The Way To Scale A Coaching Business (Assessment Inside)

0:00 It's not enough to just be able to swoon the right salesperson onto your team. But Lord have mercy, when they get there, you better know how to train and manage them and keep them performing at a high level. And if you're not comfortable doing that, if you're not super certain that you know how to do that, that's dicey. Welcome back to the Path to Mastery podcast. I'm your host, Ryan Lang, CEO and co-founder of Empire Partners, alongside my co-founder and co-host, Brooke Bishop. What is going on, my man? What is up, dude? I feel like we haven't done this in a hot minute. I know, I know.

0:40 We've been like all over the place over the last, you know, several months. I was just, I was actually just recanting this and recognizing that like, this year has been batshit crazy in terms of like us. And I mean, we were in the air. Accurate. Yeah, Florida and then Arizona and then California and then Arizona again and then Boston and Boston and holy crap. Well, anyway, here we are. And speaking of the desert, speaking of the desert, we were talking about this just the other day, this, you know. I'll share a little story with you as you're listening to this. So here Brooke and I are riding Harleys through the desert like fucking Lorenzo Lamas.

1:26 Okay, no, we weren't doing that. We were driving through the desert, though, from Albuquerque to Tucson. It's more like Thelma and Louise, but... Well, hey, you know, I... Okay. See, you went Thelma and Louise. I went Lorenzo Lamas from Renegade. Either way, we were in the desert. We were in the desert. Yeah, so we were in the desert. In between Albuquerque and Tucson on the way to our event this year in March. And, you know, we're on this stretch. We decided to take this route that took us away from probably the fastest way to get there, but the most god-awful drive ever known to man when you drive in between Santa Fe and Tucson. Yeah. And we end up in like this kind of mountainous high desert.

2:08 And there's, you know, like every mile or two, it's like signals there, signals gone, signals there, signals gone. And your fucking phone is like silent. And then it's like, bling, bling, bling, bling, bling, bling, bling, bling. You know, it's fucking silent. Bling, bling, bling, bling, bling, bling, bling. And he's getting hammered with messages and people trying to call him and your phone's going crazy. And this was all relating to our client, our consulting client Spring Benson in this event that she was running. I want you to kind of pick it up there because you were consulting her leading into the event and yeah, continues the story from there.

2:57 Yeah. So Spring is just, she's an incredible human being. She was actually really cool. So we, this was back in 2022. So we're going way back. Spring approached us to help her craft and create her own coaching business. And she was, she was crushing it in the real estate world at that point in time. So we helped her create a brand called Spring Bee. We helped her with transitioning from a brokerage to a totally different setup. We helped her launch multiple offerings, a group coaching deal, a backend offer, a woman's group that started to kick off and then she backburnered it because the timing wasn't right. So fast forward a couple months, maybe two months before we were on our journey through the desert.

3:38 And she hit us up again going, hey, I'm going to launch this new woman's group. I feel like the time is finally right. And it's called the Bee Collective. And I've got all these great partners. We're going to help load up this paid event. We connected with Zach, one of our partners, right? Zach Hesterberg. Shout out. Zach Hesterberg, paid events. So we're rolling through the desert and she starts to freak out because she recognizes she had 1,200 registrants for her paid event that was happening the week later. And she goes, wait a minute. I don't have a sales team. Like, what am I doing? Am I selling on the webinar? But she's got a high ticket thing. It's a $12,000 offer.

4:20 And we're like, no, do not sell that. No, no, no. Right? But she's like, how do I go recruit and hire and train up a whole plethora of like a team? Like I don't have that, nor do I have the time. Like the event's one week away. And like, I don't have the access to the people, let alone they don't know what the product is or how to sell my service. And you and I, we were like scrambling in that moment, trying to figure out like, wait, where do we wanna roll? How do we wanna play this bad boy? But yeah, there was this, this moment of freak out and you and I were sitting there going, well, we teach everybody how to sell. So like, let's go teach her team how to sell. And they were like, no, that's not going to be good.

5:00 They've never practiced this stuff. Like this is not going to go over well. She just dropped, by the way, she had just dropped like 25 grand on ads. She's got again, 1200 registrants coming into this event and, And she had to do something, right? So yeah, there was this moment where we had to really confront our perspective and model of the world. Actually, I'd love for you to share what our model of the world is, because I think it plays into the whole dynamic here. Well, yeah. So, I mean, you and I have spent the better part of the last several years on a, you know, I would even call it a crusade to like, especially get business owners and founders to want to go do their own sales.

5:51 And part of this is through a lot of experience, right? Like we worked with so many people and we know beyond the shadow of a doubt that that if the business owner or the founder will go do their own sales, number one, they're going to convert at a higher level. At the beginning of your business, your margins are higher. And in addition to that, you put yourself in a position where it's one less thing for you to worry about as a business owner, you know, earlier, you know, in the stages. And so... We've literally built everything around our Close Everyone Sales Mastery program, you know, really pointed at that ideal to say like founders and business owners should be doing their own sales, at least for a period of time. You ought to at least get in the saddle and try and improve your efficacy and your ability and all the things and...

6:37 We never stopped to ask ourselves the question, what if we didn't believe that? And you asked the question literally verbatim when we were driving in the car. And I'm getting a little ahead of myself because there are kind of, you know, results to discuss here. But I'm going to tease that for just a second because I want you to share what actually happened. So we haul ass. get these people together. You know, I think we had what, four people that we put together with Springs, one salesperson. Was it four? Yeah. Yeah. We had, yeah, we put together four people and it was really interesting just before we dive into the structure of it. You know, I'm sure everyone listening has probably heard that sentiment, you know, what we resist persists.

7:22 Yeah. Yeah. And we have, I mean, we had a very, I mean, we're going on two and a half decades of the belief that if you're in business, you must be a badass salesperson. If you're in business, you must be a badass salesperson. Part of that's because it was pounded into our skulls of, you know, we had to believe that. Part of it was somewhat true because we had to experience and live it. And then, yeah, while we were driving, when we flipped the script and we went, what if we didn't hold that belief? What if we didn't resist that anymore? What if we didn't give all of our energy to this belief that somebody has to go build and develop and cultivate the skill? And again, we were put in a corner or put in a box or however you want to look at it. We had to...

8:03 shift that question because we were not in a situation where we could go train somebody up. Like even our, our close everyone programs, 12 weeks. And even that realistically, it's like 12 months, but seven days, we had seven days to find the people, interview people, train people like that was just not going to happen. So we had to ask new and different questions. Right. So within that, we immediately did a full court process. on who are the most badass salespeople we have in our sphere and in our circle that we could rally around this, that we can get them the product that we know they already had the skill set because they've already done our Close Everyone training. They've already got five to 10 years experience. They're proven in the battlefield that we knew that they could go rock and roll.

8:49 And long story short, we rallied. And here's the cool piece. On the back of it, so first off, spring absolutely crushed it on the paid event. So we got to give a little kudos there. Killed the pitch. Killed it. Within that, the team, we booked a little over 100 sales calls. So again, 1,200 people on the paid event dealio. We booked, I think it was 104 sales calls. We had a 68% enrollment rate on the back. The cool piece, so it was about, it equated to about 300K in that first month, but it actually translated to close to a million dollars in revenue when it's all said and done on just that one shoot and match.

9:36 So the beauty of it is not only did we get proof of concept for her because it was her kickoff piece and she was a wee bit happy. It gave us this like, what did we just do? Because it shattered our paradigm of like, wait. We thought you have to be the pseudo salesperson for this thing and have all this skill. And we're like, she didn't know our training at that point. So we plugged and played this team and it's opened up Pandora's box. And I'd love you to share a little bit about what it did. Well, yeah, there are a couple of things that I want to kind of highlight here. I mean, number one, first of all, we talk about relationships all the time.

10:17 on this podcast, in our mastermind, in our coaching and consulting sessions. And we're both really passionate about relationships. The first thing that I just want to mention is that so many people are so transactional about relationships that when they actually need something, they're fucked. And in that moment, I just want to highlight, number one, I'm very grateful that the two of us together have coached and trained and led and managed like so many amazing salespeople over the last several years that we were actually able to go to, you know, our amazing list of humans who we've done that with. And not only were people like, you know, willing to help, it was like, oh, shit, fuck fucking game on let's go you know i think that's one aspect but the other thing is this if you're listening to the results and you're going oh 68 close rate what's that really mean you know the gold standard in high ticket coaching sales is somewhere between if you're between 15 and 20 you're doing pretty damn well better than most if you're at 25 you're doing really well So imagine having seven days.

11:31 And by the way, I think they got one hour with spring about before we before we went and did this, which was equally as incredible. I was actually it was a 30 minute. You mean the sales team? Yeah. It was like 30, 30 minute call of like, Oh my God, you guys, I'm so excited. Thank you guys for coming. Uh, here's what it is. So here's the other part. The, the product offer wasn't even totally buttoned up yet because like we were building it in flight. Literally we were building out the calendar while the event was happening, like in terms of for people to be able to schedule with them. Yeah, no, this was like so compressed and yeah, I think it was, it might've been less The cool part, everyone was so damn excited, and it was such that rush of, what the hell's going to happen?

12:18 We don't know. Let's just monsoon this bad boy. And yeah, it definitely popped. What was so cool about this, too, is on the backside of it, as we're driving, we're getting the results from Spring's event, and we're just freaking out in the car. And then you asked that question, like, hold on a second here. What if we didn't fight this anymore? What if we stopped trying to get people to do their own sales? What would we, you know, what would we do then? And then it was like, oh, holy shit. Would who else do we know that would want this? And one of the things that we thought about, we started thinking down this this really interesting line of like, where where's the practical application here?

13:06 And there was a ton of practical application. We'll talk about that in a minute. I think that one of the biggest keys to this, Brooke, was that you and I have been guilty of this, as are most founders or entrepreneurs at some point. And in most cases, many times, we are very guilty oftentimes of just dreaming things up and deciding that it might be a good idea for us to launch a service or product or, oh, this sounds cool. Let's we should do that. The thing that was so awesome about this is that this entire thing, which we now call Special Forces sales team, was born out of necessity. Like we had we literally had to, you know, figure out a solution for spring.

13:51 We had to do that. And then when that was done, it was like, oh, wait a minute. We literally just solved a major problem, which is what the fuck do you do with your sales when you're running a live event and you got one salesperson and you're going to have 60 or 70 or 80 sales calls? Holy crap, you know? So I think that that was a big key was just not, you know, born out of fun. It was born out of necessity. And kudos to you for asking the big question when we were in the car. Dude, just to double. Well, first off, thank you. But to double down on one of the pieces we just mentioned, we did not have the luxury of making it perfect. No. And in this world, you and I both know this, the amount of people that are like, well, I just want to practice this and I want to think it through and I really want to know all the details.

14:38 And what if they say this? What if they say that? What if this happens? What if that happens? And we get people who spin out of orbit practicing and getting ready to get ready for six months to six years. We didn't have that luxury. Like it was literally, this is happening. We've spent all this money. We have to have some, and again, it doesn't have to be perfect. And again, huge shout out to Spring for having the grace. She's like, look, I know that we may flop this whole thing and that's okay. But whatever we can do, let's do it. And there was this wiggle room of like, okay, the gloves were off. And it's like, let's play. Now, there was one other really cool piece that happened.

15:20 Because we didn't just go to somebody else's full sales team and just pull people. We didn't just go to somebody else's full sales team and just pull people. we pulled all the best of the best of who we knew all like from around, literally around the globe. Like we had somebody on our team in Canada, somebody in Costa Rica, somebody in France, somebody in the States. And the rad part was they played so nice in the sandbox and they were blown away. They're like, It was like if you put Michael Jordan and LeBron James and Shaquille O'Neal and Kobe Bryant on the same team and they're all like, oh, we all have the same psychology of being the best there ever was. Like, fuck, yeah, let's level up. And so they all got hyper competitive. And the fact we enrolled at 68 percent.

16:02 It's so wild. Like, what? Yeah. On an offer that we didn't even know what the heck it really was with the jacked up calendar that we were scrambling on. And then we had people who had 30 minutes of prep time. But the psychology and that heart set mindset and skill set all aligning and crescendoing in that moment of time. It just, it was rad. And that the crazy part, just timing wise, I don't know if I didn't mention this earlier. Spring's doing her second one and it's actually happening today as we record, which is very cool. Yeah. I didn't even think about that as we're recording this episode. That's kind of hilarious. A little full circle moment. No shit. That's awesome. Yeah.

16:42 You know what's funny about that is that it really makes me think of the U.S. men's basketball dream team back in the day with Jordan and Magic and Barkley. Stockton. David Robinson. Stockton. I mean, oh, my gosh. You're so right. It was really a magical experience in the way that they played and how much fun they had together as a group doing this. And I think that you're listening to this right now and maybe you're going, oh, my gosh, this is incredible. Yes, I want this. Wow. Hold on. You know, we sort of see now that the dust has settled because that was March. As we record this right now, we're midway through August.

17:22 So we've had plenty of time to think through this, to actually deploy this in a couple of other situations and scenarios and that kind of thing. And I think we see a couple of different, you know, areas where this is helpful. First of all, if you are running either a launch model, you know, where you're launching some, you know, a program and then coming back to it, you know, several months later and doing another launch or you're running a paid, you know, like low cost paid event model where you're giving a ton of value for two, three days and then you're selling a high ticket. you know, program or offer on the back end of it. This works really, really well in that scenario, because let's talk about the business side of it for a second, dude.

18:07 I mean, one of the biggest quandaries that people have in a situation like that is how in the hell do I expand and contract? Because in most situations like that, even if you're taking even if you you take some clients, you know, in between events or launches and a lot of people don't. But even if you do, typically the volume is very low. And like, how do you keep a three or four or five person sales team on staff at, you know, during those times? It doesn't make sense. And if you were to go out and actually do this yourself, that changes the game as well, right? So that's definitely a use case for sure.

18:47 Yeah, I was just going to stack on that. I don't think a lot of people recognize either. The number one thing we've gotten over the course of time from all of our coaches, consultants, people in our world, our mastermind, people we've worked with over literally 25 years for each of us. The number one thing that people come to us with, when they want to scale their business, the first person they want to hire every freaking time is they go, I want to go hire a salesperson so I don't have to do this crap anymore. Yep. They want to get out of that piece of the game because they don't like the rejection. They don't like the up and down. They don't like the uncertainty. They don't like those pieces. Right. What gets really, really challenging, you and I've seen this happen, I don't even know how many hundreds of times, people will go hire some salesperson, they give them the keys to the kingdom on revenue, and they assume they're going to do the same level of enrollments because they go, oh yeah, they're just going to do the same thing, and their revenue falls off a cliff, they have to fire the person, now they're having to scramble to get back in the game, they just burned the leads that were usually referrals, and they're going to do the same level of enrollment.

19:51 So there's this crazy bubble that happens there. But now let's just assume for a minute you get a salesperson on your team that's actually performing to some degree. The next hiccup is if you don't have really consistent, steady lead flow... The top salespeople are not going to stick with you. They're going to go somewhere else. They're going to go wherever the most leads are. That's where they're going to chase. And whoever has the best comp plans and whoever has the most stability. So the same thing you're seeking, wanting to hire a salesperson. They're seeking the same thing. So we see a lot of times people who get in that like stability level of their business. They don't usually have gangster salespeople because they can't afford to either pay them a retainer or they don't have enough leads to keep them busy to where they stick.

20:38 And so we usually see people who have mediocre salespeople or a family member, which is the worst fucking thing to do. And then you're in this yo-yo and you get stuck at stability. Yeah. Yeah. It's really well said, dude. And I think that that sort of. you know, brings us to a point where it's like, okay, well, yeah, we got the launch model, the paid event model, like that makes sense. I will say you and I've talked about this, that in addition to everything that you just mentioned, you know, there are some people, there are some people that are just like, we have worked with a few, not many, but there are a few that we have worked with and we have trained the shit out of them and they still suck.

21:21 God love them. They are fabulous at what they do. I mean, world class as practitioners, as experts, as coaches, whatever they do, service providers. But they suck at selling. And sometimes that's the case. The other thing is there are, you know, there are situations where, you know, you're, you You're in a spot where as a founder on the opposite side of that, you might have been a founder who's done it for a really long time. Like we know a lot of people like this who are like, man, all right, guys, you know, I'm over half a million dollars or I'm up to, you know, I'm up to seven figures. We know plenty of people, by the way, as you're listening to this, we know plenty of people who have sold their own thing by themselves all the way up to seven figures.

22:07 Lots of them. When you're in that boat and you're like, you know, I'm just ready to move on to other stuff. Like I want to go ideate on my business and not take sales calls anymore. Makes sense. You know, that's a good time. But I think one of the things is that we still believe at the end of the day, even with this, We still believe that if we had it our way, that every founder or business owner at the beginning of their business would at least get in the saddle and try to learn sales. Because if you can sell your product or your service, you will never go hungry as long as the product or service is elite. And that's the problem. We know so many people who are elite at what they do or have this amazing product or service or a truly irresistible offer.

22:53 They can't sell it. And then they try to go get a salesperson. They don't know what the fuck they're doing hiring a salesperson either, you know, which is a whole nother ball of wax. And then nothing ever gets off the ground. And it's terrible. So I think this is a really interesting tweener situation because I think that there are times we still want to encourage, you know, building that skill set and cultivating it. But now we're sort of seeing there are use cases where it really makes sense, where you could use a service like Special Forces Sales Team, especially if you are augmenting. Because that's one of the things. And this was actually an aha for me recently, dude. I had a couple of sales calls with people about this offer specifically over the last two weeks.

23:38 And in both cases, it was not like, well, should you do it yourself or should the team do it? It was literally an and. It was like, you know what? How about you take a few of these calls and we'll saddle up our team right next to you. You're going to get the best of both worlds, you know? So that was really kind of an interesting aha. I want to double click specifically on that because this is a belief that runs through so many people's minds where they go, well, if somebody else were selling this, would they do better than me? Yes. Or maybe I'm the problem or maybe my product is the problem or maybe my pricing is the problem. Like it's a gangster way to, to run somebody who is an amazing salesperson who's done probably 20 to 50 to a hundred thousand high ticket sales calls, right?

24:26 Parallel to you. And then cool. Let's make it a little competition, but let's, let's really like suss out. Is it you? Is it the problem? Is it the prospect? Is it like, like let's, let's learn a thing. Yeah. And it's a great way to figure that out. It's also a great way to test the waters before you go hire somebody and offload it. And you risk your whole freaking business on a critical component because you're just not wanting to do it. Great. Test it. See, can I hand this off to somebody? How would that look? let's roll some yep i totally agree man and and i think that one of the really regardless of what situation you're in one of the other pieces that i've been thinking about a lot since we launched this is the difficulty that people have you know it's really interesting there's so many things that we are not trained on or taught when we dive into this world of owning a business or being an Um, and one of them for most is hiring and managing salespeople.

25:28 If you've ever tried and failed at hiring a salesperson, or maybe you've done this many times. I actually know a lot of people who are like, oh my God, I've had 10 salespeople over the last year. And it's like, woo, ding, ding, ding. Ouch. You know, we got a problem there. Um, and we know what it is. It, the thing is though, like if you're in that boat, it's not your fault. Nobody taught you how to do this. Like you're great at what you do. You're not, you know, in most cases, probably not an elite sales trainer, probably not an elite sales manager, probably haven't managed thousands of people the way that we have. And that's the other piece of this is so valuable. Actually, when I look at it as a service is that not only do you get people that are incredible to help you out with marketing.

26:10 you know, the gap that you need to close in your sales. But you get people like Brooke and I actually managing the team because that was part of the other thing with Spring that we had an aha about. You manage the team the entire way, dude. And that's part of the value. Like once she was done on stage, She could just sit and watch the Stripe account do what it's doing, you know, and you're managing the team. You're fielding the phone calls. You're answering the questions. You know, that's another interesting piece of it because so many people just don't have that vantage point, that experience to be able to do that and do it at a high level because... That in and of itself, it's not enough to just be able to swoon the right salesperson onto your team.

26:56 But Lord have mercy, when they get there, you better know how to train and manage them and keep them performing at a high level. And if you're not comfortable doing that, if you're not super certain that you know how to do that, that's dicey. I don't even know if I shared this with you. So... I was talking to a client of ours, actually, a very large client. Can't mention names on this one, but they were they were talking to a sales consulting agency and they were telling them that they should hire B players for their sales team. it gets better this is their logic they go you should stack your team with the b players not the a players the a players are going to be prima donnas they're going to have all these other expectations they're going to acquire all this extra management they're going to be hitting top tier all the time and and bending your commission plans and you you really need those b players because they're going to be more grateful to be there and you won't have to pay them as much And I'm like, wait, on what universe do you want to have people on your team that are converting at a lower percentage?

28:09 Like that alone demystified the whole thing. But this is the shit that's being spewed out there. But here's why they're doing it. Somewhere along the lines, they got sick of having to teach people how to manage salespeople. Yep. Yep. Because managing sales teams, it's not the easiest thing on the planet to do. Like literally as we've been recording this episode, I've had six people messaging me on the side because they're like, hey, can I do this? Can I do that? What about this? Why does that happen? Why did so-and-so sell this person? Like there's a different dynamic that's there that requires a lot of massaging, but it also requires a whole different level of psychology. And if you don't know the salesperson psychology and how to navigate that, they don't live in a world of black and white like most of our clients live in.

28:54 they live in the world of gray because they're wheeling and dealing. They're putting shit together. They're having to bend rules. They're trying to make shit happen. And that's really hard for people to manage those types of mindsets. It's literally like speaking German to a Japanese person. Like it just, it's hard. So now we've got people in our space. I meant to tell you this last week in our leadership meeting. But yeah, dude, can you imagine like us going into somewhere and going, we just want you to hire a bunch of B players for your team because we're that good at what we do. We want you to go get B players like, Lord, help me. dude seriously that that gives me fucking hives uh it really does and especially in the world of sales like you and i in in like the the funnest way really we love the competitive nature of sales and um that's great so basically why don't you give that a shot go hire all b players and then tell me two years from now what it feels like to be the fucking cleveland browns um I'm just saying sorry love I mean I love you don't love you we just lost all of our clients oh Cleveland is fucking pissed at me right now oh man it's okay I just took him down just like John Elway in 1986 with the drive oh shit threw that one in there while I got my and you're wearing your Bronco shirt that was that was very clever my friend yeah I know.

30:23 Your coffee just kicked in. Right on the moment. He's in fuego. Cool him off. Cool him off. Where's the water? Oh, my God. Well, OK, we had a great opportunity a couple of weeks ago. Our buddy, good friend and colleague, Nick Hutchison of BookThinkers ran his second live event this year in Boston, which we were, you know, so excited to go and sponsor for the second year in a row. We had a great time. And this is the first time really that we shared Special Forces sales team or this whole idea of how do you figure out who should be doing your sales with anybody of any size?

31:03 We had about three to four hundred people in the room and had a lot of great conversations around this. And since then, we've taken a whole bunch of phone calls from people just really wanting to understand better. Like, is this the right fit for me? Should I be doing my own sales calls? Should I have something like Special Forces sales team? Should I have you guys help me, you know, actually help me hire and ongoing manage my salesperson for me so I don't have to mess with that? What's the right answer? And it's funny because now over the last several weeks, because we've had so many of these conversations, we decided to develop an assessment. It's called the Sales Mastery Assessment. And the Sales Mastery Assessment is really gonna help you understand exactly, like right now, where you are right now in your business, the model that you're running, where your revenue is at, where your sales are at, how you offer your program, your product, your service, whatever, It's going to help you figure out, should you be doing your own sales right now?

32:03 Should you just go train more? Just get better. Should you go hire, you know, special forces sales team and talk to us about that? Should it be some sort of a hybrid between the two? Like what's really the right answer for you and your business right now? Both and. Both and. Yeah, both and. Yeah. Yeah. So I think it'll be a really great discovery tool for you. We'll link up the assessment in the show notes. So you'll be able to go take that. It's 100% free. And on the back end of that, you know, if you decide that you want to chat with us, you'll have an opportunity to book a call and talk with us about, you know, what would be the best route for you to go. But you're going to know by the time that assessment is over, what's really probably the best route for you right now is, And that in and of itself, you know, we were, we're, we're always wasting fewer brain cells when we get a little bit of self discovery and knowledge in our business, just like that.

32:57 So with all that, my friend, any last words of wisdom before we put a bow on this bad boy? Yeah, I would just say this. Learn from our principles and not just the actions, if that makes sense. What I mean by that, for anyone who's listening, like, yeah, we just had a whole episode. We're talking about sales and we're talking about offloading certain pieces so you can scale. And there's a lot of cool pieces that are there. But the deeper undercurrent, I would just love to challenge everybody who's listening. question your freaking beliefs, like really take a step back and go, what do I believe? What are those beliefs trigger in terms of my behavior? What is that prompting or causing me to do in my business or my life and my relationships?

33:38 I mean, you can go down the whole gauntlet here, but as it pertains to this for today, like, am I forcing or am I flowing? Right. And if I'm, if I'm resistant to something, is it persisting? And is there an opportunity that I can take a step back? If I was put in a pressure cooker situation and I had to make changes rapidly without having to be perfect, what would I do? Yeah. Because that's usually the door you should be opening. I love what you just said. And I think that in that moment, I'm just circling back to earlier in the conversation when you, you know, when we're faced with that situation, we could have said no.

34:19 We could have said no. We could have said, sorry, Spring, we can't do it. Can't do it. There's no, you know, sorry, it's too short notice. We can't figure it out. And this is something that you and I have been obsessing on a ton lately, which is what if, Instead of getting stuck on what if it doesn't work? What if we fucking fall on our face? What if this sucks? What if we blow it? We went, holy shit. What would happen if we actually tried and pulled it off? And not only did we pull it off, I want to just end on this point. If we had not said yes to that, How many people that enrolled in spring's program that day would not have their lives changed?

35:00 That would have been on us, not on spring, because we weren't willing to go play the game. So I'll leave us with that one. You know, think long and hard about that when you're faced with a tough situation. Lean further into the possibility, you know, Very few people I know regret the things that they did. They regret more the things that they didn't do. So with all that, my man, this is so much fun. Let's do it again. Let's do the same thing tomorrow. Let's do it again. Thank you for listening to this episode of the Pat to Mastery Podcast. Until next time, take care. Bye, everybody.