That enables you to do some research and have a better conversation, and so it kind of flows downhill, and it starts, you know, I, I imagine at the, at the very beginning, like picking your, your ICP and everything.

Well, yeah, actually, let me, l-let me address that for a second here, and I'll actually kind of make fun of a lot of what's being taught out there by some LinkedIn gurus, and that is the, the, this whole notion of permission-based openings and, you know, it's a pattern interrupt and all this, and you're being transparent.

Well, here's the biggest and best pattern interrupt, Ray.

It's me knowing something about you that is relevant in your world right now and letting you know that I know that, because now what's going through your mind as a prospect? This is different.

Okay? It's not a typical salesperson.

This is somebody who knows something about me, and I am now curious as to what this is about, because then I'm gonna continue with my, what I call it a possible value proposition, uh, not, not a value prop.

Here's why.

What happened four or five years ago to, to kickstart thing or reinitiate some, some of the content and stuff that you're doing now?

"Look, it, but i- but isn't it about helping people?"

Yeah.

Well, if you're selling something you don't believe in, you're lying to two people.

You're lying to yourself, and you're lying to a prospect or customer.

So where's the win in that? I mean, the...

And there are people who know that what they're doing is not correct or ethical or in the best, in, in, i- it's, it's not in the best interest for the customer, but yet they're doing it anyway because there's a commission check at the end.

And again, you wrote an entire book about that.

What are some of those tactics? What are some of those things that people should be doing if you wanna be prospecting right?