Do you know, are you aware of like the Nick story? Are you aware of like a story that perhaps you've carried around with you that has just been there that it like allows you to be more resilient? Or is this a story you had to construct from getting your ass beat?

Yeah, it's both.

It's both.

And there's also like we affirm stories, whether they're positive and facilitative or whether they are destructive and they can be self-sabotage.

We're always stacking evidence one way or the other.

I think to speak to how I'm able to get through things.

And then I want to touch on the story.

And how do you see that through your lens?

Have a listen and if you want somewhere that teaches these skills properly rather than in fragments that's exactly what eSchool is for.

I said, okay, dad, here we go.

Right.

Tell me what your biggest secret is for sales.

Like you've been doing this forever.

You're old, old as anything.

Tell me what your secret is.

So tell me what the importance was in that moment for you when it came to believing that this was actually a path that was possible.

think it was excitement that I felt like I really felt like I was excited about the potential vision and having the proof of concept from someone who'd been there and done it before like we get that whether it's from a friend or a peer or a mentor or from a book like I did so I think I had this kind of hopefulness that this was going to work and I So many people on my journey, Travis, have said that I am crazy because I've always been willing to test the thing and fail completely in order just to have an understanding of what it is that works and doesn't work.

And I think when you're an entrepreneur, that level of risk tolerance is something that can really benefit us because otherwise we'd be playing it safe and we wouldn't even get started.

So I really had to lean into the psychology side and the mindset side and the inner grit and resilience and belief to get past everyone who was being negative around me that was like, why are you doing this thing? It makes no sense.

And I've always done really well with taking the things that somebody says to me, like one single sentence that is positive and holding onto that inside of me and using it as a force to run with.

So for example, my friend, Steph, her mom, she's a friend from high school, her mom and I worked together and she was the first woman entrepreneur that I ever met.

So I had her as a reference point.

How important is it to fill your life with as much as you can with people who will instill that belief in you from their perspective, instead of you just trying to force yourself to believe it when you don't actually believe it.