What They Say When You're Not in the Room

A live keynote from the DYPB conference, and the clearest single statement of the ideas Bobby has built a career on.

He starts in the room, pulling the leadership struggles people actually name out loud: getting others to do the work without sounding bossy, patience when someone moves at a different speed, the confidence to take a risk, and knowing when to ask for help.

Then the definition that anchors everything. A personal brand is what people say about you when you are not in the room. It is a living thing built from a thousand small gestures, accumulated over time, and you have had one since the day you were born. A corporate brand is a promise to its stakeholders. Your personal brand is a promise you deliver to every single person you meet.

The back half turns to networking, and to the follow-up math that became Bobby's signature stat. He once offered 500 people in a room a free coaching session if they came and got his card. Get the card and you are in the top 15 percent. Follow up and you are in the top 4 percent. Build the relationship and you are in the top 0.4 percent.

His closing argument: the number one barrier to networking is your own mindset. And the more digital we get, the more human we have to be.

The Power of Connection is hosted by Bobby Umar, 5x TEDx speaker and Inc Magazine Top 100 Leadership Speaker. For weekly insights on personal branding and thought leadership, join his newsletter: https://bobbyumar.substack.com

Transcript

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SPEAKER_03 0:00

Welcome to the power connection. One idea, one conversation, one thing you can use. Now, what are some of your key leadership challenges? Like, is this something that, you know, I I've been through all the data, so I got through a whole bunch of data and as well as some technical stories from various people over the over the last 15 years of meeting the speaker. But I want to ask you, like, in terms of leadership, what do you think are some of your key challenges? What's your big challenge? Yeah. Sometimes they just want to action on what you want them to do. So they don't do the work that you want them to do. Okay. So they don't feel empowered to do that. Okay. Anything else? Yeah. Patience. You know, what sense? And like, they don't have patience for you or uh. No, no, no. Like, so um I'm very proud of the work that they do. Just maybe it doesn't, it's not to the speed that perhaps I I personally would like. Right. Right. Because if there was hundreds of hundreds of me, I would get so much work done. I get that. That's cool. What else? Yeah.

SPEAKER_00 1:09

Um time. So feeling like I sometimes feel like I'm not supporting my team enough because I don't have enough time to be there for them as much as I would like. Right. Okay.

SPEAKER_03 1:17

Yeah.

SPEAKER_01 1:17

Communication.

SPEAKER_03 1:18

In what sense? Give me some context here.

SPEAKER_01 1:22

People need sometimes to be communicated with in different ways. Okay. So if I say something to you, you might understand it a bit right away, but someone else needs you to go around or explain in a different manner. Right. So really understanding how each person or your team should be communicated with. Okay. Okay. Any other ones?

SPEAKER_02 1:38

Confidence. In what sense? Confidence to take risks sometimes. You have ideas, you have, you know, and you want to go in a particular direction. We talked earlier about failure. Yeah. It's the confidence to what? Give it a try.

SPEAKER_03 1:51

Right, right. Okay, good, good. So yeah, so one is the selling myself. This is how do I persuade people authentically in a way that doesn't come across as authoritarian, uh bossy, um, you know, self self-serving, all that kind of stuff. How do I communicate in a way that gets people to do, or I get them to do the work that you want them to get done, right? How do I do that? Knowing my value, this leads to the confidence piece, right? You know, am I doing am I giving too much versus gaining? Am I, you know, am I am I not as good as I think I am? What exactly is it? So knowing your values, this is something, it's funny because most young people think that's their biggest struggle. You know, who am I? I'm just a 22-year-old graduate and I don't know anybody. But I've met I've met 65-year-old CEOs who struggle with this. They don't know their value. Or at that point, they're once you get past like 55 or so, you are thinking about your legacy. You're thinking about what is my story gonna be? You think about that. 25 year olds don't think they don't think 50 years ahead, but when you're 55, you're thinking the next 20 years, right? So think about that legacy. Asking for help. So, you know, do I ask for help no matter what level I'm at? Or, you know, or when do I do it myself? Why don't I just dive in and do it? Legacy and transition, so knowing what to let go in terms of projects and things like that, and also what to build. Now, this is based on stories and research, okay? I'm just kind of giving that the heads up. Leveraging your network. So uh people certainly, I'm gonna talk briefly about networking, but you know, a lot of people think they're very good at networking, but they actually don't do it as well as they think they can. So I'm gonna get into that a little bit later. And then building leaders for yourself and everyone around you. Those are the some of the biggest leadership challenges that we're seeing. But ultimately, the the key takeaway is leadership starts with it. So the better you are, the better everything else is gonna be. The better your teams will be, the better your communities will be, the better your friends and family will be, uh, the better things your life will be. So it starts with, again, I love the opening talk. I am legacy. Yeah, man, that's fantastic. I totally believe that. And again, you're gonna want, you're gonna want to be a leader. Uh let me do a little quick fun test here, okay? So I'm just gonna ask a couple questions. This is about this about thought leadership, personal branding. So, uh quick test. So um stand up if you have ever led a project or a team. Okay, that's good. Okay. Now stay standing up, and stay standing up if you also won an award.

SPEAKER_06 4:09

For that or something else? For anything.

SPEAKER_03 4:13

Stay standing up if you create a public content, a blog, a blog, or an article. That's good. I like this. People are standing up, it's good. Um, you have more than 1,000 LinkedIn connections. Okay. Now somebody said, Well, it's not true. It's okay. I'm just saying, it's okay. Don't worry about it. Uh, you've started your own side hustle, a cause or a business outside of work or school. You have an official mentor. Okay. Good. So a few people have said, great, have a seat, have a seat. Now, this is not. This is not a scientific but it's interesting because you know these are things that I think will definitely help you when you're trying to build a thought leadership personally. And people out there, and you know, like it some are some are networking, some are personal development stuff, some of them are leadership, some of them are achieving an impact, right? But I'm doing it just to give you a sense of certain things you can think about that can help improve you on that basis. Because you know, big questions do you want it? Now I want to talk a bit about personal branding. We say this all the time because a big question is what am I personal brand? Now, what do you guys think of branding? When you define a brand, what does that mean to you?

SPEAKER_04 5:27

The promise that you're making through your presence in the world? Oh, I love that one. You'll see why I love it in a second.

SPEAKER_05 5:37

What else? Yeah, yeah.

SPEAKER_04 5:40

What people think of you when you're not in the room?

SPEAKER_03 5:42

What people think of you when you're not in the room? Yeah. Actually, you know what? And let me say, a personal brand is what people say when you're not in the room. A thought leadership personal brand is what they say when you enter the room. Think about that. Uh what else is a put branding to you? That's it? That's two? You just nailed it? Yeah. Okay, fine, fine. So I love this one. You know, a living entity, a product of a thousand small gestures cumulative over time. You have had a personal brand since you were born. You went to bed, that's your brand. No, it's true. You're late for school, that's your brand. Right? You failed in school or you joined a gang. I mean, you know, he mentioned uh, you know, how did I mention that? You that's your brand. It's part, it's part of you. It doesn't leave you completely, but it's part of you. And, you know, again, it's a promise to deliver an unmet need. It's a collection of experiences and feelings with a name, logo, or symbol. It could be a person. It's what you remember. So you think about McDonald's. Now, who anyone here love McDonald's? Okay, just a couple. That's okay. I love McDonald's, but I actually gave it up ten years ago. Nine years ago. But when I did go to McDonald's, I love the double cheeseburger. Oh my god, like double cheeseburger. And I remember like the cheeseburger, it's coming, I'm eating it, and as it's coming into my mouth, I hear angels saying, like it felt so great. That's how I felt. It felt amazing. And so for me, McDonald's have delivered that promise to you, that feeling, that excitement, that anticipation, that oh, that deliciousness, right? And the stomach ache afterwards, like all that stuff was part of that brand. So remember that a brand is a promise. Thank you for bringing that up. Now, the benefits of a brand are lots: recognition, trust, loyalty, market share relationship, and increase of dollars. But I'm also gonna say increase happiness. Going back to McDonald's double cheeseburger, happiness increased. Tim Horns now, I get the signature uh maple cinnamon French toast available. You ever had that one? Right? More happiness. Right? Guess what? Amazon, Amazon Prime is there like in one day, that's happiness. Right? So you can increase happiness by having a good brand. So a relationship with a brand can be profitable, not just in terms of money, but in terms of happiness and making people feel good. Now, when I worked at Dove, one of the things we found out, I used to work there uh in in brand marketing, and we did a test that showed that only 2% of women in the world considered themselves beautiful. And because of that, we decided to start a campaign for real beauty. And I was on that team, the North American team, and it was interesting, we had no product. All we were selling was the idea that no, or sorry, yes, you are beautiful. I was gonna say, no, don't think that. You are beautiful. Yes, you are beautiful. Right? And all I did all we did was support programs fostering positive self-esteem in young women, as well as just supporting the idea of real beauty. And it really connected with people. People, you know, before this happened in starting 2003, Dove was known mainly for what? Soap. Soap. Soap, that's it. But then we had incredible brand growth, double-digit, 20-30% growth, and now Dove, there's Dove Deodorer, Dove Body Wash, Dove Hair Care. There's so much Dove products out there because of what they did in 2003. And that branding really made a difference. So the other thing I think about is, you know, now what is your brand experience when it comes to DYPP? I'm hoping it's gonna be connection, I'm hoping it's gonna be learning, I'm hoping it's gonna be uh great insight, I'm hoping it's gonna be empowerment. That's what I'm trying to do, that's what me and my team are trying to do, hopefully that you get that from this experience. So I think about those things. So, what is your company promise to bring? That's something you have to think about. More important, and again, if a corporate brand is a promise delivered to stakeholders, your personal brand is a promise delivered to every single person you come in contact with. Right? So, what is your personal brand, Carrie? What is your personal brand, Alice? What do you promise, Alex? What do you promise, Saba? What do you promise to bring? That's the big question. I hope to bring energy, enthusiasm, warmth, humor, insight. That's what I'm hoping to bring? Accessibility? Support? Now some of the best brands have personality. Richard Branson, he's very audacious, he's a risk taker, and that that brand feeds into his company version of being a risk-taking company. Barack Obama did a really good job of shifting the US government to be something more accessible and thoughtful because he would show up on all the you know TV shows and talk shows, and and because President before them never did. Like Bill Clinton once showed up on our senior hall, but other than that, they never showed up on The View or just general stuff. He did all the time and made himself more thoughtful and more reflective. Brennany Brown, if you don't know who she is, she's one of my favorites. She's all about vulnerability and uh authenticity. I love that. And then Gary Vanchak, another favorite of mine, he's all about the hustle. Okay, so if you go into my LinkedIn profile, you'll see it'll say Bobby and what it says Brennany Brown, and Gary Vernchak is part of my profile branding. Your personal brand is both personal and professional. The way I am here is the way I am at home. And hopefully my wife will agree with that, but we'll see. But I think it is. So, you know, here's your brand, what they currently think of you, and what you don't want them to think of, and what you want them to think of you. Right? So, let's say here's David, and this is this is a hypothetical, okay? But let's say David's always late. Right? He's always 50 minutes late to everything. You're not, you're not. Well, let's say it's, oh, there's late David again, and we should invite him 50 minutes early because you know he's late David. And if you're always late, everyone thinks that. And you know people from your meetings, from your projects, the ones who are late or underdeliver or are uh crazy, you know, like they know we have these people in our lives, right? We know who they are. Now let's say David's like, you know, I'm sick and tired of this. I I am legacy. I want to change my brand. What does he have to do to change his brand of late, late old David again?

SPEAKER_06 11:42

Show up on time. Show up on time. Sure.

SPEAKER_03 11:45

How often does it show up on time?

SPEAKER_06 11:47

17 times.

SPEAKER_03 11:49

That will work. Statistically, seven to thirteen times of the change behavior will start to affect his brand in a positive way. If he does eight and screws up once, back to zero. Another seven to thirteen times. Once you get to 17, like currently you have that one, you still have some brand equity. And personal brand is your best investment ever. I mean, aren't you willing to invest 100 hours of your time for 450,000 hours of happiness? That's 50 years. Don't you want to be fulfilled? Don't you want to be happy? Don't you want to have meaning in your life? Absolutely. That's why personal brand is so important. And the more you invest in it, the more you know your worth and the more you build your worth. And some of the older people in the room, like myself, might know this, but when we had Coke bottles back in the day, they had a little line on the Coke bottle that said no deposit, no return. What that meant was for younger people who don't get this, you bring a bottle back and they give you money. That's pretty cool, eh? People used to collect bottles and stuff and you know do this. So, but this I think is a philosophy for life. If you don't deposit into your life, into your brand, into your legacy, you won't get the return that you want. Now I did a whole personal branding thing, and I went through my stories and skills and interests, and you know, I do workshops on this all the time. But I came up with five main themes Bob of those people, nurturing, influence, presenting, performing, variety and balance, and big city living. And based on that, I started my speaking career 13 years ago, and I haven't looked back and I've been very fulfilled and happy with what I've done. So the personal brand experience, this took about three months to get to where this was, but it was an incredibly fruitful exercise. And you want to know more how to do this, I'm happy to talk to you afterwards, but that's what I did. And ultimately, you want to get to that main thing, which is the ikadai, right? The the the purpose. Everything in line, what you're good at, what you love, what the world needs, and what you can be paid for. It's a great place to be. And what's amazing about your personal brand is the moment you know what your personal brand is going to fulfill you the rest of your life and will excite you, make you super happy, the day you know that, you want the rest of your life to start that day, and you're really, really exciting. Right? Now I also want to talk briefly about defining authenticity because I think that's really important. What does that mean, authenticity? Because I think with branding and connection and leadership, we need to think about authenticity. What does that mean? Transparency. Transparency, sure. Being yourself. Being yourself.

SPEAKER_06 14:12

Vulnerability.

SPEAKER_03 14:13

Vulnerability. Consistency.

SPEAKER_04 14:15

The uh the notion of authorship, so like to authenticate or to to be the original source of what is coming out from you. And to be the source of what you're putting out there. I love this guy.

SPEAKER_06 14:26

He's like he's got a broader definition app in my library.

SPEAKER_03 14:30

He's got a definition app on his phone.

SPEAKER_04 14:33

You're gonna mate.

unknown 14:35

Alright.

SPEAKER_03 14:36

That's great. Yeah, I mean, ideally, you know, genuine, uh, undisputed origin, right? That's one thing. Uh, you know, for all the data nerds here, okay, the number one quality people demand of big brands is honesty about their products and services. If something's broken, let us know. If something's not as good as it could be, let us know. And a lot of big companies don't want to talk about that, but that's what they want. That's what the people want. The customers. 91% of customers want brands they follow to be authentic in their social media posts. And I can give you an example of one where people give a lot of flack for is Lobla's Galen Weston. He doesn't have a public profile and people don't like that. And people are saying horrible things about him on Twitter all the time. Even if he's a great guy, he really means well. But the thing is he's not owning his brand out there. But and I think he's not doing it because he doesn't want to be transparent or accessible to people. But it's actually good to be accessible. And if you're worried about those fears, you know, most of the time if you're authentic about it, it's actually gonna work on your favor. And for millennials, brand authenticity is second only to loyalty discounts and important in importance when choosing companies that they support. So authenticity is also really important when it comes to brands. Now, the top 10 authentic brands, according to Conan Wolf, are Amazon, Apple, Microsoft. There's your top three right there. And you know, authenticity is about building trust, and trust grows into lasting connections, and that's where, again, we relate that to our topic for today. Authenticity builds trust. Be yourself skillfully. Now, one example is don't tell the truth that it hurts people. Like, you know, I'm not saying be truthful all the time, right? I'm not gonna say, you know what, you smell, like, I don't know if you smell, I'm not gonna say that, right? Because that's not that's not nice, it hurts people. So be truthful, but only to a certain point. And then it takes consistent emotional labor, according to Seth Good. The other thing about authenticity is we're all real people. It doesn't matter whether you're Millennium or O, or whether that's me and my family, we're all real people. We have the same values, hopes, dreams, and fears, right? So, people, team, customers, clients, business, all your current potential audience prefer to gauge people they trust. So you have to work on building that trust. And trust, I think, is gonna be another big theme for today, whether in terms of influence and building connection. You want to build relationships that are real, show who you really are, help those who really need it, and that's what you really need. And now there's a digital challenge. Now we have the digital world, and people, you know, it's here, and some of the people I know struggle with the digital challenge. Right? I mean, our relationship is now more than 140 characters, right? Or 280 on Twitter, right? Uh it's funny because people get really caught up with this kind of stuff. And you know, that one tweet doesn't define me. That one tweet doesn't define who I am. So I like that I like this one, though, a really funny one. So, but the truth is the more digital we get, the more human we must be. If you're gonna get into digital, the more human you have to be. That's important. And the more we connect with technology, the more we have to disconnect with technology. It's actually quite fascinating. This is backed by data. Like it's it's actually fascinating. Anyone here ever do digital detoxes?

SPEAKER_05 17:33

Yeah.

SPEAKER_03 17:33

Yeah, oh my gosh. You know, when I went on a cruise and we had no Wi-Fi, which was a force detox, but whatever. It was amazing, right? Like, wow, okay, this is great. I guess I don't want to take my phone into the into the pool. Okay, that's cool. Great. Uh but yeah, we have to find that balance. Now, what is the most important concept for leaders in today's digital age to master? This is my main topic, which is thought leadership. Okay? Now it's a it's a it's a term that's been around for a couple years, you know. Brand's been around for what, 10, 12 years, or uh as a personal brand, sorry. Uh before that there was synergy, like there's lots of great words. But thought leadership to me is my favorite word right now. Although I did like legacy, that was pretty cool. I'm kind of geeking out over Alex's talk. It was really, really good. Uh, here are some really famous people. You can probably describe what each of them stands for in a few words. Like, when you think of Oprah, what does she stand for? What's she all about?

SPEAKER_05 18:25

You don't know.

SPEAKER_03 18:27

I would say I would say personal development empowerment, but okay. How about Jay-Z? I mean, when you think of Jay-Z, he's doing what?

unknown 18:33

Rap.

SPEAKER_03 18:33

Rap, that's right. Rap Mark B. Okay. Gary Branch's hustle, Seth Gunn's all about tribes, Warren Buffett is, you know, the financial guy, right? The investing guy, the investing dude. But these are all people who are thought leaders in their field. And because we can describe them in a few words. Now, what exactly is thought leadership? Well, I'm gonna explain. So, some of the essential thought leadership. If you want to be a thought leader in your field, so whether you're a lawyer, a doctor, a shoemaker, an astrologist, or a holistic therapist, okay? Some of the essentials. You're influencing the conversation in that certain area of expertise. Like you talked to Carrie when she's gonna talk later, she is definitely influencing the conversation around career transitions. Absolutely. You're consistently innovating, disrupting, or evolving. So I'll point to myself in terms of as I started out as a networking guru, right? And over the years I had to learn how to network with social media and network in different ways, and I've changed my content around networking because I've evolved as a networker. And so is networking as a general thing. You're answering the biggest question is the mind of your target audience. That's what thought leaders do. So, what's the biggest question in shoemaking and lawyering and doctoring, right? In media and TV hosting. You build a phone with people who seek them out or follow them for that expertise. So people are now following you. Oh, you know, I love I love everything that David talks about. He always talks about how to stop being late all the time, and I love his content, it's great. And they're following him because they don't want to be late anymore, right? Or when an area of expertise is mentioned, your name comes to mind. Right? Oh, well, you want to you want to be early? Go talk to David. He's the master of being early for things. That's what it's all about. Now there's three main criteria steps you want to be a thought leader. All thought leaders do this. Number one, they network authentically, build deep relationships, they have tons of connections. So they build deep relationships and they have a broad base of connections. So I have a broad base of connections. Oprah has probably a thousand people as well, but she also has deep personal connections with like 50 to 100 people, as do I. Right? That's what these thought leaders are doing. They have a broad base as well as deep connections. And they invest in both. Number two, they create and generate awesome ideas of content. So Oprah's doing shows, Jay-Z's writing songs, Warren Buff is writing financial reports, I assume. Right? So that's what they're all, they're all creating content, they're all creating stuff. And number three, they're mastering their public speaking communication skills. They're working on their speaking, they're working on their writing communication. Now anyone can develop all three, and then the more you develop all three, the more achievement impact you have. Most of us are good at one of these things, naturally. Who here is naturally good at networking? Okay, who's good naturally at creating ideas and content? Who is naturally good at speaking or communication? Right? So we all have it, and some of us are good at too. Now, you know, as uh I love Alexander's talk about that. You know, I don't want to brag, but I'm good at all three of these things. But you know uh I I which one am I? I start, I was always good at this, building, right? And then I became good at this, and then this one became the third thing I was good at. But I built all three, and that's how you become a thought leader. So we need to work on all three of these things to get better, and that's why I'm gonna dive into this stuff today. Now, why is thought leadership important? Well, once you are seen as the expert in your field with a solid reputation, you have a huge network, and you own the conversation, then opportunities will come to you because you are memorable. You will also have greater confidence to go after opportunities and speak up. And your connections, your customers, clients, colleagues will start to follow you and hang on every word. That's why thought leadership is so important. Now, going back to my digital kind of transformation, back in March, March 5011 was actually my social media strategic launch. It was actually the day of my first TEDx talk. And I launched my first Twitter strategy, my Facebook fan page, a newsletter, and I just started, you know, leveraging it. So that's where I was. Not very much. And now Twitter has 450,000 and 1800, actually 2,000 on my Facebook page, my LinkedIn has 25,000 followers, my YouTube has 100,000 views, and I'm also just about everywhere. Although I was on Snapchat, but I quit. I can explain that all the best. Yeah. But that's where I was in May. Now, you know, has it gotten me a lot of credit? Absolutely. You know, second best business coach, fourth best business influencer, half a million followers. It's great. Has it helped me as a brand, as a thought leader in my field? Absolutely. You know, I've now got the Inc. magazine notification, I got the five TEDx talks, I speak ready for Half Day Post, and it's been amazing. So that's why it's so important to do this stuff. Now, uh I I know I want to talk most about number two, but I'm going to briefly talk about networking, okay? Because I think it's really important. So just a couple months ago, I spoke on the Haste and Hustle stage about networking, and what I did was I gave him a couple of networking tips. Uh Gary Branchett was there too, which was really cool to be on the same stage as him. But what's the biggest barrier to networking success?

SPEAKER_06 23:31

Yours.

SPEAKER_03 23:32

Yourself in what way?

SPEAKER_06 23:35

Like uh so scared to meet new people. Sounds stupid. Like I think that you, yeah, I would say I am comfortable with content, but sometimes networking is reaching out. Absolutely. Yeah.

SPEAKER_03 23:46

And I'm also going to throw networking, it could be anything. Health success, leadership success, business success, CEO success. Now, for networking, number three is not having a networking plan. Number two is not having poor tactics and strategy. But the number one thing is your mindset. Your mindset is what stops you from being the best network you can be, the best leader you can be. Right? Whether you think you can or whether you think you can't, you're right. If you think that you can't do something, you tend to agree with yourself. Right? We have a tendency to agree with ourselves, not with the people that are telling us something else. And when I was at the event, I gave my three mystery hacks, uh, networking mastery hacks. Uh, I'll give you just one today. Uh, and the third one was the follow-up, right? Not following up renders networking useless. What's the point of adding me on LinkedIn or getting my business card and then not following up with people? I can tell you this. I spoke at an event many years ago on networking, and there were these young, hustling entrepreneurs, and I was there the whole day, and I said, okay, I have 500 business cards in my pocket in my bag here. I'll be here the whole day, like Alexander said he'll be here the whole day, right? I'll be here the whole day. Come talk to me, get my card, and I will give each of you a 15-minute free coaching session. Now, normally I don't have any more because that's really busy. But back then I was hustling, right? So, out of 500 people, how many people do you think got my card?

SPEAKER_05 25:07

20.

SPEAKER_03 25:07

That wasn't that bad. 10. 75 people got my card. Out of 75 people, how many actually followed up with a message or email, text, whatever? Five. 10. 17. Out of 17 people, how many people actually build a relationship with me?

SPEAKER_05 25:20

Seven.

SPEAKER_03 25:20

Two.

SPEAKER_05 25:21

Wow.

SPEAKER_03 25:22

Any math leads here? Any maths? So you gotta be the top 15% in the room that gets my cart. You can be the top 4% that follows up with me, or you can be the top 0.4% that builds a relationship with me. And this room is the exact same thing. So who you want to be? You think about that when it comes to networking, because people don't follow up. Now, if you do follow up, you know, I actually just added um, I just added you on LinkedIn, right? We had to take a scale on LinkedIn. So, you know, I should probably follow up with a message at some point, right? What should I say? What do I say? I don't know. So here's my hack, my signature follow-up move, okay? Let's say you want to connect with anyone here want to connect with Alexander afterwards? Great guy. So here's what you do, right? You say, give context. Hi Alexander, uh, I met you at the NeLive TB conference and uh uh give that too. Uh you were like, you know, we're amazing legacy factor. I'm really pro give a relevant give a relevant value offer offer. Uh I would love to, I I think there's two or three people that would really love to hear you speak at another event, and I would love that too, actually. But you know, like yeah, uh I think they would really love it. Uh go for this. I would if you're up for it, I'd love to buy you breakfast or hidden or coffee or you know that that type of thing. Only ask for one thing. Don't ask for tons of things. Keep concise, be persistent, professional, polite, and passionate. That's all you do. Before we wrap, one quick thing. If this episode would spark something for you, imagine what it does in a room. Bring these ideas to stage important is what I do. And everything lives on one page.com.com.