Smooth Selling: Door-to-Door Sales Lessons and Team Culture with Luke Jorgenson

Welcome to the Behavioral Profit Podcast. I'm

your host, Debbie Longo, Executive Behavioral

Coach. This is the show where we turn workplace

behavior into real business results. Whether

it's leadership, performance, or team dynamics,

we dig into the patterns that hold businesses

back and the shifts that drive profit forward.

Let's get into today's episode and unlock your

behavioral edge. We have a very special guest

today. Luke Jorgensen is a sales coach who spent

the last 10 years door -to -door sales industry.

He also led sales team for nine years. Luke and

his teams were known for selling the right way,

ethically, as well as having an amazing team

culture. Luke has now shifted to being a sales

coach for individuals and teams. Luke, would

you like to tell your story? Welcome to the show.

Thanks for having me, Debbie. The crazy life

of door -to -door sales. It started before that.

I was actually a high school teacher doing that

for a living, looking for a little summer income

as us teachers often do. I heard about an opportunity

to excel and I knew individuals that did that.

And I thought that might be a good way to do

it. I went for a week. I liked it, surprisingly.

And I decided to. make the jump and change careers.

So I jumped right in, head first, feet first,

all that good stuff and made a career out of

it. And so I spent 10 years selling a great product.

I sold solar to residential homes and loved the

product, loved the idea of it. We made a career

out of it and basically changed our whole life,

our whole trajectory. And I'm very blessed and

very happy to have made the jump. Thank you very

much. I appreciate it. Do you want to talk a

little bit about your talking points? I enjoy

sharing my experiences about what I learned selling

daily, meeting such a wide range of people every

day. Yes, some weird people for sure, but 99

% of people are good. I've found that being new

to the industry, I just didn't know what to expect.

You heard stories about the whole idea of rejection

and that's definitely a thing. Getting over rejection

is a huge skill that you got to learn in that

industry, but I thought it was going to be a

lot worse than it really was. I guess I just

didn't know what to expect. You didn't have success

with 99 % of the people, of course, but 99 %

of the people I felt if you treated them the

right way, they treated you the right way. And

so that was a huge, I think once I realized that,

you know, if you come across the right way, people

are going to reciprocate that back to you. Even

if they're not interested, even if they're busy,

even if they're a little bit honoring, I felt

like I had a gift to approach it the right way

aspect. I got a lot of good results. My day wasn't

filled with negativity nonstop. Although I got

rejection and knows nonstop. But to me, that

was a little bit different than getting the door

slammed on my face. For instance, I had great

teachers. Luckily, somehow, some way I met up

with a team that was really good and all these

guys were young guys. They've been in the door

door industry. Now selling different products.

Most of them were coming from selling home security

systems. And that was the main core of the team.

So all these young guys I'm going to learn from

that are right out of college. Just tell me what

to do. I think anyone in any new situation, I

think that's the right way to approach it as

far as maybe you're new in sales, maybe you're

not even in sales, but you're starting a new

position with a new company or a new opportunity.

I think the best way to do it was like, I'm here

to work really hard, but I'm just going to learn.

And as I taught my team and started coaching,

my people that would come in our doors and I

started to become a trainer and I just try to

give them that same mentality. I know you have

great experience. We hired you because who you

are and what you've done in the past. But if

you can just take two steps back for a minute

and just latch onto somebody and these people

that know what they're doing, you'll be successful.

Because I've seen a lot of people, and you've

probably seen this in the industry, the know

-it -alls, they don't get too far. Even though

they're new to an industry, they know it all,

they're not coachable, they're not teachable.

That mentality really holds them back. I think

that's very brave of you to move and change jobs,

take the leap of faith, just take a chance. And

when it's a matter of being able to live, pay

my bills because they're moving and the financial

obligations that go along with it, that's a huge

chance to take. And that's why it's very good

that it worked out for you, because one of the

reasons why I do this show is a lot of people

want to do that, but for whatever reason, maybe

they're fearful, maybe they're doubtful, maybe

they think, I don't make that money. When they

probably do, they can change their finances in

some way where they can do it. because it's just

changing the mindset. I want people to see so

they can understand that there are other ways

of doing things and there are ways of getting

out of the rut that the person's in or they're

dissatisfied with their job or they argue with

their boss. That's a very positive story. And

I do a lot of podcasts where they're very negative.

I try to help people. And I'm going to be starting

another one that's going to actually be a coaching

session. They'll turn out positive, but they're

not going to start out positive in the beginning.

It's very good that I am doing this because you

already came out on the other side. So now somebody

could see that there is hope for them also. I

think that's a good message, Debbie, if I can

just piggyback on what you said, because the

way I looked at it is I was struggling financially.

I loved what I was doing. I love being a teacher.

But when you're in debt and you have all that

debt, I was like, at what point am I going to

be able to not keep looking at my bank account

every five times a week and wonder? So the money

would come in and we, as teachers, we get paid

once a month. And it was funny because the last

week of the month was always like, Oh, I just

can't wait to the first of the month. It was

always let's not get those groceries. And you

think I was a teacher. We didn't get paid a lot.

And I even had my masters and I was doing the

extra things on the side. I taught an extra class

for instance, to get a little bit more pay, but

I think people realize if you stay where you're

at, you're just going to get the same result.

That was logical to me. So if I kept doing what

I'm going to do, I'll just keep getting the exact

same results. Now transitioning to coaching.

That's one of my big themes is look, if you want

something to change, you're going to have to

change it. And I think the best way to change

it is to get someone that's then an expert, a

coach to help you because you can go from A to

B to C to D, but that might take you four or

five years. And if you can do that in six months,

for instance, then you just cut your timeline

down significantly just by having a little bit

of help and leadership. I like that. Thank you

very much. Next topic is I love talking about

sales mentally. Why so many cannot make it in

door -to -door sales? It's extremely hard. And

who succeeds is not always who you think. I always

thought, how is he so good? Look at the face

value, judge the book by the cover. There's no

way, but the good people learn the systems and

the methods at work. I think a lot of people

look at who's your typical quote unquote salesman.

And someone might picture someone that's super

outgoing and energetic. can be good at sales,

no matter what your personality is. If you have

the right methods behind your personality, you

don't have to change who you are. It's interesting

because when we would hire people, I had a couple

of leaders with me and we'd always look at each

other. We should just bring people in here and

flip a coin. If you don't know what's in someone's

heart, you can answer the right questions in

an interview. Are they going to keep going when

it's hard? I think that's a life lesson for anybody.

especially in cells, are they going to let the

fear of rejections of how much they care about

how people think of them? And if they care a

lot about how people think of them, it's really

not great for cells, honestly. But that's a skill

you can get better at. So who's going to be teachable?

Who's going to have all those mental things that

you just can't check a box. You can't show that

on a resume. As part of my message in coaching

is also a lot of people, I'm not a salesman or

I'm not in sales. If you have anything of value

that you're trying to communicate to someone

else, you are actually in sales. You might be

personal branding. You might be trying to promote

yourself at work. You might have ideas you want

to share at work. That is a sales process. I

think a lot of people can benefit from knowing

just some very basics in sales. And that's what

we set up with my basic coaching program. It's

a simple, effective tool for salespeople, of

course, but also people that might not even have

a background and might not know where to start.

That was very good. Thank you. There are a lot

of situations that people sell in a lot of ways.

The big thing with selling is that it's usually

only commission, but You make more money on commission

than a salary job where you're getting a certain

amount every week. But people don't know that,

or they just want that salary every week because

they know that they're getting that. And the

process of doing something different and going

into a different career. is very challenging,

like we had just talked about, but it's also

very rewarding because I'm able to grow spiritually

and mentally in all of these different things

that I do every time I do something different

in my career or home, something that I don't

know, something I'm not familiar with, something

that takes me out of my comfort zone. And when

I do these things, I'm growing, but not only

that, I am evolving. I'm advancing myself. Now,

some people know what their destiny is. Somebody

who grew up to be an actress, when they were

a child, they knew that they wanted to be an

actress. Somebody who's in the Olympics, when

they were a child, they knew that they were going

to be in the Olympics. A lot of times people

know their destiny, but it's a matter of whether

or not getting there. How am I going to get there?

What is the process that I need to go through?

And that for me is what coaching does. If I want

to learn algebra, I sign up for the class. When

I go into the first class, I don't know algebra.

By the end of the course, I know it. I've taken

the quizzes. I've went to the lectures and I

took the final and I passed everything. Let's

say it's algebra one. Would I take another algebra

one class? No, because I already know algebra.

So now I want to take something I don't know.

So if I like algebra, I might say, I really like

it. And I really want to advance in this and

it's helping me grow. Now I want to take algebra

two. That's just a different scenario or an example

I'm trying to use because each time I take the

algebra class or each time I do something different.

If I'm a boss or an executive, I hire a new employee

or there's a challenging employee that have to

enforce what their job duties are because they're

not doing it. Every time something happens that

gives me a challenge. That helps me grow. So

I want to be out of my comfort zone. That's just

from my own personal experience. I'm also a life

coach. That was how I originally started. My

company is Life in Bloom and Wife in New York.

I have the experience in everything. And so those

are some good points that I wanted to say. Can

I add to that, Debbie? And if you look at all

the idea of coaching, if you look at some of

the greatest athletes in the history of the world,

take a look at Tiger Woods, for example, he had

a coach. And so some people don't want to get

a coach and they don't even know how to swing

the club yet. And so you got to take a look and

same thing, Roger Federer, all these tennis pros,

you look at any walk of life where people are

really successful, they have coaches. And it's

not just athletes, it's in business. They might

call them a mentor. They might call them a peer,

but someone that they can turn to for guidance,

for direction, for help to go to the next step.

And so I think the idea of coaching is powerful.

I just got a new coach to help my brand, help

get my new business off the ground. And so I

think the idea of coaching is just powerful.

We need them. So the next topic is sales should

be learned by anyone who has to communicate value.

Sales is not just for typical salespeople. Sales

is like a life skill in business. Do you have

something of value you need to communicate? Then

you need to learn basic sales skills. People

all the time will say, I'm not in sales. And

they are. If you're an employee, you're going

to try to sell your value to the company in some

way or form. So if you're a business owner, you're

going to try to sell your ideas and your techniques

and what you guys need to do in the direction

to your employees or your buyers or anyone on

the executive team. So I think the idea is sales

is such a diverse path. And I think sales is

one of the quickest way to improve your people

skills. We need cells. You are in cells. If you

do learn those skills, you are going to improve

your people skills. The growing social media

where technology is allowing us to stay connected,

but not really connected, but that idea of you

still need those people skills. You still need

to be able to communicate value in some way,

shape, or form. If you got a spouse or a partner,

at some point you got a position where you're

coming from to them. Sometimes even my wife should

be like, are you selling me? No, I'm not, but

I probably am. Cause there's just like a skill.

You're just trying to communicate value to someone

else. And there's a proper way to do that helps

them A see your side and B can bring them to

your side. It doesn't mean it always works, but

there's proper ways, there's proper methods.

And I would invite people to get some training

on sales, read a few books, listen to some podcasts,

join my course that we're offering a super low

price course. I think if anyone's looking for

a career opportunity, young people, I think sales

is a great thing. I just went in it for the money.

And then I realized, like you were talking about

the growth. I could not believe how my personal

growth was unreal. It was like putting me on

this super growth protein. I don't know how to

describe it. Like a gym guy that's out there

working in the gym three times a day, having

math as a result. So the sales process, because

it's great. You get immediate feedback on people's

skills. You will say something and then they

look at you and oh boy, I just derailed it. Don't

say that again or. It's just the feedback is

so immediate and then it helps you with your

personal growth. I recommend it to young people.

Get out there. The growth is huge and it's amazing,

but also it's a skill that you can use in so

many aspects of your life as a business owner,

entrepreneur, employee, like whatever it is that

you're doing. Thank you very much. That was mostly

what we talked about in the question before was

reiterating. I need to have for me to succeed

in anything. I need to have faith and courage,

even if it's another career or getting a promotion.

I need to know that's gonna work out. And if

I'm not sure when I go into it, maybe I will

become sure. Maybe that's part of the process.

But the faster I can know that, the better it's

gonna be for me. And the more positive it's gonna

work out. And that's a process. That's another

reason why I need a coach. And it's good that

coaches have coaches, because like you were saying,

you can learn more from them, especially if you

don't know anything at all, or you don't know

a lot. It's like a therapist goes to therapy.

So there's a lot of teachers take a continuing

learning course. Right. It's done pretty much

in every industry. The next topic is pitch, presentation,

teaching, closing, and follow up. The core of

cells. We could give you an example. Say you're

a business owner and you see a problem in your

team. And so when you go to communicate to them.

You want to have an idea of how to do this. You're

trying to communicate the value. You're trying

to get them on your side. So there's a certain

way to do it. It has a lot to do with dealing

with the problem, talking about the solution.

Let's say you're a business owner and you have

a problem with your employees coming late. This

is what we're seeing. Here's what we feel like

the solution to that problem is. And then you

can transition into a game plan. Sales is all

about moving someone from point A to point B.

And just a little bit. So that point A to point

B might be for your employees. We agree. There's

a little bit of a problem. And now you're trying

to get them from point B to point C. Let's get

some action. Let's get some change. There's a

lot of things you can do asking the right questions,

trying to get buy -in, trying to them to actually.

agree with the problem, them to see it's actually

a problem, questions become a huge part. But

those are your core, like you got a pitch and

presentation. The presentation pitch sometimes

depending on the situation can be the same, depending

on the cell and the cell situation. But the presentation

is also being able to teach. So we are, when

you can teach someone something else, they see

you as valuable. If I can teach someone else

something they didn't know, immediately without

them thinking, they're thinking this guy's valuable.

And then if I can keep going and keep doing that

and show them that A, I can actually provide

something of value now to you. I have something

that will help you, something that will benefit

you. Now he's offering me something of value.

And then follow up just doesn't happen enough

in cells. The next step is it's not always just

one conversation and it's done. The follow up

is a key, the follow up plan. Maybe they're not

on your right side. Maybe you got to keep the

connection going. So follow up is a big key for

cells. Thank you very much. You said a lot of

good things. You explained how you came out the

other side, how you went through the process.

I'm hoping that gives somebody clarity and helps

them in some way. The way you do it, the pitch,

the presenting. the closing, the follower. I

need to have some kind of system, some kind of

process I do if I'm doing any type of sales or

anything. Like you said, everybody's selling

something in some way or convincing somebody

of something they want to do to try to get them

to do it or whatever. So the next one is anyone

who wants to improve their people skills. should

get into sales. The repetitions of having connections

with other people, whether that's on the phone,

whether that's on a zoom, whether that's person

to person. I look at waitresses and waiters.

I think they're in the same boat. The people

skills. I got a daughter that was a waitress

for a while. I just noticed immediately her people

skills improved. And we're still in a people

to people. We have all this technology, but we're

still people to people. And so anything you can

do to improve those skills and It's just going

to take you because I see a path of the people

that are really good with people skills, especially

in our younger generations. They're going to

stand out way more than people that don't. And

so I've already seen that in one of my sons in

high school. He's pretty good with people skills,

but a lot of his friends aren't. And so I look

at him and opportunity in. work in entrepreneurship.

I see him as he's already four or five steps

ahead of some of his peers because not that he's

smarter, his people skills. So he can talk to

adults. He can communicate instead of just one

word sentence, he can communicate a little bit

longer. I think that's a key. He often talks

on the phone instead of texting. Like those types

of things, anything you can do to help your people

skills. And I'm kind of. referencing this to

young people, but I think is also with us. How

can you get around more people? When you go to

the coffee shop, how can you talk to someone?

How can you approach them on anything out of

it, other than a conversation? You're just trying

to just sharpen your people skills and anyone

that's in some type of people oriented position

can benefit from just practicing their people

skills. Yes, that was good. Thank you. So we

talked about growing spiritually, mentally. The

people skills I know are not very popular now.

They're not very common only because of the technology.

Everybody is looking at their phones. A lot of

the younger generation, they're isolating. They're

on the computer. They don't want to interact

with their peers. There are a lot of ways that

we can improve people skills. Being in sports

is one of them. They can join the football team

or the baseball team in their school. And that

helps. That's very good to build discipline and

people skills and different things. Another way

is to just get out there. and talk to people

in all different ways. You could talk to people

in your community. There's a lot of things where,

what are my classmates doing? What are the people

around me doing? What are my neighbors doing?

And a lot of times I follow them. That's how

society basically develops. What's going on in

your neighborhood? People might be on their phones

all the time. But what's going on in somebody

else's neighborhood? Maybe they can't afford

phones. They're outside playing. And a lot of

times that's a good thing because they're being

social. And that's very important. So it's not

that one thing is right and one thing is wrong.

We could find positives and negatives to both

things, just like we can with anything. The things

that we're mentioning here are different topics,

different parts of maybe somebody's behavior

or what somebody is doing in their life. Those

are things that we could touch on. If you're

listening to this podcast and you could relate

to any of these things, maybe we can help you

just to fix or just help you with that one little

thing that you want to change. It doesn't have

to be that I want to go from not being social

at all to being the most social person in the

world. It doesn't have to be such a drastic shift.

It can be just, I just want to change this one

little thing. I'm not social at all. Maybe I

want to become a little bit more social. Maybe

I want to become a little bit more social. And

then gradually I'm just giving an example. So

gradually I become more and more social, or I

might want to make a drastic change. But one

of the reasons why I have these podcasts is to

explain all of these different things to people,

to show them how you got to the other side, but

to explain to people there are all different

ways of doing things. And the best way that I

could do that is to give different examples,

conversing other professionals, people that need

help, like on a podcast and a lecture. at a workshop,

which is all different things that I do. So anyone

who wants to improve their people skills should

get into sales. I love talking about building

teams and team culture, how experiences should

be a big part of any successful team. So one

of the shocking things when I started selling,

I was lucky because I got on a team that really

valued team. A lot of organizations talk about

it, but they don't walk the walk. And it's a

super unique, I heard a guy when I first came

in, he's, we're going to do this activity. We're

actually going to play kickball. And I'm like,

what? And he's, yeah, everyone's coming. I'm

like, I have an appointment. He's, no, you got

to cancel your appointment. You got to switch

it. And I'm like, really? For kickball? Yeah.

You don't understand here. We're a real team,

a family. I guess that's what people are doing.

So that's what the teams does. I saw over time.

So I did that when I played kickball, had a great

time. And all of a sudden you become connected

to your coworkers. Now in this scenario, we'd

meet a couple of times a week, have trainings,

but then you all disperse and y 'all go sell.

And typically you're going on your own. unless

you're getting some training. So you would go

sell on your own and then we'd come back in the

meetings. And then all of a sudden these relationships

started forming. These people became my friends

and our spouses connected and we did things outside

of the office. I've been involved with teams

and sports basically my whole life, but the consistency

of that really changed the game for me because

I had support, I had people that were in my corner.

I had new friendships, people that were more

successful for me. I was rubbing shoulders with

people that thought a little bit better than

me, that had been where I want to go. All of

a sudden, all these benefits started to happen.

And I think now I see, I've looked for it and

I've adopted that same mentality in our teams

and we've had amazing people. Just to give you

an example, we had a guy that we had to get rid

of. The underperforming basically wasn't something

for a while. Didn't have any cells and people

don't sell. Obviously they don't, it's not a

good fit. He's I really suck at cells. I'm just

terrible. Cause you know, that full commission

cells, I would agree is not for everybody. How

are you making money? You got to find work. I've

known that for a lot of time, but I just, I don't

want to leave the team. And so. At that moment,

I'm like, okay, there's really power in this

idea of real culture, real connections, a real

welcoming when someone comes in, like not just

the boss welcomes them, but you have 10, 15 other

people welcoming in. And then over time, these

relationships grow. And so people really start

cheering for each other and there's more happiness,

honestly, with your team. So. I like this idea

and we're not quite ready to do this yet, but

eventually we'll start coaching teams on this

idea of culture and how to really build it and

systematically. It's like following a plan, but

a fun, enjoyable plan. People come for the money,

but they stay for the culture. And we found that

to be true because every once in a while people

would get other offers to go to this company

or that company. And most of the time people

would choose to stay instead of going somewhere

else just because of the culture. So I think

that's a powerful tool for teams. That's interesting.

And that's very good that you do that, that you

help in that way and you teach that because not

only does that build social skills and increase

their behavior and mental fitness, but it also

teaches them a lot of other things that are part

of their own personal lessons also. So there

are a lot of things that it does. It just depends

upon what I want to realize and what's important

for me that I want to focus on for me to move

forward in my life. Because to me, that's what

coaching is. I'm trying to help people to advance,

to be better than what they are now, to get out

of their comfort zone, all these different things

that we just talked about. And that's how they're

going to move forward in their life. And that's

how they're going to be successful. If you look

at these big companies and you mentioned all

of these different pros in sports, they had a

vision when they were a child and they worked

their whole entire life. These sports stars that

even made it to the Olympics or won all kinds

of awards, they worked their whole entire life

to get to where they are now. They knew that

was going to happen when they were a child. And

that goes for business too. These big companies,

their CEOs knew that they were going to own these

companies someday. So they had this vision when

they were very young. And you don't have to have

it when you're very young. You can have it at

any age. But these are just examples of anybody

is able to get farther than where they are now.

It depends on if they want to see that. It depends

on if they want to look at that. If that's what

they want to focus on. And that's important to

the person. It's important to me if I'm helping

the person, if the person wants to be helped.

I am doing that now. I'm out of my comfort zone.

I'm going way beyond my reach. I never thought

that I would do a podcast. I didn't really know

a lot about them before I started this. And now...

I am, believe it or not, a different person.

It's just strange, but I feel that way. Oh, I

believe it. And that's really helping me grow.

So there are a lot of different examples of this.

There are a lot of different scenarios, but I

would like to ask somebody if they're listening

to this podcast, that they can be... the person

that they've always dreamed to be. They can succeed

in the things that they never thought. I want

to be a sports athlete. This is the thing that's

holding me back. And there really aren't things

that are holding people back, not physical things.

The person could be holding themselves back mentally

for whatever reason, but anybody could do anything.

So it's just a matter of, does that person really

want to do it? Does that person have the willingness?

Is that person really going to go through all

of this whole process and all these things that

we just talked about? Do they really want to

go through that to get out the other side? When

you're a good agent. Do you really want to stay

where you're at? Do you want change? If you want

something to change, if you want the results

to change, you got to change. the inputs, get

out and do something slightly different. It doesn't

mean you need to be totally different because

that seems overwhelming to some people. When

you go to the coffee shop or talking to people,

it doesn't mean you start talking to everybody.

But maybe the person taking your order, ask them

one question and you're like, that wasn't so

bad. And then you sit down or you're waiting

in line and you're like, how's the day going?

And all of a sudden you realize this is not so

scary. I can do this. Maybe with your podcast,

the same thing, you're like, I got to figure

out this part. And you figured out that part

and you're like, Oh, I got that down. Now I need

to do this. You need to find the right microphone

or whatever. You just take steps, but you're

working towards something that you really want.

You want some improvement. You want some results.

And that was very good. I agree with that. Do

you want to say something in closing or do you

have anything else that you would like to say?

Oh, that's great. Thanks for having me on Debbie.

So if anyone wants to learn more, they can follow

me on Instagram. It's at coach underscore Luke

J. So at coach underscore Luke J on Instagram

is the best way to connect with me. Offer an

introductory course sells, which I think literally

we've been talking about it, but anyone in any

type of situation where they're trying to communicate

value to someone else should take it. It's super

inexpensive, but we've gotten really good feedback

from it and that's it smooth. Selling .co slash

offer. So if you go smooth selling .co slash

offer, you can get the course there and see if

you like that one. You might be able to take

some more and learn some more. Thank you very

much. So I have your offer here written out.

I am teaching a training on how to pitch and

sell smooth. I was known for making the sales

process smooth for both myself and the buyer.

Taking a lot of pressure out of the sale. and

making the sale a no -brainer. In my course,

W Method, Smooth Selling Framework, I teach this

proven sales framework that can be applied to

literally every sales situation out there. For

the same prices buying me lunch for the same

time, I'll teach you to immediately improve your

sales. Find the training and smoothselling .co

slash offer, which you had mentioned. And the

one thing that I wanted to say, In response to

a question that you said was about people being

in sales and their personality and how they can

succeed and they don't necessarily have to have

any experience, they can be teachable. And then

you said something about the repetition and I've

been in sales my whole life. And the trick that

I've learned is the constantly repeat. And even

if that person is walking out the door, I am

talking to that person and I'm selling that person

until the minute they get out of the door. If

it's inside sales, outside sales might be a little

different, but I always did inside sales. Or

even if they're walking away, I'm still talking

to them. I'm talking to them until it becomes

the minute that I cannot talk to them anymore

because they could stop. And I'm constantly repeating

the same thing over and over. There's a whole

psychology to this. You can look this up. that

people, we only hear 20 % of what somebody says.

So if somebody says two sentences, we hear, we

might hear four words out of those two sentences.

If I'm repeating, chances are the person's probably

not even gonna know. So that's why the repeating

is always good. Some people get annoyed at it,

that's okay. I think it's great. So that's just

my personality. My information is going to be

on this behavioral profit is the name of this

podcast. You'll be able to get in touch with

me. My company is life and bloom and why .net.

And I have a website email info at life and bloom

and why .net. I also put this on YouTube and

there's 15 podcast channels that we put it on.

Thank you very much for everything. I really

appreciate it. Thanks, Debbie. That was great.

Thank you for your insights. Have a great day.