Written by Dave Lorenzo on October 24, 2016 / Closing / Podcasts
That is the title of this week’s episode of the 60 Second Sales Show.
On this show, we discuss the four things you should ask for in a meeting. They are:
- Ask for business – sell something
- Ask for a referral
- Ask for a testimonial
- Ask to keep in touch
We go into detail about each of these and share some ideas on how you can ask for at least one of these things in each meeting.
Here is the transcript of this episode:
Hi there workplace warriors, I’m Dave Lorenzo. You’ve only got 60 seconds to make a first impression and I’ve got half that time to convince you to come with me to the place to be. It’s the place you know that will make your wallet grow. It is the 60 Second Sales Show. Hello everyone. Welcome to another edition of the 60 Second Sales Show. I’m your host Dave Lorenzo and on the other side of the glass we have Nancy Pop. I always get a chuckle out of that Nancy, when I say on the other side of the glass. It’s like you’re in the engineering booth here when actually you’re 1200 miles away from me. Welcome Nancy Pop, our producer. How are you today?
I’m doing great Dave, how are you?
I am fantastic. Today one of the things we’re going to do is we’re going to talk about … The title of this episode is The Ask. One of the things we’re going to talk about is what you should ask for in every interaction. Any time you’re sitting down with someone, you should be asking for at least one of 4 things. That’s what we’re going to talk about today. That’s your tease for today’s episode. Before we get into today’s episode Nancy, I want to tell you a little bit about what I did this week that I think was really exciting. I want to tell you and our listeners a little bit about how I spent the last couple of days and explore, really the value that I got out of it and demonstrate to our listeners how they can benefit.
The last couple of days, on Monday … We’re recording this on a Thursday, just so you know. For context, we release it on a Monday. It doesn’t really matter because you listen to it whenever you feel like listening to it but I want to give you some context so that you can have an idea of what I’m talking about. On Monday, I took 3 days off of my schedule which is a significant amount of money for me because either I’m making money selling something to someone or I’m making money delivering a service or I’m making money coaching an executive, so to take 3 days off of my schedule is a huge deal.
I took 3 days off of my schedule this week and on Monday morning, super early in the morning, I flew up to Rhode Island and I invested a couple of days spending time with a gentleman who is a mentor to me. He is the foremost authority on consulting. His name is Dr. Alan Weiss. For those of you who are not familiar with Alan Weiss, maybe you’re not in the consulting field, he’s written over 60 books, six zero, 60 books on consulting. He is my mentor. He’s a mentor to a lot of people in consulting. He helps people who do what I do, and he helps us focus our offerings, get our business in order. Really, he serves as a sounding board for people.
Exactly what I do for you, whether you’re an entrepreneur, a sales professional, or I work with a large number of people in professional services like lawyers, accountants, real estate brokers, that sort of thing. I do what Alan does for consultants, I do that for other people. In order for my life to be congruent, in order for everything to be in line, I have to do what I recommend my clients do. I took 2 days. I flew up to Rhode Island, spent 2 days with Alan and laid out my business plan, say for the next 5 years. I was originally thinking I was going to do it for the next year. We sat down, we said no, let’s do it for the next 5 years.
I laid out my business plan for the next 5 years with him and we went through everything from strategy to specific focus tactics to mindset and what I found is that every time I do this, 3 things happen. Every time I spend time with someone and bounce ideas off of someone, 3 things happen. The first thing that happens is my ideas come into sharper focus. There are days when I’ll run in the gym and I’ll get a great idea for a seminar, or I’ll get a great idea for developing a new product, or I’ll get a great idea that I want to share with one of my clients. I write that down and I come home. If it’s something to share with a client, I immediately call the client and share it with them, but if it’s a seminar or a product, sometimes I’ll write it down and I’ll put it on the back burner. Nancy, have you ever done that? You come up with an idea and you put it on the back burner?
Of course. Who hasn’t?
After a month or two, you wind up with a list of 10 or 15 ideas and no action is ever taken on them. When you do something like this, take a couple days off your schedule and meet with a mentor and really talk about your business at a high level, all of those ideas start to take shape. If you have 15, 2 or 3 of them are probably really, really good. That’s the first real value that comes from that. The second real value that comes from taking this time and thinking about your business in a different way, the second thing that comes from that is you create an action list for all the things you need to do to move your business to the next level. You’re out of your business, the phone’s not ringing, your clients are not pounding on your door, your employees aren’t pestering you every 5 minutes so you have this time to really put some action steps together.
You can align the action steps so that you can build momentum. You can select your quick wins, the things that you can do today, so that you can feel good about the momentum. Then you align the things you’re going to do over the next week, over the next month, over the next year so that you’re now a rock rolling down a hill. You have all these action steps. You know clearly. You have a clear path that you set and you know what you’re going to do. The third thing that comes from this time when you unplug and you spend time with someone who really knows your business, who’s intimately familiar with your business is they can help you really focus on your mindset.
They can help you identify when you’re feeling guilty about things you shouldn’t, when you are not focused and giving 100% to the things you say you want, and when you’re making judgments based on things that are not real. When you’re making judgment based on things that are not in actual evidence. These two days, which if I looked at what I invested in these two days taking them off my schedule and then the one day for travel up to Rhode Island and back from Miami so really it’s 3 days as a whole. If I look at this and I said to myself, “Wow, that’s a huge amount of time and money I’m investing in this,” I will make back probably tenfold, fifteenfold, 20 times the amount that I invested just based on what I’ve come away with. The happy by-product of that is that I’m all fired up. I’m excited, I’m in love with my business again. I was in love with it when I went up there but I’m all excited.
I’m fired up about the value I can deliver to you and the value I can deliver to my clients all the time. That’s what I worked on this week, and that’s what’s gotten me really excited. If you’re listening to me right now, the point for you in all of this is take time at least once a year, preferably more often that that. Twice a year, once a quarter, to strategically look at your business. If you have someone like I do, if you’re fortunate enough like I have Alan, if you’re fortunate enough to have someone who is a mentor to you, who can take that time with you and really focus on the business, who intimately knows your business and can focus with you, it’s that much more valuable because that person will keep you on track.
Incredibly valuable couple of days. I was excited to do it and I’m excited to come back now and get back into things with you here today. That’s what I’ve done the past couple of days. I am adjusting this mic so it doesn’t keep hitting me in the head. We don’t have that annoying noise. Let’s talk about the ask. Nancy, we have a question that I think is a really good one. Let’s kick off the episode today answering the question and then we can get into the ask. You have Amy’s question there. Why don’t you go ahead and give us Amy’s question?
Yes. We have a fantastic question from Amy Brennan in Tacoma, Washington. She says, “Dave, I’m embarrassed to ask for testimonials. What is the best way to get people to give you a testimonial?”
Thank you Amy for that question. Thanks Nancy for reading it. Here’s what Amy is talking about. I have a rule, and the rule is this. Whenever you go to a meeting, whether it’s a meeting with a client, meeting with a friend, a meeting with someone who’s a business associate, you have to ask for one of 4 things. Amy brings up the testimonial, and that’s one of the 4 things you have to ask for. You can ask for a testimonial but you can also ask for business, which is called selling. You can ask for business. You can ask for a referral or you could ask for permission to keep in touch. Again, there’s 4 things. You have to ask for one of the 4 things every time you meet with someone.
Every time you meet with a client, every time you meet with a prospect, every time you meet with a referral source, you have to ask for one of these 4 things. That’s my rule. Let’s go through how you can ask for each of these 4 things. Business. We spend a lot of time talking about how you can ask for business. Let’s address Amy’s question as it relates to the testimonial, first and foremost. You’re meeting with a client. You’re sitting down with them. You’re maybe having a lunch or a cup of coffee or whatever, and your meeting is about 3/4 of the way over. It’s almost done. You say to the client … Nancy I’m going to use you as a client, Nancy, let me just check in with you. How are things going? Are you happy with the work we’re doing together? Pretend you’re happy, Nancy.
I’m very happy, Dave. Very happy, indeed.
Thank you. That’s great to hear, Nancy. If I asked you for one thing, the one thing that you’re most proud of in our work together, what would that one thing be?
I’ve learned so much and I’ve really been able to put it into practice and my sales have doubled in the past 3 months.
Wow! Doubled, that’s fantastic. Nancy, I appreciate you saying that so much. It makes me feel good to hear you say that. Would you mind taking a moment and I can get out my phone and you just give me an example of one of the things that we’ve worked on together that has helped you. Just give me a brief testimonial, a 2-minute testimonial about one of the things we’ve worked on and how it’s helped you and how your sales have doubled over the past couple of months. Could I pull out my phone now? You look perfect. Your dress is beautiful, your makeup is great, your hair is absolutely ravishing. Would you mind if we just do a 2-minute testimonial now? That’s it!
I don’t see why not.
It’s that simple. Not everybody is going to want to be on camera. I could say to Nancy, “Nancy, I really appreciate you saying that. Would you do me a favor? Would you just jot that down in an email and send it to me? I’d love to have a testimonial and use that as a pull quote on my website, and it would be great if I had it in an email. In fact, what I’ll do now is I’m going to send you an email on my phone. You said that your sales have doubled in the last 3 months. It would be great if you gave me an example of one thing we worked on that helped you double those sales. Here. I just sent you an email to remind you. Just reply to that email with the exact quote and then I will send it to you once I clean it up and you can tell me whether you like it or not, and I can use that as a pull quote.” That’s what that’s called, a pull quote, from my website. Nancy would be happy to do that, right?
That’s how easy it is. Simply ask people, “How are things going?” Look, here’s the thing. If Nancy is a client of mine, I need to ask her how things are going all the time. Every time I see her I should ask her how things are going, right? She’s my client. I want to make sure she’s happy. Then once in a while, ask her if you can use that as a testimonial. To Amy’s point, if you’re embarrassed, here’s the best way to get a testimonial from someone who’s not a client. What you should do is you should say to someone who’s not a client who’s a referral source, “Listen. I used your service. Your service is fantastic.” You write a great testimonial for them. Put it on your letterhead and hand it to them.
Nancy’s my chiropractor. “Nancy, thank you so much. I really appreciate that adjustment you gave me last week. It made it possible for me to run a half marathon and I completed it in new personal best time.” I write that up on my letterhead. “You are my first choice. Any time I have a little ache or a pain, I will do business with you until I die.” Boom. Put it on my letterhead, sign it and I hand it to Nancy. Nancy says, “Gee. Thanks so much for that great testimonial.” You say, “Oh, you’re welcome. I know you’d do the same for me.” Write that down. That’s a money sentence right there. That script is money. When they say, “Thank you so much for the testimonial,” “It’s my pleasure, I know you’d do the same for me.” When I hand Nancy the testimonial she says thank you, she says, “Well, I really appreciate it.” You say, “My pleasure. I know you’d do the same for me.” Nancy, what’s your reaction?
Absolutely. You want me to do it right now? I’d be happy to do it for you, right? Then you decide whether you want the testimonial now or whether you want it later. When you want to ask for a testimonial, you do your check-in. “Hey, how are things going? How are you enjoying the service? How are you enjoying the product?” Then the response is, “It’s fantastic. I’m going to double my sales.” “Great, would you mind jotting that down?” Here’s how we’ll do it. You jot it down on an email, send it to them. They give you an exact quote. You ask them if you can clean the quote up a bit, get out the uhs and ums, and then you send it back to them. They say, “That’s a perfect quote,” you put it on your website.
That’s how you get a testimonial. Or you can whip out your phone and do a testimonial video right then and there. Amy, that answers your question. That’s how you ask for a testimonial but that’s only one of 4 things that we should do whenever we meet with someone. The second thing is ask for a referral. You heard me give you this methodology before, I’m sure. When we ask for a referral, we have to have somebody in a referral mindset. We have to talk to them about someone they’ve met in the last say, few years or someone they met who’s famous. Nancy, if I said to you, “Tell me about a time when you met a famous person,” would you be able to tell me a story?
I have a couple stories.
Tell me your story about meeting a famous person.
My first ever concert that I went to was when I was 13 years old. I went to a Hilary Duff concert. She touched my hand because she was on stage and I had front row tickets. I didn’t wash my hands for a week after that.
Let’s set aside the hygiene issue for a minute Nancy, because that’s really disgusting.
I was a big fan, Dave. I was a big fan.
That is so gross, I can’t even begin to tell you how disgusted I am that you used the bathroom dozens of times over the course of that week and you didn’t wash your hands. Let’s just set that aside. Forget about that for a minute. That is a great story. The fact that you told me that story now, what it has done is it’s opened the file in your mind where I got you to think of someone that you met in the past. If I said to you, “You know, Nancy, I would love to meet someone who is in the modeling industry. I’d love to meet someone who owns a super successful modeling agency. The reason I want to meet with them is because I have this new program, and the program is designed to help them attract the best models because I know the industry is so competitive. You wouldn’t happen to know anybody who’s in that industry who owns a modeling agency in New York City, would you?”
I do, as a matter of fact. I could certainly introduce you.
See, it’s so easy then, for me to get someone to access the part of their brain where they open the file and they know somebody. They can give me the exact person. You could do this with any … It has to be reasonable. I know Nancy is in modeling and she’s worked in that field forever so it was a no-brainer for me to ask. In fact, I could probably just walk up to her because I know her and say, “Hey, Nancy. How’s it going? Do you know somebody who owns a modeling agency?” She would probably be able to introduce me because she was immersed in that world, but most people when they are thinking about other things draw a blank when you ask them for referrals. They just draw a complete blank, “You know, I have to think about it. I’m not really sure.”
That’s what frustrates folks. That’s why they get embarrassed and they don’t ask for referrals. Getting the person to tell you the story first opens up that mental file. They access that file in their mind, and they can produce a story. The famous person, that gets them thinking about the time when they met the famous person. As you saw with Nancy, they get emotionally engaged. All those good feelings come back to them. They associate the good feeling with the introduction, so it associates good feelings with accessing that information. Then when you ask them, they can very easily give you the ideal person you want to meet. The right referral for you, on the spot.
Now, notice the way I asked Nancy for that referral. I did it in a specific way. I asked for the person specifically, their title, what the industry that they were in. Modeling CEO, the owner of a modeling agency. Their title, and I gave a reason why I wanted to meet them. Those 3 things. Their title, the industry they were in and the reason why I wanted to meet them. Why is that important? She may not know the owner of the modeling agency but she may know a manager of a local office. That would be just as good so I said modeling agency, modeling. I said that industry. The industry is important. The title, the owner is important because I want to start at the top and even if she doesn’t know the owner, she’ll push me down to the right person.
She’ll push me down to the person she knows, and that person may be able to get me to the person that I want to meet. Then the third thing I do is I gave her the reason why. This is what’s missing when everybody asks for referrals. If you don’t give the person the reason why you want to meet their friend or why you want to meet the person they know, if you don’t give them the reason why, they’re never going to introduce you because they’re not going to know what to say. You have to give them the reason why you want to meet them, and you have to make that reason why non-threatening. I want to meet them because I can save them money. I want to meet them because I have someone who will be perfect for them, for the agency who is going to model. I want to meet them because I know that I have something they need.
Here’s what it is, give them very specifics so that when they call the person up they say, “I want you to meet my friend Dave. He knows he can save you money, because he’s saved money for 15 different modeling agencies this way. I’d like to set up a meeting.” You’ve got to give him those 3 things. That’s the second thing you do when you ask. The number one thing, of course, is to ask for business. We talk about that all the time. You’re meeting with your best client. You’re meeting with your absolute best client and they tell you about a problem they have. You know you can solve that problem and you say, “You know what? I understand you’re having problems with your manufacturing of widgets. We have a new process that I think would be perfect for you. I’d like to come over and demonstrate the process. If it works, it’ll only add a small investment to your monthly bill but it’ll save you thousands of dollars. Can I come over and demonstrate this process?”
That’s a way of asking for business. If you’re working with a client now … The example I give to people all the time is, I work with a guy in New York who makes my suits. His name is Chris Cartisano. He’s an excellent clothier and I’d be thrilled to refer him to any of you. Chris, I know you’re listening. I hopefully will generate some business when people listen because you are the best of the best. Chris does something that is phenomenal. Every time he comes over to deliver a suit to me, I put the suit on. When I go to New York he comes. He delivers the suit, I put the suit on. He looks at it and we make sure it fits absolutely perfect. Then because I am a fashionably challenged kind of guy, we talk about what I would pair that suit with.
What kind of tie, what kind of shirt, and then he always gives me a tie or some type of accessory. A pocket square to go with the suit, and then I say to him, “You know what I really need now? I need a shirt.” By giving me the tie, he suggestively sells something else. If I don’t offer to buy the shirt, he says, “Do you want a shirt to go with that?” Or he says, “Now, I just gave you the grey suit,” he says, “We haven’t done a blue suit for you in a while. Would you be interested in getting a blue suit?” He’s never offended if I say no, and frankly if I meet with him 3 or 4 times a year I say no to him probably 2 out of the 3 times. The third time, you know what, he’s right. I do need to update my blue suit or my grey suit, so let’s go and do another suit.
He gets me to buy every time, or almost every time he makes a suggestion to buy almost every time we meet, and it conditions me one out of every 3 times I’m ready to buy from him. When he comes to deliver the suit, I know. It’s not a secret, I know he’s going to ask me to buy something else. We have a relationship. I’ve been working with him for 10 years, more than that. I know that this is going to happen. I have no problem saying no to him. Don’t ever be embarrassed. As long as you’re providing something of value, don’t ever be embarrassed to ask your clients to buy from you every time they meet with you. As long as you’re providing value, don’t be shy about asking for more business.
The final thing we’re going to talk about, the final ask, and remember. You are going to do at least one of these 4. The other 3 were we just said, ask for business. Ask for a referral. Ask for a testimonial. Number 4, ask to keep in touch. I meet you. Nancy introduces me to her friend who owns the modeling agency. We connect, we talk a little bit. There’s obviously nothing that’s going to happen. We’re not going to do any business there. I say to the friend from the modeling agency, “Joe, it was really great meeting you. Would you mind if I kept in touch with you? I publish a weekly newsletter. It comes out on Wednesdays at noon. I’d love to put you on my list. It’s educational information that you can use to grow your business. Would it be all right if I add you to that list?”
You’re going to ask to keep in touch. That’s the easiest thing. The easiest thing. Ask for permission to keep in touch. My friends, nobody ever says no to this. I think one person in the last 15 years has said no and that person was a complete jerk. I wouldn’t want them on my list anyway. “No, I don’t want an email from you! What, are you kidding me?” Obviously the 45 minutes I spent with you was a complete waste of time so I’m glad you told me you didn’t want the email now. That’s the 4th thing, you ask to keep in touch. Every meeting you go to, you’re going to ask for business or you’re going to ask for a referral, or you’re going to ask for a testimonial or you’re going to ask to keep in touch.
Now, if you feel really adventurous, do a couple of these things. Ask for a testimonial and then ask to keep in touch. Or ask for a testimonial and ask for business. Or ask for a testimonial and ask for a referral. Clients expect you to ask them to do things. They expect you to ask to buy more stuff. They expect to be able to do a favor for you. In fact, if we’re friends, if I trust you and you’re my client, I’m happy to go out of my way and introduce you to somebody I know. If I’ve been your client for 5 years, I’m happy, I’m thrilled to give you a testimonial. Asking for these things has to become a habit. If you make this a habit, not only will you make more money but you’ll also have more testimonials, you’ll get more referrals, you’ll have more business. Think about it.
Think about the appointments you have this week. I’m meeting with 6 people this week, either over the phone or in person. If I ask each of those people for one of these things, if I ask all 6 of them for more business, 1 out of the 6 will do more business with me. If I ask all 6 of them for referrals, 3 out of the 6 will provide me with referrals. If I ask all 6 of them for testimonials, 6 out of 6 will do a testimonial for me. I’m providing them with something of value and if I ask all 6 of them if I can keep in touch with them, they’ll all say yes. You have 6 meetings with prospects, you’re going to grow your list by 6 times this week. Well, not by 6 times, but you’ll add 6 more people to your list. You know what I mean. You’ll add 6 more people to your list. The ask is critical. Do not leave any meeting without going for the ask. That’s your takeaway for today. Nancy, any final thoughts before we wrap things up?
Yes. In regard to these testimonials, I have always wondered, I recently graduated school, less than a year ago. I’m in the early stages of my production career and I’ve noticed people that have … This is in regards to LinkedIn but people that have good LinkedIn profiles, they tend to have people they’ve worked with going on and writing comments or writing recommendations under their work experience. I think the answer is yes, but I’m wondering if this same method that you are talking about today would also apply to LinkedIn?
Absolutely. Great question. Yes, go to my LinkedIn profile, thedavelorenzo. T-H-E-D-A-V-E-L-O-R-E-N-Z-O. You’ll see all my testimonials up there and I’ll tell you how I got those. Here’s your 3 step guide. Step number 1, identify the perfect person to give you a testimonial. Step number 2, write a testimonial for them and send it. Step number 3, ask them if they like the testimonial and ask them to do the same thing for you. That’s it. That’s the easiest way to do it. You go and do a testimonial for them, send it, make sure they know you’ve done the testimonial.
Ask them if they like it, and then ask them to do one for you. Now, do not get discouraged when people tell you that they will do it and they don’t do it, because the general population of the world is very poor at follow-through. In fact, I’ll tell you maybe 1 out of every 5 people who says, “Yeah, I’ll give you a testimonial. You’re the greatest.” 1 out of every 5 will do a testimonial for you, but that’s fine. If you ask 50 people you’ll get 10 testimonials. That’s how I got the testimonials on my LinkedIn page. That’s how you can get testimonials for you on your LinkedIn page. Testimonials are great.
Then what I do with those LinkedIn testimonials a lot of times, in fact I haven’t … Nancy, you mentioned that. Here’s what we’ll do. I’ll do a testimonial for you on LinkedIn, you do one for me. I haven’t got a testimonial on LinkedIn in a long time, what I do with those is then I pull those off of LinkedIn, with permission, and I use them on my website too. I’ll even take them and put them in with proposals. I’ll put the full testimonial in with the proposal, and here’s the thing. My friends, if you’re going to use testimonials in proposals or you’re going to send out testimonials to prospective clients, you’ve got to use full names. If you’re putting them on websites especially, a testimonial without a full name and a picture honestly is worthless.
Sounds so sketchy.
You can’t do that. This drives me nuts with lawyers. I go on a lawyer’s website all the time, and in some jurisdictions they can’t even use testimonials but I’ll go on a lawyer’s website and it will say, “Pete Smith saved my home. He helped me fight a foreclosure with my bank and he helped me renegotiate my payment terms. I highly recommend Pete Smith.” Then it says at the bottom, “Homeowner, Joe P.” I mean, come on. That’s not a real testimonial. Look, we live in a video age so if you’re doing testimonials on your website video is the way to go. If you can’t get a video, then a pull quote or a paragraph or two with a picture of the person. Preferably a picture of the person with their arm around you so that it shows, it gives you social proof.
It shows that you actually know the person. Then finally, if you can’t get a picture of them with you then just their head shot and their name. That will provide at least some form of credibility, but you have to use the full name of the person. Yes, Nancy, if you want to add a testimonial to your LinkedIn page, the best thing to do, you go do a testimonial for the other person. You send it to them for their approval and you say, “Listen, I did a testimonial for you. Let me know what you think.” Then after they say, “Oh, that’s so great. You’re the nicest person in the world,” then you just flat out say, “It’s my pleasure to do it. I know you’d do the same for me. How about tomorrow? Why don’t you do it for me?”
That’s it. Here’s an issue that comes up in conjunction with this, Nancy. People often don’t know what to write, so you never give someone the direct words to use. A lot of times people will say, “Well, why don’t you just write it and send it to me and tell me if it’s good?” No, you don’t do that. What you do is, you ask 2 or 3 questions so that they put it in their own words. You say to them, if it was you and I Nancy, I would say, “You know Nancy, remember when you came to me for business advice about that startup?” You’ll say, “Yes, of course.” You say, “Okay, I gave you the advice and what happened?” “Oh, I got funding. I got $50,000 worth of funding.” “Oh, that’s fantastic Nancy. Would you just jot that down exactly the way we just discussed it?”
“Sure, I’d be happy to do it.” Boom, they jot it down in their own words and you’re done. Never put words in someone’s mouth. It’ll come back to bite you. Ask them a couple of questions. Lead them down the path you want them to go, if necessary. You can do that in writing, you can do that verbally, orally, but better to ask them questions and have them respond than to put words in their mouth. Then you write it up nice and neat, take out the uhs and ums, take out any superfluous words if you want and then send it back to them and say, “I characterized what you said. What do you think?” They say, “Great,” and you’re done. That’s how you do it. Does that get it for you?
Sounds amazing, yeah. I’m definitely going to do that today.
All right. Thank you folks, it was great chatting with you this week. We’ll see you right back here next week. That will do it for this week’s episode of the 60 Second Sales Show. Reach out to me with your questions, comments and feedback on Facebook at thedavelorenzo, Twitter @thedavelorenzo, Instagram @thedavelorenzo. Walking down the street just yell at me, “Hey! That’s the Dave Lorenzo!” Thank you very much for listening. I hope you make a great living and live a great life. Until next time, bye bye.