3 Things Small Business Leaders Should Be Doing RIGHT NOW

Brandon Welch 0:00
Can I just suggest that you be the one leading the smiles after a sales person or after a admin person or after a service technician has gotten so many lackluster impressions and lack of that instant gratification we all like their souls just become weary and the smile is the cheapest thing you can give your people. You Welch, welcome to the Maven Marketing Podcast. Today is Maven Monday. I’m your host, Brandon Welch, and I’m joined rejoined by Caleb. Been up since 2am AG,

Caleb Agee 0:31
I’m back, baby. Welcome

Brandon Welch 0:32
back, Papa.

Caleb Agee 0:33
Yes, looking

Brandon Welch 0:34
good, Papa. Name that ad in this comment, and I will send you a book. Any of the books on the shelf if you want here you can just steal, except for my signed Dave Ramsey book. I kind of like that one. Yeah. So this is the place where we help you eliminate waste in advertising, grow your business and achieve the big dream. And things are getting weird, folks, do you feel that?

Caleb Agee 0:55
Yeah, I can feel it, yeah. I

Brandon Welch 0:56
can feel it. Yeah. It’s getting weird. Uh, political season is heating up. The stock market is trembling. People are looking up and wondering if the sky is about to fall, and today is all about the things that you need to be doing right now, Mr. Or Mrs. Business Owner, as the visionary, as the leader. This is probably the most important episode we’re going to record all year. And I’m actually writing this to myself and to Caleb and to everybody who is sharing this boat, the entrepreneurial boat that we’re in, that is what this podcast is all about. I’m honestly looking back to some experience I had in the oh 809, era while I was a very young businessman, but things that stick out to me, yeah. And then I’m following some some very crucial leaders right now, Craig Groeschel, Dave Ramsey, just some putting some positive voices in my head, and I’m channeling what I’m asking my friends and you my friends on this podcast, to do, because the worst thing we can do is nothing. Yeah, we don’t want to be reactive leaders to the turmoil. We don’t want to be misguided or emotional, but we do want to be proactive in the things that we can do to right the ship. And so if you’re at all worried about the changing ground underneath you, or maybe things are awesome, and you just want to keep pouring gas on that fire, we have three things we’re going to talk about today in detail, and you have anything to add to that? No, I

Caleb Agee 2:25
think, I think a big thing in these times is obviously, you know, the right answer is not to freak out and start, you know, changing everything or impulsive is not the answer. No, I think we know that intuitively, inherently. But sometimes you need somebody to tell you, hey, what you’re doing is exactly that. It’s exactly the wrong thing. And so we want to make sure that you stay steady, you stay true to what you are, why you’re doing this thing. And that’s leads us right into the first the first absolutely stop here. So as

Brandon Welch 2:59
your people are at home. They’re listening to Weird News. The Olympics have been a joyous thing, right? They’ve been on, but they’ve been packed and crammed full of negative advertising for political stuff. You’ve got

Caleb Agee 3:10
World Wars, yeah, assassination, assassinations actually happen. I

Brandon Welch 3:15
should say wars around the world, but, yeah, gosh, that’s not, that’s not too far to imagine, like, where there could be some serious conflict, there’s just poison in the air with that people, if you don’t give them a stronger narrative than what is being spewed at them, they will go with the strongest narrative. Yeah. And so you as the leader, and if you think about our duty as business owners, it’s not just to sell our products. It’s not just to do all the things that produce revenue and and earn customers, our job and our calling in the world is to give people a life and a sense of purpose and a sense of direction. The average working person will spend the majority of their waking hours in your four walls, and you have a responsibility to make that an uplifting guided on purpose experience, instead of an accidental we showed up and did some work today in the crazy, chaotic world, right? That’s right, you like you literally have a calling, whether you realize it or not. If you were paying one person a paycheck, you have a calling and a duty to be their leader and be their guide. And that that gives me goosebumps, because it’s, I know it’s true, and it’s such a it’s a it’s a big thing to have on our shoulders, but it’s an honorable thing, and it’s exciting, and that we get to do that, right? Yeah,

Caleb Agee 4:31
yeah. I read a book whether you’re religious or not, doesn’t matter. It just kind of speaks to the impact that you have. The average business leader or manager has their people in their care 90 times more than the average American pastor does. Has their congregants in their in their own care. So 90 times the amount that a pastor would have their their body, their Christian people in their church. That’s cool. You have, you have that much. Uh, influence you have that much time, you have that much authority in like, just just you’re speaking into their lives, and how are you using it? So,

Brandon Welch 5:10
Mr. Reverend business owner, yes, is Reverend business owner. You need to be remind, reminding your people why. Every day, we talk about this a lot. At the beginning of the beginning of the year, we talk about when we’re trying to make new big things happen, and we put the big vision posters up and all that. And God bless you for doing that. But if you aren’t having a constant dialog and stoking the flame of man, isn’t it cool, we get to go change lives in this way today. And I don’t care if you’re installing outlets in somebody’s house, or if you are taking people on helicopter rides, or if you are fixing toilets, I don’t care what you’re doing, you have a greater outcome by the way that you show up for people, by the encouragement that you give them, by the kindness that you generate. You may be the you know, you may be the shining light in somebody’s day. We talk a lot about this in our episodes about vision. And Nate’s going to post those in there if you need some, like, fresh energy on how to talk about vision. Yeah. But this needs to be, I’m literally serious when I say day, daily. There needs to be crumbs of your vision, values and vows and your daily dialog with your people, yeah, that’s right. Um,

Caleb Agee 6:15
the vision is the world you’re creating. And I think that’s such a it’s such an interesting way to frame what we’re doing here. You know, when you when you say, what’s the world we’re creating? Obviously, you can’t just create that world. It’s something you’re building every single together. And so when, when we come together, we’re creating a world where entrepreneurs can confidently grow their business without wasting money on advertising. What are we doing? Nate, creating a world

Unknown Speaker 6:40
where entrepreneurs can confidently grow their business without wasting money on

Caleb Agee 6:45
advertising. Yes, and we, we are constantly reminding ourselves of that, and we look at the world that that becomes the way we we filter all of our things, the way we talk about what we’re doing. And it’s just such a cool way to

Brandon Welch 6:59
we filter our opportunities. It’s the way we say, hey, is this work good enough? Hey, is this the right decision? Are we helping an entrepreneur confidently grow and are we wasting money in advertising? It’s a really good filter. You have your own filter. There’s a formula a few episodes back about how to make that and how to talk about it with your people in a way that’s not ambiguous. Yeah, values are closely related, because this is the world you’re trying to create. You will therefore never, ever, ever do this. We stand on this. We will never let our people, you know, be taken advantage of. We will never sell this compromised level of product. We will never do a job halfway. We will never do business with this type of person who doesn’t value us for this. I

Caleb Agee 7:40
remember an air conditioning company that said, we’ll never leave the unit without a missing screw. Like it’s that kind of little, little moments that

Brandon Welch 7:48
they have more it was Morris Jenkins, yes, out in Carolina. He said, We, we’ve, we leave, we put every screw back in place, even the ones that other people left out. Right? Yep, yeah, stuff like that, right? And then, similarly, what will you never do? What will you always do? What will you never do? Right? So these are little pride moments. These are little things that remind you, frankly, as the owner, yeah, and the people that dad got this place is special, and we are. We’re doing something on purpose differently,

Caleb Agee 8:19
yeah, and that’s what it should be, what sets you apart from the other guys. So there are other companies in town that maybe claim, or would say, that they do things they have good service, but you are being very specific, because you’re saying, We will always do this, and we will never do this. And by saying that out loud, you’re empowering your team to take a little extra time, yeah, or to stop in their tracks and fix something that’s wrong, because you’ve set up these, these values that, yes, the other, the other companies in town do not have no and that those actually are those that’s that’s a unique selling proposition, is what somebody would call that. But the thing is, it’s not even the kind you would put in your marketing. It’s the kind that makes you a great company, and it’s the kind that inspires your people to operate in a way that is at a higher level of class than any other company would

Brandon Welch 9:15
do, and celebrate that there’s a way you do things, Dad gummit, we show up on time, or we never take calls after this time, or we always take calls after this time. Or, you know, it’s there’s some sort of uncompromising value that you you have a couple here, we say what needs to be said, even if you don’t want to hear it. And sometimes there’s a client or an opportunity or media rep or a inquiry that’s like, you know what they’re thinking of this way. We know that not to be true. We got to call, call it like we see it, and that’s uncomfortable. That’s a that’s a thing we will always do. Marketers who can’t teach you why are just a fancy lie. If you’re not willing to learn the process with us, you, we can’t serve you the way that Frank and Maven standard requires that we serve you, right? Yep. So there are other ones, and I don’t want to. I. Beat a dead horse, because we do have other episodes on this, but vision value and then the vows. And I guarantee you’re getting a lot more no’s or a lot more maybes, or a lot more slow callbacks than you normally do. That is happening, right? Yeah, I don’t care what you’re selling. It’s just a weirder environment. Can I just suggest that you be the one leading the smiles? Because after a sales person or after a admin person or after a service technician, has gotten so many, you know, lackluster impressions and lack of that instant gratification, we all like their their their souls just become weary, and the smile is the cheapest thing you can give your people. Yeah, and if you were the one and you’re on your drive in, maybe you’re praying, maybe you’re just visualizing your day, you need to decide to bring that joy, even though what you may be maybe wrestling with on the back end is a little bit of uncertainty. Don’t let them see you crack in that way. There’s a time for vulnerability and transparency. But don’t let them see you crack in that way. And you’re saying, man, isn’t that cool that we deliver the product or service this way? Man, isn’t that cool that we’re able to deliver this type of result for 30% less than our other people. There’s a way you guarantee doing your your service. I’m thinking of Mike Mansker. We don’t ever fix a roof that doesn’t need to be fixed. And he’s telling his guys that it’s it’s going to be awesome that you get to go out and get 11 no’s today, because that’s the company we are. We’re not going to charge people money for stuff they don’t need. That’s right, or the D guarantee. We don’t ever let a presentation last 30 minutes or more than 30 minutes in your household, because you got better things to do than talk to a window salesman. Yeah, these things that are they’re there guys, they’re easy to talk about, and they’re fun to talk about. When things are easy, they’re harder to remember, because we’re beaten down. What I want you doing is looking for the celebratory, special things that you do and bringing them to the surface. Yeah, every day. Zig Ziglar said, for every sale you miss because you were too enthusiastic, you will miss 100 because you weren’t enthusiastic enough. And right now, that enthusiasm is a choice like even the most naturally morning person, annoying smiley fellas and gals, yeah, it’s a little bit you’re carrying a little bit of a cloud to work with you, so you can’t rest here. But you Mr. And Mrs. Leader have to be the one leading that and that energy is contagious.

Caleb Agee 12:34
Amen. Amen. Love it. Bring it on.

Brandon Welch 12:36
So by the way, side hack, okay, this little book, it’s called some something you don’t or, sorry, nothing you don’t already know. This was plopped in my life a few years ago, and it just is the most practical little when you’re feeling uninspired, literally open it up. You’re gonna find something. You’re gonna walk away with a better thought. Yeah, you’ve got a negative thought loop. Put this in there, disrupt it. They’re just one page chapters, Alexander den Heiser. Is his name, good work. Great stuff, right? Yeah. He tells us, hardship without purpose may weaken us. Hardship without purpose, we have a lot of hardship, right? Yeah, your job as the leader is to give that hardship purpose. The things that are not happening right now are hardships, the commissions that aren’t happening right now, the problems that are rising, the phones that aren’t ringing, but you give it purpose. He says, hardship with purpose may strengthen us. If we have something to aim for, then the unavoidable struggle will have a sense of meaning to it. Hardship stretches us and enables us to realize our potential. This is how we grow. We don’t grow without pressure. But if we are unable to find meaning and hardship, we just wither. You have to choose to build that muscle, yeah, to find that, find that growth out of that, it depends a lot on the story we tell ourselves. Do we see hardship as meaningless ways to make us suffer, or do we see it as a meaningful way to make us stronger? That is the narrative that you can set at 8am when your people show up. That’s the narrative you can send in the end of the week text reminding everybody what the hard work was for. You can acknowledge it, Dad gum, it. We’re tired. Holy smokes. That was a rough week. I just had three of them. Dude like Caleb wasn’t here for starters, and we just had the wildest three weeks of just just mush, right, and just all good stuff. But you have to go and celebrate that for what it is, and say, What is this preparing us for? Lastly, he says, sometimes, if people discover something valuable beyond themselves, beyond themselves, and they dedicate their best energies to it, they can transcend their own suffering. And as Frederick nice itch said, He who has a why to live for can bear almost any how. So your job is to bring the why to the forefront. People are numb. They’re confused. They’re walking around with this negative energy. And it will steal your high performance vibe faster than anything. Which leads me to the second point. You need to be incorporating joy into your daily experiences. Yeah,

Caleb Agee 15:13
if you want to deep dive on this, I think Nate, uh, covered this a little

Brandon Welch 15:18
bit. Yeah, Nate white, yes, on that’s a great interview. How, I can’t remember

Caleb Agee 15:21
how many episodes back that would be, but he’s,

Brandon Welch 15:25
we’ll drop the link. The camera guy is gonna drop Nate White’s, yeah, other Nate, sorry, contagious, contagious energy episode, yes, absolutely. He’s talking about experience. And then, frankly, last, last week with, or sorry, two weeks ago with Brad Pierce, we talked about your sales process probably sucks, and he was talking a lot about that design in there. Yeah, let’s talk about joy in the workplace. These are just some grenades you can throw to disrupt that clogged up, you know, river of toxicity going through America right now. Yeah. Do something fun. Yeah,

Caleb Agee 16:00
we, we use, we from time to time, do what we call Frank Olympics, and it’s literally a 20 minute break on Wednesday afternoon, and it’s some stupid game that everybody can compete in. And we do a little tournament. We’ve literally played darts, darts, spoons, flip cup. You can get a ping pong ball and do like, like, a bounce it across the table game there you could play, yeah, any, any kind of little silly game. You can do these all over the place, but they change. They just kind of wake everybody up for a second. Yes, when you kind of just get different energy, you just get in this zone, and it’s the middle of the week, and you’re kind of, everybody’s got the blinders on. They’re just trying to drive through. You can wake them up, you bring them back together. And it just changes everything. It doesn’t have to be a big investment. Be

Brandon Welch 16:46
sensitive, like, put this in your mind. Now, when you feel that library rainy day vibe come over it. You just gotta go, I’m gonna do something in the next hour to disrupt this monster. It’s kind of

Caleb Agee 16:59
like when you’re sick, you know, you feel like cloudy, and you’re like, I can’t see or think clearly there’s, there’s a vibe in the office that happens. And it’s like, the office is a little bit sick, and you just have to give it a boost, boost of vitamin C and D right there. Yep,

Brandon Welch 17:12
the number one ingredient here is going to be surprise. Surprise is the foundation of delight. And dude, it doesn’t matter if you’re getting people together and handing them a bunch of suckers, saying, I just thought you had a ought to have a sucker today. Yeah,

Caleb Agee 17:23
happy hour at Sonic or something like that. Yes, go grab some slushies when

Brandon Welch 17:27
we do. And, okay, I know my, I know my old school guys are going, Oh, this sounds like some, you know, hippie, rah, rah, bull crap, dude, if you’re not, if you’re not the sit down and play a game together, type of thing. Go to Top Golf. Send them home early with your kids. Go buy them. Go buy everybody a football and say, Go throw it around with your kids, right? Yeah, go. I mean, send, have to be expensive stuff, but buy some cheap tickets to a ball game, or go to the bowling alley, or buy

Caleb Agee 17:59
a little putting green. Put in the middle of the office. Yeah? Have put off real quick, yeah? Or set up. Lay a coffee cup on its side. Riley

Brandon Welch 18:06
by us. We need a putter in here.

Caleb Agee 18:08
You need to work on your short game. Yeah, I

Brandon Welch 18:10
do. I really do. So other things you can just turn the music up, just pick a pick a different playlist than anybody’s heard in a while. Brandon’s really good at this. I’m so good at it, I will make you play this. You know what? Put a put a guitar in your office. Put something musical or something architectural in your office. This goes to more long term things, but short term, you’re just looking at what pattern right now can I disrupt? Because predictability will kill all excitement and all joy. Light the candles. Get yourself a barbecue grill and grill some burgers. I love this one. Write a word of appreciation for somebody who hasn’t heard it in a while, yeah, and walk in their office and tell it to him, or text it to him, or write him an email. Or better yet, maybe you can get everybody on your team and do do a truth bomb, yeah? Drop off. Just drop an encouraging word, right? Yeah,

Caleb Agee 19:03
find a reason to celebrate too. We celebrate pretty well over here. But what’s the last thing you had a little, little mini party for? I’m not saying it has to be anything crazy. You can get a box cookies and throw it on the table and be like, Hey guys, we had, yes, the best Tuesday we’ve ever had. Speaking of Dewey Jenkins,

Brandon Welch 19:20
I think he was the guy, and he built like a mess. A massive, massive, massive company. Like, yeah, billion dollar, yeah. He might. He sold it for something crazy like that, but he was doing well in the 100 millions of revenue in a medium sized town, by the way. And he said, Show me what a company celebrates, and I’ll tell you everything about them that matters. What have you celebrated lately? Dude? Take the take the newest employee and just rock their freaking world on their birthday. Or, dude, we celebrate our, our, our team’s kids birthdays, right? Yeah, if you’re not celebrating, you’re losing so. And then I said last one, which may be the best one of all, get out and serve a cause. Hmm? Uh, show up and cut bread for the soup kitchen. That’s what we did a few months ago. Yeah, go work in a garden. Ask somebody, is there someone in your family that could use their fence painted or yard work or weeds picked, or whatever? Go do something bigger than yourselves and do it together, or break out your team, if it’s a bigger team, and do little pods of that, it’s going to change the vibe that’s incorporating joy into the work experience. Last thing what you should be doing as a visionary right now, you need to be hypersensitive to your customers and the shifting of buying patterns. I don’t care if your industry is soaring. I don’t care if you’re 30% ahead, which honestly, most of our clients, are actually beating the trend by a lot because of all of this long term goodwill we’ve put into their brand and their personas and the things that they’re staying consistent with. Yeah. So I’m not writing this in reaction to, like, a bunch of big business problems. Most of them, annually are growing like I can think of two or three that are not but most of them are still, yet. Still, yet. These are genius people, because the ones I’m talking to, they’re very reactive, in a good way, to how their customers prefer to buy. And even at the highest ends of, I think, the socio economic scale, people are just a little bit unsure. They’re a little bit confused. They’re a little bit less materialistic, right now, if you’re selling something that’s a luxury item, they’re a little bit more practical, and they’re a little bit more scared. Yeah, no matter what side of the aisle they aren’t they’re on, yeah, really, no matter the age,

Caleb Agee 21:36
big time, that’s just a big time election year signal. I know we’ve talked about that a lot, but everybody holds on tight to their wallet till after November, and they kind of just want to wait and see what happens.

Brandon Welch 21:49
So just, yes, exactly. So just like We’re disrupting the pattern inside our four walls and not letting it get stale, we got to disrupt the pattern outside our four walls, and we have to bundle our products different. We’d have to change the price on something, take a little bit cheaper item and package it with something. You know, that’s an add on service normally, but you give it to them at the normal price, yeah, not saying you you cut your margins completely, but maybe you reposition how you’re doing that. Give a better entry offer, you could add financing. Be more flexible with payments. Be more flexible with breaking apart the sale. Maybe do a little bit now, maybe do a little bit later, just a little bit of practicality, something different than they heard even six months ago. What if you took your team, or maybe the four or five champions on your team, and said, how would we be Ritz Carlton level service right now? How could we design? How can we Zig while everybody else is zagging? Because every company in America is going cut cost, shrink overhead, and what if you’re the one? Maybe you’re not trying to go, you know, overboard with expenses, but you’re saying, what are the little ways we could make this a freaking noticeable hospital experience. What if they called their plumber and they left thinking that they just gone to the spa? Think about that, yeah. What if they called to get their roof repaired and we made them feel better than they did at church this week, right? Yeah. So noticeably hospitable customer experience guys, follow up notes are the stupidest, cheapest, dumb thing you can do to make this like instant. Yeah, a well thought out follow up note, which cost you three minutes and 50 cents, and you probably had two or 300 customers this month, maybe, right? Yeah. So it’s maybe, maybe half a day for somebody, or half a day for a couple of people that are on your team. Write some follow up notes. Look back at your sales a year ago or a year two ago, people that made significant investments in your product, and call them and say, How are you doing? I was just thinking of you. I just remember that story, and I was telling that story to somebody the other day about how you did this. I have no reason for calling, just saying, How you doing, yeah,

Caleb Agee 24:07
how’s that thing we we sold you, yeah, how’s that doing? And

Brandon Welch 24:09
it’s not and I’ve got another things to sell you, yes. How are you doing, yeah,

Caleb Agee 24:14
yeah, well, actually, yeah, how,

Brandon Welch 24:17
how are the kids? All that stuff. It varies by service. I’m thinking of my attorneys and my medical folks. Like, what would like? There’s some pretty high caliber professions, people we don’t expect to like, come down to that quote, unquote level, yeah. But what if? What if the leader of the company was just calling and saying, Hey, I’m just thankful that we, you’re in our past customer list. I don’t want anything from you. I haven’t even sell. Just want to tell you I appreciate you like think, just think about how disruptive that would be. Yeah, to poison, right?

Caleb Agee 24:46
That’s powerful. Yeah, for sure.

Brandon Welch 24:50
Bottom line, be prepared to make some sort of change in your sales process. Do it before it’s too late. I don’t want you waiting a quarter and saying, Well, that was we’re finally down with this. We better change something now. It’s. Like, now Monday, get with your team today, this afternoon, next Monday, you’re in your sales meeting or your meeting that you don’t normally have, disrupt that pattern and say, Hey guys, the world’s crazy. I want you to know we’re fine, like, there’s nothing on fire, and I want you to be reactive. But I’m just sitting here going, how could we be the best in the world right now, because I think it’s actually a really big opportunity for us to stand out when everybody else is noticeably lame or noticeably on fire, right? How do we do that? Keep your ear to the ground. You as the leader who does it. Doesn’t normally, talk to customers, call and feel them out. Just attend some more sales meetings or sales presentations, or take a cruise on your own website, watch your own ads, read the Google your own name, and read what comes up, call

Caleb Agee 25:51
some of your customers, and say, How did Johnny do? How did you do today? Yes, I just wanted to make sure you’re being taken care of really well. How are we doing? And just just see how that that experience was for them, let them talk. You will learn a lot from that. I think it’s I think it’s important, especially as we talk about sales. Just be okay and Brandon kind of hit this, but be okay with letting the way you do things change. Be in flux, be flexible, because everybody else will say, we’ll just try to either ram the same thing through, just like, this is the way we’re doing it. It’s the same way we’re always going to do it. We’re just going to keep plowing through. Yes, while they freak out, they’re going to do that like, go, go. Because the visionary is saying, Come on guys, come on guys, salespeople, you can do this. And they’re just telling them to push it through, push it through, and they’re not willing to change anything about that process or the situation, or what the sales person is allowed to do, to say, to concessions they’re allowed to make. They’re not allowing that. And so what you have to be willing to do is be the visionary who says, You know what, I’m willing to take a little less margin, or I’m willing to throw this thing in, or I’m willing to combine these things for a discount. I’m willing to and when you’re willing to to make those changes, you allow your sales people actually to have their own power. They can, they and they’ll see success, when the truth is that those that other company that’s not willing to change anything, they’re not getting the sales for the next however long it takes for things to weigh down the yeses you’re going to get the yeses.

Brandon Welch 27:26
Don’t ask, How can I get things back to normal? Ask, what’s the most empathetic thing I can do for what is normal right now? Put

Caleb Agee 27:33
yourself in the mind of the customer. Yes. What are they thinking about? Fresh

Brandon Welch 27:37
walk in their shoes, right? Reminder you need to remind your people why every day, go through your vision, values and vows with them. Incorporate that into your daily dialog. Number two, you need to incorporate joy into your workplace. Number three, you need to be hypersensitive to your customers and they’re shifting buying patterns and do something to change it so it doesn’t look normal. I’m gonna leave you with two more thoughts from our friend Alexander. Bring it on. Every time a decision is made, a path emerges. All you really need to do is make a different decision. Uh, different paths will emerge. I didn’t write this to be a doomsday episode. I don’t know what’s in store. I’m not saying that we’re hitting recession or anything like that, but it is weird. Yeah, okay, it’s weird, you know it’s weird. I know it’s weird. And when weird happens disrupt, do this with this hand while the others, you know, scaring people. Okay, yeah, um, be the joy. Bring the joy. It’s your duty. It’s your honor. It’s the coolest thing we get to do as leaders. You are a leader. That’s why you’re here, and we’ll be back here every week answering real life marketing questions, because marketers who can’t teach you why are

Caleb Agee 28:47
just a fancy lie. You got this. Have a great week.