Getting Sales Digitally Ready

Speaker 1: What I say and the music welcome to the live stream. And here we are on our fifth live stream. You can see up here, sorry, up here, the new business show, that's our new term. That is our new title for what we're doing. And over the next few months, we'll be expanding what we're talking about and delivering something that is not been done before, which is the best way to describe it really is life consultancy. And the point of that is, is that there's a, there's a great deal happening out in the business world and in order to deliver and, and to achieve the levels of business that people need. They don't just want it. They need it. There has to be a different way of approach and something that's scalable, but that's what we're going to talk about. Now. We're just going to run the first intro.

What are the problems? One of the fundamental problems in business has always been the generation of new business. And it's, it's very difficult for anyone to look at their existing businesses. They resist existing organizations to say, right, we're all fired up. Let's go out and, and set the world alive. It's a big problem. And the reason it's such a big problem is that what are you going to do differently? We were going to come out of lockdown and taught intensive purposes. A lot of people are still going to be working from home and doing, doing whatever they do. And there has to be some justifiable reasons to go back to what it was before having had 12 months of people working from home. So how do you do it? How does one do it? How, how does one scale one's business? It's very difficult, especially B2B.

And when you look at business to consumer and the B2B market, with the way that they operate, it's different, it's a different strategies, different approach. And because of this, we had kind of done a slightly, uh, a slightly different way around than I expected to, but never mind with B2C people have expectations and those expectations are imposed upon B2B and the expectations are, we want something to go viral. We want something to be produced that will, that will attract lots and lots of different. It sounds great. It sounds ideal, but it doesn't happen in B2B. You, I will go and buy something because we want something. We either are going to look good in it. Want to eat it, want to drive. It, want to live in it, whatever it is. It's because it's a personal decision as an emotional, personal decision. When it comes to business, these aren't emotional, personal decisions.

These are decisions based upon is this going to drive my business forward? Is this going to make me money? Is this, how is this going to affect my whole business? If I change or do something it's a con a very, very considered purchase, which is why everyone jumps up and down about ABM. So the key thing here is this, what on earth can be done differently? And th th th just to, just to show, or just to explain, I've been working in selling and running my own organization in technology and consultancy and marketing and new business development for 35 years. I know what I'm talking about, and I can, I can, if you can see it here, I can hand on heart. Say that marketing is a failure for B2B has been for, for many, many, many years, because why do I know this? Because I've been doing it not because I've been a failure.

I didn't realize, um, I don't know, 15, 20 years ago I was turning over 200,000 per person per annum. I didn't think anything of it then. I didn't know what I know now then, but to realize that most businesses turnover, 80 to 90 grand per person per annum now, and the reason I transitioned from selling technology to looking at the methods to sell and sell new products and more products, new business development, marketing, white kind of thing was because the method, the methodology and the processes were so bad and so inconsistent, I thought that it had to be different out. There had to be a better way of doing it. And so when I, you know, over the, over the past number of years, I've read loads of books. I read a hundred hundreds of books. Um, E-Myth I got E-Myth and thought, well, that's, that'd be an interesting book and realized why I was doing this 10 years ago.

I was looking to extract myself from my business. So it could function effectively in a 10 years ago before I even read E-Myth. And so looking at the way businesses operate, I spoke to our accountants the other day yesterday, uh, Tuesday. And, uh, at the end of the day, you can, I can, you can, one can buy accountants. You can buy HR people. You can buy tech, you can buy support, you can buy customer services. You can buy every single person that you need in a business, in an organization, but you can't buy a new deal. We're not talking Brown envelopes, but you can't buy new deal. So how do you do it? How do you scale it? And so people go, well, we'll use tele sales. We all use some co some form of new business development strategy that involves lots of human resources.

So what we've done, we've, we've kind of bought with this together and said, God, if you do what you've always done, you'll get what you've always got. And the same goes for generating new business. So some of the statistics we've, we, you know, we've, we've, we've seen what people, companies are charging to do tele sales or companies that are paying salary-wise for BDRs, for business development reps, or new business development directors, whatever they want to call them is this irrelevant. Because the activity that they're doing is one-to-one really kind of snapshot. Statistic say, you pay someone four grand a month to do a BDR job. You give them sales navigator. You expect them to communicate and connect with a number of people. If they were going to call people, they could phone 350 people a week give or take 1400 people a month cost you four grand a month to do that.

So you can reach a dial, not reach, dial 1400 people, that's it. And everybody knows because of the 1400 people, you there, that you ring them and they'll be in, but not available, gone to the loo, gone to lunch, not working at the office, working from home, but they'll never get put through anyway. And we'd come with touched on this last week. But the thing is, is when you look at scaling this and looking at what this, this show is about, it's a new business show. It's about explaining how you can scale what you're doing.

You could pay a grand a month and reach 40,000 people every month. Everybody, most people I say everybody, most people in sales know that 1% of your market or looking at any one time. So over the course of a month, you could email 40,000 people. And 400 of them may well be interested in what you're doing. You couldn't. If you had that many inquiries, you couldn't cope. Most people couldn't cope, but this is the transition. There has to be a transition. It doesn't, it isn't going to happen overnight for you. We've got it all set up. You, you may well have received an email from me. You may have received an email earlier today from me saying, we've got, we're live in half an hour. How long did that take? And apart from obviously the previous content that we produced and the graphics and so on, but to send out to a select number of businesses that are local to me takes very little time at all.

Certainly wouldn't Warren employing somebody full-time to do that. I mean, my I'm, I'm not liked by marketing people. I think B2B marketing has failed. I think marketing people don't know what they're doing. I think no. I know that managing directors are dissatisfied enormously with senior marketing people. Why don't you beat marketing people in general? Because they promise the earth and deliver nothing, which is why they keep getting fired every 18 months. And I'm going to keep talking about this every week, because this is really, really serious. Now there's a point to this and there's a logical point and it is institutionalized structure that is presented in the form of finance. So if you start from banking and you stop and you look at investment and banking and venture capital and accountants and things, people look to their accountants. And we do have, we have a counters watching us people look to accountants as being the, the, the, the, the, the business sages that they will give them all the advice they need. Why would account and accounts that know about marketing or, or new business development or selling? Why should they absolutely shouldn't. They have speciality and expertise is in doing the numbers. That's what we pay them for.

But the point is, is that what's expected of you as a business owner, uh, two rows, right? From when you first started your business, there were two rows on your piano. And that said, one said sales. And the other said, marketing, sometimes they're combined. It says sales or marketing. And that the, the problem is, is that if marketing isn't working and it's hemorrhaging, lots of cash and salespeople, can't get to see the people because they're not getting the leads. And now the actual, the odds are in the region of 385 connections. Before you find someone that's interested, then business, especially B2B, I've got a really big problem and it's not going away. And that's what this, why have a live show if he's that bad? Cause it, cause he's not that bad. That's why we have life by being, by doing a live show and reaching out to people. You're able to communicate with 40,000 people every month, assuming you had a 10,000 named database and, and you had 10,000 people that you could potentially sell to. But nevertheless, even if it was much smaller than that, it doesn't matter. It's focused is absolutely laser targeted, focused on your vertical. And you already know who you want to sell to and who you have sold to.

So it's essential. It's essential businesses understand how they can scale their new business efforts. And up until now, this wasn't the done thing. I come on, I do our show every week. Since when, since when does someone do a live show every week for B2B? You hear about it on LinkedIn, or you might maybe not so much on LinkedIn, but definitely YouTube. And you see, you have the people doing things on various things on, um, on Facebook, but all those people that you sell to every one of them has got, I'm looking at my phone. Every one of them's got a mobile phone, everybody, everyone has got the ability to look at what you're doing in their pocket. 24 seven. Pretty much. If you could think back to fax machines, you th the re the reluctance to buy a fax machine was because your, your customers or your, or whoever didn't have one, gradually everybody had one.

You know, you get them for, you know, buy, get a fax machine for free at the petrol station. But when everybody had one, it was not, it wasn't a problem. And this kind of, it's not late in the game, but everybody's got the ability to watch video and live stream on their phones or tablets or laptops or whatever. So everybody's got the resources to consume your content and your content can be produced at the click of a button in your office or a work. Could it a work station? I have a workstation here in front of me with everything sets up and I come in and switch everything on and it all works and we go live. So it's, it's, this is really important for you to kind of start thinking, well, wait a second, wait a second.

If this bloke that I'm watching on on the screen can reach 40,000 people every month with a click. And here we are, we're a 20 5,000, 250 500 person company. And one person that we're watching on a screen has got more reach than we have. Then there's a problem per se. And a key thing is to say, go and do it. I've got nothing to sell you. I don't manufacture microphones or lights or Mike's lights and cameras. I don't manufacture anything. All I can do is help fast track. You get to that point because you can bet your bottom dollar, that if you don't do it, your competition are going to do it. Somebody is going to have is changing already. This is low cost subscription software available to anybody and with a little bit of thought and creativity, bingo, a light show. And that's, that's what the issue is. That's what the problem is. So what I want to do the point of the, of today's show was about getting digitally prepared. Bear with me on this, because I've got things under a speed dial button. And one of the points of this is that it's not just about go live every time you've ever watched ITV or sky or anything for that. Any, any TV program for that matter, you see the adverts, you just accept it. You listen to the radio, you hear the adverts, you just accept it.

So why wouldn't somebody expect to see an advert watching you live? What I've got here? Just some examples I played in the store. They're only 20, 30 seconds long, not very long, but just see. And I'll just explain why the why and the backgrounds of them each for each one sees of here's the first one fingers crossed.

So the point here, there's a, there's a, um, a logic in terms of, um, people read, obviously people like to read Mo re they like to read subtitles, but they also will read content and information on a screen. When that information starts moving, it's an instinct to watch it and to be engaged with it, by clicking on it, and with there being some music and so on, that makes it memorable. So it's really important. And that kind of segues into this one. And you'll see what I mean again,

Okay. And the point of this is, as you're doing a live stream, as you're delivering whatever you're going to deliver, we'll be back after these messages. And you have, you create your adverts. You're creating a show. You're creating something that you've been used to watching on television for decades, and it can be produced in your office. I mean, it, it is because we will help you do it. It is really straightforward. It's really simple. It doesn't take very long and you use it for years. It, it exponentially increases your reach. And it's about giving people this, this reason, and this is the final one for today.

So the point it's about being creative in your business. And it's not about recruiting lots of people. And this is why a lot of marketing people don't like me. I tend to say, well, just sack them all, get rid of them. They're not good. They're not, they're not, they're not serving you. They're just go through the motions, doing what everybody's ever done before, without increasing your reach without moving the needle, without changing anything for what? And I talked before about the whole thing to do with how, how, how the con, how content is structured. But before I get onto content, just, just, just for now, cause I, I will reiterate it and you just go over it again. But one of the things I want you to show, and if you've been, if you've been told about this, that's great and let's just pop into, onto this screen.

So government have said at the beginning of this month, they've said that they are going to make capital increase capital allowances, as you can see to your capital allowance, super deduction. So if you spend 30 grand, the reality is, is your net, your net, your net cost is about 22 grand, 22 and a half grand, something like that. So you spent 30, the effect. It has, um, you, you, you S you save an additional seven, seven something thousand happy days. And I think that's, that's a really interesting thing when it comes to looking at this type of, of, of structure and what we're doing. And I think that the combination of that, the fact that this is going to be available for a couple of years will be very interesting to a lot of businesses, because if you're looking at spending, or if you do already spend whatever it is for your business development reps and your, and your, um, your people doing tele sales or, or finding, or doing the research to generate new business, you've got to weigh up the costs. You've got to weigh up the effectiveness because up until now, there wasn't really anything else. And that's, and that's, that's the difference up until now there wasn't anything else. So you have to weigh up and go, well, we've, we've got this many people doing tele sales. We've got this many people who as BDRs, we've got all these people in, in marketing. Um, so what are they doing?

It's a biggest, proper is a genuine, genuine question for you to ask yourself and for your colleagues to talk about this, about how effective is actually, you know, is what we've got and how much reliance is put on sales, people with their black books, with their previous relationships, with other businesses. It's got to be you, you can't read, you can't really say, Oh, I'm not listening. I would just unsubscribe. Let's not watch this again, because he's talking rubbish. My accountant is the first time I told them what we're going to, what we're doing for people. He went, why we're doing it too much time. We've got a space in the office. We're going to set up a studio. Great. That's great. Yet we can reach people to, Oh yeah. Amazing. If I've convinced my accountant and they're never the easiest people to, to convince, you have to think about what they're doing and on the subject of what they're doing. And it's kind of, this really does play back into the, the point I made right at the beginning, which is live consultancy.

The things that I say you will not hear anywhere else. You certainly won't hear me hear someone. If, if we were talking about consultancy of what could be, same fire them and get rid of it, get rid of your marketing team, get rid of your tele sales team, implement this and half your sales team. They go, I've just made your company profitable in one sentence. Oh, and we'll will ensure that you get more exposure to more of your perfect target market than you've ever done before. Nobody's ever said that to you ever. And like I said, I've been doing this for 35 years. I've seen and listened to and spoken to and heard the drivel from so many people that go, Oh, I'll make it all happen for you nonsense.

The only way you can make it happen is scalability. If you cannot scale your business efforts, you're just going to do, you're just going to keep ticking over with whatever you did before. Probably less because of the state of the way that the world has taken itself down this, this, um, lockdown scenario. So when it comes to this part of the consultancy, uh, w we've got just to let you know, we've, we've got a new format. There's going to be, um, presented in a few weeks time. And it's all about different creating different sections. This is fine. This is a headshot. And we've got some templates and overlays and all this kind of stuff. That's all fine. But we were taking this down to them down a more formal approach, um, that will include presentation of equipment and showing what's new and helping people understand how to drive a move this whole live business to business live streaming thing along. But coming back to where we are now looking at your tech, looking at your, your content and what you have at the moment. You have articles and you have white papers and downloads. You have, um, videos and podcasts and soul.

The way that your content is structured or is not structured is the reason that you don't figure very highly on SEO. I don't advocate SEO is amongst gamers for B2B, as far as I'm concerned. Great for, for B to C, but for B2B, when you are, when you have a consultative sell, if you have a large ticket sale sale, if, if what you do requires information, advice, and direction, and, and helping customers go down a certain path and building something for them, they don't know that they need you. And if they don't know that they need you, what are they going to search for? So that's a fundamental problem. So here we are. We've, we've got this, um, this understanding and it's essential, not, not just for now and forget about it. When you do live stream is fifth period. Start with an article. I've got a screen here should come up. I should look, okay. Now this, this screen here, this is a typical page, and you can get, you can get access to this on our website. So it's under an SEO article that we wrote, but your article needs to have for certain title that w that appears at the, at the top. When you look at your web browser, you can see it across the top.

Your articles got to have H one H two, three, four, five bullets numbers, um, embedded video images and so on. And B and B, approximately two to 6,000 words, long as a lot of people think, Oh, that's long. Have a look at the lent of articles that you've got on your block. Lots of business businesses perceive and believe that writing a blog is good enough, put a pretty picture on there. Job done. Three, four paragraphs should be okay, get all the staff to write three or four paragraphs, or we've got loads of content on our website. Yet. None of it gets referenced on, on Google because it's not written for a 12 year old. It doesn't present you as being an authority. And because of the information and structure of it, the voice search engines can't see it. And the search engines don't know what category your article should be under. And you can only do that through using something called structured data.

Now, in addition to that, if you have, um, obviously you have your, your site map and the information is submitted to Google on a regular basis. And Google can reference your site map and know where all of your content is because you've given it a path and there's no, no dead end pages, four Oh four pages, all that kind of stuff. The point is, is that in order for you to appear on page one of Google organically, you've got to have a decent, a decent document. But if the documents and F three document that you're producing is being hidden behind an email form to allow somebody access to it.

Not even Google can see it, let alone your customers. So the first part is to, is to free up documentation, but then to review it, you must review your documentation to expand on it. That for example, there are professional bloggers. If there was a professional blogger before a blogger would be someone that did a personal log, you know, that that's all it was, but professional bloggers will go, alright, okay. What's, what's trending at the moment. How about I'd know, motorcycle, motor, cross bikes for kids, you think, well, what's I got do with what we're talking about. Now. There are people that say, right, we're going to go, we're going to get a, we're going to write some articles. We do some research, some articles and articles. Sorry about motorcross for kids. We'll put the helmets in there. We'll put the protective gear in near the bikes, the repairing, the maintenance that the trailers, the hour, everything.

And then you realize that people are actually looking at looking for this stuff, because they've done their keyword research. They're looking for this stuff and they go, Oh, great. We've got a hundred thousand people look at that this week, this month because they monetize it and get paid by Google for the adverts that appear on the page. I, a professional blogger they'll write about anything. It didn't have a certain subject that they're passionate about. Well, lucky days happy for them. But the reality is that's what people are doing, but not in B2B. It's the most scant information provided, which means you never get to appear on page one. And there are certain market. If you look at marketing businesses, Oh, they're also clever. Yeah. They know they, they put their, their content up there. They put long form information. They put, they create, um, articles that have got bullet numbers. Like the top of this, this article here. Um, what we've got at the top here is, um, I'll stop here. There we go. Just down here, contents.

So we can go to, um, how to do SEO for the administrator. Click on. It brings you straight down. Oh, great. Okay like that. And so the whole point of this is saying that you, you have to know the, the, the, the, the necessary structure before you embark on saying what it's going to do. SEO. Remember how many SEO people, if you ever met, and you said to them, okay, guys, great. It's lovely to hear what you're going to do. How good are you at copywriting? And let me see some of the content that you've written in the past. He got, Oh, no, we just do key words or we'll tweak this and tweak that.

So if you want, if you want to be seen as an authority, you've got to write the content. You've got to present the content, but people are never going to know that you're an authority. If you've hidden all your content behind an email form and invested however many thousands per quarter in marketing automation platforms. So the, the figure I mentioned for one person of four grand a month, as a BDR that excludes your mock tool, automation costs and all your marks, people, everything else. So one live stream strategy trumps everything and everyone. So you can see that there's, there's some, some serious logic required even right now, before you move on to this, yes, I'd love you to contact me and say, Oh, Nigel. We'd like you to go and do, you know, look at this and how do we set this up and so on.

But the reality is there's a transition from understanding that you had sales and marketing on your P and L and that needs to change. That needs that, that awareness, that expectation that's got to change. You must have scalability. Otherwise you'll be your business will fail. And that's why so many businesses do fail because it's a one-to-one effort in a way of, of, of looking to generate new business. The same thing applies, and it still comes back to being digitally ready. You've got to understand the mechanism and infrastructure of what you've already got before you embark on doing the live streaming, because you go right. Well, we now know what we're going to talk about. Look at all these articles that we've got to have got next to no traffic. Let's use those headlines and talk about that in our live shows, let's get somebody from sales. Who's very confident and gregarious and outgoing and whatever, and come con taught the legs of ITE nine legs off a donkey. Not that I cannot come, but some of those confident in front of a camera, get them to do the presenting. You don't need more staff.

You walk in, in front of the kids, switch it on, click, go live and who you are. So that moves on to the video side. Videos are same. If you have a video and not the, not, not many businesses have lots of video, but those that do rarely have a full transcript on the same page as the video and have embedded the transcription information. It's called an SRT file. That's used for closed captions and subtitles and embedded that in the, the metadata we then site within their website. And the reason it goes in the metadata is that the voice search engines, if you said, I hate Google, um, present, you know, give me the list of, of companies that have got videos on X. Well, the only thing they can do with most of them is just give you the title, but if you've got the description and you've got a transcript of all your texts, Google knows what you said within your video. So now you've got a video and you've got the transcript the other week. I might mention this last week, but two weeks ago, there were four of us that project, we had a, uh, an hour's conversation just over an hour, and it produced 17 pages of written text for transcript.

So Google references that season, it goes well that they're an authority on talking about live streaming. So the point here is that you can look at your written content. If you do have video, get it transcribed and get all the information on there. And then from that, the audio from the video goes into a podcast, the audio from a not, I wouldn't put this particular conversation on a podcast, but I will. And I do when we've got, when there's two of us. And we've I've, you may have seen this before. If there's two people, there'll be two people, three people and four. So it's, you know, I'm doing this myself. This is not complicated because this is what we'll set up for you. So that's kind of drawing towards the end of this, that the point is, look at your content, see what you've got, see, see how it's been structured to get a sense of, of, of, of a kind of context in a way, look at our website, have a look at our website and see, um, see what we've done.

See what we've set up. See the, the, the breadth of content that we've gotten, the variety of content that we've got. And that's something that as you're getting digitally ready, you're able to, from somebody watching you live to say, go and have a look at our website, look at the content on our website. If you were selling software, you would have videos about how to use the software videos about who the software is for how it's used videos about how you operate, how you support, how you sell, how you answer queries, how you deal with FAQ's, how you do your, the fact you've got online chat, or you haven't gone with you. You're with me that you're contactable and accessible. That's what people need to know. We, we, as people involved in selling know that 80% of the research is done by a prospect is done digitally before they'll even speak to you. And this whole life strength thing is all part and parcel of communicating what we've got digitally for people to sit back and sink and go and have a look and check us out and see what they think. Ask any questions. Even now you can, you can, you can put a, I mean, I should've done this earlier, but I've got them. I've got a message here.

Speaker 2: Um,

Speaker 1: I'm sure it's a chap called Dean. I'm going to pop this up on here. Um, what got us here? Won't get us there really strong phones there's video, which is difficult to argue. Thanks Dean. You can see. So the point of this, I know he said, I'm sure he would have said that earlier. Maybe I should have put that at the beginning, but you can, what this is about, this is live. This is, this is happening now. And so the, the point is is what are you going to do? What are you going to do for the future? What are you going to do to change the scalability of your business?

And that's, and that's, that's, that's what all this is about. And like, you know, just finishing off what I was saying. People need to look at you. People need to evaluate you from a distance. I pop that information up there from Dean. Um, but we can also put, you can put hashtag hashtag anonymous and just miss it. And I won't read it out. I'll read it out. But I won't tell, I won't say the name. People can message me and ask me questions like they could do with you. If you were doing it, people want that anonymity because they don't want to get pestered by salespeople or BDRs. So it's, it's a very unusual type of business to be in. It's essential. We want our salespeople absolutely crushing it, but they can't because they can't make contact.

And so if 80% of the research is done anonymously before they'll even talk to you, if you haven't got your content visible and accessible and varied, your competition has just simple as that. And I've said this and shown this before, let me just lean over. I could, I could go live with that. Uh, could I wouldn't but you know, it's got live on there. You tap live, you go live, it's going live. And you talk, you're talking to you, your phone and you've gone live. It's not about money. I mean, but I'm, I'm making a supposition here that you wouldn't want to be doing it on, on your iPhone. You'd have a set up. So, so people can be trained. They could, they know how to deliver how this can be presented professionally and with the least amount of effort on your part, because we basically set everything up from start to finish.

So something to think about, I hope that your cost cost-wise, you've got four for one person, 4,000 pounds a month upwards, excuse me, a 4,000 pounds a month for one person to make 1400 dials or potential connections versus a grand a month and 40,000 connections that a database, by the way, that includes subscription to, for the software includes subscription, um, uh, even to pay, pay for MailChimp. So you can lose your marketing automation platform. Now you've got to be really, really confident and he, body's got to be confident to go to us, get rid of it. There's no point B2B B2C. Yes, but for B2B organizations. Yeah. Get rid of it.

Keep Salesforce, keep dynamics. Cause that's useful, but you don't need Mark's automation platform. Not for this I'm by the way, it's infinitely more successful and has more reach and more scalability at infinitely, less cost. It's just jaw-dropping. And this is what people have wanted for a very, very, very long time, but just is kind of the confluence, the convergence of all these different things that make it available, make it accessible, very accessible. Now. So with all of this, I'm going to finish up now, but one of the key things about this now we've talked about articles and video and white papers and so on. There's a white paper on our website. I should have done an advert for it. There's a white paper on our advert on our website, under white papers. And we talk about how businesses need to be structured for the future.

If this was just yapping about going live well, okay, you can do that, but there's got to be a longer term approach. This there's gotta be more to it. And there is having spent 35 years in business. My goal has always been, I do not want to cold call or knock on doors because it is an absolute waste of time. So how do I scale what I do? Yes, I could have gone and sold jumbo jets, but I knew this was proper to me was the single most important aspect of being in business was to how to scale it, to generate new business. You've got all these clever marketers, even clever finance people. It doesn't matter. You've got all these smart Alex who know it all. They got the gift of the gab and everything else, but go okay. Yeah. I, I, I I'll accept everything.

You've just said to me, go and scale my business and do it really cheap. Not one of them has ever, ever, ever come up with a solution, never except for you to hemorrhage loads of cash. And we know that the average turnover per person per annum is 90 to a hundred grand up to back up to about a million. If you, when you're over five release of 160 give or take. Yeah, not very much, which is why everyone's got problem financially. And this is the single most effective, amazing, effective way of doing this. And I've got no kit to sell. So that's why it's, this is more, this is a cause it's personal cause is to say, this is what can be done, go and do it. I want to do it quickly. Call us. We'll do it. We'll set up, make it happen. Everything, start to finish and train you how to keep, keep doing it and we'll can hold it and hold your hand through the whole process with the first few, um, shows that you do and we're there locally or how, however you want to do it, but we'll set it up for you start to finish.

But the key thing is where to next and that's next week in next week's episode is an illustration of exactly how the institutionalized structure of a business needs to change and how we recommend that it does change. That keeps you as a business owner, say in charge, he's not being charged, but he's, it's, it's hanging on to the intellect of individuals. So you don't lose that information that they've got up here when they leave, especially when it comes to the generation of new business. So it's a shift in the pillars that support new business. And we're going to talk about that next week. So anyway, that's, that's, that's it for me today. I hope you enjoyed this. If you're watching it on catch up. Great. And I look forward to seeing you live one day, but that's it for now. And I'll see you next week. And we'll talk about the three pillars of new business. So bye for now.