Belief and Execution

0:04 Thank you for joining us on the Winning It Selling Podcast. I'm Bill Healthcamp of Reach Development Systems, and with me is Professor Scott Plum of the Minnesota Sales Institute. And together we have founded Franchise Sales Pro with a commitment to work with franchise owners and franchisees to drive sales and boost revenue. We don't execute on what we don't believe. Whether it's a sales process, a life change, a new habit, our actions or lack of them are rooted in what we truly believe about ourselves and what's possible.

0:33 In this episode we'll explore how belief shapes behavior and how shifting what you believe can unlock the consistent execution you need for real transformation. We knew your membership in optimism and resilience as Bill and I discussed belief in execution and other notable nuggets on Episode 680 of the Winning It Selling Podcast. Well Scott, I'm always eager to understand what your topic titles mean. Our listeners are feeling the same way.

1:06 Vaguerreas, vagaries. We'll get some mysteries revealed today regarding franchise sales pro. We went to a small event in Twin Cities last Thursday met some new people. And so we feel making a commitment to attend. We're going to become a familiar face. Right. We're looking forward to that. Alright, let's start off with our book. We are in Chapter 3. There's our second time going into it. As we listened to our podcast from last week, Scott and I felt we got a little in the weeds.

1:32 So we're not going to answer every question that Mitch set up in the power of purpose, but we'll cover it. And Chapter 3 is called Developing Your Purpose. And here's the components to the personal development process. And those are the kind of the questions we're going to go through. I think we skip one. Stretch your comfort zone. Seek mentorship. Develop discipline. Harness the power of habit. Examine your habit structure.

2:00 The importance of personal responsibility. I think that's the one I skipped because I don't like that. And then persistence with purpose. So he's got a really good comfort zone visual on page 34, which you won't be able to see if you don't buy the book. So gotten by the book. Follow along. It is a workbook and there's places to write. So his first topic is stretch your comfort zone. It's questions. When was the last time you stepped outside your comfort zone and what did you learn?

2:24 So my answer to this one, Scott, is every time I go out networking and meeting people. So this franchise sales pro situation, franchising, this is the way we went to. It's always a little uncomfortable for me. I have to work not to just go talk to the people I already know. Because I'm not there to meet. You know, it's nice to chat with some people that you know, but you also have to go stretch yourself and talk about talk to people you don't know.

2:48 I think the thing I always have to remember is everybody's kind of there for the same reason. Yeah. So, but I find it interesting that people get locked in a conversation and you go up and you walk up to the group and they don't say welcome. Yeah. You know, it's like stop your conversation. Somebody's trying to break in. Let's see what happens. Right. I was like the kind of pull whoever I'm talking to and I don't want to be interrupted to the side of the room outside of everybody else and have that private conversation.

3:14 They get back to the party. Well, I assume I'm going to get interrupted. And I try to say, hey, this is Larry and here's what he does and what do you do? You know, try to welcome him into the group. So try to do that. How about your answer to this one? My answer is, you know, stepping outside your comfort zone, you know, launching this financial sales pro. We have to cold call and I'm like, oh, man, this is not easy to get that wheel turned.

3:37 You're not known yet. Right. Nobody knows who you are. Nobody returns your phone call. You can send emails and you know, if you don't have that engaging hook in the beginning or you're not referring to something like that. You're not referring to somebody's name. It's really not easy to be able to get them to respond. So you got to be persistent. So that's what I found is, you know, doing the job of what we recommend is not easy.

3:56 Yeah. Yeah. Okay. The second area is to seek mentorship. I thought one of the good questions, what qualities do you look for in a mentor? And I put honesty with compassion. Meaning I don't think I don't like brutal honesty. I don't think I don't think there's a way to tell people they're doing something wrong. I want them to be ahead of me on the path. I want them to know where the landmines are and help me avoid them.

4:21 And I want them to have some element of success. It doesn't always have to be monetary, but they have a good family life, then I'll talk to them about that. Wherever they're successful, that's where I want them to mentor me. Wow. Yeah. Yeah. And it's transferable skills of dealing with persistence and adversity. But mine is really calling out bad beliefs and attitudes and really being proactive. And I want to find somebody that walks the talk and has that shared respect for me and I have for them.

4:49 And that makes a big difference. Yeah. You know, it's interesting because I've, I don't think you and I have a mentor mentee relationship at all. Right. But I think we are willing to do some of these things for each other. Call each other out in a kind way and say, Hey, I think you're doing this or that or, or, you know, this is bugging me. You know, partnerships are difficult. And I think you got to be willing to be honest in a kind way.

5:13 Well, I can give different options too in different situations. We don't always know the environment that we're stepping into. Right. Right. Okay. So the third topic is the role of discipline. One of the questions I picked was in which areas do you struggle with discipline? What challenges or obstacles prevent you from staying consistent? I think sometimes my desk area becomes a wasteland of inefficiency. I have some terrible habits and I've got to break out of some of those things and not do them.

5:45 And because there's so many things going on in my desk, I get distracted and I try to work on three things at once instead of working on one thing and finishing. You cannot work on three things at once. Right. Got to concentrate and focus and you can't go after the shiny object. So I got to do a better job keeping that area clean so I can focus. Wow. Amazing how my topic of belief and execution is so relevant to the book today.

6:09 For me, areas that I struggle and challenges and obstacles to prevent. I have a fear of being wrong and I unfortunately was raised by a critical parent who didn't have a lot of good things to say about my actions. They gave me that brutal honesty that at a young age it didn't really help that much and I used that word intentionally. But I think a lot of people are fearful of being wrong too. This next topic is the power of habit.

6:37 What habits do I currently have that are serving me well and reaching my goals? Well, I like rising early to get started. I did not grow up as an early riser. I was a late night late night owl. My parents were night owls and I would stay up till 12 or 1 in the morning and nothing good happens after 10 o'clock really. So my wife is an early riser and she wasn't going to stay up late. So I started getting up early so I get up at 6 and I'm pretty much I can't sleep a whole lot past 6 o'clock.

7:08 I have to make lists of what I want to accomplish. When I do that diligently things get done and then I have to take time to work out. I can get focused on what I'm doing and I don't like to work out workout. I like to play games but I don't like to work out so I have to focus and force myself to do that. You do a better job of that than I do. What's serving me well and reaching my goals is staying away from bad food.

7:32 I don't drink a lot of high fructose corn syrup flavored high fructose corn syrup. I don't eat at fast food restaurants very often and I just try to focus on a good diet and hang around good people and try to avoid the bad people that are pessimist and Eeyores and the sky is falling. I don't need that in my life. I got enough challenges already. Yeah well I grew up with an Eeyore. My dad was a pessimist and that is a hard mental block to break.

8:00 You talked about the critical thing so we are still in our 60s dealing with things that happen to us when we're kids. We have to overcome those. The last topic is persistence with purpose. Reflecting a time when you experienced failures, response and results. I'm in sales. I fail all the time. Failure is part of what I do. Sometimes I get a little angry and it causes me to get out and work a little harder for the next one.

8:27 I get mad if I drop the ball or I didn't do things right. That little bit of anger can motivate me. I had a time in my business when I lost my whale. That whale was really profitable. Every month I had two or three classes with this company and it was a good amount of money for not a lot of work. I didn't have a minute to take its place. Fortunately I had savings. I was somewhat prepared to avoid the dry period but it was a long dry period.

9:02 I've worked and been hired by companies once and not hired twice. It's because I wasn't following up and I didn't go back and want to have another round. Maybe I didn't believe that I had more content to share with them. Really reflecting on the expectations and the clarifications when you have one engagement. How can you really build it up and have another engagement with them? Or as for referrals or think about us becoming better at learning more and sharing it with our audience and the people that are listening and the people that we're training.

9:33 I think one thing that's helped is our podcast has caused some people to develop a better relationship with us. Boy is that fun to have a... It's not always a you're going to get business immediately relationship. That's where we have to invest that time is in thought leaders that we can continue to learn from. I think this has helped a lot. That's the end of chapter three. Get the book and follow along. It's really revelatory.

10:04 Is that a word? It really reveals you to yourself. Strategic degree. It reveals you to yourself. What am I thinking of? As a man thinketh, circumstances do not make the man. They reveal him to himself. Yeah. Real to himself. So your circumstances will reveal who you really are. This will cause you to think about who you really are. I think that's important. Last couple months ago we had Jimmy Z. We just finished with him and Jimmy Z just sent us a nice audio note.

10:37 I just want to play that for you. Hey Scott and Bill, this is Jimmy Z. I just wanted to reach out and say a quick thank you to both of you for spending time walking through my latest book sales perspective in your book club on the Winning It Selling Podcast. It was a real honor and a joy for me to listen to two men I totally respect in terms of understanding the components and the issues and the struggles and the successes and the roadmap when it comes to selling in today's world.

11:08 And listening to both of you work through some of the content that I wrote in my book in your discussions back and forth honoring me but also challenging not only some of the things that I brought up and talked about in my book but also being reminded of your great levels of experience that you brought to the conversation. I just want to let you know that it has meant the world to me to be part of this. I look forward to continuing to follow what you're doing and encourage other people to do the same and thank you for giving me some attention and some honor.

11:43 By the way you spoke about me in the value that I bring through not only my book but also in the speaking that I do. Thanks again to both of you for all that you do to support and drive value in the sales industry. It's a wonderful business to be in. Life is not about transactions, it's about relationships when it comes to sales. And you guys exemplify that in a wonderful way. So just thanks again to you both for all that you do and this is just a quick note from me, Jimmy Z saying I wish you all the best as your partner.

12:19 As your podcast plows forward making a difference in the lives of those of us who are in the sales field. Thanks a lot guys. Talk to you soon. Well that was very profound Jimmy. Thank you for sharing that with us. Thank you for being on the show and thank you for letting us do your book. I think a lot of our listeners really enjoyed it. As we start to finish up this book, The Power Purpose, if there's another book that you think we should do, we're looking more of a sales process book.

12:44 Send Bill an email, drop us a note on LinkedIn, connect with us there, send us a message and tell us what book, sales book has had the greatest impact on your life and your career. Before we get into our topic today of Belief and Execution, we were rated on another list of podcasts, sales podcasts, feed spot, did a list. And when I was putting the list together this weekend, we were number eight, I looked at it today and now we're number six.

13:10 So we're moving up. As like magic. I don't know how it happens. I'm grateful to be recognized. Three more listeners tie it in. Thank you. Thank you for really making our podcast, winning a selling podcast in the top 1% globally of all podcasts. I don't think we talk about that enough. Yeah, and we really love it when you guys contact us. We hear from you. We even have some friends that when they come into town, we have breakfast with them.

13:36 And so, you know, we're available. If you've got ideas about the show, topics that you want to talk about. And as Scott said, books that you want to cover. We're happy to entertain your ideas. So the topic today is on Belief and Execution. I call it the B&E. Have you ever been charged with B&E belief and execution? That really happens. But one of the things I think that ties over from the book to this particular topic is on page 42.

14:05 There's a story about Jerry. And Mitch talks about this story. And he says, because Jerry believed in me, I found it easier to believe in myself. And I thought, boy, that's leadership. And when I read that in the book, I thought about a clip out of a film that I saw many years ago called Celebrate What's Right in the World. And it's by DeWitt Jones. Maybe some of our listeners have seen it. But there's a line in that movie that says, I'll see it when I believe it, which is a purposeful reversal of the common phrase, I'll believe it when I see it.

14:41 Which is more of a pessimistic approach. And I really want to encourage you. It's saying, I can't believe anything I don't see. Right. Most of the things, the future is believing what you can't see. If you think of all the great thinkers, they went outside of what they can already see. Well, think about when a boat leaves the harbor. Where does it go? Can't see the other harbor. That's right. It believes it's there. And as long as it keeps going in the right direction, it'll get there.

15:11 One of the other sources of this topic is, some years ago, I worked for a great man named Brent Bassfield. And he owned a few rental properties. He liked duplexes. And he was telling me about one of his renters was behind in the rent. And he doesn't really tolerate anybody that's laid on the rent. As soon as they're late, he just starts the eviction notice. And he's never been laid on that. And I was thinking about that one day when I was leading a small sales team, a young sales team.

15:42 And one of the sales reps was walking by my office one day. And I'll change his name to protect the innocent. I'll call him Johnny. I go, Hey, Johnny, do you have a minute? Yeah. And he comes into my office. I go, Johnny, what's your goal this month? And he looked at me and he didn't know it. And I said, stop. And I gave him the goal. And I said, let's get together next Tuesday at 10 o'clock. And let's talk about how you're going to make that goal.

16:08 Now, we already had an appointment on the schedule. So it wasn't like I ambushed him or anything like that. But I really want him to think about what kind of meeting we're going to have. And I asked him that question before the meeting to be able to prepare. What kind of agenda do I need to prepare to have the meeting that I want to have? And at Tuesday at 10 o'clock, he showed up and I said, so what's your goal? And he gave it to me. And I said, good. I'm really glad to hear that.

16:33 And I said, Johnny, I'm kind of curious, what is your rent? And he goes, what? I go, how much do you pay in rent every month? And he gave me his rent. And I said, wow, that's a lot of money. Do you cover that whole thing? And he said, no, I have a roommate. I go, that's what I thought. I said, what happens if your roommate doesn't make their rent? He goes, well, I don't know. I guess I'd have to hound them for the rest of the month and try to get the money. And then I said, well, what happens if it doesn't happen in the second month? They don't have the money.

16:59 He goes, well, I guess I'd have to find a new roommate. I said, you know what? Your quota kind of works the same way. There's no carryover. If you don't make it this month, you can't push it down the street and kick the can down and go, I'm going to make it up next month. And when we start taking that quota more seriously, similar to paying our rent, the person that takes over the rent is not going to make up for the lost sales in the quota that that other salesperson missed or the other roommate didn't pay the rent in.

17:26 And when we have that belief that quotas are as important as rent, I think we're going to act a little bit differently. Any comments on that story, Bill? I think we keep hoping people will change. And we had a great conversation yesterday with a client and they have a new CEO. And this new CEO has changed in things because he's holding people accountable. And it just as you were doing with the young man, the young salesperson, it helps to have other people hold us accountable to say, you said you were going to do X, tell me why I didn't get done.

18:03 And is that a powerful conversation? Right. It is. And when you start raising the standards, you start raising the accountability. You really have an impact on the quality and the morale and the culture. I want to share five steps with our listeners on different ideas and different questions they can think about when it comes to their beliefs and then turning those beliefs into the execution. So the first one is the inseparable link between belief and action.

18:28 And the premise is that we don't act on what we don't believe. And without belief, execution becomes forced, short lived and avoidable. And the example that I like to use is someone might read a self-help book but never apply anything in it because they don't believe the principles will work for them. And it's amazing how we can read stuff but think that it's not applicable to us. I had a friend who called that a good attitude bum.

18:57 Yeah. They knew everything to say, but they never did anything. Right. And so you can have a great attitude, but if you don't execute on it, nothing's going to happen. Well, hopefully there's a few questions that can trigger that thought and that maybe that familiarity with some of our listeners and they can think about doing things a little bit different. When they start applying more confidence and belief in themselves. So here's a couple of questions is think of something you're putting off.

19:24 What belief is blocking you from acting on that? So we like to procrastinate. Well, sometimes a common belief of that is that we're a perfectionist. And we want it to be perfect. So we're never going to be done. So we never really keep moving on things. We procrastinate on it. Very normal to do that. Here's another question is, are you rejecting a system because you doubt the system or because you doubt yourself within it?

19:46 And I think about the sales process. There's what five steps, seven steps. We've seen some of them as high as nine steps. I saw some that are like 108 steps, but but but a hundred of them are call and say, I'm just checking in. Oh, touching base. Yeah, doing that. But if we look at the sales process, do we believe each step in the sales process is important? If we don't, we're not going to execute on that step in the sales process. And then what's going to happen?

20:17 Unknown, because we're not following the system. That's predictable. We're able to adjust it and have that. And and have some projections on the other side when it comes to revenue. The second one that I'd like to share is the self worth, you know, the foundation of behavioral change. And the core insight of this is that we won't pursue a better outcome if we don't believe we deserve it. This shows up in health, career, relationships and money. And the example that I could share is if you don't believe you're worthy of being healthy, no diet or routine will stick. And this is one of the areas that I I'm not very good at, Bill.

20:55 That's why I wouldn't commend you to your commitment to exercise. I don't have that strong regimen to commit to exercise like I should. And it's a belief system. I'll tell you what, Bill and I belong to the same gym. It's not like we don't know where it is. I know where it is, but I don't get there as much as Bill does because of my belief system. I take responsibility for that. And that's about to change because I'm making it public now. So now I've got to follow through on it.

21:17 I think too, Scott, you know, I agree with a lot of what you're saying, but I do think there's just a factor of plain ass laziness. That's true. You know, just oh, you know, I thought about it, but I was watching TV and I couldn't move my lazy boy, you know, kickstand down to put my feet on the floor. Then the next one started. So I stayed there and all of a sudden it was two in the morning. And then I, you know, fell asleep in the chair and got up at three and went to bed.

21:49 It's like, it's not just belief, but it's also desire. Right? I mean, we talked about this last week in the book section about starting our own business and how few people will do that and how so many people will let you know. How many people will let their mom or dad or brother or sister say, oh, you won't do that. And then it's okay. I guess I can't. Right. And it takes a little bit of backbone, a little bit of backbone. Maybe that backbone is built in belief. Wow. It's also sometimes just getting angry.

22:26 Well, it is. And there's got to create some friction because there's some attraction and you can't have friction without attraction. Yeah. Here's a couple of questions to ask is, what does your inaction say about what you believe you deserve? Oh, man. I mean, when I walk around, I got a little beer belly on me. I mean, what is that telling everybody else that I'm in the room with about what I think I deserve? And that's not a good message. And it's up to me to be able to change that. I think it's also to think what's possible. Yeah. I think a barrier to break out of sometimes is our parents level of living.

23:01 Now, it's not always the paycheck, but it's the kind of the size of house. I can't believe I deserve or can have a house better than the one my father had. Right. Right. And so we kind of self limit ourselves. We slow down when we should be putting on hitting the gas because, well, I'm doing pretty good. I'm doing as well as my dad did. And then all of a sudden you're 40 and you're not moving. Right. So that can be that inaction. Yeah. There's one more tough question and step two. And then we'll get on to step three is, do you see progress as something for others or something possible for you?

23:42 And sometimes we can be very critical and judgmental of other people. And sometimes we're doing that based on some of our own faults. But if we start taking ownership of our own faults, maybe our behavior will change and our lives. Are you the kind of person that's tearing other people down? Are you the crab in the bottom of the bucket trying to pull them down saying, Oh, you won't hit your quota. You won't. I can't believe you know, you get the water cooler talkers. I can't believe they're trying to make us hit this quota. We'll never hit that quota. And then all of a sudden you're, you know, your your your carpet is destroying other people's dream.

24:13 I mean, you don't even have to say it. I mean, even if you think it, you're automatically sabotaging yourself just by thinking it in your mind. So, you know, like I said, don't let anything into your life that you wouldn't let into your child's life. Stop thinking it. And I'm telling you, you're going to have a much better life. Think about something positive. The eight inches of air you got to protect the most is the one between your ears. Exactly. So who you listening to? What do you read and what do you want?

24:39 Number three is the system must earn your trust. So it will only follow systems when we see them as credible and align with our goals. I remember the book atomic habits and and and we're looking for another book. So again, you know, we're thinking about atomic habits and we've got another sales book that we're looking at. But we don't rise to our goals. We simply fall and fail to our systems. So this is where sometimes routine can be good. Sometimes a routine can be bad.

25:06 So I just made me think about the book when when I read it in another book club many years ago. But think about it. Skepticism isn't bad. It's a sign your beliefs need alignment or clarity. So when we're when we're skeptical, it's like, okay, let's figure out what do we need to be able to have a little more confidence in this. And skepticism isn't your isn't your excuse to stop. Right. Right. Oh, I don't believe it. So I'm going to stop. Right. It's your reason to say I need to look into this further to see how I'm going to make it happen. Mm hmm. And we've talked about sales processes and we've talked about sales strategies. And do you see your current strategy as a bridge or a barrier? And and if you don't look at it as a bridge, you're not going to have confidence in it. So no belief in the strategy, no execution in the steps.

25:56 And and that can really slow people down just because of the our own head trash. And, you know, what would you need to believe about a system before trusting in it enough to follow it. So look for what's missing. Find it. Apply it. debrief when you apply it. And I think you'll be able to grow and then along the road. So number four is diagnosing your beliefs and then upgrading them. So get radically honest about what you believe and why, you know, what behavior is being influenced by this belief. What belief is rooted in this particular behavior? And I think sometimes we need to reexamine the experiences that we've had in life. And where did we learn this belief was probably based on experience that we had in our lives early on as a child?

26:40 John Impression. But we didn't even know it happened. It's all subconscious. There's an old Mark Twain's quote, I guess, that a cat. Oh, that a cat will not sit on a hot stove lid a second time. Unfortunately, he won't sit on a cold one either. Yeah, right. Meaning once I've learned something, I could overestimate what that means. Right. I got burned once. So I'm never going to do that again. Well, look at the situation, not just at the getting burned. Right. Yeah. Right. What are you going to do differently? Don't don't reject everything because one time it didn't work out.

27:17 And we see that a lot in people trying new ideas for sales. Oh, I tried to do asking questions and it didn't go well. So I'm just going to do my pitch. Yeah. Yeah. So a couple of questions to ask yourself is what one belief do you need to let go of to move forward? That's an inward journey. And then who do you need to become to believe differently and act accordingly? So who do you need to be and how are you going to act differently once you decide who you want to be?

27:46 And sometimes when we go through life changes, we need to decide who we want to be on the other side. Well, I think you mentioned you mentioned a ton of habits. And the point of that is you're not going to become someone different all at once. You become someone different by making small incremental changes. I'm going to I am going to write down my goals every day. Yeah, I am going to make a good to do list every day. I am going to, as you say, eat better today, every day. I'm going to, but one day at a time today, I'm going to eat better.

28:22 Right. I believe I deserve a better life. I'm going to treat myself better today. Nobody else's. That's really up to me. That's right. So as we close number five, no execution, no transformation. So a belief is the ignition. The execution is the engine. And without action, belief is just a theory and life stays right where it is. It's the same. No change. No change. To get a better life, we have to believe in a better tomorrow. And we need to believe that fueled daily execution is going to be the vehicle to be able to get us there.

28:59 Every single day, we need to be conscious of our goals, our priorities, and we need to be able to execute them in our behaviors. Think about that. Think about that self talk. Yeah. You go to like you talked about cold calling, me networking. What are you saying to yourself? Are you saying to yourself, Oh, why am I cold calling? This isn't going to work. They're never going to answer. Nobody answers their phone anymore. Blah, blah, blah. Or are you saying, Hey, I can't wait because when I get hold of somebody, man, am I going to have a great conversation with him? Right. Right. So what is that self talk that's fueling the execution? If it's a negative self talk, you're going to cancel it before you try.

29:40 Or hesitating on the execution. I mean, what's the motivation? What's the fear? And I think the next chapter in the book, we're going to be talking about fear and how that holds us back. So true. I mean, false of evidence appearing real. I think it's one of the acronyms that I've heard. So as we start to bring it home and we close out the topic here, think about some of the questions that you have to ask yourself. Uncover the barriers that are blocking the behavior and the results that you want. And remember that beliefs don't guarantee results. Actions, execution does. And what's one small step for you today that you would take to truly believe that it will work.

30:22 And give you a better life that you believe you deserve. And if you don't believe it, you're not going to do it. So I'm going to close with the line again from Do It Jones is I'll see it when I believe it. And if you see it, you'll find it. If you don't believe it, you'll never find it. So stop looking change your belief system. So thanks for letting me. All right. Nice. Nice. Nice topics. Got nice topic. So our gold nugget as we wrap up today, this is from a L Williams who started the insurance company.

30:50 The number one problem that keeps people from winning in the United States is a lack of belief in themselves. Hmm. Yeah. So sure. And of course, I think our school system, you have regard to the school system screen. Not right now, Bill. Yeah. I think we have enough time to go. I'm going to just say that our school system is excellent at helping people to not believe in themselves. Minus five, you get fixed those five, you're a weak perfection. That's what we need in school perfection. So.

31:16 All right. Close it up. So everything we talked about again is that winning at selling.com. So www look at the show notes there. Next week, no book club because we're going to have a guest. But in two weeks, the Power Purpose, a guide to discover yours chapter four. Exciting next week, our guest is Stevie Ray. He's a comedian, but he works with businesses. And his topic is improv that works engage, build, innovate. So it's very exciting. I know you've gone through his program.

31:48 I have gone through his program. And you know what, Bill, if you haven't worked with Stevie Ray, there's no way you can predict what that episode is going to be like. Yeah. Well, I work with you, Scott. There's no way I can know what yours is going to be out of script. No, do script very well. All right. Please subscribe. Share the podcast with your colleagues on your social media. And if you're so inclined, give us a five star review. This is episode 680. Go out and get better one scale at a time.

32:14 Joyful selling.