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it's like everybody just wants that quick sale you know like why go after the quick sale because you know I I heard it you this this term used this way earlier this year and it really stuck with me the problem with low hanging fruit is everybody can grab it mmm oh so it's like going try just challenge yourself a little bit you know and I get it cuz like everybody's got leadership and they have people you know breathing down their necks to bring on new accounts I get it I you know it's like nobody can tell me any different I've sat in that seat I know I know how stressful it can be but you need to push for another way of doing things because if the way you're doing it now isn't working it's you it's not the people you're pitching to it's you it's your pitch that's not working it's not like oh they're just not Adam brokers on I call on that because I've been told that by some of the biggest accounts that I've turned on that have told me consistently for six months we're not turning on brokers until all of their assets fail them and they have this obscure Lane from the middle of nowhere to the middle of nowhere and I say I'll roll the dice let's do it that's how you get in yeah yeah I mean it's it's that it's it's also you know a lot of times you people say about pain points pain points are something that like to get to when you're prospecting it I like to know them before I go in I like to know but it takes a little bit of experience right to know like this type of commodity running out of this area they're probably there I know for a fact they're running into this right the running is that they're running and there's something to do with Forks or something to do with you know the area they're coming out of and the type of commodities it's loading time delivered to a you know to mom and pops or whatever it is so I know that going into it and I try to put that out there on what we can so my pitch is revolves around that because if you just straight up asking for pain points a lot of times I don't I mean they just they're like whatever it's just it is what it is we're doing this net but if you right off the bat with hey listen I I just you know pulled you know X amount of trucks and build a fleet around you know automotive company up in southern Michigan you know who was on the the west side of a big city and and we had to work our way around that and you know you know kind of navigate tools and whatnot but I'm trying to reallocate some trailers from there I'm trying to trying to work back there I know your area is kind of like kind of like where their area was and it's kind of sudden we specialize in you know my boss is all over me this is one big thing I would say my boss all over me to keep these guys moving uh in sum we specialize in it and so you know I looked at it he gave me you know he's been an industry forever and you know he's the owner he gave me your contact info because he knows it's so much similar what we have been doing and you know I'm just reaching out to see if this is something we can we get done for you and your name about three or four pain points you know that are there you validate it and you make it seem as though you know you're not necessarily some big sales guy it's just the hey you know this is what we know you do and what we can do and and and they either run with it or they don't ya know I feel you and that's the thing is it's amazing what five minutes of research on a company can do for you you can identify all of that stuff so it's like you know don't go I mean my biggest thing is don't don't go after the stuff that everybody else is going after because perfect