0:1515 secondsAnd we're back. Okay, this is like I knew this was going to happen. I was totally prepared for this. The section two, session two, part two, uno dose. 0:2525 secondsHere we go. Marshall, thank you for sticking around for a little bit more of this magic. We wrapped up that last question. We were talking about, you 0:3232 secondsknow, the shift in thinking, the mindset. Um, and you did a masterful job of talking about how some shops are 0:4040 secondsdoing things differently now. They've had to adjust. Um, they they have to recognize that there's power in doing, you know, one of something. And, you 0:4848 secondsknow, and we talked about momentum. We saw we've seen some momentum. The ebook, the thinking ebook that you did wasn't just sour grapes, everything sucks. 0:5757 secondsWe're going to hell in a hand basket. You have some great positives in there. And so, I'm so glad we touched on that. 1:021 minute, 2 secondsAnother thing that I can't wait to talk to you about was this idea that I had not heard phrased this way which really 1:101 minute, 10 secondscaught my attention was the myth of more. And you talked about something that I think almost every business in 1:171 minute, 17 secondsthis industry has felt. There is this what you call you called the myth of more. This more leads, more orders, more 1:261 minute, 26 secondscold calls, more you know emails, more equipment, more hustle. Come on, just hustle. You know, instead of eight hours 1:341 minute, 34 secondsa day, we got to grind out 10. Instead of 10, it's got to be 12. I mean, you're not even showing up if you're not pulling a 12-h hour day. What the hell, Marshall? 1:411 minute, 41 secondsSo, this this is costing people. And I think that this myth is where a lot of people are stuck right now. They're stuck with old thinking 1:501 minute, 50 secondsmindsets that if they just do more, they can they can get out of this. They can get out of that hole. So, tell us what do you think about that? What did you 1:571 minute, 57 secondslearn from that? What what's the input and the insights on the myth of more? 2:022 minutes, 2 secondsWell, here's the idea, right? Is um you know, most of the people I talked to 2:102 minutes, 10 secondsare Americans and Americans love a lots of things, right? The the more you know, we want have a 12 ounce Coke when you 2:182 minutes, 18 secondscan have a 32 ounce big gulp. Okay. The the more that we h we like more. We like the the understanding more. Okay. 2:262 minutes, 26 secondsbigger, bigger, faster. 2:282 minutes, 28 secondsAnd in business, right, what if you replaced lots of customers with one customer that actually paid you what you're worth, so you worked less. 2:402 minutes, 40 secondsLet that land. Hold on. Wait a minute. 2:432 minutes, 43 secondsDid I just hear you say, "What if you replaced a bunch of unprofitable customers with a customer that paid you more, what's your worth, and you focused 2:512 minutes, 51 secondsmore attention on them?" Did I hear that right? Is that what you said? You did, right? So, what if you could work half as hard but made twice as much? 3:003 minutesCome on. That's a unicorn. That's That's a myth. There's another myth. That's not what would you What would you need to do? Who would your clients have to be? 3:073 minutes, 7 secondsAnd then why are you using Why are you focused on those clients? 3:123 minutes, 12 secondsOkay, the ones that don't appreciate you or don't pay you or argue over a nickel or whatever, right? There's always a better 3:203 minutes, 20 secondsclient out there, right? And if you uh and just as a as a an kind of a thing, 3:273 minutes, 27 secondsright? Um just look at any other industry, right? Look at automobiles for example, right? Can everybody afford a top-of-the-line Mercedes? No. Right? 3:393 minutes, 39 secondsSome people can only buy a 12year-old used Buick, right? So, but if you think about who your customers are, are you 3:463 minutes, 46 secondstrying to go after that used car guy? or you're trying to go after the top-of-the-line Mercedes guy, right? 3:533 minutes, 53 secondsAnd so one sale with either, right, gets you that nugget of money, whatever that is, right? But it's the same effort. 4:014 minutes, 1 secondIt's the same thing you got to do, right? So I think if we start thinking about our ideal customers and thinking 4:074 minutes, 7 secondsabout what we want to do first and really kind of hone in on what we're 4:144 minutes, 14 secondstrying to accomplish, we'll we'll get a better result. And one of the things I learned right through this is that some of the shops that I 4:234 minutes, 23 secondstalked to and the people I talked to are really super focused on who they are actually spending their time on. 4:324 minutes, 32 secondsAnd you know uh and I I talked to this one person who told me unless somebody's 4:394 minutes, 39 secondsa $50,000 a month customer I'm not wasting any time on them. 4:454 minutes, 45 secondsSo that's not those other customers aren't even on their radar, right? They like, oh, it's a 100 piece order once 4:544 minutes, 54 secondsnext. They're not going to they're not even they're not even talking to them, right? They're super focused on exactly 5:015 minutes, 1 secondwho they want and then their laser beam like effort goes after them. That's who they're going after, right? So the myth 5:085 minutes, 8 secondsof more is about we don't need more customers. What we need is better customers that are more in aligned with the outcome that we want. 5:185 minutes, 18 secondsOo, that is wisdom. Did you Did you have any examples from people that have gone through that shift or that change? Is there anybody that comes to mind? 5:275 minutes, 27 secondsI Well, I I didn't um in the book I I'm not sharing names of people and Right. Right. Right. That's that's fair. 5:345 minutes, 34 secondsI didn't want to I didn't want to um cause because the book has a lot of really kind of things in it that people 5:425 minutes, 42 secondswere sharing with me that if somebody knew they said it, they would get killed. Fine. And well, thank God, thank God I didn't say 5:515 minutes, 51 secondsanything that was so so impactful and secretive. 5:545 minutes, 54 secondsOh man, you should have heard Jay's conversation. Oh my god, you couldn't believe it. 5:595 minutes, 59 secondsBut but you know um so I'd rather not name names but I do know that some people right um you know they go out of 6:076 minutes, 7 secondstheir way to make their customer the number one priority and they're really understanding everything about that 6:146 minutes, 14 secondscustomer and they are building things for them but everything they do is about 6:216 minutes, 21 secondsthat customer's needs and problem solving whatever that is right yeah I love that and and so The myth of more isn't about 6:306 minutes, 30 secondsum I'm just going to just release a bunch of stuff and hopefully somebody will buy it or I'm going after, you 6:376 minutes, 37 secondsknow, like a there's there's a lot of companies that go after schools or they go after restaurants or going, you know, whatever because there's a lot of that 6:456 minutes, 45 secondsaround them, right? But they have a lot of struggle with that type of client because of how that client pays you or 6:526 minutes, 52 secondsworks or whatever the right process or whatever it is, right? 6:586 minutes, 58 secondsAnd what I learned is there's a lot of companies that to them that is just insane to do that. 7:067 minutes, 6 secondsYeah. It's a giant waste of their energy. 7:087 minutes, 8 secondsIt's a waste of their energy and their time and they go after they go after um different types of clients, right? 7:167 minutes, 16 secondsBecause the return on their investment in time and energy and create c creativity is is so much higher, 7:257 minutes, 25 secondsright? And it's because they just actually stop and think about what is the outcome we want when we're dealing with these people. 7:337 minutes, 33 secondsYeah. Right. 7:347 minutes, 34 secondsAnd um so that's kind of what all that is about, right? No, it's great. It's great perspective. 7:397 minutes, 39 secondsIt's great insights. And I wasn't asking you for specific names, but thank you for clarifying that. I just wanted to make sure that people understood that that through this and through training 7:487 minutes, 48 secondslike this, through insight like this, books we read, industry, um, consultants, you know, people like you, Marshall, and others that are able to 7:577 minutes, 57 secondsask these more challenging questions that say, "Hey, this myth of you just doing more could be costing you all of 8:048 minutes, 4 secondsyour profit and burning out all of your employees." And so that's keeping you stuck. And 2026 thinking requires new 8:118 minutes, 11 secondsthinking. And we have to prepare for now for 2027 and beyond. So what can we do 8:178 minutes, 17 secondsto turn some corners and and re-evaluate and repackage our businesses so that we can stand up loud and proud and say, 8:268 minutes, 26 seconds"I solve problems like this, Mr. Mercedes, future Mercedes driver, and I solve them with a unique system 8:358 minutes, 35 secondsthat I created and it uses branded merch or apparel or print." And here's the system that we built for people like 8:438 minutes, 43 secondsyou, Mr. Mercedes owner, who's got piles of cash and is looking for me to solve these problems. 8:498 minutes, 49 secondsYeah. Well, you know, if you know, let's say you're a contract decorator. A lot of companies are, 8:568 minutes, 56 secondsright? That's a really hard I that's the shops that I've ran were contract decorators. It's a really hard thing to do. You don't make any margin on the 9:059 minutes, 5 secondsgarments because your customer bought them and sent them to you. So you're basically you get paid the the decoration fee. So everything is just about knowing how much everything costs. 9:169 minutes, 16 secondsSo I've done years and years and years of studying that, right, to to find more profit, right? That was my whole job was 9:249 minutes, 24 secondsfinding more profit, right? But I can tell you, right, that there's tools out there, 9:319 minutes, 31 secondsautomation, AI especially, that can help you with this. And it isn't about 9:389 minutes, 38 secondsgetting rid of people, right? Which is the big fear of AI. Is it going to come from my job? It's about having these 9:469 minutes, 46 secondspeople have a better work experience because things automagically happen because of AI and they can take that 9:549 minutes, 54 secondstime that they would have spent, let's say, on order entry, for example, right? 9:599 minutes, 59 secondsAnd then now instead of cramming 60 orders into the system a day, right? 10:0410 minutes, 4 secondsThey're just checking or double-checking what's going on and then they can use that time with contacting clients to make sure these people are happy, right? 10:1310 minutes, 13 secondsIt's not that we're getting rid of people. We're just giving them a better tool to use. And uh and so that's kind 10:2010 minutes, 20 secondsof an example that I heard a lot was we're struggling with AI or we're fully 10:2710 minutes, 27 secondsinto AI. In fact, some shops I talked to already have robots on the floor. you know, they're they're doing things so 10:3410 minutes, 34 secondstheir people can do other things that are higher value because they don't need um that's just a mundane task. What why 10:4310 minutes, 43 secondsare they wasting our key talent and treasure and time on something that doesn't really have any value ad? Right. 10:5110 minutes, 51 secondsRight. And so, so to me, where we're moving right now in this industry is 10:5810 minutes, 58 secondsinto this AI age, this automation age where things are going to happen, right? 11:0311 minutes, 3 secondsAnd I think a lot of shops, you know, there's some people out here, Jay, that haven't even used Chad GT before because they're scared of it. 11:1211 minutes, 12 secondsWow. 11:1211 minutes, 12 secondsYou know, and there's other people who are further down the line and they've got a lot of automations and stuff built. In fact, they're replacing 11:2111 minutes, 21 secondssoftware that they spent thousands of dollars a month on with stuff that they built themselves because AOP can help build that. Right. Yeah. Right. 11:2811 minutes, 28 secondsSo, example like there's a lot of there's there's all types of flavors. Okay. Yes. 11:3411 minutes, 34 secondsBut it's really about understanding where you're going and what you want more than anything. Right. And a lot of people, especially business owners, are 11:4311 minutes, 43 secondsso overworked and they're so stressed, they don't have any free time for critical thinking about what's next or 11:5011 minutes, 50 secondswhat we should be doing because they're just it's a tidal wave of stuff that's in front of them. 11:5611 minutes, 56 secondsThey're literally just just enough time to put out just the fires from today. 12:0012 minutesIt and my my point is I heard from a lot of owners in this interview process, right? 12:0812 minutes, 8 secondsthey spend lots of time rethinking and thinking and rethinking again about how things should be and that's how they've built their companies is because they 12:1712 minutes, 17 secondsspend the time on what really matters, right? Not chasing down all the little problems. So, yeah, great insight. I'm glad I'm glad 12:2512 minutes, 25 secondsyou had that those conversations and you could highlight a little bit about more about this myth of more and what what it hap what why it why it's there how it's 12:3412 minutes, 34 secondscosting people time and money and then in essence a lot of people get stuck there and they never really break out so hopefully this will be um inspiring in 12:4312 minutes, 43 secondssome way that something that you and I say that they can you know identify that and try to turn some corners okay speaking of turning corners questions 12:5112 minutes, 51 secondsI've got one more question for you we're wrapping third base. We're rounding third. We're heading home. 12:5712 minutes, 57 secondsThis really jumped out on the ebook because it's something that you and I both do often is we give advice. People literally hire you because of your 13:0513 minutes, 5 secondsprofessional perspective, Marshall, and your insight on operating systems and asking all of those hard questions. And you do a a fantastic job. I'm just 13:1413 minutes, 14 secondsbragging on my friend here, but Marshall, seriously, more people need to talk to you. Okay. But but there's this fatigue of everybody's hearing 13:2213 minutes, 22 secondseverything. They're getting it from YouTube. They hear it from, you know, chat GPT. You know, AI said this, somebody else said that. I went to this 13:3013 minutes, 30 secondsconference and I heard this. I read this book. And so, this one hit me personally. You know, you said people were fatigued with advice. And in an 13:3813 minutes, 38 secondsindustry and businesses that have podcasts about everything, including mine, that have webinars, uh, including 13:4513 minutes, 45 secondsyours, that have expert, you know, quote expert. Um, we're a part of that, buddy. 13:5113 minutes, 51 secondsAnd and so at at some point I was like, man, what kind of advice are people tired of because I don't want to be given that advice. I want to I want to 13:5813 minutes, 58 secondshelp. I want them to actually discover. Quite honestly, I don't like giving advice. I like to frame it in such a way that people arrive at that 14:0714 minutes, 7 secondsdestination and discover what's best for them. Um so tell me more about this. Was 14:1314 minutes, 13 secondsthat a shocker for you? Were you like like did you have an oh [ __ ] moment or what happened? But yeah, I didn't like 14:2014 minutes, 20 secondshearing that as somebody who writes a lot and puts on conferences and does stuff. Hearing that 14:2714 minutes, 27 secondspeople are inundated, right? And so here's the thing. 14:3814 minutes, 38 secondsWhy don't shops go to trade shows? 14:4314 minutes, 43 secondsYou know, a lot of people don't business once every three or four years at best. 14:4814 minutes, 48 secondsThere are some people go every year because that's their thing, right? But most people, most shops don't go. Why don't they go? It's because there's 14:5614 minutes, 56 secondsnothing new. There's nothing there. The classes are all the same. They don't speak to them, right? A lot of the stuff 15:0415 minutes, 4 secondsthat's published, a lot of the stuff that's in the classes, a lot of the stuff that's out there is for how to do the basic thing. 15:1515 minutes, 15 secondsBut somebody's been in business for 20 years, they already know all that. Why do I need to go to the trade show to hear about how to code a screen, you know? Like that's not in their interest. 15:2615 minutes, 26 secondsRight. 15:2715 minutes, 27 secondsRight. And so when you also look at online, right, there's Facebook groups with I don't know, I do a drive, I call 15:3615 minutes, 36 secondsit the Facebook driveby. I do it like once a day, usually before, after lunch, what before I get going again, right? 15:4315 minutes, 43 secondsI'll go see what's going on Facebook. 15:4515 minutes, 45 secondsI'm all on all these groups, right? And uh and then there's all these people who are constantly sharing all this crazy advice about how they do it, but they 15:5415 minutes, 54 secondsnever share the the the the real answer, right? And you know, um and 16:0216 minutes, 2 secondsit it's it sometimes I'll drop a nugget in there and then um you know, it gets ignored or it gets flamed or it 16:0916 minutes, 9 secondschallenges somebody's opinion on something and it usually it's not worth it. So I quit doing that a while ago, right? I just like to see what 16:1616 minutes, 16 secondseverybody's talking about. But um you've got that and you've got the magazines and you've got the podcasts and you got 16:2416 minutes, 24 secondsconferences and you got all these things going on, right? 16:2816 minutes, 28 secondsAnd guess what? Nobody has time to consume all of that, right? 16:3316 minutes, 33 secondsAnd and when you do consume it, the one of the big challenges is that you hear this person said A, this person said B, 16:4016 minutes, 40 secondsthey're contradict each other. I don't know who to believe. Right? 16:4516 minutes, 45 secondsThat's what I was gonna I was going to ask you. Is this is this a is this overwhelmed because they have they don't know the answers or are they overwhelmed because they don't trust the answers? 16:5316 minutes, 53 secondsIt's it's multiplechoice. The answer is E. All of above, right? And and so um 17:0117 minutes, 1 secondas a content creator, you know, uh it it really kind of hit me hard. And uh that doesn't mean I'm not going to stop 17:1017 minutes, 10 secondswhat I'm doing, right? But it makes me want to focus on delivering better value. Okay? 17:1717 minutes, 17 secondsRight? And the content that I do put out has to be spectacular, right? It can't just be generic. It has to really land, right? 17:2817 minutes, 28 secondsThat doesn't mean it's going to find the audience because oftentimes it doesn't. 17:3217 minutes, 32 secondsI find that a lot of people, you know, I put out a book, you know, a lot of people don't read, so why did I put a 17:3917 minutes, 39 secondsbook out, right? So, and uh but blog articles or magazine articles or whatever. People like videos more than 17:4817 minutes, 48 secondsanything. People like podcasts more than anything. Especially this industry loves a podcast because they can listen while they're doing something, right? Podcasts 17:5617 minutes, 56 secondsare great on the shop floor because you can be hearing about all kinds of stuff, right? Um so, you know, advice fatigue 18:0418 minutes, 4 secondsis a real thing, right? And the other thing I I kind of learned is that people 18:1218 minutes, 12 secondsjust like any show, right? Uh, you know, do you like uh um uh Seinfeld or do you 18:2018 minutes, 20 secondslike Friends, you know? Like there's people who like one but not the other. 18:2518 minutes, 25 secondsSome people like both or whatever, right? It's the same thing in our industry. People follow some people and people don't like that person for some 18:3218 minutes, 32 secondsreason, you know? Yeah. 18:3518 minutes, 35 secondsHey, Marshall, we're going to have to create t-shirts that say we know we're not for everyone. Yeah, exactly. 18:4218 minutes, 42 secondsLike my kids my kids torch me all the time because I don't love The Office. 18:4718 minutes, 47 secondsI've watched hundreds of the episodes there. Of course, there's great humor in that. It's just not it just doesn't draw me in like other shows have. You know, 18:5618 minutes, 56 secondsParks and Wreck or whatever, right? We could I love your analogy, Seinfeld, Friends, whatever, sitcoms, like who which ones do you love the most? And 19:0419 minutes, 4 secondssome of that's generational, some of that's timing, and some of that's where were you. But the reality of what you just hit on is so so smart. You know, you're not for everyone. I'm not for 19:1219 minutes, 12 secondseveryone. And and the sooner we wake up, grow up, and recognize that, we can shift that to say, well, who am I for? 19:1919 minutes, 19 secondsAnd the law of attraction and and and like you said, create better content or create a better business or a better buying experience for the right person. 19:3119 minutes, 31 secondsYeah. Right. And then the through that through this thing right I started really looking at what I'm doing and 19:4019 minutes, 40 secondswhat you know other other people are doing right and there's a thing that uh I been talking about rec recently which 19:4719 minutes, 47 secondsis uh content debt right where you're doing something and you're doing it and doing it doing it doing and doing it 19:5619 minutes, 56 secondslike it takes time it takes effort you're thinking about it on a Saturday when you should be playing with your kids or whatever and and are you getting 20:0420 minutes, 4 secondsthe result that you need from it? And just like with, you know, the whole promo chat thing, sometimes you got to 20:1120 minutes, 11 secondskill your darlings and do something else. 20:1420 minutes, 14 secondsUh, it was I'm still lamenting that day, but you know what? It was so much time. 20:1820 minutes, 18 secondsIt wasn't Yeah. Yeah. 20:2120 minutes, 21 secondsAnd and and so are you getting out of it what you need to, right? And this is this is true of marketing. This is true 20:2820 minutes, 28 secondsof content creation, right? And what I find interesting is a lot of shops spend a lot of time showing how they're making 20:3620 minutes, 36 secondsthe sausage. I mean, you you can't get get away from it, right? And one of the things I always ask is, who's watching 20:4520 minutes, 45 secondsthis, right? Are other shops watching this and they're commenting on that shop, printing the shirts or whatever, but are there customers watching this? 20:5420 minutes, 54 secondsYeah. No, I I can't tell you how many times I look to see who's commenting on this post and it's it's 21:0221 minutes, 2 secondseverybody that's in the industry. It's like it's like, you know, I mean, I want to support my friends, too. And I want to I want to be able to, you know, be 21:1121 minutes, 11 secondsyour cheerleader and say Marshall does great work or or whoever, right? There's lots of great conferences. There's lots of great info out there. And if these are folks that I trust and believe and 21:1921 minutes, 19 secondsknow, I want to, you know, I want to be this the cheerleader. I want to put the spotlight on it. But at some point, you're right. You're asking a really hard question again. Thank you, Mr. 21:2621 minutes, 26 secondsAtkinson, Professor Atkinson asking hard questions. Who is this content really for? And is anybody really watching it? 21:3321 minutes, 33 secondsAnd by anybody, which clients are there any prospects that are actually tuning into this content? 21:3921 minutes, 39 secondsYeah. And uh I'm guilty of this too. I create a lot of stuff, right? And uh you know, it gets consumed by people and 21:4721 minutes, 47 secondshopefully they enjoy it and learn from it and actually put it into action. But um you know sometimes I'm like you it's 21:5521 minutes, 55 secondslike you threw the beach ball over the fence and nobody hit it back. It's like did 22:0222 minutes, 2 secondsdid anybody read this thing? I have no idea. And sometimes it's really good to get the comments and stuff. And one of 22:1022 minutes, 10 secondsone of the cool things about this book is I was flooded with emails of people who were like very 22:1722 minutes, 17 secondsappreciative and they you know they read the book and they gained some insight or whatever. And usually I I don't get that 22:2422 minutes, 24 secondsa lot when I write a blog article or something's in a magazine or you know it's like one and done you move on. I had an article come out in the apparel 22:3222 minutes, 32 secondslist today, right? And all about um you know analog versus digital and you know it was a very academic article, right? 22:4122 minutes, 41 secondsIt's not cheerleading of how great things are, right? So I don't know if anybody's going to read it. I hope you 22:4822 minutes, 48 secondsdo. But it's one of these things where I'm going to create that and hopefully people can learn and I'm going to go 22:5622 minutes, 56 secondslike I wrote that thing, you know, six weeks, eight weeks ago, right? So, right. Right. Well, listen. Let's let's let's say this, Marshall. You you do 23:0623 minutes, 6 secondsprovide great insights. You do provide great content. And and I'm not just saying that. And and this is why I know this is true 23:1323 minutes, 13 secondsbecause I was blown away by this ebook, the thinking book that you created. And I hope that you'll continue to do this. 23:1923 minutes, 19 secondsI hope that maybe we can continue to grow this. um if there's something that you know I gained from this that's why 23:2723 minutes, 27 secondswe had this conversation and that's why I hope this conversation continues to move forward with the people that I'm sharing this with because sometimes the shift is 23:3623 minutes, 36 secondsemotional it's a mindset sometimes the shift is tactical you know but one of the things that I kept getting the vibe that I kept getting from this is that 23:4423 minutes, 44 secondsthere were so many principles that were covered that people were giving their their input they were giving their answers to your questions and what It 23:5223 minutes, 52 secondsrevealed to me was that there are principles that are timeless and there are techniques that are timely. And we 24:0024 minutesneed both. We need to have strong foundations, but we also need to be nimble enough to shift because that 24:0724 minutes, 7 secondstechnique is going to change. And what we did two weeks ago might evolve and we we have to be agents willing to embrace 24:1424 minutes, 14 secondsthat for the greater good of our teams, for our businesses, for our families. You know, why do we do all this stuff? 24:2124 minutes, 21 secondsYeah. And so, Mr. Atkinson, your book was very inspiring and it was a big deal 24:2924 minutes, 29 secondsand I couldn't wait to talk to you about it and share it with everybody I know. So, I'm so glad we had this time, man. 24:3424 minutes, 34 secondsYeah. Thanks. I appreciate it. And uh, you know, I'll probably do a uh 2027 thinking, you know, include me, man. Let me know how I can help because Marshall, I appreciate it. 24:4524 minutes, 45 secondsThe conversation was so great. The insights were so deep and and because it wasn't just about doing more. It was about seeing how your business could 24:5224 minutes, 52 secondsshift differently, how you, how I could show up differently. Um, and let me wrap up on this because I think that clarity 25:0025 minutesis one of my favorite words. I know it's it's high on your vocabulary list, but I think that the lack of clarity is why so many people got stuck or are getting 25:0925 minutes, 9 secondsstuck in in in all of these businesses, print, promo, apparel, and you are a shining light. and those that are 25:1625 minutes, 16 secondssurrounded with you that that are thinking clearer and are asking these harder questions. And maybe it's because we're a little bit more mature than we 25:2425 minutes, 24 secondswere 20 years ago that we're having these kinds of discussions. Maybe it's because we actually do care. I think it's both. But I just appreciate your 25:3325 minutes, 33 secondsyour take on this because it it adds value and the clarity and you're not just telling people what to do. You're asking a question so that they can 25:4125 minutes, 41 secondsdiscover it. So man, you are you are a friend. you are you are a wise soul and I appreciate you more and I'm just kind 25:4825 minutes, 48 secondsof glowing up now just trying to say so glad we had this conversation and as always Marshall Atkinson where 25:5525 minutes, 55 secondscan people get a hold of you if they want to know more about this book well you can go uh to uh 26:0326 minutes, 3 secondsyou're going to share the link right I am going to share the link click just click the link okay uh I shared it on my social media a while 26:1126 minutes, 11 secondsback it's not on my web page for some dumb reason I and put it on there. I'm in the middle of redesigning my web page right now. So, I just I'm not even 26:2026 minutes, 20 secondsthinking about the old web page because I'm building the new one, you know. 26:2326 minutes, 23 secondsI really I can relate to that, man. I could totally relate. 26:2626 minutes, 26 secondsAnd uh we'll make sure there's a link so people can get Yeah. And and uh so uh you can reach out to me. Uh my email is Marsh, that's my name, marshallmarshallinson.com. 26:3726 minutes, 37 secondsUh two L's in Marshall. A 1 L means I'm the sheriff and I'm obviously not in law enforcement. So, 26:4426 minutes, 44 secondsMarshall Marshall. Um, okay. And people can see you on all the socials. 26:4826 minutes, 48 secondsLinkedIn, I see you're pretty active on LinkedIn. Okay. Well, listen, as always, Marshall Atinson from Akinson Consulting, co-founder of Shirt Lab. Um, 26:5626 minutes, 56 secondsthank you for allowing me to be part of your tribe and let's keep building smarter, not just louder. All right. Thanks, Jay. Appreciate you. 27:0527 minutes, 5 secondsThanks, Marshall. We'll talk soon.