Sales Transformation – w/Collin Mitchell

Speaker 1 00:00:20 All right, everybody. Thanks for joining me on grind sell elevate. This is your host, Ty, and I’m here with Colin Mitchell. Colin, how are you

Speaker 2 00:00:27 Doing good, man. Um, it’s nice to come on the show and kind of catch up. So I know, you know, when you came to my show, we had a lot of fun, so, uh, I know it’s going to be a good one. So stick around.

Speaker 1 00:00:38 Yeah, no, absolutely. No, I appreciate you coming on. Yeah. Cool. We were just chatting. So I know you’re at the CRO of sales cast. You’ve got your podcast sales transformation. Um, I know you’re involved in a couple of other companies as well, but I’d love to get, I don’t really know too much about your background. I know obviously, you have a heavy emphasis like me in sales, but what was your lineage into sales and talking to walk us through your background a little bit?

Speaker 2 00:01:00 Yeah. So I’ll take kind of before sales, right? To give a little context. Uh, I was raised by a single mom, grew up in poor food stamps, you know, check to check. You know, sometimes we came up short, didn’t have the rent got kicked out, like moved around a lot as a kid. Um, my dad was never around and uh, just had, you know, had a tough time growing up, you know, and, uh, nobody really told me that college was important. I frankly barely made it through high school. And so, you know, you’ve, you’ve been doing the podcast for awhile and I’m sure you’ve heard, you know, the typical sales story is like, Hey, I went to school and did this thing and hated it. So I got into say, uh, the economy was in a bad place and the only job I could get was a sales job, or I had this plan and this plan and sales was my fallback plan.

Speaker 2 00:01:50 Right. That’s kind of the, I would say probably 80 plus percent of people in sales. Their story sounds something like one of those. Um, and mine’s a little different, right? It was like I had no other chances, no other opportunity, no other doors open sales. Was it for me? I had to beg and plead to get my first sales job from my stepdad. And, uh, once you know, uh, I wasn’t the most, uh, responsible young adult, right? So it took a while just for him to trust, even putting his neck out there for me to get my first sales job. And once I did, like, I just knew it was my way out from not living the way that I had lived growing up. And I made the most of it, you know, and I was young. Didn’t have a family, didn’t have hot, you know, a lot going on and I just put everything into it. So I was the first one in the office. I was the last one to leave every day. I got my list ready on Saturdays and sent out proposals and worked my way up to the top pretty quickly.

Speaker 1 00:02:46 Yeah. It’s amazing how you can do that in sales, if you really put in the effort and you become a student of the game. I think that’s the part, the one reason I started my podcast was because I wanted to help salespeople. I’m like, I’ve just never found it to be that difficult if you just care.

Speaker 2 00:03:01 Um, yeah. I mean, you got to have something that drives you, right. And it could be, Hey, maybe you’re super passionate about the problem that you solve. You know, if you’re fortunate to have that, that’s not always the case. Um, or maybe like me, you know, I just, I knew that there wasn’t any other, if it didn’t work out, like there was no fallback plan for me, it had to work, you know? Um, I didn’t have education to fall back on. I didn’t have other opportunities and it was like, this has to work. Right. And so if your back is up against the wall, like, and you have to perform, you do,

Speaker 1 00:03:38 I mean,

Speaker 2 00:03:40 Yeah, yeah, yeah.

Speaker 1 00:03:43 Like you don’t have any other option.

Speaker 2 00:03:45 Yeah. I’ve been like, uh, something that I had Kevin Dorsey on recently and, and, uh, you know, he said something that stuck with me, chips on shoulders, put chips in pockets,

Speaker 2 00:03:56 You know? And so, so yeah, man, I worked my way up to the top there pretty quick. And my manager said that, you know, I, I thought, you know, I wanna, the next logical step after being a top producer is like, I want to have a team. Right. And, uh, so I told my manager this and he was like, yeah, yeah, well, you know, you’ll get a team. And, you know, they kept hiring more people. And I was like, you know, what am I going to get to get my team? You know, I thought I wanted a team that I was ready. Um, and it just, they just never, you know, they kind of promised and never delivered. So at some point I, you know, moved on and went and manage a team, even though I wasn’t ready. Um, and you know, made a lot of mistakes learned and, and, uh, learn a little more business acumen in, in a VP of sales position. And eventually in, uh, 2010, my wife and I started our first company together and it was built outbound sales team grew that to 5 million in 26 months spent $0 on marketing, nothing fancy, but a CRM and a phone.

Speaker 1 00:04:54 It’s amazing. That’s, that’s, that’s incredible. What were you selling before at your first gig?

Speaker 2 00:05:00 Yeah, so pretty much the first gig, the second gig and the first company that started pretty much doing the same thing. Right. So, um, we sold office equipment, um, supplies, consumables, um, hardware or software, I mean all kinds of technology products that, and we mainly would sell into schools and government agencies for the most part.

Speaker 1 00:05:22 It’s interesting. So what were some of your big takeaways are, let me ask you, I guess it’s the better question, cause there’s a lot of younger, newer salespeople that listened to this. What were some of the things are people you started listening to or books that you read or, you know, some of your first aha moments in sales?

Speaker 2 00:05:39 You know, the funny thing is, is, um, in the beginning of my sales career, I really, uh, I didn’t, I didn’t read a lot of books or I didn’t like follow a lot of people. I was just like this kind of stubborn, like make a mistake and figure it out type of style, which I don’t recommend, you know? And, and the unfortunate part of taking that sort of path, if maybe you’re, you know, somebody is stubborn as me, um, is that you learn some good things and then you also learn some not so good things. And then you’ve got to unlearn those things, you know? And so an example is, you know, there was somebody on the sales floor saying something and he was closing deals and putting up numbers. So I just started saying it, I’m like, Hey, it’s working for him. Why wouldn’t it work for me? And it worked. And then somebody who’d been around a little longer said, you really should stop saying that. I’m like, what do you mean? Have you seen the board? Like it’s working clearly? And he’s like, yeah, but it’s not true. You’re lying to them. Jesus.

Speaker 1 00:06:43 Oh yeah.

Speaker 2 00:06:45 Yeah. So, you know, you kind of have to find your own path and everybody wants like the silver bullet or whatever. And eventually I think there’s sort of an evolution of people in sales, right? Like in the beginning, like you just do whatever you have to do to get the job done and like get on the board so you don’t get fired, you know? And then eventually like you learn, you pick up some things from other people, you kind of make them your own, you find out what works, what doesn’t work, what you like and what you don’t. Um, and, and you kind of, you know, evolve over time where, um, eventually, you know, I started to follow certain people on social media, read certain blogs, podcasts, you know, books, all that sort of stuff, and started to figure out what felt most comfortable for me and my style and way of selling and how I wanted to, you know, um, sort of be known by my prospects and customers.

Speaker 1 00:07:38 Sure. That makes a lot of sense. And it makes sense too, because I mean, when I got into sales, I don’t know for me is 2004, 2005. Right. So before really, I mean, it was right when Facebook, I joined Facebook, October, 2005. So, you know, two people, 15 years ago, it seems weird now, but we just didn’t have the tools and the resources there. Wasn’t the influencer thing, sales books that are out there, but no one really talked about them, at least to me. Yeah. No one said, Hey, go read this book kid. I was just kind of like, shit. The only thing I knew that made sense to me, it was just like, whoever was in the top three, I just wanted to go spend time with them and figure it out. We’ll figure out what they were doing. How important was mentorship for you?

Speaker 2 00:08:18 You know, not, not too much. I mean, I, there were some people that, you know, um, did well and I just kind of mirrored what they did and it worked out sometimes and it didn’t. Um, but you know, there’s just one thing. And I think this is something that often gets overlooked, especially by like newer salespeople, something that stuck with me early on. And it’s something that my stepdad actually told me. He’s like just outwork your competition and you’ll be fine. Yeah. You know, sometimes it’s that simple, right. Or like when you’re making a lot of calls and you’re, you’re, you’re eating a lot of rejection for breakfast, you know, like just simple mantras, like, Hey, some will some won’t next call, you know, like, cause it’s so hard for a lot of people early in sales to not take what happened in the last call into the next call. Right? So like you have one bad call and then you take that energy. You take that negativity into the next call. And then you’re wondering like, why did I just have a whole day of bad calls?

Speaker 1 00:09:12 The man that was some of the best advice I’ll never forget. When I worked for enterprise for the car, my first years out of college in my area manager, Jason Polk, good guy. I think he works for Edward Jones now. And um, he told me same thing. I had real bad temper, especially in my early twenties and I’m wildly competitive. So if I took, you know, a couple of ELLs in a row, you start to see me get fired up and he could tell that it would just ruin my whole day. And then I would come in, pissed off the next day about the bad day that I had. And so he told me, you know, he’s just like, Hey man, don’t let a bad to your point, a bad sale turn into a bad day, bad day, a bad week, bad week, bad month. Right. And I always took it to heart moving forward that, yeah, you just gotta shake it off. Was that a hard process for you to have to learn how to deal with the rejection? Okay.

Speaker 2 00:09:57 Not so much. And I’d say mainly because like, and I had a tough childhood, like, like for real, like, so somebody telling me no over the phone, like it wasn’t that big of a deal. Like yeah. You know what I mean? It was, you know, in comparison to the things that I had dealt with as a kid, like I see my mom get shot. Like I seen my dad get arrested, you know, many times, um, you know, and it was like somebody telling me no on the phone. Like, so what, like, I’m just gonna make the great, now I don’t have to call you back. I’m gonna make the next call. You know, I mean the ups and downs of sales exceptionally early on is tough. Like, um, I’m not gonna say that it’s not, but you know, your previous experiences leading up to that are going to really depend on, you know, how difficult it is for you.

Speaker 2 00:10:48 Um, and I believe, you know, like as rough as my childhood was, um, I wouldn’t change any of it and I wouldn’t wish any opponent of it upon my own kids. Um, but I wouldn’t change it because it’s, you know, kind of molded me into who I am today and been able to accomplish quite a lot more than I ever thought was possible. Um, and I think that, you know, having sort of that grit and resilience and that sort of, you know, experience where it’s like things that would stress some people out I’m like, so what, and this is not a big deal.

Speaker 1 00:11:20 I can totally relate to that. And a lot of ways that we can talk about offline, but I appreciate you sharing that. Um, because it is a beautiful story. How you just kind of pick yourself up, you found your way. What, how was that transition going from sales to entrepreneurship?

Speaker 2 00:11:37 Yeah, it was, um, you know, I was pretty fortunate. Like I, uh, when I took a VP of sales position and was able to build a team and hire people and like learn a little bit more about like there’s more to a business than just, you know, selling deal and, you know, being up on the board and getting a commission check, um, I was fortunate enough to work for an awesome person. Uh, Jason and we had just a handshake deals like, Hey, I’ll come here. You know, uh, I don’t know if we can curse on here or not, but I will work my ass off for you, you know? And I will drive a ton of revenue and I’ll give it everything I got, but for whatever reason, you know, cause I kind of had like a bad experience exiting the other company for whatever reason.

Speaker 2 00:12:23 They took it very personal that I was leaving, even though I was super great. Well thank them. They were very upset that I was leaving for whatever reason. And so I was like, Hey, you know, I’m going to go here. I’m going to give it all I got. But for some reason, you know, cause you just never know, you know, it may or may not work out if for some reason. Um, cause I was able to bring some, some top counts with me. I said, if, if, if I, uh, if it doesn’t work out, I want to be able to at least, you know, take my accounts that I’m sort of bringing with me and he’s we shook hands and he honored that deal when the time came and I drove a bunch of revenue and I did everything that I said I would do and I hired people and trained them.

Speaker 2 00:13:00 And um, I was able to walk away with some of my accounts now, not everybody can do that. Um, can hope. Right. Um, but I was pretty fortunate where I wasn’t like totally just starting from zero, you know, and my wife and I, our first office was in our one bedroom apartment in our living room, like moved our dining room table, like slapped two desks in there and just like totally grinded it out day in, day out until we could hire our first person and then get our first office. And then, you know, and, and it was a tough business because dealing with schools and government, like they’re all on terms, right? So like they, they, you know, some days 30 days, 60 days, 90 days, right. And it’s a new business we’re hiring, we’re growing. And a lot of times like we had to pay sales rep commissions, we had to pay vendors and we had to pay everything and then like, wait for money.

Speaker 2 00:13:51 You know, for 60, 90 days schools in government, they always pay, but they never pay on time. You know? So like there was a lot of hurdles of like managing cashflow and learning and having to deal with all these problems that, you know, you have to learn kind of as a first time entrepreneur. That sounds exciting though, to some extent. Yeah, it was good, man. We got our first law office hired a few people grew to that, hire another off it. I mean, when they moved into a bigger office and then, you know, said, Hey, we need to knock this wall down cause we need more space. And you know, we had, you know, 20 plus people that I was able to, you know, train and work with and we just heavily relied on the phones. And you know, we, um, had, you know, good technology to make things easy and simple for our customers.

Speaker 2 00:14:34 And for our sales reps, I was really big and investing in like tools and things to make, you know, job easier, you know, have a sales person’s mindset. So it was like anything that’s going to make our reps more efficient, you know? Uh, but we didn’t get fancy. We didn’t spend any money on marketing. They didn’t do any of that. Um, which was, and it was kind of, you know, my first sales job, like it, it wasn’t that the technology didn’t exist. Um, but like when I started that job, they’re like, Hey, here’s a list of people to call, uh, here’s there’s the phone, here’s the script. And don’t use the CRM because it doesn’t work. Like we literally, our leads were on three by three by five, three by six cards. Like we wrote down our leads on cards and like, you’d have a stack of cards. Like that’s your calls for the day.

Speaker 1 00:15:21 That’s incredible. And I th it’s it’s well, that’s, you know, one of those things it’s still true to this day. I mean, we’ve got incredible technology to make us way more efficient, you know, than 10 years ago. But at the end of the day, it’s still the most powerful thing people can do is pick up the fucking phone and dial.

Speaker 2 00:15:36 Oh yeah, yeah. And, and, you know, you can, you can do it. Like there’s all these people that are like, oh, cold calling sock, the cold calling is dead, this, that, and the other. And it’s so not true. Uh it’s actually, you know, let them keep thinking that because then it keeps, it continues to work well for those who aren’t scared to pick up the phone, um, you know, LinkedIn is great. Email’s great. But like, you’re still gonna make most of your sales or your deals or your meetings. It’s like over the phone. Like those other channels are great. And they’re really just a tee up and warm up those calls. That’s the way I like to look at it.

Speaker 1 00:16:10 I totally agree. I mean, that’s, uh, um, the team before, and we’re talking about, I made a transition, uh, this last year, but the team before that, you know, that we talked about when I was on your podcast. Yeah. I drove from 8 million to 25 million in 20 months and, and we took on a couple additional hires and whatnot, but there, you know, rookie reps and people were like, well, we didn’t have a marketing budget. The marketing was a pick up the fucking phone and dial. And so I was like, they’re like, well, how did you do it? I was like, well, we, uh, tripled the amount of calls and we doubled the amount of opportunities and sure enough, you know, the business rolled in, it was just, it wasn’t like a, I, you said there’s no silver bullet. It was just really just got in. He just grinded every day. And the results eventually came.

Speaker 2 00:16:52 Yeah. Yeah. I mean, this phone reluctance is a big problem with a lot of, uh, in a lot of sales organizations. And I honestly just don’t get it. I mean, uh, I even do a, uh, a weekly LinkedIn live, uh, where we just do live cold calls and we bring on different people to take ownership and writing the script, um, and let them coach us on the cause. And it’s a lot of fun now to be fair, you know, we have really good data going into those calls and then we have really good technology that we’re using so that we can basically do like a whole day’s worth of prospecting and one hour. Um, and you know, with, with avoiding, you know, gatekeepers, phone trees, voicemails, all that other stuff that can be frustrating.

Speaker 1 00:17:37 Yeah, absolutely. Well, what is that? So people can jump on.

Speaker 2 00:17:40 Yeah. It’s every Wednesday, 10 to 11 Pacific every Wednesday, so, okay, cool. Yeah, it’s a lot of fun.

Speaker 1 00:17:47 I’ll make a note of that in the show notes case, anybody forgets and wants to check it out. Talk to us a little bit about sales Casio, what prompted that, uh, w w what’s your mission there?

Speaker 2 00:17:56 Yeah, so, you know, we’re, we’re a revenue first, a podcast agency. I hate using the term agency, but it just, you know, people understand what that means, right? So we offer managed podcast services. So whether people are launching a show, um, need somebody to grow their show, uh, looking to monetize their show. So we’re really helping our clients have a strategy that drives revenue for them in their business or in their role. So we have like enterprise AEs that have podcasts with us. We have entrepreneurs that have podcasts that’s with us, you know, sales thought leaders, e-commerce companies, you name it. Um, but we’re really focused on like, because there’s 2.6 million podcasts. Wow. Only half of them still release episodes today. And that’s because there’s a lack of strategy from day one. Um, you know, if they figured out how to get the podcast to actually make money for them, pretty good chance that they would still be doing it.

Speaker 2 00:18:51 So we’re really focused on that. So yeah, we make awesome content. We repurpose it in many different ways. Um, but we’re also, you know, we, you know, we’re a team of 11, right. And we have over 40 shows that we manage. Um, and so, you know, I have the CRO role, right, as the co-founder of the co-founders. Um, but I kind of have to wear that hat with our clients too. It’s like, how do we drive revenue for this show? Um, and that’s a big focus of what we do and we’re meeting with them regularly, you know, uh, helping them, you know, adjust that strategy or implement a strategy or coaching and mentoring on that as well.

Speaker 1 00:19:23 Wow. That’s awesome. I mean, I get hit up a lot about, you know, Hey, let us take a look at your show, yada, yada, yada, and I, and I have met with, uh, and maybe we should talk. So I have met with several agencies and firms, and I’m always, they’re always kinda like, well, you know, it’s, it’s always like, uh, I feel like a cat and mouse a little bit with them. There’s no real clear strategy. So I’m always kind of walk away going. I’m not, I’m not sure who’s on the winning side of this or how we’re doing the deal. It’s, it’s very confusing. Um, I’ve had a lot of really interesting conversations, so that’s awesome that you’re doing that because that is a huge area of need and this community big time.

Speaker 2 00:20:03 Yeah. And you know, we, it’s, a lot of people view podcasting as just a marketing activity and that’s typically where they go wrong. Podcasting can be a sales activity, it can be a sales and marketing activity. Um, it can be a relationship building tool. Like what relationships matter most to you right now? Like, are you trying to find partners? Are you trying to find new clients? Are you trying to land a new job? Like whatever it is, there’s, you know, podcasts allows you to open doors, uh, bitty, you know, easier. Um, I don’t care what type of outreach you do, if you’re good at it, you know, maybe you get 10% that say, Hey, let’s have a conversation. You know, if you’re inviting people on a show, delivering a good experience, um, you’re adding value from day one. You’re collaborating, creating content together. It’s just a different relationship. And most people get that part. Right. But they just don’t know what to do after. And so typically what that looks like is, Hey, come on my show. Um, Hey, promote my content. And then just, you never hear from them again. Um, and it’s a huge missed opportunity. So if you’re really intentional about your targeting and like really nailing the guest experience, then there’s some pretty interesting things that you can do.

Speaker 1 00:21:17 I totally agree. And, and for me, it’s just been a, I haven’t maximized it the way I should probably from a monetization standpoint or that maybe it wasn’t my, it was never really my focus or goal, but just from a networking standpoint, like, I’d see Kotter’s book in the background. Right. Yeah. And we both know Jason and, um, you know, like he introduced me to somebody else who then was doing a book project. And that was something that I always wanted to do is to write a book. So I did a little chapter in that. And then it just through osmosis of getting to linked up with cooler people. Um, and it’s just, it’s been, the amount of opportunity I’ve had from a networking standpoint has been unbelievable. Something that I couldn’t have ever imagined, uh, when, when I started three and a half years ago, and I’m happy I started talking to people because for a long time, it was just me talking to myself on a microphone. So,

Speaker 2 00:22:02 Yeah. Yeah. It’s always interesting people that do the, uh, the solo act for awhile. And then many of the people talked to, um, I’ve been fortunate to be, uh, some podcasts first guests when of like convinced them like, dude, you need to have guests. Um, it’s a huge, just missed opportunity, you know? Um, it’s, it’s always interesting. Uh, I think a lot of people eventually convert to having guests or having guests at least occasionally, or having a mix of both or they just give up and stop doing it.

Speaker 1 00:22:32 Yeah. No, I, and I did 95 by myself, you know, or

Speaker 2 00:22:37 That’s more than most, that’s more than most, I think most Mo the, the average, you know, the average show, uh, gives out before like eight, 10 episodes.

Speaker 1 00:22:48 Yeah. Yeah. Well, I’m glad I didn’t, because here we are, we’re chatting, but I do have another one where I do individual and it’s book reviews. I, I enjoy doing that. Um, and that’s an interesting, never promoted. It, never put it out there. We get about a thousand downloads a month now. It’s just been a kind of interesting to watch it grow organically. Nice.

Speaker 2 00:23:06 Nice. Yeah.

Speaker 1 00:23:07 Cool. Um, well, I mean, a couple more questions for you. I did want to talk about your podcast sales transformation. Um, you know, so what do you cover on there? And obviously all things sales, is it, is it certain anybody, anybody from different walks of life coming on?

Speaker 2 00:23:23 Yeah. Anybody in sales really can tune in whether they’re individual contributors or sales leader. Um, we have a pretty broad spectrum of things that we cover and talk about. Uh, we dropped five episodes a week, so it’s called sales transformation. And so it used to be sales hustle. And, uh, it’s interesting because, you know, being a podcast agency, um, we have a very process. We’ll meet, launch a new show and for mine, we didn’t follow any of it. We’re just like, Hey, here’s a cool niche aim. Uh, here’s the intro outro. I’ve already got my first couple of guests and let’s go. And so eventually at one point we were kind of thinking through Chris and I met my business partner were like, let’s, you know, uh, let’s change things up a little bit and let’s sign it, you know, kind of close out season one and launch season two.

Speaker 2 00:24:06 And he’s like, well, let’s take you through our normal what we call our boot, you know, bootcamp process. Right? So like say we have this launch Riley take, basically when somebody wants to start a show, we do a deep dive three hour session. And like episode one is live after that. And we make all the creative decisions. Uh, so like, let’s take you through our normal process. And at the end of it, we decided we were changing the name. And, um, so the, the, you know, the thing there is kind of, it’s like more close to my own personal experience, you know, just personally and professionally, um, and really just highlighting like sort of transformations of salespeople, right. Um, you know, whether they’re going from, you know, selling Cutco to, you know, a CRO, whether they’re going from, you know, being dirt poor to, you know, starting a company and exiting like just a broad spectrum of things. Um, and so we dropped five episodes a week, Monday, Wednesday, Friday, we’d do interviews. And then I do solo episodes, uh, kind of a solo act just, uh, Tuesday and Thursday. Um, so yeah, you can check it out on whatever podcast platform you’re listening to this on. You can also just go to sales, transformation.fm

Speaker 1 00:25:10 As well. Now I love it. I love the name in your right. I think that if you do sales right, and you stay in it long enough, like anything, um, you know, I, it’s important. I think those work with a sense of urgency, but, um, just having some patients it’s like, for me, the same as you, I did lower middle-class my first year of college, I made $34,000. And then, you know, to be able to say that I’ve 10 X, my income because of sales has been pretty life-changing. And I know it sounds like for you going from, um, you know, what you went through to now, you know, having a multi-million dollar businesses, we’ve had several, uh, it’s life-changing, you know, all, all through sales, it transformed everything that you do.

Speaker 2 00:25:50 Yeah. Yeah. Um, I mean, it’s in a lot of people in sales have similar stories, you know, different some, you know, bigger, smaller transformations and everything in between. So, um, it’s, it’s a lot of fun and, um, check it out. So yeah,

Speaker 1 00:26:08 No, absolutely. I’ll post that in the show notes, or by listening to watch this on YouTube or your whatever platform you’re on, you can scroll down and link up and fall Collins podcast, check out his community as well. If you’re someone who’s interested in starting a podcast, I would definitely recommend our, you have one actively going in, you’re frustrated with it. Um, cause he will help you obviously he’s done it well is helping 40 different people, uh, right now. Um, Colin, do you have any parting words, advice for salespeople or pod-casters out there like,

Speaker 2 00:26:40 Ah, uh, I mean, if you’re in sales, check out the podcast sales transformation.fm, um, if you have podcasts, think about starting cop podcasts, want a guest on podcasts, check out sales, casts. community. Um, I’d love to have you back kind of with the new, the new, new format, new style. Um, so you guys can tune in and look forward to, uh, to, uh, you know, you come back on my show and, you know, be a little bit of a different conversation.

Speaker 1 00:27:08 Yeah, absolutely. Uh, we’ll, we’ll, we’ll chat off on about some of the other stuff that we’ve got going on, but a con man has been a pleasure catching up with you. Um, I was hoping I was hoping to be out there in a couple of weeks, but we’re gonna, we’re gonna end up going to San Antonio and set set of California, but I mean, I miss I miss home. Um, and it’s, it’s always good to see you, uh, appreciate everything you’re doing for the community.

Speaker 2 00:27:29 Thanks.

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