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Sales is Love with Justin Janowski · Christian Business Growth Podcast

• 0:00
  Hello and welcome to the Christian Business Growth Podcast.
• 0:03
  Today I'm here with
• 0:06
  Justin Janalski.
• 0:08
  So Justin, how did God get you started in business?
• 0:12
  Well, I got started in business Lyle when I was eighteen years old.
• 0:16
  I sold Cutco kitchen knives.
• 0:18
  Are you familiar with those?
• 0:20
  I was probably one of the last people to flip through the newspaper to find a job.
• 0:25
  It feels like that was the very end of that era.
• 0:29
  but I was eighteen.
• 0:30
  It was the summer after high school and I was looking for a job and and I saw an ad in the paper and it wasn't really clear what it was.
• 0:36
  Uh, but it sounded interesting and I went in for the interview and that was the job.
• 0:40
  And it's it's an
• 0:42
  Interesting thing because a lot of people who get interviewed at that company, they end up thinking it's a scam or it's weird or what's this.
• 0:49
  Like, what do you mean I'm gonna sell knives in people's houses?
• 0:52
  For some reason, I didn't have any resistance to it.
• 0:54
  I thought it was really fun and exciting.
• 0:56
  I like the idea that I could earn commission.
• 0:58
  And I took that job and it it changed my life in so many ways.
• 1:03
  And it started me on an entrepreneurial journey.
• 1:05
  And it was many stops before I became a coach.
• 1:08
  but I really think that God kind of
• 1:10
  introduced that idea to me when he introduced me to a coach.
• 1:14
  And I remember hiring my first couple of coaches and it being very impactful to me.
• 1:19
  And then ultimately feeling like God was calling me to start my coaching business.
• 1:24
  And he called me the first time and I was like, man, I want to be a coach.
• 1:28
  I want to do what this guy's doing for me.
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  This is so impactful.
• 1:30
  And I I launched my business and I got two clients and one of them paid.
• 1:35
  And I was out of business within a few months.
• 1:37
  I only made a few hundred dollars.
• 1:39
  I didn't know what to do next.
• 1:40
  I just felt stuck.
• 1:41
  And so I went back to whatever my day job was at the time.
• 1:45
  And it was three years later that I tried again.
• 1:48
  This time I felt like God had really called me.
• 1:51
  He uh I remember I was I was on a mastermind call, a group call with my coach, where everyone was sharing their truth on the call.
• 1:59
  Uh, and it started with like the the coach, the leader of this community I was in.
• 2:04
  Of calling out one of the members and saying, like, everyone here is living their truth and doing what they're meant to do, except you.
• 2:10
  You're saying this and living like this.
• 2:12
  He like really this had never happened before, never happened after.
• 2:16
  It was a small group mastermind.
• 2:17
  This was the only call that someone was like kind of called out like this.
• 2:21
  These are hour-long calls, they've always been an hour, hour five at most.
• 2:25
  This was a two and a half hour call because what happened after that person was called out is he vulnerably confessed the truth.
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  He's like, Yeah, you're right.
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  And he owned it completely and he shared and he cried.
• 2:35
  And then it went to the next person.
• 2:37
  And that person's like, hey, I I gotta say something because I'm not living my truth fully either.
• 2:41
  And the next person did that and the next person did that.
• 2:44
  And everybody had something vulnerable and big that they shared.
• 2:48
  And I remember it got to the end of the call and it was my turn.
• 2:50
  And I was walking home.
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  I was taking this call on the road.
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  And and I said, I just want to say thanks for sharing everybody.
• 2:57
  I feel like I'm living my truth.
• 2:58
  I'm doing what I'm supposed to do.
• 3:00
  And I was in financial planning at the time.
• 3:02
  So I didn't have a share.
• 3:03
  I was the only person who didn't have a big bold share.
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  And I got off that call.
• 3:07
  And a few minutes later, I'm walking down the hallway towards my apartment.
• 3:11
  And I felt like God hit me in the chest with like a big message about what I was meant to do.
• 3:17
  And it was this call to coaching.
• 3:19
  And I never felt something like so direct from God.
• 3:22
  Like I almost buckled at my knees.
• 3:23
  It felt so real and so big.
• 3:26
  And and I called my coach and I said, Hey, I know we just got off this call.
• 3:30
  And I said I didn't have anything, but I think I need to quit my job and start a coaching business.
• 3:35
  And he got a little bit nervous, like, no, like I didn't mean for this call to get people to quit their jobs and that sort of thing.
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  So he asked me a lot of questions.
• 3:42
  And ultimately he came to this same conclusion as me.
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  He's like, Okay, yeah, this feels real.
• 3:46
  Um, the language I was using is it just feels like this is my truth.
• 3:49
  Like this is what I'm I'm supposed to do, what God wants me to do.
• 3:53
  And um and he said, Okay, well if you're gonna do this, when are you gonna do it?
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  And I said
• 3:58
  I feel like I need do this right now.
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  And I quit my job the next day.
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  And my boss was upset and he swore at me.
• 4:04
  He told me what a horrible decision he thought it was.
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  And he really like cast a lot of doubt.
• 4:09
  But I felt I felt certain that this is what I was supposed to do.
• 4:12
  And so I launched that second coaching business and I was all in this time.
• 4:15
  I was really called.
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  I was really serious.
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  God was in it with me.
• 4:19
  And uh and I got only three paying clients, and then I went out of business.
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  Because I felt stuck.
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  I didn't know how to consistently get new clients.
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  I didn't know how to create enough income to provide and to live uh off of my coaching business.
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  And so I went out of business again.
• 4:36
  But I ended up getting a job working with my coach.
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  He said, Come, we'll teach you sales.
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  Come work for us.
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  We need a salesperson.
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  And I worked for that company for three and a half years and I learned how to sell.
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  I learned how to build a business.
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  I learned how to be an entrepreneur.
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  And then from there, uh
• 4:53
  The company just became more and more spiritual, but not Christian, which at many people have seen in the personal development space, that happens a lot.
• 4:59
  They started talking about God, but they called him the universe or source or the weaver or different things like that.
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  And it just was clear that it was becoming a place that wasn't right for me.
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  And I felt the call again from God.
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  And I know I'm giving you a long story here, but God really launched me into this.
• 5:15
  In this case,
• 5:16
  My wife, I I'd gotten married now, so the stakes were higher.
• 5:18
  I was earning six figures income at that job.
• 5:20
  I was I was able to provide for my family in such a way that when we had our first baby, Grace, my wife left her job at the Air Force Academy.
• 5:28
  She was a psychology teacher, brilliant woman, and very independent before I met her.
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  And so it was a big deal for her to say, I'll leave my job and stay home with Grace this first year and trust you to provide.
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  And on my second day back to work, I felt like God tugged me out of that job.
• 5:44
  And made it extremely clear that's not where he wanted me.
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  And it this was different than those single ventures and the previously, but I I called Kara abruptly and I'm like, babe, I need to quit my job and start a business.
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  She started crying.
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  She's like, What?
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  It was not part of the plan.
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  There was no security in that.
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  We took a month and we thought about it and we prayed about it.
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  And ultimately, Kara came to the same decision as me that this is what I was meant to do.
• 6:08
  And I'd already failed at this twice, and the stakes were high now, but we had three months of income.
• 6:13
  And I had a little bit of runway just to try.
• 6:15
  And I told her exactly where I was gonna go asking for a job if it didn't work.
• 6:19
  And after the two failed attempts previously, this time having learned how to sell and build a business and like really feeling the urgency to act with my family relying on me,
• 6:30
  I was more ready and God provided in a beautiful way.
• 6:33
  And I I did over two hundred and fifty thousand dollars in revenue that first year at Faith to Influence, and that's the work I'm doing now.
• 6:38
  seven years later and and God's been just so faithful.
• 6:42
  I've been able to work with over a thousand clients and do multiple millions of dollars in ink in in revenue.
• 6:47
  And it's it's beyond my wildest dreams.
• 6:49
  My goal that year was to earn sixty grand and it ended up being two fifty.
• 6:53
  And so I I learned a lot about God.
• 6:55
  I learned a lot about myself.
• 6:56
  I learned a lot about sales and business through that long journey of God calling me into what I'm doing now.
• 7:03
  I think long journeys comes with our stubborn brains.
• 7:05
  We have those steps, you know, you stepped into it, but you stepped into it by yourself first and slowly let God be part of that integrated process of your business, which made
• 7:16
  all the difference.
• 7:17
  Yeah.
• 7:17
  Yeah.
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  The first time it didn't feel as much of a calling as it was just like I want to do this for myself.
• 7:22
  The second time God called me and I still couldn't quite get it there.
• 7:25
  but the third time I had to, and so I did.
• 7:28
  Yeah.
• 7:30
  Surrender is exactly right.
• 7:31
  Exactly right.
• 7:33
  work.
• 7:34
  Um, so what's God doing your business right now?
• 7:35
  Tell us what's going on.
• 7:37
  So I'm at Faith to Influence now.
• 7:39
  I started with original like in a men's group.
• 7:41
  Um, I was running a Christian entrepreneurial men's group those first few years.
• 7:44
  That was really fun.
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  Um, we were we were coming at being Christian entrepreneurial men in different angles from sales and business to being husbands and fathers.
• 7:53
  And it was a really cool initial business, a really great work.
• 7:57
  And then some of those men, as my business grew, they wanted to be coaches.
• 8:01
  And I started working with them on building their coaching business.
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  And I realized like that felt like my zone of genius.
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  That felt really fun.
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  Uh, gave me a lot of energy.
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  I just felt the Holy Spirit moving as I was helping people grow their businesses.
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  And so after two to three years, probably about three years in business, I transitioned to working with Christian coaches, uh, men and women.
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  And I use coach kind of broadly: trainer, facilitator, uh, pure coach, author, speaker.
• 8:28
  These kind of all fit into that category.
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  It's a Christian service providing business who wants to learn how to grow.
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  And I think that most of my clients are really great at service.
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  They're really great at coaching.
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  They love people.
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  They have a big heart for service and they want to give generously and they they feel called like I did.
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  But they're like I did in my first two uh attempts, struggling with sales.
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  They're struggling with how to build a business.
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  And so what I'm doing is I'm helping them learn how to design their offers, how to market.
• 8:59
  and how to sell with integrity in a way that feels really good and actually works.
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  And so I'm doing that in a number of different ways.
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  We've got a membership community.
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  We've got a sales school.
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  we've got some higher level programs.
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  We run live events occasionally.
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  And so there's a lot of lot of fun ways that we provide the service, but it's all about helping the Christian coach, the Christian entrepreneur learn how to grow their business
• 9:21
  with integrity in a way that really works and provides for their families too.
• 9:25
  That's cool.
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  And you just had a live event as well.
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  What's the difference between a live event and a coaching online event?
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  That's a big difference, isn't it?
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  It sure is.
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  Um we uh when my business was new, I I actually like built my business around live events, but really small ones.
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  So I was holding like four to eight person retreats uh every couple of months and that's how I would start with my clients and then I'd make my big offer at the retreat.
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  then COVID hit and we kinda took everything online and and I started to find all my clients through little online events and
• 9:58
  things like webinars and challenges and things like that.
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  And and recently over the last few years, we've implemented a conference strategy where once a year we've been running a big conference and we had Christian Coaches Academy live
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  with 80 people in uh July in Milwaukee.
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  And it is so different from doing things online.
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  one of the biggest differences is the expense of it.
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  Uh it's it's kind of a scary event to put on because it costs so much money.
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  to put on the event.
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  you know, it's like thirty or forty thousand dollars to to do it the way that we want to do it.
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  We're providing lunch all three days and all those things.
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  And so we get sponsors and we sell the tickets and it's you know it's a surrender to trust of of God's provision again and again to do an event like that.
• 10:41
  We spent we've joked about it a lot, but we spent like thirteen to fifteen hundred dollars on coffee the first day uh at the conference.
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  We kept having to like ask for more and ask for more and ask for more and eventually at the Hilton was like, uh I need to do who's in charge here because
• 10:55
  I can't give you guys more coffee without talking to the person who's in charge because they're like, how do they keep ordering more?
• 11:01
  Um, but those expenses start to add up.
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  but but there's something that's really special about being in person.
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  the opportunity to like actually be together uh feels really tight knit and and really special.
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  And like to shake hands and give hugs and be face to face is is always gonna be gonna be uh
• 11:22
  really valuable.
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  And so I love that we live in a world where we can all be connected wherever we are online on Zoom.
• 11:28
  that that makes my business so much easier to run and opens up so much opportunity.
• 11:32
  I don't know if my business would exist without this this version of the world that we're in right now.
• 11:37
  ah and getting together in person is still one of my favorite things when we can do it.
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  Yeah, community can be face to face, but when you see somebody in real person and you can touch and give them hugs, like you said, it's it makes all the difference.
• 11:51
  Yeah, that's right.
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  And there there are people who, you know, they've been in our community for years and uh, you know, maybe I've known them for two or three years and I feel really close to them and
• 12:00
  they make it to the conference for the first time and uh you realize that they're shorter or taller than you thought and and you get to you get to actually be together in person
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  and sometimes people say to me, It's nice to finally meet you and I'm like, No, we we met two years ago.
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  This isn't meaning, but it's it's nice to be with you in person.
• 12:20
  Exactly.
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  Makes all the difference.
• 12:23
  All right.
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  So we're gonna shift into our business growth tips.
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  And you've built a very big business and you've impacted lots of people.
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  So what is your business growth tip for us today?
• 12:32
  Hmm.
• 12:35
  So if if I'm talking to somebody who's in that that service kind of industry, a coach, an entrepreneur who's who's building the kind of business that I work with, there's a few
• 12:44
  things I think people really need to have in place to build a successful business.
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  And you know, I'm gonna share, share four briefly that I think are most important.
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  Number one is their mission statement.
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  And the mission statement is communicates really easily who you work with, what problem you solve.
• 13:02
  and why it matters.
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  It's ultimately what begins to create and craft your brand.
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  If it's done well, it's the foundation of your websites, the foundation of your podcast, it's the foundation of a book that you would write.
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  It's the foundation of your offer and how you might handle a sales call or what you would say when somebody meets you networking about what you do.
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  And it tells the story in such a way that the ideal client raises their hand and says, my gosh, that's me.
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  And they say, that's what I need.
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  Each of us needs to solve a specific problem for a specific person.
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  Who's willing to pay to solve that problem?
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  That's how we build a successful business.
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  And so my mission statement is I help Christian coaches optimize their signature offers, their marketing, and their sales strategies so they can scale their income and scale their
• 13:45
  impact.
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  Now that's the professional version of it, but people will oftentimes bring it down to a small phrase in their minds or a single word.
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  And so I'm remembered for working with Christian coaches, or I'm remembered for the word sales.
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  And because I'm remembered for it, because I've my marketing has been consistent, my brand has been built around this mission statement.
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  And I've said that word sales over and over in different ways.
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  My program sales school, my podcast is sales strategies for Christian coaches.
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  That branding has been really strong.
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  And so it's memorable.
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  And so people will come to me to buy, they'll find me when they're searching online, they'll refer their friend because the branding is built around a single mission statement
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  and it's spoken like a broken record in the marketplace.
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  Um so
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  We all need have that in place and figure that piece out first.
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  Then we need the right signature offer.
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  I believe everyone should have a program, a signature offer that's well designed over a s certain period of time, six months, twelve months, to solve our clients' problems and to
• 14:42
  make a big difference.
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  And and that offer being designed in such a way that it's an absolute win for our clients and that it's an absolute win for the coach, for the entrepreneur and their family is is
• 14:53
  essential.
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  And so we say win win or no deal.
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  it's gotta be a win for our clients, of course.
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  And the Christian entrepreneurs I talk to, they all make sure it's a win for their clients, but sometimes they do so at their own detriment.
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  They start giving away things for free or they overpromise and they burn themselves out.
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  And if if we can't provide for our families through the business, if it's not sustainable, we're not gonna be able to continue to serve people.
• 15:13
  So we have to make sure it's a win on both sides.
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  And I always remind my clients, you're the only person who's gonna be in your program forever.
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  So you better like it.
• 15:19
  Uh clients are gonna come and go.
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  So we have to get that offer in place.
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  Then the third thing we need to know how to do is find our clients.
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  And we talk about this in in terms of marketing, and we use the language short game marketing.
• 15:32
  Long game marketing is the branding that we do online that leads people to us eventually.
• 15:37
  It's things like the podcast that we're on right now, or writing a book, or writing an email, or posting on social media, or even building a website.
• 15:45
  All of these are examples of long game marketing strategies.
• 15:48
  We do them long enough, consistently enough, with enough excellence over a an extended period of time, people will eventually come to us to buy.
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  And it it builds a brand online.
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  It's a beautiful thing.
• 15:58
  And if we only do that, we're gonna be struggling in our business because it usually those activities, those long game activities, don't lead to sales right away.
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  So we have to play the short game, which is answering a different marketing question.
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  It's what can I do today to make a sale this month?
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  And so when we think about that, to me, there's only a few things.
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  You know, things like
• 16:17
  Reaching out to someone that we know and inviting them to a real conversation one-on-one where we can ask questions and provide a coaching experience and ultimately invite them to
• 16:25
  our program if it feels like there's something that we can do to help them achieve their goals.
• 16:29
  we can get referrals, we can network, we can speak on stages, uh virtual or live, to get in front of our ideal audience.
• 16:37
  We can direct message people and invite them to conversations, uh, or we could run ads.
• 16:42
  I generally don't recommend that people run ads and complicated funnels until
• 16:45
  They have $10,000 to lose learning how because it's a tricky process.
• 16:49
  Um, but we we have to have one or two or three of those kinds of things in place that we're doing on a weekly basis to consistently get ourselves in front of our ideal client
• 16:59
  in a way that allows us to make an invitation to our offer.
• 17:03
  And once we can consistently get in front of our client, of course we need to know how to hold the sales call, which would be the fourth is figuring out how to structure and hold a
• 17:11
  sales call in a way that makes it easy for the right person to say yes.
• 17:15
  And what's really important about it is making it easy for each each of us, the entrepreneurs, to engage the process.
• 17:22
  I think so many entrepreneurs are avoiding sales because they think it's gonna feel bad.
• 17:27
  And if we can make sure that we learn how to do sales in a high integrity, loving way that feels good, then we'll actually engage in it.
• 17:34
  Then we'll actually do it again and again.
• 17:35
  So if we get the right mission statement in place, the right signature offer, we learn how to find and attract our clients, and we learn how to sell, everything else is gonna be
• 17:43
  really easy.
• 17:44
  From a business building standpoint.
• 17:46
  Absolutely.
• 17:47
  And I believe you're the one that phrased it.
• 17:49
  I don't know if you're the one that coined it necessarily or whatever, but you said sales is serving.
• 17:53
  And I've even heard you say sales is love.
• 17:56
  Yeah, yeah.
• 17:58
  I've heard other people say sales is serving.
• 18:00
  Uh sales is love.
• 18:01
  I haven't heard from anybody else, but I that's really what I believe is like sales when it's done right.
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  It feels good whether the other person buys or not.
• 18:10
  When it's done right, it's just coaching with an invitation at the end of of it.
• 18:13
  Sales when done right can feel transformational.
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  Sales when done right can help people get more of what they want or become more of who God created them to become.
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  It can have an incredible impact whether people buy or not.
• 18:23
  Sales when done right can be an expression of love.
• 18:25
  It can be an expression of work that we are called to.
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  And I know that like people hearing those two words together, sales and love, are probably shaking or scratching their head a little bit in some cases.
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  And and maybe it's hard to believe the first time that people hear it.
• 18:39
  And I want to tell people that it's true.
• 18:41
  Like you really can learn how to sell in a way that feels so good, so aligned, so honoring of God, so honoring of your prospect, and that actually makes it easy for people to say
• 18:50
  yes as well.
• 18:51
  And so there's this like.
• 18:52
  duality of it that it's like a good thing and it equals success in your business.
• 18:57
  And I think people have oftentimes imagined that it's one or the other.
• 19:00
  I can be successful doing bad things, or I can be honorable and good and I'm not going to have a whole lot of success.
• 19:06
  Uh but the truth is we can absolutely do both.
• 19:09
  Yeah, you gotta love the person you you're serving and care about them enough to go out there and make the difference.
• 19:15
  If you're holding it to yourself and not telling other people you're not helping people, how can you help that person if you're trying to think about it in your head or you're
• 19:22
  waiting?
• 19:23
  If God's called you to something, you gotta step out there and take those actions and sell as a service.
• 19:29
  Don't be afraid of it.
• 19:30
  Don't be thinking about Jesus would be a great salesperson because he didn't care about tell he told people exactly what it was.
• 19:35
  He had no problem with it.
• 19:36
  Well, and what what Jesus did was like he invited over and over.
• 19:41
  He didn't like if somebody didn't accept the invitation, he moved on to the next.
• 19:46
  He even took kind of talked to the disciples, like, go to the town.
• 19:48
  Like if you're if you're rejected, just like brush the dirt off your feet and move on to the next town.
• 19:53
  Like that's that's just part of it.
• 19:55
  Our job isn't to make people say yes.
• 19:57
  And Jesus didn't make anybody say yes, even though he probably could have.
• 20:01
  He chose to invite.
• 20:03
  And he told chose to tell his parables and to see who resonated and who came to him, who accepted the call, who accepted the invitation.
• 20:11
  And I think, you know, Jesus is the ultimate, uh, greatest salesperson, greatest leader, greatest influencer of all time for sure.
• 20:17
  We can learn so much from him that he was he was bold.
• 20:20
  And, you know, Jesus obviously cares so much and wants everyone to say yes.
• 20:25
  Um, but he also recognizes, like, you know, that his his role is to invite, and he's not trying to force.
• 20:33
  And so I I think about that uh a lot.
• 20:35
  And I think, you know, one of my first mentors, his name was Hal Lrod, used to say, we need to be committed to the process without being emotionally tied to the results.
• 20:44
  And it's easier said than done, but people get so emotionally tied to the results in sales, where if somebody says no to booking the call or somebody says no to the offer,
• 20:53
  people take it as like this personal rejection and like it hurts and they're so disappointed and crushed.
• 20:57
  And so then they don't want to put themselves in that position again.
• 21:00
  Um
• 21:01
  But Jesus didn't act like that.
• 21:02
  You know, I'm sure he is like a little bit crushed, obviously, when somebody doesn't say yes to his invitation, you know, because he loves us so, so much.
• 21:10
  Um, but he's just moving on to the next invitation again and again and again.
• 21:15
  And uh it's it's kind of an expression of that.
• 21:18
  And if we can learn how to do that in sales, we get enough repetitions and we're committed to the process of meeting people, of having conversations, of serving people at a really
• 21:29
  high level in those conversations.
• 21:31
  Of getting consent to sell, saying, like, hey, would you like more help with this?
• 21:34
  And if somebody does, like, hey, can I share my offer with you?
• 21:37
  And then we just we just get used to inviting people.
• 21:39
  The more we invite people to our program, to the work that we do, the more success we're gonna have.
• 21:44
  There's a direct correlation.
• 21:45
  Um, but we don't actually need everybody we invite to say yes.
• 21:48
  And even to expect that they'll all say yes is completely wrong because it's impossible.
• 21:53
  They're not all gonna say yes.
• 21:54
  Most people, when we invite, are gonna say no.
• 21:56
  Um, and our job isn't to make them say yes, it's just to invite.
• 22:00
  And to make it easy for the right person to say yes.
• 22:03
  Absolutely.
• 22:04
  So as we end up here, tell us what little tidbit of wisdom do you want to leave us with and how can we get in touch with you?
• 22:09
  Hmm.
• 22:10
  Tid bit of wisdom to leave you with.
• 22:13
  already given us all these nuggets, but maybe one more.
• 22:16
  Yeah.
• 22:17
  You know, the the thing I'll I'll leave everyone with here is is an idea that done is better than perfect.
• 22:24
  And sometimes we have to do it scared.
• 22:29
  And it that's that's not always fun for people.
• 22:32
  Uh but those first steps, if you're feeling a little bit stuck, you've been trying to build a business, but you find yourself avoiding the sales activities, avoiding the first
• 22:41
  steps, avoiding the real work, avoiding putting yourself out there.
• 22:45
  Because it feels scary.
• 22:46
  I just want you to know you're in great company.
• 22:48
  I felt really scared too.
• 22:49
  So did just about every entrepreneur I know who's been successful felt scared, wasn't certain about themselves, had some self-doubt.
• 22:56
  But if we have a mustard seed of faith and we surrender to God, then let's just take imperfect action and we just need to do it scared.
• 23:03
  And once we get enough repetitions, it begins to feel easier.
• 23:07
  And we get more repetitions after that.
• 23:08
  It begins to actually feel natural.
• 23:10
  And and I just want people to know that those first steps are the hardest.
• 23:14
  And once you take them, the next steps become easier.
• 23:16
  And we just need to keep taking the next step.
• 23:19
  And if for getting in touch with me, I'd love to give everyone a gift.
• 23:22
  Uh, you can text the word sales to the number 55444.
• 23:28
  text sales to five five four four four.
• 23:32
  I'm gonna give you our 10-step sales process for free.
• 23:35
  it's a really nice process.
• 23:37
  It's all the notes of exactly how to hold a sales call with integrity and uh and excellence.
• 23:42
  sales to five five four four four.
• 23:44
  Great.
• 23:45
  Thanks for being with us today.
• 23:46
  Thanks for having me, Lyle.