doing what most people tell you to do where it's like, oh, set the number, wake up to the number, go to sleep with the number, have it everywhere. That's great. But if I don't know what I'm doing to get to that number, you know, what does it really matter at the end of the day? So, what I'm going to do is I'm going to say, okay, if I had a gun to my head right now and I had to select 3 to 5 things that I was going to do every day on a consistent basis that would lead me to this outcome, what would those things be? And if I did those every day or I laid out a very clear and consistent schedule for doing these 3 to 5 activities, Do I believe that at the end of the month, I've got a 90 to 100% chance of potentially hitting that goal? Yes or no? If the answer is no, you got the wrong activities. If the answer is yes, then I'm just gonna lock that in. That's my routine. And now from a judgment standpoint, here's the big key. When we talk about sales performance, it's a lot about self-judgment. From a judgment standpoint. I'm not judging myself against the scoreboard. I'm judging myself against, did I do the things today that I promised myself I was going to do? Because my belief is that if I just keep doing that, I don't care if I end up there on the last day of the month. I believe I'm going to get there. And if I miss, my margin for error is going to be small. Whereas if I just set the outcome and I just try to forge ahead, my gap and my margin for error can be huge at the end of the day, which is even more demoralizing.

Yeah.

Ryan, I'm sure there are a lot of small business owners in our audience right now that are like me, you know, Book Thinkers, you know, was a mid-six-figure business last year, 7 figures, you know, if all goes right this year, low 7 figures. And we have small sales teams, maybe the business owner is running the team, they need to put a bigger team in place, they need somebody like you. with more objective perspective to come in and do maybe an audit and teach everybody? Like, what's that process look like for your organization when you come in and help a company like ours? Just to kind of give everybody a little preview for what you can do?

Yeah, great question. So the first thing, Nick, is, you know, at Empire, we would come in and the very first thing that we would do is if we were doing a consulting project where we were coming in and looking at a company, You know, we would come in and do an audit essentially, and we would we would get the whole sales process totally naked, strip it down, and look at it soup to nuts. You know what what is happening right now? What are all the different you know SOPs that are in place? What are the different processes and procedures? What is the the process of of taking a client or a prospect? Through a sales call, what kind of framework is being used right now, who are the people that are currently on the team, um, you know, what are they like. We would interview each and every one of them and understand a little bit more about what they're like, you know, personality-wise, uh, what they really want. We would look at the goals and objectives of leadership and also the goals and objectives of, of the sales team in general and find out how much in alignment Those are, and then we would kind of look at at the goals of of the you know the leaders in terms of their their sales organization. Whether it's just a small shop right now, it's you know maybe the leader and a salesperson, or whether it's a full sales team, we would look at what the goals are and and based on everything that we found in discovery, we would just give a really honest no BS assessment of hey. This is where things are at right now. These are the big holes that you've got in your sales team or organization or process right now. And if you really want to get to this goal that you've talked about, this is what we believe would need to happen in order for you to get there. And that's usually where, you know, we end up doing some work for folks. And that can vary from, you know, full-on you know, fractional chief sales officer type work to, you know, performance coaching with their sales team to putting them through our sales program, Close Everyone. You know, it all depends on kind of what the business owner needs at that point. But that's definitely the process.

And then for people who— and by the way, I'll give just a little stamp of approval. Like, like I've said, I've met you a couple of times now. You sort of lead a sales organization. I'm a, I'm a client of that organization and I watch them do a wonderful job, BBG. Shout out Rory and the team. So, when somebody like that chooses to work with you, I say, hey, this is a good guy. But for somebody that wants to engage with you and learn more about your services, where should those people go and how does that process get started?

Yeah. So, I would say if you are somebody who wants to, who basically just wants to first start by learning how to do sales better in your own business, or if you're an individual, you know, if you do sales for somebody else right now, And you want to learn to level up your skill set. The first thing I would do is probably send you to go grab our sales script. We actually give away— this is exactly the same framework and script that we've used with, you know, 7, 8, 9-figure clients to help, you know, help level up their organizations. Same exact script, and we'll give it to you 100% for free. You can grab that at empirepartners.io/script. And, um, one thing that I will mention is after you enter our information, uh, when you jump into, uh, it's gonna, it's gonna take you to our free community. So we have a completely free community, Nick and Luke, where people can come in and just learn more about what we do. And we actually— there are a lot of people that we don't serve that are, that are kind of more at the beginning of their journey, and we just give all that stuff away for free. Free. We've baked out a whole bunch of trainings. There's everything from, you know, how to understand how to, you know, create your client avatar to a sales toolkit to this script to additional trainings. And you'll get them all inside of our free community. So that would be place number 1. If you are the— if you are the type of person who has an organization and you're interested in us potentially doing some work for your organization or getting a consult or us kind of doing a discovery process, process and kind of figuring that out as I laid out. I would say that the, the best thing to do is, is, you know, to, to email us at support@empirepartners.io and just put in Book Thinkers in the subject line. Really simple. And when you do that, I'll know exactly what it is that you're coming in for, and I'll reach out to you directly and, and we'll find some time to, to jump on the calendar and find out what you got going on. But That would probably be the 2 simplest ways for us to get connected.

Beautiful. Alright. Well, this has been a great conversation, Ryan. What an amazing person you are. It's been so much fun learning from you. I have this final question that I love to ask all of our guests, and it's this. If you pass away and all the stuff that you've put out, the courses, the books, everything disappears, but you can leave the world with a single piece of advice, What would it be?

Ask more questions and make fewer statements. It's the one thing that changed my life and probably continues to change my life literally every day is just ask more questions because as Marie Forleo would say, everything is figureoutable no matter what it is that you're after. And that's literally been the keys that have unlocked everything in my kingdom.

Wow. What a great way to end this episode. Thank you so much for coming on. We'll make sure we link everything that you talked about in the show notes, um, when we put this out. I appreciate you so much.

Awesome.

Thanks, guys.