Your view of sort of where fear of change fits in all this.

I've got an entire chapter in my book dedicated to the psychology of behavior change.

It is... innate in us as humans, as stubborn mammals, as prideful beings to put up walls, to resist change.

And it's difficult for us to make a decision based on somebody else's push, somebody else's influence.

Most typically, Rob, it needs to come from within.

And the best change comes when we make those decisions ourselves.

And so when you start to think, okay, sales is about convincing and persuading change.

Okay, so if we're not telling him, how are we getting him to find this?

So, so break that down for the listeners, and tell us what you actually mean by that.

Yeah.

Tell a quick story.

Um, what you were referencing earlier, Curtis, I, I was on a very fast-growing team.

Company was about 1,400 employees.

When I joined, there were only 100 of us.

In two years, we grew to 1,400.

So why do you feel like, uh, the traditional sales, the traditional sales method causes people to dig in their heels rather than to take action?

And also if you could share where you currently stand when it comes to revenues, whatever you're comfortable

with and or overall growth.

Yeah.

Shahid, first and foremost, thank you for enduring 500 plus episodes.

It's a massive milestone and I just commend anybody who's able to endure and stick with it for the long haul in a, in a world of, immediate gratification, endurance and determination and consistency is extremely rare.

So congratulations.

Keep up the awesome work.

But I'm just curious in your experience, right? Oh, it's it's.

So let's go to the non-sales sales coach because this is one of those titles or, you know, mantras that's actually kind of brave right like you know i i think it's kind of brave you call yourself that so that's a specific phrase it takes courage to lead with like what is the word salesperson actually cost the person who wears it and why did you refuse it even when you were like top of the leaderboard

you know this is probably a three-hour therapy session if we wanted to go that direction but we're not going to i I had probably not enough confidence in myself to stand up tall and say, yes, I am a salesperson because I, I frankly, Josh misunderstood sales entirely.

My parents had ingrained in us that somebody knocking on our front door was a bad person.

Hide, don't let them see that we're in here.

Turn the music down, turn off the TV, don't let them know we're here.

It was the title that was like, stay away from it.

They're manipulative, they're insincere, they're slimy, they're sleazy, they're whatever your connotation is.

I think