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The Key To Closing Deals That Most Reps Overlook
54 Plays4 years ago
Tune in now and don't forget to sign up for www.solciety.co!
Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail. online teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery. And you are about to become one What's up Solarpreneurs Taylor Armstrong here with another episode.
Speaker 2 (00:46):
Why should you do whatever it takes in deals and what technologies should you be implementing today? That and much more, what are we talking about in the episode today? So let's jump into it first. I want to say, go, um, follow me on Instagram. If you haven't already, I would love to connect with more you guys. Also on Facebook, trying to be a little bit more active on the social medias ever since we did a couple of social media episodes, a few weeks back, but, um, if you are following me, I did a little demo of a new tool that is seriously a goal of mine. You guys need to be using this, and we've talked about this tool actually on previous episodes, we had the founder come on, uh, Brad Mortenson can go listen to that episode, but the tool was RepCard, which hopefully all you are using by now.
Speaker 2 (01:39):
But more specifically, what they came out with was a physical card. It RepCard, it's an app. You can go and do the whole customer follow up. You can send your digital business card, but what they came out with is money is a physical card that you can literally just tap people's phones and it pulls up your digital business card, right there, gay, no need to text them. Then open the link, you tap their phone and boom, your card is pulling up right there. What's sweet about it is you can go on there and you can save your contact straight from that digital card. So you can just tap, save his contact. They're going to be in your phone now and it's going to make it ways you're to follow up with people, get referrals. I did old demo demo of it. So I obviously can't show you in the audio here, but, um, it's nice because they can see all your, your views to then go on there, leave your reviews.
Speaker 2 (02:36):
Um, they can see probably other people in the neighborhood that left reviews, which you should be encouraging them to do. And then with the top of a button, they can also send a referral. They can submit a referral for you. Okay. So I highly suggest that you go get this, um, RepCard hit me up and I can connect you with the guys over at RepCard and then get the physical. I think it's like a hundred bucks. Um, you can get just a card that says RepCard on it, even tap. And I think for an extra a hundred on top of that 200, you can get a, a card with your picture on it, with your company and everything. Okay. So go get one of these things. It is a game changer and I'm already using it. Definitely noticed a difference. Hey, so that's the first, um, thing I wanted to introduce to you guys, and then seconds.
Speaker 2 (03:28):
Um, as far as technology goes, um, another thing we've talked about is we are launching a full custom training platform. Um, it's called Solciety, and I'm sure we will be doing a full launch episode, but just to kind of give you guys the teaser on it and hopefully get your stoke for it. It is looking super b
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Transcript
Introduction & Personal Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Innovative Networking with RepCard
00:00:41
Speaker
What's up, solopreneurs?
00:00:42
Speaker
Taylor Armstrong here with another episode.
00:00:45
Speaker
Why should you do whatever it takes in deals, and what technologies should you be implementing today?
00:00:53
Speaker
That and much more we're going to be talking about in the episode today.
00:00:57
Speaker
So let's jump into it.
00:00:59
Speaker
First, I want to say go follow me on Instagram if you haven't already.
00:01:03
Speaker
I would love to connect with more of you guys.
00:01:06
Speaker
Also on Facebook, trying to be a little bit more active on the social medias ever since we did a couple social media episodes a few weeks back.
00:01:16
Speaker
But if you are following me, I did a little demo of a new tool that is
00:01:23
Speaker
seriously a gold mine.
00:01:24
Speaker
You guys need to be using this.
00:01:26
Speaker
And we've talked about this tool actually on previous episodes.
00:01:29
Speaker
We had the founder come on, Brad Mortensen.
00:01:33
Speaker
He can go listen to that episode.
00:01:34
Speaker
But the tool is RepCard, which hopefully all you are using by now.
00:01:39
Speaker
But more specifically, what they came out with was a physical card.
00:01:43
Speaker
RepCard, it's an app.
00:01:45
Speaker
You can go and do a little customer follow-up.
00:01:48
Speaker
You can send your digital business card
00:01:50
Speaker
But what they came out with is money is a physical card that you can literally just tap people's phones and it pulls up your digital business card right there.
00:02:01
Speaker
No need to text them, then open the link.
00:02:03
Speaker
You tap their phone and boom, your card is pulling up right there.
Training Excellence with Soul Society
00:02:08
Speaker
What's sweet about it is you can go on there and you can save your contact straight from that digital card.
00:02:14
Speaker
So you can just tap save as contact.
00:02:16
Speaker
They're going to be in your phone now.
00:02:19
Speaker
And it's going to make it way easier to follow up with people, get referrals.
00:02:24
Speaker
I did a little demo of it, so obviously can't show you in the audio here.
00:02:29
Speaker
But it's nice because they can see all your reviews too.
00:02:34
Speaker
They can go on there and leave your reviews.
00:02:37
Speaker
They can see probably other people in the neighborhood that left reviews, which you should be encouraging them to do.
00:02:44
Speaker
And then with the top of a button, they can also send a referral.
00:02:47
Speaker
They can submit a referral for you.
00:02:50
Speaker
Okay, so I highly suggest that you go get this rep card.
00:02:54
Speaker
Hit me up and I can connect you with the guys over at rep card and then get the physical.
00:02:59
Speaker
I think it's like $100.
00:03:00
Speaker
You can get just a card that says rep card on it, theme tap.
00:03:06
Speaker
And I think for an extra $100 on top of that, $200, you can get a card with your picture on it with your company and everything.
00:03:15
Speaker
So go get one of these things.
00:03:16
Speaker
It is a game changer and I'm already using it.
00:03:19
Speaker
Definitely noticed a difference.
00:03:22
Speaker
So that's the first thing I wanted to introduce to you guys.
00:03:26
Speaker
And then second, as far as technology goes, another thing we've talked about is we were launching a full custom training platform.
00:03:37
Speaker
It's called Soul Society, and I'm sure we will be doing a full launch episode.
00:03:43
Speaker
But just to kind of give you guys the teaser on it and hopefully get you stoked for it.
00:03:48
Speaker
It is looking super bomb.
00:03:50
Speaker
So you can go check out just a preview.
00:03:52
Speaker
We've finished some videos and things like that.
00:03:55
Speaker
So soulcide.co is the website for it.
00:04:00
Speaker
go check it out there but what we're actually going to be doing is doing this for teams so you if you or your team is interested in having a full custom training platform for your entire company this thing's going to be a game changer for you so whether you're a rep or needing it for your company this is a full app you can get on your phone it has training games from the best in the industry we're constantly adding more
00:04:28
Speaker
Coaches, instructors on there.
00:04:29
Speaker
I am on there.
00:04:32
Speaker
Guys like Earl Kapule, Jake Hess, James Swiderski.
00:04:37
Speaker
We're getting some heavy hitters on there.
00:04:39
Speaker
So you're not going to miss out.
00:04:40
Speaker
The full launch bit is actually on July 1st.
00:04:44
Speaker
Okay, so it might already be out depending on when you listen to this.
00:04:47
Speaker
But if you listen to this right, if you're in June listening to this episode, go get on there because we are doing some special things for those that are doing sort of the beta testing and getting on it before it fully launches.
00:05:00
Speaker
So you can go check that out at soulcidey.co.
00:05:04
Speaker
You guys are not going to want to miss out on that.
Sales Perseverance & Overcoming Objections
00:05:08
Speaker
Okay, so let's jump into the show today.
00:05:11
Speaker
Today I want to talk about just why you should do whatever it takes in your appointments.
00:05:16
Speaker
And this is something that I've seen that top producers have that really helps set them apart, that really helps them close more deals than anyone else, is they just do whatever it takes.
00:05:30
Speaker
They're so persistent.
00:05:32
Speaker
They have that ability to just keep going when others would quit in a deal.
00:05:38
Speaker
To give you an example, guys like Jason Newby, he has an office here in San Diego.
00:05:44
Speaker
I actually met with their team last week.
00:05:46
Speaker
He's grown to about 40 reps, and I think he's only been at his solar company like two or three months now.
00:05:52
Speaker
He's got like 40 reps.
00:05:55
Speaker
And then one of his guys, we're probably going to have him on the show here, his first, I think first month and a half or so, he's closed almost 40 deals, something like that.
00:06:06
Speaker
And I'm like, man, Jason, what are you teaching these guys?
00:06:08
Speaker
What are you guys doing?
00:06:11
Speaker
And something that he tells his guys and that I know he himself does.
00:06:14
Speaker
I was on a little panel with him at the door to door conference that I went to, too.
00:06:20
Speaker
And he just says, Taylor, what we're doing is we're just not quitting.
00:06:24
Speaker
We're just persisting in deals.
00:06:27
Speaker
We're not really following up.
00:06:28
Speaker
They're not even doing any follow up.
00:06:30
Speaker
They're just going.
00:06:32
Speaker
Balls to the walls, just getting deals closed and just not taking no for an answer.
00:06:37
Speaker
Okay, obviously you're not going to be, you're not going to make people super mad.
00:06:42
Speaker
You got to be.
00:06:44
Speaker
You know, that sneaky, persistent.
00:06:46
Speaker
You can't be the guys that just keep taking nose, nose, nose, nose.
00:06:50
Speaker
And you're coming at them with the same thing.
00:06:52
Speaker
But what Jason does with his team is he's an expert at picking and rolling and just weaving through these objections, just being super assumptive and getting these deals locked down.
00:07:06
Speaker
And so it's something super important, just doing whatever it takes.
00:07:10
Speaker
And a story to go with it that I've experienced personally, a few weeks ago, it was on a Saturday.
00:07:17
Speaker
I was having a slower week.
00:07:18
Speaker
And I said, okay, today I don't care.
00:07:20
Speaker
I'm going to go out.
00:07:21
Speaker
I need to go same day deal.
00:07:23
Speaker
I think I only had, I don't know, I was at one close on the week.
00:07:26
Speaker
So I'm like, okay, need to finish with at least two.
00:07:29
Speaker
I'm going to go out Saturday and
00:07:31
Speaker
hit it hard and they go get that same day deal let's close them up let's lock it down so i had no idea what i was going to do but i came across this deal i'm knocking and it was actually like first or second door i knocked and he tells me he's already signed with another company he says i'm good i'm like oh cool no it's awesome
00:07:53
Speaker
uh yeah what company you sign with and we start getting into it just had a conversation that went less from a sales pitch to more just a conversation right which is something you all need to be doing think of any interaction you have as not a presentation not a sales pitch but a conversation with a human being in front of you so i just start chatting with him we start talking he tells me who he went with
00:08:19
Speaker
And lucky for me, it was a company I was super familiar with.
00:08:24
Speaker
I knew their sales process.
00:08:27
Speaker
I had friends that were, you know, reps of this company, things like that.
00:08:31
Speaker
So I'm like, cool.
00:08:32
Speaker
Well, you know what?
00:08:33
Speaker
We've had several people actually switch to our program from that.
00:08:37
Speaker
What I'll do, I'm just going to have our engineers take a look and then we'll get some info back for you.
00:08:42
Speaker
But yeah, we've been able to get several people, better program, better warranties.
00:08:49
Speaker
better equipment, and then also save them a bit more monthly on what they're paying.
00:08:54
Speaker
So let me see at least what I can get for you, and then I'll come back by when they're done.
00:08:58
Speaker
Okay, so I was super assumptive.
00:09:00
Speaker
I didn't say, are you okay if we come back, give you a comparison?
00:09:04
Speaker
I said, no, we're going to have them do this.
00:09:08
Speaker
And yeah, let's see what we can do for you.
00:09:09
Speaker
I'll be back.
00:09:11
Speaker
I'll pop back by.
00:09:12
Speaker
So it wasn't an appointment, it was a pop by.
00:09:15
Speaker
And that's what I did.
00:09:16
Speaker
So I came back, started going through everything.
00:09:19
Speaker
And if you guys listened to the previous episode, I talked about how important it is for you to know your competitors and actually know their contracts if possible, know what people signed.
00:09:31
Speaker
So lucky for me, I knew exactly what type of program this guy was in.
00:09:36
Speaker
I knew the ins and outs of what he had agreed to.
00:09:39
Speaker
And I helped him actually pull up his paperwork from the other company
00:09:43
Speaker
We went through it.
00:09:44
Speaker
I showed him, were you aware of this?
00:09:45
Speaker
And there's several things that I'm sure they didn't like, you know, lie to him or try to not tell him things.
00:09:51
Speaker
But things that he might have forgotten that weren't, you know, as beneficial for him.
00:09:57
Speaker
I went through all these things and it gave me such great credibility.
00:10:02
Speaker
I'm just showing him these things.
00:10:04
Speaker
I say, go to exhibit B, go to this point.
00:10:07
Speaker
And he saw that I knew, yeah, knew this competitor pretty well.
00:10:13
Speaker
So if you can do that, know your competitors.
00:10:15
Speaker
Talked about it in a previous episode.
00:10:18
Speaker
But I did whatever it took.
00:10:20
Speaker
He was not planning on switching.
00:10:22
Speaker
And then what I did is he got hit with the cancellation fee.
00:10:26
Speaker
But I said, no problem, we're going to take care of that.
00:10:29
Speaker
So really, I just did whatever I needed to.
00:10:32
Speaker
He kept on shooting objections, reasons why, even though he did want to switch, but reasons why he couldn't, reasons why it's too hard.
00:10:41
Speaker
And I just gave them an answer for everything.
00:10:44
Speaker
Oh, you got a cancellation fee?
00:10:46
Speaker
No worries.
00:10:46
Speaker
We'll help you get through that.
00:10:48
Speaker
Oh, your HOA is already reviewing your old design?
00:10:52
Speaker
Oh, no worries.
00:10:53
Speaker
Yeah, your neighbor actually, they went through the same thing.
00:10:55
Speaker
I told them stories of people that had switched to us that were that far along in the process and really just helped them feel that I was going to take care of them.
00:11:05
Speaker
I was going to give them the best offer and I was going to be there for them.
00:11:09
Speaker
So that's what set me apart and that's what helped me get that deal.
00:11:13
Speaker
But really just doing whatever it took and anything he came at me with, I gave him a solution.
Adaptability in Sales
00:11:19
Speaker
So help people find solutions, help people get what they want and you are going to be rewarded with deals.
00:11:26
Speaker
And then another, yeah, another actually situation just last weekend, I had a appointment.
00:11:35
Speaker
This was the next day appointment set on a Friday, went back on a Saturday.
00:11:39
Speaker
And it was pretty closed off.
00:11:41
Speaker
He was one of these guys wearing two-face masks.
00:11:44
Speaker
Any guy that you see, especially at this point, that's wearing double-face masks, I know they mean business.
00:11:50
Speaker
They're going to be tough clothes.
00:11:53
Speaker
I don't know what it is, but people coming at you with double-face masks, they're no joke.
00:11:59
Speaker
So he comes with two-face masks, comes to the door, and I had prepped him beforehand, I said, when I first set the appointment,
00:12:07
Speaker
I said, hey, we're going to be coming back and I'll come just inside your home.
00:12:11
Speaker
It's going to be on a computer.
00:12:12
Speaker
I have all the information, all the details with you.
00:12:15
Speaker
So when I pop by tomorrow, that's what we'll do.
00:12:18
Speaker
We'll go with you.
00:12:20
Speaker
And he told me he's like, OK.
00:12:22
Speaker
And when I came back to the house, he said, well, yeah, I don't feel comfortable with you coming in the home.
00:12:27
Speaker
So we're just going to have to go outside.
00:12:30
Speaker
So I didn't have much of a choice.
00:12:31
Speaker
He takes me outside.
00:12:33
Speaker
He refused to let me in inside the house.
00:12:35
Speaker
And we're just standing back on his AC unit.
00:12:38
Speaker
He says, just set your stuff here.
00:12:40
Speaker
Show me what you got.
00:12:41
Speaker
And I'm like, oh my gosh.
00:12:43
Speaker
Everyone knows that if you can't get inside the house, if you can't get at that kitchen table, you are fighting a major uphill battle.
00:12:52
Speaker
So I'm in his backyard.
00:12:54
Speaker
I know it's going to be a really tough close.
00:12:56
Speaker
But again, I'm just thinking, okay.
00:12:59
Speaker
What is this guy bought?
00:13:00
Speaker
He's bought lots of other things.
00:13:02
Speaker
I can close this.
00:13:04
Speaker
He's a buyer.
00:13:05
Speaker
And there's another thing that helps me a lot.
00:13:07
Speaker
Grant Cardone talks about this, but just look for things that they have bought.
00:13:11
Speaker
They have the Tesla out front.
00:13:12
Speaker
Do they have a camper?
00:13:16
Speaker
Look at their cars.
00:13:17
Speaker
Look at all the things they have purchased in the past.
00:13:19
Speaker
Okay.
00:13:20
Speaker
If you can build your evidence, this evidence in your head of things that they have purchased, okay.
00:13:25
Speaker
then that's going to help you.
00:13:27
Speaker
Even if you look for things that seem like silly that people would buy.
00:13:31
Speaker
It's like, okay, they have this, I don't know, this pile of junk here that they bought, they spent money on.
00:13:39
Speaker
Okay, they can definitely buy some solar.
00:13:41
Speaker
They can definitely let me help them out with solar if they're willing to go buy stuff like this.
00:13:46
Speaker
That's the little games I play in my head that helps me a ton.
00:13:50
Speaker
Just looking for that evidence of things they have purchased in the past.
00:13:53
Speaker
Okay, but we're going.
00:13:55
Speaker
I'm fighting the uphill battle.
00:13:57
Speaker
And my goal was just take it as far as I could.
00:13:59
Speaker
Okay, some of these, you know, it's going to be a tough close like this one.
00:14:04
Speaker
But take it as far as you can, see where it goes.
00:14:07
Speaker
And we go through it.
00:14:09
Speaker
He's skeptical.
00:14:10
Speaker
He's not wanting to sign today.
00:14:12
Speaker
But just pushing through the deal, just being assumptive, I eventually get him to close.
00:14:19
Speaker
I eventually get him to do the unthinkable that he was no way wanting to do that day.
00:14:24
Speaker
I said, okay, we're just going to get the ball rolling.
00:14:27
Speaker
We need to, did the takeaway.
00:14:29
Speaker
Hey, we need to see if we can get your home approved.
00:14:32
Speaker
We need to fill out these forms and then have our guys come check it.
00:14:36
Speaker
In the meantime, yeah, you can review it all.
00:14:38
Speaker
This is our agreement we're going to submit with you.
00:14:40
Speaker
You review it all.
00:14:42
Speaker
Worst case scenario, if you feel like something isn't working for you guys, by all means, let me know.
00:14:47
Speaker
And then no problems at all.
00:14:48
Speaker
We'll just scrap the whole thing.
00:14:50
Speaker
But this, I mean, obviously, if we get it approved on our end, you can't think of anything that wouldn't be beneficial for you.
00:14:58
Speaker
Right, Mr. Crestomer?
00:15:00
Speaker
See what he says.
00:15:01
Speaker
Do the little trial close.
00:15:02
Speaker
And he's like, no, everything looks good.
00:15:05
Speaker
Yeah, seems like it'd work for us.
00:15:08
Speaker
Great.
00:15:08
Speaker
Well, yeah, we'll just get a few forms in.
00:15:10
Speaker
They're just going to verify the credit.
00:15:12
Speaker
And then we'll fill out a couple of forms with you.
00:15:14
Speaker
You'll get everything that I told you in writing.
00:15:16
Speaker
Then we'll get this started for you.
00:15:19
Speaker
Then hopefully cross our fingers.
00:15:20
Speaker
It does go well on our end.
00:15:22
Speaker
Hopefully we don't have to turn your home down.
00:15:24
Speaker
But yeah, it's going great.
00:15:26
Speaker
Showed them a few testimonial videos.
00:15:29
Speaker
Got them sold on the credibility that we built with the people we had already helped in the neighborhood.
00:15:36
Speaker
So just do whatever it takes.
00:15:38
Speaker
Don't quit in deals.
00:15:39
Speaker
I see this so many times where people just quit in deals.
00:15:43
Speaker
They do not want to get to that uncomfortable point.
00:15:46
Speaker
And I still get super uncomfortable in almost every deal I go to because no one wants to sign up the first day.
00:15:53
Speaker
Everyone wants to think about it.
00:15:55
Speaker
Everyone wants to have 10 days to review the contract.
00:15:59
Speaker
But our job is to get people to take action.
00:16:02
Speaker
Our job is to get people to realize that by waiting, they're missing out on things.
00:16:07
Speaker
So have that mindset and really just think of yourself as someone serving.
00:16:12
Speaker
How many people are not going to do this because they get scared of waiting?
00:16:16
Speaker
How many people are not going to do this because they weren't dealing with someone that helped them understand the benefits and that helped them take that action?
00:16:24
Speaker
Okay, so that's the biggest thing
Taking Action & Engaging Listeners
00:16:26
Speaker
our industry needs is closers, guys that can close them on why they should have an appointment to see their solar proposal, which don't use those words, but have a pop by and see their solar information, right, or the words I use.
00:16:42
Speaker
So think of that as you're out there knocking, as you're out there setting appointments, as you're out closing deals.
00:16:49
Speaker
Just do whatever it takes.
00:16:52
Speaker
Think how far can you go
00:16:54
Speaker
How uncomfortable can you make it that they feel like they need to get in on this?
00:16:58
Speaker
Okay, and then use those tools.
00:17:01
Speaker
Guys, go check out Soul Society, the training platform.
00:17:04
Speaker
Get yourself a rep card, a physical card.
00:17:06
Speaker
And then last thing, send us questions.
00:17:10
Speaker
I love hearing from our listeners.
00:17:11
Speaker
What questions do you guys have?
00:17:13
Speaker
I went and talked to Jason Newby's team last week.
00:17:18
Speaker
Was able to go in for one of their trainings.
00:17:21
Speaker
And this is cool.
00:17:22
Speaker
Got to stand up here.
00:17:23
Speaker
Some of their questions that a lot of new guys have.
00:17:26
Speaker
So if you have suggestions on who you'd like to hear on the show, if you have a, I don't know, questions, concerns, anything you want us to jam on in the show, give you what's working for us here at Solarpreneur and yeah, have experts on, they can talk about it.
00:17:43
Speaker
Let us know.
00:17:44
Speaker
We'd love to check those things out.
00:17:46
Speaker
And thanks again for listening.
00:17:47
Speaker
We will see you guys on the next episode.
00:17:51
Speaker
Hey SolarPrinters, quick question.
00:17:53
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:18:02
Speaker
For the last three years I've been placed in the fortunate position to interview dozens of elite solar professionals.
00:18:08
Speaker
and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:18:14
Speaker
That's why I want to make a truly special announcement about the new solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
00:18:25
Speaker
and it's called Sol Society.
00:18:27
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:18:45
Speaker
Currently Sol Society is closed to the public and membership is by invitation only, but solopreneurs can go to solciety.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
00:18:59
Speaker
Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
00:19:11
Speaker
Thanks again for listening.
00:19:12
Speaker
We'll catch you again in the next episode.