Jeremy Miner
Appearances
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
But the biggest part is what you're saying to the prospect. What type of questions are you asking to get them to open up? How are you using your tone to get them to let their guard down? Your body language. That determines if you make the sale or not. So I can get pumped up all day, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
But if I'm not making a ton of sales because I have a low skill level, where's my confidence level going to go back down to? It's going to go back down to where my skill level is. And I think that's really true in anything in life. It's not just sales. It's like your skill level determines your results you get in life. If you have a lack of skill, you're going to lack the confidence.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's hard for you to take action.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
A lot of salespeople do, right? We call them the NOAA dollars, right? So they'll invest in some trainer initially to get them up to the six-figure range or multiple six-figure range.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
then they think they know everything about it and then they stop learning right i mean you know as well like if i'm if i'm in marketing i have to constantly evolve i have to constantly come up with creatives and different ideas if i'm a ceo you know what worked for me five years ago is probably not going to work right now i have to constantly evolve and adapt and the same is true in selling and you have to keep investing in your skill level if you want to master it
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
why should they invest in charities i mean yeah sure i mean you know sometimes like i i you know i'll give money to my church that i belong to i think it's important to give back i mean i'm a big believer in that um you know i think i heard tony you know robbins at the last event i went to talk about giving back and the power of giving back and reciprocity or whatever he calls it so i'm a big believer in that what what charities do you invest in
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Fast forward. Well, so I'm the founder of Seventh Level. Obviously, we're a sales training company that trains salespeople and organizations how to really sell more of their products and services. That's really what we do. Kind of that boring, Dan. That was only 22 seconds. I know. Yeah. I mean, I'm sure we'll get into it as we go. What would you like to know? Where do you want to start?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Nice. Is that here in California or just anywhere?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Right. There's a lot of different stuff in there. Could be trouble.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Okay.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Okay.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
You know, with charities, I think one key thing that's really important is just, you know, you've got a daughter, right? So it's just, it's having your kids see that. So like, you know, especially Thanksgiving, we would go like pick families out at the local church, like who's struggling. And then anonymously, we would go buy them food, buy them presents and stuff like that.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then the kids get involved in that. I think that's really one of the most important things, your children to actually see it.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I have a trust now. I'll just tell you how my trust is set up because I don't know on percentages, but the way my trust is set up is, let's say if I passed away today, right now, they would get a certain amount actually right now. So I have older kids. So I got married when I was 21. I'm divorced now. So I got married when I was 21. I had kids really, really quick.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then I have a six-year-old as well. So there's different amounts that would go to different. But I don't believe in giving them all of it at the same time because I think they're a little bit too young. So I think my oldest daughter is just about to turn 24. So I believe that I think at 26...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
that she would get a certain percentage that i'd have to look i don't remember this i didn't know you were gonna ask me this question about my trust uh they get a certain amount of 26 they get another certain amount like in their mid 30s and then there's a certain amount that stays in the trust that's how i have mine set up my six-year-old her mom would get a little bit more to make sure that she's taken care of but i don't have percentages what about you
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Apparently, yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Sure. You give them a bunch of money at 18, they're probably going to blow us away. For sure. Yeah.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Could be trouble.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
well the question would be has you have you ever asked yourself why do sales people selling the same thing with the same price points using the same script selling to the same prospects get completely different results how is that even possible right so there's something there there's something going on if we're all doing the same thing so typically that's why companies bring us in because really like in my mind sales is
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Why do you think some people are 0%?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
i always when somebody says that i'm just like well each is their own yeah there's actually a lot of people have said zero percent do you think they actually do that or do you think they say that both yeah well that's yeah i think some people just say that yeah it push comes to shove they will do it but especially when they love their children it's not like they're saying like oh i have a rogue child i'm not going to give anything to yeah i understand if they say that like oh my kid's in rehab or my kid did this or my kid doesn't talk to me or
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So... Isn't that why you wanted to make more money to take care of your family, though? For sure. That's what I did, yeah. Absolutely. That's why I worked like a banshee. Exactly.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So why not reward them? You just have to teach them correct principles so they don't just, like, become lazy and not do anything with it. But in my mind, like, I don't know. I just... When somebody says it, I'm like, why would they do that? But that's just me, you know? Each to their own.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Prosper with it. I can see that.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Here's $4 million. Well, hold on. Do you want to keep like 10%? Because what if you keep living? You run out of money and then you get in a fight and you have nothing. You got to go back to work, Dan. Come on. You got to think about this stuff. I'll always be working. Maybe hold 25% back or something. I don't know.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I'm always like I got into sales as a 21-year-old kid because I got married and had a daughter on the way. That's why I didn't know anything about selling. I had to do something. I've got a daughter on the way. I'm 21. What am I going to do? First job, sales. Straight commission. So I busted my butt off for her and my kids, and I do that all the time.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
now if i don't teach them correct principles and they're just like trust fund kids that don't do anything that's different but if i teach them correct principles like when we fly like over to europe for summer vacation they all set an economy i said in first class and they're like dad why can't i set first class well you got to learn skills to make money to pay for first class i'm paying for economy for you guys you start learning skills you can set up here by me you know if they call like dad i need a money blah blah it sounds like you got a skills problem
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
wow sounds like you got a skills problem he's like you know i'm not budging i'm like well it sounds like you got a skills problem because why not focus on making more money so um i think it's just teaching them the correct principles and and and helping them like understand how to use money you know if they're you know just rich kids on a trust fund i could see that but you know if you teach them principles i would say why would you not want to share that i don't know it's just me
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Who else are you going to give it to? By the way. A cat foundation? I don't know. You know? I love cats, by the way.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
something that you're not just doing necessarily to make money sales is just who you are as an individual because everything is persuasion influence everything that we do right so you know if i if i'm uh let's say how are wars started because a lack of what communication yeah
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's not like it's an impossible thing.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It's trillions of dollars.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Anyways, I go down these rabbit holes thinking about... Hopefully they learned something about what to do with their money. All right. Yikes.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Yeah, you know, just have them follow me on Instagram. My verified account, Jeremy Lee Minor. You can go there, follow me. You can get one of our bestselling books at Barnes & Noble. It's called The New Model of Selling, Selling to an Unsellable Generation. So you can pick it up at Barnes & Noble, something like that. Very cool.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Thanks for having me on, man. Absolutely.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
right how are you know negotiation anything so anything in my mind is uh all about persuasion sales like it doesn't really matter what you're doing it's just who you become so why do companies bring us in because they obviously want to learn skills to sell more pretty easy
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
versus actual sales training from a company like yours? I don't think there's anything. In sales, there's really no difference whether you have a college education or anything. Like my background, I'm a psychologist. I went to school to become a psychologist, behavioral scientist. So did I take some of that to learn how to influence? Yes, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because when you're a psychologist or a psychiatrist, you're taught that every human being has a certain way of thinking. We call that a frame or a belief system, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
so what are some belief systems that prospects would possibly have when you first start talking to a salesperson what's the first thing that comes to your mind how much is this going to cost me right that's a belief system right so it's a frame so as a psychologist you're taught with a patient how do you take them out of their way of thinking so let's say they're like oh you know i'm going to commit suicide i want to commit suicide
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
How do I take them out of that belief system? That's called a deframe. And then how do I reframe them into a new belief system where they need to live because they've got people counting them. That's, you know, framing them into something else. So as a salesperson, it's the same concept. Every prospect you talk to has a way of thinking or belief system, like how much is this going to cost?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I've never been an RV to the podcast. This is a brilliant idea, man. You need to start a coaching program around how to teach people how to do mobile RV podcasts.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Or, you know, maybe their belief system is, you know, I'm not going to make a decision today. So how do you take them out of that way of thinking and reframe them into a new way of thinking? We call that results-based thinking, just as an example. So I took that, what I learned in university and applied that into sales.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So as far as most salespeople though, like having a college degree doesn't really, not really going to help them sell more, if that makes sense. I always say, you know, I was talking to this company that we were training today and I said, there's four types of salespeople. Okay, there's really four types of people in the world, but four types of salespeople.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
There are, I'm going to pronounce this right. There are the wingers, people who wing it, right? So, you know, the salespeople that every prospect they talk to, they're going to say something different and they don't really have a process. They just kind of wing it, right? And then when they don't close the deal, they typically blame the leads. They blame the prospects. All my leads are broke.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
My prospects have a bad mindset. and they never blame their skill level, right? And those salespeople typically go by the wayside, they get fired. That's the first brand. Second type of salesperson is called, we call it a dabbler, right? If you've ever been to any of the Tony Robbins events where he talks about this, okay. So he talks about stressors, dabblers, and committed to mastery.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So I'm like, how do I do this for sales? So second type of person is called a dabbler. And those are typically people who buy a couple sales books a year. They maybe go to a free event here and there. They might follow you on Instagram or YouTube to get some tips. And they're just like, you know, eventually I'm going to figure this out. I'll get enough reps. You know, I'll get enough.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I'll make some mistakes. I'll learn from those. And eventually I'll get good. Most salespeople are dabblers, right? They stay average. If they ever get good, it's because they work 12, 14 hours a day, they play the numbers game, and eventually they burn out. Third group, we call the know-it-allers. So those people invested in sales, like sales training themselves.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Originally, they started training, they got good, maybe they're making a couple hundred grand a year if they're just a salesperson. And when they get good, they start to get a what? A really big ego. And they think they know everything about selling. They stop investing their skill level and their income gets capped.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then the fourth group, those are the ones who are actually committed to mastery. So it doesn't matter if you went to...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
six months of school one month of school no months of school like our top rep in our company before chris last year made 900 grand in commissions whoa and he's only 20 years old never went to college because he acquired the right skills right like having a master's degree and whatever it's not going to teach you the right questions to ask or how to
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Use your tonality to get your prospects guard down, right? School has nothing to do with really how well you sell. Now, if you're going to be an attorney or doctor, you got to go to school because you're going to get a job, right? But if you're committed to mastery and you have a plan to master those skills, you can be pretty deadly for sure.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I think the biggest mistake that sales people make is they have this or new people get into sales is like, well, I'm just going to wait till I get the sales job and then I'll learn how to sell. But I want you to what we have to understand why do salespeople have the highest attrition out of any industry?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because they don't they're not educated before they get the job right like if you're an engineer. That's hired to build a bridge Imagine like not being educated on how to build the bridge before you get hired How successful you're gonna be building the bridge once you got the job doesn't make any sense like if you're in the military like I? I don't need any training.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I guess, you know, you don't need boot camp. We're just going to go right in and just drop us off in the middle of Afghanistan. Just duck, right? You see, you're going to get shot, right? Or like a neurosurgeon, right? Every profession, you get educated before you get that job, except really sales, right? And so that's why there's such a high attrition.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So typically we'll tell somebody like, hey, if you're going to get into sales, you want to have at least a grasp of the fundamentals of communication.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Because if you get that job and you get in there and you don't know anything about what's going on and you start sucking, which you're probably going to start sucking the first several weeks, first couple of months, you're probably going to get stuck.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
can really quick and then you're kind of out of sales so you want to at least be have some type of i don't care whose program you buy but you want to buy some type of program and at least get the basics down so when you start you're already a little bit ahead of the learning curve and you can actually make some sales and actually start getting some success you know some results books don't typically do that yeah
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I didn't have nice watches until like seven or eight years ago, and I made a little bit of dough as a salesperson before I retired. The number one thing that is tied to how much you make as a salesperson is what? Your skill level. So all you should be doing, especially in your 20s, is reinvesting back in your skill level.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
If you keep reinvesting back in your knowledge and skill level, I always say, what's the number one problem in sales? The problem that you don't know you have. Because if you don't know you have the problem, how do you know how to fix it, right?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
So if, if I'm in my twenties again, like I did is I just reinvested back into my skill level before I started investing in anything, especially buying watches or cars. Right. I think, you know, up until my early thirties, I was driving a Volvo, you know, and I was making a couple million dollars a year in commissions as a W2 rep, still driving a Volvo.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
It was a nice Volvo, but nothing crazy like my boy over here driving the Lambo. Chris, I love you. You know what I'm saying. But, you know, so it's reinvesting into your skill level. Like, that's what you have to do, especially when you're young. Keep investing in your skill level and your knowledge. It's like, you're just going to get more successful, more successful.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And then you can, you know, start investing in other things for sure. That's what I did.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Are you asking me like, is there a better industry than maybe they're in?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
you know, about what niche to go into? I just, I mean, I think to each their own. It just depends on if you're happy with the company you're with or if you're not happy. But I will always tell you, and I made this mistake, you know, I sold in four different industries in my 18-year career before I started 7th Level.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And there was a few of them where I thought the grass was greener on the other side, especially earlier on. And it wasn't necessarily, there might be other things that were greener, but other things that weren't. So I think a lot of salespeople, they think like, oh, oh, yeah, I'm going to, you know, I'm selling pest control now, but everybody's making all this money in solar.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And that might not necessarily be the case. And they get over in solar and like, oh, why am I not making so much money? Well, because your skill level. It's your skill level. Now, some of it a little bit has to do with the industry here and there, but most of it is just your skill level because salespeople always like, oh, well, you know, that guy's selling this.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
If I go sell that, they think it's like the product or something. Like if I just sell, if my thing would do this, I would sell five times more. And then when they go to a company where it does something better, they start to start to realize that, oh, maybe it's maybe it's not the product. Maybe it's my skill level needs to improve, you know.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
I mean, I think you, you know, I mean, we have a management team that does that with us. But I think one good thing that they're really good at is just managing different personalities. You know, I've had managers before and they're like, well, they don't fit our culture. And I'm like, well...
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Get used to it because unless you're going to have five or ten people, you're not going to find like hundreds of people that just fit the culture necessarily. You've got to learn how to manage like many different personalities. And if you do that, you can scale. Like in my corporate career, I was a VP of sales for a company called Vivint. Of course, the jazz.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
And I built a 4000 person sales team there. Lots of different personalities to manage. And so, you know, you remember Terrell Owens, the football player, you know, he was the guy that was scoring all the touchdowns. But Jerry Jones always had to deal with the personality. So you're going to have top performers sometimes that have different personalities. They like their score and touchdowns.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
They like the scoreboards. You got to just you got to go with it. You got to manage your personality. And sometimes you if they're not if they don't.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
if they don't fit your culture that doesn't mean you can't help them start to fit the culture it's not like people can't change you know i always i when people say like oh well they're not the right fit they just don't fit our culture i was like well that's like the sale the the prospects you know saying that they don't want it but you're reframing their way of thinking over to your thinking it's like you just got to reframe them into being in the culture like well this is just persuasion it's influence
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Well, I think there's a couple of things. First of all, it's doing it. But before even doing it, it's what you view selling is. I always ask this to anybody. Is selling something you do to people or is selling something you do for people?
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
for people so if i have a belief system that i'm doing something to them just to make money i'm trying to manipulate them to win them over you know that's adversarial selling your nervous system is going to be all messed up because as human beings we don't feel comfortable necessarily doing that but i have a belief system that i'm doing it for them because i am doing it for them if i can't learn if i can't master how to communicate and influence and they don't buy my product or service that means their problems don't get solved
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
right and they stay in the status quo nothing ever changes and that's my responsibility so when you have a viewpoint that you're doing it for them you start to become a little bit more detached from the outcome right so then sometimes it takes time especially when you're 18 you're not necessarily going to have that belief system you got to get trained by somebody that can train you that and so i believe if you have that belief system and you start developing the skill level you're pretty confident i mean what causes what causes a person to be confident anything
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
what they learn, right? Like if I'm a neurosurgeon and I somehow cheated my way through medical school and I didn't really learn much and I go to do my first brain surgery, I'm going to be a little bit, I'm going to lack confidence, right? So it's the same in sales.
The Money Mondays
Can Anyone Become a World-Class Salesperson? Jeremy Miner Reveals How 💵 EP108
Like if I'm learning everything I can about selling and I'm rehearsing and I'm doing all this stuff and I'm really getting it down, my confidence level is going to be up here because I'm making more sales, right? You can get, and I love motivation. Like I'm a big, personal development person with the mind. And that's a part of the ballgame of sales.