Sales Unscripted · 2026-05-26 · 23 min
Key moments - from our scoring
Substance score
18 / 100
Five dimensions, 20 points each
This is a catch-up episode where Margaret Henney and Brian Neal share personal updates after an extended time apart. Margaret discusses her Costa Rica girls trip with friends from her Write Shop (a Friday morning writing group she co-founded with Lauren at a coworking space called Draft), while Brian reveals his new hobby: beekeeping with a Flow Hive, a patented Australian innovation that simplifies honey extraction. The hosts weave in actionable insights about motivation and readiness. Drawing on therapy discussions and enneagram typing (both identifying as Type 7), they emphasize that readiness is an action, not a feeling - action creates momentum, not the reverse. Brian reflects on how this applies to sales work, batching tasks, and catching momentum waves. He shares beekeeping specifics: hives contain 30,000-50,000 bees making 50 million trips daily to flowers, traveling 2-4 miles from the hive. The episode closes with the message that if you've been waiting to start something (a podcast, writing group, beehive), the only failure is not beginning. The hosts model this philosophy themselves by acting on interests without waiting for perfect conditions or motivation to arrive first.
The Flow Hive is a patented beekeeping system invented by Australian beekeepers that uses pre-made plastic combs instead of traditional frames; beekeepers insert a special tool and turn it to push the combs together, causing honey to flow directly into a jar without needing to remove frames or use a centrifuge.
A standard hive contains 30,000-50,000 bees, and they can forage 2-4 miles away from their hive to find flowers without needing human guidance.
Write Shop is a Friday morning writing group that meets at 8 a.m. at a coworking space called Draft, where participants share writing prompts (from poems, holidays, or personal themes) and write together, with members choosing to share or keep their work private.
Rather than waiting to feel motivated or ready before starting, taking immediate action creates momentum and traction that generates the motivation afterward - making action the engine of motivation, not the result of it.
A smoker releases smoke that calms bees by masking their alarm pheromones; staying calm around the hive is critical because bees detect human fear pheromones, and a hive releasing rotten banana-scented protection pheromones is a sign to close the hive and retreat.
Our reviewer’s read on each dimension, with quotes from the episode.
This is an explicit catch-up episode with no meaningful sales or B2B content. The only 'insights' offered are surface-level motivational platitudes about taking action before feeling ready, buried under extended discussions of beekeeping, a Costa Rica girls trip, Carb Day concerts, and Enneagram types.
The only failure is not starting it.
you need actually the action before the motivation
The sparse quasi-insights are fully recycled motivational tropes - 'action before motivation' is standard therapy speak and 'you'll never feel ready' is one of the most overused motivational phrases in existence. No contrarian or first-principles thinking appears anywhere.
you need actually the action before the motivation. Like, if you're not feeling motivated, that's not usually going to just come. You need to start doing something and then get a little traction
Being ready for something is, um, um, an action, not a feeling. So you'll never feel ready is the point
There are no guests - this is two co-hosts catching up after a long absence. Brian Neal has modest practitioner credentials running a sales coaching certification business (BZ SOS) targeting industrial B2B, but neither host demonstrates deep domain expertise in this episode and it is self-promotional rather than educational.
We started in December 2023. Six with six. Guess what? We just went. We had six in 2023. As of last week, we have 204 certified coaches.
Our biggest client is 2500 sellers.
The only concrete numbers in the episode relate to their own product (204 certified coaches, 2500 sellers, starting in Dec 2023) or bee biology (50 million trips per day in a 50,000-bee hive) - none of which constitutes actionable B2B evidence. The trade show experience is mentioned but never examined with any specificity.
In a 50,000b hive population, they will make every day total, cumulative 50 million trips a day
we have 204 certified coaches. 204 certified coaches, sales leaders across the country
There is no interview structure and no meaningful probing - this is two friends chatting with no agenda. The closest thing to a follow-up is a single mild poke about trade show lead follow-up, which is immediately dropped in favour of a product plug rather than pursued as a learning opportunity.
But not the follow up anyway. Okay, uh, so we need to install the trade show tool.
Did, uh, someone ask a loaded question?
Computed from the transcript - who did the talking, and the words that came up most.
Our summer kickoff catch-up episode: why the only real failure is never starting. Margaret and Bryan talk about fear, perfectionism, motivation in sales, and why you can't wait to "feel ready" before taking action. Sometimes all it takes is one move to create momentum, then the rest follows.
Transcribed and scored by The B2B Podcast Index.
Speaker A: Foreign. Hey, everyone, and welcome back to the Sales Unscripted podcast. I'm Margaret Henney.
Speaker B: I'm Brian Neal. We had to reintroduce ourselves.
Speaker A: I know. I was like, we haven't done this in a while. What's up?
Speaker B: When was the last time? Do we know?
Speaker A: Dude, I don't even know. I got to look at a calendar. But you. Not, uh, to call you out. But we haven't talked in so long that you were like, did I do something to piss you off?
Speaker B: And I was like, no, we, Margaret and I, we're the kind of friends that could not see each other for 20 years and literally sit down and start talking like we were just there.
Speaker A: Exactly.
Speaker B: That kind of thing. You're that way with everybody, though.
Speaker A: I feel like, uh, I like to be. But there are certain people, like, don't discount it. We, we. We're buds. We got something going on, so.
Speaker B: And I hadn't heard from you and I, you know, so I get in my head sometimes. I'm like, did I do something to piss Margaret off? I'm like, rolling things back. Did I say something? I'm like, did I say something? The podcast that I wasn't supposed to say, but that was all Kurt. We just. You've been really busy.
Speaker A: We both.
Speaker B: Haven't you been. We've been busy traveling. So have you been anywhere fun? This is our topic wise. We're gonna do like a little catch up show.
Speaker A: Yeah.
Speaker B: And then maybe just talk about what's been going on in sales, uh, and marketing for the past, uh, five months or so.
Speaker A: Yeah. I was just in Costa Rica.
Speaker B: Awesome.
Speaker A: And that was great. It was like a little bit of a girls trip. Um, and it was just so nice. Here's one of the great things about a girls trip in your, like, late 30s, early 40s, not to call it All My Friends. It's a lot of, like, going on a walk early in the morning, like, reading our books and then drinking a lot of wine and dancing to, like, 90s music.
Speaker B: It's so good.
Speaker A: Awesome.
Speaker B: So good.
Speaker A: So great. You don't even have to go anywhere. You're just, like, happy to be around each other.
Speaker B: I'm not even a late 30s, 40s girl, and that sounds fun to me. Oh, m. My God, I would love that.
Speaker A: I know. So it was, like, relaxing and rejuvenating and fun and, like, a little bit of everything.
Speaker B: These are college friends.
Speaker A: Uh, no, like, um, like old, not old friends, but, like, friends I made, like, later in life, which is.
Speaker B: Yeah.
Speaker A: You know, is so Funny, right? Because you kind of have your people. Um, no.
Speaker B: I know anybody that went.
Speaker A: I'm part. Nope, you wouldn't know anybody. I'm part of this great writing group. We write every Friday together.
Speaker B: You write?
Speaker A: Yes.
Speaker B: How come I'm just hearing about this? How long have you been doing that?
Speaker A: Years.
Speaker B: Shut up.
Speaker A: Uh, you're right. I've never talked about it right now. So you're right. Or, like, on this podcast.
Speaker B: But what is this?
Speaker A: It's called Write Shop. And we get together this amazing co working place called Draft, and me and my friend Lauren came up with it, like, even before the pandemic. And we're like, you know, we really love to, like, write with people. And sometimes you want to share and sometimes you don't. You get inspired by each other. And we've been doing it for years now, every Friday.
Speaker B: I had no idea you did this.
Speaker A: Yeah.
Speaker B: Is it, like, late, like, in the evening?
Speaker A: Uh, no, it's first thing in the morning on Friday at 8 o' clock in the morning. It is the best way. So we always give, like, a little prompt. And the prompt could be something about, like, it could be from a poem. It could be from, like, whatever, something somebody's thinking about. Uh, if it's like a holiday, it might be something, like, around, you know, fathers, you know, whatever. And so it's more like kind of journaling. But then some people will also do creative writing or, you know, whatever. It's all over the place. It's.
Speaker B: How cool is that?
Speaker A: I love it.
Speaker B: And how many women are in the group?
Speaker A: Um, it fluctuates because it's, like, open, you know, for. For people to come. But I mean, sometimes we'll have, you know, 20 people that come.
Speaker B: Holy.
Speaker A: Sometimes it's, you know, five people that are there. Right. Shop.
Speaker B: I cannot believe I've known you for 15 years.
Speaker A: I know. I can't. I'm sorry.
Speaker B: New that you did this.
Speaker A: Yeah, it's. It's so great. It's one of my favorite things. Yeah.
Speaker B: I got to tell Stephan about this.
Speaker A: Tell her.
Speaker B: She loves to write.
Speaker A: Does she?
Speaker B: Well, that's her. That's her. I love her medium. Totally. Like, if we get, like, sideways, she can't, like, verbalize, but she writes the most eloquent, like, notes and letters, and no matter what, she.
Speaker A: For her, I 100% believe that.
Speaker B: Yes.
Speaker A: That's cool.
Speaker B: I'm the opposite. Like, I can speak really well, but I can't write that. Yeah. That's so fun.
Speaker A: Yeah, it's cool. So that was, like, the group that went together and. And we did like a little shop abroad thing, you know, and wrote in the mornings and.
Speaker B: Super cool.
Speaker A: Yeah, it was great.
Speaker B: Can I give. I don't want to overdo the sales lessons on purpose, but, you know, we're catching up.
Speaker A: Please.
Speaker B: But, um, if you're for our listeners, I mean, you started something that wasn't there before.
Speaker A: Yeah.
Speaker B: And you just started it because you love something. And I feel like so many people have things. It could be sales related or not sales related. They're like, I've always want to start a podcast. I've always want to start a writing group. Go do it, Jess. Do it. Totally sign, like, get. It's 8:00am um, the first meeting. Just if you have two. What's the smallest crowd you ever had?
Speaker A: Oh, sometimes you'll have three people.
Speaker B: Three people. Who cares? And just keep doing it and it's great. The only failure is not starting it.
Speaker A: That is so. Okay, you know what?
Speaker B: It's the only failure point.
Speaker A: And I'll tell you too. This is so funny. I told you. I was like, I was going to be a little late to our session because I'm. I'm coming from therapy.
Speaker B: Yeah.
Speaker A: And one of the things I was talking to her about is, um, like just feeling like, hey, I want things to really be perfect. And so I have a hard time doing things, you know, just like getting started. And she. This sounds so obvious. But she was like, hey, you need actually the action before the motivation. Like, if you're not feeling motivated, that's not usually going to just come. You need to start doing something and then get a little traction and then the motivation comes from that. And I was like, damn, dude, that's a really great point.
Speaker B: So true. I'm not a therapist, but, um, by the way, I've told you my little thing about what to call your therapist. No, if you call your therapist your coach, you sound less broken.
Speaker A: Dude, I totally fucked up. Can we cut this out, Nick?
Speaker B: No, no, n. No, Nick, don't. No, no, no.
Speaker A: Go back.
Speaker B: Call her my coach. I do that. I was talking to my coach, but it's really my therapist.
Speaker A: Oh, that's a really good.
Speaker B: That is awesome. I agree. What did I just hear? This is a saying. We are getting little nuggets for our listeners out of this.
Speaker A: Yeah, I hope.
Speaker B: Welcome back episode. Um, What? Oh, there's a phrase that. There's a woman that I thought was really clever and I'm going to screw it up. I have to look it up. It's something like, um, ready. Being ready for something is, um, um, an action, not a feeling. So you'll never feel ready is the point. If you're waiting to feel ready to do something, you'll never get there. There's some, there's some phrase this woman said, I'll have to look it up
Speaker A: and oh, you think about it, let me know because I need that like, it's like mantra written down.
Speaker B: Basically. Ready is an act. It's a thing. It's not a feeling. You know, it's a state. Like, uh, like ready is just like, I'm ready means you act. It doesn't mean like, well, I'm waiting to get ready. Because you'll be waiting and waiting and waiting. You're never ready.
Speaker A: Totally. And this is very applicable to say I was actually because like having that intrinsic motivation, like you might feel motivated to like you're like, yes, I want to do a good job. I want to, um, you know, make a lot of money or I want to make my family proud or whatever it is. But a lot of times like that motivation to actually pick up the phone or to set the meeting or do those things, like, they come in spurts for me.
Speaker B: Yep.
Speaker A: Which is why I usually work in sprints. Because when they come, I'm like, I don't know when this feeling is going to come back, so I'm going to go, go, go, go, go. But when that feeling is not there, starting with the action and then getting the momentum and then it comes from that.
Speaker B: Yes.
Speaker A: And I'm talking to myself as much as I'm talking to you guys because I need this advice.
Speaker B: What's your enneagram?
Speaker A: Uh, I am. You know what, this is funny. You bring this up for the longest time. I was like a uh, nine.
Speaker B: Yeah.
Speaker A: And I was like, look, some of that. Yes, yes. But like I. I'm a seven, dude. You're a seven.
Speaker B: Let's blow it up.
Speaker A: I knew it.
Speaker B: Because that's seven behavior.
Speaker A: I knew it.
Speaker B: Seven behavior. Is this sprint. Like I always thought would I be really, I do this. So I'm gonna say badly. So predictably, huh? I'll batch a bunch of things to do and I just sit on them and sit on them and then out of nowhere I just catch this. I just start. I'm like, I gotta start this. And I just go, man. I just go and go and go. Totally do that. That's a very 7ish thing to do.
Speaker A: And when I have it, for me, it's like a. This is so dumb. When I Feel the urge to clean. I'm like, yes, everybody look out. Because I am going until this feeling goes away. And I might go all, all weekend because I'm like, who knows when this urge is gonna come back? And so I have to like act, act on it. But that's, that's good thing. Yeah.
Speaker B: I even do it in my, uh, with my football rules study.
Speaker A: Huh. Huh.
Speaker B: So a lot of guys like study rules. Uh, like every day, every week they do. And I don't do that. I batch them up and I catch this waves. And I'll go. And I'm like, okay, I'll print the test out and then I'll go lockdown. And I will go all in for hours and hours and hours and hours.
Speaker A: Dude, Catch a wave is a great way to say that.
Speaker B: It is.
Speaker A: Because it's. That is exactly how it feels.
Speaker B: You're like, awesome song.
Speaker A: To riding this wave.
Speaker B: My first concert, Beach Boys.
Speaker A: Really? That's great.
Speaker B: A great first concert. And I was sixth grade. I mean, it's perfect.
Speaker A: And wouldn't it be nice?
Speaker B: I mean, everything. Brian was still there.
Speaker A: Favorite songs, like when Brian Wilson died,
Speaker B: I cried when Prince died. And I almost cried when Brian Wilson died because I'm wearing a Prince shirt. To the thing. Uh, tomorrow, Carb day.
Speaker A: To the carb day.
Speaker B: Yeah. We live in Indianapolis, Indiana. It's race weekend. We're recording this in May. I have my cool leather shirt on, uh, leather jacket, rather. It's an old throwback race. And uh, carb day is a day. It's like a grown up party for the older generation. So like the race day is like everybody. 300,000 people. Carb day. There's more like 80,000 people there, which is really empty.
Speaker A: It looks like there's like nobody there. It's like a whole like, uh, city.
Speaker B: But they have older concerts and it's great. And you know what's happening this year for me for the first time?
Speaker A: You told me.
Speaker B: Well, no, no, no.
Speaker A: Uh, something else.
Speaker B: No, no. So you know who the band is who's playing at Carb Day?
Speaker A: Uh, Counting Crows.
Speaker B: Counting Crows.
Speaker A: Okay.
Speaker B: This is the first full generational shift in the carb day performer. So in the past it's been, um, Brian Adams, uh, Rat, or Motley Crue or Doobie Brothers or bands like that.
Speaker A: Totally.
Speaker B: And now we flipped the. We flipped over to the millennial bands.
Speaker A: I'm into it.
Speaker B: So now we're going to be Counting Crows and.
Speaker A: And, uh, now we're in our era.
Speaker B: What's the, uh, what's the guys from, uh, Canada who, uh, they're. All their songs sound the same. Look at this. Nickelback. Oh, exactly. No, see, I told you.
Speaker A: No, not.
Speaker B: But they're a millennial band.
Speaker A: They are totally a millennial.
Speaker B: Car bay is not the place where you see like a big. It's not like a Dave Matthews type of place.
Speaker A: No, no, no, no, no. Also, I want you guys to know if you a racing fan. CARB does not stand for carbohydrates.
Speaker B: No, it doesn't. That's a good point.
Speaker A: Cuz people think this a lot. They're like. Oh, are like the race car drivers like carbo loading.
Speaker B: Oh, that's so funny. Think about that carburetor, which is an old engine term. And they used to tune up their carburetors on carb day. Well, they don't have carburetors anymore, so now it's just a party.
Speaker A: It's just a party.
Speaker B: Super fun.
Speaker A: Yeah.
Speaker B: Uh, why was I telling you that?
Speaker A: I can't remember.
Speaker B: Anyway, it's old. Yeah, we're, we're. I'm aging out of that next phase.
Speaker A: Well. And you're going to carb day and I'm going to the race. You're going to the race?
Speaker B: I'm going to the race too. For sure. Yeah, for sure.
Speaker A: Love it, Love it.
Speaker B: Um, let's see. Uh, what's. What else been happening? Oh, any more life updates?
Speaker A: Gosh, I'm trying to think what the heck is going on? I don't know. Like, um, this seems silly, but you're. You're into some woo stuff, right?
Speaker B: Very.
Speaker A: Okay.
Speaker B: Eleven. Eleven. Yeah, totally.
Speaker A: Well, I've just had like, a lot of people in my life that are starting new chapters.
Speaker B: Okay.
Speaker A: You know, whether it's like new jobs or a new, you know, whatever, new outlook. And I'm like, I'm ready for my new chapter, but maybe I need to start the action first because I don't have the motivation for it. I'm like, what the heck is it? But I don't know. I'm feeling it. I think it has something to do with this changing of the season too. Like where you're like, all right, it's summertime. Like, what are we doing now?
Speaker B: So I just remembered I do have a new hobby.
Speaker A: Tell me.
Speaker B: I'm gonna show you. Maybe. Oh, please, let me see this.
Speaker A: You have a lot of hobbies, so I'm like, impressed.
Speaker B: I'm a hobby guy all day. It's going to take me just a minute. Talk amongst yourselves.
Speaker A: Okay, we will.
Speaker B: Where Is this. Oh, uh, gosh. Where is it? Come on, Neil. Where is this picture so I can show Margaret?
Speaker A: I'm waiting.
Speaker B: Stalling.
Speaker A: And it's called vamping.
Speaker B: What is that?
Speaker A: Really?
Speaker B: What's called.
Speaker A: Yeah, Vamping?
Speaker B: Mhm.
Speaker A: When you're just like kind of making it up. I don't know where it comes from, but like someone on stage and you're waiting for the next performer to come out.
Speaker B: I didn't know that.
Speaker A: And they would just like, kind of do a little dance and jingle and like say something silly to keep the crowd entertained. That's what I'm doing right now. I'm vamping at the very moment I feel like it has to do with.
Speaker B: Found it. You ready?
Speaker A: Yeah.
Speaker B: Let's go. I've got a new hobby now. I think this hobby is going to surprise you because of my kind of how I see the world. You know, we're very good friends. We see some of the things in the world a little differently, usually sometimes. But we respect that immensely. We actually are closer in the middle than we think we are.
Speaker A: Yeah.
Speaker B: Um, but this is my new hobby. You ready?
Speaker A: Okay.
Speaker B: We'll get Nick to put this up.
Speaker A: Okay. Are you showing me or.
Speaker B: I'm showing you.
Speaker A: Beekeep.
Speaker B: I'm a beekeeper. I bought a beehive. I have a beehive and I'm.
Speaker A: Wait, show the camera. Can you?
Speaker B: Well, yeah, you can. So I don't know.
Speaker A: Oh, I wish it would focus.
Speaker B: Yeah. Well, you got this. I got it. Well, hell yeah. I'm getting stung. You know, my goal is to be a beekeeper for the next 35 years and never get stung.
Speaker A: What a great.
Speaker B: But look at that. I'm telling you. And I said that because I'm not a big environmental guy.
Speaker A: Right, right, right.
Speaker B: Earth guy.
Speaker A: Yeah.
Speaker B: Yeah. Not really. Of an animal guy. Right. These bees.
Speaker A: You love it.
Speaker B: Oh my God.
Speaker A: Why does it do it for you?
Speaker B: Even tell you how much I love it? It is beyond. I could go on. We could sort of.
Speaker A: Beekeeping.
Speaker B: Bees are just. And the more you learn, the more you learn everything about them. They're.
Speaker A: We have to have them.
Speaker B: Beyond. We collapse as an earth.
Speaker A: Exactly.
Speaker B: If we don't have bees in this story.
Speaker A: Yeah.
Speaker B: And if. And uh, I want to get like over philosophical here, but man, if you don't believe in God, watch the bees. Like, everything is in order, man. Everything is here. The way they work and what they do and how they do it.
Speaker A: And so tell me though.
Speaker B: Unbelievable.
Speaker A: Did you find your bees? Did you order your bees?
Speaker B: Order your Bees you can order. You buy live bees? Yes. They come with a queen and a little. And um, there's like around her. And you put them in your hive. I'm using a thing called a flow hive, which is a patented fl. Uh, hive, uh, from a guy and his dad in Australia. Third generation beekeepers.
Speaker A: Cool.
Speaker B: Uh, beekeeping can be kind of dirty and messy. Uh, so you take these frames out, they make the comb, and you take the combs out, you get the bees off the comb, put it in the centrifuge. You got to break it all and spin it around and do all this stuff to it.
Speaker A: Okay.
Speaker B: Well, these guys invented a thing that's a pre made, um, where the brood sits at the bottom.
Speaker A: Okay.
Speaker B: Um, uh, this thing sits on top of it and it's pre made combs and they're plastic.
Speaker A: Oh. Oh.
Speaker B: The bees go and store honey in the combs and they're like this. They're kind of. And you put this tool in and turn it and it pushes the combs together and the be. The honey flows out straight into the jar.
Speaker A: Amazing.
Speaker B: Totally ready to eat. It's awesome. It's called a flow hive. So it's more my brand of beekeeping.
Speaker A: Yeah, yeah, that's. You're into that. Do you have a smoker?
Speaker B: Uhhuh. Of course, yes.
Speaker A: Tell the people what a smoker is.
Speaker B: Yeah, so a smoker is, uh, so you put smoke, uh, smoke calms bees down. So when you go to do hive work, do a hive check or brood check or do your work and uh, uh, you just smoke. Give them a little smoke. And you have to, uh, again, if you just stay calm and not get scared, you don't release pheromones.
Speaker A: They can tell that 100%.
Speaker B: Oh, a thousand percent. Oh, my. Even one of my friends said, I didn't know this. If you go up to a beehive and you open it, it smells like rotten bananas. Immediately close it and walk away because they're releasing their own fear pheromones.
Speaker A: Okay.
Speaker B: They're like protection pheromones.
Speaker A: Huh.
Speaker B: It smells really bad.
Speaker A: But they can tell ours too.
Speaker B: 100%. You might have to smoke before we go. You do. We do you smoke your hands a little bit. I've got.
Speaker A: That's not exactly what I mean, but
Speaker B: sorry. Little late. Little late.
Speaker A: Trying to stay nice and calm.
Speaker B: I don't do that.
Speaker A: Nice and calm around the bees.
Speaker B: And then the first thing you hear with the bees, uh, is the sound. So when you open a beehive, I mean, it's 50,000 bees get that. We people listening to this are going, what the hell are.
Speaker A: This is a sales podcast.
Speaker B: Where's a sales podcast? But this is about taking action towards things that are interesting to you.
Speaker A: I like that.
Speaker B: What is it? Move forward, you take action. That's kind of the theme, um, is, uh, you go, you know, you do your smoking, you open. You open the hive, and, um, there are 30 to 50, 000 bees in a hive. Okay, 30 to 50, 000. When you add up the trips that they make, this you. You have to. It's heavy math. Okay, so the bees, they literally. They fly out, they get pollen, they fly back, they fly out, fly back, fly back. That's a trip. Out and back's a trip.
Speaker A: Oh, okay. Okay.
Speaker B: In a 50,000b hive population, they will make every day total, cumulative 50 million trips a day.
Speaker A: Come on.
Speaker B: To flowers.
Speaker A: No.
Speaker B: That's all they do all day. They don't know any better. All they do all day.
Speaker A: Talk about worker bees. I mean, no wonder they got their name.
Speaker B: Just everything they are out there working and how they take care of the queen. And it's just. They clean all the dead bees out. Like, when you get bees there, a lot of them are dead. When you give them the mail. Oh, see, but you still put them all in there, and there's this big pile of dead bees. They look one at a time, just. There must be 15, 000 dead beasts. Dip, take them out. No way.
Speaker A: Okay, so now are you also planting pollinators around?
Speaker B: No. That's so It's a good question. So it's a funny. It's a very. Because, like, Steph was like, you first think it's a pet when you're like, should we tell them where the flowers are? I'm like, bees have been doing pretty good without any human help for a really long time. I think they know how to find the flowers. You don't have to, like, surround them with flowers. Like, here you go, guys.
Speaker A: Yeah.
Speaker B: Don't leave them food. They know where to go. They can go two to four miles away.
Speaker A: Oh, oh, okay.
Speaker B: From their hike.
Speaker A: So they can go wherever the hell they want.
Speaker B: I mean, they come out, they boom. They fly up that long. I don't know where they go.
Speaker A: Go.
Speaker B: It's out and back. They fly up way out of our yard. I don't know where they go.
Speaker A: Cool.
Speaker B: They'll find it. Isn't that crazy? Damn.
Speaker A: Isn't it? That's awesome.
Speaker B: So that's a new update.
Speaker A: I love it. That's a great update.
Speaker B: Inspirational. This is probably more inspirational session than a, uh, tactical session. But if you've been sitting waiting for something to do or thought, I've always wanted to get a beehive.
Speaker A: Freaking do it, man.
Speaker B: Go buy a freaking beehive.
Speaker A: Just do it.
Speaker B: Do it right.
Speaker A: Even if you don't know how. This is what's so amazing. There's a lot of things that suck about the Internet. One thing that is awesome about it, you can learn anything.
Speaker B: Literally hours and hours.
Speaker A: Any. There's hours, videos for everything. There's articles, there's chat. GPT. All you gotta do is ask it. And like, it's cool to kind of get that momentum going.
Speaker B: So a thousand percent. Go find your hobby and it just blows. These bees blow your mind.
Speaker A: I bet the sound is awesome.
Speaker B: It's great. Once you get you like, at first it's scary because you're. You hear a bee buzzing, like, oh, it's a bee. Well, when you hear 30, 000 of
Speaker A: them at once, you're gonna take off.
Speaker B: But it's so crazy. You just pop the lid off. You kind of have this little tool and you.
Speaker A: Yeah.
Speaker B: Scooting. You take the frame out. It's literally loaded with bees. Loaded it. And they're just sitting there working. They don't. They don't. They don't get freaked out or can
Speaker A: you get like a GoPro on your chest next time?
Speaker B: Uh, I can try. Yeah.
Speaker A: Something like that.
Speaker B: Like one of the things that cops have.
Speaker A: Yeah, exactly. Body cam.
Speaker B: Body cam. That'd be awesome. The body cam. I'll wear that around.
Speaker A: Incredible.
Speaker B: So anyway, that's my new little hobby update, which is kind of fun.
Speaker A: I love it.
Speaker B: That's great. And I think BZ honey is a good little brand stickers. Put it on there.
Speaker A: Oh, I like it. The branding. Well. And you've already got the colors.
Speaker B: Totally. Everything's on brand. Completely. And it's like, get it. Come on now you're a marketing chick. Come on, give me a little love here.
Speaker A: I love it. I love it.
Speaker B: Fun, isn't it?
Speaker A: That's for you. Well, thank you.
Speaker B: It all comes together. I kind of had to become a beekeeper.
Speaker A: I love it.
Speaker B: What about, uh, any work update? Things that we need to know about, like, uh, things you learned. You were. You were. I don't if I talked to you since your trade show. Since nada.
Speaker A: Oh, I don't remember. Yeah, yeah, we talked.
Speaker B: Okay.
Speaker A: We talked since then and.
Speaker B: Oh, we did.
Speaker A: It was great. I'll tell you what. We. It was like our biggest show ever, really. And it was awesome for us. And it was just great because we got to be there with kind of the big players. And this was maybe one of the first time if you go to Vegas, you know, in the convention center, depending upon what convention you go to and how big it is, there are two halls.
Speaker B: Yes.
Speaker A: And one of the halls is like the big Daddy hall and the other is like the small, maybe kind of up and coming hall. But it is a hall. To get there, like, between the two of them really sucks.
Speaker B: Yes.
Speaker A: But we were in. In the big daddy hall this year and we felt like we. Exactly. We graduated and it was awesome.
Speaker B: Did, uh, someone ask a loaded question?
Speaker A: Yes.
Speaker B: How'd the sales team do following up on the leads?
Speaker A: Uh, I wish they did better. Okay. You know what? I'll tell you one thing that they did very well is, um, just engaging with people at the show. And that is a talent and a skill that some people will kind of sit back and wait for you to come to them. It's a. It's a fine line between, like, jumping down someone's throat and following them like a psychopath. And like, just standing there and be like, no one's coming to talk to me. M. Like, which drives me totally nuts. Um, so they did a great job with that.
Speaker B: That's good.
Speaker A: Yeah. Yeah.
Speaker B: But not the follow up anyway. Okay, uh, so we need to install the trade show tool. Boy, I wish you guys would on BZSOs, because there's a tool for that. Go figure. There's a whole trade show tool that would have fixed all those problems for you. But you'll have to do it in another time.
Speaker A: We'll have to do it another time.
Speaker B: We do. So those of you go to trade shows. We have a great trade show tool.
Speaker A: Yes. Check out BZ SOS by the way. If you have not, who is perfect for it?
Speaker B: We s. So we're actually thinking, uh, like industrial outside B2B sellers.
Speaker A: Okay.
Speaker B: Not sass. Is not really our shtick anymore.
Speaker A: Okay.
Speaker B: Um, and so think of like, uh, OEM so people that make things. So an example be, um, Toyota material handling the lift trucks. And they have 50 dealers across the country that sell their stuff. It'll be like that.
Speaker A: Salute that up.
Speaker B: No sneeze bar.
Speaker A: I'm glad you went the other way.
Speaker B: Yeah, sorry. Uh, well, I started eating my own honey. Then my allergies go away.
Speaker A: Right.
Speaker B: So industrial outside B2B sales teams. Um, distributors of places that sell equipment.
Speaker A: Okay.
Speaker B: Um, so think of like, uh, forklifts and bulldozers and, uh, John Deere tractors. Oh, yeah, big things like that or anything adjacent to that.
Speaker A: Okay.
Speaker B: Outside sellers in construction, ag, like, kind of dirty job types of things.
Speaker A: Okay.
Speaker B: And then service stuff would be B2B sellers who are outside in highly competitive markets, um, where they, um, they are out feet on the street. So think of like.
Speaker A: Okay, okay. Billboards on the ground.
Speaker B: Billboard outdoor advertising companies.
Speaker A: Okay.
Speaker B: Uh, uh, that sell advertising for tv, radio, um, payroll services like adp, paychecks.
Speaker A: Oh, sure. Yeah, yeah.
Speaker B: Those types of places are really wheelhouse for us. Uh, so construction, OEM manufacturing, distribution, uh, trades. Those sorts of things are really awesome. And then the services would be like payroll, uh, feet on the street, sales teams of. On the small end, 20, but, uh, on the high end, up in the thousands. Our biggest client is 2500 sellers.
Speaker A: Nice.
Speaker B: Yeah. And we, we certify coaches. You know, we certify the leaders.
Speaker A: Yes. Which I love.
Speaker B: Um, we started in December 2023.
Speaker A: Huh huh.
Speaker B: Six with six. Guess what? We just went. We had six in 2023. As of last week, we have 204 certified coaches. 204 certified coaches, sales leaders across the country. There's a map downstairs where they all live. We've got them, like, all over the place. From Seattle to Miami and everywhere in between. It's awesome.
Speaker A: I love it.
Speaker B: So really proud. Uh, but that's one of the tools we have.
Speaker A: Nice.
Speaker B: Thanks for plugging that.
Speaker A: Hey, come on, M, man. This is what we do too.
Speaker B: Oh, and I have a friend that just bought a car dealership.
Speaker A: Tell me who.
Speaker B: Darryl Perry.
Speaker A: Oh, my gosh. I know. Daryl Perry.
Speaker B: Uh, yeah, he just bought a car dealership in Ohio.
Speaker A: Right.
Speaker B: 100.
Speaker A: Okay. This is so funny.
Speaker B: How do you know him?
Speaker A: Because he maybe, um, he worked, um, he came in as like, the GM at the VW here for a while. He did, right? Yeah. And then he left and he bought his own car dealership.
Speaker B: How did you know him?
Speaker A: I don't know. Through Covid, I think.
Speaker B: He's one of my best friends from college.
Speaker A: Shut up.
Speaker B: He's a certified. He fills in for me when we do coaching combine. I can't believe you know him.
Speaker A: I know him through Covidio. They use co video.
Speaker B: God, what a small world. Anywho, so that's our catch up. I hope people got something out of that.
Speaker A: I hope so too.
Speaker B: They had to. So we'll be back. We'll get back in the group.
Speaker A: We're getting more focused.
Speaker B: Gets more focus on, uh, sales. Ish. Stuff, but there's some stuff here. So we're going to turn people into beekeepers.
Speaker A: Yes.
Speaker B: Writers following your dreams. Easy SOS Coaches and car dealers. I love it. That's what everyone's gonna do from this episode.
Speaker A: And everyone have a great Memorial Day.
Speaker B: Yay. Cheers. See you.
Speaker A: Okay, bye.
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