The Power of Consistency: Why a Client Engagement System is Vital for Your Success... and How to Get It!

Leaving success to chance is a risky proposition.

Coaching is highly competitive, with many skilled practitioners vying for clients' attention.

To stand out and build a successful coaching practice, coaches must have a reliable system for attracting, engaging, and enrolling clients.

Leaving success to chance is risky, as it leaves coaches vulnerable to fluctuations in demand, shifting market trends, and the unpredictability of client behavior.

By taking a proactive approach to client acquisition and retention, coaches can build a thriving business that offers stability, growth and a strong sense of purpose.

In this episode, we explore why coaches need to establish a predictable client system and the steps you can take to achieve this goal.

Recorded 2/23/23.

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Transcript

Mark Kanty  1:11  
Hey, welcome John, Natalie, and those who are going to be joining us or watching the recording live at a later date, of course, which often happens. And if you if you've been online for any period of time, you know that the majority of content is consumed after the fact. Because we're all aware of the fact that everything's recorded now. And therefore we can manage our time effectively. So that's cool, too. So welcome. If you are here live, you know, we always try and make it extra special for those who are live. But those who are watching in a future date, by all means participate with us, because we are still participating in the recordings by monitoring the comments in the chat. So please be with us there. Jamie is is your host. And I'm Mark, I'm your presenter. And we're going to dive in today to our topic. And this, of course, is open to though to everyone to the public. And you probably received an invitation to join us there, which is great. And then we'll transition to our client only implementation call after this initial kind of training educational piece. Jamie, anything else that you want to?

Jaimie Skultety  2:26  
Well, I'll just say if anybody as we're, as Mark is presenting, if you have questions or comments to what he's saying, put it in the chat. At the end, we're going to open it up so that you can open up your mic. And we can you know, ask direct questions. But you know, please And like Mark said participate, he'll say it over and over play in the sandbox with us. Yes, that's questions, you know, put your answers in the chat. So I'll let them go ahead and get started. That's all I wanted to say.

Mark Kanty  2:49  
Wonderful. Thank you, Jamie. And I appreciate that so much. And as we always do talk about and repeat ad nauseam is be a participant, not a spectator. We want this to be an engaging forum for everyone. And we also want to put some information here though, we want you to walk away with value with something that you didn't know before you came to this call. So that's always our ultimate objective is to share something that's worked for us that's powerful, and that we hope you can take away and put that into play in your business. So let's dive in. We call our methodology, the upscale method, our businesses is upscale your, your business, but our methodology, we call it the upscale method. And today we're gonna be talking about the power of consistency, and why a client engagement system is vital for your success, and how to get it how to actually engage with people. Also want to let you know that what we're talking about, and I want to put this in context, is we break our methodology into three phases. And within those three phases, we have three steps within that. So this is in phase three, it's step number eight of our nine step methodology. So wanted to put that into context. So you don't think that this is just something the one thing that we do, or one, it's just one piece of the puzzle. So may I suggest you tune in to the next 1520 minutes or so and participate as we introduce these concepts to you, and why consistency is so important. And having a client engagement system is vital for your success. We're talking about business. So systems are really, really important here. Today, we're going to cover how caring and consistent communication builds lasting relationships, while leaving success to chance, or what one might refer to as winning again, is actually a very risky proposition in business and how to fix that. And number three, we're going to cover how a reliable system for attracting and engaging with prospects can actually lead to a consistent flow of clients. So Instead of it being a feast and famine, or where's my next client going to come from, we actually systematize this, stick around with us till the end because we are going to give you a little bit of a gift. This is our bribe for sticking around with us is we want to, we always want to include something that you can take away something tangible, that you can either print off, or you can read that you that will help you take these lessons and these ideas and move forward with them. The other reason to stick around till the end, too. And the gift in itself is that just taking one little piece and running off, it can sometimes be dangerous, the concept of a little bit of information can be a dangerous thing. So we want to encourage you to stick around so that you see where things fit in terms of a strategic approach to building your coaching business, as opposed to just random tactics that you're throwing out there. So looking forward to give you that at the end. Now. Here's where I'm going to ask you to play in the sandbox with me is we've got a little chat box here. So you can participate by giving thumbs up or emojis or even just a yes or a no or a word or a yay or nay into the chat box. So please play with me here and participate. I'm going to ask you this question. Are you often uncomfortable when you're prospecting? In fact, you sometimes feel pushy? Maybe you use the word salesy. I know Jamie likes that word, salesy. It's, you know, maybe even sleazy. Ooh, that's a dirty word, isn't it? How many of you would agree with that? Take? Yes, in the chat, if that's how you feel sometimes when you're prospecting and trying to build your business. Right? I see. So Jamie's monitoring the chat for me because I can't see it. And I see her giving me the thumbs up and nods. So yes, hell yeah. Oh, yeah. Well, that's great. I'm really glad because I and my goal is at the end of this, that you're going to kind of have a sigh of relief and go, Wow, I don't have to feel that way anymore. So let me ask you this, you know, you've seen this, if you've participated in any of our trainings, you know that I use this slide over and over and over again, because I love it. And it fits perfectly with this topic. If you talk to people the way advertising talk to people, they punch you in the face. And I think it's the same idea when it comes to prospecting. What is the rationale for communicating differently when we're wanting to build a business relationship? May I suggest that there isn't one that there is no rationale for behaving differently or communicating differently? There's a little hint as to where we're going here. Why is this so important? Because building trust and rapport actually leads to deeper and more meaningful relationships inside and outside of business. Caring, and consistent engagement enables you to stay top of the mind with your prospects, making it more likely that they will reach out or even refer you to others. And by providing a reliable and positive experience, you differentiate yourself from your competitors and build a credible reputation. Now, one more thing here. Very important, and it's not on this slide, but I'm going to talk about it here in a minute. It leads to results, it really leads to the bottom line. So before you think that I'm going to be all all mushy here and touchy feely, the reality is this stuff works. Why does it work? Well take this into consideration. Look at this data that I've got here, the reality is a high value transaction, any high value transaction, average is about seven interactions before someone will commit. Now we're all in in the high value business, we're not selling widgets for 99 cents. We're changing lives. We're selling transformative concepts here to work with people in to help people. Hey, Janet, thanks for joining us. So I can pop in there. So consider this data. 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to 12th contact. And here's the sad reality 44% of people give up after the first follow up. That's just two contacts, one contact and one follow up and they're out of the game. And I would suggest you This is old, by the way. There's a new new one floating around called the rule. This is the rule of seven. There's a new one around called the rule of 11. And this data actually gets worse from a perspective of the people who are giving up it's going even higher, particularly in the online space. I would suggest it's probably more like about 80% now of people that just throw it out there if nobody nobody buys or jumps in, they leave and that's a challenge. Now I want you to look at these numbers. Just take a moment and look at them briefly because I'm going to give you a quiz in a minute. So I'm going to take the slide away. So I want you to embed this I'm putting in a loop here, I'm opening up a loop, what we call opening up a loop, take a screenshot real quick. Yeah, screenshot take these numbers, I'm gonna ask just one simple question. But I want you to remember these numbers. And we'll come back to this in a second. So my first question is, what's your number? What's your rule? How many times do you follow up? And again, play with me in the sandbox? Go ahead. And don't be embarrassed. This is all a learning forum. Put in the chat. If you have that. You do it consistently. Do you follow up twice? Sometimes because oh, you know, that person, you know, said something that turned you off, or you didn't like the look of them, or you thought they gave you a strange, you know, vibe, and then you follow up six times with somebody else? Because you really loved them. And they're really kind and you really thought that they were cool? Or do you have a consistent rule? Do you do it consistently? Do you track it? Are you keeping your numbers you're going okay? Here I have my spreadsheet. I have my list. I even have my notepad maybe on my desk and I say I've got this many people I'm talking to, oh, this person, I've followed up with twice this person, I followed up with five times this person I've only followed up with once this person I've already followed up with nine times. Do you track it? Are you measuring? Are you keeping score?

Jaimie Skultety  11:32  
We're getting responses. Mostly twos. We've got a two to three. Yeah, low two. Yep.

Mark Kanty  11:38  
Great. So hopefully, this could be a game changer for you right here in terms of just being consistent. And I'm going to give you some really valuable stuff here in a minute, that's gonna help you take the emotion out of this so that you can find a really so you can get excited about this. Now, I'm gonna ask you that next question. Here's the quiz. If 44% of people give up after the first follow up, that's the second contact to follow ups. What percent of sales are making? Are they making? What was that percentage? Anybody remember?

Unknown Speaker  12:17  
We've got three.

Mark Kanty  12:18  
Yeah. I gotta give it away. That's, that's the answer three. So if 3% of sales are made, that means you're leaving 97% of the sales to somebody else. To those people who are following up. So if you're thinking, oh, what I've got isn't working, nobody's buying or you know what, it's not a viable product. Nobody likes me, I just can't make it in this business. 97% of the people that are following up are out there. And they're taking your lunch money, day after day after day. So think about that, in terms of committing to something like this. Sir, I've got a zoom menu always pops in always moves around for some reason. I don't know if it doesn't on other people's computers, but it always does. That blinks everything out on me. So I want you to think about that. And my last question is, how many of you would like a formula, our formula, the upscale formula for making follow up easy, in fact, almost effortless, and most importantly, respectful of your prospects? So they know how much you care? You got to ask for it if I'm gonna give it to you. So you give me a one you can give me a thumbs up you can give me a yes, you can give me a y. You can give me anything but play with me in the sandbox are

Jaimie Skultety  13:37  
getting Yes, praises. And sure.

Mark Kanty  13:39  
Yeah. Fantastic. Thank you. So what is the methodology that we teach and that we use? Well, I'm going to give you first of all, a bit of a metaphor here. Sometimes Jamie laughs at this sometimes she cringes. But I like to use the dating metaphor. So when we think about prospecting, and we think about people in that idea of advertising, they punch you in the face. I like to think about it in a dating context. And that's most people when it comes to prospecting or like the proverbial swingers stud guy, you know, those two wild and crazy guys, Steve Martin, who wasn't Steve Martin and Dan Ackroyd that walk in, you know, to the bar and say, Hey, baby, you know, I've got a hotel room key here who wants to come home with me? That's how most people prospect. They just jump right to the chase, no relationship building. No wonder they're getting slapped in the face. No wonder they're getting rude responses. So I'd like to suggest you a different way of building relationships. The first step is to warm the environment warm somebody up, a smile from across the room. A wave can be as simple as that. How can we translate that into the way that we communicate? How about just greeting somebody warmly and nicely and attacks during a chat message or whatever? How about giving them something of value saying, Hey, I had a quick look at your profile, and I noticed something about you, you might appreciate this. Maybe it's a joke. Maybe it's a picture, maybe it's a video, maybe it's a quote, have you taken the time, even a few minutes to get to know the person enough that you can share something with them a value, that just starts to warm the relationship up? The wild and crazy guys would buy somebody a drink, by the way. The next step is then to engage. Right? So so when we warn somebody, and we reach out across the room, and we look into the void, and we look into somebody's eyes, if they make eye contact with us, and we have a smile back and forth, we've now created that warming stage, that invitation, same thing in our communication, somebody says thank you, somebody says, That's cool, somebody gives you a thumbs up, they've just acknowledged the fact that they've accepted your smile, your eye contact. So then what do we want to do next? Well, now we want to walk across the room and put out our hand, engage with somebody introduce ourselves. Hi, I'm Mark, what's your name? Engage with somebody? How can we do that, from a business standpoint? The same way we would do it in that dating environment? If you will, we've sent somebody nice, they've acknowledged the fact the receipt of it, then we can engage with them with what what's one of the best ways to engage with somebody? And I'll take multiple answers here. And he comments on the best way to engage with somebody.

Unknown Speaker  16:51  
You mean? Like, what media like zoom? Or what?

Mark Kanty  16:55  
No, I mean, like, just literally, if we use the metaphor of, you know, introducing ourselves and shaking, shaking hands with somebody, how would we do that in a business environment? Like, how would we do that? If we were communicating with somebody even over a chat? Or? Or in a room or whatever, in a business environment? Yeah.

Unknown Speaker  17:14  
So just simply say, Hi, how are you? My name is Ralph Makossa.

Mark Kanty  17:20  
There you go. Yeah, just engage and then follow that up with what?

Unknown Speaker  17:24  
How are you? What brings you here to the meet to the networking event?

Mark Kanty  17:29  
Exactly a question. Right? It could be as simple as just asking a question, because a question automatically creates engagement, doesn't it? Then we start the process. Once. Once we're engaged with somebody, we're having conversation back and forth, we're asking questions back and forth. I'll give you another suggestion for something that could engage with somebody giving them a compliment. Yeah, maybe saying, Hey, I noticed, you know, I noticed in your video there, Ralph, that you got a really cool shirt gone. I kind of liked the vibe there makes me feel like I'm in Hawaii. Where did you get it? So I'm engaging with you that way. So that's another way leaving a compliment and then asking about that. Hey, I noticed that you went to Tulane, what made you choose that school?

Unknown Speaker  18:20  
Yeah, you always want to end with a question.

Mark Kanty  18:24  
Exactly, exactly. Because that's the hook, that then creates the engagement,

Unknown Speaker  18:29  
who wants to win and how?

Mark Kanty  18:33  
Once we engage with somebody, now we've created enough rapport that we can start to educate them. And this is where it's important. We don't want to fire hose somebody. So often, our questioning can lead to interest, our questioning can reveal some things that maybe we could share some information about, and begin to educate them about what we do. So the question could be as simple as you say, Ralph, it could be Hey, I'm Ralph. How are you doing Pleasure to meet you? What do you do? What's your greatest strengths? What are you passionate about? Maybe that's the question we ask. And then that opens the door for us to educate them about what we're all about what we do. The next step to this would then be an offer. So this is where we might suggest something like, You know what, I've really enjoyed our conversation and I'm glad that you've, you've found value in what I've shared with you. Would you like to jump on Zoom for maybe a, you know, we call it a coffee chat, a 15 minute chat just to get to know each other a little bit better? I'm tired of typing. I often say this. I don't like typing. I'm a terrible typist, and I hate chats. So I'd much rather just meet face to face. There's my offer. So this idea of building relationship and again, we've got to come back to the fact that it isn't worth it. Well if we're selling a high value co Coaching package, you better believe it's worth it, we better be investing the time to build the relationship with somebody, if we want to get the outcome that we're looking for, which is a healthy, mutually beneficial relationship, how can it be mutually beneficial, if we haven't taken the time to build the relationship, then we're just pushing ourselves and somebody

Jaimie Skultety  20:21  
I want to jump into and say, you know, offer doesn't mean and I love how Mark frame that up and offer really is as simple as let's get on a call. It's not like, hey, come by my coaching program. That's not that you're hitting somebody over the head with come by come by come by. That's not. That's not really the relationship that we're looking to build at this moment in time.

Mark Kanty  20:43  
One of the things you'll observe is how we we layer this and practice this as a principle in what we do. So for example, even this call today, began with with an idea of warming you to a concept of saying, Hey, here's something you know, that we're just offering for free. If you find value in that. You come to the call what's what what have I done here engaged with you participate with me in the chat? Give me yes or no, I'm going to offer you questions, you're going to offer me answers I'm engaging with you. And in the process, now, I'm educating you, I've come to this slide nine. And I'm giving you that piece of information, that valuable education about a process that we teach, and we use, and we layer this and we help our clients do this in terms of all their communications, we help them script out how they're going to follow up with prospects, we help both verbally as well as in the written form. So now I'm educating to this, and then the next thing would be an offer. And as Jamie says, it's not necessarily hate by this, the offer again gets layered. So one of the things that we're offering you is a free gift. What's that free gift going to do? It's going to educate you warm, you engage you even more so that you can get more insight into what we do. With our ultimate goal being hey, I want to hang around with these guys. I want to know more I want to invest in them. Because I believe investing in them is going to help me build my business faster, stronger, better. So we're always practicing this. This is what we attempt to do all the time. We're not always great at it. We're not perfect, but that's the idea. Now, let me take you to the final loop here is what do you do at the end? Yes, start all over again. Because sometimes the offer is no thank you. I'm good. Does that mean we just run away? Does that mean we abandon the prospect? No, it means they're just telling us I'm not ready yet. So maybe we need to add some more layers. Maybe we need to do some more warming, maybe we need to do some more engaging, maybe we need to do some more educating. So guess what? Do this two more times. And now you're up to 12 interactions? Pop quiz again. Who are the winners? Who are the ones that are getting 80% of the sales? How many interactions? They've been remember the number? Oh, it was 11 or more?

Jaimie Skultety  23:18  
We're getting five to 12? Yeah, yeah. Yeah, everybody paid attention on that slide,

Unknown Speaker  23:23  
what you're doing is keeping your name and face in front of the prospect.

Mark Kanty  23:28  
Exactly, exactly. So you're keeping yourself and you're doing it in an in a gentle way that's productive and has value. You're not saying buy my stuff, buy my stuff, buy my stuff, buy my stuff, you're building relationship. And this is the key, this is the key to building a healthy relationship. So success doesn't come from what you do occasionally. And that's why I asked you about your rules and how many times you're following up. It comes from what you do consistently. You cannot lose if you do this consistently. If you say I'm gonna follow up with every single prospect 12 times a minimum of 12 times, then you cannot lose, you cannot fail. If you are persistent, you will get it. But if you are consistent, you will keep it. What do we mean by that? Well, sometimes people persist and just beat somebody over the head. And yes, they get a client out of that. But when you're consistent with your follow up, you're building relationships, you get to keep that flow. And that's what I refer to as effective prospecting will lead to a consistent flow of clients.

Jaimie Skultety  24:45  
We talk all the time about the readiness factor. So people are not always ready when you feel that they should be ready. And so really, it's that rapport building that needs to happen. People sometimes are in your world and in your sphere in your orbit for quite a while before They actually want to take the action.

Mark Kanty  25:02  
And being there, as you say, Ralph, being top of the mind, you know, with that person, so that they're there so that they know that when they are ready, you're going to be there for them. And that you're not always pushing yourself on them. But instead, you're just letting them know that you're there and that you're always providing value. That's why we do these talks. So that we're constantly providing and consistently providing value for you. So once again, I wanted to lay this out and just put this in context for you. So that you don't think that this is a magic bullet, that you do this one thing in your whole business, will all of a sudden be uber successful, and you'll be rolling in it because there are layers to business. And in fact, we believe and we've found through our own experience, through literally decades of being in this business, is that this is kind of a final stage. This is an implementation strategy. So this comes in our third phase, which is where we get into client attraction and engagement and enrolling our clients. But we got two phases before this, that we need to lay a proper foundation for our business. So I wanted to put that in context for you so that you can see where that fits in our methodology. So final question for you. What are your takeaways? What did you get out, give me your highlights from today. And in whatever form you want to do that in a visual or in the chat in some way. Just drop me a few words, and let me know what your takeaways were,

Jaimie Skultety  26:32  
or open your mic or raise your hand. Anybody can, by all

Mark Kanty  26:35  
means, if you want to.

Unknown Speaker  26:37  
I think it's like any other marketing business, you've got to just have to be consistent. And that's, for me personally, that is, and I'm not the only one being consistent is really it's 100% of effort to just to just stay committed. Yes. And, and and it's doesn't matter what your past experience has, hey, every day is a new day. Yeah, and you just have to play the game. And you got to, you know, what's really helped me though, all these years. Mark, is to always circle back to my why why I'm doing this. I mean, we could be at the beach, the Gulf of Mexico is 20 minutes away. We could be at the beach all the time, right. And so we have to stay focused, you need to have a goal and a plan, and not just go out there and start talking to everybody because everybody's not your prospect. So anyway. Yes.

Mark Kanty  27:35  
Awesome. Thank you, Ralph. Summary.

Jaimie Skultety  27:39  
Yeah, we've got some good comments in the chat. John says consistent relationship building. Johnny says always follow up. Leslie says that I have a lot of work to do. And Natalie says it makes sales more human to human and able to genuinely create relationships for helping people.

Mark Kanty  27:58  
Yes, yeah, yes. And you know, what's, what's fun about this, too, is that it gives you joy in what you do. When you when you stop when you take your eye off of the idea that it's about money or about getting the sale. And it's about building relationship. That's where the joy comes in business, because then, you know, we get Natalie sent me a beautiful, beautiful note back a few days ago, that just warms my heart as a matter of fact, Natalie, I have it printed out and it's in my journal, because that's, that's my my wine. That's the reason I do what I do. So we need to take that shift, you know, that mental shift and go away from trying to push ourselves on people, or trying to sell something. And instead, think of it as, as Johnny puts serving somebody, you know, once we're of service, then the outcome of that will be a successful business. I wanted to pick up on one more thing, too, that Ralph said, and I've shared this in some of our trainings with our clients to is this idea that most of us, that are entrepreneurial by nature, are building a business, do find this idea of repetition of consistency, systems in following we like to create systems sometimes, but we don't necessarily like to follow them. And that's part of who we are. That's our makeup. And instead of shaming ourselves for that, and instead of looking at it as well, that's a weakness, I really need to shut down my adventurous spirit, my go getter, my QuickStart spirit, and focus more on this. Instead, what we need to do is focus on our strengths and find ways to complement what we can't do. So how do we do that? Well, we've got a couple things. One people, we rely on it No, no one is an island unto themselves and no one I would challenge anyone to give me one person in history that's ever made anything of value or made success all by themselves, right? Even if we're creating a baby, it takes two to tango. And it takes a lot more than that to build a successful organization. Now, now that we're into this century in the way that we operate, the beauty of it is we don't have to raise a million dollars, build an office tower and hire 500 people, two floors of which are just for bookkeeping. By the way, we don't have to do that anymore. Because we got something called the Internet. We've got outsourcers, we've got coaches, we've got experts in all these different fields that can compliment us. And they can use the tool. So what we want to do is surround ourselves say, if I'm not good at being consistent, I need to bring somebody into my world that is good at being consistent. We do that Jamie and I do this for a number of our clients that say, you guys do you help me get all that set up, and you manage that for me so that I can go and do what I do best, which is take care of my clients, which is follow up on my prospect, which is sell me b, which is any number of things where they've identified their strengths within their business. So it's the I'm not sure if you've heard of the concept of the hunter versus the farmer. Yeah. But the reality is this, what we're talking about here, consistency in that organizational part of business is a farming activity. And hunters have a hard time staying on the farm. So we've got to recognize that we're hunters, and therefore we need to be out there. We need to be out there, even though maybe we get whatever it is we're hunting for. And we bring it home and we can rest and gorge ourselves on the meat for a while we get that urge to go back out there again. Now, the converse can be true, too, because Jamie and I've worked with a number of coaches as well who are farmers, but have an entrepreneurial bite. So what do they want to do, they need to find hunter to work with them. This is where Jamie and I are good team, by the way. Because Jamie's more of a farmer with an entrepreneurial bent, and I'm definitely a hunter. So we complement each other, I make a lot of messes go out there. And there's blood all over the place. And Jamie figures out how to make it all work and clean it all up and get it organized in rows and how to nurture it and put water on it and make sure that it's gonna grow. So this concept as well as being aware that we don't want to shame ourselves because of who we are. We want to build upon our strengths, and then find systems and people and processes in organizations that are going to support us on the other side on the things that our business needs. And we're just going to transition here. So if you want today's gift, which fits very well into this topic, by the way, this will help you in terms of how do you create those messages? How do you do them in a way that's going to be constructive. We have a gift here for you called The Art of strategic marketing under our topic of the art of strategic marketing called creating content on purpose or CLP guide. So if you're interested in getting that, just put that in the chat, just put CRP in the chat. And we'll make sure that we get you a link to that so that you can go and download that and we'll we'll find a way to set that up for you so that you make sure that you get that. And lastly, I just want to close by saying you know, if you're ready to implement a proven step by step method for creating a coaching business that earns you a full time income and exceptional full time income, doing what you love without being stressed, overwhelmed, or simply bogged down doing things that aren't getting you the results you want. Then let us know. Book a gameplan strategy session with us. We're not into hyper selling, as you can tell we're into building relationships. But we'd love to talk to you about a game plan, go to upscale your business.com forward slash game dash plan. And we're happy to have a chat with you and find out where you're at and how we can support you. And if nothing else will give you some great ideas, some strategies and tactics to take away from that call. You've got the link right there, you can go ahead and go directly there. If you want to book a time, or just put learn more in the chat. We'll reach out to you and we'll we'll give you information in whatever method or way that you find most helpful. And now I just want to I need to I'm going to need to bounce at the top of the hour. So we're going to do a quick q&a But we're in good time here. So I'm going to close my slides. And any any more questions or comments or thoughts before we transition to our client only portion of the call

Unknown Speaker  34:50  
this document the one thing that Jamie sent me last week. Yes. Fantastic. It really is. Good stuff. Great. I'm the kind of person that just can't go in there and do one chapter one day. And then the other chapter on Friday, I got to do it all at one time. So I'm carving out some time this weekend just to sit down and immerse myself. Is there a word for that? Besides nuts? No, I

Mark Kanty  35:21  
think it's great. It's intensity, I think the word that comes to mind for me is intensity, and focus, which is great. And I'm much the same Ralph is I really, you know, I love to when I get on something, I'm like a dog on a bone. And I just zero right in. So thank you for that feedback. I'm really glad I wanted to make one other recommendation to, which is, those of you who are clients, we already had this because we, you know, we send you a number of resources and books and things. But experts never chase is another brilliant book that fits beautifully into this topic that we've had today. It's called experts never chase. If you're a client of ours, you've got it already. Or you're going to be getting it at an appropriate time. But you'll be getting it in the mail from us. So but if you're not, then that's another resource that we recommend and that we we give to our clients. So experts number Chase, all about building the relationship. Yep. Super. Any other questions or comments?

Jaimie Skultety  36:27  
Thank you all for coming. Thank you.

Mark Kanty  36:29  
Thank you for coming. Thank you for participating, we really appreciate it. We look forward to building relationships and getting to know each and every one of you more and more every day, every week that we that we visit with you and that we work with you. So we're going to transition now we're going to, we're going to say goodbye to our guests, and we're going to transition into what we call our implementation call where we get down and dirty into specifics with our clients. And we're going to make that happen now and we'll see all of you hopefully, next week, or maybe in a call between now and then or at some time in the future. One question in American chiefing

Jaimie Skultety  37:07  
the question or comment and John John as well. So before

Unknown Speaker  37:11  
I do, I'll use the same zoom link each week. Yes. Okay. Good. Good deal. Yeah. As As always you guys. Buttered the bread good today. Thank you so much. Thank you.

Jaimie Skultety  37:24  
Thanks. Thanks. Well, John, you're just gonna say thank you and really appreciate it.

Mark Kanty  37:30  
It was very helpful. Well, thanks for being here. John. We really appreciate it getting looking forward to getting to know you better.

Jaimie Skultety  37:37  
Yeah, John said in the in the chat. He said thank you warm, engaging introduction. So that was very nice.

Mark Kanty  37:42  
Excellent. Yeah. And there we are. And we're now we're, we're, we're in the on to client only call.