WEBVTT 00:00:00.080 --> 00:00:03.700 All right, welcome in to Vision Pros Live with 00:00:03.700 --> 00:00:05.960 Jackson Callum. I'm your show host. We'll be 00:00:05.960 --> 00:00:07.719 doing interviews for visionary entrepreneurs 00:00:07.719 --> 00:00:10.560 and guest leaders who are building fantastic 00:00:10.560 --> 00:00:20.620 visions out there. What's up, everybody? Welcome 00:00:20.620 --> 00:00:22.780 in to another episode of Vision Pros Live. I'm 00:00:22.780 --> 00:00:24.460 your show host, Jackson Callum. I'm super excited 00:00:24.460 --> 00:00:26.719 to have Andy Halko on stage today because... 00:00:27.120 --> 00:00:28.739 He's going to be talking about a subject that's 00:00:28.739 --> 00:00:30.839 near and dear to my heart, and we need more experts 00:00:30.839 --> 00:00:32.780 talking about this. We're talking about something 00:00:32.780 --> 00:00:35.920 most companies accidentally get wrong, and that 00:00:35.920 --> 00:00:39.820 means talking from a position of customer -centric 00:00:39.820 --> 00:00:43.539 language in a world, as Andy puts it, that gets 00:00:43.539 --> 00:00:46.500 flooded with tactics and tools. Real growth comes 00:00:46.500 --> 00:00:48.619 from a much deeper shift, and we're talking about 00:00:48.619 --> 00:00:51.240 the shift of really focusing in on relationships. 00:00:51.619 --> 00:00:54.700 We have two companies up here that I highly recommend 00:00:54.700 --> 00:00:57.039 taking a look at that understand the value of 00:00:57.039 --> 00:00:59.719 customer -centric approach. Home Studio Mastery, 00:00:59.719 --> 00:01:01.740 which you need, Ahmed, helps people build out 00:01:01.740 --> 00:01:03.939 podcast studios. Not ones that look like this. 00:01:03.979 --> 00:01:06.019 He didn't build this podcast studio. This wall 00:01:06.019 --> 00:01:08.799 was built by an engineer in Ecuador. I'm down 00:01:08.799 --> 00:01:10.540 in Ecuador right now, not in my typical office. 00:01:11.549 --> 00:01:14.230 I also help people launch podcasts and get started. 00:01:14.290 --> 00:01:15.989 I went live on Facebook, called it a podcast. 00:01:16.090 --> 00:01:17.709 My team made fun of me a little bit, and I said, 00:01:17.750 --> 00:01:19.510 you know what? It's my podcast. It's okay. I 00:01:19.510 --> 00:01:21.629 don't have to have all the fancy stuff. Eventually, 00:01:21.670 --> 00:01:23.989 we grew into some fancier stuff. But if you really 00:01:23.989 --> 00:01:27.269 want to build a great podcast and climb the ranks 00:01:27.269 --> 00:01:28.950 and are the top percent of podcasts in the world, 00:01:29.390 --> 00:01:31.049 June 8th is one of the people I recommend working 00:01:31.049 --> 00:01:32.609 with on that. He knows how to listen to you, 00:01:32.689 --> 00:01:34.689 hear you, and help you do just that. Then I've 00:01:34.689 --> 00:01:37.230 got Dr. Danny Brassell up here. Dr. Danny Brassell 00:01:37.230 --> 00:01:39.090 has a program called The Reading Habit. And with 00:01:39.090 --> 00:01:42.340 The Reading Habit, he helps. parents inspire 00:01:42.340 --> 00:01:46.500 children to have a passion for reading. And the 00:01:46.500 --> 00:01:49.439 challenge of reading that he's helped me see 00:01:49.439 --> 00:01:52.180 is that four out of five readers that struggle 00:01:52.180 --> 00:01:55.540 are boys. There's a lot of challenges that he 00:01:55.540 --> 00:01:57.280 talks about in relation to that. So if you have 00:01:57.280 --> 00:01:59.879 a boy or a girl Who is struggling to read I highly 00:01:59.879 --> 00:02:02.140 recommend again talking to Danny. He speaks all 00:02:02.140 --> 00:02:04.260 over the world in this He sells thousands upon 00:02:04.260 --> 00:02:06.040 thousands of educators. So this is one of the 00:02:06.040 --> 00:02:07.760 best speakers I've ever met worked with now for 00:02:07.760 --> 00:02:10.319 about a year and I absolutely love Danny Purcell 00:02:10.319 --> 00:02:12.900 He's a good person and he's a good person because 00:02:12.900 --> 00:02:15.879 he cares about the people that he serves So again, 00:02:15.979 --> 00:02:17.400 that's what we're going to dive in today They're 00:02:17.400 --> 00:02:19.039 just two examples that you can potentially model 00:02:19.039 --> 00:02:21.240 and then of course There's the water project 00:02:21.240 --> 00:02:23.439 that serves their people really well once again 00:02:23.439 --> 00:02:27.159 a great entity to go and learn in real real time 00:02:27.159 --> 00:02:29.439 with a real example exactly what Andy and I are 00:02:29.439 --> 00:02:31.099 about to talk about the practical implementation 00:02:31.099 --> 00:02:33.500 the water project is something that's near and 00:02:33.500 --> 00:02:35.719 dear to my heart because people in the world 00:02:35.719 --> 00:02:37.300 when I learned that there's so many people there's 00:02:37.300 --> 00:02:38.860 millions of people who don't have access to clean 00:02:38.860 --> 00:02:41.259 drinking water that is a problem I have never 00:02:41.259 --> 00:02:44.159 had in my life I've only ever been thirsty for 00:02:44.159 --> 00:02:47.080 a few hours I think maximum so when I found out 00:02:47.080 --> 00:02:50.020 that that the water project does this thing where 00:02:50.569 --> 00:02:52.990 You can invest in a specific community and they 00:02:52.990 --> 00:02:55.090 will actually show you the outcome of your investment. 00:02:55.250 --> 00:02:57.310 I got kind of obsessed with it. And I see these 00:02:57.310 --> 00:03:00.509 children celebrating water with more enthusiasm 00:03:00.509 --> 00:03:03.629 than my kids celebrate Christmas Day. And that 00:03:03.629 --> 00:03:06.229 is a very humbling reality. Guys, you may have 00:03:06.229 --> 00:03:08.650 another cause out there that you want to support. 00:03:08.789 --> 00:03:11.110 There's 8 billion people to help in this world. 00:03:11.250 --> 00:03:12.949 And I think that those of us who have the privilege 00:03:12.949 --> 00:03:15.550 of rocking the mic. or listening to a podcast, 00:03:15.789 --> 00:03:17.849 we have an opportunity to step up. Even if that 00:03:17.849 --> 00:03:19.710 doesn't mean we have the financial means, we 00:03:19.710 --> 00:03:22.229 can still share the idea, and you never know 00:03:22.229 --> 00:03:23.669 who you're going to touch that might be able 00:03:23.669 --> 00:03:27.430 to give $5 ,000, $10 ,000, or more to help generations 00:03:27.430 --> 00:03:30.210 of people have access to the basic essentials 00:03:30.210 --> 00:03:32.669 in life. So without further ado, let's dive in 00:03:32.669 --> 00:03:34.750 and serve you as well and start talking about 00:03:34.750 --> 00:03:36.729 this customer -centric language and what we can 00:03:36.729 --> 00:03:38.430 do as companies, as visionaries, to be able to 00:03:38.430 --> 00:03:41.370 upgrade. Andy Hauko, welcome to Vision Pros Life. 00:03:42.030 --> 00:03:44.449 Hey, thank you for having me. This is fantastic. 00:03:44.650 --> 00:03:48.530 I love your vision of what you shared of just 00:03:48.530 --> 00:03:51.909 doing something bigger and better than just focused 00:03:51.909 --> 00:03:54.349 on yourself, which leads us into what we're talking 00:03:54.349 --> 00:03:57.229 about, too. Thank you, man. Way to close the 00:03:57.229 --> 00:04:00.770 loop on that. I like that. Let's talk about the 00:04:00.770 --> 00:04:04.699 next piece of vision for now. The vision for 00:04:04.699 --> 00:04:06.580 those that you serve, you've established that 00:04:06.580 --> 00:04:09.699 quite well. It's about connecting with clients. 00:04:09.979 --> 00:04:11.680 I'm going to push you a little bit on this for 00:04:11.680 --> 00:04:14.659 both of our sakes. We're both mathematicians. 00:04:14.759 --> 00:04:16.399 We're going to go on the chalkboard with this 00:04:16.399 --> 00:04:19.120 concept, and I want to hear your ideas because 00:04:19.120 --> 00:04:21.680 it's going to also improve my vision and the 00:04:21.680 --> 00:04:23.579 way I go about things while we help the audience. 00:04:24.680 --> 00:04:26.720 There's this thing called ICP out there, right, 00:04:26.800 --> 00:04:30.699 the ideal client profile, and your avatar, your 00:04:30.699 --> 00:04:32.399 audience, right, and defining all those. We can 00:04:32.399 --> 00:04:33.959 get into psychographics. We can get demographics. 00:04:34.379 --> 00:04:35.879 We're going to go deep, by the way, my friends. 00:04:35.959 --> 00:04:37.220 We're not going to stay surface level on this 00:04:37.220 --> 00:04:39.060 one. We're going to go to the deeper levels of 00:04:39.060 --> 00:04:41.939 conversion rate optimization, CRO, and making 00:04:41.939 --> 00:04:43.519 sure we really understand people. What I see 00:04:43.519 --> 00:04:46.680 happening in the market so often, Andy, when 00:04:46.680 --> 00:04:50.790 I ask people who their who they serve, what's 00:04:50.790 --> 00:04:52.730 the client they serve. I stopped asking that 00:04:52.730 --> 00:04:54.370 a long time ago because people suck at answering 00:04:54.370 --> 00:04:57.930 that question. They just do. I ask people now, 00:04:58.089 --> 00:05:03.910 who is your typical client and who is your ideal 00:05:03.910 --> 00:05:07.170 client? And that tends to get people not to feel 00:05:07.170 --> 00:05:08.790 so defensive about it when they get it wrong. 00:05:09.050 --> 00:05:11.250 And they tend to get it less wrong when we talk 00:05:11.250 --> 00:05:14.470 about that. So the typical, what I see happen 00:05:14.470 --> 00:05:16.029 to business owners, and I want you to correct 00:05:16.029 --> 00:05:18.339 my theory if you need to. you know and say like 00:05:18.339 --> 00:05:19.959 jackson no it's not there's something deeper 00:05:19.959 --> 00:05:22.220 here feel free to to completely steamroll me 00:05:22.220 --> 00:05:26.019 or feel free to jump on my bandwagon but i tell 00:05:26.019 --> 00:05:27.879 clients look one of the biggest problems that 00:05:27.879 --> 00:05:30.259 you have is you're going to talk to about 100 00:05:30.259 --> 00:05:32.579 people and however fast you go through your own 00:05:32.579 --> 00:05:35.360 prospecting only about five percent of the market 00:05:35.360 --> 00:05:37.560 in most cases are going to be the actual person 00:05:37.560 --> 00:05:39.920 that you need to talk to but what happens is 00:05:39.920 --> 00:05:42.860 you get addicted to not hearing no you don't 00:05:42.860 --> 00:05:44.579 want to hear no you want to be rejected so you 00:05:44.579 --> 00:05:47.430 start shifting your pitch to the typical client 00:05:47.430 --> 00:05:49.370 and catering your opportunities to talking to 00:05:49.370 --> 00:05:52.529 them. So when the 5 % come along, they don't 00:05:52.529 --> 00:05:54.509 hear what they need to hear because you've been 00:05:54.509 --> 00:05:56.209 trying to cater to everybody else the entire 00:05:56.209 --> 00:05:58.889 time. So you lose sight of how to actually talk 00:05:58.889 --> 00:06:02.649 about what is needed by those 5 % few who are 00:06:02.649 --> 00:06:04.829 in the market for what it is that you need. And 00:06:04.829 --> 00:06:07.170 they can't hear you because you got lost trying 00:06:07.170 --> 00:06:09.170 to people please everybody else who wasn't a 00:06:09.170 --> 00:06:11.750 fit. Am I wrong? Am I right? Is there more to 00:06:11.750 --> 00:06:14.550 it than that? Andy, the show's yours. Man, is 00:06:14.550 --> 00:06:17.889 there a lot to unpack there? But I think you're 00:06:17.889 --> 00:06:23.610 exactly right. I would start it out of I am a 00:06:23.610 --> 00:06:28.189 big fan of two things, polarization and targeted 00:06:28.189 --> 00:06:30.870 segmenting, which is what you're really talking 00:06:30.870 --> 00:06:34.410 about. For me, the reason I'm so passionate about 00:06:34.410 --> 00:06:38.290 this buyer -centric approach is that for me in 00:06:38.290 --> 00:06:41.930 a business, if you're developing a product and 00:06:41.930 --> 00:06:44.720 you're thinking of, a lot of different people, 00:06:44.939 --> 00:06:47.660 you're creating features all over the place. 00:06:47.800 --> 00:06:50.759 But if you really narrow in on that ideal customer 00:06:50.759 --> 00:06:53.740 and understand their pains, their needs, what 00:06:53.740 --> 00:06:55.939 they're trying to solve, you're going to create 00:06:55.939 --> 00:07:00.079 a product that is so much more enticing and sticky. 00:07:00.600 --> 00:07:03.120 And then you move to marketing, and it's the 00:07:03.120 --> 00:07:05.620 same thing. If you understand their motivations 00:07:05.620 --> 00:07:10.759 and their mindset and, again, their pains, you're 00:07:10.759 --> 00:07:14.089 able to create campaigns. landing pages that 00:07:14.089 --> 00:07:19.750 speak to them so deeply and resonate that you 00:07:19.750 --> 00:07:23.350 move people through the process like never before 00:07:23.350 --> 00:07:26.529 and then that goes into sales and if you understand 00:07:26.529 --> 00:07:29.990 buying decisions and committees and how people 00:07:29.990 --> 00:07:33.689 make decisions that even the guy in b2b is going 00:07:33.689 --> 00:07:36.889 home and explaining what he's doing to his wife 00:07:36.889 --> 00:07:39.980 and his wife is giving an opinion right and it's 00:07:39.980 --> 00:07:44.759 uh you know you've got these complex buying approaches 00:07:44.759 --> 00:07:48.660 that end up happening in everything and if you 00:07:48.660 --> 00:07:52.220 understand that you can close more and this keeps 00:07:52.220 --> 00:07:55.720 moving through the entire cycle of business that 00:07:55.720 --> 00:07:58.579 you really need to understand that customer and 00:07:58.579 --> 00:08:01.720 you need to cater to them very deeply because 00:08:01.720 --> 00:08:06.939 it's so powerful um and and so i just you know 00:08:07.360 --> 00:08:10.920 I believe that companies that hit plateaus or 00:08:10.920 --> 00:08:14.220 struggle, it's because they're not doing that. 00:08:14.319 --> 00:08:17.000 They're not getting in there and understanding 00:08:17.000 --> 00:08:21.000 that person and just infusing it into each one 00:08:21.000 --> 00:08:23.540 of those parts of their business. Well, I love 00:08:23.540 --> 00:08:26.819 it. I opened a rabbit hole and you just found 00:08:26.819 --> 00:08:30.879 a field of rabbit holes. You just expanded upon 00:08:30.879 --> 00:08:33.779 it. Andy, I got to ask you right now. I got to 00:08:33.779 --> 00:08:36.559 get you back. on the show too um we i would love 00:08:36.559 --> 00:08:38.600 to dive in deeper on this and make sure that 00:08:38.600 --> 00:08:41.320 we really honor this process because i've had 00:08:41.320 --> 00:08:43.559 a lot of great guests in the show we've we've 00:08:43.559 --> 00:08:45.659 had over a thousand if not over three thousand 00:08:45.659 --> 00:08:48.899 um and i don't think we've ever had a single 00:08:48.899 --> 00:08:52.179 person talk about the complex sales reality the 00:08:52.179 --> 00:08:55.519 enterprise sales methodologies and we live in 00:08:55.519 --> 00:08:57.700 a market where i'm going to tie that to another 00:08:57.700 --> 00:09:00.679 rabbit hole called the zero moment of truth that 00:09:00.679 --> 00:09:04.179 google coined based on an old concept an old 00:09:04.179 --> 00:09:07.580 principle called the moments of truth and what 00:09:07.580 --> 00:09:10.179 has what you've just helped me like light on 00:09:10.179 --> 00:09:13.179 fire to my own mind is okay the zero moment of 00:09:13.179 --> 00:09:16.059 truth which is where people now have an influence 00:09:16.059 --> 00:09:19.919 of factor where everybody in their life can ultimately 00:09:19.919 --> 00:09:22.519 influence a buyer's decision because of the advent 00:09:22.519 --> 00:09:25.200 of the internet and ChatGPT and Google and things 00:09:25.200 --> 00:09:28.159 like that. So if I talk to a prospect and they 00:09:28.159 --> 00:09:29.840 go talk to their wife about it, their wife's 00:09:29.840 --> 00:09:31.960 no longer in the dark about decisions. She can 00:09:31.960 --> 00:09:35.539 go look at the reputation on Yelp or the reputation 00:09:35.539 --> 00:09:38.879 on Google or elsewhere. And so if we don't have 00:09:38.879 --> 00:09:43.019 our brands well positioned in the market to help 00:09:43.019 --> 00:09:47.110 assuage fears, and help people understand the 00:09:47.110 --> 00:09:49.669 value of what is they're committing to from the 00:09:49.669 --> 00:09:51.629 different level of influences that exist, from 00:09:51.629 --> 00:09:54.370 a key influencer to, again, a spouse who is well 00:09:54.370 --> 00:09:57.730 -meaning, then we end up putting our prospects 00:09:57.730 --> 00:10:00.610 in a position to where the confused mind has 00:10:00.610 --> 00:10:03.350 to say no. So this is something that we need 00:10:03.350 --> 00:10:06.870 to dive in much deeper on. Yeah, there's a lot. 00:10:06.929 --> 00:10:09.649 In my first book, The Buyer -Centric Operating 00:10:09.649 --> 00:10:13.049 System, I talk about hidden influencers. And 00:10:13.049 --> 00:10:15.409 whether it's in an organization and there's a 00:10:15.409 --> 00:10:19.269 coworker, whether it's a spouse, a friend, people 00:10:19.269 --> 00:10:23.529 have conversations. Especially that enterprise 00:10:23.529 --> 00:10:27.870 buying that they're making a big decision that 00:10:27.870 --> 00:10:30.250 may take months. They're talking to multiple 00:10:30.250 --> 00:10:32.149 people. They're going to a random networking 00:10:32.149 --> 00:10:35.049 event and saying, oh, I'm looking to implement 00:10:35.049 --> 00:10:38.289 an ERP system. And all of a sudden, 10 people 00:10:38.289 --> 00:10:40.549 in the room are talking to them about what they 00:10:40.549 --> 00:10:44.710 did. Right. Or you go home and your wife is IT 00:10:44.710 --> 00:10:47.629 manager at another company. And she's like, hey, 00:10:47.789 --> 00:10:49.830 you know, we're also looking at this. And here 00:10:49.830 --> 00:10:53.029 are the three that we were talking to. And so 00:10:53.029 --> 00:10:55.590 in the book, I really talk about this idea that 00:10:55.590 --> 00:10:59.029 we end up focusing on the person that we're talking 00:10:59.029 --> 00:11:02.950 to in sales and being really obsessed about them. 00:11:03.210 --> 00:11:07.440 And we completely ignore this hidden world. of 00:11:07.440 --> 00:11:11.379 other influences. And transparently, it gets 00:11:11.379 --> 00:11:14.340 into my second book that I just released, which 00:11:14.340 --> 00:11:17.679 is now that the biggest hidden influencer is 00:11:17.679 --> 00:11:22.919 ChatGPT, Grok, these other AI platforms, which 00:11:22.919 --> 00:11:27.360 are now, you know, co -pilots in decision making, 00:11:27.539 --> 00:11:32.279 which is a whole different paradigm shift. Huge. 00:11:32.580 --> 00:11:35.639 Super relevant example of that today. I spoke 00:11:35.639 --> 00:11:38.600 with a man in Pakistan who's looking to help 00:11:38.600 --> 00:11:41.480 us move Danny Brassell into Southeast Asia. Great 00:11:41.480 --> 00:11:43.379 man and brilliant, by the way. And as he's telling 00:11:43.379 --> 00:11:46.299 me this story, to prove a specific point about 00:11:46.299 --> 00:11:48.460 marketing strategy, he brings up Spotify and 00:11:48.460 --> 00:11:50.340 their struggle to get into Pakistan and India 00:11:50.340 --> 00:11:53.600 and their one rupee launch that still struggled 00:11:53.600 --> 00:11:55.360 and the reason why people buy based on emotions 00:11:55.360 --> 00:11:59.019 instead of based on logic. Well, he's telling 00:11:59.019 --> 00:12:02.049 me that. I'm literally typing in ChatGPT as he's 00:12:02.049 --> 00:12:04.809 telling me that to asking ChatGPT for the proof 00:12:04.809 --> 00:12:07.690 of the story, whether it's legitimate or not, 00:12:07.769 --> 00:12:09.409 whether there's other variables that have to 00:12:09.409 --> 00:12:11.669 do with it. And it gave us a deeper conversation 00:12:11.669 --> 00:12:14.929 about, okay, well, there's some elements of truth 00:12:14.929 --> 00:12:16.629 to that. There's also some other variables that 00:12:16.629 --> 00:12:19.350 exist. And so here I am with my hidden influencer 00:12:19.350 --> 00:12:21.009 that you're talking about. So you're like iteration 00:12:21.009 --> 00:12:25.450 2 .0 of Ken Blanchard. And I don't want to ruin 00:12:25.450 --> 00:12:27.850 Ken Blanchard's still alive. He's 86 years old 00:12:27.850 --> 00:12:30.789 right now. All of you listening to Visionaries, 00:12:30.850 --> 00:12:33.269 you can go to this book, Raving Fans. You can 00:12:33.269 --> 00:12:35.330 go to the source, Ken Blanchard, and talk to 00:12:35.330 --> 00:12:37.710 him too. You can go to Andy Halko. You can read 00:12:37.710 --> 00:12:40.110 his books. If this type of stuff resonates with 00:12:40.110 --> 00:12:43.850 you, as visionaries, lean in to recruit such 00:12:43.850 --> 00:12:46.190 leaders to help you build your vision. That's 00:12:46.190 --> 00:12:47.710 what I do, and I'm going to be talking to Andy 00:12:47.710 --> 00:12:50.710 a lot more. I'm like, okay, I don't have the 00:12:50.710 --> 00:12:52.690 ability to look at everything all at once all 00:12:52.690 --> 00:12:55.629 the time. I need great leaders by my side in 00:12:55.629 --> 00:12:57.730 order to continue to build and expand my vision. 00:12:57.850 --> 00:13:00.549 So we'll definitely try to get Andy back on as 00:13:00.549 --> 00:13:02.289 soon as possible so we can dive deeper into this. 00:13:02.330 --> 00:13:04.190 Because when you're launching a vision that's 00:13:04.190 --> 00:13:07.929 meant to scale, it is, as he said, it is really, 00:13:08.029 --> 00:13:11.210 really hard to stay focused on who is a customer, 00:13:11.409 --> 00:13:14.509 what do they need, how do we build what they 00:13:14.509 --> 00:13:18.610 need right now for them. I am of the mindset 00:13:18.610 --> 00:13:23.580 that it is far better to build broad. and to 00:13:23.580 --> 00:13:26.639 get investors to do so. The challenge is if your 00:13:26.639 --> 00:13:30.080 investment is running low, you need to be able 00:13:30.080 --> 00:13:33.100 to uptick conversions pretty quickly. And that's 00:13:33.100 --> 00:13:35.139 where what Jake Larson at Video Power does. And 00:13:35.139 --> 00:13:37.419 that's where Andy Halco comes into play where 00:13:37.419 --> 00:13:39.700 it's like, okay, this can create a surge of revenue 00:13:39.700 --> 00:13:42.259 quite fast when you're able to hit on the head 00:13:42.259 --> 00:13:44.539 who it is you need to talk to and what it is 00:13:44.539 --> 00:13:46.139 you need to influence them to do and create an 00:13:46.139 --> 00:13:48.559 irresistible offer. And so there's a very important 00:13:48.559 --> 00:13:52.940 balance to both broad branding and direct conversions 00:13:52.940 --> 00:13:55.000 and getting people to move forward. And visionaries, 00:13:55.000 --> 00:13:57.340 I think most of you know that. Those of you who 00:13:57.340 --> 00:14:00.399 don't, Well, you're welcome. I'm grateful that 00:14:00.399 --> 00:14:02.360 you can get this from us. And again, feel free 00:14:02.360 --> 00:14:05.120 to subscribe, like the show. Again, look up Andy 00:14:05.120 --> 00:14:08.399 Halco. Go check out Insivia. And Buyer Twin, 00:14:08.539 --> 00:14:10.039 go check out the books that he talked about as 00:14:10.039 --> 00:14:11.740 well. We'll bring him back on. We'll dive into 00:14:11.740 --> 00:14:13.600 more resources. And thank you guys all for being 00:14:13.600 --> 00:14:14.860 here today. Andy, I'll give you the last word. 00:14:14.980 --> 00:14:16.019 Anything you want to share with the audience 00:14:16.019 --> 00:14:20.299 before we shut down? No, I think if you're out 00:14:20.299 --> 00:14:22.700 there trying to grow a company, just stay obsessed 00:14:22.700 --> 00:14:26.200 about that buyer. And then, you know, now... 00:14:26.679 --> 00:14:29.720 With my second book, The Omniscient Buyer, buyers 00:14:29.720 --> 00:14:34.200 are now AI -influenced. So completely changed 00:14:34.200 --> 00:14:38.879 the way you market and sell. The buyer has changed 00:14:38.879 --> 00:14:43.179 completely. I love that. What a great seed. I'm 00:14:43.179 --> 00:14:44.539 absolutely going to go check that out as well 00:14:44.539 --> 00:14:46.519 and see how that can influence me with helping 00:14:46.519 --> 00:14:48.620 my audience. This obsession we're talking about, 00:14:48.799 --> 00:14:50.700 my hope for all of you, too, is that you realize 00:14:50.700 --> 00:14:53.159 that there's a synonym there. Obsession can also 00:14:53.159 --> 00:14:55.980 be synonymously used harmoniously with love. 00:14:56.360 --> 00:14:58.399 Love your buyers. Serve them well. Help them. 00:14:58.519 --> 00:14:59.860 And we'll see you in the next episode. Take care, 00:14:59.919 --> 00:15:01.919 everybody. Thank you for being here today. I'm 00:15:01.919 --> 00:15:03.639 really happy that you tuned in to Vision Pros 00:15:03.639 --> 00:15:06.639 Live. I'm looking forward to seeing your reactions 00:15:06.639 --> 00:15:09.259 as these episodes continue to move forward. This 00:15:09.259 --> 00:15:11.139 is going to get more and more fun. We'll have 00:15:11.139 --> 00:15:12.960 more and more engagement as well. We'll invite 00:15:12.960 --> 00:15:15.379 people to participate in the show. And thank 00:15:15.379 --> 00:15:17.340 you for giving us your time and attention. Have 00:15:17.340 --> 00:15:19.980 an excellent time building out your vision and 00:15:19.980 --> 00:15:21.120 becoming a vision pro yourself.