EP 246 Truth #9 Discipline is Greater Than Talent

Tom: Foreign. Thanks for joining us for, uh, another truth in our series of the top 30 truths we've learned over the last 30 years. So, um, tap. Good to be back with you.

Tab: Good to see you.

Tom: I hope this has been beneficial, but I'm, I'm, um. This is not a sexy truth we're going to talk about today, but it is so fun. It's like, not something people will go, oh, I've never thought of that before. But it is a great reminder, um, and something that actually it's so, it should be so encouraging because if we apply this truth, we can be, it's guaranteed we can be successful in sales. To apply this truth, that's a pretty bold statement. Statement.

Tab: I, I, I, I would be bold to say that.

Tom: I already said bold. You can't use that.

Tab: Okay. I would be, um, encouraged to say, I don't know, I don't even know what the right word.

Tom: You're compelled.

Tab: I would say that this is one of the truths that it's, it's probably the most simplistic truth we. Of the 30. I'm, I'm gonna venture to say that's a good, uh, venture, venture to say this may be the most simplistic truth we have, but probably the one that can have more change than any one of the most important things that you can do to change things in your life. All of your life.

Tom: All of your life. But it's also probably the hardest thing to do. So, uh, I know we're teasing everybody, so I'm going to set the truth up with the story.

Tab: Okay?

Tom: Okay. So, you know, we used to have motivational speaker. This is in the 80s, so I'm early in my sales career and I don't know anything, but. I don't know. I don't know anything, but I was this, so struck me this interview. So, so I was listening to this series. I uh, think it was cassette tapes. You know, you like, you pop them in, you know, and listen to a motivational speaker. And this, some, some I got in touch some I got a hold of these tapes. Somebody gave them to me and said, you'd like, this is motivational. You're in sales. So as I would driving around doing the sales thing and visiting my customers and prospects, I'd listen to these tapes. And the guy was a successful songwriter. I think he was a kind of behind the scenes songwriter, like, but he'd written a ton of successful songs. And they asked him this question and it stuck with me to this day. And he said, so why are you so successful. You know, that was just a question we always want to ask successful people. Uh, and he said, because the people that had more talent quit.

Tab: Oh, that's really good.

Tom: And I really stuck with me. And he, and he. He's like, yeah, there's a lot of more talented people. A lot more talented people. People. Ed Sheeran, I read when I was kind of trying to find this guy, I couldn't find him who it was, but I saw this quote from Ed Sheeran said persistence is greater than talent. And it's so true because I'm fascinated by, uh, I'm fascinated by people who are successful. Like, what happened? I love biographies. I think you're the same way. And there's always a consistent theme that they're always just like I was watching the. The. The. The Eagles, the history of the Eagles biography, and they're talking about Jackson Brown just working on this song over. Driving him crazy because he lived in the apartment below, driving them crazy because he would just work on the song over and over and over and over again. And that's a consistent theme of everybody successful. They just. They get a vision early of what they want to do and they just outwork everybody. Um, so the truth of the day. Drum roll. Is discipline is greater than talent.

Tab: Yeah. So simple, yet so profound.

Tom: It is. So. It's such good news. Well, let's, let's. Before we jump into the good news, uh, let's define it. Okay, so what do we mean by first? Let's talk about talent. Talent is God given. We all see people that are just wicked talented and you're like, ah, ah, I'm not that. I'm not that funny or I'm not that smart or I'm not that charisma or I'm not that. I'm not that quick on my feet or I'm not that. And we kind of. We can become overwhelmed by that because we're like, if we compare ourselves to people, you know, that are more talented, we can be a little discouraged because there's always people that are more talented. Um, we're always going to be around people, which is a good thing. But. And that's God given. You can't change it, right? So, you know, like, when I played football, there were people that could. That could run a 4 or 5:40 and we're 220 pounds. I mean, like, I, they just, they just were. They were really gifted. I was not that guy. Um, so that's talent. It's just God given. It's part of your DNA Those things you can't do, but discipline. And there's three things. The reason I like the word discipline versus, like worth, work ethic or persistence is because the dictionary then there's a lot of definitions or two uses of discipline. You know, you can be disciplined. In reply to education. You can discipline someone which is being so connected to punishment. But what we mean by discipline is somebody who has a. A process, has a destination, focuses on it, follows it, maintains it, consistently does it regulates their emotions and they have a long term, a long term perspective. So that's kind of what we mean. Like they have a plan, a long term plan. They know what's required to get there. They have a process, they follow it. And when the emotions show up, it says this. You're too tired. I don't want to do it. Like when you were doing the rim to rim.

Tab: Oh yeah.

Tom: And you were ready to quit. You still finished?

Tab: Yeah.

Tom: That's moving.

Tab: Just keep moving.

Tom: Keep moving. M. Keep moving.

Tab: Yeah. Uh, no, it's. It's so good. And I mean it's just in preparing for this, it was, it was fun to think back on times when I've really done this well and really be like motivated that I need to continue to do this better in parts of my life. And I'm 60, you know, I. I mean it just, it's a, uh. And I think that's why this is such a great truth. I think all of us have done this at times, but I think none of us do it completely perfectly in all of the facets of our life. So. And it, but it's uh. But you kind of have to hold on. Like I was going back to. It's a little bit like the rim to rim. When I did my first marathon, yeah, that was a. That was where I really learned the power of this. You know, like it seemed had a

Tom: plan, you had a goal, you had a destination.

Tab: It was all the things you're talking about.

Tom: And.

Tab: But it was these two guys that I was going to do it with were extremely talented. They had run track throughout their whole life. They were runners.

Tom: I had never run muscles.

Tab: Yeah, they just were that I was going. I don't think I can even fit how in the world. I've never gone more than five miles in my life, so. And it was exactly what you're talking about. It. It. The discipline of just doing the process.

Tom: Yeah.

Tab: Uh, just consistently doing the process. You get to, to the outcome.

Tom: So one of the things that people are great that are disciplined, I found they don't compare themselves to other people's goals. I know, I know they have their goals. They are focused on their goals and what they're going to do. That's all been predefined. And then they just do it. Like they, you know, that's why the Nike thing. So they just, they just push through and do it. And I want to really point out this is super good news for people in, uh, sales. It's probably not good news for people that maybe want to be a professional basketball player because you.

Tab: All the discipline in the world may not get you or.

Tom: Yeah, like the greatest singer. Yeah. I mean, but in sales, I can't speak of all the other careers, but in sales, if you're willing to do the work, you will be successful. You may not want to do the work. You may not want to be in sales, but if you do want to be in sales, you can. You will be successful if you do the work.

Tab: Yeah.

Tom: That is not something I can guarantee. I mean, there may be other careers. I haven't thought about it, but.

Tab: Yeah, and, and, and it's, it's almost like. I don't know if you've seen this, Tom, but, like, in all my years of working with sales, talented, you know, all levels of salespeople. I think some of the best salespeople I've ever worked with are B minus talent, maybe even C plus talent. But they, they just got a chip on their shoulder. They just don't ever give up. They, they're just tenacious.

Tom: Uh, I had lunch with somebody last week. Who's that guy? Yeah, he's like the top 10 real estate broker in commercial broker in Atlanta. Yeah. Makes a. And he just, he's just an, uh, he just, just worked. I mean, he just. I remember one of the guys early, uh, in my career when I was looking for, like, my first office space, I probably told you this guy, he was in real estate too. Commercial real estate. He was showing me space while he was showing me space in between missing buildings. He was cold calling. I mean, I mean, in the car.

Tab: In the car with him.

Tom: I'm, um, in the car. So between. Now, this guy had, he had no emotional intelligence. He was, he was, I mean, maybe a C

Tab: plus.

Tom: I mean, he was a robot. He had no connection with me, but he's like, I'll show you. I will show you. But he would cold call people. I mean, this guy. And he was crushing a lot of money because he. Now, does that mean that he can do it better? Sure. But there were people a lot More talented in his organization. And he was crushing it because he was so disciplined. And again, there's a balance there and there's, you know. But, um. So that's. It's. It's good. It's good news. It's good news. We can do it.

Tab: Yep. Totally agree.

Tom: And by the way, one other. One other thing I want to share that I thought was, um, along this line I thought was really interesting. There was a study that I read early. This was probably 10 plus maybe 20 years ago, and they were studying. I think they. The. The consultant that wrote the book was hired by a, uh, big insurance company. Like, I think they sold life insurance. And so they're like, we want you to tell us how to our reps to be better at their job. So go out and observe and do all the work and come back. And it was. They were looking more like sales training. Like. Like they were going to work on how. Yeah. And he said, you don't need to do that. He said, your problem is your people aren't making calls. He said, so he studied. He said if you just. He literally tested is that if you just called this number of people and said the worst thing, which is you don't need life insurance, do you.

Tab: You would have success.

Tom: You out that that person outperformed the most talented seller just by doing the. The volume. Like just, you know. Now I'm not saying that's true now, but it's just to kind of reiterate

Tab: that it drives home the point. I mean, it's just like I remember it bring. I brought back memories of my early days in sales. You know, I have my route. You know, I'm my business. My little company car. And I got my territory and I had Brian Tracy cassettes in.

Tom: Oh gosh.

Tab: And. And because I would not want to do it and I just would be like this awful. I don't want to go get kicked out of seven buildings. And I would just sit in my car and just get myself fired up because I just. I needed. I knew if I didn't go do the reps, I would. I was never going to have success.

Tom: And that's part of discipline is to know what you're supposed to do. That was something I did not have a clear understanding of. Yeah, there was a guy that I worked with. I was the number one seller at the time. And he shows up. And then within one year, he passed me m. He had a plan. He's like, I'm going to become president. I'm going to own a company. I'm going to run the thing. I'm going to learn everything about the business. He worked Saturdays. He had a. I was like, I'm making enough money. This looks great. This is great. I had no plan beyond the year or my, my, my income goals. And he had a vision and he just crushed it. Um, so even though I had more knowledge because I'd been there, I'd been there maybe a year or two more than him. Maybe I think two years. He shows up and beats me the first year.

Tab: Wow.

Tom: And he was super talented too. But I don't think his first year he beat me because of talent.

Tab: Right.

Tom: He just outworked me. So.

Tab: Yeah.

Tom: So this is, this is the simple encouragement and we'll kind of shift gears and talk about what are the barriers. But the main takeaway, I think I and Tab, I want to see if you have anything you want to add to this. So the truth is discipline. Right. Is greater than talent.

Tab: Mhm.

Tom: So how do we apply that? The best way that I think about applying it, I want to see what you think.

Tab: Mhm.

Tom: And this is the way I think about it every time I'm working on an opportunity or I'm in a, you know, with a. Trying to try and kind of connecting with a customer potential or prospect is outwork the competition.

Tab: Yeah, just.

Tom: I just think whatever, whatever I can do that. I don't think the competition is going to do, do that. Yeah, just, just outwork the competition. Whether it's, it's in my prospecting efforts, whether it's in. I, uh, want to engage a customer and what am I going to do with that customer? Like, we've done all kinds of crazy things to outwork the. We've flown places, we've done mystery shopping, we've done free assessments, we've flown teams that we've done. Just do whatever you think the competition is going to do. Do more than that. Yeah. And then, and then that, that's the best way, I think, to apply this. Um, whether you're, you're again prospecting or you're selling.

Tab: I totally agree. And to your point, it's not. I always think of this as prospecting, but it's so much bigger than this. It's like what you're doing a presentation. How are you going to outwork the competition and how you do this presentation? I had an example of this last week. Um, going brand new opportunity. Brand. It was kind of a pilot launch and I'm sitting there and you know, we, you know, they have the materials up and I'm sitting next to this, you know, the person that I had been and sold this project to. And um, she said, can I just tell you something? I was like, course. Said it's the little things. And I said, what do you mean? She goes, your color, the color. You, you have our colors in your presentation. You've used our uh, everything is our language. Like you went to the D. You went down to the very detail of making sure that this was 100% hours and connected to.

Tom: Great example.

Tab: And I was like, thank you. You know, because you forget because we do, we make a real big point of those little details matter. And that's uh, just a little, it's like little thing because, you know, I don't know who we were competing with, but they were probably more talented, I don't know.

Tom: And bigger.

Tab: Yeah, they were definitely bigger. So you know, I think those are little things that we forget that if we, if we have consistency with those, it really makes a difference.

Tom: I think that's such a great example that were. That sparks are a uh, memory for me. A long time ago. This was a couple years. I mean this is probably 15ish years ago. We were, we were selling to an organization that was in the sort of stock photography world. They sold imagery.

Tab: Mhm.

Tom: And um, so they had, they had know, I don't know how many thousands and thousands of pictures that you could buy from them. You know, when you're in. I mean everybody understands the, you know, stock photography. So they still talk to. So uh, and so I look, I knew who they were, so I went to their library. So every image I used in my presentation, I used a lot of imagery. I used all their image. I kept their, I kept their um, logo on it because if you don't buy it, I purposely kept the, the, the, the, the logo on there that represented their company. Um, I found out who this guy was that I was meeting with. I changed what I wore, you know.

Tab: Did you wear, did you wear like a tank top or something like that? Maybe

Tom: now I kind of dressed it down, you know, because we always kind of have a uh, you know, sport coat tie kind of. Back then it would probably been a sport coat tie, but you know, maybe the least sport coat kind of thing. And I drew totally. I went kind of a different angle, like kind of European, I think I had a sport coat on, but I had a completely different outfit. I wanted to make sure that I matched the style. And I was, I knew it was gonna be creative executive kind of time. M. He tells me at the end of the presentation. Well, you know what your competition did, which by the way, was five or six times our size.

Tab: Yeah.

Tom: I mean, big, well known company in our space. I mean, everybody knew who this company was. You want to say. He goes, you know, you want the. At the end of the meeting, he goes, you want to know what your competition did? And I said, uh, sure, I'd love to know that. He goes, uh, well, they all used somebody else's imagery. That's really funny. And I didn't think, by the way. I didn't think.

Tab: Yeah, yeah, easily they would do that.

Tom: And he said, they all wore suits. Yeah, that's what he said.

Tab: I mean, so I e. They didn't connect.

Tom: He goes, you obviously are. We're connected because of the work that you did and the work that they didn't do. Um, I had another situation. That same competitor, we were meeting, both were finalists and we were meeting with a, Meeting, uh, with a company to do our finalist presentation. And I found out that they had a consultant that they'd hired that written several books and that was the full. They were adopted there, that philosophy in running their whole organization. So I read the book and built my presentation around Dr. Rapai. That was the name of the guy that they were, they worked with and studied and followed and m. They were, they, they, they called me. Right. Presentation. You won.

Tab: Yeah. Yeah. I mean, and I think we've had. This is really fun thinking through this because we, yeah, we're, we're, you know, we're a little, we were, we're a smaller player in a big, big space. We have to do that or we're, we're not going to separate ourselves. And I think it's the same exact truth.

Tom: Yeah.

Tab: Regardless, uh, of where you are in your career. So.

Tom: Yeah.

Tab: But you said something I think that we probably ought to dig into in the last little bit of time we have. Which. What are the barriers to the pulling this off to?

Tom: Yeah, I think, I think the number one barrier is not being clear about what you want.

Tab: Yeah, it's a lack of vision kind of.

Tom: Yeah, it's like if you really know. And that's one thing that I've seen this in the hundreds of people that I've studied that are super successful, they all get this vision early. Like, if you listen to any like Olympic athlete talk about their, their how long they've been training or a pro athlete in any field, they got the, they got the bug early. Like, okay, ever since I've been six, you know, six years Old. I knew I wanted to be like Scotty Scheffler, the number one golfer.

Tab: Ah.

Tom: I mean, he knew early on, this is what I want to do. They get that vision. And so maybe that hasn't happened for some, the people listening to this. But you start with, what is it that you. Where do you want to be? Like, what? I know that's a simple thing to say, but be really clear about that, because I'm not a natural goal setter, but when I do set goals and I have a desired destination, my behavior starts to follow and look and want that. Yeah.

Tab: It's.

Tom: So then I'm clear about what I want, and then I've got to build my plan to get there. Now at least I'm clear on what I should be disciplined about. But if we're not clear and we come in every day and we're like, I don't know what I'm doing today, and I don't know why I'm doing it, you're not going to be disciplined. I think that's where it starts.

Tab: Yeah, I agree. And I want to encourage everybody. Um, because you said something that I think is like, everybody started early. I. I heard this from Randy, um, our friend Randy, who talked to the other day, and he told me I was whining about something. I wish I'd done this earlier.

Tom: Yeah.

Tab: He said, uh, tab, you're right. The best time for you to have figured this out and had vision about this and done this is 20 years ago. Second best time is today.

Tom: Yeah.

Tab: And I thought, dang, that's good. It's never too late. You know, it's never too late to get vision and to get focused, and it's easy to just go, well, I should have done that a long time ago. So I do want to encourage people.

Tom: Yeah. Don't think you have to do it early. It's just, they know. Everybody that's disciplined knows that they know it.

Tab: And the ones that we usually see have a lot of success kind of, you know, because think about. If you start late, you know, you may not ever know kind of what the end of the story is. But anyway, so it's. It's so great.

Tom: A great reminder. Yeah. Because that's true. I mean, if you're gonna. If you want to be the best of the world or something, I mean, you know, and get paid hundreds of millions of dollars, you probably do have to start when you're. But that's not. You got to start pretty early.

Tab: You're gonna be the best golfer in the world before you die. Yeah.

Tom: But for normal, normal business people that want to be successful, start now. Just to be clear, um, I think, I think another barrier that I see, and I see this a lot when we teach workshops and we've worked with so many different people, is they blame shift. They blame their, their lack of success on something they can't control.

Tab: Oh, gosh, that's too. That's so easy to do. Uh, sadly, I've done it.

Tom: Well, if I had a better product or if I had this or I had that or if this was not true, or I wasn't this or. And I'm sure a lot of it's true. It's just not helpful.

Tab: Yeah. And it is true. We've all done it. I've done it.

Tom: And it's.

Tab: And it doesn't, it's not like I'm not right, but I can't sit around and moan and groan about it.

Tom: Yeah, everybody's had challenges. I mean, there's people that had less challenges than others. But, um, I mean, the thing is, it just doesn't help us, you know? It doesn't. And the question that I always ask myself and I ask other people, that tells us that we really are serious about wanting to be successful, whether. Whatever that means to us, which success just means you're. You're reaching your desired destination, whatever that is for you, is I, I'll. I'll ask myself this question and I ask other people this question. Are there other people with the same situation? Or they, uh, can. Are there the same. Other people in the same situation are. That are successful? And almost always the answer is yes. So, like, if somebody's in an organization, well, we can't do that because our price is too high. Well, are there other people selling the same solution at that price? If the answer is yes, that's, that's

Tab: not a very valid reason.

Tom: Yeah, I remember I was working with HP, the S& P division, and they were selling. They're. They were selling PCs, and Dell was their number one competition. And, and they were like, well, we can't be successful because Dell can deliver their servers in three days or five days, and it takes us three months to deliver a server. I'm like, okay, well, that means that the, the 500 people that work here, I guess we should just close the doors because no one can sell a server. I mean, no one can sell a server.

Tab: Oh, no.

Tom: Yeah, I think so. So can anybody sell a server? That has to be said. I think the key is we got to find people that need a server in three months. Not. Not next week, not tomorrow. You need a better server in three months. And so the answer was yes. Their building was filled with people that had sold servers. Yeah. So, um, yeah. So we can't.

Tab: That.

Tom: I think volume shifting is a big deal.

Tab: Yeah. All right. Anything else? Any other barriers that you jump out at you?

Tom: Um, yeah. And I want to hear what you have to say about this. My last one is don't, uh, do it alone. Yeah, don't do it alone. Like, it's hard. Whatever you're doing is hard. If you want to be successful at something, it's hard. Um, it's not. You don't wake up and just do whatever comes natural. It's gonna be. So don't do it alone. Like. Like. I mean, I remember when we started. The hardest thing probably I ever did was when we started our company. We're in the basement. We have no furniture. We have no brochures. We don't really know what we're doing.

Tab: We have no windows.

Tom: We had no windows. We had very little money, if any. Very little, um, money. M. Very. I don't think we had any money. No, nothing. And. But we didn't do it alone. And we would. We would both encourage. We'd have our goals. We'd have a little tick sheet, how many calls we're going to make that day. We would support each other. I don't think I would have done it without you.

Tab: Yeah, well, I'm. I know I wouldn't have done it without you. I mean, it was. No way. Because there were many times I would have just. I wanted to give up, and I think you probably did, too. And, um, you know, I. I think that that's an awesome one. I. I had.

Tom: I had one.

Tab: I had one more. Just as we kind of wrap this up. Um, And. And my would. I think the big barrier is just trying to bite off too much.

Tom: Uh, you know what I mean?

Tab: It's almost. You get overwhelmed, so you just. And I'm speaking from.

Tom: Oh, that's a great experience.

Tab: I like goals. I like discipline. You know that about me. I do. But what can happen to me is I get overwhelmed because I have. There's. There. I'm not doing. I don't do a great job of calling it down and that. You're right. I could do all these things, but I'm just going to do one, and I'm going to do it really, really, really well. And I see. And I don't know if it's a. It's a vision. Uh, vision matters. But. But it's almost like the dis.

Tom: No, that's part of your plan. You have a. You have a. You have a plan that you can execute. And it starts slow. Yeah. Like, one of the things that's hard for me is get back in shape. Like, once you get out of shape, it's really hard. And I in like. And I had knee surgery and then I couldn't quite run right. And.

Tab: Yeah.

Tom: And so it kind of messed up. And I remember one of our friends told me, just add. Uh. He says, start wherever. Start wherever you want to start.

Tab: Yeah.

Tom: So you're going to run a quarter mile and then just add 10%. Yeah. Yeah. And every time. And so. And so it. I was like, oh, that it was. Became doable. I could start wherever I want. And they said a little bit, but start. I love that tag.

Tab: Well, and it's. I just read a book. I mean, you know, I'm on this journey to read a book development book once a month. And I just finished.

Tom: It's disciplines. Very good discipline.

Tab: It is. Say I'm that. Say I do this occasionally. And it's called the Compound Effect by Darren Hardy. It's a classic. Um, and I mean, I think this is a good thing to kind of wrap this one up with is. And to encourage everybody. He has a little formula in here. It's all about. All the things we were talking about here is compound effect. Like little things over time have, uh, impact. And so he has this formula and I really love this. It says small smart choices plus consistency plus time equals radical difference.

Tom: Wow.

Tab: That's really the formula that.

Tom: One more time. Say that one more time.

Tab: Smart. Small, smart choices. Like you're just something small to start. Plus consistency. See, that's. That's where a lot of people get in trouble. Plus time equals radical difference.

Tom: Wow. Uh, just don't be in a hurry, you know. And when you see that at our age, you see that with savings.

Tab: Yeah, that's. Don't even talk about that. I mean, you want to go back. Don't you want to go back now and go.

Tom: Yeah, you want to go. But. But if you just. I, I can see that now. It's like it just seemed. If you just took a little bit,

Tab: just a little, you know.

Tom: Yeah, you. You know what can you. I can't say, okay, can you save a dollar a week? Can you say, you know, and you just do it and then you can add it to whatever you can do over time becomes one day quite a Little nest egg. Yeah. Um, and that's just fine. It's make a little small sacrifices. I love this point tab because I think we all try to do too much. I mean, like, back to working out, we're gonna work out four times. What if we just worked out twice a week? What if we just worked out twice a week for 15 minutes? Right. I kind of think of it as, you know, in software they talk about the minimal viable product.

Tab: Yeah.

Tom: Like, what's the minimal level of product that you can develop that would be successful? Ah, like it'll work like the minimum. The woods and then you add from there. And I think that's the same thing with our goals. If we wanted, if we're going to make goals and a plan and to move us, what's the minimum that you can start with that you're going to see some, some, some, uh, results? Because anything below that, you won't see any results. I'm gonna make one call a week. Right.

Tab: It may not work, but whatever.

Tom: And then, and then you just add to it because it's about getting that traction. I love that. I love that.

Tab: And then everything kind of snowballed and the compound effect goes into play. You know, it just starts.

Tom: And you build a habit, and you

Tab: build a habit and like, and then, you know, like with, you know, like, like I like what happens. Like for me, working out, you know, whether I'm going to Orange Theory or doing yoga or whatever I'm doing, it's become such a habit. I, I, I don't know how to function. I mean, like, I don't. But it was really hard. Like yoga, for instance. When I first started doing yoga, I hated it. I'm thinking there's no way. I said, I'm just going to go once a week. And I'm, um, not, I'm not going to even do much. I'm just going to show up and sweat and stretch my a little bit, you know, and then the next thing you know, eight months later, it's part of my life and I'm not great at it, but it's making my back feel better. And it's just, that's a simple example and that I just want to encourage people on, get started, make, just do something and then just keep doing it over time.

Tom: Love it. So the truth is, the truth of the day is discipline is greater than talent. Therefore, outwork the competition, whatever you think. That's kind of the way that I like to frame it up. That will motivate us.

Tab: Yeah.

Tom: Whether, regardless of where whether you're working on prospecting, winning an opportunity. Just. What is that? What are you doing? That's. That's. What are you. What are you doing? That's more than the competition or better than the competition. And I think Tab's point about, um, start, start slow. Start.

Tab: Start small.

Tom: Make it achievable. Small. It's better to get traction than set big goals.

Tab: Yes. Small, smart choices. That's smart.

Tom: Choice. And stay. Stay. What can you say? Consistent. To do that.

Tab: Yep, that's it.

Tom: Yeah, do that. Beautiful.

Tab: Love it.

Tom: Well, thanks for joining us. Hopefully, this is helpful. Hope you, uh, have a great week.