In the Know with Kelly Grafton: Cold call stats that answer your biggest questions

Speaker A: Hi, I'm Kelly Grafton and welcome to in the Know, uh, a podcast where we explore what it takes to grow, lead, and thrive as a sales professional. Each episode, I'll sit down with sales experts to dive into the training techniques and real world experiences that shape successful careers and sales. Whether you're just getting started or well on your journey, you'll hear practical insights and inspiring conversations to help you stay in the know. Hey, Memory Blue, welcome back to in the Know podcast. We have another guest speaker. Speaker here and she's been here a few times. So, so excited to have you back, Bitty.

Speaker B: Thank you.

Speaker A: Um, we are diving into so many things and, you know, having Bitty here. You guys, if you listen to the other podcast, you know that she is a cold call research nerd. And we love it. We're benefiting so much from it. Uh, she is a assistant professor at the University of, uh, Washington State. And you study, you have a PhD in marketing. So you are just in the, in the weeds with all of these things that we do every day here at Memory Blue. So we're so excited. And specifically, this podcast is going to be everything you want to know. So it's called in the Know, but this is everything you want to know. So all the questions you all have when it comes to Bitty's research, we're going to kind of go through some of those statistics that she took a lot of time analyzing. Our Memory Blues calls. A, uh, bunch of calls. Right? And we're going to go into those statistics that you all asked for. And so these are the things that you can directly apply and say, hey, the data says from Bitty sets, do this. You can go adjust anything you need to adjust to be more effective on your calls. But before we get into that, I, you guys wonder, like, there's not a lot of people like Bitty out there who are studying cold calls. Right? It's not like you have. How many friends do you have that

Speaker B: do that, if I'm honest with you. So I have a weird amount of marketing PhDs in my life. Uh, but I am the only one, to my knowledge, who studies cold calls. So, uh, as you can imagine, it is a match made in heaven between me and Memory Blue.

Speaker A: It really is. I'm so glad this happened. And it happened because how did it happen?

Speaker B: Yeah, so I got connected with Memory Blue a couple of years ago because I work with the center for Professional Sales at Washington State University. I do teach sales classes, um, at the college level. And I was going to an event and One of the reps from Memory Blue was there, uh, shout out to Carson. Carson, yes. Um, and we got to talking and he was telling me what Memory Blue does and I'm like, you gotta be kidding me. This is amazing. This is what I do with my research. And so he connected me with Michelle and the rest is history.

Speaker A: That is so cool. That is so cool. Well, speaking of history. Right. You were already in the midst of data call analysis and all that, so how does one stumble upon wanting to research cold calls?

Speaker B: You know, I think it's a combination of curiosity and just persistence. So I was a field sales rep before I got into academia. And so I did go out and meet with other clients, like after I, you know, initially contacted them. But I inherited a underperforming portfolio. So what that meant is that if I wanted to do well and make a lot of money in commission, I had to go out there and prospect a lot. Um, so I spent so much time making calls, uh, cold calls to people, trying to get them to schedule a meeting with me. And so it's really the exact scenario your SDRs are set up against. And it was just kind of just like struck me at one point I was like, why are some people saying yes and other people are saying no? Uh, the only thing in these phone calls that I have is the tool called my voice. And so what can I be doing to fine tune that to increase the likelihood that they'll say yes? So that interest actually sparked my research focus. Um, because when I went in to get my PhD, I was like, hey, I want to, I want to look into cold calling. And luckily I was able to connect with an advisor who helped me along with this topic. And I, uh, mean, to my knowledge, I'm kind of like the cold call queen in marketing these days.

Speaker A: Yeah, I would say so. How many years have you been studying cold calls? Now researching?

Speaker B: Nine.

Speaker A: Wow. Okay. I definitely think you earned the queen title for sure.

Speaker B: Yeah. So if anyone wants to connect with me on LinkedIn and Nerd out with calls your girl, I'm more than happy to do so.

Speaker A: Oh my gosh, that's so cool. And I love that you said like the one tool I have. Mhm. Right. Because so many times we're looking externally for, you know, I can't do this because of that. That. But you were like, hey, I have this, this tool, it's mine. M and I can adjust and, and learn how to use it best to get the results I want for like you said, I want to make this commission. I Think everyone here at Memory Blue wants to make our commission.

Speaker B: Yeah.

Speaker A: And so that's why I'm so grateful that you're helping us figure out what is going on with all of our cold calls so people can be more effective.

Speaker B: Yeah. That's what we all want at the end of the day, right?

Speaker A: Yeah. So this episode's really fun because we've talked a lot about so many different other things, and hopefully our team has been able to apply a lot of those things. From the different vocal cues. I just have the fresh, um, you know, the thought process of when you're talking about politeness and deference and all these different things, and then informal and, uh, formal language. Yeah. Uh, but they also had a lot of specific questions coming to, uh, what we learn here, things that we are taught here, and what does the data say?

Speaker B: Yeah, yeah, like, great point. And, um, I have given a couple of presentations to Memory Blue folks over the years, and I've gotten a few questions that I wanted to make sure I was able to address. And these are things that are top of mind for SDRs for managers. And so that's what we're going to be diving into today to see what the data say about the questions you guys posed.

Speaker A: I love it. I love it. So we have a, we have a couple different topics today that we're going to hit on because there was. There was a lot of questions. I'm sure we're going to get more after this podcast. Bring them on. Um, but let's jump into it. So we have, we have a bunch of different stats that you took a lot of time you dove into, and we're going to break some things down.

Speaker B: Yeah.

Speaker A: And I think that one of the first things that we were talking about was just in general, like, yes, cold call.

Speaker B: Mhm.

Speaker A: Like the prospects, but the statistics that come from the different components of that 100%.

Speaker B: So I'm gonna call this like, uh, in the bucket of, um, the anatomy of a C Whip is what I'm gonna call it. So basically what I wanted to look at first and foremost is what is the success rate? So how many of these CWIPs are ending in a, uh, meeting being scheduled? And in general, the average is 9%, which guys might not sound like much. That is incredible. Like, when I first uncovered this, I was like, I don't know what the hell they're doing at Memory Blue, but they're doing it right. Because I have worked with other Fortune 500 companies and it's closer to around 2% in many places.

Speaker A: Are you for real?

Speaker B: Oh, yeah. Okay. Memory blue, kicking ass and taking names.

Speaker A: Okay.

Speaker B: So you should feel very, very good about that. Um, and then I was kind of thinking, okay, what does the average call look like? And what it looks like is, you know, they're brief, as we all know, but there's about nine back and forth exchanges. So I call those speaking turns, I say something, you respond. Um, and so there's about nine of those exchanges. But one thing that was very, very noticeable is when I looked at those successful calls, the average was a little over 20. So having the prospect on the line for longer is a good thing. Right. Um, and it's not just figuring out those details to schedule the meeting, although that is part of it. Um, there's a lot of like back and forth and kind of trying to work over that resistance to just end the call and try to dig in a little bit more to what they need actually.

Speaker A: That is so interesting. Okay, so, so I'm still stuck on and you know, forgive me, but the 9% and just like how boss that is at. So are we gonna get into that or is there anything, um, top of mind that you can attribute that to? Like, why are we crushing it?

Speaker B: Honestly, I would give a huge shout out to the training that you all receive. I, um, think it is, it speaks to your training because a lot of people, myself included, right. Like, like I would go into, I went into my field sales role. I didn't get trained on how to prospect, I didn't get trained on how to cold call. I was just learning it on the fly. You guys have the benefit of having a really well established, uh, academy that is based in, you know, statistics and your own, your own data that can help drive that. And you have other people who are working on that and I do believe that part of it. And this is like, you know, a little bit different from what I was doing. But this is all your SDS are SDRs are doing. So they're really like honing that skill and they're becoming experts in that. Which by the way, guys, this is an incredible skill to have. Um, if you can prospect, you can do just about anything in sales.

Speaker A: So yeah, that is awesome. And I agree. Like my first role was a sales development rep as well at a tech company. Mhm. And it was very much so, like, figure it out yourself. And so awesome to be at a company where people literally pay for our training. And it's cool that through your own statistics that you're seeing the results of that that we can Even use that to help go sell more of our academy. But hopefully our reps are hearing that of how.

Speaker B: Mhm.

Speaker A: How awesome our training is. And, and it just, it allows for that well oiled machine. And like you said, our whole goal at Memory Blue is to elevate sales professionals.

Speaker B: Yeah.

Speaker A: And no matter where they go next, that skill set is so important.

Speaker B: Yeah.

Speaker A: And, and so that's so cool that that was just a stat that you uncovered.

Speaker B: Yeah.

Speaker A: And so I love that. And then, um, and then just going back to the back and forth. So just so I'm clear. So the. Yeah, you said that, uh, speaking turns. Yeah, you say so if I'm speaking, then I turn it to you. Is that 1, 2, 3 or what is that?

Speaker B: Yeah, that's a great call. So I would call it. Yeah, I would call individual turns. Speaking turns. Like I just call like a back and forth exchange around. And that by the way, is just a bitty ismidt M. I love that. So that is not technical speaking turn is. But yeah, around. So nine, I guess rounds is what I mean.

Speaker A: Okay.

Speaker B: Yes.

Speaker A: Okay. And then you mentioned something about 20 turns. So about.

Speaker B: Yeah, about 20 turns per person in those successful calls versus seven in the unsuccessful call. So it is a huge, huge, huge difference. Now what's super interesting to me too is looking into these calls in general. Just looking at like number of words used just to get a sense of like who's talking in these calls and what are, you know, not necessarily what are they saying, but who's doing the conversation, who's driving it. What was interesting was even though there is a massive difference in the length of the calls from successful to unsuccessful, it was about equal in terms of how much the SDR is speaking in each call, whether successful or unsuccessful. So truly, it was less than 1 percentage point difference, uh, from the success versus unsuccessful. And that is about 65% of the time the SDR is talking versus 35% of the time the prospect is talking. So I found that to be kind of interesting as well, that no matter if it's long or short, that tends to be the general breakdown between the SDR and the prospect. Wow.

Speaker A: And so just so I'm understanding correctly, a successful call, what would be the percentage breakdown between prospect and sdr?

Speaker B: Same. That's what I'm saying. Yeah. Yeah. So whether or not it ended in a meeting being scheduled or not, the. The calls are always about 65%. The SDR speaking.

Speaker A: Huh? Okay. Yeah, very interesting. So we're gonna dive in. What makes a successful Call from some of these statistics.

Speaker B: Um, we. We're gonna look into some of those things for sure.

Speaker A: Yes. Okay.

Speaker B: Excited. Starting with the time.

Speaker A: Yeah. Okay. A timing of when we die. Okay.

Speaker B: So I had some SDRs ask me, like, okay, is there a certain time, like a golden hour that I should really be focused on? Is there a better time of day to call? And I looked into it, and the answer is no. Um, statistically. And that is really, really, really good news because you are calling people at multiple hours of the day. Um, so you are already doing that. And one thing that I want to caveat is I am looking only within the hours that Memory Blue is already scheduling the blitzes. So I know that Memory Blue came up with these, uh, time frames because that was perceived to be the best options, and that very well could be the case. But I'm not comparing 3pm and 8pm I'm only comparing within those hours that are already set. And within those hours, there is no better time. So I take that as, uh, call it anytime you have equal likelihood of being successful. And Memory, uh, Blue probably knows what it's saying with setting those blitz times.

Speaker A: Yeah. So keep doing what we're doing with our. So typically we do 8:30 to 10. Yeah. And then we have our 3 to 4:30 time frame. And it's across the. The time zones pretty much keep the same.

Speaker B: Exactly. Yeah. Yeah.

Speaker A: All right, well, that's good to know. So we don't need to change up our whole calendar. So.

Speaker B: Yes. Excellent. Don't need you coming in at 8pm yes.

Speaker A: Good, good, good. Um, okay, then another cool question that you got was around, like the prospect status. So what was that question? Exactly? And then what were some of the things you found?

Speaker B: You know, I had an SDR just ask, like, is there a different way you should be speaking with the prospect? Depending on what's status they are. So what I did is I looked at the data and I separated the prospects that y' all called into low, medium, and high status. Now, low status are titles. I'm just looking at titles like, you know, Realtor, controller, um, administrator, database administrator, stuff like that. For the medium level, what I was doing was I was looking at things like senior manager or software engineer, product manager, someone who has some kind of upward trend in their career, but maybe not at the very, very top. And then we looked at the high, uh, level people, and these are people like, uh, Global Director or VP of Sales, things like that. So I looked at these three different categories of prospects, and I dug into the data to kind of figure out like, okay, well is there a different, like a best day of the week to call these people? Um, so maybe you have some people in your list that you're going to call. Okay. Should you, could you, should you hold on to those high value people toward to Friday for example? The answer is, is that there is no best day of the week to call those low and high status folks. Um, you could call them on a Monday, Tuesday, Wednesday, Thursday, Friday, doesn't matter. You have an equally likely chance of scheduling a meeting no matter when. Um, however, and I don't know why, um, the median status people, uh, have a slightly better chance if they're called on Tuesdays. And once again, I don't have a theoretical reason for why that is, but that is what the data are saying.

Speaker A: Okay, so maybe if we're trying to be very strategic.

Speaker B: Tuesday. Mhm.

Speaker A: And you mentioned titles like senior manager title. Okay, yeah.

Speaker B: And you know, even diving deeper still, I looked at within a given day there's certain hours. Right. So is it, uh, is the difference existing from like different levels of status per time of day? And the answer is no. Okay. So it really actually simplifies the heck out of things. Yeah. So you, you don't have to overthink it. If you can move those medium status folks to Tuesdays, great. Uh, the low and high status people don't worry about and don't worry about time. So really it does simplify things a lot.

Speaker A: Yeah. M. Okay. Okay. What was one of your next questions that you had? I see something about formality.

Speaker B: Yeah, you know, we talked about formality, uh, when, like in a previous call and this has been a topic of one of our podcasts is. Well, um, and I actually got that idea because I spoke with some STRs at the Seattle office. So I started to look into that and tying the formality piece in with the status that we just discussed, low, medium and high. I was wondering, is there a different formality like that you should be conveying with people high versus low or whatever. And the answer is that, that it doesn't matter. Uh, you could speak low formality with the. Or, sorry, low or high with um, the low to medium status people. But with the high status people, you do not want to speak formally. They are particularly, um, not responding well to that. It's an incredibly strong effect actually. And my post hoc analysis of that is that these high status people, these VP of Sales, Global Manager, what have you, they're kind of used to people kissing their butt. Right. Um, and you can Throw them off by being a little bit less formal. And as you might recall from one of my previous podcasts, that is, ah, casual and conversational. And that might be something that they're not used to hearing that often. Um, so that might be particularly helpful with those high status people in general.

Speaker A: Yeah. And I imagine just refreshing. It's. Mhm. You know, someone who's not nervous to call and knows I'm just a human like you and, and still respectful and like, sure, sure, sure. But being able to have like an honest conversation about, hey, absolutely. Does this interest you? Mhm. And that's so cool. The data is so strongly on that.

Speaker B: Yeah.

Speaker A: But not for the other titles.

Speaker B: Not for the other titles. Yeah, I mean they have a, like, they have a weak effect with the formality. So informality basically is never going to hurt you, essentially, no matter who you're talking to. But the effect is really strong with the high status people. Yeah. Mhm.

Speaker A: I love that. Okay, so good to know. Take note. Hopefully you're taking lots of notes.

Speaker B: And as one more thing on the formality, just one more follow up, I had another SDR ask. Okay, are you seeing people use more for formal or informal language at different days of the week? So for example, maybe the weekend's coming up or SDR is more likely to use informal language? The answer is no. Um, SDRs tend to have their style and they tend to implement that relatively equally throughout the week. Now that doesn't mean you can't change that. This is not a fixed characteristic. You can learn to speak more more formally or informally. Um, but across the board we're not seeing a ton of difference in terms of, uh, people using more or less formality at different times throughout the week.

Speaker A: Okay, okay, interesting. Um, we have m. Let me see, what else do we have? So we have some different statistics here. I don't know if you want to go through those of, um, the calls for some questions posed about the presentation from February. I see you have a lot of stats here.

Speaker B: I sure do. I sure do. Yes. So, you know, one of the big things that I have been asked to look into was. Did I catch you at a bad time?

Speaker A: Oh, this one's good. I'm excited to get into this one.

Speaker B: Does it work?

Speaker A: Does it work, Vinnie?

Speaker B: Well, so what I did, just to give you a sense I'm methodological, so I feel compelled to tell you my procedure. Um, I randomly sampled, um, about 150 calls, I remember, removed all of the people who did not make the decision. You know, sometimes you Guys call people, and it's like, I don't. That's not my wheelhouse. Or I retired. Okay, they're out of that. And I, uh, looked at these calls in detail to answer this and some other questions that we're going to talk about in the next couple of minutes. And so what I did was I coded, did I catch you at a bad time? Uh, some other introduction, which typically was, how's your day going so far? Or something like, like that. And there were a couple people who said that I catch you at a good time. Um, so those were the three areas I looked at. So over half a majority of you guys, 64% did say, did I catch you at a bad time. Only 4% said, Did I catch you at a good time? And then the rest, 32%, uh, they said something else. Whether it's, how's your day going so far? How are you doing? Good morning, you know, whatever. Um, so I looked at it and can I have a drum roll, please? The bottom line is between catch you in a bad time and something else doesn't really matter. Um, okay. Um, did I catch you at a bad time? Ah, 6.5, uh, percent of those calls ended with a success, successful meeting booked, versus a little like 7.5, essentially, for the other. Greetings. Good morning. How are you doing today? Um, now, that does not mean that the good morning is better. I didn't test causality. I'm just giving you the descriptive statistics.

Speaker A: Okay.

Speaker B: But they're pretty comparable. And with the sample being like 150 or so, I would be hesitant to say one is better than the other. I would say use them interchangeably. If you feel more comfortable saying, did I catch you at a bad time, keep doing that. If you say, uh, if you feel comfortable asking how they're doing, keep doing that. So I would say go with whatever feels more comfortable with you, because they're both about equal in effectiveness would be my, my main takeaway.

Speaker A: Okay. Okay, that's so interesting, because I know in academy we do teach that more like, as a pattern interrupter, it's not like, ah, we're supposed to catch you at a good time is like what you would expect, expect. So it's a little bit different.

Speaker B: Yeah.

Speaker A: But to your point, again, kind of what we've said at previous podcasts, what you talked about is what works for you, finding out your flow and, uh, owning that.

Speaker B: Well, absolutely. And I think as far as pattern interruption, that's why I think we're seeing a high conversion rate among the other Folks who are asking, how are you doing today? Because that's kind of a pattern interrupter too, right? I'm getting an unknown call from someone I don't know. They're asking me how I'm doing. I kind of have to respond to abide by social norms. Um, so it's one of those things where that is why I think that they're working in similar ways. And so I think they're actually both good. I would recommend both of these options for that very reason.

Speaker A: M. Okay. Mhm. I like that. So we know the truth now about.

Speaker B: Did I catch you at a bad time?

Speaker A: Yeah, I love it. I was excited about that, Dean. Okay. Um, I see we have some, some information on parodying.

Speaker B: Yes. So one of the things that I had people ask about was like, you guys are all trained to say things like since you said X, I think this would be beneficial or things like that. Um, and another thing that I've heard was kind of trained at the academy was like, what I'm hearing is xyz. So what I did, uh, is I. With the subs sample of calls, I looked for those specific phrases. So I want to be clear. I did like kind of a bag of words text analysis. So if you did a slight variation, this wasn't captured. Um, but just to give us some quick and dirty stats on what's going on here. And I did not see very many instances of this. So, um, people are not using these phrases as much as perhaps we would want. Um, so it only showed up in 5% of cases. So those of you stats nerds know that Anything less than 5 is chance. Um, so it's coming up so infrequently that it's just like a chance kind of thing. Um, so, um, and this was regardless of call length, interesting. I looked at these conversations and it is very true that in shorter calls you're gonna have a lot less opportunity to do this.

Speaker A: Right. Because I didn't get enough information to say since you said this 100% that makes sense.

Speaker B: But I saw a lot of opportunities to do so in longer calls that were not being taken advantage of. So what I would encourage SDRS to do is to. When you're in a conversation that is actually going on, um, you know, we talked about the, the average rounds back and forth exchange beat about nine. If you're in there on turn nine, use one of those. Because a lot of these calls were, you know, 20 or so, like back and forths and still none of them. So I would say just try to try to incorporate them a little bit more.

Speaker A: Okay. Those phrases like you said were, since you said this, or what I'm hearing from you is this.

Speaker B: Yeah.

Speaker A: And like you said, the parroting back into the conversation. And I know that is something that, um, I know a lot of the managers and academy teaches. So it's just an opportunity for us to use that more in those, the opportunities we do have that information to use on a call. Sure, sure.

Speaker B: And you know, this could just be a thing where like at the academy, um, it's kind of, you know, it's kind of like school. Right. You're getting bombarded with information, you're learning so much and I'm sure you absorbed a ton of information and maybe this just slipped through the cracks and, and so this is just a good reminder to like incorporate it in those longer conversations.

Speaker A: Yeah, yeah, really good point. Because it is, it is a skill, especially. Cause you're just trying to get to that longer call.

Speaker B: Yeah.

Speaker A: But now if you're in that, you know, you're in that part of your call skills.

Speaker B: Yeah.

Speaker A: That's something to definitely bring back into it. So that's really interesting. Awesome. M. Um, all right, so I think we have another one here. Oh, this one's a good one, Bitty. Because this is what we hear a lot. Our prospects try to, you know, it's like, is it a brush off? Do they actually want more information? They always ask or not always, but a lot of times.

Speaker B: Mhm.

Speaker A: Send me an email. Yes, tell us, tell us about this. What did you find with this statistic?

Speaker B: Well, I understand where the SDRs are coming from because this happens in 20% of the calls that I looked at. Wow. Uh, so one out of every five calls is going to be asking, hey, just send me an email. Um, so that's kind of a lot to deal with. Now. I, I had an SDR ask me that and then I had Michelle say, well, well, how many times are the SDRS pushing back on that? And what I would describe as pushing back is something along the lines of I'd be happy to send you an email, but it's sometimes emails raise more questions than answers. So why don't we schedule a time, you know, at whatever point in time. Um, so I looked into that as well, how frequently when that is happening. So, so 20% of calls they're getting the objection, send me an email of those calls. How many times are SDRs actually pushing back on that? And the answer is only about 40% of the time. So less than half of the time. Now, a m. Majority of the time, 60% of the time, they're just saying, sure, what's a good email? Um, so that would be an example of them kind of just saying. Saying, all right, yeah, sure. Um, and I understand. I mean, I've listened to a lot of calls that y' all have made, and I get it. I mean, you're on the. You're on the phone with a prospect who might just really want to get you off the phone. Sure. And it doesn't feel comfortable to dig a little bit further and to object when you're getting that. That, um. Objection. And to kind of push their tone potentially. Yes. Um, but I would encourage SDRs to, um, channel their inner Wayne Gretzky. Um, you know, if you guys know his famous quote, you miss 100 of the shots you don't take. Yep. You know, your. Your commission, your bonus is on the line with this, uh, you know, pushing back a little. Not being overly rude or anything, but just saying what you're taught in academy, like, a lot of times, email support. Yeah. You can use hedges as well. Um, going back to that deference piece. Exactly. So these are all strategies you can use to kind of just give them another opportunity to come to the table or at least, you know, make it a little bit harder for them to back out at the last minute. Sure.

Speaker A: And I just want to confirm, because I think we talked about this because, you know, we're taught. Okay. Yeah. What's a good email? They, you know, they start getting all that information, but you filtered out those that say the next part of, like, hey, I'll send that over. But typically.

Speaker B: Yeah.

Speaker A: Raises more questions. So you filtered that piece out. So these are people that are just saying, yeah, I'll send you an email. Okay, bye.

Speaker B: Yeah. Yeah.

Speaker A: And that's happening 60% of the time.

Speaker B: Yes. Correct.

Speaker A: Okay. All right. So that's a good stat to, you know, I think that might be something fun to, like, review back in, like, a year and say, hey, did we inverse that?

Speaker B: Or.

Speaker A: Yeah, where are we at with that? Because it is. I mean, I think it's just, uh, one, a reminder. But two, yeah, it's a little bit of a courage to go into that, but I think if you know what to say, and I think that's such a great, um. Objection. Handle of, um. Hm. It is true. Like, if you're truly interested in this information, it will create more conversation or questions. Let's set up that conversation.

Speaker B: Yeah, absolutely. I mean, and you can kind of. We've been talking about this, but I would love to have a whole training on just like objection handling. Um, because. Because I love responding to objections. Like once again, very nerdy about this stuff. M. But you know, you could also.

Speaker A: We can set this up. Mindy.

Speaker B: Yeah, you could also say something along the lines of like, I'll definitely send the email. What do you want in that? And be like, just as a follow up because I know that these emails send more questions, like, cause more questions than answers. Um, could we set up a time to meet and to discuss the content of this email if you're free on Wednesday at 10 or something like that.

Speaker A: So much good hedging.

Speaker B: Yes, yes, lots of good hedging. Exactly. So you can do both actually. Yeah. Um, but to your point, the 60% are just basically like, I don't want to say rolling over, but just saying, okay, sure, yeah, I'll send the email by. Yeah, yeah, yeah.

Speaker A: Okay. Well that's good to know. That's really good to know where we're at now. And like I said, I'm excited for you all to be listening and find out, use the, from the other podcast, using the hedges and to be able to have that confidence to. Mhm. Kind of push. I don't even know if I would call it push back, which is like, hey, I'm just trying to help you here.

Speaker B: Yeah. And I think that's really, really important. And this is something that I also emphasize in my classes with my students is if you are selling something that you feel passionate about, which I truly hope all of you are, you, you are not here to pester them, you are not here to waste their time. You are here to help them and offer value and, and you should go into that conversation very confident that you can do those things.

Speaker A: Yes, yes. Such a good point. Right. I'm adding value to you. This information is going to help you with xyz.

Speaker B: Yeah, absolutely.

Speaker A: That's so good. Well, I think that was most of our questions here and I know we had some uh, information for the UK folks too, because this is all us based. Um, but we do have some things potentially for them as well that I know you're going to be working on. So we didn't want to leave them out.

Speaker B: Yes, yeah, yeah. UK people. I'm very excited to dive into that data and provide you guys some specific insights. Um, I just recently got access to that information so I didn't have time to dig into it quite yet, but I really, really, really look forward to this and I'd be so freaking curious to see if there are differences, which I'm sure there are, and I will present them to you as soon as I can.

Speaker A: Yeah, that's gonna be fun. So I appreciate you spending time on on those calls too, and just see what the similarities are, what the differences are. It's cool to confirm a lot of what Academy's doing and also things that, hey, just find your flavor. M. Hopefully this really helps you guys with your work that you're already putting so much effort into. But again, what we're talking about is leveraging the statistics to work smarter and harder so we can have the success and make the money that they want to make.

Speaker B: Absolutely.

Speaker A: So anything else to add today?

Speaker B: I think that's it.

Speaker A: Awesome. Well, thank you so much for joining Bitty all the way from Washington state State to Virginia. We appreciate it. And you all go apply what you learned from today. This is such good info. So much gold and excited to see what you guys do with it. And with that, we'll see you at the next time.