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In this episode of the Advanced Selling Podcast, Bill shares a new way to make shiny pancakes.
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We get a thoughtful shout out from the New York Times via Fact Checker Doug.
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And we spend a little time making our sales specific Christmas list with the hope that Santa is a listener.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history on planet Earth.
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Bill Kasky here.
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Brian Neal here.
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Brian, welcome back to the show today.
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Thank you.
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We are heading for the finish line in the year 2019.
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Yeah.
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We re a few weeks away from your end, and I know that a lot of our listeners are in that space where they re planning 2020, and they re trying to finish up strong in 2019, and there s all sorts of crap going on, and we re going to bring a little light to your day today.
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I hope so.
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And if you re looking for something new to do in the new year, I would share with all of your sales friends on LinkedIn
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episodes of the Advanced Selling Podcast with good karma.
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And just say, hey, all my sales friends, all y all should be listening to this podcast because it s a great thing.
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We never promote the podcast.
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We don t buy ads.
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We might someday, but we never have for 15 years.
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It s all organic, and we re really appreciative of you all doing that.
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And it s great when you do.
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I think it s good karma when you spread it around.
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And to Brian s point here, you can go right to the app.
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If you have the app, you can go right in there.
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It says share very plainly, and you can either share it as a message, an email, and text message, or email, and share it.
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Share it with some of your close friends who you think would benefit from it.
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So I had a great trip to Fort Lauderdale here a couple weeks ago.
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Spent some time with the All Docs managers.
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These are people who are the leaseholders for LensCrafters and some other folks.
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And so I was down there.
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All the Docs.
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Courtesy of Bosh and Lomb.
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All the Docs.
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All the Docs.
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That s good.
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All Docs.
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Where were you in Fort Lauderdale?
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We were at the Hilton right on Fort Lauderdale Beach.
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Nice, isn t it?
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Which is really nice.
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Oh, that s so nice.
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I remember Fort Lauderdale from my 20s during spring break.
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Do you?
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Are you sure?
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I do.
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It did not look, I do not remember it like that.
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Just the mornings?
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Well, I probably slept out on the sand a few nights.
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I remember noon to two on spring break every day.
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You just don t remember the rest.
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Exactly.
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No, it s not the way I remember it.
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But we did have a funny, I also want to shout out to Matt Blizzard, who s one of our- Is that really his name?
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Oh, yeah, it s really his name.
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Hi, Matt Blizzard.
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He lives down there.
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Of course, he lives in Florida.
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He s a client of mine, and we went down.
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A friend of his, we were going to have breakfast before I did my talk.
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And so we went to this kind of she-she kind of cool place, a hip place.
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Give blintzes.
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Huh?
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Give blintzes.
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What s a blintze?
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You know what a blintze is?
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Market, Travy.
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What s today?
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Yep.
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I said a word that Bill doesn t know.
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I mean, that s a 20-year historic event.
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You know what a blintz is?
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It s like a crepe, a really thin crepe filled with cream cheese.
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This place would have had it.
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I bet they would have had blueberries and strawberries.
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I think it s obviously a French blintz.
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I actually know it s, I think, like Norway or Finnish or something like that.
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OK.
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Never heard of it, but I will be Googling that today.
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Thank you.
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But I always like it when you re out to dinner or to lunch.
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The waiter comes over and says, let me tell you a little bit about our specials today.
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And they go into way more detail.
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Like, well, let me tell you a little bit about our pancakes.
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Our pancakes are buttermilk pancakes, and they re born out of an organic substance that resides deep in the soil.
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And then when we bake them, we don t bake them in just any new kettle.
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We bake them at, and it s like- They re from Harwood Farms.
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Harwood Farms, they re hand-milked kills, or hand-milked cows.
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Hand-killed cows.
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And at some point, they re like, it s a pancake.
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It s just a pancake.
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And then he described the eggs and how they came out with a little sheen in them, a little sheen.
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And I said, whoa, whoa, whoa, wait a minute.
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A sheen?
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What s a sheen?
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He goes, it s wet inside.
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How d you go from a sheen to its wet inside?
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It seems like a it s what you do like a bridge too far.
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She fishy.
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Yeah, that s really it was really good But the pancakes were an inch thick and I did not get those an inch thick is pretty thick on the pancake So it better be pretty fluffy, but Matt and I laughed about that and we still well and every time he came back to our table He said would you like some toast?
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Would you like it butter?
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I said yes, but put some sheen
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We put some sheen on my toast.
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Yeah, and I just picture the guy at the back with like pledge that stuff you spray on your coffee table.
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Totally.
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They re spraying it on.
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Hey, another quick shout out.
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Our good friend, those of you who ve listened for a long time, you know, our friend, fact checker, Doug, Doug Drozen, who s a consulting sales coach out in New Jersey, listener, friend of the family.
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Send us
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a little clipping from the New York Times, because as he says, hope you all are well, as an old guy, I still buy the New York Times every Sunday.
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A lot of people do that, actually.
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I think the millennials are going to start reading the newspaper.
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That s my guess down the road.
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But this was fun, because this is from the New York Times from November 17th, Sunday.
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And they do like 36 hours in some place.
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And they did 36 hours in Indianapolis, which is our hometown.
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The World International Headquarters of Event Selling Podcast is in Indianapolis, Indiana.
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And we are very proud of our town.
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And the article starts out with some nicknames of our town that Doug didn t know.
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But we all know here, Naptown, so we say that.
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Naptown, we say that.
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We like saying Naptown.
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Indianopolis is what we used to be called back when there just was nothing there.
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So Crossroads of America is another one of our deal.
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And now we re also known as the Circle City.
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That s a thing, because we have a circle downtown.
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We have a circle highway that goes around the city, Circle City.
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We need to decide on one, though.
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I think having four is too many.
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And now, the big one now is Indy.
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So now just people like Indy, because we have a little thing.
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So Doug, thanks for that really nice article.
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Our city fares very well, except, may I quote, a new public transportation system called the Red Line opened in September.
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That is not OK.
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It doesn t say that, does it?
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It does.
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When you re in New York Times, that matters.
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If you live where I live, yeah, it s not working.
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The Red Line.
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The Red Line is not
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working.
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I now count the people every day.
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It s still free, by the way.
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And this is November, open in September, still free.
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Buses hold about 100 people, maybe 110.
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Average, two.
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Are you serious?
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It s unbelievable.
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Are you serious?
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It s unbelievable.
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So we want to thank Doug for sending this.
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And what I found really cute and clever is he signs his name, FCD, for fact-checking Doug.
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Where is it?
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FCDD, actually.
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Fact-checker Doug.
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OK, in today s episode, we re going to talk about the holiday season, Christmas, or whatever holiday you celebrate about this time of year.
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And we ve got some good Christmas list stuff.
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Brian and I talked a little bit about how it s time to start your Christmas list, and you give it to people, and they buy what is on the Christmas list.
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So there are no surprises anymore.
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But we ve got a handful of things that we think the sales professional of today should be putting on their Christmas lists for someone to buy them.
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We do.
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Now, if you say buy, some of mine are maybe rent or lease.
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But that s OK.
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That s all right.
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Yeah, that s good.
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So you have one?
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I ve got one.
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I ve got the first one here.
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I think you should put a new Lexus.
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Okay on your list and the reason is because I didn t realize when I was growing up How many cars are given away as gifts as when you watch TV today?
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There s almost every car ad has give your give your loved one a gift and you re a loved one and put a bow on it You know put the big and then you go out on Christmas morning and there it is So I would say a new car a Lexus a Mercedes Ferrari, you know dream big don t just go for some kind of a
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I gotta be careful.
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Could be a sponsor of our show.
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Should you go for the new Tesla truck with the bulletproof windows?
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That s right.
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Poor guy.
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I actually didn t feel bad for him for a minute.
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If anyone saw this, Elon Musk did a demo of a new concept truck that they ve created.
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Not really a concept.
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It s for sale.
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You can buy it.
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I think that could have been planned.
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You think it was planned?
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Yeah.
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And because they got so many more views on Twitter and they threw these like, you know, metal pool balls through the way they both shattered.
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So that was either way.
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It was genius either way.
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I agree.
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OK, now here s something I think everyone should put on their Christmas list.
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OK, I think everyone should have a social media kid.
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a social media kid, like a high school kid that does their social media, that helps them with social media stuff.
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I think you put that on your Christmas list and then have your kids or have someone find the kid.
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I say kid, I mean kid, like a high school kid who knows how to do TikTok and all these things, Instagram really well.
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And then you just do a little relationship with them and bribe them with breakfast or something and put that on your Christmas list.
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Because I think you ll get a huge benefit if you have someone helping you with your social media and a kid s a good way to do it.
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Be careful, though, if you re a middle-aged person going to a high school to recruit a sad kid.
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Just be a little, just be cautious.
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Just make sure you have some proper ID and exactly what you re looking for.
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Because we wouldn t want anybody to end up in jail over the holidays.
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Here s one I have, and this is not anything new, but noise-canceling headphones.
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I tell you, I want a pair of these.
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I do not have them.
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I ve got a pair of over-the-ears that are pretty good.
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They re Bose, but I need a pair of noise-canceling.
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Yes.
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These probably aren t.
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But how many times are you just tired of the buzzing and the talking?
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I would even suggest you put this on during a sales call.
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Yes.
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If the prospect is boring, tedium.
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If they re boring.
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I put these on so I can t.
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That s really good.
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Wearing noise-canceling headphones into a sales call would be really funny.
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Just have them around your neck.
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And then if something happens, you just pull them right up.
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I love it.
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Yeah.
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OK, so I kind of combine two here.
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that are both on my list anyway.
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And Travis could help me, because I don t know what to ask for here.
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But I said to ask for a fancy camera, a fancy camera.
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And again, I m also thinking about Christmas presents that will help me as a salesperson, but also are fun to have.
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Something I can shoot my own video with for my social media stuff that I can give to my social media kid to take videos with, that does both still and movie type stuff, video stuff.
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And then Slash.
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a new iPhone with the three-camera deal.
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The three-camera, which I m- Is that a 11?
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What s- The 11 Pro.
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Okay.
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The three-camera.
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Yeah, we want the three-camera one, the 11 Pro, I think, for salespeople.
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I just think it s a cool thing to have.
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And the more that video and social media play a role, it s good to have good tools to do that.
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And so upgrade yourself.
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So many people are like, well, I don t want to get the Pro, it s too much.
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I m like, if you re a sales professional, man, you need these tools in your hand.
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So you re saying like a digital camera and a phone.
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Both.
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Both, yeah.
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So you re equipped to make really good video.
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That s what I m thinking on my Christmas list.
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I ve gone back and forth on that.
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Travis and I have talked about that.
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And I ve threatened to buy a really nice Canon or Sony or something.
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This is so easy.
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I know.
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And it s easy to send.
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I can email stuff to him.
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There s just, it s hard to get me off of the iPhone here.
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I think it s still a great tool.
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And underutilized.
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I would suggest if you re doing videos to the point where you ve broken your iPhone, now it s time to get a camera.
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If you ve never shot a video before, start here.
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Yeah, my camera s broken on my phone.
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Oh, it is?
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It is.
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You didn t tell us that.
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Well, you know why?
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That s part of why you have that on there.
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Because Apple devices listen to you.
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And we have, and Stephanie said, sitting on the couch the other night, you know, we re up for new phones.
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Our contract is up.
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We can get new phones.
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And I m like, we can.
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And guess what happened?
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Somebody back at three weeks, the whole box was clicked.
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I mean, there s so much glitchiness on my phone.
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I can t even see straight.
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I m telling you, they know.
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All right.
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OK.
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Here s my politically incorrect one.
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Uh-oh.
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I don t know if I m going to do it.
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I think you need to ask for a gender pronoun guide.
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A gender pronoun guide.
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Because at some point, you re going to be in a meeting, and your boss, your manager, is going to be there.
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And you re going to introduce the buyer to your boss.
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You re going to say, you know, this is Pat.
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And he has been a great client of ours.
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And Pat s going to say, excuse me?
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You have not identified me correctly.
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And again, I think this whole gender pronoun thing, I m not a big fan of it, but I don t care.
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I think it s OK if people want to.
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If my name is Bill, and you keep calling me Bill, and I say, look, I d rather you call me William, I think that s fair.
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It s like, OK, the person knows.
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And I think also people you re in relationship with, like buyers,
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People like that, I think it s fair.
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If the buyer wants to be called a certain thing, you tell them.
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I think that s fine.
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I like that.
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When it s random and you get triggered because somebody doesn t call you the right thing.
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So I think that s why my gender pronoun, I may even write it.
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I like it.
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It may be an ASP pronoun.
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Those things exist, too.
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I mean, there are people who do consulting around this.
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Well, it can t be really long.
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It s got to be a pretty short guy.
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It was a small handful of pronouns.
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Now, for you people out there who think I m making, I m not making fun at all.
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I m just saying that this is coming.
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It s on the way.
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And if you re in sales and you ve got to respect people and properly introduce people, you need to know this.
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Got to do the work.
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My next one is, I think you should buy a podcasting kit.
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SPEAKER_01
Oh, wow.
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You should ask for a podcasting kit.
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Can t we sell those, too?
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Do we sell them?
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Sure, we can do that.
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I bought my own.
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We should never recommend anything that we don t sell.
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Exactly.
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Get an Amazon link.
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Yeah, exactly.
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But I think there s a podcasting kit.
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So if you just Google that, if you put it on your Christmas list, or if your friends and family shop on Amazon, and you just do a podcast starter kit, there s great equipment.
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And what I ve found is so many of our clients have hesitancy to start a podcast.
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And my first recommendation is always the same, buy the equipment.
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Once you have the equipment, number one, you ve got to get your checkbook out.
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So I love the mechanical exchange of value with your money.
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And two, once it s there, it s there.
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So your excuses are running out.
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You re taking your excuses away from yourself, the time and all the other stuff.
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So I m a big fan of Christmas.
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What a better, no better Christmas gift than that.
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Because if you re not buying it for yourself, then let Santy Claus buy it for you.
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It s an inexpensive microphone.
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And just go online and get some reviews.
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SPEAKER_00
These things are $50 to $100 to get a decent mic.
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SPEAKER_00
Not to broadcast professionals like we have.
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SPEAKER_00
And probably maybe a mixer, but maybe not.
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SPEAKER_00
It can go directly, if it s a USB mic, go directly into your MacBook.
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SPEAKER_00
You don t need a lot.
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You may need $100 to $150.
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It s a great Christmas present to ask for, though, because so many people have resistance to buy it themselves.
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Yeah.
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And then go create.
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Go create something special.
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You re all something.
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Go find.
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SPEAKER_00
Brian s probably going to be available next year.
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SPEAKER_00
Go find.
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SPEAKER_00
See if Brian will.
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SPEAKER_00
I would love.
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SPEAKER_00
Brian Neal will do it with you.
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SPEAKER_00
Yeah.
1
SPEAKER_00
You could be on like 12 podcasts.
1
SPEAKER_01
I ve got a lot of downtime these days.
1
SPEAKER_01
Great time to talk about this, right?
1
SPEAKER_01
I would love for people to send us on Christmas morning their pictures of them opening up.
1
SPEAKER_00
Of their podcast, yeah.
1
SPEAKER_01
Our podcast listeners opening up their podcast kit.
1
SPEAKER_01
That would be really fun to see.
1
SPEAKER_01
Yeah, we really should.
1
SPEAKER_01
We should be selling those things.
1
SPEAKER_00
PJs.
1
SPEAKER_01
That s really fun.
1
SPEAKER_00
Here s my final one.
1
SPEAKER_00
I am into fitness and have been for a while.
1
SPEAKER_00
And I bought some loop bands the other day.
1
SPEAKER_00
These are probably, I don t know, 24 inch, 36 inch loop.
1
SPEAKER_00
They re loop bands or rubber bands.
1
SPEAKER_00
And they are awesome to work out.
1
SPEAKER_00
I learned about these from Tom Brady, TB12, which is his book.
1
SPEAKER_00
And he spends a lot of time on bands, band work.
1
SPEAKER_00
I just took it with me on my trip a couple weeks ago to Fort Lauderdale.
1
SPEAKER_00
I just took it.
1
SPEAKER_00
You popped it in your suitcase.
1
SPEAKER_00
You can do a complete workout with these things.
1
SPEAKER_00
So if you travel, you re on the road, and you absolutely despise the kind of hotel workout facilities that most hotels have, which are awful, get a band.
1
SPEAKER_00
Just take a band.
1
SPEAKER_00
Go in the lobby.
1
SPEAKER_00
Get some real short shorts on.
1
SPEAKER_01
real tight clothes, and just do it in the lobby with your band and such.
1
SPEAKER_01
80s skin tight, those little 80s shorts.
1
SPEAKER_01
Oh, I ve got a picture to show you.
1
SPEAKER_01
I got one that we can t put on the podcast.
1
SPEAKER_01
I got one from high school for me that s just not OK.
1
SPEAKER_01
We used to call those things something that I can t say.
1
SPEAKER_01
We did.
1
SPEAKER_01
We can t say those things.
1
SPEAKER_01
I can t say it.
1
SPEAKER_01
No, as far as we go, it s the old gender.
1
SPEAKER_00
We went pretty far today, I think.
1
SPEAKER_00
Okay, well, hope you enjoyed this and we ll talk to you here next week.
1
SPEAKER_00
The last episode of the year, I think, next week.
1
SPEAKER_00
So get these things on your Christmas list.
1
SPEAKER_00
We wanted to do these now because it still gives your people, your team, time to buy this stuff.
1
SPEAKER_00
Do it, do it, do it.
1
SPEAKER_00
Yes, for sure.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
Bye.