Sales Hustle is now Sales Transformation
April 2, 2021

Episode #79 S1-EP79 Connecting People, Business And Value Together with Zeke Lever

Zeke Lever joins Collin Mitchell in this episode of the Sales Hustle podcast. Let’s hear from Zeke as he talks about the unexpected moment when he made the change in his career - from a person who used to execute tactical missions to a person who executes business deals. He also expands on how he became really good at it.


Zeke Lever is a Field Sales Leader & Trainer at USHEALTH Advisors, a national sales and distribution subsidiary of USHEALTH Group, Inc. that sells individual health insurance plans and supplementary products. 

An Ex-Green Beret who accidently switched to a completely different industry, Zeke brings a fresh take with the way he brings in military tactics into the business world. He is now a Licensed health agent who is dedicated to matching his clients with their most ideal and affordable health coverage. Part of how he works his magic is by educating them with the trends in the ever changing world of insurance. He is all about high value conversations and connections. 

As a result of him actively and sufficiently honing his skills and achieving the mastery of his craft, he has a current record of having trained and recruited over 300+ representatives whose attained success in their lives - being transformed from $30K to $500K. 

Find out more and reach out to Zeke Lever through his LinkedIn - https://www.linkedin.com/in/zeke-lever/

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Transcript

Episode 79 - Zeke Lever

Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking for too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. All right. Welcome to another episode sales hustlers. I'm excited for the guest today. I've gotten Zeke lever and he's an ex green Baret turned high-value connector. And man did we got a lot to cover here, so we're just going to jump right in Zeke. Welcome to the show. And thanks for coming on.

[00:00:52] Thank you so much for, I may call it. It's amazing show and the value that these podcasts, you know, bring is enormous. It just going to say that you guys go check them out one by one. We're talking about real value there. Yeah, this is, this is going to be an action packed episode for sure. Uh, Zig, before we get into the good stuff, just give us the short version of your, of your story, your sales story, you know, your background, how you got into sales and we'll kind of take it from there.

[00:01:19] All right. Well, it all started on a gloomy day on 1983 M Kansas. So we don't got time for that. So long story short, uh, Grew up in, I don't know what to do. Join the military. I wanted to be the bad boy. So I joined the green Berets. I didn't read the fine print. I had to jump off airplanes to go to jungles and carry Zodiacs for like seven miles.

[00:01:42] I'm thankful I learned valuable skills. Like never give up and et cetera. Then I got out to the civilized world. Right. Which totally makes sense. Uh, and uh, I used to be like, Combat medic. So I was the designated doctor, duct tape and water fixes everything. Right. So I'm like, I'm going to be embedded. So I got fired within three months.

[00:02:05] Uh, Again, approach. Oh yeah. That's that's the same people who served in space in special forces. No duct tape, water, cures, everything. Uh, so, uh, I got fired being a medic because I refused to transfer because somebody was faking a back pain. And even you were, the morphine was the war for men at MoMA. And I'm like, do you realize right now it could work.

[00:02:32] Somebody, you know, like where it's like a heart attack and, and our refuses transfer and I got fired. But, um, with my conscious, I'm clean, clear a wound changes then accidentally like a friend of mine says, Hey man, you know, you should try this thing. You know, like health insurance, sales, I'm like sales, what are we selling?

[00:02:50] So anyhow, she convinced becoming, uh, I wasn't sold on the. Presentation. I was sold behind this sincerity of the prison. You know what I mean? Like, you know, like for me, like deductibles, no PPO and like, what the hell are these things there? But I was sold by the sincerity of the guy presenting. I'm like, okay, if all four verdicts nothing.

[00:03:18] Well, that's real. So I placed my chips based on no face value. And thank God. Thank God. Six years down the road. I started as an agent, as you probably notice, I have a little bit of an accent. Little bit that's because I'm from Kentucky rich story. Right? So , um, I'm half I'm half Scottish, half Greek, so let's work up.

[00:03:44] So initially, you know, was, it is for me, right? Would you thing people say, you know, he has a little bit of an accent. That'll think he's this? Well, the team realize that my brain is wired to not stop again. Green burettes don't stop. You got to have to bring a train, something. So I, you used. And that's how we train it.

[00:04:04] We were used my tonality, my special kind of tone, like my accent. And it turned into my most lethal weapon because like a pump with the clouds. Oh, where is that accent from? Well, actually, you know, I lived in UK, Europe, uh, Greece, Sabine all over and I've been do the same thing. So I'm not obsessed. You're Americans.

[00:04:23] I'm not just an American, you know, without experience. I know my stuff worldwide. So automatically I'm not just the United States Schultz person or. I'm an expert worldwide. So use your weaknesses and turn them into your most lethal weapons. So that's how I got into sales. Six years agent first year. Uh, gut 150,000 bomb broke a record.

[00:04:52] Uh, second year I turned into leadership. Okay. Laura managers, we're going to get into that. We're going to get into that. I got into leadership, um, recruited personally, still do, uh, training. Hands-on not an, a video. Well, you know, enjoy it while I'm enjoying my overrides. Right. Um, hands-on uh, Got three divisions up, uh, right next to them in the trenches with everything and anything mentality.

[00:05:25] And we keep breaking records as a team and life is good. Life is good and left. The ones about that, that the ultimate currency for a leader is not your check is the success of your team. So if you think money is your success, you wrong, you're in your own field. Get out. So you're, you're probably a manager.

[00:05:49] If that's the case, she really want to bring that up. Uh, all right. So, so, so moral of the story is here. You want to be good in, in, in. In sales. You got to go be a Greenbrae first. Yes. So we actually, this is all a trap. Okay. I offer a special cord was a ticket to the jungle and you have to go seven miles, get a resort exit.

[00:06:13] No, nothing like that. Hello. All right. So what, what, uh, what an interesting journey for you to go from, from, uh, from, from jumping out of planes to. Selling insurance then much more, but, but that's not what you do. That's not you, you call yourself the, what does it say here? High value connector. Yes, absolutely.

[00:06:45] Explain that. All right. High value connector means calling Mitchell. All right. Calling Mitchell is a name, but there was a Valley behind the name. There is a certain family that you bring out, maybe it's your communication skills. Maybe it's your, your certainty, your idea, your, uh, your vision, you know, maybe you're extremely good or organized.

[00:07:09] Like you have some sort of superhuman power. Okay. Everybody does. So my job okay. Is to identify that trait within everybody and amplified by 20 X. I don't pay attention to the bad staff, you know? Well, he's a bit lazy. He's a bit I've come. I'm completely bypassing the negative. Yeah. He's still looks kind of funny in a these that yeah.

[00:07:41] He like don't pay attention to the negative stuff because you're always going to find negative stuff in your life and you've probably miserable. Right. So people could talk bad about things and have the tendency to get out there negative, so positive. So I see you and I can see your value. So I'm thinking, okay.

[00:08:04] How can I connect Collin with somebody that both of them can be like all Mike? Uh, that's like the best meeting a habit in my life. Cause essentially, I mean, Colin, we're not selling stuff. We're not, if yourself stuff, you're just Brent it as a salesperson. That's it? What do you do? I mean, sales let's do let's just sell stuff.

[00:08:30] But we don't do that. We connect people in value. So that's what I like to do. I like to connect people. Value together and go panics simple as that. Hope it makes sense. Hmm. I'm not sure if you just called me lazy and said that I'm funny, but I'm going to let you slide on that one.

[00:08:55] All right. So w no, it's really interesting what you said, and it kind of ties into something that I, that I believe right. Is put people first, right? Put people first over the profit and the profits will come. So you're talking about really getting to know people, really getting to know what their qualities are, really getting to know what they care about.

[00:09:12] Really getting to know, you know, what lights them up. What's important to them, like going deep with people to connect the value, which is whatever you do.

[00:09:26] How you want me to follow up? I mean, the, you just staled it. Oh, we're going to get into it now. Just nailed it. So, so tell you, you said you're not a manager, you're a leader. Tell the difference. We're going to go there. Tell me the difference. Break it down. All right. So, uh, managers, uh, I'm known for being blunt, so sorry.

[00:09:48] We might hurt some feelings here and that's okay. Yeah. Um, If you're not there, if you hold yourself sales trainer, coach manager, I'm getting, when I see that on LinkedIn news, I'm having multiple strokes. Like I'm going like, cause I'm like, okay. So I'm like, so you're a sales trainer. When was the last time you actually had a cold call a decade ago.

[00:10:20] So you train people, but you don't practice it. All right. But I can call in every day, we're in the trenches right next to our people, cold calling and doing like, all right. But. Sure. I'm going to have to interrupt you for a second. That's like the equivalent of like hiring a trainer that's out of shape.

[00:10:50] Yeah. That's the picture. That is the picture. Like somebody, the visual. Yeah, like a 400 pounds, you know, like guy who comes out of McDonald's and he's like, Hey man, let me teach you in cold earned fitness. It's like, what? But, you know, it's a teacher how to get a six pack in six days. I love the, I love those.

[00:11:11] I love this is so funny. Uh, sales training, master, uh, master your, uh, phone tactics and three days, you know, like all my, like when I see things like that, guys let's be real. Um, so from going ahead, but to go back to manager versus leader manager, and if you call yourself a manager, go leave this platform.

[00:11:36] Okay. Leave this environment, please do us all a favor and go be a manager. Q something that can be managed like a product. Okay. Like that can be managed product manager. Thank you, Jack ma project manager, product manager. But if you think, and I'm not going, but you, that you look in that thing and you you're a man, I'm not talking about you specifically, but you cannot manage people.

[00:12:05] People you have going to have to let through creative flows, you got to have to let their creativity roll. All right. You got to let them go. You can have them on a schedule. Okay. It's sorta heard it's there. No, no. Cows got to let him and w buck leading means exactly what calling. Like say like a minute ago, like lead by example.

[00:12:32] I will never, I will never, ever, ever ask my family, my agents, my family. All right. To do something that I personally haven't done it to 50,000 times. I don't have a fancy office to go and Oh, I am so filtered rich. Yeah. Guys, keep calling. No, I'm right next to them. Right, Ryan, next to them. Um, and how do I do positive reinforcement if somebody's slacking?

[00:13:04] Okay. Will do I do, um, if somebody's slacking, what I'm going to do is, Hey Colleen, how much? What's your checklist week, man? I know how much this is, like are about 7,000, 8,000, not you, but you know, like great man. It's awesome. What you do? Like did you work Friday and Saturday, right? Oh yeah, man. How many dials are like three, 400, right.

[00:13:30] So I exemplify success. To the person who will, you know what I mean? Like that person who is not doing well, I'm never going to approach them and be like, dude, you suck. Like you, you know, like you suck, like get outta here. No exemplify success, make it feasible, make it tangible, make it real, make it no thrill.

[00:13:55] And that person who's not performing that well will do it. But if you're a manager, you know, what are you going to do? I'm calling based on your performance lately. I see. We're going to have to do some, no, don't do that. And if you do that, please do us all a favor and get out of entrepreneurship.

[00:14:15] Leadership, uh, and these worlds, because you are damaging people sales and these environments sacred people can make a lot of money. People like I seem to be life changing for the best. Okay. So get out. Okay. Let people lead. If you manage to go to Walmart. Okay. That's my story of our fan. You, but that's what I do.

[00:14:41] Yeah. Yeah. All right. So there's so many good things in there. And we talked about this before we hit record. Right? So as a leader, what does success look like?

[00:14:56] That's a very, um, I wasn't really barely getting goosebumps, but I'll tell you what success means personally, as a leader, success means take. I'm not going to say names or anything. An agent broke start it right. Making 20 K two kids, bodily deformity. One hand is different than the other. And in three years, turn her into a satellite leader, making close to half a million a year.

[00:15:37] When I first saw that, you know, girl and I can't you imagine what sort of buildings has been through her life? What this, what the, you know, what what's she doing? So it was a waitress, one hand waitress. I'm like that that's a, that's a beast over there. Okay. So seeing the transformation that the husband had to drop her off because he only had one car.

[00:16:03] As it did it for seven days for day everyday, everyday, everyday work, her life changed within six months. I mean, you know, but seeing the transformation, you know, and I take pictures like, you know, like, uh, like random pictures and I see the difference and you can see it. You can, you know what I mean? And that's my currency.

[00:16:26] That's my payment. Um, my S a leader you should count. You should count your wallet based on your store, based on the success stories of the people you helped them change their lives. That's your currency. If you do this for the money, yes, we do this for the money, but do it for the legacy, like help people.

[00:16:54] Become better. Kara put that on a t-shirt and he ended up the truth though, calling ain't that the truth, right? I mean, yeah, there's, there's so many good things about that because, and there's a lot of stories like this because, you know, it's very typical that most people that get in sales do it kicking and screaming or, you know, whatever they thought they were going to do in life.

[00:17:17] Didn't work out. And a sales was their fallback plan in a lot of times when people get into sales, not buddy, but I would say probably the majority, you know, I've had some, some challenges or things that they've had to overcome. And in, in, in, in sales is gives them the, the opportunity to have a life that they couldn't dream of.

[00:17:39] And that's my story, a hundred percent and, and. That transformation of, you know, somebody come in and, you know, maybe live in check to check, barely getting by. Maybe don't even have their own place. Nope. Whatever their story is, you know, helping those people transform their life. That's what it's all about being a leader.

[00:18:01] That's it? No, I mean, again, when we talk about stuff, I don't know. I'm still getting goosebumps. Cause the feeling is there's no feeling like it. There's no other feeling. Um, You know, it's a sensitive thing for me, cause I've trained on, uh, so many and I'm looking back like one of them now it's a division in Las Vegas.

[00:18:25] Uh, another one like, like the brands out there in different places to do things, you know, we don't talk every day or every week or every month, you know, but you know, once we talk on the phones, you know, there is a magic like, man, You know, like it, like, thanks bro. Like they don't, you know, it's just a thank you, bro.

[00:18:47] Like, I don't need that. Thank you. I just want to see you successful. So essentially that's a leadership leadership is don't bash your people positive reinforce lead by example. Never asked them to do anything that you will not do. Um, Don't give a script to somebody and be like, okay, uh, I don't have a paper.

[00:19:13] Sorry. Uh, K calling here's the script. Uh, first of all, I'm sorry. Uh, I recently discovered the difference of an STR and an a E I didn't know, I was sorry. Like I didn't, people are like, yeah, we're looking for STRs. I'm like, what is that? A transformer relay? It's like a rock, you know, what, what dials and people say, are you in sales?

[00:19:35] Yeah. You don't know what's an SDR. I'm like, I must be doing something wrong here. Right. But looking at the numbers, I mean, I'm looking at my decision and it's clicking at 1.2 million a week, but we don't know what's an SDR and an eight E weird hard works. Right. So now I've found out, so an SDR is an opener and an AEs that the closer, so I'm thinking.

[00:20:03] We don't do this year here. We're going to take you a to Z close the whole procedure from a to Z close. That's why and good thing. Nobody's going to train the reps. Nobody lets was making less than 300,000 a year. And we came to that concept. Like you want to make $300,000 a year, sit right next to somebody who makes $200,000 a year.

[00:20:36] It's the power of association. Like you want to be a doctor. What do you do? You hang around with doctors read years. Hey, you're just falling into it suddenly. Hey, you're a doctor or congratulations. You see? So it's called power of association. Associate yourself with people. But with dreamers, with visionaries, with, uh, leaders, people will push you people, you know, get a step away from the yes, man.

[00:20:57] But yes, man, angry, you know, keep away from the ass, man. Okay. Uh, surround yourself with success or under self with vision, with passion, with integrity, always integrity. You can never build a house. Integrity. I'm not even gonna go there, but never jeopardize your integrity. If the product is not there, if something is still get out, get out, get out, exit out.

[00:21:26] So, yeah, I mean a lot of times, I mean, it's essentially, if any, it's easy to train people. It's easy. It's easy. It's easy, super easy people. Don't get it. Um, tonality other thing it's, uh, like 80, 20 rule, 80% call me, you know, that 80% is heads, game mentality, 20% it's talent and skill. And guess what? I don't want 20% talent skill.

[00:21:58] I don't need it. Just give me 80% mentality, toughness, roll with the punches. Oh. You got to know, Oh, we don't lose here. This is a no lose territory. We are. They're going to win or we're going to learn. There's no losers here. Okay. Change the narrative. Change the results. Um, so mainly we do outbound Colts.

[00:22:26] Okay. That's for do emails too, but we mainly do that. Um, so that I connect with a lot of people in LinkedIn, like CEOs and that's when I do the connecting Valley. And I think like, truly my superpower is I can talk to anybody. Okay. I don't know why, like I can. Talk to anybody find their value points and connect.

[00:22:51] And I know exactly where that plug goes. And now you got a circuit. That's brilliant. So I guess, you know, back to my military days are our brain is wired to find solutions up by this is not. Functioning to identifying issues, this fighting solutions. You said the difference. I'm not seeing fault. I'm seeing opportunities.

[00:23:16] Oh, actually I saw something today that, um, I don't know if you follow Jake Dunlap. I saw him post something today that really resonated with me. He said, We should change. Did you see, did you see his post to that? No, but you know where I'm going. So he put a post out that says something like we should change objections, the word, objections to questions, because objections has a bit of a negative spin on it.

[00:23:46] And you're like, ah, you know, this prospect's such a pain in the ass. How am I going to deal with these objections? Whereas like now they just, they just have questions. So present them with some fricking solutions.

[00:24:02] Sorry, you just the speechless, because. Okay, let's go into it. People create their own objections. Number one, right? Uh, ring, ring. Hello. Um, I call him calling. Can I have 15 seconds of your time? Uh, I'm promise you. It's going to make no. Whoa out. No, you just created an objection. You just asked if he can have 15 seconds of their time.

[00:24:28] Most likely will be no right versus ring ring.

[00:24:37] your health insurance a couple of months ago. So just want to make sure from the same page, was that for you, your, your family you're you're right. We keep the wide, you look, you let your premiums go up. Like you're paying too much. Like everybody else. No, man. I'm not a locator. So let me tell you something.

[00:24:50] Cause I have to books have your date of birth. So keep it going. The moment you stop in the initial four, five, six, seven seconds. You buy seconds. If you create, well, there's a, there's another big difference that I want to point out in the two examples you presented there. One, you didn't sound confident in the other, you did different tones, different level of competence.

[00:25:20] There's so much of how you say versus what you say. That's so important and that's the yeah. Yeah. Um, you guys want to know the secret sauce of, um, closing deals over the focus again, that's what we do mainly. I'm sorry. I'm not really into writing. Uh, books, um, he's laughing. Um, tonality tonality will take you places.

[00:25:48] Okay. Um, you gotta be enthusiastic, right? Not overly enthusiastic. Yes, exactly. No, no, no. Excellent point. You're going to have you see that is the calling is on a different level. Colin. It has a tech like has something that's probably called attentive ear attentive ear means I. Practice tonality, but I also understand tonality so I can understand I'm not looking at cock and instead use tonality.

[00:26:21] You see? So, but guys fingers, most people, their life is kind of miserable. Okay fact book, no problems, these that not miserable, but you know, so if you can't that's it. So if you come up, uh, are you calling, uh, I'm just calling to see if your, you lost it three seconds. You're done. You burned? No of Allah.

[00:26:45] Well, it's like, Hey Colin. Yeah. Hey Colin. Hey, calling you to slap it's eight. W, you know, Kiersey. Yeah, exactly. You're exactly, exactly. You know, wake up here's Sikh, uh, with QSR. Well, you spoke like a while back ago, echo like that, you know? And when you like people, people that don't want to be like, it's like, feel bad.

[00:27:12] It's just a lot of people, even if I've never told them, I said, yeah, yeah, yeah. I remember. But a lot of times they're also going to say no, don't remember, and that's okay if you know what to do in that situation. Exactly. And that, that you can take from the Baxi tonality is essential. Like, um, scarcity, you know, like if you want to.

[00:27:31] Okay. But you know, with these specific software calling the ability to increase productivity of your agents, It's massive. So pitching down, lowering, create scarcity. So when I pitched down, what do you do automatically? You can close your phone subconsciously. So you got to learn the different phases of how and like looping or bypassing or, you know, like all that stuff.

[00:28:00] Essentially, there's not, I haven't seen any training on tonality. Um, and if somebody is training on tonality, it's rolled with BS, uh, because there you can really. We're going to set up a call and you can really like train on it. You have to experience it. Like it's something you have. It's like a muscle you've got to build.

[00:28:25] Definitely. There's people that talk about it. Chris Voss talks about it. Josh Braun talks about it. They don't go into too deep, but I haven't talked. I haven't heard them calling. Uh, Josh Brown, does he say he's a practitioner. Um, and he puts a lot of good content out and he talks about tonality and, and things like that.

[00:28:48] But, but tonality is not something like you're just gonna learn. I mean, like you just, you gotta, you gotta be a great listener. Number one. And then from there, once you become a great listener, you can start to. Figure out when or how to use what tone and some of it's just going to be trial and error like, Oh, I got a little too high pitch there and they hung up on me or, Hey, I was saying something important and I brought it down.

[00:29:19] It kept the conversation going. So, you know, it takes practice. It's like, it's like going to the gym, you got it's muscle. You got to build, love it. Love it to call it spot on, man. Spot on like, um, And that's what I do with my agents. Like I give him a sense of a little one page and I role play with them constantly.

[00:29:40] And I want them to understand now I'm like, forget the script. We can talk about giraffes pizzas. You treat your own script. Who cares too? Right? Like create your own script. Yeah. So many people, so many sales managers, here's the script. Don't deviate from the script. It's like, what's mean, what are you do means to force them to say words that don't feel comfortable.

[00:30:04] Yes. It, which also means please call in, don't use your creative flow. Yeah, just this. So don't use your personality book. Could you do that for me? Like your bubbly personality, your, your, your most powerful weapon, please don't use it. Just use that because it works this boring monotone, so true. So true.

[00:30:27] Yeah. Script essentially. We'll have a script, but it's pull it points just to, you know, like intro. Hi, you know, like essentially brings on bullet points. It's not like, um, And, and you should, as a, as a seller, like you should always be testing new things. Of course, there's no silver bullet script doesn't exist.

[00:30:46] Thank you. Thank you. Uh, Colin, what did he say? Dynamic. And you should be having conversations. It shouldn't feel like an interrogation. The absolute form of, again, I don't want to call it. I hate calling sales. It's a sales brand, but the ultimate form of sales is transferring. An idea or a vision to the person of the other land on the phone, on a level that most people don't have a great vision.

[00:31:15] Most people don't have a great goal. Most people don't have a, like, you know what I mean? Like, like, like. Like the next level. Most people are at that level in their peer. And they're good with that. So it's to go here, match them. Now, give him an idea, give him a vision, give them a dream. Now, make them embrace, make them, see that through your eyes and make them see through their eyes.

[00:31:41] And then you both go, boom. So the moment you did that, you have a believer. You just turn a prospect into a believer of your product, of your products, your services. So essentially, you know, it's so crucial to. B to transfer certainty about your product or services because people can identify BS like that.

[00:32:09] Be certain like don't represent something you don't believe. Get out, please, um, get up. Like, I feel certain about what I do. Uh, I'm sure on that show with calling because. I want to be here and I know the value of it. You see never jeopardize anything for anything. So I'm a firm believer of integrity and transfer certainty, how you can trust and certainty is by being a believer yourself and non-believer can never sell.

[00:32:42] Is he like, so touching certain is important. Okay. And that comes through belief system that it's poor. Like I know for a fact it's going to be for the best for you. How, because I've seen it work so many, so many in so many times. And specifically, in your case with your background, with your business, with your family, it's a perfect match.

[00:33:03] And that's my job to identify where you're coming from. Understand your budget, your culture, your value. And offer you what I think in my professional opinion is going to work for you and that's it. Yeah. Drop the mic. Drop the mic. Yeah. Wrap it up here. Boom. All right. Sales hustlers. If you didn't get anything out of that, then you weren't listening.

[00:33:28] Uh, Zeke. Thanks so much for coming on today. Any final thoughts? Anything you want to share? Where can people follow? You learn more, all that good stuff. Final thoughts calling out, say, um, No magic bullet color. What Colin said. There's no magic bullet guys. Uh, entrepreneurship, salespeople, all of us, the crazy ones.

[00:33:49] I like to call us the crazy ones because we are a crazy, um, there's no magic bullet. There's no magic sauce. This do the hard work, you know, go down like 80% is this is not a sprint. This is a marathon. Okay. Yeah, don't get burned for anything or anybody work on your own terms. Okay. And be yourself. And at the end of the day, hard work will pay out.

[00:34:18] You got and every, no. And every objection, or if a question which very nicely put it. Mm, it will take you closer to the promise land. So never give up. If you can run, run slow. If you can run slow walk. If you can walk, go on your knees. If you can go down on your knees, crawl with your frigging elbows, but always keep moving forward.

[00:34:41] That's my final thoughts. Colin. Thanks so much. If you enjoy today's episode, write us a review, share it with your friends and as always, we're listening for your feedback. Thank you for tuning in to this episode of sales hustle. Are you a sales professional? Looking to take your sales career to the next level.

[00:35:00] If the answer is yes, then I want you to go over to sales, cast.com, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host column Mitchell. If you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.