The power of making the right choices. Wow, what keys were you in then? I was in several. But it's not about what key I was in. It's about what key we're about to be in in this episode. Because guess who it is? He's having a lot of air time. It's Epic T-Tas. Easy for me to say. Easy for you to say. You are not defined by your appearance or hairstyle, but by your ability to make good choices. If your choices are beautiful, so too will you be.

Wow. And we were literally just talking about how last week you had a skinhead and then in the space of a day, you've, you've changed your whole hair and style. More approachable. I think you look warm. Thank you. am. So when I think about this, Jack, when I think about making the right choices, there's a lot of signaling that goes on in this world. Isn't there a lot of status grabbing and things like that. And there's a lot of, I'm trying to put things across. I'm trying to put this image across.

And I think the worst thing that you can have is an idea of what someone's going to be, meet them and go, but I've sort of put this picture together that you've never met your heroes kind of vibe. And actually you're not quite the same. We've had it many a time. Haven't we like on a different podcast that we've done where there's the bit before it goes live, but before the clapper goes down and you're like, you're not that guy.

You turned it on, it became a character then. So I think there's a feeling of, certainly for me and for you, of like, you be as close to what you say you are as possible? Obviously there's gonna be different versions of you. And I think if you can bring that into the world, you'll find that it's a much more comfortable place to be. And a good example of this is, I remember when I was in my sales career, there was a feeling of like, because I could get results on the phone, like, okay, let's wheel him out to events and networking and stuff like that. And I just hated it. It would make me feel uncomfortable. I'd pretend I'd be putting on a character and it was just very, just not what I was about. Whereas I would say someone like you would be much more comfortable networking and being out there and being pushed out. Would you agree with that? And I think this is where we kind of compliment each other really well. And I remember we had a conversation and this year I've definitely like, leaned into it more because there are different types of salespeople, there? There are the relationship builder, there are the challengers, there are the rapport builders and stuff like that. But I definitely know that one of my key skills is building relationships. And I think it's like, it's not from like, like the intention is to build the relationship, but it is just kind of in my nature to be like, I've seen something, I'll check in on that or I'll save that, whatever it is.

And then over time, those relationships develop. But it's about knowing where your skill set lies and leaning into that. It's not to say don't learn other skills because there was definitely a point years ago where I was probably on the people please inside. So what I've done is gone, okay, how do I learn how to be less of a people pleaser and more of a challenger? And that's helped me. But actually becoming a well-rounded version of yourself, I think, is very, very important.

It's probably a good time to talk as well. We're releasing, released a book and one of the things that we talk about within that book are the four characters. And we say that throughout the sales process, you do have to wear different hats because actually the person that you are with, your mom, your partner, your friends, your team members, all of these different things, you will be different versions of yourself. I've seen the person that you are behind closed doors and trust me, it's not nice.

But there's different versions that you bring to the table and it's so, true in the world of sales. So we've got the four characters, the actor, the therapist, the lawyer, and the one that was named after you, the idiot. Nasty. Do you want to run us through those four? Of course. The actor is your ability to be a chameleon. Can I play the role that is required in the moment? If I'm dealing with the CFO, they need the numbers in the analytics. Well, guess what, Geoff? Look at slide eight. There's the spreadsheet.

with the graph pointing up. That would be the actor. So they become what they're given. They're the chameleon people. Buy from people like them. Can I change character? The lawyer. The lawyer is the ability to challenge evidence. All good salespeople need to be able to do this. They need to be able to say, you told me before you were getting X amount of leads a day, but then you've just changed it to this now that I've come and seen you on site. There's some inconsistencies in the story. The evidence doesn't stack up.

Jury, you seeing the man before me, he is not the man he said he was. Wow. Yeah? Yeah. That would be... You should be in a period drama. You should give me a period to talk a bit longer.

Then there's the therapist. Yeah. No, the therapist would say, it's not your fault. It's not your fault. It's not your fault. It's not your fault. No, the therapist would be able to say, I can hear this person's opening up to me. They're having troubles and I'm not just going straight in with like, great, let's get some time in the diary. I'm going, wow, that sounds really frustrating. How long has that been going on for? Have you found anything to fix it?

If you did find something to fix it, what would you want it to look like? It's that ability to empathize and rapport building is actually through the questions you're asking, getting closer to someone in that way. And then lastly, you talked to me before, you called at me, and I don't mind being called it, put it this way, I'm meeting them halfway. It's the idiot. The idiot. Now the idiot, what they're there to do is they're there to scratch their head and say, I don't understand. Because two things are happen. When I'm dealing with the CEO, and they're telling me they've got 30 different ways that they generate leads, but they're not hitting their revenue figures. If I go, I don't understand. You said to me before, sorry, I'm probably being an idiot. You said to me before 30 different ways that you're generating leads, but then none of them are turning into revenue. I've missed something. Now two things are going happen. The CEO is going to go, yeah, you idiot. This is what's happening. They're going to correct you. Fine. That's a good outcome. They're getting emotional. They're trying to correct you or they're to put their arm around you and say, come on, mate, let help you understand this a bit better.

The master salespeople can flip between all those different characters sometimes in the same sales process. So you are the role that's required. So don't play the role, roll the play. I like it. Yeah, you can wield, can't you? You can dual wield. You can be an idiot lawyer at times. But I think that's the thing about being the idiot is you're not a slapstick moron. Thank you. You're an idiot. I've been Jack Frimston. I've been Zack Thompson. Remember you will die. Rushing to the somber place.