Sales Hustle is now Sales Transformation
April 6, 2022

#280 S2 Episode 149 - PASSION OVER MONEY! Prioritizing One’s Passion Rather Than Making More Money with the King’s Council founder and host, Rylee Meek

Today on Sales Transformation, Collin Mitchell welcomes Rylee Meek. Rylee is the host of the King’s Council podcast and the founder of The King’s Council coaching, his arm that empowers individuals and families to create a proven framework of success built with the five pillars of life and a deeper relationship with God.


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HIGHLIGHTS

  • Rylee’s Professional Journey
  • Passion vs. Hard Work
  • Rylee’s Sales System
  • Rylee’s Passion for Coaching

QUOTES

Rylee: “I realized that, you know, my income was capped still in the sales world, yes, I sold higher ticket products and looked for things that I could earn more per transaction. But I was still somewhat capped by just the amount of time in the day.”

Rylee: “The things that most people are passionate about don't make any money, like one of my business partners, his wife's passion is, is to rock babies, like, cool, you aren't gonna make any money doing that.”

Rylee: “My real passion is coaching, and you mentioned I hosted the king's Council podcast. Coaching is somewhat of a new world for me over the last year and a half or so because I've you know, I have employees, I've sales guys all over the country, which is great.”

Rylee: “My real goal with coaching and what my passion is, is yes, I could still teach you how to make a lot of money using our systems. But I'm really only interested in doing that if we've got your other areas of your life dialed in as well.”

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:56] All right. Welcome to another episode of sales transformation. I'm very excited today. I've got Riley meek. He's the host of the Kings council podcast, founder of the Kings council coaching Kings council, coaching empowers individuals and families to create proven framework of success built with the five pillars of life and a deeper relationship with God.

[00:01:14] Riley. Thanks so much for coming on the show. How are you doing? Good Colin, how you doing, man? I'm doing good, man. I think we're gonna have a lot of fun here. Um, you know, a lot of our folks are sales people, entrepreneurs, sales leaders. So clearly I think you can add a ton of value there. Uh, but before we kick into, you know, some of the things let's just take us back, like, give me your story a little bit, um, your professional journey, or, you know, maybe how you got into the work that you're doing today.

[00:01:41] Yeah, man. Absolutely. Dude, I get, so I grew up in South Dakota, which is a state if, uh, if anybody does question that, uh, it's a, it's a great place to be from, but there, there ain't a whole lot of people there, the town that I grew up in was like 900 people. And so I was, uh, I was itching to get out of there.

[00:02:00] Uh, in literally the day I graduated high school, I I'd moved up to Minnesota. Um, more sorta just to surround myself with, with, uh, Uh, you know, people that just thought bigger than what I was, and it was around, uh, I had, uh, found myself kind of a, you know, entrepreneur at heart at the age of 15. I took my first job.

[00:02:21] Uh, first day on the job was my last day, uh, because minimum wage at that time, $5 and 15 cents an hour, man. So I did the math in my head and I was like, there's no way I'm doing that again. So, um, that, that kind of started my entrepreneurial entrepreneurial journey. And, uh, I was so far from there, man, once I moved up to Minnesota, I was just looking for a lot of different things.

[00:02:44] Uh, you know, what, what could I sell essentially? Uh, my full intent was to go to school, but through that process, I, I started to make a decent amount of money. By the time I was 19, I was making six figures and uh, thought, why would I continue to go into debt by going to school? And so I just continued, uh, to, to, you know, really just, I kind of jumped from sales to sales, to sales, different gigs, always looking for what else could I sell?

[00:03:12] How can I make more money? And it was as much as. Bought into the idea that you kind of earn what you're worth right. Would have been sales. And, you know, it's like, if you don't, if you want to make more money, you just got to work more. I, I, I totally bought into that, but one of the things I didn't buy into was the fact that they, you know, I was always kind of told that my earning ability was, was uncapped.

[00:03:35] And I definitely didn't buy it by that because I knew that there's really only a certain amount of time. In the day, right? Like I couldn't do most of the presentations I was doing from, you know, hi, my name is Riley to, uh, trying to get them to stroke, a check or sign on the bottom line. It could sometimes could take 2, 3, 4 hours depending upon the product.

[00:03:55] And so, um, emotionally that's a, that takes a toll on, on somebody. Right. So I realize that. You know, my income was kept still in, in the sales world. Yes. I, I sold higher ticket products and, and, uh, looked for things that, that I could earn more per transaction, but I was still somewhat capped by just the amount of time of the day.

[00:04:17] So, uh, my, my life completely changed at the age of 24, man. And, and I was first introduced to this concept of, of selling one to one. Right. So everything that I had done prior to that was, was one-on-one, uh, again, taking somebody from not even knowing who I was knocking on their door to, to, you know, getting them to buy my product or service within a few hours to, uh, holy cow.

[00:04:44] I could, I could actually do this to a group of people. And so it rocked me in the fact that I was like, all right, this I could actually leverage. My time, uh, you know, in addition to marketing dollars and things. And, and when I saw that, I just, I, I was, I was hooked and in what I ultimately did was, uh, started my first company, uh, w what is, so what's now known as the social dynamic selling system.

[00:05:10] Uh, I started my first company back in 2012 in, excuse me, in 2011, it would have been July of 2011. And at this point in time, I was kind of at one of the little lowest points in my life. Uh, financially I just returned from Mexico off a failed business venture, and I'd invested, virtually everything into that.

[00:05:30] Uh, I'd at least out my condo here in the states. So I was, you know, essentially. Homeless as well. When I came back to the states, I had 673 bucks in my bank account, man. And I was like, what am I going to do? And so I think they had a credit card and I threw some marketing dollars on that thing and filled in event of my first event.

[00:05:50] Uh, and it sold some, some products through there. And then ultimately it didn't kept reinvesting into our marketing system and fast forward, six months from there, man, by the end of 2011. I had done 2.1 million in sales. And, uh, from there it was like, all right, this thing works. Uh, let me not like start hiring and training people.

[00:06:10] And that was that's. What was my focus was over the next couple of years. And, uh, it was, it was a well-oiled machine at that point, uh, which ultimately then it w it allowed me to look at other products and services that we're selling. And so dude, for the last decade, man, if I started eight different companies, uh, every single one of those.

[00:06:29] Seven and eight figures within the first year of each. And, uh, that's generated over nine figures for us and, and multiple different industries. Uh, but the, the point of all that is it's it's, it was the sales system that the marketing in the sales system, um, that we've really been able to figure out to it.

[00:06:46] And that's essentially what we, what we focused on now. I don't have to own the companies anymore. Um, I just consult with people and, and, and help them fill their events, craft presentation. And then create that sense of urgency to ultimately sell their products or services. So that's my story, bro. All right.

[00:07:04] So let's alright. Let us fool, there's a lot there. Um, let's go back. Let's go back to your earlier days. What are some of the first sales jobs that you had and, you know, um, what were you selling and what did you learn in those experiences before you got into this selling one to. Yeah. Yeah, man. Well, I like to think that my first sales job was when I was 35.

[00:07:29] My, my folks got divorced and, uh, that's what I was like transitioning between each parent. And I realized I could essentially manipulate situations by how I talked to one and approached one versus the other. And so I think that, uh, I like to, again, like to think that is my first sales job, but one to actually make money, uh, that year at the age of 15, that I'd mentioned, I took my first job, uh, and realized I wasn't going to do that again.

[00:07:58] And the reason for that dude wasn't because, uh, it wasn't because I'm against having a job, right? Like if you need a job, you need a job. I'm a horrible. Yeah, it really got me was not even that minimum wage was five 15, but in, you know, my employer put that value on me, but what really ticked me off was that I allowed that like they, I allowed them to say, okay, you're worth $5 and 15 cents an hour.

[00:08:25] It's probably, probably right at the time, but, you know, even then, though I was like, I'm worth more than this. I may be in an arrogant way back then, but, but that's what I was like, all right, what can I do to maximize my time, energy and efforts. And I of course dove into the network marketing world. Uh, and so my first, uh, real kind of quote unquote business or sales position that I had was with the company called Herbalife, uh, still around today, dude, uh, And I've, I started marketing and selling these vitamins, uh, and that's really what I did from 15 through the age of 19.

[00:09:01] But by the time I hit 19 though, it was the, the thing about that is the thing about really any network marketing company is that a lot of people just hate is like, yo, go talk to your friends and family about it. And, you know, my family was already in it, so they had already drank the Kool-Aid, uh, before I ever got in it or they hated the Kool-Aid, you know what I mean?

[00:09:21] So it's like, I had to find people that didn't, that didn't know who I was and that's early on how I realized that I could get people to actually come to me. Versus me going out in and trying to close deals. And so then that's really just started my, my, my initial kind of understanding of marketing and, and the continuity that's needed from the marketing side all the way through the sales process in order to create that environment, uh, to actually.

[00:09:50] You know, uh, have a, an easy transition from, from your marketing to your actual sales process. But dude, from there I was like, all right, well, I'm not going to sell vitamins the rest of my life. Right. And what I was doing was not sustainable though. Yeah, man, man, that's a, I did in a re in a financially.

[00:10:10] Okay. And what I mean by that is I was working my tail off. And so the reason why most people get into network marketing is you buy in to like the, the pitch is like, Hey, why not have a 1% of a hundred people efforts than a hundred percent of your own efforts? Right. And I was all about that. I want that mailbox money they used to talk about, but I found myself.

[00:10:31] Uh, what I was doing was not duplicatable. It wasn't a system because I was getting people to come in and I took them through a presentation that I built out and I was getting them to buy, you know, when he went from a hundred to $300 in vitamins from me. And, and then ultimately having them come back to reorder and things, and it was, it just, wasn't something that I.

[00:10:52] Teach others, uh, to, to really do. And so that's why I, I ultimately, you know, at age 19, I'm making six figures thought I was, you know, I got the BMW because, you know, they tell you to fake it till you make it type of thing. Right. In that I realized like, right. Exactly, exactly. So, right. So through that, I was like, I'm not going to do this for the rest of my life.

[00:11:19] What could, what else could I do? So, you know, I got my series 6 63, my life insurance license and same type of thing. It's like, I don't want to call on my friends and family for this. And, and so, uh, I, I kept looking, I still decided in a windows, man. I still, uh, uh, business valuations as a physical fitness.

[00:11:40] Uh, I, you know, I loved the, the fitness industry, but realized I wasn't gonna. No, get rich, unless I was personal training, like, you know, Brittany Spears back in the day, it's like, so w what was I going to do? So I bought a gym and I was then selling memberships. Um, and that was, you know, one of the, probably one of the, a great learning experience, but it was my first taste of like that Britain.

[00:12:03] Style of business where it's like, oh snap, man, I got a $9,000 a month lease. I gotta be making continual sales, uh, which is, uh, you know, in the fitness industry, it's just a lot of competition. And, and so it just introduced me to this new world that I w I didn't even know anything about. Um, so I definitely wouldn't ever go back into that industry, but I wouldn't take it, take it away, or, you know, just the things that I learned from it.

[00:12:26] And, you know, everything was really a stepping stone to, to where I'm at. Yeah. Okay. So lots of different things. Um, sounds like even though you had some say financial success in some of these different areas, um, you know, never really was selling anything that you were just like super passionate about. No, definitely not dude.

[00:12:48] And I still don't. I mean, truthfully cause any of my companies that I've, I've really all of my existing companies right now. Was in why even moved from product to product to product is I've never been passionate about any of the products that I've sold now, morally ethically, they've got to be good products, right.

[00:13:08] But you know, one of my companies is, uh, a walk-in bathtub company. Like nobody grows up thinking, I just going to go sell walking backups for, you know,

[00:13:23] I mean, isn't that a shower? I mean, essentially, but it's, it also is a, it's a think of a tall bathtub. So people that can't get out of a tub, but still want the benefits of soaking that up with hydrotherapy and, and all of those health. Uh, so really it's it's for an older, older demographic, um, that we, we renovate their bathrooms, we removed their existing tub and then put this thing in.

[00:13:51] So, um, but that's just one of those. So yeah, even, and I don't believe you gotta be passionate about anything that you've sold passion. Yeah. As an entrepreneur, I've always, and this is what I, a lot of people disagree with me, but I hate it when people say, if you follow your passion, you'll never work a day in your life.

[00:14:11] BS dude. Like that's not still, it's still hard work and then I enjoy it more, but it's still hard work. You might enjoy it. But I've also talked to a lot of people that they think that's their passion until they have to do it. And then suddenly it's something that they're, it's like, because I have to do this.

[00:14:28] It's more, it's that job. It's just the mindset that we have about it, but also. The things that most people are passionate about don't make any money. Like one of my business partners, his wife's passion is, is to rock baby. Like cool. You aren't going to make any money doing that. So, uh, what I've realized early on is what I needed to follow opportunities, but always bring my passion with me.

[00:14:53] And I really think as entrepreneurs, if, if we, if we're just constantly looking for opportunities that are out. You know, head on a swivel, be sensitive to what's going on in the marketplace, the economy, where's the opportunity. Where's the need that I can, I can fill. And then ultimately, how do I create a product that people want to fill it?

[00:15:12] Because people do not buy what they need, they buy what they want. And so we have to, I mean, business, really anything it's, unless you're an inventor in the tech space, there's not a whole lot new under the sun. Like it's like you just have to take an existing product. And package it in a different manner that, that we can deliver in a, in a sense where people want it.

[00:15:31] Right. And so it's the old analogy. Like you can't lead a horse to water, uh, or you can lead a horse to water, but you can't make him drink, but I can put salt in those oats and then suddenly he wants to drink. Right. And that, like, that's, that's the idea, uh, from any of our companies of how do I create an environment where people want what I have to offer?

[00:15:51] I don't gotta be passionate about it. I, I, I do bring my passion with me and the fact that the reason I'm doing anything is to fulfill the bigger mission, vision, purpose of why I'm doing anything. And Hey, that takes a lot of money to do that. So I'm going to put systems and things in place to make the money that allows me to do.

[00:16:11] Go actually fulfill my purpose or pursue the passion that I, that I have. So we're going to touch on that in a minute, but I wanted to just give me a high level. What is this sales system that you've been talking about that you've built these successful companies with? Um, you know, Walk-in bathtubs, like just give me high level breakdown.

[00:16:34] Like, what is this sales system you've been alluding to? So super high level, man is it's dinner seminars. So w we fill events with your ideal client. And, uh, and then we, we deliver a presentation, uh, on whatever product or service it is that you have. We create sense of urgency to schedule a one-on-one appointment the very next day.

[00:16:58] And then we close that product or service. So it's high ticket sales. Okay. This doesn't work for you. $48 widget right or wrong. It's definitely not like raw rock to the back of the room and buy your real estate course, nothing along those lines. Um, it is more of that, that we created an environment where people can gain the know like, and trust that that ultimately is what anybody wants when they're being sold something.

[00:17:26] Right. But to feed them good. Exactly. The law of reciprocity comes into play right away, man. So, um, but it needs to be, you know, it needs to be something that is, that makes sense, uh, that, that people can emotionally get excited about. Uh, it's not, it, our system does not work for an at need purchase, right?

[00:17:50] Like a, a roof, for example, people don't just decide to replace the roof because they want to get ahead of the game. Like no, or even like a, your furnace, like you, that baby just goes until it dies and then you decide to replace it. So it needs to be a product that is more that emotionally. They can get excited about and ultimately buy two examples.

[00:18:14] Oh man. So right now we are, well, I mentioned anything in the home remodeling space, so walk-in bathtubs the solar industry. What we're crushing it right now for our own companies and for clients, uh, that medical, anything in the medical space, they get high ticket items that, and these are doing events, doing presentation.

[00:18:34] And then setting up one-on-ones yes, yes, absolutely. And so I think of it like that kind of two-step approach, uh, where, Hey, they're coming in to a neutral environment, cannot even into your office. It's, it's a local restaurant that the majority of the people know where's that it's a comfortable environment.

[00:18:54] Uh, even not even, I mean, they can be done in hotel conference rooms, but. Uh, I prefer not to, just because I want it to be just a, such a comfortable environment where they're coming in. Uh, and we're going to hang out for an hour and a half and they're going to get to know me. They're going to like me. And if I do a good enough job, they trust me enough.

[00:19:11] Uh, if, if what I have, actually, it will fulfill that, that need, that they're looking for. They'll give me that appointment to meet with them the very next day. And, and then that's when we can lean on them and actually close, close the deal. So the real estate world, man, we do, we fill events for, uh, you know, syndicates and looking to raise money, uh, angel investor type networks.

[00:19:32] Uh, uh, I'll also obviously financial advisors have been doing this for years, right? Like they've been doing that because I didn't invent this process. I do believe we've perfected it in and we've taken. Uh, you know, to multiple different industries in verticals, not just in the, in the financial advising world, because, you know, they're the ones that probably have been doing it the longest, but, uh, we've, we've taken it to multiple different industries.

[00:19:59] Is there any industries that you've tested on that just didn't work where you're like, not sure if this is going to work, but we're going to give it a shot and it just didn't work for that specific industry or for that specific product or service. You know, w before we start to spend money on this, w we've we vet these things out pretty heavily, uh, you know, even Y while people always have ideas, like, could it work for this or this?

[00:20:24] I always spend some time with them, or we do, we do a free strategy session where it was anybody that's like, Hey, would this work for. XYZ product. And one of the most recent ones that I actually, I, I thought we were going to do well with this, and this is, but one of the things is I, I want to test things on my own dime and prove it out.

[00:20:44] Cause I'm never going to make any recommendations with stuff that I haven't. Right. I hate those, those who can't always tend to teach. Uh, and, and I want to, I hate that, that concept. So I want to prove out any, any process or methodology first, uh, is so one of the industries that, uh, this past fall that I thought this is going to, we're going to crush.

[00:21:04] This thing was the, the whole home water purification industry. And I thought this is great because. People, you know, want clean water and I can do the testing. I can actually show them like why they should get clean water. Uh, but it was, it was a challenge with them because a lot of the people that we were marketing, we had to get very niche on, on new home buyers or people that had just moved into their home.

[00:21:32] But, you know, new, new, new construction. And, and to do that volume wise where we, we send a lot of direct mail. It just, I couldn't, I couldn't come up with enough names and addresses to, to fill a room only mailing those people. So we were mailing, you know, anybody and everybody essentially in a neighborhood and having them come on out.

[00:21:52] And the biggest challenge that I had was somebody that had lived in their home for 20 years and they hear me and they're like, yeah, this I a hundred percent believe everything that you're saying, it makes sense. But. I haven't killed me yet. You know, I didn't do this for 20 years. So it was like super frustrating, but, um, we pulled the plug on that thing and, you know, it could, I'm sure we could fix and refine it, but it wasn't really worth my time or effort to make that thing happen.

[00:22:21] So, uh, there's plenty of money, plenty ways to, or plenty of other. To make money using this monitoring. Like if there's people listening, they're like, you know, whatever it is that they might do, they're like, could this work for me? Right. So is, is there, that's why I was asking, you know, is there any specific industry of this that doesn't work?

[00:22:40] Um, is it mostly B to C stuff or does, have you seen this work in like more B2B type of stuff as well? I would say mostly B to C, just because we do a lot of direct mail. It's the easiest way for us to, and it's one of the easiest ways to measure, uh, you know, we've, we filled events with online ads in a different think of funnels and things like that as well, but it's a different type of buyer.

[00:23:02] And, uh, when I'm, when I'm looking for, uh, business owners, uh, First off. If I send an invite to their office, usually they're not the ones checking their mail, right. They have that gatekeeper, uh, or, uh, you know, or what I have to do is jump through some hoops to try to figure out what their home address is, which isn't impossible, but it gets more costly to, to be able to do that.

[00:23:27] So, uh, but B2B, it works. There's just a few more, more hurdles that we have to jump through in order to get it. But. Uh, usually the B2C concept is going to be the, you know, the most, uh, the quickest ROI with any of our products, but back to like who this doesn't work for, it's, it's really, the product almost is irrelevant.

[00:23:50] It's more about the margin and the. What's my ROI on this thing. It, you know, and that's where, why we always do a strategy session of like, does this even make sense that you can make enough money per sale in order to keep this thing going? Because this is it's a system it's, you know, our tagline is like, uh, uh, it's, it's sustainable, a predictable, and then ultimately a scalable selling system where we can throw a dart at a map.

[00:24:16] Uh, and I'll find a restaurant within that vicinity, that's going to host an event and we'll find that, you know, your ideal client and then get them out to that, to, to that actual venue. That's usually not the problem. The problem is can, can I make enough money to keep this thing going right? And that's where it's like, Hey, if I, if I go to the casino and for every three quarters I put in, I know I'm getting a dollar back.

[00:24:42] I'm just going to keep freaking putting those quarters at right. And I will always keep this, you know, a well-oiled machine, uh, lubricated by, by just keep putting those quarters in. So, um, that's the biggest, biggest proponents of this is like, Hey, is there enough margin in, in my product or service to make this thing sustainable?

[00:25:00] Got it. Okay. Now tell me I'm done. I've been dying to ask you this question, right? So you've got all these products, all these things you believe you don't necessarily need to be passionate about the product. Um, but you do all these things, you know, these eight businesses and, and helping all these folks, you know, with this sales system to fuel what your passion is.

[00:25:21] Which is what yeah, man, my real passion is, is coaching. And you mentioned hosted the King's counsel podcast. Uh, coaches is somewhat of a new world for me over the last year and a half or so because, uh, I've, you know, I've, I have employees, I have sales guys all, all over the country, uh, which is great. Uh, and we've, we've consulted.

[00:25:43] We have great relationships with them. But one thing I realized is that definitely we can teach and help people make a lot of money. Um, that's not a, not a problem, but money really only makes us more of who we already are. Right. It's a great magnifier and a prime example for that. Uh, when I started to make some decent touching, I realized I was not a good dude.

[00:26:07] You know, I was making a lot of devastation, a big and a lot of stupid decisions. And I, and I, and I really think that's just part of really it entre, most entrepreneurs, the reason we have this drive or even sales guys, it's like, it's the thrill of the hunt, right? Like we it's it's that, that desire just to know that we can accomplish things.

[00:26:26] And so when you have money, To go do stupid things. I go try to accomplish stupid things. And when I just kind of going through that process, I, my, my real goal with coaching and what my passion is is yes, I could still teach you how to make a lot of money using our systems, but I'm really only interested in doing that if we've got your other areas of your life dialed in as well.

[00:26:49] Because again, I I'm a prime example of that. The stupid things that I had done. And, uh, you know, my goal or my, my hope now is that I could pass that, uh, knowledge, uh, or learned wisdom. We'll call it, uh, onto other entrepreneurs as well. So that's what we do within the King's council coaching program. And, uh, certainly don't make a ton of money doing that, but it is, it is my passion project.

[00:27:12] Uh, that again, all my other systems are funding for me to be able to do what I really want. Awesome. I love that. Um, well, thanks so much for coming on, man. Really, really appreciate it. Um, you know, if somebody wanted to connect with you, where's the best place to do that? Oh yeah. Probably Instagram man. Uh, the, actually, you know what I have, if it's cool with you, dude, I've got a couple of different books that I've written.

[00:27:41] One that would probably be best for, for your listeners. I've got a book called the intentional influence. So essentially it's, it's a lot about communication, but sales. Um, certainly some, you know, neuro-linguistic programming techniques that different things like that, that people tend to geek out to. Uh, but how to do that from a, not, not, not just one-on-one, but in a group.

[00:28:01] Right. Cause when you're speaking to a group from a seminar standpoint, it's a totally different dynamic. Hence the name, social dynamic selling system. Uh, so we, we talk a lot through that, on that book. So if anybody wants to detect, uh, the name of that book is intentional influence. You can find it on Amazon for sure.

[00:28:17] But, uh, if you like, if you would be willing to read a PDF version, uh, what I'll do is text that over to you. If you just text the word influence to seven to seven, 4 7 2 3 8 6 0. Again, text the word influence to 7 2 7 4 7 2 3 8 6 0. Awesome. We will drop that in the show notes. So everybody has it and you can get your copy.

[00:28:46] Riley. Thanks so much again for coming on. Really appreciate it. If you enjoyed today's episode, please write us a review, share the show with your friends. It really does help us out. And we're also always listening for your feedback. You can go to sales, transformation.fm, drop us a voice DM, and I will get back to you.

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