Probably one of the greatest months of the year. The 19th other months are available, but this is the greatest. Do you know why? Why? Because it's more than just knowing. Wake. It's not about strength. It's about strength of mind. Okay. And I'm going hit you with easy for you to say it's epic tears, but pay attention because it's a short one. Easy for me to say.

That's why philosophers remind us not to settle for just learning. We need to practice and train over time. We forget what we've learned, start doing the opposite and end up believing the wrong thing. Mr. Potter. So when I think about this, I think you're building your sales toolkit, right? The tools, the practical things that you're going to use. But

In that, how often are we going, right? I'm actually really good at that. I'm really good at being attractive and sending people voice notes in LinkedIn and then them booking meetings with me. Right. That could be a thing. That could be a thing, but I'm not as strong on cold calling. And I start telling myself, cold calling doesn't work. Yeah. Yeah. Or I'm really good at that opener. And there's this other opener that I could try, but I'm really good at this opener. So I'm not going to try it. Yeah. Or even still.

learning a skill set in training, learning a particular skill in training and thinking, yeah, I get it. And not actually put it into practice. Yeah. And our goal here, I think as salespeople is to have this really nice, well-rounded skillset. So in a business like ours where, know, you might have a campaign where you're ringing CEO, right? I'm bringing CEO of smaller business to sell them this AI solution. I'm smashing it. I'm cool. I'm great. I'm well, that's a great thing. Like

hat on the back for that definitely like reward yourself for that and you should be. But actually if you want to be the most well-rounded salesperson, can you now sell to the CFO of a massive investment bank? actually know the skills that doesn't seem to carry over. Right, okay. So is that because it doesn't work? Is that because you're lacking somewhere to make it work? If you've got that ability and that awareness to be able to go, why is it that works so well for me, but that one doesn't? And how do I make this the ultimate well-rounded?

skillset. So where does your mind go when I give you that? Well, I just think there are so many techniques and ⁓ laughing. I was going to say, why should people try to, I was going to buy it back to you and actually ask, but why, if I can sell to a CEO, why should I try and enhance my skillset and learn to sell to a CFO? Because there'll be people listening to this and they'll be thinking, but I'm good at what I do. Why do I need to do that? Because living is learning.

Wow. Isn't it? I'd say you want to progress. But of course you can just hit a lane and go cool. I'm happy with this and that's fine. And maybe there's no ambition to push that and anywhere forward. But I know for me and a lot of other salespeople that I've worked with, if I was like, right, this really works for you. You maybe get a promotion. Maybe you get a bit of money out of it. You take those boxes. Suddenly it gets itchy again. And it's like, I feel like I probably need a bit more. need another challenge.

because we were always as human beings wanting to progress and learn and adapt and develop and evolve. But I'm with you, if people are saying, now look, I've been selling to this industry for 10 years, I know the target market, I'm comfortable in it, I'm happy in it, who am I to tell you to change that and not do that? But if your goal is how can I be the most well-rounded salesperson ever? I know there's a lot of stuff out there if people wanting to be.

you know, high ticket closers, whatever that means. What does that mean? What is a high ticket closer? And all these different things. I want to be like this contract gun for higher salesperson, which is probably the way the market's going. If you really want that and you want to have that skillset, well, you need to be able to sell to as many different personality types across many different verticals as possible. But you're probably going to tell me you don't agree with that. I think that it's all about mastery and there's something, something beautiful about the pursuit of happiness.

But people, ⁓ say, learn as if you'll live forever and live as if you'll die tomorrow. Who says that? They all do it. I think John Cena said it. You can't Cena me. That's a callback joke. That's what, that's where like the happiness is ⁓ of, I'm trying to get better. I'm doing better. And all the joy comes from the journey. We know this, that you get to the top of the mountain and actually there's a bigger mountain and then a bigger mountain. And when you look back, you go.

But how cool was it when we were down there and we had to when we look back now on our early days, we look we we look back at the early days and we go, God, that was fun. That was really good. But the time we probably didn't enjoy it as much because we were on this trajectory of like, just get us a bigger office and a team and this revenue and blah, blah. And now you look back and go, there's something quite beauty, like beautiful about those moments. So I think learning is is so powerful. And only when you learn and enjoy and be part of that journey.

That's when you can truly be better. Yeah. That reminds me of that. I went go-karting on current team on Friday. I went go-karting on current team on Friday. And where did you come? Nice. And I actually said to them, make sure you really enjoy tonight and the meal and whatever else, because we've just hired three new people and actually sometimes it doesn't go back. So it's like enjoying those little moments. And actually I remember really clearly saying it to you, before our very first hire started, like...

We should probably take a minute to enjoy this week a bit because we're probably never gonna have just the two of us again. This is, this is the moment. we talk about it in our, I remember some of the team would be like, what chapter are we on now? What, what season is this? Because it's like, ⁓ like a TV show, like game of Thrones or how I met your mother. it's like, ⁓ yeah, they are, but they're long and they've got many episodes. ⁓ but, there's, but it's case of like, there are many seasons through life and there will be some people that come into your.

When you think about sales people and teams reasons seasons and lifetimes so you're like a Season friend to me like you're part of this season and maybe in like the next ten years you you you you go away fingers crossed and a New season but but when you hire people they come into even that the bad high is they're there for a reason some people are great and they'll be there for a season they go on to do something else and some people Unfortunately, you can't fucking get rid of them and they're there

for a lifetime and I love you. I've been Jack Frimston. I've been Zach Thompson. Remember you will die. I believe that children will shoot you.