Greg Voisen
Welcome back to Inside Personal Growth. This is Greg Voisen, the host of Inside Personal Growth. And joining us from Los Angeles, just actually, he's in Hawthorne, just on the other side of the county to me, is Erik Seversen. Erik has a new book out called Peak Performance: Mindset Tools for Sales. And this is a compilation of 24 of some of the best salespeople on the globe. And, Erik, good day to you. How you doing?

Erik Seversen
Good day to you, Greg, thanks for the introduction. And you say my book, it's actually the smart people are the authors that I gathered to get them like Mike Bosworth superstar in sales for years and years and years. And so that's what I'm most proud of is the author's gathered together to make this book happen.

Greg Voisen
Yeah, and you did a great job of getting. And we're going to try and cover for all those listening, as much of this as we can and as smitten of everything. But there are 24 chapters in the book, from authors that have all contributed to this. And you can pick this book up anywhere and just open to a chapter and you're gonna learn something that and I'm going to tell anybody in sales, definitely go out and get a copy of this book. I'm going to tell them a little bit about you, Erik, because you got your own interesting background. Then we're gonna get into the questions. And then we'll wrap up this interview with three things that you think are great takeaways for our listeners today to start implementing into their life and their sales career. So Erik's on a mission to inspire people. He holds a Master’s degree in anthropology, and is a certified practitioner and neuro linguistic program. He draws from his years of reaching at the university level and years of real life experience to motivate people to take action, creating extreme success in business and in their life. Erik's author of 11 books, keynote speaker, Adventurer, entrepreneur and educator has traveled to 95 countries in over 50 states in the US. His travels and intersections with people have been a deep study of love and struggle, and the ways of thinking that Erik relies on to tackle challenges in school business in life. He must currently ambitious is ambitious project was sharing his lessons he learned with others and climbing mountains. He lives in Hong Kong and I said with his wife, and two teenage boys, and you can reach him at his website at www.erikseversen.com And it's e-r-i-k. So good, sweet. He likes to spell everything a little different than everyone else.

Erik Seversen
In our region. I've got to Darwin Norwegian.

Greg Voisen
Well, I said sweet, I was close. Up there. Yeah, well, sometimes they're not friends. But hey, so Erik, could you start off by giving you an overview of the book, The Peak Performance Series, which a lot of your books are peak performance, something? This one happens to be peak performance mindset tools for sales? What inspired you to want to write this book on sales? You heard of others that are peak performance books? Why and why do you think it's an important message for our listeners? And

Erik Seversen
thanks, Greg, the series started off pretty broad. It started off with peak performance mindset tools for business. And then peak performance mindset tools for entrepreneurs, peak performance mindset tools for leaders. And then I realized I really wanted to get focused on one trait one something tools people can use for something practical, like a sale like sales. And I knew a few people. This is the first book that I actually knew a few people in before I started. And I've been inspired by them. So I knew for sure, I needed wanted a few perspectives from people that I've already learned from, and then reaching out to other people in the sales community because sales. A lot of people think sales is a tough industry. It's one of the most the industries I admire the most, because you really have to understand rejection. It's really hard. A lot of people after college, I think it's 50% of people will at some point in their life and I got this from Mike Bosworth have a sales position in their in their in their lives. But there aren't 50% of people working on the planet in sales, that's for sure. Because it's hard. It's it weeds out those who really can't handle it. And so what I wanted with this book is to give a little bit of advice, some practical tools that can help people be more successful in sales. And more successful might be just sustaining their level of sales where there aren't where they are with what they're doing, and making their lives more comfortable by understanding the sales process better or taxing their sales through some of the strategies in this book. One chapter, for example, talks about increase increasing online conversion by 900%, and it's not a joke. It's not a just a, a click magnet to get people to click on something as crazy as that. And we can talk about that in a little bit. And what I also love, Greg is the perspectives. We have Katie Armentrout, she's young, she's I don't know, she's in her 20s, mid 20s Maybe. And she grew up in a sales family, and she has her experience with a mom and pop shop, then we have you know, Mike Bosworth, who has been an icon and sales from the Xerox times of Xerox, you know, and so we have such a wide array of perspectives from young, excited salesperson to an established icon in the industry, and they're all equally valuable to different people, which I love.

Greg Voisen
Well, you know, it's interesting, you know, I do people think of sales as kind of sometimes being a slimy job, but it's not. It is a profession, and the people that do it are professionals. And I love Daniel Pink's book from a long time to sell as human. You know, all of our life we've been convincing and or selling people are made to marry us is probably a really good example was like, hey, when you're dating somebody, aren't you really selling? Yeah, you are. You're trying to do the things proper to get that person to want to become your girlfriend, boyfriend and get engaged and or get married. Right. And so I think when you look at sales, from the standpoint that it is an inherent human trait, people say, Well, I wasn't born a salesman. That's true. A lot of people aren't born salespeople. But everybody has the ability to learn from this book, and from courses that you can take in all kinds of things that you can become better at the skill of selling. So that leads me to what's the most challenging factor that you found and weaving these different perspectives and experience into one cohesive book, because it granted, you can open up any chapter anywhere, and take out what you want from this book. And there's lots of references in this book, too. In the back of them, each author is given places where you can go with just for the references themselves, it's a great book. So how did you weave all these people together with all these different perspectives about selling? Yeah,

Erik Seversen
that's a great question. And originally, so I, my assistants name is Dell, originally Dell, and I do the reach out, she does most of the legwork. And then she makes lists of people she thinks would be good for the book. And then we decide who actually to reach out to. And then once we make a connection, we usually have an idea. We start with a picture of a puzzle. And we want different puzzle pieces to for this puzzle to make a picture, right. However, Greg, once we make connection with the authors, and we start to talk with them, and then at that point, we don't choose, we don't tell them which puzzle piece to write about. We asked them what excites you most about sales? What can you contribute? And we arranged the puzzles that way, where the authors had free rein once we decided that they were a good match for the book, they had free rein to choose exactly what they thought was the most important message. And it just turned out to be this great or wonderful array, like I said, six different perspectives from a morning routine to having thicker skin to you know, not being that sales guy and committing, you know, my Cosworth again, has he has the original sin, which is a salesperson acting like a salesperson. Well, that's not that hasn't been been effective since probably 78. Maybe?

Greg Voisen
Yeah, it's true. You know. And speaking of Mike, he made a contribution. And one I think his chapter is actually the first one and the second one. Yeah. It he's definitely a notable guy from Xerox days. Accolades, his own company and training salespeople, stories, selling or storytelling is one of the things that he's gotten into now he is a wonderful human being, can you share a key insight or strategy from his chapter, especially as it relates? Because the chapter is about connecting with strangers?

Erik Seversen
Yeah, yeah, for sure. And I think I kind of mentioned it, one of the things he talks about right away is that original sin, that as soon as you become a salesperson, your neighbors and your friends and your family can no longer trust if you're trying to sell them on something or if you're just out there at the barbecue talking, you know, enjoying each other. And he does a great job of explaining that we don't need to acting like a salesperson isn't going to go anywhere, because people they want to buy but they do not want to be sold to. And so by creating these relationships, and Mike talks about making making sure they're they are real relationships. Have, the sounds are going to happen by themselves with these authentic relationships with people. And I really loved that part. And so that's, that's one of my favorite things from him. And also, he mentioned something kind of near the end of this chapter, I think that people make emotional decisions based on logical factors. So the idea of an emotional sale, there's still logical factors behind that. And for Mike, he talks about envy is one of those logical factors, where our somebody's envy of something, something somebody has, is a valid logical reason for them. And this is all unconscious, they're not going to be talking about this out loud, for sure, they're probably not going to want people to know about that, because it's a sunk unconscious factor. Right? Somebody's envy of something provides that logical reason to make the emotional by and

Greg Voisen
definitely, because our emotions drive it. In other words, just take buying a new electric car. And the reason I say this is because I've had a couple of people on here talk about that lately. So you can look at the Consumer Reports on all the different models and makes and things and what do they have in the range and blah, blah, blah, and whether you're gonna get your tax credit in the end, but in the end behind, there's an emotion. And that emotion is, is this being driven by me helping to save the world? This is being driven by me looking really cool. And electric car? Is this being what are those emotions? And what are the feelings that you're getting as a result of it? And I think the feeling forward is a big factor. Now that brings me to this David Brownlee approach. You know, David focuses on customer relations extensively. What unique angle does his chapter provide on client interactions for peak sales performance? Because this is, this is kind of a bent of mine, Erik, you know, I mentioned this because I just had solar put on my home. And I actually do sales training myself for people. And the salesman came out was out here twice. And I've never heard one word from him since. And I keep thinking to myself, why aren't people prospecting the people that naturally would give them a referral to somebody else? Versus because they just drop off. They're like on to the next. And they're not building the relationship. And that's the number one sin in any of the business is to drop somebody off, don't build a relationship and not get a referral. Why wouldn't you want to do that? It's the easiest way to propel your business.

Erik Seversen
Yes, I'm so glad you asked this, Greg. So yeah, so David Brownlee lives in San Diego absolute superstar. He's actually a LinkedIn coach. He's, he's, it's hundreds of 1000s of people on LinkedIn have taken his course, he's had multiple LinkedIn courses. And his chapter focuses on, we should focus less on selling and more on serving. And by doing so by serving our customers and our clients. We are providing something that they need and they want to pay us for. So it's a win win. It's a celebration all around. And David Brownlee, he's got another anecdote where he talked about the follow up, he had he rented a car for a business trip, he had a speaking engagement and then two in a city. He went and he rented a car like he always does. And he, he actually, the, for some reason, he rented from a different company than he normally rented from. And he gets back and about two weeks later, the phone rings, and it popped up. It was, you know, whatever rental car I don't remember was what it was. It was from the rental car company immediately. He got super defensive before he even answered the phone. And he thought I didn't damage that car. There's no way I know for sure I didn't damage that car. He thinks they're coming after him for a dent in the fender or something. He picks up the phone, and somebody says Mr. Brownlee, I know that you rent it out of Cincinnati, where it was two weeks ago, I just want to follow up and find out how your service was was Did we satisfy all of your expectations? He was floored. And guess what? He's never gone back to his original rental car company. Even though they did nothing wrong. His original company did nothing wrong. Suddenly, somebody made a cold phone call to him just to ask if he was satisfied with their service. And suddenly he jumped ship and started renting exclusively from that company going forward. And David travels, shoot, he speaks 20 Oh, yeah, 25 times a year, probably. And so and

Greg Voisen
the thing is, is that you know, Erik, it's the lifetime value of a customer, right client, a client, you know, it's one thing to say I have a customer. It's another thing to say I have a client. The two words are not interchangeable. A client, it's transactional. I'm sorry, a customer it's transactional, a client it's ongoing. away, and the value of that keeps building and building. That brings me to Adriana Logan's insights, you know, she has a unique perspective. She brings a unique perspective to the table. And I think this deals with the psychology of a salesperson or what's going on inside of them in terms of developing a winning mindset, and building self confidence, and then when you can only take rejection so much, right. But what Adrian talks about is what you do to build the winning mindset, and to overcome, probably a poor self confidence of yourself. Can you address that and why that's so important in every sales person's life?

Erik Seversen
Yeah. So Adrian, actually, he's a superstar in the UK. He was he's a, he's a military veteran in the in the UK forces. He's done wonderful things in sales now as well. And he says, All of us have, when, when, when asked privately, our confidence levels, all of the surveys show that people generally feel a lack of confidence, even if they seem confident. And what he's saying is in sales, we need to address that, that lack of confidence that nobody might see, to become, in reality, confidence. And one of the ways we a few ways we can do that is rehearsing I think that's the number one thing he says in to build that confidence is knowing your stuff and rehearsing it really, really well. And then also positive self talk, because too many people go into sales. And they you know, they don't want to hear the no, they don't want to be the salesy guy either necessary. But once you rehearse it, and you do that positive self talk, that kind of goes away. So that's one of the things I took away from his chapter that I really, really enjoyed.

Greg Voisen
Well, Tim Robinson is along the same lines, it's around mindset. But he talks about the neuroscience of selling. And I think the neuroscience is a part that maybe not too many people in sales have been thinking about, but how we're hardwired, and how we can look at you know, the various parts of our brain, the amygdala, various parts of the brain that are really affecting us, you speak of us this visualization, he talks about positive self talk he talks about, and how this relates to us rewiring our, our mind.

Erik Seversen
Absolutely. And also connecting with others, which is another thing I like he mentioned. And I don't know exactly what they all are off the top of my head. But for example, serotonin, if we can do something to make somebody feel like they belong with us, a jolt of serotonin might get into their system. And serotonin is a comfort, comfort feeling. So suddenly, they feel comfortable with us because of this joke that we have somehow created by giving giving them a sense of belonging. And that might be as simple is asking a favor for for something small or asking, Hey, is this Do you like this title or this title better for a book? For example, if I'm creating a book, do you like this title or this title better? This person will give their opinion. But their opinion is less valuable than that they've helped me with something. And suddenly, there's a small chemical response going on them that they consider themselves a helper of mine, and therefore build a closer rapport with mine. Dopamine makes us feel wonderful and charged up, for example. So if we're able to do something like Oh, my gosh, did you play sports in college in high school? Oh, yeah, I was a guard on the football team. What was your favorite moment, oh, my gosh, I, I made this block for the winning touchdown for our homecoming game. That person right now seeing a 22nd story of their football days back in high school, maybe 20 years ago, has just released a few chemicals in their body as they're reliving that exciting experience of that football block that they did as a guard on their homecoming day. And once those emotions are released, they suddenly feel great. And so are the process of me working with this person on this transaction of something that they they need because I wouldn't want to sell to somebody. So something that they didn't need. They're more likely to create that bond and connection. So that neuroscience and figuring out what are the chemicals that are released? What are the techniques that we can get them to be resistant. This is part of my neuro linguistic programming as well. And Tim Tims chapter does a great job high level, just explaining some of the very high level ideas that chemical responses within our brains will affect people's attitudes and rapport with us. Yeah,

Greg Voisen
is you know, what you're talking about is so important and it's really building rapport by asking questions and open ended questions, and truly from a level of sincerity Allah Also a lot of people don't like to use. But there was a TEDx talk, you were on TEDx. So you might remember, I can't remember the guys name, but he calls it sell. Sincerity, listening, loving, as E. The E was for something else. But the point was, love was one love the customer, right? And he said, so many people said, Well, why do you use the word love? You want to use love in there? And he goes, Yes, you do. It's just because if you care about them more than you wanting to try and explain your product, right, there was what is that statement, people don't care how much you know, until they know how much you care. Right. And I think that's important, and it's truly important in today's world is knowing how much you care to help them do something just like you just said a minute ago, you're going to build a relationship, you're going to make connection, they're going to build trust with you. The trust is a key factor for any salesperson to have. Now, I'm not going to profile all these chapters, but I am going to end up with this chapter. And that's the one with the David Schneider's technique. He's known for his dynamic approach, he shares these principles, and I helped him do it to cultivate what he calls a prosperous mindset. Can you share those five principles with the listening audience that he had? In that chapter? Maybe I'm calling you on the spot. I

Erik Seversen
don't remember the exact Exactly. But I actually want to bring up something real quick, about the we mentioned report in the follow up and how surprising that is one of the things that Shawn Fector mentions, actually, he's, he, he's the one who talked about increasing conversions by 900%. And in a nutshell, it's the speed at which we get back to people on online orders is just shocking. And he was talking about it, he has an Excel spreadsheet with sports teams, and another one for family members. And he if if there's people important in these are customers, not clients, or clients, not customers, so they're long term that he's working with. And he will put their names in what team they like, and he has his virtual assistant, make sure that they know when his team, for example, does some that makes the playoffs. And there might be 10 people in his sales orbit, that that he will send an email to congratulating them on this. And this isn't even during the sales process at all this is while the sales processes are long gone, just

Greg Voisen
keeping the relationships going. And I think, you know, when you look at companies that are really good at that, like Amazon, right, I'll just use it, all of us can take a product back. And in less than 24 hours, we get our money back, right? And you're thinking to yourself, you get an email on mine it immediately this is Hey, thanks for returning the product. And then another emails that your money's back in your bank account, right? And it's just those level and then you go to other companies where it takes them weeks to actually get that credit, right? I just had an experience with Shopify through somebody that was supposed to return a credit to me, literally five days to make the credit. I'm thinking to myself, Why does Shopify need five days, and Amazon can do it in 24 hours or less? Right? So these all make a difference as to where you choose to spend your money. Right, because of how you feel you've been treated, you've been treated as a preferred customer. And I think that's really important. So throughout peak performance, there's these common themes or principles that all these authors had and you kind of agreed on, what are some of those common themes? And what is it that you found kind of made that all the what I call the tapestry that you created in this book kind of come together? Because I love it. I just I love it, because I can just go to any chapter, and I'll read a chapter. And it's the this one, this one is Lauren cow. Will the real salesperson please stand up. That's what I love about the book is it's like a little reference book, carry it with you. Take it with you. If you need something to read, and you only have 10 minutes in between calls, read a chapter out of the book, because you're always going to take something.

Erik Seversen
Yep. One of the things that I think comes up quite often and this was just organically that these are what the authors wanted to focus on. One is the relation relational selling, that selling is a relationship. It's not just a transaction for good salespeople. We're not talking about the average sales per person we're talking about to the next level, and also understanding mindset, how we can do that. positive self talk through the, you know, the visualizing things for that. Things like that came up quite often as well. And then there are some chapters that have their own little unique perspective that nobody talks about, for example, Jarvis Leverson, talks about the morning routine, starting the day, in a certain way every day to get you going in the right direction, is a great really, really good tool for salespeople who need to consistently show up and consistently, you know, stay ahead of the game and perform better than they're there.

Greg Voisen
I think routine for anybody, a gratitude routine, a journal, whatever it is that you do, that's your pattern. It's very important for salespeople, it's probably one of the most important things. And time management is another really big time blocking for salespeople. Because all our salespeople Wait, well, did you make the calls? Know, I didn't have time? And I said, Well, you certainly didn't block the time on your calendar. Because the reality is, if you only made five calls a day, 25 a week, and whether you got nose or yeses, it doesn't matter. Because it is I know where people say this, it is kind of a numbers game. You've got to hit people at the right time. It's everything has to kind of put all the pieces together. It's your job to navigate people psychologically, emotionally, and spiritually to actually end up with the sale. What are some of the common challenges in sales that the book addresses? And how do the different offers authors propose to kind of tack on?

Erik Seversen
Um, one of the ones is that that thing about the perception of sales that people have a knee jerk reaction if if somebody's trying to sell them something. And so the reaction to that would be to, again, be authentic and create the relationships rather than trying to make the sales. Other ones talk about the I liked the idea of also your gut, we're gonna get rejections we are going to know more often than yes. And one way to to avoid getting depressed over that is celebrate that if you have an average of nine noes for or 99 noes, for every one big yes, for a big ticket item. You know, calculate how many how much you make off of that big ticket item by all those noes. And every time you get to know. Yes, I just made, you know, $140 by that no. Right? Because knowing when you hit that number, because it's so easy to just get get. I don't think depressed is the right word discouraged to get discouraged and not want to pick up that phone because it's hard to hear no after, over and over again. But like you said, if you can do it five times a day, 25 times a week, that's going to convert Absolutely. And so I think persistence that came up a lot in quite a few of the chapters. The average number of follow up that a salesperson does with a potential customer is 2.8. However, the average number needed to get a conversion is like six to 12. So we quit too early.

Greg Voisen
Yeah, you know, I had a Helen, I don't want to mess up her last name. But she was the director of sales from Microsoft broke away and wrote a book on the love of selling. I think she the love was in the title. And I remember her saying you know that the people at Microsoft work as teams to sell. And it can take a year, two years. And I said, Well, what's the size of the sale? Now the average person out there we're talking to right now isn't doing $100 million sale, but their sales are in the 10s to hundreds of millions of dollars. And it you have to you know, you're working with numerous people in coordinating and putting things together and how you're going to put this whole suite together that Microsoft sells for these people. And it's fascinating the perspective. But if everybody treated sales, number one with love, and they treated it in a strategic way, which it is almost like how Microsoft has to do it. It's there. So for someone reading peak performance, because we're probably addressing a lot of the people that are not selling things that are $100 million. What would be the first piece of advice you'd recommend that they implement into their daily routine? You were just talking about routines?

Erik Seversen
Yeah, that's great. One of the chapters, I can't remember which one it was which one it was, but it's a chapter by one of the women authors in the book, and she, in our discovery call together before the book was produced. She goes, I don't know if this is going to help or not, but I don't I hate selling. And I'm like what, and she actually gotten to a point in her sales career, that she started hating life. And then she actually made a transformation that she hated selling. But she said but I do love relationships. So she decided she was just going to talk about the same things she talked about pretty much, but she wasn't even going to care about the sale, she was going to care about the relationship. And of course, you know where this is going. She started really, the sales continued, in fact, improved. But more importantly, she found this balance. At first, she said, her original idea was, I'm going to bite the bullet, grit my teeth, and I'm going to sell for eight hours a day. So I can live the life I want with the money I make. So do something I hate, so that I can have something I enjoy. But then she transferred into making sales, all about the relationships, and Greg loving the people she was working with loving the people she was working with. And that created these wonderful relationships that often turned into sales. But that was a byproduct, she was all in for the relationship and nothing else. And now she has this wonderful balance in her life, she's still doing sales, she doesn't hate sales anymore. She's also making the money to have the freedom she wanted in life. And so that was just all that total shift in perspective. And again, it kind of goes back to the relationships. But I do like to reinforce that love is a part of it, I think for authentic relationships.

Greg Voisen
It is, and it's maybe you don't want to use the word love, you want to use word compassion or understanding. And I think listening, you were talking about it, you know, one of the key foundational pieces for anything is listening. And not just waiting to respond to somebody but truly deeply having a connection to listen to what's going on, right. And it takes a talent to learn how to do that. So that you understand, to keep the person engaged, so you can kind of move the conversation forward to the next level. I know some salespeople feel very awkward when they first start out. It's like, I don't know what to say, I don't know what to ask. And I usually say we'll pretend like you're talking to your best friend, but you forget what to ask him what to say, because this person is going to become your best friend after you're done asking the right questions. Right? And that, and that is the key to it. Right? Is Yeah, it's, you know, it's, it's, it's like anything in life, where you're trying to help and serve your role your product is helping and serving for some reason whether you're selling toothpaste or selling electric cars, you know, there's a purpose for it. And there's a need for it. And there you are helping people in the process. And that brings me, you know, you were you're the one that kind of compiled and edited all this. And I'm wondering if you had a favorite pieces of advice for our listeners, or a chapter that resonated with you personally. And then what might be the big takeaways from the book, Erik?

Erik Seversen
Yep. And so the, the chapter is tough that I do like the speed, that of getting back to people making such a big difference. And that's Shawn factors chapter. And also like David Bradley as the serve chapter, it's really hard because there's something in every single one of the chapters that I really like. And they're written such so differently, some of them tell their personal journeys in sales of what was it like working from a mom, mom and pop shop and learning firsthand when that the customer is always a quote, always, always right? When you know, that just felt unjust about something but you realize that no, the customer is most important. So for me, the number one theme that I really liked that comes up in the book a lot is in the big picture. In the world of sales, the number one most important person in the room is the customer and the client. That's who that's what makes it all go round. And so it's up to us to treat them with more respect than than anybody, every time the phone rings, and it's a potential customer or client, you should treat that them as if your favorite musician is on the phone calling you. And if you how would you feel if you know, say, George Harrison, or somebody, you're where you're when your favorite musicians call you on the phone, you're gonna treat them like, wow, that's how we need to think about all of our customers. And one of the themes throughout the whole book is treating the customers with that level of respect. This is really valuable in the sales world.

Greg Voisen
You are right on with that. And I would add to that, that the chapter that deals with the response rate. All right to a customer. In the reason you said it now three times, is that it's extremely critical because if the client isn't getting communicated with they feel ignored if they don't have to They feel ignored, they feel less than. So put yourself in the same shoes as somebody else. So here's where I'd like to talk about maybe the empathy side of it. If you as a salesperson have ever been in the same place that you put one of your customers in, where you switched vendors, like the guy did with the rental car, you don't want people doing that. You want people staying with you. And the only way you keep lifetime customers, is to treat those people with respect, speed of the service, which is what you said, meaning getting back to them, being totally transparent, honest about what you're going to tell them went wrong or did go wrong, how you're going to repair it, if something did go wrong, and how quickly you're going to get that done. All of those elements come into not only gaining a client, but getting customers to give you testimonials, about who you are your character as an individual, your loyalty toward them, and their loyalty toward you. So those are key factors. You know, I I teach a course in selling. So I can speak to this all the time. And it's important, and your book is going to become required reading for all the courses that I teach and selling is called Peak Performance mindset tools for sales. This is Erik Seversen and it's ericseversen.com. There you can go to learn more about the book, you can look them up on the internet. We'll have a link to Amazon. Any parting words, Erik?

Erik Seversen
No, Greg, I just love what you're doing. We met at a conference a while ago and it was exciting meeting you then. It's been exciting to keep in touch a little bit and I'm just excited to follow what you're doing. So thank you very much for having me.

Greg Voisen
Oh, it's been a pleasure. And believe me we'll be getting more copies of the book. So absolutely you take care of NAMA stadium man, thanks for being on inside personal growth.

Erik Seversen
Bye, Greg!