How to handle new inbound leads effectively

Good morning.

Welcome back to the podcast.

So we're into the dark months of winter as we get into the UK or late autumn, winter now.

So it's always an interesting morning when you, when you wake up and you see the dark outside.

But look, I'm gonna share some insights today around a subject in selling that I think is really, really important.

I've covered lots of different areas.

I was looking through the podcast this going, I must have covered this.

I must have covered this, and I haven't.

So it's gonna be a new one for everyone that's listening, and it's all about how to handle new inbound leads effectively.

So we always think when it comes to sales and selling that we've gotta go and generate outbound leads, and that's fine.

But there is a lot of misconception around inbound leads.

So when people reach out to you, and I wanted to talk about this today because I think it's critical if you are lucky enough as a company or business or, you know, in what you do as a salesperson to have lots of inbound leads coming through to you.

You are blessed, okay, that your marketing team, your branding team, your out, you know, however it's being done, however you've been in business a long time, the fact you have lots of inbound leads coming through is a great thing for you.

It's.

It's amazing.

It's the sort of, you know, generating lots of.

And people coming to you all the time wanting business.

Is it.

Wanting the opportunity to speak about business is sort of like the holy grail that most companies want.

Generating these is perfect.

But.

And I'm going to say, but I often see people f this up and they get it badly wrong and they wonder why it didn't happen and it's because they approached it in the wrong way.

So what I want to do today is I want to talk through a number of steps that you need to take through and take on as part of this process and just to make sure that you're giving yourself the best chance of winning the deal.

Because as a salesperson or business person, if someone's saying, hey, I want to potentially do business with your company, it is a great, great opportunity.

I had one last night.

I had a guy, I sponsored a golf day a couple of days ago with my business and I had someone reach out to me from there and say, hey, I'd like to have a chat to you about this.

It was a perfect inbound lead.

They reached out to me.

I'll share some Screenshots actually on the video we do of this.

In fact, if I can, I don't know if I can share some screenshots on the.

But, but, but basically I had someone reach out to me and say yeah, I'd love to chat to you about what you can do to help me and my team.

It was perfect, perfect.

But there was an approach to take with it and I'll share how I approached it.

But more importantly, do I think I'll win do business with that person, that company?

Yes, I do.

They want some stuff in January and I'm meeting them next Wednesday to go through the proposal I've shared.

I've already outlined what the budget is going to be from initial conversation and I'll talk about that in a moment.

I think it's mine being honest, but I could be wrong.

I'm not being assuming it, but I think it's mine because I approached it the way that I meant a bit that, that, that I'll talk about now.

So first and foremost, my first point about this is do not assume that this is a shoe in or this is a guaranteed deal.

If you start assuming things around this opportunity that it's bound to be yours before you've had that first conversation or the second conversation you are going to, it's going to potentially kick you in the backside.

As I said at the start, people just assume it's not.

When an inbound lead comes in, what is, is that person may well have done some research on your company, they may well have done recent research on you, they may have done a bit of investigation work, but what they are doing is I think I'm potentially interested in your company but I'm not sure I want to have a conversation to check.

So when you are in that, that, that situation then, then please don't assume it's, it's guaranteed.

I've seen so many salespeople that go into those calls quite arrogantly and with basically a case of when do you want to sign up?

And they ruin the opportunity because the person just still needs that convincing.

So first you just don't assume that it's a done deal, still accept you have to do your work for it, that you've got to go through the same process that you would maybe do on an on night van call and conversation, although maybe a little bit less because they've built up a bit of a perception and value of you.

The person that I spoke to yesterday had seen my banners at a golf day, had had a look at my website, I'D have a look at my YouTube channel.

So I'd seen a bit about me and who I was.

So again, I was in a great position for.

But I still made sure that I handled that call in the right way and didn't assume anything.

And I won't assume anything.

Even though I think I'm going to get a chance to win that deal, I won't assume anything until it's done, sealed, signed, and the money's in my bank account and I've delivered what I've needed to.

So that's the first point.

The second point is this, and it's really sad.

So I reach out and buy local services from lots of companies in my area and I reached out to a lady for a service to do with my feet a week and a half ago and the first thing that it did, she took her four days to reply to the message and I'd gone to her website and completed the contact us form.

So the second point I'm going to say to you is if you get an inbound lead or an opportunity, respond quickly.

There's a great saying I always used to use in my software business, which was.

And we actually used to use it in hours, not in days, but it's meant in days, which was another day older, another day colder.

And we used to say another hour older, another hour are colder.

Because in our software business we knew, and we statistically knew this, that if you engage with someone that was taking a trial of our software within the first hour, your chance of converting them was higher, I think about 23% higher, something like that.

We worked that statistically.

So when you engage with them initially, and because what these people were doing, it was those people were trialing different software.

So in our case, we had a CRM software that we sold and we knew that they were trialing two or three different bits of software.

So we wanted to be the first mover to get first mover advantage.

So when you get a lead opportunity, a new inbound lead that comes in and it might come in through email, it might come in through a conversation, it might come in through social media, respond quickly.

And that response should be, as I'll talk about in a moment, a professional response you can engage with.

That's a follow up to their query, you know, and I've.

And again, with the guy that messaged me, I think he messaged me, I can't remember what it was, you know, might have been.

In fact, I'll tell you exactly how long it took me to message him Back.

There you go.

This is, this is, this is the reality of the conversation that I had with him.

So let's have a look.

He.

That was last.

That was Monday.

And there you go.

There you go.

I'll show you that.

That message.

There you.

If you can see it on the call, but you can't.

There you go.

Might be able to see details of that.

There I Message back at 13.

Hi there.

Thanks for the message.

Happy to arrange a call if I can help or if not, recommend another option.

I'll come on to that in a moment.

Does this Thursday work for you to chat, say 1pm thanks for coming back so quickly, James.

Sorry, I forgot to sign my name.

It's.

I can do Thursday, but after two we don't.

And then we agree to read some time.

And we spoke at 5:15.

So the point being, be quick in your response.

The lady that I messaged that for the service that I offered back came back, you know, within I think it was four days.

And I was like, I sort of picked another option by then.

Now some people might say don't respond too quickly.

And there is a sort of sense to that.

I guess for me, that person reached out to me on WhatsApp.

They'd been given my number by someone else.

I had looked at the message because I wasn't sure who it was from.

And I always think, okay, if someone sees that I've looked at the message and I haven't replied, it could send a warning signal to them or maybe he's not interested.

So would I normally Reply back within 5 minutes?

Probably 5 minutes is pretty quick, but certainly within 20 minutes, 30 minutes, I would like to reply back or, and this is the other option, I'd like to have someone in my team that can have replied back for me to say thanks very much for the inquiry.

We'd love to have a chat to you about it and let's arrange a time to do this.

So I definitely think, you know, if, if you, if you're getting these done through email or through your website, then also consider to have some form of autoresponder within there.

It's not a bad idea.

I don't like totally because it means that if people know that it's a, it's a, it's not a human approach, but a message that says, you know, appreciate you reaching out to us, we're going to have a look at this and one of our team will get back to you within X hours, I think is a great thing to do.

It shows that that person at the deal that the their inquiry has been received and it's, it's not a bad way to be able to get something coming through to them which they can then think, okay, at least I know that something's going to happen as a result of this.

So I definitely said you respond quickly.

If you leave it for two or three days, I think you're going to potentially miss out on the opportunity.

And as I did to this lady, I'd said to her when she came back to me afterwards and said I could do this time, I was like, I've made a different decision by that.

The other option of course, which you can do when it comes to this type of stuff is you can put a link on your website or on your, on a respond on an autoresponder email that links to a, to a calendar booking or an Outlook booking or Google booking so someone can book the meeting themselves.

And again that's really helpful thing to do especially if you're doing things late at night.

So, so if someone's reaching out to you late at night and they get an autoresponder they, you know someone's doing at 9 o' clock at night, no one expects someone to, to be available at that time unless you're offering a 247 service.

But if you put a book a calendar booking in, they can then book it themselves so they don't have to have you involved in the process.

So that can work really nicely as an auto response mechanism to be put in place and I encourage you to do that.

So sorry to interrupt the podcast, but if you've got a sales issue at the moment that's really hacking you off, challenge me.

I'll help you solve it.

Reach out to me.

Drop an email at hello Amesworth Business and I will help you solve your sales challenge.

There's not one I don't think I can't handle.

There's no sales issue that I can't resolve.

I've seen them all over my career.

I want to help you solve yours.

So reach out to me.

Let's make sure we handle your sales challenges and fix them so you can get back to smiling again.

Now back to the podcast point number.

Three and this is, this is, you know, related to that is, is if you are replying back yourself if your service, if you haven't Set that service up.

Or if you haven't got that auto response on, you know, these nurturing services and sequences in place, that's absolutely fine.

But if you haven't, be careful about how you approach things.

So sometimes people will get leads or send an email to their phone.

And what I see people doing is they're replying on their phone and then they make mistakes on their phone.

And look, we all know that we're busy, we're doing stuff here and there or out and about and whatever else.

But I see things such as capital case images said, you know, we'll put Dear James or hi James with a small hi, a small H on the heart and the small J on the James.

And you might call me, you might sound being a bit pedantic here and that's ridiculous to even think that way, but I'm, I'm a bit like those small details really matter to me and it not just matter to me, they matter to lots of different people.

If you, especially if you, you know, I think you've got to be really careful that you've got to be professional in your approach.

Or sometimes I've seen people do spelling mistakes in that area.

And so yes, you want to respond quickly, but you want to be just a bit professional in your approach.

Just be careful not to, to over reply too quickly.

They make a mistake that makes the other person think that you're careless about what you do.

And you know, you know, and obviously people on phones, you know, can sometimes have sent from Outlook or sent from my phone excuse.

You know, I've seen sometimes people making, making a bit of a joke of it, you know, excuse the brevity because my fingers are fat or whatever else and that's sort of fine.

But sometimes actually in modern systems, out with Gmail and in Outlook, you can basically make sure that the response or your signature looks as it would do normally.

And I think that's a good thing.

And then to link into that, I would also encourage you to create some templates.

So what do I mean by templates?

Just create two or three different templates that you can write down maybe when you've got a quieter period when you're in your office, and write down two or three templates and then if you have them on your phone, store them on your notes on your phone or if you're out and about, so that if you, if you don't have an automated system in place, just write down two or three templates that are, that are well done, that says dear.

Yeah, or Hi.

So and so.

And what you then got to do is put that person's name in capital, not in capitals but in capital case in their approach and just actually, you know, have three or four templates that come back and send what you would send back to them.

So create a template, put them in your phone and when that lead comes through, then you can reply back quite quickly, knowing that you've got your template there.

So three or four templates, templates.

One might be, you know, I'm busy at the moment, mountain about at the moment, but I'll come back to you.

Another one might be great to hear from you.

We'd love to have a chat.

You know, here's a link to my diary.

Another one might be I've got two times available, it's X or Y available.

And then you can then change those times.

So once you've got the template in place, it can help you.

And I think that's a really, really nice way of ensuring that you can respond quickly, but you respond on a consistent way as well.

The benefit about also using templates and sometimes what you might find is inbound and this again, foxes a of people in man leads will come in and you reply back and then you say, oh, they never came back to me what happened?

And it's because again, you were too old, you were too long to.

To get back to them.

But a lot of the time people have got other stuff going on in their lives.

They've got things happening so they forget what's going on.

So it's your job then to.

To make sure that you can follow up with them.

And we'll talk about following up in a moment.

But you can also then see if you've used a template which of your templates might work and not work.

So again, you might have a template that is a bit, but a bit more business like that doesn't work.

But you might have a more humorous one or more funnier one or more, you know, of course, socialism word, but a more you're based on your character that works better.

So you can try and see which ones work and which ones get responses.

And in lots of situations in sales and business, we should be testing, we should be trying to see what works and what doesn't work.

So create a template that you can have that you can respond quickly but be professional in your approach back.

It's definitely a really professional thing to do.

So the next point to this is.

And this again is something if you're.

If the service that you sell is a Little bit more complicated or is a little bit more.

There's lots of different difficult areas to it, but it's not a simple purchase.

It's a much more expensive, maybe more expensive service or value.

One of the things that you can also do within these responses back is to.

Is to say within your communication back, lovely to hear from you.

Really looking forward to having a conversation with you ahead of the call.

I'd love to learn as much as possible about your, your business or your situation.

So if you'd be able to complete a bit of information so that I can be prepared ahead of that call, that'd be great.

And what you can do is you can link them to a little form, you can create these forms on your website or, or on Google Forms or type forms or anything like that where it can maybe ask some questions around their, you know, their current situation, what they're looking to do, what infrastructure they've currently got in place.

It shouldn't be life and it shouldn't be five dear lots and lots of questions, but three or four questions that you can use for them to share information.

They've come to you.

And the way to position that is to say, I want to ensure that the time I spend with you, I can give you the most value possible.

So the more I understand about you, the better it is and the more I could be prepared ahead of when we speak or have a conversation.

And most people, if they're in band leads, if they're feeling comfortable, we'll happily then share some further details because they know that actually they want to make sure that conversation is valuable.

They're giving up their time.

So therefore they'd rather give up their time and know their situation and for you to know their situation than have to explain that and then mean that it's, it's difficult for them.

So sometimes create a form where they can submit information.

They won't always do it, sometimes people don't do it and that's fine.

You can obviously ask the questions that you ask on the form when you do that, have that conversation, but it's definitely worthwhile doing so they can, they can try and, and again in some situations when I've had forms completed for people, I'd be able to see what the situation is, what they're looking to do, what's stopping them from achieving things.

So I've been able to then go into that conversation with a bit more insight on their situation and we can then dig into the pain a bit more, which obviously helps us work out what the solution could be and how we can help.

So my next point is this.

When you do, when you do get information from people, one of the things that sometimes people tend to do and this is something you've got to be careful.

So I was working with one of my clients on Tuesday and I was helping one of the team make some calls and we actually spoke to her.

I spoke to a prospect and booked a call there and then, which is good.

It's helpful for the sales team to understand that that's how it could be done.

But one of the things that they.

And by the way, that's the service we offer.

So if you're thinking behind James coming into my business and helping my sales to make some calls and reach out to me, that's what we can do.

But anyway, so we basically booked a call.

But it's interesting because the person I spoke to immediately said, oh, happy to have a meeting, but don't add me to any marketing lists, please.

So they were very keen to be added into marketing.

This and one thumbs.

Sometimes what happens is people get leads come in and they get automatically added into every distribution list going.

And then if the meeting's up for a week, they're being sent a whole load of marketing stuff that isn't relevant or isn't useful for them, which then puts them off you.

So just be careful about doing that.

I wouldn't be adding prospects to marketing lists until you've had a conversation with them.

If you are going to do something as a.

As a.

And it doesn't hurt to do one, maybe depends on how long the meeting is going to be.

If it's going to be six weeks, then obviously you might want to send them a bit more.

But if it's a week or so, it's okay to share something of value in an automated way or as an email way.

And most of it was done automatically.

But you know, hey, but make sure the template is created for it.

Hey, so and so, you know, we're looking forward to chatting to you in the next week or so.

Ahead of our conversation, we thought this might be useful.

So especially if you can share a guide or a resource or a case study.

Case study.

A bit early.

I'd still.

Still stay at that stage.

But a guide says, let's say someone's asking you for a conversation around.

So in my case, the person was asking me about solving some sales problems.

They were getting ghosted on lots of sales proposals.

So what I did, I didn't have time to send them that the gap because the gap between Monday and Thursday was too small.

But what I'll be doing ahead of my meeting with that person is then sending them a guide on how to stop being ghosted on sales calls.

And it's like perfect.

So what I do is I'm adding value, I'm stacking value up and I'm not just adding them to a, to an email list.

That basically means they get everything that I send out.

So really, you know, try and create some value if you can and think about what you send.

I always talk about in.

There's a blog on my website about, and I think about even done a podcast.

But tofu, mofu and bofu.

So tofu is top of funnel content.

So top of funnel content are things like guides and explainers.

Middle of funnel content is then more how you put the solution together.

And bottom of funnel content is more case studies.

So and at that stage you don't know where that lead is.

So maybe I'd leave, you know, case study till the bottom of the funnel.

So look, just share some of value if you can, if the meeting's going to take a little while.

But don't add them into email lists or just be careful about doing that.

I really think if you're not careful, they could get to the conversation with you and already feel a bit pissed off with your company because you've sent them a load of stuff that they don't find useful.

So, so here's, here's, here's the other thing about responding to in ban leads that come through sometimes when they come through on email, one of the things that, that people will have maybe uncertainty about is do we do it through email?

And I'm a big believer it depends what you sell.

If you sell a very transactional product, you can do it all through email and through people not, not, you know, interfacing with you.

But that's where AI is also going to help in the next few years because you can automate a lot of processes and the sale is done.

But if you share something, if you sell something with a bit of value, then I think it's worth you sometimes asking if you can call, but if you don't get an answer, then just call.

And so what I always try and do is make sure with any inbound lead we want to ask permission because at that point we don't know whether the prospect prefers to do things on email or whether they're happy to have that conversation.

So I will often send an email saying hi so and so, really appreciate you know your inquiry.

I appreciate thanks for that that I've, I've dropped.

I'll share an email.

I'm replying back now on email but I'll also look to call chat on Thursday at 3pm to, to find out a bit more about your situation, see if we can help.

And the reason I say about asking if you can call or telling they're going to call is if you then do call them at Thursday at 3:00pm it's that subtle way of building further trust.

We always want to build trust.

You know, I always say to people sales about credits and debits and we want to build further trust with people.

And if you say you're going to call someone at 3pm and then you call them and think, oh, they did what they said they were going to do but, but be open to, to calling someone and, and don't give up on the first hurdle.

One of the things I often see as well with new leads that come in is people might email initially and then call and then they didn't hear back and oh, they didn't want it.

Well, no, that person, you don't know that situation.

They might have had a family issue, they might have been traveling, they might have been doing it on holiday and then still have it.

You don't know.

So add them into your CRM system and add them into your automated pipeline.

You should have what I would call an automated sequence that says, okay, when a new lead comes in, we're going to do these seven or eight steps over the course of the next, next, you know, couple of weeks or a couple of months.

And again, if that's something you're not sure how to do, talk to me and my team.

That's what we do to help organizations.

You generate leads and convert them on a consistent basis, but be prepared to follow up and engage with people on a consistent basis.

Don't just assume that your one email is going to automatically mean that they're going to be done for them.

It may take a little bit of time, it may take two or three outreaches.

Treat them as an outbound lead, being in contact with them.

Of course, after seven or eight times, you can then use the message to say, you know, hey, sounds like we weren't able to connect and we, you know, we, and obviously, you know, appreciate.

We know it's not right for us, it's not right for you right this time.

But we're going to continue to share some emails with you and then you can add them to an email list.

If you want to or follow up with them in, you know, in, you know, as a follow up every month.

But, but, but basically make sure that you accept that you're going to have to engage with people.

Just because they're in inbound lead doesn't mean they're a shoe in as I said at the start, they're still going to need that nurturing, that process.

Okay, a couple of things to, to, to also, you know, finish off with here which, which I'm again hope it's useful for you to use.

This is how I use, you know, as I say the, the inbound leads is the, the first thing I also stay and I've said this in so many sales podcasts but I'm going to keep repeating it because it works all the time is you know, be prepared to use to be prepared to go the other way in your conversation with someone.

So even though you might think it's, it's a done deal and they want to work or so why would I say to them we're not.

It, it works because it builds trust in the mind of the other person that you're not going to just sell and put anything towards them.

So again, the guy I spoke to yesterday, I was able to say look great to chat to you today and look great to understand what you want to do.

By the way, I'll put a link into how to approach outbound Discovery calls, which is a podcast I covered last week and I share that with you so you can, you can see those.

But I was still able to say look and you know, let's talk through a few different things over the course of the next sort of 20 minutes, half hour and if it turns out I'm not the right person, then I'll happily recommend someone else.

And actually let' exactly what I did in the conversation that I had with that person, you know, I, I literally said to them, I think where was it?

I said yeah, yeah, thanks for the message.

Happy to arrange a call and see if I can help or if not recommend another option.

So I always give them this exit because it makes them feel, oh, I'm not going to, you know, push towards, push them towards doing something that they don't feel comfortable with.

Give them the exit clause.

It works on a regular basis.

So my, my final couple of points on this is, is, is, is don't be afraid when you're in a cell.

These conversations to, to sometimes say no because just because it's an inbound lead, it doesn't mean to say they automatically know exactly what you do in your USPS and your offering.

They may be looking for a specific type of service of which you're the higher end of that and you're not the right fit.

And so don't be afraid to say no.

Actually, that's not something we're able to do.

I always talk to people you do not want.

BMW customers, bitches, moaners and whiners, or as I call them sometimes hot curry customers because you might bring them in but they can hurt like hell elsewhere.

And I've seen this examples in my other, you know, businesses at the moment where we've taken on people where my gut feel was, oh, this could be hard work.

And it's turned out to be hard work work.

Sometimes you're better off to say no and to resist the temptation to work with someone than to actually then do that work and then find it's going to cause a problem.

So be prepared to say no.

Be prepared to actually, you hope it's going to be a good fit.

You hope your marketing has done the job, you hope that they're going to be a right fit for you, but it may well be that they're not.

They may well be looking for A and you or for B.

And sometimes you're better off to be able to know that.

And that's why again, one of the things I talk about a lot, I've done a podcast on it which will link to around sales qualification.

In fact, I've done a video on this as well.

So if you head to my YouTube channel on sales qualification, I've covered this off.

Definitely make sure that there are times when it is a good fit, but there's times where it's not and be prepared for that.

So couple final points.

Pricing.

So people would sometimes say to you, you know, sometimes say to me on these calls, these calls are discovery calls.

They're discovery calls but from.

And you the first stage you've had them in.

And I always say to people that on pricing, pricing is an interesting one.

I don't mention pricing in the first, the first 10, 15 minutes of a call because it's, it's basically, you know, to me you're gonna, you can, if someone's first question is to ask for pricing, then I will always go back with look happy to chat about pricing, very happy to talk about it and give you a range of what it looks like.

But let me understand your situation first and I can then, you know, decide, you know, help you, you know, work out the pricing from there.

And of course Someone's really keen just to get pricing now and then, then you can give them a range.

Say, look, it could range from this to this, depending on what you're looking for, for.

But.

And the call I had yesterday with the guy, I knew that the next stage was for Rust to.

In fact, I'm meeting him next week and the next stage was to meet with him and provide an outline.

And so we had.

I said, look, just.

I approached the question, I said, look, talk me through, you know, how you plan, you know, what your thoughts are on Destin in this, what, what, you know, what were you, you know, what's worked for you in the past when you've done this, and that's a great phrase to use, what's worked for you in the past or how have you invested in this sort of stuff in the past?

And he said to me, well, I had a figure in mind, which was this and this.

And I said, okay, yeah, look, I'm sure based upon that, it can make it work.

And I knew that thing was in the ra, I would offer it.

And I was going, yeah, I think we can make that work.

So if you get someone ask you for pricing really quickly, just be a bit careful about that.

I'm not trying to say, be obtuse, don't sort of try and, you know, and if they really just want pricing, then again, give them that range.

But say the, you know, if your service does depend depending on whether they want the low option, the high option or the medium option.

Right.

So I want to find out a bit more about your situation.

I'll give you a pricing, I'll happily give you pricing, but tell me what you're looking for and then I can help you get the pricing that you want.

But.

But again, I would just be careful.

It is a bit of a warning sign if it's the first thing that comes up.

It genuinely tells me that they're probably talking to two or three providers and that they're just looking for pricing details and if you're not lower or the same price as those other people, they're not going to choose you.

So just be careful of that.

And again, you know, again, we don't want to waste our time in these conversations.

The best thing is to be able to do is to fail fast.

If I know it's not a good option, then I want to know that quite quickly.

And, and then the final point I mentioned about inbound leads is do the same as what.

What I would encourage you to do with, with regard to.

To Outbound leads is measure, report and measure it.

If you start to measure and write down, okay, I've had a new lead come in and okay, this is where it came from and this is our source and a, you can start to see what, what tools and marketing tools you're using are working.

So is it, you're, in my case, the golf days that I'm doing are potentially generating revenue, so I'm going to do some more of them.

But if it's other stuff that's working, then you can, you can basically have that, you can have that discussion and reviewing your internal team to see where you can invest.

But also you can then start to improve other areas that aren't working for you, or you can start diverting your funds into, into the areas that make sense.

So I always think, you know, what you report and, and, and you can measure, you can improve.

So just write down some of these stats, keep them in a record, keep them, you know, on a spreadsheet, on a CRM system so you can report what's happening where and then start to use that effectively.

So look, these are some of my thoughts around, you know, how to deal with an inbound lead.

I always, as I say, I think inbound lead just as important as outbound leads, but I hope it's given you some, some ideas on how to approach it and what to do differently.

I think it's brilliant.

If you're in that position and you're in a position where you literally are, you know, you've got this happening, great, good on you.

But just make sure you take advantage of the opportunity.

It's a bit of an open goal, but don't pass it wider than that.

Basically, you know, make sure you do the right things to guarantee that goal.

So as I always do, I finished the podcast on inspirational story and the story today is a guy called Tony, Tony Christensen, in his childhood, he's from New Zealand.

There's a great picture of him on his Wikipedia site where he's just standing on this bar.

Basically, he lost his legs either in a train accident in childhood, but he decided that he was gonna show that in he.

His theme was self belief and that, you know, you can achieve things in life and you can do things.

And he's, he's climbed things and he's done things and he's an incredible story that I think is when you see him climb, you know, one and a half meter high scaffold holding pole, you think, wow, and this guy's got no legs, you think, Marley, what an inspirational story.

So yeah, so Tony Christensen is my inspirational story today.

Lost his legs but still decided to to make sure that he lived life and leaded the best life, led the best life possible and inspired others.

So I think those sort of stories just make me go, wow, what can I complain about, moan about?

No.

When someone's lost their legs and they still proud on, I've got to get on and make sure I make today the best day it can be.

So.

So that's it for me today.

As ever, thank you so much for listening.

If you do enjoy the podcast, please do like rate it, share it with other people.

I'm trying to get more guests on as well at the moment.

We've got a couple of really good guests coming through in a couple of next couple of weeks which will be great.

Which we'll share with you some face to face a podcast on a deal.

We're going to call it the Deal.

Potentially we're going to call it the deal that Saved the Country.

There you go.

I'll keep that in mind for you.

But if you're, if you listen to this, I'm going to be a podcast guest.

If you're a sales expert or have been in the sales world for a long time and achieve lots of success, I'd love to bring you on the podcast as well.

If not, I wish you a brilliant week ahead.

Thanks again for listening and give me your ears or your eyes if you're watching on YouTube and I'll see you next week and have a safe selling week.

Take care.

Bye bye.

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