How do you execute that? Well, that's the interesting bit.

So I'll give you a slightly the same example, but a different context.

We're one of the largest providers of internal audit training for financial services.

And we've got recognition from the audits, external auditors for providing assurance of the behavior of auditors and how they carry out their work.

And what any organization is wanting to do is how strong is the quality of those conversations with their auditees, looking at risk and control frameworks in business.

Now, what we were able to do was we were able to give not just one toolkit or one approach or one habit.

But in that moment, they will have an oddity that might react differently depending on the day, their pressure, their time.

What's that selling cycle like from contact, initial engagement to when they start to work with you? What's that normally like?

As

soon as he can get onto the track after throwing events are done, he's there.

Hey, I don't know that kid's name.

What's that kid's name? So I can cheer for him, right? Like...

Coaches need to be like that, right? Period.

Like learn names.

Oh, that's another, that's okay.

Yeah, that's insane.

Do you ever take that data? and map it back to the results that you're getting?

Yeah.

Yeah, we do.

We like, we're very much, if it doesn't broke, if it's not broke, don't fix it.

So like, we don't go back to the drawing board every year.

Like I said, we start, When I email out, okay, here's a 2026 sheet.

Also, here's a 2025 sheet.

How do we make adjustments? What do we do? How do you work with those coaches to adapt in those conditions?

And I would like to start by inviting Uncle Colin Hunter to the stage to deliver Welcome to the Country.

Thank you very much.

Good afternoon, and welcome.

It is my honor and privilege to be here today.

My name is Colin Hunter IV.

I would like to start off by acknowledging that we are on Wurundjeri country, home of my ancestors, and also home to everybody here today.

I wish to pay my respects to both elders past, present, and emerging, elders from all nations, especially all Aboriginal and Torres Strait Islander community members joining us here today.

Mm-hmm

... throws, hurdles, jumps, pole vault, right? Um, and I send that out a few weeks ago, um, after I copied and paste, uh, I, I save, did a save as from last year.

So I keep every year so we can look back.

We're not erasing anything.

We can look back on previous years and see what we did.

Um, and I, before I send it out, I, um, and when I go through and, like, put the meets in there, practice start date, um, and so you'll see every week, yeah, Monday through Sunday.

Uh, the first few weeks obviously there's no meets, but then you're gonna see where meets are.

Mm-hmm.