Gessie Schechinger: Exploding Sales… the Lazy Way

Disclaimer: Transcripts were generated automatically and may contain inaccuracies and errors.

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Gessie Schechinger. Thanks for joining learning from others. I’m doing so great. After all this time, just begging pleading to get on your show. I finally get the invite, Liam. I gonna fit this head out the door after this. Did I, did I get the last name right on round two? Check it. You’re yeah, you’re getting cloths.

It’s good. Nobody ever gets . Wow. You’ve never had, you’ve never had to deal with that in your whole entire life. Well, my first name isGessie with a G and so besides my mom just hating me, um, every single time the teacher called roll, I would just wait for the long pause and I’m like, yeah, I’m here. Yeah. Oh man.

That’s good. All right. So Gessie, as we talked in, the intro is the laziest salesman in America now. All right. Is that why you got to limit it to just America? Why don’t you go global with us? I don’t know. I might have some lazy dudes out there and they’re really tough. Tough to beat. Um, let’s uh, okay. So before we get into two cells, um, I mean, I kind of spoiled question number one.

I’m going, gonna ask anyway. So Gessie, what are you good at? And what are we gonna learn from you today? Well, I mean good at it. And the ability to learn are two different things, right? So sometimes you’re not good at something, but you’ve done it for so long that you know, all the bad ways and what to avoid.

Right. So, um, for me, I’m a man of experience in the sense that I grew up, you know, all I’ve ever done was. Sales in one fashion or another, from the lemonade stand all the way to jobs. You’ll be cold calling to, you know, more field rep jobs, to management, to all those types of things. And so it’s been really interesting to learn the evolution of the sales process, how you have to kind of pivot and change, you know, to reach prospects, identify prospects and all that kind of stuff.

And so, um, you know, we’re talking. Unfortunately now it’s almost like two decades that I’ve been selling stuff. So, um, yeah, that’s mainly where my core of expertise comes from. Uh, every time I hear lemonade stands, I have, um, you know, a couple of kids from my nine-year-old, he’s just relentless on lemonade and he’ll do popsicles and, and, um, you know, pre coronavirus.

Um, if he wasn’t selling enough yeah. Was moving door to door. I like that. And one of the. Good moves. You need to give them is I lived by a golf course. And so I’d collect golf balls and I’d sit outside the par three or any hole with a Lake and sell experienced golf balls experience. You know what I actually, um, when I was younger, probably about my son’s age, I would go with my stepbrothers and we would do that.

And we w we got kicked off and that. I mean, come on. What are like eight? You’re gonna, you’re gonna, you’re gonna just destroy a budding entrepreneur. Yeah, I know. How dare they crushed your entrepreneurial spirits? Yeah. All right. So question number two is, uh, what do you not so good at? Oh, just life in general.

I suppose.

I’m really price it’s selling stuff and moving products. Everything else is just brutal. So, you know, I mean, literally you’re talking to a guy that’s just trying to make it through the day, you know, every day it’s just a challenge. So, um, I would, uh, I would say of everything that I suck at and it’s quite a list, uh, you know, probably one of the worst things is, um, yeah.

Organization. I’m not a very organized guy. Yeah. Yeah. And it seems like, uh, as you talked to a variety of guests, the organization is either they’re key to success or because they absolutely suck at it. Their innovation due to the suckiness is the key to their success. So one way or another organization will contribute to your success.

Yeah. Well, and it doesn’t help, especially, you know, when like, largely all I try to do is cut corners, which is like what you’re supposed to never do. Uh, you know, a guy who got cuts doesn’t play in a lot, you know, that’s the thing. Uh, all right. Do you, um, so being a sales official natto, do you love or cringe?

When people come to you and tell you to sell you, sell them this pen. Oh, I like it. I say, Hey, I like to write you a check for a hundred dollars to have a bed. Um, yeah, no, I mean, it’s just one of those hacky type things. You know what I’m saying? It’s just one of those. I don’t know. I still, I guess I would go cringe.

Yeah, it’s just like the same thing. And the interesting part is I’ve been selling forever, but never did well in role-plays ever. Um, and I don’t know what it was. I think it was because in a role-play situation and that’s what the sell me. This pen is right at a super high level and at the roll points.

You’re selling a customer you’re pretty much directly focused just on them in a rural place situations like, all right, now I’m focused on this dude and my boss and the people that are going to be watching this tape later. You got a lot going on. It’s hard to, for me, it’s hard to do well in that environment.

So why don’t you explain what the sales process is to you? I mean, that’s a good segue into more specifics about sales process. So is it to you, is it a very dynamic, uh, situation or is it a very stable situation? Just because it’s like the same. Routine th th there’s always the same 10 questions kind of thing.

Yeah. So, I mean, in any part, so when I think of sales, prospect, I think of her sales process, I think, you know, you get your prospecting component and then you have your closing component and then you have to kind of like execute follow up, right? So you have a couple of key categories and then as you go through those categories, you know, the one thing that.

Technology is making harder and harder. Is that prospecting and the interesting thing being never has there been on planet earth, more companies that sell lead generation than anywhere else. Like everybody throw a rock, you’ll hit three guys that can sell you leads. And so you’d be thinking, you know, and then you have great companies, which I actually really liked.

Like ZoomInfo. Um, where you has this huge database of contacts and stuff like that. And on that side, you’re like, okay, well, the ability to find people is getting a lot easier, but now we’ve introduced so many different communication channels that. You know, you have to do a lot to figure out just how people are, could communicate, because there are people, there are people out there that will never pick up the phone and there’s people out there that say, just call me, you know?

And then some people only want email. Some people want to text, some people want, I mean, it’s just, you kind of have to do a lot of dancing to order to figure out like what, uh, how a person wants to communicate and pick the channel. That’s actually going to resonate with them. Yeah. Uh, that’s an interesting concept.

Um, let’s go back to, you know, before we hit record, where there was some brief discussion, about 450 calls per week. What’s the story behind that benchmark? Uh, so here’s the thing. And for any of the business people or salespeople listening to this thing, these metrics are perfect. I don’t care if you’re selling cars or toasters or software or whatever, but if you make 36 calls, you will get two people to talk to you.

And of those two people, one will sign up for a meeting. Yeah. And it just, for some reason I’ve sold in healthcare, I’ve sold in technology, I’ve sold in manufacturing and they always hold up. I mean, even selling things, you know, when I was a kid working at the mall or whatever, I could still do the numbers.

So I was just like, if I just get enough, you know, so you have to set these goals to hit enough people. And you know, it’s so funny that if you just do the grind, you’re going to get lucky. I think there’s a lot to be said about that. Um, you know, there’s quotes out there. Many of them are cliche along the lines of the harder I work, the luckier I get, but there, there is a lot of truth to that to just putting in the time and work.

But, um, the, one of the first objections that I think would come to mind in that concept would also be okay. What about. Quality of relationships because in one perspective, there’s the angle of volume, which makes sense, because it’s a numbers game. Um, but th does that devalue the potential quality of any of these discussions or leads by going in at a numbers approach?

Well, so everything is kind of product based. Okay. So sometimes you’re selling a product where almost everyone can buy or you have tons and tons and tons of buyers. So when I worked at this, uh, medical record retrieval company, we sold to attorneys. And at the time there was like 1.2 million lawyers in America.

So I could just jam through. And I’m not even trying to fight at this point. You know, I just waiting, like they say, no, I say fair enough. And I keep trucking. Um, just because there’s so many people to plow through now, Versiti I worked at a place called Berry global. Who’s a $10 billion player to Signia.

Fractures. And there are only so many people that consume 5 million, you know, Greek yogurt cups. So I gotta be really invested, you know, cause the top targets are limited. And so I have to take a much more. You know, quality based approach to my angle and how I go about, um, for lack of a better term, we’ll say coding, how do I go according to that customer, um, to get them to engage with me, then I do something that’s going to be more transactional and use got lots of opportunity out there.

How do you deal with that rejection process? Have you always been okay? It was just a, I mean, granted, the circumstances will make a difference. Like you said, if you could just, if there’s more people, then it’s not as an unbearable, but even for you. Was there a. A process. You had like a phase you had to go through to kind of accept, hearing that rejection over and over and over well, whiskey helps as step one.

That’s going to be, that’s going to be the starter package. So good for that. And then you can go through some of that kind of self-reflection right. So the cool thing is, is every single time that you do get rejected, something does trigger like yeah. You know, David, I mean, you’re a married guy, right? Yeah, odds are, I’m sure you have a perfect marriage, but all of these are, there’s probably been a disagreement.

And in that disagreement, you left, you got in the car and you’re like, Oh, I should’ve said that. I was going to be so good. I should have said that. Well, in sales, there’s a lot of that going on too, where it’s like, somebody hits you with a rebuttal that you’re not prepared for and you totally blow it. And then.

You going to keep jamming through a couple of calls, like doing the reps is so important for that, um, where you’re going to go through. And then also I’m like, you know what, next time somebody hits me with that, I am, um, I got it. I’m ready. And so. Through that experience where I had to do all the dials and I was getting a lot of like, let me tell you how happy people are to talk to salespeople on the telephone.

They’re super stuck. Every time I call they’ve just been waiting for it. So the, um, doing those reps, getting through like a, it gets you more comfortable and then you kind of build a Rolodex in your head of what to say. You know, it’s like an if then. Type algorithm, right? Like we say this, then say that.

And so you build a lot of different, you know, Oh, that’s too expensive. Well, actually, boom. You know, and then you just kind of. Keep going, um, you know, through those, and then the more Rolodex cards you have in your head, the more confident you get. And you’re get to a point where you’re like, okay, well there’s nothing anyone can say now that’s one part of rejection.

Second part of rejection is, and this is the, this is actually the killer is if you don’t believe in your product, Yeah. If you start playing the doubt game and what you’re selling, um, I think that, and this is where I’m a sales guy. I’ve been in lots of organizations and salespeople are generally honest.

People don’t want to believe it. There seems to be some crazy hype somewhere, but largely salespeople are honest. And even if it’s, you know, maybe they’re just drinking too much of their own. Kool-Aid, there’s some of that, but now we’re whiskey. Right? So, um, But, you know, they, they probably believe in it.

And I don’t think like, I am not a good actor. I’m not Robert DeNiro. Like I can not fake it well enough to sell. If I don’t actually believe what I’m selling, it’s just, it’s too hard. You can’t fake it and try to get through. And so, um, when you start, when someone starts making you think about your product, then you can’t believe in it.

That’s when it’s like time to dust off the resume. Cause that kind of rejection is probably going to be impossible to get over. Have you ever had one conversation or rejection that just stands out even to this day? And you’re like, damn, that guy got me. Good. Oh, nothing is worse than selling to somebody who’s like way smarter than you, or alternatively, a better sales guy than you.

You’re like, ah, how dare he? Um, and they just kind of back you straight into a corner. Um, this guy actually ended up hiring me after this, but, um, he, God bless him cause I didn’t give up, but it wasn’t going well. Well, you know, like I was so sure of myself and I was selling, um, You know, I was selling a record retrieval, uh, software.

Um, and I ended up, you know, getting, I was talking with this guy and he literally, you know, kind of pulled me like I was doing this for 35 years. Nope. That’s not how that works. Well, but at least a great now I wouldn’t agree. No, I just thought like, Oh my God, he’s just like, Hey man. Yeah. I’m one of your competitors.

I knew exactly what was going like, Oh, how dare you? So, um, the weekend go off on this, but there’s like a thing in the legal world where some places look like law firms, but they’re actually huge marketing groups and there are other things, so there’s a whole situation over there. But, um, that was one of those ones where, you know, and.

It’s super embarrassing. If you saw that with a competitor, you gotta be better than that. I, I wonder, um, I think I’m that, that Dick to some guys, cause, uh, I’ve had, uh, you know, we have the same thing. So my agency is an SEO agency and we will get people that say they’re from Google and you know, Google doesn’t.

Do outbound sales calls like that. So it’s like the same situation. Um, but every once in a while, I’ll, I’ll get those guys that call in. And, and I don’t know if they’re not listening to the auto attendant or what the clearly says marketing agency. Uh, yeah. Yeah. I tell ya. All right. Now you have another story about, um, I don’t know if this is literal or metaphorical about getting walked behind a gate, all cold calling.

Oh, uh, yeah, no, this is, this is not a metaphor. So, uh, is it’s super fun. So one of the best parts about being a field rep. So if you think the, and here’s the thing, so some guys who are telephone sales guys, they will, you still get a little jitter in the stomach when the phone rings. Because you’re kind of waiting for someone to answer.

You’re not exactly sure. You know, is this going to be sweet Suzy or was this going to be in hell some angry dude? Who’s just a no mood for you. Like you don’t know what’s gonna happen. So there’s just kind of a little flutter in your stomach for that. The best part about field sales is like, you can.

You’re cruising through and you can kind of adjust the building. You’re like, okay, that’s the thing I’m looking for. Like, that’s pretty good. So you’re kind of sizing up, you know, if they have a pretty decent size play it, they got some money. And so I was selling plastic containers and this is a salsa company in Ventura, California.

And, um, I’m sorry, Valencia, California. So. I go through and the tough part these days is everybody has, um, like Gates outside their plants for various reasons. You got to show your ID and your badge and all that stuff. And, well, uh, they were doing some construction on the one side of the, um, Uh, building and they left this side gate open and I was like, Oh, sweet.

And I was just, I just ran in there and I talked to the receptionist. She was obviously very shocked to see me. And I was like, Oh yeah, no, I’m just looking for, you know, the per the packaging buyer

need to make an appointment, blah, blah, ball yells at me. He tries to leave well in the time I was in the office and I turned around. I was literally locked in. There was no attendant. There was no, nobody there’s no anything. And my boss was actually traveling with me at the time. He’s in the rental car laughing hysterically, because there’s really no way I’m getting out of here.

And he’s still outside the other side of the gate. Yeah. These are, these are the rental car on the other side of the gate. I’m like, there’s no way I’m getting outta here. And so finally, You know, you try to look for lowest man on the totem pole, some kind of manufacturer worker or whatever. That’s like, Hey, bell said to let me out.

And he’s like, okay. So finally got out of there and then he’s just like, look, there’s a team of security. You guys running. I’m like, all right, let’s get the heck out of here. Go, did you get the deal? No, I didn’t. It was a waste. So earlier you talked about, um, doing the dance and understanding the buyers and their preferred method of communication.

Now, one type of communication that’s been around for a long time is relatively speaking is email. And some people still say it’s the best thing ever. Some people say it’s all outdated. What’s your take on email these days, greatest return on investments. Channel. I mean, it’s, it’s so easy to do that. You might as well have an email strategy.

I mean, that’s the thing like you, uh, are you familiar with the TAPO report by chance? Uh, no, it doesn’t ring a bell. Yeah. So TAPO is an organization that they study around 400 businesses and their sales outreach patterns. And through those sales outreach patterns, they kind of, they do a little research, they collect a bunch of data and they try to, you know, read the tea leaves to see, you know, what’s the kind of trends of how people are engaging with sales reps.

What kind of channels are effective? Things like that. So, um, Yeah, most of these multi-channel like sequences or outreaches have some kind of email component. Um, now what we find that’s really interesting from looking at that data is that there’s emails. Well, it’s really good. So, so an outbound lead, they saved from 12 to 15.

I remember it used to be six, but from now 12 to 15 touches is what it takes before you can actually get somebody to commit to a purchase. Well, Email is a great way to get people familiarized with your name and or company. Um, but you can’t really expect engagement from there. So for example, like they have to see you for awhile.

So we, we ran our campaign and I was. Got super excited about that. Like embedded video email, where I could just like, you know, record a little message. I was like, this is cool. Yeah. Cause nobody wants to read three paragraphs and everyone kind of knows when they’re getting a template. So let’s try to do so.

I said that on the first message and it completes, we flopped, we got no engagement at all. I’m like, how can this be? It’s just so good. We moved it to the sixth or seventh email and we got crazy engagement. I worked really well. So I’m not a psychologist, I’m just some idiot that sells stuff. But something happens in the human brain where you kind of say like, all right, Damon’s not going away.

Like, what does this guy want? He keeps popping up, popping up. It’s like, okay, well Damon’s not going away. What does he want? And when you marry that in, if you prime and kind of warm people up to your name and your business, you use email to do that. It can help, you know, trying to get engagement in that fifth, sixth, seventh communication attempt much better.

All right. So, uh, I have a successful marketing company and I like to do things backwards. So I built this agency and we’re 14 years in it. Uh, I have zero email list. That’s the truth. Where do I begin?

Well, you get a for sale sign. Um, you put it so well. So are you talking about just trying to gather, you know, warm list or what do you mean? Yeah. Where do so? Um, and, and you can use, uh, my, my example or any other stuff of that really is the truth. So we have a, you know, a successful agency and we’re largely built on referrals and that has its its advantages.

But, you know, for being a marketing company, we do next to zero marketing ourselves because we. Hmm, grow consistently, um, just on referrals and, you know, you accomplish certain results and you’re welcomed into the inner circle of other successful businesses. So we genuinely have no email list. Um, now I certainly have a lot of contacts and, you know, uh, uh, like 17,000 contacts on LinkedIn that I can pull and things like that, but I’ve never.

We have zero email lists. I could probably create one, but even if I create one I’m like, what do you do at the end? Like, what’s the starting point too, because I imagine there’s, there’s obviously intent and strategy behind it. You just don’t blast out an email. So if somebody’s brand new to starting an email list, how do they strategize where to go?

Because I, I, for me, the hesitation I have in starting an email list is, is okay. I might have a good idea for one email, two emails, maybe three. What do I do after that? Because there’s no strategy to keep it going. Okay. Well, you have to think of things that you’re not going to run out of. Right. Um, one of the best ways to do that is highlighting people.

You don’t run out of people, um, or people who could have subjects or comments on particular things and other great ways to emphasize and focus on current events. Cause they’re always current. Um, and there’s tools, shameless plug, you know, OnCourse um, that email automation where you can set up a bunch of, you know, your emails, cause like, again, I think people overthink email, um, more than they need to.

Right. And they, you know, nobody’s going to really read it. You are just looking for some quick references. You’re just trying to drop a little bit of seed in their brain. And so what you really want to do is you want to come up with your core five emails, right? Generally we want to just introduce ourselves.

Then we want to talk, and this is a high level subject matter. When we’re talking about emails, you want to just kind of introduce yourself in the first two emails. The next two or three emails might be what you do. The next two or three emails might be, you know, third-party validation. Why can I trust you?

Just do what I say you’re going to do. And then you start converting them to, how do I get in contact? What are these channels? Things like that. So we’ve seen success using that model and kind of dripping in people. And then when we get into that, how do I contact people? We’re actually trying to we’re leveraging other channels, like LinkedIn or telephone.

To get them from there. And so if your first email, like, yes, you could burn out and stuff, but there’s so many tools that will let you capture current events, put a relevant spin onto them that highlights your value proposition. And you can, you know, you can blast those out to your list and you can just keep doing that.

You know, you, you have to play the game between making sure that you’re following up and keeping her out there while also not being annoying. Um, I, automation is awesome. Um, obviously I think so I wouldn’t be a part of a company that does it, but I think if some of it’s misguided, you know, we gave everybody a bazooka, so they can just spray out massive bombs, email everywhere, um, and people are using it reckless, which kind of is a bummer.

Um, really automation you’re supposed to use these email campaigns like to. Um, use that automation so that you can burn out, he’s done the more important things. And when I say more important, I think it is prospecting. You know, you mentioned that, you know, your marketing firm is largely referral based, you know, any business associates service business that isn’t getting 30% of their new revenue via referral.

In my opinion, has a quality problem. Right. And so part of those things you can do to help gather those is you can bake in, instead of trying to look at how can I leverage email and automation for new clients and trying to do the top of the funnel? How can I schedule things that I know that my customers are going to life?

And sometimes it’s such a spoke messaging. Automation also allows you to schedule very specific emails to send out. So in 20 minutes, I can kind of do the next three months of communication with an existing client. Hmm. Um, and so using it for retention is just as important as using it for your outbound efforts.

Yeah. Well, a lot of different places with that essay, but I don’t even know if I answered your question. I don’t even know what the question was, Gessie, so that’s good. So now, you know what I should have led with, if you asked me what I’m bad at, I shouldn’t have said podcasting

now. Now I’m, now I need somebody to say that now that I’m going to be disappointed. If somebody doesn’t bring that to the table, at some point, we got to fix that in post. All right. So yeah, Gessie welcome learning from others. What do you suck at?

So, um, you know, there’s a lot, a lot, a lot, a lot that we can talk about more, uh, own respectful of your time and the most of time. Um, maybe the last thing we can touch on, uh, because you’ve mentioned LinkedIn, I’m a big fan of engagement on LinkedIn. Do you have any LinkedIn advice where people can leverage that platform for sales?

Yup. And it’s very practical advice. I’m going to give you kind of the ABC strategy of exactly what you going to do. One do not put in a message when you try to connect with people, nothing says you’ve never gone up to a buddy or someone that you’ve actually known. And sent them a message. Like, if you like someone on Facebook, you never like, Hey, this is why I want you to like me.

It’s just triggers your sales person instantaneously. All right. Big no-no. So no, no is not, is not actually viewing their profile before you asked to connect. LinkedIn is cool because you can kind of see who views you. If somebody tries to connect with you and think about how you would take it. You know, is I like to think of everything like a cocktail party.

All right. And act accordingly. Like if, if you did not view me or you don’t know anything about me, it’s really weird that you want to be friends. And so, you know, you want to make sure that you go in, you view them and then you ask them to connect. Second thing. Nobody is above flattery. Flattery works for every person on earth.

So before you try to do anything, find something in their feed that they liked, that you can like too, if they’ve shared something, share something that they’ve shared, um, or like, or comment on something they’ve shared right now, you’ve asked you, you, my friend. And it seems like you like something that I like too.

Cool. Secondly, Again, cocktail party makes sure your introduction, um, is not, well, thank you for joining. I’m expanding my connection or my network, or you just throw up your value proposition in their face. And they’re like, dude, I dunno, man. No, you, and you’re just asking me for, to spend money with you. You know, you have to do it naturally and you say, Hey, you know, Damon.

Super interested to see what your marketing company has been doing. I was just working with Bill’s marketing firm thought, you know, he thought that would be a good idea for us to meet the might be able to bring some value to you. You know, something like that is going to be a much more, um, Normal organic introduction.

Also, let’s not start this relationship out from taking, we got to give something, so find out something that’s going to be useful to that person that person’s business, um, that can bring some kind of value. So for us, We do sales automation. We’re reaching out to salespeople all the time. So we send out like, okay, that’s your beer?

Here’s a top report that goes over the best tactics that have been effective in 2019. And so we lead with that. Something that could be actually actionable information that they’re looking for. And then lastly, um, if you, you know, and that’s the thing, if you don’t get engagement and then once you’ve done all those steps, if you haven’t got any.

Excuse me, any engagement back then, you know, you can get a little bit more direct and tell them a little bit about what you do, but you shouldn’t let the dance play out and you shouldn’t rush into it. And if you’re not putting any thought into it, it’s certainly going to show a, you can use tools like ours that will automate some of the little steps.

Um, that you don’t need to burn calories on, but you certainly want to take LinkedIn because there is, especially with less and less people having face-to-face meetings, it’s getting flooded with a lot of terrible salespeople. And so you need to do the real work so that people will know that you stand out.

I always wonder what the success rate is of those people that puke sells and the first outreach. Cause I don’t even respond to them and I imagine most people don’t even respond to him, but. I don’t know if they’re just wasting time and Leslie, or if they actually get anywhere with anybody ever. Well, I mean, if you go to enough bars and ask enough women at a bar, like, do you want to come home with me?

It’s probably about the same as that I need, I need to add one more or, um, item to your list that I got today is, um, don’t be passive aggressive. Uh, there was an outreach where the guy connected with me and we had some mutual contacts and he had an easy in with me to establish a relationship, but he ended it with, um, something like, are you against.

Taking action. X, Y, and Z, instead of, you know, do you want to learn more or would this help you? It was like, it was one of the, it’s like the exit popups on a website where it’s like, yes, I want to make more money or no, I hate money. Yeah. I know. It’s super hacky. It’s super cheesy. All right. Gessie checking.

Ger. Did I get it? No, it was horrible. We did better the first time.

All right. I give up, it was worth a shot. Um,Gessie, thanks so much for joining learning from others. Want to give you the last moment to put out your contact information or tell our guests how they can find out more about you? Yeah. No. So, um, by all means, uh, please go to try on course.com check out. We do have a pretty awesome sales engagement platform.

You know, it does everything from your LinkedIn automation. Yeah. Email. It’s a full blown CRM dialer, the entire nine. So if you want to get to try on. Try oncourse.com sign up for demo. That would be great. Um, for me, you can find me on LinkedIn. That’s what we’re doing. A lot of our sell on these days. Um, if you could figure out how to spell my name and then here’s the last, here’s the last thing Damon is I do not do any tweeting.

I’m never on Twitter. I use the friend newsfeed, but I have the handle, the real Gessie with the G. And so if you want no value brought whatsoever, please follow me there because I just liked the fact that I have that name. I liked that you own it.

All right. The real Jessie on Twitter. Yeah. Let’s get 5,000. I promise you let’s get lots of followers there. I’m not going to tweet anything. It’s not going to hurt you at all. Gessie, I just sent you a LinkedIn request that says hi, first name by my stuff link.

All right, Gessie, I don’t know your last name. Thanks for joining on April 3rd. Find me on Damon ceiling here.