Ep 20: Thermodynamics Of Sales With Blair Ollendorf

What if everything you knew about sales momentum was actually a physics problem?

In this episode of The Drive, Craig Harvey sits down with Blair Ollendorf to break down what they're calling the Thermodynamics of Sales, and once you hear it, you won't be able to unsee it.

It starts with something Blair's dad used to say whenever a window was left open with the AC running: "You're letting the cold out." Turns out, he had it backwards. Heat travels to cold. Cold doesn't travel anywhere. And that one little physics fact, when you apply it to sales, changes how you think about momentum, leadership, team culture, and why some people stay on fire while others go stagnant.

Craig and Blair get into what it actually means to be hot in sales versus cold, and more importantly, how to move from one state to the other. They talk about why cold people can't think their way back into results, why proximity to the right people matters more than most people admit, and why motion, even imperfect motion, is the only real way to generate heat.

They also get into what happens when you're the heat source for an entire team and you start approaching equilibrium. Spoiler: it's dangerous, and most leaders don't catch it until it's already cost them.

If you're in a cold season right now, if your team feels like wet wood, or if you're just trying to protect the momentum you've built, this one's worth your full attention.

Topics covered:

• What thermodynamics actually has to do with sales momentum
• How to heat yourself up when you're in a cold stretch
• Why activity beats analysis every time
• The proximity effect and why distance kills cultures
• Being a thermostat vs. a thermometer on your team
• Why you can't always wait on someone else to fire you up

The Drive with Craig Harvey drops new episodes weekly. Subscribe so you never miss one.

Transcript

SPEAKER_01 0:00

Thermodynamics. All right. All of you from Alabama can just log off right now. I'm kidding, of course. But I will say today's subject is something that uh is is more of an intellectual topic. But when we show you what it means and how it relates to your business, I think it will make sense. It'll make you hot today on the drive. All right, here we go, ladies and gentlemen, back on the drive. Craig Harvey in the driver's seat. I've got my boy, the nature boy, that is, Blair Ollendorf stud, all the way from New Jersey. How you doing?

SPEAKER_00 0:38

I'm doing great, man. Fresh off the plane. This is my travel outfit. So apologize, there's no collar on right now.

SPEAKER_01 0:44

What matters how you look. What matters more is how you sound. And so you talked me into you kind of twisted my arm. Although now that I'm hearing a little bit more about this thermodynamics of sales, bro, I'm buying in. I'm becoming a believer more than a doubter. Uh for our viewing and listening audience, what the hell is thermodynamics as it pertains to sales?

SPEAKER_00 1:08

Yeah, man. I was look, I grew up, my dad was a product of parents from the Great Depression. You know, so like I grew up middle class, right? But you wouldn't think that the way my dad talked about stuff. You know, if you were running the water when you were brushing your teeth, it was like money down the drain. And the one thing that he would always get on me about is if the air conditioning was on, having the window open. And we just say, You're letting the air out. Like you gotta close the window, you're letting all the air out, you're letting the cold out. And then I listened to this scientist talking about thermodynamics, like physics. And what he said about heat was that heat always travels to cold. Heat thing, heat hot things heat up cold things, but cold things don't move the hot things. And so I was like, Oh, my dad was wrong. You didn't tell him that, did you? You don't he, I'm not letting the cold out, dad. I'm letting the heat in because that's how thermodynamics works. But that simple little physics fact, once I started, then it clicked like, oh dude, if it's right in physics, it may be right in in our in the sales business of which exact we're in. It's like that's actually that's everything in my sales world is like makes so much sense. How do you manage heat and how do you transfer it?

SPEAKER_01 2:27

Because heat is momentum. Yeah, I mean, heat is the heat, dude, heat's what we're looking for. Heat is that season where you know we're in in the middle of uh of the NBA playoffs when this is being recorded. Uh, the Spurs, when Banyana going up against the Knicks, and there is an element of momentum. There is an element of just being hot and staying hot and having dude momentum is fragile. And we talk a lot about creating it, not losing it. And that's where I think this is just absolute genius. So let me just ask you, define it specifically.

SPEAKER_00 3:02

What is sales heat? Just like you said, momentum, it's results, it's success, it's positivity, it's thinking in solutions, not thinking in problems. And the opposite end of that being cold in sales is having none of that. And it's being stagnant, it's being resultless, right? It's being stuck. That's being cold in sales. And if you've been in sales long enough, you've probably been both things. And understanding this law of thermodynamics of how do I transfer from one thing to the next of where I want to go and how do I heat myself up? Everything in the sales world is really a heat transfer problem.

SPEAKER_01 3:47

I I think about you know, the cars I've bought over the years. Somebody asked me recently how many cars I've bought, and I I didn't even realize until I started counting them up and looking at, you know, the way this business has enabled me to, you know, I didn't think I was a car guy, but damn it, maybe I am. But it's so funny. Every salesman had such a belief about that automobile they were selling me. Dude, you would have thought it was their grandmother's car, right? You would have thought that had I not bought that, there was a heat that was transferred. Every, every every diamond I've bought my wife, uh, every ring, every watch I've purchased, there was a transfer of heat. I've called it emotion at times, I've called it belief at times. But I love the ideology and and really just just kind of the visual image of it being heat. Let's get into this because if if everything in sales is a heat transfer problem or solution, how then can I can I make myself hot and keep myself in a in a position to heat others?

SPEAKER_00 4:52

Yeah. So if you're cold right now and you want to get hot, the first thing you got to do is get around hot people. I'm not talking about I'm not talking about models. Okay. I'm talking about people that have momentum. I got you. Right? I'm talking about the people at the top of the leaderboard. Talking about the people that are driving the success of your organization. Man, you just got to show up and show and get around them. The thing about hot people is they're not, they're not shy to to give you advice. Right, to share their ideas. Yeah, share. Right? They they got hot somehow by doing the same thing that you're trying to do. And, you know, they're trying to reciprocate as much as possible. But to me, that's that's plugging into every training you could possibly plug into. That's showing up to the meeting instead of saying some excuse about not showing up. Uh, it's it's getting in the field and field training. If you if you have that opportunity, it's just showing up to everything you possibly can in the effort to make sure that it's not just the tactics, the training, it's the energy. I need that energy.

SPEAKER_01 5:52

You dude, you probably you you don't look well actually kind of do. You look like a cold plunge guy.

SPEAKER_00 5:56

You ever do cold plunges? I've done a cold plunge. I don't I don't look pretty in a cold plunge.

SPEAKER_01 6:00

Dude, cold plunges are terrible. Okay, there's a lot of shrinkage. There's a lot there's uh stressation. I mean, I was at the pool. I mean, don't you know? Dude, I've done cold plunges. Uh-huh. Uh it it amazes me at the people that hang around negative people and wonder why they can't stay positive. It amazes me at the individuals in organizations that are hanging around losers and wonder why they're not winners. It amazes me at people that surround themselves with duds and wonder why the hell they're not studs. We are a product of our environment. Yeah. I don't care how great you are, I don't care how hot you are. You're teaching me this. If I continue to expose myself to cold, guess what? It's going to change. Can I say molecular structure? Although I failed, you know, science. There, there's there's a reality here that we better embrace, bro, if we're going to sustain momentum.

SPEAKER_00 6:56

Here's what I know. They always say if you're the most successful people in the room, you better find a new room.

SPEAKER_01 7:01

Exactly. Yeah.

SPEAKER_00 7:01

You know, it's the same. If you're the hottest person in the room as far as success goes, you better find a new room because those cold people, there's enough of them, they'll dissipate all your energy. That's the danger of what you're talking about. Can I ask the listening audience, who's your heat source? What's your heat source right now for your business? Like what is heating you up, not just in your results and in your activity, but like what is your energy source that's keeping you going in that business? And are you leaning into it every single day?

SPEAKER_01 7:32

Dude, I wrote about this, you know this. Um, again, not to this isn't a dead horse. This is a live thoroughbred, okay? But rivalry to me was a heat source. Yeah. Revenge to me was a blankety blank heat source. Uh having a sense of wanting to be recognized for the work you're putting in was uh a level of heat source. It wasn't just people, it was understanding what you were doing and why you you were kind of doing it. But I will say that, Lord have mercy, if it's it's impossible, it is impossible to surround yourself with people that are going one direction and think or or or believe that you're going to go in the other. They're going to feed your head. Voices lead to choices, son. And a lot of the choices I've made were because of the dumbass or smart ass, thank God, voices that were whispering into these ears. And so I love it. I want to move on here because you you have this point that you sent me that I think is genius, where heat requires motion. What the hell is that about?

SPEAKER_00 8:38

I mean, heat is motion, right? Like scientifically, on a molecular level, when you heat something up, all you're doing is getting it to move faster, get it to move more. And so if you're cold and you're trying to heat up your results, you got to move more. And so, you know, in our world, that was the activity metrics that I know is how many leads am I getting? How many attempts am I making to approach those leads? How many approaches is that creating for me? How many presentations do those approaches give me? How many closes am I getting out of those presentations? And a hot person is not output oriented. They're input-oriented. They say, okay, if I'm gonna get hot, it's a hot people don't even have to think about it, right? So it's okay, if I know I'm gonna get to this end result, if I gotta knock 20 doors today, if I gotta knock 50 doors today, I'm gonna go knock them.

SPEAKER_01 9:32

Dude, that that's I just love how you you articulated that because the great Nick Saban, you know, I study these coaches. He talked about process, again, what you do daily. Yeah. Input versus I guess output would be result. And a lot of a lot of times it's like, you know, in sports, it was what was my average uh over the last month? What was how many shots did I make? How many shots did I miss? Uh I I played quarterback, what, you know, how many completions versus interceptions versus touchdowns? And what Saban would say is stop focusing on output. He would say focus on process, which is input, which is doing the right things, letting the results come to you. Because here's why the results initially some dude, you can do the right freaking thing and get the wrong result.

unknown 10:21

Yeah.

SPEAKER_01 10:22

And if not, if so, you trick yourself. Like mentally, you talk yourself out of staying committed, staying all in, staying a believer, you know, just just staying a part of the of the process when all the while, how many greats, how many greats could have quit, could have, could have thrown in the towel because initially it wasn't going the way they thought it should go.

SPEAKER_00 10:44

Yeah. The opposite of this is when you're cold, you try to think your way to results. You try to analyze your way to results. I often get phone calls from people that are struggling in sales saying, Man, I I don't know what to do. Like, I'm not I didn't write enough business last week. I'm not sure if I should go knock doors, if I should get and oftentimes the answer is just anything is better than nothing. That's right. Right? Anything is better than you sitting still and thinking about the perfect thing to do.

SPEAKER_01 11:17

So, how many kids do you have? Zero kids. But you have one they say in the oven? In the oven. We say that in the south. Did y'all say that in the north? In the oven? Sure, yeah. I got three and um little Rockford. Uh actually four. Olive, come here. Olive, come, baby. I got a little Olive, precious Olive here. She loves you more, Blair. Of course she would. Of course she would. Uh, you do not know how to be a father because you've never been a father. And no more, no matter how many books you read, no matter how much advice you get from the influencers in your life, bro, until that little baby comes into the world. Now, watch, someone might ask, what do I do if I don't know? And I'm asking, how can I be that father that that that doesn't provide cold? That that is someone that's that's that's there and and therein lies the answer. It's being present. And I think so many times when we when we don't know what to do, we do nothing. We stay stagnant. Again, going back to your point about staying in motion. The father that is present, the father that is there for their their baby, doing the best they can, right, is so much better than the one that that is just absent. And it's the same way in our business, if you're leading someone or if you're in the field trying to help sell and provide a solution to someone.

SPEAKER_00 12:38

Yeah, the trap is that you think imperfect motion is not as good as nothing, right? Or put that in a better way, you get stuck thinking the right way to think is any motion is better than no motion that's waiting to be perfect. And so if you're trying to think your way to success, hot people just move their way to success. That's right. They just brute force it.

SPEAKER_01 13:03

That's it.

SPEAKER_00 13:04

So those are the two ways that I know to get yourself hot. Get around hot people and then get yourself in massive amounts of motion, and it will create heat in your business. Once you're hot, though, the whole thing is transferred.

SPEAKER_01 13:17

Well, dude, that's that's that's the whole reason that we live like we live. That's the whole reason that that you are able to uh reside where you do in New Jersey. Dude, that's got it's it's so expensive there. Why don't you why don't you move south, man? Why don't you move south? You'll you gotta think about that. I'm a Jersey guy. I love Jersey. Your wife works in New York, so let's let's get into the real deal here, where she's a massive interior designer. Yeah. Uh, and and dude, you you've captained an army up there that would be pissed if you if you did move. But I will say to me that the ability to transfer heat, which is sales success, heat being momentum, heat being uh the ideology of what works, it's it's amazing. And money spends and cars drive and and houses are lived in and sold and boats float. But at the end of the day, that the the relevance component of being able to pour into somebody and hearing them say the things that you heated them to say, yeah, yeah, bro, it's it is such a sense of of gratification and um and sales glory.

SPEAKER_00 14:26

You know about that. Yeah. So how how do you leverage now, okay, you got yourself heated up, you're hot now. How do you leverage that to heat up your team? Maybe you're a leader listening right now, and you're like, man, my my entire team is cold right now. I got they're they're just wet wood right now. Just dead fish of a sales team. Understanding these laws of how to transfer heat is what's gonna heat up the entire organization. So, how do you do it? Number one, it's the same rule about getting yourself hot. You transfer it to others, you've got to have a proximity effect. You cannot heat somebody up and your sales team from a distance. You can't do it through email. You're not gonna send somebody a perfectly crafted email and then all of a sudden they're like, I'm the greatest salesman alive.

SPEAKER_01 15:13

Yeah, fit physics won't allow it.

SPEAKER_00 15:14

Physics will not allow it. But you can do it just like this, knee to knee. You can have a conversation, you get some training in knee-to-knee. The more you get together, right, the bigger that bonfire is gonna get of heat. So it's it is a proximity thing.

SPEAKER_01 15:30

But don't you see that too when guys disconnect? Where they start missing if it's Zoom calls, if it's conference calls, if it's uh just relational opportunities, which you know, we used to do something every 90 days. I know you guys still do, where you're able to stoke that fire. You you have no idea. Like, look, salespeople are tremendous actors. And we don't always, we don't always tell people the shit that's going on behind closed doors. We we don't always tell people the mental health things or the or the emotional health things or the marital uh components that that sometimes take away from what it is that makes us the best version of ourselves. What I've learned is whenever I stayed highly connected to guys like yourself, to to the in the interest of circles that that I could be exposed to, bro, that that left me. When I when I left that meeting, when I got away from that bonfire, get freaking ready. Yeah.

SPEAKER_00 16:26

Because I was about to be the best version of myself. So you find a you got somebody cold on your team, you gotta pull them in to some kind of event, some kind of training meeting, some kind of get them in somebody else's car that's hot. One thing I love is for you to stay hot, you're gonna have to leverage other people on your team's heat. So your top sales guy, right? You're gonna, you're gonna leverage him. You're top sales leading, you're gonna leverage them. It's not only coming from you, especially as a leader, it's coming from every layer, but you have to be able to recognize this person's hot, this person's cold. I need to get those guys together to get that transfer going.

SPEAKER_01 17:03

Don't don't you think, as I used to say, these big events are emotional and um inspirational driven, where I am, I am, I'm I'm reconnecting to my inner purpose and I'm finding that drive again. But that better create and I would say lead to activity. It better generate how many calls am I making? Yeah. Right? Like so I went and got motivated. I went and got fired up. I went and got re-reminded of why the hell I'm doing this. I went and saw people that I think I'm better than that are out performing me in any arena. When once that, once that's done, dude, I better go back to whatever I'm doing. If it's real estate, if it's any, if it's car sales, if it's solar sales, if I'm in, if I'm in insurance, whatever it might be, that better light a fire under my ass to do what I know created success in the first place.

SPEAKER_00 18:03

Yeah. So when you get them around the fire, I I love to have people leave with a prescription.

SPEAKER_01 18:09

Not a boy.

SPEAKER_00 18:09

So you come cold, you get some heat. I'm gonna activate you through inputs of your business. That's my prescription. So you come, every cold person in your sales team right now is thinking about one thing results. They are results-oriented, output-oriented. All they're thinking about is what they're not achieving as outcomes. But what a cold person rarely thinks about is what am I doing as inputs? And so, as a hot leader, that's your job is to say, hey, look, man, I know that your results are struggling, but this is my prescription for you. I need you to, I need you to knock on 25 doors today. I need you to give 10 approaches at any cost. You need to give 10 approaches. You need to give five presentations today. Call me in five houses, and we're gonna close one or two sales. I mean, that's the that's the math in our world. Look, it's almost like fuck the scoreboard, manage the practice.

SPEAKER_01 19:02

Yeah, manage the disciplines. Like I look, I I I've talked to a lot of people when they come and they're in a financial quandary, they're in a financial deficit. You didn't get there overnight. We're gonna, we're not gonna get you out overnight. Okay, loaning you money is not gonna fix your problem. That's catching you fish. Your ass needs to learn to fish. And the way you do that is through a change in behavior, a change in disciplines. And again, that scoreboard is right in front of us. All right. Maybe you bought a house you couldn't afford. Maybe you've you know bought a vehicle or a boat or you've put yourself in a financial deficit, looking at, all right, this is what I, this is at the end of the month, what I need to make. I understand that, but if things are going negative, if you're in a cold season, here's what I've learned. Dude, I've been there. Controlling the controllables, getting back to the basics of what made me great to begin with, and and and master, people say practice makes perfect bullshit. Practice doesn't make perfect, Blair. Perfect practice makes perfect. If I practice the wrong thing, if I practice inaccurate just formulas or strategies or ideologies or techniques, I'm practicing wrong and I take that on the golf course. What do you think is gonna happen? Five things. Well, it's damn right versus perfect practice.

SPEAKER_00 20:22

And that's why I've tried to become addicted to that, and so have you. So oftentimes when I have a struggling agent on my team, I give them the prescription. Hey, this is what I need you to do today. But then in every failure, in every attempt, if if I can, I'll literally have people call me that are going through the door, put me on speakerphone and put the phone back in their pocket and I listen to the whole thing. And then if I can't do that live because I'm doing you know something else, I have them record themselves and I listen. If they can't record themselves, call me when you fail, and then we'll role play right there. And so it's not just the motion that's creating that heat, it's also the proximity of my leadership heating them up. Those small inputs create motion. The motion creates heat, and then that heat creates success. Creates the success.

SPEAKER_01 21:11

I told you about the whole proximity thing with the ping pong balls that we did. Yeah. With with rock, a little Rocky, and I was throwing the ping pong balls at like the cup here, and I never hit it, never hit it, never hit it, never hit it. Dude, I'm not a bad shot, okay? Quarterback, you know, semi-dart champion. Did you know that? I made that up. I don't lie, I was not a dart champion. I'm I totally made that up. But Rock goes over, grabs one of the ping pong balls, dumps it in the glass, and I'm like, holy shit. I'm 50, he's 20 months. Okay. I I'm I've I've experienced you know multiple uh just just just athletic achievements, mostly failed, some were successful, but I'm a much better shot than him. Why did he make it and I did it? He was closer. He was closer. And as I begin to think. And really digest and just kind of uh I guess have like a little aha moment that proximity creates power in business. I mean, the closer you get to the guys that are making the most money, it's amazing how you wind up making the most money. It's it's just it's it's it's unbelievable. And that again speaks to exactly what we're saying.

SPEAKER_00 22:24

And to flip that, the closer you are, if you're if you're that heat source, the closer you are to your people, the more often you're gonna move the needle for them. But here's the issue is in thermodynamics, there's this thing called equilibrium. Right? It's like you put an ice cube in a in a hot drink, a hot soup, and then all of a sudden the ice is melted, and the two things are now the same temperature. They're they've each reached equilibrium. When you are the heat source of your sales team, the worst thing that you could possibly do is reach equilibrium. And so, you know, we talk a lot about being a thermostat in your team, not a thermometer, meaning you set the temperature, you don't read it. And so but when you're constantly the heat source of your team, look, man, you you built a very successful business. You stayed hot more often than not. How did you do that?

SPEAKER_01 23:21

Um You know, I I I never let myself get satisfied. I never I never really I trusted that it was real. I remember those days of waking up at 4 a.m., you know, 3 30 a.m. sometimes, 5 a.m. looking at uh the deposits that that had hit the account and being like, holy shit, it's still real, right? That's amazing, counting up all the different carriers that would put money into your account. But I always I'll never forget reading the book Gold Medals and German Shepherds, where there's a gold medal in front of you, something you're chasing, or there's a German Shepherd that's after you, right? And I guess, dude, for me, you grow up in a trailer. You you want more for your kids than you had for yourself. You don't want to go backwards. My name is Steve Harvey, but the great Steve Harvey said, You've ever flown first class, you don't want to go back to coach. So there's just something in you that wants to fight to keep it, fight to extend it. But there is a there is a reality that you you really don't stay the same. I mean, when you take your foot off the gas, when you stop pushing, caring, fighting, when when you become lukewarm versus hot, it affects the people around you. And you know, it it ceases to be about the money. And it starts to be more about the promises that you've made to people and the relationships that you have with people. And dude, I'm a retired athlete, but sales is a lot like athletics now that I've got this bad knee and that bad ankle and this shoulder got messed up at the wedding. You know, you you were there, you know what I mean. Point being, I can compete, I can compete in sales, and I can get the same endorphin rush, adrenaline rush, yeah, being able to win. And so, man, for me, it was a drug. Does that make sense? Am I a drug addict? Am I a sales addict? Is that what I am? Do I have a problem? Do I need therapy? Probably. Okay. Yeah.

SPEAKER_00 25:30

Well, look, I that's a good point, to be honest with you. Like, my need for therapy, your need for therapy, but if you're somebody that is the heat source of your team, you need somebody to be porn into you. That's my point. Isn't it funny though?

SPEAKER_01 25:45

How guys that were technically, I hate to do, you know, the over-under side, guys that I were I was leading. Promises made to them poured into me. Okay. Yeah. Like, like what they wanted became something. Damn, I'd love them to achieve that as well. Yes. Right? Like, like you ring some bells and you do some things for yourself, you put a uh an amount of money away that no one can touch. That's okay. That's your safe money. But then it became about I care so much about the guys that that I'm assigned to keep hot. And so that's one of the things, bro, that kept me hot for in this business.

SPEAKER_00 26:27

I love that. The the trap there, to be completely honest with you, is when a cold person wants it less for themselves than you want for them. That can that can cause some equilibrium, right? Where you just get sucked, all the heat just dissipates right out of you. And so that's what I mean by you got to get back to your heat source. Right? You're you're never the top of this pyramid, right? If there is, there's always someone above you that can that can teach you something, that can energize you, that can heat you up in in in it, might be cross-industries, it might be someone at church, it might be someone in your family, but you gotta have that, right? Leadership can be very isolating. Is the higher up you get, the more isolated you can feel, and you gotta fight against that. And you gotta lean into I think so, I think self-talk, Blair, is huge, not to interrupt you, but a lot of the times I went cold, I talked myself.

SPEAKER_01 27:25

Now, I'm I'm giving you a little piece of Harvey time here that I wouldn't normally do, but you know, you got to get out of the trap of having to have someone celebrate you, compliment you, brag on you, endorse you, high-five you, like your shit. If they're not for me, everybody's against me, well, you know what? Guess what? There's gonna be times you you gotta high-five yourself. There's gonna be times you you you've got to celebrate your own talk. There's gonna be times that that you gotta, my dad used to say, take up your own offering, yeah, right? And just believe in yourself when nobody else does. Here's the reason. If I empower anybody to give me what I need to succeed, think about it. If if they don't tell me how great I did, if they don't tell me how quality I am, if they don't tell me how good a job I did, regardless of what I've written, I'm gonna lose what it was that enabled me to be where I am. But if I can, if I can become, and look, I'm I'm not, you you've got to balance this to an extent because you you can't be your own God here, but you've got to be able to know what it is that if no one else celebrates it, you still know is great. You still know is quality, you still know is something that is an agent of change.

SPEAKER_00 28:44

So as a leader, I would challenge you to know what your driver is, right? What is your heat source, and understand that you need to manage that because if you lose that heat source, you will eventually dissipate, your whole team will dissipate into mediocrity. And that's the challenge of staying hot and staying away from this equilibrium effect that cold people in your organization can have. So let's put it all together, man, as as we kind of heat. Personal heat comes first because if you can't give what you don't have, and we know that you cold people can't make hot cold, hot people make cold people hot. That's right. So you got to get hot first so you can heat up others. It comes from proximity, it comes from motion, it comes from activation, it comes from protecting your thermostat and staying a thermostat and not becoming a thermometer. And it's just this whole thing that we've been talking about is just this identification. Hope that took something away to be able to identify how energy flows through my sales team. Because if I can identify it, I can hopefully manage it.

SPEAKER_01 29:52

Thermodynamics. Who the hell knew? Cold can't get in. It's the heat. Letting the heat in that gets out. He was wrong. Maybe you were wrong. You know what? I'd love to all be right by trying to stay as hot as I can expose that that heat, that energy to individuals that want what I have that are cold. We can transfer it. We've done it for years. Almost a decade, almost a decade and a half now. It's amazing. Thank you for tuning in to the drive.