Powerful LinkedIn Sales Strategies Jam Session

Curt Anderson  00:02

There we go. Alright guys. Hey, it’s one o’clock Eastern time. How’s that eight marshes in the house? Marcia happy to what are today? Tuesday or Thursday? It’s Friday. It’s Thursday. It’s Friday Eve already, isn’t it? So man who knew that happened so fast Ryan cases in the house. Marlowe’s here today Jacqueline or bestie, Jacqueline’s here a Marlo. We’ve got Brian Fleming here in Detroit, Brian. What’s up, brother? We’ve got Janney Jenny’s a fellow Michigan Are you a Michigan or Michigan or Michigan? Michigan, Michigan, Michigan. Gander, what are you? Okay, guys, let’s go ahead and I want to be prompt for everybody. I’m letting people in a Lori’s here. We got a bunch of MEP folks here today. How cool is that? So hey, Paula, how are you? Guys? Do me a favor, drop your LinkedIn in the chatbox if you would be so kind great opportunity to connect with everybody here. All right. I’m gonna add a couple more people in. All right, John. It’s like an MEP party here today. Wesleyne. What do you think of that?

Wesleyne  01:11

I know. It’s exciting. It’s exciting.

Curt Anderson  01:15

All right, guys. A Katie’s in the house. I didn’t see Katie. Where’s Katie? There’s Laurie Laurie’s from Erie. We got Leanne here, John from Nebraska. Alright guys, let’s get the party started. We’re going to go to slideshow and so let’s dive right in. So I’m going to be letting folks in as we go along. I hit one thing I hit the record button. And let’s get things started. We’ll get the party rolling. So guys, my name is Curt Anderson thank you for joining us today absolute honor privilege to be here. See Sherry just join us scattered today. Happy Friday Eve Happy Thursday. So a little little change of plans here so I’m originally ACM issued just joined us a we’ve got Wesley Whitaker is joining us. We’ve got a got more people popping in. Hey, Ashley is here, Leslie. Okay. Alright guys, as people I’ll keep letting people in. Let’s go ahead and get started. My name is Curt Anderson. And we’ve got a great fun jam session, my dear friend Mike Kosta. And if you guys that have been on our live show my my co host and partner in crime Damon had a conflict today. So we have a little I have a man, we got a great backup. Great Plan B man came on deck. So a Wesleyan, let’s get things started. We’re talking here today about sales strategies for LinkedIn. We’re not going to spend a ton of time on the profile. But I do want to give a little intro here to our wonderful panelists, our guest speakers today. And this is really textbook I’m going to kind of I’m going to tee up an intro for my man. I just I always get I always get choked up when I introduce Wesleyne. So my admiration, my respect for Wesleyan just goes off the charts. If you want to know more about Wesleyne, please connect with her on LinkedIn. She dropped her LinkedIn and chat box. She build sales strategies that grow revenue with actual processes that get real results. Wessling. Happy Thursday. How are you today?

Wesleyne  03:11

I’m doing fantastic. I’m so excited to be here today.

Curt Anderson  03:15

Well, I am honored and always great to share the stage with you of course. And guys, as you’re if you’re new to LinkedIn, you’re just kind of like getting things going. You’re like this is really textbook look what Wesleyne has done. She puts her very clear and concise. Like if you’re looking for somebody in HR, maybe operational excellence, you know what, maybe move on, but if you need somebody for let’s look at this, the sales visionary that boosts revenue and profits with unmatched sales strategies. Wesleyne, you are a recovering chemist. Can you just give a little intro to yourself and let folks know who is Wesleyne?

Wesleyne  03:52

Yes, I am a recovering chemist. I started my career in the petrochemical industry doing failure analysis for plastics and I moved into sales and sales leadership. And I tell everyone, I finally figured out what I wanted to be when I grew up when I got into sales. And so now I work with manufacturers and technical companies to really help eliminate and eradicate random acts of selling by giving strategy and process. Well,

Curt Anderson  04:18

I love it and passionate Rainmaker and treat teen transformer Let’s keep it going. Man David Cook make it today. We got young Damon in the house Eddie Saunders Jr. Happy Thursday dude How are you man

Eddie Saunders Jr  04:31

is well with my soul was a great I’d have a great day and I’m just following accordingly man.

Curt Anderson  04:37

Well hey, once again guys as you’re building out your LinkedIn profile if it’s new, take a look at what westleaf has done. Take a look what he’s done. Nice professional banner really clear and concise on who they are what they do. You look at their headline fractional demand gen leader, top social media marketing voice. That’s what we’re going to be diving into. Eddie, you’re a new entrepreneur. Can you tell folks about Your company, please.

Eddie Saunders Jr  05:01

Absolutely. So I’m a recovering sales guy. Oops, sorry, obscurity, longtime sales guy, but absolutely passionate about marketing. And I found a real gap within the industrial space of really lots of brands that are trying to make some awesome noise but don’t necessarily know how to. So I’m just leveraging my 14 years of experience to help them do that. But make it fun and make it worthwhile and help them make noise worth listening to while also having the time of my life doing it. Well,

Curt Anderson  05:29

Edie, thank you, dude, I know you’re super busy with your business and kids that you have and so I know this is an honor and privilege here to stage with you my friend. And man we’re gonna be in person next week. So we’re going to talk about that through the program. Guys again, my name is Curt Anderson honor and privilege to meet you. I’m an eCmmerce evangelists for manufacturers most important job on the planet is I Am A Girl dad now that’s going to come back up in the program. So please, we’re gonna we Marcia, we might have a couple of pop quiz questions so that you know I’m giving you guys a little hint there that girl dad might be in the pop quiz. Just give you guys a little hint, wrote a book. It’s my mom’s favorite book, by the way. Hey, guys, mom’s on the way home from hospital surgery went well. So I’m just putting that out there today. So bankfull for mom. And so my mom’s favorite book is called stop being the best kept secret. And so we’re going to talk a little bit about that show of hands. How many people out there love making cold calls? Ryan case Marlowe? How you guys raise your hands? Who nobody loves cold calls, right? I mean, you’ve got to be a little demanded to be doing cold calls right Eddie Saunders Jr. So guys for the program. Today. We are here to help you. I don’t know if we actually found the easy button. But man, we want to make your life so much easier. With making connections on LinkedIn. Let’s dive in Westling Yesterday you had a little fun program, we’re gonna talk about LinkedIn live down the program. But boy, this this headline really caught my attention the oxygen mask strategy, essential self care sales success. Can you please talk about what you were jamming about yesterday?

Wesleyne  07:01

What I was talking about is as salespeople as customer facing people, as entrepreneurs, we have hard jobs, it is not easy to get a lot of rejection, it is not easy to always be striving for the next dollar the next sale. And in order for us to keep ourself at equilibrium, we have to focus on ourselves. And so what I like to say is put your oxygen mask on first. So what I talked about what were self care, things like spending time with yourself really planning your day out doing calendar audit, so really tactical soft skill things that we don’t often talk about.

Curt Anderson  07:35

Well, fantastic. And guys, I just let a few more friends in the program. If you’re just joining us or if you haven’t done it yet, boy, you encourage you We invite you we welcome you drop your LinkedIn in the chat box. Great opportunity. You’re trying to build up your LinkedIn connection network here. Great. You know if we were in person, we’d be handing out business cards. Great opportunity to connect with folks. Eddie, this is a great post that you put out little tagline here. I think Sam issues in the house today, Sam, thanks for Samuel. Thank you for joining us today. This is a little post from wind bound. Our dear friend Greg Michoud did an incredible wonderful research project for manufacturers really powerful made go to wind bound, check out their website and you guys are connect with Samuel Samuel makes your job your LinkedIn in the chat, you’ll get some great information that was really, I’m sorry to say that it was almost alarming of how manufacturers are not being active on social. Eddie, being active on social media provides numerous benefits for your brand. curious minds want to know a little bit more Eddie Sanders, could you please share with folks? What do you mean by that comment there?

Eddie Saunders Jr  08:37

Hey, for speaking for ourselves, you have to think about the opportunities that exist in this world. And if you think about reverse engineering where it is that I need to be, there’s a lot easier path to get there. And that’s by turning up the volume on who you are and what you’re passionate about what you know the most about, and what’s a great platform to be able to share all of those things almost simultaneously on social media. And I can personally attest that I’ve leveraged in a variety of circumstances and it’s created a lot of opportunities and put me in the place to really capitalize and take advantage of a lot of these opportunities specifically because I was active on socials now it’s not the secret sauce. It doesn’t solve all the problems, but it most definitely provides an aura for you specifically, that can quite literally increase your value and your worth and a lot of scenarios. All right.

Curt Anderson  09:24

Well said my friend and we’re going to show a bunch of examples Eddie’s all over the place. Wesleyne, one of my favorite lines of years of all time is right here. When you try to be everything to everyone what happens?

Wesleyne  09:37

You become nothing to no one. It’s the the paradigm of trying to serve everyone. meeting everyone’s needs speaking everyone’s language and solving everyone’s problems, then people really don’t know who you are, how you serve them and what you do well, so your key is to really focus on who is the ideal client profile that I want to serve on this platform. Because the person that you’re serving you’re speaking to on LinkedIn may be different than the person that you’re speaking to on Instagram. And it might be slightly different than the person that you’re speaking to in person, but be very, very laser focused on who that person is, what their problems, what their pains are, and how you solve those specific problems and challenges.

Curt Anderson  10:18

Well, again, guys, I encourage you welcome you invite you connect with Wesleyan on LinkedIn, man, you’re gonna thank me later because she is a fierce, fierce communicator, just advocate for manufacturers and folks in sales to win the day. Here’s a post that you put out Wessling random activities, get random results, doing too many things fails focus on the strategy needed to win. Why do small businesses fail? Why is generating consistent revenue? So tougher small business, please enlighten folks on what’s going on in this post.

Wesleyne  10:49

So there’s so many people out here and they’re just selling this are selling that are telling you to do this, buy this course buy that course, buy this batch of leads, and there’s actually no strategy aligned to it. And when you don’t have strategy, you don’t have a way of actually figuring out if what you’re doing is working. So maybe you go to 10 trade shows. But are those 10 tradeshow is paying for themselves? Are they giving you a return on their investment? You’re posting on LinkedIn every day? But are you getting business? Are you getting referral partners. So we have to start with strategy is our umbrella. And after we have our strategy, then we figure out what our key performance indicators are that we want to track to measure. And then we start figuring out the tactical things. So posting, just posting on LinkedIn is not a strategy. It is a tactical part of your overarching sales and marketing strategy that you want to execute to get to your goals.

Curt Anderson  11:42

Excellent. Thank you. And all right, I want I’m gonna take it one step further. Here, you’ve got again, it’s just amazing You Do. You put out posts where either you’re posting videos, these little snippets of yourself little quotes, little captions, motivation and inspiration over here on the left, customers don’t want a one sided conversation, what’s the first question you guys are going to ask? Over here on the right, the one thing I tell sales leaders and business owners is this, your business cannot grow beyond your level of personal development. Great, again, like you’re out there, this fiercely helping folks talk a little bit more about these two posts right here.

Wesleyne  12:20

So my goal, when I post is to be my authentic self. And anyone who’s ever had a conversation with me knows that I have an equal amount of sugar and spice. And so that sugar is I have a lot of empathy. And I understand but the spice is very direct. And so I’m going to tell you, what is not working for you and how to get to where you need to go. And one of the things that’s really important when I post on LinkedIn, because what you see on the screen is what people see, when they scroll, I want to say something captivating enough that the person I’m speaking to wants to stop and read, right? And so when they see that first line, when they see that picture, when they see that video, they’re like, Okay, this is interesting, I want to read more. So it’s always important to post about the problems your actual customers are having. And I’ll say that over and over and over. Yes, it’s great to talk about why you’re amazing, and what your business has, it sets you apart. But people really don’t care about you. They care about themselves, and they want to achieve their goals and they want to get better, and whatever they want to do.

Curt Anderson  13:21

You know, so other than my mom, just nobody really cares. muscling is out, you’re trying to tell me nobody just nobody really cares, do they? So Eddie, unless they’re out there, they really have a problem. And that problem needs to be solved. Can you put out great, great post great content. And again, for that, you know, that scroll stopper, you know, I don’t have the if I say percentages, you know, but it’s always when there’s a picture when there’s a video when there’s an activity going on, as opposed to just content. Eddie talk about this post right here for everybody, please.

Eddie Saunders Jr  13:53

Another way that I can just continue to put myself in in greater opportunities and reduce the amount of objections that we receive and to reduce any friction is by just continuously putting myself out there. And this is no example or exception to that, I should say, because really love being on podcast and collaborating with other content creators within the industry, because we all have our own separate polls and networks. And it’s wonderful to be able to have access through all of that directly through one individual. And so I love little graphics like this, because it’s easy to scale that content through the video that’s originally captured. And it’s more of an exposure game and sales. As we all know, it’s a numbers game. And I want to make sure that if you’re considering doing a transaction, or you’re having a transactional relationship with me, then I put myself in the best position possible for you to be as comfortable as possible with who I am. So when we enter into that conversation, and we start asking the hard questions, you already have a good feel and taste of who Eddie is because you’ve seen me on a variety of different you know, shows videos, you’ve seen a variety of different graphics, and you feel as if you know me before the conversation has even started and I think we can all agree that’s a wonderful advantage when it comes to building your network. And yeah, elevating new conversations for yourself and for others. Well

Curt Anderson  15:03

said my friend and it’s all about one thing, one thing only right building trust. It’s all about building trust be as Wesleyne said, being your authentic self. I’d say one of the great ways of just being a fierce networker is right here about playing the matchmaker man who loves if anybody’s in our network wrestling, they know we love playing matchmaking. Hey, Wesleyne, you know you and I have an anniversary coming up. How did you and I have happened to connect? He didn’t make it here today. He’s he was on the list and he was going to try to make it I don’t know if he’s going to pop in, but I’m going to give a shout out to our dear friend Dan bigger. Man, if you guys aren’t connected with Dan bigger, I strongly encourage you he’s one of the fiercest networkers connectors that I’ve ever met. He sent me a note three years ago and said, Hey, Curt Wesleyne, you guys need to connect Westling and I hear Marsha here comes up pop quiz. I send a note to Wesleyan, she says girl Dad, I love it. I’m a boy mom. We got on a call. Man. We were just Wesleyan, you had me at hello, we fell madly head over heels for each other. And the next comment you say this. I’d love to continue our conversation. Please find some time here. We have a lot to talk about. Please plan for an hour. I’m like, I don’t know if an hour is enough for the two of us. We love the chat. I get on a call. Check this out for any of our MEP friends, boy, Hey, give him about raise a hand for any of our MEPs out there guys. Marlo. You’re out there. I think I saw Lori Ryan is out there. Boys. We have a bunch of MEPs or a sponsor in our program today. So I want to give a shout out to new university Nebraska MEP and WRC Ryan at InSite. And we’ve got the Alaska MEP. And we Big shout out to our friends at the MEP network. Wesley you have this No. I enjoyed chatting to thanks so much for the information about the MEP guys. That’s a manufacturing extension partnerships. If you are in manufacture, I strongly encourage you welcome you invite you connect with your local MEP Wesleyne, you and I had an honour of being at the annual conference of MEP, but you know, I was sitting out in the crowd, what were you doing at the National annual MEP conference?

Wesleyne  17:11

I gave the keynote speech.

Curt Anderson  17:13

You gave the keynote speech guys, there was like four or 500 people in the room Janee you were there. Bunch of our MEP friends were there. This was just a wonderful just what a energetic want incredible experience. We’re in Buffalo, New York at the annual MEP conference, and you gave a keynote speech. That morning. I said, I’ll go Curt was in the front row. I was like, Dude, I was like literally in tears just cheering you on. Talk about like how you and I came together like walk through this journey of how do you go from like, unite, be just I know, I know, cold coffee and coffee chat. And now next thing you know, you’re given the keynote speech at the MEP conference. How on earth does that happen? It

Wesleyne  17:52

really is all about the power of LinkedIn. So when we think about LinkedIn, we think about it, I think about it as a business network. And everybody’s like self serving, right? Because everybody cares about themselves. So they’re like, I need customers. I need customers. But LinkedIn is really a place where we can build relationships. So I reached out to Dan actually on LinkedIn said, Hey, you will be a great person for my podcast, he we did an interview, hit it off. And he made introductions to multiple people until Curt and I started chatting, and he opened my eyes. So back in 2021, I didn’t even know what the MEP was. And two years later, I was doing keynote speech. So the power of using LinkedIn to really build connections, and how did I even get on to be asked to be a keynote speaker, one of the MEPs I worked with literally we sent them my LinkedIn profile. And they saw my videos, and they saw me talking and they’re like, Oh, your be great. And that was it. It was just like that, because I put myself out there. People understand my voice, they see that I’m authentic. And so when you think about using your LinkedIn profile as your personal brand, that’s what it is. So whether you’re within an organization or you’re an entrepreneur, that is a way that you can highlight who you are, how you serve them, and what you bring to the market. Yeah,

Curt Anderson  19:07

that’s fantastic. Matter of fact, Jacqueline, if Jacqueline’s out there, from IMEC, who’s our dear friend at the Illinois MEP. And so it’s just a great collaboration to make this happen. And again, for our manufacturing friends out there, you might be like, hey, wait a minute, you guys. Okay, that’s cool. You’re in marketing, or you’re consultants, I’m selling widgets. It’s not about the widgets. It’s about the human connection. It’s about the relationships. So I’m gonna encourage you invite you it’s not about you know, what the actual what you’re selling, it’s how you do it and how you make these connections. Again, you know, here’s here we are Wesleyne  just had a great time, you know, all met all sorts of wonderful people at the conference. Next thing I want to slide into guys, here’s a tagline that we love to use for our manufacturers, for all of our clients, how do you out teach the competition? How do you out teach a competition? So instead of like, oh, man, you know, typically I don’t know for me, you know? years ago, my ecommerce business I was like, Man, I’d spend like a fortune on Google ads, and all sorts of like banner ads. And it was just crazy. I was just like throwing money out the window. My accountant was like, What are you doing? As Edie is preaching here? What Wesleyne is talking about is like, how can we come in as just fierce educators. And again, whether you’re selling a product, whether you’re selling a service, whether it regardless of what you’re doing, it’s about that human connection, Wesleyan, let’s keep this party rollin. You’ve got to post right here on the left, I want to point out to everybody, you have a sales blueprint, you are giving out for free, my goodness gracious, how are you practicing what you preach? Talk about how do you help out teach the competition for your clients? I

Wesleyne  20:41

am one of our company values is served before you sell. So I’m really, really big on sharing with others, how they can, the things that they’re doing well, and the things that they’re not doing so well, and how either I can come alongside them to help them. And a lot of times, I have this huge referral network, I don’t do everything. And I don’t want to do everything. And so by really just sitting with business owners and saying, these are the places that you have gaps, and this is what we can do to move you forward. It helps them and it also helps me because sometimes they’re like, what actually, I think what we need is this, or I know someone else who needs you.

Curt Anderson  21:20

Yeah, that’s fantastic. And I love the posts on the left. Can you just just hit real quick? Kiss man, what are the Keep it simple? What’s going on? And on the right on the right post here?

Wesleyne  21:30

Don’t complicate things. So even again, we’re talking about how to post and that’s the biggest battle is what do I post? What do I talk about? One person, you should be talking to one singular person. So think about who that person is, you should have their name in your head. And they should have one problem that you’re talking about. And one solution that you can offer to help them just think about the very simplicity of one thing at a time. So if you say okay, here are all of the things that you’re let’s say you’re a parts manufacturer, and you’re like, these are all the things that happen when you shoot apart, that you’re messing up, it’s too much information for one person to understand. So maybe you start with just the basics of making sure they clean their mold every single time. Like just that basic thing. Most people may not know that, right? So you start very simple. And again, kind of back to what you’re saying. Kurt is about the educational piece. people show up and they’re like, Okay, I want to learn more. I want to go further. I want to move to the next level.

Curt Anderson  22:28

Yep. Excellent. I love it. Eddie, you’ve got a great post that you put out here talking about the industrial marketing ABCs, my friend, you’re out there educating, trying to help manufacturers be better their business grow their sales, what’s going on, on this post my friend,

Eddie Saunders Jr  22:42

hall in the essence of what you’ve just said, and what we’re kind of really preaching here. Like I couldn’t agree more with everything that’s being said, on educating and it’s it’s to me, it’s the intention of giving individuals something without the expectation of really anything in return. And anything that does happen organically, which is obviously the plan and the strategy, because as Wesleyan said, this is just a tactic. And a lot of people treat it as the strategy. But we’re playing chess, not checkers. And so this is simply just a move in that specific direction. Do I love making video content? Of course I do. Is it super easy? Of course it is. So to me, this is just a low hanging fruit to accomplish all the things that not only I have said earlier, but also what I set out to do, and educating people in the form of something fun, because we all know the ABCs it’s just a real plug and play way for me to humanize it, simplify it and make it super digestible and fun for those who are involved. Well,

Curt Anderson  23:33

humanize it right. And that’s exactly what we tried to do right here. You know, we have our jam sessions, we try to practice what we preach, you know, Wesleyne and I do a bunch of training with the MEPs. We do cohorts. So it’s just an opportunity to to you know, and again, if you’re selling a widget like Wesleyan just said, break it down, make it super simple. Wesleyne, I love this. I want to talk about this for a second. In every quality customer interaction, you should be speaking 20% or less of the time. Talk a little bit about that from a sales standpoint. And then how about boy, Wesley, I you know, you’ve got me fired up. I’m going to start posting talk about like an ad sales strategy. And from a posting strategy, how we should be listening versus telling. Yes,

Wesleyne  24:18

so we’re talking a lot about posting. But one of the most important things that you can do if you’re scared to post is support your customers. So you know who your customers are. Some of them may be active on LinkedIn, some of them may not be as active on LinkedIn, but go check them out, see what they’re doing. And so if you use that 8020, even on social media, like I post maybe once a week or once every couple of days, but I’m on the platform consistently. And I’m listening to what my customers are saying by supporting their posts by really showing up for them. And when you think about and I want to kind of back up something that Eddie said. He says he loves doing videos I love to talk to I can talk all day every day and that’s what I love to do. So I’d like to do a video have to, but some people don’t like doing videos. Don’t force yourself to write do a video. Maybe you’re like I can write. So Right? Maybe you’re like I can record a video but I don’t know what to write just post a video with two lines of text, like stay in the place that you’re comfortable and start there and then branch off. Don’t push yourself too much out of your comfort zone because you get into this analysis paralysis where it’s like, I don’t know what to say on a video. I don’t know what to write, like, really stay in your place of comfort and then you’ll branch off because I looked at my videos from like, I don’t know, four or five years ago. I’m like, what were you doing like were you looking at the camera? The virtual background I didn’t even understand what was happening there. It was a hot mess. But now I can just stand in front of the camera record something one take and I’m done. So realize that yes, this is going to stretch you a little bit and it’s going to push you out of your comfort zone. Let’s start where you’re comfortable. Wesley

Curt Anderson  25:54

new are never a hot mess, my friend. So I Addy let’s keep this conversation rolling a great way to educate yourself a great way to get street cred boy speak in public Wesleyne was just talking about how she was a keynote speaker at the MEP conference. Man, I was such a proud uncle. Dude, the first time that you and I met in person, I had the honor and privilege I sat in front row, I watched you on a panel, you absolutely crushed it. You and I are going to be together next week at the industrial marketing Summit. Talk about how you talk about your path of getting on, you know, being a public speaker, and what has it done for you and how you’re building that credibility and building trust with folks. That’s

Eddie Saunders Jr  26:31

honestly all a part of the strategy. And this was just another tactic that as I said earlier, just came organically, I knew that if I lead with good intention was genuinely trying to educate the audience have a little bit of fun, entertain them engage. I knew that if I did all those things, that that really is the formula to create immense in way more opportunities for myself. And this is just again, another example of that. And it’s a real humbling thing, you know, especially when you’re first starting off and you’re putting yourself out there. And Wesleyne you could attest to this as well, people starting to ask you to speak and like hold on, you want to hear me, you want me to talk. And it’s a beautiful feeling, right. And it’s super empowering. But there’s lots of responsibility. And Western also made a good point that it’s very challenging. And it was outside of my comfort zone. Not a ton. But still so. But there’s great opportunity on the other side of that. And there’s great liberation and great excitement that comes from that. And then also being associated with all the amazing human beings who are obviously like minded, and just as passionate as you. Great things come from that. And this is another wonderful example of

Curt Anderson  27:33

Yeah, and again, for our manufacturing friends out there, you’re manufacturing circuit boards, wire harness assemblies, you know, whatever the widget is, this is an opportunity for you to kind of be in your industry on LinkedIn, or, you know, all the examples that we’ve seen just gave, how do you get your voice and be that thought leader in your little corner of the world, right? You’re not necessarily speaking to 1000s and 1000s of people, maybe it’s a hidden room of 10 people, maybe it’s just you know, online, or whatever it might look like Eddie, let’s talk about here for our folks and friends and family on the line today that go to trade shows, what’s a great way, you know, like you just show up at a trade show and you hope magic happens. You’re doing a great job free trade show, talk a little bit about what’s going on here? Or give some advice for folks and how can they really maximize their trade show opportunities. Trade Shows are just collections

Eddie Saunders Jr  28:20

of relevant human beings. And if you know that’s what’s going on there, why would you not take effort to let individuals know you’re going to be there so that you could strategically create more opportunity, you hear me say opportunity a lot. And I’m taking as many avenues to secure as much of that as possible. And again, if we know that these trade shows these organizations, these events, if we’re going to have loads of relevant individuals there that are the target audience, for you and yourself, why would you not make that specific effort because these pre show efforts are just another example of you raising your hand and saying, Hey, not only am I a relevant expert, if you will, but you’re continuing to build your own personal brand solidify your story and solidify your relevance. So that like Wesleyan has even experienced that she has to answer way less questions because people already know who she is because of what they’ve seen. So when they want to secure somebody for work, they say, Oh, we’ve already seen you. You look great. You’ve clearly been here before. Let’s go. Yeah.

Wesleyne  29:15

Backup. One of the things that really bothers me a lot about salespeople, I’ll just say salespeople is when they go to trade shows and they say oh, that was a bad show. I didn’t meet anyone there, although SNA. I didn’t get any value from that, right? And it’s because you didn’t put anything into it. So you never just show up at a trade show and sit behind your booth and expect for people to come to you you have to do the work before. Right. So putting yourself out there posting that I’m going to be here who else is going to be there. See who’s following the hashtag who’s following that trade show, setting up meetings while you’re there. Whether there are people in the church or customers you have in the area like make Get worth your time and also set a goal. Say I’m going to the show and I want to have five meetings set up. When I leave, I want to have three meetings set up when I leave, give yourself some type of goal. So you are like I was successful, I spent three days in this place. And I was successful because I hit my goals. And so if you go to a tradeshow, and it’s not a good show, it should be because I put all these things in place. And my ideal client wasn’t there that that is the only reason the show should be bad. If your ideal client is there, and you leave the show, and you say it was a bad show. It’s your fault. It’s no one’s fault, but sure, so I just need to give that little plug.

Curt Anderson  30:40

Okay, we’re gonna take a moment of silence right there. And we’re just gonna kind of savor the sugar and spice that was just laid out on the table. Guys, that was pure gold right there. Eddie, man, like, are you I’m so fired up for next week, because I just got the marching orders. I got the mandate, that if I come back and say the industrial marketing summit was not a success. It’s all on this guy. Right? That was lean. dropped the mic. Thank you for that. I love that advice. That was phenomenal. All right, guys. Man, put any questions, comments in the chatbox. Again, if you just if you haven’t done it yet, put your LinkedIn profile connect with Edie connect with Wesleyan, I would love to connect with you. Our dear friend Samuel miss you on the program. Man, I worship his father, his dad, Greg machine is going to be at the industrial marketing summit less. Next week. He’s one of the sponsors. He taught me the line. And I know it’s probably not new for a lot of you know, like and trust know, like and trust. And that’s exactly what adding muscling are talking about talking about know like, and trust whistling at the holiday season. My family wife, my wife and I have received this wonderful, amazing, beautiful Christmas card from my dear friend, you put this post out on LinkedIn? Are you supposed to put your kids out on LinkedIn? What’s going on here? People

Wesleyne  31:54

like to know that you’re human. And I always say go with your level of comfort. Some people don’t really want to put personal stuff on there. And that’s okay. But what you have to realize is people buy from people. So when people see that, you know, hey, I’m a mom out here with my kids. And we are just out here doing normal life just like you are. It humanizes me a bit, right? And it allows people to connect with you because they’re like, oh, I have kids too. Oh, you understand the same struggles I have. Oh, they’re such cute kids. Let me go see what else she’s talking about. And so you don’t have to do it often. I don’t post my kids every week or even every month, but you know, it’s the holiday time or if they say something that inspires me and I’m like, Oh, let me post about this. Because they are my ultimate why? And so I want people to know a part of my core values are me being a mom, my love for my kids and I do what I do every day so they can see me showing up as my best self. Well,

Curt Anderson  32:48

I absolutely love it those two handsome men and I just view keep showing them off as much as possible. Eddie dude you put out a post the other day your son drilled like a three point shot it was so impressive. But this post on the right they won’t remember your promotion they won’t remember the sale you close they won’t remember the project you lead they won’t remember the new title. They will remember the games you played the jokes you made the love you gave the time you spent my goodness gracious do dad of the year i You’re like getting me choked up on that post. Like how on earth? What are you doing posting about your kids on LinkedIn? What’s going on here?

Eddie Saunders Jr  33:27

Well, I know sometimes like I was previously hesitant because I have a Loki obsession with mob and mafia documentaries. And so I’m like, Oh, no family under wraps. But that being said, I’m no stranger to to being vocal about the things that I’m passionate about. And like marketing, that is a huge thing. The industrial sector, that’s a huge thing for me, my family, it’s no exception to that specific rule in b2b is h two h it’s human to human. We talked about it so many times throughout this entire episode. And that’s not going to change. And I also the post on the right, I’ve had multiple people send that to me. And one specific individual said he emails that to himself once a week to remind himself that he needs to spend more quality time with his children. And that was the essence I’m not selling you anything. The core of that is just a reminder that there are things that are more important than what we do from a transactional level. And yes, humanizing, and it’s all cool and it’s cute, but that was really the intention to remind individuals that our that our kids are important and they do matter. They fuel us a lot and they drive us a lot more than we give them credit for.

Curt Anderson  34:28

You know, I have to go ahead rustling please.

Wesleyne  34:31

And you know, one of the things that you said Eddie like I get you know all kinds of inquiries for different things but the messages that really impacted me the most and it’s because I show up to serve are the ones where I get to like I’ve had just you know grown men older men send me messages after I’ve posted something and say something personal right like your post brought tears to my eyes. Your posts was what I needed to get through this day. Your post owes really inspired me to not quit my job your posts inspired me to keep going keep moving like those are the things like that is the impact of your words. And whether you’re talking about something that skills based like, this is what I do to do XYZ. Like sometimes that’s what people need to get them going through the day to get them to not give up on a project they’ve been working on for six months. So realize whether people like or comment when you see that little impression number, if it’s more than one, that means there’s more than one person in the world that saw your post, and that was impacted by what you had to say.

Curt Anderson  35:37

Absolutely love it. Let’s sorry, let’s go back here. Wesleyne, you put out all sorts of videos online literally several days a week, I don’t know how you do it. It’s absolutely phenomenal. I love and learn something, you’re like my you’re my accountability coach, my mentor, your sales organization might be one step away from failing, if you don’t have a sales strategy that produces results. I’m going to jump into this next one here. After listening to over 1000 sales calls, I realized the reason why your sales teams discovery calls don’t work. Talk about how you what’s the process behind you coming up with these videos? Where are they coming from what inspires you, let’s go there.

Wesleyne  36:16

So a lot of my videos and you know, different people operate in different fashions. But a lot of these videos come from when I’m coaching or training or doing things I’m doing stuff I’m already doing. And so I just get my video editor, I’m like, Hey, go chop up some pieces that are good. And then I reverse engineer. And that’s how I write my content. But what I choose to post is when I get one question more than two times, I’m like there are more people that need to hear this. And so I use, actually what I was telling you is voice of the customer, your voice of your customer is really, really important. If somebody’s asking you a question over and over, if you’re getting a website inquiry, if you’re getting a lot of phone calls, if you’re getting a lot of people rejecting your material, right about the thing, how can they prevent what you got what you’re trying to get them to prevent? How can you help them solve that issue? How can you help them solve that challenge? Like right now there’s this very famous sales training company that I’m hearing a lot of manufacturers are using. And I’m like, why are you guys using that? I’m not gonna call them out by name. But I’m gonna poke holes into why that sales training company isn’t effective in manufacturing, because it’s too cookie cutter, right? And so I’m hearing that. So that’s telling me that’s something that people need to be educated on. So I use what my customers asked for my prospects say, and that’s how I come up with my content. Yeah, absolutely. Love

Curt Anderson  37:37

Eddie. Here’s another thing, another great way for engagement is putting out a poll. You did this, you put this out talking about like, What’s everybody looking forward to? And you spice it up a little bit? Talk about what inspired you to do this? And what’s what’s a great, what, why was this such great engagement for you, from your perspective,

Eddie Saunders Jr  37:53

it was rooted in a handful of things. And one of them was slight curiosity. But it’s more of an educated guess that based off all the feedback over the last 14 years of my career, I’ve noticed that a lot of people want to make more content. And really that content development is a huge gap, you know, and then I said, what better way to be able to figure it out, this is a fallacy, or if this is real, how solid this really is then skiing the industrial marketing community. And so with that got a decent amount of votes and enough to where it came to be pretty conclusive that 67% of them had not only a problem, but the problem that I had diagnosed originally in my mind. And so this not only validates that what I’m doing is in the correct path. But if I want to be super strategic, what I get to do is to get to go look at every single individual who voted content development. And that is now a list of individuals that I get to interact and engage with that already know me because they engage with my posts. They’ve already came to the conclusion that their gap is content development. I happen to fill that gap. So the conversation is warm before it even starts.

Curt Anderson  38:52

Yeah, brilliant. Absolutely love it. Alright guys, let’s keep the party rolling. Let’s slide here. Let’s take those out. You know, during COVID You know, this whole virtual thing was wonderful, but how do we get these relationships in person? Wesley and I finally had the honor privilege meeting you Eddie. I’ve met you in person. Marsha is on a call. Jacqueline’s on a call Lori my friend and WRC Ryan cases here today, bunch of my friends that I’ve had the honor and privilege of meeting in person. Totally different story maybe didn’t appreciate that pre COVID As much as we do. Post COVID. Wesley, how do you take this relationship? I love this post, by the way, I’m so captivated by the word excellence. Excellence means 1% better every single day, but just talking about how I’m going to start diving into like the live getting on site, what’s going on here? And why is that so important to get these relationships offline on in person.

Wesleyne  39:41

So this is actually a sales training that I did for a client and one of the things that I do is, whenever I have a live event, I hire I call my own paparazzi but I hire a local photographer to come take pictures of my events and so I have lots of pictures of live in action. and things right. And what I do is I want to connect whatever I’m doing in person online. And so the I call the integration of everything we’re doing. So again, our strategy, what is our overarching strategy? My strategy is to get more in person speaking engagements. I want people to see me in person in action, doing the things that I’m telling them that I can do. And what we have to realize that Seeing is believing sometimes people don’t have that great of imagination. So if we can show them us in action, it helps us build that social credibility that we’re trying to get. Yeah,

Curt Anderson  40:34

I love that point. Eddie, Dude, you are all over the place. Now again, for our manufacturing friends out there are folks at the MEP. Great opportunity. As a matter of fact, my friend Marsha in Chicago is here. What’s the new remember Marsha from louvers, I had the honor and privilege I got to meet Marsha this year, that was a highlight for me back in November, I popped into visit them in Chicago. Eddie, you’re all over the place, doing live events, shaking hands doing interviews, what’s it done for you for your credibility, your business talk about like being online, or being in person at these events,

Eddie Saunders Jr  41:06

absolutely changes the game being there in front of these individuals. And on a mass level on a scale of level, it’s really I’ve said opportunity so many times, and I’m gonna continue to say it’s created legitimately and objectively more opportunity for me, because of the individuals who I’ve been able to connect with now. My LinkedIn and the social media is just a vehicle to that. But as we all know, there’s something there’s just something about those in person meetups, and I’m glad that we finally got over, you know, the COVID have to work and really start maximizing that. And since then, it’s just really a huge important factor for me. And a huge key component to my success. Being able to get out there meet with these individuals shake the hands have that camaraderie, because it does create a whole new element and a level of understanding of who I am as a person. And it just adds more perspective and more value to the conversation and puts another token in that network channel, if you will.

Curt Anderson  41:56

Because as humble as you are, you’re just so good at it. And that’s why you’re in such high demand. And so I tell you are truly, this is a gift of yours. I absolutely love it, again, for our friends at the MEP network. Here’s a few screenshots from the past couple years at the MEP annual conference, there’s our dear friend, Carol Thomas, who’s the director of the MEP network. So again, like getting out in person, and you know what I love about these pictures? Everybody’s like doubled over laughing. We’re having a great time. Having fun. Life is stressful enough, Eddie, you’re doing the exact same thing. So it’s just getting out there and just building those relationships. Wesleyan, I’m going to slide into LinkedIn live. Okay, you did the you did a live yesterday. You’ve been on our show multiple times, Eddie, you’ve been a victim, I won’t use the word victim. You’ve been a corporate on our show a couple of times. Absolutely. Love it. LinkedIn live, I’m telling you firsthand if you if there’s anybody out there that’s looking for one of the most potent, powerful connection strategies. I’m telling you, it’s this right here. Wesleyan, you’ve been on multiple times, you’re starting to do it yourself. You’ve had a podcast for years. What is your podcasts coming in to live show? What does that done for you? Or what did some of the benefits that you’ve seen?

Wesleyne  43:06

You know, one of the things that I think it’s so great is people there are people who will not comment or like any of your stuff. But I see them like at an in person event. And they’re like, every time I open LinkedIn, I see something with you on it, every time I open it, you’re there. And that is the goal. So it’s not just posting, it’s also going on other people’s platforms it’s going live, it’s what you want to do is you want to build the recognition, you want to build the because people are buying our buyers are doing 6070 80% of their buying before they ever submitted website inquiry before they ever place their first order. And that know like trust is important. So the more you can provide people and some people will watch a video on YouTube, some people will read a poll, so we have to meet our buyers wherever they are. And so one thing that I liked that you guys do with your lives is it’s you turn it into a blog post with the whole transcript. So if somebody just wants to read it, they can read it because people consume information in different ways.

Curt Anderson  44:10

I’ll take so we actually I ran on so I’m gonna let me let me go here for a second. This is I’m going to tie in a few we’re going to make a few points go fast and furious. I know we’re coming closer to the top of the hour. Guys, if as a manufacturer, MEP marketer, whatever your jam is, whatever service you’re selling, however you’re building trust, I’ll tell you this, this live show strategy is really powerful. What we found is like people come on, they can show their products. They can show their services, we’ve got actually gone online with manufacturers where it’s almost like a little QVC where you know, there are contract custom manufacturer really, they kind of feel left out of this whole ecommerce party and they’re actually showing their products. So showcasing your expertise is a great way to do it. Now let me go here Wesleyan. There’s an MEP in Alaska. So now thanks to LinkedIn thanks to the live show. We actually He had the opportunity to go to lengths to go to Alaska. You know, this is how we make a living. And man, why not go to Alaska when you have the opportunity. So here, here we are here, you’re in Alaska. I’m with my co Stayman. We’re in Alaska. And this is how it happened. This is exactly how it happened. When COVID Four years ago, I sent a note and here’s my note right here. Hey, Dr. Lewis, a fantastic profile, you’ve built an impressive career. MEP centers play a critical role for American manufacturers. Well done. It’d be great to join your LinkedIn network wishing you continued success. I never asked for anything other than Hey, could we connect? That was it. She comes back 10 minutes later. Thanks, Kurt for the connection. I’d like to hear more how you’ve worked with MEPs we’re creating a webinar series Westland we love to do webinars are what is that our jam. So this was the great and again, like what a chance of a lifetime for like I live in Lakewood, New York, you know, like for me to go to Alaska. And that was just such a thrill to go up there. Edie, you’re going all over the place doing your programs again, like just share a little bit of like, what it’s done for you what it’s done for you professionally, what it’s done for you, you know, whether income, you know, what’s this look like? What it’s how it’s changed your complexion for your business.

Eddie Saunders Jr  46:12

The opportunity to be my own boss and into do the thing that many people are afraid of doing and wish they could I get to do that at a much earlier age, and a lot of individuals have. And it’s brought me a variety of I say it a million times. And I’m not trying to be redundant, but just opportunity. And it’s didn’t happen overnight. I will say that. But it also didn’t happen by accident. And for example, this relationship with MTDC. And see, they only have three us reporters and Tony Gunn is one of them. And he’s one of those popular guys in manufacturing, it’s hard to fill those specific shoes. But through all the compound branding that I’ve done over the years, to humanize myself and to make myself an entity that is worth talking to. This is just a direct result of doing all of those things consistently, even when it was mundane, even when it was boring. But me being persistent and consistent. My strategy ended up in the creation of opportunity and everything past that is just me taking it and having time in my life doing so. So it’s really been wonderful, but no accident and not overnight. Yeah,

Curt Anderson  47:08

it’s intentional. And it takes a lot of work is Murphy. I’m gonna back up here I’m gonna give a shout out to my friend Brian Fleming, Brian, if you want to give a little waiver everybody makes sure that you drop your LinkedIn in the chat box. Brian does a phenomenal job of helping manufacturers on LinkedIn connections and that type of thing for like those manufacturers out there that don’t want anything to do with LinkedIn. So you know, Brian’s a great guy to connect with Brian, thank you for all that you do to help manufacturers doing great work. Alright guys, we’re gonna take it home. I know everybody’s super busy. For anybody out there. I know MEP centers. I know manufacturers who I don’t care what business and don’t give yourself an ice cream right? We need testimonials. And when you’re in retail maybe it’s a little easier you go on Yelp or you get a Facebook page or Instagram and people are ranting and raving about how great you are great your product manufacturers is a little bit harder I know for them EPS that’s one of those reportable you know how do we get that reportable in back impact agonist we have found on a live show eight Marcia is McDonald’s Marcia still with us as Marsha so that he or she might have cut out. I had a picture of Marsha right here on the program. These are a bunch of folks that we’ve interviewed with the MEP center themselves or the manufacturer. When we completed work that we’ve done with the MEP. Ryan, you’ve been on the program, we did a nice little case study with our friends Tyco and Buffalo. And when you guys if you’re looking for an opportunity to get testimonials, man, I’m telling you get them on video, get them on a podcast, get them on a live show. It is just such a powerful way to capture that testimonial. Entrepreneurs man are lonely, right? And they don’t get an opportunity to brag about how awesome they are. When you can give them a microphone or that showcase to talk about what how wonderful they are. Boy, they just appreciate it so much. Lastly, guys, I’m going to talk about SEO for a second. Okay, Wesley, I’m gonna I’m going to turn it over to you for you. This is a huge point that you love to make of like how powerful SEO is on your LinkedIn or social media strategy? Why is SEO so important for social?

Wesleyne  49:04

And I would just like to say that I am not a marketer. But I understand the importance of digital marketing, right? So I talk about SEO, I talk about these things, because as a salesperson, I am very focused on marketing that converts. And so I understand the specific pieces. So I talk about SEO now because I do it. If you need SEO, you need soccer. It’s not something I do. However, what I talk about is the integration of search and social, right. So again, as your customers are searching for products or services that you have, they’re typing in your name, they’re typing in your company name, they’re doing all of those things. It’s so so very important to ensure that you’re using words keywords that they that are important to them. So even in your posts, even when I post I’m ensuring that I’m using words that my customers are feeding to me. I’m looking on Google, I’m doing all of those things. And when you type in I name my company’s name LinkedIn and Instagram and Twitter, they come up way before my website. Why? Because the social media platforms have much better SEO than we can ever have on our own. And so by keeping your profile updated when somebody is like, Okay, here’s Wesley’s LinkedIn profile, they can see, okay, here’s the last post, and they can go back as far as they would like, I get people who’ve liked my posts from 10 months ago. That means they’ve scrolled through a lot of stuff in order to get their Orth popped up in search.

Curt Anderson  50:30

Absolutely. So I just wanted to make a point right here. So we had a guest on and so we’re trying to be more strategic with our keywords on our interviews and Anna programs. So we intentionally wanted to use this tag this, we were going after one keyword digital self serve solutions for manufacturers. Okay. So the cool thing is we have guests on a program they come on, if you go to YouTube, and you type in digital self serve solutions for manufacturers, we’re number one, and we’re number two, if you type in digital self service for manufacturers, we’re coming up number one, number two, and for this particular person that was a guest on the show, like that’s one of her key words. And that’s something that she’s going after to try to come up on search. So again, as Wesleyan just said, SEO is a great. LinkedIn is a great way for SEO strategies. We’re going to close out in this guy’s I know you everybody’s here is super busy. You know, building that amazing community. That’s what it comes down to. Wesleyan, take us home, I love, love, love this post here that you have. My journey was not easy over your shoulder, it says she needed a hero. So that’s what she became. And I’ll tell you right now, my friend, you know from by my heart, you are my hero, you are your boys, I view you as a hero. A lot of us view you as a hero. Talk a little bit. Words of wisdom, Wesleyan wisdom, follow you on LinkedIn, what do you want to close us out with? Yeah,

Wesleyne  51:47

so specifically on this poll. So you know, when I say my journey wasn’t easy. I am a chemist, I moved through the world. As a salesperson, I am now an entrepreneur, I’m in the sales training world. There are not a lot of people that look like me, there are not a lot of people that have my same energy and enthusiasm. So sometimes it gets hard. And what I like to do is I like to be authentic. And I like to tell people that yes, you see the success that I have now, yes, you may see me showing up and smiling. But behind the scenes, there are hundreds and hundreds and hundreds and 1000s of hours of work that it took to get here. So if you’re just starting out, know that it might be hard, know that you may not hit out the bat every time when you’re trying to do something. And that’s okay. The goal is being consistent. Keep showing up. Keep doing it. Keep going. I’ve consistently been posting on LinkedIn every weekday, I think for about three years now. And so I just show up. And in the beginning, nobody was showing up for me. But that’s okay. I kept showing up and I kept doing I kept moving. And I think throughout this time, we’ve talked a lot about building partnerships and relationships and opportunities. We haven’t said that we’ve closed the million dollar sale from LinkedIn. Because for us, that’s not what our main goal is. Our main goal is to serve is to help is to impact people. And we know that the right kind of people are going to come to us we know that the opportunities that need to come to us will come to that. So if you go on this journey of building out your online presence, your personal brand, with I’m here to impact lives. I’m here to serve people, I’m here to help my customers my clients get from where they are to where they want to be, though, you’ll get the return on your investment, eventually, maybe a day, maybe six months, maybe a year, but keep going.

Curt Anderson  53:35

Alright, sugar and spice. We’re gonna savor that one for a minute, right? Eddie Saunders Jr. Brother, can you here’s one last shot of you. You’ve got the red pants, the red microphone, I cannot wait to see you in person next week. Take us home any parting thoughts, words of wisdom, inspiration for our friends in the audience today?

Eddie Saunders Jr  53:56

Great, Woody Hayes once said that anything easy, isn’t worth a dang. And I believe that to be very true. But for those who do show up those who do do the work, and those who reverse engineer with intention and execute with passion. That’s a recipe for success. So in the presence of fear, that means you’re doing something correctly. And I advise to run to that with all the passion and with all the good intention in the world. Because you’d be really surprised what stands on the other side of that conversation.

Curt Anderson  54:26

All right, we’re gonna savor that for a minute. So we’re gonna we’re gonna wind down any questions. I see. Brian, you’ve got a question here. What about LinkedIn articles for SEO? I love the idea of articles. So I probably have 50 6070 articles that I put out on LinkedIn, and it was perfect. I wished Marsha was still here. Marsha from louvers. This is gospel is truth. Wesleyan, you might have heard this before. So she couple years ago, she’s a marketer for louvers of probably 5060 person manufacturer in Chicago. Just got to visit them a couple months ago, and she they needed help she Googled SEO services or solutions in Chicago and I don’t know how on earth but I came up. So I’m in Lakewood, New York like I’m in the middle of nowhere in New York. She did a search for SEO in Illinois or Chicago. And I wish she was here because she would back me up on this. She found me she came to one of our jam session is one of our webinars just like this. She came through our iMac, the Illinois MVP became a wonderful client of ours and Jacqueline can attest to that. And so yes, those articles in my humble opinion, our top you know, are absolutely critical. You just never know when somebody’s going to do a search. You know, Brian, you have a phenomenal service so impressed with what you do, where you’re going out, like spearing, you know, like your your spearing fish in the barrel, which is great. On the SEO side, it’s a little bit more of a passive where we’re like, we’re waiting for somebody to type it. So it’s a great way to tackle both. So I don’t know, hopefully, that helped or if that answered, SEO is absolutely mission critical. From a LinkedIn standpoint. Guys, I want to be mindful of everybody’s time. I know we’re coming to the top of the hour, we took a full 55 minutes here. If you guys have any questions, I’m not going to go anywhere. I’d love to stick around. You guys want to take yourself off mute or if you want to drop a question to chat box if you didn’t already. Drop your LinkedIn and the chat be great opportunity. Please connect with Addy. Please connect with links with Wesleyan on LinkedIn. They just are so so inspiring. Just such great people. They just make us all better iron sharpens iron. Before we close out any questions for anybody out there. I want to thank Ashley Leanne Sherry, Jacqueline Athena, Leanne, Sherry, Jacqueline Athena. I got those guys, Samuel. Who else. Ryan’s here. Brian, thank you for joining us today. How about a round of applause for Wesleyan Whitaker Wesleyan. Thank you, my friend for just crushing it. How about a big round of applause for Eddie Saunders Jr. Eddie Saunders Jr. What’s your dad’s name? I don’t remember. I’m just kidding. I actually I asked him that question before so I guys I’m going to be have any questions whatsoever please connect with these guys on LinkedIn. Drop me a no. Let us know what’s going on how we can help you how we can serve. And thank you. Thank you guys. I know you’re busy. Thank you for joining us today. We appreciate you have an awesome awesome rest of your week. Thank you guys. Thank you Samuel. Thank you Ryan Okay,

Eddie Saunders Jr  57:28

all right. I will send

Curt Anderson  57:29

out the Eddie Thank you dude. You are amazing as always, what is Wesley and how about for him just filling in on backup.

Wesleyne  57:38

He’s just split in did Yong

Curt Anderson  57:40

Yong Daymond what’s what’s that? Is that TV show young whatever with with the young you know what I’m talking about? What’s that TV show? Young

Eddie Saunders Jr  57:53

Young Sheldon

Curt Anderson  57:54

Thank you young that yeah, yes, yes, yes. Yes. What’s What’s the original show? What’s the original show? Oh my gosh. Like big bang theory right Big Bang theory then young Sheldon so like you’re you’re young Damon. Damon, Damon Damon is Big Bang Theory, that’s for sure. So that’s, that’s a good one for Damon. So I love them. I’ll send the replay out to everybody

Wesleyne  58:20

and if not the recording. I

Curt Anderson  58:22

will stop the recording. Stop. Let me stop sharing. Let me stop the recording. Thank you. Whistling