What does selling from the heart mean to you, Jim?

Well, well, first of all, bad on me.

I, I didn't know till about five minutes ago.

That's the bad news.

The good news is you could have never told me and asked me that question without me knowing, and I could've answered it instantly, right? It's every genetic cell in my body.

So I would say that selling from the heart to me, uh, you used the word just briefly ago, authenticity.

That, that certainly, certainly has a big thing to do with selling from your heart.

I need to commit to be, uh, disciplined and to follow a system." Where should they go next?

You know,

that's very important to make a point of because how other industries are going to adopt to this world with technology, with AI, with all that other kind of stuff.

That's not my area of expertise, but yet it's a huge area of my expertise within the financial services world because if you don't, you die.

And so the reality of it is, is first and foremost, there's a massive value prop differential necessary in the world we live in today through the channels of a relationship.

In other words, if you were in the financial services world today and you were really, really, really focused on volumes and transactions, you would be replaced by AI.

Because AI can do that at a very, very, very high level.

But in the financial services world, fortunately, okay, is that it's really not, and when we're talking about financial services, I'm talking about personal consumer financial services, not corporate finance, right? And so it's really a behavior, a human behavior business.

yeah so what does good coaching look like