What do people need to be aware of in regards to sales over the next year to a year and a half with everything that's going on in the ecosystem of business?

Well, I'll tell you how we're addressing all of this for us.

We are doing everything in our power to be the ultimate resource center for salespeople because we want salespeople to lean on us because we've got all the tools, all the strategy, all the insights, all of the connections to the people who need them, and then the tools and equipment to make sure that they can show up as 110% of themselves.

And if you're going to as a salesperson, as an entrepreneur, as a business owner, you want to be thinking in those terms.

How can you support all of the solutions that your ideal client or ideal team will need? Because that's going to make you attractive to the clients.

It's going to make you attractive to the team.

And that when you can do that now, you because everybody can't.

But talk about from your perspective, what you've learned most, not only about running a business, but being able to run that business and grow it with your wife.

And how did you do that?

Typically, we work with people that are between 2 and 20 million.

Their founder is still connected to the sales process, either making sales or leading a sales team.

And they have reached a point where they know there's something else out there.

What we've actually started seeing is that people have forgotten that freedom and profit was actually available to them because they've been so trapped in the business that they've created for so long.

They've just accepted it as normal.

And so they create what we call founder magic.

Who are they and what was that like?

is,

everybody needs to refine their offers.

But typically, the sign of somebody who has... is typically the person who is going to need some uniformity in their offer is the person who's making a lot of different offers because they're literally just trying to match the offer to whoever shows up.

So you've got too much customization, which is the first roadblock to any kind of exponential growth because growth requires streamlining and uniformity.

So if I can solve 90% of my clients' problems with these narrow things, then I only customize 10 or 20%.

Now I can be much more effective, profitable and expertise.

Right.

Now we need to rewire.