Episode Information
Episode Number: 53
Date: 9/23/2024
Duration: 37:43
Host: Justin Deese
Host Contact: JustinDeese.com
Guest: Brigham Dickinson
Company: Power Selling Pro’s
Website: www.PowerSellingPros.com
Demo: https://powersellingpros.com/schedule-coaching/
Booked By Power Selling Pros
Website: www.Bookedbypsp.com
Demo: https://www.bookedbypsp.com/home-page1670948825393
Summary
In this episode, I’m joined by Brigham Dickinson from Power Selling Pros. We delve into the strategies for transforming Customer Service Representatives (CSRs) into revenue generators. By leveraging training and accountability, Brigham shares how CSRs can significantly impact booking rates and contribute to your business’s bottom line. From real-life success stories to actionable insights, this episode is packed with game-changing advice for anyone in the home service industry.
Takeaways
The Importance of Accountability: Regularly monitor and provide feedback to your CSRs to enhance their performance and booking rates.
Invest in CSR Training: Comprehensive training programs for CSRs can lead to a significant increase in booking rates and overall revenue.
Performance-Based Pay for CSRs: Incentivizing CSRs with performance-based pay can motivate them and increase their efficiency in upselling services.
Leveraging Low Hanging Fruit: Focus on converting the calls that are already coming in to maximize revenue without increasing marketing spend.
The Impact of Personal Stories: Understanding personal motivations and stories can inspire better performance and commitment in team members.
Chapters
Introduction and Guest Welcome – 00:02
The Origin of Power Selling Pros – 01:22
Brigham’s Motivation for Writing Books – 02:08
Stumbling Blocks and Initial Struggles – 05:38
Training and Accountability in CSR Performance – 09:01
Real-Life Success Stories with Increased Bookings – 10:25
Software Utilization in Training – 15:24
Size of Businesses That Benefit from Training – 16:03
Final Thoughts and Wrap-Up – 20:01
Keywords
Customer Service Representatives, CSR Training, Revenue Generators, Booking Rates, Home Service Industry, Power Selling Pros, Pattern of Excellence, Brigham Dickinson, Booked by Power Selling Pros, Business Growth, Call Handling, Performance-Based Pay, Upselling Services, Plumbing, HVAC, Air Conditioning, Electrical, Contractor, Freedom Blueprint Podcast, Justin Deese, Kristen Deese, When Your Business Partner is Your Spouse,
Transcript
Justin Deese (00:02.364) Welcome to freedom blueprint podcast. I am your host Justin Deese and I am hanging out today with Brigham Dickinson from power selling pros. And we're going to dig into a little bit of how that even started and what it looks like today. Brigham helps a lot of contractors move the needle. I'm not excluded from that list. I'm a customer. He has worked with our team before and done a phenomenal job. So I really wanted him in here to really kind of share. what that looks like and how he can help you guys move your business forward. But Brigham, welcome, man. Brigham Dickinson (00:37.761) Thank very much. Justin Deese (00:40.007) So Brigham, Power Selling Pros, before we get into the story of that, just real quick, three books, the author of three books, I will say as the author of one book, three books is really impressive because it's a lot of work to write three books. And something that I don't know that I've ever told you this before, but here you go, it's recorded, so I'm going to say it is Brigham is an amazing speaker. You're an amazing storyteller. So anytime that you get a chance to see Brigham on stage or in front of the room, definitely take that opportunity because you do a really, really good job of sharing and presenting and telling the story. So yeah, man. Yeah. So let's talk a little bit about the story of Power Cell and Pros. How did that even come Brigham Dickinson (01:22.679) Thanks Justin, I appreciate Brigham Dickinson (01:31.265) Yeah, I'm glad you asked. It's funny that you brought up the books as well. I'll tell you, I'll tell you a side experience. The thing that motivates me to write books, because you're right, it's not an easy thing to do, especially if you're writing it yourself. And some of the three, the book that came the easiest was the second one. The first one came about because Mark Madison said, hey, Brigham, your stuff's good, but you need to write it down. You know how Mark is. And Justin Deese (02:08.784) Mm -hmm. Brigham Dickinson (02:10.143) And then the last one was the most difficult for whatever reason. I had a hard time with it. I wanted to do another book. I wasn't sure what I was going to do it on. In fact, there was one point where I had an editor help me and he just called me out. said, Brigham, do you even know why you want to write this book? It was painful. It was, it was super painful. So for him to sit me down and go, okay, what are you looking to achieve? Why do you want to achieve it? You know, to really dig and to go for it. each one has been a journey. But I'll tell you why I write these books. It's because my father -in -law, his name is Paul Rogers. And Paul was a really good trainer and speaker in his day for the auto industry. known throughout the world as just very, very good. And he would teach sales and he'd teach, internet, transactions and so on and so forth. He was just super good, super popular. He died when he was 56 years old. He died young. And when he died, I'd reached out to his employer and I said, Hey, send me all this stuff, right? All of his training and such, just send me all the videos. And I didn't get a response. And I was like, what the freak's going So finally I wrote a letter saying, hey, I've got a mentor, I've got a friend here that's been speaking for years. And not only I, but his entire family has nothing about what he did for you guys over a 20 year period. Will you please send me something, a recording, a video, anything? Finally they responded and they said, you know, it's crazy, but we have nothing. And I'm going, what are you talking about? This guy was a national internet sales trainer for Toyota for years and you've got nothing? You've recorded nothing? Not one thing was recorded. Brigham Dickinson (04:16.329) And so in that moment, I told myself that my kids would have. me on tape. They'd have me recorded. If they wanted to know where I stand on anything, all they'd to do is go onto Google and type in Brigham Dickinson and they'd find it enough on me to remember what I was about and what was important to me. Because it's interesting what people lose when they lose somebody, especially if they lose what he did, what he said, how he said We lost a lot that day. We lost a lot. And I just wanted to make sure that my kids always had me in one shape or form or another. And that's why I write the way that I write. Justin Deese (05:11.482) that is, pretty powerful man. and true. it is, I mean, and there's a lot of people, right. And then you think about from, I'm going to shift to systems a little bit, but you know, that's, that's all a training system that he had and had built. And now it's just him as the technician and now nobody takes that with him. So, it's good Brigham Dickinson (05:38.118) So Power Selling Pro started in 2008 by accident. 2007 was an awesome year for most contractors. It was an awesome year for anybody in business. I can remember shoveling my walkway living in Utah in the middle of the winter. And my neighbor was a mortgage broker. And he said, hey, Brigham, whatever you plan to do over the next six months financially, don't do Don't do anything risky. Don't do anything ambitious. And I'm sitting there shoveling my walk and what he didn't know is this, I was in the middle of a merger with a company that professed to be able to do a manual J in four minutes or less. And I was so excited. I thought it was going to go gangbusters. And so of course I ignored every word he said. Merged my company and with this other company, moved my family, Justin. I moved my family from Utah to Florida. We lived in Lakeland, Florida. And within about five months in 2008, that organization, that company went kaput. I mean, we were paying our employees and not ourselves. And it was a brutal time. We had this season pass to Disney World, supposed to be the happiest place on earth. I could remember being at the happiest place on earth. Never more miserable in my entire life. It was the worst. Justin Deese (06:55.55) Mm -hmm. Brigham Dickinson (07:05.704) I, it was interesting, you know, when you lose everything, it's funny how you, even though it's already gone, you're still white -knuckling it because in your mind, it's all you have. And it's a lie, it's your mind, right? It's your mind telling you that there's nothing left, this is it, this is the only way, and it's just not true. That there's so many ways to serve other people and make money doing And so I needed to lose it all for this accident to even be possible, right? For it to even come to fruition. I drew, I can remember being on my, I was staying at my brother -in -law's home in his basement on a cot. And I'm sitting there, sitting on the edge of my cot, just going, dude, how the freak did I get here? And I was trying to get back home, right? I was going to start things back home and then move my family back home. But they were staying with a friend in Florida until I could figure out what we were going to do back in Utah. And so I'm sitting here on this cot and I drew the first version of this, of the Pattern for Excellence. This is the foundation tool we use for all of our coaching and training when it comes to coaching CSRs. And I'm looking at this thing going, man, this is really good. I just don't know what to do with it. I don't know how I don't know how I'm gonna use this, right? And so I got a call from Troy Nearing's, Nearing's Pullman & Heating here in Utah. And the reason why he called me is because I had helped him start a digital marketing campaign. SEO and Pay Per Click, they were just getting started. And so I helped get that going. And so he brought me in and he said, Brigham, the leads are no Justin Deese (08:54.874) Mm -hmm. Brigham Dickinson (09:01.366) And I said, what do mean the leads are no good? Well, they just want a ballpark price. They just want to what your charge is going to They just want to talk to a technician. I can't book these leads. We got to put this advertising on hold. And I was like, well, wait a minute. They want a ballpark price on what? On the air conditioner. OK, isn't that what you sell? Yeah. OK, so why aren't we booking those calls? He said, well, we obviously don't know how. And I said, well, you should train your team to book them. You shouldn't stop the advertising. You should train them on how to book those types of calls. That was all that was coming in. Those are the only leads that were coming in. And for those listening, this might sound somewhat familiar. In 2021, we had an awesome, awesome year, right? We may never have a year like that ever again. Sounds somewhat familiar to what was going on in 2007. But what's going on now, 2023, is pretty similar to what's going on in 2008. Everybody calling in wants a ballpark price. They just want to know charge to come out. Just want to talk to a technician. And without training without ongoing accountability, they're unable to book those calls. And so back in 2008, out of necessity to keep this account, I said, let me train them. Let me train your people on how to book these calls. So I train them on how to book those calls and their call conversion, their call conversion went up 20%. And then, yeah, it was amazing. And then Tom Robichard called Justin Deese (10:20.913) Fantastic. Brigham Dickinson (10:25.792) precision plumbing in Boulder, Colorado. said, hey, I hear you're training Troy. You know how this industry is. Everybody knows everybody. If you do well, everybody's gonna know about it. And Tom said, hey, I want you to come and work with my team. I said, sounds great, but I need to do your digital advertising. He says, well, I've got that covered, but I'll pay you to train my team, my CSRs. And of course, then the light bulb came up over my head. was like, holy cow, I could start a business. next thing you know, Mike Agugolero calls me up and he says, Justin Deese (10:30.199) Mm -hmm. Brigham Dickinson (10:54.247) I hear you're working with Tom and Troy. And he's like, yeah. He's like, tell you what, if you do a good job for me, train my CSRs and do a good job, I'll make sure you're working with every contractor on the East Coast. And it's like, awesome. Next thing I know, I'm hiring all my friends and Justin, you know I don't have a lot of friends. They're all working with me. And we started training CSRs one -on -one twice a month using their own phone calls. We take them through four levels of certification. It takes about a year and half to complete. It's a bit of a university, but by the time we're done, they're booking calls, they're welling customers, and of course we guarantee an 85 % closing ratio. So the industry averages about 42 % calls versus set appointments. What that means is, All we need to do is book the calls that are already coming into our office. They're already there. It's the low hanging fruit. If we can get our team to book those calls as opposed to losing them, man, it's gonna make all the difference in the world at this time, right? The type of economic climate that we're facing right Justin Deese (11:58.169) And again, I know, I know I said this earlier, but, I want to say we, we worked with you back in originally maybe 2015. and we, we still have some CSRs that are, that are around, that have gone through it and they all still use, and they all still have that pattern of excellence. So great job on that. time tested and it works. Brigham Dickinson (12:21.255) Yeah, that's awesome. Justin Deese (12:27.384) And yeah, as far as 85%, you know, for anybody listening who, first of all, I think unfortunately there's a lot of contractors out there that don't even watch that. Like they don't, they don't know their booking rate and that's, that's so dangerous because the money that you're spending, even if you're not spending the money on marketing, let's say it's existing clients, which those should be even a higher booking rate. But now if Brigham Dickinson (12:39.612) Yeah. Justin Deese (12:55.479) Not booking at an 85 % rate. What is that costing your business? I mean, my goodness. Brigham Dickinson (13:05.212) Yeah, we could do that math if you wanted. Let's say that you're getting 30 calls a day. And let's say that you're better than 42%. Because whenever I say 42%, calls versus set appointments, every contractor that I talk to, they're like, there's no way. My customers love the CSRs. They're constantly raving about how nice and kind they are. Cool. Let's say you're at 60. Well, if you're getting 30 calls a day and you're booking 60 % of them, then that's 18 calls a day that you're booking. Let's say that your average ticket's $500. So based on that math, you're making about $2 .2 million a year in revenue, gross revenue. Now, if we book 85 % of our phone calls, instead of booking 18 of our 30 calls, we're booking 25 .5 of the 30 calls. Same average ticket, 500 bucks. You do the same math, you're making 3 .3 million. That's an extra million dollars a year when you go from 60 % to 85%. And that's based off of a $500 ticket. We're not talking about 500 bucks around here. Okay, replacement calls, what you talking about? That's 18 ,000, that's 20 ,000, that's 25 ,000. It's super conservative. So in the back of your head, this is what I usually work with with contractors is they go, Justin Deese (14:30.1) Yeah. Brigham Dickinson (14:33.37) I believe that we're at 85%. Cool. So the first thing that we like to do is we go into the abandoned call list and we reclassify those calls in order to get an accurate call conversion. Brigham Dickinson (14:47.79) When you do that, it's gonna change your world, right? Because most of the time when I talk to a contractor, they say, you know what, I Brigham, what do you need? I need more calls. Okay. What about the calls you're already getting? yeah, we're good there. Cool. Do you mind if I have a team that go in and monitor those calls to make sure that you're good there? Once we help them see that that's it, that's it, that's where the low hanging fruit is at, it's just about monitoring those calls and providing accountability to those calls and to the performance of your CSRs on those calls. Justin Deese (15:24.658) So from a high level standpoint, a, well, what software do you guys work in? A specific software? Do you have multiple softwares you work in out of which, which ones do you guys work in? Brigham Dickinson (15:39.651) Yeah, so as long as we can monitor the call, the call is recorded and we can get access to those calls, essentially any platform that does that, just give us a username and password and we're good. The industry is such though that Service Titan is the predominant one that we use. Just because that's what they're using. Justin Deese (16:03.85) They, yeah, they, definitely have a, there's probably three or four of the top ones and service Titan is definitely the one that, think most contracts, most larger contractors, obviously they're smaller contractors that aren't, aren't using it, which actually brings me up to another question. What is, what is the, what is the best size business or I guess the minimum size business for you guys to, really be able to help. Brigham Dickinson (16:34.072) If you've got one CSR, we can help you. If you're answering your own phone calls, we can help you. What you do is you just work with our sister company, Booked, who what we do is we train the CSR to answer the phones for Brigham Dickinson (16:52.96) So in the event that you don't have CSRs or you don't want CSRs, just work with a sister company. About three years ago, we had several contractors say, you know what would be great if you just answered the phones for us. I know this is completely unheard of in this industry where you have a contractor who just says, you know what, just do it for me. Never happens. But we started listening to our clients who kept. clamoring for us to just answer the phones for them. And so we built up a team, started answering phones and we have a dedicated CSR for each company. We don't have them answer for multiple companies. Once you hire a book, it is one CSR for that company. And so, and they've got a 92 % booking ratio, which is crazy. It's unheard of in the call handling or the answering service industry. to have those types of numbers. And the reason why is because they use the same process, right? Same pattern for excellence. But I guess the short answer to your question is it doesn't matter the size. I mean, we work with Horizon. We train all their CSRs. We work with Tommy Mello's group. They've got well over 70 CSRs. And we've got several companies that have no CSRs, one CSR, five CSRs. It doesn't matter. If they answer the phones, they pick up the phone. If you get calls that are coming, One way the other, we can help Justin Deese (18:24.624) I think that's a really good, I think it's a really good range. And, I actually did not know that you guys were doing the call center, the call center now. So that even makes it even a lower hanging to where, even if you're just getting started in the industry and you're like, I've got to have, because really when you're, when you're one guy in a truck, that's really crucial because now whatever you're spending I mean, let's be honest, it's coming out of your pocket, where when you get a little bit larger, there's a little bit more of a forgiveness, I guess I could say, but, from a smaller one. So how does that, you said booked, how would somebody find out more information about Brigham Dickinson (19:04.777) Yeah, just go to booked by PSP .com. Brigham Dickinson (19:11.573) Barry Gates is the CEO of Booked. Barry Gates is well known in the industry, but he's your guy, guy that you would talk to. But if you go to Booked at PSP .com, you can schedule a demo with him and he'll show you how it works. I don't know if Justin Deese (19:26.08) Great. I'll make sure and put that in the show notes too. Brigham Dickinson (19:29.245) Yeah, are you familiar with the eagle's nest? Justin Deese (19:33.46) Mm -mm, I'm not. Brigham Dickinson (19:34.837) All right, so it's a group of contractors. OK, so most of those guys have turned to booked as of late. And the reason why is when you get up to 20 CSRs, 30 CSRs, it gets expensive, super expensive. Justin Deese (19:39.291) I'm sorry. Yes, I am. I do know who they are. Brigham Dickinson (20:01.973) You may need 30 during the summertime and only 20 during the off season or during the shoulder season. And so it just makes it really difficult for them to do, especially when you're playing employee taxes and benefits and workers' compensation and you name it. But when you work with booked, you're working with a team that you don't have to pay workers' comp for. You don't have to pay employee taxes for. It's a dedicated CSR to your organization for 3 ,200 bucks a month, flat. and they book 92 % of their phone calls. It's crazy. It's unheard Justin Deese (20:42.102) Yeah. I if you're, if you're, if your company now is booking at less than 70%, that's a self liquidating offer. Right. mean, if they're, if they turn to your team, they're automatically going to make, make an instant ROI on that deal. Brigham Dickinson (20:58.271) Yeah, yeah, so booked is a good fit for them. Justin Deese (21:00.372) So, so for, for anybody listening, what are, let's say, what are maybe two, two mistakes or two things that you see contractors doing from a answering side of things or booking side of things that they could probably take a look at and say, you know what? I probably need to fix this. What are Brigham Dickinson (21:22.473) Yeah, they, yeah, so number one, they need to hold their CSRs accountable. With or without us, somebody should be monitoring their calls on a regular basis and providing feedback and coaching based on the performance or the lack thereof on those calls on a regular basis, at least twice a month. And that's the mistake they make, they just don't do it. They do a great job training Most businesses in our industry are awesome at staying disciplined with tech training. And it's the CSRs that get left behind, they get ignored. So that's problem number one. Number two is they don't allow CSRs, dispatchers, lead coordinators to have control over their own income. And what I mean by that is they need to have the ability to make as much money as they wanna make, just like a technician does, just like a comfort advisor does, right? They should be paid on performance. And here's how Justin Deese (22:15.118) Mmm. Brigham Dickinson (22:30.463) Get that started. We allowed them to begin to sell memberships over the phone. Brigham Dickinson (22:39.087) Okay, and it's simple. This is what you say to a homeowner when you're on the phone with them. Mr. Jones, I'm looking at your notes. I noticed that we've been out to your home a couple of times over the last year. I'm just wondering why you don't have a membership with us. Now let's say that you ask that very same question. You're very disciplined and you ask it to every, let's just stick with 30 calls. Okay, if you're getting 30 calls a day, you are asking every one of those homeowners on each of those calls, all 30 of That same question, looking at your notes, I notice you don't have a membership with us, I'm wondering why not. You see it prevents things like this, the thing that you're dealing with right now from happening. Best time to sell membership, right, is right then over the phone, because that's when they're feeling the emotional Now let's say that out of the 30, you've got 20 who say, no thanks. That's fine. You're not going to push it. You're not going to be pushing anybody over the phone. But what that means is you've got 10 people, 10 homeowners that all say, tell me more about it. What's this club membership all about? Well, it's awesome. You come out in the spring, you come out in the fall, make sure it's running at peak efficiency. You get priority service whenever you call in. We put you in the front of the line. And the coolest part about it is it prevents things like this, the thing that you're dealing with right now, from happening. Now if you want it, I'd get you going on Simple, easy, just need your credit card number. Now let's say that two out of the 10 decide to move forward. Now, if you pay me as a CSR that sells those each day, if you pay me $10 a pop, that means I just made 20 bucks today. Okay, now if I sell two five days a week, just, man, I just made 100 bucks. You times that by 50. Now I know that there's 52 weeks in a year, but we don't work 52 weeks. So let's just say 50, that's $5 ,000 a You guys, what could your CSRs do with an extra $5 ,000 a Justin Deese (24:27.018) And what impact does that make on your business to have that many additional memberships? And that math is per Justin Deese (24:36.918) Yeah, that's impactful. So let me ask you this. Why do you feel like most business owners don't invest in the CSRs the same way as they do the technicians? Brigham Dickinson (24:49.694) focus. Their focus is on the tech. Their focus is on comfort advisor and they're only one person. And it's not as... Look, let me give you, say for example... Brigham Dickinson (25:04.715) Simpson salute, Chan Simpson. Smart guy, intelligent guy, super articulate. His company's growing. He comes to us at, I think it was at Lennox Live, and he said, hey, Brigham, I have finally come to grips with the fact that I am never going to give my CSRs the intention that I give my technicians. And I need you to do that for And it was crazy too, because we were at a breakout and he stood up at the end of the breakout. He said, you guys, I got to be honest with you. I had PowerSlam pros for a year and then I stopped it. And I'm here to tell you that it was a mistake because I'm never going to give my CSRs the attention that they deserve. And he said, and I'm going to be the first one that signs up here. It was the coolest thing ever because there was like five other contractors that signed up right after he did. It was perfect. And sure enough, he signed up and since he signed up, all of his friends call in and say, hey, I want the same deal as Chad. want the same deal as Chad. want the same deal as Chad. They just know in their heart of hearts that they're not going to give the CSR attention. And if they don't, it's, you know, you're leaving money on the table and he knew it. I know it. We all know it. We leave money on the table if we don't hold them accountable. so I don't know if that answers your question or not, Justin, Justin Deese (26:29.524) Yeah, yeah, absolutely does. And I think that really a lot of what your team does for business owners is it helps put that magnifying glass on the CSRs and start to show them as the revenue generators that they can be. Brigham Dickinson (26:30.46) That's what comes to mind. Brigham Dickinson (26:46.118) Yeah. The club memberships, the gateway drug. I hate to put it that way, but once, once, once the CSR gets a taste of their ability to control their own income. Now, now we get them focused in on, Hey, Mr. Jones, say somebody calls in for plumbing. Did you also know that we do heating and cooling? You want every CSR to do Justin Deese (26:53.172) Good. Brigham Dickinson (27:15.175) Well, you guys, if they're incentivized to do it, if they see a number on their paycheck each month that indicates how it was positively affected, their income was positively affected by the fact that they brought up that you also heating and cooling. Now you've just opened up the floodgates. You know, we ask technicians to put comfort advice or leads all the time. Our CSRs can do that. Hey, Mr. Jones, I'm looking at your notes. noticed that we've been on the same system for the last 12 years. Have you ever considered replacing your system? You know, the technology today is a whole lot more advanced than it used to be. If you wanted, I could also set up a comfort advisor appointment. If we are paying our techs to do that, why don't we pay our CSRs to do Justin Deese (27:59.248) For that example too, I think what's really good is from a customer, let's say even if the customer says, eh, I don't really know. And now the technician gets out there. Now that customer has heard that twice and that is so impactful. They're like, you know what? I feel like I've heard that before somewhere. Brigham Dickinson (28:12.155) Yes. Brigham Dickinson (28:17.07) Yeah, exactly. And let's say they do say yes over the phone. You know what? I would be interested. And let's say as a CSR, I get them approved for financing. Imagine a comfort advisor that goes out to a customer's home already knowing what they have to work with as far as a budget is concerned on a new Justin Deese (28:35.215) I just got, I just got chills when you said that it's like a salesman's dream, right? Like you go, well they already want to buy. And now I know exactly how much they have to spend. And now I'm going to build the option based on, what's what best suits their budget, because that's the biggest question. And that's now gone. Brigham Dickinson (28:52.944) Yeah, get to the point where you're paying your CSRs just a small base and then let them make as much money as they wanna make over the Justin Deese (29:04.809) I mean, you hear stories about companies that have CSRs that are in the six figures and this is how they do it. think a lot of times when business owners hear that, they're like, who can afford to pay a CSR that kind of money? Well, you can't if you're not giving them performance pay and having their focus on being revenue generators. But I can tell you the ones that are, that are throwing up big numbers and that are making personally, making good money. Man, they're going to that business every day thinking I am a revenue generator and I'm going to go crush this. Brigham Dickinson (29:40.045) Working on commission is very scary. It's daunting. But if you can create baby steps, a system of baby steps, OK, this is how we take CSRs and make them technicians. This is how we take technicians and make them comfort advisors. We give them little breadcrumbs along I mean, this is the very first time that you and I have talked about this or that a contractor has ever considered this, that your CSR department could be a way, a means for you to grow your technician department. It could be a way for you to grow your comfort advisor department. You just need to make them a part of your selling process now. Justin Deese (30:24.684) Yeah, that's good stuff. So, Brigham, for anybody listening who is going, holy cow, I need power selling pros in my life to positively impact my business. How would they get in touch with Brigham Dickinson (30:39.117) Yeah, just go to powersellingpros .com. There's a demo link right on the front page. It's flashing and blinking. Just click on that demo and schedule a time for us to talk about your business, what it's doing, and see if there's a Justin Deese (30:54.412) That's fantastic. Brigham, any final words before we jump off here? Brigham Dickinson (30:57.985) No, grateful for the opportunity, just always a pleasure. Justin Deese (31:00.842) Yeah, man. I appreciate it. And for anybody listening, all this information will be in the show notes. So go in there. If you're not working with power selling pros, go check out that link and give it a try, man. I promise you as a, as a customer, you will be happy that you did and your bottom line of your business will be happy that you did as well. So bring appreciate your time, Brigham Dickinson (31:21.581) Thank you, Justin. Appreciate you.