[00:00:00] Luigi Prestinenzi: Welcome. This is the Sales IQ Podcast. My name is Luigi Prestinenzi, and I'm on a mission to help salespeople be the best sales professionals they can be. Each week, we'll bring you a different message from thought leaders from around the globe so we can help you master the art of selling.  

One could argue a lot has changed. Now, when we actually think about the way in which we engage with our customers, absolutely. There are so many places in which we can engage with them today. LinkedIn, Facebook, social phone, WhatsApp, telegram, the actual amount of platforms that we have to engage with our prospects and our customers has, we've never had an abundance of platforms like we do today.

But what for me has been a fundamental shift over the years is the move from the days where we used to meet people, exchange business cards and store business cards in a holder, a Rolodex to now holding their details in, in, in a place where it's easily easier to update them like a CRM, a central place where we add our customer information and we store customer information.

But in all. Just like it was when we had business cards, just like today when we have our information. In a CRM, how do we go about creating a place where we can truly engage with our customers? How do we go about creating a real community where we can go beyond the service or the product that we're selling this episode is brought to you by video, the online video tool for sales professionals video makes it easy for sales teams to turn text-based emails, interpersonal video messages, and we'll help.

Engage with your prospects and create an incredible buying experience for them, which will ultimately help you reach your pipeline and revenue goals. So do you surf for favor? Get to bgr.com, sign up and start using video in your sales process. This week's episode is all about how to build communities.

And we're talking to a gentleman who, who has had incredible success in a short period of time, building an incredibly powerful community of sales professionals, rev genius. Jared Robin has formed a community. I think there are about 15,000 people who engage in there on a daily basis, finding ways that they can be the best sales professionals they can.

And we're going to talk about the power of building community and what you can do to build a better community with your customers and your prospects.

Alright, so we have a welcome to the show, Jared. Hey, I'm pretty pumped, man. The only thing I'm disappointed, brother, like you haven't got the cigar. I thought, I thought you were going to let us go where we were going to do today.

[00:03:04] Jared Robin: So it's funny. Um, I thought this through probably more than I should have.

Cause, cause I wanted to, uh, a couple of reasons, not one, I thought it might be obnoxious on the video, uh, and not necessarily send the right message. But, uh, between friends we'll, we'll smoke a cigar offline

[00:03:22] Luigi Prestinenzi: sometimes. And for those, for those that don't know what I'm referencing. I met Jared, you know, a few months ago.

Fuck. It's been a while. Right. And, uh, we're having a meeting sky just pulls out. The cigar starts smoking a cigar. I'm like, man, I need to be like this guy, this guy's cool, man. Just having us. It's just a random cigar and on a, on a sales call, I'm like, this is good

[00:03:43] Jared Robin: type of thing. Like, and, and you empathize with this when you, when you're working so hard and you have like 10 back to backs in a row and you can't go outside for that break or you can't do this or that, or.

You can, but you want to be efficient. Yeah. It's just like, no F's given and

[00:04:06] Luigi Prestinenzi: it wasn't even a loose God. It's like a big fat motherfucker. You know what I mean? It was sick.

[00:04:10] Jared Robin: It depends on the day or the time I got back quite a bit. My, uh, my, my partner and I, uh, agreed that daily was probably not a good idea.

[00:04:22] Luigi Prestinenzi: Well, you know, man, you need to be healthy. Right. I needed to have some level of health. Sustaining the type of work hours that you're putting in men. But, um, but may want to say thanks for joining the show, um, before we get in, we've got a pretty cool topic today. I'm actually pretty pumped to talk about community, the power of community and why it's important before we get into this topic, mate, we'd love to learn a bit more about you and how you started in the world.

[00:04:44] Jared Robin: Yeah, no, thank you. And I can't tell you how amped I am to be here. Luigi. We, we hit it off early, right away after we were introduced by our friend, Justin. And, um, you know, I'm so amped at what you've accomplished, you know, just riffing before this, about some of the results that your clients have had and how we were talking about, they were actually better than you thought that you were like, oh, my results are this.

Mate. They're significantly better both members and you're like, oh, that's phenomenal. So props to you and you having me on is like nice validation that I could, I can be in the same room in the same conversation with somebody who's doing so well and crushing so hard. So thank you. Um, my background, 15 years in sales.

Oh, man. I could go in so many directions with this, but, but we'll keep it concise. Uh, had the entrepreneurial bug before sales sales was kind of the practicality outlet, you know, somebody that would pay me to move out of my parents' house. And that was that, that was the big driver. Right? I think we all have different drivers at different parts of our lives and in different sparks to our ambitions, so to speak.

I need to move out and have my own flat in New York, but that's big, right? Um, because of whatever reasons and psychology, blah, blah, blah, spend seven years, fortune 100 sales, FedEx, phenomenal company, or soon Ty had short hair made Preston's club called that stuff learned, learned a lot. Um, but really got I it's funny.

I found the flyer last night at my dad's. We're at home for Thanksgiving. The flyer of the first business plan I ever got is TJ B auto detailing. Troy, Jared, Brian. We're going to charge people a hundred bucks a car to clean their cars for them kind of pricey, but we were going to be good at it, but that bug was in me.

I told you practicality. And now, uh, seven years ago, I still wanted that practicality, but jumped into the startup world. The rest is history. The last seven years learned quite a bit started rep genius about six months ago with Galen, uh, my partner in crime. And, uh, haven't looked back since super excited to start this business community, uh, sales marketing, rev ops, all levels, all leaders, super inclusive, diverse, equitable, and, um, and accessible and just really, really excited at.

Our mission, which is to educate, empower, and inspire revenue professional. And we're here

[00:07:23] Luigi Prestinenzi: today. That's awesome, man. I mean, so you've, you've spent, you know, a fair bit of time in the sales world, and then you decided to start something and you've started it out of nothing. Right. And within what, six months, you've got 8,000 members who are engaged in the rev genius.

You know, trying to find a way to be the best they can be or what's contributed to the success. So far of building such a quick and large community in your short period of

[00:07:51] Jared Robin: time. Yeah. So I just finished the book, start with why I finished it instead of, instead of it's sparking me and I'm like, I really, of course you need to read it, but I'm like, so, you know, a few things, one by, by the nomenclature product market fit there, you know, essentially being a salesperson for 15 years, good or bad.

If I was just like of. I was able to empathize with other sales people and all levels. Now I never was a, a leader at a a hundred million dollar company per se, like much smaller, but I still understood a lot of the nuances going on. And, and, and, and COVID, I really felt and understood the situation. What was going on.

And what gaps there were, right? Like he sold, well, we created a company for a gap, essentially. Yeah. That was the first thing. And then just working hard to hammer it home to the ICP essentially. And I'm using all these sales terminologies and let's, let's take it back a step, right. Because we don't have to, the people that have.

Um, the people that, that, that, that, that were like me, that, that I wish I had this for. There was communities out there, um, that were great, but felt like there was still a need and created an income clearly based on people signing up and DROS, uh, others agreed. Yeah.

[00:09:26] Luigi Prestinenzi: But so, and you're right, right. You've got product market fit.

You've gone beyond the minimal viable audience. Right. Seth Goden. Um, I'm reading it right now because reading that

[00:09:39] Jared Robin: right now, right now I have about a couple of hours left listening on audible because you put it on my radar.

[00:09:46] Luigi Prestinenzi: It's quality. Right. And, um, you know, he talks about the power of tribe, right. And clearly either found a tribe of people that are looking for leadership because that's what.

You know, finding a tribe and as it says, it says, you, you can't create a tribe, right. They're out there already. And, but what what's evident is sales professionals, people in revenue based roles and revenue ops that are looking for leadership, man, like there's something that's missing in the industry, the profession, if so many people have come to you saying.

Jared Galen, we need some guidance. We're looking for help. There's round tables is this there's that, you know, the content you're serving up to these guys, they're sort of really embracing. What do you think the industry given that it's the oldest profession in the world has such a gap, man.

[00:10:49] Jared Robin: So, you know, it's funny as I'm about to buy this domain now, uh, revenue empowerment.

I think about that. Right. There's revenue enablement to sales enablement. Okay. We're doing that. That's one aspect of it, for sure. But empowerment. Yeah. It's slightly different. It's it's having that. It's it's, it's somebody that can give you that, because that, that is part of the mix training. Sure. But, but, but a little more like a little secret sauce place where you belong, but anyway, w w so what were you saying that the led to that?

I apologize for the tangent. Yeah, that's

[00:11:25] Luigi Prestinenzi: good. It's I actually love it. I was just saying, you know, there's a, the industry's been around for that long and for some reason, people are just finding they're lacking, you know, and they're liking clear leadership. And I don't know if that's in organizations or organizations don't understand the premise of why they need to lead.

So. Yes, there's drive silence. I think they're two different things wrong.

[00:11:48] Jared Robin: Yeah. I, you know, there's more and more, I think, I think something had to give, right, like there's what, 6,007,000, maybe 8,000 MarTech companies out there. There's probably another few hundred in the wings that are going to start any day now.

And, and entrepreneurship is a hot bed. It's an amazing. Place in space and it's opportunity for everybody with that more competition has and more knowledge share. So let's take leadership out of the equation. Let's just figure out why I think people are failing in general and then how it all interacts more knowledge share means more people know, say, Hey, um, This is Jared with XYZ company.

Do you have 27 seconds? Well, 4,700 people are using the 27 seconds now, right? Like the, the cat's Meow. So the creativity needed to get in the door to start. The top of the funnel is something that's above and beyond that it's ever been, it's becoming harder and harder to get in. Now it's showing breaks in the system, right?

Like, like reps, aren't doing it, their managers aren't managing to. Helping they're not helping them. Everybody feels like they're on an island, which by the way, you have 90 days from a week ago before we kick you out. And, and you know, you have this thin rope that, um, it's barely hanging on and, and. You have the most competitive space now, and you have management, that's trying to help you, but like not all the cases are they giving you the tools to succeed and you want to keep your job.

You want to, you want a better job. You want to make more money and you certainly want to make the sale. And in general, people don't want to let down their company and they don't want to let down their family. We wanted to make the snails. They want to keep the job. They want to get the bigger house. Et cetera.

And, um, it's becoming harder and harder to do that. Yeah.

[00:13:59] Luigi Prestinenzi: Yeah. You've actually touched upon something really interesting on it. I'm a big believer of that. So me, I don't go into a, an opportunity thinking about the outcome for me, right. It's something that I've tried to be very disciplined over the years to go.

I'm going into the opportunity, primarily focused on trying to find out how. I can help this person achieve a better outcome for me, that's my primary objective. And if I can help them, then regardless of what I've got, it's not right for me to advocate a solution, right. That's my mindset, but you've just touched upon something that people have a whole range of motivations.

They've got to feed their family. You know, they've got personal, they've got their boss, that's putting pressure on them to drive resolved. Um, and sometimes you're right. It can then put pressure on people to make decisions or to go into a sales process. That's primarily focused on their need, not the others.

Are you finding that? You know, I mean, what's your community telling you about the pressures that they're under and, and what what's driving them and motivating them to make certain decisions in their sales. Yeah. So I know it's a long kind of, couple of questions in one, Jared, but you just, like I said, you just touched upon something that I think is really meaningful.

[00:15:25] Jared Robin: It's funny. There's, there's all these dynamics at play, right? Like, like you're taught now more of an inbound type of methodology. Let's post on LinkedIn every day. Let's um, if we go outbound. Understand generally what three items that somebody in your industry of your dollar amount in your roles going through and try to guess, Hey, do you go through, you know, for, for sales IQ, I've noticed that 70% of people are hitting quota.

Is that, is that a problem at your place of business? Um, or whatever number it is, or management as a player coach, and they can't spend enough time or, you know, something else. And of course, they're going to say one of them, right. But if. Now you go on the offensive and, and, and it's, it's easy to get desperate, take your numbers and stuff like that.

Right. So, so all of a sudden you go away from that formula and you go into the desperation and you're like, Hey, I just need a minute, please. And let a trickle down from there. I think there's the same challenges. I think as, as there always have been, I personally think. You know, an interesting thing, and this is just what I feel.

It's not necessarily what I see, but we're going into a time of analysis paralysis as well. Yeah. You have some amazing sales trainers. Let's say, let's say there's a dozen top getting into the door sales trainers and they all are slightly the same as slightly different. Now you're trying to figure out what's what, and they have 21 touch systems in a month time to get into.

And like how long do you have to test that? Um, with it not working before you pivot to the next, and then, oh, by the way, you only have three months to go before you're fired. Right? Like that's a lot, that's a lot. Um, oh, it worked for this trainer, but I realized they're, they're more focused on SAS and I'm in services and it's a whole different thing.

I think, um, I think there's a lot of voices talking and a lot of great ways to do things. And I don't know. And this, this goes to what sales IQ is good at. Great at, you know, the absorption. I don't know that the absorption is there. Um, to have people crush it and I don't, and frankly, I don't know. Who's actually good.

And not with these voices out there. Yeah. So I suspect some of them, but like you don't see people's track

[00:18:07] Luigi Prestinenzi: records. Yeah, absolutely. So just on that, right. You're talking about that absorption and you've got your community and that's one of the drivers you've you've, you've created this community to help people absorb.

Yeah, the home team that can help them be the best I can be. Right. That's primarily, I know you got your own tagline on a net, but primarily you're trying to help people in revenue based roles to elevate and improve if your let's flip this for a moment. So you listening to these podcasts

[00:18:39] Jared Robin: with people so that they could, yeah.

They could figure it out, you know, in the process, not just tell them to read a PDF

[00:18:45] Luigi Prestinenzi: or something. So they were going to make sure all of our listeners were going. The link to join, to join rev genius because I'm part of the community. Um, and it's an incredible community of mates and incredible friends through this process.

So we're going to promote this out, but I want to flip this for a moment, Jared, and go, you're an individual contributor. You're, you're selling every day. You're out there. You know, I would say foot on pavement feet on pavement. Now you're kind of in zoom. Back-to-back zoom calls, right? Um, How can, you know, how important is it for an individual contributor to try to create their own community with their customers and prospects?

[00:19:27] Jared Robin: That's a great question. I mean, one, frankly, it's super important is.

It depends on the processes set up at their company if they actually have to or not. Yeah. Like when I worked at FedEx back in the day, like I was managing those accounts, so I had to have like the best relationships in the world with everybody. And then at a certain point in tech, it was just pass it off.

And then onto the next that said. If you're staying in the same space, going from company to company, you're saying e-commerce technology or sales, enablement, or sales engagement, it is critical for your career to keep those relationships. Cause somebody works for Salesforce today. Works for HubSpot tomorrow, works for, uh, LinkedIn or Microsoft and the next day, and, um, all great companies and, and you want to get off to a quicker start and, and, and build a good reputation with the people that you've worked with or you're going, if you don't get the sale.

I remember, you know, at least especially early on, um, when I was getting into things, I'd have really good relationships with people that didn't buy from me. And, and, and they buy from me down the road and if they didn't, they refer people and if they didn't buy from me, it was because they shouldn't buy for me the objective, like it wasn't a fit for their product, you know?

So that, that was,

[00:21:05] Luigi Prestinenzi: you know, it's funny you say that writer for many years, I've read, you know, Seth's book and stuff. And I never thought I had a comedian. And then, and I had an aha moment. I'm like, man, I've got a, I've got a sick community, man. Yep. Customers it'd be my customer. They followed me for like 15 years.

Like I've got relationships now from the day that I started in selling. There's still people that I talked to you today. And only yesterday, man, I had, uh, I, I I've been coaching someone. Um, I've actually been coaching him at no, no cost because. He needed some help, you know, six to eight months ago. And actually he's flipped it.

He's smashed these targets, man. And now he's going for, uh, he's gonna, he's going for a new role to run the SDRs and BDRs have about 40 or 50 of them. And I'm coaching him on, on the job interview and he's close to getting the job. And he said, man, the first thing I'm going to do is get you into the team to train the team.

Right. But that wasn't my primary objective. My primary objective was purely to help him. And I think that's the power of community, right? When you've got a community that you've engaged and people come to you and you're sharing content, we doing whatever. Like you're adding some form of value in that community's life.

You might not see any commercial remuneration from them today. You might never see any community commercial remuneration, but in some parts is referrals. Like, so for my, that's why I love what you're doing. And it's just kind of, again, it's, it's, it's brought to my, my mind that, you know what, we all have a community, just some people don't know the community that they've got and they're not, they're not breeding and, and giving to grow that community.

And I think that's one of the things that you've helped me realize. And I hope all the listeners that are listening to this that are going man, but I'm one person I've got, you know, what community that are concurrent. I want them to hear. You know what you've already got a community. Um, it's just, how are you adding value and actually really trying to develop that community.

But my, if you were again, if you're someone that's listening to this, there has, has questioned and how big their community is, and they might not have a big communal they're new to sales. What's some advice that you can give that would help them start the process of

[00:23:30] Jared Robin: building a community. Awesome question.

And, and first off community, so many people in, in sales world talk about as a Rolodex. Yeah. I mean, maybe not exactly the same for saying this I'm like Rolodex that doesn't it. Anyone who's listening

[00:23:48] Luigi Prestinenzi: does that,

Brian,

[00:23:52] Jared Robin: is it, is it that, isn't that kind of like an aha, like. Shit, mate. It's just different verbiage. Yes. Community has been around. Rolodex has been arrested the meaning of time, used to be able to land a job, especially in the media space, just on your Rolodex. Now, first and foremost for the audience, I just want to say one thing.

Cultivated that love them do right by them. Give them value, whatever that means, help them get jobs. Do all of that. Absolutely. But don't just leverage them, like continuously strengthen your skill set. Right? So like, if you're going from e-commerce to enablement or to cloud technology, you having the skillset.

To build a new community essentially, or a new Rolodex fast because you reach out saying the right thing is, um, that really. Yeah, their needs, their interests, et cetera, is a critical space. And it'll make you 10 times more valuable, you know, not just having a community, doing that, but knowing how to build one fast first off.

And I think that's critical and, and I, and I think that's awesome. And I think, um, your, your BDR made that, that that's gonna win that role, earn that role and that you helped coach, uh, would probably, uh, empathize with that now. Um, in regards to somebody who doesn't have a community building it. Well, red genius is 8,010, 8,020 people today, maybe 30.

Um, we were under 40 in the beginning, people, how did we do it? Like we started from something, we had a LinkedIn group of like, it started with the four Musketeers we call. Okay. Or Galen and myself, Galen, my S my co-founder and I met on webinars. We saw each other a bunch of times. We said, Hey, we should chat outside of here.

That's simple. We dug each other. Uh, and, and, and then the other two were people that we just saw on LinkedIn. We liked their stuff. We commented favorably and were like, Hey, do you want to join us? In this group and we, and we all became friends. Now that doesn't mean, you know, re geniuses communities, 8,000 people all in the same group, your community or your role text doesn't mean they all have to be in the same room.

Uh, some people want to do that, and that was a hot time for quote-unquote communities, but you don't have to like at all. And in fact that might be way too much work. I promise you, but let's say. You start with two people and they're separate. Talk to them, say hi to a third. Um, whether it's somebody selling the same thing you are or a customer.

And thinking back to me entering technology is probably the best anecdote I came from FedEx. This is my third time saying it. We sold shipping and now technology, I had a community of zero. So we can say the LinkedIn thing that that's certainly an anecdote. Here's, here's an even roar anecdote. I went to a seed round startup that nobody knew my name.

Well, nobody knew my name, but nobody knew the company's name either. Right? Like I go to Oracle, I didn't go to Salesforce. I didn't go to LinkedIn or. I went to seed round company a, um, so, so now building a community where people don't want to appease me because I work for Salesforce or whatever. So like, this is, this is like the Ross and it actually rubbed genius to, to our credit was raw too.

Nobody knew what that was in the beginning, but anyway, we went to a conference and I literally made from. And now the friends are part of her genius. Uh, we made friends, we tried, I was, I was used the phrase, the word homeys, like when you treat others like homeys, which is, which is friends. Cool. Not trying to take from them.

Like even business, you get treated like a homie back and, and that actually that word. You know, opened up so much, um, because you know, I want to have, um, like true altruistic, uh, side projects and stuff like where it's the whole idea of acting like a homie outside of the business world, whether it's donating a dollar opening, a door, helping somebody get a job, et cetera, just purely given.

And this is what we're doing, a rev genius. So I'm like really putting are doing it more now than I've ever done in my career. And, and I, and I strongly suggest you take this away. If you take nothing else out giving without the intention of getting something back from that person you give to, I give you a job, but it's not an exchange for anything.

You keep doing that to a bunch of people. And, and you either help them or they see that you're honestly trying to help. Like, let's say you don't get the job, but it's like, you know, I had somebody, oh my gosh. I had somebody say like, Jared's the most selfless person ever. Cause I just like the LinkedIn post saying this, this bloke needs a job and he's really good.

And all of this and all of these offers, these interview offers came in. Yeah, it's magical. It's magical. So somebody asked me what my definition of networking was. And because this is like to build the communities and stuff. I said, listen, it's easy to network. If I'm selling a CRM service, it's easy for me to say, Hey, let's talk about CRM or managing your contacts or your pipeline or, or what you're not doing well.

And all of that, or let's talk about the Yankees or baseball with my intent, my side intentions to be like that. But connecting with somebody. Outside of your court, what's going to make you money connecting with somebody outside of what's going to make you money. So outside, like what we're doing now on a podcast is going to build that community, build that network, build that even like tenfold

[00:30:00] Luigi Prestinenzi: awesome advice.

And I've got like, as you're talking to this man, I've got all these ideas running through my head. And it's funny because I had this chat with a marketer at a client recently. And. It was talking about, you know, lead magnets and eBooks and downloads and this and everything you spoke about was fantastic.

And they've got some really awesome initiatives, but you're right. Like everything that they were doing was primarily with a purpose of, we need to get an MQL, we need to get an SQL. And one of the questions I asked him is he's like, well, what part of that? Where is the whole premise of giving without having any level of expectation of, of return, right?

Yeah. I think we can get caught up in the fact that there's two parts to this. There's creating an actual community of people that become your advocates that so engaged and you're not expecting to get a commercial return from them. Right. I know some people go, but then that's kind of when she does that, that's actually not what businesses about.

I think, you know what I mean, my people, what I'm truly hearing from you and what I've truly learned through this process. And you've made me really think about my own strategy, right? You have, like for the last few months I've been really racking my brains. I've gone back. I'll be drinking,

[00:31:23] Jared Robin: going to make money.

I think

[00:31:26] Luigi Prestinenzi: the fact of the matter is like, that's what Seth Godin talks about the minimum viable audience and get them engaged. First. I'm worried at the max. Right. Um, and I think sometimes they'll do the world of marketing and the world of sales can be so focused on getting a commercial outcome that we forget that the power of community can stand the test of time.

Right. Um,

[00:31:51] Jared Robin: yeah. I have an awesome anecdote as to somebody who's doing this no less than 10 X, as big as we are. Um, you might've heard of Ted talks. Yeah. Yeah, not bad, right? Absolutely. Man. Do you know how many volunteers they have to just translate to different languages? If you had to guess

[00:32:12] Luigi Prestinenzi: a couple of

[00:32:12] Jared Robin: hundred 37,000 volunteers audience, how are those MQ ELLs for you?

Shut up. Ted talk, then it goes to TEDx. So they have all of these local, Milwaukee, Wisconsin, um, woolen, gong, Australia, Outback, like Brisbane, everything Perth, even that probably has some water right on their own. That's insane. They're massive. And they're just giving and, and, and I, I she's. And I alluded to the book, start with why that's number three, all time TedTalk.

And I'll dig up some more in my head, but like that is potent that's potent.

[00:33:09] Luigi Prestinenzi: That's awesome, man. Well, man, look, I know that I could, I could talk to you about this shit for hours. We have spoken about this stuff for hours before airport costs, man. But, um, you know, before we wrap up, I want to just share with our listeners is where can they find you go?

Obviously we're going to get, we're going to put the RevGenius link in our show notes so they can go in. Join because it's a community right now. It's still free. Yeah, Jared.

[00:33:34] Jared Robin: Yeah. And it we're, we're, we're always going to have a free lane, um, because we want to make it accessible. So even if, even if there's other programs down the road, we want it to be accessible.

We can't be truly inclusive otherwise, in our opinion.

[00:33:51] Luigi Prestinenzi: So we'll pull, share that, but where else can they find and engage with you?

[00:33:56] Jared Robin: So RevGenius.com. And what's great about there. If you hit sign up and go through the process, you could literally end at the link to our slack to get into that community, which we're at today, LinkedIn.

company/revgenius R E V G E N I U S and myself, and I want all of y'all to connect with me. If you, uh, if you mentioned Luigi and sales IQ, there's a 120% chance I can't connect fast enough with you plug, plug a great friend and a great product. Um, Linkedin.com forward slash in forward slash Jared Robin loosen.

I'm sure we just spell it out for all your,

[00:34:42] Luigi Prestinenzi: and I'm going to make a shout out to this. There's a couple of people that Craig Craig, I'm expecting you to send Jared a meeting request or request immediately and also run, or you've got to join this community so they know who they are. They're going to join you straight away.

They're always the ones that text me Jared every week. So, um, so may I just want to say man, Um, I've, I've enjoyed building a relationship with you over these past six months. Um, have enjoyed seeing the Riv genius community grow. I mean, all of it. Um, but also I just want to say, thanks, man, for the contribution you make, because selling is more than a professional man selling his life.

Right. And it has, for many of us selling is enabling us to do so much more. And you know, yesterday or two days ago, it was my daughter's 18th birthday. And that's part of my, why Matt and you talk about your why my age

[00:35:38] Jared Robin: they're like 32.

[00:35:41] Luigi Prestinenzi: Um, but now she's a big part of, you know, the big part of our wives, You're kids, man.

So if the reality is sales has enabled me to give them stuff in their life that I wouldn't have been able to otherwise. So sales is more familiar than, than just a job. It's it's, it's, it's, it's so much more in what you're doing for so many professions. Is you're enabling them to fill the gap so they can be the best they can be, man.

So thanks for the contribution you make to our profession. You're elevating it every day. Um, and thanks for joining us on the sales IQ podcast.

[00:36:12] Jared Robin: Thank you for teaching me. I have a lot more to learn and I'm humbled and grateful to be here. Thank you for your time.

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This episode was transcribed digitally, some errors may be present.