[00:00:00] All right, next guest. Let's keep this thing rolling. We are three hours strong of streaming. We got two more great sessions coming in. Jesse, I'm bringing you on. What's up, man?
[00:00:10] Hey, what's up, man? Zach. You are three hours deep into a Facebook, three and a half in the morning.
[00:00:16] This is nonstop. I showed you this. I got my job here. This is my water hydrated. It's been a nonstop party.
[00:00:25] This is like old school Jerry Lewis telethon. But it sounds about right. Yeah. And I don't know if you can hear, by the way, so I've got a guest with me.
[00:00:35] I've got my two year old across the room from me for a few minutes. This is part of the joys of doing a webinars from home during covid. So my my wife will be home in a few minutes. And we are like logistically like, well, we're going to do. Right. So that's how it goes.
[00:00:49] Man, I appreciate you hopping on with us. You and I mean the way that you kind of came into the Sisu world, I guess, as you and I were I was in your master mind, what, a few weeks ago.
[00:01:01] And I was invited by by one of the members and the mastermind. And you're running great stuff. So I said I got to have this guy come and talk.
[00:01:10] I know. And I and I and I had you guys on because I'm like, OK, let me really dove in the Sisu.
[00:01:15] And I know you probably have every guest gush about how good you guys are, but like, it truly is the best, like bolt on to a CRM platform I've ever seen. I mean, it has everything that we want. We will go into that detail. Yes. That's how we got here was someone came to me that I trusted and said, you've got to look at what they do. And I said, it really is amazing. And then you can talk to our mastermind. It was rad. And here we are.
[00:01:35] So I want to talk today where you have this. You're actually writing a book on this. So and I am excited. When does the book come out?
[00:01:45] As soon as I finish writing it. What was that as soon as I finished writing it, it's coming out. OK, I'm going to say probably in the middle of next year.
[00:01:56] So I'm working with a coauthor now because it's one of these things for leverage. Like I've been working on it like little by little in the middle of running a real estate team, building a brokerage. It's like, let's write a book. And it's a very slow process. I said, OK, let's bring in a coauthor, not a ghostwriter, an actual coauthor. We can collaborate and get things done faster. But it's on a topic that I'm I'm really passionate about that I love. And it's it's called Friend Working.
[00:02:18] Yeah. Yeah. And I hadn't heard that term before because I made.
[00:02:23] Yeah, something something around networking, but different, right? Maybe you could elaborate a little bit for us.
[00:02:28] Yes. So I, I think you haven't heard from working because I'm pretty sure I made it up. We're sitting around a table at lunch at a real estate mastermind event with a bunch of nerdy real estate friends. I'm pretty nerdy in the real estate world. And we were like, OK, I'm doing this thing. This is going to smush these things together. What do you call that? Someone was like, Fred, working. I'm pretty sure it was actually my friend Sarah Cruz out of Houston who runs a team there. I think Sarah's the one who coined the term friend working. So I always described in my world that I've generated a lot of business, like literally millions of dollars in commissions, through the people I've known to people I've met. And most people call that networking. The proper networking is when you go networking, people feel that energy and they it just it feels wrong. Yeah. Yeah. You're looking through them to a goal like you're only there because you're trying to get business out of it. And there's a number of books on this topic like the Go Giver's one. There's all these books that are around just making friends. But no one really had written a book, kind of the same way that I approached life, which is I just go out to make friends. I literally when I used to do a lot in the bank on home space before that, there are some other accounts, but it was really all about in business to business sales or business to consumer. I don't call them my clients. I call my friends. And so I I'm breaking down the system of exactly what I do to create friendships that turn into business. So they really are clients, but they really are more about making relationships there.
[00:03:54] So friend working. I mean, are you talking you're just going to whatever type of event and you're meeting people in that building business off of that? I mean, what does that look like?
[00:04:05] So I said to myself that my two year old is now in child care, so by child care, I mean like with with mom, which is like without a doubt that you're now you got my full attention of a friend working is about stop networking and start friend working.
[00:04:25] So it's not just about going to make friends. I still have an agenda. I still know where I'm going. But in the moment it's all about just truly connecting deeply. And I pulled part of it out of another book called The Light Switch. If you read the light switch now. So the light switch is fantastic. And there's one part of the light switch that I took and then kind of ran with it. So I give full credit to the author of The Light Switch. It was a guy who used to he used to recruit spies for the FBI. And you go to people from foreign countries and say, hey, would you maybe want to collect intelligence against your home country and spy for America? So what's that tell you about this guy? He's got a really good skill set in creating rapport, making connections, bonding, and then he reverse engineered himself to explain how he did what he did. He actually taught classes to future FBI agents. And so he breaks it down in the book. And it was a lot of things that I do naturally, but I never thought of explaining it in this context. And once again, I'm like, oh, that's that makes sense. I actually do these things, but I could never train someone else. So, like, on a scale of one to 10, I mean, I know you a little bit at this point, but I'm getting to know you more with one being you're a total like I can't talk to anybody tempting. Like I talk to anyone. How would you how would you rank yourself?
[00:05:33] I probably you talking to me. I pass it in there seven or eight times.
[00:05:37] I'm I'm not, like, super outgoing, but I mean, you're not you may not be super outgoing, but you know how to ask questions and put people at ease. Like, you just have a very natural sense to you, right. I would say you're totally at least seven or eight you probably being harsh on yourself, you probably even higher. And so the likes which this book, it won't take someone from a one and make them a 10 in terms of being able to talk to anyone. But it can take someone who is like a two and make him a five or six. If you're a seven or eight, it'll make you a ten because it gives you step by step how to go make friends with anyone. So then I took that concept and applied it to specifically in a business context, how do you leverage relationships that turn into a business? So the friendship formula for parts and if people are watching as they want to take notes, write this down, it's friendship. And when he says friendship, it could be love of anyone watching. This is single that works to build.
[00:06:27] It does. It works to find a significant other uses. But it also works in a business standpoint, because if you've got some friends that are hopeless, I need to get them on here. Let's do it. So let's just break it down. Friendship works like this is a business friendship, romantic friendship, whatever.
[00:06:43] Friendship equals proximity. Time's duration times intensity, times frequency.
[00:06:54] Frequency, proximity, duration, intensity, and I'll break down with each of those are and you'll see how this applies in the business world. So proximity is pretty easy. If you're talking to someone like you and I are on the screen right now. We're fairly close to each other on the screen. But truly, I don't even know what city what city you live in Salt Lake. Salt Lake. And I'm in San Diego. So truly, we're like a thousand miles apart. So if I really wanted to forget about covid, because covid changes all the rules, but if I really wanted to get connected with you and dial up our relationship, I probably get on a plane and I'd go fly out to visit you. So when we were doing all the bank owned home, stuff like I would meet a single contact and I would get 30, 40, 50 homes to sell in a single year from the one person I met. So it was really worthwhile to build that relationship. And I didn't come into it thinking, I'm going to use this person and get I just take it. And so I got a bunch of listings like like make friends like this person's rap. What can I do so I could get on a plane.
[00:07:50] We had some clients in Salt Lake City, some in Dallas, some multiple times a year. We fly to that city to get in close physical proximity. That was pretty straightforward. Right. And that's what let's do frequency. If you and I talked on Zoome or on Streamliner right now, the same difference. Right. And we talked on Zimm once a month, would we get to know each other a little better? Absolutely. And if we talked at once a week, we'd get to know each other even better now and we talked every day. Would it really start to feel like, dude, I know this person and here's here's what I got to make sure you're not creepy. And Zach, this is not you. This is for your single friends. Right. And if you don't know someone at all, don't go from zero to like a hundred, like don't go from like you don't know them to being their best friend and calling them all the time. It's creepy. You got to slowly ratchet up or like maybe follow up once and then another and then slowly, little by little, you get to the point where you're literally like you're talking every day.
[00:08:46] Makes sense, and then you got then you got what are you talking about? So that's the intensity portion if you go in, I got on here right now and I was like, Isaac's cool, had to get on it. But is that whatever? How does that.
[00:08:59] Sisu, ITCZ, that's called Sisu now it's a company that's cool, yeah, what is it, warm in Salt Lake City right now?
[00:09:09] It's trying to not be anyone watching right now.
[00:09:12] We probably just lost half our audience right there. Super.
[00:09:15] Not a very intense conversation now. And no one's watching us. Just block out the fact that you're on Facebook live for three and a half hours, that you're just talking to me, you and me, ready. These are the types of questions I would end up asking people and I'd meet them at like a networking event. You just talk and you shoot and stuff. And then I just let the conversation. I get curious and it just naturally go someplace deeper. That ratchets up the intensity. So if we're talking like. So where'd you grow up, dude?
[00:09:40] I grew up in Salt Lake.
[00:09:42] Did you really see boundaries there? Yeah. Is that common? Is that a city where, like most people are born and raised a lot of transplants?
[00:09:50] You know, I think people tend to get here and stay here, so it is a little more grow up homegrown.
[00:09:57] So like that's what is what is it about Salt Lake that makes me want to stay there?
[00:10:03] Or you got mountains 20 minutes that way. You've got lakes down there. I've got some of the best ski resorts in the world that are just for example, when I was in class, I would get out of class. I've got 20 minutes, catch up around snowboarding and then get back to class. And it was just really nice students.
[00:10:19] Where's your favorite place to do border ski? First of all, Mark Parks and Baseball Park City. And so I actually hear this amazing pause right there. Anyone watching? Did you notice Zach's body language change when he started talking about that? Yeah. If you go back and you rewind this recording, Zach went from normal life, just kind of doing his thing when he started talking about something he loved, his shoulders relaxed. He got a smile. His tone of voice changed everything about you, changed the energy. Right. And said, you know, it would Oprah Winfrey says or maybe maybe she always credits millions of them. Are they credit everybody credits someone else for this.
[00:10:56] The saying is no one will remember what you said. They'll only remember how you felt. So when you ask someone questions about things that matter to them and you really go deep and you get curious, they start talking about things they love and they don't remember the ending, that they didn't learn anything about you. They just talked about themselves on it. They feel great, like Jesse's rad or whatever. You they don't know anything about me. This like I just I was single, you know, I've been married my wife ten years. Use this for people purposes. But when back when I was single. Same thing works. When you're on dates, you just talk to the person that everyone is talking about themselves. Same thing works in a business situation. It's it's actually really weird for me to be on streamy out with you right now, doing all the talking and not having you do the talking, because I'm so used to asking questions and letting other people just talk. That's that's the magic. Right. So so we got frequency, proximity, intensity. And the last one is duration. Anyone who has watched this broadcast for the last three hours straight has a bond and a connection with you that is very different than three hours ago.
[00:11:58] That's interesting to think about.
[00:12:01] I don't know if there's even a single human being. Let's watch this whole three hours. I hope there is. I hope maybe like your mom is watching is like Zach's amazing. I don't know, maybe you got like the like the most die hard Sisu fan that's just like watched all three hours because there's been some great guests.
[00:12:12] But if someone because even if they're watching for the guests, they still got little pieces of Zach as you hosted this thing. And it creates there's something called, you know what, the parasympathetic responses. I don't know, OK, ready to get on an MRI brain. So please, please take care when you talk to someone in person, if they did an MRI of your brain and looked at what areas lights up and then they did an MRI of someone's brain talking to someone on camera or watching someone on camera, their brain lights up in almost the same way. Interesting. You cannot tell the difference between watching a character on TV or talking to them yourself in real life that you can, but not at a deep physiological level. So have you ever binge watch a TV show? Oh, yeah. They watch binge watch.
[00:12:57] I binge watch. I just finished the office.
[00:12:59] Actually the office was such a good show. Did OK. And comedies are a perfect example of this. So how many, how many seasons did you watch and over what period of time.
[00:13:11] I think I finished all of them and I mean it was a few minutes, at least a few months.
[00:13:17] But you have consumed nothing other than like every character in the office when it was done or even in the middle. Did you ever feel like you were like legit friends with those people?
[00:13:26] Oh, yeah. And you feel like, you know, I'm it's weird, right?
[00:13:29] But if you saw Steve Carell on The Street, you'd be like, I know that guy. Yeah. That's the parasympathetic response. You don't know him at all. You only know a character. And, you know, I think his character is real to you. So, like, my wife and I have a two year on the final. My wife, when she was pregnant with my son, my first child, she binge watched friends. I didn't even I wasn't even in the room like she was just like she had a hard pregnancy. And like the dude, she's amazing. And but she spent a lot of time chillin just like feet up as she was. Doctors orders prescribed her and she watched a lot of friends episodes. I was in the other room. I didn't even watch them myself. But I've watched enough friends episodes in my life to know the characters voices that I legitimately felt like I was friends with Joey, Rachel, Monica. By the time like I was like, dude, I'm hanging out like they were. I didn't even watch them. I just listen to them and watch by the corner of my eye. It's our brains are pretty amazing things. Wow. So that's what the French that's what Fredricka is about. So Fred, working is taking that foundation of those four things and dialing it up. If you want to develop a deeper relationship with someone, increase the proximity, increase the duration, increase the intensity of the conversation and increase the increase any one of these elements or all of them. And when you do that, you can do it in a strategic way or you a lot of people watching. Let's just do this naturally, because it's just what they do, because they're connectors. This makes sense.
[00:14:55] Totally. So so question for you. How how do you teach this to realist's if I want. This is kind of a feels like a not a fuzzy thing, but it feels like how do I go and teach this to an agent exactly like I just did exactly like I just did.
[00:15:11] It starts by awareness. It's how you learn anything in life thinking about it. Right. How do you learn anything in life? It starts by being aware. So have you ever met a close talker?
[00:15:21] I haven't. Well, I don't know what that is.
[00:15:23] A close talker. When someone gets in your space bubble and they're all up in the upper level and you're like, do you get back now? How do you stop someone? And it's creepy. But if you're trying to teach a salesperson who's a close talker, don't do that. It's getting in your way. It's hurting your business.
[00:15:37] How do you teach someone about that, knowing that they're going to be aware of it? Right.
[00:15:41] It starts with awareness and it's not going to stop them. They just have to know it exists. So now that agents have watched this and they know this friendship formula exists, they can start to be aware of how is my proximity? Right. Because you want to be a little closer, but too close to too much. I was. And how's my duration? Am I talking to them enough? Like I do a lot more recruitment these days than I do working with clients. And I still got a sales team in San Diego we this amount of houses. But I focused more on my day to day efforts on recruitment. I just lost a pretty big recruit because I didn't have enough duration, I didn't have enough frequency. I was talking to him the long conversations, but they were weeks apart and he ended up joining someone that was that is talk to a lot more often that frankly, probably wasn't as qualified. And he knew it. And he's like, I think I'm going to get more out of your guys, Jesse. But like, I just I see this dude all the time and I feel more comfortable. And I said, I'm excited for you. Congratulations. I legitimately was excited and I'm happy he made a decision. And did it hurt? Yes, I was frustrated right. At the same time, I took ownership that like I caused that problem because I knew looking at this formula, what what went wrong, I didn't have enough frequency. I wasn't there enough, I didn't like I knew because I was busy and I just didn't it was like every couple of weeks he's busy.
[00:16:53] I'll talk to later, like he does 400 hours a year. Right. So it's like he's busy doing a lot of houses and, you know, it's it happens. Does that make sense? Yeah, it starts with awareness and then it's practice. It's role play. It's actually testing out these things or in real life. So I do this thing called the the A. report game. You never heard of that. So I think I got it from Tom like I was in Tom very coaching, like circuit two thousand, five or six. So I think I got it from there, like very few things that are uniquely my own. I just get ideas and then I like adapt and twist them and make them new. So I think this came from there. But so Raipur means like you're just connecting the energy is there. Right. Like you can feel when you're in. Right. The best way to learn the poor is to actually be out of report, so you ever heard, like, the basics of sales, like mixing and matching up Myanmar to everything like Miren match, rate of speech, tone of voice, choice of words, diction, inflection, like match everything. Body language. Guess with the anti war games, we do the opposite to try this, you drink coffee at all? I did a little bit here and then you go to Starbucks like a local coffee place.
[00:18:02] No, I actually like Cold Brew. I don't really love coffee.
[00:18:06] Ok, then you ever go to like a drugstore? Where is the place you go that you can have a short interaction with someone and you'll never see them again? Like 7-Eleven civilians. Like I always say Starbucks because you have that 30 second and I don't even drink coffee, but like you have a 30 second engagement with a barista and there's like a million Starbucks. So, like, you'll never see that person again. But like, you want to go someplace with a really low threshold, that's where you practice. That's why that's why role-Play is good. Because if you're going to roleplay, there's very little barrier to screw it up. Doesn't matter if people some people don't like role playing like it feels weird. Fine. Go practice with real life human beings. So here's your challenge activity to you on a 7-Eleven. I want you to do the opposite of everything the cashier does. If they talk fast, I want you to talk slow. Right, if they use big words, use words and vice versa and notice how it feels to be out of report, because that's going to teach you what you need to do when you want to get into someone, it's almost better to practice the opposite. So it becomes it's easier to figure out when you're doing it wrong than to figure out what you're doing it right.
[00:19:10] You want to have it like implanted in your brain, like this is what it feels like to be out of a poor cell. The second that happens when I'm on a sales call, it's like, oh, I know that feeling. That's less correct.
[00:19:20] And in sales cycle. So if you're really talking to a friend working, it's more longer sales cycles. Like with a lot of real estate agents. It's a pretty quick cycle. You get on the phone, your goal is to book an appointment. It doesn't take 17 calls to book an appointment. The type of sales I was doing was more long term. Right. So it took it basically took a little more like it had I had time to slow down and course. Correct. If I was doing some wrong. Oh, I need to be more impressive. I need to get on a plane and go there or get on zoom to trigger that parasympathetic response, or I need to send them something fun and like ratchet up the intensity. Right. I once sent someone the guy recently his favorite band is Pantera. I happen to have played in bands since I was like 14 years old. We connected over music. We're talking real music. I we had an argument over what his favorite Pantera album was like, a fun argument. It was like the intensity was like fairly high though, right. Because this is not a normal conversation. He was expecting to talk real estate and we're talking Pantera. If you don't know what that band is, by the way, look him up. It's like heavy metal. Anyway, I. I sent him a giant six foot by eight foot flag of the cover of his favorite Pantera album.
[00:20:28] In the mail.
[00:20:31] It happened to match the decor of his wall colors, which were blue I saw on the zoom back, so it all tied together like, do you see what that did from creating a friendship? Yeah, like it triggered the intense interest of all sorts of things, and it also triggers the the reciprocal response that psychology of reciprocity, that one.
[00:20:49] Yeah, I love the persuasion. You ever read that one? That's a good one.
[00:20:53] Love. It was actually so good. Like I'm just a nerd when it comes to this stuff. Like I truly love it. And someone recently said, like, it's studying your craft and I don't do it because I want to manipulate people. I do it because learning keeps it interesting for me. I've been in real estate for 16 years and I just I never once I'm learning. I always want to learn new ways to communicate and connect because I like people. I don't want to manipulate them. I want to. I want to. I love them. I want to learn about them. It's just this. Give me a way to connect with more people.
[00:21:22] The manipulation, even it can be positive, too. I mean, in a lot of ways, I had a funny story. I had this professor walk into my college class once and say, I'm going to teach you how to manipulate people. And it was just like this weird conversation. But in his mind, it was like everything you do is manipulation to an extent. So he has to outlook on that was very interesting to hear from him. But I mean, what are your intentions, good or not so.
[00:21:52] Well, that's just going to say I see your point. I think most people use the word manipulation in a negative context, but. Yeah, but he's totally right. I mean, everything is manipulation. I took a statistics class in college that was all about manipulation. Yeah, you say they have no interest except if he is Sisu and then your numbers don't lie.
[00:22:15] I said, unless of you, Sisu, and then your numbers don't lie. Yeah, no, of course not.
[00:22:21] It was perfectly, perfectly set up for that moment. Right.
[00:22:24] That was like the take like what's down on me for a second. But yes, that that the the blessing in the curse of Sisu is that you can't hide from your numbers.
[00:22:32] So what else you want to go wrong? I don't get another guest after this where we're going, but I'm happy to be about five minutes here.
[00:22:39] Jesse. I'm game to go, and I think this has been very insightful, I think, you know, maybe I was looking a little more like tactically, how would I go and roll this out? And I think you answer that perfectly is I'm just going to make my agents aware of this. I'm going to teach them this so that they're thinking about it. Have you seen a pretty good strong I mean, I'm assuming you teach your team to write this type of stuff. Pretty big impact you guys do. And a lot of business for Sphere. I'm assuming that's kind of the goal stuff.
[00:23:10] Yeah. And I learned stuff just every time I'm talking, like I just listen to Veronica, who was on before me talking about her director of fun. Like, I love that idea. Totally stealing it, totally stealing director of fun. And I know where she got it from. Maybe she made it up. But like, when you're talking about connecting with your sphere and doing business there, yeah. It's you can actually teach these things and you can you can do it at scale. If you're a team leader watching this, you can absolutely do this at scale by having someone in your back office that you can leverage. We used to call our director of client experiences, but I think director is fun you so, so much better. But you can take these friend working concepts and you can take ways to ratchet up the relationship and you can literally have someone outsourced on your team to do these things, to think about nice things to do for people. And hopefully you're doing it because you genuinely want to do nice things. But it's also crashing of this connection. So one thing that we we started doing and I got this from a friend of mine who actually runs a business around this, that they they basically teach agents how to create private Facebook groups and then run client giveaways to their own sphere and past clients. Interesting that it's and it's but if you think of it through the formula, I just talk to you. The friendship formula it is you understand how it's creating because they're coming back to that group for regular basis. They're watching videos of the team leader. So that's that's creating both the proximity effect of video.
[00:24:29] It's creating a frequency because they're coming more often because how often you talk to your sphere. There's ways that you can systematically do this as a team sport uses to talk more and not have it be like forced, right? Well, that's the whole like Bio-fuel only like that's the whole thing with potpies. Right. Which seems so old school. But there's a reason why they work. There's a reason why potpies and these days in some of our kind of cheese ball. But like the concept behind it is, you're just you're getting in front of them. You're increasing your frequency. You are literally showing up in front of them more often than there is. If you want to teach some tactical things to people that agents watching this, I would teach people in terms of referral generation to understand the psychology behind why referral generation works. And then you can go trigger these feelings in the people around you to actually get more referrals sent to you. So what I mean by that is this. Back in the olden days, human beings have evolved and. We used to have to know what food we should eat or not eat or else we would die. Let's just take a simple, simple point, right, without getting all scientific. Like, if you were to eat the red berries and they made you feel happy, great. Again, eat blueberries, get super sick, don't eat those again. So there is this way that we would share tribal knowledge among the voice, the voice that is just hardwired into us that they like to eat. The red ones are delicious. Do not eat. The blue ones are bad. That is, parents don't eat. That's right.
[00:25:50] And so ingrained into us is this idea that we want to share what we know and help our our friends and our peers in our family and loved ones have a good experience and we want them to avoid pain. So if you're able to set yourself up in the mind of the people around you using this formula, right. So you remind them that you're really good at what you do, that you're going to not put any pressure on their friends. You're going to take care of them. And you create this evidence of success again, using social media, Facebook, live videos, Facebook, live, tell a story. Here's a tactical thing. Tell a story about a client you just helped achieve a goal. Don't use any personal details the client wouldn't want you to share, but you're showing that it's not you're not bragging about yourself. You're bragging about his client or if you're a team leader, bragging about one of the agents on your team and what they just did. Right. It's going to show to your sphere you're a good at what you do. You're trustworthy, you've got other clients. And that makes sense. Yeah.
[00:26:41] And then don't eat the blueberries there that is interested.
[00:26:49] I love it, man. This has been great. They've give it one last thing. Just give me give us a couple of bucks. What you mentioned like switch if I want to come. And I just you know, obviously your book is coming out, but you you seem to have a few books that have really inspired a couple of these things and maybe we should be going to check out.
[00:27:08] So, yes, really good question. So my wife makes fun of me because I always have about six or seven books I'm reading scattered around the house and I never read all of any of them. I'm one of these people that I'm like, I'll flip through a couple of chapters and I read that one. And there's certain ones I go deep in that I do read the whole thing. There's one I've got right here that's still on my desk that I read recently. This one so good. I'm so good. It's nothing that what we talked about, but it is about grit, tenacity. And like David Gorgons can't hurt me. So flipping good like it. I love that book. Other books I've read recently. So the likes, which is the one I'm talking about a lot. Another book I've read recently. Have you listen to a Jimmy Quicks Limitless. Have not now. All right. That's what I would say. Again, this is not about. Not about necessary directly sales, but it's all about the science of how we learn. So if you if you're someone who likes learning and you want to optimize how you learn, Jim Quick has an amazing podcast called The Quick Brain podcast. Like I'd love to have him on my podcast sometime we run out our morning power huddle. I'd love to see them get Jim to come along at some point, but his book, Limitless is so, so good. Dude. Like it is. It's yeah. Check it out. You'll take it. It's just about how to optimize your brain, how to learn faster, how to learn better. All that good stuff.
[00:28:25] I love it. I need that. I need to do more.
[00:28:31] Jesse, thanks for coming on. Man We're going into our next session now, so I really appreciate you coming on. It's been great, some of this content and we'll be seeing you around.
[00:28:41] Thanks for having that is fun. Take care.
