The Grow Show: Business Growth Stories from the Frontlines
The Grow Show: Business Growth Stories from the Frontlines
The Entrepreneur's Cheat Code: Omni-channel Marketing
At the heart of this episode, Scott Scully and Jeff Winters delve into the evolution of their prospecting approach, highlighting the power of an omni-channel strategy. Starting with a call-only model, they gradually expanded to include email, LinkedIn, social retargeting, and direct mail - a journey that mirrors the changing landscape of lead generation.
Scott shares compelling statistics, revealing that an omni-channel approach can lead to a 30% higher response rate and a 50% increase in conversions. The hosts discuss how this multi-faceted approach helps turn cold calls into warm interactions, as prospects are already familiar with the brand through various touchpoints.
Addressing a controversial claim that most people are not fit for cold outreach, Scott and Jeff passionately disagree, sharing inspiring stories of executives who initially struggled but ultimately excelled. They emphasize the benefits of an account-based marketing strategy, where multiple channels are strategically employed to target a specific group of prospects, driving meaningful engagement and sales success.
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Nothing could stop me.
Scott Scully:What's up? Grow nation, welcome back to the Grow show. My name is Scott Scully. I'm here with my partner in growth, Jeff winters, how are you, Jeff? I
Jeff Winters:am. I'm let me, I want to give you a good answer. I'm not gonna. I am. I'm great, great time of the year right now.
Scott Scully:I agree. Feels like things are heating up. It
Jeff Winters:does this like q3 q4 minus the getting dark early thing, the getting dark early thing. It's it comes on so fast.
Scott Scully:Yes, I agree. But I love the fall. I love this temperature. I'd take it all year long, yeah,
Jeff Winters:but it, you know, in St Louis and me, wherever you live, I'm sure it's different. We have, like, seven good days of weather.
Scott Scully:That is true. It's too hot, it's
Jeff Winters:too cold, and, like, we got it right now, just now get outside.
Scott Scully:Yes, from 100 to 30 in a week in St Louis. Well, we want to wish our partner well this weekend, he's at a wedding, I'm sure, having fun, probably on a plane right now as we speak. So today it'll be up to us.
Jeff Winters:You guys are always at weddings. I have no weddings. It's like no one invites me to weddings, and I also don't want to be invited. Yeah,
Scott Scully:I mean, you've talked on this show
Jeff Winters:about weddings, I don't want to go to a wedding.
Scott Scully:Well, you're getting your wish
Unknown:all. Your wisdom.
Scott Scully:All right, so I'm walking down the street in my neighborhood, and someone pulls me aside and said, I want to thank you. I said, Okay, for what I said, I want to thank you for sheriff winters, combing the pastures of LinkedIn, so full of it, and making sure that there's not bullshit online.
Jeff Winters:Thank you.
Scott Scully:You don't think that happened.
Jeff Winters:I wanted, I want to believe it did. A
Scott Scully:lot of listeners.
Jeff Winters:I want to believe it did. I was reading something. I
Scott Scully:walked past your mom, yeah, you walked past my mother,
Jeff Winters:yeah. I was reading something earlier on LinkedIn, talking about how bad the advice is on LinkedIn, and I just, I commented, and you all will see it, I said it's not all bad, some of it's good, but we got to separate the good from the bad, the fact from the fiction, the truth from the lies. And that's what I'm here to do today. Our first truth comes from Oh, I like this. Kevin Dorsey, and right before the podcast, right before Scott came on, I was going, me, me, me, me, I was warming up because I love warming. I can't do things cold. Kevin Dorsey says, sellers, stop going into your calls cold. You wouldn't go play a sport without warming up stretching. So why do we do this in sales. This is really thoughtful. Do some rapid fire warm up before that. Call Blitz. Do some hot potato objection handling before that demo. Call, do some short, punchy practice sessions before the big pricing or proposal. Call, stop going in cold. Play it out in your mind. Then let the words actually come out of your mouth before the calls beginning, warm up. Get the marbles out of your mouth, prepare for what's to come. Fun. Love it. I know truth.
Scott Scully:Yes, I have one thing to say about this, and it is, to me, it's best practice. There's a lot of conversation about just narrowing down the people that you're selling to, right? Just get rid of the waste. If they're not in the market right now, why talk to them? That's a whole other discussion. But one of the reasons why I think that they should be in conversations all day, even if they're not gonna buy right, is this, and you put your couple maybe less qualified meetings in the morning so that you can have full presentations and interaction. And the worst case scenario is you get a referral, you know, or or they're a future customer, but you warm up, so by the third, by 11 o'clock, you're, you're in it to win it.
Jeff Winters:I've, I've been on as many sales calls as I've been very fortunate. I came right out of college and I had reps. I've had so many reps, it doesn't matter if I come in to a morning. I get to the office at 730 my first calls at eight. It's a sales call. I'm a little fumbly, and everyone is. I do what Scott says, That's a great add on take put your less exciting calls First, your less promising calls first. So you can get in a rhythm. You got to get in the rhythm. Why do we do that is really stupid, when you think about it.
Scott Scully:It's just, you know, you get in a hurry, right, and you just don't slow down and think about tomorrow and where meetings should be. And it goes deeper than that. Obviously, where's the market, what's the industry? Just has to be specific.
Jeff Winters:But you got to warm up. There's nothing else where you don't warm up
Scott Scully:everything else, everything else in life, good call.
Jeff Winters:I've never even seen that. I like that. Love
Scott Scully:it. Truth, truth. Hard to follow.
Jeff Winters:Stacy Westbrook, the CEO leadership change at Nike. So sidebar, for those that don't know, Nike brought back like an old, very long tenured brand person, the CEO change at Nike signals the return of the Big B brand as critical, critical to effective business strategies, if paraphrasing the rest a refresh to your brand, can help people's change their minds about your business, and we're going through this now, I think we fully agree with how important the brand can be.
Scott Scully:Yes, yes, truth. Even more powerful, if there's an individual connected to the company that is the brand, right? Sometimes it's hard to do as a smaller company, unless you're an individual coach speaker, right? But you see these big brands that are successful pulling more and more, pulling these spokes people in and really tying them into the brand, giving them locations, putting them in charge, putting them on, putting them on the management team, and selling that brand, like, Shaq, right? Yep. Like, yeah,
Jeff Winters:and it's not B to C exclusive. Your B to B company needs a great brand. You don't think it does, perhaps because you're thinking to yourself, yeah, do I want to spend the money there? What's going to be the ROI next year on my brand? I'm going to spend $20,000 or$30,000 on a new site and a new logo. Is that really gonna pay off? Nah, let's kick it down the road, and then you kick it down the road a year, and then you kick it down a road two years, and then you kick it down the road five years, and all of a sudden, you don't have a brand. It looks like crap, and you look like a company that people don't want to do business with.
Scott Scully:The what is the gecko? Geico? Geico? Right? Love Geico. I would have loved to have been in that meeting where that was presented. Like, here's what I think we should do. I'm sure more than half the rooms like you are nuts. I think they're glad they did it. You
Jeff Winters:think there's, like, three options on that one? They were like, look, we got two really good ones. And then we got this kind of, we got this guy, we got this guy, like Lester, he's, he's kind of, he's, but he's got some sometimes, let me just so the first two are this, and the third one's a duck. The duck, did I miss this other,
Scott Scully:there's another brand,
Jeff Winters:that one I'm talking about that one, the one with the duck. Let's go with the duck.
Scott Scully:Build your brand. Truth, truth the duck.
Jeff Winters:Lester thinks we should go with, I don't know a duck. Let's do it all right. I'm gonna look up. Which company that can you look up? Who does the duck? It's Aflac. Is the duck? Okay? My bad. Lester works for Aflac. Let's go with the fucking duck.
Scott Scully:They copied Geico. They're like, they've got a gecko. Let's
Jeff Winters:go with the duck. Oh, the gecko. Yeah, the gecko. Screw. They were
Scott Scully:second out, and the duck worked too. What are we going with? I
Jeff Winters:think they got a GEICO. I'm thinking we go with the duck. Oh, it's great. See, marketing works all right. Now to the lie. I don't like this. Jason says, God, this post feels super negative, but some of you need this reality check. Most humans are not a fit for cold outbound rules. World class outbounders get rejected, ignored at a rate of 90. Percent is your org moving to a more outbound led sales motion. You might have a bunch of reps and leaders who are no longer a fit. It sucks. Most. This really upsets me. Most humans are not I think people think this. Most humans are not a fit for cold outbound rules. Most. Here's why this upsets me, and then I'll kick it to you. I to you, because I know that we have a lot of people here, some of whom are in executive management right now, who you who would not be at this company, in those jobs if they had listened to this advice, because on their first few days, they were under their desk. They hated it. It was awful. They weren't the prototypical person who would be okay getting rejected. But you know what they did? They stuck with it. They got great at it, and then they managed people, and then they directed, and now they VP, and now they EVP, and some of those people are most amazing executives, and they wouldn't trade the experience being an outbound for anything in the
Scott Scully:world. Incredible points. I'm going to add one thing. So I'm a person that doesn't, let's say I'm coming in, and I'm a person that doesn't necessarily classify myself as a salesperson. I'm not a chatty talk a lot gregarious person. So I'm thinking, I'm not going to do well at this, but I will tell you that the opposite of that, a lot of times, is more successful because they want to get on the phone and then ask a question as fast as humanly possible, so they can shut up and the other person can do the talking. And that's actually what you want to have happen, right? I'll never forget when I entered sales, which I never thought that I would do, and I'm in front of a car dealer, right, that's been running a dealership for years, and, like, scared shitless. So I just said, I gotta ask this guy how he got into the car business, or just started asking him questions. Of course, people like to talk about themselves, and I learned that in a hurry, I just have to ask really good questions. They talk, talk, talk, talk, and then they'll give me exactly what I need. Then I'll give them the answer sold the best person A lot of times in doing this cold outbound is not the person that you think would be. Yeah,
Jeff Winters:and certainly, if this is being used as an excuse by sellers to not add this to their portfolio of stuff they got to do every day, then, then it could even be a cop out. I think you got to be really careful saying that a group of people can't do things based on their personality inclinations. I think that's a dangerous game, and I think
Scott Scully:it's a lie. Nice job.
Jeff Winters:That was good. Good day. Hell yeah,
Scott Scully:I'm proud of you. Proud to really become a substantial sheriff.
Jeff Winters:Let's go for that. Let's go with the duck.
Scott Scully:We're we're going to be having some pretty fun conversations about what animal we're going to be using. That's right. All right, I am excited about today. I'm not excited that that Eric's gone. We, of course, are going to miss him, but what I'm excited about is we're going to take Eric's section right mining for growth gold, and the section that I usually do in the 50 for 50, and we're going to pull them together, and we're going to have a conversation about omni channel marketing and the importance of not just using one channel when prospecting. And the fun thing is going to be we can talk a little bit about our past and how things unfolded and what we're in the middle of now, and just some stats, and hopefully it gets you thinking out there about what your current New Business prospecting system looks like, what channels you're using. And hopefully after this, if you're only using one or two, we can encourage you to have a more well rounded approach. I'm going to start with a stat. Did you know, Jeff, that an omni channel approach has a 30% higher response rate.
Jeff Winters:I did not know that 30% higher. I did not know that
Scott Scully:that's substantial. And the good news is, to get involved in omni channel, it doesn't have to cost you 30% more, right? And we're going to have a little conversation about that now I've caused 30% more people to respond. On. But even better than that, 50% plus, I'm saying 50% the the research is actually between 50% and 100% kind of depends on the industry, but 50% more conversions on those responders, that's the biggest deal, right? So I want to go back in the history of abstract we, this is our, had our 15th birthday. We started off as a call only lead generation offering, okay, and we all know the difficulties of that, right? We just talked about maybe people not wanting to get it on the phone altogether, but just, you know, there, there's stuff that's constantly in the way. It's increasingly more difficult to have a good contact rate. We're pretty damn good at it, so there's a lot of things that we have to do to make sure that we're getting a average of 7% contact rate with kdms, right? So it was just a natural transition in our past that when you and I started running into each other, and Jeff, for those of you that that don't know, started and ran the most successful email marketing company in the country, and he was right in our backyard, and he was having the same feelings and kind of some of the same stuff going on. He was all email, and there was just over 17% open rate, right? So there was a lot of people that weren't opening. And he's struggling with Google and Microsoft just constantly making it more difficult to land an email in an inbox. So we started get together and talk. Talk had conversations, had stakes. It was a lot of fun. We were competitors, but friendly competitors. I'm like, man, we got to add another channel. We can't just do calls. And Jeff was saying, God, I just we're doing email, and it's good, and we're and we're delivering some pretty darn good results for our clients, but it's just getting harder and harder to land the email. So what did we do? We came together. Well, now we had, we were dual channel. We had multiple channels. Did things get better? Yes, they did, right? Especially from an ROI for clients, right? The calls and the email together, we were really delivering a better ROI. But we couldn't stop there, because we still were involved in two channels where the big boys are constantly working out plans for folks like us to not land in a voicemail box or on the phone with somebody or in an inbox. So we then went and added LinkedIn as a channel, right? And we said, well, we've got a we've got a when we identify decision makers, let's reach out and let's use LinkedIn. We'll do a connection request. Well, that was good, because about 40% of the people that we did that with actually accepted our invitation. Okay, so now we're making calls, we're sending emails, and then we're connecting on LinkedIn, but we're still left with three channels, because LinkedIn isn't any better. LinkedIn is not an open API, and they're constantly figuring out how you can connect with less people that you don't know directly. They don't want mass connections. LinkedIn lead generation is, you know, a horrible thought for them. So now we've got email, calls and LinkedIn, again, we got a little bit better for our clients, but we still weren't there yet. In fact, I'll pause there and say, let me tell you exactly where we're at on these three channels, and it fluctuates all the time, for some reason now, LinkedIn results are skyrocketing for us in our own sales enablement, emails a little down, and calls are about the same. In another month, two months from now, we'll figure some things out, and deliverability will be up on email and LinkedIn will be a little bit more difficult, for some reason. So we had to keep taking it further. So then we got into social retargeting. Okay, so if I'm calling them, I'm emailing them, I'm connecting on LinkedIn. Now Jeff is at his son's baseball game in between innings, gets online, starts scrolling through Instagram and. I'm gonna pop them with a retargeted ad there. So now I've got four channels, okay, but still I've got four channels where I'm subject to the rules. Now with social retargeting, it's about 1.25% click through rate. So that's not perfect either, but it's another 1.25% you don't know if it's could be the people that didn't answer the email, didn't connect on LinkedIn, didn't answer the call, right? So it's another group of folks, or it's a multi delivery channel, but we still have Instagram or meta, right? And we're subject to their rules. Is it one of the best forms of advertising? Yes, but we're still subject to the rules of these different social media outlets. So the fifth channel, which we happen to have a deep history in which we just recently added, is direct mail. Okay? And we've got a couple of options. We've got a thing that looks like a birthday card with handwritten font, right? Definitely gonna get delivered. We're doing a FedEx package, a box, right? But guess what? Direct Mail, 98% deliverable. And I and we have two options. You can either go through the post office or through FedEx. Right FedEx was right around the same. But here's what we know, too big of a revenue source for the government. USPS, it's going nowhere, and it's FedEx there. It's their job to get it there quickly and make sure that it gets delivered. Now, those four channels together. If Jeff doesn't answer the call, maybe he gets the the direct mail, maybe he gets email, maybe he connects with us on social. There's a good portion of these people that are going to see you connecting or trying to connect in all these channels, and then end up connecting with you on the one that's most comfortable to them. But again, the multiple channels is driving a 30% higher response rate and a 50% higher conversion, which you know equals sales. So that's the conversation. Are you using multiple channels in your prospecting approach? What do we think? Jeff,
Jeff Winters:I mean, it's it's so easy to become despondent, to become a non believer in a certain method of prospecting and to be the first one out the door when things get a little turbulent. That's so easy to up. Email doesn't work. Shut it off. Calling doesn't work. Shut up and that that that is never the answer. And Scott, you're as good a person to ask about this as anyone, because you did direct mail in the 90s, and people, it got to a point where people came in and said, Now this isn't from a regulatory standpoint or whatever, like whatever it was, it stopped working as well, And there were a bunch of people that bailed, right?
Scott Scully:Yes, it's going away. You got to get out of it. We're in the automotive industry, so some of the lists that we were buying kind of went away. But guess what? There were other lists after that, right? And direct mail is hotter than that's ever been. And
Jeff Winters:most people in this game, this lead generation game, or managing SDRs or BDRs, they haven't seen enough cycles to know that this is what happens. Scott has, I have, I've seen enough cycles to know that channels ebb and flow. Channels are like fashion, and my headphone died me too. We keep going. Now I'm back. I'm playing a fucking guitar over here,
Scott Scully:cut off in the middle of his concert.
Jeff Winters:Channels are like fashion. You're not wearing bell bottoms today, but you were in the 70s, and you'll be wearing them again in 20 years. It's the exact same. And you need to know that. So does that mean, hey, I'm gonna hang out and over leverage myself to a channel that's not working as well today as it was yesterday? Of course not. That's stupidity. You're going to add other channels, and you're going to continue to try to perfect a channel that's down, because a channel that's down is going to immediately, you're gonna lose tons of people in that channel. Then the reason that it's down is going to become less pressing, and then the channel will become interesting again, or you'll figure out a way to manage through it. And that's. Going to happen on an accelerated basis now because of AI, but for us, as Scott said, direct mail, email, LinkedIn, phone, retargeting, those the channels, but in your business, think differently. Possibly, maybe it's door to door. Maybe door to door is a channel for you. Maybe using brand ambassadors at college events is a channel for you, depending on what you're selling. You need to just think a little more creatively and a little more broadly and be not only be okay with but be excited about the fact that channels are going to ebb and flow. You're just going to know which ones are ebbing and flowing at the right times, and you're going to know where to go to. I mean, that's, that's what you need to be excited about, not that you're the best on the phone or the best at email, because that's going to change
Scott Scully:absolutely, you know, you may be out there disagreeing with a little bit of the second, I can hear some of your thoughts where it's like, track mail is expensive, right? Or I don't want to email, like everybody in the world, we are talking about Account Based Marketing. Okay, so our process as an example, we'll take 100 people out of our incredible database, right? This engine that suggests, here are the next 100 people that you should market to in November, right? I'm talking about sending mail to 100 people, right, right, emailing 100 people. You know, multiple attempts to those same 100 people, connecting on LinkedIn, to those 100 people, retargeting those 100 people, an account based approach. It doesn't have to be expensive, but it works so much better. Your prospect can't get away from you.
Jeff Winters:And we've talked about this too. The other thing I hear people saying is, Scott, you moron, don't you realize people are working from home, they're not even in the office, and there in lies the problem, because here's what you might be thinking. You might be thinking, as I've heard so many times, nobody's they're not in the office, they're not going to call you back, they're not going to get the mail. And here's the here's the mind bender. The idea isn't that we're going to send you some direct mail and all of you are going to run to the phone and call us. So Well, sure. The idea is that the cold call becomes I've said this on this show before, the cold call becomes easier. We've seen it 40% decrease dial to connect with dial to appointment, not just dial to connect dial to appointment when incorporating a follow up on a direct mail piece, 40% less, yes. So if you got a dial 100 times to get an appointment, instead, you can send a piece of mail or follow up on a drop off and it's 60 dials. Think about that.
Scott Scully:Yeah. It is the approach you should take account based works and you just never know which channel you're going to connect on to me, I just look at it as these other four you know, social and email and direct mail are really your mechanisms to warm people up so that, like you said, when you're making your calls, it's not a cold call anymore. The SDR doesn't think it's a cold call. They're mentioning the prior communication pieces, and people are more open when they actually get on the phone, those things are turning the cold call into a warm call, and the results are better. They
Jeff Winters:are better, and they should be better. And it's intuitive. And if you're getting quote, unquote cold called, isn't it different if somebody sent you something, it is for me. Isn't it different in the email, if somebody said mentioned something that was interesting to you. Personally, it is to me, so be thoughtful and open minded that you're not going to stick with a channel that worked for two years because it worked for two years, and you're also not going to give it up if it's not performing. The answer is to expand. The answer is to expand. And if you're out there and you're thinking about your pipeline for next quarter or next year, you need to be, I implore you, you need to be thinking about driving that pipeline in a way that is truly omni channel.
Scott Scully:Yeah, I'm thinking about, and then, then we'll leave it alone and get to everybody's favorite section. But I'm thinking about, you're out there, you're in HVAC. Let's talk about the consumer side. And you're thinking, You know what, I'm good. I'm my television commercials are great, you know? Or I'm gonna get on the. Video, and I'm just saying even when you're hitting consumers, you can email them, and you can retarget or or direct ads socially to that same group of people, right? You can call them. That's all these things that we're talking about. Can happen on a consumer level too, and then you're going to be talking to them more as an individual, as opposed to hoping that they see your television commercial, drive past your billboard or listen to you on the radio. All of those things continue to be more expensive, and there's a lot of noise out there. So I think account based is even account based is usually discussed in the B to B world, in like when you have a smaller group of targets. But I still think that all marketing is going into this segment where you need multiple channels to surround the human so they make a decision to come work with you. All right, today, this is Eric section, and he's very proud of it. And we spend a lot of time saying that we don't love the fact that everybody loves Eric section, but Eric isn't here today. We do say that. So now it's the it's the best section ever.
Jeff Winters:I never thought this section could be better, better, and now it is. Now it's way better.
Scott Scully:It is. It took a, just an upward momentum, all right. This is a good one today. This is a good one. Just gonna lay it out there. Should You Drink at an airport?
Jeff Winters:Just went right through the title and section
Scott Scully:to do or not to do, should you drink at
Jeff Winters:an airport? No, no, you should not. I, and I say this from having a bad experience drinking at an airport. And here's why, for people, for me and people like me, I need to know when the drinking is going to start and when the drinking is going to end, so that I can pace myself water, food and drinks. And the thing with drinking at an airport is there is no defined end time, because the flight can be delayed. And so if I go my flights at two, I'm gonna get there at one, I'm gonna have a couple of drinks and jump on that plane, and I'll cruise to my destination, and then my flight gets delayed to six. Now I have a choice. I can drink more, or I can stop drinking, and both of those options are bad. So I say when you're on the plane, drinking is fine because you have a much more certain idea of when the drinking is going to end, but at the airport, I can't do it.
Scott Scully:So you're saying things get delayed. You've drank in the airport for two or three times longer than you thought you were going to you've already started, and you're still going to drink on the plane. And it's not going to be good. That's bad.
Jeff Winters:And I'm also saying, If I had to be one of those people, but I'm also saying, If I have three, if I have two beers and then I stop, I'm gonna feel like crap for two hours, and then I'm gonna have to restart or not. And that's a whole that's a whole area that my body's not ready for. So those are my issues.
Scott Scully:I love it. My answer would be, I don't have a firm opinion one way or the other, if you should or you shouldn't. I know people try to get rid of their anxiety of flying, right? I don't like airports, so I don't get there with enough time to drink. I want to get there right before the plane takes off. I do love to drink on the plane. Huge
Jeff Winters:wind drinking on the plane. I love being at airports. I love it. I know what's next. I'm gonna be a little place called elsewhere,
Scott Scully:but it's a big suck weight to get to the elsewhere.
Jeff Winters:Couldn't care less. Really
Scott Scully:love it.
Jeff Winters:I know all the good that's happening on the other side, and
Scott Scully:you're crammed in between all of those people. Love
Jeff Winters:it, you.
Scott Scully:This is surprising to me. Love it. I love and like people, I love getting
Jeff Winters:to the airport. That's my favorite feeling, getting to arriving at the airport. Oh my god, all my worries are gone for however long I'm good.
Scott Scully:Anytime I've ever met you at the airport, you're already there. I'm always there, so you you get there pretty early. Hell, yeah,
Jeff Winters:all right, because I know what's going on where I'm at, and it's not as good as. Being at that airport, I will. I love being at the airport also, by the way, bonus, I do not eat at the airport. Ever, never. Zero. You will never see me put a morsel of my food in the morsel of food in my mouth at an airport Never. Why is that? I find it to taste distasteful. I think it's disgusting eating
Scott Scully:at the airport or bringing that food onto the plane and eating it in the middle seat. Totally
Jeff Winters:okay with that. I will only eat packaged food on planes, but eating live food, there's too many risks. I can't have that, so I will not eat at an airport ever. I've heard horror stories like, like, you want to eat a Shake Shack, double cheeseburger and get on a plane for five hours. That's insane. Why would you ever do that? I want to fly on an empty stomach only. I swear to God, this is true. I'm not making this up. I
Scott Scully:know it. I know you're not making it up.
Jeff Winters:Well, we were you and I were just on a plane. What did I do? I ate those little packaged sausage for for two flights, eight hours.
Scott Scully:I I get it. I get it. People must eat at the airports because they're more and more options these days. Well, I know they do, and they also bring it on the plane. And it's a whole nother section of whether or not you should bring your food on the plane, because I've had some of the worst sitting next to me. So anyway, anyway, great. Up. Great episode. Yeah, had fun today.
Jeff Winters:I did this. Would be nice to have that. It's hard when you do it with the three of us for a long time, and then somebody's gone, but this one great, yeah,
Scott Scully:well, we hope Eric gets back safe, and we hope, as you're listening to this, that business is great for you. If it's not where you want it to be, and there's anything we could help you out with, please reach out. We'd love to have a conversation. Yeah,
Jeff Winters:reach out. Send us a letter. Oh,
Scott Scully:yes, then call and connect. That's right, all right, let's grow. Let's grow. You.
