265 GUEST How to Present Like a Pro, with Michael Angelo Caruso

You are listening to the art of sales. Everyone sells every day. And this is your source for conversational. Real-world sales and prospecting methods that you are comfortable using and that get results. You'll help people buy instead of pushing them into being sold. Here's your host, Art Subject. On this show, we primarily focus on the words we use as our messaging in order to be more effective and successful in sales. Of course, that's extremely important. And what is equally, if not more critical, is the way in which we speak and present those words. A poor delivery can damage an effective message and although I don't recommend a poor message, it can be viewed more favorably with a dynamic delivery. And today's guest is an expert at helping people be more effective communicators and will help you deliver your great message more effectively as well. Michael Angelo Cruz, who teaches people how to be better speakers and presenters so they can help more people and amp up their careers. He utilizes his unique background in the technology sector and a separate career in the entertainment business. We're going to want to know about that. To deliver keynote speeches that feel like a combination of your best teacher and your favorite comedian. Michael is known for getting extremely fast results with his clients. He can make anyone a better communicator and regularly demonstrates his effective communication strategies by helping audience members improve during his presentation. He's worked with Hallmark, Bank of America, Verizon Wireless, Rayevac, Sikko, Nissan, the United States Navy and the list goes on. And he also shares a massive amount of training on his YouTube channel where he has over a thousand videos. Michael, welcome. Hey Art, it's great to be with you. Thanks for the invitation. Thank you so much for being with us again. Michael shared some great material with us for our inner circle group not too long ago and I knew we had to have him on the podcast so we could share with the world, at least the world of my listeners here. And we tease something there in your introduction about how you were in the entertainment business. We're going to get to that in a minute. One question I always like to start with with all of my guests is, what was your first paid sales show? Well, I'm thinking back. And in the 1980s, my brother and I were reps representatives for a local studio where we had done some recording. We played in a touring rock band. And the studio was called Studio A, was in Dearborn, Michigan. And Dearborn, as you know, is automotive headquarters, Detroit now, in general. And we were charged with going out to these ad agencies art and knocking on doors and getting their attention and getting some part of their ad budget over to Studio A. As I think back on it, we were terrible failures for a bunch of reasons, but it was my first paid sales gig. What were some of those reasons? What are some things that you learned there that you still use and teach today? Yeah, one of those things is the old basic dress for success. You know, we were young rock and rollers in the time. We didn't really have a wardrobe. Our best clothes were our stage clothes. So we were putting on modified versions of our rock and roll outfits and going to these, you know, button up ad agencies trying to get in the door. And I'm real sure the screeners took one look at us and said, you know, we're going to pretend to tell that guy you're here, but then we're going to tell you he's too busy to see you today. We got moved to the back of the line more times than you can count just on appearance. So that's one lesson. A second lesson was we learned, we did get in to see a couple guys, is you get to bring it, man, you get one good first impression with people. And if you muff it, or you don't seem like the real deal, again, out back of the line, and they'll never tell you that you didn't have it. They'll just say, oh, look at the time. I've got another call. They all have little code systems with their screeners. You know, the screener just comes right back in and gets you. We're going to focus on that, the presentation part and making that impression. But let's get back to what you just mentioned about the entertainment business and being a rock and roller. Tell our audience about that. Yeah. My first real job, it was a non-sales job, was playing in the rock band. So I toured the country with my brothers. I have three brothers, and we were kind of like the first boy band. So we toured North America, opening for acts like Rick Springfield, Corey Hart, Joan Jet. It was my first experience on stage in front of audiences. I didn't know it at the time, but it was bootcamp for becoming a speaker later on. Actually, you weren't sales, weren't you? Yeah, you know, as I was saying that, I'm thinking I did a lot of selling in that position. Persuasion being what it is, I was the business part of the band, along with my brother Joe. So we were selling the band to club owners for play dates, show dates. And as I think about it now, even when we were on stage, we were selling the audience on getting out of their asses to get on the dance floor to dance and enjoy themselves. We would solicit for rounds of applause for the guitar solo that just happened. So these persuasion loops were ever present in our lives. And if you were in front of a microphone, you better find a way to make it happen. I didn't tell you this before, maybe I did a long time ago. But I was kind of in the entertainment business as well. For four years all during college, I was a DJ for wedding receptions and parties. And did over 400 wedding. So we both had the same goal. And that was to get people off their butts out on the dance floor. And that was sales because if you weren't playing the right music, people would just sit down. And as you know, if you had a flow going and then you would play something that was just stupid, they would look at you and say, why are you doing this? Had a lot to do with reading the audience. I think it contributed to both of our careers, obviously. Okay, so let's talk about what you're doing now. And that is being an expert in helping people be more effective in their communication. Both as a speaker and a presenter, talk about the importance of being effective in sales with the messages and the impressions that we're making and the way in which we're presenting. So I think it's a lot, I don't know what it is about the sales trade art. And I know you've seen this in your vast experience in sales and teaching sales, specifically telephone sales. I'm a big fan of your work. I love all of your content. I've seen this tendency to wing it in the sales trade. It's more prevalent in sales perhaps than in any industry. You cannot wing it in tech, you know. But sales people, man, it is just an amazing preponderance of people that think they don't need to practice. They don't need a ten-word close. They don't need to read a book on selling once in a while. And this winging it thing is dangerous because there are people out there that will eat your lunch. That's something that I've noticed coming up. When you get to talk to people who are actually students of the trade or trade craft, I think you start looking at techniques that would give you a differential compared to the other people that do what we do. An example of a differential for the average salesperson art when they get a gig, when they get a chance to do a sales presentation. You know, personal pronouns are the buzz right now. The personal pronoun that every salesperson likes is my, my, mine, me, I, right? Listen to the pitch. Listen, I have a great product I want to tell you about. I would like to give you a presentation. Show you my slide deck. My calendar is free next Tuesday or Thursday. Can I have 30 minutes of your time? You know, it's all about me, man. And I think it should be the opposite. And somehow because of this egocentric, I've got this lack of reality. It tends to have salespeople winging it way too often. This is my observation. You're preaching to the choir here and you audience can't see us, but we can see each other. And I'm nodding my head and laughing because I've been preaching this forever. And that anytime I see someone or hear someone say, oh, don't work for anything prepared. You can just be yourself and just wing it. It just pains me. And those people lose all credibility. Because that would be like saying, well, I sure hope my airline pilot is winging it today or my hurts. Yeah, just be yourself. And the thing is, is that when we're prepared, it helps us to not sound like that we're reading from a script. Right? Just kind of like an actor is working from something's prepared. We would never know that. But the key is being totally prepared. And you mentioned the, again, the key we're there too, which is the practice totally on board with your brother here. Yeah. The other thing that you mentioned was, what was the second thing that you mentioned? I got so caught up on the winging. Well, we were talking about, I kind of alluded to a couple of examples. One was this idea of winging it. Another one is actually actually preparing in some capacity, right? When I'm out talking sales to people, because I teach presentation skills, I find myself in front of sales teams. They know that their sales presentations are key. Maybe the sales manager knows that if they don't know. Sometimes I'll mention something called the ten-word close. Now, I didn't invent the concept. But are people in the audience, these sales people looking for shortcuts, looking for memes, you know, and heuristics, the shortcuts that they think will deliver them? They hear ten-word close and they go, what is it? And I have to bring them down back down to earth because it's not a ten-word close. It's the concept of a ten-word close. There are ten words in your industry in a certain combination with a certain delivery that are more persuasive than almost any other ten words. And then they go, well, I know, but tell me what they are. And I'm like, I don't know what they are for you. I know what my ten-word close is because I've bothered to craft it and test it and try other things that don't perform as well. And then I'll take them through if it's part of the program and if we have time, I'll take them through that exercise that allows them to start to see what that ten-word close could be for them. But it's not the shortcut is my point. All too often sales people are looking for the easy button, the magic phrase, the secret sauce, as opposed to doing the work. And figuring out what is it where I can get my prospect to the point where we can run the ball in from the one foot. And I saw one of your videos where, again, one of the same page here, that the close isn't this magic moment in the presentation. It's a culmination of doing everything else right up to that point. No, I thought about what I had forgot that you had mentioned because I got so excited when you were talking about not winging it. And that is not being about ourselves, the me and my and I, but being about them. So kind of the ironic thing here about this is that we're talking about being more effective as presenters, but really we need to be more effective at listening so that what we do say then is going to have more impact. Yeah, and I teach a something called the reverse presentation. You probably have your version of it. The reverse presentation is helps people understand that it's not that your sales presentation is not just about you speaking, you presenting. And the reverse presentation, what we have you doing versus having them give their presentation, the prospect give their presentation to you. And this is where you hear all those catch phrases. That's when they help you identify the pain. That's when they tell you their background. That's when they tell you the problem with their current vendor. And all this information goes into your brain right goes into the blender because you're about to serve it right back to them in your presentation. If you come in cold without the benefit of the reverse presentation, you're guessing at everything that you do. You're guessing at what the 26 slides should be about. You're guessing how you should open. You're guessing how you should close and you're winging it. I do teach the same thing. I've got a different name for it. I call it having them write the presentation for you. There you go. Because really, if you think about it, if we ask the right questions, they're going to tell us exactly what we need to say and do in order to help them buy. And really, we should be using their words back to them because people are not going to argue with what they said. They might argue with what we say. One of those old guys, I don't know if it's Tom Hopkins or whoever, I mean, it just goes way back. One of the first things I learned in sales and it was so exciting to me to hear this. They said, if you're closing correctly, you don't need to close it all because from the opening to the end, call it a close if you want, but from the opening of when you say hello until you say goodbye, it's supposed, it's supposed to be organic and natural and flowing, right? There's no, there's no clapboard. Hollywood clapboard that comes down and says, okay, time to close. Okay, time to try out clothes. This is supposed to be like just a continuous seamless process. But I've been with salespeople doing ride-alongs where you can almost see their body language shift when it's time to close. They go into a different physiology because they're so, it's so jarring to the system. Even for them and they know the clothes is coming. Imagine how the other guy feels. One question I always ask sales reps in my presentations is if you've done everything right all the way through your sales conversation, what would they say at the end theoretically? How do I get it? How much can I have it by Tuesday? All the questions that you just you can't wait to get to at the end is you know, there's like this little pressure cooker inside every sales presentation because you're watching your clock because you got to get to the next thing and you know, you think to get the clothes by minute 42 in a 60 minute presentation, otherwise you're going to be short-changed, always protect the clothes. So there's all this, it's like a pressure cooker in your head and it's just hard to be natural under those conditions. Yeah, I find that too often sales reps tense up when it's time to in that last play. If somebody doesn't volunteer to say, oh, which let's face it, they're not going to most of the time. We still need to run that last play. Yes, too often salespeople tense up. And then like you said, their physiology changes, their voice changes and it's kind of like, well, what do you think you want to go into? We don't want to like hear them short-change the last question. They'll ask something that requires explanation. They go, so anyway, are you ready to go on this? And I go, my God, what just happened? Like somebody pressed fast forward. It's just so unnatural. One simple exercise we do in training quite often is that I'll tell everybody, okay, right now what we're going to do, I'm going to put you on the spot, we're going to go around the room. And I want you to give me one method that you use to ask for the business where you're leaving no doubt. And some people can do it just very naturally, conversational and say, well, should we go ahead and get it set up? Other times people are like, what other people say? Well, it's a pretty good deal. What do you think? And I'll say, oh, I think it's okay. And then I'll ask them, did you just ask for the business or just ask for an opinion? Because sometimes just like a slow motion icicle coming off of it, coming off the oning, you know, the railing outside. And you're like, come on, man, get it together. All right, all good stuff. We veered off a little bit from what we're here to talk about, which is people being more effective when they're presenting and speaking. What are some tips that you have that sales people can use and maybe practice all the time to just make themselves better and more dynamic speakers and communicators? If I had five minutes with almost any salesperson, like a speed, like a game show, and I had five minutes to make that person better, I would go to work on authenticity. Because in order to close, in order for someone to really trust you, you have to be authentic and to be authentic, you have to be believable and to be believable, you must be natural. But it is unnatural to do these things the way we've been talking about doing them. So we've got to get out of that, that kind of ecosystem where it's unnatural and get into something that's a little bit more authentic. So I spend a lot of time with people on active listening skills. This is an audio recording, so I'll describe what I'm doing as I do it. I'll give you three examples of active listening. One would be, for example, I would move one of my hands to the lower part of my face, say under my chin, and I'm affecting everybody. This pose that I'm stroking my beard, I'm listening right now. I'd have to stop talking, of course. But I'm listening to what's happening, maybe nodding my head just imperceptively, maybe crinkling my eyes a little bit as if, boy, I really like what you're saying there. Because the other person sees this, they pick up on it and they say, this person's really listening to me. Never forget sales, brethren, that we are competing against people who have skill sets that are far superior to ours. And God help you if the guy that just walked out is an excellent communicator and you're not. God help you if the guy that just walked out made that other person feel loved and listened to, and you haven't figured that out yet. And active listening skills can get you there. Another active listening technique, the second one I want to share with your listeners art is the pen that when you are writing things down, and there's an art form to this, get it, but I did their art form. I saw that. There's an art form to this as well, because you don't want to just put your head down and show them the top of your head and just keep writing, writing, writing, writing. It's too much. You've got to just make sure that they feel you're capturing the essence of what they're saying. This shows you're a person that's paying attention. It shows that you're married to details. It shows that you're likely to follow through because you're taking notes. And also, during the reverse presentation, if you're taking those notes, you can recapitulate the very words that they use with you back to them when you when you proceed with the sales presentation. So there are lots of advantages to just writing stuff down. So the two techniques so far are the, it's called the thinker pose, which is moving your hand to the lower part of your face. It's based on Rodan's statue, the thinker. The second technique is writing things down. And the third is, and everybody knows this one, because you learn it pretty early, this paraphrasing of what the other guy or gal says to you. So there's it like it's like this little somebody told me one time art. There's a Pete, which is you telling me something. There's a repeat, which is me saying it back to you. And there's something called the three Pete, which is the first person saying back to the second person, I understand that you understand that I understand. And this is lovely. It takes time, but it's got to be baked into the communication fabric of the presentation. Are you using those exact words or what's an example of that? Sure. So if the person says early on when you're asking them, you know, why'd you take a meeting with me today, which by the way, a very powerful opening question. Sometimes you can, you can go Colombo, you can pretend not to know, you can be just genuinely curious. It looks like you're very successful. I'm sure you've got vendors already tell me why you took the meeting today. And sometimes I just tell you right away, I'm unhappy with my current vendor. I mean, given enough time, you could probably figure this out, but he's going to volunteer that minute two. And that's the only drag and you need to slay. Get in front of it, man. Tell me why you took the meeting today. And they go, well, I'm unhappy with my current vendor. And okay, tell me more. And they go, listen, here's the phrase now. I'm up all night, every night wondering if this guy's going to follow through. So there's the phrase, right? Up, watch, I got my pen in my hand, everybody. I'm writing it down. He's up all night, right? So later, when it's time to pitch, pitch, meaning I'm getting close to my, uh, profering, my value prop, I'm going to say, I'd like it so that you're not up all night anymore. I'm the solution to your problem because I am a terrific communicator. I follow through with details like crazy. And if you give me a chance, if you give me one chance to deliver, I will prove it to you. May I have an order from you today so that I can prove it. And people love it. And even right now, for those of you that can't see, aren't just moved his hand to the bottom part of his face. Catch. So hopefully those three techniques will be useful to your listener, the hand to the bottom of the face, the writing down and that paraphrasing using their exact language back, not on them, but with them. And I want to highlight a piece of pure gold that you shared there. And I want to make sure people write this one down. I don't believe I've heard this taught before. And that is asking the question, when let's say you prospected the person, you got them to agree to the meeting, but then you start out the meeting with. So tell me, why did you take the meeting today? That is, that's fricking brilliance. Now I might soften that a little bit because sometimes I run it through what I call the smart ass filter. This smart ass filter is, if I'm going to use something, how might a smart ass respond to it? So somebody might say, well, because you called me. So now I'm thinking I could soften that with Michael. I know that I was persistent and I had several attempts at outreach, which you finally agreed to take my call. We had a conversation. You took the meeting. I'm just kind of curious, what was it about what I said that caused you to meet with me today? Yeah, I highly recommend softening because the smart ass works in both directions. They could think you're a smart ass and too flip and too New York by coming in hard like that. It's called, it's a cousin to the right angle close. You know that you're going down a path and then old said you ask a question that has nothing to do with what's been going on. That's what's happening when we just say sure has been raining a lot. So tell me why you took the meeting today. Right turn, right? I'm just trying to try to jag you a little bit and it won't work with certain people. Hello, everyone. Nothing works all the time. That's why you have to have so many tools in your tool belt. I learned to do that question art on Mike when I'm closing. I have a pretty expensive sales class. It's not sales. It's a speaking class. It's called present like a pro, but I have to sell them the class. And I know because it's four digits, I've got to really lay some great groundwork to establish the value. So I need to know how serious they are at the beginning of this one hour call because a lot of times they're on my calendar because they saw a link on LinkedIn that I put in play months ago. And it's just they're seeing it now. I don't know where they're coming from. I don't know where they're heads at. So I need to qualify them really early. Is this going to be a one hour call for me or a six minute call for me because I'll help them. I just may not want to stay on the whole time depending on how serious they are about their trade or becoming a better speaker. And so I'll open with remind me how we know each other. Tell me why you took the call today or why you booked the call because they had to actually get on my calendar. Why'd you book the call? And why? Okay, so follow up you mentioned they'll say, well, I need to get better at speaking. And I go, yeah, but you just told me you've been in business now for 12 years. Why do you need to get better now? Because there's some reason. And if there's urgency that I can address the urgency in my sales presentation, right? Yeah, finding out the why behind the why. There you go, digging deeper. I know that you you have this course, which we want to get the link to here in a minute in that you're helping people be more effective public or even professional speakers. What little advice can you give us right now or maybe for someone who's going to present to a group, but they hate doing that. I'm sure you hear that all the time. They have a figure of it. What are some tips you could give to them? Alright, so let's do this. Let's let's be clear about the fact that all sales presentations should have a call to action. Because not apparently not everybody who gives a presentation knows this. I'd like to have a dollar for every time somebody has ended a presentation by saying, well, that's all the information I have for you today. And I'm like, oh my gosh, you just had us captivated for 20 minutes. Now you're not going to ask us to do something. What is the matter with you? Every time you give a presentation, you are selling something. You are selling a website. You are selling a web form. You're selling an idea set to them, right? Tell the audience what you want them to do at the end of your talk. You will never have them at an emotional state again. So even if you're not in sales and I know all of you are, but even if you're giving a presentation that's not, quote, a sell, a sale, get them to do something. If nothing else, it's good practice. Michael, you've shared so much great information with us here today and people can go to your YouTube channel to get tons more. And I'm going to ask you to share all of this at the end here, but what final advice do you have for sales people in today's environment where we're all bombarded with hundreds of messages all day long every day? What can we do as communicators to stand out and be different from the rest of the crowd? Fascinating question. I think about, think about your communication message like a piece of sushi everybody. So, I don't know if you've had sushi, but the idea with sushi is it's a compact little piece of combination, a food combination. And some of the, some of the sushi is bitter and that hits a certain part of your mouth. Some of it's salty. Some of it's cold. Some of it might be hot. And it hits all the different parts of your mouth. That's what makes sushi such a unique experience. Your reach out to your prospects, the coldest ones out there has to be a piece of sushi. So, how do you get that? How do you get all that flavor in one little message? Well, you can change the modality of the message. If everyone else is emailing, you should dial the phone. If everyone else is calling, you should try a overnight FedEx package if you can afford it on your budget. When everybody else says, hello, you want to say something else. There are ways to differentiate yourself from the rest of the people. For God's sake, stop saying what everybody else says. Because this is sales speak everybody and you flag yourself as a pain in the ass right at the get when you say, oh, thank you for picking up. Do you have a minute to talk? You know who says that? Sales people. That's right. Of course, the more we can customize and tailor a message to the individual, the more effective we're going to be. And just as an aside, I got to share with you probably one of the most unique outreaches that I've ever received in all my years. I received an email that started to look like any other pitch email that the guy started out with art. I love the art of sales podcast and I am going through your smart calling book right now. I love it. And I have a message for you. I didn't want to share it here in this email. So what I've done is I've created a web page for you and it's at artsubcheck.me. And he said, yes, I have purchased the URL and I put up a web page there with my customized message to you. So here's the link. Holy crap. What was this guy selling? As a copywriter, he wanted to take one of my products and he was explaining how he could generate like another $100,000 in the next month just by taking an existing product. And it's certainly got my attention and got to reply. That was the epitome of personalization and going the extra mile. That's for sure. Now, this one is predicated on you having the prospect cell number. But instead of sending a text, you would send what's called a voice text. Lots of people are doing them these days. It can't be pitchy. The idea for the voice text everybody is to get them the tone of your voice, the timbre. If you have a personality and it comes out in your voice, art has a very expressive voice. He would be great on voice text. But humor also, but be careful with humor because all humor pokes fun at someone or something. But voice text is another great idea to change it up so that people look at you differently. Oh, wait, what's this now? That is a great idea. I'm still a little hesitant with people using cell numbers. Unless that's the typical way that people prefer to be contacted or if that's the number that they sell a little bit too quick. Obviously, it's more accepted today because only a few of us dinosaurs still have a landline. But I do think people sometimes see that coming in and go, you know, I didn't give him my number. So you do have to be careful of that. Yeah, and you got to be prepared if they get defensive right away or how did you get my number? Do not fall over yourself apologizing, make it about them and say, well, the reason I reached out to you this way is that I really have something here that I think is going to help you and immediately get into your possible value. Nice. All right, Michael, we're going to get to your contact information, all the other goodies here in a second, but everybody you know what time it is. You had it to be, yeah, never will you never feel what they say. It's the art of the sales squad of the day. That's right. It's time for the quote of the day. Michael, a regular feature here on the show is the quote of the day. And I know you've been inspired by many people in your life and your career journey. So what's one quote that's especially meaningful for you and why? The quote comes from my favorite sales book ever. It's been out a long time now. The guy's name is Mahan Kalsa. You probably know him art. Mahan Kalsa. K-A-H-L-S-A. Kalsa. He was one of Kavi's boys back in the day. He wrote a book called Let's Get Real or Let's Not Play. It's particularly good if you're doing complex sales or high ticket items. It's a two word quote and I did the audiobook and Kalsa has kind of like this Brian Cranston from Breaking Bad. Brian Cranston's got this deep kind of a preacher, a bully pulpit kind of a voice like this, you know. And what he said in the book over and over again, he says, he says that we submit proposals way too quickly because we're guessing at what the people want. Because the last ten prospects wanted this, we're going to write now a template presentation. We're just going to tweak it a little bit and get pretty close to what he wants. And Kalsa says, no, you've got to get to exactly what he wants. You've got to quote precisely what he wants because that is the ideal perfect solution. And so his two word quote was, no guessing. And he said it over and over in the book and it's just like in the back of my brain step now waiting for me when I'm ready to submit a quote proposal to somebody. I often delay proposals just so I can get back on the phone and I say, you know, I'm polishing up your proposal. I just have one more question. Tell me again about this thing because I was guessing unless he tells me exactly what he wants and it got by me the first time. I'm not too embarrassed to say that. I do not want to submit something that's not going to be exactly what he wants. So that's the quote, no guessing. Love that. I got the book on the shelf here somewhere. I'm going to have to pull that out. But I'm going to remember that for sure. No guessing. And I agree with you on the proposal and I agree with him on the proposal thing. I learned a long time ago. I'd rather send out agreements than proposals. Yeah. Why not take it all the way through right now and I've been doing this for a long time. I'll tell people exactly what's going to be in a proposal. And I'll say if I put this in a proposal, would you agree to it? Great. Save a lot of time. French call that a fate of complete. Michael, thank you so much. Share with our audience how people can connect with you, how they can get more of you, anything else that you have available. And of course, you're speaking course as well. Sure. Thank you, Art. Available. And by the way, I've enjoyed this so much today. It's such a pleasure to talk with a professional and somebody who gets it. And you've helped so many people through the years, including me. It's an honor to be on your podcast. Thank you for the invitation. Well, you're welcome. You're too kind and thank you for sharing. And we can go on and on here with this. Yeah. And then you'd like me to go on and on about you. And more, more. All right, everybody. So if you'd like to learn in YouTube's a great place, Michael, Angelo, Caruso, channel on YouTube. There's actually a selling playlist. Now, when you subscribe to a YouTube channel and you want to hear from the guy, make sure you click that silver notification bell. And then you'll be notified every time I drop a video, which Art will tell you is almost every day. Thanks to the pandemic. I got in the habit of posting a video every day during the pandemic. The present like a pro course, you cannot sign up for it. You have to audition through me. I mentioned that earlier. You got to spend some time with me so I can make sure we're a good fit. If we're not a good fit, I will not invite you to enroll. And I am 100% sure I can help you. You get the invitation. So to get the call and to get on my calendar, it's Michael Angelo Caruso.com forward slash talk. Michael is M-I-C-H-A-E-L, Angelo, A-N-G-E-L-O, C-A-R-U-S-O, and then dot com forward slash talk. I'll send it to Art so he can put it in the notes for you everybody. I've got websites and on social, I hope we can get connect there and stay in touch. We're all in this together, everybody. So it's nice to be in the boat with you. What do you say we all start rowing at the same time and make something happen? Agreed. We are in this profession to help people and the more people we can help, the more they're going to help other people as well. Everybody, I encourage you to take advantage of Michael's resources, not just on sales, but on communication, because whatever you do in life, you're communicating. And by the way, share his resources with other people around you, or even if they don't have sales in their title, they're still a communicator, and they'll be more effective at whatever they do. Michael, thank you again and everybody. Thank you so much for investing your valuable sales time with us today. Until next time, go out and make it your best sales day ever. I'm Art Sup Check. Thank you.