E33: Maximize Your Sales Success by Serving vs. Selling and Adding Value to Your Community with Bryan McDonald

Jim: Remote Start Nation, as business owners, setting sales goals and targets for the year is important, but how much thought have you put into actually how you are selling, and if you're maximizing your time with each client. The question I ask you today is, are you serving or are you selling? I'm Jim Doyon, your host. And on today's episode we're gonna be talking with Bryan McDonald. He's a partner in onPurpose Growth, and he spent his whole 23 plus year career in focusing on just that new revenue growth. With a focus on superior sales strategy that created a track record of success by doing exactly what we're gonna be talking about today, serving verse selling to the client. Bryan is on a mission to help entrepreneurs who have ambitious yearly or multi-year revenue goals actually fulfill that ambition, and he does it through a proven system he's gonna share with us.

So without further ado, I'd like to welcome Bryan to the show. Bryan, what's going on, my man?

Bryan: What's up, Jim? It's awesome to be here, man. I appreciate the opportunity and I appreciate the conversation, man.

Jim: Absolutely. Thank you for joining us. I'm stoked to have you.

Bryan: Totally.

Jim: We got a little bit of chance to talk before this episode, and I love your story, I love your journey, and I can't wait to share that with the Remote Start Nation. So, with that said, let's start like, give us a little background on your business.

Bryan: Yeah, so I never dreamed as a little kid that I would be where I'm at, but I'm damn happy, I'm, where I'm at, you know, I've been in sales, my whole like you said, 23 plus year career. I started out in a corporate job for a year when I graduated college, and I'll say one thing to explain how it went, and I knew I had to leave corporate America. When I hit a year, they gave me a raise on Monday and I quit on Friday, because it didn't matter how much money they were paying me, right? So after that, I got myself into, let's call it entrepreneurial sales situations where I was always given a desk and a phone told, here's what we do, let me know if you need help, right? And I was on my own right. So, you know, maybe you wanna call it an entrepreneur, and I always sold things that were invisible. I sold a lot of financial products, you know, and whatnot. And I started learning this selling versus serving concept when I want to the national probably sales conference, national conference for a large mortgage brokerage at the time, and my the branch manager took me, and I sat in a room of one of, of the top producing mortgage broker in the whole country out of the whole company. And the amazing thing, the way this guy started his story off was, he said two years ago I fired every single broker in my office and I created a client-centric sales strategy where I was the only broker, and it worked so well. He, other brokerages that had multiple sales people right, may up to 10 sales people. And what his strategy was is, when he engaged with a client or a potential prospect, I should say, he had a hundred questions, he would ask them, you know, maybe not every single one of them, but he found out as much as he could about that person. So when he made them an offer, they knew exactly why they were gonna work with them, they knew the context, they knew the meaning, and like I said, it worked so well. This guy, is office was the number one mortgage brokerage in the country, and this was a billion dollar mortgage, brokerage company. He was the number one guy, and he didn't have any, any, any guys working for him. It was just him. So that was the kind of the, the inspiration to, an approach this way and, you know, being in the mortgage industry in, in 2008, I was doing loans for real estate investors, I was investing in real estate myself, and it was a perfect storm. When 2008 hit, the types of loans I was doing started disappearing, and the rental market and the real estate market dropped where I had to go bankrupt. I was actually, I had met my wife and we were about to get married when this happened, and she still stuck with me. So I found myself a good woman, like that's a keeper right there today. But you know, right after that I just said, you know, how do I take. Those things I couldn't control, right? The product I was selling was going away, the real estate market, I could not, I could not control, maybe I was a little aggressive, but I asked myself, what made me successful and how can I repeat that? And what I did was, I used a selling versus serving approach. Some people may call it client-centric, and when I got back into, I got recruited into a business insurance, and I found out how that, how they were unique, right? And they had an offering that I don't wanna get in the details of it 'cause it's kind of semantics, but it was an offer that not many people in the company were using because it wasn't tradition, the traditional way of getting new leads and getting opportunities, and within four months, five months, I was getting opportunities to write million dollar or more premiums, so, you know, I was back making six figures within the first year of going bankrupt.

Jim: And I wanna stop you right there and I wanna focus on something that you said that I think is really important and you know, right now, There's a lot of companies that are laying people off, like you went through a setback in 2009, which was bankrupt, and now you're trying to find a new opportunity to succeed, and something you hit on that I really want to hit home with a remote start nation is if you're in a position or maybe you just got laid off or maybe you are trying to transition into a new position within your business even, and pivoting into the next stage. What you did, Bryan, was you looked back and you saw like what you did that was successful, you looked back and you analyzed, what got you to where you were before. And that's so important to do, and something that I think we kind of take for granted, like, I'm just going to, you know, go back into this or I'm gonna start this new project, but it's going back to where we were and what we did, right? And learning that and understanding that going forward, it's almost like you take a huge leap ahead. It's like a head start because you're not totally, you're not starting over.

Bryan: No, I didn't, I didn't feel like I was starting over, maybe it was more of just a new direct, right? because new direction doesn't mean starting over, it just means pivoting, right? And there's one thing I forgot I left out of this, not only when that happened, did I think about how I looked at sales and looked at interacting with clients in a way that’s you know superb and better than others, there was also, another thing is one of the ways I got inroads in the mortgage industry is I befriended a guy, he liked me and I just kind of ran with it who was running a real estate, investor networking group, and I watched him build community and build this, so one of the other things I look back on when it, when things went sour for me was, how else can I build community to get business to come to me or get people to buy in to me? Because you know, many times sales is by buyers is assessed as an adversarial relationship, right? It's like I gotta hide everything from you, I gotta lie, cheat, and steal. So I get what I want and you don't, you don't run me over, and I said, you know what? I looked at the times we were in, lots of people were using losing jobs, lots of people felt that they were on an island, it was the world was getting rough. So I said, what's a serving versus selling way for me to build community? So I started a networking group, and what I did was I utilized LinkedIn to do it to pull the people close to me, right? It was in the suburbs of Chicago. I met three different people from that group as I got them into the group Monday through Friday at the very same Einstein Bagels. I mean, these people knew me and I said, hey, here's what this is group is about, it's about helping each other. If you're coming here just to shoot people with your sales gun, this is not the place to be. So let's go around and figure out how we can help each other, and also if you like what you hear, go tell other people we exist and bring them. So it grew to over a thousand, I think it was maybe 2000 people in six months. And the very first in-person event that I had, 250 people showed up.

Jim: That's incredible.

Bryan: Right? And I made it all about, I didn't make it about me, and what happened is because I made it all about them, they took care of me, I didn't hurt for business, right. I mean, it took a little bit to get it going for people to understand what I do, who I help, but I basically serve them and by default, they served me. And I think that's important because, serving versus selling has a lot, is others focused? Building community is others focused as well. So, oh, go ahead.

Jim: I was gonna, so my one question of that, was this when you were still working for another company?

Bryan: Yeah. The bankruptcy and going into insurance and this group, it was the kind of the same timeframe. I was in a, Oh crap mode, if I don't figure this out, this is gonna be a long term problem. And just like you said, I just look back like what are the things that made me successful? Making sales about other people and helping and building community and making that community about other people, because the real estate investor group is where I found 75% of my business, like people came to me, right? All I did was have have to help, you know, build the events, build community, help other people get connections, and by default I got connections.

Jim: So at what point, so you've got this networking group, it's going well, you're getting leads, you're crushing it in your sales, your new sales job. So at what point did you say, okay, I'm ready to do my own thing?

Bryan: Yeah. So I had met my business partner, Jeff. During that time and he was talking about starting a company, and he kind of experienced how I interacted with people and there was a lot of my, I did a lot of referral networking, so people would they'd catch me talking about how I approach sales, and people would come by they'd say, hey, let me buy you lunch, let me buy you a drink, let me buy you coffee, and just like teach them like, hey, share with me kind of how you think about that, and I kind of got sick of that, you know, as I was getting sick of that. At the same time, I had a guy a friend of mine who was a banker, actually come to me and say, hey, I don't want to be in banking anymore, I want to go to financial services and I want you to help me succeed. So I literally, he was my very first client, he found me, or he approached me and not him, and he said, I want you to coach me. And I remember I met him at his building for lunch every Monday, he paid me 50 bucks and I dumped on him. I taught him everything I know and he said, hey, I'm gonna take everything I know about sales and my beliefs are I'm gonna set it aside and I'm just gonna just dump on me, right? And within six months, he was top three in every metric his company, kept and he was on a path to make a half a million dollars that year, he actually called me a year or two ago, and the firm. He eventually moved on to another firm. He called me to thank me because he basically said all the help and the work we did together sat me set him up for where he was at today at that day, and where he was at that day. The firm he was working for was bought. By the largest privately held financial planning company in America, and overnight he became a millionaire.

Jim: That's incredible. And so you called me that same, like, you know, he came to you, he asked you because he saw what you had done, you'd been involved in the community that you had created, and you meet your business partner. So at that point was like, I've got something here, like I'm done working for someone else, like I have to do this.

Bryan: Yeah. I was working to be a partner in an insurance firm at the time, and I literally gave it all back, my business partner, Jeff said, Hey, here's what I want to do, I wanna teach sales, I'm gonna do the consulting side, and I need you to do the coaching side. He would sit in rooms and I would just coach people on the fly just trying to help them, not like trying to be a coach, just saying, Hey, if you tried this, and this, and I was 86, 87% on my way to be a partner at this insurance firm. And I went one day and I quit, I gave it all back. I said, you can take it, I don't want anything from it, and I went from, you know, making six figures to zero, and I made the jump and it's, and now I'm working on six figure months.

Jim: That's incredible.

Bryan: Right? In my business, right? Like, that's the goal. Like when, when I got to the point where I used to think the destination was like, oh, if I could get to the point of, you know, making 20, $30,000 a month, like that would be the mountaintop. And when I got to that mountaintop, I realized, there's more here, right? Like this isn't the end, this is actually just the beginning. So it's exciting and you know, my approach, I guess some people would say is polarizing in sales. And there's a bunch of traditional sales people who like traditional sales say, oh, that stuff doesn't work, and I tell you right. I've got a when clients hire me and when my clients win, that's proof that it works, right? It works if you work it right. And, and you have to actually give a crap about people.

Jim: And the best part about serving rather than selling is you really are vested in how your client does, like you are serving them to get those results, like that's why you're doing it.

Bryan: Yep. I have a belief, sales is changing, right. And if you don't notice that already, you're already already behind, right? Nobody wants to be sold to, and everybody wants to buy, right? Like everybody knows the, stereotypical used car salesman, right? When I went to by buy, we bought my car, wife a car like in the past nine months, I had to tell the sales manager whoever the second guy, you talk to the one guy and he brings over the clothes or whatever, I had to tell the second guy to stop lying to me or I was gonna walk out because he was getting in the way of me buying a car, right. I was like, Hey, just stop lying to me, I'm trying to buy this car and if you keep lying to me, I'm walking out the door like I'm buying this car and I'm selling mine, I just want to know if you want to sell me a car and you wanna buy this other one from me, like, I had to literally sell him, tell him that.

Jim: Because let's use that as an example right now to really hit home the point of, you know, traditional sales is dead. And yeah, it's now about serving versus selling. So in that scenario, the manager comes out and how would he approach you differently in a serving mentality?

Bryan: First of all, this is not a transaction, if you think this is a transaction you've already lost, right? You have to understand that you have to come in understanding that most people already understand 80% of what they want, right? We researched the car, we knew, it's finding out what peop where finding out where people are going, like, why is it that you want this, right? Why is it important, and where you, and find out where you have to help them go because the client or prospects never buy the thing that you sell ever. They buy the help that they need, that's a distinction, right? So if you're trying to slang, if this guy's trying to sell a car to me, right? The actual car, he's gonna lose, but when he's, the help that I need is the help of actually in this situation, just getting the car, right? Like the help I need is I got this car that I bought the lease on and I gotta sell it to somebody and I gotta actually buy my car another buy my wife another car. I mean, it's a slight, some people may say slight, some people may say a big kind of shift, but he didn't come at me wanting to help me, he was just trying to get the most he could for that specific car he was trying to sell me without understanding that I would've actually paid more just to get in and get out.

Jim: So it goes back to what you started the show with in the gentleman that you had met, and the advice he gave of coming in and asking, you know, he grew his business to an incredible level because he would ask every client that came through the door questions and the questions he would ask would unravel exactly what you just said. You wanted that car salesman to do to you.

Bryan: A hundred percent. Every human being, right? So I'll say this first. This doesn't, if you're not talking to or dealing with a human being, if you're dealing with a human being, this works, right? Because we all have an innate desire to be heard and understood and because there is so much lack in the world of people not understanding each other, and the only way they, they try to get the other side to understand is by yelling louder, nobody actually listens, right? So if you engage in a person to just understand kind of where they're at, what's going on, that's a problem, what they've tried to fix it, you know, what type of effort they're trying to put in to get something, what type of timeframe they're working on. I believe prospect will tell you a hundred percent of the time, if you're listening and asking questions, a prospect will tell you exactly what to offer them and how to offer to them, right. There's a conversation I have where I just literally repeat back to the prospect, so it sounds like this is your problem, it sounds like this is you, what you want to have happen, it sounds like this is what it's costing you, and it sounds like this is how you wanna be served, is that right? Yeah, okay. I can do that. And they go, okay, perfect. I didn't say anything, right. Like other than tell them what they told me, right? And here actually, here's a story. So when I built that networking group, I was introduced to a lady by another lady. These two ladies introduced me, and the one lady, the who I got introduced to was a prospect. When we met, she talked, we met for an hour, she talked for 55 minutes, and I talked for five. I just kind of I just made her hurt and understood, and I made her an offer into her problems, and what was going on, and she said yes. She went back to the other lady and told her that I was one of the most interesting people she has ever met.

Jim: Awesome.

Bryan: I didn't talk, right? And that just tells you how lacking in the world one person's ability to make another person feel heard and understood, right? This isn't magic, this is, you can do it in do it with integrity. And when you're doing it with integrity and you're listening and understanding to people, they're searching for someone like you, they're searching for someone to be on their side of the table, right? Because, you know, the, a buddy of mine on LinkedIn calls it value vomiting, where lots of salespeople just go in and value vomit, and it just doesn't, it doesn't work, right? And some people may say, yeah, but you can create sales that way, and I say, perfect. Statistically, if you do high numbers of anything, you can make a result happen. That's not what I'm talking about, I'm talking about if you're reaching out to, if you're interacting with a hundred prospects, this is about maximizing, let's say if you interact with a hundred a traditional person will get 10, this is about figuring out ways to get more out of that a hundred. How do you get 20, 30, 50, but where the traditional is, oh, if I get 10 out of a hundred, all I gotta do is figure out how to do two hundred. And I'm not, I don't wanna work, so I don't like that strategy.

Jim: And I wanna stop you there for a minute. Remote Start Nation, I want you to understand like, as you, Bryan is talking most about business to business and actually having that interaction with someone face-to-face or online or whatever it is about asking the right questions instead of just talking, don't just talk about how good you are, don't just sell yourself, ask them the question so then you understand and can identify the problem that they need solved, and then solve that problem, if it fits within what you're doing, if it doesn't fit, then there was a great conversation, maybe they'll refer you, but don't be afraid to say, this is not a fit for what we're doing. Now, on the flip side of that, if you're in a business and you own a company that's direct to consumer or your end product, maybe you don't have the opportunity to have a face-to-face with your customer, that's where you have to do a lot more work upfront. And that's where as a, as a business, as a community, you know, that's what we focus on with branding, who is your community? Who is your customer? How can you serve them? And you know, you'll hear about Avatar, you'll hear about your perfect customer, and I've talked a lot about this in past episodes. It's about understanding so well what your customer wants, and understanding your brand well enough that you can put out a product that's going to add value for them and serve them without having to have that conversation and your, your company voice, as we like to call it, in the branding world, that's where you are having, you're messaging your social media post, your email campaigns, anything that's going out, you're not selling. You're offering them a solution to what you know they need, there's a very big difference there, and just because Bryan is talking about business to business, transactions, that doesn't mean you can't apply what he's talking about to what you're doing, you just have to think of a about it in a little different way. So I invite you to have that mindset with whatever you're selling, whatever your business is, have that mindset and really listen to what Bryan's saying in the points of understanding your community, asking the right questions, and most importantly, serving versus selling. So, Bryan, I apologize for stopping there.

Bryan: No, you're good, that was phenomenal, I love that. Because here's what came up for me when you were saying that, I've said this to clients and they say, yes, that's what it is, like they verified this for me, this is a way of being, this is not, this is more of a way of being than a specific strategy. So it feeds into a strategy, but you said something there, there's understanding the avatar, oh, how do I say this clearly. So people develop an avatar to sell something to them or what you described is I want to develop an avatar to really understand, and if I understand them, then I will be able to, those people will get the help that they need, the, there's a I'm hoping people hear the distinction in this, right? It's very internalized for me, it's when you really, really understand them, get into the psychographic profile, not just the demographic, right? Like how do they live, really understand them, so, and put yourselves in their shoes, because then that's what will help you not only serve, that's what will help clients and partners show up, right? And another thing too is this way of being shows up best when something happens to you said is when not selling some, not selling something to somebody is always an option. So for me, anytime I interact with prospects, the end of that conversation always for me is I'm gonna tell them I can't help them, that's an option, right? What it does is it keeps me in a certain space, and it also helps me, let's say keep away non-ideal clients, right, because if you're working with a certain avatar and you really know them, you're really efficiently being able to work with them, when you get a a degree off, it can cause havoc in your business, right?

Jim: It takes up time, that you don't wanna spend it's not as fun because you're not working with the person you wanna work with, there's a lot, you know, a lot of times I hear younger business and I was guilty of the same thing in my agency with Woodward movement for a lot of years where we would take on any new project because we were so excited to be growing, and you know what I will say that sometimes that turns into either the client can grow and grow with you, and you have to understand those, and you have to, you have to say like, it's not always a no If you can ask them enough questions and understand enough to realize that there's potential or they could lead to a referral for a bigger opportunity or you know, whatever it is. But you have to, before you go into just accepting somebody as a client, I think you have to understand them and their business model and their goals, to truly say, this isn't a good fit or, you know what, it's not a good fit now, but it's worth the extra time and energy that's gonna take away from someone else because it could turn into a big opportunity and I've seen that both.

Bryan: Right. One, you have to in my opinion, you have to resolve with yourself first, that it's okay, that sometimes I'm gonna cross people that aren't a good fit, and because if you don't give yourself permission, you're just gonna try to figure out how to sell everybody from everybody from six ways from Sunday, and there's a reason why the buyer, psychology has a default of this is an adversarial relationship, tthat's not good. You can't help anyone, right? That way, so you have to do things that break down that wall and show people that ultimately, I was doing a round table yesterday and what with a group of entrepreneurs and they came up with it's trust. It's how do you develop trust? And trust has nothing really to do with how your product and service can, you know, resolve a problem with a prospect or a client. A trust has to do with the experience they have with you, right? I think, what's the saying? They don't care what you say, they care how you made them feel, that's that, you know? So this is about giving people an experience and sometimes they just say, I'm not really sure, you know what it is about, Jim, but I just really like him, I trust him like I'm gonna run with him. And two, I've had people literally tell me, Bryan, I was talking to other people for helping sales and everybody was, uh, was less expensive. And I went with you because I trust you and you're clearly the one that just understands me and my business better.

Jim: It goes back to exactly what your story about, you know, the lady that you had gotten introduced to, that she spoke for 55 minutes and you spoke for five, but I guarantee you those five minutes that you spoke, you made her feel like she was, like you were solving the biggest issue she has.

Bryan: Yep. Because ’cause I was able to take what she had just told me, her concerns, her cares, you know, where she was going and make offers, make an offer into those that helped take care of all those, where she made an assessment that her life was better off with me in it than without me. And that's really like, sometimes what I'll hear is, hey, Bryan, when you're describing what you do, after they talk and they say, you describe what you do, it sounds like me, Bryan. I'm like, I know because you just painted the picture for me, right? And I can actually help you with the problems that you have, right? So it's, this is as much as a way of being a mindset, you know, kind of all wrapped up in one and there's not really many scripts. I can't because it you, it has to be internalized, right. And I mean, I've had clients, I have a client this year took this approach and he generated a million dollars in his first year. Yeah, right. And he, and for six months prior to me meeting him, he hadn't sold a thing, zero. He was six months into his business, hadn't sold a thing.

Jim: And a lot of times too, it's about, it's just, if someone can grasp the concept of serving, I think you're gonna get a lot better results, like you just explained. But in the end, I feel like you're, you're going to be so much happier with yourself, right?

Bryan: Totally, totally, right. This is about for me, fulfillment, right? When my clients win, it feels good to me, and they stick around, right? They want to figure out how that we can continue to partner, right. It's their idea, not mine, as much as I want it, and I believe, it also gives me the ability, the permission to build the life and the business that I want because I also, you know, in this way I'm serving myself, how do I articulate this? Like, I will turn people down if and they have the problems that I solve, but I just, we're not vibing, right? It's like, yeah, we just we're kind of like, oil and water. I'll like, Hey, I don't think I can help you, and I'll refer them out, and they're like, huh, right, you didn't try to sell me something. And maybe that's it too, is giving the people an experience where they don't feel like they're being sold something.

Jim: Yeah. That's a good point, that's a really good point. There's one more thing, we don't have too long of the episode left, so one other, I'm switching the direction a little bit, but it has to do with, you know, being an entrepreneur and we've been focusing a lot on the serving versus selling, which Bryan, honestly, I think this is, there's so much value here in this episode. I hope the Remote Start Nation, I hope you get as much from this as I did having this conversation with Bryan. It's been incredible, so thank you for that, Bryan.

Bryan: Oh, thank you man.

Jim: But you know, you as an entrepreneur, you're very involved with your community, and we talked a little bit about the community you started, but I'm talking about, you know, being a board member and all the other things that you do within your community. Can you hit on the value you feel there, like why you do that? Like why should, as an entrepreneur, why should we get involved in our community around us and the importance that, that brings to just us as business owners. It's not just about the selling, right? Like it's a bigger picture. Will you hit on that a little bit for me?

Bryan: Yeah. You know, I was thinking about, I'm glad you asked me this question, I was thinking about something the other day, and I remembered it. I hadn't thought about it for a while, and it's so relevant here is, and I'll explain this is I something sometime that says what you give away, you get to keep, right. So the if I'm out there, giving, like helping other people, giving away my time, giving away my knowledge, not in a passive aggressive way, but like donating it, right? I sit on the board of, uh, of an accelerator, I run a Christian men's nonprofit that none of these things I get paid for, when I give away my time and wisdom and knowledge, those things give back to me the same. They, when when I give it with no strings attached, it's like life becomes easier for me, right? I'm not there expecting it, like it's not a tit for a tat, but I get relationships that I would've never had before. I get, people to open up, you know, because open up to me that may not have ever opened up to me, and I actually get smarter, meaning like the accelerator on them on, I learn about businesses and problems in places that I've maybe never been exposed to before, and the more I learn about that, the better I can make my business or better how I can make, help my clients make a better business, right. So it's like this, I don't know, not a yin yang. It's kind of like when I give it out, things come back to me in threefold, I don't care what they look like, they don't have to be specific things. I just know, and I'm, if I'm move in this direction without any strings attached, and I go help a bunch of other people, help is just, or good things are just gonna fall my lap and they do all the time, right? And I think if people take that perspective and understanding that if I want to grow, I have to give away, and it's key here, not in a passive aggressive, it's if I give away, help is gonna come to me in areas of my life that I may need it down the road. Am I making sense?

Jim: When you say that being involved the way you have in these, in these groups and donating your time, do you feel like that's been like a big reason for your growth in your business?

Bryan: Oh my God, totally. I think it's one of the key ingredients. Because, hey, so in the networking group that I did in like oh 9010, I was in financial services and, you know, I would meet people in transition. I'd try to make connections for them, help them get a job. There's some C-level executives today, I'm thinking of somebody specific, a CFO that if I call him today, he picks up the. because I gave away my time. I gave away my network, I gave away, yeah, hey, go talk to this person or that person, you should talk to this person, and not like I call him all the time, but Tim's gonna call me back, right? It's, he's, he doesn't have a barrier up, and if I've got something for Tim, say, Hey Tim, I got a resource, I met somebody, I think they can help you. He usually takes it just to listen because he trusts me, right? And he's brought me into things. So I didn't plan it that way. But that's the result of it. Things like that happen, barriers are broken.

Jim: That's a great, great point. Kind of caps off the rest of the awesome conversation we've had. I know our time's coming to an end, you know, let's really quick, let the Remote Start Nation know where they can find you and you know how you can help them.

Bryan: Yeah, so, anybody can, I spend a lot of time on LinkedIn. So you can find me there, LinkedIn.com/in/McDonaldBryan, all of my social media handles are my last name, first name Bryan with a Y, and at all point, at all times. You can go to my website, my personal website, McDonaldbryan.com. It sticks with that theme that I will always have no matter if you're listening to this, the day we record this or five years from now, that'll point you in my direction, people will always be able to get ahold of me there.

Jim: Awesome. And what's the one biggest takeaway you can leave the Remote Start Nation with that we hit on today?

Bryan: Traditional sales is dead, and if you don't make the pivot to serving people now, your career or business in sales will be over.

Jim: Excellent. Well, that Remote Start Nation, I hope you learned as much as I did today and can put some of what Bryan shared with us to work for you. From the bottom of my heart, I thank you all for joining me on this journey as I help you to start your business, grow your brand, and get connected with your community. So remember, please leave a comment, subscribe, DM us, share this episode with your community who you think could learn from what you heard today. Until next time, go start Something, start today, and go build the lifestyle you desire by taking action Until next time!