Yeah

... to that degree.

It's different.

And what Freeman & Company saw in me was the opportunity that aligned with their growth strategy and what they're trying to do as a company going forward, an opportunity to bring somebody in who could maybe bring some of those things, uh, skills, and experience to the table.

So much so that, you know, I just wrote our strategic plan for the next five years for our rental business, um, where, where we were s- we were up and running without a plan per se.

Yeah.

"Right now we're, we're just operating as we go." And I said, um, that's the discipline to get us to be, you know, far and away number one, but also to know we are making the most and honestly making the, the, the most money and in, in an organized way that also should enable us, like Jackson Callum says, you know, s- uh, slow is smooth, smooth is fast.

Walk us through what each one means fast and clear.

Yeah, I appreciate that.

You know, it's something that It's built over time and I was kind of it really this model for me came to fruition around 10 years ago and really it crystallized for me when I became the head of sales for the oncology division at Regeneron and I was leading a large sales team and I had reflected on a lot of my experience as a salesperson, sales leader and other things.

And to this question you're asking me, I thought about it like, all right, what's my formula? And what matters? And it's something I then every single presentation and that role and then forward now it's been my model.

And I added care.

about two like maybe even like a year ago but i forgot to mention it to jackson callum when i was first talking to him and i said no there's four c's not three because i used to use the three with the sales force right and and then i started to realize over time you know one of the things that i've been told about myself is my authenticity and care for others and that's why they were willing to follow me and and not just because of my energy and you know my you know get things done attitude and all that stuff it was more about the care and so You know, where it starts with confidence is, You know, in business and in life, people wanna know that you're competent, that you know what you're saying, it's grounded in facts or knowledge, and they view you as a go-to source, personally and professionally, somebody that when I talk to this person, I learn something or I believe them or, you know, it's of value to me, right? And once people sense that competence, And also part of competence is honing that skill.

Whatever you're doing, know it inside and out.

feel that.