What? What's happened? Sorry. It's a new dawn. It's a new day and I'm feeling... goodbye. Sophie's gone on her honeymoon. She's off. Sophie's gone on a honeymoon. was great to have her, wasn't it? It's really great to have And amazing that she was here on her wedding day. I know. Can't believe it because if it was my wedding day, it's the 8th of June. Yes, it is. It's back to me and you. Right. Well, I sit up straight. A dynamic as old as time. I'm going to give you something from Curly Chops.

It's Marcus Aurelius. Marcus Aurelius. Hit me with it. The foundations of success. It's a long one. And the quote's worthy. Build your life step by step and be satisfied if each one moves you forward as much as possible. But what if something gets in the way? Remember, nothing can stop you from acting with fairness, discipline and wisdom. And what if an obstacle blocks a different part of your plan? Then accept it willingly.

Refocus on what you can do and another opportunity will present itself one that aligns even better with the life you're creating Wow, I was I was actually imagining that with like a really nice 140 drum and bass. Yeah You ain't got no backbone Right, so the foundation of six though, this is making me think about the compound theory. Tell me about it Okay, so compound theory is

That things over time will eventually compound to all the little things that you do. So if you were to put 10 pound away every single day, uh, into a, S and P 500. Okay. You might not make that much in the first year. Make a bit more in the second year, the third year, a bit more by the time you've got to 50 years, it would have eventually compounded and there'll be so much money. Honestly. Oh my God. You're going to be filthy rich. let's start with a basic principle then. So I'm a salesperson.

I've started my year and I think, right, there's a target to hit here. Or actually, let's make it timely. I'm looking ahead to summer now where I'm in the of the year. I'm looking at the year just gone. I'm a little bit behind on target for the year and I've got to get ahead. What are those things that I can now look at compounding to make sure that by the end of the year, the shareholders are meeting me halfway? Put it that way. So what are the little things? Because it's always the 1 % the little things that eventually compound.

When you think about the foundations of success, you might just close one big deal and that does it all. But a lot of the times that's not the case is it? It's the smaller things that eventually add up. And when you look at, I hit target. Sophie was in the seat and she was saying like she hit her target. It wasn't from one big deal that she got lucky and closed. It was from 20. was from 20 that all had a similar average order value. So what can you do? What are the little things that are going to compound? Are you having enough conversations?

So can you make it ridiculous so that you have so many conversations that actually, if I spoke to that many people in that job role about that pain point, someone's going to buy it. Someone's going to have those problems and be in pain enough. So are you putting yourself out there enough? What else could that look like? It's nice. That reminds me of that thing of you should stack the odds so it's unreasonable. Yeah, I love that. So I think about this as like, if we think about prospects, let's take prospects for example, it's like a net, right?

I don't mean the dinner lady that used to flirt with Annette. Yeah. So cold calling makes the net this big. And for people listening at home, it's the size of I mean, it's enormous. Yeah. The maybe like adding in that bit of content. So post on LinkedIn every day, although it might not feel like, I'm winning immediately. I'm compounding that over time and the net then gets bigger from the more people that are interacting. So I've got cold calling that and I've explained that to LinkedIn content net.

And now I'm like looking at maybe YouTube and putting shorts out and little daily clips and whatever. The net's just getting a little bit bigger. There's a newsletter now. And over time that net through compounding just gets bigger and bigger and bigger. So perhaps cold calling can only get me in front of a certain amount of people, but also content can get me in front of a certain amount of people. And there's overlap within there, but there's also things that are kind of exclusive to each part of that net. And the wider and the broader I can make that, the more likely I am of catching the whale.

Yeah, I like that. Like, we'll give some real life examples. We've been posting on LinkedIn, religiously, every single day for three... We don't post about religion. No, no, no, we don't. Religion, politics or alcoholism, we don't do it. Three to four years, every single day. And now we get referrals from people that we've never even worked with. Yeah. We get referrals... Name one. ... Davy Baker. We get referrals from people that...

people getting in touch that people that have been following us for four years and it's compounding and somebody might've had a conversation with somebody else and that is the power of compounding those little things. You can't just do one post and expect to get referred, but it's the consistent thing of showing up every day and doing the bit. So if sales people, you've got to ask yourself, what is the bit and why aren't I doing it? I've been Jack Frimston. I'm in Zach Thompson. Remember you will die.

Summer, summer, summer time, my favorite herb.