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May the 4th be with you, with you, yes. And also with you. And also with you. Building a legacy, not an empire, strikes back. That's what it's called. Wow, very good. I don't know if this is designed this way, but, ⁓ Masonius Rufus. Masonius Rufus is big Star Wars He's a big Star Wars fan. How much better is it to be known for doing well by many than for living extravagantly?

How much more worthy than spending on sticks and stones is it to spend on people? Masonius Rufus, lectures 19.91.26 to 28. One of my favorites though. so true worth comes from investing in people, not in the trappings of wealth. And I know I bang on about death all the time, Zach, so bear with me. But on this one, I think that when you look back on your death bed, and we're a big fan of like the...

the rocking horse technique where you imagine yourself at eight years old, you sat on a rocking horse and you're thinking about your life. No laughter, it's usually a rocking chair, nevermind. So when you look back, you will be thinking about the impact that you had on the lives. And I think that this episode is for the sales leaders. The ones that want to get the most out of people.

What advice would you have for sales leaders being a sales leader yourself to get the best out of people to keep them inspired, motivated, disciplined, and help them get to where they want to be? You need to find out the why, don't you? Like the why, what's the real reason that someone wants to do this? ⁓ And I think, I mean, we've interviewed a lot of people now who are probably doing it for the wrong reasons. And we're just at a point probably where the right thing to do is that they don't get the job. Yeah.

You know, they might be looking because of a TikTok video or they want to start a drop shipping agency in the next two months or whatever and just learn a bit of sales skills, but whatever it may be, being able to actually spot this isn't right for you is a superpower for people. Keeping the wrong people in the business for a long time because you feel bad and feel like you want to nurture them for as long as possible because you've got some sort of savior complex, isn't the job in hand.

So I think there's an element of that. also think people work better with a pat on the back. I really, really believe that. And I think you should be keeping critical feedback to a minimum, because actually if you're an environment where a salesperson needs lots and lots of critical feedback and you're the direct, you're the leader, that should be mirror held up to you, shouldn't it? And like what environment am I creating? What are they lacking that I should have made up for? And then obviously the other edge of that sword is

if I'm providing everything I possibly could and it's still not working out, well, it's no hard feelings or, but we're probably just not the right fit for each other. And that's fine. It doesn't mean there's not going to be a better place for them out there. Yeah. think really, really powerful takeaways there. think it's about holding yourself accountable as well as holding other people. The best leads I've worked with, are, they're not necessarily, it's a horrible concept, isn't it? Family, but like they're there for you, but there is still also

a boundary and a line. Like the best leaders I've had, I could go to them within work hours and tell them about some of the struggles I've been having because it's having a knock on effect. I probably wouldn't call them at two o'clock in the morning. Name one of the leaders. Terry McBubba. Terry McWho? Bobba. Terry McBubba will put his Instagram handle in the comments. McBubba, great leader, led me to success. It's finding that deep motivation of why they want to be there.

And a lot of the time it doesn't lie in money, it lies in feeling heard, feeling understood and having a bit of purpose. Most people want a reason to get out of bed in the morning and feel like they're impacting the world in some way. And if you can make people feel like that, then they will help you to achieve your goals and dreams as well. Yeah, exactly. Outside of the things that people normally come into sales jobs for, money and whatever else, they're looking for

purpose, status, a place. So make sure you're providing all the other pillars as well, rather than just thinking, well, it's all about money. And if they wanted more than they do more, like think about the other things that you can be doing to enable them to get they need to be. I've been Jack Frimston. I've been Zach Thompson. Remember you would die.