Ending the Year Strong Part 1of a 2 part series

Welcome to the Oil and Gas Sales and Marketing podcast, where every week, your hosts, Mark LaCour and Matt Bertram share proven strategies and real-world tactics to help you connect with customers and close more deals. Let's do this. Welcome back, everybody, to the Oil and Gas Sales and Marketing podcast, and so first thing, audience, Matt and I want to apologize to you.

We have not kicked out an episode in two weeks, and I would love to tell you that it was some emergency or technology issue. Matt and I literally got so busy, we just forgot to record. We love you. We know it's important, but we just got so slammed that we just forgot to record. So, our apologies.

We'll try not to do that again. But this is going to be a two-part series, so this is part one of two of Ending the Year Strong, and Matt, I thought this first part of the series that we would talk a little bit about Ending the Year Strong from a sales point of view, and then part two of this series we'll talk about Ending the Year Strong from a marketing point of view, and the whole reason I wanted to talk about this is literally if you look at your calendar, today's November

15th. If you look at your calendar and look at the amount of work days left because of the holidays, there's literally four weeks left of the year, working weeks of the year, so you don't have much time to try to end the year strong. There's challenges, right? When we've got the holidays going on, quite literally a lot of people are burnt out.

They've worked their butt off all year long. Typically, clients, their budget cycle lines in the calendar year, they spent most of their budget. It's just a mess to how it overcome all of that, and from a sales point of view, the very first thing, and this is going to probably aggravate some sales leaders out there, but if your front-line sales rep, whatever CRM tool you're using, go in and clean it up.

If you have 30 opportunities that all have the same expected close date of December 31st, you know that's not legit. Come on, people. There's maybe of those 30 opportunities, maybe two or three that you might actually get across the line this year. The rest of them, go ahead and push them out.

Now, that's going to make your sales management a little antsy because all of a sudden, these potential deals that they thought might come in by the end of the year aren't, you're pushing them out, but it's the truth. If you're not going to put the truth in a CRM, why the hell do you even have one? Bad data in is bad data out. If multiple people are looking at this, this is the single source of truth, so you need

to put it as most accurate as possible so you can build projections around it. 100%. And if some of those deals you don't think ever go close, just go ahead and drop them. Just drop them out of your funnel. I know you're measured on some type of ratio of prospects to close, blah, blah, blah, but to Matt's point, you need to single source the truth.

You need it as a sales person, sales management need it, and sales leadership needs it, right? So they really know what they're dealing with. The other thing about cleaning up your pipeline is you should be able to prioritize of those 30 opportunities you have in there that most are not going to close this year. There's probably a couple that you may be able to get on the line, but you want to be able to concentrate all of your remaining four weeks of this year on those few opportunities.

So however your CRM works, prioritize those couple of opportunities. So clean up the ones that aren't going to close, push those dates out if they're real. If they're not real, get them out of your pipeline and go ahead and prioritize those one left that you may actually be able to pull off. That's probably the first place I'd start if you're a sales person in this space right now.

Matt, the other thing is I think this is a good time of year. If you haven't built an authentic relationship with your client, if you haven't met them in person, if it's only been transactional, if it's a marketing lead that was handed off and you've just exchanged emails, see if you can get some time and get in front of them, even if it's 10 or 15 minutes and don't look at it as a way to try to close a deal, look at it as a way to build an authentic relationship with your client.

Number one, that may actually help you get the deal across line and close it this year. But number two, if you're not going to close this deal this year, but the client's still at high value prospects, isn't it better to know who they are, shake their hand, maybe go have lunch or grab a drink or something? Mark, every time I meet a client in person, I learn so much. I learn about them, about their business, about where the deal's at, whatever.

But it's always been valuable. I've never found, especially today, not getting in front of somebody as like a bad thing. If I can try to do it, I absolutely do it. I went on a fishing trip up in Maryland not too long ago to visit a client. And I learned so much, new business came out of it, but that was not the intent. I'm planning on going out to California next week.

There's only so much that can be done when you're talking to somebody over video or email. The things that could be miscommunicated in email or text are so high just in general, and there's so many different verbal cues that you would see sitting down with somebody like you really can't replace it. And I think it's really a differentiating factor from a direct mail standpoint to send them something.

And I know we're going to talk about marketing in a second, but sending them something physical and seeing them in person differentiates you. That used to be the standard. Now it's a differentiating factor. It's crazy. It is actually really funny that it was the standard and now it's the exception.

But I love what Matt said. Take this time to write a handwritten note. When's the last time you sent a client a Christmas card? And if you're worried about denominations or religion, a holiday card. People don't do that much anymore. Matt, I'm sure there's tools out there that can help you automate that at scale so that

people still get a physical holiday card in their inbox, in their mailbox, but you're not sitting there doing it yourself. But what you really talk about, Matt, is building trust with your clients. And that always goes forever as far as like being a benefit, doing it in person, shaking their hand. Now I have to ask you, Matt, what did you fish for in Maryland?

We all saw water. Fish for white marlins and blue marlins. And it was a ton of fun. And then we even did some sight fishing in kind of some marshy, marshy lands. That was pretty cool. I started bringing up because I'm all techie, like using drones and everything like that.

They were like, that's a little bit of cheating. I was like, a GPS is cheating, but or a radar, but it was really a good time. If we have any listeners from Maryland, y'all have the most beautiful, large, sweet, blue point crabs I've ever seen and y'all steam them and you don't put seasoning on them. Get those crabs down here to Texas or South Louisiana and let me show you a little bit different way to take care of blue crabs that some of those beautiful crabs I've ever seen

my entire life come out of Maryland. Did y'all catch anything, Matt? Oh, yeah. Oh, yeah. I got some pictures. No, what I wanted to say is one of the guys is professional fishermen.

So if anybody's gone fishing, deep sea fishing, if you're part of the community in the Bay, it's like how many flags can you put up of like how many fish you're catching and how you space them apart? You already know where it's going to go and everybody's looking, they're like race teams. All these wealthy people are funding people just to go catch fish and have their boat be associated with a leaderboard.

There's no other point besides that. He's the captain. He was like number two in the whole Bay. It was very, very competitive and he actually was pulling up gas and going, like, let's go find the right spot. He was not sitting still and he actually has a podcast as well and I'm helping him out

with his podcast for those that are watching him. That's awesome. I'm wearing their hat. Total side subject. We need to get back on point, but total size of OGG in somewhere in 2025 is going to launch an outdoors podcast.

When that happens, we should talk to your boat captain and get him on that show. But let's bring this back to in a year strong from the sales point of view. What I was going to say is I actually did marketing years ago for birthday co. Birthdays are a great way to touch base with people and send them gifts and then like send out cards. There's a lot of these services that you can automate that are super effective.

And then there's a lot of drop ship gift companies that you can send stuff or send postcards to. And it's just a great touch point. Also if you have their home address, people are getting a lot of mail at home and people are underserving, sending physical things. Like I think sending physical things are really great.

And the holidays is just like a perfect excuse even to go take something and drop it off yourself and just have an impromptu meeting. That was something that we used to do when I was heavily on the sales side and I had a route or a territory. We would do a blitz and we would go drop stuff off and just go get some face time in front of the clients.

And I think, yeah, a lot of people are shutting down or leaving, but getting something in the mail from them or even their birthday, you remember their birthday, those things make a difference. Certainly different people look at things differently if you're using like a disc profile evaluation or something like that. But it can never hurt you, in my opinion.

Yeah. And if you're out and doing field sales out in West Texas or Oklahoma or North Dakota, whatever, you know the deal. Go grab the donuts, go grab the beef jerky, go knock on the company man's trailer and tell him happy holidays and shake his hand. Don't try to sell anything.

To Matt's point, just make that a high trust visit showing that you care. It goes a long way. The next thing is trying to end the year strong in sales is your follow up strategy. So we talked about that handful of deals that may close. Here's where you have to have a very fine balance. People are stressed out this time of year for a bunch of reasons.

They work their butt off. They're tired. They're out of budget. The holidays are coming. It's family time. They're looking forward to some time off.

So you need to be persistent without being pushy. In the beginning of this conversation, I told the whole audience who you have four weeks left to sell to finish this year, right? Make sure your prospects and your buyers know that they're so busy they may not be aware. I mean, they know it's November, but they may not be aware there's only four weeks left. Now there's a couple of strategies you can tie in that I just did it myself, Matt.

So one of our huge sponsors that makes large yellow construction equipment, their contract came up for renewal. Right? It comes up in January. I said, look, do you have any money left over for this year that if you don't spend, you're going to lose it.

They go, yeah. And I said, I'll tell you what, I'll give you a discount, small discount. I'll give you a discount if you pay me for all of 2025 now. And they did. Imagine what your sales management would do if you came back and go, hey, you know, $10 million deal.

It was going to close in February. I got it across the line in November and they're paying us up front because they won't want to lose the budget they had left over for this year. How beautiful things that your client thinks you're helping them. You get a commission check that you normally wouldn't have got till next year and your sales manager team loves you to death because you brought this big whale in early.

That crossover and sales and marketing, right? Are joined at the hip, sending a newsletter with a call to action in it. We're letting everybody know, Hey, if you've done really well this year and you're going to need a new website sometime next year, why don't pay for it now and then we can start to build it early next year or something like that. So pay for an advance from a budgeting standpoint and then you can change the message around

based on your client's needs on, Hey, let's spend this money now so you don't lose it because that's definitely is you got to use it or lose it. I'm seeing a lot of holiday events and parties and tables like I'm getting invited to all this stuff because I think people are trying to use up all their budgets. So I just went to the thing at NRG, the Christmas nutcracker. Oh, the nutcracker thing.

Yeah, I went to like the preview thing and that is insane for any of you know, I'm talking about, but I did find some jalapeno popcorn. So it wasn't like a total fail. There was a men's, I forget the name, but I bought some shirts from them before they started with the B and with the O, but they were there. But it was, I mean, it was a lot of Christmas stuff, but they did like a dinner and it was

a pre thing and it was really like someone I know was just using all their budget at UBS and they're like, we need to spend this money and have this table. But if there's legitimate, if you're the opportunity to have something of value to offer to them that you're trying to close the deal on, I love exactly what Mark's saying. Try to get that budget now. There's different creative ways to do it.

Like I suggested with, hey, if you're working with, like I work with another medium size business and sometimes if you're doing a portal or ERP system or something like that, that's a pretty heavy cash outlay. Bring down the cost of your taxes, right? Be smart about it. Yeah.

The next thing I want you to focus on these last four weeks you have to get these deals over the line is throw your sales presentations out the door. Like I said, people are tired. If you haven't had a chance to do a sales presentation to your client, it's probably too late, quite frankly, but there's other ways to modernize that outreach other than a PowerPoint presentation. You know, a great one.

What we're doing right now, a podcast. Start your own podcast, get on a podcast, invite your customer to a podcast. It's an easy way for people to learn about what your company does without sitting through a 30 slide PowerPoint deck, which people this time of year just don't want to sit and do them. So use modern sales presentations, modern marketing techniques at this very last four

weeks to stand out from your prospects. They're basically overwhelmed trying to close out the year. So if there's a way that you can help educate them on what you do in an easy to consume matter podcast video shorts, it's another great one to do it. Do that now. It's a good time of year to do that.

Also if you think that you have to get everything perfect before you put that content out there before you get that podcast record, that video, no, just grab your phone, do it, clean it up a little bit. I promise you a couple of minutes. If you explain how you help solve problem Y or Z with the video you shot on your iPhone, your customer will watch it.

I mean, if they have a problem that you can help them with, they'll reach out to you. So don't worry about getting it perfect. Just get it done. The next thing is you really need to set some rock solid goals to figure this year out. I told you I had four weeks left. Y'all know the drill.

If there's certain things you have to do, if there's certain paperwork you have to do to get a deal closed, if you have to get this MSA negotiated with your legal team to get that finished. If you have some follow up items, if you need to have one more meeting, those are all tasks that you can break down from the bigger piece, bigger project piece into managerial daily things.

You literally have 28 days left. So figure out what you need to do, break it down to individual items, stick them in your calendar. If you need to get some boilerplate copy written for this RFP you're responding to, put it in your calendar and get it done on that date. If you don't manage the task for the bigger pieces, you can run out of time for the rest

of this year. You can run out of the bigger pieces and set achievable goals, tactical things so that you get the nuts and bolts and the eyes dotted and the T's crossed so that you get the bigger things completed. So you can close these deals. One of the things I just wanted to throw in there, I know basically Thanksgiving is kind

of like if you're trying to get a deal done over the line like standardized, usually it's going to kind of happen before then, which we got a week left there. But what I would tell you is if you're prospecting like you got your top 100 or 200, whatever list that you're working off of, that you're trying to reach these people, the guards down a little bit, the sales calls are down a little bit. And if you catch them on a Friday afternoon, as we're moving into today as we're recording

it, or even early in the morning where you get people on those off hours, now is actually the time if there are people you're trying to reach that are grinding to at least start the relationship with them. Yeah, you're not going to close the deal probably this year, but you can get in front of that right person, build that connection and start to build your pipeline for next year.

This is a great time that everybody's maybe dropping handles a little bit and are a little bit more focused on the holidays. And especially on Wednesday at lunch, that's where we see the data Wednesday at lunch through the weekend in the holidays, especially that's a great time to reach people. Also I know we're going to talk more about it on the next podcast, but man, social media is a great indirect way to reach people.

And if you connect with somebody and you post on social media for the next 30 days, you're going to show up in their feed. So you can kind of nudge them and stay top of mind right now without picking up the phone or in person meeting again, I think the impromptu meetings are better where you're not going to steal a bunch of their time, but you're just like, Hey, I just wanted to say hi and here you go.

And it's a positive interaction. But man, I think that leveraging online and social media, which we can get into more next podcast is just a great way to indirectly provide those pens and pads and stay in front of the clients, if you will. And you know, Matt, it's getting better and better. I don't want to talk politics or a presidential election here.

However, saw a very interesting stat this morning about the difference in podcast audiences reached by President Trump and his team and Harris and her team. And I'm not saying that's why he won or lost the election, but the amount of exposure he got the very last couple of days to your point, Matt, before the election was all done on media. I mean, Joe Rogan, there's a whole strategy.

There was a lot of testing done. So I actually know somebody that only does politics, heavy into politics, marketing. And I love staying in touch with him. I saw him the day before the results came in, the day before the election day. And it was interesting. He said there's a lot of testing going on.

Really since Obama, there's been a ton of testing. Trump last time, I think he won by his online game. And it's just so powerful. And a lot of the learnings from that can be applied in business or in influence. Or we do a lot of nonprofit stuff as well. And there is this graphic that I need to post, Mark, that shows since 1993.

Like you've seen those graphs where stock prices, right? What's the value of them? But it's where people spent their time. Okay. And with the advent of the internet, it came in the middle of the chart and moved all the way to the top.

And it's like 30% greater than anything anybody else does of how they spend their time online. I mean, you go to where people are, you reach people where people are, you cannot avoid being online. I mean, if you even look in the mirror, think about where you spend a lot of your time and where that time would be if you didn't spend time online. That was so cool to see where people were spending their time and where the values changed.

And really friends, it used to be family and then friends and coworkers and all these things. It's a really cool little graphic. I love Twitter or X. That's certainly a rabbit hole in itself, but there's so much great reporting and you hear things before things happen. We even have some property in New Mexico and there were some fires and the news wasn't

reporting it. I was getting like a real time on the ground reporting on Twitter that was accurate. Just the games changed. Yeah. I'm a Twitter fan as well. Nothing.

I talked about that your customers are stressed, there's not a lot of time left, blah, blah, blah. The same thing has happened to you though. There's not a lot of time left. You're stressed. The biggest thing is you have to maintain momentum as a salesperson.

Think of all the stuff that allows you to free up time so you can maintain momentum. You need some type of productivity hack. If you don't know what I'm talking about, check out something like thesecretweapon.org. That's the process that I use. It's based on a book called Getting Things Done, but you need some way to free up your time.

Make sure you manage your email well. Everybody has a different method of that. I try to get to zero emails in my inbox each Friday. I'm not always successful, but I try to and I do that to free up my time and do other stuff. Make sure that your workspace is organized well.

I mean, look at Matt's space. He's organized where he can reach everything. All those little things help to make sure that you maintain momentum. Then, the next big thing, and this is where Matt, I want you to jump in. This is a good time to start looking at different ways to create leads. You basically don't have much chance of closing anything this year except a couple of opportunities

we talked about. Why not take this time and instead of trying to stress out and get somebody to sign a contract that's not going to sign it until next year anyway, why don't you look at some different ways to generate leads? We talked about podcasting. Podcasting is a great way to generate leads.

But Matt, off the top of your head, what are two or three or four things a salesperson can do right now to help generate leads at the last of 2024? People do business with people they know, like, and trust. The data says you need to get to, on average, seven hours of them thinking about your brand or yourself or to do business with you. Getting on some podcasts right now, I really think, is probably the best thing you can

do. I was talking to an oil and gas startup yesterday, actually, that just left their former employer. They have a short non-compete. They want to get the brand up and going, all this kind of stuff. I said, okay, yeah, we can do that. That's not a problem.

We can get you a look and enterprise. No problem in the next two weeks is what they were asked for. I said, after that, what is your sales strategy to growth? And I said, well, if it's just you two, I would start a podcast or get on a podcast. That's literally what I recommended to him, to build that expertise, trust, authority in the space.

Through the election, for all our clients, we turned off ads because the costs just really in the last two weeks, because you're paying pay-per-click, are going way up there. Right now, running ads, now certainly there's Black Friday opportunities that people are spending money on, but getting that brand out there, other platforms, is a great way to go that people aren't using as much to start getting name recognition. Because if you look, SEO is fantastic, SEO gives you across the funnel, and SEO takes

some time. So starting like the SEO now to be ready to go right at the beginning of the year or something like that, great time to get started on that. But here's the thing, people got to see your name, repetition. Look at what the news cycle is like, I mean, they pair it the same thing, and then you start to believe it.

And I mean, we're not going to go down that level, but if you say the same thing enough or they see the same brand enough, associated with whatever they're searching for, if there's intent-based or keywords or something like that, there's going to be an affinity to that brand. And I can give you data on a brand that no one's heard of, and a brand that someone seen a handful of times before, who's going to get the click?

Who's going to get the interest? Who's going to get the consideration for a deal? Right now is building your pipeline for next year, retargeting ads. Most companies are not doing this, and I don't have no idea why, because anybody that's come to your site, show them an ad, chase them around on all the platforms like Amazon used to do really well, banner ads and stuff like that.

People are always looking at news, weather, all that sort of stuff. You can advertise on those channels, you can advertise on different platforms and stay in front of them, especially people that have already found your brand organically or you've manually got them there. Staying in front of those people costs sense, okay? If you look at the customer acquisition cost or CAC, oh my gosh, it's so worth it.

We'll go into some of these things more, but it's just digital pens and pads. From the data that I've seen, pens and pads are the best leave behinds. I mean, yeah, there's cool widgets and stuff like that that you get at conferences. Pens and pads, that's where it's at. That's what people use, sticky notes, that's what people use. Well, if someone's looking at their news all the time, and you got a banner ad right there,

or you got a banner ad for weather and you're right there, that's a sticky note on their digital desktop. It's phenomenal. Most companies are not leveraging this, have it set up. You can even build tiering systems where for the next seven days, show it to them every day or three times a day, show them this message and then change this message.

And then after a month, show them this message, you can build sequences. It's just like email automation and text automation. These things are great. You can stay in front of people from an indirect path. I would say what you were saying is go through all the deals that didn't close, and maybe you didn't do the follow-up and find out why you lost the deal or who they went with.

Some of these people just maybe haven't even taken action yet, depending on what your follow-up process was, and start to reengage them, try to get them energized again for a consideration or whoever they hired might not be going well. And I'm not saying call them and how's it going, but if they start seeing your brand again, guess what? If you built a good rapport with them, they're going to probably reach out to you.

There's just so many things you can do to just go, hey, I'm here. They know what you do. They know what you sell. They know what you're offering. But there might be something you need to answer for them. But that's probably a lot of times where these people either confused, giving them an opportunity

to raise their hand or to show you, hey, let's have a quick call. You could probably get a lot of those by the end of the year if you sent a link to your calendar or something like that where they can manually set it up. To see salespeople why you should team to your marketing people, Matt just went off on about a hundred different things you could do to get in front of clients at the end of the year without even opening a book.

This is off the top of his head. This is why we firmly believe in collaboration between marketing and sales. You need to be connected at the head. This time of year, your marketing team can be invaluable in helping you get those last couple of deals just right across the line. And all you got to do is go ask for help.

By the way, salespeople, don't be afraid to ask for help. This isn't a solo game. If it is a solo game for you, you can do better if it's not a solo game. So not only collaborate with your marketing team, do you have friends in the company that you're trying to buy from? Do you have LinkedIn connections?

Can they maybe put in a good word for you? Make it a team sport. Expand your network a little bit and open your eyes. Look outside the box and see what you can do these last four weeks of 2024 with working with other people, other organizations, including your marketing peers. Make sure you tap your marketing people.

Finally, Matt, at some point this year and we're getting ready to do it in a couple weeks. We do it together. We do our Christmas episode and it's silly and we all try to sing. We're all out of sync and blah, blah, but that really is our end of the year celebration of wins at OGGN.

We talk a little bit about stuff that didn't work well, setbacks, talk about stuff we want to do, but the entire team gets together and basically celebrates the good stuff of it. Like I said, the wins. Once you get down to the last week or two of this year, just stop, chill out, have a drink, eat a little bit too much food, hang out with your friends and your family and realize that next year's a chance you start all over again, but be aware of this good

stuff that you did, the wins you did this year and be thankful for what you have. So there we go. We went through a whole bunch of stuff, how you can close out the year strong in sales. Like I said, this is part one of a two part episode. The next part will be us having the same conversation, but around marketing. We do need to kind of pay the bills real quick.

You know the deal. We have our two newsletters, the Sunday update, all I guess events newsletter, Matt AI is driving me freaking crazy. My marketing team, originally it was funny when they stuck my face on Taylor Swift's body, but for Halloween, they stuck my face on Michael Myers body and Freddie Krueger's. And I have to say, Freddie Krueger, it looks so real that I had a second guess myself.

So that's all that stuff's in the Sunday update. All I guess events is all the conferences, trade show and expos. We put them in your inbox once a month and then all of Matt's links to our social channels are there. Follow us wherever you, wherever you are, like Matt said, then our insiders group, we're still working on it.

We're going to kick it off next year. So stay tuned for that. You know, Matt, do you have a LinkedIn failure tip of the week? What do you even talk about that before we jumped on the microphone? I would tell you that LinkedIn is so useful right now to connect with people. And I think that they're doing a really good job of keeping down the noise because you

can only do. Yeah. It's gotten better for sure. So many requests. I would tell you, and this is really basic, but it's not something that I think we've even discussed.

If you're sending a LinkedIn invite to somebody, okay? It really should be somebody that you know, but you need to do it. After you meet somebody, you need to go on LinkedIn. I actually was failed by, there was a number of people that I've actually been working with, okay, that I had never connected with them on LinkedIn. So I was going to send them a quick message because I use LinkedIn as kind of like, hey,

like I'm going to instant message you or whatever, like our internal chat. And I like to use LinkedIn for that and I wasn't connected with these people. And then one person I wanted to connect with, I hadn't connected with so long. I think you need to make sure to put how you met that person because you don't know what they're doing or what they're seeing or whatever. And hopefully you did make an impression on them.

But I'm like, if you send a request, you only have a certain number of requests now that you can send. I want to make sure that they accept it quickly. So putting the description of where you met them in that is super important because I can tell you people are sending me requests and if I'm like walking or doing something or whatever, my brain's in a different place.

I might not connect immediately how I met that person and I'm trying to keep everything zero inbox cleaned up too. I might not accept that or dismiss that. I actually dismissed somebody or whatever it was called that I knew and I was like, oh no. And I sent them a request.

Well, the worst part of that is if they reach out to you to connect and you delete it, you can't go back and find it again. But Matt is 100% right. If you're reached out to people in LinkedIn, personalize the connection request just so that they know you're a real person, I get 10 to 15 people a day that are fake that basically say, hey, you look like you're an expert in your field.

Can I ask you a question? And I know it's not legit. So Matt's point is perfect when you're connecting people, put a little personal information there. Hey, we had lunch two weeks ago or I met you at a conference back in May or whatever. And then they know you're a real person and they're much more likely to accept your connection request.

And I would just say keep your contacts cleaned up. Keep your contacts up to date, even with email, which I know we're closing out here. If people only accept you as their contacts, your email could go to spam, especially on group emails. So if you send it to a couple of people or BCC, some of these servers are pretty harsh. And if you're not in their contact list and you send that, you're going to get a rejection.

And people are trying to get rid of noise and spam and stuff like that. Really have your clients get their contacts cleaned up or add you. And then you also making sure that your contacts are cleaned up on LinkedIn and your email just makes you more efficient. 100%. All right, we got to get out of here, folks.

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