Jacob Hicks on The Art of the Follow-Up and Long-Term Success | RR296

Jay, hello, hello and welcome to this week's

episode of relationships rule. I'm really excited about my

guest today. His name is Jacob Hicks, and Jacob is in Iowa,

little ways away from where I am. He and I did? We meet

through somebody else. Now I don't remember or was it just on

LinkedIn, so I think it was just on LinkedIn, and not just but

yeah, it was on LinkedIn, because that's the place where I

meet a lot of people. And so Jacob and I have had a

conversation already. And actually, you know what I'm

going to ask you, Jacob, to share with my audience, what you

do. I'm going to not read anything. I'm going to have you

tell us what you do and what you're passionate about doing.

So I am a coach and a speaker. Kind of, broad

strokes. My main areas of focus are work life balance, and I

have a larger background in sales. But really, kind of,

really, what kind of gives my juices flowing is helping people

to get to where they want to go, whether that be, you know,

getting from, you know, $50,000 in sales to 100 to 500 to a

million, whatever that might look like, or just those folks

that are, maybe they've been in sales for a long time, and they

realized that pursuing, you know, that almighty dollar

hasn't given them everything that they thought that it would.

And I really like helping people, particularly on the

entrepreneurial side, establish like those sales systems where

there's a lot of the time, like those folks that have built a

business, they don't want to sell all the time. They want to

come across as pushy or overbearing. They just want

their business to do the business, whatever that might be

for them, but helping them establish those systems so they

can do what I call selling without selling or meaning that

they're staying in front of people, they're fighting as much

value as possible, so they're not coming across as pushover

bearing at all.

Thank you. A couple of things come to mind

with what you just said. So people who have been, you know,

slogging it out, and they're not making as much money as they

would like. Do you think a lot of the time, or in your

experience, would you say that it's because they're too focused

on the money and not focused on the people?

I think so I can tell you from from my personal

experience, like the way that I always say it is, in my 20s, I

was passionate about profit, like, if there was a job that I

could, you know, jump ship from whatever I was doing, and I was

able to increase my, you know, my monthly salary or whatever I

was probably going to be doing, I was probably going to try it.

I was at least going to go for it. But I realized, I really

believe that that money is a byproduct of excellence, that if

we are pursuing excellence, meaning, like, whatever that

might look like for you as an individually if, if we are

pursuing excellence, meaning that we are serving those people

around us that can be friends, family, and, of course, our

customers. And I believe that eventually the money will come.

And I also think that a lot of the times we don't, we don't

talk about enough, and we don't focus enough on our why? Like,

really, like, our purpose in life, like, what is the thing is

actually driving us forward? Like, money. Money is great, you

know, money, you know, Mike gets, gets us a lot of things.

It gives us base it, yes, absolutely, gives us, I mean, a

ton of freedom and a lot of options to do what we what we

want to do. But if we, if we don't understand our purpose.

Which can you know that can take a lifetime sometimes to really

figure out, well, we don't pursue our purpose and really

try to understand like, Hey, what is it that really brings me

joy? What is it that really fills my cup? I think that we're

really missing the boat.

Well, if you found that formula at your young

age by saying, kudos to you, right? So when do you know when

that Aha happened for you or what? Or was it somebody that

influenced you to think that way?

Probably, I suppose it's probably a little bit of of

both. Okay, um, like for me, I realized really early on in my

my my sales career, which I started sales 10 ish, whatever,

years ago now, in retail, selling suits for Men's

Warehouse. And I realized that, yeah, sure, the money was fun,

you know, like, that's all well and good, especially for a young

person, right? But I realized the thing that really filled my

cup, really brought me joy, was helping people navigate a

difficult situation, which at the time was, you know, a lot of

men, we don't know how to dress ourselves, particularly for more

formal occasions like a job interview or a wedding. So

helping people navigate through those sometimes murky waters was

was a lot of fun for me, and I've realized that broad

strokes, my purpose is to serve those around me, whether it be

uplifting them, providing strategies, you know, feedback,

having hard conversations, like whatever it is, I think that I

can do to help those around me, I will very likely do

so. Do you lean more towards that, what would be

called Life Coaching versus business coaching? Or it's just

sort. Of a combo that that happens because I asked that,

because, because you have to market to whomever. So how is it

that you're marketing yourself?

So it's really kind of a combination thereof. I

mean, usually when I work with folks, it kind of starts on the

at least, starts on the business side, okay, where, like, hey,

like, hey, I want to, like, I said, like, I said, like, I'm,

you know, I'm an entrepreneur. I've started this business. It's

going well, but I feel like our sales systems could be tighter.

Like, you know, how do we get these things figured out? And

then during the course of working together, we end up

digging into those, those bigger picture things. That means,

like, you know, hey, I love this business. I love what I've

built, but I've realized that I hardly ever spend time with my

kids. It's like figuring out how to how to really kind of bring

everything full circle. Yeah.

Okay, so in your bio, it says that you're known

for your engaging storytelling and actionable insights. Can you

give me one of those stories?

So my, my favorite story that I love to tell is,

well, it's around purpose and like your why and everything is

the story of Desmond Doss, are you familiar with Desmond at

all? No, so he, he was a Marine Corps medic back in World War

Two, okay? And the really unique thing about Desmond is that he

was what's called a conscientious objector, meaning

that he was against the war. And most folks that are considering

themselves conscientious objectors will either they

either won't fight at all they want to enter in the military,

refused to fight, or, like Desmond, they won't carry a gun.

So he became a medic because he felt like this need to serve.

Was that the movie that, yeah, yeah. There's a movie that came

out, yeah, 567, years

with Andrew Garfield, yes. Okay, I never saw

it, but I remember the story. Okay, go ahead. Yeah.

So he, he was fighting in the Pacific Theater

on Okinawa, which was an incredibly awful part of the

war. A lot of folks died there, and like the movie portrays, he

was fighting all what are they called, Hacksaw Ridge. That's

the name of the movie. Yes, exactly. So he and, you know,

his men, they had to climb up this ridge, which it was, it was

hand over hand. So they had to carry, like rope over rope,

where they're climbing up this ridge. And it wasn't short by

any means. It was about 400 feet up, and their main kick being

thrown off over and over and over again, because the Japanese

are really dug in on top of this ridge, which for me, that's

always so, so terrifying to think about. To climb up. It's

40 stories up to get up on top of this ridge, and then you're

fighting, which is terrifying. And then you're losing the war.

You're losing the fight, and you have to climb back down 40

stories to get away from from these, you know, Japanese

soldiers, but Desmond Doss he one night they, they got thrown

off, as they always did, and he refused to leave because he

could hear the men in his unit frying for help. They were they

were wounded. They couldn't, they couldn't get back down. And

the commanders very often would call in navy, Navy air strikes

top of this ridge to try to loosen up the defense a little

bit. And during the shelling, Desmond saved 75 men, wow,

individually and on his own. And every time he saved somebody,

his prayer was, Please, Lord help me. Let me get one more.

Please, Lord, let me get one more. And that really resonates

with me, because obviously, you know, I'm not fighting in a war,

but that's, that's, I mean, that's my prayer as well. It's

like, Please, Lord, let me help one more. How can I help one

more person today? Yeah,

wow. That's great. That's interesting that I

knew as soon as you started telling the story, I'd heard

something about this person before, so that's interesting.

So do you work with men and women? Yes, I do, yep. Okay, and

I know one of the things that we talked about when we first spoke

was a topic that one of the topics that you do talk about

when you're speaking at different things is the art of

the follow up, how to build lasting client relationships.

And that, course, speaks to me big time, because I'm all about

that as well. So I'd love to know how you see building

lasting relationships, and how that, because you have to teach

you really, actually have to teach people to do that, I

believe, and how that, then, you know, brings the circle to the

more customers, more more more referrals, more business, more

money. And it goes around and around So, so

what I always tell folks, because particularly if

you're a newer salesperson, or if you're on, typically on the

entrepreneurial side of of sales, is that they they're

always worried about they're bothering people like, I mean, I

don't want to. I can call this guy you know twice last week. I

don't want to. I want to bug him. Yeah, and the truth is,

like, if you're if you're calling somebody or emailing

them, or you're trying to connect with somebody, and all

you're doing is saying, you know, hey, I've got this

product. Hey, I'm trying to sell you on stuff. Hey, do you want

to buy my stuff? Now that that can be pushy, that can be that

can be aggravating, but regardless of whatever it is

you're selling, if you're coming from a place of value, meaning

that, like, Whatever, whatever is you're selling, like, I feel

like good example is real estate, where, if you're, if

you're a real estate agent, and you, you met somebody at an open

house or a networking event, or whatever the case might be, and

you think that they might be a good fit for you, then you reach

back out to them, saying, you know, hey, based on our, you

know, conversation at the networking event the other day

seemed like you're open to might be looking to make a move.

Here's three or four things that I always like to tell folks when

they're thinking about about making a move, just get

something that will provide some value to them, and you want to

make sure you're doing that on a reasonably consistent basis,

meaning that you're not meeting them in a networking event and

you call them, you know, the next day, you maybe email them

the next week, and then you're, you're out of there most of the

time, at least. From the reports that I've I've read, the studies

that I've read, most business is earned on that ninth through

12th follow up, depending on what study you're reading. Yeah,

yeah. You need to make sure you're staying in front of

people so

or go ahead. Sorry, no, no, go ahead. Well,

I was just gonna say so. I mean, typically what I suggest to

folks is, is modeling it. Gary Keller is huge in the real

estate world, and I like some of his systems. Yeah, one that I

always suggest to folks is doing some variation of a 10 by 10,

meaning that you you meet somebody at networking event,

you get their contact information, and then over the

course of the next 10 weeks, you are reaching out to them 10

times. Now that doesn't mean that you're calling them every

single time, right? Yeah, a couple of times. You're emailing

them, maybe message them, texting them, you know, whatever

the case might be. And then if you're still not getting any

response, then you can put them on what he calls the 36 touch,

meaning that over 12 months, you will reach out to them 36 times.

Now, again, that's not 36 individual calls in his and in

that program, he recommends four four calls over the course of

that year, with different emails and texts and different things

in there, but doing some sort of variation that makes sure that

you're staying in front of people. Because if you're not

staying in front of people, then you're losing what we call mind

share, meaning that if you're again, if you're a real estate

agent, and you're not staying in contact with somebody, then

whenever, if and whenever they get to the point where they're

like, Yes, I do need to change house, then they're going to go

with whatever guy they saw on a park bench someplace, because

you didn't stay in contact with them, making sure that you're

doing that consistently and following up with value. I

love that story because, number one, I did some

training at Keller Williams, and I learned and read that book.

The one thing so, I mean, it's very distinct, for sure. Number

two, it reminded me of a story that I tell often, because I

like to put that piece in the mix of sending someone a card,

because that is a different mindset. It's a different

feeling. It's a tangible touch takes you from your head to your

heart, so you want to make sure that you get something physical

in there as well, in all of those touches. And I have a

friend who told me a story once that over a period of 15 years,

he bought and sold three houses for his family, family home, and

upgraded every time, and used a different realtor every time,

because nobody stayed in touch. And that's just such a perfect

example of that may not be the park bench, but it may certainly

be the one who just showed up. And I remember talking to a

another realtor that I met on LinkedIn quite a while ago, and

he's he was somebody who actually was around, I think he

was involved in the startup of REMAX, like that. So that's and

he said to me, he was an old guy like to talk, you know, and tell

his stories, and it was interesting. And I remember him

saying to me, I always want to be the number two, the number

their number two, because number one forgets about them, like you

said, they drop off. And he said, I want to be there and be

their number two. So there's so many stories in that when it

comes to selling and and the importance of follow up and of

staying connected to people, I think that, I think that it's,

it's comes back again, though, to maybe your why. But also, I

think it comes back to how hungry you are, and how you let

that get in the way of the real, authentic piece, because you are

so hungry, and that's a very hard thing to do, right? Because

then when you're reaching out, it's not. Authentic, and it's

not showing that you're carrying that you're not really caring

about them, you just want another sale. It just doesn't

work, right?

I mean, I mean, 100% I think, I think it

honestly. I think you hit the nail on the head there. It's

really when you're in sales, if you're a good salesperson, and

you're coming from a good place, which I always believe that a

good salesperson will be consultative, meaning that they

might present you a new product, but they will tell you like,

Hey, I don't think you should buy this because of, you know,

X, Y and Z, but really, when I think you're absolutely right,

the 100 can really get in the way. Because it turns from, you

know, Jacob is reaching out to Janice because they like, he

connected with her at some networking event, and he wants

to help her as much as he can. And it turns from from helping

Janice to helping Jacob, right? And whenever the salesperson is

just trying to help themselves, that's when things can, yeah,

lose their authenticity and their, I mean, genuine

connection.

Well, it's probably authentic, but it's not

what we want it to be, right? But let's be clear. Oh, I had

the statement I wanted to say, um, oh, yes, let's, let's be

really clear here. We're all in sales. We really are. And so I

think you said something about, or I read somewhere, you know,

that's not about selling. It is about selling, but it's about

doing it, like you said, in a consultative way, and it's about

showing people you care and about being a good listener, so

that you're able to bring you know the right thing to the

right person, right? But follow up is huge, right? Follow up is,

is, is the hardest thing to do, and yet, I think you said it

also earlier. It's like, the more people you talk to, the

easier it gets to make the sale, right? And so I don't know it's

a vicious cycle. So when you're talking about, see, I think

there's a real interesting thing here, you're talking about the

caring about people and about wanting them to succeed and and

talking about work life balance. And I don't believe in that

myself. But anyway, it's, you know, I mean, if you love what

you do, you kind of make it in my estimation. But there are

people that get stuck workaholic versus, you know, the one who

isn't inspired to do anything and so on, but, but you're not,

but you also talked about systems. So, yeah, how do you

how that's two sides of the brain, and I'm not very good at

the system side of the brain, so talk to me about how you bring

that in and and work with people that like me, who I just want to

talk to people, yeah. So, I mean,

it's so interesting that you just say that. I mean,

because a lot of folks are like, you're saying like you, you

built your business a certain way, and you want the business

to do the business right, yeah. And the systems, they help you,

they can help support you in that endeavor, but they can

also, if you don't save your systems, because you The

interesting thing about systems is that either you have set up a

system intentionally to support you in what you are trying to

do, or you haven't set up a system intentionally, but you

have a system anyway, and it doesn't support you actually

takes away from it, meaning like, follow up, for example,

since we've been talking about it, right, follow up can be very

systematized, meaning that I get a notification or a task, You

know, Monday morning to follow up with whomever. Or it can be

like, Oh, I just got to try to remember to call her. Both are

systems, but one will work better than the other. The two

systems that I always recommend to folks, if we're talking about

sales and follow up, is having your CRM in a really, really

strong place, meaning that you have your good notes in there.

You have all your contact information, setting up it such

a way that it will automate things as much as possible,

meaning that sometimes, well, a lot of the time, like a lot of

the connections and the contacts we make, they might be

automated, meaning automatically, on Monday, this

email will go out to Janice, and she'll get it right. But setting

up those tasks in such a way that when you first meet

somebody, you're still reaching out to them in a very

personalized way. So setting up your your CRM to automate things

and try to take that off of your plate, I think, is really,

really critical. And then setting up your task management,

which I think are two separate things in such a way to make

sure that all of the little things that are so easy to fall

through the cracks as we get crazy and as a whirlwind of our

day kind of goes wild to make sure those small tasks aren't

falling through the cracks is is crucial.

So give me an example of your day. So do you

have everything systemized

I've done you up. So I've done my absolute best.

I'll tell I mean, this is like, it's a journey, not a

destination, right? Of course. I mean, the way that I have my day

set up is I use a software called Todoist. I'm not sure if

you're familiar with that. It's to do list. List without the L,

yeah, but it's a it's a software you can get on your computer and

on your smartphone. That's why I'm such a huge fan of it. But

the reason I like that so much for my task management is that I

can set up an individual task like, Hey, I met Janice at, you

know, the event yesterday. I want to call her tomorrow so I

can go type that in really quick, get my task set up for

tomorrow. But then I can also set up things in such a way

where, let's say, you know, you and I have been connecting for a

while. Things have been going well, but you're just not in a

place to buy quite yet. So I'm going to put you on that longer

term, that longer cycle, but still make sure I'm following up

with you. So I can set up an Excel where I will reach out to

you every single you know, every third Thursday or every quarter

or whatever kind of makes sense. And the reason I like that so

the to do is so much for my task management is because it works

for me professionally and it works for me personally. So like

when I first started working with it, I was trying to work on

my finances, just trying to get a little more financially

literate. So every month, and still to this day, every month,

on the first of the month, I have a task to review my

finances to make sure that things are going well and really

honestly, like that, that and my calendar are kind of my my

backbone. I do. I'm a big fan of time blocking, too. Oh, okay,

I like that. I should be, but I'm not as good

about it as I I kind of do have a routine. I think more than

anything, I can get sidetracked so easily. I'm such a squirrel,

it's terrible. The older I've gotten, the worse it's

become. Well, and I'll tell you one of my favorite

strategies with time blocking, because you're not alone. Like

some people can do it for like, 24 hours a day. I know exactly

what I'm doing when right? And some, like most of us, relax,

okay, realize a little bit my favorite, my favorite time

blocking strategy, is what I call chaos time, yes, meaning

that when you know your day is going well, but then you know

somebody calls and there's a fire, their hair's on fire, and

you got to deal with it right now. So I actually time block in

a half an hour. Yeah, I have chaos time every single day.

Yeah, that way when, when something goes crazy and I have

to deal with it right then and there. The rest of my day isn't

thrown off. And I'm not looking for a whole an extra day by the

time the end of the week

it's here. That's fun. Now, are you a family man?

I mean, I am a family man, but I don't have

any. I don't have wife or kids or anything. Sorry. Oh,

no. Oh, okay, I You're still single guy who,

okay, so you only have you to look after in that respect. And

my dog, Harley, yep. And your dog, Harley, what kind of dog?

Yeah,

well, he's a rescue but, and he's a pretty big boy.

I think my best guess is that he's a lab Mastiff mix. Oh, wow.

Okay. Um, okay, so, does that help you with work

life balance only having you and your dog to look after? Or do

you see that being easy if you, you know, get into a

relationship with somebody and have somebody else's schedule to

deal with as well. So,

I mean, I think it's, I think it's both,

honestly, because when we're talking about, like, work life

balance, I think, I think it's seasonal. I think where, like,

for me, for right now, so I'm, I'm working on myself, I'm

working in my business and everything. So I think I'm in a

season of grinding, right where it's okay that I'm by myself,

because I can, I can work 12 or whatever hours a day. I can get

a lot of things done, but that isn't really sustainable over a

lifetime. So I mean finding those things that work and and

really, when I say work life balance, what I mean is building

a life that you want. So, like, right now I'm building my

business, which is the like life that I want is I want to work

hard and I want to build things up and get things going, but

then in 10 years, that's going to look much different. So

really figuring out what those things are and what you want is

critical.

I love it. You've got a plan. I like that. So you

mentioned to me earlier that you are a big reader. Do you read

real books, or do you read audio books? Or do you read Kindle

books?

I do. I do a little bit everything. What are you

reading right now? Oh, gosh, right. So right now, I'm big fan

of fantasy books. That's kind of my pleasure reading. Yeah. So I

right now I'm reading the poppy wars, and then I'm also reading

Gary Vaynerchuk Stu book, oh, gosh, I'm gonna forget what does

it

have a swear word in it? No, no. It's

not in the title, at least, yeah, but it's Gosh,

I'll forget what it's called now, but it's all about social

media marketing and just how to like craft social media so that

it's accurately working really well for you. And then one that

I'm really, really enjoying for business is beyond

entrepreneurship, like that. One's been actual, yeah, they

didn't just, they just came out with, like, the, you know,

second edition of it. Oh gosh, I can't remember. Who wrote it?

Now, I'll write it down. Yeah, I can either

remember the author's name or the book's

name, but never,

not both. Okay, fair enough. Okay, and you may

have seen this on the sheet I sent you, but I thought it might

be fun to ask you this, because I don't ask everybody, but I do

ask some people. So my favorite word is curiosity. And I would

love to know if you think curiosity is innate or learned.

And then part two is, what are you most curious about these

days?

Oh, man, bringing the man bringing some tough

questions. I think, I think it's a little bit of both, whether

it's innate or learned. I think it's, it's something that we all

start being very curious as as we're young. We have, you know,

always asking, why, like, why, why? Why? Why, right? But I

think it's something that can be very easily stifled or

cultivated, and I think that can be both external and internal.

And I'm a really big believer that, like the strategy of

coming from Curiosity, whether it be in sales and business and

personal relationships and whatever we're talking about,

when you come from curiosity and ask really authentic, genuine

questions, I think that can get us a really, really a long way

in what we're doing, as far as what I'm curious about right

now. Oh, gosh, so many things really right now, I'm learning a

ton about podcasting like myself, yeah, meeting with folks

like yourself as I get ready to launch launch my own but just

figuring out ways to the better myself and figuring out, like

the things that I don't know is most I've been curious about

that for a long time, so

well, and I would imagine you would experience

this as I do it, when I'm doing LinkedIn training with people.

And that is, and I sort of alluded to this earlier, is

whether it's innate or learned, having that that, I don't even

know what you call it, but having the tool of curiosity, or

the the gem, I think, is so important when you're

networking, when You're selling, because you have to be curious,

to ask questions, to get people to talk. And it is an art. And

so I notice when I'm teaching people how to get into the

mailboxes, how to actually have a message conversation on

LinkedIn with somebody and be able to draw them off LinkedIn

to want to speak to you that takes some doing sometimes and

and some people don't know what to say. They don't know how to

do it at all. And I would imagine you have clients that

say to you, Well, what do I say in that email? Or how do I do

you run across that too? I

mean, 100% I mean, we're talking about sales,

right? So like, oh, I don't, I don't want to write a script,

right? So I don't want, I want to be a robot. I don't know,

gosh, I don't, I just don't know what to say. And I feel like

it's this, this philosophy, or this, I don't know, this

phenomenon, or something that I'm I'm kind of coming across

where it's like, we're talking about humanity, right? So, like,

it's just one person talking to another person, right? So it's

like, let's say you met this person at a coffee shop. Like,

what would you want to say to them? Yeah? Like, like, like,

hey, like, what are the basics? Like, what do you do? All of

that kind of stuff, right? So especially with LinkedIn,

because, I mean, it's almost like Facebook, right? So it's

because it's much easier to find information, yeah, so, like, you

can do a quick glance and see what it is that they're doing

and what they've been doing, yeah, little

questions, yeah, so just dig a little bit Exactly,

yeah. But be curious enough to do that,

right? Be curious enough to do that and

be authentic, because when we when we ask,

when we ask a question, we get an answer that can always lead

to another, like two or three questions. Always there was

something,

okay, so, right? I Yeah. So just as an example,

it just came back to me as an example. When we first talked,

and I knew that you were from Iowa, I was trying to find some

common ground or some rapport, right? My first thought was

basketball because of Caitlin Clark. And for those who don't

know, she sort of changed the face of women's basketball last

year by overnight a little bit. Yeah, right. And you said to me,

yes, you know who she is, and whatever, but you're more of a

football fan and and that's great. So that gives me a sense

of, you know, something off book to talk to you about, so to

speak, yeah, to try to get some rapport. So I don't know how did

I but I don't follow college football. Did Iowa do anything

this year? Are they? No. I

mean, what I always tell people is, we're not, we're

not going to the national championship, but we're usually

just a, you know, a few games over. 500 so we're we've been

steady. We've been pretty steady for the last 40 years, since

Troy fairness took over. But subtacular,

yeah, so it just an example. I was just playing

with you for that. So last couple of last questions. First

of all, I know that you have a goal for 2025 and maybe you

could share that with my audience, in case there's

someone out there that liked what they heard, and would love

to have you come speak to their group, however, and so Tell

them. Tell my audience what your what your goal is. It's big,

yeah.

So my big goal for for Yeah, 2025, is, I want to

come keynote, speak for 10 universities, 10 professional

organizations, and work with 30 individuals, one on one. I know

that's, I mean, a pretty, you know, big hairy ashes goal, but

I mean, why not set them big? Right? Absolutely. Anybody's

curious about working with me, either as a speaker or as an

individual, they can definitely find me on on my website. Jacob

picks, Coach com.

Say that again, Jacob. Jacob Hicks, coach.com

coach.com say it slowly because you said it so fast the first

time. Okay? Jacob Hicks, coach.com and that'll be in the

show notes as well. And one last thing, what message would you

like to leave with my audience around the work that you do, or

any advice for you know, business owners, entrepreneurs,

sales, professionals,

the advice that I generally give kind of broad

strokes, is to experiment, like try, try some things out, and be

willing to get outside your comfort zone. And that doesn't

mean that you don't need to go and climb a mountain tomorrow,

but maybe that means that you, you know, just try some things

out. Maybe read a book, maybe you Google some things, and you

know, you reach out to somebody on LinkedIn that you think might

be interesting and see if they can sit down for

coffee. Sounds good? Thank you. Thank you so

much for being here today, and thank you to my audience. As

always, I appreciate you, and remember to stay connected and

be remembered.

Yeah, thank you.

Applause.