Noob School - Episode 76: Welcome Back Michael Pace!

Episode Date: June 12, 2023

On today's Noob School, we're reunited with a familiar face: Michael Pace. He was our first guest on Noob School and is now back again, to discuss the makings of a great salesperson, regardless of where they're selling, new innovations in technology, and the power of focusing on the positive. Check out what Noob School has to offer here: https://www.schoolfornoobs.com/ I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #noobschool #salestraining #sales #training #entrepreneur #salestips #salesadvice

New School. Okay, welcome back to Noob School. Today I've got special friend, special friend Michael Pace. Michael and I go back a long way. We actually went to the same high school. But Michael was the first guest on the Noob School podcast. So welcome back, Michael.

Amazing how many you've had since. Thank you. Thank you. I think we've had. I think it's about 70 we've had. Can you add up all those years of sales experience and the groups that pay attention to in school? I know. I know.

It's a lot. I learn a lot. I tell you, this has been a joy for me is to tell these stories and these lessons learned, favorite books, all that kind of stuff. It's good stuff. But thanks for getting back. One of the reasons I want to have you back is because you have,

let me just give a little bit about Michael's background. I mean, Michael came to work for me right out of Wofford where he was a good all-around guy, but also a fantastic baseball player, but came to work for us and did a great job at Datastream, salesperson, manager, international general manager down in Mexico. But he's gone through and just had a great career in sales and sales leadership since then. But he just switched over and went to work for a lot of. company called Win 911. Correct.

So how you say that? Yep. Win 911, which is run by another data stream alum named Greg Jackson. And tell us a little bit, Michael, about, first of all, about the company. When 911 has, it's been around 30 plus years. Wow. And it's in the manufacturing automation type space. And we say we provide the right alarms to the right people in the way that they want to receive them at the right time.

Okay. And so alarm notification, alarm management. We just acquired a company that's taken us from just the notification to the management piece of all the alarms. Okay. So alarms for what? So you have an asset. And water, wastewater was an area that they've had a lot of success in. and so you have assets, pumps, motors that have monitors on them.

And when they operate outside of a defined parameter, you need to let someone know because the asset's about to fail. Something's going wrong that someone needs to take action on. And so we provide them the notifications of this is what's happening, and then they go and address it. So is that weave in pretty well with the old asset management stuff that we did? Absolutely, absolutely. Are you partnered up with those companies?

There are some of those. Our larger partners are companies like Rockwell Automation and all their distributors and Aviva and their distributors and system integrators that go and implement these applications, SCADA systems, plus 9-1-1 within the manufacturing environment. Yeah. For some reason, of course, I didn't do a whole lot of homework on it, but I thought it was something to do with almost a 3-1-1. system where the city would be the city would call 911 or like I was completely

confusing this is all manufacturing yeah it's it can be water wastewater it can be life sciences food and beverage certainly highly regulated industries where they need to make sure that they're complying and what would trigger an alarm if you take a motor it may a device might being monitoring the vibration. Okay. And if it vibrates out of a certain defined range, an alarm would go off because that means something's wrong with that motor.

Okay, okay. Same with a pump. Okay. When you think about just manufacturing type facilities, any type of asset. So it could be vibration or some other variable. Temperature. Temperature. Flow of a pump.

Yeah. Interesting. Anything in the grocery business for like temperature, like in a, freezer or something? Interesting you ask that. We're just now developing out, although we have a lot of food and beverage customers, I've intentionally added some large companies like Costco to that list to see if managing their freezers and chillers and those kind of things makes sense for us.

Well, it sounds like a good idea. And that would be tied to building automation, so it wouldn't necessarily just be a Costco and food and beverage. It could be a large. Can that alarm be routed to somebody's cell phone? Well, you can notify in roughly five different ways. Text, email, it can make an announcement over a plant. Check this alarm.

And then we have a mobile app as well. And what kind of sales team did you inherit when you took over? We had two, three salespeople that eight, 90% of the business flows through one of those channels. And so they're primarily channel managers and trying to drive more revenue through that channel network. So three of those? They were two and then one inside rep. Okay.

And we've since doubled that size and we've hired some folks to go direct strategic accounts. So we're going to target initially allocate food and beverage. Good. Good. So you doubled the number of reps? and you're going to add some specific targeted accounts people. Right. That's great.

And how's Greg Jackson doing? He's great. I was with Avanti, which was another great opportunity that I had. And I tell people I wasn't running from anything. I was really running too. And Greg was one of the reasons when he called me, told me what was going on. It made a lot of sense to me with my background, what they were trying to accomplish now being owned by a private equity group that are making

significant investments. It seemed like a perfect opportunity. And so far, so good. Well, it doesn't get much better than Greg in terms of someone to work with. Yeah, absolutely. It's all going to be fun no matter what. Right. Yeah. And it has been. And he just believes in empowering people, let them go do what they do best. Yeah. I mean, obviously, you're accountable at the same time. but and coming from a billion-dollar company, it was a bit more process. Yeah, I bet.

No, we want to implement more process at when 911, which is we are really certainly about around the sales and pipeline build and process. Well, I'm not recommending this, but Greg and I used to travel together during the dot-com era, you know, he was kind of the, he knew the business better than I did, the dot-com stuff, and so we'd be going somewhere. We'd fly to Houston or something.

I say, so Greg, so what's the plan? What's the plan with this prospect? And he goes, don't, we'll just show up and see what happens. So I'm sure he's evolved from there to a more planned approach. But we had a good time. He was great. He was great. So just for the purpose of the listeners today,

you've managed large numbers of salespeople, both inside and outside and strategic. in multiple countries, right? Mm-hmm. So all of, like, Latin America, U.S., any other countries? There was a period of data stream where I handled Asia Pacific for about... Asia Pacific. Six, eight months.

Yeah. So it certainly had exposure to that. Yeah. And then some other stops along the way we had sales organizations that had a responsibility for in Europe. Mm-hmm. So touched most all continents with the exception of Africa, I think. Yeah, yeah.

directly. Well, it's pretty cool. What did you learn? What are some of the top takeaways from the people that did real well in sales regardless of country? In terms of the traits, the characteristics of, they were competitive, self-motivated, disciplined, and organized. And I hung up. hungry to a degree. So all those things are not things you can get somebody to do. You have to find them. Yeah, yeah, yeah.

I mean, definitely that's, I mean, you can teach people how to do better time management and maybe get a little bit more organized. But if they don't get out of bed and they're self-motivated, and I don't, and I tell everybody, I'm not your rah-rah guy manager. I like to have fun and get you motivated, but I'm not going to do that every day. Yeah. It's kind of a waste of time. Yeah.

I've found. I've tried to. There's plenty out there that are self-motivated. Yeah. Yeah. Yeah, I've tried to change people before and, you know, can't do it. And what about other countries? What about the people in Latin America or Asia or even Europe?

Any difference that makes them different, the traits of success? Not necessarily sales. reps, but the cultures are all different in their own way. What I learned in Latin America was that they would string you along for a period of time because they didn't want to tell you no because they didn't want to disappoint you. So you had to find ways to get to the no in some way, shape, or form as fast as you could without offending them. And so I think that is different.

And you see that similar. other cultures. But from a sales rep proper perspective, those are traits that you find everywhere. And you might find exceptions that don't have all of those that are successful. Maybe there are a number of those. But if you're playing the number of the game, go find the ones that have those traits versus ones that don't. I agree.

I found that trait you're talking about of people. not wanting to say no, I found that's one of the best things we can teach people early on, salespeople, is to have the mindset, not to just have this endless back and forth of conversation. Like me and Michael become friends and we're talking and maybe in one day, we'll come back in a month. And it's almost a trap to become too chummy with somebody versus just saying, hey, your job is to get these six questions answered honestly and then decide if we're a fit or not. And if we are, make a proposal and try to get the damn business. And if we're not, get out.

Yeah. And to be that cut and dry in some cultures doesn't work, right? And so you have to figure, you have to have a sense of patience depending on where you are. But you're right. Back to my point about efficiency and discipline, et cetera, just follow that process. to get to the answer as quickly as possible, no matter what it is, so that you don't waste their time

and they don't waste your time. Yeah. Interesting. Yeah. It is interesting. The different countries are different. I did find, though, Michael, you know, I had to do a lot of the international stuff too.

And, you know, I would just get so impatient. I would just be rude. You know, they would think I was rude. Yeah. But I would still get the answer. Right. You know, I'd be like, okay, call me an idiot American if you want to or John Wayne or whatever, but do you or don't you? Yeah.

And you generally get an answer. Well, and also there's times where you can, if you're the sales rep or the account manager, you can bring in your manager maybe to play that role to help you get through it. Maybe that's what I was doing. Same a little face. Yeah. Well, you were definitely the manager. Yeah. Yeah.

Yeah. I took Michael on a sales call one time, and I had rented a small. plane, like a baron or something, some little plane, because I was in a big hurry to do something. And so we flew down to Hartsville, calling Sonoco, and then we flew, I think they dropped me off like in Hilton Head or something for a vacation, and then flew Michael back to Greenville. And that next week, I'm like, Michael, how'd you like that sales call in Sonoco? And he goes, I thought it was great. I like, I like working with you on the road. I'm like, why is that, Michael?

Of course, I'm fishing for a compliment. And he goes, I like flying around. It's a lot quicker. Oh, thank you. I was expecting something different, but anyway. I'm sure there were real lessons learned in there other than... I could count on you for honesty. I think I'd just gotten back from Europe and had kind of the crazy long hair.

I'm not sure we got the deal either. We got some. We had a lot of snooko plant. We did. So let's talk about, we'll give you some lessons for what best salespeople look like. Give me some do's and don'ts for interviewing, because you've had to interview a zillion young sales reps. From a rep perspective, I try to set up my first interviews for 30 minutes. And one of the first questions I ask is tell me what you know about me.

And if they don't get that one right in some way, shape, or form, then it doesn't go any further. Tell us why that is. I think I know, but I want to hear you know. Well, I mean, in today's world, information is available. And if you really want to come and work for us, then you should have done your homework to know what we do to begin with. And then why that's a good fit for you. Because that's usually the second question I ask is, well, then now. that you know about us, why are you interested?

Why is that of interest to you? So do your, from a due perspective, do your homework. From adult perspective, don't not research the company you want to go and work for. The other is go and find companies that you really do want to work for in whatever industry that is. It doesn't matter. It's just what, because your chances of success are going to be greater because you're at a place that you're interested in being. And it's not just a paycheck. because there's enough stress in sales, as we all know, for it not to be fun is probably the worst-case scenario.

So I think those would be the two highest priority items. And certainly, you know, one of the notes I comment on everyone is how do they dress, whether it was a virtual or whether it was an in-person. And did they take the time to dress appropriately for this first impression? And if they don't, then I can only imagine what they would do when we're not in a first impression trying to get the job. I'm with you, man. I mean, I love to dress casual now, but interviewing someone, if they dress in a suit even or even a crisp button-down shirt, they just look crisp. they're saying to you, I want the job.

Yeah. If they don't, they're like, I don't really care. Yeah. I think back to your laying on the couch, eating the Cheetos. That's exactly. And there's probably no really in between. It's either, because that's your opinion,

it's either they're couch slob and not interested or they're going to be a good job. Got their act together. Yeah. Yeah. Yeah. Yeah. Yeah. I don't think anyone's ever not gotten a job for wearing a suit.

People laugh at them and give him a hard time, but they're really saying, this is important to me, I'm wearing a suit. Lorbach, when we interviewed Lorbach, he wore it every time. I kept saying, stop wearing that suit, Todd. And he's like, my dad told me to. It didn't hurt him. Yeah, it didn't. No.

Yeah, I think just to reiterate, you're a very important three things. First is to know the company you're going to work for, and not just from the website, but like ask some people who else works there, even a customer, you know, have more than normal. But then make sure you have the answer to that, Michael's second question, why us, why you want to work? here and have a story. Yeah. Absolutely. A lot of my friends work here.

They're all doing well. I want to be like them. That's okay. That's an okay story. And let it be a truthful one too. Try to make it a truthful, yeah, definitely. I mean, not just to get the job,

but for your own sake. Yeah, as much as that. Yeah. Yeah. Yeah. We talk about the, I don't know if we've done a video on it or not, but we talk about the trade show test. You and I talked about that before?

Because we failed the trade show test. Trade show test is, okay, before you go work somewhere, ask yourself the question, if you could only go to one trade show and you had to go to one trade show every year or the rest of your life, what would it be? It wouldn't have been the show we went to, you know, the maintenance show. I mean, we would have gone to,

You might have gone to the baseball show. I might have gone to the jazz show, you know, whatever it is. But, you know, what pops to your mind? What's that interest that you just couldn't wait to scour the trade show for the new stuff? It wasn't the one. It wasn't a major show. No. No.

So, anyway, find something that you, if at all possible, find something that you like. Yeah. If you've got to dig a ditch, you've got to dig a ditch. But find something you like if you can. Okay, switching gears a little bit. How is chat GPT affecting your business? And I don't have a good answer right, you know, John, but I will tell you, I've used it to test just to test the chat GPT in general

around some email creation. and I, you know, how do you create an email for alarm notifications? Just simple. And it actually kicks off something that's pretty good because formatting is huge, not only content, but the way an email is formatted, right? Very short opening, bulleted points, to the point, and then salutation. I was impressed by it coming back because I aligned with sort of what I believe

to be a good email. And I did it for job descriptions. You know, give me a job description for demand generation leader. And I compared that with some other ones that I found online, and it was fantastic. It was fantastic. Now, how I can, and we can incorporate it going forward

to automate some of the processes around qualification, You know, if we wanted to do a cross-sell of one of our solutions into our install base, how we could use it to create the entire content for it and maybe even run that process. I don't know that yet, but I can see it getting there, just because some of the other tools that we're using to create automated sales flows so that a rep who used to have to do all those things, now only has to do a third of them because two-thirds were being done by the machine itself. Well, yeah, my son Jack is all into it and he recommends that everyone spend 10 minutes a day on it,

just doing something because, you know, it's like the Internet was. You know, we should all be learning about it, you know, because it's going to be really important. I mean, I feel like there was PCs, the Internet, and the Internet. I'm going to do. Three things. It's interesting. I want to get close to it because everybody talks so negatively about, you know, oh, it's, you know, AI and taking over, blah, blah, blah.

But I think, like anything, there's good uses and bad uses. Yeah, of course. There is. And, you know, I think you're exactly right. The attitude should be, as long as it's here, which it is, we might as well figure out how we can benefit from it. Yeah. And stay away from the bad stuff as best you can.

But you can't just. You can't just stick your lip out and make it go away. I mean, it's here. And I love the thing about, we're declaring a stop for all recent. Like, how are you going to stop people from researching? You know, you're on their computer. Who knows what they're doing? Yeah.

No, it's here. You just figure out ways to embrace it. Well, let's talk international a little bit more. Because I always like to tell the story. Michael, we recruited Michael from Wofford, baseball player you know I knew him knew his family from

from high school and after he'd been there about a year and a half I don't know a year and a half I don't know how long it was but my partner our CEO said hey

we need we need someone to set up Latin America let's get going I'm like I got just the guy as Michael Pace he goes he'd be like 21 years old I'm like don't worry about it he's going to be great and he speaks Spanish.

And so I called Michael my office and asked him, so we need you to move to Mexico. No, Mexico. Moved to Mexico and open up Latin America for us. He goes, why me? Because you speak Spanish. It said so on your resume. And Michael goes, I just minored in Spanish.

It was a major. It was another major. Okay. So is that the correct story? It was all close enough. Close enough. But yeah, I did happen to have Spanish as a second major. And I never studied abroad, so I wasn't fluent.

But I had been selling into Texas and anywhere they spoke Spanish. And so we built up a decent customer base. And it was time to go Mexican national. And so that's when we did Monterey, opened up Monterey office. Yeah. Well, that showed, and I recommend this also to all salespeople, new, oh, everybody in general, but particularly new salespeople, was to have to be bold. You know, to be willing to take a chance and do something different.

And you certainly did that at a very young age, and you agreed, were you married at the time? Yeah. You're married. Yep. You had to tell your new wife, hey, guess what? My first wedding anniversary, I was on the plane to Mexico to find a house and an office, and Devin was back at home, packing up things and selling two cars and, and, and, honestly gave up her career for almost three years too a little over two years and so she sacrificed

for us as well but it was fun for I mean I think she hated it for the first six months and then wasn't ready to come home when it was a wild yeah yeah well I think it's just a good it's a good sign I have not seen and of course we had more than just you do that do something like that but and I did it myself but anyone that I've been around that's taken a you know a do something different, out of the ordinary, take a risk when they're in their 20s. They've had great careers. Yeah. I mean, I had nothing to lose.

Yeah. I mean, I don't believe at that time because I didn't really have much. Yeah. And so it was the right timing. I think Devin would have preferred that we had had the triplets at that point, so we'd have a maid at the house were relatively cheap. But, yeah, it was. Like about many things, timing.

I mean, I would, had I gone to work at some place else, I may not have been given that opportunity. Right. That much trust, quite honestly. Well, we, you were easy to trust. You know, you could tell, you could tell from people pretty early on who you can trust so you can't. But, uh, I think we learned about sending younger people overseas to open up offices.

It's almost like the people in the area were nicer to them. You know, if we'd have said some, 50-year-old guy out there that had been like, here's who's this guy, you know, tell us what to do. But, yeah, I think I was able to relate to the people that we hired. Yeah. Because I was only three years older than them probably at the time, maybe two years. Yeah. And so I was able to relate to the sales folks.

And then they were such good people and outgoing people that they were the face to the customers and they were the locals. And so it worked out. It worked out great. One of them has gone on to, I call him Mr. Tuna of Mexico, but he runs one of the larger tuna companies in Mexico. Ruben? Ruben. Yeah. Ruben Velasco.

It would be. Has he ever come to the States? He does. I don't know if they ever comes to Graemeville, but we'd have to. You talk to him. Ping him and ask him. You'd love to have him. And then how did you, I know Michael orchestrated one of our great best acquisitions, which was in Argentina.

How did you meet Carlos and find out about Computex? We had Mexico All the way down to Through Central America And we just didn't have a stronghold in the south Part of Latin America Or South America And so we kept losing to Competech

Because they were local And they had a little distributor network And we were trying to do things directly mostly And so I'd just send him a letter One day and said, hey Do we want to maybe consider partnering? And I'm thinking buying but I wouldn't.

And he responded, sure, let's talk. So went down there, met him, and came to an agreement on the terms and conditions, obviously with your health and Larry, etc. And we bought him. And the great thing about Carlos Polotti, who was the owner, he stayed on.

Yeah. He stayed on and really helped. I mean, I was young. They had, I don't know, 30 people or more. and because he remained on board, I think that made for a much more stable transition. He's a good man. He's just a good guy.

Yeah. He's good. He's still doing well. I told you, I saw him. I was down there not too long ago. I went partly to see him because he kept emailing me, he said, when are you coming to see me, Johnny? So I went down there, and he was in charge of IT for the Argentine.

government with the last president, not the current ones. And he told me, I said, okay, Carlos, I said, you're in charge of IT. I said, did you mean anyone interesting? And he's like, Johnny, he says, the president knows nothing about IT. So he would take me with him any time he met someone who knew something about IT. That means Elon Musk. Carlos was talking to Elon about doing a deal in Argentina, Bill Gates. And gosh, here's one more, but it was like two or three of the most famous technologists.

Oh, Bezos. Bezos was going to build a big warehouse down there. And Carlos was like the IT interpreter for the president. And I mean, Carlos was a coder. He was a developer. Yeah. But he was a great salesman, too. Great salesman.

And so I don't know who the president could have had better at his side for those meetings, to be honest. Yeah. Yeah. He's great. I was George Sim. Hope you get down there soon to see him. I know. Dev and I talk about a trip because every time I'd go somewhere, I'm like, well, maybe the next time.

And then I'd never go back. Yeah. So she missed out on Brazil and Argentina. So there is a trip in my mind that we're going to take here at some point. Well, Dustin's got a spot for you. I know. I didn't. It's pretty cool.

Check that out. Michael, you always has such a good attitude. You have such a steady state to yourself. I think you've always been like that, but is there anything that you're listening to or anything that you're allowing or not allowing in your brain that could be helpful to others? I'm not necessarily listening to anything. Mostly what I listen to are probably Joe Rogan podcast and whoever may be there that is of interest. I think it's just something I've always done is that, and I tell my guys this,

there's a million reasons not to succeed. Go and find the one or two to succeed and how you can succeed. And I try to just look at things from that perspective. Now, I don't know why I've never just been, I don't get too high when things are great, and I don't get too low when things are not. It's just the nature of the way I am. But I think it's more about seeking the positive versus seeking the negative.

I don't try to listen to the news very much. That's good. That's good. And I stay away from that. And so I try to read what I seek out, if that makes sense. That's good. So what are our partners doing? I go and seek that out.

What's going on with Noob School? What's John got happening there? Seek that out. So I think it's more intentional on what I'm trying to go find and read. And it's not any given category. It's just what might be happening in that point in time. Like chat GPT was the one. Yeah, that's a good one.

That's a good one. Do you use like Facebook, YouTube, TikTok, Twitter, do you use that stuff? I have Facebook, have Instagram. But all that's typically more just from a personal perspective in keeping up with people. It's not marketing or company or anything. LinkedIn. I use that more for the company marketing. And then if company has a social media page of any kind,

then I go and like it and share the messaging that's out there. You know, most of my contacts or friends are on LinkedIn. That's where my biggest base is. But I really enjoy Twitter. And again, like you said, there's good and bad. If you curate it to just the people who you want to follow, then, you know, they're doling out some really interesting information in short bursts, which is perfect for me.

So I do like Twitter. I do like Twitter. And I had a situation with my Chevy truck. I wasn't really getting much attention. It was, I bought the car knowing that it didn't have some of the bells and whistles, meaning they just didn't have the parts. But they committed that they would give me. those bells and whistles when the parts came in.

So I wasn't getting any attention. So finally I just did a little tweet to General Motors and like that. They responded. That's great. They responded on three different tweets that I've done immediately. So people are definitely looking at and listening what's going on about their companies out there. And how about Elon buying Twitter and firing 75% of the people in this? It's gotten better.

Yeah. I think it just, it's an example, and I don't know all the ends and outs of it, right. I don't think any of us do, but other than what did happen, and that things can always change dramatically, quickly, and still be for the better. Yeah. Now, I'm sure some people out there don't believe it's for the better. you know, if you're one of those individuals that's no longer there. But, you know, I mean, also, you've got to come to work, right? The working remotely thing.

I will not be doing any work. Well, you know, it's an old technology game. I mean, Steve Jobs used to do it. The guy at Borland used to do it. And the old trick was if you've got a tech team working on a project and you're behind schedule, just fire half the team. And everyone's like, then what? Then you get caught up real quick.

You know, because you don't have the laggards holding you back. And the other people are highly motivated to get caught up. So that's probably where Elon got it from. But I've just, you know, I think that, you know, Elon, I think two things. I'm amazed by the guy. I just love watching what he's doing and how he does things. I think he's great.

But also, for our listeners, is not to get carried away with it. Meaning, don't compare yourself to him or wish you could be him or think you can only do well if you send something to space. You know, we can all be our own little Elons wherever we live, whatever we're doing.

Like if you take Win 9-11 or Win 9-1 to, you know, 25 salespeople two years from now and you take revenue, you know, 10X, that's a huge win. No, yeah. You know? And no one's all. Mars yet because of you, but I mean, we've got 25 salespeople when they're kicking some ass,

and I think that's how we have to think about things. No, absolutely. Absolutely the way you need to think about it because, well, even if you have a longer plan to be Elon Musk, it's not going to happen tomorrow, right? You've got to have little wins along the way. Right, right. And so set your goals that way. Everybody talks about the marathon, which I've never run, but you've got to have small

goals to build yourself to get there and wins along. the way to make it happen. Yeah. Yeah. You have a favorite book? Not one. A lot of times it might be the one that I'm reading right now. For example, I'm reading it's called Legacy by James Kerr.

It's about the all blacks from New Zealand. Yeah. And we hear the term that culture Trump's strategy, right? and this is definitely a perfect book about that. I'm only a third of the way through it, but this one's super exciting because I like sports and it relates it to business and then how the two are effectively one and the same

when you're building a team. I like that one, and then I read, I don't know, a year ago, one called Jackpot, which I don't know if you've heard about that one. It was the marijuana smugglers in South Carolina in the late 70s, early 70s, early 80s and just how they ended up, how they got into it, just college kids, and then ultimately what they developed. Of course they got into trouble when all of a sudden done.

Eventually. But I mean, it was interesting to see all of that, but then just you'll know a lot of the names of the people in the book when you read about it. Sterling. I didn't see a sterling, but you might know more people than I. What's the All Blacks name of the book? Legacy. Legacy.

Legacy. That's what they do. Is it the hookahats? Yeah, I forget what they call it. It's different, but it. They have such a powerful, why or reason. So that's pretty cool. They talk about sweeping the sheds that, in other words,

there's no job that you're better than doing. Even the best people on the team sweep out. They call it the shed. I guess it's their dugout, if you will. clean it up after each match. Okay. Or test, I think they call it. Well, I asked you this last time you were on,

which was podcast number one, but the favorite word, is the favorite word changed? It's competitive. Competitive. Competitor. I can't remember which one I said, but that's still it. Strong. And who do you think is going to win the game tonight?

Connecticut or San Diego State? I'm thinking it's going to be Yukon, just considering it's good, not dominantly. They've won the last few games. And they have a Hurley for a coach. Yeah, that's right. Bobby Hurley's older brother? I think so.

And I don't know why, but I thought the dad was maybe sort of helping. I think the dad was like a famous high school coach. You know how that goes. And is there anything you want to promote today, Michael? I selfishly just promote when 911. I went there for all the reasons that I described a bit earlier. And it all is bearing out. And the culture that Greg has built,

the type of solutions that we provide and the difference that I think they do make for our customers are second to none. and so if you're looking for a great place to come and work, we're going to continue to hire people over the years, and so look us up. Good, got it. All right, well, thanks again for being here. We look forward to having you back for a podcast number three in the future. Got it.

Thank you, man. Appreciate it. All right.