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Good People, Cool Things
Good People, Cool Things

Episode 12 · 1 year ago

Leadership, Sales Strategy, and 90s Rock Bands with Scott Leese

ABOUT THIS EPISODE

Scott Leese is a three-time winner of the American Association of Inside Sales’ Top 25 Inside Sales Professionals, and a highly sought-after consultant, advisor, leader, and sales trainer. With a focus on sales strategy, people, process, and infrastructure, he’s worked with several companies with a $0-$25m ARR, giving them expert guidance as they scale. If you have a product or service you want to sell, Scott will make it happen.

Welcome the good people cool things,the PODCAST, featuring conversations with entrepreneurs, writers musiciansand other creatives. I'm your host Jowe held an today's guest is Scott leasefounder Scotle's, consulting the surfan sales podcast and author of the bookaddicted to the process. How to close transactional sales with confidence andconsistency and Scot joins the podcast to chat all things, sales and businessbeing a leader sharing messages, especially in this wacky time of socialdistancing and a lot of virtual events and because we're both fans of rockmusic from the s. We chat a little bit about some of our favorite bands, bothwell known and a little bit more obscure, so hopefully we'll get somedeep cuts that you like on here, but for now, let's dive on it. When did youknow that you were good at Sales Scot? Do you remember the first thing thatyou ever sold yeah? I mean I can remember the first first deal I ever closed. I wrote aboutthis before in my in my book and Talkd about before, but the first deal I everclosed was my very first week as an inside sale dret on the Geay firstFriday and it was nnethirty or so at night, when I wascolld calling Hawaii Kring to sell to real estate agent. Wewere selling online league generation school and I was trying to take advantage of thetime zone and Yeus tode El was like scared. I was going to get firedalready because I hadn't closed the deal. Youou know I had. I had like a AKo urgency and I ended up one call closing thisguy and like the lightbulb kind of went off, I'm like wow. You know that was ahell of a rush and the only reason I got this deal wisbecause it nine tirty at ninet, eight, I'm still here working like that's,probably my my angle. I how to get good is like I'm just going to outworkeverybody you w took me like. I did okay that first full month, butthen the month after that I was, he number one ret in the companyand it was like okay. I think I I think I might you know, know what I'm doinghere. So it didn't it didn't. Take Me. Youknow that long. Despite the fact th T, I had no prior sales in experence. Iwas not one of these kids who you know grew up like Entrepreneura or you know, selling cookies on the streetor lemonade or whatever, like. I didn't. do any of that stuff. You know at all, so I got lucky man. I got lucky that I well do I something hat I had some natural Abilityan yeah. Youcertainly managed to make a good career of it. Can you kind of just give a realquick overview of how you sort of went from that first job and then now you'vegot your own company. So what was that sort of pathlike well Ito? I was in e an ae for only...

...only about Sev months that I did reallywell. You know the Ad Starte breaking records and then you know, got bumpedinto sales. We leadership roll pretty quickly and was managing a team of liketwenty something people and that bunt me up to senior sales manager, andyou know it's running a whole office in California andhelping out ofpice and Menzonand. I was aut that first company for abouttwo and a half years and I kind of feeling oubt like they were not goingto make me a VP and I wanted to you, know, keep moving up and I was veryambitious and like very aggressiive and just kind of betting on myself unto Ileft ended up finding a a vpffl. GIY got asuper super early page company, and I was like three employee so really likebuilding everything from scratch, and that's just been the pattern that IVfollowed ever since then you know I tend to be places two and a half tothree years at a time and kind of get it to a certain place. And then youknow, move on and try to look for the next thing to build, and so I've been yknow like a in sales leadership. I've beenan operator six times five of those times as a DPS, sale or SPPF sale, l all but oce, a six time total one ofthem was by only lasted like eight or nine months, so it five of them. I'dcall win had a couple exides couple that arelike in the works, and you know on the side, I started like advice, ising andconsulting other companies about their sales, pactices and and building mynetwork out, which helped me you know with recruiting and just kind ofmatching people up to opportunities and whatnot N, and I wrote book called Addicton to theprocess in two thousand and seventeen about like Kime of healt struggles thatI went through and how I got into sales nd. How you know I felt, like you know, had maybe unique spin onsales methodology, creat thi thing called the diction model soing, and you know my compoting business kind ofkept growing and on the side, and then I found Tito the serpent sales business,this micro kind of sales conference and got that Gu on in two thousand andeighteen and then just in October of this last year, finally decided to kind of cut thecoord and not work for anybody else anymore and go all in. On my you knowmy my consulting bbusiness, my cercin tells business and I'm a t halfwaythrough my my second book right now and spun off the surving Tal podcast inthe Bennin ginning of the of this year here and man. I just you know, I'mstaying busy man a souns like you're igh M, an a lot of Tigt myasabsolutely.Did you have when you made the cut the...

Courd, as you say, thet kind of leapinto full time, your own business? Did you have kind of like that Aha moment for lack of a better term ofthis? Is it this is why I'm going to do it or was it just like wait? A minutelike no, I had been. I had been knowing that this that day was coming for awhile, but I feel is you know, kind of riskadverse and like had locked myself in financially to you know particular income level andstyle of life and whatnot, and even more than that, like I'm justso competitivive that I the idea of somehow earning less just like hurt.You know I don't live like a very lavish lifetale to be ARD with you. Idon't even live within my means. I live way under my mean, but like the competitive piece like Ohman, so I had decided that I pulld Ta trigger when my side, Hutil incomematched my income from my regular Gig, and so once it did that I all like.Okay, I can cut this other Gig and you know hopefully kind of maintain whatv eended up happening. It is with, like you know, way up, which has been great so far. You know,even despite all the coronavirus, craziness and everythinglike that, like I feel very lucky and blessed like I'm in a really goodtedition- and you know I think now more than ever, companies are looking forhelpes sales and understanding. You know how to build them to scale andmanaging remote teams and all this kind of thing so so ar so good. For me, awesome and I think that's one of thethings that I've appreciated at least from what I've seen from you is you're kind of taking a step back. It'slike hey, you don't need to be super aggressive about trying to get newleadsright now, like worry about the customers that you have like they're,all they're, all struggling with this too, and I think I mean I don't knowabout you, but I feel like every Meilin list. I've ever signed up for SetaCoronavirus Update at some point of the last few weeks and in some cases I wasjust like okay. What like this doesn't really? You know this wasn't reallyneeded, but it just kind of seemed like everyone wanting to get into theconversation. So do you have a tip or a piece of advice for how companies cankind of stand out in this sort of see of everyone trying to get? You knowthis messaging without being two over the top. I think just trying to help them prothemselves. You know it's one thing to just send an OT. You, like I'm thinkingabout you during this crazy time, but you know I I've been adviting people tohave their sale toks like turn inside, so to speak and help out the customersuccess, team and and really just call people luv and GE. Like hey joy, likewhat kind of changes an adjustment to you guys going through over there, youknow how how a you thinking about this...

...right. What challenges are you having?Maybe maybe I've been through some of that before? Maybe I can tell you whatsomeone of your colleagues and Contemporarie they'redoing you know, maybe there's some kind of data or smesome articles. I canshare with you as you're. Trying to you know maybe go cloud based for the firsttime, or maybe you know running a virtual company for the first time nhis people. I can introduce you to or article to share a podcast to share.You Know Aon, this kind of stuff like and just asking you know and thentaking a step further and actually doing something about it. Right, likeyou want. You want to set yourself apart nowadays, like it's Reall, simple.Do what the Fuck Hou said? You were going to do it's pretty simple, because there's notthat many people who actually do what theyr say they're going to do at leastin a timely kind of manner, right Ao! That's what I you know, that's whatI've been trying to do. I O now. I have some clients that I ire sout doing: Sai, Hey man, you knowyou might be strapped for resources like won me to run the sales meetingfor you. You want me to do some one on one for your team. You want me to writesome blog post for you or you know, do a help for the weabin or assist withyour deal flow, or you know any of this kind of stuff things that are. You know opten outside the scope, even o, what normalvou and then just you know, taking every inquiry. You know I get dozens of messages every day. Ifpeople saying you know, can you help me out? You know I got a need advice onthis topic that topic and I you know Pol fifteen minutes to time. Andhonestly, I say yes, all that stuff, you know I might not be able to talk toyou until late May. Right, which is whis, is true by the way, but you know I'll take thos an and just tryto get back and just try to be helpuand. Ithink people will remember you know in the long term, hopefully Oknow, how you acted and behave andtreated people. You know during this thing, and hopefully things get back to to normaland and hopefully you know some some good comic Omeverybody's way who acted right during them absolutely, and I think I mean I liketo think I have a pretty good memory, but sometimes I'm just floored by howgood someone's memory is of like an interaction we had. You know, twelve orfifteen years ago and like O, I remembe you. You said this one thing, ther tsupervaluable to me and have always held on to it. So totally agree thatyou you have to you need to be treaing people right during this, so I mean Igot. I got one of those methewss like three or four hours ago. You know thisguy on Linkdan that man note. I said you know few years ago you tookthe time to Holp on and call with me and needed some help in some advice,and I had nothing to offer you and he was like a good on a few years later,like I remember that conversation I'm like wow, you know that is tat.Messagige makes me feel so good. You...

...know that kind of that's all the rewardyou need sometimes right. Absolutely that's that's cool to be able to dothat kind of thing, and, and hopefully you know, posibively impact, somebody'ssomebody's business or their career or their life. Or what have you it's a lot of fun to get those Cimin otback for sure for sure- and this probably ties it nicely to this, but Ifeel like every time I log on to Linkedin something that you've writtenis ap at the top of the the fcan on my h and then I have a decentamaticconnection. So it's not like you know, you're the only one but yeah. Maybe youneed a bigger network, a know, that's thed! That's the real lesson, but I think Linkedin is, is definitelya tougher platform to crack. It seems like for a lot of folks and I think,there's a fine line between being too selfpromotional and authentic, which Ithink people can struggle with. But how haveyou kind of found that balance, because I think your posts are reallythoughtful and and come from an honest place? Is that really the key to it orhave you found other ways to kind of make link an work? Well, I mean to be perfectly candid with youlike. I really struggle right now with douncting, just original kind of content withpromotional stuff, like I'm, I'm participating in so many podcast and and Invirtual Hal Towers and Webonarsand summits and training, programs and whatnot, and you feel an obligation to people toto share the show the content share the event right, I'm sureor, you know,let's be real onser people want to talk to me, but you know they also wantaccess to my network to draw. You know some some more eyeballs to it right, a D, soyou know I feel I feelan obligation to promote it, but, like God day you know, I think I think I did like twelvethirteen events last week and TIR's just no way for me t to squeeze all thepromotional stuff in over there. So it's tough, I can. I can empathize withthat. As far as the other stuff goes, youknow I. I didn't really start speaking until I was alreadypretty deep in my career. You know and I think that had given me. That'sgiven me a big confidence boost to just sort of say whatever the fuck.I feel yeah because I'm like you know, what's the worst thing, that's going tohappen. You know I mean my track record kind of stands for itself. I've donepretty well, I've. You know built some good companies, I've network and helpeda lot of people out wis a lot of people who work for me that you know give megood references and things like that. So you know there's no risk in being true to myself.Right, like...

I dress like I did in Igh School, Ilook like a homelet Person II. Curse, like you know, like I wearbaseball had like, I don't look like a traditional VPS sale, and so I justkind of embrake that I guess you know and my voicen in my Nich, I don't knowman, I mean I kell it like. I like. I see it and like I have livedthrough it. You know I talke a lot about things that h've been difficult.You know people know about my health challenges and you know the pain that Iim in every single day and how that attacks. Your mental health as well-and I talked about some of these things and I try to shed Mihe in areas thatyou know other people, maybe don't have much exposure to rightlike what's it like in an executive room. What's it like ina board meeting, you know, do you even understand what your equity means andthings like that you know, and I try to advocate for a for the every man so to speak right, and so that's that's been my that's been my strategy. I guess- andyou know, there's a lot of people who do things very different, probably thanme, and it works really well for them and probably way better for them thanmy stuff does. But that's what worse? For me, you know awesome yeah, and I think it is justkind of a almost like a sandbox where you kind ofhave to get in there and play around and see what works best for you,because I've seen some people that are one hundred percent. Just here's a linkto my lightest thing and ye like real generic. It's almost like the title Ovecoast just goes up right over so definitely definitely a little bit of achallenge to get in there. But I think once you find what works then Le Se,some great results. Yeah and you got to be. You got to be consistent with it.That's the other thing right. You can't get a o t month. Isn't enough to now.You can do that. You know you got I you got to be hammering I consistently. You know a couple days a week. I thinkat least, and you got to man the notification andthe inbox right, and I think people are antiviteted by that. You know I thinkpeople opten out hard time managing theiremail in box or theire and their flack messages and what it have you an tan tithought of like. Oh, my God, you know I' GOINTA get a hundred emails a dayand got knows how many notifications an things like that. How M O gonna keeptrack? Whil I as like. Well, you you DI. Just do man just becomes a part of yourday and part of your routime, and you know I I've built much of, if not all,of my businesses on the on the foundat fishing of havinglike a really strong. You know present on on Ly game. You know it's worth it. I guess is what I'mgetting up for me. I Li Yeah for sure...

...for sure, and you whad mentionedearlier. The serfant sales podcast is kind of a spinoff. How di you decide to start a podcast asa just you're like wait a minute. I have a lot of good stuff and likeChatin with people about this. Let's do it yeah, it's just a another way to kindof camplify Ta Brand Surfan tals a littlebit and then you know we Richard and I knowa lot of really smart folks in the sast community and sales andleadership, and things like that and like n O, but I' one of the bestreasons to do a podcast, because you have the opportunity to learn frompeople every single time you recorder right. Just like you know, I'm hadconversations a couple times a week wike you know really successful, sale,people and Co, od and sale leaders and every time I'm in one of thoseconversations you I'm Gotin down those. So I'm like damn that's a good good oneliner. There Good Colt, theror good war to think about it there you know so I'm getting like free learning out ofit right and then you know you give you. Youknow it's a form of content marketing if you will right soit's additional content that that we're putting out there and you know thatmight convert into surfingtales. You know attending my convert into youknow: Scotts Consulton business leads or deals MiG, just converting Tho, more peoplewho engage with their content. You know on on Hun Linton or twitter or whatever, and then you know you just you just haswhl you're doing it for fun to right, like I enjoy talking about business and sales and and things like that, you know I'm notgetting paid to running my podcast, we don't have any sponsors paying Os. Youknow all just you know blood, sweat tears at thispoint in time, tat we wee doing it. We we, I think, last last holiday, maybe early December,maybe Midecember, we just sort of said fuck it like lhet's it. Let's just gofor it and I think we recorded a couple conversations just Richard and I tokind of I don't know feal it out or get the flow or what have you and then wejust said: Let's go for man, and so we started in January were a hatle DrouApril now, so you know in about a hundred plus days,we released like sixty five episodes and got three or four ind can recordedright now that Av get to be released, so you know we're we're doing. You know sixty seven orrecording every ten days or so. U, you know we're trying to re trying to win some of the contentwars. I guess, but my scheduled a shame with that Nice,Nice Yeah. Well, my schedules is a Messi,probably work like I'. Probably you know right now. My business hasincreased quite a bit because of...

...everything that's happening, so I am no joke. Like SI thirty to eleven pm time. Six thirtyin the morning to eleven pm today is like a light day for me, and Istarted at Sen. Thirty and I'll be done by eight, or so that's like twelvehours right now, I'm juggling so I recorded Tis Ibing y second podcast, Irecorded today Ouno I wrote blog post, I wrote aLinken Post, I coud produced a newslayer today I had three clientcalls. You know I've got God now how manyemail and black messages that I have to check still, but you know I just I stay busy. You know and I try to beefficient and you know try to try to do as much as Ican man. You know I'm. I got big big goals and and ambitions and everything- and youknow who knows what's going to happen for the next few months. Like there's apart of me, that's like well, if you got clients now and you're, gettingpaid now like better Fattin up like a bear, gitting a foribernation, you knowbecause things might drive up quite a bit, so I might as well get right now,while they'e getting good. You know exactly. I, like that analogy. The barefattening o Foro Fil Sht, feel Freeo talinawesome, and this is more for my, like three percent of audience, membersthat also host a podcast, but what's your set up like what's your recordingset of like no? This is the best part, nothing booabsolutely, nothing so like,if you think of stump podcasts that are like you know, really like producedtand there's like people, makeg inteture, the sound is right and likeI'm looking at your microphone right there and, like I, don't know, Myonlike to love this way. He Oh yeah, it sounds great, I'm not saying you know,I'm not knocking it. I'm just saying like I don't use that you know, and so,and so Richard and I were like you know what man one of the barriers is peoplethink like. Oh, we got to produce it. We got to make it down perfect and allthis kind of thing and we're like on', Gav time for that Ma. What I do havetime for is just down in dirty. Like conversation, you know it's down.Eighty five percent good I'll, take it that tould be right. Hopefully, God sodon't I have no microphone whatsoever. I just use it like straight for mymaxbook air same with Richard A d. We don't do any editing, we don't script.The thing we don't stend out, like a questionnaire beforehand to pret people,it's just all like on the fly. You know meandring kind of kind of conversation,and so you know some people are like the like: the Molly crew, with their pesproductionon and like herror ban filed, and you know we'relike the remone just like Plang some Ar...

Bank Kv Skev bar club in a New York City.You know real Soifi. I don't know if this still exists, butI remember sumbling on a youtube video few years ago of the remones playing at it was some sort of like sit downDinner Club, so everyone just looks like really dressed up and then theRomans come out of their lecter jackets and jeans it'as, just like this ilovtcouldn't have been. I love that audience. ILII love. I love that somuch I need. I need to find this. This CLIFP you're talking about yes I'll,say if I can dig it up and send it over, but it's a magic all that might that'sactually well now, they're before the nets, but we'll get to that in a second,because I like your top three recommendation, but before that I like I agree, I think scripts and allof that are a little little too too deep into things. I think theconversations are a lot more natural when you just let him flow, but I dolike asking people a question that they wish they were asked more often and foryou it was when is enough enough. So when is enough enough yeah I mean it's a it's a it's a brutalquestion to sit with and and think about. You know, there's all the talk out there about,like you, know, never be satisfied and like always set new goals and andstribe to you know, do more be more all this kind of thing and that's realheavy man. You know you can very much burn yourself out.You can very much feel like you've. You've, never really accomplishedanything. You know if you want to you, can always find somebody WHO's workingharder, makeome more money than you more fanous than you. What have you and it could be quite destructive tochase that chase that dragon you know, and so you know I kind of a few yearsago, modeled out like here's, I magic number. I think rightlike I'm, not I don't need to be a billionaire. You know W at I mean, andI don't want to work twenty four hours a day for the next thirty years to youknow, Nand have this one kind of type oflifestyle like I know my magic number that I can get to that will allow me tolike disappear basically and if I can get if I can get to thatnumber, like I'm gn, I'm going to feel really good about the things that I'vedone, and you know I kind of we'll see if I actually get there andI'm able to do this, but I kind of look at it like a gambler who's at the tableand those Wen to walk away. You know n there's something to be said for orknowing when to walk away and reprioritizing at times. You know whatI mean like we're at home. Right now nobody's going anywhere, so I'm workingtwelve to fifteen hours a day, but when this goes back to normal, I'm notworking that much I've done these days. You know for twodecades previously and traveled all over the place for work or what notlike I want to get back to normal. Like...

...oh coach, my kids Litea League team, Iwant to go back to the soccer games and I want to go back to my older sponescross country, meet and Basketball Games and all this kind of stuff right,and so you know, I think you find you try to find a sweet spot. You know where you're, obviously your basic needs are med andI think if you can get to a place where you're not worrying about money like ifyou can take your band mony on trip somewhere and not look at the cost oryou can go out to dinner and like not really like the prices of cocktails orsteaks or whatever. You know then you're in a really good, really goodspot and you don't necessarily need to double or triple your income. You knowbeyond that particular spot right and make sure you spend time. You knowdoing other things that you love and W th with people that you love so and I'm glad you ask bast thatquestion Yo knowbecause. I I think that it's aworthwhile conversation and there's. Certainly people who Wull tell me, likeyou know, you're an idiot like this is why this is this. Is Why you're not amillionaire yet and all that, and you know what you ha to be. You might beright, you know, and I'm and I might be- and I might bewrong right, but this is what this is, where I've kind of Lhisis, where I'm atand kind of where I've come to terms with things at least for right now, so love it Loto. Hopefully, hopefully thatmakes sense to somebody out there n it jues to me at least so. Hopefully,hopefully, everyone else good but of course now we're in the home stretcherwith probably the most important question here with our top three. What are your top three s? Bands? Oh Man, m amazing question top three, an ninety bandsalison, shamevery nice for sure Pearl Jam for sure and I'm Goin to say Nevana, just becausethey're just so groundbreaking, but I could go like a million differentdirections: Tos teether, yea for legacy purposes and like impact on the scene, I'll go in Navanaif it's like actual stiing power and like people who existed during the MIAMIShere, not necessarily grunge like I would change my vote to Metalica from I s a real question. Should the realquestion should be like what are your favorite? Ninety band that, like nobody's really ever heard of orwere more like one hit wonder type right. What do youhave to re for that? Gus? I Lo. Let's go GIV megive me your three likeundercover, ninety band that were Joey's favorite, Oh man, undercover I'LD, probably go more of like the onehit wonder rouwhich again, like I'm,...

...really just pretty much basing it onthe one hit. You Know Mis Aporta Al You, but you have you have to you have tolike also dove into the Okayo. I have to Dovinat I en like a record or tworight. OKAYI'll give you one that I'm like huge fan of, like especially theirfirst record, but even some of the other ones. That was the weapon hit.Wondern wlind Melon, Oh nice, I'm a closet like blind, melon fan, I I canlisten to those the whole records like over and over doesn't Matt. I anforlike that. I, like that, I'm I know one is coming to mind, but I'mpretty sure theyre early twosand. So I don't know if that you're going to fail this test already.I know I might be. I didn't know they had to be it had to be such a deep cut. Actually ther might be twsand two, butI think maybe Thi Song came about ninety nine, but you know weedis withteenage dirt bag. Oh my God. I no eber that Song Yeah theyhave they that first album and thenthey came out with a secomone which is definitely in two ousand for the secondone. But there are some theres, some very nice songs on both of those thatare like funny and well written and just have like some simultaneouslyreally cheesy lines, but also lines of Makitil Sso Wen wa. Yeah shadows havepretty O we'll say that we'll say it came aout late, Ninety Lakte, ninetynine, so e, just Qit calleg child of S, man, that's my that's! My whei was growing up. I mean I was thirteen. I Guess Yeah I was thirteenone thousand nine hundred and ninety you know so right right when all theygrown to seem was by kidding. So that's like that's my root right there. You know that's correct Allat. I know I need. Ifeel like I've failed with the with the one it Weni deep, deep cuts. Imean I would if I was answering this is just an artist in general, the offspring was the first CD I everbought xneon the Ombre and which is, I would say, notthere, certainly nottheir most popular city and probably one of the more like forgotten aboutones over the course of their discoger FA, but is the first one I rememberbuying with my own money and yeah, I mean I'm sure crazy, taxi helped aswell with the all ofstring soundtrack so sa that fast rock music. That makesyou want to run through a while it's good times. This is not they're, notlike a one hit wonder but like they didn't laug, you know as long as theyshould have, and we certainly meed them now more than ever, but t you know, Ilove to bring rage against the machineback. That's toasn. Ninety fanthat, like thre, we need them now more than t a. never man come o back exactyeah. What are they doing? Come Gom zacks been in Te Jungle for like twentyfucking years. God knows what, like exact, dude, hey shout out the ZACT DAe Road Choe. We need you back to yeah,...

...get out of the junk get out of the JunnG Gettin. The studio yes come on. I know Tom would do it. SHe's hosted a radio show. I heard him yeah, one of those one of the serious excemtchannels of like Tom's greatest greatest guitar hits, which is justlike half him and then half other bands that he likes. I I mean Hee's aTramitis, my first ever podcast, where I told Zack to the Rocat to come downout of the mountain excellent. We will broadcast Tus fromthe mountains. Hopefully, hopefully he culd it can get over here. Nice good deal well, Scott you're,almost off the hook, but if people want to reach out to you, I feel, like we'vealready touched base on a couple different spots, but are you hot inanywhere else, on the Internet? No Ya, I mean I'm a outhete. Make dim stuff is like theeasiest way to get a hold of me. Now I can be had so many different ways, a Imean, there's my got least consultingcom website, there's CirtinSalescom with I on twitter, but you know anybody Likeng Shou, just reachout to me on link game and you know say hi. Let me know how I could be helpfuland I mi hat the way to start building building relationship fun on Lin, Parenand eventally turned Mando Bran that ae to try to try to bebe Helpfuli te Thini.Anybody, no awesomell appreciate you hopen on and you're officially Ouf thehook, all right, man, ank fo, Tim, absolutelytrue, and of course we aresented with e Corny Joe, because this is lifeatthispoint. But how do you make a tissue dance put a little Bogi in in after Ta?I guess Mi Crop.

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