HL Conf Call August 11,12

Great salespeople prioritize building a clientele that will support them for years. In Primerica, this means taking care of both clients and the agents themselves. Developing agents is crucial, as many leave because they don't know how to make money. Failure should be seen as an opportunity for growth and innovation. Great salespeople stay motivated by having clear objectives and knowing exactly what they want to achieve. They show up early, stay late, and do whatever it takes to succeed. Problem customers are seen as opportunities to create loyal fans by resolving their issues. Commissions-based income is preferred over fixed salaries because it allows for earning based on effort and results. In Primerica, commissions are not only earned on personal sales but also on the sales of agents that are trained and developed. Hey, good day, everybody. Hey, listen, here's part three of Grant Cardone's 50 Characteristics Amongst Great Salespeople. Hopefully, this is really helping you. I know that the thinking behind what we do is always the key, it's always the thinking. So here's number 33. The great salespeople are obsessed with building a clientele that will take care of them and their company for years. Now, in Primerica, that's really important because there's really, in the end, if you're going to become a long-term Primerica agent, RVP, SVP, NSD, SNSD, it's really your clients that you really have to take care of are your people. Of course, the clients that we serve, you've got to take care of them, you've got to service them, you've got to make sure you do a great F&A for them, and you put together a great plan, and you help them implement that and follow that plan. But really, in the end, if you're going to get big, you've got to take care of your real clients, which are your people. To the extent you do that is going to determine how successive you become. One of the things that I've talked about incessantly is developing your people. I talked about this, about going RVP. This is a new thing that's happening right now, where people have got this comment that people are going to start promoting RVPs. When they do $10,000, they're going to promote an RVP, which I think is a disaster. And the reason is because in order to take care of your clients, which is your people, you've got to make sure they know what they're doing. You've got to make sure they know how to develop other people. They've got to prove that they've developed other people. This is really critical. One of the reasons you lose so many people in the business is because whoever's training these people, they don't develop them to the point where these people really know what they're doing. They know how to make money. They know how to teach other people to make money. Because the only reason that people leave Primerica in the end is because they don't make money. And the reason they don't make money is because they're not taught how to make money. That's the real key thing that you have to do in taking care of your real client, which is your people, is you've got to make sure you teach them how to make money in Primerica. In other words, how to get results, how to close transactions, how to get people to say yes, how to get people to write checks, how to get people to say yes to the opportunity and to write checks for an IVA. It's always about that. So that's what you have to teach your people how to do is how to get those results and how to teach others to get those results. Number 34, great salespeople are willing and inspired by failure, knowing that failure can be the inspiration for innovation. Look, folks, I don't care who you are. Anybody that's been successful in any great degree has had multiple failures. I've had multiple failures in my business career. So many, it's ridiculous, especially earlier in my career when I wasn't as good as I got later on in my career. That's part of the thing. You learn from those failures and you just keep moving forward and make sure you're not constantly repeating the same ones over and over. So if you're really great, if you lose a sale or you lose a recruit or somebody quits or somebody cancels a policy, those are little failures. But the key is to figure out why that happened and how to avoid it the next time. And that's what great salespeople do. Number 35, great salespeople stay hungry. They know this is the only way to not go hungry. Now, people ask me all the time, how do you stay motivated? How do you keep doing this thing? I say, well, one of the primary reason I was able to stay motivated for so long, and I'm still motivated today, is because I know exactly what I want. I knew exactly what I wanted. I knew exactly what I was trying to accomplish. I knew what I was doing and why I was doing it. And I think most people really don't know. They really don't come to terms with knowing what they really, really want. I think you cannot stay hungry unless you have clear, clear, crystal clear objectives as to why you're going to pay the price to master the seven fundamentals, to pay the price to prospect and have many, many people say, no, no, thank you, I'm not interested, or train so many people knowing that a significant percentage of them aren't going to stay here long range. If you don't know why you're doing it, it's going to be very hard to stay hungry, to stay motivated. For me, freedom was the key for me. That's what I was really, really looking for. I wanted to be free. I wanted to live where I wanted to live. I wanted to travel in the way that I was wanting to travel, which would be first class. I wanted to be able to provide for my family, for my children, to allow them to go to school, allow them to follow their dreams. I just knew what I wanted. I knew exactly what I was trying to do. I think most people maybe have vague ideas of what they want to do or what they're trying to do. Why would you do all this? Why would you go through the process of getting a life license, a security license, going to all these meetings, training people, learning all this information, learning about those seven fundamentals, learning about the products, learning how to do it all, right? Why would you do any of that unless you knew exactly what you were trying to get from that, right? I mean, that's the key. So you've got to know what you want, exactly what you want, and why you're doing what you're doing. It's not how. It's why. It's your why that's going to keep you going. It's not how. It's why, OK? Why are you doing this? Well, you better get crystal clear on that or you're not going to stay around long range. Number 36, great salespeople show up early and they stay late. Look, when I was really after it, I got up early. I stayed up late. I got after it. I mean, we had meetings. I was the first one there, the last one to leave. I mean, that's what great salespeople do. They show up early and they stay late. In other words, they do whatever it takes. It's not like, I'll do this, but I won't do that. I would tell people, well, you've got to do all this. They'll go, I'll do that, but I won't do this. Well, if you have that attitude that you'll do this, but you won't do that, forget it. You're not going to be successful. You've got to say, I'm going to do whatever it takes as long as it's legal, ethical, and moral. I'm going to do it. There's no chance for failing, right? I knew for me that no matter what, I would get it done. I knew that I would. There was no doubt in my mind that I would pay the price necessary to master all the fundamentals, to master the products, to master everything, get really great at the business, do the prospecting, go through the numbers, train the people. I knew I would do it. I didn't have any hesitation about that. Great salespeople show up early and they stay late. 37, great salespeople view problem customers, even dissatisfied customers, as opportunities to create fanatical fans. How do you do that? Well, if you have a problem with a customer, first thing you do is you let them know, wait a second, Mr. and Mrs. Jones, before you go any further, I want you to know that when we're done, you're going to be happy, that I'm going to do whatever it takes to make sure you're happy with us and me and everything we're about. So before you get into what it is you need to talk to me, I just want you to know that. You want to disarm them by letting them know they don't really need a complaint, that coming to you with a complaint, they're dissatisfied, is really a good thing because it gives you an opportunity to show them the kind of representative you are that's going to take care of them, that's going to answer. Nobody expects perfection. What they expect is that if something happens, it gets taken care of. And if I go to a restaurant and I order my steak medium rare and it comes back overdone, overcooked, well done, I might be a little bit hungry and a little miffed because it came like this. But all I want to know is, are you going to go cook me another steak and do it right this time? If you do that, then I'm going to be happy in the end, especially if it's good. So the same thing is true with people. Same thing is true with your teammates, the ones that have issues, right? If something's an issue, then you let them know that you're going to do whatever it takes to make them OK, to make them happy, to make them satisfied, right? So that's what you've got to do. That's what you do with customers. That's what you do with your clients. That's what you do with your people. Number 38, great salespeople see a job with a fixed salary, more of a risk than an income based on commissions. And that's how I looked at it. A fixed salary, when you know you have a fixed salary and you know that's all you're ever going to make, or you might get your perfunctory 2%, 3% raise every year, right? And that no matter what you do, you can't make any more money than that. That, to me, is the most depressing thing I could possibly imagine. I want to get paid based on my contribution, based on my effort, based on my results. That's the greatest thing about being on commission, on a commission-based situation, is that you get paid actually what you're worth. So if you're not making any money, guess what? Well, you know the answer to that one, right? If you're getting paid a lot of money, guess what? You know what you're worth, right? You know the answer to that, too. So the greatest thing with a commissions-based business like we have, which makes it even better, the thing about ours that makes it amazing from a sales perspective, is not only do you get paid commissions in your sales, but you get paid overrides on the sales of people that you train and develop, that you recruit, train, and develop. Folks, that's sales on steroids, that you get paid on what you do, but you also get paid on everything that people that you recruit, train, and develop do. So that if you get paid, when you're getting paid only on your production, there's a limit to how many hours in a day, in a week, that you can work, which puts a limit on the income you can earn. But in a sales, recruiting, override business like ours, there's no limits because you can recruit, and train, and develop as many people as you want. And then you can start really duplicating yourself when you train and develop the people that are direct to you really, really well, and they start doing it, and you get overrides not only in the people that you've trained, but the people that underneath you, those people that they've trained as well, right? On the second, and third, and fourth, and fifth, and sixth generations down, you don't only just get paid on the people you personally train, but on all those people that get trained by the people you trained, and trained by the people that they trained, et cetera. I mean, when you start looking at it like the way you should look at this thing, it's amazing. It puts no barriers, no ceiling on what you can earn. That is amazing. That's awesome. When you have a fixed income, a fixed salary, to me, that's the most depressing thing I could possibly imagine. Look, I have a saying, right? If you really believe in yourself, people that really believe in themselves are entrepreneurs. They go out, and they say, I can make it on my efforts. The people that have some doubt about themselves, they have jobs. Because otherwise, if there's unlimited potential for income, why would you choose the job part? 39, great salespeople value connections with their community as the main aim of commerce. Well, look, in our business, the way that this was designed by Art Williams, right, in the beginning, is that you recruit people that you know, people that know you, people that like you, people that trust you, people in your community, your friends, your family, people you work with, people that you do business with. That's how you build a business. That's how I build my business, right? And that's the reason that you want to recruit people with healthy, strong, warm markets, where people within their community like them and trust them, OK? If you're having struggle when you recruit people to get them field trained, to get them to do anything, it's because they don't have any credibility within their community, or their warm market, if you will, right? It's the same thing. So those warm markets, one of the most awesome things that Art did is by recruiting people, good people with credibility, you now have access to that community that they're in good standing with, right? So you get to borrow their credibility. So when I would recruit somebody, when I recruited Gary McCrummon, for example, right, he knew a bunch of people I didn't know. He had his own community, right? And so by recruiting Gary, I got to be included in that community, and I got to borrow Gary's credibility while I was field training him within his community. And so that makes this thing, it's a genius way of building a business, right? Instead of cold calling and all the things that traditionally you do in a traditional sales, our business should have very little cold calling if you do it correctly. If you recruit great people with great markets, you know how to get their list, you know how to get them in the field, and you're great at sales, you're great at closing, you're great at presenting, you know all the products, you know how they work, you know how to do that great F&A, you know how to do everything, right? You get to take advantage. Every time you recruit a new person, a whole new community opens up to you, and you get to borrow the credibility of that individual, right? That's how you build a great primary business, right? Now you can do a cold calling, and that's the way some people do it. I don't think it's the best way. It's a way. It should be a way that you do it so that you can get into warm markets and borrow people's credibility within their personal communities, right? That's the way you should do that. Number 40, great salespeople are devoted to being in their absolute best physical and mental condition, right? So one of the things is you need a lot of energy to do this kind of a business, right? So the better physical condition you are, the better mental condition you are, the more effective you're going to be. So if you're not healthy, your energy level's going to be low. If your energy level's low, then it's going to be challenging to kind of have the energy to prospect, to do great sales presentations, and recruiting presentations, and do great op meetings, and great training meetings. You have to have a great physical and mental condition to do those things well. So you need to focus on not just taking care of your mind, right, but also your physical side of your body, right, so that you can be more effective, so you can have more energy. I mean, that's the real key. Because what happens, as you all know, as you get older, your energy level dissipates. And so you want to make sure you're in the optimum physical and mental condition possible to build a business. Those are things that you should be paying great attention to. Number 41, great salespeople have the work ethic of an obsessed person and the persistence of maniacs. I love this, right? This is absolutely right. I sent out a tweet the other day. I was talking to my wife, Jen. I said, you know what? I've never met. I have never met. And I know a lot of very successful people that I've met over the years, OK, and become friends with and whatnot. I'm a golfer, so everywhere I belong, there's lots of really successful people. The one thing I have found about all highly, highly successful people, they have obsessed work ethic, and they're persistent beyond all get out. I mean, that's what they handle. They all have different approaches, different personalities, different physical characteristics, different backgrounds. The one thing is their work ethic is obsessed, and they're persistent like you cannot believe. They follow up, follow up, follow up, and they follow up more. I used to call myself the follow-up king, because I followed up, and I followed up, and I followed up. Look, it took me 18 months, and I don't know how many calls, and get-togethers with Rick Suzy before I recruited him. But I followed up like a maniac, right? I was persistent. And you have to have a work ethic. I've not seen anybody who's really, really successful who isn't a bit obsessive compulsive. The key is being obsessive compulsive in something that's healthy will eventually turn into helping you get financially independent and debt free, right? That's the key, is what are you compulsive about, right? So all great states will have a work ethic of an obsessed person and the persistence of maniacs. Now look at yourself, OK? Do you have those two things? Well, I bet you your results will answer that question. Number 42, great salespeople know that logic is the dream killer. Instead, they trust instinct, creativity, and passion to lead and fuel. And look, folks, logic is, if I was logical, right? Growing up the way I grew up, the fifth of seven kids in a 1,000 square foot home with nine people. I got two parents. I grew up in this tiny little house with nine people in this tiny little house. We had no money. There was nobody in my, I mean, I come from a Mexican Catholic family, gigantic families, gigantic get-togethers, right? Everything is huge. Not one person had ever been to college. Not one person in my extended family, which is gigantic, ever owned a business, ever was financially successful. I didn't have one example of that in my life, in my personal life, in my family life, nobody. So logically, for me to think that I could become super successful, a multimillionaire, get debt free, have three homes, I mean, all the kinds of things that have happened to me and Jan, right? Logically, it can't happen, but it did, because I was never a realist, and I look at this logically, right? Logically, if you look at it logically, most businesses fail, but they don't all fail. So logic, folks, is a dream killer. Trust your instincts. Be passionate. Be creative. Let that fuel you. Number 43, great salespeople are great with their money, not overspending, creating wealth for themselves and their families. Folks, I want to really hit this hard, because this is such an important thing in a business like ours. I read a lot, so I'm reading all the time about it. The saddest thing I see happening is all these professional athletes, and actors, and singers, they're all broke. People make millions of dollars, millions. They're all broke. This morning, this one singer who owes the government like a million bucks, and there's so many of these people who go broke, they're absolutely broke, right? And make all this money, because they're not good with their money. Look, the number one reason to build a business, folks, is to get debt-free and financially independent. Not to buy a big house, not to buy a Mercedes Benz, not to show off to people, not to let them know how great you're doing, all that's fine when you've already done it, when you're already debt-free and financially independent. But folks, on your way, the dumbest thing I see people do in life, these people, these professional athletes, you know, like after four or five years out of their professional sport, something like 70% or 80% of them are broke, most of these actors and actresses who have great careers for a short period of time, most of them, they're folks that are broke. Some of them are, now you see there's a few that aren't, but the majority of them are broke. Like singers, they're a mess. I mean, it's so sad. And it's because they don't pay attention to getting debt-free first and financially independent, and that's what you should be doing. No matter earning in Prime America, if you get debt-free and you have enough money saved that you can live on the income that that money that you have saved generates, not in your Prime America income, but the income that the money that you've saved generates, you're a winner. You've won. You've won big time. If you know the percentage of people in the world that get in that position is like, I guarantee you, it's probably one-tenth of 1%. It's so small, it's unbelievable. You have an opportunity to do that here. I can't tell you. I wish I could explain to you. I wish I could somehow articulate how amazing it is to be debt-free, to be financially independent, to have a business that puts off massive amounts of income, that allows you to live exactly the way you want to every day. I wish that somehow I could get you to see how worth it is to go after that, to fight for that. If you have a Prime America business, you have the exact same business I have, or Gary McCrummon, or Rick Suzy, or Mark and Sue Younger, or Bill Whittle, or anybody who's done amazingly well in Prime America, folks. You have the same business opportunity. You're in the same business. If you're an RVP, you have the same contract. You kidding me? Nothing is stopping you but you. You've got to do first, folks, get debt-free. Have a plan to get debt-free. I mean, if you don't have an F&A with a plan to get debt-free, shame on you. And you need to have an investment plan for how much you want to have saved in a year, two, five, 10, 15, 20. You need to have a plan so that you're not working just to work, but you're at some point going to be free, really, free, and you're never, ever, ever, ever going to be free until you are completely debt-free and you have enough money saved and invested that you can live off the income it generates. That's the only true freedom, OK, folks? You should be fighting like a maniac, like an obsessed person, and a maniac to make that happen in your life. I promise you, you will be so glad you did. Great salespeople are good at starting things and great at finishing them. You know how many people get started at things and they start college, they don't finish, they start a project, they don't finish, they start Prime America, they don't finish. They get in, they get a life license only, they don't finish, they don't get all the rest of the licenses they need. They need to have a security license, but they only have one license, so they can't finish anything, right? I mean, great people, great salespeople, they're not just good at starting things, they're great at finishing, at closing, at getting it done. Number 45, great salespeople don't seek the easy way and instead pursue discomfort and difficulties, knowing these customers are valuable. Now look, folks, the easy way is loserville. If you're looking for the easy way, you're looking for a way to lose, I promise you, right? That's what the masses do. The masses are always looking for an easy way, and they're always seeking comfort. I've had this saying, success and comfort are like oil and water, they don't mix. You have to be very uncomfortable for a time in order to be comfortable forever. There's no getting around that. And most people prospecting, it's uncomfortable. Hey, let's face it, I didn't ever like doing it, but I did it, calling people to set up appointments. Let's face it, it's uncomfortable. I never liked doing it, but I did it, right? Teaching people, knowing full well, six or seven out of 10 of them are going to quit at some point, right? It's uncomfortable, but I did it, right? Getting up and speaking in front of people when you're scared to death, right? It's uncomfortable, but I did it. Putting on a fast start school, right? When my first fast start school, when you don't know if you're going to sell enough tickets to make to pay for the thousands of dollars you're putting out to put this thing on, right? It's uncomfortable, but I did it. Putting on a retreat, right? Where, boy, it's tens of thousands of dollars to put on a retreat, right? Scared to death to do it, right? Uncomfortable, never done one before, but I did it. Look, everything about this thing, about being successful, folks, is uncomfortable. That's why people choose that safe little paycheck. They don't want to be uncomfortable, and they choose the easy way. But folks, the easy way, in the end, is not the easy way. It's the way that makes your life mediocre. It's the way that leads to a life that's unfulfilled and doesn't really have any great, exciting memories from it. You don't want that. Run away from comfort. Run away from the easy way. You see people doing that? They're not for you. 46, great salespeople use agreement and acknowledgment, like magicians, keeping alive negotiations that would otherwise die, right? Look, what you do when you're doing your presentation, you're getting agreement, does that make sense? Would you agree with that? Do you agree that you'd like to put yourself in a position where you can get debt free? Do you agree that you'd like to put yourself in a position where you'd like to be financially independent? If I can show yourself in a position in the next 5, 10, 15 years where you could be completely debt free and financially independent, is that something that you would be open to exploring? If I could put together a plan that could allow you to do that, would you acknowledge, would you agree that that is something that you'd want to take advantage of? On a scale of 1 to 10, with 10 being highly motivated, where would you rate yourself in relation to your desire to be debt free and financially independent and to really be able to do the things that you really want to do? So you ask, you get acknowledgment, you get agreement, you keep asking questions that lead to agreement. Number 47, great salespeople are completely convinced that when what they're doing is making a difference for their client. Look, if you don't believe, one of the things that was so powerful for me, right, when I would sit down with people, I would put together a plan for them, and I'd show them how they could get three or four times the coverage for what they were spending. I could show them how they could get in a position where they could get debt free in 7, 8, 9, 10, 15 years. If I could show them where they could have enough money so they could retire instead of at 65 or 70, they could retire maybe at 50 or 55, right? I mean, when I would save people money and give them way more than they had before, and when I could show them that they could have a plan that could get them where they want to go financially, right? Every time I closed a transaction, it resold me on what I was doing, and I was completely and totally convinced that people were infinitely better off doing business with me, dealing with me, allowing me to help them reach their financial objectives than anywhere else because nobody would care about them more than I would care about them in their future, folks. So that's also true when you recruit people, when I recruited people, right? I believe because nobody, I never made it, worked harder at developing myself and developing the people that I was training in the business. So I knew that if I recruited somebody, I would tell people straight, I said, look, you've never in your life met anybody who's going to work harder, that cares more, that's going to be more prepared, that's going to work at getting better to help you accomplish your goals and your dreams in this business. No one. You'll never in your life run across any more committed to that end. I guarantee you, you working with me, being in business with me is going to be the best decision you've ever made in your life. Then you've got to deliver on that statement, right? But if you're willing to deliver on that statement, you can make that statement. And the same thing is true for your clients, folks. You've got to be completely and totally convinced that either your clients or your recruits are better off with you. That you're going to make the difference. And you need to be convinced of that, folks. If you believe that with every fiber of your being, if you believe that what we do here at Primerica is absolutely the right thing, nobody's doing what we're doing on the same level to the extent nobody. There isn't any other company out there that's putting together a comprehensive financial game plan, FNA, like us, nobody's doing that. And who's offering a legitimate for real business opportunity to build your own financial services company within this company with all the help of greats who have done it before, right? Who's offering that out there? Nobody. This is it. You've got to be convinced, folks. And if you're not, you need to go do something else. Number 48, great salespeople seek to be number one in their sector, their industry, not for ego, but knowing it will result in more sales, more recruits, more income. Look, being number one allows you focusing on being number one, right? One of the things that I think everybody should focus on, you should get your California, your state leaders bulletin, your national leaders bulletin, and you need to look at wherever you are. If you're a rep, or a district, or a division, or a regional leader, or an RVP, or an SVP, or whatever, right? You need to look at who's the best in my sector, right? That would be your sector. And then you need to go like crazy to compete with those individuals at that level. So if you're number one as a rep, and then you go to district, and you're number one at the district level, then you're number one at RL and RVP, and you just make that part of your goal at whatever level you're on, whatever level you're competing at, right? That you're the best, then what's going to happen when it's all said and done, you're going to build an amazing business, an amazing career. It's kind of like if you start out right in Little League baseball, right? And you focus in the peewees that you're the best. And then you go to Little League, and then you go to Pony League, and then you go to American Legion, or whatever. Then you go to high school. Then you go to college. And then the people that are number one all the way up, they keep focusing on being number one, they're the ones that end up making it to the major leagues, right? Well, the major leagues in America, folks, is senior national sales director. Until you get to a legitimate senior national sales director, you're not in the big leagues yet. You might think you are, you might think you're doing well. But folks, you've got to be able to show that you can develop other successful leaders, right? The real true mark of a leader is leaders who develop leaders who develop leaders, folks. Does your business look like that right now? Well, that's where you need to be heading. That's the big leagues. Number 49, great salespeople obsess over dominating their industry, not competing in it. I love that. That's exactly right. You need to be focused and obsessed with dominating your industry. Well, you know what your industry is, right? Our whole company, I mean, you're listening to this, we're all part of the same company. We need to be obsessed with dominating this industry, the entire industry, folks. And we're in a position to do that. There's no other financial service sales force that's growing like ours is growing. There's not. We have a unique situation where we are growing like crazy, where the rest of the industry is shrinking. We have a legitimate opportunity to dominate this entire industry. You have an opportunity to be part of the most dominating company in the history of financial services. I think that's something you should go after. In order for us to do that, each and every one of you needs to build their own company within the company. It needs to be as big as you could possibly make it. And how you do that is by finding the right motivated people, and training them like crazy, and make sure they're prepared, and know how to get results. That's how we're going to do it. It's not through a contest, or through some hype, or some story. It's because we find motivated people. We teach them exactly what they need to do to make money, and stay in the business, and how to grow the business, and how to develop other people. And that's how we're going to do that. There are no shortcuts. There's no easy way. Number 50, the final point. Great salespeople, recruiters, people, they take responsibility for the entire sales cycle, the entire recruiting cycle, from start to finish, and are willing to get involved in those things that typically other departments or other people would handle. They do not leave anything to chance. Everything is taken care of. They're totally, from the prospecting, making the initial contact, all the way to closing the transaction, to closing the recruit, to training the recruit, the great ones make sure they manage, and control, and teach that entire process. They make sure their team knows what they're doing, that they don't send anybody out there blind, that people know how to get those results. Because the worst thing you can do, folks, is get somebody all excited about our opportunity, and then not train them and teach them how to be successful at it, how to get results, and how to make money. I say this over and over. I'll say it again. The only reason people leave Primerica is they don't make money. It's the only reason. They leave it because people that are making money, growing their business, they're not going to leave. Look, Rick Susie's not going to leave Primerica. Chris Howard's not going to leave Primerica. Jerry McCrummon's not going to leave Primerica. Now, you've got a guy making $30,000, $40,000, $50,000, even $100,000 a year. They can leave. But when they start making $300,000, $400,000, $500,000, $1 million a year, especially a million, folks, they can't leave, because for them to go and replicate that somewhere else is very difficult. And it takes tons and tons of capital, lots of money to do that, folks. And here, it just takes time and energy. So take control from start to finish, folks. This list that I went through over the last three weeks comes out of Grant's book called Sell or Be Sold. You've got to get that book, Sell or Be Sold. His stuff's great. I love the content of his material. It's really great. It's right on. What I like so much about it is how direct it is, very direct. I'm a very direct person. And I love and I appreciate directness. I don't want all this fluff and stuff. I want to know, what do I need to do? I may not like doing it, but what do I need to do to be successful? So a lot of this stuff, these 50 things, you might not like that you have to do that. But if you're really serious about being successful, you're going to do them. I think you probably ought to review all these three audios. You can get them at hectorlamarck.com. Don't miss it. And you should be following me also on Twitter, right? My handle is Hector Lamarck, at Hector Lamarck. Got great stuff for you on Twitter, great stuff for you on my website, great stuff for you coming next Tuesday. So have a great one. We'll talk to you later.