1133: The Difference Between Helping the Business and Helping the People w/ Derrek Schartz

WEBVTT 1 00:00:00.120 --> 00:00:04.559 A relationship with the right referral partner could be a game changer for any BEDB 2 00:00:04.679 --> 00:00:09.310 company. So what if you could reverse engineer these relationships at a moment's notice, 3 00:00:09.349 --> 00:00:14.710 start a podcast, invite potential referral partners to be guests on your show 4 00:00:15.390 --> 00:00:21.230 and grow your referral network faster than ever. Learn more. At sweetish Mediacom 5 00:00:26.420 --> 00:00:30.699 you're listening to be tob growth, a daily podcast for B TOB leaders. 6 00:00:31.339 --> 00:00:35.299 We've interviewed names you've probably heard before, like Gary Vander truck and Simon Senek, 7 00:00:35.659 --> 00:00:39.810 but you've probably never heard from the majority of our guests. That's because 8 00:00:39.850 --> 00:00:44.450 the bulk of our interviews aren't with professional speakers and authors. Most of our 9 00:00:44.490 --> 00:00:49.009 guests are in the trenches leading sales and marketing teams. They're implementing strategy, 10 00:00:49.090 --> 00:00:54.039 they're experimenting with tactics, they're building the fastest growing BEDB companies in the world. 11 00:00:54.719 --> 00:00:57.399 My name is James Carberry. I'm the founder of sweet fish media, 12 00:00:57.679 --> 00:01:00.399 a podcast agency for BB brands, and I'm also one of the CO hosts 13 00:01:00.479 --> 00:01:04.390 of this show. When we're not interviewing sales and marketing leaders, you'll hear 14 00:01:04.510 --> 00:01:08.189 stories from behind the scenes of our own business. Will share the ups and 15 00:01:08.310 --> 00:01:12.390 downs of our journey as we attempt to take over the world. Just kidding. 16 00:01:12.989 --> 00:01:23.500 Well, maybe let's get into the show. Welcome back to BEDB growth. 17 00:01:23.019 --> 00:01:26.780 I'm your host for today's episode, Travis King, at sweet fish media. 18 00:01:27.579 --> 00:01:32.890 I'm joined to day by Derek's charts, who's the senior vice president of 19 00:01:32.969 --> 00:01:36.329 sales and marketing at legends. In your living Derek, what is going on, 20 00:01:36.530 --> 00:01:38.090 my friend? How are you? I'm doing fine. How are you 21 00:01:38.209 --> 00:01:42.650 today? I'm doing awesome, man, just just happy to be alive for 22 00:01:42.689 --> 00:01:47.439 another day and having the opportunity to share this microphone with you. I appreciate 23 00:01:47.480 --> 00:01:49.680 you having me on. Thanks for allowing me to be here. Of course, 24 00:01:49.840 --> 00:01:56.480 my pleasure. So today you're going to be sharing the difference between helping 25 00:01:56.760 --> 00:02:00.750 the business and helping the people from a marketing perspective. But before we get 26 00:02:00.750 --> 00:02:04.790 into that, I'd love for you to share with the listeners a little bit 27 00:02:04.829 --> 00:02:07.750 about yourself and what you and the team at legends and you're living or up 28 00:02:07.790 --> 00:02:10.229 to these days. Sure, absolutely, I'll tell you a little bit about 29 00:02:10.229 --> 00:02:15.099 me first. I spend about twenty five years and high tech cells and marketing, 30 00:02:15.180 --> 00:02:23.300 hardwor and software for primarily the telecommunication space. I was lucky and fortunate 31 00:02:23.300 --> 00:02:27.979 enough to live through the Telecom d regulation act, as well as the Y 32 00:02:28.259 --> 00:02:31.370 K, as well as the Internet boom. So I lived through three pretty 33 00:02:31.449 --> 00:02:38.409 significant events that really helped us drive cells and and sell a lot of products. 34 00:02:38.449 --> 00:02:43.210 So that was a fun experience. And then about three four years ago, 35 00:02:43.330 --> 00:02:46.280 I was you know, I started looking for in my personal career. 36 00:02:46.759 --> 00:02:50.479 You know, how do I have a little bit more significance? We'd had 37 00:02:50.479 --> 00:02:53.800 a lot of success, had done a lot of really good and wonderful things 38 00:02:53.879 --> 00:02:59.189 in the the telecom space for during those three opportunistic times in the marketplace, 39 00:02:59.310 --> 00:03:02.389 and so I decided to look around and had a friend who was a CFO 40 00:03:02.550 --> 00:03:06.389 and this in the industry, the senior living industry, and I thought, 41 00:03:06.430 --> 00:03:09.949 you know, what a wonderful opportunity to have more of an impact, more 42 00:03:09.949 --> 00:03:15.099 significance, if you will, from what I do every day, instead just 43 00:03:15.259 --> 00:03:17.460 trying to you know, Max my cells and make more money and all that. 44 00:03:17.580 --> 00:03:21.460 So that's how I ended up and this space, it's been trying to 45 00:03:21.699 --> 00:03:25.580 quite a transition for me. I've been here for about three years and the 46 00:03:25.659 --> 00:03:30.210 things that we're doing here are pretty similar to be to be cells and marketing. 47 00:03:30.330 --> 00:03:35.330 It's a complex cells environment where you have multiple decision makers, you have 48 00:03:35.610 --> 00:03:40.250 long cell cycle. The cost of our product or solution is pretty significant for 49 00:03:40.330 --> 00:03:45.560 the people that buy it. Were a private pay provider, so we take 50 00:03:45.719 --> 00:03:49.879 insurance, but we don't take like Medicaid, medicare anything like that. So 51 00:03:50.000 --> 00:03:54.000 it's a significant decision for for people. So the cells environments very similar. 52 00:03:54.000 --> 00:04:00.310 Complex Cell and what we're doing here, our cells approach is very specific. 53 00:04:00.469 --> 00:04:03.590 We want to be a guide, a resource. We want to be helped 54 00:04:03.669 --> 00:04:06.870 to the families that are making the decision for their love and whether it be 55 00:04:08.030 --> 00:04:11.620 mom, Dad, grandma, Grandpa, who have whoever that is. We 56 00:04:11.699 --> 00:04:15.099 actually tell them. Listen, we're a resource for you. We hope you 57 00:04:15.259 --> 00:04:16.939 move to one of our communities, but if you don't, that's fine. 58 00:04:16.939 --> 00:04:20.579 I want to help you find the right place for your mom or Dad. 59 00:04:21.100 --> 00:04:25.889 And that approaches worked well for us. It's a lot different than my experience 60 00:04:25.970 --> 00:04:28.649 from the past. You know, twenty five years or so own telecom, 61 00:04:29.050 --> 00:04:31.930 but it's been fun. I'm enjoying it and and it's working well. Above 62 00:04:32.050 --> 00:04:35.569 that, thanks so much for sharing, Derek. I mean that actually dies 63 00:04:36.129 --> 00:04:41.519 pretty head on to where we were headed with this episode, and I guess 64 00:04:41.560 --> 00:04:45.839 could you share with us and the listeners a little bit about the difference between 65 00:04:46.199 --> 00:04:50.160 helping the business versus helping the people and like some of the ways that you've 66 00:04:50.199 --> 00:04:54.509 gone about doing that at legends in your living yeah, so one of the 67 00:04:54.709 --> 00:04:59.949 biggest differences in at least my experience, has been between helping the business and 68 00:05:00.069 --> 00:05:04.269 helping the people. In this space it's a very emotional decision. You're talking 69 00:05:04.269 --> 00:05:08.939 about someone who's maybe lived in a home for thirty, forty years and it's 70 00:05:09.259 --> 00:05:12.860 they just can't live there anymore. You know it's not safe form. Maybe 71 00:05:12.899 --> 00:05:16.259 they've been diagnosed with a case of dementia and maybe if you get to turn 72 00:05:16.300 --> 00:05:19.939 off the stove or they might wander at night or something like that. So 73 00:05:20.019 --> 00:05:23.970 it's not safe for them to live at home anymore and they really have to 74 00:05:24.089 --> 00:05:27.769 move. And if you can imagine leaving a home that you've lived in for 75 00:05:28.050 --> 00:05:30.329 twenty, thirty, forty years, there's a lot of memories there and it's 76 00:05:30.329 --> 00:05:35.680 a very emotional decision the people have to make, whereas in the business environment, 77 00:05:35.720 --> 00:05:41.800 even though it's still a complex cell, it's much less emotional and it's 78 00:05:41.879 --> 00:05:46.720 more of a objective decision where maybe you're crunching numbers. What's the return on 79 00:05:46.839 --> 00:05:49.709 investment and, you know, what can we get out of this investment, 80 00:05:49.750 --> 00:05:54.470 which is a lot different than getting someone to move out of their home into 81 00:05:54.550 --> 00:05:58.990 a senior community after it they've been there for for a while. So that's 82 00:05:59.069 --> 00:06:03.189 the primary difference. It's really surprising how similar they are because I've talked about 83 00:06:03.189 --> 00:06:09.819 this complex cell designation and there's, you know, multiple decision makers, longer 84 00:06:09.860 --> 00:06:14.300 cell cycles, multiple cells calls all that. The main ingredient is that an 85 00:06:14.379 --> 00:06:18.250 emotional element where you got to help people untangle from the position where they're currently 86 00:06:18.290 --> 00:06:21.610 at to get to the point where they understand it the best thing for me 87 00:06:21.769 --> 00:06:27.370 and my family is to move to senior community. So biggest difference is the 88 00:06:27.410 --> 00:06:31.370 emotional element. I think got it. So definitely, definitely can understand that 89 00:06:31.529 --> 00:06:35.759 from a from an emotion standpoint. There's there's no doubt in my mind that 90 00:06:35.920 --> 00:06:42.279 having a emotional decision that is made with a family with thirty to forty years 91 00:06:43.079 --> 00:06:47.829 outweighs a you know, much less emotional decision in the BB world. And 92 00:06:47.990 --> 00:06:51.589 I guess could you also tell us a little bit about a recent story or 93 00:06:51.670 --> 00:06:59.990 an example that you've experienced where taking that emotional driven approach and serving as a 94 00:07:00.029 --> 00:07:04.579 guide versus a, you know, less emotional decision that happens maybe sometimes and 95 00:07:04.660 --> 00:07:10.379 businesses. Could you share a recent story that you either experience yourself or that 96 00:07:10.579 --> 00:07:15.500 listeners are find valuable with implementing how this brought you success? Yeah, so 97 00:07:15.620 --> 00:07:19.850 one of the things that we do a lot in our marketing cells and cells 98 00:07:19.930 --> 00:07:25.970 process in the senior living spaces we utilize the concept of self persuasion. It's 99 00:07:26.009 --> 00:07:28.490 a whole idea that if I say it, you can doubt it, but 100 00:07:28.569 --> 00:07:31.360 if you say you believe it. And One story that comes to to mind 101 00:07:31.839 --> 00:07:39.160 recently is we had a woman, a senior adult woman, who fell and 102 00:07:39.319 --> 00:07:45.790 had to go to the hospital and her adult child had to come to the 103 00:07:45.949 --> 00:07:48.470 city that one of our communities is in. Have to be kind of careful 104 00:07:48.509 --> 00:07:54.029 because of hip a standards of government regulations. I'll just speak in general terms. 105 00:07:54.430 --> 00:07:57.470 So she had to come to the city that our community was at and 106 00:07:58.069 --> 00:08:01.500 she came and visitors. She said, I love your community and my mom 107 00:08:01.579 --> 00:08:05.339 would be great living here. So mom gets out of the hospital, she 108 00:08:05.420 --> 00:08:09.579 gets out of Rehab and then they get mom back home and the daughter calls 109 00:08:09.620 --> 00:08:13.370 us and says, you know, I'm not moving mom. Well, why? 110 00:08:13.610 --> 00:08:16.089 You know, we asked them. Understand. We want what's best for 111 00:08:16.129 --> 00:08:16.529 your mom. What do you what are you going to do? What? 112 00:08:16.649 --> 00:08:20.569 She's going to stay at home and you know she's fine. She's doing well. 113 00:08:20.250 --> 00:08:22.490 And then we asked her a couple questions. You know what? Has 114 00:08:22.529 --> 00:08:26.160 Mom fallen a lot recently, which is not uncommon for seniors to not be 115 00:08:26.240 --> 00:08:28.680 able to keep their balance and they fall in. Lots of bad things going 116 00:08:28.720 --> 00:08:31.759 to happen. She goes well, yeah, this is you know, she's 117 00:08:31.759 --> 00:08:33.960 fallen before, but she's okay. And so we add the question we asked 118 00:08:35.039 --> 00:08:39.759 is, what will happen if your mom falls again and you or the neighbor 119 00:08:39.799 --> 00:08:41.669 aren't there to help her? Because the the daughter, I said again, 120 00:08:41.750 --> 00:08:46.470 lived out of town in the neighbor found her and she just broke down in 121 00:08:46.590 --> 00:08:48.710 tears. You know, she said, you know, you're right. If 122 00:08:48.750 --> 00:08:50.990 I'm not here, or the neighbors, no, I hear, who knows 123 00:08:52.029 --> 00:08:56.379 what's going to happen to mom and it's not smart for to be here at 124 00:08:56.419 --> 00:09:00.340 home by herself. And we're going to move her in. So you know, 125 00:09:00.460 --> 00:09:03.940 that was the emotional element, getting them to see that that problem is 126 00:09:03.100 --> 00:09:07.340 bigger than they realized that it is. And going back to some experiences that 127 00:09:07.460 --> 00:09:13.049 I had and selling to be to be business to business, then emotional elements 128 00:09:13.210 --> 00:09:16.370 missing. Now there's emotion in buying. People like to buy from people they 129 00:09:16.690 --> 00:09:20.210 they like, can they get along with, and there's the fear of losing 130 00:09:20.210 --> 00:09:24.090 your job if you don't make a good decision, and you know all that 131 00:09:24.210 --> 00:09:28.639 stuff, but none nearly like I just described. So my approach historically been 132 00:09:28.840 --> 00:09:35.159 return on investment, total cost of ownership, lots of things. It sells 133 00:09:35.200 --> 00:09:39.710 people will focus on. They will help differentiate them from their competitors and the 134 00:09:41.549 --> 00:09:43.990 decision is more rational to be to be World War, and in this world 135 00:09:45.029 --> 00:09:48.549 it's it's a lot more emotional. So to two different examples. I hope 136 00:09:48.590 --> 00:09:52.070 that answered your question, Travis. Oh No, one hundred percent, I 137 00:09:52.470 --> 00:09:56.299 think, and find that super interesting because that just brought, I feel like 138 00:09:56.340 --> 00:10:01.019 a lot of the listeners into a place that they could actually feel and understand, 139 00:10:01.580 --> 00:10:05.539 because for some people that listen they might have parents who went through something 140 00:10:05.580 --> 00:10:09.889 similar and had to do this with their family. So I know I think 141 00:10:09.889 --> 00:10:15.409 these were perfect examples to really hone in on that emotional element that people that 142 00:10:15.570 --> 00:10:20.730 you implemented in your day to day and that happens in your world and whereas 143 00:10:20.769 --> 00:10:22.960 at the end of the day, you can also remember that, well, 144 00:10:24.000 --> 00:10:26.919 in the business world, a lot of this decision making is rational, but 145 00:10:28.000 --> 00:10:31.600 at the same time, like if you tie into that emotion, you can 146 00:10:31.679 --> 00:10:37.110 see the power and the impact that can drive when getting someone to move exactly, 147 00:10:37.190 --> 00:10:41.110 and I do think that that's one area that you know, people that 148 00:10:41.230 --> 00:10:45.870 are so own business to business maybe conclude it didn't really tap into as as 149 00:10:45.950 --> 00:10:48.389 well as you can sometimes, you know, where we think the people make 150 00:10:48.509 --> 00:10:54.139 decisions a lot just based upon objective, rational decisions. But you know, 151 00:10:54.220 --> 00:10:58.379 there's the old saying people buy for fear of loss or hope of gain, 152 00:10:58.539 --> 00:11:01.340 and fear and hope are both emotions that you can have in a business to 153 00:11:01.419 --> 00:11:05.730 business environment where you're maybe your fear in the competition or you're hoping to gain 154 00:11:05.769 --> 00:11:11.289 a strategic advantage against him. Those are both two very strong emotions that can 155 00:11:11.330 --> 00:11:16.129 be utilized across both be to be and B Toc. So fear of loss 156 00:11:16.129 --> 00:11:18.440 or hope again, I'm sure love of your listeners have heard that that old 157 00:11:18.519 --> 00:11:24.600 cell sing before. Hey, everybody logan the sweet this year. You probably 158 00:11:24.639 --> 00:11:28.440 already know that we think you should start a podcast if you haven't already. 159 00:11:28.720 --> 00:11:33.470 But what if you have and you're asking these kinds of questions? How much 160 00:11:33.509 --> 00:11:37.629 has our podcast impacted revenue this year? How is our sales team actually leveraging 161 00:11:37.750 --> 00:11:43.350 the PODCAST content? If you can't answer these questions, you're actually not alone. 162 00:11:43.870 --> 00:11:48.139 This is why I cast it created the very first content marketing platform made 163 00:11:48.179 --> 00:11:52.659 specifically for be tob podcasting. Now you can more easily search and share your 164 00:11:52.700 --> 00:11:58.460 audio, your content, while getting greater visibility into the impact of your podcast. 165 00:11:58.899 --> 00:12:03.169 The marketing teams at Drift Terminus and here at sweetfish have started using casted 166 00:12:03.250 --> 00:12:07.090 to get more value out of our podcasts, and you probably can to. 167 00:12:07.730 --> 00:12:13.970 You can check out the product in action and casted dot US growth. That's 168 00:12:13.169 --> 00:12:20.360 CEA ST ED DOT US growth. All right, let's get back to the 169 00:12:20.399 --> 00:12:26.240 show. Yeah, I'm imagine. I imagine that they have. The differences 170 00:12:26.799 --> 00:12:31.309 is I don't think they've heard it after they've heard an emotional story like you 171 00:12:31.470 --> 00:12:33.669 just shared with us. So I think it's going to have a different impact 172 00:12:33.750 --> 00:12:37.190 on the here at this time then, previously good and as we're wrapping up, 173 00:12:37.230 --> 00:12:41.990 I wanted to ask you as well, what can marketers do right now 174 00:12:41.470 --> 00:12:50.379 to implement a more emotional or more thoughtful approach to how they're helping their their 175 00:12:50.460 --> 00:12:54.860 people versus helping the businesses that they work in? Well, I think one 176 00:12:54.899 --> 00:12:58.769 of the things that I've learned being in this new space is that they've done 177 00:12:58.769 --> 00:13:03.529 a lot of research recently on why people buy, and it's not always based 178 00:13:03.570 --> 00:13:05.769 upon what you sell, but how you sell, and some of the research 179 00:13:05.889 --> 00:13:11.769 that I've read said that over half of the decision is based upon that selling 180 00:13:11.929 --> 00:13:16.399 experience, and that's selling experiences based upon maybe I've helped you see a problem 181 00:13:16.440 --> 00:13:20.519 you didn't know you had or help you think about a solution that you didn't 182 00:13:20.519 --> 00:13:24.440 know was out there or maybe you didn't even know existed. So you know, 183 00:13:24.600 --> 00:13:31.750 I think if you serve as that guide, that consultant, that trusted 184 00:13:31.830 --> 00:13:33.710 advisor, and again, you know some words that have been out there for 185 00:13:33.750 --> 00:13:37.509 a while, but they're easier said than done. So if you utilize those 186 00:13:37.669 --> 00:13:41.779 concepts and be to be or even to be the sea world, obviously I 187 00:13:41.899 --> 00:13:46.379 think that may separate you from other sells people out there, quite frankly, 188 00:13:46.419 --> 00:13:50.340 a lot of sells people. They do a lot of feature dumps, they 189 00:13:50.460 --> 00:13:54.299 show up and throw up or you hear a wall of words from the sells 190 00:13:54.340 --> 00:13:58.049 people. But if you can really position yourself as someone who can bring value 191 00:13:58.490 --> 00:14:03.049 to the conversation, it's a great point of differentiation than the point. Frankly, 192 00:14:03.090 --> 00:14:05.570 a lot of sells people just don't have the discipline, the skill set 193 00:14:05.889 --> 00:14:11.279 or even knowledge to do that and I think my experience has been that if 194 00:14:11.320 --> 00:14:13.320 you can do that, you separate yourself from most of the self. People 195 00:14:13.440 --> 00:14:18.039 out there love that, love that and I feel like that's such a great 196 00:14:18.440 --> 00:14:24.549 segue into closing out the show, into sharing something new. So bb growth 197 00:14:24.629 --> 00:14:30.029 has always been about highlighting tactics and strategies be to be leaders can apply to 198 00:14:30.070 --> 00:14:33.309 their own teams to achieve explosive growth. And Derek, I'd love to hear 199 00:14:33.350 --> 00:14:37.509 from you, based off of your you know, experience, like what something 200 00:14:37.509 --> 00:14:43.500 and your marketing or sales strategy that your team is currently trying or thinking about 201 00:14:43.539 --> 00:14:46.500 in the near future. Well, you ask a really good question. So 202 00:14:46.620 --> 00:14:50.980 that senior living industry is a pretty conservative industry, meaning that people don't like 203 00:14:50.179 --> 00:14:54.850 to make changes for very rapidly, you know, because it's real personal, 204 00:14:54.970 --> 00:14:58.409 because of the emotional buy and and it's like we've done this this, we 205 00:14:58.929 --> 00:15:01.610 sold this way for a long period of time. That will never work. 206 00:15:01.649 --> 00:15:05.970 So one thing, it might not sound super innovative to your listeners, but 207 00:15:07.049 --> 00:15:09.679 it's very innovative to us, and I'll tell you why it's so important. 208 00:15:09.159 --> 00:15:16.159 Is We went from we restructured our inbound telephone lead intake process. So, 209 00:15:16.240 --> 00:15:18.759 if you can imagine, each one of our communities has one cells person, 210 00:15:18.840 --> 00:15:22.629 at least one. So someone, mom has a false he's in the hospital. 211 00:15:22.629 --> 00:15:26.429 I pick up the phone and I call one of my communities. If 212 00:15:26.470 --> 00:15:31.909 that cells directors not available, generally speaking, there's not. It's UN it's 213 00:15:31.029 --> 00:15:35.860 not likely that someone's going to be able to have properly handle that phone call. 214 00:15:37.340 --> 00:15:43.460 So what we've done is we've outsourced our inbound telephone lead intake process to 215 00:15:43.620 --> 00:15:48.500 a company that is available six am to ten PM. So anytime during that 216 00:15:48.700 --> 00:15:52.809 window they call our number, it goes to someone who's been highly trained to 217 00:15:52.889 --> 00:15:58.250 have a really good conversation with the senior or their loved one on the phone 218 00:15:58.289 --> 00:16:02.769 and they're available during that what is at about a sixteen hour window. So 219 00:16:02.889 --> 00:16:06.399 I don't have to worry now about my cells directors not available. I know 220 00:16:06.639 --> 00:16:10.720 that when that person calls they're going to get their questions answered. They're going 221 00:16:10.720 --> 00:16:12.240 to be answered on the first call. They're not going to have to leave 222 00:16:12.279 --> 00:16:15.240 their name and number and have us get back to me, because the research 223 00:16:15.279 --> 00:16:19.350 in our industry is very clear that if you do not answer that phone call 224 00:16:19.470 --> 00:16:23.350 on the first attempt, nine times out ten they're not going to call you 225 00:16:23.429 --> 00:16:27.669 back and when they hang up they're going to pick call your competitor down the 226 00:16:27.710 --> 00:16:34.379 street. So inbound lead in take is very important because people expect answers immediately. 227 00:16:34.419 --> 00:16:37.899 We have in bound lead intake with chat service. We have lead bound 228 00:16:37.940 --> 00:16:44.340 intake with a telephone inquiry service as well, so that would be my thing. 229 00:16:44.460 --> 00:16:47.970 Doesn't sound super innovative, but in this industry it is. And and 230 00:16:48.129 --> 00:16:52.090 I would highly caution your listeners that listen. If you're missing that firstly inbound 231 00:16:52.129 --> 00:16:56.450 lead intake and not handling it properly, you're missing a lot of business. 232 00:16:56.129 --> 00:17:00.210 Now I think that's super value, but they're regardless of industry because at the 233 00:17:00.250 --> 00:17:04.759 end of the day you shared something super important. is in the fact that, 234 00:17:06.400 --> 00:17:11.559 no matter you know what industry you're in, right like having a human 235 00:17:11.799 --> 00:17:15.309 available to pick up the phone when someone's raising their hand with a question, 236 00:17:15.869 --> 00:17:21.670 whether or not they're qualified or unqualified, because I think that's one stigma that 237 00:17:21.829 --> 00:17:23.470 that happens in the the BB world. Well, we have a lot of 238 00:17:23.509 --> 00:17:26.670 people raising our hands but they're not fully qualified for our service, so we 239 00:17:26.710 --> 00:17:32.220 don't give them the time of day. And right that's something that I've found 240 00:17:32.900 --> 00:17:36.299 is yes, they might not be fully qualified for Your Business or solution. 241 00:17:36.819 --> 00:17:40.779 That person's calling you for help and if you have a sales team and you 242 00:17:40.859 --> 00:17:44.890 have reps that are trained, that they understand, well, this probably isn't 243 00:17:44.890 --> 00:17:48.170 the right fit for you. But let me go ahead and put point you 244 00:17:48.289 --> 00:17:52.769 in the right direction to a company or place or even idea or resource that 245 00:17:52.930 --> 00:17:56.009 you might find helpful based on where you are right now in your specific journey. 246 00:17:56.049 --> 00:18:00.119 So, yeah, I think it was extremely valuable, regardless of industry. 247 00:18:00.119 --> 00:18:03.960 So thanks so much for for sharing that and, Derek, this has 248 00:18:03.960 --> 00:18:08.440 been such a great conversation. If listeners want to stay connected with you or 249 00:18:08.559 --> 00:18:11.950 follow up to any of the questions or topics that you covered, what's the 250 00:18:12.029 --> 00:18:15.509 best way for them to connect with you? On linkedin, I think is 251 00:18:15.589 --> 00:18:21.869 the best way. I'm on Linkedin. My name is Derek Darrek. Last 252 00:18:21.869 --> 00:18:26.500 name is sharts SCCHRTZ. You search for that and I think you'll probably have 253 00:18:26.619 --> 00:18:30.700 a pretty easy time find in me, because there's not a lot of names 254 00:18:32.059 --> 00:18:34.700 spelt like that. It's pretty unique name. So just give me a shout. 255 00:18:34.980 --> 00:18:37.299 Reach out to him and be glad to talk to anybody that wants to 256 00:18:37.339 --> 00:18:41.890 visit. I love talking about cells and marketing to strategy and all that fun 257 00:18:41.009 --> 00:18:45.369 stuff. So awesome. Thanks so much, Derek. Really appreciate you being 258 00:18:45.410 --> 00:18:48.130 on the show today. Thank you. Thanks for having me. Enjoyed it. 259 00:18:52.609 --> 00:18:56.759 We totally get it. We publish a ton of content on this podcast 260 00:18:56.880 --> 00:19:00.079 and it can be a lot to keep up with. That's why we've started 261 00:19:00.200 --> 00:19:03.880 the BETOB growth big three, a no fluff email that boils down our three 262 00:19:04.000 --> 00:19:08.799 biggest takeaways from an entire week of episodes. Sign up today at Sweet Phish 263 00:19:08.880 --> 00:19:15.789 Mediacom Big Three. That sweet PHISH MEDIACOM Big Three