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[Music] hey this is jared over at e-carrier check and i am excited to announce we've got matt easton on the show today easton university matt thanks for joining us today hey it's a it's a it's a pleasure jared and i know we were talking before you press record um and you had said it's great having industry experts like me on the call i appreciate that but again as i told you before and i'm going to tell our listeners don't great don't hold off on your grade for me until the end of the test here so um you had said i can't remember what you said but the the the master class version it may be hooked on phonics i don't know we're going to get in there we're going to chop it up we're going to talk sales and i have a feeling but again i'm curious so guys uh folks out there leave in the comments if this was useful or not i have a feeling this is going to be useful for you but hey we're just going to chop it up and see where the conversation we're going to chop it up and go well you know already carrier check we work in the logistics industry specifically with carriers dispatchers brokers and you know at the end of the day i'm a true believer in we're one relationship away from changing our life you know i you know and that relationship can come in a lot of different ways if you come from social media it can come from picking up the phone come from emails whatever it may be but you may run into somebody but something that people struggle with right now is relationships it's it's picking up the phone it's you know communicating just simply communicating right we've gone through this weird few years here and i think you know from a carrier standpoint let's talk about carriers per second these guys are industry experts they love uh what they do they're good at trucking they're good at loading they're good at doing that aspect but they struggle with picking up the phone and calling and trying to get direct shippers you know if we were going to go into kind of that aspect obviously we're talking relationships we're talking you know how does somebody that may not have a lot of sales experience talk where do we where do we go from there man yeah and we will certainly they're going to get some value out of this session i will make sure i cover that but one thing i want to get i'm curious to get your opinion on jared something that i've i've thought about because we do have you know i have clients in every single industry at eastern university.com but we do have folks that are carriers we do have logistics providers software logistics um you know companies as large as champ arrow which some of you know you're they're they're on the call there every week um but there's so here's my here's my theory of what's going on okay i agree with you 100 and again if i'm miss paraphrasing what you're saying please stop me and correct me but if i'm hearing you correctly based on what you just said is whether i'm a mom-and-pop whether i'm a sole proprietor a mid-tier a regional a national right all spectrums it's in the past and still today i could be great at what i do as a carrier i could be good at what i do as a shipper or even a broker but we haven't really as an industry had to focus on sales all of that much right we did focus on relationships but it wasn't you know the way you would think of sales marketing outreach it was more of i'm really super amazing and kick-ass at my job and i get stuff there on time and i've got a reputation and before i had a reputation my dad had a reputation right there's probably some folks on there my grandfather had a representation in the easton name right you know if you call easton the load's going to get there on time right and that was what we thought of a relationship so now we're faced with a lot of folks and some of them watching this segment right now are like well what's changed right why is it more difficult why am i reluctant to to pick up the phone um you're reluctant to pick up the phone because you don't have a process i'll be happy you can fire off questions at me i'll be happy to give them a process but i want to also bring up one thing that i think has changed in the last we'll call it five years but really the last one to two years and hopefully this will be like a aha moment for a lot of our carriers and that's this here's why they need to start thinking about outreach here's why they need to start thinking about sales here's what's changed okay it's not a pandemic all right don't worry we're not going to spend the next 30 minutes talking about that nonsense all right it's this it's phones it's it's mobile it's all of this information and more importantly for carriers what carriers need to realize is up until five years ago there was a mystique right and i know right i'm actually saying it's sexy to be a carrier it is right there was a mystique right if if jared ross is my guy in in the carrier industry and i needed to know about an incomplete load or a reefer truck or whatever the heck and again you've forgotten more more than i'll ever know i would have to call you right man my dad worked with jared call jared right we in the where let's say we do um stone and we got to get stone all across the country right call jared with that question oh man i had a question well now boom if i even talk about shipping stone across the country what do you think is going to happen in my instagram my facebook my tick tock my snapchat whatever the heck everybody's on right i'm gonna start getting served up content because of all of these algorithms around le less than a load or whatever it refer watch reefer truck reefer truck reefer truck call me tomorrow i'm going to tell you right now at dinner tonight i'm going to start getting ads for freaking reefer trucks right exactly and what is that led to what has that led to and this is this is this is a blessing and a curse for our carriers out there right the blessing is this if they're on this people might connect with them cool yeah good here's the curse okay your clients now have access to more exponentially more information than ever before and here's something that a lot of them maybe you're in your truck right now listening to this okay hopefully you're listening and not watching it that you're gonna go oh my goodness wow this guy was awesome right your potential customers your current clients they also have access to exponentially more miss information than ever before just because something is online does not mean it's accurate just because i looked up a rate right and i know you guys solved this problem quite a bit correct me if i'm wrong but i can find exact rates through e carrier right but just because i see on somebody's speed right that oh no you can get this you can get stone shipped across the country for a quarter of what you're paying right now now all of a sudden it's not about when a potential customer has a question when a potential customer wants to do business them going who's the person with the reputation right granddad used jared's family our family's been doing business with jared's family forever now we have all of this noise in the marketplace and it's not going away so prospects have access to more information keyword for carriers more misinformation and they've got more choices than ever before right so with all of that being said blessing and a curse the blessing is if we know how to sell we can use stuff like this and and that would be great but the curse is this if you don't start learning how to go out and actively sell yourself it's just going to be a matter of time before all of this noise and all of this information and all of this stuff that's happening in the ether above your head while you're in your truck driving across oklahoma city your phone's just going to stop ringing eventually right and even if it doesn't i don't want to be doomsday but even if it doesn't stop ringing it's going to ring with people with missing with misinformation mixed expectations thinking that you can move heaven and earth right for five cents a mile because they they saw it somewhere you need effective skill sets to not only be able to prospect business but to be able to handle objections and more importantly handle complaints um if you're not trained on that it's literally like buying a you know 18 wheeler and not getting trained on how to back it up right you got about you learned you learned to back up your trailer right by the way that's the most scary thing like i i remember telling my wife the other day i was like there's certain jobs you couldn't pay me enough money um mad respect because like like i do i'm a black belt in jiu-jitsu i fight people i do mma i get up i talk to 3 000 people at a time there's few things there's probably a handful and i don't want to speak my fears right because i don't want to tell the universe but i'll speak this like five things i'm very terrified of backing up a freaking trailer that size i should never do it i just couldn't do it right i'm just too much anxiety but just just as the listeners learned how to do that something that scares the hell out of me and you can do that right now it's like they're so graceful it's like an art man right in there you could flip the script right anyway you could teach me to back up that trailer i could teach you how to how to sell this stuff it's not that complicated you just need a process but if nothing else they take away from this segment they need to know the world is different i need to be more skillful i need to be more effective i need to be more streamlined it's not about talking about fishing or you know is are the are the razorbacks going to do great this year and those that old school relationship stuff that's still there i'm not saying be a jerk but you've got to have a process because you're competing with with information and more importantly you're competing with misinformation yeah that totally makes sense it's interesting there's so much out there um with misinformation there's so much out there with just people that may have not gotten some scars you know matt i'm sure at this point you're over you know in your lifetime probably over 30 40 000 cold calls or in sales calls at that point you know what i mean so you're there's a lot of scars you know what i mean and in my opinion people that are building content if they don't have scars that's really hard for them to build content um because that's how i learn i learned from my mistakes and i've made a lot of them you know in the trucking industry um you talk about process and even just standing out you know where do you start where you know if if if i'm a guy that just started a brokerage or i'm a guy that just started a dispatcher i'm a one small guy that's e carrier checks up a lot of smaller companies yep where do i start as far as learning that process yeah you the first place you start is realizing that yes you can make it as as a as a smaller shop simply by working hard but just like you you just like anybody who's had any semblance of success in the trucking business it's also about working smart right like i'm gonna stop and chain up or whatever what all of those lessons you learned the hard way right the first step is to go okay well sales is no different than servicing my equipment is no different than making sure that i'm gonna weigh properly or whatever it is the things that you guys have to do every day that a rookie makes those mistakes once or twice step number one commit to learning a process okay step number two is find a process if you if you don't like me if you don't like eastinguniversity.com there's a lot of other great sales books out there i would say this if i was in trucking the book is going to be the hardest thing for you to learn and here's why um you could read and there's some excellent books out there some of them are complete garbage um and some of them were good back in the you know 70s right when they were written and nobody had these things right it's all about getting past the gatekeeper well come on if that's what you're focused on now you're you're way behind but the problem with trying to learn from a book especially if you're in trucking is how do i it's then essentially like learning something in spanish and then trying to translate it to italian and your native language is english right one of the things that i like that we do and and i'm not just saying this because i'm trying to get people to look at our thing i honestly write scout's honor i don't know anybody else in the industry that does this so all of my training is video based it's me looking at you right from your phone but then every wednesday we're getting ready to have one here in a little bit we have live calls so it's it's a zoom i'm live and so you could come to me jared and say hey you know i've i've had these four clients they've been really great with us they haven't called me back in four months what should i do right now i'm going to expect that you're also on the portal learning stuff but i'm able to help you then and what's really neat about that is not only do you have me going well here's what i would do in your situation but there's other folks on that conversation yeah the nice thing is is there's people not from like we i'll be honest we don't specialize in suppliers we don't specialize in carriers we don't specialize in shippers or brokers we do have some on on the calls but there's also people in medical device sales real estate software and they're everybody it's a collaboration is like well did you try this right so it's a place where for an hour every wednesday you can problem solve this stuff so number one commit to saying okay sales is now just going to be part of my process the same way servicing my equipment is the same way making sure my licenses are up to date making sure my insurance is is is ready to go right i'm gonna make sure that i've got a sales process then find one whether it's me or somebody else find one that you resonate with and then practice it and if that particular process is not getting you results you might need to find a different sales process um if you do all of those three things you'll be just fine because here's the other neat thing for the let's say 10 000 people listen to this segment i'm just gonna be maybe i'm being pessimistic i would say a hundred of them are like man i'm gonna go get sales training right and i don't care if you go to us or somebody else but most of them are gonna go ah yeah it sounded pretty good and they're gonna leave that off to the side so the good news is for the folks that are willing to make a commitment to sales training right you're you're going to basically have jiu-jitsu that your competition doesn't have um and your your life is going to be a lot easier you're going to get a lot more done you know honestly there's something to be said about having the mindset right of it's just another part of what i'm doing not so much oh i gotta pick up this phone and try to find somebody um you know mindset is everything you know having that kind of that mental toughness in our industry and getting used to the nose if we transition over to just relationships and we talk about the phone in a relationship how are you seeing built over this do you have to have a website you have to have content or is can you build a relationship and build trust in 60 seconds over this phone i would like to have a website and content and for the folks that are listening if you if you know if i see you on the weeklies and you don't have that and that's something that freaks you out feel free to call that out on the wendy wednesday calls i can talk it's very easy and i'm sure they could even reach out to you it's very easy to get a wet you don't have to be you know burlington northern or you know you know what i mean uh you don't have to be uh a freaking railroad these days to have a to have a website you could be you could be one you could be one lady with a truck right and have one lady with a truck.com right i would have something i would have a presence another place and this is crazy and you know maybe some of the listeners are gonna get anxiety uh hearing this another place that i would be if i was them i'm just saying if i had to start over right kind of sounds good but i can't back the thing up if there was a way i could just drive the truck straight and never have to back it up i'm like man that sounds dope i can see the country right i can stop at places train jiu jitsu i want to do this if i was going to enter the industry the first place i would hang out would be linkedin it's amazing okay a total ton of contacts there and i would find a way okay two things that you need you need to be able to send them a link to you right whether it's your linkedin profile whether it's your website and then you need to figure out a way that you're connected with the people that you're talking to okay that's why i like linkedin because it's easy for me to say that you and i because you and i are you and i are connected on linkedin degree connections and before this call i sent you a first degree connection let me give you a little tip for cold calling here right once i have a little website right you can set one up in an hour and let's just say linkedin i don't have to be in i want people to realize this i don't have i was before we scheduled this call i was never even a first degree connection with jared right you're a second or third degree connection on linkedin with everybody so it's okay for you to say you're connected you're not saying you're first degree connected so check this out instead and this is why people are reluctant with calls right let's say i'm easton trucking and jared you're jared stone company or whatever what do you want to be what kind of company you want to be uh if you're a trucking company i'll just be a pipe manufacturer pipe manufacturer i love it jp pipe right jared jrpipe right so i find you on linkedin right instead of calling you beep boop boop hey jared matt easton with easton trucking do you have five minutes where i can talk about saving you some you know up to 15 on your shipping instead of trying to make a mini sales call and force it in there why and it's no wonder why they're call reluctant that sounds terrible right like that's a horrible way to go about your life i just want to get in the truck and drive i can show them some jujitsu and let me give them some jiu jitsu right now you ready in order to get this deal in order to get these sales what i found in life sometimes if you just slow the process down in the beginning you'll actually speed up the results and here's an example of slowing the process down in the beginning i called jared at j.r pike if you want his mobile number i can show people call my office i'll send you a piece of software we use i i would get jared's mobile number right so jared answers is mobile from jr pipe yellow right first thing i'm going to do i'm going to say who i am and i'm going to say how we're connected and then i'm going to pause i'm not going to say anything it sounds like this yellow hey jared matt easton uh founder of easton trucking i almost said easton university hey jared matt easton founder of easton trucking you and i are connected on linkedin and then i'm going to pause every single person's going to go this to say the same thing oh yeah yeah hey hey hey matt how's it going right it's just i'm just telling you this because i i coach probably there's probably a million calls that happen a year that i'm involved with and we coach and we try it's it's 99.99 oh yeah yeah hey matt how's it going right and you're gonna say this going great going great hey i wanted to reach out to you personally because i don't think we've helped j.r pipe yet do you mind if i send you over a link to easton trucking so you can take a look when you get some time okay now as soon as i say the words i don't think we've helped your team yet when that person at jrpipe hears that they're automatically going to go ah dang it's a sales call and i know you're super dope awesome and amazing i am too but people even feel that way when i call them okay and i'm one of one of probably five of the most recognized sales trainers in the world people still get anxiety when i call them i know this because i still make 80 calls a day myself right i can feel it in their i can feel their gut going oh crap sales call just like jiu jitsu right i'm going to now alleviate that stress that i just called that i just created by saying you know i wanted to reach out to you personally because i don't think we've helped you our pipe yet can i send you a link to easton trucking so you can take a look when you get some time right i'm basically letting you know hey i'm going to let you off this call and they're like sure perfect um jared what's the best email for you even though i've got jared's email in front of me i want him to verify because i don't know if he's moved i don't know if they've changed company names right i don't know what's going i never want to assume something big is your email still uh jared at jrpipe.com and you're like no we we changed names four years ago like where you been are you sure you i lose all my credibility if i make a mistake just simply go hey what's the best email for you uh it's jared at jrpipe.com awesome awesome i'm going to send you something right now i'm curious to get your opinion on it i'll give you a buzz friday if it happens back for me before then fair enough and they're always going to say the same thing you can make any state you can ask any question if you leave me just out of curiosity just out of curiosity what are you guys paying for uh reefer trucks right now right versus what are you paying for reefer trucks right now right one is an interrogation the other is just out of curiosity right and you can make any statement listen list i'll call you friday at 4 30 if i haven't heard from you it's like yeah sure and i won't answer my phone jerk but if i just add this to it i'll call you friday 4 30 if i haven't heard from you before then fair enough and they always say the same thing fair enough if they just simply don't take any of my sales training don't take anybody else's just start slowing down when they're prospecting and realize now i'm gonna send them a link when i send them the link the next time that i follow up right what i would like are carriers out there to be able to do with small business operators is take some of that knowledge that they have in their head and start thinking about insights that jr's pipe that easton stone or mcdougall's bakery or johnson's dairy or while dairy usually has their own vehicles but whatever it is you know an insight that them as a carrier could give them that would be helpful to that business whether they did business with the carrier or not right because a lot of times that person's not i just gave you a scenario where they're answering the phone okay i want to be real especially in the small to mid-size business world you're calling an operator there's a 90 plus percent chance you're going to get what what's that voicemail okay so here's the here's the problem here's what most small operators are doing right now voicemail they go ah and they hang up they're like i don't want to leave a voicemail or which is bad almost as bad as beep boop boop boop i get jared's voicemail and then i leave a mini sales pitch on the voicemail hey jared matt easton from easton trucking man wanted to see how you're doing hope you're having a fabulous day hope you're staying safe out there listen i would love to have an awesome year you get cut off because you were talking to yourself for three minutes right the one that annoys me the most is this old school again i said there was some bad sales training out there well i'm just going to pretend you and i are best friends and think i'm going to jedi mind trick you into calling me back hey jared it's matt hey j money it's matt give me a call right like oh my gosh this must have been my beer drinking buddy from from college right like let me call them back and they're like dang it sales guy trick me again i guess i'll buy something from here's the voicemail i want carriers leaving okay now this is going to require you to come up with some value i want you to have an idea that you can give them right that will that will be interesting to them that will help them maybe it's a way you can save that business money maybe it's a way you can provide better service whatever it is take five minutes and think about something that you would like to tell somebody that's not just a sales pitch right that's helpful for them like i didn't know if you realized this or not but you can split up loads or whatever it is again i'm making myself sound stupid but whatever the insight is i have an insight pre-loaded in your head okay then when you get voicemail here's what i want you to do there is one thing and here's proof of the one thing this is just as we've been talking look at how many there okay now i have 307 followers on tick tock a lot of that's that but there's one thing in this world that everybody wants to give and it's not us a call back and it's not their money and it's not their time jared do you want to take a guess at the one thing that everybody wants to give in this world right now to give to give they want to give it to you well um i don't know that's a good question i don't know if i can tell that in one one thing you want me to give you the answer i kind of do are you on any sort of social media i am that's my uh what's your favorite flavor uh strawberry no of social media if you come up with a company we'll call it strawberry uh tick tock i like tick tock do you follow me on tik tok i do yeah yeah go into some of my videos and you'll see what i'm talking about right some people like this guy is amazing i closed a million dollar deal because of this another people are like i cannot stand whatever that dead animal is on his face right his clothes are stupid this guy's an idiot the one thing in the world that everybody wants to give especially in 2022 is their opinion right kim kardashian's profile you're too fat kim kardashian you're too skinny kim kardashian you wear too many clothes kim kardashian you don't wear enough i don't know how and no no industry i'm not trying to throw mud at kim kardashian i just don't know how those i only have you know between all platforms under a million i can't imagine what it'd be like to be somebody like them right you just can't you just have to not look at it because everybody wants to give their opinion so as a small operator i'm about to give you you're welcome right you can thank me later here's the voicemail i want you to leave boop boop boop i call jr's pipe manufacturing right hey jared matt easton with easton trucking you and i are connected on linkedin a stint again still saying who i am right i'm still saying how we're connected if we're if you don't want to use linkedin i'm in charge of uh northern ohio whatever come up with the way you're connected okay you have to say how you're connected otherwise it's just a random call so i like the linkedin startup easy it's the easiest one out of all hey jared matt easton easton trucking you and i are connected on linkedin now listen to my tonality and how i pause hey jared i've got an idea that i would love to get your opinion on is there any way you can give me a call on my mobile it's 720-660-3202 boom that's the voicemail that i want carriers now again please do not ruin it for eastern university okay don't ruin this for me when you leave that voicemail don't be a jerk when they call you back and just try and sell sell sell sell sell have an idea right hey the reason i wanted to work reach out to you is i know a lot of our other clients that are in pipe manufacturing what they're finding now with supply shortages is it's very difficult for them to schedule ahead of time because you don't know on your raw materials that are coming in and they might benefit from being able to have more flexible pickup schedules is that something that you're seeing jared now there i led with an insight right now we're having a conversation right that's what i want i want you guys to be good people don't be jerks okay i'm gonna teach you the powerful stuff don't be jerks be a good person have something of value right there's there's stories you can have when they call you back but they will start calling you back in droves if you simply pivot from a mini sales presentation to no voicemail at all to the old college buddy trick leave all of that in the garbage right and go hey jared matt easton uh founder of easton trucking you know connected on linkedin i have an idea that i would love to get your opinion on now notice listen to my tonality right that's a genuine real person with a genuine real idea okay i don't want i don't teach anybody to sound sl salesy slicker hey jared matt easton easton truck i've got an idea that i would love to get europe that's gross right like if that's the type of sales process you want we are not your people i'm not you yeah but if you want to be a real person and you just want to all of a sudden take what you loved about your best relationships and just learn a few skills like what voicemail to leave what how to how to start a conversation with somebody i am your guy all day long i can help you with that let me give them one more tip fire a couple questions at me um cool but another thing i just want because i may never talk to some of these people again okay and none of us can do anything without truckers i'm sorry i'm i'm in that camp i'm in the i actually realized that everything in my house everything that i eat like without carriers it all goes to hell and then that's the emotional part of me but here's the greedy part right i want i want carriers to be able to get more business more effectively because if they can't they're going to have to raise prices a lot more my stuff is just going to cost more money so either way this is a win-win for me totally selfish totally selfish reasons but here's what i just want to impart on them okay 90 as a carrier and this this these numbers hold true for shippers and brokers too okay 90 of the things that you guys are getting right now push back complaints uh things from current clients from prospects that you think are an objection okay oh man they're not going to do business with me this is an objection i need to overcome it this is something that i teach that changes people's framework it changes your mindset you save a bunch of money on therapy ninety percent of the things that carriers are thinking are objections right now they're not objections at all they're complaints okay i'm gonna repeat that because it's really important for carriers to realize this because you're getting anxiety you guys are popping you know roll aids like they're tic tacs right i want to save you on the tums uh that you've been you know because of the anxiety and the acid in your stomach just because somebody is complaining about something your rates your scheduling the fact that things have changed does not mean that they're not going to do business with you and a lot of times what we try and do is we try and solve everything that we think is an objection we end up getting into these micro arguments with that potential customer when all we have to do about 60 of the time is agreed right jared are you insane i can't believe these rates they've gone up so much i'm with you i hear you right when you want to book that load and just remain calm right same thing like if my son does hockey i'm constantly late to his practice and it it upsets my wife every time because i'm doing things like my coaching calls or talking to great people like you i'm always like matt you're late again right and i don't say to her well if i'm not doing these calls or i'm not with our clients we're not going to eat or there was traffic and i can't believe the stupid wreck you know what i just said you're right you're right i get it and it goes away it's too many times as carriers we're getting into arguments about stuff that's not even in our control right because we want to be right and we want to prove to that person that they're wrong and we're right and we want to change their mind yeah how to do business with us anyways stop trying to change their mind you're not going to do it they're going to change their mind on their own anyway so we don't have time to get in today but i've got an eight step process for kind of working through even the toughest objections but i just want carriers to know this hear it from me your new best friend matt easton 90 of the things right now that you're getting into all of these back and forth well you don't understand the reason why the rates have gone up is listening to this and you don't understand on our end our top line revenue is actually down and just knock it off right your step number one of the eight steps is just simply agree and move forward right every real validated objection has one thing in common they'll bring it back up again you don't need to solve every problem at the moment it comes up just simply be cool be positive have a sales process that you can trust in right and let them complain they'll love you for it right they'll feel better i get it i'm with you i totally understand right it's expensive just leave it boom and then move on so when do you want to get that load schedule right trust me there there's going to be people who listen to this they're going to be like oh my god i did that and the guy was like well tuesday what wait really just simple simple stuff i love that matt uh you have created so much value today you know i like to keep interviews fairly short where can people find you where do they connect with you uh from a personal fan standpoint by the way your tick tock is insane i love your tick tock i i actually about five years ago uh my wife downloaded this app on my phone and said honey you're spending so much time on your uh your phone you could probably get a master's degree if you actually watch something fun or educational instead of you know the guy that just lit a firework off and it blew off his thing so now what i do is mix it in with the firework yeah so 50 of my time on social media is education and you were one of my educators i honestly can say that you hit my you man you helped me with my master's degree in sales and and i watch a lot of people and i love your content i love the beard i have a beard it's an issue i don't know what that hey i could shave to this morning i just stopped caring now i don't yeah i just i just i just move on when they say that yeah it is what it is but matt where do we find you how do we connect with you what what can we do to support you yeah easiest way to find me easton university.com that's our website our phone number is 800-628-1456 that's 800-628-1456 and then easting university on on all of the social platforms um the two big ones are going to be instagram and uh tick tock tick tock is the biggest one um but you know and here's the thing we've got a great team at eastern university they're in a hurry to help you but please if you're a carrier out there and you're just even thinking about this just call the office and say hey i want to talk to matt i travel a lot i will call you and we can talk through it if it makes sense for you to get on the training great if not sometimes it's good just to have somebody as a friend right the same way that i would like to have a friend if i was in the pipe business to have a friend that knew something about flatbeds and getting stuff when i like even if you don't use me um let's connect i'm here for you it's totally free to follow the tick tock it's totally free to get on our vip tips mailing list i would love to coach you i'd love to work with you it's 300 bucks a month um month to month if that's not something you want to do please take it it's not going to hurt my feelings follow me on tik tok get the use out of it there um i i just want to help in any way i can i love that matt thanks for being on i really appreciate it i hope you have a great rest of your day yeah thanks for help thanks for having me and if anybody can help me uh reduce my fear of backing up a trailer um maybe i'll come out to your facility one day and crash a truck and and and that would be great i'll give you some free sale training if you let me back up just let me back up one 18-wheeler so i can get this fear out of my head i'm in i love that we'll come out to gary nebraska i'll help you out all right all right done done i'll see you soon take care man thanks brother [Music]