John Gafford

Which brings me to my next point, which I think a lot of people lose on this.

The number one goal of this is I think you've got to be entertaining.

Because if you're entertaining, if you're not entertaining people, they're never going to listen to you.

You're not going to get to the education.

Correct.

So here's a question, Mr. Podcast Coach, and we've all had this person.

How do you get through when you get somebody on and they're just like, well, what I do for a living is I do this and this is how it goes.

I think what you're talking about is becoming a better communicator.

So what makes, what makes somebody a better communicator?

The reason I laugh at that is because I also was in the IT world.

I was CEO of a tech firm before getting into real estate.

We had one standard rule at our tech firm, which was never let the gig pitch.

We never let the engineers talk to the client.

Like, I always think about that scene from Office Space, the movie Office Space.

And he's like, well, what do you do here?

And he's like, well, I take the stuff from the software engineers and I take it to the client.

And they're like, well, couldn't the engineers just take it directly to the client?

And...

Anybody that's ever worked in IT at any high level understands, no, the software engineers cannot take it directly to the client because the client is going to be super, super angry immediately following that meeting.

And the software engineer is going to look at you and go, what?