In this episode of The One Small Change Podcast, Yvonne McCoy welcomes high energy sales expert Ken Krell to break down the challenges and breakthroughs of selling high-ticket offers, especially when moving from group presentations to one-on-one conversations. Ken Krell candidly shares his journey from struggling with closing individual deals to developing an AI-driven tool that analyzes sales calls, pinpoints conversation shifts, and sharpens close rates. The duo discusses the pitfalls of relying on scripts, the necessity of making every interaction relevant, and the often overlooked power of silence in conversations. Insights around corporate sales, actionable tips for immediate improvement, and a special free offer cap off this value-packed, motivating discussion.

Guest Bio:

Ken Krell knows firsthand what it’s like to battle uncertainty and imposter syndrome in the world of sales. Like many, he once found himself second-guessing every move—caught up in his own head, missing the subtle cues happening right in front of him. One pivotal moment shifted his perspective: a sales conversation he thought was a done deal until the prospect ghosted him completely. That humbling experience sparked Ken’s next chapter—dedicating himself to mastering the nuances of high-stakes sales and overcoming self-doubt. Now, by sharing his journey and lessons learned, Ken helps others navigate tricky sales situations, manage objections confidently, and turn uncertainty into opportunity.

Chapters:

00:00 Introducing guest Ken Krell

06:07 Using AI to improve sales skills

06:38 Using Alex the Sherpa tool

12:06 Getting decision-makers involved

14:51 Navigating corporate sales challenges

18:13 Identifying deal shifts in sales

21:31 Ken's generous free offer

26:22 Need for personalized information

30:05 Encouraging podcast engagement

31:41 Conclusion and motivational message

Quote from the Guest:

"People don't lose deals because they're bad at sales. They lose them because they don't know what they're doing wrong."

Link:

Ken will personally analyze a real sales call or transcript and show exactly where the deal broke—and what should have happened instead.

http://alexlistens.com/dealsherpa

Hello, everybody. Welcome to the One Small Change. I am thrilled

that you're here with me to embark on this journey of exploration and

transformation. And if you don't know, I'm your host, Yvonne

McCoy, and I bring almost 30 years of entrepreneurial experience,

and I have a passion for discovering growth through

the power of seemingly small change. And what I

try to do is bring you somebody really interesting that maybe you have

never heard of or don't know and have them share their story

with us each week so that it's a way for you to grow.

And I have to tell you, this is somebody I has who has been in

my world for a long time and is about

as high energy as you can get. So today I want

you to learn something exciting and

meet Ken Krell. Did I say your last name right, Ken?

Beautifully. But one syllable makes it really easy. Well, not

necessarily. Everybody who listens to me knows that I can mess anything

up. So, Ken, I am so excited that you're here

today and that you're gonna share with us some.

Some thing that happened to you that makes you the expert

that you are at what you do. So tell people what you do and

tell them what happened, how you got there. Well, I was born.

That's what happened. It's all because of my mom. You know,

we. We can thank her and we can blame her. So, and, and, and she,

she'll take both effortlessly. So

let me. I'll kind of backtrack into this. For the past 40 plus years, so,

I mean, lots, four decades, it's crazy. I've

been selling from the stage. I've been traveling all over the world, selling multiple millions

of dollars of products and services for me and for others

on stages from the U.S. canada, Australia,

Singapore, Thailand, the Philippines,

I mean, you name it, India. And I've done really well.

There are those that say I'm among world's best, which is kind of cool. Thank

you very much. But what I found interesting is

that. And that's one of the ways that we know each other. Because,

Yvonne, you were part of my pride event during

COVID produced ridiculously irresistible digital events. I went from

in person to live on Zoom.

Anyhow, one to many is my sweet spot.

I'm really good at that. But one to one and doing sales one to

one. Up until recently. I'd rather get a root

canal. It was really painful because

one, you can. You can gauge a group. You can feel the group's energy. You

can go with the group. You can, you can. You can create a dynamic where

when you're in the trenches and you're one on one, you can't really hide.

You're right in there. And if you don't catch the nuances of the way

someone glances or the way, you know what someone says, it's.

It's interesting. And if you're uncertain, your level of

uncertainty, whether it be imposter syndrome

or just the fact that you're not sure what the hell you're talking about

or how to handle objections, you don't see the nuances because you're so busy in

your head. That's what kind of shifted everything for me in terms of

what my. One of my next parts of the journey are, is

how do you do, or how do you manage that sales

situation where you feel it's going down the tanker really quick or,

or you misread the whole thing. You think, I got this. They are sold

and then they ghost you. And you are so sol.

Right. You're just. Let me just backtrack a little bit. Yeah.

Those people who've never sold to a group.

Yeah. Are definitely advantages to that. Oh

yeah. One advantage is that leverage your time and your effort.

Two, it gives you credibility because probably

somebody has invited you to come speak. Sure.

You don't have, you have credibility. And then the energy,

the room has a way, I think, of kind of convincing

other people. So if you've never sold to a group or spoke on a

summit, that kind of thing, there's a benefit to that. But

at some point you, you have to get to the one on one.

Yeah. If you're going to sell a high ticket offer you. If you're going to

sell something, you know, for whatever. Listen, even if it's selling

a 200 product, you still have that, that one to one connection. And

you're right. The, the group dynamic. Well, the funny thing. Let me stop back for

a second, Yvonne. There are people that would rather

get a lobotomy than speak on a stage. It's one of the worst fears people

have. And the funny thing is for you and I, it's like it's our

sweet spot. We have no problem with that at all. But you find me in

a cocktail party or in a place where I got to do small talk. Oh,

I will hide in the corner. It's just, it's weird. It's very biz. And no

one ever thinks that I could be an introvert.

So the challenge with these sales kind of getting back

to the problem today is, you

know, you do the call. And I had a great

webinar for another group a few years back for a

terrific office. $25,000 offer. It was a great offer that would get

people $120,000 of Google Ad credit every single year

by using Google's incredible ad grant program. I had like 60

plus phone calls. I didn't close a single one.

60 calls. Now, I blame the leads.

I blame. I was like, these are not qualified people. These are. One

guy, he was in, he was hot. He was ready. Ghosted me

completely. Like, what the hell happened? And I didn't know. I had no idea. This

is now a couple years ago. Fast forward to just even a few months ago.

I was like, this, this is, this is a problem. What's, what's the common thing

here? Is it the 60 people or is it me? And so

I went to town and I ended up building

a tool called Alex the Sherpa that analyzed what I

did. And it said to me, ken, you're wonderful. And you

miss this, this, this, this, and this. You know, if

you fix that, you'll close. And we ended

up role playing. We actually, I built the AI to role play the whole thing.

And, you know, I closed what's going to be a $50,000 deal

effortlessly. I closed what'll be a $30,000 deal effortlessly

because I went through and identified where I was, where I was uncomfortable,

where I was missing the nuances of the conversation and

realized the problem wasn't them. The problem was me.

And in some cases where they're. And we've run a bunch more things through the

process to see where we thought we had a deal. There was never a deal

in the beginning at all. It's just they would be nice on the phone just

to get rid of me. You know, it, it's fascinating when you have

those kind of tools to use and then do you build confidence? Yeah,

you know, so we, we built this whole tool called Alex the Sherpa that

now allows you to actually prep for your call.

So, you know, if we're, If I was going to do a high stakes call

with you right now, and you want to enroll you in a

$25,000 program that I, by the way, do not have. I don't, I don't

even want to sell high ticket that way anymore because I don't want to be

in the coaching business. But I could get on the, I could get with

Alex and actually talk it back and forth because text play is

nice, but it's not immediate. You know, you can give me something and,

and tell me to respond, then I got 15 minutes to try and figure out

what. What I want to say. But if you're asking me a question, like, live,

like we're doing right now, if, if I'm like,

that doesn't work very well. You're not going to close anything. So

the big thing was I couldn't see it, and now I can.

And now I'm prepped for whenever I get on a call, and I have notes

in front of me so I can make sure I hit the hot buttons and

so on. I mean, it's incredibly empower, empowering. And that's

changed everything for me. Now I don't mind calls like that because I know

I can close them. Let me, Let me ask you a question, because a lot

of times people, you know, they go to a workshop and they. And. And people

go, I'm going to give you this script. Yeah. Okay.

So I never really found that helpful.

Yeah. Because it didn't feel natural for me. Yep. Tell me

the difference. Tell me. Yeah, you know why it didn't feel natural? Because it

wasn't for you. It wasn't your specific situation with your specific

person. So what. What we built was something that

is. Let's just say that we're having a call and you say X

and it'll come back, the tool come back. Alex will come back and say,

Yvonne's thinking about this. She's saying this. But her whole

behavior to this point has been that, here's what you got to do. This is

specific language versus, you know. You know,

when they say, I got to talk to my wife or my. Or my husband

or whatever, you know, there's that stock answer that you, that

you give. But when we know what's going down the pike and we see the

whole history of the conversation, then the language is very specific.

It's like, you know, in math class, do you really care about the two trains

that are going in different directions? No. But the smart teacher

talks about, you know, if you, if you go into the, to. To the record

shop, I'm going to die back a year, a few years. And, you

know, and you, and you can. You have like, $25. You can only buy three

albums. You got John Lennon. You know what? You know, then it's relevant,

and that's. That's the difference. So, you know, this is something

that some, Everybody should take away as adults

only want things that are relevant, that we can see ourselves using.

Yeah, is. I mean, that is a nugget that

you need to stick a pin in, because it doesn't matter

what you think, the problem, or even what you know the

real problem is, if they, if the person can't

see themselves using your solution,

then they're not going to be interested because it's not relevant. So I want to

go back, I want. I. If for a second and pick your brain because.

Ouch, ouch. Sorry. I have

to talk to my. I have to talk to my spouse is. Is

one of those classic objections. Yeah,

yeah. And so I'm sure everybody's had that.

And so I'll tell you what I say, all right. And just see what

happens. So usually what I say is. All right, let me ask you a question.

If you could make this decision on your own if there was no spouse

involved, no judgment, is this something

you can see yourself using?

Yeah. And if they go, no, then I, I don't care about

the spouse. Right, right, right. Exactly.

Exactly. If they say yes, then I say,

then let me help you. Because, you know, if you're not totally

convinced or you don't. Can't explain it, there are two things

I can do. We can get on a call with your spouse, or

I can answer some of the questions that you think that they will have so

you're better prepared. Yeah. I mean, that's

what I say. Yeah. And it's good. And it works for you. You

know, the key to all of it, just as you were saying earlier,

why scripting doesn't work for most people is because it's not their

language, their voice to their deal. Right. You know,

because the spouse is one spoke smokescreen. There's the money smokescreen, which

is usually all bs, Right. There's the time, you know, when it could be.

And it may come down to the fact that they don't believe they can do

it at all. It may come down to they don't believe you. It may come

down that you're just not listening to them. You're mismatched. You know,

the most powerful thing you can do is ask questions, good questions.

So, you know, that's why the, the whole thing I built

is based around the specifics of that deal. I mean,

there's a lot of sales training stuff out there. I mean, and a lot of

it's really good, and a lot of it's really bad.

But what's most important is who are the people we're talking to,

you know, and if I know what your hot button is, if I know what

your fear point is, if I know, you know, that

you're, you're. You're giving me smokescreen stuff, because we. Because the language is

there. If I miss it, I've lost the deal, you

know, and you'll say, send me some information, like, okay, I'll send it to you.

And that's. Just get Ken off the phone. Yeah, but I'm happy to send you

something, but what do you need? You know, what. What's missing that you're.

You know, that you need this for? Because clearly, if you want something in writing,

which I can give you in two seconds, you know, what do you need? I

need to show it to whatever, right? Then let's get that decision maker on board.

And one of the first things of course, to do is, you know, are. Do

you have the capacity to make the decision and stroke the check? If not,

then I kind of don't want to talk to you, you know, but if you're

the first in a corporate setting, if you're the first person that I've got to

get through, then let's get you. Let's make you the hero of this, and then

let's get someone else on board so you feel comfortable that you're not going to

embarrass yourself. You know, we got to get to what that is, you know,

and at the end of the day, it's, you know, my. My. My buddy Perry

Belcher says this eloquently. Don't sell what you want to sell. Sell what they

want to buy. Absolutely, absolutely. And that's what it

comes down to. You know, it's like, what's. What's your hot button? And if we

don't know that, we lose. And that's where the problem is,

and for so many people, Yvonne, is that we're so

wrapped up on our head, what do I say next? That we're not listening and

we're not present? You know, when you know what you're talking about,

you don't. You don't need me to be in your head. You can be present

to the person you're talking to. But if you're like, oh, what's next? You know,

you. You're too busy thinking about what you're going to say next. You haven't heard

what they. What they have said, and you miss the nuances of. Here's where the

real fear is, because they'll tell you. They may not always

know what they're telling you, but they'll tell you. Their face will tell you. They're.

You know, that's why I love Zoom calls, you know, and. And I

crafted this whole thing because I live on Zoom. Because I'm. I'm. I'm a digital

nomad that

I can take. The beauty is I can take the transcript, and I can pop

it into the AI, you know, into the tool. And within seconds, I

got. Here is where it is. Here's where. Here's where it was. Here's where the

traps were. Here's where the energy shifted. You know, here's. You know, here's

the moment where that deal was gonna die, and for deals I'd make.

And here's the thing that's really interesting for deals that I've made, and

I was really proud of myself. I ran it through also, and

the response was, you were damn lucky, kid, because that deal was

dead three times in there. But they had so much pain that they

overcame your ineptitude. Now, the tool,

Alex was not obnoxious to me that way, but that's what I read. It was

like, you know, you're just lucky, kiddo. Although Alex did tell me I was

lucky because I made the deal. The net bottom line

is great. We have a celebration. But getting it was messy.

Yeah, Was messy. I just want to say one

thing, because I don't normally talk about this, and we kind of alluded to it.

Yeah. So I just, you know. And that's corporate sales.

Yeah. Yeah. Sales are a whole different animal.

And I just want to tell people that if you're going after corporate sales or

larger business sales, you need to make sure who the

decision maker really is. Right. And it takes a

lot longer. And so what you are basically

doing, in my experience, is having that person that you

talk about want it so much that. That they're willing to champion

it for you and take you through, you know,

and spearhead it for you with that corporation. So they can say,

you know what? You know, if we have

this price, if it's below this price, there's a lot less, you know,

hoops and hurdles that you go through. What have you got in there

that we can get started? Because once you get your foot in anyway. So that's

a whole different conversation, but. Well, I want to stop you for a

second there, because I'm going to disagree with you. Yeah. And by the

way, I have hated the idea of corporate sales because I'm an entrepreneur,

so I have no patience with corporate mentality. I. I just don't, which is why

I've never been a corporate guy. But here's the thing. If what

your product or service does can save them,

you know, $100 million a year every day, that they

don't take action, it's going to cost them a ton of money.

Right. So, so closing a deal that is a big deal

like that, that can save them money can be very fast

because they can't afford to lose that. If it, if this, if we're selling

pens, you know, someone, we're talking about a 25, 000 sale, they don't

care. You know, that's, that will take whatever time. And if someone's got a discretionary

budget, budget, fantastic. But if we're talking about something that can

make a giant difference, for example, just Alex, the Sherpa with the, the

product service I'm creating for a sales team and

I haven't put together a corporate thing. This really is more geared towards entrepreneurs like

us. But let's just say I was going to do a corporate sale on this.

Well, here's the thing. If I can improve your sales by 10%, what's that going

to do for you? Probably about $200 million. Deciding on, on the company. That

means let me give something I can divide by four. Yes. 50. If that's $50

million a quarter, you know, that's what that. $16

million a month, that's what, half a million dollars a day,

something like that. You know how many more days we want to lose a half

a million dollars? That's what we can do. Yeah. And it's like, oh, I better

hurry. And they're thinking that in their head. Right. So that's what we have to

get it down to is what's the impact of them not taking action.

And if you don't, if you don't have anything compelling. Yes. You'll be in that,

you know, six month cycle or whatever. That's the difference.

If you're compelling and the pain is that big, they will

take action and that person will be a hero because they, they've solved

that problem. Right, right. So that's where. So otherwise.

Yes. 100%. Right. In traditional situations, it's like, I'd

rather get a root canal in this situation. Done. Right. You can

accelerate the process. I think the message that we're both

saying is if there, if you, if there's a match

and there's a need, there's a way. Yep. You and you have

to kind of go at it in what's right for that situation. So

again, we're back to being relevant. Yeah. Yeah,

exactly. All right. Before we run out of time. Oh my

God, we just got started. I know one of the things

that I always say is what are the three Things that people can

do right away that are listening to this. Okay, number

one, number one, after your next call, write down the exact

moment you felt the deal shift. Where did something

suddenly feel uncomfortable? Where something just got weird. Number

two, listen. Record everything, right? So listen to the recording and

find out where the prospect's tone changed. Where did things

shift from that recording? And number three, ask yourself,

what did I say right before that shift happened?

What did I say just before that? But because the key is to watch what

you did. And I'll tell you as a speaker, when I used to record all

of my, all my talks and

I had a coach actually out on the road, it cost me a fortune to

have him travel with me. Boy, I'm glad that he

did. But holy mackerel, that hurt. Because as he played the recording, I'm seeing

myself doing and ah. And saying the stupid things from the stage because I

wasn't paying attention and I mean it was just horrible. But that's how you get

good. You get good by looking at that and recognizing, oh

boy, you know, and may. And you'll be really hard on yourself, harder than

anybody else will. And even on deals you've, you've saved. You

know, people, people ask me all the time, how come you're so good? Because I've

got 40 years of doing this and screwing up really bad at the beginning

and being heckled and all this stuff. You know, people are not the instant,

instant star. They've been through

the mill. They've been in, you know, chewed in and spit out. I, I had

an event I did years ago in Can

St. Louis and I remember I bombed. I mean I

bombed. And that whole weekend I was like suicidal because I was

like, oh my God, my life is over. I mean, this is part of the

process. So being able to look at what you've done, to review

it and to keep your sense about you, which is why we built the tool,

is like, know, yeah, you bombed on this. But there are some good parts

too. And next time, and we'll play it, we'll role play it, you know, so

next time you'll be ready. You know, it's that wax on, wax off thing.

Right. And, and that's what makes the difference.

One of the things, one of the biggest mistakes that I see with people just

in general. Yeah. Is when something is successful.

Yeah. They're like, yay, I'm going to use this all the time. And you

don't know why it was successful. Right. I mean, when we're not

successful, we pick it apart, we, you know, do all kinds of stuff, but

need to do that when you're successful as well.

So you can see why it worked. Yes, yes.

That way you. It's transferable and you can use it in. In other

situations and you know how to. So those are.

Those are three really good tips. But. And you also have a free

gift for us. I do see that. I love.

You know, free is my. One of my favorite F words. It's that and fun.

So. So I mean. Yes. Yeah, it's. It's free and food. Excuse

me. And fun is the other one. So. Yeah. So here's. Here's what I want

to do for you guys. Next deal you have, whether

it's one you won or one you lost, send it to me and

I'll. And I'll run it through Alex for you at no cost and tell you

where you did great and tell you where you could have done better. And we'll

have a link for you in, you know, in the show notes. Do you have

it? And absolutely zero cost.

That is fantastic. That is a great offer, Ken.

I'm, I'm just. I'm just, like, blown away. So.

So you know, the information that you shared. And

I also know, for those of you, you know, because I know Ken,

this free offer is worth so much more than

he's like, oh, just send it to me and I'll go through.

You need to think about the fact that this is going to take his

time, his insight, and could

potentially put dollars in your pocket.

So you really. It will. You don't want to just go,

oh, that's a nice thing. This is really a very valuable

gift. This isn't a PDF. This is. We're talking about relevancy.

This is your life we're talking about. Give me a recording of. And you know

what? Doesn't even have to be a sales call. Give me a recording. You did

a zoom call with someone. That, that, that was an important call. There were consequences,

whatever that was, whether you're. Whether you're looking. Trying to negotiate a raise,

whatever it may be. Right? Give me that recording. And

again, you should be recording everything. Realistically, you should be recording everything.

Give me that recording. And even if it's just audio, we can transcribe it. It's

not a big deal. I will. I will get that analyzed for you and again,

show you that. Because here's the thing. People don't lose deals because they're bad at

sales. They lose them because they don't know what they're Doing wrong.

So we can show you. I mean, an example. We're speakers,

typically. We have a tendency to not shut up. Yes.

And. And if we talk too much, we'll talk ourselves out of the deal.

So. And. And that. That pregnant pause, you know, of.

You say something and then there's silence. That's not a

bad thing all the time. That silence may be when they're thinking about, how

do I do this? Oh, yeah. Yes. But if you jump in and you

over and you get in the way of that silence, you killed your deal.

It. It's so funny that you said that, because

I have a working chat right. On my

workshop, and it'll come back and go,

you didn't give. You talk too much. And when it redoes

the thing, it puts in pause. Pause. Yeah, yeah, yeah,

yeah, yeah. 100 too much.

You didn't. You know, whatever. Yeah. And so

the silence, which is really hard sometimes because

it just. It. It's excruciating. Yeah.

Probably your best friend. Yep. Oh, yeah. You

know, they say that wisdom is the. Is the silence between words,

and the other thing is the silence.

If it's. I had a great thought, but I don't know how to say it.

But in the silence, they can form a question

that. About what they need to know. Yeah. If you keep

going, then they're like, next on to the next thing. They never have a

chance to internalize what it is that you're saying and say, well,

wait, what does that mean for me? Exactly. They got a

process. See, here's the thing. We know what we're saying typically,

and for those of us from the Northeast, and we learn to

talk fast. One of the biggest things I had to learn to

do is slow down was when I get excited, you

know, and even in my talks and I've done this in. In the events that

you were at, I would tell people, here's what I want you to do. Raise

your hand, turn your hand like this. If I go too fast,

do this. And that will tell me to slow the hell down,

because I can talk faster than you can think. And

it's true, you know, so that's important

is. Is to recognize all those pieces and. And

be comfortable with what you've got and confident that you can serve

them. Because at the end of the day, it's not about you. It's

about how you serve them in whatever way. And

it may be that your solution isn't for them. And that's fine. Get off

the phone. Shut the hell up. There's no more Time. Don't waste any more time.

Their time or yours. And. And they'll trust you for that?

Yeah, they'll give you referrals for that. I mean, all day long.

And, you know, just be. Just be cool. And that's like my biggest lesson of

sales. No matter whose philosophy you follow, that

doesn't matter. It's just. Just basic common sense.

Just think back to Christmas movies, Miracle on 34th Street. You know,

Kris Kringle sent people from Macy's to Gimples, and Macy's business

exploded. You know, it's that sort of thing. Just serve the

customer. Especially today. Especially

today. Because even if you think you're giving away the form, telling them too much,

they're not going to do anything. You tell them, you know that, you know, you

give them the keys to how you can make a million dollars online, they're going

to say, would you do it for me? Because they're too damn lazy anyway. You're

still going to make the sale. Well, the other thing I think is that there's

information everywhere, and people have an

overload. What people don't have is what information

is right for me. And so that it's

personalized, and how can I implement? How can I

actually use it? So it used to be experts

with a person when information was just in books and it was hard to get

to. Used to be. That was what made, you know, because you read all

these books, that's what made you the expert. Expert. But now

making you the expert is how do I help you in your

specific situation? You know,

actually implement the right information so that you can use it.

And. And there are patterns, and that's why your. Your clients fall in

the same kind of categories. They've got the same kind of situation,

which makes you even more of an expert. Okay, believe it or not,

we need to kind of wind this up a little bit. I don't want

to, but we're gonna. So

the question is, when was the last time you did something new for the

first time? Oh, my gosh. Something new for the first time. It's not redundant.

Something new for the first time.

All right. When was the last time you did something new? Now that

you know, it's. It's a good question. I would say

that building this whole tool out is something brand new for me. I wouldn't have

thought to do it. I didn't plan on doing it. I. I created it

because I needed it for me. And then after,

I don't know, a couple weeks of playing with it, I was like, and telling

people what I was doing, they were like, can I have it? And that's the

best thing of everything, is to be able to build something that people can actually

use to solve a problem. So, you know, it's either that

or making, making a great chicken soup the other night. That was amazing.

And those are fun things. I asked the question because one,

I think it shows us our curiosity. Yeah, right.

What is, you know, something, you know, whatever. And the other thing is, I think

it gives people great ideas. Do you know,

there's. I, I was, it's funny, I was at the gym last night and I

ended up. I, I'll typically like, surf through YouTube or whatever to

find a good video to listen to while I, while I work out because I

want to make the most of my time. And I found a 60 minute segment

about these two guys from, from Bondi beach in, in

Sydney, Australia that these are the guys that

created afterpay. And I didn't know how big

afterpay was. I, I've used, I was living in Sydney for a number of years

as a guest. Just for anyone watching. I was a guest. And

it's a big deal there because that's where it began. But it's, it's a,

it's like, I don't, I forget how big the business is. It's massive. Two

guys just come up with an idea and solved a problem and revolutionized the way

people buy things globally. They're in 16 different countries right now.

And it's changed the way people, way people actually buy things and finance things

without impacting on credit or being ripped off by creditors charging

74% interest and all that kind of thing. It's really cool.

So here's the question. Be curious. Where are there

problems? Where, where is there breakage out there? And there's plenty of places that we

can optimize. And what can you fix? I mean, like,

like even right now, with what we're talking about with Alex the Sherpa, there are

plenty of sales coaches out there, plenty of them, but there's no one doing what

we're doing at the level that we're doing it at the specific

specificity that we're doing it that solves a problem

directly rather than generically, you know,

and, and other. Right. So what can you do in your

business? Because AI can't replace that. Yep, yep,

yep. Okay, guys, time for the commercial.

One of the things is, if you liked what you heard, be sure to subscribe

and share the podcast and engage on social media

and One of the reasons I did it was I wanted to give you something

that I thought would supercharge your business. And it's my

way of giving back to the community because I want us to be a vibrant

community, and I want us to be growing. And so I want you to make

sure that you check in with all the episodes that are on

the One Small Change. And everybody has a fabulous gift.

You can listen to the episodes that I do every quarter

just to see what's kind of going on. But the real thing is I want

you to dive in the possibility of your bold vision and

your innovative opportunities. So,

Ken, what. What. What last words have you got? First, before we go, what do

you know? What is one of your favorite things that you say or what you

want us to remember? Oh, my gosh. You know, here's the thing.

It's. We sometimes give ourselves the hardest

time at who we are, what we do, what our capabilities are.

But the bottom line is we have all the tools in the world right now

to help us and support us. So I guess the best thing I can say

to anybody out there is, you got this. There's no reason to feel

alone. There's no reason to feel inept. There's no reason to feel unsupported.

And that's it. I'd say just know that you've got what it takes.

And, you know, the thing that I will kind of add to that is because

there's somebody who needs exactly what you have right

now. Yeah. Yeah. All right, guys,

we gotta go. So I want you to remember that

change may be simple, but it's not always easy. And it requires

courage, resilience, and a willingness to step outside your comfort

zone. And I always say that, you know, if you're not

uncomfortable sometimes, then you're stagnating, because it means you're doing

the same thing over and over again. So with that in mind, I hope that

you will continue to join me for the One Small Change podcast,

and we are going to keep diving deeper on this journey of bold

vision and innovation. Until the next time, stay very,

very curious. Ken, thank you so much.

Von. It has been a slice of heaven.

Bye, everybody. Bye. By.