[laughs]

... four in the afternoon, and locked me up.

The guy next to me had to kick it off of me.

And so I quit install for a little bit [laughs] and was like, "I need a new life path here." And the owner of the company called me back and said, "Hey, man, I want you to come do sales for me.

I know that you are not gonna underbid the labor because you did it." I started out, "Here's our price book, here's the stack of leads to the last guy I didn't call.

Go make money." And so I didn't know what I didn't know, so I did.

But that started my sales journey, and so now here we are, 17, almost 18 years later.

Like, when you go into these places, how much of a challenge are the CSRs? Like, when you get in there, "Hey, you know, we're gonna do whatever it is we do, and we're gonna get you on track with your sales," like, how much of that originates with the CSR?

Okay, fire away.

So the first one we've got is a band called Almost There, and they're a Woking-based cover band singing lots of party classics.

And they are going to be singing and dancing away on Saturday, the 12th of September, at the Holroyd Arms in Guildford.

So that's the first one.

Tickets for all of these are available on our website, by the way.

Oh, yes, I know them, yeah.

Yeah, and then the last but not least is the Rick Buckler Music Memories and the Jam, and this is a special night of live music, memories and celebration honouring the life of Rick Buckler.

the legendary drummer of Jam.

At the moment, you've got a sale going on tomorrow.

We have.

We've got at the warehouse in the Lansbury Estate in Nap Hill, we've got a books and bric-a-brac sale.

I'm glad I managed to say that.

And that's kicking off at 9.30 tomorrow and it will be running until 1.30.

So there's books, there's bric-a-brac, there's loads of back-to-university bits.

Obviously, for both the West Byfleet new shop and obviously the new one in the Peacock Centre in Woking, we want people to go in there and have a good look round.

Go and have a good look.

Over to you, Sam.

The key takeaway of the budget is I think in my experience and working as a financial planner, I've been in this industry for 16 years and this budget is one of those budgets that does impact everyone.

And one of the key unfortunate parts of this budget is it really impacts go-getters.

It impacts those that are wanting to build and grow their wealth and make smart money decisions.

I think it's really important that we, with changes like this, take a step back and focus on the fundamentals.

The wealth building hasn't changed.

We still want to build, grow our wealth.

That's right.

... your customers?

So, I mean, having a system for one, which means being structured, is crucial.

So, I mean, a well-designed referral system is gonna ask for a referral six times through your customer journey.

Now, I know that sounds like a lot, but think about this.

We can have a line in our initial maybe text, email confirmation, and then the next day we're starting to plant the seed, right? So asking for a referral doesn't have to always be a direct ask.

It can sound something like maybe in our CSR intake, starting with, "Oh, this is awesome.

Who re- you know, I see you're a new client.

Mm-hmm.

When you started to take that mantra, how did it impact your relationship with your family?

You know, it was, uh, it was clunky at first actually, uh, because I realized, first of all, that I had to, uh, if I was going to do this with integrity, I had to live it and not just preach it.

And so for my o- you know, for in my own, [clears throat] my own life, it was clunky at first.

But at the same time, you know, it forces you to really just get a big mirror out.

And, uh, so it, uh, the, the saying that I s- that I, and mantra that I really believe and promote and live by that marries that one is, sales is not the over- the, it's not the performance of an hour, it's the overflow of a life.

Uh, because we, we just naturally will resonate with people.

And we've all had those experiences in life.

Mm.