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How many of you have teams? How many times does that happen to you where someone tells you that they're looking forward and stuff is going to come later? And would it be fair to say that we split a little bit disappointed that it's not right now, but here's here's how you fix that every single person on your team should have a coming soon calendar for leads Jan, Feb March, April, May, June, July, August, September, October, November, December. As soon as Trey says to me, Hey, Sharran, I'll be ready in March. You're like great, Trey, and Deans. Like as soon as I'm done seeing the spring, I'm ready for you. So February, I'm like, and then Dean says, hey, I'll be ready by next Christmas. You're like great. Next Christmas, you have 17 calls, this board will fill up in three days. And then they're gonna look at their pipeline, and they're gonna be so excited about what's coming, as opposed to thinking, oh my gosh, I don't have something right now. This will give them so much more purpose.
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