1 00:00:00,000 --> 00:00:02,000 Okay, with all that stuff since I moved here. 2 00:00:02,000 --> 00:00:05,400 So, I'm ready to do that. 3 00:00:05,400 --> 00:00:07,160 I'm in Texas. 4 00:00:07,160 --> 00:00:09,120 So, little place called Casherville 5 00:00:09,120 --> 00:00:10,720 right outside of San Antonio. 6 00:00:10,720 --> 00:00:12,120 Oh, okay. 7 00:00:12,120 --> 00:00:14,080 Yeah, nice and quiet for now. 8 00:00:14,080 --> 00:00:16,320 It's growing like crazy, so we'll see. 9 00:00:16,320 --> 00:00:21,040 But all right, so, and the sales guy, sales guru. 10 00:00:21,920 --> 00:00:24,480 You know, is this a high ticket sales 11 00:00:24,480 --> 00:00:26,980 or what types of sales do you mostly specialize in? 12 00:00:26,980 --> 00:00:30,020 So, in terms of the people that I coach. 13 00:00:31,300 --> 00:00:32,140 Sure. 14 00:00:33,060 --> 00:00:37,700 So, what I do is I run a coaching academy, 15 00:00:37,700 --> 00:00:39,740 beautiful Savage Sales Academy. 16 00:00:39,740 --> 00:00:41,860 So, I coach sales reps. 17 00:00:41,860 --> 00:00:43,780 You know, my entire career, 18 00:00:43,780 --> 00:00:47,020 I was primarily in technology sales, SAS. 19 00:00:47,020 --> 00:00:50,500 So, a lot of the clients that I work with come from SAS. 20 00:00:51,780 --> 00:00:54,380 You know, people that work at Salesforce, 21 00:00:54,380 --> 00:00:58,380 Google, LinkedIn, here's some other large companies, 22 00:00:58,380 --> 00:01:00,820 bunch of startups, you know, and I really help them. 23 00:01:00,820 --> 00:01:04,020 All right, welcome in to Vision Pros Live. 24 00:01:04,020 --> 00:01:06,060 With Jackson Calame, I'm your show host. 25 00:01:06,060 --> 00:01:08,740 We'll be doing interviews for visionary entrepreneurs 26 00:01:08,740 --> 00:01:10,700 and guest leaders who are building 27 00:01:10,700 --> 00:01:12,260 fantastic visions out there. 28 00:01:12,260 --> 00:01:24,980 I'm in the Vision Pros Live. 29 00:01:24,980 --> 00:01:26,980 I'm your show host, Jackson Calame, 30 00:01:26,980 --> 00:01:28,860 founder of First Class Business 31 00:01:28,860 --> 00:01:31,580 and coming here to you with a little bit of bronchitis. 32 00:01:31,580 --> 00:01:35,180 So, hope you appreciate the lower voice. 33 00:01:35,180 --> 00:01:38,500 You may need to adjust your bass setting today 34 00:01:38,500 --> 00:01:40,900 on your sound device. 35 00:01:40,900 --> 00:01:43,980 I've got Justin J. Johnson, Triple J, 36 00:01:43,980 --> 00:01:45,500 with me today on the show. 37 00:01:45,500 --> 00:01:48,540 And he has a background in sales, 38 00:01:48,540 --> 00:01:50,780 which is one of the most important things 39 00:01:50,780 --> 00:01:52,980 that I believe you need as a visionary. 40 00:01:52,980 --> 00:01:55,100 Because who's going to listen to your vision? 41 00:01:55,100 --> 00:01:57,500 Who's going to care if you don't know how to put it out there 42 00:01:57,500 --> 00:01:58,620 and you don't talk about it 43 00:01:58,620 --> 00:02:01,140 and you don't know how to inspire people 44 00:02:01,140 --> 00:02:03,420 to follow you along that path. 45 00:02:03,420 --> 00:02:04,260 So, if you have a vision 46 00:02:04,260 --> 00:02:06,020 that's meant to be shared with the world, 47 00:02:06,020 --> 00:02:08,260 then you need to be listening 48 00:02:08,260 --> 00:02:12,540 to several different sources from a sales perspective. 49 00:02:12,540 --> 00:02:14,820 It doesn't matter if they're the best or the worst. 50 00:02:14,820 --> 00:02:18,220 There are things you can learn from salespeople out there 51 00:02:18,220 --> 00:02:19,540 that will either help you learn what to do 52 00:02:19,540 --> 00:02:22,980 or what not to do when it comes to sharing your vision. 53 00:02:22,980 --> 00:02:25,380 So, we'll bring on Justin in just a minute. 54 00:02:25,380 --> 00:02:27,820 We just barely got to meet right before the show, by the way. 55 00:02:27,820 --> 00:02:31,500 So, we are coming to you super raw and authentic today. 56 00:02:31,500 --> 00:02:33,100 We're going to be diving into questions 57 00:02:33,100 --> 00:02:35,300 that I wouldn't normally ask somebody 58 00:02:35,300 --> 00:02:37,500 the very first time I met them. 59 00:02:37,500 --> 00:02:38,340 So, it'll be fun. 60 00:02:38,340 --> 00:02:39,180 It'll be fun to see how that goes. 61 00:02:39,180 --> 00:02:40,800 And of course, as always, 62 00:02:40,800 --> 00:02:42,600 we're going to make sure that we dive deep 63 00:02:42,600 --> 00:02:45,900 into his credentials, what he's done, where his background. 64 00:02:45,900 --> 00:02:48,660 And I'm going to ultimately show you today 65 00:02:48,660 --> 00:02:50,820 how to interview a salesperson. 66 00:02:50,820 --> 00:02:53,900 So, how I do it, at least for my businesses. 67 00:02:53,900 --> 00:02:58,660 So, Icon Maker Live, sponsor, iconmakerlive.com. 68 00:02:58,660 --> 00:02:59,980 Fantastic program. 69 00:02:59,980 --> 00:03:02,780 I've talked about it on all past shows 70 00:03:02,780 --> 00:03:04,340 over the last week and a half. 71 00:03:04,340 --> 00:03:06,780 I absolutely love what they do with this event. 72 00:03:06,780 --> 00:03:09,900 I've been to more than 50 business expos. 73 00:03:09,900 --> 00:03:11,260 This was my favorite event. 74 00:03:11,260 --> 00:03:14,580 I've been to over 500 different, 75 00:03:14,580 --> 00:03:18,340 probably closer to more than a thousand webinars, 76 00:03:19,320 --> 00:03:22,400 meetings with networking meetings and things like that. 77 00:03:22,400 --> 00:03:26,720 Once again, I would deem this one takes the cake. 78 00:03:26,720 --> 00:03:28,100 It was phenomenal. 79 00:03:28,100 --> 00:03:31,220 What Tom, Cheryl and Danela did 80 00:03:31,220 --> 00:03:32,520 to pull this conference together, 81 00:03:32,520 --> 00:03:34,940 having never done a conference before, 82 00:03:34,940 --> 00:03:35,900 that doesn't even matter. 83 00:03:35,900 --> 00:03:39,220 Even if they had done it for years, this was phenomenal. 84 00:03:39,220 --> 00:03:41,580 You can see the studio right there on the screen as well 85 00:03:41,580 --> 00:03:43,820 with all the different camera angles 86 00:03:43,820 --> 00:03:45,580 that we were able to capture. 87 00:03:45,580 --> 00:03:48,420 The show notes on one side, the comments on the other. 88 00:03:48,420 --> 00:03:50,740 This is called Sage Studios 89 00:03:50,740 --> 00:03:52,600 out of Charleston, South Carolina. 90 00:03:52,600 --> 00:03:54,540 I highly recommend looking it up. 91 00:03:54,540 --> 00:03:59,540 It's a $1.5 million setup for broadcasting virtual events 92 00:04:00,780 --> 00:04:03,340 with several breakout rooms there 93 00:04:03,340 --> 00:04:05,780 and very comfortable for the 20 people 94 00:04:05,780 --> 00:04:07,360 that we had live in attendance. 95 00:04:07,360 --> 00:04:09,660 I share again, all of this video as visionaries 96 00:04:09,660 --> 00:04:12,520 because you probably have events that you want to do. 97 00:04:12,520 --> 00:04:16,900 You probably have desires to build a brand 98 00:04:16,900 --> 00:04:18,220 that is profitable. 99 00:04:18,220 --> 00:04:20,700 In their case, they help people build seven 100 00:04:20,700 --> 00:04:21,860 and eight figure brands. 101 00:04:21,860 --> 00:04:24,360 That's the only goals that they have is to make sure 102 00:04:24,360 --> 00:04:25,980 that people are super profitable, 103 00:04:25,980 --> 00:04:28,020 can enjoy the process of creating impact 104 00:04:28,020 --> 00:04:31,620 while also driving wealth for your lives. 105 00:04:31,620 --> 00:04:33,980 So very impressed with who they are. 106 00:04:33,980 --> 00:04:37,540 I hope you enjoy the opportunity to follow each one of them. 107 00:04:37,540 --> 00:04:41,980 In addition to that, we have CAPSHO, C-A-P-S-H-O.com. 108 00:04:41,980 --> 00:04:44,660 CAPSHO has been recognized by digital marketers 109 00:04:44,660 --> 00:04:46,660 as the number one AI software 110 00:04:46,660 --> 00:04:48,940 for generating content for podcasters 111 00:04:48,940 --> 00:04:50,880 and it goes far beyond that. 112 00:04:50,880 --> 00:04:53,820 We can take any type of audio or video file, 113 00:04:53,820 --> 00:04:55,380 upload it to CAPSHO. 114 00:04:55,380 --> 00:04:57,420 And now I would take an audio or video file 115 00:04:57,420 --> 00:05:01,520 of you teaching a core concept or sharing your vision 116 00:05:01,520 --> 00:05:04,180 in a way that gives people structure. 117 00:05:04,180 --> 00:05:06,140 Like the 10 steps to do X, Y, or Z, 118 00:05:06,140 --> 00:05:08,500 the three most important things to know 119 00:05:08,500 --> 00:05:11,820 before you build a sustainable garden in your backyard. 120 00:05:11,820 --> 00:05:13,120 Whatever your expertise is, 121 00:05:13,120 --> 00:05:15,100 whatever it is that you want to give to the world, 122 00:05:15,100 --> 00:05:19,540 upload that audio and video or video to CAPSHO. 123 00:05:19,540 --> 00:05:22,340 And what's really cool is then you just click buttons 124 00:05:22,340 --> 00:05:24,340 to get all the content created that you need 125 00:05:24,340 --> 00:05:26,180 from a written perspective. 126 00:05:26,180 --> 00:05:29,240 If you sit there trying to write content out by yourself, 127 00:05:29,240 --> 00:05:31,080 you're doing yourself a massive disfavor 128 00:05:31,080 --> 00:05:32,860 with chat, GPT, and other resources 129 00:05:32,860 --> 00:05:33,780 that can help you do that. 130 00:05:33,780 --> 00:05:35,700 But CAPSHO streamlines the process. 131 00:05:35,700 --> 00:05:37,560 And what I would say is go ahead and use 132 00:05:37,560 --> 00:05:42,300 the two to three free trial credits that you have available, 133 00:05:42,300 --> 00:05:45,900 upload the content, and just click as fast as you can 134 00:05:45,900 --> 00:05:47,260 on each of those buttons. 135 00:05:47,260 --> 00:05:49,540 That way you can produce as much content for yourself. 136 00:05:49,540 --> 00:05:51,360 And then what you can do is you can go back and read it 137 00:05:51,360 --> 00:05:52,700 and see, is this a line? 138 00:05:52,700 --> 00:05:54,700 Does this align with what I said? 139 00:05:54,700 --> 00:05:56,920 Does this capture the right segments for my brand? 140 00:05:56,920 --> 00:05:59,320 Does it create the right types of blog articles, 141 00:05:59,320 --> 00:06:01,280 LinkedIn articles that just make it easy for me 142 00:06:01,280 --> 00:06:02,780 to then copy and paste this 143 00:06:02,780 --> 00:06:04,220 onto the different social media sites 144 00:06:04,220 --> 00:06:06,380 or hand it off to a social media strategist 145 00:06:06,380 --> 00:06:09,700 who then has content to work with to represent your brand 146 00:06:09,700 --> 00:06:12,140 as well as possible because it's all being pulled 147 00:06:12,140 --> 00:06:13,620 from your direct messaging. 148 00:06:13,620 --> 00:06:16,080 So CAPSHO.com, I'm a huge fan of it. 149 00:06:16,080 --> 00:06:16,920 Check it out. 150 00:06:16,920 --> 00:06:18,740 And last but of course not least, 151 00:06:18,740 --> 00:06:21,340 in fact, I would say probably my favorite, 152 00:06:21,340 --> 00:06:22,580 the Water Project. 153 00:06:22,580 --> 00:06:23,940 Go check out the Water Project 154 00:06:23,940 --> 00:06:27,220 and see what they're up to as far as helping people 155 00:06:27,220 --> 00:06:30,460 find access to clean drinking water 156 00:06:30,460 --> 00:06:32,380 where they're not having to walk miles and miles 157 00:06:32,380 --> 00:06:33,220 to get to it. 158 00:06:33,220 --> 00:06:34,940 And many of these villages have to walk miles and miles 159 00:06:34,940 --> 00:06:38,280 just to get to unsanitary drinking water, 160 00:06:38,280 --> 00:06:41,660 let alone having access to an actual well 161 00:06:41,660 --> 00:06:44,060 or an actual sand dam that creates water for them. 162 00:06:44,060 --> 00:06:45,840 So I love this project. 163 00:06:45,840 --> 00:06:46,860 I love what they do. 164 00:06:46,860 --> 00:06:48,460 I hope you get the chance to take a look at it 165 00:06:48,460 --> 00:06:51,220 and see what communities you can impact. 166 00:06:51,220 --> 00:06:55,700 And it doesn't, even if you feel embarrassed to give a dollar, 167 00:06:55,700 --> 00:06:56,580 do it anyway. 168 00:06:56,580 --> 00:06:58,460 Overcome that sense of self-pride 169 00:06:58,460 --> 00:07:00,340 because that's really what it is that holds us back. 170 00:07:00,340 --> 00:07:02,100 When we feel that sense of like, man, 171 00:07:02,100 --> 00:07:04,340 I should be able to give more, but I can't. 172 00:07:04,340 --> 00:07:06,700 Don't devalue your efforts to give back. 173 00:07:06,700 --> 00:07:09,180 Get out there, help people, bless people's lives. 174 00:07:09,180 --> 00:07:10,900 Every little bit counts. 175 00:07:10,900 --> 00:07:13,220 Every drop of water will count to those people, 176 00:07:13,220 --> 00:07:14,060 I guarantee it. 177 00:07:14,060 --> 00:07:17,780 So without further ado, we've got Justin J. Johnson. 178 00:07:17,780 --> 00:07:19,060 Jaime, if you could pull up 179 00:07:19,060 --> 00:07:22,100 the beautiful savagecellsystem.com website 180 00:07:22,100 --> 00:07:25,020 while we talk about as we get right introduced to Justin. 181 00:07:25,020 --> 00:07:26,740 One of the things that strikes me at the bottom 182 00:07:26,740 --> 00:07:28,040 is the companies that he's helped, 183 00:07:28,040 --> 00:07:30,780 from Google to Salesforce to Cisco, 184 00:07:30,780 --> 00:07:35,260 ADP, Zendesk, Amazon, LinkedIn. 185 00:07:35,260 --> 00:07:38,720 There's a lot of really high quality brands down there. 186 00:07:38,720 --> 00:07:40,980 So I'm excited to hear his perspective on sales, 187 00:07:40,980 --> 00:07:42,980 how he's helped those brands individually 188 00:07:42,980 --> 00:07:44,740 and explore his vision at large. 189 00:07:44,740 --> 00:07:47,780 So without further ado, Justin J. Johnson. 190 00:07:47,780 --> 00:07:49,100 Thanks for being my guest on the show, man. 191 00:07:49,100 --> 00:07:50,260 Welcome to Vision Pros. 192 00:07:51,180 --> 00:07:52,220 Thank you for having me. 193 00:07:52,220 --> 00:07:53,820 Oh, well, let's get you in. 194 00:07:53,820 --> 00:07:54,820 Here we go. 195 00:07:54,820 --> 00:07:55,660 How we doing? 196 00:07:55,660 --> 00:07:56,480 Thanks for having me. 197 00:07:56,480 --> 00:07:58,100 Appreciate the intro. 198 00:07:58,100 --> 00:07:59,060 Absolutely. 199 00:07:59,060 --> 00:08:01,740 And we're gonna give some grace to Jaime 200 00:08:01,740 --> 00:08:05,680 and say a little silent prayer or a thought for him. 201 00:08:05,680 --> 00:08:08,580 They're in the middle of a hail storm in Columbia right now. 202 00:08:08,580 --> 00:08:10,500 And we could hear the hail. 203 00:08:10,500 --> 00:08:14,020 I could hear it through his noise cancellation microphone. 204 00:08:14,020 --> 00:08:15,580 And he said they're doing just fine, 205 00:08:15,580 --> 00:08:17,100 but there might be a little bit of delay 206 00:08:17,100 --> 00:08:18,860 with his connection at times. 207 00:08:18,860 --> 00:08:21,560 So just wanted to give you a heads up on that, Justin. 208 00:08:21,560 --> 00:08:23,460 So do you go by Justin J? 209 00:08:23,460 --> 00:08:25,340 Triple J or just Justin? 210 00:08:25,340 --> 00:08:26,500 What do you go by? 211 00:08:26,500 --> 00:08:27,940 It's really player's choice. 212 00:08:28,840 --> 00:08:29,680 Player's choice. 213 00:08:29,680 --> 00:08:32,020 Friends growing up, Justin J. 214 00:08:32,020 --> 00:08:33,780 College friends, Triple J. 215 00:08:34,900 --> 00:08:36,620 My wife, Justin. 216 00:08:37,540 --> 00:08:40,020 When I'm in trouble with my parents still to this day, 217 00:08:40,020 --> 00:08:41,100 Justin J. 218 00:08:42,900 --> 00:08:43,740 Awesome. 219 00:08:44,620 --> 00:08:45,580 All right, cool. 220 00:08:45,580 --> 00:08:46,780 I like that. 221 00:08:46,780 --> 00:08:50,900 You are versatile and open-minded. 222 00:08:50,900 --> 00:08:53,860 So Justin, tell me then, 223 00:08:53,860 --> 00:08:57,900 who should be listening to this podcast right now? 224 00:08:57,900 --> 00:09:00,620 Why should they listen to you and your expertise 225 00:09:00,620 --> 00:09:02,140 and what are they gonna get out of today's show, 226 00:09:02,140 --> 00:09:02,960 do you think? 227 00:09:04,660 --> 00:09:08,540 You know, if there's a reason to listen to me, 228 00:09:09,620 --> 00:09:12,740 it's because I've learned through adversity 229 00:09:12,740 --> 00:09:14,880 and things that I've been through, 230 00:09:14,880 --> 00:09:17,820 what it takes to be a high-performance individual. 231 00:09:17,820 --> 00:09:19,600 And I've been fortunate enough 232 00:09:19,600 --> 00:09:22,060 to apply to the world of sales 233 00:09:22,060 --> 00:09:25,100 and coach hundreds of people through the years now, 234 00:09:25,100 --> 00:09:28,900 through my 15-year career. 235 00:09:28,900 --> 00:09:31,660 And I've had a great run. 236 00:09:32,780 --> 00:09:36,400 To give you a little bit of the highlights of my background, 237 00:09:36,400 --> 00:09:39,820 I was the number one rep at Salesforce, four different roles. 238 00:09:39,820 --> 00:09:44,820 I became a head of sales at Tech Startup 239 00:09:45,700 --> 00:09:48,380 at 25 years old, outscaled that company, 240 00:09:48,380 --> 00:09:49,780 do a nine-figure exit, 241 00:09:50,940 --> 00:09:54,540 ran sales, helped run sales at a couple other startups, 242 00:09:54,540 --> 00:09:58,060 helped them grow, became a chief revenue officer. 243 00:09:58,060 --> 00:09:59,940 You know, the age of 33, 244 00:09:59,940 --> 00:10:03,780 was named one of the top CROs to watch in tech 245 00:10:03,780 --> 00:10:05,540 by the age of 34. 246 00:10:05,540 --> 00:10:08,500 And I retired from the corporate game at 34 247 00:10:08,500 --> 00:10:10,680 and I'm coaching people, 248 00:10:10,680 --> 00:10:12,740 that's launching the beautiful Savage Sales Academy. 249 00:10:12,740 --> 00:10:14,540 I hope I tell you about that. 250 00:10:14,540 --> 00:10:16,340 I'm writing a book, 251 00:10:16,340 --> 00:10:18,900 but I'm gonna mission to, 252 00:10:18,900 --> 00:10:21,500 and back to a hundred thousand salespeople's lives. 253 00:10:22,340 --> 00:10:26,500 And, you know, if there's people listening here 254 00:10:26,500 --> 00:10:28,700 or that wanna figure out, 255 00:10:28,700 --> 00:10:31,500 hey, how do I take my game up a level? 256 00:10:31,500 --> 00:10:34,820 Most of the time, they're focusing on the wrong area. 257 00:10:34,820 --> 00:10:38,540 And a lot of what I teach is helping them get focused on 258 00:10:38,540 --> 00:10:41,280 what I like to call the tripod for success. 259 00:10:41,280 --> 00:10:44,700 So, and if nothing else, maybe they'll get entertained. 260 00:10:44,700 --> 00:10:45,820 I don't know. 261 00:10:45,820 --> 00:10:46,820 Right? 262 00:10:46,820 --> 00:10:47,660 Got you. 263 00:10:47,660 --> 00:10:48,480 That's fair. 264 00:10:49,300 --> 00:10:54,060 I'm gonna dive in a little bit to the Salesforce story. 265 00:10:54,060 --> 00:10:56,100 You know, and I know this is getting fairly analytical, 266 00:10:56,100 --> 00:10:58,660 but I just, I love context. 267 00:10:58,660 --> 00:10:59,980 It helps me feel centered. 268 00:10:59,980 --> 00:11:04,060 I mean, it helps me get appreciation for where you're at. 269 00:11:04,060 --> 00:11:08,300 So you mentioned number one for their company 270 00:11:08,300 --> 00:11:13,020 and the LinkedIn profile shows you were there for two years 271 00:11:13,020 --> 00:11:17,120 from corporate sales representative to account executive. 272 00:11:17,120 --> 00:11:19,360 Were you there for two years or were you there for longer? 273 00:11:19,360 --> 00:11:20,200 I boomeranged. 274 00:11:20,200 --> 00:11:23,040 So I left there, ran sales of startup, 275 00:11:23,040 --> 00:11:25,560 then went back and sold the enterprise. 276 00:11:25,560 --> 00:11:26,400 Gotcha. 277 00:11:26,400 --> 00:11:28,120 So do you remember the years more or less? 278 00:11:30,360 --> 00:11:33,400 I was gone for, like I was there for two years, 279 00:11:33,400 --> 00:11:35,400 gone for two years or so, 280 00:11:35,400 --> 00:11:38,240 then there for another two or three years, something like that. 281 00:11:38,240 --> 00:11:39,260 Okay, cool. 282 00:11:39,260 --> 00:11:42,960 So you did have a gap there and then a comeback. 283 00:11:42,960 --> 00:11:47,960 And what is one of the other companies 284 00:11:49,160 --> 00:11:54,160 that you did sales for that also saw like momentous growth? 285 00:11:54,520 --> 00:11:55,640 Because again, I'm just impressed 286 00:11:55,640 --> 00:11:58,680 with your track record for Meraki. 287 00:11:58,680 --> 00:12:00,840 I think that's the name of the company. 288 00:12:00,840 --> 00:12:01,680 Yeah. 289 00:12:01,680 --> 00:12:02,960 Another brand. 290 00:12:02,960 --> 00:12:04,120 It's like one of those names where you're like, 291 00:12:04,120 --> 00:12:07,760 man, I see that too often to not know what it is, right? 292 00:12:07,760 --> 00:12:11,360 But Zendesk, ADP, tell me about some of those brands. 293 00:12:11,360 --> 00:12:14,200 Yeah, so if anyone's familiar with Zendesk, 294 00:12:14,200 --> 00:12:17,680 there's a solution that they have called Zendesk Cell. 295 00:12:17,680 --> 00:12:19,000 That's their CRM. 296 00:12:19,960 --> 00:12:23,040 That was formerly known as Base CRM. 297 00:12:23,040 --> 00:12:24,720 And that was the organization 298 00:12:25,920 --> 00:12:27,760 that I led sales for in HelpScale. 299 00:12:29,280 --> 00:12:30,120 Gotcha. 300 00:12:30,120 --> 00:12:31,400 And how long were you there? 301 00:12:31,400 --> 00:12:32,840 Two years. 302 00:12:32,840 --> 00:12:34,040 Two years as well, okay. 303 00:12:35,120 --> 00:12:38,280 And you were named the top CRO to watch 304 00:12:38,280 --> 00:12:40,720 by what brand or what entity? 305 00:12:40,720 --> 00:12:42,560 One of the top zeros. 306 00:12:42,560 --> 00:12:44,480 I have to say there's a lot of, 307 00:12:44,480 --> 00:12:47,960 I was humbled and honored to be even included on the list, 308 00:12:47,960 --> 00:12:49,440 but I was one of the top. 309 00:12:49,440 --> 00:12:51,720 And it was by Pavilion, 310 00:12:51,720 --> 00:12:56,720 which is a well-known community within the tech ecosystem. 311 00:12:57,760 --> 00:12:58,960 Okay, excellent. 312 00:12:58,960 --> 00:13:00,720 That just helps us provide some context. 313 00:13:00,720 --> 00:13:03,520 We'll provide that in the show notes as well. 314 00:13:03,520 --> 00:13:07,200 That way people have the reference points. 315 00:13:07,200 --> 00:13:10,040 Thanks for letting me drag you through that a little bit. 316 00:13:10,040 --> 00:13:13,560 So in terms of Cell's background, 317 00:13:13,560 --> 00:13:15,800 there's a couple of two-year jumps. 318 00:13:17,360 --> 00:13:20,680 Have you had a tendency to jump every two to three years 319 00:13:20,680 --> 00:13:22,280 to the next vision? 320 00:13:22,280 --> 00:13:25,360 Which is, by the way, my track record looks like that. 321 00:13:26,280 --> 00:13:28,800 I've built a lot of different things, 322 00:13:28,800 --> 00:13:30,280 worked with a lot of different companies as well. 323 00:13:30,280 --> 00:13:32,680 So I don't call you out saying, hey, he can't last, 324 00:13:32,680 --> 00:13:35,680 but more so just like, what led to those jumps? 325 00:13:35,680 --> 00:13:40,520 And tell us about your journey a little bit. 326 00:13:40,520 --> 00:13:43,720 Yeah, so one of the things that I've always struggled with 327 00:13:43,720 --> 00:13:47,520 from my adversity is, I guess, I take a step back. 328 00:13:47,520 --> 00:13:51,120 I've always felt like a little bit of an outcast, 329 00:13:51,120 --> 00:13:52,760 almost like a misfit. 330 00:13:52,760 --> 00:13:55,920 And that stems from when I was 10 years old, 331 00:13:55,920 --> 00:14:00,240 I got into a near-death accident, a snowmobile accident, 332 00:14:00,240 --> 00:14:02,680 and I had a one in 10 chance of living. 333 00:14:02,680 --> 00:14:06,840 So my throat, my esophagus, my trachea, 334 00:14:06,840 --> 00:14:09,040 my larynx, my vocal cords, 335 00:14:09,040 --> 00:14:11,600 all of those were crushed as a 10-year-old. 336 00:14:12,480 --> 00:14:16,200 And they told me I'd never talk again. 337 00:14:16,200 --> 00:14:17,320 So imagine being 10 years old, 338 00:14:17,320 --> 00:14:19,760 practicing sign language in the hospital at night. 339 00:14:21,120 --> 00:14:23,280 My vocal cords still don't work. 340 00:14:23,280 --> 00:14:24,920 My voice comes from scar tissue. 341 00:14:25,800 --> 00:14:28,120 So that's why I have this voice. 342 00:14:28,120 --> 00:14:30,320 Yeah, they told me I may never eat again. 343 00:14:30,320 --> 00:14:32,920 I had a feeding tube for a year, 344 00:14:32,920 --> 00:14:35,880 plus I had a trach for two years. 345 00:14:35,880 --> 00:14:38,880 So I was breathing out of a plastic tube for a couple years. 346 00:14:38,880 --> 00:14:43,880 34 surgeries later, it was the hell of a journey for me. 347 00:14:45,400 --> 00:14:49,040 And I never really felt like I fit in. 348 00:14:50,080 --> 00:14:54,600 And when I was younger, I saw that as almost like a curse 349 00:14:54,600 --> 00:14:57,400 because I just wanted to be quote unquote normal. 350 00:14:57,400 --> 00:14:58,240 Yeah. 351 00:14:58,240 --> 00:15:00,400 And then as I got older and I achieved success, 352 00:15:00,400 --> 00:15:05,400 what I realized is that day that I got in that accident, 353 00:15:05,400 --> 00:15:07,520 it's one of the best days of my life 354 00:15:07,520 --> 00:15:10,160 because it gave me this level of perspective 355 00:15:11,200 --> 00:15:14,080 that if I didn't go through that, I wouldn't get. 356 00:15:14,080 --> 00:15:16,000 And that perspective is very simple. 357 00:15:16,960 --> 00:15:18,760 Every single one of us is dying. 358 00:15:19,880 --> 00:15:21,680 And it's something that we all know. 359 00:15:22,680 --> 00:15:25,120 And we only got one shot of this thing called life. 360 00:15:25,120 --> 00:15:26,520 Even if you believe in reincarnation, 361 00:15:26,520 --> 00:15:28,320 you only got one shot of this life. 362 00:15:29,960 --> 00:15:32,920 And everyone knows that, 363 00:15:32,920 --> 00:15:35,240 but they don't internalize that most people 364 00:15:35,240 --> 00:15:36,240 until it's too late. 365 00:15:37,440 --> 00:15:38,280 Yeah. 366 00:15:38,280 --> 00:15:39,120 Right. 367 00:15:39,120 --> 00:15:41,720 I was blessed as a 10 year old 368 00:15:41,720 --> 00:15:43,680 by getting punched in the face by death 369 00:15:44,880 --> 00:15:48,360 and facing an add on, luckily I pulled through. 370 00:15:49,440 --> 00:15:52,320 But it gave me this level of insight to say, 371 00:15:52,320 --> 00:15:54,480 I can't waste this thing that I got. 372 00:15:54,480 --> 00:15:59,480 And so every time I got really comfortable, 373 00:16:00,720 --> 00:16:05,720 I knew I was doing my career, my life, my soul, 374 00:16:06,520 --> 00:16:11,520 a disservice because nothing big happens 375 00:16:11,520 --> 00:16:13,400 by playing small and playing safe. 376 00:16:14,320 --> 00:16:19,320 So going to your question, long-winded answer 377 00:16:19,320 --> 00:16:21,680 that feeds into my mental approach 378 00:16:21,680 --> 00:16:26,680 and really my mission in life, my North star, 379 00:16:26,680 --> 00:16:29,960 which is when it's my time to go, 380 00:16:29,960 --> 00:16:32,720 hopefully many moons from now, right? 381 00:16:32,720 --> 00:16:34,000 Right. 382 00:16:34,000 --> 00:16:37,960 All I wanna do is look back and say, I gave it a land. 383 00:16:38,920 --> 00:16:41,360 And wherever I land, I land. 384 00:16:41,360 --> 00:16:44,120 But I wanna look back and say, what if? 385 00:16:44,120 --> 00:16:47,520 So that includes taking risks, that includes making jumps, 386 00:16:47,520 --> 00:16:51,280 that includes taking on roles before, 387 00:16:51,280 --> 00:16:53,520 I quote unquote ready. 388 00:16:53,520 --> 00:16:57,560 That includes leaving corporate America 389 00:16:57,560 --> 00:17:00,520 as a chief revenue officer after being named 390 00:17:00,520 --> 00:17:02,560 one of the top zeros in tech 391 00:17:02,560 --> 00:17:06,160 to pursue this entrepreneurial vision that I have. 392 00:17:07,440 --> 00:17:10,280 All of it is tied towards that mission 393 00:17:10,280 --> 00:17:13,280 of just dying with a gas tank on empty. 394 00:17:13,280 --> 00:17:14,680 And it's that simple for me. 395 00:17:16,240 --> 00:17:17,080 I love it. 396 00:17:17,080 --> 00:17:19,880 And I'm just letting you go because I'm like, 397 00:17:19,880 --> 00:17:20,960 I'm just gonna eat this up. 398 00:17:20,960 --> 00:17:22,920 I'm just gonna sit in here and enjoy this 399 00:17:22,920 --> 00:17:26,360 because what a blessing, what a powerful perspective. 400 00:17:27,800 --> 00:17:32,800 Two personal friends, people important to me come to mind. 401 00:17:34,640 --> 00:17:35,960 One is my son. 402 00:17:37,080 --> 00:17:40,400 My son Emerson has a rasp in his voice 403 00:17:40,400 --> 00:17:45,120 because of a very scary thing that happened to him 404 00:17:45,120 --> 00:17:46,800 at two months old. 405 00:17:46,800 --> 00:17:49,240 He started dry heaving like crazy. 406 00:17:49,240 --> 00:17:52,120 And he had a little growth defect 407 00:17:52,120 --> 00:17:56,680 where the little flap wasn't covering his esophagus, 408 00:17:56,680 --> 00:18:01,200 his lungs, and he had indigestion. 409 00:18:01,200 --> 00:18:03,960 So stomach acid was going into his lungs 410 00:18:03,960 --> 00:18:06,120 and causing him to dry heave. 411 00:18:06,120 --> 00:18:09,860 And it took an infant speech pathologist to figure that out. 412 00:18:09,860 --> 00:18:11,340 So several scary doctor appointments 413 00:18:11,340 --> 00:18:14,400 have not known why our son for weeks 414 00:18:14,400 --> 00:18:17,000 wasn't able to breathe properly 415 00:18:17,000 --> 00:18:19,440 and we thought we were gonna lose him. 416 00:18:19,440 --> 00:18:22,520 And so that rasp I think has a lot to do 417 00:18:22,520 --> 00:18:24,080 with what occurred there. 418 00:18:24,080 --> 00:18:27,960 And I hope that he has been able to instill 419 00:18:27,960 --> 00:18:31,120 a sense of confidence in himself and understand his value. 420 00:18:31,120 --> 00:18:33,240 One of the other great people that I know 421 00:18:33,240 --> 00:18:37,520 named John Comstock, he's known as the 13th man 422 00:18:37,520 --> 00:18:42,520 when the bonfire at Aggieland fell over. 423 00:18:42,680 --> 00:18:44,400 He was one of the people that was hurt 424 00:18:44,400 --> 00:18:46,960 and burned and scarred from that. 425 00:18:46,960 --> 00:18:47,880 When he shares his story, 426 00:18:47,880 --> 00:18:50,920 talks about how he used to hate that people would look at him 427 00:18:52,160 --> 00:18:53,640 and then it dawned on him. 428 00:18:53,640 --> 00:18:55,240 He had this perspective change of, 429 00:18:55,240 --> 00:18:57,040 well, wait a second, you know what? 430 00:18:57,040 --> 00:18:58,480 I am extraordinary. 431 00:18:58,480 --> 00:18:59,320 I am different. 432 00:19:00,200 --> 00:19:01,120 They should wanna look at me. 433 00:19:01,120 --> 00:19:03,240 And he had this powerful mindset shift 434 00:19:03,240 --> 00:19:05,120 that I hear you representing. 435 00:19:05,120 --> 00:19:08,040 And dude, I just wanna say brother to brother, 436 00:19:08,040 --> 00:19:09,220 I love you, man. 437 00:19:09,220 --> 00:19:12,760 And I appreciate that you're living it to the fullest. 438 00:19:12,760 --> 00:19:13,720 I appreciate it. 439 00:19:13,720 --> 00:19:15,460 How old is your son? 440 00:19:15,460 --> 00:19:16,880 He is nine. 441 00:19:16,880 --> 00:19:17,920 Nine. 442 00:19:17,920 --> 00:19:21,720 Well, if he ever wants to chat, let me know. 443 00:19:21,720 --> 00:19:25,080 I know what that's like being someone who, 444 00:19:25,080 --> 00:19:28,200 you know, when I was 10 after my accident, 445 00:19:29,120 --> 00:19:31,820 my voice was way raspier than this. 446 00:19:31,820 --> 00:19:36,820 And I dealt with insecurity a long time 447 00:19:37,640 --> 00:19:40,360 and kids can be cruel, let's be real. 448 00:19:40,360 --> 00:19:41,200 Yeah. 449 00:19:42,440 --> 00:19:45,760 But once I got through that, everything changed. 450 00:19:45,760 --> 00:19:46,960 And that's powerful. 451 00:19:46,960 --> 00:19:51,480 And that flap, I know that flap issue, I had that too. 452 00:19:51,480 --> 00:19:53,120 Oh, well, you do. 453 00:19:53,120 --> 00:19:55,040 Well, I'll keep that in mind. 454 00:19:55,040 --> 00:19:58,180 I'm a big believer that, again, for all you listening, 455 00:19:58,180 --> 00:20:03,180 that it takes a village to raise a kid. 456 00:20:03,280 --> 00:20:06,620 I do my best, but I'm always looking for what mentor 457 00:20:06,620 --> 00:20:09,000 can inspire, can come in a different angle. 458 00:20:09,000 --> 00:20:10,600 So I appreciate you, bro, a lot. 459 00:20:11,440 --> 00:20:15,200 And let's dive in for those listening as well. 460 00:20:15,200 --> 00:20:18,720 We'll jump right into what's your vision 461 00:20:18,720 --> 00:20:21,120 for those that you serve, Justin? 462 00:20:21,120 --> 00:20:23,560 What do you hope to see them achieve? 463 00:20:23,560 --> 00:20:25,560 In 30 seconds or less, 464 00:20:25,560 --> 00:20:27,720 it's not helping them make more money. 465 00:20:27,720 --> 00:20:28,560 That's the easy part, 466 00:20:28,560 --> 00:20:31,600 helping you get commissions, get promoted. 467 00:20:31,600 --> 00:20:33,160 Yeah, that's the easy part. 468 00:20:33,160 --> 00:20:35,480 My goal with anyone that I work with 469 00:20:35,480 --> 00:20:36,640 is that five years from now, 470 00:20:36,640 --> 00:20:39,680 your life is fundamentally in a better place. 471 00:20:39,680 --> 00:20:42,300 So, yeah, that's not just your career, 472 00:20:42,300 --> 00:20:44,520 that's your finances, that's your relationships, 473 00:20:44,520 --> 00:20:46,480 that's your body, your health and vitality, 474 00:20:46,480 --> 00:20:50,400 your spirituality, all of those things are improved. 475 00:20:50,400 --> 00:20:54,160 And the vehicle of sales is a mechanism 476 00:20:54,160 --> 00:20:56,760 that's leveraged to help you get there. 477 00:20:56,760 --> 00:20:57,600 I love that. 478 00:20:58,600 --> 00:21:00,480 One of my favorite quotes from a good friend of mine, 479 00:21:00,480 --> 00:21:03,480 named Gage, when I was going through divorce, 480 00:21:03,480 --> 00:21:05,600 for good reasons, he told me, he said, 481 00:21:05,600 --> 00:21:08,900 Jackson, you can't watch a tree grow. 482 00:21:10,360 --> 00:21:11,680 It doesn't happen that way. 483 00:21:11,680 --> 00:21:14,960 And he was referring to my efforts 484 00:21:14,960 --> 00:21:18,240 to resolve things, to fix things. 485 00:21:18,240 --> 00:21:21,400 And some people are not necessarily sharing the perspective 486 00:21:21,400 --> 00:21:22,960 of being able to recognize the changes. 487 00:21:22,960 --> 00:21:26,280 And he's like, dude, you're doing everything you can. 488 00:21:26,280 --> 00:21:28,720 It's gonna take years of development 489 00:21:28,720 --> 00:21:33,240 for the cultivation to be appreciated by others. 490 00:21:33,240 --> 00:21:36,560 But that's cool that you map it out 491 00:21:36,560 --> 00:21:38,320 based on that five years, I appreciate that. 492 00:21:38,320 --> 00:21:41,800 So let's shift gears completely. 493 00:21:41,800 --> 00:21:44,040 What's your worst business experience ever? 494 00:21:45,560 --> 00:21:46,400 Is this my personal? 495 00:21:46,400 --> 00:21:47,640 I have a feeling it's not as hard 496 00:21:47,640 --> 00:21:50,520 as the personal adversities we've gone through. 497 00:21:51,520 --> 00:21:52,840 When you've been through hell and back, 498 00:21:52,840 --> 00:21:54,720 everything else is a cakewalk. 499 00:21:54,720 --> 00:21:57,360 That's what I love to say. 500 00:21:57,360 --> 00:22:00,800 But do you mean my worst personal business experience? 501 00:22:00,800 --> 00:22:03,040 Or it's been so bad working in sales? 502 00:22:04,360 --> 00:22:05,440 Either one is fine. 503 00:22:05,440 --> 00:22:06,960 The goal is for those listening 504 00:22:06,960 --> 00:22:10,520 who've been through similar or gone through something similar, 505 00:22:10,520 --> 00:22:12,040 just kind of give them a little bit of a vision 506 00:22:12,040 --> 00:22:15,760 of what occurred, how you might've handled it, 507 00:22:15,760 --> 00:22:18,200 that situation, action, result type of situation. 508 00:22:18,200 --> 00:22:20,640 So feel free to go either way. 509 00:22:20,640 --> 00:22:25,240 Yeah, I mean, very recently I ran into a situation 510 00:22:25,240 --> 00:22:30,240 where I was working with someone to become a client. 511 00:22:30,240 --> 00:22:35,240 And what I realized is this wasn't the right person 512 00:22:35,320 --> 00:22:40,320 for my profile and I still pursued them anyways. 513 00:22:42,560 --> 00:22:45,880 And it wasn't, I shouldn't have done that. 514 00:22:45,880 --> 00:22:46,720 And it was a bad experience for them, 515 00:22:46,720 --> 00:22:48,440 it was a bad experience for me. 516 00:22:48,440 --> 00:22:52,040 But as a new entrepreneur, I'm like, 517 00:22:52,040 --> 00:22:54,080 hey, I'm just getting scrappy. 518 00:22:54,080 --> 00:22:54,920 Yeah. 519 00:22:54,920 --> 00:22:57,800 And it blew up in my face a little bit. 520 00:22:57,800 --> 00:23:00,160 It blew up in my face a little bit. 521 00:23:00,160 --> 00:23:03,320 So for me, it was a really big wake up call, 522 00:23:04,200 --> 00:23:06,680 a really big wake up call to make sure 523 00:23:06,680 --> 00:23:09,840 that I get crystal clear on who I serve. 524 00:23:09,840 --> 00:23:12,560 And most importantly, who I don't serve. 525 00:23:12,560 --> 00:23:16,800 So I'm focused there because my journey 526 00:23:16,800 --> 00:23:20,600 as an entrepreneur is, I'm new on the journey. 527 00:23:20,600 --> 00:23:23,960 So if there's people watching that are a few years in, 528 00:23:23,960 --> 00:23:25,400 I'm not there yet. 529 00:23:25,400 --> 00:23:28,040 And this answer to this question might be very different 530 00:23:28,040 --> 00:23:29,600 a year from now. 531 00:23:29,600 --> 00:23:30,600 Right. 532 00:23:30,600 --> 00:23:33,480 Yeah, but that was something that was a big wake up call 533 00:23:33,480 --> 00:23:37,680 for me, just getting focused on who I should be serving 534 00:23:37,680 --> 00:23:38,720 and who I shouldn't. 535 00:23:40,000 --> 00:23:41,000 Absolutely. 536 00:23:41,000 --> 00:23:44,480 And so if you're listening to this, 537 00:23:44,480 --> 00:23:48,840 it could be helpful to create a list of the big 10s 538 00:23:48,840 --> 00:23:52,000 of the big 10 do, who you wanna work with, 539 00:23:52,000 --> 00:23:57,000 and the big 10 of what disqualifies somebody. 540 00:23:57,240 --> 00:23:58,360 That's a good starting point. 541 00:23:58,360 --> 00:23:59,800 If you haven't done that exercise, 542 00:23:59,800 --> 00:24:01,240 I do highly recommend it. 543 00:24:01,240 --> 00:24:04,600 It's also great advice for a relationship in general. 544 00:24:04,600 --> 00:24:06,800 So well said on that. 545 00:24:06,800 --> 00:24:08,640 And thanks for being vulnerable with it. 546 00:24:08,640 --> 00:24:11,880 What's your best experience in business, Ben? 547 00:24:12,960 --> 00:24:14,360 I love helping people. 548 00:24:14,360 --> 00:24:17,080 There's nothing that makes me feel more alive 549 00:24:17,080 --> 00:24:19,800 than seeing someone succeed, 550 00:24:19,800 --> 00:24:23,000 helping someone break through a barrier, 551 00:24:23,000 --> 00:24:27,120 whether that's closing the largest deal of their life, 552 00:24:27,120 --> 00:24:30,480 get promoted, land their dream job, 553 00:24:31,600 --> 00:24:34,800 have a better relationship with their spouse, 554 00:24:34,800 --> 00:24:37,000 because believe it or not, that's one of the things. 555 00:24:37,000 --> 00:24:39,640 I'm not a marriage counselor, 556 00:24:39,640 --> 00:24:42,680 but one of the principles that I teach people 557 00:24:43,840 --> 00:24:45,120 and backs their personal life. 558 00:24:45,120 --> 00:24:49,400 So for context here, what I teach people 559 00:24:49,400 --> 00:24:51,600 is how to master the three Cs. 560 00:24:52,480 --> 00:24:55,520 And the three Cs are how to master your conscience, 561 00:24:55,520 --> 00:24:58,480 master your craft, and master your career. 562 00:24:58,480 --> 00:25:00,320 So what I said earlier on the podcast, 563 00:25:00,320 --> 00:25:04,040 mentioning most salespeople focus on the wrong area, 564 00:25:04,040 --> 00:25:07,320 because when they come to me for coaching, 565 00:25:07,320 --> 00:25:10,440 and they say, I need to be better at handling objections. 566 00:25:10,440 --> 00:25:12,200 I need to be better at closing. 567 00:25:12,200 --> 00:25:14,360 I need to be better at negotiation. 568 00:25:14,360 --> 00:25:16,080 It's very tactical, right? 569 00:25:16,880 --> 00:25:18,720 And don't get me wrong, there's skills and assets 570 00:25:18,720 --> 00:25:20,120 you need to learn to do that. 571 00:25:21,480 --> 00:25:26,440 But usually there's much bigger problems 572 00:25:26,440 --> 00:25:29,600 related to their mindset, their psychology, 573 00:25:30,520 --> 00:25:32,880 because if your mind is in the right place, 574 00:25:32,880 --> 00:25:35,120 everything else falls into place. 575 00:25:35,120 --> 00:25:36,680 So I work with that mind, 576 00:25:36,680 --> 00:25:38,800 getting in line with what their purpose is, 577 00:25:38,800 --> 00:25:40,240 getting clear on where they're at, 578 00:25:40,240 --> 00:25:42,760 current state, in all areas of their life, 579 00:25:42,760 --> 00:25:44,560 not just their career, 580 00:25:44,560 --> 00:25:46,760 because it doesn't matter how much money you make, 581 00:25:46,760 --> 00:25:49,080 it doesn't matter what your title is. 582 00:25:49,080 --> 00:25:52,040 If you're not enjoying life, your life sucks, right? 583 00:25:52,040 --> 00:25:53,560 So what I work with people on is, 584 00:25:53,560 --> 00:25:56,320 how do you improve in all areas of your life, 585 00:25:56,320 --> 00:25:59,000 and leverage the career as a vehicle? 586 00:25:59,920 --> 00:26:02,880 So when I see people that come to me and I say, 587 00:26:02,880 --> 00:26:04,720 hey, how are we showing up today? 588 00:26:04,720 --> 00:26:06,880 10 is the best day of your life, 589 00:26:06,880 --> 00:26:09,240 one, to work day of your life, 590 00:26:10,160 --> 00:26:12,120 and they start working with me, 591 00:26:12,120 --> 00:26:14,200 and I'm at like a two or three, 592 00:26:14,200 --> 00:26:16,240 and they're really in a dark place. 593 00:26:16,240 --> 00:26:19,120 And then after 30 days of working together, 594 00:26:19,120 --> 00:26:20,840 you know, they're showing up like a seven or eight, 595 00:26:20,840 --> 00:26:25,240 and I could just tell their energy is different, right? 596 00:26:25,240 --> 00:26:27,280 And we haven't even gotten the sales coaching yet, right? 597 00:26:27,280 --> 00:26:28,440 That's the fun part. 598 00:26:28,440 --> 00:26:29,400 Right. 599 00:26:29,400 --> 00:26:32,520 And just seeing those breakthroughs happen, 600 00:26:32,520 --> 00:26:34,240 and the dots connect, 601 00:26:34,240 --> 00:26:37,080 seeing the light bulbs happen, the moments, 602 00:26:37,080 --> 00:26:38,480 it's so rewarding. 603 00:26:38,480 --> 00:26:40,720 I love it so much. 604 00:26:40,720 --> 00:26:41,880 Oh, that's awesome, man. 605 00:26:41,880 --> 00:26:44,200 It is, and it's funny how much 606 00:26:44,200 --> 00:26:49,200 the mindset, you know, the tone, the cadence, 607 00:26:49,240 --> 00:26:52,640 you know, is all, really tone, cadence, 608 00:26:52,640 --> 00:26:55,920 and your ability to act according to your career 609 00:26:55,920 --> 00:27:00,520 is amplified, or it's also crushed by your ability 610 00:27:00,520 --> 00:27:01,800 to control your mindset, right? 611 00:27:01,800 --> 00:27:02,640 Or your consciousness. 612 00:27:02,640 --> 00:27:05,560 So I love that, that you're focusing on that. 613 00:27:05,560 --> 00:27:08,360 You also strike me as somebody who lives 614 00:27:08,360 --> 00:27:09,960 in the moment of the journey. 615 00:27:09,960 --> 00:27:12,360 Like you're appreciating the journey itself, you know, 616 00:27:12,360 --> 00:27:14,000 rather than looking at that destination, 617 00:27:14,000 --> 00:27:16,320 what I heard you say was about, you know, 618 00:27:16,320 --> 00:27:19,000 whenever your time comes, right, many moons from now, 619 00:27:19,880 --> 00:27:22,440 you know, that you just wanna know that you gave it your all, 620 00:27:22,440 --> 00:27:25,880 you gave it your best, you maximized the opportunity. 621 00:27:25,880 --> 00:27:27,880 And if you're listening to this right now, 622 00:27:27,880 --> 00:27:30,120 and that's something that you're putting off, 623 00:27:30,120 --> 00:27:32,960 consider the mechanisms, the opportunities 624 00:27:32,960 --> 00:27:35,800 you can put in place to live in the moment now, 625 00:27:35,800 --> 00:27:38,840 you know, to seize the day, so to speak, 626 00:27:38,840 --> 00:27:40,560 even if that means turning this podcast off 627 00:27:40,560 --> 00:27:43,200 and going for a walk, you know, and getting out there 628 00:27:43,200 --> 00:27:47,400 and looking at the clouds, looking at the trees, 629 00:27:47,400 --> 00:27:50,360 realizing how they affect you on a daily basis, 630 00:27:50,360 --> 00:27:51,880 those little things can matter. 631 00:27:52,760 --> 00:27:54,480 I don't know if y'all heard the bell, 632 00:27:54,480 --> 00:27:57,040 but I had a little bell go off just now. 633 00:27:57,040 --> 00:27:58,200 It's not something I share with people, 634 00:27:58,200 --> 00:28:00,120 but it is one of my tokens. 635 00:28:00,120 --> 00:28:01,760 It's my prayer bell. 636 00:28:01,760 --> 00:28:04,080 And I don't miss it because I have it, you know, 637 00:28:04,080 --> 00:28:08,600 otherwise I would, but it reminds me to be grateful. 638 00:28:08,600 --> 00:28:11,200 You know, it reminds me to, oh yeah, you know, 639 00:28:11,200 --> 00:28:13,280 the most important thing in life for me, 640 00:28:13,280 --> 00:28:16,320 my connection to my God, like I need to make sure 641 00:28:16,320 --> 00:28:17,320 that that happens. 642 00:28:17,320 --> 00:28:21,280 And so there's things that you can do 643 00:28:21,280 --> 00:28:24,640 to empower yourself to work on your consciousness. 644 00:28:24,640 --> 00:28:26,200 One of the greatest things that you can do 645 00:28:26,200 --> 00:28:30,680 is have a mentor like Jay, like Justin Jay, 646 00:28:30,680 --> 00:28:35,680 who is aware, right, that's his primary focus, 647 00:28:35,800 --> 00:28:37,800 is to make sure that that happens. 648 00:28:37,800 --> 00:28:40,400 And yes, I do agree, that can be a huge thing. 649 00:28:40,400 --> 00:28:43,200 So let's dive into one more powerful lesson. 650 00:28:43,200 --> 00:28:46,280 What's another powerful lesson that visionaries can learn 651 00:28:46,280 --> 00:28:49,720 from your experience so far as a business owner 652 00:28:49,720 --> 00:28:53,080 or from your path that led you to start the company? 653 00:28:55,600 --> 00:28:58,280 I'll give, do you mind if I give two? 654 00:28:58,280 --> 00:28:59,440 Of course, man, no, not at all. 655 00:28:59,440 --> 00:29:01,840 Anybody mind if you'd mind, tell us in the comments. 656 00:29:01,840 --> 00:29:04,760 But yeah, man, let's hit it, let's hit both. 657 00:29:05,920 --> 00:29:07,840 The first is wrapping your head around 658 00:29:07,840 --> 00:29:11,560 what you fundamentally do with your business or in sales, 659 00:29:11,560 --> 00:29:14,600 because if you don't have sales, you don't have a business. 660 00:29:14,600 --> 00:29:15,440 Right, because if you don't have sales, 661 00:29:15,440 --> 00:29:17,320 you don't have customers. 662 00:29:17,320 --> 00:29:18,160 That's right. 663 00:29:18,160 --> 00:29:20,320 And this is one of the things that I coach people on 664 00:29:20,320 --> 00:29:21,400 if they're struggling. 665 00:29:22,320 --> 00:29:24,440 What a lot of people struggle to do in sales 666 00:29:24,440 --> 00:29:27,640 is they don't grasp what they're doing. 667 00:29:28,640 --> 00:29:31,440 And they think, oh, and when I'm selling, 668 00:29:31,440 --> 00:29:33,720 I'm trying to convince them to work with me, 669 00:29:33,720 --> 00:29:36,880 and sell them on the value of working with me, right? 670 00:29:36,880 --> 00:29:40,600 Which is fair to think that way. 671 00:29:40,600 --> 00:29:43,480 But the reality is if you uplevel your thinking, 672 00:29:44,360 --> 00:29:47,920 what we do, you know when I say this tongue in cheek, 673 00:29:47,920 --> 00:29:50,960 in sales is we do God's work. 674 00:29:50,960 --> 00:29:54,160 And what I mean by that is we help people. 675 00:29:55,920 --> 00:29:58,760 Your job in sales is to help people at the end of the day, 676 00:29:58,760 --> 00:30:00,840 nothing more, nothing less. 677 00:30:00,840 --> 00:30:05,840 Now, there's been some bad characters in this profession 678 00:30:05,920 --> 00:30:09,200 that of course have put a bad taste in people's mouth, 679 00:30:09,200 --> 00:30:10,640 just like in any profession. 680 00:30:11,560 --> 00:30:13,680 But a salesperson's job fundamentally 681 00:30:13,680 --> 00:30:15,920 is to help make someone else's life better. 682 00:30:17,680 --> 00:30:21,240 And I'll give you an example of how I explain this to people. 683 00:30:21,240 --> 00:30:24,720 Let's say you're meeting with someone 684 00:30:24,720 --> 00:30:28,760 and they have stage four cancer, 685 00:30:28,760 --> 00:30:31,000 and they don't have much time left. 686 00:30:31,000 --> 00:30:36,000 And you have this wonder drug that just came out, 687 00:30:36,280 --> 00:30:40,240 that you know will fix them, right? 688 00:30:40,240 --> 00:30:42,000 And you're working with them, 689 00:30:43,040 --> 00:30:45,680 and they're like, no, not interested, right? 690 00:30:45,680 --> 00:30:47,640 But like, this is a loved one of yours, 691 00:30:47,640 --> 00:30:49,520 you know, friend, a family, whatever. 692 00:30:50,920 --> 00:30:54,280 What are you gonna do to save their life? 693 00:30:54,280 --> 00:30:55,600 You're gonna do whatever it takes. 694 00:30:55,600 --> 00:30:59,160 You do whatever it takes, you don't care what they say. 695 00:30:59,160 --> 00:31:03,080 I'll duct tape you to the bed and force you to take the pill. 696 00:31:03,080 --> 00:31:05,160 And I don't care if you hate me in the process, 697 00:31:05,160 --> 00:31:08,680 because saving your life is way more important 698 00:31:08,680 --> 00:31:12,000 than this discomfort that we have right now. 699 00:31:12,000 --> 00:31:13,360 Yeah. 700 00:31:13,360 --> 00:31:15,240 So think about it as sales. 701 00:31:15,240 --> 00:31:17,320 If you're struggling with the discomfort 702 00:31:17,320 --> 00:31:19,360 of interrupting someone's day, 703 00:31:19,360 --> 00:31:22,240 cold calling them, overcoming objection, 704 00:31:22,240 --> 00:31:24,920 challenging their point of view on something, 705 00:31:24,920 --> 00:31:27,000 it's because you're not connecting the dots 706 00:31:27,000 --> 00:31:30,800 in your own head, that you're really there to help them. 707 00:31:30,800 --> 00:31:32,640 And this adversity that you're facing, 708 00:31:32,640 --> 00:31:37,440 this discomfort intention that's in the selling motion, 709 00:31:37,440 --> 00:31:39,760 is the required mechanism for you 710 00:31:39,760 --> 00:31:40,840 to get to the end destination, 711 00:31:40,840 --> 00:31:43,280 which is helping their life be better. 712 00:31:43,280 --> 00:31:45,080 So you gotta grasp that. 713 00:31:45,080 --> 00:31:48,720 If you don't grasp that, you're gonna struggle. 714 00:31:48,720 --> 00:31:50,560 You're gonna struggle. 715 00:31:50,560 --> 00:31:51,920 That's the first thing. 716 00:31:51,920 --> 00:31:53,320 Second thing, this actually hits 717 00:31:53,320 --> 00:31:55,600 to one of the things that you called out earlier. 718 00:31:56,600 --> 00:31:59,920 You mentioned, I am present, I enjoy every day. 719 00:32:00,840 --> 00:32:02,240 The reality is, 720 00:32:04,040 --> 00:32:07,240 the reality is I haven't always been like that. 721 00:32:07,240 --> 00:32:10,200 I've been blessed with adversity, 722 00:32:10,200 --> 00:32:11,720 so that gave me perspective on, 723 00:32:11,720 --> 00:32:14,640 okay, I can't waste this thing called life. 724 00:32:15,600 --> 00:32:18,920 So I've been extremely hungry and driven to achieve more, 725 00:32:18,920 --> 00:32:22,840 but in doing so, I suffered from the achiever's curse, 726 00:32:23,720 --> 00:32:28,720 which is, if I set 10 goals and I achieve nine of them, 727 00:32:29,080 --> 00:32:30,440 I'm not happy about the nine, 728 00:32:30,440 --> 00:32:32,640 I'm pissed off about the one that I didn't do. 729 00:32:34,160 --> 00:32:37,400 Now, not all those are created equal, of course, 730 00:32:37,400 --> 00:32:41,640 but now I've learned and I make it a priority 731 00:32:41,640 --> 00:32:45,520 to celebrate the micro victories along the way, 732 00:32:45,520 --> 00:32:47,920 because the journey is the destination. 733 00:32:47,920 --> 00:32:49,880 So starting a business, 734 00:32:49,880 --> 00:32:53,480 because I have that mindset already ingrained in me 735 00:32:53,480 --> 00:32:55,240 in alignment with my identity, 736 00:32:55,240 --> 00:32:57,480 it's actually one of my core values to enjoy. 737 00:32:59,520 --> 00:33:01,400 If I just have a good call, 738 00:33:01,400 --> 00:33:05,400 or if I update my newsletter, 739 00:33:05,400 --> 00:33:07,320 or if I put out a piece of content, 740 00:33:09,720 --> 00:33:12,920 I respond to emails in a timely fashion. 741 00:33:12,920 --> 00:33:16,040 Those are micro wins that I celebrate, 742 00:33:16,040 --> 00:33:18,000 so then I enjoy myself, 743 00:33:18,000 --> 00:33:20,280 because otherwise you're just gonna only celebrate, 744 00:33:20,280 --> 00:33:23,400 oh, we got new clients, we got more dollars in the door. 745 00:33:23,400 --> 00:33:24,760 And if that's the case, 746 00:33:24,760 --> 00:33:29,560 your identity is 100% attached to the scoreboard. 747 00:33:31,320 --> 00:33:33,560 And that's now what success is. 748 00:33:33,560 --> 00:33:37,040 Success is enjoying this thing. 749 00:33:38,080 --> 00:33:40,800 And regardless of how much money is in your bank account, 750 00:33:40,800 --> 00:33:42,840 it's enjoying the journey. 751 00:33:42,840 --> 00:33:47,560 So that's be some advice that I share with people 752 00:33:48,880 --> 00:33:51,640 and my coaching that would definitely apply 753 00:33:51,640 --> 00:33:53,800 to be a bad entrepreneur. 754 00:33:53,800 --> 00:33:54,680 I love that. 755 00:33:54,680 --> 00:33:58,480 And so you associated the reality 756 00:33:58,480 --> 00:34:00,600 that there's people who, 757 00:34:00,600 --> 00:34:02,480 whether they mean to or not, 758 00:34:02,480 --> 00:34:04,960 they place their identity 759 00:34:04,960 --> 00:34:07,680 in correlation with their scoreboard. 760 00:34:07,680 --> 00:34:11,000 And there's also people who place their identity 761 00:34:11,000 --> 00:34:14,000 as intertwined with their role. 762 00:34:14,000 --> 00:34:16,640 You probably know what book I pulled that from. 763 00:34:16,640 --> 00:34:21,640 And what would you define a person's identity as, Justin? 764 00:34:25,000 --> 00:34:28,920 My identity is what's aligned with my core beliefs 765 00:34:28,920 --> 00:34:30,560 and my core values in other words, 766 00:34:30,560 --> 00:34:33,440 and my principles, however you wanna word it. 767 00:34:33,440 --> 00:34:37,280 But these are the things that I align my belief system to, 768 00:34:37,280 --> 00:34:38,280 that's my identity. 769 00:34:38,280 --> 00:34:43,280 So with my identity aligning with my core values is, 770 00:34:43,360 --> 00:34:45,400 execute, evolve, enjoy. 771 00:34:47,320 --> 00:34:50,240 Execute means I control with 100% of my control. 772 00:34:51,160 --> 00:34:53,800 Evolve means I aim to get a little bit better every day 773 00:34:53,800 --> 00:34:55,440 in all areas of my life. 774 00:34:55,440 --> 00:34:57,680 And enjoy means I enjoy the journey. 775 00:34:57,680 --> 00:35:01,000 And those are the things that I care about 776 00:35:01,000 --> 00:35:03,360 because that's my identity. 777 00:35:03,360 --> 00:35:06,440 And I use that during my journey. 778 00:35:06,440 --> 00:35:09,880 And I use that to own myself accountable 779 00:35:09,880 --> 00:35:12,840 to make sure I'm doing the right things every day. 780 00:35:12,840 --> 00:35:16,720 I do that to make sure that I'm having fun along the way 781 00:35:17,600 --> 00:35:20,600 and making the most of this thing, being grateful. 782 00:35:20,600 --> 00:35:23,360 So that's how I think about identity at least. 783 00:35:23,360 --> 00:35:24,200 I like it. 784 00:35:24,200 --> 00:35:27,680 It aligns with the idea of being the virtue. 785 00:35:30,040 --> 00:35:33,480 Like some people believe in becoming, being love. 786 00:35:33,480 --> 00:35:37,680 And I'm a big fan of the book, 787 00:35:37,680 --> 00:35:40,280 You Can't Teach a Kid to Ride a Bike at a Seminar. 788 00:35:40,280 --> 00:35:41,520 Why David Sandler? 789 00:35:41,520 --> 00:35:43,080 Yeah, I know Sandler. 790 00:35:43,080 --> 00:35:45,080 Yep, and that first chapter, man, 791 00:35:45,080 --> 00:35:48,840 I wish people would read it regularly, often. 792 00:35:48,840 --> 00:35:51,360 Cause he talks about that identity versus role concept 793 00:35:51,360 --> 00:35:53,720 that you just talked about with identity versus scoreboard. 794 00:35:53,720 --> 00:35:56,680 And when you, again, when you lose sight 795 00:35:56,680 --> 00:36:00,280 of your true identity and you become associated 796 00:36:00,280 --> 00:36:03,800 with the outcomes or with the thing 797 00:36:03,800 --> 00:36:05,240 that you're supposed to accomplish, 798 00:36:05,240 --> 00:36:08,560 then all of a sudden you lose sight of your own value. 799 00:36:08,560 --> 00:36:12,040 Whereas recognizing our identity is our intrinsic value. 800 00:36:12,040 --> 00:36:14,680 Like we are inherently valuable. 801 00:36:14,680 --> 00:36:15,720 We're so valuable. 802 00:36:15,720 --> 00:36:17,920 You can't put a quantification on our value 803 00:36:17,920 --> 00:36:20,360 and we should never lose sight of that. 804 00:36:20,360 --> 00:36:24,400 In my case, that would be defined as the son of God. 805 00:36:24,400 --> 00:36:28,280 As a role, still, like you gotta be careful with that 806 00:36:28,280 --> 00:36:32,200 of realizing like, okay, that's still a part of who I am 807 00:36:32,200 --> 00:36:33,800 or it's what I do as well, 808 00:36:33,800 --> 00:36:36,640 but my identity is intrinsic in nature. 809 00:36:36,640 --> 00:36:40,240 I am just valuable because I exist. 810 00:36:40,240 --> 00:36:43,120 And that same concept, I believe applies 811 00:36:43,120 --> 00:36:45,120 to every single human being on the planet. 812 00:36:46,400 --> 00:36:49,760 And then like you said, being able to live in the moment, 813 00:36:49,760 --> 00:36:51,320 appreciate the journey. 814 00:36:51,320 --> 00:36:53,200 One thing that I love that you used to celebrate 815 00:36:53,200 --> 00:36:55,000 in the victory is like the little victories. 816 00:36:55,000 --> 00:36:58,560 And you talked about this magic pill. 817 00:36:58,560 --> 00:37:00,360 I would add, I get to add nuance. 818 00:37:00,360 --> 00:37:01,760 That's what's fun about my role. 819 00:37:01,760 --> 00:37:04,200 You get to do the hard part of defining 820 00:37:04,200 --> 00:37:05,320 the answer to the question 821 00:37:05,320 --> 00:37:07,800 and then I just get to come in and kind of commentate. 822 00:37:07,800 --> 00:37:10,360 So those of you listening know that I'm building 823 00:37:10,360 --> 00:37:12,320 off of what Justin Jay just shared with us. 824 00:37:12,320 --> 00:37:15,560 And that magic pill, if you're in a sales position 825 00:37:15,560 --> 00:37:16,800 where you can't feel that, 826 00:37:17,760 --> 00:37:20,960 where you don't feel like you're representing the magic pill 827 00:37:20,960 --> 00:37:22,520 that can save lives, 828 00:37:22,520 --> 00:37:26,960 or you're putting something in front of people 829 00:37:26,960 --> 00:37:31,120 and you don't believe in it, do yourself a favor. 830 00:37:31,120 --> 00:37:34,120 Find your belief and why it's valuable 831 00:37:34,120 --> 00:37:38,040 or find your way out because you're ultimately 832 00:37:38,040 --> 00:37:40,360 in a small respect selling your soul. 833 00:37:41,280 --> 00:37:43,240 And you're pushing something onto people 834 00:37:43,240 --> 00:37:44,840 that's not in their best interest. 835 00:37:44,840 --> 00:37:47,280 And that is going to play with your mind 836 00:37:47,280 --> 00:37:49,480 in disastrous ways as well as your heart. 837 00:37:49,480 --> 00:37:50,760 And it's gonna hold you. 838 00:37:50,760 --> 00:37:52,880 You might be able to harden your heart 839 00:37:52,880 --> 00:37:56,200 and cloud your mind enough to get by with it. 840 00:37:56,200 --> 00:37:58,160 That's not what life's about. 841 00:37:58,160 --> 00:38:00,440 Life's about caring about what you do 842 00:38:00,440 --> 00:38:01,760 and the impact that you make on others 843 00:38:01,760 --> 00:38:04,560 in my humble opinion. 844 00:38:04,560 --> 00:38:06,360 And when you do that, 845 00:38:06,360 --> 00:38:09,560 there's just a depth of success that comes 846 00:38:09,560 --> 00:38:12,720 that no scoreboard can quantify either. 847 00:38:12,720 --> 00:38:15,440 It's just a feeling that you get to love and embrace 848 00:38:15,440 --> 00:38:17,280 and you get to sleep peacefully. 849 00:38:17,280 --> 00:38:19,600 So if you have a company and you have a service 850 00:38:19,600 --> 00:38:22,000 or a product and you're trying to dig in, 851 00:38:22,000 --> 00:38:23,440 that doesn't mean abandon it. 852 00:38:23,440 --> 00:38:26,000 My first step of advice was explore it. 853 00:38:26,000 --> 00:38:28,120 How is it helping people? 854 00:38:28,120 --> 00:38:30,840 Is it changing? 855 00:38:30,840 --> 00:38:33,200 Is it creating a quantifiable change 856 00:38:33,200 --> 00:38:34,840 or a change that you can feel in your heart 857 00:38:34,840 --> 00:38:36,800 that matters for people? 858 00:38:36,800 --> 00:38:38,720 And if that lines in your heart and your mind, 859 00:38:38,720 --> 00:38:39,840 then stick with it. 860 00:38:39,840 --> 00:38:42,480 Keep refining it, keep figuring out how to represent 861 00:38:42,480 --> 00:38:43,320 as well as you can. 862 00:38:43,320 --> 00:38:46,800 But if you can't, with conviction, 863 00:38:46,800 --> 00:38:48,360 drive people towards the discomfort 864 00:38:48,360 --> 00:38:50,840 of making change in their lives, 865 00:38:50,840 --> 00:38:53,280 then you're probably missing out on making the type 866 00:38:53,280 --> 00:38:55,280 of impact that you could. 867 00:38:55,280 --> 00:38:57,720 So thanks for driving me to that, Justin Jay. 868 00:38:57,720 --> 00:39:01,960 And what else would you like to add today? 869 00:39:04,320 --> 00:39:09,320 I would say, I call my coaching program 870 00:39:10,800 --> 00:39:12,520 Beautiful Savage Sales Academy 871 00:39:13,360 --> 00:39:18,120 because it's common for people to know, 872 00:39:18,120 --> 00:39:20,200 hey, you gotta have a little bit of that killer instinct 873 00:39:20,200 --> 00:39:21,800 to be like really good in sales. 874 00:39:22,880 --> 00:39:23,720 That's very common there. 875 00:39:23,720 --> 00:39:27,800 But one of the things that people don't think about 876 00:39:27,800 --> 00:39:30,560 is what mercenaries don't scale. 877 00:39:30,560 --> 00:39:33,600 So what I work with people on is how to help them 878 00:39:33,600 --> 00:39:36,600 unleash their inner savage, because everyone's got one. 879 00:39:38,320 --> 00:39:41,040 But also help them understand what it's like 880 00:39:41,040 --> 00:39:44,040 to have a beautiful soul in the process. 881 00:39:45,080 --> 00:39:46,280 And everyone's got it and it's figuring out 882 00:39:46,280 --> 00:39:48,400 what it's like to be a salesperson. 883 00:39:48,400 --> 00:39:49,600 So the thing to know is, 884 00:39:49,600 --> 00:39:51,840 the reason why I called it the tripod earlier 885 00:39:51,840 --> 00:39:55,040 is if you master your craft, 886 00:39:55,040 --> 00:39:57,440 meaning you become a great salesperson, 887 00:39:57,440 --> 00:40:01,720 but you don't get your head right, the tripod falls over. 888 00:40:01,720 --> 00:40:04,880 You need all three legs to be standing 889 00:40:04,880 --> 00:40:07,720 for the tripod to work. 890 00:40:07,720 --> 00:40:09,560 So that's the way you gotta work on all three. 891 00:40:09,560 --> 00:40:12,360 And the other thing is, you might be good at sales, 892 00:40:12,360 --> 00:40:15,120 but you may not know how to play the game. 893 00:40:15,120 --> 00:40:18,320 Starting a business, there's rules to this game. 894 00:40:18,320 --> 00:40:20,080 You gotta learn them. 895 00:40:20,080 --> 00:40:21,000 Or you know how to play them, 896 00:40:21,000 --> 00:40:23,000 otherwise you're gonna need to play it. 897 00:40:23,000 --> 00:40:25,640 So that's what I work with people on. 898 00:40:26,840 --> 00:40:28,400 And everyone can do it, 899 00:40:29,280 --> 00:40:32,280 whether they leverage me or someone else. 900 00:40:32,280 --> 00:40:34,720 But it's really fun when people realize that. 901 00:40:35,800 --> 00:40:36,640 I love that, man. 902 00:40:36,640 --> 00:40:40,680 Well, thank you for an incredibly holistic interview. 903 00:40:40,680 --> 00:40:43,960 Those of you listening, we'd love to hear in the comments 904 00:40:43,960 --> 00:40:46,000 what your thoughts are, what you're working on, 905 00:40:46,000 --> 00:40:49,560 what magic pill are you sharing with the world 906 00:40:49,560 --> 00:40:50,640 to help people? 907 00:40:50,640 --> 00:40:52,920 And if you have any questions for us, 908 00:40:52,920 --> 00:40:54,440 feel free to hit us in a comment. 909 00:40:54,440 --> 00:40:57,760 I know Justin J is just as likely to respond as I am, 910 00:40:57,760 --> 00:41:00,920 as well as my team, to make sure you're well taken care of. 911 00:41:00,920 --> 00:41:04,200 You can reach out to Justin J on LinkedIn as well. 912 00:41:05,080 --> 00:41:07,240 That's where him and I have connected. 913 00:41:07,240 --> 00:41:12,240 And you can also check the show notes for vision pros. 914 00:41:14,240 --> 00:41:17,240 Justin, I'd love to have you back someday on the show. 915 00:41:17,240 --> 00:41:21,240 I'd love to dive in deeper to the concepts of consciousness, 916 00:41:21,240 --> 00:41:24,160 craft and career to help people further. 917 00:41:24,160 --> 00:41:26,320 But in the meantime, everybody who's listening, 918 00:41:26,320 --> 00:41:28,680 that masterclass that we just showcased, 919 00:41:28,680 --> 00:41:30,960 feel free to go sign up to that 920 00:41:30,960 --> 00:41:34,200 and see how he can help rock your brand 921 00:41:34,200 --> 00:41:35,640 and move you forward the same way 922 00:41:35,640 --> 00:41:37,360 he did for Salesforce and others. 923 00:41:37,360 --> 00:41:38,960 And thank you for being here, my friend. 924 00:41:38,960 --> 00:41:41,560 Yeah, thank you so much for having me. 925 00:41:41,560 --> 00:41:42,640 I love the conversation. 926 00:41:42,640 --> 00:41:44,640 I love the depth to it. 927 00:41:44,640 --> 00:41:45,720 So thank you for having me. 928 00:41:45,720 --> 00:41:50,720 And then if anyone wants to join the free live masterclass 929 00:41:50,720 --> 00:41:52,040 that I'm hosting tomorrow, 930 00:41:53,160 --> 00:41:56,040 the link to it is right on my LinkedIn profile. 931 00:41:56,040 --> 00:41:58,880 So, yeah. 932 00:41:58,880 --> 00:42:00,920 And that is live. 933 00:42:00,920 --> 00:42:01,760 Yeah. 934 00:42:02,760 --> 00:42:03,600 All right, cool. 935 00:42:03,600 --> 00:42:05,800 So I'll drop it right there too in the comments 936 00:42:05,800 --> 00:42:06,640 so that you guys have it. 937 00:42:06,640 --> 00:42:10,080 And everybody have a fantastic rest of your day. 938 00:42:10,080 --> 00:42:13,080 Justin, I'll see you right after we wrap up here. 939 00:42:13,080 --> 00:42:13,920 All right. 940 00:42:13,920 --> 00:42:14,760 Thank you. 941 00:42:14,760 --> 00:42:15,600 All right. 942 00:42:15,600 --> 00:42:16,720 It looks like I lost Jaime. 943 00:42:16,720 --> 00:42:18,320 That happened. 944 00:42:18,320 --> 00:42:20,720 So where are we? 945 00:42:20,720 --> 00:42:21,920 I should have been ready for this. 946 00:42:21,920 --> 00:42:23,040 Here we go, guys. 947 00:42:23,040 --> 00:42:23,880 Three, two, one. 948 00:42:23,880 --> 00:42:25,160 Thank you for being here today. 949 00:42:25,160 --> 00:42:27,640 I'm really happy that you tuned into Vision Pros Live. 950 00:42:27,640 --> 00:42:30,280 I'm looking forward to seeing your reactions 951 00:42:30,280 --> 00:42:32,560 as these episodes continue to move forward. 952 00:42:32,560 --> 00:42:34,760 This is gonna get more and more fun. 953 00:42:34,760 --> 00:42:36,560 We'll have more and more engagement as well. 954 00:42:36,560 --> 00:42:38,680 We'll invite people to participate in the show. 955 00:42:38,680 --> 00:42:41,040 And thank you for giving us your time and attention. 956 00:42:41,040 --> 00:42:43,760 Have an excellent time building out your vision 957 00:42:43,760 --> 00:42:45,680 and becoming a Vision Pro yourself. 958 00:42:45,680 --> 00:42:46,600 I'll talk to you soon. 959 00:42:46,600 --> 00:43:05,600 Bye bye.