Welcome to shoe sales radio. I’m your host dailies. And I have to tell you this conversation in this episode really excites me personally. So as somebody who I would say is a, self-proclaimed not hater of closing, but I really don’t enjoy that part of the sales process. I gotta be honest. That’s never been my secret sauce. I’m kind of like I’ll put out a bunch of content and build a relationship with you until you want to work with me. This conversation today with my guest was so just, it created hope in me that I could be a good, closer. And so I want you to just think about a world where you never have to close and literally your clients ask you how they can work with you at the end of your sales calls. They’re asking you, Hey, what’s the next step? How can I do this?

I want to work with you. To me. That is a dream come true. And that is exactly what you’re going to learn in today’s episode. So my guest today is serene Washington. Now, as I was going through her bio, trying to figure out what Laurel do I share with you to help you understand the just the accomplishments of this woman. It was really challenging. I’m going to pull out some highlights for you though. So Sherene Washington is an award winning master sales trainer and professional speaker. Get this. She sold over $32 million for major national consumer brands. Some of her clients are riled homes are a lifestyle lift clear choice at clear choice. She actually served on the corporate leadership team which is a role reserved for the top eight performers within the entire company. Now this is a massive organization. So keep that in mind.

She led new hire sales training and orientation. And while she was in this role, she was rated the number one top performer of the year out of 100 consultants and broke a company record. Her sales methodology led to a historic single month of over $1 million in collections. And she’s been ranked number one in the company for the highest volume of sales and collections in her region. She was ranked and awarded their top regional consultant nine times over three years and was featured in one of their national advertising campaigns. And that’s just the tip of the iceberg of Shareen’s just accomplishments. But what she’s done is taken her really strong background in corporate sales and created a sales coaching and training methodology that she now uses for corporations. She does a lot of work in the medical space. But you’re going to find that what we talk about today applies to you regardless of what you’re selling.

So what some of the main things that I think were really, really just mind blowing to me that I’m so excited for you to learn. One is more about her real talk selling system. And with this system, she maintained a consistent same day close rate of 85 to 90% in price points, averaging 25 to $55,000. I want you to hear that one more time and 85 to 90%. Yeah, same day close rate and price points of 25 to 50, $55,000. I want that. How do we get that low? Let’s hear from her? It’s so good. She also talks about how to really distinguish yourself in a crowded marketplace and how to sell the experience of working with you and how to create a buy now impulse, where customers are literally asking you, how do I buy now? What’s the next step? So I just loved learning from her.

I, I really, really learned a lot and I think you will too. A couple of quick kind of notes before we get into it. One is I have to apologize, but the audio on my end on this is no bueno. And I was using the same mic I’ve been using. I’ve switched to a different mic since then, but I apologize. I don’t know what was up with it. It’s not good. Please listen to the interview, listen to Shereen. It is so well worth it. You don’t want to miss what she has to say and moving forward. Hopefully we will not have that issue again on my end. But I did want to just let you know ahead of time people assuming it’s worth it. Hey, the one other thing that I will, I just want to make sure you’re aware of, since I’ve rolled out this new brand, I’ve launched a, what I’m calling the weekly sales accelerator, and it is a super affordable on demand, weekly sales training that is available for you.

If you want to learn how to sell in a way that feels authentic to you as a woman and breakthrough six figures or beyond we cover, you know, selling the feminine way, kind of uncovering, what does it mean to sell as a woman? And how can you build in your natural strengths, like networking, communicating, intuition, relationship building to accomplish your goals and not feel like you have to fit inside a box to achieve your sales goals. I did for so many years and you don’t have to do that. It was a miserable path for me, and I’ve learned how to sell it a way that feels really good and authentic to me where I feel great about it and the client feels great about it. And that’s really my goal and my intention with that program. So we covered that mindset. You know, some of the more technique, strategy, oriented pieces, prospecting, closing, all the things.

So I just want to make you aware that that is there for you. My desire is to make it accessible for any woman regardless, or anyone who wants to join, but most of my clients are women but it is open to you regardless of how you identify but really just make it available at a no-brainer it’s, it’s $10 a training, like that’s it. So just to make it super easy for you and available for you to get support, you need expert strategy. My one-on-one clients pay tens of thousands of dollars for intensives with me. And this is not so much a money maker for me, at least not right now, as more of just like, I want to give back, I want to create a platform for you to get what you need. And I just love this. Like I would do it for free. So anyway, if you want to get registered for the next training, you can go to Ilise, archer.com/training. You can also purchase past recorded sessions there too. And I

Would love to see you at one of our next trainings. So with that, let’s learn how to close a heck of a lot of business in a short amount of time with my incredible guests for you today, Sherene Washington.

Sure. You’re welcome to she sells radio. I am so, so, so excited for this conversation with you.

Okay. Thank you. I’m equally as excited. Thank you for the opportunity. I appreciate it. Yeah,

Yeah, absolutely. Well, you know, I have said this on past episodes, but for me, very selfishly, even if I never had anyone listened to my podcast episodes, I would still do them because I feel like I get to learn and sharpen my skillset from people like you who have just accomplished amazing things. And so, you know, I spoke in the introduction about just some of your background and what you’ve accomplished in the world of sales. And I am really excited to dive in and just learn from you in terms of how you’ve done this. And I think where I’d love to start is really just with your journey into sales. I think sales is a funny thing because some of us weird ones are very boring. I’m thinking I love it. I’m going to do it. And then most people don’t really start off that way. So how in the world did you get started on your journey to sales that got you to where you are today?

Yeah, so that’s an interesting that’s an interesting story because my professional career, I have a master’s degree in social work. So I was a cognitive behavioral therapist for years. I’ve worked with children and families and substance abuse in that arena. But prior to me going to college, I had always worked in a part-time capacity in sales. When I moved from the DC area to North Carolina and I had just finished my graduate degree, my husband thought I was crazy because I said to him, you know what, I want to get my real estate license. Like I know I’m really talented when it comes to sales and we kind of just took a leap. I went and got my real estate license was very successful in real estate and then ventured into consultative sales, working in plastic surgery and then primarily working selling dental implants.

And that was I think, where I really realized that not only was I good at taking a sales model that was taught to me, I couldn’t really stick to what was taught because I wanted to use my clinical background to enhance how I interacted with in, in the case of selling dental implants with patients. And, you know, I was kinda like marching to a beat of my own drum, but the company never really bothered me because what I did was in a very non-confrontational way, in a very organic way. I connected to the person in front of me, like I was a clinician. And from there I sort of created my own sales methodology that focuses less on selling, but more on serving the person in front of you. Hmm.

I want to pause and ask you about about something you said there, because I do think, and this is really part of the mission of this show is to empower women to sell in a way that feels natural to them. And you and I both had a background in sales training consulting. That’s what you’re doing right now. And, you know, part of what for me is that just the desire to create this, this community where we can talk about this was coming from, I’ve got a long background in sales and then doing sales training and seeing that what was being taught in terms of how to sell was very, very structured and very rigid and taught primarily by men. And I love my brothers. Like I absolutely love them. And I think what is generally taught if you are a man, if you can work really well, right? At least the backgrounds I came from, where it’s very linear, you make a hundred cold calls a day, you do this certain thing, you don’t reinvent the wheel, don’t mess with what works and it’ll work, but you identified that there was something different, a different way to do it. How did you get up the courage to kind of go outside the box and start doing that,

That worked for you? I think that when I try to sell based off of a model that was taught to me by a corporation that did not feel like Shareen, it did not feel authentic. I wasn’t successful. And at first, and I thought, well, the reason why I’m not successful is I’m totally putting aside everything that I believe in and that it all starts with relationships and trust. And I began focusing less on the features and the benefits and the product of what I was selling. And I focused more on the needs of the person that was in front of me. And as a clinician, you know, you have two ears and a mouth for a reason, you have to listen more than you speak. And I just really fell in love with stories. I fell in love with really figuring out where the person was at that given moment and then helping them to extract all of the information that was up here and in their heart that they weren’t able to get, unless they changed their life with what I was offering them. And it, it got to a point and this is really sort of the basis of my sales methodologies that I never really even asked people to move forward. I never do it to this day. I don’t, it just happens. It organically happens because I’m empowering people to make the change for themselves. So I never say, well, would you like to, you know, would you like to buy this today? Would you like to? I never asked.

So, so we got to talk about that because I know part of what you teach and you’ve got in your, kind of your, your material about your background, you mentioned that you you’re known for maintaining a consistent same day close rate of 85 to 90% in price points, averaging 25 K to 55 K. So you’re telling me that you do that without some sort of like a hard close or some sort of a specialized, like closing technique. Tell us how that happens, because I think that is really interesting.

Yes. So my sales methodology and I I’ll be brief with this really stems from a personal experience with me. I am a obesity survivor. I have weight loss surgery. 13 years ago, I lost close to 120 pounds. I’ve kept the weight off. And when I was in the process of trying to find a bariatric doctor to help me, I started on the phone and until one day I called an office and the person was not dismissing. Took the time to ask me my name, my dreams, my fears, by the time I was done with this person who was a treatment coordinator and a sales person, not only had she convinced me that I was ready to have surgery, she had talked to me about what surgery I was having. We’d already picked the date. And then I found out she was a thousand miles from my house and I didn’t realize it.

And I booked my flight and that really changed my life. That whole process of what that person took me through, because if it wasn’t for her, I probably wouldn’t be here today. She never asked me, well, are you ready to do this? Are you ready? But it, she led me through the process and I use that experience as a bariatric patient and a food addict. That was how I built real talk. My sales methodology is that I teach salespeople and treatment coordinators that any client who was with you, they want to be led. They want to have be behind you and, and have their hand on your shoulder in literally taking them through the steps. And I use a very simple transitional statement. The next step in the process is the next step in the process is, and when people hear the next step in the process is organically because you’ve built such great rapport and you’ve already shown them the steps. That’s where they’re going. And well, there are certain verbiage that I teach transitional statements that by the time you get to the end of the presentation, the person is like, where do I sign? Right. You’ve you you’ve helped me to identify my need. You’ve already talked to me about how I need to do it and what I need to do. You’ve already helped me to get out of my head, why I need to do it, sign me up. Wow. And it’s, you’re just leading. You’re directing the action.

That’s I love that. I mean, I think that’s the, for anyone who believes in what they’re selling, whether you’re running your own business or whether you’re working for an organization, but you’re representing them in sales, you know, to have that be the, the end outcome of your client interactions. Hey, I don’t, where do I sign up? And it’s so easy and almost effortless sounding and, and about a true connection with their client. That’s I mean, that’s the dream. So tell us about, so you’ve created your real talk selling system. Can you, can you take us through the steps? I love the transition statement. Can you take us kind of high level through what that looks like? People are going to be dying to know?

Yeah. So, you know, mostly I work with dental offices and plastic surgeons. So elective surgery, which, you know, it can be difficult to sell because an elective procedure is not one. You have to have, it’s something that you have an option to do, but you don’t have to do. And so depending upon how the office is set up and a lot of offices are set up where they are very quick to schedule a free consultation and give limited information over the phone with my sales process, you actually start your level of engagement at first substantial contact, which is over the phone. You are actually getting to know that client or that patient over the phone, and essentially what you would normally do over the phone, excuse me, do in the office. You’re going to start that over the phone. And that initial conversation has to feel to the person who you’re talking to, that you’ve got all day, that you have no set agenda and that you are giving unlimited time, because that was what that person did for me when I was looking for surgery.

And the idea is, is that most clients are patients. They don’t expect that level of engagement over the phone. So you, you almost kind of like you get this reaction, like, Oh my God, am I bothering you? Am I at? And you’re like, no, I’ve got all the time in the world. Talk to me. And so it’s not even just the things you say, it’s the tunnels, right? It’s the pausing. I do a lot of pausing. I teach my clients the importance of silence and fearless questioning and being on a relentless quest to really find out who that person is. And by the time you get off the phone and you, you have a series of transitional statements while you’re on the phone again, the next step in the process, we got to get you in the office for an appointment. What day works best for you?

I’ve got tomorrow at five. Yeah. They’re looking in their planner. Yeah, I’ve got that. Perfect. And then there’s an engagement process. From the time you schedule talk to the person over the phone, to the time they come in, where you are texting, you’re making yourself readily available for that person almost as if you’ve known them your whole life. And a lot of people hear the process and they’re like, Oh my goodness, I don’t want anybody contacting me that much. But the ultimate goal is, is by the time they get to your place of business, they’re looking for you. They want to embrace you. They want to, you know, COVID, you can’t do that. But when I used to sell patients, would they come in or you Shereen, I’d hear them. I’d be in my office at the front desk. Are you Shereen? Where’s this Shereen.

It was waiting to see me. And then from there we’re old, we’re friends, we’re pals, right? I’m not here to sell to you. You call me, you want help, guess what? That’s what we’re going to do today. And so that huge trust factor and setting yourself apart from anyone else, because no one else is going to do what it is that you do makes all the difference in the world. So that’s, I mean, that’s really sort of the essence of the process of starting at first substantial contacts and literally holding their hands through the whole process to where we, when we get to the end, I’m telling you, the next step in the process is you’ll stay, you’ll do this. You’ll do that. You’ll do this. You’ll do that. And when they hear you’ll you’ll, you’ll, it’s just like, what? I’m going here. I’m going there. It just, and there’s no manipulation. There’s no trickery. It’s what you want. Yeah.

Yeah. It’s it’s so it’s just, it’s streamlined. It’s simple. You’re building, you’re building that connection with the other person and you’re actually genuinely caring about them, which is, I think you said something else that I think is important that I want to ask you about. You said it is about just setting yourself apart. And I think clearly the communication style that you’re using here, and the fact that you’re actually available and listening and generous with the person is setting yourself apart. Is there anything else that you personally do or that you teach your clients to do in terms of how to set themselves apart? You know, outside of the, kind of the sales world, I’m also in the personal branding world. And so I love just thinking about, Hey, how can we as business owners or salespeople stand out in a crowded marketplace, but anything else that you think is really important in terms of how we can set ourselves apart?

Yeah. I mean, you know, I think sharing stories, people love seeing people get caught up in stories. And so when I to potential clients, if someone is in front of me and they’re talking about a potential challenge, I like to say to them, well, I actually am you remind me of someone who I worked with a year ago, and this was this person’s situation. And this is how we were able to change their situation. Very similarly to yours. People like to know they’re not alone in what it is that they’re thinking about or what challenge that they have asking open ended questions, as many as you can. And I constantly, from the time I’m on the phone with the patient, and if they’re coming in my office, I’m always asking, what else, what else, what else have we missed? What else, what else, what else?

And until the end, and they say, well, there’s nothing else. Perfect, great. Right. I’m giving that person an opportunity to, to, to throw an objection at me, but you just told me there’s nothing else. So then we’re good. Right? I think that for women, we have a unique opportunity to be really, really great at sales. Because I think that image of that slimy car salesman person and that like, you know, tight suit, shiny suit, that is what people think about. Right. But when you have a client, whether you’re a coach or what have you consultant that reaches out to you, you don’t have to feel afraid that I’m pushing that I’m it, these people they’re coming to you, they want a transformation. They’re looking for you to save. This is how I can help you. And you don’t have to say, ask for the business in a way that sounds cheesy, or, you know, it can even be, do you want to discuss the possibilities of what it would be like for us to work together? You know, just something as simple as, as that, I think a lot of people coaches in particular leave a lot of meat on the bone. They question why they can’t take their business to the next level. And it’s simply because they’re not asking to change the person’s life that they’re talking.

Oh, I love that. I love that. Now this is, so this model that you’re using is clearly it’s. And I do want to also point out one thing that even though you’re talking about working specifically in the elective procedures field with, with physicians and dentists office, this same concept is to make sure everyone is really getting this, like this applies no matter what you’re selling, most of this is going to apply no matter what you’re selling. The one thing that I do want to, I’m curious about, because it sounds like a lot of this work is really done. The moment that inbound call comes in for someone who is maybe they’re earlier in their career and they haven’t established a brand yet where inbound calls are coming in, or maybe they’re in charge of outbound prospecting or sales, what would you, what would need to be tweaked or modified in that? I don’t know. And again, this is not necessarily what you’re teaching people. So I’m going to kind of throw you a curve ball here, but I’m just, I’m sure you’ve got a great idea for someone who’s doing outbound sales, they’d be on some of those initial contacts. How would this be customized or modified for that matter?

Well, I mean, I think it’s the same principle I think, slowing down and being mindful of tunnels and how, and, and the ability to not hold back because you are afraid of rejection. I am never, you know, especially someone that’s doing cold calls, you’re calling people, you don’t know the reality is there are people out there that need you, and that’s how I look at it. Right. But I think that your tone of voice, I think your ability to put whatever product it is that you’re selling aside and to just be you like, just talk to people, right. Just get to know a little bit about that person’s world, you know, ask them questions, you know and be really curious that makes all the difference in the world. If I imagine somebody making calls, you’re calling people, you don’t know that rejection can get to you time and time again.

And sometimes you have to step away, but it’s all about building relationships slowing down and not being afraid that you’re going to too far. What you sell may not be for everyone. I mean, that’s, that’s just the reality of it. But in my mind, I want to end whatever transaction I have with the person, knowing that I took it to the max. Right? So if the person says, listen, terrain, I don’t want to do this. I don’t ever want to feel like that person walks out the door and I’m like, dang, I should’ve said this. Or I shouldn’t, maybe I should did. Maybe I never feel that way. I always feel like I gave that person all of me at that moment. And if they didn’t do it, it’s not because I did something wrong. It’s just because it wasn’t a good fit. And that I think should always be the goal for anyone, whether you it’s inbound calls, outbound calls, take it to the max.

Love that. And I don’t know if you ever had this experience. I’m curious if you did. You know, I can sense as you talk, you are someone who, this is what you teach, and this is also how you’ve done it. You’re, it’s, it’s, you’re almost in a state of receivership where they come to you and it’s not this push, it’s not, this obviously is not this hard driving type of conversation or sale, but there is a, there’s a true heart of service where you are willing to go into those uncomfortable places. I know for myself, I’m in a position now in my business where it doesn’t really matter to me financially, if I get a client or not to a degree, which is really nice, it’s a nice place to be, and that’s taken a lot of years, but what I’ve noticed is, so to me, I can now have a sales conversation that is just really, really relaxed.

And I truly just focus on what that person needs. And sometimes it’s me, sometimes it’s not, but that, of course it leads to more sales because people don’t get that pressure. However, towards the earlier part of my career, I know that I struggled a lot with feeling pressure to sell whether it was because, you know, I had to had to get a certain number from corporate or my putting dinner on the table, dependent on it. And so I would get myself really stressed out and really stressed about, is this person going to buy if they’re not? And I know that that killed a lot of opportunities for me and it didn’t help the people either. So did you, that was a very long way of asking. Did you personally ever experience that maybe more towards the beginning of your career? If so, let’s start as mindset. Did you adopt maybe when the financial cushion wasn’t very yet and you still actually really needed to make that money from the sale, but how did you get yourself out of that scarcity mindset with your sales?

I mean, listen, I worked, you know, in corporate sales, which, you know, is very numbers driven, very KPI driven. And it’s more pressure when you’re good, when you’re good at what you do. And corporate knows you’re good at what you do. It’s hard to forgive you when you have a bad month. Right. And so, you know, that people are looking at you. So th there’s this internal pressure to keep up with the status of what you have set for yourself. Right? So that was probably more of an issue for me is that it was always like Shereen. We know you’re going to do this. You know, I used to have a manager that I’ve worked with when I worked at a dental corporation. She used to say, Sharon, I know you ha you’re hiding sales. They used to laugh at me because I didn’t want people bothering me about things.

Like, what do you have? What do you have? Don’t worry about it. And then I’d knock out five sales the last day of the month. And they’d say, I know you’re holding on to things. And I got to a point where I just, I had to like kind of quiet the noise of people outside. Right. And I surrounded myself with my peers who were equally as good, if not better. And we bounced off of each other constantly. Right. The other big piece that saved me when I got really, really down because of just like I wasn’t making as much money as I wanted to, or I didn’t feel like my numbers were good enough was I fed my mind and my soul every day on my way into work, I listened to Les Brown. He is one of the best motivational speakers.

To this day. I listened to him every day because your mind, the first 30 minutes of waking up, that’s when your mind is most impressionable. So I listened to him and that set my day. So it didn’t matter what anyone else says. Right. I’m a believer in education, long-term education, when it comes to being an entrepreneur, a Salesforce, or you’re in sales and working for a business, you have to improve on your craft. It’s gotta be something that you do. And that I always read books and, you know, listen, you’re listen to books or, you know, went to sales trainings and things you’d have to, you’re always, there’s always room to be better.

Oh, that’s so good. That’s so good. Yeah. That’s I think when I think back on my own career too, it’s I kind of stumbled into personal development. It wasn’t something I learned growing up and I’ve found it when I was at a really tough part of my life, which I think a lot of it too, but got hooked. And that morning time is everything. I mean, I don’t, I’m a F I’m a weirdo. I’m a 4:00 AM girl. It’s like, I don’t care. What’s going on now that I, I am older and I need my seven hours of sleep. So I will say that I do prioritize, I do prioritize, sleep, wear that I used to, but it’s like that quiet morning time when you can study, when you can read and you can listen to, or on the drive in, like you said, the first 30 minutes, it’s so powerful. So, so powerful. And sometimes things get good enough that I know in my own life I’ve said, Oh, stuff is going good. I don’t need to keep doing this. That’s when you really need to realize it’s like,

Right, absolutely. That’d be a religious practice. And I would a patient of mine years ago gave me a, a book called Jesus calling. And it’s a spiritual book that every day of the week, it’s just a short message, spiritual message for each day of the week, 365 days a year. And I would keep that on my desk. And the very first thing I did before I clocked in or did anything, I opened up Jesus calling. And I read that one page for that day. And it got to the point, people in my office, they would know, like to radio and they would see my, and if they knocked on the door, I didn’t even look up. They would walk away. That was my thing. Like I had to feed myself with that. It’s like, once I get that one reading in good morning, I would say, God, send me someone today to, and let it be someone that if they did not see someone like me would never get help, let it be someone that, unless they see me, they wouldn’t be able to do it. That was my prayer every day.

Hm. And I bet it happened. And it happened for you. Yeah. That’s the, I think the biggest thing, when I think about what can catapult your results to the next level and create those quantum leaps, it’s that whoever, whatever your definition of God is, it’s connecting to your power source. Right. And that’s the way that I think about it. It’s and I think I’ve tried to go where her, this, it may have been an Abraham Hicks audio, but she was saying, a lot of people kind of go about the day acting like they’re vacuuming, but the vacuum is unplugged from the outlet. And while you can push a lot of stuff around, but you’re not going to get a whole lot of results. And it’s that powering up powering in, in the morning, whatever that looks like for you. So I love that you shared that.

I know for me, that’s been a really, really big just kind of transformational piece of my journey as well. This is amazing. I’ve just, I’ve written pages of notes. So I so appreciate what you shared. A couple of one final question that I want you to tell people where they can connect with your sharing and where they can find out more about working with you. So if a frame woman who is maybe earlier on her journey and she is kind of in that, maybe she’s in the beginning of her career or she’s she’s made a transition and she’s on her journey to crossing six figures and that’s kind of her next goal and her next target of where she’s looking to go in her business. What would be your number one piece of advice for her?

Oh, that’s very easy. Every, I believe every entrepreneur, every coach consultant sales person, I believe everyone should have a coach. I believe that in order for you to really take it to the next level, I’ve had the same coach for years. And I can’t imagine my life without her because there is as much as I want to, you know, like no one ever wants to spend the money, but I see it as an investment in my career. So I’m constantly leveling up. I think there are a lot of people that are very afraid to invest. They’re afraid to invest in somebody to help them to brand their businesses, help them to get on video, help them to, you know, you can either stay position where you are and not do anything, or you can be fearless and be willing to take that money and to hire someone like yourself, to help people to establish their business, give them ideas. It’s just going to take you longer. And if you’re not willing to invest the money you’re, you’re losing, you’re actually going to lose money because you’re taking too long to pull the trigger. And that would be my biggest piece of advice. I don’t think people can afford not to pay someone to help grow the business.

Mm. I love that. I love that. Thank you so much for sharing your wisdom and your background and just for showing up the way that you did here. I think, you know, just speaking for everyone, listening and for myself this has been an amazing kind of mini masterclass and selling in a way that feels aligned as a woman. And that also really serves other people and that pays massive dividends. So I I’ve just had so much fun. Please take bunny Shereen, where they can connect with you where they can find out more about working with you, give us all the goods.

So my business is real talk sales consulting, and the website is www dot real talk, selling.com. That’s really the best place to find me. And I’ve got great free resources on my website as well. And I schedule a complimentary 60 minute deep dive with anyone who submits information on my website. Sometimes it goes, that’s. The other thing is I give constant value. So the idea is if someone schedules a call with me and it runs 75 minutes, it doesn’t really matter to me if I get into the, to the zone and there’s no pressure, right. So if it’s a good fit, great. If, if not, that’s okay too.

Yeah. I love that. Well, I think, I think everyone should schedule the colleges to experience the magic too, to kind of see what, what we talked about today. So so, so good to have you on the show and just thank you again for everything you shared today.

And this was amazing. All right. Thank you so so much. I appreciate it. Thank you.