self development

Chairvolution!

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It’s the easiest and most effective “how to sell” prop in the world. 

The simple chair.  

When I get a chance to speak to sales folks, I’ll occasionally launch into using a real chair that happens to be lying around to help folks learn how to sell.  Every time I do it; I see heads nod in enlightenment and jaws literally slacken as many salespeople have “aha” moments.

It resonates so well that I typically walk away from these little talks saying to myself “Geez, I’ve got to do that chair thing every time!”  But then, as I am apt to do; I forget to do it the next time.   Not any more, I am committed to embracing the chair!

So with apologies to the office furniture and chair sales folks out there, I must explain that the ubiquitous chair is the perfect prop to represent your “product” or whatever it is you are selling or marketing.  It is precisely because the “chair” is so common and so “everywhere” that it works.   It works because it allows you the teacher, speaker or trainer to easily put emphasis on more than just the product and focus on the positioning, credibility and solutions your product or service really needs to get sold.

The chair is big.  Really big.  You could spend a whole day preaching and teaching a lot more than just the 6 lessons below but heck, it’s a start.  

Welcome to my Chairvolution.   Please steal shamelessly.

6 Easy Chair Selling Lessons

Start by saying “I am going to sell you a chair” and then follow the guide below as you teach and preach.

Lesson 1: Put the chair behind your back and ask (as if you are the sales rep) “What kind of chair would you like?”  This is a great first lesson because it is about what not to do.  In this harried, crazy, no time and no trust world of buyers we live in; the age old “Tell me what you dream” is really just about dead.  Open ended,  out of the blue questions more often stop sales processes, not start them.  You’ve got to lead folks or give them a comparative reference.  Psychology notes that comparison is less brainwork than creation.   Discuss.

Lesson 2:   Bring the chair back from behind your back and say “This is our most popular selling chair”  Pause, then ask the group –   “How many of you just ever so slightly had their interest piqued?”   Here is a great 2nd lesson in the value of popularity.   Popularity is so important that the next 2 lessons using this chair go even deeper there.  There’s a reason Amazon built that algorithm! 

Lesson 3:  Continue holding onto the chair and say   “This chair is the most requested one by the folks at your company”.   Pause and ask “What’s different in this lesson?”  What’s different is that Popularity positioning you shared in Lesson 2 has been turned around and is now positioned with something more valuable to the client.  That is that prospects “like them” ( i.e. those people that work in this company) love this chair.  No doubt the interest of the group is piqued about the darn chair.  Discuss.

 

 [Here is a good place to remind the group that we have yet to talk about the features and specs of the chair as a means to sell it,  and oh by the way…in all of these lessons today-we won’t!]

Lesson 4;   “Everyone in your department on the first floor has this chair”   Here it’s getting obvious that the closer you get to the truth about popularity of product by customer and prospect type, the better.  Study after study shows that most people need to and love to do what other people just like them do and make similar choices.  Yep, like the Amazon pop-ups and the Net-flix pop ups; you get it.

Lesson 5:  Switching gears, look longingly at the chair and say “This chair will make your back feel better” or “This chair will get that capital expenditure under control” or “This chair will give your employees that “Google” office feel they want”.   The point here is that you are showing just how much work needs to be done before you talk about the darn chair to prospects.  What problem it solves, what pain it eases, what yearning it fills.  Have fun with this part as nary a mention of price, height or color is in sight. 

Lesson 6:  Take the chair and roll it up next to one of the participants in the room and say “Your mother suggested I talk to you about this chair”.    Have a good laugh at those who say “I don’t like my Mom” but the point is this –  The best selling approach ever is a credible referral from someone the prospect trusts or even better; loves.   Sales people should work hard to secure referrals and references.   Frankly with those in hand, there is no real selling involved, it’s already done.

Don’t couch this one folks.  Unseat all those beliefs that selling is about price and options.  Lay it all on the table in a different way this time and use that chair!  I promise it will open a brand new door to how salespeople think about sales.

Till next time,

Grow The Business.

Mark

5 Oddly Wonderful Things to Say to Customers

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They are only “odd” because folks don’t say them too often.   And they are “wonderful” because well……just read on, and I’ll tell you.

  • “I just came out of a Training class on….”  We rarely say this yet many of us attend training regularly in the classroom or online.  We think it is a sign of weakness that we had or went to…um.. a training.    Our clients want to know that you are getting training because heck,  maybe you are getting smarter about them.   And even if you didn’t go to a recent training,  our clients want to know that you read that book on small business marketing trends or that other one on customer loyalty.   Smart sells.  Wicked Smart sells even better.  You have to share it.

 

  • “I Love You…”  Ah yes, warm and fuzzy for sure but I say, why not?  Why not say “I love you” but tie it to a good reason?  “John, this is such a pleasure.  I love to talk to 5 year plus customers because you know the marketplace and you know us….” Or “I love to talk with customers who take the time to give us feedback, I know how busy you are …”.   Love is a word customers don’t expect to hear, at least from a partner or supplier.  And unexpected love is a very cool thing.

 

  •  “Guess which one is the most popular these days?”  If you want to improve your chances of a client or prospect listening well or listening longer to your presentation (or even a conversation), you should embed survey-like questions early into the experience like “What % of retailers do you think would say “keeping returning business is more important than getting new business?”” or “Which do you think most retailers prefer, this or this?”  You make the call on the question but do two things; draw out the answer so you insert your value proposition,  and then if you don’t believe me that this works,  read the bestseller Made To Stick (Heath Bros) and take a look at the evidence supplied on page 89.  Folks will pay attention longer to see if they are right or just to know what the right answer is.  Find a way to conversationally add this to your client facing meetings and contacts and more sales will ensue.

 

  • “You can trust our business with your business…”  This is obviously a B2B thing but 10 years ago I pitched this phrase as something we could and should close phone calls with or have on business cards or ( and these were really new then): emails!  etc. etc.  I have never forgotten it and always wanted to make it part of our customer experience but we haven’t done it just yet.   Now I have proof that this would work –  Have a look at this Roger Dooley article at his Neuroscience Marketing blog  and learn about the real evidence supporting in “10 Words That Build Trust”!  Then, tell me why you wouldn’t want to say “And as always, you can trust our business with your business, have a great day!” 

 

  • “Here’s what I want you to do..”.    It’s a rare day that we sales and marketing folks send out samples or emails or catalogues or brochures or links and ask any customer/ prospect to do anything.   The most we often eek out is “Have a look and if you have any questions let me know” or “I’ll give you a call next week and you can let me know what you think.”  Ugh.   Be specific and give instruction.  “Have a look at page 3 and circle your two favorites” or “Watch the video and jot down two things that you want more information on as that will be my first question to you when we talk next week”.  People like to help people.  People like (most of the time) to have clear direction.  Psychologically, people will more likely keep that next meeting when there was something of detail they were supposed to do vs. just another scheduled contact.

 

There, oddly wonderful aren’t they?   Let’s make them a little less odd shall we? 

Till next time,

Grow The Business.

Mark

Some Rules Are Better Left Unread

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The bullet whistled right by my head, missing me by less than an inch.  

I had just one bullet left in my magazine, yet this piece I was holding could actually carry 12.    I decided I needed more.  I decided I needed to launch another barrage of gunfire to bring him down.  I reached slowly behind me to load  some bullets that had fallen out of my pocket, not knowing for sure if he could see me or not.  

I heard it coming, the second one.   Then I felt it explode into the back of my head.

Less than an hour after Church this last Sunday, I am dead.

It’s a headshot you see.  It’s how it works.  He wins.  Those are the rules. 

Well not really.  In fact, the rules written are quite the opposite of what we actually do when we break out the powerful Nerf gun blasters and conduct Living Room Warfare.

What, you say?  Doesn’t the box clearly state… don’t aim at other people’s faces with Nerf gun dart blasters?  Please.     No self respecting father with a 13 year old son would follow a rule like that.   What’s the fun in that?

Aside from the only rule I insist on which is that we both wear eye protection (only to avoid an afternoon in the ER), we believe Nerf guns were made for headshots.  We believe that Nerf guns were made for face shots and especially ear shots (which hurt nasty).  So skip the flimsy targets that come in the box and the goofy Velcro vests; you are going down with (hopefully) a foam bullet shot right to the middle of your forehead.

Here’s the real point.  And it’s a good one because I fancy myself most of the time to be a rule follower (in fact, my family frequently quotes me sarcastically “ ..Without rules, there’s chaos…”.) 

Sometimes, rules are better left unread.  

Sometimes rules not followed make it more fun, or more memorable or more special or more helpful or just…more better.  So be it lack of following all the rules for Living Room Warfare or for the Rules of Work, it does not matter;

Here are 3 other rules that are often better left unread.

Get to work on time.  Sure, it’s part of a manual, HR handout or your own sense of when to start your day, but you are in sales.  Unless you are staffing a phone with incoming calls you need to think that this is a rule to be abandoned.  You can’t get a hold of owners, CEO’s or entrepreneurs at “normal hours”.  Gotta mix it up and call later or earlier or even on Saturday.  And by the way, you will differentiate yourself from the competition in a very good way if you do it right.

Social Network on Your Own Time.  If one thinks a professional LinkedIn page, Twitter account or Facebook page is something not considered work relevant; one would be mistaken.  It is called Reputation Management and if you are a Sales person you need to have a Glowing Web Reputation to manage.  Take the time to build and be credible in the social internet spheres.  Your customers and prospects will be searching and be looking for you, who you hang out with and what you say.  “Professional” is the key here folks and in your sales space where trust is low, reputation must be high.

Employees Are Required To Take Vacation;   No you aren’t.   There’s nothing that says you can’t stop showing up at work 2 weeks a year yet be waist deep in learning new or better skills to do your job.   Wouldn’t be a waste to read 7 Jeffrey Gitomer books or every Seth Godin Book or a Jill Konrath Book or an Art Szobcek book; all of which would help you not in just work ……but in life.   If you ain’t learning, you are dying. 

Till next time,

Grow The Business.

Mark

When Success Stinks

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Success is usually good, but sometimes it stinks.

My first huge commission sale came in late 80’s.   I got it when I inadvertently answered the company’s phone line past closing time at 5:15pm on a Friday.   Two weeks into my first real sales job and it was the Big City on the other end of the line looking for a spring water vendor to supply bottled water coolers and water for the school system whose water supply was just declared undrinkable.

I got that sale.  I was even on local TV news that weekend and was shown delivering and setting up water coolers in the schools.  I was a sales rock star at my company.  Already.

I thought I got the sale because of my insanely good sales skills on that phone call, my confidence and my gargantuan intelligence.  And I also thought that being a salesperson was a pretty easy gig.

And then the sales stopped coming in.

Truth was, we got the school sale because we were the only bottled water company that answered the phone after 5pm that Friday and the city needed the schools to have water for the students by the time classes started again on Monday.

But I didn’t know that then.  I couldn’t see that.   It took me about a year to realize I had nothing to do with that sale and that sales success takes a lot more work and learning than I wanted to accept at that time. 

Success is usually good but sometimes it stinks.  

Every once in a while think deep about that large sale you just landed, or that marketing initiative showing good results or that training you just delivered that got rave reviews. 

If you know deep down you got the sale out of luck:  don’t learn from that success.    If you know deep down that your marketing initiative launched at the same time a new sales rep incentive plan did, don’t bank on that success as a learning tool.   If that training class everyone is giddy about you suspect won’t bear out a month later in results on the floor, check into those results and don’t bask in what is really just the “promise” of success.

Given that, if the phone rings at 5:15pm on a Friday, make sure you pick it up and consider those moments as gifts that you deserve and not moments to learn from. 

Till next time,

Grow The Business.

Mark

Voting Continues Today

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You voted yesterday.   Cool beans. 

You are also voting today.   And you are voting tomorrow and the next day and the day after that.

You’ll still see lots of campaign signage laying around whether it’s an inspirational poster you walk by everyday or that performance chart ranking your sales or division vs. everyone else.    And you’ll either walk on by oblivious to the message or you’ll stop, take it in and wonder what it means to you.   Either way you are voting.

You’ll attend yet another campaign rally at 8:30am and you’ll listen to a stump speech by that person in power just like you do every day.  And you’ll either cross your arms and stare at the floor or you’ll open up and offer a helpful comment or two.  Either way you are voting.

You’ll still get campaign phone calls coming in at those inopportune times with folks on the other end who just want you to listen to them as they plead their case.   And you’ll either half listen just enough to get by or you’ll listen real well and make their day promising to do their bidding.  Either way you are voting.

You get to make important choices way more than every 4 years or every other year.  You get to make them every darn day.

You can choose to look at it like that or not.  Either way you are voting.

Till next time,

Grow The Business.

Mark

Lessons From A Grave Digger

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With Halloween being nearby and all the “fake headstones” popping up on people’s front lawns, I got to thinking about my first real job as a grave digger.

I learned some very important lessons that have stuck with me. There’s a lot here so be patient please.  I think they’re lessons helpful for all of us.   

Sometimes in a training session you get caught in an “Icebreaker Exercise” and are asked to share “Your first real job”.  When I was 16 and 17 years old, from the beginning of May till that September’s Labor Day, I worked at the town’s cemetery.  

When I mention it I get questions like “What was that like?”  (It was the most beautiful work place ever) “Did you really dig graves?” (No, I didn’t actually dig the graves (the backhoe did) but I did jump in, fill them and then tamp the dirt down by hand)),  or “Did you see anything bad? (Well let’s just say that after the family leaves, the “lowering” part doesn’t always go so smoothly)”.  I then quip something like “I learned a lot”. 

And I did.  And as I look back, the lessons are deep and very valuable to me.  These lessons deserve a renewed attention.  

I met a great friend in Brian  who at the end of the second summer, went on to travel the world playing horns for the musical “Showboat” on a Cruise ship.   From him I learned that if you have a dream, you have to take some risks.  This kid auditioned and got rejected way more than he was selected.  I want to work a little harder and take some risks as this year is almost over and not sure that I’ve stretched far enough.

I met a fellow worker named Jack whose dream it was that it would rain really hard so he could sit in the garage and do nothing, absolutely nothing.  He was the most miserable man I’ve ever met.  He hated his job, his life and everyone around him.  I hated him right back.  From him I learned what you become when you hate what you do and feel like a victim.  I want to remember that more when I think I’m having a tough day because unlike Jack, I refuse to be a miserable waste of space.

I met Bill, my first real boss I guess,  and I learned from him that a boss’s job is not to help you out or to “own” the business ( or the cemetery),  but rather to tell you what to do, go back the private office and have a drink.   I’m thankful my second real boss (at a department store one year later) Mr. Newman, untaught me that lesson right quick.   I want to remember more that the word “support” ought to be in my and every leader’s title literally and figuratively.

I met Mr. Sony Walkman (yes it was a cassette player walkman in those days) and learned early that listening to music all the time while working was a waste of precious time.   I put my first cassette tape in of somebody saying something smart instead of singing way back then while mowing grass in “A” block.   I want to spend more time “listening” to smart people and starting tonight will listen to that stuff while on the treadmill instead of Led Zeppelin.

I met Mr. Job Satisfaction.  This one is a tough one.   It’s a lesson harder for me to apply as often now as it was then.  There was a great feeling then of a job well done when you finished your day and saw that grass you mowed was now perfect and those headstones were neatly trimmed.  It was an awesome feeling.    In what I do today (and for some of you too); those immediate results and rush of knowing you did your job well or helped someone isn’t always as easy to see.    I bet a lot of folks on my staff struggle sometimes here too, so I want to work harder at finding and articulating the results of the work we do.

Lastly, the greatest lesson I learned stemmed from having the privilege to meet police officers, soldiers, nurses, leaders, business owners, mothers, sisters, brothers and fathers; heroes all.   Some had been at the cemetery for years and some came to stay for good those two summers I worked there.  I knew even then as a “know it all” teenager that I owed them good work, my attention and for the veterans, a crisp clean flag on Memorial Day.  The deepest lesson didn’t sink in until having watched nearly every day while on my lunch break sitting at the edge of the trees, a typically older person drive up with flowers, water and garden tools.  He or she would spend the next two hours standing or sitting, talking aloud and landscaping the grave site of what had to heartbreakingly be a husband, a wife or on occasion, a child.         

I learned then that those were the people I was working for.   Those were the people my work helped and made a real difference to.   You can whine about co workers, job conditions, bosses, your walkman, job satisfaction or anything else you want but if your job is to help someone else, that’s pretty much the most important part of what you do.    Those visitors every day showed me that, and for the rest of those summers, I worked for them. 

Those customers or employees you help everyday.  Those are the people I suspect you and I really work for.  Those are the people you and I help. 

I want to work a little harder remembering that and that’ll be good; it’s probably the best grave digger lesson of all.  

Till next time,

Grow The Business.

Mark

You Need A Fan Club

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You do.   I kid you not. 

You need a real fan club with people who sing your praises, who will talk about you behind your back and in front of your face.   You need a fan club of people who will write gloriously about you, who will make audio recordings of how much they love you and even on occasion, a video exclaiming how much you mean to them.

Yep.  You gotta have a fan club.  You my friend, need “Groupies”. 

Here’s why.

If you sell stuff like custom printing, financial tools, marketing products or most anything else where your opinion matters, then you need fans.  Why?  Because credibility matters more than ever.  

In this over whelmed, data spewing, low trust environment clients and prospects live in today, your influence, opinion, intelligence and skill will have more to say about a customer buying products in this space than ever before. You need your personal fan club at your fingertips to help you sell yourself. 

You need credibility because when you sell this stuff, you are more important.  Credibility keeps the sale alive and moving.  What you do, what you say, what you know and how you sell is a bigger influencer to the client’s buying decision process here than when you are selling for example,  ink cartridges or packing tape.  

  • Imagine a DVD you leave with a prospect that is just testimonials about you and your work
  • Imagine the link to YouTube you send that has one of your happy customers praising you and your skills.
  • Imagine a customer testimonial reference list complete with phone numbers printed on the back of your business card.

 

 Imagine. 

Get started today building your fan club.    Ask for and collect testimonials.  Collect great examples of the work you have done and package them up.  Get started and build the tools online and offline to advertise you to prospective fans. 

Do it well and you’ll get more customers.   Heck,  if you’re not careful you might get a van full of Groupies following you around where ever you go!

Till next time,

Grow The Business.

Mark

Dear Business Owner

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Dear business owner,

It’s sketchy out there.

But you know that.  It’s been like this for a couple of years.  In my job, I get asked for advice about the marketplace and about business and about turning things around.    

Hope it’s OK I’m going to share my advice with all of you now.  The advice is real good I promise.

  • When you own a business today, taking a lot of risks probably feels crazier than ever.  Except that it’s not.  Risk taking right now is what you have to do if you want your business to survive and thrive.  It is riskier right now not to do anything or to just do what you always did.

 

  • When you own a business today, you have to step out.  Be noticed.  Look for new ways, not old ways, to sell your products and to get and keep customers.  The rules have already changed.  The basics you might think you should fall back on: the “tried and true” so to speak, are pretty much the “tried and failed”.  They don’t work anymore.

 

  • When you own a business today, you have to be indispensable to those who pay you. You have to add value and be a difference maker.  There is no “under the radar” anymore or just trying to keep on keeping on.  You must get on the radar.  

 

  • When you own a business today, even the “givens” don’t seem to be as reliable anymore. Sales are off.    Everyone is judging you no matter how long you’ve been at this game in this tough economy.    Seems like the “business” has to be earned all over again and again.  Everyone is watching you and all your touch points need to have a “wow” factor. 

 

  • When you own a business today, it’s clearer that innovation and creativity is going to rule the day.  Getting out there and doing that and actually investing in yourself, changing and updating your image and your brand, that’s going to take some serious work.  You better start now.

 

Of course, even if you don’t own a literal business; you actually do.

That business is you.

You are president and CEO of You Corp and quite frankly, the advice above is as much for you and me the individual, as it is for any traditional business right now.

Have at it. 
Till next time,

 

Grow The Business.

Mark

The Beginning Sticks

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The four brothers will be together again next week.  It’s been a while.

One’s flying in from New Zealand, another GreyHounding it from Manhattan and the third, well he’s local just like me.   And though we are all in our 40’s now, we’ll act like a bunch of 9 year olds (as we always do) when we get together at Mom’s house.

Because in the beginning, that’s what we did.  And the beginning really sticks.  Being all roughly two years apart, it was those middle school years, it was then that we truly bonded and for lack of a better word; brothered .

So sure our kids will be in tow and our wives and significant others will share in the fun next week but without doubt the youngest, most hyperactive and colossally immature crew will be the four of us.

We’ll settle into a hilariously silly game that will drive my 77 year old mother crazy (as she doth protest too much yelling “Knock it off!” whilst stifling chuckles).  Foam coasters will Frisbee around the living room chair to chair as we see how long we can play catch without dropping a coaster or worse, getting caught by Mom in the act of throwing them. 

And yes, we’ll try to hold the laughter in like giggling 4th graders every time it flies just out of her sight (or better yet, just behind her head as she walks back and forth from the kitchen).  Couch pillows will tumble, table lamps will teeter and spouses will hang their heads in embarrassment as we four being much older now, risk grave injury diving off that recliner to make the incredible catch to keep the game alive.

Because that’s how we were in the beginning, and getting together so many years later, it’s no use, we are going back- the beginning sticks.

**

You won’t think I’ll go from flying coasters to flying planes but I will.

Sullenberger landed that plane in the Hudson and he called upon all that training, all the experience and all stuff from the very beginning, from his “earliest days” he said, to land that plane the best he could.   He even called it “primacy”, those times in the beginning.  He did later what he knew from earlier, much earlier, because the beginning sticks.

Those flight attendants didn’t call out the emergency announcements they were most recently were trained on at US Air but rather,  they shouted out the ones they learned years and years ago when they first started out with another airline.  They did later what they knew from earlier, much earlier, because the beginning sticks. 

**

You won’t think I’ll go from coasters to cockpits to some counsel but I will. 

The beginning sticks.  It sticks no matter if it’s about something as ordinary as how 4 brothers bonded with their Mother in a living room, or if it’s about the extraordinary first days of training of a pilot and crew.   The beginning sticks and therefore it matters. 

The beginning sticks is a reminder of how important those first instructions are to help a child hold a bat or how to start that diary or how to deal with the loss of a pet.   The beginning sticks translates to business too and is a reminder of how important your new hire classes are, your on boarding programs are, your mentoring is or those first few initial team meetings or even those early team outings are.

It’s just a plain ol’ reminder about how sticky the beginning is of just about anything important.  

Don’t look past the beginning.  Prepare for it.  Do it right or do it fun.  Or do it both right and fun.  Because how ever you do it, it’ll stick.

Till next time,

Grow The Business.

Mark

Yes To 5 Minute Eggs

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my egg timer style

Yes, I have an egg timer.  

I read that book.  And it works.  Turn an egg timer on for 5 minutes and just go do it.   Tackle that pile of paper, clean that corner of the basement, start to read that trade magazine.

I carry that egg timer with me these days.  5 minutes is a long time.  Longer than you think and you get a whole lot accomplished. 

Go find the egg timer and use it.   Here are five 5 minute preps for your work week that’ll deliver results sunny side up. 

5 Minutes in the Car:  You got a commute longer than 5 minutes don’t you?  Well start that egg timer as soon as you hear a commercial block starting on that radio and listen; really listen.   You’ll hear all sorts of sales and marketing angles from credibility language to teasers to senses of urgency.  These commercial writers are pros.  They know how to get attention of a listener in no time; learn from them.

5 Minutes at the Coffee Shop.  Start your egg timer and walk in.  Walk up to a contractor, retailer, manufacturer or whomever you help, smile and say “I talk to folks like you all day, what’s the biggest challenge these days? And what’s going well? “Remember what they say and use it that day on the phone, in the field, on Twitter, on Facebook..  “ I was just talking to a customer this AM and he said….”  Yes, that credibility alone will get you some interest and sales.

5 Minutes with Your Catalogue.  Open to a random page and pick two products.  Raise your right hand and say “I will sell these today”.   Then take the remaining 4 minutes and 34 seconds and study.  Study the problems these products solve, the way they help make things better, the specs and the interest raising questions that go with them.  You’ll spot more opportunities because of it and yes, you’ll sell them, I assure you.

5 Minutes with Jeffrey Gitomer.  Grab any of his books, Little Red Book of Selling, The Sales Bible, The Little Teal Book of Trust or a half a dozen others.    They are everywhere around your building or your cube or just go to his site.  Start reading anywhere in his books for 5 minutes.  It’s some of the best prep for your day you can do no matter what job you have.

5 Minutes to Answer These Questions.  Grab a pen and write.    Who do I do this for? What do I love about what I do?  How will I truly help people today?    Look at your three answers and call the first right now and tell them you love them again.  Repeat the second to yourself three times.  And every time you accomplish the third; stand, smile and take a bow.  Your colleagues won’t know what the heck is going on but believe it or not there is nothing better you could be doing for you, your customers or your company.

Based on the average words people read per minute, you’ve got about 3 minutes left if you want to start that egg timer right now.  Crank her up.

Till next time,

Grow The Business.

Mark