Aaaaahhhh You've fallen off a cliff You've been driving dangerously Again Yes I'm in Cornwall Okay And I hate it in Cornwall You hate it in Cornwall? No I love it And it's only a bad dream right okay It's the 15th of February And I've got a little something for you You bloody believe it It's our curly mate again It's Marcus Aurelius Marcus Aurelius and the curls Clear your mind

and get a hold on yourself. And as when awakened from sleep and realizing it was only a bad dream upsetting you, wake up and see what's there is just like those dreams. So it's about playing out those situations, those dreams and putting yourself through that torture. So, interestingly, we don't speak about this a lot, but when I joined the business, was just, I joined on the 4th of January.

And I had that Christmas break beforehand. Okay. So it was like, I'd left one job, I had the Christmas break and I think I played out every single situation that could have happened in that Christmas break. And I think a lot of the time, because of my negative bias, I thought this isn't going to work out. And I really played out a lot of, although we had conversations about like the rules and the things that we keep in place, I thought...

I'll come in. I'm being paid a wage as well. And I thought it could probably ruin our friendship. Fast forward six months, it's not worked out. And we had other friends saying, well, what if it doesn't work out? What if it ruins the friendship and things like that? And I was playing out this story in my head of, it might not work out. It'll ruin the friendship. Fast forward 10 years, me and Zach don't talk. mean, there's still time, who knows? But yeah, like you play it out a lot. And that kind of

breeds into that feeling, but then you kind of have to grab yourself at one point and go, but what if it does work out? Yeah. What if things go well? You know, as well, ops director, Ben, he's another, he's been friends for just as long as Jonas brother, Jonas brother. Exactly. He's a bit more considered than we are. And when he approached me saying, well, the things that you're struggling with, I could help you with. We had so many chats that were based on

How do we make sure that the friendship stays intact first? I never want this to be a point where we fall out about anything. how do we, how do we do that? And he was seeing it straight away from the what if it doesn't go well, but then we've also had moments where it's gone a bit, a bit better than we thought it would. And then we're left with the kind of awkward questions around, do we, do we hire again? Do we, I want to do a bit more of this and you want to do a bit more of that. And you start to think, are we going to annoy each other?

by doing this, but open forum communication seems to solve everything with this sort of stuff. And I remember speaking to Ben and you go through ups and downs in business and sales and he said, he's like, yeah, there was points where I had to come and talk to you guys about something, of playing out that I'd say this and you'd say this and we'd have this argument and then I get mad and blah, blah. And when we actually had that conversation in reality, everyone was like, yeah, of course, that makes sense. It's logical. And I think we forget that, but we...

We assume the worst and it can happen for salespeople throughout the day before they go into maybe a meeting that they're going to flop it. They're going to, their mouth's going to go dry. They're going to forget what they say. They're not going to remember what it might be a big presentation and they're going to screw it up and they have those anxiety dreams the night before. So I was telling you the other day, but before we started recording this, I had this dream that was in front of a camera and

I kept saying things that weren't true. Like I was like, I'm one half of this band. And you're like, no, no, it's not about that anymore. But bad dreams can really kind of get into your subconsciousness. Why didn't you say what band you were part of? I don't want to talk about the band because right now I'm in the band of brothers. Nice. But it is case of, it's about remembering those bad dreams and acknowledging that that's all they are. Dreams. So what interests me actually happened today, on one of our

reps is working on a client only been working with them for a few weeks, really smashed it really now. They're like, this is going so well, but about seven meetings, I think in three days for them, doing just much, much better than they thought than even we thought. And then we got an email from them last night saying, could we sit down tomorrow and just talk about ICP who were targeting? There's a few bits to tweak. We've run away with that and thought, they must be unhappy. Yeah.

Her friar whose client is has gone in really prepared for the worst and said, look, I'm happy to relook at this. can cancel any meetings you want. they were, no, no, we're really happy. Two of the meetings you've booked look like they're going to close. And we're just saying, could we maybe focus on those areas exclusively for a little bit? It feels like that's where the fruit is. We assume the worst, don't we? We assume the worst. assumed, it was too good to be true. Maybe it's not as good as it seems. And you know what assumed does? What?

It makes an ass of you and me. Wow. I've been Jack Frimston. I've been Zach Thompson. Remember you will die. Zell Z.